The Convenience Guide Scotland 2021/22 by Peebles Media Group

2021/22

THE CONVENIENCE GUIDE SCOTLAND Insight & advice for convenience retailers

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contents

10 8

EVERYDAY THINGS

SWEETS

CHEESE

Efﬁcient energy use can bring big savings to bottom lines. Industry leader Danfoss explains how it can help.

CATEGORY MANAGEMENT

Licensing

FASCIA & FRANCHISE

THE CONVENIENCE GUIDE

INSURANCE

Welcome to a retailer’s resource.

Forum Insurance explains the beneﬁts of bespoke insurance coverage for retail businesses.

DRS

Leading reverse vending machine manufacturer TO A discusses Scotland’s forthcoming deposit return scheme.

ENERGY EFFICIENCY

Licensing expert Audrey unner of iller Samuel Hill Brown talks compliance in convenience.

Distress purchases are a key sales driver in convenience. Little Things has what retailers need to cater to all customers.

Confectionery is a competitive category, but obby’s Foods has a new solution to support Scotland’s convenience retailers.

Lactalis discusses the opportunity to boost the performance of dairy in the convenience channel.

Some of the top brands in Scottish convenience provide category insights for retailers.

Some top symbol leaders and franchise brands show what they have to offer Scotland’s convenience stores.

The Convenience Guide Scotland 2021/22 • 3

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Editor’s Intro

Unlocking your store’s potential Scottish Grocer editor Matthew Lynas says that the advice in this year’s guide can help retailers build on any pandemic gains THE Scottish Grocer Convenience Guide is back, with a wealth of insights and advice from some of the biggest brands serving Scotland’s retailers. This guide comes to you at a transformative time for the convenience channel, with the pandemic reintroducing many consumers to their local store. It’s one thing to pick up some additional footfall when shoppers are conﬁned to their neighbourhoods, but another to hold on to them when restrictions end. Hopefully this guide will help turn pandemic patrons into regular customers. Things kick off with some great discussion pieces from big names offering their views on a broad range of subjects affecting the sector. Forum Insurance is on hand to make c-store coverage comprehensible – the ﬁrm specialises in creating bespoke policies for its retailer clients. Norwegian reverse vending machine giant TOMRA has prepared a preview of next year’s deposit return scheme,

Hill Brown, is on hand to provide some clarity. Over the last year, many c-stores have become a one-stop shop, with pandemic restrictions keeping customers close to home. Enter Efy Din and his Little Things business which offers convenience retailers an expansive range of household essentials. Having the right range is good, making it work in your store is great, which is exactly Matthew Lynas, editor Scottish Grocer. what John Lucas, national sales well worth getting your head manager at Bobby’s Foods around now if you want to hit wants to help retailers do. Lucas the ground running. explains the latest steps Bobby’s Sustainability is also on the has taken to improve its offer to agenda at Danfoss. The firm retailers, achieving double-digit reckons its technology is the growth for participating stores perfect fit for retailers looking to in the process. make energy efficiency savings Moving from sweet treats in their stores. to grocery staples, the team When it comes to alcohol at Lactalis knows a thing or licensing, there are few places two about cheese. Don’t miss on Earth that can boast a more out on what the firm behind complex regulatory regime Seriously, Galbani, Président than Scotland. Thankfully for and more has to say. the nation’s retailers, Audrey The second section of the Junner, partner at Miller Samuel Scottish Grocer Convenience

From DRS and coffee solutions to bespoke insurance for forecourt retailers, this year’s guide covers a lot of ground.

This guide comes to you at a transformative time, with the pandemic reintroducing many consumers to their local store. Guide is all about category management, as major brands weigh in with their expert advice on how to extract as much value as possible from your store’s square footage. Categories covered in this section include beer; biscuits, breakfast bars; chilled ready meals; cider; crisps and nuts; coffee to go; energy drinks; ﬂavoured water; hard selt ers; home delivery; household paper; ice cream; sweets; and tea. All of the categories covered in this year’s guide offer retailers the opportunity to generate some welcome incremental sales, so make sure you don’t miss out. Rounding off this year’s Convenience Guide, our fascia and franchise section sees some of the top symbol groups serving Scottish retailers make the case for their offer. Having the right fascia or franchise partner can make a huge difference to a store’s performance, so it is well worth doing some research and carefully considering what’s on offer. Nisa, One Stop and KeyStore wholesaler JW Filshill have all set out their stall, so there’s plenty for retailers to consider I hope you’ll make the most of this Scottish Grocer Convenience Guide 2021 and transform advice from these pages into performance in store.

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insurance with Forum

Insurance that ticks every box

Forum Insurance offers complete coverage that is tailor-made for its retailer customers How would you assess the insurance coverage of small businesses in the UK? 70% of SMEs are underinsured. As specialists in retail and forecourt risk, Forum Insurance has helped hundreds of business owners obtain the correct insurance coverage. Often, we ﬁnd commission operations, sole traders and even full commercial forecourt retail sites are incorrectly insured, usually with considerable gaps in cover or a signiﬁcant element of underinsurance. Why are so many SMEs underinsured? Traditionally, petrol stations and convenience retail were written under an enhanced motor trader’s policy; these policies have the addition of cover for forecourt canopies and liability, as well as sometimes for air pressure and water plant. However, these

policies were never really intended to cover the risks of petrol stations and retail in the way we see petrol station businesses set up today. What risks are there today? Most forecourt and retail operators have been in the game for a long time and very often are more than experts in running their businesses. However, not every business owner will have the time or background to assess their insurance needs with full conﬁdence; this is where Forum Insurance can help. Do you offer reviews and quotations? We offer non-obligatory reviews and quotations, delivered by our specialist insurers and account executives, who all have a minimum of ﬁve-years’ experience in the sector. We create bespoke insurance

Forum Insurance has been supporting businesses in the UK for over 30 years.

programmes to suit every budget and requirement, supporting our clients with the best class policy wording and claims solutions. Call an expert today on 0203 514 0838 or send us an email and we’ll get in touch straight away. How much experience does Forum Insurance have in the insurance sector? Forum Insurance started in 1990, founded by Barry Mamtora, initially with just two people, to now a steadily growing team of 15. As a family

orum nsurance can help retailers with their insurance needs. The rm reckons most

business, originally providing only personal insurance products such as car and home, Forum Insurance has expanded its roots into the wider insurance market. Building deep relationships with insurers with the support of long-standing clients and family, we are now leaders in specialised areas of insurance such as for petrol stations and retail forecourts in the UK. We are currently writing some on the most complicated risks for commercial sectors and able to place speciﬁc policies on cover that others may struggle with due to our healthy insurer relationships. Forum Insurance has been growing over the 30 years, now employing the entire family full-time, with one belief that has been at the core of the company; look after our clients and our clients will look after us. As we are now celebrating 30 years of serving clients, we have set an incredible foundation to move forward to the next stage of our growth, on which we are very excited to embark. We thank all of our loyal clients who have been with us year after year. Give us a call if you would like one of our experts to take a look at your business risk, to ensure you are fully protected, on 0203 514 0838. In this challenging time, we wish health and peace to all. Stay safe.

s are under insured.

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DRS with TOMRA

Get ready for deposit return As Scotland prepares for the introduction of a deposit return scheme (DRS) in July 2022, TOMRA is ready to help retailers prepare for the rollout with its innovative reverse vending technology. Mark Brill – UK VP Sales and Marketing for TOMRA Collection – is encouraging retailers to look ahead and get prepared for the scheme. How will the deposit return scheme work? Once the deposit return scheme is live in Scotland, consumers will pay a 20p deposit on top of the price of eligible drinks. Consumers will then receive this deposit back when they return their containers for recycling. Eligible drinks are set to include soft drinks and alcoholic beverages, including PET bottles, cans, and glass bottles ranging from 50ml to 3 litres. Scotland’s scheme is a ‘return to retail’ scheme, in which retailers will collect the bottles and cans back from consumers. What’s in it for retailers? Retailers will play a key role in the scheme and, as well

as doing their bit for the environment, there are other beneﬁts. Retailers will receive a handling fee for every eligible container that they take back, so it can become a revenue stream. Consumers are also likely to spend their redeemed deposits at the store, meaning overall basket spend could be higher. By creating a great recycling experience in store, it’s also an opportunity to attract new shoppers who shop with the planet in mind. How can retailers best prepare for DRS if they are concerned about space in their store? Space is a big consideration, however retailers may be surprised by how little space is needed for some machines. TOMRA has developed a new compact reverse vending machine especially for retailers in Scotland, called the ‘TOMRA M1’ concept. We’re happy to speak to retailers to see if this could be right for them. We would also recommend speaking to other retailers who have run trials to get their insights as to the space needed.

Compact: The TOMRA M1 was designed for Scotland.

What should retailers consider when choosing a reverse vending machine?

Retailers will receive a handling fee for every container they take back.

A good place to start is the total volume of returned containers that a retailer expects back during a week, as this will impact the machine capacity required. In addition, retailers will want to ensure that they have a big enough system to cope with peak times. Thirdly, retailers should consider how much space they have available instore and where the machine could go – reverse vending machines come in various sizes and conﬁgurations to suit a range of stores. What is TOMRA’s advice for retailers ahead of the rollout? We would recommend sharing knowledge amongst other retailers, especially learning from those retailers

who have run in-store trials. Retailers can also engage in broader discussions around DRS via the Scottish Grocers Federation (SGF) who are representing convenience stores throughout the process. Finally, start thinking about how DRS could work in store and what a great recycling experience could look like for customers. here can ﬁnd out more about the scheme? Retailers can sign up for updates from the scheme administrator, Circularity Scotland, via their website. TOMRA’s website also has information about DRS and how to choose the right reverse vending solution: www.tomra. com/uk.

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Let’s create a great recycling experience. LY EVER YM BAL O L I G

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Get in touch to find out more: tcs.uk@tomra.com

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The deposit return scheme (DRS) is due to come to Scotland in July 2022. Make it easy with TOMRA, the global leader in reverse vending technology.

Source: Global Packaging Trends Report by Euromonitor International (2017)

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Energy efficiency with Danfoss

Saving time and energy ProsaLink keeps an eye on your perishables around the clock and helps prevent food loss PROTECTING perishable stock can be a big challenge for store owners – but it just got a lot easier with the temperature tracking app ProsaLink by climate solutions provider Danfoss. Picture this: you open your store in the morning and everything appears to be ﬁne. But as you enter your cold room to fetch some stock, you realize it’s not working. All your perishable stock has – well, perished. Your chiller equipment broke down overnight – a nightmare scenario for any store owner. It means that stock worth several thousands of pounds must be discarded on the spot, at a massive loss to your business. And the worst part is, until you came into work in the morning, you had no idea anything was wrong. Sure, an alarm went off on the unit during the night, but no one was around to hear it. Now you can rely on the

• Help eliminate food loss – with user-speciﬁc push notiﬁcation alarms. • Improve food quality – through automated temperature and door status monitoring. • Save time – with automated HACCP-compliant temperature recording. Danfoss Prosa IoT system to prevent stock loss by constantly monitoring the temperature and notifying you via the ProsaLink mobile app on alarms and status, while keeping a

The an oss rosa ink app o ers convenience retailers an a ordable ﬂe ible and secure solution or temperature tracking alarm noti cation and ACC compliance.

an oss rosa ink o ers a range o bene ts that help protect our stock.

record on the cloud of the temperature and status log. Following a simple plug-andplay setup process – and easily retrofitted to existing equipment – store owners have access to real-time temperature data for each piece of refrigeration equipment they own, including automatic data logging and history stored securely in the cloud. The app even alerts users to issues using mobile push notifications and/or emails. ProsaLink enables store owners to help eliminate food loss from breakdowns and unplanned maintenance, increase food quality by closely monitoring temperature and chiller door status, and save the time spent manually recording temperatures as required under HACCP food safety management standards. Danfoss ProsaLink offers a range of benefits that help protect your stock and save you time. And while it’s a cost-effective solution, ProsaLink’s true value

comes from its ability to help prevent stock loss, as well as its extremely user-friendly navigation. It’s great for installers too, not only does the app require minimal training, there’s also a bespoke online dashboard

Following a simple plugand-play setup process – and easily retrofitted to existing equipment – store owners have access to realtime temperature data for refrigeration equipment. designed specifically for installation and maintenance tasks, and management across several sites. • To find out more about Danfoss ProsaLink, please reach out to your installer today, as well as your local Danfoss sales representative for Scotland and North England, Lizzie Dunlop AMInstR @ Tel: 07793 902697 or via Email: lizzie.dunlop@danfoss. com. ou can always find more information online here: prosa. danfoss.co.uk.

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Always On. Even when you are Off. Userfriendly app for convenience store owners

ProsaLink Temperature above 10°C for more than one hour.

Download the ProsaLink app from Google Play Store or Apple App Store

User-friendly solution for temperature tracking and HACCP compliance. ProsaLink is an intuitive 24/7 app-based real-time temperature and automatic data logging solution – combined with alarm notifications to act immediately, and to save money. For more information, please contact our sales representative for Scotland and the North of England: Lizzie Dunlop AMInstR | Commercial Sales Manager Tel: 07793 902697 | Email: lizzie.dunlop@danfoss.com

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Licensing with Miller Samuel Hill Brown

Compliance is still critical FOR many reasons the past year has been challenging, but for some it has created opportunities for investment as the move towards shopping locally continues. As more and more people work from home, convenience shopping on their doorstep will be key. If you’re planning a refurbishment to capitalise on this, and your shop has an alcohol licence, it is important to remember you don’t have a free hand to change the layout. Apart from a possible building warrant requirement, the new design will require the Licensing Board’s approval – of one type or another. Check the alcohol display capacity in your premises licence operating plan. Let’s say the reconﬁguration doesn’t increase (or reduces) the capacity, either behind the sales counter or in the public area, you’ll need to ask the licensing board to grant a “minor variation”. It might even be possible to do a major expansion into a neighbouring property using a minor

variation if the capacity remains the same. This sort of application is dealt with administratively – it’s not considered at a board meeting – but processing could take several weeks. On the other hand, if there’s a capacity increase the application procedure is more demanding. Approval requires a “major variation”. It must be considered at a sitting of the Board and timing is a really important consideration. There could easily be a delay of several months before you’re in front of the Board. And there’s always the possibility of opposition to the application. In some parts of the country it’s the practice of the local health board to object to alcohol capacity increases if they feel that your business is located in an area with serious alcoholrelated health problems. In other areas there may be an overprovision policy to overcome. You absolutely must wait for permission

Licensing expert Audrey Junner says retailers must take care when making changes to their off sales.

before forging ahead. I’ve seen several cases where a shop jumped the gun and carried out work while an application was pending. In one instance, an owner had already installed a new fridge, the LSO became involved and a few weeks later the Board held a premises licence review hearing. Leaving refurbishments aside, another word of advice. There may be a temptation to meet increased demand for alcohol purchases by creating temporary floor displays. I know of one case where police officers visiting a convenience store weren’t impressed with the manager’s explanation that they were going to be used for a restocking exercise although the stacks had been detected the day before – and the shop owner was reported to the procurator fiscal. reaching the terms of the licence doesn’t simply create the risk of a review: it’s also a criminal offence.

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everyday things with Little Things

Little Things offers Scottish retailers the perfect range to snap up sales from distress purchases

Stock up on essentials

JUST as the name suggests, Little Things packages the ‘Little Things’ needed for everyday

use and supplies to wholesalers and retailers throughout the UK. Founded in , the ﬁrm

Little Things has been supporting Scottish independent retailers since 1998.

has grown to be the national market leader, selling a vast range of products through convenience stores, newsagents, hardware stores, petrol station forecourts, and chemists. For the trade, Little Things offers a fully packaged, priced product ready to sell via the display equipment it provides. All Little Things products are delivered and merchandised by the ﬁrm’s fully trained sales team. The Little Things range is made up of everything

from hair care, kitchenware, stationery, haberdashery, electrical, ﬁrst aid and hardware products. Little Things also offers electrical, pet care, stationery, toys, hair care and seasonal products as standalone and specialist ranges too. The range offered by Little Things is an ideal ﬁt for stores looking to pick up incremental sales from busy consumers, with distress purchases driving sales of everything from phone chargers and fuses to hair bobbles and birthday candles.

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sweets with Bobby’s

Getting more from sweets

Bobby’s Foods’ new Apex service is helping retailers to drive incremental sales in store CONFECTIONERY is one of the most competitive categories in the convenience retail channel, which means every SKU needs to earn its place. John Lucas, national sales manager at Bobby’s Foods – the business behind the Bobby’s range of sweets, as well as Biscolata – reckons the ﬁrm is better placed than ever to ensure retailers are making the most of every inch of shelf space dedicated to its sweets. Earlier this year, Bobby’s launched its Apex service – offering merchandising support for retailers and is already achieving exceptional results, as Lucas explained. “Through our Apex service, we’re currently supporting 150 retailers across the UK. It’s brand new, we launched it in March, but what we have found so far is the retailers who have signed up for it have seen a 55% increase in spend on our products,” he said. A 55% increase is good no matter how you do it, but what makes the Apex service’s results even more impressive,

according to Lucas, is that they are achieved without increasing Bobby’s footprint in stores. “If you take one of our typical older metal stands, in exactly the same footprint we add that bit of theatre. “It may increase from £120 of stock to £275 Ape improves the use o space on tures. in the same footprint – and it’s all sale or return, it’s “Most certainly this year our all merchandised, we’ve got iscolata range has deﬁnitely point-of-sale materials that we been a massive winner for us,” can provide. said Lucas. “What happens is our reps go “We deal with a in there and see the retailer, number of symbol maintain it for them, what we groups, and again, don’t do is make more work for for what looks like the retailer. the fourth year “Don’t worry about the work, running, the Biscolata we’ll do it. A lot of our Apex tubs are going to be the team end up cleaning shelves number one selling line for and everything, the retailers us in symbols. It’s been a love it.” fantastic product for us.” The launch of the Apex In addition to Biscolata, service comes at a great time Bobby’s offers a range of for Bobby’s Foods, with the ‘must stock’ products to ﬁrm’s confectionery brands Scotland’s retailers, ranging going from strength-to-strength from its top-selling Trinketto in Scotland. drink and Mega Sour Pop, to its popular Vimto confectionery range. And Lucas believes the support that Bobby’s can offer convenience stores, as well as a degree of exclusivity, means Bobby’s is the ideal partner for Scotland’s independent retailers. “If they come to us, we’ve got so much point of sale for confectionery,” said Lucas, “We’ve got a little room with POS everywhere and it just means our marketing team can come into this little shop and, if we’ve got a new product, they can come in and see where it needs to be in store. Launched in March, the Apex service has already achieved strong results. “The good thing about

Our other strength is we supply to retailers based on sale or return – if it doesn’t sell, you wont make a loss having our products. The margin is the margin you get. obby’s is you won’t ﬁnd us in your Sainsbury’s or Morrisons. The convenience retailer knows that they’ve got something a bit different. “Our other strength is we supply to retailers based on sale or return – if it doesn’t sell, you wont make a loss having our products. The margin is the margin you get. If we say you’re making 30% you’re making 30%,” he said. • Scottish c-store retailers interested in learning more about the Bobby’s Foods Apex service can contact Paul Kitt, National Apex Service Manager at paul.kitt@bobbysfoods. co.uk, or on 07483120445. Paul will also be presenting on the Apex service at the Scottish Grocers Federation conference this September.

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Cheese with Lactalis

Demand for dairy is driving growth

Heloise Le Norcy-Trott, group marketing director for Lactalis UK & Ireland sees growth opportunities for cheese Scottish retailers should ensure they stock DAIRY, which is one of the top performing a wide variety of ﬂavours and formats to food and drink categories in Scotland, is cater for different eating occasions and currently worth £1.16 billion in value sales uses. and growing +12.5% year A product’s provenance on year. also continues to be a key Branded dairy, in purchase driver for Scottish particular, has a higher shoppers, which is why market share (55%) than we encourage retailers private label (45%), to position brands with a meaning it resonates well strong Scottish heritage, with Scottish consumers. such as Galloway, Orkney With the top up and Seriously, prominently shop being one of the Galloway returns to the small screen or even in a standalone key shopper missions this summer with a new campaign. display. driving dairy sales in the It is also important retailers stock bestconvenience channel, we are seeing an selling, well promoted brands like number increasing number of consumers buying one Scottish cheddar brand, Galloway, more than one type of cheese at a time as well as Orkney, Président, Galbani and whilst shopping at their local store. Seriously in their core range, whilst choosing Therefore, in order to tap into this trend,

products according to the different ways of eating cheese. In order to keep our brands highly visible, we are investing in impactful marketing campaigns for all of our market-leading brands, including Galloway. This summer, we have launched new idents for Galloway’s successful longrunning STV sponsorship, which runs from 30th August to 26th December 2021. The campaign, which is designed to demonstrate how delicious and comforting dishes made with Galloway can be, features a mix of animation and real life, sharing happy memories of families being together and using Galloway in hearty dishes. As a result of this sponsorship, Galloway is the largest media advertiser in the Scottish food and drink category.

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category management

When it’s done well, category management can make a big difference to average basket spend

Hard work will generate sales IT’S been a great year for many community stores in Scotland, while others in city centre locations have struggled as workers stayed home under pandemic restrictions. While there’s not much retailers can do to influence government policy on Covid, making the best possible use of the footfall available is key to success for any business, and particularly so in the competitive convenience channel. Many Scottish shoppers are now wise to the brilliant ranges on offer at their local shop, but retaining these customers as the nation opens up again will require hard work. Creating a shopping experience that makes things easy for customers, with navigable fixtures and well merchandised categories will surely be key to keeping customers satisfied in the year ahead. That’s why category management is crucial to convenience store success and well worth putting in some extra effort in store. At its core, category management is all about what goes where, when and how – with success built on continually improving by asking the right questions. • Is that beer display working on a Friday night? Are customers able to find what they’re looking for easily? • Can commuters popping in for a top up shop be tempted by ‘something for tonight’? • What can be done to help that highmargin NPD take off? • How can we generate in-store theatre? • Are customers aware of new and

emerging categories in store? Do staff have the product knowledge to explain the latest NPD? Store ﬂow is also, of course, key to a pleasant shopping experience. • Where are the snacks in relation to the off sales area? • How easy is it for customers to ﬁnd their way to grocery staples, and what brands and categories might they see along the way? • What SKUs sit at eye level? • Where do promotions work best in store? • How can you get complementary categories working together to improve performance for both? When customers visit a store, they want a quick and easy experience, and are unlikely to complain if they feel like they’ve left with exactly what they wanted. It’s down to the convenience retailer to make sure that happens, while generating some incremental sales along the way.

When c-stores do category management well, they are more than capable of competing with major supermarkets. At its best, category management is able to drive incremental sales by enticing customers to make that additional purchase, and retailers who put their best foot forward will see results on their bottom line. No doubt, retailers have a depth of local knowledge that is hard to compete with, but applying the lessons learned by some of the biggest brands in the business is a sureﬁre way to create an engaging display. In this next section, category leaders will share their knowledge, and hopefully you’ll be able to pick up some insights that help to improve the performance of a variety of categories in your store. There is a lot to consider, but hopefully implementing some of the advice overleaf will lead to a welcome uplift for the categories covered.

Many Scottish shoppers are now wise to the brilliant ranges on offer at their local shop, but retaining these customers as the nation opens up again will require hard work.

Good category management makes for a pleasant shopping experience.

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beer

STOCK UP ON SCOTLAND’S FAVOURITES

@BELHAVENBREWS BELHAVEN.CO.UK BEST ENJOYED RESPONSIBLY

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NOW YOU’RE TALKING

22/07/2021 11:35

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AVAILABLE AT

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breakfast bars

Excitement in the mornings Fleming Howden gives new meaning to ‘Scottish Breakfast’ with its bar range WHEN it comes to exciting customers and giving them a reason to come back again and again, NPD is a key weapon in the retailer's arsenal. Edinburgh-based wholesale and manufacturing ﬁrm Fleming Howden recognises this, and has been rolling out a new range which introduces some excitement to the breakfast occasion.

as oats and barley. Both have a chewy texture, with the honey coated barley ﬂakes delivering a great crunch. Carl itty, general manager at Fleming Howden, said the new brand is perfectly placed to help businesses looking to capitalise on the breakfast occassion, by tapping into the growing demand for convenient solutions at

Since working with the Fleming Howden team in 2019, I wanted to ensure we look after our mainstream customers by continuously looking to create products that will help them compete against large competitors such as supermarkets. Fleming Howden's new BRAW brand offers Scottish consumers a convenient breakfast solution in a 65g individually wrapped snack bar format. BRAW is availabe in two tasty ﬂavours Salted Caramel and Bakewell; both of which include favourite Scottish cereals such

breakfast time. "The UK market for bars has been displaying an exciting trajectory in recent times, with the UK retail biscuit and snack bar market being valued at around £610m in 2020, according to data from Mintel," he said.

The BRAW bar range comprises two ﬂavours: Salted Caramel and Bakewell.

Full Scottish Breakfast: Fleming Howden has launched a new breakfast brand.

Vitty added: "Since working with the Fleming Howden team in 2019, I wanted to ensure we look after our mainstream customers by continuously looking to create products that will help them compete against large competitors such as supermarkets.

“We have spotted a gap in the market for bakers. "As well as supporting their bakery ingredient requirements, we want to help them with ﬁnished goods such as BRAW. "The Fleming Howden team have worked hard to create

The UK market for bars has been displaying an exciting trajectory in recent times, with the UK retail biscuit and snack bar market being valued at around £610m in 2020, according to data from Mintel. "By delivering BRAW and giving them exclusivity, we know that they can command a margin and that will help to run their businesses successfully. "We’re also extremely pleased to have found an outlet to utilise the Holgran ingredient technology that is available from our parent company, AB Mauri.” Thomas Mackay, commercial lead and sales manager, said:

a product that is competitive against most of the snack bars within the sector." • Fleming Howden is a wholesale and manufacturing organisation based in Newbridge, Edinburgh and was previously part of Rank Hovis Milling Ltd, before being sold to AB Mauri UK & Ireland in 2018. It offers a wide range of bakery and food ingredients to the Scottish food and drink industry.

20 • The Convenience Guide Scotland 2021/22

p20 Breakfast Bars_LP.indd 1

26/07/2021 13:55

ONLY THE BRAVE CAN TAKE THE CRUNCH

The brand new Oat & Barley snack bar that’s proud to be Scottish. Available in two stunning flavours - Salted Caramel and Bakewell, both packed with

Honey Coated Barley Flakes Sign up today to join our proud Scottish stockists. Call 0131 333 666 or Email fleminghowdensales@abmauri.com

Fleming Howden - SG - Shannon.indd 1

22/07/2021 11:36

chilled ready meals

Kepak - SGCG - Shannon.indd 1

22/07/2021 11:37

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cider

Are you stocking Scotland’s bestselling fruit cider brand? •Kopparberg has more customers than any other cider brand1 •Kopparberg Strawberry & Lime and Mixed Fruit are the #1 & #2 bestselling 500ml fruit cider variants in the market2 •New Kopparberg Mixed Fruit Tropical has the highest value rate of sale of any 500ml fruit cider since launch3

Follow us on social: @Kopparbergtrade sales@kopparberg.co.uk Headline Source: Scottish IRI data, value sales, 52wks to 16/05/21. 1. Kantar, Total Market, Fruit Cider, Buyers, 52wk/e 21/03/21. 2. IRI, EXT IRI Marketplace, Fruit Cider 500ml, value sales, 52wks to 16/05/21. 3. IRI, EXT IRI Marketplace, Fruit Cider 500ml bottles, Value R.O.S., 14wk/e 16/05/21.

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22/07/2021 11:37

Introducing Mixed Fruit Tropical

Kopparberg - SGCG - Shannon.indd 2

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crisps & nuts

KP SNACKS

BIGGEST

**Nielsen MAT, Singles and Sharing combined in Total Coverage 27/02/21

Even more variety from our most loved brands!

NEW

*AC Nielsen, Value Sales, Total Coverage, MAT, w/e 24.04.21

£1 PMPs

CHECK OUT THE KP £1 PMP RANGE GROWING AT +14.4% YOY!* KP - SGCG - Shannon.indd 1 range.indd 2 10503 Scottish Grocer DPS £1

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EVER £1 PMP RANGE UK'S NO.1 RIDGE CUT CRISP!*

BBQ BEEF BIG HOOPS FASTEST SELLING £1 PMP*

UK’S NO.1 ‘BETTER FOR YOU’ BRAND**

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BEST SELLING FLAVOURS

To request your FREE KP ‘Perfect Store’ and KP ‘Best Sellers’ guides please email snackpartners@kpsnacks.com

KP - SGCG - Shannon.indd 2

22/07/2021 12/07/2021 11:38 16:59

coffee to go

Coffee category is heating up

Pursuing growth in your convenience store? Leverage your coffee offer to help grow your business faster WITH the government's route map through and out of the coronavirus crisis in full swing, consumer confidence is building and with it the opportunity for growth. Businesses now, more than ever, are taking stock to realign and make the necessary plans to ensure that they reopen as efficiently as possible, maximising every part of their offering to enter the post-covid landscape prepared to recover and thrive. Workplaces, foodservice and hospitality venues have reopened, bringing with them increased footfall in retail and leisure, and therein lies a huge opportunity to quickly capitalise on the increase in demand for those that adopt a smart approach – reviewing and reassessing every part of their offering to ensure that every possible part is as efficient, appealing and profitable as possible. Coffee plays a crucial role in driving footfall for forecourt, convenience and leisure venues, and our love affair with coffee is growing, with a study from the Local Data Company showing a 7.4% increase in coffee outlets across Scotland in recent years. However, with the disruption caused by a prolonged lockdown our attitudes to quality and convenience have shifted. So, with this in mind, what are the key ways in which coffee can be reviewed, improved and used as a lever to increase spend per head and grow your business faster? The rise of automated retail We must recognise we are in a rapidly changing market, which presents new opportunities as well as challenges for businesses of all si es. Automated retail is in solid growth, with all trends pointing toward digital experiences such as e-commerce, automated retail, and direct to consumer to enhance the customer experience. Increasing customer interactions with technology, through the likes of selfcheckout machines and bean-to-cup coffee machines are giving the consumer a new level of autonomy. While this trend isn’t new, it is accelerating as competition intensifies and innovation comes into the market faster. The estimated worth of the intelligent vending machine market by is . bn and continues to grow with a predicted CAG of . . The move towards bean-to-cup

machines demonstrates this shift, but to ensure consumers embrace and trust automation and digital platforms requires that their quality expectations of taste and consistency are met or exceeded. Elevated convenience Customers want good quality, great tasting coffee delivered in a slick and frictionless manner – no matter where it’s from. Within the category, 55% of coffee drinks are takeaway/to-go, and this is on the backdrop of a food to-go market expected to outpace foodservice with a

market-beating recovery expected this year. This means it is imperative to strike the right chord with your coffee offer to ensure your business rides the wave of growth as the economy rebuilds. Elevated convenience’ has established itself, meaning the premiumisation of coffee concepts across all formats is in growth. This has presented opportunities for ‘non-specialists’ – those who sell coffee not as their primary offer – and is now the fastest growing sector in terms of coffee sales.

The trust in white label coffee offers and the diversiﬁcation of brand portfolios, driven through more trust in larger brands, indicates that if properly executed, coffee offers will gain traction. Whilst for many businesses coffee represents a small part of a much bigger picture, it should not be overlooked how a consistent, quality coffee offering can be a key driver to opening up dayparts and driving growth. Excellence through training Part of ensuring quality and consistency includes ensuring that your entire team are fully trained and able to deliver the perfect cup of coffee, every single time. A good, consistent coffee is dependent on more than just beans and machinery; a well-trained team who understand the importance of consistent delivery and wellmaintained machinery are key to ensuring your customers keep coming back. A consistent, composite offering A recent study by CGA found that quality perception is the biggest driver of value and volume in coffee, therefore, in order to truly capitalise on this, it is crucial to have a quality, consistent coffee offer in place, as well as staff that are trained to deliver a consistent product – driving customer advocacy and repeat footfall across all dayparts. Frannie Santos-Mawdsley is the senior marketing manager for UCC UK. She says: “Premiumisation within foodservice is a trend we’ve seen for years now, but in coffee it has deﬁnitely been expedited through the pandemic. As the coffee shop market has grown, consumers have formed strong opinions on their favourite beverage. With these shops closing, customers have turned focus to home consumption, hoping to emulate the out-of-home experience, in turn raising their expectation for quality coffee across sector.” Scotland is now viewed as a market of rapid growth for coffee, Edinburgh is second only to Brighton in coffee outlets per head in the UK and coffee is the number one consumed drink out of home in the nation. It is important now more than ever to take a fresh look at your coffee offer and capitali e on the changing market to drive footfall and grow your business faster.

28 • The Convenience Guide Scotland 2021/22

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FRESHLY GROUND COFFEE. AUTOMATED. Introducing UCC To-Go. Fast, reliable,

high quality coffee automation entirely customisable for your business.

‘Elevated convenience’ in coffee is growing and competition is intensifying *. UCC To-Go is a futureproofed solution to truly own your coffee offer and deliver it in the luxurious, convenient and hygienic way consumers want.

• Developed by a top 5 global coffee company

• Differentiated, technology-led consumer experience

• Personalised barista quality coffee • Industry leading service support • Commercially flexible options to suit different operator needs *

MINTEL 2019

FOR MORE INFORMATION CONTACT:

ucc-coffee.co.uk

info@ucc-coffee.co.uk or call 01908 275 520

@UCCCoffeeUK

UCC - SGCG - Shannon.indd 1 UCC19042_UCC_To_Go_Scottish_Grocer_HP_Ad_A4_AW.indd 1

22/07/2021 22/06/2021 11:38 16:56

ENERGY DRINKS

GREAT TASTING SUMMER HYDRATION ON THE GO GRAB A CASE AND GROW YOUR MARGINS

JUICY FLAVOURS

UNBEATABLE

VALUE

GREAT TASTING

ADDED VITAMIN

Great-tasting energy at unbeatable value. Priced to make you more money with every sale. email: info.uk@refresco.com | tel: 01509 674915

Refresco - SGCG - Shannon.indd 1

26/07/2021 11:57

N and WITH

Refresco - SGCG - Shannon.indd 2

GE R E M E 26/07/2021 11:57

flavoured water

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22/07/2021 11:39

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hard seltzers

4.5% ALC/VOL | NATURAL FLAVOURS | 95 CALORIES 4.5% ALC/VOL | NATURAL FLAVOURS | 95 CALORIES

THENO.1 NO.1HARD HARDSELTZER SELTZER THE *

BRANDIN INTHE THEUK UK BRAND *

STOCKUP UPNOW NOW STOCK *Source: IRI Total Hard Seltzer Category MAT Value Sales, w/e 16/05/2021, Total Market. *Source: IRI Total Hard Seltzer Category MAT Value Sales, w/e 16/05/2021, Total Market.

MarkAnthonyBrands -CG - linda.indd 1

22/07/2021 11:39

THEBRAND BRANDTHAT THATREVOLUTIONISED REVOLUTIONISED THE THEUS USALCOHOL ALCOHOLINDUSTRY INDUSTRY THE OVER 46% OVER 46%

CATEGORY VALUE OF CATEGORY VALUE OF

WHITE CLAW IS WHITE CLAW IS

BIGGER VALUE BIGGER VALUE AND CORONA SHARE

$4.7BN $4.7BN

THAN BUDWEISER THAN BUDWEISER

AND CORONA

THEUK UKHARD HARDSELTZER SELTZERCATEGORY CATEGORY THE WORTH£11.3M £11.3M ISISWORTH WHITE CLAW HAS A WHITE CLAW HAS A

38%SHARE SHARE 38% OF HARD SELTZER OF HARD SELTZER

INVESTING INVESTING

£4.5M £4.5M

IN ABOVE THE LINE MARKETING IN ABOVE THE LINE MARKETING

TOPTIPS TIPSTO TOMAXIMISE MAXIMISESALES SALES TOP HOW YOUR COOLER SHOULD LOOK: HOW YOUR COOLER SHOULD LOOK: STOCK FRIDGE STOCK FRIDGE TO OR COOLER OR COOLER TO GUARANTEE GUARANTEE QUALITY QUALITY

STOCK WITH STOCK WITH BEERS AND BEERS AND CIDERS CIDERS

STOCK THE STOCK THE

FASTEST FASTEST SELLING SELLING SINGLE CANS FOR £ROS

TOP

SINGLE CANS FOR £ROS

*IRI 52 weeks ending March 28th 2021 - Total US MULC + Liquor. **Source: IRI Total Hard Seltzer Category MAT Value Sales, w/e 16/05/2021, Total Market. 52Seltzer weeks ending March 2021 - Total USw/e MULC + Liquor.Total Market, minimum 2% wtd distribution ***Source: IRI Total*IRI Hard Category MAT 28th Value/Store/Week, 16/05/2021, **Source: IRI Total Hard Seltzer Category MAT Value Sales, w/e 16/05/2021, Total Market. ***Source: IRI Total Hard Seltzer Category MAT Value/Store/Week, w/e 16/05/2021, Total Market, minimum 2% wtd distribution

MarkAnthonyBrands -CG - linda.indd 2

22/07/2021 11:39

home delivery

Join hundreds of successful retailers

£546K av. Annual sales for top 20 stores

900+ Stores with Snappy Shopper

£26 1

av. Basket spend vs. 2 £7.62 in-store

Find out more about the Snappy Shopper platform Call: 0333 900 1250 Email: contact@snappyshopper.co.uk Web: retailers.snappyshopper.co.uk 1

01.07.20 - 30.06.21

Snappy Shopper - SG - Shannon.indd 1

Source Lumina 2020

23/07/2021 15:04

Don’t just take our word for it… “We ﬁnd the Snappy Shopper vouchers redemption codes very useful. Home delivery sales have grown as a result. It’s great that Snappy Shopper funds these voucher codes.” Luke Vincent, Walsall

“We’ve really engaged with our community, making sure that when they can’t come to us, we can go to them.” Saleem Sadiq, Renfrew

“Snappy Shopper is fantastic. Sales have grown immensely and it now contributes to around 30% of our overall store sales.” Daniall Nadeem, Bellshill

“In just the ﬁrst two weeks, we had 138 orders worth £2500. 90% of the orders were new customers who lived outside of our store locality.” Adell Hussain, Airbles

Grow your business with Snappy Shopper Snappy Shopper - SG - Shannon.indd 2

23/07/2021 15:05

household paper

Simply Ecoroll . Quilted . Essence The Bliss range brings complete luxury to any bathroom. With layers of quilted softness and three blissful scents, the range is designed for ultimate comfort and happiness. Have a moment to yourself and escape with Bliss.

Manufacturers of quality hygiene paper products

01254790153 | www.startissueuk.co.uk

Star Tissue Bliss - SGCG - Shannon.indd 1

22/07/2021 11:41

THE

OF SPILLS

ONE ROLL FOR ALL

The perfect roll for all household cleaning is here to save the day. Our unique pattern with triple lock technology will polish, shine, mop up and clean the toughest areas around the home, even when wet. From kitchen spills to garage grime, Kleenall just keeps cleaning, time after time.

AVAILABLE NOW Interested in stocking Kleenall? Please contact us on:

01254 790153 sales@startissueuk.co.uk

Star Tissue Bliss - SGCG - Shannon.indd 2

22/07/2021 11:42

ice cream

Crafted with the finest ingredients. C

The fastest growing luxury tub brand in convenience in Summer 20201

#1 driver of growth in Mini Cups2

Empowering consumer choice with varying portion sizes. 50% of shoppers agree control over portion size is a good alternative to abstaining3

1 2 3

Nielsen Scantrack – Total UK & Total Impulse (non-grocery multiples led convenience, mostly Symbol groups + Independent Stores) – 26w/e 22-aug-2020 Nielsen Scantrack – Total Convenience – 52 w/e 29th May 2021 Food Village UK/FR / Mintel 2019

General Mills - SGCG - Shannon.indd 1

22/07/2021 11:43

CK O OW ST N UP D ON’T HOLD BACK

General Mills - SGCG - Shannon.indd 2

22/07/2021 11:43

nicotine

VYPE IS BECOMING VUSE NEW NAME. NEW LOOK. SAME GREAT QUALITY & TASTE. 100% COMPATIBLE WITH VYPE. FOR MORE INFORMATION CALL

0808 169 5000

18+ only. Vuse e-cigarettes contain nicotine which is addictive. Read leaflet in pack. For trade use only not to be left in sight of consumers.

British American Tobacco - SGCG - Shannon.indd 1

23/07/2021 16:15

ADVENTURE EVERYWHERE

#1 NICOTINE POUCH IN SCANDINAVIA*

O EL

U’VE GOT V O Y

FOR MORE INFORMATION CALL 0808 169 5000

18+ only. This product contains nicotine and is addictive. For adult nicotine consumers only.

British American Tobacco - SGCG - Shannon.indd 2

*Based on Nielsen RMS data on Volume Share and Share of Modern White Segment for the 12-month period ending October 2020 for Sweden & Denmark total retail market. Excludes Norway where nicotine pouches without tobacco cannot be sold. VELO is sold under the brand name LYFT in Sweden and Denmark.

23/07/2021 16:15

sweets

AWARD WINNING service, product range and pos direct to your store!

Driving improved results through in-store merchandising GET IN TOUCH TO FIND OUT HOW WE CAN HELp you increase your sales!

Paul Kitt

National Apex Service Manager T: 07483 120445 E: paul.kitt@bobbysfoods.co.uk Bobby's Food - SGCG - Shannon.indd 1

Spencer Macklin

National Sales Development Manager T: 07483 120474 E: spencer.macklin@bobbysfoods.co.uk 22/07/2021 11:44

FROM THIS:

TO THIS:

MORE THAN DOUBLE THE RETAIL VALUE! From £120 worth of stock at retail to £275 worth of stock at retail for the same footprint! #ThatsApex! FROM THIS:

TO THIS:

WE SEE THE POTENTIAL IN THE SMALLEST OF SPACES! From unused space to our best selling Biscolata range which is worth £160* at retail! *Value of retail Stock

SCA N ME t o wat c ape h our x vi deo

INCREASE YOUR SALES WITH OUr free range presentation service Multi-Award Winning Direct To Store Supplier

Bobby's Food - SGCG - Shannon.indd 2

22/07/2021 11:44

tea

EXTRA TEA SALES ARE THERE FOR THE TAKING Category Guidance from Parminder Walia, Tetley Category Development Manager

hatever the type of store, growing tea sales relies on knowing how to encourage existing tea drinkers to buy more tea; how to nurture light users so that they become regular tea buyers; and how to get first time tea ‘triallers’ to adopt tea as a regular habit. Particularly pertinent to stores seeking to retain new customers attracted over the last year, the 2020 ACS Local Shop Report shows that canned and packaged grocery items account for just 3.9% of sales in impulse. This suggests there’s opportunity for growth here, which includes tea. Reviewing your tea range against what’s available locally and providing a mix of pack sizes to meet different shopper missions, is a good place to start. Smaller packs of 40s are great for emergency top ups, and larger packs of 80s sensible for those that shop little and often, particularly with people spending more time working flexible at home. Everyday black tea should be the foundation of any range.

Across the biggest brands consumers are pretty loyal to their preferred brand, so it’s important to stock category favourites. Interest in healthy living is driving sales of different types of tea. Decaf sales have been exceptionally strong over the past year and it’s an essential stock alongside everyday black, and with higher pence per kilo, a good trade up option. Non-black tea sales like decaf, green and fruit & herbals are growing yoy and in time could match or even outpace everyday black tea sales. Get future ready now by exploring the latest trends and tastes in tea. Tetley’s new range of Tetley Herbals is helping retailers do just this, giving customers a familiar and safe pathway to higher value teas at a price point which offers a risk-free trial. With the health trend in mind,

TetleyDPS - CG - linda.indd 1

Tetley Cold Infusions to add a fruity twist to cold water for on the go hydration, is a good option, and with the prospect of a tough season of seasonal colds ahead, functional food and drinks should also be considered. For impulse and convenience Tetley Super Fruits Boost with added Vitamin B6 in Blueberry & Raspberry and Tetley Super Fruits Immune with added vitamin C in Lemon & Ginger are good choices. Tea shoppers tend to have higher basket spends. Helping shoppers to envisage different tea occasions, from a treat for me to a family tea, can help boost sales of both tea and, if placed close by, complementary items such as biscuits, milk, and breakfast goods. Value for money is increasingly important and requires a different approach on shelf. Smaller entry point packs, balanced promotions and

carefully chosen price marks to demonstrate value will help household budgets and foster shopper loyalty. With these foundations for growth in place, bringing attention to the different aspects of your tea offer and its fit with different shopper states will deliver the growth desired.

23/07/2021 11:06

Stir up your tea sales with the No.1 brand in tea** Top selling brand in impluse, convenience and total Scotland**

*PMP prices as at July 2021 **Source: Volume Sales AC Nielsen Year to 19.6.21

We are proud to be partnered with

TetleyDPS - CG - linda.indd 2

23/07/2021 11:06

Fascia & Franchise

Choosing the perfect partner LOCAL competition can be fierce in the convenience channel, but for those savvy operators who create an offer that is tailor made for their community, there’s definitely money to be made. Different stores will have different needs, influenced by a variety of factors ranging from store location and customer profile, to square footage and the scale of competition. Thankfully, there are plenty of fascia and franchise offers for retailers to choose from, although that also means there is plenty to consider. Choosing the right partnership for your store is not a decision to be taken lightly. Get it right and watch the tills ring; get it wrong and opportunities could be missed. There’s a lot to consider, but in the next section fascia and franchise brands will set out their stall, making the case for why their solution is the right one for your store. Each offer will have its own advantages and retailers should consider much of the following. • Cost When choosing a symbol it’s worth considering the cost of goods – how competitively priced is the wholesale service? What sort of margins can retailers expect across core categories? Does it feature structured pricing based on purchasing volume? If joining a symbol is going to require a refit, will there be financial support? • Obligations What is the length of the agreement? Should you wish to change again, how would you get out of the agreement? Would you be subject to a minimum spend through the symbol’s wholesaler? Are

there store standards that must be met? • Range Freedom of choice gives retailers scope to create ranges tailored to their communities, so it’s worth checking that the fascia or franchise can offer the right range for your store. How is their relationship with suppliers? What’s the approach to introducing NPD? Is there ﬂexibility to respond to changes in demand? Will you have scope to change your offer to mirror trends and changing shopping habits? What about availability? Is the supply chain strong enough to maintain availability in a crisis? How frequently can retailers expect to receive fresh and chilled deliveries? • Innovation Scotland’s convenience channel has undergone rapid change since the onset of the Covid crisis, with many stores swiftly introducing home delivery and click and collect services. This hasn’t gone unnoticed at the headquarters of fascia and franchise brands, so it’s worth asking what support they can offer in this area. Have they entered into new partnerships with home delivery brands? What about click and

collect? Can they offer support for retailers looking to introduce new services? • Promotions Does your prospective fascia or franchise partner offer attractive promotions as part of a regular programme? Are you required to run these promotions? What marketing support is on offer? • Technology How well integrated is the group with the latest improvements to EPOS systems? Does the symbol have its own dedicated system, or does it have a recommended provider? Is the group going to help you keep updated with new technology, mobile apps, in-store beacons, mobile payments and digital loyalty schemes? • Own Label What does the symbol’s own label offer look like? Is the range extensive enough for your needs? Does the symbol offer own label at a quality and price point to match your competition? • Support What support does the symbol offer? Will you have access to planograms, merchandising support and other aspects of marketing? If your business runs into difﬁculties could you expect support from the symbol group?

48 • The Convenience Guide Scotland 2021/22

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Scan the QR code to see Tom’s story.

Fresh thinkers wanted Find out more about becoming a Nisa partner at

nisalocally.co.uk/retailers or call 0800 542 7490

NIS51759_Aug_Trade_FullPage_5thAug_Tom_297x210.indd 1 Nisa Retail - SGCG - Shannon.indd 1

Nisa’s fresh thinking has helped Tom double the turnover of his store. Here’s how we could help you drive basket spend and add value to your business:

• Access to the Co-op own-brand range • A best in fresh range • The latest retail insight and expertise • Innovative store design You can also earn up to 5.5% rebate as part of our Fresh Rewards scheme.

15/07/2021 22/07/2021 12:07 15:43

Open a One Stop Franchise convenience store One Stop is a brand with strong heritage and represents the very best in convenience store retailing. With over 300 years of retail experience and expertise we operate a network of over 700 stores and partner with over 200 franchise stores. At One Stop we give our Franchisees an unbeatable combination of benefits. For a start, we’ve been a subsidiary of Tesco since 2003 – which means we put the backing of a national brand behind them. Plus, we have three distribution centres which are owned and managed by us, delivering over 1 million cases a week across all of our stores. It’s a relationship that delivers huge benefits for you – including greater buying expertise (and better margins) as well as access to One Stop’s e-learning modules and training for you and your team.

Six ways One Stop can transform your business. More cash in your pocket

£50,000 store investment

Dedicated support team

One Stop Franchisees have seen back-to-back growth each year since 2014, with fully fitted stores increasing their weekly sales by an average of more than 14% in the first 13 weeks alone.

When you join One Stop, we’ll give your store a fully-managed refresh up to the value of £50,000. New layout, new fixtures and new fittings inside and out, plus a special store launch celebration.

Join us and your dedicated Business Development Manager will visit you every month. Whilst for everything else, our Franchise Helpdesk is on hand to help.

Supporting the future of your store

Time-saving technology

Market-leading promotions

It’s good to know that whatever’s happening in the world, you’ll always be able to react and adapt – to any retail situation. We’ll ensure you’re resilient enough to respond to challenges, whatever they may be.

One Stop - SGCG - Shannon.indd 1

Our state-of-the-art EPOS system manages everything from transactions to sales reporting, whilst our auto-replenishment system ensures you always have a well-stocked store. Our market-leading supply chain and merchandising system, ensures that you’ll always get the right products.

We offer some of the best deals on the high street, with margins which will add to your profits. Our amazing point of sale helps spread the word to customers both in-store and online.

22/07/2021 11:45

Be part of the One Stop family. When you join us, you will have more time to spend with your family, staff and serving your local community.

Get in touch today to find out about more about One Stop!

01543 363003 One Stop Franchise

One Stop - SGCG - Shannon.indd 2

openaonestop.co.uk 1stopfranchise

JoinUs@onestop.co.uk OneStopFranchise

22/07/2021 11:45

A Business for families

JW Filshill and KeyStore again Ranked No. 1 by suppliers in Key Trade Survey Award-winning wholesaler JW Filshill and its convenience store group, KeyStore, have been once again ranked number one by suppliers in an independent UK-wide industry survey. The respected Advantage Group Report, which asks suppliers to rate a defined set of wholesalers and symbol groups across across the whole of the UK covering several categories ranging from category and business development to supply chain management, payment processes and execution of promotional and marketing plans, saw Filshill come out on top in the wholesale channel programme for the ninth year in succession while KeyStore led the fascia groups for the third consecutive year. Simon Hannah, Glasgow-based Filshill’s chief executive officer, said: “It has been part of our strategy for many years to take a partnership approach to working with suppliers by collaborating with them and sharing information and making them part of our success story – we view suppliers as part of the extended Filshill family. “Through open and honest dialogue with suppliers we can identify opportunities and by sharing the insight/data we gather from our supply chain technology we are able to find solutions, predict key growth areas and work together on future plans, including new product development.” Mr Hannah said that adopting virtual meeting techniques during Covid had been beneficial in strengthening relationships with suppliers and forging new ones. “Some people we may not have always been able meet face to face pre-Covid for various reasons found it easier to engage with us in virtual meetings, and that gave us an opportunity to give them a better insight into our business and plans for the future,” he said. “I am extremely proud of our hardworking team for consistently achieving such high standards, particularly during what has been a challenging time for suppliers and our retail customers. One supplier alluded to our people being a ‘key strength’ and Filshill’s ‘strong team’ – that is testament to their commitment to our business and customers.”

www.filshill.co.uk

Fillshill/Keystore - CG - linda.indd 1

The convenience/symbol group survey, which included over 300 online submissions from suppliers, was conducted earlier this year, as was the wholesaler survey which had over 200 submissions from suppliers. All submissions were anonymous. In the fascia group survey, one supplier contributing to the survey commented: “We would say JW Filshill-KeyStore fascia do things better than anyone else in the convenience channel by some distance. It is very much a two-way conversation around pricing, product and what we are both trying to do, which makes coming to decisions effortless. They do large volumes with us, they do it very well, they are extremely efficient.” Another commented: “A key strength of JW Filshill-KeyStore is their willingness to work in partnership with manufacturers.” In the wholesaler survey, another supplier said: “Because JW Filshill are very collaborative and open, we feel the same message transpires all the way through the business with them. They want to share what is important to them but they also take an interest in what is important to us which makes the channel of communication a lot clearer. They are willing to support us on our agendas which just makes everything so much easier.” Talking about Filshill’s strategic approach to the business, another supplier commented: “Our business with JW Filshill is very straightforward. There is no smoke and mirrors. We have a plan and if it falls in line with what they agree, then we run with it. If it does not, we have a discussion about why and we find a solution. There is no extra confusion to try and come to a solution that fits all. They are also clear in their strategy with us which helps. It is much more planned in advance and very simple.” The wholesaler continues to grow its KeyStore estate across Scotland and the north of England. JW Filshill, one of Scotland’s oldest independent food and drink wholesalers, will relocate to a brand new, purpose-built distribution centre near Glasgow Airport early next year.

jwfilshill

filshill

22/07/2021 11:45

Join The KeyStore Family Visit our website: business.keystore.co.uk Find out from some of our retailers why they mirror the thoughts of suppliers and believe we are number 1 in the convenience sector for service, innovation, product range and promotional support. As a successful family business find out how we support families with their business.

“I’ve seen a rise in takings of 29.7%”

“Previous to Filshill we’d seen a couple of years of decline”

Barrie Carter, KeyStore More Jarrow

“Everything is brilliant with KeyStore” Mo Zubair, KeyStore Moorends

Tony Hewson, KeyStore Express Middleham

“Not only has my turnover gone up by 33%, but my profits have also gone up significantly.” Wilson Rae, KeyStore More Lanark

“The technology that KeyStore provide is brilliant” Chris Watson, KeyStore ExpressCorseford

“If we have any issues, any problems you just phone them and they’re always there.” Pete Singh & Pam Kaur, KeyStore Dreghorn

How to become a KeyStore retailer?

It’s simple. Call us on if you want to talk to us about how we can support you to improve your business.

Roy Williams BDM East Scotland 07809903501 roy.williams@filshill.co.uk

www.keystore.co.uk

Fillshill/Keystore - CG - linda.indd 2

keystores

Robert Paton BDM West Scotland 07803518591 robert.paton@filshill.co.uk

Jeanette Gordon BDM England 07718486783 jeanette.gordon@filshill.co.uk

keystores

22/07/2021 11:45

Join the SPAR family Become a member of the most recognised symbol group in Scotland. To be part of our journey and to find out more please call our team on 01382 512000

SparScotlandOfficial

C J Lang - SGCG - Shannon.indd 1

@SparScotland

CJ Lang & Son Limited

22/07/2021 15:03

Why SPAR? • • • •

A trusted brand A business partner First class store development Best in class availability and distribution • Award winning, market leading, exclusive SPAR brand products • Dedicated Account management

Chris McCallum. SPAR Retailer for 25 years.

In partnership together, we’ll help you drive profitability and grow your business – after all, we’ve been doing this for a long time.

CJ Lang & Son Ltd, Longtown Distribution Centre, 78 Longtown Road, Dundee, DD4 8JU

C J Lang - SGCG - Shannon.indd 2

www.cjlang.co.uk www.sparscotland.co.uk

22/07/2021 15:04

2021/22

www.scottishgrocer.co.uk

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

Convenience Guide 2021/22 - SG - Shannon.indd 2

26/07/2021 15:01