CATEGORY HALLOWEENADVICE&BONFIRE NIGHT32 SEPTEMBER betterRetailing.com CHARLES SMITH finds out how Halloween and Bonfire Night can be major profi generators for independent retailers GENERATINGSPOOKYSALESTHISAUTUMNBonfireNightrstexcusessincewhichwillrisenightsin.Butretailerslookingcapitaliseonneedbewarehighsalt(HFSS)legislation.cially,storesmorethanareas,withinmetresdisplayHFSSitemswithintwoaspartandonislandunitswithnentwithinrestrictedButconten-tious.confirmedinLondisandworkthathardHFSSlines.suppliersofaf-categoriestheirrangesproductsfromrestrictions.Snackshavedownloadableguides,Inter-nationalofferingconsulta-withrecentsurveyVanThree-quartersallocate plan to Halloween, 2021, and tend to go trick-or-treating.PVM’s researchersspendfor Halloween, ly one customers will started planning celebrations this should HOW THIS HALLOWEEN WILL BE DIFFERENT P32 HALLOWEEN How to prepare your store for the profitable seasonal period 6-19 SEPTEMBER 2022 STRICTLY FOR TRADEUSERSONLY RETAIL CRIME P2 P30 How to capitalise on growing demand for cold and flu medicines this year Stores warned to be vigilant against thieves using TikTok in shoplifting trend P4 WHOLESALE Eden Farm Hulleys responds to delivery issues experienced by customers WINTER REMEDIES P3 • Independent retailers fear for survival this winter as energy crisis expected to reach breaking point • Expert reveals last-minute tips on how to cut costs and keep trading IS FORTHETHISENDLOCALSHOPS?
Freshways managing director Bali Nijjar said Freshways had an “exponential energy cost increase” from 1 September with rates changing from 15p per kilowatt hour to 40p perSimilarly,kilowatt.Wells Farm Dairy also announced price rises for retailers.
Maks shows that you don’t need make major changes to move with the times. And it shouts about the fact it’s been in the area for nearly 40 years. The next time you update your store, it’s worth examining how you can update existing areas for a new audience.
FRESHWAYS has increased bread and milk prices due to rising supply and energy costs. The supplier said its milk prices will increase by 7p per litre, while bread will increase by 9p per large loaf and 5p on each pack of morning goods.
DURING the August bank holiday weekend, I discovered a newsagent in east London who is a prime example of how to maintain the older values of an independent store, while adapting to changing surroundings.
Milk price rises PO remuneration Seasonal shortages
CHILDREN and teenagers are being encouraged to steal from shops as part of a new social media craze called the TikTok ‘shoplifting challenge’. The craze, where thieves post videos of what they have stolen from shops, is being uploaded on TikTok, a website specialising in short videos. North Leicestershire Police con�irmed a number of shops in the area had been hit by the craze last month. In April, Hereford Business Improvement District con�irmed 15 shoplifters attempting the craze had been deterred. Meanwhile, a similar TikTok trend called ‘borrowing’ provides shoplifting tips. Advising on how to steal from a ‘corner shop’, one post seen by Retail Express recommended bringing a friend to help distract the Withinretailer.a30-minute period, Retail Express found four videos posted under the ‘borrowing’ and ‘shoplifting challenge’ trends. The posts have since been removed after Retail Express alerted TikTok to them. According to its community guidelines, moderators are used to monitor posts, with 96% of unauthorised posts removed within 24 hours. A TikTok spokesperson told Retail Express: “TikTok does not condone this behaviour, which violates our policies, and content will be removed if found on our platform.”
THE Post Of�ice has announced a ‘signi�icant’ package of remuneration for subpostmasters during the cost-of-living crisis.
On the outside, Maks News – which has been run by the same family since 1988 – looks like a traditional newsagents. Based near one of London’s busiest tube stations, the shop has lots of passing footfall and benefits from a busy crowd visiting a flower market outside every Sunday. It’s been one of the more permanent fixtures on the street, as the owners have seen plenty of trendy cafés and posh furniture shops open over the decades. This is also a testament to how important Maks is in the local community.Onceyou step inside the store, it’s immediately obvious how the retailer has adapted the range to meet the demands of an everchanging customer base. The magazine range, for example, includes specialist fashion and lifestyle titles that appeal to the younger professionals who live nearby. You’d also think it would face tough competition with food to go from the cafés nearby. However, it has managed to create its own successful food-to-go range, selling croissants that are baked every day and fresh coffee alongside newspapers.
41,206 Audit Bureau of Circulations July 2021 to June 2022 average net circulation per issue Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler. Published by: Newtrade Media Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600 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. Subscribe online at overseasprint/retail-express.newtrade.co.uk/our-products/1yearsubscription:UK£65;(EU)£75;overseas(non-EU)£85 Retail Express’ publisher, Newtrade Media, cares about the environment. News reporter Noemi 07597@NoemiDistefano_Distefano588955 For the full story, go to andbetterRetailing.comForandbetterRetailing.comsearch‘PostOffice’thefullstory,gotosearch‘RoyalMail’ For the full story, go to andbetterRetailing.comsearch‘Freshways’ say For the full story, go to andbetterRetailing.comsearch‘seasonal supply’
Acting editor Alex 020@AlexYau_Yau76893358 Editor – news Megan 020@MeganHumphreyHumphrey76893357 Editor in chief Louise @LouiseBanhamBanham Senior features writer Priyanka 020@PriyankaJethwa_Jethwa76893355 Features editor Charles 020@CharlieWhittin1Whitting76893350 Deputy insight & advertorial editor Tamara 020@TamaraBirchNTBirch76893361 Production editor Ryan Cooper 020 7689 3354 Sub editor Jim 020Findlay76893373 Sub editor Robin Jarossi Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380 Junior Designer Lauren Jackson Production coordinator Chris Gardner 020 7689 3368 Head of marketing Kate Daw 020 7689 3363 Senior directoraccount Charlotte Jesson 020 7689 3389 Head of commercial Natalie Reeve 020 7689 3372 Business delivery manager Ifzal Afzal 020 7689 3382 Account manager Marie Dickens 020 7689 3366 Senior Account managers Barry Lavis 020 7689 3372 Lindsay Hudson 020 7689 3366 accountantManagement Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3388 Head of digital Luthfa Begum 07909 254 949 sayour Alex actingYau,editor How to adapt, but with minimal disruption Strike opportunity YOU CHANGESMAKENEEDDON’TTOMAJOR INDUSTRIAL action announced by postal workers has given Collect+ stores the opportunity to earn extra commission by handling Royal Mail sealed bags. According to a letter to stores from Collect+, retailers can earn £1.50 commission on each Royal Mail sealed bag handled. A Collect+ spokesperson said:
The company’s chief executive, Nick Read, con�irmed it will double the transaction payment to subpostmasters per banking deposit, as well as pay a fee for each £100 of any cash withdrawal over £500. An acceptance payment for click and drop letters will also be introduced, and the payment postmasters receive for all payout transactions will double for this �inancial year.
RETAILERS are facing cutbacks on seasonal displays amid a shortage of stock in the run-up to Halloween and Christmas.Suppliers and wholesalers have told retailers to expect seasonal product delays on pre-orders including some Ferrero, Nestlé and Cadbury confectionery, as well as costumes and toys, mainly sourced from China. Anita Nye, of Premier Eldred Drive Store in Kent, said: “If I can’t get hold of Halloween items, I’m going to have to cut back on my display.” “It’s a good opportunity
to earn additional revenue.” Royal Mail workers walked out for two days last month. Further action is planned for 8-9 September. Features writer Jasper Hart 020 7689 @JasperAHHart3384
ALEX YAU
facebook.com/betterRetailingbetterRetailing.com@retailexpress Shops targeted by thieves in TikTok ‘shoplifting challenge’ The five biggest stories this fortnight 0102 03 04 05
yourselfexpress the heardyourcanwherecolumnyoumakevoice Call 020 7689 3358 or email alex.yau@newtrade.co.uk
The price of energy is set to rise again in October, putting more strain on businesses already struggling with the cost-of-living crisis. Experts and retailers have warned next month’s increase could be the tipping point for local shops already on the brink of Edinburghcollapse.
“Pandemic sales were undeniably higher. Recently, sales performance fluctuated a lot. Revenue can be up one week because of the heat wave or a sport tournament, and then dip down the week as footfall decreases due to schools’ closure. I would say there is not a steady increase or decrease. However, during Covid, sales were better overall as customers came into the shop even just for a chat and that would generate sales.” Shailesh Patel, Jan’s, north London
How is your store performing now, compared to during the pandemic?
03betterRetailing.comfacebook.com/betterRetailing@retailexpress 020alex.yau@newtrade.co.uk76893358
“Sales in our store are 12% down now compared to pre-pandemic levels, with some categories affected more than others. Revenues of tobacco and alcohol products have decreased by up to 9%, and this is a considerable drop. Tobacco was an extremely highvalue product with a huge impact on turnover, but duty on such products is causing a sharp decline in sales. The cost-of-living crisis is the main contributing factor.” Ferhan Ashiq, Levenhall Village Store, Mussleburgh “Our store has recorded a 10% uplift in sales in recent months, and a lot is down to the fact that we have refitted it and are now stocking fresh products such as fruits and vegetables. We have reviewed and increased our range of products and it has had a positive impact on revenues so far. The pandemic acted as a catalyst for building customer loyalty, and we have been holding onto that post-lockdown despite the economic crisis.”
Independent retailers are stepping up efforts to tackle food waste. The increased action comes as Waitrose announced earlier it would remove best-before dates on nearly 500 fresh products from September. Earlier this year, Marks & Spencer and Co-op had already announced they would take the same approach on hundreds of fresh produce items and ownbrand products.
Do you have an issue to discuss with other retailers?
convenience store Fazal & Sons, which has operated in the community for more than 40 years, faces the dif�icult choice of closing its doors permanently in winter, as a quote for the renewal of its energy contract stated an annual increase from £12,000 to £70,000 next month. Owner Asif Mohammed told Retail Express: “I’m a small convenience store and this is the quote I’ve been given by ScottishPower when my contract renews. If it carries on, this will be the end for local shops. “I haven’t been able to sleep at all and thousands of shops are at risk. I’d have to seriously increase the price of my goods to survive, but I don’t want to do that. The price of a can of Coca-Cola would be £2 if I raised my prices. We’re at risk of closing down and serious pressure needs to be put on MPs to do something. I’m standing in the shop with candles because of the cost of electricity.” Mike Nicholls, of Costcutter Dringhouses in York, added: “The energy crisis is certainly having an impact on us, but we’re a larger and more pro�itable shop, so we can bear it a little more. However, it’s going to be really dif�icult for a smaller shop run by a family to Thesurvive.”severity of the energy crisis has led to trade body the ACS writing to chancellor Nadhim Zahawi, urging the government to introduce a £570m rescue package for retailers. Proposals for the package outlined last week include a price cap on commercial electricity for small businesses in line with what has been set for the domestic market, scrapping business rates from 1 October and freezing the business rates multiplier in According2023/2024.tochief executive James Lowman, spiralling energy bills will cost convenience stores at least £2.5bn in 2022, with energy costs for a 1,000sq ft convenience store reaching £45,000 per year. This is more than double for many stores that have renewed their contract in recent months.Lowman added: “The government needs to understand that this is an emergency. Thousands of convenience stores will be forced to make extremely dif�icult decisions in the face of tens of thousands of pounds of additional energy costs in the coming months, which at best will include cancelled investments, reduced staff hours and increased prices in stores, pushing up in�lation even further. For some, however, the cost of energy will make the business unviable, so they will be forced to close unless action is taken to provide meaningful support.”TheACS has also urged retailers to speak to their local MPs to raise the issue. Advising on what stores can do to mitigate the impact, former independent retailer and betterRetailing. com associate editor Steve Denham told Retail Express: “During the mid-’70s, we experienced similar issues with rising electricity costs due to the OAPEC oil crisis. “Retailers will need to do a serious range review, which includes examining products impacting your pro�its the most. Ambient products won’t have as much of an impact, but chilled products such as sandwiches will as they need fridge storage. It’s either a case of removing these or adjusting theSimilarly,price.” energy expert and broker Neil King added that he had written to an MP urging for more support, but received a “worrying” response, stating that the government had very little power to intervene over commercial energy. He said: “I spoke to a retailer whose renewal rate has gone from 14p per kw to 70p per kw. That’s a good chunk of pro�it or someone working in the shop. How is he going to survive? I’ve seen shops shut left, right andKingcentre.”advised that retailers should ask suppliers for a forecast of price changes over the next two years, using the prediction to determine when they should renew.
6-19 SEPTEMBER 2022
SPECIALITYWEEKBADWEEKGOODFOODS:
Local shops on brink of collapse due to energy crisis
WHOLESALE: Scottish wholesaler Iain Hill is to offer retailers more fresh, chilled and alcohol products following its acquisition by JW Filshill earlier in August. As a result, the number of food and drink lines available to retailers will increase from 1,200 to 6,500. The acquisition was described by JW Filshill as a great opportunity for independent retailers.Forthe full story, go to betterRetailing.com and search ‘JW SUSTAINABILITY:Filshill’
ALEX YAU SOARING energy bills could mean the end for many local shops this winter, as experts and retailers embark on lastminute desperate calls for support from the government.
John Vine, Vine & Co General Store, Shropshire Ferhan Ashiq
Independent retailers across the UK are facing supply disruption after speciality wholesalers Tree of Life and The Health Store went into administration. Both companies stocked more than 21,000 products for 1,200 independent retailers across the UK. According to joint administrator Chris Pole, the administration of both companies was caused by a combination of “an unexpected sales decline” and “unprecedented market STRIKEconditions”.ACTION: Retailers are facing supply disruption up until Christmas after reports there could be further strike action at the Port of Felixstowe. The UK’s biggest port experienced severe disruption at the end of August, due to an eight-day-long strike. The strike concluded on 28 August, but further action has not been ruled out.
One Stop and Unitas have notably launched resources this month to help retailers identify HFSS products.
Lawrence added that the company is making sub stantial investments into its fleets to help minimise the likelihood of future disrup tion. He said: “Although it is no solace to customers, in terms of delayed deliveries at times, I can assure you we
6-19 SEPTEMBER 2022 betterRetailing.com
FREE toStrugglingwww.newstraid.org.ukoldben@newstraid.org.uk0808EmotionalFREE0800Helpline:9178616Wellbeing/SupportHelpline:1962016cope? If you or someone you know has a newstrade connection and is finding life difficult, we may be able to help. NewstrAid provides financial and emotional support to people who work or have worked in the sale and distribution of newspapers and magazines in the UK. FinancialSupportState Benefits ChildrenHelpAdviceFor SupportGrantsForDisabled&CarersAlmonerHomeVisits AdviceDebt EmotionalSupport We are newstradehandhelpingtheofthe RN 1-4 page vertical.indd 1 24/03/2022 12:44
AMAZON EXPANSIONFRESH
For the full story go searchbetterRetailing.comtoand‘HFSS’
Eden Farm to fix delivery issues
For the full story go searchbetterRetailing.comtoand‘DRS’ are all working tirelessly in what have been relentless operating conditions, while planning to overcome the main issue of vehicles and reliability by investing in a substantial vehicle upgrade.”
RETAILERS are still confused over which products will be banned by high fat, sugar and salt (HFSS) legislation fromAnishOctober.Panchmatia, of One Stop Wylde Green in Sut ton Coldfield, said: “There’s other items such as pasta sauces with high sugar, that we don’t know if they are compliant or not.”
HFSS store support Aldi DRS headstart
DISCOUNTER Aldi has gained a headstart on independ ent retailers after submitting plans for reverse-vending machines.Thesupermarket submitted a planning application to build a bespoke area for machines outside its Cumbernauld store in Scotland, in prepa ration for the deposit return scheme (DRS) in Scotland. Retailer Ferhan Ashiq told Retail Express Aldi’s submis sion is a warning for retailers not to neglect DRS.
ALEX YAU FROZEN and chilled whole saler Eden Farm Hulleys has assured customers it is “working tirelessly” to minimise disruption to their deliveries. A number of the compa ny’s customers previously reported to Retail Express that they had experienced is sues with deliveries during the peak seasonal period. In some instances, deliveries were allegedly rerouted at short notice or had arrived into stores later than retail ers had However,expected.Eden Farm wasn’t the only wholesaler experiencing issues, as re tailers also reported similar problems with Booker and Nisa deliveries, both of which had to implement restric tions to ensure any disrup tion was minimised.
AMAZON has ended the ex pansion of its Fresh conveni ence concept, as sales of the format have fallen short of expectations.Theinternet giant’s deci sion to stop the expansion was reported by The Times last week. Amazon has 18 branch es in England, with the major ity in London. Special sensors are installed, enabling cus tomers to pick up groceries and walk out without visiting a cashier. The transaction is completed through the cus tomer’s Amazon account after the visit.
The reassurance comes as Eden Farm took steps to com bat similar delivery issues in September, compounded by staff shortages, disruption to EU imports, the pandemic and natural-gas shortages.
Asked what Eden Farm is doing to minimise disrup tion to stores, the firm’s sales director, Ben Lawrence, told Retail Express: “The whole sale delivery channel has been challenged with high demand, especially for our major category of ice cream, due to the fantastic and pro longed weather. “This has affected our ve hicles and, in turn, custom ers – however, as a business, we have concentrated on our regular customers while also improving our communica tion via a text messaging de livery notification.”
NEWS04
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PRODUCTS06
BELVITA has added two new HFSS-compliant products to its range: Fruit Crunch in Raisin & Currant and Apple & Pear �lavours, and Soft Bakes Apricot Filled. The Fruit Crunch Bars contain under 100 calories per biscuit, meanwhile Soft Bakes Apricot Filled is a new �lavour to the brand. The launches are aimed at helping to drive incremental sales for retailers and come in cases sizes of 10 with an RRP of £2.99 per pack.
John Want, sales, marketing and R&D director at Rich’s, said: “This new sampling pack trial is one of the ways we plan to keep building support of our retailer partners.”
Britvic drives Rockstar sales
PRIYANKA JETHWA BRITVIC’S energy drink brand, Rockstar, is launching two of its top-performing varieties, Juiced El Mango and Tropical Punch, in a price-marked pack (PMP) format. Designed to drive impulse purchases and bring new shoppers into the category, the £1.29 PMP cans are available now. Stimulant energy is the largest soft drinks segment within impulse, with stimulant shoppers spending 92% more than soft drinks shoppers in store on average. PMPs, said the supplier, remain key for convenience stores, giving shoppers price reassurance and a greater perception of value for money – 66.9% of sales in this channel now go through as PMP, an increase from 66% in 2021. With HFSS legislation on the horizon, Rockstar also recently announced a reduction in the sugar content across its range of energy drinks to be fully HFSS-compliant in time for the changes.
There are also three new wraps: Cajun Chicken, Onion Bhaji and Tomato & Basil. One penny from every Spar sandwich or wrap sold in northern England goes to Spar’s charity partner, Marie Curie. Elsewhere, James Hall has added Clayton Park Bakerybranded quiches in Cheese & Ham and Cheese & Onion varieties, and Sausage and Cheese & Onion rolls.
Ben Parker, retail commercial director at Britvic, said: “Nine out of 10 shoppers say taste is the most important consideration when buying a soft drink, so �lavours, in particular, are important for piquing shoppers’ interest and generating excitement in the category.”
JJ Whitley taps into RTD market
BOOST YOUR SALES LIPTON,WITH Time to Ready to drink tea is the fastest growing soft drinks category* *NielsenIQ RMS, Total GB Coverage, Value % Change, RTD Tea in Soft Drink Sub-Segments, Britvic Defined, 52 weeks, w.e 25th June 2022 vs YA THE NO. 1 ICE TE Lipton is driving this with 39% growth** **NielsenIQ RMS, Total Coverage, Value % Change£14.5m, RTD Tea in Soft Drink Sub-Segments, Britvic Defined, MAT w.e 25.6.2022 vs YA BRAND IN THE UK*
JAMES Hall & Co has added new food-to-go lines to its range, including sandwich, wrap and quiche options. New sandwich varieties include Chicken Club, Honey & Mustard Chicken, Cheese & Carrot Chutney and Seafood Cocktail.
Belvita expands with non-HFSS lines
Amy Lucas, brand manager for Belvita at Mondelez International, said: “We know there is an opportunity for retailers to drive interest and grow sales at both morning and afternoon snacking occasions now that consumers’ routines have returned to normal, so the new Fruit Crunch and Filled Apricot biscuits is an option for them to enjoy at home or on the move.
F’REAL’S new sampling campaign will offer retailers the chance to get their hands on a bespoke sampling pack and drive cup sales through their in-store blender. The packs will include 100 recyclable mini cups, spoons and F’real merchandise, with retailers needing to provide the shakes. Participating retailers that share social content of their sampling day throughout the month, such as photos and videos of customers enjoying the tasters with the hashtag #tryfrealtoday, will also receive a £25 Amazon voucher.
F’real samplinglaunchespacks
James Hall expands food-to-go range
HALEWOOD Artisanal Spirits has launched a new ready-to-drink (RTD) range under its JJ Whitley �lavour vodka brand, which includes Vodka Lime & Soda, Blue Raspberry Vodka & Lemonade, London Dry Gin & Tonic and Pink Gin & Lemonade varieties.Withvodka and gin being the top two contributors of value growth in the RTD market, the supplier said the launches provide retailers with an “innovative product range” to tap into this “signi�icant sales opportunity”.JamesStocker, marketing director at Halewood Artisanal Spirits, said the range offers quality vodkas and gins that tap into the latest �lavour trends.
SNACK brand Kind has launched its �irst outdoor campaign in support of its partnership with refugee support organisation Choose Love. The campaign sees Kind highlight acts of kindness from local people in their communities on digital and print posters in London, Manchester, Bristol and Edinburgh.Itispart of a wider campaign which includes limited-edition on-pack designs by Iranian artist Majid Adin, as well as digital and in�luencer marketing. These limited-edition designs will be printed on three of its core varieties, including: Dark Chocolate Nuts & Sea Salt, Caramel Almond & Sea Salt and Maple Pecan Almond, across both single and multipack formats.
Rio launches retailer competition
ENGLISH Cheesecake Company has announced an exclusive partnership with plant-based dairy alternatives supplier Violife. Following a making the simple change from dairy cheese. “We’re proud to be working with the English Cheesecake Company, meaning that consumers looking for an indulgent vegan dessert can change their cheese without compromising on their favourite cheesecake �lavours.”
PEPSICO has launched a new campaign highlighting that its Walkers Family multipacks contain fewer than 100 calories per pack. The Walkers Family range includes Wotsits, Quavers, French Fries, Squares and Monster Munch.
Refer and earn cash with Hancocks
YOUR
The campaign, which runs until 9 October, appears across TV, digital, outdoor and social media, and in collaboration with online comedian Arron Additionally,Crascall.thebrand is planning a social media competition offering consumers the chance to win £1,000 when they send in their best ‘surprised face’. It follows last year’s ‘100 calories or less’ campaign, which saw Walkers’ top �ive family snacks’ six-pack multipacks grow by 8% during the campaign period compared to the year before.
The new Tyrrells packs are designed to appeal to increasingly environmentally conscious consumers, with Tyrrells shoppers identifying plastic waste as their top concern. Consumers will be made aware of the reduction through a �lash on pack, featuring the message, ‘We’re taking action with 25% less packaging’.
CONFECTIONERY wholesaler Hancocks has launched a ‘Refer & Earn’ programme for retailers in an bid to gain customers ahead of Halloween and Christmas – a key trading period for retailers. Retailer shopping at any of Hancocks’ nationwide wholesalers can pick up a referral card, write their customer number on it and give it to other business owners who have not yet shopped at Hancocks. This business owner can then visit a depot, set up an account and get a £10 discount off their �irst purchase when they spend £100. This £10 discount will also be passed onto the customer who made the referral, earning them a price deduction with each new account and purchase.
BOOST SALES
tivecanconsumers“ViolifeViolifeSundaes.Saltedcake&DoubleveganOriginalintegratedCheesecakereformulation,recipeEnglishCompanyhasViolife’sCreamyFlavouracrossitscheesecakerange.TherangecomprisesChocolateCookiesCream,VanillaCheese-withLotusBiscoffandCaramelCheesecakeVictoriaSlater,headofUK&Ireland,said:wantstoshowthatwhatweeatmakeasigni�icantposi-impactonourplanetby
Adrian Hipkiss, marketing and international business director at Rio’s distributor Boost Drinks, said: “Summer is a key sales period for retailers, of course, but when the sun is shining, consumers look to spend more on soft drinks. That’s why, following record-breaking temperatures, we’re hoping our ‘Sunshine sells’ campaign will inspire and support our customers.”
Tyrrells environmenttacklesconcerns KP SNACKS is reducing the plastic packaging of Tyrrells by 25% across the range. This latest packaging reduction re�lects KP Snacks’ broader commitment to sustainable packaging, a pillar of its ‘Taste for good’ responsible business plan, and follows a 410-tonne plastic packaging reduction across KP Snacks brands in 2021.
Walkers focuses on calorie campaign
076-19 SEPTEMBER 2022 betterRetailing.com
LIPTON,WITH Time to Ready to drink tea is the fastest growing soft drinks category* *NielsenIQ RMS, Total GB Coverage, Value % Change, RTD Tea in Soft Drink Sub-Segments, Britvic Defined, 52 weeks, w.e 25th June 2022 vs YA THE NO. 1 ICE TE Lipton is driving this with 39% growth** **NielsenIQ RMS, Total Coverage, Value % Change£14.5m, RTD Tea in Soft Drink Sub-Segments, Britvic Defined, MAT w.e 25.6.2022 vs YA BRAND IN THE UK*
RETAILERS have the chance to win prizes in Rio’s new campaign for retailers called ‘Sunshine sells’. The campaign includes in-depot sampling opportunities and offers retailers the chance to participate in competitions, where they can win prizes including a branded chiller, PoS and free RioThestock.campaign comes as Rio becomes a top-�ive fruit carbonate drink within the �lavoured carbonate segment, which is worth £239m and growing annually by 8%.
Chooselauncheslovewith Kind Snacks’ campaign
Vegan cheesecake range
PRODUCTS
HANCOCKS’ own-label confectionery brand, Bonds of London, has won a Great Taste Award for its I Like Piña Coladas share bag. The pineapple & coconut�lavoured gummy sweet was launched in June and joined the brand’s other cocktail-inspired sweets in its ‘Tipples’ themed product range. The range of share bags includes ‘Shakin It From Mo Head to Mojitoes’ and ‘Let the Good Times Be Gin’, which also received a Great Taste award in 2021. To recognise the award, the product will now have the Great Taste logo on each pack, driving stand out on shelf.
TAMARA BIRCH FRI-JADO has updated its Multisserie range, complete with a high-resolution touchscreen display and simple, programmedriven operation. The Multisserie aims to drive impulse purchases with a 270° view, and the unit’s steady rotation and enclosed chamber helps food to cook up to 50% faster than conventional ovens and open rotisseries.
Fri-Jado changes its Multisserie
Spar own-label wine wins award
The colour touchscreen control enhances ease of use, while a new user interface with up to 250 pre-programmed menus guarantees consistency.Theunitalso has a boilerless steam generator with humidity control and an optional temperature probe to deliver precise conditions within the chamber. Gary Thacker, sales director at Fri-Jado UK, said: “Consumers are drawn in by the theatre of a cooking process, so why not display it in the most visible way possible? “A rotisserie is a great way to demonstrate quality, while also engaging with your customers, but the Multisserie goes one step further, adding a standout design and ease of use to the mix. The sight and smell of freshly cooked meats is a sure-�ire way to drive impulse sales.”
Martin Purdy, commercial and marketing director at Florette UK, said: “The initiative will add to Florette’s biodiversity credentials, and supporting our local ecosystems has always been extremely important to us at Florette.
Wolf Blass launches marketing campaign
“We recognise this is something we have in common with our customers who care deeply about nature.“While setting a good example through our values, we’re asking customers to join us and ‘bee a part of it’ by helping us to plant over one million wild�lowers this September.”
“We know it’s important to shoppers that big brands take action to tackle plastic waste, so we’re already working towards bottles made with 100% recycled plastic.”Themove will be highlighted on all new Domestos bottles.
Get your hands on Frozen 2 blind bags
UNILEVER UK&I has relaunched its core Domestos bleach range in a 750ml format, now made with 50% recycled plastic. The supplier says plastic waste is the top environmental concern for shoppers, and the new bottle design will save 1,505 tonnes of virgin plastic per year. Claire Racklyeft, home & hygiene category lead at Unilever UK&I, said: “Our bottles are already recyclable but incorporating recycled plastic into a bottle made for bleach has been challenging. “Our packaging team has worked very closely with our suppliers and partners to ensure consistency of material and bottle quality.
Florette sustainabilitydrives
Domestos’ recyclable new bottles
SWIZZELS has announced the launch of Very Berry chew bars, a Christmas product featuring two new �lavours: Strawberry & Blueberry and Raspberry & Blackcurrant. The Very Berry chew bars aim to help retailers drive sugar confectionery sales at Christmas and will be presented in vibrant packaging. Each bar will feature a different Minion character on each product, as well as use Christmas colours to create a festive feel. The product has an RRP of £1 and is vegan-friendly.
HASBRO is capitalising on the demand for Frozen 2 merchandise with new Pop Adventures blind bags, where children can open a plastic diamond to reveal confetti and a surprise Frozen 2 �igurine. These �igurines feature in the �ilm and can be collected, offering 12 different variations.Launched in 2019, Frozen 2 remains the highest-grossing animated movie of all time. To �ind out more information, go to marketplace.betterRetailing.com/
The manufacturer also launched a limited-edition Fire & Blood Cabernet Shiraz, currently only available in Asda and Morrisons. It has also relaunched its partnership with holiday company Secret Escapes, which will see 750,000 bottles tagged with QR codes for one winner to get the chance to win a holiday to Lapland or Mauritius, and �ive £500 vouchers. Wolf Blass is launching further outdoor advertising on 19 September, alongside digital and in-store marketing.
08 6-19 SEPTEMBER 2022 betterRetailing.com
SPAR UK’s Regional Selection South African Fairtrade Chenin Blanc won a Silver medal at Best International Wine Challenge Fairtrade Award 2022. The Chenin Blanc variety is made by Uniwines in Breede River Valley, has an RRP of £6.79, and has peach and pear �lavours. Spar recommends the wine is partnered with creamy pasta sauces, fried �ish or chicken dishes. Adam Georgiou, brand manager at Spar UK Ltd, said: “When our shoppers buy the Spar Regional Selection Fairtrade Chenin Blanc wine, it helps ensure farmers and workers in Breedekloof, South Africa, are receiving a fair price for their product, as well as an additional premium to help their community invest in important services, such as education, hygiene and healthcare.”
Hancocks’ I like Piña Coladas wins award
Swizzels unveils festive NPD
TREASURY Wine Estates has debuted an initiative for its Wolf Blass wine brand, as part of its ongoing ‘Why settle when you can soar?’ campaign. The latest phase will run for 10 weeks and will mark the brand’s �irst move into TV advertising. The advert debuted during the �irst episode of the Game of Throne spin-off, House of the Dragon.
FLORETTE is giving away more than one million wild�lowers as part of its ongoing strategy to highlight the brand’s farmerowned status. The initiative will be supported by a campaign that promotes Florette’s credentials through back-ofpack messaging, as well as in�luencer and media partnerships, and the brand’s social media platforms.
We already regularly visit most retailers across the UK market but it’s easy to find out by calling JTI’s Customer Care line on 0800 163503* Q&A
What does a typical day look like for you? We visit around eight partners per day and activities can range from checking a retailer’s gantry and identifying what products are performing well, to Jade gives three top tips for retailers:
What’s the benefit of working across mutliple channels? Working across various channels means that we have a birds-eye view of what is happening at every transaction point within a specific geographical location. Having this level of visibilty means we can implement multi-channel strategies that benefit both retailers and wholesalers.
What’s the most rewarding part of the job? For me, it’s showing retailers a brand-new product and then seeing the success it brings them once they stock it. It shows that there is a high level of trust in the relationship. If a retailer isn’t sure who their JTI Business Advisor is, how can they find out?
*Calls to these telephone numbers may be recorded.
1 2 3Knowledge is key: Having up-to-date knowledge on the latest products and innovations within the category, such as heated tobacco and nicotine pouches, helps to add extra-value to customer relationships. Ensure consistent product availability: Retailers should always maintain good stock levels so they can meet customer needs, otherwise retailers could be losing out on valuable sales. Use us, your Business Advisers: We’re an extension of your team and are here to help with any question, big or small. We offer personalised advice for you and can assist you in making the most of the tools and resources that JTI offers. supporting with merchandising. We also educate staff on new products and support them to maximise the opportunity and drive sales. How do you work with retailers?
With legislation changing regularly in the industry, we’re on hand to offer expert support whenever challenges arise. We also work closely with retailers to ensure they’re following current guidance on retailing responsibly – from tackling illicit tobacco to following age verification checks. We also have incentives in place as a thank you for working with us.
JTI’s Business Advisers are now allocated smaller, dedicated catchment areas where they are responsible for every trading channel within it – from Independent to Key Multiple Grocers and Wholesale. But what does a day look like for these total category experts? And how do they support trade partners? We ask Jade Johnson
A DAY IN THE LIFE
JTI has evolved its salesforce and transitioned its awardwinning team into JTI Business Advisers to offer its valued trade partners unrivalled, best-in-class support.
What is the role of a JTI Business Adviser? We help to identify commercial opportunities and advise retailers on what JTI products to stock to maximise sales and respond to consumer demand. We can also provide additional information, such as tackling illicit trade in the local area or advice on youth access prevention.
How can retailers make the most of the support available to them? We work collaboratively with retailers so they have the knowledge and tools they need to be successful. We encourage retailers to visit our trade website, JTI Advance, which provides a wealth of information on responsible retailing, including staff training guides.
Mr Kipling’s ‘better-for-you’ pies ORGANISEDGET Bag better sales with BiGDUG’s range of retail shelving and storage to help you stay organised. WWW.B i GDUG.CO.UK 0333 200 5295 Zinc & DisplayWalnutShelving The trusted experts in space utilisation.
Sharp’s new Atlantic Pale Ale multipacks
PRIYANKA JETHWA PREMIER Foods has launched Mr Kipling Deliciously Good Toffee Apple Pies, which it is marketing as a healthier cake option, in time for Halloween. The supplier said with 15% of shoppers looking for healthier sweet treat options during key seasons, alongside the growth of Halloween cake last year by 9.3%, the launch aims to help retailers capitalise on this demand. Mathew Bird, brand director for sweet treats at Premier Foods, said there is an enormous opportunity for retailers this year, largely due to the �irst ‘normal’ Halloween since 2019. As such, it expects consumers to return to old habits, and plan ahead to make the most of the Halloween“Whetherseason.those celebrating will opt for trick-or-treating or holding get-togethers at home with friends and family, our range of returning favourites will offer ideal treats and the latest addition will help retailers target an even broader range of shoppers,” heAvailableadded. now, Mr Kipling Deliciously Good Toffee Apple Pies are made with fruit and have 30% less sugar than standard pies, making them a popular choice for shoppers and a better-for-you treat. The pies come in packs of six with an RRP of £1.75. Returning this season will be the Premier Foods family favourite Halloween products across both the Mr Kipling and Cadbury ranges – all are available to stock now.
SHARP’S Brewery is launching a four-pack of its Atlantic Pale Ale in the off-trade this month.Thecans will be encased in a recyclable cardboard sleeve and aim to cater to the increasing number of consumers looking to explore different beer options at Jameshome. Nicholls, marketing controller at Sharp’s Brewery, said: “Pale ales have become one of the most popular varieties of ale as consumers look for accessible ways to explore new options.“Weknow more people are enjoying at-home social occasions, so the launch of our Atlantic Pale Ale multipacks marries together these two trends.
“Sharp’s Atlantic Pale Ale has been recognised by consumers and experts alike for its taste and quality, and we’re con�ident the launch of our multipacks will enable us to maintain this momentum.”
Nutrigums launches vitamins range
VEGAN health-and-wellbeing brand Nutrigums has launched two products to its Nutrigums Women’s Vitality complex, to help aid women’s everyday strength andTheactiveness.multivitamins contain natural mixed-berry �lavours and 19 vitamins, including A, C, D, B6 and B12, to ensure the balanced function of the immune system.
Shona Wilkinson, leading nutritionist at Nutrigums, said: “The Women’s Vitality complex includes biotin, manganese, vitamin B and iodine to reduce tiredness and fatigue, as well as other ingredients, such as copper, niacin, selenium and zinc, which contribute to glowing skin, strong hair and glossy nails.”
PRODUCTS10
“The Inch’s Cider multipack of cans sold incredibly well for us, and we sold a total of 37 bottles in the eight-week period. For a small store, this is great for us. We ran a promotion on the cans as four-for-£4.50, and the 500ml bottles were part of our long-term cider promotion of three bottles for £5. We’ll be keeping the cans as a permanent line and we’ve also started stocking the brand’s 10-pack, which is selling well.”
While summer is a key sales peak for cider, Christmas and the winter months are a strong opportunity for cider sales, too, with an additional half a million UK households buying apple and fruit ciders during this period. Key to driving sales and meeting both of these types of missions is ensuring single formats are in the chiller, especially if space is at a premium.
THE IMPACT OF SEASONALITY
INCH’S CIDER DRIVE YOUR SALES WITH
Chartham,ShopMannings,ontheGreen,Kent“SalesofInch’sCider have been consistent, and we’ll be keeping the can format as a permanent line. We’ve also expanded the range with the 10-pack. This allows us to offer more choice in multipack formats that are different to Strongbow. It is tricky for us to get customers to try something new – before the trial, we wouldn’t have stocked the single bottles, which are now a key format.”
Nishi Patel, of Londis Bexley Park in Dartford, Kent, also saw success when he told his customers it was a Heineken UK brand and boosted visibility.
Vasanti Jesani, of Cellar 57 in Atherton, Greater Manchester, dual-sited Inch’s Cider, ensuring customers noticed the new products. She says: “Dual siting it in the chiller and on an ambient shelf meant customers were asking about the product. Cider performs better when chilled, especially if it’s a hot day.” Most of Jesani’s customers who asked about the product made a purchase after Inch’s credentials were explained. This demonstrates how upskilled staff, who can confidently talk about brands and their heritage with customers, can influence sales.
PoS has long been an effective way to boost the visibility of new products, which was noted by each of the five retailers, but social media and word of mouth has been the real “Facebookwinner.has the biggest reach for us, so we regularly posted about it throughout the trial,” says Alan Mannings, of Shop on the Green in Chartham, Kent. “We also spoke with customers about Inch’s if they were buying another cider product. The promotion helped us to sell it to them.”
1Covid-19 – IMPACT & state of the nation (Kantar)
THE POWER OF VALUE
ISVISIBILITYVITAL WITH 39% of shoppers actively seeking new products in a convenience store, and 60% of shoppers willing to spend £375 more per year per store on new products, visibility is vital.
SOME 70% of households are paying more attention to prices1. The retailers who participated in the trial sold each format of Inch’s Cider on promotion for the first four weeks.
SEASONALITY and weekends are key in the success of cider, as noted by the retailers who took part in our eight-week trial. Patel sold nine 500ml bottles and seven Inch’s Cider four-packs over one day. “The Queen’s Jubilee helped drive sales and we remerchandised it to be close to Strongbow and other wellknown brands, which also had an impact,” he says. Jesani says the Jubilee and warm weather also helped boost sales. “Inch’s Cider flew off the shelf over the Jubilee bank holiday” she says. “We sold out of the can format quite quickly when the weather was hot,” explains Sarj Patel, of Pasture Lane Stores in Loughborough.
Vasanti Jesani, Cellar 57, Atherton, Greater Manchester ininsightaction ABOUT INCH’S CIDER
116-19 SEPTEMBER 2022 betterRetailing.com
This feature is created by Newtrade Insight. Data is gratefully received by the five retailers across the UK who participated in an eight-week trial of Inch’s cider. Any data from other sources is cited.
NEWTRADE INSIGHT PAID FEATURE In partnership with
INCH’S is made from 100% British apples, grown within 40 miles of Heineken UK’s Hereford mill, and every drop is crafted to strike the perfect balance between sweet and dry, making it a greattasting cider. All apple waste is turned into green energy, which appeals to the rising number of consumers concerned about how their shopping habits affect the environment.
INSIGHT
For more information on Inch’s Cider, please contact your Heineken UK sales representative or visit inchscider.co.uk
Alan
Heineken UK launched a new sustainable cider brand, Inch’s, in April 2021. RETAIL EXPRESS’ NEWTRADE service partnered with Heineken UK to help five retailers trial the product in store to boost cider sales and bring new customers to the category
“We added the 500ml bottles to our three-for-£5 promotion across all of our ciders and sales really picked up,” Patel says. Patel has expanded his Inch’s Cider range with a 10pack to further drive value. He says: “It was on offer through our symbol group and, with the warm weather and tighter budgets, it’s been flying out.”
Nishi LondisPatel,Bexley Park, Dartford, “FeedbackKentfrom shoppers has been that Inch’s tastes better than its direct competitors. I will be keeping both formats as a permanent line.”
SUSTAINABILITY: How are you tackling food waste?
“WE do a lot of prepayment gas and electricity, and peo ple are definitely prioritising this over groceries. Spend is down everywhere. I guess everybody is experiencing the same issues. We’ve had to reduce staff hours and work longer hours ourselves to try to offset costs.”
“BY displaying loose gro cery items, such as carrots and potatoes, we are not throwing away pre-packed produce where one item may be unsaleable. Instead, we can take out any item that is bad and keep out food that is perfectly fine for customers to eat.” Bart Dalla Mura, Tysoe Village Stores, Warwickshire
“I’VE bought two units in the high street and I’m expand ing into a catering offer –serving desserts and Indian street food. In a recession, people always tell you it’s crazy, but I have a good gut feeling about this, and the community and town centre is behind me.”
COMING UP IN THE 9 ISSUESEPTEMBEROFRN Pricewatch: see what other retailers are charging for Christmas snacking and boost your own profits
“WE raised the issue of want ing longer sell-by dates on certain products with our symbol store, and manufac turers seem to be listening. Longer dates have been very helpful in tackling our food waste. Any other leftovers in grocery we use in our deli soups.”
Customers are prioritising gas and toManufacturerselectricseembelistening
Avtar Sidhu, Budgens Kenilworth, Warwickshire
RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS
There needs to be a defined timescale and plan
Abada Akhtar, Premier Smeaton, Kirkcaldy “PEOPLE are limiting their spend and opting for cheaper items at the moment. They’re spending on essential ranges such as white potatoes instead of upgrading to Maris Piper. Customers are prioritising gas and electric and making savings where they can.”
Trudy Davies, Woosnam & Davies, Llanidloes, Powys
What do you think? Call Retail Express on 020 7689 3357 for the chance to be featured
Sunder Sandher, One Stop, Leamington Spa, Warwickshire
When times are hard, people want smaller treats
Sunita Kanji, Family Shopper, Little Hulton
COST OF LIVING: Are customers spending less in your store?
“I THINK most retailers are supportive of an energy drink ban to under-16s, but there are concerns whether a ban will be robust, well communicated and easy for stores to manage. Will under16s need to carry ID? There cannot be any confusion.”
SOFT DRINKS: Should energy drink sales to under-16s be banned?
OPINION12
INVESTMENT: Have your store expansion plans been halted?
and Treats:ComplementaryhowretailerscancreateacaféexperienceintheirstoreandgrowsalesImprovesecurity:cost-effectivewaysforretailerstoreducecrimeintheirstores + STAY INFORMED AND GET AHEAD WITH RN betterRetailing.com/subscribe ORDER YOUR COPY from your magazine wholesaler today or contact Kate Daw on 020 7689 3363 3,451 retailers’ sales data analysed for every issue 69+ unique retailers spoken to monthevery 71% of RN’s storiesnewsareexclusive At RN, our content is data-led and informed by those on the shop floor
“I ALREADY banned energy drinks to under-16s four years ago after talking to a teacher. I thought it was the right thing to do. As for banning all caffeine drinks, I think that’s a step too far, and the public have to take responsibility.”
Dennis Williams, Premier Broadway, Edinburgh
“FIRST and foremost, we need to keep driving the business forward, so we are making changes, but they are strategic. We’re installing new energy-efficient freezers and revamping our takeaway machine area with four new offers. When times are hard, people want smaller treats.”
Vince Malone, Tenby Stores & Post Office, Pembrokeshire Hot Drinks, Cold Brews
‘Rising costs are potentialpotentialimpactinginvestment’investment’
Rizla Combi range.
Each issue, one of seven top retailers shares advice to make your store magnificent Aggarwal
COSTS are going up everywhere now and it makes you reluctant to invest further in your business. I know some retailers are looking to of�load some of their shops, and I’ve been looking at options as well, but you just don’t know where the market is going to go. Experts are predicting that things will get worse and costs will just continually rise. It’s hitting expansion opportunities badly, even if you do manage to �ind a convenience store to buy that looks pro�itable. I’m hearing similar opinions from a lot of retailers right now. The government is offering support to small business through schemes such as the 50% discount of business rates. Although this support is welcome, it’s only very small when you place it alongside all the rising costs. I run a pro�itable business and even we’re feeling the strain. I’m not sure there’s anything else the government can do to assist with these issues. It’s also getting really dif�icult to employ new staff as well. I already pay slightly above the minimum, but people just want a higher wage. There’s only so much we can do to avoid a signi�icant impact on our own overheads.
Raising money in the memory of Raj Dee Sedani, One Stop Matlock, Derbyshire – @onestoplocal1
TO its popular With an RRP of £1.20, Rizla Combi offers both tips in one place for the ultimate in
papers and
convenience. WIN £50-worth of Rizla stock Fill in your details betterRetailing.com/at:competitions This competition closes on 4 October. Editor’s decision is final.
13betterRetailing.com 6-19 SEPTEMBER 2022 Letters may be editedLETTERS
Anonymous retailer
facebook.com/betterRetailingbetterRetailing.com@retailexpress 020alex.yau@newtrade.co.uk76893358
COMMUNITY RETAILER OF THE WEEK DhaseeHarj GloucestershireVillageMickletonStores,
ENTER IMPERIAL Tobacco has partnered with Retail Express to give five lucky readers the chance to win £50-worth of Rizla stock for their store, including
Embracing the franchise Get touchin
The industry is talking a lot about costs and business development at the moment, but I think there’s a great need to partner with the right supplier and brand. We were the first franchise model within Morrisons Group and it has continued to go from strength to strength for us. The range and the margins are great, and the mix is good. Having the right partner is key to driving sales and to the bottom line. And Morrisons is a great partner for me because it sits within the spectrum of a trusted brand. We’re offering customers prices and a perception that are seen as ‘value’. And that value proposition offer then drives your basket spend. We’ve seen a 6% increase in sales and our basket spend has gone from £10 to £10.98, which is almost a 10% rise. We’re selling things cheaper, but we’re selling more of them. Customers are getting great value for money and we’re still getting some great margin. I can access the Morrisons ‘Best’ range for my customer demographic, but I can also access its value range if I need to. That means I can give consumers value if they want it, but I can upsell them as well if they want that. I think everyone has the exact same problems when it comes to availability and I don’t think any one supplier is doing better than others. But while it’s not 100% at the moment, at least it’s not 50%. For me, though, Morrisons has branding, products, delivery, customer service and range that are all amazing. And the team is exceptional. Being in a franchise also means we just have one invoice that drives everything. We’re not having to run around looking for suppliers. We used to be running around looking for things, but this way builds so many efficiencies and streamlines the business. It means I can leave my store manager to run things and I don’t have to check up on him or make too many decisions. It’s all done for me. There are a few things to add in, like vapes and specialist products, but that streamlining has had a hugely positive impact on my business. Also, if we’re almost out of milk, I can pop to the local Morrisons and pick some up at a wholesale price. We’ve moved one store over to Morrisons so far and we’re changing the other store across later in the year. Building work will be required for that one, so it’s a big job, but that’s the aim.
LAST month, I jumped out of a perfectly good plane at 13,000ft. The skydive was in memory of an amazing man and good friend who is sadly no longer with us. In April 2020, we sadly lost Raj Aggarwal to Covid-19 and the following day, Raj’s father was taken from us as well. In their memory, we have decided to support two new inspirational NHS legacy projects. We have chosen to support the creation of Leicester’s first dedicated children’s hospital, and the second to help create a sanctuary garden for the staff and patients at Sheffield Hospitals. To donate, visit justgiving.com/fundraising/deesedani1.
CHANGES TO DRIVE SALES
FOCUS ON PATELARJ Premier Cavendish Square, Swindon
If you want to grow sales in your store, call 020 7689 0500
CHALLENGES ON average, 21% of baskets contain a bagged snack, showing they’re a strong footfall driver. With the upcoming HFSS legislation and increased focus on healthier snacking, retailers should increase their focus on nuts, which are exempt. Retail Express re-joins KP Snacks, who visited two retailers to help them maximise crisps, snacks and nuts (CSN) sales, to find out their results.
INVOLVEDGET
AFTER ARJ SAYS “WE are very happy with the results of the trial, and multipacks, which now account for 4% of sales, have played a huge role in the success of our sales increase. We will continue to sell these as a permanent fixture. The merchandising changes have had a positive impact, especially placing nuts by the till. As a result, our nuts sales have increased significantly. The changes made by KP Snacks have made my fixture much more attention-grabbing.”
2 Include multipacks and PMPs in your range, as PMPs are a key driver of growth in convenience.
Ease of shopping: We moved nuts to the same fixture as crisps and snacks, following a flow of ‘good, better, best’ to improve ease of shop.
3 Merchandise CSN together, following a fl ow of ‘good, better and best’ to improve ease of shop.
KEY LESSONS FOR YOUR STORE BEFORE THE Arj’s£1,577RESULTpredictedannualCSNsalesincrease,basedontrialdata
Formats: Price-marked packs (PMP) show value in the midst of rising costs, but Arj wasn’t sure what to stock
FORSNACKINGPROFIT
RETAIL EXPRESS catches up with KP SNACKS to see how their category advice helped two retailers seize the snacking opportunity
Navigation: Arj had a strong range of CSN lines but struggled to highlight the bestselling brands, preventing higher sales.
Flow: Arj stocked a wide range, but they were on different fixtures, so customers struggled to find what they were looking for.
Vertical blocking: We displayed Arj’s bestselling brands vertically and blocked similar products together to make the fixture easier to navigate.
ADVICESUPPLIER14
New formats: We increased his PMP range to help Arj offer his customers more choice and drive value perception – PMPs are a key driver of growth.
1 Display bestselling brands vertically, blocking similar products together to help drive sales.
Range: Avtar had a strong range, but lacked choice in some areas, meaning it was difficult to drive linked purchases.
2 Use secondary sitings at the till and cross-merchandise with other categories to boost impulse sales.
Impulse sales: While Avtar had strong sales, there’s more potential to boost impulse buys, especially by the till area.
“I’M delighted to see that our CSN sales have gone up so much across the category. Having the free-standing display unit at the till has really helped these sales. By taking part in the trial, a new dimension has been added to the fixtures and each zone, and having healthier alternatives by the till has been a great hit. We’ve become a destination for KP Nuts and we will be keeping the changes made by KP Snacks.”
1Maximise your space by focusing on a core range of top sellers plus a touch of NPD to keep the fixture exciting.
Secondary sitings: We added KP Nuts by the till, as they’re exempt from HFSS legislation, and by the BWS fixture to boost cross-category purchases.
3 Nuts are HFSS-compliant, so merchandise these by the till and with related categories to drive spend.
KEY LESSONS AVTAR SAYS
BEFORE
3 Maximise promotional opportunities, such as meal deals and price-marked packs, to offer choice and value to shoppers.
2 Group formats and brands together to help customers find products quickly to drive impulse buys.
FOCUS ON SIDHUAVTAR St John’s Kenilworth,Budgens,Warwickshire
In partnership with
AFTER betterRetailing.com 6-19 SEPTEMBER 2022 Promotional feature 15
1 Merchandise bestselling lines in any meal deal offers to create linked purchases and boost spend.
CHANGES TO DRIVE SALES
Blocking brands: To help customers find the products they wanted quickly, we grouped formats and brands together, e.g sharing and £1 PMP bags.
THE Avtar’s£6,838RESULTpredictedannualCSNsalesincrease,basedontrialdata
Visibility: Avtar will be impacted by HFSS and needed to adapt his displays to comply, but wasn’t sure where to start.
Scan the QR code to the right for a downloadable PDF with more advice and tips, and to find out more about Arj and Avtar’s stores.
CHALLENGESOfferchoice: To give shoppers more choice and drive linked purchases, we merchandised McCoy’s in the meal deal offer, boosting spend.
EXPERT ADVICE HALLSANDRA Senior manager,categoryKPSnacks
“THE results Arj and Avtar have had by following our advice to capitalise on CSN are great to see. KP leads the category as the number-one brand in nuts and is more than four times bigger than the nearest branded competitor. The impact our changes have made shows that including recognisable CSN brands in different formats, such as PMPs, can boost sales significantly.”
BOOST SNACKINGYOURSALES
KP TOPSNACKS’TIPS
“The vape market is continually expanding as more consumers seek out alternative nicotine solutions,” says Tom Gully, head of consumer marketing UK&I at Imperial Tobacco. “In the UK alone, the category is worth around £1.2bn and is expected to reach £1.47bn in the next three years, with around 35% of current vaping volume sales taking place in the convenience channel.
WHAT’S NEXT FOR NEXT-GEN?
“The number of vapers in the UK has grown by 3% over the past year to 3.6 million, so it’s clear there will be continued demand from consumers for vaping products.” With the cost-of-living crisis, retailers may find that demand for next-gen products increases even further as customers look to find cheaper alternatives to tobacco, adding to those who are giving up cigarettes for health reasons. By building a strong range and a good reputation, retailers could see footfall and basket spend“Vapesgrow.and similar products are starting to increase in popularity as people are moving away from cigarettes,” says Shisan Patel, from JASH (DPS) in Birmingham. “I think the cost-of-living crisis will affect sales further as well, and more people will go from cigarettes to nextgen, which we don’t mind because cigarettes offer the lowestIanmargin.”Lewis, from Spar Minster Lovell in Witney, Oxfordshire, adds: “There are people now going straight to vape, rather than turning to vaping after smoking cigarettes. I don’t think kids will grow up and start smoking, they’ll get into next-gen.”
CATEGORY ADVICE NEXT-GEN NICOTINE 16 6-19 SEPTEMBER 2022 betterRetailing.com
CHARLES WHITTING finds out what customers are looking for in next-gen nicotine and how retailers can meet that demand and increase sales
THE FUTURE OF NICOTINE
NEXT-GEN nicotine is a growing category that offers retailers good margins, making it a part of a store’s offer that is increasingly essential for many. There are new brands entering the marketplace all the time, as well as new flavours and even – with the introduction of disposables recently –new concepts to explore.
Green HITSTOCKREFRESHUPNOW YOUR NEW FAVOURITESYOUR NEW FAVOURITES It’s an offence to sell tobacco to persons under 18 years old. For tobacco trade use only. Not to be left within sight of consumers. NEW ROTHMANS Green Superkings £9 .75 RRP PALL MALL Shift Green £9 .75 RRP
Nordic Spirit recently expanded its range with the launch of a new flavour, Spearmint, and a new ExtraStrong strength for Bergamot Wildberry. The launches are both available in an Extra-Strong strength to reflect the growing demand for stronger varieties in the nicotine pouch category. The latest varieties will help retailers provide a range of options for customers seeking a stronger nicotine experience.
rangetineandcaterstrengths.broaderarebleplasticBATwastetypeblesaysbuildgentainabilitybuy.footprintcare“Consumerscustomers.increasinglyabouttheenvironmentaloftheproductstheyCommunicatingthesus-benefitsofnext-productsisonewaytotrustandgrowsales,”aBATUKspokesperson.“Veloisnowsoldinrecycla-cansafterachangetotheofplasticintheproduct’scompartment.It’spartUK’sgoaltomakeallitspackagingrecycla-by2025.AndconsumersincreasinglyseekingarangeofflavoursandRetailerswhocanforthatshiftindemandoffermid-tolower-nico-strengthproductsintheirwilllikelybenefit.”
CATEGORY ADVICE NEXT-GEN NICOTINE 18 6-19 SEPTEMBER 2022 betterRetailing.com
THE DISPOSABLE PHENOMENON
launchesproduct
WHILE next-gen nicotine has been a growing sector that has seen dedicated stores opening up and down the country, there has perhaps been no next-gen product that has had quite the explosive impact of modern disposable vapes. “I’ve never seen a product go like Elf Bars in all my years of business,” says Lewis. “We get people phoning up asking what flavours we do. We get three ambient deliveries a week to our store and there are three-to-five boxes of disposables in every order. The sales are incredible. And there are retailers who don’t know about them or haven’t caught on.” According to Imperial’s Tom Gully, disposables have grown from making up 5% of the market share in 2021 to 10% now. Retailers involving themselves in nextgen nicotine – either just getting started or already building a strong offer – need to look into modern disposables and talk to their customers about preferred brands, strengths and flavours. In an already fast-moving modern category, disposables will require retailers to be even fleeter of foot. “Quick in-store transactions and easy-to-operate vaping systems are becoming increasingly important for adult consumers when it comes to selecting devices,” says Micaela Sangiovanni, senior trade marketing manager at Relx International. “Disposables can be purchased from convenience stores and require little, or usually no, guidance from a salesperson or vaping professional, as they are ready to use immediately after purchase. Retailers can keep hold of nextgen customers by offering mainly a range of disposable products that fall in line with current customer preferences andHowever,tastes.” the disposable nature of these products could also potentially put customers off in a society increasingly aware of and concerned about sustainability. To increase sales in other next-gen products, retailers would do well to lean on their environmental impact when talking about them to
Relx x Bubblemon has launched a disposable called Relx Bar. It has three unique design features that set it apart from the competition. Relx International entered the disposables market for the first time in company history this summer, adding a new disposable bar to its line-up of premium vapes. Each of the 10 flavoured devices comes in two different styles – patterned colour or plain black. The Strawberry Watermelon flavour can be purchased in plain red, or red patterned with pink and orange blocks of colour, while Apple Green Kiwi is available in plain green, or green with splashes of yellow and blue.
Excellent PERFECT STORENORDICSPIRIT Think you’ve got the perfect store to win? Scan the QR code to access the guidance booklet to find out more and prepare for the Perfect Store competition. Trustpilot rating correct as of July 2022. WIN prizes worth up to with Nordic Spirit* £20,000ATRIPFORTWOTOTHENORDICREGION wholesaler£2,000WHOLESALERCREDIT£2,000credit An accredited winner’s trophy and certificate A years supply of Nordic Spirit*** A Nordic Spirit makeover**storeApple 10.9” iPad Air (2022) 256GB A national trade press campaign to showcase YOUR store! Tickets to events *Full T&Cs available to view on JTI Advance. **Includes: fascia, window skin/wraps, canopy, signage, sundry items such as bins, paper racks etc, digital solutions ***52 outers. A total sales value of £1690 if sold at RRP as of 14/02/2022
Giving you access to market leading products that are currently unavailable to independent retailers Marketplace is a brand new exciting area on selling seasonal product lines & popular impulse products to independent retailers Launching Soon New Halloween, World Cup 2022 and Christmas gifting SeasonalBoxes Place orders in single cases, no hidden charges No MinimumOrderRange Productsof Top selling toys, collectables, drinks & snacks Go to betterRetailing.com/marketplaceorscantheQRcode Downloadable promotional materials provided Halloween & World Cup seasonal boxes on sale soon
Sixty-two per cent of retailers believe manufacturers should focus on improving the acceptability of smokefree products among adult smokers.
BL U. THE EASY WAY TO VAP E.
David Nice, Nisa Maylandsea,Local, Essex RETAILER VIEW
216-19 SEPTEMBER 2022 betterRetailing.comCATEGORY ADVICE NEXT-GEN NICOTINE
Over 30% of all heated tobacco sales in traditional retail go through the independents and symbol channel.
Forty-four per cent of nicotine pouch sales come through the convenience and independents channel. Independents and symbol stores in the UK have accounted for £28m in heated tobacco sales in the past year.
FOR EXISTING ADULT SMOKERS & VAPERS ONLY. This product contains nicotine. 18+ only. Not a smoking cessation product. © Fontem 2022. Switch to
“WE’VE stocked them for a couple of years, but it’s only in the last six to eight months where it’s really taken off. People are going mad for Elf Bars, for instance. You get a great margin and they’re easy sells for £2.50. They’re brilliant, although I can’t see the government not taxing them eventually. “You’ve got to be careful buying from suppliers because they’re sprouting up all over the place and, like cigarettes, you can get dodgy stuff in vapes. We get most of our stuff from Nisa and they won’t touch anything that’s dodgy. And you can also investigate them on the internet and you’ll be able to clearly see the dodgy ones. They’ll be too cheap to start with.”
statskey
MINT
Ripe juicy mango flavour with an icy cool finish. ICE Sweet anstrawberryripewithicycoolfinish.
BLUEBERRY ICE A cooling blend of ripe and juicy watermelon flavour with an icy cool finish. ICE A smooth blend of rich and creamy tobacco flavour with hints of caramel and vanilla.
MANGO
Contact your local sales representative Dispose of responsibly. 18+ only. This product contains nicotine and is addictive. For adult nicotine consumers only. For trade use only.
CREAMY TOBACCOINTENSE FLAVOURS ON THE GO AVAILABLE IN BOTH 20 & 10MG/ML ALSO AVAILABLE IN vapermarket.co.ukePODAvailable at NEW VUSE GO DISPOSABLES
WATERMELON
STRAWBERRY ICE Classic peppermint flavour with an icy cool finish. ICE Bright blueberry flavour with an icy cool finish.
AJ Singh, from Premier Morley in Leeds, has taken this a step further by launching his own vape brand from his store, bringing in customers and attracting attention on social media. Research is key when it comes to stocking these prod ucts to ensure they are legal in the UK and of a good enough quality for your customers. “Retailers are responsible for ensuring the products they offer are compliant with all UK regulations,” says Gully. “Retailers should ensure all products are sourced from legitimate suppliers and are suit able to be sold in the UK. There is a wide range of free guidance available online, including the UK Vaping Industry Asso ciation’s (UKVIA’s) guidance on compliance around modern dis posable vape products.”
“Start with a range of dis posables and build a range from there,” says David Nice, who runs two Nisa stores in Essex. “People are quite brand loyal and they like to stick to their own vape, but they’re also always looking for new varieties and new flavours. If we can’t supply the latest new flavour, they’ll go down the road to find it somewhere else. I’ve got 25 varieties of Elf Bars and the bestsellers change all the time as new ones come on board and customers go for them.”
Ian Howells, JTI UK’s fiscal and regulatory affairs manager, adds: “Only buy from reputable wholesalers, cash and carry depots or company salesforces. With so many next-gen products not meeting regulation, be careful about where your stock comesBeyondfrom.”that, the other two considerations are strength and flavour. Many retailers say higher-strength options are more favoured, but it’s still important to have lower op tions as well. When it comes to flavour, there are product launches happening regularly to cater to the demand for something novel.
Train your team Ensure staff are category experts and ready to assist customers in their decision-making. Understanding key differences between heated tobacco and vaping, for example, is a good place to start. Have devices available for in-store demonstrations We recommend that retailers have demonstration devices available to show to their customers, and ensure their staff feel comfortable explaining how they Ensurework.consistent product availability To make the most of the sales opportunity, retailers should ensure they have good availability of products so that customers don’t have to shop Establisharound. clear product visibility Give the category a clear ‘home’ by displaying heated tobacco devices on a back wall solution, so the customer has a visible choice of nicotine Useproducts.allavailable resources Use your JTI Ploom specialist, contact JTI’s customer care line on 0800 163503, or visit JTI’s trade retailer website, jtiadvance.co.uk.
Mark marketingMcGuinness,director, JTI UK SUPPLIER VIEW
236-19 SEPTEMBER 2022 betterRetailing.comCATEGORY ADVICE NEXT-GEN NICOTINE
WHEN it comes to think ing about what to put on the shelves, retailers need to be thinking about four different things. First up is the type of next-gen nicotine. From vapes to modern disposables, nicotine pouches to heated tobacco to pods, there is a wide array of different options. With mod ern disposables the current big winner, retailers shouldn’t consider starting a range with out them, but beyond that it’s worth talking to customers and analysing trends. From there, retailers need to think about the brands they want to stock. The big tobacco firms have embraced next-gen nicotine and have large ranges of their own, but there is also a host of newcomers into this in dustry.
BUILDING A RANGE
“THERE is no doubt that competition in the smokefree category is heating up. We can see from the data how this competition is shifting the landscape, by challenging the dominance of traditional categories and accelerating the pace of change. For instance, if we look at heat-not-burn segment – a relative newcomer to the UK market – we see a category growing at more than twice the speed of the e-cigarette category, which launched at least a decade earlier.
VIEW
UNLIKE cigarettes, which have to be kept hidden behind shut ters, next-gen nicotine prod ucts can be displayed either behind the counter or in their own standalone cases. Most suppliers now offer these display cases, which are often backlit to create added impact for“Wecustomers.havestands to display them and we do a bit of staff training as well,” says Nice. “They’re displayed behind the till next to the cigarettes, which are behind shutters.” This visibility gives retail ers a significant advantage in terms of merchandising and promotion. Retailers should ensure their next-gen prod ucts are prominently dis played at the front of the store as they can act as a beacon to interested customers passing by the exterior of the store, growing footfall. However, re tailers should also be aware that promotion and display may be under review in the coming months, with the ACS raising concerns about proposals from the Scottish government to tighten adver tising, promotion and display rules for vaping products. Given that these products are relatively new, it is impor tant to recognise that there are likely to be considerable knowledge gaps for many cus tomers. Unfamiliar brands, products and names can be daunting and off-putting to some potential customers, so retailers and their staff need to be on hand to put them at ease and help introduce them to the Withincategory.acategory as broad as this, staff should be en couraged to actively engage with customers who might look a bit daunted or unsure, creating a welcoming atmos phere that encourages loyalty and return custom.
“This is the real upshot of increased competition in the smoke-free category, not so much pitting products against each other, but rather providing smokers with a greater choice of alternatives that enables them to switch away from cigarettes, if they can’t or won’t quit completely.“Greaterinvestment of resource, money and time across indirect retail channels is also scaling up to achieve this smoke-free ambition.
HOW TO PROMOTE THEM
CATEGORY ADVICE NEXT-GEN NICOTINE 24 6-19 SEPTEMBER 2022 betterRetailing.com
Aman Uppal, of One Stop Mount Nod in Coventry, represents a growing movement of convenience retailers undergoing huge redevelopments to help his adult smoking customers.”
“Not every customer that walks into a store is an experi enced vaper, so it’s important that retailers and their staff can offer a breadth of infor mation and advice tailored to each customer that will help them to make an informed purchasing decision,” says Gully. “Being able to spot a customer that needs extra help or guidance is also key. It may be that they simply look at what vapes are currently on display or request a brand that currently isn’t stocked and are about to leave the store. The retailers that are equipped to do so will not only be in a great position to maximise their sales of vaping products, but are also more likely to build a loyal custom er base that will continue to return time and time again to buy products from other cat egories as well.”
Kate O’Dowd, head of commercial planning UK & Ireland, Philip Morris Limited SUPPLIER
GET MARGINSHIGHERONNICOTINE *Source:NICOTINETOBACCO-FREEPOUCHESNielsen,UnitShare,NicotinePouchCategory,Total US, 2020. ^Nielsen United Kingdom Total Category Growth 2021–2022. †Based on the average price of the UK’s top 5 cigarette brands (20 pack). zyn.com ZYN® is already America’s best-selling tobacco-free nicotine pouch*, with more than 200 million cans sold over the last 12 months. Now the UK category is booming, growing almost 100% in 2021^. ZYN® costs around half the price of cigarettes† making it an attractive option for smokers when life gets pricey. And the best news of all? ZYN® offers incredible margins for retailers. Time to get in on the action. Visit zyn.com for more info or drop us a line at zyn.uk@swedishmatch.com NICOTINE NICOTINE POUCHES £6.50 PRETTY MUCH HALF THE PRICE OF CIGARETTES* TRY This product contains nicotine which is a highly addictive substance.
CATEGORY CHRISTMASADVICECONFECTIONERY26 6-19 SEPTEMBER 2022 betterRetailing.com LYDIA WILKINS finds out where retailers can grow confectionery sales at Christmas during a costof-living crisis and HFSS regulations THE year?lovedingsfromwaysplayeralready.ders,theirretailersterCHRISTMASOPPORTUNITYCONFECTIONERYCHRISTMASisnowonlyamat-ofmonthsaway,meaningneedtostartplanningChristmaspre-saleor-iftheyhaven’tdonethisConfectionerywillbeakeyatChristmas,asital-is,asfamiliesoftenbuythecategorytofillstock-orprovidesmallgiftstoones.Butwhat’snewthisWhatwillbereturning?Howcanretailersmaketherightdecisionswhenitcomestoknowingwhattostock?EmilyOwen,celebrationsandgiftingseniorbrandman-ageratMarsWrigley,says:“Ninein10consumerspur-chaseconfectioneryforChrist-mas,makingitakeysalesdriverforretailers.“Afterthelockdownsofpreviousyears,the2021fes-tiveseasoncentredaroundconnectingagainwithlovedones,”shesays.“Thisheightenedthefestiveritualsthatweseeconsumerspartakeineachyear.”Thesubsequentlockdownsmaybeamemorynow,duetothefacttherearecurrentlynorestrictionshereintheUK,buttherehasarguablyneverbeenatimegreatertoremem-ber,shareandtoreconnect–somethingthatcanbeaidedbyconfectionery.Confectioneryisalwaysgoingtobea‘bighit’whenitcomestothemostwonder-fultimeofyear,regardlessofwhetherornotyouhaveasweettooth.However,inthemidstofacost-of-livingcri-sis–whichisexpectedtogetworseinthewinter–shopperswillbelookingforthebestvalue,whilestillbeingabletotreatthemselves.IT’SBEGINNINGTOLOOKALOTLIKECHRISTMASCHANGINGCUSTOMERPREFERENCESKNOWINGwhattostockcomesfromunderstandingwhatcus-tomerswantfromtheirlocalconveniencestore.Somewillbelookingforsharingbagsforbettervalue,whileotherswillbuypremiumoptionstogiveasgifts.Owensaysgiftswillremainthebiggestshoppermissionin2022.“It’simportantforretailerstostockavarietyofgiftsandsharingformatsatavarietyofdifferentpricestocaterforallshoppermis-sions,”saysOwen.It’salsoimportanttobe-gindisplayingyourChristmasrangeattherighttime.SusanNash,tradecommunicationsmanageratMondelezInter-national,saystheChristmasseasonbeginsasearlyasthismonth.“Thisisthankstothelong-ernights,coupledwiththequicklychangingweather,”Nashadds.“Retailersarelikelytoseeanincreaseinnights-inshar-ingoccasions,whichcanbecateredtowithmultipacks,andsharingpacks,aswellasblockformats.”Tohelpretailerscapitaliseonblockformatsduringthefestiveseason,MondelezhaslaunchedtheMiniSnowballsDairyMilkbar.Theproductisdesignedforsharingandcanbedisplayedwiththebrand’sMiniSnowballssharingbagstocapitaliseonimpulsebuys.MovingintoNovember,thecountdownhasbegun.Adventcalendarsarethekeyproducttostockduringthisperiod,readyfor1December.
“MONDELEZ is central to Christmas confectionery, leading the market with the number-one line in seven sub-categories – including seasonal sharing, advent calendars, selection boxes and tree decorations. It’s clear shoppers trust Mondelez to bring them the products they love come Christmas-time, with total seasonal sales growing more than 6% last year.
Susan Nash, Mondelezcommunicationstrademanager,International SUPPLIER VIEW
“This year, we’re bringing the market a brandnew design across our seasonal range. Products will have new and eye-catching designs that dial up the ‘specialness’ and build on the seasonal and gift cues on pack. This new look will help to drive further value for retailers and shoppers as their festive favourites will have a fresh touch of Christmas magic and are sure to create excitement in store.”
© 2022 Mars or Affiliates. new grew by +5.5% Christmas shapes in 2021* hollowshopperaveragebuysshapespackspertrip** x2 *Source: Nielsen Scantrack 21 w/e 25.12.21 Value Sales **Source: Kantar Worldpanel – Continuous panel 52 w/e 26.12.21 – Total Grocery, total Confectionery here santacomes milk chocolate santas filled with mini
Mark Walker, sales director at Swizzels, says: “Christmas is one of the biggest calendar events for sugar confectionery, so it’s important for convenience retailers to maximise the opportunity to encourage sales by stocking a range of bestselling products from wellknown brands.”
296-19 SEPTEMBER 2022 betterRetailing.comCATEGORY CHRISTMASADVICECONFECTIONERY
Cadbury Favourites Selection Ideal for seasonal indulgence, Cadbury Favourites selection box includes a sharing bag of Cadbury Buttons, a box of Cadbury Fingers, a Twirl bar and a 100g tablet. The impactful design sets out the product proposition clearly for the shopper and includes the label ‘for someone special’, making it a perfect gift for any festive occasion. RRP: £5.95.
Product launches for Christmas 2022 STOCK UP NOW BEFORE THEY’RE GONE! INNOVATION TO HELP YOU DRIVE YOUR SEASONAL SALES #1 PRODUCTNEWOF‘21 SEASONALGROWSALESWITH#1XMASSKUs #1 NOVELTYSHARINGXMASNOWINABAR FASTUNLOCKSALESWITHSTARTNEWTO‘22* ** ^ ^Cadbury is the No 1 Confectionery supplier at Christmas, Nielsen, total coverage, including discounters, value sales 20 weeks to 1.1.22 *Source: NIS, 20 wks Data to 4 WE 01.01.22 **Cadbury Puds were the 1# seasonal NPD in 2021 (Source: Nielsen value sales, inc discounters. w.e. 01.01.21 )
RRP: £1.49. Swizzels Minions Very Berry chew bars New for Christmas, Swizzels Minions Very Berry Chew Bars has an RRP of £1 and features two new flavours: Strawberry & Blueberry and Raspberry & Blackcurrant. The vegan-friendly chew bars are presented in vibrant packaging that features a different Minion on each product. Each flavour has Christmas colours to add to its festive aesthetic.
VALUE
Cadbury Dairy Milk Winter Mint Crisp Now available in a 360g block format, the Mint Crisp variety is the perfect small gift. It will be rolled out with a new and impactful gift design to drive standout on self, driving incremental sales and encourages Cadburytrade-up.Mini Snowballs Bar Cadbury Mini Snowballs Bar sees the combination of Mini Snowballs and Cadbury Dairy Milk. This unique bar is perfect for sharing and self-treat occasions. Retailers can use the new product to drive their fast-start to the season and repeat purchase rate.
Mars Wrigley’s Emily Owen says Christmas is when consumers are likely to spend more. She says: “As the cost of living increases, consumers will be looking to cut back on spending where possible and look to their favourite brands to provide affordable treats. “Despite this, gifts remain the biggest shopper ritual for the festive season, whether bought for a family member, a friend or for a Secret Santa gift. Consumers are looking for value and quality from their favourite brands when choosing festive confectionery.”
Maltesers White White chocolate has grown by 73% this year. Mars Wrigley is responding to this growth and consumer need with a limited-edition Malteser White. The limited-edition chocolate is designed to bring younger shoppers to the category, driving retail sales and wider category growth.
productsTop VERSUS INDULGENCE
Well-known brands have an immediate currency, which is comforting in an uncertain, post-pandemic climate.
THE cost-of-living crisis is expected to have a definitive impact this WarningsChristmas.havelittered the news and retailers should take this into account, as they look to balance the need to make a greater turnover to offset increased costs with providing an offer that is affordable to customers who will be counting the pennies far more.
M&M’s ChristmasSantashapes grew by 5.5% in 2021, with 12% of UK households purchasing them. This year, Mars Wrigley has responded to this demand with the launch of M&M’s Santa. These hollow-shaped M&M’s characters are filled with mini shakeable M&M’s, which are expected to appeal to consumers and drive sales.
Cadbury Dairy Milk Advent Bar Mondelez has launched a challenge for Christmas with the new Cadbury Dairy Milk Advent Bar. The bar features 25 numbered chunks of Dairy Milk and has a resealable wrapper.
Galaxy Truffles Mars Wrigley is expanding its Galaxy festive range this year with Galaxy Truffles, which will include a new caramel and salted caramel truffle as part of the new collection.
WINTER IS COMING CHARLES WHITTING explores what remedies retailers need to be stocking as winter approaches GET choicetailersthesemoremaketheretailersarecomesbrands,CUSTOMERSWINTERRIGHTREMEDYYOURRANGETHISWHATTOSTOCKputtrustintoparticularlywhenittomedicines,andthereestablishedfavouritesshouldstock.Butcost-of-livingcrisiscouldown-label,valueoptionsattractive.Bystockingnexttoeachother,re-cangiveshoppersthetosaveortradeup.“Tosuccessfullycapturethoseall-importantimpulsepurchases,retailersshouldstockbrandsthatarerecog-nisedandtrustedbycustom-ers.Masteringthebasicsisthefirststeptoachievingmoresalesandcatchingprof-its–thiscanbeassimpleaspositioningaselectionofthebest-sellingbrandsbythetillpoints,”advisesWhite.Ontopofthisthough,re-tailersshouldalsoconsiderproductsthatbringsomethingextratothetable,whetherit’saddedbenefitsornaturalorsustainablecredentials.Eliza-bethHughes-Gapper,Jake-mansbrandmanager,pointstoresearchfromMintel,whichfoundpeoplearelookingtotreattheirhealth“holistical-ly”,offeringanotheroppor-tunityforretailerstoexpandtheiroffertoincludeproductswithnaturalingredientsandaddedbenefits.“Furthermore,19%ofadultsareinterestedinrem-edieswithdifferentflavouroptions.Thisindicatesthatconsumersarelookingforwaystomakebeingillmorebearableandbrandsthatcanofferavarietyofflavours,”saysHughes-Gapper.
“Winter ailments remedies should be placed in prominent locations to ensure the products have the best visibility on the shelf. This will help with convenience and ease of purchase, two key components for consumers and retail staff. Retailers should also look to use shelf-ready packaging when merchandising,” says “DedicatingHughes-Gapper.shelfspace for winter will make it easy for consumers to locate and browse the category. With many consumers self-treating the symptoms of cold and flu, it’s also important that sales staff are knowledgeable about the products to answer questions customers may have in advance of purchasing,” says Claire Campbell, Olbas brand manager.
Fisherman’s Friend alone had a 26.1% increase in volume over the first three months of the season across all channels, and value growth of 28.6% between January and March 2022, which signals a clear return towards preCovid-19 levels,” says Jon R White, regional business manager for Fisherman’s Friend. People don’t feel the need to get prescriptions from the pharmacy for colds, preferring to Andself-medicate.theywon’t want to travel far for medication, making local stores the perfect target. Retailers need to make sure they are well stocked with remedies this winter to meet this demand. “We sell a lot of Fisherman’s Friends, Hall’s and Jakemans. We have regular customers for these products, so there’s not much of a difference in demand most of the“Wetime.put the lozenges and cough sweets like this on the shelves next to the mints and Polos,” says Umang Shah, from Tudor Library & Post Office in Croydon, south London.
THE Covid-19 pandemic saw sales of winter remedies drop as people stayed at home and the prevalence of colds and flu declined. However, with people back on the move and a potentially difficult winter ahead, demand for these products is likely to grow once again.
“We are seeing the category bouncing back, recording both value and volume growth at the start of the 2021/2022 cold and flu season.
TipsTop How to promote winter remedies
CATEGORY ADVICE WINTER REMEDIES 30 6-19 SEPTEMBER 2022 betterRetailing.com
Sales of FISHERMAN’S FRIEND Original Extra Strong are up +89% YOY in the convenience channel* Stock up now to maximise profits this cold & flu season U.K Distributor – Ceuta Healthcare: 0844 243 6661 * Fisherman’s Friend ex-factory sales data 52 weeks to June 2022 WWW.FISHERMANSFRIEND.CO.UK TACKLE THE WI NT ER SEASON W IT H A FRIEND FISHERMANSFRIENDUK FISHERMANS_UK FISHERMANSFRIENDUK #WHATEVERTHEDAYTHROWSATYOU WHAT EV ER THE DAY T HR OW S AT YO U.. . N W F R I E N D
CATEGORY HALLOWEENADVICE&BONFIRE NIGHT 32 6-19 SEPTEMBER 2022 betterRetailing.com CHARLES SMITH finds out how Halloween and Bonfire Night can be major profit generators for independent retailers meanstyareHALLOWEENAUTUMNSALESSPOOKYGENERATINGTHISandBonfireNightthefirstexcusesforapar-sincethesummer,whichtherewillariseinbignightsin.Butaffectedretailerslookingtocapitaliseonitneedtobewareofhighfat,sugarandsalt(HFSS)legislation.Officially,storesof2,000sqftormoreandwithmorethan50employees,aspartofasym-bolgrouporfranchise,cannotdisplayHFSSitemsonend-of-aisleunits,withintwometresofcheckoutsorbehindthem,withintwometresofdesignat-edqueuingareas,orwithin2.4metresofastoreentrance.TheycandisplayHFSSitemswithintwometresofcheckoutsaspartofanaisleandonislanddisplayunitswithnopromi-nentendsthataren’twithintheserestrictedareas.Butthisremainsconten-tious.BookerconfirmedinJulythatLondisandBudgensstoreswouldnotautomaticallyfallundertherules,viewingthe50-employeenumberasap-plyingonastore-by-storeba-sis.RetailersmaynothavetoworkthathardtoreplaceHFSSlines.Manysuppliersofaf-fectedcategorieshavechangedtheirrangestoensureproductsareexemptfromrestrictions.KPSnacksandPepsiCohavelauncheddownloadableHFSSguides,whileMondelezInter-nationalisofferingconsulta-tionswithretailers.KAMMedia’srecentsurveyforPerfettiVanMelle(PVM)shows23%ofretailersplantofocusmoreonHalloweenthisyear,36%willincreasetheirHalloweenconfectioneryrangeand22%willallocate more space. Three-quarters of adults plan to celebrate Halloween, the same as 2021, and 32% intend to go 31ready’toincelebrationsalreadylypreparingersresearchHowever,trick-or-treating.whilePVM’srecentshows60%ofretail-spendlessthanamonthforHalloween,near-oneinfivecustomerswillhavestartedplanningbythen.Withthismind,retailersshouldworkensuretheyare‘HalloweenatleastsixweeksbeforeOctober. HOW THIS HALLOWEEN WILL BE DIFFERENT
Snickers White Trad Ad 260 x 339mm.indd 2 26/08/2022 12:32
Marketing & trade marketing director, Perfetti Van Melle RobertsMark
In partnership with 1IRI Sugar Free Sweets, Value Sales, 52 w/e 19.02.2022, IRI All Outlets, Total Market
WITH PVM’s survey showing 32% of consumers intend to decorate their home and 25% will wear costumes, it is worthwhile for retailers to maximise their Halloween and Bonfire Night sales in these areas by stocking spooky decorations, outfits and accessories. First and foremost, the focus should be on alcohol, bakery and confectionery, as these are the three key categories shoppers will go Halloweenfor. confectionery is growing year on year, confirms Russell Tanner, Valeo Snackfoods’ marketing director, with Halloween 2021 confectionery value sales 25% up on 2020 for symbols and independents. This is likely to increase in this year’s unrestricted Halloween period. Additionally, PVM’s research shows 68% of those celebrating are likely to buy sweets or chocolate for trick-or-treaters, up on 58% last year, and 44% likely to buy for gifting. Bakery plays a key role in Halloween and the big nights in surrounding it, according to Mark Frossell, St Pierre Groupe commercial manager, because so much of the food on these occasions is handheld. St Pierre Groupe’s Baker Street’s burger buns and hot dog rolls have experienced 27% uplifts in this sales period for the past two years, as at-home events haveAlcoholreturned.isthe other ‘monster’ category around Halloween time, providing significant sales opportunities across multiple categories. Several themed lines are likely to be launched on a limited-edition basis to boost sales further.
Paid feature
2IRI
w/c 26.12.2021
CATEGORY HALLOWEENADVICE34 KNOW YOUR CATEGORIES
Freshen up impulse sales with fruity gum
“WE put everything out in mid-October. I sell masks and string hats for Halloween, whatever I can get from the cash and carry, and create a Guy Fawkes for Bonfire Night. We usually sell 15-20 kilos of toffee and toffee apples, depending on the weather. I stopped selling fireworks five years ago, when the licence fee increased. Lidl’s prices are lower than I can buy them for. And there’s the security issue, when there’s only one staff member in the shop. Around Bonfire week, we sell five-to-10 jars of bonfire toffee, as well as soft drinks if it’s raining and alcohol if it’s not. Parkin cake goes really well, as do tins of custard.” Paresh Vyas, Limehurst Mini Market, Ashton-Under-Lyne, Greater Manchester RETAILER VIEW Mark Frossell, St Pierre Groupe
To drive seasonal sales, Johnny Dennys, Mast-Jägermeister’s UK head of brand and trade marketing, says retailers should stock top-selling products across key categories such as Halloweenspirits. and Bonfire Night are closely affiliated with big nights in before the big night out, with 30% of consumers drinking spirits when celebrating an important event. In previous years, Jägermeister has recorded sales lifts around Halloween second only to Christmas and New Year’s Eve.
SUGAR-FREE remains a key driver to bring new shoppers into mints and gums. As a leader in offering conscious choices and the UK’s number-one largest supplier of sugar-free sweets in the UK1, via our ranges from Smint and Mentos, we offer a full range that can support the government’s proposed guidelines of under 150 calories per pack – something most other manufacturers aren’tFlavourdoing.isessential when it comes to refreshment and is a particularly strong unique selling point for Mentos Pure Fresh Gum. The range offers more than the traditional spearmint and peppermint flavours, with Cherry, Bubble Fresh and Tropical the leading lines. Mentos Fruit Gum is completely sugar-free, but offers the taste credentials of an indulgent, refreshing treat, and, as a result, is currently driving two-thirds of the growth of the fruit gum market2. Providing consumers with more sugar-free alternatives is more important than ever as portion control and healthier options are shown to be key drivers for market growth, especially ahead of the upcoming high in fat, sugar and salt (HFSS) regulations. Sugar-free sweets and gum will not be subject to any promotional or location restrictions, so can be displayed at the till or on any shelf as a front-ofmind fruity pick-me-up.
Hancocks’ Scary Pumpkins Shaker Cup 8x220g from Bonds of London is packed with jelly pumpkins. These join their Spooky Mix Shaker Cups, filled with Halloween-themed pick-and-mix sweets. Hancocks’ new novelty Crazy Candy Factory Bone Breaker 18 x 25g is really appealing to kids, as are the Halloween Pumpkin Light Pops, each topped with a different pumpkin head that lights up.
betterRetailing Marketplace has launched a range of Halloween Product Boxes, featuring witches hats, stickers, candy buckets, glow fingers, and Day of the Dead skull masks and holographic window hangers. The box contains 36 items – six of each type – and retailers have access to downloadable posters and social media advertising to support sales. All products have an RRP of £1.99 each.
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PVM’s big launch for 2022 is Mentos Fanta. The chewy candy is paired with Fanta Orange’s bold fruity taste, and joins PVM’s Mentos, Fruittella, Chupa Chups lollipops and Smint.
orforPerfecttricktreatingSuitableforvegetarians socialsupportedbymedia or treating
Swizzels’ Variety bags have been rebranded in three different packs: Luscious Lollies 176g, Scrumptious Sweets 173g and Curious Chews 171g. They are free from artificial colours and suitable for vegans. A perfect hanging bag for Halloween and Bonfire Night, Marvellous Mallows takes Swizzels into the mallows market. launchesproduct Launches for Halloween and Bonfire Night
“At just over 1,000sq ft, and only two or three employees, our shop is unaffected by HFSS. Our biggest Halloween and Bonfire Night category is fireworks. Complying with trading standards, we keep them locked in a glass cabinet so people can see what they want. We keep a register in place and record sales on the EPoS. It’s very important to follow the rules and have licences in place in the shop. People come from far away to buy fireworks. We rely on word of mouth – our customers are our social media.” Ushma Amin, Londis North Cheam, Worcester Park, south-west London VIEW
Use displays to showcase attractive prices. Families are looking to economise, but promote value and they’ll spend more. Drive impulse purchases with cross-merchandising to maximise basket spend. Even if money’s tight, they won’t want to compromise on quality. Offer good, better and best ranges, and drive sales with in-store positioning and cross-merchandising. tipstop How to promote Halloween and Bonfire Night to generate additional sales – Chris Smith, marketing and communications at Hancocks of adults plan to celebratethisHalloweenyear statthe
Stock Halloween and Bonfire Night ranges early –the earlier the better. Stock a variety of confectionery treats in different formats to cater for every shopper mission.
“WE started selling Halloween and Bonfire Night products a few years ago. The front of the store is all seasonal stuff – Halloween masks, multipack sweets and little tridents. We put them out a week or two before. Halloween wasn’t brilliant last year with Covid-19, but I’m hoping this year will pick up.
75% STOCK UP AND GIVE YOUR CUSTOMERS A CHANCE TO WIN EPIC PRIZES (OR SCARY SURPRISES) COC1539_Fanta Halloween Ad_RE Bookends_AW2.indd 1 23/08/2022 16:45
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Increased visibility with added theatre and engaging PoS creates intrigue, makes it really obvious you’re stocking for Halloween and eases in-store navigation.
RETAILER
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Swizzels is the number-one Halloween variety pack, with three of the top five Halloween products. The numberone Halloween tub, The Sweet Shop Favourites Tub, includes individually wrapped favourites Squashies, Love Hearts and Refreshers. Value-for-money confectionery remains hugely popular. Mark Walker, Swizzels’ sales director, says one in five shoppers are more likely to shop in convenience stores stocking price-marked packs (PMPs), which sell five times more than non-PMPs.
Hancocks’ impulse buys include Bonds’ Halloween Mallow Pops, Halloween Mallow Skewers and Fizzy Fangs, and PEZ Halloween character dispensers.
Valeo Snackfoods’ Barratt Favourites sharing tub contains a mixture of individually wrapped Dip Dabs, Wham, Fruit Salad and Black Jack chews, Highland Toffee, Refreshers rolls, Shrimps & Bananas and Fruit Salad lollies. Bonfire Night options include Flumps Singles and Flumps hanging bags, perfect for roasting over the fire, as well as Princess Mallows Pink and White.
bestsellersHalloween PACKSPROMOTIONALAREHFSSCOMPLIANTANDINCLUDE: FANTA REGULAR AND ZERO FLAVOURS PLAIN & PRICE-MARKED 330ML CANS & 500ML BOTTLES, AS WELL AS 2LT BOTTLES. Sources: 1. Nielsen MAT TY (w) w/e 180622, Total GB 2. Nielsen ScantrackData w/e 061121, Halloween = latest 4 weeks, Total GB © 2022 The Coca-Cola Company. FANTA GREW BY 12.2% HALLOWEENDURING2021, 1 IN 4 FLAVOURED CARBS PURCHASED WAS A FANTA! 2 FANTA IS THE NO.1 FLAVOURED CARB BRAND IN GB 1 FANTA ZERO ORANGE 500ML FANTA ORANGE 500ML FOR MORE INFORMATION OR TO REQUEST POS VISIT MY.CCEP.COM OR GET IN CONTACT VIA CONNECT@MY.CCEP.COM OR 0808 1 000 000 COC1539_Fanta Halloween Ad_RE Bookends_AW2.indd 2 23/08/2022 16:45
Mars Wrigley’s portfolio had 60% share of chocolate fun-size Halloween sales last year. In bitesize, the fastest-growing chocolate segment, Mars Wrigley’s two biggest brands are Maltesers and M&M’s. Mars Wrigley’s Celebrations tub was the number-one Halloween line in value sales from 2018-2021.
The Retail Success Handbook: Retailing Responsibly Everything you need to know to run a legally compliant, ethical store This unmissable edition of The Retail Success Handbook will give you the key information about the newest rules and regulations affecting the convenience channel, alongside practical, achievable and detailed advice on what you can do to make sure your store is compliant. This issue includes: A guide to complying with key legislation, with a focus on preparing for HFSS How your store can help in the fight against illicit products Youth access prevention techniques, tools and strategies How to play your part in the circular economy Customer care and staff welfare advice DON’T MISS OUT Order your copy from your magazine wholesaler today or contact us on 020 3871 £4.99Only6490Onnow!sale
betterRetailing.com 6-19 SEPTEMBER 2022 39CLASSIFIED Licensing Established prretail.co.uk2005 ALCOHOL LICENSING PREMISES LICENCE APPLICATIONS TO SELL ALCOHOL PERSONAL LICENCE APPLICATIONS PR Retail Consultants Ltd is a long established licensing company Please telephone Robert Jordan BSc ACIB 01279 850 753 or 07774044585 l We can apply for your alcohol licence or vary existing hours and layout of premises l We can also represent you at hearings and reviews of premises licences l Pavement licences l Late night refreshment licences Stocktaking Professional stocktaking services FOR ALL YOUR STOCKTAKING NEEDS Stocktakers to independent: TEL: 07899 002692 DIYGroceryRetailers/wholesalersstoresstores Specialists in CTN O Forecourtslicences For competitive rates and professional service call now on... Fax: 020 8360 6348 nikharstocktaking.com ajit.nikhar@gmail.com H/O: 13 Green MoorN21LondonLink,2NN 020 8360 2491 Mob: 07802723561 Our social channels are the quickest way to keep up to date with all things The Fed From the latest industry news to upcoming events, membership benefits, partner offers and commercial support Join our retailer community today #TheFed Federation of Independent Retailers Fed The 9191tsE 0800thefedonline.com1216376contactus@nfrn.org.uk @the_fed_nfrn @TheFedOnlineYouTube @TheFedNFRNTwitter @TheFedVIPFacebookVIP @TheFedOnlineFacebook @The Fed LinkedIn(NFRN)Make money, save easier!makemoney,business InstagramFollow Instagramus toSubscribeYouTube FollowTwitterus Join FacebookusVIP Like Facebookus Follow LinkedInus TheAdvertiseFed with us Contact Natalie Reeve to find out more commercialteam@newtrade.co.uk 020 7689 3372 The success of initial ads helped us attract five new customers which then furtherpromptedbookings Sophie Parker, Allied Drinks
Danny Wilson, 17 One Stop stores in Yorkshire2
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“WE have 18 stores, but they are split up into four companies and each of those companies has less than 50 staff. We have spoken to Booker and the advice we have from them is that we don’t need to worry about HFSS at the moment.
The RETAIL EXPRESS team finds out how retailers are feeling as the introduction of high fat, sugar and salt (HFSS) legislation gets closer
“WE’VE worked out our plans together with One Stop and we have got one store that we think we have to change the layout around to �it the regulations. One Stop helped us to create a plan and work out what we need to move and where we can move it. We will be re�itting that store very soon. We did the design a couple of months back and we’ll be changing and removing some of the offer bays. “Wine and other alcoholic drinks will be moving closer to the till and other products that aren’t allowed will be moved away from the counter. But ultimately, it wasn’t too bad an experience, to be honest. There were only a couple of things that needed moving. And because there are legislations that are being held back – like the multibuy promotions – it means things will happen more gradually and we’ll be able to prepare better, but everything is in hand at the moment.”
No one seems to know anything about HFSS at the moment and things keep changing. How are retailers preparing?
Jeyaseelan Thambirajah, Budgens of Huntingdon,Hinchingbrooke,Cambridgeshire
“However, I have appointed a new merchandiser, who will be examining the regulations and what they mean for us, and then we’ll move forward and act on it. He is going to go through all of it.
Avtar Sidhu, St John’s Budgens, Kenilworth, Warwickshire
Anish Panchmatia One Stop Wylde Green, Sutton Coldfield, West Midlands
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“We don’t want to go against the regulations, but at the moment, we think our stores are not affected and we will be ok. “There are other retailers who are my friends and are telling me that I’ve got to follow the regulations, but I think this HFSS situation is going to affect the supermarkets and multiples more than us for now, and we might look to get some more potential sales as a result.”
In the next issue, the Retail Express team finds out how retailers are coping with increasing newspaper prices. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk
“THE promotional side of HFSS has been deferred to October 2023 now, and as soon as that decision was made, we started seeing some manufacturers bringing multibuys and pricemarked packs back again. “This year, it’s only the placement side of things that will be affected. We did a trial in our store and we’ve always looked to put healthier things near the checkout and tillpoints anyway. By and large it went well, and when we did the trial, we got some really good results, especially with nuts. They were the standout performers and they 100% work in place of chocolates and sweets. We’ve put in a whole nut bay at the front of the store near the newspapers and it’s been really successful. With this in mind, it feels like the placement side of things with HFSS won’t have that much of an impact. We won’t be making that many huge changes, especially at the moment.”
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