PRODUCTS OF THE YEAR Find out what the bestselling products of 2018 were in independent stores P18-20 18
E CATEGORY ADVIC YEAR 2018 PRODUCTS OF THE
TOP PRODUCTS OF 2018 the which products rocked team looks back on this year The RETAIL EXPRESS world convenience retail
18 DECEMBER 2018-14 JANUARY 2019 STRICTLY FOR TRADE USERS ONLY HOW DO YOU CHOOSE WHAT TO STOCK? how do you know provide strongly, to invest in? products NEW air for which launches Express has a breath of fresh Here, Retail who 100 convenience retailers, into spoken to more than tap to find out which can use them to from the readers trends, stand out disrupt new products are providing short-term competition and more than just a their local shoppers. with sales boost. our This year has brought with We have asked it 12 months packed big readers to analyse the year from which new lines plenty of launches have and tell us manufacturers, who in a they initially stocked when extended their rangesof your products launched, whether bid to take over more sales or not they reordered them more trial shelves and drive after their initial shoppers. retailers from convenience period and whether new well-thought-out more With stocked encourage have overall. launches known to tempting products results more footfall, it’s And here are the as many to try to squeeze can on – the winning lines, as well missed out new products as you as those that just products to your shelves. for on being crowned But is that good data of the year. Are you missing in sales business? Without of these top sellers indication any to give you any will sell your store? as to whether they
WORD OF MOUTH WINNER: Guinness Open
Gate Brewery
to other that retailers recommended Awarded to the product retailers the most Guinness Open Gate IPA and Pilsner, theseGate project, which was Launched in Citra of the brand’s Open Brewery lines are part its brewers a platform to create craft-style 13 give launched in 2015 to Porter and Hop House such as West Indies consumers, who are brews. It joins lines at ‘craft-conscious’ to give it a try. in the range. It is targeted but need a major brand interested in craft,
: Highly commended
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Green & Black’s Praline
2
Skittles Chewies
the stat
10% more retailers stocked Guinness Open Gate year Brewery later in the than at launch
3
Tropicana Essentials
4
Maltesers Truffles
INDIES HIT BACK AT PAYPOINT CLAIM Chief executive’s comments on ‘much less relevant’ commission fees branded ‘ridiculous’ by stores P3
THE GREAT VAPE
RETAIL CRIME
BUILDING A REPUTATION
Major tobacco suppliers facing strong competition from challenger brands in 2019
Education programmes and rehabilitation help with cutting shoplifting rates
Why Steven Mahal is putting his marketing strategy front and centre of his business
P2
P4
BACK PAGE
our say
Louise Banham, editor in chief
Be savvy with which products you invest in WHAT makes you stock a new product? Is it your wholesaler, sales reps or other convenience retailers you know? Perhaps it’s because you’ve read about it in Retail Express or because your regular customers tell you they want it? Understanding what products and trends are driving profits for the convenience sector as a whole prepares your store for customers you may not have yet and opens up new sales opportunities for your loyal shoppers. In this issue, we’ve spoken to retailers across the country to find out which new products have been successful in keeping their customers coming back for more. OUR PRODUCTS If you’re someone who likes a product launch to be tried and OF THE YEAR tested before investing in getting FEATURE WILL it into your store, our Products of the Year feature will help you HELP YOU understand which lines you should UNDERSTAND consider stocking. If you already jump on the latest WHICH LINES launch as soon as it comes out, it’s TO STOCK a great benchmarking tool to see if what is working for independent retailers nationally is being reflected in your store’s sales. And you can use it to check you haven’t missed out on any big sellers. From the team at Retail Express, we wish you a prosperous Christmas and look forward to working with you all to guide you through a profitable 2019. FOR MORE OPINION, GO TO PAGE 12 @retailexpress betterRetailing.com facebook.com/betterretailing Editor - insight Chris Dillon @ChrisDillonNT 020 7689 3379
Editor - news Jack Courtez @JackCourtez 020 7689 3371
News editor Megan Humphrey @MeganHumphrey_ 020 7689 3357
Features editor Tom GockelenKozlowski @TomGK_writer 020 7689 3361
Features writer Priyanka Jethwa @priyanka_NT 020 7689 3355
Reporter Alex Yau @AlexYau_NT 020 7689 3358
Reporter Marcello Perricone @MarcelloP_NT 020 7689 3350
Production editor Head of design Anne-Claire Pickard Ryan Cooper 020 7689 3354 020 7689 3391
Editor in chief Louise Banham 020 7689 3353
Head of sales Matthew Oliver 020 7689 3367
Sub editor Jim Findlay 020 7689 3373
Account director George McCracken 020 7689 3364
Sub editor Tom Allaway 020 7689 3395
Account director Charlotte Jesson 020 7689 3389
Designer Jody Cooke 020 7689 3380
Account manager Jon Melson 020 7689 3372
Head of marketing Jessica SalisburyFielder 020 7689 3352 Managing director Parin Gohil 020 7689 3375 Finance executive Abigayle Sylvane 020 7689 3383
Production coordinator Sales support Louise Watson executive 020 7689 3368 Michela Marino 020 7689 3382 Subscribe online at newtrade.co.uk/our-products/ print/retail-express. 1 year subscription: UK £65; overseas (EU) £75; overseas (non-EU) £85 Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler. Published by: Newtrade Publishing Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600
48,789 Audit Bureau of Circulations July 1 2017 to June 30 2018 average net circulation per issue
ENERGISING INDEPENDENT RETAILERS
Reproduction or transmission in part or whole of any item from Retail Express may only be undertaken with the prior written agreement of the Editor. Contributions are welcome and are included in part or whole at the sole discretion of the editor. Newtrade Publishing accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. No warranty for goods or services described is implied.
The five biggest stories this fortnight 01
New vaping brands will be ‘major competition’ for tobacco giants HELENA DRAKAKIS
TOBACCO manufacturers are to face “major competition” from challenger brands in e-cigarettes in 2019. Juul Labs has a 75% share of the US vaping and e-cigarette market, and was introduced into the UK in July with a product similar to Philip Morris International’s Iqos and JTI’s Logic devices. The ‘heat not burn’ system costs £24.99 for a device, while a four-pack of re�illable pods costs £9.99. Tomas Zalatoris, co-founder of online vaping wholesaler Clouder, told RN that Juul’s existing reputation can help it compete with major suppliers. “Competition is increasing rapidly and most of the market is made up of smaller brands,” he said. “The major tobacco companies take two years to launch a new product due to their own strict requirements. Smaller companies like Juul are more agile and the tobacco companies can’t keep up.” Raj Aggarwal, of Spar Hackenthorpe in Shef-
02
NFRN slams Egmont
EGMONT Publishing intends to include another title into its two-tier distribution trial in January 2019, despite the NFRN successfully lobbying the publisher to remove Lego Star Wars magazine from the trial last week. The distribution strategy cuts out independents, allowing multiples to receive magazines �irst. In response, NFRN national president Mike Mitchelson said
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�ield, said he plans to stock the products in his store after meeting Juul reps in the US. “I see it bringing major competition to a lot of the big brands in the UK,” he said.
he has called on Egmont for an urgent meeting. “We need to press home the independent retailers’ view on these hare-brained schemes,” he said.
New MD for Newtrade
PARIN Gohil has been named as the new managing director of Newtrade, the publisher of Retail Express, RN, betterRetailing.com and BetterWholesaling.com. Gohil said: “The independent convenience industry is growing, and I look forward to ensuring Newtrade is at the
forefront in helping retailers, FMCG companies and wholesalers develop and grow their sales and pro�its.” Gohil was previously Newtrade’s �inance director. Prior to joining, he held senior positions at various advertising and media companies.
However, Jason Birks, of Moscis Convenience Store in Peterlee, said: “I’ve decided not to stock the product because the price is a bit expensive for my customer base.”
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McColl’s loses out
MCCOLL’S closed 66 newsagents and convenience stores in its last �inancial year, following “unprecedented supply chain disruption” from the collapse of Palmer & Harvey (P&H). The convenience chain released its trading update for
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the �inancial year ending 25 November last week. Despite average sales at 59 stores increasing by 5% year on year, total sales across the company fell by 1.4% in the same period. McColl’s CEO Jonathan Miller said: “2018 has been a very dif�icult year.”
VOA seeks ATM overturn
THE Government’s Valuation Of�ice (VOA) will seek to overturn last month’s High Court ruling that retailers with hole in the wall cashpoints would not be liable for additional business rates. An application has now
been made to the Supreme Court with the VOA asking for a right of appeal. This follows a protracted court battle between the VOA and retailers after external ATMs were reclassi�ied as separate property in 2013.
@retailexpress facebook.com/betterRetailing
18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
chris.dillon@newtrade.co.uk 020 7689 3379
Retailers hit back at ‘ridiculous’ commission claims by PayPoint CEO HELENA DRAKAKIS RETAILERS have hit out at comments made by PayPoint CEO Dominic Taylor who has suggested the bene�its delivered by the company’s EPoS system offset any decreases in commission payments. Talking to Retail Express’s sister title, RN, last week, Taylor said commission fees were “much less relevant” compared to the increased revenues, mar-
gins and productivity that PayPoint’s PayPoint One package brought. Martin Ward, of Cowpen Lane News in Cleveland, said while he had no issues with PayPoint’s business model, he did not see any bene�it to trading up to a PayPoint One system. “I have an EPoS system that’s superior. I own it outright so I’m not going to get rid of it to rent a PayPoint system.” “Payments have dropped
off. Last week I made £14 in commission, but it would cost me more to rent PayPoint One. Why should I give PayPoint more money than I’m earning?” Rav Garcha, of Nisa Local in Birmingham, said he found Taylor’s comments “ridiculous”. He said: “EPoS systems have been around more than 30 years. The retailers complaining aren’t using manual tills, they are modern retailers. To suggest PayPoint One is going
to solve the problem is ridiculous.” Taylor’s comments came after PayPoint’s half-year results showed service fees paid by retailers to PayPoint increased by 41% while commission payments fell by 7.8%. During the interview, Taylor cited one cash-register-reliant retailer who had cut wastage by 75% and increased revenue af-
MEGA-TREND IN FOCUS: VAPING
GOOD WEEK SPAR: Spar retailers have been on a store tour to improve their food-to-go ranging with wholesaler James Hall and Spar’s Northern Guild Committee. More than 150 Spar staff visited 21 stores across the north east where they picked up tips on developing an in-store bakery, butchery and coffee concession.
ter adopting PayPoint’s Pro Package. PayPoint marketing director Steve O’Neill added: “Over 11,000 of our retail partners have already adopted PayPoint One in their stores and it helped many of them to reduce costs, save time and increase pro�itability.”
Go to betterRetailing.com/ vaping-challenger-brands
Here’s what retailers revealed in an exclusive survey
60%
3m
of vaping and e-cig sales come from specialist brands
1/3 express yourself “It’s totally unacceptable. We either do magazines or we don’t. There should be no one getting preferential treatment, and no two-tier system should be in place. There has never been one and shouldn’t be one now. It’s just plain wrong. I understand the argument that multiples have higher footfall and can shift volume, but if you count up all the independents, they outnumber the big boys and that argument falls flat on its face.” Naresh Purohit, Marseans, Kent
Vape users in the UK
25%
C-store contribution to the £725m vaping market
The major tobacco brands’ share of vaping sales in c-stores the column where you can make your voice heard
What is your opinion on Egmont’s latest move of adding another title to its supermarket-first distribution trial in January?
“This is not progress. The NFRN managed to turn the situation around, but we’re actually going back. Lots of retailers have stopped stocking Egmont titles altogether. As far as I’m concerned, the titles are impulse buys and I can replace them with other impulse titles. I know a lot of other retailers who feel the same. Many of the magazines that are coming from the supermarkets are damaged by the time they reach us, so they are unsellable anyway.” Ray Monelle, Orchard News, Weston-super-Mare
“The NFRN won’t let this go. We want all the titles out of this trial. It doesn’t make sense. I’m not sure who dreams these things up but I, along with other retailers, have stopped selling Egmont titles. We have nothing to lose. Under the trial, the supermarkets would get them first anyway, so we won’t lose out if we don’t sell them. The only losers are Egmont. Why they don’t see they need to be on the side of retailers, I have no idea.” Nilesh Patel, Monks News, London
Do you have an issue to discuss with other retailers? Call 020 7689 3379 or email chris.dillon@newtrade.co.uk
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ONE STOP: One Stop retailers will now have chilled and frozen goods delivered together after their supply switched from Tesco to Booker, following the opening of a new distribution centre in Hemel Hempstead, Herts. Serge Khunkhun, of One Stop Woodcross Convenience Store in Bilston, West Midlands, said: “Having chilled and frozen delivered in one makes running the store more efficient.” Read more at betterRetailing.com/ one-stop-chilled-frozen
BAD WEEK MENZIES: Retailers in Fife reported severe delays to newspaper deliveries following the closure of Menzies Distribution’s Dalgety Bay branch earlier this month. They said papers have been late almost every day since the wholesaler moved its operation to Newbridge on 12 November 2018. Menzies says it is looking into the issue. MEN’S MAGS: Sales in men’s lifestyle magazines declined by 24% from September 2017 to August 2018, according to figures from distributor Seymour. Teenage lifestyle magazine sales also plummeted by 41% for the same period. Jason Birks, of Mosci in Sunderland, said: “With titles like FHM closing, men’s titles have come off my shelf as sales have dropped off completely.” Read more at betterRetailing. com/mens-lifestyle-declined
NEWS
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18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
Rehabilitation reduces shoplifting rates EXCLUSIVE HELENA DRAKAKIS THERE is no correlation between shoplifting and reduced police numbers in multiple areas of the UK, according to analysis by Retail Express’s sister title, RN. Crime records show that despite cuts to police numbers, shoplifting rates decreased in some police authorities.
In other areas, shoplifting rates rose after police numbers were increased. Merseyside in north-west England saw a decline of 11% in shoplifting between June 2017 and June 2018, set against 978 fewer police of�icers in 2017 than 2010. Merseyside Community Rehabilitation Company’s assistant chief executive, Karen Rooney, explained: “Six months ago, we launched
our STAR (shop theft activity requirement) programme, which aims to teach offenders about the impact shoplifting can have on victims.” Rooney con�irmed there had been a reduction in reoffending. “We have set up community safety partnerships,” she added. “We make each other aware of the initiatives that are being developed.” Meanwhile, Somerset recorded a 13% decrease in
shoplifting from June 2017 to June 2018 after a loss of 635 police of�icers since 2010. In a statement, Avon & Somerset police said: “We have concentrated our efforts on crime prevention, working in partnership with retailers.” NFRN national president Mike Mitchelson said: “We support the extension of rehabilitation programmes if they are reducing shop theft.”
NFRN talks retail crime with Home Office minister THE NFRN met with Home Of�ice minister Victoria Atkins in London last week to discuss retail crime. NFRN national president Mike Mitchelson said: “All the trade organisations in retail are united in looking to improve the safety of shop staff.” Atkins con�irmed she would
look at the possibility of holding a consultation into the measures that could be introduced to protect staff. MPs David Hanson and Richard Graham, chief inspector Patrick Holdaway from the National Business Crime Centre and representatives from Co-op, ACS, BRC and Usdaw were also in attendance.
Mike Mitchelson (right) with Victoria Atkins (centre) and Adrian Roper, NFRN head of public affairs & communications (left)
C-STORE FIRST FOR VENDING DRS MO Razzaq, owner of Family Shopper Blantyre, said the response to his newly installed reverse vending machine has been “massive”. The Glasgow retailer has acquired it as part of a six-month trial and it is attracting interest from other retailers. “Customers get 10p per item, which they can donate to one of three charities or spend in our dessert parlour.” Razzaq will also be the owner of the UK’s first glass bottle reverse vending machine in January 2019.
Premium and no-sugar drinks give Britvic a boost BRITVIC has achieved a 4.9% pro�it rise despite a challenging year that included the introduction of the soft drinks industry levy and a CO₂ shortage. In the still drinks category, revenue increased 4.2% in the year to September 2018 compared to the previous
year, with the increase attributed to the launch of premium low- and no-sugar drinks in the Robinsons juice range. Also boosting �igures were R Whites, Tango and 7UP Free, which contributed to revenue growth in �izzy drinks of 4.9%.
KEEP SALES ROLLING ON. 30g for £10* and 12% POR** This communication is for the information of tobacco traders only. *RRP = Recommended retail price. All on shelf prices are selected by the retailer alone. **POR = Profit On Return. Margin is calculated on the stated RRP (recommended retail price). All on shelf prices are selected by the retailer alone and margin may therefore be affected by the retailer’s chosen selling price. Pack images are for illustration purposes only and do not represent actual packs produced by Philip Morris for retail sale which comply with legal requirements for the retail packaging of tobacco products.
Tobacco smoke contains over 70 substances known to cause cancer PHI0424_Marlboro_RYO_FineCut_339x260mm_AW1.indd 1
07/12/2018 14:44
PRODUCTS
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Why rum is on its way to becoming the next craft gin PRIYANKA JETHWA MORE independents should invest in the rum category this Christmas, with sales of the spirit having hit the £1bn sales mark in 2017 in the UK, Neptune Rum has said. With the total rum category in the off-trade growing in value by 10.5% year on year, Richard Davies, brand owner at Neptune Rum, said the growing popularity of rum can be attributed to the boom in craft gin, where more, mainly younger, shoppers are now open to trying new spirits they once would have shied away from.
“Shoppers now speci�ically look for spirits that focus on provenance and offer a ‘back story’. This has evolved into a trend where they are buying into premium and craft options, something that is true not only for the rum market, but the entire category,” he said. Davies added that whereas 60% of the rum market is still controlled by three big brands, this share is steadily declining. However, the market share for premium craft labels is increasing. “The gin revolution has opened up the shoppers’ mind, and this has taken them
away from the traditional mainstay brands, which is really positive for the craft rum category,” he said.
To find out how to stock craft rum, call 020 7689 3355
18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
Take a break with Country Choice COUNTRY Choice has launched new B’Break Snacking Breads that come in a convenient 70g hand-held format. It is designed for shoppers looking for a snack on the go, and is available in four �lavours, including Two Olive &
Rosemary, Chorizo, Choc Chip Snacking Bread and Muesli. B’Break Choc Chip Snacking Breads contain up to 50% cocoa. All four �lavours of the breads have a shelf life of one day and are packed in cases of 40.
It’s all good with Galbani’s seasonal Ginsters goes for a Crooked Beverage Co packaging comes to life bitesize sales boost GLOBAL Brands has unveiled a new campaign for its alcoholic soda brand, Crooked Beverage Co, called ‘It’s all good!’. The campaign focuses on highlighting the brand’s qualities, including its recognition by the Vegan Society and that it contains no arti�icial colours and �lavours. The three varieties include Mother Moon, Midnight Stage and Dayglo Skies, and all three come in a 330ml can with a 4.7% ABV. Charlie Leaver, brand manager at Global Brands, said: “With consumer trends such as craft alcohol, sugar reduction and veganism on the rise, Crooked Beverage Co is the answer
to a growing consumer need. As well as offering mindful consumers an alternative alcoholic beverage, we want to inspire consumers who are becoming more conscious about their diet and drinking habits to consider what goes into their drinks more.”
Halls launches new outdoor campaign MONDELEZ International is launching a new outdoor advertising campaign for its Halls brand to help drive retailers’ sales during the winter months. Running until 17 January, the campaign aims to educate shoppers on the clearing and soothing bene�its of Halls’ two ranges. The poster, which will feature on sites across the country, will showcase the bene�its of the products and digital sites will also include regional-speci�ic cough and cold stats, with a tailored message to directly target consumers. Amy Lucas, brand manager for Halls at Mondelez, said: “We can’t wait to launch our latest campaign, especially
at this time of the year when we know relief candy becomes more relevant for our consumers. We’re con�ident that our campaign will help to drive sales, so we recommend that retailers stock up to take advantage of the heightened awareness during the season.”
LACTALIS McLelland’s cheese brand, Galbani, has given its packaging a winter makeover in order to capitalise on sales throughout December and January. The seasonal packs, which feature snow�lakes against a snowy scene, aim to help retailers drive impulse sales and will roll out across six of the brand’s products, including: Mozzarella (125g), Mozzarella Cucina (400g), Mascarpone (250g & 500g), Ricotta (250g) and Gorgonzola Cremoso (150g). Mike Chatters, sales director at Lactalis McLelland, said: “The new packag-
ing is aimed at creating excitement for the Galbani range and driving impulse purchases for retailers during key seasonal periods, when we know cheese products are a popular choice for consumers.”
GINSTERS is expanding its range with Bitesize Sausage Rolls and Bitesize Cornish Pasties. The Bitesize Sausage Rolls (200g) come in packs of �ive, while Bitesize Cornish Pasties are available in packs of four. The smaller cartons are designed to allow convenience retailers to increase their foodto-go range without taking up too much space on-shelf. Kieran Hemsworth, managing director at Ginsters, said: “Our Cornish pasties and sausage rolls have always been
popular, but as category disruptors. We know younger customers can spur growth within the savoury pastry category as a whole.”
Kahlúa Kabs drive McVitie’s bags up Espresso Martini sales Jaffa Cakes as Nibbles PERNOD Ricard is taking to the streets of London and Edinburgh this Christmas by introducing 150 Kahlúa branded cabs, which will promote Espresso Martinis. The �leet will transport riders from now until New Year’s Eve and will run in conjunction with ads across the country in sites such as Manchester Arndale, The Birmingham Eyes and West�ield Stratford.
Toni Ingram, head of marketing at Pernod Ricard, said: “Google Trends shows there is an increase in searches for Espresso Martinis during the festive period, with consumers keen to replicate them at home. The Kahlúa campaign demonstrates how Espresso Martinis are made, which will drive footfall into stores throughout this key trading period.”
PLADIS has launched McVitie’s Jaffa Cakes Nibbles, which will be made available from January 2019. McVitie’s Jaffa Cakes Nibbles will come in a 100g sharing pouch, as well as 39g onthe-go packs with an RRP of £1.50 and 69p, respectively. It follows the redesign of the Jaffa Cakes brand earlier this year. Emma Stowers, brand director for McVitie’s at Pladis, said: “Current shoppers are buying Jaffa Cakes four times every year on average, which has helped us to grow value sales by 5.6% year on year.
“We’ll look to drive an increase in regular purchases with the new Nibbles format, while gaining incremental sales from 18-34-year-olds who are passionate about food and want to enjoy a sharing snacking treat.”
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RRP
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LOGIC PRO E-CIGARETTE CATEGORY WINNER 2018. Survey of 10,637 people by Kantar TNS. You are at all times free to price as you choose. 3Source: Nielsen Scan Track to WE 28.07.18.
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PRODUCTS
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Rosé sales surge expected this Christmas, says Treasury Wines PRIYANKA JETHWA SALES of rosé are higher at Christmas and New Year’s Eve than at any other time of year, Treasury Wine Estates (TWE) has said. New �igures show that in the four weeks leading up to New Year’s Eve 2017, sales of rosé spiked compared with the rest of the year. And in the week leading up to Christmas, sales were more than 60% over the annual weekly average. This compares with average sales growth be-
tween 20% and 30% in the summer months. In response, TWE has announced it will be increasing its social media marketing and sampling activity for Blossom Hill this month. The campaign will focus on Blossom Hill Pale Rosé, which launched earlier this year. Kirstie McCosh, marketing director for Europe at Treasury Wine Estates, said: “This is great news for retailers, who should take advantage of this trend and ensure they focus on rosé in the lead up to Christmas and New Year celebrations.”
Kervan Gida’s new listings sweets ahead KERVAN Gida has announced new product listings for its Dexters brand in Bestway Wholesale and Parfetts. Already available to purchase in wholesale depots, the new products from Dexters include Micro Chews, Sour Splodgers, Candy Necklaces, Candy Watches and individually wrapped Tiger Tongues. The company is also bene�iting from huge growth in distribution of its Bebeto 50p range through the Bestway van operation. The van sales business serves more than 20,000 retail customers with a �leet of 180 vans, and Kervan Gida has sold more than 300,000 bags of Bebeto’s 50p range since joining.
Stuart Johnston, managing director at Kervan Gida, said: “We’re delighted with Dexters’ and Bebeto’s strong performance in the UK and these new listings.”
Nature’s Path gives Peakz launches Get your customers packaging a new look three vegan flavours to Plant ’n’ Grow gin NATURE’S Path has revamped its packaging to emphasise its organic certi�ication. As part of the revamp, the brand’s website has been redesigned and increased focus has been given to sampling and marketing the brand on social media. Victoria Hughes, Nature’s Path marketing manager
at Euro Food Brands, said: “Organic means trust and integrity in the food chain – and we know that this will only become more important to people. “Giving increased prominence to it made perfect sense, especially because we’ve been at the heart of the organic movement from day one – it’s our DNA, not just a ticked box.”
PEAKZ, the vegan chocolate snack, has released three new �lavours, with a healthier recipe and a package makeover. The new �lavours include Mint Chocolate, Berry Chocolate and Hazelnut Chocolate, available to consumers online and at selective stockists. With health in mind, the brand has decreased sugar
levels by 15% in the snacks. The snack bags also now have different vibrant colours assigned to each �lavour. Aalya Magsi, co-founder at Peakz, said: “Initial consumer tasting has been incredible. The new �lavours are well received and the feedback is overwhelmingly positive.”
FOR those shoppers looking for unusual gifts this winter season, Plant ’n’ Grow has launched a Gin Time Gift Box. The Gin Time Gift Box contains The Gin Botanical Cocktail Garden kit, Organic Citrus & Rosemary Leaf Tea, Organic Rosemary & Citrus Hand Cream and tea-bags. The hand cream is made in small batches using olive oil and shea butter, which is naturally rich in vitamins A and E, and mixed with pure essential oils, in-
cluding Lime, May Chang and Rosemary. Naturally caffeine-free and organically grown, the tea infusions are hand-blended in small batches and also work well as a cold drink.
Pure Leaf creates TGI Fridays launches ’Tis the season to Matcha made in heaven ready-to-drink cocktails vape cinnamon spice WITH demand for matcha products on the rise, Unilever is expanding its Pure Leaf speciality tea range with three new �lavours. The new Pure, Ginger and Mint bags can be used at home or on the go, and come in individually wrapped sachets. The drinks made can be enjoyed hot, as a tea or even a latte, or over ice. The range comes in recyclable clear plastic jars and contains 12 individual sachets per pack. Noel Clarke, vice president for refreshments at Unile-
ver UK, said: “There’s been a explosion in the popularity of matcha – it’s currently the fastest-growing segment of the global tea market. “Therefore, it felt natural for us to extend our Pure Leaf offering with this new range and we are especially pleased to be the only brand on the market to produce a ginger�lavoured matcha.”
TGI Fridays, in conjunction with Manchester Drinks, has launched its �irst range of unique, ready-to-drink cocktails that can be enjoyed at home. The Pre-Mixed Cocktails range is available in Passionfruit Martini, Pink Punk Mojito and Long Island Iced Tea �lavours, and comes in 500ml bottles, with an RRP of £6. Richard Benjamin, director at Manchester Drinks, said: ‘‘TGI Fridays is renowned for its sociable atmosphere and the celebration of that Friday feeling, something all of us can relate to. “We are delighted to launch our range of pre-mixed cocktails, which provide a simple way for consumers to enjoy the TGI Fridays cocktails at an affordable price.’’
The festive spirit has arrived in the vaping sector with the launch of Ohm Baked’s limited-edition Cinnamon Spiced Slice �lavour. Designed to help retailers capitalise on Christmas impulse purchases, the product has an RRP of £13.99 for a 50ml short-�ill, offering up to 49% margins per unit. Brett Horth, chief executive of�icer at Vapouriz and Ohm Baked, said: “We have only produced a limited number of this exclusive �lavour, so we’d encourage retailers to put in their orders quickly – when it’s gone, it’s gone!”
18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
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CSM Bakery improves Chic new houmous its bread recipes drives down food waste CSM Bakery Solutions has announced an improved recipe for its Arkady breads. The new range includes Arkady Diamond Ultimate, Arkady Pearl Ultimate (previously Pearl 2000 Ultimate), Arkady Unique and Arkady Supersoft (previously Supersoft 2000M). Miriam Bernhart, product marketing director at CSM Bak-
ery Solutions, said: “Our renovation gives these products an advantage in the market, supported by technical measurements and expert observations to ensure they are producing the best possible results. “We based our changes on feedback from bakers, so we’re con�ident shoppers will be pleased with the updated products.”
DESIGNED for shoppers concerned about reducing the amount of food wastage, new ChicP Houmous is made from leftover wonky vegetables combined with modern �lavours. The product is available in four �lavours: Carrot, Ginger & Turmeric; Herby; Chilli Pumpkin; and Beetroot & Horseradish. Hannah McCollum, founder of ChicP, said: “Holiday parties are notorious for contributing to food waste and a concerning amount of perfectly good, untouched food gets thrown out every year. We are hoping to help reduce that staggering amount with this product.”
REFRESHING SALES In association with
Soft drinks already generate a huge £1.6bn1 of sales within the symbols & independents channel every year, yet the category is growing at 7%2. This means there’s a huge opportunity to grow your sales and make more money in this profitable area. Here’s how to do just that:
Kellogg’s adds traffic Manchester Gin light nutrition labels sizes up for sharing KELLOGG UK will adopt colour-coded front-of-pack nutrition labelling, commonly known as traf�ic lights. The manufacturer will apply the scheme to labels on breakfast cereal packs, including Special K, Coco Pops, Crunchy Nut, Corn Flakes, Rice Krispies and Frosties. The new labels will start to appear from January, with all packs changed by early 2020.
Oli Morton, managing director at Kellogg UK, said: “Following our announcement late last year to overhaul our cereal, we are now following that up with a new and modern Kellogg pack redesign in 2019. “As part of this we decided to review our front-of-pack labelling as for more than a decade we have had black and white icons on the front of our packs.”
MANCHESTER Gin has launched a new 4.5l format of its Jeroboam variety, which holds the equivalent of nine standard bottles. The new, large format bottle is designed for sharing with friends, or as a gift for a gin
lover this Christmas. Each bottle has a honeycomb design with a hexagon pattern, and the brand’s bee logo stamped at the bottom. It is inspired by the ‘worker bees’ of Manchester, a logo that resonates as the city’s symbol.
Don’t miss out on impulse Half3 of all soft drinks are bought on impulse. Energy brands make up almost a third of all soft drinks bought in the channel, so this is an especially important segment to get right. Stock the biggest brands, such as the UK’s #1 energy brand, Lucozade Energy4 , and use a variety of POS to grab shoppers’ attention at the chiller or at the till. Add some flavour
Spar revamps water Nomadic moves on with Lovely Live Yogurt range to tackle pollution NOMADIC has launched a trio of layered yoghurts, Lovely Live Yogurt, available in Salted Caramel, Alphonso Mango and Raspberry �lavours. The range comes with a spoon in the lid and is available in smaller and larger pot sizes for £1.30 and £2.20, respectively.
Alan Cunningham, managing director at Nomadic, said: “We recognise that consumers need convenience, so it’s natural for us to include a spoon, and we’ll keep on doing the hard work to make great products that people want to buy.”
SPAR has announced that its Silverbrook Falls Water bottle is now made of up to 51% recycled plastic. The company’s eight still and sparkling water range has also been revamped with a new label design to provide a contemporary look, while also communicating the recycled plastic content in a bid to tackle single-use plastics. Cath McIlwham, Spar head of brand, said: “As ethical and environmental concerns are growing, using recycled material not only reassures our customers, but also demonstrates our commitment to being an environmentally responsible retailer.
“We will save almost 130 tonnes of plastic every year with the changes we have made to the packaging. We are con�ident this initiative will be a huge success for our retailers.”
Best-sellers like Lucozade Energy Orange and Original will always form the basis of a good soft drinks range, but don’t overlook the fastest-growing flavours, too. 60%5 of Lucozade Cherry shoppers, for example, are incremental to the energy category, so it’s a great way to bring new sales in. Anita Nye from Premier Eldred Drive Stores in Kent agrees. “Even though we have a small shop, we sell Lucozade Original, Orange, Caribbean, Apple, Cherry, Pineapple, Pink, Pink Zero and Brazilian,” says Anita, enabling her to offer options for all types of shoppers. Price it right Price-marked packs are the key to driving impulse purchases in store as they show shoppers they’re getting good value. “PMPs can be the difference between selling one case a week and five or six,” says Yogi Tatla of Dee Park Londis in Reading.
EXT IRI Symbols & Independents GB, Value Sales, latest 52 week data ending 28/10/18. 2EXT IRI Symbols & Independents GB, Value Sales, latest 52 week data ending 28/10/18. 3 IGF Food to Go 2016. 4 EXT IRI MarketPlace GB, volume sales, latest 52 week data ending 28/10/18. 5 Kantar Worldpanel, 52 w/e 17 Jun 18 vs YA (TH panel) 1
PRODUCTS
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Grocery market set to grow as food and drink tops Xmas lists PRIYANKA JETHWA THE UK grocery market is set to grow by 2.4% this Christmas, with shoppers predicted to spend £21.6bn over the festive period, according to research �irm IGD. With nearly half (48%) of shoppers agreeing food and drink is the most important part of Christmas Day, grocery has a key role to play. Research also shows 65% are planning to have turkey this year, and nearly one in 10 (9%) will opt for a vegetarian or meat alternative. Vanessa Henry, shopper insight manager at IGD, said: “Al-
though Christmas is wrapped up in tradition, we’re starting to see some new and interesting trends emerging in the run-up to the festive period. “In particular, and similar to a trend we’ve seen emerging over the past year or so, there is a greater focus on vegan or vegetarian options for the main Christmas meal centrepiece.” Younger shoppers in particular will experiment with vegan and vegetarian recipes this year, with 20% of 18-34-year-olds planning to make vegan dishes and 25% cooking vegetarian recipes on Christmas day. Meanwhile, the top breakfast choice to start Christ-
mas Day is toast, enjoyed by 34% of shoppers, followed by breakfast cereal (29%),
eggs (17%), bacon and sausages (17%) and a full cooked breakfast (15%).
18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
Maxorata Majorero lands in the UK ARTISAN brand Brindisa has introduced Maxorata Majorero, a Spanish cheese from the Canary Islands, to its specialist portfolio. Exclusively available to UK customers, the cheese is made from pasteurised milk of the indigenous Majorera goat, which is native to Fuerteventura. Monika Linton, chairman and product director at Brindisa, said: “Every Spanish region offers up an array of wonderful cheeses, and Maxorata Majorero is the best that the Canary Islands have to offer. “We are thrilled to be sharing this award-
winner as Brindisa continues to showcase artisan cheeses using producers’ own or local farmers’ �locks. “We remain proud to bring the true food of Spain to our UK customers.”
Match your beer with Cannabis plant extract, gut health and wonky Xmas dinner favourites vegetables tipped to be top trends in 2019 HOGS Back Brewery is encouraging retailers to crossmerchandise beer with food to help encourage additional basket spend this Christmas and New Year. Rupert Thompson, managing director at Hogs Back Brewery, said retailers can match foods such as smoked
salmon with its Hogstar English Craft Lager, and Christmas pudding alongside black beer Old Tongham Tasty. “Our Outback Pale Ale complements a festive buffet. It’s perfect to serve with sausage rolls, creamy vol-au-vents, pork pies and other buffet food,” he added.
CANNABIDIOL (CBD), wonky vegetables and vegetarianism are some of the top food trends that retailers can expect to see in 2019, Kind Foods has predicted. In its �irst annual report, with research compiled from nearly 5,000 experts within the food and drink industry, the brand has identi�ied 10 key areas that are expected to boom in the new year. The list also includes seed butters, African �lavours, gut health, low- and no-sugar, water-based drinks, hearty foods and clean eating. When it comes to vegetarianism, meat- and dairy-free protein alternatives are becoming more mainstream in the convenience channel.
The report stated: “We can expect to see more innovations highlighting nuts, extruded seeds, beans, water lentils and algae across categories such as snack bars, meat-free burgers or sausages and dairy-free yoghurts and cheeses.” Furthermore, with the rise in popularity of CBD within the vaping market, it said it is essential that retailers start to invest in the oil to get ahead of the game. “While CBD can be found within lotions and oils, 2019 marks the year where the cannabis plant extract makes its way into the food and beverage industries. “We’ve already seen CBD’s presence within coffee, cock-
Free-from snacks get Great offers at Nisa oat boost from Nairn’s around the corner NAIRN’S has added two new gluten-free products to its range, a popped oats snack, Pop Oats, and Oat Bar, which has 40% less sugar than the average fruit and cereal bar. The Pop Oats contain 83 calories per pack and are a source of �ibre, containing 60% less fat than regular fried crisps. They come in BBQ, Salt & Vinegar and Sour Cream & Chive �lavours, retailing at 80p. Oat Bars are available in three �lavours: Apple & Cinnamon, Cacao & Orange and Mixed Seeds & Protein, retailing at 89p. They are also available in multipack cases of four for £2.49. Martyn Gray, managing director at
Nairn’s, said: “Demand for freefrom products has never been higher, and research shows growth is coming from younger shoppers, who are looking for convenient and healthy snacking options to eat on the go, that don’t compromise on taste.”
NISA’S latest campaign, Just Around the Corner, aims to remind shoppers they can get more than they might expect for Christmas in their local store. The deals available extend across fresh fruit and vegetables in the Festive Five (Heritage Brussels sprouts, carrots, large onions, white potatoes and parsnips for 59p), through to gifting ideas for Secret Santa, with everything under £10. Promotions are also available across spirits, including Gordon’s pink gin (70cl for £12) and Smirnoff vodka (1l for £16), as well as wines including I Heart Prosecco (75cl for £5.99) and lagers such as Carlsberg (12-pack 440ml for £8). And for the �irst time this year, Nisa retailers are also
able to stock Co-op products for Christmas with almost 800 lines now available.
tails and even olive oil in 2018 – next year, we anticipate CBD to permeate into other formats such as yoghurts, soups and even salad dressings,” the report said.
To find out more about CBD, check out the 21 December issue of RN. Order your copy by calling your news wholesaler
Wild and Game gives ready meals a shot WILD and Game has launched a four-strong range of gamebased ready meals. The ready meals include Grouse with Mushroom & Peppercorn Sauce; Pheasant Breasts with Pancetta, Mushroom & Cider Sauce; Pheasant Breasts Florentine; and Pheasant Tikka Masala. The products are supplied fro-
zen, so they are available all year round and not just in the traditional game season. Steven Frampton, co-founder of Wild and Game, said: “These are dishes people would probably love to cook at home, but many people are not con�ident cooking with game, so we came up with this range of high-quality ready meals to make life easier.”
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HERE’S WHAT YOU CAN COUNT ON EVERY WEEK: Tours of the best independent shops A magazine market guide you won’t find anywhere else Thought-leading news and insight Exclusive industry data and analysis
PLUS Check your profits with our Pricewatch feature, which enables you to compare your prices against supermarkets, as well as fellow independent retailers
RN gives me feedback on what top retailers are doing, giving me ideas on what to do next David Wyatt, Costcutter Snowhill, West Sussex
The best independent retailers stay ahead by reading RN each week. Do you? DON’T MISS OUT – ORDER YOUR COPY OF RN FROM YOUR WHOLESALER TODAY FOR MORE INFORMATION CONTACT: kate.daw@newtrade.co.uk
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OPINION LEADING INDUSTRY OPINION ON THIS FORTNIGHT’S HOT TOPICS
DON’T MISS THE 28 DECEMBER ISSUE OF RN
What do you think? Get in touch for the chance to be featured in Retail Express
BREXIT: What impact will leaving the EU have on convenience stores? “THERE will be a knockon impact from changes in the movement and cost of goods, and from the likely contraction in the labour market, but most of these impacts, and the burden of EU regulations, are not in themselves critical to the long-term future of our sector.”
"BREXIT is bad for the economy overall, but as long as consumer spending on groceries remains strong, the suggested in�lationary impacts will be weathered by stores. The Westminster spectacle does bring one advantage, there’s little focus on the kinds of burdensome regulations that have dogged the sector.”
James Lowman, CEO, ACS
Jack Courtez, editor of news, Retail Express
How Friday curry nights, freshly ground coffee and a new car park have boosted Tejal and Suraj’s footfall
There will be a knock-on impact
PLUS RN looks back at a year of Store Tours and the best advice from them
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Why declining police numbers doesn’t have to be bad news for your store
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SERVICES
“BUSINESS rates are one of the main costs that retailers face and we welcome the Scottish government’s commitment to capping the rate rise. Retailers face signi�icant pressure from a range of costs in a hypercompetitive market and any measure which assists in keeping costs down is bene�icial.”
RETAILER CHOICE AWARDS
.2018
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Colin Smith, chief executive, Scottish Wholesale Association
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“THE decision to scrap the proposed business rates levy and cap the increase on business rates at below in�lation rate of 2.1% will come as welcome relief to SWA members’ customers. We also welcome the announcement that the Scottish government will maintain the Small Business Bonus Scheme.”
Have your say
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PARFETTS: Industry reacts to Steve Parfett’s retirement “WE would like to take this opportunity to thank him for the valued support he has given on the journey to becoming an award-winning, fully employeeowned company. It truly is the end of an era and all of us here at Parfetts would like to wish Steve the very best.”
“HIS passion for all things wholesale is infectious and the enthusiasm for the entire industry will be sorely missed. His forthright views on issues such as Brexit, employee ownership and the value of independent retail are strongly held but softly expressed.”
David Grimes, joint managing director, Parfetts
James Bielby, CEO, FWD
His passion for all things wholesale is infectious
VAPING: Who is leading the market in this £1bn category?
The tobacco companies bring knowledge to customers
“ONLY 20% of my vaping and e-cigarette sales come from the tobacco suppliers. Sales are poor because of the lack of support. Specialists, such as Smok and Juiced, are always on the phone – they visit the store every few weeks to provide training.”
“WHILE the tobacco companies bring knowledge to customers alongside a lot of innovation and funding to the sector, they don’t offer the same range as the rest of the market. The majority of customers want kits and addons, but the major suppliers only offer basic starter products.”
Purvesh Patel, Wine Mill, London
Doug Mutter, manufacturing and compliance director, Vaporised
LETTERS
18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
13
Wharfedale
sam Premier coldbeck convenience store, Hull
Letters may be edited
Customers develop our businesses, push us to try new things and make us realise that retail is really worthwhile
Late deliveries have made me one irate newsagent Five times in the past two weeks I have not received titles I should have on my normal daily delivery. It has got to the point where the Guardian and Express are not even turning up. Today was the �inal straw. On my second day off this year, I got a phone call from a member of staff who told me that only 10 copies of the
Press and Journal had been delivered, when there should have been 145. I phoned Inverness Menzies to ask what was going on. I had to disconnect my phone today because so many people were ringing in to ask where their copy was. Of course, they have been credited for the missing issue, but they don’t really care
about that – all they want is their publication. When I phoned up Menzies last Saturday to complain to the manager, he didn’t even know that issues of the Guardian or Express had been incorrectly delivered. I passed on a restitution letter, which he didn’t receive. I am one irate, unhappy newsagent.
Tony Rook, Buckley’s Newsagent, Lossiemouth, Scotland A spokesperson for Menzies said: “Menzies Distribution has been working with Mr Rook to address his concerns and have given him details for the restitution process to compensate him for any lost sales.”
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TWEETS OF
THE WEEK
@retailexpress
So exciting to see our trees in their new homes!! We’ve still got some in stock… they’ll be gone this week. Grab them soon!! @AncoatsGS
A terrific example of proactive retailers working within their local community great results that will make the area much safer #savinglives @JohnAtOneStop
Delighted to see @morazzaq has an @ReverseVending Machine in his store. He and the NFRN have been big supporters, right from the start. @NFRN_ Online @envirovend @Drivenmiles @johnmacdonald_ #ReverseVending #DepositReturn @ExcelVendingLtd
Our Wi-Fi is not that sky-high but it provides a good stream enabling you to sit in our Cafe and catch up on the world. Mind you, it’s the quiet remote rural charm of a Community Shop that is stacked out with tasty local produce that REALLY ‘connects’ with our customers! #Shoplocal @ItteringhamShop
Craig Duggan, BBC journalist & reporter, called in this morning to congratulate us on our success this year, finalist in ‘service to the community’. #Llanidloes #NFRN #IAAcademy #IAA18 #Charitysharer #powys @betterRetailing @ThisIsRN @bbcwales @NFRN_Online @DerekTheWeather @trudydavies1964
It’s only 14 days until Xmas day!! You know what that means!!! CREME EGG TIME!!!! And we also have the brand new for this year Cadbury Oreo filled eggs... there are proper scrummy Mini Eggs and Galaxy Golden Eggs also in stock. #londis #cremeegg #nevertoearly @londisweymouth
IT’S that magical time of year when days become shorter, time becomes tighter and every customer walking through your door either does so because they’ve followed the same pattern every day this year, or every single shop in town has sold out of cranberry sauce and you’re the last hope! If your customer is the latter, chances Each issue, one of seven top are they don’t know retailers shares advice to what to expect when make your store magnificent they set foot inside the door, and if they like what they see, they’ll start to follow the same pattern every day and become your new best customer. Customers are our most precious commodity and to win new ones, either in real life or on social media, gives us a real sense of purpose. Customers develop our business, push us to try new things and make us realise that retail is really worthwhile. It’s worth checking that your staff have the same belief, especially at this time of year when detail can be overlooked. I don’t think there is any harm in reminding staff that the customer is king and although customers won’t love us if we treat them badly and lose them, our competition will. We have one chance with most new customers to make a good impression. Unfortunately at this time of year, sales are erratic, supplier under picks are at an all-time high and staff seem particularly susceptible to sudden and unexpected bouts of absence, dumping the workload onto those with the broadest shoulders. Christmas time in retail can be really tough. But as Nat King Cole said: “Light up your face with gladness, hide every trace of sadness, although a tear may be ever so near, that’s the time, you must keep trying, smile, what’s the use of crying, you’ll find that life is still worthwhile, if you just smile.” Although there’s no evidence to suggest Nat wrote his 1954 smash hit based on independent retail, I’m pretty sure most of us have related to it over the years. As we hurtle into the final days of the festivities, a happy smile, a kind word and a Christmas wish can sometimes be all it takes to deliver the type of old-fashioned customer service which is so often lacking from our competitors. Merry Christmas, one and all.
Get in touch
@retailexpress betterRetailing.com facebook.com/betterRetailing chris.dillon@newtrade.co.uk 020 7689 3379
T WO
PR OD UC TS
Coming in January 2019
SUPPLIER PARTNERSHIPS
18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
PARTNERING FOR SUCCESS
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RETAIL EXPRESS speaks to two top suppliers to find out how you can work with them in 2019
CALL 020 7689 3355 TO ARRANGE A VISIT IN an exclusive investigation published in our sister title, RN, we revealed that the number of supplier rep visits has dropped by 50% in the past three years and identified a list of 10 demands that retailers want from suppliers. These included an end to gimmicky rewards, such as cinema tickets, and giving a strong category approach. With the rise of digital category tools, the relationships that retailers have with big
manufacturers is changing, but what has remained the same is the high level of category insight they can offer. Retail Express speaks to two suppliers that want to be your next partners. We also hear from retailers that have taken on their advice and used it to grow their sales and profits. If what these suppliers offer is of interest to your business, do give us a call on 020 7689 3355 to receive a visit to your store.
TO D E T T I M COM
OUR RETAILERS SINCE 1977
“I chose Nisa and have stayed with them because of the wide range of chilled and ambient products available just a click away, with the best prices in the market and great promotions for our customers. I’m so glad to be a part of Nisa as availability of stock is great with great delivery services.
I joined Nisa as an independent retailer many years ago, then I moved my store under the Nisa brand fascia in 2016, when we rebuilt the whole new building and we designed our store with Nisa’s outstanding designing and merchandising team. Recently we’ve also had a great chance to try Co-op’s best-selling own-label range which has increased my shopping basket.”
I’m looking forward to what’s to come in the future with Nisa. Mahmood Saleem, Nisa Local, Ardeer Services, Stevenston, Scotland
Join the family... visit www.join-nisa.co.uk 14647_NISA_TradePress_Mahmood_Saleem_2018_172x240mm_AW02.indd 1
05/12/2018 09:30
SUPPLIER PARTNERSHIPS KP SNACKS
16
PUT YOUR BEST SNACK FORWARD My crisps & snacks sales rose by a massive 28% following KP’s store relay HARJ GILL, SELECT & SAVE THE WINDMILL, BIRMINGHAM
GROW YOUR SNACKING SALES BY
30%
01 MUST-STOCK RANGING RETAILERS should stock a strong core range from each key supplier to cater for all consumer needs, as core products represent 99% of sales in comparison to new products’ 1% of sales. It’s the top-selling lines that will deliver category growth – with 60% of sales coming from the top 50 lines in crisps and snacks. You can find more information on KP Snacks category management at kpsnackpartners.com.
02 AN EASY-TO-SHOP FIXTURE BLOCKING similar products together, such as ridged crisps, will make it easier for your shoppers to find what they need as 45% of purchases are made in less than 60 seconds. Ensure value options are located at the bottom of the shelf, moving sharing bags to the top of the fixture. The bestselling singles bags should be positioned prominently, being the first thing shoppers see as they walk down the snacking aisle.
03 DRIVE IMPULSIVE PURCHASES SNACK shoppers are extremely impulsive compared to the average convenience shopper and represent a real opportunity for you to drive incremental purchases. Price-marked packs (PMPs) are a great way to help communicate value to shoppers and have proven to be a successful tool in driving impulse sales. Thirty-three per cent of consumers believe that PMPs signify a promotional price, making them more likely to purchase a product, and 83% of retailers agree that they sell faster than plain packs.
RETAILER
VIEW
Find out more at www.kpsnackpartners.com *kpsnackpartner trials
Harj Gill, Select & Save The Windmill, Birmingham
“I FIRST got involved with KP’s SnacKPartners programme after responding to a @KPSnacks Tweet. The team were offering to visit convenience stores to relay their crisps & snacks fixtures. My category sales were fine, but I thought there would be no harm in getting extra advice. “My crisps & snacks sales rose by a massive 28% following the store relay. And, with the help of KP’s planogram and advice from their team, my staff have learnt how value-added tweaks and refinement can help drive sales.”
the stat
30%
The sales rise for retailers who followed KP Snacks’ category advice
Find out more information on KP Snacks category management at kpsnackpartners.com
SUPPLIER PARTNERSHIPS RED BULL
18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
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POWER UP YOUR SALES 01 STOCK CORE BESTSELLERS RED Bull Energy Drink 250ml is the most valuable soft drink and a must-stock for retailers planning their soft drinks range. Sales of the pack grew by more than £9.3m in the past year and it sits at the heart of Red Bull’s range. Alongside energy, shoppers are demanding sugar-free alternatives. Growing at 8.6% to £34.1m, Red Bull Sugarfree 250ml is the number-one low-calorie sports and energy drink in the UK and should be merchandised next to the Energy Drink.
02 DELIVER A SUGAR-FREE RANGE RED Bull introduced a Sugarfree Editions range in March, providing shoppers with a low-calorie alternative for every Red Bull pack. Shoppers can now expect to reach for their favourite flavour or size and choose between that and the Sugarfree option sitting right beside it. Both Red Bull Tropical and Orange Editions are now available as a Sugarfree option, and have added more than £1.1m to the category since launch. Red Bull Sugarfree 355ml and Red Bull Sugarfree 473ml have also added £3.5m to the category since they launched.
03 MERCHANDISE EFFECTIVELY
We gave sugar-free drinks more prominence to appeal to shoppers looking for lower-sugar options NISHI PATEL, LONDIS BEXLEY PARK, LONDON
MORE WINGS TO MAKE SALES FLY.
TO ensure retailers get the most value out of the space in store, Red Bull advises retailers to stock the most efficient range to drive the greatest value. 1. Space: Give bestselling brands the most space on the fitting. 2. Focus on top five brands: 50-60% of soft drinks space should be allocated to the top five brands 3. Vertical blocking: Vertical blocking by brand helps shoppers to find the product they are looking for.
RETAILER
VIEW
Nishi Patel, Londis Bexley Park, London “WE made changes to our energy drinks fixture to give sugarfree drinks more prominence and appeal to shoppers looking for reduced-sugar and nosugar options. “After a few weeks of the sugar-free variant being more visible, it started to sell more. The better positioning and the attention-grabbing PoS we put on the fixture have helped make these new choices more attractive to shoppers.”
These days, more and more shoppers want a low-calorie alternative to their favourite drinks. That’s why the Red Bull Sugarfree range has grown, offering shoppers new flavours, new sizes and a choice in how they get their wings. With Red Bull Sugarfree growing at +15%*, selling Sugarfree alongside Red Bull Energy Drink can help your category sales fly. So if you want to give your business a lift, it’s easy to see:
See more on Red Bull category management, at betterRetailing.com/ red-bull-shoppersgrow-sales
*IRI £SALES (TOTAL COVERAGE | 52 WKS 20.10.18)
RB_UK_9174_EDSF_RANGE_TRADE_AD_150x129mm_AW.indd 1
07/12/2018 10:13
CATEGORY ADVICE PRODUCTS OF THE YEAR 2018
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TOP PRODUCTS OF 2018 The RETAIL EXPRESS team looks back on which products rocked the convenience retail world this year
HOW DO YOU CHOOSE WHAT TO STOCK? NEW products provide a breath of fresh air for convenience retailers, who can use them to tap into trends, stand out from the competition and disrupt their local shoppers. This year has brought with it 12 months packed with plenty of launches from big manufacturers, who have extended their ranges in a bid to take over more of your shelves and drive more sales from convenience shoppers. With well-thought-out launches known to encourage more footfall, it’s tempting to try to squeeze as many new products as you can on to your shelves. But is that good for business? Without sales data to give you any indication as to whether they will sell
strongly, how do you know which launches to invest in? Here, Retail Express has spoken to more than 100 readers to find out which new products are providing more than just a short-term sales boost. We have asked our readers to analyse the year and tell us which new lines they initially stocked when products launched, whether or not they reordered them after their initial trial period and whether retailers have stocked more new products overall. And here are the results – the winning lines, as well as those that just missed out on being crowned products of the year. Are you missing any of these top sellers in your store?
WORD OF MOUTH WINNER: Guinness Open Gate Brewery Awarded to the product that retailers recommended to other retailers the most Launched in Citra IPA and Pilsner, these Guinness Open Gate Brewery lines are part of the brand’s Open Gate project, which was launched in 2015 to give its brewers a platform to create craft-style brews. It joins lines such as West Indies Porter and Hop House 13 in the range. It is targeted at ‘craft-conscious’ consumers, who are interested in craft, but need a major brand to give it a try.
Highly commended:
1
Green & Black’s Praline
2
Skittles Chewies
the stat
10% more retailers stocked Guinness Open Gate Brewery later in the year than at launch
3
Tropicana Essentials
4
Maltesers Truffles
18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
RETAILERS’ CHOICE WINNER: KitKat Salted Caramel Awarded to the product that was chosen most often by retailers as a top seller We asked independent convenience retailers to recommend any products that had performed well this year that were not on our original list of launches. KitKat Salted Caramel repeatedly came up. Following the launch of its New York Cheesecake last year, Salted Caramel tapped into the trend for indulgent dessert flavours within confectionery.
THIS LINE WAS REALLY POPULAR WHEN IT FIRST CAME OUT. WE JUST PUT IT ON OUR SHELF AND IT FLEW OUT Duncan McCutcheon, McCutcheon Newsagents, Tyne & Wear
Highly commended:
1 THE RELIABLE RESTOCK
Whitley Neill Parma Violet Gin
2
Gordon’s Pink
3
M&M’s Crunchy Caramel
Highly commended:
WINNER: Beefeater Pink
This award goes to the product that was repeatedly ordered by the highest percentage of retailers
4
Vype ePen 3
1
19 Crimes Chardonnay
2
Maltesers Buttons
3
Flipz
4
Coca-Cola Zero Sugar Peach
Beefeater Pink was unveiled in February and was designed to tap into the pink gin segment, which was among the fastest-growing in a booming category. The launch benefited from outdoor advertising in major cities, including a campaign at a London tube station, where it filled the air with the smell of strawberries.
WE ONLY STARTED TO STOCK BEEFEATER PINK AFTER ATTENDING THE LOCAL SHOP SUMMIT PANEL ON PREMIUM DRINKS. SO FAR IT’S BEEN REALLY POPULAR. WE’VE HAD EXCELLENT FEEDBACK FROM SHOPPERS AND IT’S OUTSELLING THE COMPETITION Keifer Shea-Godden, St Woolos Stores & Post Office, Newport
the stat
88% of retailers that stocked Beefeater Pink Gin ordered it again
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CATEGORY ADVICE PRODUCTS OF THE YEAR 2018
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THE NOISE MAKER
HIGHLY COMMENDED: Walkers Max Strong
WINNER: Maltesers Buttons
WHEN WE HAD A STANDING UNIT FOR THE WALKERS MAX STRONG RANGE, SALES WERE REALLY STRONG. THIS WAS HELPED BY THE FACT IT WAS ALSO ON PROMOTION
Campaigns are crucial for driving awareness of a new product when it enters the market. This award goes to the product that achieved initial listings by the highest number of retailers Maltesers Buttons was one of two major launches from the brand this year. Backed by a £1.3m consumer campaign, Buttons were launched in 32g singles, as well as 93g and 159g pouches, RRP 66p, £1.19 and £3.29 respectively.
John Green, Premier Green End Store, Sawtry, Cambridgeshire
MALTESERS BUTTONS HAVE BEEN A HUGE SUCCESS IN STORE AND VERY PROFITABLE TO US. THEY ARE POPULAR WITH ALL SHOPPERS AND SALES HAVE BEEN STRONG Jack Matthews, Bradley’s Supermarket (Nisa Local), Quorn, Leicestershire
Highly commended:
1
the stat
83%
Sterling Dual Superkings
2
Walkers Max Strong
4
Batchelors Super Noodles Pot
3
1
Rustlers All Day Breakfast Muffin
2
Starbucks Double Shot Espresso
3
Rubicon Street Drinks
4
Cadbury Dairy Milk Boost + Protein
Haribo Fruitilicious
of retailers stocked Maltesers Buttons when it first launched
THE CHALLENGER WINNER: Boost Punch Power A successful launch isn’t just down to the strength of the campaign, it’s also down to the quality and the demand of the product The Challenger award goes to the brand that was repeatedly bought by retailers, even though it was not stocked by more than 50% at launch. Boost Punch Power was the first of two launches from the company this year, the second being Cosmic Glow. Available in 250ml cans and price-marked at 49p, the drink marked the brand’s continued investment in sugar-free energy drinks. Like the rest of the Boost range, the product is only available to independent retailers.
Highly commended:
the stat
22% The sales increase of sugar-free energy drinks, according to Boost
SEASONS: PLAN FOR 2019
In association with
IN-STORE DISPLAY Seasons and events are great ways to create theatre in your store and drive incremental purchases by inspiring shoppers. RETAIL EXPRESS speaks to Mondelez International to find out how you can plan for 2019 and grow sales with strong displays throughout the year
MINI SEASONS Valentine’s Day, Mother’s Day and Father’s Day are all short seasons, so give careful thought to the number of categories you include. Consider stocking generic products that can be sold after the event.
EASTER
APPROACHING THE SEASONS Set aside time to create a plan. Where will the display be situated? Consider creating a ‘seasonal space’ so the change is manageable. Consider continuing the theme in your window or on your counter Think about what categories you should include in your seasonal plan. Find out what the seasonal bestsellers are. Use manufacturers’ PoS. Consider different promotions. Allow time to set up your seasonal display up. Why not bring the team together to get creative. Start small, but give it a go. If it goes well, build your range. Don’t forget to review and note what worked well to shape your plan the following year.
CHRISTMAS Stock bestselling lines to drive sales. Start the countdown to Christmas in October with singleportion products. In November, bring in advent and novelty sharing lines.
Take advantage of PoS, promotions and media investment.
In December, stock selection boxes, Christmas-themed gifts, family sharing lines and top-up gifts.
In the final weeks before Easter, shoppers are looking for gifts, shell eggs and products for Easter egg hunts.
Bear in mind that chocolate is most popular option for a mini season gift*.
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Start your Easter in January with single-portion eggs such as Cadbury Creme Egg.
In mid-February, keep momentum going in your store by adding to your range. Mondelez recommends more sharing products.
Look for themed props, not just themed products.
18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
Use PoS and build displays that exhibit your seasonal range. Use counter space for single-portion impulse buys. Give shoppers a choice and include a range of prices. Make the most of manufacturer media investment and display material.
Stick with bestsellers, and consider local conditions and demographics when deciding on your range.
*Source: Engage Research, All Year Round Gifting U&A 2015
HALLOWEEN Focus on bestselling lines. Spook your customers with a fantastic display – use counter units and get creative. If space allows, consider sharing treats perfect for getting into the spirit of trick-or-treating. On 31 October, think about creating some extra theatre by asking staff to dress up.
MONTHLY TIMELINE Christmas
Easter Mother’s Day Valentine’s Day
Father’s Day Sporting events & events in the local community
Halloween Birthdays/gifts
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC
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PROFILE
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18 DECEMBER 2018-14 JANUARY 2019 betterRetailing.com
RETAILER PROFILE STEVEN MAHAL ARNOLD ROAD PREMIER STORES
‘WE KEEP OUR REPUTATION CENTRAL TO OUR MARKETING PLAN’ CHRIS DILLON IT’S easy for busy business owners to put marketing strategies on the back burner, but Steven Mahal has seen success by putting his high on the agenda over the past year. “We’ve been using social media a lot more because it’s cost effective. We still lea�let, but we are choosing carefully what we put online, too,” he explains. Located on the edge of an estate, the store has to strike a balance between catering for local residents and passing trade. As a result, food to go, bakery and coffee are huge growth areas for Steven’s business. “We’ve also increased our range of £1 household items, including cutlery, air fresheners and toys. Our staff are really good at telling customers about new lines,” he explains. This strategy is communicated to his staff in monthly meetings, where the team takes time to plan out what they are going to do and what changes they are looking to make. “By planning, we make sure we stay in our customers’ minds and it means we’re not just reactive, but proactive retailers,” Steven explains.
“Keep your reputation central to any plan. Whether it’s your online presence or the way your staff communicate with customers, you always have to remember you are part of a community tending to people’s needs and it should all feed into that purpose,” he says. Steven’s store also bene�its from a loyalty scheme that is used by more than 2,000 customers who can access deals. The store also has the capability to send out deals by text every month. “Word of mouth is good, but by marketing effectively, it keeps us in touch and keeps our offer fresh, too,” he says. His experiments with social media are just beginning. After promoting a frozen meal deal on Facebook for the �irst time, he sold out within a day.
“Our online presence is good, but it can be better. The Local Shop Summit event in Twickenham last year opened up my eyes to what we could be doing, such as competitions, raf�les and polls,” he says. “Keeping up the conversation and making it more interactive is de�initely something we’ll be concentrating on.”
IT’S IMPROVED THINGS A LOT AND IT’S MEANT THEY CAN PLAN, AND IT MAKES THEM MORE PRODUCTIVE WHEN THEY ARE WORKING
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Steve sees his staff as a big component of his marketing strategy. Last year, one of his biggest challenges was the banning of the 50p charge on card transactions, which he replaced with a £1 minimum spend. This change required his staff to be fully briefed and understand the change and then take an active role in communicating the change to customers. He has also improved staff morale by notifying them earlier about their rotas. “It’s improved things a lot and it’s meant they can plan, and it makes them more productive when they are working,” he says. In the next year, Steven has big plans for continuing improvements to his marketing and also working on how he drives seasonal sales. “We opened up a few stores in the past year and I’ve had two small babies, so it has been busy. We do well on seasonal events such as Halloween and Christmas, but we could do better and expand our range,” he explains. To see more of Steven’s store, go to betterRetailing.com/ arnold-road-premier
Location: Nottingham Hours: Mon-Sat 6am-11pm, Sun 6am-10pm Staff: Three full-time, three part-time Size: 2,700sq ft
a marketing plan 1 Make “Our customer marketing is vital because it helps us maintain a reputation and make sure we are actively promoting ourselves, not just reacting,” Steven explains. social media well 2 Use
“We’re now approaching our social media activity a lot more thoughtfully than before and being more strategic in the types of deals that we promote,” he says. in a loyalty scheme 3 Invest
“Having 2,000 customers on our loyalty scheme is incredibly useful. It’s not so much about what deals we promote, but it also helps us remind our customers that we’re here,” he explains.