Retail Express - 5 April 2022 by BetterRetailing

‘DON’T SERVE THESE SCAMMERS’ • Prolific card fraudsters targeting shops again after two-year spree • Former victims share advice on how to prevent getting stung 5-18 APRIL 2022 STRICTLY FOR TRADE USERS ONLY

Nicotine products are for over 18s only What is VERIFY? VERIFY provides retailers with display materials, support and training on how to avoid selling tobacco, vapour and oral nicotine products to under 18s and ensure compliance with the law.

Ensure VERIFY is visible in your shop Complete VERIFY online training to learn about your responsibilities

More details at

www.vapermarket.co.uk/verify

SPRING BUDGET

TANGO ICE BLAST

RECRUITMENT

How the government’s latest measures will affect costs for stores this year

Answers finally given to retailers over delays in fixing faulty slush machines

Retailers share their top tips on how to find and attract the best staff for your shop

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The Retail Success Handbook: Sustainability Everything you need to know to run a more sustainable, proﬁtable shop

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SUSTAINABILITY

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Packed with information and insight on how retailers new to sustainability can get started, as well as offering inspiration for those already on their sustainability journey and looking for the next step. This issue is a must-read for the convenience channel. Including: How shoppers’ views are evolving and how you can respond The independent retailers who excel at making their store more sustainable How to connect with your local community, including partnering with other businesses How to fund your sustainability initiatives, and ensure they are proﬁtable Store-wide guide to the most sustainable products and packaging solutions

This edition is bursting with ideas – big and small – that will help you run a more sustainable and proﬁtable business. DON’T MISS OUT Order your copy from your magazine wholesaler today or contact us on 020 3871 6490

ALCOHOL

Boost your sales with a summer of opportunity ICE CATEGORY ADV BEER & CIDER

BREWING UP A SUMMER CELEBRATION es within beer and product launch There are new trendsWHITTING finds out how retailers and cider. CHARLES of this over an event-filled summer can take advantage

5-18 APRIL 2022 STRICTLY FOR TRADE USERS ONLY

CE OF THE IMPORTAN VALUE THIS SUMMER

the way value the changes in to inflathe store. During works with regard lifted and up for the pubs were WITH restrictions Dave Hiscutt, from open, pandemic, was tion,” says Weythe on-trade back shut, but the demand for Londis Westham Road in “Three for £5 retailers are increasingly and it was a chance deals and there I got mouth, Dorset. strongly for us make money, so turning back to encourage me to But now I might bring always worked price promotions to it. pandemic. I strugand cider. rid of If it’s a nice day and before the cider unless sales of their beer across it back. pint gle to sell bottled have gone up 30p a Costs are also rising society, so prices pub, then people will it’s on offer. to have multiple facets of “It’s important wallets in the to spend time at home those types of deals as it appealing to people’s retailers prefer volume coming is an avenue that the or in the garden.” keeps deals has should think about. looking Offering promotional through. But the viability “People will be and ciders, especially to be considered. It costs me that value on beers as people look beer, so I’ll at budgeting and money to chill the Sabir, this summer themselves in their angle,” says Arfan that into account. Express in to enjoy could make a big have to take to three for £6 from Baneswell We may move the pan- gardens, to sales. Newport. “Before pints for difference are going to be this summer.” demic, I did eight “There big poster £10 and we had a

‘DON’T SERVE THESE SCAMMERS’

• Prolific card fraudsters targeting shops again after two-year spree • Former victims share advice on how to prevent getting stung P3 SPRING BUDGET

TANGO ICE BLAST

RECRUITMENT

How the government’s latest measures will affect costs for stores this year

Answers finally given to retailers over delays in fixing faulty slush machines

Retailers share their top tips on how to find and attract the best staff for your shop

BACK PAGE

5-18 APRIL 2022 betterRetailing.com

P20

our say

Alex Yau, acting editor

I’ll continue putting independent stores first CARRYING on the great work of my colleague Megan during my time as acting editor is my utmost priority. Hopefully this is already apparent in our latest effort to get you answers from Frozen Brothers on why it has consistently been leaving stores with faulty Tango Ice Blast machines. We continued applying pressure, and are pleased to finally give you an explanation. Although it won’t entirely solve your issues, at least it’s a start. Retail Express has never been afraid of holding companies accountable, and I don’t intend to stop doing just that. I intend to continue putting the needs of independent stores first over the next six months. The opinions of store owners are what helps shape our news coverage, and ensure we are writing stories that resonate. WE’VE NEVER At the top of this page, we BEEN AFRAID spoke to several retailers about the impact of the government’s OF HOLDING Spring Budget on their finances, COMPANIES and, unsurprisingly, most were left feeling deflated. ACCOUNTABLE It’s a difficult time, and I appreciate it can be hard to stay positive. However, I want to encourage you to try to make the most of our features, which focus on the opportunities still available, especially as we head into summer. Later in this issue, on page 20, we look how to boost your alcohol sales as we approach a hot season with no pandemic restrictions. The sunshine last week definitely helped lift my mood, and I hope it lifted yours, too. When the world feels dark, we have to cling onto small moments of joy. @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 Suhara Pavithri Jayasena @suharajourno 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

News reporter Noemi Distefano @NoemiDistefano_ 07597 588 955

Designer Jody Cooke 020 7689 3380

Business delivery manager Ifzal Afzal 020 7689 3382

Production editor Ryan Cooper 020 7689 3354 Sub editor Jim Findlay 020 7689 3373 Sub editor Robin Jarossi Head of design Anne-Claire Pickard 020 7689 3391

Production coordinator Chris Gardner 020 7689 3368 Head of marketing Kate Daw 020 7689 3363 Senior account director Charlotte Jesson 020 7689 3389 Head of commercial Natalie Reeve 020 7689 3372

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The five biggest stories this fortnight 01

Retailers react to the government’s Spring Budget SUHARA PAVITHRI JAYASENA

RETAILERS have been left frustrated over the government’s latest efforts to help relieve cost pressures in its latest announcement. The news comes at a time when the UK economy is under pressure over rising in�lation and energy and petrol

costs, coupled with the invasion of Ukraine by Russia. Chancellor Rishi Sunak outlined plans to combat soaring utility bills, food and fuel prices. It was con�irmed the government would be increasing employment allowance to £5,000 from April 2022, and the basic rate of income tax is

PMP margins

PRICE-MARKEDpacks (PMPs) have reportedly lost their relevance, with the current model being described as “unsustainable”. Suppliers have been found to be increasing wholesale costs across PMPs, while failing to increase the retail price,

which has lead to decreased margins. Commenting on the PMP increases, John Kinney, managing director at Unitas Wholesale, told Retail Express the model “is now being used to dictate a suppressed margin for retailers”.

decreasing from 20% to 19% in 2024. Samantha Coldbeck, of Wharfedale Premier in Hull, said she felt reassured by the increase, adding: “This means I can pay my staff and employ them for a few more hours.” In addition, to help with rising fuel prices, fuel duty has been cut for the second

time in 20 years, by 5p a litre for a full 12 months. Sunak stated the cut would be worth £5bn and takes effect immediately. However, forecourt retailer Rachael Hockmeyer, owner of Spar Sleaford, said “fuel prices are already going up past the difference it is apparently supposed to make”.

Post Office win

THE Post Of�ice (PO) has won its case against the Communication Workers Union (CWU) over subpostmaster worker status. This marks the end of a four-year legal battle to win worker status for subpostmasters, giving them the

right to minimum wage, holiday pay and employer pension contributions. Judge Sarah Goodman gave her judgement on the case on 14 March, siding with PO, which claimed subpostmasters could not be classed as ‘workers’.

Editor in chief Louise Banham @LouiseBanham

Account manager Marie Dickens 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, go to betterRetailing.com and search ‘PMP’

McColl’s departure

MCCOLL’S has announced the departure of its chief executive, Jonathan Miller. He will be replaced on an interim basis by Angus Porter, the company’s non-executive chairman. The departure comes amid news that shares at the company have decreased by more

than 90% since last summer, according to the Evening Standard. Last year, McColl’s warned investors the supply chain disruptions could potentially cause pressure to trade within the company, leading to availability issues.

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

Bestway growth

BESTWAY’S revenue in 2021 has grown by £220m to £2.66bn, with the rise attributed to the pandemic. In the wholesaler’s annual results, released last week, pre-tax pro�it for the period also returned to £37.2m. Bestway managing director

Dawood Pervez said: “Despite the economic turbulence and challenges faced in 2021, the results are a testament to our strategic approach and operating model, which has positioned us as the home of choice for the entrepreneurial retailer.”

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, go to betterRetailing.com and search ‘McColls’

For the full story, go to betterRetailing.com and search ‘Bestway’

@retailexpress facebook.com/betterRetailing

5-18 APRIL 2022 betterRetailing.com

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

Card-scam gang continues to prey on convenience stores ALEX YAU A GANG of card scammers is targeting unsuspecting convenience stores across the UK again, with shops in the Midlands and north-west England being its latest victims. The gang of four men are yet to be caught, despite being spotted committing the same scam various times across a two-year period. Victims told Retail Express the fraudsters use stolen bank cards for highvalue products, but instead of entering a four-digit PIN, enter a 16-digit number to activate a ‘cardholder not present’ function. The money initially appears to go through, but the payment eventually bounces, leaving the retailer out of pocket and with fees to pay for the failed transaction. The gang has also been said to use distraction tactics, such as using one man to speak to a member of staff while another enters the 16 digits into the card terminal. Retailers who have fallen victim to the scam have described the men as tall, wearing hoodies with the logo of French football team Paris St Germain and having “scraggly hair”. They also have facial hair. Kesser Mahmood, of Da Shop in Cheadle Hulme, Stockport, was targeted by the gang on 7 March at around 10pm. When asked to describe

the incident, he told Retail Express: “They came into the shop and picked up a few bottles of Au Vodka and some toiletries. I became suspicious when they came to the till, picked up the card terminal and started spending ages putting the PIN in. I realised what they were doing and immediately put the stock behind the till. “They became aggressive, ran out of the shop and ended up speeding off in a black hatchback car. I would have lost £250-worth of stock if I was unable to catch on to what they were doing. “They’re scammers because they’ve been targeting shops up and down the country. These aren’t untargeted attempts of theft.” Mahmood added that retailers can contact their card merchants to disable the ‘cardholder not present’ function to stop them from being caught out. Another victim of the gang, who asked not to be named, said: “They targeted my store on 13 March and it cost me £2,000-worth of alcohol. The police are yet to do something, even though they said they’d come to check the CCTV footage. “I’ve advised the staff not to process card transactions of more than £50 from now on. “We have a post of�ice branch, so any customer who wishes to make such a transaction will be told to

express yourself “THERE is a cost involved in handling all payment methods, even with cash. As retailers, we should be giving customers reasons to use us and not restrict their choice, but only allowing some things to be purchased with cash and not card. I’m sure it is a debate that many businesses will have a view on, especially going forward with everything regarding rising costs.” Vince Malone, Premier Tenby Stores & Post Office, Tenby, Pembrokeshire

GOOD WEEK HEALTH LOTTERY: Nisa retailers can earn bonus commission rates of 7% when displaying their Health Lottery licences in prominent positions near their tills. The rate can also be secured by retailers siting playcards on playstands or counters, and displaying promotional posters in their stores. Nisa has raised more than £124m through The Health Lottery for local good causes since it was launched in 2011. WHOLESALE: Parfetts has increased support offered to symbol groups, following plans to challenge major rivals. The company has launched a series of retailer workshops to help remove associations of the business as a standalone cash-andcarry operator. For the full story, go to betterRetailing.com and search ‘Parfetts’

BAD WEEK Store owners have warned other businesses to stay alert against the prolific fraudsters

withdraw cash for the payment instead.” Retail Express understands sitings of the gang have been circulating in retailer WhatsApp conversations over the past month. Symbol group SimplyFresh has also sent warnings of the gang to its retailers in a newsletter. Samantha Coldbeck, of Premier Wharfedale in Hull, was targeted in May 2021, when £727.46-worth of spirits were stolen from her store. “They’ve never stopped being active and they acted really cocky when they came into my shop,” she said. “They were served six

the column where you can make your voice heard

times over a 15-minute period. The actual cost to us was £1,454.92 when you combine the value of the stolen stock and the fees the bank ended up reclaiming. “After it happened, we began advising staff on what to do to prevent anything similar happening in the future. “Staff were told under no circumstances that stock should be handed to anyone if they are seen to be entering a 16-digit number into the card terminal because we are not protected if a fraudulent transaction is cleared. “The best advice I can give to retailers is to tell

their staff to speak to them if they are ever in doubt when such a transaction happens.” Premier retailer Joey Duhra, who fell victim to a similar scam by a different gang, said: “We’re more vigilant with high-value transactions now. It’s easy to get excited by someone spending several hundreds of pounds on alcohol.” When asked to comment about any sitings of the gang in the Midlands, West Midlands Police declined to comment. Humberside Police have urged anyone with information relating to the scam to come forward.

LOTTERY: Camelot has been fined £3.15m for reportedly giving incorrect results. The Gambling Commission issued the fine after the lottery operator mistakenly told 20,000 players they had losing tickets. The company had also double-charged 22,210 customers through its National Lottery app, according to the Gambling Commission’s report. For the full story, go to betterRetailing.com and search ‘Camelot’ RUSSIA: Supermarkets could be given priority over independent wholesalers and retailers as pressure grows from the Russian invasion of Ukraine. At the Food and Drink Supply Chain All-Party Parliamentary Group last month, they discussed the treatment as a potential outcome of the invasion. For the full story, go to betterRetailing.com and search ‘Russia’

How will card-payment fee increases affect your store?

“OUR card company increased its fees last month, and it’s something that is really putting pressure on us. We are trying to encourage customers to use cash where we can, but at the end of the day, it’s not something we can completely stop otherwise we’d lose footfall. We have had to put a sign up at the counter to say that we only accept cash for the National Lottery and PayPoint. We are worried about this worsening.” Anonymous retailer

“ANY more increases in costs will be untenable for independent businesses. I’m already worried about the impact of the high fat, sugar and salt legislation on my store when it comes into force in October. There are going to be more costs involved with the introduction of that. It seems as though everywhere we turn there are just more things to pay for at the moment. It’s a real concern.” Sue Nithyanandan, Costcutter Epsom, Surrey

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

Sue Nithyanandan

NEWS

5-18 APRIL 2022 betterRetailing.com

Tango Ice Blast issues answered ALEX YAU

RETAILERS left with faulty Tango Ice Blast machines for months on end have finally been given longoverdue answers to their problems. A senior source close to Tango Ice Blast supplier Frozen Brothers told Retail Express that parts and labour shortages caused by the pandemic and Brexit were

to blame for ongoing issues experienced by store owners. The firm had faced a backlash from retailers, who claimed they had been given no explanation as to why faults were not being fixed. The source said: “Frozen Brothers is doing everything they can to support retailers and they also recently bumped up their customer support team. There’s nothing sinister happening in the

background. Tango Ice Blast and Fanta Frozen are all very popular machines. “Labour and parts shortages are an issue that Brexit and the pandemic have caused for all industries. Frozen Brothers imports parts for its machines from six regions, including China, Europe and South America. None of the equipment is manufactured in the UK and they’re doing all they can to support stores.”

Despite the response, the firm still faced criticism from retailers. Ken Singh, of BB Nevison Superstores in Pontefract, told Retail Express: “I had a fault with my Tango Ice Blast machine where it kept leaking and I was given no answer whatsoever. I’ve not heard anything from them about a shortage. I’d be more understanding if they were transparent about these issues.”

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BOOKER is in ongoing negotiations with the Plunkett Foundation to alter standard minimum delivery terms for community shops. Messages sent from the charity to community shops revealed it was in talks with Booker. The community shops warned a £34.95 delivery charge introduced

by the wholesaler in February was damaging the vulnerable communities they serve. The foundation also revealed it was “exploring partnerships” with “other suppliers who would serve community shops and the Plunkett membership network better”. For the full story, go to betterRetailing.com and search ‘Booker’

COSTCUTTER WEB INVOICE ISSUES

FREE Helpline:

0800 917 8616

Booker fee negotiation

AN issue preventing Costcutter retailers from checking invoicing and planograms was resolved after three days. A “technical issue” following routine maintenance led to the symbol group’s ActiveHUB page being taken down between 19 and 21 March. “Our IT team have worked throughout the day to get this resolved and ActivHUB is now back online for our retailers,” a statement read.

“We sincerely apologise for the downtime our customers have experienced and assure them that business is now returning to normal.”

0808 196 2016

DRS glass exclusion

oldben@newstraid.org.uk

GLASS is to be excluded from the planned Deposit Return Scheme (DRS) in England and Northern Ireland. The ACS has previously campaigned for glass to be excluded due to health and safety issues. The exclusion

www.newstraid.org.uk

Debt Advice

Emotional Support

does not apply to DRS in Wales and Scotland. Chief executive James Lowman said: “All of the operational problems – colleague safety, storage, handling heavy waste and breakages – are made more acute by the inclusion of glass.” For the full story, go to betterRetailing.com and search ‘DRS’

PRODUCTS

KP Snacks’ HFSS strategy JASPER HART KP SNACKS has revealed a brand reformulation strategy across several of its brands ahead of the introduction of HFSS legislation in October. The supplier will be reformulating lines in the Tyrrells, Popchips, Hula Hoops Puft and Penn State ranges. Tyrrells’ Lightly Sea Salted variety, the brand’s numberone �lavour, will be available as non-HFSS in sharing, multipack and singles formats. The non-HFSS Hula Hoops Puft range, consisting of Beef, Salted and Salt & Vinegar varieties, will be available by the end of June. Penn State Sour Cream &

Chive Pretzels will be nonHFSS by May, alongside the new Roasted Chili Pretzels launching this month. KP will also reformulate the entire Popchips range by October. Currently, Popchips has a retail sales value of £40m with a value growth of 32.5%, having contrib-

uted 58% of growth in the healthier crisps and snacks segment. The supplier says that by October, more than 100 of its lines and a quarter of its total portfolio will be nonHFSS, while maintaining the taste pro�iles that consumers expect.

Andy Riddle, sales director at KP Snacks, said: “We are ready to embrace the changes that the HFSS legislation will bring and will ensure that we work in partnership with our retailers to continue driving category growth.”

New Smirnoff RTD launch

Richmond Minis snacking launch

DIAGEO has broadened its �lavoured vodka and ready-todrink range with the launch of Smirnoff Raspberry Crush & Lemonade premix (4.5% ABV), available from 6 April. Launching in single 250ml slimline cans and pricemarked packs at an RRP of £1.95, the �lavour aims to capitalise on the increasing popularity of the �lavouredvodka segment, which is the fastest-growing spirits subcategory at 51.9% growth. It comes off the back of Smirnoff’s Raspberry Crush vodka being the bestselling �lavoured vodka in the offtrade in the past six months. The supplier will support the launch with a £2m marketing investment.

RICHMOND is entering the meat snacking category with the launch of Minis sausages to help retailers maximise on-the-go sales. Richmond Minis are available exclusively at Asda now in 225g, 90g and 63g formats, with a further rollout nationwide from May. The supplier said cocktailsausage consumption had doubled year on year and meat snacking has grown by 27.1% as shoppers look for more refrigerated snacking options. However, the category is dominated by own-label products, which presents an opportunity for big brands. Richmond Minis are oven baked rather than fried,

making them a healthier option, according to the supplier.

KIND Snacks has added a Hazelnut Dark Chocolate variety to its protein bar range to help retailers cater to functional health trends. The new �lavour contains 12g of plant-based protein and consists of a blend of nuts with dark chocolate. Kind Protein Hazelnut Dark Chocolate is available now with an RRP of £2 from

Nisa and Costcutter, as well as a host of wholesalers, including Simply Heavenly, DDC Foods and Tree of Life. Audrey Arbeeny, UK marketing director at Kind, said: “We believe there remains to be a huge opportunity in this category. People are still on the lookout for convenient products that deliver on taste and nutritional value.”

Barefoot expands Buttery Chardonnay E&J GALLO will be rolling out its new Barefoot Buttery Chardonnay to wholesalers nationwide this spring. The variety (13.5% ABV) will be available in a 750ml bottle with an RRP of £7. Following its initial launch in 2021, Barefoot Buttery Chardonnay has been the number-one contributor to revenue growth among US Chardonnays in the UK, as well as a top-10 contributor to revenue growth in the overall chardonnay category. Olga Senkina, marketing director EMEA at E&J Gallo, said: “Buttery is an approachable and easy to understand term that nicely expresses the creamy notes of the wine, and Barefoot Buttery Chardon-

nay’s success to date suggests that this is something that resonates with consumers on both sides of the Atlantic.”

Kind Snacks expands protein range

5-18 APRIL 2022 betterRetailing.com

Red Bull’s latest Summer Editions RED Bull has launched the newest �lavour in its limitededition Summer Editions range, Apricot-Strawberry. Red Bull Apricot-Strawberry is available now in 250ml plain and pricemarked formats, and aims to drive the continual growth of �lavoured options in the sports and energy category. The launch also aims to help independent retailers capitalise on seasonal sales. It comes as Red Bull Editions �lavours have seen a 116% sales uplift to reach a value of £15.5m. The new �lavour will also launch in a sugarfree variety, a brand �irst, following a growth in

sugar-free soft drinks of 24.3%, to appeal to healthconscious shoppers who are increasingly choosing low- or no-sugar alternatives.

FINE food wholesaler Cotswold Fayre has announced an exclusive distribution partnership with Turkish confectionery brand Hazer Baba. Hazer Baba, which is an exporter of Turkish Delight products to more than 40 countries, can trace its history back to 1888. It offers a selection of Turkish Delight in a range of

different �lavours, including Pistachio and Cherry Berry, as well as a selection of Turkish instant fruit teas. Laura Strapp, ambient buyer at Cotswold Fayre, said: “Completing the partnership agreement in Turkey meant we were able to meet the team behind the brand and learn �irsthand about the intricate manufacturing process.”

Cotswold Fayre’s Turkish partnership

Robinsons Fruit Creations expands BRITVIC is expanding its Robinsons Fruit Creations range with the launch of a Lemon & Raspberry variety, available now. The launch is accompanied by a packaging refresh across the entire Fruit Creations brand, to make it stand out in the squash category with bolder fruit imagery and a more premium font. The supplier will be supporting the launch and refresh with a £1m+ marketing campaign including audio, out-ofhome, social media, digital and in-store PoS. Phil Sanders, out-of-home commercial director at Britvic, said: “Just as sales of our Fruit Creations range

continue to grow (+5% vs a year ago), we want to give convenience shoppers the variety they crave through this latest addition.”

Nestlé debuts Smarties White NESTLÉ Confectionery has launched its �irst white chocolate Smarties varieties. The new �lavour will be available to convenience retailers from June, having launched exclusively in Asda in March. Like the rest of the range, Smarties White will come in recyclable paper packaging and will initially launch in a 38g ‘hexatube’ format

with an RRP of 70p, with a 100g sharing bag (RRP £1) available from June. The Smarties will be colourful on the outside, with a whitechocolate �illing. Smarties White’s launch comes as white-chocolate �lavours are outperforming milk and dark chocolate within confectionery, growing at 16%, according to IRI Worldwide.

Grey Goose launches Essences range GREY Goose vodka has launched Grey Goose Essences, vodka infused with fruit essences and cold-distilled botanicals. The new range is available this month, having made its debut in the US in three varieties: Strawberry & Lemongrass, Watermelon & Basil and White Peach &

Rosemary. Each �lavour (ABV 30%) is available in a 700ml bottle with an RRP of £39. Grey Goose will also be launching ready-to-drink (RTD) formats of the Essences range in June, in 250ml cans (ABV 4.5%). This launch will mark the supplier’s �irst foray into RTD drinks.

Rekorderlig launches Blood Orange cider MOLSON Coors Beverage Company is expanding its Rekorderlig cider brand with the addition of a Blood Orange variety. Rolling out this month, the new �lavour’s launch comes with Rekorderlig now worth more than £125m in the UK. It is available in 500ml bottles and, like the rest of the Rekorderlig range, is

gluten-free and vegan. Molson Coors hopes it will attract new drinkers to the cider category, with blood orange a trendy �lavour. It will support Rekorderlig Blood Orange with a multimillionpound brand campaign which will include paid media, summer experiences, sampling campaigns and instore PoS.

PRODUCTS

Gordon’s Tropical Passionfruit build on this growth and help independent retailers capitalise on consumer trends. The launch of Gordon’s Tropical Passionfruit follows a host of new Gordon’s �lavours from Diageo, including Mediterranean Orange, Sicilian Lemon and Pink – the biggest spirits launch in the offtrade for �ive years. Jessica Lace, head of Gordon’s GB at Diageo, said: “Following the success of Gordon’s Premium Pink Distilled Gin, this innovation will continue to engage the interest of gin drinkers, as well as recruit a new audience into the category. “Gordon’s Tropical

Passionfruit Distilled Gin exudes passionfruit to perfection, and is a fantastic

FRESH food supplier Higgidy has launched seven new products as part of its range of vegetarian and vegan pies, slices and quiches. The new products are: Mediterranean Pepper & Feta Quiche with sweet potato & carrot pastry; Garden Greens & Ricotta Quiche with sweet potato & carrot pastry; Petit Pois & Courgette Little Vegan quiche with a hint of mint & chilli; Roasted Chickpea Masala Vegan Pie; Petit Pois & Whipped Feta Quiche; Spinach, Feta & Red Pepper Slice; and Sweet Potato Katsu Curry Slice. The raft of new launches comes as chilled vegetarian and plant-based savoury

pastries have grown ahead of the total savoury pastry category by 12.5%.

MARS Wrigley has expanded its Extra range with the launch of two new fruity gum �lavours, Apple and Blueberry. Apple is the most popular fruit in the UK, according to the supplier, and blueberry is a leading �lavour for confectionery, making the new �lavours a key addition. Meanwhile, fruity gum continues to recruit consumers to the segment

PUKKA is expanding its presence in the frozen category with a new range of fourpack puff pastry pies. The range is launching in Beef & Vegetable and Chicken & Vegetable varieties. Beef & Vegetable features minced beef with diced carrot, swede and peas in beef gravy, while Chicken & Vegetable contains chicken, diced carrots, peas and on-

ions in a chicken gravy. Both �lavours have an RRP of £3.25 and will be available to convenience and wholesale in the coming months, following an initial launch in Tesco and Iceland. The four-packs bake from frozen in 35 minutes. Their launch comes alongside a packaging revamp across Pukka’s entire frozen range.

JASPER HART DIAGEO is expanding its Gordon’s range with the launch of a Tropical Passionfruit �lavour, available to convenience stores from early April. The new �lavour (ABV 37.5%) will be available in a standard and pricemarked 70cl format with an RRP of £1.50. It will be supported by a £700,000 marketing campaign, including broadcast and digital advertising, as well as social media and consumer investments. Tropical �lavours have grown by 148% year on year, according to the supplier, with the new �lavour set to

option for people seeking new ways to enjoy their gin & tonics.”

Higgidy bolsters pies, Mars Wrigley’s two Extra flavours slices and quiches

Pukka Pies expands frozen range

with 25% of Extra Refreshers shoppers, for example, being new to the category in 2021. Sasha Storey, senior brand manager for Extra at Mars Wrigley, said: “Fruity gum sales account for more than one-quarter of gum market value. This means that in addition to mint-�lavoured gum, fruit �lavours are must-stocks for retailers.”

Thatchers taps into flavour trends CIDER maker Thatchers is extending its premium cider range with the launch of a Blood Orange variety. The �lavour (ABV 4%) is available in a 500ml bottle with an RRP of £2.30 and a 440ml can four-pack with an RRP of £5.50. Its launch comes as the supplier hopes to tap into an audience of

drinkers, particularly those aged 18 to 34, who are already drinking orange and blood orange-�lavoured soft drinks, spirits and IPAs. The supplier is supporting the new �lavour with a multi-million-pound marketing campaign including TV, digital, sampling and out-ofhome advertising.

5-18 APRIL 2022 betterRetailing.com

Starbucks launches RTD carton pack STARBUCKS has launched its ready-to-drink (RTD)chilled coffee in a carton format, for consumers to enjoy at home. The supplier has launched the new format in Caffè Latte and Caramel Macchiato formats. The two �lavours are available now to convenience and wholesale in 750ml fully recyclable cartons, with an RRP of £3.50. Laura Scott, senior commercial brand manager at Starbucks, said: “The new Starbucks Multiserve varieties respond to our consumers’ evolving consumption habits. As a result of the pandemic, consumers were increasingly looking for ways

to enjoy traditionally ‘on the go’ products at home, so it was important we responded appropriately.”

COCA-COLA Europaci�ic Partners (CCEP) has launched a Diet Coke ‘Love what you love’ campaign that will span TV and outdoor advertising to mark 40 years of the brand. To mark the launch of the campaign, CCEP has partnered with London Fashion Week to include an on-pack promotion on 500ml, 2l formats and multipacks. Shoppers can win prizes

including retail vouchers, weekend stays and access to runway shows. Martin Attock, vice president of commercial development at CCEP, said: “With a 55% share of zero-sugar cola sales in Great Britain and sales growing by 5% year on year, Diet Coke and CocaCola zero sugar continue to be �irm favourites with shoppers.”

Diet Coke campaign marks 40 years

Soreen limitededition Mini Loaves MALT loaf brand Soreen has announced the launch of new limited-edition Mini Loaves. The individually wrapped vegan loaves are available to Nisa retailers and those with access to Co-op products in Raspberry & White Choc and Gingerbread varieties. Each bar contains fewer than 100 calories. Liz Jacobs, marketing

director at Soreen, said: “In the build-up up to Easter, which is traditionally a time of indulgence, we tend to �ind parents are interested in healthier choices for their children. “Our brightly coloured packaging and tasty limitededition �lavours offer families a healthier option at Easter.”

The leading magazine for retailers selling vape products

CHARGE YOUR VAPE SALES WITH VAPE RETAILER LE A S ON PRIL 19 A

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• Open systems price data The bestselling and most proﬁtable open-system devices

• Spotting fake and dangerous vapes Tools and tips to help ﬁght and avoid illicit vape products

PLUS All the latest product launches, including: Regional trends and sales data: E-liquids Quick Guide: Age-veriﬁcation systems Vape toolkit: Supplier directory and key terms explained

Order your copy from your magazine wholesaler today or contact Michael Sharp on 020 7689 3363 To advertise in Vape Retailer, please contact Natalie Reeve on 020 7689 3372 Follow us on Twitter: @Vape_Retailer

PRODUCTS Border Biscuits’ big refresh JASPER HART BORDER Biscuits is investing in a signi�icant refresh to reposition itself as an ‘accessible premium’ sweet biscuit brand, as it looks to tap into a £190m category opportunity. At a recent press brie�ing, the company’s managing director, Paul Parking, told Retail Express that value sales were growing by 12.7%, with 40% of the business made up of mini packs, while 60% were being led by carton formats. Overall, Border ranks as the UK’s number-one premium biscuit brand

consumed out of home, and Scotland’s number-one special treat brand. To drive this growth and tap into a £190m opportunity, it will focus on occasions it hasn’t done previously, including sharing, gifts and seasonal events. The supplier will also innovate with more ‘need states’ in mind, including mood-based options, where people want something indulgent and tasty, and portionbased options, where people are looking for something to satisfy them without being ‘too much’.

11/03/2022

15:54

Dessert-inspired vodka liqueurs REAL English Drinks Distillery has launched Pud, a range of vodka liqueurs with �lavours inspired by popular British desserts. The range is launching with six varieties: Lemon Meringue, Sticky Toffee, Apple Crumble, Chocolate Brownie, Salted Caramel and Vanilla Cheesecake. Each �lavour is available in 70cl bottles at an RRP of £24.99.

Grant Burge Wine launches B.Ink range in the past two years. ACCOLADE Wines’ Grant It will also launch a rosé Burge Wines brand is and a Chardonnay this sumextending its Ink range with mer. Accolade is supporting the launch of B.Ink. the launch of the Red Blend Intended as a new range with a campaign including of contemporary wines, the out-of-home, in-store and B.Ink range is launching social media. with a South Australian Red Tom Smith, marketing Blend, available now to condirector at Accolade Wines, venience with an RRP of £9. said: “The contemporary Accolade aims to capitalise aesthetics and opulent style on the growth of Australian of B.Ink will make it stand wines, which have risen in PRF9548 COTG March_Retail Express_150x260mm_Artwork_Press.pdf out on store shelves.” value in the off-trade by 17%

5-18 APRIL 2022 betterRetailing.com

The supplier was inspired to make the range by strong sales of its house toffee vodka at its group of pubs in the South Downs area of Hampshire. Kate Harding, senior commercial manager at Real English Drinks, said: “Pud is the perfect post-meal ‘sweet sign-off’ and could be incremental to the �lavoured vodka category.”

OPINION

12 WIN £1,000 FOR YOUR STORE , YOUR STAFF OR YO UR COMMUNITY

5-18 APRIL 2022 betterRetailing.com

RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Call Retail Express on 020 7689 3357 for the chance to be featured SCOTLAND: How do you feel about mask guidance remaining?

COMING UP IN THE 15 APRIL ISSUE OF RN

“THE vaccines are working; it is time to live with the virus and get past the pandemic. I am surprised by the announcement. I expected all restrictions to be removed. We’ve had so much to deal with as retailers recently, why are we even running a business?”

Core lines in your store: your complete guide to the key convenience lines – for now and the future

Ferhan Ashiq, Levenhall Village Store, Musselburgh, East Lothian

“ALTHOUGH it is understandable with the spike in Covid cases at the moment, it just adds another thing for retailers to be worried about. It is difficult because my staff don’t know if someone has an exemption for a mask. It is putting added pressure on the staff.” Mo Razzaq, Premier Mo’s Blantyre, Lanarkshire

Recruitment: where retailers can find great staff, and what to look for

It is now time to live with the virus

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

P&O: How will the redundancy of workers affect you? “THERE were a lot of protests near to where my store is located relating to the redundancies. We have a lot of sales from them, and I feel like it will have a real impact on local businesses in the area, who saw a lot of footfall from the workers.”

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

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I feel it will have a real impact

Samantha Coldbeck, Wharfedale Premier, Hull

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Anonymous retailer

ENERGY CRISIS: How are you trying to save on bills? “I AM considering reducing my 1,000sq ft store by half to help to reduce energy costs. I think if we are running the business in a smaller store, it will help to reduce costs and make running the business a lot cheaper.” Trudy Davies, Woosnam & Davies News, Llanidloes, Powys

“WE are halving our freezer space. We have two big freezers, and we looked at the sales on our frozen food on offer and found that we were losing a lot of money. It is more sustainable to reduce freezer space.” Avtar Sidhu, Kenilworth Budgens, Kenilworth, Warwickshire

I am considering reducing my store by half NEWSTRADE: Is home news delivery still profitable?

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

“IT is horrific what happened, with hundreds of employees losing their jobs. I think it will have an effect. During the week, I would get a lot of customers who worked on the P&O ferries, so I really feel like I will see some sort of impact because of them losing their jobs.”

It is just causing so much stress

“IT really isn’t profitable anymore; we are losing more money than we are gaining. I’ve already been considering reducing the range we offer in the store, so I think the next thing to cut is maybe our offering of home news delivery. Margins continue to decrease, and it is hard.”

Manish Mehta, Williams Newsagents, Streatham, London

“I CONSTANTLY have issues with Menzies and with them being late in delivering papers in the morning, sometimes three or four hours late. I have paper boys who normally come at around 8.30am and it is just causing so much stress with trying to deliver papers on time.” Maqsood Akhtar, Blackthorn News & Food, Rotherham

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SUPPLIER ADVICE

THE CRAFT BEER OPPORTUNITY

RETAIL EXPRESS catches up with JONNY LEECE from BREWDOG to see how his category advice helped two retailers maximise the craft beer opportunity

THE demand for craft beer continues to grow and cannot be understated. It is recommended retailers start by stocking the top 10 craft beer lines, which account for 47% of category sales. Retail Express joined Jonny Leece, head of impulse at BrewDog, to see how the two retailers he visited have got on after receiving his expert advice on becoming a craft beer destination.

AFTER

FOCUS ON KELLY BUSBY Londis Seaborn Stores, Bare, Morecambe

CHALLENGES Visibility: Craft beer products weren’t easily spotted by customers, meaning Kelly was missing key sales opportunities. Bestsellers: Kelly had a wide range of craft beer products, but was missing some bestselling products, including Lost Lager. Multipacks: Kelly has competitors nearby, so offering choice is vital, but she didn’t stock some key formats shoppers look for.

CHANGES TO DRIVE SALES Increase visibility: We remerchandised Kelly’s craft beer to drive awareness and encourage new customers to the category, increasing sales. Stock bestsellers: We expanded Kelly’s range to include Lost Lager, the fastest-growing lager brand in the top 50, and Elvis Juice. Try new formats: Shoppers are looking for multipacks to save money, so we introduced Lost Lager 10x440ml cans and our 8x330ml selection pack.

KELLY SAYS

THE RESULT

£2,618 The predicted annual BrewDog sales increase

“I REALLY enjoyed being part of the project with BrewDog and being able to refresh our craft beer offering. It’s been great seeing shoppers notice the changes and I have encouraged new customers to try new products following the introduction of Lost Lager 10-pack and the eightcan selection pack. Due to the success of the trial and the new products, we plan on making Lost Lager a permanent fixture and I will definitely be keeping the changes.”

KEY LESSONS FOR YOUR STORE

Increase visibility and drive footfall by ensuring your craft beer range is at eye-level.

Stock the top-selling craft beer lines, including Lost Lager, to cater to shopper needs.

Include a variety of formats, as one-fifth of craft beer sales come from eight-to-10-packs.

BEFORE

GET INVOLVED If you want to know how you can grow sales in your store, call 020 7689 0500

In partnership with

5-18 APRIL 2022 betterRetailing.com

Promotional feature

FOCUS ON TARSEM SINGH The Pantry Convenience Store (Premier), Oswaldtwistle

CHALLENGES

AFTER

THE RESULT

£1,220 The predicted annual BrewDog sales increase

Trading up: Tarsem had a strong range of premium lines, but they weren’t highlighted clearly, jeopardising higher basket spend. Bestselling brands: Craft beer is in growth, but Tarsem was unsure what lines, brands and flavours shoppers are looking for. Multipacks: Multipacks encourage shoppers to try something new, but they were missing from Tarsem’s range, risking sales.

CHANGES TO DRIVE SALES Drive trade up: We remerchandised Tarsem’s premium beer offering, ensuring they are at eyelevel, to drive trade up and increase spend. Brand recognition: Shoppers look for recognisable brands, so we introduced three new lines to Tarsem’s range: Lost Lager, Punk IPA and Hazy Jane. Offer multipacks: Six out of 10 cans are sold in multipacks of four or above, so we expanded Tarsem’s craft beer range to include these.

TARSEM SAYS

“I’M delighted with the 21.6% year-on-year overall beer sales increase, as well as how well BrewDog has sold due to the changes made by Jonny. I’ve realised how important it is that customers can shop the category easily and I’m thrilled they are responding positively to the changes. Punk IPA and Lost Lager have become strong sellers, and I plan to re-order both if I’m able to source them.”

BEFORE

KEY LESSONS

Drive awareness of craft beer lines by placing them at eye level, to encourage trade up.

Stock well-known craft beer brands, such as Lost Lager, for customers new to the category.

Offer a variety of formats and selection boxes, for shoppers looking to try new flavours.

1 2 3

BREWDOG’S TOP TIPS

EXPERT ADVICE JONNY LEECE Head of Impulse, BrewDog

Stock the bestsellers, including Lost Lager, which is the stepping stone into craft beer. Offer a range of formats, such as our variety box eight-pack, for shoppers looking to try something new. Shoppers look for brands they know and trust, so stock recognisable brands, such as BrewDog.

“IT’S great to see the sales impact Kelly and Tarsem have had by following our advice on maximising the craft beer category. BrewDog has the highest brand recognition (21%) within craft beer, and the results from Kelly and Tarsem show that including some of the top craft beer lines in different formats can help drive new shoppers to the category, boosting sales.”

SUPERCHARGE YOUR CRAFT BEER RANGE

Scan the QR code to the right for a downloadable PDF with more advice and tips, and to find out more about Kelly and Tarsem’s stores

LETTERS

5-18 APRIL 2022 betterRetailing.com

Alan Mannings

Letters may be edited

Shop on the Green, Chartham, Canterbury

HFSS will affect us all I RUN a store that’s 550sq ft, and one of the things that I will be looking at over the next few months is how I can get the most out of the space I have. We’ve got areas within the store where we have a lot of wasted space, so we’re going to start working with Londis to see what we can create to do better. There are so many retailers out One of two leading retailers there who are so shares advice on how to make innovative and do your store rise to the top incredible things within the space that they have. I don’t know where they get their ideas from. It’s incredible. We’ve got a new business development manager and he’ll be coming in soon and we can start working together. For starters, we have a cash machine that brings in little income, so we want to remove that and put shelving there instead. With the way things are changing at the moment, it’s never been more important to make every penny out of every inch of the shop. We want to put in a higher counter so we can create more space and put more things near the till. But we won’t be putting chocolate there because of the incoming HFSS legislation. We already don’t have chocolate at our counter. Instead, we have fresh goose eggs and duck eggs. We have fresh baguettes that we bake in the morning and then sell throughout the day. And then we also stock things we’re trying to sell off. I’m thinking about HFSS at the moment because, even though our store won’t be actively affected by the new legislation, it will still be affected, and things will have to change. This is what it will be like for all stores, regardless of whether they come under the restrictions or not. Retailers with stores smaller than 2,000sq ft shouldn’t just assume that it will be business as normal for them once the legislation comes into practice. There will be an indirect impact for them as well because suppliers and wholesalers will change their approaches and they’ll change their deals. They’ll be thinking of all stores in the same way as though they’re the same size, rather than just different-sized stores. Even though our store isn’t affected, I think it will see its offer altered because of HFSS. We will work with the suppliers and, as they change their deals, we’ll change with them. It’s always better to work with suppliers in this way because some of them are very creative.

RISING

STAR

‘I’m not happy with Booker’s response on single-pick’

I READ your piece about Booker de-listing singlepick lines and saw Booker’s response saying there had been ‘no changes to processes’. What absolute rubbish. It implies stores can still go into depots and get access to things like single chocolate boxes. We’re a small, seasonal store, so outside of peak

and key gifting seasons, having access to stock that re�lects our rate of sale is key. First we sold Cadbury’s Milk Tray, Celebrations and Heroes, but then singlepick at our Booker depot in Paignton disappeared, so we moved over to Roses, then they moved over to ‘cases only’, too. There are now posters on Booker’s shelves stat-

ing ‘cases only’ and telling retailers ‘please do not open any cases’. I can only suspect that these have been put in place because retailers unaware of the change are bringing them to the checkouts, and the single line barcodes are still registered on Booker’s tills. I asked the store manager about it and he even con�irmed that there had been a

change on single-pick items. Jason Byrne, Kingswear Post Of�ice, Devon A Booker spokesperson said: “Having listened to customers and following a trial, a small number of categories, such as long-life cakes and seasonal boxed confectionery, are now available in cases only to improve on-shelf availability for all.”

COMMUNITY RETAILER

OF THE WEEK

Ravi Raveendran, Colombo Food & Wine, Hounslow

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TO ENTER Fill in your details at:

betterRetailing.com/competitions This competition closes 3 May 2022 Editor’s decision is final.

LAST month, I was distributing soft drinks and food to the needy in partnership with the Open Kitchen charity and my local councillor. We had won a lot of stock as part of a competition and I thought it’d be better to give the prize to those in need. We wanted to support local people. Some came on their own and some came as part of a family. There is a section of people who are living near us and who are less fortunate, but they aren’t being noticed. They came throughout the afternoon and it was rewarding to provide them with this support.

Get in touch

@retailexpress betterRetailing.com facebook.com/betterRetailing alex.yau@newtrade.co.uk 020 7689 3357

High Fat Sugar Salt (HFSS) legislation is coming*, and we are here to help

Look out for this logo

HFSS. We’ve got it covered.

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

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HFSS restrictions to come into force in October 2022

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CATEGORY ADVICE BEER & CIDER

BREWING UP A SUMMER CELEBRATION There are new trends and product launches within beer and cider. CHARLES WHITTING finds out how retailers can take advantage of this over an event-filled summer

THE IMPORTANCE OF VALUE THIS SUMMER WITH restrictions lifted and the on-trade back open, retailers are increasingly turning back to deals and price promotions to encourage sales of their beer and cider. Costs are also rising across multiple facets of society, so appealing to people’s wallets is an avenue that retailers should think about. “People will be looking at budgeting and that value angle,” says Arfan Sabir, from Baneswell Express in Newport. “Before the pandemic, I did eight pints for £10 and we had a big poster

up for the store. During the pandemic, the pubs were shut, but the demand was there and it was a chance for me to make money, so I got rid of it. But now I might bring it back. If it’s a nice day and prices have gone up 30p a pint in the pub, then people will prefer to spend time at home or in the garden.” Offering promotional deals on beers and ciders, especially this summer as people look to enjoy themselves in their gardens, could make a big difference to sales. “There are going to be

changes in the way value works with regard to inflation,” says Dave Hiscutt, from Londis Westham Road in Weymouth, Dorset. “Three for £5 always worked strongly for us before the pandemic. I struggle to sell bottled cider unless it’s on offer. “It’s important to have those types of deals as it keeps the volume coming through. But the viability has to be considered. It costs me money to chill the beer, so I’ll have to take that into account. We may move to three for £6 this summer.”

5-18 APRIL 2022 betterRetailing.com

NEW

Refreshing the lager category Unlocking a £315m opportunity*

SCAN TO FIND OUT MORE OR VISIT WWW.STARRETAILER.CO.UK Enjoy Heineken© Silver Responsibly

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CATEGORY ADVICE BEER & CIDER

PROMOTING YOUR BEER RANGE THIS summer is a big opportunity for beer and cider sales, so retailers need to start promoting their products early to get into people’s minds ahead of back-garden barbecues and summer sporting events. Building a complete package of an offer, with snacks, barbecue meats, soft drinks and even sun cream, can build a picture of a fun sunny weekend in people’s minds while they’re in your store. “Spring and summer 2022 will deliver more beer sales

opportunities than ever for convenience retailers. As well as the barbecue season and nights in with friends, there are more bank holidays this year, with the addition of the four-day Platinum Jubilee holiday,” says Matt Woodhouse, drinks marketing manager at at Badger Beers. Making sure all your beers are chilled can be costly, but it does make them more appealing to customers, while promotional deals, PoS material and social media will

new releases Heineken Silver Heineken has released a premium lager for Gen Y and Gen Z drinkers, who are looking for “more subtle, refreshing and accessible beers”. Silver, which has a 4% ABV, is made using an ice-cold brewing process at -1°C for a crisp flavour and subtle finish, with a low bitterness. Thatchers Blood Orange This latest launch from Thatchers has been unveiled in 500ml bottles and 440ml cans. It is aimed at 18-to-39year-old cider drinkers, 95% of who are excited about new flavours in fruit. The cider is made with dessert apples, Braeburn, Fuji and Gala, as well as blood orange flavour. It has a 4% ABV. Vocation’s low-ABV beers Vocation has launched three new lower-alcohol beers – Lower Altitude, which is a 2.8% table beer; Big Squeeze, a 4% mango pale ale; and Permanent Vacation, a 1% beer made in collaboration with Mash Gang, a craft brewer that specialises in no- and low-alcohol beers. “Sometimes a lower-ABV alternative is needed but with the same big-personality flavours,” says Rick Stenson, managing director at Vocation Brewery. Brothers Cherry Bakewell Brothers Cider is expanding its range with the addition of Cherry Bakewell. It is available in 330ml and 500ml bottles, is vegan-friendly and gluten-free, and has a 4% ABV. “As consumer demand for innovative flavours continues to increase and with cherry flavours trending, Brothers’ newest launch offers consumers a first-tomarket twist that is set to drive excitement,” says Nicola Randall, senior marketing manager at Brothers. Strongbow Ultra Dark Fruit Heineken has launched Strongbow Ultra Dark Fruit, a 4% ABV fruity cider that has 95 calories per slimline can. It is aimed at 18-to-40-year-olds.

all have impacts on your customers. With so many largescale events happening this year, it is important to get in touch with suppliers and wholesalers to find out what activity they are planning and how they can help you and your store to promote your beer sales. While Arfan Sabir will work with suppliers ahead of this winter’s FIFA World Cup, there are also many summer events, such as the Platinum Jubilee, that retailers can get behind.

5-18 APRIL 2022 betterRetailing.com

big SUMMER trends New flavours “The cider category continues to evolve with new flavours and varieties to meet changing tastes and trends. For example, we have noticed a shift towards more refreshing flavours, with citrus ciders in volume growth during the past 12 months,” says Kevin Fawell, off-trade sales director at Molson Coors Beverage Company. Lighter beverages “Our research shows growing popularity for premium and lighter-style drinks, particularly among Gen Y and Gen Z drinkers who are looking for better quality beverages while also moderating their alcohol intake. As lager under-indexes with Gen Y and Gen Z drinkers, there’s an opportunity to add lager to their shopping baskets,” says Alexander Wilson, category and commercial strategy director, off-trade at Heineken UK. Sustainability “Sustainability is a priority trend for all categories, with 67% of UK consumers saying sustainability is important to them when choosing food and drink, and 70% would be more likely to purchase a beer made in a sustainable way,” says Alex Dullard, head of customer marketing at BrewDog. “With 40% of the population drinking once a month or more, there is the prospect that a sustainable beer offering will not only drive existing frequency, but could also potentially grow overall penetration. Sustainability was identified as a key reason to purchase when developing Lost Lager.” Low- and no-alcohol “As consumers are looking to make healthier and smarter choices, we are starting to see more products calling out their added benefits, especially ‘low alcohol’ given the amount of people who are choosing to drink less alcohol,” says Calli O’Brien, marketing controller at Aston Manor Cider. “The increase in popularity of lowand no-alcohol options among teepartial and teetotal drinkers is a trend that is set to continue, as more people choose to moderate their alcohol intake or upgrade from their regular soft drink.”

AVAILABLE ON 4 PACKS

CATEGORY ADVICE SUMMER REMEDIES

SUMMER REMEDY SALES

WHAT PRODUCTS TO STOCK

With nearly half the UK now thought to suffer from hay fever, JASPER HART looks at how retailers can cater to all medicinal needs this summer

condition is growing. A recent study from charity Allergy UK and Kleenex found nearly half of the UK population may suffer from hay fever, almost double the number previously thought. “Hay fever was formerly understood to affect around 1013 million people in the UK, roughly 20-30% of the population,” says a Kleenex spokesperson. “However, the new study suggested over a third of people had developed symptoms in the past five years.” According to Matt Stanton, head of category and insight at DCS Group, 73% of allergy

can go hand in hand with allergy relief. “The pandemic caused an incredible increase in demand for hygiene products in the facial tissue category, and as such, Kleenex now accounts for 57% of the overall facial tissue category, up 2.9% year on year,” says a Kleenex spokesperson. As people return to moving around more, retailers should consider the ease of consumption of the remedies they offer, depending on how on the go their customers are. “As a result of the pandemic, we are also seeing consumers favour products in formats that provide a hygienic application when on the move, such as topical application through nasal sprays,” says Claire Campbell, brand manager for Olbas and Earex at Lanes Health.

RETAILER

OPPORTUNITIES WHILE Covid-19 remains in the public consciousness, people are steadily shrugging off the restricted lives they have led in search of a return to prelockdown normality. However, regular illnesses and allergies continue to persist, with the summer months giving rise to particular trends that retailers would do well to look out for. Not only is it now thought that more people are hay fever sufferers than previously recorded, but also hay fever season is getting longer, meaning the importance of highlighting remedies to this

WHILE the shop for summer remedies is often a reactive one, it is one often driven by particular brands. Key players, which Terry Caton, of Londis Chatsworth Road & Post Office in Derbyshire, and Sue Nithyanandan, of Costcutter Epsom in Surrey, stock, include Piriteze, Benadryl, Sudafed and Optrex, although Nithyanandan makes sure to stock a value range as well for price-conscious shoppers. Alongside these seasonal staples, Stanton recommends stocking products that help with adult and children’s pain relief, and cold and flu remedies, which remain important as athome treatments for mild Covid-19 cases. This brand-led shopping also extends to tissues, which

VIEW

remedy sales happen during hay fever season, which normally runs from March to August, but the pollen season is increasing in length and in-

tensity due to climate change, so retailers should bear this in mind when considering their medicine ranges in the warmer months.

Sue Nithyanandan, Costcutter Epsom, Surrey “WE are already seeing an uplift this year with sales of Piriteze and Benadryl. Whatever brands we are allowed to sell within convenience, we stock. Shoppers come when there’s a need, it’s like a distress purchase – people who are on the go and feeling sniffly buy remedies, it’s not something people stock up on unless they’re always prone to it. “We have a clearly signposted medicines area behind the counter. You can’t sell certain products to young people, so we prefer to keep it that way. “We’re selling more medicines all year round. I don’t know if it’s because surgeries are telling people to buy more over the counter, but we’re selling a lot more products for heartburn and indigestion, such as Gaviscon.”

5-18 APRIL 2022 betterRetailing.com

SHOPPER MISSIONS DCS Group’s Stanton says 41% of allergy remedy shoppers are on a distress mission, and as there are more people than previously thought developing symptoms, these missions will increase. Convenience stores are places where shoppers look for medicines in a reactive capacity. “If there’s going to be a shortage, we know people with regular allergies will buy in advance, but that’s the minority,” says Caton.

“The majority respond to the issues they have, whether that’s a bite or the sniffles.” Caton has responded to shopper demand for Optrex eye drops by including it in his summer pre-sell. This need-driven shopping can be an influence on a retailer’s range – shoppers looking for a fix will spend what they need, so recognised brands play an important role in healthcare ranges. However, Stanton says it’s important to keep an eye on

prices as the cost of living increases to maintain competitiveness. Depending on your shoppers, there are different types of relief for the key summer ailments. “There are two types of allergy tablets,” says Stanton. “One-a-day tablets build resistance over time, but are slower to take effect. Instantrelief tablets start working in as little as 15 minutes. Stocking both will help drive incremental sales.”

WHERE TO STOCK THEM RETAILERS face a choice when it comes to stocking their summer remedies. As they are medicinal products, shoppers may look for them among toiletries and evergreen healthcare products. Caton keeps his products in a dedicated area alongside cold and flu products. However, the counter is another viable location for summer remedies – provided it’s well signposted to cater to the distress nature of the purchase. A behind-the-counter display is Nithyanandan’s preferred course of action, which she partly attributes to the age-sensitive nature of some medical products. The counter is also a good place for handwash products, which are still seeing high sales: at the end of 2021, handwash sales were 45% higher than two years ago, de-

spite being down 36% on the previous two years. However, to have confidence in sales behind the counter, retailers should identify their top sellers and give them prominence to allow shoppers to make their purchases as quickly as possible. “Visibility is key, as shoppers will stock up on impulse,” says Stanton. “While many retailers like to display medicines behind

the till, we recommend they are displayed on the main shop floor wherever possible, making them easier for shoppers to find. “Stocking medicines and healthcare products behind tills creates purchase barriers, as shoppers need to ask for them. If you need to keep them behind the till, make sure the price is displayed clearly so shoppers don’t need to ask.”

CATEGORY ADVICE TOBACCO

5-18 APRIL 2022 betterRetailing.com

THE TOBACCO SHIFT TO VALUE Suppliers are reporting a shift to value lines within tobacco, but what does this mean for retailers? TAMARA BIRCH finds out

key stat

£15.6bn The value of tobacco in the UK

THE DEMAND FOR VALUE WITHIN the tobacco market, there is almost a 50/50 market share split across factorymade cigarettes (FMC) and roll-your-own (RYO) categories – at 53% and 47%, respectively, according to Duncan Cunningham, UK corporate affairs director at Imperial Tobacco & Blu. The supplier has reported a noticeable shift towards lowpriced propositions across the entire category. Cunningham says: “The lower price tiers now account for most sales, with the sub-economy segment making up 63% share of FMC, and the econ-

omy segment accounting for 51% of RYO, with both value segments growing at 4% year on year.” This shift towards value will only grow, as the national insurance and energy hikes have now come into effect. But, while shoppers are concerned about these rises, many will find other ways to get the products they want or will simply shift to another brand. Samm Orgar, from Orpins Stores & Post Office in Ashford, Kent, has noticed this change also. “People are just buying the cheapest brand they can find,” Orgar says.

“They’re not choosing from across the range like they used to. Before, everyone had their own brand, but now they’re buying our cheapest line, which is B&H Blue.” “Retailers need to be prepared to cater to this change, given the value of tobacco shoppers in terms of the wider sales they generate in store,” adds Cunningham. “Tobacco shoppers have an average spend of £19.60 versus nontobacco at £11.40, and they also visit more frequently, averaging 2.9 visits a week in comparison to 2.5 for other shoppers.”

Ross Hennessy, sales vice president at JTI UK, echoes this and says: “Price remains a key factor for adult smokers. “Within the RYO category, value RYO is the leading sector with a 53.6% share, so retailers should stock up on products, such as Sterling. Also in demand are value FMC brands, such as B&H Blue.” Alongside RYO tobacco, accessories will be in demand. When a shopper buys from the RYO tobacco range, ask if they need papers, such as Rizla, or Swan flavour fusion cards or filters, such as Swan Slim and Extra Slim.

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CATEGORY ADVICE TOBACCO

STAFF TRAINING “TALKING to your customers is important, especially with tobacco customers,” says Alastair Williams, country director at Scandinavian Tobacco Group UK (STG UK). “These customers may be the most loyal you have, so it makes sense to treat them accordingly.” Confidence within tobacco is key, so make sure your team and managers are aware of

what’s in stock, what’s available and include information on pricing – as this will be (if not already) a common request from customers. Williams also recommends training your teams on lines likely to be popular in summer. He says: “With spring here and summer on the way, some of your adult tobacco customers may start to think about larger-

format cigars to enjoy in the sunshine, so ensure your staff are equipped with the knowledge to have those kinds of conversations.” Imperial’s Cunningham, however, suggests utilising sales reps visits to boost knowledge that can be passed on to teams. “Retailers are a hugely important route to market for us, representing a

significant proportion of our sales,” he says “As such, we continually invest in supporting retailers so they can make the most out of our products with sales and trends advice, promotions, store visits and in-store furniture.”

key stat

£6.4bn

The value of tobacco in independents and symbols

BEING A RESPONSIBLE RETAILER BEING a responsible retailer is more than just applying Challenge 25 on tobacco transactions. It is having the processes in place to ensure stores abide by the law. For example, do you have a refusals log staff can look at to show who’s underage, attempted to use a fake ID or was unable to provide one? If you do, how regularly do you and your team check it? If you don’t, JTI’s fiscal and regulatory affairs manager, Ian Howell, recommends you introduce one. He says: “JTI recommends maintaining a log of refusals to be updated by staff, which is checked and signed weekly. “We also recommend displaying prominent signage in your store about age-restricted products, to remind customers and staff about the ‘No ID, No Sale’ policy. “Finally, carry out refresher training for your team every month to ensure all staff remain mindful of the policy and their responsibilities.” In 2020, JTI worked with the Independent Achievers Academy to help Agnelo Desousa, of Trinity Food & Wine in Laindon, Essex, become a more responsible retailer.

Speaking about the results, Desousa says: “We’re recording all sales where ID is requested now, as well as any refusals. “We check the log and sign it weekly, too, which has made us more organised and aware of underage sales.” Imperial’s Cunningham adds: “Retailers must implement a verification policy and demonstrate a process is in place to make sure nicotine products are only marketed to and used by adults. “We encourage retailers and their staff to familiarise themselves with Challenge 25 policies to ensure age verification on all tobacco and vape-related sales.” Orgar moved her tobacco range below the tills to keep it out of site from underage consumers. “The legislation of closed doors was great because it meant kids couldn’t see it and be tempted when they’re older,” she says. Aside from Challenge 25, helping suppliers and other convenience stores tackle the illicit trade is vital. “We urge all retailers to continue reporting anybody they believe to be selling illicit tobacco,” says Howell. “They can contact HM Rev-

enue & Customs’ Fraud hotline on 0800 788 887, trading standards via the Citizens Advice consumer helpline on 0808 223 1133 or Crimestoppers on 0800 555 111.” Retailers can also use JTI’s microsite, jtiadvance.co.uk/ DontBeComplicit, and use the site’s ‘report’ function. If you’re unsure how to be a more responsible retailer, reach out to your sales reps for advice. JTI, for example, recently announced the transition of its sales force to business advisers who are allocated smaller, dedicated catchment areas where they will be responsible for every trading channel within it, from independents to key multiple grocers and wholesalers. Retailers can also sign up to Imperial’s Ignite app. “Our Ignite app is another great resource and allows retailers to keep up to date with the latest news, information and training opportunities to help them perform at maximum efficiency,” says Cunningham. “It includes a wide range of tools and advice, including incentive articles, downloadable PoS, product information and top tips on how to increase sales in store.”

5-18 APRIL 2022 betterRetailing.com

MERCHANDISING EFFECTIVELY TOBACCO is heavily affected by legislation, which is no secret. The challenge for many with a legislated category is ranging and merchandising effectively. “We strongly recommend retailers take it back to basics,” Cunningham explains. “Focus on getting the fundamental elements of effective retailing right.”

By this, Cunningham means retailers should ensure any tobacco range links to key trends, such as the rising demand for value and meets the needs of their customer base. “No two stores are the same, so it’s important to take time to consider what customers are buying most frequently, or not buying at all, and then adapt-

ing the range accordingly,” Cunningham says. Think about what your customers are buying more and focus on building a strong range within this. For example, if RYO tobacco experiences the highest sales, then offer a wider range of filters, papers, flavour cards and lighters. “If you have more cigarette

shoppers than RYO, try offering a smaller RYO range and focus your accessories range on lighters and flavour cards,” says Cunningham. For cigar shoppers, make sure your range includes a selection of the top brands. Many are brand loyal, so talk to shoppers about what they’d like you to stock.

SUPPLIER

VIEW

Duncan Cunningham, UK corporate affairs director, Imperial Tobacco & Blu “As more value-conscious consumers shift towards RYO products, this presents new sales opportunities for tobacco-related accessories. In order to tap into this trend and take advantage of the incremental sales on offer, retailers should make sure they’re fully stocked at all times with filters, papers, lighters and other flavouredrelated innovations, such as Rizla Flavour Cards and Rizla Polar Blast Crushball filters, to cater to the rising number of consumers buying into the RYO segment. “A RYO brand that is a must-stock for any retailers tapping into the value trend is Riverstone. The range was recently repositioned to sit within the rising economy RYO segment alongside JPS Players, with its 30g and 50g pouches also priced at £12.95 and including papers and filters for the ultimate in convenience.”

RETAILER

VIEW

Hardeep Nahal, Pedmore Convenience Store, Stourbridge, West Midlands “IN my area, I’m noticing more of a shift from a premium to a budget range. The price of cigarettes these days is incredibly high, especially when B&H Blue tastes just as good as B&H Silver. “The other thing I’ve noticed is as soon as disposable vapes entered the market, people started to smoke again because they needed a higher nicotine kick. They’ll think ‘my device is out of battery, so I’ll buy a pack of 20’. “You can’t promote tobacco as much from a legal perspective, but people who smoke ask anyway. I’ve stocked them in drawers, just behind the till. The gantry is a waste of space for tobacco, in my opinion. We need it for alcohol, particularly spirits. We’ve now dedicated three metres to them and they’re selling well.”

For Tobacco Traders Only

CATEGORY ADVICE TOBACCO

THE CIGAR AND CIGARILLO OPPORTUNITY “THE retail value of cigars increased has increased by 18.8% over the past year and now stands at just over £287m,” says STG UK’s Alastair Williams. “Cigar volume in the same period has also increased significantly, growing by 21.8% to 428.9 million cigars, underlining the growing importance of the category to retailers.” Cigar shoppers tend to be brand loyal, but according to Williams, shoppers are looking for a wide variety. “Some

will be looking for value, so point them in the direction of a good-quality value brand, such as Moments,” he says. “Others will be looking for flavour, while others will want a bigger cigar to enjoy.” Some shoppers may even be switching towards cigarillos. Williams recommends talking to your customers to find out what they want. Meanwhile, the cigarillo market has also experienced strong growth and is now worth £8m per month.

Mark McGuiness, head of marketing at JTI UK, says: “Cigarillos is the leading and fastest-growing cigar category, with a current marketing share of 46%, up from 39.9% at the start of last year.” The supplier’s Sterling Dual Capsule Leaf Wrapped commands a 92.7% share of the UK cigarillo market and includes a mentholated Virginia blend tobacco and capsule that, when crushed, releases a peppermint flavour. Also,

SUPPLIER

VIEW

retailers could trial STG UK’s Signature Action, formerly Signature Dual, which is a peppermint cigarillo.

key stat

18.8%

The growth in retail value of cigars over the past year

Alastair Williams, country director, Scandinavian Tobacco Group UK “Cigarillos and medium-to-large cigars will continue to grow in importance, so retailers should stock the right brands to meet consumer demand. But let’s not forget it is miniatures that are the engine room of the category, so ignore top brands, such as Signature, at your peril. “In terms of merchandising and ranging, it’s more important to stock the right range rather than a broad range as the top 10 cigar brands account for more than 90% of sales. And as cigars are exempt from plain packaging legislation, we recommend retailers stock them on the middle shelf where they are visible when gantry doors are opened, and more likely to be purchased by adult smokers who can see them.”

top tips

Work with suppliers Many suppliers have trade websites that enable them to increase their knowledge or provide tools for training staff. STG UK, for example, has its trade website, stgtrade.co.uk, or retailers can contact their sales rep or email enquiries.uk@st-group.com. JTI UK also has its JTI Advance platform. Retailers can visit jtiadvance.co.uk to find out more. Have strong availability “Through stocking a full range and maintaining good availability of products, retailers and their staff can provide a successful offering and service to their customers without them having to shop around,” says JTI UK’s Ross Hennessy. Stay up to date with legislation “Retailers should make sure they are fully compliant with all relevant regulation and ensure staff receive regular training on responsible retailing,” says Imperial Tobacco’s Duncan Cunningham. “Resources including staff training and free in-store materials are available online, including on the Challenge 25 website. All Imperial reps are able to support any retailers who want to ensure they are operating responsibly, offering advice, support and recommendations.” Focus on value Rising costs are going to continue to go up, from energy and fuel prices to the cost of everyday goods. This means shoppers have little choice but to buy cheaper lines, suggesting RYO lines and tobacco accessories will be in higher demand. To cater to this, maintaining availability on these lines will be vital.

betterRetailing.com

PAID FEATURE BAT UK

5-18 APRIL 2022 betterRetailing.com

In partnership with

BE A RESPONSIBLE RETAILER

BAT UK talks to RETAIL EXPRESS on the youth access prevention scheme and how retailers can ensure they’re being a responsible retailer

YOUTH ACCESS PREVENTION BAT UK’S tobacco products, Vuse and Velo, are for adult smokers and nicotine users only, and BAT UK does not want anyone under 18 to access them. BAT UK fully supports the laws around legal minimum age and ensures this is made clear to their customers and trade partners at every opportunity, from packaging, to their limited flavour range and how each product is marketed. Verify is BAT UK’s youthaccess prevention (YAP) programme, where retailers are provided with display materials, information and training on how to prevent its nicotine products, including tobacco, vapour and nicotine pouches from being accessed by those under 18. A person who sells a vaping product to someone under 18 commits an offence. The owner of the business and staff mem-

ber who made the sale can be held responsible. BAT UK created Verify to give support and practical information to retailers and staff to ensure everyone is playing their part to prevent youth access to nicotine products. The Verify online training can be completed in less than five minutes and can help staff to understand minimum age requirements for the sale of nicotine products and learn how to properly verify someone’s age. Training can be accessed by visiting vapermarket.co.uk/verify. BAT UK recommends encouraging your staff to get verified. BAT UK believes all those in the industry, from manufacturers to retailers, have a moral responsibility to ensure everything is done to prevent an underage person from accessing a nicotine product.

top tips Some people under 18 look older than their age. That is why it’s important to ask for a valid ID if retailers think a customer looking to purchase a nicotine product is under 25. If this happens, retailers should:

SEEK proof of age before purchase of any nicotine product. Always check if you’re unsure.

ENSURE any ID provided is a valid ID. Valid forms of ID include passports, driving licences, proof-of-age cards that carry the PASS hologram (such as Young Scots cards) and EU national identity cards.

REFUSE the purchase if a customer is under the age of 18 or if they do not produce a valid form of ID.

If retailers have any questions about Verify or need more PoS materials, please contact your local BAT UK trade representative or visit vapermarket.co.uk/verify

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RECRUITMENT RETAIL EXPRESS looks at how retailers are finding staff members for their stores

We’re finding it much harder to find staff these days. How are retailers finding and hiring the right staff members for their stores? – David Sellers, three Nisa stores in Yorkshire

Randip Kaur, M&R Stores, Longlevens, Gloucestershire

“I TEND to look to the local community. I prefer to give jobs to the people who are coming into my store and giving me business, before looking outside. If they’re working for me and getting paid and then spending that money in my shop, that’s better for me. I talk to customers and look to see which people are honest from talking to them and getting to know them. I have seven paperboys and four members of staff in total. “If they have done a paper round for me in the past, I’ll hire them into the store. It’s hard for youngsters to go out and get experience at the moment and they’re going to �ind it hard to get a job. I gave one boy a job and it’s helped him working with me. Hopefully he’ll be getting an apprenticeship soon. We do our training on the job. I’ve had a few who haven’t turned up or cancelled last minute. I can’t help them. It’s up to them to help themselves. I’ll then be honest when I pass on the reference.”

Peter Bhadal, Londis Woodhouse Street, Leeds

“RECRUITMENT has been dif�icult for us in the past couple of years, particularly long-term, sustainable staff. Retail isn’t regarded as highly as other jobs for pay, prestige or progression. I do initiatives and offer opportunities to change the attitude towards retail and independents, but it is dif�icult. I look to move staff members up the chain, �ind where they are within the structure of the business and give them more responsibility. “We have posters we put out that detail the kind of person we’re looking for: �lexible, hard-working and looking for longterm work and the chance to learn and develop skills. I have looked at indeed.com as a platform, but it’s hard to put across our case compared to the multiples. You must advertise the incentives – living near a store, for example. There are bene�its to working in a local, independent store and you have to change that perception.”

Kash Nijjar, Costcutter Berwick-upon-Tweed, Northumberland

“IT’S tough at the moment in every type of business. Make sure you know your employment law. As an employer, you have a responsibility to know everything about your business before you start trading. Take a crash course in employment law because if you don’t know anything, you stand to land yourself in a lot of bother, whether it’s employing or getting rid of staff. If you don’t let someone go the correct way, you open yourself up to a tribunal. “We give staff members a trial period, but you have to let them know it’s a trial, with some kind of contract. We’re looking for lots of things – you have to be a certain age to serve alcohol, for example. And while inexperienced staff members might seem cheaper, you might have to pay another staff member to watch over them. I’d rather pay a higher wage for someone experienced and then do without any headaches.”

In the next issue, the Retail Express team finds out how retailers reduce and report crime in their stores. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk