CASH AND CARRY CRIME CRISIS • Tobacco thefts from cash and carries rise as government ignores plea for better protection
• Wholesalers take desperate measures to cut robberies as stores shun crime hotspots
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PARCEL OPPORTUNITY
NATIONAL LOTTERY
STORE ADVICE
Thousands of Post Office branches to now offer Evri and DPD services
Allwyn accused of ‘pricing out’ postmasters with upfront bond payments
Three retailers share their top tips on how to grow impulse sales
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Three symbol groups reveal how they are supporting indies and what’s in store for 2024 P12 FOCUS ON DE FASCIA GUI
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l groups talks to three symbo rs in RETAIL EXPRESS e supported retaile to find out how they’vplans are for next year to 2023 and what their We have spoken with the in 2023. them
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with up to speed retailers working has been them trends and providing to �ind out what their expeTHIS past year for in- latest and tips to past year a challenging one riences over the and tactics, strategies dependent retailers,stores get their businesses moving have been like. Some have prothose who run their group forward. Or it can be the help with the runretail- received while as part of a symbol fascias vision of services that of their business, a of, such as ning have looked to those ers can make use others have undergone guidance. delivery, better EPoS complete store re�it with for support and a vari- online systems their This can come in data-management and guidance from help providas such l materials. ety of ways, of and promotiona three pages, fascia group. also look ing excellent availability Over the next This guide will customers will be lookthe end of near Express the products that we as Retail that aland ahead, out what these want, all at a price money ing at three wholesalers One 2023, to �ind in store for lows stores to make have fascia groups – Bestway, groups shoppers �ind to – chalParfetts its myriad without pricing in the Stop and do- 2024, with s. out. It can also come retail- out what they’ve been lenges and opportunitie for support their retailers form of training bringing ing to ers and their staff,
CASH AND CARRY CRIME CRISIS • Tobacco thefts from cash and carries rise as government ignores plea for better protection
• Wholesalers take desperate measures to cut robberies as stores shun crime hotspots P3
PARCEL OPPORTUNITY
NATIONAL LOTTERY
STORE ADVICE
Thousands of Post Office branches to now offer Evri and DPD services
Allwyn accused of ‘pricing out’ postmasters with upfront bond payments
Three retailers share their top tips on how to grow impulse sales
P2
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BACK PAGE
our say
Megan Humphrey, editor
The vape fallout continues A COLLEAGUE of mine alerted me to a news story printed in the Metro last month, about a 12-year-old girl who’d been left in a coma ‘after vaping’ made her lungs too weak to fight off an infection. According to the mum, the doctors claimed if she had not been vaping, she would have been in a better position to fight back. Stories like this are unfortunately common. Earlier this year, I also read an account from a 17-yearold who claimed “vaping has become a way of life” and insisted her habit had become so bad that she had to puff as she fell asleep. This is why the plan laid out by government on tackling youth vaping is so important, as we also prepare for new laws stopping anyone born after the start of 2009 from ever being able to legally purchase tobacco. Some of the proposals include restricting flavours, regulating IT’S IMPORTANT point-of-sale displays, and reguTHAT STORE lating packaging and presentation. While I fully support these OWNERS measures, it’s important that store AREN’T STUNG owners aren’t stung too badly in the process. While the sale of illicit vapes does exist, there are plenty of responsible retailers enforcing age-related sales and staying on the right side of the law. Ideally, dodgy shops need to be dealt with accordingly, so those following the rules aren’t having to the pay the price for others’ wrongdoing. More funding for trading standards is needed at a local level to begin enforcement across convenience.
The five biggest stories this fortnight 01
Post Office branches to offer Evri and DPD parcel services
MEGAN HUMPHREY
EVRI and DPD parcel services will be live in more than 2,000 Post Of�ice branches before the end of the month, following a successful trial. As part of the deal, consumers will be able to pick up and drop off parcels addressed for the UK, or over 220 international destinations. The process removes the need for a self-service device, with
shoppers able to hand a parcel directly to a Post Of�ice team member to enter address details and apply a label. Last year, 50 branches participated in a trial of inbranch sales, parcel pick-ups and drop-offs. The move will increase Evri’s available locations to send, collect and return parcels to 11,000, which is on par with the number of Post Of�ice branches. Post Of�ice CEO Nick Read
described the tie-up as “fundamentally transforming Post Of�ice by introducing new mails carriers for overthe-counter sales for the �irst time”. He explained: “This expanded partnership with DPD and Evri shows how we are disrupting the mails market to offer greater choice for cus-
tomers and more opportunities for postmasters.” Evri CEO Marijn de Lange added: “This partnership offers cost-effective options, with great-quality bene�its such as tracking as standard, within the Post Of�ice’s expansive network to reach more communities.”
@retailexpress betterretailing.com facebook.com/betterretailing Editor Megan Humphrey @MeganHumphrey 020 7689 3357
Editor – news Jack Courtez @JackCourtez 020 7689 3371
Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355
News editor Alex Yau @AlexYau_ 020 7689 3358
News reporter Alice Brooker @alice_brooker 07597 588955
Features editor Charles Whitting @CharlieWhittin1 020 7689 3350
Editor in chief Louise Banham @LouiseBanham Features writer Jasper Hart @JasperAHHart 020 7689 3384 Specialist reporter Dia Stronach 020 7689 3375
Production editor Ryan Cooper 020 7689 3354
Production coordinator Chris Gardner 020 7689 3368
Account director Lindsay Hudson 07749 416 544
Sub editors Jim Findlay 020 7689 3373
Head of marketing Kate Daw 020 7689 3363
Account managers Megan Byrne 07530 834 009
Robin Jarossi
Head of commercial Natalie Reeve 07856 475 788
Lisa Martin 07951 461 146
Head of design Anne-Claire Pickard 020 7689 3391 Senior designer Jody Cooke 020 7689 3380 Junior designer Lauren Jackson
Senior account director Charlotte Jesson 07807 287 607 Commercial project manager Iff y Afzal 07538 299 205
Cover image: Getty Images/goodmoments
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02
Shops hire abroad
STORE owners are increasingly looking for staff abroad to �ill job “gaps”, as sponsorship applications have grown by 514% in the past year. Figures from the Home Of�ice Immigration System show licences granted for roles of retail manager, shopkeepers,
Keg loyalty scheme
proprietors and shop super- INDEPENDENT retailers will visors rose from 49 between be able to sign up to a new loyApril and June 2022 to 301 for alty scheme offered by minithe same period in 2023. beer-keg supplier PerfectDraft Multiple retailers told Re- from next year. tail Express they are awaitLaunched in October, the ing a decision on an applica- scheme enables customers tion, as the move is “de�initely to accumulate ‘beer tokens’ trending”. worth £1 each when they pur-
For the full story, go to betterretailing.com and search ‘sponsorship’
04
Milk vending trials
NATIONWIDE dairy �irm First Milk is looking to partner with convenience store owners, to launch milk and milkshake machines. A trial launched last month, with Spar Market Place in Nunney, Somerset, installing
a machine, under First Milk’s Golden Hooves brand. The site sells the premium, eco-friendly, farmer-owned dairy’s milkshakes at £2 per litre and milk at £1.50 per litre. The �irm revealed plans for smaller countertop units are also underway.
Audit Bureau of Circulations July 2022 to June 2023 average net circulation per issue
Retail Express’ publisher, Newtrade Media, cares about the environment. Reproduction or transmission in part or whole of any item from Retail Express may only be undertaken with the prior written agreement of the Editor. Contributions are welcome and are included in part or whole at the sole discretion of the editor. Newtrade Media Limited accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. No warranty for goods or services described is implied.
03
For the full story, go to betterretailing.com and search ‘milk’
chase a 6l mini keg from participating stores, which can then be used for discounts on future purchases, all funded by the supplier. Twenty stores are currently trialling the scheme across England and Scotland, and they’ve all reported a sales uplift.
For the full story, go to betterretailing.com and search ‘keg’
05
Illegal vape concern
AT least 773 independent convenience stores have been caught selling illegal vapes in the past nine months. Freedom of Information requests revealed the �igure – a nearly 200% increase on the same period in
2022 – with stores losing their licences, being shut down and prosecuted for the �irst time. Shop owners and wholesalers have expressed anger that not enough is being done to tackle illicit sales.
@retailexpress facebook.com/betterretailing
14-27 NOVEMBER 2023 betterretailing.com
megan.humphrey@newtrade.co.uk 07597 588972
Cash-and-carry thefts rise as gov’t ignores plea for help MEGAN HUMPHREY CALLS for greater police support at cash and carries have been ignored, despite rising numbers of thefts and robberies. The Federation of Wholesale Distributors’ (FWD) chief executive, James Bielby, had written to the home secretary earlier this month to urge measures to protect cash and carries and their customers to be included in the King’s Speech on 7 November. “It has become commonplace for personal belongings and purchases, including bags of tobacco worth up to £5,000, to be stolen from customers in cashand-carry car parks,” he said, and also revealed an increasing number of thefts from wholesaler vehicles in transit. Bielby urged for more police support, claiming that despite wholesalers investing in further crimeprevention measures, the police are still failing to pursue all cases, even when CCTV identifying a suspect is available. However, King Charles failed to address these concerns in his �irst annual speech last week, which outlines the government’s priorities for the year ahead. The speech also came under �ire for a lack of clarity. Bielby said: “Unfortunately, restrictions on the purchase of tobacco could lead to increased crimes
against wholesalers. This policy must not lead to an increase in the illicit market controlled by organised crime gangs.” Following a surge in crime in cash-and-carry car parks, the FWD con�irmed it had begun working with the National Business Crime Centre (NBCC) to crack down on the issue. The NBCC warned that every day of the year, one customer at a UK depot is a victim of theft or robbery. Nilesh Patel, owner of Premier Express Welham Green in Hat�ield, told Retail Express he lost £5,000 of tobacco purchased from a Costco depot in Watford earlier this year. After being accompanied to his van by depot staff and loading the tobacco into the vehicle, men climbed out of a black Mitsubishi SUV, opened the van door and pulled out the tobacco bag. “The experience still haunts me and my wife, especially as she was the one in the car at the time of the actual theft,” he said. “We only went to that depot to get high-value items, including tobacco and alcohol, but since that happened we haven’t gone. We get everything delivered to our doorstep instead, which is, of course, more costly to us.” When asked what would make him feel safer to return, Patel cited numberplate recognition software,
express yourself “WE’VE focused on value opportunities and launches. What works best for me is impulsive products like snacks and crisps. Spirits have also been very good for me. I can get good volume on a new spirit if I promote it right, with vodka the main spirit at the moment. You have to be first to have it. Then you need to shout about it. There’s no point having something new that nobody knows about.” Faraz Iqbal, Premier Linktown Local, Kirkcaldy, Fife
03
GOOD WEEK INPOST: The firm is currently offering stores a £200 signing bonus for adding its parcel lockers or over-the-counter parcel pick-up and drop-off services. It’s understood the scheme is designed to help InPost expand its UK network of partnered shops. PAYPOINT: The service provider has launched a new digital voucher promotion in partnership with Lucozade. Customers are able to receive £1 off any 380ml bottles of the Orange and Original flavours. The tie-up is part of PayPoint’s Engage service for suppliers. For the full story, go to betterretailing.com and search ‘PayPoint’
BAD WEEK GETIR: The rapid delivery platform closed yet more depots and cut staff in cities across England in September and October. Former drivers claim they had “closed all Liverpool stores”, and those in Leicester, Ashton-under-Lyne, Nottingham and east London’s Catford also said their sites had recently shut.
A dog unit introduced by one cash and carry to deter thieves
and better security at the depot. “There is a barrier, but it’s always up, therefore anyone can just enter, making a lot of people feel unsafe,” he explained. “It would also be helpful if there was number-plate recognition, because that way if anyone enters the car park who might be known to the police, they are able to be recognised.” Several other store owners also told Retail Express that they no longer visit their cash and carry at all due to feeling unsafe. Sue Nithyanandan, owner of Costcutter Epsom in Surrey, said her local Costco depot introduced a
the column where you can make your voice heard
specialist unit of dogs two years ago. “The dogs are situated outside, and they accompany you to your car if you purchase something of high value,” she said. “This does make a difference, but it’s disappointing that this is what has to happen to make people feel safer.” Anita Nye, owner of Premier Eldred Drive Stores in Orpington, southeast London, was victim of a tobacco theft worth £2,500 last year, at her local Booker depot. “There was a period where they were getting hit a lot by thefts,” she said. “But they were responsive
in wanting to change that. They now have a permanent security guard who escorts anyone who is concerned to their car.” She advised retailers to be savvy in outsmarting the perpetrators. “They do know what they are looking for, so are likely to target someone if they come out of the cash and carry with a big bin bag, or stock in actual tobacco boxes,” she explained. “We tend to put our tobacco in crisp branded cardboard boxes, so it doesn’t seem like a highvalue item.”
For the full story, go to betterretailing.com and search ‘Getir’ FIRE: Store owners have warned others to be aware of recent changes to fire safety laws that now carry unlimited fines for breaches. From 1 October, all shops and businesses, regardless of size, are required to maintain a document containing an up-to-date fire risk assessment, alongside policies and plans designed to mitigate and respond to risks and fires. For the full story, go to betterretailing.com and search ‘fire’
What categories are proving to be high growth for your business right now?
“WE are making £6,000 a week from vape sales, up from £1,500 last year. We sell them at the recommended price rather than pushing for higher margins. That keeps customers coming back. We also offer a recycling service, where people returning a used disposable get 25p off their next purchase. It’s good for the environment and it’s attracting customers back into the store.” Imtiyaz Mamode, Wych Lane Premier, Gosport, Hampshire
“WE introduced a refill section into our store. The first four months were slow as people got their heads around the concept, but we’ve seen 50% growth in the past six months. There are good margins in it as well. We started out small with popular lines like rice, pasta and porridge, but have since grown to offer washing powers, shampoo and more.” Trudy Davies, Woosnam & Davies News, Llanidloes, Powys
Do you have an issue to discuss with other retailers? Call 020 7689 3357 or email megan.humphrey@newtrade.co.uk
Trudy Davies
NEWS
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14-27 NOVEMBER 2023 betterretailing.com
Allwyn requests bond payments MEGAN HUMPHREY
POST Of�ice (PO) retailers have accused Allwyn of “pricing them out” of the National Lottery, after requesting upfront bond payments of £1,500 to offer the service. This marks the �irst time postmasters have ever had a direct relationship with the National Lottery operator, as previously the PO liaised with
Camelot on their behalf. In emails sent to partnered stores last week, and seen by Retail Express, the �irm outlined the outcome of their Transfer of Retail Agreement (TRA) application. This included four outcomes, including being able to offer the service without a bond; with a bond; being told to provide more information; or an immediate fail. An anonymous retailer
warned that some stores “will struggle to pay this amount of money upfront”. In response, a spokesperson for Allwyn responded: “We’ve had to carry out our standard Change of Proprietor checks – including a credit check and veri�ication of documents. We’ve also carried out an additional review of trading history. “Where a bond has been requested for certain stores, the bond amount requested
is set at £1,500 for independent post of�ices with an Altura terminal and £1,000 for independent post of�ices with a Compact Lottery Terminal (CLT). “We’d like to thank these retailers for their understanding of this wholly unique situation.” For the full story, go to betterretailing.com and search ‘Allwyn’
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Free-to-use ATMs PAYPOINT has announced plans to roll out free-to-use ATMs in more Premier stores. The Booker deal follows news that a total of 16,500 ATMs have been lost in �ive years. Although PayPoint admitted ATMs remain under pressure, it believes its For the full story, go to betterretailing.com and search ‘PayPoint’
“unique” model made it resilient, pledging to add no charges without a retailer’s permission. The �irm went on to explain its “enhanced commercials” for local shops meant it is “seeing more stores than ever sign up for ATMs”.
JISP SALES SOAR TO RECORD HIGH JISP has seen retail sales grow by 342% in 2023 to reach £2.6m, marking a new record high. Partnered stores using the service receive weekly payments on in-store redemption use through the app, as well as 6p back on every Scan & Save product purchased. Jisp’s managing director, Ilann Hepworth, said to see retail sales like this is “stag-
gering”, and following its announcement to accelerate the roll out of Scan & Save to all Nisa retailers, “shows no signs in slowing down”. For the full story, go to betterretailing.com and search ‘Jisp’
Greetings cards boost SHARE IN THE SUCCESS OF ONE OF OUR FASTEST GROWING ROLLING TOBACCO BRANDS** *Based on ITUK RRP as at September 2023. For the avoidance of doubt, customers are free at all times to determine the selling price of their products. For Tobacco Traders Only. **ITUK Market Estimates August 2023.
RETAILERS working with Riverside Greetings could see a 20% rise in greetings card sales thanks to the �irm trialling a new stocktaking system. Managing director Andrew Glen told Retail Express it will begin a three-month pilot of cards installed with Ra-
dio Frequency Identi�ication (RFID) chips in November. This will involve several stores across England, and will allow sales reps to conduct stock takes faster. For example, a recent test resulted in more than 400 cards audited in one minute.
For the full story, go to betterretailing.com and search ‘Riverside Greetings’
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Hancocks unveils Xmas range PRIYA KHAIRA HANCOCKS has launched its Christmas confectionery range for 2023, including new lines from Bonds and Candy Realms. Among the new lines is the Bonds Winter Wonderland Candy Cup, which contains blackcurrant jelly sweets, candy cane-�lavoured marshmallows, and sugar-coated raspberry & vanilla sweets. It joins existing festivethemed Festive Mix, Fizzy Trees and Reindeer Faces shaker cups. Bonds has also added a Jelly Stars bag to its sharing bag range, with a £1.25 RRP. Meanwhile, Candy Realms’ �irst set of festive products
includes Festive Mallow Pops, Snow Globes, Festive Gummy Pops and Festive Flash Pops. The World of Sweets brand has also added a Merry Mix Candy Cup to its range. Kathryn Hague, head of marketing at Hancocks, said: “Christmas is such an important time of the year in our category, which is why we make sure to stock as many customer favourites as possible. “Stocking the classics alongside new, innovative seasonal lines is the best way for retailers and small independent stores to maximise sales this Christmas and keep their customers happy. “Our range of novelty lines is getting more and more
IMPERIAL Tobacco is extending its range of Players cigarettes with the launch of Players Max, which features longer cigarette sticks and a new tobacco blend. The new products are available now at an RRP of £10.50, £1.35 less than Players Kingsize. Players Max’s cigarette sticks are also 12% longer in size than a standard Kingsize stick. As well as this, the new
variety also comes in a pack with bevelled edges. Tom Gully, head of consumer marketing UK & Ireland at Imperial Tobacco, said: “With 68% of tobacco sales now in the lowest price sector, stocking Players Max will enable retailers to further capitalise on the rising demand for value tobacco by offering adult smokers a new cost-effective option from a well-known, trusted brand.”
Imperial extends Players range
innovative each year, with our Candy Realms range sure to turn heads in stores across the country. “Novelty lines are becom-
ing more and more important for retailers, with new and exciting products grabbing the attention of customers and helping to drive sales.”
Rustlers vending from Kepak KEPAK has expanded its hot food-to-go offering with the launch of a Hot Vend Kiosk. The machine, which launched this month, dispenses one of its Rustlers’ Cook-in-Box burgers within 80 seconds of the user picking it. It has a capacity for up to 52 of the Cook-in-Box range, as well as a touch screen. The machine has initially launched in London Luton and Stansted Airports, with the supplier saying it is aiming at expansion in areas such as mass transit, higher education and forecourts. “We know that consumers will continue to tighten the purse strings, bringing with it an increased focus
on workplace and vending solutions,” said Carl Hunter, automated retailer and new business controller, foods division at Kepak.
MOLSON Coors Beverage Company is launching a reformulated Cobra Zero in a new 330ml can format. The supplier says the updated �lavour brings Cobra Zero closer in taste to the original Cobra lager. Its launch comes as lowand no-alcohol options and world beers continue to grow in retail. One in �ive young adults is now teetotal, and under-25s are less likely to drink alcohol than any other generation, according to Drinkaware. Additionally, Cobra is the biggest Asian beer brand in the off-trade by sales volume. Molson Coors will support the launch with digital advertising.
Flick Jones, senior brand manager – Cobra at Molson Coors, said: “The number of alcohol-free occasions continues to increase, as does the Asian lager market in the UK.”
Ocean Spray Cobra Zero’s launches new variety format relaunch OCEAN Spray has launched a Pink Cranberry variety with vitamin C and no added sugar, arti�icial colours or �lavours. The juice drink has been made available from the end of October in ambient and chilled varieties at an RRP of £1.85. It contains a blend of pink, red and white cranberries, which gives it a sweeter taste compared to other cranberry drinks. This makes it a suitable drink outside the traditional breakfast occasion, the supplier says. Cranberry juice makes up just 2.5% of all UK sales, but Ocean Spray believes the new variety can grow this share thanks to its versatility. The supplier will support
the launch with a nationwide sampling campaign, as well as TV, social media and display advertising.
FBC gives Maryland Minis new look FOX’S Burton’s Companies (FBC UK) has debuted a brand-new look for Maryland Minis cookies. The new packaging showcases the �lavour variant front and centre on pack. The company has invested in a multimillion-pound marketing campaign to support the new look. The TV advert began to air from 23 October. Colin Taylor, trade marketing director at FBC UK, said: “The evolution of Maryland’s brand identity is an exciting time for the business. “From consumer testing, we know our new packaging has stronger appeal to shoppers and better pur-
chase intent. “We’re looking forward to seeing the reactions from our loyal shoppers and newcomers to the brand, and hope to bring families together.”
SWIZZELS has unveiled new-for-2023 Gift Drums to drive sales during the festive period. The Gift Drums are available now in two varieties, one containing Love Hearts and the other containing Drumstick Mini Chew Bars, each at an RRP of £2.99. They join the supplier’s existing Christmas lines, including the Swizzels Advent Calendar and the Sweet Shop Favourites Tub. Swizzels saw a 47% sales increase during last year’s Christmas period, according to IRI, which the supplier says made it the top sugar confectionery manufacturer for gifting lines in symbols and independents.
“Christmas has established itself as one of the biggest retail events of the year and shows no signs of slowing down,” said Clare Newton, trade marketing manager at Swizzels.
THATCHERS Cider has expanded its fruit cider range with the addition of an Apple & Blackcurrant variety. The new �lavour (4% ABV) is available in 4x440ml (plain with a £5.89 RRP and £6.69 price-marked) and 10x330ml can packs, and a single 500ml glass bottle (£12 and £2.25, respectively). It is available to Londis, Premier and Budgens retailers from Booker from this month before wider expansion in spring 2024. Apple & Blackcurrant marks the supplier’s �irst foray into blackcurrant cider in the off-trade, having
sold a Dark Berry variety in the on-trade as part of its Fusion Flavours range. “We have been inundated with requests from consumers for some time to produce a blackcurrant�lavoured cider,” said Thatchers commercial director Jonathan Nixon.
Swizzels launches Gift Drums range
Thatchers Cider expands range
14-27 NOVEMBER 2023 betterretailing.com
SBF GB&I discovers sales opportunities
AG Barr acquires Rio soft drinks AG BARR has acquired the Rio soft drinks brand through the purchase of Rio Tropical Limited from Hall & Woodhouse Limited. The £12.3m acquisition, which was funded from Barr’s “strong net cash position”, is not expected to impact the group’s current �inancial year ending 28 January 2024. Rio has been marketed, sold and distributed under licence by Boost Drinks, which Barr acquired last year, since 2021. Roger White, CEO of AG Barr, said: “As brand builders, we are delighted to acquire the Rio brand and secure its long-term position in our
wider portfolio. This allows us to realise the bene�its of full brand ownership and support Rio’s continued growth. This acquisition is a further positive indication of our strategic ambitions.”
PLADIS has launched a range of year-round gifting products under its McVitie’s Victoria brand. The range comprises two lines at launch: McVitie’s Victoria Chocolate Orange Dreams and McVitie’s Victoria Chocolate Creations Gifting Pack. Chocolate Orange Dreams is now a line of its own, having previously been a part of the Victoria Assortment. A
chocolate biscuit �illed with orange-�lavoured cream and covered in dark chocolate, it will launch in a pack of eight at an RRP of £2. Meanwhile, the Chocolate Creations Gifting Pack is a mini assortment of six milk, white and dark chocolate coated biscuits. Both lines will be rolling out across convenience and wholesale from January 2024.
NEW research from Suntory Beverage & Food GB&I (SBF GB&I) has found an opportunity for retailers to unlock an extra £1.2bn in soft drinks sales, if they capitalise on the category trends that have grown since the pandemic. According to the supplier, category sales grew by 27% from 2020 to 2022, increasing from just under £15bn to almost £19bn. Retailers can drive further growth through opportunities in the sector such as: wellness, energy drinks, big night in/occasions, hydration and food purchases. Claire Woolridge, category controller at SBF GB&I,
said: “By tackling these �ive growth drivers head on, there is a tremendous opportunity for retailers to delight customers, bring more shoppers through their doors and deliver soft drinks ranges �it for the future.”
URBAN Eat is offering retailers a specially created Smart Retail Solution, a self-contained food-to-go unit with a chiller and pre-programmed microwave, to help maximise the sales potential of its micro-snacking range. The Urban Eat microwavable range is on full display in the Smart Retail Solution. The unit is also wrapped in Urban Eat branding and contains a built-in digital screen for customers to view details about the product they select. Anna Bond, senior customer marketing manager at Fresh Food For Now, said: “The Smart Retail Solution re�lects our dedication to enhancing the food-to-go
experience for both retailers and consumers.” Retailers interested in stocking the machine are encouraged to call 0116 236 1640 or email hello@foodfornow.co.uk
Capri-Sun’s Zero Added Sugar range
Jakemans’ new winter campaign
CAPRI-Sun has launched its new Zero Added Sugar range in the UK. The variety is available in Orange, Blackcurrant & Apple and Jungle Drink varieties. Available in 200ml pouches, the drinks contain 0.5g and 0.6g of sugar per 100ml, 90% less sugar than Capri-Sun’s original formula. They also contain no arti�icial colours, preservatives or �lavours. Anke Von Hanstein, senior marketing manager at Capri-Sun UK, said: “We know consumers are increasingly shopping for products that help them make healthier lifestyle choices. “Our new Zero Added Sugar range has been designed to
meet this demand and offer parents greater choice when it comes to shopping for their families.” The launch will be supported by dedicated digital and social advertising.
JAKEMANS is launching a new campaign celebrating British voices and to educate the public on the importance of protecting their voices ahead of the cold and �lu season. The medicated confectionery brand’s campaign is running across social media as well as a new advert released this month across both TV and radio. Jakemans senior brand manager Elizabeth HughesGapper said: “We’re really excited to be launching this brand-new campaign celebrating exceptionally marvellous voices.” The campaign launches ahead of the winter season to ensure that those who are suffering with common win-
Urban Eat’s Smart Retail Solution
07
Year-round gifting from McVitie’s
ter ailments are educated on the importance of keeping a healthy voice during this time.
PRODUCTS
08
Limited large BuzzBallz range PRIYA KHAIRA BUZZBALLZ Cocktails has unveiled BuzzBallz Biggies, a limited-edition 1.75l large format to help convenience retailers boost their take-home alcohol sales ahead of the festive season. The range is available now from Hammonds of Knutsford in Strawberry ‘Rita, Tequila ‘Rita and Choc Tease varieties. Each �lavour has a 13.5% ABV and a £28 RRP. Biggies also have screw-top lids for portability and fridge storage. The supplier says each bottle contains almost nine servings. David Relph, country manager UK and Ireland for
BuzzBallz Cocktails, said: “Our single-serve BuzzBallz Cocktails have enjoyed real success in the convenience retail sector since launch last summer and we know the time is right for us to launch this larger format into the UK market – we know our fans are ready for it. “Plus, we’re keen to make sure our offering stays lively and varied in the UK to ensure we are helping retailers cater for their shoppers by offering the right products at the right time, and we are expecting in-
KP SNACKS has launched a retailer support guide offering advice on how to drive sales within the nuts segment, as part of its plans to mark the 70th anniversary of KP Nuts. Providing the latest data and insight on market trends, the guide focuses on key occasions such as on-the-go snacking and the big night in. It also delivers ranging and
merchandising advice to help retailers better understand the nuts segment. Retailers can �ind the guide at KP’s SnacKPartners website. Nuts are currently growing in value by 13.85%, ahead of the overall crisps, snacks and nuts category, and KP’s market share is more than �ive times the size of the nearest branded competitor.
KP launches online retailer guide
Walkers releases festive crisps range WALKERS has launched a limited-edition range of festive-themed varieties to drive excitement in the snack aisle during the Christmas period, across its core and Sensations ranges. The new �lavours take inspiration from popular Christmas dishes, such as Festive Turkey and Pigs in Blankets. These are available in 65g £1.25 price-marked packs (PMPs) and multipacks of �ive at an RRP of £2. Walkers has also taken inspiration from festive desserts, launching a Christmas Pudding variety, available as a multipack of �ive with a £2 RRP. It has also added to its Sensations range with Beef
Wellington and King Prawn & Marie Rose Sauce varieties. These are available in 150g bags with £2.50 RRPs.
creased shopper demand for take-home formats suitable for sharing. “We’re certain BuzzBallz Biggies will appeal to existing fans and attract new shoppers. They’re great value and �it into many group occasions
in the home – think festive gatherings and house parties, console and board-gaming nights, pre-drinks before heading out to hospitality venues, and as a planned purchased for weekend festivities.”
Ginsters’ latest limited edition THE Limited-Edition Chicken Fajita Slice is the latest limited launch from Ginsters. It is now available to retailers at an RRP of £1.95, replacing the Creamy Tomato, Chicken & Mozzarella Slice. The slice contains British chicken, cooked in a smoky sauce with sweet peppers and sliced onions. Its puff pastry has a paprika and parsley crumb topping. Emma Stowers, Ginsters marketing director, said: “The Limited-Edition Slices help bring excitement, variety and innovation to the category, bringing in new shoppers looking for new �lavour combinations and
more lunch options. We are con�ident this new Limited-Edition �lavour will do the same.” Ginsters is supporting the launch with its ongoing ‘Taste the Effort’ campaign across TV, social media and outdoor advertising.
THE Dole Sunshine Company is rolling out a redesign across its fruit in juice and fruit in jelly range. The updated design now features a clear ‘no added sugar’ message on the front of the juice packs and a ‘vegan friendly’ claim for the fruit in jelly range, after a recipe change. According to a recent survey by StreetBees for Dole,
the number-one attribute sought when deciding what to eat and drink was ‘no added or low sugar’, prompting the supplier to prioritise this in its redesign. Andrew Bradshaw, UK sales director at Dole, said: “The pandemic has made consumers more aware of their health, so snacks that can be considered healthy have grown in popularity.”
Inch’s Cider partners Dole launches pack redesign with retailers INCH’S Cider has partnered with Nisa and its Make a Difference Locally charity this month, to give three stores across the UK a new look. Three Nisa stores in Dallam, Ely and Wigan have been selected for the opportunity. Each store has had a plant exterior added to the front of their stores along with a new green space. Muriel Boelen, Inch’s Cider marketing manager, said: “We know how important stores are to local communities and we want to bring more green space to urban areas. “So, by working in partnership with Nisa’s Make a Difference Locally, we
are able to support retailers beyond just product and give back to them with a green space that will bene�it their whole community.”
Golden Acre adds new yogurt variety
One Stop extends fresh offering
WORLD foods supplier Golden Acre has added a new variety to its yogurt range. The supplier has added a Low Fat Smooth Toffee variety to its ambient, long-life yogurt range. The new �lavour, which is also vegetarian, has a sixweek shelf life and doesn’t need to be chilled. Wholesale stockists include Bestway and Bidfood. Retailers and wholesalers are encouraged to contact Golden Acre directly to become a stockist. Golden Acre has sold 36 million pots of yogurt across various channels including retail, education, health and hospitality. Its volume sales are growing by 6.6% annually.
ONE Stop has extended its fresh food offering with its �irst range reset in more than two years. The symbol has brought in 108 new lines to its stores, 16 of which are own-label products. It has also discontinued 50 lines, in a move that it says will minimise food waste and eliminate products that no longer appeal to customers.
As part of its efforts to be more sustainable, the new range includes products with extended shelf lives, from 23 to 30 days. Among the new own-label fresh products are leeks, parsnips, Pink Lady apples, grated mozzarella, fresh pickled beetroot and large �lat mushrooms. One Stop has also added new lines to its branded ready meals range.
RETAIL
IN ACTION
PAID FEATURE BRAND SPOTLIGHT
14-27 NOVEMBER 2023 betterretailing.com
In partnership with
What’s new with KP Nuts?
FOCUS ON:
KP NUTS
KP has been delivering great-tasting and high-quality nuts since 1953, and this year the brand is proud to be celebrating 70 years as the nation’s number-one nut brand. RETAIL EXPRESS finds out more
In action 1. Ensure a breadth of range to meet shopper needs. Stock both core and flavoured nuts to appeal to different shopper choices, such as healthier or treat.
2. Offer the right packs and formats for changing missions and channel trends. Ensure you have single formats for day-time snacking, as well as sharing formats for evening occasions.
3. Secure the right visibility to drive sales and impulse purchases. Merchandise nuts alongside crisps and snacks where these categories have similar occasions to attract shoppers.
Key stats
Nielsen IQ, Total Coverage, Total Value, MAT 12.08.23
Three bestsellers KP Nuts PMP range RRP: £1.25
1
£97m
Worth £97m and growing in value +19.1%1, KP Nuts is the branded leader within the nuts category.
25.6%
With a 25.6% share of the nuts segment, KP is more than five times the size of the nearest branded competitor1.
Matt Collins, trading director, KP Snacks
1
KP NUTS are perfect for every occasion, from in-home sharing to meal accompaniment to snacking on the go, and KP’s broad portfolio has something for everyone. KP Snacks is now looking to raise awareness of the history and successes of the KP brand as it celebrates its 70th anniversary milestone, with its biggest-ever giveaway, worth £70,000. The manufacturer is looking to reward its valued retail partners and drive excitement and engagement across the range as it enters the key seasonal period for nuts. Running until 4 December, the £70,000 giveaway offers retailers the chance to win one of 70 £700 cash prizes, plus 160 £70 stock vouchers. Retailers will automatically be entered in a prize draw when they purchase four cases of £1.25 Flavoured Nuts. Alongside this, KP Snacks is donating 10p to Movember for every case sold, making up a total donation of £10,000.
“NUTS are an essential part of the UK snacks market, and KP has been at the forefront of keeping up with market expectations and meeting consumer demands. Recognised for their natural credentials and versatility, nuts are also exempt from HFSS legislation. As a category leader, we are ambitious in our plans to attract new shoppers to the category. The past year was one of the most successful for the brand, with KP delivering new products for different occasions and tastes, with format and flavour innovation.”
Flavour Kravers RRP: £3
Snack Packs RRP: £3.49
KP Snacks has recently launched a retailer support guide, focused on how to drive sales with nuts. Visit the SnacKPartners website to download it now
09
OPINION
10
COMING UP IN THE 17 NOVEMBER ISSUE OF RN
RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS
What do you think? Call Retail Express on 020 7689 3357 for the chance to be featured THEFT: What needs to be done to prevent theft at cash and carries? “PEOPLE need to get the tim“PEOPLE can steal from your ing right, and not go at the van even when it is attended. worst time. Everybody goes at People stole from me because the same time, so you’re more they opened my van as I likely to experience theft then. unlocked it. Camera systems You have to be alert all the need to improve and security time, and not leave anything stepped up – especially when valuable in your vehicle.” it’s just empty car parks.”
Colas and carbonates: what the winter holds for your soft drink sales
Murugesu Srikanthan, The Hyde Post Of�ice, London
Del Sandhu, News & Booze Express, Rugeley, Staffs
+ New year, new you: a step-by-step guide to a successful start to 2024
You have to be alert all the time
Pricewatch: see what other retailers are charging for sauces and boost your own profits
CRIME: What impact will the new national plan have on convenience?
At RN, our content is data-led and informed by those on the shop floor
3,451
retailers’ sales data analysed for every issue
69+
unique retailers spoken to every month
71%
of RN’s news stories are exclusive
Targeting organised crime should be a priority “YOU’VE got driving licences and passports – it’s just another card coming into effect. Because it’s digital, it may make a difference – it’s on your phone and more secure. We don’t tend to have a problem with the legitimacy of IDs.”
Jet Sunner, Michael’s Supermarket, Billesley, Birmingham
“ANYTHING that takes the work out of IDing and lessens confrontation is welcome. I’ve spoken to people about face recognition that age-veri�ies you. I don’t think it’d impact on customers coming in, but we take age veri�ication very seriously anyway.” Dean Holborn, Holborn’s, Redhill, Surrey
Simon Grewal, Premier Crabbs Cross, Redditch, Worcs
We don’t have a problem with the legitimacy of IDs BUDGETS: What shopper trends are you noticing amid price increases?
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Chloe Taylor-Green, Spar Western Downs, Staffordshire
“IT’S something that needs to be done. We need a deterrent. Targeting organised crime should be a priority. If you ask retailers what’s the biggest loss in the business, they’re going to say crime. Obviously, [seeing an impact] will take a while, but at least something is being done.”
LEGAL: How would a digital ID card impact age-related sales?
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“I’D like to say it will help with the ongoing issues we’re experiencing, but lately we’ve tried to get hold of our police and crime commissioner (PCC) and we didn’t have any luck. We’re not hopeful. Our local PCSO is very responsive and great, but they have less power than a PCC.”
Premium items are selling less
“PEOPLE have less money to spend, so they’re just buying essentials. Premium items are selling less. We’re seeing a massive decline in tobacco spend, but you don’t make a great margin on tobacco. There’s not a massive shift towards bargains. The weather isn’t helping.” Vikas Sharma, Thrifty’s Convenience Store, Liverpool
“AS far as confectionery is concerned, I’ve had to move from having premium bars of chocolate to having pricemarked bars of chocolate. It’s been a big success. If you asked me years ago if I’d be price-marking items, I wouldn’t believe I’d be doing that now.” Eugene Diamond, Diamond’s, Ballymena, County Antrim
LETTERS
14-27 NOVEMBER 2023 betterretailing.com
11
Belle Vue
BAY Convenience Local), BASHIR (Go Middlesbrough
Letters may be edited
Keep staff safe against shoplifting
‘Crime incidents have halved since Facewatch’ WE have seen such fantastic results from installing Facewatch into the store to help crack down on the rising rate of shoplifting. Since doing so, the threat has reduced dramatically. In the �irst month we had 40 incidents of theft reported, but in the following, that dropped by more than half to
just 18 incidents. It was a huge expense, but when you take into consideration the losses we were having, it actually does balance out. I’ve also noticed that thieves just don’t come into the shop now they know we have this. We are situated on the seafront and there is a lot of homelessness, so a
COMMUNITY RETAILER
OF THE WEEK
Sue Nithyanandan, Costcutter Epsom, Surrey – @costcutterepsom
lot of the shoplifters we know by name. It’s clear they’ve stopped as we haven’t seen them. When they do enter, the Facewatch alarm goes off. Word of mouth has also helped, because I think the usual perpetrators have found out we’ve got it. In addition, the staff have said
how much safer they feel and aren’t as fearful doing their day-to-day job. I would de�initely recommend other retailers consider this as way of dealing with crime, especially with shoplifting in their store. Hazel Ridge, Bassett’s Londis, Weymouth, Dorset
COMMUNITY RETAILER
OF THE WEEK
Bobby Singh, BB Nevison Superstore, Pontefract, Yorkshire – @NevisonBb
‘We fundraised for the Poppy Appeal’
‘We gave back for Halloween’
“WE have been fundraising for the Royal British Legion for well over 25 years now, it’s something we passionately believe in. The schools get involved, they buy their poppies – children put pocket money in the collection box and buy a poppy. It’s important we learn about the history and what went on. “We normally raise about £1,500 each year. A lot of people are using card payments, so we tell people we do cashback so they can put money in the collection – this is a tiny problem with a cashless society now. We have also donated £200 of our own money to the collection.”
“WE celebrate a range of festive occasions – such as Diwali, Halloween and Bonfire Night. We gave goody bags out for Halloween, and for Bonfire Night we did a raffle. To enter, customers had to answer a question about Guy Fawkes, so it’s education for the kids, too. Especially with the cost-of-living crisis, anything that brings positivity and fun is always great. We love celebrating with our community, and it gives us the chance to create more theatre by dressing up. When you create theatre in your store, it attracts customers. It’s something we’re known for.”
CRIME is something that everyone is talking about at the moment. It’s a big topic and people want to get help and support with it, which I back 100%. The risks staff are running every single day are unbelievable, but whatever we’re doing, we end up asking, ‘Where’s the help from the police?’ There’s so much Each issue, one of seven top work that goes into retailers shares advice to reporting a crime – make your store magnificent CCTV, getting names and addresses – but they just want to give a Crime Reference Number and do nothing else. This means people think we’re easier targets because there’s no punishment. The Fed has been getting behind a lot of initiatives, but I’ve not seen physical evidence of anything on the ground yet. Action is what we want. My staff are potentially getting into harm’s way – these are people with kids and grandchildren and families who have worked for me for a long time. I’ve got to worry about their welfare because we’re not getting that from the police. It comes down to training. Retailers have to be realistic and everyone is in a different situation, but staff safety has to be paramount on every occasion. I have staff meetings every week, and on top of the agenda each time is how to handle and react to shoplifting. No one knows exactly how they’ll react until it actually happens to them, and it can happen at any time. And while there’s no right or wrong way, we try to guide them and help them to stay safe. Because that’s the most important thing in the end. We have panic alarms and alarms around our staff members’ necks as well, which they should press if they’re concerned. Let someone else deal with it or let them walk out. I don’t think I could let someone walk out of my store knowing they’d stolen from me, after all the work I’ve put into my store, but you can’t come into contact with them for your own safety. These people can carry knives.
Get in touch
@retailexpress betterretailing.com facebook.com/betterretailing megan.humphrey@newtrade.co.uk 07597 588972
12
FOCUS ON FASCIA GUIDE
Future support
RETAIL EXPRESS talks to three symbol groups to find out how they’ve supported retailers in 2023 and what their plans are for next year
FOCUS ON
FASCIAS
THIS past year has been a challenging one for independent retailers, and those who run their stores as part of a symbol group have looked to those fascias for support and guidance. This can come in a variety of ways, such as providing excellent availability of the products that customers want, all at a price that allows stores to make money without pricing shoppers out. It can also come in the form of training for retailers and their staff, bringing
them up to speed with the latest trends and providing tactics, strategies and tips to get their businesses moving forward. Or it can be the provision of services that retailers can make use of, such as online delivery, better EPoS data-management systems and promotional materials. Over the next three pages, Retail Express will be looking at three wholesalers and fascia groups – Bestway, One Stop and Parfetts – to �ind out what they’ve been doing to support their retailers
in 2023. We have spoken to retailers working with them to �ind out what their experiences over the past year have been like. Some have received help with the running of their business, while others have undergone a complete store re�it with help and guidance from their fascia group. This guide will also look ahead, as we near the end of 2023, to �ind out what these groups have in store for 2024, with its myriad challenges and opportunities.
PAID FEATURE IN ASSOCIATION WITH BESTWAY
14-27 NOVEMBER 2023 betterretailing.com
13
FACTS Average store size: 500-6,000sq ft Number of members: More than 4,000 Cost of joining: No joining fees
Looking ahead to 2024
Bestway What BESTWAY RETAIL did for its retailers in 2023 and what it plans to do in 2024
BESTWAY is poised for an exciting year ahead, filled with strategic initiatives – excellence in store design and development is at the core of its strategy. A key focus will be enhancing the experience for customers to help its retailers optimise sales and margin. One of the highlights of the year will be the further development of its dual-branded store concept, bringing together a combination that’s right for each retailer using the strength of its whole Group. The stores will emphasise
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co n v e n i e n ce , sustainability and an exceptional product range. Bestway believes in tailoring solutions to the needs of its retailers and uses its Shopper First program to identify key audience demographics to help pinpoint the right offers. That’s why it offers a variety of store formats, ensuring there’s a perfect fit for everyone. Whether a bustling city centre outlet or a cosy neighbourhood
01904 232662
shop, it’s got it covered. Further technological enhancements to its CPoS system, including new features and integrations, will be developed to ensure its retailers have the latest equipment and functionality available.
bestwayretail.co.uk
The past year BESTWAY Retail is helping retailers navigate increasing costs. Its rebate scheme has incentivised growth and rewarded excellence in its stores. With Costcutter, Best-one and Bargain Booze fascias under the Bestway umbrella, it has a store format to help any retailer thrive by matching their situation to the right brand. Changing the rebate payment for Bestway’s dual-branded stores to a sixweek schedule from a quarterly payment has helped its retailers maintain healthy cash flows, enabling them to
reinvest in their businesses and better serve their customers. Retailers can earn rebates of up to 6% with Costcutter, up to 5% with Best-one and up to 4% with Bargain Booze. Bestway’s dual-branded stores boast the best alcohol and fresh ranges in the sector, and significantly boost sales and margin for retailers. For all new stores and those going through a refit, it advocates energy-efficient refrigeration with closed doors and other energy-saving measures, along with advice to reduce wastage.
Bringing the best of both worlds together:
“
A first-class convenience offer with an unrivalled off-licence range
The Bestway Retail group is the only group who have a format and support business plans for every single type of convenience retailer. My BDM has been so supportive offering us expert advice and merchandising support. We have worked closely together on a joint business plan which has been pivotal in the success of the last year and how much progress we have made.
”
Dave Wyatt –
Costcutter Bargain Booze Crawley Down
Retailer viewpoint
£
David Wyatt
+
48%
Sales Uplift
Costcutter Bargain Booze, Crawley, Sussex “WE underwent a full refit from Costcutter to the Bargain Booze hybrid this year, reopening in May. Throughout the process, we’ve received a lot of support from Bestway and Bargain Booze. My territory manager is normally here every couple of weeks, and spends half a day here when he visits. “I wouldn’t have known where to start initially, because Bargain Booze’s or-
dering system is separate to Costcutter’s, and I don’t use CPoS. There was a lot of initial extra work with deliveries and invoicing. Bargain Booze helped a lot with that and merchandising. “Our food-to-go sales have gone up, and alcohol sales are up by 45%. Through Bargain Booze, the products are cheaper, so we can sell them at cheaper
prices, and our range has been extended. The knowledge from Bargain Booze has opened my eyes. I used to stock a lot of products on promotion, whereas now we’re stocking a lot of products I’d never heard of, and volume sales are through the roof.”
Get in touch today
01904 232662 Costcutter.co.uk/join-us
6% Rebate on Costcutter lines
Low MOQs
Co-investment available
14-day payment terms
4% Rebate potential on Bargain Booze lines
PAID FEATURE IN ASSOCIATION WITH ONE STOP
14
One Stop ONE STOP looks back at its achievements this year and outlines how it plans to continue helping retailers in 2024
FACTS
The past year ONE Stop has celebrated its 300th franchise store opening, its 1,000th total estate store opening, hosted the first-ever Franchise Conference celebrating 10 years of One Stop Franchise, successfully launched an innovative online delivery offering, exhibited at the National Convenience Show, pledged to pay for each of its franchisees’ memberships to the ACS, introduced the new ‘Selected by Tesco’ fresh range, locked prices on hundreds of products with the ‘Low Everyday Prices’ product line, implemented selfservice checkouts in stores, enhanced its Eat Street food-to-go offering, and maintained its sustainability pledge. Conscious of the cost-of-living crisis, One Stop business development managers devised unique strategies for each of their franchisees, while maintaining smooth daily operations with its Franchise Action Line and IT helpdesk. One Stop provided promotions to grow shopper visits, and used its vast retail insight, working closely with company stores and franchisees to enhance the shopper experience, increasing basket spend, footfall, sales and profits.
Franchise
Technology you can trust.
Average Store size: 1,000-3,000sq ft Number of members: 300+ franchise stores Cost of joining: £115 weekly fee
Looking ahead to 2024 ONE Stop provides a retail franchise model that gives you the processes and organisation to run a highly successful convenience store. It won ‘Best Use of Technology – Multiple’ at the Retail Industry Awards 2023 for technology that it offers to all its franchise partners. One Stop is a nationally recognised brand and Tesco subsidiary that is trusted by its customers. Every willing franchisee will receive incremental sales growth and increased brand awareness from its online delivery offering imminently, with a
third of its franchises already signed up within a month of launch. Every willing franchisee will also benefit from an ACS membership, as One Stop has introduced a programme to pay for each franchisee’s membership. One Stop continually reviews its model in line with the economic environment. It will soon be completing a fresh range reset, and as it introduces tried-and-tested technol-
ogy from its 700-plus company stores, its offering increases in value. One Stop’s plans centre around online growth, sustainability and keeping franchisees profitable.
Retailer viewpoint Priyesh Vekaria
One Stop Carlton Convenience
“WE reopened as a One Stop in May. My previous symbol’s service started to dwindle when they started to expand. We saw a fall in the rate of stock availability, and despite meetings with management, things didn’t improve. “The franchise model allows me to have an excellent work-life balance. I effectively work from 9am to 3pm because I don’t have to be on-site all the time.
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As a second-generation retailer, I have the time to spend with my family that my parents didn’t have with me. “My EPoS accounts for theft, damages and wastage. When a One Stop retailer tells you their net margin, there are no hidden losses. Ordering is fully automated, so if I went on holiday, the store wouldn’t go empty because stock would
01543 363 003
come in based on products’ rate of sale. “Since reopening, we can see areas of improvement and where the low sales are. We are working with One Stop on a new floorplan that will have more products to suit our demographic.”
joinus@onestop.co.uk
PAID FEATURE IN ASSOCIATION WITH PARFETTS
14-27 NOVEMBER 2023 betterretailing.com
15
FACTS Average store size: 1,500sq ft Number of members: 1,100+ Cost of joining: No joining fees
Looking ahead to 2024
Parfetts How PARFETTS supports its members and how it plans to build on this support in 2024
PARFETTS recognises that retailers’ most pressing concern is the rising cost of doing business. To help, it is focusing on minimising the impact on their profits. It has increased the frequency of promotions and fostered strong relationships with its suppliers. During pivotal trading periods like Easter, back to school, Halloween, Christmas, and special events such as the Euros or Olympics, its trade week deals are designed to optimise margins. The expanded team of retailer development advisors
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ensures retailers continue to receive high levels of service and advice. Parfetts offers data-driven advice to help retailers stock the right products and merchandise effectively. Additionally, its comprehensive merchandising aids stores in showcasing products for increased sales. The Parfetts own-label range offers strong margins and will see significant
0161 429 0429
expansion in the next 12 months. Frequent promotions, one-day specials and promotional activities will also be extended. Parfetts also provides free support services, including PoS materials, digital campaigns and leaflet distribution.
John.oneill@parfetts.co.uk
The past year ONE OF THE UK’S FASTEST GROWING SYMBOL GROUPS
PARFETTS has invested to ensure great service comes at no extra cost. These services include free fascia membership, free delivery, free consumer leaflets (with printing and distribution included), free EPoS and free marketing support. The goal is to help retailers improve their business performance, increase profit margins and attract more customers. As an employee-owned company, Parfetts doesn’t burden retailers with delivery surcharges or complex rebate requirements. The Go Local package
can be customised around store size, location, sales and growth potential. Parfetts continues to invest in digital platforms to provide a seamless online experience, mirroring the service quality found in its physical depots. In the past year, the increase of promotional offerings has seen Parfetts continue to attract independent retailers across its depots. A new depot in Birmingham extended Parfetts’ reach into the Midlands and down the M40 corridor.
Retailer viewpoint Mohammed ‘Naz’ Nazir
Go Local Extra Coventry Road, Birmingham “SINCE reopening as the first Go Local Extra store in the area, we are already appealing to a new type of customer as well as retaining loyal customers who have been shopping here for over 10 years. “I’m really pleased that the inviting new look of the store, combined with some unbeatable offers and promotions, is tempting new customers to come and try us. There is fierce local
competition with two big supermarkets in the area, so it’s important that we continue to offer quality, variety, value and a valid reason for our customers to return. I also love being so close to the Parfetts depot, which means stocking up is always super convenient. “Parfetts provided us with hands-on support throughout the refurb and
“The Parfetts own label range, Go Local, delivers incredible margins for my business and gives customers the choice, value and quality they demand. It is one of the many advantages of being a Go Local Extra fascia.” Andy Campbell :: Hursthead Convenience
BENEFITS OF JOINING US: n No joining fee n Free fascia n Free leaflet distribution
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CATEGORY ADVICE PETCARE
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STOCKING AN ESSENTIAL PETCARE RANGE PRIYA KHAIRA looks at how retailers can curate a simple but effective range of petcare products, and maximise sales of the category
TOP TIPS
WHAT ARE CUSTOMERS LOOKING FOR? CUSTOMERS have a wide range of options when shopping for petcare products, including pet food, accessories, bowls, beds, treats, toys and grooming brushes. Considering the diverse range of items that fall across the category, retailers might find the prospect of introducing a petcare selection daunting. It is important to recognise that your petcare selection does not have to be this expan-
sive. A small but focused range of essential petcare items can appeal to most customers and can be a simple but effective way to help drive sales and margin. “We find that customers come in store in search of emergency products,” says Priyesh Vekaria, from One Stop, Carlton Convenience in Manchester. “Our customers will spend on petcare items as an impulse purchase when
they see something they might need before they do a larger shop at the pet store. “This includes sachets, multipacks of dog and cat food, poo-bags, dental sticks and treats. These are things that we find are essential for a lot of our pet-owning customers. We do offer bird seeds and fish food as well. We are making a 40% margin on our petcare products.” When it comes to pet food,
multipack items that offer value for money can provide customers with an incentive to make a repeat purchase, or even view your store as a destination for any last-minute essentials. “We do larger pack sizes because we found that customers will lean toward what gives them better value for money. If they can buy cat sachets, customers will want the packs of 20,” says Vekaria.
Stock the basics It is important to keep your selection of products simple and focused on the basics your customers might need. While having a variety is important, sticking to the basics and stocking brands you know your customers like is key. Highlight deals or promotional activities Any promotions or offers that you can provide for your customers can drive sales and increase the likelihood of customers returning to your store for pet food and treat top-ups before going to the pet store. “We might do a 40-pack of dog or cat food when it’s on offer as a special buy for our customers,” says Lewis. “This allows for something unique that will grab customer attention.” Merchandise effectively If you have enough space to dedicate to a pet food fixture, be sure to signpost and highlight your essential item range along with the animals you stock products for.
14-27 NOVEMBER 2023 betterretailing.com
RETAILER
SALES OPPORTUNITIES RETAILERS can drive profit in the category by staying on top of seasonal trends. According to a survey conducted by Smart Bark, 68% of dog owners stated that they buy their pets a present for Christmas. For retailers, this could mean expanding your petcare
supply during this time to include pet-friendly gifts, toys and treat boxes. Vekaria says: “We are a One Stop store, which is a subsidiary of Tesco, so a lot of the market research of the brands we offer is done by Tesco before it goes out in our store. We get a supply of cat or dog Christ-
mas calendars and stuff like that, which does well over the holidays.” The rapid increase in online petcare sales and the substantial variety of products offers another opportunity for retailers. They should tailor aspects of their petcare range to appeal to busy, on-the-go custom-
17
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ers looking to quickly pick up items for their pets. According to Ecommerce Market Data and Ecommerce Benchmarks for the petcare market, gathered by IRP, sales in the petcare ecommerce market increased by an average of 39.4% in September 2023 compared to September 2022.
Ian Lewis, Crescent Stores Spar, Oxfordshire “I TRY to keep my range varied, but not too large. We have bird seed and suet balls, which go down well with older customers who purchase the items for bird feeding. However, I have not ventured into rabbit and guinea pig items, for example. I would recommend that retailers don’t delve too deeply into this rabbit hole because these things would usually be a one-off purchase for a lot of customers. “I think most customers see convenience stores as a place for top-ups. For example, you might buy the large pet food bags from Pets at Home as it’s better value for money long term, but then buy topup food items at the local shop if you’re struggling or running low.”
TOp Tips
What to stock Food Pet food items are essential additions to your petcare range. Small tins of cat and dog food, larger packs or even fish food are commonly sought after by customers. Treats Adding a small range of animal treats alongside your food offering is a great way to drive impulse purchases. Emergency supplies Many customers might be on the lookout for emergency supplies. This includes poo-bags and cat litter. Medical supplies Emergency medical supplies include paw bandages, antibacterial cream and pet-friendly antiseptic cleaning wipes. Dental sticks It might be worth including dental sticks for dogs and cats in your petcare range for customers looking to top up their supply. Toys Customers looking to buy emergency food or supplies for their pet might be inclined to make an impulse purchase on toys for their pet. Leads and collars Retailers looking to expand their petcare range might be interested in stocking leashes or collars. This can help you establish your store as a destination for local customers looking to pick up items for their pets. Food and water bowls Food and water bowls are another strong addition for customers looking to expand their petcare range outside of basic supplies.
CATEGORY ADVICE HOUSEHOLD
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CLEAN UP ON HOUSEHOLD ITEMS To make the most of cleaning and laundry products and other household items, CHARLES SMITH finds local retailers need to offer a mix of trusted brands and value options
CHOOSING THE RIGHT RANGE HOUSEHOLD essentials form a core part of local retailers’ ‘emergency’ sections, but the opportunity goes wider. Household shoppers are also likely to buy related items and shop adjacent non-food fixtures, increasing secondary purchase and basket spend. Household is one of the most active categories for product innovation and big ad campaigns, but retailers are uncertain about which products to stock and how to merchandise them, particularly where space is at a premium. Shoppers visit local stores for household items on both planned and distress missions, seeking products they can trust to do the job properly, which makes branded goods important. However, with people trading down in the cost-of-living crisis, it’s
more important than ever to offer a broad range including top brands and other affordable options, covering all needs and pockets. “Brand loyalty is higher in household than other categories,” says Unilever UK category director Lucy Richardson. “Recently, household cleaning brands have seen a stronger performance over own label, which saw a 29% decline versus branded products, which saw a slight dip of 12%.” Vince Malone, of Tenby Post Office & Stores in Pembrokeshire, adds: “An essential household range needs to cover the brands and products people are looking for, and offer value alternatives. We have washing-up liquid – Fairy and a cheap Euro Shopper one; soap powders – Bold, Ariel and cheap ones; fabric conditioner,
Top tips washing liquids and powders; bleach – Domestos and cheap ones; various toilet cleaners: and general cleaners – Flash, Astonish, which is cheaper, and Jack’s, depending on what’s available.” Malone’s household range also includes paper goods, dustpans and dishwasher brushes, and mobile phone accessories and chargers. Crucially, own label is often better for margins, according to Sudesh Patel, of Londis Coulsdon, Surrey. “Around half of our cleaning product sales are Jack’s, and the proportion has been growing since the cost-of-living crisis,” he says. “Typical margin on Jack’s products is 40%, against the big brands’ 20%. Cif is £2.50, versus Jack’s at £1.45, but Jack’s makes more money.”
Matt Stanton, head of insight, DCS Group, on how to ‘clean up’ with ranging and merchandising We generally recommend smaller pack sizes for convenience stores, although larger packs are good for ‘when it’s gone, it’s gone’ deals, when available. Cover as many shopper need states as possible with the top-selling lines. The bestselling brands act as a beacon for the fixture, and reassure shoppers that they will be able to find suitable products. Retailers should ensure antibacterial and multipurpose ranges are signposted, as shoppers continue to buy more heavily into hygiene products. Adding more brands and product variants maximises conversion and drives trade-up. Price-marked packs and clear prices on shelf-edge labels give shoppers price confidence.
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CATEGORY ADVICE HOUSEHOLD
20
A SUITABLE SALES ENVIRONMENT FOR ECO-FRIENDLY AS awareness grows of plastic and water pollution, environmentally friendly household products are increasing in popularity. Unilever’s Richardson says: “Biodegradable products are
the big recent innovation, clearly demonstrating that the category is moving towards being more environmentally friendly.” However, it is important to consider your local demographic before wading right
into an eco range. Richardson advises urban stores or those with a younger demographic to stock ecofriendly products, while stores in more rural locations with older customer bases should
stick to their core range. Malone says: “Eco-friendly is personally important for me, and I stock a couple of Ecover products. People talk about eco stuff but don’t ‘do’ it if it’s not on their agenda.”
Product launches RETAILER
VIEW
What’s new in household
Vince Malone, Tenby Post Office & Stores, Pembrokeshire “OUR older clientele are big on bleach. Younger people tend to go for ‘prepacked’ cleaning products like allpurpose multi-surface sprays. To push household, we re-dress the section four times a year and have a range review and tidy up the displays. You need to monitor changing sales, and be mindful which brands are advertising, and stock accordingly. “Focus on prices and have deals. We have a core of brand-loyal shoppers buying Fairy washing powders because they are hypoallergenic and softer. Those factors are important, but even so, people will be swayed by a good offer.”
LOCATION IS KEY TO maximise household section sales, retailers need to know their shoppers, tailor their range to their location, change fixtures seasonally and be competitively priced. “We have a post office, and our household items are towards that end of the store,” says Malone. “Household is alongside personal care, so the fragrances don’t affect the food and there’s no risk of contamination.” Patel has a two-metre fixture at the back of the store, away from the food, which includes toilet rolls, toilet and other cleaners, washing powders, fairy liq-
uid, air fresheners, bleaches, and antiseptic sprays and disinfectants to create enough for a one-stop shop. “Most visits are planned, but the section has everything together, and people buy across the category,” he says. “Look at the different planograms and use your judgement. Price-marked packs are important, as are shelf-edges showing prices, to give shoppers confidence that they‘re not being ripped off. Keep the section nicely merchandised and priced, and make promotions visible in dedicated bays in the centre of the store.”
Henkel is launching new Bloo ‘Spa Moments’ rim blocks, RRP £2.80. Bloo spokesperson Rebecca Bland says: “We want to transform toilets into mini home spas across the nation, with carefully crafted scents that help to bring a sense of calm and tranquillity.” Having supplied millions of hand sanitisers in the pandemic, Ineos Hygienics is introducing 16 new ‘Next Gen’ plant-based products – Antibac Multi-Room Wipes, Mutli-Room Surface Sprays, 2 in 1 Dish & Hand Liquid and Non-Bio Concentrated Laundry Liquid, with four fragrances of each. Rory Tait, Ineos Hygienics COO, says: “Our ‘active fragrances’ can help you sleep better when used on bedsheets, boost your performance when used on sports clothes, or help you concentrate at work.” Procter & Gamble is collaborating with ‘Joy of Clean’ brand ambassador and cleaning influencer Mrs Hinch (Sophie Hinchliffe) for their second Mrs Hinch-branded collection. Frosted Eucalyptus is returning across Flash, Fairy and Febreze. Rose Wonderland has been added to the rose scent across Bold, Lenor and Febreze Fabric Refresher.
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ADVICE
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SELLING ON IMPULSE The RETAIL EXPRESS team finds out how retailers are growing impulse sales in their stores
There’s loads stores can do with their impulse management. What are retailers doing to grow these sales? – Rav Garcha, Nisa Hockley, Birmingham
1
Aaron Gray, ViVo Essentials Greenisland, County Antrim
“WE concentrate on PoS to get those extra couple of pounds. We mainly use basket displays. We have a table in front of our tills where we put confectionery and things like Mr Kipling cakes or cakes we bake in store. Because they’re at the till, they look nice as people come in and the smell of freshly baked pastries encourages people to pick them up. “The front of the store is where our till is located with lots of impulse options and we’ve also got an aisle full of offers. If anything’s on offer, there’s a half shelf that’s highlighted red with deals where you can save money. If customers see that and realise they can get it cheaper with us than at the multiples, they’ll buy it. It’s all about adding to that basket, whether it’s a four-pack of Kinder Bueno or whatever, because every little helps at the moment. We have other stuff around the store as well in eye-catching stacks.”
2
Vas Vekaria, Kegs ‘n’ Blades, Warrington, Lancashire
“WE’VE got three secondary schools next to us, so American sweets and lollies do really well as impulse sales. We concentrate them on one side of the store and have a dedicated section for US sweets. Older kids these days have £10 a day spending money, so they’ll pile up bags of stuff every morning. And on top of that, all the impulse products are in hanging bags at the till. We’ve had major surgery on the counter area and it looks really nice now. “I take my kids to the American confectionery wholesalers because I have no idea what to get, but they know exactly what everything is. It might look expensive, but you get it in the store and it �lies off the shelves. “You’ve got to look at your demographic because if you’ve got primary schools near you, they won’t have as much money, so the more expensive options won’t sell as well.”
3
Bobby Singh, BB Nevison Superstore, Pontefract, West Yorkshire
“WE had our Halloween displays and we made it all very attractive for our customers. We’re now doing the same with the festive branding and PoS to make sure it all looks appealing, so it stands out from the normal shelving units and generates impulsive sales. “I’m a big believer in great creative PoS. You’ve got to use PoS creatively because straightaway it starts attracting attention and that’s when the impulse products really start to sell. Some people don’t use it as much as they should or don’t believe they need it, but I really appreciate it and use it as much as I can. It makes our job a lot easier when it comes to promoting products. Bringing some theatre to the store drives sales. “We’ve just received some great Christmas PoS from the Post Of�ice and we’ll be putting that up – ‘Snow’s not guaranteed for Christmas, but our special delivery is’. That’s tickled me.”
In the next issue, the Retail Express team finds out what social media strategies retailers are using. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk