Retail Express - 27 July 2021 by BetterRetailing

UNDERCOVER IN THE WAR ON ILLICIT TOBACCO

• Editor Megan Humphrey teams up with investigators to expose the dodgy sellers harming legitimate retailers

27 JULY-9 AUGUST 2021 STRICTLY FOR TRADE USERS ONLY

Non price-marked packs are available. Retailers are free to set their own prices

FREEDOM DAY

FIGHTING FORECOURT CRIME

HEALTHIER SNACKING

Stores react to the removal of lockdown restrictions in England last week

The tech and tips that help keep stores and pumps free from retail crime

Win over healthconscious shoppers with this advice from leading suppliers

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UNDERCOVER IN THE WAR ON ILLICIT TOBACCO • Editor Megan Humphrey teams up with investigators to expose the dodgy sellers harming legitimate retailers

FREEDOM DAY

FIGHTING FORECOURT CRIME

HEALTHIER SNACKING

Stores react to the removal of lockdown restrictions in England last week

The tech and tips that help keep stores and pumps free from retail crime

Win over healthconscious shoppers with this advice from leading suppliers

P24

P27

our say

Megan Humphrey, editor

Going undercover and stamping out illicit I DON’T think I’ve ever said yes quicker than when Philip Morris invited me to go undercover with them and tackle illicit tobacco sellers in Nottingham. When I first launched the ‘Stubbing Out Illicit’ campaign, I did so with the intention of bringing independent retailers a behind-the-scenes look at what is being done to crack down on this organised crime. My undercover experience allowed me to do just that. It has given me the opportunity and confidence to know that convenience stores aren’t being forgotten in this fight. Instead, they are very much at the forefront. Undercover test purchasing is going on up and down the country, solely targeting independent stores with the aim of taking illegal stock out the market and punishing offenders. Each store I visited on the day, dealt with the sale differently. Whether it was keeping the counterfeit goods in their car, or only selling once code words had been mentioned, it’s clear these sellers are stayCONVENIENCE ing on their guard – especially after a recent raid on one site by STORES Trading Standards. Even though AREN’T BEING these sellers’ wariness meant we might’ve been denied more sales FORGOTTEN on the day, it’s encouraging to know Trading Standards are taking the right action. I hope reading about my experience helps you feel supported, and prioritised. There is no denying there is a lot that still needs to be done to tackle the illicit trade, but on the ground work is happening, and stores found selling illegal goods are being punished.

The five biggest stories this fortnight 01

Retailers reveal shopper response to ‘Freedom Day’

SUHARA PAVITHRI JAYASENA FREEDOM Day on 19 July 2021, ended more than a year’s worth of Covid-19 restrictions in England. Many retailers told Retail Express that they have not noticed a change with the way customers are behaving, with most continuing to adhere to Covid-19 preventative methods by wearing masks and social distancing, despite

restrictions being lifted. Ketul Desai, of The General Store in Tufnell Park, London, said: “Every person who’s been in has been wearing masks. It just seems like what it was like before. “Alcohol and soft drink sales are up due to the hot weather and the football, but people are still adhering to Covid-19 precautions.” Dipak Shah, of H & R News in Camberley, Surrey, added more signage advising

customers to wear masks and said compliance remained high. However, pockets of the country did report a change in customer approach. Hitesh Modi, of Londis, Chesham, said: “We’ve got Perspex screens and hand sanitiser. We haven’t changed the way we’re working, but obviously

we can’t force customers to wear masks. It’s generally the younger generation who don’t wear them as much.” The day was also marked with some celebrations in store. Vas Vekaria, of Premier Lever Edge in Bolton, planned live music and food for outside his store, serving fresh pizza and Indian food.

TO FIND OUT HOW MANY STORES SOLD US ILLICIT TOBACCO, TURN TO PAGE THREE @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 3357 Features editor Charles Whitting @CharlieWhittin1 020 7689 3350 Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361

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

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

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

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Grocery down YoY

GROCERY sales fell by 5.1% over the 12 weeks to 11 July, according to the latest Kantar �igures, with shoppers still spending £3bn more on groceries compared with the same period in 2019. Alcohol sales saw an increase of 24% compared

with 2019 because of the in�luence of ‘football fever’, which led shoppers to spend £1.2bn. The number of people who were shopping online for groceries fell by 81,000 in July compared with last year.

Shops pinged shut

SOME local shops have been forced to shut after staff were ‘pinged’ by the NHS Test and Trace system. Growing case numbers and easing restrictions are fuelling a dramatic rise in those self-isolating, with alerts up 60% at the start of July.

The ACS advised stores to break government guidance by using lateral-�low tests if contacted by the NHS app and carry on as normal if the result was negative. Wholesalers reported similar issues affecting the supply chain.

Account manager Adelice Tatham 020 7689 3366 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 Audit Bureau of Circulations July 2019 to June 2020 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.

Nisa delivery failure

NISA has capped frozen and ambient deliveries amid widespread failures and delays that are costing partnered stores thousands of pounds of lost sales. The symbol group blamed suppliers failing to deliver goods, hot weather and the

driver shortage caused by Brexit and the pandemic, but retailers accused Nisa of not doing enough to tackle the issues. Between three Nisa retailers contacted by Retail Express, 28 deliveries in the last month were severely delayed or cancelled.

Post Office & Amazon

THE Post Of�ice is hopeful that its Amazon parcel trial will be rolled out across more of its branches following positive feedback from the US online giant. Post Of�ice chief executive Nick Read visited stores taking part in the trial last week,

and said he had received “extraordinary feedback” from Amazon in relation to the retail standards in its click and collect parcel trials underway in 200 of its 11,500 sites. “I think it sets us up for a bigger and larger rollout,” he revealed.

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

Undercover in the fight against illicit tobacco sellers RETAIL Express editor Megan Humphrey details a day spent undercover with plain-clothes antiillicit investigators and tobacco company Philip Morris Limited (PML) on the hunt for illicit sellers in Nottingham last month. At 10.15am outside Nottingham train station we met a team of three undercover investigators hired by PML. Over coffee, the covert plans for the day were discussed. The team were to carry out test purchasing of illegal cigarettes in several convenience stores in and around the city. It was their second day in the same location, and the previous day saw only four illicit packs found, a belowaverage haul, so my expectations for the day were low. Intensive planning and research had been carried out before the trip. This wasn’t just a case of turning up, driving around, and popping into a few dodgy looking convenience stores. Instead, the squad had taken an extensive look back at all the previous intelligence gathered in the area over the years, and used this to determine a ‘hit list’ of shops. However, attention wasn’t just going to be on physical stores. The team had spent weeks trawling Facebook group pages, both public and private, with the hope to meet up with a seller and carry out a street exchange. After hitting the road, we set up camp in a supermarket car park. Later, they’d come back to a high street already scoped out the day before. As we approached, one team member said: “It’s so important to speak to the locals. They know the usual suspects and can help send you in the right direction”. They revealed one of the shops on the same road had been raided by Trading Standards only a few weeks earlier, so it was clear those selling illicit tobacco would be on their guard. The team were immediately turned away from the �irst shop we entered, with

the retailer claiming he’s never sold illegal stock, despite previous reports stating otherwise. But just a few metres away they hit the jackpot. The PML-backed investigators asked for two packs each of Marlboro Red. The retailer got up and walked to the back of the shop. After �ive minutes, he presented us with the packs, each priced at £5. It was shockingly easy. No questions asked, and without hesitation the retailer in question had carried out an illegal exchange. As the team hopped back into the car to meet up with a Facebook seller, I was able to �ind out how this work on the ground contributes to the bigger �ight. The cigarettes purchased, as well as the store details, get bagged up and sent to Trading Standards. It is then up to each regional department on how they take action. When asked why some of the stores we’d visited, who had previously made illegal cigarette sales, were still operating, one of the of�icers said: “It depends how resourced a particular department is. “We know of raids that have happened soon after we’ve visited, and that’s why its important for us to keep building up cases against them.” Halfway through the day’s operation, despite only making one seizure, it felt reassuring to be helping put legitimate tobacco sales back into the tills of responsible retailers. At just before 1pm, we pulled up across the road for a pre-arranged meeting with an illicit seller arranged over Facebook messenger. Analysis by Retail Express in 2019 identi�ied more than 100 illicit sellers using the social media network. Tobacco manufacturers have since cracked down on the site, using image recognition and other tools to have illicit adverts removed and accounts shut down. However, as shown by our next encounter, the trade online remains a

proli�ic threat to legitimate shops. One of the team members and I made our way over. It felt risky. We were unaware of who would turn up. Five minutes later, a car arrived. All smiles, the seller handed over two sleeves for £80 and drove off. It was so casual it was hard to believe he’d committed an act that can land an individual with �ines worth thousands of pounds and a criminal record. The next two visits also found success. One retailer collected the illegal stock from his car, and another had the packets hiding down the back of a glass counter-top unit. For the next one, I’d been told to hang back and pretend to be on my phone observing the sale. One of the of�icers revealed the day before, he thought the retailer had become suspicious and sent some ‘watchers’ to observe as they walked away. They were right, a gang lingered outside the shop. I tried to keep a low pro�ile. But this caution certainly didn’t dissuade them from breaking the law. A packet of Richmond was bagged up and sealed. As it stood, we were operating on an 80% success rate.

Last up was a store directly opposite a major convenience fascia. We’d been told to turn up at this time the previous day because the retailer would be in, and only he was able to make the transaction. However, when we arrived, he was a no show. This didn’t matter, though. The day had been a success. The team had new intelligence that could be put to use in targeting illicit sellers and the gangs behind them. It was encouraging to see there’s a lot going on behind the scenes to tackle those taking trade away from legitimate sellers. Especially since a common complaint from store owners is that they often feel alone in trying to tackle the issue locally. It’s clear, for as long as efforts on the ground like this are being carried out, retailers should feel supported, and yes, although there’s always more that can be done, after what has been a challenging year, work is de�initely ramping up to crack down on the illicit trade.

Commenting on its operations against the trade in unlawful tobacco, PML head of �ield force Cem Uzundal told Retail Express: “We’re continuing to play our part in tackling illicit trade on the ground. “This not only includes visits such as these, but we also work with retailers to ensure they know that illicit products are completely unnecessary in this day and age. “Smoke-free alternatives, such as heated tobacco products, are now widely available to legal-age smokers, and are both affordable and less harmful than continued smoking.” Stay vigilant and always report any suspicious activity to Trading Standards. I’ve seen �irst-hand how your reports really don’t go unnoticed.

GOOD WEEK EUROS: Thousands of stores closed early so staff could watch England vs Italy in the Euro 2020 final on 11 July. Independent retailers, Co-op, Tesco Express and some centrally-owned Bestway stores were among those letting shopworkers finish at 7.45pm to watch the final, which Italy won on penalties. However, Lidl staff missed out on an extra hour in bed after the discounter promised it would open one hour later if England won. SYMBOL: Budgens is adding 20-30 sites every six months, showing the most consistent growth of any symbol group. David Haywood, founder of retail estate analyst Maximise UK, said the growth was fuelled by forecourt site conversions. Eighty stores were added in 12 new areas such as York, Manchester and Newcastle. In 2018, Booker added the Budgens range to a depot in South Yorkshire to aid in its northern expansion.

BAD WEEK FRANCHISE: WHSmith Local franchisees have been given until June next year to find a new fascia and stationery supplier. The firm sent letters to affected stores at the end of May informing them of the decision. Although WHSmith had previously said it was winding down the fascia, the decision marks a U-turn as it promised affected retailers could still continue under a wholesale relationship. One affected franchisee called the decision “disappointing”. WHOLESALE: Sainsbury’s is to exit wholesale supply from next summer. The decision affects existing agreements with symbol group Simply Fresh and independent retailers through direct supply. Sainsbury’s, which also has deals with EG Group and WHSmith, said the decision was to help simplify the business and offer lower prices in stores. Simply Fresh has five stores impacted by the decision and is helping affected retailers find new suppliers within the symbol group.

NEWS

27 JULY-9 AUGUST 2021 betterRetailing.com

Eskuta’s cheaper and faster deliveries MEGAN HUMPHREY ELECTRIC delivery bike company Eskuta offers a faster, more cost-effective and greener means for independent convenience stores to get goods to their customers, according to managing director Ian O’Connor. Top performing stores including AF Blakemore Spar sites, Parfetts’ The Local shop and Filco Supermarkets are al-

ready onboard. O’Connor said Eskuta is also in talks with McColl’s and Booker Retail Partners, with the latter interested in “getting delivery services in as many sites as possible”. The �irm is already a takeaway market staple through deals with brands such as Just Eat and Papa John’s, but is now looking to crack the grocery trade. The managing director said cutting costs was the

key bene�it. “Convenience is a lower-margin market. You can put a delivery surcharge on but there’s a limit to how far. Growing pro�itability is about lowering cost.” Unlike mopeds, vans and cars, its 50-mile-range £1,895 SX-250d electric delivery bike requires no commercial insurance, no driving tests, no petrol and can be operated by shop staff. O’Connor said for McColl’s

– currently partnered with Deliveroo, a major attraction was not just the cost savings but growing awareness of its delivered service. Explaining the value of on-vehicle promotion, he said: “Just Eat places a high value on ‘�inal-mile visibility’. That’s why they provide jackets and bags. It means there’s awareness of the brand on the doorstep[...] Our bikes are designed to be branded to promote the partners’ offer.”

MAKE TODAY A

WITH A SCRATCHCARD

Pharmacy opportunity RETAILERS have teamed up with their local pharmacy to boost footfall by acting as prescription collection points. Deepak Kumar, of Tintagel Premier Stores in Cornwall, started working with his pharmacy at the start of the pandemic.

“One of their branches closed down,” he said. “We have a locked letter box where the pharmacy staff drop off prescriptions in bags. They then message customers.” Kumar those who use the service “have also made additional purchases”.

FOOTFALL BACK IN CITY CENTRES

FOOTFALL and sales in city outlets is recovering well in Sainsbury’s convenience store estate. In its Q1 trading statement, published this month, the multiple attributed its year-on-year small-format sales growth its urban convenience stores and ‘Food on the Move’ stores returning to stronger trading. Three more Neighbourhood Hub stores have also opened, bringing the total to seven.

The supermarket’s overall grocery sales, in-home consumption due to Covid-19 restrictions was cited as the cause of its overall revenue rise, up by 0.8% year on year.

Amazon for indies Why not suggest the Olympic-themed Win Gold game to your customers at the till?

Rules & Procedures apply. Players must be 18+.

NEW home delivery company, Click It Local is rolling out a model similar to Amazon across the UK. It currently works with 1,500 small shops in Cambridge, Essex, Brighton, and Surrey, but it’s now taking on new retailers farther a�ield. Unlike other services, customers can order products from across multiple retailers, which are then picked up and delivered together the next day. Co-founder Steve Koch said the service only being available to independents allows them “to really compete with a large supermarket”.

Pringles Live a Little Trade Advert 260x339mm Jul 21 HIGH RES.pdf

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PRODUCTS

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Dairylea and Philadelphia shrink pack sizes PRIYANKA JETHWA MONDELEZ International has shrunk the pack sizes of its Dairylea Dunkers, Snackers, Lunchables and Philadelphia snack ranges, while keeping the RRPs the same. Snackers Buttons 64g will replace the 85g format, Lunchables Chicken ‘N’ Cheese 68g will replace

the 77g size, and Dunkers Jumbo 164g will replace the 180g format. Barry Patel, who runs two Nisa stores in Luton, said his customers notice when pack sizes shrink and the price remains the same. He told RN sales of said products decrease by 20% on average as a consequence in his store. “The same thing happened

when they shrunk the size of Mars bars and some crisps – customers either then turn to multipacks, switch brands or �ind an alternative at discounters. “Our multipacks of crisps now outsell singles because to customers it represents better value for money. It will mostly be dependent on whether the actual packaging will shrink as well,”

he explained. A Mondelez spokesperson told Retail Express: “In 2019 we announced our aim to offer all confectionery everyday treats, predominantly purchased for children, in portion sizes under 100 calories. “Our aim is to help our shoppers make better decisions regarding the snacks they provide for

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their families. “Unfortunately, reducing calories does not always necessarily translate to reduced costs, which is why in this case the RRP has remained the same. Retailers are free to set their own prices.”

Nature Valley offers free festival tickets NATURE Valley’s new onpack promotion will give families the chance to win tickets to the brand’s ‘Nature Valley gone wild festival with Bear Grylls’, taking place 26-29 August. It will be supported by TV, video-on-demand and digital advertising, as well as social media posts, an in�luencer campaign and in-store PoS. It forms part of the brand’s £2m ‘Get out more’ Masterbrand campaign. Roisin Witort, marketing manager for snacking

at General Mills, said: “After more than a year of mainly being cooped up indoors, we’re thrilled to give families the chance to win tickets to one of the most exciting events of the year through our on-pack promotion.” The promotion is live now across wholesale and convenience. “Our aim is to help our shoppers make better decisions regarding the snacks they provide for their families,” Witort said.

Cono Sur teams up with Plantlife FOLLOWING its ecofriendly wine campaign, Cono Sur has teamed up with Plantlife to launch an on-pack promotion where it will donate 20p for every promotional bottle bought to the conservation charity. Consumers must enter the code online to activate it. The promotion will run across �ive Cono Sur Bicicleta varieties – Pinot Noir, Viognier, Sauvignon Blanc, Merlot and Malbec – from now until 1 November. Cono Sur senior brand manager Heather Jones said: “We wanted to create an eco-friendly activity which was a call to action and gives

shoppers something they can get directly involved in, on a national and local level.”

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Drive cake sales this summer PRIYANKA JETHWA & TAMARA BIRCH PREMIER Foods is bringing back Cadbury Ice Cream Mini Rolls, a range of limited-edition ice creaminspired varieties available in Neapolitan and Mint Choc �lavours. The Cadbury Ice Cream Mini Rolls range has in the past contributed to 73% of incremental volume sales in the total mini rolls segment. The supplier added retailers can range it ambient alongside existing Cadbury Mini Rolls, and can also be consumed frozen. Harry Singh Hallen, from Londis Carstairs Junction in Lanark, said he will always

try new products as he “never knows what might work”, but has issues with his symbol group sourcing frozen lines. “The product sounds good and I like that it can be merchandised as an ambient or frozen line, but I don’t think they’ll help chocolate sales increase in the summer. In my experience, if category sales are down, they’re down and one line won’t change that. But, then again, everyone’s habits keep changing,” he added. In contrast, Mathew Bird, brand director for sweet treats at Premier Foods, said that typically, sales of chocolate-�lavoured cakes can drop around 9% over the

summer, compared to the rest of the year, “so this range is well-placed to attract a broader range of shoppers to the cake �ixture”.

Schweppes unveils summer campaign COCA-COLA Europaci�ic Partners GB (CCEP GB) has launched a multimillion-pound campaign for Schweppes. It will span two 10-second TV adverts, celebrating the return of summer socialising with a light-hearted play on the brand’s ‘We got the tonic, you’ve got the spirit’ tagline. Murals will also feature across Birmingham, London and Manchester, alongside digital ads in 11 city centres, including Glasgow, Leeds and Liverpool. Martin Attock, vice president of commercial development at CCEP GB, said: “Last year, Schweppes led the mixer market, selling almost

double the volume of its closest competitors in retail.”

Frollies stick makes a summer debut

Reign expands range Kleenex tissues partners with Mind with two flavours

KERRY Group has expanded its Strings & Things range with Frollies, a chilled smoothie snack on a stick. Frollies are �irm enough to hold their shape, making them a convenient and mess-free option for kids’ lunchboxes and on-the-go occasions. The product comes in packs of four, with an RRP of £1.75, and is available in a Strawberry & Banana �lavour. The kid’s handheld yoghurt category is now worth £97m, growing by 11% compared to last year, and is part of an overall kids’ yoghurt category that is now worth £412m.

COCA-COLA Europaci�ic Partners has expanded its Reign Total Body Fuel range of energy drinks with the launch of two new varieties – Peach Fizz and Orange Dreamsicle. Available now in plain and price-marked packs, and consistent with the rest of the range, the new options contain 200mg of caffeine each. The supplier told Retail Express Reign is currently stocked by one-in-four convenience stores in the UK, and is worth almost £5m in the channel, experiencing growth of 99% year on year. The drinks have an RRP of £1.49 each, and other varieties in the range include

sponsored

Relx launches three new pod flavours RELX International has expanded its pod range with three new varieties – Zesty Menthol, which has a citrusy mint taste, Blue Gems for blueberry-�lavour fans, and Black Twist, which features a cranberry-liquorice taste. The pods are available in a two-pack with an RRP of £5.99. The pods are compatible with Essential and In�inity, the brand’s most popular ecigarettes, priced at £9.99 and £19.99, respectively. Both devices are engineered with leak-resistant maze and SuperSmoothTM technology, providing a premium alternative for existing adult smokers.

Melon Mania, Razzle Berry, Lemon Hdz and Sour Apple.

KLEENEX has unveiled a new limited-edition design of its Collection Cubes and pocket packs, created in partnership with mental health charity Mind. For every box or pocket pack sold from the Take a Moment collection, Kleenex will donate to Mind. Four tissue-box designs have been launched in orange, blue, purple and green colours, and to support the partnership, the brand will be launching a campaign later this summer. The new Kleenex Take a Moment Collection Cubes and pocket packs are available with an RRP of £2 from all major wholesalers.

Teapigs expands cold Nestlé Cereals gets brew range people moving

FOLLOWING the launch of its cold brew teas last summer, Teapigs has introduced three new �lavours to its range: Pink Grapefruit; Watermelon & Hibiscus; and Blackcurrant & Raspberry. The teas are specially designed to brew quickly in cold water. The supplier said the launch comes as more consumers are increasingly looking for low-calorie, healthy drinks, and the trend for reaching ‘water goals’ is on the rise. The teas come in boxes of 10 with an RRP of £3.99, and in cases of six. They are also available in single-serve envelopes for those with machines in their stores.

NESTLÉ Cereals’ new onpack promotion and social media campaign is designed to inspire people to get moving ahead of the Tokyo summer games. As the of�icial partner of ParalympicsGB, an on-pack promotion will run across brands such as Shreddies, Cheerios, Nesquik, Shredded Wheat and Go Free, offering consumers the chance to win prizes such as a treadmill, mini trampolines and city bikes – with 550 prizes in total up for grabs. The partnership will also see the creation of ‘stickers’ and ‘�ilters’ featuring the ambassa-

dors for fans to use to show their support for the British team during the games, as well as to help to promote greater inclusivity across social media channels.

27 JULY-9 AUGUST 2021 betterRetailing.com

£20,000 up for grabs Kellogg’s new crunchy from Boost Drinks Nut Butter Bars KELLOGG’S is expanding its Crunchy Nut range with Nut Butter Bars, available in Cocoa Hazelnut and Almond varieties. The new bars are available now with an RRP of £1.30, and are available in a number of convenience stores. The new range of bars are gluten-free, contain no palm oil and no arti�icial colours or preservatives. Crunchy Nut ‘Nut Butter Bars’ are only available in singles, designed for on-the-go snacking.

Speaking about the launch, Susann Heinz, senior brand activation manager Kellogg’s UKI, said: “Knowing the popularity of the cereal, launching Crunchy Nut ‘Nut Butter Bars’ allows us to meet a wider range of consumer occasions and tap into the growing trend of nut butter. “Crunchy Nut is regularly regarded as the UK’s favourite cereal and we’re con�ident fans will love this snack as much as we do.”

SCANDINAVIAN Tobacco Group UK (STG UK) has introduced a new pack format for its Signature Red Filter brand. As the UK’s bestselling aromatic �ilter cigar, the pocket-friendly sized pack comes with an RRP of £5.79, and matches the current trend towards more convenient tobacco options. Signature Red Filter is currently the ninth bestselling cigar brand in the UK with an annual sales value of just under £8m.

STG’s UK brand activation manager Clara Maria Endresen said: “We know consumers are increasingly looking for more compact and convenient formats so we anticipate this change will be well received, particularly at the new reduced price point.” The �ilter and �lavour segment in the tobacco category, and in particular vanilla -�lavoured options, grew approximately 8% between 2018-2020.

Signature Red Filter gets a new look

Have a luxury night in with Echo Falls

ACCOLADE wines has unveiled a ‘Luxury pamper night in’ promotion to support sales of Echo Falls. The competition will feature on just under three million necktags across multiple 75cl lines, as well as on outer case stickers. Shoppers will have the chance to win one of 500 pamper hampers, plus a sample of the new Echo Falls Seltzers. The competition will be supported by in-store PoS as well as a social media campaign.

BOOST Drinks is marking its 20th anniversary with a campaign that will give retailers cash prizes as a way of saying thanks for helping the brand achieve year-onyear growth. The ‘Local legend’ campaign will shortlist 20 independent retailers based on the impact they have had in their local communities. These retailers will then be judged later this year by a panel selected by Boost. The winners will be selected at an in-person gala

and awards ceremony in London in November. The winner of �irst prize will get £20,000 to invest in their business, while there are also prizes of £2,000 and £1,000 for the runner up and third place. There will also be further prizes awarded to the remaining 17 shortlisted retailers. The competition runs from now until October. Members of the panel include senior Boost stakeholders and Simon Birks, vice president of the NFRN.

SWIZZELS has launched a ‘Squashies squashathon’ campaign for summer, running until the end of August. There will be a number of challenges for consumers to get involved with, with daily prizes on offer, and Swizzels will be supporting retailers by raising awareness of the campaign through PoS and display unit materials, de-

signed to attract shoppers and boost sales. Clare Lynch, Squashies brand manager at Swizzels, said: “Squashies is now the number-one sugar confectionery brand, so we’re making the most of the brand’s popularity during this sales period where the proportion of sweets bought versus chocolate naturally increases.”

Daily prizes up for grabs with Squashies

PRODUCTS

Havana Club collabs with Skepta second time around PRIYANKA JETHWA PERNOD Ricard UK is back with its second collaboration between Havana Club and UK grime artist Skepta, with a limited-edition Havana Club 7 bottle. Following the success of last year’s campaign, the brand is in-

creasing the number of bottles produced to 60,000. Last year, out of the 36,000 bottles produced, the supplier told Retail Express 10,000 were sold through the convenience channel, with sales concentrated in London, Manchester, Birmingham, Leeds and Glasgow. Marnie Corrigan, brand director at Pernod Ricard UK, said last year’s limited-edition Skepta Havana Club bottles sold out in six weeks and recruited a younger audience into the brand, and it hopes to do the same this year. The supplier also told Retail Express that retailers should place the bottle at eye-level, and group ‘party drinks’ such as �lavoured vodka, dark and golden rums

together, so browsing and impulse purchases are easier to make. The launch will be sup-

ported by an outdoor and digital campaign from August, and retailers will have access to in-store PoS.

27 JULY-9 AUGUST 2021 betterRetailing.com

19 Crimes taps into hard seltzers TREASURY Wine Estates is expanding into the hard seltzers category with the launch of 19 Crimes Seltzers, available in Lime Bitters, and Raspberry & Black Pepper �lavours. The drinks come in 330ml cans and have an ABV of 5%, and contain 99 calories per can. Hard seltzers are forecast to be the fastest-growing section of the ready-todrink category over the next �ive years. They also appeal to those looking for low-ABV wines, with 44% of UK alcohol drinkers who are aged 25-34, considering drinks with a lower ABV appealing. 19 Crimes Seltzers have an RRP of £2.50, and the launch will be supported by a social media and sampling campaign.

Carb Killa bar in new fudge flavour

GRENADE has added to its Carb Killa Protein Bar range with a fudge �lavour, Fudged Up. It contains 20g of protein and 1.7g of sugar, and is designed for consumers looking for an alternative to highsugar confectionery. It comes in a single 60g format with an RRP of £2.59. Grenade head of product

KP Snacks launches cricket campaign Cofresh expands Asian-inspired range COFRESH has launched two new Asian-inspired snacks: Mango Chutney Grills and Onion Bhaji Corn Crackers. Both are suitable for vegetarians and vegans and have an RRP of 83p. “The last year in lockdown has seen increased demand for new varieties but people are also embracing the comfort factor found in familiar �lavours,” said Jon Roberts,

Cofresh brand manager. “The renewed interest in health and well-being also means there’s a fantastic opportunity for our Grills – with 30% less fat than the market leader.” The new snacks will be supported by an advertising and social media campaign, as well as in-store promotional activity such as multibuys to help drive shoppers to the �ixture.

KP Snacks has revealed the details of its partnership with The Hundred, a new 100-ball cricket competition. As the of�icial team partner of The Hundred, Popchips, Butterkist, PomBear, Tyrrells, KP Nuts, Hula Hoops, McCoy’s, and Skips, will feature on team shirts,

alongside TV advertising. In the run-up to the competition, KP Snacks is encouraging retailers to purchase cases of its promoted products for a chance to win match tickets and merchandise. The KP Snacks range is growing in value at 5.4%, ahead of the overall category.

Rob Page said Fudged Up Carb Killa Protein Bar is a way to curb sugar cravings while providing protein, ideal as a post-workout refuel, midday treat or on-the-go-snack. It follows the launch of the brand’s Chocolate Chip Salted Caramel Carb Killa Protein Bar in March.

PRODUCTS

Pladis goes peanuts for Flipz PRIYANKA JETHWA PLADIS has launched Flipz Peanut Butter coated pretzels in a £1 price-marked pack (PMP) format. It marks the second Flipz PMP, following the Milk Chocolate pack launched in August 2020, which Pladis says is now worth £400,000 in convenience. Jonathan Bull, marketing director for chocolate, cake and seasonal at Pladis UK&I, said despite accounting for only 12% of lines, PMPs represent three-quarters of sales in convenience stores. “Couple this with the fact 91% of shoppers are actively looking to save on groceries, it’s clear products in this

format are independent retailers’ ticket to unlocking snacking sales growth,” he added. Additionally, Flipz sales have increased by 106% in independents, and Pladis has

added the Milk Chocolate variety to its list of top 10 biscuit must-stocks in the convenience channel. Flipz �irst launched in the UK in 2018 in Milk Chocolate and Dark Chocolate �lavours.

The range now includes Salted Caramel and White Fudge, alongside limited-edition �lavours such as Strawberry Cheesecake, Peanut Butter and Cookies & Cream.

Magners returns to £2.5m investment screens with new ad in Weetabix Melts MAGNERS Irish Cider has launched its �irst TV advert in four years with its ‘When time bears fruit’ campaign. The campaign will be supported by a six-�igure advertising spend across TV, video-on-demand, digital and social media, with advertising spots around popular TV shows

Love Island and Gogglebox. This will be backed by an on-pack promotion giving consumers a chance to win staycations and home improvement prizes among others. The promotion will be available across Original 10x440ml cans, 8x500ml bottles and its single pint bottle format.

WEETABIX Melts is hitting TV screens for the �irst time as part of a £2.5m investment. This will be supported by a social media and an in�luencer campaign, as well as in-store PoS to drive awareness of the range. The advert is expected to reach 25 million consumers in the UK. Available in two �lavours – Milk and White Chocolate – Weetabix’s latest sub-brand is designed to capitalise on the popularity of the ‘tasty cereal’ category, which has seen 15.7% growth over the past year. Classi�ied as non-HFSS, the packs also contain no red lights for nutritional

pro�ile. The cereal has an RRP of £2.99 for a 360g pack and is available in cases of six.

27 JULY-9 AUGUST 2021 betterRetailing.com

Limited-edition Aspall drives sales Cadbury gifting bars of cider this summer MONDELEZ International has launched limitededition Cadbury Dairy Milk chocolate gifting bars. The packs feature quotes such as ‘Perfect just the way you are’ and ‘You’re all kinds of amazing’, designed for sharing and gifting as the UK emerges from lockdown. The limited-edition Dairy Milk bars will be available until the end of September

with an RRP of £4.23. Nancy Moore, brand manager for Cadbury gifting, said: “The last year and a half has a taken a toll on the nation’s selfcon�idence, but we know a simple compliment can go a long way to lift someone’s mood. These bars have been created to encourage thoughtful gestures to those you value most.”

Burts announces seven-figure spend BURTS Snacks has announced a seven-�igure marketing spend, marking its �irst campaign in nearly a decade. ‘So Burts it hurts’ will span outdoor posters in the southwest region, including targeted digital activity running across multiple social media channels. The campaign will feature imagery of landscapes

across Devon and Cornwall, as well as the brand’s most popular �lavours, including Sea Salt, Sea Salt & Malt Vinegar, Devon Roast Beef, Mature Cheddar & Spring Onion, Firecracker Lobster and Sweet Chilli. The brand states the campaign is designed to resonate well among those living and visiting the region.

MOLSON Coors Beverage Company is giving consumers a chance to win a picnic hamper by entering through a neck-tag promotion on bottles of Aspall cider. It will run on bottles of its Premier Cru, Draught and Organic Cyder varieties and be supported by a social media campaign and PoS material to encourage

consumers to enter. There are also other ‘instant win’ prizes to be won, such as a picnic blanket. The supplier said: “Throughout the coming weeks, we’ll be helping retailers make the most of this competition with social media activity and PoS material to help raise awareness of the competition and the prizes up for grabs.”

Fibre One plays on low-calorie content GENERAL Mills is investing £3.5m behind a new advert for Fibre One, ‘Crave club’, marking the brand's biggest campaign to date. Spanning TV and videoon-demand, the advert will showcase varieties such as its Brownie option, focusing on it being a permissible treat containing 90 calories. The campaign is expected

to reach four million new target consumers and follows the brand having reduced its sugar content by 30%. The brand has also partnered with women’s lifestyle title Grazia to be the sole sponsor of the Grazia Life Advice Podcast. Fibre One 90 calorie and Grazia will also collaborate on branded content and live events.

Non price-marked packs are available. Retailers are free to set their own prices

OPINION

DON’T MISS THE 6 AUGUST 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 COVID-19: Will you be implementing a new mask-wearing policy? “I’M still planning on keeping some measures in store such as hand sanitiser stations and till screens. Mask wearing is already unenforceable at a store level. There’s no chance customers will stick to this now ‘Freedom Day’ has passed.” Liam Cross, Spar Dersingham, Norfolk

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“WE put up flags and lights to make it a really special event. We also used a projector to stream a video of the England flag onto the pavement. This caught the attention of people outside, who were encouraged to come into the store and see what they could pick up.” Mitz Patel, Meet & Deep News, Twickenham

“WE used social media to advertise all the deals and alcohol promotions we were running on the day. This showed customers what was on offer and what they could stock up on in preparation for the final. Those that came in often bought other items not on their list.” Nash Dhindsa, Liquor Cellar, Warwickshire

POLLUTION: How are the latest ‘cleanair zone’ charges affecting you? “PEOPLE are less willing to drive in. A business nearby is having to deliver because people aren’t coming in as much. Smiths News has swapped around its drivers covering the clean-air zone. Rep visits have also been affected.” Ghanshyam Patel, Frank Joiners Supermarket SuperShop, Sandwell Valley

“OUR milk supplier said they would no longer work with us because it wasn’t cost effective to drive in. We’ve had to go with a more expensive supplier. We’ve got parking out front, so we’d often get people popping in off the ring road, but now it’s quiet.” Anonymous retailer, name and address supplied

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

Sam Coldbeck, Wharfedale Premier Convenience, Hull

EURO 2020: How did you attract sales to your store on finals day?

PLUS

THE LEADING TITLE FOR NEWS AND CONVENIENCE RETAILERS THE LE ADING ERS TITLE RETAIL FOR NE Soft drinks: IENCE NVEN WS AN The £812 segment D CONV AND CO NEWS ENIENC R stores are FO : E E RETA G TITL vealed ILERS ience IN missing out on Re en AD nv g LE

“WE will be advising wearing masks. We have spoken to our staff and said we would like them to wear masks on the shop floor. We have younger staff who haven’t been received their vaccinations yet, so it’s too early for people to not wear masks.”

We have younger staff who haven’t been jabbed

Hot or not? How to spot whether a new product launch is going to be a success or a short-lived fad Attracting weekly shoppers: top tips for generating consistent repeat custom

27 JULY-9 AUGUST 2021 betterRetailing.com

Smiths News has swapped around its drivers PLANNING: What will you be focusing on as lockdown restrictions ease?

Newspapers will remain our target

“WE will start thinking ahead and planning for Christmas and Halloween. We’ve been experiencing food shortages after not being able to get stock on time, so this is something we are focusing on currently and thinking about how we can tackle it.” Anita Nye, Premier Eldred Drive Stores, Kent

“MY store is very well known for our newspaper deliveries, so newspapers will remain our target and focus for the rest of the year. We also specialise in confectionery products, so we will be looking to continue getting new products on our shelves.” Dipak Shah, H&R News, Camberley, Surrey

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©2021 Coca-Cola Europacific Partners. All rights reserved. All brands are registered trade marks of their respective owners. Sources: 1. AC Nielsen Value Sales Independents & Symbols MAT w.e. 22.05.21, 2. AC Nielsen Value Sales Independents & Symbols Latest 12wks w.e. 22.05.21. *Whilst stocks last.

COC1414_SummerOfLights Ad_RE_AW1.indd 1

14/07/2021 11:25

LETTERS

27 JULY-9 AUGUST 2021 betterRetailing.com

Letters may be edited

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

amit Puntambekar

Ash’s Shop Nisa Local, Fenstanton, Cambridgeshire

Be prepared for challenges ahead

‘We should boycott unsafe cash and carries’ LAST week yet another retailer was attacked and robbed at a Costco branch in London. She was pulled out of her vehicle at the Watford depot and had her bag taken from here. The police arrived but didn’t do any more than provide a crime reference. The depot staff shrugged. Because these criminals use fake plates or stolen vehicles it’s seen as a write-off in pursuing it. Both the police and wholesalers need to

stop ignoring their responsibilities to keep retailers safe. Where is the Automatic Number Plate Recognition and where are the security patrols, car park barriers and retailer alert groups? I’ve heard of stores that have been attacked so many times at cash and carries that they can’t even secure commercial vehicle insurance any more. After an attempted theft from my vehicle, I was left with signi�icant damage to

repair and the cost to stores is measured in more than money. It’s time and wellbeing, too. There are a couple of changes that would force wholesalers to take action. The �irst is an organised boycott of cash and carries where people are frequently attacked and robbed - using WhatsApp groups people can warn others to avoid sites where there is an ongoing risk to their safety. The second would be for

wholesalers to be at least part-liable for retailer losses and damages incurred on their property. We spend thousands of pounds with them each week and we should do so knowing that they will protect us or make it right when they fail to do so. Given the right motivation, I’m sure their security measures would improve. Ravi Raveendran, Colombo Mini Mart, London

COMMUNITY RETAILER

OF THE WEEK

WIN £50-worth of Robinsons

TO celebrate the launch of its ‘Let there be fruit’ campaign, Robinsons is offering five Retail Express readers the chance to win £50-worth of Robinsons Creations stock each. The campaign features the full range, including Robinsons Squash, Minis and Fruit Creations.

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.

Julie Kaur, Jules Convenience Store, Telford

‘I’m running 500k for charity’

THERE are lots of issues affecting our industry at the moment, but availability is really important. As the cost of delivering goods increases with HGV charges and delivery driver shortages, we can absorb some of the cost but eventually, something will have to give and the customer will have to pay a higher price. Each issue, one of seven top In some areas retailers shares advice to there will be a make your store magnificent scarcity due to Brexit – it’s hard to say what, because at the click of a finger, the government might be able to get a trade deal or get support in certain areas. The changing climate will also affect a lot of producers. The flooding earlier this year, combined with us losing access to the EU means we won’t be able to import as readily as we used to. For a couple of years we’re going to have issues in some areas. As retailers, we need to look at how we can make the most of this situation and how we can be the best that we can be. People need to be looking at wholesale options. We need access to more suppliers. We’ve been looking for over a year for a reliable local source of fruit and veg because we know that our supply in that area will then be secure combined with our symbol group buying. We would also have the added benefit of saying: “We’re working with this farm.” Customers can see the product on the shelf being grown a few miles from the shop. During lockdown, the retailers who stood out the most were the ones who had good availability. If you had that then people would come from miles away to shop with you. I’m not saying it will be the same as lockdown, but if you have multiple competitors around you and they can’t secure strawberries in a few weeks, but you can, then people will come to you. It’s worth starting to use the connections that we made last year and ensuring those relationships remain stable. Trust them and they’ll trust you. I’m in a symbol, and they are working really hard to supply us, but it could be out of their hands if it comes to transit issues or government decisions. There are massive issues in haulage and the impact is going to be on availability and price. Prices will naturally rise. But what we as independent retailers do best, is find products at a better price. If you can do that and ensure your wholesale relationships are strong so you get a consistent supply, you can keep availability high. Don’t accept not having something for a couple of weeks. Go out and find someone. Talk to other retail colleagues and find out how they’re getting around the problem. I feel lost if I can’t get certain products from my usual suppliers. I always ask people how supply is affecting them and how they’re resolving matters.

Julie Kaur completing a charity run in 2020

NEXT year is my 50th birthday and I’m hoping to celebrate by completing in 50 10k races and bagging 50 medals. The funds raised will go to our store’s three chosen fundraising causes – the Severn Hospice, Age UK and the NFRN’s Ratcliffe fund. My first run was on the 9 June and my second was in Coventry on 16 June. I’m the NFRN district president for the West Midlands and I want to make fundraising and community my big focus for my time in the role.

Get in touch

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

IAA STARS

Overall Best Shop

Amish Shingadia Londis Caterways

We sat down as a team, and visited other retailers for inspiration. We then used our findings to create a six-month action plan.

Innovation

Arjan Singh

Premier Morley

Introduce food-to-go options and more services. All our services continue to grow. It was a big cost, but many of them paid off.

Rising Star

Arjan Singh

Premier Morley

If you want your store to hit the next level then you’ll need the IAA’s help. Seeing what others are doing has all been a massive support.

In association with

SHINING AGAINST ALL ODDS

Top suppliers and retailers celebrated the Independent Achievers Academy’s 2021 Category Stars at their virtual gala event earlier this month. Here’s their top tips to come out stronger

Marketing to Customers

H, Jodie & Amrit Singh

H & Jodie’s Nisa, Walsall

We plan our promotions around our marketing plans. We determine how we want to market to our customers, then add our promotions.

Customer Service

Kopinath Kalanathan Costcutter Armthorpe, Doncaster

Invest in staff training and ensure they maintain customer service standards. Second, focus on promotions and value.

Effective Ranging

Amit Puntambekar

Ash’s Shop, Fenstanton, Huntingdon

Look at your sales data. It’s vital to analyse your range every three months or quarter, and assess seasonality.

In association with In association with

In association with

27 JULY-9 AUGUST 2021 betterRetailing.com

Availability

Amish Shingadia Londis Caterways, Horsham

Use your EPoS data, understand it and invest in a good system. It is key to improving availability.

Shop Layout

In-store Display

Bradley’s Supermarkets, Loughborough

There’s so many ways to purchase cheap furniture that can spruce up a display and drive sales for you.

H, Jodie, Amrit & the Singh family

H & Jodie’s Nisa, Walsall

Ask customers what you can do to help out locally because you’d be surprised what you’re capable of and what they need.

Merchandising

Baz Jethwa

Spar Rocket Stores, Bolton

Make sure everything has a shelf-edge label as it’s easier to merchandise. If the label isn’t there, staff don’t know where to put it.

In association with In association with

Responsible Retailing

Samantha Coldbeck Wharfedale Premier, Hull

Staff Development

Susan Connolly

Spar Pennings Road, Tidworth

We see the value of courses and put our staff through them. It helps the PCSO bond and builds the relationship with the police.

If your staff aren’t on board you’re only as good as your weakest member. You need them to live and breathe your values.

In association with

Service to the Community

Whites Calver, Calver

Interact with your customers. Watch what they’re doing at different points throughout the days and adapt your layout to suit this.

In association with

Jack Matthews

James Stead

Digital Engagement

Aman Uppal

One Stop Mount Nod, Coventry

It’s astounding how many businesses don’t own their Google listing. It’s free of charge and is a fantastic service.

In association with

Environmental Sustainability

Heidi Moseley & Bart Dalla-Mura

Aberdyfi Village Stores, Aberdyfi

Loose fruit and veg is key. You need to be brave. You’ll gain as many customers as you might lose initially, but not in the long run.

In association with In association with

PAID FEATURE INDUSTRY CLOSE-UP

27 JULY-9 AUGUST 2021 betterRetailing.com

In partnership with

FIVE TIPS TO SUCCESS

1 2 3 4

Velo nicotine pouches are available to retailers now. The nicotine pouches are made from high-quality ingredients and come in a variety of fresh flavours, including Tropic Breeze, Ruby Berry and Polar Mint.

CAPITALISE ON NICOTINE POUCHES

Velo Mini, a new format of a smaller pouch, is more comfortable under the lip and comes in two flavours with lower nicotine strength, making it a great choice for adult nicotine users who might be new to the category.

Bring your oral product range together in a unique display solution – the BAT UK gantry is ideal for this. Keep your products prominent in a clear and tidy display to keep customers aware of the full range. If your products and categories are scattered across the shop, your display may appear disjointed and creates confusion for staff and consumers alike, which can harm sales.

Next-gen products have advanced significantly. Adrian Del Popolo, BAT UK’s B2B manager, explains how retailers can drive sales with BAT UK’s nicotine pouch, Velo

MAKE THE MOST OF VELO VELO offers retailers a great opportunity to grow sales in a rapidly-evolving segment and education is the key to seizing it. Velo is part of our commitment to ‘building a better tomorrow’ by offering a greater choice of potentially risk-reduced products1 for adult nicotine consumers. Retailers who build up their knowledge of the brand and category will be the most helpful to consumers, build-

ing the trust that will hopefully see them come back and buy again and again. Our local BAT UK representatives will be happy to guide retailers through this category, provide PoS materials and assist them on how to help consumers navigate the category.

Velo is simple for adult nicotine consumers to use with shoppers able to place the product under their lip ready to dissolve. Velo has no smoke, smell or tobacco, making it a must-stock for stores.

It’s crucial for retailers to stock a full range and maintain high levels of availability. That way they can guarantee a successful service to their customers.

WHAT’S TO KNOW? THE Velo nicotine pouch range has built up great momentum to reach a 17.3% share within the nicotine pouches market, specifically for the independent channel in the UK2, with the range currently being stocked and sold by more than 5,500 convenience stores and we have clear plans to increase that during the second half of the year. Velo is available in different flavours and nicotine strengths and our Vapermar-

ket.co.uk portal and new and improved B2B platform are set up for stores to learn all they need to know about the product range. Retailers will also find tools to help adult smokers and nicotine users choose the right products. Through our MyBATRewards program, we offer members exclusive discounts on Velo. Retailers can contact us at supportmybatrewards@ bat.com or ask their BAT UK representative.

TOP THREE BESTSELLERS

1 Velo Ice Cool RRP: £6.50 for 10mg pouches Velo Ice Cool is a higher-strength, superfresh crisp peppermint hit with a cooling aftertaste – perfect for regular users. Velo Ice Cool is available in one strength: 10mg.

2 Velo Polar Mint RRP: £6.50 for 6mg pouches A full-bodied twist of spearmint and the subtle cooling freshness of menthol. Velo Polar Mint is available in one strength: 6mg.

3 Velo Freeze RRP: £6.50 for 11mg pouches Velo Freeze is for consumers who like a full-strength nicotine hit, Velo Freeze offering an intense peppermint and freezing menthol flavour.

If you’re interested in stocking Velo, speak with your local BAT UK sales representative, or BAT UK’s Vapermarket customer care team by calling 0808 169 5000, or by emailing info@ vapermarket.co.uk These products are not risk-free and contain nicotine, which is an addictive substance. Based on Nielsen data as at w/e 26.06.2021 and calculated weekly by dividing Velo units sold by total units sold in the “Nicotine Pouch” category in the UK independents and symbols sector 1 2

£ 9 20s .50 RRP

ROTHMANS BLUE/SILVER/SILVER GREEN PALL MALL FLOW RED/BLUE AVAILABLE IN KINGSIZE AND SUPERKINGS

PALL MALL

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GET FURTHER DISCOUNTS BY JOINING MYBATREWARDS PROGRAM. O U R B AT R E P S C A R R Y S T O C K Email us at supportmybatrewards@bat.com or contact your local BAT representative for more information It’s an offence to sell tobacco to persons under 18 years old age. For tobacco trade use only. Not to be left within sight of consumers.

FORECOURT FOCUS

Turn to page 24 to learn how to boost your forecourt’s security

Big increase in forecourt crime in first quarter 2021 DARYL WORTHINGTON THE �irst three months of 2021 saw a 32% increase in incidents of forecourt crime, according to the British Oil Security Syndicate (BOSS). The BOSS Forecourt Crime Index is based on no means of payment incident reports made to BOSS Payment Watch, a loss recovery service. Based on crimes reported to BOSS in the three months ending 31 March 2021, the average number of incidents per site increased by 31% to 10. In comparison, the �igure for the fourth quarter of 2020 was 7.6 incidents per site on average. Interestingly, the average volume of fuel stolen in each incident declined by 3.5%, to 51l, compared with 52.9l in 2020’s fourth

quarter. This means that while the average price of fuel increased by 4% during the �irst quarter of 2021 to 121.8p per litre (compared with 116.8p per litre quarter four 2020), the average value of each no-means-of -payment incident only increased by 0.5% to £62.16 per incident. BOSS executive director Kevin Eastwood said: “The latest results reinforce the see-saw nature of fuel crime, but signi�icantly for the �irst time during a lockdown period we have seen fuel crime increase.” “What’s clear is a radical shift in the size and type of fuel crime taking place. Gone are the days when drive-off incidents dominated fuel crime on the forecourt. Losses from no-means-of-payment incidents are greater than the

New electric car sales surge in June SALES of electric cars surged in June, with new battery electric vehicle (BEV) registrations up 122.9% compared to June 2020, according to data from the Society of Motor Manufacturers and Traders (SMMT). Plug-in hybrid EVs (PHEVs) were up 145.7%, and hybrid EVs (HEVs) were up 57.9% (16,150 versus 10,225) compared with June the previous year. Looking at the year to date compared with 2020, BEVs are up 138.7%, PHEVs

196.9%, and HEVs 84.9%. Overall, new car registrations were up 28% year on year, at a total of 186,128 registrations in June 2021. “The RAC estimates that half of plug-in vehicles on the UK’s roads are now pure electric models, and it appears to be the case that the rising share of new electric cars is happening at the expense of those powered by petrol or diesel engines,” said RAC director of electric vehicles, Sarah Winward-Kotecha, in response to the SMMT �igures.

cost of drive-off incidents. “As fuel sales make a recovery to pre-pandemic levels and the economy recovers, car use is continuing to grow. “Forecourt operators would do well to take note of the changing nature of crime and return to basics to tackle a problem that could balloon over the summer months as staycations bring more travellers onto our roads.

The changing face of forecourt crime In April, BOSS reported that no-means-of-payment incidents now accounted for two thirds of forecourt crime (67%). In contrast, when BOSS was founded in 1991, driveoff incidents dominated forecourt crime. Nevertheless, over the

course of the UK’s third Covid-19 lockdown, January to April 2021, the amount of drive off incidents also increased, pushing BOSS to issue a security alert to forecourts. The average drive-off incident was £38.75, lower than the £61.77 average for no- means-of-payment incidents at that time. BOSS operations director Bruce Nicol has previously advised forecourt retailers to collect information from CCTV and report vehicle details for drive-off incidents as soon as possible, ideally using BOSS’s Payment Watch service. “The escalation in driveoff incidents is concerning and in complete contrast to the 27% decline in the BOSS Forecourt Crime Index during the �inal quarter of 2020,” he said.

Sixteen Irish forecourts get EV chargers SIXTEEN forecourts under Greenergy’s Amber and Inver brands are to introduce rapid and high power EV charging points. The agreement between Greenergy and ESB will see the initial 16 forecourts across Ireland supplied with EV chargers. Those forecourts include a mix of company owned, company leased and dealer sites. “EVs, alongside liquid renewables, where Greenergy has a market-leading position, will make up the energy

mix as we head to a decarbonized Ireland, and we are adapting to meet the needs of our customer base,” said Chris O’Callaghan, head of Greenergy Ireland. The new charging units will be rolled out in two phases, with more than half the sites to be completed in the coming 18 months. “These sites will include a mix of rapid and high power chargers which can provide 100km of range in as little as six minutes,” said head of ESB ecars, John Byrne.

Kevin Eastwood, BOSS executive director

Petrol prices hit eight-year high PETROL prices are at their highest for eight years, according to new �igures from RAC Fuel Watch. June marked eight straight months of price rises, unleaded going up by 2.7p, from 219.52p to 132.19p. Diesel increased by 2.5p from 131.79p to 134.32p. According to RAC, the average price of unleaded at the country’s four big supermarkets is now 128.17p, rising 3.3p in a month. Diesel is 130.25p, a 2.91p monthly increase.

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

“If an 18p-a-litre hike in cost over eight months isn’t bad enough, it’s hard to see the increases coming to an end as the price of oil seems to be going up and up, with $6 being added to a barrel in June alone,” said RAC fuel spokesman Simon Williams. “Compared with a year ago, oil is now $35 more expensive. What’s even more worrying is that some analysts are predicting an oil de�icit by the end of the year, which could mean further relentless price rises in the coming months.”

FORECOURT FOCUS PROFILE

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Striking the right balance TAMARA BIRCH CALVER Service Station in Calver, Derbyshire, has been in James Stead’s family since 1955. The forecourt has expanded from an 800sq ft village shop and four pumps to a 1,000sq ft store and six pumps. With no competition for up to 10-15 miles, owner James Stead has a large transient customer base, and focuses on having a strong food-to-go offering. “We did a major refit in 2015 to bring in what we felt was a stronger offering, turning

it into a more transient store. “In 2018, we did a second refit to improve the flow and shopper journey. Before, customers would miss half of the store, and we designed it in a way so they have no choice but to travel the store,” he says. James and his team also made the decision to produce sandwiches and baguettes themselves. “We stock a lot of Spar own-label products, but all of our sandwiches and baguettes are made on site.” On top of preparing lines in store, James also installed Tango Ice Blast, Fwip, F’real and

Costa Coffee machines. “We’ve had a Costa Coffee machine since 2006, long before it was popular, which really helped us stay ahead, and sales are strong,” he says. The forecourt is part of BP and to incentivise fuel customers to return or buy from the shop, James joined BP Me which allows customers to collect points and rewards from purchases in store or when they buy fuel, including gift vouchers and money off fuel. “We don’t have a pay at pump, but the rewards app drives footfall in store and

encourages them to buy something, too.” Realising he was potentially alienating customers, James bought the 3,000sq ft convenience store opposite the forecourt. “We’re our own competition, but we use the two to help each other grow sales and we’re looking at a third refit in the forecourt to further incorporate food to go.” Now the two sites work hand in and to capture transient customers who are visiting the Lake District and locals who are buying more than a top-up shop.

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“WE use one Facebook account for both sites, and we often run a cross-promotion for each store, helping to drive footfall,” says James. “Our next step is to employ someone to look after our social media accounts.” James makes sure to post regularly about their use of local suppliers or following a refit. He also recently put the forecourt on TikTok. “We did a video using the F’real machine, which performed well and helped us to reach a younger audience.” James advertises the forecourt in his local newspaper. “There’s also always something going on in the village, including an annual carnival, so we use the opportunity to advertise the store and ensure travelling customers know we’re here. We’re now looking into installing media screens to capture customers filling up their cars, as well as locating them in places where customers are spending more.”

“WE use Henderson Technology in store and when we do our next refit, we’re planning on removing our second till and turning that into a self-checkout,” James says. James is hoping to install a 24-hour pay at pump option for those travelling through the night. “At the moment, we close at 8pm, but some customers want to drive down and fill up the car when it’s quiet, or when they’ve finished work. We want to install two 24-hour pumps. There are some hurdles, though, like investing in a strong CCTV system. James is currently researching the best options for him. “It will take time, but we’ll get there,” he says. James also has plans to invest in rapid charging points. “We don’t have the capacity yet to install them, but the idea is to encourage shoppers into store while their car charges in as little as 30 minutes, helping to increase spend and ensures they return again and again,” he says.

“I WANT to make the forecourt even more transient than it is now,” he says when asked what the future looks like for Calver Service Station. “I want to duplicate the food to go offering in both stores, so customers have the option to shop in either.” The retailer’s next move, though, is striking a balance between the forecourt and his convenience store opposite. “I want it to be one of two ways. We could focus on food to go and push our customers to the convenience store to buy those larger shops, or ensure our transient customers are able to buy what they want in the forecourt. His biggest lesson from owning a forecourt and convenience store is understanding that not everything will work on both sites. “We initially installed our F’real machine in our 3,000sq ft site and sold about 10-15 milkshakes a day. When we moved it to the forecourt, our sales doubled.”

FORECOURT FOCUS FEATURE

MAKE YOUR STORE SECURE Investing in a strong security system is vital to deterring theft. TAMARA BIRCH learns more

WHY INVEST IN A GOOD SECURITY SYSTEM? IN the first quarter of 2021, the British Oil Security Syndicate (BOSS) reported a 32% increase in forecourt crime, predominantly around the theft of fuel. In the same time frame, the ACS also revealed that 89% of colleagues working in local shops had been recipient of some kind of abuse. “Crime is very much prevalent for those in the forecourt industry, and with forecourts becoming increasingly more diverse and selling higher value products to appeal to a

wider customer base, the risk of crime and loss prevention for a forecourt business is at an all-time high,” says Mike Sever, sales & marketing director at Volumatic. Theft and crime can have a long-lasting effect on you, your staff and any customers present, which could harm your business in the long run. Having a good security system in place might not prevent the theft happening in the moment, but it will help to deter future theft.

But there are many options available, from facial recognition software to investment in a security till system. Research is key. If you’re part of a symbol group, they might have systems in place. Ask other forecourts about the systems they use, the costs involved and what they can recommend. Alternatively, make a list of security suppliers – whether it’s for your till, selfcheckouts or CCTV operators – to contact to help you make an informed decision.

HOW TO ENHANCE YOUR SECURITY SYSTEM FORECOURT retailers could have the best security systems on the market, but they’re useless unless you also invest in training. “Staff training in implementing, monitoring and maintaining the right security systems to ensure the safety of your staff, customers and stock is crucial,” says Neil Chrismas, sales and marketing director at Bandit UK. Take a day or two to train your teams on the different security systems, including how to maintain them and what to do in the event of

theft. Stress to them the importance of calling the police and note down a description if they’re able to. This will help other team members look out for this in case a future instance occurs. Also, write down a step-by-step guide on using these systems for staff to refer back to. Seek guidance from insurers and retail associations on best practice security guidelines. “Retailers can share awareness of local crime trends and monitoring national statistics through initiatives, such as retailersagainstcrime.org,”

says Chrismas. Raven recommends ensuring your CCTV is visible. “We’ve spent huge amounts on security, it’s the biggest deterrent and you can’t spend enough on it. Make it obvious you have CCTV operating throughout the store, get those blind spots. Invest in headsets for your staff to communicate if they see something suspicious. “None of my cameras are hidden. In fact, we designed them to be seen. It makes the shoplifter think it’s impossible to steal from us.”

WHAT ARE THE CHALLENGES FORECOURTS FACE? THEFT continues to be a challenge for forecourts, but a further challenge is the lack of police presence. Ismail Bhattay, of Mibsons Service Station Uplands in Birmingham, says it takes up to five days to get a phone call from police and he hasn’t received a visit in a long time. “Perpetrators get away with it so much. Even if we have distinctive features that can help police catch them, the time it takes them to contact us, they’re long gone and we’ve dealt with it as a business,” he says.

Goran Raven, of Ravens Budgens in Abridge, Essex, echoes this and says there’s some theft they don’t report as a result. “Police aren’t interested in drive-offs or shoplifting,” he says. “They’ll only visit when it’s a person already of interest to them. It’s difficult, but we just have to protect ourselves as much as possible.” Raven ensures he learns from each theft by using his CCTV system carefully. “We have an alleyway near our business and noticed that when someone parks down there, it’s likely they’re plan-

ning to shoplift. So we installed a camera out there, which helps us identify them, or in some cases deter it from happening.” Meanwhile a forecourt retailer in Sussex implemented a zero-tolerance policy for shoplifting and theft. “If they’re caught, they’re immediately banned for life,” they say. “Because we’re the only business nearby that’s open 24/7, shoppers in the local community are reluctant to burn those bridges, but there are certain times of the year where theft is higher.”

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Mike Severs, sales & marketing director, Volumatic “HAVING a good security system is not only a deterrent for criminals but can also equate to a better experience for the customer. Colleagues who feel safe at work are more relaxed and can spend more time and attention on the customer experience rather than focusing on tasks around security and crime prevention. “Forecourts can then focus on increasing sales revenue, with security in the hands of a capable system that takes the stress and responsibility away from store colleagues and minimises the chance of shrinkage.”

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ENSURE YOUR TILL SYSTEM IS SECURE ENHANCING the technology used in store can help you and your team feel safer, as well as allowing staff to have some accountability. Tills can be counted by managers or owners, but staff can be held accountable for their float during each shift. This will help to improve efficiency and help you investigate any major discrepancies. For forecourts yet to invest

in an EPoS system, there are several things to consider. “It’s vital to consider the right system for any business that integrates in a world where technology is important and will continue to play a greater role in life,” says Darren Nickels, retail technology operations director at Henderson Technology. “Stores need to respond to the needs and expectations of shoppers.”

Raven says: “Staff are responsible for their own floats, and we don’t encourage them to jump tills and just use any one. Our mobile till is card only, so all staff can use this, which helps with queues. “Every member in the store has a headset, which was a £3.5k investment, but that’s because we had to add in a second transmitter to cover the area we needed it to.”

WHAT SECURITY SYSTEMS ARE FORECOURTS USING? WITH so many options available, it can be confusing to know which security systems to invest in. Of course, only you know your customer base and the severity of theft in store, so take this into account when you research. The Sussex forecourt uses an internal and external CCTV system that offers a high-definition live feed that records on site, as well as enabling them and their staff to view the system on their phone. “When we’ve had a difficult customer and staff want to alert the police, I’m able to give them a clear description of facial features, the car they drive and if they’re gone

by the time police arrive, I can inform them which direction they went in. “Live images are also sent to our mobiles. It offers staff reassurance that they’re safe in store. We also have signs to alert customers of the CCTV’s existence.” Bhattay has a smoke cloaking alarm system in store to use in emergencies for high value items or a break in. “It’s a similar system that you’ll get in a bank or jewellers and was already installed when I took over the forecourt. “If a theft occurs, the fog will cover the store in thick smoke, making it impossible for them to reach the exit.”

Bandit UK’s Neil Chrismas says: “Our high-speed security fog by Fog Bandit can provide a 24/7 deterrent against out-of-hours burglary risk and the daytime robbery threat at forecourt shops. “We have a product range for the retail sector to match any size store. Fog Bandit systems are available from £1,500 excluding VAT and retailers can find out more by visiting bandituk.co.uk.” Talk to other forecourt retailers about the systems they use. This will enable you to get a more accurate description of the pros and cons, and whether it’s worth the investment.

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Goran Raven, Ravens Budgens, Abridge, Essex “THEFT and shoplifting in the past two years have become more of an issue and they tend to target alcohol, as it’s one of our highest-value categories. It’s meant we can’t stock lines above a certain RRP because it’s just not worth it. “We used to have the tagging system in place, but it was more of an inconvenience for shoplifters rather than a deterrence. We’ve noticed shoppers using tin foil to stop the alarm system picking them and they soon realised a strong enough magnet would open them, so we made the decision to remove them. Our best security measure is our CCTV and team members on the shop floor as they’re able to communicate quickly if they see something odd and walk over to the area to deter the theft before it happens.”

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BETTER FOR YOU SNACKING. BETTER FOR YOUR BUSINESS.

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CATEGORY ADVICE HEALTHIER SNACKING

27 JULY-9 AUGUST 2021 betterRetailing.com

GET CRACKING ON YOUR HEALTHY SNACKING

With lockdowns seemingly behind us, many shoppers are returning to the healthy eating habits they deserted during the pandemic. JOANNA TILLEY finds out how attract those looking for a healthy option

THE IMPACT OF HFSS A GROWING DESIRE FOR HEALTHY EATING DURING the height of lockdown, convenience retailers reported to Retail Express that consumers were buying more extravagant and calorific treats to get them through the monotony of life indoors. As we start to see the light at the end of the tunnel, and the light of the summer months, people are now returning to health regimes and attempting to shed any lockdown weight. Wharfedale Premier Convenience store owner Samantha Coldbeck tells Retail Express she has been shocked at how

quickly shoppers’ eating habits have changed. “Vitamin C and D are on people’s minds, as there has been good press coverage on the benefits,” says Coldbeck. “Ultimately, we have had a bigger increase in protein drinks and snacks, with people returning to work opening this market up a lot more – and our on the go range is returning to pre-pandemic levels.” Kantar panel data found that having a nutritional benefit (e.g. high in protein/vitamins) is now the second biggest health ‘need’, accounting for

13.3% of snacking choices, while being more natural or unprocessed accounts for a further 7.2% of consumption decisions. Convenience channel data from Lumina Intelligence backs up Coldbeck’s findings with 29% of shoppers claiming to be eating more healthily than they were before Covid-19. All this is good news for retailers looking to expand their range of healthy snacks and drinks, especially with 42% of consumers claiming they are willing to pay more for healthier snacks.

IF the tide wasn’t already flowing towards healthier snacking, it is likely to be pushed there even faster in the face of the impending government crackdown on products deemed high in fat, salt and sugar (HFSS) from April 2022. Under current planned legislation, convenience stores measuring 2,000sq ft or larger will be banned from displaying HFSS foods on gondola ends and in high footfall areas such as by the checkout. Savvy retailers are already considering whether healthy snacks could be a valid replacement when the laws come in. With a refit planned imminently, Jey Sivapalan, owner of 1 Stop Convenience (Go Local) in Derby, is already

having planogram discussions with partners over the coming weeks and they will be considering healthy snacks as a viable option to fill space. Sivapalan has recently started introducing a wider selection of healthy snacks after noticing a rise in demand for these products over the last few months. Helen Pomphrey, marketing director at Eat Real Snacks, agrees that retailers will come under growing pressure from the government to allocate more space and resources to non-HFSS foods. “The writing is on the wall for salt-heavy or sugar-laden food as manufacturers, retailers and consumers alike respond to increased calls for healthy snacking,” says Pomphrey.

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CATEGORY ADVICE HEALTHIER SNACKING

HEALTH BARS AND BISCUITS SINGLE formats of cereal and health bars took a hit over lockdown due to a general fall in food to go demand, but this has not prevented a host of innovation from brands still confident there is a future for smaller and larger formats. Despite increased demand for Kallø’s jumbo packs of rice and corn cakes during the pandemic, the company is turning its attention to consumers on the move by extending its chocolate and yogurt topped range into an on-the-go twin pack format. Launching into the convenience channel for summer 2021, Sustain Nut Bars from Meridian are one of two of the 14 leading energy/breakfast bars that are vegan-friendly, palm oil-free and gluten-free. “There is a clear gap for products which deliver on all three of these criteria,” says Mark AcklandSnow, commercial director at 3V Natural Foods Limited. “Consumers are keen to choose products with these natural functional benefits, as opposed to those which have managed benefits such as lower sugar or calories.” Graze’s rebranding of its

Oat Bites range to Oats Boosts will feature a new pack design, which will help shoppers personalise their nutrition. “Each product in the range is calling out the key benefit on pack, and the range now includes protein, vegan, high fibre and superfood ingredients,” says a Graze spokesperson, adding that Graze is upping its consumer presence with its first ever retail TV advert – part of a £5m media value plan for 2021. Retailers should be conscious that the first burst of the ad is airing on TV screens between now and July and will be seen by around 40 million shoppers – equivalent to 80% of UK adults. To capitalise on the protein popularity reported by Coldbeck and many other retailers, General Mills introduced Nature Valley Protein cereal bars, which contain 10g protein per bar and are also gluten-free. “No longer just sports nutrition, products high in protein have become part of everyday snacking – and are the main driver of sales in the overall snack bar category,” says Adrienne Burke, marketing manager, snacking at General Mills.

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Use healthy versions of well-known brands “Retailers should focus on scale brands that already appeal to the masses as these are a good way of signposting the wellness area too,” says Phil Sanders, out of home commercial director at Britvic. PoS is a great way to get the message across “Shelf barkers, wobblers and bay branding can be used to highlight alternatives to traditional potato-based products such as pulses and grains,” says Eat Real Snacks’ Helen Pomphrey.

Take customers on a journey It is important that retailers rotate flavours and create diversity in their range. Retailers can cater to ‘buy now – eat now’ and the ‘planners’ – those who might be buying for the week ahead,” says Darryl Burgess, head of sales for Weetabix.

OPPORTUNITIES IN DRINKS have had a surge over recent years, as they provide energy and also please those looking to reduce caffeine intake. The brand has grown almost 70% over the past four years and has added £3.5m of value to the soft drinks category. With two new flavours being introduced this year, it could be a brand worth investing in for retailers. However, Kibble Bank One Stop retailer Sophie Towers warns the more expensive and healthy products do not

stocked sugar-free items on free-from displays, but consumers can be tempted if these are stocked alongside their traditional counterparts. “With health awareness growing, consumer have been looking for ways to snack that deliver flavour without the unhealthy fats and sugars,” says Kaur. “Our Zeroh! sugar-free biscuits cross the divide between indulgence and abstinence.”

Clever positioning can boost incremental sales “Creating a ‘Beat the hunger pangs now’ fixture near the front of a store, will appeal to those shoppers who are just popping in to grab something on the go to satisfy their immediate hunger need,” says 3V Natural Foods Limited’s Mark Ackland-Snow.

Take customers on a journey “Consumer needs vary throughout the day so it’s important to provide great solutions across them all. Signpost the occasions such as functional snacks/morning fuel and guilt-free indulgence,” says Burke.

Despite there already being a wide range of protein drinks on the market, interest continues to grow, with 31% of shoppers now interested in premium soft drinks that contain additional functional attributes. “More people are looking for benefits above and beyond their standard diets, such as boosting energy levels, maintaining a healthy heart and encouraging strong brain function,” says Britvic’s Phil Sanders Drinks such as Purdey’s

TO meet consumer trends for low sugar health snacks, Belvita has developed a 30% less sugar variety. Kenilworth Budgens retailer Avtar Sidhu has seen such a rise in interest for lower sugar options he is considering introducing a low sugar shelf within confectionery to make navigation more straight forward for his customers. Surb Kaur, UK sales director for Gullón, says traditionally retailers have

always sell well with all demographics. “Healthy snacking has got to work for you,” says Towers. “I have tried healthy snacks such as Spar’s own label but people in my area just do not have the disposable income for products like this.” Symington’s Mug Shot has maintained its health call-out on-pack, outlining calorie and fat content. The redesign has also delivered a 50% plastic reduction across its Mighty Pots range.

CHILLED SNACKING RETAILERS should also be considering what healthy snacks they can offer in their chilled section, such as fruit pots, yoghurts and cheese snacks. Kantar research revealed chilled snacks benefit from a health halo, with a fresh or chilled snack being almost twice as likely to be considered healthy than an ambient one. With 73% of consumers seeing cheese as a healthy snacking choice for children, portion controlled and protein-rich products, such as Babybel, are strong products for retailers looking to boost snacking sales. Introducing Babybel Plus Vitamins and Babybel Plus Live Cultures, brand manager Emma Preston at Bel UK says these are the brand’s first functional cheese snack line designed specifically for the food-to-go category.

After having a Babybel makeover which included putting a mini fridge by the till, Sivapalan saw his chilled and dairy sales double. When it comes to boosting sales of healthy snacks including chilled items, it can often be a good idea for retailers to offer their customers an affordable meal deal. “A credible lunch might include pre-packed sandwiches/wraps, salads, drinks and a range of sweet and savoury snacking solutions, as well as more nutritious choices such as fruit, nuts and dairy snacks,” says Anca Lazar, senior brand manager, Cathedral City snacking, Saputo. “With 45% of adults snacking on cheese at least once week, retailers should ensure that pre-packed adult cheese snacks are included in the line-up.”

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What are Sustain Nut Bars?

FOCUS ON:

SUSTAIN NUT BARS Meridian, the leading peanut butter brand, is launching Sustain Nut Bars. Packed with peanuts and guaranteed to keep you fuller for longer, while also protecting the planet, RETAIL EXPRESS finds out about the opportunity for convenience stores

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Place Sustain Nut Bars among other similar snack and energy products, such as cereal bars, energy balls and baked snacks. Dual merchandise Sustain Nut Bars around the confectionery or food-to-go fixture where shoppers will be looking to grab something quick, tasty and convenient. Merchandise in a free-from or alternative diets fixture where shoppers will especially be looking for products to meet their dietary requirements.

LAUNCHING for summer 2021, Sustain Nut Bars are the perfect snack for a great-tasting, healthier option that is also more environmentally sustainable. Consumers are seeking snacks for at home and on the go. They are also demanding more natural ingredients and a product that doesn’t compromise on flavour, is kinder to the environment and fills them up for longer. Having harnessed the power of peanuts, Meridian has created a more natural and sustainable snack bar to meet this long list of consumer demands. Sustain Nut Bars come in four flavours and are a combination of a convenient and healthier option, bringing innovation to convenience stores at a time when the nation’s snacking habits continue to evolve. Sustain Nut Bars fulfill the needs of shoppers on several missions, whether it’s a grab-and-go breakfast, part of a meal deal or something to pop in a bag for later in the day, creating even more opportunities to add incremental value to a retailer’s sales. Meridian is also giving retailers the opportunity to win two cases of each of the Sustain Nut Bars listed below.

Three bestsellers Meridian Sustain Peanut Bar 40g RRP £1.29

S “Sustain Nut Bars sound perfect. Good natural ingredients, but it tastes like peanut butter, so it feels a bit indulgent, too.” “Absolutely fantastic. Sustain Nut Bars taste natural and healthy. I like the fact they don’t use palm oil and that they’re plant-based and high in fibre. It’s clean and good for your body.” “I would definitely have a Sustain Nut Bar again. It felt healthy and had a really good, chewy texture.”

Meridian Sustain Peanut & Cocoa Bar 40g RRP £1.29

Meridian Sustain Peanut & Banana Bar 40g RRP £1.29

Meridian is giving five retailers the chance to win a case of each Sustain Nut Bar flavour. To enter, email info@meridianfoods.co.uk

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CATEGORY ADVICE LOW- AND NO-ALCOHOL

HOW MUCH DEMAND FOR LOW- AND NO-ALCOHOL? The low- and no-alcohol category is worth £217m, but is there a demand for the category in convenience stores? TAMARA BIRCH finds out

the stat

SHOULD YOU INVEST IN LOW- AND NO-ALCOHOL? ONE in five adults are now teetotal and more people than ever before are choosing to refrain from alcohol whether that be for health or dietary reasons, but does this mean convenience stores should invest in low- and no-alcohol? Retailers have long been reporting that they’d like to target a younger customer base, like Gen-Z and millennials. Low- and no-alcohol could be the answer to this. According to Michael Green, senior whisky specialist at Edrington-Beam Suntory UK, 31% of customers buying i nto the category are 18-to-24year-olds. “We’ve also found that younger millennial shop-

pers, especially those looking for a drink on the go, have opted for the seltzer brands,” he says. Toby Lancaster, category and shopper marketing director at Heineken UK, says: “Millenial and Gen-Z consumers are also looking for low-calorie and reduced sugar options, as well as more transparency from brands via nutritional labelling.” Only a few years ago, the only choice for those going teetotal was to consumer a soft drink or water. This has since changed, with suppliers launching several options of their bestselling brands as an alcohol-free option.

“Shoppers choosing not to drink alcohol would have chosen a soft drink out of necessity due to lack of choice and a perception that low- and noalcohol drinks would mean a compromise on taste.” Although there are now more lines available, convenience retailers are still struggling to drive sales. Anita Nye, of Premier Eldred Drive Stores in Orpington, Kent, says: “We’ve not seen much growth in the category, but this doesn’t mean we haven’t tried. It’s bit hit and miss. “We have some customers that buy into the category, but the demand isn’t there right now.”

217m

The estimated worth of the low- and no-alcohol market

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INCORPORATE THE CATEGORY INTO YOUR EXISTING ALCOHOL RANGE Striking the right balance between alcoholic varieties and low- and no-alcohol is key. “It’s important for retailers to have options, particularly as there is a health-awareness trend and consumers are relying on retailers to have a wide range of low- and noalcohol options to choose from,” says John Clements, VP of marketing at Carlsberg Marston’s Brewing Company.

“Also, consumers want brands they trust and so including those brands in your low- and no-alcohol options is key.” Edrington-Beam Suntory UK’s Michael Green echoes this and says: “Look to stock the brand extensions from the brands that your customers know and trust. Consumers are looking for and expect trusted brands to set high

standards and deliver on flavour and quality.” Matt Stokes, head of trade at Eebria Trade, says to aim for an 80/20 split, with 20% dedicated to the category. “For smaller retailers, this might be more like 10%, so they don’t have to compromise on their existing range, while still offering a relatively wide range of styles.” Monitor sales data to de-

the stat

WHAT’S TRENDING IN LOW- AND NO-ALCOHOL? LOW- and no-alcohol can be a tricky category to master but knowing the latest trends will help. The good news for retailers is that many of the trends in alcohol can be applied in this category, too. “Customers want products that provide an experience, either through a good story, local provenance or a chance to shop more ethically,” says Eebria Trade’s Matt Stokes. Premiumisation, for example, is sweeping the category, with shoppers look to trade up

and treat themselves. Nicola Randall, senior marketing manager at Brothers Drinks Co., says: “Eighty-eight per cent of consumers are now aware of non-alcoholic versions of traditional alcoholic drinks. “This paired with the current trend of premiumisation means consumers are turning to more innovative options that offer them something new and relevant to celebratory and social occasions.” Health and moderation are

usually the reasons shoppers switch to low- and no-alcohol, which has led to the rise in hard seltzers. “Millenials are the key demographics purchasing hard seltzers for a variety of reasons. More likely to be health and body conscious, millennials place a greater emphasis on product information, such as calorie-content,” says Tom Smith, head of marketing – Europe at Accolade Wines. Nutritional labelling will only become more important in

20%

One in five UK adults are now teetotal the next few years, especially with the government’s plans to tackle obesity, so make sure these are available and clearly visible on any new products you stock. Exploration also remains a key trend in low- and noalcohol and traditional alcohol. “Exploration is having a profound effect on consumer behaviour and low- and no is perfectly placed to meet this desire of discovery,” says Tim Clay, managing director at Asahi UK Ltd.

termine a product’s success and talk to your customers about alcoholic options they’d like to see offered in store as alcohol-free. Beer is currently dominating the low- and no-alcohol category, according to Green. “Seven of the category’s 10 bestsellers are beer brands, as well as Kopparberg’s Mixed Fruit, Strawberry & Lime ciders and Nosecco wine.”

CATEGORY ADVICE LOW- AND NO-ALCOHOL Product launches

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Tim Clay, managing director, Asahi UK Ltd

varieties and the blend of traditional modern apples. According to Thatchers Ciders’ Chris Milton, Thatchers Zero meets the growing consumer demand for moderation, but offers something enjoyable to drink and a premium offering.

Heineken 0.0 Heineken 0.0 responds directly to those who wish to moderate their alcohol intake, but still enjoy great tasting beer. “Heineken 0.0 is the largest value sales growth no-alcohol lager brand in impulse and total market in the past year,” says Heineken’s Toby Lancaster. Birra Moretti Zero Launched in 2019, Birra Moretti Zero was launched to drive premiumisation of the no, low and gluten-free alcohol category and is an ideal offering for those looking for an alcohol-free beverage to enjoy with meals. Gordon’s 0.0 Diageo launched Gordon’s 0.0 in a 70cl bottle (RRP £14) at the end of last year and it has performed well. Nathalie Piranian, senior category strategy manager GB at Diageo, says, “Gordon’s 0.0 was the top-selling low- and nospirit in the offtrade following its launch.” Tanqueray 0.0% Tanqueray 0.0% was launched in 2020 and uses the same blend of juniper, coriander, angelica and liquorice as its alcoholic counterpart. Its launch came after Diageo estimated the low- and noalcohol choices are expected

to deliver 23% of total adult drinks growth over the next three years. Carlsberg Nordic Carlsberg Nordic is an alcohol-free pilsner that contains a blend of quality hop varieties, ensuring a consistent taste, as well as pilsner malt (spring barley) and caramel malt. Carlsberg Nordic contains 14 calories per 100ml. Peroni Libera 0.0% Peroni Libera 0.0% is triple hopped and made with Nostrano Peroni Maize to produce its distinctive fruit aroma. The alcoholfree Peroni is a must-stock to capitalise on the demand for premiumisation in the category, according to Asahi’s Tim Clay.

Echo Falls Rosé Seltzers Echo Falls Rosé Seltzers were launched in August 2020, intended to appeal to consumers looking to moderate their alcohol consumption and to capitalise on the category’s continued growth. The hard seltzers are available in three fruit fusion flavours, Blueberry and Hibiscus, Strawberry and Pink Pepper and Raspberry and Lychee & Rose. Echo Falls 5.5% Botanicals Launched in May 2020, Echo Falls Botanicals contains 5.5% ABV. Served in a 75cl bottle, the product is available in two flavours: Melon & Mint and Raspberry & Lavender. According to Accolade Wines’ Tom Smith, the range caters to the current consumer trend in botanicals.

the stat

31%

Brothers Cider Toffee Apple Alcohol Free Brothers of the category is driven by Cider Toffee Apple is not 18-to-24-year-olds only alcohol-free, but gluten-free and vegan, too. The Toffee Apple variety is available in 500ml bottles. The launch marks the supplier’s entry into the category, as consumer awareness grows. Thatchers Zero Thatchers Zero was crafted using a selection of apple

“WHILE growth in the low- and no-alcohol category has remained strong and stable throughout 2020, in terms of consumer awareness it may well be considered to be a breakout year. Recent research suggests 75% of consumers are now aware of low- and no-alcohol beer compared to 66% at the start of 2020. The trends that have always driven the low and no category are still extremely prevalent among consumers, such as the approach to their consumption of ‘not more but better’ and with a one-third of 18-to-24-year-olds teetotal. “For retailers, ensuring they have the right range of low- and no-alcohol products will be crucial in capitalising on the ever-growing demand for consumers for moderation – particularly as 35% of consumers indicated that they plan to cut down their alcohol intake in 2021.”

Treasury Wine Estates 19 Crimes hard seltzer Treasure Wine Estates’ 19 Crimes has moved into the hard seltzers category, with two new flavours: Lime Bitters and Raspberry & Black Pepper. Each flavour has 5% ABF and are available in 330ml cans (RRP £2.50), each containing 99 calories. Viper Hard Seltzer Asahi UK has entered the hard-seltzer category with the launch of Viper Hard Seltzer. Viper is available in 330ml bottle and can formats in Lime and Cranberry flavours. It had a 4% ABV, no artificial sweeteners, colours or preservatives and contains 96 calories.

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Nathalie Piranian, Senior category strategy manager GB, Diageo “RETAILERS can encourage their customers to trade up by leveraging well-known premium brands, such as Tanqueray 0.0%, which launched in February 2020. Stocking bestsellers in the category is key to drive lowand no-alcohol sales. Recognisable brands are key in helping consumers navigate no and low choices with confidence in quality and taste assurances. “A simple yet effective approach is to place to nonalcohol categories together and support with PoS and clear signage. Retailers can also take the opportunity to educate customers on low and no options by inspiring at-home simple serves and aperitifs. Crossmerchandising non-alcoholic spirits with high-quality mixers is a great way to inspire customers to recreate non-alcoholic versions of popular serves.”

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HOW TO RANGE AND MERCHANDISE THE CATEGORY EFFECTIVELY MAKE sure your range is attractive to consumers and contains at least one different flavour. Draw customers in with simple messaging, like ‘craft beer sold here’ or ‘have you tried our zero-alcohol range yet?’ This helps to drive visibility and customers are more likely to remember your store as the go-to for low- and no-alcohol. Diageo’s Nathalie Piranian

says: “Ensure merchandising is carefully considered to help consumers navigate low- and no- choices is key. From lowand no-alcohol beer options to non-alcoholic spirits and ready-to-drink cans, guiding consumers through the range of options will encourage trial but further exploration into low- and no-beverages.” For stores already investing in

the category, have you considered offering recipes for at-home mocktails? Recipe cards are costeffective, can be delegated to staff to design, and help bring a display to life. What’s more, you can cross-merchandise products to increase spend. “Cross-merchandising nonalcoholic spirits with highquality mixers is a great way to inspire customers to recreate

non-alcoholic versions of popular serves,” says Piranian. Maintaining availability is imperative, according to Brothers Drinks Co’s Nicola Randall, as well as displaying stock at eye-level. “Doing this and using PoS materials to highlight new products can also help to attract customers and draw attention to any offers,” she says.

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Anita Nye, Premier Eldred Drive Stores, Orpington, Kent “WE’VE not seen much of a growth in low- and noalcohol, but this doesn’t mean we haven’t tried. The category is a bit of a hit and miss. We tried having the category in its own area, as well as with their alcohol counterparts to help sales, but not much has worked. “We do have a couple of customers who buy into the category, but they aren’t regular purchases. We stock Kopparberg, which is the only line that sells. We tried Budweiser alcohol-free in the past and it just didn’t sell, so we had to delist them. This was similar to Heineken 0.0% and low-alcohol wine. The ready-to-drink cans are more popular. “Our concern is we now have kids trying to buy them, thinking that because they don’t contain alcohol, there’s no age limit on them. We’re continuing to apply Challenge 25, but it’s a challenge explaining why they can’t buy it sometimes.”

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CATEGORY ADVICE HOME DELIVERY

27 JULY-9 AUGUST 2021 betterRetailing.com

WHAT’S NEXT FOR HOME DELIVERY?

The pandemic saw home delivery soar, but with restrictions set to ease, will demand drop off? CHARLES WHITTING finds out why retailers should keep delivering and how they can improve their service

WHAT’S NEXT FOR HOME DELIVERY? IT would be tempting to think that now that all restrictions are lifting in England, with Scotland, Wales and Northern Ireland potentially set to loosen their own lockdowns as well, that a home delivery service is no longer a necessary part of a convenience store’s offer. However, there are many reasons for retailers to keep these systems in place. First of all, there are still many vulnerable people out there who will continue to need, rather than want, home delivery options to stay safe. Second, many other people have gotten used to having

their groceries delivered, and habits tend to take some time to change. If your store isn’t offering deliveries, then many customers may go elsewhere. “People have a different way of shopping now and I don’t think they’re going to go back to the ways that they used to,” says Trudy Davies, from Woosnam & Davies News in Llanidloes, Powys. “They’re much more aware of local shops and what they did for them across the country. It’s a way of life now – they’re used to using their phone or tablet on their lunch break to arrange for

deliveries to arrive at their homes in the evening. We won’t stop delivering because we won’t be able to. People have become more used to the convenience store being even more convenient.” Third, these restrictions may not last forever, and it is quite possible that new lockdowns will be announced in the autumn or winter. Having to restart your delivery service again from scratch is considerably more difficult than simply continuing to offer it. The growing number of delivery apps and the fact that other retail groups (such as

Poundland) are getting into home delivery suggests that this is an opportunity that will outlive the pandemic, and retailers, who were in many cases the first to react and offer home delivery, shouldn’t let themselves fall behind. “The growth of retail sales from April to June is welcome good news. But what is really interesting is the fact that online sales have remained higher than pre-pandemic levels, according to the British Retail Consortium,” says Jake Athey, VP of marketing and customer experience at Widen.

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CATEGORY ADVICE HOME DELIVERY

PICKING THE RIGHT DELIVERY OPTION FOR some retailers, such as Davies, delivery has been something the store has offered to ill customers since before the pandemic, but as soon as lockdowns were announced in Wales, they delivered within a 20-mile radius, free of charge, taking orders over the phone. At the time of writing, Wales is still subject to certain restrictions, but even if they’re lifted, Davies will continue to offer delivery over the phone because of her clientele and their needs. “Most of our customers aren’t that tech savvy,” she says. “Most of them are over 50. They do Facebook and Zoom for their families, but they call us and pay over the phone. We’ve kept it personal because they like that interac-

tion. I tell my staff, ‘Just because you might have spoken to 20 people today, they may not have spoken to anyone that day or that week.’ They need nurturing and caring and to know they can call on us.” However, for other retailers, having a delivery app to handle things makes things considerably easier from a logistical and promotional perspective. Ferhan Ashiq, from Day-Today Ashiqs in Prestonpans, East Lothian, was one of the early adopters of Snappy Shopper – there are now 900 stores using the app – and it has worked well for him. “If you’ve got a good social media presence already then you can try to eke it out yourself, but without social media you’ll struggle. These

people will do it much better than you,” he says. The challenge for Ashiq at present is in capacity – with customers coming in and customers expecting deliveries, he needs even more stock and even more staff to drive the vans to customers’ doorsteps. “With Uber Eats and Deliveroo, they give you drivers, but I think they charge 25% of takings,” he says. “They’re too expensive. Snappy Shopper charges 1% on the first £5,000, 2% on the next £5,000 and 3% on the next £5,000. “They don’t provide drivers, so we’re trying to recruit at the moment to handle our capacity issues. There are cheaper options out there than Snappy Shopper, too, that just take a 1% flat rate.”

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Philippe Rondepierre, chief marketing officer, Snappy Shopper Train staff to assemble the orders quickly. Assign someone to deliver and allow time to maintain the store’s range to keep it fresh and up to date. Choose a partner who will support retailers and stores with onboarding, provide a dedicated account manager and a sales ramp-up programme with local as well as strong national marketing. Retailers should initially allocate store staff to do deliveries by organising a rota. The good thing about using existing staff is that they already know their customers. Snappy Shopper recommends a two-mile delivery zone or 10-minute drive time. It’s the best way to ensure that retailers can assemble and deliver an order in less than an hour. Speed is of the essence.

GETTING YOUR OFFER RIGHT PEOPLE’S delivery needs have continued to evolve and grow during the pandemic. Even more is expected now, so it is important that retailers ensure that their deliveries are as varied as their store. If your deliveries are ordered by app or online, the layout of your site will be as important as it is in your store. Customers shouldn’t be overwhelmed or have to spend too much time scrolling for essentials, but there should still be opportunities to generate incremental sales. “Two great ways to ensure

you remain competitive are to make sure you have a varied stock and make sure orders are ready for the courier to deliver in a timely manner,” says a spokesperson for Uber Eats. “Continue refreshing your online menu as you do with your in-store stock. For example, make sure you have a core range of stock alongside a seasonal range which can be updated to suit consumer demand, tapping into new trends and growth areas. The Uber Eats app offers a number of tools for retailers to assess what’s popular so that stock

can be tailored accordingly.” The promotion of your delivery services should go hand in hand with any special offers and promotions that you are able to offer as well. The community links that a store normally builds in person may have been strengthened by their delivery service or even expanded by their delivery reach, so retailers should strive to maintain that within their store’s online presence. “It is important to demonstrate value across in-store and online channels,” says Philippe Rondepierre, chief

Snappy Shopper would recommend a delivery charge of £3 based on shopper research we’ve carried out. marketing officer at Snappy Shopper. “This is why our model enables retailers to operate with in-store prices and special offers, and why voucher campaigns form an integral part of our marketing mix. “Building virtual relationships with shoppers is becoming as important as developing the real ones that partners have built over many years with their communities. It is important for us to remain engaging, relevant and front of mind with shoppers, in support of our partners’ business.”

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GETTING YOUR BACK OF SHOP IN SHAPE The RETAIL EXPRESS team heads to the back of the shop to find out how retailers organise things behind the scenes

How can you run the back office better? What things can I improve? Andrew Newton, Nisa Local Halesowen, West Midlands

Steve Bassett, Londis Abbotsbury Road, Weymouth, Dorset

“I HAVE �ive stores and our stockrooms take up about 10-15% of the store generally, as little as we can get away with. Some stores have larger stockrooms than others, but in one store I made sure we had deeper fridges rather than have extra storage space. I want my fridges to be deep enough to keep everything in them. “Especially with chilled deliveries, your storage is not important. Some people will buy three months of stock when it’s on special offer, but I reckon that there will always be something on offer and there’s always another price promotion. “I don’t need to buy three months’ worth of Blossom Hill on special offer, because Yellow Tail will be on offer next month. I’d rather have the shop �loor and stick with current promotions. “We only stock what the computer says we need to survive for a few days. I wouldn’t order something thinking I was going to store it.”

Mark Dudden, Albany Road Post Office, Cardiff

“THE back of�ice doesn’t take up a great deal of room, but I’m in a weird building. I nicked the ‘zero sidings policy’ from British Rail when it was privatised. If the train is moving, it’s earning money. If it’s on my shelves, it’s earning me money. There’s no point having stock piled up behind the shop. I go to the cash and carry once a week, and I keep a close rein on the stock. If you’re going to be storing things in the back of�ice, you’ve got to give more thought to where you’re putting them. “The only thing I keep in the back of�ice are cigarettes and the main reason for that is security rather than stockpiling. I store a lot of stationery in there as well, but I don’t have perishables in there at all. Now and then there are things that you might want to bulk buy for the price, but I’ve rarely done that. I haven’t been in a shop in that position and I’ve been in a lot of shops.”

Sandeep Bains, Welcome Faversham, Faversham, Kent

“I DO a lot of the monitoring of my back of�ice remotely. I use Southern Co-op, which has an economy solution. I pay £65 a year and, as a result, I get remote access to my back of�ice from anywhere in the world. I can dial in and do reports or print anything I like. “Most of my work is done remotely. Then Co-op will come in every day with the labels that are required. Any problems that need to be logged will all be done by them. “I also have a basement because before I took on the site, it used to be a pub and then a restaurant. Because we have four ambient deliveries a week, there should never be much in the basement. But because of the driver shortages at the moment, we’re keeping a bit more in there. It’s drinks mostly – just in case the weather decides to brighten up – and beers, with the football hype that’s just gone.”

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