Scottish Grocer Convenience Guide 2018 by Peebles Media Group

2018/19

THE CONVENIENCE GUIDE SCOTLAND Insight & advice for convenience retailers ConvenienceGuide2018/19_Covers.indd 2

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On the journey together

in Scotland

From Dumfries in the south to Thurso in the north, and from Kyle of Lochalsh in the west to Duns in the east, JET’s network of independent Scottish forecourts is going from strength to strength. In Scotland alone, we supply over 1 billion litres of fuel every year to independent dealers, other oil companies, hypermarkets, major resellers, and commercial and marine customers.

“JET stands out as the retailer undercutting the non-supermarket sector by 1ppl on petrol and 2ppl on diesel.” Source – Forecourt Trader, August 2017

Call us on 020 7822 4900 or email connect2jet@p66.com; what we offer might surprise you.

020 7822 4900

W jetlocal.co.uk E connect2jet@p66.com JourneywithJET @JETPetrol

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31/07/2018 31/07/2018 12:29 09:55

CONTENTS

18 16

5 6

THE CONVENIENCE GUIDE Welcome to a retailers’ resource

INNOVATION 12 FUELLING A new solution that offers forecourt retailers a helping hand

CASH IN THE FUTURE

ATM provider YourCash considers what the future may hold for cash machines in convenience

EMBRACE THE TECHNOLOGY

Taking a look at the latest that modern EPOS can offer

BUYING OR SELLING?

FOOD TO GO FEVER

THE RIGHT SIDE OF THE LAW

CATEGORY MANAGEMENT

STAYING PROTECTED

FASCIA & FRANCHISE

Commercial property specialist Christie & Co has advice for retailers on both sides of the market

Licensing expert Audrey Junner provides some guidance on personal licences ahead of 2019’s deadline

What to look out for when purchasing forecourt insurance

New opportunities for retailers of all experience with plenty of flavours both simple and exotic

Top brands in Scottish convenience provide an overview on their category, offering merchandising advice and more

Catching up with the symbol leaders and franchises supporting Scottish stores 3

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31/07/2018 14:15

, d n a Sc o t l

g n i w o r g t s e t s Here's your fa ! * d n a r b e n i w Top 10

SCOTLAND'S #1 AUSSIE PINOT GRIGIO*

SCOTLAND'S #1 SHIRAZ*

SCOTLAND'S #1 AUSSIE MERLOT*

COMING SOON!

*IRI SIG BWS Scotland - [yt] growing +29.3% val v YA. Top ten still wine brands MAT value sales YOY to 23/06/2018 Thank

Casella - CG - Emma.indd 1

31/07/2018 12:29

INTRODUCTION

Striving to create even better stores Scottish Grocer editor Matthew Lynas invites retailers to make use of the insights in this year’s Convenience Guide BY anyone’s measure, it is an exciting time in convenience retailing. Last year’s flurry of boardroom dealings brought about changes still to be fully understood and many retailers now find themselves facing a whole new set of prospects for the future. Undoubtedly there are plenty of challenges on the horizon, with everything from Brexit to obesity-focused legislation holding the potential to make life difficult for the convenience sector, but there are plenty of reasons to be optimistic too. Independent retailing has undergone some fairly remarkable changes since Scottish Grocer first introduced its annual Convenience Guide in 2015. Since then many stores have jumped into food to go with both feet, while others have embraced new technology, making use of data to better tailor their offer.

Scottish Grocer editor Matthew Lynas.

It’s encouraging to see, and testament to an aspirational attitude that can be found in stores across Scotland. To assist retailers in their pursuit of success, this fourth edition of the Convenience Guide covers a lot of ground, with something for just about everyone. Things kick off with a look to the future of ATMs and the potential improvements technological advances in this area could offer stores. There’s expert advice from

Some of the biggest brands in retail have provided category management advice.

commercial property experts for retailers who may be looking to buy or sell a store, as well as some expert licensing guidance that’s well worth a read for anyone selling alcohol. Forecourt retailers are not to be left out, with tips on keeping sites protected as well as a look at some exciting innovation that could improve the shopping experience for fuel customers. Our contributing experts also weigh in on EPOS and some

bread and bakery, chilled foods, crisps, dairy drinks, frozen desserts, microwave snacks, RTDs, tea, and tobacco. Among the companies taking part in this year’s category management guide are Marstons, Pladis, Warburtons, Addo Food Group, Seabrook, Muller, Coppenrath & Wiese, Kepak, Global Brands, Tetley, and Imperial Tobacco. The third section of 2018’s Convenience Guide is about

of the latest kit on offer at the till, as well as food to go, with solutions for stores at different stages of development in this area. Section two of the Convenience Guide covers category management, an area of retailing that can be make or break when it comes to basket spend. Leading brands have weighed in with category management advice, providing retailers with their most up to date strategies for boosting sales. Categories covered in this year’s guide are: ale, biscuits,

as relevant as it could ever be, as leading fascia and franchise operators provide an overview of their offer to independent stores. With so many changes in suppliers and company ownership last year, there can’t be a better time to take a look at just what symbol groups and franchise providers can do for you. This year’s fascia and franchise section of the guide includes contributions from Family Shopper, United Wholesale Scotland (UWS), Bestway, Nisa, Post Office, One Stop, and Costcutter.

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ATMs with YourCash

The age of change: ATMs of the future Independent ATM provider YourCash considers the c-store of the future and the rise of the smart ATM THE retail market is a constantly evolving beast. Gone are the days when every high street had a butcher, baker, hardware store and a cobbler, but increasingly these different businesses can be found under one roof, the aptly named convenience store. The days of c-stores only providing everyday essentials are gone, and the convenience store has evolved quite spectacularly into a community hub, offering services that 40 years ago would have taken up five or six shop fronts. The smart and savvy convenience retailer is fully aware of the power that ad-

Smart retailers know the power that additional services bring to their customers, says YourCash.

ditional services bring to their customers and are now looking to post-millennials, those aged 18-25-year olds, as a window into the future. In short, we need to look to this group to begin to advance the retail environment. Their mantra is ‘quick and easy’; this suits their time poor lifestyles and they will look for ways to shop to accommodate that. They are less price conscious than over 25-year olds, will happily shop wherever is convenient and their lack of store loyalty suggests that the retail convenience market will need to cater for this change in buyer behaviour, ensuring they capture as well as retain their future customers. With this change in buyer behaviour comes the dawn of change for the retailer. How many stores already offer locally grown fruit and veg, locally sourced meat, locally brewed beer, grab and go meals, fresh coffee or freshly baked bread and pastries? That’s just the starting point. The local convenience store is fast becoming a community mainstay, offering additional services including parcel collection and drop off. They’re also offering Post Office services, bill payment facilities and access to cash via an ATM. So, in some respects, the retail market is already preparing for the influence of the post-millennial. However, the tech savvy post-millennials will be drawn to smart ways to buy and retailers will start to see a change in their customer demographics. From the introduction of self-serve tills, contactless payments and interactive displays – retailers are already lending themselves to attract the younger audience. But this isn’t solely the responsibility of the retailer – their suppliers have to step up to the plate as well, but are they? As an ATM provider, YourCash is aware of this change in mentality and with that comes the need for ATMs to be smarter. Contactless ATMs already exist, as do

Contactless ATMs and ATMs that scan barcodes to dispense cash without card could land in c-stores.

ATMs that scan barcodes that will instruct the ATM to dispense cash, without a card. But what does the future hold for the ATM in the retail space? Will the ATM offer an all-in-one solution for buying travel and concert tickets, booking hotels or paying bills? Well, it’s not quite as revolutionary as you might think. The majority of these concepts are either already available in other European countries or in development, and with the appetite of the ATM designers to create ATM screens that emulate smartphones, it’s safe to say that the cash machines of the future aren’t too far away. Post-millennials are the new customer focus for the retailer going forward, as they will drive the retail store of the future. They have high expectations of their retail shopping experience and this does, and will, include their convenience experience. They will seek better products, fair prices, meaningful shopping experiences and improved services. With their busy lifestyles the retail market will need to evolve, but it must be in partnership with their suppliers. So, is it feasible? Definitely.

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COMMERCIAL PROPERTY with Christie & Co

A business worth buying WHILE the convenience market continues to be a lucrative and growing sector, competition is rife. For independents to stand out from the crowd, increase, and maintain their value and keep profits high it is important to understand how to maximise your offer. For those looking to sell, planning an exit strategy can take some years to build up to achieve the highest value possible. Here are some things to consider. • Before undertaking any changes, seek advice from a professional agent. They can give you an honest insight on the current market and provide advice on the right time to sell, plus what expectations buyers will have so that you can prepare. Knowing who to target, how to frame your business, what your USPs are and what your business is worth are all things professional business property advisers can help with. • Are you selling freehold or leasehold? Knowing the difference and what is most

tion versus the amount of important to address for added value it will give the these two kinds of sales property, but even a lick can better focus your efof paint and replacing the forts when looking to build lighting can make a real difa high value business. ference to the look of your For freehold sales the lostore. cation and development First impressions are evepotential of the properrything when buyers come ty can make a real impact, to view so small cosmetic whereas for a leasehold changes can make a big imsale these things are improvement if done well. Toportant but highlighting day’s market remains very the management informadiverse, with opportunities tion and showing good 12 for both buyers and sellers month EPOS data can reassure a buyer that a retail Dan Arrandale, director for retail at alike at all levels. From high yielding, quality business can thrive in this Christie & Co. fitted c-stores to the underenvironment. performing assets offering a glint of poAdditionally from a leasehold point of tential that offer buyers a cost-effective view, having detailed financial accounts to route to market. hand can validate the amount of rent you Whether you are an owner or buyer we are asking for. are here to assist, so please feel free to get • Consider giving your site a revamp – it in touch. is important to assess the cost of renova-

Local people. Local price. Local shop.

Christie & Co is a specialist property adviser in the retail, hospitality, leisure, care, childcare and medical sectors. With offices across the UK, we focus on advisory, consultancy, valuation services, brokerage and can provide access to finance across our key sectors. Business. Built around you.

CONSULTANCY DEVELOPMENT FINANCE INSURANCE INVESTMENT TRANSACTIONS VALUATION

christie.com 020 7227 0700

8 NEW p8&9 property and legal.indd 1

31/07/2018 14:17

LICENSING with Miller Samuel Hill Brown

It’s about to get personal this to the Licensing Board with your renewal NEXT year marks a decade since the first application will also satisfy the refresher personal licences were issued. This makes training notification. 2019 an important year as an estimated 50,000 A consultation has also just been launched personal licenceholders will have to take key proposing a fee of £50. steps to ensure their licences remain valid and Despite pleas from the trade and local their ability to act as a premises manager is councillors the deadlines are however unlikely not threatened. to change so 31 May should be marked on As the legislation stands at the moment, calendars in very bold red pen. where a personal licence came into effect on 1 Training courses are likely to book up very September 2009, the holder must: quickly and certificates may take some • Submit a renewal application supported by time to be issued. With only three months a training qualification no later than 31 May between this last lodging date and the expiry 2019. of personal licences the already stretched • Complete refresher training against a resources of Licensing Boards will be under deadline of 31 August 2019. immense pressure. There are also impending • Provide the Licensing Board with evidence changes regarding immigration checks and of refresher training no later than 30 November Audrey Junner, partner, Miller the declaration of spent convictions which, if 2019. Samuel Hill Brown. introduced, could spell disaster on the horizon. There is confusion among stakeholders The Hill Brown Licensing advice is to get ahead of the pack. regarding what training has to be produced, what happens if Check the expiry date on all staff personal licences now, pay deadlines are missed, what the application form will look like very close attention to the press and get the ball rolling in and how much it will all cost. your business as soon as official announcements are made. As a result the Government is seeking to clarify matters. The only way to escape the meltdown is to be ahead of it. If Initial indications are that the appropriate course for your you need any assistance or find yourself in hot water please renewal application is the Scottish Certificate for Personal contact our specialist team who will be delighted to help. Licenceholders (Refresher) or the SCPLHR and producing

YOU’LL FIND THEM ALL IN OUR BASKET SOLICITORS SPECIALISING IN LICENSING LAW FOR OVER 60 YEARS Give us a call to chat more about what you’re looking for: we’d be happy to help.

www.mshblicensing.com 9 NEW p8&9 property and legal.indd 2

31/07/2018 14:17

FORECOURT INSURANCE with Forum

All the cover you could ever need Forecourts have evolved in recent years, but what hasn’t changed is the need for insurance. Amish Mamtora, director of specialist forecourt insurance broker Forum Insurance outlines the coverage essentials for retailers. WITH over 28 years of experience protecting forecourts and retail premises, we like to think of ourselves as one of the UK’s leading brokers specialising in petrol station insurance. We understand that because these businesses are naturally at a greater risk than many other retail premises, fuel 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 these companies to protect themselves against. Our comprehensive insurance products ensure that you’re covered in the unfortunate event you have to make a claim. Convenience remains the watchword in forecourt design, and that’s how we’ve designed our insurance offering. First steps The first step in protecting any petrol station forecourt is solid insurance cover and we ensure you are correctly covered for: • Business interruption • Commercial legal expenses • Employers liability • Money theft • Personal accident for employees • Property • Public liability • Stock in open • Stock including fuel • Target stock We also appreciate that petrol station insurance may not always be at the forefront of a business owner’s priorities. That’s why we have made the process of getting suitable cover easy. By coming to us for your financial protection, you can rest assured you’ll get a policy that meets all of your needs. We take the hard work and complexity out of the process and provide independent, professional advice. We appreciate that a traditional fore-

court business may now be visited for a loaf of bread as opposed to just a fuel purchase. “We have to be mindful that the greatest forecourt risks remain the threat of fires, fuel leaks, vehicle collisions and thefts, but we are now designing bespoke covers

We appreciate a traditional forecourt may now be visited for a loaf of bread as opposed to just fuel. to take into consideration the retail side of things such as higher limits for stock in open, money theft and personal accident cover for employees.” Free e-book for retailers Forum Insurance has created an e-book with some fascinating facts about the his-

tory of filling stations. Take a look at the big changes that have swept through petrol forecourts over the decades and delve into some of the important safety improvements that have been made. Please visit foruminsurance.com to download your freecopy of the publication.

Independent retailers may focus on their forecourt store, but fuel still presents the biggest safety risk on site.

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FORUM INSURANCE

WANT TO GET INSURED? Call Us Today

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Amish Mamtora Director amish@foruminsurance.com +44 (0) 203 371 2930

LOCATION

Sai Maa House 181 Kenton Road London Middlesex HA3 0EY

0208 909 2899 info@foruminsurance.com www.foruminsurance.com

Forum Insurance is a trading name of Forum Finance Limited which is authorised and regulated by the Financial Conduct Authority. ForumInsurance - CG - linda.indd 1

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FORECOURT SOLUTIONS with Griphero

GripHero has the forecourt covered New hand-protection solution is convenient, waste reducing, and provides consumers with the confidence to purchase food from the forecourt FOOD to go has been a revolutionary force in forecourt retailing over the last few years but, with more consumers considering a bite when fuelling up, hygiene has never been more vital. That’s where GripHero comes in, a new fuel nozzle mounted hand-protection dispenser that’s been designed with hygiene at the pumps in mind. Interest in GripHero has been on the rise following research which revealed almost three quarters of drivers would make larger grocery purchases at the forecourt if they knew they could keep their hands clean after filling up. With the average fuel pump nozzle hosting around 11,000 times as much bacteria as a typical toilet seat, and given that four out of five consumers struggle to find disposable hand-protection on the forecourt,

there are plenty of reasons for independent forecourt retailers to consider cleanliness at their site. Since launching earlier this year, GripHero has already secured interest from over 6,000 forecourts across Europe. The GripHero dispenser offers an antistatic, recyclable hand-protection that is fully compliant with ATEX equipment directives – the regulations covering equipment and protective systems intended for use in potentially explosive atmospheres. In passing the extensive ATEX tests, GripHero becomes the only hand-protection dispenser that has been approved for use in the forecourt refuelling zone. Fitted to the nozzle itself, GripHero has been designed to be effortless both for members of the public to use, and for forecourt retailers to install, maintain and

GripHero is compliant with safety regulations covering equipment for use in potentially explosive atmospheres.

GripHero hand-protection dispensers attach to the fuel pump to offer a convenient hygiene solution.

refill. Unlike other dispensers GripHero dispenses only one piece at a time, reducing waste and the likelihood that customers will ever have to refuel without having on the spot access to hand-protection. Chartered mechanical engineer Oli Yeo, the designer behind GripHero, commented on his forecourt hygiene solution: “GripHero has been created to put the health and wellbeing of the customer at the heart of the forecourt, both in the prevention of biological and chemical contamination from the nozzle, and the prevention of potential ignition caused by static from standard gloves in the refuelling zone. “Our research shows that 76% of drivers would be more likely to use a forecourt with hand-protection on every nozzle handle than a nearby forecourt without this service. We can only guess what this figure might be if the public realised that their forecourt of choice had hand-protection that eliminated the potential for ignition at the fuel pump caused by static discharge.”

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Pricing Schedule

Get a grip on loyal customers and increased store sales Make hand-protection effortless And cure one of life’s major frustrations… Dirty, sticky, smelly hands

Revolutionising Forecourt Hand‐Protection Learn just how important forecourt hygiene and hand‐protection is to motorists at…

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18ATEX0328

.COM 31/07/2018 12:28

Established locally...

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.

Gulf - Emma.indd 1 N400--CG Forecourt Trader advertising DPS 0718_P2.indd All Pages

31/07/2018 12:27

...recognised globally • 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 Gulf today on

0345 456 6300

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31/07/2018 12:27 22/06/2018 12:38:18

EPOS with PayPoint

Finding the heart of your store Payment services and EPOS firm PayPoint explains how the latest technology can be a major footfall driver for convenience retailers WHY do customers come back time and time again? While motivations do vary between individuals, we know that providing excellent customer service is key to the overall success of the independent retailing sector. According to HIM’s CTP data, the top three footfall drivers are “friendly and helpful staff”, “speed of service”, and “local staff who know me”. People like people and they remember a good experience. So much so that, conversely, they avoid places that have given them bad experiences like long and painful queues. So how can convenience retailers make sure that they are remembered for all the right reasons? Technology – in the form of an effective till payment system – can drive better customer service and help retailers to make a lasting, and positive, impression. Whether people are buying milk or paying an electricity bill, the experience needs to be simple, smooth and quick. Electronic Point of Sale (EPoS) is more than just a way to make customers happy; it is a superb way for retailers to manage stock inventory and enter sales information. EPoS can sit at the heart of your store; allowing retailers to manage their business and focus on delivering great customer service. To help store owners to play an active role in their communities, PayPoint One offers advanced, future-proof technology with EPoS Pro and their app. This system helps store owners to confidently and conveniently manage all aspects of their stores; both in the

store and on the road. Used to its fullest extent, EPoS Pro can be at the core of managing a store effectively. It is one of the most advanced EPoS systems available and comes loaded with features and services. With this technology retailers can connect multiple tills and take advantage of a cloud storage system. This means retailers don’t have to manually input multiple sets of sales data and combine them. PayPoint One EPoS Pro will automatically combine them, freeing store owners from laborious accounting tasks and allowing them to focus on delivering the best customer experience possible, while building the best store possible. Not only does this save store owners time it will also provide greater accuracy. Errors at the till will become a thing of the past. Using EPoS Pro to help run the store also provides much improved stock management. As soon as a delivery arrives it is automatically added into your inventory, eliminating the need to manually input the data, freeing retailers to focus their efforts where they see fit. To help our retailers manage their stores on the move, EPoS Pro with PayPoint One comes with a feature rich app. This realtime app gives store owners increased oversight and visibility over their store; at all times and no matter where they are. Imagine being at the cash and carry and being notified that stock of a popular product is running low. This app makes that a reality and means that store owners are better informed on inventory and can respond to customer demand.

Imagine being at the cash and carry and being notified that stock of a popular product is running low. This app makes that a reality and means that store owners are better informed on inventory and can respond to customer demand.

PayPoint One EPoS offers a broad range of benefits.

Retailers will be able to see which products are performing well and which aren’t and make better, more informed decisions. This greater level of control means that wastage should also become a thing of the past. Store owners can see exactly how many units of each item has been sold - informing purchasing decisions and reducing unnecessary purchases of products that don’t sell and go to waste. At the same time, retailers can minimise shrinkage. According to the Global Retail Theft Barometer 2016, this includes 39% employee theft and 38% shoplifting. If you can identify vulnerable items, you can take steps to protect and secure them. This control can be a powerful way to support a store’s profitability and bottom line. Profitability was a key factor behind the development of the EPoS Pro product suite as Emma Allen, head of retail products at PayPoint explained: “We are confident that our technology can help retailers to find new efficiencies and be more profitable in what they do.” Convenience retail is about helping people live their busy lives; whether that’s the service you provide, stocking the items customers really want, or finding the time to be friendly and supportive. Loyalty is born from great customer experiences and EPoS can help you get there.

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Insightful reports to help you manage your product offering

Manage your store on the go with our mobile app

k in e r l bl lie aila pp av su w no

Fastest growing EPoS platform in the UK

No upfront hardware investment

Get more out of your business with PayPoint One Visit paypoint.com or talk to your local Territory Development Manager

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31/07/2018 12:27 04/06/2018 10:21:29

FOOD TO GO with Lomond The Wholesale Food Co.

Go bold with food to go WHETHER it’s a satisfying bacon roll on the way to work, a tasty sandwich or a sweet treat to go with your afternoon coffee, demand for food to go has never been so high – but as we all know, competition is fierce. It is therefore vital that independent retailers stand out from the crowd with high-quality, affordable food-to-go options that can rival even the most sophisti-

cated high street operator. To help retailers fight back against the big names in food to go on the high street, Lomond The Wholesale Food Co. has created a range of enticing hot and cold products that are ideal for independents. For entry-level retailers, there is a baguette range packed full of classics such as tuna mayo and firecracker chicken and rocket, that comes complete with a stepby-step guide on how to put them together – with images of each stage, nutritional data and essential allergen information. Lomond also has a more advanced range offering sandwiches inspired by international cuisine. “We want to encourage our customers to use the very best ingredients on the market to create foodto-go products that are well presented, healthy and on-trend,” said Sam Henderson, managing director at Lomond. And that’s not all. Lomond is now launching a fully cooked hot range for retailers aiming to blow away the competition, offering everything from sizzling breakfast

options such as breakfast pizza twists and Scottish muffins with sausage pattie and egg, to farm-to-fork burgers, pulled meats and a fantastic wing and rib concept. “At Lomond, we’re always thinking ahead to ensure you can exceed customers’ expectations,” said Sam. “Our products deliver on the things that matter most: price and quality. So, with 70% of the UK population having bought lunch on the go in the past month, what are you waiting for?”

Delivering the WOW factor With Scotland’s most innovative food-to-go solutions, we’re the one-stop shop delivering the highest quality ambient, chilled and frozen goods all over Scotland.

Get in touch

0141 353 6777 www.lomondwholesale.co.uk 18 p18 lomond.indd 1

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CATEGORY MANAGEMENT

Category management can make a big difference to bottom lines in the competitive c-store environment

Make the most of every square inch

IN an increasingly competitive marketplace, retailers must make effective use of every inch of their store, which is why category management is so important to the independent sector. And there’s far more to it than bread at the back and impulse by the tills, with effective category management achieving a number of goals that – when well executed – should lead to an improvement in store performance. Covering not just where different products are placed in store, category management should include recognition of how different brands and pack formats will block together on shelf in a way that is both eye catching and easy to shop. Retailers engaged in category management must consider the flow of their store. Where are the food-to-go counters in relation to the soft drink chiller? How quickly can a customer’s eyes be turned to a tasty dessert after picking up a meal for the evening? What category might pair well with a new range of teas? When thinking of flow, the store should

motional stock or NPD. be easy for customers to navigate, but While there is certainly plenty to considnot without points of interruption. Retailer, retailers don’t have to go it alone with ers may wish to consider where in store both brands and symbol groups offering would be the best place to catch a custheir advice in the shape of planograms. tomer’s attention with additional stacks, Detailed suggestions about how proddisplay bins and hanging product areucts should be arranged in each category as, without overly bombarding them and can be a real gift to busy retailers, but that making for an unpleasant shopping expeshouldn’t come at the expense of local rience. knowledge either. Points of interruption can also be an effective way of incorporating secGood retailers know their customers and ondary siting of can incorporate the advice offered by top sellers, making them a key catebrands and suppliers without losing the gory management charm of an independent store. weapon in the independent retailer’s Good retailers know their customers arsenal. and can incorporate the advice offered by While there is the potential for Scottish brands and suppliers, without losing the Government intervention later in the year bespoke charm of a well managed indewhich may lead to stricter rules on what pendent c-store. products can be displayed and where, for Over the next 22 pages, some of the bigthe time being retailers still have a fair set gest brands in convenience retailing have of tools available to them when it comes offered their advice on how retailers can to driving impulse sales. effectively manage categories across And it’s not just the most impulsive cattheir store, with a number of insights that egories that can benefit from effective are well worth considering. category management, grocery staples like bread and milk, chilled, fresh produce, ready meals and frozen can all gain from a bit of attention. Whatever the category, visibility is crucial which is why retailers should take care to make sure each SKU is in its place, whether that means moving high-margin products to an eye-level shelf, or stocking an Impulsive categories are ripe for secondary siting at various spots in store. end bay with pro-

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31/07/2018 14:20

ALE

MUST STOCK ITEMS

MCEWAN’S EXPORT: THE NO.1 CANNED ALE IN SCOTLAND* MCEWAN’S CHAMPION: THE NO.1 BESTSELLING BOTTLED ALE IN SCOTLAND* *IRI BWS Outlets Scotland, litre sales data ending 4w/e 26 May, 18

www.mcewans.co.uk

mcewansbeers

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31/07/2018 12:37

WHO IS YOUR ALE SHOPPER?

Craft PBA Speciality

YOUNGER

Ale over indexes amongst older shoppers, with 72% of ale shoppers aged 45+

Craft

Canned Ale PBA World Beer Classic Lager

MERCHANDISING BY STYLE WHAT SHOPPERS THINK IS THE MOST IMPORTANT INFORMATION

Mainstream Premium Lager

MORE AFFLUENT

Ensure of mix of Amber, Gold and Dark across both Bottled and Canned Ales. Try to merchandise these by style where possible.

80%

STYLE

15% BREWER

6% LOCATION

10% 8%

PBA

ABV

CAN

21%

AMBER

GOLDEN

DARK

IPA

50%

10%

4% OTHER

40%

CONSUMER MOTIVATIONS

WHAT MOTIVATES ALE SHOPPERS TO TRY NEW OR DIFFERENT ALES? 62%

7 IN 10 ALE DRINKERS ARE CLASSIFIED AS ‘EXPERIMENTAL SHOPPERS’

TOP TIPS

Like to try different styles of Ale/like to try different beer colours

51%

In store promotions (e.g. 3 for £5)

37%

It’s brewed locally

35%

Recommendation from a friend/relative

34%

It’s an attractive or interesting bottle label (e.g. imagery, design, use of colour etc)

32%

It’s an Ale from a brand I already recognise/purchase

29%

ABV (strength of Ale)

10%

Premium bottled Ale sales value growth year on year in the convenience channel

Range a variety of pack formats to cater for different shopper missions. Stock of mix of Amber, Gold & Dark Ales in both Bottle and Can pack formats. Make use of promotions to increase weight of purchase and encourage experimentation.

Eureka! MBC Ale Drinker Survey 2018 Kantar WPO 2018 IRI Value Sales 2018

21 Martsons - CG - Emma.indd 2

31/07/2018 12/07/2018 12:26 19:42

BISCUITS

2017

AWARD WINNING!

*Based on 12we Store Trails 22 Pladis - CG - Emma.indd 1

31/07/2018 12:36

Scottish planogram

TOP 30 SCOTTISH BEST SELLERS

Twix Bar Caramel 9 x 23g

Lyons Toffypops Toffee 120g

Cadbury Time Out Milk Choc 6 x 21g

Lyons Viscount Choc / Mint 7 x 14g

Oatcakes

McVitieâ&#x20AC;&#x2122;s Nibbles Caramel / Milk Choc 80g / 120g

23 Pladis - CG - Emma.indd 2

31/07/2018 12:26

BREAD & BAKERY

GROW BAKERY SALES WITH WARBURTONS The UKâ&#x20AC;&#x2122;s No. 1 Bakery Brand1

*Source: 1. The Nielsen Company, Total Coverage, Unit Sales, 52 w/e 16.06.18 2. Kantar Worldpanel 52 w/e 28.01.18 3. Kantar World Panel, 52 w/e 17.06.18 4. Shopper Intelligence 2016 5. HIM! CTP 2015

BAKERY HELPS DRIVE TRAFFIC AND SPEND TO YOUR STORE

BAKERY IS ONE OF THE MOST PURCHASED CATEGORIES IN A CONVENIENCE STORE2

BREAD APPEARS ON MORE SHOPPING LISTS THAN ANY OTHER PRODUCT 4

BAKERY SHOPPERS SPEND MORE 5

In fact, 99.6% of UK households buy bakery.3

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

They 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

24 Warburtons - CG - Emma.indd 1 W067_030718_Scottish_Grocer_Convenience Store_Guide_July_18_V1.indd 1

31/07/2018 12:37

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 and bagels. 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

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

6 Plain Thin Bagels UK’s No.1 thin bagel product1

25 Warburtons - CG - Emma.indd 2

31/07/2018 12:25 11/07/2018 12:06

CHILLED FOOD

Grow your

Chilled Savoury Pastry Sales NO 1 BRANDED PORK PIE IN UK*

NO 1 BRAND IN CONVENIENCE*

26 ADDO - CG - Emma.indd 1 ADO_Convenience_News_DPS 2.indd All Pages

31/07/2018 12:38

ADDO – YOUR CHILLED SAVOURY PASTRY SOLUTION Understand the category! The UK Chilled Savoury Pastry market is worth £1.1bn and growing +1% YoY. In the Convenience sector the market is worth £85m

Savoury Eggs 4% Pork Pies

Quiche 2% Pasties & Slices

10% Hot Pies

44%

13% 27% Rolls

MAXIMISE YOUR SPACE WITH THE MAGNIFICENT SEVEN Stocking these seven SKUs is the best way to make the most of chiller space and, most importantly, boost sales.

BRAND PLANS THAT EXCITE AND REWARD CUSTOMERS Everyone loves something for free. And that’s exactly what every customer gets who buy special packs of Pork Farms and Wall’s this summer.

*Source: IRI Marketplace 22nd April 2018

For any category insight or sales enquiries, please contact us on 0115 986 6541 or email contactus@addofoodgroup.com 27 ADDO - CG - Emma.indd 2

31/07/2018 10/07/2018 12:25 12:20

CRISPS

Growth that’s worth paying attention to When it comes to managing the crisp category, Seabrook has the sales growth to keep the tills ringing in convenience THE total crisps, snacks, nuts and popcorn category is currently worth over £3 billion. Snacks are the fastest growing area, followed by nuts and crisps, while popcorn falls into decline. As people’s lifestyles continue to get busier, many consumers now have less time to dedicate to eating sit-down meals, and are looking for more convenient ways to fill up. As a result, consumption of snack-like foods is on the rise. Yorkshire-based Seabrook Crisps is a brand which has taken full advantage of this ongoing trend, and retailers would be wise to make sure the brand features prominently on their crisp fixture. Data shows that Seabrook Crinkle is growing well ahead of the market. In the past 12 weeks, the total crisp market value was up 4.9% and Seabrook Crinkle Cut value increased by 8.8%. Total market volume change for Seabrook Crinkle was +11% vs. the total crisp market volume change of +4.1%. In the past four weeks, Seabrook’s Crinkle Cut has seen the fastest growth of all

Sales figures reveal Seabrook enjoying solid growth.

the main brands, including Walkers, McCoys, and Kettle Chips. Jon Wood, commercial director at Seabrook Crisps, said: “Seabrook Crisps’ consumer penetration is +12.2% and continues to increase both inside and outside our heartland. “It’s a great sign that all our brand investment is working and driving brand growth. Our multi-media campaign which includes TV, radio, digital, PR, social media and blogger engagement is obviously having the desired effect and raising the profile of the brand amongst existing and new customers alike.” Seabrook Crisps recently joined forces with Alton Towers Resort as the exclusive savoury snacks partner for the theme park’s ground-breaking new Wicker Man rollercoaster. The deal, which Alton Towers Resort is promoting with a national multimillion pound marketing campaign, has seen Seabrook reach a broader audience than ever before. As part of the deal, retailers are benefiting from an on-pack promotion giving shoppers two for one entry to Alton Towers worth up to £55 per pack. The brand also unveiled a new limited edition flavour, Fiery Woodsmoked BBQ, to mark the launch of the new ride. Jon Wood continued: “The Alton Towers on-pack promotion has generated considerable consumer interest and driven both impulse and planned purchases as consumers look to save on visiting Britain’s Greatest Escape. “Wicker Man is the UK’s first wooden rollercoaster to be built in over 20 years and joins an amazing line-up of worldclass attractions. “We’re delighted to be involved in the biggest piece of theme park news in 2018. Alton Towers Resort has something for everyone from young families to seasoned thrill seekers and our brand is certainly benefitting from access to such a wide audience.”

Seabrook reckons its PMPs offer value for money.

In 2018 Seabrook Crisps also introduced new reduced case sizes across its range of single 31.8g bags from 48 single pack cases to 32 and 24 cases. The brand also added a new £1 PMP 6 x 25g packs to its range, available as a variety pack containing two each of Sea Salted, Salt and Vinegar and Cheese and Onion. Seabrook Crisps has a nationwide listing in Booker for the PMPs and the 32 and 24 cases. Jon Wood said: “We’re committed to supporting our customers and providing value and opportunities for retailers to drive sales wherever possible, and we think the new PMPs and reduced case sizes are great ways of doing this. “The PMPs offer great value for money and a choice of popular flavour variants, and the reduced case sizes will boost profits for retailers by reducing stockholding and improving cash flow. Smaller cases mean less cash is tied up in stock, and retailers will be able to manage their stock more efficiently.”

28 p28 Seabrook.indd 1

31/07/2018 14:20

Seabrook - CG - Emma.indd 1

31/07/2018 12:24

DAIRY DRINKS

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STOCK UP NOW 30 Muller - CG - Emma.indd 1

31/07/2018 16:59

BUTTERS & SPREADS

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Muller - CG - Emma.indd 2

31/07/2018 16:59

FROZEN DESSERTS

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.

“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 is worth circa £172m1 and presents a huge opportunity for retailers. Cheesecakes maintains its position as most popular sector, accounting for 21.9%2 category share in Scotland whilst Tarts are on trend seeing an increase in spend of 24.2%1

Find out more about C&W: 01977 55 77 37 info@coppenrath-wiese.com www.coppenrath-wiese.com

32 Coppenrath - CG - Emma.indd 1

31/07/2018 12:39

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 see the highest category uplifts. 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 clean, tidy and well organised so consumers can easily see and pick up products • Clear 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/e17.06.18

• Merchandise your bestsellers at eye level to catch the shopper’s attention. Cheesecakes and Gateaux are the most popular categories; together they account for more than 48% of all desserts sold in Convenience3.

2 KantarWPO;frozdessexcIC;Scottotdemogvolchsck;52w/e17.06.18

3 KantarWPO;frozdessexcIC;totconvspend;52w/e17.06.18

33 Coppenrath - CG - Emma.indd 2

31/07/2018 12:23

MICROWAVE SNACKS

34 Kepak - CG - Emma.indd 1

31/07/2018 15:11

35 Kepak - CG - Emma.indd 2

31/07/2018 15:12

RTDs

36 Global Brands - CG - Emma.indd 1

31/07/2018 12:40

ENGAGE GENERATION Z

37 Global Brands - CG - Emma.indd 2

31/07/2018 12:22

TEA

38 TetleyTea - CG - linda.indd 1

31/07/2018 12:41

39 TetleyTea - CG - linda.indd 2

31/07/2018 12:21

TOBACCO

Imperial Tobacco: Innovation that’s ‘plain’ to see Although tobacco sales remain robust and the category continues to play a vital role in attracting consumers to convenience stores, last May’s significant legislative changes have certainly impacted the tobacco landscape. Chris Street, Head of Sales and Marketing at Imperial Tobacco, comments: “Retailer advocacy has become more important than ever in a dark market with standardised packs. This means the crucial nature of developing strong relationships between reps and retailers has come to the fore, in addition to the importance of attractive retailer award programs like Imperial’s ignite.”

Crushball Superkings. Both launches are in recognition of the continued popularity of the crushball (capsule) sector, which now stands at over 14%1 of the overall factory made cigarette (FMC) market.” Meanwhile, Imperial’s commitment to high quality at affordable prices continued with a price freeze on the L&B Blue range, with an RRP2 of £8 for a packet of 20 cigarettes across the Real Blue, Bright Blue and Crushball SKUs (both King Size and Superkings).

Continued product innovation is also vital to retaining customer engagement and Imperial is focused on achieving that. The onset of EUTPD II legislation does not restrict manufacturers from bringing new products to market and as Street highlights: “August will see two further additions to Imperial’s burgeoning crushball range, JPS Player’s Superkings Crushball and L&B Blue Ice

Illegal Tobacco Unfortunately, the new regulations have also brought with them a spike in illicit tobacco activity. Imperial remains the only UK tobacco manufacturer with a dedicated field-based Antiillicit Trade (AIT) team, and has now launched the unique Suspect it? Report it! app (SARA for short) too – which has enjoyed huge initial success. Street explains: “Before SARA launched, we were averaging between 10 and 20 illegal tobacco reports per month2. In the month since SARA launched, that number rose to over 100 and in total so far in 2018 we have passed the 800 mark3. We have already seen over 20 successful seizures across the UK in conjunction with local police and Trading Standards as a result.

If any retailers suspect #illegaltobacco activity in their area, we recommend they should ask their Imperial rep about SARA, while they can also visit www.suspect-it-report-it.co.uk to read more about Imperial’s AIT efforts.”

Sources: 1 Imperial Estimates, April 2018. 2 For the avoidance of doubt, retailers are free at all times to determine the selling price of their products. 3 Imperial Estimates, June 2018.

40 Imperial - CG - Emma.indd 1

31/07/2018 12:42

WIN THE ULTIMATE SUPERCAR EXPERIENCE AT SILVERSTONE

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QUALIT Y BLEND

Imperial - CG - Emma.indd 2

31/07/2018 12:20

FASCIA & FRANCHISE 43 PREMIER

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48 DAY-TODAY

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54 POST OFFICE

THE RIGHT CHOICE

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.

A Post Office drives your retail sales*

ith multi award-winning stores such as Ardeer Services, Greens of Markinch and Giacopazzi’s Milnathort, to name a few, Nisa is the proven partner of choice for many market-leading, independently minded Scottish retailers. At Nisa we have worked tirelessly for more than 40 years to ensure we provide all the tools needed to compete against the ever-increasing competition in the convenience retail sector. Importantly, we don’t have any company owned stores, so don’t compete with retailers and don’t have restrictive loyalty levels impacting on margin and the ability to trade independently.

the individual demographic and shopping missions of every store, Nisa Abbey View in Dunfermline being one of the recent developments.

leading supply chain which retailers can trust with an impressive 99.9% of deliveries made on the day and 95% made on time.

A complete retail support package is offered, comprising a strong retail focussed team, an enhanced category management system, a staff training facility and a comprehensive marketing package incorporating bespoke leaflets, personalised Nisa FM radio, point of sale material and national advertising. Excellent social media support is provided to assist retailers in running their own sites. And the corporate Nisa Retail Twitter account celebrates retailer successes and offers industry news, advice and business updates.

Through Nisa retailers can take advantage of the Retail Academy which provides a complete training solution to develop staff and help provide the best customer service.

In May 2018, the Co-op completed its acquisition of Nisa Retail Limited following approval by the Competition and Markets Authority. The wholesale operation will provide an environment in which independent retailers can flourish and brings enhanced buying capability, allowing Nisa Partners to trade their businesses how they choose, backed by competitive prices and promotions with access to a deeper range. Independent retailers have the option to operate under a choice of symbol fascias; Nisa Local, Nisa Extra and dual branded whereby a retailer can maintain their local identity whilst benefiting from the strength of the Nisa brand. Alternatively, they can trade under their own independent fascia. Nisa offers flexibility to retailers with their Store of the Future Evolution format which is a move towards a more modular development format, accommodating

Retailers are offered a full support structure by a strong field team covering Retail Development Managers and Regional Retail Managers, in addition to Fresh Food Development Managers and Store Development Managers who help further develop stores. And Nisa knows community involvement is key, and as such its retailers can support local good causes through Nisa’s Making a Difference Locally (MADL) charity, which has donated almost £8m to UK communities since its launch 10 years ago. Retailers can join the Nisa group through the website and can rely on superb support from the skilled in-house staff involved in the joining process.

Nisa’s flexible model provides its retailers with an unbeatable breadth of range comprising over 13,000 SKUs. This is supported by Nisa’s award-winning own label range, Heritage which provides retailers with more than 800 quality products at affordable prices. Nisa retailers also have access to a wide selection of Co-op’s high quality own brand products across all categories.

Complete the form online at www. join-nisa.co.uk/contact-us or contact our development team on 0800 542 7490.

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The great thing about Nisa is that nobody tells us what to do but they do know what they are talking about and the advice and guidance we get from the Nisa team really is fantastic. But at the end of the day I am my own boss and I make the final decision as to what we’ll do with our business – that’s not something you get from most other symbol groups.”

The advice and guidance we get from the Nisa team really is fantastic. James Knox, Nisa Local Parkgate, Lurgan - Nisa Retail Partner since the year 2000

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01/06/2018 09:22

56 ONE STOP

Our model is built around four major principles: 1. Better sales, bigger profits • We deliver a competitive margin of between 18-25% dependent on a store’s mix. • Market leading meal deals – 3 for £3 lunchtime deal and 2 for £4 evening deal.

In conjunction with our new supply deal, we’ve also simplified our commercial terms and CSG retailers can now benefit from the most transparent terms in the market, boosted by a rebate scheme that cannot be bettered. We’ve returned to our no levy, no surcharge model, backed by competitive bench-marked pricing, so our retailers can clearly understand the costs to their business. And our new rebate scheme rewards their purchasing, offering up to 6% rebate every six weeks.

Continued Growth As a franchisee you have the entire One Stop business behind you, working hard to improve every aspect of your store, and as we evolve our look and feel, offer, systems and support, you will continue to benefit directly. As we’re co-invested it’s our priority to ensure your sales and profit continue to grow year-on-year, and we do this through our model and unprecedented support.

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04/07/2018 17:03

our 30-year history, we launched our Shopper First programme, a transformation programme bringing together new brand and store design, shopper insights and sales driving range initiatives. Every retailer was provided with detailed shopper profile information for their store, including details of our five core shopper personas. This enables them to better understand their neighbourhood and use this to develop a truly local offer to bring new shoppers into their store. Combined with the new Co-op relationship, our retailers will be better placed to respond to key shopper missions, especially when

it comes to the all-important fresh food and food-to-go categories. Our new Costcutter brand and store design has been created to connect with shoppers, stand out from the crowd and transform the in-store experience. The new store design, which is being rolled out to dozens of stores, is a step change in convenience retailing, with a selection of stunning exterior and interior finishes that appeal to today’s shoppers. The fully flexible modular approach allows retailers to invest at a pace that suits their individual needs and focus on the key shopper missions. This new look Costcutter sits alongside the Mace brand and the award winning Simply Fresh brand to allow us to offer retailers the right brand for their store; all underpinned by shopper insights. We place technology innovation at our retailers’ fingertips, transforming modern retail with state-of-the-art systems that make

• Ideally an established retail operator in the central belt in Scotland • Existing C-store, CTN+ or Post Office wanting to migrate to convenience • Or have a property that lends itself to convenience (we will work with “cold starts/developments) • Weekly turnover of at least £10,000 (excluding services)

2016

CRITERIA

Quick and efficient

498110 Convenience Guide Scotland Advert DPS Ad.indd 1

Following our new wholesale supply agreement with the Coop, which launched in spring, our retailers are even better placed to meet the needs of their local shoppers with an improved range, offer and delivery service with over 13,000 lines available. The Co-op own brand range is due to begin rolling out from summer onwards, eventually offering 2,000 SKUs. And complementing all of this is our direct to store facility, which enables the sourcing of local, specialist products.

3. A simpler way of retailing • Our easy-to-use systems and proven ways of working take the hard work out of the day-to-day running of a store. So our franchisees have more time to focus on their customers and team. • Extensive range reset programme in which every category is reviewed once a year, with Chilled and Fresh having two due to its more seasonal nature. This ensures that our franchisees are getting the best return from the space they have, by stocking the right range at

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.

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.

OUR MISSION is to help independent retailers thrive, giving them the support they need to grow their businesses by meeting the changing needs of their local shoppers.

• Continued price comparison to ensure the prices set stay competitive. • Brand new Own Label range featuring over 350 lines - better quality, bigger pack sizes at lower prices.

One small counter

Plus many more…

Him! Research 2018

A Fresh Future In-store!

ne Stop’s mission is simple. To create and support thriving businesses at the heart of their communities.

2. Investing in a fresh new look for your store • We invest up to £50,000 (ex VAT. Subject to T&Cs.) in a store’s look and feel through a refit package which includes a two lane EPOS and back office system, store design, fascia and fixtures and fittings – all project managed.

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

58 COSTCUTTER

Take advantage of One Stop’s scale and expertise

Our years of experience means we’ve refined how we run our stores, and franchisees benefit immediately from our simple and efficient ways of working and our technology that makes this possible. Our franchisees will tell you that our systems and processes save them valuable time, so that they’re able to focus on serving their customers, growing their profitable business, developing their teams and most importantly, spending more time with their family.

of shoppers are more likely to choose a store because it has a Post Office

Join the family... visit www.join-nisa.co.uk

This is all delivered by Nisa’s industry

14647_NISA_TradePress_James_Knox_2018_A4_AW02.indd 1

Expertise you can count on Our retail experience is the major aspect that makes us stand out from traditional symbol groups, which are predominantly wholesale-driven. We base our franchise model on the group’s proposition we run successfully in our company estate, giving franchisee’s a proven model to base their business on.

93% Research* shows

Popular and convenient

WINNER

By putting the needs of shoppers first, we are providing our retailers with the ability to meet changing shopper expectations and buying habits, delivered through fresh, modern store brands that engage with shoppers and help them to continue to grow their business. To find out how we can help you, call the team today on 01904 232505.

Costcutter Supermarkets Group

FRANCHISE GROUP OF THE YEAR

• Sales area of between 1,000 sq. ft. and 3,000 sq. ft. If less you must have the ability to expand

• Have a current alcohol license or willing to obtain one

Email: joinus@costcutter.com Web: www.costcuttersupermarketsgroup.com

• Prepared to operate the minimum trading hours of 7am to 9pm (Mon-Sun) Membership Fees: Maximum £92 per week; option to pay for all upfront

Helping you grow your business by putting shoppers first

Are you looking for a partner that will work with you to grow your business to its full potential? Look at what Costcutter can offer you! Fresh, new store brand Right range for your store Support from a team of experts Great promotional package Cutting edge technology solutions Great rebates - earn up to 6%

Our UNIQUE shopper insights drive new footfall AND increase sales with existing shoppers

Give us a call:

01904 232 505 l Come and meet the team l Let us show you our stores www.costcuttersupermarketsgroup.com

J002600 - Trade Ad Update_May18_BRITISH_percent_AW.indd 1

24/05/2018 13:29

42 p42 fascia & franchise.indd 1

31/07/2018 14:21

Shopper’s Favourite Symbol Retailer 2018 Shopper’s Favourite Community Retailer 2018 Shopper’s Favourite Convenience Retailer 2018

MORE FOOTFALL MORE CASH PROFIT It’s absolutely free to join us! • Free EPOS • Free delivery at cash and

carry prices

• Earn up to 4% Spend & Save

discount *

• Enhanced fresh range

available • Free fascia and window imagery “Premier makes me more money by providing a fantastic choice of products, at great value prices so I can offer a great service to my shoppers that drives footfall.” Tony Mallaban, Premier Avon Gold Supermarket, Bristol.

MEGA DEALS

FOOD TO GO

SOCIAL MEDIA

• Free membership • Free POS and personalised

leaflets

EURO SHOPPER

DISCOVER THE CHOICE

FA R M F R E S H

Become a part of the Number 1 Symbol Group

Call us today! 01933 371246

*Terms and conditions apply.

BookerPremier - CG - linda.indd 1 86466 Scottish Grocer August Convenience Guide - Premier.indd 1

31/07/2018 13/07/2018 12:18 10:08

FASCIA & FRANCHISE

Wholesale change for independents brand and store design, shopper insights quality chilled produce. and sales-driving range initiatives. Commenting on successfully completThere have also been some major ing the merger, Co-op Retail chief execchanges to the Costcutter range, with the utive Jo Whitfield said: “Co-op and Nisa symbol reaching a supply arrangement have all the ingredients for a successful with The Co-op following the collapse of partnership which will include the offer of Palmer & Harvey last autumn. award-winning Co-op own brand prodThe Co-op and Costcutter entered into ucts. an exclusive wholesale supplier agree“It will give Nisa partners a wholesale ment covering 2,200 Costcutter, Mace, operation of scale, allowing them the flexSimply Fresh, Supershop and Kwiksave ibility to trade their businesses in the way convenience stores. they choose, whilst benefiting from comAs part of the deal, Costcutter’s own-lapetitive prices and promotions on an industry leading own brand. Our strategy is to get our award“Our strategy is winning own brand products closer to to get our awardwinning own communities and our new business will brand products create an exciting offer. closer to communities and our new business bel range is being substituted for The Cowill create an exciting product offer for op’s 2,000 SKU strong own-label range. Nisa partners to engage their shoppers Some independent Costcutter retailers with across the UK.” are also being offered the opportunity to • Costcutter is another symbol that has become Co-op franchisees. been going through changes. The group • The collapse of P&H was a game has completed its most in-depth study of changer for more than just Costcutter, it shoppers in its history, and has launched also sent Bestway owned symbol group its new Shopper First programme to make Best-one on the acquisition trail. Foluse of the data captured. A limited numlowing the collapse of P&H, Best-one ber of stores have already received a snapped up dozens of Costcutter and makeover under the new programme, Mace stores through a recruitment camwhich Costcutter said brings together

▲

IT has been a whirlwind 18 months for the retail sector with significant movement for both the symbol groups and the supermarkets. As the dust begins to settle following the musical chairs of 2017, now might be the perfect time for retailers to take stock of what’s on offer from where. Last year’s reshuffle kicked off, of course, with the announcement that Britain’s biggest supermarket Tesco would merge with Booker, leaving retailers with a lot to consider. • It took until February of this year for the Tesco and Booker mega-merger to finally make it across the finish line, with shareholders for both firms overwhelmingly backing the deal. For c-store businesses, the deal means Premier, Londis, Budgens and Family Shopper symbol groups now fall under the Tesco umbrella, which should see retailers enjoying improved buying power as well as access to Tesco banking, mobile and PayQwiq services. • Mergers were the name of the game in 2017 with The Co-op’s successful acquisition of retailer-owned mutual Nisa marking the beginning of a new era for the group founded in 1977. Co-op branded products are now appearing in Nisa stores, with the symbol’s retailers gaining access to a host of top lines including an enviable selection of

44 p44&46 fascia intro.indd 1

31/07/2018 14:22

“

Being a Londis retailer means I benefit from the buying power of Booker Group. It doesn’t get better anywhere else.

Join Londis today and watch your profits grow

”

- 00% Cost Free model - Earn up to 4% discount* - Award winning Own Brand & Fresh range - Dedicated Retail Development Team Steve Bassett Londis Weymouth

Call us on 0808 178 8644 or visit joinlondis.co.uk * Terms and Conditions apply. Londis New - CGRecruitment - Emma.inddads 1 v17.indd 6 85311

31/07/2018 14:53 12:18 19/07/2018

▲

FASCIA & FRANCHISE

UWS boss Asim Sarwar said: “Frozen and chilled is a growing area and we need to be on top of it for our retailers.” • Expanding the offer has also been on the agenda at Tesco-owned symbol One Stop. The symbol has beefed We pride ourselves on delivering the up its own-labest possible support for our retailers bel range, introducing over 300 and the new planogram guide forms new products an essential part of that support. across chilled, frozen, impulse and grocery. ated the effort our sales team put in and Tracey Clements, managing director for that gave them an insight into how we Tesco Convenience and chief executive work with Best-one members and the of One Stop said of the expanded range: scale and scope of the business. “For many it was a real eye-opener on how Bestway could add value to their business.” • Not ones to rest on their laurels, United Wholesale (Scotland) has gone electric this year with the launch of a hugely expaneded e-cigarette offer. The wholesaler behind Day-Today and Usave has brought e-liquids out of the tobacco room and into its own bespoke section, giving retailers plenty of choice with expert advice on hand. UWS also entered this year on the back of celebrating the ten year anniversary of its Queenslie depot. The depot has clearly been a hit with many Scottish retailers as United’s symbol estate now numbers more than 530 – a rapid expansion considering the company only launched its first fascia, Day-Today, in 2005. Last summer UWS also expanded its chilled and frozen offer by introducing deliveries, piloting the programme with three multi-temp vehicles servicing around 50 Day-Today stores. Speaking to Scottish Grocer last year, paign earlier this year. Tony Holmes, sales director for Best-one said he was delighted by the response from new customers. He said: “The new members appreci-

“It’s a big step forward in how we serve our local shoppers a little better every day. “Through investment in our own label range, we will offer customers better quality products at lower prices, bigger pack sizes and better value across a broader range than ever sold before, particularly in fresh meat and produce.” • There has definitely been no shortage of change to keep up with, leaving retailers with plenty to consider. Over the next few pages, some of the country’s leading fascia and franchise groups will set out just what they can offer for your store, outlining a host of features and benefits available to Scottish retailers.

46 p44&46 fascia intro.indd 2

31/07/2018 14:22

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:

01933 371757

FamilyShopper - CG - linda.indd 1 86466.01 Scottish Grocer August Convenience Guide - Family Shopper A4.indd 1

31/07/2018 13/07/2018 12:17 10:34

DO YOU WANT TO BE PART OF SOMETHING SPECIAL?

Join Day-Today to become the very best in retail! The Day-Today group offers retailers the perfect package of a fresh, modern and professional image in your area, and combined with the right core range, fantastic value and friendly service, you will have everything in place to succeed. We have a store redevelopment programme that is second to none in the industry, focussed on providing independent retailers with the support they need to stay ahead of the We have a nationally recognised consumer campaign and underpinned by high-quality fully integrated point of sale material and social media marketing. Our next generation stores project a truly professional image, both externally and internally to your customers. Equipment, modelling and ranging planned to the last detail.

Day-Today represents local shopping at its very best.

BEST SYMBOL GROUP 2017 AND 2018 UnitedWholesale - CG - Emma.indd 1 SLR_DayToday_2-page-Ad_July2018.indd 2

31/07/2018 13/07/2018 12:17 14:11

SLR

BEST SYMBOL GROUP 2017 AND 2018

In-House Chill & Freeze

500+ Stores

Market Leading Technology

Best In-Store Promotions

Dedicated Support Team, Project Managers,

Free Leaflets

Business Development Managers

Free POS

and an In-House Merchandising Team.

Contact Fiona Nisbet 07791 615 221

14:11

UnitedWholesale - CG - Emma.indd 2 SLR_DayToday_2-page-Ad_July2018.indd 3

www.uniteduk.com

mylocaldaytoday

31/07/2018 13/07/2018 12:17 14:11

Isn’t it time you became a winner with the UK’s number one symbol group?*

For more information contact: Best-one

Address: Abbey Road, Park Royal, NW10 7BW Tel: 0208 453 8353 Email: enquiries@best-one.co.uk Website: best-one.co.uk *The UK’s fastest growing major symbol operator with 20% YOY increase in sales (July 2016 - June 2017) and voted the UK’s number one symbol group by Which? (Feb 2017)

Bestway CG - Emma.indd 1 RN page -ad.indd 1

31/07/2018 06/02/2018 12:16 13:15

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31/07/2018 06/02/2018 12:17 13:13

THE RIGHT CHOICE

the individual demographic and shopping missions of every store, Nisa Abbey View in Dunfermline being one of the recent developments.

leading supply chain which retailers can trust with an impressive 99.9% of deliveries made on the day and 95% made on time.

Through Nisa retailers can take advantage of the Retail Academy which provides a complete training solution to develop staff and help provide the best customer service.

Nisa - CG - Emma.indd 1

Complete the form online at www. join-nisa.co.uk/contact-us or contact our development team on 0800 542 7490.

This is all delivered by Nisa’s industry

31/07/2018 12:16

O T D E T T I M M CO

S R E L I A T E R OUR SINCE 1977

The advice and guidance we get from the Nisa team really is fantastic. James Knox, Nisa Local Parkgate, Lurgan - Nisa Retail Partner since the year 2000

Join the family... visit www.join-nisa.co.uk Nisa - CG - Emma.indd 2 14647_NISA_TradePress_James_Knox_2018_A4_AW02.indd 1

31/07/2018 12:16 01/06/2018 09:22

A Post Office drives * your retail sales

93% Research* shows

of shoppers are more likely to choose a store because it has a Post Office runapostoffice.co.uk *

PostOffice - CG - Emma.indd 1

Him! Research 2018

31/07/2018 12:15

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 February 2018 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.

PostOffice - CG - Emma.indd 2

31/07/2018 12:15

Take advantage of One Stop’s scale and expertise

ne Stop’s mission is simple. To create and support thriving businesses at the heart of their communities.

Trading as a successful convenience business for over 20 years, we currently operate over 900 stores throughout England, Scotland and Wales. 20% of these are franchises, where we work in partnership with existing convenience retailers, assisting them to reach their full potential. Expertise you can count on Our retail experience is the major aspect that makes us stand out from traditional symbol groups, which are predominantly wholesale-driven. We base our franchise model on the group’s proposition we run successfully in our company estate, giving franchisee’s a proven model to base their business on. Our years of experience means we’ve refined how we run our stores, and franchisees benefit immediately from our simple and efficient ways of working and our technology that makes this possible. Our franchisees will tell you that our systems and processes save them valuable time, so that they’re able to focus on serving their customers, growing their profitable business, developing their teams and most importantly, spending more time with their family. Our model is built around four major principles: 1. Better sales, bigger profits • We deliver a competitive margin of between 18-25% dependent on a store’s mix. • Market leading meal deals – 3 for £3 lunchtime deal and 2 for £4 evening deal.

• Continued price comparison to ensure the prices set stay competitive. • Brand new Own Label range featuring over 350 lines - better quality, bigger pack sizes at lower prices. 2. Investing in a fresh new look for your store • We invest up to £50,000 (ex VAT. Subject to T&Cs.) in a store’s look and feel through a refit package which includes a two lane EPOS and back office system, store design, fascia and fixtures and fittings – all project managed. 3. A simpler way of retailing • Our easy-to-use systems and proven ways of working take the hard work out of the day-to-day running of a store. So our franchisees have more time to focus on their customers and team. • Extensive range reset programme in which every category is reviewed once a year, with Chilled and Fresh having two due to its more seasonal nature. This ensures that our franchisees are getting the best return from the space they have, by stocking the right range at

the right time, to meet their customers ever-changing needs. 4. A partnership built for success • Franchisees benefit from an experienced former store manager training you and your team in store for a whole week. • A dedicated Business Development Manager visits every four weeks, helping franchisees to grow their sales and margins, not sell boxes. • We’re fully committed to working with our franchisees to help their stores succeed. Which is why our BDMs and Support Team are on hand seven days a weeks, providing continued support whenever it’s needed. Continued Growth As a franchisee you have the entire One Stop business behind you, working hard to improve every aspect of your store, and as we evolve our look and feel, offer, systems and support, you will continue to benefit directly. As we’re co-invested it’s our priority to ensure your sales and profit continue to grow year-on-year, and we do this through our model and unprecedented support.

CRITERIA

You’ll sign up to a five-year agreement and commit to store standards and core range compliance. In return, you’ll see your business transformed! So, do you match our criteria? • Ideally an established retail operator in the central belt in Scotland • Existing C-store, CTN+ or Post Office wanting to migrate to convenience • Or have a property that lends itself to convenience (we will work with “cold starts/developments) • Weekly turnover of at least £10,000 (excluding services) • Sales area of between 1,000 sq. ft. and 3,000 sq. ft. If less you must have the ability to expand • Have a current alcohol license or willing to obtain one • Prepared to operate the minimum trading hours of 7am to 9pm (Mon-Sun) Membership Fees: Maximum £92 per week; option to pay for all upfront

OneStopDPS - CG - linda.indd 1

31/07/2018 12:14

J002

2016

WINNER FRANCHISE GROUP OF THE YEAR

OneStopDPS - CG linda.indd 2 J002600 - Trade Ad- Update_May18_BRITISH_percent_AW.indd 1

31/07/2018 13:29 12:14 24/05/2018

A Fresh Future In-store! OUR MISSION is to help independent retailers thrive, giving them the support they need to grow their businesses by meeting the changing needs of their local shoppers. Following our new wholesale supply agreement with the Coop, which launched in spring, our retailers are even better placed to meet the needs of their local shoppers with an improved range, offer and delivery service with over 13,000 lines available. The Co-op own brand range is due to begin rolling out from summer onwards, eventually offering 2,000 SKUs. And complementing all of this is our direct to store facility, which enables the sourcing of local, specialist products. In conjunction with our new supply deal, we’ve also simplified our commercial terms and CSG retailers can now benefit from the most transparent terms in the market, boosted by a rebate scheme that cannot be bettered. We’ve returned to our no levy, no surcharge model, backed by competitive bench-marked pricing, so our retailers can clearly understand the costs to their business. And our new rebate scheme rewards their purchasing, offering up to 6% rebate every six weeks. Last year, following the most in-depth study of shoppers in

life easier. We offer the latest instore technologies that shoppers demand like easier payments via Apple Pay, Contactless and Self-Service check outs, as well as being the first retailer in the UK to offer finger print payment technology through FingoPay. Our cutting edge Activ Technology systems, including CPoS, ActivOC and retailer portal ActivHUB, have been developed to make the ordering process hassle free and our ActivMOBILE app allows retailers access to all of this information on the go. By putting the needs of shoppers first, we are providing our retailers with the ability to meet changing shopper expectations and buying habits, delivered through fresh, modern store brands that engage with shoppers and help them to continue to grow their business. To find out how we can help you, call the team today on 01904 232505.

Costcutter Supermarkets Group Email: joinus@costcutter.com Web: www.costcuttersupermarketsgroup.com

CostcutterAdvertorial - CG - Emma.indd 1

31/07/2018 12:14

Helping you grow your business by putting shoppers first

Our UNIQUE shopper insights drive new footfall AND increase sales with existing shoppers

Give us a call:

01904 232 505 l Come and meet the team l Let us show you our stores www.costcuttersupermarketsgroup.com

CostcutterAdvertorial - CG - Emma.indd 2

31/07/2018 12:14

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

ConvenienceGuide2018/19_Covers.indd 1

31/07/2018 12:51