Retail Express: 26 February, 2019 by BetterRetailing

COMMUNITY HERO How Trudy Davies keeps her ‘old-fashioned’ newsagents exciting with charity work BACK PAGE 2019 26 FEBRUARY-11 MARCH betterRetailing.com

PROFILE

RETAILER PROFILE TRUDY DAVIES WOOSNAM & DAVIES NEWS Location: Llanidloes, Powys Staff: One full-time, six part-time Size: 500sq ft

Y CAUSES ‘OUR COMMUNIT NT’ HELP US STAY RELEVA

26 FEBRUARY-11 MARCH 2019 STRICTLY FOR TRADE USERS ONLY

single-use campaign to reduce glass plastics, and introduced bags Borrow ideas from canvas bottles for milk and other areas CHRIS DILLON donate. that her shoppers on my “I want solar panelling “Keeping up to date withdoing for inspirait will cut IF you’re looking roof. In the long term what other retailers areto your community 20%. Howtion on how to do & my energy bills by and making it relevant area retailing well, Woosnam stay ever, I live in a conservation Wales, area is a great way to not keen, but Davies News in Powys, and the council is start. fresh,” Trudy says. Industry push more,” is a good place to are I’m determined to town of events and the internet she Located in the small newsmeantime, the In she says. with great tools for research. Llanidloes, Trudy Davies’ resihas replaced her lightbulbsweak2,500 agents caters for “I think my her LED lights. more than 60 she admits. dents and gives to thinking has enabled This technology,” is ness gong nickname Year door to me community concerns local charities. “My nity Retailer of the Go “I have a Spar next earlier to tap into the moment. high-tech here is Trudy ‘Give-us-a-Quid’ the NFRN Awards that are relevant to green that has screens and asking peo- at because I’m always month. poverty really effects tills, but my customers have good causes. this imagina- “Period are collecting “Equipment like solar want me to ple for money for “You have to be young girls, so we told me they don’t says. till. I having bingo or a so they can acpanels will help us promote It’s affectionate,” she in- tive. It’s great they change my old-fashioned some up sanitary items how green we are, but Last year, her successesa de- raf�le, but people get fed to make free. Food banks don’t for a chal- cess it for with hygiene, so it’s do think I need saving for great also are though.” cluded raising money sessions if that’s all you do. It’s improvements, ide- always deal addition, says. relevant coming up with new �ibrillator and training costs,” she says. In bottles a real problem,” she Trudy is By working with promoting a lenge admits. is keeping her for 150 residents, the store offers glass Another push for cam- as,” she her ideas envi- causes, Trudy newsagents town-wide remembrance since Trudy �inds a lot of and the sustainability and the and canvas bags. years a local “old-fashioned”the community paign to mark 100 I, collect- from reading trade press ronment. She began relevant in authentic Get the community the end of World War for poor internet, as well as borrowing without losing its adding to and SURVIVE involved ing 500 pairs of glassesdementia ideas from other retailers charm. “We’re always Running make them I WOULDN’T countries and hosting tweaking them to MY our charity calendar. money, “I get my shoppers donating her local community. WITHOUT for awareness sessions. with- relevant to a shop isn’t all about factor of SO the money and ask them “I wouldn’t survive giving “Networking through great CUSTOMERS, there’s a real feel-good so ideas. It’s great for bringing a says. SOMETHING out my customers, has always been says being involved,” she important,” IAA people,” GIVING everyone together,” something back is more way to meet other BACK IS IMPORTANT Trudy, who supports and she explains. she explains. To see more of than 60 local charities track. see something, don’t Her work has nevertheless to you go “If Trudy’s store, recogniact on uses a calendar to keep received industry for someone else to betterRetailing.com/ as a �inalist in wait in as many people tion, ranking as woosnam-davies-news Community it. Bring get your MP and local the Service to the possible, will Independent involved. People category in the (IAA) last council Achievers Academy Commu- support you.” the year and scooping

ailure

‘Digital gangster’ Facebook defends decision to allow illicit tobacco traders near you to sell on its website P3

CLEANING UP

CARRIAGE CHARGE OUTRAGE

NEW MARKET PLAYER

Coca-Cola explains how leading a local clean-up event can promote your business

NFRN national president brands Menzies’ latest 4% hike ‘appalling’

Iceland launches ‘game changer’ wholesale service for independent retailers

our say

Chris Dillon, editor - insight

Where will your menthol tobacco shoppers go?

The five biggest stories this fortnight 01

Iceland launches disruptive delivered wholesale service

MEGAN HUMPHREY THE ban on menthol cigarettes is now just over a year away in what will be the final stage of the EUTPD II regulation that removed larger tobacco packs and brought in plain packaging. At a roundtable on vaping with five top retailers and Blu at our offices in London earlier this month, the question of where menthol shoppers will go was raised. Current predictions are that about 60% of shoppers will stay within tobacco. They will probably complain about the ban, but ultimately switch to regular cigarettes or rolling tobacco. That means around 40% of shoppers will leave the category and either quit entirely or search AROUND 40% for alternatives. OF SHOPPERS If they can’t find these in your shop, they will find them in a local WILL EITHER competitor or online. QUIT TOBACCO This presents a massive opportunity for retailers that can OR SEARCH FOR nail their vaping ranges this year, ALTERNATIVES but we know the category is still a challenging one for our readers. This is why we are committed to upping our coverage of vaping this year across our print and digital platforms. The roundtable provided a valuable opportunity for us, as well as Blu, to understand the questions retailers need answers to. Retail Express, in partnership with suppliers like Blu, will be where you can find them. FOR MORE OPINION, GO TO PAGE 8 @retailexpress betterRetailing.com facebook.com/betterretailing Editor - insight Chris Dillon @ChrisDillonNT 020 7689 3379

Editor - news Jack Courtez @JackCourtez 020 7689 3371

News editor Megan Humphrey @MeganHumphrey_ 020 7689 3357

Features writer Priyanka Jethwa @priyanka_NT 020 7689 3355

Reporter Alex Yau @AlexYau_NT 020 7689 3358

Production editor Ryan Cooper 020 7689 3354

Editor in chief Louise Banham 020 7689 3353

Head of sales Matthew Oliver 020 7689 3367

Sub editor Jim Findlay 020 7689 3373

Account director George McCracken 020 7689 3364

Sales support executive Michela Marino 020 7689 3382

Sub editor Tom Allaway 020 7689 3395

Account director Charlotte Jesson 020 7689 3389

Designer Jody Cooke 020 7689 3380

Account manager Jon Melson 020 7689 3372

ICELAND Foods has launched a delivered wholesale service for independent retailers that could disrupt the market, according to store owners. The UK-wide roll-out launched on 15 February and offers retailers a range of frozen, fresh, chilled, soft drinks and alcohol. There are no minimum order requirements and deliveries on orders greater than £35 are free. Iceland Foods business development manager Anthony Howard said: “We are trying to bridge the gap between the wholesaler and retailer. “The deliveries to retailers and caterers will come through a store or from our warehouse depending on the volumes.” Retailers can order up to 12 cases of a line from a specialist website. Howard said retailers can order more, but must give notice in advance. Hitesh Pandya, of Toni’s Newsagents in Kent, said: “The independent sector needs an outside player because there are an awful

lot of unaf�iliated stores who are �inding it dif�icult to get a good service due to the prices and ranging they require.

Co-op franchise launch

CO-OP has launched a new website allowing independent retailers to apply for its franchise programme. The multiple will only accept applications from retailers with shop �loors measuring at least 2,000sq ft; stock rooms greater than 800sq ft; and weekly sales of £20,000 excluding PayPoint,

National Lottery and Post Of�ice services. In return, successful applicants will have access to store-speci�ic planograms and seven-day deliveries. Co-op head of new channels Martin Rogers said: “We now have the capability to deliver franchising at scale.”

“Considering we lost Palmer & Harvey and a few ambient businesses over the past two years since the

Tesco-Booker deal, I welcome anyone who comes into the market providing a good service.”

Brexit delay in industry

THIRTY-TWO UK food industry leaders have urged environment secretary Michael Gove to halt consultations affecting the convenience industry until Brexit has been dealt with. The industry bodies sent a letter on 8 February which stated they were unable to submit valid responses to consulta-

tions because they were busy preparing for Brexit. One of the bodies was the Food and Drink Federation. For a full list of those who signed the letter, go to: betterRetailing.com/ food-leaders-haltconsultations

Head of design Anne-Claire Pickard 020 7689 3391

Head of marketing Jessica SalisburyFielder 020 7689 3352 Managing director Parin Gohil 020 7689 3375

Finance executive Abigayle Sylvane 020 7689 3383 Production coordinator Business Pamella Bisson Development Executive 020 7689 3368 Kurran Jagpal 020 7689 3363 Subscribe online at newtrade.co.uk/our-products/ print/retail-express. 1 year subscription: UK £65; overseas (EU) £75; overseas (non-EU) £85 Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler. Published by: Newtrade Publishing Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600

Booker evacuation

AN emergency evacuation of Booker’s Hampshire depot caused by a nearby blaze disrupted deliveries for partnered stores. The Ocado warehouse on the Walworth Business Park in Andover set alight on 5 February. A 500-metre ra-

48,789 Audit Bureau of Circulations July 1 2017 to June 30 2018 average net circulation per issue

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 Publishing 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.

Photo: MCDmusic

dius evacuation site set up by �ire�ighters caused scheduled deliveries on 7 February to be cancelled. Affected Londis retailer Chris Herring said: “Booker promptly informed me about the issue. There were no further disruptions.”

Fair news restitution

RETAILERS have outlined demands for a fair compensation system in instances of �inancial harm caused by news wholesalers and publishers. The 50 retailers surveyed called for automatic restitution, a new industry-standard restitution process determined

by retailers and carriage charge refunds for wholesaler errors. They also called for restitution to be provided for short supplies and substitutions. To join the campaign, go to: betterRetailing.com/ missing-millions

@retailexpress facebook.com/betterRetailing

26 FEBRUARY-11 MARCH 2019 betterRetailing.com

chris.dillon@newtrade.co.uk 020 7689 3379

Facebook defends decision to allow illicit tobacco posts JACK COURTEZ FACEBOOK has defended its decision not to remove illicit tobacco adverts posted by individual sellers on the social media site. A week after the tech giant was warned about 65 accounts posting to promote the sale of illicit tobacco, 60% of the posts and nearly all of the seller’s accounts were active. Retailer Kate Mills, from Heath Stores in Tonbridge, reported up to 30 illicit Facebook posts in the past year, but evidence seen by Retail

Express con�irmed that Facebook took no action. When asked why it had not taken action, the company responded that it was because “the posts on Facebook don’t violate our community standards”. It added they would only be removed following a “valid legal request”. The evidence was also shared with HMRC, which refused to comment on “identi�iable taxpayers”. When asked if it was powerless to act against social media companies that aid sales of illicit goods, a spokesperson from the tax

authority responded that it “works with” online marketplaces to “respond robustly” to those selling illicit tobacco. National Trading Standards’ e-crime team refused to comment, but a source within trading standards alleged that the team was keeping quiet due to its “relationship” with Facebook, which includes a secret deal allowing the team to take down posts on the site. The government’s failure to punish or discuss Facebook’s role in the distribution of illicit goods comes despite a new government report

into harm caused by social media sites, branding the �irm as “digital gangsters” for ignoring the law. “Companies cannot hide behind the claim of being merely a platform and maintain they have no responsibility themselves in regulating the content of their sites,” it warned.

BAD WEEK

50%

2,000sq ft

The uplift in sales experienced by first four stores after joining the Co-op franchise

The minimum shop floor size

800sq ft

express yourself “I think it’s a game-changer and it will add a brand associated with good value to a retailer’s shelves. If a customer asks why we’re stocking Iceland products, we’d just say we’ve signed a supply deal with them. There’s an Iceland nearby, but some customers can’t go to the branch because they’re elderly or have some type of physical disadvantage. Adding Iceland products to the shop would help us attract those customers.” Kunal Patel, Canons Convenience, Edgware, London

The minimum measurements for stock room

the column where you can make your voice heard

DIGITAL SCREENS: A rival electronic screen supplier Rhino Media Group will compensate retailers following the collapse of The Shoppers Network (TSN). Under original agreements, retailers paid £299 per month to lease digital screens from White Oak and received payments from advertising firm TSN to offset the bill. However, TSN’s collapse last year meant retailers did not receive January airtime payments, but still had to pay the fees.

Read more at betterRetailing. com/blakemore-purchasesphilpotts-sites

The requirements for independent retailers to join the multiple’s new scheme

The minimum weekly sales, excluding PayPoint, National Lottery and Post Office services

GOOD WEEK

BLAKEMORE: AF Blakemore has brought café and catering chain Philpotts out of administration with the purchase of the company’s 21-store estate. Formerly owned by Patisserie Valerie, Blakemore’s chairman, Peter Blakemore, said the Spar parent company will “take the Philpotts offer into its wider business”.

CO-OP FRANCHISE PLANS

£20,000

SAINSBURY’S-ASDA: The proposed merger between the supermarkets has been dealt a blow after the Competition and Markets Authority (CMA) raised concerns that the deal would lead to higher prices, decreased service quality and a reduction in range. Both supermarkets are entitled to appeal against the CMA’s provisional findings. MORRISONS: Thousands of Morrisons workers have lodged a court appeal against the supermarket over an equal pay dispute, which could cost it up to £100m. The employees argue that men and women in depot roles should receive the same wage as those in shop floor positions, which they claim are of equal value. Read more at betterRetailing.com/ morrisons-equal-pay-claim

Would you use Iceland Foods’ new delivered wholesale business, which is available to independent retailers?

“It will depend on the wholesale pricing. If they can get that competitive enough, they’re on to a winner and I can see a substantial amount of retailers getting on board. The £35 minimum delivery requirements are amazing as well and considerably lower than what Booker and Bestway ask to qualify for free delivery. Nowadays, space is a premium for retailers, and Iceland’s minimum terms will work for retailers who are conscious about space.” Ralph Patel, The Look-In, Surrey

“The important thing will be looking at details like wholesale price and RRP. Will they be favourable for retailers? If they are, I’m all for it. I wouldn’t go for the own-label products, though. I’d go for branded products, and the minimum requirements are cheap enough that you can even order twice a day. It’s good enough for single pick and I could order individual products to top up my stock where necessary.” Kay Patel, Best-one Global Food and Wines, London

Do you have an issue to discuss with other retailers? Call 020 7689 3379 or email chris.dillon@newtrade.co.uk

Kunal Patel

NEWS

26 FEBRUARY-11 MARCH 2019 betterRetailing.com

Menzies’ ‘appalling’ 4% carriage rise JACK COURTEZ MENZIES Distribution’s decision to hike its carriage charge price by up to 4% from April has been branded “appalling” by the NFRN. The increase, attributed to rising distribution costs, follows recent cost-saving measures such as depot closures. NFRN national president Mike Mitchelson said: “Menzies is a monopolistic whole-

saler, so it knows it can do what it likes and introduce another uncomfortable hit at a time of year when small businesses can ill afford it. “As if this move was not already unpalatable, in a recent cost-saving move the news wholesaler closed its Chelmsford branch, but the savings it will make are obviously not enough as it continues to raid the purses of retailers who have no oppor-

tunity to pass on these increases to their customers.” NFRN national vice president Stuart Reddish added: “With Menzies Distribution showing no desire to prevent the closure of news accounts nor offering any alternative service, more retailers will be considering their participation in the news category.” This latest increase follows a similar rise for Smiths News customers. In September, the

wholesaler raised prices by 2.1%, costing the average Smiths News customer an extra £47.32 per year. A spokesperson for the wholesaler said increases had been capped at £3.50. They added that the rises “reflect rising costs that are impacting all logistics businesses, including the increase in the National Minimum Wage, RPI increases and increases in vehicle operating costs.”

Retailer to expand with £1m HSBC bank fund A LEADING Scottish retailer has received £945,000 from HSBC to invest and expand his store numbers from nine to 14. Harris Aslam received the fund from the bank to develop his Eros Retail chain, which consists of Greens, Greens Local and Little Greens formats. He told Retail Express the company, which is supplied

by Nisa, has recently focused on concessions for trends such as vaping and food to go. “It’s about sustainable growth – developing new and existing stores. Our likefor-like sales for December were up 7.4%, we opened two stores in 2018 and we’ve got more scheduled for this year, with two planned to open by April.”

NFRN CENTENARY AWARDS WINNERS

O T D E T T I COMM

OUR RETAILERS SINCE 1977

“I chose Nisa and have stayed with them because of the wide range of chilled and ambient products available just a click away, with the best prices in the market and great promotions for our customers. I’m so glad to be a part of Nisa as availability of stock is great with great delivery services.

I joined Nisa as an independent retailer many years ago, then I moved my store under the Nisa brand fascia in 2016, when we rebuilt the whole new building and we designed our store with Nisa’s outstanding designing and merchandising team. Recently we’ve also had a great chance to try Co-op’s best-selling own-label range which has increased my shopping basket.”

THE NFRN celebrated 100 years at its annual awards by recognising the achievements of retailers, publishers and wholesalers. There were 12 awards presented at the London event. Awards host Sir Trevor McDon-

I’m looking forward to what’s to come in the future with Nisa. Mahmood Saleem, Nisa Local, Ardeer Services, Stevenston, Scotland

Join the family... visit www.join-nisa.co.uk 14647_NISA_TradePress_Mahmood_Saleem_2018_172x240mm_AW02.indd 1

05/12/2018 09:30

ald said: “The NFRN Awards is all about recognising and rewarding excellence.” Go to betterRetailing. com/NFRNcentenary-awards for the full list

Co-op grabs extra market share over holidays CO-OP was the only convenience chain to gain market share between November and January, according to market analyst Kantar Worldpanel. In the 12 weeks to 27 January, the multiple increased its share by 0.1% to 5.9%. Kantar Worldpanel head of retail and consumer insight Fraser McKevitt said: “An additional 346,000 consumers visited Co-op stores, helping to buoy sales of its toptier range by 9%. Co-op’s

strongest growth was focused in London.”

PRODUCTS

Coca-Cola European Partners unveils its biggest 2019 launches PRIYANKA JETHWA COCA-COLA Zero Sugar Raspberry, Diet Coke Twisted Strawberry, Fanta Grape Zero, Capri-Sun Cherry and Monster Energy Ultra Blue are some of the latest additions to join CocaCola European Partner’s (CCEP) range. Diet Coke Twisted Strawberry and Coca-Cola Zero Sugar Raspberry aim to help retailers maximise on the popularity of �lavoured cola, a segment growing at 25% in value. The launches will be backed by a £7m marketing

campaign during the year. Diet Coke Feisty Cherry will be discontinued. Meanwhile, Fanta Grape Zero will be available from March in a 330ml can, 500ml bottle, 4x330ml multipack and 2l sharing bottle. In energy drinks, a category growing by 59% in value year on year, the supplier is launching a new line under its Monster Ultra brand – Monster Energy Ultra Blue. Ultra Blue will be available in a 500ml can, in a £1.25 pricemarked pack and non-PMPs. In its kids’ drinks range, CCEP is launching Capri-Sun Cherry in a 300ml resealable

pouch, in 99p price-marked cartons and non-PMPs. The drink will feature a new safety cap and come in cardboard shelf-ready packaging. Meanwhile, alongside growing its core range, the supplier is also launching a new ready-

Beefeater Blood Orange available exclusively in UK and Ireland PERNOD Ricard has launched Beefeater Blood Orange, which will be exclusively available in the UK and Ireland, with an RRP of £18.99. The launch aims to capitalise on the gin category, which is now worth £903m, having grown by 48.3% in the past year. Within this, �lavoured gin is growing by 457% in value, and represents 28% of total gin sales. In the off-trade, it is grow-

ing in volume by 404%, faster than the total category at 40.1%. Chris Ellis, commercial director at Pernod Ricard, said: “There is a signi�icant opportunity in the UK for orange gin, as 83% of current growth is incremental to the wider category. Orange gin has become the second fastest-growing gin variety after pink, yet the majority of orange gins on the market are only available at a premium price.”

to-drink coffee brand, Espresso Monster, which is a blend of brewed coffee and Monster energy, with an RRP of £1.99. Espresso Monster will be available in two �lavours, Espresso & Milk and Vanilla Espresso.

Fruity new flavour to join Vimto Remix NICHOLS has added a new �izzy Raspberry, Orange & Passionfruit drink to its Vimto Remix range. The full range now comprises a 2l �izzy £1 pricemarked pack (PMP), 500ml �izzy £1 PMP, 500ml still £1 and a 1l dilute. The launch aims to capitalise on the �lavoured carbonates category, which is growing at 11.1%, with Vimto’s carbonates range outperforming the market at 16.5%. Emma Hunt, marketing director at Nichols, said: “We’ve seen Raspberry, Orange & Passionfruit still and dilute �ly off the shelf and grow sales at 33%, so it was right to extend the range. The new carbon-

ated variety will be available in 500ml and 2l pack sizes in plain and PMPs to give consumers and retailers choice.”

Mars Petcare launches into premium wraps MARS Petcare’s new Pedigree Wrap is available at an RRP of £2.50, and can be ranged between wet and dry premium dog food. It is made with 40% chicken and chopped beef rawhide, with no added arti�icial �lavours or colourants. Carmen De Vos, senior brand manager for dog care and treats at Mars, said: “With the meat segment having grown by 32% in 2018, Pedigree wants to offer consumers what they want: a trusted brand, and a safe and enjoyable treat.”

Nic salts help smokers switch over to vaping VAPING nicotine salt e-liquids closely mimics the experience of smoking cigarettes, results from a clinical study published in journal Internal and Emergency Medicine have concluded. The research examined healthy adult smokers’ responses to �ive different Blu vaping products, alongside being evaluated consecutively on different days after using a cigarette as well. The subsequent rise in nicotine blood levels following the use of all the products were cited as ‘satisfying’ in terms of relieving the desire to smoke. Other conclusions from the study found Myblu’s 40mg/ml nicotine salt variety appeared to most closely replicate the nicotine hit of a cigarette. However, EU regulations permit a maximum of 20mg/ml in e-vapour products.

26 FEBRUARY-11 MARCH 2019 betterRetailing.com

Häagen-Dazs launches Jameson ad rolls out Barista Collection for St Patrick’s Day GENERAL Mills’s new Barista Collection for Häagen-Dazs is available in two �lavours, Brownie Macchiato and Caramel Chai Latte. Kat Jones, marketing manager at Häagen-Dazs, said: “Both �lavours are unique, offering consumers a treat for after dinner or when on the go, and tap into the growing coffee culture that has swept the nation. "The Barista Collection will enable retailers to capitalise on the demand from shoppers for luxury ice cream.” The range is available in two sizes, 460ml pints and mini-cups, RRP £6.05 and £4.20, respectively.

PERNOD Ricard’s new campaign for Jameson ahead of St Patrick’s Day will focus on its signature serve: Jameson, ginger and lime. A TV campaign will run throughout March across ITV, Sky Sports and Channel 4. The brand is also sampling Jameson, Ginger & Lime ready-to-drink cans in six cities across the UK. Chris Richards, head of mar-

keting at Pernod Ricard, said: “St Patrick’s Day is the secondbiggest occasion for Irish whiskey and falls on the �inal weekend of the Six Nations rugby tournament. This year, we’re supporting St Patrick’s Day with a media and in-store campaign and encourage retailers to maximise the opportunity as an in-store occasion.”

Lotus taps into premium ice cream LOTUS Bakeries has launched new Lotus Biscoff Ice Cream Sticks, available in packs of 3x90ml individually wrapped ice creams, with an RRP of £3.89. Made with dairy ice cream the same �lavour as Lotus’s biscuit, the Lotus Biscoff ice cream is wrapped in Lotus

Biscoff spread and coated in a layer of Belgian milk chocolate and crushed Lotus Biscoff pieces. Frances Booth, category marketing manager at Lotus Bakeries, said: “With luxury and indulgent brands continuing to drive the sector’s growth, the new ice cream sticks are a must-stock product for the upcoming seasons.”

Carlsberg supports Limited-edition bites New fruity flavours Danish Pilsner launch to treat mothers from Glen’s Vodka CARLSBERG has unveiled new Carlsberg Danish Pilsner, which will be supported by a multimillion-pound investment. Carlsberg Danish Pilsner has an ABV of 3.8%, with citrus and �loral hop �lavours. It will be available to retailers in small, medium and large snap-pack formats. A digital campaign to support the launch will kick off in April and run throughout the rest of the year. Liam Newton, marketing vice-president at Carlsberg, said: “In recent years, we have refreshed Carlsberg Export and are now committed to enhancing every aspect of Carlsberg Danish Pilsner, ultimately encouraging beer drinkers to reappraise our brand.”

PLADIS has introduced a limited-edition, seasonal range in time for Mother’s Day with McVitie’s Moments Choco Hearts. The sweet treats are available across convenience in a four-pack with an RRP of £1. Claire Hooper, head

of marketing for McVitie’s at Pladis, said: “Building on McVitie’s Moments’ success, we’re con�ident these limitededition, chocolatey cakes will be loved by new and existing consumers.”

A low-calorie mango Vype eyes up Iqos launch from Rubicon with iSwitch launch BARR Soft Drinks is adding a sparkling zero-sugar Mango variety to its Rubicon range, available in 500ml 99p price-marked and 2l plain pack. Adrian Troy, marketing manager at Barr Soft Drinks, said the launch comes as research showed that diet �lavoured carbonates are growing ahead of regular �lavoured carbonates across all age groups, particularly among under 28-year-olds. He added: “With more than one in �ive �lavoured carbonates shoppers opting for lowcalorie drinks, and almost three quarters expecting to see a low-calorie option within a brand, the launch will add more choice to the chiller.”

BRITISH American Tobacco’s e-cigarette brand Vype has launched Vype iSwitch and Vype iSwitch Maxx to compete with Iqos from Philip Morris. Instead of a coil and wick, the technology incorporates a stainless-steel blade that heats the e-liquid to create vapour. The blade provides a precise way to heat the e-liquid. Vype iSwitch and Vype iSwitch Maxx also come with Bluetooth connectivity, so users can connect the device to the MyVype app. Through the app, consumers can tailor their device’s power setting; remotely lock the device; monitor puff count, battery level and device performance to track

their usage; and also have access to tips and news.

TWO �lavoured vodkas, Peach & Passionfruit and Strawberry & Apple, will join the Glen's Vodka portfolio, with an RRP of £13.99. Both �lavours have an ABV of 20%, and are available from wholesalers across Scotland, including United Wholesale Grocers, United Wholesale Scotland, Filshill and Bestway. The new range has been developed to tap into the growing demand for lowalcohol and �lavoured drinks, and the �irst 24,000 bottles sold will feature limited-edition neck collars. Vodka remains the most frequently consumed white spirit, with 45% of adults having consumed vodka in the past six months. More than a

third of adults also say they have drunk �lavoured vodka over the past six months. Alisha Goodwin, brand manager at Glen’s Vodka, said: “The �lavoured spirits will sit alongside our Glen’s Vodka and the more premium Glen’s Platinum.”

Oreo sandwiches get a £1 PMP makeover MONDELEZ has launched Cadbury Dairy Milk Oreo Sandwich in a new £1 pricemarked pack (PMP). Cadbury Dairy Milk Oreo is worth £48m in the UK, growing by 17% year on year, with the product having already driven £3.2m-

worth of sales since its launch last year. The new PMP aims to build on this growth. Lyndsey Homer, junior brand manager for Cadbury Dairy Milk at Mondelez, said: “Retailers should take advantage of the new £1 PMP bars, as we hope to see them secure the same success and drive sales within the category.”

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DEPOSIT RETURN SCHEME: Is an over-the-counter model feasible?

Gary Black

“ANY plans to introduce a deposit return scheme must abandon the idea of requiring manual returns and focus on a fully funded and strategically located network of reverse vending machines that allow consumers to recycle more without causing unnecessary problems, delays and health hazards in small stores.”

Sales director for wholesale and convenience

James Lowman, CEO, ACS

Coca-Cola European Partners’ Gary Black explains how retailers can engage with their community As an independent retailer, many of you will be hubs of your communities with a unique relationship with your customers. As a responsible business owner, you will no doubt be involved in local good causes helping to make a difference to your surrounding area while also striving to build a stronger relationship with the community you operate in, giving your store a point of difference. This year’s Great British Spring Clean, which is taking place from 22 March to 23 April, presents another opportunity to engage with your shoppers, mobilising people in your local area to get involved in an initiative that can help clean up towns and cities across the country. The Great British Spring Clean is one of the country’s biggest initiatives to encourage people to tidy up their local areas. 2018 saw more than 370,000 people collect 650,000 bags of rubbish across Great Britain, which equated to 5,621 tonnes of litter removed from the environment. This year, 55,000 people have already signed up to take part, only two weeks after launch. As a proud supporter of the Great British Spring Clean, we are urging retailers to get involved and help get half a million people involved. We’ll be doing our bit, too, with colleagues across our sites and field sales teams volunteering for Community Clean-ups. So, what do you need to do? Firstly, download the free materials on the sustainability section of cokecustomerhub. co.uk. There is a guide to hosting a Community Clean-Up, as well as a promotional poster that can be edited once you have decided on a date and location of your clean-up. It can then be put up in your store to raise awareness in your local area. We’re also offering a number of free Community Clean-Up Kits, which include litter pickers, gloves and highvisibility jackets. We’d recommend spreading the word among colleagues, customers and the community on your social media channels, and you can use hashtags like #GBSpringClean and #LitterHeroes before and after your clean-up to increase engagement. Finally, if you tell us about your clean-ups postevent, you will be entered into a prize draw with a chance of winning £1,000 for a local cause of your choice (for T&Cs visit cokecustomerhub.co.uk).

“WE need a targeted deposit return scheme working across the UK that complements kerbside recovery. The best way is by focusing on cans and plastic bottles drunk and consumed outside the home, to decrease the chances of them littering our streets or ending up in the ocean.” Andrew Opie, director of food and sustainability, British Retail Consortium

Any plans must abandon the idea of manual returns

BLAKEMORE: How will the Philpotts purchase impact retail? “IT enhances our current retail offer and is aligned with our strategic retail plan. Our experience and knowledge of the convenience sectors brings signi�icant opportunities to develop the brand, while taking elements of the Philpotts offer into our wider business.”

It brings opportunities to take elements of Philpotts into our business

Peter Blakemore, chairman, AF Blakemore & Son

“GIVEN Blakemore’s clear focus on convenience retail through its into its Spar symbol group, this move seems to be a diversion from its core retail business, unless it is planning to integrate the 21 branches into its foodservice wholesale division.” David Gilroy, wholesale expert and Store Excel founder

CO-OP: Will the franchise model attract independent retailers? “THIS is a signi�icant milestone in our franchise ambition and we are looking for the right retailers in the right locations to share in our success and help widen the reach of Coop products. We have been trialling the model since spring and now have the capability to deliver franchising at scale.”

“THE minimum requirements to have at least a 2,000sq ft shop �loor, 800sq ft stock room and £20,000 in weekly sales sound reasonable for a franchise partnership, and I am sure there will be various independent retailers who will be interested in joining. However, details about margin are more important.”

Martin Rogers, head of new channels, Co-op

Ketul Desai, Nisa The General Store, Tufnell Park, North London

There will be various independent retailers interested in joining

MENZIES: What impact will the carriage charge rise have on stores?

It’s very unfortunate for the small paper shop

“IT is absolutely appalling for Menzies Distribution to put up its charges at a time when so many retailers are �ighting to survive. To time it so it coincides with in�lationbusting increases to national minimum wage rates is even more insensitive.”

“THEY keep increasing their carriage charges and it’s very unfortunate for the small paper shop. Our paper sales are down as well, so an increase in carriage charges isn’t really helping with the decline in the category. We’ve been �ighting with Menzies to get this issue sorted.”

Mike Mitchelson, national president, NFRN

Mayur Patel, Bronsdons, Tonbridge, Kent

LETTERS

26 FEBRUARY-11 MARCH 2019 betterRetailing.com

BAY BASHIR

Letters may be edited

Belle Vue Convenience (Go Local), Middlesbrough

Staff and the community’s safety is the numberone responsibility for any retailer

‘Join the HNDA fight for fair newspaper voucher payments’ FOR 30 years, news sellers have been processing vouchers for a paltry one pence per voucher. For many news sellers, sorting these out takes two-tothree hours out of their time, yet has a value far below the minimum wage. On behalf of the Home News Delivery Af�iliation (HNDA), I have repeatedly asked publishers to address

this, raising the voucher level to a reasonable rate, but the concerns of us, their retail partners, were not addressed. That is why I have written to all publishers to state that, from 1 April, HNDA members will not handle vouchers for less than 5p. Even this is far below what the current 1p rate would be if it was adjusted for in�lation, and shows that we

want to work with the publishers as their partners. However, they need to treat us like their partners, too. Changing prices and cutting terms at short notice is not a healthy way for any supplierretailer relationship to operate, and it is driving good news sellers out of the market. Just this week I know of at least three HNDA members who

chose to put their businesses on the market rather than continue to work with the Telegraph under their new terms. I would ask all news sellers to join the HNDA and join those demanding fair voucher payments from 1 April onwards. Brian Webb, Webbs of Leverington owner and HNDA founder Tweet us to get featured!

TWEETS OF

THE WEEK

WIN £50-worth of Blu products

TO help retailers maximise the vaping opportunity in their store, Blu is offering five readers the chance to win £50-worth of product, including its latest pod-mod system. Each lucky winner will receive a prize package including the Myblu Starter Kit and a selection of best-selling flavours from its Intense Liquidpods range, featuring nicotine salts.

TO ENTER To enter go to:

betterRetailing.com/competitions Our competitions remain online for four weeks from publication date. Editor’s decision is final.

@retailexpress

Congratulations to all of last night’s NFRN Awards winners! It was a fantastic night celebrating independent retailing, and I even managed to grab @SirTrevorMacDon for a snap with @samanthagunston. Full coverage in next week’s @ThisIsRN @MeganHumphrey_

LAST week I was over the moon at winning Responsible Retailer of the Year at the NFRN Awards 2019. I hadn’t entered in a couple of years, but since switching my stores to the Go Local fascia, I wanted to put it to the to the test. I have always considered responsible retailing to be part of a straightforward approach to Each issue, one of seven top retailing – not retailers shares advice to getting too make your store magnificent distracted by what others are doing, concentrating on what’s going on in your store and doing the very best you can. That means a big focus on customer service, store appearance, staff processes and, of course, responsible retailing. This has a couple of advantages: getting these factors right means you are competing in areas other than just price, and your staff feel confident in their responsibilities. Ever since I opened my first store 22 years ago, it’s been on my mind that I never want to be the store responsible for underage people drinking or for exposing my staff to dangerous situations. This means we use test purchasing, induction training, personal alcohol licences for many staff members per store, refresher training, posters and even special carrier bags to prevent underage sales and the incidents of violence escalating from refusing a sale that we see all too frequently on the news. With police resources stretched, there’s an important reminder for all stores that your staff and the community’s safety is the number-one responsibility for any retailer. Stock can be replaced, staff mistakes can be rectified and sales recouped, but a serious incident can last a lot longer. All too often as an industry we wait for that incident to happen before we take action, perhaps failing to see the value in any costs incurred that don’t have an instantly tangible return on investment. An example of this would be hiring a staff training agency, but only after failing a council test purchase. As they say, prevention is better than the cure. It starts with the basics – keeping a refused sale log book, discussing how to refuse a sale with your staff and having Challenge 25 posters clearly displayed. There are also plenty of licensing agencies out there that will give you a complete guide to responsible retailing. Whatever they charge, it is likely to be less than the financial, reputational and physical harm that can occur without a proper plan in place.

@betterRetailing @JackCourtez Our CCTV caught a seller pulling up at the back of our shop and exchanging 800 illicit cigarettes for cash. Reported to police & despite having a clear image/ video of licence plate & transaction they’ve never been to see us. Why would Facebook care if the authorities don’t? @adamattvcy Well done @CocaCola_GB for putting up all your retail PMP prices up across the whole range! People are putting items down and walking out the shop to ﬁnd cheaper/foreign alternatives. #shotyourselﬁnthefoot @Priyanka_NT @retailexpress @betterRetailing @ThisIsRN @geeeeeeeeeeeee

Get in touch

@retailexpress betterRetailing.com facebook.com/betterRetailing chris.dillon@newtrade.co.uk 020 7689 3379

CATEGORY ADVICE SOFT DRINKS

26 FEBRUARY-11 MARCH 2019 betterRetailing.com

ADD MORE FIZZ TO YOUR SALES The UK’s £37m convenience soft drinks category continues to be one of the most profitable categories for retailers, growing at 14%. PRIYANKA JETHWA explains what trends you can cash in on

FLAVOURED CARBONATES HAVING a range of flavoured carbonates means that your shoppers will never lack variety. Plus, with the sector growing at 11% year on year – faster than the total soft drinks category – it’s the perfect time for retailers to swoop in and capitalise. Within flavoured carbonates, Irn-Bru is also growing at 11% year on year, with Irn-Bru Xtra having generated more than £32m-worth

of sales for retailers since its launch. Adrian Troy, marketing director at Barr Soft Drinks, says within its range, Barr Flavours is one of its bestsellers. “With 14 different flavours, the range appeals to a wide customer base. Barr Flavours also has an important role to play in soft drinks. It’s the fastest-growing flavoured carbonate brand, growing at 31% year on year.”

ADDED BENEFITS PRODUCTS that deliver added benefits, such as multivitamins and protein, or are low in calories, continue to be popular, and with the Soft Drinks Industry Levy in place, Red Bull says consumers are swaying more towards options that offer this. Mark Bell, strategy and planning manager at Red Bull, says it is crucial retailers offer a lowcalorie alternative within soft

drinks and a higher proportion of space should be dedicated to low-calorie products. Following its launch last summer, Upbeat has extended its range of protein waters with a new flavour, Blood Orange & Mandarin, tapping into the growing trend for shoppers seeking functional waters. The product is available in

a 500ml bottle and contains 12g of whey protein, B vitamins and fruit. Each bottle has zero sugar and fewer than 55 calories. “Not only does this have consumer appeal, but it will also help retailers maximise potential sales in the growing water-plus category,” explains Mark Neville, founder at Upbeat.

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CATEGORY ADVICE SOFT DRINKS

LOW SUGAR HEALTH and wellness is a key trend within the category when it comes to influencing purchasing decisions, and this has been driven further by the arrival of the Soft Drinks Industry Levy last year. To keep up with the demand for low- and no-sugar soft drinks, major companies such as Cola-Cola European Partners (CCEP) have taken measures to innovate within their core ranges. “Earlier this month, we expanded our range to include Coca-Cola Zero Sugar Raspberry and Diet Coke Twisted Strawberry,” says Amy Burgess, senior trade communications manager at CCEP. “This will help retailers capitalise

on the flavoured cola category, which is worth £190m, growing in value by 25%.” Similarly, Lucozade Ribena Suntory’s reformulations over recent years have resulted in the reduction of the amount of sugar in Lucozade Energy, with a no-sugar alternative also now available. Scott Meredith, the company’s sales director, explains: “We’ve also reduced the sugar content in Orangina. Retailers should ensure Orangina Light is on their shelves so shoppers have low-sugar options. “Having the right range available helps retailers to drive sales from consumers looking for healthier carbonated soft drink options.”

launches top & promos picks Coca-Cola Zero Sugar Raspberry and Diet Coke Twisted Strawberry Launched last month, the new flavours aim to tap into the growing flavoured cola category worth £190m. Robinsons Refresh’d Britvic’s brand extension is available in Raspberry & Apple, Orange & Lime and Apple & Kiwi flavours. Red Bull Organics Red Bull Organics was launched to help retailers trade up energy shoppers and is above the sugar levy threshold. Lucozade Zero Lucozade Zero is growing at 39% year on year, showing the increasing popularity and importance of zero-sugar soft drinks. Rubicon Still Fruit Drinks Rubicon’s Still Fruit Drinks range has been relaunched with the regular variety having been reformulated to be levy-free. Rockstar Revolt Rockstar Revolt is the brand’s move into the low-calorie energy drink category, which is predicted to grow by 30% this year.

26 FEBRUARY-11 MARCH 2019 betterRetailing.com

NATURAL VARIETIES INVESTING in brands that contain natural ingredients is a huge trend this year for retailers to follow. Many brands that promote these are performing well in the category. This is because an increasing number of shoppers are searching for drinks that include only natural ingredients, with 51% of consumers

choosing ‘clean-label’ ingredients as their number-one purchasing motivator. Jen Draper, marketing director at Franklin & Sons, says its premium soft drinks range lends itself to this trend. “The range includes seven flavours, for example, Sicilian Lemonade & English Elderflower with Crushed Juniper,

which includes less than 5g of sugar and all-natural colours and flavours.” Draper adds that 38% of impulse purchases are made due to temptation, and alcohol and soft drinks are two of the best-performing categories when it comes to secondary locations, so retailers should invest in gondolas and shelf

barkers to navigate shoppers toward natural drinks. “Seventyseven per cent of convenience stores now use secondary locations to drive awareness and penetration towards a category.”

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CATEGORY ADVICE BUSINESS SUPPORT SERVICES

GETTING THE RIGHT SUPPORT Beyond the well-stocked shelves and carefully curated promotions, a range of business services are working continually in the background of any well-run convenience store. TOBY HILL looks at three of the most important of these services – security, finance and back-office tech – and asks leading retailers and providers for their advice

STEPPING UP SECURITY RETAILER Faisal Naseem has first-hand experience of the challenges of store security. In 2015, he was assaulted after asking shoplifters to leave. His ribs were cracked after being thrown into a glass window. Now, he outlines his three main strategies for keeping his store secure. Principally, of course, he relies on CCTV, sourced from a local company called Digital Security. “They’re motion-detection cameras to reduce the size of the hard disc,” says Naseem, who owns two stores in Arbroath, Angus. “They’re very accessible and I can view the footage any-

time, anywhere, through my iPhone and Android devices.” The equipment initially cost £1,200 and Naseem paid £950 for an upgrade to high definition. “It was worth it – they’re much clearer images than before.” A second line of defence comes through his EPoS system. “With our EPoS stock control facility we can identify instances of theft and pinpoint which items are missing,” Naseem says. “It’s then a case of training staff to focus on items that customers are most likely to steal: bacon is a common target, for example.” As this suggests, staff also play a key role in securing a

store, and training them how to respond is vital. A certain level of profiling is inevitable, and talking to customers who look shifty is a first line of defence for dissuading shoplifters. However, Naseem emphasises that staff safety is always paramount. “I tell them not to approach someone who’s shoplifting,” Naseem explains. “They log the time and identify which camera captured the moment, and pass that information to me. I then wait until the customer comes in again and ask them to pay for the items. It all depends on how they respond then – if they get aggressive,

we call the police. I show the footage of my assault to staff to demonstrate why they shouldn’t try to challenge people themselves.” Similarly, Chris Herring, owner of Shiphay Post Office and Stores in Torquay, Devon, argues retailers should weigh up the value of shoplifting against their bottom line. “I’ve cut down on staffing costs recently, by reducing the number of staff from two to one at quiet times,” he says. “Yes, we might have an extra £8 bottle of wine stolen as a result – but we’ve saved £48 on the wage bill, so overall we’re still £40 up.”

26 FEBRUARY-11 MARCH 2019 betterRetailing.com

CATEGORY ADVICE BUSINESS SUPPORT SERVICES

26 FEBRUARY-11 MARCH 2019 betterRetailing.com

FINANCING FOR any business to grow, raising working capital is a vital part of the process. Since the banking crisis of 2008, however, finding this necessary finance has become more difficult, amid a flurry of new rules and regulations. Traditional bank loans have become more challenging, more time-consuming and more expensive to obtain. Fortunately, several alternative models are available to retailers. One is offered by financing firm Got Capital, which requires no personal guarantee or collateral, with approvals

based on individual business performance reviews. Repayment is then structured through royalty payments, set at an agreed percentage of gross sales. “Being a small business funder is something we don’t take lightly,” says managing director Alex Afek. “More than 80% of our merchants use Got Capital’s fund for some kind of expansion. Typically, that entails a large inventory purchase, but it could also mean launching a marketing campaign, hiring new employees or expanding into a new space.”

Other alternatives are suggested by retailer Siva Thievanayagan, who owns five Nisa stores around Peterborough. “I’ve previously used my own money backed against my existing properties,” he says, describing his previous expansion. But recently he has worked with Satellite Finance, raising £200,000 for his newest store. Satellite Finance is primarily a leasing company, providing financing for companies seeking expensive equipment for a fixed length of time. But Thievanayagan, who was put in touch with the company by his symbol group,

Nisa, has found it to be an excellent loan provider. “They’re better than the bank,” he says. “The bank asks for all this security and back-up while the finance company doesn’t. They are more flexible and consider your situation: they’ll adjust rates depending on the business. I hope to pay it back in three years, minimising the time period to keep interest rates down.”

BACK-OFFICE TECH FINALLY, invisible to the customer’s eye but key to the successful running of any business is the back-office management. Retailers can draw on a range of tech to guide ranging and inventory decisions. First and foremost is the store’s EPoS system. Chris Herring gives the example of his cigarette stock and ordering system to show how his EPoS makes stock management easy. “Our cigarette deliveries come a few times a week but can be a bit irregular. “We put in the system when our upcoming delivery dates are due, and it calculates how many of each line we’ll need on the next one. It means we can run our stock levels quite tight, and avoid holding too much stock at

any one time, without having to perform any complex calculations ourselves.” At his Budgens store in Broadstairs, Kent, Adam Hogwood combines the power of his EPoS system with computer programmes to analyse the success of promotions in his store. “I want to make sure the products on our big promotional bays warrant their space,” he says. To do this, he plans to run a programme called Prism 2 on his Iridium Explorer EPoS system. Prism – a programme from TLM Technologies – can analyse a store’s stock inventory at various levels, from category to subheading to individual item, right down to individual barcode.

“By putting flags on certain items on promotion, and then running the programme at the end of a certain period of time, you can map how effective each of those promotions are,” Hogwood says. “Obviously your margins are being cut by the promotion, but what is it doing to overall cash profits?” Beyond Prism, he also uses Microsoft Excel to order his sales data. “By using Excel’s formatting and filtering functions, we can condense the stock & order book to just what we stock, with the correct sales data in the column next to it every week,” Hogwood explains. “We can then analyse what sold well, what order levels were too high, what’s being stolen and so on.”

CASE STUDY When joining a symbol group, retailers often get access to a host of business services for driving their store forward. Here, we look at what Nisa retailers can access by joining the fascia

Exclusive access to Nisa’s EPoS system – Epositive Evolution. This software is used to monitor prices, promotions, stock levels and waste. Christopher Taylor, owner of Taylors of Tickhill in Doncaster, says: “There are useful graphics on screen that illustrate the data you are looking at and an audit trail for every product and any changes in price.” Reliable supply chain. Symbol stores benefit from better deliveries – Nisa claims 99.9% of its deliveries are made on the day, with 95.2% successfully made on time. Retailers can also source local products, but have them invoiced centrally by Nisa.

Staff training. Nisa members can access its Retail Academy, which helps retailers keep their staff informed of new legislation and best practice.

Latest PoS. A radio station, PoS, branded leaflets and personalised planograms are part of Nisa’s offer.

Latest formats. Nisa’s Store of the Future 2 Evolution format launched last year and increased sales for retailers who switched by an average of 12%. Barry Patel, owner of two Nisa Local stores in Luton, says: “Times are changing and our customers expect a lot more, and Nisa’s Store of the Future 2 format really gives that.”

Times are changing and our customers expect a lot more, and Nisa’s Store of the Future 2 format really gives that BARRY PATEL, NISA LOCAL, LUTON

CATEGORY ADVICE TOP-UP SHOPPING

LITTLE AND OFTEN Of all the shifts in shopping habits that have occurred in the past decade, among the most noteworthy is the death of weekly shops in favour of smaller, more frequent trips. TOBY HILL reveals five ways to meet this change

TALK TO CUSTOMERS ABOUT YOUR OFFERS

ONE way to encourage customers to pick up more products is to engage them in conversation, and point them to your latest offers. This is something retailer Vince Malone trains his staff to do in Tenby Stores and Post Office in Pembrokeshire. “We’ll generally pick a couple of offers each day that we talk about,” he says. “We’ve

got a £5 meal deal in our frozen section, so we encourage people to go and look in the cabinet. Often, they’ll come in for milk at £1.15, and end up spending £6.15 with the meal deal.” At the same time, Vince emphasises that staff have to remain relaxed, and can’t be seen to be forcing sales.

“You can’t have a script, you don’t want people waiting in the queue hearing your staff saying the same thing to everyone, which is an experience all too common in some chain stores,” he says. “You’ve got to mix up your suggestions, matching it to what the shopper already has in their basket,” he adds.

26 FEBRUARY-11 MARCH 2019 betterRetailing.com

CREATE PROMINENT DISPLAYS IN HIGH-TRAFFIC LOCATIONS

CRUCIAL to boosting impulse sales is, of course, catching your customers’ attention with easyto-navigate displays. Malone always highlights certain products at the till, constantly rotating them. “At the moment, we’ve got oat bars and lip balm on the counter,” he says. “Lots of people pick them up as they’re buying other things.” As well as highlighting promo-

tions in high-footfall locations, it’s also worth secondary siting top-selling lines next to products that complement them. “Seventy-nine per cent of shoppers like commonly purchased products merchandised next to each other,” says Matt Collins, sales director for convenience and wholesale at KP Snacks. “Retailers can secondary site bagged snacks like crisps with key categories such

as soft drinks, sandwiches and alcohol, for example. Link deals bridging categories such as soft drinks and snacks can also be a quick win.” Collins also emphasises the importance of making displays clear and easy to navigate. “Blocking similar types of products together, such as ridged crisps, will make it easier for your shoppers to find what they need,” he says.

We always try to have some healthier snacks on promotion, as that’s what a lot of people in this area are looking for

the stat

45%

BIMAL PATEL, NORTH LONDON

of purchases are made in under 60 seconds

STOCK WHAT PEOPLE WANT

IF YOU want your customers to be inspired to buy more than they’d intended, you have to stock exactly what they are after. To do this, you have to get to know your customers, and tailor your range to suit their tastes. “We always try to have some healthier snacks on promotion, as that’s what a lot of people in this area are looking for,” says Bimal Patel, who owns Ferme Road Londis in north London. “Recently, we had a big display of Nakd bar multipacks. We also do lots of promotions on our fruit and vegetables, for example, our avocados are

We make sure the white wine is chilled as people will often grab it on their way to the till ANITA NYE, ORPINGTON, KENT

always stacked high and the super salads sell very well.” Similarly, Anita Nye prioritises impulse wine and beer sales in Premier Eldred Drive, which is located in the heart of a large estate in Orpington, Kent. “We have chilled wine and beer all along the side where people queue,” she explains. “We make sure the white wine is chilled as people will often grab it on their way to the till.” Strongbow, Stella and Foster’s multipacks are also common impulse purchases, Nye adds, as are individual bottles of Corona and Desperados.

CATEGORY ADVICE TOP-UP SHOPPING

MATCH HIGHLIGHTED PRODUCTS TO TRENDS IN THE MARKET

AS WELL as local and seasonal preferences, retailers need to respond to the broader trends shaping the grocery market. Pushing on-trend products can provide a significant sales boost, and manufacturers are always working to meet everevolving customer tastes. Growing health consciousness has had a major impact on convenience retailing in

recent years. Pladis recently launched a range of healthier Go Ahead bars to cash in on this demand. Go Ahead Nutty Crunch and Go Ahead Fruit & Nut both aim to expand the options for retailers aiming to offer their customers healthier snacking products, perfect for impulse buying. “We’ve noticed trends for wholesome ingredients and

low-calorie options, with two in five people purchasing Go Ahead because they are low in calories,” explains Christopher Owens, marketing controller at Pladis. Elsewhere, suppliers report trends towards more premium impulse purchases. To meet this demand, Pladis has launched a new product into its Carr’s savoury biscuits range,

Carr’s Three Grains, available in two varieties: Quinoa, Amaranth & Rosemary and Buckwheat, Spelt & Sesame. “The use of these exciting, on-trend ingredients should help drive incremental sales among younger self-proclaimed ‘foodies’ with more adventurous tastes,” says Zoe Trimble, marketing controller for savoury biscuits at Pladis.

MOVE WITH THE SEASONS

Similarly, Vince Malone AS PEOPLE’S moods and tastes shift with the sea- directs customers to his supsons, retailers need to match ply of local pasties during them if they are to maximise the colder months. “People are looking for potential sales. “We highlight more winter comfort food and we’ve got a craving products at this time great local supplier of pastof year,” says Bimal Patel. ies, the Little Welsh Deli,” “We’ve had Flipz Milk Choco- he says. “Their pasties are late Pretzels on promotion and enormous at £2.65. “We’re building up a clithey’ve been selling very well, as people look for something entele that come in looking specifically for them.” sweet in the cold.” Patel has also seen a spike in sales of his luxury ready meals. “January is a cold month and people want something hot and quick,” he says. He has four freezers of highquality Cook ready meals, which are very popular, espeof shoppers like cially the lasagne and complementary items fish pie. “They give us great margins of more merchandised together than 35%,” Patel adds.

the stat

79%

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26 FEBRUARY-11 MARCH 2019 betterRetailing.com

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PROFILE

26 FEBRUARY-11 MARCH 2019 betterRetailing.com

RETAILER PROFILE TRUDY DAVIES WOOSNAM & DAVIES NEWS Location: Llanidloes, Powys Staff: One full-time, six part-time Size: 500sq ft

‘OUR COMMUNITY CAUSES HELP US STAY RELEVANT’ CHRIS DILLON IF you’re looking for inspiration on how to do community retailing well, Woosnam & Davies News in Powys, Wales, is a good place to start. Located in the small town of Llanidloes, Trudy Davies’ newsagents caters for 2,500 residents and gives to more than 60 local charities. “My nickname here is Trudy ‘Give-us-a-Quid’ because I’m always asking people for money for good causes. It’s affectionate,” she says. Last year, her successes included raising money for a de�ibrillator and training sessions for 150 residents, promoting a town-wide remembrance campaign to mark 100 years since the end of World War I, collecting 500 pairs of glasses for poor countries and hosting dementia awareness sessions. “I wouldn’t survive without my customers, so giving something back is important,” she explains. Her work has nevertheless received industry recognition, ranking as a �inalist in the Service to the Community category in the Independent Achievers Academy (IAA) last year and scooping the Commu-

nity Retailer of the Year gong at the NFRN Awards earlier this month. “You have to be imaginative. It’s great having bingo or a raf�le, but people get fed up if that’s all you do. It’s a challenge coming up with new ideas,” she admits. Trudy �inds a lot of her ideas from reading trade press and the internet, as well as borrowing ideas from other retailers and tweaking them to make them relevant to her local community. “Networking through the IAA has always been a great way to meet other people,” she explains. “If you see something, don’t wait for someone else to act on it. Bring in as many people as possible, get your MP and local council involved. People will support you.”

This thinking has enabled her to tap into community concerns that are relevant to the moment. “Period poverty really effects young girls, so we are collecting sanitary items so they can access it for free. Food banks don’t always deal with hygiene, so it’s a real problem,” she says. Another push for Trudy is sustainability and the environment. She began a local

I WOULDN’T SURVIVE WITHOUT MY CUSTOMERS, SO GIVING SOMETHING BACK IS IMPORTANT

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campaign to reduce single-use plastics, and introduced glass bottles for milk and canvas bags that her shoppers donate. “I want solar panelling on my roof. In the long term it will cut my energy bills by 20%. However, I live in a conservation area and the council is not keen, but I’m determined to push more,” she says. In the meantime, she has replaced her lightbulbs with LED lights. “I think my weakness is technology,” she admits. “I have a Spar next door to me that has screens and high-tech tills, but my customers have told me they don’t want me to change my old-fashioned till. I do think I need to make some improvements, though.” By working with relevant causes, Trudy is keeping her “old-fashioned” newsagents relevant in the community without losing its authentic charm. “We’re always adding to our charity calendar. Running a shop isn’t all about money, there’s a real feel-good factor of being involved,” she says. To see more of Trudy’s store, go to betterRetailing.com/ woosnam-davies-news

ideas from other areas 1 Borrow “Keeping up to date with what other retailers are doing and making it relevant to your area is a great way to stay fresh,” Trudy says. Industry events and the internet are great tools for research.

2 Gogreen

“Equipment like solar panels will help us promote how green we are, but they are also great for saving costs,” she says. In addition, the store offers glass bottles and canvas bags. the community involved 3 Get

“I get my shoppers donating money and ask them for ideas. It’s great for bringing everyone together,” says Trudy, who supports more than 60 local charities and uses a calendar to keep track.