Retail Express - 11 July 2023

IAA CATEGORY STARS REVEALED

Find out who came out on top at this year’s Independent Achievers Academy’s annual event

JOIN OUR FIGHT AGAINST RETAIL CRIME

• Fed and Retail Express join forces in push to get gov’t cash to stores for anti-crime measures

• Inside the UK’s new police shopcrime task force going after prolific offenders near you

ILLICIT TRADE

Discover how much convenience stores are losing to illegal sales

STORE ADVICE

Three retailers share how they overcome staff recruitment challenges

CHARGE YOUR VAPE SALES WITH VAPE RETAILER

• Disposables: Everything you need to know about the ever-popular disposables category to boost your sales – including the latest trends, innovations and market insights.

• Responsible retailing: The latest on legislation, best practices and strategies that vape sellers can adopt to ensure a safe and informed experience for their customers.

• Stoptober: As the annual campaign encourages smokers to quit, we shed light on how vapes have emerged as a viable alternative – and how to capitalise on this in your store.

PLUS

Regional trends: disposables

Quick guide: nic salts

And much more!

Megan Humphrey, editor

LAST week, the Independent Achievers Academy held its Learning & Development Festival.

This year, retailers had the opportunity to attend masterclasses and focus groups in partnership with leading suppliers, covering all aspects of business development.

I presented JTI’s Future-Proofing Nicotine Alternatives, which delved into the growth of the category and advised retailers on how to spot an illegal vape.

The majority of retailers said they are fearful that the consistent negative media coverage of the category will affect sales, and called on the tobacco company to work with responsible retailers to enforce regulation to their shoppers to improve confidence in vaping.

Later on, I chaired Suntory Beverage & Food GB&I’s Improving Your Work-Life Balance session. It revealed that nearly half of retailers surveyed put their business ahead of their own health, and finding cover staff is the biggest barrier to them taking time off.

It led to an inspirational conversation among retailers who shared their personal experiences of mental health, and why it is a priority.

From both discussions, it was very clear that despite several knockbacks over the past few years, store owners remain inspired to improve their businesses, and it’s reassuring to see well-being being a consideration in that.

On the right, you can see a full breakdown of all the Category Stars, with full coverage of the event featured in the next issue of Retail Express.

@retailexpress

IAA reveals the best shops in the UK and Ireland

MEGAN HUMPHREY

JACK Matthews, of Bradley’s Supermarkets in Rothley, was crowned the UK’s Overall Best Shop at this year’s Independent Achievers Academy (IAA) Learning & Development Festival.

The event, in Birmingham, recognised the achievements of independent convenience retailers excelling in the core principles of retailing.

Matthews said: “It’s been a whirlwind couple of years for

our business, with overhauls at both sites, but this gives me great con�idence.”

Reuben and Luke Singh Mander, owners of The Three Singh’s in North Yorkshire, were named this year’s Rising Star.

The full list of IAA Category Stars is: Asiyah and Jawad Javed, of Day-Today Alloa Road, for Marketing to Customers; Barry Patel, of Nisa Marsh Farm, for Customer Service; Judith and Roger Smitham, from The Old Dairy – Pydar Stores, for

Effective Ranging and Innovation; Dee Sedani, of One Stop Packmoor, for Availability; Nishi Patel, from Londis Bexley Park, for Shop Layout; Matthews was named for his Merchandising & Display; Sue Nithyanandan, from Costcutter Epsom, for Responsible Retailing; Jacqui Dales, of London Road

Bakery, for Staff Development; Susan Connolly, of Spar Pewsey, for Service to the Community; and Andrew Newton, owner of Nisa Local Colley Gate, for Environmental Sustainability.

Dia Stronach 020 7689 3375

SodaStream expands Vaping crackdown

SUCCESSFUL trials with Nisa and Spar have led to SodaStream expanding further into convenience.

The machines use CO2 cylinders and mixers to make �lavoured carbonated drinks at home. Partnered retailers can act as return points for

03

the cannisters and return a deposit to customers for each one received.

Stores can make margins of up to 15% on each £12.99 replacement cannister and £5.99 mixer sold, as well as extra commission for handling returned cannisters.

DRS uncertainty

SCOTTISH retailer Abdul Majid has won a legal battle against the deposit return scheme (DRS) administrator, Circularity Scotland Ltd, over “unjusti�iable” handling fees.

The move, by the owner of Baba’s Kitchen in Belshill,

LOCAL shops face thousands of pounds in lost vape sales after trade bodies ramp up pressure on the government to enforce stricter legislation.

In an inquiry into tackling a rise in vaping among children by the Health and Social Care Committee, illicit

retailers were referenced as suppliers of the products to children in schools.

Proposals included the introduction of a £5 excise duty on disposable vapes, display restrictions and �ines of at least £10,000 for retailers caught selling to under-18s.

05

For the full story, go to betterretailing.com and search ‘vaping’

Snappy EPoS deal

SNAPPY Shopper has partnered with EPoS company ITS, giving more than 1,400 retailers across the UK access to home delivery services.

The deal will give store owners real-time stock, pricing and sales updates when

they use Snappy services. ITS managing director, Tanveer Mirza said of the move: “Providing retailers with data on their digital performance is an additional way for them to see their businesses grow.”

NEARLY HALF OF RETAILERS PUT THEIR BUSINESS AHEAD OF THEIR HEALTH

For tips from all the IAA Category Stars, read the next issue of Retail Express

For the full story, go to betterretailing.com and search ‘SodaStream’

Abdul Majid

Milli Ellis and Jack Matthews, of Bradley’s Supermarkets, with Newtrade Media managing director Parin Gohil

Campaign sets sights on cash security grants

MEGAN HUMPHREY

RETAIL Express and the Fed are calling on candidates in the upcoming UK election to help secure grants to invest in security measures to counter crime.

The campaign is being spearheaded by Fed deputy vice-president Mo Razzaq; Hussan Lal, owner of Park Licence Grocer in Paisley; and public affairs advisor Seonag MacKinnon.

At the trade groups’ annual conference last month, members voted in favour of calls for the group to negotiate with the UK and devolved governments about providing �inancial assistance for retailers to improve their security systems.

Speakers at the event argued quality CCTV would protect business owners and staff, enhance community safety and provide police with clear evidence for prosecutions.

Razzaq told Retail Express the plan is to target candidates running in the UK elections next year, asking them to pledge their support to prioritising retail crime and lobbying for funding for local shops.

“We are compiling the candidates up for election, and we intend to start approaching them during the summer,” he said. “We have a real chance of putting forward a case to help independent retailers and we

need everyone’s support to make this happen.”

Lal stressed the likelihood of success of the campaign will be greater with the help of other retailers. “We want retailers to reach out to candidates, too, because without them, we won’t be able to achieve what we want,” he said.

The ACS published its most recent report detailing the true scale of crime across the independent sector last month, reinforcing the need for better protection for stores.

Crime is costing £125m to the sector, and, as a result, is leaving each store £2,574 worse off. Over the last year, 1.1 million incidents of shop theft took place, with 63% being carried out by repeat offenders. Out of those, 41,000 were constituted as violent, with 13% leaving those af-

fected injured.

A quarter of retail colleagues claim violence has increased over the past 12 months, with one-third of shoppers more anxious when they shop. As a result, £228m was invested in crime prevention across the sector, with each store spending, on average, £4,698 in the past year.

“We know it is getting worse, and that’s why funding to help retailers to protect themselves is vital,” said Lal. “We are taking this very seriously.”

Two years ago, Retail Express was successful in lobbying the government to issue cash to small shops to help them better protect themselves.

Grants of up to £550,000 were provided to police and crime commissioners in England and Wales, under the Safer Streets Fund, to

improve security in areas affected by crimes, such as burglary, vehicle theft and robbery.

However, Scotland missed out, and as Lal suggests, the funding needs to be more speci�ic to directly help independents.

“We need to make sure any grants can be used speci�ically for security measures inside stores, as well as outside, as this is where the incidents tend to occur,” he explained.

The campaign launch comes a month after the minister for crime, policing and �ire, Chris Philip, launched a new working group, known as ‘Pegasus’, to crack down on organised crime affecting retail.

The group is being led by Sussex police and crime commissioner (PCC) Katy Bourne, who has been praised for her commit-

ment to putting retail crime on the agenda of police forces across the UK in recent years.

She told Retail Express a “�irst of its kind” taskforce will be working by the autumn, speci�ically dealing with organised crime within the retail sector, with the goal of sharing intelligence and reducing the level of incidents on a national scale.

Asked how this will affect independent retailers, Bourne said: “Eventually, we hope to get trade groups and other organisations �ighting crime on board, which will eventually �ilter itself down to a local level.

“This isn’t going to be a quick �ix. It’s all about getting retailers and the police talking to start with. I’ve seen how important this can be in smaller towns and it’s something I intend to continue prioritising.”

How are you saving time and cutting costs in your business?

“YOU need to be doing price and cost comparisons at every stage. I was looking at installing another food-togo machine, but after looking at every manufacturer, I decided to use that space to expand my stationary range instead. You have to work how productive an area is, how much it’s costing you and how much it’s giving you.”

Bobby Singh, BB Nevison Superstore, Pontefract, West Yorkshire

“WE use headsets for staff to speed up communication. It’s so valuable. If a customer comes in and asks for something, you don’t have to ring a bell or run off to find it, you can just tell another member of staff immediately, they’ll go and get it, and you can continue to serve the customer. For the cost of a couple of thousand pounds, you save on one whole person’s labour throughout a year. That’s a negligible outlay in the long term.”

Rav

Garcha, Nisa Local Shrewsbury, Shropshire

“WE’VE stopped doing stock takes and now do ‘gap checks’ with two handsets connected to the head office and an automated ordering system. The handset scans to check the stock level is right. If it’s low or a gap, staff scan the electronic shelf-edge label to see storeroom stock levels, and if low, it’s added to their next order. My availability is better because gaps are spotted faster.”

Enya McAteer, Mulkerns Spar Jonesborough, Newry, County Antrim

Call 020 7689 3357 or email megan.humphrey@newtrade.co.uk

CASH: Dan Brown, owner of Pinkie Farm in Musselburgh, East Lothian, has brought back free-to-use ATM services for his community. He switched to Euronet after NoteMachine informed him it would start charging for transactions.

For the full story, go to betterretailing.com and search ‘Euronet’

LAUNDRY: Independent retailers are being recruited to install outdoor self-service laundry stations, as Revolution Laundry expands into convenience. The supplier, owned by ME Group, already has more than 100 convenience sites in the UK. Partnered stores will be able to secure margins of between 15% and 20%.

For the full story, go to betterretailing.com and search ‘Revolution Laundry’

GOOD WEEK BAD WEEK

VAPING: Leading wholesaler Parfetts has described vaping as a nightmare category, with specialist wholesalers leaving traditional cash and carries cut out of much of the market. The firms joint managing director, Guy Swindell, said “local knowledgeable specialists” delivering to stores were dominating the market, and that it “should be the other way around”.

SUPERMARKETS: Major grocers were questioned by politicians over a lack of access to affordable own label in their convenience stores at the end of last month. Senior figures from Asda, Morrisons, Sainsbury’s and Tesco attended a businessand-trade committee meeting on food-and-fuel inflation. Only Morrisons agreed to range changes, but all four backed the publishing of fuel-court prices online, which could encourage shoppers to switch to grocerowned sites.

Mo Razzaq Katy Bourne Hassan Lal

Store losses to illicit sales worsen

MEGAN HUMPHREY

CONVENIENCE stores are losing out more often to the illicit market compared with the same time last year, according to HMRC’s latest taxgap report.

Published last month, the statistics estimate the tax lost due to the illicit trade in tobacco has increased by 15% in the past year alone to £2.2bn.

The figures make last year

the highest year since 2005 for tax losses on tobacco, with £1 in every £6 spent on tobacco going to the black market.

While the estimated share of illicit rolling tobacco declined, the share of illicit cigarettes increased.

Elsewhere, the alcohol tax gap including beer, wine and spirits is estimated to be £1.37bn (duty and VAT combined) for 2021-22, with the illicit trade’s market share pre-

dicted to have decreased.

In response, ACS chief executive James Lowman is calling for tough enforcement to tackle the illicit trade, and put genuine sales back into the tills of independents.

“It is important to recognise that although the tax gap is considered to be low, the sale of illicit or non-duty-paid alcohol or tobacco has a detrimental impact on the economy and the safety of our communities,

and is damaging to retailers who operate on the right side of the law,” he said.

“We are urging HMRC and trading standards to ensure that the focus remains on tackling the sale of non-duty and illicit products.”

New penalties are coming into effect on 20 July, giving trading standards the power to issue on-the-spot fines of up to £10,000 and the removal of track-and-trace codes.

true Pleasure

Bobby’s new courier

BOBBY’S Foods is launching a delivered-by-courier service on new products.

The wholesaler’s bagged sweets range was launched via courier in September, and Bobby’s is hailing the system as a success.

The previous direct-to-store

van method is still available on most products, but 20 products from Bobby’s Food’s new range will instead be delivered by courier. The system means the company can make quick drops of products there would not have been space for in standard delivery vans.

MCCOLL’S SITE EXPANSION

MORRISONS has opened nearly 650 Daily convenience stores, with 400 of them being former McColl’s sites.

The figure was revealed in the supermarket’s latest financial results for the 13 weeks ending 30 April.

Morrisons confirmed 107 Daily stores opened in the period and expects to have almost 1,000 sites by the end of the year.

Chief executive David Potts said: “Converted stores continue to see a significant sales uplift.”

BAT prioritises gender

BAT is to launch a retailer panel, with equal gender representation at the forefront.

The tobacco company confirmed last month it was seeking female store owners. BAT revealed the deci-

sion was influenced by last year’s Women in Convenience event, organised by Retail Express owner Newtrade Media.

The panel will allow panelists to “shape further business plans and ideas”.

Shining

retail

Deadline for entries: 14 August 2023

Become a PayPoint Park Super Agent!

Win cash with Costa RTDs

JASPER HART

RETAILERS have the chance to win a share of £7,500 for themselves and their community as part of Costa Coffee‘s �irst on-pack promotion across its ready-to-drink (RTD) chilled coffee range.

The promotion runs until 30 September across 250ml cans of Costa Coffee Latte, Caramel Latte and Vanilla Latte varieties, as well as 4x250ml packs of Latte and Caramel Latte.

These packs include a QR code for shoppers to scan as well as an updated design. Retailers can enter into a series of prize draws when they either purchase cases

of Costa at participating wholesalers, or request PoS kits from My.CCEP.com while stocks last and showcase them being used in store.

When the QR code is scanned, shoppers can access a Costa game and get the chance to win thousands of prizes, including summer getaways to Ibiza and the US, festival tickets, tech, food delivery vouchers and more.

The promotion is aimed at maintaining the RTD coffee brand’s visibility as it looks to continue its strong growth.

Currently, the range is the fastest-growing major RTD chilled coffee brand in Great Britain, having seen 47% volume growth and 59% value

Black Spiced spirit from Captain Morgan

CAPTAIN Morgan is expanding its range with the launch of a premium Captain Morgan Black Spiced spirit.

The 70cl bottle (40% ABV) will be available to convenience, wholesale, grocery and the on-trade from September 2023, having launched at the end of last month on Amazon and thebar.com.

Spiced varieties are the biggest contributor to the growing share of rum in spirits.

The Black Spiced rumbased spirit drink aims to help retailers tap into this trend and cater to premium consumer occasions.

Eleanor Morgan, Captain Morgan marketing manager

at Diageo GB, said: “We know rum presents a huge opportunity for retailers, and this latest innovation is set to help tap into new occasions when it launches to the trade from September.”

sales growth in the past year.

CCEP is supporting the promotion with a marketing campaign including social

Mondelez adds PMP to Lu biscuit range

MONDELEZ International has added a £1.69 price-marked pack (PMP) to its Lu French biscuit range.

The PMP is available for the brand’s Le Petit Chocolat variety. Its launch comes as the �lavour already ranks in the top �ive in the special treat segment, with 49% of its shoppers buying it in addition to their current basket.

Overall, Lu was the number-one adult sweet biscuit

launch in 2022. The supplier hopes to drive further sales with the PMP, as four out of �ive shoppers currently consider themselves priceconscious, according to IGD.

Charlotte Parkes, senior brand manager for Lu at Mondelez, said: “The new launch will help further establish the Lu brand within the convenience channel, as well as encourage trial of the wider range.”

media and outdoor advertising, sampling across London and partnerships with festivals.

Maryland Minis makes PMP debut

FOX’S Burton’s Companies (FBC UK) has launched its �irst price-marked pack (PMP) for its Maryland Chocolate Chip Minis range.

The new £1.29 format, which contains six 19.8g mini bags, aims to drive sales and cater to shoppers who are looking for clear, on-the-go packaging formats. FBC UK research suggests PMP sales account for 73% of independent outlet ‘sweet biscuit’ volume sales.

Colin Taylor, trade marketing director at FBC UK, said: “With Maryland sales up 18.1% year on year, the brand is perfectly positioned to help drive growth with multiple product formats, including these new PMPs.”

Müller barista milk is Good Stuff

MÜLLER Milk & Ingredients has launched Müller Good Stuff Barista Milk, which it claims is the �irst mainstream dairy barista milk available to retailers.

The new variety is available to One Stop and Tesco retailers, ahead of a wider expansion this month. It comes in a 100% recyclable 1l carton at an RRP of £2.10.

It is designed to accompany coffee, either added cold, frothed, or warmed and whisked. It contains caramel �lavours and added protein, which the supplier says creates smaller bubbles which are ideal for the creation of latte foam art.

Müller will launch a supporting marketing

campaign across digital, radio and outdoor channels this autumn.

Weetabix continues FA tie-up

WEETABIX has launched an on-pack promotion ahead of the FIFA Women’s World Cup as part of a partnership with the FA.

Between July and the end of September, every shopper who purchases any top-selling Weetabix product, including Original, Banana, Protein and Chocolate varieties, will have an opportunity to win an of�icial FA shirt or football every 90 minutes.

Each shopper can be in with a chance of winning by scanning their entry via a QR code available on participating packs.

The partnership includes the �irst TV advert to

Ribena reteams with Hasbro

support Weetabix’s onpack promotion, and is estimated to reach 64% of UK audiences.

Funkin Cocktails goes alcohol-free

READY-TO-DRINK (RTD)

brand Funkin Cocktails has launched its �irst alcohol-free variety in a Passion Fruit Martini �lavour.

The new variety, inspired by the brand’s number-oneselling alcoholic variety, has initially launched in Tesco ahead of a wider rollout, and comes in 4x200ml packs at an RRP of £6.75, and will also be available in a single can (RRP £1.80).

“Our Passion Fruit Martini can is the runaway leader of the cocktail category,” said Ben Anderson, marketing director at Funkin Cocktails, citing Nielsen �igures.

“This is exactly why we’ve taken on the challenge of mixing up the same serve

packed with all the punchy �lavours shoppers know and love – only this time, without the alcohol, so everyone can get involved.”

RIBENA has partnered with Hasbro to give shoppers a chance to win Hasbro and customised Ribena-Hasbro games, following a successful tie-up last year.

Between now and the end of September, shoppers who purchase Ribena’s ready-todrink (RTD) range, as well as its squash and sparkling ranges, will be in with a chance to win prizes ranging from Ribena Monopoly Travel Edition packs, Cluedo mini boards, Risk and Five Alive. The promotion aims to help retailers drive sales across different Ribena pack formats and attract a wider audience.

Currently, the entire Ribena

brand is worth up to £120m and its RTD range is currently growing by 5.3% year on year.

New protein desserts from Ufit

WEETABIX‘S recently acquired protein brand, U�it, is expanding beyond drinks with the launch of its �irst dessert range.

The range is launching in Creamy Caramel and Double Chocolate varieties, both available in 250g pots at an RRP of £2. Each variety contains 25g of protein per pot, with no added sugar. They will be available from wholesale later this year.

According to the supplier, the launch caters to increasing customer demand for food and drink which help to optimise performance throughout the day, of which added-protein products are a large part. According to Statista, the global protein

Cif gets fragrant with new sprays

UNILEVER has expanded its range of Cif multipurpose sprays with the launch of Lavender & Blue Fern and Orange & Lemongrass varieties.

The launches come as the multipurpose spray category has grown by 18% in the past year, as the supplier says shoppers are looking for cleaning products which combine fragrance and ef�icacy.

The bottles are also made from 50% recycled plastic and are 100% recyclable.

Claire Racklyeft, home and hygiene category lead at Unilever UK&I, said: “Cif has seen growth in the past six months and we’re con�ident these new products will drive growth of the household category.”

ingredients market is set to grow to almost £90bn by 2030.

Brioche Pasquier’s school hols promo

BRIOCHE Pasquier has launched an on-pack promotion to tie in with the school holidays, offering shoppers the chance to win a 12-month Kids Pass.

Until 3 September, 2,000 12-month Kids Passes will be up for grabs via promotional packs of Brioche Pasquier Pitch.

To enter, shoppers scan the QR code to visit the supplier’s competition microsite and enter their contact details as well as the product batch code.

“With cost-of-living increases across the board, we hope this promotion will help our customers to make some lovely family memories and keep the kids entertained

over the holiday,” said Andy Smith, retail sales manager at Brioche Pasquier.

Pernod gets Sovereign range

JASPER HART

PERNOD Ricard UK has taken over distribution of Sovereign Brands’ range of premium wine and spirits as part of the ongoing partnership between the two suppliers.

Sovereign Brands’ range includes Luc Belaire sparkling wine, Bumbu Rum, McQueen & The Violet Fog gin and Villon cognac.

The transfer of distribution to Pernod Ricard from Amber Beverage is part of a partnership initiated between Sovereign Brands and Pernod Ricard in September 2021 and took effect on 1 July.

Additionally, the two sup-

pliers are collaborating on the launch of The Deacon, a premium blended Scotch Whisky launching this month, made from handselected drams from the Islay and Speyside regions of Scotland.

Ian Peart, commercial director at Pernod Ricard UK, said: “We are excited to introduce Sovereign Brands’ inspiring range to our network and drive its growth across the UK. This move aligns with our unwavering commitment to offer consumers the highest quality and most diverse selection of products.”

Brett Berish, co-founder and chief executive of�icer of Sovereign Brands, said: “I’m

New chocolate orange cookies

BAKERY products manufacturer Baker & Baker has expanded its range of Cadbury-branded baked cookies with the launch of a Chocolate & Orange variety.

This is available in a 45g four-pack. It is intended to capitalise on customers’ growing af�inity for chocolate and orange-�lavoured products, confectionery sales of which grew by 134% in 2020-21.

Additionally, fresh cookies represent a 24% share of the overall in-store bakery market and are outpacing its overall growth.

The new cookie variety joins Baker & Baker’s existing range, which includes Dairy Milk and Dairy Milk

Caramel �lavours. Michael Bancroft, licensing director at Baker & Baker, said: “Our new Cadbury Dairy Milk Chocolate & Orange Cookie offers greater consumer choice and indulgence within the in-store bakery channel.”

looking forward to this next step in our collaboration with Pernod Ricard, working with them on the sales, marketing and distribution of our brands in the UK,

including our newest brand, The Deacon – an exceptional blended Scotch. Pernod Ricard will undoubtedly elevate the distribution of our iconic portfolio.”

KP and Bestway offer cricket tickets

KP SNACKS has partnered with Bestway Wholesale for the third year running to offer retailers the chance to win hospitality tickets to the �inal of The Hundred cricket competition.

There are seven pairs of tickets to the �inal at Lord’s Cricket Ground. These tickets guarantee a VIP experience, including access to an executive box. Travel and accommodation expenses are also covered.

Ten runners-up will also win £100 of wholesale credit each. Every time retailers buy six of the eight core brands involved in sponsoring The Hundred – Popchips,

Kingsland gets new Spanish wine range

KINGSLAND Drinks Group has become the exclusive partner and UK distributor for the new Seduction range from Spanish winery Barón de Ley.

The new Rioja range is available in Rosado de Lágrima (13.5% ABV), Blanco sobre Lías and Tinto Selección varieties.

According to Kingsland, it is aimed at younger adult drinkers, with a youthful appearance and modern �lavour pro�iles.

Pete Fairclough, brand manager at Kingsland Drinks, said: “We wanted to create wines that carry the weight of the Barón de Ley brand heritage and the Old World expertise, yet reach

Say ‘yes to fresh’ with Mentos

PERFETTI van Melle has launched a £1.5m ‘yes to fresh’ campaign to promote its Mentos Pure Fresh Gum range.

The campaign runs until mid-September across peak morning, breakfast and drive time on Capital and Capital Xtra radio stations.

It will also appear until late August through targeted advertising on video-on-de-

mand, YouTube and TikTok. There was also sampling activity at Barcode Festival on 6 July.

The campaign spotlights all �ive varieties of Mentos Pure Fresh Gum, as well as its fully recyclable paperboard bottle.

Currently, Mentos Pure Fresh Gum is outperforming the chewing gum bottle growth by 47%, contributing 19% of the segment’s growth.

out to modern drinkers looking for contemporary, uncomplicated wines that �it into their lifestyles.”

You’ve got a friend in Philly

MONDELEZ International has launched a new campaign for Philadelphia, ‘You’ve got a friend in Philly’.

The campaign consists of a new TV and cinema advert alongside digital and social media activity to help retailers raise brand awareness and remind shoppers that the spread is a “friend in their fridge”.

Raphael Capitani, senior

brand manager at Philadelphia, said: “We would recommend retailers ensure the full range of Philadelphia is well-stocked and visible throughout the new campaign to tap into the additional initial demand and interest from shoppers, as well as to encourage shoppers to get involved and spread friendship, not just at launch, but beyond.”

Butterkist, Pom-bear, Tyrrells, KP Nuts, Hula Hoops, McCoy’s and Skips – in any format, they will be entered into a free prize draw for a chance to win. The competition runs until 20 July.

Outdoor campaign for Sanpellegrino

SANPELLEGRINO has launched a national ‘Treat yourself to a taste of Italy’ outdoor marketing campaign to drive consumer trial of its Tastefully Light sparkling fruit range this summer.

The campaign sees static and digital outdoor posters placed in proximity of stores. It will be supported by a sampling campaign across London and Manchester to get one million cans in consumers’ hands.

Brand ambassadors will also hand out a range of Tastefully Light varieties from a touring retro branded sampling bike in the Covent Garden, South Kensington and Canary

Wharf areas of London, as well as the City Centre, Manchester Stadium and Oxford Road areas of Manchester.

‘Be your own Oasis’ campaign returns

COCA-COLA Europaci�ic Partners (CCEP) has brought back its ‘Be your own Oasis’ campaign to drive Oasis sales during the summer. The campaign will run throughout the summer with targeted social media videos and digital outdoor advertising in city centres. It focuses on young adults in urban centres who are looking for on-the-go and lunchtime refreshment.

It launched at a pop-up event in London on 21 June. TV personalities Helen Flanagan, Jordan Banjo, Miles Nazaire and Emily Blackwell hosted an Oasis tiki bar, serving the new Oasis Exotic Fruits zerosugar juice drink.

Currently, Oasis is the UK’s number-one juice drinks brand, according to Nielsen, worth £94.5m and also growing at a faster rate than the wider category.

Win cricket tickets

JASPER HART

PREMIER Foods is offering independent retailers the chance to win tickets to this summer’s England international cricket matches at The Kia Oval, as part of a partnership with Surrey County Cricket Club.

The supplier’s wholesale channel has signed an initial one-year partnership with the cricket club and is offering retailers a chance to win tickets to watch either England versus Australia or England versus New Zealand, in association with Unitas Wholesale and Bestway Wholesale.

To enter, retailers must purchase �ive or more pricemarked pack (PMP) cases of

eligible products, which are from the following brands: Batchelors, Bisto, Ambrosia, Sharwood’s and McDougall’s/Bero.

Premier Foods marked the launch of the competition by hosting England cricketer Reece Topley at Bestway’s Park Royal depot on 3 July.

Courtney Lewis, customer director for discounters and wholesale at Premier Foods, said: “Knowing how popular cricket is among our independent retailers, this partnership with Surrey Cricket Club is a great opportunity for us and them.

“To celebrate the collaboration, we’re pleased to offer

Nutrition brand Vitl makes retail debut

NUTRITION brand Vitl has made its �irst steps into retail, with listings of its Vitamin & Protein Bars in WHSmith Travel and Spar stores.

The range is available to select Spar stores across Yorkshire and the Midlands, as well as WHSmith Travel

stores across the UK and Ireland, at an RRP of £2.49. It is available in Energy, Glow and Focus varieties. Each variety contains 14g of protein and 143 calories, and a different combination of vitamins.

Charles Stiles, retail lead at Vitl, said: “We have seen a

customers the chance to win tickets to attend one of two thrilling international games.

“This is also a great opportunity to maximise summer events and occasions with our brands to help drive further impulse purchases.”

boom in the expansion of the healthy snacking category, and believe Vitl bars will drive incremental sales to the �ixture by recruiting shoppers seeking different functional health bene�its in their snack offer, but not willing to compromise on indulgent taste.”

Schweppes drives sales with summer campaign

COCA-COLA Europaci�ic Partners (CCEP) has launched a marketing campaign for Schweppes, ‘Born social’, to highlight the way socialising has changed post-pandemic.

The campaign is running now across TV, digital, outdoor and paid social media advertising, as well as in�luencer activity.

It builds on the brand’s success as the number-one mixer brand in the off-trade by value and volume, and follows on from its recent Flavoured Sodas launch including Melon Watermelon and Peach Coconut varieties.

Martin Attock, vice president of commercial development at CCEP GB, said: “We’re con�ident this new multimillion-pound campaign direction celebrating everything great about

socialising will inspire consumers to make the most of occasions this summer, keeping the Schweppes brand front of mind and helping to drive sales in store for our customers.”

£15O THE GREAT GIVEAWAY

To

WIN THE WEEKEND

How we helped one lucky couple take some well-earned time off – and why it is important

Time off in retail can sometimes feel like the impossible dream. Research tells us that 49% of retailers hadn’t had a day off between September 2020 and September 2021; figures backed up by independent research from SBF GB&I, makers of Lucozade and Ribena, which showed that 27% of retailers had not had a day off in more than three years.

In a survey of 500 retailers, 78% told us they “value the health of their business over their own physical or mental health” – and a third of all retailers say they simply “don’t want to leave their business in the hands of anyone else”.

To raise awareness of this, SBF GB&I gave one lucky retailer a cash prize and the help they needed to take two days out of their business to unwind, recharge and relax. The winning store was Greens of Bassingham in Lincolnshire, run by Tracy Raybould & Michael Saunders.

SBF GB&I partnered with high-profile award-winning retailer Paul Cheema, who has more than 30 years’ experience in retailing and runs two stores near Coventry, to manage Tracy & Michael’s shop while they spent their prize money and took some well-earned time off.

While they spent time away from their daily responsibilities of newspapers, deliveries, cashing up and locking up, Paul and his team of SBF GB&I support staff looked after their store, allowing them peace of mind to relax knowing their store was in good hands.

40%

OF RETAILERS SAY PAPERWORK AND FINANCE ARE THE BIGGEST DRAINS OF THEIR TIME

64%

OF INDIE RETAILERS SAY NO-ONE ELSE CAN RUN THEIR STORE CORRECTLY

52%

It's so important that retailers take time out of their business so they can recharge, reset, and take stock of the hard work they do. Win The Weekend started out with the idea that we could change one person’s life. If we could do that and help them understand how they can take some time out of their business and look after their mental health a little bit better, then why not raise that issue right across the wider convenience community?

There's been a brilliant response from Tracy & Michael’s customers, who recognise that they do so much for their community and rarely take a break away from the store.

We really do hope that by seeing how Tracy & Michael can take time out of their own store and reading the advice we’re pulling together in our Win The Weekend handout, other retailers will take a step back, look after themselves and put the steps in place to make sure they are doing so on an ongoing basis.

From talking to our retail friends, we’ve learned that it can be hard to make this change, but everyone can help train staff and put new processes in place to encourage time off. Not only does it allow retailers to save their own time, but also to realise they're not putting anybody out by taking a little bit of time for themselves and stepping away from their business.

OF INDIE RETAILERS SAY THERE IS NO-ONE ELSE AVAILABLE WHO CAN MIND THE SHOP IN THEIR PLACE

We never managed to go on family holidays because my mum and dad did everything in the shop. They went home literally just for sleep. A lot of retailers are in their store for 12, 16 hours a day, seven days a week. They're not getting time with their family; they're not getting time for a break. Their break sometimes is going to the Cash & Carry.

It’s very important for retailers to take time away. It’s easy to get stuck in a box seven days a week. But when are you slowing down, giving yourself time to think, spending time with family?

There are 1,001 things that go on in a convenience store every day. Is someone taking a chocolate bar, nicking a bottle of wine or driving off with fuel?

We need to take it away from thinking “is this going to happen?”. If you keep thinking of the “what if?”, you're never going to give your brain that time to switch off.

It's very easy to focus on the negatives within your business. But let's focus on the positives. How do we make our businesses better? How do we give our ourselves more time? How do we give responsibility to our teams, and help them get better as team members and people as a result?

ANDREW PHEASANT HEAD OF KEY ACCOUNTS, SBF GB&I

PAUL CHEEMA SPECIAL GUEST RETAILER

TRACY RAYBOULD & MICHAEL SAUNDERS GREENS OF BASSINGHAM

Why did you enter Win The Weekend?

It's important in retail to keep up with current thinking, how products are changing, how customers are changing and what's happening in the economy. Reading trade press is really important – and occasionally we come across these competitions which we like the look of. Win The Weekend was attractive because we thought we might win!

What did you do with your time off?

We took a mini spa break, some nice relaxing time out in a place with no phone reception – which really helped! We also got some great people to come and support our own team, so we could go with peace of mind – which we very, very rarely get. This time out gave us the ability to be able to think about and plan the extra things we can’t usually contemplate because of the day-to-day running of our business. Although we live here and we love it here, you've got to have a wider perspective otherwise you don't run your business to the best of your ability. And that's really important, not just for us, but for the customers we serve.

How difficult is it for you to get time off?

It is very difficult to get time off purely because of the number of hours we cover between us. We've got a fab team but there are certain things they can’t do. Even when we do get time off, it's not really time off. We still do the ordering, we're still looking at messages, responding

to customers on the Facebook page and the website, sorting out the figures, answering questions.

WIN THE WEEKEND II

How have your customers responded?

We've been blown away really by the reaction of our customers. We got more than 200 comments from people on a Facebook post we made telling them about our trip away. It is so kind that those customers have all told to us “You deserve it” and “we wouldn't have wanted anybody else to win it”. It’s truly amazing.

Would you encourage others to enter?

Definitely. This has been really good for us. It's a really good opportunity for retailers to do things they perhaps wouldn't be able to do.

Do YOU struggle to get time off? Or do you know another store owner who is deserving of a break for their hard work? We are delighted to announce that SBF GB&I will be running Win The Weekend again later this year – and we are expanding the scheme to help even more retailers get the time off they so richly deserve.

We will offer 10 lucky retailers a two-day break at a local spa near to them, and we will help cover their absence in store through our network of experienced retailers and SBF GB&I retail experts. To be in with a chance of entering simply email your name and your store name and address, with the subject line “WIN THE WEEKEND 2” to SBFTrade@hanovercomms.com

To download our Win The Weekend booklet, containing hints and tips from six leading retailers talking about how they manage to get time away from their business, go to www.suntorybeverageandfood-europe.com/enGB/gbi/competitions/win-the-weekend/

"For a lot of people that run small businesses, it’s their life, their livelihood. It's where you live, where you work, and where the people that you care about are. And that means it's really difficult to just switch off."

OPINION

RETAILER

OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Call Retail Express on 020 7689 3358 for the chance to be featured

OPENING TIMES: How do you adapt them to remain profitable?

“THE EPoS will tell you how much people are spending in your store per hour. I used to shut at 11pm, but over the past year or so, the sales from 10-11pm weren’t justifying us staying open. Pre-Covid-19, it was really good, so last year we changed things. Demand has remained strong which feels great.”

Sunder Sandher, S&S One Stop Leamington Spa, Warwickshire

ABSENCES: How do you manage being short-staffed?

“YOU have to be an open book and let them come to you. If you aren’t open, people won’t talk to you. We have 30 staff and they can all come to me. My phone is always on. If I get a call from someone and they can’t come in, I can go myself.”

Bay Bashir, Go Local Extra Belle Vue Convenience, Middlesborough

“IT’S about accountability. If they’re off sick, there’s nothing you can really do about it, and it can cause issues for the team. If they’re constantly calling in sick, then you need to set up a ‘back to work’ interview so you can talk it through, and then go from there.”

Harj Dhasee, The Village Store, Mickleton, Gloucestershire

“THE competition should be a factor, but not the basis of your decision. In some ways, if they want to stay open and waste money, then let them. Why would you use staff when you’re not busy, when you could have them when you are? We rely on our EPoS data to decide our best opening hours.”

Terry Mulkerns, Mulkerns Eurospar, Newry

We rely on EPoS to decide our best opening hours

IMPULSE: How are you grabbing sales and growing customers’ basket spend?

“WE’RE fortunate in that our promotional bays are at the front door. That first one is so important – the products don’t even need to be on promotion. As long as it’s merchandised so people can’t miss it, then it can be sold at full price.”

Reuben Singh-Mander, The Three Singhs, Selby, West Yorkshire

“WHEN you walk into the shop, right in front of you there are four or five bars with special prices and offers, which is on confectionery and drinks. We’ve moved away from ‘buy one, get one free’ because that’s not possible with rising inflation.”

Shumaila Malik, Costcutter Heathside, Manchester

If you aren’t open, people won’t talk to you

SUPPLIERS: How do you find the right business partners for your store?

“WE’VE always had a free flow when it comes to fruit and veg, so customers can buy what they need. Buying from local suppliers means you can order what you need, and you don’t end up with surplus. We’ve changed what we order day to day. By using local suppliers, you have greater choice.”

Chloe-Taylor Green, Spar Western Downs, Staffordshire

“LOCAL suppliers may be more expensive, but availability is the most important thing. I have started dealing with them a lot more in the past year. I have a local supplier who I trust. Reliability and availability balance out the increase in costs.”

Alan Mannings, Shop on the Green, Chartham, Kent

We’ve moved away from ‘buy one, get one free’

By using local suppliers, you have greater choice

LETTERS

Look after your staff

OVER a 25-year period, with everything changing all the time, anyone in this industry should know to expect the unexpected.

‘Eden Farm Hulleys order cap is frustrating’

I’M fuming with Eden Farm Hulleys right now.

I’ve just had a call saying my delivery would not be coming because it is below a minimum order of £175.

I told Eden Farm our minimum order was £150, but then was told it had gone up in December, but no one told us.

Normally, we are over £250, so never have an issue. They then told me that I needed to spend another £40 as some of our ordered items were out of stock.

I feel like I was blackmailed into ordering more.

I told them to email my rep and, so far, I’ve not received a response. I wouldn’t have minded if they’d have honoured the order, but to do it

the day before the delivery angered me. Also, their website doesn’t say that there is a minimum order and all the items I selected were in stock at the time of ordering.

Andrew Johnson, Dafarn Newydd Store in Llanwddyn, Powys

Eden Farm Hulleys sales director Ben Lawrence responded: “Eden Farm is aware of the customer’s order which was placed on the website on Sunday 25 June, and was accepted at point-oforder capture.

“The order itself fell below this level as stock (which were anticipated in our hub site) failed to be supplied inbound and so this reduced

WIN £50-worth of Swizzels stock

the order to a level that was under our published £175 MOV (our minimum order was communicated via our website and all our promotional material from 1 December, and only re�lected the level of in�lation that the food industry has seen).

“This is not ideal from both our perspectives, as shortages cause increased costs and disruption for the customer and Eden Farm, so our internal process generated a call to the customer to highlight the situation. As costs are rising for all businesses, the minimum order is key to covering costs, and the call was to highlight there was a variation, which the customer was unaware of until the call. All our calls are recorded, and,

having personally listened to the conversation, I understand the situation from both perspectives, and feedback to the colleague has been provided via our telesales manager. The customer afforded me some time to discuss how the situation arose and the ongoing steps being developed by Eden Farm to reduce any impact on its customers.

“Unfortunately, the local rep was not working at the time of the incident, so was unable to respond in the requested timely manner, so the customer contacted RN to highlight the issue, which they stated they would do if the rep did not call that same afternoon. Most importantly, the delivery was received, so customers were not disappointed.”

While the raise in minimum wage was expected, no one would have predicted the rise in electricity prices, which has been massive, the Ukrainian crisis or how fast and by how much prices for products would go up. But you’ve got to be ready for these things. And you do that by saving up during the good times. I never overspend or take more than I need to.

The pandemic saw phenomenal sales for every one of ours stores, but I let the account build up. We took on staff who were coming from jobs with reduced wages and we looked after them.

We didn’t inflate prices during the pandemic because my reputation and my store’s reputation are paramount for how we do things now. There’s often quick money to be made, but it’s better to ensure you’ll see benefits down the line. And that means looking after your customers and your staff. We paid them what we could even when it was difficult. I took what I needed and looked after the people I needed to look after.

We’ve got to look after people who are making us money because without them, we’re nothing. Good people need good people behind and alongside them for success. That means you’ve got to train staff members to represent you in the way that you want to show yourself.

Ultimately, the best way you can show your appreciation for what they’re doing is through their wage packets. You can say ‘thank you’ to them, but that only goes so far and you can only do that so often. Total gratitude comes in the form of financial increases in wages. You’ve got to get that balance right.

SWIZZELS has partnered with Retail Express to offer five retailers the chance to win an assortment of its popular price-marked pack (PMP) hanging bag range, worth more than £50 RRP, to celebrate its big-night-in campaign. The campaign, which focuses on PMPs such as Luscious Lollies and Refresher Choos, will be supported by in-depot PoS, social media and digital activity.

TO ENTER

Fill in your details at: betterretailing.com/competitions

This competition closes on 8 August. Editor’s decision is final.

RETAILER OF THE WEEK

COMMUNITY

You’ve got to be as open as you can be. If you aren’t open, then people won’t talk to you and they won’t come to you with problems. I’m not a prier, but if people don’t come to me, how I can help them?

“WE raised nearly £1,000 on our festival gala day marking our store’s 15th birthday. We worked with 14 industry suppliers, and 18 local businesses, offering shoppers prizes. I contacted everyone I’ve worked with, and every single one wanted to get involved. We were given free merchandise and product samples to give away on the day.

“It was an amazing day, and we got so much appreciation from our local community, which made it all so worthwhile. It’s really given the staff a reason to stay motivated, and that’s what we want to continue.”

Each issue, one of seven top retailers shares advice to make your store magnificent

‘We hosted a charity street party’

Natalie Lightfoot, Londis Solo Convenience, Glasgow

GET YOUR SALES MORE FUNCTIONAL

TOM GOCKELEN-KOZLOWSKI explores how retailers can fit functional drinks into their soft drinks offering

DIFFERENT FUNCTIONS

FOR more than a decade, sports and energy drinks have become a key category in most stores, catering as much for busy office workers as for gymgoers and athletes.

In recent years, a new sector has emerged that brings wellbeing to the fore – welcome to the exciting, profitable world

of functional drinks.

“The original sports drinks delivered hydration and isotonics, but as the category has developed, key benefits now include amino acids and protein for muscle development as well as caffeine and stimulants for enhanced effort and power

in workouts and boosting the metabolism,” says a spokesperson for wholesaler Epicurium.

“Functional isn’t all about sports, either – there’s a lot of attention on healthy lifestyles and wellness, incorporating more specific nutritional requirements, such as fibre for

NATURAL INGREDIENTS

CONSUMERS are increasingly looking for products that contain more recognisable ingredients, suppliers say.

Energy drinks firm Boost has invested in this market with its Juic’d range and, in June, it introduced a new Blood Orange & Raspberry Crush flavour.

“Juic’d is full of flavour, with real fruit juice refreshment, but at the same value price point for consumers,” says Adrian Hipkiss, marketing director at Boost Drinks.

the fact it comes in a 500ml can, which means it’s sold so well.

“People are used to the 500ml cans for drinks such as Monster and Rockstar, which are a different category, but it’s definitely a plus.”

The move to natural ingredients is a trend that is also seen at the premium end of the market according to Epicurium, which predicts a bright future for natural ingredients in energy drinks.

gut, health, minerals, vitamins, botanicals, collagen for wellness, mental health, skin and almost any other health need you can think of,” the spokesperson adds.

“It may be the same shopper, but they will buy for different needs as appropriate to their need state.”

“With the cost-of-living increases, it’s great to be able to add to this thriving category and provide more choice for consumers.”

Boost Juic’d has been “flying off the shelves”, says Dean Holborn, who owns two stores in Redhill and South Nutfield, Surrey. “For us, it’s the value that this product offers as well as

“The energy category will increasingly be extended through natural energy and nootropics (cognitive enhancers).

“Functional benefits will become the norm with shoppers requiring drinks to span different functions and energy requirements, all of them with a growing importance of low- and reducedsugar options.”

Image credit: Getty Images/EXTREME-PHOTOGRAPHER

RED BULL GIVES YOU WIIINGS.

AVAILABLE IN THREE SIZES. YOUR ENERGY MUST STOCKS.

CATEGORY ADVICE FUNCTIONAL DRINKS

EMERGING TRENDS

IN FACT, Epicurium sees a number of trends emerging that stores can take advantage of –further establishing the business as a destination store for the functional drinks category.

“Meal replacement will be a big driver over this year, and protein waters will make a lot of impact in extending the protein category as bars become increasingly competitive,” says a spokesman for

the company.

“With some major sporting events such as the Women’s World Cup, Ryder Cup and Cricket World Cup, sports drinks will have a bumper year, especially if the weather is good.”

Another trend that has roared to life in the past five years is CBD products. “CBD and calming botanicals are another area, mainly sitting alongside

energy, as they’re probably best described as functional, but are used to provide focus and a boost when working – as energy drinks often are,” the wholesaler says.

Unsurprisingly, small businesses are looking to take a bite out of his market by offering something new and different. Caravan coffee roasters and South London-based kombucha brewer Moma have

collaborated to create what the companies say is a first-of-itskind coffee kombucha. Gesha Coffee Kombucha is available in Selfridges and selected independent retailers.

Laura Harper-Hinton, founder and chief executive officer at Caravan Coffee Roasters, said: “We put a lot of thought into which coffee would work for this, as we thought the average coffee would get lost, but this

Gesha is no average coffee, with rich caramel and bright red fruits, it works perfectly with the refreshing, tart qualities of the kombucha.”

Containing sodium and vitamin B3 to help reduce tiredness, Lucozade Zero is an example of a mainstream brand reacting to these trends. Suntory Beverage & Food GB&I says the brand has seen recent growth of more than 79%.

MAJOR BRANDS

SUCH is the strength of the energy, sports and functional categories that soft drinks manufacturers are continuing to invest in new products that leverage their biggest brands.

AG Barr’s Irn-Bru has joined the trend with Irn-Bru Energy.

“As we see flavours driving growth in the energy cat-egory, you won’t find a

Sarj Patel, who owns and runs Pasture Lane Stores in Sutton Bonington, Nottinghamshire, says: “Lucozade Zero has been one of the recent successes in our store.

“It has all the benefits and nutritional information clearly on the bottle, and it’s been popular with our student population, builders who work nearby and cyclists as this is a popular cycling area.”

much more iconic flavour than Irn-Bru,” says Adrian Troy, marketing director at AG Barr.

“The energy drink from Scotland’s number-one flavoured carbonate brand combines the flavour of IrnBru’s top secret essence with taurine, caffeine and B vitamins.”

The company has also

launched Rubicon Raw, which Troy says has established itself as a must-stock energy brand within the category.

“It has become the thirdlargest flavoured big can energy brand, and has sold more than 25 million cans in less than two years. Rubicon Raw is seeing almost double the growth of the total energy category.”

CATEGORY ADVICE FUNCTIONAL DRINKS

DEVELOPING YOUR RANGE

“WHEN building a great range, it’s important to remember the four soft drink needstates – refresh (colas and fruit carbonates), hydrate (haters), replenish (sports drinks) and energise (functional, caffeinated energy drinks and RTD coffees),” says a spokesperson for energy drinks giant Red Bull. The company emphasises the importance of not only

understanding what your shoppers want but also of how they shop.

“Shoppers can only see products within a 1.3-metre breadth, so it’s vital that you signpost each sector with the biggest brands to help them locate what they’re looking for quickly. For energy drinks, that is Red Bull,” they say.

“To offer further choice

there are four key segments within energy drinks to get right – core energy drinks, sugar-free options, flavoured options and multipacks. If you have these are covered –you will enjoy great growth in your store.”

Sarj Patel says building the right range is increasingly difficult with the number of new products joining the market.

PRODUCT ROUND-UP

SHOUT ABOUT YOUR RANGE

FUNCTIONAL drinks remain one of those valuable categories that offer the chance to build a point of difference, so how do you communicate your range to your customers?

According to Matt Gouldsmith, channel director for wholesale at Suntory Beverage & Food GB&I,

retailers should be “concise, informal and fun”.

“Attention spans are short, so give shoppers the information they want quickly. Use social media to advertise and chat to your community (including by replying to comments), and give your store a friendly tone of voice to build a positive

“It’s not just functional drinks, but also coffee, American drinks and we’ve just brought in a new Slush Puppie drink, which is proving popular with the kids.

“It means we’re using single facings for most of our drinks and have to cut anything that isn’t selling well – it’s the biggest challenge we face in the category.”

Rubicon Raw

The levy-free, HFSS-compliant range includes Raspberry & Blueberry, Orange & Mango, Cherry & Pomegranate, Apple & Guava and Pineapple and Passionfruit flavours – all in 500ml cans.

Lucozade Sport Zero

Designed specifically for those taking part in sporting activities, flavours include Orange & Peach and Raspberry & Passion Fruit. The range comes in 500ml and 4x500ml formats.

Gesha Coffee Kombucha

Coffee company Caravan and Momo Kombucha have partnered to create an innovative coffee kombucha drink (RRP £4.50 per 330ml bottle), which combines the benefits of both drinks in one bottle.

Boost Juic’d Blood Orange & Raspberry Crush

The newest flavour from Boost’s new Juic’d range. The company says the range – launched last year – was the biggest-selling new 500ml energy drink in 2022.

relationship,” he says.

In store, Gouldsmith says retailers should highlight their best deals to encourage shoppers to increase footfall.

“Use topical events to provide relevant news including Valentine’s Day, Easter and Christmas – what can you offer customers surrounding these occasions?” he says.

FOCUS

ON:

BOOST DRINKS offers a huge portfolio of products and is proud to be a top-three brand in three functional drinks categories – energy stimulation, sports drinks and RTD iced coffee1. RETAIL EXPRESS finds out more

In action

What’s new from Boost?

BOOST Energy is the third-largestselling energy stimulation brand, whilst Boost Sport is the secondlargest-selling sports drinks brand, and Boost Iced Coffee is the fastestgrowing and second-largest-selling ready-to-drink (RTD) iced coffee brand2. Where stocked, Boost is the third-largest-selling functional drinks brand, proving the benefit of operating in these cross-category spaces.

At the end of 2022, Boost was acquired by AG Barr, a longestablished drinks company well known for acquiring attractive brands. This marked a milestone end to the year and an exciting start to 2023, with multiple new launches in the pipeline. This included a limitededition Raspberry & Mango Sport launch, a new 250ml energy line –Lemon & Lime – and an addition to the successful 500ml Juic’d range, Blood Orange & Raspberry Crush.

Three bestsellers

Boost Original 250ml RRP: 75p

Stock a broad range of price-marked packs and prioritise fridge space with impulse formats to ensure you’re meeting the needs of many shoppers.

customers.

Atul Sodha, Londis Harefield, Uxbridge, west London

Give products additional sitings to increase purchase intent and ensure that bestsellers are at eye level and well replenished on-shelf for a seamless shopping experience.

Boost Sugar Free Original 250ml RRP: 75p

“I MET Boost Drinks at The National Convenience Show and have been working with them ever since. We’ve sold a lot of Boost and find it to be very popular, it’s a well-known brand with a massive value perception – a high-quality drink with an affordable price on it. We’ve seen sales of 500ml cans boom recently, and Juic’d in particular has performed really well for us. Customers appreciate Boost compared to its competitors because it means not everyone has to pay a big price tag to get the same fix and a great flavour.”

For more information on how to give your business an energy boost, visit boostdrinks.com/boost-trade

Boost Sport Orange 500ml RRP: 79p

Employing tactics such as crosspromotions with other categories such as food to go can help drive increased basket spend from

GAIN SOME WEALTH FROM YOUR HEALTH

THE SALES OPPORTUNITY

WITH Nielsen data finding that 99% of the population tries at times to eat healthily, there is a considerable opportunity for independent convenience retailers when it comes to healthy snacking.

Retailers have reported that customer eating habits are healthier post-pandemic, with

more looking for food that emphasises nutritional value.

Matt Collins, trading director at KP Snacks, can back this up with data, saying the health segment is growing at 33.6% year on year with increased demand for protein, fibre, portion control and calorie reduction.

“More than six in 10 shop-

pers want to see healthy snacking options at their local convenience store,” adds Neil Stewart, head of marketing for Cathedral City at Saputo Dairy UK.

“Snacking products typically see a seasonal summer uplift as consumers hunt out products that can be quickly packed into

an impromptu picnic.”

Planning ahead for the summer, Bart Dalla Mura, from Tysoe Village Stores in Warwickshire, says he will shortly be putting out a social media campaign to highlight his summer snacking range as more tourists, cyclists and campers come through his area.

With HFSS legislation having an impact on healthy snacking, it feels like now is the right time to invest time and money into this area, writes JOANNA TILLEY

Image credit: Getty Images/Julio Ricco

THINK DEMOGRAPHICS AND SPACE

SOUTHAMPTON-BASED Chapel

Riverside Spar owner Rishi Patel believes shop owners should consider demographics when working out the range of healthy snacks to offer.

Patel says his city-centre sites do much better with protein bars than his residential, lower demographic areas as the former see more younger

shoppers looking for functional snacks.

“Working professionals tend to be more health conscious than a retired person sat at home,” he says.

“Products such as Grenade bars index much better in the high density, prosperous areas because protein bars are expensive.”

Speaking to Retail Express, fellow retailer Dipak Shah says he’s noticed an increased number of customers asking for healthy snacking, and due to this, he will be expanding his range soon.

“There is limited space and that’s why we have found it hard to stock as many brands as we would like,” says Shah,

RETAILER

VIEW

owner of H & R News in Camberley, Surrey. “We need to work out the best flavours and look into getting a larger display area as there are lots of products on the market.”

Patel understands the pressure of space and advises retailers to find the biggest margins and the best brands and stock these.

Bart Dalla Mura, Tysoe Village Stores, Warwickshire

“THE health category has grown quite substantially in term of people wanting more healthy options. Graze and other brands are popular, but not all of them are necessarily healthy – they are often just not as fattening or sugar-free. However, the increase in healthy snacking hasn’t led to any decrease in demand for snacks such as chocolate or crisps. When the Pot Noodle entered the market, everyone was guessing where it would take sales from, and, in the end, it was nowhere. It just added to sales, and nothing diminished. This feels similar with healthy snacks, and there are definitely some people who won’t go near them – so sales do depend on demographics.”

TIME FOR MORE VARIETY

CRISP and chocolate brands are known for their endless launches and limited-editions, not to mention on-pack competitions and glitzy advertising campaigns. However, it is fair to say healthy brands are still playing catch-up in these areas. Health brands have often chosen to start tentatively with one or two lines before daring to branch out further.

Now that HFSS laws are in place, and more prominent positions are being given to healthy snacking, brands are getting braver when it comes

to more exotic flavours and limited-editions. This means customers more often than not have a wide range of options.

“Variety helps keep snacks exciting and appeal to a wider audience, while limited-edition flavours drive enthusiasm around the occasion,” says Conor Lowry, category controller for Pilgrim’s Food Masters. Jumping on this demand, brand Fridge Raiders has expanded its Chicken Bites range with Satay Chicken Bites and Pizza Chicken Bites. Meatfree Tasty Bites Smoky BBQ

caters to the flexitarian and meat-free market.

KP Nuts’ Flavour Kravers range is also bringing substantial innovation to the segment with Flame Grilled Steak, Smokin’ Paprika and Sour Cream & Chive all looking to ignite interest from young customers to drive sales, with this demographic overindexing in bold flavours. With sales for the jerky and biltong meat snacks category growing at 41% value, Jack Link’s Beef Jerky has Sweet, Hot and Teriyaki flavours alongside its original flavour.

THE IMPACT OF HFSS

RETAILERS often report that they are not affected by HFSS regulations due to being too small to be subject to them. However, it is undeniable that the tightening on high fat, sugar and salt products is having a knock-on effect across the industry.

Big brands are working hard to ensure that a number of their lines are non-HFSS, and, by default, this is leading to more snacking brands in the health category.

For example, KP Snacks has already rolled out non-HFSS products across Tyrells, Pop-

chips, Hula Hoops Puft and Penn State.

Other brands are following suit, which means retailers now have a bigger choice of healthy snacks than ever before.

The government legislation could lead to losses in HFSS categories, with biscuit snacks predicted to be hit badly, said Alex Brassill, founder of Jnck Bakery, which makes low-sugar and low-fat baked goods.

“This will have an impact on merchandising and store positioning of products – with

PROTEIN IS THE WORD

ALTHOUGH cereal bars have been on the market for a while, there has been a boom in protein-related products more recently with protein bars, powders and drinks flooding the market.

Ambient protein meal snacking is one of the fastestgrowing categories in convenience and up by 27%, says Shaun Whelan, Jack Link’s convenience/wholesale and

out-of-home controller.

Customers are broadening their palate for healthy snacking with miniatures of cheese and meat often on the menu, a trend that has been boosted by the wide-ranging lunch meals deals offered in supermarkets and some convenience stores. When it comes to bite-sized treats, customers expect almost every form of food to be on offer.

prominent positions given to those that offer a healthier option,” says Brassill.

“Retailers can still promote the indulgence, though, with healthier sweet and savoury options positioned alongside each other.”

Although many health products have chosen an artisanal and natural design, Jnck Bakery aims to shake that up with modern and bright packaging with Brassill saying they create products that taste, feel and look like indulgent treats, as opposed to high-protein, gym products.

Top TIPS

Dedicate shelf space to chilled options

Create a dedicated space for snacks carrying a healthier positioning to help shoppers make a rapid product choice. This could include grab-and-go cheese snacks, meat snacks, hardboiled eggs, olives and veggies and dip packs.

Capitalise on impulse purchasing

Seventy-five per cent of consumers buy snacks on impulse. An easy-to-locate and clearly labelled food-togo fixture incorporating grab-and-go snack options will enable faster selection for shoppers.

Offer meal deals

A credible lunch solution might include prepacked sandwiches/wraps, salads, drinks and a range of sweet and savoury snacking solutions including traditional options as well as more nutritious choices such as fruit, nuts and dairy snacks.

Employ strong brand names

Stock household name brands that consumers know and love, to signpost the fixture and instil consumer trust, and stock top-selling SKUs to maximise sales.

Prepare for after-school snack occasion

Single-serve cheese snacks targeting lunchtime and after-school snacking should be located with other chilled food-to-go products, helping retailers create a convenient one-stop shop.

Saputo Dairy’s Allison Wallentin’s top five tips to making the most of snacking products

Become a Better Retailing

Club Member and access:

GET 30% OFF

Margin-boosting pricecomparison data

Exclusive supplier deals and discounts

Industry-leading insight and advice

Get started now by visiting bit.ly/3ldSDsB or scanning the QR code

Better margins, better ideas, better products. Better Retailing.

BRINGING UP BABYCARE SALES

FACTS & FIGURES

THE STATE OF THE CATEGORY

THE baby and toddler market has got tougher for neighbourhood stores since last year, says Matt Stanton, DCS Group’s head of insight, but get it right, and it’s still good business. Stanton quotes IRI and Nielsen data to March showing symbol and independent retailers’ sales of nappies, baby toiletries and baby milk

falling behind inflation, baby food holding steady, baby wipes just ahead, and children’s medicines up by more than half on a year ago.

Our troubled economy is impacting how consumers shop the categories, but baby and toddler care remains a major traffic builder and secondary purchase generator. Go-ahead

retailers are reaping the rewards by making their stores either the first port of call for distress purchases, or the regular ‘go-to’ for key items.

The retailers we spoke to are doing well with their baby and toddler care, but what they stock varies widely. Vrajesh Patel, at Londis Dagenham, has an extensive range, and it pays

dividends. “We have a Morrisons and two Asdas nearby, but people come to us because of our selection,” he says.

At Spar Weston in Bath, Somerset, Darshan Balendra’s range is confined to nappies and wipes, while Ushma Amin, at Londis North Cheam in Sutton, south London, only has baby wipes and medicines.

WHAT’S HAPPENING IN BABY FOOD?

“CONVENTIONAL baby food sales have declined,” says Matt Goddard, managing director at Organix, “but organic continues to be the biggest growth driver, accounting for more

than two-thirds (68%) of total baby food spend. Higher prices have driven category value growth, with multipack sales increasing. Baby finger foods and toddler snacks are still

the fastest-growing category, outperforming the market and generating 90% of growth.”

Patel is less convinced:

“People here are cutting back on organic baby food and going

for cheaper options because they see it as expensive. We’re also seeing increased demand for specialist products like halal baby food, but none of our wholesalers list it.”

Eighty-six per cent of full-time working families with young children plan their shopping in advance, and shop in stores they know stock their usual brands.

Babycare shoppers are driven by product quality, and many are brand loyal.

Less than half of young families’ extra spend is on the baby category. Attracting these shoppers will grow sales across stores’ whole ranges.

Parents make specific journeys to buy nappies, more than many other categories, and will visit a store they know has their usual product or brand in stock. When babycare shoppers can’t find their usual product, three in five will go elsewhere and take their entire basket with them.

Gen Z consumers in their mid-20s are now becoming parents. They are hyper-connected and tech-savvy, and live on social media, so retailers need to shout about their range and offers on different platforms.

With more parents of infants shopping locally for their children’s needs, retailers need to decide how to serve their customers most profitably, writes CHARLES SMITH

Insights from Matt Stanton, DCS Group

TOP TIPS

Top tips for baby and toddler merchandising

Not enough room for every baby and toddler category? Focus on the products that work in your store. Ushma Amin, at Londis North Cheam, just stocks baby wipes and medicines. “We sold nappies originally, but they didn’t shift,” she says. “Our core babycare products now are baby wipes, which we keep with the other wipes, and baby medicines, such as Calpol, which we keep behind the till with the other medicines. They’re distress purchases, and we’re the first port of call.”

Stock the brands shoppers recognise. “The main brands we stock are Ella’s Kitchen, Organix, Pampers, Johnson’s, Huggies and Calpol,” says Vrajesh Patel.

Merchandise products well. Patel has baby and toddler care at the back of the store, in a one-metre bay with seven shelves. Nappies are at the bottom, then wipes, then bathcare and babycare, and baby food is on the top. He keeps Calpol behind the counter with the medicines.

Keep up with the trends. The biggest development in nappies, says DCS’s Matt Stanton, is the shift from taped nappies to untaped, or ‘pants’. For smaller stores, taped nappies are still the core recommendation. Stores with more space should range pants alongside regular taped nappies.

RETAILER VIEW

Vrajesh Patel, Londis Dagenham, east London

“WE stock nappies, wipes, bath and babycare, baby food and medicines. The best way to make your store the local go-to for baby products is to offer an extended range, but the ones you stock need to perform, like the other categories.

“Here, people are cutting back on buying brands as they’re more expensive, so own-brand nappy sales, for instance, have grown in the past year. We’ve stopped selling powdered milk because the high price was making people steal it. We kept it behind the counter, but don’t stock it now.

“Another reason local retailers aren’t expanding their baby and toddler offer is that wholesalers aren’t getting the products in because the sales are quite low, so they don’t keep them in the warehouse.

“There is a specialist supplier that covers the full range, but its minimum order is £2,000, which isn’t worthwhile for us.”

babycare LAUNCHES

Organix has added three new products to its Organix Kids toddler snacking range

Organix Strawberry & Apple Puffcorn is for children from 12 months. They are baked, not fried, with no hard kernels, and nothing artificial.

Pic-Nix combines organic fruit and vegetables in Plum & Carrot and Plum & Tomato.

Organix Kids Crunchy Waves are nutritious snacks for lunch boxes.

RECRUITMENT

The RETAIL EXPRESS team finds out how retailers are finding staff members for their stores

1Arjun Patel, Premier Cavendish Square, Swindon, Wiltshire

“WE’VE been lucky when it comes to recruitment. We’ve got a smaller shop, but we had a sponsorship licence where we sponsor someone to manage the store.

“Generally for us, it’s all about referrals. Someone works at our store and wanted more money, so we referred them to my mum’s Subway store. Now that person has a vested interest in doing their job right because we’ve helped them achieve what they wanted. It also saves money on using recruiters and recruitment websites. And you’ve already got a reliable reference right there in front of you. If I recommend someone to someone else, that person is a re�lection of me. I’m not going to refer someone who’s lazy or bad at their job.

“We look on indeed.com as well, but the quality isn’t always great. Some people will be applying for a manager’s role straight out of college.”

“IT all depends on the situation, what staff retailers need and for what hours. I have got a mixture of ages of my staff – I have someone in their 60s who’s been me with for 15 years, some people who are in their late 40s, others in their late 20s and a couple of part-time students.

“Because I also recruit paperboys and girls, I can have them start at 13 and look at what potential they’ve got, and then, if they’re good, when they’re 16 I’ll give them a few hours at the weekend stocking shelves and then slowly build them up. That way I don’t need to go looking for other people to recruit, but I also have that �lexibility because they’re part-timers.

“I wouldn’t recruit 18-to-20-year-olds for full-time roles because they like to go out on Friday nights and have their freedom, but I would certainly get them for part-time roles because you’ve got that �lexibility with them.”

3

“INDEED.COM generates hundreds of candidates and it takes a long time to wade through all of them and weed out the potential good candidates. So, if you want to generate a volume of candidates, it’s very good. You can see their CVs and I can decide who to ring for a phone interview. After that, I’ll understand who to bring in for a face-to-face interview. I thought of doing video calls, but I didn’t do it because it might make people nervous. The phone call is less intrusive. When my last advert went up in May, I had 146 applicants.

“I’m really looking for the willingness to learn. It’s about having the right attitude because I know I can train all the skills they need for the job, but what I can’t instil in people is the attitude and the willingness to work and learn from mistakes. I also look for people who’ll �it into the family culture that we have in the business as well.”

In the next issue, the Retail Express team finds out how retailers are sourcing and ranging new products. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk

Muntazir Dipoti, Todmorden News Centre, West Yorkshire

Dee Goberdhan, Albany Road Post Office, Cardiff

We’ve tried recruiting in the past, but we can’t get reliable staff. It’s very challenging. What do other retailers do? – Akruti Kataria, Londis Littlehampton, East Sussex