Retail Express - 9 August 2022 by BetterRetailing

BEER & CIDER

Top tips to boost alcohol sales in the hot weather P26 ICE CATEGORY ADV BEER & CIDER

BEER AND CIDERS OPPORTUNITIE

9-22 AUGUST 2022 STRICTLY FOR TRADE USERS ONLY

rs finds out how retaile CHARLES WHITTING cider offer that will and can create a beer back for more keep customers coming

BEER AND CIDER SALE

the rest of the competineed to ence to they focus However, retailers tion, particularly if beer and produced opwhat lines and forWHEN it comes to current cli- consider going to sell best. on either locally on-trend cider sales in the are two major mats focus tions or particularly mate, retailers have all, the For some retailers, a varieties or flavours. of demoand promotions will advantages. First “It depends on the is a real on value price areas where you hot summer weather look to help to drive home the hos- graphic of the Williams, from sales driver as people friends advantage they have over are,” says Joe and with with well-known enjoy themselves Store in Hook NorThe second pitality, brands to the fore in The Village in the sunshine. that popular Other re- ton, Oxfordshire. for all cater formats. to is the price differential “You need to pubs multipack a are people who stores enjoy compared current tailers might want to offer to al- markets. There the and bars. With more premium selection up on want a cheap offering because with and there is to trade cost-of-living crisis money is tight. But dur- low customers people having invested at- what they’re buying without room for the premium product in their them as much. Craft and there are people will that ing the pandemic beers it costing bea prehome amenities, buying store beer and cider have also little bit more for in many ways pay product or to know it’s from a local convenience mainstays come mium sunny in a they can and enjoying them and, for some stores, come from local producers.” garden is a more cost-effective be a genuine point of differchoice for many.

AS UPS GOES GREEN, STORES TURN RED Parcel firm slammed for putting extra strain on retailers in latest sustainability drive, but failing to increase commission P3

SHOP ABUSE

CONFECTIONERY

STORE SAFETY

Business crime day hailed ‘success’ as Sussex PCC pledges more retail support

Ferrero continues salmonella recall as shops still wait for refunds

Retailers share advice on how to deal with sudden emergencies in your shop

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our say

Alex Yau, acting editor

Tory leadership race shows underlying issue for retailers IN her clash with Rishi Sunak to become the next prime minister, Liz Truss set her sights on ridding high fat, sugar and salt (HFSS) restrictions last week, leaving the convenience industry confused. In a national interview, she said: “Those taxes are over. Talking about whether or not somebody should buy a two-for-one offer? No. There is definitely enough of that. [People] don’t want the government telling them what to eat.” Although the potential abolishment of HFSS would be welcome news for stores still wondering whether they will be impacted, Truss’s agenda highlights an underlying issue. And that being, retailers are always given the run-around when it comes to legislation. Store owners have spent hundreds of hours redesigning their store layouts A SUDDEN U-TURN and product ranges to meet HFSS rules in recent months. A sudden WOULD MEAN U-turn on the anti-obesity legisla- MONEY AND TIME tion would mean money and time SPENT WOULD’VE spent would have been wasted. As one Londis retailer told me: BEEN WASTED “The people who make all the decisions about the restrictions are just sat in an office. They put in all these sudden changes without thinking about how small businesses are impacted.” At this stage, as with any leadership debate, nothing is set in stone, so I would advise you to keep preparing for HFSS. Things can change quickly, but it’s best to be ready for whatever might come your way. And although it’s important to keep your ears to the ground about what our future prime minister is pledging, take it with a pinch of salt at this stage. @retailexpress betterRetailing.com facebook.com/betterRetailing Acting editor Alex Yau @AlexYau_ 020 7689 3358

Editor – news Megan Humphrey @MeganHumphrey 020 7689 3357

Features writer Jasper Hart 020 7689 3384 @JasperAHHart

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

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

Editor in chief Louise Banham @LouiseBanham

Production editor Ryan Cooper 020 7689 3354

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Sub editor Robin Jarossi

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Senior Account managers Barry Lavis 020 7689 3372 Lindsay Hudson 020 7689 3366

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Head of commercial Natalie Reeve 020 7689 3372 Business delivery manager Ifzal Afzal 020 7689 3382

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The five biggest stories this fortnight 01

‘Business crime day of action’ by Sussex police a success ALEX YAU

SUSSEX Police has pledged to work more closely with retailers in the �ight against shop criminals, following the successful launch of its ‘business crime day of action’. Last month, the region’s police and crime commissioner, Katy Bourne, visited shops

Bourne added that there in the region with of�icers to provide advice and hear con- will be more ‘business crime cerns from retailers. Bourne day of actions’ in the future. visited a Co-op in Shoreham, “It was successful, but it was where police apprehended also a learning exercise,” she said. “We want retailers to tell two thieves during their visit. “The day showed how quick- us what we are doing wrong ly thefts can happen,” Bourne and where we can improve,” told Retail Express. “We want- she said. “This is not a one-off and ed to see how the relationship between police and shops can we’re not here to wave a �lag. These incidents aren’t victimbe improved.”

Nisa restructure talks

NISA is consulting on redundancies due to a “tough trading environment”. The wholesaler held meetings with affected staff on 21 July regarding a restructure, including retail development managers, alongside positions across fresh and recruitment.

A spokesperson for Nisa said: “We are carrying out a review to lower our costs to offer greater support to our partners. “The review will include a consultation on potential redundancy for some employees.”

to independent retailers by 25-75%. One of the affected retailers said: “I’ve seen the rise and fall of Roberts, and they’re at rock bottom.” The supplier failed to provide a comment by the time Retail Express went to print.

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

PayPoint results

PAYPOINT revealed a 60.5% year-on-year parcel growth in its latest �inancial results, published last month. The �inancials for the three months ending 30 June revealed that the service provider’s Amazon returns rollout has now expanded

Bread disruption

PRODUCTION issues at Roberts Bakery last week temporarily disrupted bread supply for up to 840 independent retailers across the UK. The �irm experienced oven faults and conveyer issues at its factory between 2628 July, impacting deliveries

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

less and we want to do more to target proli�ic offenders. “We want to encourage retailers to report crimes. The police don’t know about crimes unless they are reported. While certain crimes are low-level in value, they’re not low-level in impact because the sheer volume can be impactful on businesses, customers and residents.”

to 2,000 sites, enabled further by the implementation of its Zebra label printer. Usage of which continues to grow at locations. In addition, the number of UK retail network sites has increased to 28,341 (31 March 2022: 28,254).

Economic crisis fight

INDEPENDENT retailers have ing squeezed, store owners been praised for having the “have a role to play by providtools to tackle the current ing local alternatives and enaeconomic crisis, despite future bling customers to buy smallconcerns over rising bills and er baskets”. “You have to offer a choice,” in�lation. PwC UK’s director of retail he said. “Retailers need to alstrategy, Kien Tan, explained low customers to �lex their that although budgets are be- shopping basket.”

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

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

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

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

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

UPS slammed for upping workload, and not commission MEGAN HUMPHEY INDEPENDENT retailers have slammed UPS for failing to increase commission, despite putting an extra strain on them in its latest sustainability drive. The service provider sent an email to its access point partners (APP) last week, alerting them to the launch of its ‘green deliveries’ campaign, asking store owners to become ‘sustainability ambassadors’. The intention is to help customers reduce their carbon footprint by promoting drop-offs and collections at access point locations. In doing so, UPS is offering shoppers an extra 10% off their order if they use a speci�ic promotion code and get it delivered to an access point, rather than directly to their home. In addition, if a customer orders 10 shipments or more, UPS Foundation in association with the International Tree Foundation will plant a tree on their behalf. The email read: “If customers use your location to ship or collect their parcel, they will reduce 33% carbon emissions compared to home deliveries. So, if you’re concerned about the impact shipping has on the planet, then, as a UPS access point location, you can now help us create a sustainable world by joining this campaign, as we

green up our supply chain to achieve our 2050 carbon-neutrality goal.” In addition, the parcel �irm has distributed a �lyer for retailers to display in their shops to advertise the initiative. However, several independent retailers told Retail Express that despite wanting to support the goal of the campaign, their workload is likely to increase as a result. Ravi Raveendran, owner of Colombo Mini Market in Hounslow, west London, has written to UPS requesting higher commission to match the added workload of the new responsibilities. “Since I joined as an APP, UPS has changed the way it does business, but there has been no review on the commission structure,” he said. “When we initially joined, parcels were collected from customers’ houses by local drivers. Now, UPS are promoting the use of access point drop-offs. We are allowing you to save on labour costs, drivers are having to do less work now, but the money saved is not being shared with APPs. “The workload has changed. We are now expected to collect money on behalf of UPS, but there has been no increase in our commission.” Jignesh Patel, of Sarwal’s News in Knaphill, Surrey, added: “We are being

express yourself “Our store only started doing home delivery in partnership with Snappy Shopper last month. Within its first week, orders were flying out of the store. We had 25 orders in a couple of days and we even had to close due to an unforeseen circumstance. In terms of the most popular products, it’s quite broad and customers are ordering a lot of products. Alcohol is popular, but we’re seeing the most demand for general grocery.” Serge Notay, Notay’s Convenience Stores, Batley

GOOD WEEK TOBACCO: One Stop retailer Aman Uppal has been credited as a major success in helping customers quit smoking for alternatives such as vaping. Uppal was referenced in Philip Morris Limited’s ‘The Big Switch Report’ this month. He said: “I have an opportunity to introduce these products into my community and get people away from cigarettes, which is something I believe in.” SOFT DRINKS: A self-serve soft drinks supplier is on the lookout for convenience stores to help its expansion. Real Soda Company managing director Russ Kitching told Retail Express: “We’ve worked very closely with convenience stores in North America, and the UK seems to be emulating the market. It’s doing it very well and we’ve got teams within the business watching the sector very closely.”

BAD WEEK OWN LABEL: Independent retailers are boycotting the Jack’s own-label range over concerns they are promoting products from a rival supermarket. The range, launched by Booker into stores in 2020, is accompanied with the Tesco branding. It is due to replace existing Booker own-label lines by the end of this year. asked to do more work, but our commission payments haven’t been increased to re�lect this.” This isn’t the �irst time independent retailers have criticised the �irm for not increasing commission, despite expecting more from them to operate the service. In November 2020, UPS partnered with Amazon, giving retailers the opportunity to take returns over the counter from the

the column where you can make your voice heard

online grocer. However, at the time, retailers complained about the added burden this put on them, as they were being required to scan, repackage and store parcels for up to several days awaiting collection. Julia Bywater, owner of Bywater News in Dudley, stressed that although she supports the sustainability initiative, “it’s only bad if they reduce commission”. When asked to comment

on the calls from retailers over increased payment, a spokesperson for UPS told Retail Express: “Local retailers operating as one of our UPS access point locations can bene�it from increased visibility and customer footfall. This network of local stores offers consumers the choice to opt for package delivery and returns at a nearby store with greater �lexibility and convenience.”

For the full story, go to betterRetailing.com and search ‘Jack’s’ INFLATION: Nestlé hiked the price of its products by 6.5% in the first half of this year due to “significant and unprecedented cost inflation”. In its latest financial results, the KitKat and Cheerios manufacturer revealed the price increase led to a 9.2% rise in reported sales and a growth of 8.1%. For the full story, go to betterRetailing.com and search ‘Nestlé’

Is the cost-of-living crisis impacting demand for home delivery?

“We didn’t have a home delivery service as we only delivered goods to a certain set of customers. There was a trial of Deliveroo, but the volumes didn’t really justify carrying on with it. We only had 10 orders a week. If we do decide to give it another go, it will most likely be under our own brand. However, with the cost-of-living crisis, customers are finding it hard to justify spending an extra £3-4 on having their groceries delivered.” Harj Gill, Select & Save The Windmill, Rubery

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

“We’re still seeing good demand for home delivery from our customers. Home news delivery is also still doing really well, but I can’t quite find a reason why. Last week, we had three new customers. We do lose a few customers every now and again. For example, we’re about 15 customers down from our highest peak, but this is just natural attrition and is expected of any service.” Vince Malone, Tenby Stores & Post Office, Pembrokeshire

Vince Malone

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Ferrero product scare continues ALEX YAU

FERRERO has continued its salmonella recall, as independent retailers are still reporting issues claiming credit dating back to April on faulty stock. In April, the supplier had issued an urgent notice to stores, urging them to remove a number of Kinder lines from shelves due to a salmonella scare. Prod-

ucts impacted were Kinder Surprise, Kinder Mini Eggs, Kinder Egg Hunt Kit and Kinder Schoko-Bons. However, three months on from the recall, stores were still receiving warnings about contaminated Kinder Surprise. In a message sent to Nisa retailers last month, the wholesaler warned that a batch of Kinder Surprise contaminated with salmonella may have been sent out.

Although Ferrero ensured some stores had received a refund after �iling a claim for the initial warning, others reported dif�iculty in getting credit. One store owner, who asked not to be named, told Retail Express: “It’s been two months since I contacted Ferrero directly for the refund. “They didn’t give me any credit back, but instead offered me a voucher to spend

at another retailer.” A Ferrero spokesperson said: “We are truly sorry that some of our retail partners have not experienced the customer service that they deserve. “We are processing refund requests as quickly as possible, but unfortunately, due to the high volume of requests, this is taking time to complete. For those retailers still awaiting a refund, we

s s e Gu

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

Booker cancels promo allocations BOOKER has temporarily cut promotional allocations on frozen and ambient to help protect availability. In a message sent to Londis retailers, and seen by Retail Express, the wholesaler said: “To ensure an improved level

who's r o f k c a b

? r e m m u

kindly ask them to resend the email with subject line ‘Retail Kinder Refund’ and we will look to resolve this as a priority for them. “Once more, we would like to apologise for the inconvenience caused and thank our valued retail partners for their ongoing support.”

ion t i d e d e mit i l W NE ival papers Carn

of service and free up capacity across our supply-chain network over the coming weeks, please be aware of the following information regarding allocations, including pre-ordered stock.” Chilled was unaffected.

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

SOUTHERN CO-OP PRIVACY BATTLE SOUTHERN Co-op is in the midst of a legal spat after campaign group Big Brother Watch claimed its use of facial-recognition technology in stores was “Orwellian in the extreme”. The convenience chain uses special cameras in partnership with Facewatch to identify known criminals in a bid to reduce antisocial behaviour in stores. Big Brother Watch filed a legal

complaint in its objection to the cameras. For the full story, go to betterRetailing.com and search ‘Facewatch’

Sunak pledges tax cuts

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For Tobacco Traders Only

TORY leadership candidate Rishi Sunak has promised a raft of tax cuts in his bid to become the next prime minister. Sunak, who faces Liz Truss in the race for PM, pledged to cut VAT on energy bills to

help struggling businesses. He also promised gradual cuts to the basic rate of income tax, dropping from 20% to 19% in 2024 before reaching 16% in 2029. Sunak initially resisted tax cuts in his leadership race.

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Walkers launches HFSS guide JASPER HART WALKERS has issued a new digital guide to help retailers navigate HFSS legislation ahead of it coming into effect this October in England. The guide is intended to help retailers understand whether or not they will be impacted by the legislation and how they can prepare while still maximising their savoury snack sales. It also features external links to advice from the government and the ACS, as well as a list of Walkers’ top100-performing lines. It will also be available in different languages, including Punjabi and Hindi.

In support of the guide, Walkers will be launching a ‘Walkers Hub’ on retail app Shopt. Retailers can use this hub to make a bespoke crisp layout for their store by providing details about their store and customers. Through the hub, retailers will also have the opportunity to earn ‘rewards’ and get merchandising display support for stocking speci�ic bestselling Walkers lines. Walkers will also be applying clear labelling to product cases, highlighting which products are nonHFSS and where best to place them in store. Kirsten Reid, impulse category management

New non-HFSS Juicies sweets MONDELEZ is launching a new range of non-HFSS sweets called Juicies across its Maynards Bassetts and The Natural Confectionery Co brands. The new range is comprised of Maynards Bassetts Wine Gums Juicies, Maynards Bassetts Sports Mix Juicies and The Natural Confectionery Co Juicy Snakes. Each variety is available in a 130g bag with an RRP of £1 and will contain real fruit juice and 30% less sugar than its standard equivalent. The original, full-sugar Wine Gums and Natural Confectionery Co varieties will still be available, albeit subject to HFSS restrictions from October.

Currently, Maynards Bassetts is the second-biggest branded sugar confectionery range and The Natural Confectionery Co range is growing by more than 44% year on year.

SANDWICH supplier Urban Eat has launched a range of sub rolls in three varieties: Ham & Cheese, Chicken Salad and Tuna Crunch. Urban Eat has also launched a new roll for the range, which is larger and softer than the supplier’s previous offerings, as well as glazetopped. Abigail Ehoff, brand manager at Urban Eat, said: “The food-to-go sector is showing great signs of recovery with more of us out and about, so we’re delighted to bring our higher-quality sub range to market ahead of a great summer.”

Ehoff added that Urban Eat would be launching more new products later this year.

Urban Eat launches sub roll range

channel lead for PepsiCo UK, said: “Our focus right now is on helping retailers to navigate and prepare for the upcoming HFSS regulations. Our digital guide will focus on snacking growth strategies and includes dos and don’ts, and handy visuals, too.”

New limited KitKat Chunky Caramel NESTLÉ has expanded its KitKat Chunky range with the launch of a limitededition Caramel variety. The new �lavour features a thick layer of runny caramel atop the signature KitKat wafer, covered in milk chocolate. It is available now to convenience and wholesale in a 43.5g bar with an RRP of 70p. According to Kantar, caramel is the number-

one �lavour in the UK. Callum Smith, assistant brand manager for KitKat, said: “We’ve taken it to the next level by combining a delicious layer of runny caramel with our crisp KitKat wafer to create a taste sensation. When we trialled the newest Chunky �lavour at Nestlé House, we got a rapturous response, so we can’t wait to hear what everybody thinks.”

Bebeto expands with Cadbury launches Mystery flavour bars Just Bears launch MONDELEZ International has launched a nationwide campaign giving consumers the chance to guess the �lavours of two Cadbury Mystery Bars. The bars combine Cadbury Dairy Milk chocolate with two mystery-�lavoured �illings and the shopper who guesses the �lavour correctly will win a mystery prize worth £5,000. Shoppers can enter the competition by visiting mysterybars.cadbury.co.uk or by scanning the QR code on-pack. Each �lavour is available now in 43g single bars and 170g tablets until October, with respective RRPs of 69p and £1.50. The promotion is being

supported by in-store support, digital, outdoor, social media, audio and PR advertising.

DOLE Sunshine Company has expanded its Fruit in Juice cups range with the launch of Mango and Pear varieties. They join the existing lineup, which includes Tropical Fruit, Peach, Pineapple, Mandarins and Mixed Fruits. The cups come in packs of four and are designed as snacks

for on the go, in the of�ice or at home after refrigerating. The products contain 100% fruit juice with zero added sugar, have fewer than 100 calories per serving and an RRP of £2.19. Currently, Dole has a 60% share of the fruit-in-juice category, according to IRI.

Dole expands Fruit in Juice cups range

KERVAN Gida UK has expanded its Bebeto confectionery brand with the launch of Just Bears gummy bears. Just Bears contain real fruit juice and no arti�icial colours, and are 100% halal certi�ied. Each pack contains up to 12 different �lavours of gummy bear, including apple, lime, blue raspberry, watermelon, pineapple, mango, lemon, orange, cherry, strawberry, grapefruit and grape. They are launching in 150g £1 price-marked packs. Gabriella Egleton, senior brand manager at Kervan Gida UK, said the launch of Just Bears was part of the supplier’s plan to make Bebeto a top-�ive worldwide

confectionery brand by 2023. To support the launch, Bebeto is launching a social media campaign featuring product giveaways on Instagram.

PREMIER Foods has entered the on-the-go breakfast category with the launch of Ambrosia ready-to-eat (RTE) porridge pots. The range is available now to convenience and wholesale in Original, Raspberry and Golden Syrup varieties, each with an RRP of £1. They can be enjoyed ambient or hot, with no need to add hot water. Breakfast is a key sales opportunity for retailers, seen by more than half of consumers as the most important meal of the day. Additionally, 63% of consumers prefer ready-to-eat options. Premier Foods is support-

ing the launch with a ‘Wake up to breakfast’ in-store and online campaign featuring branded PoS material and digital advertising.

Ambrosia’s new RTE porridge pots

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PAID FEATURE GROW YOUR SALES

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MAXIMISE DISPOSABLES SALES WITH VUSE GO In a growing vape market, disposables are currently moving the fastest. To help retailers capitalise on the opportunity, BAT UK has entered the category with VUSE GO

WHAT IS VUSE GO?

WHAT’S THE OPPORTUNITY?

VUSE GO is the latest addition to the Vuse brand and combines single-use simplicity with on-the-go convenience. It’s a pre-filled, ready-to-use vape that lasts up to 500 puffs2. It offers a broad choice of flavours, including the six flavours currently most popular with adult nicotine consumers, including fruit flavours. All Vuse Go flavours are in 10mg and 20mg/ml nicotine strengths, but different nicotine strengths will be coming soon. To cater further for adult nicotine consumers’ evolving demands, the six Vuse Go flavours have also been developed in Vuse ePod and are available in multiple grocery stores now, and in the wider marketplace soon.

WITHIN the vape market, the modern disposables segment has had significant growth so far in 2022 – recording a 3,545% volume increase1. The overall vape market has also shown 90% growth in volume over the same period, but it’s clear the real momentum is with modern disposables – it’s here that independent retailers have a prime opportunity to grow sales. Alternative nicotine products are becoming increasingly attractive to existing adult nicotine consumers, who are seeking alternatives that suit their changing lifestyles. The fast-moving disposable vape segment is at the sharp end of those evolving consumer needs.

WHAT’S POPULAR WITH ADULT NICOTINE CONSUMERS? THE vaping market has had steady growth over the past year and the ongoing innovation of vaping products is helping retailers cater to evolving adult nicotine consumer preferences. In recent months, that has included the growth in demand for fruit flavours, as well as 20mg/ml nicotine products1. The fastest-growing fruit flavour segment, for example, has had a 238% rise by volume year on year so far in 2022 compared to the same period last year.

As adult nicotine consumers continue to seek out the right nicotine alternatives, they are spending longer in the category. This gives retailers an opportunity to build sales and more lasting relationships with adult consumers by offering the right choice of quality products. BAT UK stays close to retailers when it comes to discounts, promotions and marketing, as well as sharing the product knowledge to help adult nicotine consumers make informed choices.

Vuse Go is available now so find out more by visiting vapermarket.co.uk or speak with your local BAT sales representative. Nielsen data Year to Date w/e 04.06.2022, 2Based on laboratory testing of newly manufactured product and may vary depending on individuals’ usage behaviour

SUPPLIER

VIEW

Mustafa Zaidi, Head of business development, BAT “BAT UK has invested significantly to achieve its position with Vuse. Vuse Go is the latest stage of a journey that started for us in 2013 and is a fantastic opportunity for retailers to grow sales of alternative nicotine products. In the fast-moving, fragmented vaping sector, retailers who educate themselves on new products will become valuable to vaping customers and build trust to help ensure repeat visits and sales. Safety and the highest quality come first. We know our products strike the right chord for retailers and adult nicotine consumers.”

RN 30 Under Thirty: Shining a light on the rising stars of independent retail

Deadline for entering: 12 August RN 30 Under Thirty recognises and celebrates the young retailers who are shaping the future of independent retail with their innovation and drive. After a successful first year that saw retailers from across the UK and Ireland receive recognition for their achievements, we are delighted to announce that the 2022 campaign is now open! We are looking for retailers, owners and managers under the age of 30 who are driving their businesses forward through innovation, modernisation, leadership and dedication. Nominate yourself or put forward a fellow retailer who you admire, who inspires you or who really deserves recognition for their hard work and commitment.

“

You get recognition for what you are doing and if you’re doing something well. Why not apply? I’m so happy I applied and now I can shout about my success and bring new ideas back to my business.” Enya McAteer, Mulkerns Spar, Jonesborough, Co. Armagh

Scan our QR code to enter your submission or find out more by visiting betterRetailing. com/RN-30-under-thirty-2022 or email michael.sharp@newtrade.co.uk

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Nordic Spirit’s £20,000 prize JASPER HART RETAILERS have a chance to win up to a £20,000 prize bundle thanks to a new JTI competition. Running until 2 December, the competition gives stores that perform best against a new points system the chance to win a host of prizes. To be in with the chance of winning, retailers must follow the advice in the Nordic Spirit Perfect Store Guide online. The guide includes �ive pillars that retailers should follow to boost sales, each worth a certain number of points which local JTI business advisers will score retailers on each month during their scheduled store visits.

The 10 stores with the highest scores from each JTI region will win a prize bundle worth up to £2,000 per store, including: one year supply of Nordic Spirit, a Fitbit Versa 3 Smartwatch, £125 restaurant voucher and limited-edition Nordic Spirit merchandise. The winning regional stores will then qualify to enter the national Nordic Spirit ‘Perfect store’ competition. One national retailer per JTI region will be crowned as the winner and will receive a prize bundle worth up to £20,000 per store. This will include: a trip to the Nordic region, £2,000 wholesaler credit, an Apple iPad Air, tickets to events, a Nordic Spirit store makeover,

Haribo’s Hide ’N’ Seekers event

HARIBO has launched Haribo Hide ’N’ Seekers, an interactive outdoor marketing event as part of its multimillionpound advertising in 2022. Haribo Hide ’N’ Seekers features a giant in�latable area and is touring England. Having launched in Heaton Park in Manchester on 5 August, it will next appear in Cannon Hill Park in Birmingham from 12-14 August and

in Battersea Park in London from 19-21 August. Thousands of free tickets are available through Eventbrite. At the event, participants will become ‘hiders’ who have to make their way back to Goldbear base without being spotted by ‘seekers’. Haribo is supporting the event across its social media accounts.

Pilgrims Choice focuses on taste ORNUA Foods UK has launched a multi-channel marketing campaign for Pilgrims Choice cheese, ‘Taste matters’, highlighting its taste. The £2m campaign runs for six months and spans digital sponsorships, video on demand and social media. This includes the brand’s takeover of the Food Network’s daytime programming, visibility across Discovery+’s

on-demand services and adverts on food-and-drinkrelated videos on YouTube. Kerry Alexander, brands director at Ornua, said: “In leveraging emotional tasterelated connections, rather than the functional uses that other brands’ marketing tends to fall back on, Pilgrims Choice is again determined to disrupt and drive forward the category.”

national trade press coverage pro�iling winning retailers

and their store, a trophy and a certi�icate.

Alpesh Mistry Sales director, Suntory Beverage & Food GB&I

Warburtons to launch Toastie PMP WARBURTONS will be launching its Toastie loaf in a £1.39 price-marked pack (PMP) this September. It will be available to symbols including Best-one, Costcutter and Spar. The supplier says the move, which marks the �irst time the 800g loaf will be available in a PMP, is aimed at driving bakery sales in

convenience stores. The PMP carries the same price as the non-pricemarked pack’s RRP. According to Warburtons, more than half of wrapped bakery shoppers in convenience buy a PMP in store, and shoppers buy more pricemarked wrapped bakery products than the convenience category average.

The Fruit Factory launches Fruit Twists KIDS fruit snacking brand The Fruit Factory is adding Fruit Twists to its range. Fruit Twists come in packs of �ive with two Fruit Twists inside each individual pack, at an RRP of £2. They contain 67 calories per pack and no arti�icial colours or �lavours. Each Fruit Twist is made up of four differently �lavoured strands: apple,

blackcurrant, strawberry and orange. The launch comes as The Fruit Factory is now the fastest-growing brand in kids’ fruit snacking, having had annual growth of 18.8%, ahead of market growth of 12.1%. Additionally, mixed fruit �lavours are growing in the category by 34%, compared to single-�lavour growth of 13.2%.

New study: shoppers stop treating plastic bottles as waste in seven weeks A DEPOSIT return scheme (DRS) helps to encourage a circularity mindset for consumers by rewarding recycling. Scotland’s DRS is due to be introduced in August 2023, with further details of the English, Welsh and Northern Irish schemes expected to be published later this year. What is a DRS? A DRS puts a small returnable fee on the cost of an item of drinks packaging that is given back to the consumer when the item is returned to a dedicated return point. Such schemes have had widespread success across Europe in countries including Germany and the Netherlands where there are now redemption rates as high as 98%1. How will DRS affect your shoppers? Suntory Beverage & Food GB&I has unveiled some major new research on what the effect of the planned schemes will be on shoppers and retailers. The study found that it takes just seven weeks for most shoppers to rethink their relationship with plastic bottles and to appreciate their value after living with the scheme. The research comprised four distinct behavioural studies involving almost 8,000 people. It was observed that shoppers experience a three-stage mental shift when compelled to pay a deposit in a retail environment – surprise, review and reset. To read more about these stages and the other findings of the research, download the full report ‘Deposit Return Schemes: What’s in Store?’ for free at: suntorybeverageandfood-europe.com/en-GB/gbi/ sustainability/planet/deposit-return-scheme

Germany: Wie funktioniert das deutsche Pfandsystem? | Wissen & Umwelt | DW | 17.11.2021

INTRODUCING THE

NORDIC SPIRIT PERFECT STORE FRAMEWORK NORDIC SPIRIT

PERFECT STORE

Jay Patel, the retailer at Nisa Local in Upper Beeding, Sussex, recently transformed his store by implementing the Perfect Store Framework with the help of his local JTI Business Advisor, Adam.

Now worth £2.6 million a month1 in the UK, the nicotine pouch category is growing at a phenomenal rate. There’s never been a better time for JTI to launch its Perfect Store Framework, helping retailers across the country boost sales of Nordic Spirit, the UK’s leading nicotine pouch range2. The new framework ensures retailers have a ‘how to guide’ to generating product awareness in-store, enticing new customers, and boosting sales in this growing category.

JAY

ADAM

Retailer, Jay Patel shares his thoughts on the transformation of his store: “Since implementing the Perfect Store Framework with JTI, Nordic Spirit sales have increased by 22% in my store over the last four weeks. The sales increase was across the whole range, but the Extra Strong variants proved most popular with my customers. I have worked closely with my JTI Business Advisor Adam to set up the framework, which has sparked more interest from customers and helped me generate bigger profits. Now all I must do is keep up the framework!”

Putting it into practice The Perfect Store Framework can be achieved by following 5 key steps. Business Advisor, Adam explains how this was implemented in Jay’s store. STEP 1: Maintain distribution and availability Stock the full range to offer choice and meet demand

STEP 3: Increase brand presence Place point of sale material to raise awareness and inform customers

“Retailers should stock the full Nordic Spirit range, including varying flavours and strengths, and ensure they always stock at least three cans of each SKU. This ensures customers always have a choice available to them, which means they don’t have to shop around.”

“It is important retailers educate themselves and their staff on Nordic Spirit and the wider nicotine pouch category – from product information through to how to use the product. JTI Advance, our microsite for retailers, has a range of training modules and sales guidance that has helped Jay understand the product and category.”

STEP 5: Tactical on-shelf pricing Price competitively to ensure consumer confidence

STEP 2: Ensure clear visibility Display Nordic Spirit in the most effective way “Retailers can maximise product visibility through using a range of merchandising solutions. In Jay’s store, we used a fusion cube. countertop displays are essential for creating maximum visibility and, therefore, critical for the success of Nordic Spirit in your store. You can find the best merchandising solutions for your store by speaking to your local JTI Business Advisor.”

“There are three key places in store where you should increase visibility of Nordic Spirit and ensure your customers are aware of what’s on offer: front of the store, point of purchase and the back wall. For Jay’s store, we focused on increasing visibility at the point of purchase, where we placed an A3 cash mat, shelf wobbler and product leaflets for maximum impact. We also adapted the front of the store, placing bollard covers and a window poster, to drive further consumer awareness before they even step inside the store.”

“Competitive pricing should be implemented across all the SKUs and evident across all touchpoints available in the store, for example, scan till systems, shelf edge labels, and at the point of purchase. We applied this in Jay’s store to ensure consumer confidence and boost sales.”

STEP 4: Build up your knowledge Understand key brand messages and the wider nicotine pouch category to educate customers

To find out more about the Nordic Spirit Perfect Store Framework, visit JTIAdvance.co.uk or contact your local JTI Business Advisor. Stay tuned for upcoming competitions with some exciting rewards and prizes available for stores who execute the Perfect Store Framework. 1. IRi Market Place, Value Sales, Nicotine Pouch Category, Total UK, Mar 2022 2. IRi Market Place, Volume Share, Nicotine Pouch Category, Total UK, YTD Mar-22. For more information or to verify comparison contact Nordic Spirit on Facebook or Instagram: @nordicspirit_uk or using our details at nordicspirit.co.uk/contact

PRODUCTS

Cadbury’s new Halloween range MONDELEZ International has revealed its Halloween 2022 lineup after strong sales last year. The supplier is bringing back its popular Cadbury Goo Heads in �ive-pack and mini sharing bag formats. They will also be available in a new clip-strip format to help retailers drive impulse and incremental sales in-aisle. Also returning this year after a successful debut last year are Cadbury Skeleton Fingers, white chocolate�lavoured �inger biscuits available in a sharing box. Mondelez is also bringing back Oreo Spooky Biscuits,

which features orangecoloured crème middles that keep the same vanilla �lavour as the original Oreo variety. Seasonal sales grew by 13% during Halloween last year, while Mondelez’ Halloween portfolio experienced a 42% year-on-year increase. The top-selling confectionery product of Halloween last year was the Cadbury Treatsize bag, which the supplier says is ideal for trick-ortreaters with its individually wrapped contents. Mondelez also recommends retailers stock up on its treatsize sharing bags of non-seasonal products including Cadbury Dairy Milk

Buttons, Cadbury Fudge and Cadbury Crunchie. Last year, Mondelez’ treatsize range grew ahead of the confectionery category by more than 54%.

HIGGIDY has added two new snacking products to its vegan product range. The new Bang Bang Cauli�lower Dinky Vegan Rolls and Spinach & Red Pepper Mini Vegan Muf�ins will launch on 14 September, each at an RRP of £3.20. They contain no meat or dairy substitutes in their

ingredients. The supplier says the new products, which can be served straight from the pack, are ideal for sharing at events or snacking at home or on the go. They are aimed at vegans, vegetarians and people looking to cut down on meat consumption.

DELAMERE Dairy is relaunching its goats’ milk in the SIG combidome format to give shoppers a combination of the best features of a carton and a bottle. The supplier claims this is the �irst combidome pack format launch in the UK. Combidome consists of 75% paperboard made from renewable wood from trees harvested in FSC-certi�ied forests, and a screw cap which allows consumers to drink straight from the pack. Both the pack and the cap are fully recyclable. Ed Salt, MD at Delamere Dairy, said: “We’re always working hard to be innovative and more sustainable in everything from our farming techniques,

through to our processing and packaging.”

HEALTHY snack bar brand Kind has launched Kind Thins, thin bars with fewer than 100 calories made with no arti�icial �lavours, colours or preservatives. The range is launching in Dark Chocolate Nuts & Sea Salt and Caramel Nuts & Sea Salt varieties in multipacks of four and singles, with respective RRPs of £2.50 and 85p. Having launched initially

in Sainsbury’s, it is available to independent convenience stores from Kind Direct, with further expansion to Tree of Life and The Health Store set for October. Audrey Arbeeny, UK marketing director at Kind, said the launch of Kind Thins was in response to the rise in demand for portioncontrolled snack offerings from UK consumers.

JASPER HART

Higgidy launches vegan snacks

New Salted Caramel Wispa Gold MONDELEZ International has added a limited-edition Salted Caramel variety to its Wispa Gold range. The new variety is available in a single 45g bar with an RRP of 69p. Currently, the Wispa range is the third-biggest Cadbury brand after Dairy Milk and Twirl. Kelly Souli, brand manager for Cadbury Singles at Mondelez, said: “This latest limited-edition launch is particu-

larly exciting. Salted caramel is a top-�ive NPD �lavour in chocolate and it’s also the highest-performing �lavour across all demographics in Wispa consumer testing. So, we are very con�ident that this new bar will help retailers bring something relevant and exciting to confectionery shoppers this year.” Mondelez will support the bar with in-store activity and online advertising.

It also urges retailers to stock the Maynards Bassetts sharing range of Wine Gums, Jelly Babies and Liquorice Allsorts 400g packs for gatherings and visitors.

Doves Farm launches cereal range ORGANIC �lour brand Doves Farm has launched a range of plant-based breakfast cereals. The range consists of Ancient Grain Breakfast Flakes, Ancient Grain Fruit & Fibre Flakes, Ancient Grain Cereal Hoops and Wholegrain Cocoa Rice Pops. Each variety is made on the brand’s family farm in Wiltshire using grains including buckwheat, teff, quinoa and rice. The range features no arti�icial colours, �lavours or preservatives, is vegan and gluten-free, and comes in recyclable packaging. Doves Farm founder Clare

Marriage said the new range was aimed at the growing number of UK shoppers classed as ‘eco-actives’ who are taking active steps to reduce their impact on the environment.

VAPE supplier UK ECig Store has launched what it claims to be the UK’s �irst disposable vape made from paper, Vyko Paper Bar. The Vyko Paper Bar range is available in 10 �lavours including Blue Menthol, Kiwi Passion Guava, Mango Passion Ice and Strawberry Watermelon. Each �lavour is available in 0mg, 10mg and 20mg nicotine strengths.

The packaging is 100% paper, while the device is 99% plastic-free and collapsible, so customers can separate recyclable and nonrecyclable parts. The Vyko Paper bar range is launching in Morrisons in August at an RRP of £4.99. The supplier is in discussions with convenience wholesalers regarding further expansion.

New paper disposable Delamere debuts combidome packaging vape launched

A new Kind of lo-cal Thin snack

Kate Moss launches new-look Diet Coke KATE Moss and Diet Coke have revealed their ‘Love what you love’ creative partnership, following the announcement of Moss as the brand’s creative director. As part of the campaign, Diet Coke has launched the ‘Love what you love’ Limited Edition Collection, four designs inspired by Moss’s favourite fashion moments. They feature denim, lace,

leopard and camou�lage, and appear on 330ml multipack cans, 500ml bottles and 2l bottles (camou�lage is exclusive to Tesco). Martin Attock, vice president of commercial development at Coca-Cola Europaci�ic Partners, said: “The new collection will help us deliver great activation in store for our customers to help drive further sales.”

9-22 AUGUST 2022 betterRetailing.com

Pladis pushes Carr’s with new ad campaign PLADIS is investing £2.5m in its Carr’s savoury-snack brand in a bid to increase awareness and make it more relevant to a modern audience. The supplier said its ‘Crack on’ campaign was “developed to help consumers tackle nervousness around hosting” and, as such, will feature recipe inspiration from its new brand ambassador, celebrity chef Lisa Faulkner, plus a partnership with food delivery platform Deliveroo. As part of the wider campaign, customers were encouraged to enjoy outdoor dining with ‘Carr’s picnics’ throughout July. These were hosted in locations including

London, Manchester and Cambridge via the Deliveroo app and website. The campaign will also cover social media and sampling activity, plus s ummer experiential events, including ‘Pub in the park’, which kicked off in Tunbridge Wells at the start of July.

PEPSICO has announced further reformulations of more of its ranges as part of its goal to have half of its snack sales come from nonHFSS lines by 2025, as well as an expanded rollout of its PopWorks crisps. The supplier has reformulated Walkers Baked. Walkers Baked also has new packaging which highlights its healthier credentials compared to standard

Walkers �lavours. It has also updated Doritos Dippers to include three non-HFSS varieties: Hint of Salt, Hint of Smoked Paprika and Hint of Sour Cream. Additionally, PopWorks are now available to convenience and wholesale, having launched in grocery earlier this year. The range is available in Sweet & Salty, Sweet Chipotle Chilli and Sour Cream & Onion varieties.

First indie to stock social media craze A CONVENIENCE retailer has claimed to become the �irst independent in the UK to stock an energy drink that has taken the US by storm. Amrit Singh Pahal, of H & Jodie’s Nisa in Walsall, West Midlands, began selling Prime Hydrate, which was launched by popular YouTubers KSI and Logan Paul, on 29 July. He is stocking Prime’s Orange, Grape, Lemon Lime, Tropical Punch and Blue

Raspberry varieties, selling a 500ml bottle for £2.99. Singh Pahal obtained his stock via a presell from American Fizz, the Dorset-based wholesaler of American confectionery. He said he had originally bought the stock in February, in advance of Prime’s UK launch in June through Asda, but was forced to wait until this summer to start selling it after being threatened with legal action by the supplier.

PepsiCo moves towards HFSS goals

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NEWTRADE INSIGHT PAID FEATURE – NEXT-GEN PRODUCTS

This feature is created by Newtrade Insight data, gratefully received from retailers representing 259 stores across the UK. Any data from other sources is indicated.

DRIVE ALTERNATIVE NICOTINE PRODUCT SALES BAT UK has teamed up with RETAIL EXPRESS’ NEWTRADE INSIGHT service to find out the top-selling vape brands and how to make the best use of supplier input

A MARKET OVERVIEW SEVENTY-SEVEN per cent of independent retailers have expanded their vaping range in the past 12 months, according to a survey to 259 independent retailers in the UK, commissioned by BAT UK and carried out by Retail Express’ Newtrade Insight service. The vape market continues to thrive and go from strength to strength, with 42% saying they stock four core vape segments: closed and open systems, dis-

posables and e-liquids. A growing interest in disposable vapes in 2021 has seen them become one of the most popular pieces of hardware within independent convenience, with 86% of independent retailers stating they stock

the stat

52.3% Velo’s weekly market share within traditional retail3

them. This is probably due to the convenience of disposables. Disposables also allow adult consumers entering the category for the first time to find their preferred flavours before switching. Vape e-liquids closely follow this popularity, likely due to the different flavours available, with 80% of retailers claiming it as their most popular nicotine alternative product, while 57% and 53% stated closed systems and

open systems were their most popular products, respectively. However, with 18% of independent retailers stating they had not expanded their vape range in the past 12 months, despite new devices, e-liquids and refills entering the market each year, it’s possible they could be missing out on repeat purchases, stronger sales and higher profits. Make sure your range includes in-demand brands, such as Vuse, to drive footfall and sales.

the stat

49.8%

NICOTINE POUCHES AND VAPES ARE IN GROWTH TOBACCO-FREE nicotine pouches launched in Scandinavia in 2018 and are placed under the upper lip where nicotine or synthetic nicotine is released. BAT UK launched its Lyft brand first, which then became Velo in 2020. Velo nicotine pouches contain 99% fewer toxicants than a cigarette1 and retailers can stock a variety of flavours, such as Freeze, Polar Mint and Ice Cool, strengths (up to 11mg) and formats to meet different shopper requirements. More than 50% (59%) of independent retailers currently stock Velo, with 22%

stating it’s the fastest-selling nicotine pouch they stock. As the number-one nicotine pouch in Scandinavia2, there’s an opportunity to increase spend and profits by trialling the product. Retailers can also work with their BAT UK sales representative for tailored advice on merchandising and ranging the product to drive sales. Helping adult nicotine consumers choose the right size and strength nicotine pouch is key to driving repeat purchases, and Velo offers a variety in both areas. There are mild to extra-strong products avail-

Vuse’s weekly closedsystem segment share within traditional retail4

able in slim and/or mini formats to offer adult consumers a choice. Retailers can help their customers understand the strength of Velo using the ‘dot’ system placed on the packaging, from one to four, with the one-dot representing a mild strength. This is the most popular option for those new to nicotine pouches. Following its rebrand last year from Vype to Vuse, the brand continues to perform well in independent convenience stores. According to our survey, more than 28% of independent retailers rated Vuse as their highest-selling

product despite the growth in demand for modern disposables, showing it’s a brand worth stocking. Vuse is not only a recognisable brand with adult nicotine consumers, but also stood out in our survey as being considered a high-quality brand to stock. Retailers can stock Vuse in a range of different flavours and strengths, such as Crisp Mint 18mg and Tropical Mango 12mg. BAT UK recommends stocking a variety of options to ensure adult nicotine consumers have a choice, resulting in higher sales and repeat purchases.

9-22 AUGUST 2022 betterRetailing.com

In partnership with

MUST-STOCK PRODUCTS NICOTINE POUCHES

Velo Freeze 11mg

Velo Ice Cool 10mg

Velo Polar Mint 6mg

VAPE REFILL CARTRIDGES

TOP TIPS

the stat Vuse ePen Pods Crisp Mint 18mg

Vuse ePod Chilled Mint 18mg

Vuse ePod Tropical Mango 12mg brand

49%

1. Stock a broad range of flavours and strengths

of retailers currently stock Velo as part of their nicotine pouch range5

Adult nicotine consumers are open to trying a variety of flavours and if their preferred product or flavour isn’t available, they’ll go elsewhere. Vuse has several flavours within its range, such as Crisp Mint, Chilled Mint and Tropical Mango, in different strengths (up to 18mg) to allow retailers to offer a choice. Freeze, Ice Cool and Polar Mint are the flavours available in the Velo brand.

HOW BAT UK CAN SUPPORT YOU

2. Train your teams BAT UK is continuing to support and educate retailers on the variety and range of its alternative nicotine products, including Velo and Vuse. This means retailers can pass on that knowledge to help adult nicotine consumers looking for alternative nicotine products, helping to improve customer loyalty. Stock a broad range of the products adult consumers want, including different vape devices, and keep availability high. This includes open and closed systems, nicotine

pouches and e-liquids. Products such as Vuse and Velo provide adult nicotine consumers with alternative nicotine choices, whether it be nicotine pouches or vapes, to meet changing preferences. Each range offers a broad range of flavour and strength options. Training your teams on the range stocked in store is also imperative to maintaining and driving sales of products. It means they can assist adult nicotine consumers asking about the different flavours, brands, strengths and types

available to them. If staff know what’s available and what you stock, they will be able to offer a more personalised experience, meaning shoppers will be more likely to purchase from you, and return for repeat purchases. Chat with customers regularly and show an active interest, if they say they are looking for an alternative nicotine product to cigarettes, or wanting to move to a different vaping device, make sure you can offer knowledgeable advice on the products available in these categories.

Retailers can ask their BAT UK sales representative about the range of promotions and discounts on offer on BAT UK’s products, or use BAT UK’s sales platform, My BAT Rewards, which is actively used by 20% of retailers surveyed, to keep themselves and their teams up to date. My BAT Rewards offers independent retailers exclusive offers and deals each month, incentive schemes and rewards, and product training to help assist retailers in growing their customer base.

For more information on BAT UK’s brands, and advice on merchandising and ranging, contact your local BAT UK sales representative

Staff training is essential to ensuring your vape range is successful. Educate your team on the flavours and strengths available within your range so they feel confident in offering advice to any adult consumers.

3. Work with suppliers, such as BAT UK, to strengthen your range BAT UK’s sales representatives are available to help improve your vape range, ensuring you are stocking the right products for adult consumers that visit your store, resulting in higher sales. Retailers can also access My BAT Rewards for product training for themselves and their teams. This product is not risk-free and contains nicotine, an addictive substance, 99% less toxicants than a cigarette comparison is based on an assessment of smoke from a scientific standard reference cigarette (approximately 9mg tar) and components released during use of a Velo pouch, in terms of the average of the nine harmful components the World Health Organisation recommends to reduce in cigarette smoke, 2Based on Nielsen RMS data on Volume Share and Share of Modern White Segment for the 12-month period ending February 2022 for Sweden & Denmark total retail market. Excludes Norway where nicotine pouches without tobacco cannot be sold. Velo is sold under the brand name Lyft in Sweden and Denmark, 3Based on Nielsen measuring Velo’s sell out share of total industry modern oral sales data within traditional retail market as of w/e 09.07.2022, 4Based on Nielsen measuring BAT UK’s sell out share of total industry podmods within traditional retail as of w/e 09.07.2022, 5 Newtrade Insight BAT UK survey of 259 independent retailers in April 2022 1

OPINION

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

COMING UP IN THE 12 AUGUST ISSUE OF RN

HEATWAVE: Did you experience any chiller failures? “OUR fridges are not made for this kind of weather. For two days I was without fridges, which is the main business driver. Repairing them was costly and made me realise we’ll have to upgrade our chillers with different motors that can cope with these temperatures.”

Knowing your customers: how to work out your store’s demographic and sell to them

Parful Kumar, Go Local Extra, Manchester

“I TRY to prevent failures by making sure I service my chillers and freezers regularly. This also includes avoiding overloading them on the hottest or busiest days. My advice to other retailers is to be prepared with regular maintenance.” Maqsood Akhtar, Blackthorn Newsagents, Rotherham, South Yorkshire

+ Cocktails at home: what retailers need to create a strong cocktail offer

It is important to be prepared

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

EUROS: Did the Women’s final help boost sales?

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% of RN’s news stories are exclusive

It was in line with my expectations

betterRetailing.com/subscribe

Hitesh Pandya, Toni’s News, Ramsgate, Kent

“HISTORICALLY, whenever there is a big sporting event, we would sell plenty of face paints, balloons and bunting, but we haven’t seen any of that for the football so far this year. I didn’t notice any impact on my sales, but in the current climate, it was in line with my expectations.”

Trevor Whitehouse, Court News, Bury St Edmunds, Suffolk

NEWSPAPERS: How are price increases impacting your sales? “IN THE 30 years I have been in the business, I have never witnessed so many price rises and margin cuts in the same year. Cover prices are increasing, too, often and considerably. My sales have dropped by 20%.” Graeme Pentland, Ashburton Village Store, Newcastle upon Tyne

“I AM concerned about the new prices for some of the regional titles in my local area. It’s not good value for money as the papers’ pages are thin and look cheap. With the cost-ofliving crisis, people watch every penny.”

Stephen Hunter Old Road News, Bradford, West Yorkshire

I have never witnessed so many prices rises CRIME: Have you noticed an increase in shop violence?

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

“IN all this doom and gloom period for the newstrade, the Women’s Euro championship has had a fairly good impact on newspaper sales. The Sun was one of our bestsellers the day after the match. Overall, it has not boosted sales exponentially, but by 10-15%.”

Theft is increasing with the cost-of-living crisis

“THERE has been a signi�icant increase in shop violence and racial abuse over the past six months. I am concerned about my staff as we have a lot of young employees. Recently, we had to call the police because an individual physically abused members of my team.” Anil Velgy, Go Local Extra, Ashton-under- Lyne

“EPISODES of theft and staff abuse are increasing every week, alongside the cost-ofliving crisis. Last week, three bottles of prosecco for £25 each were stolen from my store. We are doing what we can to raise awareness among team members, by printing pictures of suspicious people or previous thieves.” Sasi Patel, multi-site retailer

LETTERS

9-22 AUGUST 2022 betterRetailing.com

sam coldbeck

Letters may be edited

Wharfedale Premier convenience store, Hull

Retailers need protection, not legal complaints

‘Eden Farm delivery issues were impacting sales’ I’VE recently switched my chilled and frozen supply to Nisa through Parfetts. This was due to a number of issues I was having with Eden Farm throughout the year. At �irst, the partnership was working well, but we were getting more and more problems with deliveries as the year went on. We were quite lenient

at the start because of the nationwide driver shortages which impacted all wholesalers, but the problems were persistent. We’d ring in the morning to ask if we’re on the list for a delivery and they’d say no. You’d have to ring them to �ind out if you were getting a delivery or not. The level of communication was horrendous. It got to the

point where we’d place an order and we’d have to cancel it as we were made to wait for three days. It impacted the shelf life of certain products, particularly on fresh lines. Ultimately, the impact was on basket spend. We have a strong reputation in the community and we want to maintain that. It’s the additional sales that were impacted.

Customers were unable to buy additional products, such as meat. Since switching to Nisa in the last month, everything has been �ine. Reuben Singh Mander, Three Singhs, Selby, North Yorkshire

Eden Farm failed to comment as Retail Express went to print

COMMUNITY RETAILER

OF THE WEEK

WIN £50-worth of Chocomel stock

CHOCOMEL, the chocolate drink from FrieslandCampina, is giving five retailers the chance to win £50-worth of stock. Chocomel is driving growth of the premium milk drink category. It is also versatile – as it’s enjoyable as a cold refreshment in the summer or can be consumed warmed as a winter treat.

TO ENTER Fill in your details at:

betterRetailing.com/competitions This competition closes on 22 September. Editor’s decision is final.

Harris Aslam, Greens Retail, Fife – @HarrisAslam7

‘We want to help Nisa colleagues’

WE are deeply saddened to learn of the redundancies facing many colleagues at our friends at Co-op and Nisa Retail. These certainly are difficult times, though such circumstances are never easy. We are delighted to be on an extensive growth trajectory at Greens Retail and well on our way to deliver our ambitious growth plans to further Scotland’s leading independent convenience store chain. As such, we are keen to chat with colleagues across all specialisms – ideally based in Scotland (or with the potential to relocate to sunny Alba), though we’d also be open to discuss remote-working for relevant roles.

I was concerned to read this week that a human rights campaign group called Big Brother Watch had filed a legal complaint against Southern Co-op, claiming its facialrecognition system was “unlawful” and “Orwellian in the extreme”. While the Southern Co-op and many independent retailers look for Each issue, one of seven top ways to combat retailers shares advice to shop theft, antimake your store magnificent social behaviour and violent assault against staff, it’s important to remember that most customers that enter our stores are law-abiding citizens who value and appreciate our presence on housing estates, high streets and in city-centre locations up and down the country. Facialrecognition systems and their operators have no interest in these customers and don’t have any need to store their images on a database. The small percentage of people who do cause issues for retailers and choose to abuse our trust have their images captured and stored on a database. I have always viewed independent convenience stores as an extension of many retailers’ homes. Some retailers live above their stores, their children play on the street and help in the store while their parents work hard to earn a living. Most retailers know their customers on a firstname basis and share many stories of family life with their customers, offering advice and support along the way. I have also seen independent retailers dismayed when their stock levels are shrinking due to theft. Some retailers have been left stunned by racial abuse and violent outbursts from customers who are “just having a bad day”, and I’ve seen some retailers leaving the convenience sector entirely because they just can’t take any more abuse due to the immense pressure retail has on their physical and mental well-being. The one thing all retailers have in common is that we want to do right by our customers and provide a service that we can be proud of. We also want protection against the minority of people who will take goods without paying for them and cause trouble without thinking about the consequences. We do need help from local police authorities to bring these people who threaten our livelihoods to justice, but we also understand that the authorities are under massive pressure and can’t always be there to protect us. Independent retailers need protection and support now to safeguard their businesses and the Information Commissioner’s Office needs to work with us to make this happen.

Get in touch

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CATEGORY ADVICE BACK TO SCHOOL

9-22 AUGUST 2022 betterRetailing.com

DO YOUR HOMEWORK TO SECURE BACK-TOSCHOOL SALES As the summer holidays draw to a close, writes CHARLES SMITH, retailers should be ready to boost sales by capitalising on the back-to-school opportunity

BACK-TO-SCHOOL TRENDS CHILDREN start going back to school in early September, with parents planning for their return from mid-August. Retailers should ensure they are fully stocked before this time. That timing hasn’t changed from previous years, but there are new factors that retailers should be aware of. With Covid-19 still around, health remains a priority for families, says Matt Collins, trading director at KP Snacks, and parents will be cautious when purchasing snacks and other goodies for lunchboxes, seeking healthier options. Faced with the ongoing cost-

of-living crisis, value is also a major factor for parents, but less so for their kids buying after-school treats. Imtiyaz Mamode, from Wych Lane Premier in Gosport, Hampshire, says: “We’re a Premier shop, so we sell Premier offers, but the kids don’t really care about deals unless it’s products they like, like a three-for-two on Tango. I have a pretty good relationship with kids and their parents, and actually see the kids less when they’re in school.” The two major back-toschool strands retailers need to consider are packed-lunch

essentials and sweet treats bought by kids on the way home. September sees the return of routines, bedtimes and weekly meal planning, including what goes into kids’ lunchboxes. Retailers should think about their customer base and offer products that appeal to their shoppers. With parents mindful of the nutritional benefits their children’s school lunchbox choices provide, and kids enjoying after-school treats, retailers who do their back-to-school homework will be top of the class with everyone in the new school year.

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Paresh Vyas, Droylesden Convenience Stores, Greater Manchester “WE have three primary schools nearby. Our biggest back-to-school category is stationery, which I put by the door at the front from the middle of August. In food and drink, our biggest back-to-school sellers are singles and multipacks of cupcakes and Capri-Sun drinks cartons for lunchboxes. Since Covid-19, I’ve noticed parents buying healthier things for their kids, but product accreditations don’t make much difference to their choices. “If I started from scratch with back-to-school, I’d focus on food and drink and source healthy stuff for kids and make the categories really shout out with gondola ends.”

Stock up on Family Favourites with Nestlé Cereals

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CATEGORY ADVICE BACK TO SCHOOL

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TOP Categories: Lunchboxes Drinks As the trend for healthy hydration and balanced choices grows, offer low-sugar alternatives and water drinks. With the increase in tap-water consumption and the growing popularity of reusable water bottles, stock a good range of squash. Include still juice drinks in 500ml formats and smaller convenient sizes for travelling to and from school. Lunchbox foods Parents look for ingredients for tasty sandwiches that are convenient, versatile and keep children satisfied throughout the day, and minimise food waste. Feature a varied bread selection to keep lunchtimes interesting, Kantar says the trend for making extra for dinner and taking leftovers in for lunch next day is back, with schools fully open, and a high proportion of lunchboxes feature something savoury made on another day. Filled wraps help make school lunchboxes something to look forward to opening. Snacks Two in five kids’ lunchboxes contain a bagged snack, according to Kantar, and health is a top priority for parents choosing what goes in. Mintel says 15% of households are currently avoiding gluten and wheat. Retailers should focus on snacks that have reduced calories and are HFSS-compliant. Offering ‘healthier’ snacking options such as prepacked cheese snacks in retailers’ chilled and fresh ranges adds nutritional value to shoppers’ food choices.

muststocks

Cathedral City’s Cheese slices come in a ‘Sandwich Slice’ format. Cathedral City Minis and Cathedral City Nibbles for younger kids are prepacked cheese snacks with 100 calories or less. FrieslandCampina’s Yazoo Kids is a healthy, no-addedsugar and no-artificial-sweeteners milk drink. Yazoo Kids Strawberry and Banana No Added Sugar is the only flavoured milk drink to meet the Change4Life recommendation of two snacks with a maximum of 100 calories per day, Yazoo Kid is schools-approved and CQUIN-compliant. General Mills’ Yoplait Petits Filous no-added-sugar range is made with naturally sourced ingredients and has 4.9g of sugar per 100g. KP Snacks’ range includes 32 products that are 100 calories or less per pack, including Pom-Bear, Hula Hoops Puft, Skips, Popchips and Space Raiders. By the time HFSS legislation comes in, more than 100 lines and a quarter of KP Snacks’ range will be HFSS-compliant. Nichols PLC’s no-added-sugar soft drinks include Sunkist No Added Sugar squash, Vimto and a wide range of low-sugar options. Nichols recently relaunched their Vimto range with a new flavour. Blackberry, Raspberry & Blueberry, and fortified their squashes with vitamins C and D. Nichols’ range includes a range of flavoured juices and fruity water, in 500ml and 250ml bottles. Old El Paso Tortilla Pockets are wraps sealed at the bottom, offering easy, mess-free and convenient eating, ideal for school lunchboxes. St Pierre Groupe’s Baker Street range of sliced loaves and soft rolls meets consumer needs for sandwich ingredients offering convenience and variety, while catering to a health-conscious audience. Their minimum 35 days’ life helps ensure parents have bread to hand for lunchboxes, and reduces in-store wastage, Weetabix’s Alpen Light Bars contain dietary fibre and provide tasty, guilt-free snacking, at 70 calories per bar. Hancocks supports independent retailers’ afterschool offering with popular branded chocolate and sweets, children’s novelty and seasonal ranges, individually wrapped lollipops.

CATEGORY ADVICE BACK TO SCHOOL

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TOP TIPS

For the best results, stock the right range of products with the right promotions in place to prepare for backto-school shoppers. Retailers should consider these tips from Matt Collins, trading director at KP Snacks: Activate lunchbox occasions and maximise singles sales by sitting commonly purchased products, such as soft drinks and crisps, together. Make use of impactful branded display and PoS such as stackers and dump bins to drive basket spend. Give shoppers great value by using price-marked packs and promotional offers in prominent locations in store to maximise sales. Stock the bestsellers your customers are seeking and use well-known brands to deliver strong shopper appeal. Stock a selection of affordable afterschool treats and keep fixtures filled. Keep chillers stocked with cheese snacks, milk drinks, soft drinks and yogurts.

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Imtiyaz Mamode, Wych Lane Premier, Gosport, Hampshire “WE’RE a minute’s walk from a primary school. Our biggest-selling products bought by the kids are snacks, sweets and lollipops. We sell stationery, pens and paper as well, and put them in the third aisle, behind the chocolate section. We have more staff during the school rush, so we can keep an eye on the kids. In the afternoons, it gets crazy busy, with up to 35-to-40 kids coming in. We have American drinks and confectionery, and drinks from Japan, and also sell milkshakes and slushies. “We use TikTok and Instagram. We interact with the kids, and post YouTube videos with their parents’ permission. We have a pretty good relationship with most of the kids and have 750 TikTok followers. Get a good relationship going, and you get their parents and grandparents on side as well.”

Kellogg's BTS Retail Express Advert 260x339mm Jun 22 HIGH RES.pdf

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PAID FEATURE ONE MINUTE CATEGORY MANAGER

BrewDog talks to RETAIL EXPRESS about how retailers can increase their craft beer sales

What to stock RETAILERS should stock core BrewDog products, such as Punk IPA – the number-one craft brand in the market – followed by Hazy Jane at number two, Lost Lager at three1. There should also be a range of formats available, with four-packs the most popular format in craft beer. Punk IPA four-pack RRP: £6.49

Hazy Jane four-pack RRP: £6.49

Lost Lager four-pack RRP: £5.50

Planet Pale four-pack RRP: £6.49

Punk IPA 440ml RRP: £2.49

Hazy Jane 440ml RRP: £2.49

Mixed eight-pack RRP: £12

Punk IPA eight-pack RRP: £12

Lost Lager 10-pack RRP: £12

Lost Lager 660ml RRP £2.49

How to stock it BREWDOG is the signpost brand for craft beer2 and therefore should be displayed at eye level and brand blocked to be the signal of where craft sits within the fixture, much like Coca-Cola does in soft drinks.

TOP TIPS BrewDog products should be merchandised together to utilise brand blocking for easy navigation of the fixture, helping to boost sales.

Stock a variety of beer styles to appeal to a wider customer base. BrewDog has found its four core brands are incremental due to different audience appeals.

PoS kits can support sales and inform customers of the different craft options. This helps to increase visibility of top-selling lines.

PoS is a great way to direct customers to the craft beer section. Category signposting can be useful among a busy beer fixture.

Where to stock it BREWDOG is the number-six beer brewer in the UK and the fastest growing1 – a core player in the UK beer scene. BrewDog should be located within the beer fixture, ideally in the chiller spaces.

THREE TOP TIPS

BrewDog should be stocked where possible in the chiller section to keep the beer fresher, helping to drive sales.

In times of high demand, midpacks should be stocked front of store for easy navigation for customers to grab and go.

MINU

CATEGORY M

BREW

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In partnership with

Equipment needed

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MANAGER

WDOG

THE most effective equipment enables the shopper to easily find the products in store and purchase the right product for them. This means category signage, product information at shelf and clear pricing labels. Product information and pricing should be clear to make it easy for the shopper to purchase.

TOPTIPS

Free-standing display units out of aisle should be used, as this can help drive impulse purchases.

Now shout about it

Tie into key social events, such as summer, Christmas and other sporting events, to capitalise on the occasion and drive sales.

Drive penetration and visibility through key events and social media, and align with price promotions to drive shopper trial.

Who took part

Tarsem Singh, The Pantry Convenience Store (Premier), Oswaldtwistle “I WAS delighted with the 21.6% year-onyear overall beer sales increase, as well as how well BrewDog has sold due to the changes made by the team. I’ve realised how important it is that customers can shop the category easily and I’m thrilled that they are responding positively to the changes. Punk IPA and Lost Lager have become strong sellers, and I plan to re-order both if I’m able to source them from my wholesaler or symbol group.”

For more information on BrewDog’s products, visit brewdog.com/uk Nielsen Scantrack UK Total Off Trade Coverage MAT 52 w/e 23.04.22, 2Green Shoots Eyetracking Shopper Journey Research September 2021

CATEGORY ADVICE BEER & CIDER

BEER AND CIDER OPPORTUNITIES CHARLES WHITTING finds out how retailers can create a beer and cider offer that will keep customers coming back for more

BEER AND CIDER SALES WHEN it comes to beer and cider sales in the current climate, retailers have two major advantages. First of all, the hot summer weather is a real sales driver as people look to enjoy themselves with friends in the sunshine. The second is the price differential that stores enjoy compared to pubs and bars. With the current cost-of-living crisis and with people having invested during the pandemic in their athome amenities, buying beers from a local convenience store and enjoying them in a sunny garden is a more cost-effective choice for many.

However, retailers need to consider what lines and formats are going to sell best. For some retailers, a focus on value and promotions will help to drive home the price advantage they have over hospitality, with well-known and popular brands to the fore in multipack formats. Other retailers might want to offer a more premium selection to allow customers to trade up on what they’re buying without it costing them as much. Craft beer and cider have also become mainstays in many ways and, for some stores, they can be a genuine point of differ-

ence to the rest of the competition, particularly if they focus on either locally produced options or particularly on-trend varieties or flavours. “It depends on the demographic of the areas where you are,” says Joe Williams, from The Village Store in Hook Norton, Oxfordshire. “You need to cater for all markets. There are people who want a cheap offering because money is tight. But there is room for the premium product and there are people will that pay little bit more for a premium product or to know it’s come from local producers.”

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CATEGORY ADVICE BEER & CIDER

LOCAL AND INTERNATIONAL OPPORTUNITIES WHILE the majority of beer and cider sales come from mainstream brands, there is scope for retailers to introduce some local products as premium alternatives. This can be a significant point of difference that attracts sales from both tourists and your local demographic as they seek something different that will support a community business. “I’ve increased the amount of

Yorkshire products, so I have a selection of Yorkshire beers and ciders,” says Ann Abbey, from West Tanfield Village Store in North Yorkshire. “I’ve got Black Sheep from Masham, Pennine Brewery, which is in the next village to us, and Hambleton Brewery, from the next village the other way. It’s not a huge range, I’ve got about eight different ones and also Thornborough Cider. We have some locals who’ll

What’s new?

KBE Drinks has announced a major rebrand and repositioning of its Kingfisher beer. Sales of the beer in convenience channels have grown by 65% since 2019. “The bold new look offers a more premium, modern feel and will support its continued drive into wider sales channels,” says John Price, head of marketing at KBE Drinks. Aston Manor Cider has launched its first-ever TV advert to promote the Crumpton Oaks brand through its campaign ‘Straight Outta Crumpton’. Designed to bring attitude back into the cider category, Aston Manor Cider has launched the campaign to bring to life the personality and fun behind the Crumpton Oaks brand and target 25-to-35-year-olds.

pick up the beers, but we have holiday makers who’ll come and buy them as well.” There are opportunities for retailers to create a range that works in the other direction, championing world beers. With Molson Coors having successfully launched European lager Madrí Excepcional in the off-trade, Kevin Fawell, offtrade sales director at Molson Coors Beverage Company,

BEST TIMES TO PROMOTE believes there is more scope for retailers to lean into international options. “World beers continue to increase their volume share ahead of all other categories. Retailers’ ranges should cater for this and include international beers such as Staropramen and Cobra. Volume sales of Staropramen are up more than 40% in retail year on year,” he says.

SUMMER is an obvious time for retailers to concentrate on stocking up and promoting lagers and ciders – which are traditionally most popular when the weather it hot – while winter often sees ale sales grow. But there are other opportunities in the other seasons as well if you can put together a seasonally appropriate range. “We see different seasonal trends for lager and ale. While lager sees a uptake from Easter and through the summer, both ale and lager see an upturn at Christmas when social events are more common. For the same reason, sales of larger and medium packs of ale and

lager increase during the festive season,” says John Clements, vice president, marketing at Carlsberg Marston’s Brewing Company. As well as looking at the weather patterns, retailers need to keep a close eye on the calendar for other major opportunities for sales. Whether it’s bank holiday weekends, which will drive trade for people celebrating with family and friends, or upcoming sporting events – such as the FIFA World Cup – which are huge social occasions, retailers need to be well ahead of the curve in terms of stocking up and getting the word out.

LOW- AND NO-ALCOHOL OPTIONS THE growing number of people looking to reduce their overall alcohol intake in recent years has driven the development of more low- and no-alcohol beers and ciders across the board, whether it’s the larger mainstream breweries or local craft options that are specialising in low- and no-alcohol. The independent convenience sector is also particularly well placed to take advantage. “Alcohol-free is a rapidly expanding part of the category – seeing significant growth both before Covid-19 and since. Interestingly, 54% of consumers will tend to trial alcohol-free beer in grocery retailers, rather

than in pubs, which is the reverse of what we’d expect to see in the total beer market,” says Carlsberg’s John Clements. Retailers should consider creating a low- and no-alcohol section alongside their alcoholic beers and ciders, making sure they are close enough for people to make the connection and add them to their basket. It’s important to identify which brands and styles of low- and no-alcohol are selling best or growing in popularity, and to then highlight these products with PoS. This will keep your store in people’s minds when they’re looking to purchase these products.

“With more than one-third saying they are trying to moderate their drinking, it is important to offer a balanced range,” says Fawell. “Having a balance of low- and no-alcohol options is important. That’s why we offer ‘no and low’ options for lager with Cobra Zero and Bavaria 0.0, cider with Rekorderlig Alcohol Free and ale with Doom Bar Zero.” Alongside lowering alcohol content, there are also now beers and ciders with reduced calories as well, which can add another selling point to a beer range, particularly in the summer months. Adding these, especially if they’re

new and supported by launch promotions, can generate footfall and sales. “With 59% of consumers looking for lighter choices when shopping and 60% of Brits saying taste is the most important factor when buying a drink, there is a clear gap in the market for a lower calorie, flavourful cider, which Strongbow Ultra Dark Fruit fills. A light cider, it is targeted at 18-to-40-year-old men and women, and ranks in the top 10% of all alcohol concepts tested among its target audience,” says Alexander Wilson, category and commercial strategy director at Heineken.

CATEGORY ADVICE HEATED TOBACCO

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WARM UP YOUR HEATED TOBACCO RANGE Although not the easiest category to set alight, there’s plenty of opportunity for retailers who work to get this category right, writes JO TILLEY

WHY STOCK HEATED TOBACCO? ALTHOUGH vaping has rapidly taken off since its introduction in the UK two decades ago, heated tobacco is a younger technology which has taken some time to build momentum. Philip Morris Limited (PML) entered the marketplace in 2016 with its Iqos device and the organisation has since pledged to be smoke-free by 2025. This commitment was brought about due to the raft of laws affecting the tobacco industry, and increasing evidence that heated technology is a less-harmful alternative to traditional smoking. While heated tobacco car-

ries its own risks for users, a 2020 Dutch study from the National Institute for Public Health and the Environment found that heated tobacco was associated with 10-to-25 times lower exposure to carcinogens compared to combustible cigarettes. And the advantages of heated tobacco do not end there, these products also dodge the menthol ban and can be enjoyed in more social scenarios due to the fact they do not create smoke. The technology, which uses electricity to heat sticks of tobacco, is proving popular among those looking to quit

cigarettes as it gives an experience closer to smoking than vaping. Despite these benefits, heated tobacco isn’t always successful for convenience retailers, with many feeling there still needs to be greater awareness of the product and that a lot of dedication and education is required for it to be a success. “Retailers and suppliers need to build more awareness around heated tobacco products,” says Amrit Singh Pahal, from H & Jodie’s Nisa in Walsall, West Midlands. “It is hard to move people from vaping to heated tobacco because they

have got used to the intense flavours. We need to target traditional smokers if we want this category to move. It is important to communicate this to customers who may not know about the product.” While Iqos had been driving awareness of heated tobacco by giving incentives to retailers and opening several stores and pop-up locations, the arrival of JTI UK’s device Ploom in 2020 is also putting energy into the category. With added competition, and more people quitting smoking, retailers should certainly consider heated tobacco.

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Avtar Sidhu, St John’s Budgens, Kenilworth, Warwickshire “WE have an 18-month exclusivity deal with Philip Morris Limited (PML) on Iqos, and they give us rewards, mostly on selling the devices. I have a category expert in store that lives and breathes this category for me, which is really helpful. The rewards PML gives us go to that category expert as they are the ones that have made the sale. The long-term benefit of this expertise is that PML and our store are more likely to gain new customers, and they are likely to come back to us to buy the Heets that go in Iqos. Heated tobacco needs this level of dedication and expertise, and being with PML from near the start of their journey means we now have dozens and dozens of customers using this product.”

CATEGORY ADVICE HEATED TOBACCO

WHAT DOES THE FUTURE HOLD FOR HEATED TOBACCO? ALTHOUGH vaping is leading the way as the alternative to smoking, more than half (58%) of people are yet to find a satisfying replacement to cigarettes. One way retailers are attracting these potential customers is by adding depth to their smoke-free offering, according to Kate O’Dowd, head of commercial planning UK & Ireland at PML. “Complementing vape and nicotine pouches with a real tobacco alternative will generate new revenue streams

and enable retailers to offer a more rounded smoke-free range for consumers,” says O’Dowd. “PML are selling almost 50 times the volume of Heets each month than it did, on average, in 2017.” JTI UK sales director Gemma Bateson says the supplier predicts that by 2025, there will be one million Ploom users worldwide, with traditional retail contributing to 67% of sales. With heated tobacco already representing 18.6% of the total reduced-risk product

market in the UK in 2021 and growing by 86% compared to 2020, there are potential gains for retailers who can invest the time, energy and research that this category demands. “With smoking rates continuing to decline, convenience retailers who embrace heated tobacco as part of a multicategory offering will ensure they can offer a better choice, both for their businesses and, more critically, for the adult smokers they serve,” says O’Dowd.

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TALK TO YOUR CUSTOMERS PROMOTING Iqos for the past five years, St John’s Budgens owner Avtar Sidhu brings in more than £1,000 per week from his Heets sales, and says he sells about 20 sleeves and three devices each week. Selling a more modest twoto-three Heets sleeves per week, Singh Pahal still believes in the future of the product, adding:

“It is important to stay on trend and move with the times.” However, Retail Express also spoke to retailers who, despite trialling Iqos and Ploom, have not been able to generate any sales. With cigarette sales still strong, Anita Nye, from Premier Eldred Drive Stores in Orpington, Kent, says she keeps Heets in store just for one customer customer,

while Simon Dixon, from Premier Lower Darwen in Lancashire, says he sells Heets once every month or so. Due to the hit-and-miss situation in heated tobacco, retailers should consider their demographic before investing, and talk to customers to see if this is a product that might work for them.

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Gemma Bateson, sales director, JTI UK

MERCHANDISING AND PROMOTION TO give themselves the best chance of success in this category, retailers must stay educated about heated tobacco through trade press and maintain contact with suppliers and reps. JTI’s top merchandising tips for the category include maintaining good stock levels, having devices available for instore demonstrations and using the platforms available, such as JTI’s trade website jtiadvance. co.uk, to generate repeat sales. “JTI has also recently announced the transition of its sales force to business advisers, who are allocated

smaller, dedicated catchment areas where they will be responsible for every trading channel within it,” says sales director Gemma Bateson. “This means they can provide a more bespoke, personal service so they can identify commercial opportunities with their trade partners to an even greater extent.” Educating yourself and your team on the range of smoke-free alternatives is fundamental, says PML’s Kate O’Dowd, who recommends its Digital Trade Engagement platform as a resource for retailers signed

up to PML’s trade programme, looking to find ways to communicate effectively with customers about the product. “Do not be limited by a ‘stock and sell’ mentality,” adds O’Dowd. “Build connections with customers to understand their preferences, so you can offer a smoke-free alternative that meets their needs.” To push sales, Singh Pahal is having a special Iqos display unit built into his vape store, which will launch this month. “PML are fitting a unit for us with the full range, and it will look dapper and plush, like

the duty-free areas in airports. This eye-catching display will hopefully attract more customers,” he says. Already housing a special Iqos display with PML, Sidhu raises awareness further through in-store activations, posters inside and outside the shop, and by being listed on PML’s website as one of its authorised sellers. Sidhu says the listing means people come from far and wide, and out of their way, to his store because it is one of few convenience stores hosting the full Iqos range.

“IN February, JTI UK launched an apple & mentholflavoured variety called Ruby to cater to a growing consumer demand for flavours in heated tobacco. This comes on the back of two new alternative variants with capsules, Green Option and Purple Option. These new flavours for the Ploom device allow the consumer to discover a new taste with flavoured capsules. Both are well-balanced and smooth tobacco flavours, with a mint infusion that releases when the capsule is crushed. “These are the seven Evo tobacco flavours available: Bronze – a well-balanced and full-flavoured tobacco with a robust taste and toasted undertones. Amber – a smooth and rounded tobacco flavour with subtle aromatic undertones. Green – a classic tobacco infused with crisp menthol for a cooling taste sensation. Purple – a delicate and well-balanced berry & menthol for a cooling sensation with fruity aromatic notes. Ruby – a crisp apple & mint flavour with fruity aromatic notes. Green Option – a well-balanced and smooth tobacco flavour, with a subtle mint infusion. Crushing the capsule releases a refreshing peppermint taste sensation. Purple Option – a well-balanced and smooth tobacco flavour, with a subtle mint infusion. Crushing the capsule releases a refreshing berry taste sensation.”

The heated tobacco category is growing at over twice the speed of the e-cigarette category¹. Stock HEETS, made for IQOS – the No.1 heat-not-burn product in the UK². HEETS can be purchased from most cash & carry and wholesale channels.

1. Source: Heated tobacco has grown by +87.2% and e-cigarettes at +36.8% MAT to 01.01.22, meaning the heated tobacco category has growing at 2.4x the speed of the e-cigarette category. Source: ©2022 NielsenIQ data, Value, E-Cigs and HTP (Client Defined), GB Grocery Multiples & Total Impulse (Client Defined), 52 w/e 01.01.22 2. Source: Nielsen data as of December 2021 which encapsulates ‘”heat not burn” product category

This product is not risk free and provides nicotine, which is addictive. Only for use by adults who would otherwise continue to smoke or use other nicotine products. This material is restricted to those who are involved in the business of the sale or distribution of tobacco who are aged 18 years or over. This material should not be made available to the public or sent to anyone else.

CATEGORY ADVICE PETCARE

FIND THE PAWFECT PRODUCTS With pet ownership at an all-time high, TAMARA BIRCH explores what’s trending and what to stock

UNDERSTAND THE PETCARE TRENDS WITHIN the UK, there are currently more than 34 million domestic animals living in 17 million households. Dogs are the most popular pet, with 12.5 million living in UK households, followed by cats, with 12.2 million in 2022. The opportunity independent retailers have within petcare is clear, but what are shoppers looking for? With hybrid working now standard practice, larger packs and multipacks are showing a rise in demand. “Larger pack sizes mean consumers can reduce the amount of shopping trips per week/ month as they are purchasing products which last longer,” says Chris Wagg, marketing di-

rector at Inspired Pet Nutrition. While shopping trips would be reduced by buying multipacks, spend would naturally be higher and shoppers are more likely to buy other related products, such as pet treats, if sold in your store. To save space and expand your petcare range with treats, use clip strips to drive impulse buys. Environmental and social issues are playing a strong role in petcare, according to Zoe Taphouse, category & market activation director at Mars Petcare. “Eighty-seven per cent of millennials and 94% of gen Z shoppers say they expect brands to be working to address

social and environmental issues,” Taphouse says. “Understanding the values and expectations of these shoppers will provide retailers with the knowledge needed to be able to meet these needs and will attract younger generations into stores.” Above all, though, having a core pet food range will drive higher sales. “It can be a challenge to

transition to a new pet food, and cats, in particular, can be quite fussy about their meal preferences,” says Samantha Crossley, marketing director at Lily’s Kitchen. “For this reason, it’s important that shoppers can find a range of core pet food options in their local stores.”

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Abdul Arain, Al-Amin Stores, Cambridge “OUR biggest seller is pouches. Tins aren’t as popular, but this is down to convenience. It’s easier to press the food out of a pouch rather than a tin, for which you have to put more effort in. “We’ve not seen much in the way of brand loyalty. Our older customers like the little tins of Cesar and they are very specific to the brand they want because that’s how they were bought up. But for younger customers, brands don’t matter. Because of our locality, cats are a bigger requirement to cater for than dogs, although there are plenty of people out there who have dogs. “We don’t have that many toys, as it doesn’t really work for us. From a brand perspective, Gourmet, Felix, Pedigree and Cesar are the big sellers. There are also pet owners who want to give their pets organic food.”

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WHAT ARE SHOPPERS LOOKING FOR FROM PET FOOD? PLANT-BASED, vegan and vegetarian diets for pets have increased, with 34% of UK dog owners believing it’s good for their pet to regularly have plant-based meals, and 43% believing it’s healthy to limit the red meat eaten by their pet. “Page views of our vegetarian and vegan categories are up 157% year on year,” says Lily’s Kitchen’s Samantha Crossley. “The number of customers buying recipes within these categories is also up by 181% year on year.” The rise in demand for plantbased diets for pets can be attributed to owners becoming increasingly

aware of their environmental impact. “There’s a drive to reduce meat consumption, owing to an increased understanding around the environmental impact” says Crossley. “In the UK, 9.3 million people eat a meat-free diet and five million of those have a pet.” This is also echoed by Mars Petcare’s Zoe Taphouse. “A key trend within petcare is natural credentials, such as ‘clean’ ingredients, recipes inspired by the diets of our pets’ wild cousins, avoidance of grains and other cultivated human foodstuff.

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Samantha Crossley, managing director, Lily’s Kitchen “WITH the sharp rise in the number of pet owners in the UK, it is vital that independent retailers are pet-friendly. For instance, consumers who are on a long Sunday walk with their dog may need to stop for a refreshment or a top-up shop while out, and often won’t feel comfortable leaving their pet outside. Making your shop pet-friendly opens a whole new sales opportunity to drive revenue and create returning footfall each month. “There are several ways to make your shop petfriendly, such as laying out a dog water bowl outside or placing a jar of dog treats by the door to let pet owners know that your shop is a welcoming place for pets. Additionally, as a store owner, we would encourage you to trust that the pet owner will control their dog and will usually carry it if needed. Lily’s Kitchen would also recommend leaving a roll of waste bags close to your shop entrance, something that walkers are often caught without on their strolls. This will give a clear signal to all dog lovers who pass by that your store is the place to go for all their petcare needs.”

“Four out of five of the top brands gaining the most absolute share points are indeed natural ones.” The suppliers’ Natural Goodness range from its Cesar brand taps into this trend, offering shoppers something more premium than the brand’s core range. The products contain a higher meat and animal derivative content (12%) and lower fat content (<1%), which will appeal to healthconscious pet owners. Spar recommends retailers focus on offering a range of pet food at different prices. This is to provide a choice for those who want to indulge

the stat

£394m The value of the dog treat market

their pets, as well as have a strong core entry level pet food range. The spokesperson says: “As more and more consumers adopt hybrid working, treating has become equally as important for pets, as well as their owners. Also, many pet owners feed wet and dry pet food to their pets.” In addition to a core range, premiumisation is showing as a key driver of petcare sales. “This is particularly true of convenience, where sales of luxury brands have increased for cats in particular by 25.1%,” says Taphouse. Abdul Arain, of Al-Amin Stores in

Cambridge, recommends retailers tailor ranges to their demographic, focusing on the larger portion of pet owners, i.e. dogs or cats. “I would advise having dog and cat food, and then go for pouches, depending on the demographic,” he says. “If you have a demographic that’s not as affluent, then look at cheaper, own-label brands, but depending on the area you’re in, you might get people who are looking for organic paté and stuff like that because they want to feed their pets organic food, but if you can’t feed yourself that, you won’t feed your cat that stuff.”

OFFER MORE THAN FOOD PRODUCTS OFFERING pet food is a key sales driver, but offering more than this will boost spend. Toys, for example, are always in demand with pet owners. “Pet grooming products and gifts, such as chew toys for dogs, are other products retailers can look at stocking in their stores,” says the Spar spokesperson. Suppliers also recommend

offering a water bowl outside the store to encourage shoppers in the store. “Doing this shows you’re dog-friendly,” says the Spar spokesperson. Alternatively, introduce a refill zone to allow shoppers to top up on their favourite pet food brands without purchasing additional packaging. “Retailers can drive greater loyalty and longer, more fruit-

ful customer relationships by getting to know their shoppers and aligning themselves with the wants and needs of pet owners through the range of products and services they offer in store,” says Taphouse. “Retailers should raise awareness of petcare ranges via front-of-store displays or aisle ends and promote their store offerings on social media.”

TOP PRODUCTS Spar N°1 pet food In January, Spar launched its N°1 pet food range, which includes 10 core lines for cats and dogs. The range is available in can, pouch and alu-tray formats, and is enhanced with vitamins and minerals. The range is an extension of Spar’s dry dog food range already sold in Spar, as well as essential items, such as cat litter. Lily’s Kitchen on-the-go bars Available in two flavours, beef and chicken, Lily’s Kitchen on the go bars are designed to keep pooches topped up until their next meal.

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DEALING WITH EMERGENCIES The RETAIL EXPRESS team finds out what systems retailers have in place to deal with in-store emergencies

We don’t have any emergency or first-aid training in the store. What strategies do retailers have in place? – David Lomas Lomas News, Bury, Lancashire

Amish Shingadia, Londis Caterways, Horsham, West Sussex

“THERE are so many scenarios to think about and we play them out with the staff. Things such as staff or customer injury, theft and robbery, or a �ire. Those are the main ones we train for and by teaching everyone, we all know what to do. If there’s a �ire, they know the processes. We used to have online training modules for this, but we don’t have access to it anymore. But you can �ind documents online that staff can read and sign that they’ve understood. It doesn’t cost anything. You have to research it yourselves – look online. Get staff to educate themselves and sign off that they’ve done so. If there’s a �ire, they know to call the �ire brigade, press the panic buttons and call all staff and make sure they know where they are. “Our supervisors are allowed mobiles on the shop �loor in case there’s an emergency. They have contact numbers so they can call the police or the �ire brigade quickly, if needed.”

Sophie Towers, Kibble Bank One Stop, Burnley, Greater Manchester

“WE have a de�ibrillator outside that we’ve thankfully never had to use. But previously someone had a car accident outside the store and that pushed us to ask for the funding to get it. We also have a �irst-aid kit in store and every member of the team has had �irst-aid training. We get a lot of elderly customers who could fall over. My staff have to patch people up and call people. The ones we know are vulnerable, we know to make contact with their families. “But what’s more concerning is dealing with mental health problems and how my staff deal with that in store. They can deal with physical medical issues, but there are other situations happening out there. We had someone in recently having a really bad mental health episode. The staff called my husband and he was able to get him out of the store, but we’re very vulnerable. I’d be interested to hear if retailers have any ideas about that.”

Imtiyaz Mamode, Wych Lane Premier, Gosport, Hampshire

“WE have a red button that we got installed through Verisure that staff can press in the event of an emergency. It’s for theft, but you can use it for any emergency. It’s helpful for the staff because it makes them feel safer. When we started at the store, there were lots of instances of theft, so we installed this so we could get help if anything went wrong. We’ve had this for almost two and a half years and it’s been good for us. “We also have one more panic button that contacts my brother, who lives above the store. Staff can press that �irst to inform my brother and he can come down to see if he can sort out the problem himself, and then the second is the Verisure and that goes directly to the police. There’s also a sticker that allows us to communicate with the police when you press the button, so they can ask if the button has been pressed accidentally, or can ask for more information about what’s happening ”

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