Retail Express - 16 January 2024 by BetterRetailing

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16-29 JANUARY 2024 STRICTLY FOR TRADE USERS ONLY

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NATION WAKES UP TO POST OFFICE HORIZON SCANDAL • Postmasters one step closer to justice after years of fighting as TV drama sparks public outrage • Gov’t introduces new legislation to exonerate victims and fast-track compensation LEGISLATION

RETAIL CRIME

STORE ADVICE

Vape suppliers could pay out for recycling costs of their own items by 2026

Axe-wielding thieves target two convenience stores in one night of rampage

Three retailers reveal how they handle staff absences – planned and unplanned

BACK PAGE

our say

Megan Humphrey, editor

The five biggest stories this fortnight 01

Post Office hangs by a thread IT seems Paula Vennells is capable of at least one smart decision, and that’s handing back her CBE, after more than one million people demanded she do so. The former Post Office (PO) boss has been on a chopping block since ITV’s Mr Bates vs The Post Office drama aired this month. A petition was first set up three years ago following the most widespread miscarriage of justice in UK history. The Horizon IT scandal saw more than 700 subpostmasters prosecuted for false accounting based on information from faulty software – an issue Retail Express first reported on in 2017. The new TV drama has sparked outrage, prompting PO boycotts, new criminal investigations and more victims to come forward. Although Vennells claimed to be “truly sorry for the devastation”, it didn’t seem she was sorry enough to hand back her shiny title prior to the programme. THE TV DRAMA Since airing, the government HAS SPARKED has agreed to examine mass exoneration of those prosecuted OUTRAGE and fast-track compensation. Although one step closer to justice after years of fighting, it’s bittersweet it is only happening now because of a TV show. Why wasn’t it enough that hundreds of lives were ruined, families devastated and lives lost for people to listen? I hope ministers now honour their promises and victims don’t have to endure any more pain. It’s just tough to swallow that so many who were affected are no longer around to see it. With that, I ask you to take a moment to honour their memory.

Proposals for suppliers to pay recycling costs of vapes

MEGAN HUMPHREY

VAPE suppliers could be told to stump up payment for the recycling of their own products from households, in the next two years. The measure forms part of a consultation launched by the Department for Environment, Food & Rural Affairs (Defra) at the end of last year, looking at reforms to electrical waste regulations to increase recycling levels.

Proposals could take effect from 2026, and include UKwide collection of waste electricals, �inanced by producers of electrical items. However, sources con�irmed to Retail Express that retailers would still be required to offer a takeback service, in line with current Waste Electrical and Electronic Equipment (WEEE) regulations. Other plans would result in retailers with a turnover of

more than £100,000 per year of electrical sales having to provide a free takeback of unwanted electrical equipment in store without the need to purchase a new item. In addition, the government is also considering making retailers tell customers of the disposal options for unwanted electrical equipment at the point of sale, via a poster,

written communication on a sale receipt, or information provided verbally. In response, ACS chief executive James Lowman said he would be “working with Defra on the details of the proposals, including concerns about the workability of a 0 for 1 return scheme of electrical items for convenience stores that have limited storage space”.

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40,152

Lottery registration

ONLY 705 retailers failed to complete Allwyn’s transfer process allowing them to continue operating National Lottery services from next month. Director of channel operations Alex Green told Retail Express that 97% of existing independent National Lottery

retailers had completed the process, meaning 22,795 out of 23,500 independent stores providing lottery services met the deadline. Green said: “We are thrilled by the high level of engagement and continued co-operation we’ve had from retailers.”

Coffee collapse

RETAILERS are at risk of losing thousands of pounds after coffee machine supplier The Coffee Boss collapsed. The Chester-based company supplied coffee machines and ingredients to businesses across the UK. The �irm ceased trading last year, with

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

Thieves spared jail

GOVERNMENT plans to ban custodial sentences of less than a year will see thousands of shoplifters avoid jail time. After being announced last year, new �igures show shoplifters are the largest group receiving these orders, with

more than 5,000 jailed for less than 12 months in 2022. Justice secretary Alex Chalk defended the change, reassuring those concerned that tags would be used instead “so proli�ic shoplifters can be tracked 24 hours a day”.

compulsory strike action �iled on Companies House in October 2023. However, retailers told Retail Express they remain locked into contracts, due to machines being provided on separate �inance agreements with third-party providers.

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

Handheld EPoS

ITS Retail Systems (ITS) has launched a handheld EPoS terminal, enabling stores to order stock, update pricing and check sales reports remotely. RM2GO is being rolled out more widely in 2024, following a soft launch last year, and

is currently being used by 130 retailers across the UK. The device is set to replace ITS’s Picco handheld terminal, and will be available on a device supplied by the company. Other features include realtime sales reporting.

Audit Bureau of Circulations July 2022 to June 2023 average net circulation per issue

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

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New law to exonerate Horizon scandal victims ALICE BROOKER NEW legislation is set to be introduced to exonerate and compensate victims of the Horizon IT scandal, after a TV drama sparked public outrage. Mr Bates vs The Post Of�ice, which premiered on ITV this month, depicted more than 700 subpostmasters seeking justice from being wrongly prosecuted by the Post Of�ice (PO) after faulty software made it look like money was missing from their accounts. Last week, prime minister Rishi Sunak con�irmed a new law would be introduced to “make sure that those convicted as a result of the Horizon scandal are swiftly exonerated”. In addition, a new upfront payment of £75,000 for the “vital group litigation order (GLO) group”, which �irst brought attention to the scandal, would be issued. “We will make sure the truth comes to light,” he said. Former PO boss Paula Vennells con�irmed she would hand back her CBE, following an online petition surpassing one million signatures from the public. She said: “I am truly sorry for the devastation caused to the subpostmasters and their families, whose lives were torn apart by being wrongly accused and wrongly prosecuted.” The government has also con�irmed it is drawing up

plans to fast-track the appeals process so all victims can be exonerated, while pledging that the IT company behind the software, Fujitsu, will be “held accountable” if it is found to have knowingly played a part. Mark Baker, a representative for the Communication Workers Union (CWU), told Retail Express: “The public have had enough of people in authority abusing our systems. It’s clear they are outraged at the way decent and honest postmasters were treated. “Compensation cheques need to be written this month. I don’t see any reason why this can’t be done.” The PO remains under pressure, after the Metropolitan Police con�irmed last week that it would launch a criminal investigation in the company. The police told The Times it is “investigating potential fraud offences arising out of these prosecutions”, which included “monies recovered from subpostmasters as a result of prosecutions or civil actions”. Branches have also faced boycott threats in light of more people being aware of the scandal. However, CWU branch secretary told Retail Express the move would “endanger the existence” of community branches. “Those members of the public who are quite rightly outraged by this and want to show their support

The proposed Generational Smoking Ban will affect you and your business

GOOD WEEK HOME DELIVERY: Snappy Shopper has achieved “double-digit growth”. In its latest accounts for the year ending 31 March, the results show 16% growth in staff count, while revenue was not disclosed. A spokesperson said new retailers were joining the platform “every week” and new partnerships were “imminent”. LOYALTY: The number of sales in local shops related to loyalty app Jisp trebled last year. Figures from the company show the number of shoppers using the app increased by 21%, while the number of stores using the tool jumped by 62%. Jisp’s Scan & Save enables shoppers to scan barcodes in partnered stores to reveal supplier-funded discounts.

BAD WEEK

TV drama Mr Bates vs The Post Office has sparked public outrage in recent weeks

should best do so by writing to their MPs, messaging them or sharing the message many postmasters have put up on their social media pages about the second ongoing PO scandal – that of remuneration to serving subpostmasters that, in most cases does, not even come close to minimum wage,” he said. The PO issued an apology after the TV drama aired, explaining: “We sincerely apologise to victims for the devastating impact of the PO Horizon IT scandal on the lives of so many. We are doing all we can to provide

redress, and urge anyone affected who has not yet come forward to do so.” However, despite postmasters being relieved at the action being taken, they remain disappointed that it has “taken a TV show to wake everybody up”. Julian Taylor-Green, of Taylor Green’s Spar in Linford, Hampshire, had his life turned upside down by the scandal in 2007. “We were affected by this, and it’s been hard even watching the drama because it brings back so many terrible memories,” he said.

“In my opinion, it’s 20 years too late. Some will be compensated, but some of those affected are no longer with us, which is an absolute travesty.” Vince Malone, owner of Tenby Stores in Pembrokeshire, said the PO must “make sure this never happens again”. “There needs to be accountability as to how it’s got this far,” he said. “There are lots of arms of this government-owned corporation that we’re part of, and it’s a classic example of a big institution taking advantage of an individual.”

MUSIC: Secret shoppers are being sent into independent stores to detect music being played without a licence. SmartShopper, which pays the public to visit and report outlets on behalf of brands, confirmed a “music discovery hunt” this month. Its ‘spotters’ will receive a fee for every shop where they provide “evidence of music playing” to the public. BUDGET: Retailers have criticised Scottish and Welsh Budget announcements for a lack of support for businesses. Measures announced by each of the nations in December will see rates bills increase for many businesses. Andrew Goodacre, chief executive of British Independent Retailers Association, said there was an uneven playing field for Scottish retailers, as it is much more expensive to own a shop there. In the Welsh budget, business rates relief reduced from 75% to 40% – a 25-year high, said the Welsh Retail Consortium. A freeze to Scotland’s rate multiplier was welcomed, but it failed to match England’s 75% retailer rate relief.

The UK government has proposed new tobacco legislation that would ban future generations of adults from ever legally being sold tobacco products.

“It’s difficult to see how this proposed tobacco ban would be properly enforced. It’s a deeply impractical law.”

The legislation is currently being drafted and if approved, will affect all retailers that sell tobacco products in the UK.

“I have no doubt that this ban would simply hand more of the UK tobacco market into the hands of criminals.”

Retailers have expressed concerns around enforcement of the law, its impact on illicit trade and the threat of increased violence towards shopkeepers.

Atul Sodha, Londis Harefield

Nishi Patel, Londis Bexley Park “It’s fair to say that the proposed ban would highly likely drive a further increase in threatening behaviour against retailers.” Paul Cheema, Malcolm’s Convenience and Forecourt

THERE IS STILL TIME FOR YOUR VOICE TO BE HEARD. Speak to your local MP now. Find yours here A DV E R T I SE M E N T F E AT U R E F RO M J T I

NEWS

Axe-wielding thieves target stores ALICE BROOKER

TWO convenience stores in Wiltshire were the victims of an axe-wielding burglary this month, causing damages and losses worth thousands of pounds. Susan Connolly, owner of Spar Pennings Road in Pewsey, told Retail Express the incident happened in the early hours of the morning, and that she suf-

fered tobacco thefts worth £8,000 as well as £3,000 in total damages. Connolly’s store was the second to be targeted in the same night, as a Costcutter on St Margaret’s Mead in Marlborough was attacked 20 minutes before. “We were expecting something like this as another business in the area had experienced a break-in just before Christmas,” she said. “I as-

sume it’s organised criminals. Although they were amateurs with axes and huge baseball bats, it took them a while to get into the gantry. They were in the shop for six minutes, which, for a break-in, is a long time. “We were really lucky that we could absorb the loss, unlike others, which proves why the issue of crime needs to be dealt with.” Connolly praised the police,

who attended the scene nine minutes after it was reported. “I was satis�ied with the response we got,” she said. The store was open very soon after the attack, with Connolly stressing: “We don’t want to show these criminals that we are scared of them.” Wiltshire Police has con�irmed it is investigating the incidents, and assured residents that “burglary remains a force priority”.

£8,000-worth of tobacco was stolen from one shop

Parcelly joins UPS PICK-UP and drop-off service Parcelly has joined forces with UPS Access Point to expand its carrier network. The mobile app �irm has 3,500 UK sites and 15 carriers. It tied up with DHL early last year. The onboarding of UPS

OUR FINEST TOBACCO BLEND NOW WITH FRESH PROTECT

brings 400 new locations to consumers. Retailers reported receiving 61p per parcel with Parcelly, more than double the rate offered by some other carriers. The �irm revealed plans to grow the network to 5,000 by the end of this year.

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

FUTURE-PROOFED VAPE GANTRY RRP* £12.25

A SMART vape gantry that meets government regulations proposed to crackdown on the category could be available this year. Navarra Retail Systems’ sales director, Hugh Walker, said the concept came from store owners wanting a future-proof gantry. The unit is 600mm wide, stocks up to 75 lines, and provides a locked and secure frame with light-

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

ing options. “There is nothing like this that dispenses products that aren’t standard cigarette size,” he said.

T&T product extension

EVERYTHING IS PREMIUM EXCEPT THE PRICE* *Based on ITUK RRP as of December 2023. For the avoidance of doubt, customers are free at all times to determine the selling price of their products. For Tobacco Traders Only

TRACK-AND-TRACE requirements are set to be extended this year to include other tobacco products under HMRC’s scheme. The UK system ensures stolen products are scanned to make it easier to �ind out

where the products come from. A spokesperson for HMRC con�irmed to Retail Express that requirements will be extended to other tobacco products from 20 May, including cigars, waterpipe tobacco and pipe tobacco.

PRODUCTS Unilever partners with Uefa PRIYA KHAIRA

across Europe and create opportunities for shoppers to win tickets and enjoy special fan experiences. The brands will also activate in of�icial fan zones at the tournament.

sponsoring major sporting events and building a love of sport at a community level, Sure, Dove Men+Care, Lynx (also known as Axe globally) and Radox are also Of�icial Sponsors. Peter Dekkers, nutrition general manager Europe, Unilever said: “The enjoyment of food plays such an important role in how we come together with friends and family over sporting events. “Whether we’re watching together with thousands of others in stadiums or cheering from the comfort of home. “Unilever Nutrition brands are proud to be part of this huge European event, which also has global

appeal, and to reach more people through their love of football.” In the lead up to and throughout the tournament, Unilever’s brands will work alongside key retail partners

ISQUEEZE has added a new pineapple slicing machine, Isla, to its portfolio. The self-service machine takes 15 seconds to prepare one whole pineapple. Elias Ebert, managing director at iSqueeze, said: ‘‘Adding the new Isla machine to the iSqueeze portfolio means we are the �irst to be able to offer consumers the unique experience to prepare and eat freshly sliced pineapple as part of their shopping experience which is ready to eat anywhere. “The launch into retail continues iSqueeze’s mission of providing healthy options with self-service technology to provide the highest quality and freshest fruit products

on the market.” Leading iSqueeze partners include Jempson’s, Asda, Sainsbury’s, Co-op, Euro Garages, Costcutter, Spar and Nisa stores.

WALKERS has launched three new limited-edition �lavours to tap into the vegan meat and cheese �lavour segments. The new Walkers ‘Unbelievable!’ range includes Vegan Flame Grilled Steak, Grilled Cheese Toastie and BBQ Pork Rib �lavours. The launch is expected to aid shoppers as they look to explore alternative vegan snack options this Veganuary. The brand has also launched a new on-pack promotion. Shoppers have a chance to win £2,500 every day when purchasing any qualifying Walkers packs, up until the end of February. Rachael Smith, senior marketing manager at

PepsiCo, said: “We wanted to give shoppers an Unbelievable! Vegan range with authentic meat and cheese �lavours with this limitededition trio.”

TOBACCO accessories supplier Republic Technologies UK (RTUK) is expanding its OCB brand with the launch of OCB Rice rolling papers. Organic, unbleached and chlorine free, OCB Rice Papers are made from a blend of rice and organic hemp, which the supplier says delivers a slow-burning experience. They are available in Slim (RRP £1.10) and Slim & Tips (RRP £1.73) in packs of 32. The launch of OCB Rice comes as rolling papers is the best-performing segment in tobacco accessories. It is worth almost £72m in convenience and growing by 12%. Within the segment, OCB is the UK’s fastest-growing

paper brand, having grown year on year by 45%.

CARIBBEAN-INSPIRED alcoholic drinks brand Wha Gwan is continuing its expansion, having achieved more than 100 listings across UK wholesalers. The drink’s wholesale partnerships include Dhamecha, CJ Lang and Bestway Wholesale. Its �lagship product range is a rum tonic (17.2% ABV) in Melon Cherry and

Pineapple Coconut varieties, available in 200ml bottles. Other Wha Gwan products include No Moo Rum Cream (17% ABV, 200ml); Wha Gwan Bomb (8% ABV, 330ml) and Pineapple & Coconut (5% ABV, 330ml) RTDs; and Wha Gwan Shoot It in Pineapple & Coconut and Melon Cherry varieties (both 21% ABV, 50cl).

UNILEVER and The Union of European Football Associations (Uefa) have named brands from Unilever’s Nutrition and Personal Care Business Groups as of�icial sponsors of Uefa Euro 2024. From Unilever’s portfolio of household favourites, the Nutrition brands that will activate throughout Uefa Euro 2024 include Hellmann’s, Knorr, Colman’s and The Vegetarian Butcher. The partnership is seen as a way to enhance brand visibility and consumer engagement. Building on Unilever Personal Care’s record of

iSqueeze expands its Walkers launches vegan crisp range in-store portfolio

RTUK launches OCB Rice papers

Wha Gwan tops 100 wholesale listings

16-29 JANUARY 2024 betterretailing.com

SHS Drinks launches WKD Vibe flavours WKD has introduced a range of liqueurs under the name WKD Vibe. WKD Vibe is available in �ive variants: two clear liqueur versions in both Blue Raspberry and Tropical �lavours, along with three creamy liqueurs in Blue Raspberry, Piña Colada and Strawberry. The two clear variants have a £10 RSP RRP, while the three creamy �lavours will have a higher £13 RSP RRP. The variants debuted at the end of last year in takehome formats and are rolling out across the on-trade this month. There are also con�irmed plans to extend

the initial range to seven variants during 2024. The launch is supported with a £1m marketing campaign.

KINGFISHER Beer Europe (KBE) has rebranded to King�isher Drinks to re�lect its broadened portfolio of alcoholic beverages. The supplier says the old name no longer feels relevant to its current audience. It now distributes Peacock Cider and a spirits range including Makai Spiced Rum, 5 Walla Cream Liqueur and Blackland bourbon whiskey. Its lager range also continues to grow, with Sagres, Yeastie Boys and Sapporo all under its umbrella. It has expanded its geographical footprint to export its products to North America, South America, Africa and the Middle East. The supplier has kept

the usage of King�isher in its name, as it is its �lagship brand and, as India’s topselling beer, gives it prestige and recognition.

MOMO Kombucha and Orbit Beers have collaborated for a third year to launch Hops Kombucha. Momo X Orbit Beers Hops Kombucha is a non-alcoholic beer with an RRP of £4.50 per 330ml glass bottle. The limited-edition was released in time for the festive season and for Dry January. Robert Middleton, founder of Orbit Beers, said: “We’ve admired Momo’s traditional method of brewing kombucha down the road in South London for many years.

“Our �irst collaborative batch was brewed in January 2021. It was so well received, winning a Great Taste Award, that we decided to brew it for the third time, in time for Dry January 2024.”

KBE rebrands to Kingfisher Drinks

Momo Kombucha partners Orbit Beers

PRODUCTS

Hershey’s Valentine’s lineup PRIYA KHAIRA HERSHEY’S Kisses Milk Chocolates and Snoopy & Friends Foils and Heart Box are teaming up for Valentine’s Day this year. The launch will feature Hershey’s Kisses Milk Chocolate with Snoopy & Friends Foils (9.5oz bag), Hershey’s Kisses Milk Chocolates with Snoopy & Friends Foils Heart Box (6.5oz box), Cadbury Caramello Miniatures (7.5oz bag) and Reese’s Peanut Butter Cups Giant Heart Box (28.8oz box). Scott Shillet, vice president, global hardlines & promotions at Peanuts, said: “Since premiering in 1950, the Peanuts comic strips have

celebrated heartwarming and loving friendships through the eyes of Snoopy, Charlie Brown and the rest of the gang. “Bringing this collaboration to life with Hershey’s for Snoopy fans of all ages, via a beloved product like Hershey’s Kisses, is the perfect way to add a little sweetness to the Valentine’s Day season.” The Hershey Company is also bringing back Hershey’s Kisses Chocolate Dipped Strawberry Flavoured Candies and Hershey’s Milk Chocolate Hearts KingSized Bar. Brian Jones, senior associate brand manager, Valentine’s Day, at The Hershey

Company, added: “From fanfavourites like our returning Hershey’s Kisses Chocolate Dipped Strawberry candies and new innovations like

IMPERIAL Tobacco has announced the return of two of its limited-edition ranges to allow retailers to cater for the rising demand for value. The two formats, launched exclusively for the independent channel, include Imperial’s popular range of 21-packs and its 32g pouches of rolling tobacco. The relaunched line of

21-packs is now available to buy across two of Imperial’s best-selling brands: Richmond 21s at an RRP of £12.25, and L&B Blue 21s at an RRP of £12.50. Alongside the 21s, Imperial is also bringing back its 32g packs of rolling tobacco for its popular brand, Riverstone, which is available to buy at an RRP of £18.50.

PREMIUM snack wholesaler, Epicurium, has been selected by nutritional food brand, Huel, as the exclusive wholesale distribution partner for the launch of its new Complete Nutrition Bar. Available in Chocolate Caramel and Peanut Caramel �lavours, the Complete Nutrition Bars contain 26 vitamins and minerals, are vegan-friendly, high in protein, low in sugar, and are HFSS compliant.

our Hershey’s Kisses Milk Chocolates with Snoopy & Friends Foils, our lineup makes every moment more loveable.”

Imperial brings back Huel joins forces limited-edition range with Epicurium

Weetabix unveils new campaign WEETABIX is starting off the New Year with a new campaign. The campaign, ‘#Debatethebix’ encourages shoppers to engage in a discussion about whether they prefer to eat Weetabix hot or cold. The goal is to drive consumption through warm serves during the colder

months, aligning with evolving consumer preferences. The campaign will be supported with a £2m investment. A TV advert was launched at the start of the month, while social media, PR and in-store activations will support the campaign. Lorraine Rothwell, head of marketing at Weetabix, said: “We are so excited to launch Do You Heat-a-bix or Weetabix?, and get the nation to #Debatethebix! “This investment shows our support for the category and our retailers during this crucial trading period.”

The Complete Nutrition Bar is available exclusively for retailers to purchase through Epicurium. Ben McKechnie, Epicurium’s managing director, said: “Epicurium has seen huge success with Huel’s meal drinks, being our strongest performing range this year, and we look forward to more of the same with the new Huel Complete Nutrition Bars over the coming months.”

Carlsberg continues Liverpool FC tie-up CARLSBERG and Liverpool Football Club have extended their partnership for another 10 years. The extension brings the partnership to 42 years and reiterates its standing as the longest partnership in Premier League and club history. After �irst partnering in 1992, Carlsberg went on to become the club’s of�icial beer in 2010 and will remain so until 2034 after this renewal. Ben Latty, commercial director at Liverpool Football Club said: “We are absolute-

ly delighted to continue to have Carlsberg as a member of the LFC partner family for another 10 years. “The longevity of this agreement is testimony to our commitment to each other and the success of our partnership so far, which has been built on a deeply rooted set of shared values.”

GOLD Standard Nutrition has launched a new range of healthy wraps. The wraps are available in Sweet Chilli Chicken, Chicken Tikka, BBQ Chicken and Full English Breakfast. Each 175g wrap has between 314-363 calories and 20-21g of protein at an RRP of £2.99. The wraps have been adopted into college campuses, gyms and leisure services, with further distribution plans for 2024. Craig Allen, director of Gold Standard Nutrition, said: “We knew we wanted to build upon our hugely successful Pots-of-Gold hero range by creating another self-contained yet convenient eat.

“While recognising that bread-based products need to be consumed in moderation, we saw real scope to tap into the versatility and farreaching appeal of a nutritionally balanced tortilla.”

ONE Stop is kicking off the new year with a £1m Price Drop campaign. From the start of the month, customers were able to purchase a wide range of everyday essentials and fresh products at a reduced price as a result of the One Stop Price Drop campaign. The long-term price drops will be highlighted to customers in an eight-week campaign, which focuses on

single price items, end of basket value and meal bundles, providing options for every type of shopper. Marianne Aitken, head of product at One Stop, said: “Our substantial £1m investment into our Price Drop campaign re�lects our dedication to alleviating the post-Christmas �inancial burden customers may face, and shows our commitment to being a trusted local retailer.”

GSN launches healthy wrap range

Italian Beverage Co One Stop’s Price acquires March Foods Drop campaign ITALIAN Beverage Company (IBC Simply) has acquired March Foods to create a new force in UK Food and drink manufacturing and packing. The acquisition brings both companies under a new parent group, Delightful Food Group. Ricky Flax, CEO of Delightful Food Group, IBC Simply and March Foods, said: “We’re delighted to be able

to announce the acquisition of March Foods, which will bring huge bene�its to both companies and of course to our customers and the industry as a whole. “We plan to invest in new technologies, enhance our product manufacturing capabilities and open up more opportunities for customers, offering a totally rounded solution.”

16-29 JANUARY 2024 betterretailing.com

Cadbury unveils Duos refresh

Kurkure releases Supreme Petfoods Chilli Chatka flavour expands its range

CADBURY is building on the success of the Duos format, which has grown by 17%, with the introduction of fresh packaging on the full Duos range. The new packaging features a message on pack of ‘One for me, One for you’, aiming to capitalise on the sharing opportunity and show the value of the Duos proposition to shoppers. The Duos format offers a unique selling point to shoppers who are not only choosing Duos for themselves but also sharing them with loved ones. The new on-pack messaging is well positioned to help

retailers expand into sharing occasions. The packaging features on Cadbury’s Wispa, Wispa Gold, Double Decker, Boost and Dairy Milk Duo bars.

SNACK brand Kurkure has launched a new �lavour to its range, Chilli Chatka. Kukure Chilli Chatka is now available to buy for convenience retailers through wholesalers including Bestway, Unitas and Nisa. The �lavour is available in 80g £1.25 price-markedpacks and 100g plain packs. Ekaterina Petrova, senior brand manager at Kurkure, said: “With shoppers always on the lookout for bolder new �lavours and snacking experiences, the crunchy texture and full-on taste from Kurkure will appeal to consumers looking for something different to their usual

snacking choices. “Kurkure Chilli Chatka packs a spicy punch that delivers the authentic taste that Kurkure is known for and follows the success of Masala Munch and Naughty Tomato �lavours.”

FRESH Food For Now Company is launching a premium selection of sandwiches, wraps and salads. The new collection is designed to provide retailers and foodservice vendors with a premium product in blank packaging to offer a fresh, “made in-house” feel for stockists and their customers. The range includes Cheddar Ploughmans’s, BLT, Tuna Salad, Ham & Cheese and

a Club Sandwich. Wraps include Chicken Caesar, Saag Aloo Khobez, Green Chickpea and Falafel. Premium salads feature Chicken Caesar, Tomato Pasta & Feta, Vegan Tabbouleh, and Mixed Grain varieties. Wayne Greensmith, head of customer marketing at Fresh Food For Now, said: “We understand the evolving preferences of today’s consumers, who seek delicious �lavour.”

KELLANOVA, parent company of Kellogg’s and Pringles, has announced plans to continue to drive growth in 2024 through a strong commitment to the symbols and independents channel. This month, Kellanova is launching Coco Pops Chocos in convenience stores and independent retailers with the introduction of a pricemarked pack variant. Large sharing packs are growing ahead of the category in symbols and independents, there will also be further innovation to come on Pringles. Lindsey Kendal, Kellanova’s away-from-home sales director, said: “Last year, we laid out our ambitions

to drive snacking growth in 2023 and that’s certainly something we’ve done. “Volume sales in symbols and indies have grown over 14% for cereal snack singles and we’ve seen outperformance in foodservice, with growth of over 33%.”

KEFIR brand, Biotiful Gut Health has launched Biotiful Meal Boosters. Each product is high in �ibre, with added vitamins B5, B12 and D3, and contains no added sugar. Initially available exclusively from the Biotiful website, Biotiful Meal Boosters come in three �lavours and are priced at £8 for a 210g pouch. They are a blend of live cultures, prebiotic �ibre, oats, fruits, seeds and spices. Each can be enjoyed on top of breakfast, lunch, dinner, snacks or smoothies. Natasha Bowes, founder and chief executive of Biotiful Gut Health, said: “We’re on a mission to make

deliciously natural gut health accessible to all. “After pioneering the Ke�ir category in dairy, we’re bringing our gut health expertise to the ambient category.”

SUPREME Petfoods is venturing into the canine category with the introduction of dog treats to its Tiny Friends Farm range. It includes Dolly Dog Tasty Bones, Dolly Dog Crunchy Cookies, Danny Doggy Donuts and Danny Dog Yummy Sticks. Tiny Friends Farm Danny Dog Yummy Sticks and Dolly Dog Crunchy Cookies come in a 200g pack with an RRP of £1.39; Dolly Dog Tasty Bones come in a 160g pack with an RRP £1.59; and Danny Dog Doggy Donuts come in a 200g pack with an RRP £1.59. The packaging showcases

the new Tiny Friends Farm characters, Danny Dog and Dolly Dog. The packaging has been designed with instore displays in mind, and retailers looking to stock the treats can bene�it from pointof-sale material.

THE Protein Ball Co has launched two new vegan �lavours and a brand refresh. From mid-January, The Protein Ball Co will roll out its new Choc Chip Muf�in and Salted Caramel protein + vitamin balls. The vegan breakfast balls are 100% natural, gluten-free, with no added sugar snacks. The launch coincides with a packaging refresh for the 45g packs. Matt Hunt, founder of The Protein Ball Co, said: “The brand refresh has been in response to feedback. “We wanted our packaging to re�lect the quality of the products and really highlight that it’s a high protein, noadded-sugar, gluten-free and

100% natural snack. “We are excited to be introducing two fantastic new �lavours to our popular range of protein + vitamin balls.”

APPLEWOOD Vegan is celebrating Veganuary by relaunching its �irst cheese snack. This month, Applewood Vegan has launched Applewood Vegan Bites. Applewood Vegan Minis will also be moving toward using fully recyclable packaging by 2024. F�ion Davies, senior brand manager for Applewood Ve-

gan, said: “The Minis are the �irst-ever snacking format for Applewood Vegan and they have proved very popular with food lovers. “However, following feedback from fans of the Minis, we decided to launch them in a new snack-friendly stick version – Bites – to make it easier for people to enjoy them on the go, in the of�ice or on the way to gym.”

Fresh Food For Now’s Kellanova announces The Protein Ball Co unveils vegan line 2024 growth plans premium launch

Del Monte launches on to TV screens DEL Monte has announced the rollout of its �irst productfocused TV advert in more than 30 years. With three separate executions, each features one of Del Monte’s fruit variants: peach, pineapple and fruit cocktail. The television advert aims to inspire wholesome family meals with a �ield-to-fork

message and recipes. It is supported by a wider digital campaign and PR activity to deliver even more inspiring recipes to shoppers. Martin Tilney, senior commercial director at Del Monte UK, said: “It reminds shoppers that they can always rely on Del Monte to deliver delicious value products.”

Biotiful releases Applewood Vegan Meal Boosters range relaunches Minis

OPINION

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COMING UP IN THE 19 JANUARY 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 LOTTERY: Are you feeling confident about Allwyn’s takeover next month? “I’M already impressed. Allwyn makes sure we have the latest PoS and tells us about upcoming big draws. It is communicating with a small store in a rural area, which bodes well.”

Turn passing custom into loyal footfall for your store

Enya McAteer, Mulkerns Spar Jonesborough, Newry, Northern Ireland

“THE only concern I had was with commission, but apart from that I had no issue with Camelot. Allwyn calls a lot to make sure you’re up to date and it helps us upsell to customers, but it can be a bit overwhelming.” Harman Basainty, One Stop, Clase, Swansea

Top tips for growing mints & gum sales Pricewatch: see what other retailers are charging for petcare, and boost your own profits + Wholesale Pricewatch: sweet biscuits

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I’m concerned about taxation “WE need to grow sales and increase profitability. We need to be savvy with where we buy stock. We’re making changes like reviewing the flooring and changing lighting. We’re reducing the number of lines available, which clears up space so it’s tidier.”

Guarave Sood, Neelam Convenience Store, Hillingdon, London

“WE’RE hoping to sell more fresh food and cut down on packaging. It’s been difficult since the pandemic, as people aren’t as keen to pick [unpackaged food]. We’re trying to be more sustainable. It can be cheaper with the cost-ofliving crisis.” Sue Nithyanandan, Costcutter Epsom, Surrey

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“RESTRICTIONS are necessary, “THE take-up of vapes has but the government needs to been far bigger than prebe careful of legislation overdicted. The flavours have got ridiculous, and restrictions kill. Consumers will shift to the illegal market and look for on this are [too] late. I’m conways to source the products cerned that government will they want if they can’t get introduce taxation on certain them legally. I wouldn’t be products. They’ll shoot up in surprised if they increase the price and it’s a big bulk of our price with taxation.” business.”

A lot of customers are talking about it

“I THINK it’s a massive eye opener about the extent of what’s happened. It’s shown how people were affected and how everything was carried out. I’ve heard a lot about it. There’s a lot of customers talking about it. They’re asking what happened.” Bobby Singh, BB Nevison Superstore, Pontefract, West Yorkshire

“IT’S about time someone actually stood in our corner and showed what the corporates are like and how we’re treated. It makes you angry to know what goes on and I still feel that it is very us versus them at the Post Office. You have to watch it to understand it.” Mike Sohal, Dallam Stores, Dallam, Warrington, Cheshire

LETTERS

16-29 JANUARY 2024 betterretailing.com

Letters may be edited

‘Crime isn’t victimless’ IMAGINE a situation where you had different people stealing items from your home, multiple times per day. When you try to stop the thieves, they become verbally abusive and violent towards you and your family. They even threaten you with weapons, such as knives and needles. Some households even have a family member killed because of these thefts. You phone the police each time. However, the response time is often several days after each incident – even on occasions where there have been weapons involved. They take down the details but tell you they aren’t hopeful that anything will come of it. It’s not often the same person who has stolen the items, and often the value is “not enough to be viewed as a crime”, even though the value accumulates into thousands of pounds per year. The police themselves are under-resourced and frustrated that there is little they can do about it. The authorities suggest the problem lies with your own security, so you invest thousands of pounds per year into upgrading your security measures – state-of-

the-art CCTV, radios, bodycams and electronic tagging. This improves the evidence you provide, but the situation doesn’t become any less traumatic. The thieves recognise this and start stealing more frequently, knowing they can. The advice is not to confront the thieves, and if you do, you potentially face charges yourself. You question whether it’s even worth reporting incidents, but then you see authorities publishing crime �igures that show a decline in crime. But, in fact, you know the rate has never been higher. With thefts continuing to increase, you get to the stage where you can’t afford to keep going. You must sell your home and split up your family. You can’t believe that this has been allowed to happen – that regular, violent and costly crimes have simply been disregarded. That those with the power to help you have simply sat back and watched you lose everything. Not a pleasant thought, is it? It would be terrible if something like this was allowed to go on, wouldn’t it? The reality is that shops around the country are facing this every day. The colleagues working there are

COMMUNITY RETAILER

OF THE WEEK

Susan Connolly, Spar Pennings Road, Tidworth, Wiltshire

Shop on

Green, Alan the Chartham, Mannings Canterbury

Work together in 2024 AS we look ahead to 2024, there are lots of things that we need to prepare for and think about if we’re not going to get caught out. The Euros is a big deal, but it will depend on what time the games kick off as to whether they’re successful for us or not. I think the disposables question will keep getting pushed back even as suppliers One of two leading retailers and retailers change shares his thoughts on the their approaches. challenges in retail They’ll talk about reducing the number of flavours available and introducing things like plain packaging because the problem at the moment is the flavours that attract kids to try to buy them in shops when they shouldn’t be. The election could have a big impact on the national mood, and if Labour win it could give people a lift. What I’d most like to see this year, however, is more collaboration between retailers. When I get the chance, I go to ACS events and similar meet-ups. It’s great because you get to interact with the people you want to meet because you’ve seen what they’re doing on betterretailing.com or on social media, and you’ve read their columns and articles and insights. You know that you can talk to them and get something useful from them. So, my major plan for 2024 is to go to more events if I can because they’re there to help us. Of course, like everything else, there’s the constraint of needing to have the staff to cover you while you’re away. That will be harder in 2024 because the National Living Wage is going up again. So the question for us will be how do we keep our staff on and how do we pay them the right amount? We’ll be looking at where we can find that extra 10% plus tax from our sales to accommodate the increase. It’s a shame that the government can pass a living-wage increase that affects small businesses, but not do the same for nurses and doctors.

RISING

STAR

all family members. This is my reality. At this stage, all we can do is remain vigilant in reporting and continue to highlight the problem. Retailers provide more than just groceries for their local communities. They provide jobs, essential services and invest in their areas. They provide a friendly face to those who are living alone. There’s a whole host of things they do that not everybody sees.

Drastic change is required. We need to raise awareness of the impact shoplifting has. The losses are adding up. The casualties are adding up. Without drastic change, retailing as we know it will simply not survive. I hope that we get the support we need before it’s too late. Dan Brown, managing director, Pinkie Farm Convenience Store, Musselburgh, East Lothian

COMMUNITY RETAILER

OF THE WEEK

Trudy Davies, Woosnam & Davies News, Llanidloes, Powys – @trudydavies1964

‘Christmas jumper raffle prize’

‘We donate knitwear for charity’

“COCA-COLA Europacific Partners sent out Jack Daniel’s Christmas jumpers to us in the run-up to Christmas last year. We included them in a prize at Christmas. The response to it on Facebook from our followers was ridiculous – more than 700 comments. We do an advent calendar for our customers every year. On Christmas Eve, it’s usually a bigger prize, so when the jumper and cans came in we thought it was perfect. We chose the winners of the prizes randomly.”

“WE distributed knitwear to more than 50 hospitals and organisations in 2023, and we pay for the parcels to be posted. I believe it helps our community members’ well-being and gives them a purpose, and it is also sustainable, which is something we strive for at the store. We donated 6,000 items last year in total. We collect, sort and coordinate the scheme – Made With Llani Love – and have donated to children’s charities, residential homes, Salvation Army, hospitals and more.”

Get in touch

@retailexpress betterretailing.com facebook.com/betterretailing megan.humphrey@newtrade.co.uk 07597 588972

CATEGORY ADVICE BIG NIGHT IN

WIN BIG WITH BIG-NIGHT-IN DEALS As consumers continue to tighten their budgets this year, JOANNA TILLEY reveals the ways retailers can still cash in

DRINKING AT HOME SOVEREIGN Brands marketing and communications director, Sophie Lawrence, tells Retail Express that 50% of consumers have increased their at-home cocktail consumption over recent years. Increasing prices in bars, restaurants and pubs are driving nearly a quarter of consumers to drink at home more often in 2023, compared with 2022. “More than a quarter of those surveyed (28%) said they even have a bar setup at home, which 63% restock at least once a month,” says Lawrence. This means retailers should have a wide range of alcohol brands and formats in order to

capitalise on this trend. Recognising this shift, retailer Sasi Patel, who owns multiple Go Local stores in Greater Manchester, says it is leading to growth in purchasing spirits and cocktails. Spotting a growing opportunity, brand Mixologist’s Garden has entered the cocktailgarnishing business and has a range of five ready-to-use freeze dried fruit garnishes available. “Big night in (BNI) is the perfect opportunity for consumers to recreate their favourite drinks at home and elevate their serves to deliver the wow factor for friends and family,” says Stuart Findlater, business

director at Mixologist’s Garden. “And for retailers, it’s a great opportunity to encourage shoppers looking to offer the bar experience at home to fill their baskets and drive sales.” Alongside this trend, the ready-to-drink (RTD) market also continues to grow, and Coca-Cola Europacific Partners’ (CCEP) senior trade communications manager Amy Burgess says these pre-mixed drinks are a great option for BNI, and that retailers should stock up on Jack Daniel’s & Coca-Cola RTD. RTDs are currently worth £283m in the UK, which is their biggest European market.

16-29 JANUARY 2024 betterretailing.com

RETAILER

PREMIUM OPTIONS AND TRADING UP

VIEW

Atul Sodha, Londis Harefield, west London “CREATIVITY will be key for big night in success in 2024. Big nights in is an important category for retailers, but I think people are moving away from the standard beer and crisps to something that offers more difference and excitement – such as fondue kits and Doritos Nacho Cheese Dip. “With viral crazes driving products such as BuzzBallz cocktails and the Hot Chip challenge, there’s a growing demand from all age groups to supply something special to their guests.”

SOCIALISING at home has led to consumers saving money, and therefore, they often don’t mind treating themselves and their loved ones to premium products. This has resulted in growth in high-quality and craft beers as shoppers opt for something a bit different and more premium. “Along with premium lager, craft beer features significantly in many at-home occasions, including nights in,” says Caitlin Brown, category executive at BrewDog. “We know BrewDog shoppers are valuable, spend-

WHAT FORMATS WORK? SHARING formats and multipacks have always been synonymous with big night in, and there is no sign of this changing in 2024. “Within crisps, snacks and nuts, it is sharing bags that are driving growth in independent convenience stores at 28.4%” says CCEP’s Burgess. The multipack is a relatively new concept for craft beer in convenience, but these larger cases are becoming more familiar. “We’ve placed our focus on mid-size multi-packs, as they become more common place within the consumer repertoire, particularly for socialising,” says BrewDog’s

Brown. “BrewDog Punk IPA is the number one craft beer brand, and therefore acts as a signpost for the category – available in single cans, four-, eight- and 12-packs.” Retailers should concentrate on providing a range of pack formats to give consumers greater choice, according to Calli O’Brien, head of marketing at Aston Manor Cider. “Frosty Jack’s and Crumpton Oaks Cider are available as both cans and bottles, and we recommend retailers dual stock both format to help attract more footfall,” says O’Brien. “A range of formats offers more affordability to

customers as shoppers look to tighten their belts.” Aiming to attract younger consumers with its spherical cocktail offering, BuzzBallz Cocktails country manager UK and Ireland, David Relph, says those in their 20s and 30s are open to trying new formats and flavours. “Consumers are looking for simple, versatile serves that bring an element of theatre but without complexity,” says Relph. “The grab-andgo opportunity shouldn’t be overlooked, especially among a Gen-Z and millennial audience, who want fun and convenience on the go.”

ing 28.8% more on their total basket than average beer shoppers.” Patel has also seen growing demand for more premium alcohol options such as Cîroc, Au Vodka and Dead Man’s Fingers, alongside premium beers such as Madrí and Corona. “Overall, we’re seeing a ‘drink less, drink better’ attitude among consumers,” says Jo Taylorson, head of marketing and product management at Kingsland Drinks. “Yes, they want to enjoy excellent drinks but it’s not necessarily about

it being cheap, they want good quality, tasty products and drinking experiences at an affordable price.” Being enjoyed cold as a sipping drink, mixed with cola or ginger beer or as a hot toddy, Shanky’s Whip also fits into the BNI occasion. “We offer branded free-standing units and posters, gift packs with mugs and glasses – ideal for taking along to a gathering in the home and for gifting to the host,” says Tim Dunlop, European commercial director at Biggar and Leith.

Mondelez International data also shows similar findings on premiumisation, with the ‘special treat’ category growing by 15% from 2022 to 2023. Shop Around The Clock owner Suki Athwal has also witnessed growth in desire for more premium savoury snacks. “The Co-op Irresistible range bags sell really well, as do the Tyrrells share bags,” says Athwal. “The Salt & Vinegar Irresistible range fly, as they are very popular with lots of people who create a buzz about them on social media.”

CATEGORY ADVICE BIG NIGHT IN

ROOM FOR HEALTHY OPTIONS WHILE the big night in isn’t necessarily known for its health credentials, there has certainly been a consistent market for low- and no-alcohol beverages in recent years. Latest data suggests that more than 50% of UK consumers either don’t drink at all or are actively seeking to reduce consumption. According to Tom Smith, marketing director for Europe at Accolade Wines, the low- and no-alcohol category now offers increased choice, quality and on-trend flavours to a much

broader audience. “Hardys has launched Hardys Zero, a product that uses de-alcoholising technology, which removes the alcohol but retains the brand’s well-loved credentials,” says Smith. With the non-alcoholic market in the UK projected to reach a valuation of £432m by 2027, J2O is expanding its range with RTD mocktails. This move is set to help the brand expand its appeal into even more occasions, at a time when non-alcoholic options are continuing to gain relevance.

TOP TIPS Top four merchandising tips from Matt Collins, trading director, KP Snacks BNI fixture Dedicated fixtures and promotional offers are a great way to drive impulse purchases – 51% of shoppers are more likely to visit their local store if it offers themed promotions. Cross-category purchase For those retailers permitted to do so, encourage trial and boost cross-category buying among shoppers by positioning nuts and crisps in the beers, wines and spirits aisle. Interruption Window posters and shelf barkers are great ways to catch the eye on the path to purchase and encourage impulse sales – 68% of bagged snacks shoppers buy on impulse. Secondary displays Retailers should implement more than one site of bestsellers at high footfall areas of the store. Displays unlock further purchase with one in 20 shoppers buying from secondary displays.

RETAILER

VIEW

Suki Athwal, Shop Around The Clock, Tenterden, Kent “BIG night in is an area in which I want to be stronger in 2024. I’m planning to reduce my magazines and bring in a dedicated one-metre bay for BNI products. “I want to mix it up in terms of offering more deals, such as a £5 or £10 multibuy deal where you can get a soft drink, popcorn and Jimmy’s Nachos trays included together. Jimmy’s Nachos are a cracking sell,and I want to offer BNI customers the option of getting all their snacks in one go.”

“Mocktails will help us to offer shoppers even more choice, as well as entice customers to trade up,” says Ben Parker, retail commercial director at Britvic. “We know that many people are looking for ways to make their BNI measure up to an evening out.” KP Snacks also boasts a range of products that come in at under 100 calories per serving. With a third less fat than the market leader, Popchips provide a more permissible snack option without compromising on flavour, and are

therefore ideal for those looking for a healthier product to share when having an evening in. Popcorn is an important category for BNI as it not only offers a healthier option, but is also a perfect snack when watching TV shows and movies. “The importance of popcorn shouldn’t be underestimated within the sharing occasion,” says Matt Collins, trading director at KP Snacks. “Ideal for cosy family nights in or casual get-togethers, Butterkist has a 35.9% market share.”

16-29 JANUARY 2024 betterretailing.com

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CATEGORY ADVICE IMPULSE AT THE COUNTER

SELLING ON IMPULSE CHARLES WHITTING finds out how retailers can grow basket spend at the till through clever ranging, merchandising and training

BUILDING YOUR COUNTER DISPLAY EVERY part of a convenience store represents an opportunity for retailers to sell products to customers, but there is perhaps no other place that offers a greater opportunity than the counter itself. This is the end of almost every shopper’s experience. That makes it the heart of any impulse sale drives, alongside promotional options as well. In order to generate the best sales from your counter, you need to approach it differently to the rest of your store. Fo-

cus on products that shoppers didn’t come into your store looking to buy, but if they see it at the counter, they might pick up on impulse. If you use staffed tills, this is the place customers are guaranteed to interact with your team. How can you make the most of this opportunity? “Don’t clutter your counter with vapes and chocolates,” says Harj Dhasee, from The Village Store in Mickleton, Gloucestershire. “Keep the space available

for disruptive items and then change them every week. “If you’re in a really transient store, you should be changing them from the morning to the afternoon because morning customers will want something totally different to your afternoon and evening customers.” Newly launched products are a great addition to a countertop because, being new, they aren’t something customers will be aware of or are searching for in the store. They also

provide a great talking point at the counter and are perfect for an impulsive purchase to try them out. It’s also important to deal with the practical aspects. If you offer parcel services, do you have adequate counter storage? If you sell alcohol, is your refusals book readily available? Can you keep an eye out for shoplifting in every part of the store from the counter? Is there enough space for a basket to be placed and for the customer to still bag up their purchases?

16-29 JANUARY 2024 betterretailing.com

THE IMPORTANCE OF STAFF RECOMMENDATIONS

CORE CATEGORIES

Martin Rice, operations director at Green Field Marketing, highlights the key categories for growing impulse sales at the counter Sweets and snacks Small, individually wrapped sweets and snacks are classic impulse purchases. They are convenient, low-cost and appeal to a wide range of customers. Gums and mints Chewing gum and mints are popular items at the counter due to their small size, portability and because they’re a key impulse purchase. Beverages Single-serving beverages, such as bottled water, energy drinks or speciality beverages, are commonly placed near the counter for quick and easy grabs. Small electronics and accessories Items such as headphones, phone chargers and other small electronic accessories are popular at the counter, especially for customers who may have forgotten or lost these items. Travel-sized toiletries Travel-sized toiletries, including mini lotions, hand sanitisers and tissues, appeal to customers looking for on-the-go solutions. Novelty and impulse items Quirky, novelty items such as keychains, small toys or unique gadgets can capture the attention of customers and prompt spontaneous purchases. Gift cards and vouchers Displaying gift cards for popular retailers, restaurants or online services near the counter can attract customers looking for quick and versatile gift options. Seasonal and holiday merchandise Depending on the time of year, seasonal items such as holiday-themed merchandise, greetings cards or small gifts can be strategically placed at the counter. Health and wellness products Items such as vitamins, supplements and herbal remedies may attract health-conscious customers looking for convenient wellness solutions. Impulse purchase bins Create bins or baskets filled with a variety of small, affordable items that customers can quickly browse through while waiting to pay.

THE counter isn’t just the last stop in the customer journey, it’s also the one place where interaction with staff members is guaranteed to happen. This presents the opportunity to upsell and make recommendations that can help to add to that basket spend, whether it’s talking them into a more expensive purchase or adding a few items to their basket. The approach here is key. “For us, it’s just about en-

gaging the customer in conversations,” says Andrew Howell, from Loch Lomond News in Balloch, West Dunbartonshire. “You don’t need to start out by selling them a product. We just chat about the weather, and they linger long enough to buy something else. It’s about striking up a relationship and a rapport with them. “If they want something in particular from our range of collectables, it’s useful. The

collectable prices go from 70p to £20, and you can quite often talk someone into buying a more expensive variation of what they came in for.” Staff recommendations will be more successful if they are aligned with a range on the counter itself. A range that is seasonally appropriate, easily visible and offering things people might not have seen or considered before is much easier to introduce and sell compared

to confectionery that everyone has already seen. “Make sure it’s relevant to the time of year,” says Dhasee. “The day before Christmas, we put out cranberry sauces and crackers – the things people will forget unless them see them. “We do staff incentives where every new product they sell, they get 10p. It helps to push high-margin products and it makes more money.”

CATEGORY ADVICE IMPULSE AT THE COUNTER

16-29 JANUARY 2024 betterretailing.com

RETAILER KEY STRATEGIES

Martin Rice highlights ways retailers can grow impulse sales at the counter Price promotions Discounts, ‘buy one, get one free’ offers, or limited-time promotions encourage customers to make impulse purchases. Bundle deals Offering bundle deals can increase the overall transaction value. Cross-selling and upselling Train staff to suggest additional items that complement what the customer is already purchasing. For example, offering papers or a lighter with tobacco purchases. Limited-time offers Introduce special items or flavours for a limited time to create a sense of exclusivity and encourage customers to try something new. Seasonal and trendy merchandise Rotate products based on seasons, holidays or current trends to capture the attention of customers. PoS displays Invest in eye-catching displays and signage near the counter to showcase impulse items. Staff recommendations Encourage staff members to make personalised recommendations based on customer preferences. Loyalty programmes Implement a loyalty programme where customers earn rewards or discounts for additional purchases. Sampling Offer product samples near the counter to allow customers to try before they buy. Interactive displays Use interactive displays or screens to showcase product information, promotions or entertaining content. Limited-edition or exclusive products Introduce exclusive products to drive interest and impulse purchases. Effective signage Use compelling language and visuals to grab attention and convey the value of the products. Customer engagement Train staff to engage with customers in a friendly manner. This personal interaction can lead to more targeted recommendations and impulse buys. Convenience items Stock essential and frequently forgotten items (e.g. phone chargers, travel-sized toiletries). Feedback and analytics Gather feedback from customers to understand their preferences and use sales analytics to identify top-performing products.

VIEW

Ushma Amin, Londis North Cheam, Surrey “I’VE got a custom-made counter. It has a permanent feature at the front which contains my chewing gum, Tic Tacs and Smints. It’s a big, long counter between the two tills and it stays there. And we have pork scratchings or hanging strips in the front there sometimes. “Next to the counter, we’ve got all the vapes in a small display. And on the other side there’s a bit of room there for my charity tins. But on the actual till, at the bottom of it where the register sits, there are gaps, so we brought in the Creme Eggs in December because that’s an impulse line around that time. Anything new in confectionery has to go on the till. Sometimes we’ll say ‘have you tried this one? It’s new’ just to push it.”

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A MUST-R A MUST-READ FOR PROFIT-DRIVE EAD FOR N INDEPENDENT RETAILERS PROFIT-D RIVEN IN DEPEND ENT RET INSIDE: A AILERS COMPREHENSIVE

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CATEGORY ADVICE HEALTHIER FOOD & DRINK

HEALTHIER PROFITS PRIYA KHAIRA outlines the ways retailers can drive sales by tailoring their healthy food and drink options to their customers

HEALTH AND AFFORDABILITY ACCORDING to data collected by the Institute of Grocery Distribution, the total food and drink market is predicted to be worth £315.2bn by 2028, experiencing growth of 19% from 2023. Within this market, there is a clear preference for healthy food and drink alternatives from various consumer demographics. Data gathered by Mintel Store in the ‘UK Attitudes Towards Healthy Eating Market Report 2023’ demonstrates that 49% of the UK’s general population are actively trying to make healthier choices. Andrew Bradshaw, UK sales director at Dole Sunshine Com-

pany, says: “There’s no doubt the pandemic made consumers more aware of their health and more conscious of what they put in their bodies. Meaning healthy food and drink products will continue to grow in importance.” However, despite the rise in demand for healthy food and drink products, many customers will gravitate towards more affordable items that might not deliver on the nutritional benefits they seek, due to the perception of healthier products being more expensive than other items. The Mintel Store report cites that the cost-of-living crisis has caused

many consumers to compromise their intentions to eat healthily due to cost. It is therefore vital that retailers try to provide customers with affordable healthy food and drink alternatives that deliver on both health and value. Retailers can incorporate an appealing and fresh range of healthy products into most categories without having to create a separate space for a premium health-focused offering. Retailers should drive customer awareness of their healthy offering by highlighting any healthy alternatives and their price ranges with strong in-store signage.

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HEALTHY MEALS WITH the increasing number of healthy food and drinks being made available, retailers can benefit from expanding their breakfast, lunch and evening meal offerings to include healthier options. To do this, retailers do not need to create space for a new, large healthy food and drink range. Instead, retailers should shift their focus to adding a small selection of items to their breakfast, lunch and meal offerings, and build their range from there. “With smaller fixtures, independent convenience stores have to be even more discerning with their ranging,” says a

spokesperson for Rude Health. “Try to offer the right mix of products that address demands for vegetarian, vegan or gluten-free options. This might mean starting off with a small range.” Aaron Gray, from Vivo Essentials Greenisland in County Antrim, noticed an uplift in ready meal sales once he introduced a healthy range to his offering last summer. “We noticed that sales were up 113% on sales from the previous year once we introduced a healthy ready meal range,” he says. “We tend to get a variety of customers coming in who might be gym-goers, or

PRODUCTS & PROMOTIONS just interested in looking for a convenient, healthy meal. The main selling point is giving customers the option of getting a convenient, guilt-free meal they can come in store to grab for dinner or lunch.” Retailers should highlight healthy lunch or evening meal items that might stand out to customers looking for healthy choices. By keeping healthy additions clearly signposted, you ensure shoppers can see which items are high in protein, low-calorie, lowfat, vegan or gluten-free, for example. “We have noticed a demand for healthy products,” says

Judith Smitham, owner of Trelander Stores and The Old Dairy – Pydar Stores in Truro, Cornwall. “We have a large frozen and chilled ready-meal offering. Customers ask about the nutritional value of different items we have. We’ve also noticed that customers tend to like that the meals we supply contain good and healthy ingredients. “Therefore, we also try to provide a small range of vegetarian meals as well. Things like our vegetarian sausage casserole tend to go down well. It is important to always give your customers the option of making a healthy choice.”

Discover the recent supplier investments in healthier goods that could benefit your store Reduced-fat vegan cheese Cathedral City has recently launched ‘Our Plant Based Extra Mature Cheddar Flavour Block’, retailing at £3.60, and ‘Our Plant Based Cheddar Flavour Spread’, retailing at £2.75. More tinned fruit now available The Dole Sunshine Company recently relaunched the expansion of its canned fruit range, including three different cuts of premium Tropical Gold Pineapple as well as a Tropical Fruit Mix in a smaller 227g can. The range has an RRP of £1 per can. The company has also launched a range of mixed fruit in jelly, available in Strawberry and Orange with an RRP of £1.79. Healthier breakfast-on-the-go options Kestrel Foods has launched ‘Just Live a Little’, a gluten-free granola brand, into Spar stores. It was created to offer a healthier breakfast option and is available in Maple & Toasted Pecan Granola; Raspberry, Coconut & Cashew Granola; Cocoa & Hazelnut Granola; and Peanut Butter & Apple Granola. It has an RRP of £4 for 360g. Reduced-calorie snacking Nairn’s introduced its 24-case format of its Pop Oats range. The gluten-free snacks contain 60% less fat than regular fried crisps, and 83 calories per pack. The snacks are available in Salt & Vinegar, BBQ and Sour Cream & Chive, and each pack has an RRP of 89-98p per pack. Bars with benefits Epicurium has been selected by Huel as the exclusive wholesale distribution partner for the launch of its Complete Nutrition Bar. The vegan bar is available in Chocolate Caramel and Peanut Caramel varieties, each containing 26 vitamins and minerals. Low-fat yoghurts World foods supplier Golden Acre has added a Low Fat Smooth Toffee variety to its long-life yoghurt range.

CATEGORY ADVICE HEALTHIER FOOD & DRINK

top TIPS Top tips for driving sales Drive January sales January is a good time to focus on effectively merchandising and marketing your offering to customers through in-store signage and through social media. Bradshaw says: “Health sales will be particularly strong in January when many people are cutting back after the excesses of the festive season and are trying to make better choices.” Bundle offers Consider creating an offer or bundle deal on a snack, drink or meal from your healthy range. This can attract gym-goers or customers looking for a quick and healthy meal. Merchandising is key Rather than placing sugary treats or single bags of crisps close to your checkout, try to keep your healthy snack range visible along with any promotional activity or meal deal offers that you might be running on them. This will help drive incremental sales along with impulse purchases.

KEY RANGES Focusing on health in three core categories can improve store sales Breakfast Include healthy grab-and-go breakfast staples like granola pots, bars and porridge packets. If you have a breakfast-to-go station in store, consider including healthier options such as overnight oats, or gluten-free or vegan breakfast foods. Sarah Fordy, head of marketing at Cereal Partners UK, says research suggests that more than a quarter of consumers eat breakfast specifically for health reasons. “After enjoyment, consumers prioritise fibre, wholegrain and vitamin intake when it comes to their breakfast of choice. It is crucial that retailers provide a wide variety of product choice in the category to meet this consumer demand,” she says. Snacks Retailers should highlight any healthy snacks as this is a category where customers expect healthier options within a range. Nut and fruit trail mix, seeds, fruit boxes, protein bars and meat snacks are a great addition to your snack range. It is important to keep up with new product developments within the snack category to make the most out of the category. Shaun Whelan, convenience and wholesale out-of-home controller at Jack Link’s, says: “Merchandise healthy snacks with other bagged snacks, like crisps and nuts, to offer customers a healthier option and encourage them to trade up and make incremental purchases.” Drinks Healthy beverages rich in vitamins, probiotics and minerals, along with dairy and dairy-free protein shakes, are great additions to add to your drinks fixture. Retailers should designate an area within their chilled drinks fixtures to highlight healthbased drinks such as VitHit, Ensure, Huel and Get More Vits together. Retailers should also consider stocking a varied range of smoothies and fresh juices. According to Precision Reports, the market is projected to grow considerably by 2030. Some of the UK’s leading brands are Tropicana, Innocent, Naked and Juice Burst.

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STAFF ABSENCES The RETAIL EXPRESS team finds out how retailers handle staff absences, both planned and unplanned

We have to deal with a lot of absences and find cover for shifts. How do you retailers manage this effectively? – Vrajesh Patel, Londis Dagenham, east London

Stuart Kirk, Betty’s News, Mawgan Porth, Cornwall

“I’VE got two full-time staff who are here all year round and another 12 seasonal staff. I used to have a smaller workforce, but you struggle to cover sickness and absence. We were struggling during Covid because people were staying in the UK instead of going abroad and we’d never seen so many people in our village. We were struggling to cover shifts. “So, I’ve restructured the way things work with staff. When I interview them, I ask them if they want to work �ive days a week or work three but be available to cover other shifts. That means I have more staff than I need, but most are working three or four days a week. We have a WhatsApp group, so if someone calls in sick, we mention it on there and within an hour someone will take on the day’s work and be with us in another hour. They know they’re signing up for that from the start and it’s worked brilliantly.”

Kevin Polley, Kash Retail, Bedale, North Yorkshire

“OUR days are all planned and we have holiday request forms that have to be authorised before staff can have a holiday. We also don’t have any holidays in December in the build-up to Christmas. That means that holidays are generally quite easy to manage. “We don’t get much staff sickness, but we deal with it with care and compassion. We help them get back to work and we look at rehabilitation into the business. So, instead of working the 20 hours you normally do, you can do eight until you feel 100%. And that’s worked well. “The best contingency plan is to look at your numbers and make sure you’ve got lots of people doing a few hours rather than a few people doing lots of hours. It gives you much more �lexibility if something goes wrong. More bodies on the books and more bodies to call on in times of emergency.”

Dave Hiscutt, Londis Westham Road, Weymouth, Dorset

“WE have good relationships with the staff, and have processes and procedures in place for sickness. We have a response in place to reduce it happening in the �irst place, which makes people think twice about whether they’re un�it for work. It’s not about forcing people to work when they’re sick, but it’s about reducing absences that aren’t necessary or are fraudulent. “We do a back-to-work interview after they’ve been sick to address it, and having that upfront conversation keeps it front of mind. Rather than a simple ‘I’m off sick today, see you tomorrow’, they know they’re being tracked properly. If you’ve got measurements, like percentage of sick hours versus their hours on the rota, that helps to reduce the amount of sickness in the business and means you’re not asking for cover all the time. That’s key – if you keep asking the same people to cover, they’ll eventually become less responsive, which is a problem.”

In the next issue, the Retail Express team finds out how retailers simplify their parcel services. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk