Retail Express - 31 May 2022 (London edition) by BetterRetailing

COVID-19: TWO YEARS ON

• Relatives of retailers who passed away due to the virus tell Retail Express how they are continuing their legacy in their local communities 31 MAY-13 JUNE 2022 STRICTLY FOR TRADE USERS ONLY

*Nielsen Total Impulse MAT TY 26.3.22 Enjoy Responsibly

POST OFFICE

HFSS

WELL-BEING

Chief executive Nick Read outlines how PO will ‘rebuild trust’ after Horizon scandal

Delays to government’s anti-obesity legislation to cause further disruption to stores

Top retailers share advice on how to improve your staff’s mental health

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W an e’r d eb in a -p ck er li so ve n!

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GALA DINNER 13 JULY THE EASTSIDE ROOMS, BIRMINGHAM

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CIGARS & CIGARILLOS

Six ways to boost your tobacco sales ICE CATEGORY ADVRILL OS CIGARS & CIGA

31 MAY-13 JUNE 2022 betterRetailing.com

GROWING SALES IN CIGARS the chance los offer retailers tap Cigars and cigaril o customer base and to widen their tobacc the overall category, within into some trends ING discovers as CHARLES WHITT

31 MAY-13 JUNE 2022 STRICTLY FOR TRADE USERS ONLY

CIGARILLOS AS AN

ALTERNATIVE

cigarillos are more varieties, these ly hand-rolled Cuban be put affordable than anything can instead generhe says. be many cigarillos retailers as a value else. They’re which at Scandinavian Tobacco While there will £5, enjoying rector and forward by Simi- ally around CIGARILLOS have been in recent Group UK (STG UK). who smoke cigars very faalternative to cigarettes. Hennessy, people a surge in popularity imporbecause of a per- larly, the flavoured options of compares to £12 According to Ross an JTI UK, cigarillos vourably there are vice president at years, making them can appeal to customsonal preference, of cigaretailer’s to- sales are worth around also opportunities for retailers cigarillos menthol cigarettes for a pack get lots tant addition to a missing sales cigarillos We ers retail summer rettes. Cigar towards with month, in going down bacco offering. direct customers over the £8m a of commuter trafas an and uninterested to grow sales to value grew by 17.3% cigarillos in particulartobacco, the roll-your-own route. stand an opportunity fic here in the city bestthe other to are past year and currently while further. “The cigarillos follow alternative centre and a lot at just under £290m, “Each year, cigar sales pat- depending on customer need. selling options for us at the people are just increased by because cigarillos Mike Nijjer, of volume has also a very similar seasonal somecigars. the run For example,in packs of 10, un- moment,” says in looking for 19.4% to 431.1 million growth tern; a volume uplift in be sold Costcutter Bull Street that’s quick and the summer can will be less from of the rea- thing “The total category nitely d up to and during approach- like cigarettes, they Birmingham. “Part easy. I would defi As summer And while cigars has also been supplemente is people want cigarillos.” rise in the months. is a good time to stock expensive. of son for this cheap and recommend by the continual seen as something al- es, now something that’s of this might be product, particularmedium-to-large segment,says up to take full advantage premium a ” base,” profit opportunity, beit from a smaller country di- seasonal Alastair Williams,

POST OFFICE

HFSS

WELL-BEING

Chief executive Nick Read outlines how PO will ‘rebuild trust’ after Horizon scandal

Delays to government’s anti-obesity legislation to cause further disruption to stores

Top retailers share advice on how to improve your staff’s mental health

BACK PAGE

the stat

17.3% The growth in cigars’ retail sales value over the past year

P22

our say

Alex Yau, acting editor

This issue pays tribute to those who gave their lives DURING the pandemic, retailers repeatedly showed their selflessness as frontline workers. Despite constant abuse from frustrated customers who flouted Covid-19 safety guidelines, many of you put your own health at risk and worked countless hours to ensure you continued to provide a vital service to your local communities. Tragically, a lot of independent retailers across the country lost their lives as a result of these sacrifices. Their deaths marked a major loss for their families, the convenience sector and the neighbourhoods they were so dedicated to. As a title that has tirelessly fought on the behalf of retailers WE HAVE NOT during one of the toughest periFORGOTTEN THOSE ods in convenience, we have not forgotten those who are sadly no WHO ARE NO longer with us. LONGER WITH US As two years have now passed since the first reported death of a retailer due to Covid-19, this issue’s cover story pays tribute to those who gave their lives for their communities. We heard from their relatives, who spoke about how they have taken on the role of continuing their fantastic work in their absence. As London retailer Manish Mehta told Retail Express, it would have been the wish of his brother Atulkumar to ensure their shop was still a pillar of the local area. Raj Aggarwal’s widow, Sunita, also spoke about how she has continued his charitable work in Leicester and Sheffield. Although we are thankfully showing signs of returning to normality, those who we have lost during such a terrible time will always be in our memories. @retailexpress betterRetailing.com facebook.com/betterRetailing Acting editor Alex Yau @AlexYau_ 020 7689 3358

Editor – news Megan Humphrey @MeganHumphrey_ 020 7689 3357

Features writer Jasper Hart 020 7689 3384 @JasperAHHart

News reporter Noemi Distefano @NoemiDistefano_ 07597 588955 Deputy insight & advertorial editor Tamara Birch @TamaraBirchNT 020 7689 3361

Features editor Charles Whitting @CharlieWhittin1 020 7689 3350 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355

Magazines reporter Tim Murray tim.murray@ newtrade.co.uk

Production editor Ryan Cooper 020 7689 3354

Head of marketing Kate Daw 020 7689 3363

Sub editor Jim Findlay 020 7689 3373

Senior account director Charlotte Jesson 020 7689 3389

Senior account managers Barry Lavis 020 7689 3372

Sub editor Robin Jarossi Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380 Production coordinator Chris Gardner 020 7689 3368

Head of commercial Natalie Reeve 020 7689 3372 Business delivery manager Ifzal Afzal 020 7689 3382 Account manager Marie Dickens 020 7689 3366

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The five biggest stories this fortnight 01

‘Rebuilding trust’ main priority for Post Office, says Read MEGAN HUMPHREY

POST Of�ice (PO) chief executive Nick Read has con�irmed branch pro�itability, technology and rebuilding trust are the company’s three main priorities for the year ahead. The comments were made at the annual postmaster conference, which took place in May in Manchester.

In his speech, Read revealed PO’s mail business was £40m down from the year before, but that cash and banking was £26m higher year on year. However, he went on to con�irm cash investment in the years ahead will be restricted owing to economic uncertainty and a limited ability to invest because of worse-than-expected gov-

ernment funding. “After months of discussion, we have received our funding settlement from the government for the next three years,” he said, adding that he expected a “more generous settlement”, but “there are huge pressures on public �inances, and we have to set our plans consistent with the funds we have”. As a result, postmasters

have lost out on the opportunity of a £300m investment, due to the PO having to provide “redress for historical matters” from 2018 to 2025. Postmasters were told to expect new commercial opportunities to grow footfall and sales, and a full rollout of PO’s new IT system replacing Horizon next year, following a training pilot carried out by the end of this �inancial year.

For the full story, got to betterRetailing.com and search ‘Post Office’

Asda expansion

ASDA has begun a recruitment drive for the “rapid expansion” of its new convenience and wholesale business. In an advert for a senior director of channel operations (wholesale & convenience), the supermarket said the division is “set to signi�icantly

contribute to its growth ambitions” over the next �ive years. Asda added the successful candidate needed to be an expert in wholesale and convenience, and would be responsible for overseeing a team of 60 people.

Costcutter refund

COSTCUTTER retailers who achieve rebates of 3% throughout June, July and August are to have their fuel levy refunded. The refund of the £4.88 charge was initially applicable to retailers with a weekly spend of £17,500 as part of

Bestway’s Platinum Club. Bestway Wholesale retail director Mike Hollis said: “I am pleased we will support retailers through dif�icult times and absorb more of the fuel levy charges in line with reduced minimum qualifying spend.”

Editor in chief Louise Banham @LouiseBanham

Lindsay Hudson 020 7689 3366 Management accountant Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3388 Head of digital Luthfa Begum 07909 254 949

42,281

For the full story, got to betterRetailing.com and search ‘Asda’

Indies criticise Nisa

INDEPENDENT retailers claimed the ongoing issues claimed they have been ex- have recently become more periencing issues with Nisa’s “severe”. Retailers also criticised delivery services over the Nisa’s lack of communication past month. Availability, late deliver- around delivery issues. Nisa told Retail Express it ies and damaged stock were reported as the most preva- “has fallen short” of its delivlent problems. Store owners ery standards.

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

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

For the full story, got to betterRetailing.com and search ‘Nisa’

For the full story, got to betterRetailing.com and search ‘Costcutter’

Delivery closure

ULTRAFAST grocery service Jiffy has announced it will close its dark stores and delivery arm to become a delivery software company. The company said it was closing “with a heavy heart”, but that it would be providing “solutions to other retail

businesses”. Jiffy’s closure comes eight months after the company raised £20m to aid expansion. The company was founded by Russian e-commerce entrepreneurs Vladimir Kholiaznikov and Artur Shamalov, and promised delivery in minutes.

@retailexpress facebook.com/betterRetailing

31 MAY-13 JUNE 2022 betterRetailing.com

alex.yau@newtrade.co.uk 020 7689 3358

Legacy of Covid retail victims continued two years on ALEX YAU FAMILIES of retailers who passed away from Covid-19 are ensuring their stores still act as pillars of their communities, two years on. Last month marked two years since the �irst reported deaths of convenience store owners from Covid-19. As frontline workers, they sel�lessly put their lives at risk to ensure their communities were still being fed during a time of panic buying and supplychain disruption. Raj Aggarwal, 51, passed away in April 2020. Prior to his passing, Aggarwal contributed hugely to his community through partnerships with local charities, authorities and police forces from his Spar stores in Wigston, Leicestershire, and Hackenthorpe, Shef�ield. His widow, Sunita, has ensured the surrounding areas still feel his in�luence. The ‘Do as Raj Would Do’ campaign set up last year, for example, encouraged retailers to donate local charities. She told Retail Express: “Raj did so much and we have continued everything as he left it. He always brought a smile to others’ faces and would go out of his way to make them feel welcome. Raj supported planting trees at our local police station and spoke to all the nearby schools. He also supported the Mes-

sage in a Bottle charity for those with Alzheimer’s and dementia. “We’re raising money for Leicestershire Children’s Hospital and we are in talks with the local police around Hackenthorpe to see how we can support their anti-drug-traf�icking programme.” Himanshu Patel, 51, of Kays Newsagent in Watford, also died from the virus in April 2020. Commenting on how she is carrying on his legacy, his widow, Jignasha, told Retail Express: “Himanshu was always laughing and smiling, He never said no to anyone and always helped anyone who asked for assistance. “We have a mix of families and older people in the area. Many of our elderly customers are lonely and we always talk to them when they come in. Some of them spend an hour chatting to us.” Brothers Manish and Atulkumar Mehta both contracted Covid-19 in November 2020. Sadly, Manish was the only one to survive. He told Retail Express it would have been Atulkumar’s wish to ensure their newsagent in Streatham, London, was “better than before”. “Atulkumar always put customers at the centre. He would always give children who came in free sweets or a toy and loved the smile they would have on their

express yourself “The beginning of this year it was terrible. Covid-19 meant there weren’t enough pickers or drivers, so deliveries to the shop were running late. It’s fine if you have been given notice and can plan, but we have staff in place to deal with deliveries who could not work. It’s eased up over the past two weeks, but now stock is being capped so we are suffering availability issues again.” Natalie Lightfoot, Londis Solo Convenience, Glasgow

GOOD WEEK BESTWAY: More than 250 retailers have joined Costcutter over the past six months, as Bestway continues its recruitment drive. The wholesaler is targeting “the brightest independent retailers in the UK” who are either looking to open new sites or move away from other symbol groups. For the full story, go to betterRetailing.com and search ‘Costcutter’ PRET: Sandwich takeaway chain Pret a Manger has launched its first coffee-to-go offer in three sites in the UK. RaceTrack Pitstop in Bearsden and Strathclyde became the first petrol stations to offer Pret Express, alongside Garip’s Superstore in Barking, east London. The machine serves 100% organic coffee plus a variety of teas. Pret confirmed it would be rolling out the coffeeto-go brand more widely.

BAD WEEK

Left: Raj Aggarwal Above: Atulkumar Mehta

faces. He made a big impact on the community, and London mayor Sadiq Khan attended his funeral. “I’m now beginning to move forward since his death and I would like to do a lot more with the shop. I’m beginning to think of ideas on how I can make his wish come true.” The Fed’s national president, Narinder Randhawa, told Retail Express he “saluted” the family members who are continuing the work of their relatives. “Thousands of our members remained open and on the frontline all through

the column where you can make your voice heard

the pandemic, at great personal risk to themselves and their families,” he said. “Sadly, a number of them paid the ultimate price with their lives.” ACS chief executive James Lowman also paid tribute to those who lost their lives and added: “Local shops acted as a lifeline for communities over the course of the pandemic, ensuring that they could feed their customers and provide them with essential services while keeping their customers and colleagues safe. As a sector, we are still mourning the lives

of those who were lost as a result of Covid-19. “We are proud to see how retailers are continuing with the great work that started as a result of a crisis but have now become part of their regular routine, such as offering home delivery services and volunteering in their local area, demonstrating how committed retailers are to their communities. For those retailers that continue to go the extra mile in their communities, we have created the Raj Aggarwal Trophy that is currently open for entries.”

LUCOZADE: Lucozade Original is experiencing supply shortages, the supplier has revealed. The problem has been reported over the past couple of weeks. A spokesperson for parent company SBF GB&I said it had experienced “extraordinary demand” for its drinks coming into summer. “We are working with our wholesaler and retail partners to address this challenge,” it said. VAPING: Retailers may face stricter rules around the advertising of vaping products as the Scottish government looks to introduce new regulations. Under the proposals, in-store advertising would be banned alongside promotional displays. The government says the plans are to make sure e-cigarettes are used only as a stop-smoking aid and not a lifestyle choice. For the full story, go to betterRetailing.com and search ‘vaping’

Have issues with wholesale deliveries started to show improvement?

“Our problems really peaked last summer with late deliveries and bad availability. We are in a seaside town so we probably noticed it more then as we always increase the amount of stock we order during the summer months to meet the rise in seasonal demand. Deliveries have definitely got better, but there’s still a lot of damaged stock being delivered, especially on the chilled ranges.” Chris Tomes, Costcutter & the Food Shop, Swanage

“I have Booker deliveries six days a week and they maintained a good service because the depot they deliver from is locally based. But my Londis deliveries came from a distribution centre and they were turning up two days late at times. It was terrible. Bestway deliveries were late, too. Over the past month or so, it’s got better. There are still stock shortages, but at least I’m not unloading at 10pm.” Meten Lakhani, St Mary’s Supermarket, Southampton

Do you have an issue to discuss with other retailers? Call 020 7689 3358 or email alex.yau@newtrade.co.uk

Meten Lakhani

NEWS

31 MAY-13 JUNE 2022 betterRetailing.com

HFSS delays cause further disruption NOEMI DISTEFANO

STORE owners have criticised the disruption and confusion caused by the government’s sudden change to upcoming high fat, sugar and salt (HFSS) regulations. Last month, the government con�irmed it would delay part of the upcoming restriction on products such as chocolate bars, crisps and soft drinks. Although loca-

tion restrictions will still apply from October this year, enforcement on multibuy promotions such as buy-oneget-one-free offers will come into force from October 2023 instead. The ban had already been delayed from an initial date of April this year. The limitations on promotions and location will impact stores larger than 2,000sq ft and with more than 50 em-

ployees, while smaller stores will be exempt from location limits. Retailers criticised the government’s lack of clarity, guidance, and communication, and said they would have liked to see the regulations fall through. Dennis Williams, of Premier Broadway in Edinburgh, told Retail Express: “Scrapping this altogether would have been good news,

but this is far too confusing. There are too many laws and no one to police them.” Commenting on the government announcement, ACS chief executive James Lowman added that the location restriction measures will harm store pro�its. “While everyone is trying to navigate the worst costof-living and cost-of-business crisis in memory, the government is regulating to send of-

High fat, sugar and salt (HFSS) legislation is coming*, and we are here to help

For the full story, got to betterRetailing.com and search ‘HFSS’

�icials rounds to shops with tape measures, to make sure yoghurt and pizza aren’t displayed too close to the door,”

he said. “Retailers cannot absorb these costs – they will have to pass them onto their customers.”

BRITVIC’S interim �inancial results revealed steady growth in soft drinks consumption at home. In the UK, the supplier recorded sales uplifts for its Tango, 7Up, R Whites, J20, Fruit Shoot and Pepsi products. However, the company’s

chief executive, Simon Litherland, pointed out that in�lation and “geopolitical uncertainty” will eventually impact consumer spending. He said: “We have executed pricing and cost actions to mitigate levels of in�lation while rebuilding investment to support our growth ambition”.

Soft drinks growth

QUEEN’S SPEECH IN the Queen’s speech on 10 May, the government committed to regenerating town centres and high streets, while protecting consumers’ access to cash. The Fed national president Narinder Randhawa welcomed plans around access to cash and crime issues, and urged the government to tackle them “with the energy and priority they deserve”.

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in any of our products to find the latest information, insight and advice.

The Retail Success

Morrisons said it wants the development of its wholesale arm to play a “large and signi�icant part”. Participating stores will be required to adhere to Morrisons’ brand requirements on pricing and ownlabel products.

For the full story, got to betterRetailing.com and search ‘Morrisons’

Handbook

HFSS AD.indd 2

MORRISONS has recruited leading Budgens retailer Guy Warner as part of its new ‘Together with Morrisons’ concept. Retail Express understands the concept is aimed at larger stores with a �loor space of more than 3,000sq ft.

If you have any questions about HFSS, or Newtrade Media products, please call the team on 020 7689 3363

HFSS restrictions to come into force in October 2022

Morrisons wholesale

Visit betterRetailing.com/HFSS HFSS. We’ve got it covered.

However, Randhawa criticised the speech in failing to highlight what the government’s countermeasures are to support small businesses struggling amid soaring bills.

29/11/2021 15:26

PRODUCTS

Hardys launches canned range

Mentos and Fanta’s limited launch

to Nielsen. Additionally, a recent survey found 52% of people aged 18 to 44 drink wine in cans or plan to do so in the next 12 months. Lindsay Holas, brand manager at Accolade Wines, said: “The can format opens the door to a whole host of drinking occasions and audiences. Offering a convenient and easily recycled option, we’re expecting the cans to be a hit at festivals in the next few months, while also performing well in retail, with their compact size making them perfect for picnics and outdoor summer occasions. “Hardys cans uphold the same taste and quality as our standard full-sized

formats, and following on from our new TV advert and marketing campaign, we’re

Dead Man’s Fingers expands liqueurs

Accolade’s carbonneutral wine range

DIAGEO has launched a limited-edition design on bottles of Pimm’s No.1 to celebrate the Queen’s Platinum Jubilee. The limited-edition bottle is available now to convenience and wholesale until August this year and will temporarily replace the brand’s standard design. It comes as Pimm’s is worth £28m in the off-trade, with the supplier anticipating a summer sales boost thanks to the Jubilee and no restrictions on events. Kate Veale, category director at Pimm’s GB, said: “With the Queen’s Platinum Jubilee taking place along with Ascot and Wimbledon, we’re looking forward to seeing people

celebrating with a glass of Pimm’s at these events and all summer long.”

HALEWOOD Artisanal Spirits has expanded its Dead Man’s Fingers cream liqueur range with the launch of Mango Tequila and Strawberry Tequila. The launch follows the release of Dead Man’s Fingers Raspberry Rum cream liqueur earlier this year. Both new �lavours (17% ABV) are available now in a 70cl bottle at an RRP of £15. Rachel Adams, global marketing manager for Dead Man’s Fingers, said: “Berry �lavours remain popular within spirits, so our Strawberry Tequila Cream Liqueur will be a welcome addition to the category, while tropical �lavours are in demand.”

ACCOLADE Wines is launching Wise Wolf, a wine range under its Banrock Station brand which comes in bottles made from 100% post-consumer recycled glass cullets. The range consists of a Pays D’Oc Chardonnay, Rosé and Cabernet Sauvignon, and will be available to convenience retailers from June in 750ml bottles, with an RRP of £11, or a promotional price of £9. Additionally, the bottles’ labels are made from 100% post-consumer recycled paper and the closures are made from 100% recycled plastic, while the outer cases are made from recycled paper pulp.

These initiatives have contributed to the wine’s certi�ication as carbon neutral by The Carbon Trust, alongside an evaluation of freight, bottle shape and size.

COCA-COLA Europaci�ic Partners (CCEP) has launched a new Relentless Zero Sugar range in Peach and Raspberry varieties. Available now in 500ml cans, the new range has a white pack design to highlight the brand’s ‘R’ motif in the centre of the can. Currently, Relentless is worth more than £46m and up 10% in value in the past year. The supplier intends to use the launch to capitalise on the growing appetite for sugar-free soft drinks amid impending HFSS restrictions. CCEP will support the launch of Relentless Zero Sugar with digital, in�luencer and in-store advertising.

There will also be new PoS materials including shelf strips, totems, wobblers and free-standing display units for retailers.

ACCOLADE Wines is set to launch a new range of alcohol-free wine, &Then. Made with grapes from South Australian vineyards and bottled with a new dealcoholisation technology called Zero Tech X, &Then is launching in June in Cabernet Sauvignon and Chardonnay varieties. Both will be available in a 75cl bottle at an RRP of £8. According to GlobalData, the still wine category is where the low- and noalcohol sector is expected to grow by more than 20% between 2021 and 2025. The use of Zero Tech X technology means more �lavour and body is retained and less sugary additives are

required. A 125ml glass of &Then contains 25 calories and 1.5g of sugar.

JASPER HART ACCOLADE Wines is set to launch a canned format of its Hardys VR range. The canned range will launch in June in Rosé (11.5% ABV), Chardonnay (13% ABV) and Shiraz (13% ABV) varieties, each in 250ml recyclable aluminium cans at an RRP of £2.50. The supplier hopes the format will appeal to younger shoppers, with the single-serve cans being more attractive to those looking to moderate their consumption. Since 2020, light canned wine consumption has grown by 46% and is now worth £11.4m, according

Pimm’s toasts Platinum Jubilee

Relentless gets zero-sugar variety

sure they will be a hit with consumers this summer and beyond.”

31 MAY-13 JUNE 2022 betterRetailing.com

Kingfisher beer gets new look

KBE Drinks has unveiled a rebrand of its largest beer brand, King�isher, set to launch in June. The supplier says the new look gives the brand a more premium, modern feel to support its expanded sales drives within the off-trade. It includes new labels and outer packaging as well as new glassware, a new font and PoS for the on-trade. There will also be a consumer marketing campaign with the tagline ‘Look up and see the beauty’. In recent years, King�isher has grown in retail and hospitality, having seen its its grocery and convenience sales increase by 65% since 2019, compared to a total

beer sales increase of 15%, according to Nielsen.

PERFETTI Van Melle (PVM) has announced the launch of a limited-edition collaboration between Mentos and Fanta. This launch marks the �irst-ever global licencing offer from Mentos. It is taking the soft drink’s Orange variety as its �lavour inspiration and will be available into 2023. It is launching in a single

pack with an RRP of 51p in Spar and Booker for convenience retailers, with further stockists to be announced. Mark Roberts, marketing and trade marketing director at PVM, said: “Brand mashups always perform really well when they bridge categories, and two cult favourites coming together in this limited-edition is sure to be a hit and get sales �izzing.”

Accolade’s alcoholfree expansion

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ROTHMANS Green Superkings It’s an offence to sell tobacco to persons under 18 years old. For tobacco trade use only. Not to be left within sight of consumers.

PRODUCTS

Coca-Cola rolls out attached caps JASPER HART COCA-COLA Great Britain and Coca-Cola Europaci�ic Partners (CCEP) have announced the introduction of new attached caps to their plastic bottles to make it easier to recycle them and prevent littering. On 17 May, production of bottles with attached caps began at CCEP’s bottling plant in East Kilbride and will be rolled out nationwide over the next 18 months. Shoppers in Scotland and the North of England will start to see the new, 100% recyclable caps on 1.5l bottles of Fanta, Coca-Cola Zero Sugar and Diet Coke.

The move makes the supplier the �irst major soft drinks company to introduce such a change to its packaging. It intends to have

A marshmallows first for Swizzels SWIZZELS has entered the marshmallows confectionery segment for the �irst time with the launch of Marvellous Mallows. The new product combines the �lavour of the supplier’s popular Drumstick lolly with a soft mallow sweet. It is available in plain and £1 price-marked packs. This marks Swizzels’ third reimagining of the original Drumstick �lavour, following the recent launches of Drumstick Squashies and Drumstick Chocolate bars. Mark Walker, sales director at Swizzels, said: “Mixing traditional and consumer favourite �lavours into new sweets is key to our product development.

Thanks to our past success, we’re con�ident Marvellous Mallows will be an exciting new addition to the mallows category this year.”

PERFETTI Van Melle‘s Loyalty Reward Scheme has passed 4,500 members. The retailer incentive scheme, which offers retailers free stock, hoodies, and monthly and quarterly cash prizes, was launched in August last year. Retailers are encouraged to display PVM bestsellers on dedicated merchandising racks, for which they are rewarded through a pointsbased membership. The more points they collect, the better their rewards will be. Nicola Hornsey, senior sales manager at Perfetti Van Melle, said: “Our Loyalty Reward Scheme is not just a great chance for retailers to win some fantastic prizes, it

also gives them the opportunity to reinvigorate their confectionery offering, add some real shopper favourites to their lines and boost their pro�its.”

attached caps across all of its brands’ plastic bottles by early 2024. Stephen Moorhouse, general manager at CCEP GB,

said: “This is a small change that we hope will have a big impact, ensuring that when consumers recycle our bottles, no cap gets left behind.”

Grenade rolls out Lemon Cheesecake PROTEIN brand Grenade has launched a new Lemon Cheesecake variety. The bar will be available from June 2022 to Nisa retailers at an RRP of £2.85, with other launches in Asda, Morrisons, Holland & Barrett and Sainsbury’s set for June and July. It is also available from Grenade’s website. It contains 21g of protein in a 60g bar, with a lemon

& vanilla-�lavoured nougat centre topped with a lemon curd caramel layer covered in white chocolate and topped with biscuit bits. Rob Page, head of product at Grenade, said: “With lemon �lavours dominating desserts, Lemon Cheesecake adds a welcome and indulgent citrus twist to Grenade’s delicious range of protein bars.”

JTI’s ultra-value RYO and RMC launches JTI is moving into the ultra-value tobacco segment with a new roll-your-own (RYO) tobacco launch from Benson & Hedges and a new ready-made cigarette (RMC) variety from Mayfair. The launch of Benson & Hedges Blue Rolling (RRP £13.65 per 30g/£22.35 per 50g) and Mayfair Silver (RRP £10.15 per 20 pack in King Size and Superkings) comes as ultra-value is the fastestgrowing price segment in both RMC and RYO. Benson & Hedges Blue Rolling is only available in England and Wales, while Mayfair Silver is available across England, Wales and

Northern Ireland. This is to emulate the success of JTI brand Kensitas Club’s move into the ultra-value segment in Scotland.

WEETABIX has launched a limited-edition non-HFSS Orange Chocolatey Hoops variety of Weetos cereal. It is available in 420g packs across convenience and wholesale at an RRP of £3.29. Weetos is currently the number-two-selling chocolate cereal within impulse according to Nielsen, valued at £1.1m in convenience. Alastair Porter, marketing controller at the Weetabix Food Company, said: “Weetos is one of the top 10 brands in the growing tasty category and we know it’s a brand that performs especially strongly in the impulse channel. With convenience stores increasingly becoming hubs

for innovative, new products, we’re con�ident that Weetos Orange Chocolatey Hoops will stand out on-shelf and �ind its way into baskets across the country.”

MONDELEZ International has launched new packaging for the Cadbury Cards range to cater to more occasions. The supplier has launched ‘Happy Birthday’, ‘Thank You’ and ‘Just for You’ messages to sleeves to give shoppers more reasons to buy them for friends and family. Since launching last year, Cadbury Cards have generated more than £780,000 in sales. The range is available across four different designs in Hazelnut Creme Hearts and White Chocolate Truf�le Flowers varieties, each with an RRP of £3. Mondelez hopes to drive incrementality with the range now relevant for more

gifting occasions. Each pack contains 20 Cadbury chocolate pralines and space for a personalised message.

Weetos choc-orange flavour launches

PVM Loyalty scheme Super Noodles’ world Cadbury expands cuisine flavours rewards retailers Cards for sweet gifts PREMIER Foods has added Japanese Katsu Curry and Mexican Chicken Fajita instant noodle blocks and Salt & Pepper Chicken pots to its Batchelors Super Noodles range. The noodle block �lavours have an RRP of £1.09, while Salt & Pepper Chicken noodle pots have an RRP of £1.19. The number of at-home lunch occasions has increased by 17% due to more people regularly working from home. According to Premier Foods, the ‘quick meals’ category experienced 448 million occasions in 2021. Naomi Shooman, brand director for quick meals, soups and snacks at Premier Foods, said: “We know shop-

pers are looking for variety and choice when it comes to quick meal solutions. To encourage further category growth, brands need to offer �lavours beyond shoppers’ traditional favourites. “We will be appealing to the 54% of people who say they want to try a new world cuisine or dish at home, while sticking to brands they trust.”

31 MAY-13 JUNE 2022 betterRetailing.com

Sensations gets two Jubilee editions PEPSICO is launching two limited-edition varieties of Walkers Sensations Crisps in celebration of the Queen’s Platinum Jubilee. The two new �lavours, Spit Roast Pork & Apple Sauce and Baked Cheese & Sweet Honey, are available from now until the end of the Jubilee bank holiday weekend. They come in a 150g sharing bag with an RRP of £1.99 and a 65g £1 pricemarked pack. Additionally, they will appear alongside popular Sensations mainstay Thai Sweet Chili in a special limitededition Jubilee design. Walkers will be supporting

the launch with an ad campaign featuring reality TV star and presenter Georgia Toffolo.

MONDELEZ has partnered with Merlin Entertainments again for its on-pack summer promotion. Available across a range of Cadbury, Mini Oreo and Barny packs until October, the promotion will offer a free standard ticket with every purchase of a full-priced adult ticket to a variety of top UK attractions. These attractions include Alton Towers Resort, Thorpe Park Resort and Legoland

Windsor Resort. Participating packs include Cadbury chocolate multipacks such as Chomp, Buttons and Curly Wurly, as well as selected Barny packs. Mini Oreo packs are a new addition to the partnership for 2022, with the aim of reaching more families. Additionally, Cadbury’s seasonal selection boxes will feature the promotion when they launch later in the year.

Fun on the cards for Cadbury tie-up

Aspall Cyder makes its £3m TV debut ASPALL Cyder will air its �irst-ever TV advert later this year as part of a £3m marketing investment by owner Molson Coors. The investment, which begins in June, will also include on-demand, digital, social media and out-ofhome advertising. It follows a £13m investment by the supplier in the Aspall Cyder House in

Suffolk over the past three years which has increased the site’s capacity by nearly 60% to the equivalent of 70 million pints each year as the demand for superpremium cider grows. Other investments include a new fermentation building and reformatting of the ‘tank farm’ where the cider is stored to create space for future expansion.

Robinsons teams up with The Hundred BRITVIC‘S juice drink brand Robinsons Ready to Drink is the of�icial partner of cricket tournament The Hundred. The three-year partnership starts this week ahead of this year’s iteration of the competition, which runs from 3 August to 3 September. As part of the partnership, Robinsons Ready to Drink will be launching an on-pack

promotion across more than two million packs with distinctive cricket ball designs, giving customers the chance to win tickets to the tournament via a QR code on pack. There will also be digital, in-store and in-stadium advertising to highlight the partnership. The tournament is expected to attract a TV audience of more than 16 million.

Carabao joins Smiths News for supply deal CARABAO and Smiths News have announced a nationwide partnership, following a successful �ive-month trial in the north-east of England. The partnership allows retailers supplied by Smiths to order Carabao stock, with exclusive deals available through Smiths’ sister brand Instore. Retailers can order Carabao stock through the wholesaler’s account management app, SNapp, and it will be delivered alongside their morning newspaper and magazine delivery. As part of the nationwide expansion, all Smiths News retailers will be able to buy

three cases and get one free across Green Apple, Orange Blast, Mixed Berry and Original varieties. At the start of this year, Smiths News chief executive John Bunting said the wholesaler planned to add new products and services to its offering.

SAPUTO Dairy UK has unveiled a brand redesign for its Cathedral City cheese brand – its �irst in six years. Rolling out this month, the new branding features a modern city scene with the brand’s signature cathedral in the centre as well as new line-speci�ic colourways. It retains the brand’s burgundy colouring.

It also features a newly added signature from Cathedral City’s master cheese grader, highlighting the quality control put into production of the cheese. Currently, Cathedral City is the number-one cheese brand in the UK, worth £288m and bought by 44.4% of all UK households, according to Kantar.

Cathedral City gets Yazoo brings back Merlin on-pack promo a brand refresh FRIESLANDCAMPINA has brought back the two-forone Merlin Entertainments on-pack promotion across its Yazoo range for the third year in a row. Available until November 2022, the promotion features a unique code on each Yazoo promotional bottle which shoppers can redeem on the Yazoo website for two-for-one tickets to Alton Towers or Thorpe Park. The promotion is running across all Yazoo varieties and formats, including limited-edition Choc Caramel and price-marked packs (PMP). Maren Fuhrich, Yazoo brand manager at FrieslandCampina, said: “With Yazoo’s

PMP range representing 64% of convenience sales, having the promotion on our PMPs will help boost sales and ensure a positive price perception among consumers.”

POTATO supplier Albert Bartlett has launched an onpack promotion in partnership with Disney and Pixar in support of the upcoming �ilm Lightyear, which is released in cinemas on 17 June. The promotion runs until 17 July across 2kg bags of Albert Bartlett Original Rooster potatoes and Albert Bartlett Butter Golds. It also features on 5kg packs of Original

Roosters as sticker only, available from Costco. This is Albert Bartlett’s second promotion in partnership with Disney and Pixar, following a 2019 tie-up to mark the release of Toy Story 4. Shoppers who buy the packs will be entered into a prize draw to win a holiday including a trip to Kennedy Space Center in Florida.

Albert Bartlett heads KP expands nonto infinity and beyond HFSS range KP Snacks has launched newly reformulated nonHFSS Tyrrells Lightly Sea Salted and Hula Hoops Puft range as part of its ongoing reformulation strategy. Both products roll out this month, with Tyrrells available in sharing, multipack and single bag formats. Meanwhile, the reformulated Hula Hoops Puft range has a new packaging design, the launch of which will be supported by a £1.5m media campaign from June. Tyrrells is worth £57.3m and growing in value at 6.6%, with a 13.8% market share of the premium snacking category. Hula Hoops Puft is worth £10.7m and growing in value by 11.4%.

OPINION

COMING UP IN THE 10 JUNE ISSUE OF RN

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 MCCOLL’S: Has the chain’s struggles concerned you? “NO, it hasn’t been a concern. We’ve already moved to convenience, and we work in the business, which means we can compete on price. I think McColl’s was too expensive and not recognised as a convenience chain. I’m concerned about rising prices, but McColl’s collapse doesn’t worry me too much.

Streamline your store: run a more profitable shop by optimising space and focusing on the products that sell

Martin Ward, Premier Cowpen Lane, Billingham, Co Durham

+ Tobacco in depth: the brands you need to stock – and those you can stop stocking – and the latest profitboosting trends

DEPOSIT RETURN: Are the newly announced handling fees good enough?

At RN, our content is data-led and informed by those on the shop floor

retailers’ sales data analysed for every issue

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Retailers will struggle to make this affordable

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“WE welcome the figures being “GIVEN our costs are rising at published, as we are we’re run- an exponential rate, the hanning short of time for retailers dling fee is small. I don’t even to make the decisions required. know if it’s hitting minimum We now have a job to work out wage. However, we have bigger the affordability of reverseproblems such as the energy vending machines. From the crisis and I think DRS is falling figures quoted, retailers will by the wayside, but it’s a lot of struggle to make it affordable.” work for little money.” Pratik Patel, Jay’s Budgens, Crofton Park, London

Mehmet Guzel, SimplyFresh, Bethnal Green, east London

ACCESS TO CASH: Why is it important to make it visible in your store? “OFTEN, people are paying with a card for a 50p purchase and I get charged every time. I have some customers who always pay in cash, but many are switching to cards, especially since the pandemic, but they do it for small amounts, which is frustrating.” Bal Singh, Nisa Local, Birmingham

“WE’RE caught in two worlds. Our summer trade pay by card, but a third of our winter trade pay with cash. We have a sign that says we are a cash-friendly store. This is for customers, but also because people don’t realise, we’re charged for every card transaction.” Christine Hope, Hopes of Longtown, Hereford

We have a sign that says we’re a cash-friendly store PRICES: How are you competing with supermarkets on rising costs?

STAY INFORMED AND GET AHEAD WITH RN ORDER YOUR COPY from your magazine wholesaler today or contact Kate Daw on 020 7689 3363

Hitesh Pandya, Toni’s Newsagents, Ramsgate, Kent

I think McColl’s was too expensive

Pricewatch: see what other retailers are charging for cider and boost your own profits

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“MCCOLL’S didn’t know if it was a newsagent or a convenience store. It was trying to be too many things. It also put all its eggs in one basket with Palmer & Harvey as its wholesaler and suffered when it collapsed. I welcome the buyout, and I don’t think McColl’s demise is bad news for the success of the sector.”

All I can do is make the best of the promos I have

“THERE’S nothing I can do other than display Booker’s shop local promotions at the front of my store. All operating costs are going up, especially council tax, and it’s really hard to compete at the moment. All I can do is make the best of the promotions I have.” Joe Williams, The Village Shop & Post Office, Hook Norton, Oxfordshire

“WE’VE brought in high-margin products, such as vapes and Tango Ice Blast, to combat expenditure rises, and on retail price increases, we’ve been realistic. We can’t compete with Aldi and Lidl, but we can ensure good availability and a value offer, so that’s what we’ve been focusing on.” Simon Dixon, Premier Lower Darwen, Lancashire

LETTERS

31 MAY-13 JUNE 2022 betterRetailing.com

jeet bansi

Letters may be edited

Meon Vale Londis, Stratfordupon-Avon

Looking across the world

‘I’ve considered switching supply to a supermarket’ OVER the last couple of years, a number of major supermarkets have begun supplying independent retailers through their own wholesale divisions. I’ve been considering switching my own supply over to a supermarket, and this has become something I’ve been examining a lot more over the past few

months. A lot of retailers I’ve been speaking to have been experiencing the same issues I have with late deliveries and poor availability. Many of them don’t know where to go. The dissatisfaction among many independent retailers provides a lot of opportunity for supermarkets who are looking to grab their own

COMMUNITY RETAILER

OF THE WEEK

Anita Nye, @Anita_Nye – Premier Eldred Drive Stores, Orpington

share of this market. This isn’t something new. A few years ago, independent retailers did go to the supermarkets to ask about supply, but nothing came of it. However, they’ve realised there is a market for them after seeing the growth of independent retailers. This could be a good strategy as the franchise route has its

own issues in comparison to a wholesale-only agreement. The trouble with franchises, in most cases, is that supermarkets won’t pick up the best retailers. The best independent retailers want full control over their stores and this isn’t possible with a franchise agreement. Anonymous retailer

COMMUNITY RETAILER

OF THE WEEK

Meet and Deep Patel, @meetanddeep – Meet & Deep News, Twickenham

‘It’s been getting a positive response’

‘We will be cheaper and friendlier’

“YEAR 6 students at the nearby Blenheim Primary School painted a picture to celebrate the upcoming Platinum Jubilee. We hung it on the shop window and it’s been getting a positive response from customers. They did something similar during Covid-19 to recognise the importance of the NHS. It all fits in with what we’re doing for the Platinum Jubilee. Any money we make from selling products as part of this major milestone will go to those affected by the crisis in Ukraine. We did look at other charities to donate to, but we feel the Ukrainians need it the most right now.”

“SAINSBURY’S has its ‘Live well for less’ slogan, while Tesco uses ‘Every little helps’. Our slogan recently has been ‘Try us first’. We know times are tight for many of our customers, so we try to stock price-marked products where possible. It means better value for customers and we still make a little profit. Sometimes we even beat supermarket prices. We might not have everything customers need because space is tight in our shop. However, all we ask is that customers try us before walking down to the supermarket, as they might find that we are cheaper and friendlier.”

WE have a range of ethnic cuisines all in the same aisle with a dedicated bay filled with traditional condiments, packaged soups and tinned groceries from Asia and Europe. It’s important to make sure our customer demographic can grow and that we can cater for them. We can’t just cater for the ‘average grocery Each issue, one of seven top shopper’, if there retailers shares advice to is such a thing. It is make your store magnificent the whole market that has to be catered for. We have Polish and Romanian ketchups and mayonnaise, as well as tinned cabbage and beans, and three types of biscuits. It’s important to stock the key lines in the core categories because those customers are far more likely to notice them as they’re familiar. It would be same if we were abroad and spotted a can of Heinz. That’s helped to grow our sales. From those core lines, we then started to get a reputation and were able to start buying other products. These products have good margins, too, and we work closely with the suppliers to ensure we get to a price that’s reasonable for customers. It’s been a real footfall driver and a category that I would certainly recommend. We’ve found Indian cuisine to be a very good category for us. We do all the jars of pickles and sauces, all merchandised together. Mexican and Chinese are the same. They’re all in the same aisle and that encourages shoppers to browse it, increasing dwell time, which increases basket spend. If you walk up the aisle, you’ve got tinned groceries, packaged soup and then it goes into Mexican, then Polish, then Romanian and then at the end there’s a fridge dedicated to Eastern European beers. We sell a lot of these products to nonEastern Europeans as well because customers like to try something different. It creates a talking point for them. We have one international supplier that delivers from Poland and we get a weekly order from them. We use Monolith to get some products as well as a few other suppliers. We pick the best offer and then we use it to increase our availability. Some products from Poland give us 45%-50% margin. And it’s still a reasonable price for the customers. With other suppliers, the minimum margin is 25% and that’s almost giving it away. Talk to your customers and see what they’d like to see, and then see if you can deliver that in your own store. If there’s something that someone particularly wants, you can talk to them and they get to know what days we’ve got certain things in. That helps to build that relationship with them. We’ve seen the category grow since we started it.

Get in touch

@retailexpress betterRetailing.com facebook.com/betterRetailing alex.yau@newtrade.co.uk 020 7689 3358

INDEPENDENT ACHIEVERS ACADEMY

FINALISTS ANNOUNCED Congratulations to the 31 local news and convenience retailers that are exceeding expectations in the Independent Achievers Academy (IAA) disciplines below. Since 2006, the IAA has set out to help independent retailers to improve standards, grow profits and celebrate their achievements through its learning and development programme. Over that time, the IAA has shone a light on some truly inspirational stores, and this year is no exception

MARKETING TO CUSTOMERS In association with RN

CUSTOMER SERVICE In association with Vape Retailer

EFFECTIVE RANGING In association with Coca-Cola Europacific Partners

H & Jodie’s Nisa, Walsall Nisa Local Colley Gate, Halesowen Premier Linktown Local, Kirkcaldy Premier Morley, Leeds

Family Shopper – Little Hulton, Manchester Spar Pewsey, Tidworth Tenby Stores & Post Office, Tenby Welcome Harbour Parade, Southampton

Ash’s Shop, Huntingdon Londis Ferme Park Road, London Miserden Stores & Post Office, Miserden Nisa Local Colley Gate, Halesowen

MERCHANDISING & DISPLAY

RESPONSIBLE RETAILING

STAFF DEVELOPMENT

In association with Mondelez International

Connolly Spar Pennings Road, Tidworth Gwilliam’s of Edington, Bridgwater Mulkerns Spar Jonesborough, Newry White’s Calver, Calver

In association with JTI UK

Budgens of Hinchingbrooke, Hinchingbrooke H & Jodie’s Nisa, Walsall Premier St Mary’s Supermarket, Southampton Wharfedale Premier, Hull

In association with BAT UK

Connolly Spar Beech Hill, Tidworth Family Shopper – Little Hulton, Manchester Tenby Stores & Post Office, Tenby Vicky’s Convenience Store & Post Office, Bromsgrove

#IAA22

AVAILABILITY In association with Mars Wrigley

IT’S ANYTHING BUT AVERAGE

SHOP LAYOUT In association with Retail Express

Bassett’s Londis Abbotsbury Road, Weymouth Londis Chatsworth Road & Post Office, Chesterfield Nisa Local Paddington, London Tenby Stores & Post Office, Tenby

Ash’s Shop, Huntingdon Bassett’s Londis Abbotsbury Road, Weymouth Costcutter Marlpool, Kidderminster Premier St Mary’s Supermarket, Southampton

SERVICE TO THE COMMUNITY

ENVIRONMENTAL SUSTAINABILITY

In association with Suntory Food & Beverage GB&I

H & Jodie’s Nisa, Walsall Jules Convenience Store, Telford Spar – Hackenthorpe, Sheffield Woosnam & Davies News, Llanidloes

We’re excited to announce the Category Stars and the Overall Best Shop as the IAA Gala Dinner returns on Wednesday 13 July at Eastside Rooms, Birmingham. If you’d like to be there to celebrate the stars of independent retail and network with likeminded, success-focused business owners and innovative suppliers, visit betterRetailing.com/ IAA-Gala-Dinner.

INNOVATION In association with Newtrade Media

In association with JTI UK

Hopes of Longtown, Herefordshire Mulkerns Spar Jonesborough, Newry Tysoe Village Stores, Warwick White’s Calver, Calver

Costcutter Marlpool, Kidderminster Day-Today Stenhousemuir, Stenhousemuir Londis Harefield, Uxbridge Premier Morley, Leeds

WANT TO BE PART OF THE IAA? Scan our QR code, head to betterRetailing.com/iaa-finalists-2022 or call 020 7689 0500 to register your interest and we’ll be in touch with advice to help you grow your sales and profits, and details of how you could make the list next year!

CATEGORY ADVICE FOOD AND DRINK TO GO

31 MAY-13 JUNE 2022 betterRetailing.com

CAPITALISE ON ON-THEGO MISSIONS Food and drink to go has made a comeback, but what should you be focusing on to maximise sales? TAMARA BIRCH finds out

THE FOOD-TO-GO MISSION IT’S no secret the demand for food to go declined during the pandemic, but suppliers have reported a comeback. More customers and commuters have adopted a hybrid-working approach, so aren’t travelling to the office as often. Levi Boorer, trade & shopper marketing director at Ferrero UK & Ireland, says focusing on impulse will help you maximise the food-to-go shopping mission. He says: “It’s important retailers take proactive measures to ensure their on-the-go of-

fering stands out and attracts shopper interest, which can be done through stocking recognisable and trusted brands such as Tic Tac.” Susan Nash, trade communications manager at Mondelez International, echoes this and says: “In a recent survey, we asked independent retailers how their singles sales changed during 2021, and 43% said they’d increased. Looking at chocolate confectionery, Cadbury Twirl Orange single bar was the top-selling new product in the market.”

Nash also recommends stocking on-the-go formats and single-serve products. “With shopper habits continuing to evolve, it’s important retailers carry a strong range of on-the-go and single-serve products to suit more impulsive shoppers now out about in offices again, as well as larger formats and multipacks for sharing,” she says. Aside from impulse lines, fresh products continue to thrive. Cheese has grown in popularity, according to Bel UK. A spokesperson says: “The

cheese category has added £49.4m in the past year. Furthermore, with Mintel reporting an increase in snacking at home because of the pandemic, and healthier versions of favourite snacks being welcomed alongside an increase in comfort eating, retailers should stock recognisable brands with efficient and effective ranging that caters to customer shopping missions.”

Nash has also recognised this growth in demand for cheese products. She says: “Within the cheese market, processed cheese is growing at 2.8% and brands are playing a huge part of this. In fact, Mondelez’s contribution is growing ahead of the market at 4%.” Health continues to play a role, whether you’re catering to breakfast, lunch or evening – but it’s important to note,

health means different things to each consumer. Some are calorie counting, while others are leading a higher protein diet. Products like fresh chicken and cheese are naturally higher in protein. “Seventy-three per cent of consumers see cheese as an easy way to get protein and 55% deem it to be a healthy snacking choice for children,” the Bel UK spokesperson says.

Kellogg's Merlin Retail Express Advert 260x339mm Apr 22 HIGH RES.pdf

06/04/2022

16:45

CATEGORY ADVICE FOOD AND DRINK TO GO

SUPPLIER

THE DRINKS-TO-GO MISSION SOFT drinks are imperative to success of the on-the-go sales. “More than a quarter (28%) of soft drinks shoppers in convenience are on a food to go mission,” says Amy Burgess, senior trade communications manager at Coca-Cola Europacific Partners (CCEP). Similar to food, lowersugar options are continuing to thrive as consumers have become more aware of their physical and mental well-being. Matt Gouldsmith, channel director for wholesale at Suntory Beverage & Food GB&I, says there was a 43.5% decrease in the amount of sugar in take-home soft drinks be-

tween March 2014 and March 2020. “Low- or no-calorie continues to outperform regular soft drinks, with a 68.6% share of total soft drinks. “When it comes to energy drinks, the low- and no-sugar market has grown more than the full-sugar market over the past year with an increase of over 24%,” Gouldsmith says. The supplier recommends retailers stock up on lowersugar drinks, such as Lucozade Zero and Ribena Light to capitalise on the ongoing trend towards lower-sugar choices. “Ribena Light has grown by more than 10% in the past year, which shows this demand among shoppers for

lower-sugar soft drinks,” adds Gouldsmith. Meanwhile, energy is becoming more prominent in drinks to go, with the market worth £573m in convenience. Energy drinks provide a strong solution for shoppers’ ‘pick me up’ and ‘get me through the day’ missions, especially when working from home or having travelled into the office. Vicky Onions, from Vicky’s Convenience Store & Post Office in Bromsgrove, says energy drinks sales have certainly picked up in the past 12 months. “Energy drinks have become a key seller for onthe-go consumption and Mon-

VIEW

ster is our most in-demand range as it’s a well-known line,” she says. “We also stock Red Bull and Lucozade Energy, which are also good sellers.” A Red Bull spokesperson says formats play a key role. “Larger formats have driven over £209.2m in value to the category, experiencing significant growth of 18.7% versus last year,” they say. “More than 35% of all larger-can drinkers can enjoy Red Bull on the go. “It is therefore vital to stock these larger varieties, so shoppers can enjoy a functional boost out and about during the warmer summer months.”

Susan Nash, trade communications manager, Mondelez International “DURING the pandemic, we noticed a significant shift as shopper dynamics changed, impacting the buying habits of certain formats. Impulsive on-the-go breakfast purchases dropped as shoppers stocked up on bigger packs and looked for treats, they could enjoy at home while in lockdown or working from home, particularly from brands they know and love. “More recently, however, as restrictions have been lifted, we’ve seen on-the-go has begun to recover, which is helping to drive more sales in snacks like healthier biscuits, cereal bars and on-the-go biscuits. “For example, the latest sales figures for BelVita and Cadbury Brunch Bar are showing growth of 21% and 4% respectively following the increase in on-the-go missions.”

DRINKS ALTERNATIVES IT’S also important not to forget other soft drink sub-categories, like ready-to-drink (RTD) coffee and flavoured milk. “Flavoured milk sales have grown by 29%, with total sales now worth £212m,” says Michelle Frost, general manager at Mars Chocolate Drinks & Treats. “Retailers should look to stock their chillers with category champions like Mars Milk and Galaxy Milk.” According to Gabriella Sudall, marketing manager for NPD at FrieslandCampina UK, the demand for flavoured milk has been supported by the trend for premiumisation and is growing

RETAILER

VIEW

Vicky Onions, Vicky’s Convenience Store & Post Office, Bromsgrove “FOOD to go is going incredibly well for us and has almost returned to pre-pandemic levels. We have a lot of passing trade, so food to go wasn’t massively impacted by Covid-19 lockdowns. Customers were still buying sandwiches and soft drinks for lunch, etc. “Protein bars have also increased as we have a lot of builders. We stock a wider range of grenade bars, but also have a selection of cheaper lines that fly out. Our next goal is to introduce hot food to go, but it’s challenging to know where to start. We had a microwave, but it wasn’t being used so we took it out. We’re a small shop and space is limited.”

51% year on year. “This shows the shoppers’ desire for premium brands,” Sudall explains. “As we go through 2022, this will become more of a factor with value a key concern, as shoppers look for small indulgences and rewards instead of holidays and expensive treats.” Meanwhile, RTD coffee is now worth £225m with growth of 38%. “Part of the category’s popularity can be attributed to the fact that it meets more than one consumer need: taste, hydration, an energy boost and satiety,” says Adam Hacking, head of beverages at Arla Foods.

“It, therefore, naturally attracts a wider number of shoppers to the category as consumption is driven by different need states, at different times of day.” Burgess echoes this and says: “We know RTD coffee is particularly appealing when the sun is shining as people look for a refreshing pick me up on the move or at home, and we expect this to be an even bigger opportunity this summer.” Make sure any drinks are stored in the chiller for instant consumption, especially as 80% of consumers prefer to buy soft drinks chilled.

betterRetailing.com

PAID FEATURE GROW YOUR SALES

31 MAY-13 JUNE 2022 betterRetailing.com

In partnership with

CAPITALISE ON:

FOOD TO GO NESTLÉ CONFECTIONERY reveals what food-to-go customers are looking for, how to drive sales and the must-stock products

THE FOOD-TO-GO MISSION FOOD to go is one of the mostcommon shopping missions in the convenience channel1 and therefore of fundamental importance to retailers. Over the past two years, food to go has been affected by Covid-19 restrictions, but now the mission is recovering faster than expected and is forecast to be worth £22.7bn in 2022, a 20.5% uplift from 20192. For convenience retail-

ers who want to capitalise on the food-to-go mission, there are several incremental sales opportunities to take advantage of. Confectionery is bought by 99.1% of UK households3. Yet at present, only one in seven hot drink and sandwich occasions include a sweet snack4. This represents an additional 32 billion occasions when confectionery could be

bought and signifies a huge opportunity for retailers to generate additional sales for their store. Confectionery singles is the most impulsive category instore3. Retailers can take advantage of this and generate incremental sales by siting secondary units around the areas or fixtures where shoppers on the food-to-go mission are most likely to visit, such

THE DUO BAR OPPORTUNITY DUO confectionery bars are ideal for convenience retailers looking to capitalise on the food-to-go mission, meeting the needs of shoppers driven by hunger as a motivator. The duos formats is an important one going forward, with duos now accounting for one in every five confectionery singles bought and are growing by 17.6% year on year. Nestlé Confectionery

is driving the market, with its range from known brands growing by 72% and outperforming all other manufacturers5. Retailers should stock up on the duo bestsellers, which include Yorkie Milk, KitKat Chunky, Lion Milk, Yorkie Orange, Lion White and Yorkie Raisin & Biscuit. Retailers should take advantage of Yorkie, which grew by 18%

in 2021, with its duo range growing by 87%. A large proportion of this growth was due to Yorkie Orange Duo, which capitalised on the popularity of orange-flavoured confectionery – which has had an increase in singles sales of 52% in the past year. Consumers embraced the new product, and it became the fastest-selling orange single in the market.

New products as sandwich and drinks chillers, drinks fridges or coffee machines. Siting secondary units will not only boost sales, but these shoppers are also especially valuable. On average, a customer will spend £9.70 per trip when confectionery is included in their food-to-go mission. This is the highest average spend of all convenience missions.

Retailers looking to capitalise on impulse sales should ensure they stock the bestsellers across a range of need states, as well as new product launches which generate excitement and interest in the category. KitKat Bites KitKat Bites has a smooth and chocolatey centre, crunchy wafer pieces and a milk chocolate shell, presenting a more indulgent way to enjoy a break. Milk Chocolate KitKat Bites are available in 90g sharing bags (RRP £1.59). KitKat 4 Finger Orange Four fingers of crispy wafer biscuit covered with orangeflavoured smooth milk chocolate; KitKat 4-Finger Orange is a zesty treat. Available in a 41.5g bar (RRP 70p) from stores nationwide. Aero Melts Aero Melts are buttons of light and bubbly chocolate that melt effortlessly in the mouth for a moment of chocolate indulgence. Available in milk chocolate and caramel flavour sharing bags. Rowntree’s Randoms Squidgy Swirls Randoms Squidgy Swirls are an assortment of fruit and yoghurt-flavour jellies in three flavours: blackcurrant and yoghurts, strawberry and yoghurt and apple and yoghurt. Randoms are the fastest-growing fruit sugar sharing bag brand6 and this latest launch is sure to win over fans, both old and new.

HiM CTP 2019, 2IGD, 27.07.2021, 3Kantar World Panel Sept 2018, 4Nestlé Shopper Research 2016, 5IRI Total Market 52wks to 26.02.22, 6IRI Market Advantage, 52 Weeks, Value Sales, w/e 01.01.2021, IRI All Outlets. Top 10 Brands only

CATEGORY ADVICE FOOD AND DRINK TO GO

FOCUS ON MACHINES FOOD and drinks machines have grown in popularity in recent years, with retailers reporting high sales and an upgrade to their store’s look. Richard Inglis, owner of Welcome Harbour Parade in Southampton, has had particular success since installing food and drinks machines. He says: “A sandwich is great, but having a bakery option with pastries adds more interest. “Also, having those drinks machines adds even more interest. We have a F’real and Skwishee machine. It gives us a point of difference, too.” Inglis has three aisles in store and has dedicated a section for his machines towards the back of the store. “It means customers have to pass multiple products and its boosted our sales,” Inglish adds. “It’s had a big impact.” Many retailers have installed F’real machines, with demand continuing to grow. In fact, dairy drinks are up 48.6% since last year,

top advice

growing to £306.5m, with milkshakes and flavoured milk responsible for much of those gains. Gemma Briant, marketing manager at F’real says milkshakes are a key sales driver for younger consumers, aged 16-34. “This audience has also expanded to encompass older demographics (45+) during the pandemic – further proof of the category’s popularity and appeal,” Briant says. “Treating has become a key purchase driver for milkshakes and food and drink generally, with shoppers turning to more indulgent options as a reward or pickme-up. This has intersected with the ‘hospitality at home’ trends, where shoppers look to recreate restaurant-quality experiences in their homes at cheaper prices.” Treating is largely due to the success of food to go machines and retailers can stock the likes of Rollover hot dogs, F’real, Tango Ice Blast and Skwishee machines.

Wayne Thompson, business unit controller, out of home, at FrieslandCampina UK offers key merchandising and ranging advice to help independent retailers capitalise on food and drink to go Include sharing sizes of popular brands and products Consumers are likely to continue shopping less frequently this year and will stock up on larger formats to ensure they do not run out of their favourite brands and home comforts as quickly. Adjust in-store placements to target high-footfall areas Though Yazoo is an ambient product with a shelf life of up to nine months, consider stocking the drinks in chiller aisles with more footfall than back of store sections. This allows the product to be seen more regularly by consumers and can lead to more frequent upsell opportunities. Position on-the-go formats of drinks at the front of store and at eye level Target those impulse buyers that are looking to buy tasty and in a hurry, to increase basket spend. Dedicate space to bestselling flavours and launches Shoppers are likely to try new varieties and formats from brands they already know, love and ultimately trust. They help keep your offering different, and consumers already trust their reputations when they want to try something new.

SUPPLIER

VIEW

Matt Collins, trading director, KP Snacks “FOOD to go remains an important mission and scalable channel, serving a transient population and on-thego society. The food-to-go market is rebounding with most having now returned to pre-pandemic routines, including students going back to school and workers returning to the office. The increased footfall has continued to boost the food-to-go category. “We are confident about the future of the category, having already seen significant recovery in the sector, and our range is well-placed to capitalise on and drive singles recovery. At KP Snacks, we are continuing to excite and interrupt with flavoursome innovation, having the right brands in the right formats, meeting changing shopper missions as needs adapt, and building brand equity by doing the right thing. “This means we are focused on acting in a more socially responsible way in every part of the business, whether through packaging reductions, healthier products and promoting healthier lifestyles.”

COMMUNICATING VALUE RISING costs are impacting customers and retailers alike, meaning it’s imperative to offer value more than anything. A meal can help this and drive repeat custom. Matt Collins, trading director at KP Snacks says: “Fifty-one per cent of shoppers look for meal deals when buying food to go and 34% of shoppers say they would pay more than £5 for meal deals if the products were high quality. “Many office workers have not gone back to the office full time and hybrid workers may view food to go as more of a

treat if purchasing less frequently and will likely be willing to spend more, meaning there is opportunity to create premium lunch deals catered to part-time office workers.” Ferrero’s Levi Boorer adds: “Retailers should consider using key products to create bundle deals, for example, confectionery Tic Tac and Duplo into an ‘essentials’ range whereby commuters can pick up the products along with a magazine, newspaper or coffee. “To bolster sales at lunchtime, it will help to feature recognised brands like Tic Tac

and in meal deals so customers can add them as additional items. This will highlight the variety you have in-store even further.” However, Onions says offering a meal deal isn’t something she is interested in and has found other ways to communicate value. “All of our products are price-marked and already offer good value, so if I launched a meal deal, I’d be jeopardising my profits,” she says. Meanwhile, Inglis has had better success with meal deals. “When we reopened in June 2021, meal deals were great for

driving footfall, especially as we operate in a town centre and shoppers were beginning to return to the office,” Inglis adds. It’s also worth taking note of your peak times for breakfast, lunch and dinner. “Mealtime drinks choices are becoming more diverse,” says CCEP’s Amy Burgess. “Energy drinks and RTD coffee are becoming more popular as consumers look for drinks to provide a boost to help them through the day. “As such, retailers should look to broaden their lunchtime offers to include a range of soft drinks options.”

CATEGORY ADVICE WIMBLEDON

ACING SALES Certain products and a focus on crossmerchandising can fuel sales ahead of and during Wimbledon, says JASPER HART

STARTING THE SUMMER AS an annual tournament, Wimbledon is more a part of the British summer furniture than a sporting attraction in its own right. Last year’s event was somewhat overshadowed by the simultaneous lifting of restrictions as well as England’s run at the postponed Euros. This year, however, with the World Cup not due to start until November and only a slight overlap with the Wom-

en’s Euros which begin in July, convenience stores can afford to highlight some products that go well with a Wimbledon summer. Tennis matches are usually quite long affairs, and lend themselves well to being in the background to a larger event such as a garden party or barbecue. Retailers can therefore choose to make a bespoke Wimbledon display

to emulate the experience of being in SW19, or fold some particular Wimbledon staples in with their broader summer essentials range. “I already get in strawberries, cream and meringues as part of my summer solution. They sit alongside my barbecue products and provide incremental sales,” says Mike Nicholls, of Costcutter Dringhouses in York. “Rather than pinpoint a specific event or at-

traction, we take the whole summer as an event.” As the tournament progresses and certain narratives come to the fore (think Emma Raducanu’s surprise win at last year’s US Open), interest is likely to pick up leading up to the finals weekend, so make sure you can provide for any surprise runs on tennis party provisions.

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CATEGORY ADVICE WIMBLEDON

WIMBLEDON BRANDS THE extent to which retailers can use PoS in-store to highlight Wimbledon depends heavily on the brands partnering with the tournament. Evian is a mainstay, as the competition’s official water partner, and Robinsons has done some key promotional work in recent years (although it hasn’t yet announced anything for 2022 at the time of writing). Other key Wimbledon partners include Sipsmith gin, Lavazza coffee and Lanson champagne. Some key Wimbledon signifiers are expecting to bolster sales even further through association with the Queen’s Platinum Jubilee, with the expectation being that people ride a patriotic wave not dissimilar to that of 2012. Pimm’s is one such signifier, and has been an official partner of Wimbledon since 2017, although its as-

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Key Wimbledon dates

sociation goes back further. “Pimm’s is an iconic drink, has been a signpost of British summertime for many years and has been served at Wimbledon since 1971,” says Lauren Priestley, head of off-trade category development at Diageo. “We can expect many consumers to be looking to enjoy a glass of Pimm’s as we approach summer, so to maximise the opportunity, we suggest stocking Pimm’s No.1 and the more recently launched Pimm’s Sundowner. Pimm’s No.1 is also available until August in a limited-edition bottle to mark the Jubilee. “With The Queen’s Platinum Jubilee taking place in June, along with Ascot and Wimbledon, we’re looking forward to seeing people celebrating with a glass of Pimm’s at these events and all summer long,” says Kate Veale, category director at Pimm’s GB.

Tournament begins Monday 27 June – Women’s Singles semi-finals Thursday 7 July – Men’s Singles semi-finals Friday 8 July – Women’s Singles final Saturday 9 July – Men’s Singles final Sunday 10 July –

SHARED VALUE

key Wimbledon brands Evian The water brand has partnered with Wimbledon since 2008. Pimm’s Served at Wimbledon since 1971, Pimm’s became an official drinks partner in 2017. Sipsmith In 2021, Sipsmith was chosen to become the first-ever official gin partner of Wimbledon. Lavazza Lavazza has been Wimbledon’s official coffee partner since 2011. Lanson The long-running champagne house began its association with Wimbledon in 1977, before becoming an official partner in 2001. Robinsons Although it has not announced any official promotional activity with Wimbledon this year, the squash brand has led some high-visibility campaigns in recent years, and retailers should look out for any potential offers.

KEY to any summer display is making sure it provides for all ages and tastes, as this will help build basket spend. Making sure to balance premium and value soft drinks and alcohol as well as the growth segments in visible areas can help expand sales beyond what’s expected. Sharing packs and larger take-home formats are also important in this context for allowing people to take home and prepare for later viewing

parties or barbecues. Over the past two years, shoppers have also got far better at making at-home occasions a little fancier in the absence of alternatives. Wimbledon can play a role in highlighting more premium products for these occasions, says Priestley. “Over the past couple of years, many consumers found ways to create memorable moments at home and discovered their inner mixologist,” she says.

“Flavoured spirits can help consumers create high-quality serves to enjoy during sporting moments. Eighty-seven per cent of spirits growth has come from new flavour innovations over the past few years, which is testament to the popularity and success of flavoured spirits across various different categories and makes them a must-stock.”

top tips Cross-categorising Summer sports occasions can be fun for any age group, and Wimbledon is no exception, although particular products can spice up a summer cross-category display. “As strawberries and cream play a key role during Wimbledon, we suggest cross-merchandising Pimm’s with them to help drive sales an increase basket spend,” says Priestley. Promotions Taking advantage of promotions from key suppliers in prominent positions in store can drive sales regardless of people’s love of tennis. “Lucozade is synonymous with iconic sporting celebrations and this year, we have some huge promotions to help retailers take advantage of these,” says Matt Gouldsmith, channel director for wholesale at Suntory Beverage & Food GB&I.

CATEGORY ADVICE CIGARS & CIGARILLOS

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GROWING SALES IN CIGARS Cigars and cigarillos offer retailers the chance to widen their tobacco customer base and tap into some trends within the overall category, as CHARLES WHITTING discovers

CIGARILLOS AS AN ALTERNATIVE CIGARILLOS have been enjoying a surge in popularity in recent years, making them an important addition to a retailer’s tobacco offering. Cigar retail sales value grew by 17.3% over the past year and currently stand at just under £290m, while volume has also increased by 19.4% to 431.1 million cigars. “The total category growth has also been supplemented by the continual rise in the medium-to-large segment, albeit from a smaller base,” says Alastair Williams, country di-

rector at Scandinavian Tobacco Group UK (STG UK). According to Ross Hennessy, sales vice president at JTI UK, cigarillos are worth around £8m a month, with summer an opportunity to grow sales further. “Each year, cigar sales follow a very similar seasonal pattern; a volume uplift in the run up to and during the summer months. As summer approaches, now is a good time to stock up to take full advantage of this seasonal profit opportunity,”

he says. While there will be many people who smoke cigars and cigarillos because of a personal preference, there are also opportunities for retailers to direct customers towards cigarillos in particular as an alternative to other tobacco, depending on customer need. For example, because cigarillos can be sold in packs of 10, unlike cigarettes, they will be less expensive. And while cigars might be seen as something of a premium product, particular-

ly hand-rolled Cuban varieties, cigarillos can instead be put forward by retailers as a value alternative to cigarettes. Similarly, the flavoured options of cigarillos can appeal to customers missing menthol cigarettes and uninterested in going down the roll-your-own route. “The cigarillos are the bestselling options for us at the moment,” says Mike Nijjer, from Costcutter Bull Street in Birmingham. “Part of the reason for this is people want something that’s cheap and

these cigarillos are more affordable than anything else. They’re generally around £5, which compares very favourably to £12 for a pack of cigarettes. We get lots of commuter traffic here in the city centre and a lot of people are just looking for something that’s quick and easy. I would definitely recommend cigarillos.”

the stat

17.3% The growth in cigars’ retail sales value over the past year

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CATEGORY ADVICE CIGARS & CIGARILLOS

BUILDING THE RIGHT RANGE CREATING the right range for your cigars and cigarillos is important, particularly given the brand loyalty that exists among cigarillo smokers and the reputation that can be generated with a wide range of cigars. David Worsfold, from Farrants Newsagents in Cobham, Surrey, has found that his cigarillo shoppers are quite brand loyal and will remember places that stock their favourite brand – and will also remember where they couldn’t get hold of them. However, customers buying premium Habanos cigars are more willing to experiment. “If we’ve sold out or there’s a shortage of, say, Cohiba Robustos, I can recommend a Romeo Y Julieta Robusto,” says Worsfold. “But a Hamlet cigar smoker will always want a Hamlet, and want it to taste the same wherever they’re buying it from.” Nijjer, however, finds the opposite is true, with his ci-

gar customers keen to enjoy their preferred brand and his cigarillo customers’ decisions determined more readily by the price. With the majority of cigarillo sales coming from a small number of specific lines, making sure these products – Hamlet, Henri Wintermans, Sterling and Signature, for example – are available is essential. “It’s certainly more important to stock the right range rather than a broad range, as the top-10 cigar brands account for over 90% of sales,” says Williams. “Miniatures remain the engine room of the category, so it is important retailers get this segment right. “Miniatures are the largest segment within cigars, worth just under £104m in annual sales and led by our Signature Blue brand, while the small cigar segment appears to be continuing a slow but consistent decline.”

THE PREMIUM ANGLE WHILE cigarillos and cigars can offer less expensive and flavoured alternatives to cigarettes, there is also a premium cachet attached to them as well, which retailers can utilise. This becomes especially important in the summer – when the weather is good enough for people to enjoy a larger cigar outside – and during special occasions, such as Christmas, when people want to treat themselves. Making sure you are properly stocked for these times of year will not just allow you to reap rewards this year; it will remind

customers about your credentials in the years to come. “I’m sure retailers won’t need me to tell them that cigar sales go up at Christmas as many adult smokers like to enjoy a large cigar as part of their festive celebrations,” says STG UK’s Alastair Williams. “However, it’s not just Christmas time when retailers can enjoy a seasonal spike in sales. With spring here and summer on the way, some of your adult tobacco customers may again start to think about trading up to larger format cigars to enjoy in the sunshine, so ensure your staff

are equipped with the knowledge to have those kinds of conversations.” Worsfold and Nijjer also stock a range of hand-rolled Habanos cigars from Cuba, as well as other premium options from countries like the Dominican Republic and Nicaragua. Selling for around £15-25 per cigar and offering margins of up to 40%, these are significant selling points for the store itself, drawing customers from considerable distances. While they can’t actively promote or merchandise them, they can advertise that they stock Habanos

cigars. However, they also require more care and attention, with Nijjer and Worsfold needing humidors to keep the cigars in top condition and training their staff so they’re knowledgeable about the product. “You need proper storage,” says Worsfold. “That’s a bigger decision for any retailer because they’ve got to become an expert in premium cigars to do it right. “It’s a very interesting and a good market, with not many people in it. But you need help to understand the value and how to look after the cigars.”

top tips Top tips from Alastair Williams, country director, Scandinavian Tobacco Group UK Avoid tying up your cash. Make sure you are offering products that sell quickly to avoid holding too much stock in store. Engage with your consumers. Retailers will know their customers better if they regularly talk to them about their needs. The regular adult smokers who visit your store throughout the week might very possibly be among your most loyal and highest spending customers, so it makes sense to treat them accordingly. We all know that their associated basket spend can often be significant, too, so always keep their brands in stock and don’t give them a reason to shop elsewhere.

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STAFF WELFARE The RETAIL EXPRESS team finds out what retailers are doing to look out for the mental well-being of their staff

I’d like to invest in my team. How are retailers looking after their teams after the pandemic? – Dave Hiscutt, Londis Westham Road, Weymouth, Dorset

Ketul Desai, Leiston Londis, Suffolk

“ALL we’ve been working on is how we look after staff welfare and productivity. What we came up with was that every day the managers will spend �ive minutes independently with each member of staff. They’ll ask how the previous day went and what their plan is for the day. They’ll �ind out what tools they need and how much time they think the tasks will take. They’ll ask if they think they’ll need help and let them know where to �ind the manager. “It’s just �ive minutes and a nice chat over a coffee at the back of the store. It could be personal stuff or it could be about the shop itself. We started off doing it for 10 minutes, but we realised that was too long a time. It helps to make sure they’re in a good place. Everyone works under pressure so it’s about �inding out how you can ease that pressure and give time to your staff. Five minutes can make such a difference.”

Bay Bashir, Go Local Belle Vue Convenience, Middlesbrough

“WAGES are so important. The minimum wage has gone up, but you’ve got to make sure you are giving staff members value and making them feel like they’re worth something. I want them to feel like that they have value and I value them. Otherwise they’ll just move on and work with someone else. I want them to stay and be engaged in my store, because the longer they stay the better it is for everyone. “It’s also about communication. Everyone who works for me, young or old, I try to have the best relationship with them. I want them to speak to me the same way whether they’ve been there for two weeks or two years. It’s important not to get angry or to talk down to them. You’re just disrespecting yourself if you do that. Treat them with respect and you’ll be respected. Be angry inside, by all means, but realise it was probably an accident and you can’t change what’s happened.”

Paresh Vyas, Limehurst Mini Market, Ashton-under-Lyne

“WE have a weekly meeting with them and see if they want to cut down the hours or do extra hours. We try to make sure that we’re �lexible in that way. We’ve been doing that since I became a retailer 40 years ago. I always look after my staff. Depending on who’s done well in the job, we’ll send them to a restaurant with all expenses paid once a month. That also works as some incentive for them to do well. “It has been more challenging for staff these past few years, but some staff will also make things up. It’s important to have those one to ones every week. If they want time off, give it to them. If they’re entitled to pay, then pay them. If there’s one who’s regularly playing up in the store, it’s about just explaining to them we can’t afford that kind of behaviour. They can take as much time off as they like if they’re not feeling well, as long as we know that they’re not going to be there in advance.”

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