The Convenience Guide Scotland 2017/18 by Peebles Media Group

Insight & advice for convenience retailers

2017/18

the

convenience guide scotland

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CONTENTS

04 THE CONVENIENCE GUIDE

Welcome to a retailers’ resource

06 HEALTHIER OPTIONS

The SGF Healthy Living Programme teaches Scottish retailers how to make the most of shoppers’ quest for health

10 SMALL BUT MIGHTY

The benefits an ATM can bring to a convenience store

12 RIGHT FOR BUSINESS

How to ensure you have the EPOS system you require

13 SELLING YOUR SHOP

Christie & Co advice on commercial property

14 KEYS TO COMPLIANCE

The ‘need to know’ on drinks display regulation

16 EVOLVING PROTECTION

How to navigate the world of forecourt insurance

18 POWER IN PAYMENT

Exploring the opportunities of mobile payments with Zapper

20 SIGN OF THE TIMES

A look at how in-store signage is changing

24 CLIMATE CONTROLS

What to look for when you’re installing refrigeration

28 TOP OF THE POTS

Exploring routes to growth with pot snacks

32 DRESS FOR SUCCESS

The potential pitfalls of having a dress code in the workplace 52

33 RIGHT TO WORK

How to avoid falling foul of right to work in the UK rules

34 CATEGORY MANAGEMENT

FMCG leaders explain how to make the most of merchandising and more

52 FASCIA & FRANCHISE

A new sign over the door can open a whole new world – symbol leaders explain their systems

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INTRODUCTION

Guidance through a changing world SCOTLAND’S convenience industry has been going through a remarkable evolution in recent years – and so has Scottish Grocer’s summer supplement. This third edition of the Convenience Guide has broadened to cover all aspects of the convenience retailing sector in Scotland. Designed to be a useful tool that retailers can refer back to over the coming year, it provides key information for food and drink retailers on law as it affects stores, marketing opportunities, technical advice on equipment and services and more. It’s produced with the help of some of the best in the business in the fields of law, technology and equipment manufacture and installation, and in fuel and forecourt supply. And it brings together some of the foremost companies and brands in food and drinks marketing, in merchandising and in fascia and franchise groups. The guide breaks down into three sections. In our opening features, we consider a series of legal and other issues and look at a range of opportunities available to retailers in 2017. We start with an update on the SGF Healthy Living Programme, explaining the latest developments in the field and laying out why it would benefit retailers to get involved, including some basic advice about improving sales of healthier food and drink.

Scottish Grocer editor John McNee says welcome to the latest edition of the Convenience Guide – expert insight for Scotland’s convenience retailers. Next, as bank branches continue to close across the country, consumers are coming to rely more on convenience store cash machines to take out money. In fact, many now expect it of their local stores. Independent ATM provider YourCash offers insight into how businesses can benefit from offering the service. Convenience and newsagent specialising EPOS supplier Reposs gives its thoughts on how retailers can ensure they get the EPOS system that suits them best, including suggestions on identifying your own business’s requirements and understanding the costs. Thinking about selling your store? It can be all too easy to neglect some vital

components which are sure to make it more attractive to potential buyers. Dan Arrandale, director at property specialist Christie & Co, offers a few tips on how to prepare a shop for a sale. Leading licensing lawyer Audrey Junner of Miller Samuel Hill Brown cuts through the jungle of licensing laws to advise what c-store retailers are allowed to do in their alcohol areas, highlighting a few aspects of the regulations to be especially aware of. The significance of forecourts in the convenience channel has grown considerably in recent years, but it is a market that comes with a fair amount of risk – not least from an insurance perspective. With 25 years experience in the

sector, leading provider Forum Insurance offers retailers advice on what to look for from a policy. With digital communication, mobile payments and interactive marketing increasingly looking like the future of retailing we hear from Zapper, the company offering one of the widest-ranging mobile payment services. And we find out how technology is changing the way brands are reaching convenience customers with Hi Street Digital. Many Scottish convenience retailers have been looking to modernise their stores, with refrigeration at the heart of many of their changes. On page 24 Hubbard Products provides an insight into what

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POT SNACKS with Unilever

Quick, convenient and affordable, pot snacks are growing in popularity with time-pressed consumers and are a key category for retailers, with Pot Noodle leading the pack.

Keep top of the pots A category of long-standing importance for the convenience sector, pot snacks are easy-to-make, affordable hot meals that can be consumed in the workplace – offices, building sites, etc – as well as at home. As consumers become busier, with less time to spend on preparing dishes from scratch, so pot snacks are growing in popularity. In convenience, most are bought on impulse, so to maximise sales, they need to be highly visible and located in high traffic areas. According to Unilever’s Partners for Growth programme, 200,000 pot snacks are eaten every day in the UK. They are purchased by 41% of households and 70% of the time are bought with crisps, soft drinks and chocolate. The category is currently in 9% growth, driven by top brand Pot Noodle (69% market share).

The launch of Pot Pasta, which rolled out in July, has been supported by a £2m ‘You can make it the Italian way’ marketing campaign. The range was released with three variants: Cheesy Broccoli, Creamy Carbonara and Beefy Bolognese.

Chow Mein in the King Pot format – one of the highest penetrations of all the Pot Noodle flavours. Most recently, the company launched two new flavours for Pot Noodle, inspired by popular dishes from around the world. Ready to eat in four minutes, Chicken Korma and BBQ Pulled Pork have been carefully selected to tap into the growing trend of world food, while appealing to consumers who are looking to enjoy a quick, tasty hot snack. The new flavours are supported by a £3m marketing campaign in line with the ‘You of discrimination. provide leading companies kind of technology is now Can Make It’ Pot Noodle activAnd with immigration one of and in theirbusy fields with available on the market and ity,brands which targets young the hottest political issues of a platform explaintotheir latthe impressive difference it go-getterstolooking spend time cooking and more many decades and migrant estless thinking and strategies. can make to a store’s energy time chasing their dreams workers providing a valuaAmong the companies takcosts. – because success ble source of labour for many ing part this year aredoesn’t Pladis From Maclay Murray & Spens come on a plate. businesses, Elise Turner gives with advice on biscuits, Warwe have two articles focussing “Pot Noodle is a trusted and timely advice on checking and burtons on bread and bakery, on regulations which are esmuch-loved brand, with over complying with Britain’s freImperial Tobacco, pecially important to compathree Pot Noodle’sCoppenrath sold every quently changing right to work and Wiese with desnies and subjects of serious second in the UK,”frozen said Rossi. in the UK rules and documenserts, Arla on these dairynew drinks, political debate. “We expect flaPot Noodle Chicken Korma and BBQ Pulled Pork are available in cases of 12 and tation. voursontochilled excite our loyalTetley Pot foods, Katie Lamb theperpithave andetails RRP of £1.19 unit. Packaged in the iconic Pot Noodle format, the new Addo Noodle fansinto whothe are tea looking variants dress also benefitcodes, from an updatedSection design featuring effect. two aoftextured The Conveniwith insight catfalls around

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Monique Rossi, Pot Noodle marketing manager at Unilever UK, said: “We know taste and convenience are the top two drivers for growth within the Instant Hot Snacks category. We continually look for ways to capitalise on this opportunity.” In recent years, Unilever launched a Mac & Cheese variant to cater for the demand and trend for cheese flavours. It also introduced Chinese

ence Guide covers category management and here we

egory and chilled meats with Moy Park.

for something new to try; as well as attracting new consumers to the category who are looking for a quick and tasty hot snack inspired by world food recipes. “The new variants tie in with our ongoing commitment to help give our ambitious consumers tasty and delicious food in four minutes.” As well as exciting consumers with world flavours, Unilever reckons there are opportunities in the category for retailers to trade shoppers up to larger pot sizes that offer a more filling meal replacement. And with the recent launch AndPasta, in there section three of Pot is scope to the 2017 Convenience encourage many newGuide shop-sees some of category. the market’s most pers into the “The move into pasta made important fascia and symbol sense for us,” said operations giveRossi. their “We outlook can something new for and andoffer advice on branding Pot Noodle fans to as well collaboration intrytheir widely as open up the brand to a new adopted systems of conveniaudience. ence retailing. “What’s more, it provides anTheopportunity Fascia and Franchise other for retailers ofonthe tosection capitalise theguide £221mthis op- year portunity the instant hot snack includes the thoughts of Costmarket cutter,presents.” Nisa, Londis, Spar,

Premier, Family Shopper and Bestway.

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HEALTHIER OPTIONS with SGF Healthy Living Programme

Health in sight and in mind Ross Kerr, director, SGF Healthy Living Programme

FOR over a decade the SGF Healthy Living Programme has been working hard to get more fresh fruit, vegetables and other healthy foods into Scotland’s convenience stores, pushing to meet the Scottish Government’s aim of getting the population eating and feeling better. The programme, a joint project of the Scottish Grocers Federation and the Scottish Government, was launched to widen range, choice and availability of healthier food and drink across the country and especially in areas of deprivation, with an assurance to retailers that it would be commercially beneficial. Over the years its scope has broadened, working to put retailers in touch with their local primary schools and helping to educate children about eating well. As the programme’s director Ross Kerr explained, there has been considerable success, with partner stores now in every Scottish council area. And with growing public awareness around health and diet, the aims of the programme are more relevant to retailers than ever before.

THE health of the nation is high on the news agenda. Pick up a newspaper, turn on the TV, scroll through Facebook and the stories (about diet, sugar, obesity) are impossible to avoid. In such a climate, it’s no wonder that there is increasing demand for healthier foods from convenience shoppers. Recent figures from HIM Research & Consultancy found 49% of all convenience store shoppers consider healthy options as important, but only 23% of UK consumers think their local convenience stores have enough healthy options and nearly a quarter would go elsewhere to buy fresh fruit and vegetables. According to Ross Kerr, director of the SGF Healthy Living Programme, if retailers

One of the programme’s key aims for this year is to ensure more of its stores achieve Gold Standard status.

What can Scottish retailers do to make the most of shoppers’ quest for health? want to make the most of increasing demand for healthy options, the change has to start with them. “When a consumer goes into a store they’re looking for the complete package,” he said. “For convenience stores that can be a difficulty, because of their size, but the consumers do want to see fruit and veg. That’s glaringly obvious. “Because consumers are bombarded with messages in the media about obesity, sugar, diet and healthier eating, when they come into a store they’re subconsciously looking for the healthier products. But if they don’t see it, they won’t ask for it. “The programme is all about making sure the retailer is stocking products that are healthier and highlighting them.” Operating for over 10 years, the SGF Healthy Living programme is well established, it has never been more active. Formed with the objective of making more fruit and vegetables available in more stores in Scotland, its scope has since broadened to include other healthier options and the education of the next generation of convenience shoppers. In 2017, Ross explained, he and his colleagues have a three-pronged strategy. First is to get more shops on

board. The programme currently boasts almost 2,100 retailers among its ranks, up around 300 on 2016. But while numbers have definitely increased, there is scope to reach many more. Second is making sure more of the retailers who are already in the programme reach the Gold Standard and maintain that quality. For retailers in the programme, as with their produce, quality is as important as quantity. To cope with the increased numbers, the structure of the organisation has been changed. The team has expanded with the addition of a new development manager and the promotion of Kathryn Neil to the position of field manager. This means team members will have more autonomy out in the field and be able to work more closely with retailers. The third priority for this year is to match more retailers with their local primary schools for Big Breakfasts and Healthy Living Days. With more than 10 stores participating in events prior to the summer break, and many more scheduled for the coming term, the events are already proving popular, particularly Healthy Living Days. This in-store event sees retailers offer free samples

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Above left, SGF Healthy Living Programme field manager Kathryn Neil leads youngsters through a participating store during its Healthy Living Day. While fruit and veg remain a key element of the campaign, other images show the breadth of healthier options on offer in c-stores and how they can be grouped to maximise sales.

of healthy food to classes of school children, who are quizzed and educated by members of the SGF Healthy Living team. Nearly 5,000 children have now participated in the programme’s various projects and retailers who have taken part have noticed an uptick in products promoted. Recently, the success of the Healthy Living Days was recognised in parliament, with MSP Margaret Mitchell making a motion that Nisa Bellshill retailer Abdul Majid be congratulated for his participation in the programme and efforts to promote fresh, healthy food to the local community. “It’s great to have had the involvement of MSPs who have come to some of our stores and been delighted and amazed by the things they’ve seen,” said Ross. “We’re gratified to have the

continued support of the Scottish Government, which I know wouldn’t support us if we weren’t getting results.” With the programme in rude

health, its scope and ambition continues to expand, while the case for offering a better range of healthy food in Scotland’s convenience stores

grows stronger every day. For retailers, there has never been a better time to get involved with the SGF Healthy Living Programme.

Six healthier retailing techniques 1 – Range Try to stock the bestsellers in fruit and veg, but also ask customers what they would like stocked – if they don’t see it, they likely won’t ask for it. Add to the range as sales improve, with healthier products in other categories. 2 – Location Merchandise your fruit and veg at the front of the store. Consider grouping healthier products in one fixture and putting healthier options at the till points. 3 – Space Develop the fruit and veg category, aiming for 6% of total sales. Take a planogram approach and highlight other healthier products within their category fixtures (e.g. porridge within cereals, diet drinks in soft drinks etc)

4 – Display Make it easier for customers to find “other healthier options” by placing special Healthy Living Programme point-of-sale materials alongside them. 5 – Freshness and appearance Don’t sell produce that isn’t fresh. Wastage will occur but it can be controlled with a disciplined approach. 6 –Value The key word is ‘value’ not ‘cheapest’. Offer quality products at an acceptable price. Weekend promotion specials for fruit and veg have been shown to work very well. * These essentials have worked for other retailers. Get involved and give them a try.

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ATMs with Your Cash

Small but mighty: power of an ATM Independent ATM provider YourCash offers insight into how businesses can benefit from offering the service IN Scotland, there are 5,602 convenience stores which, at one shop to every 946 people (The Local Shop Report 2015, ACS), places Scotland as having the highest shop-to-population ratio in the UK. In other words – business is booming. As fantastic as that news is, it means competition is heating up between retailers and it’s becoming harder to get regular footfall into stores. Convenience retailers are looking for inventive ways to keep loyal customers happy and draw more traffic through the door and many are looking to create a community hub containing every service the local area could need. This has led to 54% of convenience stores providing an ATM as part of their service offering to customers. It definitely seems to be a popular method of driving footfall as YourCash customer Alistair Bradbury of Best-one in Manchester says that he “can easily, conservatively say that the ATM is driving 15-20% of the footfall into the shop”. Although this is a defining benefit of utilising your business space for an ATM, there are other reasons to consider the proposition. If you opt for a self-fill ATM proposition, you’ll have access to one of the most effective money-saving technologies available to business owners. Everyone is aware of how much it costs to deposit cash at the bank – in terms of transporting the money and the banking fees associated with it. Using this cash to fill the ATM instead will mean those costs are eliminated and ATM provider YourCash will transfer the total money withdrawn into your business bank account for free. YourCash also says that this can save thousands of pounds every year in business costs and with one

Self-fill cash machines can save retailers thousands of pounds each year in cash deposit banking fees, and can encourage shoppers to spend more in store, according to independent ATM provider YourCash.

of their customers, Mr Amin from One Stop (Tavern Hill Convenience) in Dudley, quoting savings of 90% on his banking fees by using the self-fill option, it’s certainly worth considering an ATM. The self-fill option isn’t the only way of achieving ATM success. Businesses can also choose to have cash deliveries, known as CIT or cash-in-transit. This op-

tion offers all the same benefits as the self-fill proposition, minus the bank savings as the business isn’t filling the machine with its own cash. As well as the footfall increase mentioned previously, businesses can also expect a surge in basket spend. It’s well known that customers with cash in their pockets are likely to spend more. Add that to the fact they could have come inside your store to use an internal ATM, the probability is they’ll spot something they want or need, from a chocolate bar to washing-up liquid. In fact, it’s generally accepted convenience stores can expect each customer to spend 65% more once an ATM has been installed, which is obviously a dramatic increase in revenue. Customer satisfaction and loyalty are usually significantly improved when you add not only an ATM, but any additional service that benefits the local community. What’s more, cash is considered a faster method of payment than chip and pin card payments, speeding up queuing times at the till and (again) increasing customer happiness. Speaking of tills, retailers with an ATM no longer need to offer cashback as they can direct the customer to the cash machine. This means less cash has to be kept in the tills as more is kept inside the ATM. This security measure allows store management to worry less about cash stock and human error and devote more time to improving stock offering and store layout. The Scottish convenience market surpassed £4bn in 2016 (HeraldScotland. com, 2016) and continues to grow. With competition heating up, the endless benefits an ATM can bring to the retail environment will soon be too hard to ignore.

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EPOS with Reposs

Right for business A simple search for EPOS on the internet will give you pages and pages to look through that will probably leave you more confused than when you started looking. You need to be looking at the companies who specialise in EPOS for your type of shop, rather than just general-purpose EPOS systems designed to fit any type of business. Not only will you find the features more specific and user friendly, but they will also be able to easily deal with issues you have in your business and be more reactive as everything is geared towards c-stores and newsagents. The EPOS system should be able to deal with all the products and services you offer and have electronic links with wholesalers, this will give you bigger returns on your investment and make it a lot easier to manage your EPOS System. The more the

EPOS system manages for you, the bigger the return on your investment will be. Everyone wants a good deal and the cheapest price, but with EPOS what can look the cheapest may end up costing you a lot more than you bargained for. There really is no such thing as a free EPOS system and you need to be looking at the total cost of ownership over five years. Monthly or annual software charges, compulsory maintenance charges, additional costs for repairs or software updates can soon mount up. Reposs has been supplying EPOS Systems to convenience stores and newsagents throughout Scotland and the UK for over 11 years, with over 1,900 retailers we understand what you need to manage your business and we provide a free demonstration at your shop. If

you would like more information, some friendly advice or would like to book a free demonstration please call 0845 0945 200 or visit the website at www.reposs.com Special Offer: £150 cash back per terminal if you sign up for Payment Sense at the same time as your Reposs EPOS system, before Tuesday 5 September 2017 (subject to terms and conditions). Top 5 Key Buying Tips 1. Only look at companies specialising in convenience and newsagent EPOS. 2. Stay independent and use an EPOS supplier who links to lots of wholesalers. 3. Get a free demonstration to assess your EPOS needs. 4. Work out the total cost over 5 years. 5. Buy the best EPOS system for your business to get a return, not just the cheapest

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Over 1900 Independent Retailers already use a Reposs EPoS System to manage their business, to make informed decisions and save time in their shops. Quick and easy to setup with our 50,000 product builder, you can start scanning and making money using Reposs EPoS from day one. Our retailers all have different requirements and their shops range from small to large. Established over 11 years ago our knowledgble and experienced team can answer all your EPoS questions, show you how you can use a Reposs EPoS System to improve your turnover and proﬁt and deliver the EPoS system you and your shop needs.

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COMMERCIAL PROPERTY with Christie & Co

Getting your shop sold IN a time when the market for convenience stores is strong and there are plenty of people looking to add to their portfolios, you might assume that the sale process will be straight forward. However when it comes to selling your store, it is easy to neglect some vital components which are sure to make your store more attractive to potential buyers. Here are some things to remember: • Seek advice from a professional agent – it’s important to get the opinion of someone who is impartial to the business so they can give you as an owner an honest perspective of what it is worth – and you might be pleasantly surprised. Some owners, when approached with an apparently attractive offer are tempted to go it alone; but more often than not they are selling the business short and cutting out a potentially large pool of higher offers and more suitable candidates. • Make sure management information is available – you need to be able to supply 12 months’ EPOS data along with profit and loss accounts so a buyer knows what you’ve based your price on, so make sure this is readily available to quicken the process. Also from a leasehold point of view, get the rent review out of the way as very few will buy a store with a rent review approaching. • Think about increasing your growth margins – for example, look at replacing low margin alcohol and tobacco sales and bringing in food to go and other high margin products which bring

in more income and therefore further increase the value of your business. • Don’t be afraid to invest – if there are overdue improvements that you can make, it may be a good idea to sort these out before opening up the business to the market – banks are keen to lend to existing retailers with a track record. Dan Arrandale, director at Christie & Co • Have a great business plan – this is something that the symbol and franchise groups are really able to help with as this is what they do every day with different stores so their input can be very valuable. This will further portray to a potential buyer that your store is on the right track and has been looked after. • Spruce it up – it may sound obvious but just like if you were selling a home, prospective buyers will want to see somewhere which has been well maintained and cared for so they can visualise its potential. • Share knowledge with others in the industry– Speak to fellow store owners who have been through the same process – there are several events throughout the year which bring retailers together to discuss major challenges and share ideas.

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LICENSING with Miller Samuel Hill Brown

Drinks display – 7 keys to compliance Scottish rules and regulations around the sale of alcohol are especially complex and many a retailer can run afoul of them without realising. Audrey Junner, partner at Miller Samuel Hill Brown, gives The Convenience Guide her checklist of what is allowed in licensed areas. WHEN it comes to merchandising, operators are often free to let their imaginations run wild, but alcohol displays bring their own unique challenges, often curbing this creativity from the outset. Unsurprisingly there are a number of rules to be followed, so licence holders have to be very careful that an innovative approach to product display doesn’t unintentionally put their premises licence at risk. Most small-to-medium sized convenience stores will have chosen to licence two spaces; the inaccessible and accessible areas. In your inaccessible area, which is usually behind the counter, you are free to display and sell products other than alcohol, so please note that the controls which are set out below do not generally apply to this space. So what can we display and what can we do in the beers, wines and spirits aisle? 1 The obvious one – Alcohol: The definition of alcohol includes ‘spirits, wine, beer, cider or any other fermented, distilled or spirituous liquor’ but not alcohol which is of a strength of 0.5% or less, flavouring essence, perfume or alcohol contained in liquor confectionery. Following recent amendments the meaning of alcohol now includes the ‘highly controversial’ angostura bitters. However, when is alcohol not alcohol? At certain times of the year new lines are introduced which test the boundaries like brandy butter, champagne panna cotta and extra-strength

sherry trifle. Keep in mind that a key characteristic of alcohol is that it is liquid and capable of being poured. A frozen margarita mix or prosecco ice lolly is arguably not liquid at the point of sale so there may be no need to install that freezer in your alcohol area.

and hampers, but the definition could also stretch to a cheesecake with a sachet of champagne sauce if that sauce has an AbV above 0.5%. Your alcohol area is the entire space so hanging corkscrews or gift bags between products to encourage link selling would amount to a breach.

2 Non-alcoholic drinks and products packaged with alcohol: Both of these types of products can be displayed alongside alcohol and require little explanation. Products which are packaged with alcohol are likely to include gift packs

3 Branded non-alcoholic products: Defined as products which bear a name or image of, or are an image of, an alcoholic product i.e. Guinness pint glasses or Bacardi T-shirts. If they are for sale they can be displayed anywhere in your shop,

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if they are complimentary they must only be displayed in the alcohol area. 4 A newspaper, magazine or other publication: Regardless of the content and whether it is for sale or otherwise. 5 Floor Stacks: There are mixed views on floor stacks but if you have one shown on your layout plan and included within your capacity it is perfectly acceptable. It must be within the single area though and the dimensions must be adhered to. 6 Drinks Promotions: This includes anything which promotes or seeks to promote the buying of any alcohol on the premises. So all posters, banners, radio advertising and shelf-edge stickers must be confined to the BWS space. If your alcohol area includes a window you can take advantage of this by displaying alcohol posters facing outwards but otherwise the controls are very tight.

7 Sampling: this activity would be considered a drinks promotion so would have to be kept within the alcohol area. It’s important to remember that the rules which require alcohol to be displayed in one defined space also prevent it being displayed elsewhere in the store so do not be tempted to add end-of-line alcohol products, which you have reduced for a quick sale, to your discount corner. If you are very tight for space, but would like seasonal flexibility, why not consider following the lead of some of the larger operators who use two different layout plans, specifying two separate capacities, at different times of the year. For example the capacity is 20 sq m from 1 December to 2 January and 15 sq m at all other times. Described as being the upfront approach to alcohol merchandising this enables you to increase the alcohol display at peak times but doesn’t restrict the use of the space during the rest of the year to the restrictive and rather uninspiring list above.

Audrey Junner, partner, Miller Samuel Hill Brown.

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FORECOURT INSURANCE with FORUM

Evolving protection PETROL stations are naturally a greater risk than most other retail premises, and having comprehensive insurance ensures you are covered in the unfortunate event of a claim. Filling station insurance is vitally important. From the threat of fires or fuel leaks to vehicle collisions and thefts, there are a variety of dangers for companies to protect themselves against. Our comprehensive forecourt insurance packages ensure that you’re covered in the unfortunate event you must make a claim. Most independent forecourt owners understand their insurance needs and have adequate cover in place. However, just as the industry has improved in leaps and bounds, so have the requirements and options for insurance cover. For example, EPOS technology systems now sit at the front line when it comes to tracking transactions and identifying fraud at point of sale. Fuel Tank monitoring systems can quickly and safely shut off valves and fuel flow

if changes in temperature or pressure occur. Just as these improvements have been made so have insurance providers enhanced their policies and cover. So what additional features should forecourt retailers expect from leading insurance policies? • Extended liability cover Forecourt sites have varying levels of traffic and footfall, but most of these sites, no matter how well managed, will at some point see an employer’s liability or public liability claim, for example from a slip or trip on spillage, or impact claims made by careless drivers resulting in pump and third-party damage. Increasing the standard liability limits to £10m will ensure you are adequately protected. • Environmental impairment liability Many sites suffer from unforeseen spills or leakages. These incidents are often gradual and go unnoticed for a significant time before detection and this can lead to enormous environmental liability claims that stretch out for years. Talk to a provider if you are concerned this may happen to you. Forum Insurance provides enhancements and fully comprehensive management of leaks and spills including notification to the appropriate authorities. • Stock in the open The majority of insurance policies for forecourts are enhanced motor trade policies. This means they are not really designed to cater for the full scope of forecourt risks. An example of this is stock in the open. You should check

your policy wording very carefully to guarantee that your gas canisters, flowers, newsstands and so on that are external to the shop itself are covered. • Malicious damage by employees Many polices either do not provide cover for malicious damage, or if they do these types of claims often carry hefty deductibles (excesses) up to £2,500. This often makes the point of claiming redundant as values for damage we have seen range between £200 to £3,000 meaning either a policy holder cannot claim, or the benefit of claiming becomes minimal when reflected in the following years’ premium following a pay out. With over 25 years’ experience in the sector, Forum Insurance has become one of the UK’s leading brokers specialising in insuring petrol forecourts. Convenience remains the watchword in forecourt design, and that’s how Forum has designed its insurance offering. Its solid insurance cover ensures retailers are cor-

rectly covered for: Property & Buildings, Public & Employers’ Liability, Business Interruption, Commercial Legal Expenses, Environmental Impairment Liability, Money theft, Personal Accident for Employees, Stock in Open, Stock including Fuel, Target stock such as spirits and tobacco products. Appreciating that petrol station insurance may not always be at the forefront of a business owner’s priorities, Forum has made the process of getting suitable cover easy with a simple question set that can be answered over a friendly 10-minute conversation or by easy-to-fill bespoke proposal form. Forum Insurance has also created an e-book full of facts about the history of filling stations, taking a look at the big changes that have swept through petrol forecourts over the decades and delving into some of the important safety improvements that have been made. To download a free copy, visit www.foruminsurance.com. For more information contact: info@foruminsurance.com 020 8909 2899

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25/07/2017 14:27

to a simpler way to acquire the right insurance cover. The team at Forum Insurance take this opportunity to thank everyone we have worked with in the Petrol Forecourt Industry for the support and time they have afforded us. We hope to continue strengthening these bonds in the upcoming year! We invite you to come and speak to us anytime & look forward to creating some great relationships in 2017! Barry Mamtora, Director Forum Insurance

Forum Insurance is a family l run independent insurance ly brokerage based in North West London. We have had the pleasure of insuring petrol station forecourt and retail risks ks k for over 25 Years. We have worked very closely l with our insurers to negotiate ly a wider policy wording across our covers - we want you to have that extra piece of mind!

Commercial Buildings Including Canopy Stock Including Fuel in Tanks k ks Public & Employers' Liability t ty Business Interruption & Loss of Rental Income

Environmental Impairment Liability t Cover ty Full cover for Stock in the Open Full Maj a or Spill Remediation & Support aj

Forum - SG - linda.indd 1

25/07/2017 14:27

PAYMENT SYSTEMS with Zapper

Power in Payment

Mobile phone apps are opening up new ways for retailers to engage with their customers. Mobile payment solution Zapper has operated in hospitality for some time, but launched into its first convenience retail stores in December 2016 and has been growing quickly since. Designed to combine payment processing, data capture, transaction analysis, loyalty schemes, promotions, communication and customer engagement in a single slick package, it aims to put power in the hands of retailers.

WITH more shoppers looking for opportunities to pay with their mobiles to save both time and money Zapper’s all-in-one mobile payments, loyalty and vouchering app is increasing footfall, driving basket spend and rewarding loyal customers in convenience retail stores around the UK. Zapper launched its simple mobile payment and loyalty solution into Nisa convenience retail stores around Peterborough in December 2016. Now endorsed by Nisa head office, more and more independents and symbol groups, including Premier, Londis, Family Shopper and Best-One are accepting Zapper payments and loyalty nationwide. And with 46% of Zapper customers completing a loyalty card in convenience stores around the UK since its launch, it appears Zapper is becoming habitual for many shoppers. Gerry Hooper, CEO of Zapper UK said: “Already proven to increase average basket spend across convenience retail by over 30% (above industry average), it is clear Zapper is transforming the way shoppers pay and receive rewards. It’s

important for retailers to take advantage of this to engage and reward their customers on a personalised level.” A quick and convenient way for shoppers to pay, Zapper is designed to be fun to use and packed with value. To use, shoppers open the app, then scan a QR code on the screen at the till to automatically update their loyalty cards and instantly redeem any available vouchers. While payments are settled in seconds, shoppers can also instantly rate their in-store experience giving retailers vital insights into what their customers really think. Of further benefit to retailers, with every transaction, the app collects valuable data about each shopper which means store owners not only understand who buys what and when, but can communicate with those shoppers directly via the app. Many retailers are looking for a combined solution to reward loyal shoppers to increase visit frequency and basket spend. And despite the average basket spend in convenience declining, stores using Zapper have actually measured an

increase. Zapper isn’t just for chains and symbol groups. No more than the cost of monthly PDQ rental, it’s affordable and convenience stores can have the system installed and their staff trained and accepting Zapper mobile payments and loyalty within just a few hours. Upgrading EPOS is a substantial investment and with cash becoming increasingly more expensive to manage and keep flowing, it’s advisable to look at other technology options to find the right solution for your business. Zapper has a live 24hour support team to answer any queries, and settles both payment and voucher redemptions next day. Not only is Zapper a gamechanging tool for convenience retailers, but tech-savvy FMCG brands can also gain personal insights and contact their customers directly via Zapper. Coca-Cola, for example, has been working with Zapper since February 2017 to further understand purchase trends and basket data. Brand-specific digital vouchers can be sent in seconds via the app to

consumers directing them into stores to automatically redeem their vouchers. This in turn gives brands the opportunity to send more brand-targeted offers, promotions and vouchers to consumers based on previous spend. Zapper already has thousands of businesses using the system internationally across retail hospitality, bill payment and transport sectors. The Zapper app is available for Android, iOS and Windows Phone platforms.

Mo Razzaq became the first Scottish retailer to begin using the Zapper app back in April.

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25/07/2017 14:29

All-in-one mobile payments, digital loyalty & vouchers

IN-APP DIGITAL ALERTS

MOBILE

CUSTOMER

SHOPPER

DIRECT

Shahid Razzaq, owner Family Shopper, Blantrye said, ‘We were the first convenience store to launch Zapper in Scotland and our customers love being able to pay with an app on their smartphones. It’s simple to use and means we can also offer a loyalty card to our frequent Zapper.’ shoppers. We are looking forward to the future with Zapper.

The smart way to pay Web: zapper.com/retail

Zapper - CG - Emma.indd 1 Scottish Grocer - July 2017 - FINAL.indd 1

Email: retail@zapper.com

Tel: 0333 370 4414

25/07/2017 14:29 13/07/2017 17:05:45

IN- STORE PROMOTIONS with Hi Street Digital Media

Convenience store retailers across the country are reaching shoppers in a whole new way following the launch of Hi Street Digital Media’s new media screens.

A sign of the times WHEN it comes to in-store promotions, timing is key. That’s the message from Hi Street Digital Media, which provides convenience retailers and FMCG brands with a unique opportunity to target shoppers at the vital moment of decision making prior to purchase, based on robust shopper marketing research and extensive trials. It gives premium convenience retailers a state-of-theart digital media screen completely free of charge, which the company says increases sales of promoted products by and average of 15.3%, while increasing footfall by 4.3% and basket size by 6.8%. Plus, the screens create a vibrant and eye-catching feature at the front of store, influencing mission shoppers and attracting passing trade. Brands promoted on Hi Street’s screens have sees an immediate and tangible return on investment, as well as distribution and compliance solutions in some of the country’s leading convenience stores. The company has worked with well-established brands as well as new product launches and the results prove just how effective our digital media is at driving sales. In order to monitor and demonstrate the effectiveness of brand campaigns on the screens, Hi Street uses revolutionary shopper marketing analytics and store-supplied EPOS data so that it can evaluate each and every brand, category and store type. Brand campaigns run for a

Hi Street Digital Media’s screens launched in 250 stores in March and have been rolling out to numerous stores since.

two-week period, and at the end of each campaign they receive a detailed report, not only showing sales and distribution uplift for both the brand and the category, but also insights into purchasing habits based on age, gender, time of day, day of week, symbol group and region. The science behind Hi Street’s technology is based on the highly-regarded ‘First Moment of Truth’ research. Basically, this research posits that the shopper mindset is most open to influence at the moment immediately before entering a store. The optimum length of time to engage with the human brain with a brand message is between three and seven seconds. As soon as a consumer is subjected to this message, subconscious deselection begins and the chance of getting the advertised product into the basket decreases rapidly. If a consumer engages with a brand advertisement and can be at the relevant category fixture within 40 seconds, then

the chance of purchase is over 75%. However, the purchase influence of advertising reduces rapidly over time and if a consumer is not at the fixture within five minutes, then the likelihood of purchase is less than 25%. This is the reason that Hi Street Digital Media only works with convenience stores – an environment where, upon entering the store, the shopper can be at any given in-store category within one minute, thus creating the maximum chance of purchase. 72% of convenience shoppers make their final purchase decision at the store and 74% make an unplanned purchase, so Hi Street Digital Media’s advertising messages give the greatest opportunity to influence purchase, both within a planned category shop (e.g. meal occasion) and through impulse purchases. The benefits to retailers are significant and the operation is very simple – all of the content is delivered via Hi Street’s bespoke content management

system directly to each individual screen. The screens are programmed to turn on and off according to store opening hours and self-control their luminosity so that the brightness of the screen varies depending on time of day. This means retailers who work with Hi Street don’t have to do anything other than enjoy the increased business. And there are genuinely no costs involved for the retailer - Hi Street provide the screen free of charge, manage the installation, and are responsible for all maintenance and servicing. Hi Street Digital Media continue to work to identify, influence and analyse the convenience shopper mind-set at the most vital time in the shopper mission, giving brands and retailers the ideal opportunity to increase sales. For more information on how you can be involved in the benefits of digital media, visit www.histreetdigital.com or contact Jonathan Daniels on 07778 619566.

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25/07/2017 14:31

HI! STREET

digital media

BRANDS PLACED HERE.

WILL END UP HERE.

Hi! Street Digital Media provide convenience retailers and FMCG brands with a unique opportunity to target shoppers at the vital moment of purchase decision-making. Our high bright digital media screens, placed in premium convenience stores throughout the UK are proven to increase sales of promoted products by an average of

15.3%, whilst also increasing both footfall and basket size. Brands promoted on our screens

see an immediate and tangible, as well as distribution and compliance solutions, supported by revolutionary shopper engagement analytics. To find out how you can target convenience retailers and shoppers, please visit:

www.histreetdigital.com

HiStreetDigital - CG - linda.indd 1

25/07/2017 14:33

IN-STORE BUSINESS

A Post Office drives * your retail sales

78% Research* shows

of people using the Post Office bought something else in the shop runapostoffice.co.uk *

Him! Research 2016

22 Post Office - CG - Emma.indd 1 438393 Convenience Guide Scotland Advert DPS Ad 420x297.indd 1

25/07/2017 14:42

Today’s Post Office Locals Opening a Post Office Local branch means you integrate new services into your existing retail business. You become the shop, the bank and the Post Office in your community.

Popular and convenient Around 4,000 of the Post Office network of 11,600 branches across the UK are Post Office Locals.

One small counter Services are offered from a small combi counter alongside the retail till and offered over the same opening hours. Trained staff can serve all customers.

Quick and efficient On average, it takes less than 30 seconds to serve a customer.

98%

customer satisfaction

(Figure correct as of March 2017 according to NT Customer Satisfaction Tracking Report produced by Quadrangle)

Exclusive and award-winning In a Post Office Local, you’ll provide a wide range of exclusive and market-leading services. UK

No.

Exclusive to Post Office

No.

Mails

Banking

Travel Money

Royal Mail and Parcelforce Worldwide services for letters and parcels

Day-to-day personal and business banking from all the UK’s major banks

Best Foreign Exchange/ Travel Money Retailer: British Travel Awards, 2016

Exclusive to Post Office

Over

100m

Benefit payments

Bill payments

State benefits and pensions

Gas, electricity, phone and more

transactions per year

£13bn

sent through Post Office

MoneyGramR Simple payments to over 200 countries

Plus many more… You get paid a fee for every Post Office transaction, from sending a parcel to taking a bill payment. More importantly, you’ll draw more people into your store every day.

23 Post Office - CG - Emma.indd 2

25/07/2017 10/07/2017 14:42 11:59

ENERGY EFFICIENCY with Hubbard

Climate controls Convenience retailers are looking towards the latest in energy efficient, low-noise refrigeration technology to reduce costs and improve performance in their stores. ACCOUNTING for 50%-70% of a typical retailer’s energy bill, refrigeration costs are a significant proportion of on-going running costs. The Carbon Trust estimates that £7.5m is spent on running refrigeration per year, equating to an annual cost of £9,750 £22,500 per store. With the Carbon Trust suggesting a 20% cut in energy costs equates to a 5% increase in sales, improvements in efficiency can produce significant financial gains, providing retails with a competitive advantage. Hubbard is well established for its range of tax and energy-efficient Zenith condensing units that are ECA approved, being among the first UK manufacturers to grasp the importance of long-term low running costs for the convenience sector. With the recent acquisition by Daikin, Hubbard Products are now responsible for Daikin refrigera-

Paul Cornwell, Hubbard Products refrigeration specialist.

ZEAS units from Hubbard Products are pictured at Dickleburgh Stores, following their recent installation. The system is expected to save retailer Mike Humphries £1,700 a year in energy costs and plans are afoot to install one in his other store.

tion products, enhancing its offering to convenience retailers. Paul Cornwell, Hubbard Products refrigeration specialist, works closely with retailers and many refrigeration contractors, developing sustainable proposals with innovative refrigeration plant solutions for many refrigeration applications. Hubbard offers suitable products from its range of Zenith condensing units and now Daikin’s ZEAS inverter packaged refrigeration, or the highly innovative Conveni Pack, providing retailers with energy-efficient refrigeration and generating genuine free heating, providing owners with up to 50% energy savings. Hubbard Products supplies many contractors. In a recent installation, accredited contractor Adcock Refrigeration installed a ZEAS solution at Dickleburgh Stores, a Premier convenience store. The two-compressor 8hp ZEAS unit maintains 12m of fresh food display cases rang-

ing in temperature between 2°C and 4°C coupled with a low temperature booster maintaining 3.2m of frozen food at -21°C on the same system, saving time and reducing installation costs. Due to its compact design, this 8hp ZEAS only takes up 0.7 sq m of space in the store’s rear yard leaving valuable space available to owner Mike Humphries. Energy simulations demonstrated that Dickleburgh Stores will be saving 30% in electrical power consumption – approximately £1,700 a year – compared to the five fixed speed condensing units operating in another of the retailer’s village stores nearby. After significant energy savings at Dickleburgh, the owner is now replacing his five units at Kenninghall Village Stores with an 8hp ZEAS unit this year. Adrian Bonfield, of Hubbard/ Daikin D1 partner Adcock Refrigeration confirmed that the ZEAS option could deliver economy, efficiency, low noise

levels and improved temperature control. He said: “We were able to assure Mike that the ZEAS system would not disturb the neighbours. “The ZEAS installation was fitted into a tight renovation programme to minimise disruption of trading and any inconvenience for customers.” Developed for demanding store environments where refrigeration loads continually fluctuate, the units incorporate inverter control, allowing for multiple product temperature ranges to be maintained without wasting energy. Also, fan speeds are kept low while meeting cooling demand – resulting in reduced noise levels keeping adjoining neighbours happy. ZEAS units are available in a range of capacities, with ultra-low noise levels as standard, extremely energy-efficient and compact footprint makes ZEAS a perfect and sensible sustainable solution for many refrigeration requirements.

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HPL Sc Grocer Convenience full page.qxp_Layout 1 10/07/2017 11:09 Page 1

The ultimate one-stop shop

for convenience refrigeration and heating

Unique Convenience Store Footprints Fresh and chilled to 2°C Frozen to -21°C

FREE HEATING

ENERGY-EFFICIENT

FLEXIBLE

Daikin’s ZEAS Inverter Packaged Refrigeration and its highly innovative Conveni Pack, provide retailers with energy-efficient refrigeration and generates genuine FREE HEATING, providing owners with up to 50% energy savings.

Hubbard Products, the UK’s principal manufacturer of ECA qualifying energy-efficient refrigeration equipment, produces the only ETL approved Digital Condensing Units.

Ideal for use with glass door chillers, Zenith Digital Condensing Units offer responsive performance from 10% to 100% seamless, variable capacity.

SMALL SPACE Designed specifically for convenience stores, a ZEAS takes from only 0.7 sqm of space.

TAX-EFFICIENT Users can now benefit from lower running costs and improved cash flows by claiming Enhanced Capital Allowance tax relief. The relief can be claimed for both capital expenditure and installation costs of ETL approved refrigeration and cabinets.

WIDE CHOICE The Zenith Digital Condensing Units’ high level of flexibility and responsiveness can be used with multiple cabinets, for example, a combined chiller display comprising a run of glass door and separate cabinet sections.

www.hubbardproducts.com t: 01473 890522

Hubbard - CG - Emma.indd 1

e: enq@hubbardproducts.com

25/07/2017 14:47

CHILLED DELIVERED WHOLESALE

Delivering the next big thing Pioneering chilled wholesaler sees future in food to go

T 60 years old Fife Creamery has witnessed some significant changes in the convenience and grocery business down the years, and the Kirkcaldy-based firm has been at the forefront of many of them. Founded as a butter-packing firm in 1957, Fife Creamery has been a business of firsts to market since it started out selling quarter pounders of butter to retailers across Scotland. When John Simpson snr founded Fife Creamery he kick-started a new kind of branding, according to sales director Steve Appolinari, who said the business was part of “the very beginnings of own label”. “Fife Creamery soon began packing private label for numerous businesses including many of the leading dairy companies in Scotland. That’s how we started,” he said. Pioneering is a watchword at Fife

Creamery, and Appolinari said things really got going in the early 70s when John’s son Jock took charge of the business. “Early in the 70s Jock saw the opportunity to add other products. The growing range of dairy related lines quickly moved in a delicatessen direction,” he said. “The Deli sector was on the rise, it was a massive marketplace and Fife Creamery soon developed a portfolio of products that supplied most of the independents and delis in Scotland. “That was the beginning of the modern-day Fife Creamery business.” Not content with having cornered the delicatessen market, in the late 80s Fife Creamery made its first steps into the foodservice sector – a move that’s had a domino effect on the wholesaler’s offer to retailers. “No sooner were we bringing in a

plethora of new foodservice tailored products, we were finding many of these were working for the retail market as well,” said Appolinari. That exchange of knowledge and sectors has done the business proud down the years, he said, and allowed it to bring a tremendous number of firsts to market, such as Müller Fruit Corners in 1987, New Covent Garden chilled soups in 1989 and fresh smoothies in 2002. While Appolinari admits, many new products have been met with some caution from retailers down the years, the proof has certainly been in the pudding and it’s put the business in prime position for the emerging food to go trend. “We’re ready for that market,” he said. “If you’re thinking of introducing a food-to-go outlet, think about all the experience we’ve had in the foodser-

vice sector. The invaluable knowledge gained dealing with the biggest and the best on the high street means that we are transporting those ideas over to retail outlets nowadays.” With food to go in growth, safety and hygiene has never been more important, and it’s an area Fife Creamery has always focused on. Appolinari said Fife Creamery is very proud of its food safety record, and the way in which the business has stayed at the technological forefront down the years. “If you look at some of our vehicles you’ll still see the original strapline –

60 years in the making... 1957 The business (butter packing) is formed by John Simpson – Fife Creamery go on to become one of the leading suppliers of the famous ¼lb prints of butter in Scotland.

Late 60s

Early 70s

1973

Early 80s

Mid 80s

First in Scotland to turn a fleet over to chilled temperature control. Fife Creamery begin to assemble additional dairy based products for wholesale around Scotland.

John (Jock) Simpson takes over the reins from his father.

New purpose built warehouse – Kirkcaldy, Fife

The range continues to expand – no longer dairy based now incl cooked meats, salads, pates etc

Fife Creamery are the main supply line for delicatessen products in Scotland.

Main supplier of chilled foods to Wm Low supermarket chain.

To find out more contact Fife Creamery via its webs 26 FifeCreamery - CG - Emma.indd 1

25/07/2017 14:54

‘Scotland’s Original Chilled Food Service’. It’s a factual statement and one we have continued to develop,” said Appolinari. Fife Creamery was the first depot with its own chill-to-chill loading docking bay, and in 1998, when the firm was seeking STS accreditation status for an NHS contract, there were more than a few bemused manufacturers. “The common line back then was, ‘you want all my microbiological specifications? But Tesco and Sainsbury’s don’t ask us for that,” said Appolinari. “Fast forward to today, if we don’t have these details, we simply cannot work with a supplier.” Improvements in logistics haven’t been limited to food safety either. Fife Creamery also pioneered one-day lead time, a big plus for its retail customers. “Our goods are stock held. You’ve got over 2,000 lines a retailer can buy into, and this business here has them in stock waiting for you to order,” he said. When ordering these lines, Appolinari said retailers aren’t limited to case size either, as Fife Creamery offers single unit orders over a large number of its product range – a model that’s advantageous for retailers with a small-

1987 The business makes the bold move into the wholesale “Catering” market sector.

1989 1st chill to chill loading / despatch bay erected at Kirkcaldy depot – Total chill chain integrity becomes central to the customers offering.

MOVING FORWaRD Fife Creamery recently celebrated its 60th birthday with a special food exhibition at the Keavil House Hotel in Dunfermline. Sales director Steve Appolinari (pictured) said the event, “Was an outstanding success, bringing nearly 400 customers through the doors on the day, testimony to the trading relationships our business has over Scotland.” “The diversity of new products were matched by the knowledge and experience of the actual owner/ manufacturers, there was tastings-a-plenty for the large numbers and a full scale FOOD TO GO live theatre, showing retailers a breadth of options as well as the very best in fast serve equipment.”

er chiller, trying something new and helping with wastage. Moving with the times has been key to Fife Creamery arriving at its 60th birthday, but it’s not a business of change for change’s sake. At present, five of Fife Creamery’s 10 strong sales team each have more than 30 years’ experience with the firm, and Appolinari said the business is committed to continuing to offer retailers a face to face service. “Not only do we believe in it, we’ve always invested in this resource. We

1998 Graeme Simpson (3rd generation becomes M.D.)

Products launched by Fife Creamery

1970 Continental cheese ranges

1987 Müller Fruit Corners see our experienced team as an effective way to work with retailers and the best way to get our message across on new trends, new products and merchandising solutions,” he said. Staying on top of new trends, while still offering face to face contact, is at the heart of Fife Creamery’s business, and Appolinari reckons it’s an ethos that will see the firm thrive all the way to its centennial and beyond. “We’re as strong as ever as a business and we want to serve the country for another 60 years,” he said.

1999

2015

Premier Food Accreditation status is achieved with STS (NHS market leading standard).

New warehouse extension offering the ability to develop more frozen and ambient ranges.

1988 Tropicana juice

1989

New Covent Garden fresh chilled soup range

1994

Introduction of a full range of Scottish ready meals for the rejuvenated convenience sector

2002 Fresh smoothies

website (fifecreamery.co.uk) or call 01592 655 757 27 FifeCreamery - CG - Emma.indd 2

25/07/2017 14:54

POT SNACKS with Unilever

Quick, convenient and affordable, pot snacks are growing in popularity with time-pressed consumers and are a key category for retailers, with Pot Noodle leading the pack.

Pot Noodle Chicken Korma and BBQ Pulled Pork are available in cases of 12 and have an RRP of £1.19 per unit. Packaged in the iconic Pot Noodle format, the new variants also benefit from an updated design featuring a textured effect.

for something new to try; as well as attracting new consumers to the category who are looking for a quick and tasty hot snack inspired by world food recipes. “The new variants tie in with our ongoing commitment to help give our ambitious consumers tasty and delicious food in four minutes.” As well as exciting consumers with world flavours, Unilever reckons there are opportunities in the category for retailers to trade shoppers up to larger pot sizes that offer a more filling meal replacement. And with the recent launch of Pot Pasta, there is scope to encourage many new shoppers into the category. “The move into pasta made sense for us,” said Rossi. “We can offer something new for Pot Noodle fans to try as well as open up the brand to a new audience. “What’s more, it provides another opportunity for retailers to capitalise on the £221m opportunity the instant hot snack market presents.”

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25/07/2017 16:28

W NE FROM THE UK’S NO.1 INSTANT HOT SNACK BRAND

• Increase sales with the nation’s favourite pasta dishes2 • Perfect for the Convenience shopper mission • Supported by a multimillion national ATL campaign • From the brand that sells one Pot Snack every second in Convenience3

STOCK UP NOW 1

Nielsen Insight Studio, Mini Meals, Total United Kingdom, Data to 22 April 2017 2KWP Usage Total In Home/Carried Out Consumption | 52 w/e October 2016 3 Nielsen Insight Studio, Mini Meals, Total Convenience, Data to 22 April 2017

Unilever - SG -Pasta Emma.indd 1 14128RB_Pot Asian Trader Ad 297x210.indd 1

25/07/2017 17:00 14:57 31/05/2017

FORECOURTS

Established locally...

•

Over 1,000 owned tankers delivering quality fuels and lubricants nationwide

• Contract flexibility to support your business • Industry-leading cards package that will drive down costs and attract new customers • Acceptance of BP and Shell cards available across the 500-strong Gulf network • Bespoke and tactical forecourt promotions to deliver growth and customer loyalty • A dedicated team available 24/7 • Endurance, Gulf’s higher margin premium fuel grades

Join the brand of champions Call 0345 456 6300 Visit retail.gulfoil.co.uk/package 30 Certas - CG - Emma.indd 1 Gulf Wrap Layout v4 artwork.indd 2

25/07/2017 10:41 15:01 30/03/2017

10:41

...recognised globally

Present in over 100 countries, Gulf is a truly global brand, recognised for its technical excellence across the world. From its 40-year pedigree at Le Mans with marques such as Porsche, McLaren and Aston Martin, to its current sponsorship in World Superbikes and official partnership with Manchester United; the brand represents Passion, Quality and Endurance for motorists young and old.

Join the brand of champions Call 0345 456 6300 Visit retail.gulfoil.co.uk/package 31 Certas - CG Layout - Emma.indd 2 Gulf Wrap v4 artwork.indd 3

25/07/2017 30/03/2017 15:02 10:41

EMPLOYMENT LAW with Maclay Murray & Spens LLP

Dress for success Dress codes are important for maintaining retailers’ image, but employers must avoid discrimination. Katie Lamb, an associate in the employment, pensions & immigration practice with Maclay Murray & Spens LLP, and a member of the firm’s Food and Drink team, explores the key issues for employers to be aware of.

be carried out. Consistent application is important, as is ensuring that any requests to permit a deviation from the policy are duly considered.

RETAILERS need to present the right image to customers through their staff, but following a Government investigation into dress codes it is clear that there are legal pitfalls when it comes to setting standards of appearance for staff. There is a fine line between requiring a professional image or ensuring appropriate health and safety requirements are met, and unlawfully discriminating. Why has the Government been investigating dress codes? The controversial sending home of an agency worker last year for refusing to wear shoes with a heel and a subsequent petition signed by over 150,000 people prompted an investigation by the Government into whether the law on workplace dress codes is fit for purpose. What is the outcome for employers? The House of Commons’ Women and Equalities Committee published its conclusions earlier this year, finding “widespread discrimination” in workplaces which existing laws are not fully effective in preventing. However, calls to introduce a new law banning companies from telling women to wear high heels at work have been rejected. The Government has stated that existing legislation is “adequate”, instead favouring an approach centred on issuing guidelines and initiating awareness campaigns to reinforce what can and cannot be done in the workplace. They have further highlighted the importance of ensuring that workplace dress codes are “relevant and lawful” by including “equivalent requirements for both men and women”. New guidance on workplace dress codes is expected later this year and it is hoped that this will establish some

Laura Morrison – solicitor at Maclay, Murray and Spens LLP.

clarity for employers going forward. Must all rules apply to both men and women? Employers do have some discretion in this area. A dress code requiring staff to dress smartly can allow for some differences between male and female staff, such as business dress for women and men being required to wear a tie. However this discretion must be exercised carefully without infringing the protections contained in the Equality Act 2010. When reviewing dress code policies, it is important to consider the reason for having the policy in place and whether your requirements are both reasonable and justified having regard to the work to

Have the courts provided any guidance? The European Court of Justice (ECJ) recently handed down decisions in relation to two female Muslim employees dismissed after wearing headscarves to work, but these have not provided much clarity. In the first case, a French design engineer was dismissed after a customer complained about her wearing a headscarf. This was found by the ECJ to be direct discrimination as it did not amount to a “genuine and determining operational requirement”, highlighting that customer preference is clearly insufficient to merit dismissal. This decision stands in contrast to the second case where G4S dismissed a receptionist who failed to comply with their policy of “neutrality” which prohibited employees from wearing any visible signs of their political, philosophical or religious beliefs. This, said the ECJ, was not direct discrimination as the same policy applied to all members of staff. The headlines that followed the G4S ruling suggested that outright bans on headscarves could be imposed, but that is an over-simplification. Such cases turn on their own specific facts and it would be open to an employment tribunal in the UK to take a different view to that taken by the ECJ. As such, employers should maintain policies that allow for diversity in respect of religious clothing, and ensure that any restrictions on such dress are capable of being objectively justified, given the legal risks involved.

32 make up fD p32 - 33 Law.indd 1

26/07/2017 11:03

New laws introduced as part of the crackdown on illegal immigration mean that business owners face large fines and even criminal sanctions should they be caught employing staff who do not have the right to work in the UK. With the retail sector a likely target for those looking to obtain work illegally, Elise Turner, a senior solicitor in the employment, pensions & immigration team at Maclay Murray & Spens LLP, looks at the measures c-store owners need to take to protect their businesses.

Law puts retailers in the firing line What is the law on employing illegal workers? It is illegal to employ someone who does not have the appropriate right to work in the UK. If an immigration officer visits your premises, you must be able to demonstrate that compliant ‘right to work’ checks have been carried out on all of your workers. If the correct checks have been carried out, you will have a statutory defence in the event that an illegal worker is found. If they have not, you could instead face harsh sanctions. What are the consequences of noncompliance? As a starting point, the Home Office can impose a £20,000 civil penalty per illegal worker. This can get very costly, very quickly. The PR consequences could also be damaging to retailers, who rely on a good public image, since the Government has the power to name and shame offending employers. While the civil penalty can be reduced in respect of the employer’s compliance with certain mitigating factors, the requirements are onerous and include cooperating fully with the Home Office and being able to satisfy them that you otherwise have robust ‘right

to work check’ procedures in place. Over and above the civil penalty, it is also a criminal offence to employ illegal workers. Where previously this offence could only be committed if the employer knew for a fact that the individual was working illegally, the offence was widened last year under the Immigration Act and employers can now be found guilty of a criminal offence if they have ‘reasonable cause to believe’ that a person was an illegal worker – a much lower legal threshold. The maximum penalty has also been bolstered, from two to five years’ imprisonment, with the Home Office apparently determined to pursue criminal sanctions against the most senior officials in the business.

The employer must also be sure that the prospective employee is the person named in the documents, and the rightful holder. If a document looks fake, or the picture doesn’t look like the worker, the employer is expected to pick this up. 3. Copy – once satisfied as to their validity, employers should make and keep clear copies of each of the original documents provided, in a format that cannot later be altered. All documents should be clearly labelled with the date the check was carried out – which must be before any work is carried out. The documents must be kept securely for the duration of the individual’s employment and for two years after they cease to work for the employer.

There are three key steps to carrying out a right to work check: 1. Obtain – employers must obtain original documents from the employee in line with the requirements set out by the Home Office. Acceptable documents are listed by the Home Office and must not be out of date. 2. Check – employers must verify the validity of original documents and be satisfied that the documents are genuine.

How can a business owner ensure this process is followed? Ensure that all employees who are involved in recruitment and/or management of staff are aware of the law, and the need to follow the checks process. And remember that Home Office guidelines are detailed and subject to change: business owners and front-line staff must ensure they are familiar with the latest version of the law.

33 make up fD p32 - 33 Law.indd 2

25/07/2017 16:30

CATEGORY MANAGEMENT

The how and why of what goes where CONVENIENCE stores come in many different sizes. From the smallest CTN to those as big as supermarkets, the key to success is not how much space you have, but how well it’s utilized. Category management covers how retailers use the space they have to group similar products together in recognisable sections and how different brands, sizes and styles of these products are then arranged to achieve the greatest consumer interest and the highest sales. While to some it might seem straightforward, shrewd category management achieves a number of different goals and can transform a struggling section – or even a whole store – into a success. The arrangement of items within categories should encourage consumers not just to pick up the things they immediately require but also to consider buying additional items. Of course firms who supply products to stores will all argue their category deserves the strongest possible position in a shop, but that is ultimately the retailer’s decision. So how can a retailer develop an effective category management strategy? • FLOW Decide how you want to guide

Space is often limited in c-stores so category management has to make the best of each fixture, make it easy for store customers to shop but also encourage sales as much as possible.

customers through your store. Once you have your main layout settled, consider creating additional stacks, end bays or hanging product areas that offer secondary promotional sites. This can help you ensure customers get two ‘hits’ of key items. But be aware alcohol is subject to restrictions (see p14-15). • SECONDARY SITING Remember that certain types of products are more ‘impulsive’ than others. Confectionery is a particular case where products are often bought by customers on impulse rather

than as a planned purchase. Impulse lines benefit from being positioned in highly visible areas and at till points. • VISIBILITY Decide what products you want to push by placing them at eye level. The biggest brand owners often argue that the best-known brands in a category should be given very prominent, highlyvisible positions in the section. They say it helps consumers quickly find what they are looking for because the well-known brands act as signposts. • PLANOGRAM Some companies provide detailed suggestions about how products, and different sizes and formats (powder, liquid, tablets, single-servings, sharing sizes, etc) should be arranged for different sizes and styles of store. These are often produced as planograms. It can be helpful to use these but remember you may want to allow space for local brands that don’t feature on the planograms, or for items you know are popular with some of your customers.

34 make up fD p34 and 35 Category Management.indd 1

27/07/2017 14:48

CATEGORY MANAGEMENT CONTENTS

The main goals of category management are to make stores easier to shop, help retailers sell more goods and maximise profit. On the following pages leading companies and brands in a wide range of categories give their advice on managing thoses categories to best effect.

p36,37

DRIVING Impulse Sales

“

GROW

TOP TIPS for Bakery Success

Warburtons have provided a range that works not only for our top-up customer, but we now have tasty

treats for those who buy on impulse.

The UK’s No. 1 Bakery Brand

RIGHT RANGE • Give customers a choice of bread and non-bread products like crumpets, sandwich thins, bagels and wraps.

”

Chris Gallacher

BAKERY SALES WITH WARBURTONS

AVAILABILITY • Give more space to your best sellers and ensure they remain available throughout the day.

Managing Director, Scotfresh

EASE OF NAVIGATION • Clearly signpost bakery and make it easy to ﬁnd. DRIVE IMPULSE SALES • Create secondary displays for products like crumpets and fruited bakery snacks in impulsive locations in store.

WHY BAKERY IS IMPORTANT FOR YOUR STORE Bakery helps drive traffic and spend

*Source: 1.The Nielsen Company, Total Coverage, Unit Sales 52 w/e 17.06.17 2.HIM! CTP 2015 3.Kantar WorldPanel, Purchase Data, Total Wrapped Bakery Market, 52w/e 18.06.17 4.Shopper Intelligence 2016

PLADIS

BREAD & BAKERY WARBURTONS p38,39

Recommended Warburtons Must Stock Range Range in order of priority

BREAD APPEARS ON MORE SHOPPING LISTS THAN ANY OTHER PRODUCT 4

BAKERY IS THE NO. 1 MOST PURCHASED CATEGORY IN A CONVENIENCE STORE 2

As a highly planned purchase, bread drives footfall into store.

In fact, 99.4% of UK households buy bakery.3

800g Toastie

BAKERY SHOPPERS SPEND MORE2

TOBACCO IMPERIAL TOBACCO p40,41

What support did your Imperial Tobacco sales representative provide you with?

“

Our sales rep was really supportive and proactive in guiding us through the legislation. The START packs she provided us with contained many resources and tools which helped my staff and me offer our customers the best service while being legally compliant.

PART

6 NG PARTNE RI ESS… FO R SU CC

”

What actions did you take in store?

“

We worked with our rep to merchandise our gantries and label all products before plain packaging came in so we became familiar with the new layout. We also did the same in our stock rooms to ensure we maintained availability, plus continued to stock up the gantry while rotating stock to ensure we sold through all branded packs before the May 20 deadline.

BEST

PRACTI SPECIACE L

”

How did you help your consumers?

“

We made sure that all our staff were fully trained on the brand variants so they could advise our customers and minimise transaction times. Something else that helped inform the customers were the information cards around the legislation and how it affected them as smokers. We also made sure that we clearly displayed that we priced at RRP or below* to ensure we kept our customers loyal.

MAXIMISING THE TOBACCO CATEGORY IN A POST-STANDARDISED-MARKET

”

WHAT IS YOUR ADVICE TO OTHER INDEPENDENT RETAILERS?

Darsh & Rishi Patel own two stores in the Southampton area and have recently opened their third, located next door to a large national convenience retailer. Their main business objective is to increase footfall in all three stores and despite recent legislative developments they firmly believe the tobacco category remains a key driver in helping to achieve this.

Continue to work with your Imperial Tobacco rep. You only need to make small changes in your store, but they can have a really positive impact.

DARSH’S TOP TIPS FOR FUTURE SUCCESS

WE ASKED DARSH ABOUT HIS CONCERNS AROUND THE NEW LEGISLATION...

1 2

I was worried about customers being confused with EUTPD II and standardised packaging, and blaming retailers for it. I was also concerned that people would think that national retailers would price more competitively than independent stores, especially as price marked packs were phasing out.

Pick your top selling lines and order an additional three outers of those – availability is key! Make sure you restock your gantry regularly. We find first thing in the morning and mid-afternoon after the lunch time rush works best.

Organise your stock room and make sure you label all stock so you can see what brands you have and what needs to be ordered to avoid mistakes.

Invest in staff training. With the help of our rep we make sure our customers receive the best service possible. We also keep training records that are signed by our employees so we can keep track of their development.

Avoid over pricing: always price at RRP or below* and communicate this clearly with a price board and sticker. This fosters shopper loyalty and benefits us through increased footfall and basket spend.

PD II AND UGH EUTPAC KAG ING …THRORDI STANDA SED

Imperial understood that independent retailers like Darsh had legitimate concerns around the new legislation, and were determined to provide a best practice framework to partner for success moving forwards!

*For the avoidance of doubt, retailers are free at all times to determine the selling price of their products.

QUALITY

For Tobacco Traders Only

BLEND

www.imperial-trade.co.uk

85023 PFS_Scottish Grocer DPS (Part 6)_AW.indd All Pages

19/07/2017 11:46

www.imperial-trade.co.uk

For Tobacco Traders Only QUALITY

BLEND

FROZEN DESSERTS COPPENRATH & WIESE p42,43

8 Sliced White Rolls

6 White Sandwich Thins

The UK’s No.1 Rolls1

The UK’s No.1 medium sliced loaf 2

The UK’s No.1 Sandwich Thin Brand1

The UK’s No.1 medium sliced loaf 2

warburtons-trade.co.uk or call: 0800 953 5636

visit:

24/07/2017 10:55

warburtons-trade.co.uk or call: 0800 953 5636

To order new products, get the latest advice, or connect with your Territory Manager,

buy bakery.3 of UK households In fact, 99.4%

STORE 2 CONVENIENCE CATEGORY IN A PURCHASED NO. 1 MOST BAKERY IS THE

footfall into store. purchase, bread drives As a highly planned

PRODUCT 4 ANY OTHER LISTS THAN SHOPPING ON MORE APPEARS BREAD

more often. basket size and visit They also have a bigger average £6.39. £8.37 vs C-store Bakery shopper

SPEND MORE2 SHOPPERS BAKERY

The UK’s No.1 Rolls1

8 Sliced White Rolls

6 White Sandwich Thins

6 The UK’s No.1 Wholemeal loaf1

800g Toastie

WE ASKED DARSH ABOUT HIS CONCERNS AROUND THE NEW LEGISLATION...

in impulsive locations in store. like crumpets and fruited bakery snacks • Create secondary displays for products DRIVE IMPULSE SALES it easy to ﬁnd.

FROZEN DESSERTS

No.1 frozen dessert in Convenience

Increasing sales? It’s a piece of cake As the leading frozen desserts brand in Convenience Coppenrath & Wiese is helping to shape the whole market in a bid to reinvigorate the category and inspire consumers to purchase more frozen desserts.

what needs to be ordered to avoid mistakes. Organise your stock room and make sure you label all stock so you can see what brands you have and

2 1

after the lunch time rush works best. Make sure you restock your gantry regularly. We find first thing in the morning and mid-afternoon

DAIRY DRINKS STARBUCKS p44,45

DAIRY DRINKS

small changes in your store, but they can have a really positive impact. Continue to work with your Imperial Tobacco rep. You only need to make

”

• Meal Deal promotions encourage the shopper to buy additional items to their normal shop, such as a frozen dessert. Indulge the consumer with your meal ideas to increase sales and introduce new products.

How did you help your consumers? Cooler

Medium - Professional Open Front Cooler:

Breakfast (+62.1%)

Kids (+7.2%)

Horizontal LED-lightning integrated to the shelves Green refrigerant R290 Adjustable shelves with shelf talkers (3pcs) Starbucks ‘Wood’ design 16mm melamine MDF-board housing with logo and text Backlighted Starbucks canopy plexi Electronic controller with display Night curtain Made in Finland /Spain

Premium (-20.5%)

Protein (+32%)

Type

Ltr capacity

Est. (TBC) Product Capacity

Shelves

Outer Dim. WxDxH

Temp.

Energy Consump.

Electricity

143 Ltr

84-168

53x65x148,5cm

+1C to +7C

7,6 kWh/24h

230V

AVO Wood 145-55 SB

Free From (+3.3%) Everyday (-0.4%) Coffee (+22.3%)

PROTEIN DRINKS

CHILLED COFFEE

BREAKFAST DRINKS

BOOST

NEW

4 STEPS TO

DRINKS SALES BRAND

VALUE

YOY

Yazoo

£47.2m

+5.4%

Starbucks

£39.4m

+23.2%

Frijj

£38.1m

-10.5%

Weetabix

£18.7m

+66.4%

DO YOU STOCK #1

best selling value SKU

best selling Frappuccino SKU

STA0017_Starbucks_Scottish_Grocer_Catergory_Spread_AW_V2.indd All Pages

18/07/2017 14:15

value SKU best selling

Weetabix

£18.7m

Frijj

£38.1m

-10.5%

Starbucks

£39.4m

+23.2%

£47.2m

+5.4%

VALUE

YOY

Yazoo BRAND

CHILLED FOODS ADDO FOOD GROUP p46,47

TEA

DRINKS PROTEIN

01977 557 737 42

TOP TOP SELLERS SELLERS IN IN TEA TEA

Top Everyday Black Top Everyday Black

Top Speciality Top Speciality

Margins are Margins are HIGHER in HIGHER in the growth the growth sectors in tea sectors in tea

TOP SKUs in TOP SKUs in the key sectors the key sectors will deliver more will deliver more

Category Category Drivers Drivers

Keep your Keep your offering FRESH offering FRESH with products that with products that add a Wow add a Wow factor factor

Top Black Decaf Top Black Decaf

Top Green Top Green

Top Fruit & Herbal Top Fruit & Herbal

Top Redbush Top Redbush

Impulse AC Nielsen Unit ROS 17.6.17 Impulse AC Nielsen Unit ROS 17.6.17

MERCHANDISING MERCHANDISING THAT THAT MATTERS MATTERS

Occasions & Events Occasions & Events Inspiration Inspiration

Ranging & Merchandising Ranging & Merchandising Education Education

CORE CORE RANGE RANGE

TOP TOP SELLING SELLING BRANDS BRANDS

MORE MORE SPACE SPACE FOR FOR TEA TEA

OF TEA SALES

7% 7%

6% 6%

Beware Over Over Reliance Reliance on on Black Black Tea Tea Beware TOTO

Black Black teas teas are are currently currently over over trading trading in in convenience convenience stores. stores. Everyday tea sales volume %age share AC Nielsen 17.6.16 Everyday tea sales volume %age share AC Nielsen 17.6.16

p48,49

50% 50% 50% 50% NON-BLACK BLACK NON-BLACK TEA TEA

BLACK TEA TEA

Stock the top sellers in each tea segment you select Stock the top sellers in each tea segment you select for your store for your store Stock top brands in everyday black and include a mix Stock top brands in everyday black and include a mix of pack sizes to cater to different shopper missions of pack sizes to cater to different shopper missions

LSE 94.2% IMPPU LSE 94.2% IM U A R K ET L M RKET 8800% TAAL MA % T

MAKE MAKE TEA TEA WORK WORK FOR FOR YOU YOU

Your customers' tastes are changing! Your customers' tastes are changing!

By By 2027 2027 non-black non-black tea tea will be will be as as popular popular as as black black tea tea

Y SPECIALITY SPECIALIT

FRUIT & FRUIT & HERBAL HERBAL

With With improved improved lifestyles, lifestyles, healthier healthier sectors sectors are attractive to are attractive to shoppers shoppers

Complement your core range with a selection Complement your core range with a selection of teas from the on trend segments to drive of teas from the on trend segments to drive growth in tea sales and appeal to a broader growth in tea sales and appeal to a broader age range, the Tetley Super range taps into age range, the Tetley Super range taps into the interest in health and sales are strong. the interest in health and sales are strong.

PACKS LEERR PACKS L

ONEY RM MONEY FO FOR

INSINPSI PI RE RE

13% 13%

AC Nielsen Scotland volume share 17.6.17 AC Nielsen Scotland volume share 17.6.17

SMSAMA LL

41% 41%

Total Scotland Total Scotland

VAVLAULU EE

COME COME FROM FROM THE THE

Demonstrate value and give shoppers the confidence to buy. Demonstrate shoppers the confidence Take care value not to and drivegive prices down and leave roomtoforbuy. Take care not to drive prices downvalue and teas leave room for higher margin added higher margin added value teas

Offer smaller pack sizes to cater to different shopper Offermissions smaller and packencourage sizes to cater shopper trialtoofdifferent new higher missions and encourage trial of new higher margin teas margin teas

UR SHOPPERS YOUR SHOPPERS YO

Linking products to an occasion e.g. breakfast or health, Linking to ancategories occasion e.g. health, can helpproducts sales across and breakfast encourageorshoppers can help sales encourage to putacross morecategories products inand their basket. shoppers to put more products in their basket.

DECAF DECAF

To To find find out out more more about about Tetley Tetley go go to: to: www.tetley.co.uk www.tetley.co.uk facebook.com/TheTetleyTeaFolk facebook.com/TheTetleyTeaFolk twitter.com/tetley_teafolk twitter.com/tetley_teafolk Tel: Tel: 0800387227 0800387227

GREEN GREEN

49 twitter.com/tetley_teafolk Tel: 0800387227 facebook.com/TheTetleyTeaFolk To find out more about Tetley go to: www.tetley.co.uk

GREEN

TEA BLACK

will be as popular as black tea By 2027 non-black tea

HERBAL FRUIT &

higher margin added value teas Take care not to drive prices down and leave room for Demonstrate value and give shoppers the confidence to buy.

Your customers' tastes are changing!

Beware Over Reliance on Black Tea TOP 4 BRANDS Total Scotland

Everyday tea sales volume %age share AC Nielsen 17.6.16

convenience stores. Black teas are currently over trading in

A R K ET 80

IMPU L

41%

13%

MS LA

LER PACKS

FOR MONEY

YO UR SHOPPERS

MAKE TEA WORK FOR YOU

SE 94.2%

AC Nielsen Scotland volume share 17.6.17

COME FROM THE

to put more products in their basket. can help sales across categories and encourage shoppers Linking products to an occasion e.g. breakfast or health,

margin teas missions and encourage trial of new higher Offer smaller pack sizes to cater to different shopper

SPECIALIT Y LAV EU

50%

DECAF

are attractive to shoppers With improved lifestyles, healthier sectors

I IPSN ER

TEA NON-BLACK

50%

and price confusion • Clean pricing is key to avoid shopper fatigue

of pack sizes to cater to different shopper missions Stock top brands in everyday black and include a mix for your store Stock the top sellers in each tea segment you select

also interested in new options bestsellers but don’t forget that shoppers are • Always allocate more freezer space for the

ultimately indulgent” to prepare whilst still being to it being quick and easy also a fantastic seller due “Chocolate Fudge Cake is

Education Ranging & Merchandising

Inspiration Occasions & Events

the right teas can boost sales and profits. Stock up on Scotland's favourite hot beverage -

ADDO FOOD GROUP ADDO ADDO FOOD FOOD GROUP GROUP

No1 No1 Brand Brand in in Convenience No1 Brand in** Convenience Convenience*

sectors in tea the growth HIGHER in Margins are

the interest in health and sales are strong. age range, the Tetley Super range taps into growth in tea sales and appeal to a broader of teas from the on trend segments to drive Complement your core range with a selection

2. 2. Right Right range range always always available available

2. Right rangeaccount always These categories for 70% These categories account foravailable 70% of of pastry pastry sales sales These categories account for 70% of pastry sales

3. Merchandise principles 3.. Merchandise Merchandise principles principles 3. Recommended Recommended

UK UK chilled chilled SAVOURY SAVOURY PASTRY PASTRY MARKET MARKET is is worth worth £1bn growing at UK chilled SAVOURY PASTRY £1bn and and growingMARKET at 1% 1% YoY YoY Y is worth £1bn and growing at 1% YoY

Merchandising Layout Recommended Merchandising Layout Merchandising Layout

Pasties  43% Pasties 43% and Slices 43% Pasties   and Slices

and Slices Savoury 28% Savoury 28% Rolls 28%  RollsSavoury RollsHot  13% Hot Pies Pies 13% 13% Hot 10% Pork PorkPies Pies  10% Pies  Pork Pies 4% Savoury 10% 4% Savoury  Eggs 4% Savoury  Eggs Eggs 2% Quiches 2% Quiches  2% Quiches  *Source IRI Marketplace 52 w/e 21/05/17 *Source IRI Marketplace 52 w/e 21/05/17 *Source IRI Marketplace 52 w/e 21/05/17

Contact us: For any category insight or sales enquiries please contact us Contact us: any category insight or sales enquiries please contact us on For 0115 986 6541 or contactus@addofoodgroup.com Contact us: any category insight or sales enquiries please contact us on For 0115 986 6541 or contactus@addofoodgroup.com on 0115 986 6541 or contactus@addofoodgroup.com 47

47 on 0115 986 6541 or contactus@addofoodgroup.com Contact us: For any category insight or sales enquiries please contact us

*Source IRI Marketplace 52 w/e 21/05/17

CHILLED MEATS MOY PARK p50,51

Convenience* No1 Brand in

Merchandising Layout Recommended

3. Merchandise principles

Pork Pie* No1 Branded

Share the goodness

EATING OCCASION FAVOURITES • Meal Centre Kievs, Steaks • Quick & Easy (kid driven) Bites, Goujons • Anytime Snacking Bites & Mini Fillets • Family ‘Treat’ Meal Portions, Bites, Mini Fillets

BASKET ANALYSIS • Frozen Potato Products • Fresh Vegetables • Tinned Beans

Top Green

Top Speciality

Fresh Chicken Among buyers/consumers, chicken is considered most suitable for evening meals as it’s seen as considerably more versatile than other meat/fish. Chicken and other white meats have taken on stronger growth as they are now seen as more healthy than red meats.

Worth: £1.55bn

Top Fruit & Herbal

£2.04bn and in growth +0.5%

Y-O-Y (WORTH +£9.8M)

Bought by

89.5% of UK households Worth: £56m BBQ is the fastest growing category at 17% YoY

PRIMARY

BBQ

MERCHANDISING TIPS

Moy Park produces Fresh Breaded chicken deliciousness. Chicken From fresh and breaded, Convenience Formats, to flavoursome Ready-To- Within the category grows through Cook chicken, Moy Park is existing shoppers buying more the convenient, versatile frequently. We expect shoppers to make 4 purchases a year, choice that appeals up 17% vs last year. to the whole family. Average preparation time of the main meal has been in long term decline, with only 28% of meals being entirely homemade. Shoppers are looking for meals which are easy and quick to prepare, but won’t sacrifice taste or quality. Products from across chicken categories are quick and easy to prepare and deliver on taste and quality.

With an average cooking time of 20-30 mins, Goujons and Bites cater to those busy parents looking for a quick dinner for the kids or a mid-week treat in front of the TV. At the other end of the demographic, Steaks and Kievs exist as a competent Meal Centre for older generations, in a variety of traditional flavours.

• The top 3 characteristics shoppers look for when they choose chicken products are Freshness, Price / Promotion and Portion Size

Fresh breaded chicken is worth

£279m and in growth +3.3%

Y-O-Y

Volume is growing

+2.0%

Bought by almost

50% of UK

• Consider merchandising for shopper missions, collating appropriate products for the Lunch or Dinner occasion • To take it a step further, include these items within Meal Deals or Meal Solutions to provide better value to the shopper • Point of Sale material can be used to indicate seasonality (e.g BBQ), show off new products, and inspire the shopper at fixture • Identify the “Hero’s” of your categories and ensure they are always available

households

FRESH CHICKEN CATEGORIES ADDED VALUE

Worth: £150m

READY TO COOK

With the “Roast in the Bag” format taking 83% of the category, consumers see the convenience, growing the category by 5.8% YoY

Worth: £198m A “No Touch, No Mess” solution for those Time Poor, Cash Rich customers

The poultry market operates across various categories. It is vital that retailers put processes in place to make sure each category is managed, providing consumers with the correct mix of branded products in order to drive sales.

Darrell May Head of Sales Convenience, Moy Park

SOURCE: KANTAR WORLDPANEL 52 W/E 21 MAY 17

FURTHER INFORMATION Telephone: 079 1939 2620 Email: hannan.sarwar@moypark.com or gb.convenienceenquiry@moypark.com www.moyparkchicken.com

208371 MP_Scottish Grocer Category Info Update July 17_AW.indd 2

26/07/2017 10:13

taste and quality. easy to prepare and deliver on chicken categories are quick and or quality. Products from across prepare, but won’t sacrifice taste which are easy and quick to Shoppers are looking for meals being entirely homemade. decline, with only 28% of meals main meal has been in long term Average preparation time of the

of traditional flavours. for older generations, in a variety exist as a competent Meal Centre demographic, Steaks and Kievs At the other end of the a mid-week treat in front of the TV. for a quick dinner for the kids or cater to those busy parents looking 20-30 mins, Goujons and Bites With an average cooking time of

to the whole family. up 17% vs last year. choice that appeals to make 4 purchases a year, the convenient, versatile frequently. We expect shoppers Cook chicken, Moy Park is existing shoppers buying more category grows through to flavoursome Ready-To- the Within Convenience Formats, From fresh and breaded, Chicken chicken deliciousness. Fresh Breaded Moy Park produces

households of UK

or gb.convenienceenquiry@moypark.com www.moyparkchicken.com Telephone: 079 1939 2620 Email: hannan.sarwar@moypark.com

50%

Bought by almost

+2.0%

Volume is growing

+3.3% and in growth £279m

Y-O-Y

chicken is worth Fresh breaded

are always available categories and ensure they • Identify the “Hero’s” of your shopper at fixture products, and inspire the (e.g BBQ), show off new used to indicate seasonality • Point of Sale material can be the shopper to provide better value to Meal Deals or Meal Solutions include these items within • To take it a step further, Dinner occasion products for the Lunch or collating appropriate for shopper missions, • Consider merchandising

FURTHER INFORMATION

SOURCE: KANTAR WORLDPANEL 52 W/E 21 MAY 17

branded products in order to drive sales. consumers with the correct mix of each category is managed, providing put processes in place to make sure various categories. It is vital that retailers The poultry market operates across

Poor, Cash Rich customers solution for those Time A “No Touch, No Mess”

the category by 5.8% YoY the convenience, growing category, consumers see format taking 83% of the With the “Roast in the Bag”

Worth: £198m

Worth: £150m

READY TO COOK

Portion Size Price / Promotion and products are Freshness, they choose chicken shoppers look for when • The top 3 characteristics

Moy Park Head of Sales Convenience, Darrell May

ADDED VALUE

CATEGORIES CHICKEN FRESH

MERCHANDISING TIPS

• Tinned Beans • Fresh Vegetables • Frozen Potato Products

Top Redbush

Top Black Decaf

Fresh chicken worth

Breast Fillet makes up 50% of the category, growing strongly at 3.3%

PRIMARY

Top Everyday Black

make up fD p34 and 35 Category Management.indd 2

Maximise space by stocking Maximise aximise your your space stocking Maximise yourMighty space by by The 5 stocking The Mighty 5 5 The Mighty

Addo your Chilled Savoury Pastry Solution Addo --- your your Chilled Chilled Savoury Savoury Pastry Pastry Solution Solution Addo 1. Ensure you understand the category 1. Ensure Ensure you you understand understand the the category category 1.

MORE SPACE FOR TEA

factor add a Wow with products that offering FRESH Keep your

Raspberry Pavlova such as C&W’s Lemon Meringue Pie or popularity thanks to baking TV programmes, lines that enjoy a bit of resurgence in • If space permits, it’s great to introduce

Stock the right products

No1 No1 Branded Branded * Pork Pie No1 Branded Pork Pie* Pork Pie*

Impulse AC Nielsen Unit ROS 17.6.17

will deliver more the key sectors TOP SKUs in

those events category uplift. Ensure you stock up for • Christmas and Easter sees the highest

so stocking the right products is essential For Convenience retailers freezer space is a premium

MERCHANDISING THAT MATTERS

Drivers Category

through impulse purchases” shoppers, driving sales “Meal Deals will tempt your

CHILLED FOODS

Grow your Grow your Chilled Chilled Savoury Savoury Pastry Pastry Sales Sales with... with...

TOP SELLING BRANDS CORE RANGE

Added value/PMP Balanced promotional plans

ensure a good variety in the freezer shoppers favourites always available and gateau are a must stock to keep the • A fruit based cheesecake and a chocolate

Increasing sales? It’s a piece of cake

OF TEA SALES

67%

of all desserts sold in convenience Together they account for more than 40%1 and Gateaux are the bestselling desserts. catch the shopper’s attention. Cheesecakes • Merchandise your bestsellers at eye level to

Increase your sales with promotions

£1bn and growing at 1% Y Yo oY oY UK chilled SAVOURY PASTRY MARKET is worth

(+22.3%)

TOP TOP 44 BRANDS BRANDS

2 KantarWPO;frozdessexcIC;Scottotdemogspendchsck;52w/e18.06.17

creative with displays to the shopping experience, be bold and • To make the freezer an attractive addition

1. Ensure you understand the category Addo - your Chilled Savoury Pastry Solution

TEA

TETLEY

1 KantarWPO;frozdessexcIC;totmktpend;52w/e18.06.17

01977 557 737

NEW

DRINKS BREAKFAST

Balanced promotional plans Balanced promotional plans Added value/PMP Added value/PMP

2 KantarWPO;frozdessexcIC;Scottotdemogspendchsck;52w/e18.06.17

+66.4%

Stock Stock up up on on Scotland's Scotland's favourite favourite hot hot beverage beverage -the the right right teas teas can can boost boost sales sales and and profits. profits.

• Merchandise your bestsellers at eye level to catch the shopper’s attention. Cheesecakes and Gateaux are the bestselling desserts. Together they account for more than 40%1 of all desserts sold in convenience

1 KantarWPO;frozdessexcIC;totmktpend;52w/e18.06.17

2% Quiches Eggs 4% Savoury 10% Pork Pies 13% Hot Pies Rolls 28% Savoury and Slices 43% Pasties

DRINKS SALES

67% OF TEA SALES

• To make the freezer an attractive addition to the shopping experience, be bold and creative with displays

find us in the free-zah

Frappuccino SKU best selling

4 STEPS TO COFFEE CHILLED

“Meal Deals will tempt your shoppers, driving sales through impulse purchases”

In such a small space it is important to keep freezers clear, tidy and well organised so consumers can easily see and pick up products • Clean pricing is key to avoid shopper fatigue and price confusion

kop-en-rath and vee-sah

STOCK DO YOU

BOOST

• Christmas and Easter sees the highest category uplift. Ensure you stock up for those events

Make the most of your space

more frozen desserts. and inspire consumers to purchase in a bid to reinvigorate the category is helping to shape the whole market in Convenience Coppenrath & Wiese As the leading frozen desserts brand

priced at RRP or below* to ensure we kept our customers loyal. around the legislation and how it affected them as smokers. We also made sure that we clearly displayed that we and minimise transaction times. Something else that helped inform the customers were the information cards We made sure that all our staff were fully trained on the brand variants so they could advise our customers

Contract price, including branding ........................................................................... 897 €/pcs -

• If space permits, it’s great to introduce lines that enjoy a bit of resurgence in popularity thanks to baking TV programmes, such as C&W’s Lemon Meringue Pie or Raspberry Pavlova

Increase your sales with promotions

on trend seeing an increase in spend of 21%1. category share in Scotland and are currently popular sector, now accounting for 24.2%2 Cheesecakes maintain its position as most and presents a huge opportunity for retailers. to see growth of +2.5%, worth circa £172m1 The frozen dessert category continues

WHAT IS YOUR ADVICE TO OTHER INDEPENDENT RETAILERS?

BEST

ESS…

• Always allocate more freezer space for the bestsellers but don’t forget that shoppers are also interested in new options

increase sales and introduce new products. Indulge the consumer with your meal ideas to normal shop, such as a frozen dessert. shopper to buy additional items to their • Meal Deal promotions encourage the

Pick your top selling lines and order an additional three outers of those – availability is key!

“

Make the most of your space

development. possible. We also keep training records that are signed by our employees so we can keep track of their Invest in staff training. With the help of our rep we make sure our customers receive the best service

L SPECIACE PRACTI

“Chocolate Fudge Cake is also a fantastic seller due to it being quick and easy to prepare whilst still being ultimately indulgent”

The frozen dessert category continues to see growth of +2.5%, worth circa £172m1 and presents a huge opportunity for retailers. Cheesecakes maintain its position as most popular sector, now accounting for 24.2%2 category share in Scotland and are currently on trend seeing an increase in spend of 21%1.

well organised so consumers can easily see and pick up products In such a small space it is important to keep freezers clear, tidy and

through increased footfall and basket spend. board and sticker. This fosters shopper loyalty and benefits us Avoid over pricing: always price at RRP or below* and communicate this clearly with a price

DARSH’S TOP TIPS FOR FUTURE SUCCESS

FO R SU CC

6 Crumpets

2 Range in order of priority

kop-en-rath and vee-sah

MAXIMISING THE TOBACCO CATEGORY IN A POST-STANDARDISED-MARKET

The UK’s No.1 Bakery Snacks product1

400g Wholemeal

Recommended Warburtons Must Stock Range

find us in the free-zah

remains a key driver in helping to achieve this. in all three stores and despite recent legislative developments they firmly believe the tobacco category next door to a large national convenience retailer. Their main business objective is to increase footfall Darsh & Rishi Patel own two stores in the Southampton area and have recently opened their third, located

800g Medium

5 The UK’s No.1 best selling loaf1

*For the avoidance of doubt, retailers are free at all times to determine the selling price of their products.

price marked packs were phasing out. competitively than independent stores, especially as would think that national retailers would price more retailers for it. I was also concerned that people with EUTPD II and standardised packaging, and blaming I was worried about customers being confused

800g Medium

The UK’s No.1 Sandwich Thin Brand1

To order new products, get the latest advice, or connect with your Territory Manager, visit:

STANDA SED …THRORDI KAG ING UGH EUTPAC PD II AND

best practice framework to partner for success moving forwards! concerns around the new legislation, and were determined to provide a Imperial understood that independent retailers like Darsh had legitimate

The UK’s No.1 Bakery Snacks product1

Bakery helps drive traffic and spend WHY BAKERY IS IMPORTANT FOR YOUR STORE

HOW IMPERIAL HELPED DARSH MANAGE THE TRANSITION…

6 Crumpets

The UK’s No.1 Wholemeal loaf1

Bakery shopper £8.37 vs C-store average £6.39. They also have a bigger basket size and visit more often.

400g Wholemeal

The UK’s No.1 best selling loaf1

W043_070717_Scottish_Grocer_DPS_Final.indd All Pages

,ataD esahcruP ,lenaPdlroW ratnaK.3 5102 PTC !MIH.2 71.60.71 e/w 25 selaS tinU ,egarevoC latoT ,ynapmoC nesleiN ehT.1 :ecruoS* 6102 ecnegilletnI reppohS.4 71.60.81 e/w25 ,tekraM yrekaB depparW latoT

BISCUITS

BASKET ANALYSIS

goodness Share the

Portions, Bites, Mini Fillets • Family ‘Treat’ Meal Bites & Mini Fillets • Anytime Snacking Bites, Goujons • Quick & Easy (kid driven) Kievs, Steaks • Meal Centre

FAVOURITES EATING OCCASION

strongly at 3.3% of the category, growing Breast Fillet makes up 50%

Worth: £1.55bn

healthy than red meats. as they are now seen as more have taken on stronger growth Chicken and other white meats versatile than other meat/fish. it’s seen as considerably more suitable for evening meals as chicken is considered most Among buyers/consumers,

Fresh Chicken

BBQ category at 17% YoY BBQ is the fastest growing

Worth: £56m

89.5%

of UK households Bought by

+0.5% and in growth £2.04bn

+£9.8M) (WORTH Y-O-Y

Fresh chicken worth

27/07/2017 15:33

BISCUITS

36 Pladis - SG - Emma.indd 1

26/07/2017 11:11

37 Pladis - SG - Emma.indd 2

26/07/2017 11:12

GROW BAKERY SALES WITH WARBURTONS The UK’s No. 1 Bakery Brand1

*Source: 1.The Nielsen Company, Total Coverage, Unit Sales 52 w/e 17.06.17 2.HIM! CTP 2015 3.Kantar WorldPanel, Purchase Data, Total Wrapped Bakery Market, 52w/e 18.06.17 4.Shopper Intelligence 2016

WHY BAKERY IS IMPORTANT FOR YOUR STORE Bakery helps drive traffic and spend

BAKERY IS THE NO. 1 MOST PURCHASED CATEGORY IN A CONVENIENCE STORE 2 In fact, 99.4% of UK households buy bakery.3

BREAD APPEARS ON MORE SHOPPING LISTS THAN ANY OTHER PRODUCT 4 As a highly planned purchase, bread drives footfall into store.

BAKERY SHOPPERS SPEND MORE 2 Bakery shopper £8.37 vs C-store average £6.39. They also have a bigger basket size and visit more often.

To order new products, get the latest advice, or connect with your Territory Manager, visit:

warburtons-trade.co.uk or call: 0800 953 5636

WarburtonsDPS - CG - linda.indd 1 W043_070717_Scottish_Grocer_DPS_Final.indd All Pages

26/07/2017 12:20

DRIVING Impulse Sales

“

TOP TIPS for Bakery Success

Warburtons have provided a range that works not only for our top-up customer, but we now have tasty

treats for those who buy on impulse.

”

Chris Gallacher Managing Director, Scotfresh

RIGHT RANGE • Give customers a choice of bread and non-bread products like crumpets, sandwich thins, bagels and wraps. AVAILABILITY • Give more space to your best sellers and ensure they remain available throughout the day. EASE OF NAVIGATION • Clearly signpost bakery and make it easy to ﬁnd. DRIVE IMPULSE SALES • Create secondary displays for products like crumpets and fruited bakery snacks in impulsive locations in store.

Recommended Warburtons Must Stock Range Range in order of priority

800g Toastie

400g Wholemeal

The UK’s No.1 best selling loaf1

8 Sliced White Rolls The UK’s No.1 Rolls1

WarburtonsDPS - CG - linda.indd 2

6 Crumpets

The UK’s No.1 Wholemeal loaf1

The UK’s No.1 Bakery Snacks product1

6 White Sandwich Thins The UK’s No.1 Sandwich Thin Brand1

800g Medium

The UK’s No.1 medium sliced loaf 2

26/07/2017 12:20 24/07/2017 10:55

PART

6 G N I R E N T R A P â&#x20AC;Ś S S E C C U S FO R

B E SIC PRACT T E SPECIA L

MAXIMISING THE TOBACCO CATEGORY IN A POST-STANDARDISED-MARKET Darsh & Rishi Patel own two stores in the Southampton area and have recently opened their third, located next door to a large national convenience retailer. Their main business objective is to increase footfall in all three stores and despite recent legislative developments they firmly believe the tobacco category remains a key driver in helping to achieve this.

WE ASKED DARSH ABOUT HIS CONCERNS AROUND THE NEW LEGISLATION... I was worried about customers being confused with EUTPD II and standardised packaging, and blaming retailers for it. I was also concerned that people would think that national retailers would price more competitively than independent stores, especially as price marked packs were phasing out. Imperial understood that independent retailers like Darsh had legitimate concerns around the new legislation, and were determined to provide a best practice framework to partner for success moving forwards!

QUALITY

Imperial - SG - Emma.indd 85023 PFS_Scottish Grocer 1DPS (Part 6)_AW.indd All Pages

BLEND

For Tobacco Traders Only

25/07/2017 15:32

HOW IMPERIAL HELPED DARSH MANAGE THE TRANSITION… What support did your Imperial Tobacco sales representative provide you with?

“

”

What actions did you take in store?

“

”

How did you help your consumers?

“

”

WHAT IS YOUR ADVICE TO OTHER INDEPENDENT RETAILERS? Continue to work with your Imperial Tobacco rep. You only need to make small changes in your store, but they can have a really positive impact.

DARSH’S TOP TIPS FOR FUTURE SUCCESS

1 2

Pick your top selling lines and order an additional three outers of those – availability is key!

Organise your stock room and make sure you label all stock so you can see what brands you have and what needs to be ordered to avoid mistakes.

Make sure you restock your gantry regularly. We find first thing in the morning and mid-afternoon after the lunch time rush works best.

D N A I I D P T U E H G U O …TH R R D I S E D PAC K AG I N G STAN DA *For the avoidance of doubt, retailers are free at all times to determine the selling price of their products.

www.imperial-trade.co.uk

Imperial - SG - Emma.indd 2

25/07/2017 19/07/2017 15:32 11:46

FROZEN DESSERTS

“Chocolate Fudge Cake is also a fantastic seller due to it being quick and easy to prepare whilst still being ultimately indulgent”

kop-en-rath and vee-sah find us in the free-zah 01977 557 737 42 Coppenrath - CG - Emma.indd 1

25/07/2017 15:35

No.1 frozen dessert in Convenience

Stock the right products For Convenience retailers freezer space is a premium so stocking the right products is essential • A fruit based cheesecake and a chocolate gateau are a must stock to keep the shoppers favourites always available and ensure a good variety in the freezer • Always allocate more freezer space for the bestsellers but don’t forget that shoppers are also interested in new options

• If space permits, it’s great to introduce lines that enjoy a bit of resurgence in popularity thanks to baking TV programmes, such as C&W’s Lemon Meringue Pie or Raspberry Pavlova • Christmas and Easter sees the highest category uplift. Ensure you stock up for those events

Increase your sales with promotions • Meal Deal promotions encourage the shopper to buy additional items to their normal shop, such as a frozen dessert. Indulge the consumer with your meal ideas to increase sales and introduce new products.

“Meal Deals will tempt your shoppers, driving sales through impulse purchases”

Make the most of your space In such a small space it is important to keep freezers clear, tidy and well organised so consumers can easily see and pick up products • Clean pricing is key to avoid shopper fatigue and price confusion • To make the freezer an attractive addition to the shopping experience, be bold and creative with displays

1 KantarWPO;frozdessexcIC;totmktpend;52w/e18.06.17

Coppenrath - CG - Emma.indd 2

2 KantarWPO;frozdessexcIC;Scottotdemogspendchsck;52w/e18.06.17

43 25/07/2017 15:35

DAIRY DRINKS

Medium - Professional Open Front Cooler:

Contract price, including branding ........................................................................... 897 €

Kids (+7.2%)

Breakfast (+62.1%)

Protein (+32%)

Horizontal LED-lightning integrated to the shelve Green refrigerant R290 Adjustable shelves with shelf talkers (3pcs) Starbucks ‘Wood’ design 16mm melamine MDF-board housing with logo a Backlighted Starbucks canopy plexi Electronic controller with display Night curtain Made in Finland /Spain

Premium (-20.5%)

Type AVO Wood 145-55 SB

Ltr capacity

Est. (TBC) Product Capacity

Shelves

143 Ltr

84-168

Free From (+3.3%) Everyday (-0.4%) Coffee (+22.3%)

CHILLED COFFEE

PROTEIN DRINKS

BREAKFAST DRINKS

BOOST

4 STEPS TO

DRINKS SALES BRAND

VALUE

YOY

Yazoo

£47.2m

+5.4%

Starbucks

£39.4m

+23.2%

Frijj

£38.1m

-10.5%

Weetabix

£18.7m

+66.4%

DO YOU STOCK 44 Arla - CG - Emma.indd 1 STA0017_Starbucks_Scottish_Grocer_Catergory_Spread_AW_V2.indd All Pages

25/07/2017 15:37

Cooler

.................. 897 â&#x201A;Ź/pcs

ated to the shelves

alkers (3pcs)

ousing with logo and text plexi ay

(TBC) oduct pacity

4-168

Shelves

Outer Dim. WxDxH

Temp.

Energy Consump.

Electricity

53x65x148,5cm

+1C to +7C

7,6 kWh/24h

230V

NEW

best selling value SKU

best selling Frappuccino SKU

45 Arla - CG - Emma.indd 2

25/07/2017 14:15 15:38 18/07/2017

CHILLED FOODS

ADDO FOOD GROUP ADDO FOOD GROUP ADDO FOOD GROUP ADDO FOOD GROUP

Grow your Chilled Savoury Grow your Chilled Savoury Grow yourSales Chilled Savoury Pastry with... Pastry Pastry Sales Sales with... with... No1 Branded No1 Brand in No1 Branded No1 Brand in * * Pork Pie Convenience No1 Branded No1 Brand in * * Pork Pie Convenience No1 Branded No1 Brand in * Pork Pie* Convenience * * Savoury Pork PieSolution Addo -Convenience your Chilled Pastry

Addo -- your Chilled Savoury Pastry Solution Addo your Chilled Savoury Pastry Solution 1. Ensure you understand the category Addo - your Chilled Savoury Pastry Solution 1. Ensure you understand the category 1. Ensure you understand the category UK chilled SAVOURY PASTRY MARKET is UK chilled SAVOURY PASTRY MARKET is worth worth 1. Ensure you understand the category £1bn and growingMARKET at 1% YoY UK chilled SAVOURY PASTRY is worth YoY £1bn and growingMARKET at 1% Y UK chilled SAVOURY PASTRY is worth £1bn and growing at 1% YoY £1bn and growing at 1% YoY

43% Pasties  43% Pasties  and Slices 43% Pasties 43% and Slices Pasties and Slices  28% Savoury 28% Savoury  and Slices Rolls 28% 28% RollsSavoury RollsSavoury  13% Hot 13% Hot Pies Pies  Rolls 13% Hot Pies 10% Pork Pies  10% Pork Pies  13% Hot Pies 10% Pork Pies 4% Savoury  4% Savoury  Pork Pies Eggs 4% Savoury 10% Eggs 4% Savoury Eggs  2% Quiches 2% Quiches  Eggs Quiches 2% 2%  Quiches

*Source IRI Marketplace 52 w/e 21/05/17 *Source IRI Marketplace 52 w/e 21/05/17 *Source IRI Marketplace 52 w/e 21/05/17

46 Addo - CG - Emma.indd 1

*Source IRI Marketplace 52 w/e 21/05/17

25/07/2017 15:50

Maximise your space by stocking Maximise aximise your space by stocking Maximise your space by stocking Mighty 5 MaximiseThe your space by stocking The Mighty 5 The Mighty 5 2. Right range always available The Mighty 5 2. Right range always available 2. Right range always available These categories account for 70% of pastry sales These categories foravailable 70% of pastry sales 2. Right rangeaccount always These categories account for 70% of pastry sales These categories account for 70% of pastry sales

3. Merchandise principles principles 3. . Merchandise 3. Merchandise principles Recommended Recommended 3. Merchandise principles Merchandising Layout Recommended Merchandising Layout Recommended Merchandising Layout Merchandising Layout

Contact us: For any category insight or sales enquiries please contact us Contact us: any category insight or sales enquiries please contact us on For 0115 986 6541 or contactus@addofoodgroup.com Contact us: For any category insight or sales enquiries please contact us on 0115 986 6541 or contactus@addofoodgroup.com Contact us: any category insight or sales enquiries please contact us on For 0115 986 6541 or contactus@addofoodgroup.com on 0115 986 6541 or contactus@addofoodgroup.com 47 Addo - CG - Emma.indd 2

25/07/2017 15:50

TEA

Stock Stock up up on on Scotland's Scotland's favourite favourite hot hot beverage beverage -the the right right teas teas can can boost boost sales sales and and profits. profits. Category Category Drivers Drivers Balanced promotional plans Balanced promotional plans Added value/PMP Added value/PMP

Occasions & Events Occasions & Events Inspiration Inspiration

Ranging & Merchandising Ranging & Merchandising Education Education

TOP TOP SELLING SELLING BRANDS BRANDS

67% OF TEA SALES OF TEA SALES

COME COME FROM FROM THE THE

41% 41%

TOP TOP 44 BRANDS BRANDS Total Scotland Total Scotland

13% 13%

7% 7%

AC Nielsen Scotland volume share 17.6.17 AC Nielsen Scotland volume share 17.6.17

Black Black teas teas are are currently currently over over trading trading in in convenience stores. convenience stores. Everyday tea sales volume %age share AC Nielsen 17.6.16 Everyday tea sales volume %age share AC Nielsen 17.6.16

NON-BLACK TEA TEA

BLACK TEA TEA

TOTO

Beware Beware Over Over Reliance Reliance on on Black Black Tea Tea

50% 50% 50% 50% NON-BLACK BLACK

6% 6%

LSE 94.2% IMPPU LSE 94.2% IM U A R K ET L M RKET 8800% TAAL MA % T

Your customers' tastes are changing! Your customers' tastes are changing!

By By 2027 2027 non-black non-black tea tea will will be be as as popular popular as as black black tea tea With With improved improved lifestyles, lifestyles, healthier healthier sectors sectors are attractive to shoppers are attractive to shoppers

CIALITY SPE Y SPECIALIT

FRUIT & FRUIT & HERBAL HERBAL AF DEC DECAF

GREEN GREEN

48 Tetley - CG - Emma.indd 1

26/07/2017 11:11

TOP TOP SELLERS SELLERS IN IN TEA TEA

Top Everyday Black Top Everyday Black

Top Speciality Top Speciality

Margins are Margins are HIGHER in HIGHER in the growth the growth sectors in tea sectors in tea

TOP SKUs in TOP SKUs in the key sectors the key sectors will deliver more will deliver more

Keep your Keep your offering FRESH offering FRESH with products that with products that add a Wow add a Wow factor factor

Top Black Decaf Top Black Decaf

Top Fruit & Herbal Top Fruit & Herbal

Top Redbush Top Redbush

Top Green Top Green

Impulse AC Nielsen Unit ROS 17.6.17 Impulse AC Nielsen Unit ROS 17.6.17

MERCHANDISING MERCHANDISING THAT THAT MATTERS MATTERS CORE CORE RANGE RANGE

MORE SPACE SPACE FOR FOR TEA TEA MORE

Demonstrate value and give shoppers the confidence to buy. Demonstrate shoppers the confidence Take care value not to and drivegive prices down and leave roomtoforbuy. Take care not to drive prices down and leave room for higher margin added value teas higher margin added value teas

INSINPSI PI RE RE

PACKS LEERR PACKS L

ONEY RM MONEY FO FOR

SMSAMA LL

VAVLAULU EE

MAKE MAKE TEA TEA WORK WORK FOR FOR YOU YOU UR SHOPPERS YOUR SHOPPERS YO

49 Tetley - CG - Emma.indd 2

26/07/2017 11:11

Share the goodness

Moy Park produces chicken deliciousness. From fresh and breaded, to flavoursome Ready-ToCook chicken, Moy Park is the convenient, versatile choice that appeals to the whole family. Average preparation time of the main meal has been in long term decline, with only 28% of meals being entirely homemade. Shoppers are looking for meals which are easy and quick to prepare, but wonâ&#x20AC;&#x2122;t sacrifice taste or quality. Products from across chicken categories are quick and easy to prepare and deliver on taste and quality.

Fresh Breaded Chicken Within Convenience Formats, the category grows through existing shoppers buying more frequently. We expect shoppers to make 4 purchases a year, up 17% vs last year. With an average cooking time of 20-30 mins, Goujons and Bites cater to those busy parents looking for a quick dinner for the kids or a mid-week treat in front of the TV. At the other end of the demographic, Steaks and Kievs exist as a competent Meal Centre for older generations, in a variety of traditional flavours.

Fresh breaded chicken is worth

ÂŁ279m and in growth +3.3%

Y-O-Y

Volume is growing

+2.0%

Bought by almost

50% of UK

households

50 MoyPark - CG - linda.indd 208371 MP_Scottish Grocer1Category Info Update July 17_AW.indd 2

27/07/2017 12:14

BASKET ANALYSIS • Frozen Potato Products • Fresh Vegetables • Tinned Beans

Worth: £1.55bn

Fresh chicken worth

£2.04bn and in growth +0.5%

Y-O-Y (WORTH +£9.8M)

Bought by

89.5% of UK households

Breast Fillet makes up 50% of the category, growing strongly at 3.3%

Worth: £56m BBQ is the fastest growing category at 17% YoY

PRIMARY

BBQ

MERCHANDISING TIPS • The top 3 characteristics shoppers look for when they choose chicken products are Freshness, Price / Promotion and Portion Size • Consider merchandising for shopper missions, collating appropriate products for the Lunch or Dinner occasion • To take it a step further, include these items within Meal Deals or Meal Solutions to provide better value to the shopper • Point of Sale material can be used to indicate seasonality (e.g BBQ), show off new products, and inspire the shopper at fixture • Identify the “Hero’s” of your categories and ensure they are always available

FRESH CHICKEN CATEGORIES ADDED VALUE READY TO COOK

Worth: £198m A “No Touch, No Mess” solution for those Time Poor, Cash Rich customers

Worth: £150m With the “Roast in the Bag” format taking 83% of the category, consumers see the convenience, growing the category by 5.8% YoY

Darrell May Head of Sales Convenience, Moy Park

SOURCE: KANTAR WORLDPANEL 52 W/E 21 MAY 17

FURTHER INFORMATION Telephone: 079 1939 2620 Email: hannan.sarwar@moypark.com or gb.convenienceenquiry@moypark.com www.moyparkchicken.com

51 MoyPark - CG - linda.indd 2

27/07/2017 26/07/2017 12:14 10:13

FASCIA & FRANCHISE

CONTENTS SGF Advert_A4 edit.pdf

20/12/2016

COSTCUTTER

16:33

Reason

We Help You Fight Back 75% of people now shop at Aldi or Lidl.

*Nielsen 2016

We’re here to help you win back your customers. Our competitive prices and range of 10,000 lines deliver great margins for you and great value for your shoppers.*

Discover more reasons for us to talk… Call 01904 486 543

p53

Reasons to talk

or visit www.costcuttersupermarketsgroup.com

to talk Reasons

6102 nesleiN*

Call 01904 486 543 for us to talk… Discover more reasons

your shoppers.* deliver great margins for you and great value for Our competitive prices and range of 10,000 lines We’re here to help you win back your customers. 75% of people now shop at Aldi or Lidl.

Fight Back We Help You Y

NISA

JOIN US NOW FOR A 2017

The complete package

p54,55

Nisa recently launched its new Store of the Future 2 Evolution format, offering a greater degree of flexibility to retailers and moving towards a more modular development format which accommodates the individual demographic and shopping missions of the store. Nisa provides a complete retail support package which comprises a strong retail focussed team, an enhanced category management system, a bespoke staff training facility under the Retail Academy banner, and a comprehensive marketing package incorporating bespoke leaflets, point of sale material and national advertising. Nisa’s flexible model provides

Nisa’s flexible model provides material and national advertising. bespoke leaflets, point of sale marketing package incorporating banner, and a comprehensive under the Retail Academy a bespoke staff training facility category management system, focussed team, an enhanced comprises a strong retail retail support package which Nisa provides a complete missions of the store. demographic and shopping accommodates the individual development format which moving towards a more modular of flexibility to retailers and format, offering a greater degree Store of the Future 2 Evolution Nisa recently launched its new fascia. under their own independent retailer can also choose to trade the Nisa brand. Alternatively, a benefiting from the strength of true local identity whilst also a member can maintain their Loco and dual branded whereby fascias: Nisa Local, Nisa Extra, operate under four symbol Retailers have the option to independent retail members. means it is owned by its mutual style company which convenience sector as it is a Nisa Retail is unique in the

its retailers with an unbeatable breadth of range comprising over 13,000 SKUs, to ensure they can provide a single destination shop for all their customers’ needs. This is supported by Nisa’s award winning own label range, Heritage, which provides retailers with over 800 SKUs which have been reformulated and repackaged to ensure they offer great quality products at affordable prices. This commitment to value and quality saw Nisa secure the accolade of Symbol Fresh Produce Retailer of the Year in 2016, affirming Nisa as the symbol group of choice for fresh produce. This is all delivered by Nisa’s industry leading supply chain which retailers can trust with an impressive 99.9% of deliveries made on the day and 95% successfully made on time. Nisa has its own insight team which allows Nisa retailers to truly understand their customers and their market place enabling them to modify their offer to match the ‘local’ demographic. Retailers can then use this insight in conjunction with Nisa’s category management service to create bespoke planograms, layouts and propositions within their individual sites.

WITH NISA, IT’S GOING VERY WELL. ITS RANGE IS UNPARALLELED SO I CAN COVER ALL THE BASES

The process to join the Nisa group is made as stress free as possible through the enhanced member website and the support that retailers receive from the skilled and trained inhouse staff across all areas of the joining process. Complete the form on www.join-nisa.co.uk/ contact-us to join or contact our friendly development department on 0800 542 7490.

Nisa provides a comprehensive support structure which retailers are encouraged to utilise to ensure they continue to push their business forward. Support comprises a strong field team covering retail development managers and regional retail managers, in addition to fresh food development managers, who encourage retailers to

To find out why joining Nisa is as easy as 1-2-3 visit www.join-nisa.co.uk as 1-2-3 visit www.join-nisa.co.uk To find out why joining Nisa is as easy

12522_NISAtradePress_Pinkies_2017_A4_AW02.indd 1

of the Retail Academy which retailers can take advantage Through Nisa membership their individual sites. layouts and propositions within to create bespoke planograms, category management service insight in conjunction with Nisa’s Retailers can then use this match the ‘local’ demographic. them to modify their offer to and their market place enabling truly understand their customers which allows Nisa retailers to Nisa has its own insight team

have provided the opportunity to stock more what it was looking for. New customers

radio network for their store. provides retailers with a strong as a personalised Nisa FM which and community news, as well include local offers, local events to personalise the leaflets to leaflets, allowing members package incorporating bespoke a comprehensive marketing Nisa provides retailers with possible customer service. and to help provide the best ensure their morale remains high solution to develop their staff, to provides a complete training

frozen needs on one delivery. • A best in class forecourt package with a dedicated forecourt team. • Free Membership of the ACS.

competitive as I could be. to pick from at a cost which made me as

to retailers.” at all for availability and the way it delivers

For that, I needed a large range of products help cater for both old and new customers.

so I know what it’s like, and I can’t fault Nisa days later. I came from the wholesale sector,

when I bought the shop. This was largely to “We’ve been Nisa members since day one

place orders online and they turn up two Ordering is simple and fully automated – we

p56,57

Join Londis today and watch your profits grow

• Free Membership of the ACS. forecourt team. package with a dedicated • A best in class forecourt frozen needs on one delivery.

knowledge, range optimisation with smart planning, local area tonight solutions. Combine this produce ranges and meal-forincluding fresh food-to-go, fresh over 1,250 fresh and chilled lines, industry leading fresh offer with weekly basis. We provide an the Top selling 300 lines on a competitive by price checking ensure our prices are the most at the right prices. We aim to the right range of products Londis offers true value with food and drink wholesaler.

NEW

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Be part of the success and call us today! Call 0808 178 8644 and quote ‘JOIN 05’ or visit joinlondis.co.uk or visit joinlondis.co.uk Call 0808 178 8644 and quote ‘JOIN 05’ Be part of the success and call us today!

Fascia & Franchise 2016 // 17

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A new and LOWER Londis that’s A LOWER cost cost Londis that’s SIMPLER to do business with

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all your ambient, fresh and • Tri Temperature fleet delivering Development teams. Store Development and Retail • Support from our dedicated support. and FREE store point of sale • Free Promotion Leaflets every 4 weeks • Market leading promotions Webshop). ordering system (Londis • A best in class online web Shopper and Farm Fresh. ranges Euro Shopper, Happy • Award winning own brand with over 1,250 lines. • Award winning Fresh range Tobacco) on all purchases (Excludes • Loyalty discounts of up to 4% • Competitive cost of goods. • Free Membership include: The benefits of the Londis offer convenience market. in today’s rapidly expanding help them compete and succeed leading supply chain service to store development advice and a ranges, strong promotions, better pricing, market leading Londis supports retailers with nationally recognised brand, As well as the strength of a shopping, close to their home. all they need in convenience provide local communities with with its independent retailers to UK. Londis works in partnership over 1,850 members across the convenience store brands with one of the UK’s leading symbol and drink wholesaler and is Group, the UK’s leading food ondis is part of the Booker

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locally. them to grow their business Retail Partners and supporting and service for our Independent on delivering Better Choice, Price extra £21k. We continue to focus our retailers Make and Save an Save More and in 2016 helped our retailers Make More and We are committed to helping more cash profit. efficient business that makes can be turned into a highly in merchandising, so any store and the symbol group’s expertise

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SIMPLER to do business with A LOWER cost Londis that’s

watch your profits grow Join Londis today and Londis Crianlarich Bryan Craig

my store!” great range just right for competitive pricing and a

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SPAR

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A new and LOWER Londis that’s A LOWER cost cost Londis that’s SIMPLER to do business with Be part of the success and call us today! A LOWER cost ‘JOIN Londis Call 0808 178 8644 and quote 05’ or visit joinlondis.co.uk

Range:

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“Londis provides a fantastic “Londis has helped me package. It’sprofits helpedwith me increase my increase my pricing profits, and so a competitive I’m happy!” great range just right for my store!”

and the symbol group’s expertise in merchandising, so any store can be turned into a highly efficient business that makes more cash profit. We are committed to helping our retailers Make More and Save More and in 2016 helped our retailers Make and Save an extra £21k. We continue to focus on delivering Better Choice, Price and service for our Independent Retail Partners and supporting them to grow their business locally.

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COVER ALL THE BASES UNPARALLELED SO I CAN VERY WELL. ITS RANGE IS WITH NISA, IT’S GOING

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Colin Smith NISA MEMBER SINCE 2014

sure I was giving the existing customer base the store already stocked. I wanted to make I married Nisa’s suggested range with what

causes throughout the UK. million to charities and good which in 2016 donated over £1.4 a Difference Locally charity, local area through Nisa’s Making to support good causes in their and as such its retailers are able community involvement is key, Finally, Nisa knows that their stores and proposition. members to further develop managers who help Nisa category, and store development make the most of this important

food and drink wholesaler. Londis offers true value with the right range of products at the right prices. We aim to ensure our prices are the most competitive by price checking the Top selling 300 lines on a weekly basis. We provide an industry leading fresh offer with over 1,250 fresh and chilled lines, including fresh food-to-go, fresh produce ranges and meal-fortonight solutions. Combine this with smart planning, local area knowledge, range optimisation

Londis is a flexible symbol partner that has a fully delivered service and support package to suit ambitious independent Scottish retailers with stores from 500 sq ft. up to 2000 sq ft. As a new Londis retailer you will benefit from partnering with Booker Group, the UK’s leading

FREE

27/03/2017 17:37

indulgent lines.

department on 0800 542 7490. our friendly development contact-us to join or contact form on www.join-nisa.co.uk/ joining process. Complete the house staff across all areas of the from the skilled and trained insupport that retailers receive member website and the possible through the enhanced group is made as stress free as The process to join the Nisa

who encourage retailers to food development managers, managers, in addition to fresh managers and regional retail covering retail development comprises a strong field team their business forward. Support ensure they continue to push are encouraged to utilise to support structure which retailers Nisa provides a comprehensive

95% successfully made on time. deliveries made on the day and with an impressive 99.9% of chain which retailers can trust by Nisa’s industry leading supply fresh produce. This is all delivered as the symbol group of choice for the Year in 2016, affirming Nisa Symbol Fresh Produce Retailer of saw Nisa secure the accolade of commitment to value and quality at affordable prices. This offer great quality products and repackaged to ensure they which have been reformulated retailers with over 800 SKUs range, Heritage, which provides Nisa’s award winning own label needs. This is supported by shop for all their customers’ can provide a single destination over 13,000 SKUs, to ensure they breadth of range comprising its retailers with an unbeatable

Join Londis today and watch your profits grow Membership

Colin Smith NISA MEMBER SINCE 2014

indulgent lines.

Make More and Save More with Londis

Bryan Craig Bryan Craig Londis Crianlarich

to retailers.”

I married Nisa’s suggested range with what the store already stocked. I wanted to make sure I was giving the existing customer base

ondis is part of the Booker Group, the UK’s leading food and drink wholesaler and is one of the UK’s leading symbol convenience store brands with over 1,850 members across the UK. Londis works in partnership with its independent retailers to provide local communities with all they need in convenience shopping, close to their home. As well as the strength of a nationally recognised brand, Londis supports retailers with better pricing, market leading ranges, strong promotions, store development advice and a leading supply chain service to help them compete and succeed in today’s rapidly expanding convenience market. The benefits of the Londis offer include: • Free Membership • Competitive cost of goods. • Loyalty discounts of up to 4% on all purchases (Excludes Tobacco) • Award winning Fresh range with over 1,250 lines. • Award winning own brand ranges Euro Shopper, Happy Shopper and Farm Fresh. • A best in class online web ordering system (Londis Webshop). • Market leading promotions every 4 weeks • Free Promotion Leaflets and FREE store point of sale support. • Support from our dedicated Store Development and Retail Development teams. • Tri Temperature fleet delivering all your ambient, fresh and

13,000

skus enhanced with 100’s of promotions

Ordering is simple and fully automated – we place orders online and they turn up two days later. I came from the wholesale sector, so I know what it’s like, and I can’t fault Nisa at all for availability and the way it delivers

competitive as I could be.

what it was looking for. New customers have provided the opportunity to stock more

Through Nisa membership retailers can take advantage of the Retail Academy which

LONDIS

Range: “

Product range of

“We’ve been Nisa members since day one when I bought the shop. This was largely to help cater for both old and new customers. For that, I needed a large range of products to pick from at a cost which made me as

Join the winning team! Supported locally by the largest Scottish based sales team in the symbol sector! s, our busines knew to expand premises, and looking the ional size of We were ling the nt profess for us choice quadrup need significa obvious been we would was the received has . SPAR store's we have support tions. The support ts and and the our expecta d all forecas can ds they way beyond has exceede standar ance e. perform ers know the the entranc Maybole our custom SPAR above Connolly , SPAR with Brian expect

Heavyweight national advertising campaigns plus leaflets and distribution in your local area Multi award-winning own brand range - 1000 products New enhanced package including lower cost prices and additional margin opportunities through over-riders on all purchases (exc. Tobacco products)

Speak to us today

* Subject to terms and conditions. Maximum amount available for store development £20,000. £2,500 membership fee saving based on higher tier.

www.spar.co.uk/joinspar

p58,59

email: recruitment@sparscotland.co.uk or call Marketing on 01382 512000

www.spar.co.uk www.spar.co uk

www.facebook.com/ SPARintheUK

@SPARintheUK

Channel: SPAR UK

.spar.co.uk

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or call Marketing on 01382 512000 email: recruitment@sparscotland.co.uk

us today Speak to www.spar.co.uk/joinspar

expect Brian with our custom SPAR above Connolly , SPAR Maybole the entranc perform ers know the e. ance standar way beyond has exceede ds they our expecta d all forecas can and the ts and support tions. The support we have store's . SPAR was the received has we would been obvious quadrup need significa choice for us nt profess ling the We were size of ional the looking to expand premises, and our busines knew s,

FAMILY SHOPPER & PREMIER

p60,61

* Subject to terms and conditions. Maximum amount available for store development £20,000. £2,500 membership fee saving based on higher tier.

based sales team in the symbol sector! Supported locally by the largest Scottish

(exc. Tobacco products) margin opportunities through over-riders on all purchases New enhanced package including lower cost prices and additional Multi award-winning own brand range - 1000 products

Footfall, sales and profits are up!

Unique discount format Simple to run & operate High cash profit

“I love the simplicity of operating a Family Shopper. It offers my shoppers the best of convenience in a discount format, where they really can get bargains everyday. Having a rationalised range, that still offers choice at low prices, means I run an efficient store and eases my cash flow. Plus the Booker team supports you every step of the way.”

“Premier understand my business needs, and are always there to support and help grow my business.” Mandeep Singh, Sheffield.

Mr Kumar, Glynneath.

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Mr Kumar, Glynneath. Mandeep Singh, Sheffield.

you every step of the way.” my cash flow. Plus the Booker team supports prices, means I run an efficient store and eases rationalised range, that still offers choice at low really can get bargains everyday. Having a convenience in a discount format, where they Shopper. It offers my shoppers the best of “I love the simplicity of operating a Family

High cash profit Simple to run & operate Unique discount format

XTRA LOCAL & BEST-ONE p62,63

help grow my business.” and are always there to support and “Premier understand my business needs,

profits are up!

Facing up to a new era SYMBOL stores have played a critical role in the growth of the convenience sector in recent years. As they have recruited more and more independent retailers to their ranks, the different groups have worked to improve range distribution of products, forging close collaborative working relationships with suppliers and brand owners and significantly improved promotional programmes. This last year has seen the number of stores in the symbol segment back in growth after a step back in 2015-16. As unaffiliated independent retailers seek to develop their offer in an increasingly competitive market, these stores typically providing a key recruiting ground. Over the next pages some of the country’s leading fascia and franchise groups seize the opportunity to tell Scottish retailers what they offer. Different retailers will have their own requirements that must be satisfied, but what are some of the general questions they should be asking these firms? • What are the costs of a symbol membership or franchise deal? Are there

simple membership fees? Are there other costs relating to the operation of the symbol or franchise system? • If you join a particular group will you be required to carry out a refit? If so, will the group help in some way with the costs? • What does the fascia or franchise operation provide in terms of signage (exterior and interior)? • How competitively priced is the symbol wholesaler? • Does the symbol group have business development managers and merchandisers who make regular visits to retailers to advise on ranging, sales and marketing? • How well does the firm perform in terms of fresh produce and chilled foods? • How well does the fascia or franchise operation understand the Scottish market? Can it supply you directly with lines that are important to Scottish shoppers? • Does the symbol organisation have a good range of own-label lines? • Is the fascia brand well-known and well-regarded by shoppers?” Does it advertise on TV or in local media? • How compelling is the fascia or franchise group’s promotional activity?

52 make up fD p52 Fascia and Franchise.indd 1

27/07/2017 15:09

Reason

We Help You Fight Back 75% of people now shop at Aldi or Lidl.

*Nielsen 2016

Weâ&#x20AC;&#x2122;re here to help you win back your customers. Our competitive prices and range of 10,000 lines deliver great margins for you and great value for your shoppers.*

Discover more reasons for us to talkâ&#x20AC;Ś Call 01904 486 543

Reasons to talk

or visit www.costcuttersupermarketsgroup.com

Costcutter - CG - linda.indd 1

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The complete package

Nisa Retail is unique in the convenience sector as it is a mutual style company which means it is owned by its independent retail members. Retailers have the option to operate under four symbol fascias: Nisa Local, Nisa Extra, Loco and dual branded whereby a member can maintain their true local identity whilst also benefiting from the strength of the Nisa brand. Alternatively, a retailer can also choose to trade under their own independent fascia. Nisa recently launched its new Store of the Future 2 Evolution format, offering a greater degree of flexibility to retailers and moving towards a more modular development format which accommodates the individual demographic and shopping missions of the store. Nisa provides a complete retail support package which comprises a strong retail focussed team, an enhanced category management system, a bespoke staff training facility under the Retail Academy banner, and a comprehensive marketing package incorporating bespoke leaflets, point of sale material and national advertising. Nisa’s flexible model provides

Nisa - SG - Emma.indd 1

provides a complete training solution to develop their staff, to ensure their morale remains high and to help provide the best possible customer service. Nisa provides retailers with a comprehensive marketing package incorporating bespoke leaflets, allowing members to personalise the leaflets to include local offers, local events and community news, as well as a personalised Nisa FM which provides retailers with a strong radio network for their store. Nisa provides a comprehensive support structure which retailers are encouraged to utilise to ensure they continue to push their business forward. Support comprises a strong field team covering retail development managers and regional retail managers, in addition to fresh food development managers, who encourage retailers to

make the most of this important category, and store development managers who help Nisa members to further develop their stores and proposition. Finally, Nisa knows that community involvement is key, and as such its retailers are able to support good causes in their local area through Nisa’s Making a Difference Locally charity, which in 2016 donated over £1.4 million to charities and good causes throughout the UK. The process to join the Nisa group is made as stress free as possible through the enhanced member website and the support that retailers receive from the skilled and trained inhouse staff across all areas of the joining process. Complete the form on www.join-nisa.co.uk/ contact-us to join or contact our friendly development department on 0800 542 7490.

Through Nisa membership retailers can take advantage of the Retail Academy which

27/07/2017 10:04

1252

JOIN US NOW FOR A 2017

WITH NISA, IT’S GOING VERY WELL. ITS RANGE IS UNPARALLELED SO I CAN COVER ALL THE BASES “We’ve been Nisa members since day one when I bought the shop. This was largely to help cater for both old and new customers. For that, I needed a large range of products to pick from at a cost which made me as competitive as I could be.

I married Nisa’s suggested range with what the store already stocked. I wanted to make sure I was giving the existing customer base what it was looking for. New customers have provided the opportunity to stock more indulgent lines.

Colin Smith

Range: “ Product range of

13,000

skus enhanced with 100’s of promotions

NISA MEMBER SINCE 2014

To find out why joining Nisa is as easy as 1-2-3 visit www.join-nisa.co.uk Nisa - SG - Emma.indd 2 12522_NISAtradePress_Pinkies_2017_A4_AW02.indd 1

27/07/2017 10:04 27/03/2017 17:37

Londis provides a fantastic Londis has helped me package. It’sprofits helpedwith me ncrease my ncrease my pricing profits, and so a competitive ’m happy!” great range just right for my store!”

Make More and Save More with Londis

ryan Craig Craig ryan ondis Crianlarich

frozen needs on one delivery. • A best in class forecourt package with a dedicated forecourt team. • Free Membership of the ACS. Londis is a flexible symbol partner that has a fully delivered service and support package to suit ambitious independent Scottish retailers with stores from 500 sq ft. up to 2000 sq ft. As a new Londis retailer you will benefit from partnering with Booker Group, the UK’s leading

Join Londis today and watch your profits grow FREE

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Fascia & Franchise 2016 // 17

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25/07/2017 21/07/2017 16:01 17:23 21/10/2016 10:26

Join the winning team! Supported locally by the largest Scottish based sales team in the symbol sector! s, usines b r u ew o , and kn xpand s e e o s i t g m n e i re look f the pr ssional We we ing the size o fe o r us pl ant pr u c r fi d i a oice fo n u g h i c q s s d u e o ld ne obvi been we wou PAR was the received has t. S re's ve suppor t we ha tions. The sto and r o p p u es asts ecta and th ur exp ll forec y can o a d d n e o d y e the way be nce has exce ndards . a t s a e m h nce perfor mers know t e entra AR Maybole h t o e t s v o u y , SP R ab our c Connoll ith SPA n w ia t r c B e exp

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CJ Laing - CG - Emma.indd 1

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Up to £20,000* to make your store a great SPAR store Save £2,500* in membership fees in your first year Free full project management of store development Free inclusion in the new store induction scheme & participation within the fresh food sales project Free market leading training Bespoke advertising support package to launch your new SPAR store Heavyweight national advertising campaigns plus leaflets and distribution in your local area Multi award-winning own brand range - 1000 products New enhanced package including lower cost prices and additional margin opportunities through over-riders on all purchases (exc. Tobacco products)

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* Subject to terms and conditions. Maximum amount available for store development £20,000. £2,500 membership fee saving based on higher tier.

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CJ Laing - CG - Emma.indd 2

25/07/2017 16:03

Unique discount format Simple to run & operate High cash profit

â&#x20AC;&#x153;I love the simplicity of operating a Family Shopper. It offers my shoppers the best of convenience in a discount format, where they really can get bargains everyday. Having a rationalised range, that still offers choice at low prices, means I run an efficient store and eases my cash flow. Plus the Booker team supports you every step of the way.â&#x20AC;? Mr Kumar, Glynneath.

Simply building sales & profits for you Call Family Shopper today:

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The Convenience Guide Scotland is a special supplement produced by: Scottish Grocer, The Albus, 110 Brook Street, Glasgow, G40 3AP | Tel: 0141 567 6000 Email: scottishgrocer@peeblesmedia.com www.scottishgrocer.co.uk

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