Get your store ready for these major seasonal events
Don’t
be disheartened by the slow Christmas
EARLIER this month, I attended Parfetts’ annual tradeshow, where the wholesaler gave many of its partnered suppliers an opportunity to show o their products.
Although the room was fully decorated with tinsel, fairy lights and baubles, it was safe to say the Christmas cheer felt more subdued compared to previous years. Many suppliers I spoke to stressed the start to the seasonal period had felt slower than before, with one stating: “It doesn’t really feel like Christmas yet.”
I’ve had conversations with many of you who have felt the same, stating footfall had noticeably been impacted by poor weather conditions and nancial pressures.
However, I don’t want to come across like the Grinch, as many suppliers in attendance revealed 2025 plans to get excited about. For example, Au Vodka hinted at some tightly guarded product releases and campaigns, while Hell Energy revealed it was diversifying into the water market with a drink targeted at lower budgets.
Vaping supplier Blu also outlined how it was supporting stores to tackle the upcoming disposable-vape ban.
Even our own cover story on 2024’s most pro table products highlights the key lines you should be keeping an eye out for and stocking on your shelves in 2025.
THERE’S PLENTY TO GET EXCITED ABOUT IN 2025
This issue marks the last one of 2024 for Retail Express. I wish you all a Merry Christmas and a Happy New Year. As always, the Retail Express team looks forward to championing you on your behalf in 2025.
SENIOR police of�icers have debunked myths around the £200 shoplifting threshold, and the naming and shaming of suspected offenders on social media.
Speaking during Women in Convenience’s Tackling Retail Crime webinar this month, Metropolitan Police of�icers
Lisa Maslen and Titus Halliwell stressed police would still investigate a crime, regardless of value.
Halliwell said: “It’s not the value, but more about making sure the defence is complete. It’s about ensuring the person walking out of the store had made no attempt to pay for goods and also to make sure there’s clear
evidence of the offence taking place.
“Everything will be investigated. We’ve got to be realistic, though.
“If a report comes in and there’s no CCTV or witness statements, the evidence is not circumstantial. It’s about making sure there’s clear evidence.
“Secure the CCTV on the
systems and make sure it hasn’t been deleted. Write down what happened closer to the time rather than wait until the police arrive.”
Meanwhile, Maslen cautioned against retailers sharing images of suspected offenders on social media, warning it could lead to defamation action taken against the store owner.
with the devastating impact of retail crime, £3m will only go so far.
“Much more will be needed if we hope to reverse that trend before matters get even worse for staff and businesses.” Editor
News reporter Alice Brooker @alice_brooker 07597 588955
Scottish Grocers’ Federation chief executive Pete Cheema said: “To get to grips
UNFOUNDEDconspiracy
theories about a dairy feed additive being added to leading milk brands has impacted convenience store sales.
Those linked to far-right conspiracies claimed Bovaer, being trialled by Arla to reduce climate change, is harmful. This is despite more than 70 peer-reviewed scienti�ic papers disputing this. Dozens of stores reported receiving messages asking if their milk is from Bovaerlinked farms.
Head of commercial
Reeve 07856 475 788
Associate director Charlotte Jesson 07807 287 607 Commercial project manager I y Afzal 07538 299 205
Account director
Gardner 020 7689 3368 Head of marketing Kate Daw 020 7689 3363
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Vape recycle failure
SUPERMARKETS are outperforming independent retailers in disposable-vape takeback compliance and legislation. According to a senior government source, smaller shops have been reluctant due to concerns around cost and hygiene. They warned stores risk being caught out ahead of ramped-up inspections and an increase in demand for recycling services ahead of 2025’s disposables ban. Stores who fail to comply face unlimited �ines.
LOCAL shops will �ind it easier to get compensation in supplier disputes, following new laws targeting energy scams and hidden utility costs.
From 19 December, businesses with fewer than 50 employees will be able to escalate disputes with energy suppliers and brokers to the Energy Ombudsman. Shops can also qualify for the scheme if they have less than £6.5m in annual turnover or less than 200,000 kWh annual electricity consumption.
Alex Yau, editor
Small shops to be hit badly by tobacco bill, MPs warn
MPS have defended small shops that will be affected by the Tobacco and Vapes Bill, warning the “draconian” restrictions would lead to increases in abuse and a loss of business.
The landmark bill was backed by 415 to 47 MPs in its second reading at the end of last month, meaning it is one step closer to becoming law.
It must go through further approval with potential amendments, but it is likely to pass.
Measures in the bill include banning anyone born on or after 1 January 2009 from buying tobacco from 2027, alongside a total ban on vape advertising and sponsorship.
On vapes, a licensing scheme and restrictions on �lavours appealing to children, packaging and displays have also been recommended.
On-the-spot �ines of £200 for retailers caught selling tobacco and vapes to children will also be introduced.
However, MPs at the second reading urged the government to reconsider recommendations, which they claimed would harm small shops.
Liberal Democrat MP Helen Morgan said: “The concerns about retailers suffering abuse are legitimate. They are already suffering from a wave of
shoplifting and antisocial behaviour.
“Some of the abuse directed at them comes from the enforcement of age legislation for things such as alcohol and existing tobacco legislation.
“We need to be aware of the decimation of community policing under the previous government.
“We need to be sure those retailers are fully protected. The bill creates an extra risk for them.”
Conservative MP Edward Argar added: “More than 70% of convenience stores selling vapes and tobacco products are independent shops.
“How will they fare, and how will they be assisted with the layers of added bureaucracy and cost that will be associated with the bill?
“Do local authorities, which are already under pressure, have the capacity and additional funding allocated to administer such a licensing scheme in their areas?”
Romford, in east London, MP Andrew Rosindell warned of the potential impact restrictions will have on sales, and added: “Surely the secretary of state [for health] realises banning things rarely works.
“We should be promoting the concept of freedom with responsibility and allowing people to make choices about their own lives.
“I am glad he goes shop-
ping in Barkingside – he should speak to the shopkeepers in Collier Row, where local retailers will lose a lot of potential business if the ban comes in.”
Meanwhile, Labour MP Mary Glindon voiced support for a licensing scheme and called for an increase in penalties.
She said: “Like the industry, I have always supported the introduction of a licensing scheme as a helpful tool for better enforcement of the market, helping trading standards to identify non-compliant businesses, impose tough penalties and close down premises.
“It may well be that in-
creasing �ixed-penalty notice �ines to £200 is not a strong enough deterrent to irresponsible retailers and pales into insigni�icance compared with the pro�its made from the sale of cheap vapes on the illicit market, and I hope the bill can be amended to increase the �ine signi�icantly.”
The second reading comes as senior Tory MPs at a separate event criticised a clause in the bill that threatens two years of imprisonment for those who knowingly advertise smoking or vaping products.
According to the Daily Mail, campaigners are trying to push through for a
change in the clause.
MP Peter Bedford said: “This draconian bill gets worse the more you look at it. This Labour government is obviously hell-bent on the idea of control.
“People do not need the ‘nanny-state’ legislating in all walks of their lives. To imprison people for two years on the back of advertisement for tobacco and vapes is deeply concerning.
“Where will the slippery slope lead to next? Will we have imprisonment for alcohol advertisement or, even worse, imprisonment for advertising foods that are over an arbitrary calorie count or fat content?”
“I LOST £1,000 in one day due to the storm. We were heavily a ected, mostly because we didn’t have any bread deliveries and our Spar delivery was a day late. What annoyed me about the issue was the lack of communication from our supplier. We couldn’t even send an email. Bread is an essential item – people came in for it and were even panic buying, but we couldn’t give it to them.”
Jay Vakil, Spar Brecon, Powys
“I THINK Wales got the worst of it, but it was pretty bad in Cornwall. There were a lot of trees down and power outages. In Truro, a solar panel flew o the roof and the road was closed for 24 hours. Power cables came down, too – it was pretty rough. It was dry, but really windy, so now everything is dusty. These severe weather events are happening closer together.”
Judith Smitham, The Old Dairy – Pydar Stores, Truro, Cornwall
“THE storm was an inconvenience. The whole community was told to stay indoors due to risk to life. There was a lot of water on the roads, and everything was made more di cult and stressful. I helped a couple of elderly people in the hills, and someone had no water, so I reported that. Some people are still having to be supplied with bottled water.”
Woosnam & Davies News, Llanidloes, Powys
SELECT & SAVE: The symbol group Is paying for sta holiday cover as part of its revamp. Managing director Kam Sanghera told Retail Express: “If you want to go away, we have a relief manager to run your shop. All we ask is the retailer covers their accommodation.”
For the full story, go to betterretailing.com and search ‘Select & Save’
MORRISONS: The supermarket has recovered from a cyberattack that severely a ected the availability of some Daily franchisees. Deliveries were a ected after the company’s partnered logistics tracking company, Blue Yonder, was hit last month. A Morrisons spokesperson told Retail Express it had resorted to using back-up systems.
For the full story, go to betterretailing.com and search ‘Morrisons’
BAD WEEK
NATIONAL LOTTERY: Retailers have shared concerns over extra energy use of the new scratchcard dispenser, claiming they are unable to turn o its light. An Allwyn spokesperson responded: “The new scratchcard dispenser uses energy-e cient LED lighting. If retailers want to reduce its energy use, they can switch the dispenser o at the power socket when stores are closed.”
For the full story, go to betterretailing.com and search ‘Allwyn’
ALCOHOL: Retailers may see the price of some alcohol lines increase following the introduction of a new law. From October 2025, some producers will have to pay a fee on packaging imported into the UK under the Extended Producer Responsibility legislation. One source from a major brewer warned the cost could be passed on to store owners.
Trudy Davies,
ALEX YAU
Trudy Davies
New PO directors pledge changes
ALEX YAU
POSTMASTERS who pledged to change the Post Office’s (PO) “toxic culture” and improve pay for their fellow branch owners have been elected as non-executive directors.
Brian Smith and Sara Barlow were elected in favour of four other candidates, and will replace Elliot Jacobs and Saf Ismail. Both postmasters
will share concerns to the PO board, contributing to the development of the firm’s fiveyear ‘Transformation Plan’. Smith has taken up his position already, while Barlow will join on 28 January.
During the election process between September and October, Smith pledged he would attempt to change the PO’s toxic culture and ensure the Horizon scandal was “finished”.
Barlow has also promised she
would prioritise getting pay increases for postmasters.
Smith, of Freefield PO in Lerwick, Shetland, said: “I am eager to bring my unique insights, diverse skills and unwavering commitment to the PO’s mission to the board. My passion for community engagement, drive for innovation and a deep understanding of the retail landscape will all aid me to support the PO on its path to modernisation and
continued success.”
Barlow, of Rainhill PO in Liverpool, added: “I have been an active participant in many postmaster working groups, forums and associations. Whether it’s through peer support or in my role on the well-being initiative team, I am driven to help support postmasters on a wide range of issues from remuneration improvements to emotional support.”
Freeze-dried sweets
MAJOR suppliers are “arriving late” to the freeze-dried sweets craze, as an independent retailers has stated the trend has gone.
This month, Bebeto launched its own freeze-dried sweets into wholesale, while Mars is rumoured to be bringing freeze-dried Skittles variants from the US to the UK. However, Vas Vekaria, of Kegs N Blades in Bolton, stopped his own freeze-dried sweets operation this month due to dwindling demand.
PARFETTS is one step closer to becoming a national wholesaler following the launch of its new Shop & Go symbol format.
The format, aimed at transient and forecourt retailers, launched with two sites in Hull and Bristol this month.
The Bristol site is the furthest south the firm has operated a store. Parfetts joint managing directors Guy Swindell and Noel Robinson told Retail Express the fascia marked ambitions for it to become a “true” national wholesaler.
Snappy loyalty deal
ONE Stop and Snappy Shopper have teamed up for an exclusive loyalty scheme. Available at the convenience chain’s participating stores, Snappy Rewards will allow customers to unlock perks based on tiered spend-
ing, including free products and discounts on future purchases with Snappy Shopper and One Stop. The launch comes as Retail Express first revealed details of a new One Stop loyalty scheme last month.
PRODUCTS
Red Bull goes calorie-free
PRIYA KHAIRA
RED BULL has introduced
Red Bull Zero, its �irst drink to feature both zero sugar and zero calories, catering to the growing demand for healthier soft drinks.
The product mirrors the �lavour of Red Bull Original, delivering the same taste experience without the calories.
This launch aligns with a shift towards healthconscious choices among consumers. An Appinio survey conducted this year found that 75% of shoppers now consider health when selecting soft drinks.
Despite this trend, research highlights that taste remains
the top priority for soft drinks consumers.
Red Bull Zero is available in multiple formats, including 250ml plain cans (RRP £1.65), 250ml price-marked cans (£1.60) and larger sizes such as 355ml (£2.10), 473ml (£2.60), 4x250ml (£5.40) and 8x250ml (£9.50). This marks the supplier’s second signi�icant sugar-free innovation of the year, following the debut of the Pink Sugarfree Edition.
Red Bull reports an increase in both the number of shoppers purchasing nosugar options and their buying frequency, underscoring a shift toward reduced-sugar preferences in the market. It is available now.
Cadbury cracks open a new challenge
CADBURY is challenging retailers to create eyecatching Creme Egg displays in its new competition, ‘How do you display yours?’ for Easter 2025.
Retailers can enter their displays via snackdisplay. co.uk for a chance to win £1,000 in vouchers, with 29 runnersup prizes ranging from £25 to £500.
new Easter launch of 2024, selling 4.6 million units nationwide.
Cadbury reports that 3.7 Creme Egg packs are sold every second, with last year’s Creme Egg tablet becoming the top
Vapes Bars unveils Angel nic salt range
VAPES Bars has introduced Angel Salts, a new nicotine salt range available in 10 �lavours, including Pink Lemonade, Fizzy Cherry Ice, Watermelon Ice, Snow Mint, Prime Lemon, Mango Magic, Berry Burst, Lemon Breeze, Banana Split and Grape Ice. The launch accompanies Vapes Bars’ expanding product line, including devices
such as Angel 1200 and Angel 20000.
Angel Salts aims to cater to adult consumers seeking alternatives to traditional smoking while adhering to evolving legal frameworks.
LAUNCH
LAUNCH
Crisp-mas cheer with a bowl of Tyrrells
KP Snacks is promoting its premium crisp brand Tyrrells this winter with a festive campaign using the strapline ‘Deck the bowls with something Tyrrellbly Tyrrellbly Tasty’.
The campaign, featuring tongue-in-cheek Pathé-style imagery, is running across print and out-of-home advertising up until the end
Butterkist reveals Wicked activations
KP Snacks has collaborated with retailers to put together in-store activations as part of its partnership with the �ilm Wicked, coinciding with its Butterkist on-pack promotion, which is running until 31 December.
The in-store activations feature Wicked-themed PoS materials such as stockholding arches, branded cauldrons, �loor vinyls, dump bins, wobblers and cardboard cut-outs of the �ilm’s lead characters.
Sue Nithyanandan, of Costcutter Epsom in Surrey, reported positive results, saying: “We’ve had excellent feedback from customers,
and the theatre in store created a buzz. We’ve also seen a real uplift in popcorn sales.”
of the year.
Tyrrells is growing by 12.9%, nearly double the overall premium snacking segment. Its range includes Lightly Salted, Sea Salt & Cider Vinegar and Mature Cheddar & Chive.
Wroxham kicks o smoke-free season
RIOT Labs has partnered with Norfolk’s non-league Wroxham FC to share the club’s story and promote smoking cessation among football fans.
The sponsorship allowed Wroxham to parody the Hollywood success of Wrexham AFC in a threepart series, Welcome to Wroxham. The campaign draws parallels between
the challenge of grassroots football and the quitting journey faced by smokers.
Riot Labs introduced its Riot Rehab programme at Wroxham’s stadium, declaring the Kenny Cooke stand smoke-free for the rest of the season.
Dolin Vermouth joins Mangrove Global
DOLIN Vermouth, a French family-owned spirits brand established in 1821, has joined Mangrove Global’s portfolio to strengthen its distribution in the UK.
The company is known for its traditional production methods and local Alpine botanicals. Dolin’s range includes Vermouth Dry, Vermouth Rouge, Vermouth Blanc and Chamberyzette, a blend of Vermouth Blanc and strawberry liqueur.
A 75cl bottle of Dolin Vermouth has an RRP of £12-£17.
The UK spirits market has been valued at approximately £16.8bn in 2024 and has seen a no-
table shift towards premium and super-premium spirit segments.
Shandy business with SHS Drinks
SHS Drinks has announced its acquisition of Shandy Shack, a brand known for its mid-strength ABV beers.
This move aims to capitalise on the growing demand for lower-alcohol options, with 40% of adults now seeking to moderate their alcohol intake.
Shandy Shack previously collaborated with SHS Drinks on the launch of Raspberry Lager, which combined Shandy Shack’s beer with Bottlegreen’s raspberry cordial and debuted in June 2024.
The brand will integrate into SHS Drinks’ New Ventures division, with plans to expand consumer awareness and distribution.
NEW CAMPAIGN
PRODUCTS
A rst from Casillero del Diablo
PRIYA KHAIRA
CASILLERO del Diablo has launched its �irst alcoholfree offering, Casillero del Diablo Zero, in response to growing demand for noand low-alcohol options.
Made with 100% Chardonnay grapes from Chile’s Central Valley, the de-alcoholised sparkling wine contains 22 calories per 125ml glass.
The product, made following extensive trials led by winemaker Max Weinlaub, aims to replicate the experience of a full-alcohol Prosecco-style wine.
Claire Raine, brands controller at Concha y Toro UK, said: “We’re thrilled to
launch this non-alcoholic alternative, particularly ahead of the festive season, when many seek alcohol-free options.”
Raine noted that data indicates nearly two-thirds of British adults limit or avoid alcohol, and younger consumers are driving the no & low trend.
“We want to make sure we stay relevant and important to everyone.
“Consumers are now getting used to seeing no & low options from their favourite drinks brands,” she added.
Mintel data shows that the no & low category is predicted to rise by 19.3% next year.
Terry’s drops orange chocolate Bombe
TERRY’S has unveiled two new products this winter: Terry’s Chocolate Minis Mint Crisp (RRP £1.25) and Terry’s Chocolate Orange Hot Chocolate Bombe (RRP £1.75).
The Mint Crisp Minis feature milk chocolate segments with crispy bits and natural mint �lavour, presented in a shareable pack. This launch supports Terry’s strategy to move beyond its orange offerings, following the success of its Chocolate Mint Ball last year.
The Hot Chocolate Bombe marks Terry’s �irst hot chocolate product, containing a chocolate orange shell �illed with orange-�lavoured marshmallows.
Casillero del Diablo Zero is available now with an RRP of £6. It follows the brand’s BeLight 8.5% launch.
Kopparberg’s freshly picked apple cider
KOPPARBERG, in partnership with Budweiser Brewing Group, has announced the launch of Crisp Apple cider, available to convenience channels in March.
Crisp Apple cider combines the classic taste of apple cider with Kopparberg’s signature sweeter pro�ile as it aims to caterto a new generation of cider drinkers.
Swizzels preps for Veganuary
SWIZZELS has increased production to meet rising demand for vegan sweets ahead of Veganuary.
Popular items such as Variety Bags, Drumstick Choos and Refreshers Choos are expected to perform well as consumers seek more plant-based options.
The brand has urged retailers to stock up, citing Mintel research showing vegan claims in sugar confectionery have grown by 33% since 2019.
Drumstick Choos and Refreshers Choos are available in £1.15 price-marked packs, offering value for sweettoothed vegans year-round.
May reveals turbocharged gin
JAMES May’s latest creation, Asian Parsnip Turbo, a horseradish-infused version of his signature gin, has launched in a limited run of 500 bottles.
Mini bars of Cox & Co for on the go
SINGLE-ORIGIN chocolate brand Cox & Co has introduced a range of 15g mini bars.
The bars, crafted from Colombian cacao and blended with superfoods, are available in four �lavours: Miso & Caramel (47% cacao), Blood Orange Crunch (60%), Mint Crunch (60%) and Plain Milk (41%).
Each bar is wrapped in paper-�low packaging and has an RRP of £1.25.
Founder of Cox & Co
Gavin Cox said that the launch follows the release of a 25g format of their luxury dark chocolate bars earlier this year.
With apple cider’s resurgence, particularly among 18-to-34-year-olds, Kopparberg aims to attract a younger audience and expand its foothold in the cider market.
Peter Bronsman, founder of Kopparberg, said: “With the growing demand for modern apple ciders, we’re thrilled to bring Crisp Apple to market.”
BrewDog takes to the eld at Lord’s
FROM January, BrewDog will become the of�icial beer partner of Lord’s Cricket Ground.
The deal is a milestone for the venue, making it the �irst UK sports venue to exclusively serve craft beer and 100% Britishbrewed beers.
taps will feature BrewDog favourites such as Punk IPA, Hazy Jane, Lost Lager and alcohol-free options, catering to the 750,000 pints served annually at the 31,000-capacity ground.
The gin is described as “extra spicy”, and it combines parsnip, ginger, caraway seed and horseradish for a bold winter �lavour.
It is available for £36.95 (700ml, 40% ABV) from jamesgin.com.
May has also released The James Gin Big Book of Cocktails (£7.99), featuring recipes curated in collaboration with mixologist Jamie Maudsley.
May noted that his new gin creation is “ideal with a beef sandwich”.
SBF relaunches donation drive
SUNTORY Beverage & Food GB&I (SBF GB&I) has relaunched its annual winter charity drive, partnering with 60 independent convenience retailers to donate more than 30 pallets of Orangina – equivalent to 85,000 cans – to local communities and charities.
More than 450 draught
The craft beer brand has announced a four-year-long partnership with Marylebone Cricket Club at Lord’s.
The initiative, which began in 2020 with Ribena donations, re�lects SBF GB&I’s core value of ‘Giving back to society’.
Fiona Malone, owner of Tenby Stores & Post Of�ice in Pembrokeshire, said: “These initiatives can deliver real bene�its, and the kindness and partnership with SBF GB&I means we can provide further support for our local
PRODUCTS
Nesquik Minis land on shelves Malibu lifeguards hit UK streets
PRIYA KHAIRA
NESTLÉ Cereal has introduced Nesquik Minis, a playful miniature version of its Nesquik chocolate cereal.
The new format is designed to make breakfast both interactive and enjoyable for children and families, offering bite-sized chocolate cereal pieces that transform milk into a chocolatey treat.
Nesquik Minis are made with wholegrain as the main ingredient and are high in �ibre, aiming to provide a nutritious start to the day.
They also contain calcium and vitamin D to support healthy bones and teeth, along with B vitamins to help release energy and reduce tiredness.
According to Statista, the UK breakfast cereal market is thriving, generating approximately £3bn in revenue in 2024, with an expected annual growth rate of 4% from 2024 to 2029.
While some consumers are opting to skip breakfast, cereals continue to be a staple for many households and remain a vital category for the grocery convenience channel.
Sarah Fordy, spokesperson for Nestlé Cereal, described Nesquik Minis as “a chocolatey delight packing big �lavour into mini crunchy balls, adding maximum fun to consumers’ mornings”.
Curry on cooking with Biona curry paste
BIONA is launching an Organic Thai Red Curry Paste in January (RRP £3.39).
The paste is made using organic chilli, garlic, ginger and lemongrass.
The launch taps into the rising trend for scratch cooking, with south-east Asian sauces currently the fastest-growing category in the UK, up 28.4% in value and 11.9% in volume.
Carmen Ferguson, brand manager at Biona’s parent
company, Windmill Organics, said: “This launch aligns with growing consumer demand for high-quality organic store cupboard essentials and global �lavours.”
MALIBU has relaunched its responsible drinking campaign, ‘Don’t Drink and Dive’, highlighting the dangers of alcohol-related drownings during the winter.
With statistics from the Royal Life Saving Society UK revealing that more than one in four winter drownings involve alcohol, the campaign aims to raise awareness among festive revellers, running until January.
Festive lifeguard towers
adorned with decorations have been installed in drinking hotspots near water in London, Manchester and Bristol.
Diver Tom Daley said: “Alcohol-related drowning is a year-round issue, and it’s crucial to spread the word, especially during the festive season.”
Nesquik Minis (RRP £2.75) will roll out to the convenience channel in January.
In partnership with
RETAILER VIEWS
Craig Warren, The Corner Stores Costcutter, Mildenhall, Bury St Edmunds
“WE’VE been stocking Mayfair Gold Rolling Tobacco since it came out. We got our rst load of stock from the JTI rep when they visited our store and we have seen a steady increase in sales since they’ve been in store.
THE ULTRAVALUE OPPORTUNITY
TOBACCO TRENDS
OVER the past few years, the cost-of-living crisis has put pressure on consumer spending. The result? An increased demand for ultra-value products1 as existing adult smokers look for products that o er premium quality at a lower price.
In response to this, JTI continues to innovate its product o ering, launching new products from its existing brands to meet demand and help retailers maximise this category.
As well as stocking a range of value and ultra-value products, maintaining good avail-
ability ensures retailers provide a successful o ering and service to their customers.
Retailers should stay up to date with the current tobacco trends and make the most of the support o ered to them by suppliers.
JTI’s business advisers provide a bespoke service to help identify opportunities and offer advice.
To help retailers increase their understanding of the current tobacco trends, four retailers o ered their insights and shared their thoughts on JTI’s latest product launch, Mayfair Gold Rolling Tobacco.
With ultra value remaining the driving force for tobacco sales, JTI UK spoke to retailers for more insight on how the category is shaping their stores
Mark McGuinness, UK marketing director, JTI UK
“The most-common tobacco-related question we get asked is which is the cheapest. We o en point shoppers towards Mayfair Gold.
“As tobacco gets more expensive, people will head to more value brands, so Mayfair Gold is de nitely worth stocking.”
“WE stock Mayfair Gold Rolling Tobacco through our JTI rep, and have run the incentive and promotions available, which have been working well. The ultravalue price of Mayfair Gold RYO and RMC has resulted in many customers switching over to them.
“They have been receptive to this product, which we have seen through repeat purchases. It’s a goodquality tobacco at an appealing price. Customers like the value and quality, which is reflected in our sellthrough. It’s staked a place in store and through our online delivery o ering.”
Andrew Cruden, Market Square News, Northampton
“PRICE remains a key decision-making factor for existing adult smokers. With ultra-value products leading the way in share growth2, the sector currently stands at 17.1% of the combined tobacco market3
“That’s why we continue to innovate in this area. Building on the success of Mayfair Gold RMC, which has achieved a retail sales value of £46.7m3 since launch, we released Mayfair Gold Rolling Tobacco.
“Made from premium-quality Virginia tobacco at an ultra-value RRP of £20.80* per 30g pouch, the launch extends our track record for innovating brands that adult smokers know and trust, which retailers can capitalise on to increase sales.”
“WE try to stock any new product that comes out, so we got the rolling tobacco as soon as it was available. We’re in touch with our rep and I saw it advertised on the JTI 360 portal. Sales have gone really well and we feel supported by JTI.
“Ninety-nine per cent of tobacco customers in our shop ask what our cheapest product is. They’re not brand-loyal any more, so we can target them with ultravalue products such as Mayfair Gold.
“I’d de nitely recommend it to other retailers. Once most of our customers have tried it, they tend to stick with it.”
Bobby Singh, BB Nevison Superstore & Post O ce, Pontefract, West Yorkshire
“WE heard about the rolling tobacco from our JTI rep and we’ve seen it on JTI 360 as well. Sales are consistent. Our tobacco customers are a mixed bag –some are brand-loyal, but some want value for money and are looking for the next promotion to go for.
“When we get promotions that retain margins, we go out of our way to recommend them to customers, and Mayfair Rolling Tobacco sales have picked up since we started stocking it.
“As we have got customers o en asking for the cheapest products, we can point them to Mayfair. I would recommend it to other retailers.”
OPINION
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
Many are considering selling their businesses
VAPING: Do you get support from local councils on takeback?
“I HAVE the facilities for customers to bring back any used vapes. We see support for takeback
NATIONAL LOTTERY: What’s it like to be an Allwyn Local Retail Champion?
“ TO know that our wonderful customers voted for us gives us tremendous pleasure. It’s a very supportive community in general, so anything we’re doing is just repaying that kindness. I’m now giving some thought to how we can spend the store makeover money.”
Manish Suchak, Coldean Convenience, Brighton
“I AM so proud of my shop. I joke that it’s my fourth child. It is lovely when other people recognise something you’re so passionate about. We often go the extra mile for the community by organising charity fundraising events and local litter-picking activities.”
We often go the extra mile for the community
TRADE: Is business slower than usual?
“ WE currently have a large proportion of depressed and tired family shopkeepers across Britain. But what is really going on in our minds? We are all facing mounting pressures in the current flat market, with no light in sight, forcing many to consider selling their businesses.”
Susan Connolly, Spar Tidworth, Wiltshire
“A COMBINATION of the poor summer weather and financial pressures have made it quite a slow year. The start of December coincided with payday for a lot of my customers, so I’m hoping that boosts spending. The first three months of 2025 will be very slow.”
Vas Vekeria, Kegs N Blades, Bolton
Ken
“I’VE not had any visits at all since the legislation was announced. Although there have been no visits, I still want to remain compliant and not get caught out. I don’t want to name and shame my council as it’s about working with them, rather than against them.”
Anonymous retailer
I’ve not had any visits at all
Sometimes it’s good to review your options
SYMBOL GROUP: Why did you choose to switch fascia?
“I WAS with Costcutter for more than 30 years before switching to Go Local and Parfetts. I felt like the latter wanted to work in partnership with you instead of dictating what products they want you to stock. I know what works in my shop and they respect this.”
Peter Khela, Go Local Extra, Walsall
“I HAVE been with my symbol group for a considerable time, but I have been in discussions with several rivals over the past few months. Sometimes it’s good to review your options after a period of time because the trading environment changes and what worked in the past might not be so relevant.”
Anonymous retailer
Natalie Lightfoot, Londis Solo Convenience, Glasgow
‘NoteMachine owes me more than £1,000’
I’M writing to Retail Express with regard to an issue I’ve been having with NoteMachine, and more than £1,000 owed to me in commission.
NoteMachine wanted to end my contract, and a third party contacted me to arrange the removal of my machine around the end of last year.
I was still in contract and
had asked for NoteMachine to contact me directly. I’ve been with them for a number of years, but last year, they suddenly stopped paying my monthly commission. I noticed this when my VAT papers were due.
NoteMachine did eventually pay me half of what was owed to me. When I thought there was light at the end of the tunnel, they suddenly
stopped paying again.
I spoke to numerous NoteMachine colleagues to sort the issue out before I found one who was really helpful. They provided me with written proof of what was owed to me and stated they would help get the matter resolved. However, nothing has been sorted, and the ATM is just sitting there.
Once the commission has been paid, I’m happy to continue working with NoteMachine if they wish to carry on the relationship. However, the machine can’t be removed until I’m paid what I am owed.
Anonymous retailer
NoteMachine declined to comment
Taking crime prevention into my own hands
TACKLING crime is a major issue for independent retailers at the moment. There’s no area of the shop that’s safe or speci cally targeted.
We see people doing normal shops, but stealing a few things in their baskets. There are alcohol thieves and people stealing toiletries for resale, and people coming in and stealing sandwiches.
Each issue,
We’re trying to work with the local police, but we’ve not had much response from them, so we’ve decided to take it into our own hands. Images of people stealing are uploaded to Facebook and we’ve had a lot of responses from other customers. They’ve been naming and shaming people, which means we can then pass their details onto the police. We do this at our own discretion, and it’s worth pointing out there are defamation risks.
Nothing much is done by the police, but at least they know who they are. It’s had a positive e ect. We have to be careful who we put up and who we don’t, but it has made a di erence.
It’s not stopped the completely – you would think people would be shamed by it, but they’re not. There’s been talk about potential legal consequences when it comes to posting pictures of people on a shop’s Facebook page, but, at the moment, I’m not worried about it. If it prevents someone coming in and stealing from me, I will deal with any consequences a erwards.
We don’t put people’s names on Facebook. If they are named, we’ll take the post down, but we put them in the window letting them know they’re banned from the shop. On one occasion, we were told where one of them lived, so we sent them a banning notice in the post.
“WE recently donated £5,000 to support young people in Doncaster. It was given to the We Care into the Future event, which encourages young people to consider careers in the health-and-care sector. More than 2,000 Year 8 students from schools across the region attended. Supporting community projects is at the heart of what we do. We don’t just want to be a retailer – we want to inspire future generations in the communities we serve. The Doncaster & Bassetlaw initiative aligns perfectly with our ethos, and we are proud to support it through the Heart of the
You have to stay vigilant when it comes to store crime. Ultimately, this is a ecting our bottom line.
Don’t think you can just ignore your regulars, either. We caught someone who had leaned over the counter and stolen a vape, and it was someone we really didn’t expect something like this of. Keep an eye on everyone, and don’t think it won’t be anyone.
one of seven top retailers shares advice to make your store magni cent
Ismail Patel, The Brook eld Group, Doncaster
BE MORE SUSTAINABLE IN 2025
TAMARA BIRCH reveals how retailers are making their businesses more nancially and environmentally sustainable in 2025
WHY SHOULD YOU INVEST IN BEING MORE SUSTAINABLE?
BUSINESSES aren’t protected by the Energy Price Cap and are therefore more susceptible to price increases on energy bills, which is why investing in sustainability and energy e ciency is important.
“By considering ways in which businesses might operate more sustainably, sites can generate signi cant savings, helping to maintain pro t margins,” says Gary Thacker, sales director at FriJado UK.
Although these sustainable
options will probably require some form of investment up front, there are returns on investment in terms of cheaper energy bills and a smaller bite into store pro ts.
Plus, it’s up to you how much you invest.
Some retailers, including Bobby Singh, owner of BB Nevison & Post O ce in Pontefract, West Yorkshire, have installed smart plugs, which can be controlled by via smartphone.
“We have smart plugs, as well as sensors in place
for when we close, so lights aren’t on all evening,” he says.
“A lot of retailers started doing this when bills rst started to increase.”
Elsewhere, being eco-conscious and shouting about it can help to get customers through the door.
“Some customers want to be more sustainable, and retailers can attract them through their e orts,” adds David Wyatt, manager at Snow Hill Service Station in Crawley, West Sussex.
Fruity
CATEGORY ADVICE SUSTAINABILITY
WHERE SHOULD YOU BEGIN?
WITH the cost-of-living crisis a ecting businesses and consumers, it can be di cult to know where to start – especially if you suspect improving your sustainability credentials will be expensive.
You can make large investments, like upgrading your equipment or installing solar panels, but there are also simple, cheap changes you can make straight away, such as reducing your waste.
“We recommend retailers consider their end-toend operations in store, and what changes can be made to reduce food waste through embracing new technology,” explains Stacey Williams, business development director at Gander.
The company o ers a platform that uses real-time tech-
nology to highlight reducedto-clear food.
“[The platform] enables retailers to reduce their food waste and has the ability to reach thousands of people in the vicinity of a store,” Williams adds.
Consider a range review to reduce waste. Use your sales data to nd your slowest sellers and determine if they need delisting.
If you’re constantly throwing away or reducing products, your customers might not be as keen on them as you’d hoped.
From here, you can consolidate your range, reduce it and have a strong core that sells consistently. It’s also likely your deliveries will decrease, lowering overall carbon footprint.
SIMPLE WAYS TO BE MORE SUSTAINABLE
MANY retailers looking to improve sustainability should check the energy e ciency of all their equipment, which might include machines for milkshakes, co ee and hot food.
Ask the suppliers or companies from which you purchased your machines about their energy-e ciency levels.
“Retailers should pay particular attention to the equipment they use,” says Thacker.
“Take a hot-holding display cabinet that is commonly used to display grab-and-go foods to customers.
“These appliances tend to be in use 24/7 and can therefore be a signi cant source of a site’s total consumption.”
Wyatt upgraded all of his store’s equipment following a major re t. “We replaced our fridges, added doors to chillers and did anything else we could to reduce energy use where possible,” he says.
“Lots of it was very basic, but they needed to be upgraded because most of them were running on old motors.”
Fairtrade sales outperformed the market during its annual flagship campaign
The Fairtrade Foundation has reported a strong increase in retail sales of Fairtrade products driven by its annual flagship campaign, Fairtrade Fortnight, which ran in September. According to data from Kantar’s Worldpanel 2024, which consists of data scanned in by panellists, Fairtrade sales of confectionery, hot drinks and bananas outperformed that of total volumes versus the two weeks prior to the campaign.
KP Snacks’ investment in flow-wrap equipment
In January 2024, KP Snacks announced a further investment in flow-wrap equipment to reduce plastic packaging across Discos, Roysters and Frisps. The investment has resulted in a 35% plastic packaging reduction for six-packs across these three brands, equivalent to 100 tonnes of packaging saved annually. The new process means 620 fewer lorry journeys will be required annually, with more products able to be transported at once, reducing greenhouse-gas emissions.
Gander and Snappy Shopper’s food-waste initiative In April, Gander and Snappy Shopper joined forces, integrating Gander into the Snappy Shopper home delivery app on a trial basis. This has delivered strong results, with Snappy Shopper customers now able to purchase reduced-to-clear items from Gander for delivery, as part of their normal shop. The results found that 11% of orders included a Gander product, Snappy Shopper basket value increased by 10% when Gander items were added and item count with Gander was 21.3 versus 13.7 without Gander – a 7.6 basket-item increase.
RETAILER VIEW
David Wyatt, Snow Hill Service Station, Crawley, West Sussex
“THERE isn’t much more we can do, but within the store, we’ve started to swap our cups and lids to recyclable options, as it made sense to do so. Our customers also prefer to have reusable options rather than having to throw things away.
“There are so many things that are now recyclable and the industry is changing for the better. We always keep an eye on new things, whether they are eco-products or plastic-free options.”
AVAILABLE FINANCIAL SUPPORT FOR SMALL BUSINESSES
IF you have done everything possible in store, consider what can be done externally. If you own your building, lowcarbon technology can reduce your energy bills.
This includes solar panels, heat pumps and even electric vehicles – or hybrids – if you operate a home delivery service.
While these may require larger upfront investments,
there are schemes available to businesses to help, such as the Workplace Charging Scheme, the Boiler Upgrade Scheme, the SME Loan Scheme, the Green Business Grant (if you’re in Glasgow) and the Green Business Loan Scheme.
The most-popular scheme is probably the Boiler Upgrade Scheme, which o ers £7,500 towards an air-, ground- or water-source heat pump.
To be eligible, retailers must own the property they’re applying for, even if it’s a business address.
Many retailers are researching electric or hybrid vehicles for deliveries, and there are schemes to help with that, too.
The Workplace Charge Scheme is a voucher-based scheme that provides eligible applicants with support towards the upfront costs of the
purchase and installation of EV chargepoints. It is available to those in Great Britain and Northern Ireland, and has a closing date of 31 March 2025.
Prior to installing low-carbon technology, it’s worth asking a professional installer to view the shop before investing.
This is because the cost of the technology will depend on the store’s building and several other factors, too.
RETAILER VIEW
Bobby Singh, BB Nevison Superstore & Post O ce, Pontefract, Yorkshire
“WE’RE going to keep on top of our smart plugs, and ensure our appliances are as green and e cient as possible. Technology is always evolving and chillers are increasing in terms of energy e ciency. Upgrading them makes a huge di erence to your bills compared with previous models. It’s about making sure we’re the best we can be.”
NEGOTIATE OR CHANGE YOUR ENERGY TARIFF
IF you feel you’ve made your business as energy-e cient as possible, consider if you’re on the right tari , or whether you can renegotiate your current deal.
“We managed to get a deal with our energy supplier earlier this year, after a retailer recommended a broker relatively
local to us,” Singh explains. “They were able to get us a decent deal and we only had to answer a few routine questions like our energy usage, shop information and what we were currently being charged per kW, as well as our standing charge.”
If your contract is almost at its end, it’s worth looking around now to see if you can be paying less for the same tari and trying to drive a bargain.
It’s also worth remembering that a lot of ‘green’ or ‘smart’ tari s o er cheaper rates for operating more energy-e ciently.
MILK YOUR DAIRY DRINKS SALES
Dairy drinks has diversi ed in recent years as more convenience retailers expand their ranges, as SIMON KING reports
THE RISE OF DAIRY DRINKS
CONVENIENCE retailers across the UK are seeing milkshake and ready-to-drink (RTD) coffee sales rise, as consumers are increasingly looking for products that o er something di erent to the norm.
Breakfast is a prime time for dairy drinks, while meal deals are also important, offering a way to boost sales as consumers choose o erings, to trial new drinks outside of their normal preferences.
Jeet Bansi, of Meon Vale Londis in Stratford-upon-Avon, Warwickshire, says that siting of dairy drinks is key for impulse sales.
“Where we’ve located the products, it’s a nice pick-up item,” Bansi says. “We have
purposely put them on a lowlevel shelf, so kids can pick them up as they walk by.
“We have a good range of Delamere milkshakes, in 500ml glass bottles, and they are very popular. We sell them for £1.29 and we have all the flavours available.
“It comes in a handy case size of 12, and we have them on double facings, for visibility and for availability.
It’s a UHT long-life product and we keep on top of our ordering again; in summer, we make sure we keep ones and twos of everything as back stock in our chiller, so we can just top it up and make sure we are capturing those extra sales.”
SUPPLIER VIEW
Adam Hacking, head of beverages, Arla
“DESPITE RTD co ee being a relatively new UK concept, the pace of category growth has been exceptional, and the sub-category has more than earned its place within all dairy drinks xtures.
“The category has experienced a signi cant step forward in terms of household penetration, average basket sizes and consumption growth, and has reached a signi cant scale quickly. As a sub-category, RTD chilled co ee is now worth £280m, with brands and products on o er that deliver particularly strong cash rate of sale.
“Stock recognisable brands with demonstrably high cash rates of sales; o er a range of flavours and pack formats to best meet varying consumer needs; and take advantage of opportunities to highlight the category (PoS, promotions and o -shelf features).”
RICH MARGINS ON MILKSHAKE MACHINES
NISHI Patel, owner of Londis Bexley Park in Dartford, Kent, has had a F’real milkshake machine in his store for ve years and says it’s very popular with customers all year round.
“During the winter, we’re probably selling 10-15 F’real milkshakes a day, and in the summer, we can sell 30-50 a day,” Patel says. “We sell F’real milkshakes for £3.99
and our margin is more than 40%. It’s located in my foodto-go o ering, right at the front of the shop.”
Bansi has a F’real machine in his store, too, and says that, at the height of the summer, he can sell 200 F’real milkshakes a day, charging £3.75 and making 40% margin.
Judith Smitham, owner of The Old Dairy – Pydar Stores
in Truro, Cornwall, has a tabletop milkshake machine, Shmoo, which she rst saw at a trade show.
“It’s on the hot food counter, so it’s visible to customers,”
Smitham says.
Bansi says that while word of mouth and social media posts can help grow sales, it’s key for the machine and the immediate vicinity around it to
be kept clean and tidy.
“Make sure the area looks inviting, and make sure the machine sits prominently to attract customers,” Bansi says. “We clean every day and make sure the waste is emptied regularly, especially during peak times because it can overflow. F’real is a very lowmaintenance product in terms of what’s required.”
RETAILER VIEW
Judith Smitham, The Old Dairy – Pydar Stores, Truro, Cornwall
“WE’VE dedicated two metres to dairy drinks in the fridge. Where the doors meet in the middle, that is your bestselling site.
“I’ve got the Spar milkshake and Yazoo on the top shelf – my Spar milkshake, which is 69p, is in the corner on the le , and I’m going to put Shaken Udder drinks, which are £1, in the middle by the doors, so when people open up the doors, they’re buying a higher-priced product.”
LATEST LAUNCHES
Shaken Udder unveils White Choc protein milkshake
Shaken Udder has launched a White Choc flavour as part of its protein range, which already includes Chocolate and Strawberry. The shakes contain 20g of protein and are made with ingredients including Belgian chocolate and real strawberries. They are ambient, so don’t require chilled storage.
F’real and Nestlé team up for new Rolo milkshake flavour
F’real has partnered with Nestlé’s Rolo brand to launch a limited-edition milkshake. The launch of F’real Rolo will be supported by internal and external PoS materials, social media assets and graphics, as well as planograms and user guides.
Yoplait launches Yop 500g into Booker Wholesale
Yoplait has launched Yop 500g Strawberry into Booker Wholesale for the rst time.
Yop Strawberry 500g is aimed at adults and children, and has a smooth texture. Yop is a source of protein, calcium and vitamin D, which is critical to help children and teenagers build healthy bones.
THE RTD COFFEE PHENOMENON
ADAM Hacking, head of beverages at Arla, says younger consumers, particularly those engaged with co ee-house experiences, are increasingly choosing cold over hot formats. “There’s an opportunity to enhance this co eehouse trend by ful lling athome and on-the-go missions across di erent types of retail and foodservice environments,” Hacking says.
“The hot beverages category is worth in excess of £2bn in retail, so the cold co ee category has some headroom to go to unlock this opportunity.”
Patel has increased his RTD
co ee range from one shelf to three, citing it as the category showing the biggest growth in his shop.
“I think a big part of it is that you can buy them from big names such as Starbucks and Costa. It’s a drink that you have on the go from one of the big brands available in loads of nice flavours. People love that.”
The majority of shoppers will buy RTD co ee on impulse; less than half of RTD co ee shoppers plan what they’re going to buy before they go into a store, so location in store is incredibly important.
2024’S TOP PRODUCTS
Retailers talk to PRIYA KHAIRA about the top products, strategies and categories that delivered sales and footfall this year
THE YEAR AT A GLANCE
DESPITE a challenging year for independent convenience stores, retailers have found stand-out products and categories that have enhanced their o erings, boosted footfall and grown sales and pro ts.
Soft drinks experienced signi cant growth this year, with a mix of new entries and sugar-free varieties capturing consumer interest.
Amit Patel, of Go Local Sandiacre in Nottinghamshire, notes consumer interest in sugar-free soft drinks shot up this year.
“We’ve seen demand for sugarfree alternatives on our popular lines, such as Red Bull and Monster, increase rapidly compared with last year,” he says.
Patel notes that sugarfree energy drinks and energy drink innovations have brought in a 40%-60% margin.
Clare Newton, trade marketing manager at Swizzels, says: “Consumer behaviours in 2024 have been largely shaped by an ongoing shift toward convenience, personalisation and nostalgia.
“The demand for on-thego products has been particularly strong, with busy lifestyles driving the popularity of easy-to-consume snacks, ready-to-eat meals and functional beverages.”
Elsewhere, Fiona Malone, of Tenby Stores & Post O ce in Pembrokeshire, experimented
with her next-generation nicotine range this year following the announcement of the disposable-vapes ban.
She says re llable or prelled vape systems and e-liquids have gained momentum this year, with the SKE Crystal 4in1 Pod Kit generating a 35% margin.
The alcohol category balanced indulgence and moderation in 2024, driven by demand for craft beers, RTD cocktails and alcohol-free alternatives.
Snack products remained a cornerstone of sales, with healthier alternatives, such as protein-bars and low-fat options, gaining popularity.
•
TOP PRODUCTS 2024
LESSONS FROM 2024 for retailers
What have retailers learned this year?
Choose relevance over volume
Stocking every product isn’t practical, but choosing items that align with local customer demographics and broader trends can signi cantly boost sales. Retailers who focus on relevance rather than volume will experience greater success.
Embrace exclusivity
Collaborating with suppliers on exclusive products or early launches can create a competitive edge. Consumers enjoy discovering something they can’t nd elsewhere, and these partnerships often come with promotional support that enhances visibility and improves sales.
Focus on presentation
The role of visual merchandising cannot be overstated. Grouping similar products together, using bold displays and ensuring shelves are well stocked can influence purchasing decisions. Seasonal or themed displays can also drive impulse buys.
Use data
EPoS systems provide invaluable insight into customer preferences and sales trends. Retailers who use this data to track the success of new products and adjust their inventory accordingly will make more informed decisions.
Try something new
This year, retailers challenged themselves by using more social media platforms and building their relationships with suppliers. By doing so, many were able to stay on top of trends and quickly bring in viral products to their stores, attracting footfall. This will be crucial for sustaining this momentum through 2025.
A DEMAND FOR INTERNATIONAL GOODS
THE appetite for US confectionery and international products grew signi cantly in 2024.
The rise in popularity of imported snacks, beverages, and confectionery reflected shoppers’ curiosity and willingness to experiment with new options.
According to Lewis Woodward, of Nisa Local Colley Gate
in Halesowen, West Midlands, products such as Reese’s Big Cups, Sour Patch Kids, Hershey’s Dipped Pretzels, Nerds Gummy Clusters, Jolly Ranchers and Airheads stood out.
“We noticed demand for these products from our customers, who see them circulating on social media,” he says. “We decided to build up our US
confectionery range to include all these viral items and make a steady 30% margin across the category.”
These products appealed to younger, trend-driven shoppers and helped retailers tap into the viral marketing power of international brands and the strength of confectionery in convenience.
“The growing preference for novelty has also influenced consumer behaviour, with many opting for seasonal or limited-edition products,” says Swizzels’ Clare Newton.
“Products that o er something unique, whether through exclusive flavours or packaging, generate excitement and drive demand.”
Vapes
Top categories
Soft drinks
The vapes category experienced accelerated growth, led by disposable vapes and pod systems. Fruit and menthol flavour innovations kept consumers engaged and attracted new buyers to this dynamic segment.
A perennial revenue driver, soft drinks thrived in 2024. Sugar-free options and functional drinks, particularly energy and protein-infused beverages, stole the spotlight and drove growth.
Alcohol
The alcohol category embraced indulgence as well as moderation, balancing the rise of craft beers and RTD cocktails with increasing demand for alcoholfree alternatives.
Snacks
New snack lines continued to shine, with healthier options such as protein bars and low-fat products gaining traction alongside traditional favourites. Seasonal and shareable formats remained a cornerstone of sales.
Food to go
Meal deals and hot-food options were invaluable for driving cross-category purchases. Retailers who innovated in this space reaped the rewards of increased footfall and higher basket spends.
Confectionery
High-margin confectionery maintained its charm, with limited-edition flavours, nostalgic o erings, and sharing formats driving excitement. Seasonal launches added unique touches to this dependable segment.
Susan Nash, trade communications manager, Mondelez International
“SHOPPERS have shown in 2024 they are looking for treats, despite economic considerations still being on their agendas while inflation eases. Brands continue to stand out in confectionery, relative to other categories, with brand growth in gi s and sharing stronger than own label.
“Consumers have also shown they are excited by innovation and continue to engage with this. The gi and sharing segment is seeing strong growth of 11.2% and Cadbury’s o ering in this segment continues to perform well.”
2024’s key performers
TOP PRODUCTS 2024
10 tips for 2025
Stay alert to emerging trends
Keep an eye on consumer behaviour, including the rising demand for health-conscious choices, sustainable products and convenient, grab-and-go formats. Regularly updating your range to align with these trends ensures your store stays relevant.
Use data
Your sales data is a goldmine. Use it to track high-performing products and reduce slow-moving stock. Optimise your inventory, minimise waste, and focus on products that deliver the best margins and consistent returns.
Perfect your layout
An intuitive store layout is a silent salesperson. Group complementary products together, create high-visibility displays and position impulse-buys near the checkout. Strategically placing snacks next to drinks or highlighting meal-deal combinations can boost basket spend on top products.
Seasonal and limited editions
Seasonal and limited-edition products bring a buzz to your store. These items create urgency among customers and drive footfall. Plan ahead for big calendar events such as summer barbecues, Halloween or Christmas, and ensure your shelves are well-stocked with themed ranges.
Build supplier relationships
Suppliers o er more than just stock – they provide exclusive promotions, free PoS materials and product insight. Strong partnerships can also ensure early access to launches and give you an edge in capturing emerging trends.
Use social tools
Social platforms aren’t just for engagement – they are also sales tools. Use them to highlight promotions, promote new arrivals and engage with your local community. E ective digital marketing can increase footfall and position your store as a go-to destination.
Make use of space
Every inch counts in convenience retail. Prioritise bestsellers, use shelf-ready packaging for easier restocking and declutter underperforming categories. A streamlined approach improves the shopping experience and focuses customer attention on high-margin products.
Prepare for the unexpected
Consumer preferences can change in a flash, from viral products to economic shifts. Maintain a flexible buying strategy and keep an eye on early adopters. Stock small quantities of emerging items to test demand without overcommitting.
Focus on footfall drivers
Identify what draws customers into your store and focus on it. Whether it’s hot drinks, meal deals or the latest confectionery, ensure you’re delivering consistently in these areas to keep regulars coming back.
Prioritise customer experiences
A great shopping experience keeps customers loyal. Ensure sta are knowledgeable, keep shelves are well stocked and create a welcoming environment with clear signage and clean, well-lit aisles. Happy customers mean repeat business and stronger word-of-mouth.
COLLABORATIVE SUCCESS
ONE of the most notable developments in 2024 was the strengthening of partnerships between suppliers and retailers.
Retailer-exclusive campaigns provided independent stores with unique o erings that di erentiated them from larger competitors. These collaborations not only drew in curious customers, but also built long-term loyalty by positioning the store as a destination for unique nds.
Nic Storey, senior sales director, impulse & eld sales at PepsiCo, highlights the
importance of creating instore theatre to drive shopper engagement and sales on launches, saying: “In a category already full of choice, creating a successful launch that captures shopper attention is key.”
Bobby Singh, owner of BB Nevison Superstore in Pontefract, West Yorkshire, was heavily involved in the launch of Walkers’ Extra Flamin’ Hot range, decorating his store with PoS and taking part in in-store activations. He notes that this involvement increased his overall store footfall by 40%.
Ten tips for driving product sales and awareness
Access exclusive pricing data
TOP 2024 PRODUCT INNOVATIONS ACCORDING TO RETAILERS
Thornbury Refrigeration, an Arneg Distributor, has advertised in Retail Express for years. The regular positive response we receive leads to confirmed
and contented
Robin Ranson, Thornbury Refrigeration
ADVICE
FIRST BIG EVENTS OF 2025
The RETAIL EXPRESS team nds out how retailers are preparing for the early spring events – Valentine’s Day and Pancake Day
1
Reuben Singh Mander, The Three Singh’s, Selby, West Yorkshire
“WE get Christmas fully out of the way and start thinking about this stuff in the second week of January after we’ve done a bit of spring cleaning and got our plans for the year ahead sorted.
“Typically, what we do during those times is we dedicate the front promotional bay to the key products. That means it’s the �irst thing people see when they come in. We �ill it with seasonal and trending items so it’s a mixture.
“Around Pancake Day, it’s not about being price-focused, it’s just important to have the essential ingredientsand then make sure customers know we have those items.
“For Valentine’s Day, it’s pretty much the same. We focus more on alcohol for that one and it’s also where we look at price a little bit more. We have sparkling wines and premium wines, and we might run a couple of offers to entice customers and show off our range.”
Arjun Patel, Premier Cavendish Square, Swindon, Wiltshire
3
Aman Uppal, One Stop Mount Nod, Coventry, West Midlands
“AFTER Christmas, it’s key to maximise your pro�itability because January can be so quiet, so these events are a chance to recoup what is lost in that �irst month. We sell through our Christmas stock and then play it by ear a bit.
“We’re quite lucky because Premier send all the seasonal stuff out to us, so we don’t have to think too much about what to get in and put out when there’s a new event happening.
“But you need to have that element of theatre when it comes to certain events. I have a section in the store where I put all my promotions, but with Valentine’s Day items – �lowers, wine and chocolate – I’m a little worried that people will take it and run, so I can’t. But I still make a strong display for it.
“Advertising it is key, so we’ll post about what we’ve got and our offers on social media, and we’ll put up posters next door in our chip shop.”
“CUSTOMERS are already asking for Creme Eggs now, so retailers need to be thinking about early events soon after Christmas. For Valentine’s Day, there’s speci�ic confectionery such as Thorntons Hearts or chocolate roses – we’ll plan that two months ahead.
“But this year, I’m trying to be safe and hedge my bets. So, I’m stocking lots of Milk Tray, Ferrero Rocher and other non-speci�ic products so that if they’re left over from Christmas or Valentine’s Day, I can still try to sell them for Mother’s Day. I don’t want to be discounting speci�ically themed products that get left over. That’s not something we’d had to think about in the past, but times are changing, so we are adapting to them.
“We normally have a window display for Valentine’s Day and Pancake Day. We get a good pack sent by One Stop with hanging mobiles and ceiling bunting with hearts. And I like to add a bit of sprinkle on top with window stickers and lighting.”
In the next issue, the Retail Express team nds out about how retailers grow their customers’ basket spend. If you have any problems you’d like us to explore, please email
2025 will be our rst year doing these events. How and when do retailers start preparing for them? – Phil Thompson, Premier Thompsons Warren Avenue, Southampton
