Retail Express - 8 March 2022 by BetterRetailing

‘I’VE BEEN TREATED LIKE A CRIMINAL’

• ‘Hero’ retailer arrested and subjected to eight-hour ‘hell’ in police cell after catching prolific shoplifter 8-21 MARCH 2022 STRICTLY FOR TRADE USERS ONLY

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SUSTAINABILITY

BOOKER

AVAILABILITY

Scottish government accused of making slow progress on deposit return scheme

Reduction in single-pick lines creating wastage and cash-flow issues for stores

How to keep shelves full and customers happy during major stock crises

BACK PAGE

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CONFECTIONERY

Five top ways to boost your profits and keep sales sweet cider

CATEGORY ADVICE ERY SUGAR CONFECTION

GET SWEETER SALES TRENDING BEHAVIOURS something for everyone.” sweets “THE UK sugar confectionery Sales of single sales demarket had a volume due (under 100g) saw a big 2020 and April last decline of 5% in as cline in March according to Egleto Covid-19. However, outlets year (33%), sugar confectionery footfall in major retail shopper ton, but and and improved overall rose in 2020 to normal lines habits returned 2021. have been early consumers makin 2021, volumes “With says growing by 2.3%,” senior ing fewer shopping trips Gabriella Egleton, Kervan and people working from at forbrand manager on-the-go product of Bebeto home, hardest,” Gida UK Ltd, owner mats were hit the says. confectionery. Egleton senior deSascha Macchi, Levi Boorer, customer Rowntree’s at Ferrero, brand manager for y, velopment directoran opportustill at Nestlé Confectioner and says there’s and echoes this opportunityworth nity to drive impulse sales is says the category “Sugar says: “It’s important retailers proactive measures £1.5bn. Macchi says: growing are taking confectionery is also sales to ensure their sugar confecwith offering stands out ahead of chocolate past year tionery shopper interest, up 5.2% over the growth in and attractsbe done by stockand in double-digit can which trusted the latest four weeks.” ing recognisable and Tac.” But how can independent brands, such as Tic this on bags retailers capitalise a core Despite this, sharing opportunity? Stocking step, have become a must-stock first as costs conrange is a strong g what’s – especially but understandin to rise and shoppers customers tinue fact, Mactrending and what look for value. In confectionery are looking for is vital. ap- chi says sugar There’s an increasing op- sharing bags are the secondng format in petite for varied snacking demand biggest-selli independents tions, with a higher symbols and for plant-based alternatives. behind chocolate singles, commufor 18.7% of Susan Nash, trade at Mon- and account nications manager sales. l, says: value delez Internationa exceeded “Veganuary 2022 of last year’s total sign-ups with more 580,000 people, consumers than 600,000 to follow a having attempted year. plant-based diet this within “This can be seen . We sugar confectionery Kids launched Sour Patch conWatermelon, which has and tains no gelatine by the been certified vegan conVegan Society, meeting Nash. sumer needs,” says director Mark Walker, sales and says: at Swizzels, agrees consider “Retailers should and vegproviding a vegan accomto etarian selection as consumer, modate every bags well as stocking variety offer that and sharing packs

8-21 MARCH 2022 STRICTLY FOR TRADE USERS ONLY

‘I’VE BEEN TREATED LIKE A CRIMINAL’ • ‘Hero’ retailer arrested and subjected to eight-hour ‘hell’ in police cell after catching prolific shoplifter P3

Jason Urwin broke into the shop to steal alcohol

SUSTAINABILITY

BOOKER

AVAILABILITY

Scottish government accused of making slow progress on deposit return scheme

Reduction in single-pick lines creating wastage and cash-flow issues for stores

How to keep shelves full and customers happy during major stock crises

BACK PAGE

8-21 MARCH 2022 betterRetailing.com

P15 is Sugar confectionery ry, a fast-moving categoers but what are custom for? currently looking nds out TAMARA BIRCH fi

O N CO N- EW N P PR SU ACK OM ME O! R

GIVE YOUR A CHANCE CUSTOMERS STOCK UP NOW

Store owner Ravinder ‘Bob’ Singh 01/03/2022 14:23

RE mini page 24x4.indd

our say

Megan Humphrey, editor

Times are tough, but there are still ways to thrive AS Yorkshire-based retailer Samantha Coldbeck explains later in this issue of Retail Express, it’s felt like one thing after another lately. Stores were most definitely due a restful year after the difficulties endured during the pandemic, but that has certainly not been the case. Prices are continuing to soar, bolstered by the ongoing energy crisis, and with more hikes due in the next few months – including national minimum wage – it doesn’t look like things are going to get much easier. Even though it’s my job to report on everything going on in the sector, good or bad, I don’t want you to give up entirely. There are still ways to ensure you retain footfall, and even earn it, during the hardest EXPLORE WHICH of times. For example, over on page three you can find out how CHANGES MIGHT a locker parcel collection unit HELP SOFTEN outside your store can generate 43% more sales. THE BLOW If you don’t have the space, it might be worth considering how a toy-vending machine could win over children, and guarantee repeated sales. Manufacturer Planet Games is on the lookout for more sites to join its already-successful fleet of 300 convenience stores, reaping the benefits. Both options are completely free to install and operate. When prices soar to the level they have, it’s likely they won’t come back down, so take the time to reassess your business model, and explore which changes might help soften the blow. IF YOU ARE INTERESTED IN GETTING A FREE LOCKER UNIT, OR TOY-VENDING MACHINE, CALL RETAIL EXPRESS ON 020 7689 3357 @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 3357

Editor – news Jack Courtez @JackCourtez 020 7689 3371

Features writer Jasper Hart 020 7689 3384 @JasperAHHart

News reporter Suhara Pavithri Jayasena @suharajourno Deputy insight & advertorial editor Tamara Birch @TamaraBirchNT 020 7689 3361

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

Senior news reporter Alex Yau @AlexYau_ 020 7689 3358

Designer Jody Cooke tim.murray@newtrade.co.uk 020 7689 3380 Magazines reporter Tim Murray Production editor Ryan Cooper 020 7689 3354

Production coordinator Chris Gardner 020 7689 3368

Sub editor Jim Findlay 020 7689 3373

Head of marketing Kate Daw 020 7689 3363

Sub editor Robin Jarossi

Senior account director Charlotte Jesson 020 7689 3389

Head of design Anne-Claire Pickard 020 7689 3391

Head of commercial Natalie Reeve 020 7689 3372

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

The five biggest stories this fortnight 01

Scottish gov’t under fire for slow bottle-returns progress MEGAN HUMPHREY

THE Scottish government has been accused of failing to kickstart preparations to get stores ready for deposit return scheme (DRS) trials planned for later this year. Last December, Scottish minister for green skills, circular economy and biodiversity Lorna Slater con-

�irmed DRS would be implemented in Scotland on 16 August 2023. At the same time, she revealed trials would take place in stores this summer on a voluntary basis. However, Scottish Grocers Federation (SGF) head of policy and public affairs John Lee told Retail Express a meeting to discuss this was cancelled in December, and Slater had

KP production starts

KP Snacks has resumed production after being affected by a cyberattack last month. An industry source claimed limited production restarted on 21 February, and that topselling core lines would be the �irst to return to stores. A KP Snacks spokesperson

Editor in chief Louise Banham @LouiseBanham

said: “We continue to make progress in recovering from our recent ransomware incident. Over [19-20 February] we resumed production across our seven manufacturing sites, which although limited, has remained constant and as planned.” For the full story, go to betterRetailing.com and search ‘KP’

refused to set a new date, despite calls for one. “We are disappointed the minister hasn’t taken part in a meeting yet,” he said. “We were promised it would be revisited in January and no action has been taken.” In response, a spokesperson for the Scottish government responded: “Rollout of our ambitious DRS is being led by Circularity Scotland Limited, which is a private

non-pro�it company that was set up by producers, retailers and wholesalers. The SGF is a founding member. “To support delivery of the scheme, we have established a system-wide assurance group made up of key industry representatives, including the SGF. “The group met for the �irst time in January and will continue to meet regularly as delivery progresses.”

HFSS loopholes

STORES affected by the up- ban. Roberts also claimed coming high fat, sugar and dedicated concessions withsalt (HFSS) legislation could in stores may not count tooffset the impact with loose- wards the �loorspace within packed goods, according to HFSS requirements. This means a 2,100sq retail analyst Bryan Roberts. He claimed these items ft store with a 200sq ft could be exempt from the ‘beer cave’ could bypass the promotional and placement legislation. For the full story, go to betterRetailing.com and search ‘HFSS’

Business delivery manager Ifzal Afzal 020 7689 3382 Account manager Marie Dickens 020 7689 3366 Management accountant Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3388 Head of digital Luthfa Begum 07909 254 949

42,281 Audit Bureau of Circulations July 2020 to June 2021 average net circulation per issue

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

Digital age trial

BESTWAY is to participate in a government trial of digital age veri�ication. Three stores in West Yorkshire will use cameras at their tills for age-restricted purchases. The cameras will analyse the features of a customer’s

face to establish their age. Staff will then be prompted with a noti�ication of whether to ask the customer for ID. Bestway retail director Mike Hollis said: “We’re proud to be pioneering the use of ageveri�ication technology in our drinks-led specialist stores.” For the full story, go to betterRetailing.com and search ‘Bestway’

Symbol decline

INDEPENDENT and symbol group retailers saw the largest annual decline in market share across the grocery sector, according to the latest data from Kantar. For the 12 weeks to 20 February, symbols and independents reported a 14.4%

year-on-year decline. Their share of the market in the period fell from 1.8% to 1.6%. They were the only stores in the sector to experience a double-digit decline. However, independent stores experienced 4.2% growth on a two-year basis. For the full story, go to betterRetailing.com and search ‘Kantar’

@retailexpress facebook.com/betterRetailing

8-21 MARCH 2022 betterRetailing.com

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

Retailer arrested for assault after catching thief in the act MEGAN HUMPHREY RAVINDER ‘Bob’ Singh was arrested last year for assault by local police after stopping a shoplifter attempting to steal hundreds of pounds-worth of alcohol. Singh, owner of a Premier store in Dormanstown, North Yorkshire, told Retail Express he is waiting to hear if he will be charged after the incident in November 2021, and is “living in fear” about the impact of a possible conviction on his reputation and personal life. Singh and his associates, including Sukhwinder Singh, decided to sleep inside his store on the night in question after witnessing the thief in action the previous day on CCTV. “I noticed a few bottles of spirits and champagne were missing from the shelves when I opened up on the day of the incident,” said Singh. “After watching the CCTV, I saw a hand coming down from the roof during the early hours of the morning trying to take the bottles.” The culprit, Jason Urwin, managed to enter the property by removing tiles from the ceiling, and climbing down into the suspended ceiling. “We knew he would do it again the next night because he had been successful,” said Singh. “At 3am, the next day, we saw his hand come down to try to steal

again. We attached a kitchen knife to a broom handle to scare him away. “But, because the ceiling was only suspended, he fell about 12ft down onto the shop�loor. He started wrestling with us, and we had to punch him to keep him down on the �loor. “We managed to get control of him, and quickly tied his hands and feet together with cable ties. We then phoned the police.” However, Cleveland Police arrested Bob and Sukhwinder Singh for grievous bodily harm. Singh said the incident has already had a severe impact on sales, and his reputation within the town. “The police handcuffed me outside the shop, which is on a busy parade,” he said. “I was then held in custody for eight hours, which was hell. “I’ve been living here for eight years and built up a good reputation in that time. My sales plummeted immediately after the incident, and there were lots of bad rumours going around about me. “I’m from India, and if I’d have done this there, I would’ve been put on someone’s shoulders and hailed as a hero.” As a result, Singh revealed he was considering giving up working in retail. “I have a wife and three young children,” he said. “I don’t want to work in an industry where I have to deal with these sorts of people.

GOOD WEEK WHOLESALE: A new delivery firm is promising free next-day delivery with no minimum spend. Coral founder Annika Monari told Retail Express the firm is aiming to attract more independent retailers to aid its expansion. The range includes products from 1,000 specialist suppliers that aren’t available from traditional wholesalers. For the full story, go to betterRetailing.com and search ‘Coral’ SERVICES: Parcel locker firm InPost UK is targeting rural and city-based convenience stores to house one of its free lockers. Stores wanting to become a locker site must have an outdoor location. The locker is free of charge, and eligible stores have the opportunity to earn commission throughout the year. For the full story, go to betterRetailing.com and search ‘InPost’

BAD WEEK “My wife is worried about what could happen to me and I don’t want to have to put myself at risk again.” When asked what drove Singh to take matters into his own hands, rather than report the break-in to the police, he said: “They wouldn’t have had any evidence other than seeing a pair of hands come down from the ceiling.” Urwin already had a recorded 43 convictions for 143 offences across more than 25 years. “The police don’t do anything themselves,” said Singh. “Shoplifters know crimes are easy to get away with, which is why they keep on doing it.” “On re�lection, I wish I

MENZIES: Stores supplied by Menzies face a bill increase of up to £121 per year from April. This marks the wholesaler’s first carriage service charge (CSC) rise in two years. Stores with the smallest news bills will see their weekly CSC rise by £1.24 to £35.31 per week, while those with the largest bills face a £2.34 rise to paying £69.28 per week. Jason Urwin pleaded guilty to burglary

didn’t do what I did. I did something similar before, where I caught someone on my property and nothing was done as a result. “I should have learned my lesson, but I never would’ve done it if I thought something like this was going to happen. “I never thought I would

Clearly lemon & lime with a twist of Cherry*

Clearly

get arrested for trying to catch a shoplifter.” Urwin pleaded guilty at Teesside crown court and got a year’s jail suspended for 12 months, with a drug testing order. Cleveland Police failed to respond with an update on the case by the time Retail Express went to print.

TOBACCO: Retailers are to be hit with tobacco price increases. Imperial said changes to recommended retail prices would take effect from 14 March 2022. The move will see all branded cigarettes rise by 40p. Branded 30g rolling tobacco is also set to go up by 70p. Rolling tobacco brands will also see an increase ranging from 70p to £1.15. For the full story, go to betterRetailing.com and search ‘tobacco’

7UP is the No.1 Lemon & Lime brand in GB** stock up now * Cherry flavour

**NielsenIQ RMS, Total Coverage, Britvic Defined, Value Sales, 52 w.e 25.12.21

Time to

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01/03/2022 12:15

NEWS

8-21 MARCH 2022 betterRetailing.com

Booker single-pick lines impact ALEX YAU

LONDIS retailers have reported seeing a decreasing number of single-pick lines available from Booker, affecting their ability to manage cash flow and wastage levels. The retailers claimed the issues had affected popular lines such as spirits, butter and chocolate. One store owner, who asked

not to be named, told Retail Express: “Spirits are one product where you could buy single bottles, but you can only get some brands, such as Jack Daniel’s, in cases now. “I noticed signs around my depot that said Utterly Butterly wasn’t available in single cases. “It creates issues for smaller newsagents who only sell one or two items a month. “They’ve not got enough

space to hold that much stock, and it creates cash-flow issues for them.” Another affected retailer added: “You can’t buy some single boxes of chocolates from Booker any more, and no reason has been given. “We don’t sell loads of boxes of chocolate, and having to buy more could lead to us losing money. “If I start losing one or two boxes due to wastage, that af-

fects my overall margins. It’s my margin gone.” In January, Booker retailers across the rest of the group raised similar concerns. However, RN understands the wholesaler had taken on the feedback and is looking to make improvements, such as expanding single-pick varieties available in the Jack’s range. A Booker spokesperson said the company had made no changes to its processes.

NISA and Costcutter retailers have refused to accept newly proposed delivery slots offered to them from April. In a message sent last week, one Nisa retail development manager said the rerouting was needed to “maximise logistics across fresh and ambient”.

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

NEW WELSH RETAIL STRATEGY THE Welsh government has unveiled plans to launch a retail strategy this month to ensure policy supports the needs of the country. Welsh minister for rural affairs and North Wales, and Trefnydd Lesley Griffiths said: “This will support development of a sector that is aligned to town-centre principles and programme for government priorities; a sector that is vibrant, supports fair work prin-

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

The Retail Success Handbook

HFSS restrictions to come into force in October 2022

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

ciples and one that offers an attractive employment and career progression opportunity.” For the full story, go to betterRetailing.com and search ‘Welsh’

DHL parcel service

HFSS. We’ve got it covered.

One store owner said they rejected a new date suggested to them because they “can’t get staff in one of them”. A spokesperson for Nisa said the move “comes alongside investment in new ePOD paperless technology and the reintroduction of time-banded delivery slots”.

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

Look out for this logo

Visit betterRetailing.com/HFSS

Delivery re-route anger

CUSTOMERS are now able to pay over the counter to send DHL parcels in selected PayPoint CollectPlus stores. Under the ‘Walk in send’ service, customers choose and book in the store where they want to drop off their

parcel online, and then arrive in store to pay and hand over the package. Customers fill in sending details on a handheld device in store, which prints a label that staff affix to the item. For the full story, go to betterRetailing.com and search ‘DHL’

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ACADEMY IN ACTION

PRODUCTS

Go Ahead Bakes now non-HFSS JASPER HART

Three-month follow-up:

AVAILABILITY Three months on, the IAA and MARS WRIGLEY UK catch up with CRAIG WARREN, from The Corner Stores in Bury St Edmunds, to find out if he’s succeeded in improving his availability and cutting waste

IAA ADVICE 1

Create an availability target and use sales data to ensure you hit it.

Do gap checks every four hours so you can react to out-of-stocks quicker.

Research nearby wholesalers and suppliers, so you have a back-up plan.

THE RESULTS

The decrease in waste in fresh and chilled

We now carry out four daily gap checks, helping us to manage out-of-stocks. Our gum and confectionery are now at 95% availability. We started manually adjusting our chilled orders, which has decreased waste by 4%.

PARTNER ADVICE By applying new processes, Craig has managed to improve his availability and reduce waste. Meeting availability targets is vital to ensure you’re meeting your customers’ needs and drives sales.

Steve Simpson Category Development Manager for Wholesale and Foodservice, Mars Wrigley UK

GIVE SHOPPERS WHAT THEY WANT Call us on 020 7689 0500 or scan the QR code to anticipate shopper desires and find out how you can improve

Next time: Merchandising & Display

TO adhere to upcoming restrictions on products high in fat, sugar and salt (HFSS), Pladis has reformulated the recipe of its Go Ahead Fruit & Oat Bakes range. Now with a reduction in saturated fat, which means the range is classed as ‘low in saturated fat’, the updated recipe, which is available now, also contains less sugar. Each portion-sized bake has 128 calories. “Health and well-being continue to play an important role for Brits, and as more people return to of�ices and workplaces, the future for healthier biscuits – which so often cater to the on-the-go

need state – is looking rosy,” said Fran Hiebert, senior brand manager for Go Ahead at Pladis UK&I. “We’re witnessing a strong increase for on-the-go consumption occasions, which is great news for Go Ahead,” added Hiebert. Healthier biscuits are the largest biscuit segment, worth £560m, and are bought by three-quarters of UK households. Within this, Go Ahead is the leading brand in lowcalorie snacking, with its Fruit & Oat Bakes worth £7m and growing at 14.7%. The brand also ranks in the top �ive in the healthier-snacking segment. In-store PoS will also be available.

Cadbury launches Caramilk Buttons

PepsiCo to launch Wotsits Crunchy

MONDELEZ International is expanding its Cadbury Caramilk range with the launch of Caramilk Buttons. Its launch comes as the supplier hopes to build on the success of the Caramilk tablet, which it says was Cadbury’s biggest launch of 2021. Additionally, the tablet was the third-bestselling new product last year, while the single bar was the ninthbestselling. The brand has generated nearly £18m in sales since launching. Caramilk Buttons will be available to retailers from April in 105g and 90g packs with respective RRPs of £1.99 and £1.49. Mondelez will support the launch with in-store PoS.

PEPSICO is expanding its Wotsits range with the launch of a new Crunchy range. The new range will be available to convenience retailers from 11 April in Really Cheesy and Flamin’ Hot varieties, in 60g £1 price-marked packs (PMP). “We know there is an appetite for crunchier snacks, especially when it comes to sharing as 95% of shared snacking occasions are based around this texture,” said Katherine Cook, Walkers Snacks marketing manager. “Wotsits Crunchy range aims to help retailers tap into this segment, and also bring new shoppers to the

BrewDog offers money back BREWDOG’S new on-pack promotion offers shoppers the chance to claim back the full price of a pack if they are not satis�ied. The BrewDog ‘Guarantee’ promotion is available across four-packs of Punk IPA, Lost Lager, Hazy Jane, Elvis Juice and Planet Pale. As part of this, shoppers can

follow on-pack instructions to visit a dedicated website where they can upload their proof of purchase along with a 15-word statement saying why they did not like the product. The supplier aims to pay out all refunds within 14 days, with �inal claims to be made by 22 May.

Wotsits brand who may have previously felt a yearning for that crunchy texture.”

Barr Soft Drinks goes big on Irn-Bru BARR Soft Drinks is investing £6m into an ad campaign for Irn-Bru, led by three new adverts. The adverts will run across TV, digital and social media during March and April, with the aim of differentiating the brand from other carbonates. The brand said it aims to reach 90% of 16-to-34year-olds in Scotland and the north of England. According to the supplier, the last four weeks of last year’s campaign for Irn-Bru saw the brand deliver the fastest growth of all �lavoured carbonate brands. Retailers will be able to get PoS highlighting IrnBru and Irn-Bru Xtra.

8-21 MARCH 2021 betterRetailing.com

Rubicon Spring launches can formats BARR Soft Drinks is launching two varieties of its Rubicon Spring sparkling water range in 330ml sleek cans. The new format is available across its Black Cherry Raspberry and Orange Mango �lavours, in single cans with an RRP of £1.29 and four-pack multipacks with an RRP of £3.49. The launch comes because sleek 330ml cans have grown by 40% since 2019. Additionally, Rubicon Spring is the number-one �lavoured sparkling water in the UK, having brought more than 600,000 shoppers to the Rubicon brand since March 2020, and adding £4m in the last year. According to IRI �igures, it

is seven times larger than its nearest competitor.

COCA-COLA Europaci�ic Partners (CCEP) has announced the return of its #WhatTheFanta campaign with a new Pink variety. The new colour (which will have different �lavours in different bottles) is available in 500ml and 2l packs. Shoppers can scan on-pack QR codes to �ind a series of interactive online clues hidden within videos. According to Martin Attock, vice president of commercial development at CCEP GB, last year’s Blue #WhatTheFanta variety drove almost twice the rate of sale of Fanta Orange while it lasted. He added: “In fact, 61% of #WhatTheFanta sales last

year were incremental to Fanta, proof that the campaign attracts more shoppers to the brand and is sure to drive sales for retailers this year.”

MARS Chocolate Drinks and Treats has added to its ice lolly range with Skittles Stix and Starburst Ice Lollies. Both are available now in multipacks of four and single formats, with respective RRPs of £2.50 and £1.40. Starburst Ice Lollies are made up of layers of strawberry-, orange-, lemon- and lime-�lavoured ice, and has a jelly base. Skittles Stix contains layers of fruit�lavoured ice cream with a sugar centre. It follows the success of Skittles Cooler, which launched three years ago. The launches come as the UK ice cream market is in growth, with convenience

sales reaching a total value of £828m. Additionally, handheld multipack sales are worth £178m.

#WhatTheFanta campaign returns

Mars launches two ice lollies

ACADEMY IN ACTION

PRODUCTS

8-21 MARCH 2022 betterRetailing.com

Cotswold Fayre ups vegan range JASPER HART

Three-month follow-up:

SERVICE TO THE COMMUNITY In November, the IAA and Suntory Beverage & Food GB&I visited Abdul Ramzan in his Millerfield Store in Kennoway to help him drive long-term customer loyalty. We find out what’s changed

IAA ADVICE 1

Link up with local events and run a promotion to drive footfall to your store.

Post consistently on your Facebook page about your community involvement.

Uncover cost-effective ways, like competitions, to engage with the community.

THE RESULTS

The increase in We held a Facebook Remembrance Day page likes tea service, linking up with a local bakery to offer pies. We post more frequently on Facebook about local causes, growing page likes by 52, and helping to encourage new shoppers to the store.

PARTNER ADVICE It’s great Abdul’s community engagement and support for local initiatives have increased footfall. Helping local causes and using social media to promote what you’re doing are great ways to show you are Carolyn Thomson a community store. Regional Account Manager SBF GB&I

DRIVE AWARENESS AND LOYALTY Call us on 020 7689 0500 or scan the QR code to find ways to contribute to your area and find out how you can improve

Next time: Environmental Sustainability

FINE-FOODS wholesaler Cotswold Fayre has doubled the number of plantbased products across its ambient and chilled ranges to almost 300. It said the decision follows the increasing popularity and demand for such lines. “There is no doubt that plant-based food has made the move from niche to mainstream,” said Ellie Gunn, chilled buyer at Cotswold Fayre. “In fact, a recent study revealed the proportion of people eating and drinking plant-based products has almost doubled over the past decade. “We see product innova-

tion driving this category forward, with taste and variety remaining key to increase demand from the huge number of ‘reducetarians’ who are looking to consume more plants and reduce, not eliminate, animal ingredients,” added Gunn. The wholesaler also recently launched its chilled catalogue, which now has a plant-based section for the �irst time. New plant-based brands include Kinda Co and Mergulo, which both use cashews as the bases for their vegan butter and cheeses. Laura Strapp, ambient buyer at Cotswold Fayre, said there has also been an increased demand for prod-

ucts marketed as natural. “Consumers and retailers are increasingly looking for ‘clean label’ products and are

actively seeking out products that state they don’t use arti�icial ingredients or preservatives,” said Strapp.

Rubicon launches Still Walkers partners up with EasyJet holidays Pineapple flavour BARR Soft Drinks has expanded its Rubicon Still range with a Pineapple variety. According to the supplier, pineapple is the third-biggest �lavour within 1l format juices. The supplier said new �lavours drive excitement in the soft drinks category and therefore are incremental, with shoppers looking out for more choices in the lead up to occasions such as Ramadan. According to a Barr survey, more than 90% of consumers said they would buy the new product having seen the concept. Rubicon Still Pineapple is available in a 1l plain and £1.29 price-marked pack, and a 288ml plain pack.

Heinz debuts pasta sauce range KRAFT Heinz is launching a range of Heinz ready-to-use tomato-based pasta sauces, the �irst to be launched in the UK under the Heinz brand. The range, available now, includes the following varieties: Tomatoes & Lentil Ragu; Chunky Tomato & Mediterranean Veggies; Tomato, Mushroom & Pepper; Tomato

Sauce for Bolognese; Sundried Cherry Tomato & Basil; Tomato & Chilli; and Tomato, Mascarpone & Grana Padano Cheese. The products are made in Italy with natural ingredients and no added sugar. Ingredients are printed on the front of the jar, and coloured lids help the jars stand out.

PEPSICO has launched an on-pack promotion in partnership with EasyJet Holidays across core Walkers and Doritos �lavours. The campaign, which is running until 23 May, offers shoppers the chance to win more than 1,000 package holiday vouchers. Products with the promotion have also been given a holiday-themed redesign to highlight the campaign. The supplier hopes to capitalise on pent-up demand for travel post-lockdown. PepsiCo is supporting the promotion with a multimillion-pound marketing campaign emphasising the opportunity to ‘Win a holiday every hour’, live now across

TV. It will also include social media, in�luencer activity, and in-store PoS.

PERNOD Ricard has launched a new international campaign for Jameson Irish Whiskey called ‘Widen the circle’. The campaign will be led by a TV advert called ‘That spark’, featuring Irish actor, writer and comedian Aisling Bea. The advert focuses on encouraging people to step outside of their comfort zones through “moments of awkward but genuine interaction”. The campaign is part of a multi-year investment in Jameson by Pernod Ricard ahead of a key period for the spirit which includes St Patrick’s Day (17 March). Pernod Ricard has also de-

veloped in-store PoS materials for convenience retailers, including shelf-edge barkers and strut cards.

Jameson gets StPatrick’s-Day ready

OPINION

8-21 MARCH 2022 betterRetailing.com

RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Call Retail Express on 020 7689 3357 for the chance to be featured TECHNOLOGY: How is artificial intelligence stopping theft? “I’VE been using cameras to analyse stock availability on shelves and also to prevent potential shoplifting. The cameras recognise common gestures a thief makes, such as moving their hand from the shelves to a bag. My staff are then alerted to the potential theft instantly through a smartphone app.”

Rav Garcha, Nisa Local Crabtree, Birmingham

“I’VE been looking at ways to use artificial intelligence in my security cameras. One potential feature is facial recognition, which examines the features on someone’s face. If there’s a prolific shoplifter in the area, the camera then alerts staff once they walk into the shop. It’s a good preventative measure. Shahid Ali, Nisa Mintlaw, Peterhead

It’s a good preventative measure CORONAVIRUS: How will the end of free tests affect you?

Staff will at greater risk of testing positive

“ONE of my staff members is vulnerable, so we have always been careful to make sure she is protected. I have been advising all my staff to test regularly and provide a negative result before coming into work. This system ensures the safety of my staff.”

Julia Bywater, Bywater News, Dudley, West Midlands

“STAFF will be at greater risk of testing positive, and compliancy with testing will decrease as members of the public will not want to spend money. As retailers, we must continue to act cautiously. We have continued to advise that face masks be worn.”

Stephen Hunter, Old Road News, Bradford

STORM EUNICE: What was the disruption to your store? “IT was scary – we heard a bang, and then the front sign fell, blocking the entrance. Luckily, no one was hurt, but the store had to be closed for a full day while maintenance was being done. We were able to open on the Saturday after calling a tradesman.”

Trude Mian, The Knowle Garage & Post Office, North Devon

“WE did have an issue with milk availability. We couldn’t get in any stock from Booker or local suppliers. It wasn’t just our shop that was affected in the area. The storm affected the nearby supermarkets, which had a knockon effect on our demand.” Vince Malone, Tenby Stores & Post Office, Pembrokeshire

Collectables: the latest launches, trends and profit-boosting tips in the collectables market

Sports & energy drinks: what this sector offers retailers and how you can maximise sales and profits Pricewatch: see what other retailers are charging for craft beer and boost your own profits At RN, our content is data-led and informed by those on the shop floor

3,451 retailers’ sales data analysed for every issue

69+ unique retailers spoken to every month

71%

We couldn’t get in any stock ENERGY CRISIS: How are you offsetting costs?

LED lighting resulted in a significant saving

COMING UP IN THE 18 MARCH ISSUE OF RN

“I SWITCHED to LED lighting a few years ago, and it resulted in a significant saving. My energy bills dropped from £1,200 to £600. I’m hoping the energy market will level up when I’m up for renewal next year, but we’ll see whether the Russian invasion of Ukraine affects the UK.”

Paui Patel, Dibden Purlieu News, Southampton

“ONE way to lower the energy use of chillers is to keep some drinks ambient. Products such as oat milk or fruit juices don’t need to be chilled. Customers don’t usually drink these products immediately. You’ll have less refrigeration, but the same number of products on the shop floor.” Chris Herring, Londis Shiphay Post Office, Torquay, Devon

of RN’s news stories are exclusive

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

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CAN WE REALLY CLAIM THIS CAN IS THE MODERN WAY TO CONSUME NICOTINE?

YES WE CAN EMPTY CAN AND RECYCLE

This product contains nicotine and is addictive. For adult nicotine consumers only. For trade use only.

NICOTINE POUCHES YOU’VE GOT VELO VELO.COM/FREE-CAN Winner Nicotine Pouch Category. Survey of 9,897 people by Kantar.

PAID FEATURE INDUSTRY CLOSE-UP

In partnership with

INCREASE YOUR OFFERING WITH IFE

FIVE KEY SESSIONS

1 2

Mastering low- and no-alcohol in retail Laura Willoughby MBE, co-founder of Club Soda, and two panelists discuss how to master the low- and noalcohol opportunity. This session will take place on 21 March at 12pm to 12:45pm. Sustainability trends in retail Thefoodpeople’s director and co-founder, Charles Banks, discusses sustainability trends in food and drink. This session will happen on 22 March at 11:20am to 12:05pm.

IFE, International Food & Drink Event, returns to ExCeL London on 21-23 March to reunite the food and drink industry. Event director at IFE, PHILIPPA CHRISTER, explains more

WHAT IS IFE? IFE is taking place on 2123 March at ExCeL London, alongside Hotel, Restaurant & Catering (HRC), IFE Manufacturing, The Pub Show and The London Produce Show. This year’s event marks the UK’s biggest gathering of food, drink, and hospitality professionals to date, with 30,000 buyers and 1,500 suppliers expected to attend. For more than 45 years, IFE has been a trusted product sourcing tool for retail-

ers and wholesalers in food & drink, with more than 100 countries attending, including Pakistan, Turkey, Canada and many more. The show is also the world’s largest gathering of UK food and drink suppliers, according to a spokesperson from IFE. It’s an unmissable chance to see some of the most exciting products currently on the market and gain an insight into the trends of tomorrow.

8-21 MARCH 2022 betterRetailing.com

The psychology of spending Karen Fewell, director of Digital Blonde, examines consumer buying behaviours online and in-store, and how retailers can capitalise on this. This session will take place on 22 March at 1:30pm to 2:15pm.

Encouraging consumers to reuse and refill IGD shopper insight manager Dan Gillet examines consumer attitudes to reuse and refill, and how to introduce these in store. This session will take place on 22 March at 2:45pm to 3:30pm.

WHY ATTEND? A COMPLIMENTARY trade ticket to IFE is a gateway to the future of food and drink. Independent retailers can meet in person with innovative suppliers, hear their brand stories, and taste the products first-hand. It’s also a great way to discover new products and suppliers, helping to expand your offering. The Future Food Stage also has a wide range of insightful discussions aimed at food & drink retailers, including

influencing customer buying decisions in-store and online, the challenges of introducing reuse and refill stations and catering to the 24/7 customer. Visitors to the show are invited to visit the ‘Advice-togo’ section where organisations including City Harvest, the FDEA, B Lab, My Emissions and Green Seed Group will be on hand to provide bespoke, confidential industry advice and guidance.

THREE PRODUCTS TO TRY

1 Charles Butler Ltd, stand 3614 RRP: £23-39, size: 50cl Charles Butler will launch three confectionery-inspired rums: Rambunctious Spiced Rum, Clotted Cream Toffee Rum Liqueur and Chocolate Honeycomb Rum Liqueur.

2 Unconventional Plant Based, stand 1465 RRP: £2.89 The plant-based supplier will launch its Chickenless Fillets at the event in two formats: a moist plain fillet and a lightly breaded option.

3 Karu, stand 1927 RRP: £2.89 As a London-based start-up, Karu’s cashews are consciously sourced, roasted in the UK and packed using recyclable materials.

Serving the 24/7 customer Roseanna Evans, head of client operations at HRC Global, SortedFood’s founder, Ben Ebbrell and Matthew Nobbs, commercial director at Gorillas, discuss the demand for delivered grocery.

To view the full programme and to register to attend, visit ife.co.uk or scan the QR code

Immerse yourself in product discovery at IFE 2022 • UK’s largest gathering of food and drink professionals • 1,500 suppliers from 55 countries

• 3-day seminar programme • 15 trends and insights talks • 70+ influential speakers

Scan the QR code to secure your FREE PASS to attend or visit our website:

ife.co.uk Our event partners include:

IFE 2022 is co-located with

LETTERS

Wharfedale

sam Premier coldbeck convenience store, Hull

Letters may be edited

A whole-team approach to tackle price rises

‘The PO needs to sort this out as soon as possible’ I’M unsure how post of�ices were affected, but the ability to process passport applications and renewals in branch was turned off on 23 February. There was also an issue with the provided tablets. We told customers we were trying to rectify the issue as soon as possible, but we had to turn

them away and politely ask them to come back the following week. Passport applications are popular for us and we do three-to-four a day. The system being down had a real impact. The concern is that we’re moving into a time where people want to renew their passports to go on holiday.

COMMUNITY RETAILER

OF THE WEEK

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

After a period of lockdowns and restrictions, people are opening their cupboards and they’ve discovered their passports are nearly out of date. It’s potentially going to be a major period for us and this needs to be sorted out as soon as possible.

Anonymous retailer

A PO spokesperson said: “Last week, we took advantage of an opportunity to move services, such as passport renewals, to a new digital tablet. We are sorry this postmaster had an issue with theirs and recognise the reopening of international travel is a key product area for postmasters.”

COMMUNITY RETAILER

OF THE WEEK

Trudy Davies, Woosnam & Davies News, Powys – @TrudyDavies1964

‘We have a food bank ‘We want to support outside the shop’ women in retail’

AFTER a turbulent few years in retail, many of us were hoping for a calm year to reassess, catch up on some sleep and enjoy our stores looking pristine once more. In reality, we are still being affected by staff absences, stock shortages and rising prices across the board. With utility prices on the rise, delivery charges being introduced and cost Each issue, one of seven top prices rocketing, the retailers shares advice to main conversation make your store magnificent on many WhatsApp groups recently has been how to pass these charges onto our customers. For many of us, this is an uneasy conversation. Traditionally, we’ve taken many price increases on the chin. Although price increases are necessary, they’re coming at a time when our customers can least afford them. Promotions and meal deals are crucial, but they often put pressure on our margins. Choice is essential across all departments so our customers choose us as a destination store, but with stock availability still an issue, it’s meaning many of us are having to compromise or shop around. Chilled drinks give us a point of difference, but can the mounting cost of electricity justify the service? Is there a future for price-marked goods? We’ve seen this as essential over the years to give our customers confidence, but we now desperately need suppliers and manufacturers to ensure our margins are able to reflect our higher running costs. We rarely discuss the nitty-gritty of running a business with staff. Financial pressures are the concern of the owners. Right? Not entirely. Our staff have seen what’s been happening over the past two years and although some grumbled about being blessed with ‘essential worker’ status, they embraced it and worked their socks off. So, when we started having conversations about monitoring waste, actioning price increases more effectively, studying sales histories and making sure the stock that we have is working hard and making money, they embraced the challenge to make the business leaner and more profitable. They recognised, if everyone played their part, everyone could push the business to be the best in the area. If they offered exceptional customer service and welcomed customers in, those customers became regulars. A whole team approach is desperately needed in the coming months. Not just between us and our staff, but between suppliers, manufacturers, utility providers and our local councils. We are as important to them as our customers are to us.

Davies (R)

“WE have a food bank outside the shop, which we and our customers put donations in. It’s to help those who are less fortunate and we’ve been doing it since the start of the pandemic. It originally started off with items such as biscuits, but we now have products such as sandwiches in there. We really believe in karma and helping those who are less fortunate within the community. There are no questions asked to those who use it. The main thing is that they only take what they need, as there are others who also need the support.”

“FOR International Women’s Day on 8 March, I wanted to raise awareness of women in retail, and I’ve created a roundtable of women who can be contacted. As owners and workers, it can be a lonely place for women in the sector. It’s nice to know that there’s a group of women you can call on if you’re feeling stressed. There’s a WhatsApp group and we’ll also be happy to speak over the phone. Just because we appear strong doesn’t mean we don’t need a little bit of support, or someone to say you’re doing great when you’re feeling down.”

Get in touch

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

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CATEGORY ADVICE SUGAR CONFECTIONERY

GET SWEETER SALES

8-21 MARCH 2022 betterRetailing.com

Sugar confectionery is a fast-moving category, but what are customers currently looking for? TAMARA BIRCH finds out

TRENDING BEHAVIOURS “THE UK sugar confectionery market had a volume sales decline of 5% in 2020 due to Covid-19. However, as footfall in major retail outlets improved and shopper habits returned to normal in 2021, volumes have been growing by 2.3%,” says Gabriella Egleton, senior brand manager at Kervan Gida UK Ltd, owner of Bebeto confectionery. Sascha Macchi, senior brand manager for Rowntree’s at Nestlé Confectionery, echoes this opportunity and says the category is worth £1.5bn. Macchi says: “Sugar confectionery is also growing ahead of chocolate with sales up 5.2% over the past year and in double-digit growth in the latest four weeks.” But how can independent retailers capitalise on this opportunity? Stocking a core range is a strong first step, but understanding what’s trending and what customers are looking for is vital. There’s an increasing appetite for varied snacking options, with a higher demand for plant-based alternatives. Susan Nash, trade communications manager at Mondelez International, says: “Veganuary 2022 exceeded last year’s total sign-ups of 580,000 people, with more than 600,000 consumers having attempted to follow a plant-based diet this year. “This can be seen within sugar confectionery. We launched Sour Patch Kids Watermelon, which contains no gelatine and has been certified vegan by the Vegan Society, meeting consumer needs,” says Nash. Mark Walker, sales director at Swizzels, agrees and says: “Retailers should consider providing a vegan and vegetarian selection to accommodate every consumer, as well as stocking variety bags and sharing packs that offer

N CO ON EW N -PA PR SU C O M K M E O R !

something for everyone.” Sales of single sweets (under 100g) saw a big decline in March and April last year (33%), according to Egleton, but sugar confectionery lines overall rose in 2020 and early 2021. “With consumers making fewer shopping trips and people working from home, on-the-go product formats were hit the hardest,” Egleton says. Levi Boorer, customer development director at Ferrero, says there’s still an opportunity to drive impulse sales and says: “It’s important retailers are taking proactive measures to ensure their sugar confectionery offering stands out and attracts shopper interest, which can be done by stocking recognisable and trusted brands, such as Tic Tac.” Despite this, sharing bags have become a must-stock – especially as costs continue to rise and shoppers look for value. In fact, Macchi says sugar confectionery sharing bags are the secondbiggest-selling format in symbols and independents behind chocolate singles, and account for 18.7% of value sales.

GIVE YOUR CUSTOMERS A CHANCE STOCK UP NOW WWW.TREBOR.CO.UK UK & ROI, 18+ only. 10:00 28/02/2022 - 16:59 30/09/2022. Internet access required. Purchase necessary for GB (NPN for NI & ROI). Visit www.trebor.co.uk for full T&Cs. RE mini page 24x4.indd 1

01/03/2022 14:23

CATEGORY ADVICE SUGAR CONFECTIONERY

CAPITALISE ON SUGAR CONFECTIONERY FOCUSING on seasonal periods will help stores make the most of sugar confectionery. Upcoming seasonal events include Easter and Mother’s Day. “The past couple of years have been up and down with Covid-19 restrictions, and, this year, people can truly get back to celebrating with family and friends without having to worry about potential lockdowns,” says Chris Smith, marketing communications manager at World of Sweets, formally Hancocks Wholesale. To capitalise on the opportunity, create a level of in-store theatre using clear

labelling and signage to capture shoppers’ attention. Nestlé Confectionery’s Sascha Macchi says 58% of sugar confectionery sales are made away from the main fixture. “Also, 19% of sales come from displays at the till, while 18% come from end-of-aisle, 13% from front-of-store and 7% from a free-standing display,” says Macchi. “So, retailers looking to maximise their sales should ideally concentrate on these areas.” It’s also worth noting a lot of customers buying from the sugar confectionery categories are younger consumers.

CAPTURE NEW CUSTOMERS A LOT of sugar confectionery lines are typically bought by younger consumers or teenagers. An area proving successful for many independent retailers and younger consumers is American confectionery. Sasi Patel, from Go Local Extra Oldham Road in Greater Manchester, says teen shoppers have a lot of disposable income from their parents, so they don’t mind paying more for sugar confectionery lines. To find the next big product, he regularly searches social media platform TikTok. “The American confectionery category hit TikTok and the demand has been sky high,” Patel says. “Teens won’t blink an eye for buying an American gobstopper for

£2.99 or a pack of sugar candy for £3, but our older customers likely would.” Bains continues to have strong American sugar confectionery sales. “We rotate it every two-to-three weeks so customers don’t get bored,” he says. “There are a lot of products that might not be new to the US, but new to us, and we stock them to drive excitement.” For Patel, the younger market is also driving his impulse sales in sugar confectionery. “Kids come in during the school run and they’re really getting behind the £1 lines. “It’s convenient and isn’t a big cost to them as many receive £20 or more a week pocket money,” he says.

RETAILER

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Sasi Patel, Go Local Extra Oldham Road, Rochdale, Greater Manchester “WITH sugar confectionery, £1 bags are flying out. As prices rise, the £1 bags will become stronger. The industry is finding ways to make the pack smaller, but keep the price at a £1. There will come a time, though, when this price will likely increase to £1.25, but, at the moment, the momentum is in its favour. “When it comes to impulse buys, it’s about capturing the non-working teen market. They have a lot of disposable income and come to us throughout the week – it’s important we cater for that market now, and focus on TikTok trends. “We’re also about to start selling the little sweet tubs that are popular in M&S at the moment to boost sales further. We’re also adding in resealable tubs to our range for customers who want to have a treat on long journeys.”

“Stocking things like the Crazy Candy Factory kids’ novelty range will encourage shoppers to buy,” says Smith. “This range combines sweets with toys, which are certain to keep kids happy. They’re great value for money, too.” Focusing on new products is vital for Sandeep Bains, from Welcome Faversham in Kent. “New products are always the way to go and a way to bring new customers in,” he says. “We also focus on seasonal opportunities, such as Christmas, but as soon as that goes, we focus on Easter,” he says.

SUPPLIER

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Make sure to highlight any new products using PoS or interact with your customers on social media. Retailers could do this by running a staff taste test where they give their honest reviews of any new products. Meanwhile, Ferrero’s Levi Boorer recommends retailers create bundle deals or linked purchases. “Incorporate Tic Tac into an ‘essentials’ range whereby customers can pick up the products along with a magazine, newspaper or snack to cater for morning commuters,” he says.

Susan Nash, trade communications manager, Mondelez International “THE most important confectionery display is the main fixture, as 45% of confectionery products are picked up from here. Shoppers need to be able to find the main fixture easily, so it should be in a high-traffic, visible area of your store. “It’s also important to stock lines that meet new trends, especially recent new products from the fastgrowing Sour Patch Kids range. The new Sour Patch Kids Watermelon bags will offer shoppers an affordable and delicious authentic candy treat with an RRP of £1.32. Available in 140g bags, each individual jelly sweet is watermelon-flavoured with a coating of sour sugar. “To build on this, Sour Patch Kids Watermelon and Maynards Bassetts Fruit Smoothie will be available in a price-marked pack format this year, allowing for strong stand-out on shelf with the convenience of clear on-pack pricing to help drive additional sales for retailers.”

8-21 MARCH 2022 betterRetailing.com

BEST PRACTICE FOR MERCHANDISING SUGAR CONFECTIONERY “TO maximise the opportunity, confectionery needs to be sited in a secondary location,” says Mondelez’ Susan Nash. “Many shoppers need reminding or prompting to buy from the category when they are on a different mission and, by inspiring these purchases, retailers can increase basket spend. End of aisle, counter

and front of store are the key locations.” Nestlé’s Sascha Macchi echoes this and says: “In terms of sugar sharing bags, a good secondary location to target would be other categories associated with nights in, such as sharing bags of crisps and large soft drinks. “When considering the

main fixture, sugar sharing bags should be merchandised together, not combined with chocolate sharing bags, with a vertical split between the two on the sharing bags fixture.” It’s important to ensure your sugar confectionery and chocolate lines are merchandised separately to avoid confusing your customers. Also, try to

include at least one different flavour and consider including a free-from, vegan or vegetarian option to cater for a wider range of customer missions. Monitor the sales of freefrom lines you stock to track their success, and make sure to highlight the key differences these lines offer. For example, are they gelatine-free?

Are they dairy-free? Are they gluten-free, or vegan or vegetarian? Doing this will help you become a destination for these products. Make sure to highlight these lines on social media or your Google page, as many shoppers will look there first to find what they need.

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Levi Boorer, Customer development director, Ferrero “CONSUMER shopping habits have dramatically changed over the past year, with shopper visits to stores becoming more planned and structured. “This has meant consumers are also looking to shop more locally, which has seen the convenience sector continue to be increasingly popular even as we emerge from the pandemic. Despite this more functional approach to shopping, there is still an opportunity for retailers to boost the appeal of their sugar confectionery. Especially when it comes to impulse, it’s important retailers take proactive measures to ensure their sugar confectionery offering stands out and attracts shopper interest.”

TIME FOR SOME SWEET & FRUITY REFRESHMENTS

top tips Stock different flavours “People typically look for mint and fruit flavours from this sector, which is why we recommend retailers stock a variety of flavours from our range,” says Boorer. “Stock them next to your newspapers and magazines fixture or within food to go next to items such as soft drinks or single-serve snacks.” Create linked purchases Meal deals or bundles are great for boosting spend. While restrictions have ended, nights in will remain popular, so consider running a promotion to capitalise on this throughout the year. Labelling and signage is key “If you frequently reshuffle the placement of your products, labelling and signage is key,” says Kervan Gida UK Ltd’s Gabriella Egleton. “Visual call-outs such as stickers, shelf barkers or wobblers are great for leading consumers to particular products.” Secondary site Having a secondary siting will push sales, especially impulse purchases. Place a range on a gondola end, alongside soft drinks or crisps and snacks to drive linked purchases. Focus on sharing bags Sharing bags have been growing in importance for the past couple years, and sugar confectionery is a category perfect for sharing. Include a variety of flavours, dairyfree and healthier sugar confectionery lines.

THE GENTLE REFRESHMENT OF TIC TAC

ASSESS. COMPARE. IMPROVE

#IAA22

LOOKING TO CONNECT WITH LIKE-MINDED RETAILERS? Join the IAA network today. Visit betterRetailing.com/IAA or contact Kate Daw on 020 7689 3363

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CATEGORY ADVICE HOME DELIVERY

8-21 MARCH 2022 betterRetailing.com

GROWING SALES THROUGH DELIVERY Retailers stand to increase their customer base, sales and profits with a home delivery service. CHARLES WHITTING finds out the steps they can take to get started

RETAILER

WHY GET INTO DELIVERY IF you’re a retailer and you’re not currently offering home delivery to your customers, then you are potentially missing out on a huge number of sales. Depending on your store’s location and demographic, there is scope to widen your customer base to people who might not have been willing or able to travel to you themselves, or you could be encouraging more frequent purchases and engagement from existing customers. It is tempting to see delivery as a burden on you and your team, requiring more

man-hours to accept, organise and deliver orders in good time. The potential benefits are considerable, however, and with shopping habits increasingly turning to online, particularly in the wake of the pandemic, retailers risk being left behind if they don’t get involved now. “Deliveries are now about 40% of our overall business now,” says AJ Singh, from Premier Morley in Leeds. “Before the pandemic, we were doing about 20-to-30 deliveries a day. During the pandemic, it went up to 150-to-200 a day, and now we’re doing around

100 deliveries a day. “That’s bringing in around £12,000-15,000 every week just on deliveries. We’ve now noticed a switch from in-store

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sales. We’re seeing fewer customers coming in who used to, but they’re still spending with us. They’re ordering online because it’s easier.”

Amrit Singh Pahal H & Jodie’s Nisa, Walsall, West Midlands “I’M with Snappy Shopper and it’s been a great success. We’ve got two drivers working full-time and our staff manage orders and things like that. I’d definitely recommend it. “We started doing deliveries just from the store, with one of my staff members going out and delivering orders. Then we expanded the area, collecting all the morning orders and then giving them to a driver when they arrived. It naturally grew, so we got two drivers and started doing morning and evening deliveries. “I would definitely recommend going with an app. They simplify the whole processes. If you join with a partner like Snappy Shopper, they will be able to talk you through everything step by step.”

CATEGORY ADVICE HOME DELIVERY

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Greg Deacon, chief commercial officer, Jisp Investment “Stores need to consider that delivery can be a timeconsuming process, with orders throughout the day. Do you have the staffing levels to incrementally offer a delivery service or do you need to increase cost into your business? Can you afford to take on staff to ensure the level of service or even take staff away from other tasks in the store? To overcome this, agree a target number of orders and how you would manage this day by day. Starting from one mile from the store should ensure you can responsibly fulfil deliveries in busy periods.”

USING AN APP FOR retailers concerned about the extra workload that deliveries will bring, they can always look to delivery apps such as Deliveroo, Jisp, Uber Eats and Snappy Shopper. Each brings its own advantages, whether it’s gaining exposure, providing drivers or simplifying processes, and all incur costs for the retailers that use them. “The brand awareness and TV exposure means that people tend to use Uber Eats and Deliveroo,” says Richard Kent,

from Evington Village Store in Leicestershire. He currently uses Deliveroo, which provides him with drivers and ensures that regardless of any concerns at the other end, his store still gets paid. “You get paid regardless, which gives you that security and peace of mind,” he says. “Having your own app could be the way forward, but you’ve got to be prepared to invest a lot of time and money.” AJ Singh is with Just Eat, ZeusLabs and Uber Eats, and

feels that the more apps your store works with, the more money and customers you can bring in. It more than makes up for the cost of the commission, which can be around 25%. “People are afraid to pay the commission fee, but it’s allowing you to gain a massive amount of customers you wouldn’t get coming into your store,” he says. “It’s better to think of it as more of an operational cost that’s bringing in a wider range of customers and enlarging your database.”

Margin “Think about your margin, whether it’s yourself or through a third-party app. What is the margin mix once you factor operational costs into your business, especially with rising costs of employment and even things such as fuel for your delivery vehicles? Be mindful to look at the small print on contracts to ensure you’re not throwing margin away and, therefore, running an incremental offering like delivery with little to no benefit to your store.” Time “Do you have the time to invest in a new solution for your store? It requires you to market the offering, process it and then service it. To overcome this, suggest someone from your store to be the delivery champion, do the social posting and respond to any customer enquiries socially that may present themselves.” Competition “How do you stand out from the crowd? What are you offering locally that help differentiate your store? Consider these when choosing right partner or to go alone.”

step-bystep guide Pick an offer Deciding to offer home delivery isn’t just a matter of signing up for an app and going from there. Make sure you know what you want to offer, how often and to whom. How many deliveries do you want to make each day? Pick a delivery strategy Make sure you have a strategy to ensure you can provide the service that you want to. Will you and your team do it all, or will you go with a delivery app that will provide drivers? Pick a team Do you have the extra staff and the vehicles in place to do this yourself? Make sure you have drivers who you know won’t let you down. Otherwise, it’s always possible to lean on the services of a delivery app. Pick an area Decide on how far afield you are willing to deliver. A wider spread will bring in more customers and more takings, but may also end up stretching your resources too far and could result in late deliveries, which would hurt your brand’s reputation. Customer interaction It’s important to have a staff member who can contact your delivery customers to let them know if things are out of stock and need to be changed or to encourage any potential trade-ups from them. Pick your pricing Make sure you stay on top on your pricing and stock levels. If your website says you have a product at a certain price, you don’t want to have to call the customer to correct it. Make sure you’re always updating your prices and your database.

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STOCKING THE SHELVES After the product shortages of the past year, the RETAIL EXPRESS team finds out how retailers are managing to keep their shelves fully stocked in 2022

Things are still quite sparse and I am working 16-hour days covering illnesses. How are retailers getting stock on their shelves? – Kiefer SheaGodden, My Local Convenience Stores, Newport

Nico Ali, Premier Scotch Estate, Jarrow, Tyne & Wear

“THE cash and carries still haven’t got much stock – some of them are half empty. It’s certainly a struggle out there at the moment. But what you have to do is �ind a different product. You’ve got to get something else in otherwise your shelves will look empty. My main wholesaler is Booker, but if I can’t get something from there I’ll go to Bestway Wholesale or elsewhere. “They’re still at 80% capacity on Walkers and there are no Space Raiders, so we’re trying to get hold of different kinds of crisps. If there aren’t any Space Raiders then I’ll go for something like Walkers Squares. It’s actually worked out really well. The new lines I’ve put in because I couldn’t stock our normal products are all selling really well. “It’s about �inding a different market to get products instead of having the shelves empty. It’s better to have anything there than nothing at all.”

Tariq Chishti, Netherlee Post & News, Glasgow

“WE are an independent store, which affords us the luxury of buying from whomever we want. We work with half a dozen suppliers. It doesn’t take us any longer as we have some suppliers who deliver to us direct – we place the order on their app and it arrives. There are four or �ive others that I go to personally as and when I need to. “There has to be a balance of availability and price. You need to look for sensible prices because some are going through the roof at the moment. This means there will be lines we drop in the future as customers will become increasingly price sensitive. Cost-of-living increases, in�lation and rising energy prices will make people consider what their shopping basket looks like and they might choose a lesser-known brand. Take washing-up liquid. Do people really care about Fairy Liquid or will they be looking for cheaper own brands in future?”

Bobby Singh, BB Nevison Superstore, Pontefract, West Yorkshire

“SINCE the pandemic, we’ve been stocking our storerooms to the brim and trying to be ahead of the game. What I’ve found now is things haven’t relaxed. There are still products that are hard to get, but hopefully we’re going to get back to normal with stock keeping and cash�low. “Now, however, you’re also expecting things to be missing from the cash and carry. The mindset has changed and you always have that fear of whether the next delivery will actually come. You need to be organised when you’re ordering stock to be delivered. Make sure everything is covered and you have a good stock-taking structure and system in place. There’s nothing wrong with a trip to the cash and carry, but it shouldn’t be a necessity. If you have a good stock-taking system for ordering products, then you should have to make fewer trips to the cash and carry.”

In the next issue, the Retail Express team finds out how retailers have found trading in 2022 so far. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk