Retail Express: 12 February 2019 by BetterRetailing

WHY GET INVOLVED IN COMMUNITY CLEAN-UPS? Coca-Cola’s Gary Black reveals how recycling can help boost your business P7 2019 12-25 FEBRUARY betterretailing.com

ls Swipe right for General Mills unvei Boost Red Berry Fibre One singles for you’ snacking is launching ‘better are the ideal impulse GENERAL Mills a Fudge ranges, Fibre One Chocolate Peanut buy for shoppers wantingit’s One option, whether Brownie and Fibre single-bar healthier meals, in the early Butter Popcorn in time. Both between or after dinner.” formats for the first afternoon 59p. bars have an RRP of manKat Jones, marketingsnackand ager for ice cream said: “The ing at General Mills, up £23m, brand is now worth new sinOur 93% on last year. for congle format, designed retailers’ venience

BOOST has launched Red new Boost Energy time Berry 250ml in Day, for Valentine’s priceavailable in a 49p marked pack. be The brand will datpartnering with give to ing app Tinder chance consumers the to win dates, including celebrity a meal where will host Vicky Pattinson by act as a wing woman through talking to daters an earpiece. be givBoost will also to chance a ing consumers try Red Berry beforehand, campaign with a sampling Valenin Glasgow during tine’s week.

ors t Dairy Crest spons Unilever cracks coconu ITV family quiz show trend with Surf launch

12-25 FEBRUARY 2019 STRICTLY FOR TRADE USERS ONLY

it to be a real hit a co- expecting UNILEVER is adding to its with consumers.” conut-scented variety liquid Surf range, in powder, and capsule formats.10- wash Surf Coconut Bliss at an capsules are available Coconut RRP of £2.49, Surf an RRP at Bliss 25-wash liquid Coconut of £5.50 and Surf an at Bliss 40-wash powder RRP of £5. folThe latest additionCrush, lows Surf’s Caribbeanin 2018. which was launched vice Cleland, Gemma at president for homecare co“The Unilever, said: has been conut trend care, huge in personal time was so we felt it a laundry to capture it in people to bottle, allowing We’re enjoy it all year round.

for “Particularly exciting to brand, year is the chance DAIRY Crest’s cheese be spon- us this our new grab-andCathedral City, will Bar quiz show showcase soring ITV’s family Cathedral City Snack in Family as it go Britain’s Brightest range, which relaunched series. returns for its second cheese autumn last year. are a Nigel Marchant, “Cheese snacks at Dairy new category enmarketing controller excited to relativelyfood to go, but one in Crest, said: “We’re partnership trant has great potenbe resuming our over we believe with ITV which achievedCathe- tial. This is a great opportuof for 216 million views reaching nity to drive awareness dral City in 2018, the range.” 32% of the UK population.

Bebeto announces Thatchers Cider grabs reduced-sugar treats primetime sport conIN response to growing as TV shows infor healthnew Cup, as well of Thrones and sumer demand Game THATCHERS Cider’s ier options, confectionery will air cluding Off. is planning to television advert Septem- The Great British Bake in cin- brand Bebeto new products from now until It will also be shown launch three year’s top and August. less sugar. ber, during this emas during July head of with 30% new sporting events. Yvonne Flannery, The products in the the adat Thatchers Cider, reduced-sugar line comprise Major events when feaduring in- brands Laces 30% Less “The new campaign vert will be shown Rugby, The said: cameos from Martin Rainbow 30% clude Six Nations Strawberry Laces tures Sugar, Grand ciderStrawberry and our chief Grand National, Monaco Less Sugar and Cup and Thatcher Johnson.” Sugar, with Prix, Cricket World Pencils 30% Less World maker, Richard from 39p to the Women’s Football the RRPs ranging £1 each. managing Stuart Johnston, Gida, said: director at Kervan our catsure make to “In order of healthier egories have plenty three options, we’re launching fruit higher with products new containing content as well as our cur30% less sugar than ” rent bestselling range.

Gary Black

Sales director for wholesale and convenience

n Coca-Cola Europea Partners’ Gary Black should explains why you ity take part in commun clean-up initiatives

awareness of for retailers to raise Q: Why is it important in community clean-ups? part communities recycling and take are central to the Thousands of retailersa huge role in raising the awareness play responsibly and they serve and can disposing of waste life, a huge 30 of recycling. While a part of everyday recycling has become is still collected from the streets each litter providing on-themillion tonnes of 48% of local authorities consumers year and with only it’s up to local businesses, go recycling facilities, make a difference. to help have a bold and communities Partners (CCEP), we that more is European so At Coca-Cola 100% of our packagingincludes ensuring ambition to recover which ends up as litter, in our products. recycled and none collected and reused more plastic can be happen by working together with only We are using We know this can and communities. our customers, shoppersto encourage consumers to recycle. the power of our brands‘Please recycle me’ caps across our and noticed that You may have seen of the Coca-Cola range, message. We also our 500ml bottles include a recycling our TV adverts now the Great British Spring as such schemes we first support clean-up Britain Tidy, an organisation want to take this one Clean run by Keep ago. This year, we to join us. supported 54 years our trade customers a step further and encourageof their communities and have hubs The Great British Many retailers are with their customers. presents a unique relationship launches on 22 March, members of with Spring Clean, which retailers to engage shoppers in their be real opportunity for many of whom will to their their communities, and make a real difference stores, to host a clean-up will be doing the same up and local area. CCEP colleagues interested in down the country. of retailers who are To support the efforts the free downloadable ‘Guide created sustainability taking part, we’ve Clean-Up’ on the ub.co.uk, as to Hosting a Community website, cokecustomerhretailers can that section of our trade promotional poster well as an editable put up in stores.

PO BANKING: ‘NOT PROFITABLE’

Bank closures leave subpostmasters struggling with ‘unsustainable’ margins P3

SALES INCREASE

WINNING BIG WITH PROTEIN

‘WE SUCCEED WITH LESS STOCK’

Retailers boost sales by 40% using Scottish Grocers’ Federation’s food-to-go grants

Find out how every retailer can capitalise on this key food and drink trend

Jodi Pritchard explains how being ‘ruthless’ has helped her drive sales across her shop

P20

BACK PAGE

our say

Chris Dillon, editor - insight

Are you ready for the rise of the ‘groceraunts’?

The five biggest stories this fortnight 01

SGF grant boosts 62 stores’ food-to-go sales by 40%

ALEX YAU AT the end of January, I had the privilege to go on an overnight visit to some of the best convenience stores in Ireland. As some RN readers may already know, we’re releasing a complete guide to food to go in March, and this visit was a great opportunity to see what the future could be like for stores in the UK. For me, a Spar in the centre of Dublin was the highlight of the visit. The boss called it a ‘lifestyle store’ – a 5,000sq ft unit with a range of franchises, such as Subway, a Spar Deli, an Insomnia coffee counter and new healthier option – The Pitta Project. It was there that I also came into contact with a marketing buzzword ARE YOU A that completely floored me. C-STORE THAT “The next step for our foodservice convenience stores is DABBLES IN to become ‘groceraunts’,” he said. “These stores have more than 50% FOOD TO GO, of sales from fresh food OR A FOOD and there’s no distinctions DESTINATION? between the offers. The two are mangled together.” And while I can’t quite yet bring myself to write the word ‘groceraunt’ without taking it out of quotation marks, I do think it hits on a very real concept. Are you a convenience store that dabbles in food to go? Or are you a food destination? The profits are massive if you can be the latter, and we’ll be getting inside this remarkable store in the next volume of our Retail Success Handbook – out March 8. FOR MORE OPINION, GO TO PAGE 10 @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 writer Priyanka Jethwa @priyanka_NT 020 7689 3355

Reporter Alex Yau @AlexYau_NT 020 7689 3358

Production editor Ryan Cooper 020 7689 3354

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

Sales support executive Michela Marino 020 7689 3382

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

RETAILERS supported by the Scottish Grocers’ Federation’s (SGF) Retailer Food to Go Grant boosted their weekly sales by an average of 40%. The £250,000 fund was distributed to help 62 retailers improve their food-to-go range last year. Successful applicants were chosen for their commitment to stocking more locallysourced and fresh products. The SGF provided the support on a match-fund basis, capped at £7,500 per retailer. A survey by sister publication RN found successful applicants increased their weekly food-to-go sales by 30-40% with the fund’s help. Dennis Williams, of Premier Broadway Convenience in Oxgangs, received £1,237 and visited stores across the UK to support his application. “I visited a Spar in England, that was doing food to go well, and I took inspiration from its chilled range. I �itted a new chiller for local products such as pasta pots and yoghurt. My food-to-go sales increased by 30% week on week to £2,200,” he said.

Retailers Mohammed Ali and Stuart Mitchell, meanwhile, were able to boost their annual sales by 17%

KeyStore, Premier, Costcutter, Spar, Day-Today, Loco, Bestone, Lifestyle Express, U Save and unaf�iliated retailers.

SGF chief executive Paul Cheema

Facebook aids illicit

RESEARCH has revealed that Facebook is continuing to aid in the sale of illicit tobacco in the UK. A one-hour search of the site’s online marketplace, regional selling pages and individual pro�iles uncovered 100 active illicit sellers. Retailers told sister publication RN that the company

after adding fresh and �lavoured coffee to their range. The 62 recipients consisted of Nisa,

refused to take down posts by sellers, even when tipped off to the problem. “I always report to Facebook, but they ignore it,” said one newsagent. The average prices on Facebook were 50g RYO for £11.48 and packs of cigarettes for £4.85.

Bestway ‘presell’ launch

BESTWAY Wholesale is to give unaf�iliated customers early ordering on promotions to recognise them as a vital part of its business. Managing director Dawood Pervez said the wholesaler launched a ‘presell’ service in November that helps retailers

improve stock management by providing promotional information one month in advance. For the full interview, go to betterRetailing. com/bestwaydawood-pervez

Head of design Anne-Claire Pickard 020 7689 3391

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

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New CTN fascia

SIMPLY Fresh has made its Little Fresh franchise available to independent retailers following ‘phenomenal success’ with �ive companyowned stores. This brings trends such as food-to-go and vegan products to CTNs with an average

�loor size of 300sq ft. Existing sites are based on university and hospital campuses in areas including Pembrokeshire, Milton Keynes, Dartford and Dorset. The symbol group plans to open 10 additional Little Fresh stores with independents this year.

Merger decision delayed

THE Competition and Markets Authority’s (CMA) deadline to give its decision on the Sainsbury’s-Asda merger has been delayed by two months to the end of April. The ruling published by the Competition Appeal Tribunal last month argued the origi-

nal deadline would result in “a very stretching timetable”. A statement said: “The extension is recognised to be necessary. The CMA had produced indicative timelines that would leave insuf�icient time later on for proper consultation.”

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12-25 FEBRUARY 2019 betterRetailing.com

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

PO admits banking services are ‘not profitable’ MEGAN HUMPHREY THE Post Of�ice (PO) admitted its banking services are “not pro�itable” as its retailers struggle with increased demand for deposit services due to bank branch closures. Addressing politicians at a Treasury Select Committee, PO banking director Martin Kearsley said: “If you put the entire cost of supporting our cash infrastructure related to the banking agreement that we’ve got, it is not pro�itable.” He added that the company

is attempting to renegotiate its agreements with the major banks. The news comes as retailers, trade organisations and politicians complain of “completely unsustainable” margins that earn subpostmasters just £2 per hour. Consumer association Which reports 3,314 branch closures across the UK since 2015, at a rate of more than 60 a month. And 140 more closures have just been announced by Santander. Robin Stamp, from Brooke Post Of�ice in Norwich, told

Retail Express: “This puts a big question mark above the head of the people running Post Of�ice Ltd. They have negotiated the contract very poorly. If they can’t make a pro�it from it, you can imagine what the commission is like for subpostmasters.” For handling a £1,000 business cash deposit in one of its branches, Santander charges business customers £7, but PO retailers receive between 24p and 35p from the PO for the same transaction. Kearsley told Retail Express: “These services bring

in revenue and footfall for our branches which bene�its everyone in the local community. However, with the signi�icant increase in volume in the past few years as banks have closed their branches,

our infrastructure costs to support the services – including cash logistics – have increased signi�icantly, and it is this cost that we are in discussion with the banks to fully support.”

GOOD WEEK PAYPOINT: PayPoint has announced more than 12,000 stores are now using its PayPoint One platform. This means over two-thirds of PayPoint’s independent retailers have converted to the new platform that launched in 2016. Its legacy yellow terminal will be retired, starting in December 2019. BOOKER: Motor Fuel Group is to convert 110 of its Spar sites to Booker fascias following an expansion of its existing supply agreement with the wholesaler. The deal will rebrand the Spar sites to either Londis or Budgens fascias. Booker will be responsible for supplying MFG’s 925 sites as part of the agreement first established in 2016. Read more at betterRetailing.com/ spar-loses-sites-booker

BAD WEEK

ILLICIT TRADE

For the full story, go to betterRetailing.com/ facebook-still-aidinguks-illicit-tobacco-trade

To what extent are illegal tobacco sellers using Facebook?

£4.85

1/3

of posts are online for more than a week

40%

100

of sellers use real individual accounts

active illicit sellers found in one-hour

express yourself “I received £1,000 from the SGF when I applied and the funding was invested in a bean-to-cup coffee machine. I didn’t want to invest too heavily in an area which I wasn’t sure would work, but the coffee machine was a sensible enough investment. Coffee is a major trend which is popular with all types of customers, such as parents and construction workers. My annual sales have increased by 17% as a result.” Mohammed Ali, Nisa Local Collydean, Glenrothes

The average price of an illicit pack of cigarettes online

UNITAS: Wholesaler Fairway Foodservice left Unitas Wholesale group in order to give customers better product sourcing. Fairway Foodservice chief executive Chris Binge said: “We did not make this decision lightly, but we have to do what we believe is best to give our members the best foodservice product sourcing options.” TOBACCO: Imperial Tobacco and JTI will only receive £66m of £207m secured credit owed to them by Palmer & Harvey (P&H), administrator PwC has confirmed. Although both will receive a share of the £66m payment by the end of December, PwC said other creditors were unlikely to receive the full amount of secured credit owed to them. Read more at betterRetailing.com/ tobacco-companies-lose-out

the column where you can make your voice heard

How has the Scottish Grocers’ Federation’s (SGF) Retailer Food To Go Grant helped you?

“My annual sales have increased by 17% as a result of being given £4,635 by the SGF to invest into my food-to-go range. The investment was used to extend my chilled food cabinet to add a range of new products such as cakes, pastries and flavoured coffees. The flavoured coffees have been particularly popular because customers can just grab them and have them while on the go. They also provide something a bit different to the traditional coffees.” Stuart Mitchell, Mitchell’s Costcutter, Newburgh

“I received £7,000 to invest in developing a new food-to-go offering for my customers for the first time. I had supported my application by visiting and learning from retailers such as Mo Razzaq. His dessert bar at his Family Shopper in Blantyre impressed me and I took this as an influence. I’m already generating between £400 and £800 per week from food-togo sales. Retailers should add a product not available from competitors to stand out.” Ferhan Ashiq, Day Today Ashiqs, Prestonpans

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

Ferhan Ashiq

NEWS

12-25 FEBRUARY 2019 betterRetailing.com

North-south shoplifting divide revealed ALEX YAU REGIONS of England and Wales already heavily affected by shoplifting are still experiencing surges in reported offences, despite an overall 1% decline in incidents across the two nations. The latest Office for National Statistics (ONS) figures for the year ending September 2018 revealed 378,656 shop-

lifting instances. Cleveland, in north-east England, suffered the highest crime rate per 1,000 residents with a 16% rise from 13.1 to 15.3 instances. The area has held the top spot for the past three years. The next four worst areas for shoplifting were Humberside with 11.1 crimes per 1,000 (16% increase), the north east with 10.3 crimes (5% increase), Northumbria with 9.7 crimes (2% decrease)

and Nottinghamshire with 9.5 crimes (17% increase). Typically, areas in the north experienced the highest levels of shoplifting and the largest rises, while areas in the south experienced year-on-year drops in offences and also had the lowest offences per 1,000 residents. Shoplifting across Sussex, Norfolk, Devon and Cornwall, and Surrey dropped by 7% on average. The reported crime stats

also show a gulf between what is reported and what takes place. The reported offences in the latest release account for just 7.43% of the shoplifting incidents retailers experience, based on the Home Office’s 2017 Commercial Victimisation Survey. NFRN national president Mike Mitchelson said: “The regional increases show that shoplifting is still a serious issue in locations where

policing efforts have been stripped back.” “The issue can only be tack-

led if retailers report any instances of shoplifting to the police,” he added.

Business rates inquiry criticises gov’t policy

Join over

THE Treasury Committee has launched an inquiry into business rates to determine the impact of government policy. Rates experts Colliers International said it welcomed the move with caution. John Webber, head of business rates, explained: “Any review that tries to stem the current carnage on the

12,000 retailers now live with PayPoint One

high street is welcome. “In many ways it is too late for many of the hundreds of store closures and thousands of jobs lost that we have already seen – and this pattern will only continue until something drastic is done quickly. “The system needs action now. This is an admission by the government that what it has been doing has failed.”

PRODUCT SHRINK DRIVES OWN LABEL

SHRINKING product sizes in core convenience categories is driving shoppers to buy own label rather than branded products, according to retailers. Statistics from the Office for National Statistics show confectionery, fish, fruit, household

and meat lines are the most frequently affected. Tony Mallaban, from Premier Avon Gold Supermarket in Bristol, said: “£1 sharing bags are too small, which has played into the hands of own-label confectionery, which can sell two bags for £1.”

Energy-friendly chillers save stores thousands

Fastest growing EPoS platform across the UK Visit paypoint.one to find out more Retail Express - 12,000 PP1.indd 1

04/02/2019 10:59:00

RETAILERS have saved up to £10,000 on their annual electricity bills after switching to more energy-efficient chillers to accommodate increased demand for chilled and fresh. Raj Aggarwal spent £30,000 to modify 25 metres of chillers in his 3,000sq ft Sheffield Spar Hackenthorpe three years ago. Adding new fans, hinged doors and lighting led to monthly electricity savings of £900. “My initial expense has been paid off now,” he said. Similarly,

Ramsey Hasaballa switched to closed upright chillers in his 2,100sq ft Premier in Liverpool. “I needed more chilled space to cater to the demand for fresh and chilled, but wanted to keep my costs as low as possible. I’ve saved £150 per month with the changes.” Hasaballa confirmed that switching to closed chillers had not impacted his sales. Demand for more energy-efficient chillers has increased at chiller manufacturer Pastorfrigor.

PRODUCTS

Imperial Tobacco raises RRPs as value brands increase share PRIYANKA JETHWA IMPERIAL Tobacco has increased the RRP across its cigarettes, rolling tobacco (RYO), pipes and cigars. The wholesale prices charged to retailers are also likely to increase, as the manufacturer raised the prices paid by wholesalers for orders placed from 4 February. Prices for papers, tips, rolling machines, tubes, lighters and snuff will remain unchanged. In 20s cigarettes, all of Imperial’s brands have increased by 35p. Across its RYO brands, 30g packets have increased

by 50p, and 50g packets by 80p. In cigars, Castella Classic �ive-pack, Panama Thin Panatellas �ive-pack and King Edward Coronets �ive-pack have increased by 20p, and Castella Panatellas �ive-pack by 40p. Across the tobacco market, there has been a shift toward value-for-money brands, with both JTI and Imperial releasing new value lines last year. Last week, Imperial launched its L&B Blue Bright Air Filter with an RRP of £8.70. Futhermore, in June 2018, it also launched JPS Player’s

Superkings Crushball and L&B Blue Superkings Ice Crushball with an RRP of £8 each. In August 2018, JTI

launched Kensitas Club, with a £10.90 RRP for a 30g pouch. Two months later, it reduced this and its other 30g RYO brand RRPs by 40p.

Flip for Nutella’s new pancake campaign FERRERO is returning with Nutella’s ‘Pancakes love Nutella’ campaign to celebrate Pancake Day 2019. With a £1.9m media investment, the campaign aims to drive sales up to and on the day itself, which falls on 5 March. Special-edition jars of Nutella are also returning, featuring an updated text to link the product to the event and capture further interest. Levi Boorer, customer development director at Ferrero, said: “Our Pancake Day campaign aims to help retailers tap into this occasion. “With Nutella continuing to grow and now worth £69m, Pancake Day represents a key opportunity to boost sales as,

for many consumers, Nutella is synonymous with the occasion.”

Make your haircare sales shine

Petits Filous aligns A new sensation of with gov’t programme flavour from Walkers

UNILEVER has launched Tresemmé Colour Shineplex, a range of shampoos, conditioners, masks and serums designed for coloured hair. The shampoo and conditioner are available in a 400ml bottle with an RRP of £4.99, with the shine lock serum available in a 50ml format with an RRP of £6.10. Formulated with camellia oil, the new range taps into the shopper trend for gentler and milder haircare that is sulphate-free. The launch will be supported with an £8m marketing investment and a TV advert to drive awareness of the launch.

YOPLAIT’S new campaign for Petits Filous, ‘Play free’, will focus on the government’s Change4Life initiative, which encourages parents to choose healthier options. The Change4Life ‘Sugar swaps’ campaign will encourage families to cut back on sugar by making a few swaps to everyday food and drink, such as looking for low-sugar yoghurts. A TV advert went live on 4 February, with the pots featuring a new ‘Good choice’ badge. The advert will highlight Petits Filous fromage frais

Vype ePen 3 wins Product of the Year

Fall for Absolut Drop Cadbury’s new promo of Love this February is stuff of legends

BRITISH American Tobacco’s (BAT) latest nextgeneration product, Vype ePen 3, has won a Product of the Year award in the ecigarette category. Vype is BAT’s �lagship vapour brand and is part of its portfolio of potentially reduced-risk products. Elly Criticou, vapour category

director at BAT, said: “In ePen 3 we’ve combined the power of open systems with the style and convenience of compact closed systems, making it our most satisfying vaping device yet. The ePen 3 has a range of six device colours, 16 �lavours, four nicotine strengths, including nicotine salts, so there is an offer to satisfy every vaper.”

PERNOD Ricard has launched a limited-edition bottle of Absolut in time for Valentine’s Day, Drop of Love, with an RRP of £19.45. The launch will be supported by a 20-second advert that will be shown on TV and video-on-demand, including Channel 4, Sky and ITV2. This will be reinforced by a campaign in partnership with LGBT+ charity Stonewall, which will encourage people to sign up and pledge to become an ally to the LGBT+ community. Chris Richards, head of marketing at Pernod Ricard, said: “This campaign celebrates the brand’s belief of building a more open

as a better choice for children, and shelf barkers and gondola ends will be available to retailers. Rahul Gursahani, marketing manager at Yoplait, said: “We’re building on our original ‘Play free’ campaign and are supporting Change4Life this year to help shoppers locate low-sugar options in store.”

world and using creativity to drive positive change.”

PEPSICO is expanding its Walkers range with two new �lavours, BBQ Pulled Pork and Spicy Sriracha. The �lavours will be available throughout 2019, across multipack and single formats, and will be supported by a TV and digital marketing campaign featuring brand ambassador Gary Lineker. PoS will

MONDELEZ is back with its Premier League Cadbury Legends promotion that offers shoppers a chance to win football-themed prizes when they purchase a Cadbury Dairy Milk bar. To be in with a chance of winning, shoppers need to purchase a Cadbury Dairy Milk single or tablet (Dairy Milk, Dairy Milk Caramel, Dairy Milk Fruit & Nut or Dairy Milk Whole Nut), then visit cadburylegends.com and scan the logo. Prizes include a chance to meet football legends such as Thierry Henry (right), Jamie Redknapp and Gary Neville, as well as Premier League match tickets. The promotion will be supported by a £1.1m campaign,

also be available to retailers. Andy Hawkswell, marketing manager for Walkers at PepsiCo, said: “With Sriracha sauce sales growing 8% year on year, these new �lavours will help retailers capitalise on this growing opportunity. We are very proud of these new �lavours and expect strong sales.”

including an outdoor advertisement and PoS for retailers. Lyndsey Homer, brand manager for Cadbury Dairy Milk, said: “The campaign is focused on our core Cadbury Dairy Milk range, and last year it drove signi�icant sales with nine bars sold per minute during the promotional period.”

12-25 FEBRUARY 2019 betterretailing.com

General Mills unveils Swipe right for Fibre One singles Boost Red Berry GENERAL Mills is launching Fibre One Chocolate Fudge Brownie and Fibre One Peanut Butter Popcorn in single-bar formats for the �irst time. Both bars have an RRP of 59p. Kat Jones, marketing manager for ice cream and snacking at General Mills, said: “The brand is now worth £23m, up 93% on last year. Our new single format, designed for convenience retailers’

‘better for you’ snacking ranges, are the ideal impulse buy for shoppers wanting a healthier option, whether it’s between meals, in the early afternoon or after dinner.”

BOOST has launched new Boost Energy Red Berry 250ml in time for Valentine’s Day, available in a 49p pricemarked pack. The brand will be partnering with dating app Tinder to give consumers the chance to win dates, including a meal where celebrity host Vicky Pattinson will act as a wing woman by talking to daters through an earpiece. Boost will also be giving consumers a chance to try Red Berry beforehand, with a sampling campaign in Glasgow during Valentine’s week.

Gary Black

Unilever cracks coconut Dairy Crest sponsors trend with Surf launch ITV family quiz show UNILEVER is adding a coconut-scented variety to its Surf range, in powder, liquid and capsule formats. Surf Coconut Bliss 10- wash capsules are available at an RRP of £2.49, Surf Coconut Bliss 25-wash liquid at an RRP of £5.50 and Surf Coconut Bliss 40-wash powder at an RRP of £5. The latest addition follows Surf’s Caribbean Crush, which was launched in 2018. Gemma Cleland, vice president for homecare at Unilever, said: “The coconut trend has been huge in personal care, so we felt it was time to capture it in a laundry bottle, allowing people to enjoy it all year round. We’re

expecting it to be a real hit with consumers.”

DAIRY Crest’s cheese brand, Cathedral City, will be sponsoring ITV’s family quiz show Britain’s Brightest Family as it returns for its second series. Nigel Marchant, cheese marketing controller at Dairy Crest, said: “We’re excited to be resuming our partnership with ITV which achieved over 216 million views for Cathedral City in 2018, reaching 32% of the UK population.

“Particularly exciting for us this year is the chance to showcase our new grab-andgo Cathedral City Snack Bar range, which relaunched in autumn last year. “Cheese snacks are a relatively new category entrant in food to go, but one we believe has great potential. This is a great opportunity to drive awareness of the range.”

Thatchers Cider grabs Bebeto announces primetime sport reduced-sugar treats THATCHERS Cider’s new television advert will air from now until September, during this year’s top sporting events. Major events when the advert will be shown during include Six Nations Rugby, The Grand National, Monaco Grand Prix, Cricket World Cup and the Women’s Football World

Cup, as well as TV shows including Game of Thrones and The Great British Bake Off. It will also be shown in cinemas during July and August. Yvonne Flannery, head of brands at Thatchers Cider, said: “The new campaign features cameos from Martin Thatcher and our chief cidermaker, Richard Johnson.”

IN response to growing consumer demand for healthier options, confectionery brand Bebeto is planning to launch three new products with 30% less sugar. The products in the new reduced-sugar line comprise Rainbow Laces 30% Less Sugar, Strawberry Laces 30% Less Sugar and Strawberry Pencils 30% Less Sugar, with the RRPs ranging from 39p to £1 each. Stuart Johnston, managing director at Kervan Gida, said: “In order to make sure our categories have plenty of healthier options, we’re launching three new products with higher fruit content as well as containing 30% less sugar than our current bestselling range.”

Sales director for wholesale and convenience

Coca-Cola European Partners’ Gary Black explains why you should take part in community clean-up initiatives Q: Why is it important for retailers to raise awareness of recycling and take part in community clean-ups? Thousands of retailers are central to the communities they serve and can play a huge role in raising the awareness of recycling. While disposing of waste responsibly and recycling has become a part of everyday life, a huge 30 million tonnes of litter is still collected from the streets each year and with only 48% of local authorities providing on-thego recycling facilities, it’s up to local businesses, consumers and communities to help make a difference. At Coca-Cola European Partners (CCEP), we have a bold ambition to recover 100% of our packaging so that more is recycled and none ends up as litter, which includes ensuring more plastic can be collected and reused in our products. We know this can only happen by working together with our customers, shoppers and communities. We are using the power of our brands to encourage consumers to recycle. You may have seen our ‘Please recycle me’ caps across our 500ml bottles of the Coca-Cola range, and noticed that our TV adverts now include a recycling message. We also support clean-up schemes such as the Great British Spring Clean run by Keep Britain Tidy, an organisation we first supported 54 years ago. This year, we want to take this one step further and encourage our trade customers to join us. Many retailers are hubs of their communities and have a unique relationship with their customers. The Great British Spring Clean, which launches on 22 March, presents a real opportunity for retailers to engage with members of their communities, many of whom will be shoppers in their stores, to host a clean-up and make a real difference to their local area. CCEP colleagues will be doing the same up and down the country. To support the efforts of retailers who are interested in taking part, we’ve created the free downloadable ‘Guide to Hosting a Community Clean-Up’ on the sustainability section of our trade website, cokecustomerhub.co.uk, as well as an editable promotional poster that retailers can put up in stores.

PRODUCTS

Healthier groceries win big at 2019 Product of the Year awards PRIYANKA JETHWA HEALTH and wellbeing will remain shoppers’ top priority this year, with 10,399 consumers having selected healthier versions of food and drink to win a Product of the Year 2019 award. Healthier food and drink products won across more than 50 categories, emphasising the growing popularity and demand for products that support a better lifestyle, a trend independent retailers must invest in this year to increase sales. Products that won included Halo Top Ice Cream, which

won overall in the desserts category, while Mr Kipling Reduced Sugar Fruit Slices won in the kids’ food and drink category. Other categories to see an in�lux of healthier products this year included pasta sauce, with winner Dolmio Veggie Goodness Sauce Pouches, and cereal category winner Kellogg’s with its plant-based WK Kellogg range. Meanwhile, Volvic Touch of Fruit Sugar Free drink won in the �lavoured water category and Tropicana Essentials won the healthy drink category. Robinsons Fruit Creations

won the soft drink category overall, with its no-addedsugar squash range, with the

winners of the cold tea category being Coca-Cola with Fuze Tea.

Cooking a dish with the Topless Baker WESSANEN’S new social media campaign for Mrs Crimble’s will partner with social media celebrity the Topless Baker to introduce more shoppers to free-from goods. Through his ‘Topless Baker’ social media channels, Matt Adlard will share his creations with his followers and will create new recipes using Mrs Crimble’s baked products, including the brand’s bestselling Choc Macaroons. Information on how to recreate the recipes will be shared on the Topless Baker’s Instagram story, with a ‘swipe up’ option to take users to Mrs Crimble’s website. Caroline Mitchell, brand controller for Mrs Crimble’s

at Wessanen, said: “Free-from shouldn’t look or taste bland, which is what we are keen to show through the Topless Baker. “We want to use the reach of his followers and introduce them to our gluten-free products. While Mrs Crimble’s is ideal for those looking to avoid gluten for health reasons, this partnership will help to build awareness beyond our core consumers and appeal more widely to cake eaters.”

Super League partner Diageo announces Pladis extends its for Batchelors Peas 14% net sales increase McVitie’s Cake portfolio BATCHELORS Peas has renewed its partnership with the Betfred Super League for the fourth consecutive year. The brand will continue to build on its previous Super League partnerships to drive category awareness through a campaign spanning radio, digital and social

activity, and an on-pack promotion across its mushy and marrowfat peas. The brand will feature in all Betfred Super League rugby matchday programmes, on pitch perimeter boards and on all of�icial competition interview backdrops at more than 180 games.

DIAGEO has announced a 14% net sales increase across its brands, including Guinness, Tanqueray, Gordon’s and Smirnoff, in its latest results. Dayalan Nayager, managing director at Diageo, said the gin category was continuing to grow, with Tanqueray and Gordon’s leading the category. “In beer, we are outperforming the category. Guinness delivered net sales growth of 6% and increased its market share, driven by Hop House 13 lager,” he said. In December, Guinness was announced as the new title sponsor of The Six Nations 2019, strengthening the Guinness brand’s position as one of rugby’s biggest supporters. Nayager continued: “Smirnoff

returned to growth with net sales increasing by 4%, cementing its position as the UK’s biggest spirits brand. “Johnnie Walker grew 6%, partially driven by the launch of the limited-edition White Walker by Johnnie Walker, in collaboration with HBO and Game of Thrones, which was released in the UK in October 2018.”

A very British flavour A high-fibre shot for for Fentimans drinks digestive health FENTIMANS is adding an Apple & Blackberry �lavour to its range of craft soft drinks, with an RRP of £1.25 for a 275ml bottle. The launch will be supported with an outdoor and digital marketing campaign. Andrew Jackson, marketing director at Fentimans, said the recent boom in craft drinks has created a new type of consumer, who expects new �lavours and premium quality options that go beyond ordinary carbonated drinks. “Apple & Blackberry provides the perfect advantage of these growing trends. We are con�ident that our latest �lavour combines the �lavour experience consumers are seeking, with a unique British twist,” he added.

DAIRY Crest has launched Promovita Daily Shots, a high-�ibre digestive supplement that is available in liquid sachets. Promovita is designed to help promote friendly bacteria in the gut, and is targeted at consumers who are looking to improve their digestive health in a convenient way. It is available at an RRP of £12.99 for a box containing 28x8g sachets.

Neil Stewart, marketing controller at Dairy Crest, said: “Promovita is a convenient way to help feed good gut bacteria and give us more of the dietary �ibre we need. "It comes in handy liquid sachets that can be taken anywhere at any point in the day to easily �it consumers’ daily routine, no matter how hectic.”

PLADIS has added three new products to its McVitie’s Cakes range: Moments White Choc & Raspberry Crunch, Club Honeycomb Cake Crunchies and Hobnobs Peanut Butter Fudge Flapjack. The cakes are available to convenience retailers, with an RRP between £1.65 and £1.70. Both the Club Honeycomb Cake Crunchies and the Hobnobs Peanut Butter Flapjacks are individually wrapped and available in a �ive-pack. The Moments White Choc & Raspberry Crunch is available in a four-pack. Claire Hooper, head of marketing for McVitie’s Cake at Pladis, said: ‘‘The new products are each ex-

pected to achieve retail sales over £1m in the �irst year.”

St Peter’s wins big with Without beers ST PETER’S Brewery has revealed a 102% year-on-year increase for its alcohol-free beer brand, Without. St Peter’s Without is available in three varieties, including Original, Gold and Organic, and now represents 29% of the brewery’s total volume. John Hadingham, managing director at St Peter’s, said the supplier launched Without Original at a time when the alcohol-free market was just starting to �ind its feet, and this allowed it to gain a strong foot-hold in the category. According to Nielsen research, alcoholfree beer sales grew by

37% during 2018 to £51.8m. Hadingham continued: “There’s still huge potential for the alcohol-free drinks sector and it continues to be the fastest-growing segment of the drinks market.”

12-25 FEBRUARY 2019 betterRetailing.com

New format for Super Air Filter for Imperial Gato & Co pudding Bock lager Tobacco’s L&B brand pots go fully vegan commitment to innovation, and the needs of modern adult smokers looking for a combination of premium features and smoother smoking experience at a value price point.” Imperial’s overall share of the value for money sector currently stands at 46%.

SUPER Bock, a premium Portuguese lager, is now available in a single 660ml format, available to retailers in cases of 12. As a thriving category, world beer value sales are growing at 11% year on year. Deighton Ridge, commercial director at Brook�ield Drinks, said: “We have chosen a 660ml bottle, as this format has been highlighted in research as a key growth category for independent and convenience retailers to capitalise on premium world beer sales.” Super Bock lager is available in wholesalers across the UK, including Booker, Elbrook, Imperial and Parfetts, with an RRP of £2.25 per bottle.

IMPERIAL Tobacco has launched L&B Blue Bright Air Filter, available in King Size 20s with an RRP of £8.70. Bright Air Filter combines a recess in the �ilter tip with a �irmer �ilter structure. Madeleine Pearce, brand manager at Imperial Tobacco, said: “L&B Blue Bright Air Filter reinforces our

A first date with Dr Oetker Ristorante

Chill out with Lynx’s Have a cracking Easter with Otis muffins cool new fragrance

DR Oetker Ristorante is relaunching its partnership with Channel 4’s dating show, First Dates. The partnership is part of a multimillion-pound campaign that includes the brand returning to TV with themed brand advertising and special First Dates adverts. The collaboration began in October 2018 in line with the new series of First Dates, and since the beginning of the partnership, the brand has attracted more than 345,000 new shoppers. Josephine Skinner, senior brand manager at Dr Oetker, said: “The Ristorante brand aims to offer an authentic pizza for couples, perfect for a romantic date night. It’s

for this reason that we’ve launched our latest competition, offering people the chance to win their dream date night.” To enter, fans need to head to a Dr Oetker Ristorante First Dates website, where they have to submit what romance means to them and why they deserve to win a dream date night.

UNILEVER has launched new Lynx Ice Chill with an improved antibacteria formulation to help �ight body odour. The new fragrance will be launching across the brand’s entire portfolio, including body spray, antiperspirant and roll on, as well as a shower gel and foam, and has been designed to target the millennial generation. It will be supported by a £5m marketing investment, spanning TV, social and videoon-demand. The brand is also investing in content production through partnerships with Snapchat and Spotify.

GATO & Co is reformulating its Hot Chocolate & Coconut Brownie and Hot Salted Caramel Sticky Toffee Pudding to become fully vegan, and is launching a new Salted Caramel Chocolate Ganache Pot. The 80g pots are available at an RRP of £2 from wholesaler Marigold, and contain 50% less sugar compared with other pudding pots. The company's cofounder, Kim Lamza, said: “We've been working hard for the past year to make our range fully vegan, so everyone can enjoy our pudding pots.”

ARYZTA Food Solutions has launched a Cracked Egg Muf�in from its sweet bakery brand, Otis. The Otis Cracked Egg Muf�in (RRP £1.49) is supplied frozen, and features a chocolate chip muf�in with a vanilla cream centre, �inished with a white chocolate cream cracked egg decoration. Mary Byrne, trade marketing manager for retail at Aryzta, said demand for seasonal foods is growing, with Easter being a key period for retailers looking to drive bakery sales. “The new Otis Cracked Egg Muf�in is an indulgent treat for retailers looking to drive bakery sales in the run-up to Easter, and for consumers looking for something a little different

versus traditional Easter bakery items, such as hot cross buns,” she added. Turn to p11 to find out how to win £50-worth of stock

A Minion surprise with Kinder eggs

Eden Mill taps into Cadbury launches Valentine’s Day sales Finders Keepers promo

FERRERO has launched new special-edition Kinder Surprise eggs containing Minions toys that feature an ‘around the world’ theme. With seven toys up for grabs, the chocolate eggs will be supported with a £2m marketing investment. Levi Boorer, customer development director for Ferrero, said: “Minions has been the best-ever performing licence for Kinder Surprise to date. The range was �irst introduced in 2016 and surpassed expectations, driving value and volume growth of 30%.”

EDEN Mill, the Scottish gin and whisky distiller, has launched Love Gin Liqueur in time for Valentine’s Day. The liqueur is �irst in a new range and has a Turkish delight and raspberry ice cream �lavour. The liqueur is available in a glossed red bottle, embellished with subtle roses that highlight the sweet notes. Paul Miller, co-founder at Eden Mill, said: “We are excited to release our new Love Gin Liqueur and believe it will be a bottle that customers can enjoy all year round – not just on Valentine’s Day. “The liqueur can be enjoyed neat, or over ice served with premium tonic.”

MONDELEZ is returning with its on-pack promotion for Cadbury Dairy Milk Fingers, as part of the brand’s partnership with the Premier League. The ‘Finders keepers’ promotion gives consumers the chance to win football prizes, including match tickets and Cadbury FC footballs, with more added this year. Top prizes include meet-and-greet experiences with ex-Premier League

goalkeeper Shay Given. It will run until 14 April across Cadbury Dairy Milk Fingers Milk Chocolate (138g), Fingers White Chocolate (138g) and Fingers (114g PMP). To enter, shoppers need to buy a promotional pack, which contains a unique code, then visit �ingers.cadburyfc. com to enter the code and their email address.

DON’T MISS THE 22 FEBRUARY ISSUE OF RN

RN reveals who the winners and losers are following the latest quarterly magazines ABCs PLUS RN explores the major subsectors driving profits in premium chocolate

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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

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

HMRC: What the decision not to delay digital returns means

“WE are disappointed that HMRC has not listened to calls from the Association of Convenience Stores, business groups and now expert advice from the Finance Committee to delay the roll out. There are now less than two months until the changes take effect, but awareness of the change amongst small business owners remains low.”

“HMRC are not listening to small businesses, while offering a six-month deferral to many in the public sector. Small businesses will not be ready for this signi�icant change to their practices if it is introduced on 1 April, particularly with Brexit taking place three days earlier. The government must delay its introduction."

James Lowman, CEO, ACS

Michael Forsyth, chairman of the economic affairs committee

Small businesses will not be ready for this significant change to their practices NEWSPAPERS: How will the Telegraph price rise affect retailers? “THE announcement was completely unacceptable. We knew that our members would be outraged, particularly as recent price rises on the Times and Guardian have been accompanied by pro rata terms and that the Telegraph’s proposal could not go unchallenged.”

We knew that our members would be outraged

Mike Mitchelson, national president, NFRN

“With subscriptions now accounting for the largest proportion of sales, aligning supply chain margins with our customers’ annual renewal cycle allows for continued investment in growing subscriptions and supporting retailers while remaining competitive against rising production costs.” A Telegraph spokesperson

CRIME: Will new penalties for knife sellers deter crime? “THE police already have a range of measures they are using to keep our streets safe, but there is more we can do to help them in this battle. I have listened to their calland will be introducing these new orders to stop gang members carrying knives in the �irst place.”

“THE biggest thing for retailers to be aware of now is the increased likelihood of test purchasing. It is incredibly important to make sure that all your staff are trained to ask for ID when selling knives to anyone that looks under 25, in the same way the Challenge 25 system works for alcohol. ”

Sajid Javid, home secretary

Andrew Goodacre, Bira CEO

The biggest thing for retailers to be aware of now is the increased likelihood of test purchasing

BUSINESS: What caused the administration of Oddbins?

Deepening uncertainty over Brexit means consumers are cutting back

“BREXIT is a convenient excuse for the �inancial struggles of many retailers, but there are more variables out there. With trends such as food to go and fresh and chilled, Oddbins did not adapt to changing markets enough to meet changing consumer tastes.”

“THE continued decline in consumer spending, and rising living and national wages, have put increased pressure on bottom lines. As wages struggle to keep up with in�lation, and with deepening unease and uncertainty over Brexit, it means consumers are cutting back.”

Alex Yau, symbols and wholesale reporter, Newtrade

Duff & Phelps, Oddbins administrators

LETTERS

12-25 FEBRUARY 2019 betterRetailing.com

of CHRISTINE Hopes Longtown, HOPE Hereford

Letters may be edited

We have two priorities this year: to attract new customers and to trial new ways of doing business

‘Council parking failures are hurting my business’ OVER the past year, the availability of parking in the local area has reduced dramatically on parade shops. The problem is that more people now have between two or three cars per household and some of the roads they live on don’t facilitate parking. Some people are parking their cars all day on parades because there aren’t any parking restrictions. The point is that these people are preventing customers coming to my shop because they are unable

to park outside. Something needs to be done about this. There needs to be a sensible restriction imposed. I understand that councils don’t have enough staff to monitor this situation, but I propose using technology to help. We could take pictures of cars that have been parked for a long period of time outside of our shops to the necessary council worker for them to investigate. I’ve been in contact with Reigate and Banstead Council who’ve sent councillors to come

and take a look at the situation, but I can’t stress enough how much this needs improving. Bhavesh Patel, Watties Newsagents, Surrey A spokesperson for Reigate and Banstead Borough Council said: “Civil enforcement of�icers visit this location regularly, however no vehicles have been seen to be contravening the restrictions in place. Shopkeepers and residents concerned about vehicles parked

for longer than allowed can report these through the inconsiderate parking portal found on the Reigate and Banstead Borough Council website. “Any additional restrictions in the area would need to be requested through Surrey County Council. “Any questions you have regarding current rules or possible future schemes will need to be directed to them. “The number for the Highways Department at Surrey is 0300 200 1003.” Tweet us to get featured!

TWEETS OF

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WIN £50-worth of Otis muffins

This week we welcomed our new district vice presidents to our London HQ. Great to have you on board! @NFRN_Online

RETAIL Express has teamed up with Aryzta Food Solutions to give away £50-worth of Otis Cracked Egg Muffins to five lucky retailers, just in time for Easter. Each winner will receive one case (28 units per case) of product – a chocolate chip muffin with a rich vanilla cream centre, finished with a white chocolate cream cracked egg decoration.

We receive so many calls from shop owners about this, and that’s why it is time for retailers to have a say in what is and what isn’t acceptable behaviour from news wholesalers and publishers. https://www.surveymonkey. co.uk/r/Q5YN2FS @JackCourtez

TO ENTER To enter go to:

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

We have some lovely biodegradable nappies from @Beamingbaby. Come into the store today and pick some up. They’re great! #biodegradable #nappies @BelsizeBudgens

JANUARY holds such promise for the year ahead, but with two attempted break-ins and stolen items, it was not how we wanted to start the year. However, we have fab customers and a great community, and the actions of only a handful is not how you should view your business. Or is it? We have two priorities this year: to adapt to attract Each issue, one of seven top new customers and retailers shares advice to be willing to change make your store magnificent and trial new ways. Like I suspect you also do, we monitor our sales frequently and have noticed a shift in trading. While we expect customer tastes to change, what we hadn’t expected in January was to be selling more premium lines and less of what I call the everyday essentials. This could be that Lidl, Aldi and Home Bargains are just beating us on price. Come to think of it, they are often beating our wholesalers on prices, too. We have started a laundry and cleaning product refill service on Thursday afternoons using Bio-D products, which are less likely to cause allergic reactions. So far, we have had a great response to our ‘locavore’ service, which focuses on getting more local goods to more of our customers. We hope to go live very soon with a service where local producers offer products and, via a third party (Big Barn), the order is taken and ready for collection in store on a set day that will tie-in with our refill service. The plan is this will enable suppliers to produce the right amount of goods to reduce plastic and food waste. We have found a handful of local producers and very loyal customers that will make such a difference in getting this new offering off the ground. Whether it’s looking through sales data, setting up a new service or finding more local suppliers, there’s one thing I need to do more of this year: writing to-do lists. It’s a personal challenge for myself this year to get back in the habit, and I’m sure I’m not the only shop owner who is more productive with a hastily bullet-pointed bit of paper close to hand. Speaking of productivity, in my next column I’ll be writing about how I’m getting on with my shiny new EPoS system.

Get in touch

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

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CATEGORY ADVICE BIG NIGHT IN

12-25 FEBRUARY 2019 betterRetailing.com

ALL RIGHT ON THE NIGHT Be it films with the family or footy with friends, a big night in means different things to different people at different times. So, it’s important for retailers to cater for all occasions, writes LEE PHILLIPS

RETAILER

FAMILY FUN EVENING snacking is worth more than £6.5bn and growing. According to Susan Nash, trade communications manager at Mondelez International, chocolate is still the top choice for those catering for an evening at home, followed by sugar confectionery, biscuits and crisps. “This means there are plenty of opportunities for cross-category selling when it comes to a big night in where adults and children are present,” she says. “Retailers should note that

52% of all confectionery occasions take place with other people present, so having a range of sharing formats is vital. Chocolate sharing formats, such as bags and tablets, are key, and bags are the fastestgrowing sub-category within this. New £1 price-marked 95g bags are now available across some of Mondelez’s best-selling brands, including Cadbury Dairy Milk Giant Buttons, Dairy Milk Caramel Nibbles, Twirl Bites and Bitsa Wispa, and

VIEW

Terry’s Chocolate Orange Minis. Matt Collins, sales director at KP Snacks, refers to the 45% of shoppers who say crisps are a must-have for any big night in. He says the £1 price-marked range of Hula Hoops Big Hoops is a good choice, particularly as BBQ Beef is growing at 25% within convenience. “Other flavours in the range include Salted and the latest flavour, Chilli,” adds Collins. Soft drinks are also important if a night in is likely to involve

children, suggests Barr marketing director Adrian Troy – and these days that means ensuring low- and zero-sugar varieties are available. “The ‘one size fits all’ approach does not work for soft drinks,” he advises. “Retailers should ensure that their big night in offering includes a good choice of lowand zero-sugar flavours to cater for everyone’s needs. Be sure to include Irn-Bru Xtra, which contains the same full-on flavour of Irn-Bru but no sugar.”

Raaj Chandarana, Tara’s Londis, High Wycombe, Buckinghamshire “I’D LIKE to see symbols collaborating more with suppliers to do cross-category meal deals. Also, we are really bad as retailers at finding the time to create the PoS needed for big night in. If the symbols provided posters and PoS barkers that said, for instance: ‘It’s Valentine’s Day. Why not come to your local shop and pick up some wine and chocolates for £10?’, this would really help us.”

GroceryAid is the trading name of the National Grocers Benevolent Fund. A registered Charity Reg. No 1095897 (England & Wales) & SC039255 (Scotland). A company limited by guarantee, registered in England & Wales no 04620683

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CATEGORY ADVICE BIG NIGHT IN

DATES FOR YOUR DIARY THEME BIG NIGHT IN DISPLAYS AROUND THESE KEY EVENTS 14 February Valentine’s Day 24 February 91st Academy Awards (Oscars) 5 March Pancake Day

12-25 FEBRUARY 2019 betterRetailing.com

MOVIE NIGHT WITH the rising popularity of streaming services such as Netflix and Amazon Prime, which offer instant access to blockbuster films and TV series at the click of a button, it’s no surprise that 78% of consumers are now spending their leisure time at home. What’s more, 64% of cinema-goers say they watch more films at home than they did two years ago.

And what would a night in front of a good movie be without popcorn? The Butterkist brand includes a variety of flavours in a number of formats and is the nation’s favourite. A significant 56% of all popcorn shoppers buy Butterkist, with 45% of those repeat-buying. Kantar Worldpanel’s 2018 report ‘Snacking is changing’ revealed that, since 2013, the

number of flavours in the savoury snacks category has increased by around 300 – a rise of 21%. “Consumer interest in food trends, and media coverage of street food and health, have eventually trickled down into the category,” says Benjy Owusu-Daaku, client manager at Kantar Worldpanel. In response to this, the Epic brand of big-bucket, US-style popcorn hit the shelves last

summer, with its range including Smokin’ Hot Chilli and Cotton Candy. “We have covered the key flavour bases with welldeveloped recipes that we’ve honed to perfection,” says Jason Beaumont, PWbrands director. “In a nutshell, what we wanted to achieve is a range of exciting, larger-than-life all-American flavours that help to create a cinema feel at home.”

16-17 March Rugby: Six Nations final weekend 17 March St Patrick’s Day 31 March Mother’s Day 6 April Horse racing: Grand National 13 April Boxing: Anthony Joshua world heavyweight title fight 19-21 April Easter weekend

CHANGING TASTES EVENTS such as Wimbledon and the football World Cup and Euros mean that most retailers regard summer as the big season for sport. It pays to keep an eye on the sporting calendar across the year, however, to avoid missing out on opportunities such as Six Nations Rugby (until 17 March) and boxer Anthony Joshua’s world heavyweight title fight (13 April). While, of course, it’s important to stock a good range of beers for any night of sport, the rising popularity of prosecco and English sparkling wines is also worth noting. “Prosecco is still the go-to celebratory drink,” says Dan Harwood, head of wine education for Halewood Wines & Spirits. “In addition, about four million bottles of English sparkling were sold in Britain in 2017, up from about three million bottles the previous year. Of these, Smith & Evans, from Somerset, make stunning traditional-method spar-

kling wines to rival the best in the country.” Don’t forget the teetotallers, either. Last summer, The Guardian reported that a quarter of 16-to-24-year-olds did not drink alcohol, while Mintel’s 2018 Alcoholic Drinks Review revealed that 27% of Brits said they were drinking more low- or no-alcohol drinks compared with a few years ago. This jumped to 42% of 18-to-24-year-old consumers and 45% of those aged 25-34. Interestingly, 61% of Britons said they thought getting drunk was considered ‘uncool’. Barr Soft Drinks’ indulgent options for those avoiding alcohol include Snapple and San Benedetto. “The Snapple brand, which includes six juice drinks, is proving very popular for premium occasions,” says marketing director Adrian Troy. “We have also launched the premium Italian soft drinks brand San Benedetto, which is high in taste and contains less than 70 calories per can.”

T&Cs apply. *Nielsen ScanTrack Total coverage, Unit Sales MAT, data up to 06.10.18. Includes Tablets and Singles.

CATEGORY ADVICE ST PATRICK’S DAY

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SIX WAYS TO WIN WITH ST PATRICK’S DAY This St Patrick’s Day, charm shoppers with a great-looking store and use our top supplier and retailer advice to find out how you can drive maximum profits during this fun and celebratory period. PRIYANKA JETHWA explores six ways to increase sales

USE PoS TO 01 DRIVE VISIBILITY DIAGEO, which owns Guinness, says retailers should use PoS to drive visibility and impulse purchases. The supplier says that if you are planning to hold pro-

motions in store, display your discounted merchandise at the till. While shoppers are queuing, it may trigger them to add to their baskets, thus increasing profit.

02 CROSS-MERCHANDISE

COMPLEMENTARY PRODUCTS

RETAILERS can boost sales with in-store promotions and take the opportunity to create crosscategory deals. For example, retailers in England and Wales can create deals for alcohol and snacks stocked together.

Anita Nye, who runs Premier Eldred Drive Stores in Orpington, Kent, says: “I think that St Patrick’s Day is a really good way to push cross-category sales, and if you are lucky enough to have the space

for a dedicated display, take advantage of it and offer snacks, such as Pringles and other crisps, and alcohol together in a high-footfall location – this will help drive impulse sales.”

CATEGORY ADVICE ST PATRICK’S DAY

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03 MAKE YOUR OWN DISPLAYS AN EASY way to remind shoppers that St Patrick’s Day is around the corner is to decorate your store – by working with suppliers, symbol groups or taking it upon yourself. Anish Parekh, of Londis Broadoak and Post Office in Greater Manchester, says he

normally works with Londis when it comes to decorations, and in the past has had hanging card displays for St Patrick’s Day in store. For retailers a little tight on space, Anita Nye says it’s easy to place decorations around the store that lead shop-

pers to certain St Patrick’s Daythemed products. “We used to have a dedicated display for St Patrick’s Day, but after we made room for a new chiller, we started to put products around the store. “To make sure shoppers are aware that we are still celebrat-

ing St Patrick’s Day, we put decorations up, like little leprechaun balloons and themed bunting, to drive shoppers through the aisles toward the promotions,” she adds.

04 KEEP YOUR ST0CK IN CHECK ST PATRICK’S Day is normally celebrated at the pub or by attending an outdoor event, but it doesn’t mean retailers can’t still benefit from sales of alcohol and snacks. Terry Mulkerns, who runs Mulkerns Eurospar in Northern Ireland, says for his store, it’s crucial to have full availability

of snacks and alcohol for those stocking up before heading out to celebrate, or for those on their way home who are feeling a little peckish. “As with the laws in Northern Ireland, we must keep our alcohol in a separate area, so in that section we try to get our

hands on PoS from suppliers such as Diageo for Guinness, and try to offer as many promotions for 10-packs of beer,” he says “We also try to keep an Irish whiskey, such as Jameson, out, or even Baileys.”

BE AFRAID TO DO 05 DON’T SOMETHING DIFFERENT ST PATRICK’S Day is all about having fun and enjoying yourself, so why not add a little extra sparkle to your store?

Mulkerns says to give a point of difference, he will put some green dye in his ice cream.

“It’s just a little something we like to do during St Patrick’s Day and it’s always a favourite with shoppers,” he says.

the stat

launches top & promos picks

£7.7m Annual sales of Jameson in impulse

Guinness In March last year, Guinness launched new Citra IPA and Pilsner in bottles and can formats to tap into the craft beer trend. Jameson Caskmates Jameson Caskmates is aged in craft stout oak barrels, providing a premium point of difference. Baileys Last year, Diageo launched Baileys Almande to tap into the growing demand for dairy-free products, currently worth £400m.

PROMOTIONAL 06 KEEP ITEMS AT THE FRONT EVEN if you’re in an area where St Patrick’s Day isn’t one of those seasonal events that is really popular, it still pays to keep promotional items near the store front to indicate to shoppers that your store is ahead of trends and events.

Parekh says it gives his shoppers the impression that, as a store, they are commercially and socially aware of what is going on in the market, and therefore are likely to stock new products. “Our customers are made

up of a mix of people, being based in a residential area. We have a few large businesses in the area, like hotels and restaurants, so we normally stick to promotions on alcohol during St Patrick’s Day,” he adds.

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CATEGORY ADVICE PROTEIN & FUNCTIONAL PRODUCTS

PICK UP ON PROTEIN As shopper habits change and adapt to suit certain diets, retailers must respond accordingly. PRIYANKA JETHWA explores the rise in protein and functional products

MARKET BREAKDOWN FROM bread and bars to cereals and snacks, ‘now with added protein’ is the key strapline suppliers are using as a strategy to entice your shoppers to buy their products. An affinity for protein foods and functional drinks may have started off in the gym and in wholefood stores, but it’s now a mainstream trend every retailer can capitalise on. In turn, protein has become

more than just an essential nutrient designed for musclebuilding and healthy hair and nails, but an ingredient promoted as a life-changer. This interest in protein and functional products has transformed the way consumers shop in convenience. Avtar Sidhu, who runs Budgens Kenilworth in Warwickshire, says his shoppers tend to favour multipack formats of function-

the stat

50.5%

al foods, rather than single impulse lines. How much protein varieties “ M u l t i p a ck s are driving growth in the are selling well because people like snacks category to buy protein foods in a bulk rather than as a single item – this is what the multiples are doing to cater for demand, and is a strategy that seems to be working for us as well,” he adds.

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HOW YOU SHOULD RESPOND IT’S crucial retailers offer customers a broad range of protein and functional options from big brands, including functional soft drinks, such as Lucozade Sport Fitwater, and protein-specific cereals, like Weetabix Protein, to make the most of this opportunity. In particular, Beth Reeve, brand manager for Weetabix On The Go, explains protein products make up 26% of the breakfast

drinks category. “Protein breakfast drinks are growing at 10% year on year, driven predominantly by impulse grab-and-go convenience shopping missions,” she says. Another easily accessible area for retailers is the healthier snacks category, a segment growing at 9.3%. Within this, protein and functional products have played a ma-

jor role, driving category growth at 50.5%. This presents a great opportunity for retailers to increase sales in the morning and tap into the demand for chilled breakfasts on the go, and Reeve recommends that retailers stock breakfast protein drinks in the chilled and ambient aisles. Co-founder at Grenade Juliet Barratt says considering the

main reason to purchase protein snacks, such as bars, is as a snack between meals – usually as an alternative to chocolate – it’s important any healthier snacking range delivers on taste and not just function alone. “These everyday treats contribute around 40% of category value and are driving the greatest amount of growth in the category,” she adds.

SNACKS AND CEREALS AS a trend thriving among health-conscious consumers, healthier snacks are growing at 9.3% within the snacks category. Within this, protein has played a major role, driving category growth at 50.5%. To make the most of this opportunity, Susann Heinz, brand manager for Special K and WK Kellogg, says healthier snacks, such as Special K Protein Bars, should be stored next to confectionery to drive footfall and highlight the healthier options, as one of the main barriers in-store for healthier snacks and protein based products is visibility. Furthermore, Kellogg’s recently expanded its Special K Protein range last month with two protein cereals. Both cereal varieties, Special K Protein Berries and Special K Protein

Nuts, include 12% protein and have an RRP of £2.99 each. Heinz says in the cereal category, retailers should use segment blocks to differentiate between different trends and consumer needs, like protein. “The new Special K Protein cereals should be located with the core Special K range as well as with other healthypositioned breakfast cereals, making it easier for consumers who are seeking more nutritious options to find them,” she says. Use segment blocks to differentiate different types of cereal so shoppers know where they can find functional and protein varieties

SOFT DRINKS BOTTLED water outsold colas in the UK for the first time in 2017, becoming the fastest-growing soft drinks category, with functional types as a sub-category growing at 27.6%. Matthew Gouldsmith, channel director for wholesale at Lucozade Ribena Suntory, says, as a result, in 2017 the supplier launched Lucozade Sport Fitwater to capitalise on this demand, with the drink containing four electrolytes designed to replenish consumers, as well as aid muscle function. “After only a year on shelf, Lucozade Sport Fitwater is already the second-biggest functional water on the market, worth

£4.3m,” he explains. Last month, the supplier also launched a new marketing campaign for the brand, ‘More than water’, focusing on health and wellbeing. Claire Keaveny, head of marketing for Lucozade Sport, says: “Retailers will have noticed an increase in shoppers looking for healthier and functional drinks as many kick-start newyear exercise regimes and lifestyle changes.” With functional water driving growth in the water category at 27.6%, stock brands such as Lucozade Fitwater to capitalise on demand

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PROFILE

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RETAILER PROFILE JODI PRITCHARD LONDIS STOUR ROAD Location: Christchurch, Dorset Staff: One full-time, 12 part-time Size: 1,200sq ft Opening hours: Mon-Sun 6.30am-10pm

‘CUTTING DOWN OUR RANGE HELPED US DRIVE SALES’ CHRIS DILLON FOLLOWING in the footsteps of a retailer recognised by the Independent Achievers Academy (IAA) as a former ‘best shop’ is a big task, but one that Jodi Pritchard is taking in her stride. After working alongside Dave Hiscutt, the brains behind IAA’s 2017 Overall Best Shop, Londis Westham Road, she moved over to take the helm of Londis Stour Road. Situated on a main road, with nearby housing and secondary school, she caters for her mixed demographics with a core convenience range, American drinks and confectionery and a new freefrom section. “Before we took over this shop it had been neglected for years, and I wanted to bring it up to a standard whereby people wanted to come and shop here,” she says. “The school nearby means that we have children coming in who know what’s on trend and we have a suggestion book behind the till.” The formula is working. Last year, the store ranked as

a �inalist in the IAA’s Effective Ranging category. The team make sure they keep their range tight by having a sixweek policy for new listings. “We’ve become much more ruthless. If I get a product in and after six weeks it’s not shifting, it gets delisted,” she explains. This rule has required Jodi to make some bold decisions. “We’ve had to make decisions around the sugar tax. Making the choice to cut down on Coca-Cola and range with Coca-Cola Zero Sugar has meant being ruthless,” she explains. Slow-selling biscuits were also removed in favour of free-from products and the shop’s magazine range was limited to just one metre of space.

Cutting down on range has meant opening up to new opportunities. Healthier options have been introduced in confectionery, with brands such as Graze taking up prime retail space on the front counter. “Customers were also asking about different kinds of milks, so I brought in a range

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of Cravendale milks and have worked on getting the range right,” she explains. Jodi has made some great steps with her ranging – her focus for this year is to make the same level of improvements to her availability, especially in their free-from, vegan and vegetarian sections. “Many of the products in that range are expensive and I’m working on more affordable suppliers and then maintaining availability and consistency within our range,” she says. Improvements will also be guided by benchmarking with the IAA, which Jodi has used to identify new procedures to put in place and new opportunities to consider. “Benchmarking brought everyone together as a team,” she says. “It’s de�initely worth doing; it makes you far more aware of all the �iner details of your store, in terms of ranging to suit your customers to bring your store up to standard.” To see more of Jodi’s store, go to betterRetailing.com/ londis-stour-road

something 1 Dodifferent Standing out is key to the store’s success. “Don’t always go with what the multiples are doing. Look at what you’re currently offering and work out what ranges might be more profitable,” says Jodi. a tight ship 2 Run

“Since last year, I’ve introduced a gap-checking rota and now we don’t wait until the end of the day to tidy up. We deal with incidents immediately,” she says. use of 3 Make your EPoS The team do not make any moves without supporting data. “We are always looking at what category we need to rationalise and use EPoS data to support our decisions,” she explains.