Retail Express - 17 May 2022 by BetterRetailing

SUMMER PLANS

Leading retailers reveal how to boost sales during the hotter season

17-30 MAY 2022 STRICTLY FOR TRADE USERS ONLY

HISTORY IS MADE • New offence giving greater protection to shop staff from assaults becomes law

• Leading MP praises victory as a ‘shining light’ in the fight against retail crime P3

ILLICIT TOBACCO

INFLATION

CHOCOLATE

Track-and-trace operator Dentsu commences latest step in fight against dodgy cigarettes

Store owners warn that the real impact of the cost-of-living crisis is yet to come

The trends and new lines helping increase shopper demand for the category

P19

P30

our say

Alex Yau, acting editor

Greater punishments for shop assaults to come AS pillars of your community, it has always been an injustice that you face abuse for simply serving your neighbourhoods. Many of you have also reported inadequate responses from the police when you’ve been victims of crime, which, quite frankly, isn’t good enough. I’m excited to say that our cover story for this issue is on the passing of a landmark ruling that will have a significant impact on giving you more protection. The Police, Crime, Sentencing and Courts Bill received Royal Assent, meaning local authorities and police will be given greater powers in punishing those who threaten your I’LL ENSURE livelihoods. OUR VOICE IS There will also be a greater expectation on them to take the ADDED TO THIS issue more seriously. CAMPAIGN As leading MP Alex Norris and trade bodies state, this development is a major step forward in the fight against shop criminals, but is only one part of a much larger puzzle. They have pledged to ensure the issue isn’t forgotten across parliament and within local authorities. As the editor of a title whose purpose is to fight on your behalf, I’ll ensure our voice is added to this campaign. On a separate note, you’ll remember I that referenced the launch of an upcoming campaign on cash and carry crime in our last issue. Unfortunately, several developments since then have meant this campaign has been delayed, but rest assured, the matter is still very much on my radar and will appear in a future issue. @retailexpress betterRetailing.com facebook.com/betterRetailing Acting editor Alex Yau @AlexYau_ 020 7689 3358

Editor – news Megan Humphrey @MeganHumphrey_ 020 7689 3357

Features writer Jasper Hart 020 7689 3384 @JasperAHHart

News reporter Noemi Distefano @NoemiDistefano_ 07597 588955 Deputy insight & advertorial editor Tamara Birch @TamaraBirchNT 020 7689 3361

Features editor Charles Whitting @CharlieWhittin1 020 7689 3350 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355

Magazines reporter Tim Murray tim.murray@ newtrade.co.uk

Production editor Ryan Cooper 020 7689 3354

Head of marketing Kate Daw 020 7689 3363

Sub editor Jim Findlay 020 7689 3373

Senior account director Charlotte Jesson 020 7689 3389

Senior account managers Barry Lavis 020 7689 3372

Sub editor Robin Jarossi Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380 Production coordinator Chris Gardner 020 7689 3368

Head of commercial Natalie Reeve 020 7689 3372 Business delivery manager Ifzal Afzal 020 7689 3382 Account manager Marie Dickens 020 7689 3366

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The five biggest stories this fortnight 01

Track-and-trace operator enters new illicit-fighting phase ALEX YAU

TOBACCO track-and-trace (T&T) operator Dentsu Tracking has commenced the latest phase in the �ight against illicit tobacco. The company, which has replaced De La Rue as the government’s T&T operator, has started moving details of retailers to a new database. The database is designed

to give the police and local authorities more power to tackle dodgy cigarettes. Emails have been sent to retailers notifying them of their registration on the new system. A Dentsu spokesperson told Retail Express that store owners don’t need to take action. “HMRC has requested Dentsu to transfer the registration data of all businesses

registered in the current UK to be Dentsu asking for their bank details. However, Dentsystem from De La Rue. “As part of the track-and- su urged retailers to avoid trace registration, you will entering these details. The spokesperson added: be noti�ied of a registration done on your behalf, as part “Dentsu Tracking will never of the automated registra- ask for your bank account tion transfer. No action is details or personal information and will never send required.” One retailer also warned you noti�ications requestothers to be aware of a po- ing banking information via tential scam, after receiving email, text or alternative a link from someone claiming messenger services.”

For the full story, got to betterRetailing.com and search ‘Dentsu’

McColl’s rescue

MORRISONS has bailed out struggling convenience chain McColl’s in a last-ditch rescue. Last week, the multiple purchased the convenience chain, which had �iled for administration after months of turmoil. The purchase has alleviated

the fears of 16,000 employees whose jobs were at risk following the administration, as well as more than 1,100 stores. Morrisons con�irmed the stores will continue to trade as normal, while its wholesale partnership with the chain will be uninterrupted.

Gov’t PO pledges

THE government has promised to provide monthly updates on compensation claims made by victims of the Post Of�ice’s (PO) Horizon IT injustices. Last month, the government published ways it intends to protect and compen-

sate subpostmasters affected, following intervention from the Business, Energy and Industrial Strategy Committee. The pledge was made as part of an inquiry launched two years ago, examining issues that affected 736 subpostmasters.

Editor in chief Louise Banham @LouiseBanham

Lindsay Hudson 020 7689 3366 Management accountant Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3388 Head of digital Luthfa Begum 07909 254 949

42,281

For the full story, got to betterRetailing.com and search ‘McColl’s’

Store loyalty scheme

JISP has launched the convenience sector’s �irst store-speci�ic loyalty programme, going toeto-toe with similar schemes offered by rival supermarkets. The free scheme, called Jisp Rewards, enables customers to earn points every time they scan barcodes using its

Scan & Save smartphone app. Once a customer has built up 25 scans, they receive a voucher granting them a £2.50 discount in store. Participating retailers can earn 2p for every code scanned, and 4p for every voucher redeemed.

For the full story, got to betterRetailing.com and search ‘Post Office’

HFSS court battle

KELLOGG’S has decided to �ight the government in a legal dispute, claiming its high fat, sugar and salt (HFSS) legislation is unfair on breakfast cereals. The Corn Flakes maker slammed the formula used to gauge nutritional value and

argued it accounts for portions of dry cereal, and not a bowl with milk. The company demanded changes to the formula to re�lect cereal with milk. The case is proceeding to the next stage after a judge ruled it had merit.

Audit Bureau of Circulations July 2020 to June 2021 average net circulation per issue

Retail Express’ publisher, Newtrade Media, cares about the environment. Reproduction or transmission in part or whole of any item from Retail Express may only be undertaken with the prior written agreement of the Editor. Contributions are welcome and are included in part or whole at the sole discretion of the editor. Newtrade Media Limited accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. No warranty for goods or services described is implied.

For the full story, got to betterRetailing.com and search ‘Jisp’

For the full story, got to betterRetailing.com and search ‘HFSS’

@retailexpress facebook.com/betterRetailing

17-30 MAY 2022 betterRetailing.com

alex.yau@newtrade.co.uk 020 7689 3358

Landmark ruling to give greater shop protection ALEX YAU A NEW law giving greater protections to shop workers from violent incidents came into force last week. Last month, the Police, Crime, Sentencing and Courts bill received Royal Assent, meaning criminals who are either found guilty of attacking or threatening shop staff will face harsher punishments. The Royal Assent marks a major victory for retailers, trade unions and MPs who fought long and hard over a two-year battle to get assaults against shopworkers taken more seriously. According to �igures from the ACS’s 2022 Crime Report, 89% of shopworkers faced abuse in their job. More than 35,000 incidents involved violence, while 16,000 reports included the use of a weapon. The bill will give powers to the courts and police to double community sentences to two years, while increasing the number of community service punishments for offenders aged 18-to-20 years old. This includes curfews, education and unpaid work. Police will also be able to monitor the location of offenders through an electronic tag. Courts will be required to pass at least the minimum jail sentence for knife possession, while early release of offenders can be halted if they are a public

threat. There will be a legal duty for local authorities and emergency services to work together to reduce serious violence. Police will also be given new powers to search convicted knife offenders, ensuring they are put in prison if found carrying offensive weapons. Labour MP Alex Norris, who has consistently campaigned for the bill to be passed into law, described the development as a “shining light” for independent retailers. He told Retail Express: “It’s wonderful news and we need to ensure it is used for what we want, which is to prevent violence against shopworkers. “It’s important that we raise awareness and not just leave it as a change on the statute book. I know retailers are keen to take important steps with it. “Tougher penalties need to be viewed more signi�icantly because retailers are doing a great job serving their communities. We’ll make sure we keep pushing on it.” The Fed national president Narinder Randhawa added: “Attacks against store owners and their staff have been increasing for a number of years, so I am pleased we are now being given the same protection in law as other frontline workers. “Being attacked verbally or physically while going about your daily business

express yourself “The Platinum Jubilee surely brings sales opportunities, but, for us, it’s more about doing something for the community. We are preparing a dedicated area outside our store, we have stocked up on souvenirs, we’ve ordered kids’ bunting and various gadgets. The Queen will visit our town, Epsom, over the bank holiday, and so we are all doing our bit to get the town ready for it.” Sue Nithyanandan, Costcutter Epsom, Surrey

GOOD WEEK BOOKER: Premier, Londis and Budgens retailers have demonstrated their commitment to being more sustainable by saving more than 300,000 meals from waste through a partnership with Too Good To Go. In total, 525 stores from the symbol groups are signed up to the scheme, which enables customers to purchase ‘magic bags’ containing surplus food at a discounted price. SOFT DRINKS: A healthier drinks dispenser made by Smart Soda is being trialled in an independent convenience store first. Aman Uppal, of One Stop Mount Nod in Coventry, installed the Juli Touch + Pod machine in his shop this month. The device has a touchscreen and offers seven different soft drinks made with alkaline water. The final drinks price is expected to be around £2.

BAD WEEK

The Police, Crime, Sentencing and Courts Bill will enable authorities to hand out harsher punishments

should not be tolerated and seen as part of the job. “The important thing now is that the police and the Crown Prosecution Service work together to ensure this new law is an effective deterrent and not just a piece of paper.” However, despite the bill enabling police to come down harder on offenders, Norris said it was just the start of a bigger campaign. “This is a major step, but it is the �irst step,” he added. “In itself, the bill will have a positive impact, but we want to make sure there’s proper community

the column where you can make your voice heard

policing resources to deter shop theft, while detecting and prosecuting those who do it. “There’s also a step to ensure there are services to prevent substance abusers from feeding their habits.” Asked what he was doing to ensure more is being done, Norris said: “All of us and those who have been interested within parliament are working with police and crime commissioners to ensure it’s a local priority. Retailers can also raise awareness through PoS or advertising more

broadly in store.” ACS chief executive James Lowman added: “Introducing tougher sentences for those who attack people providing a service to the public, including shopworkers, marks a signi�icant step forward, but it does not solve the problem by itself. “We need to ensure that abuse is not seen as part of the job and that all incidents are reported, and in response, police and crime commissioners must prioritise crimes committed against retailers and their colleagues.”

PRINT: Magazine sales in independent convenience stores are at threat from growing piracy. Analysis by Retail Express uncovered seven pirate websites giving the public completely free access to thousands of paid-for titles across the UK. In some instances, a subscription option is offered to the user. However, this is often cheaper than an official subscription and not affiliated with the publisher. FORECOURTS: Fuel retail giant Motor Fuel Group (MFG) is to offload 87 of its forecourts at the request of the UK’s competition watchdog. The decision is due to the company wanting to appease the Competition and Markets Authority, following concerns that the purchase of Morrisons by its parent company, Clayton Dubilier & Rice, would lead to higher prices in 121 areas. For the full story, go to betterRetailing.com and search ‘MFG’

How are you preparing for the Platinum Jubilee?

“For the Jubilee, we are organising a street party with bouncy castle rodeos, music, food and drinks. However, it’s not a commercially minded event, but an opportunity to thank the community for their support, allowing them to have some fun. From a business perspective, while I think it is an opportunity, people might be away for the bank holiday weekend, so there might be fewer people around.” Harjit Singh, H & Jodie’s Nisa, Walsall, West Midlands

“The Platinum Jubilee will be a big community event this year, there is going to be a street party involving around 30 different retailers and featuring food courts, kids’ areas and retail stands. We are partnering with a local school, and we will be there on 4 June. We are expecting it to be a large event with more than 1,000 people and I am expecting to break my record and hopefully hit £15,000 in sales in one day.” Avtar Sidhu, Kenilworth Budgens, Warwickshire

Do you have an issue to discuss with other retailers? Call 020 7689 3358 or email alex.yau@newtrade.co.uk

Avtar Sidhu

NEWS

17-30 MAY 2022 betterRetailing.com

‘Real impact’ of inflation is still to hit NOEMI DISTEFANO

RETAILERS have warned the real impact of the cost-ofliving crisis will hit later this year, as in�lation continues to run at 7% and interest rates rose to 1% this month. John Vine, from Vine & Co in Church Stretton, Shropshire, warned that retailers need to prepare for further strain in the winter as a result of the pressures.

lowing Co-op’s decision to pay a “fair market price” to suppliers. Asda also launched a price-match campaign with Home Bargains. The warnings come as market analyst Lumina Intelligence claimed in�lation had caused a 2.3% decline in basket spend across convenience, while shopping frequency also dropped by 8.4%. Senior insight manager

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Katherine Prowse said: “As we face this rising cost-ofliving crisis, consumers will

become more cautious on how and where they spend their money.”

BOOKER has launched its second ‘dark hub’ site in Exeter, following a launch of the trial in Stoke in February. The new delivery-only site serves retail partners in the southwest of England. Store owners who previously used the site for

cash and carry purchases can use now the nearby Makro branch on Matford Park instead. Despite some praising the services offered by new ‘dark hub’, other retailers claimed they were receiving items with a shorter shelf-life.

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portunity to take advantage of in�lation. “Raging in�lation isn’t necessarily a bad thing for shopkeepers,” he said. “If you manage to maintain your margins and your prices go up, then you make more money. That’s the strategy to ensure you will be �ine.” In�lationary pressures have also hit supermarkets recently. Nisa told retailers its milk prices increased fol-

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“From October, as the winter starts and bills will go up further, it will affect every business,” he said “Retailers need to be ready and stay competitive. I would start to diversify the product range and understand what the community needs.” James Wilkinson, of Pybus Newsagents in Boroughbridge, York, added that business owners with a wellthought strategy have an op-

For the full story, got to betterRetailing.com and search ‘Booker’

UKRAINIAN REFUGEES THE owner of a Premier store in Wales welcomed a Ukrainian refugee family of four into his home. Vince Malone and wife Fiona, from Premier Tenby Stores in Pembrokeshire, hosted the family for a week before they decided to go back to Ukraine. Upon their departure, Malone received an invitation to visit them in Ukraine when the war is over.

For the full story, got to betterRetailing.com and search ‘Ukraine’

Eros Retail expansion SCOTTISH convenience chain Eros Retail is to relaunch, with major expansion plans over the next two years. The group will be renamed as Greens Retail at the end of this month, with 10 store openings expected by November, new job openings

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For the full story, got to betterRetailing.com and M Asearch R K ‘Eros Retail’

and an annual revenue goal of £40m. Group managing director Harris Aslam told Retail Express the expansion has been “really good” and business investment priorities include food to go and local produce supply.

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PRODUCTS

IAA #COMMUNITYSTARS

F’real’s new flavours can expect it to be a popular launch this summer. To mark the launch of the �lavours, the entire F’real range will undergo a packaging refresh to increase appeal. The launches come as the dairy drinks market is up 48.6% annually, with milkshakes and �lavoured milk responsible for the majority of this increase. John Want, sales, marketing and research & development director at F’real, said: “We’ve

heard retailers and consumers alike are interested in �lavour innovations, and we’ve listened – Birthday Cake and Banana are the �irst wave of several launches to be announced this year.” Want added the company is con�ident the new �lavours will lead to sales increases, with Birthday Cake and Banana two of the mostrequested �lavours on its social media platforms. F’real will support the new �lavours with a social media campaign as well as digital assets and free PoS for retailers.

MONDELEZ has launched two commemorative Cadbury packs in celebration of the forthcoming Platinum Jubilee. The supplier has launched limited-edition packaging on Roses 423g tins and Dairy Milk 360g tablets. The Roses tin is emblazoned with a crown image, while the Dairy Milk design showcases the Platinum Jubilee’s of�icial emblem. Benazir BarletBatada and David Clements, senior marketing directors at Cadbury, said: “Cadbury has a longstanding history of helping the nation celebrate Royal occasions and we’ve

proudly held a Royal Warrant for over 167 years. “We’ll be giving retailers signi�icant in-store support and would advise them to ensure the limited-edition packaging is highly visible in store to make the most out of the occasion.”

KRAFT Heinz has renamed two of its popular condiments, Heinz Salad Cream and Heinz HP Sauce, in celebration of this year’s Platinum Jubilee. They are now available as Salad Queen and HM Sauce while stocks last. According to recent research, 48% of British shoppers say that the Jubilee will present a good opportunity to eat more British foods. Anke von Hanstein, senior brand manager for Heinz Sauce, said: “Heinz Salad Cream and HP Sauce are two cupboard staples that have remained �irm consumer favourites over the decades. “This is a great opportunity for our retail partners

to capitalise on the occasion and uplift sales of bestselling brands.”

ACCOLADE Wines has launched limited-edition packaging for Lambrini to celebrate the Queen’s Platinum jubilee. The limited-edition Lamqueeni packaging is available until mid-June in a 1.25l bottle with an RRP of £3. It features bunting and sparkles across gold, silver and rose gold colours. Accolade hopes the limited-edition packaging will attract loyal Lambrini drinkers

as well as other shoppers looking to celebrate the Jubilee weekend, with 12 million people expected to attend street parties and gatherings to mark the anniversary. Lambrini has also created two cocktail suggestions involving the drink. The Raspberry Brini is made by adding 25ml of Raspberry Liqueur to a glass of Lamqueeni, while a Jubileeni is made with the addition of peach puree.

WEETABIX has brought back its limited-edition Weetabix On The Go Caffé Latte variety after strong sales in 2021. During its availability last year, Caffé Latte’s £1 pricemarked pack (PMP) accounted for 30% of total Weetabix On The Go sales in Bestway last spring. Overall, shoppers bought more than 300,000 bottles. It will be available as a PMP again alongside the range’s Strawberry, Chocolate, Vanilla and Banana varieties. The iced coffee market has seen retail sales grow by 35.4% to £209m in the past year, with further growth projected. Millennials and Gen Z are usually a key demographic for chilled coffee drinks –

however, Weetabix On The Go Caffé Latte aims to appeal to all demographics, according to the supplier.

JASPER HART

The Independent Achievers Academy (IAA) joined SAMANTHA COLDBECK, owner of Wharfedale Premier in Hull, to discuss retail crime, staff training and building a strong community spirit

KEY TAKEAWAYS 1

To help combat local crime, Samantha regularly checks in with retailers in the immediate area through a WhatsApp group. She shares CCTV footage and places images around the store to deter future incidents.

Samantha regularly talks to her team to understand confidence levels in dealing with difficult customers. Samantha then teams up her less comfortable staff with those that are more at ease to help their confidence.

To deter proxy purchases, Samantha and her team regularly host assemblies in the nearby school, including primary and secondary years. Samantha also has an open dialogue with parents and teachers to report any attempts.

SAMANTHA’S TOP IDEA “Follow your local police station on Twitter, same with police and crime commissioners. You can direct message or approach them as a group, or they’ll have surgeries or zoom calls.” Read the full coverage of Samantha’s session by scanning the QR code or visiting betterRetailing.com/samantha-coldbeck

F’REAL is adding a limitededition Birthday Cake variety to its range alongside a permanent Banana �lavour. Birthday Cake is a limitededition launch including sprinkles inspired by the popular US Cake Batter �lavour, while Banana is made with banana puree, milk and dairy ice cream. Both varieties will be available to F’real stockists this July. According to the supplier, banana is one of the top three milkshake �lavours among UK consumers, meaning retailers

Roses and Dairy Milk Heinz renames sauces for Jubilee get Jubilee packs

Lambrini gets a Jubilee revamp

Caffé Latte returns to Weetabix On The Go

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DRINK THE G.O.A.T. WE ARE GIVING 3 RETAILERS A CHANCE TO WIN 10 PACKS OF STRONGBOW ULTRA DARK FRUIT

FOR THEIR STORE. JUST TELL US HOW MANY PURPLE GOATS YOU CAN FIND WITHIN THIS ISSUE? PLEASE E-MAIL YOUR ANSWER, NAME AND STORE ADDRESS TO: GOAT@CIRKLE.COM GOOD LUCK! The deadline for entries is 17th June 2022. Competitions in Retail Express are only open to independent retailers and their staff. Prizes will be awarded as stated. Usual terms and conditions apply.

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PRODUCTS

Sprite ‘Chill time’ on-pack promo under the cap of promotional bottles or ring pulls of cans and play the Chill Time game. Through collecting as many gems as possible, they can choose to either enter the instant-win prize draw for high-volume prizes or enter a raf�le prize draw for a chance to win highvalue prizes. Prizes include £1,500 towards a room makeover, smartphones, home cinema system, tablets and more. Martin Attock, vice president of commercial development at CCEP GB, said: “By tapping into the mindset of our target audience, we are con�ident that this promotion and campaign will

increase the appeal of the Sprite brand – worth nearly £50m in retail – and drive sales for our customers this summer and beyond.” The supplier is supporting the promotion with a marketing campaign that includes digital and out-of-home advertising, in-store PoS and paid social media activity.

GALLO Family Vineyards has introduced £6.49 pricemarked labels to its bestselling White Zinfandel and White Grenache varieties. The supplier hopes that the peelable labels will create on-shelf standout for consumers and drive sales through price consistency. Gallo’s White Zinfandel and White Grenache are two of the top-�ive-performing rosés in the UK, selling a combined 13 bottles per minute. Mark Stammers, sales director for the UK & Ireland at E&J Gallo Winery, said: “With 85% of rosé sold in the UK priced under £7, it’s important to highlight our approachable price to both

retailers and consumers. “This will enable our customers to increase their rotations as well as boost their bottom lines.”

EAT Natural has launched its �irst-ever multimedia campaign – the �irst piece of major advertising activity since its acquisition by Ferrero in December 2020. The brand’s ‘Feel the nature’ campaign went live on 2 May and will run for 18 weeks, with a second phase planned later this year. The ‘better for you’ snacking category is now worth £581.4m, having grown by 9% year on year. Lucia Gimson, brand manager at Eat Natural, said: “Our vision is to enable consumers to reconnect with nature, providing the authentic taste of the simplest ingredients, blended into delicious recipes. It’s some-

thing that has remained true since the brand’s inception 25 years ago.”

BADGER Beers is launching a sales push within convenience for its Fropical Ferret IPA as the peak summer sales season approaches. The supplier says the ale (4.6% ABV) has a strong appeal for established ale drinkers and younger craft beer enthusiasts. It is targeting chiller sales for sameday consumption. When Fropical Ferret launched last spring, it became one of the fastestgrowing launches in the premium bottled ales category, according to Matt Woodhouse, sales director at Badger. Fropical Ferret has an RRP of £1.80 for a 500ml bottle, and is available as a

12-bottle pack to independent convenience retailers.

READY-TO-DRINK cocktail company Funkin Cocktails is hoping to increase summer sales with the launch of Peach on the Beach and Long Island Iced Tea varieties, based on popular established cocktails. Peach on the Beach is available in a 200ml nitrogen-infused slimline can (5% ABV) with an RRP of £2 or a 700ml bottle (10% ABV) with an RRP of £9. The bottle with a higher ABV is intended for people trying to mix their own cocktails. Long Island Iced Tea is available in a 250ml can (5% ABV) with an RRP of £2. Both varieties are available to convenience and wholesale alongside a stag-

gered rollout across Tesco, Sainsbury’s and Morrisons.

JASPER HART COCA-COLA Europaci�ic Partners (CCEP) has announced a new on-pack promotion for Sprite that taps into young adults spending time relaxing. Under the strapline ‘Chill time is not wasted time’, the promotion is running from now until 12 June across 330ml, 500ml, 2l and 8x330ml pack formats of Sprite and Sprite No Sugar. During the promotional period, shoppers can scan QR codes on participating formats, which will take them to the Coca-Cola app. In the app, shoppers can enter the unique PIN code

Gallo launches price-marked labels

Badger launches summer sales push

Ferrero’s Eat Natural campaign

17-30 MAY 2022 betterRetailing.com

Cono Sur expands Bicicleta range CONO Sur has added a new Sauvignon Blanc Blush to its Bicicleta range. The wine (12.5% ABV) is available now to Nisa retailers at an RRP of £7.50, with further listings to be announced. It is predominantly Sauvignon Blanc with a splash of Cono Sur’s Pinot Noir to add berry hints. Heather Jones, Cono Sur UK marketing manager, said: “This new wine is perfectly pitched to meet wine drinkers’ taste for both Sauvignon Blanc and for rosé. “We know that rosé shoppers ‘buy with their eyes’, and we think its pale-pink

appearance and sleek design will really appeal. We’re sure fans of Cono Sur will welcome this stylish addition to the range.”

ASTON Manor Cider has introduced 100% recycled PET (rPET) bottles across its entire Frosty Jack’s and Crumpton Oaks ranges, and has removed plastic ring carriers from its can range. It estimates the switch to 100% rPET across Frosty Jack’s bottles will save 122 tonnes of virgin plastic each year, the equivalent to saving 1.8 million bottles and 261 tonnes of carbon dioxide. Meanwhile, switching Crumpton Oaks to rPET will save 82 tonnes of virgin plastic per year, equivalent to 2.6 million bottles, delivering a reduction of 175 tonnes of carbon dioxide. Additionally, the removal of plastic ring carriers will

remove 1.3 million pieces of plastic from circulation in 2022. Frosty Jack’s has also launched a carded 4x500ml pack for take-home occasions.

Aston Manor’s recyclable packs

Two new Funkin Barr to roll cocktail RTD flavours out rPET AG Barr has announced all of its 500ml Irn-Bru and Rubicon products will be made from 100% recycled plastic (rPET). The new 500ml rPET packs are available to retailers now, and the supplier is hoping to change the rest of the Rubicon and Irn-Bru ranges’ packaging by the end of the year. The move is part of Barr’s No Time To Waste initiative to make it a more sustainably run company. Barr will highlight the new packaging with labelling informing shoppers about the new materials and an accompanying education programme to engage consumers with recycling.

PRODUCTS

Britvic presents soft drinks insights

Stock Rustlers’ Breakfast pancake

BRITVIC’S latest annual Soft Drinks Review has revealed opportunities for convenience retailers to grow soft drinks sales by appealing to customers at both ends of the value spectrum. With one in �ive consumers worse off this year by £1,200 on average compared to last year, one in �ive also claim they are better off �inancially following the pandemic. The supplier said retailers have the opportunity to maximise customer spend from soft drinks catering to ‘premium’, ‘value’ and ‘treat’ occasions. The soft drinks category had a 6% increase in price per litre in 2021, driven by the

19% uplift in on-the-go formats and the energy segment becoming the fastest-growing category in convenience. Energy sales grew by 21% and increased in value by £116m. More shoppers are looking at price-marked packs (PMPs), with 43.9% of convenience soft drinks sales coming from this segment, an increase on 38.1% in 2019, as shoppers seek price assurance. However, squash sales fell by 19% in 2021 as people turned away from at-home drinking, with all major brands seeing a decline. However, Robinsons remains the number-one convenience squash brand, with a nearly 50% market share.

COCA-COLA Europaci�ic Partners (CCEP) and Costa Coffee are launching a new ready-to-drink (RTD) Frappé range to drive incremental sales within the segment. The range is launching in Chocolate Fudge Brownie and Caramel Swirl varieties, two popular �lavours in Costa’s shops. Both varieties are rolling out now across convenience and wholesale

in 250ml recyclable bottles. The Frappé range launch comes as Costa Coffee RTD has nearly doubled in size for the second year in a row, growing at nearly twice the rate of the RTD coffee segment and achieving 90% incrementality, which the supplier said is proof of successfully attracting new shoppers to the category.

COUNTRY Choice is increasing its halal range of food items with a hot dog from Hudson’s. The Hudson’s hot food-to-go concept has been extended to cater to the UK’s 3.3 million people who follow a halal diet, with the addition of a classic, beechwoodsmoked �lavour Halal Hot Dog. The supplier said the halal food market is set to grow 6% in the next year. The supplier recommends an RRP range of £1.89 to £2.69 for

its Hudson’s range of hot dogs and burgers, which can be served in Country Choice’s fully baked, presliced baguettes. Hudson’s hot dogs can be heated in a bain-marie for 25 minutes, oven steamed in a Gastronorm container for 20 minutes, or cooked in the microwave for three minutes. Branded display units, countertop or �loor-standing, and point-of-sale material are also available.

WESTONS Cider is set to launch its largest marketing campaign to date for its Henry Westons brand. The supplier is investing £1.1m in an outdoor investment for the £70m brand which is expected to reach more than 48 million adults across the UK. It includes static and motion adverts across London, Birmingham, Manchester, Bristol, Cardiff and Nottingham alongside 48 and 6-sheet adverts. The adverts feature Henry Westons Vintage and the brand’s Draught variety, highlighting their versatility for drinking in and out of the home. There will also be an on-

pack promotion exclusive to Tesco (including Booker and One Stop) offering shoppers the chance to win a luxury holiday.

UNILEVER UK&I has announced the launch of a Truf�le variety of Marmite yeast spread. Marmite Truf�le will be available nationwide in June at an RRP of £4.50 per jar, having launched in Sainsbury’s on 1 May. The new �lavour is designed to reach more households as a spread that can be used for more than just on toast. The supplier said shoppers can use Marmite Truf�le as an ingredient in truf�le toast, truf�leinfused gravy or in fettucine pasta. Supporting the

launch will be billboards across more af�luent London areas including Harrods and a horse-drawn carriage promoting the new �lavour.

JASPER HART

CCEP launches Costa Country Choice expands halal range RTD Frappé range

Henry Westons Cider Marmite Truffle campaign launching available from June

KEPAK is expanding its Rustlers range with the launch of an All Day Breakfast Pancake Stack. Launching as the morning goods category is experiencing 11% annual growth, the chilled product includes three buttermilk pancakes served with a sachet of maple syrup-style sauce. Elaine Rothballer, head of marketing consumer brands at Kepak, said the product is an opportunity for convenience to win footfall from quick-service restaurants offering similar products. “Breakfast is a staple occasion experiencing long-term

growth, with consumption dominated by a small number of core products. Performance is in part driven by morning goods, including breakfast pastries, bagels and pancakes – which alone are experiencing 23% growth,” she said.

MONDELEZ has reteamed with Merlin Entertainments for its on-pack summer promotion. Available across a range of Cadbury, Oreo and Barny packs until October, the promotion will offer a free standard ticket with every purchase of a full-priced adult ticket to a variety of top UK attractions. These attractions include Alton Towers Resort, Thorpe Park Resort and

Legoland Windsor Resort. Participating packs include Cadbury chocolate multipacks such as Chomp, Buttons and Curly Wurly, as well as selected Barny packs. Mini Oreo packs are a new addition to the partnership for 2022, with the aim of reaching more families. Additionally, Cadbury’s seasonal selection boxes will also feature the promotion when they launch later in the year.

Cadbury and Merlin renew partnership

Philadelphia celebrates simplicity MONDELEZ International has launched a consumer campaign for its cream cheese brand Philadelphia called ‘Deliciously simple’. Designed to help boost retailers’ sales of the brand, the UK’s number-one cream cheese brand, the campaign intends to highlight Philadelphia’s simplicity, but also its taste and key role at lunchtime. Running from now until July, it includes outdoor advertising in key urban locations and on roadsides across the UK. The campaign will run across digital, social media, on-demand and in-store PoS. Mondelez aims to reach 94% of UK adults.

17-30 MAY 2022 betterRetailing.com

Bombay Sapphire Citron Pressé BACARDI has expanded its Bombay Sapphire gin brand with the launch of Bombay Citron Pressé. Inspired by the Tom Collins cocktail, Citron Pressé (37.5% ABV) is made with Mediterranean lemons. It is available from Unitas Wholesale at an RRP of £23. Natasha Curtin, global vice president for Bombay Sapphire, said: “After our successful launch of Bombay Bramble, we are proud to be building out our �lavoured range and continuing to elevate the �lavoured gin category with Bombay Citron Pressé – inspired by the iconic Tom Collins.” The supplier will support

the launch of Citron Pressé with a marketing campaign including in-store PoS, in-bar activations, outdoor advertising, and on-demand, social, digital and in�luencer marketing.

RICHMOND has added four new meat-free options to its range, including Back Bacon (RRP £2.50), Meat-Free BBQ Sauce Flavour Sausages (RRP £2.50, eight-pack), No-Chicken Pieces (RRP £2) and Meat-Free Deli Slices (RRP £2.50). The new varieties have a planned convenience rollout later in the year, having launched across different multiples in April and May. Overall, the brand is now the third-largest in the meat-free category, however the supplier states there is still potential to tap into occasions such as breakfast and lunchtime, which aren’t being capitalised on.

The total plant-based category is now worth £569m.

Richmond’s new meat-free options

CHARGE YOUR VAPE SALES WITH VAPE RETAILER ALE S N O NE 8 JU

COMING UP IN THE JUNE ISSUE OF THE NEW-LOOK VAPE RETAILER • Staﬀ training & development • Selling vapes sustainably • Nicotine pouches PLUS

Mackie’s on-the-go crisps launch SCOTTISH crisps supplier Mackie’s Crisps is launching a 40g packet of its Pickled Onion variety following strong sales of its original 150g pack. Having sold more than 500,000 packs in the �irst six months of trading, Pickled Onion has become Mackie’s fastest-growing crisp �lavour and its current second-bestselling �lavour. The 40g packet has an RRP of 85p. It is set for an initial run of 100,000 bags, with Mackie’s aiming for £85,000 in sales. Con�irmed wholesale stockists for the pack include Brakes, Failte Foods, Glencarse Foods Ltd, Lomond Fine Foods Ltd, Diverse

The leading magazine for retailers selling vape products

Fine Foods Ltd, Templeman Retailing & Vending, The Cress Company (Scotland) Ltd and Williamson Group Ltd, as well as Mackie’s online store.

All the latest product launches, including: Regional trends: Pods Quick guide: Coils Analysis and much more! Order your copy from your magazine wholesaler today or contact Michael Sharp on 020 7689 3363 To advertise in Vape Retailer, please contact Natalie Reeve on 020 7689 3372 Follow us on Twitter: @Vape_Retailer

17-30 MAY 2022 betterRetailing.com

Robinsons brings the Benefits JASPER HART BRITVIC has expanded its Robinsons pocket squash range with the launch of Bene�it Drops. Bene�it Drops are available in four varieties, each with a different added functional bene�it. The range consists of Vitality, with Peach, Mango & Passion Fruit with added vitamin B3; Immunity, with Orange & Guava �lavour with added vitamin C; Boost, with Rasp-

berry, Strawberry & Acai with added B6; and Focus, with Lemon, Lime & Ginseng with added B3 and Zinc They are available now with an RRP of £2.50, or a £2 promotional price. Phil Sanders, out-of-home director at Britvic, said: “Our current Minis range is worth

WKD Berry Blast available now SHS Drinks is expanding its WKD alcopop range with the launch of a limited-edition Berry Blast variety. Berry Blast (4.0% ABV) comes in a 70cl glass bottle in standard and £3.99 price-marked versions, alongside a 275ml bottle for inclusion in WKD mixed 10-packs. It will be included in the two-for-£6 offer across all WKD’s 700ml price-marked bottles. The supplier says the launch is well placed to attract spend, with WKD having a sales growth of 33% over the past two years, and berry is the fastest-growing �lavour

within the overall alcohol category. SHS Drinks will support the Berry Blast launch with a social media campaign.

BOOST Drinks has reformulated its Fruit Punch variety to help retailers increase sales within the energy drinks category. The reformulated variety will replace Boost’s existing sugar-free Fruit Punch variety. Like other Boost energy lines, it is available in a 65p price-marked 250ml can in wholesalers nationwide in cases of 24. Boost’s reformulation of Fruit Punch comes as the fruit punch �lavour is growing at 28% annually in the energy drink category, accounting for 28% of unit sales in �lavours, according to IRI research. The supplier is supporting the launch with a marketing

campaign including outdoor, digital and print advertising, trade and consumer PR, social media, sampling and retailer and wholesaler PoS.

Boost reformulates Fruit Punch

£6m in sales value, making it the biggest pocket squash brand in the category and the perfect brand for retailers to drive their impulse squash sales. “Each of the four �lavours provides a different added vitamin combination, which is suited for shoppers

looking for functional drinks to suit their lifestyle, especially considering 32% of consumers have said they would be interested in buying cordials and squashes with added vitamins or minerals.” The supplier recommends displaying Bene�it Drops on clip strips in fridges at the front of stores to encourage impulse purchases. It will support the launch with a social media campaign.

Carabao’s non-HFSS Mango Burst CARABAO has launched a HFSS-compliant Carabao Mango Burst variety. The new �lavour comes as research among energy drinkers by YouGov found that mango is one of the top �ive preferred �lavours. Additionally, 90% of respondents to a blind taste test said they liked the taste of the drink. The supplier has removed aspartame from the new �lavour, as well as substituted synthetic colours and �lavours for natural alternatives, a move it will roll out across its entire range. Mango Burst has 49 calories per can and a lower sugar formula which Carabao says makes it HFSS-

compliant. It is available in a single 330ml can or as part of a 12-pack.

KP Snacks has revealed the details of this year’s iteration of its ongoing partnership with cricket tournament The Hundred. As part of its ‘Everyone in’ campaign, the supplier is launching an on-pack promotion on 1 May across eat-now packs of Popchips, Butterkist, Pom-Bear, Tyrrells, KP Nuts, Hula Hoops, McCoy’s and Skips.

The promotion gives shoppers the chance to win cricket bats and balls as well as sports bundles, gift cards and tickets to The Hundred �inal. Just like last year, logos of the aforementioned brands will feature across the team shirts of eight men’s and women’s teams competing in the tournament.

KP Snacks reteams with The Hundred

PROGRESSION NOT PERFECTION

Helping the convenience channel become more sustainable

Last year, Suntory Beverage & Food GB&I (SBF GB&I) worked with Derbyshire retailer Amit Patel to help him improve the sustainability of his store. Amit himself told his story to a group of convenience retailers and revealed how he had already saved more than £600 a year thanks to the changes he made. With energy costs rising rapidly, the need to save money wherever possible has never been greater. Cutting energy bills is necessary for cashflow as well as the environment. We asked those retailers who heard Amit speak to make their own pledges. First up, we spoke with Coventry retailer Aman Uppal.

“One big thing we have been looking at is refrigeration. We worked out that less than 20% of our alcohol sales happen before 2pm; the majority of our sales are from 5pm onwards. So, we’re not turning on the fridge until 2pm now, for a temporary period, to assess sales. There have been no complaints from customers, there hasn’t been a dip in sales, and it’s massively reducing the amount of energy we use. So it’s good from a sustainability point of view and also our own costs”. However small, we want to hear how you are starting your sustainability journey. Share your ideas with us via @SuntoryBF_GBI on Twitter, and together we can help the channel grow for good.

OPINION

COMING UP IN THE 27 MAY ISSUE OF RN

RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Call Retail Express on 020 7689 3358 for the chance to be featured Do you feel prepared for upcoming high fat, sugar and salt legislation (HFSS)? “ALTHOUGH we are a smaller store, we’ve moved all our HFSS products away from the till. No one knows if the legislation will change to include smaller shops. Many retailers will ignore it, and who is there to police it? The soft drinks sugar tax has not affected sales, so there’s also a question about effectiveness.”

Streamline your store: clever ways to make your product ranges more efficient, and more profitable

Alan Mannings, Shop on the Green, Canterbury

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“OUR demographic is quite price-conscious. Rapid delivery is all about convenience and people don’t care about what they pay. We have partnered on delivery before but found it didn’t work well. You can’t just offer it, you have to market it, too.” Pratik Patel, Jay’s Budgens, Crofton Park, London

“IT’S a threat for sure, but I regret not getting some traction on this during the pandemic when I didn’t develop my delivery service. I feel they are too strong for me to build a delivery arm up from scratch and so I am hoping these companies won’t take too much from me.” Mehmet Guzel, SimplyFresh, Bethnal Green, London

Have rising costs forced you to shop around at other wholesalers? “WE’RE lucky, we have �ive or six cash and carries in the area, so we’re doing what our elders did 25 years ago before orders and deliveries were streamlined through the symbols. Things have changed because of so many issues. It’s a hassle, but we have to shop around.” Bal Singh, Nisa Local Birmingham

“PRICES are rocketing and availability is awful. We go to the same cash and carry every day. We also shop around, but the next place is an hour away and that eats fuel. It’s a daily debate about what we should stock up on so that we don’t lose customer loyalty.” Abada Akhtar, Premier Smeaton Stores, Kirkcaldy

It’s a hassle, but we have to shop around Are you considering switching symbol group?

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Dennis Williams, Premier Broadway, Edinburgh

Who is there to police the restriction?

Pricewatch: see what other retailers are charging for sugar-confectionery bags and boost your own profits

3,451

“WE saw what was coming and removed our confectionery from the tills last year and put magazines in its place. The problem is the support that’s offered by government to implement these changes. It’s easier for larger businesses, but not so for medium-sized. It seems as if it’s left to retailers to police larger problems.”

It’s better to be with one of the bigger guys 09/05/2022 16:33

“WE were a Spar, but we’re reopening as a Budgens in September. Over the past �ive years. our competition has changed from a Co-op to an Aldi and an M&S. Budgens seems to offer the right mix for us with Happy Shopper and Euro Shopper ranges.”

Joe Williams, The Village Shop & Post Of�ice, Hook Norton

“I’M a Premier and I don’t have any plans to change. I can’t fault much with Booker, and changing takes a lot of energy. With price and availability issues at the moment, I feel it’s better to be with one of the bigger guys and the range coming through, such as the Jack’s brand, is good.” Simon Dixon, Premier Lower Darwen, Lancashire

RETAIL

IN ACTION

PAID FEATURE BRAND SPOTLIGHT

17-30 MAY 2022 betterRetailing.com

In partnership with

Why stock KP Nuts?

FOCUS ON:

KP NUTS Nuts are a higher-value purchase within the crisps, snacks and nuts (CSN) category, with consumers willing to spend more, helping to drive spend for retailers. KP SNACKS talks about its KP Nuts range and why it’s a must-stock

In action

KP Snacks leads the category as the number-one brand in nuts and is over four times bigger than the nearest branded competitor1. £85.3m and growing by 6.5%1, the snacking brand delivers across multiple occasions and formats. Nuts have been recognised as an important part of a healthy and sustainable diet, and are excluded from the upcoming HFSS legislation. KP Snacks’ continued innovation in its tasty and natural KP Nuts is meeting more consumer needs through a variety of missions and occasions, while driving retail sales and category growth. Available in a variety of formats and flavours, KP Nuts are perfect for every occasion, whether it’s inhome sharing and pairing, a meal accompaniment or for a quick pickme-up on the move. KP Snacks’ wide selection packs a flavour punch and delivers something for everyone, from KP Nuts Salted or Dry Roasted Nuts, Aromatic Thai Chilli Coated Peanuts, or the newly launched KP Flavour Kravers. The new range is available in Flame Grilled Steak, Smokin’ Paprika, and Fiery Caribbean Jerk Sauce.

Featured products KP Nuts £1 PMP range RRP: £1 PMP Available in: Original Salted, Dry Roasted, Salt & Vinegar, Honey Roast and KP Thai Chilli Coated Peanuts

With HFSS legislation coming into effect from 1 October, create more space for nuts and bring them into the centre of your CSN aisle to drive penetration and frequency.

Maximising visibility is key. Nuts are perfect for mission-based merchandising, secondary locations and seasonal promotional bays, attracting shoppers and driving spend.

To drive sales, consider free-standing display units and counter displays to engage and disrupt shoppers. Remember, shoppers are willing to spend more on nuts.

Nielson IQ, total coverage, value sales, MAT 29.01.2022

Avtar Sidhu, St John’s Budgens, Kenilworth “KP Nuts are an integral part of our primary CSN fixture, and we stock all five £1 varieties. We offer the KP Nuts range as part of our lunchtime meal deals and more recently by the till. This secondary siting now roughly contributes to 50% of sales. This highlights how a considered approach to a secondary siting can add real value. With KP Nuts being HFSS compliant, it creates great opportunities to site KP in high-traffic areas within the store and highlight the many benefits of nuts, including being packed with healthy fats as well as lots of protein.”

KP Flavour Kravers 140g RRP: £2.50 Available in: Flame Grilled Steak, Smokin’ Paprika and Fiery Caribbean Jerk Sauce

NEW

To find out more about KP Nuts and the range available, visit kpsnacks.com/brand/kp-nuts

LETTERS

17-30 MAY 2022 betterRetailing.com

Harj Mickleton Village Stores, Dhasee Gloucestershire

Letters may be edited

Develop young staff members

‘I want someone to have a stern word with Frozen Brothers’ I’D like Retail Express to help me with issues I’ve been experiencing with my Tango Ice Blast machine. I’ve had a lot of issues with my Tango Ice Blast machine ever since I got it in September 2019. These machines are not cheap. I paid £6,000 for my machine on a three-year �inance deal and it’s made

me no money at all. I keep sending email after email to Frozen Brothers. They always reply back to say they’ll come and have a look at the issues. I was told the machine I was given from the start is a demo model. The service record shows they keep trying to sort out the same fault, which

COMMUNITY RETAILER

OF THE WEEK

Bobby Singh, BB Nevison Superstores, Pontefract – @NevisonBB

keeps reoccurring. There are always leaks. I don’t know if they’re not taking this seriously at head of�ice and I’ve sent email after email to the main people there. There’ll be an email every six months and I feel like they’re fobbing me off. I’d understand if I was a rogue retailer who wasn’t

willing to help, but I’ve been cooperative and they don’t play ball. In a nutshell, I want someone to have a stern word with Frozen Brothers. Manni Sidhu, Waterwork Stores, Immingham

Frozen Brothers was unable to respond as Retail Express went to print

COMMUNITY RETAILER

OF THE WEEK

Trudy Davies, Woosnam & Davies News, Powys – @TrudyDavies1964

‘We like to contribute ‘It’s only right we in anyway we can’ contribute’

“LAST month we started a collection point for a local charity called Helping the Homeless following a recommendation from a friend. We’re encouraging customers to donate clothing and important items such as sleeping bags, which have already contributed to aiding the homeless in the local community. Although we’re not doing this for the praise, it’s good to see that customers have reacted so positively to the collection point. It’s a good way of bringing the community together and raising awareness of what is a very serious issue. We like to contribute to the community in any way we can.”

“THE community around my shop is holding many events in celebration of the Queen’s Platinum Jubilee this year. There’ll be street parties with entertainment, such as a choir, and it’s only right that, as a small shop, we get involved and contribute to the celebrations. We’ll be holding a raffle, with winners offered a choice between three different hampers. All the items within the hampers are being donated from the shop. Any money that is made from selling the raffle tickets will be used to buy prizes and gifts for children at the street party. Our previous raffle saw £600 donated to the Ukraine crisis.”

IN our new store, we have quite a young team for the first time. I did think of bringing in an older, more experienced supervisor to look over them, but instead of that, we’ve decided to try to empower the team. I’ve been speaking with retailers Amrit Singh Pahal and Mital Morar, two guys who are trying and testing this idea Each issue, one of seven top and making it work. retailers shares advice to They’re further make your store magnificent along the journey than me, but it’s all about giving the staff direction and pointing out what they’re missing rather than engaging in a blame game. We’ve tried to divvy up the jobs between the four of them and empower them to take over that aspect of the store. One is handling merchandising and another is looking after cleaning and store standards. Instead of long-term seniority, they rotate who’s in charge and then twice a week my store manager from my other site comes in to work with everyone and provide some direction. We’re focused on trying to empower them and make them understand what goes into a good day, what a quiet day is like and what they’re doing in those situations. We incentivise them with a bonus if they achieve an extra £300 a quarter or whatever. I also want them to understand the knock-on effect of their actions in the store. If this job isn’t done or done properly, what does that cause across the rest of the store? We started it about three weeks ago and already the staff members are asking a lot more questions and they’re looking at things a lot more. What I’m looking for now is consistency. If the person in charge of cleaning isn’t in, I need the other three to pick it up and feel that they can take up the baton, not just in terms of just doing that job themselves, but delegating and organising, and making sure that someone is doing it every day – whether it’s them doing it today and another person doing it tomorrow – and that the load is shared and the task is done. Delegation and teamwork is important. Staff hate being only on the till for an eight-hour shift. Some staff members will get the weaker member of staff and just stick them on the till for the whole shift. I want my team to think about sharing that responsibility between the three of them, thinking about things together. Dictating is easy, but you can’t always have someone here to dictate all the time. So, we need the team to think together.

Get in touch

@retailexpress betterRetailing.com facebook.com/betterRetailing alex.yau@newtrade.co.uk 020 7689 3358

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cider

CATEGORY ADVICE CHOCOLATE

17-30 MAY 2022 betterRetailing.com

WHAT DO SHOPPERS WANT FROM CHOCOLATE?

TAMARA BIRCH explores the latest trends in chocolate, as well as launches and must-stocks

the stat

43%

of independents said their single chocolate sales increased during 2021

A CHOCOLATE OVERVIEW THE total confectionery category is worth £5.5bn, representing 2.2% growth over the past two years. Chocolate growth remained stable throughout the pandemic at approximately 1.5% per year since 2020, as reduced singles sales were offset by increased sales of multipacks, sharing pouches and large blocks, according to Nick Reade, sales director at Mars Wrigley. Chocolate is a convenience store staple and is a fastmoving category – and retailers need to stay ahead of the curve to maintain sales. Levi Boorer, trade and shopper marketing director at Ferrero, recommends retailers focus on the core ranges from the top brands. Boorer says: “By carrying a strong core range with multiple formats, retailers can offer their shoppers a variety of products to suit every need. “Ferrero’s diverse range contains a wide range of con-

fectionery options that cover different occasions, from treats to enjoy in between meals to premium boxed chocolates that are perfect for gifts and sharing.” Chocolate is a treat, often given as a gift, too. Boorer says the benefit of a core range, specifically within boxed confectionery, is it never losing its seasonal relevance. “Cash and carries can reduce the number of products losing their seasonal relevance following key peaks, ensuring relevancy at all kinds of gift occasions and celebrations,” Boorer says. Above all, Boorer says chocolate presents an opportunity to encourage customers to treat themselves and loved ones. “We anticipate shoppers wanting to mark major events and product gift opportunities for loved ones with affordable luxuries – such as premium confectionery – to add sparkle and make those occasions even more special,” Boorer adds.

CATEGORY ADVICE CHOCOLATE

the stat

GROWING FORMATS MULTIPACKS, sharing bags and tablets have been growing for quite a few years, but the pandemic accelerated this trend as shoppers looked to share within their households. Merchandising effectively is key to make the most of this ongoing trend. Mars Wrigley’s Reade says: “For bigger pack sizes, such as blocks and boxes, retailers should look to give these formats prominent positions in the aisle. “With 45% of confectionery products picked up from main fixtures, it’s important retailers make these fixtures more visual through the use of PoS where possible.” Reade says the use of PoS can play a significant role in increasing spend, alongside

placing products at eye level, which has been shown to boost sales by up to 20%. Despite this shift towards larger formats, Susan Nash, trade communications manager at Mondelez International, says single-format chocolate sales have risen for a lot of retailers. “In a recent survey, we asked independent retailers how their singles sales changed during 2021, and 43% said they’d increased,” Nash says. “Single chocolate bars remain crucial to a retailer’s range to help them meet the demands of impulse shoppers looking for treats on the go during the day.” Reade also reports a similar trend with chocolate singles growing 7.2% year on year.

£5.5bn Value of the total confectionery category

“This speaks to not only the on-thego consumption habits postwe are seeing return post pandemic restrictions, but also those treat-yourself mini moments where consumers are picking up smaller pack sizes to have as a snack,” adds Reade. “We find single and kingsize bars, as well as bitesize treat bags, are the best formats for sale in convenience as they best fulfil the graband-go shopper mission.” Stocking limited-edition lines, such as Nestlé Confectionery’s Yorkie Orange, can encourage customers to the fixture, boosting sales. Retailers can further increase impulse sales by dual-siting single chocolate bars.

CHANGING DIETS “CUSTOMERS are looking for more functionality with their sweet treats. Protein chocolate bars are gaining popularity and the lifestyle protein bar market has the potential to grow with 75% or consumers proritising high-protein/low-sugar snacks,” says Reade. Mars Wrigley offers a range of protein chocolate bars, including Mars and Snickers Protein and Snickers Peanut Butter Protein. Mondelez,

meanwhile, has its Cadbury Boost+ Protein bar. With calories now required on restaurant menus, some will automatically look at the calories in their everyday purchases, such as chocolate – but some are monitoring their protein content and will look at this, too, so it’s worth checking the nutritional information and using this to attract customers to your protein chocolate range. This can be found on the label

on any protein bar. More shoppers than ever before are becoming vegan, and suppliers are quickly adapting to cater for this change in demand. Nash says: “There is an increasing consumer appetite for varied snacking options and plant-based alternatives have never been more apparent. “In fact, Veganuary exceeded last year’s total sign-ups of 580,000 people, with more than 600,000 consumers having at-

tempted to follow a plant-based diet this year.” Last year, Mondelez launched its Cadbury Plant Bar, which replaced milk with almond paste and rice extract. According to Nash, this provides a similar taste and texture to milk ingredients while offering a hint of nuts. Cadbury Plant Bar is available in two flavours: Smooth Chocolate and Smooth Chocolate with Salted Caramel pieces.

17-30 MAY 2022 betterRetailing.com

CATEGORY ADVICE CHOCOLATE

17-30 MAY 2022 betterRetailing.com

NIGHTS IN NIGHTS in have continued to thrive following the easing of restrictions – a trend and demand Ferrero expects to continue. “Over the past two years, increased treats at home and the growth of the big night in has had consumers turn to products that enable them to celebrate moments together

all year round and to gift those who they may not have been able to see,” says Ferrero’s Levi Boorer. Retailers can encourage trade up, according to Boorer, by focusing on nights in as shoppers tend to spend more when buying for others and for celebrations. He says: “Premium boxed chocolate has

proven to be one of the most resilient sectors in confectionery throughout the pandemic, reflected in our Ferrero boxes range, which is in 20% yearon- year growth.” Retailers can also drive linked purchases of sharing bags, drinks, and crisps and snacks by siting them together or nearby.

If space is limited, however, try designing some handmade signs and placing them on the fixtures with quotes, such as ‘have you seen our crisps range?’ or ‘do you need a drink with that?’. This will help customers think about what else they might need for their night in, helping to drive sales.

NEW products

Cadbury Mint sharing bar Retailers can now stock Cadbury Mint in a sharing bar format from Booker. These are available in a case size of 17 with a case price of £22.65+VAT. The RRP is £2 per bar and offers a POR of 20.1% when sold at Booker’s RRP. Cadbury Dairy Milk 360g commemorative pack Mondelez has announced a limited-edition package makeover for its Cadbury Dairy Milk 360g and Cadbury Roses 432g in celebration of the Queen’s Jubilee. The Roses tin will be emblazoned with a crown image, while the Dairy Milk design will showcase the Platinum Jubilee’s official emblem.

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Nick Reade, sales director, Mars Wrigley “SINCE 2020, we have seen more diversity within the chocolate category where shopper missions are very much driven by occasion. There has been a shift toward health and wellness and functionality, while at the same time consumers are still looking for those indulgent products that offer flavour variety for the ‘indulge and unwind’ occasions “As consumers continue to choose chocolate for those ‘treat yourself’ moments, the UK chocolate market is worth £4.2bn and has a 75% share of the total UK confectionery market. In addition, seven out of the top 10 confectionery brands in the UK are chocolate ones. Within that, the bars segment is the second largest, generating £827m in sales and accounting for 15% of UK confectionery sales.”

Smarties White Smarties White will be available from June in a 38g hexatube (RRP 70g) with a 100g sharing bag (RRP £1) launching later this year. The tube will be fully recyclable, similar to its milk chocolate counterpart, following Nestle Confectionery’s decision last year to move the Smarties packaging to paper, the first global confectionery brand to do so. KitKat Bites KitKat Bites are available in 90g sharing bags from Booker with an RRP of £1.59. Booker retailers can also stock a Chocolate Caramel flavour. Nestlé Confectionery has also added KitKat four-finger Orange and two-finger White to its range. KitKat White is available in multipacks of nine (RRP £1.99) and contain 106 calories per bar. Thorntons Pearls Thorntons Pearls is available in two flavours, Hazelnut Delight and Salted Caramel Sensation. The two flavours have an RRP of £4.50 and aim to help retailers capitalise on the demand for premium chocolate. Salted Caramel Sensation contains a gooey caramel filling with a hint of sea salt, while Hazelnut Delight has a praline filling enriched with roasted hazelnut. Mars Wrigley Bitesize Treat Bags Typically known for seasonal holidays, such as Halloween, Mars Wrigley’s range of Bitesize Treat Bags can help boost chocolate sales all year round. Retailers can stock Snickers, Twix, Mars, M&M’s and Maltesers in the supplier’s bitesize format.

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CATEGORY ADVICE CHOCOLATE

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THE DEMAND FOR VARIETY FLAVOUR, taste and variety are the three pillars to succeeding in chocolate. Make sure your range includes some different flavours and a variety of formats. Consider having a taste test of some lines in case customers ask, especially for new lines. In recent years, suppliers have noticed a shift towards

top tips

Have variety Flavours and types are driving the chocolate category right now, with a key demand for orange and mintflavoured products. Stock a variety of flavours, including a nuts option, to cater for a wider customer base.

dark chocolate as consumers look to make healthier choices. Dark chocolate will typically attract an older customer base – however, Mars Wrigley’s Nick Reade says white chocolate is key to attracting a younger audience. “White chocolate appeals to a younger shopper and whitechocolate shoppers tend to

spend more,” he explains. “This helps to not only recruit new consumers to the category, but also drive chocolate sales value and volume.” Aside from white chocolate, orange and mint have become

increasingly popular in the past few years. Retailers can now stock a multitude of brands in these flavours, including Cadbury Orange Buttons, Cadbury Mint Buttons and sharing bar, Yorkie Orange and Malteser Orange Buttons.

TIME FOR SOME SWEET & FRUITY REFRESHMENTS

Cater to different health missions There are many different health diets customers will try, so try and offer these where possible. Some are counting calories while others are choosing higher-protein lines. Offer a protein bar or two within your chocolate range to attract health-conscious customers. Dark chocolate has a higher cocoa count and tends to have less sugar. Don’t remove on-the-go On-the-go single sales declined during the pandemic, but they are making a comeback as shoppers adjust to new hybrid working models and return to commuting. Shoppers will more inclined to pick up a single bar on the way to work over a multipack or sharing bag – and price will be less of a motivator for these kinds of missions.

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Samm Orgar, Orpins Store & Post Office, Ashford, Kent “WE don’t sell as much chocolate as we used to. People are being more careful about what they eat and now they’ve got the calorie content on some of the bars, which is putting people off. We provide a wide range of chocolate and we sold all our Easter eggs this year. “The bestselling brands are generally the same as always. We sell lots of established favourites, such as KitKat. The four-pack of that sells well when it’s on promotion. We used to get a big premium chocolate range, including Belgian chocolate, from specialist suppliers, but we’ve cut back because there’s a lack of demand for it now. It was older customers generally who were buying it. Now we just get stock from Costcutter. “We stock both price-marked and non-price-marked products. It really depends on what we can get hold of because supply has been awful in the past couple of years.”

THE GENTLE REFRESHMENT OF TIC TAC

CATEGORY ADVICE EPOS

CONSIDER THE EPOSSIBILITIES CHARLES WHITTING explores what retailers should expect and ask for in their EPoS systems

WHAT TO LOOK FOR IN AN EPOS SYSTEM A STRONG EPoS system is an essential part of any retailer’s business operations, allowing them to understand what is selling and when, and to then order more stock accordingly. As a tool for getting to know what your customers want and making sure you’ve got plenty of it, it can be unbeatable, providing a system is chosen that is suited to your business, and the people monitoring it know how best to get the information required out effectively. What should retailers expect from their EPoS systems?

Look for products that are up to date, but also have the capacity to adapt. “A good EPoS system should add real and measurable benefits to a convenience store. It should simplify regular tasks and provide insights to retailers to assist them in maximising their profits in store,” says James Widdowson, group sales and marketing director at Point Four EPoS. “The basics are barcode scanning, stock control, assisted ordering, supplier information imports and so on. But with many dif-

ferent options or solutions available, it can be hard for retailers to know which solution to choose, but retailers should select an EPoS system that can grow with them as a business. “Having to change to a different EPoS supplier or system down the line is always difficult, for the business owner and their staff, so always make sure the company behind the EPoS system is progressive, find out what new features have they released in the past 12 months and was there a charge for these?”

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NEW TECHNOLOGY A TECHNOLOGY that is already commonplace in the grocery sector, but is growing all the time, is Scan & Go, or self-service checkouts. These systems reduce the face-to-face interaction between staff members and customers at the till, which can reduce queues and therefore increase sales. Mainetti, a provider of radio-frequency-identification retail solutions, recently announced a partnership with Scan & Go technology provider MishiPay to create a ‘frictionless’ shopping experience whereby customers can use their smartphone for their shopping journey.

“In-store shoppers, using their own phones, can scan existing barcodes on products to access additional product information and add items to their baskets. “Price and promotion information is available in realtime, enabling the shopper to keep a track of their spending and savings. “By enabling shoppers to eliminate time wasted waiting in line, we will help our clients deliver the in-store experiences shoppers want. We’re providing a solution that improves customer service and grows profits,” says Alan Tamny, Mainetti’s global general man-

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ager for intelligent solutions. Before they look at introducing self-service checkouts, however, retailers should ask whether their customers want these new systems or if staff interaction is an important part of their shopping experience. The world was already moving towards a cashless society before the pandemic, but Covid-19 increased the use of cards over cash enormously. While cash payments are rising again as people start going about their lives as they did before the pandemic, the decline of cash in favour of card has still taken a considerable step.

EASE OF USE HAVING the best system in the world is only helpful if you’re actually able to use it and get the most out of it. Simplicity and ease of use should be key attributes retailers should be looking for in their EPoS systems, whether it’s allowing staff members to deal with shoppers’ purchases smoothly and efficiently, or enabling you to order new stock. “Now more than ever, your

tills have to be as simple as possible, down to the buttons on the till itself,” says Colin Manning, from Cantillon Group in Cork, who currently uses Station Master. “Otherwise the guy on the till will need more training and if the manager isn’t there, then mistakes will happen. “It’s the same with the reports and ordering systems. It needs to be as easy as possible

“While the data showed that cash payments have increased vastly, only 27% of those we asked said their cash payments have increased post-pandemic, which shows that consumers are still perhaps wary of using cash or not aware that cash is being accepted again,” says James Harris, MD at Volumatic. “This is perhaps due to cash not being promoted widely by some businesses – while all our attendees told us they still accepted cash, only 38% actively promote cash payments, while 81% promote card payments, which is surprising, considering the rising fees imposed by card issuers.”

James Widdowson, group sales and marketing director, Point Four EPoS “THE best EPoS systems will provide an assisted or suggested ordering function. For example, at Point Four, in just a few seconds, we can provide a suggested order for thousands of products taking into account the basics like past sales, current stock levels and stock on order, but also analysing promotional and seasonal trends, along with the specific days they are ordering for and the lead time of the suppliers. Calculations that would take a retailer a day if they were to do it manually. “Like with most things in life, you only get out what you put in. So, staff training is key to ensure retailers and their staff know not only how to use the system, but also the benefits and reasons for using the system in a certain way. Sometimes, installing a new system will challenge a particular process or method of working, and when you ask why they are doing it that way, the answer generally is ‘I don’t know, but we have always done it this way’. Ongoing training is also beneficial, so plan regular training sessions to ensure staff keep up to date with the latest functions in the system.”

for everyone. No one wants to spend time looking for a report. If you have a bookmark on your dashboard featuring your top 10 products, that helps with the ordering. Anything we need, we look at the top 10 in the report.”

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Ashton Gardner, Londis Westacre Service Station, Salisbury, Wiltshire “FIRST and foremost, good stock management is the most important thing you want from a back-office system. You won’t be pushing sales or getting the most out of the store otherwise. It’s important to find a system that moves with the times because we are pushing forward so fast. “We’ve been with TLM Prism for a long time and we’ve just got a new system. They’re constantly adding new features and giving us updates. The new system is fantastic for stock management and feeling like you’re in your shop and maximising everything. You can see all your sales reports, but you don’t have the same powers for the nitty gritty – like finding an old invoice – that you did in the old system. “You could do your whole accounting through the old Prism system. The new one is a single-shop stock management back office, which it is good at, but we like to dive deeper than that. We want to be able to pull up the report and find out what’s there. “TLM has tills that are cashier-operated, but you can then switch it to self-scan if the staff are busy. That’s what we’ll be looking at with our next redevelopment.”

CATEGORY ADVICE BOTTLED WATER

DON’T KEEP SALES BOTTLED UP JASPER HART looks at how brands, pack formats and sustainability are influencing bottled water sales

WHAT WATER DRINKERS WANT BOTTLED water could be set for a big year after taking a hit due to the pandemic. With people confined to their homes, they often turned to their taps for their hydration, preferring to spend on soft drinks and alcohol. Now that restrictions have lifted, a renewed health focus has put water in retail under the spotlight. “In soft drinks, low-sugar options continue to grow ahead of full-sugar varieties and drinks with added benefits, such as vitamins, are a grow-

ing trend,” says Clare Denham, customer category director at Danone UK and Ireland. “People are also consuming more water than ever before, with 17% growth in consumption year on year. “Bottled water has recovered since the pandemic and is now the fastest-growing soft drinks segment. “From studies, we know drinking more water is the number-one way shoppers want to support their health, with 44% of people saying they are

aiming to drink more water.” For Vas Vekaria, of Kegs ’n’ Blades in Bolton, bottled water – including flavoured varieties, with the exception of sparkling – accounts for just under half of his overall soft drinks sales. “We do 500ml, 750ml, 1l, 1.5l and 2l bottles, and I’ve got the full range of Volvic Touch of Fruit,” he says. “It’s good for kids who aren’t allowed fizzy drinks at school, their parents pick them up for their lunchboxes because they’re sugar-free.”

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BIG BRANDS CERTAIN brands lead the way in bottled water. Volvic and Evian are key brands for still water, with the former’s Touch of Fruit brand the number-one flavoured water brand in the market. “The [Volvic Touch of Fruit] Sugar Free range has grown in value sales by 36% over 2021, appealing to those who are watching their sugar intake,” says Gemma Morgan, category marketing director at Danone. Meanwhile, Coca-Cola Eu-

ropacific Partner’s (CCEP) Glacéau Smartwater has experienced strong recent growth. “Glacéau Smartwater is one of the top five water brands, worth more than £25m,” says Amy Burgess, senior trade communications manager at CCEP. “It also became the fastest-growing top 10 bottled water brand over the 12 weeks to 1 January 2022, up 110.7% in value.” However, stock shortages have seen retailers scramble for alternatives, and with wa-

ter something the vast majority of shoppers can consume safely at home, some stores have found they aren’t too discerning. “I don’t do Evian anymore because it went out of stock ages ago and I’ve not got it back in since,” says Kesser Mahmood, of Da Shop in Stockport, Cheshire. “I just gave the space to more Volvic and it sells really well.” Similarly, Vekaria turned to Ice Valley when he was unable to get Volvic. “I got Ice

THE RELATION OF BRANDS AND SIZES VEKARIA’S Ice Valley revelation points to a key aspect of waterbuying shoppers’ behaviour: the relation of size to value. As impulse-led sales make up the vast majority of bottled water sales, customers are willing to pay a slight premium for a 500ml or 750ml bottle of an established brand with plenty of advertising muscle behind it (think Evian’s annual Wimbledon blitz).

However, if you have the space, larger formats of cheaper brands and even ownlabel formats can also sell well. While the majority of his sales are chilled 500ml singles, Shakeel Arshad, of Spar Sauchie in Alloa, Clackmannanshire, sells 5l bottles of Spar’s Silverbook Falls water. “With health becoming a massive topic for people watching what they’re eating and trying to go sugar-

free, we’ve had growth in the sector year on year for the past five years.” When weighing up a water range, retailers should look to strike a balance between big brands, which can drive healthy post-pandemic sales and the less wellknown but more valueheavy larger formats driving take-home spend.

Valley bottles in at 99p for 2l which has basically killed big Volvic and Evian bottles in my store,” he says. “They all used to have two facings, now Evian and Volvic only have one. I don’t think people are bothered about the brand, they just want a bottle of water, especially when it’s a big one.”

SUSTAINABILITY AND RECYCLING WATER is not immune to the sustainability bug spreading across food and drink categories. “Recent research showed 61% of consumers are making more environmentally friendly, sustainable or ethical purchases, with 89% likely to continue post-pandemic,” says CCEP’s Burgess. “Glacéau Smartwater bottles have been made from 100% 100 recycled plastic (rPET) since 2019 (excluding caps and labels) and this messaging features heavily on-pack and in consumer marketing

campaigns helping to drive sales for retailers.” Meanwhile, Evian Sparkling (the brand’s first carbonated water launch) launched in a 33cl aluminium can and a 100% rPET bottle, while Buxton finalised making its entire range 100% rPET last year. With net zero and Scotland’s upcoming Deposit Return Scheme both hot-button issues, highlighting products with these attributes more prominently can help attract more environmentally concerned shoppers.

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ADVICE

SUMMER PLANS The RETAIL EXPRESS team finds out what retailers are expecting and planning for this summer

What are retailers expecting this summer and what plans have they got in place? – Sarandeep Nagi, Sam’s Mini Market, Halifax, West Yorkshire

Himansu Patel, Londis Parkhouse Road, Shipton Bellinger, Hampshire

“IT’S about getting stocked up with soft drinks, food and alcohol. Last year we had issues getting stock when we needed it, so we’re preparing now to make sure it doesn’t happen this year. “We’ve tried to get hold of our bestsellers when we can – energy drinks and beers like Budweiser – to see off the inconvenience that could come with stock shortages. We went to the Booker trade show last month and there were lots of good deals there, so we stocked up as much as we could. Luckily, we have space in our store to stock up. “I advise retailers to get stock in while you can rather than waiting for the summer. Focus on soft drinks, energy drinks and alcohol. For alcohol, it’s small cases of beer and cider, which people move to when the weather warms up. There aren’t many big sporting events this summer, but we’re looking forward to the FIFA World Cup at the end of the year.”

Gunel Zaidova, One Stop Town End, Sheffield

“IN previous years it has been quieter in the summer because people go on holiday and they travel. During the pandemic, though, people travelled less, and they stayed at home and bought alcohol. So we saw a difference and we were busier. This year, though, it’s hard to say. People are going to start travelling again now, so if that happens it will be quiet until September. “But I’ve already preordered lots of alcohol and soft drinks just to be on the safe side because they’re normally more in demand during the summer months. I can still sell them through the winter if summer is quiet this year. “You can’t predict anything these days. There might be another lockdown. If that happens, we might get a lot of demand for certain products and if we’ve waited too long to order them we might not be able to get it. I’m stocking up now because One Stop has lots of offers and deals.”

Sarj Patel, Pasture Lane Stores, Sutton Bonington, Nottinghamshire

“WE’LL be very dependent on the weather this summer, as usual. We’re already doing deals on barbecue equipment, drinks, ice cream and beer. People are passing through, and noting it for later. They don’t want to go to big supermarkets or spend money on petrol driving to other stores. They’ll come to their local store. “We’ve also started selling compost, plants and Gro-Bags, which have really caught on through word of mouth. People are coming in regularly for it now. Once people know they can get it from us instead of going to B&Q, that’s a big plus. “We also allow customers to take drinks and then bring back what they don’t drink. If they buy three bottles of wine for a party, but only drink two, they can bring one back, as long as it’s unopened, and just pay us for what they’ve drunk. It’s a good way to do something different and beat the multiples.”

In the next issue, the Retail Express team finds out how retailers are looking after the welfare of their staff. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk

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