Retail Express - 30 June 2020 by BetterRetailing

‘WE NEED YOUR HELP’ Police bosses admit to errors and reveal new plans to tackle retail crime

30 JUNE-13 JULY 2020 STRICTLY FOR TRADE USERS ONLY

COVID-19 BACKING

‘SHOWCASE YOUR VALUE’

CHANGING MARKET

Retailers hit back at local MPs over their lack of support during the pandemic

Shops urged to push promotions to retain customers postlockdown

The ways Covid-19 and the menthol ban are affecting tobacco sales – and how to respond

P18

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30 JUNE-13 JULY 2020 STRICTLY FOR TRADE USERS ONLY

As police bosses admit to errors and reveal new plans to tackle retail crime, they plead with small shops…

‘WE NEED YOUR HELP’ P3 COVID-19 BACKING

‘SHOWCASE YOUR VALUE’

CHANGING MARKET

Retailers hit back at local MPs over their lack of support during the pandemic

Shops urged to push promotions to retain customers postlockdown

The ways Covid-19 and the menthol ban are affecting tobacco sales – and how to respond

P18

our say

Megan Humphrey, editor

The five biggest stories this fortnight 01

Don’t fear the impact of the lift on lockdown to

‘MPs need to support us better at a local level’

ALEX YAU THE latest announcement about the easing of lockdown restrictions by prime minister Boris Johnson will no doubt be met with mixed feelings across the industry. Not only will restaurants, pubs and cinemas be opening their doors once again from 4 July, but more families will also be able to reunite while keeping to the new reduced distancing rule of one metre. Although we are all grateful of the opportunity to finally socialise outside of our homes for the first time since March, the move to a more normal way of life will create new challenges for independent retailers. For example, shops may have to change some of their current safety practices to cater to the new rules, leaving them uncertain of how to effectively police social distancing with more customers and longer queues in store. Although daunting, retailers must try to remain confident in the way they operate their business. Last week, when I spoke to ACS chief executive James Lowman THIS IS AN about the impact of the opening of IMPACT YOU non-essential shops on indeCAN DEFINITELY pendents, he assured me: “It’s an impact they can handle.” HANDLE He stressed the importance of engaging at a local level and speaking to those who trade right alongside you when adapting to change. So, that’s what I urge all of you to do over the coming weeks as you notice your local area start to thrive once again. Don’t forget – this is an impact you can most definitely handle.

RETAILERS have called on the government and local MPs to provide them with more consistent support during the coronavirus pandemic. During the outbreak, independent retailers took extra measures in ensuring their communities had access to essential food and

drink, such as spending time searching for alternative supply, as well as offering delivery services to reach vulnerable customers. Some retailers criticised the government for praising the supermarkets’ response to the pandemic, while ignoring the efforts of independent retailers. One retailer, who asked not to be named, said: “Hun-

dreds wouldn’t have been “My MP, Matt Western, has fed if it wasn’t for our store, voiced his support against but the government hasn’t scrapping Sunday trading understood the role of inde- laws directly to me because pendents. My MP isn’t great it would affect independent at connecting and we’ve been retailers severely.” Paul Cheema, of Nisa trying to arrange store visits, Malcolm’s in Coventry, addbut it’s been really slow.” However, some retailers ed: “West Midlands mayor praised the efforts of their Andy Street came to my store local MPs. Sunder Sandher, of and said that independents One Stop Working with Roy- were the lifeblood during als in Leamington Spa, said: this outbreak.” What help do you need from your MP? Call Retail Express on 020 7689 3378

FOR MORE ON ADVICE ON HOW TO PROTECT YOUR BUSINESS DURING THE CORONAVIRUS PANDEMIC, SEE PAGE 4 @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 3357 Features editor Daryl Worthington @DarylNewtrade 020 7689 3390 Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361 Editor in chief Louise Banham 020 7689 3353 Production editor Ryan Cooper 020 7689 3354 Sub editor Jim Findlay 020 7689 3373 Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380

Editor – news Jack Courtez @JackCourtez 020 7689 3371 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355

Editor – insight Chris Dillon @ChrisDillonNT 020 7689 3379

Director of sales and marketing Matthew Oliver 020 7689 3367

Account manager (new business) Jimli Barua 020 7689 3364

Senior account director Charlotte Jesson 020 7689 3389

Sales support executive Michela Marino 020 7689 3382

Senior account manager Natalie Reed 020 7689 3372

Managing director Parin Gohil 020 7689 3375

Account manager Adelice Tatham 020 7689 3366

Reporter Alex Yau @AlexYau_ 020 7689 3358

Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler. Published by: Newtrade Media Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600

PO Covid-19 changes

THE Post Of�ice (PO) has “Our focus must become how promised ‘wholesale reform’ we might best serve our postto improve its operating masters, and not the other model for franchisees, fol- way around.” He promised subpostmaslowing the negative impact of ters he would involve them Covid-19. In a speech to staff, chief directly when developing executive Nick Read said: the model.

Eat 17 franchise

SPAR chain Eat 17 has launched a convenience franchise focusing on premium own label and fresh food to go. The model was made available to independent retailers this month by founders and stepbrothers James Brundle

and Chris O’Connor. Discussing the requirements to take part, Brundle said: “They can be an existing or new retailer. We can introduce food to go into an convenience outlet, or a convenience store into a restaurant.”

Digital content editor Jody Porter 020 7689 3378

Management accountant Abigayle Sylvane 020 7689 3383

Production coordinator Sarah Jarvis 020 7689 3368 Subscribe online at newtrade.co.uk/our-products/ print/retail-express. 1 year subscription: UK £65; overseas (EU) £75; overseas (non-EU) £85

47,895

Audit Bureau of Circulations 1 July 2018 to 30 June 2019 average net circulation per issue

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

Go to betterRetailing. com and search ‘Post Office’ to read more

Parcel alternative

MYHERMES is offering lower commission on a new parcel service being trialled in stores. The optional service enables customers to divert home delivery parcels to a MyHermes store, and does not replace existing services.

Atul Sodha, of Londis Peverills in Uxbridge, west London, said the commission is 25p, compared with 35p on other MyHermes services. Another MyHermes retailers said: “There hasn’t been much demand.”

Go to betterRetailing. com and search ‘Eat 17’ to read more

Beer keg woes

HEINEKEN has come under �ire from retailers for limiting the rising sales opportunity of mini beer kegs in convenience. Bolton Premier retailer Vas Vekaria saw sales of torps – 2l beer bottles – rise from 200 to 455 per week. However,

he said Heineken capped his orders, despite the increase in sales. A Beerwulf spokesperson said increased demand has meant it wants “to ensure we can serve as many people as possible”.

@retailexpress facebook.com/betterRetailing

30 JUNE-13 JULY 2020 betterRetailing.com

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

Police bosses pledge to improve retail crime fighting MEGAN HUMPHREY POLICE and Crime Commissioners (PCC) have urged retailers to continue reporting incidents of crime, after recognising a drop in retailer con�idence in local forces. Sussex PCC Katy Bourne and Devon & Cornwall PCC Alison Hernandez are both currently investing in initiatives to improve the response to business crime in their local areas. Bourne told Retail Express: “To ignore crime that’s happening against

businesses is a really bad move for police forces. I have told senior of�icers in my area that local retailers have lost all con�idence in them.” After hearing how dif�icult small businesses were �inding the process of reporting crime, she has pledged to make it easier. “I have told retailers that I will help them, but they need to be motivated and help me help them, otherwise I won’t have any data to show to the chief constable,” she said. However, Hernandez

stressed that retailers must contact their PCC if they aren’t satis�ied with the response from their force. “I fully understand that sometimes retailers feel reporting crime is a fruitless task, or one that doesn’t receive a police response,” she said. “But they need to get in touch with their PCC and ask why a response hasn’t happened.” For the �irst time, the Association of Police and Crime Commissioners has established a Business Crime Portfolio, spearheaded by Bourne.

“I don’t have all the answers, and nor do I pretend I have the perfect force,” she said. “I want to do something that works in Sussex �irst, and then we can go bigger. We have to be realistic.” Both PCCs have also managed to receive sign-off on the roll out of more of�icers after residents agreed to fund them by paying higher council tax. Bourne will be bringing in an additional 379 police of�icers over three

years, with Hernandez securing 176 extra of�icers by March 2021. Are you satisfied with your PCC’s response to retail crime? Call Retail Express on 020 7689 3357

56%

62%

of closed newsagents have started trading again

of news selling sites remain closed

52%

express yourself “THE government has only included supermarkets in its list of places where they can be redeemed, and ignored convenience stores. The nearest supermarket for our neighbourhood is a 20-minute journey. They’re also forgetting that those places have had people queuing for hours and social distancing isn’t managed well inside. The list also includes more premium supermarkets. A £15-a-week voucher is not going to stretch far at those places.” Ken Singh, Boghar Bros Stores, Pontefract, W. Yorks

of street kiosks have now opened their doors the column where you can make your voice heard

SANITISER: Booker has sent free cleaning stations and supplies to its customers to help them through the pandemic. A spokesperson from the wholesaler said: “Premier, Family Shopper, Budgens and Londis stores will receive a stand where cleaning wipes, gloves and hand gel can be dispensed. We are recommending this is placed at the front of the store.” SPORTS: Football magazines could see a boost following the sport’s return. BBC Match of the Day magazine was among those suffering during lockdown, and decreased its frequency to fortnightly. Immediate Media managing director of youth and children’s titles Pauline Cook hoped to see an increase in demand for magazines now matches are taking place almost daily over the coming months.

BAD WEEK

How many more convenience stores forced to close have reopened since 16 June?

city-centre stores, newsagents and street kiosks have reopened

GOOD WEEK

Go to betterRetailing.com and search ‘football’ for more

NEWS WHOLESALER DATA

2,006

PLASTIC: Legislation to ban the supply of plastic straws, stirrers and cotton buds has been approved in the House of Commons. Environment minister Rebecca Pow confirmed the decision during a parliamentary debate last month. The regulation was meant to be introduced in April, but it has been delayed due to coronavirus. ACS chief executive James Lowman said the decision was welcome and “will give us time to implement these changes at a challenging time”. GRANTS: The Scottish government is to close the Covid-19 Small Business Grant Scheme to new applicants on 10 July. Scottish Grocers Federation chief executive Pete Cheema said: “Reducing the time available puts Scottish businesses at a severe disadvantage from the rest of the UK, where the deadline remains 31 March 2021.”

Should independent stores be included in the government’s free school meals voucher scheme?

“THIS is yet another example of the government looking favourably on the multiples and ignoring independents who have put in all the extra work during the pandemic to ensure their communities are fed. This free school meal voucher scheme would have been an ideal thing for independents to participate in as many of their stores are based in locations with families close by. This is another kick in the teeth for us.” Ralph Patel, The Look In, Banstead, Surrey

“THE supermarkets are welcome to them. We tried it before and it just wasn’t great. By the time you recoup the cost of the vouchers, you’re only making an average of 10% margin, so the return wasn’t worth it. It was very similar to the free milk vouchers, which we also stopped participating in. The process of having to go through suppliers and getting the money back was also a hassle and we only saw one redemption a month.” Mike Nichols, Costcutter Dringhouses, York

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

Mike Nichols

NEWS

30 JUNE-13 JULY 2020 betterRetailing.com

‘Indies must promote their value’ MEGAN HUMPHREY SMALL shops must prioritise how they communicate the value they offer in order to retain new customers, said ACS chief executive James Lowman. Financial experts have continued to predict the UK will enter a recession due to the coronavirus pandemic, which will lead to many customers becoming far

more focused on price. “Retailers are right to be concerned because they rarely win on price alone,” Lowman said. “Discounters will be more explicitly focused on price and perception.” However, to stay ahead of competition he advised retailers to consider how customers perceive their messages around price. “Retailers will need to be seen to be credible on price

alone, which can be a challenging one,” he said. “I think they should give a lot of thought on how to use their promotional mix and short-term discounts to keep customers coming back.” He added that technology is making this a lot easier to do. “It’s important for retailers to remain their authentic self in this process, and social media makes this

possible,” he explained. “It’s worth remembering that it’s not about saying you are the cheapest, but rather communicating your value.” When asked what retailers should do if they are concerned about the survival of their business, Lowman suggested: “Take advantage of all the government support available to you because it will help mitigate short-term strategies, is-

your business looks like in the future.”

‘Retailers must report unfair practice’ RETAILERS have been encouraged to report businesses treating them unfairly to the small business commissioner, Philip King. King said: “We need complaints from speci�ic businesses that have been impacted for us to be able to formally investigate the issue.” He con�irmed that he has had discussions with news wholesalers informally and would be willing to name and shame, but without evidence

IN THE JUNE ISSUE OF VAPE RETAILER

“can only seek to in�luence them to do better”. To get in touch with the small business commissioner, call 0121 695 7770

DRS EXEMPTION PROCESS ROLLOUT

ON SALE NOW Exclusive interview: Totally Wicked CEO Marcus Saxton reveals how the vaping market is set to change and what this means for your shop

• Nicotine pouches How to drive sales from this fast-growing segment • Coils, cartridges and clearomisers

How to become an expert in open systems

Get your digital copy at betterRetailing.com/product/vape-retailer-june-2020 or call Kate Daw on 020 3871 6490 To advertise in Vape Retailer, contact Matthew Oliver on 020 7689 3367 Follow us @Vape_Retailer

sues around cash �low and help you to work out what

SCOTTISH retailers can expect to receive guidance on how to apply for a deposit return scheme (DRS) exemption in January 2021. Zero Waste Scotland’s DRS programme manager, David Barnes, said: “The Scottish government would support a retailer who agrees an alternative return point with another premises, or a store where it is physically impossible to operate a return point without compromising other

legislations, including health and safety, or food standards.”

Gov’t pledges to refresh high streets THE government has unveiled a High Streets Task Force designed to support local communities and refresh town centres. Launched last week, it will provide guidance and advice to local authorities seeking to keep customers visiting their high street, despite changing consumer habits. High streets minister MP Jake Berry said: “We want to see vibrant town centres where people live, shop, use services and spend their leisure time. High streets must

meet the needs of their local community.”

NO .1

RED WINE IN THE UK**

NO .1

BEST KNOWN WINE BRAND IN THE UK*

NO .2

FAVOURITE WHITE WINE IN THE UK†

ENJOY RESPONSIBLY

*Source: Prime database, IPSOS fiscal YTD 2020 until end of Dec 2019 **Source: Nielsen Total Coverage, Value share % MAT 21.03.2020 †Source: Nielsen Total Coverage, Value Sales MAT 21.03.2020

PRODUCTS

19 Crimes Sauv Block launched TREASURY Wine Estates (TWE) its extending its 19 Crimes range with Sauv Block, RRP £9. In addition, it has also launched a social media campaign that focuses on bringing people together through music. Designed with younger consumers in mind, the brand will run a three-month campaign based on interactive Instagram sessions. As part of this, 19 Crimes Virtual Open Mic will feature social media celebrities showcasing their musical talents and encourage others to consider music as a creative outlet. Selected celebrities will

also task their followers to scan bottles using the company’s Living Wine Labels app, and share it online using the hashtag #BanishConvention. Ben Blake, head of marketing for EMEA at TWE, said: “We are delighted with the success of 19 Crimes, and have expanded our range with Sauv Block and increased distribution across the range of wines. “It has tapped into millennial demand for wines that have a story to tell, while encouraging exploration of the wider range. Our social media campaign also opens up the category to more consumers.” 19 Crimes sales have grown by 83.4% in value and 82.2% volume in the past year.

IN time for the summer, Spar has launched Perlezza Rosé Spumante, an extra-dry sparkling rosé wine. The sparkling rosé joins the white grape Perlezza

Brut in the range, and is recommended to be promoted as a before-dinner drink. It comes at a promotional price of £7.50 until 19 July, and then has an RRP of £8.

PRIYANKA JETHWA

Molson Coors gets in on hard seltzer trend MOLSON Coors Beverage Company is supporting the launch of Bodega Bay, a range of hard seltzers, after securing exclusive distribution rights. It follows the supplier stating earlier this year that it wanted to expand its range-

beyond beer and cider. Bodega Bay’s range of lowcalorie, sparkling alcoholic drinks includes two �lavours – Elder�lower, Lemon & Mint and Apple, Ginger & Acai Berry. The drinks come in 250ml cans with 73 calories, and an ABV of 4%.

Spar’s new Sparkling A new Chicken Scotch Echo Falls makeover Egg from Wall’s Pastry to grow shoppers Rosé for summer

Wholesaler boosts its chilled sales COTSWOLD Fayre has reported a spike in sales of chilled products. Its chief executive, Paul Hargreaves, attributed this to more people staying at home and treating themselves. As a result, he said retailers should consider chilled options beyond the ‘grab and go’ products associated with after-work purchases. Hargreaves said

sales of houmous, olives and soups were “booming”, alongside smoked salmon, and meat-free brands such as Meatless Farm’s range of mince, burgers and sausages, as well as White Rabbit Vegan Pizzas. “When looking at the product mix, retailers should also consider longer-life dairy products, like Greek yoghurt and clotted cream,” he added.”

WALL’S Pastry has added a Chicken Scotch Egg to its range, marking the third product to be launched as part of the supplier’s healthier chicken range. The company said the Chicken Scotch Egg has been developed as an alternative to the traditional pork-based snack.

Mike Holton, brand manager at Wall’s Pastry, said: “Our research has shown that there is a gap in the market for chilled chicken pastry products, and after our chicken pastry rolls, we wanted to expand our range and provide consumers with a healthier twist on favourites.”

Pedigree expands dog oral care range MARS Petcare has expanded its oral care range for dogs with Pedigree Dentastix Chewy Chunx, RRP £1.65. The bite-sized format comes in chicken and beef �lavours, in mini and maxi options for smaller and larger dogs. It is designed to help prevent plaque build-up. The supplier says it can be

offered to dogs multiple times a day, as it contains less than 3% fat, with 15 calories per treat. The launch will be supported by TV advertising. Arthur Renault, marketing portfolio director at Mars Petcare, said over the past 12 weeks, Pedigree Dentastix has grown by 10.3% versus the same period last year.

ACCOLADE Wines has redesigned its Echo Falls brand, with the intention of attracting younger shoppers to the range. The bottles feature a new waterfall design and, as part of a £1m investment for the year ahead, have a new tagline of ‘Your friend in wine’. Lydia Freeman, European marketing manager at Accolade Wines, said: “Packaging is a key communication tool for wines. “We already have the thirdhighest wine brand awareness in the UK, and this redesign will enable us to grow our core audience, which is aged 30 and over, as well as recruiting new shoppers – the under-28s.”

The fastest bread brand in impulse BAKER Street is now the fastest-growing sliced bread brand in impulse, with sales rising by 80.2% year on year, claiming the seventh spot in the bread category. The supplier says as more than half of consumers are concerned with reducing food waste than reducing packaging waste, Baker Street is positioned to meet this. This is because its products are available in smaller pack sizes, which helps to reduce food waste. Its core range also has 35 days’ minimum guaranteed life from delivery to depot. The core Baker Street range includes Sliced White and Brown Loaves, Hot Dog Rolls, Plain and Seeded Burger

Buns, Soft White and Brown Rolls, Seeded Rye Bread, Rye & Wheat Bread and Multi Seed Deli Rolls.

30 JUNE-13 JULY 2020 betterRetailing.com

Have a holiday at Rockstar charges up home with Malibu rum its caffeine content PERNOD Ricard’s new digital campaign, ‘Holiday at home’, will give consumers the chance to win a Malibu gift pack. The supplier said that with social media use in the UK up 18% from February to March, the campaign aims to target its core shoppers of younger consumers, encouraging them to share where in the world they would rather be during the summer months. By posting on social media and tagging @maliburumuk with #MalibuSunshine, consumers will be entered into a competition giving them the chance to win a pack featuring all the Malibu prod-

ucts available in the UK. The brand is also increasing its reach by partnering with the popular Instagram account The Archbishop of Banterbury.

CAMDEN Town Brewery has announced that a fresh batch of its summer lager, Strawberry Hells Forever, is back on shelves. The Camden Hells Lager is made with British strawberries, and is only

available while they are in season. Jasper Cuppaidge, founder of Camden Town Brewery, said: “Five years after being launched, it is still one of the brewery’s most popular beers.”

Quorn scores big with Liverpool FC tie-up

BARR Soft Drinks has reformulated its core range of Rockstar drinks with 25% more caffeine. The supplier said it has added caffeine to help the brand stand out in the energy drinks category. The new Rockstar recipe will be launched across the core range, which includes its two bestsellers, Xdurance and Punched, as well as Original and SuperSours (Bubbleburst and Blue Raspberry) varieties. The recipe will also be available on lower-sugar 500ml formats, priced at 99p.

QUORN has partnered with Liverpool FC as its Of�icial Sustainable Protein Partner. As part of the club’s Reds Go Green initiative, Quorn will work in collaboration with Liverpool FC to provide vegetarian and vegan foods on match days, while also working with the club’s nutrition team to extend the choice of protein among its playing staff. Phil Watson, commercial director at Quorn, said: “Our partnership with Liverpool FC is one of the biggest sports partnerships we have ever undertaken. We’ll be reaching tens of thousands of consumers at every home game, plus the global audience of

BESTWAY Wholesale customers can now buy Juul products online after completing a new age-veri�ication document on the site. Retailers are required to input their name and store details before the purchase of any Juul product. Once registered online, retailers will also be able to order Juul products from the Bestway Wholesale mobile app, and a member of the supplier’s rep team will visit the store post-purchase to give training and provide PoS materials. Up until now, Juul products were only available in tobacco rooms, with retailers signing up prior to purchase at the cash desk.

CAMPARI Group has rebranded its Appleton Special & White rum to Kingston 62. The rum is available in Gold and White varieties, and is aged and bottled in Jamaica. The recipe hasn’t been changed. The rum category is increasing in popularity in the UK, growing at 13.1% in value, and is most popular among younger consumers. Kingston 62 is targeted at shoppers aged between 21 and 34. Kingston 62 Gold and White in 70cl bottles is now available via wholesale with an RRP of £17.50 for Gold, and £16 for White. The 35cl Gold will be available in August with an RRP of £10.

Strawberry Hells Juul partners with Forever Lager is back Bestway Wholesale

televised games, which will result in record awareness of Quorn for shoppers on the high street.”

Campari rebrands its rum as Kingston 62

An East Coast IPA for New toothpastes Sweetstake gets a the UK on sale now bursting with flavour famous makeover HOGS Back Brewery is expanding its craft beer range with the launch of East Coast IPA. The new beer, available in 330ml cans, joins the brewer’s Hog IPA and Hogstar lager to create a new craft range. East Coast IPA has an

ABV of 5.8%, and an RRP of £2.25 per can, or £27 for a case of 12. Rupert Thompson, owner of Hogs Back Brewery, said: “The US style of IPA is hugely popular, making East Coast IPA a strong addition to our craft line-up.”

GSK has launched two Aquafresh brands, Splash and Senses, designed for children and adults, respectively. Aquafresh Splash is a Strawberry & Mint �lavoured toothpaste for children aged three-to-eight years old. It comes in a 50ml tube with an RRP of £1.55, and a 75ml tube with an RRP of £2. Aquafresh Senses, designed for adults, is available in Energising Grapefruit, Lemon & Mint and Refresh-

ing Watermelon, Cucumber & Mint varieties, both with an RRP of £2 for a 75ml tube. Ben Court, senior brand manager for Aquafresh at GSK, said: “The market offers a multitude of oral care products that meet a range of different needs. However, almost all of these products centre around one particular �lavour – mint. “We want to shake things up and give shoppers a new experience.”

FAMOUS football commentator John Motson will front Mars Wrigley’s new campaign for its Sweetstake competition. In a series of four videos �ilmed on a mobile phone at home, Motson commentates on ordinary at-home scenarios including loading the dishwasher, reading a book before bed and showering.

Kerry Cavanaugh, marketing director at Mars Wrigley, said: “This year’s virtual Sweetstake offers consumers the chance to win millions of prizes and have a lot of fun while doing it. John’s videos are the perfect accompaniment to this activation.” The campaign will run across digital and social media.

Build the most effective range for your store

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

Handbook

WHAT TO STOCK

On sale 10 July

profit drivers analysed

Your core ranging guide for the next 12 months Alcohol

Crisps & snacks

Protein

Biscuits

Dairy drinks

Petcare

Cereal & cereal bars

Household & laundry

Soft drinks

Chilled tea & coffee

Ice cream

Tobacco

Confectionery

Medicines

Vaping

Don’t miss our essential What to Stock guide. With more consumers shopping locally than ever, it’s never been so important for you to get your range right. What to Stock’s easy-to-use tools will help you compare your range and pricing with retailers just like you. What to Stock is compiled using exclusive EPoS data from 3,529 independent stores across the nation, and covers 32 core convenience categories and areas of growth.

PLUS • What you need to know on Covid-19-focused market changes • Alcohol, confectionery, soft drinks and tobacco in-focus • Advice and a look inside one of the UK’s best-ranged shops

Order your copy from your magazine wholesaler today or contact Kate Daw on 020 3871 6490

PRODUCTS Mr Kipling’s new cake makeover PRIYANKA JETHWA PREMIER Foods has launched its limitededition Roald Dahl-themed Mr Kipling range and on-pack promotion into convenience stores. Available until 31 August, the product range includes new Miss Honey’s Delightful Honeycomb Flavour Slices, which joins three products from previous years: The BFG’s Strawbunkles & Cream Fancies, George’s Marvellous Lemon & Raspberry Whirls and The Enormous Croc’s Chocolate Mud Pies. All the products have an RRP of between £1 and £1.50. The supplier is also redesigning the packs across

its core range to drive category growth during the summer months. The accompanying onpack promotion will give shoppers the chance to win prizes, including UK trips and experiences inspired by Roald Dahl stories, as well as books and games. Shoppers will be

directed to a microsite where they can enter a code from inside packs to see if they have won. Mathew Bird, brand director for sweet treats at Premier Foods, said: “Our partnership with the Roald Dahl Story Company in 2019 was successful, with the limited-

edition range driving £3.6mworth of sales, and attracting incremental family shoppers to the brand at a time of year when sales of ambient cake tend to slow.” The campaign will be supported by in-store activity, including digital, end of aisle and branded display units.

Davidstow partners Focus on specialist Classic FM for promo products, says IGD SAPUTO Dairy has announced a partnership between Davidstow Cornish cheddar and Classic FM. As part of the sponsorship, Classic FM listeners can win a holiday to Falmouth, alongside a Davidstow cheese hamper. Adverts will promote the cheese through-

out the afternoon on the radio channel. This will be supported by social media advertising. Davidstow brand controller Jonathan Westlake said: “We believe that it is vital to continue to engage with our target audience in this uncertain time.”

YOUNGER shoppers are buying more specialist products during lockdown, research by IGD has identi�ied. Those aged between 18 and 24 years old are frequently visiting specialist stores such as butchers, �ishmongers and grocers to buy food and drink, as older age groups rely more on online services.

To ensure independent convenience retailers don’t miss out on sales, it is crucial they compete with a range of products that shoppers would normally �ind at specialist stores. This is because more than 70% of those visiting specialist shops said they will continue to do so in the future.

Haig Club expands into Fourpure Brewing RTD whisky category launches six-pack DIAGEO has launched Haig Club Clubman, its single grain scotch whisky, in a premixed ready-to-drink can. The drink, produced in partnership with its global business partner, David Beckham, is available to

Spar retailers now, as well as in multiples. Although there are two varieties available, only Haig Club Clubman mixed with Crafted Cola will be available to Spar retailers, with an RRP of £2.

FOURPURE Brewing Co has launched a mixed six-pack, which includes �ive new beers that tap into recipes from around the world. The supplier said the range has been created in response to the coronavirus

lockdown, inspired by places people would rather be than at home. The No Passport Required range includes Jazz Age, Lantern, Castaway, Carnival, Midsummer and Cosmic Café. It has an RRP of £20.

30 JUNE-13 JULY 2020 betterRetailing.com

250 c-store retailers win Havana Club 7 PERNOD Ricard UK is sending out £12,500 of free Havana Club 7 stock to independent retailers to support the launch of a limited-edition bottle. The activity, in partnership with Retail Express’ publisher, Newtrade Media, resulted in 250 retailers requesting to receive the stock within 10 days. These stores will be among the �irst in the country to stock the new bottles, designed in partnership with UK grime artist Skepta. Winning retailers will be contacted this week, and the bottles will arrive at their stores before 1 August in time for the launch of a marketing campaign for the brand.

Retailers stocking the bottles will have their store details added to the brand’s new app, which will drive consumers to stores to buy them.

MONDELEZ International is making its Dairylea Lunchables Streetfood Houmous variety available to convenience retailers. Following the introduction of its pizza �lavour into

impulse last year, the houmous variety comes with an RRP of £1.65, offering margins of 18.55% when sold at this price. Available now, retailers can buy it in cases of 10.

Lunchables get a Moroccan twist

Abasolo and Nixta arrive in the UK MANGROVE has secured distribution rights for Mexican whisky Abasolo and corn liqueur Nixta, available to convenience retailers now. Abasolo is an ultra-premium whisky that comes in a 70cl

bottle with an ABV of 43%, RRP £34.99. Nixta can be used to make an old fashioned cocktail or spritz. It comes in a 70cl bottle with an ABV of 30%, RRP £29.99.

DON’T MISS THE 10 JULY ISSUE OF RN

OPINION LEADING INDUSTRY OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Get in touch for the chance to be featured in Retail Express

HIGH STREET: How has opening nonessential shops affected independents? “MY sales haven’t dropped. My food-to-go sales didn’t take a hit during lockdown because we carried out due diligence when it came to cleaning and our customers were able to witness that. I’m selling 40 French sticks a day. We need to be looking at introducing new ways to keep our customers.”

Sudesh Patel, Coulsdon Londis, south London

Learn what customers are looking for in sports and energy drinks PLUS How fascias and symbol groups are helping retailers thrive as we move out of lockdown

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JISP: How successful have retailers found the app so far? “WE sent the product names and codes we wanted to list, and Jisp did the rest – it looks just like shopping online with a supermarket, but better. We completed deliveries on our �irst orders, and what’s great is we get the whole payment share with absolutely no card payment fees.”

We completed deliveries on our first orders

“I’M really excited to be trialing the app and look forward to engaging with my customers even further, gaining a better understanding of their wants and needs, and having a simpler way of notifying them of discounts and deals, which should drive loyalty and sales.” Stuart Reddish, national president, NFRN

Steve Archer, Hightown Convenience Store, Cheshire

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CRIME: Why hasn’t the Home Office published its consultation results?

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CATEGORY

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“WE’VE remained steadily busy. Continued public nervousness around visiting crowded areas, coupled with stores having to adhere to strict safety standards, has meant customers have kept coming back to us. Making our store a safe space is vital. We are still seeing a lot of new faces.”

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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 TO ADVERTISE in RN, please contact Matthew Oliver on 020 7689 3367

“DURING the coronavirus, levels of violence and abuse against shop workers has doubled. The opening of non-essential shops will be a key public order issue for our police. Many of the answers to this lie in the government’s call for evidence that they have nearly sat on for a year.” Alex Norris, Labour MP, Nottingham North

“I WOULD be more than happy to follow up on this. We have seen some of the most appalling assaults on our shop workers over the past 12 weeks. This is simply unacceptable, and it is right that we resource the police. There is more that we can do together on this.”

There is more we can do together on this

Priti Patel, home secretary

COVID-19: How have independents been recognised during the crisis?

Local shops have continued to adapt

“THE tremendous efforts of retail workers have not only ensured the public have had continued and safe access to the goods they need over the past three months, they have also supported their communities to adhere to social distancing guidelines.” Paul Scully, Conservative MP, Sutton and Cheam

“WE are pleased the minister has recognised the essential role that our colleagues have played in keeping their communities going and providing products and services. Local shops have adapted to ensure they can serve their customers.” James Lowman, chief executive, ACS

FORECOURT FOCUS

Changing supplier, changing focus p12

Road fuel sales show slow recovery for forecourt stores DARYL WORTHINGTON WEEKLY sales of road fuel are gradually increasing after being hit by the Covid-19 crisis, but are still way below normal levels. Figures from the Department of Business, Energy and Industrial Strategy (BEIS) for the week ending 14 June revealed average sales per �illing station were up 3.2% compared with the previous week. According to the government �igures, sales have been steadily increasing since mid-April. A dramatic drop in road fuel sales coincided with the government’s 23 March announcement of the coronavirus lockdown. Week on week, total average fuel sales on 17 March were 19,553 litres, but on 24 March they had plummeted to 10,940. For the

eight weeks prior to 23 March, average daily road fuel sales were at 17,690 litres, while for the eight weeks after, they were at 8,510 litres, or 48% of their pre-lockdown total. Reduced sales continued for a number of weeks after the 23 March announcement, with the recovery only beginning on 20 April. Since then, weekly sales have steadily increased, but fuel sales �igures are still just 66% of typical levels. The BEIS data is based on ‘end-of-day snapshots’ from around 4,500 �illing stations across Great Britain. According to the government department, that accounts for 50-60% of total �illing stations in Great Britain. Longer view As well as the decline in fuel sales caused by the corona-

virus pandemic and subsequent lockdown, other BEIS data points to longerterm shifts within petrol and diesel sales. These re�lect broader changes in the car market as a result of legislative changes alongside shifting environmental and health concerns surrounding petrol and diesel. Supply and use of petroleum products data issued by BEIS in late-March revealed that demand was down in 2019 by 1.5%, as purchases of road diesel fell throughout the year. The data revealed a broader trend of people switching from diesel to petrol cars. In the �inal quarter of 2019, demand for road diesel fell by 4.6%, while demand for petrol was up 0.5%. Petrol sales at supermar-

kets including Asda, Morrisons, Sainsbury’s and Tesco were up by 1.9% in the �inal quarter of 2019, and down by 1.4% for diesel. While sales of petrol have been on a downward trend since 1990, re�lecting a shift towards diesel engine cars, that rate of decline started to slow from 2014, with 2019 marking the �irst time that petrol sales had increased. On the other hand, diesel and biodiesel fuel sales had been on an upward trend, with 2019 marking the �irst time sales had decreased. These patterns in fuel sales are the result of changes in the car �leet, with the number of new diesel car registrations having decreased while the number of new petrol car registrations has been increasing.

Summer ‘staycation’ Forecourt crime up 13% in InstaVolt opens its surge expected, says RAC first three months of 2020 biggest EV hub to date LIMITATIONS on international travel will result in more motorists using their car for holidays in the UK, according to RAC research on 3,200 drivers. The study found 68% of drivers who had cancelled their holiday plans still want a break if possible. Of these, a holiday in the UK by car is favoured by 59%. “If summer holidays do become a reality for people this year, and some tourist amenities are allowed to reopen, we’d anticipate some large

spikes in weekend leisure traf�ic on major routes to the coasts, lakes and mountains,” said RAC Breakdown spokesperson Rod Dennis. “However, the prospect of a single big ‘getaway’ day on the roads around the time schools normally break up for the summer looks very unlikely – with relatively few children in school, and with plans for an extension of the summer term in Wales, any getaways are likely to be far more staggered this year than in the past.”

INCIDENCES of forecourt crime increased during the �irst quarter of 2020, according to the latest statistics published by the British Oil Security Syndicate (BOSS). The Forecourt Crime Index for the �irst quarter of 2020 increased by 13%, while the average number of incidents per site increased to 13.5 per site. The BOSS Forecourt Crime Index is based on ‘no means of payment’ incident reports that are made to BOSS Payment Watch, the syndicate’s

loss recovery service. “When the Covid-19 lockdown began in March, levels of drive-off incident reports recorded by BOSS initially increased and then fell back. Drive-off incidents have remained 30% below normal level during the lockdown,” said Kevin Eastwood, BOSS executive director. “However, the volume of ‘no means of payment’ incidents has remained consistent with pre-lockdown volumes and some reports suggest they have continued to increase.”

RAPID electric vehicle charge specialist InstaVolt has opened its largest rapid charging hub to date in Norfolk. The new site is located at Necton on the A47, the arterial road linking Birmingham to Lowestoft on the east coast. The hub boasts eight ChargePoint CPE250 chargers, which charge at a rate of 125kw. According to the company, it is “perfectly placed for local EV drivers and holidaymakers heading to the coast for the summer”.

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

Additional facilities at the site include a drive-through Costa Coffee and a Co-op supermarket. “A lack of charging infrastructure on the country’s major arteries is often cited as a concern for current and prospective EV drivers,” said Adrian Keen, CEO of Instavolt. “We are solving that problem by deploying chargers where drivers need them most. I have no doubt Necton on the A47 will be an extremely popular addition to our portfolio.”

FORECOURT FOCUS PROFILE

Changing with the times DARYL WORTHINGTON IT’S no secret that forecourt retailers up and down the country have faced unprecedented challenges in the past few months, but that didn’t stop Davidsons of Penrith Garage & KeyStore More in Cumbria successfully reopening after a major refit. “Pre-lockdown, we were refurbishing the store, having taken the decision to invest last year,” says Joe Stamper, the forecourt’s manager. “We’d settled on a date for the opening, then coronavirus came along.”

Stamper is the fourth generation of his family to run the forecourt, and the refit marks the biggest refurbishment the store has had in a decade. Just as significantly, it marks the first KeyStore More format store to open in the north of England. “We were supplied by Palmer & Harvey and after they collapsed, we reassessed how we should go forward,” Stamper explains. “We found that JW Filshill met our requirements and, being a long-established family business like we are, we felt they understood us. It’s been a natural progression

working with them since then. “I think what impresses us most is the fact that they won’t ever tell us how to run our business. We are always in full control and they are there to help when we ask them, rather like a safety blanket. “Any problems or queries and either Jeanette Gordon, the sales and development manager for our area, or Graham Cairns, the regional development manager, are there to help.” “We’re getting a lot of people coming into the store for the first time and saying how surprised they are that we’re such a

good, well-stocked store – that’s been great to see, and getting all the positive comments and feedback from customers has given us all a boost,” concludes Stamper.

Teamwork

Fresh and local focus

All change

Stamper is a firm believer that staff are pivotal to the success of any business, saying his “amazing” team have gone the extra mile during the disruption and uncertainty of the coronavirus. He explains: “We know that a shop is nothing without its customers, but it’s also true that a shop is nothing without its staff – and when it comes to customer service, our people are at the top of their game.” The forecourt has 10 staff, a mixture of full- and part-time. Significantly, they’re all local people, something Stamper says delivers clear benefits for the business and its customers. “They have that connection with customers because they live in the area – that’s something that’s really valuable when you’re a community retailer.” To keep staff and customers safe, the forecourt has implemented full social distancing, including a limit of four customers being in store at a time.

As is increasingly common among independent retailers, Davidsons of Penrith opts to work with small, local suppliers. As well as a point of difference, it lets the store support its local area. “We’re in the heart of Cumbria, so we’ve brought in lines from English Lakes Ice Cream; Mr Vikki’s sauces, pickles and chutneys; Cartmel sticky puddings; and Cranstons butcher meat, cooked meats, pies and its bestselling traditional Cumberland sausage. We also have handmade cakes from Traybakes. As a family business, we want to support other family businesses,” explains Stamper. The store worked closely with the Filshill team on reworking the store layout. More space has been allocated to fresh and chilled with these categories now at the back of the shop, while alcohol has been moved and expanded by the addition of a range of higher-quality wines.

Following the refit, sales have increased threefold. For the first time, they are supporting promotions in store with leaflet distribution in the area, while strong word of mouth and the shop’s Facebook page have also helped spread news about the store at a time when many are looking for an alternative to large supermarkets. Other changes to the store include a new Tchibo coffee machine. “It’s a completely different ball game now,” Stamper points out. “I’d say we’ve gone from being a garage with a shop to a shop with a garage. “We’ve always been proud of our business, but now we feel we want to really shout about it. Sales are up, we’re able to sell the products people want and introduce them to new ones, and we know that investing has been the right thing to do – we’re confident that some of the customers we’ve got to know for the first time during lockdown will stay with us.”

RETAILER ADVICE TANKS AND PIPEWORK

30 JUNE-13 JULY 2020 betterRetailing.com

HIDDEN COSTS THE RETAIL EXPRESS TEAM finds out the key concerns around tanks and pipework, and presents two case studies on major refurbishments

A LOT TO THINK ABOUT “THE tanks and pipework in a forecourt are very much like the plumbing in your home,” says Adam Hogwood, from Budgens of Broadstairs in Kent. “You don’t tend to think about it unless you have a problem.” Tanks and pipework are vital components of every forecourt, yet they’re unlikely to be at the

forefront of your mind. Organisations such as the UK Petrol Retailers Association can help you check you comply with legislation, but it’s also vital to make sure you’re keeping on top of maintenance of your tanks and pipework, and have effective monitoring in place. “Say you get a leak in a

CASE STUDY ONE

tank,” says Hogwood. “It doesn’t matter whether that’s a big or a small leak, either way it’s a major job as you’ll need to dig up the whole thing to repair it. If something actually goes wrong with your tanks or pipework, you’ve basically got an environmental health issue on your hands.”

AS part of the refurbishment of Shell Fenstanton, new tank sumps were required. However, the old steel fuel tanks did not have upstands for the chambers to bolt to. Fibrelite’s UK engineering team created a bespoke chemical bonding system to attach glass-reinforced plastic (GRP) Fibrelite tank sumps to the old steel tanks, eliminating the need to replace them. The forecourt required a retrofit watertight solution to replace previously installed brick chambers without replacing the tanks. The old tanks did not have an upstand, so bolt down chambers couldn’t be used. Fibrelite used a multi-facet-

ted GRP chamber system and an epoxy putty compound to bond the collar directly onto the steel tank. After bonding the collar to the tank, Fibrelite laminated the chamber to the collar. Preparation of the steel tank and of the collar before bonding was key. Bonding the chambers di-

rectly onto the existing tanks saved Shell time and money on installation while providing a fully watertight chamber system, which will endure year after year. The site team conducted a vacuum test on site after the install to ensure water-tightness of the chambers.

Fibrelite tank chambers were laminated to the collars at Shell Fenstanton

RETAILER

VIEW

Chris Woodruff, Darsham Budgens, Suffolk

Fibrelite chambers bonded directly to previously installed fuel tanks upstands at Shell Fenstanton

“TANKS and pipework are not something that gets worked on frequently, but it’s vital to keep checking, monitoring and inspecting them. “In 2002, before we opened the store, we had major work done on the forecourt’s tanks and pipework. This included switching pipework from metal to plastic, as plastic is more flexible, and less prone to leaks, and stage two vapour recovery being set up. “Although we generally do not sell large enough volumes to need the stage two vapour recovery to be in place, having it installed then will save us considerable time and cost in the future if ever we do need it.”

RETAILER ADVICE TANKS AND PIPEWORK

CASE STUDY TWO WHEN surveying Shell Eastfield as part of a refurbishment programme for the site, Fibrelite’s UK site team discovered that two of the tanks had double manways too close together to install traditional tank sumps and required a bespoke solution. As part of its refurbishment, Shell specified a watertight tank chamber, but two of the tanks had split compartments meaning they had two tank upstands. This meant they were too close together to install traditional

tank chambers/sumps. The team fabricated two S12SQ Fibrelite chambers and corbels together to fit the existing double manways. After installation of the complete watertight chamber systems, the UK site team performed a vacuum test to ensure that the Fibrelite systems were liquid tight. These bespoke chambers allowed Shell to continue using their installed tanks and provide a liquid-tight solution that will last the lifetime of the site.

Bespoke Fibrelite chambers installed at Shell Eastfield

Bonding of the collar to the tank

RETAILER

VIEW

Adam Hogwood, Budgens of Broadstairs, Kent

Fibrelite’s composite manhole covers appear bunched together on the surface to cover the joint chambers at Shell Eastfield

MONITORING PIVOTAL to managing tanks and pipework is having effective monitoring in place, and there are a number of different ways you can incorporate this into the managing of your business, depending on the size of your forecourt, how

busy is it is and how you operate day to day. “We have our alarms in place behind the tills,” explains Hogwood. “This is because we’re open 24/7, so there’s always going to be someone there to hear and

respond if there’s a problem.” Of course, many forecourts are open 24/7, and that means finding an alternative solution. Monitoring can be connected to a computer in your back office or monitored remotely.

“It’s rare we have alarms,” says Chris Woodruff, from Darhsam Budgens in Suffolk. “The most common is fuel low alarms, but even this is rare. When those sound, we know we need to cover off that tank until it can be refilled.”

“WE’RE currently in the process of exploring an overhaul of our tanks and pipework, but the disruption of the coronavirus has delayed it somewhat. “There are a number of concerns that you need to bear in mind before embarking on a project like this. Generally speaking, the bespoke options offered by fuel groups tend not to be that well suited to a forecourt of our size. For instance, integrating automatic ordering into our normal EPoS system clearly won’t work for us. The reason? Because our shop already has more than 20,000 lines, you couldn’t incorporate fuel into that. “Other things we’re considering are whether we should go for twin solenoid pumping units. “I’d encourage any retailer looking to invest in their pipework and tanks to research the options themselves and shop around, especially if you’re a larger store. You need to spend the time to find the solution that best fits your business.”

LETTERS

30 JUNE-13 JULY 2020 betterRetailing.com

Londis Solo

natalie Convenience, lightfoot Baillieston, Glasgow

Letters may be edited

Keeping standards high despite the crisis

‘Don’t be afraid of the new normal, just be careful’ I THINK where I have been a retailer for so long, I don’t see much as a challenge. Of course, when we had to shut our shop because of the coronavirus I was a little worried about whether our customers would come back once we reopened. However, I tried to use it as an opportunity. I added some new lights, installed a suspending plastic screen

and bought a new ice cream machine. I’ll keep the screen up for the foreseeable now due to hygiene reasons. The thing is, before the coronavirus, customers just wouldn’t have accepted something like that at the counter. Despite my shop doors being closed, I made sure that my social media presence remained. I tweeted almost every day, which allowed me to continue en-

gaging with my customers. It also meant I could keep up to date with what was going on in the industry, and know what to be prepared for when I reopened. During this time, it’s important for retailers not to be afraid of normal behaviour. For example, an elderly customer came into my store last week and explained how he has been unable to use cash in any other shop other

TWEETS OF

than mine. By not continuing access to cash, we run the risk of isolating some of the most vulnerable members of our communities. As long as you take extra precautions, I don’t see there being a reason why much has to change – especially when it comes to paying with cash. Eugene Diamond, Diamond’s Newsagents, Ballymena, County Antrim

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@retailexpress

Making sure customers are safe, automated hand sanitiser. @LocoSocoUK #keepsafe @sundersandher

RECENTLY our store was nominated for, and won, a local heroes competition organised by Morrisons. This meant a lot, and not just because a supermarket awarded us the prize, but because it was the local community who voted for it. It’s a sign that the work we’ve Each issue, one of seven top been doing to retailers shares advice to build our brand make your store magnificent and reputation has paid off with the people that truly matter to an independent convenience store – our customers. We might be in the midst of an unprecedented crisis, but that doesn’t mean we should be overlooking how our store is presented. In fact, I think it’s more important now than ever. Over the past three months, we’ve had unprecedented access to customers as we’ve drawn people away from the supermarkets, and we need to make sure we keep them coming back to us. Many convenience stores are trading up at the moment, but that doesn’t mean you can stop putting in the hard work. This all starts with building and maintaining our community feel. We’re putting a lot of work into our social media, particularly Facebook. As well as highlighting when we have the necessities in, we’re also shouting about when we have treats in and sought-after products, such as Buckfast, which is like gold dust at the moment. We’re still striving to be first to market on new lines, and showing our customers we can be the place to get everything they need now, and in the future. It’s vital not to take new shoppers for granted. Firstly, this means making sure you price competitively. It’s true, there are times now where you could probably stick a huge premium on certain products. But it’s false economy – you might make some profit in the short term, but you lose shoppers in the long term. We also keep going above and beyond with our delivery service. If we get an order wrong, we don’t just give the customer a refund – we make another delivery so they get what they wanted. And finally, we’re staying involved in community projects – we’re planning a community clean-up for when the crisis is over and people can relax social distancing a bit more. It’s about pushing the local shop message, and actions like this show we’re not just here for the coronavirus crisis – we’ll give something back whenever we can.

We have plenty of different kinds of face masks and nitrile gloves in stock. All our PPE is sealed and conforms to BS EN455 #kenilworth #Warwick #Coventry #warks @StJohnsBudgens At the moment, customers are oblivious to social distancing measures implemented in our store.They are complacent, beligerent, rude and ignorant. Now that lockdown restrictions have been relaxed, it’s time that they appreciated our concerns for our own health and well-being. @CostcutterBgwn

Get in touch

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

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CATEGORY ADVICE TOBACCO

30 JUNE-13 JULY 2020 betterRetailing.com

WHAT’S NEXT FOR TOBACCO? Tobacco has been greatly affected by changing legislation, most recently the menthol ban. TAMARA BIRCH reveals the trends and new products to help retailers provide for their customers and maintain sales

THE MENTHOL BAN EFFECT WHILE it might still be too early to determine the impact that the menthol ban has had on tobacco sales, retailers stocking a wide range of alternatives can stay ahead of the competition. According to research carried about by Philip Morris Limited (PML), more than 400,000 menthol smokers have had to find an alternative or quit. “Although up to 22,000 menthol smokers said they were likely to stop smoking after the ban, a third indicated they would switch to an alternative, like menthol heated tobacco products, menthol-flavoured vapes or alternatives,” says Kate O’Dowd, head of field force at PML. Shoppers are likely to continue experimenting with tobacco products and menthol alternatives until they find what’s right for them. To ensure customers return to your store, offer a wider range of products,

such as menthol and crushball papers. Also remember to maintain high availability on menthol filters, like Swan, and mentholated cards to give options for all your customers. Scottish retailer Asif Akhtar, from Premier Smeaton Stores, in Kirkcaldy, Fife, has found that shoppers are more flexible about trying new products. “Some of our shoppers are choosing vapes, but we’ve seen a lot of smokers choose the mentholated cards and the New Dual range by JTI,” he says. Most importantly, customers will be looking for established brands. Mark Yexley, communications director at JTI, expects most smokers to stay with cigarettes and remain brand loyal. “Of course, others will make choices based on their preferences and may seek alternatives. But JTI is determined to provide these smokers with

innovative new products, like JTI’s New Dual range, that meet their needs,” Yexley explains. Ross Hennessy, sales vice president at JTI, says nearly a third of smokers will choose to buy elsewhere if their preferred brand is unavailable. “If retailers are unable to maintain good availability, they could be in danger of losing sales,” he explains.

three ideas for your store Follow trends Value is playing a key role in tobacco trends, so make sure your range reflects this, but don’t forget a core range of premium lines to encourage trade up. “I expect ‘value for money’ trends to accelerate, but don’t be tempted to stock too wide a range,” says Alastair Williams, country director at Scandinavian Tobacco Group. Stock alternatives Following the menthol ban, a lot of shoppers will be looking for new products. In the past year, suppliers have launched menthol alternatives to help shoppers find which product is right for them, like cigarillos or mentholflavoured cards. Try stocking these and monitor sales data to determine which are most profitable. Train your teams It’s vital your staff understand the latest trends and products to drive sales, so use trade press or supplier sites, like JTI Advance, to make sure your team is up to date. This will also help them inform shoppers about what’s available in your store and answer any questions they may have about menthol alternatives or tobacco products.

The peppermint click filter cigarillo

cider

CATEGORY ADVICE TOBACCO

SUPPLIER SUPPORT DURING COVID-19 LAST month, Retail Express reported the measures that suppliers were implementing as sales rep visits returned. JTI reps started visiting stores in England from 1 June after carrying out a full risk assessment, while Imperial Tobacco announced rep visits would resume support for the independent trade in being legally com-

pliant with the menthol ban. Meanwhile, PML reps returned from 18 May. In addition to visits in store, the supplier developed a hybrid approach to communicating with retailers and offers a remote visit, too. Where reps have been unable to visit stores, retailers have relied more on trade press or supplier websites to improve

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Alastair Williams, country director, Scandinavian Tobacco Group “MANY consumers have preferred to visit their local convenience store rather than the larger format supermarket, and it is no surprise that this has been reflected in sales. Earlier on in the pandemic we also saw some stockpiling or panic buying from consumers, and this translated into cigars sales, too. “Probably because people have been at home more, coupled with some nice weather recently, we’ve seen sales of our larger-format cigars being particularly positive. In fact, sales from our warehouse of Henri Wintermans Half Corona were up 20% in April, compared to the same time last year. Thankfully, it seems like miniature cigars sales have not suffered as a direct consequence, with brands like Signature and Moments continuing to perform well.”

TOBACCO TRENDS THE effect of the coronavirus on shoppers’ finances and fears of a recession mean value trends are likely to continue, so make sure you have a good selection of lower-priced brands, such as Sterling. Also worth considering is that some shoppers might be more inclined to purchase 50g packets to reduce the frequency of their visits to shops. Suppliers are seeing a constant shift from cigarettes into roll-your-own (RYO) tobacco as shoppers look to get more for their money. Indeed, RYO tobacco sales increased by 222% in April compared to the previous year. “As value for money continues to be a focus for many adult smokers, the economy RYO segment continues to go from strength to strength and now accounts for a 45% share of fine-cut tobacco sales, compared to 38.8% last year,” explains Cunningham.

It’s vital that retailers understand their customer base and merchandise their range accordingly. For example, stocking products such as Amber Leaf 3-in-1 is likely to be a popular line as it saves the shopper money on filters and papers. “Existing adult smokers are looking for convenience, and 3-in-1 formats are a solution, but price remains a key factor, so retailers should look to remain competitive by selling at the RRP or below,” explains Hennessy. Dawood Pervez, managing director at Bestway Wholesale, agrees. “By selling tobacco products at competitive prices – at or close to RRP – we believe retailers can maintain any increased footfall as a result of coronavirus,” he says. “Lower-price cigarettes and RYO continue to drive category sales – so selling competitively is important to maximise sales.”

their knowledge on available tobacco products. This remains important, but reps are more likely to have specific insight on what’s working in your area, so write a list of any questions about tobacco products you have as they come up, so you can make the most of the opportunity when you do get to speak with a rep.

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the stat

222%

The increase in RYO tobacco sales in April

CATEGORY ADVICE TOBACCO

TRAINING YOUR TEAMS WITH so many changes in legislation, it can be quite overwhelming for your team and customers. By regularly training your staff on new laws and products, they will feel more comfortable answering any questions. Other training should include Challenge 25, test purchases and product information. Bay Bashir, from Belle Vue

Convenience in Middlesbrough, regularly trains his team so they feel comfortable asking for ID and applying Challenge 25. “To be a responsible retailer, you just have to do what you can. Look after your staff, invest in their training, and they’ll take everything on board and look after your store,” he says. Make test purchases part of

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your training to ensure protocol is followed in every transaction. This will help you determine which team members might need extra support. As well as investing in staff training, implement a refusals register if you haven’t already to track the number of refused underage or proxy sales. Yexley says the company has

schemes like IDentify in place to help retailers train their teams to retail responsibly. “Ensuring that all staff are well trained in order to retail responsibly can be challenging, especially for smaller, independent retailers who often don’t have the resources or time to provide the same level of training that larger stores do,” he says.

Kenton Burchell, trading director, Bestway Wholesale “DUE to the reduction in travelling as a result of Covid-19, there has been an increase in demand for tobacco and tobacco products across the whole country. This is also partly due to the reduction in the volume of non-UK dutypaid stock entering the UK. A further factor has been the restricted access to supermarkets and the need to queue at a social distance, which has led to convenience stores seeing an increase in footfall for tobacco products. “While not all of this footfall will last as travel resumes in the longer term, and government guidelines ease around lockdown measures, it has given independents the opportunity to encourage new footfall through their doors. “Since the menthol ban there has been an increase in demand of RYO and menthol filters as previous menthol smokers still want the experience of smoking menthol. Menthol cards are also selling well – these are sold separately, and consumers insert them into the packet to flavour standard cigarettes. “There are also a range of menthol alternative products, including Heets, which is a heat-not-burn product and used with Iqos.”

new products STG’s Signature Dual In February, STG launched Signature Dual – a filter cigarillo available in packs of 10, with an RRP of £4.95. The cigarillo uses an acetate filter that contains a peppermint capsule under a lasered marker, as well as a blend of Virginia tobacco and a light real leaf Ecuadorian wrapper. JTI’s New Dual range The range is available across Sterling New Dual, Benson & Hedges New Blue Dual, Sovereign New Dual and Benson & Hedges New Dual. It offers adult smokers a distinctive tobacco blend in a dual pack broken down into two sections of 10 cigarettes. The same blend is also available across Sterling New Superkings Green, Benson & Hedges New Superking Green, Berkeley New Superkings Green and Mayfair New Green. Imperial Tobacco’s Green Filter range and JPS Bright In response to the menthol ban, Imperial Tobacco added a Green Filter range across five of its existing brands, JPS Players, Carlton, Windsor Blue, Richmond and Lambert & Butler. All packs are available to buy in packs of 20, with an RRP of £8.95. Imperial Tobacco also launched JPS Bright, which features a premium Virginia tobacco blend that is less bitter than traditional Virginia blends. The range is available in superking packs of 20, with an RRP of £9.65. Swan Filters In February, Republic Technologies launched six new Swan filters. The range includes Graphite Filter, Long Extra Slim Filter and Eco Loose Filter. Republic Technologies also added three menthol products, including two crushball filters: Cool Menthol Filter, Cool Burst Crushball Filter and Fresh Burst Crushball Filter.

cider

CATEGORY ADVICE PETCARE

BARKING UP THE RIGHT TREE With more families owning pets, DARYL WORTHINGTON asks: is your petcare range up to scratch?

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YOUR NEW FURRY FRIENDS AS well as meeting a valuable community need, a strong petcare range can play an important role in increasing the basket spend in your shop. According to Arthur Renault, marketing portfolio director at Mars Petcare, pet owners spend, on average, 16% more per basket than non-pet owners. These high-spending customers are clearly shoppers you want in your store, and securing their business means making sure you have a range that meets their needs. Your range needs to cover the latest trends, such as the pack sizes shoppers are looking for, and the specific products they need. “When considering ranges,

it is important for retailers to balance cat and dog products, ensuring both are afforded equal space at fixture – ideally one bay each on a standard two-metre fixture, remaining mindful of reducing any duplication within the range,” says Renault. “Growth trends, however, are essential to consider in store. Retailers should maintain a strong core offering of traditional bestsellers and much-loved household names. They should grow space to meet the trends within treats and single-serve dog and cat food to capitalise on incremental sales, as pet owners try new products or upgrade to more premium lines.”

Illegal tobacco is damaging your local community, funding organised crime and undermining local businesses We all have a role to play to combat the issue. Don’t be complicit in the illicit trade

Anyone with information about this type of crime should contact Trading Standards on 03454 04 05 06 or visit www.jtiadvance.co.uk/DontBeComplicit

CATEGORY ADVICE PETCARE

THE NEW TRENDS LIKE any category, pet food is shaped by ever-shifting consumer trends. Mirroring shoppers’ greater attention to their own health, they’re also paying more attention to their pets’ diets as well. Just as a soft drinks range without low-sugar or diet options would seem to be lacking, it’s increasingly the case with a petcare range that doesn’t consider dietary needs.

“When considering trends, premiumisation and treating go hand in hand,” explains Renault. “As owners increasingly see their pet as a member of the family – often even describing themselves as their pet’s parents – it is little wonder that shoppers increasingly look to feed their pets products with natural ingredients, or products formulated to

meet specific dietary needs and are willing to pay a premium for quality.” The stats are there to back up this consumer move to premium pet food for cats and dogs, and that, in turn, means ensuring your store is offering the range shoppers are looking for to compete with specialised pet shops. “Looking to the future of the market, with a static pet

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Kenton Burchell, trading director, Bestway Wholesale “ALTHOUGH nearly 48% of pet owners travel to stores in a vehicle, stocking a range of different pack sizes to meet those travelling on foot and those by wheels is beneficial. “As sales grow, it’s important to give the pet section the space it deserves. As a result of this, you can add additional products while stocking more treats, enabling the con-sumer to impulse purchase these lines. These displays will show the consumer how serious a retailer is about petcare.”

population and high-calorie conversion, this premiumisation of the market represents the single greatest opportunity for growth,” says Renault. He says, within cat food, the largest gains have been achieved in cat wet singleserve, which is up 3%, and care and treats, with 11% growth. In dog food, growth is coming from single-serve, up 8%, and care and treats, rising 4%.

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Meten Lakhani, St Mary’s Supermarket (Premier), Southampton “WE’VE increased our petcare range in the past few years. We’ve now got a total of nearly 15 metres of shelf space dedicated to it. We mostly focus on cat and dog food, but we also do a small amount of bird and fish food as well. “It’s an important category. Although it’s not a huge profit driver in itself, customers will buy other items with us as well. It’s something that drives footfall. “We’ve noticed that tins of pet food are going down in popularity, while multipacks and pouches are becoming more popular. In particular, multipacks such as 12-packs of Whiskas tend to be our bestsellers. “We also do a £1 range of toys, things like balls and squeaky toys. We get them from discount wholesaler OTL, and they have proved popular.”

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‘I KEPT US STOCKED WITHOUT USING CASH AND CARRIES’ THE RETAIL EXPRESS TEAM finds out how three retailers are overcoming availability issues and keeping their shelves stocked

THE PROBLEM Although the initial panic of the coronavirus appears to have calmed down, convenience stores are still battling to keep their shelves full in the face of shortages on core lines. We speak to three retailers about how they’ve kept stock levels up while experiencing availability issues.

Meten Lakhani, St Mary’s Supermarket (Premier), Southampton, Hampshire

“I’VE not been to any cash and carries since the crisis began, as I don’t want to put myself, and ultimately my family, at risk. Nevertheless, I’ve managed to keep our store relatively well stocked, despite the pandemic. “We’ve built strong relationships with our wholesalers, Booker, Londis and Bestway, over the years. This is from being in regular contact with them, and also from regularly buying in big volumes. “Throughout the pandemic we’ve found compromises that make deliveries work. We still get Booker deliveries six days a week, but they’re now making them at 7am instead of 10am, so we’ve adjusted our staf�ing to accommodate that. They’ve been really helpful, but you need both sides to be �lexible to make it work. Similarly, Londis deliveries now come a little later in the day, so we’ve changed staf�ing for that, too.”

Emily Spencer-Mawer, Brenda’s of Norwell, Nottinghamshire

“WE switched to using local suppliers to keep our shelves stocked. This has bene�itted both us and them – they had surplus stock that they couldn’t sell, so they repackaged it for retail. “We also changed wholesaler to Parfetts, as they’ve been more reliable and kept us stocked on key things such as toilet rolls. We use Parfetts for most of the standard-shelf-life stuff, and local suppliers for everything else. “Something else we’ve done is encourage people to order their shopping before they come in. This means we can make sure we’ve got what they need, and reduces the number of visits they have to make. They can make the order any way they want – phone, WhatsApp or Facebook. “We’re a rural community with a lot of people isolating, so it’s vital our shop gives customers what they need.”

Joe Williams, The Village Shop (Spar), Hook Norton, Oxfordshire

“IF we are running low on stock, a customer notices very quickly, and having empty shelves doesn’t look great in the store. This is more obvious when you have got categories such as breakfast cereals, where the boxes are quite large. Shoppers notice when you have low stock in these areas. “To help overcome this, we double-face the products on the shelves. We can use products we’ve got lots of stock of to help �ill gaps this way. It might also encourage the customer to buy the product if they’re more visible in front of them. “Our shop is based in a rural location, so we don’t have the luxury of a cash and carry nearby where we can get stock if we run low. We rely on delivered wholesale from Blakemore. Thankfully, Blakemore have been really good in making sure our shop and the overall Spar network has really good availability.”

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