Retail Express: 29 January, 2019 by BetterRetailing

LAUNCHES, CAMPAIGNS AND TRENDS Six pages of new products and industry insight to help you drive sales P6-14

ast Have a trendy breakf waffle with Baker Street

Snap to win with Oreo and Snapchat promo

d and by a TV, video-on-deman social media campaign. brand Joanna Dias, senior biscuits at manager for sweet said: Mondelez International, indeoffers “This promotion retailers an opportuapp Snapchat. Snapchat pendent Having Shoppers can use to increase sales. Oreo is special Oreo nity launched in 2008, to scan codes on We they will be �irst worth more than £46m. the packs. From there an online now grab invited to complete a chance know on-pack offers of shoppers, and we’d game to be in with thousands attention the brand’s new partof winning one of 10 prizes anticipate to of prizes, including 200 Oreo nership with Snapchat as sales driver of £1,000, as well Oreo T- be a big hoodies, 400 special retailers.” badges and for shirts, 1,500 pin 1,500 free-pack vouchers. until runs The promotion 21 Oreo 30 April across all Oreo including lines, Thins and the full Oreo pricem a r ke d range. The campaign will be supported

29 JANUARY-11 FEBRUARY 2019 STRICTLY FOR TRADE USERS ONLY

es Ben & Jerry’s launch two moo flavours options two new more shoppers UNILEVER has added its Ben to to for Moo-phoria �lavours Caramel looking & Jerry’s range, Salted Cookies lower-fat opBrownie and Chocolate of £6. tions. The range RRP & Cream, both at an been �lying made with has The products are shelves since ingredients, off Fairtrade-certi�ied launch last serving con- the and we’re with each 100ml calories. The year to build taining 124-132 �lavours excited additions join existing Choco- on its success.” and Caramel Cookie Fix late Cookie Dough. busicountry Dunn, Christina & Jerry's UK ness lead at Ben launched & Ireland, said: “We Moo-phoria to bring

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“The at Carrs Foods, said: will relaunching rector Baker Street waf�les up BAKER Street is pack size to new its waf�les in a new into the trend of trading looking for tap appeal to families breakfast choices. a breakfast alternatives. “Consumers, particularlytop increased demographic, will The waf�les have to an eight- younger with other breakfast from a six-pack waf�les bacon and maple syrpack and are twin-wrapped with an items like of posting for 35-day freshness, up for a meal worthy RRP of £1.35. di- on Instagram.” Jeremy Gilboy, managing

on-pack proMONDELEZ’s new offers shopmotion for Oreo win prizes pers the chance to a new of up to £1,000 through media social partnership with

ase profits by Retailers can increr snacks stocking healthie “One in 10 shoppers

currently

or gluten-free PRIYANKA JETHWA follow a dairy-free making it an important retailers diet, for retailers. INDEPENDENT stocking trend of those must invest in "However, only 4% with snack a dairy-free diet healthier foods, to spend following diagnosed as inbeen shoppers willing than the have of those fol£1.84 – 40p more tolerant, and half have average customer. a report lowing a gluten-free diet as intolerant. This is according to by been diagnosed 96% titled ‘Future of Convenience’ The remaining which stated: 50% have selfdata analyst HIM, of being veg- and and “While the trend longer, diagnosed etarian has been aroundinterest chosen the and is mainstream, outgrown in veganism has fast recent years, vegetarianism in now bewith 3.5 million Brits ing vegan and 57 million #Vegan posts on Instagram.

excluding to take up a diet dairy or gluten.” shoppers When asked if prodbelieved free-from ucts were a healthier of option, 29% UK shoppers agreed.

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UNDER THE RADAR Illicit market changes as HMRC makes record tobacco seizures P3

BREXIT PLANNING

GRAB A BIGGER SHARE OF VAPING

‘WE’RE KNOWN FOR OUR SWEETS’

Experts reveal how you can create opportunity in your store ahead of 29 March

What you need to know to become a destination for tobacco and vaping products

Gaurave Sood earns £30 basket spend from his range of American confectionery

P22

BACK PAGE

our say

Chris Dillon, editor - insight

How are we helping retailers grab the vaping opportunity?

The five biggest stories this fortnight

Experts reveal Brexit planning opportunities

MEGAN HUMPHREY THIS Friday (1 February), I will be chairing a panel discussion on the opportunities the vaping category offers, in partnership with Blu and half a dozen retailers. It’s gearing up to be a fantastic panel, with a good mix of retailers. We’ve got store owners that have been running vaping sections in their stores for years. They know their PGs from their VGs, their BVCs from their ADVs, their sub-ohms from their elbow… But we’ve also got retailers that are just starting out. One retailer told me that our invite had come at the perfect time, as they were looking to install a dedicated vape section in one of their stores, and increase the presence in their other four. IT’S GEARING It’s this mix of experience that will make 1 February so insightful, UP TO BE A both for the retailers and for the FANTASTIC representatives from Blu, who PANEL, WITH are actively looking at how they can improve their offering for A GOOD MIX independent retailers. OF RETAILERS We’ll be running the coverage in full on betterRetailing.com and our sister title, RN. But if you can’t wait, we are providing a snapshot of the tobacco and vaping category in this issue of Retail Express on p22-27 And if there’s any other topic you’d like us to discuss at any of our events, pick up the phone and let us know. FOR MORE OPINION, GO TO PAGE 16 @retailexpress betterRetailing.com facebook.com/betterretailing Editor - insight Chris Dillon @ChrisDillonNT 020 7689 3379

Editor - news Jack Courtez @JackCourtez 020 7689 3371

News editor Megan Humphrey @MeganHumphrey_ 020 7689 3357

Features editor Tom GockelenKozlowski @TomGK_writer 020 7689 3361

Features writer Priyanka Jethwa @priyanka_NT 020 7689 3355

Reporter Alex Yau @AlexYau_NT 020 7689 3358

Editor in chief Louise Banham 020 7689 3353

Head of sales Matthew Oliver 020 7689 3367

Sub editor Jim Findlay 020 7689 3373

Account director George McCracken 020 7689 3364

Sub editor Tom Allaway 020 7689 3395

Account director Charlotte Jesson 020 7689 3389

Designer Jody Cooke 020 7689 3380

Account manager Jon Melson 020 7689 3372

THE ACS estimates 2% of people working in stores are non-UK EU nationals, which will affect independent retailers in a postBrexit Britain. Speaking to Retail Express’s sister publication, RN, ACS CEO James Lowman said: “There will be signi�icant local and regional variations, with stores in some areas relying more heavily on EU nationals.” GlobalData analyst Thomas Brereton has urged retailers to assess their dependency on the EU: “Independents need to work out their reliance on the EU by looking at what percentage of their workforce is from there and how it is likely to be affected.” British Independent Retailers Association (BIRA) CEO Andrew Goodacre has predicted consumers will increase their spend on food and drink retailing following Brexit. “Customers will be shopping more for the necessities such as food and drink, which shows eating out might be on the decline,” he said. “They won’t get luxury foods,

but they’ll get an alternative for £2 or less.” Brereton added that retailers need to to measure their product reliance on the EU. “If there are price increases in an area you are reliant on, look to see if

Camelot ‘set for life’

CAMELOT has revealed details of its new draw-based game from The National Lottery, ‘Set for Life’, which offers a top prize of £10,000 a month for 30 years. Tickets will cost £1.50 per line and will go on sale on Fri-

day 15 March, with the �irst draw on Monday 18 March. CEO Nigel Railton said: “It will offer National Lottery players something completely new and meet a different set of consumer needs, especially among younger people.”

there are opportunities or margins in other lines,” he said. Retailer Vip Measuria, of One Stop the Prior Way in Borrowash, said: “We walked around our local supermarket last week to see where their produce

comes from to help us assess our own stock.” Focus on affordability and maximise offers on lines sourced from the UK

Indies still in demand

THE traditional newsagent store type remains in demand in the current market, according to Christie & Co’s retail managing director, Steve Rodell. “Convenience remains robust because customers are always in need of the products that are being sold, whether it be milk

or bread,” he said. “There is still very much a place for smaller units.” The comments were made after the publication of Christie & Co’s business outlook for 2019, which revealed £814m was spent on reinvestment in convenience retail in 2018.

Production editor Ryan Cooper Head of design Anne-Claire Pickard 020 7689 3354 020 7689 3391 Sales support executive Michela Marino 020 7689 3382 Head of marketing Jessica SalisburyFielder 020 7689 3352 Managing director Parin Gohil 020 7689 3375

Finance executive Abigayle Sylvane 020 7689 3383 Production coordinator Business Pamella Bisson Development Executive 020 7689 3368 Kurran Jagpal 020 7689 3363 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 Publishing Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600

48,789 Audit Bureau of Circulations July 1 2017 to June 30 2018 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 Publishing 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.

Smiths sells Jack’s

SMITHS News has sold its Jack’s Beans coffee machine to Fresh on the Go. Around 400 convenience stores are currently supplied with own-branded coffee stations on a revenue-share basis by Fresh on the Go. Plans to sell Jack’s Beans

were announced last November, when Smiths News said it had received bids of up to £1.1m. Head of brand network Bronwen House said: “This is good news for customers given the skills and exciting plans that Fresh on the Go has in place.”

Late-delivery anger

RETAILERS have demanded improved service levels and compensation for delays ahead of a predicted surge in late news deliveries this March. Analysis by RN magazine of delivery times into depots since 2015 revealed a 56%

average increase in late deliveries – by the News Media Association’s de�inition – by publishers into wholesalers in March. The month was the worst of the year for publisher delays in three of the past four years.

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29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

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

Going underground – efforts to catch low-level illicit stalls JACK COURTEZ NEWLY released data from HMRC shows the authority is failing to get to grips with an illicit tobacco trade at street level that is increasingly operating under the radar. While seizures of illicit tobacco increased by 64.4% for the latest year recording period, arrests fell by 50%, �ines dropped by 11% and estimations of the overall size of the illicit market increased to £2.5bn. The combination sug-

gests HMRC action is increasingly targeting higher up the supply chain. The view was supported by a survey of convenience store owners, which revealed that 80% had seen no impact in their local areas despite the seizure of goods valued at approximately 21.5% of the illicit tobacco market. Retailers reported that the illicit market was moving towards social media and word of mouth-based sellers that deliver to the door. “Combined with the threat of losing their al-

cohol licence, this helped push it out of stores near me, they can’t compete,” explained Roger Dhillon, owner of Frederick Wines in Sunderland. Another store owner added: “We’re seeing increased amounts of non-plain-pack tobacco litter on the estate, but there’s not a shop around that’s selling it.” The bene�it of driving illicit tobacco from local communities is clear. Those surveyed who had seen sales of illicit tobacco in their areas dry up re-

ported sales increases of there had been no change between 20-200% of their in approach that led to the increase in seizures. legitimate tobacco. They explained: “We have However, the move to street selling has made it halved the market in illicit harder for retailers to de- cigarettes since 2000 and tect and report illicit sales, cut the hand-rolling tobacaccording to Dhillon, who co market by a third over said: “The signs we see now the same period.” are when people come in who would normally buy rolling tobacco but are just getting �ilters and papers, or regulars asking for 10s or asking for brands that we haven’t heard of.” An HMRC spokesperson An example of an illicit told Retail Express that tobacco seller on Facebo

NEWSPAPERS What is the impact of a surge in late publisher deliveries?

52%

56%

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express yourself “Our biggest concern going forward is staffing. We have sat down and put together a recruitment plan, which sets out what we are going to do over the next eight-24 months. Although we can’t make any major decisions yet, at least we know what we are looking for. So, if a hard Brexit does happen, rather than reacting, we can move on straight away, in the hope of being the first people looking in the market. We are doing the groundwork now rather than waiting until it happens.” Vince Malone, Premier Tenby Stores, Pembrokeshire

£437.84

of very late deliveries reported all newspapers were missing

The average store’s lost sales for March in the event of knock-on delivery delays

The forecasted days of delays into each depot in March 2019 the column where you can make your voice heard

GOOD WEEK NISA: Nisa will use its increased scale to negotiate cheaper utility pricing for retailers following a 3% availability increase as a result of the Co-op merger, and plans to use this to improve profit margins for retailers. “We understand more of what the convenience market looks like,” said commercial director Ayaz Alam. SHELL: Shell forecourt retailers are to receive an increased food-to-go range following a partnership between the company and chef Jamie Oliver. More than 500 Shell service stations will receive 80 healthy eating products, including wraps, sandwiches, salads and sushi, at the end of the month. Read more at betterRetailing.com/ healthy-focus-for-shell

For the full story, go to betterRetailing.com/ restitution-delivery-delays

The increase in delays into depots in March compared to the average month

BAD WEEK WALES: The number of independent convenience stores across Wales in 2018 fell by 122 year on year, according to the ACS’ 2019 Welsh Shop Report. Figures from the report show there were 2,426 independently managed shops last year. The total number of convenience stores, which includes multiple-owned, also fell from 3,185 to 2,923. PARTWORKS: Retailers have been told to be patient over the lack of new partwork titles available. Not one partwork has arrived this year, leaving retailers concerned about the loss in revenue during these normally quiet months. The NFRN said it has raised its concerns with the publishers of the partwork titles. Read more at betterRetailing. com/partwork-drought-patience

How are you preparing for Brexit?

“Brexit is always in the back of your head. The biggest pressures are on our suppliers at the moment, more than us. But produce is a big concern right now. Last week, we went for a walk around our local supermarket to see where their produce came from to help us assess our own stock. My advice would also be to keep watching the news and stay up to date with what’s happening. That way, you can act on it as soon as possible.” Vip Measuria, One Stop the Prior Way, Borrowash, Derbyshire

“If I’m being honest, we haven’t thought about it. I’m assuming our wholesale partners are building up the stock if they need to because they are better aware of where the stresses are. Convenience stores don’t have huge back-ofhouse areas, so we can only stockpile about two weeks’ worth of stock. Our sales aren’t showing any signs of pressure at the moment, and to try and second guess that is impossible. We are continuing to invest.” Nick Fraser, Spar Lower Earley, Reading, Berkshire

Do you have an issue to discuss with other retailers? Call 020 7689 3379 or email chris.dillon@newtrade.co.uk

Vip Measuria

NEWS

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

New rates relief scam is a ‘perfect trap’ JACK COURTEZ A SCAM targeting independent retailers could cost store owners nearly £14,000 per site from April onwards, according to a business rates expert. Chartered surveyor Ian B Sloan warned that stores were being approached by �irms looking to exploit the new retail rates relief. Sloan commented: “Retail-

ers need to be suspicious of anybody promising to reduce their business rates in any way other than an appeal of the premises’ rateable value. The new retail relief should be applied automatically, so there’s no need to hire an agent.” Under the scam, retailers are asked to sign contracts or agree over the phone to terms which charge fees of between 20-50% of any re-

ductions in business rates for up to �ive years, regardless of whether these �irms are responsible for the reductions. The new retail relief scheme’s higher reductions and its automatic application “sets a perfect trap for store owners”, according to Sloan. From 1 April, retailers will receive 33% off their rates on properties with a rateable value of less than £51,000. Sloan believes this is likely to

be extended from the current two-year period to beyond the General Election in May 2020. If caught out, stores could be forced to pay up to £13,911.39 per site. The most notorious �irm, RVA Surveyors, has been criticised by MPs, a national newspaper and legal experts for running a ‘rip-off’ service. One convenience store hoodwinked last year

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was forced to pay the company £5,700. Lawyers acting for the �irm denied any wrongdoing. This is not an isolated case, and retailers have warned Retail Express that many more �irms operate on a similar basis. Former Labour MP Simon Danczuk warned there is “a growing micro-economy of �irms trying to exploit rates confusion”.

Pictured: Ian B Sloan

Results show it was the season to be jolly NEARLY every multiple beat widespread retail doom and gloom over the festive period, according to recently released �inancial results. In terms of retail sales compared with the same period last year, Lidl led the way with a 13.6% increase, followed by Aldi (11.7%), Iceland (3.5%), Co-op (2.6%), Asda (0.8%) and Tesco and Marks & Spencer

(0.4%). The only major retailers to report losses were Waitrose (-1%), Sainsbury’s (-0.6%), and Morrisons (-0.1%). Indies also fared well, with a survey of 10 stores by RN magazine showing 100% performed better than last year. This was supported by positive sales increases from wholesalers such as Booker (9.6%) and Parfetts (8.1%).

ONE STOP GETS BOOKER SUPPLY

ONE Stop stores will benefit from Tesco’s decision to supply the stores out of Booker’s new Hemel Hempstead distribution centre, according to Tesco CEO Dave Lewis. He confirmed that the centre is currently supplying frozen and chilled deliveries to 70% of the

chain’s stores. Challenged on when the full roll-out would be completed, Lewis said: “Full distribution will be completed by the first part of this year.” The move has improved availability and service levels across both One Stop and Booker stores, according to the CEO.

Delivery companies fight for your business “The IAA helps you see your store through your shoppers’ eyes. Get involved - it’s well worth it.” Harj Dhasee

Nisa Village Stores, Mickleton

ONLINE delivery service Grocemania has attacked its rival Deliveroo for charging independent convenience store owners ‘unacceptable fees’ on every order placed. The student-founded alternative delivery platform works with 32 retailers including Londis and Budgens stores across London. Founder Askar Bulegenov said it charges retailers a £2.50 delivery charge and has no joining fee. In comparison,

Deliveroo charges retailers £400 and takes approximately 20% of every order. Other rival Uber Eats, which charges retailers approximately 30% of every order and has preferential deals with Co-op stores, is also on the lookout for new stores according to the company’s UK general manager, Toussaint Wattinne, who said the �irm has to “engage more retailers” to fuel its growth.

Have a trendy breakfast waffle with Baker Street

Snap to win with Oreo and Snapchat promo MONDELEZ’s new on-pack promotion for Oreo offers shoppers the chance to win prizes of up to £1,000 through a new partnership with social media app Snapchat. Shoppers can use Snapchat to scan codes on special Oreo packs. From there they will be invited to complete an online game to be in with a chance of winning one of thousands of prizes, including 10 prizes of £1,000, as well as 200 Oreo hoodies, 400 special Oreo Tshirts, 1,500 pin badges and 1,500 free-pack vouchers. The promotion runs until 30 April across all 21 Oreo lines, including Oreo Thins and the full Oreo price-marked range. The campaign will be supported by a TV, video-

on-demand and social media campaign. Joanna Dias, senior brand manager for sweet biscuits at Mondelez International, said: “This promotion offers independent retailers an opportunity to increase sales. Having �irst launched in 2008, Oreo is now worth more than £46m. We know on-pack offers grab the attention of shoppers, and we’d anticipate the brand’s new partnership with Snapchat to be a big sales driver for retailers.”

more options to shoppers looking for lower-fat options. The range has been �lying off shelves since the launch last year and we’re excited to build on its success.”

FOR THE INFORMATION OF TOBACCO TRADERS ONLY

rector at Carrs Foods, said: “The new Baker Street waf�les will tap into the trend of trading up breakfast choices. “Consumers, particularly a younger demographic, will top waf�les with other breakfast items like bacon and maple syrup for a meal worthy of posting on Instagram.”

Retailers can increase profits by stocking healthier snacks PRIYANKA JETHWA

Ben & Jerry’s launches two moo flavours UNILEVER has added two new Moo-phoria �lavours to its Ben & Jerry’s range, Salted Caramel Brownie and Chocolate Cookies & Cream, both at an RRP of £6. The products are made with Fairtrade-certi�ied ingredients, with each 100ml serving containing 124-132 calories. The additions join existing �lavours Caramel Cookie Fix and Chocolate Cookie Dough. Christina Dunn, country business lead at Ben & Jerry's UK & Ireland, said: “We launched Moo-phoria to bring

BAKER Street is relaunching its waf�les in a new pack size to appeal to families looking for breakfast alternatives. The waf�les have increased from a six-pack to an eightpack and are twin-wrapped for 35-day freshness, with an RRP of £1.35. Jeremy Gilboy, managing di-

INDEPENDENT retailers must invest in stocking healthier foods, with snack shoppers willing to spend £1.84 – 40p more than the average customer. This is according to a report titled ‘Future of Convenience’ by data analyst HIM, which stated: “While the trend of being vegetarian has been around longer, and is mainstream, the interest in veganism has fast outgrown vegetarianism in recent years, with 3.5 million Brits now being vegan and 57 million #Vegan posts on Instagram.

“One in 10 shoppers currently follow a dairy-free or gluten-free diet, making it an important trend for retailers. "However, only 4% of those following a dairy-free diet have been diagnosed as intolerant, and half of those following a gluten-free diet have been diagnosed as intolerant. The remaining 96% and 50% have selfdiagnosed and chosen

to take up a diet excluding dairy or gluten.” When asked if shoppers believed free-from products were a healthier option, 29% of UK shoppers agreed.

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Highland Spring becomes ecofriendly with recyclable bottles HIGHLAND Spring has added a 100% recycled and recyclable plastic ‘eco bottle’ to its products. Following a trial last year, the Highland Spring 500ml eco bottle features a ‘100% recycled plastic bottle’ label to help it stand out from other bottles, and help shoppers understand more about recycled and

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Sun Valley turns up the heat with BBQ nuts THE Sun Valley Nut Co has introduced a new Spicy BBQ Peanuts & Corn with Tabasco Seasoning �lavour to its range of nut mixes. Snacks make up two�ifths of out-of-home eating occasions, while the trend for spicy

recyclable plastics. Simon Oldham, chief commercial of�icer at Highland Spring, said: “We had an incredible response from consumers who loved the idea of having a bottle of Highland Spring that was made from 100% recycled plastic. “Today’s consumers, particularly the younger generations, are

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increasingly looking for products that are either sustainable or have been developed with consideration for the environment. “That’s why we’re excited to be taking the next step and rolling out our Highland Spring 500ml Eco Bottle nationally.”

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products shows no signs of slowing down. Alison Robson, marketing manager at Sun Valley, said: “The new �lavour has been created to add a muchneeded dose of spice and �lavour to traditional bar snack offerings, helping retailers pro�it from the growing demand for more interesting options.”

Organix’s wonderfuelled ad campaign

ORGANIC baby and toddler snack food brand Organix has unveiled a new advertising campaign, called ‘Fuel their wonder’. The £1m campaign will run across All4, Sky and ITVHub, and will be supported by online video, social, radio and in-store activity. Initial activity will focus on the wider Organix range, with follow-up activity to support launches planned for later in the year. Tim Albert, marketing director at Organix, said: “I’m excited to see how parents

respond to the new campaign and the impact it will have on shopper spend in the aisle.”

Roll the carpet out for Rollagranola ROLLAGRANOLA has introduced a new range of seven 100% natural nut and seed-based granola products. The range is either suitable for vegan, gluten-free or paleo diets, and can be eaten at breakfast or as a snack throughout the day, containing less than 200 calories per 40g serving. The range includes: Zesty Caveman, Cool Raspberry, Caveman’s Dream, Awesome Almond, Healthy Hazelnut, California Walnut and Pecan Maple Twist, all with an RRP of £5.25.

Learn more at stgtrade.co.uk

PRODUCTS Trebor targets sugar-free sales CHRIS DILLON TREBOR is targeting younger shoppers by launching its first sugar-free hardboiled range – Trebor Cool Drops. Available to convenience retailers in two �lavours, Extra Fresh and Lemon, Cool Drops come in a 28g �lip-top box, at an RRP of 60p. Retailers can also stock the �lavours in 50p price-marked packs. The launches will be backed by a digital campaign, and details for in-store activity in convenience retailers will be released later this year. Laura Trampe, brand manager at Trebor, said consumers buy mints for four reasons – con�idence, enjoy-

ment, medicinal relief and for an energy boost. “We realised that we did not have a product that tapped into this ‘boost’ segment, so we expect this launch to drive additional sales, and attract younger shoppers,” she added. The �lavours will be available in shelf-ready packaging – which contains 12 units – and �its into Mondelez’s mints display stand or can be displayed on the counter. Mints is worth £127m in annual sales, with Trebor commanding a 35% market share, making up £46m in category sales. “By combining proven trendy �lavours, with the increasing demand for sugarfree products, we are helping

retailers drive incremental sales,” said Trampe.

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

Natural Balance blows minds with Nakd advert NATURAL Balance Foods has launched its �irst-ever TV advert for its Nakd brand, titled ‘Mind. Blown.’ The £1.5m campaign will run throughout 2019 at key points in the year, showing the reactions of anyone eating a Nakd bar. A wider marketing campaign will also include in-store promotions, PoS, sampling and social media activations to push the ‘Mind. Blown.’ message.

Jamie Combs, founder at Natural Balance Foods, said: “2019 is a big year for Nakd and we are passionate about bringing our customers exciting new �lavour combinations. “To maximise the sales opportunity, retailers are encouraged to stock key �lavours – Blueberry Muf�in, Cocoa Orange and Peanut Delight – by placing in impulse locations such as food to go or by the till.”

Bundlz: the new kids’ Little’s coffee goes all Crosse & Blackwell’s out on plastic-free pack contemporary rebrand snack on the block HEALTHY snack brand Real Handful is making its debut into kids’ snacking with the launch of Bundlz, available from wholesaler Diverse Find Foods. Bundlz is a yoghurt-coated snack made with oats, cereal and raisins, and is available in two �lavours: Strawberry & Raspberry and Apple & Blackberry. Containing less than 90 calories per serving, it has up to 40% less sugar compared with other kids’ yoghurt snacks. Carly Taylor, co-founder at Bundlz, said: “We’ve spent two years developing and trialling Bundlz and can’t wait to launch, grow and continue to develop this range. We noticed a gap in the market for fruit and

yoghurt snacks that use real fruit rather than fruit pulp, and less yoghurt.”

INDEPENDENT coffee brand Little’s has unveiled a new look across its instant coffee range, now made with recyclable, plastic-free packaging. Little’s founders, Will and Caroline Little, said the new packaging is designed to increase shelf presence and emphasise the brand’s premium quality to a younger, more af�luent demographic. “Our �lavoured instant coffee is made using 100% Arabica beans, with high-quality �lavours from ingredients we love,” Will Little said. "We’ve spent decades perfecting our �lavoured coffee recipes to ensure they deliver on taste and so wanted our branding to more effectively communicate the premium

and innovative nature of our products.” Little’s coffee is available in 13 �lavours, including French Vanilla, Rich Hazelnut, Chocolate Caramel, Island Coconut, Irish Cream, Gingerbread Cookie, Café Amaretto, Chocolate Chai, Swiss Chocolate, Maple Walnut, Havana Rum, Chocolate Orange and Cardamom Bun. They all have an RRP of £2.99 for a 50g jar.

CROSSE & Blackwell has announced that it will be redesigning the packaging across 15 of its soup lines, including four new �lavours. The new �lavours include Carrot & Quinoa; Chicken & Multigrain; Broad Bean, Gammon & Parsley; and Green Vegetable & Kale. The rebrand is set to modernise the range and promote the relationship between ‘the farmer and the chef’. The cans feature an ‘Established In’ stamp to highlight this, and a tag that says ‘from British farms’, emphasising the local produce partnerships between the farmers and Crosse & Blackwell chefs. Dean Towey, marketing director at Princes, owner of Crosse

& Blackwell, said: “We wanted to make an impact through a new design that will bring a contemporary edge to the ambient soup category – one that echoes our new varieties such as Carrot & Quinoa – but also stays true to our roots as a trusted partner of British farmers.”

Light is right for Zinda Coultons looks for a Quaker Oats teams up Food’s new wrap range slice of c-store market with Nuffield Health FOOD-TO-GO manufacturer Zinda Foods has launched a range of ready-to-eat wraps made with ‘AirWraps’, a lighter and healthier alternative to traditional tortilla. The range is available in seven �lavours, including Classic Chicken Caesar, Mediterranean Feta Cheese, Moroccan Chicken, Egg Akuri, Spicy Tuna Slaw, Mexican Molé Pulled Pork and Chicken Makhni. Anishya Kumar, owner at Zinda Foods, said: “We are more than just a logo, our aim is to put a face behind a largely faceless category where products have become bland, boring and functional. With Zinda, people will be excited about the prospect of eating something good

on the go, rather than feeling underwhelmed by lack of taste, variety and being able to �ind something that’s good for you nutritionally.”

COULTONS Bread has added new Sunbake products to its range, alongside a new 800g Square Topped Wholemeal Sliced Loaf price-marked at £1.05. The new range includes four lines of white and wholemeal bread, including White Toastie, White Medium, Wholemeal Thick and Wholemeal. Howard Hunter, managing director at Coultons Bread, said: “The increase in privatelabel growth in the market is driving the need for lines to �ill those gaps in our core market of convenience retail. “The growth in challenger discounters over recent years has changed the market and consumer trust in private label has never been greater.

“Coultons recognises the need to offer the major brands across the market, but we also recognise the need to help close the gap for convenience retailers in offering a lowercost alternative. "That’s where the fantastic new look for the company's Bakestone 800g range, as well its launch of the Sunbake brand, will help to offer great value for money in the convenience market.”

A QUAKER Oats on-pack promotion in partnership with Nuf�ield Health aims to support retailers in driving cereal sales. The promotion appears across the Quaker Oat So Simple range for 10 weeks and includes a TV and digital marketing campaign. It offers a free Nuf�ield Health day pass with every pack, and gives 70 shoppers the chance to win a Health and Wellbeing package from Nuf�ield Health, worth £1,000. Steph Okell, Quaker senior marketing manager at PepsiCo, said: “In Britain, 11.6 billion breakfasts are eaten each year as more people recognise the importance of kick-starting their day with a nutritious meal whether they’re at home or on the go. That’s why we

have decided to partner with a health and wellness brand to ensure that Quaker is front of mind for shoppers, and support retailers in driving sales at this key time of the year when people are looking for healthier options.”

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PRODUCTS Muchos gracias for sharing snacks PRIYANKA JETHWA KP Snacks has announced its biggest-ever launch with McCoy’s Muchos, a Mexicaninspired crescent-shaped tortilla crisp. Available in three �lavours – Smoky Chilli Chicken, Nacho Cheese and Sour Cream & Onion – the launch taps into the growing popularity of Mexican food, with Mexican now being the fourth-largest takeaway cuisine in the UK. Claire Cooper, marketing manager for McCoy’s at KP Snacks, said: “McCoy’s is one of our most successful brands, driving growth within the KP Snacks portfolio and the wider category at 3.3%. Sharing is now the second-largest

area within crisps, nuts and snacks, and the category is worth £7bn. “This product provides a needed injection of fun, �lavour and innovation for the tortilla market,” she said. Muchos will be available in 180g sharing bags with an RRP of £1.99, and in an 80g £1 pricemarked pack across Smoky Chilli Chicken and Nacho Cheese �lavours, exclusive to independents. The introduction of McCoy’s Muchos will also be supported with a £4m marketing investment including TV adverts, social media, posters and in-store activations.

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

Nisa promo promises a taste of the Orient NISA’S Taste of the Orient promotional event is aimed at encouraging shoppers to buy Chinese evening meal deals. A range of products at £1 will also be on offer, including prawn crackers, bottles of hoisin or plum sauce and jars of stir fry sauces from Sharwood’s, Uncle Ben’s Express Rice pouches and jars of cooking sauces as well as egg noodles and sweet chilli sauce from Blue Dragon. Heritage Chinese Collection ready meals will also be available on a two-for-£5 deal. Ian Redhead, trading controller at Nisa, said: “Our world food category deals were popular in our retailers’ stores throughout 2018, and

Chinese New Year provides the perfect opportunity to revive the event and help to further drive sales in this category for Nisa partners.” According to �igures from Nielsen, 95% of households buy into the world food category with rice and cooking sauces proving popular among shoppers.

Weetabix Crispy Minis Double the egg-citement A bit of Balans for cuts back on sugar with Haribo prize sweets alcohol-infused water WEETABIX has announced a reduction in sugar of up to 4g in its Weetabix Crispy Minis range, alongside a new pack design. Available in three �lavours – Choc Chip, Banana and Fruit & Nut – the new recipe also includes added Vitamin D2 to promote the absorption of calcium. Cripsy Minis will be backed by a £10m media investment, with new Crispy Minis Choc Chip tags featuring at the end of its ‘Jack and the Beanstalk’ TV advert. Zoe Brim�ield, senior brand manager at Weetabix, said: “While Weetabix and Weetabix Minis will continue to lead the way in nutrition in the cereal category, taste remains

crucial to us. It’s an important attribute driving sustainable value sales in the category and our refreshed pack re�lects this. We’re con�ident Minis will continue to be a �irm favourite for families and go down a treat at the breakfast table.”

HARIBO’S seasonal ‘Hunt the double yolker’ campaign offers shoppers the chance to win holidays. Prize sweets can be found inside bags of limitededition Starmix. With premium UK Forest Holidays up for grabs, shoppers have until 21 April 2019 to �ind one of 20 random ‘double yolkers’. Claire James, trade marketing manager at Haribo, said: “‘Hunt the double yolker’ is Haribo’s biggestever seasonal campaign, developed to drive excitement and sales as we count down to Easter. “As part of the campaign, Starmix will retain the much-loved pieces that are found in each bag – includ-

ing the egg – but 20 packs will also feature a double yolker. Those who discover a winning piece will win a family holiday.”

Riverside holds all the Special K launches cards with new range protein cereal range RIVERSIDE Greetings has launched a range of premium hand-�inished cards, called Ooh La La. The Ooh La La range has an RRP of £2.99 and is made up of 12 designs including birthday, thank you, thinking of you and new baby captions. Andrew Glen, managing director at Riverside Greetings, said: “Ooh La La has been designed to provide consumers with innovative designs and great value. “It is an example of our commitment to growing the greetings

card category in convenience and helping retailers capitalise in the category.”

KELLOGG’S is innovating within the healthier cereals category with new Special K Protein Berries and Special K Protein Nuts. Both cereals contain 12% protein, and are priced at £2.99 RRP. The Special K Protein range will join the brand’s bestsellers, Special K Original and Red Berries, in a new Variety Pack, priced at £1.79 for four mini Special K cereals. The launches come following a year of growth for the brand, with Special K Original and Red Berries growing by 7.3% in value sales and by 9.6% in terms of household penetration.

KOPPARBERG has launched Balans Aqua Spritz, an alcohol-infused sparkling water available in Mandarin and Lime �lavours. Available in a readyto-drink 250ml can with fewer than 60 calories, the water is naturally �lavoured, vegan and gluten-free. Rob Salvesen, head of marketing at Kopparberg, said: “We know people often �ind their drink choices limited at social occasions. Move aside, vodka, lime and soda – Balans is refreshing, light in taste and is currently the lowest-calorie 4% ABV drink of its kind available in a 250ml can.”

Community clubs to cash in from Wall’s WALL’S Pastry is set to launch a nationwide campaign that will give away a share of £5,000 to help support local community clubs. Community groups can register via the brand’s Wall’s Collectors’ Club website, where customers collect points by purchasing Wall’s Pastry products and uploading a picture of their receipt or product barcode, which they can then donate to their favourite club. The top �ive clubs that receive the most points will win £1,000. With the top 20 clubs featuring on a live leaderboard, customers and clubs can track progress in real time. The Wall’s Collectors’ Club initiative will be supported digitally across the brand’s website

and through its social media channels. Retailers can capitalise on the campaign by displaying Wall’s products prominently in-store and encouraging shoppers to get involved. As an added shopper incentive, Wall’s will enter everyone who has redeemed their Collectors’ Club points into a prize draw to win £500.

PRODUCTS

Nestlé cashes in on breakfast on the go with cereal packs PRIYANKA JETHWA NESTLE Cereals has launched Breakfast to Go – a pack containing 45g of cereal in a pot, a carton of milk and a spoon. The range is available in two varieties, Original Shreddies and Shredded Wheat Honey & Nut. The packs come in cases of four and have a RRP of £1.99 each. Toby Baker, marketing director at Nestlé Cereals, said: “The packs are aimed at timepressured shoppers looking for a quick solution for breakfast. Sales are likely to be strong in urban centres or

where people are on their way to work, or near to transport links. The packs can be placed in the chiller, with food to go or within the cereal aisle.” Baker added the packs tap into a growing sector where shoppers are prepared to pay a premium for a convenient solution to eat on the go. “The out-of-home breakfast market was valued at £4.96bn in 2016, and is one of the few meal occasions in growth, with a 5.6% increase last year. “The value of breakfast meals eaten out of the home was £2.30 compared with

just 63p in the home,” he said.

the stat

£4.96bn

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

Get love-struck by Nisa meal promotion WITH Valentine’s Day falling on a Thursday this year, Nisa’s promotions will focus on evening meals to help retailers capitalise on shoppers planning a date night at home. The symbol group’s offers include Co-op’s Irresistible rump steak for £6 (twin

pack), Mash Direct beer battered chips or sweet potato fries with Heritage cherry tomatoes and mushrooms at the side, all for under £10. Other promotions include a £10 deal when shoppers buy I Heart Prosecco and Thorntons with Love chocolate boxes together.

The value of the outof-home breakfast market in 2016

Cup soup and couscous Aryzta serves up heart- New brand design for shaped jam doughnuts New Forest Ice Cream with Ainsley Harriott EURO Food Brands has been appointed as the new distributor for Ainsley Harriott’s premium cup soup and couscous range. The Ainsley Harriott range has also recently undergone a packaging redesign, giving more emphasis to the �lavour of the products. Peter Butler, managing director at Euro Food Brands, said: “The brand already plays a signi�icant role within �lavoured couscous and cup soup. “However, we have identi�ied numerous growth opportunities in both existing and new categories and are working closely with production partners to achieve this. “2019 is a going to be a high-pro�ile year for Ainsley

Harriott, with a new 10-part Caribbean-themed series coming up on TV and the launch of a new cookbook to accompany it,” he added.

Go big with Bacofoil Elasti-Fit bin liners BACOFOIL’S new Elasti-Fit bin liners are available in 12x30litre and 10x50litre bag sizes. The new triple-layer thickness of the liners is designed to help prevent leaks. Bacofoil ElastiFit Bin Liners have an RRP of £2.49 for 10x50litre or 12x30litre liners. The new liners have also been reviewed and endorsed by the Good Housekeeping Institute. Zoe Lunn, senior brand manager at Melitta, said: “The elastic fastening is a �irst in the bin liner category. Moving into the waste manage-

ment channel was a natural �it for Bacofoil, as our aim is to produce reliable household products with strength and quality consumers can trust.”

ARYZTA Food Solutions’ new limited-edition Valentine’s Doughnut is a traditional jam doughnut in a love-heart shape, �illed with mixedfruit jam. Designed to be served on its own, or as part of a meal deal alongside a hot drink, retailers can use the doughnuts to drive pro�its in the run-up to Valentine’s Day, with margins of up to 43%. The doughnuts are supplied frozen in cases of 60, and can be ready to eat in 90 minutes. Mary Byrne, trade marketing manager for retail at Aryzta Food Solutions, said: “In convenience, in-store bakery shoppers spend more

than average and shop more frequently. Offering customers a range of freshly baked cakes and biscuits is a simple, cost-effective way for convenience retailers to attract new shoppers, and increase basket spend.” PoS is also available for retailers to download to support the launch of the Valentine’s Doughnut, including posters and shelf barkers.

NEW Forest Ice Cream is kicking off 2019 by unveiling a new brand identity and logo to help drive sales of its ice creams. The brand has added a new symbol above the banner, alongside waves and leaves to re�lect the New Forest Ice Cream’s coastal and forest ties. The ‘Est. 1983’ stamp aims to further highlight its heritage. Christina Veal, director at New Forest Ice Cream, said: “We are thrilled with the balance between maintaining elements of our original identity, yet featuring a fresh and updated new look, which is more relevant to the brand we are today.”

McCain brings home Nairn’s looks to take a a 30% lighter chip bite of the health trend MCCAIN is launching a lighter version of its original chips, McCain Lighter Home Chips, with an RRP of £1.95. The chips contain 30% less fat than the original variety, aiming to meet the growing consumer demand for lighter and healthier versions of their favourite foods. Mark Hodge, marketing director at McCain, said: “After years of development, the launch of our Lighter Home Chip is testament to our ongoing commitment to producing high-quality and innovative products for people to enjoy in the home. “With many people

increasingly on the lookout for lighter options which complement a balanced diet, we believe the chips are perfect for anyone looking for a lighter alternative without compromising on taste.”

NAIRN’S has added three new products to its snack range. Gluten Free Caramelised Onion Flatbreads, RRP £1.75; Gluten Free Cheese Wholegrain Crackers, RRP £1.75; and Gluten Free Cheese Wholegrain Crackers, RRP £1.75, contain no added sugar and are free from preservatives and additives. Martyn Gray, managing director at Nairn’s, said: “These three latest additions taste great and tick many boxes; two are a source of protein and all of them are nutritious, wholesome and are made from simple, natural ingredients. “We’re con�ident these will not only soon become �irm favourites

among fans, but will also bring new consumers into the brand.”

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PRODUCTS

Quorn eyes up teatime trends with vegan fishless fillets CHRIS DILLON AS demand for meat-free options continues to rise, Quorn is launching two Fishless Fillets to its frozen core range. Available from March in two varieties, Breaded and Battered, the Fishless Fillets come in packs of two, RRP £2.99. The two products are marked with a ‘totally vegan’ �lash on pack and join Quorn Fishless Fingers in the range. Alex Glen, Quorn marketing director, said vegan products make up 12% of the company’s range and is an area that is growing.

“For the �irst time, more than half of all consumers are reducing their meat consumption and 57% of people believe that reducing meat bene�its the environment,” he said. “There’s never been a better opportunity for convenience retailers to embrace meat-free products and promote their bene�its.” The company claims that these launches make it the only UK meat-free supplier that can provide alternatives to the �ive most popular family meals – spaghetti bolognese, pizza, roast chicken, �ish �ingers and �ish & chips.

The new products will bene�it from TV advertising as part of a £12m investment in Quorn this year.

the stat

57%

of people believe eating less meat benefits the environment

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

Cadbury Bournville brings back Orange MONDELEZ International is permanently bringing back Cadbury Bournville Orange. Bournville is Cadbury’s most notable heritage brand, worth £13.4m and growing at 2.8%, and the bar will feature a new look, which has also rolled out across the entire range. To help retailers drive chocolate sales, Cadbury Bournville tablet will also be launching in a £1 price-marked pack. Nancy Galvin, brand manager for Bournville, said: “We’ve seen great results by bringing back old favourites, such as Cadbury Dairy Milk Tif�in. By launching Cadbury Bournville Orange as

a permanent addition to the range when the popularity of orange �lavours in chocolate is growing, we believe it will help drive sales frequency among dark chocolate lovers. “We’re also excited to launch our price-marked bar, which will make packs stand out on shelf and help drive further sales for independent retailers.”

Kikkoman back on TV Win a trip somewhere ‘More than water’ for Chinese New Year exotic with KitKat campaign for Lucozade KIKKOMAN is back on TV this year supporting Chinese New Year with a new digital campaign, ‘Food loves Kikkoman’. The advert showcases Kikkoman sauces used in a range of foods such as soups and salads to scrambled eggs and a salted caramel sauce to remind shoppers of its versatility. The campaign will run for �ive weeks, and will be shown on TV, video-on-demand and online.

Bing-yu Lee, Kikkoman general manager, said: “In the New Year, consumers are actively looking for fat-free sauces like Kikkoman to enhance the �lavour of everyday foods. Our campaign puts the spotlight on Kikkoman ahead of Chinese New Year.” Kikkoman has shown signi�icant growth over the past 12 months, up 6.4% in value year on year.

NESTLE Confectionery’s new on-pack promotion for KitKat offers shoppers the chance to win trips to Miami, Cuba, Thailand and Barbados. Promotional packs will be available across KitKat Four Finger and Two Finger, KitKat Chunky and KitKat Bites. Holiday prizes can be won by buying one of these packs and �inding a winning bar and ticket inside. Additionally, there are 100 other prizes to be won during the promotional period, including KitKat-branded passport covers, sun visors, beach towels and luggage straps. These can be won by entering the unique code

found inside packs online. A £4.5m media campaign will also launch in February highlighting the promotion, spanning social and digital, alongside a TV advert with a ‘make a break for it’ strapline.

Lucozade Sport’s new marketing campaign for Lucozade Sport Fitwater, ‘More than water’, focuses on health and wellbeing. It aims to encourage shoppers to purchase Lucozade Sport Fitwater as part of their exercise routine. Lucozade Sport Fitwater is also partnering with actress Gemma Atkinson and social media personality Vic Spence to bring the ‘More than water’ campaign to even more of its target audience and drive sales in store. Claire Keaveny, head of marketing at Lucozade Sport, said: “Convenience retailers will certainly notice an increase in shoppers looking for healthier and functional drinks in January as many kick-start New

Year exercise regimes and lifestyle changes. “Our new campaign means shoppers will be looking for Lucozade Sport Fitwater in the chiller before or after exercise, so stock up to make sure it’s available to your shoppers today.” Lucozade Sport Fitwater is worth £4.3m following its launch in 2017, and is the third biggest contributor for the Lucozade Sport brand behind its core �lavours, Orange and Raspberry.

It’s a cracking Easter launch from M&M’s

Pladis goes ahead with Unilever updates 100-calorie snacks Partners for Growth

MARS Wrigley Confectionery has launched M&M’s Eggs in time for Easter, available in sharing packs. The limited-edition eggs are designed to take on Cadbury Mini Eggs, and will be backed by an advertising campaign on Facebook and Instagram in February. M&M’s Eggs have an RRP of £1 for an 80g bag, £2.50 for a 250g bag and £3.50 for a 315g bag. Chirag Shah, seasonal brand manager at Mars Wrigley Confectionery, said: “M&M’s is the world’s number-one confectionery brand, and this new treat brings a seasonal twist to everyone’s favourite crunchy chocolate.”

PLADIS has announced the launch of two new Go Ahead! varieties, including Nutty Crunch and Fruit & Nut �lavours. The new additions are under 100 calories per bar and target shoppers looking for lowcalorie snacks. Christopher Owen, marketing controller at Pladis, said: “We’re ramping up our presence in the better-for-you snacking category. Our range typically appeals to those seeking morning sustenance, whereas the introduction of Nutty Crunch will target consumers looking for a better-for-you pick-me-up.” While 99% of households buy biscuits, there’s signi�icant headroom for growth in healthier snacking, which currently has

a 75% household penetration. “We’ve noticed trends for wholesome ingredients and low-calorie options, and with 40% of people purchasing Go Ahead! because the snacks are low in calories, we believe there will be strong demand for these new snacks,” Owen added.

Partners for Growth, Unilever’s retailer advice centre, is celebrating its 15th year by launching a new website. The website includes updated category planograms and bestseller lists, a seasonal calendar to ensure retailers are aware of upcoming events, extra insight on instore activation and new retailer mentoring case studies. A simpli�ied main navigation will help retailers see and access the full scope of content available. This is supported by four homepage buttons to direct users to speci�ic areas of the site, such as category and shopper advice, sales growing opportunities, business advice from Unilever’s

retailer panel and an area where retailers can contact the company for help and advice. Matthew Trembath, channel category manager at Unilever, said: “We regularly seek feedback from our site users and in our 15th year we wanted to ensure we continue to provide them with relevant content and the best user experience.”

Welcome back. Peter Patel, Brentwood

Ian Stevens from Stevens Group, Cornwall

“Thanks to my old team at Costcutter and the shopper insights, my store was fully refitted just three weeks after I joined and sales jumped instantly.”

“Everything about the new offer, especially the range and Co-op Own Brand product, is right for my stores and my shoppers.”

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DON’T MISS THE 8 FEBRUARY ISSUE OF RN

Inspirational retailers showcase the innovative ways they work with their fascia PLUS How in-store services can help c-stores in 2019

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RESIDENTIAL ● CONVENIENCE ● NEWSAGENT ● URBAN ●VILLAGE ● TRADITIONAL

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

WELSH ENERGY DRINKS: How will a ban affect retailers? “MORE than half of local shops already have a policy in place to restrict the sale of energy drinks to under-16s. If the Welsh government sees �it to introduce a mandatory age restriction on energy drinks, we will work with retailers to ensure they are prepared for the change in regulations.”

“WE sell around two cases of energy drinks a week and it would have a negative impact on us because a good balance of our sales come from children and adults. I’m concerned the government is putting on too many restrictions that don’t have any bene�it for independent retailers.”

James Lowman, CEO, ACS

Dee Gobherdan, Albany Road Post Of�ice, Cardiff

I’m concerned the government is putting on too many restrictions

LOTTERY: Will Camelot’s new ‘Set For Life’ game increase sales? “I’M quite excited myself because the reward of £10,000 every month for 30 years is quite tangible. We’ve had a few customers ask about it already and it’s been attracting quite some attention. I expect it to be quite popular and attract more footfall.”

I’m unsure whether it will attract the same number of customers as other games get

Kamal Thakar, Stop Shop News, Edgware, London

Harj Gill, Select & Save The Windmill, Rubery, West Midlands

BREXIT: How will it impact the employment of European nationals?

Grab op The power of protein portu

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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

“I’M a bit apprehensive about the new game and am unsure whether it will attract the same number of customers as other games. The big draw with the National Lottery are the massive jackpots. Customers only get excited when they have a chance of winning a lump sum.”

“I THINK we will struggle to �ind staff when the UK leaves the EU. It won’t only be convenience stores who employ mainland Europeans who will be affected. You have to consider what will happen to staff such as wholesale delivery drivers, who are often European nationals.”

“TIGHTER restrictions will probably have an impact on my customers and workforce in the long term. I employ one European and we may see our workforce reducing. More than half of my customers are Romanian and many of these may have to return to their country.”

Seelan Thambirajah, Premier Gostwick Road, Bedford, Bedfordshire

Kunal Patel, Canons Park Newsagents, Edgware, London

Tighter restrictions will probably have an impact on my customers and workforce

MAGAZINES: Does the lack of partworks in January concern retailers?

It allows us to focus on developing other areas of the shop

“I’M quite relieved about the lack of partworks in a way, because it gives us less work to do. It allows us to focus on developing other areas of the shop. It doesn’t have much of an impact, because we don’t really sell many partwork titles at all.”

“IT’S a bit of a relief, to be honest. We normally get sent loads of partwork titles every other month and the delay gives me time to invest and develop the rest of my news and magazine section. The customers aren’t stupid, and they realise they can get partworks at any time.”

Manhar Patel, Chapmans, East Grinstead, West Sussex

Ralph Patel, The Look In, Woodmansterne, Surrey

LETTERS

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

Londis Solo

natalie Convenience, lightfoot Baillieston, Glasgow

Letters may be edited

Reducing our store’s environmental impact is how we will stand out in 2019

‘The news supply chain is an industry like no other’ Can you name an industry or product where it is totally accepted by the supply chain from producer to supplier to: a. Continually arrive late b. Frequently deliver at different times c. Have an alarming increase in excessively late arrivals at retail d. Have mind-blowing instances of not delivering at all e. Regularly deliver less than you order or require We can: it’s the news industry. And what makes this even

worse is that the retailer has to �ight tooth and nail to gain any form of compensation for such poor service. Other industries will compensate for lateness or lost sales that result from the lateness or poor service, so why can’t the news industry? It is a simple request; why can’t publishers and wholesalers simply agree to automatically credit retailers for any out-of-pocket expenses, or lost sales which occur as a result of late or short delivery of newspapers, supplements or magazines?

Look at the rail companies who are responsible for getting people to work and home on a daily basis. All train companies have a simple passengers’ charter, which is a guide to the level of service you can expect to receive when using their stations and train service. Basically, if you have made, or are making, a journey and it is delayed, you are entitled to compensation from the train company and this process is quick and simple. On 10 November 2017, Ofcom announced a Voluntary Code of Practice for commu-

nications providers to give customers automatic compensation. It means you’ll get automatic compensation when there are delays in providing a service, repairing a fault or when an engineer misses your appointment. Why is the news industry still in the dark ages? Isn’t it time it moved into the 21st century? Is it just because retailers pay for the privilege and cannot change their supplier? Stuart Reddish, NFRN national vice president and Yorkshire Londis retailer Tweet us to get featured!

TWEETS OF

THE WEEK

WIN Four cases of Vimto Remix

RETAIL Express has teamed up with Vimto to give away £50-worth of stock to one lucky retailer. The prize includes four cases of Vimto Remix Watermelon, Strawberry & Peach 500ml. The unique blend of three fruits combined with the famous Vimto secret recipe, and importantly no-added sugar, creates a completely new taste for the brand’s range.

TO ENTER To take the survey go to:

betterRetailing.com/competitions Our competitions remain online for four weeks from publication date. Editor’s decision is final.

@retailexpress

Local newsagent has changed its name to Happy Corner and honestly the cheerfulness of the neighbourhood has gone up 100%. @JLSINC

A TALK at the recent HIM Future of Convenience event has made me think twice about our approach to community retailing. In particular, the environment. We’d always viewed this as part of community retailing – for instance charging for carrier bags and donating the funds to charities – but Each issue, one of seven top it became clear retailers shares advice to that we need to make your store magnificent go further. At one point, a retailer said that answering environmental concerns doesn’t start with independent shop owners. The expert’s response was: ‘Why not?’ They outlined how making the first move helps your store stand out. Looking at the response Thornton’s Budgens got to its plastic-free aisle and Family Shopper Blantyre got to its reverse vending machine, it’s hard to argue otherwise. Our focus last year was being unique, working out how we could stand out as a shop. But the real breakthrough moment for us was the snow storm, which gave people who may not otherwise set foot in our store a reason to visit, and we retained them as customers afterwards. At the end of the year, we’d seen a large increase in weekly sales, with the rise starting after this event. Like many other stores, we help out local good causes, but by going further, and perhaps having a separate strategy for reducing our environmental impact, we can turn this into a point of difference. This will help us reach people who aren’t currently shopping with us, and so it’s the next step in continuing last year’s focus. Coca-Cola ran a campaign last year where they helped organise litter picking events near local stores, and we’d love to do this again. Discounts for customers who bring their own coffee cups will definitely form part of our strategy, too, but we need to sit down and work out a larger plan that plays into our store values.

Yikes! One month before ComicScene goes monthly! Thanks to everyone who has bought a copy of the pilot issue either online, from a comic shop or a newsagent. If you haven’t bought a copy yet, please do.Your purchase in the next 30 days really helps the future of the magazine. @comicsﬂixukus Following a meeting with home ofﬁce minister Victoria Atkins, I have now had an enclosed letter progressing action on prevention of retail crime & #freedomfromfear thanks @UsdawUnion @the_brc @ACS_LocalShops @CoopParty @coopuk @NFRN_Online @coopukcampaigns 4support – I’ll keep pressing. @DavidHansonMP

Get in touch

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

CATEGORY ADVICE MINTS & GUMS

MAKING A MINT With shoppers moving away from standard meals to snacking on the go, JO TILLEY finds out how you can drive impulse mints & gums sales

CHANGING TASTES MINTS & gums remains a key area for confectionery sales in independents, with 33% of category sales coming from the segment. With strong margins, the category is a great revenue driver for retailers who can capitalise on the impulsive nature of the sales. The counter is the best area for these sales as it ensures that every customer will see them, but as snacking and food to go continues to increase in importance, secondary sit-

ings are also key. Dan Newell, Mars Wrigley Confectionery marketing director, says bottle formats are seeing increasing success due to more shoppers snacking and eating at work. “The food-to-go trend provides a fantastic opportunity to encourage gum as an additional purchase,” he explains. More specifically, Mark Roberts, trade marketing manager at Perfetti Van Melle (PVM), points to ‘after coffee’ as a common time for chewing gum consumption, so secondary sight-

the stat

90%

ings next to your coffee machine can of consumers that see gum help drive sales. This rise in food will consider buying it to go has happened alongside an increasing focus on oral care – especially when snacking, as brushing after eating is not always possible. “Eighty per cent of women are more concerned about tooth loss and oral health than weight gain. More than 97% of Mars Wrigley Confectionery’s gum sales are from sugar-free products,” Newell explains.

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

CATEGORY ADVICE MINTS & GUMS

DRIVING SALES GUM is a significant margin driver, with Mars Wrigley Confectionery’s gum delivering more than 30% profit. More than half of shoppers in the UK buy gum, and making the category noticeable is key to driving sales. “Sixty-two per cent of single gum purchases are unplanned, so make your range visible to shoppers,” she explains. Gum displays tend to be a

highly efficient use of space, with a typical counter holding 608 packs. Susan Nash, trade communications manager for Mondelez International, says: “We recommend retailers stock mints & gums on the counter and use our PoS to drive sales around the store.” It’s critical that retailers consider the different needs of shoppers when deciding their range.

RETAILER

VIEW

Asif and Adaba Akhtar, Premier Smeaton Stores, Kirkcaldy, Fife “WE stock Wrigley predominantly when it comes to chewing gum – and we have a range from the big tubs all the way down to the little packets. We also stock the new Starburst chewing gum, and we have miniature 5p and 10p sticks and Bubbaloo for children. “Starburst chewing gum is doing really well and it is being bought by adults and children. It is one of the newest chewing gums that has been launched and it stands out from the rest of the category, as it is a bit different from another Extra flavour and is very eye-catching. “In terms of mints, we have Trebor Extra Strong, Trebor Softmints and Polo mints, ranging from sugar-free to regular. The Trebor mints sell well, especially when they are price-marked. We also sell Tic Tac and Smint, and generally have two or three flavours available at the time. Because our store is quite small, we choose to rotate the flavours when we have finished one line as this encourages people to keep buying them.”

TOP TIPS Asif and Adaba’s top tips:

Stock mints & gums in a noticeable place. “We have our chewing gums on the till so that it attracts impulse buyers.” Get your promotions right. “People pick mints up quicker when they are on promotion. At the moment, Polo mints are price-marked at two for £1 – and this does well.” Keep trying new products. “You get better sales if customers keep seeing new products on offer, instead of getting bored with the same flavours. Rotation is a great thing when you have limited space. We recommend retailers try out different flavours and new products to boost sales.”

“It is important that retailers stock a range of pack formats and size, to ensure that they are tapping into various shopper occasions, including on-thego and sharing bags,” PVM’s Roberts says. “Price-marked packs are very popular as they encourage brand loyalty and consumers are able to feel that they are getting value for money.”

29 JANUARY-11 FEBRUARY 2019 abetterRetailing.com

WHAT TO STOCK TRADITIONAL flavours still make up the majority of sales, but the opportunity for new flavours should not be underestimated. “Classic flavours such as peppermint and spearmint continue to be popular, but new unconventional flavours should also be considered as these encourage sales from a younger audience,” says Roberts. Manufacturers all agree that

offering sugar-free options is key. “Sugar-free gum provides shoppers with a guilt-free healthy option and it is beneficial for dental health. Extra sugar-free gum is accredited by the Oral Health Foundation,” says Mars Wrigley Confectionery’s Newell. Mondelez kicked off this year by launching a new sugar-free sub range for its Trebor brand.

launches & promos Available to retailers now, Trebor Cool Drops Sugar Free comes in Extra Fresh and Lemon flavours and is available in a 28g flip-top box that offers consumers less than 100 calories per pack. “When we look at the reasons people buy mints, they fall into four categories: confidence, enjoyment, medicinal relief and for an energy boost,” says Trebor brand manager Laura Trampe.

“Trebor Extra Strong and Soft Mints are bought for confidence and enjoyment, and brands like Hall’s for relief, but we had no offering for that boost segment.” “This is what we are aiming at with Trebor Cool Drops Sugar Free, which aims to help retailers drive incremental sales.”

New for this year, Mondelez is launching Trebor Cool Drops Sugar Free, which is available in Extra Fresh and Lemon flavours and is targeted at younger shoppers. Last year, Mars Wrigley Confectionery expanded its range with Starburst Chewing Gum, available in Fruity Mixies, Strawberry Cubes and Red Berry Sticks varieties. Sugar Free Mentos Stay Free has joined Perfetti Van Melle’s mints range, available in Peppermint and Menthol Eucalyptus flavours. Wrigley’s Extra Minis Handyboxes launched last summer in Peppermint and Spearmint varieties, which contain 48 pieces. Perfetti Van Melle launched Smint Xtrm late in 2018, which the company claims is the first extra-strong menthol eucalyptus mint in the market.

top products Top gum products:

Wrigley’s Extra Sugarfree Peppermint 10 pieces

Wrigley’s Extra Sugarfree Spearmint 10 pieces

Wrigley’s Extra White Bubblemint 10 pieces

Wrigley’s Extra Sugarfree Cool Breeze 10 pieces

Wrigley’s Airwaves Sugarfree Menthol & Eucalyptus 10 pieces To see a full list of the 25 top gum bestsellers, go to betterRetailing.com/what-to-stock

CATEGORY ADVICE TOBACCO & NEXT-GEN PRODUCTS

MANAGING VAPE EXPECTATIONS The vaping market presents new opportunities to grow sales, but retailers still need to focus on tobacco, too. PRIYANKA JETHWA finds out how you can become a destination for these categories

A CHANGING MARKETPLACE DESPITE major legislative changes in the tobacco market in the past 18 months, the latest data shows that there has been no significant impact on tobacco sales in the UK. Tobacco, in fact, continues to be the biggest convenience category, with the total market currently worth £14.4bn. “The total value of the independent and symbol tobacco market totalled £6.2bn in the past year, with the cigarette market accounting for £5bn,” says Ross Hennessy, head of sales at JTI. This means there is huge potential for retailers to tap into this market and really push sales this year by learn-

ing how to best manage a profitable range. One of the biggest areas of growth within tobacco is cigars and accessories – with the accessory category growing at 7% year on year – which can help shape a profitable range. Meanwhile, when it comes to next-generation products – a category predicted to be worth £2.5bn in the UK by 2025 according to British American Tobacco – retailers should stock a range of open and closed systems for those searching for vaping products and accessories.

the stat

£2.5bn The predicted value of the vaping market by 2025

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

RRP

1 2

LOGIC PRO E-CIGARETTE CATEGORY WINNER 2018. Survey of 10,637 people by Kantar TNS. You are at all times free to price as you choose. 3Source: Nielsen Scan Track to WE 28.07.18.

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CATEGORY ADVICE TOBACCO & NEXT-GEN PRODUCTS

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

MAINTAINING TOBACCO BEST PRACTICE ONE way to manage a profitable tobacco range in 2019 is by concentrating on core range and ensuring good availability of products and accessories. Andrew Miller, head of field sales at Imperial Tobacco, says within the roll-your-own category, smokers tend to prefer all-in-one products that combine papers, filters and tobacco together, and retailers should stock products that offer this. “Our Gold Leaf 30g handy pack has proved extremely popular in this regard,” he adds. Cigars are another example where great category management can maintain sales and even lead to growth. When it comes to assembling a core range in the cigar category, it is important retailers tailor their offer to store type and demographic. Depending on this, Jens Christiansen, head of marketing and public affairs at Scandinavian

Tobacco Group, says the supplier would usually suggest a basic cigar range, covering the miniatures, panatellas, premium and value-for-money segments. “We recommend retailers stock Signature Original and Signature Blue – previously Café Crème – Moments Blue for Miniatures, and Hamlet 5s and Moments Panatella to cover off the panatella and small cigars segment,” he says. Aside from making sure retailers are stocking the right brands in each section, it’s a good idea to stock a range of tobacco accessories, with the category worth more than £274m in the UK. Of this, papers are worth £95.5m, according to market leader Republic Technologies, growing at 8.1% year on year, while filters are worth £82.5m, growing at 8.5%. General sales manager Gavin Anderson says retailers should

invest in a selection of acces- off-gantry fixtures to sories, including filters, papers, signpost the tobacco matches and lighters, as well as category and drive imthe latest products in the market. pulse sales. To combat discount“Pack formats also play an important role. Space-saving ers, he says retailers packs such as vertical packs of should invest in unZig-Zag King Size papers – 50% bleached and flavoured space saving compared with tra- papers in multipacks. ditional King Size packs – and our Poppell 45-pack lighters help retailers to manage shelf space more effectively, while pack formats such as Swan Slim Pop-a-Tip Filters offer a convenient alternative, versus Swan Slim Loose Filters, for on-the-go shoppers,” he adds. Anderson is keen to point out retailers can also take advantage of The growth of accessory sales by using a discigarette papers play stand and

the stat

8.1%

RECENT ILLICIT TRADE VICTORIES 18 DECEMBER THE Kilburn Times reports the Al Pasha grocery store in Wembley has been fined £4,366 for selling illicit tobacco. Willesden Magistrates’ Court says Ziad Hassan-Pasha must pay a £250 fine for each offence, a victim surcharge of £30 and court costs of £1,806. 20 DECEMBER A butcher is jailed for 22 months for selling £190,000 of illicit tobacco. The Basildon Canvey Southend Echo says Victor Martin, 59, of Westcliff-on-Sea had previously been found by Essex Trading Standards with small amounts of illicit tobacco. 28 DECEMBER HMRC names the imprisonment of an eight-strong tobacco gang in its top 10 prosecutions of 2018. The gang was caught smuggling two million cigarettes worth £700,000. Ringleader Mohammed Zada was handed a sentence of five-and-a-half years. 7 JANUARY IN Wales, Powys Council Trading Standards’ senior investigator, Clive Jones, says that greater emphasis needs to be placed on enforcement by the Welsh government. Otherwise, he warned, it could give criminals an “open door to make money”. 7 JANUARY LILA Mini Market in Doncaster loses its licence to sell alcohol and its gantry after it is found to be selling illicit tobacco, reports Doncaster Today. 11 JANUARY THE Northampton Chronicle reports Kubus Stores on Kettering Road will be reviewed after 559 packs of illicit cigarettes and 50 pouches are discovered by trading standards officers after the store fails an under-age sales check and it is noticed the store has sold a 16-year-old an illicit pack of Mayfair cigarettes. 15 JANUARY A Polish Deli in Witney, Oxfordshire, is stripped of its alcohol licence. At another site in 2011, the owner had been handed a stringent warning and a £6,000 fine, and, according to the Oxford Mail, the deli had been selling smuggled cigarettes since it opened.

TOP TIPS Brett Horth, Vapouriz Group CEO, reveals the three things retailers need to do to appeal to first-time vapers

Offer accessible products: Our Vapouriz 50/50 liquid contains equal parts PG and VG liquid. PG allows full flavour while VG produces that distinguishable cloud, so 50/50 is an attractive offer.

Make sure your staff are knowledgeable: Many first-time vapers will not know exactly what they require and will rely heavily on guidance from your staff. We offer training and support to all our customers.

WHAT LEGISLATION TO EXPECT NEXT year sees the removal of menthol cigarettes from tobacco gantries and, as with the run-up to other tobacco regulation, suppliers are likely to ramp up their activity as they attempt to gain those smokers who can no longer

purchase their favourite tobacco products. Elsewhere, the pressure on price and margins will continue.

If you suspect someone near you is selling illicit tobacco, call 020 7689 3371

Make your range noticeable: We find that, to drive brand visibility, backwall displays and counter-top units go a long way to increasing visual prominence.

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CATEGORY ADVICE TOBACCO & NEXT-GEN PRODUCTS

VAPE OPPORTUNITIES INDUSTRY figures agree the vaping market is now at a point of saturation, with a dizzying number of different devices and liquids for sale. Many shoppers looking to vape are intimidated by the number of products available to them, so they often rely on the knowledge of store staff to guide them in the right direction. By taking the time to expand their understanding of the category, retailers can effectively advise customers and grow their sales as a result. Chris Street, head of trade marketing at Blu, says to effectively manage a next-generation range, retailers should stock at least one open system and one closed system from a well-known brand such as Blu, but also consider stocking

new product offerings such as Myblu and Blu Ace to tap into the latest category trends. Street also adds retailers shouldn’t forget about accessories such as clearomisers, as they can be a great way to upsell and drive additional sales and margin. “Ideally, they should be changed after every two bottles of e-liquids, or every time a flavour or brand is switched, to provide the optimum vaping experience.” Like traditional tobacco, availability is also key for nextgeneration products. Street says if products aren’t available, shoppers will turn to another store, and most likely not return. “Regularly check stock levels to make sure you don’t run out and be prepared for vape

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

launches & promos

spikes around Stoptober, New Year and VApril,” he says. One of the big advantages of Imperial Tobacco the next-generation category is that it isn’t restricted by the Imperial Tobacco’s Rizla Polar Blast contain a Crushball same regulation as traditional so smokers can ‘click’ to enjoy the taste of mint tobacco. This means you can whenever they roll their own. display, advertise and promote vaping products in store. Therefore, Street says counKensitas Club tertop units, back-wall displays and PoS located in and around Kensitas Club launched its first rolling tobacco in the store can be a great way to 30g and 50g pouch formats last year. drive visibility. “Blu has a great range of PoS to Benson & Hedges Blue help drive sales JTI extended its Benson & in-store; we’re Hedges Blue range with always happy the addition of a new to work with capsule variant, available retailers to in Superkings. optimise the way they communicate their The year-on-year sales vape offerings.”

the stat

8.5% growth of filters

WHAT TO EXPECT IN 2019 HEAT-NOT-BURN systems have – pun intended – been a slow burner so far. Yet Philip Morris is pushing its Iqos system now more than ever and it’s clear that these products offer something distinct and prob-

ably more cigarette-like than anything else on the market. Other manufacturers have been tight-lipped about any launches to compete with Iqos, but don’t be surprised to see new arrivals in the sub-sector this year.

TOP TIPS Nick Geens, head of reduced-risk products at JTI, shares his three top tips to drive sales

Knowledge Be aware of the latest trends in the category and stock products to meet consumer demand.

Communication Use conversations with regular vapers to adapt your ranges and maximise sales.

Display Display vaping products prominently in a clear and tidy display to ensure customers are aware of the choice and range available.

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HERE’S WHAT YOU CAN COUNT ON EVERY WEEK:

Tours of the best independent shops A magazine market guide you won’t find anywhere else Thought-leading news and insight Exclusive industry data and analysis

PLUS Check your profits with our Pricewatch feature, which enables you to compare your prices against supermarkets, as well as fellow independent retailers

RN gives me feedback on what top retailers are doing, giving me ideas on what to do next David Wyatt, Costcutter Snowhill, West Sussex

The best independent retailers stay ahead by reading RN each week. Do you? DON’T MISS OUT – ORDER YOUR COPY OF RN FROM YOUR WHOLESALER TODAY FOR MORE INFORMATION CONTACT: kate.daw@newtrade.co.uk

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PROFILE

29 JANUARY-11 FEBRUARY 2019 betterRetailing.com

RETAILER PROFILE GAURAVE SOOD NEELAM Location: Hillingdon, West London Staff: Five Size: 800sq ft Opening hours: Monday to Sunday 6am-8.30pm Average number of shoppers: 500-600 per day

‘OUR CUSTOMERS SPEND UP TO £30 ON AMERICAN SWEETS’ PRIYANKA JETHWA AS a third-generation family member to join Neelam, an independent convenience store based in Hillingdon, West London, Gaurave Sood has reinvented the store to match the latest trends. It was around �ive years ago, says Gaurave, when competition grew �ierce, and several independent stores opened on his parade, including a large Costcutter across the road. “Previously, we didn’t stock alcohol because we had a dedicated off-licence next to us. However, once the off-licence started to sell grocery items, we knew we had to step it up if we wanted to keep our customers. Introducing alcohol has been one of the best decisions I’ve made,” he explains. Alongside introducing alcohol, Gaurave says he has heavily invested in American food and drink, a category that has helped sales soar and has transformed his store into a destination. “Last summer, a local company that directly imports American drinks got in touch with us to talk about their range. When they �irst came

to see us, I was apprehensive about stocking so many new lines, because chiller space comes at a premium for us,” says Gaurave. “However, they assured us that if the drinks didn’t sell, they would take the stock back. “The shop made space for 10 new Fanta lines, including �lavours such as Mango, Pineapple and Toronja, and put the price at £1 – they �lew off the shelves immediately. “I was surprised by how well they did, and even though we don’t make huge margins on them, it’s about giving shoppers something new to try,” says Gaurave. “No other shop on the parade did them at �irst – we were the �irst ones – but because we still sell them at £1, people come to us for it.”

This success inspired Gaurave to stock American confectionery, snacks and cereals, including Lucky Charms, Nerds and Twinkies. “American food and drink is doing really well, and we are now having to restock our American Fanta range every week. We had one customer planning for a big night in with

AMERICAN FOOD AND DRINK IS DOING REALLY WELL, AND WE ARE NOW HAVING TO RESTOCK OUR AMERICAN FANTA RANGE EVERY WEEK

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her children, and she bought £30 worth of American chocolate and sweets,” he adds. “People are buying it in bulk and are willing to pay a premium for it.” This growth in American products has come from shoppers’ willingness to try new �lavours, something that has also been seen across other categories. He says a few years ago, people were content with buying canned soups and meat, but now, they’re looking for complete meals. “The plan is to increase our chilled and frozen range and introduce ready meals from brands such as Farm Fresh and Discover the Choice,” he explains. “As they come price-marked and on offer, I’ve seen loads of shoppers in other stores buying them, and in the future, it is something I’d like to offer as well. And food to go is going to be huge this year, so that’s where I plan to invest.” To see more of Gaurave’s store, go to betterRetailing.com/ neelam-hillingdonlondon

in new trends 1 Invest “Invest in new products and trends, such as American food and drink, because you never know how well it’ll do until you try. For us, this trend has proved popular,” says Gaurave. sure your technology is up to date 2 Make

Gaurave says: “Embrace new technology on all levels, from EPoS systems and getting your shop online on social media, to joining WhatsApp groups with other retailers and suppliers.” for cost savings 3 Look

“Be energy efficient,” he says. “It’s easier to increase profitability by reducing your maintenance costs, and if you can save money by revising business rates, then make sure you do so.”