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AS you read this issue of Retail Express, we are a mere two days away from deciding what the next government will be, and who will ultimately be responsible for addressing issues such as retail crime, wages, taxation and the many other challenges faced by small shops.
However, as our cover story shows, many of you are questioning whether it’s worth even stepping into the voting booth on 4 July.
Some of you have told me this apathy stems from long-standing frustration that the current Conservative government and the Labour opposition haven’t done much to show they care for small businesses like yours. There doesn’t seem to be much con dence in the alternative parties, either.
Regardless of whatever the outcome of the General Election is, I urge you not to give up on creating a relationship with your MP and raising any concerns you have as an independent retailer.
As ACS chief executive James Lowman stresses: “There will be hundreds of new MPs a er the election, so it’s going to be just as important to continue solidifying those relationships throughout the summer and beyond.”
I’ve spoken to some retailers who have managed to have their issues raised in Parliament, and this has only been possible by engaging with their local MP.
DON’T GIVE UP ON CREATING A RELATIONSHIP WITH YOUR MP
As usual, Retail Express won’t be sitting back. Whoever forms the next government, we’ll make sure they are held accountable for decisions that will a ect your livelihoods.
Editor Alex Yau
@AlexYau_ 020 7689 3358
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7689 3354
7689 3373 Robin Jarossi Head of design Anne-Claire Pickard 020 7689 3391 Senior
Editor – news Jack Courtez @JackCourtez 020 7689 3371
Features editor Charles Whitting @CharlieWhittin1 020 7689 3350
Features and advertorial writer
Priya Khaira 020 7689 3379
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Editor in chief Louise Banham @LouiseBanham
ALEX YAU
PAYPOINT is to boost gift services in partnered shops, despite challenges with stores generating the promised £1,000 commission through it Park Christmas Savings initiative.
Speaking to Retail Express during its full-year prelimi-
nary results presentation, PayPoint chief executive Nick Wiles highlighted upcoming opportunities in gift and greetings cards.
He said: “We’ve now got our gift-card proposition in 2,600 multiples and several hundred independent retailers. The average value sold in the multiples is £32.
BOOKER’S retail sales dipped in real-terms during its last trading quarter, according to Tesco’s latest results.
The wholesaler reported a year-on-year decline in its total �igures, driven by a 5.2% drop in retailer tobacco purchasing.
Challenged by Retail Ex-
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“Greetings cards are yet to launch, but we’ve been speaking to Card Factory at some length for a particular range which will sit alongside gift cards.”
Wiles also admitted only a “small number” of retailers would generate the £1,000 commission promised through its Park Christmas Savings initiative this year.
He added: “Park Christmas Savings is a journey and building right behaviours
takes time. Those retailers who stay on the journey will get there in two or three years. There’s a decent long burn to it.”
One challenge cited for the scheme was the retainment of customers, with only 35% of sign-ups sticking with the scheme.
Despite the challenges, �igures in the results revealed the average PayPoint outlet made £332 more in commission than the year before.
press on how its cuts to retail ranging in cash and carries had affected its performance, Tesco chief executive Ken Murphy responded: “Booker continues to outperform the market.
AS many as 3,000 newsagents and convenience stores could be left without money transfer services from Small World, following its collapse last month.
“We’re hearing Booker is the most-preferred wholesaler.”
BAT is looking to roll out vape and nicotine automated vending machines in pubs and bars.
The tobacco company recently posted job adverts seeking at least 12 reps to “secure new locations for
machine and other business development solutions to ultimately increase sell out of speci�ic BAT related products”.
The reps were set to launch last month on six-month trial contracts. Features writer Jasper Hart @JasperAHHart 020 7689 3384
Retail Express understands half of its 6,000 UK stores are small shops. Con�idential
messages sent from the company to shops, seen by Retail Express, con�irmed it had “stopped providing services and providing customers with additional information”. The company of�icially went into administration on 13 June.
RETAILERS are continuing to stockpile Lucozade, after Suntory Beverage & Food GB&I is understood to have cut production following a fatality at its production plant in April.
Sue Nithyanandan, of Costcutter Epsom, Surrey, said: “I’ve heard Suntory is cutting down on production.” Alpesh Mistry, sales director at SBF GB&I, added: “We continue to produce our Lucozade �lavours across Energy and Sport, which account for nearly 90% of Lucozade sales.”
RETAILERS are sceptical an upcoming Conservative or Labour government will look out for small shops, as some shopkeepers are refusing to step into the voting booth on 4 July.
Exclusive polling data by Retail Express of 50 retailers revealed 28% of store owners were undecided on who to vote for, while 14% were not going to place a vote in the General Election.
Of the chosen parties, Conservatives led with 24% of the vote, followed by Labour (18%) and Reform (8%). Green, independent candidates and the Scottish National Party each received 2%.
One undecided retailer told Retail Express: “The Tories have had a majority and they could have improved the lives of many retailers, but instead have spent the past �ive years squabbling with each other. I cannot allow that to continue, but I don’t hold out much hope for Labour, either.”
Another store owner said their decision not to vote was due to having “so little respect for politicians”. They added: “If the ballot paper offered ‘none of the above’ as an option, I believe there would be widespread humiliation for politicians.”
A Conservative voter in the poll stated the party was a “strong supporter of businesses”, with their local can-
didate voting against the recent Tobacco and Vapes Bill.
One of the retailers choosing Labour did so because of its policies on small-business taxation.
On Reform, a store owner said their decision was due to the Conservatives and Labour “making a mess of running a business”.
The poll comes as retailers invited parliamentary candidates to their stores to speak about challenges faced by small shops.
Conservative candidate Stephen Crabb visited Vince and Fiona Malone, of Tenby Stores in Pembrokeshire.
Commenting on the visit, Vince told Retail Express: “We pushed Crabb on retail crime, barriers for investment and the importance of post of�ices for access to cash. He did stress challenges with rising wages would not likely be on the Conservative agenda.”
Labour candidate Yvette Cooper attended Ken and Bobby Singh’s store in Pontefract. Ken said: “Cooper spoke about adding more community of�icers on the street and ensuring police attend all shop crimes, regardless of value.”
Commenting on the visits, ACS chief executive James Lowman said: “There is no better way to build a relationship with decisionmakers than to invite them to your store so they can see the reality of running a convenience store business �irst hand, and already in this
“WE do range reviews in the shop fairly regularly. Often, you’ll end up doing it without even realising, just by taking out a speci c line to put something new in. Your EPoS system will help you make those decisions. Always look at the average sales of something and work it out against the average of a similar product. I also go with my gut feeling.”
Craig Warren, The Corner Stores Costcutter, Bury St Edmunds
campaign we have attended store visits with shadow ministers that have signi�icantly elevated our relationships with them.
“There will be hundreds of new MPs after the election, so it’s going to be just as important to continue solidifying those relationships throughout the summer and beyond.”
Meanwhile, Labour candidate and shadow minister for policing Alex Norris pledged to remove doubt over his party’s support for small shops through in-
creased investment in tackling retail crime.
He told Retail Express: “I’m very conscious of the signi�icant increase in shoplifting and violence. The stories I’ve heard from retailers suffering this abuse have been shocking.
“If successful in the election, we’ve got a plan that would start with making violence and abuse against a retailer a standalone offence. This would make it easier to charge criminals in court.”
The standalone offence
was set to become law under the Criminal Justice Bill, but was dropped due to the General Election. Norris stated Labour’s priority was having this reinstated “as soon as possible”.
He added: “Our Neighbourhood Policing Plan costs £350m.
“Retailers are public servants and we ought to have their backs. We’re committed to adding 13,000 more police and community support of�icers, so there’s a more visible presence and a named contact for retailers.”
SOSWEET: The confectionery wholesaler has launched a van-sales operation, o ering more than 800 products with 35% margin to retailers. The company’s founder, George Robinson, told Retail Express store owners would be able to choose from many international products compliant with UK regulation, helping them o er a point of di erence.
For the full story, go to betterretailing.com and search ‘SoSweet’
JISP: The loyalty company is to make more promotions available in cash and carries. Retailers can use the Jisp app to scan products in partnered cash and carries for discounts. The company has so far signed up 12 wholesalers.
For the full story, go to betterretailing.com and search ‘Jisp’
MORRISONS: Daily franchisees experienced delivery issues as part of the supermarket’s transition to a new convenience distribution network. A spokesperson told Retail Express retailers had not “received the level of service we would like to see”, but promised they would see improvements upon xing the problems.
For the full story, go to betterretailing.com and search ‘Morrisons’
KING CHARLES: New bank notes featuring the monarch’s face have reportedly caused Post O ce (PO)-branded ATMs to break down. Subpostmasters claimed machines supplied by Cennox have repeatedly jammed since the notes were issued on 5 June. PO advised operators to “fan notes” or run them through a note machine rst, not to over ll cassettes and carry out a “test cash dispense”.
“YOU need to see what products are trending and what your fastest sellers are. It’s good to start with the core range and then expand things based on what your customers are asking for. When there’s demand for a line, you bring it in. If you have the space available, do double facings for the fastest and slowest sellers you want to get rid of. Give double facings to new products as well.”
Ushma
Asmin, Londis North Cheam, Surrey
“WE had some tinned cannellini beans that were selling well, but we noticed one of our suppliers also had a vebean mix, so we brought that in and ended up putting the two products close by to each other. It was the right product to add because now they’re both selling well and are popular among customers. We used the range review to work out how to make that whole space work better in the shop.”
POST Office (PO) has “significantly strengthened its whistleblowing functions” to give staff more confidence in holding it to account following the Horizon scandal.
Speaking at the Postmasters Conference on 18 June, group chief executive Nick Read told attendees the company had “learned from mistakes of the
past” and committed itself to change. He added: “We have redefined ‘how’ and ‘what’ we do as an organisation to drive purposeful growth and ensure PO is an organisation fit for the future.
“We have significantly strengthened our whistleblowing functions so everyone in our business can confidently raise questions without fear of the consequences.
“As we embrace restorative
justice, to do all we can to right the wrongs of the past. We do so not reluctantly, but earnestly and wholeheartedly.”
Read added the company will also improve the support postmasters receive for the day-to-day running of their branches. This includes training, a re-organisation of area and regional managers, and its upcoming NBIT system.
Postmasters will also see their monthly variable remu-
neration increase by as much as 5%, determined by meeting requirements for cash processing and accounting.
However, new PO chairman Nigel Railton warned the company would be assessing costs.
He said: “One of my preconditions before taking on this role was that we do a full and proper strategic review into the business’ future. I want to be honest and say now that the review will look at costs.”
DHAMECHA is to serve retailers in the north of England for the first time with the opening of its 13th cash and carry in Liverpool.
The depot is due to open near the end of 2024, following earlier expansion across the Midlands. Pradip Dhame-
cha, the firm’s chief executive, said: “In Liverpool, we are building a shopping environment that will be a pleasure to visit and we look forward to opening our doors to new customers in time for the important Christmas trading period.”
INDEPENDENT stores partnered with Uber Eats have seen demand for home delivery services grow, following the collapse of rival Getir.
Alexander Troughton, Uber director of grocery and retail UK, told Retail Express: “We have seen an increase in demand in areas previously covered by Getir – they used to sit on our application for demand anyway. We
THE British Soft Drinks Association (BSDA) is fighting to have glass excluded from Wales’ deposit return scheme (DRS).
Currently, Wales is set to be the only UK country to have glass included in its DRS, raising safety concerns in small shops. BSDA president William Watkins said: “A lack of alignment in this area would create different market conditions within Great Britain, something that carries the potential to confuse consumers.”
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PRIYA KHAIRA
COCA-COLA Europaci�ic Partners (CCEP) has launched a new Golden Mango �lavour for Powerade, addressing consumer demands for the �lavour.
The sports drink market in Great Britain is valued at nearly £408m, having grown by more than 45% in value and 20% in volume, outpacing all other soft drinks subcategories.
Powerade, the fourthlargest sports drink brand in the UK, has contributed to this growth with its Mountain Blast and Berry & Tropical �lavours.
Powerade Golden Mango is
now available in 500ml plain packs. Like the rest of the Powerade range, it contains Vitamin B6, which helps reduce tiredness and supports energy levels.
To enhance visibility, Powerade has also updated its packaging design. The new look features bold graphics and clear product claims.
The design also incorporates the Olympic rings, linking the brand to Coca-Cola’s of�icial partnerships with UEFA Euros 2024 and the Paris 2024 Olympic Games.
Retailers can access PoS materials through the CCEP website to support the launch in store.
Rob Yeomans, vice president of commercial
development at CCEP GB, said: “Powerade has huge potential, especially with active lifestyles becoming more prevalent and the sports drink category thriving.
“We hope the new �lavour and packaging will excite
BARR Soft Drinks is celebrating summer with the launch of Ka Karnival Twist, a limited-edition sparkling Coconut & Lime �lavour.
It is available now in a price-marked 500ml bottle and a 2l bottle.
It comes as Ka is growing three times faster than the
carbonates category and is the UK’s number one Caribbean �lavoured drink brand, according to Circana �igures.
“Carnival season is a massive opportunity for soft drinks retailers with more than two million people joining the celebrations, and sales of Afro Caribbean drinks more than doubling during carnival weeks, when �ive million drinks are served,” said Jonathan Kemp, Barr Soft Drinks’ commercial director.
RRP: £1 PMP (500ml), £1.80 (2l)
PLADIS has expanded its Flipz snack brand with the launch of a limited-edition Cinnamon Bun variety.
The new �lavour is exclusive to convenience and wholesale and is available in an 80g and a 90g sharing bag.
UK consumption of cinnamon products has increased
consumers, and we look forward to seeing strong retailer support.”
Available now
CADBURY has relaunched its Cadbury Top Deck chocolate bar in the UK as part of its 200th anniversary celebrations.
Originally launched in 1993, the bar will return for a limited time in both PMP and non-PMP formats, featuring nostalgic, vintage-
inspired packaging.
The limited-edition Cadbury Top Deck combines two layers of white and milk chocolate.
It follows the retro Cadbury Dairy Milk bars, which were launched earlier this year as part of Cadbury’s anniversary celebrations.
Already popular in Australia and South Africa, the bar is set to be a hit in the UK once again.
The supplier will support the launch with social media and in-store PoS.
RRP: £1.65
NESTLÉ has unveiled its Bring the Cheer with Cheerios campaign, celebrating its partnership with the British Paralympic Association ahead of the Paris 2024 Summer Paralympic Games.
The campaign aims to inspire families to support British athletes, with Paralympians Hannah Cockcroft, Will Perry, Jack Hunter Spivey, Ellie Challis and Thomas Young as ambassadors.
It spans on-pack promotions, in-store activations and digital activations.
The campaign highlights a chance to win a trip to the Games, including travel and accommodation.
Sarah Fordy, head of marketing at Nestlé Cereal Partners UK, emphasised the initiative’s goal of rallying communities and celebrating the Paralympics together.
by 59.5% since 2016, according to Adam Woolf, marketing director at Pladis UK&I.
Flipz is currently worth £12.7m and is growing by 7.6% in total retail. Within convenience it is seeing value and volume growth of 30% and 18%.
KEPAK has launched an on-pack promotion across Rustlers as part of its Boost Your Burger campaign, offering shoppers the chance to win six months’ access to Spotify Premium.
28 million impressions.
The Boost Your Burger campaign aims to inspire customers to customise their Rustlers products with additional ingredients.
Woolf added: “With 14% compound annual growth rate forecasted for cinnamon products between now and 2027, now is the perfect time for us to expand the Flipz range with this ontrend �lavour.”
RRP: £1.25 (80g), £1.65 (90g)
Until 23 July 2024, shoppers can upload an image of their receipt of any Rustlers product to winwithrustlers.com.
Retailers can support the promotion with PoS, which they can download from Kepak’s trade website.
The supplier is also supporting the promotion with a social campaign across TikTok and Meta sites, as well as sponsoring a Spotify moodboosting playlist, which it says will generate more than
HELL Beverages has added to its Energy range with the launch of two limited-edition Summer Cool varieties: Chillin’ Guanabana-Mango and Groovy Grapefruit.
The two �lavours are available exclusively through Hell’s van sales team.
Both variants contain �ive types of B-vitamins, 32mg/100ml of caffeine and no preservatives. Their packaging is also fully recyclable.
The launch follows a busy year for Hell Beverages as the brand continues to establish itself in the convenience space. It follows its Mocha RTD Coffee variety launch, and energy drink made by arti�icial intelligence.
Hell Energy has also
become the of�icial energy drink partner of boxing promoter Boxxer.
The supplier has been a presence at several trade shows this year. RRP: 79p
ACCOLADE Wines has launched a Spin to Win on-pack promotion across its Jam Shed wine range, offering shoppers the chance to win more than 25,000 prizes.
Running from 1 July until 30 September, the promotion includes a QR code on bottles of Shiraz, Chardonnay, Malbec, Rosé, Tempranillo, and Red Blend, as well as PoS material.
Upon scanning the material, shoppers are taken to a website where they can spin the wheel for the opportunity to win an instant prize.
Winners will also receive a second chance to spin the wheel, with the possibility of upgrading their prize.
Prizes include
pizza ovens and portable speakers.
ALL retailers can feel imposter syndrome at times –they’re not alone in it. But the key to overcoming it is your attitude, and I would know about that.
I get imposter syndrome when I feel like I’m completely out of my depth. I never went to business school, and I started working in retail a er school when I was 14 and haven’t really le . Everything I’ve learned has been on the job.
However, it means I do have a lot of experience in the practical side of the business asI’ve been in the trade for such a long time now.
Sometimes when it comes down to the facts and gures of it all, I feel I shouldn’t be here. I go to meetings and people are talking about things I don’t necessarily understand, so I feel like I haven’t got anything to put into that conversation. That’s the annoying part of it. But it’s all about determination, and not giving up.
Women in Convenience (WiC) has really helped me in this area, and shows you that you’re not alone. It helps you see that you have got something to say, and that people want to listen to you. Working in a male-dominated atmosphere, you can also feel out of place – but it’s a learning curve, even a er 40 years in the sector. It’s a constant ght, but I’m up for a ght and a challenge. Everybody’s got a right to be in this business.
I also really advise retailers to attend events –getting a bit of distance from counter can give you a refreshed perspective, you can learn a lot and also realise that others feel the same. We’re all keeping up, and doing a great job of it, so make sure to remind yourself of that.
PRIYA KHAIRA
COCA-COLA Europaci�ic Partners (CCEP) has launched a summer campaign titled ‘Born Ready to Reunite with Your Crew’ for its Jack Daniel’s & Coca-Cola ready-to-drink (RTD) range.
The campaign includes a competition where retailers are invited to take a photo of their Jack Daniel’s & CocaCola range and text it to 07470 001001.
Retailers will then enter a draw for the ‘Convenience Store Crew’ giveaway, which is running until 12 August. One winner will be selected at random each week, and will receive a £250 cash prize.
The weekly winners will also be sent a pack of exclusive Jack Daniel’s & CocaCola-branded merchandise including hoodies, T-shirts and can coolers.
Until the end of July, shoppers can also win £500 gig vouchers.
To enter, shoppers must join the free prize draw available on the Coca-Cola website. The promotion will be supported by digital marketing activity which includes social media, advertising on Spotify and Live Nation, and in�luencer activity to drive engagement.
Jack Daniel’s & Coca-Cola and Jack Daniel’s & CocaCola Zero Sugar will also be of�icial bar partners at
PREMIER Foods has partnered with Universal Studios for an on-pack promotion tying in with the release of Despicable Me 4.
Running across 24 products in the Mr Kipling, Ambrosia and Angel Delight ranges, the promotion gives consumers the chance to win more than 250 prizes, including two family holidays to America, cinema tickets and Despicable Me 4-themed merchandise.
Mr Kipling has also launched limited-edition Banana Slices, inspired by the popular Minions characters from the �ilm series.
The slices are available across grocery, wholesale and convenience channels until
the end of September.
The promotion is being supported with in-store customer marketing and PoS. Available until: 23 September
Brighton Pride this August.
Since its launch in March 2023, the Jack Daniel’s & Coca-Cola RTD range has generated nearly £34m in sales,
becoming the largest value line in its category, according to Nielsen data.
FROSTY Jack’s has teamed up with hand model Hans Handerson for a second year running to encourage the nation to ‘Crack Open the Unexpected’.
PHILADELPHIA has announced a campaign to tap into the popularity of brunch, giving consumers the chance to win a VIP brunch hosted by TV personality and chef Andi Oliver, including �irst-class travel and �ive-star accommodation.
Each entry into the competition will receive a downloadable Philadelphia recipe book for inspiration.
The campaign is running across Philadelphia packs. To enter, shoppers need to scan the QR code on their pack and enter the barcode on a dedicated site.
The cream-cheese category is growing by 9.1% year on year, according to Nielsen data.
The advert, which forms part of a wider multi-channel marketing campaign by Aston Manor Cider, has returned to screens on ondemand channels including Channel 4 and Sky. It will also feature on YouTube, Instagram and Facebook.
The campaign makes its return as the strong cider category has demonstrated 8% growth during the past 13 weeks, versus the total cider category, which has grown by less than 2%.
Further data has also revealed that Frosty Jack’s shoppers make twice as many shopping trips as the average cider shopper.
TO celebrate this year’s sporting events, Capri-Sun is offering free sport sessions for children aged 5-16 with the purchase of selected packs.
ing netball, swimming, taekwondo and football in over 1,500 locations.
Until 31 July, parents can scan QR codes on Capri-Sun Orange, Orange Zero, Tropical, Blackcurrant & Apple, and Blackcurrant & Apple Zero to win prizes.
The initiative supports the Department of Culture, Media and Sport’s strategy to increase physical activity among children and make sport more accessible to all families this summer.
Families can choose from more than 30 sports, includ-
PRIYA KHAIRA
FOX’S Burton’s Companies (FBC UK) has added a limited-edition Cherry Bakewell Tart biscuit and a £1.29 price-marked Salted Caramel format to its Fox’s Crunch Creams range.
The new �lavour has been created to meet shopper demand, with 71% saying they would buy a Bakewell Tart biscuit. Bakewell is rolling out to the convenience sector following an initial launch in B&M, while Salted Caramel is available now.
Colin Taylor, trade marketing director at FBC UK, said: “We are modernising the Crunch Creams brand with different �lavour pro�iles
so we can attract new shoppers to the category, as well as excite loyal fans with something above and beyond the traditional �lavours of the brand.
“Limited-edition products always drive excitement in the category, helping retailers make the most of the growing opportunity and demand for an everyday little lift.”
The price-marked Salted Caramel format is available via Booker.
The Fox’s Crunch Creams range is currently worth £14.5m in retail sales value and is in the everyday treats sub-category, which accounts for 24.7% of all biscuit sales by value.
“As well as �lavour innova-
tion, we know it’s important to offer new formats in the current landscape, too,” Taylor added.
PLADIS has reduced plastic usage in its Jacob’s Crackers Selection by 78%.
tial we continue to challenge ourselves to reduce plastic in all our packaging.
VK HAS released a VK Apple & Blackcurrant variety after consumer demand for the �lavour circulated on social media.
The brand encouraged consumers to vote for a new �lavour online.
More than 20,000 consumers engaged in the nomina-
tion process, which was between Peach & Lychee, Pineapple & Coconut and Lemon & Lime.
Apple & Blackcurrant received more than 40% of the �inal vote.
It will join VK’s portfolio alongside classic �lavours such as VK Blue, Orange & Passionfruit and Tropical Fruits, which are available in 275ml and 70cl bottles.
The launch aims to tap into the Gen-Z demographic, as these shoppers are the most drawn to the category, according to Mintel data.
FUNCTIONAL drinks brand
Boost has announced its of�icial sponsorship of Faversham Town FC, the only town in the country with rights to use the Royal Coat of Arms of England as its crest.
Following the brand’s on-pack refresh in April, the season introduces a new partnership for the company. This partnership succeeds its previous sponsorship of Leeds United FC last season.
Anjna Mistry, brand controller at Boost drinks, said: “We’re proud to announce our sponsorship of Faversham Town FC, a local club with a proud history where many of the squad work full-time jobs alongside their football career.
“This campaign for us is the perfect opportunity to champion the everyday unsung heroes of the game.”
This is equivalent to a 373,428g reduction in carbon dioxide emissions.
Working with sustainable packaging �irm DS Smith, Pladis claims this reduction has been achieved without compromising the product’s look or its tamper-proof seal.
“So, making this important change to one of our bestknown and long-loved products is a great step forward.”
Suzanne Westlake, global director of sustainability at Pladis, said: “Jacob’s Crackers Selection presented us with a great opportunity to make a signi�icant impact.
SCHULSTAD Bakery Solutions, part of Lantmännen Unibake, has introduced a Signature Fruit Danish Selection, featuring a range of pastries with visible fruit pieces.
Available now, this range aims to cater to the growing demand for artisanal sweet bakery options.
The collection includes three premium recipes: Morello Cherry & Almond Bakewell, Apple & Cinnamon Custard, and Rhubarb Madagascan Vanilla Custard & Meringue.
Samantha Winsor, marketing manager at Schulstad Bakery Solutions, said: “Changing lifestyles and an ever-increasing desire for
convenience and choice have all played a signi�icant role in the way we consume food.
“This includes the UK foodto-go market, which is booming and expected to grow by 3.5% to a value of £23bn in 2024, outpacing its pre-pandemic value by 9.3%.”
“Plastic reduction remains top of mind for shoppers and retailers alike, and it’s essen-
MÜLLER Yogurt & Desserts has announced a relaunch of its classic Müller Light yoghurt.
The new Müller Light yoghurt range will include added Vitamin B6, which contributes to the reduction of tiredness and fatigue, and Vitamin D, which helps support the normal function of the immune system.
It has also introduced a new design for its packaging, which will highlight the reformulated recipe.
A supporting multimillion pound marketing campaign will see Müller Light as the focus of a new Müller Yogurt & Desserts Masterbrand advert later this summer, complementing the three
already on air. It will also feature outof-home advertising, radio, in-store, online and digital activations, which are expected to reach 95% of the UK population.
NORAC Foods UK is launching a new on-pack promotion this summer for its Whaoo! chocolate crepes range.
Until 8 September, shoppers are in with a chance of winning one of more than 350 prizes, including a family holiday to Somerset and Virgin experience days, including tickets to Go Ape.
Shoppers can peel back the sticker on their Whaoo! product after purchase, scan the QR code and enter their details to �ind out if they have won.
The promotion follows the product’s rebranding earlier this year, which included changes to its packaging.
Kantar data shows that the brand presents year-on-year
GUINNESS has announced its �irst-ever global football partnership with the Premier League.
The four-year agreement, which kicks-off for the 202425 season, will see Guinness become the Of�icial Beer of the Premier League, and Guinness 0.0 as the Of�icial Non-Alcoholic Beer.
As the Of�icial Responsible Drinking Partner of the League, Guinness will also be using its global rights to promote and encourage responsible drinking during the season.
Guinness said it will use its distinctive marketing, creative advertising and history of activating worldclass sports sponsorships to
create fun and engaging fan experiences.
John Kennedy, Europe president at Diageo, said:
“The Premier League is the world’s most popular football league, providing an amazing opportunity to continue the success of the Guinness brand globally.”
drinks market continues to boom, BRITVIC shares the importance of stocking the right range to unlock the category’s success
A SOFT drink is the second-mostbought product in convenience3 So, how can retailers capitalise on this valuable opportunity? Start with limited-edition releases and innovations. For example, the recently launched Tango Blast can encourage shoppers to try something new. Also, keeping an eye out for emerging categories, such as ready-to-drink co ee from the likes of Jimmy’s Iced Co ee, or health-focused offerings from Plenish, can help retailers retain a competitive edge, appealing to a wider range of shoppers. Meal deals can also help maximise sales within the onthe-go market as shoppers look for value. Nothing beats the classic combo of Pepsi Max and a bag of crisps, of course, but there are plenty more pairings that can drive up basket spend. What’s more, price-marked packs for popular brands such as Rockstar Energy are also a great way to show the value being o ered to budget-conscious shoppers.
To help drive your so drinks sales, visit atyourconvenience.com for more tips and exclusive POS materials
Ben Parker, retail commercial director, Britvic
“FOR retailers, a solid lineup across key categories such as energy, carbonates, water, juice and sports drinks is key to tap into core missions and occasions. For example, the demand for immediate consumption has increased, with a 17.2% surge to £2.5bn and units up by 4%4
“Britvic’s o ering includes popular brands and proven performers like Pepsi and Rockstar Energy through to Tango and Robinsons Ready-To-Drink, all catering to various consumer demands, while providing a convenient, one-stop shop for retailers.”
RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS What do you think? Call Retail Express on 020 7689 3358 for the chance to be featured
ICE CREAM: How are you improving demand?
“I’VE been working with Booker on a new sundae station concept. I wanted to get the concept in before summer to generate demand. Although ice cream is good for hot weather, the waffles and crepes mean we can still generate demand in the winter months.”
Paul Gardner, Budgens of East Finchley, London
“WE have a food-to-go section right at the front of the shop, which includes a Fwip and slushie machine. Customers see it right as they walk in and are more tempted to get an ice cream or gelato right away. As you can expect, sales increase during hotter weather as a result.”
I wanted to get the concept in before summer
ACCESSIBILITY: How are you improving your store for the disabled?
“INCORRECT or confusing signage can make shopping more difficult for people with learning disabilities or dementia. I suggest having dedicated quiet hours where sound and lighting are lowered. It makes the store more welcoming to customers.”
Natalie Lightfoot, Londis Solo Convenience, Glasgow
“IT’S no hassle for shopkeepers, and it makes a big difference for people with autism or Alzheimer’s. I’ve changed my black rugs for lighter ones because I learned that dark sections of flooring can be indistinguishable from holes to people with some forms of dementia.”
Trudy Davies, Woosnam & Davies News, Llanidloes
IMPULSE: What are you doing to boost sales?
“I WOULD recommend that retailers switch up their till fixtures regularly. I do this every month. Staying up to date with what your customers want is crucial for setting yourself apart and driving impulse purchases at the end of a customer’s shop.”
Priyesh Vekaria, One
Nishi Patel, Londis Bexley Park, Kent
EURO 2024: Have you seen more customers during the tournament? Put yourself in the shoes of a customer
“SUPPLIERS such as CCEP and PepsiCo have helped by providing displays, and there have been a number of initiatives we’ve started to attract more customers. For example, we’re giving customers the chance to get a free beer glass if they come into the store when England are playing.”
Julie Kaur, Jule’s Premier, Telford, Shropshire
“EURO 2024 is all about creating an amazing customer experience with our service and in-store displays. Throughout, we have decided to keep it simple but effective. We’ve had great brands supporting us and PoS kits bringing the theatre to the products and our displays.”
Bobby Singh, BB Nevison Superstore, Pontefract
I AM looking to refresh my store in the next year or so, and it has been suggested to me by my symbol group that I install a range of food-to-go options such as a coffee machine, a Tango Ice Blast machine, �izzy slush and so on. They also want me to put fresh cakes by the counter.
While this might work in some stores, none of this is right for my shop. I’ve tried fresh cakes and wasted more than I sold. I have a coffee machine, but I sell a maximum of three cups per day. A wall of food-to-go machines would also signi�icantly increase my utility bill. With electricity costs
COMMUNITY RETAILER OF THE WEEK
Serge Notay, Notay’s Premier, Batley
‘I gave away free sanitary products’
“I’VE posted a short video recently on my TikTok page notifying customers they could claim free sanitary products through online ordering. This was in aid of tackling period poverty. One in 10 women cannot a ord sanitary products and that’s a dire situation to be in. I partnered with Snappy Shopper to help tackle the issue and asked as many followers as possible on my social media page to share, as someone who needs it might see it. There were no questions asked for anyone who needed free sanitary products.”
at 20p per unit minimum this wouldn’t work. Also, these machines take a lot to maintain.
Where I have seen a signi�icant uplift is in grocery and impulse, and I could put some investment into my chilled section. I also offer fresh hot food, but not every day. If I did, again there
would be waste. Symbol groups really need to work with the retailer and not push them on additions that won’t work in their store or may turn out to be unaffordable. Retailers want symbol groups that listen and support them.
Anonymous retailer
Dan Brown, Pinkie Farm Stores, Musselburgh
‘We want community to be proud of store’
“THE store had its 10th birthday and we celebrated by giving customers goody bags, vouchers and food samples. Over the course of the store’s history, the foodto-go and chilled ranges have expanded to serve local needs. We are incredibly grateful to our loyal customers and dedicated sta for their support over the past 10 years. This anniversary is a testament to the hard work and commitment of our team and the trust of our local community. Our ambition is to keep evolving the store to give our community a store they can be proud of.” COMMUNITY RETAILER OF THE WEEK
WHEN there’s new product being launched, it’s so important to work with the suppliers to make sure it lands with a real splash. We want a two-way conversation with suppliers, so the retailers can get involved and the suppliers want to work with us.
The success of the launch of the Walkers Flamin’ Hot range came about because the suppliers were willing and able to engage with retailers. We then engaged with it on social media and it generated a real buzz. Having the right PoS in place allowed us as retailers to launch it simultaneously, which was key to getting the right message across. The PoS was bang on and very impactful in our store. It felt like a real store takeover. It might not have driven an increase in footfall, but there was de nitely additional basket pick ups.
Retailers these days engage with each other on WhatsApp and social media so it’s even more important for suppliers to be on there as well to work with retailers and make things happen. It’s so important to speak to your reps and your suppliers to nd out what’s going on. And on top of that, we as retailers need to get onto social media and start promoting ourselves and our stores. It’s important to be creative and really interactive when it comes to social media. That’s not just about customerfacing posts, but also through social media channels that connect you with other retailers as well.
It’s all about having a good social presence and a good following. There are great shops out there on X and TikTok, so look at what they’re doing. You don’t have to do it yourself either. Find a member of your team who’s really good at it and use their skillset and their knowledge. But above all, keep it friendly and interactive.
RETAIL’S BEST held its 10th instalment of Retail’s Best Forecourt & Convenience Partners in Stansted on 16 May 2024, bringing together retailers, suppliers and experts to help drive innovation in the roadside retail and convenience sectors
LEADING convenience retailers and forecourt operators gathered at the Radisson Blu in Stansted to mark Retail’s Best’s 10th networking event.
“I’m proud to say that Retail’s Best has brought together many leading suppliers with hundreds of successful independent dealers and retail operators, representing thousands of sites between them,” said Retail’s Best founder Moiz Vas.
“Who would have thought we’d reach this milestone event? But we’ve got here by looking out for each other. Our
vision was to create a series of unique and exclusive new business development networking events, put together by retailers, for retailers.”
The event’s key partners were Essar (motor fuel partner), Co-op/Nisa (retail partner), Wild Bean Cafe by BP (food for now partner) and TSG (renewable energy partner).
Aside from a smart exhibition featuring these companies alongside many other exhibitors, attendees also bene ted from a retailer-led panel debate looking at tackling retail crime.
Here is some of the feedback from this year’s supplier partners who attended the event
“Retail’s Best brings together many of the country’s most influential independent retailers and forecourt operators.”
“We found it inspiring being able to listen, understand and learn more from all the retailers and forecourt operators we met today.”
“It provides great networking opportunities for us to meet retailers from across the industry, and see how we can build pro table partnerships.”
“Retail’s Best gives us an opportunity to showcase what’s new and exciting with leading UK retailers.”
THE panel on retail crime featured Association of Convenience Stores (ACS) chief executive James Lowman, Southern Co-op head of franchise Mike Fitton, Catch a Thief founder Farrah McNutt, and the Met Police’s commander for frontline policing, Commander Kyle Gordon. There was acknowledgment of the di culties retailers are facing, particularly in light of the most recent ACS Crime Report. “Crime is going up,
but it’s more than that,” said Lowman. “The brazenness and levels of violence are on the increase, as is the feeling of powerlessness among retailers.”
He also downplayed the role of the cost-of-living crisis in fuelling the gures: “Speaking to retailers, we hear that it’s the same people – those with addiction problems, proli c o enders. Five-to-six-person crimewaves, we’re not talking about hundreds of people committing the o ences.”
McNutt, meanwhile, talked about the need for retailers to focus on the fundamentals of security. “On the education side, I walk round stores and see blind spots, CCTV not covering places or being out of date, massively high shelves, sta that are so busy they’re not watching the floor,” she said. “These are things people look to exploit.”
“If a sta member hasn’t noticed a thief come in, they will feel like they can take
what they’re after. A sta member can say hi and o er help, just to show they’ve noticed them.”
Lowman stressed the need for local police services to adopt online crime-reporting systems to help them get accurate statistics and communicate across forces: “A lot of crime is localised, but you do get travelling gangs and crosscounty criminals, so it’s important to have systems where forces can talk to each other.”
“RETAIL’S Best is often described as ‘the networking event of the year for roadside retail, food to go and tech for retail’,” said Vas. “Its unique ingredient is that it’s designed ‘by retailers, for retailers’.
“The event brings together the decision-makers from a host of the top independent
forecourt operators and convenience retailers to network, share ideas and tackle the hot industry topics in a relaxed and non-competitive environment.
“This year’s retailer-led panel discussion, entitled ‘Risk vs Reward’, was no exception. We tackled the subject of crime and challenges
faced by retailers, and the feedback from guests was that the debate was ‘refreshingly constructive and positive’. And I’m pleased to say that it hasn’t stopped there. We have been contacted by a number of high-pro le retailers, looking to continue the conversation with members of our panel after the event.”
PRIYA KHAIRA explores what opportunities are available to retailers across the frozen food category
CLOSE to 100% of UK households buy frozen products, according to Kantar data, and the category is growing. Sales in the convenience channel increased by 16.2% over the past year, with strong margins boosting many store’s overall performance.
Jey Sivapalan, of 1 Stop Go Local Extra in Derby, says the category attracts a vast range of customers throughout the year, he says that it is an allround strong seller that most retailers can pro t from regardless of their location.
“We noticed a slight increase in margin on our fro-
zen food in the summer to around 36%. Value is crucial to customers, so we try to o er promotions as much as possible, which helps build the volume of products that we sell,” he adds.
Frozen food sales are driven by customers looking for convenient meal options. Sivapalan notes that his store attracts lots of families, so easy frozen meals from value brands such as Eden Farm’s Farmer Jack’s often sell well.
“If customers know you have a selection of frozen meals and desserts available, they will be more likely to re-
turn and make those repeat purchases,” he says. While value options are important, retailers can bene t from o ering items at varied prices as well. Judith Smitham, of Trelander Stores and The Old Dairy – Pydar Stores in Truro, Cornwall, notes that there is a demographic of customers in her area willing to pay a little extra for premium frozen meal options. “Our Cook range is the most popular frozen o ering that we have. We collaborated with the franchise at the start of the year, and we are making up to a 30% margin on it,” she says.
Pip Organic has unveiled a new look for Pip Organic Rainbow Lollies. The new packaging has been added to attract younger shoppers to the category.
Gold Standard Nutrition has expanded its range to include Panko Chicken to its chicken bites range. The bites sit alongside its 1kg bags of Salt & Pepper Chicken Bites, Spicy Fajita and Smokey Hickory BBQ.
Wall’s has released a Twister Berry-licious Cornetto Soft Stracciatella and Caramel and three new Guuud Greek Style Yoghurt Ice Cream flavours in Raspberry, Salted Caramel and Passionfruit.
Over the Moo has launched vegan chocolate flavoured ice cream bites. The new pouch has an RRP of £3.99 and contains just 30 calories. It joins its existing Caramel and Vanilla flavours.
Energy e ciency
Invest in energy-e cient freezers to reduce energy consumption. Ensure the models you use are designed to use less power while maintaining an optimal temperature.
Maintenance
Make sure that you look after your freezers and keep them well maintained. Consider allocating sta members the responsibility of checking that freezers are regularly defrosted, coils are cleaned and that door seals are fully closed throughout the day.
Placement
Place freezers in colder areas in the store out of the way of windows or heat sources. This can reduce the amount of electricity needed to maintain the correct freezer temperature.
Lighting
Consider using LED lights inside freezers to enhance the visibility of your products. LED lights also use less heat and enhance energy e ciency
Covers
At night, cover up any open freezers when the store is closed to maintain cool air inside the freezers. This will also reduce the amount of energy required to bring the temperature level back down when the store reopens.
EFFECTIVE merchandising is vital for driving category sales this summer as many customers will be shopping for big night in occasions. As the weather gets warmer, retailers can generate additional sales on big night in essentials like multipacks and even ice cubes.
Sivapalan has introduced more multipacks of ice cream and ice lollies in anticipation
of these shopper missions.
“I keep frozen desserts and ice creams grouped together,” he says. “I do the same for frozen pizzas, meals and snacks Doing this helps shoppers navigate the area more easily.”
Clear merchandising within frozen xtures can encourage customers to pick up a dessert or snack alongside a main meal purchase on impulse. Data
gathered by regional data tool
Pricewatch shows that while frozen pizzas are dominating frozen food sales, Ice Club Ice Cubes are the fourth most popular frozen item at the moment, and are most often sold at £1.99.
Retailers with less freezer space should focus on prioritising a core range of bestsellers, including frozen pizzas, sh
and vegetables.
Aman Uppal, of One Stop Mount Nod in Coventry, notes that frozen chips and vegetables are most commonly purchased both in store and online throughout the week.
He notices a spike in demand for frozen roast dinner ingredients like meat, sausages and Yorkshire puddings on the weekends as well.
Top ve frozen items across the UK
According to data gathered by price comparison tool
Pricewatch on betterretailing.com, here are the some of the most-popular frozen products and their mostcommon selling prices among retailers
Potters Sausages Pork Sausages 454g
Average cost: £2.32
Most common selling price: £3.49
Goodfellas Stonebaked Thin Pepperoni Pizza 332g Average cost: £1.78
Most common selling price: £2.99
Dr Oetker Ristorante Pizza Mozzarella 335g
Average cost: £1.61
Most common selling price: £3.49
Ice Club Ice Cubes 1.8kg
Average cost: £1.02
Most common selling price: £1.99
Goodfellas Stonebaked Thin Margherita Pizza 345g
Average cost: £1.79
Most common selling price: £2.99
CHARLES WHITTING explores the next-gen nicotine category and how retailers can retain customers and sales in the face of the disposables ban
AT the time of writing, the General Election is yet to take place, but regardless of the result, retailers and suppliers are con dent that the ban on disposable vapes will still go ahead. Retailers need to start thinking about what they’re going to replace them with to make up for lost sales.
“The governments of Eng-
land, Wales, Scotland and Northern Ireland have agreed that single-use vapes should be banned, and each is progressing legislation to bring this into force from 1 April 2025,” says John Dunne, director general of the UK Vaping Industry Association.
“Given that the single-use ban has widespread support
throughout the UK, it is not thought that the General Election will have any impact on this. All polls point to a Labour victory, and given that Keir Starmer’s party supported the legislation, it is most likely that the Tobacco & Vapes Bill will also be reintroduced, possibly in an amended form, in the next parliament.”
WITH disposables becoming unavailable, retailers are already looking at alternative forms of next-gen nicotine, turning to sub-categories that existed before disposables. By doing this early but slowly, they can maximise sales of disposables right up to the day of the ban, while still steering customers back to them post-ban with a longstanding range of non-disposable products.
“When the ban comes in, there’ll be a shift as people either stop vaping entirely or move to rechargeables,” says Anila Ali, from Ali’s Convenience Store in Tranent, East Lothian. “The general consensus is that things will change to rechargables, so we’ve earmarked lines that we want to get rid of. And we’ll be taking that space for rechargeable options.
“We’re delisting lines
to build that rechargeable brand. We don’t want to jump too early because there’s still time for disposables, but we need to start introducing alternatives long before it’s in their face. That way, they know where to shop when the ban comes in.”
James Neary, from Neary’s General Store in Helmshore, Lancashire, is sitting tight for the moment, waiting for advice from the three big brands he stocks and making sure he’s not getting too much stock in as April gets closer.
“Models have come and gone over the years, and there’s not a lot you can do to pre-empt it,” he says. “Stick with the big boys and they look after you and take back stock you can’t sell. They did it with plain packaging and gave us credit, so I expect them to do the same next year.”
James Hall, anti-illicit trade manager, Imperial Brands
“WITHIN convenience stores, retailers can currently display, advertise and promote vaping products in and around the store, so using eye-catching, compliant PoS and countertop display units can really help drive visibility and grab the attention of adult nicotine-users as soon as they walk through the door.
“However, retailers must make sure that they are fully compliant with the Children and Young Persons (Protection from Tobacco) Act 1991 by displaying a prominent notice in store stating that it is illegal to sell vape products to anyone under the age of 18.
“When deciding on ways to display vape-related products, retailers must also ensure that they are merchandised only to appeal to adults by ensuring counter display units and gantry furniture are kept at adult eye level, and away from any child- or adolescent-related products.”
WITH disposables likely to be o the market from April 2025, vapers and retailers alike will have to turn somewhere else.
Re llable pods and liquids are seeing a resurgence in popularity according to some retailers as the vaping experience most closely resembles disposables.
“HMRC reports that 54% of current vapers prefer reusable vape products,” says Cope.
“Recent innovations include multi-pod systems, recharge-
able legal big pu devices, and re llable pod systems. Our recent sales data show that legal big-pu devices accounted for more than 13% of our total sales in April 2024. While some products will not comply post-ban, manufacturers are working to provide compliant alternatives ahead of the ban.”
In addition to this, nicotine pouches and heated tobacco products are also expected to draw more fans, with people
able to use pouches indoors, for example.
Retailers need to talk to their customers to assess where their preferences might lie and start introducing some of these alternatives early. It’s also important to keep up with new trends and product launches in these categories to keep customers interested.
“Our estimates suggest the heated tobacco category will be worth £400m by 2027 as
more customers are seeking an alternative but familiar tobacco experience with devices that heat tobacco instead of burning it,” says Mark McGuinness, marketing director at JTI UK.
“Flavours are also helping to drive the heated tobacco sector forward. Sales of tobaccoflavoured variants account for 50% of all re ll sales in traditional retail, with menthol flavoured accounting for 40%.”
Kajan Thayalan, Go Local Extra Cambridge Street, Manchester
“WE sell lots of disposables at the moment, but when we stop the customers will go back to the liquids. Sales of disposables are already down and lots of our customers have already switched over the past few months. In the past two months, 40% of my customers have been asking for liquids. It’s cheaper for them as well in the long term to use them as the liquid top ups aren’t very expensive.
“At the moment, it’s all about liquids, pens and heated tobacco. We have a big display of heated tobacco. Whereas last year I had no liquids, now I’ve got two shelves of them. It’s just two brands – Edge and Elux – but they’ve got 10-12 flavours each.
“I’d advise retailers to get ahead of it, do their research and speak to their customers to nd out what they want.”
Ploom X Advanced
JTI UK has announced the expansion of its heated tobacco device, Ploom X Advanced. The expansion makes the device and heated tobacco sticks available to independent and symbol group retailers in She eld and Glasgow. The Ploom X Advanced device was brought to the market in September 2023, with faster charging. Ploom device sales have almost doubled since last year.
Elfbar
Elfbar recently launched the Elfbar 1200. This two-in-one system features dual pods allowing for two flavours. The mouthpiece can be removed and rotated to switch between them. Elfbar also unveiled the rst product in its ELFX series, a range created to provide an accessible entry point to open pod vaping systems. The re llable device has a 2ml capacity and an easy-to- ll port for manually adding e-liquid.
SKE Crystal
SKE Crystal Plus has launched a pod kit and SKE Crystal 4in1. SKE Crystal Plus comes in a slim design and a variety of pre- lled pods. Their re llable pod now gives users the choice to use their favourite e-liquid instead and can be re lled up to ve times.
SO far, it’s still legal to display your next-gen nicotine products, so it’s worthwhile getting them in prominent positions within your store. Clearly separating the sub-categories, brands and flavours can help customers navigate it more easily and encourage conversation with sta .
Retailers could also consider dual-siting their vape products, with a dedicated
display on the shop floor and a smaller array of bestsellers and launches at the till for impulse purchases and conversation starters.
“It is always a good idea to have a strong visual display of vaping products, positioned away from the main gantry where possible, with clear information on pricing to enable customers to browse at their leisure without the need
to handle and inspect products,” says James Hall, antiillicit trade manager at Imperial Brands.
“Where space is limited, even a small countertop unit can help achieve this, especially if it is well organised and fully stocked. Making sure it is positioned in a well-lit part of the counter will also help increase visibility of products even further.”
ILLICIT tobacco sales are already a scourge across the country, and vapes have also been considerably impacted. Di erent countries have different laws stipulating how many pu s and how strong a vape can be – whether disposable or not – and retailers must ensure that what they’re stocking is legal and safe for their customers.
There are fears that a disposable ban could drive disposable sales underground rather than away entirely, with the UKVIA predicting a boost to the black market of £645m per year if the ban is implemented.
“The impact of a prohibitionist approach to vaping policy can be seen in Australia, where it is estimated that 92% of the nation’s vapers acquire their vapes through illegal channels and that up to 100 million illicit products are imported into the country every year,” says Dunne. “Retailers must only source
products from reliable suppliers and be certain that they have the necessary evidence that the products have been authorised by the MHRA.”
While it can be tempting to use suppliers promising the earth, dealing only with recognised and reputable suppliers ensures your range remains on the right side of the law.
“We strongly encourage retailers to check their stock to ensure that all vape products being sold in store are compliant by keeping a close eye out for the following elements: those which state that they contain nicotine or nicotine salt e-liquid that is over 2% (20mg/ml); those that contain more than 2ml of liquid; and those that do not have this exact wording:
‘This product contains nicotine, which is a highly addictive substance’,” says Yawer Rasool, consumer marketing director UK & Ireland at Imperial Brands.
Laura Cope, head of marketing, Aquavape
“PODS are convenient, easy to use and o er a good smoking sensation. However, they require compatibility with speci c kits. Therefore, retailers would need good availability of these in stores.
“E-liquids o er excellent value for money, a wider range of flavours and nicotine strengths, and are environmentally friendly since most can be re lled, reducing plastic waste. However, some users might nd e-liquids more complex to use, as they require an opensystem device. They can also be less convenient, as lling the tank yourself can be messy and lead to spills.
“Pouches are discrete and easy to use with a satisfying nicotine hit. However, they lack the smoking sensation that is part of the habit for many.
“Heated tobacco, on the other hand, o ers a similar sensation to smoking, but can be less discrete and more complex to use, and the tobacco smell remains.”
ACCORDING to Nielsen, the toiletries category is worth £104.1m in the independent convenience sector, with oral care and menstrual health products occupying a major share at 19% each.
Amy Sohal, owner of Premier – Ken’s Convenience Store in Cheshire, has an entire bay dedicated to toiletries.
“I go through a lot of toiletries, such as shampoos, toilet rolls, washing up liquid, wash-
ing powder, soaps,” she says.
While stocking decisions are influenced by store space, customer demographics and demand, there are a few key products retailers should consider o ering.
“Shoppers are more likely to buy core toiletries, such as shower products or deodorants as these are the products they are most likely to need to replace quickly,” says Lucy Richardson, category manager
SHYAMA LAXMAN nds out where the opportunities lie for retailers looking to boost sales of toiletries and personal-care products
at Unilever UK. Richardson recommends retailers maintain a core range of branded bestsellers to reduce the category’s 25% walkaway rate in convenience stores.
Bobby Singh, of BB Nevison Superstore in Pontefract, West Yorkshire, suggests stocking feminine hygiene and oralhealth products, but believes retailers don’t necessarily need to carry a wide variety of brands within these categories
to be successful.
Jonathan Cobb, from Miserden Stores & Post O ce in Gloucestershire, is situated in a tourist-heavy area, making seasonal demands important.
“We have a lot of campers and people who stay in Airbnbs, so our sales for that category go up in the summer,” he says. I have to make sure I’ve got enough stock, and keep an eye on the weather and upcoming holiday dates”
Availability
and
Give more space and facings to products with a high rate of sale, such as hand wash, toothpaste, period products and shower gels. Availability is a key shopper need.
Brands
Use beacon brands to help shoppers identify and navigate to the xture.
Cross-merchandising
Group products together on shelf – e.g. all oralcare products merchandised in flow of use (toothbrush, toothpaste, mouth rinse, accessories).
Stick together
Adhere to simple merchandising principles such as placing the same variant of shampoo and conditioner together.
Steer the customer
Use in-store navigation such as aisle signage and shelf labels to help shoppers to navigate to the xture.
Demographics
When considering range changes, keep in mind shopper demographics.
Price-marked packs (PMPs)
Retailers should prioritise PMP products over straight pack alternatives where available in bestselling toiletries.
WHILE brands give shoppers con dence in quality and own-label o er value options, retailers face limited shelf space and may struggle to t both in. In such scenarios, it’s key to understand which categories are brand-focused and which prioritise price.
Matt Stanton, head of insight at DCS, says oral care, skincare and deodorants are where customers tend to be loyal to particular brands. He suggests that for shoppers seeking value, particularly when purchasing items like hand wash, hand sanitiser and shower gels, retailers could provide own-label options, as well as wellknown brands.
Cobb sells Colgate and Listerine as part of his oralhygiene range, but sticks with own-brand options when it comes to bath products. “I could probably change over to a higher-end brand and sell it at a premium, but then I might get a reputation for be-
ing overpriced,” he says. Sohal provides branded and value-based options in various categories. Her selection includes Surf, Ariel and Daz washing powders, Fairy washing liquid, Andrex toilet rolls and Air Wick air fresheners.
For budget-friendly alternatives, Sohal o ers essential products from Happy Shopper.
With the cost-of-living crisis seeing customers looking for value for money, it’s also worth looking at PMPs and larger packs for bulk buying. When it comes to pack sizes, four-packs are increasingly popular, although retailers like Sohal see higher sales of 12- and 24-packs during promotions.
Stanton says: “We recommend small pack sizes. Larger retailers can o er the option of larger packs, particularly when deals are available to drive pack-size trade-up and impulse purchases at tills.”
COBB, Singh and Sohal place their stock towards the back of their stores.
They say this is because toiletries are essential purchases, so customers are generally willing to search for them, potentially leading to additional purchases as they navigate through the shop.
Stanton proposes enhancing visibility by positioning merchandise towards the store’s front or in high-tra c
areas. Secondary placements, such as those at checkout, clip strips, gondola ends, and display units, can stimulate impulse buys and increase sales. Richardson stresses the importance of PoS and suggests that even if retailers choose to keep high-value items behind counters for security reasons, displaying empty packs or using visual prompts can remind customers of these products. Additionally, creating in-
store displays or PoS setups for events such as Father’s Day, Mother’s Day, or Movember can further drive toiletries purchases in more premium, high-margin items, as people purchase them as gifts.
Stanton also advises offering complete product regimens across various health and beauty sub-categories, like stocking toothbrushes, toothpaste and mouthwash together in oral care.
Jonathan Cobb, Miserden Stores & Post O ce Gloucestershire
“OFFER promotions when you can. Have multiple siting if you’re o ering promotions, so put something on the promotional end and have your usual stock where you’d normally merchandise as well. Encourage your sta to promote products. If a customer is buying a toothbrush, ask if they require toothpaste as well. Keep the category well merchandised and stocked. It’s a di cult category to merchandise because everything is a di erent shape and size. You have to look at what you’ve got to make it look good on the shelf.”
Abdul Arain, Al-Amin Supermarket, Cambridge
“ALWAYS o er multiple options to cater to branded and value-end demands. Pair products in order to upsell. For example, place shampoos and soaps next to toilet rolls. This could lead to impulse purchases, especially if banded together in a promotion.
“It’s not important where you place it, but it is important that people can access them. O en, people put toiletries on top shelves where customers cannot reach. That means that they have to call someone and if they can’t nd someone, they’ll just move on.”
Bobby Singh, BB Nevison Superstore, Pontefract, West Yorkshire
“MAKE sure you stock all the essentials. O ering products across the board encourages repeat visits, though you don’t have to o er multiple brands within each category. Position products together strategically so it’s easy for customers to nd everything they need in one place.”
The RETAIL EXPRESS team nds out what retailers need to consider to make a success out of food and drink machines in their stores
Goran Raven, Raven’s Budgens, Abridge, Essex
“WE’VE got three Costa machines, Tango Ice Blast, Fanta Frozen, Fwip ice cream and an iSqueeze orange machine. You’d be crazy not to have a coffee offer of some kind. It’s such a great footfall driver. And the freshly squeezed orange juice is a real point of difference for us. We’re really busy in the mornings.
“The question to ask suppliers is: ‘What is the daily cleaning and maintenance requirement? Is the juice worth the squeeze?’
There’s a machine I’d love to put in the store, but the cleaning process was just too much. I couldn’t tell my team they had all this extra cleaning work for the sales it would generate. The Costas are a pain to clean, but they are worth it because they drag in so many people.
“We put all of our machines in a high-traf�ic area between the door and the till. That’s the place to put them or no one will see them and no one will use them.”
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Meten Lakhani, Premier St Mary’s Supermarket, Southampton
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Maqsood Akhtar, Blackthorn News & Food, Bramley, South Yorkshire
“WE’VE got a Costa machine that does both hot and cold coffees, along with smoothies. It’s an all-in-one machine, which is a massive saving on space even for a chunky machine like it is. We’ve also got a Tango Ice Blast machine, a milkshake machine and a little Snowshock slush machine.
“They were essential parts of our business, but they’ve died down a bit over the past 12 months. There was such huge hype when they arrived and there were queues outside the shop. Coffee sells all day, no matter what.
“You’ve got to consider the energy cost of these machines because it can be a big issue these days. The most important thing is to look at your demographic and make sure you’re catering for your area. I am on a high street with lots of students, so I have got to have these slushie machines. And check out the contracts.”
“WE had the machines in our store, but Covid killed them off and now we’ve got to the point where it wouldn’t be viable for us anymore. I can understand why people do it, but you’ve got to look at the outlay for them and then consider what they’re going to bring to you.
“Any shop can put them in and look brilliant, but you have to ask whether you’re turning enough over from them or if they’re just there for the sake of it. Check your EPoS data and �ind out how much it’s costing you in rent – unless you’ve bought it outright – energy bills and space. And if it’s not making enough money for you, then you should consider getting rid of them and putting something more pro�itable in its space.
“We’ve replaced the machines with US and Asian products. They cost us no electricity to put on the shelves and they’re doing really well.”