Retail Express - 23 February 2021 by BetterRetailing

ON-THE-SPOT FINES FOR DODGY SHOPS • Criminals selling illegal cigarettes to be slapped with instant penalties in latest government proposals • JTI: law change would make cutting out illicit sellers quicker and easier

23 FEBRUARY-8 MARCH 2021 STRICTLY FOR TRADE USERS ONLY

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TENANT PROTECTION

DIGITAL IDENTITY SERVICES

HERE TO STAY IN

Stores at risk of closure as government support stopping evictions set to run out in March

Latest partnership from Post Office allows for use of digital IDs for age verification

A look at the sales opportunities created by the bignight-in occasion

P20-26

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ELECTRIC FUTURE

Why forecourts and convenience stores need to be thinking about electric vehicle chargers P15

FORECOURT FOCUS

products and Retailers reveal the need, p16 services motorists still

s ‘critical’ Public charge point ut for EV rollo it reads. Policy Ex- ers,” greatanxiety’,” says the Although calling for N intervenDARYL WORTHINGTO change report. charger government EV “The majority of EV place tion in helping build the the inre, the A NEW report from Policy ing is expected to take is charging infrastructu the long�luential think-tank next at home; however, there report also says “in for prithe role for public Exchange says over er term, the market points needs to a critical charge 10 years, the UK points charge points.”the UK has vately-funded to grow”. install public charge Currently, continue will �ive EV 35,000 public for electric vehicles currently around points, but accordlessons times faster than t’s charge will Broadband big increase to meet the governmenout ing to the report it a in- “Without of charge commitment to phasingcars need 400,000 by 2030, ed in the number diesel the UK, new petrol and cluding 6,000 high-power points right across country the by 2030. pub- charge points. , the report certain parts of behind as The report argues Signi�icantly risk getting left at service Turn to p17 to learn ,” said RAC the importance lic charge points and stresses in 2030 approaches Dennis in more about the stations, forecourts vital of having charge points spokesman Rod be EV opportunity for petrol stations supermarkets will to the Policy Exin- forecourts, forecourts “Many response for providing suf�icient and service stations. petrol change report. “Everyone frastructure to underserved of the UK’s largestare in- remembers what happened of different apps ers can be comforted by the keeping and started to charg- plethora rural areas, Somestation operators ultrawhen broadband missing out on good . and charging systems. sim- fact all new rapid and rapid and high-pow- be rolled out and some areas prices competitive installed akin to the of petrol stalling connec- ing provision.charging infra- thing more rapid charge points points in their poor “The phase-out by charge up with by ered left �illing were “The UK’s will only ple process of to allow payment including BP and and diesel vehicles would be have It would be a major structure also needs simplibank card.” drivers are forecourts, petrol and diesel of charge tions. be delivered if failure if something fying to avoid drivers havShell. These types At least driv- contactless policy have will welcome. they very next a less susceptible in the con�ident that ive points are similar happened to try to understand monopolies, keep- few years with communities ing access to a comprehens points, to local network of EV charge ‘range ing prices low for customof allaying fears

23 FEBRUARY-8 MARCH 2021 STRICTLY FOR TRADE USERS ONLY

l price hits 120p to acquire Petro per litre in January freeze Euro Garages Calls for fuel-duty sion Asda forecourt business and rates relief exten

multiples and other by 3.5ppl tween December PETROL prices rose retailers. While in to �ill up at a hitting 120ppl, acopportunity to strengthreached an the in the in January,RAC Fuel Watch data. it was 4-4.45pplt compared to EG GROUP has en our network cording to UK supermarke from operating to buy Asda’s through the proposed The last time petrol was 120p the UK average, the difference As- been banned self- agreement foreincluding UK the �irst safe automated THE UK Petrol Retailers . forecourt business, acquisition of Asda’s called on their ppl was the day before is now 3ppl-3.5ppl from jet washes.” �illing stations, car court business, which will sociation (PRA) has last March. an exten- serve on the its petrol “The increase stems of a a Covid lockdown, more than the government for Madderson called ensure washes and ancillary land. our position as to price Diesel rose by rates relief ent fol- enhance independent foreto $5 being added government to sion to business this has The announcem 3p per litre, 120.05ppl fuel duty in UK that major consistent barrel of oil, although pound and a freeze on business rates are the Scot- lows news last October EG court operator and provide 123.43ppl, marking a second by the cushioned continuing d the been the wake of for future growth consecutive monthly rise. across the UK, noting Blackburn-headquartere ng against the dolan agree- a platform network,” the four strengtheniare nowhere near Covid-19 pandemic. time to tish minimum three-month Group had reached of the combined According to RAC, Prices to 100% retail, hos- ment to acquire a majority and Moh“Now is not the ts have all lar. in late May when said Zuber support,” extension and major supermarke and aviation. 4ppl, the lows Group. 106p scale back vital Brian pitality, leisure sin Issa, co-founders was just under busi- stake in Asda raised prices by around wrote PRA chairmanto chanacquisition is subject co-CEOs of EG Group, in a with Asda, for instance, add- petrol and diesel was 111p,” “To assist recoveringshould The a litre CMA regulatory the 100% relief Madderson in a letter than 5ppl to the said RAC fuel spokesman statement. “BEIS sta- nesses, restrictions on eco- to the same received by joint The Euro Ga- ing more cellor Rishi Sunak. clearance being price at its sites. Founded in 2001, have last until Williams. for international averageis a narrowing gap be- Simon tistics show fuel volumes The nomic activity are removed, EG Group shareholders rages has an 50%. result a gradual reduction the earlier acquisition. dropped by up to of around 4,500 sites. independ- with further to have portfolio �inancial stress for has been to 50% relief for a “We are excited ent petrol retailers months.” many having six compounded by

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

TENANT PROTECTION

DIGITAL IDENTITY SERVICES

HERE TO STAY IN

Stores at risk of closure as government support stopping evictions set to run out in March

Latest partnership from Post Office allows for use of digital IDs for age verification

A look at the sales opportunities created by the bignight-in occasion

P20-26

profits?

our say

Megan Humphrey, editor

Normality is close, but uncertainty remains AS much as we are all yearning for the return of normal life, it doesn’t mean it’s not a scary prospect. It’s been nearly a year since retailers were forced to adapt their businesses overnight, and with a roadmap on the horizon, attention now turns to how much of a longlasting impact the pandemic has had on the sector. Last week, I read nearly 6,000 businesses are expected to close once business rates return after a 12-month tax break, and the protection against tenant eviction is set to run out at the end of March. On top of this, the number of general retail businesses experiencing significant financial distress is just under 40,000. Although we don’t know how much of this number is made up of independents, we do know retailers are struggling, with some already having to close their doors for good. It can be easy to get caught up on the success of a lot of stores during this time, who THE NEXT FEW have gone above and beyond for MONTHS ARE their community, but it’s been a different story for those located GOING TO in city centres. Some store owners told me that BRING MORE since the government order to UNCERTAINTY work from home, they can go days without having a customer. This is the reality of the pandemic, and there’s still no way of knowing how long it will be felt for. The next few months are going to bring more uncertainty, and we will continue covering the topics that matter most, in our effort to help keep your business strong.

The five biggest stories this fortnight 01

End of tenant support puts city-based stores at risk

MEGAN HUMPHREY STORES located in city centres are at risk of closure once the government’s tenant protection from landlords comes to an end, warns a market expert. The comments come as the deadline for a ban on business evictions at the end of March nears. Intelligence provider Red

He stressed businesses in Flag Alert revealed 5,384 companies are at risk of city centres will fall victim being forced out of business quicker due to the lasting impact of the pandemic on by landlords. Managing director Mark working life. “Big brands have already Halstead said: “We predict closures imminently once said they won’t be sending government support ends, staff back to the of�ice full but we expect the busin- time, and some are relocatesses affected to be ones ing away from cities,” he said. who were having serious “The potential impact runs cash �low issues before the much deeper for businesses that thrive in city centres.” pandemic.”

However, Halstead urged store owners experiencing �inancial dif�iculty to speak to a professional insolvency practitioner. “It’s better for retailers to sort it sooner rather than later,” he said. “Landlords will have to be careful of damaging their reputation by forcing tenants out, so that’s something to remember.”

FOR MORE ON WHAT TO DO IF YOU ARE STRUGGLING FINANCIALLY, TURN TO THE NEXT PAGE @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 in chief (maternity cover) Tan Parsons 020 7689 3353 Production editor Ryan Cooper 020 7689 3354 Sub editor Jim Findlay 020 7689 3373 Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380

Editor – news Jack Courtez @JackCourtez 020 7689 3371 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355 News reporter Kate Plummer @NewtradeKate 020 7689 3395 Production coordinator Nadeem Masood 020 7689 3368 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 Account manager Adelice Tatham 020 7689 3366

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Editor – insight Chris Dillon @ChrisDillonNT 020 7689 3379 Senior news reporter Alex Yau @AlexYau_ 020 7689 3358 Digital content editor Jody Porter 020 7689 3378

Obesity strategy

CONVENIENCE products could have stricter labelling as part of a major government strategy to �ight obesity. A leaked government document obtained by Health Policy Insight revealed proposals to impose new front-of-pack nutrition labelling and man-

datory alcohol labelling from next year. If turned into legislation, ministers would be given more powers to “scrutinise and introduce strengthened labelling requirements to help the consumers make healthier choices”.

Product launches

STORE owners will see more product launches in 2021 as suppliers prepare to release lines postponed due to the pandemic. Wholesale groups Unitas and Sugro, alongside Pladis, Mondelez, KP Snacks and Suntory Beverage & Food

GB&I, con�irmed the plans. Raaj Chandarana, of Tara’s Londis in High Wycombe, added: “I know there’s a lot planned for this year from the presentations I’ve sat in. Suppliers might also be taking existing products and presenting them in different ways.”

Account manager (new business) Jimli Barua 020 7689 3364 Sales support executive Charlotte Brady 020 7689 3382 Management accountant Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3375

46,191

Uber Eats Asda

RETAILERS have accused Uber Eats of giving Asda preferential terms. Since December, 100 of Asda’s sites have been on the delivery platform. Jay Sandhu, of Supermags in Birmingham, said: “They are selling products at shop

Audit Bureau of Circulations July 2019 to June 2020 average net circulation per issue

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 ‘Uber Eats’

price. I can’t match that.” Analysis of 75 products on Asda and Uber Eats found pricing on the delivery platform was an average of 16% above standard pricing, compared with 30% commission charged with independents.

New PO formats

THE Post Of�ice (PO) has revealed plans to trial new branch formats in Spar stores across Scotland. A spokesperson told Retail Express: “PO is developing new branch formats and we hope to trial some of these at

Spar Scotland stores in the coming months to help us ensure that local communities can continue to access PO services.” The trials coincide with the start of PO’s new postal framework.

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23 FEBRUARY-8 MARCH 2021 betterRetailing.com

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

On-the-spot fines to crack down on illicit tobacco MEGAN HUMPHREY STORES selling illegal cigarettes could be slapped with on-the-spot �ines, following new proposals set to give Trading Standards more powers. The news comes after HM Revenue & Customs (HMRC) launched a consultation on 1 December 2020 to consider new sanctions linked to the UK’s tobacco track-andtrace system, and to extend HMRC’s traceability enforcement powers to Trading Standards of�icers. The consultation ran for 12 weeks and closed on 23 February. JTI’s UK �iscal & regulatory manager, Ian Howell, this week told Retail Express the potential law change would have a huge impact on deterring irresponsible sellers. “There was a similar consultation back in 2017, but we made a point of explaining how HMRC aren’t the ones who police the high streets,” he said. “As a result, they are now looking to extend some serious powers to Trading Standards which are quick to implement. This is the �irst time there has been a measure proposed which could have a real impact.” In May 2019, HMRC introduced new track-and-trace legislation, meaning businesses involved in the supply of cigarettes and handrolling tobacco must have an economic operator identi�ier code (EOID).

Proposals submitted to the consultation involve giving Trading Standards the power to issue instant �ines to retailers on the spot for selling tobacco without an EOID. Howell said the move would remove the need for the case to go to court as retailers would have their right to sell tobacco instantly suspended or revoked. “There wouldn’t be any need to go to court, and instead the �ine would be issued �irst and foremost at point of offence, which would be very good,” he said. “There are a number of cases we pick up in the media where it has taken three or four times before the retailer ends up in court. The quicker you can get the bigger penalties, the better.” In the consultation, it has been suggested �ines should be issued to those retailers selling between zero and 100 packs of illegal cigarettes. However, JTI has proposed this number should be reduced. “We have said it should be between zero and 50 packs,” said Howell. “Tightening the gap will make it easier to put harder penalties down �irst.” In addition, JTI proposed the money from criminals’ �ines should be reinvested into Trading Standards’ own services. The move comes after a decade in which local authority departments have been hit with cuts. “Any money that they can use seems like a good idea,”

express yourself I’VE been pondering what to fill the space with when the legislation comes into force, but I honestly don’t have a solution as of yet. I don’t think the ban will make any difference to buying habits because customers will still want to buy a chocolate bar or snack on impulse. It’s the same with cigarettes or soft drinks. The government had placed advertising restrictions and taxation on them, but we’re still getting demand for these products, despite the measures. Bob Sykes, Denmore Food Store, Rhyl, Wales

GOOD WEEK CARD PAYMENTS: A card payments company, Cashflows, has launched an Anytime Settlement tool, cutting the lag in card revenues entering retailers accounts from days to hours. Chief executive Amanda Mesler said: “Access to cash can take days or even weeks. For lower-margin retail businesses, quicker settlement is vital.” Stores can make a settlement request at any time, or set up a daily settlement time. PAYPOINT: The company is set to acquire rival online payments firm RSM 2000 in a move designed to benefit from society’s “shift from cash to digital payments”. The news highlights the firm’s recent focus on growing its online card payment offerings. The takeover is subject to regulatory approval and is expected to complete between April and June 2021. For the full story, go to betterRetailing.com and search ‘PayPoint’

BAD WEEK

A store gantry removal after a retailer is found to be selling illegal tobacco in store

said Howell. “Effectively, criminals would be paying for law enforcement. It makes sense to use the money for something good.” In future, if measures are considered, it is expected another consultation on them speci�ically will be carried out in the summer. Subject to the outcome, the government has said it will propose legislation in the Finance Bill 2021-2022. Howell said he is optimistic for change by the end of

the column where you can make your voice heard

the year. “We are getting to a position where we feel like we can really make inroads,” he said. “Hopefully towards the end of the year we will see some plans being �irmly set out, and the good traders out there will really welcome that.” Despite the progressive steps, Howell reinforced the need for retailers to continue reporting the sale of illicit goods, to ensure Trading Standards is

receiving information. “It’s vital for retailers to keep reporting,” he said. “The enforcement agencies need all the intelligence they can get.” He urged stores to keep chasing if no action is taken after they report. “I don’t think there’s anything wrong with calling every month to chase,” he said. “They need to look at it selfishly, and realise by doing so they are protecting their business – it’s a no-brainer.”

COVID-19: Health secretary Matt Hancock has warned people living in areas of England affected by the South African strain of the coronavirus not to visit shops. “In those areas, in the immediate term, we’re saying if you’ve got food in the house, please use that,” he said. Areas where the strain has been found are parts of Southport, Walsall, Worcestershire, Broxbourne, Bristol, Woking and London. COMPLIANCE: Convenience stores were less vigilant than supermarkets on the enforcement of face coverings, according to data from Storecheckers. When the mystery shopping company visited 120 stores, it found 27% of customers in convenience stores failed to wear face coverings, compared to 19% in forecourts and 6% in supermarkets.

How will you tackle upcoming gov’t restrictions on the placement of impulse products by the till?

WE have been looking at how we’ll approach the law, and my initial thoughts are that it will involve a lot of physical moving and realigning of the shop’s layout. It’s going to be quite difficult to achieve. Looking at the different interpretations of the law, it will be harder to achieve in some areas than others. I’ve not ignored it, but it’s down on my list because we’re planning on how we get back to normality after the pandemic. Vince Malone, Tenby Post Office, Pembrokeshire

I HAVE moved my magazines to the front of the shop by the till, where confectionery used to be, and sales have increased by 25% year on year as a result. The government has an obesity strategy coming into force next year and we want to be one-step ahead in case it bans the sale of multipacks of sugary products or introduces other similar restrictions. Doing this has not affected our confectionery sales, which are still performing strongly. Dennis Williams, Premier Broadway, Edinburgh

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

Dennis Williams

NEWS

23 FEBRUARY-8 MARCH 2021 betterRetailing.com

Some photos on this page were taken prior to the Covid-19 pandemic

PO deal to see use of digital IDs MEGAN HUMPHREY

THE Post Of�ice (PO) has teamed up with digital identity company Yoti to enable customers to age-verify themselves using a digital ID in store. The rollout includes a freeto-use app that combines customers’ personal data and biometrics to create a secure, reusable ID on their phone, and in-branch serv-

ices for those who don’t have a smartphone. A pilot is set to kick off in July, initially involving 750 stores, with the view to extend if successful. Chief executive Nick Read said: “Whether it’s proving your identity on a smartphone, or face-to-face with a postmaster, we will make transactions faster and simpler than ever before.” Customers have the choice

as to what information they share, ranging from name, date of birth and address. The app can be used for several transactions such as proof of age for the purpose of restricted goods, picking up parcels and mortgage applications. The move reportedly comes after Read wanted to reset relations with postmasters. PO intends for the deal to identify new revenue streams

for postmasters, after the pandemic accelerated a drive to online. The deal also connects PO customers with online businesses, by enabling companies to use PO and Yoti identity for fraud detection, e-signatures and customerauthentication services. Postmasters should expect to receive targeted support, training and guidance on how to effectively carry out the

process ahead of launch. The move comes a week after the government revealed

‘Highest’ c-store sales THE value share of the grocery market for independent and symbol retailers has grown 20.9% year on year, for the 12 weeks ending 24 January. The latest Kantar data reported a yearly rise from £467m to £565m. Head of re-

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plans to make it easier for people to verify themselves using modern technology.

tailer and consumer insight Fraser McKevitt said: “Convenience stores, including independent corner shops and those operated by the major chains, last month recorded their highest four-week-ending share of the market since September at 12.9%.”

OUT

5 MARCH

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The best independent retailers stay ahead by reading RN each week. Do you?

COSTCUTTER has announced the launch of a loyalty app trial across 23 of its companyowned stores. The app allows users to make instant payments, access exclusive promotions, as well as collect and redeem loyalty points in their chosen store. The app, in partnership with Yoyo, is available to download across all mobile platforms. It gives shoppers access to a range of personalised offers, recipe ideas and

Facewatch for free FACIAL-RECOGNITION provider Facewatch is installing its software free of charge for the �irst 90 days during lockdown. CEO Nick Fisher said the move comes as a result of the rising level of crime during the pandemic. “For the duration of the lockdown in England, if

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competitions, as well as a quickand-easy-to-use store locator.

If you want to install Facewatch in your store, call Retail Express on 020 7689 3357

antisocial behaviour and staff abuse is affecting your business, Facewatch will provide one system licence and training free of charge for the �irst 90 days,” he said. Stores can have the system removed if they aren’t satis�ied with it.

LOTTO

SATURDAY 6TH MARCH IT COULD BE YOU OFFER CUSTOMERS A LUCKY DIP ! OULD YOUSCT YOUR BOO S BY * SALE

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*Based on Saturday 9th January 2021 Lotto £20M MBW event sales uplift vs Saturday 12th December 2020 Lotto base sales. Rules & Procedures apply. Players must be 16+.

PRODUCTS

‘Next-gen’ energy from Rubicon PRIYANKA JETHWA DESIGNED to capitalise on the growing big-can energy drinks market, AG Barr has launched new Rubicon Raw. The range, available now in Orange & Mango, Raspberry & Blueberry and Cherry & Pomegranate varieties, comes with an RRP of £1.29 in 500ml plain and pricemarked cans. Dubbed as “next-generation energy”, Adrian Troy, marketing director at AG Barr, said the drinks are “more natural in its makeup than the bulk of the brands that exist on the market at the moment”, containing 20% fruit juice, caffeine

from green coffee beans and vitamin B. The drinks also aim to recruit new shoppers to the category, moving away from “darker colours and masculine cues”, instead prioritising bright shades and mindfulness. Supporting the launch, the supplier is investing £1.5m throughout 2021 on its ‘Be a force of nature’ campaign, which will include sponsorships, partnerships and in�luencer collaborations on Instagram. Asked where to site it in a chiller, Troy recommended convenience retailers place the cans next to large, 500ml energy drinks. For those lacking space, he added it

was a case of streamlining the range and removing varieties that offer the same

�lavours. “This reduces complexity and provides space for something new.”

chocolate, but some can �ind the taste overpowering. The Dark & Milk bar combines cocoa and milk solids together to �ind a balance between the two.

THATCHERS Cider has released its new 2020 seasonal Vintage with an ABV of 7.4%. The supplier said its Vintage range, which includes Gold, Haze, Rosé, Katy and Rascal varieties, grew ahead of the glass bottled cider category at 18% in volume last year. “The traditional premium cider category plays an increasingly important role for retailers to help unlock value in their cider sales,” said Martin Thatcher, owner at Thatchers Cider. Meanwhile, its Gold variety has contributed more value to the category for two years in a row than any other cider,

with its Haze variety the UK’s number-one cloudy cider, growing at 80.3% value.

COUNTRY Choice has launched Flatstone Pizza Co, a new concept allowing retailers to offer made-to-order premium pizzas. The concept comes complete with step-by-step recipe cards that allow independents to create eight different pizzas, including Margherita, Pepperoni, BBQ Chicken, Meat Feast, Hawaiian Ham, Ham & Mushroom, Chicken & Pepperoni and the Plant Lovers Pizza. It comes ready with chopping boards, knives, squeezy sauce bottles, spoons, portioners, pizza cutters, pizza peel and temperature probes, with retailers able to choose from 9” and 11” wooden serving boards for table service, recycled Kraft

pizza boxes and branded labels for takeaway. The pizza sauce is supplied in 1.5kg pouches to minimise waste.

Nestlé launches Aero Thatchers’ new Dark & Milk seasonal vintage NESTLÉ Confectionery has expanded its Aero range with the launch of Dark & Milk. The bar is available in a 90g sharing format with an RRP of £1, and is made with 51% cocoa and 9% milk chocolate. The launch will be supported by a multimillionpound media campaign starting in April, spanning digital and social media. The supplier is also running an Aero ‘Bubblophone’ TV campaign until June. Hannah Smithson, brand manager for Aero, said more shoppers are seeking out the stronger �lavour of dark

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Get all pet stock from New pizza concept from Country Choice Vital Pet Group RETAILERS can make more of the growing and recession-resistant pet sector by partnering with pet specialist Vital Pet Group. Vital Pet Group is the leading wholesaler and distributor for pet products in the UK. By partnering with

them, retailers can access advice on the best products to stock, and exclusive, seasonal and on-trend brands. With ‘Express pick’, retailers choose from thousands of products for free next-day delivery on orders from £60. To find out more, visit vitalpets.co.uk or call 01837 883 000

Haribo reformulates bestselling Starmix HARIBO Starmix will now contain fruit juice to enhance the �lavour of the range, alongside the addition of three new varieties. The three additions include an apple-�lavoured green bear, a blackcurrant�lavoured purple bear and an apple & lemon�lavoured ring. It joins the range’s classic egg, heart, cola bottle, bear and ring. It is available from wholesalers to stock now with an RRP of £1. Claire James, trade marketing manager at Haribo UK, said: “We’ve had the original recipe in place for some time, and as tastes evolve we know that it is our responsibility

to ensure that we continue to deliver the best-tasting sweet confectionery to the category.”

DIAGEO is expanding its Tanqueray brand with a Blackcurrant Royale variety, as well as adding two readyto-drink 250ml can formats for its London Dry Gin and Flor de Sevilla Distilled Gin options. Blackcurrant Royale is available via wholesale now with an RRP of £25 (70cl), while the cans are on sale from April with an RRP of £2.50. The supplier said premium pre-mix options are growing at 43%. Adrienne Gammie, marketing director for gins, Pimm’s and Baileys, said: “The gin category continues to thrive, and this is primar-

ily motivated by consumer demand for new varieties.”

New Tanqueray gin flavour on sale now

Green & Black’s encourages trade up MONDELEZ International has updated the packaging for Green & Black’s with the intention to encourage more shoppers to trade up. It will focus on the brand using ethically-sourced cocoa, with a new ‘chocolate intensity’ scale on pack. Its 70% Dark, 85% Dark, Ginger, Maya Gold and Hazelnut & Currant varieties will also have a certi�ied The Vegan Society stamp. Supported by videoon-demand, social media and outdoor advertising, the packaging update follows the launch of Green & Black’s new campaign, ‘Wildly, deliciously, organic’, which focuses on the organic range and the origin of the Green & Black’s brand.

betterRetailing.com

PAID FEATURE GROW YOUR SALES

23 FEBRUARY-8 MARCH 2021 betterRetailing.com

In partnership with

SPICED RUM PRICE-MARKED PERNOD RICARD UK has launched Lamb’s Spiced Rum 70cl as a pricemarked pack. RETAIL EXPRESS uncovers the opportunity for independents

WHY STOCK LAMB’S RUM? WHAT’S NEW? WITHIN alcohol, spiced rum has grown faster than any other offtrade category since the beginning of the first lockdown1, presenting a key opportunity for convenience retailers. In fact, the growth of spiced rum has never been stronger in convenience, with volumes growing by 66%2. Pernod Ricard UK is using this success as the springboard to drive further category growth with the launch

of its first Lamb’s Spiced Rum price-marked pack (PMP). The new £13.99 price is set to meet the rising demand within the rum category, especially as 76% of Lamb’s Spiced Rum sales in the past year have been incremental to independent convenience retailers and the category. The new PMP format will launch this month in a 70cl format.

WHY LAUNCH AS A PMP? PMPS are a key sales driver in convenience stores, with 82% of shoppers looking to purchase them as part of their weekly shop and 83% of retailers also claiming PMPs sell faster in their stores than the equivalent non-PMP3. In fact, 61% of shoppers believe PMPs offer better value for money than a non-PMP and PMPs give consumers the confidence they’re being offered good

value. This helps retailers to shift more stock and keep shelves rotating, especially as value for money is taking a more prominent position across several categories. The new Lamb’s Spiced Rum PMP is part of Pernod Ricard UK’s ambition to drive category sales and follows a full pack refresh last year, which differentiates it from its competitors with its bright and bold imagery.

To find out more about Lamb’s Spiced Rum, contact Ed Clapham on 07795 092 490, or email ed.clapham@pernod-ricard.com

LAMB’S Spiced Rum has been the number-one growth driver within the wider rum category, according to Pernod Ricard UK, growing by more than 170.9%4. Spiced and flavoured rum is booming and driving most of the category growth, growing by 66% in volume. With cross-gender appeal and a darker liquid, the redesign in 2019 helped to drive higher awareness among younger consumers. The design targets a younger audience of men and women, aged 18 to 28 years old, giving Lamb’s Spiced Rum the opportunity to reinvent itself as a brand for those wanting to try a new Spiced Rum. The brand’s heritage has been maintained through references to its founder, Alfred Lamb, and the bottle’s unique, hexagonal shape.

RETAILER

VIEW

Samantha Coldbeck, Wharfedale Premier, Hull “SPICED rum and flavoured rum have been a growing trend in our area for a while and we stock a good range. We’ve tried Lamb’s in the past, but the price was a little too high for our customers. However, I’d look to add Lamb’s Spiced Rum back into our range as a PMP and monitor sales accordingly. PMPs give customers a sense of trust they’re getting the best price and they perform exceptionally well in spirits, impulse lines and takehome drinks. We’ll always try to stock a price-marked variety as it offers a point of difference over other stores that are more expensive.”

AC Nielsen Total Coverage Value sales MAT Data Ending 13.06.2020 2Nielsen, Total Impulse, Value Sales, MAT to WE 02.01.21 3Him! 2019 4Nielsen, Total Coverage, Value Sales, MAT to WE 02.01.21

Pringles Sizzl'n Retail Express DPS Goalposts Trade Advert 539x339mm Jan 21 HIGH RES.pdf

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PRODUCTS

Unlock a £1bn opportunity CHRIS DILLON RETAILERS could unlock an extra £8,643 over the next �ive years by tapping into soft drinks trends highlighted by Suntory Beverage & Food GB&I’s (SBF) latest research. The research uncovered a £1bn total soft drinks opportunity across all retailers. Convenience, symbol and unaf�iliated independent stores could take £417m of this opportunity. The supplier said the four things soft drinks shoppers are looking for include: enjoyable refreshment (worth £2,529 extra per store over the next �ive years); uplift and energise (worth £1,815

extra per store over the next �ive years); special moments (worth £2,551 extra per store over the next �ive years); and positive choices (worth £1,748 extra per store over the next �ive years).

Spread the real love with Clover SAPUTO Dairy UK has premiered a campaign for its spread, Clover, titled ‘Spread the real love’. Building on brand’s 2020 ‘Spread the love’ campaign, the 2021 campaign showcases at-home scenarios, encouraging parents to break free from social pressure to be perfect. Now live across social media channels, including

ads on YouTube, paid and organic activity on Facebook, and Instagram and in�luencer partnerships, the campaign will run until 4 April. Clover has continued to outperform the spreads category, driving 9% volume growth and gaining 1.2% volume share in the past year. The brand is currenly valued at £96.3m.

Alpesh Mistry, sales director at SBF GB&I, said: “The soft drinks category needs to cater for these changes. We know 25% of shoppers are consuming more soft drinks and that £143m has

been added to the category through increased multipack sales during lockdown.” To learn how to make the most of these four segments, head to betterRetailing.com and search ‘Simple steps soft drinks’

A yummy campaign from Walkers crisps PEPSICO’S ‘2020 yum’ campaign for Walkers is designed to drive additional savoury snack sales at the start of 2021. As a category that typically under-trades at this time of year, it will centre on family snacks across many of its popular brands, such

as Sunbites, Snack-a-Jacks, Oven Baked, Wotsits, French Fries and Squares. The supplier said if consumer spending on savoury snacks in January and February matched the average for the rest of the year, an additional £36m would be driven into the category.

23 FEBRUARY-8 MARCH 2021 betterRetailing.com

Red Bull teams up with Bestway RED Bull has launched an online tool with Bestway Wholesale to help retailers drive soft drinks sales by stocking the most pro�itable lines. The digital service enables retailers to receive tailored advice and takes them through a step-by-step process, asking for the store’s geographic location and chiller size. It will also ask for the number of facings per product, calculating the best ratio that results in a personalised, downloadable planogram.

The supplier said the platform aims to help retailers delist soft drinks lines that aren’t selling in the store’s local area. Retailers will be provided with suggestions of more popular lines.

NESTLÉ Confectionery has unveiled a new on-pack promotion for KitKat, offering shoppers the chance to win £10,000. The ‘Win a break from bills’ promotion runs until the end of this year, and offers eight cash prizes in total. Shoppers will �ind out they have won a prize if they �ind the term ‘Win-

ner’ imprinted on their bar, alongside a winning ticket inside the promotional pack. The promotional packs are available for a range of KitKat formats including 4 Finger, 2 Finger and Chunky. The brand will be supporting the promotion with a £2.5m advertising campaign spanning TV, digital and social media this month.

KitKat cash promo now live

Lucozade Zero’s new Tropical flavour SUNTORY Beverage & Food GB&I has extended its Lucozade Zero range with the launch of a Tropical �lavour. The �lavour joins Original, Orange and Pink Lemonade, and is available now in 500ml bottles, with an RRP of £1.49, alongside a 380ml four-pack which has an RRP of £2. Lucozade Zero Tropical aims to help retailers take advantage of the low- andno-sugar soft drinks market, which makes up more than half (58%) of total soft drinks volumes sold. According to the supplier, shoppers’ spending on zeroand low-sugar drinks has increased by 33% and 29%, respectively, in the past year.

The launch will be supported with an outdoor, digital and social media campaign this summer.

Barefoot Bubbly Pink Moscato’s redesign BAREFOOT has given its Bubbly Pink Moscato a new look for 2021. The new packaging features a white brushstroke against a pink background, with pink, silver and gold bubbles. The supplier said Barefoot has continued to experience growth over the past year with its Pinot Grigio, Merlot, Pink Moscato and sparkling Pink Moscato, all hitting the top spots in their categories. Having grown by 15% in the past year, Barefoot Bubbly Pink Moscato 750ml has an ABV of 8% and is available from Parfetts, Bestway Wholesale, HT Cash & Carry and Crown Cash & Carry, RRP £8.50.

ACADEMY IN ACTION

PRODUCTS

Some photos on this page were taken prior to the Covid-19 pandemic

Grow crisps sales by 46% relevant today, including a focus on buying £1 PMPs of larger bags and multipacks. “It was a no-brainer to evolve our recommended range of core bestsellers. We wanted to ensure retailers were maximising crisps and snacks sales by encouraging them to stock the formats and �lavours shoppers demand most,” he said. Meanwhile, the supplier also launched an additional element to their recommended ranging strategy for medium and larger stores called the ‘Drive 25’ range. This targeted range offers greater choice to shoppers, focusing on a prioritised list of 25 products. These lines offer retailers the ability to

tailor their range needs either by new lines, or by additional

PERNOD Ricard UK has launched Beefeater Peach & Raspberry exclusively into the UK market, showcasing the brand’s new packaging. The gin will be an Asda exclusive for four weeks from 25 March, before rolling out to other retailers including convenience stores. With an ABV of 37.5%, it will have an RRP of £18.99. Chris Shead, off-trade channel director at Pernod Ricard UK, said �lavoured gin represents a “huge opportunity” for convenience retailers as it makes up 40% of premium gin in the UK, with it growing at 21.6%. “Introducing new and exciting �lavours is not only a recruitment tool for the

category, but also a way to tap into different occasions and consumer taste pro�ile needs,” he added.

PREMIER Foods has announced an exclusive partnership between Batchelors and videogame franchise Call of Duty: Warzone. To celebrate, an on-pack promotion will give thousands of shoppers the chance to win in-game bonus items and prizes with every pack. Meanwhile, convenience retailers are also being given their own chances to win, with weekly prize draws giving 10 stores promotional prize packs to help celebrate the activity in store and generate sales of core Batchelors bestsellers. A grand prize of £500-worth of gaming vouchers will also be awarded to one entrant. The retailer competition

AVAILABLE in selected stores across the UK, Spar has launched a new Natural range comprising 15 products. The range addresses vegan, vegetarian, organic, lactose-free, sugar-free, honey-free, gluten-free, wheatfree, dairy-free, egg-free, wild-grown and allergen-free dietary concerns. It consists of Soya Drink Unsweetened, Espresso

Capsules, Espresso Intenso Capsules, Mini Corn Cakes with Extra Virgin Oil, Mini Corn Cakes with Rosemary, Nut Bars Cranberry Almond, Nut Bars Cashew, Chocolate Bar Milk, Chocolate Bar Milk Hazelnut, Chocolate Bar Dark 55%, Chocolate Bar Dark 72%, Durum Wheat Spaghetti, Durum Wheat Fusilli, Tortilla Chips and Extra Virgin Olive Oil.

PRIYANKA JETHWA

Three-month follow-up:

EFFECTIVE RANGING Last year, the IAA and COCA-COLA EUROPEAN PARTNERS (CCEP) visited VASANTI JESANI’s store in Manchester to review and improve her ranging. We catch up with Vasanti to find out what’s changed

IAA ADVICE 1

Review range and trial slow sellers in different locations.

Find new local suppliers through food markets and social media.

Analyse sales data to identify bestsellers and drive linked sales.

THE RESULTS

£200

I worked with CCEP growth in sandwich sales per month to understand bestselling lines and I moved some slow sellers to different positions. I introduced a new sandwich range after visiting a local food market and sales have gone from £10 a week to £60.

PARTNER ADVICE Vasanti has had a fantastic sales increase by finding a niche supplier. Continuing to review sales data will help get her core and bestselling ranges right, which will help Vasanti to drive sales across the store.

Heidi Vossen-Barnes Independent Convenience & Fuel Senior Manager Coca-Cola European Partners

SATISFY YOUR TARGET SHOPPERS Call us on 020 7689 0500 to find out how to ensure your range encourages return visits, and how you can be a part of our next visit programme.

Next time: Marketing to Customers

PEPSICO has updated its Walkers Hero 25 range – its collection of bestselling crisps and snacks lines in convenience stores – and has launched a new ‘Drive 25’ range. This now includes a greater focus on £1 price-marked packs (PMP) among singles and multipacks, set to help retailers grow their savoury snack sales by up to 46% per week. Guy Harvey, impulse category director at PepsiCo, said 2020 saw a number of major changes to how people shop in the impulse channel, many of which still remain

packs in the best-performing segments, such as £1 PMPs.

New Beefeater Peach Batchelors’ retailer & Raspberry and shopper promo

Spar launches new Natural range

will run until 3 March 2021. The activity follows the promotion that ran last November for the launch of Call of Duty: Black Ops Cold War.

New Organic Hazelnut & Cocoa Spread FABALOUS has launched a vegan Organic Hazelnut & Cocoa Spread, available from wholesaler CLF with an RRP of £4.99. Described as a “betterfor-you, gourmet Nutella with a richer chocolate taste”, it contains organic hazelnuts and cocoa, with it being the �irst hazelnutchocolate spread to use chickpeas as the primary ingredient (32%). This, the brand said, means it contains 81% more protein, 43% less saturated fat and 57% less sugar than the leading brand in the category. The spread comes in a 200g glass jar with a metal lid and paper labels.

23 FEBRUARY-8 MARCH 2021 betterRetailing.com

Walkers Max KFC crisps campaign launches TO MARK the launch of Walkers Max KFC crisps, PepsiCo has launched a new digital campaign. Spanning television and social media, it will also include Walkers’ �irst TikTok ad and a Twitter spotlight takeover. Walkers Max Kentucky Fried Chicken and Double Crunch Zinger are available all year round, having launched with a limited on-pack promotion giving consumers a two-for-one KFC meal for one with every pack. Consumers need to buy a promotional pack and

take it to their local KFC restaurant for takeaway or drive-thru to claim. Initially

KIND Snacks has launched a Dark Chocolate Orange Almond variety exclusive to UK retailers. On sale from March, the bars will be available from symbol groups including Nisa, Costcutter, McColls and Spar, and wholesalers including Epicurium, Simply Heavenly, Y&C Wholesale, Bestway, Dhamecha and Parfetts. John McManus, UK marketing director at Kind

Snacks, said: “Not only is it the �irst time we’ve launched a bar exclusively for the UK market, but we know chocolate orange is one of the nations most loved combinations. “By putting a healthy spin on this �lavour favourite, we’re con�ident we’ve created a bar that can satisfy sweet cravings, in a minimally processed format.” The Kind bars have an RRP of £1.50.

valid until 31 July 2021, the offer can be used for dine-in at a later date once restau-

rants have fully reopened. Customers must retain the crisp packet to claim.

Utterly Butterly’s new pack design SAPUTO Dairy UK is launching a new packaging design for its value spread, Utterly Butterly. The new packaging features a spin on the traditional logo, with an image of a wing walker atop a plane in a nod to the brand’s aviation heritage. From 1999 until 2006, Utterly Butterly sponsored the AeroSuperBatics Wingwalkers – the world’s only

aerobatic formation wingwalking team. Emilie Grundy, the brand’s marketing controller, said the butters and spreads category has grown in value by almost 13% throughout the pandemic, with cooking and baking occasions having soared. “To maximise this growth opportunity we know our brands need to continue to stand out on shelf,” she added.

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ACADEMY IN ACTION

OPINION

23 FEBRUARY-8 MARCH 2021 betterRetailing.com

Some photos on this page were taken prior to the Covid-19 pandemic

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 INVESTMENT: What areas are you focusing on improving this year? “RETAILERS must take the opportunity to run sustainability initiatives – not rely on suppliers and wholesalers. I’ve found compostable packaging to wrap our food to go in, from suppliers Vegware and Decent Packaging. It’s a no-brainer and our customers buy into it.” Mital Morar, Ancoats General Store, Manchester

“STAFF well-being remains a continued effort for us. We have continued to invest in our team’s pay and enhance quarterly and ad hoc bonuses in reaction to the pandemic. We also ran a survey on wellbeing, which gave insight into any concerns our team had.” Patrick Sewell, Sewell On The Go, Hull

Three-month follow-up:

MERCHANDISING Last year, the IAA and VAPE RETAILER visited RAVI RAVEENDRAN’s store in Hounslow, west London, to review and improve his merchandising. We find out what’s changed since the visit

I’ve found plenty of compostable packaging

IAA ADVICE 1

Request supplier PoS to help highlight higher-margin products.

Use signs to highlight offers and boost sales of impulse lines.

Create labels for fruit and veg so shoppers can buy with confidence.

THE RESULTS

I got a PoS kit sent to increase in fruit and veg sales me for my wines and spirits and I created signs to highlight my range of pasta sauces. I introduced clearer pricing labels for my loose fruit and veg, and sales have gone up by 5%.

We like to dress that area up with a sign

Anonymous retailer

“MY biggest concern is ease of use, especially when we’re booking in deliveries. It takes a lot of work to incorporate into your symbol group. Londis has its own price files and transitioning those to a new EpoS might be easy, or it might be difficult.” Atul Sodha, Londis Peverills, Uxbridge

MAKE BUYING DECISIONS EASIER

Next time: In-store Display

Avtar Sidhu, St John’ Budgens, Kenilworth

“WITH the new year and people trying to get into a routine of working from home and working out at home, they are coming in for protein bars and ready meals that are high in protein. We just make sure we have an adequate range on the shelves.”

Aman Uppal, One Stop Mount Nod, Coventry

The change has been on the cards for some time LITTLE MOONS: How are customers reacting to this popular frozen product?

Chris Dillon Head of Insight Newtrade Media

Call us on 020 7689 0500 to promote and price your products consistently, and to see how you can be a part of our next visit programme.

“WE like to dress that area up with a health and wellbeing sign, and this works especially well in January when people are trying to start their year more healthily. We like to draw people into this area, so they can see the plethora of choices available.”

LONDIS: How will the termination of its Manager EpoS system impact you? “WE’VE had a few meetings with EpoS suppliers over Zoom to discuss what they can offer. The change has been on the cards for some time. Londis Manager has been quite robust and reliable over the years, but it’s outdated in a few ways.”

PARTNER ADVICE I’m delighted that Ravi has noticed an impact from the changes he’s made. Merchandising is all about consistency. Clear labels and pricing help customers to locate products and give them confidence in purchasing.

RANGING: How are you attracting customers to healthier lines in store?

One batch sold out in three hours

“THEY have been flying off the shelves. I’ve had children travelling from everywhere to come and pick some up. I’m selling them for £5 a box, and I’ve sold about 400 so far. Tesco has sold out, so it’s up to me to make sure my stock is kept as high as possible.They have been well received.” Amrit Singh, Nisa Local High Heath, Walsall

“WE’VE had phenomenal sales. Teenagers are travelling outside their area beyond two hours to buy them from us. One batch sold out in three hours. We have made good margins on them as they are an expensive product. I think the fad will pass, but it’s good to capitalise on.” Serge Notay, Nisa Local at Notay’s, West Yorkshire

Kellogg's Coco Pops Strawberry Retail Express Advert 260x339mm Feb 21 HIGH RES.pdf

09/02/2021

10:41

LETTERS

23 FEBRUARY-8 MARCH 2021 betterRetailing.com

Alan Mannings

Letters may be edited

Some photos on this page were taken prior to the Covid-19 pandemic

Shop on the Green, Chartham, Kent

Small changes, big difference

‘My supply doubled for a promo, and I can’t reduce it’ I USUALLY receive 60 copies of the Newcastle Journal a day, but three weeks ago my supply was increased to 110 without my doing. I found out it’s because the newspapaper is running a promotion at the moment. I tried to manually change the number of copies I was receiving because I was having to send half of the supply back every day because it wasn’t selling. However, the �igure was locked, and I couldn’t change it. There are three more weeks left, and it seems barmy they are sending us so many. I don’t mind receiving a few extra issues of a title if there

is a promotion, but not double my usual supply. There has been no publicity for it, either. We weren’t provided with any point-of-sale materials. Instead, we were just sent a poster to download and print off ourselves. I’ve never seen anything like this happen before.

Graeme Pentland, Ashburton Village Store, Newcastle upon Tyne

Reach’s head of circulation for the north-east, Pete Barnatt, said: “The Newcastle Journal has launched an exciting new initiative that is speci�ic to retailers in the

north-east. We have increased the content relevant to Northumberland in the Journal with a changed front page to the main edition and more local stories. “The new edition is all about our commitment to the local area. We are delivering the highest standards of journalism and live news coverage, from what’s happening on the doorstep to the big stories across the region. “For those retailers who sell the Journal, we think this is a great opportunity to provide their customers with a greater localised focus, which, in turn, will enable them to sell more

copies, and we have increased supplies accordingly to meet the anticipated demand. “To also support this initiative, we launched an exclusive NFRN Trade competition with a chance to win up to £250 cash. The retailer in Northumberland who generates the best sales performance and best demonstrates how they are supporting this important initiative during the �irst four weeks will receive £250 cash, and we are offering £150 to the second-best retailer, and £100 for the third. “I’m sure we can all support an initiative that will help drive extra sales and revenue.”

COMMUNITY RETAILER

OF THE WEEK

WIN £50-worth of Kestrel Extra

RETAIL Express has teamed up with Brookfield Drinks to give five retailers £50-worth of Kestrel Extra Premium Lager, the brand’s latest variety. At 7% ABV, Kestrel Extra can help retailers capitalise on the growing shopper demand for higher-strength premium lines.

TO ENTER Fill in your details at:

betterRetailing.com/competitions Our competitions remain online for four weeks from publication date. Editor’s decision is final.

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

‘We offer a puzzle swap shop’

WE are offering a puzzle swap shop in store. Once the charity shops shut because of the latest lockdown, customers said to me they didn’t have anywhere to donate puzzles to any more. People are able to donate, or take as many as they like. I drop them off to the doorstep of customers who are shielding and get calls to add one to a supply order when we are doing the rounds. Not only is it sustainable, but it also helps us keep the community busy without them having to pay for anything. Sometimes customers will buy a puzzle from our selection and donate it straight away to the swap shop.

CONVENIENCE retail is a continuous learning curve, but the past 12 months have really tested us. I bought the store two years ago, without a clue on how to run it, and a year later we entered the first lockdown. Like many other retailers, we found ourselves travelling miles to different wholesalers One of two new retailers to source the shares advice on how to make essentials to your store rise to the top provide for our customers. But this current lockdown has shifted that pattern once again and sales are almost back to levels pre-pandemic. It’s about finding the small wins, though. We’re cutting costs throughout the business, including changing our electricity plan and installing LED lights. We’ve also switched to one large order from our symbol group, rather than regularly visiting Booker for stock. It’s easy to panic and forget how far you’ve come, but the store is up by £7,000 to £9,000 a week compared with when we opened. Using data effectively has always been a goal of ours, and 99% of our stock is now on a system, which is helping us to understand what’s selling and what’s taking up space. Up to 20 lines were delisted throughout the store, allowing us to focus more on Londis promotions. This month, we’re running a night-in meal deal consisting of two pizzas and a tub of ice cream for £5. Our plans for a refit have changed, and we made the decision to complete it in stages. Although this will take longer, customers are noticing the changes and commenting on them, too. Sometimes, you have to be realistic about what’s feasible. Our first change is installing new shelving through the centre of our shop, giving us an extra shelf so we can introduce new lines and increase spend. Sustainability will also be a core focus of our refit. I hope to install a refill station for cereal, pasta and rice, as well as a beer-on-tap machine like Amrit Singh, from Nisa Local High Heath in Walsall, has done. It’s hard to keep up sometimes with all of the new developments, but being sustainable is the future. Through all of theses changes, though, the way we interact with our customers is the most important. Our values include being honest, upfront and showing respect to every customer. We also tell them about the changes we’re making in store, and I’ve trained my staff to do the same. We recently had a customer visit who hadn’t come to the shop since I took over, and commented on the service she’d received and how different the shop looked. Because of that interaction, there’s every chance she will become a regular customer.

RISING

STAR

Get in touch

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

FORECOURT FOCUS

Retailers reveal the products and services motorists still need, p16

Public charge points ‘critical’ for EV rollout DARYL WORTHINGTON A NEW report from the in�luential think-tank Policy Exchange says over the next 10 years, the UK needs to install public charge points for electric vehicles �ive times faster than currently to meet the government’s commitment to phasing out new petrol and diesel cars by 2030. The report argues public charge points at service stations, forecourts and supermarkets will be vital for providing suf�icient infrastructure to underserved rural areas, and keeping prices competitive. “The phase-out of petrol and diesel vehicles will only be delivered if drivers are con�ident that they will have access to a comprehensive network of EV charge points, allaying fears of ‘range

anxiety’,” says the Policy Exchange report. “The majority of EV charging is expected to take place at home; however, there is a critical role for public charge points.” Currently, the UK has around 35,000 public EV charge points, but according to the report it will need 400,000 by 2030, including 6,000 high-powered charge points. Signi�icantly, the report stresses the importance of having charge points in forecourts, petrol stations and service stations. “Many of the UK’s largest petrol station operators are installing rapid and high-powered charge points in their forecourts, including BP and Shell. These types of charge points are less susceptible to local monopolies, keeping prices low for custom-

ers,” it reads. Although calling for greater government intervention in helping build the EV charging infrastructure, the report also says “in the longer term, the market for privately-funded charge points will continue to grow”.

Broadband lessons “Without a big increase in the number of charge points right across the UK, certain parts of the country risk getting left behind as 2030 approaches,” said RAC spokesman Rod Dennis in response to the Policy Exchange report. “Everyone remembers what happened when broadband started to be rolled out and some areas were left with poor connections. It would be a major policy failure if something similar happened in the next few years with communities

missing out on good charging provision. “The UK’s charging infrastructure also needs simplifying to avoid drivers having to try to understand a

plethora of different apps and charging systems. Something more akin to the simple process of �illing up by petrol and diesel would be very welcome. At least driv-

Turn to p17 to learn more about the EV opportunity for forecourts ers can be comforted by the fact all new rapid and ultrarapid charge points installed have to allow payment by contactless bank card.”

Calls for fuel-duty freeze Euro Garages to acquire Petrol price hits 120p and rates relief extension Asda forecourt business per litre in January THE UK Petrol Retailers Association (PRA) has called on the government for an extension to business rates relief and a freeze on fuel duty in the wake of the continuing Covid-19 pandemic. “Now is not the time to scale back vital support,” wrote PRA chairman Brian Madderson in a letter to chancellor Rishi Sunak. “BEIS statistics show fuel volumes have dropped by up to 50%. The �inancial stress for independent petrol retailers has been compounded by many having

been banned from operating their safe automated selfserve jet washes.” Madderson called on the UK government to ensure business rates are consistent across the UK, noting the Scottish minimum three-month extension to 100% retail, hospitality, leisure and aviation. “To assist recovering businesses, the 100% relief should last until restrictions on economic activity are removed, with a gradual reduction to 50% relief for a further six months.”

EG GROUP has reached an agreement to buy Asda’s forecourt business, including its petrol �illing stations, car washes and ancillary land. The announcement follows news last October that Blackburn-headquartered EG Group had reached an agreement to acquire a majority stake in Asda Group. The acquisition is subject to the same CMA regulatory clearance being received by EG Group shareholders for the earlier acquisition. “We are excited to have

the opportunity to strengthen our network in the UK through the proposed acquisition of Asda’s forecourt business, which will enhance our position as a major independent forecourt operator and provide a platform for future growth of the combined network,” said Zuber and Mohsin Issa, co-founders and co-CEOs of EG Group, in a joint statement. Founded in 2001, Euro Garages has an international portfolio of around 4,500 sites.

PETROL prices rose by 3.5ppl in January, hitting 120ppl, according to RAC Fuel Watch data. The last time petrol was 120p ppl was the day before the �irst Covid lockdown, last March. Diesel rose by more than 3p per litre, 120.05ppl to 123.43ppl, marking a second consecutive monthly rise. According to RAC, the four major supermarkets have all raised prices by around 4ppl, with Asda, for instance, adding more than 5ppl to the average price at its sites. The result is a narrowing gap be-

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

tween multiples and other retailers. While in December it was 4-4.45ppl to �ill up at a UK supermarket compared to the UK average, the difference is now 3ppl-3.5ppl. “The increase stems from $5 being added to price of a barrel of oil, although this has been cushioned by the pound strengthening against the dollar. Prices are nowhere near the lows in late May when petrol was just under 106p a litre and diesel was 111p,” said RAC fuel spokesman Simon Williams.

FORECOURT FOCUS ADVICE

Back to basics at the forecourt DARYL WORTHINGTON FORECOURTS around the UK are busy pumping investment into their convenience offerings, but there are still opportunities to be had from boosting the more traditional aspects of forecourts. With Covid-19 resulting in the closure of some hand-washing services, and an increasing reluctance from shoppers to visit big stores like Halfords, this is a time for retailers to think outside the box about the car products and services they can offer which are currently harder to access. For the dayto-day commuter, petrol stations

products motorists are looking for in your area – if you’re residential, it might mean the tools to clean their car at home, while if you’re a transient location, it could be an onsite car-cleaning service. Goran Raven is pushing the convenience side at the moment at Raven’s Budgens in Abridge, Essex, but he still remains focused on his additional car services, such as a screenwash dispenser machine, vacuum service and ATM. He is also making preparations to take his carcleaning services to the next stage by introducing a jet wash, a plan which he awaits to hear back about from the local council.

are unavoidable and therefore if these stores have a multitude of services, such as a good car wash, ATM or vacuuming service, then it can reduce the number of outlets a customer has to visit to keep their vehicle well maintained. The fact is, while many forecourts Forecourt Focus has spoken to in the past 12 months have been scaling back the motorist specific products and services they offer over the years, most of them still retain a core offering. With the space available for these products limited, it’s of course vital that they’re delivering genuine value to your business. This means focusing in on exactly what

Car-washing services

Additional car services

Car products

AUTOMATIC car washes have largely remained open through the latest lockdown, but the closure of hand washes presents an opportunity for forecourts. Patrick Sewell, of Sewell On The Go, owns a number of forecourts in the Hull area, and offers a wide range of services including automatic washes, jet washes, air vac, fragrance and car-sanitising stations across the sites. “We already do a lot of car washing and valeting,” says Sewell. “I see this as a real area of growth in the UK marketplace as things might change with petrol and diesel, but, whatever happens, people will still need their car washed really well.” “We made a big investment 12-18 months ago on most of our facilities allowing contactless payment at the machines,” Sewell continues. A move that speeds up service as well as reducing contact between staff and shoppers.

AS WELL as car-wash facilities, forecourt retailers who want to provide a more comprehensive service can also offer oil, water and gas checks, vacuuming services and ATM points. Raven says there is a big margin to be made with his screenwash dispenser as he can make £150 per five litres that he buys. “We buy it as a concentrated mix and mix it with water, and we make sure we buy it nice and cheap from independent suppliers,” says Raven. Sewell, meanwhile, has been rolling out AdBlue facilities. Retailers often sell bottles of AdBlue for customers to use at home, but Sewell has introduced a pump. “This is more environmentally friendly as there is less waste of throwaway containers,” says Sewell. “The next step is to continue to upgrade those facilities, but we are also keen to expand and look at standalone facilities.”

WITH the parts and accessories market in decline, it’s important to focus on what really sells. Paul Delves, owner of Tuffins Welshpool in Shropshire, has a two-metre fixture for oil, petrol cans, de-icer, ice scrapers and carwash accessories, seeing it as his duty to continue offering these essentials. “I think if people want bulbs or wiper-blades they are most likely to go to Halfords. We keep our products at full price as they are usually a distress purchase,” he says. David Wyatt, of Costcutter Crawley Down, has a one-metre bay of car-maintenance products. “We have eight-to-10 items that include screenwash and air fresheners, but we have stopped selling items like polish,” says Wyatt. “Sales are also weather related, with more people buying de-icer. The category has slowed – we used to sell fan belts and bulbs for cars, but can’t sell these on a large scale now.”

FORECOURT FOCUS FEATURE

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Some photos on this page were taken prior to the Covid-19 pandemic

FULLY CHARGED Electric vehicles look more likely to become an important part of the transport mix, so it’s time to think ahead. The FORECOURT FOCUS TEAM reports

GROWING MARKET A LOT can change in 12 months. Last year, the majority of forecourt retailers we spoke to didn’t have taking on electric vehicle chargers in their plans. Reasons varied, but usually involved both a belief that the necessary infrastructure to see widespread EV uptake wasn’t there, alongside con-

cerns over the costs and complications of getting a charger set up in a forecourt. Fast forward to 2021, and the government has set the ambitious goal of ending the production of new petrol and diesel fueled cars by 2030. What’s more, there’s a growing number of incentives for both businesses and

individuals to take on an EV. Combine this with news that Gridserve has opened the UK’s first electric forecourt in Essex, and signs are that the market could be changing. Forecourts need to be thinking about EV chargers, then, as they look towards the long-term future of their businesses.

A NEW KIND OF CUSTOMER ACCOMMODATING EV drivers means adjusting your business to a new kind of customer. While the 20-30 minute charging time for an EV might seem problematic when forecourts are traditionally geared towards serving customers as quickly as possible, it can also present an opportunity. For instance, if your forecourt is heading towards a bigger focus on the shop side, serving EV drivers could help maximise this opportunity – doubling up as a location where they can grab their weekly shop while they wait. Traditional convenience tactics of displaying value with offers and strong PoS could

be a great way of getting the message across that you’re a place to do a big shop and not just grab a chocolate bar. The fact is, these changes will not happen overnight, but thinking now about new shopper priorities and habits can stop you being caught out. Alternatively, if food to go is a big part of your business, adding a seating area, WiFi connection and other amenities could be a great way to up spend while customers wait for their vehicle to charge.

BEING REALISTIC HOW urgent offering EV charging is for your forecourt will depend on location – more specifically, the number of EV drivers in your store’s catchment area. However, with supermarkets and other public places increasingly offering EVcharging services, as the number of EV drivers increas-

es, EV-charging could become more vital for forecourts to stay competitive, and provide an opportunity to show off what you can offer. “What the motorist wants now compared to 10 years ago is very different – a successful petrol station needs to be a big convenience store now,” says Goran Raven, from Ra-

ven’s Budgens in Abridge, Essex. “Electric cars have apps that show drivers the routes where the chargers are and we want to be on these routes. “From what I have seen and heard, I am not going to retire to the Caribbean through introducing this, but it will increase footfall, which is the name of the game, really.”

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David Wyatt, Costcutter Crawley Down, Crawley, West Sussex

supplier list BP Chargemaster salesdesk@bp.com Rolec Services 01205 724754 Chargepoint chargepoint.com/en-gb Sevadis 0330 0587144

“WE HAVE medium-term plans for EV points. Because technology is improving and the charging speed is doubling year on year, it doesn’t seem like the right time to put it in yet, as it’s a massive investment. “Our plan is to wait until they have got charging to an optimum limit, because it is not ideal to have it take 20-30 minutes, which is currently the case. “In the next five years, we will definitely look to put them in. We have had people come to assess where to put them and have decent lease options, but think it will happen once charging is down to optimum level. “We’ve allocated space to the side with an EV charger eventually going in there in mind. It’s something we will do eventually, especially as the government has said it will ban sales of new petrol and diesel cars and vans by 2030.”

CATEGORY ADVICE SUMMER REMEDIES

SNEEZES IN THE SUNSHINE With the country headed for its second uncertain summer in a row, CHARLES WHITTING investigates what retailers can do to bolster sales of summer remedies

IS HAY FEVER SEASON GETTING LONGER?

SUMMER HOLIDAY IN THE UK THIS summer, like last year, holds no guarantees for the UK due to the pandemic. Overseas travel may be impossible – whether through the UK imposing travel bans or other countries doing so. This means the summer holidays may well be spent within this country, potential-

ly within individual regions. With this in mind, having a strong stock of summer remedies – and ensuring your customers know that you do – could stand your store in good stead. Hay fever tablets and sprays, as well as sun cream and after sun, are all likely to be in high demand in a few

months’ time, so it’s worth getting prepared now. “You see an uptake in hay fever medicine in summer,” says Serge Khunkhun, from One Stop Woodcross in Wolverhampton. “And now that people know we have them, we now have regulars who come and buy from us.”

A STUDY in the US found the ‘pollen season’ across the Atlantic now lasts 20 days longer than it did in 1990, with the pollen released by plants also growing in volume. With the study suggesting similar lengthening of pollen seasons elsewhere in the world, it is expected that the

number of cases of asthma and hay fever will also rise this summer. As a result, demand for hay fever tablets and nasal sprays is set to continue to grow this year and next. “Hay fever is a growing health concern in the UK, affecting one in four, yet only 34% of sufferers defend

against the symptoms,” says Laure de Brauer, head of marketing at Perrigo. “We know taking prompt action at the first sign of trouble can make all the difference.” Retailers should therefore expect longer periods where summer remedies are in high demand.

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NOT JUST A SUMMER PROBLEM WHILE hay fever tablets see an increase in demand during the summer, hay fever months, they also counter plenty of other ailments throughout the rest of the year, such as dog or cat allergies, making them an essential line to stock regardless of the weather. “We always have them behind the counter,” says Pri-

yanka Mohanan, from Stop & Shop Express in Macclesfield. “When the season is there it really does sell well, but they sell in the off season as well.” It is rare for people to stock up on summer remedies. More commonly, they will seek out somewhere they know stocks tablets or sprays as soon as they start showing symptoms.

If they need it, they get it. “It will be case of ‘Oh no, my nose is dripping’ or ‘I’m sneezing’. That’s when they come in,” says Serge Khunkhun. “It’s a last-minute thing.” This means that it’s not as important to offer promotions and deals, but it is important to make sure shoppers know that you’re stocking it.

Tablets are still the preferred option; they’re the bestseller

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Bart Dalla-Mura, Tysoe Village Store, Warwickshire “I STOCK three brands – we’re in farming country, so hay fever season hits quite quickly. I also sell and recommend local honey – our locals believe drinking honey from the local area is really good for hay fever. “Who knows what this year might bring. If the lockdown is eased, but people don’t go abroad, then we will expect quite a lot of demand, but I have not stocked up, as my usual supplier – Costcutter – can deliver in 24 hours.”

the stat

1 in 4 people are affected by hay fever

WHAT TO STOCK IN GENERAL, the most-common brands for retailers to stock are Piriteze alongside Galpharm, with potential to add Benedryl, Hall’s and Fisherman’s Friend to the range. “As we approach a change in season, consumers are looking for ways to stay ahead of the game when it comes to their health,” says Susan Nash, trade communications manager at Mondelez Inter-

national. “Halls Proactive are sugar-free sweets with added Vitamin C to support your immune system, before the onset of coughs and colds. “Available in two citrus flavours – Orange and Pink Grapefruit – Halls Proactive come in a resealable bag.” Tastes among customers will change according to budget, tolerance and personal preference. Aman Uppal,

from One Stop Mount Nod in Coventry, offers Piriteze, Pirinase, Benedryl and Galpharm own brand. “My own brand sells well, but it’s based on personal preferences,” he says. Serge Khunkhun stocks Piriteze tablets and Pirinaze nasal spray, and has found “the tablets are still the preferred option; they’re definitely the bestseller”.

WHERE TO STOCK THEM THERE are advantages to stocking your summer remedies on the shop floor or behind the counter, and much will depend on the size and layout of your store. For security reasons, it may be preferable to stock things behind the till, but it is important to make sure that customers know you are selling them if you go down this route. Priyanka Mohanan stocks Piriteze and Galpharm behind the counter, but has a sign directing customers to it. “People usually look for medicines next to the toiletries, so I’ve put a big sign there saying medicines are behind the counter so people can come straight to us now,” she says. “And our regular

customers already know to ask as well.” Serge Khunkhun, on the other hand, has chosen to put his summer remedies on display out on the shop floor, giving customers the ability to read the labels and decide exactly what they want before purchasing rather than engaging in any back and forth at the counter. “Since we joined One Stop, we’ve got a healthcare stand,” he says. “It used to be that people came in and asked for something then you’d have to pick it out from behind the counter. Now we can point them to the healthcare stand on the floor. That’s worked a treat for us ever since we put it in.”

CATEGORY ADVICE BIG NIGHT IN

Some photos on this feature were taken prior to the Covid-19 pandemic

CAPITALISING ON THE ‘NEW NORMAL’ The growth of the big night in has been huge and has affected several categories. TAMARA BIRCH finds out where the opportunities lie

HAVE A NIGHT IN IT’S SAFE to say that the popularity of the big night in is due to a global pandemic and three national lockdowns, preventing shoppers from going anywhere other than on their daily exercises and to buy essentials. With some restrictions set to continue further into 2021, reviewing your range and building impactful displays are key to setting yourself apart and capitalising on the big-night-in opportunity. According to Scott Snell, customer vice president at Pladis UK & Ireland, it’s vital for retailers to stock up on the

bestselling products across snacks and drinks categories and cross-merchandise to best take advantage of the big night in. He says: “A well-merchandised big-night-in display with paired products and crosscategory promotions will encourage incremental purchases and help to drive profits. The appearance of a display is often underestimated in terms of the influence is has on shopper purchasing decisions.” Hannah Goodwin, seasonal manager at Nisa, echoes this and says: “Retailers should

ensure they’re catering to every aspect of a big night in in one place by grouping categories, such as soft drinks, confectionery and savoury snacks, together.” But with so many retailers across the country focusing on the big night in, how can you set your store apart? Goodwin recommends using social media to shout about your offering and any great promotions that may drive footfall. However, Spar UK’s research and insights manager, David Bird, says to take advantage of any promotions. “Spar

runs a ‘Your night in’ campaign, which includes weekly deals supported by PoS, an online digital campaign, consumer competitions and across Spar’s in-store radio,” he says. The future of the big night in remains uncertain, but suppliers and symbol groups expect it to remain. “Even as restrictions are lifted, there will still be an element of concern. “People will be reluctant to undertake multi-venue nights out and so will use the home as a location for a night out instead,” Bird says.

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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

STOCK UP NOW TO MEET DEMAND

CATEGORY ADVICE BIG NIGHT IN

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PREMIUM COCKTAILS AT HOME WITH the continued closure of the on-trade, shoppers are buying alcohol from their local shop to enjoy virtually with friends or last-minute to go with a meal. In fact, according to Hannah Dawson, head of category development – offtrade at Diageo, 44% of shoppers plan to purchase from the beers, wines and spirits category as part of their visit. “Premium drinks are in growth, up by 27.4% in value, as consumers look to create quality experiences at home,” Dawson says. “With this in mind, retailers should stock premium spirits, such as Tanqueray London Dry Gin, and consider cross-merchandising

with a selection of premium snacks as another way to drive sales.” If you haven’t already, dedicate an area for beer or spirits with crisps and snacks, like nuts, to make it easier for shoppers to shop. Kevin Fawell, off-trade sales director at Molson Coors Beverage, says nearly half (46%) of shoppers are more inclined to trade up when dining at home. “There’s a growing market for premium world lagers, too, which is worth more than £1.2bn in the off-trade,” he says. Fawell suggests introducing a range of continentalstyle pilsners, which provide a crisper flavour than traditional lager, and stocking brands like

Staropramen to offer shoppers the chance to experiment and explore new tastes. Cocktail-making continues to thrive as shoppers look to recreate bar experiences at home and, according to Becky Davies, head of commercial at Ten Locks, premium spirits inspire shoppers to try new things. She recommends focusing on stocking simple drinks ingredients. “Simple serves that can be easily prepared, poured, mixed and presented at home are a ‘go to’ for consumers, so retailers should ensure they stock the essential ingredients for bignight-in drinks.” Giles Mountford, category

and brand manager at MastJaegermeister UK, echoes this and says ice-cold shots offer a similar opportunity. “As more and more are celebrating birthdays and milestones in lockdown, spirits and an ice-cold shot is something consumers are investing in,” he says. Mountford suggests stocking spirits and any ‘nights in’ meal deals or promotions together to increase sales. With shoppers wanting to try new things, offering a variety of flavours is key. Halewood Artisanal Spirits’ marketing director, James Stocker, says: “Flavoured varieties of ontrend spirits, such as Whitley Neill Gin and Dead Man’s Fin-

gers Spiced Rum, with their wide range of flavours are perfect for tapping into the big night in.” Wine is a convenience store staple, but can be quite a difficult category to navigate. Norbert Jozsa, Europe’s head of category and insight at Accolade Wines, says customers spend an average of four minutes in convenience stores, so wine displays have to be easy to shop. “Products should be tiered by price from the bottom up, with entry level on the bottom and then those priced £6£9.99 at eye level. “Space should be made in the chiller for key whites and rosé wines,” Jozsa says.

THE RISE OF LARGER FORMATS SUPPLIER

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Jo Sinisgalli, senior brand manager for gifting, Mars Wrigley “CREATING a clear display that communicates the bignight-in occasion draws shoppers to the fixture and cross-category promotions will certainly encourage incremental purchases. Positioning products alongside salty snacks, soft drinks and other complementary items will also raise awareness. “Remember to focus the display on products that are ideal for sharing, such as Starburst ‘Tear and Share’ pouches, which are individually wrapped and offer a variety of flavours. To drive impulse sales through maximised availability, core lines should always be updated and constantly well-stocked, as well as showcasing new products.”

LARGER formats are growing in value by 8%, while multipacks are growing by 9%, highlighting the opportunity for retailers to meet customer demand, create long-term loyalty and drive sales by stocking larger formats. Retailers have reported sales increases across the board, especially in larger formats, so it’s not surprising to see that larger formats and multipacks are growing. Matt Gouldsmith, wholesale channel director at Suntory Beverage & Food GB&I (SBF), says: “It’s increasingly important retailers have a larger-format offering in store for this demand, especially when it comes to encouraging big-night-in sales.” Coca-Cola European Partners (CCEP) senior external communications manager Amy Burgess

says they expect larger formats to stay in high demand and recommends introducing a ‘night in’ meal deal. “A recent survey shows 86% of people would like a drink included with their supermarket meal deal and, as convenience stores make a play for bigger shops, they should apply these insights to the way they merchandise products,” Burgess says. Although shoppers will be looking for a treat if it’s a night in or celebrating with loved ones online, don’t underestimate low- and no-sugar soft drinks. Low-calorie soft drinks have increased in value by 9.4%, and Phil Sanders, outof-home commercial director at Britvic, says: “Retailers need to ensure they’re offering consumers a choice, so stock a variety of low- and no-sugar products,

as well regular products, such as Pepsi and 7Up, to category for those looking for an energy boost or treat.” Dairy drinks are rising in popularity, with many people looking for new flavours. In fact, flavoured milk is currently worth £260m. Noticing the opportunity, retailers across the UK have invested in F’real ma-

chines. Isla Owen, F’real’s senior marketing manager, says 55% of consumers visit their local convenience store just for a F’real milkshake, with a repeat rate of more than 75%. Why not drive big-night-in sales by having a promotional display near the machine offering confectionery, crisps and snacks to help boost impulse purchases?

CATEGORY ADVICE BIG NIGHT IN

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REMEMBER THE EVENING MEAL BEFORE Covid-19, 60% of meals were home-cooked in the UK. This has now increased to 71%, according to Jose Alves, senior brands manager at Old El Paso, and it’s estimated 500 million more meals will be consumed indoors every week in 2021, with evening meals expected to rise by 23%. Value is now a key shopper mission and frozen is becoming more popular as shoppers buy for the week. Gaurave Sood, of Neelam Convenience & Post Office in Uxbridge, Greater London, introduced a £5 frozen meal deal. “Products

like chicken dippers and chips are included, but I’d say don’t be scared to do anything bigger than that. Add prosecco and do a £15 deal,” he says. Amish Shingadia, of Londis Caterways in Horsham, West Sussex, offers an alcohol, meal and dessert at different prices. “The £5 deal offers four things, such as chips, fish fingers and peas, whereas the £10 deal includes wine, pizza and a dessert,” he says. “But people want to mix things up and don’t always go for the combination.” According to McCain’s cat-

egory controller Naomi Tinkler, ‘fakeaways’ and themed weekend nights continue to be part of nights in. “These themed nights aim to create a sense of normality and fun within the home.” Research ways to make healthier versions of popular takeaway classics and group the relevant ingredients together to inspire shoppers to

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give them a try at home. Similarly, with Easter likely to be different again this year, think of it as a themed night in and run a combined promotion to drive seasonal promotions. Alternatively, many will want to keep it traditional this year with a Sunday roast, so stock ingredients for this, such as Colman’s Mustard, to cater for these missions.

Susan Nash, trade communications manager, Mondelez International “WITH consumers continuing to spend more nights in at home, shoppers are looking for the perfect treats to share with others in their households. In particular, consumers are looking for products from trusted brands, such as Cadbury and Maynards Bassetts, in a range of formats. “To help grow big-night-in sales, it’s also important for retailers to carry sharing bags of sugar confectionery. Maynards Bassetts is tapping into the consumer trend towards authentic ingredients with the launch of new Fruit Smoothie Jellies. Sugar confectionery is another important part of a big night in and offers a treat to share with the family.”

CONFECTIONERY IS KEY ANY big-night-in display isn’t complete without confectionery. In fact, according to Susan Nash, trade communications manager at Mondelez International, chocolate is the numberone choice for nights in with friends and loved ones, followed by sugar confectionery, biscuits and crisps. Nash says: “There are plenty of opportunities for crosscategory selling to create a premium night-in offer with chocolate at the centre. What’s more, 52% of all confectionery occasions take place with other people present, so having a range of sharing formats is the

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Hannah Goodwin, seasonal manager, Nisa “WHEN shopping for a big night in, shoppers will be seeking out foods that can be prepared quickly and easily, and shared with their household. “Retailers should aim to cater for the whole event, including a main, sharing snacks, dessert and drinks, with categories of focus to include chilled pizza, confectionery, chocolate blocks or share bags, crisps and dip, popcorn, ice cream, beers, ciders and wines, and soft drinks – everything shoppers could need to have a night in. “Shoppers are also looking to treat themselves in the current times and are likely to be looking for something a bit different, particularly while restaurants remain closed. Premium lines, such as the Co-op Irresistible range, offer quality products that customers can trust and the opportunity to try different flavours while we’re unable to enjoy meals out of the home.”

key to making the most of the nights-in opportunity.” Sharing bags and multipacks play several roles, whether it’s shoppers looking to save money and have their treats last longer or to share with others. Make sure your sharing bag range also meets growing trends, such as the demand for richer flavours like dark chocolate. For example, Mondelez moved Cadbury Bournville into a sharing bag format, with the launch of Bourneville Giant Buttons. It’s important not to forget about sugar confectionery, with the market worth

£1.2bn, according to Nash. Mondelez has just launched Maynards Bassetts Fruit Smoothie Jellies, while Mars Wrigley UK recommends stocking Skittles Giants, launched last year in 45g to 170g formats. What’s more, Mars Wrigley claims M&M’s are commonly associated with the big night in, helping the brand to grow by 6.6%.

The key to capitalising on the big night in is availability, according to Jo Sinisgalli, senior brand manager for gifting at Mars Wrigley, especially on impulse lines, like gum. “With 38% of events now happening at home, and almost half of gum purchases unplanned, it’s crucial for retailers to make gum available and visible for every shopper, every trip.”

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Top ideas Get ready for the Easter night in with a roast dinner Easter Sunday is on 4 April, and whether lockdown restrictions have lifted or not, many will be celebrating with a roast dinner. Use the following recipe to create cards that can be handed out to customers and drive sales. Easter Roast Ingredients (serves six) - One 1/2kg (3.5lbs) rib of beef - One tsp each of flour and Colman’s English mustard powder - One Knorr beef gravy pot - One tbsp olive oil, plus a little more - Six parsnips peeled and halved - Six carrots peeled and cut into large chunks - Four shallots peeled and halved - Fresh herbs, for example sage and thyme - Colman’s English mustard Method - Preheat the oven to 200°, or 190° if fan-assisted. - Dust the beef with the flour and Colman’s English Mustard powder. - Heat a thick-based frying pan on the hob and add the beef, fat-side down. - Once the fat has rendered and turned golden brown, turn the beef to sear all sides. - Remove the beef from the pan and place in a roasting tin with the vegetables. Drizzle the fat from the frying pan over the joint and vegetables, and place the roasting tin on the hob for a few minutes to heat the pan. - Transfer to the oven and cook for 15 minutes, then reduce to 190° (170° if fan-assisted) for 15 minutes per pound for rare beef. Baste with the meat juices during cooking. - Remove the joint and vegetables from the roasting tin and place on a board or large plate to rest. - Spoon off most of the fat from the roasting tin. Then add one gravy pot to 280ml warm water. Stir continuously with a whisk and bring to the boil. - Boil for one minute until thickened and serve with the beef, roast potatoes, seasonal vegetables and Yorkshire puddings. - To top off the meal, add a dollop of Colman’s English Mustard.

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Meten Lakhani, St Mary’s Supermarket (Premier), Southampton “IT’S not just about the big night in, but the big day in, too. We used to see an influx of customers buying for nights in from 9.30pm, but now they come in throughout the day. Sharing bags are massive for us and selling fast. In fact, Covid-19 has sped up the end of small packs, which might have gradually happened over a few years, but it’s happening now. “We have a dedicated area for crisps, snacks and sharing bags, and have merchandised wine as a bignight-in offer. Our chillers are close by, so our pizzas are in view on the display, too. “The big night in will continue for a while, but people are fed up and want to go out and socialise. After lockdown, things will decline but pick up again once the novelty has worn off. For retailers, now is the best time to invest in the nights-in opportunity.”

CATEGORY ADVICE BIG NIGHT IN

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THE SNACKING OPPORTUNITY WITH the pressure of following restrictions, extended work hours and stress at an all-time high, shoppers are likely to be looking for comfort foods. They also want to do this on a budget, so it’s important to ensure your crisps and snacks range reflects this. In fact, 51% of crisps, snacks and nuts eaters see them as a

cost-effective way to boost their mood and celebrate small achievements, according to Matt Collins, trading director at KP Snacks. “Family distractions are becoming ever more important, whether it be for a movie night, drinks evening or a boardgame party, independent stores help families by stocking everyday treats to

add fun into these occasions,” he says. In fact, 48% say snacks are a must-have. Lines such as Butterkist popcorn are ideal for movie nights, so make sure they’re in high-footfall areas to capture shoppers’ attention. Bay Bashir, of Belle Vue Convenience (Go Local) in Middlesbrough, has his display at the

front of the store and stocks up throughout the week. “By Thursday, everything will be on our display and be as full as we want it to be. “We’ll put a post on social media as well, ready for Friday sales,” he says. Among the snacking segment, perfectly paired with the big night in and not to be ig-

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Bay Bashir, Belle Vue Convenience (Go Local), Middlebrough

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from only 8% of products in convenience stores.” Focusing on bestsellers and building a strong core range, made up of premium lines, such as McVitie’s Fully Coated collection, and value or pricemarked packs can help you to become a one-stop shop for nights in.

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nored are biscuits. The biscuit category is currently worth £2.7bn in retail, with a 23% share in total snacking. Pladis’ Scott Snell says: “Biscuits is a key category to look to in order to drive bignight-in sales, but it’s important for retailers to remember that 80% of biscuit sales come

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“WE’VE offered big-night-in products since long before the pandemic, but it’s bigger now. People can’t go out, so we’ve moved related products together and people then buy lines because the display looks better and helps them shop the fixture. We have chocolate, wine and crisps together. We’ll stock a premium and value option on the display to offer a choice. You’ve got to have something for everyone.”

Gaurave Sood, Neelam Convenience & Post Office, Uxbridge, Greater London

Working with Nisa enables us to compete at a higher level.

“WE have a few nights-in promotions that include meal deals, and we merchandise all the products together, even if they’re ambient products. It’s important shoppers see that the products come together, otherwise they’ll give up, pay full price and not return. If this isn’t an option, retailers should use clear signage and the same labels to highlight promotions. The big night in is here until coronavirus has gone and is here for the short term, so this is the time for retailers to make the most of it.”

Dan Brown, Pinkie Farm, Musselburgh Scottish Local Retailer of the Year – SLR Rewards 2020

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Amish Shingadia, Londis Caterways, Horsham, West Sussex “WE have a lot of demand at the weekend and sales are up across the board. We focus on offering a chilled option for couples, while our frozen range is targeted towards families. Shoppers are buying more confectionery and alcohol, and making the most of being at home. We use PoS for the big night in and merchandise related products in a designated area. This changes every week, but shoppers know it’s there and it’s easier for them to shop.”

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‘I ALWAYS SAY I’M JUST A PHONE CALL AWAY AND I CAN DELIVER WHATEVER YOU LIKE’ THE RETAIL EXPRESS TEAM finds out how retailers have been strengthening ties with their local communities during lockdown

THE PROBLEM Covid-19 has put a wide range of strains on people, from ways in which they make an income to home schooling for the first time, so we find out how retailers’ support can help their locals.

Dipesh Patel, Linksway Newsagents, Beckenham, Bromley

“THE pricing in the cash and carry is really competitive at the moment. Whatever promotion we can get, we can pass it on. We try not to make a mark-up. My intention is to prove our loyalty to our community. If you don’t increase prices and the footfall is still there, then they will take you into consideration for the future. “I didn’t put the prices up on toilet roll in the �irst lockdown. That would have been short-term thinking – robbing the customers because they can’t get it anywhere else. This is the time when people need you more, so I’d rather not take advantage of them and this works both ways. “I’ve been doing home deliveries and newspaper rounds to vulnerable and elderly people for 11 years. During the pandemic it was a blessing and everyone wanted it. I always say I’m just a phone call away and I can deliver whatever you like.”

Arjan Singh Rhoud, Morley Convenience Store, Leeds

“THROUGHOUT the �irst lockdown we did free deliveries and it makes up about 40% of our business now. We offered deliveries to care homes and assisted living homes so the elderly and vulnerable got daily deliveries. “We’ve also been working with a local men’s mental health group – we’ve donated food and raised money for them. We helped out with free school meals, donating quite a bit of food, and helped with packaging and delivery. “We’re really active on Facebook, and regularly post on local community pages. The community relies on us a bit because we’re surrounded by a massive housing estate and new-build areas, so we’ve got a mixed bag of customers. The elderly don’t use Facebook, so we take phone orders off them. That is timeconsuming, but it’s a personal touch. We have a list of regulars who order, and we ring them up and see if they need anything.”

Dennis Williams, Premier Broadway Convenience, Edinburgh

“SINCE Covid-19, local stores have been the hub of the community because we’ve been open through the whole pandemic. We work with the Scottish government on a healthy eating program through the Scottish Grocers Federation in schools. It’s letting kids taste foods they might not have had before, and that’s really important. It’s also important to work with schools because they’re our next generation of customers. “We’ve got about 2,500 followers on Facebook, and we’re on TikTok now as well. Social media is something that a lot of the convenience sector has not used yet, and it’s free. One of the challenges we’ve got is to get as many people on it as possible. “The more work you do in the community, the less trouble and shoplifting you have, but it doesn’t happen overnight. We very rarely have trouble in the store because people respect us because of the work we do in the community.”

Facing a challenge? We’ve teamed up with the betterRetailing.com Support Hub and the IAA to provide a helpline for the answers you need. Call 020 7689 0500, email iaa@newtrade.co.uk or visit betterRetailing.com/coronavirus