THIS had the pleasure travelling to Florence for few days couldn’t help but the country’s convenience stores trip. visit included independent retailers permarket Carrefour and Express format. not too what we’re here, bare indicated widespread availability isHowever, it was independent retailers their initiative overcome the problem differentiate The Italians coffee as social often friends or family chat over an and one store visited their the store was fully kitted serve barista-style was and effective attract customersconvenience its Like worth thinkwhat you can duce your overcome issues. Many of already have but can services as well, sandwich confectionery unique vaping can’t nish mentioning the Queen Elizabeth news broke from Italy London, Italian and passengers on This global impact during her reign, demonstrated many of you to her in betterRetailing.comfacebook.com/betterRetailing Queen Elizabeth II honoured by independent retailers The five biggest stories this fortnight 01 02 03 04 05 DRS lawsuit Lotto delivery sales Exclusive products are taking action against administratorreturn Circularity(CSL), its cost toScottish handlingletter not cover retailers’ Pete retailers cial burden reverse machines means recovering with overindependent tailersfor prodhomedelivery. Last National could becontractselling productsforhome with some to service, wasExpressdelivery jorsupermarkets. INDEPENDENTaccess products newonline from Express’s betterRetailing.com.sister �ield with supermarkets offers exclusive products, Halloween Cup boxes, andcollectableplatform enables tailers to sizes, with margins and delivered their Acting editor @AlexYau_3358 Megan @MeganHumphreyHumphrey Editor @LouiseBanham Senior features @PriyankaJethwa_Jethwa7689 Features @CharlieWhittin1Whitting7689 Deputy insighteditor Tamara@TamaraBirchNT RyanRobin HeadDesigner Production Charlotte Accountmanager oursay actingYau,editor Overcome availability issues by offering something unique CO shortage OF YOU ALREADY HAVE UNIQUE SERVICES SUPPLIES convenience could be another carbon (CO₂).Industries energy plant acCO₂production.company explained that by ammoCO₂ production date @JasperAHHartHart INDEPENDENTretailerstheirrespectsQueenElizabethlowingonSep-byreducingingdayofher Welsh Davies, WoosnamLlanidloes, pulled September.shutters our opened the morning 11am startalso chose up posters winfeaturing quotes Queen’s the Jubilee. decided to hang posters windows as respect to see. Customers feeling about the the decidedQueen,”otherto in way. Samantha Coldbeck, Hull, could the wholesale system is so right now close deliveryonanother If we continueddid,effect.trading,respectmonarchyone-minute For betterRetailing.comtheElizabeth’ News @NoemiDistefano_Distefano07597 the full betterRetailing.comstory,‘Camelot’ com/marketplacewww.betterRetailing. P2 QUEEN ELIZABETH II 1926-2022 Retailers pay tribute to monarch following death 20 SEPTEMBER-3 OCTOBER 2022 - STRICTLY FOR TRADEUSERSONLY STORE COSTS P4 BACK PAGE Tips on how you can maintain your newspaper sales as cover prices increase Retailers planannouncedgovernment’scriticisenewly-supportforenergybills P24 WORLD CUP How the upcoming football tournament can help boost sales in your store NEWSTRADE P3 • Subpostmasters reach breaking point and demand renegotiation with Post Office over ‘inadequate’ new payment terms ‘ALL FAIRWANTWEISPAY’
RETAILERS are taking legal action against deposit return scheme (DRS) administrator Circularity Scotland Limited (CSL), claiming its cost will lead to the closure of thousands of businesses.
INDEPENDENTretailershavepaidtheirrespectstoQueenElizabethII,fol-lowingherdeathon8Sep-tember,byreducingopen-inghoursonthedayofherfuneral.
INDEPENDENT retailers can access exclusive products through a new online service from Retail Express’s sister website, betterRetailing.com.
Camelot said it was working with some retailers to facilitate this service, but that it was not approved across its estate.
CAMELOT is working with multiples over independent retailers for sales of lottery products through home delivery.
Like the store, it’s worth thinking about what you can introduce in your store to overcome availability issues.
the store. “The wholesale delivery system is so fragile right now that we can’t close and get a delivery on another day. If we did, it would have a knock-on effect. We had continued trading, but paid respect to the monarchy by having a one-minute silence at 11am,” she said.
41,206 Audit Bureau of Circulations July 2021 to June 2022 average net circulation per issue Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler. Published by: Newtrade Media Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600 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. Subscribe online at overseasprint/retail-express.newtrade.co.uk/our-products/1yearsubscription:UK£65;(EU)£75;overseas(non-EU)£85 Retail Express’ publisher, Newtrade Media, cares about the environment. For the full story, go to betterRetailing.com and search ‘Queen Elizabeth’ News reporter Noemi 07597@NoemiDistefano_Distefano588955 For the full story, go to andbetterRetailing.comForandbetterRetailing.comsearch‘Camelot’thefullstory,gotosearch‘softdrinks’ For the full story, go to andbetterRetailing.comsearch‘DRS’ say Go to com/marketplacewww.betterRetailing.
action letter to CSL claiming handling fees will not cover retailers’ costs.
The platform enables retailers to buy products in small case sizes, with average margins of 30%, and have them delivered direct to their store.
My visit included independent retailers alongside supermarket chain Carrefour and its smaller Express format. In scenes not too dissimilar to what we’re experiencing here, bare shelves indicated widespread availability issues. However, it was the independent retailers who used their initiative to overcome the problem and differentiate themselves.TheItalians treat coffee as a social occasion, often meeting friends or family for a quick chat over an espresso, and one family-run store I visited used this to their advantage.Attheentrance of the store was a coffee bar, fully kitted out to serve barista-style coffee. It was an impressive and effective way to attract customers to the store when its convenience offer wasn’t at its best.
Retail Express found scratchcards were available for home delivery across major supermarkets.
THIS month, I had the pleasure of travelling to Florence in Italy for a few days and I couldn’t help but see some of the country’s convenience stores during my trip.
I can’t finish without mentioning the passing of Queen Elizabeth II. The news broke as my plane from Italy landed back in London, with all the Italian and English passengers commenting on it. This highlights the global impact she had during her 70-year reign, demonstrated by many of you paying tribute to her in your stores.
Welsh retailer Trudy Davies, of Woosnam & Davies News in Llanidloes, Powys, pulled
Last month, the National Lottery operator said retailers could be in breach of contract if they were found to be selling products for home delivery.
Many of you will already have fresh coffee, but it can be other services as well, such as a sandwich bar, specialist confectionery or a unique vaping range.
Chief executive Pete Cheema said retailers face the “�inancial burden to set up reverse vending machines with no means of properly recovering this cost through the scheme”.
05 DRS lawsuit
The service aims to level the playing �ield with rival supermarkets and offers a range of exclusive products,
“I decided to hang up some posters on the windows as a mark of respect for people to see. Customers are feeling very down about the passing of the Queen,” she added. However, other retailers decided to pay tribute in a different way. Samantha Coldbeck, owner of Wharfedale Premier in Hull, said she could not afford to close
down her shutters at 11am on 19 September. “To show our respects, we opened the store for a few hours in the morning and closed at 11am for the start of the funeral,” sheDaviessaid. also chose to putup posters on her shop windows featuring quotes from the Queen’s speech over the Platinum Jubilee.
Acting editor Alex 020@AlexYau_Yau76893358 Editor – news Megan 020@MeganHumphreyHumphrey76893357 Editor in chief Louise @LouiseBanhamBanham Senior features writer Priyanka 020@PriyankaJethwa_Jethwa76893355 Features editor Charles 020@CharlieWhittin1Whitting76893350 Deputy insight & advertorial editor Tamara 020@TamaraBirchNTBirch76893361 Production editor Ryan Cooper 020 7689 3354 Sub editor Jim 020Findlay76893373 Sub editor Robin Jarossi Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380 Junior Designer Lauren Jackson Production coordinator Chris Gardner 020 7689 3368 Head of marketing Kate Daw 020 7689 3363 Senior directoraccount Charlotte Jesson 020 7689 3389 Head of commercial Natalie Reeve 020 7689 3372 Business delivery manager Ifzal Afzal 020 7689 3382 Account manager Marie Dickens 020 7689 3366 Senior Account managers Barry Lavis 020 7689 3372 Lindsay Hudson 020 7689 3366 accountantManagement Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3388 Head of digital Luthfa Begum 07909 254 949 sayour Alex actingYau,editor Overcome availability issues by offering something unique CO 2 shortage MANY OF YOU ALREADY HAVE UNIQUE SERVICES SUPPLIES of soft drinks and beer into convenience stores could be affected by another shortage of carbon dioxide (CO₂). Supplier CF Industries said last month it would have to halt production at its plant in Teesside due to rising energy costs. The plant accounts for a third of the UK’s CO₂Theproduction.company explained that by shutting the ammonia plant, CO₂ production will be halted. The start date of the temporary closure has yet to be determined. Features writer Jasper Hart 020 7689 @JasperAHHart3384
Lotto delivery sales Exclusive products
The Scottish Grocers’ Federation (SGF) issued a pre-
such as seasonal Halloween and World Cup boxes, drinks and collectable toys.
Queen Elizabeth II honoured by independent retailers
NOEMI DISTEFANO
facebook.com/betterRetailingbetterRetailing.com@retailexpress
The five biggest stories this fortnight 01 02 03 04
In response to the accusations, a PO spokesperson said: “As you would expect, at an operational level, there is regular dialogue with the NFSP involving a number of senior members of PO staff. There is also regular engagement with our group chief retail of�icer, and Nick Read spoke to Calum last week.”
In a recent survey conducted by the trade body, 70% of NFSP members
“inaccurate”.Headded: “While there was a dialogue between PO and the NFSP which helped increase the remuneration offer from what was initially an incredibly low amount, PO have now walked away from any further discissions.”
Bar has halted all promotions of its Tropical Skittles Blast pod, ahead of its launch into the UK market. This was due to possible copyright issues. The company said it would review its procedures and added that the name change process will take up to three weeks.
For the full story, go to betterRetailing.com and search ‘One SMOKING:Stop’
“PO is giving us pence and all we want is fair pay. I’m fortunate that I’m in a position where I can subsidise my PO with my retail business, but there are lots
Retailers are advised to make the most of their instore vaping range as the use of e-cigarettes has hit its highest level. Research by YouGov shows that e-cigarette consumption in the UK has risen by 8.3% annually. It also found that 57% of vapers are ex-smokers, 65% use a refillable tank system e-cigarette as a main device and 48% of those aged 18-24-yearsold use disposable vapes.
revealed the income generated by branches was less than the £9.50 National Minimum Wage. In his speech, Read said the PO was consulting with the NFSP on remuneration updates, but Greenhow claimed this was
They added: “We announced a signi�icant package of onthecontinueretailingastoaspayoutthepositspaymentsdoublingimprovements,remunerationincludingaofthetransactionforbankingde-andthedoublingofpaymentforprocessingtransactions,aswellalumpsumtogetmoneypostmastersasquicklypossible.“Thisisaverychalleng-timeacrossthewholesector,andwewilltoconsultwithNFSPandpostmastersimprovementstore-
New remunerationOfficeblasted
20 SEPTEMBER-3 OCTOBER 2022
of branches in rural areas who aren’t in the same position. I know lots of subpostmasters who have had to close down.”
ALEX YAU
Sasi Patel, multi-site retailer, Manchester
HOME DELIVERY: One Stop has partnered with technology specialist Deliverect to improve home delivery services in its stores. Retailers will be given a device to manage multiple delivery services. One Stop said the integration of the technology will allow for a more efficient and simplified process.
Julie Duhra, Jule’s Convenience Store, Telford, Shropshire
story, go to betterRetailing.com and search PRODUCTS:‘availability’Geek
WHOLESALE:WEEKBADWEEKGOODOngoing
For the full story, go to betterRetailing.com and search ‘Geek Bar’ have equipped our store with dimmer switches and LED lights, but I am not sure these measures will be enough this winter. We have looked at solar panels, but getting planning permission is difficult. We are monitoring staff hours as well. For instance, if one day is less busy and a colleague can leave 30 minutes before, we would allow them to finish earlier.”
Last month, PO chief executive Nick Read announced several increases to the remuneration subpostmasters receive. This included doubling the transaction payment received per banking deposit; a fee of £100 for every cash withdrawal of £500 or more; payment for balance enquiries and failed transactions; an acceptance payment for click and drop letters; the doubling of the payment postmasters receive for all payout transactions; and a oneoff lump sum worth 7% of mails and travels remuneration based on �ive months of trading already this �inancial year to mitigate the impact caused by the costof-livingHowever,crisis.the terms were criticised by the National Federation of SubPostmasters (NFSP). The trade body’s chief executive, Calum Greenhow, told Retail Express: “The offer does not come close to what is needed, and demonstrates a lack of understanding and desire to address the real dif�iculties postmasters are experiencing today.”
03betterRetailing.comfacebook.com/betterRetailing@retailexpress 020alex.yau@newtrade.co.uk76893358
Post
Trudy
“Initially we considered replacing the fridges in our store to cut costs. However, we are now looking at a different alternative, which is chiller doors. The idea is to find a solution that works for us and share it with other stores. The prime minister’s announcement of energy bills capped at £2,500 from October was partly good news. The cap could have been at a lower amount, but we will have to cope with it.”
asked not to be named, called the remuneration terms “inadequate”. Mike Mitchelson, of Brampton Post Of�ice in Cumbria, added: “Subpostmasters should be paid a proper package.“The terms are never good enough when you consider the way the PO salary works. I operate a successful shop, but it’s not right that myself or other subpostmasters should use this to subsidise the costs of the PO.”
Paul Patel, of Dibden Purlieu News in Hampshire, claimed the increases don’t re�lect the level of increasing costs subpostmasters face. He told Retail Express: “It’s disappointing that postmasters get no recognition and we’re at the bottom of the food chain, despite supporting our communities during what has been an extremely dif�icult couple of years.
availability issues are affecting the in-store promotions on offer in symbol group shops, leading to an increased number of customer complaints, retailers have claimed. A number of retailers told Retail Express they were unable to fulfil certain deals in promotional cycles in recent
“We are trying to increase the margins on non-pricemarked products by 5p to 10p across the board. By trying to squeeze a slightly higher margin on our products, we can increase the store gross margin. As for fridges, we are considering running them for a reduced amount of time in the colder months. Cost efficiency in staff recruitment is also important. We try to balance a mix of over-18 and under-18.”
Patel also questioned the effectiveness of the cash withdrawal fee, and added: “We get additional payments, but we only know one customer who withdraws £500. A number of banks have also reduced the amount of cash their customers can withdraw in oneOnetransaction.”subpostmaster, who
Trudy Davies, Woosnam & Davies News, Llanidloes
Davies
yourselfexpress the heardyourcanwherecolumnyoumakevoice Do you have an issue to discuss with other retailers? Call 020 7689 3358 or email alex.yau@newtrade.co.uk What measures have you put in place to cut costs this winter? “Over the years we
muneration. We have been lobbying the government to provide further help for postmasters’ businesses, notably a cap on energy prices and further relief on business rates.”
SUBPOSTMASTERS are demanding fairer pay from the Post Of�ice (PO), as the �irm reportedly rejected calls for renegotiation of new remuneration terms.
Forweeks.thefull
ceive “equivalent” support, it would only be guaranteed for sixInmonths.theannouncement of the support, Truss made no mention of independent retailers, leading to criticism from retailers, who claimed “so many questions have been left unanswered”.Samantha Coldbeck, of Wharfedale Premier in Hull, told Retail Express: “We still don’t know how much our
PML retail support
NEWS04
es and warm weather, the �igures showed a reduction in Susanvolume.Barratt, chief executive of insight company IGD, said: “August has been dominated by increasing in�lation, with talks of this going even higher. People are reacting.”
ALEX YAU
in his local area to help drive sales of Iqos and Heets.
RETAILERS have criticised the government for failing to provide clarity on how its long-term energy support plan will help businesses.
contracts and won’t want to tie themselves into another one until they �ind out the cap forFedbusinesses.”nationalpresident Jason Birks said that longer-termassurances would be needed, but hoped the announcement would give “struggling retailers some comfort and relief”.
bills will be capped by, and whether this will be including or excluding VAT. On paper, the government comes across as helping businesses, but actually we don’t have any clear answers.”AnitaNye, of Premier Eldred Drive Stores in Orpington, Kent, added: “Retailers are in a catch-22 situation without knowing the �iner detail. A lot of people will be coming to the end of their
THE Fed’s national president, Jason Birks, has urged local crime partnerships to offer information-sharing software to combat the rise in retailSpeakingcrime. at Bedfordshire police and crime commissioner’s annual conference, he said police and independent retailers must use innovation alongside more robust policing.
However, Birks warned that while technology provided one tool, retailers also need to have confidence in reporting incidents to the police.
FED PARTNERSHIPSCRIME 20 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com
Summer?Guess who' backsforlimited edition Stock up while you can limited edition Carnival papers For Tobacco Traders Only
For the full story, go to betterRetailing.com and search ‘government’
PML head of commercial planning Kate O’Dowd said: “What we’re doing in Amrit’s store represents the longterm investment and vision we have for retail partners embracing the category.”
ACS chief executive James Lowman added that longerterm support may be needed for local shops.
Retail sales slowing
Government energy support unclear
PHILIP Morris Limited (PML) is ramping up personalised support to stores to help them promote heat-not-burn products.AmritSingh Pahal, of H & Jodie’s Nisa in Walsall, West Midlands, has become the latest face of advertisements
RETAIL sales growth rose by 1% in August, slowing on previous months, according to new �igures published by the British Retail Consortium.Whilefood sales increased by 3.3% compared with August 2021 due to rising pric-
This month, newly appointed prime minister Liz Truss con�irmed she would cap average household energy bills at £2,500 for two years. Although she added that businesses could expect to re-
Stock a favourite for your pipe smoking customers and they’ll stay loyal to your business. There aren’t many categories that are as simple to profit from as that.
Simplepleasures...Simpleprofits
The partnership sees London Pride become the of�icial beer of the team. It will be poured across all concourse bars and hospitality areas of Harlequins’ Twickenham stadium, the Additionally,Stoop.theStoop’s
Other beers from the Asahi range will also be available at the stadium, including Peroni Nastro Azzurro, Asahi Super Dry, Grolsch, Fuller’s ESB, Meantime and Dark Star Hophead.
chocolate fudge brownie is
the new RTD launch as part of an ongoing £2m marketing investment which includes broadcast, digital and social media advertising, and consumer activations.
JASPER HART
There is also ‘Fuel every you’ PoS material available to retailers. The campaign is intended to establish Rockstar as a brand that meets a variety of energy drink
Currently, �lavoured vodka is growing by 51.9% and Diageo’s RTD brands take up 59% share of the subcategory’sAdditionally,sales.
Its launch comes as research from Kantar has found that 57% of shoppers intend to make healthier choices and reduce the sugar in their diet.
Rockstar energy targets uni students
The new �lavour of Boost’s range, made with 5% real fruit juice, joins its existing Pineapple & Guava Punch, Mango & Tropical Blitz and Watermelon & Line Twist varieties, which launched in TheMay.supplier said the new range has exceeded sales expectations, with just under 20,000 cases sold in its �irst 3.1 weeks of launch across four key trade customers.
more consumer interest in this growing segment through this bespoke new promotion.”SBFissupporting the
To enter, shoppers scan an on-pack QR code to receive one of many prizes.
Smirnoff Mango & Passionfruit Twist vodka, from which the new RTD is derived, is already one of the top-three-selling �lavoured vodkas, having launched in March.
Smirnoff launches new RTD can
and bargains, new ideas and tastes, quick meals, snacks and drinks to �it in with their busy lifestyles.”
The promotion also offers retailers a chance to win prizes, with a top prize of £500 as well as a guaranteed free case of Lucozade Zero to
To enter, retailers should email forthereofdrinkslow-caloriedrinksgrowthzero-sugarGB&I,LucozadeSeptember.nametheirhanovercomms.comsbftrade@withfullname,storeandaddressby26ZoeTrimble,headofEnergyatSBFsaid:“Weknowthatdrinksaredrivingwithinthesoftcategory;infactzero/carbonatedsoftnowmakeup60%totalsales.Thismeansisahugeopportunityretailerstoattracteven
The new pink and yellow mallows are available at an RRP of £1.
will also roll out an in-store machine rebrand, updating blenders with a new design.
It was created with a team of deaf specialists and a panel of people from across
Fuller’s partners with Harlequins Lucozade’srugbyZero
promotion with an out-ofhome, radio, social media and in-store campaign which aims to reach 89% of adults at least six times.
the deaf Alongsidecommunity.avideothat plays on TV, on-demand and YouTube, the campaign features lessons in BSL to help people learn everyday sayings such as ‘Fancy a cuppa?’, or ‘Having a goodIllustratedday?’. animations of these phrases will appear on YouTube, digital, outdoor, and social media.
The new �lavour will be available to stockists from the end of September. It marks F’real’s third launch this year, following Banana and limited-edition BirthdayChocolateCake.Fudge Brownie is aimed at cosy nights in this autumn. Additionally, chocolate fudge brownie is the most prominent �lavour for new ice cream and frozen yoghurt launches for the past twoF’realyears.is supporting the launch with digital, media screen and social media PoS available from its website. It
BOOST Drinks has expanded its Juic’d 500ml range with the launch of a Tropical Fruit Sour Punch variety.
PRODUCTS
F’REAL is expanding its range with the launch of a Chocolate Fudge Brownie variety.
Currently, the 500ml segment is the fastest-growing in energy drinks.
The new �lavour is available this month in a 250ml slimline can, in a standard and £2.39 pricemarked option.
The supplier will support
06 20 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com
FULLER’S London Pride has announced a multi-year partnership with Premiership Rugby team Harlequins.
Losers promo
Benneeds.Parker, GB retail commercial director at Britvic, said: “Students are in many ways the ideal customers for the convenience retailer as they are likely to visit often, buy on impulse and keen to try new things.
south stand has been renamed the Fuller’s London Pride South Stand, with London Pride served at a cask-beer bar.
“With many away from home for the �irst time, they will be looking for offers
DIAGEO has expanded its Smirnoff pre-mix ready-todrink (RTD) range with a Smirnoff Mango & Passionfruit Twist variety.
every entrant. For consumers, the promotion runs across 500ml, 4x380ml (excluding Orange) and 900ml (Pink Lemonade only) formats.
Russell Tanner, marketing director at Valeo, said: “We know healthy eating has become a higher priority for consumers, with more and more people looking for sugar-free and low-sugar versions of their favourite confectionery.“Coupledwith the upcom-
F’real’s Chocolate Fudge Brownie launch
MONDELEZ International has launched a new part of its ‘For �ingers big and small’ campaign for Cadbury Fingers.Thecampaign, created in partnership with the National Deaf Children’s Society, encourages people to learn British Sign Language (BSL).
BRITVIC has launched sampling activity at UK universities to target students as part of the brand’s ‘Fuel every you’ campaign.
ing HFSS regulations in October, consumer need for sugar-free varieties has never been higher.”
VALEO Snackfoods has launched Barratt Flumps Sugar Free, a non-HFSS version of its marshmallow line.
SUNTORY Beverage & Food GB&I (SBF GB&I) has launched Zero Losers, its �irst on-pack promotion across its Lucozade Zero range, guaranteeing a prize with every entry.
Barratt adds sugarfree marshmallows
Boost Juic’d gets new tropical fl avour
Chocolate Fudge
There is a top prize of £5,000 cash for 10 shoppers. Smaller prizes of £250 and £20 are available, as well as a free bottle of Lucozade Zero, among others.
Cadbury champions deaf community
The investment sees Carling, which is the UK’s bestselling lager, back on TV with its �irst television advertisement in two years.
our mates’, built around the concept that people’s friends and social interactions make them who they are.
Kingsway will also be launching new premium range called Expert’s Choice,
The campaign is also appearing across social media and on-demand with the strapline ‘We’re made by
the participating varieties beyond Fanta Orange and Orange Zero.
MOLSON Coors Beverage Company has launched a £6.6m campaign for its �lagship lager brand, Carling.
Last year during Halloween, soft drinks value increased annually by £69m and Fanta saw a 12% increase in value sales.
PICK ‘N’ MIX confectionery brand Kingsway has been rebranded to mark its 60th birthday.Kingsway’s logo has been updated to change from a jester crown to a royal crown. Its founding year has also been added to emphasise the brand’s longevity within the confectionery market.Product types have been given their own colours to make navigation and recognition easier for retailers and customers. The �irst new launch under the new logo is the Popcorn Mallows 1kg bulk bag.
Fanta’s 2022 Halloween promo with a gold crown logo.
‘We’re made by our mates’ is a continuation of Carling’s ‘Made local’ campaign that championed people making a difference in their hometown and highlighted the brand’s relationship with the brewing town of Burton-on-Trent in Staffordshire.
08
The launch is available while stocks last in a 70cl bottle with an RRP of £38. It contains pineapple, mango, citrus and hibiscus �lavours.
COCA-COLA Europaci�ic Partners (CCEP) has launched its 2022 Halloween campaign for Fanta, including an on-pack promotion.
The promotion will be supported by a campaign that includes the return of last year’s TV advert, paid social media, digital and outof-home advertising and free PoS for retailers.
This year, Fruit Twist Zero, Lemon, Grape Zero and Raspberry Zero are also included in the promotional activity. Promotional packs include 330ml cans and 500ml and 2l bottles.
*T&Cs apply, visit https://www.lucozade.com/terms/energy/zero-losers-2022/ for more details EMAIL SBFTRADE@HANOVERCOMMS.COM WITH YOUR NAME AND STORE ADDRESS FOR A GUARANTEED PRIZE*
From 12 September, limited-edition packs of Fanta with time,withpackagingHalloween-themedbecameavailableQRcodes.Forthe�irstCCEPhasexpanded
Upon scanning the code, shoppers can �ind out if they have won a prize from a £50,000 pool. Customers
The launch comes as �lavoured vodka is the fastest-growing vodka segment at 58.9%.
DIAGEO is building on the growth of Cîroc within the �lavoured spirits category with the launch of limited-edition Cîroc Passion (37.5% ABV).
Nick Pearson, brand manager for Cîroc at Diageo GB,
said: “New �lavours are crucial for retailers and operators alike, who are looking to get customers excited about their drinks ranges, and this is no exception.”
JASPER HART
PRODUCTS
who don’t win will receive digital content.
60 th with rebrand
Diageo launches new Cîroc Carlingflavourreturns to TV in new Kingswayadvertmarks
Velo Tropic Breeze 6mg offers a mix of tropical flavours with mandarin, passionfruit and mango – a fruity flavour ideal for adult consumers new to nicotine pouches.
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2
ternative packaging and more sustainable pouches.
4
5
AT BAT UK, we know our consumers are environmentally conscious and expect their favourite brands to be as well.
Help adult nicotine consumers find what they want. Make sure Velo is clearly visible and stands out, and ensure high availability.
We are committed to improving the sustainability of our products, like the Velo nicotine pouch. We’re working hard towards offering a carbon neutral brand by exploring al-
MUSTAFA ZAIDI, head of business development at BAT UK, says retailers who want to fully service changing customer preferences should focus on products that are driving the sustainability initiative forward, such as Velo nicotine pouches
We’ve changed the materials for all Velo cans so that all new cans are now recyclable. We have also recently launched a campaign to ensure our consumers know they can recycle our cans1. We also ran an incentivised Velo sustainability quiz on our My BAT Rewards (B2B) platform to drive the sustainability message and our engagement
The nicotine pouches market continues to grow and is one that independent retailers shouldn’t ignore. The volume of the market more than doubled in the first half of this year compared to the same period in 2021. Oral nicotine pouches – including Velo1 – are in strong demand with adult nicotine consumers as they seek out quality, innovative alternatives that suit their changing
Be a trusted advisor. Keep up to date with new Velo flavours and nicotine strengths and its sustainability initiatives to help adult nicotine consumers make informed choices.
If you’re interested in having a display or door advert for Velo, contact the BAT UK sales team. For advice and product information, retailers can speak to a BAT UK sales representative and use the My BAT Rewards platform, as well as online at vapermarket.co.uk
1Please check for the ‘Empty can and recycle’ sign on the side of the can before recycling as some of the old cans are still in the market, 2BAT UK supports new recycling technologies that transform hard-to-recycle materials into new plastic. Recycled and non-recycled materials have been mixed in an ISCC certified mass balance approach. An amount of recycled material equivalent to 91% of this packaging was allocated to this product. For more information, visit velo.com/ISCC
1
Velo Freeze 11mg is the top-selling Velo product by market share in the modern oral category. It offers an intense peppermint and freezing menthol taste.
Velo Ice Cool 10mg is the second-largestselling Velo product by market share in the category1 and offers a crisp peppermint flavour with a cooling aftertaste.
Velo Tropic Breeze 6mg – RRP £6.50
3
There are several PoS materials available for independent retailers to drive awareness of the category and the products available. Speak to your local BAT UK rep for more information.
AT BAT UK, we believe we all have a role to play in looking after our environment, including independent retailers. Sustainability is no longer something that is ‘nice to have’ for consumers – it’s a key driver that is influencing what they buy and expect the stores they shop in to offer.
withWeretailers.didn’tstop at making our cans recyclable. Our Velo cans are now made of 91% recycled plastic2. It’s all about taking another step towards the circular economy by reducing waste even further.
Velo cans are made from polypropylene, widely accepted by most kerbside recycling facilities in the UK. Where they don’t, there may be alternative collection and recycling points, such as in supermarkets.
VELO’S PACKAGINGNEW
PACKAGINGSUSTAINABLEVELO’Shabits.
Retailers should stock a full range, including various nicotine strengths to ensure they cater to various adult consumer needs. Also, make sure to stock Velo’s bestsellers, which include Freeze 11mg, Ice Cool 10mg3 and Tropic Breeze 6mg. These are ideal for adult nicotine consumers new to nicotine pouches.
SUSTAINABLEBEING
TOP THREE BESTSELLERS
Velo Ice Cool 10mg – RRP £6.50
betterRetailing.com PAID INDUSTRYFEATURECLOSE-UP 20 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com 09 In partnership with
Velo Freeze 11mg – RRP £6.50
FIVE TAKEAWAYSKEY
Make sure to watch out for attractive promotions at your local cash and carry, and those offered by your local BAT UK rep, to increase profitability.
PLADIS has unveiled its festive sweet biscuit lineup, featuring launches from McVitie’s alongside returning favourites.
Premier Foods campaign aims to tackle food waste
JASPER HART
Other returning Pladis brands include Flipz pretzels, with its Gingerbread variety
10 PRODUCTS
Kingsway and Pez Halloween range
PREMIERFoods has launched a campaign to help consumers transform their leftover ingredients intoThemeals.supplier’s ‘Fresh take on food waste’ is an online tool that displays recipes based on the food items most commonly found at the back of people’s fridges.
New lines from Kingsway include Jelly Filled Skulls, Monster Gummy Sweets, Witches Heads, Gummy Fingers, Pumpkin & Ghost Marshmallows and Jelly Eyeballs.Thewholesaler recommends buying in bulk and selling as part of a pick ‘n’ mix display for £1.20 per 100g.
Users can select ingredients and then pick from a range of recipes to make at home that have been developed by Premier Foods’ chefs.
It has also added Shaker Cups from Bonds of London in Scary Pumpkins and Spooky Mix varieties, each with an RRP of £1, to its lineup.
Grossman and Sharwood’s products. Premier Foods will support the campaign with in-store PoS.
Among new lines for 2022 are McVitie’s Blissfuls Belgian Milk Chocolate & Cream, an addition to the range launched at the start of this year. It has an RRP of £2.19 and comes in seasonal packaging.Alsonew this year is the McVitie’s Victoria Chocolate Creations biscuit box, a 400g box with 12 chocolate biscuit varieties at an RRP of £6.75.
Returning McVitie’s lines
include original Victoria assortment, available in 275g and 550g boxes, with RRPs of £4.40 and £5.50, respectively, now made with recycled board. This joins Family Circle, which comes in a 310g box with a festive theme at an RRP of Returning£3.30.Jaffa Cakes lines include the Jaffa Hamper, which now includes Jaffa Jonuts at an RRP of £4.50, Jaffa Cakes Orange & Cranberry in a 10-pack at an RRP of £1.20, and the Jaffa Cakes Christmas Pole, which contains 40 cakes at an RRP of £3.50.
Last year’s sweet biscuit sales at Christmas hit £174m. Pladis hopes to help exceed this �igure with a marketing campaign including social media and PoS.
Also available are four Halloween character Pez dispensers: a ghost, a witch, a pumpkin and a vampire. Each pack comes with a dispenser and two tubes of re�ill.
HANCOCKShas launched its Halloween range, featuring launches from brands including Kingsway, Bonds of London and Pez.
available at an RRP of £1.50, and McVitie’s Santa Snacks Chocolate Cake Bars, which come in a pack of seven at an RRP of £1.25.
According to the Waste Resources & Action Programme charity, 4.5 million tonnes of food goes to waste in the UK each year, equivalent to eight meals a week
Loyd
Other Bonds products include the Monster Mash sharing bag of 12x105g bags at an RRP of £1.
Sweet festive range announced by Pladis
per UK Shoppershousehold.canaccess the site through QR codes across packs of Homepride, Loyd
The Retail Success Handbook: Retailing Responsibly Everything you need to know to run a legally compliant, ethical store This unmissable edition of The Retail Success Handbook will give you the key information about the newest rules and regulations affecting the convenience channel, alongside practical, achievable and detailed advice on what you can do to make sure your store is compliant. This issue includes: A guide to complying with key legislation, with a focus on preparing for HFSS How your store can help in the fight against illicit products Youth access prevention techniques, tools and strategies How to play your part in the circular economy Customer care and staff welfare advice DON’T MISS OUT Order your copy from your magazine wholesaler today or contact us on 020 3871 £4.99Only6490Onnow!sale
*NIELSEN TOTAL MKT INC. DICS. MAT TO W/E 22.05.21 (TOTAL STD. CHOCOLATE EXCLUDING PREMIUM)
a third of shoppers are planning to shop for themed confectionery up to eight weeks prior to the event.
PERFETTI Van Melle has launched an interactive audio campaign across Amazon Alexa devices for its Fruittella range in the run-up to Halloween.‘Halloween hotel’, which launched on 6 September, features an Alexa skill game with a daily countdown of content, running up to 31 October.Eachday, Fruittella fans will be invited back to the Hotel to open a new door, which reveals tricks, stories, interactive games, jokes and special prizes, all accessible viaHalloweenvoice. is the most important time of the year for Fruittella, and this year
The inners of Cheestrings packaging now include 48 unique phrases to encourage collectability and discussion
The packaging refresh includes clearer signposting of health bene�its and vitamins on the front of pack as well as changes to the inside of the packaging to engage and excite children.
This is according to KP Snacks, who told Retail Express at its annual category update in London on 7 September the crisps, snacks and nuts (CSN) category in con-
of the pandemic, where more customers turned to their localLookingstores.more in depth at snacking, large price-marked packs (PMPs) are driving this growth, commanding a 33% share, followed by large sharing packs, handy packs and multipacks.Withinthe sharing segment as a whole, which includes PMPs, 83% of the growth is incremental to the category.
“We’re thrilled to see the new pack design rolling out in retailers this September, creating a more cohesive brand presence than ever before,” said Sarah Davies, marketing manager for kids’ dairy snacking UK & international at Kerry Foods.
among young shoppers.
PRODUCTS
Strings & Things gets packaging refresh
SHROPSHIRE-BASED Natural Selection Foods has introduced a premium range of nut butter varieties.
DESPITE the cost-of-living crisis taking its toll on customer expenditure, people are still continuing to purchase snacks to treat themselves.
JASPER HART
venience was growing ahead of the total packaged grocery category at 9.5% – which is more than any other food and drinkWithincategory.crisps, snacks and nuts, the supplier added more shoppers were buying bagged snacks from convenience stores, alongside shopping more often, and paying more per pack. This, said the supplier, could be an ongoing effect from the peak
Natural Selection’s nut butter range
KERRY Dairy Consumer Foods has launched a new packaging design for its Strings & Things snacking brand to target the back-toschool period.
12
The Nutri Butter range features natural ingredients forti�ied with vitamins and minerals to help support consumer health and wellness.Itisavailable in three varieties: Defence with maca, açaí berry and cinnamon; Gut Friendly with live cultures, turmeric and ginger; and Energise with chia seeds
andAllbaobab.threeproducts have an RRP of £3.99, contain no added sugars or palm oil, and are gluten-free and vegan. The range’s launch comes with more than 70% of UK consumers trying to eat more healthily since the onset of the Covid-19 pandemic.
Fruittella’s interactive ad campaign
Snack sales keep soaring
Dave McNulty, CEO of Burts Snacks, said: “Creating the Prawn Cocktail �lavour was a daunting challenge as it’s a much-loved classic �lavour, but the response from customers has been remarkable. We hope to keep on innovating and creating
they will get a positive response from our customers due to their superior taste and value.”
Ahead of the tournament, the supplier will launch limited-edition cans and bottles, as well as promotional packs offering consumers the chance to win prizes including match tickets and experiences including stadiumAdditionally,tours.
its extensive delivery network and existing recycling infrastructure to keep prices costeffective. The service is available for a single flat-rate fee added to weekly news bills and is currently offered at a special offer price of £3.50 a week for early sign-up. There are no ties and retailers have the freedom to opt out at any point.
No-fuss service Smiths News Recycle provides retailers with bags to put their cupboard and soft plastic waste into. There’s no need to book collection slots, bags are simply left out with newspaper returns and taken away at the same time. This can be done once or several times a week, as
ASAHI Super Dry, the of�icial beer of the Rugby World Cup 2023, is marking one year until the tournament starts by revealing its promotional plans to build excitement.
McCoy’s launches £50k cash giveback
KBF ENTERPRISES’ sports nutrition brand Warrior has announced a partnership with forecourt chain Valli Forecourts, which is now listing its range of protein bars and �lapjacks across all 16 of its Warrior’ssites.2022 revenue is currently trending at 81% higher than this time last year. Overall, KBF Enterprises is on track to achieve revenues of £30m in 2022, having grown at an average annual rate of more than 45% for the past three years.
It marks Clipper’s second major advertising activity this year, following its ‘Make it better’ campaign. It is currently growing at 20%.
DEALING with soft plastic and bulky cardboard left over from trips to the cash and carry and stock deliveries is expensive and a pain to manage for many independent retailers. Smiths News wants to support independent retailers in a practical way, so we have set up a competitively priced collection service to save money and free up valuable space in stores.
CLIPPER Teas has launched its �irst-ever TV advertising campaign following an £800,000 investment.
Asahi Super Dry will be served at all tournament venues and fan zones across the host nation France, spanning 48 matches in nine cities.
Paid feature
In
KP SNACKS has launched a £50,000 McCoy’s giveback for retailers and their staff.
Recyclable top-�ilm has replaced lidded �ilm in the Chicken range, making it 100% kerbside recyclable. This is part of Richmond’s commitment to make 100% of its packaging reusable, recyclable or compostable by 2025.
plastic and the Frozen Pork range has 33% less packaging, which the supplier says the move will save more than 42 tonnes of plastic annually.
SmithsCost-effectiverequired.Newsuses
Asahi Rugby previews Rugby World Cup
It features top-down photography to inspire shoppers with recipes and serving inspiration.Additionally, the Fresh Pork range uses 40% less
Taking SmithspartNews
lager brand in the off-trade, having grown faster in the past two years than all other brands in the subcategory.
of McCoy’s Grab Bags or £1 price-marked packs.
Recycle is currently available in the West Midlands and the north-west, with plans to expand into other areas. Independent retailers wishing to participate should apply online at recycle.smithsnews.co.uk.
Make use of our new recycling collection service partnership with
tainability credentials and its winning more than 68 Great Taste Awards in the past �ive years.
Head of development,propositionSmiths News WilliamsMichael
The supplier will now donate £20,000 to the RNLI after the �lavour, which was launched this April with a design made in collaboration with the charity, outperformed its sales trajectory.
Warrior expandsproteinreach Burts Chips doubles RNLI donation
The lager is currently the ninth-largest premium
RICHMOND has launched brand-new packaging across its entire range, as the brand continues to grow beyond porkThesausages.redesign attempts to retain recognisability while being more contemporary.
The campaign launched on ITV and Channel 4 on 5 September, and will run until the end of this month, also appearing on the channels’ on-demand services.
Clipper Teas makes TV ad debut
Running for eight weeks from 19 September, the giveback offers retailers the chance to win one of 100 £500 cash intowholesalersRetailersprizes.atparticipatingwillbeenteredthefreeprizedraw when they buy �ive cases
Richmond range gets new look
Muhammad Waqas Aslam, category manager for new products at Valli Forecourts, said: “We are looking forward to welcoming them on board and are certain
The advert is being supported by PR, social media and paid media promotion.
The 20-second advert highlights the brand’s sus-
BURTS Chips has doubled its initial donation to its charity partner the Royal National Lifeboat Institution (RNLI), following strong sales of its limited-edition Prawn Cocktail variety.
authentic �lavours with local suppliers and growers and continue to fundraise for the RNLI, building on the success of what we’ve already achieved.”
The supplier is also donating £20,000 to GroceryAid from McCoy’s sales. The giveback and donation come as a survey by KP Snacks and the Association of Convenience Stores found 100% of retailers have found their day-to-day costs of running their business had increased.
1320 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com
14 PRODUCTS
These products have been launched to inject excitement into the independent frozen category, provide better value for customers at a time when adults are trying to reduce discretionary spending, and make the product moreAdditionally,visible. one-third of frozen pizza value sales come from promotions, with Dr Oetker Ristorante account-
ing for a third of the total branded thin and crispy pizza sales in symbols and independents.
Dr Oetker launches indieexclusive PMP pizza range
BUDWEISERBrewing Group UK&I is expanding its Corona brand with the launch of Corona Tropical, an alcoholic sparkling water made with real fruit juice.
Returning Jacob’s brands include the Festive Selection with new seasonal packaging, available in a 300g box, a 450g box or a 900g box at RRPs of £3.25, £4.40 and £7.
Also returning are the novelty Heritage Tin in a vintage-style tin with an RRP of £6 and the Savours Selection of crackers with an RRP of £3.50, which had a 12.3% growth in 2021.
The launch of Corona Tropical comes as the alcoholic sparkling water category is forecast to be worth £17m by the end of this year, an annual growth of 193%.
PLADIS has unveiled a new range of Jacob’s Christmas Caddies as part of its 2022 savoury biscuits festive range, alongside popular returning lines.
Corona expands with Tropical sparkling water launch
The range also features various Carr’s lines, after the brand’s 2021 Christmas sales were up on 2020 by 50.8%. Carr’s Melts Warm Chili will be returning after a successful performance last year, at an RRP of £1.69,
lowing the launch of Corona Cero in March, and we’re excited to expand our range beyond beer.”
alongside the Carr’s Melts Selection Pack which contains Original, Cheese and Warm Chili varieties in a 450g box at an RRP of £5.
Pladis unveils savoury festive range
JASPER HART
They join the existing range, which includes Jacob’s Mini Cheddars Original and Treeselets, with the whole range undergoing a festive packaging makeover for the season.
MAKE EYE CONTACT with customers to assess their age TAKELOOKSTOPYOURTIMEDistractions can prevent proper checks from taking place CHECK IF IN DOUBT, ASK FOR ID and check that it’s an acceptable form of identification Rules & Procedures apply. Players must be 18+. REMEMBER: Mystery shopper visits are carried out in support of preventing underage sales. If your store doesn’t correctly ask for ID on 3 separate occasions, you could lose your terminal. Make sure all staff members are fully trained. Follow these top tips: PREVENTINGUNDERAGESALES 538621 TNL Responsible Retailing RE Advert 339x128mm AW3.indd 1 07/09/2022 14:42
Carr’s Seasonal Selection also returns, with nine different savoury biscuits and crackers, in 200g (RRP £3) and 400g carton (RRP £4.50) formats.
The two new varieties, Mini Cheddars Nibblies Cheddar & Smoked Paprika and Jacob’s Mini Twiglets, are both HFSS-compliant and have an RRP of £2.79.
Dr Oetker Ristorante, which consisted of a brand refresh that introduced new packaging and made the range HFSS-compliant, and a TV advertising campaign.
Liz Hemus, Corona Tropical marketing manager, said: “It’s been a big year of innovation for the brand fol-
DR OETKER Ristorante is launching �ive price-marked packs (PMPs) exclusively for independent convenience retailers.The�ive packs – Pepp-Salame, Funghi, Pollo, Mozzarella and Speciale – all feature the price �lash of £3.50 or twofor-£5
The launch comes in the wake of an investment into
Corona Tropical has launched in single and eight-pack 330ml cans in the off-trade in three varieties: Guava & Lime, Raspberry & Lemon and Grapefruit & Lemongrass. Each variety contains 96 calories and 2.4g of sugar per can.
WITH heated tobacco a relatively new category for retailers, it is important that JTI UK offers as much support as possible to make it a success in store. As well as JTI UK’s business advisers, who can advise on what to stock and how to maximise sales, accredited retailers will also have the additional support of a Ploom Availablespecialist.toselected retailers, the specialists are total category experts and are on hand to assist trade part-
GET THE SUPPORTRIGHT
JTI UK recommends that to capitalise on the heated tobacco opportunity, retailers should ensure consistent product availability and have devices available for in-store demonstrations. This is so customers can see the simplicity of the devices and feel informed before
SARAH CONNOR, director of communications at JTI UK, says heated tobacco represents a valuable opportunity, but more education is vital – and JTI UK is looking to support retailers through the education process
1
TOP THREE BESTSELLERS
Purple Option – RRP: £4.503
123
2
To find out more about heated tobacco, Ploom and Evo tobacco sticks and get category advice, retailers should visit JTI UK’s trade website, jtiadvance.co.uk
Use all available resources. In addition to reaching out to your JTI Ploom specialist, retailers can also call JTI UK’s customer care line on 0800 163503 or by visiting JTI UK’s trade website, jtiadvance.co.uk.
1IRI Market Place, Value Sales, Total T-Vapour Category, Total UK, MAT Jun 2022, 2IRI Market Place, Value Sales, Total T-Vapour Category, Total UK, Jun 2022 vs Jun 2021, 3Retailers are, of course, free to sell JTI’s products at whatever price they choose.
Train your team. Ensure your staff are category experts and ready to assist customers in their decision making. Understanding key differences between heated tobacco and vaping is a good place to start.
WITH heated tobacco worth £91m in the past year in traditional retail1, growing 14.9% year on year2, this represents a huge opportunity for retailers. Ploom is JTI UK’s offering in the heated tobacco segment and is our most ambitious launch yet. Offering an alternative but familiar tobacco experience by heating tobacco instead of burning it, there is minimal charring and no smoke smell.
Bronze is a well-balanced and fullflavoured tobacco stick with a robust taste and toasted undertones.
Establish clear product visibility. Give the category a clear home by displaying heated tobacco devices on a back wall solution, so the customer has a visible choice of nicotine products.
Ensure consistent product availability. To make the most of the sales opportunity, retailers should ensure they have good availability of products so that customers don’t have to shop around.
ners. They will visit stores to give up-to-date knowledge on the total category, devices and refills. As always, retailers can also visit JTI Advance for 24/7 support.
FIVE TIPS TO SUCCESS
Sticks are inserted and then heated to release a tobacco vapour. Designed to tap into consumers’ top preferences, the range includes a variety of flavours, including tobacco, menthol and fruit varieties. With an RRP of £4.502, retailers across London can maximise this huge sales opportunity by stocking all eight Evo tobacco flavours. These flavours include Bronze, Amber, Green, Purple, Magenta, Ruby, Green Option and Purple Option.
A tobacco flavour, with a subtle mint infusion. Crushing the capsule releases a fruity berry taste sensation.
Bronze – RRP: £4.503
For exclusive use with the Ploom device, Evo Tobacco
5
In partnership with
Green – RRP: £4.503
Have devices available for in-store demonstrations. We recommend retailers have demonstration devices available to show their customers and ensure their staff feel comfortable explaining how they work.
betterRetailing.com PAID INDUSTRYFEATURECLOSE-UP 20 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com 15
TOBACCOHEATEDMAXIMISEbuying.
3
Green is a classic tobacco flavour infused with crisp menthol for a cooling taste sensation.
4
THE OPPORTUNITYPLOOM
RETAILERS often offer too much choice when they don’t need to, and so in my store I’ve rationalised my ranges. In jams, for example, I’m now keeping a small branded range plus a marmalade and a budget alternative for each. At this time, that’s all people want.”
SUPPORT: What do you need from the government to help tackle rising bills?
RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS do you think? Call Retail Express on 020 7689 3357 for the chance to be featured
“I’M changing my range to stock more value lines, but what I stock is according to availability rather than cost of living. I’m keeping milk, bread and essentials competitive while putting a bit extra on groceries.” Sunder Sandher, One Stop Working With Royals, Leamington Spa COMING UP IN THE 23ISSUESEPTEMBEROFRN Pricewatch: see what other retailers are charging for Halloween confectionery and boost your own profits How are retailers getting stock on shelves while facing availability issues – and what else can be done? Christmas biscuits and cakes: create the perfect range of indulgent festive treats + STAY INFORMED AND GET AHEAD WITH RN betterRetailing.com/subscribe ORDER YOUR COPY from your magazine wholesaler today or contact Kate Daw on 020 7689 3363 3,451 retailers’ sales data analysed for every issue 69+ unique retailers spoken to monthevery 71% of RN’s storiesnewsareexclusive At RN, our content is data-led and informed by those on the shop floor
Christine Hope, Hopes of Longtown, Herefordshire
What
Businesses need more help now
“THE priority is help with energy costs. At current rates, I won’t be able to trade past December. I also want to pay my staff a good wage as they are suffering with the cost-of-living crisis, so any help – whether it’s grants or rates that help me – are more than welcome.”
LEGISLATION: How ready are you for the upcoming deposit return scheme?
BUYING HABITS: How are habits changing to meet tighter budgets?
“CONSIDERING the government want to roll this out in August 2023, we have had so little information about it. All I know is what I read in the trade press. There’s been no communication. With energy costs rising, I think retailers won’t be able to afford to run a machine.”
“MORE people are trading down to own brand and choosing less varieties. I have a good value range anyway, but I’ve noticed that, even with groceries, people are opting for more of the basics. For example, they are buying bags of white potatoes instead of special varieties.”
Sunita Kanji, Family Shopper, Little Hulton
Abada Akhtar, Premier Smeaton Stores, Glasgow
Duncan Win�ield, Lybster Post Of�ice, Lybster
“
Mo Razzaq, Premier Mo’s, Blantyre
RANGING: How is the cost-of-living crisis affecting your lines?
OPINION16
More people are trading down There’s been communicationno
Anita Nye, Premier Eldred Drive Stores, Orpington
I’m changing my range to stock more value lines
“WE would welcome any help with energy costs and help with business rates, but it always feels like we are fed the scraps. If there’s increased borrowing to help businesses then that is going to have to be paid back. Businesses need help now, but it has to be sustainable.”
“I HAVE been very involved with DRS from the beginning, so I’m well prepared and I’ll be trialling a machine soon. However, I think there are lots of retailers who aren’t, though. Some don’t even know the handling fee, so communication has to get better to help them.”
“WE are absolutely seeing a change. Everybody is tightening their belts as the costof-living crisis worsens. I’ve noticed that more customers are prioritising paying utility bills before buying groceries. They are also concentrating on buying essentials and cutting back on treats.”
Sid Ali, Nisa, Aberdeenshire
‘She was a mother to the nation’
You wouldn’t accept a TV or electrical appliance breaking down every few months. You’d expect it to last for years without any issue. So,
Frozen Brothers failed to respond as Retail Express went to print
WEEK
There was a lot of residue left and I still haven’t received compensation for any of the liquid I’ve lost as a result of theThisdamage.isn’tthe only problem I’ve had, however, as there
COMMUNITY RETAILER OF THE
Each issue, one of seven top retailers shares advice to make your store magnificent
I was very concerned about many convenience stores because a lot of spend in them is discretionary or surplus disposable income, but I think the price cap will enable consumers to be a bit looser with their finances than they would have been previously. It gives them more long-term confidence about how much they can spend, and they can budget to a worst-case scenario. They know how much to put away for things like rent and fuel. That’s going to give them a lot more security around November and December when things might get tougher.
COMMUNITY RETAILER OF THE
what’s the difference with the Tango Ice Blast machine?
Ultimately, the machine isn’t good enough. It’s cheaply made.
At the moment, when I send an order to my main supplier, I immediately know 10% of it isn’t available. Normally, we would start using our different wholesale options, but we had a bit of staff churn at the start of summer and have been recruiting slowly. I don’t believe in mass recruitment because you don’t get the skillsets for our standards. We’re now back to full strength with four new people, and I’ve set aside 200-250 hours of my time to get them up to scratch. We’ve been focused on getting the base level of work done, keeping the shop faced up, merchandised and making sure sales are where they are. In my previous column, I spoke about Q4 this year and Q1 next year being potentially quite difficult. However, I think the World Cup and Christmas are going to help sales in our sector, even though Q1 could be quite depressed compared to previous years. I know for us, the spring and summer seasons are our strongest, and we don’t really get a seasonal boost at Christmas. But I think the World Cup will help in that respect with regards to beer, wine, spirits and snacking.
MY shop is on the route of Iron Man Wales, an annual triathlon that covers a combined 140 miles of running, swimming and cycling over four days. When the event ran last week, the store opened from 5am to 10pm on one of the days. A number of the athletes and spectators came into the shop, and we supplied them with water and snacks. The event attracts athletes from all over the world. We heard some really inspirational stories from those participants who had done well, while others who hadn’t achieved what they wanted shared some equally interesting anecdotes.
Meet and Deep Patel, Meet & Deep Newsagents, Twickenham @MeetAndDeep–
I HAD another issue with my Tango Ice Blast machine this month. One of the seals on the machine had broken, causing a leak.
Ash’s CambsFenstanton,ShopPuntambekaramit
LETTERS
WE were saddened to hear the about death of Queen Elizabeth II on 8 September. Whatever their thoughts were on the Royal Family, we asked customers to please spare a thought for a mother, a grandmother and a lady who dedicated her life to the entire nation. She was a mother to the nation. We had a hand-drawn sign outside of the shop shortly after the announcement, which included a quote from Queen Elizabeth II. It read: “Everyone is our neighbour. No matter what race, creed or colour.”
17betterRetailing.com 20 SEPTEMBER-3 OCTOBER 2022 Letters may be edited
‘We heard inspirationalsomestories’ Malone, Tenby Stores & Post @StoresTenbyPembrokeshireOffice,–
Get touchin
Ken Singh, BB Nevison Superstore, Pontefract
We’re keeping an eye on not just total sales by volume, but by individual units. That’s going to give me an indication of whether or not consumers are buying the same amount of stock, which is a bigger indication of how they’re spending. We’re also keeping an eye on the average basket spend, which seems to be quite positive. It’s gone up this year and we’ve sold more stockSoftoverall.drinks and ice cream have been carrying our sales a bit harder, because last year the weather wasn’t as strong, and going into August and September it was much milder than this year.
have been frequent faults with the machine. I probably experience an issue once every three months. In all fairness, the engineer came round pretty quickly this time to try to resolve the damage. You can’t blame the engineers for the faults, as the issue lies with the company, Frozen Brothers. You’re at their behest. The Tango Ice
‘I’ve had another fault with my Tango Ice Blast machine’
WEEK
Being more optimistic about the winter facebook.com/betterRetailingbetterRetailing.com@retailexpress 020alex.yau@newtrade.co.uk76893358
Sales have been quite strong for us these past few months – the weather has helped quite a bit with that. I don’t think total sales have increased in line with inflation, but we’re about 8-10% up on this time last year.
Vince
Blast product sells really well, but the machines aren’t �it for purpose.Iwouldn’t be surprised if independent retailers grouped together to demand their money back.
“We put the spirits behind the counter, though.”
THAT’S THE ingandplacesbeshouldcrisisshiftedandplelockdownsandits,demandmightINSPIRIT2020and2021,retailershaveseenagreaterforwinesandspir-bothintermsofvolumevariety,butnowthatareoverandpeo-areabletoreturntopubsbars,theopportunityhassomewhat.Withthecost-of-livingbitinghard,retailersexpecttheirstorestoseenasmoreaffordableforpeopletogetwinespiritscomparedtohead-outtopubsandbars.“Peoplearestartingtofeelitabitmorethanbefore.Italwaysgoesabitquietatthistimeofyearbecausepeoplegobacktoschool,”saysNavGhatoura,fromHillTopCon-venienceinWestBromwich,WestMidlands.“Peoplehavebeenonholidaysandsowehaven’thadthefullimpactyet,soit’shardtogauge.“Iassumepeoplewillbestayingawayfrompubsanddrinkingathomeinstead,gettingabottleforthepriceofaglass.”
CHARLES out what the latest trends and preferences are in wines and spirits as the cost of living starts to bite
THE WINES AND SPIRITS OPPORTUNITY
WHITTING finds
CATEGORY ADVICE WINES & SPIRITS 18 20 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com
“You want to keep an eye on it and it enables me to keep white wine in the fridge,” he says. “I don’t think I could put it anywhere else.
Amitkumar Patel, from Middleton Store in Leeds, West Yorkshire, has a small store and, therefore, stocks all his winse and spirits behind the till, whereas Ghatoura stocks his wines at the back of his store far from the entrance, but close to the counter.
FLAVOURED OPTIONS
spirits category forecasted to increase volumes by 2.3% CAGR in the UK from 2021 to 2025,” says Craig Chapman, head of brands at Amber Beverages.“Inparticular, strawberry has been voted as the UK’s favourite gin flavour, with more than one in five consumers (21.9%) saying they’d pick it over any other flavour when shopping.“Strawberry-flavoured gin is especially popular with the
“ECHO Falls and Blossom Hill are our top-twobestselling wines. Other brands sell well, but those are the main ones. Habits haven’t changed too much when it comes to wine, it’s quite constant. About 50% of the wine we sell is white, 30% is rosé and 20% is red. In winter the red wines move better and then the rosé sells better in the summer, but white is constant throughout the year – £6 is the sweet spot for us. They’re not usually price-marked, but I’m in quite a competitive area and my customers are quite price sensitive, so I try to keep them on a good deal.
months, we’ve seen significant growth in sales of bag-in-box wines – a leftover from the pandemic that is certainly here to stay. New consumers that came into the bag-in-box category realised the benefits in terms of convenience, freshness and quality, and a good proportion of these consumers are likely to remain in the category.
RETAILER VIEW
We are also seeing growth in the canned wine and RTD categories with products such as Vin Crowd canned wine spritzers and Mix Up RTDs proving popular among younger drinkers in particular. This is a key trend that is set to
CATEGORY ADVICE
younger demographic, with over half (54.5%) of 18-to-24year-olds rating it as their favourite flavour.”
trendswine
Nav Ghatoura Hill Top Convenience, West Bromwich, West Midlands
20 20 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com
WINES & SPIRITS
“New and unique flavours are a huge factor in consumers’ choice, with the flavoured
This love for new and unique flavours is expanding into wine as well, and retailers should make sure they and their team are familiarised with their products and their tasting notes to allow them to make good recommendations to customers, given only 13% of them decide what to buy before entering a store.
We expect the cost-of-living crisis to affect spend on alcohol, but this can be an opportunity for independent retailers who can offer great value wines for evenings at home. It’s important to offer a range of wines to suit all Overbudgets.thesummer
over indexes at Christmas and in between Christmas and New Year’s Eve, as well as oldworld wines and classics such as Rioja. Prosecco sales are always strong and rosé prosecco in particular has performed well over the past two Christmases.
This year, the FIFA World Cup tournament runs alongside the build up to Christmas, so we’d urge retailers to plan early and prepare fixtures and aisles to cater for both occasions. Sales uplifts for alcohol are likely to begin early as shoppers will be stocking up, anticipating mixed events in the home both for football viewings and festive drinks.
“Fruit flavours and sparkling options are popular, especially at celebratory and social occasions, and particularly refreshing in warmer weather.
“The share of sparkling fruit flavoured wine within the flavoured wine category is up by 19% in volume, compared with last year, as shoppers become more adventurous and look to expand their wine repertoire,” says Tom Smith, marketing director, Europe at Accolade Wines.
WITHIN the spirits category, there has always bene a strong demand for vodkas, whiskies and gins, but if retailers are looking for something to attract some attention and generate some interest at the till, then they need to be keeping ahead of the latest trends and product launches in the flavoured segments of the market.
Jo Taylorson, head of marketing and product management at Kingsland Drinks, reveals the current wine trends
“In spirits, the main ones are Famous Grouse and Smirnoff. Demand for the smaller sizes – 35cl and 20cl – has been growing. It’s about consistent pricing and ranging. If you reduce your range or the amount of stock, then you risk losing your regulars who take a while to build up.”
Sparklingflourish.always
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launches
popular,” he says. “We have a couple of expensive wines, but we don’t many of those compared to the cheaper wines which are far more popular. also found that customers who used to buy full bottles of spirits are now buying half bottles instead, which we put down to the cost-of-living crisis.”
Wine producer Pasqua Vigneti a Cantine has released its first organic wines, two single-vineyard expressions of the region’s Amarone and Ripasso wines. The launch represents a significant step by the premium Veneto region winery in its commitment to sustainable viticulture and production.
“Trading up, treating and new shoppers entering the category have been common themes this year,” says Accolade Wines’ Smith. “Wines priced £9 and above witnessed strong declines over the April-to-June period. Despite this, premiumisation within the category will continue as consumers choose to celebrate and socialise in
their homes to offset inflation. Wines priced between £8-10 are currently growing by 20% versus £4-7 up by 6%.”
WHILE some retailers might find their customers are happy to use the money saved by drinking at home rather than the pub and trade up to more premium options within wines and spirits, others will find the cost-of-living crisis means that shoppers are looking for promotions and the least expensive options.
PREMIUM VERSUS VALUE
CATEGORY ADVICE WINES & SPIRITS
Distell International has launched its Amarula Cream Liqueur into the European gin market for the first time. Amarula African Gin is the only gin made from marula fruit spirit, indigenous to sub-Saharan Africa. £1 per litre of every Amarula African Gin sold goes to the Amarula Trust to support elephant conservation and the local communities.
Orkney-based single-malt distillery Highland Park has added a whisky designed to challenge whiskydrinking norms to its Cask Strength series. Launching as a permanent addition to the Highland Park range, and created using the traditional ‘straight from the cask’ method, Highland Park Cask Strength Release No.3 sees no water added after maturation, which delivers a robust and intense flavour with a greater
Accolade Wines has launched a new campaign for Jam Shed called ‘Shedloads’ to drive awareness of the brand and its accessible taste. Navigating the wine category can be difficult for consumers, especially for newer wine drinkers. The new campaign aims to give people a reason to try Jam Shed and makes sure that they feel confident they’re purchasing a wine they’ll enjoy.
New products and promotions
For Deepak Barot, from Barot Store in Cambridge, the most popular options are those with the lower price within wines and spirits. “Our bestselling spirit is always vodka and, within that, Glen’s Vodka is the most
Orkney-based single-malt distillery Highland Park
depth of finish.
CATEGORY ADVICE WORLD CUP 24 JASPER HART looks at how an atypical World Cup might affect retailers’ sales A mightthecessfiwithsizes,ingoccasionslockdownefiwithit’soveroddWorldWHENWINNER?WORLDWINTERCUPlookingatthisyear’sCup,whichwillhavethedistinctionoftakingplaceNovemberandDecember,worthdrawingcomparisonslastyear’sdelayedEuros.Thattournamentben-ttedfromayearofpent-updemandforsocialandlimitedlinger-restrictionsongatheringwhich,whencombinedEngland’sruntothenal,translatedtosalessuc-forretailersupanddowncountry.Thisyear,pent-updemandworkinretailers’favouronceagain,ascustomerswhospentthroughoutthesum-mermonthsmayrepeatthatspendingforthefootball.“YoucouldlookatmovingtheWorldCupasagoodthing,”saysKayPatel,ofBest-oneWansteadineastLondon.“Wesawsummersalesupanywayandwemayseethemreplicatedwithitmoving.”However,theUKiscurrentlyreckoningwithadecidedlygloomiereconomicoutlookthanthatof15monthsago,whichwillimpactconsumerconfidencewiththefullscaleofthecost-of-livingcrisisyettosinkinaswinterap-proaches.“It’sgoingtobeatightChristmasasitis,sotoaddfootballintothemix,willweseeamassiveuplift?Nooneknowsthisyear,”saysNishiPatel,whorunsLondisBexleyParkinDartford,Kent.“We’vehadagreatsummer,butthetightermoneygets,theremightbealullrightuntiltherun-uptoChristmas.“ItistheWorldCupattheendoftheday,butbecausewe’veneverhadoneatthistimeofyear,it’shardtopredict.”ADIFFERENTKINDOFWORLDCUP
AS shoppers’ budgets are squeezed and a big pub trip looks like an increasingly formidable expense (to say nothing about many pubs fearing closure due to skyrocketing energy bills), if they do try to make the most of the World Cup, it will likely be through gatherings in the home.
“SOME other retailers and I spoke to a few suppliers about their plans. They asked us what we were doing, and the consensus was ‘play it by ear’. It’s a new thing at this time of year. We want help from the suppliers in terms of bunting, posters and advertising, but in store I don’t think many of us are planning to do anything so close to Christmas. We have asked for freebies such as branded glasses, so let’s see if they produce any.
Molson Coors’ Madrí Excepcional has become the seventh-largest lager brand in the UK off-trade in less than six months. When it comes to wine, Hardys was the top-
AND it’s not just the time of year and economic situation that make the World Cup a less sure sales certainty than it normally would, but also the venue itself.
RETAILER VIEW
the World Cup taking place alongside the Christmas buildup,” says Tim Dunlop, brand director at specialist drinks wholesaler Hammonds of Knutsford.“Football viewings and festive drinks are going to be a lucrative area for independent retailers, so stocking up early is essential.“Weanticipate it will bring hybrid gatherings in the home, both for festive drinks and match-viewing parties. Independents will play a key role here, especially for impulse purchases and impromptu gatherings.”Totakeadvantage and maximise sales, it’s going to be
2520 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com
While hybrid marketing of Christmas and the World Cup may present a headache for retailers, shoppers will likely see the opportunity for hybrid events, particularly in the tournament’s later stages, with the final taking place a week before Christmas“GatheringsDay. in the home are certain to increase with
anticipated World Cups ever. There is also the matter of the English team itself, with Gareth Southgate’s men disappointing in several key fixtures since they lost to Italy in the Euros final.
AT-HOME OCCASIONS
selling core brand in 2021, accounting for £162m in sales in convenience.Gathering occasions are best served by take-home and multipack formats, so different types of convenience stores should display them accordingly.“Stocking a range of formats will be important when encouraging sales,” says Lauren Priestley, head of off-trade category development at Diageo.
Their progress can have a very tangible impact on sales. “It depends on how well England do,” says Patel. “If we get knocked out in the group stages, it will be pretty much over and we’ll be back to focusing on Christmas.”
“For example, 330ml bottles are great for trial, whereas four-packs and 10-packs are perfect for sharing. Four-packs in particular perform well and are currently a popular format in convenience.”
“I also said that with limited-edition packs such as Budweiser’s aluminium bottles, it’s usually too late to bring them out during the tournament. If they’re launching them, they should do it a month or two before because they’re collector’s items. If I have a limited-edition bottle, I’m not going to throw it out –it’s going to sit on a shelf at home and in the weeks preceding the World Cup, people are going to come round and ask where I got it. But these sorts of things rely on them. What we usually do around sporting events is off the back of suppliers helping us.”
crucial for retailers to reassure customers that they have their top-selling lines available and prominent across key lines such as alcohol, soft drinks and savoury snacks. For example, core lager accounts for 27.7% of off-trade sales, according to Kevin Fawell, off-trade sales director at Molson Coors Beverage Company. Carling, which is currently being supported by its first TV ad campaign in two years, is the bestselling brand in the Meanwhile,UK.
ENTHUSIASMGAUGING
Host nation Qatar has come under fire for human rights abuses and a climate that has necessitated playing matches in winter, miring the tournament in controversy before it hasAllbegun.thiscombines to make the upcoming tournament perhaps one of the least hotly
Kay eastBest-onePatel,Wanstead,London
“This winter, we are expecting shoppers to behave in different ways – to switch down to cheaper products or to reduce frequency and basket size. However, we think where people can, they will try and make each gathering special – especially after months of limited spending.“Beerand cider have traditionally been the alcohol of choice for football games, but as the World Cup falls over the festive season, shoppers may choose to combine watching the games with the chance to celebrate and socialise with friends and family.
CATEGORY ADVICE WORLD CUP 26 20 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com Qatar vs 18Final17Third-place14Semi-fi13Semi-fi29England25England25Wales21Wales21England20(openingEcuadormatch)November,4pmvsIranNovember,1pmvsUSANovember,7pmvsIranNovember,10amvsUSANovember,7pmvsWalesNovember,7pmnal1December,7pmnal2December,7pmplayoffDecember,3pmDecember,3pm
matchesKey fixtures for your diary SUPPLIER SUPPORT
“This means that shoppers will be looking to provide a wider selection of alcohol to cater to different tastes and make sure the get-together is more of a special occasion.“Thebiggest volume of wine sales within convenience remains from the core price range of £6-8 and should be at the heart of any retailer’s wine category.”
tion that ran this summer, which featured female players across products from Weetabix’s HFSS-compliant portfolio, including Weetabix Original, Crispy Minis, Protein and On The Go.
Weetabix has pledged to follow up on its summer football
Important
“Weetabix’s partnership with the Football Associations of the home nations and Republic of Ireland will reinforce“We’vethis. seen a great reaction from our on-pack promo-
SUPPLIER VIEW
“We anticipate a rise of in-home occasions over the course of the tournament in comparison to previous years, as budgets are squeezed due to cost-of-living pressures, so there will be more at-home occasions that retailers can cater for.
“We offered ‘money-can’tbuy’ prizes and the promotion is just the first part of a huge year of football, with more planned to coincide with the World Cup.”
“THE World Cup brings an exciting new element to the festive period this year, further increasing the number of in-home get-togethers and drinking occasions. It’s also a great opportunity for retailers to drive alcohol sales in convenience.
Tom AccoladeheadSmith,ofmarketing,Wines
activity. “With some kick-offs at 10am, we expect cereal and breakfast snack sales to perform strongly during this period,” says Darryl Burgess, head of sales at Weetabix.
AT the time of writing, suppliers have been tightlipped so far on their plans to market the World Cup and whether or not they’ll try and tie it into the festive season. But a World Cup is a World Cup, and some promotional signage has begun to appear across multiples from the likes of Coca-Cola Europacific Partners.
Look out for this logo in any of our products to find the latest information, insight and advice. Visit HFSS.www.betterRetailing.com/HFSSWe’vegotitcovered.IfyouhaveanyquestionsaboutHFSS,orNewtradeMediaproducts,pleasecalltheteamon02076893363 * 2022OctoberinforceintocometorestrictionsHFSS High fat, sugar and salt (HFSS) legislation is coming*, and we are here to help
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WITH the arrival of autumn comes a set of key dates – and sales opportunities – for convenience retailers. For Hindus, Sikhs and some Buddhists and Jains, the chief celebration in the months ahead is Diwali, the festival of lights.
As with any significant family calendar event, certain brands and products have become synonymous with Diwali for millions of Britons.
ers each year, with Rubicon doubling its sales during the festival last year versus 2020 and 2019, highlighting a clear opportunity for driving incremental sales” says Adrian Troy, marketing director at Barr Soft Drinks.
To further support sales, Tilda says it will invest in TV and other media across a series of channels to communicate to its diverse consumer base throughout the year.
“With Rubicon Sparkling and Rubicon Still experiencing a 17% and 7.5% uplift, respectively, during Diwali, we recommend retailers stock a wide range of Rubicon flavours in 2l packs, with a variety of sparkling and still lines.
for retailers wishing to see a boost in their sales of rice at this time. “Always make sure shelves are fully stocked – be sure to regularly re-stock, and ensure prices are clearly displayed,” says Beheshti.
2920 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com cider
“Having a range of flavours is important, as shoppers will be catering to a number of different tastes among family and friends, but so is ensur-
Anna TildabrandBeheshti,lead, SUPPLIER VIEW
With the run-up to Diwali already beginning, retailers have the chance to get their display and category management ready for the celebrations
“Diwaliaheadis getting bigger and more profitable for retail-
HOW TO PREPARE FOR DIWALI
“This will encourage consumers to purchase the larger, best-value packs.”
ing availability of larger pack formats throughout peak shoppingAnnatimes.”Beheshti, brand lead at Tilda, says a greater opportunity has been created by the impact of years of lockdowns and“Changesrestrictions.inshopper behaviour over the pandemic will mean that consumers may continue to prefer to buy locally,” she“Independentsays. convenience stores need to be well prepared ahead of this year’s Diwali celebrations by stocking all the traditional and essential ingredients including rice, flour, oil andTildaspices.”offers a range of advice
“Stock a selection of pack sizes, but pay particular attention to the bigger bags, increasing the number on shelf during this period.
MAKE OFSUCCESSADIWALI
CATEGORY ADVICE DIWALI
“DIWALI is a key festival for many of our customers and presents a great opportunity for independent retailers to drive sales. In addition to traditional Diwali foods including Indian sweets, nuts, dried fruits, and herbs and spices, Basmati Rice and Grand Extra Long Basmati play a particularly central role during this celebration because of their natural versatility that complements other flavours and should therefore be made available during the festivities.”
TOM GOCKELEN-KOZLOWSKI finds out how retailers can create a dazzling Diwali offer
sumers agree the brand offers the highest-quality products.
RETAILER VIEWS
Abdul CambridgeAl-AminArain,Stores,
“Our company is focused on offering only the highest-quality rice and grain recipes that taste good along with being healthy.”Withthis widening customer base in mind, Tilda has focused on developing a broad portfolio of products – in a range of formats – to meet the needs of everyBeheshticustomer.emphasises that the company does not produce own-label products. “Tilda offers a wide selection of products and different sizes, rang-
“As well as making the most of PoS at fixture, which highlights launches, retailers should signpost the category clearly to entice shoppers and boost basket spend.”
“WITH Rubicon Sparkling and Rubicon Still experiencing uplifts of 17% and 7.5%, respectively, during Diwali, we recommend retailers stock a wide range of Rubicon flavours in 2l packs, with a variety of sparkling and still lines. Traditional shoppers will be looking for brands they know and trust, and our research shows Rubicon shoppers are loyal over the Diwali period, with 92% of their spend going towards the brand, safe in the knowledge it can be paired perfectly with many popular Diwali food dishes.”
WHAT TO STOCK
CATEGORY ADVICE
It can benefit retailers’ sales if they make sure they highlight their range of products to all customers.“Tildais a multicultural British brand with over 50 years of experience within the rice category,” Beheshti says. “More than one-in-four UK households buy at least one Tilda product a year and more than 85% of con-
30
DIWALI
If suppliers have worked hard to develop their range ahead of the Diwali opportunity, Troy also recommends stores use category management to fully capitalise on the opportunity.
“SOME categories – such as soft drinks – will sell throughout the year, so the impact can sometimes be quite limited. We do very well by bringing in a range of Indian sweets for Diwali, and the increased margins –roughly 30% – puts them significantly above our average confectionery margin.”
Sunder Sandher, One Stop Leamington Spa, Warwickshire
Adrian BarrmarketingTroy,director,SoftDrinks SUPPLIER VIEW
WHILE it would be easy to focus on those in the community who celebrate Diwali as a religious festival, stores should also be aware of the increasing opportunity to welcome all consumers into the event.
“WE worked with our local council to integrate Diwali into the Christmas lights display. There is a significant Indian community in Leamington, and I try to reflect that in our store, and in a new Indian street-food restaurant I am about to open in the town.”
ing from Pure Basmati to other dry rice varieties. Tilda Steamed Rice, Tilda Super Grains and Tilda Kids are also available in a wide range of varieties,” she says. “The range is available across multiple categories in store, including the rice aisle, toddler-food aisle and worldfoodsBarr’saisle.”Soft Drinks’ Troy says offering choice to consumers is key for maximising the opportunity. Independent retailers should ensure they speak to their customers ahead of the festival and understand what kind of drinks will have particu-
“Creating in-store theatre early is important to drive seasonal soft drinks sales.
lar sales appeal. They can then review their range to make sure they’re meeting shopper needs.
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3
There’s not much I can do when prices are going up and people are stopping reading. What are other retailers doing? – Nilesh Patel
Sarj PasturePatel,Lane Stores, Sutton NottinghamshireBonnington,
1
“ALL our customers have noticed the price increases and a lot of them are switching to vouchers. This means we have a lot of demand for our papers during the week – particularly the FT and the Times. We have a hardcore customer demographic and if they don’t get their paper on time, they complain.
“Vouchers are the way forward. People are looking to get prepay cards where they pay for all their newspapers for the month ahead. We’re doing about £1,500-worth of vouchers at the moment, particularly with the Times and Telegraph, but the Mail are doing it now, too. If you subscribe for a full year it’s even cheaper and you’re protected if prices go up. Those hardcore customers are all subscribing and handing us whole voucher books. They’re used to paying week to week, so it’s just another step up for them. These vouchers don’t eat into our pro�its at all, but they do take a lot of our time.”
ADVICE32 NEWSPAPERS
The RETAIL EXPRESS team finds out how retailers are maintaining newspaper sales as prices increase
“The subscription schemes with the broadsheets have been working well. People are happy to subscribe to the Telegraph and the Times. We’re �inding there isn’t as much we can do with the Mirror and similar titles. There are similar schemes, but they’re not being advertised as well.
Mike Brampton,Mitchelson’sMitchelson,News,Cumbria
“I THINK people have accepted that prices are going up in leaps and bounds. It’s every newspaper, not just one. We’re working with companies that offered us new packages. People used to buy their newspapers every day �irst thing in the morning, but they’re not doing that any more. They’re buying them every now and again.
2
“WE have a big range of newspapers. I’ve seen regular price rises in my time, but not as often as now, and not the size of the price rises we’ve had. This is the �irst time I’ve seen people being price conscious about their newspaper. We’ve had people stop buying the Telegraph because of the price. Publishers need to be aware because they’re losing customers.
“Saturday newspaper sales are quite buoyant despite the price increases. People are deciding that the Saturday issue will cover their news for the whole week. We sell 60 FTs on weekdays and 140 on the weekend.”
In the next issue, the Retail Express team finds out how retailers are keeping their shelves fully stocked. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk
20 SEPTEMBER-3 OCTOBER 2022 betterRetailing.com
“We’ve maintained our full range of newspapers and we sell one against the other. If someone isn’t going to buy the Express because it costs £1.10, then I’ll say, ‘Have you tried the Mail? It’s only 90p.’ I would rather do that than lose the customer because people are looking at their expenditure. News is a big part of our business – we do delivery and sell a lot in store. And we will still maintain that offer because it means customers know they can come to us if they’re looking for something and we’ll have it. We’re the place to come to for magazines and newspapers.”
Nainesh Shah, Mayhew Belgravia,Newsagents,London
