RN - 14 June 2024

Editor

Jack Courtez

@JackCourtez

07592 880864

News editor

Alex Yau

@@AlexYau_ 020 7689 3358

Features editor

Charles Whitting

@CharlieWhittin1 020 7689 3350

News reporter

Alice Brooker 07597 588955

Head of design

Anne-Claire Pickard

Senior designer

Jody Cooke

Junior designer

Lauren Jackson

Production editor

Ryan Cooper

Sub editors

Jim Findlay, Robin Jarossi

Production coordinator

Bod Adegboyega 020 7689 3368

Editor in chief

Louise Banham

@LouiseBanham

Deputy insight & advertorial editor

Jasper Hart

@JasperAHHart 07597 588975

Specialist reporter

WELCOME

@ThisisRN

Dia Stronach 020 7689 3375

Features writer

Priya Khaira 020 7689 3379

Editor

Jack Courtez

@JackCourtez

020 7689 3371

Head of commercial

Natalie Reeve 07856 475788

Associate director

Charlotte Jesson 07807 287607

Account director

Lindsay Hudson 07749 416544

Account managers

Megan Byrne 07530 834009

Lisa Martin 07951 461146

Managing director

Parin Gohil 020 7689 3363

Five years ago, Tesco introduced Clubcard prices, a scheme so successful it forced nearly all of its rivals to follow suit. At the time, independent convenience stores took £1.70 in every £100 spent on groceries in the UK. That has now decreased to £1.40. That 30p difference is equivalent to around £36m less in the tills of local shops each month – around £1,000 extra in sales for every store like yours.

It’s dangerous to conflate causation and correlation, and there’s a roster of reasons for this dip, but the rise in supermarket loyalty schemes is certainly part of it. I’ve watched this monumental shift happen while the independent sector mostly stood still.

Symbol groups understand customer rewards – they spend endless hours tinkering with rebate schemes designed to buy your loyalty. Through many of their supermarket owners, they even have an insider’s view on how shopper reward schemes works.

However, when we asked different groups about their plans for a loyalty scheme, we rarely got a clear answer. Instead, I hunted out the alternative options for stores – companies you can partner with to bring member prices, points and offers to your customers. RN ran the first-ever industry interviews with companies such as Noumi and MyDD Points, and regularly covered Jisp.

There are signs symbol groups are waking up to the need for a loyalty scheme. Noumi and MyDD Points are exploring trials with some symbol groups and at the end of 2023, Nisa said it would “accelerate” the rollout of Jisp. The biggest and best news, however, is Booker’s trial of Premier-, Londis- and Budgens-branded reward schemes, launched towards the end of last month, featuring the Holy Grail of member-only pricing. The fact some participating stores reported such intense levels of shopper interest that they ran out of rewards cards to give out shows how much demand there is and the opportunities it presents.

For symbol groups, there are major benefits – it makes it harder for a retailer to switch fascias when all of their customers are tied in to one group’s rewards. It also boosts their sales to you and provides more data on how their promotions are performing. For everyone with an interest in local shops, more shoppers visiting more frequently and spending more per trip is the dream, and reward schemes are how we get there.

HEADLINES

3 INDUSTRY NEWS

Post Office Horizon to remain as replacement hit by more delays

Speed Queen on the hunt for retailers to add launderettes

5 SYMBOLS & WHOLESALE

New company’s plan to get unique lines into cash and carries

6 N EWS & MAGS

Stores put at risk by potentially illegal magazine cover

7 FED NEWS

Incoming president to make stores simpler and more profitable

8 YOUR VIEWS

‘We’re killing retail crime with kindness’

9 EXPERT OPINION

Neville Rhodes on why publishers and wholesalers should embrace sub-retailing

10 PRODUCT NEWS

CCEP on-pack promotion for Euros 2024

12 PRICEWATCH

Make more dough from bread

14 WHOLESALE PRICEWATCH

Compare wholesale prices on pre-mixed alcohol lines

15 STORE ADVICE

Retailers’ top tips for reviewing your ranges for greater sales

18 GETTING MORE FROM YOUR EPoS

The little-known features that create better- performing stores

21 SPORTS DRINKS

Your guide to selling more this summer

25 SUMMER BARBECUE

Capitalise on big at-home summer events

28 DOUGHNUT OPPORTUNITIES

Maximise margins with doughnuts

31 THIS WEEK IN MAGAZINES

Typography title Slanted is on the hunt for more stockists

NEWS

Five-year hold-up to get rid of Horizon IT in POs

by Alex Yau alex.yau@newtrade.co.uk

Post Offices (POs) are to be stuck with the scandal-hit Horizon IT system for another five years, following delays to the rollout of its replacement New Branch IT (NBIT) kit.

According to Computer Weekly, issues with cost, quality and lack of staff have delayed the release of the new system scheduled for March 2025. As a result, Horizon manufacturer Fujitsu could receive an additional £180m from taxpayers to support an extension of its existing contract to 2030.

Fujitsu warned it would not continue to support Horizon unless PO had a “credible plan” to exit the contract, meaning PO would have to find another supplier or bring the management in-house.

PO said these alternatives would not be “economically viable”.

PO confirmed to RN it had recently completed demonstrating the NBIT software to postmasters in South Wales and the west of England, with another pilot in the works.

In April, the company announced a £75m tender for a manufacturer of

kit that would house the NBIT software, with the contract expected to start in August.

Participating postmasters were shown functions for the sale of first- and second-class stamps, the sending of Royal Mail postal items and the acceptance of pre-paid items.

PO has been taking on feedback during the demos and will also be demonstrating NBIT at its upcoming conference on 18 June.

One subpostmaster involved in the recent NBIT pilot, who asked not to be named, told RN:

“We’ve had sight of it, as PO has been bringing it to selected stores as part of 30-minute demos.

“We’ve only seen a few functions so far, which are the main ones to process PO services. It does what it says on the tin, really. It’s a much simpler system and it’s more intuitive.

“One of the issues of Horizon was that it tried to do way more than it could handle, which was one of the reasons for the glitches. The new kit is trying to address this.

“The new system we saw is around the same size as the current Horizon equipment, but it’s

also more modular, meaning there’s some flexibility in its design. We can customise it to some degree to fit the space requirements of our counter.”

A PO spokesperson told RN: “We are acutely aware that we will be introducing a new system across the biggest retail network in Europe and ensuring postmasters are kept fully informed is crucial.

“We have around 250 postmasters in our working group, which has helped inform our initial design of the new IT system, and we’re showing the system directly to postmasters.”

Freeze-dried sweets safety warning

Retailers are being urged to be vigilant about the “ticking time bomb” of freeze-dried sweets and ensure they are buying from reputable suppliers.

Several store owners warned of a rise in rogue suppliers trying to take advantage of the craze.

Amrit Singh Pahal, of H & Jodie's Nisa Local in Walsall, has spent several months developing his

own product range and says there are “hoops to go through” to make sure the products are safe.

He said: “Lots of people are jumping the gun on this craze, and it’s a ticking time bomb.

“What happens if a child chokes on one of these sweets? People can’t just buy a drying machine, package sweets and sell them.

“There has to be full certification that complies with food hygiene and trading standards. I have a long list provided by my local council.”

One reputable supplier, who asked not to be named, added: “Retailers need to be careful who they buy from. Make sure they are fully food registered and trading as a business.”

Allwyn’s direct payouts

Store owners can now get their National Lottery rewards payments paid directly into their bank accounts, with more changes on the way, according to Allwyn.

Responding to letters sent out to stores, an Allwyn spokesperson told RN: “We've improved the way we pay National Lottery retailers their hard-earned rewards with a faster payment method.

“With our new payment partner HSBC, retailers are now able to transfer rewards directly into a bank account when they’re ready to be redeemed from the TNL Retailer Hub.

“This new payment method replaces the old one whereby retailers loaded their rewards onto a Mastercard to spend.

“We're also working on a number of new ways to reward National Lottery retailers for their hard work.”

Nisa tracker launched

Suresh Patel of Premier Upholland, Lancashire, said he began selling the sweets two weeks ago and has since reordered.

He said: “Several wholesalers are selling freezedried sweets. As a retailer, what I can do is make sure the item has a barcode, ingredients and full allergen information and that I’ve ordered it from a reputable wholesaler.”

Nisa’s long-awaited rebate tracker launched on 3 June, enabling retailers to follow their weekly progress and ensure the best possible quarterly payout. Messages to stores seen by RN stated that Nisa’s Order Capture System (OCS) will provide updates on the symbol group’s Fresh Rewards rebate scheme, showing figures on previous and current financial quarters.

Nisa stated: “You will now be able to track your weekly spend against the Fresh Reward rebate targets to ensure the maximum percentage rebate can be achieved.”

NEWS

SGF launches manifesto

The Scottish Grocers Federation (SGF) has called on election candidates to back local shops on five points impacting profitability.

In its own manifesto ahead of the 4 July General Election, the trade group pushed for candidates to agree to a UK-wide depositreturn scheme with clear dates and terms; to take “a balanced approach” to proposed tobacco and vaping restrictions; to protect free access to cash and ATMs; to base minimum wage increases on “economic conditions”; and to recognise the overall legislative burden that stores face.

The document claimed: “The cost of doing business is severely threatening the viability of many Scottish independent convenience stores.”

SGF chief executive Pete Cheema added: “We are asking the new government, whatever their [party], to take a serious look at how overregulation is impacting small business.”

Tobacco Club ups profits

Booker has claimed its new Tobacco Club for retailers using its Shop Locally promotions scheme can give stores an extra £1,000 annual profit.

Like its tobacco clubs for symbol stores, the scheme will give participants lower prices, but only if shops promise to sell them at recommended retail prices.

The 10 products included are Chesterfield Red, Mayfair SK Gold and Silver and Mayfair KS Gold and Silver, Malboro Gold RYO 30g, and B&H Blue RYO 30g. Scotland-only lines are Kensitas Club SK, KS, and RYO.

Speed Queen laundries seek retail partners

by Jack Courtez jack.courtez@newtrade.co.uk

New automated-laundry format Speed Queen has landed in the UK, and its owners are looking for retailers to take on the concept in their areas.

Speaking exclusively to RN, the licence holder for the brand in the UK and Ireland, Patrick Brennan of DNL Collective, explained how the units are proven to deliver around £250,000 of profit in their first three years; why they are a perfect match for convenience stores and forecourts, and how demand for laundry services is higher than most people realise.

In partnership with Tesco in Ireland, Brennan has already launched and tested 22 sites on the supermarket’s forecourts. “We’re not just here to sell stores, we’re going to invest and open them as well,” he explained.

The concept’s first UK backers are the “exceptional” Scottish forecourt owners RaceTrack, with a Speed Queen concession at its new Wishaw site near Glasgow already trading.

A Speed Queen is automated, running on card payments with live sales and CCTV tracking to make operating costs near non-existent.

The opportunity

“It’s a turnkey solution – they hand us the keys and when they come back, their store is ready to trade,” Brennan stated. Each site requires an investment of around £250,000 from the retailer, with the founder adding: “Our data proves a three-year return on investment, which is pretty much unseen across most

sectors.”

Nearly £200,000 of the £250,000 is spent on equipment. Brennan said: “Financing has not been an issue because it’s going into assets with serial numbers. We have real live data and financial models that have been given to banks and they’ve been happy to accept.”

In return for the investment, Brennan’s average site in Ireland is delivering 60 customers on peak days, and 30 customers on quieter days such as Tuesdays and Wednesdays.

The average spend per customer is £15. The sites operate without staff except for cleaning. “To own and operate a Speed Queen in an adjacent premises takes one hour to 90 minutes of staff time per day from an existing employee, so zero labour cost pretty much,” he said.

The opportunity to leverage existing staff to operate the site is what makes existing store owners a core part of Speed Queen’s UK expansion plans. The four models suggested for retailers are: converting an existing store; adding a Speed Queen to a store; adding one to an adjacent unit; or using its prefabricated

units to place one on a car park or forecourt.

Other benefits include the opportunity to crosssell to customers. Brennan said the average laundry-service user has a one-hour dwell time, with 60% of users in his Ireland Tesco sites also visiting the supermarket while they wait. Of these “over 50%” took a trolley for a larger shop.

Challenged on the reputation of launderettes for being a declining market, Brennan admitted the number of sites had fallen from 12,000 in the 1970s to “fewer than 3,000”, but said the decline was driven by poor locations, labour-intensive models and service standards, not a lack of demand.

He explained: “I’ve got stores where people have said, ‘It won’t work there, everyone is driving a BMW’. We do it, and it works. Everybody uses a launderette, from 16-to-96-year-olds, male and female, bank managers, tradespeople, every demographic. Our advertising educates people on why to use a launderette, even if you have a washer dryer at home. There’s things you can’t do in that machine or are much

easier with us. Think of a family returning from holiday. That’s three days of laundry at home or an hour with us. Bedding is difficult to do at home. For elderly people, it’s simpler to do at a launderette without worrying about drying clothes at home in bad weather.”

The right sites and retailers

The major factor in the success of the site is the number of homes nearby. Brennan commented: “You’re looking ideally for 5,000 chimney pots. In rural areas, that radius can be six to seven miles – they’re used to commuting into the town.

“In more built-up areas, we believe we can put a store for every 5,00010,000 chimney pots at a two-mile radius.”

The format “ideally” requires 750sq ft, but sizes either in development or up and running range from 500sq ft to 2,000sq ft. Brennan said he is looking for partners to open multiple sites to limit the number of operators and ensure each gets a high level of support.

He added he would also consider giving operators territorial exclusivity.

Patrick Brennan of DNL Collective

New firm brings new brands to wholesale SYMBOL NEWS Parfetts adds new cereal

by Alex Yau alex.yau@newtrade.co.uk

A new food-and-drink consultancy is bringing more challenger brands into cash and carries for retailers, with each product generating average margins of 30% for stores.

Retail Distribution Management was set up Shane Nimmo, who has previously held senior roles at Halewood Wines & Spirits, InterContinental Brands and Biotiful Gut Health.

Explaining the decision behind company’s establishment, Nimmo said: “Retail Distribution Management was born out of the frustration of seeing good brands fail to treat wholesale and convenience as something other than an afterthought.

“We work closely with key retailers and wholesalers to offer strategies to grow brands in a manageable way, which means no more dusty cases and bottles on a wholesaler’s shelf.”

The company is currently working with four alcohol brands for distribution into wholesale and convenience, including

Mahiki Rum, Wrexham Lager and Panther Milk. Nimmo added the company is also in discussions to add soft drink and dairy suppliers to its list of partners.

Nimmo told RN: “Having previously worked with big and small suppliers, there’s a mindset that everyone wants to be in big supermarkets such as Tesco, Sainsbury’s and Waitrose, but there’s a big disconnect with the 40,000 convenience stores in the UK that sell alcohol and dairy.

“Retail Distribution Management is about creating this education piece that wholesalers

have reach and distribution into retail stores.

“It’s easy for a supplier just to chuck pallets of products into a wholesaler and hope for the best, but it doesn’t work this way.”

Retail Distribution Management has also held talks with major Fed retailers for feedback on products, which are available through Unitas Wholesale’s central distribution network.

Nimmo explained: “It’s about getting the education piece for brands and getting feedback from retailers. For example,

“I was recently on a call with 20 of the Fed’s most

influential retailers and they provided feedback on the design of a particular product.

“We went through several rounds. It’s about creating a hybrid plan for these brands from both wholesalers and retailers.

“What makes customers come back and continue to purchase products? Just because a retailer purchases a product doesn’t mean their customers will.”

“We aim to give retailers an average of 30% margin on the products distributed into wholesale. If a product can work in 50 stores, there’s no reason it can’t work in 5,000 stores.”

Spar increases Philpotts food to go

A Spar has begun rolling out more Philpotts food-to-go concessions in its stores, following the latest addition in Llandaff in Cardiff.

The standalone food-togo service, which offers premium fresh sandwiches, salads and coffees, was added as part of a £500,000 refurbishment.

As part of the refit, a County Bridge Kitchen site was also installed,

specialising in evening meals.

Ian Lewis, of Spar Minster Lovell in Oxfordshire, visited the site last month. He told RN: “It was impressive and has made me think about how I’m approaching food to go in my store. I was particularly impressed by the fresh sandwiches and wraps.

“I’m also looking at whether I stick with Costa Coffee or go for a more

local offer. It’s potentially a difficult choice as Costa is a big name. I need to determine whether customers actually get coffee from my shop because of the brand. It seems Spar is looking at extending Philpotts further, but only if the conditions and site is right.”

Last year, Spar hinted at potential rollouts of the Philpotts chain, after buying it out of administra-

tion in 2019.

Speaking to RN last year following a number of Philpotts trials, Blakemore commercial director Louis Drake said: “The results so far are pretty positive. It’s the sort of thing you’re always looking to innovate, do something different and bring new things to market. If we own our foodservice brand, why wouldn’t we try to use it?”

Parfetts has added four new cereals to its Go Local own-label range, with more understood be joining the lineup soon.

The company made 320g packs of Cookies and Cream Hoops, Choco Puff Rice, Honey Hoops and Cornflakes available to stores last month. Each product is price-marked at £1.99.

Commenting on the new range, Sasi Patel, of Go Local Extra in Rochdale, told RN: “Taste-wise they’re good and offer a 30% saving to customers when compared with similar brands.

“The packaging is smaller as well, meaning I can get five boxes on the shelf. I can only get four boxes on display with other brands.”

Reuben Singh Mander, of The Three Singhs in Selby, added: “Parfetts’s Go Local own-label range is going from strength to strength.”

Thames C&C collapse

Thames Cash and Carry in Harrow has filed for administration.

The London-based food, alcohol and tobacco wholesaler, which is a separate business to Thames Cash and Carry in Croydon, appointed administrators on 30 May. Despite the administration, latest accounts for the year ending 31 March 2022 claimed it was “experiencing good levels of sales growth and profitability”.

Thames Cash and Carry is the latest regional wholesaler to experience financial difficulties, following Abra Wholesale.

HND Month opens

NEWS & MAGS Publisher put stores at risk of legal action

Retailers can now sign up to benefit from this October’s Home News Delivery (HND) Month campaign.

Registrations have opened for the second instalment of the initiative, designed to bag retailers more delivered and subscriber newspaper customers.

Stores that sign up are likely to receive point-ofsale material and leaflets for doordrops, alongside advice on offering HND.

HND Month organiser Paul Bacon told RN: “We’ll be releasing guides with subjects as diverse as ‘How to canvass effectively’, ‘HND admin’ and ‘How to tie up returns parcels’.

“Our intention is that everyone will find tips or initiatives to make managing the category easier and more profitable.”

l Retailers can take part by visiting HNDMonth.co.uk

PDRP supports

retailers

The Press Distribution Review Panel (PDRP) is continuing efforts to support retailers in complaints against wholesalers and publishers.

Postcards are being sent out to retailers reminding them how to make complaints or demand restitution for repeated issues.

This comes after the PDRP conducted a survey that was reissued earlier this year seeking to assess how satisfied retailers are with their wholesalers’ level of service.

However, so few retailers responded it was impossible to reach accurate conclusions.

by Dia Stronach dia.stronach@newtrade.co.uk

Shop owners were put at risk of prosecution last month after a potentially illegal magazine was distributed to them to display on shelves, despite the publisher being aware of the issue.

The cover of the 20 May edition of the New Yorker focused on Lucy Letby, a nurse convicted of killing seven infants and attempting to kill six more.

Letby is facing a retrial this month, meaning doing anything that could sway the jury is a criminal offence (contempt of court) carrying a maximum sentence of up two years.

While the New Yorker had blocked the online article from being visible in the UK due to the legal issues, publisher Condé Nast, aided by distributor Seymour, allowed the contentious print edition to be sent to stockists in the UK, including numerous newsagents and major chains such as Sainsbury’s, WHSmith Travel and M&S.

Press Gazette challenged the publisher on the decision, with Condé Nast seeming to back down. Sanjay Shah of May-

hews News in Belgravia, London, said: “We had a warning about a particular issue about three weeks ago. They asked us to remove it from sale and just send all copies back with our returns. It was the issue with the nurse.”

However, wholesaler communications to stores from Smiths News for the period did not show any early recall notice had been issued by Seymour or Condé Nast, and some stockists claimed they were not warned to remove it from sale.

Vinay Patel of Jeffrey’s News in Battersea, London, told RN: “We stock the New Yorker, but we

haven’t heard anything about it in the past month. We haven’t had notices.”

University of Leeds professor of media law Paul Wragg told RN the situation created a risk of stockists ending up in court. He said: “What I’m about to say is not legal advice and is not to be construed as legal advice. This is merely a comment by a professor of media law,” before continuing: “Distributors have to be very careful on the issue of whether to stock the New Yorker. The safest avenue is not to stock it.”

Wragg explained that he had not read the article, but based on coverage, he

believes contempt of court “could arise” as the article “could create a substantial risk of prejudice to the outcome of the trial”.

Asked whether it could land stockists in legal trouble, he said: “Strictly, yes, there is a risk. Is it a high risk? Who knows?”

Describing the supply chain’s failure to warn all stockists, the Fed’s head of news, Brian Murphy, said: “The Fed is aghast this took place. Members have legal support through the Fed membership.

“It’s important that there should be protections against a problem like this happening again in the future.”

News UK and DMG finish merger

NewCo, created through the merging of Daily Mail Group and News UK’s printers, is now fully operational, with those involved claiming it will support retailers.

Under the plan, DMG’s Thurrock (Essex) and Dinnington (South Yorkshire) sites were closed, with News UK’s Broxbourne (Hertfordshire), Knowsley

(Merseyside) and Eurocentral (Glasgow) now serving both publishers.

A News UK spokeperson told RN: “As print volumes decline, the cost to serve increases, making this initial step crucial for the continued production of our titles.

“It’s essential to safeguard the entire supply chain and support retail

to maintain engagement with the category. This is a fundamental step of that journey.”

Richard Johnstone, chief of staff at News UK’s former print arm Newsprinters, said production and distribution timings since the changes had “largely met our planning expectations”, adding: “We will continue to

work with our wholesale partners to resolve the isolated territory issues and will continue to refine our service levels to ensure we enhance overall supply chain performance.

“Our ultimate aim remains to keep printed newspapers in the hands of their readers at the time they want.”

An edition of the potentially illegal issue found in WHSmith

In partnership with

Head Office

Razzaq vows to make running stores simpler for members

by Jack Courtez jack.courtez@newtrade.co.uk

Mo Razzaq has pledged the Fed will create new tools and benefits designed to make it simpler and more profitable to run a store during his time at the head of the trade group.

The award-winning owner of Premier Mo’s in Blantyre and local councillor will take over as Fed national president at the end of the group’s annual conference on 18 and 19 June.

In an interview with RN, he explained his plan for the year ahead.

“We need to be a members’ organisation that deals with members’ issues. Yes, we need to support them in the medium- and long-term, but it’s also about what’s going on in their stores today,” he explained.

The Fed today Razzaq described the Fed as being “in transition” as a group, explaining: “Originally, it was a retail newsagents’ federation, so news was front and centre, and everything else was by the wayside. News is no longer as important to retailers as other things, and retailers are branching out to other sections.

“We want to continue to prioritise newspapers and magazines but we’ll also be looking at other sectors to help people adapt and to be fair to all members.”

Razzaq will oversee what is expected to be a turbulent year for independent retailers.

A recent survey of 150 shop owners by RN found a majority were less confi-

dent about the future than this time last year.

With newstrade decline, tobacco and vape restrictions and increasing wages, the survey found a majority were looking to make major changes to protect their sales and profit.

It’s a journey Razzaq knows well – he was one of the first to introduce grocery delivery services and complex food-to-go elements, including a dessert bar and Subway.

Supporting members

Asked about how the Fed will support members to improve their stores during his time at the helm, he said: “First, our store in Blantyre; the thing we never had was much money. Sourcing funding is very difficult – we know we need to look at that.

“The second thing is knowing the right things to invest in. A lot of the time, members know they want to make changes, but don’t know what or how. We’re not going to tell them what to do because we’re not experts. What we will do is share what other members are doing successfully, and how that can be replicated.”

In terms of the Fed becoming a hub for shop opportunities, Razzaq suggested a Fed programme of workshops, more trade events and visits to other stores would be key.

As well as sharing opportunities, the incoming president said the Fed would create benefits that make it simpler to run a shop. He pitched a fleet of online training and guides for owners and their teams

on ensuring compliance with all the different pieces of legislation stores have to follow. “We need to be the go-to-people to make a business fully legally compliant. If we offer that, we offer something vital to members’ shops,” he said.

While vowing to continue in sourcing Fed-backed supplier deals for members, Razzaq described the pressure to achieve these as “problematic”, and said focusing on unique opportunities and the measures described above would be a greater focus, alongside perks from beyond the industry to make members’ lives better, such as holiday discounts.

Razzaq said the range of benefits provided by the Fed was “incredible”, and the problem lay with members and potential members not being aware of what’s on offer. “We just need to reach out to them,” he said.

Communication and the relationship with members was a key overall theme in the Scottish retailer’s list of desired changes.

He stated: “I want there to be a new structure at the Fed that will get rid of the divide between top table and the membership. There can be a communication gap.”

Changes agreed include a new committee featuring senior Fed staff and members that’s designed to challenge and support head office in representing all members.

Representing members

Better representation also extends to Razzaq’s plan to get more members’ views in front of politicians.

He said: “I want a committee for political engagement for every part of the UK and Ireland. Each nation has different laws, different parliaments, different challenges and may require a different approach.

“We need different representatives for each, with a better understanding of local issues. A political engagement consultant will support them.”

Listing retail crime, tobacco, vaping, deposit return schemes, wage increases and changes to em-

ployment law as the big areas to focus on this year, he added: “We’re about to have a political upheaval and that will have an impact on retailers.

“The change in government we expect is going to happen comes with a change in government priorities.

“At every turn, they need to understand the impact of their decisions on our members.”

As well as governments, the Fed is responsible for representing retailers’ interests with news wholesalers and publishers. In the past, this has, at times, been combative, at others collaborative.

Asked about his strategy, he told RN: “It’s a balance, we’re dealing with an industry that’s declining, so they have to make tough decisions, but I feel some are hindering the category.

“We don’t always agree with what they’ve said and done, but we still need to work with them because there are areas in which collaboration will make a difference.

“We can’t just spit the dummy out because we don’t agree with everything.”

Mo Razzaq

YOUR VIEWS

We tackle shop crime with a smile

I’ve started trying to tackle retail crime with a smile. It’s all about education, and trying to be a pillar in the community.

I’ve started focusing on creating a stance whereby people do not want to steal from me.

Customers will always receive a smile, a please and a thank-you.

Of course, there will always be prolific offenders who require sterner approaches – you can’t

educate everyone.

With the cost-of-living crisis and shrinking disposable incomes, it’s all very real. We’re doing our best to provide brand names at value prices and keep these ahead of supermarket pricing.

We ensure our product range caters to impulse purchases and focus on multipacks where there is real value for customers.

This feeds back to providing the best customer service and giving more for less money.

I’ve trained my staff to provide the best possible customer service, and it

ACS IS LOBBYING MPS AND MINISTERS ON YOUR BEHALF

James Lowman, chief executive, ACS

The election campaign is underway, and the candidates are seeking your vote.

Just as they vie for your attention, groups like ACS try to engage with the MPs and ministers explaining why our sector matters and what they can do to help us.

Where do local shops sit in the view of politicians? They like the community role we play, they don’t always like what we sell.

This gives us two overarching points. Firstly, that community role isn’t just about the charitable and local engagement we initiate; the local shop is often the only service available to that community and it is very likely to be the only place where a post office, parceldelivery point, prescription-collection counter, recycling return point or access to cash can sit.

The convenience store is crucial to the

sometimes leads to people simply not wanting to steal from here .

Also, sometimes community service isn’t carried out in a big showy way. It can simply be allowing those customers that can’t afford to pay to take the product, and we’ll write it off.

It’s a way of giving back to the community on a needs basis.

We try to ensure needs are met from all perspectives, and this drives revenue in the longer term.

Priyesh Vekaria

VIEW FROM THE COUNTER with Serge Notay

We’ve been enjoying the weather lately, which has really been helping sales. People are buying a lot of cold drinks, snacks, and a lot of people buying barbecue bits.

We’re getting ready for the Euros. Our décor isn’t up quite yet, but Coca-Cola sent us wall charts with the games on, and we’re handing these out to customers. I’ve also bought England shirts for my dad and I so we can serve with them on –we’ve got our names on the back, so that should bring a bit of banter.

There’s a lot of chat going on in store at the moment because I’ve got this cardboard cut out of me at the front. Snappy Shopper came up with the idea – it’s your full body holding blank piece of A4 paper – a 6ft 2in cutout of me.

We can put promos on it; it’s a write-on and wipe-off model, and it’s a really good way to encourage sales. People ask if I’m famous, so I say yes, and tell them to follow me on TikTok.

WHAT I’VE LEARNED THIS WEEK

A couple of weeks ago, Booker lost our delivery, so we were potentially a delivery down. It actually worked out really well, and turned out to be a blessing in disguise, as it helped us clear some leftover stock we had in the back. Plus, we were thankful we had enough stock to last the weekend.

health and vitality of more places than any other sector in the UK.

Secondly, it’s the breadth of products and services that we offer that makes us so resilient.

Some politicians don’t like tobacco, vapes, even alcohol and increasingly sugary products, but they should welcome the fact that the range of products in a local shop is the site’s contribution to increased social and health value in an area.

Some products should

be regulated, and when policy-makers think about how to do that, they should put legitimate, community-based businesses at the centre of their thinking.

I want to share my reflections on the campaign as it progresses, but I hope that provides a framework for how candidates might think about our sector, and how we can make our pitch for their support. We should be very proud of what we do.

Are many Lucozade lines out of stock in your store?

Which political party is better for local shops?

One Stop, Grecian Street, Salford, Greater Manchester

How to make papers pay Neville Rhodes COLUMNIST

Credit vouchers, margins and carriage charges are set to be debated at the Fed’s conference next week

As members of the Fed gather in Birmingham for its annual conference next week, they will find only two motions on the agenda about the newstrade.

O ne calls on the wholesalers to credit vouchers in a “prompt and reasonable time”.

The other, from Chesterfield and Sheffield branch, instructs the Fed’s e xecutive council to raise the issue of margins and carriage charges with publishers and wholesalers.

These are, the branch says, “determined unilaterally and levied on retailers reducing or wiping out any financial return”.

The Fed has been fighting publishers’ margin reductions and wholesalers’ carriage charges for the past 50 years or more, so it won’t give up now.

It can also point to some recent successes. In March last year, the Mail increased retailers’ margins on home news delivery (HND) copies, and Smiths News’ 2023 carriage-charge review changed the gearing of

its charging template to help retailers with small newsbills –and there are thousands of them.

The average number of national newspapers sold over the course of a week i n each of the UK’s 42,000 newspaper outlets is around 420 copies, or 60 copies a day (this figure is based on the April 2024 ABC figures, with trade estimates for titles that keep their figures private).

Using the national newspapers’ weighted average cover price of £1.71 and their weighted average retail discount of 20.1%, and applying 70% of the weekly carriage charge, shows a gross profit for the average outlet of £114 per week.

This average covers all wholesaler-supplied outlets, including roundsmen, supermarkets, travel points, high-street stores, and local shops, and assumes they all pay standard carriage charges.

For an outlet with half the average sales – 30 copies a day – the weekly gross profit based on the same formula is £45.

* HND Month gears up

+ BY STARTING THE publicity for October’s National Home News Delivery Month in May, much earlier than last year, it will be talked about at newstrade events during the summer, and hopefully attract more HND retailers to take part. The advance publicity will be a series of guides and videos highlighting best practices for HND. The first guide, out now on the promotion’s website (hndmonth.co.uk), is a double-sided A4 leaflet downloadable in PDF format explaining how to get the most out of the campaign’s promotional pack. Watch the website for the release dates of other guides and videos.

The Fed has been fighting margin reductions and carriage charges for the past 50 years or more, so it won’t give up now

The paucity of profit shown in these figures suggests that the national newspapers and their wholesalers will lose many more full-service outlets if sales continue to fall, and that urgent action is needed to limit the damage.

S ub-retailing is a cheaper alternative supply system. It has a long track record, and although it has limitations, it enables limited availability at the outlet to be maintained.

Sub-retailers will have to accept reduced margins – likely to be about half the usual discount – but will avoid the checking, chasing, hassle and carriage charges involved with wholesale accounts.

The supplying retailer, sometimes called a sub-wholesaler, is usually an H ND operator that includes the deliveries to the sub-retailer in one of its rounds, and uses the delivery system software for billing, minimising additional costs.

Neither wholesalers nor publishers would want to see retailers switching from wholesale supply to sub-retail, but it is not in their interests to stop it.

K eeping the selling point open for a few regular and casual sales is preferable to losing the outlet completely.

P erhaps one of the industry leaders scheduled to address the conference will have something to say about this

Neville Rhodes is a freelance journalist and former retailer providing his views on the major topics affecting news sellers

PRODUCT NEWS

TREND TRACKER

Proper Whiskey Apple Whiskey

Recommended by: Amit Patel, Go Local Sandiacre, Nottinghamshire

Who buys it:

It tends to be an older demographic RRP: £29.95

Why it’s important:

It is a good way to appeal to customers looking for fruity flavoured spirits

How to range it:

Inside alcohol fixtures

Where to buy it: Secret Bottle Shop, House of Malt, Distillers Direct, Bestway Wholesale

New tool to order Danone rep visits

by Priya Khaira priya.khaira@newtrade.co.uk

Food and beverage manufacturer Danone UK & Ireland has unveiled an online website that provides independent retailers with category insights, updates and advice.

The launch comes as Danone data suggests that convenience stores are one of the biggest drivers of growth for their brand categories, including soft drinks.

Danone-The-Go combines key category trends, downloadable planograms, range recommendations, merchandising advice and tips tailored to independent stores.

Users can access expert advice on ways to grow

sales across soft drinks, yoghurt, desserts, plantbased drinks and babyfeeding categories.

The platform is free to use and will be updated monthly, featuring trends and topics to help shops.

Users can contact Danone representatives via the website to organise face-to-face merchandising visits to drive interactions and enhance in-store displays.

Charlotte Andrassy, head of category development at Beverages & Impulse at Danone, said: “The new website will give our retail partners an improved understanding of the different categories, while providing an increased knowledge of all our Danone brands.

“This launch allows us to provide customers with the best tools to help support their businesses.”

Coca-Cola UEFA Euro 2024 prizes to boost store sales

To celebrate its status as the official partner of UEFA Euro 2024, CocaCola has unveiled an onpack promotion offering football-themed prizes.

It is running for five weeks from 10 June, across Coca-Cola Zero Sugar 2l, 1.25l and 500ml pet bottles, 330ml cans, 24x330ml multipacks and 330ml glass bottles.

Shoppers can scan QR codes on limited-edition packs that are present on participating brands. This will allow them to go to the Coke App and enter a prize draw. Prizes include Adidas training tops and Coca-Colabranded footballs and cups.

Every entrant will also

be added to a draw for a VIP final experience at Boxpark.

Convenience retailers can support the promotion with in-store theatre and PoS from the ‘My CCEP’ website.

Coca-Cola contributed more value to the growth of the soft drinks category than any other segment during the 2018 World Cup.

Rob Yeomans, vice-

president, commercial development at CocaCola Europacific Partners (CCEP) GB, said: “The games encourage gettogethers for a barbecue or drinks at home or down the pub.

“Within retail, our large PET bottles and multipacks are a muststock to cater to these at-home occasions, during the tournament and throughout the summer.”

Starbucks Protein Drink with Coffee

Starbucks has launched a Protein Drink with Coffee range. In Chocolate Mocha, Caffe Latte and Caramel Hazelnut varieties, it is available now and contains 20g of protein per bottle, low-fat milk and no added sugar. The protein category grew in value from £46m in 2021 to £125m in 2023. Young adults are prioritising protein intake, and data suggests there will be an uplift in iced-coffee sales among this demographic.

RRP £2.75 (330ml)

Jammie Dodgers launches Giant variety

Fox’s Burton’s Companies UK (FBC UK) has expanded its Jammie Dodgers biscuit range with a new Giant Jammie Dodger. Jammie Dodgers Giant is available to independent retailers from Bidfood, Brakes and Spar wholesalers CJ Lang, Appleby Westward and AF Blakemore. It has launched in the brand’s traditional Raspberry flavour. The 50g biscuit comes in cases of 20. The brand demonstrates signs of growth year on year.

RRP £1.50 (each)

New Baileys Caramel Sauce

Diageo and The Flava People have partnered to launch a non-alcoholic Baileys Caramel Sauce. The sauce is available to wholesalers from The Flava People in a 500ml squeezy ambient bottle. It can be used across various treats, including desserts, hot drinks, ice cream and alcoholic drinks. The launch aims to tap into at-home occasions for the summer and festive seasons. Available Now

Strongbow adds Strawberry flavour

Heineken UK has added a Strawberry variety to its Strongbow flavoured cider range, available exclusively through Booker and One Stop. The new variety comes in 4x440ml can and 500ml bottle formats. Strongbow Strawberry is free from artificial flavours, sweeteners, colours and gluten, and is vegan. It is being supported by a £10m marketing campaign. The brand holds a 20% share of the total cider category.

RRP £5 (promo), £5.50 (off promo), 500ml: £2.35, 3 for £6

Jaffa Cakes Cola Bottle

Pladis has expanded its McVitie’s Jaffa Cakes flavour range to include a Cola-Bottle variety. The new flavour will be available across Jaffa Cakes biscuits and Jaffa Cakes Bars. The biscuits will be available from the end of July while the Cakes will be made available from mid-August. The supplier will be supporting the launch with outdoor advertising, influencer content and in-store activations.

RRP £1.25 PMP (biscuits), £1.80 (cakes)

Marshmallow Mateys gets UK launch

Speciality food importer and distributor Empire Bespoke Foods has added American breakfast cereal Marshmallow Mateys to its range and is rolling it out through wholesale. It is available to independents from Empire and through wholesalers including Glencrest, Dhamecha and Bestway. Athome breakfasts are at an all-time high, with 93% of people eating breakfast at home.

RRP £3.75 (320g)

PRICEWATCH

Profit checker Bread and bakery

21.17% of transactions are processed at £1.69

Behind the numbers

This week’s data shows retailers are managing to increase margins on top-selling bread and bakery lines, with at least 40% charging above the most-common price on six examined here. The top-two-selling lines, Hovis Soft White Medium Sliced and Soft White Thick Sliced Loaves, are being sold for more than their

TOP PRODUCTS

most-common price of £1.49 by 52% and 54% of retailers, respectively, with both recording a highest price of £1.99. Brace’s Luxury Medium White Sliced Loaf is responsible for this week’s highest price of £2.20.

Forty-five per cent of retailers are exceeding its most-common price of £1.65. That 55p differ-

We tend to have lots of passing trade in the mornings from grocery top-up shoppers and commuters. So, we try and ensure that we have a selection of breakfast and bakery items available, including pre-packaged waffles, crumpets and muffins. We also keep lots of fresh bread and rolls. They’re in a fixture towards the back of the store. We also keep a range of grocery breakfast items like cereals nearby along with chillers with breakfast drinks to help encourage incremental purchases. We tend to make up to a 25-30% margin on this category.

ence is the largest this week.

Conversely, 86% are selling Kingsmill Soft White Medium Sliced Loaf at its most-common price of £1.79, although this is the joint-highest most-common price out of all lines examined. Similarly, 84% are pricing the same with Kingsmill Soft White Thick Sliced Loaf.

STORE MJ’s Premier

LOCATION Royton, Oldham

SIZE 1,300sq ft

TYPE Residential

We keep a selection of bakery items. A couple of years back, we tried to really focus on baked goods and, as part of our expansion, we created a dessert bar. This included a range of freshly baked goods, brownies, pastries and crêpes. However, we struggled to attract repeat customers. So, we have since cut down our bakery range. We keep a core range that includes bread, wraps, pitta breads and packaged cakes. It is still a category that attracts customers making impulse purchases or those looking for grocery top-ups.

Justin Whittaker

Warburtons Half & Half

Warburtons Toastie Soft Thick White

Warburtons Crumpets 6pk TOP PRODUCTS

Jimmy Patel

Warburtons Crumpets 6pk

Warburtons Toasting

Datasuppliedby

Must-stock products

Price

Sliced Loaf 800g Hovis Soft White Medium Sliced Loaf 800g

Hovis Soft White Thick Sliced Loaf 800g

Kingsmill Soft White Medium Sliced Loaf 800g

Kingsmill Soft White Thick Sliced Loaf 800g

Mission Plain Tortilla Wraps 368g 6s

Roberts Medium Soft White Sliced Loaf 800g

Roberts Thick Soft White Sliced Loaf 800g

Warburtons Crumpets 330g 6s

Warburtons Soft White Medium Sliced Loaf 800g Warburtons Toastie Thick White Sliced Loaf 800g

PRICEWATCH

Wholesale checker

Ready-to-drink (RTD) alcohol beverages are worth £540m in the UK, which is the largest market for the segment in Europe. They are also currently the fastest-growing alcoholic segment in the UK, bolstered by several recent high-profile launches. To help retailers, we’ve compared the pricing of top lines across five major wholesalers

case size

Dead Man’s Fingers Passionfruit Rum & Lemonade

Comfort & Lemonade

Vodka & Sprite

Cîroc Summer Citrus 5% 250ml

We stock a large range of RTDs. They have grown massively over the past year and we are making margins of up to 35%. I make large orders twice a week from Parfetts. I go for items that are on promotion for the margins. The Absolut & Sprite RTD we brought in recently did really well. We try and keep on top of launches as they tend to be in demand.

&

is another one that does well.

STORE ADVICE

Review your range

The RN team finds out how to optimise your offer to provide exactly what your customers want

Range reviews are part and parcel of running a convenience store. It’s so important to know what’s on your shelves, what’s selling and what’s isn’t across your store

It’s important not only to ensure you a re purchasing and storing the right amount of stock, but also constantly improv ing your offer as you remove things your customers don’t need, and provide them with more of the products they’re looking for.

“We do range reviews fairly regularly,” says Craig Warren, from The Corner Stores Costcutter in Bury St Edmunds, Suffolk.

“Often, you do it without even realising, just by taking out a specific

line to put something new in.”

Most retailers will say they can accurately assess what their customers are buying and what’s happening in their store just by looking at the shelves, but your experience, bias and prejudices can count against you, and it’s always worth backing up your personal insights with data.

“EPoS system will help you make those decisions,” says Warren. “A lways look at the average sales of something and work it out against the average of a similar product. I also go with my gut feeling.”

R ange reviews might not just be about what to take off the shelves, but might instead encourage you to

approach merchandising, promotion and ranging differently for a certain product or category.

Graeme Pentland, from Ashburton Village Store in Newcastle upon Tyne, deals with local suppliers, and before he delists a product, he’ll try moving it somewhere else “You’ve got move things around in the shop as well,” he says. “M&S is always moving stuff around, which can be frustrating, but it’s amazing how many times you move something, and someone says they didn’t know you sold it.”

To see what other stores are doing, go to

We used the range review to work out how to make that whole space work better

STORE ADVICE

Seasonal range reviews

While Craig Warren, from The Corner Stores Costcutter in Bury St Edmunds, Suffolk, holds range reviews regularly, it is those big four seasonal ones that have the biggest impact on what’s his stocking.

“At the moment, we’ve got the full barbecue range, with meat, coleslaw and similar products,” he says. “We removed the the autumnal swedes, sprouts and parsnips. We still have cabbage, broccoli and carrots, but warming stews and things have been removed completely and will come back in September.”

Warren also keeps on top of his bestselling categories, as these are where changes in purchasing behaviours can have the biggest impact.

“The vape market moves quickly and things that were big three months ago are slowly dying,” he says. “We did a review, and we’re taking out a number of Elfbars to introduce bigger reusable devices.”

Use range reviews to boost categories

Range reviews aren’t just useful for identifying lines that are performing badly or well. They can also be indicative of how well a category or kind of product is selling at that moment.

For Jeet Bansi, from Londis Meon Vale in Stratford-uponAvon, Warwickshire, analysing EPoS data helps him grow an entire range rather than just boosting a single line.

“We had some tinned cannellini beans that were selling well, but we noticed one of our suppliers also had a five-bean mix, so we brought that in as well and put them close by. It was the right product to add because now they’re both selling well,” he says. “We used the range review to work out how to make that whole space work better.”

Bansi downloads his EPoS data on a weekly basis but it’s something that is a daily topic of conversation and consideration with him and his team, especially when it comes to new products.

Keep up with trends

Ushma Amin, from Londis North Cheam in Surrey, keeps a close eye on trade press to find out about launches and trends. When she finds something that will work for her, she tries to get it as quickly as she can, but her core range is where things start.

“You need to see what’s trending and what your fastest sellers are,” she says. “Start with the core range and then expand things based on what customers are asking for. When there’s demand for a line, you bring it in.”

She suggests that a range focused on its fastest sellers will do better than one focused on breadth of offer.

“If you have space then do double facings for the fastest and slowest sellers that you want to get rid of. Give double facings to new products as well,” she says. “Rather than having a range of five different colas, give three facings to the bestselling one, and have one or two different varieties.”

Give things a chance

Graeme Pentland, from Ashburton Village Store in Newcastle upon Tyne, has had a strong focus on local suppliers for the past seven years, which has improved the shop’s reputation and its profits. It also means he’s often got lots of new lines to try out, but by dealing with lots of individual suppliers, he has to be on top of range reviews all the more, finding slow sellers and their replacements fast.

“You get to know if a product isn’t going to last,” he says. “We tried a tea that just didn’t work. You’ve got to be wary of dates because you don’t want to put half of it in the bin, but you’ve got to give things a chance as well. Sometimes, we’ll run something at a loss for a few weeks because we have faith in it.”

He recently introduced products from a local bakery that brought £200 a week at first. “It brings people in, it makes the shop smell nice and we got up to £700 last week,” he says. l

EPoS SYSTEMS

Get the most out of your EPoS systems

Charles Whitting finds out the myriad ways you can make your EPoS do more for your store

Most retailers admit they are not using their EPoS systems to their full potential, with one telling RN they were using theirs at about 25% of its capacity and another saying 95% of retailers aren’t getting the most out of their software and hardware.

An EPoS system is more than just electronic equipment that scans customers’ purchases at the till.

It can help retailers to better understand their business at a micro and macro level, while also providing the tools to run that business more efficiently and effectively.

It comes down to effective training, which retailers should demand from their EPoS suppliers if they are to get the maximum benefit from a system they are paying for.

“Training is compulsory for retail-

ers who take our system,” says Romesh Perera, a former retailer who created his own EPoS system, MSP Systems. “It’s a free 14-day training period, and we don’t provide the equipment if they don’t attend the training session.

“It also takes time and hard work to set these things up, but once you get there, you never go back to the chaotic way of doing things the way you did before.”

ORDERING MORE EFFECTIVELY

Managing stock, especially in a cost-of-living crisis when prices are changing on a daily basis, is absolutely critical to maintaining the bottom line. Many retailers will use their EPoS system to simply order deliveries from the wholesalers to their stores, but they can do much more than this.

Retailers should demand effective training from EPoS suppliers

Paul Gardner, from Budgens of Islington in London, uses PointFour EPoS for ordering, and while he finds it harder to get things right with bigger wholesalers –which change prices and promotions – he has used suggested delivery to simplify discussions with his 60 direct suppliers.

“It looks at your sales over the previous four weeks and what you’ve got in stock,” he says. “And I can ask it to get me enough stock to last me two or 10 weeks and it will work out how much I need to avoid over- or under-stocking.

“Then it sends an email to the supplier and orders it automatically. Before, I was dealing with all the suppliers myself, it would take me at least an entire day.”

EPoS systems are in constant contact with suppliers, receiving information daily about price fluctuations and availability.

That means that retailers who are communicating with their EPoS can find out more about what they’re ordering faster.

“Rather than waiting until your delivery has arrived to find out what your margins will look like, you can use your EPoS to work them out via the supplier download,” says Perera. “You’re playing the game ahead of the situation rather than when it’s too late to do anything about it.”

Sid Ali, from Morrisons Mintlaw in Aberdeenshire, has worked with three EPoS companies and, for reduced prices, did testing with them as well to iron out issues with the system.

He believes a good EPoS system

is worth 1.5-2% of a store’s overall margin if it’s used correctly.

“Take a product such as Lurpak,” he says. “My EPoS can tell me I can get a case from Morrisons for £52 and from Nisa for £41, but Nisa is only selling it in 12s and Morrisons is selling it in 16s.

“Which one do I go for? With my EPoS, I can look at the margin on each individual pack and see that Morrison gives me 23% and Nisa 18%. That’s a 4% difference in margin on one product at the click of a button.”

RUNNING THE STORE

EPoS systems enable retailers to access their data remotely with phones and tablets, and update it wherever they are in the world. It’s important to select who in your team is able to access the information and make changes to avoid any potential confusion.

Ali uses his EPoS systems to update prices in his store faster and more efficiently. He cites SignWriter, an older piece of software that allows

him to design templates for labels, which can then be filled in by the EPoS as it pulls pricing information from the store’s database.

“You could have large labels where you’d scan half a dozen things and it would print everything you needed for a store-wide promotion without you having to scan everything individually,” he says.

“If you have a clearance line, you can just put in a dump bin, print ‘label 23’ and it will print a big £1 label.

“We also got paper that was yellow on one side where we’d print the promo price and white on the other where we’d print the regular price.”

EPoS should provide accurate data not just on what’s selling and at what price, but also at what time of day. Getting into the nitty-gritty details of transactions across a period of time allows retailers to make far betterinformed decisions.

“You can look at takings per hour when looking to find out when you need additional staff,” says Ali. “But you should also compare it with how

SUPPLIER VIEWPOINT

Brian

EagleBrown Managing director, ShopMate

When it comes to selecting the right stock for the store, without reports you’re operating blind and you have to rely on hunches. You don’t see supermarkets operate that way – they understand that data is crucial for evidence-based decision making.

Having a price file that is regularly updated helps you keep on top of margins and if the prices change it helps you stay competitive. Accurate pricing is crucial for keeping customers. It helps build trust.

A good EPoS system will help with automated pricing and promotions (including integrations with home delivery and shelf-edge labelling), price analysis reports, product reviews such as slow sellers and key selling lines, stock-holding reports, suggested ordering, queue busting with self-serve, and fully managed PoS media screens for advertisements with till roll.

EPoS SYSTEMS

FUNCTIONS YOUR EPoS SYSTEM CAN DO FOR YOU

PROFIT CALCULATION: “Our EPoS system tells us how much profit we’ve made on each item per week,” says Ali. “I can look at an individual item and work out the margins and prices that are working for me that week.”

SUGGESTED ORDERING: “We do lots of suggested ordering now, especially on things like tobacco, which aren’t seasonal and have no promotions,” says Gardner.

EXAMINE YOUR BESTSELLERS: “We look through the 10 bestsellers in each department and each sub department,” says Gardner. “And we ask, ‘Are we price-marking them or not? What margin are we getting? What would we get if we went non-price-marked? What’s the difference?’”

PRICE COMPARISON: “We can compare the prices of different wholesalers – as long as the price files are in the right format,” says Gardner. “It will upload the prices and tell you which supplier is offering each product at the best price so you can adjust your order accordingly. That’s some margin enhancement right there.”

REMOTE ACCESS: “Everything is backed up, so we have easy access no matter where we are in the world,” says Bobby Singh, from BB Nevison Superstore in Pontefract, West Yorkshire. “We can keep tabs on how our businesses are doing and what we’re up to.”

RETAILER VIEWPOINT

Sid Ali Morrisons Mintlaw, Aberdeenshire

EPoS gives you the power of the big multiples but on a cost-effective basis. Most of them can link with electronic shelf-edge labels (ESL), which open a whole new world in terms of what you can do. You can make a meal deal promotion that flashes to let people know they’re in the meal deal. Or you can increase the prices of certain products for just one day and have them revert back, all at the click of a button instead of going round and changing all the prices twice.

We developed the Optimiser with our EPoS provider. It links to several suppliers and when you create an order for your shop, you can press a single button and it will put the cheapest item from each supplier into the basket. That can save me £1,000 an order. It will even adjust to find the next best price or I can rejig it to split between fewer suppliers.

We can run multibuys in one shop and none in another. We can have the same product with three different prices across three different shops depending on the local competition.

many transactions per hour because you might have 200 customers coming in at lunchtime spending £3, which is a different shopping experience but provides the same takings as 10 people coming in and spending £60 each.”

You can look at takings per hour to manage staff

While analysing sales data is something retailers should be doing on a regular basis, all of it is not always relevant to what you might be working on at that time or for every single store in an estate.

Being able to select which sections of data you wish to analyse without non-relevant or unhelpful seasonal anomalies muddying the water can

enable you to make far better longterm decisions.

“Take Prime, for example,” Ali says. “When we added it to one shop’s delivery, the EPoS added it automatically to the other five shops, the same way the multiples work. It wasn’t selling at one of my stores, so I set it up so it didn’t appear in that store’s data. It’s active in some stores and inactive in others.

“You can do the same for seasonal products, putting your Halloween EPoS data on ‘snooze’ for most of the year so it’s not affecting your annual data and then make it active again in October.” l

SPORTS DRINKS

Capitalising on sports and functional drinks

Sports and functional drinks are increasing in popularity as alternatives to energy beverages. Tamara Birch explores how you can benefit from the opportunity

Wh ile 11 mil lion Gen Z and millennials regularly buy energy drinks, five million of those buy ‘functional drinks’, which advertise themselves as cleaner and benefit-driven.

“ With more consumers demanding function when it comes to their drinks choices, the growth of sports and func tional drinks has exploded over the past few years,” says Pip Brook, co-founder UK/head of brand at Fhirst Living Soda.

“For retailers, these brands are offering a trade-up from tradi tional soft drinks. They’re bring ing choice into the category, as well as bringing in incremental shoppers who perhaps wouldn’t ordinarily have looked at the soft-drink aisle.”

The key difference between sports and functional drinks compared to energy is the added ingredients they offer.

One of the original func tional drinks is Britvic’s Pur dey’s Natural Energy drink, which contains natural sug ars and vitamins B and C. Retailers also capitalise on the popularity of Lucozade Sport and Boost Isotonic Sports Drinks.

Data to the end of January 2024 has shown that sports drinks have become the second-fastestgrowing category within soft drinks, with 57% value growth year on year,” Adrian Hipkiss, commercial director at Boost

obby Singh, of BB Nevison Stores & Post Office in Pontefract, West Yorkshire, has noticed a growing demand for functional drinks, which has come down to consumer educa-

Once upon a time, it was about consumers having five fruits and vegetables a day. While that’s still important, shoppers want convenience,” he says.

“People have been looking into preservatives and the vitamins they need, and then finding drinks that provide them all in

WHAT’S

TRENDING IN SPORTS AND FUNCTIONAL DRINKS?

“Flavours and new products play a crucial role,” says Mark Langohr, category controller at Unitas Wholesale. “While tra-

In partnership with

Ben Parker

Retail commercial director, Britvic

THE POWER OF STOCKING THE RIGHT RANGE

Earlier this year we shone a light on how retailers could power up so drink sales. We o ered ve retailers a bespoke planogram and £1,000 each towards their energy bills. Now, we want to inspire more retailers with top tips to help them maximise the potential of the so drink category.

At a basic level, we recommend a solid lineup across key categories such as energy, carbonates, juice and sports drinks. Products like Rockstar Energy, Pepsi Max, Tango, Lipton, and Robinsons Ready-to-Drink, are proven performers that should be at the forefront of chillers and shelves.

Next, you should consider o ering food-togo and think about the drinks you’re o ering alongside on-the-go snacks and meals. Nothing beats the classic combo of Pepsi Max or 7Up Zero and a bag of crisps, but there are plenty more pairings that can drive basket spend.

Finally, refresh your so drinks selection by making room for limited-edition releases and new innovations. The recently launched Tango Mango and Tango Blast, for example, can encourage shoppers to try something different and drive impulse purchases.

Once you’ve mastered these fundamentals, expand your opportunities even further with more tips and exclusive PoS materials at atyourconvenience.com

SPORTS DRINKS

SUPPLIER VIEWPOINT

Matt Gouldsmith Channel director, wholesale, Suntory Beverage & Food GB&I

Sports drinks tend to see an increase in sales throughout the summer months, so we can expect the segment to grow even further as the weather gets warmer. This was particularly noticeable during the heatwave of 2022, which saw an additional £65m (13.4%) spent on soft drinks compared to 2021.

According to Nielsen, convenience stores benefitted the most last year when temperatures rose and saw 5.4% overall growth.

INNOVATIVE PRODUCTS

l Mindful Blend

Trip, a UK-based carbonated drinks brand, has launched a first-to-market functional mushroom and adaptogen range, Mindful Blend. The range will launch with four varieties formulated with Lion’s Mane (mushrooms), magnesium and Ashwagandha, which – according to the company – has generated more than 3.5 billion searches on social media. The range is available via CLF Distribution.

oodrays CBD drink

ondon-based CBD brand, Goodrays, has rolled out its mixed-pack of carbonated CBD drinks across retail stores. The four-pack has an RRP of £7.50 and includes tropicallyinspired flavours, Raspberry & Guava, Elderflower & Yuzu, Blood Orange & Grapefruit and Passionfruit & Pomelo, developed by a former Diageo liquid developer.

picurium has expanded its Huel range, with the new Black edition. The new range includes two flavours, Vanilla and Chocolate (RRP £3.80), and has 75% more protein, while cutting carbs by 28%. The range also contains zero artificial sweeteners. Each bottle contains 35g protein and 26 essential vitamins and minerals, while being 100% plant-based and gluten-free.

have historically dominated, fla vours now contribute significantly at £396m, closely trailing the £403m of original varieties.”

izzi RTDs

izzi has launched into the UK drinks market with its first RTD drink, which features both a caffeine and collagen boost. There are three varieties available: Cold Brew Coffee Blend, Vanilla & Tumeric and Matcha. Each flavour contains 10g of premium bovine collagen, 100% RDA vitamin C and zinc.

avitar

haChing, a digital shopping platform, has partnered with former Welsh rugby star and now NFL player, Louis ReesZammit, to stock his new energy-drink brand, Savitar. Savitar is a non-carbonated sports performance drink that was created by Rees-Zammit and launched earlier this year. It’s available in a variety of flavours suited to different workout needs, such as pre- and post-workout, and is available on ChaChing, all with 20% payback.

with probiotics and prebiotics.”

Spikes in sports drinks sales not only correlate with temperature increases, but also from national and international events taking place throughout the year. During the 2023 Women’s World Cup, the sports drinks category experienced incredible value growth of over 37% and over 16% volume growth compared to the same period in 2022.

Fhirst’s Pip Brook says interest in gut health has been growing, which has fuelled the rise of new drinks aimed at customers concerned about health.

“Google ‘gut health’ searches have increased by 243% over the past two years, and the hashtag #gutmicrobiome is clocking more than 730,000 views each week on TikTok,” she says. “This is fuelling the new category of gut-focused products. First came kombucha, then prebiotics and now sodas

Google ‘gut health’ searches have increased by 243%

Functional drinks aren’t necessarily about improving training sessions or fuelling active lifestyles. They’re part of an increasing focus on healthier lifestyles and wellness.

“Drinks are an accessible and on-trend way of incorporating more specific nutritional requirements, such as fibre for gut health; and minerals, vitamins, botanicals and collagen for wellness, mental health, skin and almost any other health need you can think of,” says a spokesperson for Epicurium.

However, from a sports-drinks perspective, Matt Gouldsmith, channel director for wholesale at

BOOST JUIC’D RANGE = PROFIT with a PUNCH

#3 ENERGY DRINKS BRAND *

Protein is turning into a nonnegotiable for many

SUPPLIER VIEWPOINT

Adrian

Hipkiss Commercial director, Boost Drinks

ing. “The low- and no-calorie share of the soft drinks market is almost three times that of the regular segment, with more than 69% of the volume share of the total market currently,” he says.

“Recently, we’ve seen Lucozade Zero value sales experience 17.5% year-on-year growth.”

THE PROTEIN PHENOMENON

Protein helps keep consumers fuller for longer and became a huge phenomenon in convenience stores a few years ago.

“We’ve got some loyal customers who buy them almost daily,” explains Singh.

“People are more healthconscious than ever and protein is turning into a non-negotiable for many.”

One of Singh’s most-popular brands is Grenade, but he offers everything, right down to a wholesalers’ own-label option. “Protein will become more popular. I’ve heard on the grapevine about protein shake machines. I’ve yet to look into it, but there’s a massive poten-

When taking a closer look into the energy sub-category, it’s energy stimulation drinks that are a significant contributor to the value growth of the soft drinks category, growing at 21% year on year, and accounting for 28% of all soft drink value sales.

As remote work becomes increasingly common, take-home purchases have become more prominent, resulting in a growing consumer demand for 1l and multipack formats. These products continue to be a huge growth opportunity for retailers, experiencing 16% year-on-year growth.

tial for it,” Singh continues.

“Ages ago, gyms would charge £3.50 or more for a blended shake, so there’s definitely a market for it, especially now protein has gone beyond being just for gym-goers.”

MERCHANDISING EFFECTIVELY

According to Epicurium, there are four key sub-categories to focus on: energy, sports, functional waters and other functional drinks.

“Retailers should ensure they have a variety of options to meet different shopper missions,” the spokesperson adds.

Boost Drinks’ Adrian Hipkiss recommends merchandising each sub-category by pack size to limit any confusion and ensure bestsellers are at eyeline in the chiller.

“We also recommend maximising space by increasing vertical facings, as well as horizontal and by placing larger packs in ambient spaces,” he says.

“It’s important not only to stock bestsellers, but also to ensure you are meeting all shoppers’ needs with products at different prices and pack sizes.” l

SUMMER BBQ

Fire up the barbie

Summer is here and retailers have started preparing for barbecue season. What are the latest trends, and what are the essentials to stock? Tim Murray reports

Last summer’s barbecue season may have turned into something of a damp squib, as the weather was far from memorable, but the wet months from 2023 are not dampening spirits when it comes to this year’s plans.

A s retailers and suppliers note, there’s a perfect storm of impending good weather alongside a summer of sport that will have consumers socialising inside and out during summer evenings

Good weather is essential for eating outside, and the unpredictability of the British weather makes convenience stores the ideal place for a last-minute barbecue with the merest hint of decent weather encouraging customers to fire up the barbie.

“We normally start promoting our barbecue offer in May, just after

the bank holiday,” says Julie Kaur of Premier Jules Convenience Store in Telford, Shropshire. “That’s when we order extra disposable barbecues, charcoal and more.”

With long-range forecasting never being a certainty, it’s more often than not a case of keeping an eye on the weather throughout the week and checking forecasts to make a decision by the middle of the week for the weekend ahead.

“I do feel by the Wednesday before the weekend you’ve got to have it looking immaculate,” says Kaur.

So, presuming the weather is fine, what are the other ingredients for the summer barbecue season?

WHAT TO STOCK

Meat, meat alternatives and bread should form the basis of a barbecue range, alongside soft drinks,

As soon as Easter’s gone, we take out the Easter eggs and have a summer barbecue bay.

We try to place orders for fresh meat by the middle of the week – keeping an eye on the weather forecast for the weekend. We try to get it in for Thursdays because if it comes in on the Friday, people may not pick it up. If you get it in early, by Thursday, people will see it and the idea of a barbecue will stick in their minds.

We have a butchers down the road that is shut on a Sunday, so it works for us to take products from them. It’s all about the fresh meat for us. Our Brockley store is really big on the veggie and vegan side. We’ll get a lot of veggie specials in. We offer things like herb and tomato sausages. We also stock Quorn products, which are a good alternative.

snacks and alcohol.

“We stock up on alcohol, wine, cider and beer, and make sure we have some chilled,” says Vidur Pandya, of K islingbury Mini Market in Northamptonshire.

But for those moving beyond a basic offer, working with local suppliers and retailers, from butchers to bakers, is important to offer something a bit different alongside standard frozen or chilled lines. On top of this, there is a wealth of incremental items that help a barbecue go with a bang – and also offer good margins.

Convenience is crucial for customers, too. “We look at it from a customer’s perspective,” says Peter Patel, who operates Costcutter stores in south-east England. “We want them to be able to get everything they need for the barbecue. »

Peter Patel

Two Costcutter stores in south-east London and Essex

SUMMER BBQ

ADDITIONAL PRODUCTS TO STOCK FOR A BARBECUE

• “Paper plates offer a really good margin, normally more than 40%, and once the barbecue season is over, you can use them in Halloween and Christmas displays, so you’re not left with the product,” says Patel. “They’re also generally biodegradable.”

• “People going to a barbecue will drop in and get a bottle of wine or case of beer, but they’ll also want things like ice cubes, which are really important,” says Kaur. “Cheese slices are another line customers often look for.”

• “We’ve always done a great range of sauces,” says Patel. “We try to do local sauces. That can really generate interest on social media and we can work with local suppliers.”

• “Retailers can maximise their barbecue sales, by offering an attractive range of bakery and other products for all pockets, including premium options,” says Josh Corrigan, UK customer development director at St Pierre Group. “The past few years have taught us how to make the most of at-home events and as the difficult economic situation continues, it’s all about ‘levelling up’ – taking hosting to new levels, which retailers can capitalise on.”

They don’t want to be travelling around looking for bits.”

D isposable barbecues, charcoal, fluids and more l ines that get a barbecue going are popular purchases, even though environmental concerns are growing. Patel also does well with paper plates and cut lery, and sauces and pickles. Pickle specialist Kuhne offers a Gourmet Selection range that has three vari ants – herbs, honey or chilli – in premium jars.

MERCHANDISING EFFECTIVELY

Ensuring you encourage consumers to up their spend is key to a successful barbecue season. There’s no point having everything someone needs for a barbecue if they don’t know you’ve got it.

“Dual siting product s – a couple of bottles of ketchup and Barbecue sauce next to the sausages or some rolls next to the beef burgers, so they don’t forget – is really important,” says Kaur.

That visibility of having product on the shelves as the weekend approaches and as weather warms is crucial. Smart retailers will also be reminding their customers both by chatting to them and with in-store signage. Pandya print s PoS to put on the shelves to remind people, and also posts on the village Facebook page.

If it’s a weekend, we make sure we have a sign up reminding people not to forget their barbecue items,” says Kaur.

A nother trend that retailers should consider is making things as easy and simple as possible for their customers, both in terms of shopping but also the cooking.

Hellman n’s marketing director Georgina Bradford says: “One of the biggest trends we’ve seen in the past two years is consumers simplifying their barbecues. In August 2023, over 36% of barbecues contained five items or fewer

“ This means we expect easy-touse products that can bring full on flavour with little effort or preparation to be big winners.”

T RADING DOWN AND TRADING UP

The cost-of-living crisis is affecting basket spend this year, even if the pressure on pockets may be easing as inflation falls.

“ We’ve not really noticed a difference yet in terms of spend, but this could well be the first summer where the cost of living will really affect customers and their spending,” says Patel.

However, the cost-of-living crisis could aid the summer barbecue business, as families and friends opt to stay in and party at home in

their back gardens, rather than spending on food and drink in pubs, bars and restaurants.

Having a strong value and own-label range, introducing price-marked packs or creating special barbecue deals and promotions can help to boost sales.

“ We are all making savings to varying extents,” says Aston Manor Cider’s head of marketing Calli O’Brien.“As a result, 94% of consumers have stated they would consider switching to a cheaper alternative.”

C ustomers may be eating out less, or spending less on big ticket items, but t hey may still be looking for a taste of luxury.

Retailers should consider offering a sliding scale of prices on their products to cater for customers looking to make savings and to showcase the premium credentials of other items.

It’s an area KP Snacks believes has potential, w ith Matt Collins, sales director at KP Snacks, citing Tyrrells 150g sharing bag as one to stock. “ We know there is a high demand for premium lines

STOCK UP FOR SUMMER WITH PREMIUM LAGER

as consumers look to make inhome occasions feel more special with 46% of shoppers more inclined to trade up to premium food and drink options when dining at home,” says Collins

It’s the same in drinks, with Alexander Wilson, category and commercial strategy director at Heineken, saying: “ There is a big opportunity for retailers to encourage customers to trade up to premium brands, including Birra Moretti and its new Sale di Mare variety.” l

DOUGHNUTS

Dough-nut miss out

Priya Khaira explores doughnut opportunities and reports on what retailers should look out for when choosing the right doughnut selection for their store

The food-to-go category continues to grow as people search for convenience in an increasingly time-poor world. On top of coffee, hot and cold lunches and milkshakes, some independent retailers are also noticing an increase in demand for on-the-go treats like desserts, baked goods and doughnuts.

“Doughnuts are a very popular product choice across a range of consumer groups,” says Mike Wilson, managing director of Simply Doughnuts.

FOUR

“They are growing in popularity and sales seem to be rising particularly quickly across markets.”

DOUGHNUT OPPORTUNITIES

A fresh doughnut offering can provide stores with a point of difference and attract new and repeating trade.

Dee Sedani of One Stop Packmoor in Stoke-on-Trent, Staffordshire, has seen success with his doughnut station and is making a good return on his investment.

Four doughnuts cost Sedani approximately 80p to produce, and he

STEPS

TO SUCCESS

1. DIMENSIONS: Think about how large you would like your fixture to be. Introducing new machinery or specialist displays for selling doughnuts is not an option for many retailers, especially those operating on smaller sites. You might want to consider whether a zero-space requirement offering works better for you.

sells them for £1.99 each. He also offers customers a luxury box option, which includes four doughnuts for £3.99. The doughnuts are made fresh in store and prepared in front of customers. The station is also decorated with unique signage and PoS to attract shoppers to the area.

To increase sales on his hot doughnuts in the warmer months, Sedani has also brought in an ice cream machine, offering customers an ice cream sundae option.

“Customers are given a different cup and can dispense ice cream into the cup on top of their doughnuts, they can then add sauce on top,” he says.

Sedani sells his sundae for £2 per cup and says this value option has greatly increased customer attention and helped drive footfall to the area.

A J Singh, of Premier Morley in Leeds, on the other hand works with local bakery supplier, Bliss Bakery, to offer an assortment of ‘BroNuts’, including Biscoff, Terry’s Chocolate Orange, Oreo and Kinder Hippo varieties.

He notes that regular promotions, such as offering a drink with a luxury doughnut box at a discounted price is a great way to attract customers to the category.

You will need to make the following considerations if you are thinking about installing a doughnut fixture

2. DEMAND: Think about whether you have a clear demographic in your store for a doughnut selection. Speak to customers and ask for their opinions or run a trial offer to see how the selection goes down.

3. COSTS: You’ll need to think about required costs, including any upfront costs that come with installations or lease agreement terms. Some suppliers might require you to sell a certain amount of stock per week so you need to think practically about how well it will work with your customer base. If opting for a frozen doughnut partnership, you should consider the additional energy cost that this might accumulate.

4. MAINTENANCE: Now that you have taken those first steps, you will need to plan how you are going to manage your fixture. Think carefully about the longterm maintenance requirements and training requisites. If you are bringing in a frozen offering, consider how staff time will be allocated with a freezing, thawing and stock rotation process.

SUPPLIER NEWS

KRISPY KREME

Krispy Kreme has 120 stores across the UK including forecourts. This year, the global doughnut brand has announced that it is targeting smaller stores. Krispy Kreme doughnut cabinets measure 3ft by 1ft, the brand has announced that a smaller model will be made available for smaller stores.

COUNTRY CHOICE

Food-to-go wholesaler Country Choice is partnering with retailers to offer a createyour-own doughnut service. The products are delivered to stores frozen, then defrosted by retailers and dipped into a choice of toppings.

DELICE DE FRANCE

Delice de France has released a lineup of baked foods for the summer. The range includes savoury treats and doughnuts.

SIMPLY DOUGHNUTS

Simply Doughnuts offers retailers three ranges of doughnuts with a long shelf life. Its Glazed Mini Ring Doughnuts come in resealable pouches of 15 bitesized doughnuts with a shelf life of five months. Meanwhile its Classic Mini Rings, sold in quantities of six or eight per tub, have a shelf life of 42 days.

ONE STOP

One Stop has collaborated with local suppliers to expand its bakery range, including the addition of new doughnuts. It has worked with local bakeries such as Roses The Bakers in Sheffield, Luke Evans Bakery in Derbyshire/Nottinghamshire, John Dwyer Bakery in Leicestershire and Brace’s Bakery in Wales to produce its new range of baked goods.

Singh uses social media platforms like Facebook and TikTok to highlight his offering. Hw says these platforms are the best tools for driving demand and encouraging customers to place online deliveries.

THE RIGHT FIT

Doughnuts are growing in popularity and sales are rising

Stores located near schools, universities or in residential areas with fewer bakery options nearby are more likely to see customers coming back to this area. Understanding your customer base and their preferences is key to knowing whether a doughnut offering is worth the investment.

Sedani notices an uplift in his store’s overall profit levels during back-to-school time, with younger shoppers returning to this category throughout term time

The success of his doughnut offering led Sedani to expand his sweet treat selection, installing a custommade glass cake cabinet to showcase freshly baked desserts that are made in store every two days. This includes a selection of Rocky Road, Carrot Cake, Millionaire’s Shortbread, Brownies and Buns.

This has helped him generate an additional £200-£300 per month in sales and, combined with his doughnut station, has raised his store’s

profile as a destination for freshly cooked sweet treats.

However, while it is always important to get ahead of new trending products and categories before the competition, it’s also key to recognise when the time has come to step back and get out before demand fades.

A couple of years ago, Justin Whittaker of MJ’s Premier in Royton, Greater Manchester, installed a dessert bar, which included doughnuts, waffles and handmade crepes. He worked with Country Choice to introduce a collection of pre-made frozen doughnuts.

At first, Whittaker saw strong margins and a spike in footfall, especially after promoting the bar extensively on social media. However, Whittaker says demand has slowly fallen, and he has since cut down his dessert lines and removed his doughnut range.

“As more people shifted into working from home after Covid, we saw less footfall to the dessert bar throughout the day and noticed a decline in interest from our customers,” he says. “The dessert bar went down really well at first, but it is one of those things that brought in the initial footfall rather than repeat trade,” he adds. l

PRODUCTS

IN THE JUNE ISSUE:

• The heated-tobacco opportunity: how to cash in on the next-gen category, which is set for 58% sales growth

• Vape legislation update: delays and the disposables ban – what the General Election means for your business

PLUS

Product spotlight: tanks

Quick guide: youth-access prevention

Regional trends: e-liquids

Atul Sodha, Londis Harefield

THIS WEEK IN MAGAZINES

Opportunity of the week SLANTED

Slanted is a typography magazine from German publisher Slanted.de. Several UK magazine specialists have found it to be a hit – should you be adding it to your design-magazine section?

How important are independent retailers to Slanted’s success?

Very important. In our early days, it was the independent retailers who gave us a chance and took the magazine into their stores. They made a big contribution to our visibility. Although we now also work with larger distributors, we still have very close ties to the independent, small and more specialised stores.

To which kind of readers should stockists be promoting Slanted Magazine?

Everyone interested in new trends in design, especially graphic design and typography. For our country- or city-specific issues, this also includes those who want to delve deeper into a place and, in addition, want valuable travel tips to hotspots from our interview partners in the local design and cultural scene.

What do you have featured in upcoming issues that readers will be excited by?

Slanted Magazine #44 –Type Fashion explores the

intersection of typog raphy and fashion. It presents a plethora of works in an avantgarde design, based on a radical two-colour print in special colors. A variety of interviews and essays provide insights into practices and trends, offering in-depth knowledge of this steadily growing movement.

In partnership with

GUEST COLUMNIST

Neil Selby, managing director, MagCirc Solutions

In 2025, our readers can look forward to an issue about the design scene in Cairo. The second theme has yet to be determined.

What support can you offer independent retailers?

Of course our retailers get great exposure as I think it is very important to have a huge network of distribution. We list all shops online and if we are tagged on social media, we love to share this in our network as well.

promote our publications as effectively as possible. To this end, we use our online platform, social media (reaching one-million contacts a month), and our newsletter, which reaches 35,000 international readers with an open rate of more than 50%.

We prepare an extensive press kit for our sellers, which includes press texts in German and English, as well as images of the publication in various formats to cover the most common platforms.

Additionally, we publish a printed catalogue twice a year, which is also available online.

GET AHEAD OF THE CURVE ON LAUNCHES

The industry is very busy at the moment, so I can’t complain. There’s a lot going on with launches, great specials – plenty to keep us busy.

Really, we’re starting to see digital and print finally working well together. When I work with a title, I want to be helping them put together a plan that addresses the needs of digital and print readers, and not prioritising one over the other.

The main focus for us has really been on smaller launches. Indie mags are leading the way, and while there are plenty of big launches going on, that success and ongoing activity in print is really driven by independent magazines. There’s a lot happening now to combat the doom and gloom of the past few years.

I’ve seen this especially with fashion mags in the past few months, and of course there has been plenty of activity with travel mags around Europe now that it’s summer. There are so many new magazines, I think it can be hard for retailers to keep on top of it! Make sure you’re aware of launches, and make sure you’re giving those new titles a chance on the shelf.

I think everyone should be reading trade press, reading distributors’ newsletters, having their ear to the ground with their customers and their wholesaler. Without that, they’re going to miss the boat.

Julia Kahl Publisher and editor, Slanted

THIS WEEK IN MAGAZINES

INSIDE OUT 2 STICKERS

l Retailers can capitalise on Pixar’s summer movie release with a 32-page album and 192 different stickers for fans to collect.

l The stickers include 24 special rainbow foil stickers to hunt down, and the album features a pull-out diary and calendar.

OFFICIAL TEAM GB GUIDE TO PARIS 2024

l This officially licensed one-shot is high quality and intended to be viewed as a keepsake of this year’s Olympic games.

l It includes interviews with the stars of Team GB as well as details of the upcoming events.

INSIDE UNITED

l This is a special bumper issue of Inside United that celebrates Manchester United winning the FA Cup, making it a great souvenir for fans.

l The double triumph for both Manchester United senior sides is commemorated with a special cover as well as exclusive content.

TARA TOG’S THE SILENCE OF UNICORNS

l Written and drawn by former Oor Wullie and Broons artist Stephen White, this new graphic novel rose to success on Kickstarter.

l Inspired by European-style graphic novels, the story is intended to appeal to a broad age range.

GOLF CHIC

l Golf Chic is the most prominent magazine in women’s golf, with features on women in golf as well as fashion and well-being tips.

l This year’s issue features an exclusive interview with Kathryn Newton and a review of the 2024 Solheim Cup.

SIMPLY KNITTING

l Pattern magazines are becoming more popular as online pattern prices rise, and in addition to the patterns inside, this issue comes with a free pattern book of knitting ideas.

l This issue also comes with an exclusive yarn cosy to add extra value for customers.

On sale 13 June

Frequency collectable Price 90p

Distributor Panini

Display with Stitch Stickers, Wish Movie Stickers

Barcode 8051708017007

On sale 20 June

Frequency one shot Price £9.99

Distributor Marketforce

Display with Athletics Weekly, Sports Illustrated Barcode N/A

On sale 5 July

On sale 11 June

Distributor Marketforce Display with FourFourTwo Barcode 977174964906507

STUFF

What’s it about?

It’s a technology magazine about the latest innovations.

Who buys it?

On sale 14 June

Frequency one shot Price £14.99

Distributor Marketforce

Display with Viz, Quantum Barcode 9781739681975

It has massive appeal. When you look at who brings it to the counter, even though it’s a technology title, I’ve found that everyone is interested in it. It’s a title that appeals to all kinds of people.

On sale 14 June

with Bunkered, Today’s Golfer

Partworks and collectables

Scale of third-party advertising insert payments

3,451