Retail Express - 21 September 2021 by BetterRetailing

‘NOT A PRIORITY’ • Home Office dismisses law to fight back against retail crime for second time • Labour MP Alex Norris pledges to not give up on making shop workers feel safer

21 SEPTEMBER-4 OCTOBER 2021 STRICTLY FOR TRADE USERS ONLY

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Don’t miss out- Stock up today NATIONAL INSURANCE

NATIONAL LOTTERY

LIGHTING UP SALES

Retailers express uncertainty over how to offset new costs set to hit next April

Gov’t tells retailers 16and 17-year-olds are allowed to continue selling lottery products

How retailers can make this year’s Halloween and Bonfire Night spooktacular

P25-30

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E10 petrol is here. Use our guide to check you and your customers are up to date P18 OCTOBER 2021 21 SEPTEMBER-4 betterRetailing.com

US FORECOURT FOC SPECIAL

U E10: WHAT YOW O N NEED TO K team gives you a The FORECOURT FOCUS information you and rundown of the key to know about E10 your shoppers need

the stat

WHY E10?

E10: WHAT YOU NEED TO KNOW

21 SEPTEMBER-4 OCTOBER 2021 STRICTLY FOR TRADE USERS ONLY

grade has THE standard petrol to E10. For changed from E5 has sigretailers, the change is flownificance beyond what ing through your dispensers. retail“As of 1 September, to re-label ers were obliged so that the their dispensers is marked standard grade additional as E10, with that it is wording showing and vehicles most for suitable

could have fuel marked as E5 to 5% ethanything from zero changes to anol, whereas the the motor fuel (composition now and content) regulations minimum of 5.5% Association. with require a from 1 September, E10 is petrol blended maximum ethanol are not expected a minimum 5.5%, “As but retailers until ethanol. 10% renewable have reached 5.5% reEN228 only to received three the fuel standard of etha- they have s of the storage limits the maximum plenishment a impose Monger continues. nol and does not to E10 the tank,” minimum, prior

check their motorists should says Phil vehicle suitability,” director Monger, technical Retailers at the UK Petrol

there are a number custom- doubt, FOR many forecourt likely of online resources they is ers, the key question is able can use. car to be whether their For instance, the governthere has gov.uk/ to run on E10, and since ment’s website, l. been some controversy cars check-vehicle-e10-petro which the rollout as to will need to know or if it’s Users manufacturer, can use the fuel, vehicle the imand likely to have a negative model, engine size pact on the vehicle. note is year of manufacture to use The first thing to to pet- the service. that E10 only applies diesel If a customer is unable not the age to due E10 rol vehicles, and use to or electric. The government of their car, they’ll need to or super unsays that 95% of petrol-powroad to- use supreme ered vehicles on the leaded petrol. day can use E10. It’s worth communicat bear in and A useful thing to ing this to customers mind is that the governmentd alerting them this is likely cost. says all cars manufacture to be an increased social since 2011 are compatible, You can also use an informed which can give customers media to keep them check. to way change. easy in about this Alternatively, if they’re

PROTECTING RETAILERS ‘NOT A PRIORITY’ Phil Monger, technical director, UK Petrol Retailers Association

before followed the guidance of “PROVIDED that retailers concerns about compatibility most E5 was introduced, of storage tanks and ensuring that dispensers, cleaning prevented would have been taken n is water accumulatio countries introfor the UK, other care of. Fortunately given us the opporyears ago so have to duced E10 several negative impacts and enabled us any tunity to monitor e programmes. shape our own maintenanc guidance available in “They also have published and routine maintenance. diligence respect to ongoing are concerned, wholesalers and As far as regulations quality of product supplied for the the adproducers control that it not only meets Retailers for sale. retailers to sell, ensuring but is also suitable of the Consumer vertised standard, aspects all with must ensure it compliesin respect to correct labelling of Protection Regulations of products for sale.” equipment and suitability

of The number of tonnes annual carbon emissions cut by E10 switch

Department for Transport, the introduction carbon emissions. of E10 could cut tonnes It’s hoped the emissions by 750,000 taking to a boost a year – equivalent rollout will also give road. in the north-east 350,000 cars off the produced in jobs both at biofuel The ethanol is as low- of England, as from materials such waste plants themselves, as well inand wider agricultural grade grains, sugar been ar- in the the which will supply wood, which, it has dustry, sustaingued, makes it more carbon feed needed to run the plants. able and helps reduce

ARE ALL CARS COMPATIBLE?

EXPERT

VIEW

switch are THE reasons for the the hope environmental, with standard that making E10 the dioxide grade will cut carbon see 10% emissions. It will blended renewable ethanol unleaded in with 90% regular that will petrol. It’s a move with other bring the UK in line such as countries in Europe, France and Germany. to the Indeed, according

750,000

Checklist

so Re-label dispensers standard grade is marked to users as E10, and remind check suitability. sure Train your staff. Make they can tell concerned customers that vehicles manufactured post-2011 where are compatible, and if they can go to check they’re unsure. Ensure E10 dispensers of comply with all aspects the Consumer Protection to Regulations in respect correct labelling of equipof ment and suitability products for sale.

• Home Office dismisses law to fight back against retail crime for second time • Labour MP Alex Norris pledges to not give up on making shop workers feel safer NATIONAL INSURANCE

NATIONAL LOTTERY

LIGHTING UP SALES

Retailers express uncertainty over how to offset new costs set to hit next April

Gov’t tells retailers 16and 17-year-olds are allowed to continue selling lottery products

How retailers can make this year’s Halloween and Bonfire Night spooktacular

P25-30

our say

Megan Humphrey, editor

You deserve more from your government EIGHTY-NINE per cent of shopworkers were verbally abused over the past year. That means that almost every retailer in the country was faced with some kind of intimidating incident. This statistic is harrowing, but clearly not for everyone. Last week, the retail industry was hit with a devastating blow after the Home Office failed to recognise the need for a separate law to protect shopworkers – for the second time. I’ve spent more than three years working on stories related to retail crime, and using the leverage I have working on a trade title, lobbying to help retailers feel safer. There have been some small wins, like pushing the government to release £25m to its Safer Streets Fund, but it’s by no means enough. What’s more disappointing this time around is England’s apparent slowness. The violence facing Scottish store owners was obviously enough to convince Holyrood that extra protection was needed THIS STATISTIC last month, and it’s a shame the IS HARROWING same can’t be said for the rest of the UK. It’s because of this I’m not surprised retailers, who previously loved their job, are now considering throwing in the towel. The government isn’t just dealing with businesses potentially closing down, it’s dealing with the closure of community hubs. This is a travesty that can be stopped by following Scotland’s lead. The government needs to stand with retailers, more than ever after the past 18 months.

The five biggest stories this fortnight 01

Stores prepare for national insurance hike next year

SUHARA JAYASENA RETAILERS have been forced to consider how they are going to offset the costs of an increase in national insurance (NI), following a government announcement. Prime minister Boris Johnson con�irmed last week that a 1.25% increase in NI paid by employees and employers would take effect in April

2022 to offset the �inancial impact of the pandemic. Anita Nye, manager of Premier Eldred Drive Stores in Orpington, Kent, told Retail Express: “We’ve had rises in wages and pension costs, and this is another cost to bear. I think small businesses are being disproportionately hit. “I am against passing any costs onto the customer because we are a people-�irst retailer. I’ve already made

savings on energy ef�icient Stuart Reddish has warned lights, for example, and I may the rises could force some have to look at things like retailers out of business. staf�ing costs going forward.” “The cumulative effect of the For an employee earning NI changes, minimum wage an annual salary of £20,000, increases and resultant inthe employer and employee creases in pension contribuwill each pay an additional tions will push more local £130 a year in contributions. businesses towards not being NFRN national president �inancially viable,” he said.

Chancellor Rishi Sunak’s national insurance rise has come under fire from the retail sector

TO READ THE FULL RESPONSE FROM THE HOME OFFICE, SEE PAGE THREE @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 3357 Features editor Charles Whitting @CharlieWhittin1 020 7689 3350 Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361

Editor – news Jack Courtez @JackCourtez 020 7689 3371 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355 Features writer Jasper Hart 020 7689 3384 @JasperAHHart

Editorial assistant Junior Designer Suhara Pavithri Jayasena Miriam Garofalo @suharajourno Production coordinator Production editor productioncoordinator@ Ryan Cooper newtrade.co.uk 020 7689 3354 020 7689 3368 Sub editor Jim Findlay 020 7689 3373 Sub editor Robin Jarossi Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380

Director of sales and marketing Matthew Oliver 020 7689 3367 Senior account director Charlotte Jesson 020 7689 3389 Account director Natalie Reeve 020 7689 3372

Subscribe online at newtrade.co.uk/our-products/ print/retail-express. 1 year subscription: UK £65; overseas (EU) £75; overseas (non-EU) £85 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

Editor – insight Chris Dillon @ChrisDillonNT 020 7689 3379 Senior news reporter Alex Yau @AlexYau_ 020 7689 3358 Editor in chief Louise Banham 020 7689 3353 @LouiseBanham

Alcohol competition

CONVENIENCE store retailers are facing growing competition from delivery services offering alcohol and basic-range products from dark sites. Several delivery services have also recently submitted licensing applications to operate new sites.

Sales support executive Charlotte Brady 020 7689 3382 Management accountant Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3375

42,281

Loos boost sales

INSTALLING a toilet in store has the potential to increase footfall and boost sales, says British Toilet Association’s (BTA) managing director, Raymond Martin. The BTA con�irmed to Retail Express it is renewing its plea to local businesses to

become part of a community toilet scheme (CTS). Martin said: “We are moving away from a culture of toilets only being for customers, so there is a chance local retailers can help local councils through community toilet schemes.”

For the full story, go to betterRetailing.com and search ‘alcohol’

Account manager Adelice Tatham 020 7689 3366 Account manager (new business) Jimli Barua 020 7689 3364

Delivery service Getir submitted licensing applications to operate from two sites in Cardiff and Liverpool, as well as several more across London. Gorillas has also submitted licence applications for sites in London with delivery promised in 10 minutes.

Eat Street rollout

AFTER a successful trial of the Eat Street concept, One Stop had decided to extend the concept to other stores. The trial took place in various stores in February and combined a number of selfservice food-to-go products in a standalone area in each shop. Products included Costa

Coffee, Tango Ice Blast and F’real milkshake machines. A One Stop spokesperson con�irmed the decision. They said: “Following a trial in a number of our stores, Eat Street has been successful with customers. We plan to roll out to all new companyowned stores.”

Post Office rates

THE Post Of�ice will be increasing some remuneration rates and extending its top-up payments to stores in response to the concerns around its new Mails Distribution Agreement with Royal Mail. In a video message from chief executive Nick Read to

subpostmasters on 14 September, the PO said stores will receive an extra “penny in the pound” for both Special Delivery and Parcelforce products. Retailers will soon be sent the improved remuneration “in a contractual letter” this month.

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, go to betterRetailing.com and search ‘Eat Street’

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

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21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

megan.humphrey@newtrade.co.uk 020 7689 3357

Independents dismissed again in crime law plea MEGAN HUMPHREY RETAILERS have claimed they aren’t a priority after the Home Of�ice failed for a second time to recognise the need for a separate law to better protect shopworkers. It follows a second consultation on the initial call for evidence on violence and abuse towards retailers, �irst launched in April 2019. At the time, several trade bodies, including the NFRN, ACS, British Retail Consortium and Usdaw, recommended a separate offence was needed to help make store workers feel safer and better protected against incidents of crime. However, in July 2020, the government stated it didn’t believe changes in the law were necessary to help resolve the issue. In its response, it said although it recognised the motivations behind the suggestions, they do “not consider that the case is yet made out for a change in the law”, and “more urgent action” was required by the police instead. As a result, last December, the Home Affairs Select Committee decided to look into whether the government’s response was adequate. Earlier this month, on 9 September, the Home Affairs Select Committee stood by the government’s decision.

“A wide range of offences already exist that cover assaults against any worker, including retail workers,” the report said. “Courts have a statutory duty to follow sentencing guidelines, which are clear that the fact an offence has been committed against those working in the public sector or providing a service to the public should be treated as an aggravating factor during sentencing, meriting an increased sentence.” NFRN national president Stuart Reddish told Retail Express the response suggests retailers aren’t being prioritised. “Incidents of verbal abuse and physical attacks have become a daily occurrence for millions of shop workers and increased dramatically during the Covid-19 pandemic,” he said. “Other frontline workers, such as the emergency services and customs of�icers, are quite rightly given extra protection by the law in recognition of the service they provide to the public and the responsibility placed upon them.” He added: “Shop workers are just as much in the �iring line and deserve the same level of protections from the law and an appropriate response from the police.” However, the Committee did pledge to address the issue in the House of Lords stages of the Police, Crime,

express yourself “THE way we advertise our services is through word of mouth, really. We have gained customers through recommendation and the fact people know us for all these years. Years ago, we used to put a little note on our shop window saying we deliver newspapers. The problem is one time News UK put an advert online about my delivery service and I got phone calls from people outside my delivery range.” Manish Mehta, William’s News, Streatham, London

GOOD WEEK DELIVERY: IT Retail Systems has confirmed it is looking to add 20-to-30 retailers to its home delivery app by the end of the year. Founder Tanveer Mirza said the app differs from its rivals by integrating with the retailer’s EPoS, providing live pricing, promotion and stock updates. He revealed there have been 5,758 orders to date through the trial stores since April, with basket spend averaging £23.47. BOOKER: The wholesaler has halved the promotional allocations for its symbol group retailers, reducing the chances of wastage. Stores have praised Booker for taking a more focused approach to promotional allocations. Some retailers said the value of allocations as part of the change had halved. Amish Shingadia, of Londis Caterways & Post Office in Horsham, West Sussex, described the decisions as more “sustainable”.

BAD WEEK

Sentencing and Courts Bill. Despite disappointment in England, Wales and Northern Ireland, stores in Scotland praised Holyrood for taking the necessary steps to protect them. Last month, The Protection of Workers (Retail and Age-restricted Goods and Services) (Scotland) Act 2021 came into force, spearheaded by MSP Daniel Johnson.

the column where you can make your voice heard

This legislation ensures the seriousness of offending is highlighted through a speci�ic offence and allows for tougher sentences for offenders. A West Lothian man became the �irst person to be charged with an offence under the law just four days after the legislation came into force. Labour MP Alex Norris, who has been pushing a

similar bill called The Assaults on Retail Workers Bill in Parliament, told Retail Express it is vital the Home Of�ice commits to its pledge to ensure rollout to the rest of the UK. “It’s vital they follow through on this pledge, and use the opportunity to give retail workers the protection they deserve against violence, threats and abuse,” he said.

STAFF: According to the ACS’s Local Shop Report 2021, shop staff worked a combined 9.6 million hours over the past year. The percentage of independent convenience store owners who have worked every day over the past year doubled from 24% of all employees last year to 49% this year. Employees blamed waves of lockdowns, regulation changes, staff shortages and supply-chain issues for not being able to take time off. ALLOCATIONS: Retailers have called on publishers and wholesalers to be more flexible with weekday newspaper allocations as more commuters return to work. This month has seen a rise in the number of people returning to their offices, but stores located near transport hubs said the fluctuating number of customers makes it difficult to get order allocations correct.

How are you advertising your home delivery service?

“WE started doing home delivery services at the beginning of the pandemic. The way we advertised our new service was through social media such as Instagram, Twitter and Facebook, as our local people are on those sites, so it was good to advertise online. Once people see our advert, we get customers calling our store and telling us they would like to join the service. We gained a lot of customers for home delivery through online.” Trudy Davis, Woosnam & Davies News, Llanidloes

“WE deliver to more than 300 houses, and the way we built our customer base is through advertising all over the shop both inside and outside. We also advertise a lot about our service on social media, which proved to be the best way to inform people. We also advertise inside our local papers and magazines that get delivered to people’s houses once a month, and deliver leaflets around our area ourselves.” Kirsty Philips, Bonnies News, East Sussex

Do you have an issue to discuss with other retailers? Call 020 7689 3357 or email megan.humphrey@newtrade.co.uk

Kirsty Philips

NEWS

21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

No change to age of lottery sellers SUHARA JAYASENA THE government has con�irmed 16- and 17-yearolds will still be able to continue selling lottery products next month, when approved by someone over the age of 18. The legislation will take effect in the same month the minimum-age-rise law is implemented, increasing from 16-plus to 18-plus.

In February, NFRN national president Stuart Reddish wrote to culture secretary Oliver Dowden outlining the dif�iculties retailers would face if sales assistants had to be over 18 to sell tickets. “Staff in this age group provide an important part of the staf�ing of convenience stores at key times, including the weekend staff who are selling lottery tickets in the hours before the Saturday

lottery draws,” he said. Ahead of the new agerise law, National Lottery operator Camelot extended the sell-through period for scratchcard games. The formal closure data bearing the 16+ logo was 1 September, but this was updated to 22 September. When asked what retailers should do with leftover unactivated and activated stock, a spokesperson advised shops

to store it securely until a rep can collect the packs. “Retailers should only be activating a pack of scratchcards before placing it in the dispenser, so the only activated stock in a store should be in the dispenser itself,” they said. “Even if a retailer had activated a pack at the last possible moment, by 22 September they would have had seven-plus weeks to sell through the pack.”

#retailtogether

New postmaster role THE Post Of�ice (PO) has hired its �irst-ever postmaster director, bringing a voice from the day-to-day business into senior leadership. Hithendra Cheetirala has been a postmaster since 2015 and runs two PO branches in central Scotland, and a mobile outreach van. He will start this month on a part-time basis and begin fully in October. Retail & franchise network director Amanda Jones said: “This is another important step we are taking to rebuild our relationship with postmasters.”

Heinz promotions make a return

We know that it’s been one of the most challenging years in independent retail with the way you need to run your stores having changed almost overnight. We also know that with the lack of physical events taking place, there’s less of a chance to connect with like-minded retailers. That’s why we started #retailtogether, an informal digital networking event to help independent retailers share experiences, discuss issues and ideas, and see a few friendly faces. Join us every other Thursday at 4.30pm

HEINZ has revealed it will be resuming half-price promotions next month, after withdrawing support for convenience wholesalers during the pandemic. In a statement sent to retailers, the company said that it had stopped the promotions last July due to “supply chain challenges as a result of demand peaks” and that it planned to “resume price promotions in Q4”. “We have increased our in-

vestment, including marketing activations and call-centre capability,” a spokesperson added.

Single-use plastic ban NEW plans to ban singleuse plastics were announced by the government last week, potentially affecting foodto-go operations in convenience stores. A public consultation is set to be launched in the autumn, which will look at banning single-use plastic plates, cut-

lery and polystyrene plates. The proposal aims to encourage businesses to use more sustainable alternatives and reduce plastic litter. Environment secretary George Eustice said: “These plans will help us stamp out the unnecessary use of plastic.”

Drink Responsibly.

PRODUCTS

Seasonal treats from Pladis PRIYANKA JETHWA Pladis has unveiled its McVitie’s and Flipz Christmas ranges with four new additions for 2021. The new products in the McVitie’s range for 2021 include: Mince Pie-�lavour Milk Chocolate Digestives, Jaffa Cakes Jaffa Hamper and Milk Chocolate Digestives Gingerbread Slices. This will join the seasonal return of Gingerbread�lavoured Milk Chocolate Digestives, Seasonal Milk Chocolate Digestives, Family Circle, Victoria Assortment, Moments Signature Chocolate Biscuit Selection, Jaffa Cakes Orange & Cranberry, Jaffa Cakes Christmas Pole

and Santa Snacks Chocolate Cake Bars. New to the Flipz range will be a Gingerbread�lavoured variety. Scott Snell, vice president of customer at Pladis UK&I, told Retail Express retailers mustn’t forget 80% of biscuit sales come from only 8% of products in convenience stores. “Six of the 10 bestselling biscuit products in convenience stores are Pladis brands. These are Chocolate Digestives, Chocolate Hobnobs, Digestives, Classic Caramel Bliss V.I.Bs, Jaffa Cakes and Flipz Milk Chocolate.” Asked about smaller stores with limited space,

he said Victoria Assortment and Family Circle should be prioritised, as they accounted for two of the top bestselling seasonal biscuit products, with the former the number-one Christmas biscuit assortment, and the latter the number-one

everyday branded biscuit assortment line. Family Circle comes in 310g, 620g and 900g (exclusive to Costco) boxes, while Victoria Assortment comes in 300g, 600g and 1.2kg formats.

21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

Freeze-and-reveal mechanic from Diageo DIAGEO’S ‘Smirnoff 21 diamonds’ campaign will offer consumers the opportunity to win one of 21 diamonds, worth £4,000 each, through a limited-edition temperature-activated bottle or neck collar. Shoppers have to freeze a limited-edition bottle or neck collar of Smirnoff No. 21 where an eight-digit code will be revealed, and then entered via the Smirnoff website. The £600,000 campaign will span social media and video-on-demand, with the brand’s research suggesting more than half of vodka drinkers are likely to take part in a promotion.

Cathedral City refreshes Nibbles

Tapping into the Guinness Foreign Extra Stout’s redesign stimulants segment

CATHEDRAL City has refreshed its Nibbles lines with a new packaging design aimed to broaden the appeal and attract incremental sales from families. It will feature vibrant colours and call out the product’s format and suitability for packed lunches. The inner bag designs aim to attract younger consumers by mimicking the faces portrayed. Neil Stewart, marketing controller at Cathedral City, said 53% of UK of parents aged seven-to-15 years old buy cheese as a snacking option for their kids, with the segment worth £273m, growing at 7%. Cathedral City Nibbles is growing ahead of this.

GUINNESS Foreign Extra Stout has redesigned its 330ml bottle format and 24x330ml multipack to re�lect its heritage. The launch will be backed by a campaign including social media and outdoor advertising, as well as activities around London. As part of the launch, it has partnered with Caribbean food and lifestyle platform Original Flava to create recipes using the stout as an ingredient. It follows the return of Guinness 0.0, the brand’s nonalcoholic version of the stout which was �irst launched last year into supermarkets. The stout is available now from all major wholesalers.

LUCOZADE Alert is the latest sub-brand to join Suntory Beverage & Food’s range. Available in Tropical Burst and Cherry Blast varieties, it’s marketed as a mainstream stimulant, and aimed at a wider audience compared to what’s currently on the market. Available in 500ml £1.30 price-marked and standard cans (RRP £1.55), it should be positioned within the stimulant section in the chiller, away from Lucozade Energy. Stimulants are the fastestgrowing soft drinks segment. The supplier said the new range responds to a consumer need for a stimulant that is low in sugar.

7 Vegetables Pasta

Limited-edition Three fusions of spooky Fanta bottles a Pot Noodle

MARS Food UK has expanded its Dolmio range with 7 Vegetables Pasta Sauce, available in three varieties. These include Mediterranean Roasted Veg, Sun Ripened Tomato & Basil and Sun Ripened Tomato & Chilli options. The 350g jars have an RRP of £1.97 each and tap into a growing trend of shoppers seeking healthier alterna-

COCA-COLA Europaci�ic Partners has unveiled an on-pack promotion for Fanta in time for Halloween. Until 31 October, shoppers will be encouraged to buy limited-edition packs of Fanta Orange and Orange Zero Sugar, where they can scan QR codes to win a range of prizes. Promotional packs include plain and price-marked 330ml cans, and 500ml and 2l bottles. PoS materials will be available from my.ccep.com. Last Halloween, �lavoured carbonates drew in £5.5mworth of incremental sales to the soft drinks category in the run up to the event. One in four �lavoured

Sauce from Dolmio

tives in the segment. Research shows that the most-common healthy eating behaviour is eating at least �ive fruit and vegetables a day, with 46% saying they have done this in the past six months. The launch will be supported by an in�luencer campaign and outdoor activities, as well as in-store PoS and digital advertising.

carbonates purchased in October 2020 was a Fanta.

UNILEVER has launched Pot Noodle Fusions, a range of quick-to-prepare noodles in Katsu Curry, Chilli Chicken and Thai Green Curry varieties. With an RRP of £1.39 per pot, the product is set to bring incremental sales to the category, but also provide something new for fans of the brand. The supplier said with three out of four shoppers now looking for plant-based ranges in the category, the Pot Noodle Fusions range is European Vegetarian Union vegan validated. The pots are on sale now.

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PRODUCTS

Grow post-Covid soft drinks sales EFFECTIVE ranging and merchandising will be key to retaining soft drinks shoppers gained during the pandemic, Britvic has said. Phil Sanders, out-of-home commercial director at Britvic, told Retail Express that despite shoppers leaning towards larger and multipacks of soft drinks last year, the return to on-the-go missions will mean the way retailers display their ranges, and what they include in it, will be key to catering to new habits formed, and the return of old ones. For example, Sanders

explained as of�ice workers return to work, there will be a boost in sales of noand low-sugar soft drinks, something that burned off during the pandemic while full-sugar options soared in popularity. When it comes to ranging and merchandising, he said: “Find the balance with formats and offer choice within those ranges. “Right now, soft drinks �ixtures have become polarised, with larger packs and full-sugar options. “Squash performed well during the pandemic and Robinsons Orange and Apple & Blackcurrant were

GRENADE has launched a limited-edition Gingerbread Carb Killa bar, designed for those looking for a healthier alternative to a standard chocolate bar during the festive period. Gingerbread Carb Killa features caramel and dark chocolate chips, with white chocolate swirl on top. Grenade head of product Rob Page said the seasonal bar contains 1.7g of sugar

and 20g of protein, positioning it as a post-workout snack or for those “looking to stay fuller for longer and satisfy their sweet tooth”. It is available in a 60g format with an RRP of £2.59, available now from Blakemore and Booker. The Carb Killa range includes Chocolate Chip Salted Caramel, White Chocolate Salted Peanut and Fudged Up varieties.

PRIYANKA JETHWA

the most popular. Going forward, offer a broader �lavour range in the segment to keep those new customers interested.” New lines on the market

are also important to sustaining soft drink sales and while it may not have been a priority last year, it’s gained traction and interest again, he added.

Grenade launches festive protein bar

Love your ends with Philly cream cheese FOLLOWING its ‘Don’t waste it, taste it’ campaign in 2020, Philadelphia’s new campaign, ‘Love your ends’, aims to �ight food waste. Aiming to reach 84% of UK millennials, it will roll out on social and digital media. Bread is the most-wasted ingredient in the UK. As the spread is designed for bread, the brand is challenging shopper behaviour to drive change by showing consumers how they can reduce waste. This will be achieved

through raising awareness of the scale of the problem through content posted on Instagram, Facebook, YouTube and video-on-demand, including regional targeted ads highlighting the different words that different areas have for bread ends, such as ‘crusts’ and ‘toppers’. Philadelphia has also partnered with six UK food in�luencers to provide recipe inspiration and encourage consumers to change their behaviour.

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21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

Imperial Tobacco reduces prices IMPERIAL Tobacco has reduced the RRP of on some of its leading brands as more consumers lean towards value-for-money options in tobacco. From now onwards, the RRPs of Embassy Signature and Richmond will drop to £9.25, and Riverstone roll-your-own tobacco will fall to £11.95 and £19.60, respectively, for its 30g and 50g formats.

Tom Gully, trade marketing manager UK at Imperial Tobacco, said demand for value tobacco continues to play a major role in shopper purchasing decisions. “By adapting the pricing on these leading brands, we can help retailers ensure they continue to offer customers quality brands at great value price points,” added Gully.

Get a personalised Kellogg’s cereal box AS children return to school, Kellogg’s new on-pack promotion will give consumers the chance to create their own personalised cereal box sleeve. With the promotion available now until 20 November, shoppers need to collect codes from two promotional packs of Kellogg’s bestsellers, including Coco Pops, Corn Flakes or Rice Krispies. They are then able to go online where they can upload a photo and personalised message which will all appear on their personalised cereal box cover. The supplier said the promotion is aimed at parents of children aged six-to-10 years

old, but, this year, it has also been extended to adults. Those aged 18-plus can now get their own Crunchy Nut personalised cereal sleeve.

KRAFT Heinz is investing £1.5m in a multimedia campaign for Heinz Tomato Ketchup called ‘Ketchup. But First, tomato.’. The campaign will run across TV, video-on-demand and outdoor advertising, as well as social media, including Facebook, Instagram, TikTok and YouTube. It expects to reach 40 million people – which equates to 83% of all UK adults. The timing of the campaign comes during a key sales period for Heinz as the summer months present a big moment for its ketchup brand with social meal occasions peaking. As the summer ends, this campaign continues to serve as reminder of Heinz Tomato

Ketchup’s taste, with no arti�icial colours, �lavours or preservatives.

£1.5m m campaign for Heinz Ketchup

Country Choice serves three Gyozas COUNTRY Choice had added Gyozas to its range, a food usually found in ramen shops and Chinese restaurants, available in chicken, duck and vegetable varieties. The dish has recently become popular on the UK high street, often served with ramen, or on its own accompanied by a dip such as soy or teriyaki sauce. The supplier recommends the gyozas, supplied frozen in bags of 30, be steamed in a wet-well Bain Marie, where they can be kept for up to four hours. To package, transfer to a small, windowed food-to-go box and place in any heated display unit where they can

be held above 63°C for up to two hours.

CAMPARI UK has for the �irst time launched an Aperol Spritz Kit, featuring a smaller 35ml bottle of Aperol and a 37.5cl bottle of Cinzano Prosecco DOC. The supplier said 72% of cocktail consumers are now opting for spritz options, and with its bittersweet taste, Aperol Spritz is a “strong sales opportunity for retailers”.

The supplier added: “The Aperol Spritz Kit is also an ideal way to introduce new customers to the UK’s best-selling branded cocktail, with a lower price point versus full-size bottle purchases.” The kit will be launching in convenience with an RRP of £16 and enables shoppers to make four-to-�ive cocktails.

Aperol’s first mini drinks kit launches

Spooky sweets from Hancocks arrive HANCOCKS’ Halloween range will include trickor-treat gifts for children, confectionery for parties and sweets to share. For those on a vegan diet, there is Bubs confectionery, which includes vegan Cool Cola Skulls, Liquorice Skulls, Big Sour Skulls and Mini Sour Skull Mix. There will also be a new pick-and-mix range from Kingsway, including Monster Jellies, Pumpkin Marshmallows, Tongue Painter Jelly Filled Marshmallows and Pumpkin Jellies. Bonds’ new Spooky Mix Shaker Cup is designed for Halloween parties and gifting. The themed mix is a selection of Bonds’ favourite Halloween treats from the

Halloween Pick N Mix line, including Candy Skulls, Jelly Snakes, Pumpkin Mallows and Gummy Dentures.

Sensations ups barbecue flavours PEPSICO is adding to its Walkers Sensations range with a new BBQ Beef Teriyaki variety. The launch taps into the growing popularity of barbecue �lavours in the crisps and snacks category, which is the fastest-growing pro�ile in the savoury sharing segment. Kate Prescott, marketing manager for Sensations UK, said: “Japanese cuisine is a popular consumer trend in the UK. Over half of Brits (54%) say they like to experiment with new food, and the new addition to the Walkers Sensations range will support the savoury snacks category.” Sensations BBQ Beef Teri-

yaki has an RRP of £1.99 for a 150g sharing pack.

TASTE & Glory has launched a range of plant-based deli slices, available in ‘ham’, ‘chicken’ and ‘beef’ varieties. The supplier said at present, plant-based lunchtime options “under-deliver on taste and texture, according to consumer sentiment”. It added: “The meat-free category has grown by 12.5% since the beginning of 2021. However, within this, plantbased lunchtime occasions represent an untapped occasion for retailers. With 31% of meat-free meals being outside of evening meals, there’s a opportunity for retailers to cater to these occasions.” The launch will be supported by a shopper campaign

this month and next, with additional makerting support during Veganuary next year.

Deli counter gets plant-based slices

On-the-go Delamere Dairy 330ml cartons DELAMERE Dairy’s Flavoured Milk is now available in a 330ml carton designed for on-the-go consumption. Following the launch of its 500ml glass bottle, the 330ml range comes in Strawberry, Chocolate and Banana �lavours. The range is ambient, but the supplier said it is best kept and sold in the chiller. The semi-skimmed milk drink has no arti�icial sweeteners, �lavours or colours, and is a source of protein, calcium and vitamin D. It has an RRP of £1-1.25. Steve O’Connor, senior account manager at Delamere Dairy, said launching a smaller format will make it easier for retailers to stock them in the chiller for impulse purchases.

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03/09/2021 17:25

DON’T MISS THE 1 OCTOBER ISSUE OF RN

OPINION

RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Call Retail Express on 020 7689 3357 for the chance to be featured CHRISTMAS: How will you mitigate potential shortages? “OVER the past week, I’ve spent around £50,000 on Christmas stock. My stock room can hold up to 25 pallets, so I’m planning ahead. I’ve also got good relationships with suppliers. Chilled is more worrying over Christmas, as there’s only so much I can hold.” Mike Lakhani, St Mary’s Supermarket, Southampton

The newstrade supply chain: how to forge beneficial relationships with your newspaper and magazine suppliers

I am now doing 60 deliveries per day RETAIL NEWS THAT MATTERS

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“WE’VE seen a behaviour change and we’ve had to adapt. At �irst, we were taking orders over the phone, mainly for vulnerable customers, but we also introduced a platform called Appy Shop, which has enhanced our service. We use a combination of our own delivery and Deliveroo.” Rav Garcha, Nisa Local, Shrewsbury

“WHEN the pandemic hit, we were doing deliveries via Facebook and phone, but in April we went live with Snappy Shopper. I do 60 deliveries per day and there’s room for growth. As well as our van, I use a network of local drivers who work ad-hoc and take the delivery fee.” Natalie Lightfoot, Londis Solo Convenience, Glasgow

FUTURE: What areas of investment are you focusing on? “WE’RE planning a re�it with a “WE’RE looking to roll out focus on expanding our chilled a new till system. We’re at range. We grew our customers a stage where our existing by 20-30% over the pandemic system is not �it for purpose. and we’ve maintained this, but We want to reduce waiting we want invest in the store. time at the till and enhance With multiples such as Aldi gothe customer experience, and ing down the convenience route, also grow e-sales to offset the we have stiff competition.” expenditure.” Anish Panchmatia, Spar Wylde Green, Birmingham

Avtar Sidhu, Kenilworth Budgens, Warwickshire

The best independent retailers stay ahead by reading RN each week. Do you? ORDER YOUR COPY from your news wholesaler today or contact Kate Daw on 020 3871 6490

Vince Malone, Premier Tenby Stores & PO, Pembrokeshire

SERVICES: How are you sustaining home delivery?

PLUS

el onic sh ned Electr explai ney you labelsthe time andingmopaper labels

“THREE years ago, we rationalised suppliers, but we’ve gone the opposite way. We get our main stock from Booker, but we’ve got many local suppliers for essentials such as bread and milk. I don’t have much storage, but I’m clearing it to see what I can stockpile in the run-up to Christmas.”

My stock room can hold up to 25 pallets

Christmas guide: get your store set for bumper sales this festive period

THE LEADING TITLE FOR NEWS AND CONVENIENCE RETAILERS THE LE ADING ERS TITLE RETAIL FOR NE IENCE NVEN WS AN CO D D CONV AN NEWS ENIENC R FO E RETA TLE Inside the UK’s ILERS ING TI AD LE ‘most beautiful’ THE convenience store f

21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

We want to reduce waiting time at the till LOTTERY: What impact will the legal playing age have on you?

Camelot gave us plenty of warning in advance

“I CAN’T say it will affect us. The shop is in a village area where our demographic is much older. Many of our customers are over 50, rather than 16-18, so we’ve not seen a change. And Camelot gave us plenty of warning in advance, so it’s all gone very smoothly.” Euan Johnston, Woodrow’s Newsagents, Bishopton

“I DON’T think it will make much difference. Sixteento-18 year olds rarely buy scratchcards, so I don’t anticipate change. I am reliant on younger staff working in the shop, so it’s a welcome relief that they can continue selling scratchcards going forward.” Hitesh Pandya, Tonis Newsagents, Ramsgate

82% of consumers are unable to name a retailer doing a good job of reducing plastic waste*

To ﬁnd out more, please call Simon Joseph on 020 7689 3363

*Kantar

Newtrade Media is passionate about helping independent retailers to become more sustainable.

NEWS SPECIAL FIVE WAYS TO IMPROVE YOUR STORE

CREATING LOYALTY 01 HOME DELIVERY DURING the pandemic, vulnerable people self-isolating were reliant on home delivery. With supermarket slots booked up months in advance, there was an opportunity for independents to attract new customers with nowhere else to go. As it stands, 39% of stores offer home delivery to customers who order over the phone, 28% offer home delivery for vulnerable customers, 15%

offer home delivery through a third-party app and 10% offer home delivery through a store website. Of those stores offering the service, 71% have no minimum spend, 82% have no delivery charge and 86% have no premium pricing. However, ACS chief executive James Lowman said this has the potential to change as demand grows. In addition, the phrase ‘local shop delivery’ ranked fourth

03 STAFF TWICE as many more retailers took no holiday in the past year, compared to the previous one. According to the report, 49% took no time away from their shops, with 10% working more than 70 hours per week. Nisa head of retail Victoria Lockie stressed the importance of retailers prioritising the wellness of their staff post-pandemic. “We underestimate the impact the pandemic has had on retailers,” she said. “Most retailers are desperate for a holiday. I’ve

The ACS Local Shop Report 2021 reveals what customers valued the most during the pandemic. MEGAN HUMPHREY explores how stores can continue winning them over

02 TECHNOLOGY in the top-five rising searches related to convenience stores. Lumina Intelligence’s key account lead, Sophie Lane, described home delivery as “an exciting development area”. She said: “This is a great new route to market that can lead to bigger basket sizes and more money for retailers. It attracts a different type of shopper who is looking to spend more at the weekend.”

THE number of retailers using social media to communicate with their customers rose across all platforms, when compared to last year. Independent retailers were successful in securing new customers during the pandemic by using the internet to showcase their product offering while supermarkets experienced panic buying. The report revealed more customers searched for

convenience stores on Google during the week of Christmas (21-27 December) than any other time in the past year. For the first time, video content platform TikTok featured, being used by 12% of independent retailers. Searches of ‘shop near me’, ‘nearest local shop’ and ‘local corner shop’ all featured in the top five searches recorded in the past year.

One Stop head of customer marketing and business support Nigel Prendergast said having an online presence is “vitally important”. He explained: “Eighty-five per cent of our customers own smartphones. Understanding your customer is essential when deciding which platform to use. TikTok will help you to attract younger people to your store.”

changing their approach to investment. “Over the next two years, I predict there will be more investment in areas directly affecting stores and less in others,” he said. “It’ll become a lot more about how they can make that investment pay back into their business.” Government funding has

helped some stores. “We have seen a lot of investment across our estate,” said Lockie. “We have carried out 210 refits, we have 110 in the pipeline for after Christmas and 66 on the go now. Retailers have definitely been tapping into available government funding and it’s been positive.”

04 NEW PRODUCTS seen in my own team the impact it’s had; inner strength can only work for so long.” Prendergast explained how One Stop uses action plans to help colleagues identify when others need extra support. “We have introduced wellness action plans. They aren’t just for line managers, but for other colleagues to help them spot when others need support,” he said. “It’s so important to create an environment for staff to share when they are experiencing challenges, so we can help resolve that.”

INDEPENDENT retailers acted quickly when other nonessential businesses were closed by the government. For example, the number of retailers selling plants or horticultural products rose from 33% to 39% in the past year. Trudy Davies, owner of Woosnam & Davies News in Llanidloes, said she saw the closure of garden centres as an opportunity for her store. “We sourced plants locally and started stocking whatever we could, and our customers couldn’t get enough,” she said. “We even struck up a relationship with local

growers who’d come in to donate some of their produce. This is something we are keen to expand.” Select & Save commercial director Raj Krishan urged retailers to find their niche. “The key thing for any convenience store is to find their niche within their local community,” he said. “Ultimately, this would be picked up locally. The past 12 months has shown quite clearly that there is a need for differentiation. Keeping up the basics and understanding your customers will help keep them local.”

05 INVESTMENT OVERALL, independent retailers invested less in their stores this year compared to last. Largely, the pandemic meant they had to prioritise securing sales, keeping shelves stocked and abiding government coronavirus restrictions. Prendergast confirmed: “The past 18 months have been chal-

lenging and it’s been more about keeping colleagues safe, so investment has naturally died off.” He added that rises in national insurance and the rollout of legislation, including the restriction of promotions of products high in fat, salt or sugar, will lead to stores

LETTERS

21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

Harj Mickleton Village Stores, Dhasee Gloucestershire

Letters may be edited

Beating burnout

‘Don’t put off decisions, instead adapt and evolve’ DURING the pandemic, retailers have had to adapt very quickly, and I found that decisions I was sitting on beforehand suddenly became urgent. Delivery was one of these. In the �irst week of lockdown, I was advertising on Facebook and taking orders over the phone, but very soon I went live with a Snappy Shopper platform. I am now making deliveries to

60 homes per day, and delivery makes up a third of my sales. What’s struck me most is how time-poor people are and how willingly they have wanted to use this service. I have also been able to tap into a network of local drivers. An initial advert brought in two drivers, but it has grown through word-ofmouth into a small �leet of nine or 10 drivers who want to work �lexibly and who

keep the delivery fee. I’ve spent very little on marketing, yet grown my delivery arm considerably, with my busiest times between 4pm and 7pm. And there’s still room to grow more. Currently, my �irst drop is 11am, but I am considering bringing that forward to catch a breakfast trade. The pandemic may have accelerated changes in my business model, but I’ve

realised this is a trend that is not going away. If there’s one thing I’ve learned, it’s not to put off decisions. Retailers need to adapt and evolve to compete with new apps and delivery services springing up, but the advantage I have is a great local reputation and loyal customers. Natalie Lightfoot, Londis Solo Convenience, Glasgow

COMMUNITY RETAILER

OF THE WEEK

Wilson Rea, KeyStore More, Lanark, Scotland

‘We are cycling 24 WIN £50-worth of Guinness up for grabs hours for Parkinson’s’

DIAGEO has introduced a new look for its Guinness Foreign Extra Stout 330ml bottle. To celebrate the redesign, the supplier has partnered up with Retail Express to give five lucky readers the chance to win £50-worth of Guinness Foreign Extra Stout stock.

TO ENTER Fill in your details at:

betterRetailing.com/competitions This competition closes on 18 October. Editor’s decision is final.

WE always try to do something every year for our local group, and my dad had Parkinson’s, so that is why we picked this charity this time. We are hoping to get as many different people to take part as we can. We have put together a 24-hour timetable so then customers can come in and pick a time for when they cycle. We have had a lot of people sign up for the event and it has been sponsored by all the different shops in Lanark. I have also made a poster and have put that up in our window. Our target is to raise £5,000. The event will happen on the 25 September.

AS a community, retailers work hard. According to recent research from the ACS, 10% of shop owners work more than 70 hours per week, and 49% take no holiday. We’re working longer hours than ever before, so it’s even more important to recognise the symptoms of burnout and to then take the steps necessary to recover. With pressure Each issue, one of seven top growing – with retailers shares advice to Christmas on the make your store magnificent way and shortages through suppliers and deliveries – everything is getting compounded. That means that now is the time to take a step back and refresh yourself for the three months ahead. Burnout is more than feeling tired. You feel lethargic, fatigued and disinterested. You start making simple mistakes. It doesn’t just affect your ability to do your job, but your will. Mental burnout is just as important as physical. Taking some time away from the business is key. It might feel like you can’t leave the store alone, but you’ve got to look at the short-term loss while you’re away versus the long-term gain of you coming back revitalised and replenished. Personally, I need four-to-five days to step away from the store and take time for myself. Physical exercise works really well for me, but it won’t work for everybody. It could be as simple as going for a half-hour walk every morning. It’s just about taking some time for yourself. Don’t worry about what you haven’t done the day before. Forget the hang-ups from the day before. You can’t go back in time. Just keep moving forward. Every morning is a fresh start. Well-being is so important when you’re running your own business. Staff well-being is important, of course, but I think that sometimes retailers put staff before ourselves. Staff can cry on your shoulder, but you can’t cry on theirs. You can’t show them that you’re stressed because it will stress them out. You need to be happy for your staff and customers. So you need to look out for your own well-being. Is there something I can do for myself that has a positive impact? If I go out and get drunk, then I regret it the next morning. But if I go to the gym, then I feel better for having done it. Going to the gym seems like hard work, but once you’ve done it, you feel so much better about yourself. Alcohol isn’t that helpful. Beating burnout is about going wherever you need to go to recharge your batteries. It’s about recognising that you’re getting ground down and changing the scenery.

Get in touch

@retailexpress betterRetailing.com facebook.com/betterRetailing megan.humphrey@newtrade.co.uk 020 7689 3357

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26/08/2021 16:31

FORECOURT FOCUS

Turn to page 18 for everything forecourt retailers need to know about the E10 rollout

A quarter of drivers are unaware of E10 fuel rollout DARYL WORTHINGTON AS of 1 September, almost a quarter of drivers in the UK were unaware that E10 fuel was replacing E5 as the standard petrol in the UK. This is despite the fuel becoming the standard petrol this month. The same study, conducted by the RAC, also revealed that 27% of drivers had yet to check whether their car was compatible with E10 petrol. Twenty-six per cent of drivers surveyed had already used the government’s free of�icial online checker to see if their vehicle was compatible. A further 15% had used alternative means to con�irm their car’s compatibility with the new fuel. This summer, the standard (95 octane) petrol grade

in the UK will become E10, a fuel blend that contains up to 10% renewable ethanol. Until now, the blend was up to 5% (E5). The move is part of the bid to reduce carbon emissions by cutting down the use of fossil fuels. Since 2011, all new cars manufactured in the UK are compatible with E10 petrol. It’s estimated that 95% of petrol-powered vehicles in the UK are compatible with E10, and the government said that �igure is increasing all the time. “E10 petrol has already started appearing on forecourts to replace the old E5 blend, and that process will continue at pace in the coming weeks,” said Nicholas Lyes, the RAC’s head of policy. “The government website says using E10 could slight-

MFG launches first EV forecourt in north-west MOTOR Fuel Group (MFG) has opened what it claims is the �irst electric-vehicle-only forecourt in the north-west of England. The site, at MFG’s Stretford branch in Chester Road, Manchester, has eight dedicated ultra-rapid 150Kw electric vehicle (EV) charging bays, able to give 100 miles of range with just 10 minutes of charging. The site also has a Londis and Greggs on site, alongside a valeting service. This year, MFG has invested

£40m into EV charging hubs at its forecourts, alongside £50m to improve its food-togo, retail and valeting offer. “As part of our £400m investment plans, we are delighted to be opening this EV-only forecourt that offers ultra-rapid charging, which is a �irst for the north-west of the country,” said Will Bannister, CEO of MFG. “With eight ultra-rapid charging bays, we believe this site will help lead local transition to more sustainable electric vehicles.”

ly reduce fuel economy by around 1%. Meanwhile, there remains some controversy about which cars are compatible with E10. “But while the vast majority of drivers of petrol cars aren’t affected, a sizeable minority will be, and the only way to be sure is to use the of�icial online checker. Those that discover their cars aren’t compatible will unfortunately need to seek out and pay for a hefty premium for E5 super unleaded fuel instead.” Lyes continued: “The cost of doing this could quickly add up for people who need to use their cars regularly, something our research shows all too plainly. Drivers who will continue to rely on E5 will also need to make sure the �illing station they are visiting stocks the fuel in the �irst place, or risk

running out of fuel and having to call on their breakdown provider. “We’d also like to remind

owners of classic cars they need to be careful not to accidentally top up with E10 and then leave it sat unused

in the tank for long periods, something that can lead to expensive damaged plastics, metals and seals.”

Asda On the Move to open BP Pulse ultra-fast EV at EG Group forecourts charging sites open TWENTY new Asda On the Move convenience stores will open at EG Group forecourts this year. The target is to have 200 Asda On the Move sites by the end of next year, and more to be rolled out in 2023. A trial of �ive Asda On the Move stores started last October at �ive EG Group forecourts. The next stage of the roll out begins next month, at sites in Knowsley, Crewe, Skelmersdale and Holtspur. The arrangement will see Asda supply products on a wholesale agreement, while

EG Group will operate each site. The sites will be up to 3,000sq ft in size and stock up to 2,500 products, including Asda’s premium Extra Special range. “Asda On the Move will bring Asda to new customers, enabling them to pick up food to go, essentials for evening meals, or treat themselves to Extra Special products from a range of convenient locations,” said Mohsin Issa and Zuber Issa, EG Group’s founders and joint CEOs, in a statement.

TWO new ultra-fast charging sites have opened at Harthill Services on the M8 Motorway in Scotland, installed by BP Pulse. The sites feature 10 150kW chargers servicing the Edinburgh-to-Glasgow corridor. They are situated on the east- and west-bound carriageways near Harthill, Lanarkshire. Each charger is equipped with CCS and CHAdeMO – two types of rapid-charging connectors – to provide widespread compatibility.

Have you made any big changes in your forecourt that have grown your sales and profits? Let us know on 020 7689 3390 or at editorial@newtrade.co.uk

Sessions are accessible with a BP Pulse subscription or EV drivers can use payas-you-go payments without registering. Rob Chadwick, EV operation lead UK at BP, said: “Seventy-�ive thousand motorists currently travel along the route served by Harthill. This investment re�lects our commitment to helping them build their con�idence in charging infrastructure.” The company plans to double its network in size to 16,000 charge points by 2030.

FORECOURT FOCUS SPECIAL

E10: WHAT YOU NEED TO KNOW The FORECOURT FOCUS team gives you a rundown of the key information you and your shoppers need to know about E10

E10: WHAT YOU NEED TO KNOW THE standard petrol grade has changed from E5 to E10. For retailers, the change has significance beyond what is flowing through your dispensers. “As of 1 September, retailers were obliged to re-label their dispensers so that the standard grade is marked as E10, with additional wording showing that it is suitable for most vehicles and

motorists should check their vehicle suitability,” says Phil Monger, technical director at the UK Petrol Retailers Association. E10 is petrol blended with a minimum 5.5%, maximum 10% renewable ethanol. “As the fuel standard EN228 only limits the maximum of ethanol and does not impose a minimum, prior to E10 the

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Phil Monger, technical director, UK Petrol Retailers Association “PROVIDED that retailers followed the guidance before E5 was introduced, most concerns about compatibility of dispensers, cleaning of storage tanks and ensuring that water accumulation is prevented would have been taken care of. Fortunately for the UK, other countries introduced E10 several years ago so have given us the opportunity to monitor any negative impacts and enabled us to shape our own maintenance programmes. “They also have published guidance available in respect to ongoing diligence and routine maintenance. As far as regulations are concerned, wholesalers and producers control the quality of product supplied for retailers to sell, ensuring that it not only meets the advertised standard, but is also suitable for sale. Retailers must ensure it complies with all aspects of the Consumer Protection Regulations in respect to correct labelling of equipment and suitability of products for sale.”

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WHY E10?

fuel marked as E5 could have anything from zero to 5% ethanol, whereas the changes to the motor fuel (composition and content) regulations now require a minimum of 5.5% ethanol from 1 September, but retailers are not expected to have reached 5.5% until they have received three replenishments of the storage tank,” Monger continues.

THE reasons for the switch are environmental, with the hope that making E10 the standard grade will cut carbon dioxide emissions. It will see 10% renewable ethanol blended in with 90% regular unleaded petrol. It’s a move that will bring the UK in line with other countries in Europe, such as France and Germany. Indeed, according to the

750,000 The number of tonnes of annual carbon emissions cut by E10 switch

Department for Transport, the introduction of E10 could cut carbon emissions by 750,000 tonnes a year – equivalent to taking 350,000 cars off the road. The ethanol is produced from materials such as lowgrade grains, sugar and waste wood, which, it has been argued, makes it more sustainable and helps reduce carbon

emissions. It’s hoped the rollout will also give a boost in jobs in the north-east of England, both at biofuel plants themselves, as well as in the wider agricultural industry, which will supply the feed needed to run the plants.

ARE ALL CARS COMPATIBLE? FOR many forecourt customers, the key question is likely to be whether their car is able to run on E10, and there has been some controversy since the rollout as to which cars can use the fuel, or if it’s likely to have a negative impact on the vehicle. The first thing to note is that E10 only applies to petrol vehicles, and not diesel or electric. The government says that 95% of petrol-powered vehicles on the road today can use E10. A useful thing to bear in mind is that the government says all cars manufactured since 2011 are compatible, which can give customers an easy way to check. Alternatively, if they’re in

doubt, there are a number of online resources they can use. For instance, the government’s website, gov.uk/ check-vehicle-e10-petrol. Users will need to know the vehicle manufacturer, model, engine size and year of manufacture to use the service. If a customer is unable to use E10 due to the age of their car, they’ll need to use supreme or super unleaded petrol. It’s worth communicating this to customers and alerting them this is likely to be an increased cost. You can also use social media to keep them informed about this change.

Checklist

Re-label dispensers so standard grade is marked as E10, and remind users to check suitability. Train your staff. Make sure they can tell concerned customers that vehicles manufactured post-2011 are compatible, and where they can go to check if they’re unsure. Ensure E10 dispensers comply with all aspects of the Consumer Protection Regulations in respect to correct labelling of equipment and suitability of products for sale.

FORECOURT FOCUS FEATURE

21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

CRIME PREVENTION AND CUSTOMER SAFETY Crime prevention is high on the list of priorities for many. TAMARA BIRCH explores different ways forecourts are acting upon this, as well as enhancing customer safety

HOW CRIME AFFECTS FORECOURTS CRIME is an ongoing challenge for forecourts, with 424 incidents of violent or abusive crime taking place towards shop workers each day in the UK at a cost of £2.2bn to retailers. However, it seems forecourt retailers are investing in different crime-prevention methods, with measures increasing by 7% in 2020. According to Mike Severs, sales and marketing director at Volumatic, although crime

places a lot of pressure on forecourts, there’s an increased pressure on independents. “For independent retailers who don’t have the resources of a larger retail chain, incidents of crime can be detrimental to a business and low levels of prosecution can make shopkeepers feel unsupported by the system,” he says. Crime comes in different forms, whether it’s stealing from the store or driving off without paying for fuel – and

is a daily occurrence for many. In fact, retailers have reported significant increases of retail colleagues being physically attacked or threatened. “It’s an uncertain time for forecourts and retailers, especially since restrictions eased, and store colleagues deserve all the support available to them as key workers,” says Severs. “With this in mind, heightened security is still essential, as is minimising touchpoints and close customer interaction.”

NEW SECURITY CHALLENGES ON average, forecourt crime costs retailers approximately £3,600 per annum per site, according to British Oil Security Syndicate (BOSS). Most of these losses come from driveoffs and those with no means of payments. “Forecourt operators would do well to take note of the changing nature of crime and return to basics to tackle a problem that could balloon as staycations bring more travellers onto our roads,” says a spokesperson at BOSS.

Goran Raven, of Raven’s Budges in Abridge, Essex, monitors what sort of vehicles are arriving at his forecourt and how many are filling up. “If a mullered old car, for example, arrives and fuel goes up to more than £50-£60, we start to pay attention,” he says. “We look at whether they’re filling through the back window or the tank. If we’re unsure, we’ll stop the pumps and ask them to come in.” Raven always applies a multi-teamed approach, never

leaving a person on their own at night. “It’s a minimum of four people on site at any one time, which increases the comfort for staff,” he says. What can you do to prevent drive-offs from happening? The first step is to make sure you record the details of any motorist who is unable to pay and make sure you have a strong CCTV system in place. Make sure all cameras are visible and ask motorists to remove any helmets before filling up.

FORECOURT FOCUS FEATURE

HOW FORECOURTS CAN MINIMISE RISK WITH the ongoing ‘pingdemic’, forecourts are at an increased risk of theft, as they deal with reduced staff. To avoid this, retailers could schedule the same team on the same shifts to avoid losing too many team members at once. Also, minimise risk by investing in training programmes for your team on how to deal with theft, and install panic buttons by the tills. Goran Raven invested approximately £3,500 in headsets for his team so they could communicate quickly and

stop crime before it happens. Cash-handling remains a risk for many, so it’s worth putting staff in charge of their own cash flow. Similarly, Volumatic offers a cash-handling solution. Volumatic’s Mike Severs says: “We believe that having the right cash-handling solution at the PoS is imperative to reducing the risk of theft and is an essential part of instore security. “Other more generalised store security systems, such as a physical security guard presence or CCTV, may also help to deter crime, and

our CounterCache range is a similar high-impact deterrent and a key element of PoS security.” Don’t forget about the power of presence. If you or your team notice something suspicious, place one or two members of staff nearby to deter the possibility of theft. Also, make sure customers feel comfortable approaching you and other team members if they see something that strikes them as suspicious. By doing this, you’re likely to prevent crime and customers will feel safe coming to you if they feel threatened.

HOW FORECOURTS ARE PREVENTING CRIME AN ACS survey in 2020 reported a 40% increase in store violence and verbal abuse, and, according to Severs, forecourts are most at risk during the early or late hours of the day. Having a strong CCTV system in store can help to prevent crime, so make sure cameras are visible throughout the store. Remember to check for any blind spots and check your till area covers the full store. Rachael Hockmeyer, of Spar Sleaford in Lincolnshire, part-

nered with other businesses to hire a security firm to be present when the store closed and to watch it overnight. The company makes routine patrols and is available in case any issues arise, including ensuring staff safety. In addition to hiring a firm, Hockmeyer invested £13,000 on new CCTV and shutters. The CCTV circulates real-time photos via a WhatsApp group. A forecourt in Sussex also has alerts sent straight to their phone and offers the option

of whether their staff want to involve the police. Forecourts can also invest in facial recognition software, such as Facewatch, designed to take photos of offenders and share a store’s watchlist with anyone. Facewatch’s cloud-based facial recognition security system safeguards businesses against crime. The system sends instant alerts when subjects of interest enter the store. The software also works with face masks.

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Goran Raven, Raven’s Budgens, Abridge, Essex “I’VE just taken on a security firm. We have nightly outof-hours patrols on site and they also have a dog unit. Once we close, they go back to their cars and when we open, they’re here in the morning to bring staff to the front, too. We had to do this in reaction to increasing crime levels. “The biggest thing to preventing crime is the team being trained up. We’ve got emergency cut-offs and can stop the pumps instantaneously from inside, so if we see any suspicious behaviour, we can stop it straight away. We used to have automatic number plate recognition (ANPR), but unfortunately people who do nasty things tend to change their number plates before they come in, so ANPR isn’t as great as it once was. “We’ve got in excess of 30 cameras – they’re everywhere. It’s a deterrent. The people who do this sort of thing do it for a living. They’re not bothered by cameras, and they know it’s an occupational hazard, so we have more footage to give the police. We all wear headsets, too, so everyone’s in communication with each other. We also openly encourage sharing information and if anything happens, we always talk to the police. It’s better to be cautious than not.”

top tips Five way to deter theft and increase customer safety Invest in CCTV CCTV won’t necessarily stop a crime from occurring, but it can be a good deterrent. Plus, a good high-quality CCTV system can help you identify the perpetrator in case they return to the store. Make sure any cameras are clearly visible and cover any blind spots, as well as the forecourt and high-footfall areas. Train your staff Train your staff on what to look for and what to do should they see anything suspicious. There’s no ‘one size fits all’, so it’s worth arming them with the tools they’ll need, like gathering another member of staff to the same area. Invest in headsets It’s not always easy to find another staff member, especially in a busy forecourt. With headphones, they can efficiently contact someone without leaving the area. If a staff member were to leave the area, this increases the chance of theft. Cover your blind spots Walk your store and take note of any blind spots. Also, take note of where the cameras are and if there’s certain areas of the store where they can’t be spotted. Blind spots are prime locations for theft, so do this regularly and have your staff do the same, too. Monitor cars Drive-offs and those with no means of payment continue to be a challenge. Monitor the car and how much they’re filling up as this could be cause for concern. Older cars, for example, are unlikely to have a £100+ bill on fuel, so this should raise alarm. If this happens, shut off the fuel and ask them to come in store and pay that way.

ADVICE

21 SEPTEMBER-4 OCTOBER 2021 betterretailing.com

TWO MONTHS ON FROM ‘FREEDOM DAY’ It’s been two months since restrictions in England were lifted. RETAIL EXPRESS talks to retailers to find out how things have changed for them

How have other retailers found business since restrictions were lifted? – Bobby Singh, BB Nevison Superstore, Pontefract

Amit Puntambekar, Ash’s Shop, Fenstanton, Cambridgeshire

“WE’VE kept a mask policy in place, but the staff no longer feel safe enforcing it. We have messages up saying that we’d like it if people wore a mask and appreciate it when they do. We still have a traf�ic-light policy, so if the store gets a bit full for our liking, we can put the red light on. “For most people I know, there haven’t been any real restrictions since February, and I certainly haven’t felt that there’s been that much change over the past seven months. But compliance has really fallen off with masks, even among my staff members. The younger ones aren’t wearing them anymore. “August sales were quite bad, but there were a lot of factors that might have come into play. There were so many issues with the supply chain and deliveries last month. We have a good reputation for our availability, which never dropped below 80%. We’re also in an af�luent area, so a lot of people went on holiday.”

Mital Morar, General Stores, Manchester

“WE’VE certainly got busier. We’ve maintained our safety procedures as much as we can, but we’re easing back into how things were pre-pandemic. We’re really looking forward to that. Everyone is champing at the bit to get back to a speedier operation because it’s affecting business. “We’re still trying to keep fewer people in the store, and sometimes there’s still a queue outside. We run a ‘one in, one out’ policy in the post of�ice, but that’s it for now. We’ve got hand sanitiser in place, but if we run out, we’re not rushing anymore to replenish it. “We don’t have a mask policy, either. I think we’re past that. We’re almost on the other side, which is a relief. We’ve been asked to do a lot over the past 18 months. I don’t think there’s a light at the end of the tunnel just yet, but Christmas is on its way, and that’s something to look forward to.”

Meten Lakhani, St Mary’s Supermarket, Southampton

“THE evening trade has gone up now because people are out and about more. We’ve got a lot of young customers around here, so when Friday night arrives, they’re all out. People are also starting to get back to their workplaces and the of�ices are �illing up. Things are getting back to normal. People aren’t as worried as they were, which can be a good thing, and a bad thing. “We’ve taken most of our signs off, and we’ve left ones that say mask wearing is at the customer’s discretion. We can’t force people to wear a mask. We’re encouraging customers to leave a decent amount of space in queues, but not the two metres we had before. “We’ve removed our screens as well. There’s guidance, but we don’t force you to do anything now. A lot of our customers aren’t that worried. Things have changed a bit. You can see it when you go to a bar or a club.”

In the next issue, the Retail Express team looks at how retailers deal with customer requests and keep them coming back. If you have any problems you’d like us to explore, email charles.whitting@newtrade.co.uk

PAID FEATURE GROW YOUR SALES

CAPITALISE ON HALLOWEEN CONFECTIONERY Worth £82.6m in retail sales, Halloween continues to present a strong opportunity for retailers, particularly when driving seasonal confectionery sales. RETAIL EXPRESS finds out more

THE HALLOWEEN OPPORTUNITY AS 2020 was a challenging year for all Halloween celebrations, this season is anticipated to present a profitable opportunity for retailers and the wider category. Convenience retailers can not only increase consumer confectionery spend with Halloween-themed sharing bags and tubs, but the occasion also helps to grow the confectionery category overall. Halloween is an occasion worth celebrating, and confec-

tionery is at the heart of Halloween rituals. Confectionery remains the number-one category for Halloween, holding 64% of the value share in retail, followed by decorations (14%), costumes (11%), pumpkins (9%) and make-up (2%)1. Retailers should be busy preparing for Halloween by ensuring to include a selection of fun-size bags, such as Maltesers and Milky Way, as well as ‘More to share’ formats for

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Sophie Padt, senior brand manager, Easter & Halloween, Mars Wrigley

nights in. Trick-or-treating is likely to make a comeback this year, as restrictions have now eased, so fun-size bags will be a great addition to a retailers’ range to ensure increased spend.

“HALLOWEEN remains the UK’s fourth-biggest annual event2. To help retailers leverage the diary date, drive sales and boost margins even further, Mars Wrigley has conducted comprehensive research into the occasion to offer relevant and useful retailer advice. We are always looking at ways to innovate our product offering to not only tie in with consumer needs, but current, evolving trends. We hope to continue to bring to the market breakthrough experiences through our products – across all occasions, not just Halloween.”

21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

In partnership with

STOCKING TOP SELLERS IN order for retailers to succeed during the busy Halloween season, it’s vital to stock customer favourites in a variety of formats. ‘More to share’ formats remained in growth in 2020, with Mars Wrigley sales increasing by 32.6% on the previous year3, proving a staple for Halloween celebrations. Tins and tubs also grew in sales, with Celebrations 650g tub remaining the numberone product for Halloween from 2018-20201. It’s important to also display a vari-

ety of flavours, with research showing that a mix of flavours drives short-term excitement in shopper behaviour. Retailers have the opportunity to increase basket spend through offering a variety of customer favourites and presenting the opportunity to trade up in store. Almost 50% of Halloween chocolate confectionery sales in 2018-2019 came from displays1, so making sure your Halloween offering is visible to customers is crucial to increasing overall seasonal profits.

HALLOWEEN OCCASIONS must-stock products

Maltesers fun-size bag 195g Mars fun-size bag 250g Milky Way fun-size bag 227g Twix fun-size bag 275g

Halloween itself in 2020 included carving a pumpkin, with 39% of consumers choosing this activity, followed by a quiet night in with treats (35%) and baking Halloween-themed goods (21%)4. In addition to nights-in activities, more social occasions are expected to take place, including outdoor events, such as hayrides and haunted houses, friends and family meeting during a Halloween party and, of course, trick-ortreating. As trick-or-

THERE is more to Halloween than just trick-or-treating. Scary movies are becoming an increasingly popular ritual that starts to build excitement in the run-up to Halloween. This presents a huge opportunity for retailers to stock a range of sharing bags, perfect for nights in. ‘More to share’ bags from Mars Wrigley are the ideal accompaniment, whether watching a scary film at home or at the cinema, now restrictions have been lifted. Other popular rituals leading up to and on the day of

treating was limited last year due to Covid-19 restrictions, Mars Wrigley predicts a great rise in those participating in the tradition this year. However, there will be some lasting effects, such as the demand for individually wrapped confectionery.

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£73.6m The incremental spend within Halloween categories in 20205

CAPITALISE ON FUN-SIZE FORMATS THE confectionery market predicts a large increase in trickor-treat participation this year compared with 2020, where strict Covid-19 restrictions were in place. Fun-size packs remain a staple for Halloween, with Mars Wrigley holding the largest share of Halloween fun-size sales of 28.1% of the category

in 20203. Many consumers purchase a mix of chocolate and sugar confectionery, so retailers should look to stock a variety of treats that are available in different pack sizes to support consumer missions during the occasion. Last year, Mars Wrigley’s most-loved brands were six of the top 10 fun-size lines across

blockbuster brands, and include Mars, Skittles, Maltesers, Twix and Milky Way, as well as fun-size variety packs. According to Mars Wrigley, fun-size products are a relevant format during Halloween due to their shareability, which saw the format generate £27m in value sales last season alone. This year, Mars Wrigley will

also be focusing on M&M’s and enhancing visibility in store with tactical displays and instore theatre. The supplier will be launching an Instagram campaign that will include trick-or-treating stories, baking tips and tricks with M&M’s, as well as a special Halloween and M&M’s-themed face lens to get consumers feeling spooky.

Nielsen scantrack, six w/e 31.10.2020, Market = Total GB, 2Nielsen Homescan Survey, January 2017, 3Kantar Halloween Confec | four w/e 01.11.2020, 4Kantar LinkQ survey to 2,000 shoppers, Oct 2020, 5Kantar, FMCG Panel, two w/e 01.11.2020. Incremental spend calculated vs. average two w/e sales, excluding eight weeks to 29.12.2019 1

cider

CATEGORY ADVICE HALLOWEEN & BONFIRE NIGHT

21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

A SPOOKY SALES OPPORTUNITY While not guaranteed, Halloween and Bonfire Night look like they will be restriction-free. JASPER HART looks at what this means for retailers

THE RETURN OF AN OPPORTUNITY? HALLOWEEN was scary and unsettling last year for wholly unfamiliar reasons, but so far, it’s looking as though regular spooky service will resume in 2021. Retailers’ experiences of last year’s events will have differed thanks to the tier system in place, which would have affected shopper behaviour by region, but Halloween still proved a lucrative period, in line with growth in previous years. “The Halloween period was

worth £454m for retailers in 2020, up 5.4% on the previous year,” says Amy Burgess, senior trade communications manager at Coca-Cola Europacific Partners (CCEP). “This follows a long-term pattern of increasing sales at Halloween, which have grown in value in each of the past three years, meaning Halloween is hugely important to the sector.” These statistics mean that even if some restrictions arise,

retailers can still rely on Halloween to directly fuel sales throughout October, and without restrictions, the sales opportunity is evident. They might face a bit more uncertainty with the subsequent Bonfire Night, as that occasion owes a lot more to large public events. However, it also provides a chance for retailers to look beyond food and drink to products such as sparklers and equipment to help families

have their own private events, which did very well last year in lieu of any communityorganised bonfires and firework displays. “Virtually every household in the country has a use for matches or lighters at this time of year, as families enjoy key celebrations such as Halloween, Bonfire Night and Diwali, providing a major opportunity for sales uplift,” says Gavin Anderson, head of sales at Republic Technologies UK.

CATEGORY ADVICE HALLOWEEN & BONFIRE NIGHT

NEED FOR NEUTRALITY WHILE suppliers try to capitalise on the occasion with themed products, Halloween leads to an increase in particular formats of already popular categories. With the focus on parties and trick-or-treating, this means sharing formats in confectionery, and larger packs of soft and alcoholic drinks. “‘More to share’ formats remained in growth in 2020 with Mars Wrigley sales increasing by 32.6% on the previous year, proving a staple for Halloween celebrations,” says Victoria Gell, fruity confections brand director at Mars Wrigley. “Tins and tubs also grew in sales, with Celebrations 650g tub remaining the number-one line for Halloween from 2018-2020.” Large tubs of sweets and chocolate such as Celebrations, Heroes and Quality Street are important for this time of year, especially as Halloweenthemed products lose their appeal as soon as it becomes November. While a good range of explicitly Halloween-themed products will be important,

especially one stocked with recurring products suppliers have reintroduced due to previous popularity, a solid selection of neutrally packaged products with which shoppers can make the association is also important, particularly as Halloween gives way to Bonfire Night, Diwali and Christmas. For example, according to Susan Nash, trade communications manager at Mondelez International, Cadbury Family Treatsize was the numberone chocolate treatsize bag last Halloween.

“A non-seasonal product from Swizzels that is perfect for selling over Halloween and beyond is the Sweet Shop Favourites Tub,” says Mark Walker, sales director at Swizzels. “One of Swizzels’ most popular products for sharing, the tub contains a variety of individually wrapped favourites including Squashies, Love Hearts and Refreshers, meaning there’s something for everyone, making it a guaranteed seller and a must-stock. Swizzels is the number-one tubs seller at Halloween.”

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Kesser Mahmood, Da Shop, Cheadle Hulme, Stockport, Greater Manchester “THIS year, it’s a case of taking it day by day. The next indicator will be as the schools go back and I could see things going back into a lockdown, so I’m being a bit cautious. Last year, Bonfire Night was better than previous years because you could be in your household, but Halloween was dead because there were no trick-ortreaters and sweets we would sell in this period didn’t sell. With Halloween, I try to avoid getting products in Halloween packaging, but I stick to multipack sweets, the things people need for trick-or-treating, and then you can sell the sweets on past Halloween into Christmas. “With the lorry driver shortage, I don’t think there’s any stability whatsoever, it’s a case of being reactive as much as possible, but at the same time as a business we don’t want to be making a loss.”

CATEGORY ADVICE HALLOWEEN & BONFIRE NIGHT

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Anita Nye, Premier Eldred Drive Stores, Orpington, Kent “WE normally do a big ‘fright night’ where we decorate the shop and have some interactivity outside. We haven’t done it for a couple of years or made a firm decision whether we’ll do it this year or not, but we still decorate the inside and give out free sweets. A lot of it depends on the weather as well. If it’s bad, we can’t do displays outside because there’s a lot of electronics. We’re on a housing estate and sell loads of tubs and variety bags, such as Swizzels lollies and Loadsa Chews. We try and stock the generic packaged tubs so we can carry on selling them afterwards. Haribo £5 tubs also sell at Christmas, so as long as they don’t have Halloween packaging, you can use them through from Halloween until then.”

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CREATING IMPACTFUL DISPLAYS WITH the commercial opportunities afforded by Halloween and Bonfire Night, a dedicated display can help further propel sales, especially of all those themed products that retailers will be anxious to shift before they are redundant. In featuring a wide range of products, they also drive more sales across their different categories. “By including a variety of brands and formats, retailers can offer custom-

ers more choice and a more attractive, diverse display from their seasonal aisles, which ultimately results in more sales across Halloween ranges – not only confectionery,” says Russell Tanner, marketing and category director at Valeo Snack Foods. A display can be a project for retailers, to freshen up a space in their store and make shoppers take note of the effort they’ve put into marketing

specific products. It helps that they can cross-merchandise, as the products that suit this time of year – namely larger formats – can be displayed ambiently, as shoppers will refrigerate items that require it at home in advance of festivities. Beer multipacks, 2l soft drink bottles and sweet tubs can sit alongside each other, providing a one-stop area in the shop, and can be augmented by supplementary products.

“Be sure to bring seasonal offerings together in one area and think about what your customers will want rather than getting distracted by the huge number of products on offer,” says Charlotte Hulbert, retail sales manager at Brioche Pasquier. “Simple costumes, a small face-paint kit, witches’ hats, broomsticks, pumpkins, black cat ears, sparklers and spices for mulled drinks will all go well.”

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Matt Collins, trading director, KP Snacks “As the seasons shift and we move into autumn, we can look forward to Halloween as the next big occasion to continue celebrating and socialising after a series of challenging lockdowns. “Consumers will be keen to stock up on their favourite snacks to mark the occasion, and retailers should support them by offering promotions that suit Halloween, such as trick-or-treating or family nights in. “To capitalise on Halloween shopping, independent retailers should consider dual-siting and dedicated displays to make shopping simple and inspiring to engage consumers. The sharing segment is strong and growing. Worth £1.3bn, the largest within CSN, it is currently experiencing growth of 6.7%. Retailers can capitalise on the success of the sharing segment by stocking family favourites and price-marked packs. “PMPs have proved to be a successful tool in driving sales across the impulse channel. Half of shoppers prefer PMPs as they are reassured they’re not being overcharged, and 82% of retailers believe they must stock PMPs.”

ASSESS. COMPARE. IMPROVE

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CATEGORY ADVICE HALLOWEEN & BONFIRE NIGHT

WORK IN WIDER TRENDS WHILE it’s easy to get wrapped up in specifically preparing your store for Halloween and Bonfire Night, it’s worth looking at the overall trends that will help drive sales when it comes to the celebrations. While Halloween-specific promotions from alcohol suppliers may be thin on the ground this year, it pays to still give the category attention. “Beers, wines and spirits continue to perform ahead of the wider grocery category, increasing in value by 12%, with lager and ale in significant growth,” says Kevin Fawell, off-trade sales director at

Molson Coors. “It’s important for retailers to ensure they are catering for different tastes and occasions, from single bottles and small packs for those enjoying a relaxed evening in, to mid-to-large multipacks for those planning a gathering with a few friends or big social occasions.” Knowing your customer base, therefore, is crucial to driving sales of products that have a big association with Halloween and Bonfire Night, even if they aren’t packaged to reflect it. For example, according to Fawell, Coors is the most popular 4% beer among 18-to-34-year-olds,

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while world beers such as Staropramen are growing ahead of the overall lager category with a value increase of 27%. Other alcohol categories that could benefit from heightened visibility include ready-to-drink formats, which Fawell says were the fastest growing alcohol category globally last year, and hard seltzers, which are mounting a serious offensive on alcohol shelves this year after a tentative 2020. “Hard seltzer sales have already reached £10m in the UK, increasing in value more than eightfold in the space of 12 months,” he says.

Amy Burgess, senior trade communications manager, Coca-Cola Europacific Partners “SOFT drinks are one of the fastest-growing categories at Halloween, growing in value ahead of traditional seasonal favourites such as pumpkins, sugar confectionery and bakery products. This demonstrates that soft drinks are becoming increasingly important and represent a sales opportunity for retailers during this massive event. “Shoppers pick soft drinks up to support Halloween occasions such as parties, movie nights in with family or general social/party occasions with friends. Fanta is a popular choice thanks to its longstanding association with Halloween, driven by campaigns and on-pack activity. Last year, the brand increased in value by 6.5% in the four weeks to Halloween, when one in four of all flavoured carbonates purchased were from the Fanta range.”

Themed products to stock Frubes Spooky Edition Yoplait’s first-ever Halloween-themed Frubes pack features one of three stickers for kids to collect – a mummy, skeleton or vampire – plus a cut-out mask on the back of variety packs. Mini Oreo Spooky Bags These large packs have eight treatsize bags with Mini Oreos, suitable for trick-or-treating or parties. Cadbury Goo Heads Goo Heads are available in five Halloween-themed pack varieties, either individually, a pack of five or a 78g of Mini Goo Heads. Cadbury Oreoooo This pack of Oreo Mini Filled Eggs with Halloween branding can help retailers drive seasonal impulse purchases. Swizzels Trick or Sweet This contains a selection of Swizzels favourites in a themed packaging. Barratt Big Mix Party Bag This transparent 1kg bag has an assortment of approximately 100 individually wrapped Barratt sweets, including Wham, Fruit Salad, Black Jack, Dip Dab lollies, Refreshers, Shrimps, Banana, Dolly Mix and Strawberry Milkshakes.

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STOCK UP AND GIVE YOUR CUSTOMERS A CHANCE TO

WIN EPIC PRIZES

(OR SCARY SURPRISES)

PROMOTIONAL PACKS INCLUDE: FANTA ORANGE REGULAR AND ZERO PLAIN AND PRICE-MARKED 330ML CANS AND 500ML BOTTLES, AS WELL AS 2LT BOTTLES.

SOFT DRINKS GREW FASTER

FANTA GREW

HALLOWEEN CATEGORIES

DURING HALLOWEEN 2020

THAN 3 OF THE 4 TRADITIONAL

BY 6.5%

(PUMPKINS, BAKERY & SUGAR CONFEC)1

1 IN 4 FLAVOURED CARBS

FOR MORE INFORMATION EMAIL COCA-COLA EUROPACIFIC PARTNERS AT CONNECT@CCEP.COM, CALL 0808 1 000 000 OR VISIT MY.CCEP.COM. Source: 1. Kantar | FMCG Panel | Take Home | 2W ending 1st Nov 2020. 2. Nielsen ScantrackData w/e 31.10.2020, Halloween = latest 4 weeks. © 2021 The Coca-Cola Company.

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1 234567 890012 03/09/2021 15:51

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CATEGORY ADVICE WINE

21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

WINNING WITH WINE Wine is an exciting category, with a wide array of lines to choose from. CHARLES WHITTING explores how to create a winning range

UNDERSTANDING YOUR WINE SHOPPERS WINE is a popular category, with almost a third of adults who drink alcohol citing it as their favourite alcoholic drink. The pandemic saw consumption of take-home wine increase considerably – 18% in revenue and 14% in volume year on year, according to E&J Gallo. And alcohol sales continue to grow even as the ontrade reopens, up by 16%. As we emerge from Covid-19, how can retailers keep their wine offering strong?

Creating a wine range can be a daunting prospect. There are so many varieties out there, with different grapes, regions, vintages and prices all competing for attention. In order to make a winning wine range, therefore, it is necessary to understand the tastes and requirements of your customers and to cater for them accordingly. “There are three core shoppers to consider. ‘Newbies’ are less knowledgeable and less

engaged in the category,” says Tom Smith, marketing director, Europe, at Accolade Wines. “They can be encouraged to try new products based on pricing and simple communication. ‘Routiners’ enjoy wine, but are not actively engaged in the category. They can be encouraged to trade up their usual selection providing occasionbased communication and food matching inspiration. Finally, there are the ‘confident enthusiasts’ who are knowl-

edgeable and have a strong interest in the category. They can be encouraged to trade up their usual selection providing pricing tiers are in place and shelf talkers provide clear information and tasting notes.” Understanding what your customers want to spend on a bottle of wine is important because while some customers will be looking for value options, often people would prefer not to buy the absolute cheapest bottle on offer. And

with Christmas coming up, the upselling opportunity for gifting or a special occasion will also become more relevant. “People tend to spend right in the middle,” says Amit Putambekar, from Ash’s Shop in Fenstanton, Cambridgeshire. “They’d rather spend a pound more than the cheapest. From £5.49 to £9 on promotion is what most customers buy.”

CATEGORY ADVICE WINE

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21 SEPTEMBER-4 OCTOBER 2021 betterRetailing.com

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Amit Putambekar Ash’s Shop, Fenstanton, Cambridgeshire “WE’RE expanding our wine offer. Our older demographic are wine drinkers – we’re doing very well with wine at the moment. But with Covid-19, people are quite price conscious, so I range things by price, with the highest on the top shelf. Within the price ranges, we try to group the wines by country. I know some retailers who range things by country, and I’ve tried that, but I find that price is better. “We’ve got £4.99 wines, and some that are pricemarked. The most expensive wine we have is £20, but that doesn’t sell that well. We have a wine fixture in our main aisle with all the fresh food. It’s not a security risk, and it fits with evening meals. “A block of cheese and a bottle of red wine. It all makes sense. We put it in that aisle to make it more of an easy solution. It’s also on promotion. “We keep the whites in fridges and in ambient. Most customers prefer them chilled, but when they see it on the shelf as well, it entices them to buy it. We find the reds sell better than the whites.”

LOCKDOWNS saw customers’ drinking habits change. With restrictions easing, it is possible these trends will continue as the bars reopen. Wine is a critical part of big nights in, whether premium or not, and will play a huge role in Christmas celebrations, which are likely to be massive this year after the disappointment of 2020. Mark Stammers, sales director for UK & Ireland at E&J Gallo Winery, notes that Malbec is the

fast-growing top 10 still wine varietal, growing at 38%, with the desire for premium options also continuing to grow. Lucy Bearman, wine director at Pernod Ricard UK, has also seen considerable growth in premium wine and states that Australia remains the numberone country of origin for UK consumers. “The super-premium wine category has been growing at 40.3%, with Jacob’s Creek

Double Barrel range growing at 72.3%. Australian wine also holds a 20.5% market value share,” she says. Keeping up with these trends and pushing new ideas to customers can keep your offer in the public eye. “Over the past few years, the demand for alcohol-free options has also dramatically increased,” says Dan Harwood, key account manager UK & Ireland at Schloss Wachenheim.

“According to data from Nielsen, the alcohol-free wine category increased by £4.4m last year.” Big occasions for selling wine include Christmas, Mother’s Day and Valentine’s Day, while focusing on weekends and warm weather for pushing your wine is also a route to success. Social media will also help drive wine sales. You could record the products, or use a still image and caption to highlight the offer.

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new launches in wine The new 1.5l Bag-in-Box range, Barefoot on Tap, includes Barefoot Pinot Grigio and Barefoot White Zinfandel. Aiming to build on the success of the bag-in-box category, which has seen 30% volume growth in the past year, it has an RRP of £12.50. Casillero del Diablo has unveiled its latest TV campaign. Premiering on 1 October, the latest instalment of ‘The wine legend’ sees Chilean-American actor Pedro Pascal star as the world’s greatest thief. Casillero del Diablo is the number-one Chilean wine brand and fourth-biggest wine brand in the UK.

Christine Hope, Hopes of Longtown, Herefordshire “WE do things differently and stock whatever’s aesthetically pleasing so that it will stand out on the shelves. If you’re motivated to purchase by brand or region, you’ll go to a wine merchant. We choose wine by price, colour and how I feel about it. “Our demand has definitely dropped out because of Covid-19. A third of our wine is a good price base – there’s a third that’s local and a third that’s from a wine merchant rather than a wholesaler – something a bit different. We try to stock brands that are over £10, but wouldn’t be in another kind of shop. “We change things around depending on what’s happening. The display will be different from one month to the next. We’ve just had a summer that had very average weather, so we’ve only stocked one rosé. We try to respond to what our market is telling us.”

Run a more proﬁtable and efﬁcient store with our Technology issue

The Retail Success A MUST-READ FOR PROFIT-DRIVEN INDEPENDENT RETAILERS

Handbook

TECHNOLOGY

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This edition of the Retail Success Handbook focuses on the technology available to keep your store competitive, up to date and able to excel at serving the community. It will explore the tools you can use to make your business more proﬁtable, how to communicate and engage with shoppers more effectively, and how you can expand the services you provide. The Retail Success Handbook: Technology will focus on the following areas, with an overview of how to implement the technology available in a way that will beneﬁt your store, as well as advice from industry experts and suppliers:

• • • • •

Running a more efﬁcient and sustainable business Security and CCTV Crime prevention, and staff and customer safety Apps and digital technology for marketing, payment and services Making food to go, home delivery and click-and-collect a success

PLUS Three interviews with leading retailers on the technology they use to boost proﬁts, with in-store photos so you can see for yourself how they are making it a success.

Don’t miss out on this opportunity to increase your proﬁts – order your copy from your magazine wholesaler or contact us on 020 7689 3363

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UNLOCK NEW SALES • Galaxy has grown 3% worth £222M in value sales [1] • #2 UK Confectionery Brand [1] • £5m media spend and 28 weeks on TV

Sources: 1. Nielsen Data FY 2019

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