DHL outdoor locker rollout could affect footfall into independent retailers
As retailers express relief over new gov’t measures to help survive winter, they stress:
Upcoming deposit return scheme legislation will have ‘casualties’, experts warn
Leading retailers provide top tips on how to overcome availability issues
BACK PAGE
OCTOBER 2022 STRICTLY FOR TRADE USERS ONLY
DHL outdoor locker rollout could affect footfall into independent retailers
How the World Cup and post-pandemic trends can boost your sales
Upcoming deposit return scheme legislation will have ‘casualties’, experts warn
Leading retailers provide top tips on how to overcome availability issues
THIS issue marks my final edition as acting editor as I hand the reins back to my colleague, Megan Humphrey.
When I took on the role six months ago, I made it one of my main objectives to speak more closely with you, and use the authority of Retail Express to fight on your behalf.
Whether it was retail crime or the cost-of-living crisis, it was my duty to cover as many areas affecting stores as I could. I hope I made my ambitions evident with those I was able to communicate with. Although I understand we can’t resolve the issues retailers face overnight, I hope the efforts I’ve made since April have had at least some influence in making your lives as independent retailers easier.
The end of my term as acting editor doesn’t mean my involvement with Retail Express stops, however. I will still be working closely with Megan to ensure Retail Express covers the matters that affect independent convenience stores the most. This includes an upcoming visit with manufacturer Philip Morris Limited to crack down on the scourge of illicit tobacco sellers.
You may remember that I previously mentioned the launch of a cash-and-carry campaign, designed to lobby for more protection against crime for retailers at wholesale depots.
This is still very much on our radar. We recently launched a survey to gather experiences of retailers who were victims or had witnessed cash and crime, which can be accessed here: bit.ly/3LN8uHp. It only takes a couple of minutes to fill in, so any time you can spare would greatly help with our campaign to make you all safer.
THE introduction of the deposit return scheme (DRS) will cause “casualties” unless a uni�ied approach is agreed across the UK, experts have warned.
In August 2023, Scotland will be the �irst to implement DRS, followed by the rest of the UK a year later. Customers
who buy drinks in single-use containers will be required to pay a premium, which is paid back when they return it to a designated point.
However, retailers have criticised the scheme, as there is no con�irmation on whether the rest of the UK will follow Scotland’s template, including collection points, materials of the con-
tainers and whether associated fees would be the same.
Speaking on a DRS panel held by labelling expert GS1 UK last month, Booker director of programme management John Kane said: “We want a collaborative approach where producers are consistent. [DRS will have] a massive impact on cash �low, particularly for small busi-
nesses. There might be casualties in this.”
Coca-Cola Europaci�ic Partners vice president of public affairs, communications and sustainability Julian Hunt also called for a single approach, but warned that there will not be alignment within a year of implementation due to recent disruption within government.
CONVENIENCE stores invested £605m into their stores this year, according to the latest ACS Local Shop Report.
This represents a £71m increase on the previous year, up from £534m. The majority comes from the private reserves of retailers (62%),
followed by 16% coming from a symbol group, 10% from a supplier, 6% from �inancial institutions and 5% from other business.
Main areas of investment included refrigeration (43%), shelving (29%), signage (28%) and freezer space (22%).
NEW Nisa boss Peter Batt has revealed plans to invest £5m in improving own-label margins, and pledged to champion independent retailers.
He con�irmed the plans last week, at the wholesaler’s annual retailer conference in Stoneleigh, explaining:
“We’ve been listening to the feedback of customers, particularly around the cost-ofliving crisis.”
Batt will formally replace previous chief executive Michael Fletcher when he leaves the business on 7 October, after nine months.
WHOLESALERS are threatening to ditch price-marked packs (PMP) over concerns retailers are no longer getting fair margins from them.
Pricing seen by Retail Express in August showed the retail margin on various soft drink and confectionery
lines had fallen to between 5% and 15%.
Eden Farm Hulley’s sales director, Ben Lawrence, said the company and “seven large wholesalers” were considering moving to more non-PMP formats to combat the issue.
ALLWYN has formally been awarded the fourth licence to operate the National Lottery for a decade, starting on 1 February 2024.
The announcement follows Camelot dropping its legal challenge relating to the takeover last month.
Under its strapline of transitioning to a ‘bigger, better, and safer National Lottery’, Allwyn expects to more than double the money allocated to good causes, as well as improve player protection with a “cutting-edge technology platform” and invest in retailers.
ALEX YAUTHE government’s support package has provided a lifeline for retailers, but store owners have warned that longer-term help is required.
Last month, newly-appointed chancellor of the exchequer Kwasi Kwarteng outlined a number of measures in his �irst Mini-Budget. These included changes to generate growth and short-term tax cuts.
In his announcement, Kwarteng announced a U-turn on a planned 1.25% rise in National Insurance (NI) from 6 November. His predecessor, Rishi Sunak, introduced the rise in April, but prime minister Liz Truss pledged to change it during the Conservative leadership race.
Employees pay NI on their wages and income tax, while employers pay extra NI contributions for staff, and the self-employed pay NI on their pro�its.
Paul Patel, of Dibden Purlieu News in Southampton, told Retail Express: “I’m fortunate that I’m in a position where I’ve got a strong retail business and have been able to weather the storm. However, the changes announced should provide some reassurance to other retailers.”
Support to help businesses
with rising energy costs was revealed ahead of the Mini-Budget, but Kwarteng used the announcement to reiterate the importance of the government’s Energy Bill Relief Scheme for businesses. This will �ix gas and electricity prices for all �irms for six months from 1 October 2022 to 31 March 2023.
It will apply to �ixed contracts agreed on, or after, 1 April 2022, as well as to variable and �lexible tariffs and contracts. Savings will be applied to October bills, which are typically received in November.
The level of support provided to store owners will depend on their current kWh rate, with another review expected in another three months. Amrit Singh Pahal, of H & Jodie’s Nisa in Walsall, West Midlands, told Retail Express the change will result in his rate decreasing from 28p to 20p per kWh, but said more must be done.
He added: “It’s a welcome change, but the savings are going to have to come out from somewhere eventually. We need to look beyond the six months and what support will be offered to stores after then.”
Kwarteng also announced that a proposed corporation tax rise to 25% will also be scrapped, leaving the current rate at 19%.
This means businesses will
no longer pay more tax on their trading pro�its.
In 2021, the government announced a new corporate tax rate increase was intended to come into effect on 1 April 2023. The proposed tax would hit pro�it-making businesses hardest.
Previously, companies making pro�it up to £50,000 would have had to pay 19% corporation tax, those making over £250,000 pro�it would pay an increased main rate of 25%, and those making pro�it between £50,000 and £250,000 would pay the 25%, but would be able to claim a ‘marginal rate relief’, which would result in a reduction of between 19% and 25%.
Ken Singh, of BB Nevison Superstore in Pontefract, West Yorkshire, told Retail Express the cut would save him thousands of pounds in the �inancial year. He added: “This will help small businesses, such as independent retailers. For us, this will represent savings of several thousands of pounds in the �inancial year. It’s a welcome cut for us. However, we’ll have to wait and see whether this will be enough to offset the impact of other increases during the colder season. For many businesses, the autumn and winter months are going to be tough.”
The rate of basic income tax will also be cut from 20% to 19%, while the additional
45% rate of income tax will be scrapped.
A proposed increase in duty rates for beer, cider, spirits and wine has been culled.
Under new measures, all wine between 11.5% ABV and 14.5% ABV will be taxed at 12.5%.
The freeze will run from 1 August 2023 to 1 February 2025. In addition, a new draught relief will be introduced, decreasing the duty on products under 8.5% ABV.
Despite the raft of announcements, retailers also warned that longerterm support is required. Asif Mohammed, of Fazal and Sons in Edinburgh, was previously told by his energy supplier that his annual electricity bill would increase from £18,000 to £70,000 this month.
He said: “The government’s announcement isn’t enough to help independent retailers. It’s a token gesture. Businesses don’t operate on six-month forecasts. The government needs to provide support that will help for years. I spoke to my energy supplier and they’ve not been able to tell me how much the energy support will cut my bills by.
“I’ve had to pick and
choose what I sell. I’m 56 now and I started in retail when I was 13. When my dad ran the shop, we didn’t have chillers and we sold juices on the shelves. I’m having to switch chillers off and go back to that. It’s disastrous that, despite being in a G7 country, we have to pick and choose what to sell.”
ACS chief executive James Lowman added: “The biggest issue facing local shops in recent months has been the cost of energy. The support being provided in the coming six months will act as a lifeline for thousands of businesses, but the government must continue to support local shops in 2023, especially the most vulnerable facing dif�icult decisions in the spring.”
“I recently invested in an electric scooter for my home news delivery. A paper round that used to take one hour in a van now takes around 40 minutes because I can take shortcuts. I do around seven miles a day and my fuel bill would normally cost £100 per month, so I’m saving time and I will also save money. With what I will save in fuel, the bike will pay for itself in around 18 months.”
Tony Rook, Buckley’s, Lossiemouth, Moray
LOYALTY: Leading retailers using Jisp’s Scan & Save are attracting 1,200 customers and achieving more than £5,500 in sales each week. Chief customer officer Greg Deacon said: “As we introduce over 150 new independent retailers through our existing partnership with Payzone, we’re able to help hundreds of stores grow sales.”
For the full story, go to betterRetailing.com and search ‘Jisp’
ALCOHOL: Spar chain Eat 17 has begun a trial in its Walthamstow store for refillable beer bottles. Under the scheme with Draught Drop, customers purchase beers from local brewers with a £1.50 premium. The £1.50 is then returned to the customer if they bring the bottle back to store.
For the full story, go to betterRetailing.com and search ‘Eat 17’
AVAILABILITY: Independent retailers are having their bottled water purchases limited, as wholesalers attempt to protect ongoing supply shortages. According to several independent retailers, the wholesalers concerned include Nisa, Booker and Parfetts, and products from Evian, Volvic and Highland Spring and Buxton have been affected.
For the full story, go to betterRetailing.com and search ‘Wholesale caps’
HFSS: Seventy health charities have joined forces to pen a letter to prime minister Liz Truss urging her to rethink plans to axe upcoming high fat, sugar and salt (HFSS) legislation. The letter warns: “Cutting preventable illness is crucial if the government is going to tackle the NHS backlog.’’ The move comes after the government hinted it was considering scrapping the antiobesity law.
“I launched a deal recently to help my customers during the cost-of-living crisis, where they could get a selection of five every day items for 1p. The offer included a loaf of bread, meat or cheese, juice, fruit and crisps. It was being funded by Snappy Shopper and I was heavily promoting it on social media platforms such as TikTok, so it did really well. Local press also featured it in their pages.”
Serge Notay, Premier Notay’s, Batley, West Yorkshire
“I recently visited a Cirkle K convenience store in Dublin. They were serving barista-quality coffee. Since I’ve got back, I’ve looked into doing the same for my store. There are some good local companies that I’m considering partnering with rather than a national coffee chain like Costa. I also visited a Spar, which piled groceries at the entrance and had a great breakfast and lunch offer.”
Mo Razzaq, Premier Mo’s, Blantyre, South Lanarkshire
Mo Razzaq Kwasi Kwarteng (Credit: BBC)INDEPENDENT retailers op erating a DHL parcel service are likely to see an impact on footfall, as the provider is to conduct a nationwide rollout of outdoor lockers.
Last month, the firm con firmed it would be install ing 500 of the lockers across the UK by the end of 2022, with a rollout of 5,000 more in the following years. The
lockers can be accessed 24 hours a day.
Recipients who receive a parcel from the DHL network will be given the option to se lect one of the stations. Even when the item is out for deliv ery, recipients can divert their delivery to a smart locker, or DHL ServicePoint. When the parcel has been delivered, the recipient can use a code to ac cess to their locker.
Commenting on the roll
out, DHL chief executive Peter Fuller said: “Over the past two years, we’ve rapidly expanded and enhanced our offering for retail custom ers experiencing ecommerce growth as well as for consum ers with new delivery, send and returns options. Smart Lockers will enhance our ser vice even further.
“They’re a safe, secure and accessible way for people to receive their parcels at a time
and location that suits their lifestyles.”
When asked by Retail Ex press about whether the roll out would impact partnered independent retailers, a DHL spokesperson said: “Lockers will give consumers more choice and flexibility, par ticularly as an alternative to home deliveries. They will supplement our extensive and valuable ServicePoint network.”
For the full story, go to betterRetailing.com and search ‘DHL’
CANNABIS sweets disguised as popular confectionery stocked in convenience stores is being sold on social media.
An investigation by Sky News found several drug dealers were selling imita tion products on popular so cial media websites such as
TikTok, Twitter, Instagram, Facebook and Snapchat. The products had packaging that included branding similar to legitimate products. This in cluded ‘Stoneo’, ‘Caribo’, ‘The Jelly Bean’ and ‘Trolli’. Sky News stressed the products had no connection to the le gitimate brands.
MORRISONS has promised to offer its Daily franchisees fairer margins to combat ris ing costs.
The supermarket’s whole sale director, Paul Dobson, told Retail Express: “We monitor what our retailers make and we grow that where we can. What we have to do is keep a tight control over it.
“We’re treading a balance of ensuring retailers represent
Morrisons value and have a sensible margin.”
For the full story, go to betterRetailing.com and search ‘Morrisons’
MOBILE subpostmasters will receive savings of 15p per litre of fuel as the Post Office (PO) is to roll out discount cards.
A PO spokesperson told Re tail Express it had completed a trial of the cards. They added:
For the full story, go to betterRetailing.com and search ‘Post Office’
“We increased the payments for outreaches in April rather than September as planned, in recognition of the rise in fuel costs at that time, with pay ments increasing by approxi mately 14%.”
Global Brands has rebranded its alcopop brand, VK.
The rebrand includes new packaging which builds an identity around each of the brand’s �lavours with colourful labels. The supplier wants to highlight the brand’s variety of �lavours, with 44% of ready-to-drink (RTD) consumers citing range of �lavours as a key purchase driver.
VK has been the number-one RTD alcopop among students for the past eight years, and the supplier is supporting it with a campaign targeting university freshers
throughout October.
This includes the brand’s �irst digital outdoor campaign and a digital van tour across 11 key cities for student nightlife, including Edinburgh, Manchester, Leeds, Birmingham and Cardiff.
There will also be social media activity and advertising across ITV2, ITVBe, ITV on demand, YouTube and on Spotify.
Charlie Leaver, head of brand at Global Brands, said: “Our Gen-Z audience are actively looking for more �lavour options, citing this variety as a key purchase driver. By adding lively, bold, and �lavour-speci�ic colours to each of our drinks, we
MONDELEZ is expanding its Green & Black’s premium organic chocolate brand with the launch a new range, Smooth.
The range consists of two varieties at launch, Plain 50% Cocoa and Mint, both available in 90g tablets at an RRP of £2.
It has been developed to offer a smoother taste experience to dark chocolate consumers, as well as provide a less bitter option for newcomers to dark chocolate.
Alanta Moodley, brand manager for Green & Black’s at Mondelez, said: “Consumers are more interested in organic products than ever before – in fact, the organic
market is now worth almost £2.8bn – so it’s the right time for a brand like ours to be creating something new for dark aspirant shoppers.”
are highlighting this variety, and making the bottle stand out in late-night venues and across shelves.
“September is a key period for VK brand
awareness, and we can’t wait to see the impact of our rebrand and largest campaign yet on our following in the key 18-24 customer segment.”
KP Snacks has launched a new and improved version of its existing Veg Crisps variety.
The crisps, made with carrot, parsnip and beetroot and sweet potato, come in Sea Salt, Balsamic Vinegar & Sea Salt and Sweet Potato Crisps with Sea Salt varieties.
Currently, Tyrrells is the market leader in the vegetable crisps segment, with a 43% market share.
“As the category leader, our Veg Crisps are critical for driving sales, with vegetable crisp shoppers spending more than the average crisps, snacks & nuts shopper and also purchasing more frequently,” said Dan Winslet,
global Tyrrells marketing controller.
MONDELEZ has expanded its Philadelphia range with new Intense varieties.
Philadelphia Intense is a soft white gourmet cheese available in Garlic & Herbs and Herbes de Provence options, in 140g recyclable plastic tubs with an RRP of £2.25.
Nancy Galvin, brand manager for Philadelphia at Mondelez, said: “Our research suggests that more than half of those buying Philadelphia Intense will come from outside the cream cheese category, allowing retailers to attract new incremental sales.
“The range is set to be particularly popular with younger adult shoppers
looking for that ‘treat myself’ moment within the category.”
CONFECTIONERY company Naturelly has announced plans to launch High in Fibre mixed fruit gummies with no added sugar or arti�icial sweeteners.
A 40g bag with an RRP of 80p has an adult’s recommended daily intake of �ibre, and contains 5g of naturally occurring fruit sugar.
According to Public Health England and the British Association of Dieticians, the average daily �ibre intake for UK adults is 18g, 60% of the recommended amount.
The gummies are vegan and non-HFSS and recently won a Great Taste Award. They are set to launch in convenience through Co-op and Nisa in January 2023.
KERVAN Gida UK has launched two products under its Bebeto confectionery brand ahead of Halloween.
Bebeto Spooky Mix is a 150g sharing bag featuring a selection of Halloweenshaped fruit gummies, which are halal, vegan and free from arti�icial colours and �lavours. It has an RRP of £1 and is available to CJ Lang
Spar retailers. The supplier is also launching the Bebeto Trick or Treat Party Box. Each party box is 825g and contains 55 16g miniature bags of Spooky Mix, which the supplier says is ideal for trick or treaters. It is available at an RRP of £5 to James Hall & Co. Spar retailers and Valli Forecourts.
SUNTORY Beverage & Food GB&I (SBF GB&I) is building on its Ribena Sparkling range with the launch of a zerosugar variety.
Available now, the new drink is available in 500ml and 2l bottles.
Since its launch in 2020, Ribena Sparkling has added more than £11m to the �lavoured carbonates segment. Alongside the launch of Zero Sugar, SBF is updating the packaging on the range to help the drinks stand out and encourage trial.
Sarah Fleetwood, head of Ribena at SBF GB&I, said: “With the implementation of HFSS regulations on the horizon, there is a big opportunity for retailers to
maximise sales in zero-sugar soft drinks through new additions like Ribena Sparkling Zero Sugar.”
CHICAGO Town has added seven new varieties to its frozen pizza range.
The Weekender Stuffed Crust range is launching with Salt & Pepper Chicken and Philly Cheesesteak varieties, with RRPs of £5.73.
A premium tier of the brand’s Deep Dish range, The Ultimate One, is launching in Picante Nduja and Peppered Cheesesteak varieties, with RRPs of £3.05.
The new Crispy Chicago Thin range is launching in Sausage ‘N’ Pepperoni and Loaded Cheese varieties, each at an RRP of £5.19.
The supplier has also launched Tiger Crust Cheesy Garlic Bread as an accompaniment, at an RRP of £2.50.
A marketing campaign supporting the launches will appear on TV, outdoor and digital media.
The Independent Achievers Academy (IAA) joined VINCE MALONE , owner of Tenby Stores & Post Office in Pembrokeshire, to discuss the importance of delivering strong customer service, maintaining availability and having the right team in store
2 3 1
Vince’s customers change from 4,500 locals in the winter to more than 50,000 in the summer. Vince alters his range each week to suit changing demographics, like having more ice in the summer, which drives repeat custom.
When hiring, Vince and his wife, Fiona, take note of personality above all else. This helps to deliver high standards of customer service and ensures each customer receives a unique interaction, helping the store to stand out.
Vince and Fiona are open with their team and get them to admit when they’ve made a mistake. They do not highlight errors and single anyone out, but focus on that mistake and take action to ensure it’s not repeated.
“You’ve got to make sure you have strong availability in store. Even if you have the friendliest staff in the world, customers won’t experience this if they can’t buy what they came in for.”
BARR Soft Drinks has launched two promotions across its Rubicon Raw range, one of which is exclusive to the convenience channel.
The convenience-exclusive promotion runs until 15 December across instore PoS, giving shoppers the chance to win a bike every week.
The other promotion runs until 18 November and gives shoppers the chance to win an adventure holiday for two via an on-pack QR code across promotional packs of Orange & Mango and Raspberry & Blueberry varieties.
It also offers 55 daily prizes including a Garmin smartwatch and an American Tourister backpack.
Since launching less than two years ago, Rubicon Raw has become the third-largest big-can energy brand in the UK behind Monster and Relentless.
Adrian Troy, marketing director at Barr, said: “Rubicon Raw has had a phenomenal launch, quickly establishing itself as an important part of the category. Sixty per cent of the brand’s sales have been incremental by recruiting new and lapsed energy consumers, and current consumers are also buying Rubicon Raw more
frequently than other brands in the market.
“The promotions will be supported by digital advertising and in-store
activation to engage a broad range of consumers and continue driving shoppers to �ixture to increase category sales.”
LEAFY salad brand Florette is set to launch limitededition Christmas packaging across its range.
From mid-November, the brand’s bestselling Classic Crispy (115g and 170g) and Mixed (150g) lines will undergo a festive makeover and will also have a ‘30p off next purchase’ coupon to help incentivise repeat purchase.
Martin Purdy, commercial and marketing director at Florette UK, said the packaging is meant to help retailers continue to sell salad through the winter months, despite its association with summer.
Last year’s ‘Merry crispy’, the limited-edition version of Classic Crispy 170g, sold
1.1 million packs over the six weeks leading up to Christmas Day 2021, a 2% increase on the year before.
MONDELEZ has launched a campaign in support of Cadbury Dairy Milk, celebrating the taste of the chocolate bar.
Running throughout the rest of October, the ‘It’s the glass & a half that makes the taste & a half’ campaign aims to reach 80% of adult consumers.
It intends to prompt familiar occasions for chocolate consumers.
The campaign consists of digital, social media and outdoor advertising.
It follows on from the limited-edition Dairy Milk bars launched in partnership with The Prince’s Trust charity in May this year.
WHITE Claw Hard Seltzer has partnered with Manchester-based club series The Warehouse Project to appear at more than 30 events this autumn and winter clubbing season.
The partnership involves White Claw launching a bespoke branded bar in The Warehouse Project venue, featuring a mural, counter fridges and rotating menus.
White Claw is also set to appear at UK nightclubs including Printworks and Beams in London, The Polo Lounge in Glasgow and Motion in Bristol, where a White Claw-branded terrace will host UK DJs.
This activity follows the brand’s £4m summer strat-
egy, which saw it appear at festivals, including All Points East, Mighty Hoopla and Parklife.
BAKER Street has further extended its Christmas range with the addition of Caramel Cake Truf�les.
The brand’s 2022 offer also includes Marzipan Stollen Loaf, Marzipan Stollen Bites, Apple Stollen Bites, Stollen Cookie and Chocolate & Orange Cake Truf�les.
KEY TAKEAWAYS to its multipack format.”
The range saw annual sales increase by more than 30% over the Christmas period last year, and the sup-
plier is hopeful for further increases having widened its distribution.
Commenting on the launch of Caramel Cake Truf�les, Chris McLaughlin, commercial director at Baker Street owner St Pierre Groupe, said: “It provides opportunities for retailers to tap into the gifting market and the snacking occasion thanks to its multipack format.”
Read the full coverage by scanning the QR code or visiting betterRetailing.com/vince-malone
TREASURY Wine Estates (TWE) is set to expand its 19 Crimes brand with the launch of its �irst sparkling wine variety.
19 Crimes Sparkling White (12% ABV) is available from October in a 750ml bottle with an RRP of £10-£12.
The sparkling wine segment is currently seeing 12% annual value growth, and TWE intends to target newcomers to the category in the run-up to Christmas with the launch, especially among Gen-Z and millennial drinkers.
It is a dry, Australian wine with notes of citrus and pear drops. The bottle features
AR technology on the label, which brings James Kiely, the historical �igure on the bottle, to life.
Ben Blake, head of marketing EMEA at TWE, said: “With the sparkling wine category underindexing among millennials, we saw this as a real opportunity for 19 Crimes.
The brand has cut-through with 18-to-34-year-olds, and a proven track record of driving category growth among this age group.
“It was therefore an easy decision to launch this product in the build-up to the Christmas period. We expect 19 Crimes Sparkling White to recruit more millennial consumers and
MONDELEZ has launched a promotion across its Belvita breakfast biscuit brand as part of its ‘Positive energy’ campaign.
Shoppers will have the chance to win one of 250 instant prizes, including Spotify and Net�lix gift cards, Lifestyle vouchers and one-month Headspace subscriptions.
Additionally, all entrants will be enrolled into a prize draw, with �ive winners
awarded a £650 gift card for a participating retailer of their choice.
Promotional packs across the range, including its new, non-HFSS Fruit Crunch and Soft Bakes Filled Apricot, are available until 31 October.
Shoppers enter by purchasing participating packs, visiting positiveenergy.belvita.eu, entering the last eight digits of the barcode and completing a short form.
encourage repeat purchase.”
TWE will support the launch with in-store, social
media and in�luencer activity from launch through to December.
COCA-COLA Europaci�ic Partners (CCEP) is adding two new varieties to its Monster energy range.
Monster Reserve White Pineapple is available this month, while Monster Reserve Watermelon will launch in early 2023. Both are launching in 500ml plain and £1.49 price-marked cans.
Both varieties have already launched in the US, where they have delivered $15m in sales in the past six months.
Additionally, the nonHFSS Monster Ultra Black is launching in a £1.39 pricemarked can.
Monster is currently the number-one deliverer
CONFECTIONERY distributor World of Sweets has added Zero Fruit Drops to its Vimto range.
Vimto Zero Fruit Drops are made using real fruit juice, natural colours and are a source of Vitamin C.
They have a �lip top carton lid for portion-controlled consumption and are available to retailers in a branded shelf-ready display case of 12 packs, with an RRP of £1 per pack.
They are also non-HFSS and are available exclusively from World of Sweets and Hancocks.
Chris Smith, marketing communications manager at World of Sweets, said: “Our exclusive Vimto confection-
ery range has always been popular among our customers and retailers, so we anticipate that Vimto Zero Fruit Drops will do well in driving impulse sales.”
PERNOD Ricard has announced a partnership between Beefeater gin and London-based artist Lakwena.
The partnership includes a limited-edition bottle of Beefeater London Dry which is available in 70cl, 75cl and 1l formats.
To support the launch, Lakwena has made a largescale mural at the Beefeater Distillery in London and Beefeater is exhibiting takeovers at Boxpark Shoreditch and Boxpark Croydon.
Lakwena has also created three positive mottos which will be ampli�ied across digital channels as part of the supporting marketing campaign: ‘We mix and
blend’, ‘We work and play’, and ‘We move and shake’.
ENERGY drink supplier
Virtue Clean Energy has launched an Orange variety.
The new �lavour is available to independent retailers through Epicurium, AF Blakemore, Diverse Fine Food, Appleby Westward, DDC and Delicious Ideas.
It comes in a 250ml can with an RRP of £1.40. It contains 80mg of 100% organic caffeine derived from coffee beans, plus four B-vitamins. Like the rest of the Virtue Clean Energy range, it contains zero sugar and zero calories.
Orange is currently the most popular energy drink pro�ile in energy drinks, with orange-�lavoured sales of £196m in the past year.
of value growth in the UK soft drinks market, adding nearly £80m in the past year. Meanwhile, the Ultra range has grown by 22% in the past quarter.
SOREEN has launched a limited-edition Cherry Jellies Mini Loaves variety to tie in with the Halloween season.
Available in a pack of �ive at an RRP of £1, Cherry Jellies Mini Loaves are �illed with chopped cherry-�lavoured jellies with a jelly centre. They join Soreen’s Toffee Apple Scream variety.
Soreen’s share of Halloween sales in the cake category grew by 15% in 2021.
“Retailers are now dedicating more space to Halloween in store and expanding their offering, so we know this is a popular time and we can continue to re�ine and grow our range in line with this,” said Liz Jacobs, marketing director at Soreen.
SNACK brand Eat Real is looking to broaden its appeal to a wider customer base with the launch of Sea Salt & Balsamic Vinegar Hummus Chips.
The new variety is available in 45g grab bags at an RRP of £1.20, and 135g sharing bags with an RRP of £2.
As with all Eat Real products, the crisps are vegan, gluten-free and contain no arti�icial colours, �lavours or ingredients.
Its launch has coincided with an Eat Real rebrand which involves new pack designs and a reduction in salt content across the Hummus Chips range, making �ive varieties non-HFSS.
JASPER HART
JASON SUTHERLAND, UK & Ireland sales director at FERRERO UK, explains Ferrero UK’s plans to become a major player in the sweet packaged food sector
AT Ferrero UK, we have recently launched our Your Perfect Store website that provides retailers with more resources to help get the most out of their products and instore merchandising. We have improved the site by placing a greater focus on must-stock products within confectionery and spreads, planograms, regular exclusive offers and direct communication.
We appreciate that hard-working retailers are becoming increasingly busy, particularly since the surge of
shoppers visiting their local stores following the pandemic and we want them to feel reassured by the support provided on our website.
We continue to invest in our range of brands, such as Kinder, and innovate with new ranges and extensions. For example, following successful launches in Ireland, Italy, Germany and France, we launched Kinder Cards into the UK. By having products from trusted brands, retailers can drive impulse purchases, as well as attracting new shoppers.
BUILDING on the popularity of our existing Kinder range – which includes lines such as Kinder Surprise, Kinder Chocolate bars and Kinder Bueno – Kinder Cards launched in the UK last summer to bring the distinctive Kinder milk and cocoa taste to a new sector. Kinder is the ideal treat for families and with 49% of shoppers visiting the biscuit aisle, the range has been grabbing existing shoppers, as well as attracting new shoppers to a widely recognised family brand.
Kinder Cards are available as single packs of two cards, as well as a multipack of four. Thin and individually wrapped, they are perfect for the whole family to enjoy and can support retailers who are looking to drive sales for on-the-go and at-home consumption, catering to changing demand for different consumption moments.
Use branded PoS units and displays to help market products clearly in your store. This will ensure shoppers don’t forget to add confectionery to their baskets.
Feature Kinder Bueno in meal deals so customers can add a treat as an additional item. This will highlight the variety offering you have in-store even further.
Stock confectionery next to your newspaper or magazines fixture or within your food-to-go section next to items such as soft drinks or single serve snacks.
Take advantage of seasonal opportunities by incorporating Kinder into Halloween or Christmas ranges so consumers can pick up the product alongside their seasonal essentials.
Kinder Surprise RRP: 99p
Famous for its three-in-one experience of a small treat, Kinder Surprise is a specially designed toy that unites families through discovery and play. Kinder Surprise is available in case sizes of 48 or 72.
Kinder Bueno White RRP: 80p
Kinder Bueno White is a creamy hazelnut bar and is part of the bestselling Kinder Bueno range. The white chocolate flavour is available in case sizes of 30, with an RRP of 80p.
Kinder Bueno RRP: 80p
A delicate chocolate bar with a creamy hazelnut centre, smooth chocolate and a crispy wafer, Kinder Bueno is available in single, individually wrapped portions in case sizes of 30.
Use social media to promote bestsellers and to offer incentives for shoppers to come to your store. Try posting about new product launches, such as Kinder Cards.
For more information on Ferrero UK and its brands, visit the Your Perfect Store trade website at yourperfectstore.co.uk or on Twitter, @FerreroYPS
In partnership with
“I’VE spent more than £100,000 on refitting my store for HFSS. However, I’m not annoyed that I’ve spent this money trying to be compliant with something that may not go ahead. When I refitted, I knew I had time make use of the opportunity to grow other categories.”
Anish Panchmatia, One Stop Wylde Green, Sutton Coldfield, West Midlands
“YOU expect changes with a new prime minister but what has recently been reported in the news is laugh able. They all have their own ideas but basically they have no idea. It’s frustrating and we’re always the last one to know. Personally I won’t be going back on the changes I’ve made.”
Alan Mannings, Shop on the Green, Chartham, Kent
“RETAILERS will use this to their advantage. Before cus tomers would make a beeline for full-fat or semi-skimmed coloured tops knowing it was significantly cheaper. Now, there’s less price difference, it’s an opportunity to upsell to more premium varieties.”
“WE started getting milk cartons with clear caps delivered into the store at the end of August. Freshways said it was to become more sustainable. It takes a bit more time to sort out the milk into their different categories, but ulti mately the decision is for a good cause.”
“SUPPLY volumes were up 30%, and I kept the shop open for longer, closing at 2pm, while every other shop on the road closed earlier or did not open at all. All major news papers, such as The Times, Guardian and Daily Telegraph sold very well.”
Dhiren Sheth, The Pagoda Newsagent, west London
“DESPITE operating on reduced hours on Monday, our newspaper sales were incred ibly good, with The Times and Sunday Times selling out and the Daily Telegraph selling quickly. Overall, sales in the category doubled over the weekend of the funeral.”
Devan Patel, Nils, Hainault , north-east London
“INDEPENDENT retailers need to be made aware of these community stores. There was one set up nearby me in my town recently. There was no warning given to the parade of shops it opened near. They are really affecting local businesses and it could be the end for some retailers.”
“ONE community shop opened near me and it looks very much like another convenience store. They sell everything you can find from a regular grocery retailer , such as eggs and bread. I don’t mind, though, as they are doing it for a good cause and helping those who are in tough times.”
COST OF LIVING: Are community shops a threat to independent retailers? Retailers will use this to their advantage
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Caton, Londis Chatsworth Road & Post Office, Chesterfield
Even though September is over I do feel like we’re still in the summer. We’ve all enjoyed some good weather and I’m sure retailers will agree that we’ve enjoyed an air of positivity among customers and staff because of that.
ANOTHER week has gone by and I’m still experiencing major availability issues from my wholesaler.
It’s the same story every time I get a delivery from them.
I would understand if we were still at the height of the pandemic when there was mass panic buying, but they keep making up the same
excuses. It’s the same week in, week out.
They constantly tell me the issues are happening industry-wide and affecting all suppliers.
However, I do shop around at other wholesalers and speak to other retailers.
Yes, they’re experiencing problems as well, but it’s nowhere near what my
Mike Sohal, Dallam Stores, Warrington – @Mikesohal07
wholesaler is claiming.
The shelves at my depot are always empty.
Yet, when I drive to a rival wholesaler’s cash and carry, they have a good quantity of the same product. The answers they are providing just aren’t good enough.
The margin on certain products has also been really poor. In some instances, you
don’t even make 1% and, like the availability issues, we aren’t given a reason why this is happening.
I won’t even entertain the thought of buying those products because it’s not worth it, and I know other retailers who have similar thoughts.
The demand for soft drinks, ice pops, ice creams, barbecue items and suchlike has increased this year – way more than we’ve ever experienced. The supermarkets were running out of ice, and their refrigerators were going down. As retailers, we had to be prepared to step up and get those extra sales from people having poor experiences elsewhere. We had to make sure our staff were engaged with that and prepared to sell as well.
We trialled USB mini-fans that you can charge from your laptop or your cigarette lighter in the car for £10.50. They’ve sold really well. We sold a lot of sun cream, particularly when schools were issuing warnings saying that kids had to come to school with sun cream. We’re working on getting more fans in. Customers don’t expect it when they come into the store, so it creates a talking point at the till. The weather alone creates a talking point because we all like to complain about the weather.
Among the staff, we relaxed the rules a bit when we had that exceptional heat up to 40°C. We let them wear shorts as long as they had their Londis T-shirts on to help them feel they weren’t missing out on summer. We also gave them extra breaks to help them cope with the heat and revitalise themselves as well.
They’re saying there will be more hot weather this month, so we’ll be quite blessed in that regard. As long as the sun is shining, it gives customers the opportunity and excuse to have a barbecue or a picnic, and that’s when they’ll be using your store – for that momentary occasion.
With global warming, the heat this year has been phenomenal, but we’ve experienced it now and we should be that little bit more prepared for next year in terms of stocking up on the appropriate items. We’ve learned the lessons to get our products bought in and to ask customers for their input and opinions on what else we could be stocking.
I’M proud to have provided sponsorship support to the girls of Warrington Rugby Union Club. We have known many of them since they were in prams and they are now smashing it. Our opening time used to be at 8am and these girls had to leave for the bus at 7.45am. We’re lucky to have had staff that offered to open at 7.30am to serve them and ensure they could get on the bus. We even let the kids queue-jump so they could get to school. Their mothers play for Bank Quay Bulls and we’re also proud to support them.
Each issue, one of seven top retailers shares advice to make your store magnificent
WE paid tribute to Queen Elizabeth II on the weekend of her funeral by having a display in the shop window. This consisted of a number of photos, newspaper clippings and front covers as a mural. It took up quite a lot of the window and the display received a lot of positive comments from customers. It was quite a busy weekend for us. We just wanted to say farewell to the monarch and get the community involved with the tribute as well. We promoted the window display on social media platforms such as TikTok.
‘We wanted to get the community involved’
‘We’re proud to provide our support’
COMMUNITY RETAILER OF THE WEEKjeet bansi Meon Vale Londis, Stratfordupon-Avon
JTI UK has partnered with RETAIL EXPRESS to help educate retailers on the importance of responsible retailing. In part two of four, we explore online illicit tobacco, the challenge it poses to retailers and the support available to the retail channel
SOCIAL media and the rise of the digital age has led to the illegal tobacco trade entering a new era, expanding to online platforms. As a result, what happens online is causing more ‘real world’ problems.
The Tobacco Manufacturers’ Association found that 19% of smokers surveyed in 2021 had bought illegal tobacco from online sellers, up from 4% the previous year1
“It used to be that the sale of illegal cigarettes and other illegal tobacco products was restricted to street corners, the backroom of a dimly-lit bar or unscrupulous retailers,” says Ian Howell, fiscal and regulatory affairs manager at JTI UK. “But the internet offers criminals countless opportunities to establish their tobaccotrading enterprises.”
JTI UK’s forays into the
‘darknet’ (a computer network used almost exclusively for illegal activity), offers a glimpse into how bad the illicit trade can be.
“We already see elements from this world bleeding into the sunnier sides of the internet, which is why it’s important we all work together to stop the problem from becoming worse than it already is,” adds Howell.
THE online ‘shopfronts’ for illegal tobacco are constantly changing, from social media marketplaces to auction sites and hurriedly registered domains. The tactics for selling illicit tobacco online are also becoming more advanced, increasing the need for retailers and suppliers to play their part and make the internet a safer place.
JTI UK knows illicit trading
taking place online directly impacts retailers’ sales and profits.
“That’s why we have a number of initiatives in place to support retailers and stamp out illegal activity,” adds Howell.
The illicit trade poses a huge threat to convenience stores, but JTI UK is continuing its fight against the online threat using ever-evolving,
state-of-the-art technologies and techniques. This technology is used by JTI UK’s dedicated investigations team, which seeks to prevent social media marketplaces and other web spaces from enabling illegal tobacco sales, otherwise known as Project Talon.
JTI UK’s specialists have engaged with and built prosecutable cases on illegal online sellers since 2015, this
information is then passed on to law enforcement. Retailers can also access information from JTI UK to communicate the serious issue of the illicit tobacco trade to their customers in store. JTI UK’s ‘Don’t Be Complicit in Illicit’ campaign and dedicated microsite features a host of useful articles and advice and aims to help retailers join the fight against illicit tobacco in their area.
Terry Caton, Londis Chesterfield, Derbyshire
“ILLICIT tobacco is rife in most towns and cities as people are travelling more in comparison to where they were 12 months ago – and it’s only going to increase. The restrictions aren’t there anymore in terms of what countries you can and can’t visit, so it will only increase, especially as people’s wallets get tighter. People will be looking for something that will be a fraction of the price of regular stock.
“I’m aware on the online illicit trade because of what’s reported in national and trade press. It’s important the authorities put more resources into minimising and stopping the online illicit trade, but that will be difficult – it’s only possible to minimise it. We’re always working with suppliers on the illicit trade and we’ve had meetings about what’s in counterfeit stock.”
“WE know social media platforms and other emerging online marketplaces are often poorly regulated, providing an easy outlet for criminals to sell illegal tobacco products at a cheap price, without age verification.
“Although criminal groups continue to adapt and diversify by moving onto new platforms, we are trying to stay one step ahead by expanding and enhancing our software. At JTI UK, we’re dedicated to combating the illicit tobacco trade, whether that’s in retail space or on social media platforms. We know cheap illegal tobacco products may appear a bargain to some, however, smokers need to consider that every ‘black market’ purchase is funding organised criminal gangs.”
TACKLING the online illicit trade requires suppliers and retailers to work together.
“Law enforcement agencies depend on retailer support to take action, so the participation of retailers is crucial when it comes to tackling the problem head on,” says Howell.
“By encouraging more people to report suspicious activ-
ity to the relevant authorities, appropriate measures can be made to take the social post or marketplace down.”
Within this, JTI UK’s Project Talon focuses on taking down links and social media posts that illegally advertise tobacco products or their counterfeits. It operates across all social media platforms, including Facebook and Instagram.
Since 2015, 28,000 posts have been removed globally by JTI UK, and last year, the supplier reported it had successfully removed 20,000 posts in the UK. According to JTI UK, the project continues to evolve as they develop and implement new review methods to further improve productivity, especially across emerging platforms, such as
Telegram and TikTok. Howell says: “Our toolkit also includes JTI’s Anti-Illicit Tobacco Operations (AITO) investigations, test purchases, private prosecutions and sharing information with law enforcement agencies.
“This gives us the ability to swiftly target specific areas of a market with a high prevalence of illicit online sales.”
Join the fight in combatting online illicit tobacco
Report it straight away
Anyone who is aware of anybody selling illicit tobacco or sees a relevant post on social media should contact the HM Revenue & Customs’ Fraud Hotline on 0800 788 887, Trading Standards on 0345 4040 506 or independent charity Crimestoppers anonymously on 0800 555 111.
Retailers can also use the report function on the Don’t Be Complicit in Illicit microsite by visiting jtiadvance. co.uk/dontbecomplicit.
Retailers can visit JTI UK’s Don’t Be Complicit in Illicit microsite to access useful resources and advice on tackling illicit tobacco in their areas.
Many customers are unaware of the danger and prevalence of illicit tobacco. Some may not even be aware that buying it from social media is illegal. Have conversations with them around this issue and help educate your community.
In partnership with
THIS winter promises to be yet another unprecedented season following the pandemic-affected winters of 2020 and 2021.
This year, it is the cost-of-living crisis that is set to have a massive impact on the spending habits of people across the country, combined with other substantial challenges for retailers in the form of rising energy bills, supply-chain issues and staffing concerns.
With this in mind, retailers need to ensure their shelves are fully stocked and that they have good availability and pricing structures in place for the most sought-after lines and brands. Suppliers and manufacturers continue to create and launch new products to inspire customers, while also maintaining a strong supply of the established favourites that are the essential shelf fillers for many stores.
In this feature, we will explore five of those must-stock categories, highlighting what the bestselling lines are offering retailers this winter and beyond. It will also feature advice on how retailers can take advantage and get the most out of these products, either through merchandising, product placement or promotions.
KP Snacks will talk about the opportunities in the crisps and snacks category, while BAT UK will talk about how retailers can maximise sales in the growing opportunity that is next-gen nicotine.
Coca-Cola Europacific Partners will highlight what lowsugar soft drinks can bring to the table, while Suntory Beverages & Food GB&I (SBF GB&I) delves into the everpopular world of energy drinks. Finally, Perfetti Van Melle will explore sugar confectionery.
These brands are at the forefront of their categories, with established and newly launched products to explore, and marketing support on offer. Read on to find out how their products can benefit sales in your store.
EMPTY CAN AND RECYCLE
Winner of Nicotine Pouch Category. Survey of 9,897 people inUK & ROI by Kantar.
This product contains nicotine and is addictive. For adult nicotine consumers only.*This product is not risk-free and contains nicotine, an addictive substance. For trade use only.
NICOTINE pouches are becoming increasingly popular with adult nicotine consumers, so retailers who want quality products should not ignore Velo.
Velo is a modern way to consume nicotine with no butts, no tobacco1, no smoke1, smell or mess. The pouches contain nicotine and high-quality ingredients and are put under the upper lip, where the nicotine is released and absorbed.
It’s also the UK’s favourite nicotine pouch, winning Product of the Year 20222 in a recent survey. The discreet pouches come in two sizes and a wide variety of flavours and strengths, offering maximum choice that can be enjoyed anywhere, at any time.
RETAILERS should make sure they stock a full range, including the Velo bestsellers. Freeze 11mg (top-selling product by market share in the modern oral category), Ice Cool 10mg (Second largest selling product by market share in the category)3 and Tropic Breeze 6mg are ideal for consumers new to nicotine pouches.
Help adult nicotine consumers find what they want. Make sure Velo is clearly visible and separate from other brands and keep availability high. BAT UK continues to support retailers to make the most of Velo. Why not contact the BAT UK sales team to get a Velo display or door advert installed to make it clear you stock it?
Jayesh Patel, JB Patel & Sons, Woolwich, London RETAILER VIEW
“IT’S great to see tobacco companies looking at, and investing in, alternative nicotine products. BAT UK has been especially progressive – we have regular customers for Vuse which sells really well for us and now also Velo, which is our bestselling oral nicotine product.”
out more about Velo,
BAT UK sales
BAT
THE KP Snacks £1 price-marked pack (PMP) range is designed to drive impulse purchases and is a must-stock for retailers. Offering an extensive range of products with 35 £1 PMP lines, the KP Snacks £1 PMP range is worth £70.5m and is growing in value by 16%1. Popular with consumers and retailers alike, £1 PMP ranges are the main growth driver in convenience stores and represent the largest format within crisps, snacks and nuts (CSN) across symbols and independents. KP Snacks recently expanded its £1 PMP range with the addition of Butterkist Crunchy Orange Chocolate Flavour Toffee Popcorn and the return of Nik Naks Scampi ’N’ Lemon. McCoy’s and Hula Hoops Big Hoops are two of the top five bestselling £1 PMP ranges.
TO best promote the KP Snacks £1 PMP range in store, which will help to drive impulse sales, retailers should create branded displays in high footfall areas. Fiftythree per cent of impulse crisps & snacks are picked up in secondary locations2, so retailers should ensure they stock bestselling PMPs in more than one site to maximise the opportunity. Retailers should include top-selling lines, like Hula Hoops and McCoy’s, with 42% of sales going through the top five brands3, and stock smallerformat PMPs, such as 30p Space Raiders,which appeal to consumers looking for a quick and affordable snack, especially as value takes more prominence.
ENERGY drinks have grown 50% in value in the past five years1, with consumer choice and a strong range of flavours crucial to the category’s success. New flavours are also important for retailers to drive excitement and target different shopper demographics. To capitalise on this profitable category, retailers should stock up on on-the-go and drink-later formats of the biggest energy brands, like Lucozade Energy, which has had a 10%2 year-on-year growth and is now worth more than £318m2. With the first HFSS restrictions now in place, it’s important retailers stock brands like Lucozade – all the favourite soft drinks in SBF GB&I’s range are exempt from all restrictions – to meet shopper needs.
PROVIDE a choice of the bestselling energy and stimulation soft drinks to meet the different needs of consumers in each product type. Retailers should also offer a range that works for different shoppers. For example, stock a good range of energy and stimulation soft drinks, such as Lucozade Energy and Lucozade Alert to ensure you are offering different energy solutions. Finally, include simple PoS messages to help educate shoppers on the differences between energy and stimulation drinks to assist them in making suitable choices.
“WE have seen a long-term trend towards drinks with lower sugar as consumers are becoming more aware of their health and wellbeing. There was a 43.5%3 decrease in the amount of sugar in take-home soft drinks between March 2014 and March 2020, and low- or no-calorie continues to outperform regular soft drinks, with a 68.6%4 share of total soft drinks. Within energy drinks, the low- and nosugar market has had an increase of over 24%5, so retailers should ensure to stock up on lower-sugar drinks such as Lucozade Zero to capitalise on the ongoing trend towards lower-sugar choices.” how to stock it must-stock
Matt Gouldsmith, channel director, wholesale, Suntory Beverage & Food GB&I SUPPLIER
CONFECTIONERY is one of the top five categories purchased on impulse in convenience stores1 and lollipops are key to kids’ confectionery, and are often an entry level purchase within sweets. Chupa Chups is the world’s number-one lollipop brand2, and leading in the UK, worth £17.9m3. It’s a muststock impulse brand that has proven successful in driving category sales, offering portion control and safe treats in a variety of packaging sizes.
THE brand is boosting its appeal with the launch of Chupa Chups Fr-ooze Pops this autumn. It’s a new proposition for shoppers to enjoy with friends. The lollipop contains sour candy gel and is available in Strawberry, Blueberry and Tropical flavours, priced at £1.29 RRP. Chupa Chups is also within the top 20 bestselling Halloween brands in the UK4. Its Sour Lollies provide the ideal trick-or-treat options, containing 10 individually wrapped Sour Cherry, Sour Apple and Sour Lemon flavoured pieces. Chupa Chups also offer a 300g tub, which include Classic Lolly and Mini Lolly, all within a reusable, recyclable plastic tub in the shape of the brand’s logo. The range will benefit from a high profile TikTok campaign targeting its core Gen Z shoppers this Halloween, as well as PR and digital media placements.
“WE know that three out of four (74%) adults plan to celebrate Halloween, with one in three (32%) intending to go trick-ortreating. Chupa Chups should be considered for all seasonal displays to maximise sales. We’ll be driving consumers into store throughout October via stand-out social media and PR campaigns.”
We’re proud to be leading the industry in Great Britain, introducing attached caps across our entire portfolio* making it easier to collect and recycle the whole package and ensure no cap gets left behind. The change is another step on Coca-Cola’s journey towards a World Without Waste, helping to reduce waste, prevent litter and support the creation of a circular economy for our PET packaging.
COCA-COLA Zero Sugar is GB’s fastestgrowing major cola brand in both volume and value terms1. It tastes and looks better than ever, with its bold new packaging and improved recipe, which has brought its flavour closer to Coca-Cola Original Taste. CocaCola Zero Sugar comes in plain and price-marked packs for shoppers to share or enjoy on-the-go2. Every can and bottle is 100% recyclable, 500ml bottles are made with 100% recycled PET plastic (excluding caps and labels) and bottles are rolling out with the caps attached to ensure more packaging can be recycled.
FOR maximum impact on self, stock Coca-Cola Zero Sugar’s Cherry and Vanilla varieties alongside the brand’s original variety – with Diet Coke to one side and Coca-Cola Original Taste to the other. Then it’s easy for shoppers to choose the Coca-Cola product they want. Coca-Cola Zero Sugar is among the HFSS-compliant brands that make up 86% of the Coca-Cola Europacific Partners (CCEP) range3. So there are no restrictions on where it can be located in store. CCEP’s field sales reps can advise on making the most of this opportunity.
“COCA-COLA Zero Sugar always performs well in my store – and CCEP is a supportive supplier. CCEP helps us to stay ahead of the curve on key issues like health and sustainability, and to stock the right brands and products, while exciting shoppers in-store. Coca-Cola is an iconic brand with some strong partnerships. I’m looking forward to seeing what CCEP has planned for the World Cup and Christmas. It’s a great way to create in-store theatre and give shoppers reasons to keep coming in.”
THIS Christmas promises to be different from those of the previous years. With lockdowns now likely a thing of the past, it has the potential to be a bigger, more celebratory occasion than the Christmases of 2020 and 2021. It will also come hot on the heels of the FIFA World Cup, which could help to build or derail momentum.
The cost-of-living crisis, inflation and rising energy bills could see spending drop significantly, but could see customers lean more on convenience
stores for alcohol as they shun bars and restaurants.
“At this time of year, many people are in celebratory mood and, if money allows, are increasingly willing to spend more to treat themselves to better quality and authentic beer options, which in turn drives increased value in store. That’s why premium world lagers like Kingfisher and Sagres are a great option for convenience retailers to stock, as they can typically charge a minimum of 30% more than other
more mainstream options,” says John Price, head of marketing at KBE Drinks.
John Moverley, from Goodwick Stores in Pembrokeshire, has enjoyed growing alcohol sales in the past three years as people have preferred to socialise at home with multipacks of beer rather than spend the same money on a single pint at a pub. He predicts that trend will continue.
“Our alcohol sales have gone up significantly in the past three years and I don’t see
a change happening in that,” says Moverley. “People are looking back at the pandemic and remembering how much they saved when they went to the shop rather than the pub. Those savings are going to be very much more significant as time passes.”
For retailers, the challenge will be having enough products – new and classic, premium and value – to cater for customers over Christmas, while also recognising and reacting to the reality that many peo-
ple will be unable to spend as much as they would normally.
“We’re expecting very different spending patterns this year but consumers will still want good value and quality, plenty of choice, and wines at a range of prices,” says Jo Taylorson, head of marketing and product management at Kingsland Drinks. “Stock a range of products for a variety of occasions. Offer different varietals, a range of prices, and a choice of formats. Stock the bestsellers and give enough space to
emerging categories such as rosé prosecco and ready-todrink (RTDs).”
CHRISTMAS is a time when people tend to splash out a bit more on alcohol, so even with a cost-of-living crisis, December should be seen by retailers as an upselling opportunity.
Premium brands are worth promoting at this time of year, but it is also worth looking across the board, as limitededition, seasonal or trade up options are launched at almost every level in the scale for the festive period.
New flavours and seasonally
Miriam Thompson, off-trade category marketing executive, BrewDog SUPPLIER
appropriate launches will be of particular interest to customers.
“New flavours are crucial for retailers looking to get customers excited about their drinks range,” says Nick Pearson, brand manager for Cîroc at Diageo GB, which recently launched a limited-edition Cîroc Passion variety.
However, while Christmas is a time for trading up, the costof-living crisis will see people look to find savings wherever
they can this winter. Some predict that this will see people avoid the expense of going out to restaurants, bars and pubs, treating themselves to more expensive options in retail with the money they’ve saved. But it is worth looking at the value end of the alcohol offer this Christmas as well.
James Stead, from Spar White’s Calver in Derbyshire, says he’ll add offers and multideals on some cheaper wines alongside premium options
this year. Moverley will be led by the promotions offered by Booker, but will also stock more on festive products such as mulled wine, Advocaat and brandy.
“Booker always have quite a lot of the spirits, prosecco and a lot of beers on promotion. There’s definitely an increase in demand for them,” he says. “We’re driven by those promotions and we’ll have special offers on quality wines like McGuigans and Hardys.”
Review your range and pre-empt consumer demand associated with Christmas. Shoppers historically not only buy more, but spend more on beer, wine and spirits over festive period – choosing more premium options or larger formats. The range and space given to stock all year round won’t cut it. Highlight bigger formats and safeguard with higher stock levels to meet consumer demand. Make sure you have some drinks chilled.
Ensure you stock the top performing craft beer brands and seasonal favourites – BrewDog Punk IPA is the number one craft beer brand, so is a must stock for any convenience retailer over the Christmas period and beyond.
Make the most of festive gatherings by offering a balanced range of bottles and cans, as well as larger multipacks.
The four-pack remains the most important craft beer format throughout the year with roughly 40% share of sales in the weeks leading up to Christmas. Additionally, six to 12 can multipacks over-index in the two weeks before Christmas, with share jumping from 17% at the end of November, to 23% at the end of December.
CHRISTMAS is a time for giving, and alcoholic gifts are a common purchase for many people. Whether it’s a bottle of their favourite wine or whisky, or a gift set featuring a limited-edition or seasonal variety, there are plenty of options for retailers to stock.
“One thing we’ve done well on is gift sets,” says Stead. “We get some from Blakemore with different things in them and sets from brands like Fever Tree. But we’ve also started
working with local breweries like Peak Ales and Thornbridge. It’s a good thing and creates good sales. Thornbridge will put together the gift sets for us, while Peak Ales sends us all the stuff and we put it together in the store. Prices can range from £9.99 to £20.”
Moverley stresses that gifts don’t always have to be at the higher end of the price spectrum. “Christmas is a time when people will be looking for cheap wine to give as presents.
Employers will buy quite a bit of wine to give to their staff. It’s not always the stuff you would want yourself,” he adds.
Gift packages can look memorable and, when combined with Christmas PoS and decorations, can add to the overall festive feel of a store, encouraging return visits and increased impulse sales. By creating a specialised area that is well promoted, retailers can draw customers in and also create a lasting impression that
will instead trigger reminders when last-minute purchases are made.
“With 63% of shoppers looking for ideas and inspiration to make Christmas feel more special, retailers should consider eye-catching and impactful festive displays for core products. For example, a prosecco display can be given a festive refresh by incorporating complementary products,” says Sandra Brunet, marketing director at Campari Group UK.
Beavertown Brewery is launching two Advent calendars, both of which include 24 beers and Christmas merchandise. Beavertown’s Beer Advent calendar contains core beers and new festive specials like Frozen Neck (Oil) IPA and Ginger Ray IPA. The Limited Edition Beer Advent Calendar comes with 13 core beers and 11 limited-edition specials.
Cîroc is adding to its flavoured spirits range with the launch of Cîroc Passion. It has a 37.5% ABV and is available in a 70cl format until stocks last. The bottle uses bright, vibrant colours to give a strong stand-out on shelf and displays its classic metallised orb in the centre. “We are extremely excited to launch limitededition Cîroc Passion and are confident the combination of the flavour and the brand will be a hit,” says Nick Pearson, brand manager for Cîroc at Diageo GB.
CHRISTMAS preparations start early in the modern age, with attention usually turning to it straight after Halloween and Bonfire Night. This means retailers need to have their stores fully stocked early and be quick to switch their spooky decorations for Christmas ones in the first week of November.
“Consumers start planning their Christmas festivities earlier each year, in fact, with 24% of 18-to-24-year-olds and 26% of 25-to-34-year-olds thinking November is an acceptable time to put up Christmas decorations at home,” says Nicola Randall, head of marketing at
Brothers Drinks Co. “Retailers should tap into this trend and begin planning and displaying a full festive range with plenty of time to engage with consumers looking ahead to the most wonderful time of the year.”
The FIFA World Cup is taking place in winter this year, which has the potential to interfere with Christmas preparations, as the final takes place on Sunday 18 December, a mere week before Christmas Day.
However, Stead has found that the majority of Christmas alcohol sales – particularly premium ones – don’t tend to really kick off until that final
week before the big day, meaning that retailers have a chance to use the World Cup as a jumping off point for Christmas sales instead.
“There’s definitely an uptick in premiumisation in the final week and people start pushing the boat out a bit more, especially with red wines, where we have bottles that go up to £30,” says Stead.
Even if sales don’t start coming in until closer to the actual day, retailers should still start promoting festive alcohol early to be in people’s minds when they start thinking about last-minute purchases
in the final days before Christmas. The World Cup could be a great help.
“We have the added bonus of the FIFA World Cup this winter – the first time the event has taken place at this time of year, and £1.7bn is predicted to be spent on alcohol in the four weeks of the tournament,” says Miriam Thompson, offtrade category marketing executive, BrewDog. “Occurring at an already social time, we could see a merging of occasions and switching between alcoholic drinks, with beer expected to benefit thanks to its connection with football.”
Nick Pearson, brand manager for Cîroc at Diageo GB.
INVESTING in in-store services and technology has never been more important, serving a dual purpose of attracting customers to your shop and making your store run more efficiently, freeing up time to focus on further growth. From staff organisation to security and stock levels, there is a technological solution for nearly every aspect of a retailer’s business.
Anand Cheema, of Costcutter – Fresh in Falkirk, Stirlingshire, is on the cusp of various technological developments
in his store that will serve aspects of store management.
“We’re just about to install a piece of security kit from a system brought to us by Amberstone that’s going to benefit our business by decreasing shrinkage,” he says. “It taps into your CCTV and has live alerts on suspicious activity so you can catch shrinkage and theft there and then. It uses AI technology to learn customer behaviour so you know what is suspicious activity and what isn’t, so it doesn’t flag your staff mem-
bers when they’re stocking the shelves.
“We’re also about to use an employee management system called Gig Grafter. I know a number of Henderson retailers using it in Ireland. It has clock-in-and-out systems and online rota planning.”
Cheema is also hoping to work with NearSt, the retail technology company which works with EPoS companies and stores to make real-time stock levels visible to customers who search for stores or products online.
JASPER HART looks at the technology and services retailers are using to run a better store
Jeet Bansi, Londis Meon Vale, Stratford-upon-Avon
“We use an app called Beep, which helps us manage our wastage and shrinkage. We upload anything that’s been code-checked and is coming close to date. A lot of barcodes are instantly recognised because they’re for products we usually stock and other stores are using the app. You can upload the product to the relevant category such as bread and cakes, fresh or morning goods and set notifications.
“I set them for 3am, 10am, 2pm and 6pm. When they come through, it gives you the chance to reduce the product to move it on. Recently, a pack of stir fry got reduced in the morning, it didn’t sell, we reduced it further and by the next notification period it had sold, so we deleted it from the app. It’s a useful tool because even if your staff don’t work with those products you can tell them to reduce items that have got to go, which helps us save money.
“The next step in our evolution is online delivery. Staffing and retaining people is a bit of an issue and we don’t want to do a half-hearted job. Media screens above queues in the aisles are also something I’m looking at but I need to make sure there is a return on investment.”
AVAILABILITY and high levels of customer service attracted people to convenience stores during the pandemic, but the cost-of-living crisis is making it harder to retain recently gained shoppers. Supermarkets have long been able to offer loyalty and reward bonuses such as Nectar and Clubcard, and now a convenience alternative is available through Jisp.
The Jisp Rewards programme, which is free for retailers, enables customers to earn points through Jisp’s Scan & Save tool by scanning specifically labelled barcodes
on shelf-edge labels to redeem money-off coupons. Once shoppers have scanned 25 items, they get £2.50 to spend in store, which they can also bank for a larger discount down the line.
“Jisp Scan & Save has been a huge success for our store,” says Tarven Singh, of Nisa Local Bell Green Road in Coventry. “It has allowed us to offer promotion prices worth screaming about on social media that the big supermarkets can’t even touch. It’s helped us a lot to get new customers and we promote it quite heavily in the store.”
EPOS systems have come on leaps and bounds and are crucial retail tools for refining stock, ordering and finding out bestselling products. These processes become trickier for retailers who have expanded delivery services, which add another dimension to tracking stock levels, especially when the services are from third-party providers such as Uber Eats
and run separately to EPoS.
Technology company Deliverect is attempting to mitigate these issues with its new service, which allows retailers to manage their online delivery platforms all on one screen.
“Traditionally, stores need a tablet per delivery channel, with some retailers managing up to 10 tablets at a time,” says Adrian Felton, managing
director at TLM Technologies, which has integrated its EvoPOS software with Deliverect.
“Delivery orders need to be manually re-entered at the EPoS which is inefficient and leads to mistakes. Many retailers also need to manage multiple different menus, which presents additional challenges.
“Deliverect’s software solution eases these pain points.
It brings together all onlineorder and delivery channels, such as Uber Eats, Deliveroo and Just Eat (and many more), directly to the EPoS.
There is no need for separate tablets, all orders go directly to the EPoS, central menu management saves time, plus easy-to-digest reports on product and delivery channel sales are available.”
Service and technology developments in 2022
Allwyn and the National Lottery
Allwyn has been formally awarded the fourth license to operate the National Lottery for a decade from 1 February 2024, after Camelot dropped its legal challenge against the firm’s takeover last month.
PayPoint has announced a multi-year extension with pay-as-you-go energy suppliers Utilita and Scottish Power.
Utilita, Payzone and Post Office
Post Office and Payzone have won a long-term contract with pay-as-you-go energy supplier Utilita, meaning customers with a Utilita smart quantum gas or Talexus electricity meter can top up their gas and electricity at any Payzone store or Post Office branch.
One Stop has partnered with technology provider Deliverect, integrating it into its EPoS system. This will allow retailers with multiple delivery providers to manage them from one device. Companyowned stores will get the upgrade first, followed by franchisees.
PayPoint has launched a scheme which offers PayPoint One retailers one month’s free service for each successful referral they make. New signups will also be eligible to claim back their first month’s service free.
Jisp has partnered with Payzone and Reposs to offer all their stores the ability to offer its Scan & Save service.
The RETAIL EXPRESS team finds out how retailers are finding enough stock to keep their shelves full
1Jacob Connington, Blakemore Bala, Gwynedd
“WE’VE got a central ordering system that orders all our stock. We review the orders to make sure it’s correct and any gaps are reordered. In our head of�ice, we have a department called Scan Queries that deals with scanning queries, availability issues and planograms. If we have issues with the planograms we contact them. If it’s a short-term issue, we can overface something else. If it’s long-term, they’ll look for a replacement.
“We also have quite a few local Welsh suppliers, being a Welsh store. We don’t usually have many availability issues with them. Blas ar Fwyd provides us with products from Edwards Dairies and if there are any new meats available, they’ll contact our head of�ice and let us know so we can adapt our planograms. We’ve launched new hot dog sausages, burgers, chicken burgers and things from them. If something isn’t available we order a replacement until it comes back.”
2Josie Harrison, Etnam News, Leominster, Herefordshire
“I USE a lot of different wholesalers so I can �ill the gaps with stuff from other people. We have a local discount store called Baby’s and I have a promotion stand of short-date, reducedprice stock and that �ills any gaps. We stopped relying so heavily on Booker three or four years ago and I’ve got another couple of online wholesalers I use as well now.
“I buy my vape products from an online retailer who delivers without a minimum order, with a small delivery charge and a per ounce discount on the next order. I get household products and smoking accessories from another online wholesaler. They have a higher minimum order, so I buy infrequently but in bulk.
“Retailers should diversify their suppliers and what they sell. There are things customers want and expect, but there are things you can put in front of them that they didn’t know they wanted. At the right price they’ll buy them.”
“IT used to be that I ordered stock and the products were delivered to the door, but that’s not happening any more. We have to go out on our own to get stock. This week, Haribo wasn’t available on delivery, and a month ago all the Walkers crisps were out of stock. It’s become routine for something to not be available for a month and then come back. So it can be a matter of waiting until it comes back online.
“There are three cash and carries in Edinburgh, and I go around every one of them to get stock. It’s now a part of my working week. Customers won’t trust us if we don’t have the stock on the shelves, and they don’t come back.
“We’re swapping products and brands if needed, but it doesn’t work across the board. We swapped our ketchup when the normal brands weren’t available, but for some products, if we don’t have a particular brand, the customer will go somewhere else.”
In the next issue, the Retail Express team finds out how retailers are reducing shoplifting in their stores. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk
Uthay Soundararajan, Costcutter Inverleith Row, Edinburgh
Problems with Brexit and supply chains mean getting goods is becoming more challenging. How are retailers coping?
Abdul Arain, Al-Amin Stores,