Retail Express - 25 January 2022 by BetterRetailing

RETAIL CRIME: ‘THE YEAR OF CHANGE’ •

• 25 JANUARY-7 FEBRUARY 2022 STRICTLY FOR TRADE USERS ONLY

Retailers set to benefit from new law protecting them from abuse, predicted in ‘matter of months’ Police boss’ crime-fighting battle plan secures national support from forces across the country P3

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HORIZON SHORTFALL

JOB SECURITY

VALENTINE’S DAY

Post Office unable to contact 127 subpostmasters owed compensation

ACS hails retailing as ‘long-term, secure’ career path following difficult two years

How retailers can step up their offering to grow profits and encourage local links

BACK PAGE

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SPRING CONFECTIONERY

The latest lines and advice for a successful season, free of restrictions P18 18

2022 25 JANUARY-7 FEBRUARY g.com betterRetailin

ICE CATEGORY ADV ERY SPRING CONFECTION

SWEETER OPPORTUNITIES IN THE SPRING

25 JANUARY-7 FEBRUARY 2022 STRICTLY FOR TRADE USERS ONLY

for post-Christmas to cater Confectionery is crucial key seasonal events sales, with three explores what to stock and to. TAMARA BIRCH out for which trends to watch

DING IN WHAT’S TRENFECT IONERY? SPRING CON

and freeVegan, vegetarian given for than larger retailers, com- from products are valuable the for the three key within sales, especially as time loved ones next their position of supply- higher is expected “SPRING is an importantretail- seasonal events in the munities, a mix UK vegan market 2023. months: Valentine’s chain problems, heightened of year for independent to soar to £1.1bn by marketopportuni- three Easter. ers, with various Mother’s Day and consciousness and Jas Ghag, trade merchandis- Day, is ex- health shopties to showcase Shopping locally the increase of online executive at Perfetti in-store thrive in all spring ping has provided uncert- ing Melle (PVM), says: ing ideas and drive occa- pected to acfast action Van spesales, from the smaller Day confectionery missions, ainty that requires “Consumers with sions such as Valentine’smore cording to Russell Tanner, to navigate.” requiredietary c to the trending? cifi and category manand Mother’s Day what’s often seek But such as marketing director at Valeo with loved ments treats and significant events Spending time familiar Boorer, cus- agement and it is a way Easter,” says Levi will be priority number are delighted to find t director at Snackfoods, to stand ones This tomer developmen for independents one for a lot of customers. eat- trusted brands such multiples. But healthy Ferrero UK. means that while years, out against as Fruittella playing For the past two been he recommends retailers ing may not be a major factor vegan space have events, in the to factor in any spring celebrations or order early for chocolate-focused its popular gelcatering for with now limited due to lockdowns it’s availability issues. in- such as Easter, dietary re- atine-free range, restrictions. However, fewer Tanner says: “While family members’ worth £1.52m.” be have weathered be. will predicted there will dependents quirements meanbetter restrictions this spring, their the storm somewhat with ing shoppers can be

key date

17 April – Easter 2022

RETAIL CRIME: ‘THE YEAR OF CHANGE’

Sussex PCC Katy Bourne meeting Bright News owner Vinod Mashru following a crime incident

• Retailers set to benefit from new law protecting them from abuse, predicted in ‘matter of months’ • Police boss’ crime-fighting battle plan secures national support from forces across the country P3

HORIZON SHORTFALL

JOB SECURITY

VALENTINE’S DAY

Post Office unable to contact 127 subpostmasters owed compensation

ACS hails retailing as ‘long-term, secure’ career path following difficult two years

How retailers can step up their offering to grow profits and encourage local links

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our say

Megan Humphrey, editor

Don’t tar every police force with the same brush I APPRECIATE it’s a big claim to say the challenges with retail crime will improve this year when incidents are still rife, but I’m cautiously optimistic. I’ve worked closely with independent retailers for nearly four years and, during that time, monumental goals have been achieved. Some key highlights involve the government unlocking nearly £24m for its Safer Streets Fund to help stores better equip themselves against crime. In addition, a new law was implemented in Scotland to protect shopworkers who are victims of assault, with the same expected in England and Wales in just a few months. Sussex police and crime commissioner Katy Bourne has been instrumental in making a lot of this happen. After setting up her own business crime A LOT MORE partnership, she took a huge gamble to shine a long-awaited CAN BE DONE light on the harrowing reality of TO REDUCE what store owners were experiencing on a daily basis. THE THREAT TO She’s created a dedicated RETAILERS business crime team to reinstall confidence in retailers that their reports would be dealt with better by the police. By doing so, the crime rate in the area dramatically increased, but this was needed to show the severity of the problem on a national scale, and give the fight more weight. We are never going to fully eradicate crime, but there is a lot that can be done, and is being done, to reduce the current threat to retailers. Katy is doing her best, so show your support by working with the police on this issue together.

The five biggest stories this fortnight 01

Post Office caught up in compensation shortfall

die before they are eligible to had been contacted. In response, a PO spokesreceive compensation. In order to have their con- person told Retail Express: THE Post Of�ice (PO) has been unable to contact 127 victions overturned, the 736 “We want to encourage there of the 736 subpostmasters subpostmasters must apply to is full, fair and �inal compensation for miscarriages of justice potentially wrongfully con- the Court of Appeal. Read added that despite as soon as possible. Ahead of victed of criminal offences in “strenuous efforts”, PO was �inal compensation, PO is ofits Horizon trial. Speaking in Parliament last “struggling to even contact” fering interim payments of up week, PO chief executive Nick 127 of these, while it had re- to £100,000 to eligible people Read revealed there was a ceived no response from a fur- whose convictions are over“genuine concern” some may ther 216 subpostmasters who turned where the reliability SUHARA PAVITHRI JAYASENA

Post Office chief executive Nick Read

FOR MORE ON CRIME, SEE PAGE THREE @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 3357

Editor – news Jack Courtez @JackCourtez 020 7689 3371

Features writer Jasper Hart 020 7689 3384 @JasperAHHart

News reporter Suhara Pavithri Jayasena @suharajourno

Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355

Senior news reporter Alex Yau @AlexYau_ 020 7689 3358

Features editor Charles Whitting @CharlieWhittin1 020 7689 3350

Designer Jody Cooke tim.murray@newtrade.co.uk 020 7689 3380 Magazines reporter Tim Murray Production editor Ryan Cooper 020 7689 3354

Production coordinator Chris Gardner 020 7689 3368

Sub editor Jim Findlay 020 7689 3373

Head of marketing Kate Daw 020 7689 3363

Sub editor Robin Jarossi

Senior account director Charlotte Jesson 020 7689 3389

Head of design Anne-Claire Pickard 020 7689 3391

Account director Natalie Reeve 020 7689 3372

Subscribe online at newtrade.co.uk/our-products/ print/retail-express. 1 year subscription: UK £65; overseas (EU) £75; overseas (non-EU) £85 Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler. Published by: Newtrade Media Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600

of computer accounting software Horizon was essential to the prosecution. “We encourage anyone who believes they are affected to get in touch at disclosure@ postof�ice.co.uk.” At the end of last year, the government con�irmed it would step up to foot the bill for the compensation owed, after PO said it was unable to.

Restrictions dropped

COVID-19 restrictions in England will be eased on 27 January, removing workingfrom-home guidance and requirements to wear face masks in shops. The easing of the restrictions was announced by prime minister Boris Johnson on 19

Jack’s replacement

January as part of plans to “let TESCO has con�irmed the majority of Booker’s existthe UK live with the virus”. Although those testing ing own-label range is to be positive for Covid-19 must replaced by Jack’s products. The supermarket’s chief still self-isolate, Johnson added this will “soon not be executive, Ken Murphy, said: required”, potentially easing “The plan is to roll it out more staff absences that are hinder- extensively for Booker retailers who want it, where it’s ing convenience stores.

appropriate and where the previous brands have lost their relevance.” However, Murphy stressed not every product across the Happy Shopper, Euro Shopper, Farm Fresh and Discover the Choice brands will be replaced by Jack’s.

Editor in chief Louise Banham @LouiseBanham For the full story, go to betterRetailing.com and search ‘Jack’s’

Business delivery manager Ifzal Afzal 020 7689 3382 Account Manager Marie Dickens 020 7689 3366 Management accountant Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3388

42,281

Single-use plastics

AROUND 60% of NFRN Northern Ireland retailers would support a voluntary ban on single-use plastics, according to a survey carried out by the group in December. The survey formed part of the NFRN’s response to The Department of Agriculture,

Environment and Rural Affairs’ consultation on tackling single-use plastics. It also found 40% of members had the ability to switch to single-use plastic cups, but the majority would prefer the changes phased in within 12 months.

Cyberattack risk

CRIMINALS claiming responsibility for a cyberattack on 300 Spar stores have put affected sites at risk of breaching data protection laws. Vice Society con�irmed it was behind the attack in December, which shut down shops supplied by James Hall

& Co. Reports claimed the criminals had leaked stolen data from the attack on its website. Security expert Jason Finch warned this could put affected stores at risk of breaching data laws designed to protect customers.

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

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

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

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

@retailexpress facebook.com/betterRetailing

25 JANUARY-7 FEBRUARY 2022 betterRetailing.com

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

New crime law expected in a ‘matter of months’ MEGAN HUMPHREY TOUGHER sentencing for offenders found guilty of assaulting shop staff could come into force in just a few months, depending on the success of parliamentary debates. At the end of last year, policing minister Kit Malthouse backed a change to an amendment in the Police, Crime, Sentencing and Courts Bill to make it an offence to assault anyone providing a public duty, including independent retailers. The move marked a twoyear-long battle by retailers and trade bodies for assaults to be taken more seriously. An industry source told Retail Express last week: “I imagine the bill could become law in the next couple of months, but it depends how quickly amendments are agreed upon.” As it stands, the bill is currently going back and forth between the House of Commons and Lords. “It’s a bit like a Christmas tree, in the sense that lots of amendments have been hung on it,” added the source. “This period of time is where a lot of points are discussed that don’t directly relate to the retail side of things.” The legislation covers major proposed changes on crime and justice in England and Wales, with the most controversial part looking to give the police new pow-

ers to stop protests if they are deemed to be too noisy and disruptive. Despite potentially delaying the rollout, the source said: “I don’t anticipate there will be any problems to the amendments relating to protecting shopworkers as they have been put forward by government and don’t need any more backing.” In Scotland, The Protection of Workers Act 2021 has been law since last August, and in the �irst three months of coming into force, almost 300 cases of abuse against shop staff were reported to the police. The �igures, shared by the Scottish Grocers’ Federation (SGF), were generated by the Scottish Business Resilience Centre between 24 August and 30 November. Overall, 285 incidents of threats and abuse were reported, all of which are being investigated. SGF’s head of policy, John Lee, said the data shows how the law “is much needed and that store owners and their staff are unafraid to use it”. He added: “What’s more, it’s reassuring to see how seriously Police Scotland is treating the complaints made, with every incident reported either having been investigated or under active investigation. This gives retailers con�idence that these crimes are being taken seriously.” Elsewhere, Sussex police and crime commissioner

GOOD WEEK PAYPOINT: PayPoint stores are offering click & collect services for lateral flow tests in partnership with medical firm Randox. The £18.95 tests are available at 5,000 locations, with plans to more than double the coverage. For the full story, go to betterRetailing.com and search ‘PayPoint’ MILK: A growing opportunity in flavoured-milk vending machines has been spotted by a retailer in Scotland. Wilson Rea, of KeyStore More Lanark, introduced the machine in November and said he was selling 100l a day at £1.20 per litre. For the full story, go to betterRetailing.com and search ‘milk’

BAD WEEK

Katy Bourne visiting a local pharmacy to discuss the growing crime threat affecting businesses in Sussex (PCC) and chair of the Association of Police and Crime Commissioners (APCC) Katy Bourne chaired the �irst meeting of her retail and business crime portfolio last month. “This was attended by every PCC in the country, and this type of attendance is unheard of,” she said. “Everyone was tasked with setting up their own business crime partnership, speci�ic to their patch. “This is a great opportunity for PCCs to speak to local businesses in their area, assess budgets and �igure out how they could re-

source �ighting crime.” So far, Bourne’s ‘One Touch Reporting’ pilot scheme, launched in Sussex last year in conjunction with 22 Co-op stores to help make the process of reporting crime easier, has helped log more than 600 incidents. When asked about her plans to roll this out to more stores, Bourne told Retail Express: “We’ve got stores banging down our doors asking us when they are going to get it. It took a lot of resources to get this up and running, especially as we created a new team

dedicated to dealing with business crime. “We have to be careful because we don’t want to over stretch resources and diminish con�idence when we have spent so long building it back up. We are assessing budgets right now – there’s a lot of work going on behind the scenes.” Bourne added: “In the meantime, we are also looking at out-of-court disposal programmes, which will allow us to work with wellknown offenders, especially those with drug or alcohol issues, to see how we can deter them from crime.”

ALLERGENS: Bravura Foods has been accused of ripping off a partnered supplier, creating lines that could allegedly confuse allergy sufferers. Freedom Confectionery is understood to be threatening Bravura with legal action after alleging it copied its Freedom Mallows brand. For the full story, go to betterRetailing.com and search ‘Bravura’ SAVEWELL: Buying group Savewell has ceased trading after alleging that “internal fraud had resulted in significant funds” being misappropriated from its own accounts. The company, which was owned by the NFRN, said its investigations into the matter are ongoing and it had been reported to Durham police. The NFRN advised affected customers to “take immediate steps to secure ongoing supply”. For the full story, go to betterRetailing.com and search ‘Savewell’

NEWS

25 JANUARY-7 FEBRUARY 2022 betterRetailing.com

Retailing remains a ‘secure’ career SUHARA PAVITHRI JAYASENA

RETAILING has been hailed as a “long-term, secure” career path as store owners continue to prove their resilience, following another difficult year battling the pandemic. The ACS’s Welsh Local Shop Report event, which took place virtually on 12 January, revealed 61% of Wales’ local shop colleagues plan to keep work-

ing in the convenience sector in the future, with around one in three looking for a senior role. ACS chief executive James Lowman said: “Despite challenges in the employment market, we’re pleased to say that less than one in five (18%) people working in local shops have been there for less than a year. This is a long-term, secure career path.” The report found 20% of people working in local shops

have been in the business for more than 10 years. The convenience sector also remains an important place for age diversity, with more than one in five (21%) aged between 16-24 years old, and around one in six (14%) aged over 60 years old. Lowman praised shopworkers, adding: “Our colleagues working in Welsh local shops should be celebrated for going above and beyond, supporting customers throughout the

pandemic, adapting to new and changing regulations, and organising community activities to help local charities.” Aside from generating more than £2.7bn in total sales and investing £35m in their businesses over the past year, Welsh stores continued offering vital in-store services to customers, including mobile top-up (82% of retailers), lottery (80%), bill payments (77%) and cash back (70%).

THEY WORK HARD

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

Home delivery rivalry SAINSBURY’S is offering strong competition to independent retailers on home delivery as its share of the market continues to grow. In the multiple’s third quarter trading statement for the 16 weeks to 8 January, released earlier this month, the supermarket said: “Our on-

demand grocery offer continues to grow, operating from around 580 stores through Chop Chop, Deliveroo and Uber Eats.” The firm added that online grocery sales grew by 92%, compared to two years ago, with weekly online orders rising to 700,000 per week.

Time for a proper break

. 7 5 £ 9 RRP

NATIONAL NISA ROLLOUT FOR JISP

Our lowest price

* ** *

NISA is to make Jisp’s Scan & Save technology available to all partnered stores, following a successful trial. The free technology enables customers to use their phones to scan barcodes in aisles to receive unique offers. Retailers are paid a commission for every scan and offer redemption. Jisp said the national rollout in Nisa stores would begin on 26 January, just four months after a trial in 12 sites, which

was extended to around 30 stores by Christmas last year. For the full story, go to betterRetailing.com and search ‘Jisp’

Snappy store rise

you've

EARNED IT

THE number of stores using Snappy Shopper’s home delivery service increased by 88% over the past year, according to its latest financial results. Chief executive officer and co-founder Mike Callachan said: “We have come a long way since we started to develop our technology and we are proud to support local retail*Based on ITUK RRPs as at October 2021. RRP: For the avoidance of doubt, retailers are free at all times to determine the selling price of their products. **Based on ITUK estimates as at October 2021.

ers, enabling them to compete in the expanding home delivery market.” However, despite upscaling, the firm reported a loss of £1.6m during the first year of the pandemic. For the full story, go to betterRetailing.com and search ‘Snappy Shopper’

ON SALE 2 FEBRUA RY

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COMING UP IN THE FEBRUARY ISSUE OF VAPE RETAILER • Are 40% of your vape sales at risk? Why home delivery is increasingly important, and how you can the make most of it

• Must-stock vaping brands in 2022 From the major players to emerging suppliers, our guide will help you get your range right this year

PLUS

All the latest industry and product news, as well as exclusive independent sales data on the next-gen nicotine category

Order your copy from your magazine wholesaler today or contact Michael Sharp on 020 7689 0600 To advertise in Vape Retailer, please contact Natalie Reeve on 020 7689 3372 Follow us on Twitter: @Vape_Retailer

ACADEMY IN ACTION

PRODUCTS

2022 plant-based boom are conscious about choosing sustainable dishes. However, they could be persuaded to eat more plant-based options if places offered dishes with “improved �lavour and texture, greater variety and plant-based alternatives to popular meat dishes”. For retailers, the supplier said this “translates into an opportunity to get creative in the kitchen” and rework classics with meat-free alternatives. Katya Simmons, managing director at Nestlé Professional UK & Ireland, said: “With Veganuary, it’s likely retailers have already been considering what they offer the growing ranks of vegans, vegetarians and �lexitarians.

These �igures indicate an opportunity to provide

PLADIS is targeting evening snacking occasions with the launch of McVitie’s Blissfuls. Blissfuls comprise a baked McVitie’s biscuit with a chocolate cream centre, topped with a biscuit lid. It comes in Caramel and Hazelnut varieties in 228g sharing bags with an RRP of £2.59 each. The biscuits are on sale now in Sainsbury’s, and will be available to convenience retailers and wholesalers from next month. David Titman, marketing director for McVitie’s at Pladis UK&I, said: “There remains an untapped opportunity for sweet biscuits during the evening, where they currently under-index compared with other sweet

snacking categories. This means products speci�ically developed for this consumption moment could help drive incremental sales for the category.”

KP Snacks has launched McCoy’s Sizzling King Prawn in a £1 price-marked pack (PMP). It marks the 25th product in the supplier’s PMP range aimed at attracting shoppers looking for value-formoney snacks. Prawn-flavoured options are the fastest-growing flavour in the crisps segment, growing at 10%. The supplier said its McCoy’s brand takes up the number one and three bestselling meal-deal choices. Matt Collins, trading director at KP Snacks, said: “As we continue to expand our £1 PMP range, which is already outperforming market growth, we are focused

WEETABIX’S new £1.5m campaign will ensure the cereal stays top of consumers’ minds as a healthy breakfast option. ‘New year, new you-abix’ will reference trending topics such as plant-based diets, remote working and self-driving cars, and inspire a variety of ways to eat Weetabix. The campaign will span TV, video on demand, online and social media advertising, alongside in-store PoS materials. Gareth Turner, head of marketing at Weetabix Food Company, said: “It’s going to be a year of change given HFSS, which will affect the way some cereals can

be supported in store and through advertising. “As the entire Weetabixbranded range is already HFSS-compliant, with no need to reformulate, we are in a position where we can continue to invest in our brands throughout 2022 and beyond.”

PRIYANKA JETHWA

Three-month follow-up:

MARKETING TO CUSTOMERS Three months ago, the IAA and RN kicked off the 2021 Academy in Action programme with ASIM IQBAL in Edinburgh to help improve his online presence and marketing. We find out what he’s achieved

IAA ADVICE 1

Update social media with high-res photos that show off your offer.

Ask customers which media they use to decide where to focus.

Create time-sensitive posts about delivery options and offers.

THE RESULTS

25%

Since adding photos The increase in online orders to social media, we’ve seen new customers come in. Our elderly customers read leaflets, so we now focus more on these and we advertised our delivery online, which has grown orders by 25%.

PARTNER ADVICE It’s great that Asim has improved his online presence and marketing techniques, and reached more of his customers. I’m sure by continuing to advertise his offer on different mediums, his sales will grow even more.

ATTRACT NEW CUSTOMERS Call us on 020 7689 0500 or scan the QR code to find out how to perfect your store’s marketing, and how you can improve

Next time: Shop Layout

TWENTY-TWO per cent of UK consumers plan to eat more plant-based meat alternatives, with 19% saying they will eat more plant-based dairy in the coming months. This is according to research by Nestlé Professional, who revealed consumption of vegetables and legumes is growing steadily, with 39% and 24% of consumers looking to up their intake, respectively. The supplier said �indings also show 71% of consumers say they would be likely to choose ‘sustainable options’ if available. Eating out, most consumers

plant-based meals that offer greater choice.”

Pladis targets evening Sizzling King Prawn now in a PMP snack occasions on identifying the flavours and brands to boost sales for retailers. McCoy’s is one of the top five £1 PMP ranges in the category.”

Weetabix encourages Chilean Merlot joins Jam Shed range healthy living

Jack Courtez Editor RN

JAM Shed is adding a Chilean Merlot to its range in a bid to attract new, younger wine drinkers and support the wider wine category. Merlot is one of the bestselling red wines in the UK as it appeals to customers looking for a quality wine that is easy to drink. Jam Shed is also the fourth-most-frequently purchased brand among the top 20 UK off-trade wine brands in the past year. There are now �ive wines in Jam Shed’s range, including Shiraz, Malbec, Chardonnay, Rosé and Merlot. The new Merlot has an RRP of £7 and is available to wholesalers and convenience stores now.

PROUD WINNERS OF ASIAN TRADER’S CONVENIENCE VAPE AND NEXT GEN PRODUCT OF THE YEAR AWARD

Gemma Bateson, Head of Ploom at JTI UK says: “We are delighted to have been named Asian Trader’s Convenience Vape and Next Gen Product of the Year - most importantly because it was voted for by our brilliant customers. The heated tobacco category is now worth £22 million YOY in the convenience channel*, providing a key proﬁt opportunity for retailers to make the most of our award-winning Ploom device.”

Stock up on JTI’s Next-Gen products now!

Retailers should visit www.jtiadvance.co.uk or speak to their local JTI Sales Representative for more information. *IRI Market Place, Value Sales, Total T-Vapour Category, Symbols & Independents, MAT Sep 2021

ASSESS. COMPARE. IMPROVE

#IAA22

LOOKING TO CONNECT WITH LIKE-MINDED RETAILERS? Join the IAA network today. Visit betterRetailing.com/IAA or contact Kate Daw on 020 7689 3363

PRODUCTS Cracking Easter chocolate sales PRIYANKA JETHWA RETAILERS need to focus on three separate shopping missions in the runup to Easter 2022 to drive sales, Mondelez International has said. Until Valentine’s Day (14 February), the focus should be on small treats. To coincide with this period, it is launching a new Mixed Filled Egg Collection, contain-

ing �ive �illed eggs – two Creme Eggs, two Caramel Eggs and one Oreo Egg. From there on, retailers are being advised to focus on sharing confectionery. To drive sales during this time, Cadbury will be continuing its partnership with Peter Rabbit, and this year, the character will also be featured on its Dairy Milk Hot Cross Bun bar. Also new to this year is a

Ready Brek partners with Roald Dahl READY Brek is partnering with author Roald Dahl to launch limited-edition packs. Available on-shelf until March 2022, four of Roald Dahl’s biggest titles, The BFG, Matilda, James and the Giant Peach and The Witches, will feature on-pack alongside a new promotion. The promotion will give shoppers a chance to win Roald Dahl merchandise, with 7,500 prizes up for grabs, including box sets of books and crockery sets. To enter, consumers must purchase one of the packs, scan the QR code, enter their details online and upload proof of receipt. Ready Brek will be supporting the packs with a £100,000 investment. This includes digital activations and in-store PoS. Social media campaigns focusing on World Book Day

on 3 March will run across the Ready Brek and Roald Dahl channels.

Hancocks sweetens for Valentine’s Day HANCOCKS has launched its 2022 Valentine’s Day range, on sale now to retailers. It will include Kingsway’s Valentine’s pick-and-mix sweets and Swizzels’ Love Hearts range – which includes a Giant Love Hearts box, Love Hearts four-pack, Love Hearts mini rolls and a bag of Original Love Hearts. Also part of the Swizzels range is the Sweetshop Favourites Carton, which comprises the supplier’s bestselling sweets and lollies, including Refreshers, Drumsticks and Love Hearts, designed for sharing or for giving as gifts. Chocolate boxes are a classic gift on Valentine’s Day, with product ranges including the Guylian heart box, the Lindt Lindor Amour heart box and heart tin, and the Ferrero Rocher heart tin.

Spring Share Box, which contains Mini Eggs, Creme Eggs and Caramel Eggs, as well as Creme Egg Twisted singles. Finally, as the big day approaches, the supplier said convenience stores should plan for shoppers looking to purchase traditional eggs. To cater to this period, the supplier has launched a Twirl Orange Large Egg, a Creme Egg Gesture Egg, a Fingers Gesture Egg and a Daim Heritage Egg.

25 JANUARY-7 FEBRUARY 2022 betterRetailing.com

Quorn TV ad pushes meat-free products THROUGHOUT January and February, Quorn will be on TV encouraging people to swap meat for its meat-free products. ‘Tasty resolutions’ forms part of the brand’s ‘Helping the planet one bite at a time’ campaign, which was launched at the end of last year, and will run across TV, video-on-demand, online and social media.

“January is the biggest month for new consumers coming into the meat-free category,” said Gill Riley, marketing director at Quorn Foods UK.

ACADEMY IN ACTION

PRODUCTS

Lucozade Alert in Original flavour PRIYANKA JETHWA

Three-month follow-up:

CUSTOMER SERVICE In October, the IAA and VAPE RETAILER visited NEIL DOSANJH’s Nisa Mackworth in Derby to discuss ways to enhance his customer service by having the right processes in place. We find out what’s changed

IAA ADVICE 1

Write up customer-service standards so staff are on the same page.

Openly praise staff who are upholding customer-service standards.

Log shopper praise and complaints to find opportunities to improve.

15%

THE RESULTS

Staff are more The increase in staff efficiency motivated and have shared ideas to improve our customer-service standards that are now in a staff manual. We’ve had positive feedback from customers, and staff are completing tasks 15% quicker than before.

PARTNER ADVICE It’s great Neil has improved his customer service and has already received a positive response from shoppers. It’s important to continue to encourage staff to uphold customer-service standards to maintain consistency.

SUNTORY Beverage & Food GB&I (SBF GB&I) is extending its Lucozade Alert range with a new Original �lavour variety. This joins the rest of the range, which includes Tropical Burst and Cherry Blast �lavours. As energy drinks are the fastest-growing soft drinks segment in recent years, the supplier said new �lavours are important for retailers to continue to drive excitement and provide different options. “Lucozade Energy Original remains a strong favourite with consumers, so bringing its taste to the Lucozade

Alert range is set to grow sales even further for retailers,” said head of Lucozade at SBF GB&I Zoe Trimble. “Lucozade Alert Original will help to meet consumer demand for a stimulation drink which tastes great, is low-calorie and more relevant to a wider audience as part of the Alert range.” Trimble added that over the past year, consumption patterns have changed and drinking occasions have evolved, so it recognises the importance of launching new �lavours and formats to suit behaviours. Lucozade Alert Original will be available in 500ml price-marked and standard cans from next month. Just

KEEP SHOPPERS COMING BACK Call us on 020 7689 0500 or scan the QR code to find out how to better serve your customers, and how you can improve

Next time: Effective Ranging

should be ranged within the stimulation category in the chiller alongside Lucozade Alert’s other �lavours.

Babybel launches first Peanut Butter & Jelly Grenade bar vegan cheese line ADDING to the dairy-free alternatives category, Babybel has launched its �irst plantbased, vegan cheese. It is made using a Vegan Society-approved blend of coconut oil and starch, and is free from arti�icial colours and preservatives, and a source of calcium and vitamin B12. Babybel Plant-Based comes in a fully recyclable paper outer bag, with the other elements of the packaging recyclable via Babybel’s TerraCycle scheme. The product is available in Sainsbury’s now, and will next be rolled out to convenience in cases of eight with an RRP of £2 per �ive-pack.

PEANUT Butter & Jelly is the lastest �lavour variety to join Grenade’s protein bar range, available with an RRP of £2.59. The brand said the bar will be made available to Spar from 1 February and Nisa from 9 March, with other listings across convenience to follow. The bar contains 20g of protein and 1.8g of sugar, and is designed as a healthier

Celebrating Chinese New Year 2022

Daryl Worthington Editor Vape Retailer

like the rest of the Lucozade range, the new variety will be HFSS-compliant. Lucozade Alert Original

AHEAD of Chinese New Year on 1 February, Tiger Tiger has launched its �irst outdoor poster campaign highlighting its range called ‘It’s our year’. The campaign, which runs until 2 February, will feature animated and static posters in more than 70 UK towns and cities, including London, Edinburgh, Glasgow, Birmingham and Newcastle, reaching almost eight million consumers. “Tiger Tiger foods are sourced in the East for authentic �lavours which help consumers replicate the restaurant meal experience at home,” said Debbie King, sales and marketing director at Tiger Tiger.

“With Chinese New Year being a time of celebration, this campaign will increase awareness of the range and help drive footfall to the �ixture at this key selling time.”

alternative to high-sugar confectionery. Grenade’s head of product, Rob Page, said: “Launched at a time where the country is embracing healthier lifestyles, following the success of our White Chocolate Salted Peanut and Peanut Nutter bars, we’re con�ident customers will love this new addition, with nuts fast becoming a growing on-trend ingredient.”

Frubes’ gift-in-pack promotion arrives COINCIDING with children returning to school, Frubes’ new gift-in-pack promotion aims to inspire families to eat healthier. Each multipack includes a free Frubes sticker, with 12 to collect, and the promotion will be backed by TV, videoon-demand and YouTube ad-

vertising, alongside in-store PoS. It is expected to reach 2.9 million people. The supplier said the product’s portable format can be kept fresh for up to eight hours out of the fridge, making it ideal for lunchboxes, on-the-go or a top-up after school.

RETAIL

IN ACTION

PAID FEATURE BRAND SPOTLIGHT

25 JANUARY-7 FEBRUARY 2022 betterRetailing.com

In partnership with

What is Chivas Regal? CHIVAS Regal is the most-loved Scotch whisky in the UK1. Its hero blend, Chivas 12, has undergone a redesign, with the new bottle reshaped and elongated to stand taller and prouder on retailers’ shelves, while still retaining its recognisable rounded shoulders. The brand’s ‘luckenbooth’ is at the heart of the Chivas 12 redesign and symbolic of Chivas’ values of ambition, generosity and unapologetic success. Chivas 12 and the new design seeks to capture the attention of a new successful, status driven and style-conscious generation of Scotch-whisky drinkers, aged 18-32 years old, who buy into new luxury.

FOCUS ON:

CHIVAS 12 PERNOD RICARD UK (PRUK) has unveiled a new look for its flagship blend, Chivas 12, which is part of its Chivas Regal brand and is the biggest redesign in the brand’s 112-year history

Two bestsellers Chivas 12 RRP £29.95

In action Chivas XV Gold

Savanta, 100 Most Loved Drinks Brands in the UK, 2AC Nielsen, Total Impulse, Value Sales MAT to 11.09.21, AC Nielsen, Total Off-Trade, Value Share MAT to 11.09.21

RRP £39.99

PRUK has a range of Chivas Regal PoS materials, including counter mats, posters and strut cards to help independent retailers drive rate of sale and disrupt the shopper journey.

The new design was conceived with sustainability at its heart. The bottle is lighter, saving more than 1,000 tonnes of glass annually. Its outer packaging has also been removed.

PRUK will focus on celebrity and influencer endorsement for its Chivas Regal brand, including targeted digital media to drive high-profile online awareness.

Chris Shead, off-trade channel director, Pernod Ricard UK “WE’RE proud to deliver a redesign that speaks the language of a fresh new generation of Chivas drinkers while bringing established enthusiasts and connoisseurs along for the journey. Social media has introduced a new, broader audience to the whisky category – consumers with a hustle-first ethos that seek out upmarket brands to align themselves with. We have taken a bold, yet meticulous approach with all aspects of this redesign, and I’m especially looking forward to seeing our taller bottle take pride of place on-shelf in convenience stores.”

To find out more about Chivas 12 and the full Chivas Regal range, head to chivas.com/en-GB or follow @ChivasRegalUK on Instagram

Key stats No.1

Chivas 12 is the UK’s no.1 premium blended Scotch2

14%

The brand’s growth in the impulse channel2

12’s share of premium 43% Chivas blended Scotch category 3

OPINION

COMING UP IN THE 4 FEBRUARY ISSUE OF RN

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 STAFF ABSENCES: How are you coping with rising Omicron cases? “WE had four different staff rotas ready to go one week, but then another member of staff tested positive, which caused everything to get messed up. Till cover has helped, as has part-time staff working longer hours. My family has had to help out at the store.” Amit Puntambekar, Ash’s Shop, Cambridgeshire

Fascia Guide: what the symbol and fascia groups are offering retailers in 2022

THE YEAR AHEAD: What are you excited about doing this year?

Get ready for HFSS: how to prepare your shop layout to reflect the upcoming legislation and maintain sales

I can get up to a 60% margin on pasta and rice THE LEADING TITLE FOR NEWS AND CONVENIENCE RETAILERS THE LE ADING ERS TITLE RETAIL FOR NE IENCE NVEN WS AN e CO D im WIN £1,000 D CONV AN first-t ing NEWS ENIENC for your store, ok hy R lo W FO s e E RETA TLE your staff or your e yoyur yers ar ILERS ING TI lik they bu AD community – exclusive es wh p LE eal or sho THE giveaway for RN for st owners revght a local CONV

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“WE had a really tough time over Christmas. When it happened, we had to get on with it. We have quite a few part-timers and they helped us out a lot. We also had staff members who were at university come back to work with us, on top of me working longer hours.”

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Ushma Amin, Londis North Cheam, Surrey

“I WANT to focus on packageless groceries. Things such as cereals, pasta and milks that we can get from suppliers in a packageless format, which then get you a better margin. I can get up to 60% on pasta and rice. I’m working with my local dairy who will supply us.” Sathiyarag Thiyagrajah, Gilmerton Grocers, Edinburgh

SUPERMARKETS: What can you learn to help boost your profits? “IF anything, supermarkets can learn from independent convenience stores. We’ve been doing it a lot longer, before supermarkets were so prominent. It’s looking at what supermarkets aren’t doing, and noticing what we can offer differently.” Samantha Coldbeck, Wharfedale Premier, Hull

“MANY supermarkets are just thinking about their profits, rather than those shopping with them – I have learned to do the opposite. Profits are important, but so is service. Customer service is where we thrive and it’s something supermarkets lack.” Alan Mannings, The Shop on the Green, Chartham, Kent

Customer service is where we thrive WASTAGE: How are you offsetting the increase from Christmas?

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

“HOPEFULLY, people will be more active this year. The pandemic has brought about a bit of a couch-potato culture, so we’re hoping people start getting out and about again, which will be good for them, but also good for us because we’ll get more people coming in.”

I relied on Too Good To Go’s ‘magic bags’

“WE over-bought crucial Christmas lines after hearing predictions of shortages. People didn’t spend as much as we expected. I ordered a lot of fresh food, and it was disappointing that it didn’t shift. However, Too Good To Go bags helped us make sure none of it went to waste.” Sue Nithyanandan, Costcutter Epsom, Surrey

“I ACQUIRED a lot of food wastage in December across my stores. Fresh food sold slowly, while alcohol seemed to perform best during the festive period. I relied on Too Good To Go’s ‘magic bags’ to help get rid of goods that were close to their sell-by dates.” Harj Dhasee, multi-site retailer, Gloucestershire

LETTERS

25 JANUARY-7 FEBRUARY 2022 betterRetailing.com

Harj Mickleton Village Stores, Dhasee Gloucestershire

Letters may be edited

Tech is the way forward

‘Watch out for scammers claiming you owe rates’ I WANT to warn other retailers of a business rates scam that seems to be targeting store owners. I got a call from someone claiming to work for the council telling me that my business rates payment was overdue. I explained that we don’t pay rates at the moment after we were granted relief during the pandemic. The person remained persistent and continued telling me that I still owed the money. It was then that I started to become suspicious and told them that without a letter

being sent to me, I wouldn’t be giving sharing my bank details over the phone. I think it’s important for other independent retailers to know this is happening, and scammers are trying to prey on us during a dif�icult time when we are still feeling the negative impact of the pandemic. Be wary and be sure to get clued up on how to spot a scam. Theesan Kugamoorthy, Spring�ield Convenience Store, Hastings

A spokesperson from Hastings Borough Council added:

“Sadly, scammers continue to target both individuals and businesses. It is important to ensure when someone asks for a payment, that they are who they say they are. If you are uncertain if the council is contacting you and would like to verify this, you can call our Contact Centre team on 01424 451 066, who will be happy to con�irm whether any outgoing calls have been made. “This can be quickly looked up by the team as all calls and contact with customers is noted on each individual account.

“As a council when we are noti�ied of any potential scams, we alert colleagues and also communicate with the wider public via our social media channels and our weekly newsletter to ensure as many people as possible are aware of the latest scams in our borough. “We would encourage anyone who has details of scams and would like to make us aware of them to contact us. It is also important if you have been a victim of a scam or have knowledge of a scam to contact Action Fraud on 0300 123 2040.”

COMMUNITY RETAILER

OF THE WEEK

WIN £50-worth of Northern Lights

RETAIL Express has teamed up with up-and-coming brand Northern Lights to give five retailers £50-worth of its new cannabis-flavoured vodka each. Northern Lights is a vibrant green, ultra-premium vodka, best enjoyed chilled, on its own or over ice. It has an RRP of £34.99 each, and is THC- and CBD-free.

TO ENTER Fill in your details at:

betterRetailing.com/competitions This competition closes on 11 February. Editor’s decision is final.

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

Royal British Legion long service award

THIS year, we are going to face a lot of challenges, particularly financial. There are rising costs wherever you turn. Electricity and gas prices look set to continue to rise as the crisis deepens. The minimum wage will rise in April as well as employer contributions, which will force retailers to consider their staffing hours. I’m also concerned Each issue, one of seven top about price inflation retailers shares advice to and things becoming make your store magnificent too expensive as retailers try to compete with supermarkets that are already engaged in price wars with each other – like Tesco and Aldi’s price war of last year. For independent retailers, we have to play to our strengths – convenience is the key thing. We need to work out how to reduce our man-hours, increase profitability and become more efficient. For retailers to succeed this year, they need to find ways to bring in business in a cost-effective way, and I believe that technology is the way forward. We’re investing in technology at my store, with headsets and electronic shelfedge labels, which will save a fair bit of time. But the biggest opportunity in our sector is fast delivery. We currently offer a home delivery service, but it isn’t where I want it to be at the moment. We’re waiting for new tech to come through and we’re trialling things to reduce our labour costs and become more technology-orientated. I don’t think any of the tech is quite there yet, but we are looking for tech-led solutions all the time. At the moment, it’s very much a case of what you spend is what you get. We’re also trying to streamline our systems into one back office. At the moment, we have two – one in each store – but if we can control everything through one single office, that will increase efficiency and save us money. This year, we’ll be running fewer promotions in a bid to claw back some gains in margins. That will potentially reduce sales, but what I’m more interested in is ensuring that our store is always convenient for customers. That means there are no gaps on the shelves and no out-of-stock items. That’s done largely by getting the right suppliers. But my advice to retailers for 2022 is to invest in technology as much as possible. It will make your life easier.

Trudy Davies’ award was presented by Llanidloes president Pat Thomas

“I RECEIVED a long service medal for my efforts raising funds for the Royal British Legion’s poppy appeal. I’ve been doing it for about 40 years, starting at 17 years old when I helped my mum. It feels good to be recognised for the work I’ve been doing – it’s so much more than just rattling boxes. We aren’t just a shop, we are part of a community, and I enjoy giving back in this way. It’s pulled me out of some very difficult times in my personal life. Doing this work helps boost my feel-good factor, and I feel very humbled to have heard the stories I have from veterans over the years.”

Get in touch

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

CATEGORY ADVICE BREAKFAST

STARTING THE MORNING RIGHT JASPER HART discusses how retailers are fine-tuning their breakfast offerings as restrictions lift and customer attitudes change

A CATEGORY IN FLUX FOR Raaj Chandarana, of Tara’s Londis in High Wycombe, Buckinghamshire, the uncertainty of the pandemic has had a direct impact on his breakfast-related offering. “When you’re talking about customer missions, the world is a little messed up, so we’ve been recovering from that and getting what we can on the shelves,” he says. “From my perspective, I’ve kept it to the basics, which is making sure I’ve got all the cereals I can have in stock and that cereal bars are there for people on the go – my approach isn’t complex.” In the past two years, lockdowns and remote working saw people take a more leisurely approach to breakfast, taking more time to prepare and eat their

morning meal. Now, although restrictions are generally looser across the UK than this time last year, the spread of the Omicron variant has revived cautious behaviour among those who can work from home, meaning retailers need to be able to spot the trends driving their sales and tweak their offer accordingly. For instance, Kay Patel, of Best-one Wanstead in east London, has seen his on-the-go breakfast options sustain their post-July 2021 regrowth through Omicron. “We do a lot of pies, pasties and protein bars because of nearby schools and building sites,” he says. “We’ve had to make space again for them because people are back to work.”

RETAILER

VIEW

Kay Patel, Best-one Wanstead, east London “BREAKFAST-TO-GO options took a big hit during the pandemic. Our bars died a death, but we’re getting back to how it was. We looked at the range we incorporated before the pandemic and a lot of things have changed. Some products you can’t get anymore or have shortages, so we’ve adjusted and added different lines. We struggle to get all of the Belvita bars, so we’ve got two at the moment and have given extra space to a new Grenade bar we haven’t stocked before. The shelves are full, but the range is temporary; it keeps it interesting because we add in products we can only get every so often, such as Pop Tarts. “We also offer singles and boxed multipacks of croissants and pains au chocolat from Delice de France – the singles are very popular with builders. Delice de France is a one-stop shop for pastries because we need to hit minimum orders and they do everything we need, and the packaging is tailored to our trade. We want to get breakfast sales back to normality, and then we’ll try and innovate if we can.”

25 JANUARY-7 FEBRUARY 2022 betterRetailing.com

Ready brek is partnering with Roald Dahl to bring iconic literary characters to breakfast tables and ignite some love back into the category this winter – stock up now.

*Kantar 03.10.21

CATEGORY ADVICE BREAKFAST

SUPPLIER

COMFORT AND VALUE AS the opening meal of the day, breakfast is a meal that people want to be comfortable with, only changing their approach in line with a broader dietary or lifestyle shift. Recognisable brands in key breakfast categories remain crucial to shoppers, says Darryl Burgess, head of sales at Weetabix, and should form the heart of a store’s breakfast offer. “Cereal increased its dominance during lockdowns, being seen as quick, easy and tasty – the three biggest needs

at breakfast time. Products like Weetabix also offer versatility, as they are easily personalised with different fruits, milks and toppings,” Burgess explains. “Cereal brands also performed well in the past year compared to own label, suggesting people were looking for familiar products during a period of uncertainty and reinforcing the value-formoney message.” Kay Patel’s cereal range is focused on Kellogg’s and Nestlé lines, with an emphasis

on price-marked packs (PMP). “PMPs are important for us with cereals,” he says. “You can’t tell what a pack of cereal should cost, so just to instil confidence in our customers it has to be price-marked for us.” Knowing how far you can stretch a specific box of cereal based on its size or number of servings is important for shoppers in a period of income squeeze, so cereal packs with recommended serving numbers are also increasingly important for shoppers.

VIEW

To shake up the category without alienating shoppers, look at recent launches from recognisable suppliers that slot into your offering. Weetabix’s new Melts, which launched as a £2.99 option, are already worth £1.3m – and are also classified as non-HFSS. While HFSS regulations are unlikely to alter the positioning of breakfast goods in affected stores, increased shopper awareness of nutritional levels may influence their attitude toward breakfast goods.

A HEALTHIER APPROACH THE combination of the pandemic and looming HFSS regulations has driven increasing concerns around healthier eating. “While Covid-19, health trends and product innovation have changed the face of breakfast in recent years, the basic key items remain the same: bread, butter, milk, sweet spreads and cereal,” says Charlotte Hulbert, retail sales manager at Brioche Pasquier. “However, these categories are not as simple now as they once were.

“Butter and milk require a selection of dairy alternatives, sweet spreads need to go way beyond marmalade, and cereals now include a wide range of products from breakfast bars to granola, porridge, and seed and nut supplements to sprinkle on top.” Consider where you can add healthier alternatives to breakfast products, such as rye breads and oat milks. The inverse relationship between snacks and health is being challenged through

top tips Five tips from Darryl Burgess, head of sales at Weetabix Retailers should ensure they’re stocking a variety of products, focused on a core range of bestsellers, including Weetabix Original, Alpen, Weetabix Minis, Weetos and Ready Brek. However, stocking new cereals can introduce shoppers to the category and encourage increased basket spend. Multipacks have risen in popularity during the lockdowns, especially for cereal bars and drinks. We expect this to continue with more people working from home. It is worth working closely with your suppliers. We work closely with retailers to ensure that our product range works for them. This can include introducing different pack sizes or using price-marked packs (PMPs). Take advantage of PMPs. They are a major growth area for convenience stores, as consumers are increasingly looking for reassurance on value when they’re shopping. The Weetabix PMP range covers a range of lines across our cereal and drinks range, at different prices. We work hard to ensure our PMPs offer competitive shared margins.

brands such as BelVita and suppliers including Epicurium. “We’ve seen customer preferences moving to healthier, and it was previously a question of whether those options were available to us through our suppliers,” says Patel. “We’re now seeing them there, and

25 JANUARY-7 FEBRUARY 2022 betterRetailing.com

if not we’re looking at niche suppliers such as Epicurium and Auguste Noel that have extended ranges such as Eat Natural. Through Best-one, we’ll get two or three lines, but we’ve used the niche suppliers to add vegan bars to the range.”

Emilie Grundy, butters & spreads marketing controller, Saputo Dairy UK “LOCKDOWNS, furlough and increased working from home have all contributed to a significant increase in at-home breakfast occasions, with an incredible 18.8 billion recorded in the 52 weeks to the end of November 2020 – up 5% year on year, according to Kantar, while on-the-go breakfasts suffered. “Now, with hybrid working models remaining in place for many, in-home breakfasts are seeing sustained uplift, and with many workers no longer facing the morning rush to leave the house, Kantar has reported a shift in the time many are choosing to eat the first meal of the day. This has also changed what we choose to eat. Later breakfasts mean more cooked food and less cereal. This was reinforced in a recent survey by Waitrose, which found that during the first lockdown, Brits ate eggs for breakfast 68% more times than in the previous year, while bacon sales were up 21%. “The mainstay of nutritious in-home breakfasts, and a key host occasion for butters and spreads, toast consumption has mirrored the growth of in-home breakfast occasions, which has contributed to butter and spread value growth of almost 9.1% in the 52 weeks to 4 September 2021, when compared with pre-Covid levels of 2019. Kantar has reported 20% growth in toast as a top breakfast choice when consumed after 9am.”

BREAKFAST AS A LUXURY IT’S also important to look at the rise of the ‘luxury’ or ‘treat’ breakfast as a sort of affordable extravagance amid the rising cost of living. “In times of economic difficulties, shoppers may increasingly turn to ‘affordable luxuries’, and bread and bakery products are no exception here,” says a Hovis spokesperson. “Sales of pre-packaged continental and traditional breakfast bakery products increased by 3.4% compared with last year; sales of premium pre-packaged continental and traditional breakfast products increased by 17.3% versus last year.” This approach will persist in areas where people can still afford to work from home, thus offsetting various costs of commuting and allowing them to treat themselves to a less-rushed breakfast. “Retailers should

cross-merchandise products to inspire consumers to trade up, such as St Pierre’s Brioche Buns, eggs, avocado and bacon for an on-trend breakfast sandwich,” says Paul Baker, founder of St Pierre Groupe. “Lockdown inevitably meant an increase in the number of breakfasts and brunches consumed at home, and therefore is deserving of retailers’ attention,” adds the Hovis spokesperson. “Thirty-six per cent of breakfast-eaters would like to recreate at-home breakfasts they have had out of home. The opportunity is therefore to offer products and inspiration to help them do this, with more ‘special’ bread and bakery products, such as cobs, pancakes and muffins, as well as things to go with them, such as eggs, smoked salmon, avocados, jams and spreads.”

C o v i d - 1 9 HARDSHIP FUND

NFRN member hardship fund Help those that need it due to the Coronavirus outbreak Email: hardshipfund@nfrn.org.uk See website www.nfrnonline.com to download form Full T&Cs apply

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CATEGORY ADVICE SPRING CONFECTIONERY

25 JANUARY-7 FEBRUARY 2022 betterRetailing.com

SWEETER OPPORTUNITIES IN THE SPRING Confectionery is crucial for post-Christmas sales, with three key seasonal events to cater to. TAMARA BIRCH explores what to stock and which trends to watch out for

WHAT’S TRENDING IN SPRING CONFECTIONERY? “SPRING is an important time of year for independent retailers, with various opportunities to showcase merchandising ideas and drive in-store sales, from the smaller occasions such as Valentine’s Day and Mother’s Day to the more significant events such as Easter,” says Levi Boorer, customer development director at Ferrero UK. For the past two years, spring celebrations have been limited due to lockdowns or restrictions. However, it’s predicted there will be fewer restrictions this spring, meaning shoppers can be with their

loved ones for the three key seasonal events in the next three months: Valentine’s Day, Mother’s Day and Easter. Shopping locally is expected to thrive in all spring confectionery missions, according to Russell Tanner, marketing and category management director at Valeo Snackfoods, and it is a way for independents to stand out against multiples. But he recommends retailers order early to factor in any availability issues. Tanner says: “While independents have weathered the storm somewhat better

than larger retailers, given their position within communities, a mix of supplychain problems, heightened health consciousness and the increase of online shopping has provided uncertainty that requires fast action to navigate.” But what’s trending? Spending time with loved ones will be priority number one for a lot of customers. This means that while healthy eating may not be a major factor for chocolate-focused events, such as Easter, catering for family members’ dietary requirements will be.

Vegan, vegetarian and freefrom products are valuable for higher sales, especially as the UK vegan market is expected to soar to £1.1bn by 2023. Jas Ghag, trade marketing executive at Perfetti Van Melle (PVM), says: “Consumers with specific dietary requirements often seek familiar treats and are delighted to find trusted brands such as Fruittella playing in the vegan space with its popular gelatine-free range, now worth £1.52m.”

key date

17 April – Easter 2022

CATEGORY ADVICE SPRING CONFECTIONERY

RETAILER

VIEW

Muhammed Khalid, Middleton Park Services, Leeds “CONFECTIONERY always sells well and it’s our secondbestselling category in store. As a forecourt, we sell more singles than multipacks and blocks as shoppers are buying on the go, but we do get involved in Valentine’s Day and Easter. “With Easter, we’ve already ordered our Easter lines, including eggs through our symbol group, Costcutter. The pre-sell came directly from them, but they leave it to us to amend our order as necessary. Valentine’s Day stock will arrive a few weeks before.”

key date

27 March – Mother’s Day 2022

MOTHER’S DAY MOTHER’S Day is happening on Sunday 17 March and is a time for shoppers to buy gifts for their mothers and thank them for all they do. In addition to confectionery, shoppers will want to purchase flowers and cards. This is likely to help create a display following Valentine’s Day as the products purchased are similar.

Independent retailers should look to stock boxed chocolate and other gift products. Boorer recommends these products are on display three-to-four weeks before the event takes place. “We suggest independent retailers use in-store PoS displays that showcase the specific date of Mother’s Day, as this is a great way to remind peo-

ple of the big day, as people don’t often recall the date,” he says. It’s also worth scheduling several posts on social media to remind people of the date and the products you have available. Go one step further and include your opening hours to ensure you’re answering any questions they might have.

CAPITALISE ON EASTER EASTER sales grew 11% last year in independent and symbol stores, with more consumers shopping locally, according to Susan Nash, trade communications manager at Mondelez International. Brands are important at Easter and get shoppers excited about the season, long before the event. “Purchasing a brand they recognise is the most important factor for a shopper at Easter, making Cadbury Creme Egg and Cadbury Mini Eggs a crucial part of a retailer’s line-up,” says Nash. Timing is everything with Easter, but a large portion of impulse purchases are made

months before. “Two out of three people buy Cadbury Creme Eggs for non-Easterrelated consumption, showing the importance of stocking up on the product early and highlighting its prominence in the range,” says Nash. In fact, 50% of shoppers consume small sharing self-treats, regardless of sharing format, says Sophia Padt, senior brand manager for Easter & Halloween at Mars Wrigley. “Seasonal products can encourage permissible and impulse treats, creating an opportunity that retailers won’t want to miss,” Padt says. “Easter drives 30% of the

category’s total sales across the season, with small sharing and novelty confectionery making up as much as 40% of early Easter sales.” This year, the supplier is adding to its Galaxy Easter range with the launch of Galaxy Caramel Truffle Mini Eggs. “The eggs are a foil-wrapped indulgent treat, perfect for the egg-hunt ritual,” Padt adds. Meanwhile, Mondelez has relaunched its Cadbury Mini Eggs tablet and a campaign dedicated to Cadbury Creme Egg. Nash says: “The beloved egg will be half covered in white chocolate and the campaign’s strapline, ‘How do you

not eat yours?’ will run across PoS in store to highlight the promotion to consumers. “But it doesn’t stop there. When a shopper wins, so, too, does the store, with an opportunity to win Amazon vouchers of up to £1,000.” From Nestlé Confectionery, its Mini Eggs range has expanded with an After Eight variety. The After Eight flavour has an RRP of £1 and is a dark chocolate egg filled with the brand’s minty After Eight centre, offering consumers something totally different to the mini eggs market. The supplier has also brought its Smarties Bunnies range back.

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key date

VALENTINE’S DAY “RETAILERS will need to be planning for the springtime confectionery boost as early as January, with shoppers planning for Valentine’s Day, Mother’s Day and Easter weeks in advance,” says Valeo Snackfoods’ Tanner. Valentine’s Day is a great opportunity for retailers to boost spend, especially with

boxed chocolate. Shoppers will look to treat their loved ones with flowers and chocolate, so ensure they’re in prominent locations. If you stock flowers, make sure chocolate and confectionery are easy to find nearby to drive linked purchases. “Each spring event also presents an opportunity to max-

imise in-store basket spend through cross-category promotions and focal displays, –for example, displaying floral bouquets alongside boxed confectionery,” says Ferrero’s Boorer. Muhammed Khalid, of Middleton Park Services in Leeds, says making use of aisle and gondola ends helps him high-

light each seasonal event, with confectionery taking a lead role. “We use planograms from Costcutter to give us an idea to merchandising Valentine’s Day products to ensure customers come to us when they need it – but we can tweak if needed,” he says. “Most of our seasonal stock will be on aisle ends for up to

14 February – Valentine’s Day 2022

four weeks and we’ll ensure our best promotions are highlighted through PoS. We have eight aisle ends in total, and two-to-three of these will be in the best location, so are dedicated to seasonal stock.” While Valentine’s Day is for couples typically, some children want to buy something for their friends and parents.

Lines such as Love Hearts Candy Sticks are likely to be popular in this scenario. Each pack includes a temporary tattoo featuring a positive or ‘feel good’ message.

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Susan Nash, trade communications manager, Mondelez International “TIMING is particularly important this year. Easter falls two weeks later, which means there is an opportunity to grow sales over the longer season. “However, more than half of Easter confectionery is consumed before Easter, showing just how important it is to capture consumers right at the beginning of the season to drive spend and impulsivity. “To make the most of the season, retailers should split Easter into three phases: getting off to a quick start, building momentum, and then gearing up for a ‘gifting finish’ as the festive period reaches its finale. The first of these phases, ‘fast start’, runs until Valentine’s Day. “The ‘fast start’ phase focuses on shoppers looking for small treats for themselves, such as Cadbury Creme Egg and Cadbury Mini Eggs. With around three-quarters of shoppers who purchase Easter confectionery early intending to buy again, it’s important to have the products they’re looking for to meet these consumers’ shopping expectations.”

*Independent convenience and Booker/BRP retailers within the UK, 18+. Display the 2021/22 season Cadbury Creme Egg POS for the chance of a winning egg to be placed within your store between 26/12/2021 and 17/04/2022. If a winning egg is distributed in your store and is registered by the winning customer with the Promoter, you win. Independent convenience retailers: Prizes:1 x £1,000, 1 x £500 & 18 x £100 Amazon vouchers. Booker/BRP retailer prizes: 1x £1000, 2x £500 & 3x £100 Amazon vouchers. See https://www.deliciousdisplay.co.uk for full T&Cs. Promoter: Mondelez Europe Services GmbH – UK Branch, Sanderson Road, Uxbridge, UB8 1DH.

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CATEGORY ADVICE NEXT-GEN NICOTINE

KEEP UP TO DATE WITH NEXT-GEN NICOTINE A category that continues to rapidly evolve, next-gen nicotine is now expected to be part of a convenience store’s offer. CHARLES WHITTING finds out how to build the right range for your customers

THE NEXT-GEN OPPORTUNITY NEXT-GEN nicotine is a relative newcomer to convenience stores, but it is a category that has rapidly grown in importance. With more people trying to give up smoking in favour of vaping and using other nicotine products, nextgen is a growing market. Lockdowns gave independent retailers a chance to exploit as many dedicated vape shops were closed, but now that things are returning to a semblance of normality, it is crucial to keep hold of your percentage of this growing market. In fact, at present, around 38% of vaping volume sales are taking place in the convenience channel.

“The next-gen market shows no sign of slowing down,” says Gemma Bateson, head of reduced-risk products at JTI UK. “In fact, the nicotine pouch category has experienced strong growth in the UK and is now worth approximately £21.8m a year. “Combined with the heated tobacco category, which is worth £73m, and vaping, which is in growth at 23.3%, retailers should consider how to best display this category in order to profit from the opportunities available.” In fact, some retailers, such as Aman Uppal, whose One Stop Mount Nod store in Coventry features 500 lines

of next-gen nicotine products and has won awards for it, believe these products should be as core a product for convenience stores as anything else. “It’s a product that people expect to see in stores now,” he says. “It will depend on your customer base, the size of your store and how close the nearest vape store is to you, but it’s worth having something. “My nearest vape shop is five miles away and we had the space so I saw an opportunity. Even if there’s a vape store near you, then it’s worth having some products, even if it’s more of a top-up range for convenience.”

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CATEGORY ADVICE NEXT-GEN NICOTINE

BUILDING A NEXT-GEN RANGE AS a category that offers a wide variety of products and brands, with each product also offering a range of strengths and flavours, the possibilities to consider when building a next-gen nicotine range are enormous. Whether you are starting a next-gen range or looking to build on your existing one, it is important to understand national trends, but also to consult your customer base to understand exactly what they might be looking for.

“Ensuring appropriate offerings across a variety of nicotine strengths is becoming more important as data shows consumers are shifting away from 18mg traditional e-liquids,” says a spokesperson for Edge. “This trend is particularly prevalent among new users who are opting for pod-based vaping products rather than the previously dominant opensystem products. “In addition, where higherstrength e-liquids are still

the big trends for 2022 “As we enter 2022, we anticipate demand for closed-system vapes will continue gaining traction at the expense of their open-system counterpart due to their sleek, ultra-compact properties, affordability and convenience,” says Micaela Sangiovanni, senior trade marketing manager at Relx International. “These devices meet consumer demand for a simplistic system that is easy to charge and activate.” “What I think will be big this year is nicotine pouches with more flavours and more strengths. I have customers asking for more flavours and higher strengths,” says Aman Uppal. “Overall, figures show that pod systems and cartridges have had the most year-on-year growth across all channels, and within convenience specifically, closed devices, such as Myblu, are the most popular, accounting for 7.9% of volume share, versus 4.9% for open devices,” says Blu’s Duncan Cunningham.

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RETAILER

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purchased, there is a trend towards nic-salt varieties over freebase nicotine.” It is worth talking to your supplier about getting the gantry that is right for your store, from simple counter display units to a fully installed vape station. Uppal worked with Real Trading, which provided his vape station, and supplies about 90% of his vape products. This saves him time as it’s just one delivery and one invoice.

Uthay Soundararaj, Costcutter Inverleith Row, Edinburgh “I HAVE vapes in my store and they are selling quite well because so many vape shops in Scotland have closed. I stock a disposable vape called Geek Bar that people are constantly coming in and asking for. It went really well in its first month and it’s continuing to grow. “The margins for next-gen are much better compared to cigarettes. You can get 20-30% margin minimum, compared to 5% for cigarettes. I largely just sell Blu and brands that are owned by the big cigarette companies. They provide marketing and PoS support, and if something goes out of date, they help us to remove it and replace it with something new. “My advice is to stick with the brands because we can’t deal with any untruths. With the big brands, it’s all true. We get calls from other suppliers, offering 60-70% margins, but there’s just not that guarantee that it will be safe for our customers. Customers won’t blame the supplier, they will blame us because they’re trusting us to provide them with safe products.”

Why become a member with My BAT Rewards? At BAT UK our mission is to support your business with a fit to purpose program to help you to grow your sales and profits across multiple categories. As a valued member you will enjoy: Exclusive offers and deals every month Exciting incentive scheme and rewards Trusted and high-quality brands Product training to help you grow your customer base

How My BAT Rewards works 3 simple steps: Sign-up to My BAT Rewards, Stock the required SKUs, Earn rewards. STEP 1 Become a member of My BAT Rewards by signing up through your BAT Sales Representative.

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Terms and Conditions apply. This product contains nicotine and is addictive. 18+ only. Read leaflet in pack. For trade use only. Not to be left within sight of consumers.

CATEGORY ADVICE NEXT-GEN NICOTINE

KNOW YOUR PRODUCT

TALK TO YOUR CUSTOMERS THERE are so many different options in next-gen nicotine that it is possible to have a range of 500 different lines and still not have covered the extent of the category as a whole. It is, therefore, important to keep an eye on trends taking place across the country, and you should also make sure you are talking to your customers. Depending on your store’s location and customer demographics, there will likely be greater demand for certain flavours and strengths that

you can supply to generate consistent sales. “We have a different model that focuses on high volume and low margin,” says Imtiyaz Mamode, from Premier Wych Lane in Gosport, Hampshire. “Recently, there’s been a high demand for disposables. We offer discounts so they can buy two or three for £10 and they get 600 puffs in one stick. Our prices are quite low, which makes us different from other shops. We use TikTok to sell it quickly and we ask for feedback

a next-gen overview Heated tobacco “A growing number of existing adult smokers are looking for an alternative, but familiar tobacco experience in the form of heated tobacco products. The heated tobacco category is worth nearly £2m a week in traditional retail, highlighting a real opportunity for retailers in the year ahead,” says JTI’s Gemma Bateson. E-liquids “E-liquids are available in a range of freebase nicotine strengths from 0mg to 20mg. However, most brands will not exceed 18mg – as they contain nicotine, they are only available in 10ml bottles by law. It should be communicated to consumers that the freebase nicotine used will create a harsher throat-hit at higher strengths,” according to Edge. Nic salts A spokesperson for Edge says: “Nic salts are made using a specially modified nicotine, which has a neutralised taste allowing for high strength to be vaped without the harsh throat hit expected of freebase. They are available in fewer strengths – often only 10mg or 20mg, making them a good option for those seeking high-strength satisfaction following recently giving up smoking. However, their smooth taste has made them popular for vapers of all experience levels.” Short-fills “Short-fills are only available for sale in 0mg, and the consumer must add nic shots purchased separately to create their own strength. This is because they are sold in large-volume bottles greater than 10ml, which means they must be sold as 0mg by law. It should be advised that consumers take care when matching the ratio of their nic shot to that of their chosen short-fill,” says an Edge spokesperson.

from our customers to find out what a product is like and whether they’ll like it.” Uppal has found that disposables, one of the big-selling categories of the latter half of 2021, continue to be popular with some of his customers, but by talking to others, he has found that regular users are more in favour of using the more cost-effective pod system. “The disposable bars are £5-7 each, which can be quite expensive, and that’s made

25 JANUARY-7 FEBRUARY 2022 betterRetailing.com

people think they might go back to smoking cigarettes. But we’re seeing reusable pens coming into the market,” Uppal says. “It’s the same brand with flavours people love, but in a pod system with reusable pods. That system ends up being more cost-effective in the long run. “There’s definitely a case for disposables for people who just vape on the weekends, but for my regular smokers who enjoy that flavour, they’ll be going onto the pod system.”

PRODUCT knowledge is incredibly important when it comes to next-gen nicotine, as there are so many people who will come into your store looking to you and your team for guidance about what to purchase. Working with suppliers can give you expertise on these products that will enable you to make the customer’s purchasing experience far easier and, therefore, repeatable. You need to understand what each product offers, how it differs from other products and why a certain line will suit a certain customer. “I’ve partnered with some of my bestselling brands so I can work with them and get support in promotions, PoS and marketing,” says Uppal. “Without Real Trading, I don’t think I’d be able to offer what I offer. “The market is so vast and you need that knowledge. I’m a non-smoker, so I sought advice from them to make sure I know what my customers need to know.” This knowledge isn’t just important from a selling perspective, but also for the

sake of the health and happiness of your customers. It is critical to understand the legal requirements on certain products to ensure that you don’t get caught out stocking something that might be legal in another country, but isn’t here in the UK. Staff should also be aware of how they can talk to customers about these products, as there is plenty of jargon that might put off newcomers to the category and cost your store a sale. “Being able to spot the signs of shoppers that may be too shy or feel uncomfortable asking for help is also really important,” says Duncan Cunningham, UK corporate affairs director at Imperial Tobacco & Blu. “Encouraging staff to proactively engage with these shoppers at the till in a friendly manner and offering to take the time to explain the types of vape products, or help them find the right alternative product for them, will help put them at ease. This is as crucial for liquids as it is for devices, given the myriad of brands, strengths and solutions available.”

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This product is not risk free and provides nicotine, which is addictive. Only for use by adults. This material is restricted to those who are involved in the business of the sale or distribution of tobacco who are aged 18 years and over. This material should not be made available to the public or sent to anyone else. IQOS is not risk free and is for adult use only. This product is not risk free and provides nicotine, which isaddictive. Only for use by adults who would otherwise continue to smoke or use other nicotine products.

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VALENTINE’S DAY The annual day of romance gives retailers a chance to provide a premium offer, as well as help with convenient, last-minute purchases, as the RETAIL EXPRESS team finds out

We’re not doing anything this year for Valentine’s Day, as it’s not as big for us as it used to be. How are retailers still making the occassion profitable? – Ushma Amin, Londis North Cheam, Surrey

Akshay Patel, Londis Towpath, Croydon

“WE offer seasonal �lowers, along with special chocolates. We also have a special gift offer, which is a hamper box that we can �ill up in store with chocolate, prosecco, teddy bears and things like that. We retail it at £25 and we’ve been doing it for a few years now. We stole the idea from someone on Instagram. The good thing is that if it doesn’t sell, we can just put the products back on the shelves after Valentine’s Day is over. “We pick stuff up and start selling them about two weeks prior to the occasion. That’s the optimum time to sell. We don’t get rid of the range until at least a week after because not everyone can celebrate Valentine’s Day on the actual day. “We’re �inding that we’re doing more postal orders and deliveries this year, so we think this Valentine’s Day could be a bit different.”

Reuben Singh Mander, The Three Singh’s, Selby, North Yorkshire

“WE have plans for Valentine’s Day. We want to get some fresh �lowers into the store, and do some offers on boxed chocolate and wine. It’s mostly chocolate and wine that we already have, supplemented by whatever the suppliers put out for it. “We’ll be going through promotional booklets this week to see what’s on offer. Then we’ll put up an in-store display to tempt customers passing by the shop. It will be front and centre as soon as you walk through the door. We’ll be implementing that by the end of this week. “Our suppliers have brought out a new range of cards this year – there’s a wider price range for our customers, so there are some higher-quality items and options to trade up. In the past, we’ve offered cheap-and-cheerful cards for last-minute purchases. This year, we’ve decided to start earlier and go more premium, and that should bring in a better pro�it.”

Narrinder Blaggan, Netherton Grocers, Liverpool

“THIS year could be another struggle because of Covid-19, but we got started on Valentine’s Day last week. It’s pretty big for our store. We usually get �lowers and chocolate boxes, and then combine them to sell in deals for our customers. So, if you buy the �lowers, an ornament or a bottle of wine, you get the chocolates half price. We’ll put everything near the front of the store and at the till. “We’re also going to do a Valentine’s meal deal, where we can add a £20 voucher for a meal at a local restaurant. The local restaurant owners do quite well out of it and we’ll be working with them, selling vouchers. It’s good to help them out because the restaurants have been struggling at the moment. This will be the �irst time we’ve done it, so we’ll see how it goes. We’re also doing a raf�le, so people can win £100, £25 and £15 vouchers to spend on goods for Valentine’s Day.”

In the next issue, the Retail Express team finds out how retailers support their elderly customers. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk