The Convenience Guide Scotland 2016 by Peebles Media Group

Insight & advice for convenience retailers

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On the jjourney together

in Scotllaand

JET is THE fuel brand of independent dealers in Scotland. Our network of 50 independent Scottish forecourts is going from strength to strength. JET now supplies more fuel to Scottish independent dealers than any of its main competitors*. Backed by Phillips 66, JET is Scotland’s ONLY branded dealer supplier with its own UK refinery, supplying 1 billion litres of fuel during 2015 into the UK market.

Official fuel partner of

Get in touch to find out why more and more independent Scottish dealers are making JET their fuel supplier of choice. Call us on 01926 404 333 or email connect2jet@p66.com; what we offer might surprise you. JourneywithJET

@JETPetrol

* Source – Catalist latest release. Dealer site volume only, excluding sites owned by UK nationwide site operators – Certas Energy, Cooperative, Euro Garages, MOTO, Motor Fuels Group, MRH, Roadchef, and Waitrose

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CONTENTS

04 THE CONVENIENCE GUIDE Welcome to a retailers’ resource

06 HEALTHIER OPTIONS The SGF Healthy Living Programme is working and this year it has three main targets

10 CHILLING STUFF How to tick the boxes when you’re installing refrigeration

12 TILL WISDOM The points to remember when it comes to EPOS

13 TRAIN TO SERVE ServeWise advice on statutory training

14 THREE GOLDEN RULES The ‘need to know’ on drinks retailing regulation

18 SMART MONEY How payments, data, promotion and customer engagement can be handled in a world of apps

20 WAGES AND AGES The nitty gritty of minimum wage regulations

21 KNOW YOUR RIGHTS How to avoid falling foul of right to work in the UK rules

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

44 FASCIA & FRANCHISE A whole new world of the sign above the door – symbol and franchise leaders explain their systems

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INTRODUCTION

Advice for a new retailing era IT’S summer, which means it’s the time when Scottish Grocer magazine takes a close looks at marketing and merchandising in the country’s convenience stores. But in recent years – as we realised that local retailing was changing and entering a new era, when commercial quality would have to be married to compliance and visibly socially responsible retailing – we’ve developed and grown our special summer supplement to provide a widening range of key advice for community retailers across the country. We built on our original Merchandising Guide when we added information about and from the country’s leading fascia, symbol and franchise organisations. And last year we grew once again to take in advice and information from top lawyers, equipment suppliers and more. So this is the second edition of The Convenience Guide complete with legal, technical, technological, operational and commercial insight and advice. Once again the supplement is produced with the help of some of the best in the business in law, technology and equipment manufacture and installation, retail software development, finance and more. And that’s combined with some of the best companies and brands in food and drinks marketing, in merchandising and in fascia, symbol and franchise groups. The guide breaks down into

Scottish Grocer editor Patrick Duffy says welcome to the latest edition of the Convenience Guide – expert insight for Scotland’s retailers. three sections. In the first we look at several areas of law that are particularly important for convenience retailers as well as other issues, changes and developments affecting retailers in Scotland in 2016. Leading licensing lawyer Audrey Junner of Hill Brown Licensing cuts through the jungle of licensing law to identify three key aspects of the drinks rules and regulations that c-store operators should be especially aware of. From Maclay Murray Spens two directors with significant expertise in employment law look at regulations which are especially important to companies and subjects of major current political debate. Just about everyone knows about the National Minimum Wage and the National Living Wage but what are the actual rules and how can you keep on top of your employment age and wage issues to avoid penalties and reputational damage, Alan Delaney explains on

page 20. And with immigration one of the hottest political issues of many decades and migrant workers providing a valuable source of labour for many businesses Alison Weatherhead gives timely advice on checking and complying with Britain’s frequently changing right to work in the UK rules and documentation. After a period when money was tight the last couple of years have seen many Scottish convenience retailers express interest in refits or in modernising sections of their stores. Refrigeration is at the heart of many of those changes. In part that’s down to growing consumer demand for everything from drink-now soft drinks and drink-soon beers to chilled ready meals. On page 10 Capital Cooling provides important hints and tips on getting refrigeration right. Convenience and newsagent specialising EPOS supplier Reposs gives its thoughts on how

retailers can ensure they get the EPOS system that suits them best including suggestions on identifying your own business’s requirements and understanding cost to use over a full contract. ServeWise explains the key requirements for convenience stores of regulations covering licensing training. And we have an update on the SGF Healthy Living Programme explaining latest developments in the field and containing some very interesting research findings that suggest the programme is good for business as well as being good for the health of the nation. And with digital communication, mobile payment and interactive marketing increasingly looking like the future of retailing we hear from the company offering one of the widest-ranging mobile payments services Zapper. Section two of The Convenience Guide covers category management and here we provide leading companies and brands in their fields with a platform to explain their latest thinking and strategies. United Biscuits UK introduces its Better Biscuits Best Sellers strategy, which, it says, can increase category sales by up to 13%. Mars Chocolate UK explains its outlook on category management in the £5bn+ confectionery market. Among other aspects it highlights its thoughts on confectionery display and the importance of price-marked packs to confec-

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INTRODUCTION

IN-STORE BUSINESS

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Use Post Office investment to modernise your store

Lift your retail sales Grow your retail sales by 16% by joining the UK’s largest retailer and combining a Post Office with your convenience store.

The Post Office Local model means you don’t need to take up valuable retail space for a traditional ‘screened’ counter, as the service can be combined with your retail till. The Post Office is open when your shop is, so customers can pop in early or late — a service that is proving popular. For a larger branch — the Main model — you will need a designated Post Office area but the layout can be modern and open–plan.

The Post Office is modernising its network supported by Government funding of nearly £2 billion, and enterprising convenience store owners can take advantage of investment. Combining a Post Office with a strong retail offer allows the two to benefit each other, resulting in increased footfall and far greater convenience for customers. We’re looking for operators with a convenience store or large CTNs.

Find the right business opportunity at runapostoffice.co.uk

“I run two Main branches that perform well in different areas and have contrasting customers. My first branch is Clydebank, which is based in a shopping centre and performs particularly well in financial products. “At my second branch, West End, we have a strong retail offering and a coffee shop which attracts customers from an affluent area. “Having more than one branch should appeal to people who want to develop and improve.”

How to Join

Add a Post Office franchise to your existing retail business or take over an existing Post Office and develop a thriving retail store. 1. Register your interest at runapostoffice.co.uk and we will email you with opportunities that fit your search criteria. Look for vacancies with commercial estate agents that handle Post Office branches, such as Humberstones and Christies & Co. 2. Make sure a Post Office is right for you and develop a business plan before completing the online application process. We will do some financial checks before inviting you for an interview. If successful, you or your representative will then be invited to a training course and the branch will transfer to you shortly afterwards. The process takes around six months. 3. For more information including FAQs and application details, visit runapostoffice.co.uk

Ryan Marwaha Clydebank and West End Main branches, Glasgow

Why Post Office? We have 17 million customers a week, including a third of the nation’s small businesses

“Last year more than 300 agency branches recorded £1 million–plus in turnover, including us here at Berryden Main branch in Aberdeen where travel money sales passed the £1 million mark. “One of the main reasons we have been so successful is due to the number of customers using our passport check and send service. We use this as a hook to introduce other relevant products and services, such as travel insurance and the travel money card.”

We’re the number one retailer of Royal Mail services and the UK’s number one travel money provider From travel money to car tax, passports to postage, insurance, mortgages, savings and easy access to local and national government services, we provide more than 170 products and services We have the UK’s largest free cash withdrawal network through our 11,500 branches and 2,500 cash machines Our business handles £17 billion of savings and £3 billion in loans; 99% of bank customers can access their cash at the Post Office.

Sal Ahmad Berryden Main branch, Aberdeen

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BREAD & BAKERY

Enjoy a rise in bakery sales with Warburtons Follow our planogram below to make it easier for your customers to shop and maximise sales. For more information, inspiration and principles visit: warburtons-trade.co.uk 400g Wholemeal1

The No.1 Must Stock Bakery Brand

Discover the No.1 selling SKUs on the planogram below. 85% of UK households choose Warburtons products 27x per year2.

WHY IS BAKERY IMPORTANT FOR YOUR STORE Wrapped Bakery drives both Trafﬁc and Spend3.

Wrapped Bakery Average3

Basket Size

4.5

items

Convenience Average

3.0 items

Wrapped Bakery Average3

Trip Spend

3.8

£8.47

Convenience Average

£6.39

Visit Frequency

visits per week

Convenience Average

3.6 visits per week

The UK’s No.1 Wholemeal loaf

6 pk Crumpets1

6 pk Thin Bagels1

The UK’s No.1 breakfast product

The UK’s No.1 Thin Bagel

No.1

SHOPPER FLOW

6 Brown Sandwich Thins1 The UK’s No.1 Sandwich Thins

No.1

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

No.1

800g Toastie1

The UK’s No.1 selling loaf

No.1

Source. 1. The Nielsen Company, Total Coverage Unit Sales Data 52 w/e 18.06.16 2. Kantar Worldpanel Brand Footprint survey, May 2016 3. Him! CTP 2015.

No.1

Become a member of Warburtons free-to-use trade website to get access to tools and information to maximise control over your stock. To order new products, get the latest advice, or connect with your Territory Manager, visit:

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

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tionery shoppers in the UK. Milk drinks brand Yazoo looks at the dairy drinks category and suggests how retailers can rediscover what it calls “the simple brilliance of dairy”. The Post Office provides details on its continuing transformation programme and the part that c-stores play in it. Scotland’s biggest-selling tea

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brand Tetley sees real opportunities to increase tea sales and outlines the steps that will make that happen. The country’s biggest-selling tobacco firm JTI explains how it intends to Partner for Success with retailers through all the current changes to tobacco retailing regulations. There’s key merchandising

advice from Coppenrath & Wiese on desserts and from Warburtons on the important bread and bakery category. And in section three the 2016 Convenience Guide sees some of the market’s most important fascia, symbol and franchise operations give their outlook and advice on branding and collaboration in their widely

adopted systems of convenience retailing. The Fascia and Franchise section of the guide this year includes the thoughts of Londis, Spar, Nisa, Booker and of the franchise retail operation One Stop as it develops the franchise concept that it has introduced to Scotland in recent years.

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HEALTHIER OPTIONS with SGF Healthy Living Programme

Aiming for health gold

WHY YOU SHOULD BE INVOLVED! E IN NC LE

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In just over decade many of Scotland’s convenience stores have witnessed a food and drink retailing transformation. Where once many people viewed fruit and vegetables and other basic healthy foods as items that had effectively been cornered by the major supermarkets now fresh and healthy produce is increasingly available in community convenience stores in every part of Scotland. That’s thanks in no short measure to the work carried out by the SGF Healthy Living Programme. The programme, a joint project of the Scottish Grocers Federation and the Scottish Government, was launched to widen range, choice and availability of healthier food and drink across the country and especially in areas of deprivation. But the promise to retailers was that it would be commercially beneficial too. As the programme’s director Ross Kerr explained, there has been considerable success and the work goes on to build and deliver on both objectives.

Essentially it saw that healthier food and drink could be treated as any other category and that good store positioning, merchandising and communication, coupled with good control of waste, could benefit retailers commercially. That’s still one of the main messages today, said SGF Healthy Living Programme director Ross Kerr. But now, with almost 1800 stores in the programme, hundreds achieving its highest Gold Standard status and outlets in every Scottish council area including Orkney, Shetland and the Western Isles, the scope is wider and the ambition is higher. In 2016, Ross explained, he and his colleagues have a three-pronged strategy.

Change for the better

BY several measures the SGF Healthy Living Programme has proved a remarkable success. When the SGF and Scottish Government collaboration launched fully in 2005, after pilot programmes had taken place the previous year, the first objective was pretty straightforward – make more fruit and vegetables (increasingly being seen at the time as crucial to a healthy diet) available in more stores in Scotland, especially in districts marked by social deprivation. The methods were novel, using experienced marketing and retailing professionals and the reach of the Scottish Grocers Federation to develop an advice programme and recruitment effort among Scotland’s convenience retailers.

IN HIEV G EXCE AC L

Ross Kerr, director, SGF Healthy Living Programme

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One of the main objectives of the SGF Healthy Living Programme this year is to add to the hundreds of Scottish convenience stores who have already acheived the programme’s Gold Standard.

First it’s to get more shops on to the programme’s Gold Standard. Second it wants more retailers to feature fruit at their till points, providing heathier food options at a place where impulse purchases are often made. And third it’s looking to persuade retailers to look beyond fruit and veg and to actively promote and merchandise healthier options in many other categories, including cereals, soups, soft drinks and more. Retailers who become part of the programme get the bright and increasingly recognised Eat Better Feel Better pointof-sale material – including free-standing display units that they can position in high-traffic areas of their shops. They use those materials to promote healthier types of food and drink listed in the programme’s support material. But Ross was keen to stress that the team doesn’t tell retailers what to do. “We give advice and try to persuade retailers that it’s the right thing to do because it will improve sales and profit.” And he stressed that the commercial benefits have been clear from the very beginning. Some individual stores have seen very considerable growth of sales of fruit and vegetables of up to 60%, for example. And perhaps more tellingly the leading retail market analyst in the convenience industry HIM Research & Consulting found steadily increasing numbers of Scottish c-store shoppers buying from the fruit and

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HEALTHIER OPTIONS with SGF Healthy Living Programme

Above left, the SGF Healthy Living Programme counter display unit, which provides an effective way to present fruit to shoppers who could be encouraged to make an impulse purchase. And, above right, Giacopazzi’s in Milnathort’s prominent healthier options shelving fixture, placed in a prominent in-store position.

vegetables category. In 2012 some 5% of those interviewed while visiting c-stores were buying fruit and veg but this year the figure was 9%. So, in terms of the programme’s 2016 strategy what’s so important, for retailers, about the SGF Healthy Living Programme’s Gold Standard? Put simply it’s a step-by-step plan of action that raises the game in healthier food and drink retailing and gives the retailer a recognisable award that shows his or her excellence in providing healthier options. It’s achieved by applying best practice in developing an excellent range of healthier options, positioning healthier options around stores and training staff to support

customers in making healthy choices. SGF Healthy Living Programme development managers, when visiting stores across Scotland, explain the Gold Standard plan, showing, with evidence from HIM Research & Consulting’s extensive Convenience Tracking Programme, that shoppers say they would visit c-stores more regularly if they improved ranges of fruit and veg, that such shoppers spend more and that fruit and veg is especially important to shoppers who are visiting stores to buy something for that evening’s meal. Team members go on to explain the potential of healthier options in other categories like tinned fruit in juice, canned

oily fish, 1% milk, low fat yogurt, water, diet drinks and more as well as how to develop space for healthy options and display them well. And that ties in neatly with this year’s other special targets – to get fruit displayed at tills and to have the healthier options message highlighted throughout stores. The programme’s new counter top display units are in several stores now and are doing well, Ross said. Using it is a way to encourage impulse purchases of healthier snack options, which will incrementally increase revenue and profit. And it also shows the community that the store is serious about supporting health and wellbeing.

And highlighting healthy products across the store gives customers, many of whom might want to eat more healthily but find it difficult to precisely know how, the opportunity to carry out a much easier, healthier shopping visit. Some stores have begun experimenting with a special healthier options display on a dedicated shelving unit that brings healthier lines from several categories together. Giacopazzi’s in Milnathort highlighted them in a prominent location close to the shop’s entrance. “It’s early days but it’s in an excellent position, it looks really good and it was showing some really good success,” said Ross.

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HEALTHIER SALES

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HEALTHIER SALES

Our smaller stands encourage impulse purchases of fresh produce at the till-po int

Top shelf loose, bottom shelf multi-pack.

All multi-packs.

a s r e m o t s u c r Offer you n o i t p o r e i h t l a he Grab that extra sale at the till point

All loose fruit.

Encourage the healthier choice

FOR MORE INFORMATION ON HOW TO OBTAIN ONE OF THESE FANTASTIC UNITS, PLEASE CONTACT: SGF Healthy Living Team at Scottish Grocersâ&#x20AC;&#x2122; Federation on 0131 343 3300 09 CG2016_HealthyLiving.indd 9

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REFRIGERATION with Capital Cooling

Chilling success Buying new refrigeration for your store can be a daunting task. With literally hundreds of different models in every shape, size and style you could ever imagine it’s easy to tie yourself up in knots. However you can make it simple for yourself by following our eight-point refrigeration buyer’s guide. • Look at the long-term costs and not just initial purchase price. Think about how much equipment will cost to run and maintain. Focus on energy efficiency. It should be a priority. • Evaluate the service and after-sales support the supplier can provide, cheap deals can be a false economy in the long run if you don’t get support in the future. • Explore leasing, it’s tax-deductible and helps keep your capital in your bank. • Look at incentives such as the Enhanced Capital Allowance scheme – it is there to help save you money, take advantage where you can. • If you are looking at a larger unit such as a multi-deck chiller get a free site survey. One of the main factors in failures is site conditions – a proper site survey can identify and prevent problems. • Ask yourself if the product being offered really does match your requirements – it is amazing how many companies will promote a “solution” that suits them rather than you. • Find out who delivers and installs the item. Is it a courier that drops it at your doorstep or do they have their own team that will unpack and position it for you? • Finally, always get advice from a trusted company. Refrigeration is one of your biggest expenses, make sure you get it right first time. Capital Cooling is an

If you are looking at a larger unit such as a multi-deck chiller get a free site survey. One of the main factors in failures is site conditions – a proper site survey can identify and prevent problems.

award-winning provider of commercial refrigeration equipment and 2016 sees it celebrate its 20th anniversary. It has been providing high-quality refrigeration equipment, service and maintenance to a wide range of independent and corporate retailers throughout that time. A family-run business with a focus on customer service Capital Cooling is Scotland’s only one-stop shop for commercial refrigeration. It designs, manufactures, delivers, installs and maintains all items using its own team every step of the way. The Capital Cooling team is on hand to provide assistance throughout the decision making process. Team members carry out free site surveys and will ensure you get the end result that is right for you. All products are backed up

by one of the best support networks in the industry. More than 60 field-based engineers, 24/7 call logging, and fast response times ensure that you receive the support you need, when you need it most. You can find out more by calling 0800 644 4004, visiting www.capitalcooling.com or popping into the company’s showroom at 12 Dunnet

Way, East Mains Industrial Estate, Broxburn, EH52 5NN.

Look at the long-term costs and not just initial purchase price. Think about how much equipment will cost to run and maintain. Focus on energy efficiency. It should be a priority.

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SP S ’ D N

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S T S I L CIA CAPITAL COOLING

Remote Freezer

Remote Chiller

• Efficient display chiller • Open front or glass door • Range of sizes available • Multiplex options

• Large capacity display freezer • 2, 3, 4 or 5 Door models • Self-closing doors • Create large run of frozen display

Call for our best prices! Exclusive offers now available! AIR CONDITIONING Capital Cooling can design, supply and install high quality air conditioning systems for any retail environment. Call now for a free quotation. T/ 0800 644 4004

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E/ info@capitalcooling.com

25/07/2016 16:23

EPOS with Reposs

Over 1600 C-stores and Newsagents throughout the UK

From only £12.75+vat per week

Easy to use EPoS system with powerful functionality and reports Award winning Epos system with a host of industry partners and endorsements Installation and Training Menzies Electronic Daily Delivery Notes Unlimited online training

2 Ye ar 0% Inte res Free EPo t Loan S

Lifetime software licence 7 Day Software & Hardware Support Software Only Packages Electronic Links to Most Wholesalers (Optional)

2 Year 0% finance price quoted per week is subject to status and Reposs and Menzies Distribution terms & conditions, price per week on model pictured from £15.11+vat per week and all weekly prices subject to deposit / initial payment. Further details and full quotations are available on request.

The right system Buying an EPOS system is not an everyday purchase for a retailer and can be a very time-consuming, confusing process. This simple guide helps you analyse your options and get the right system. • You can narrow your search considerably by only looking at EPOS systems that specialise in convenience stores and newsagents. They will understand your company, offers will be geared towards you and your shop, and they should have the functionality and features you require as their business depends on it. • Write a list of what you want to achieve with an EPOS

system and the questions you have. If you are not sure what questions to ask get the EPOS company to explain how your shop could benefit from an EPOS system and book a demonstration at your shop. • EPOS hardware and software come in many configurations. Unless you have lots of experience with computers or already have compatible EPOS hardware, buy all the hardware and software from the EPOS company. • Some systems come with on-site or online installation and training, some companies make it an additional cost. Even if a system is easy

to use you will benefit from a professional installation. And training will always help you achieve your objectives a lot quicker. • Get the right support package that will help you get the most out of your EPOS system and minimise disruption if anything goes wrong. Avoid any deal that only offers return-tobase or manufacturer’s hardware support. • You need the EPOS system that is going to help you save time and make you money, not just the cheapest. But if you are trying to compare prices between systems, ask the EPOS company for the system

and support you need and get them to cost it over five years. • Reposs has been established for 10 years and has over 1700 convenience and newsagent EPOS users in the UK. Offering a complete solution, Reposs employs sales technicians who will demonstrate the system and give you helpful advice on the best EPOS system for your shop. There is an easy-to-understand Reposs EPOS solution to suit your budget and your needs.

Avoid any deal that only offers return-tobase or manufacturer’s hardware support.

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LICENSING TRAINING with ServeWise

Know your stuff Since the Licensing (Scotland) Act 2005 came into force, everyone who serves or sells alcohol must complete training. Personal licence holders (PLHs) must do training every five years. PLHs complete full training before applying to their licensing board for their licence; then complete refresher training within five years and show the certificate to the board; then do full training within 10 years and apply to renew their personal licence. • You can complete the training early (but not late). • You must tell the issuing licensing board of name or address changes; it will send reminders. • If refresher training is not done in time, the licensing board must revoke your personal licence. You should complete the full course again and apply for a new personal licence. All new members of staff must be trained.

If you are a PLH, you can deliver the staff training yourself. • You must cover the 16 points required by law and staff must have a signed Record of Training in a particular format: www. scplh.info • The City & Guilds Workbook for Staff of Licensed Premises has guidance on delivering training and end-of-topic quizzes to check staff have understood everything. • You should keep all training materials as evidence of the information covered. • And you should do short update sessions with staff on a regular basis. • Nationally recognised online courses are available: www.ServeWiseonline.co.uk Remember, a licensing standards officer or a police officer can ask to see personal licences, staff training records and a full premises licence at any time. • Keep all records in a file and make sure all staff know where it is kept.

• Keep a record of refusals of service to drunk persons and of refusals to persons thought to be under-age. • Some licensing boards issue a personal licence as a plastic card and a paper record – both parts must be shown. Alcohol Focus Scotland has been providing ServeWise training to the licensed trade for around 20 years. It is the only training provider for personal licence holders (PLHs), staff, licensing standards officers (LSOs) and licensing board members. ServeWise offers the City & Guilds PLH and Refresher exams and now provides next day results. It is based in the centre of Glasgow, but also has a network of trainers across Scotland. • Book ServeWise training today! 0141 572 6700 training@alcohol-focus-scotland.org.uk www.alcohol-focus-scotland.org.uk

ServeWise ServeWise

quality licensing training

QUALITY LICENSING TRAINING Glasgow city centre

Glasgow City Centre ServeWise

Personal Licencetraining Holder quality licensing

Glasgow city centre Personal Licence Holder Next day results!

SCPLH NEXT ServeWise DAY RESULTS!

SCPLH £130 ourses e er

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Personal Licence Holder 12 July, 23 August, 13 September

Refresher £75 Refresher £130 orkSCPLH ook

quality licensing training Next day results! £75 Glasgow city centre No VAT or added charges

VAT charges Contact us to No book oror foradded courses elsewhere in Scotland

ILA funding accepted

12 July, 23 August, 13 September Staff Workbook Personal Licence Holder Refresher £75 Next day results!training ServeWise

0141 572 6703 No VAT or added charges training@alcohol-focus-scotland.org.uk 0141 572 6703 funding ILA Funding accepted £130 www.alcohol-focus-scotland.org.uk/licensing-training training@alcohol-focus-scotland.org.uk

SCPLH Staff Workbook

12 July,www.alcohol-focus-scotland.org.uk/licensing-training 23 August, 13 September

ServeWise£75 training Refresher 0141 572 6703 12_CG2016.indd 13

No VAT or added charges training@alcohol-focus-scotland.org.uk

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LICENSING

How to follow the golden rules The regulations governing the sale, marketing and merchandising of alcohol in Scotland are complicated and have been the subject of several pieces of legislation in recent years. Here leading licensing lawyer Audrey Junner, left, a partner at specialist legal firm Hill Brown, highlights the three key aspects of compliant in-store alcohol marketing in Scotland.

Everyone knows that the Scottish shoppers love a bargain, but when it comes to alcohol promotions it is not always easy to give your customers what they want. The legislation is complex at best and sometimes nigh on impossible to navigate. Here, l look at some of the most frequently asked questions when it comes to promotions and pricing, and analyse what the challenges are for the operator. When the Licensing (Scotland) Act 2005 was introduced in 2009 it brought into play a whole new set of rules on pricing and promotions. The mandatory conditions contained a list of promotions which were deemed as ‘irresponsible’ and no longer permitted. This list was adjusted in 2010 by the Alcohol Act, which introduced a series of further controls on the off-trade relating to advertising, positioning of promotions and promotional material and pricing of multipacks. The implementation of this strict regime was justified as a way of controlling over-consumption and tackling Scotland’s problems with alcohol, but some described it as an all-out assault on the off-trade. The law is overly technical, but there are three golden rules to remember when it comes to promotions: • Location • Timing • Pricing Location – It is accepted that alcohol can only be displayed and alcohol promotion can only take place withiAn two alcohol areas within a store (one which is accessible to shop customers and one which is not accessible). No longer can discounted alcohol be placed with other reduced products for a quick sale beside the checkout, for example. And posters highlighting alcohol offers cannot be placed in non-alcohol aisles. Outwith a store alcohol promotion relating to the store can’t take place within 200m of the premises. There are, however, some exceptions which are permitted outwith the alcohol areas. For ex-

ample, non-alcoholic ‘branded alcohol products’ (such as T-shirts, snacks or condiments carrying alcohol brand names) can be outwith the alcohol area provided they are being offered for sale on the premises. Newspapers, magazines and other publications that cover alcohol can be outside the alcohol areas, provided the publications are for sale on the premises. Publications that are not for sale, for example brochures detailing the store’s current special offers, can be placed outside the alcohol areas provided they do not relate only or primarily to alcohol. The Government promised further regulations to allow stores to, within the store’s vicinity, carry out mail shots featuring alcohol promotions but these have never materialised, so there remains a question mark over such activity. Window advertising caused some con-

troversy when the new rules were implemented, but it is now generally accepted that it is permitted provided one of the store’s alcohol areas reaches the window itself. However, a licensing standards officer (LSO) recently challenged the legitimacy of window promotions in a store where a 50cm gap existed between the display and the window, so the issue has not entirely been put to bed. Another matter for ongoing enforcement is the use of radio advertising to promote alcohol within a store. The Scottish Government guidance is clear on this point and states that where the message can be heard outwith the alcohol area it falls foul of the rules. Timing – The timing of alcohol promotions is very important, as the ‘72-hour rule’ continues to apply. A dispensation

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LICENSING

was afforded to off-sales in 2010 when the rules were adjusted to allow off-sales retailers to alter the prices of different products at varying times provided each price was retained for a minimum of 72 hours and was in place from the start of its first day’s licensed hours. This was understandably welcomed by the trade. Pricing – The 2005 Act famously spelled the end of “buy one get one free” (BOGOF) deals and multibuys such as “3 for £10” offers as the mandatory conditions provide that a promotion is irresponsible if it involves the supply of an alcoholic drink free of charge, or at a reduced price on the purchase of another drink. Many shops reduced certain wines to £3.33 to circumvent the rules but found it unsustainable. A further blow was delivered when linear pricing of sorts was introduced for multipacks. Where you sell a product individually, the price of a multipack must not result in the product being sold at a lower price per individual unit. For example if one bottle of beer costs £1.50, a pack of four must cost £6. However, this only applies where individual units of the product are on sale

CAPACITY INCREASES

PROVISIONAL

PREMISES LICENCES

Generally, a voucher which offers a specific customer or class of customers a discount on a particular alcoholic product would comply with the legislation, provided it were valid for a period of not less than 72 hours. at the store. It does not apply where only multipacks are available. So, if the store doesn’t sell individual units of a given item then a pack of eight does not have to be double the price of a pack of four. Discount vouchers present some interesting questions. Where a voucher is provided to the customer at a checkout, then the retailer is arguably promoting the products outwith the licensed area in breach of the rules on the location of al-

PREMISES LICENCES

PERSONAL LICENCES

cohol items and alcohol-promotion items. However, generally, a voucher which offers a specific customer or class of customers a discount on a particular alcoholic product would comply with the legislation, provided it were valid for a period of not less than 72 hours. Finally, what about when there is no price at all? Rather bizarrely, giving alcohol away for free is not banned by the Act, provided it’s not conditional on the customer purchasing other alcohol. Perhaps that’s not a sustainable business model, but it does allow certain offers which you might not expect! Despite the complexity of the rules there have been very few challenges in the courts and quite often operators are simply forced to back down on the advice of their local licensing standards officer or police sergeant. If in any doubt, refer to a specialist licensing solicitor. In many cases the answer is far from obvious and often counter-intuitive. LSOs across the country do very often take opposing views and it may pay to stand your ground. You need to ensure that by giving your customers a good deal, you don’t end up out of pocket.

PERSONAL LICENCES REVIEWS

PREMISES LICENCE REVIEWS

SOLICITORS SPECIALISING IN LICENSING LAW FOR 60 YEARS REAL PEOPLE. REAL SPECIALISTS RWF House, 5 Renfield Street, Glasgow G2 5EZ T: 0141 333 0636 E: info@mshblicensing.com Hill Brown Licensing is a Division of Miller Samuel Hill Brown LLP

www.mshblicensing.com

15 14_CG2016.indd 15

26/07/2016 10:41

BUSINESS LOANS & FINANCE

The Convenience Finance Specialists

FINANCE SPECIALISTS FOR THE CONVENIENCE RETAIL INDUSTRY 0

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SATELLITE HAVE A/j) TheSPECIALIST Convenience RETAILREFERENCE: SCOTSAT1 Tel: 07789 992228 QUOTE Jon Williams - email: jwilliams@satfinance.co.uk Finance Specialists FINANCE DIVISION

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26/07/2016 16:06

BUSINESS LOANS & FINANCE

CASE STUDY: Satellite received an enquiry from a Scottish based Shopfit company. The remit was to refit an existing site and two other new sites. The customer wanted to raise circa £400k+vat in total which their current bank were not in a position to lend. Satellite were able to do this by utilising their 40+ panel of banks who we have educated to understand the convenience sector. Our tacit knowledge of the industry allowed us not only to provide the £400k+vat funding facility but also an unsecured Loan on a “replacement roof” and other building work separate to the Asset Finance requirement.

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17 CG2016_SatelliteFinance.indd 17

26/07/2016 16:06

PAYMENT SYSTEMS with Zapper

The big smartphone platforms offer pay-by-phone capabilities but companies and apps are taking the concept much further. Zapper has launched a cloud-operated retail mobile payments, data capture and promotional system that offers everything from digital vouchers and immediate offer alerts to customer preference tracking.

Retailing in the smart world WE live in a world of increasing smartphone use, where ordinary people in their billions appear happy to interact with organisations and with each other through social media and other online platforms. So how can all of that be put to effective commercial use by businesses like c-stores? Well, companies have been developing mobile payment systems in a variety of sectors. Zapper, which has operated in hospitality for some time, now has a system geared to retail, including convenience retailers, that’s designed to combine payment processing, data capture, transaction analysis, loyalty schemes, promotions, communication and customer and consumer engagement in a single slick, online-operated package. Consumers (incentivised by the promise of a convenient easy method of payment that will also bring special offers that are espe-

cially suited to them) download the Zapper app – it’s available free for Android, Apple and Windows phones and mobile devices. Retailers who subscribe to and install the system get tablet-based, till-point equipment as well as access to their own merchant portal – through which they can analyse trading data and customer trading patterns and can also interact with customers through loyalty schemes and by offering digital vouchers, time-limited offers and more. The tablet can also display messages to customers at the counter. At the till point, once the staff member completes ringing through a Zapper user’s order, the system generates a QR code on the linked tablet screen. The shopper scans the code; the system then takes payment for the goods and, crucially, captures important data that’s available to the retailer when they log on to

their merchant portal. It means retailers can quickly analyse trading patterns by time of day, week or month. They can judge the effectiveness of special offers and work out if a major sporting event, or indeed a spell of good weather, has boosted business. They also gain information that can be used in everything from planning staff rotas to deciding on future promotional activity. The in-app loyalty scheme can provide shoppers with virtual stamps and means retailers can reward shoppers to encourage return visits. The shopper also has the chance to leave a star rating and review. But unlike with other review systems like Trip Advisor or Yelp the comments are strictly between the customer and the retailer. So if it’s a justifiable complaint, a useful piece of feedback or a good idea the retailer can reply and perhaps offer compen-

sation to the individual customer without suffering any wider reputational effect, or provide a thank-you benefit for useful comments. The system also gives the retailer the opportunity to provide customised offers to consumers, for example it can send vouchers for barbecue sauce to those who have shown themselves to be barbie fans. It will also alert Zapper-using shoppers if an offer is about to run out. It can push alerts to shoppers about short-time and flash offers, for example a quick offer on lunch-time baguettes or on soft drinks or snacks when a bignight-in event is occurring later that day. Also, through its Z-Beacon system it can alert Zapper-using passers-by who have Bluetooth enabled on their devices. For information contact: retail@zapper.com 0333 370 4414

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26/07/2016 10:32

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26/07/2016 09:57 15/07/2016 14:57:23

EMPLOYMENT LAW

A time to know the wages of ages Most businesses have been familiar with the National Minimum Wage for several years, but this year saw the new requirement to pay certain employees at least the National Living Wage. With the law in this area becoming more complicated, Alan Delaney, an employment lawyer with Maclay Murray & Spens LLP, sets out the key issues and provides guidance to ensure that you are paying your employees correctly. All employees are entitled to a minimum payment per hour they work. This minimum rate varies depending on the age of the individual worker and whether or not he or she is an apprentice. From 1 April 2016 the National Living Wage was introduced, effectively a higher tier of minimum payment for workers who are 25 and above. This now forms part of the National Minimum Wage system and will be enforced in the same way. HMRC takes enforcement very seriously. It is important that businesses comply with the legislative requirements when paying employees to avoid incurring penalties, which will include payments to employees and can include fines and long bans for company directors. There are also criminal sanctions and businesses are named and shamed. The various levels for the minimum payments are updated every year, so to ensure that you are paying your employees correctly, you should familiarise yourself with the minimum rates. These are set out below. Remember, new rates will apply from October 2016 so ensure you check those and plan ahead. Also, be aware and implement other changes to the rates in the future. • £7.20 for workers aged 25 and over (no change in October 2016) • £6.70 for workers aged 21 and over (£6.95 from October 2016) • £5.30 for 18 – 20 year-olds (£5.55 from October 2016) • £3.87 for 16 – 17 year-olds (£4.00 from October 2016) • £3.30 for apprentices under 19, or 19 or over who are in their first year of apprenticeship (£3.40 from October 2016) It is worth noting that the National Living

Alan Delaney, director, Maclay Murray & Spens

Wage is not to be confused with the Living Wage Foundation, which separately campaigns for employers to pay what it considers a living wage. The foundation’s rate is based on what it has calculated to be the basic cost of living in the UK. Although some large companies have signed up to the foundation’s charter, they do so entirely on a voluntary basis, whereas paying the National Living Wage is compulsory. Regardless of the size of your business, you must pay all workers over school-leaving age in accordance with the rates set out above. In cases where pay is hourly this should be a relatively straightforward matter, but it is important to consider whether any extra hours are being worked which,

if not paid, could place an employee below the relevant threshold under either the minimum or living wage legislation. It is the employer’s responsibility to make these calculations, and it should not be left to employees to make demands. To calculate the rate you are paying your employees, you should take the total remuneration earned over the relevant pay reference period, such as four weeks or a month, and divide it by the total number of hours worked during this period. It is important to bear in mind when conducting this calculation that tips and benefits in kind do not count towards remuneration, and that the number of hours worked can include time travelling on business. With different rates of minimum payment depending on the age of the employee, and all changing every year, employers need to regularly monitor their pay rates for compliance. Younger members of the workforce will become eligible for higher rates as they reach their 18th, 21st and 25th birthdays, and this should be anticipated by the payroll department. Staff should be informed of the changes and the higher rates paid as soon as they pass a threshold. By law, and in order to prove you comply with the National Minimum Wage legislation and the new National Living Wage, you must keep records of the hours worked by, and payments made to, all workers. This will ensure you can prove that you pay them in accordance with the relevant rates. Failure to pay your employees correctly could incur serious penalties, with a maximum fine of £20,000 per employee, and a ban from being a company director for up to 15 years.

20 20_CG2016.indd 20

26/07/2016 10:46

EMPLOYMENT LAW

It is unlawful to employ someone who does not have the right to work in the UK, and hundreds of businesses are fined for breaching this area of the law every year. A recent survey suggested over one third of employers do not carry out checks on new staff to confirm they can legally work for them. Alison Weatherhead, pictured right, director of employment and pensions with Maclay Murray & Spens LLP, sets out the key points to be aware of and runs through a series of checks every business should carry out.

Checking the right In the final six months of 2015 alone, a total of 1,217 civil penalties were upheld against UK companies who were found to have employed people who did not have the right to do the work they were doing. The total fines gathered by the Inland Revenue for these breaches were in excess of £21.6m. Those fines were issued to a wide range of businesses, including mini-markets and grocers. Although some businesses may have chosen to ignore the law for whatever reason, many other businesses that were hit with large fines were almost certainly unaware of their legal obligations and of the consequences of failing to meet them. It is unlawful to employ someone who does not have the right to work in the UK. Penalties set out in the Immigration, Asylum and Nationality Act 2006. It is also unlawful if the work the employee carries out is in breach of conditions that restrict what they can do while in the country. Businesses are not legally obliged to check that employees they recruit have the right to do the job they are being hired for, and of course, some ‘illegal’ workers will attempt to trick firms into employing them through a variety of means. However, the government has published a series of document checks, which it regards as reasonable for employers wishing to ensure they remain within the law to carry out. Conducting these checks diligently

gives a strong element of legal protection to the employer, should it be found to be employing a worker on the wrong side of the law. It is, therefore, highly recommended that conducting a ‘right to work’ check on every new employee be seen as an essential part of any recruitment process. To carry out a right to work check defence employers must: • Obtain the employee’s original documents, as prescribed in the Home Office guidance, prior to employing them. This could be for example a passport or residence card. The documents required are different, depending on the immigration status of the employee, and you should regularly check the Home Office guidance as the list of acceptable documents changes often. You must obtain the documents before the employee’s first day on the job. • Check in the presence of the employee that the documents are original and valid. This does not require a forensic examina-

It is recommended that a ‘right to work’ check on every new employee be seen as an essential part of any recruitment process.

tion of the documents but you will be expected to make a reasonable inspection and spot obvious flaws. You are looking for a consistency of dates, pictures and names. • Copy the documents, keep the copies securely and record the date of the check and set dates for follow-up checks where necessary – typically when the employee’s status in the UK is time-limited. It is absolutely essential that records of the checks you carry out are kept and updated. Carrying out right to work checks will provide no protection unless you can prove they were carried out before the person started to work for you. Up-to-date information on right to work checks can be found on the UK government’s website www.gov.uk. If you are found to be employing an illegal worker and have failed to carry out the check you will face a substantial civil penalty – up to £20,000 per illegal worker. And everyone who receives a fine is named and shamed on the government’s website, which will usually become the first hit in a Google search for the company’s name. The consequences of getting this wrong are, therefore, much wider than just financial, business reputation can be severely damaged. Worse still, as a director of the company you may be convicted of a criminal offence. But if you have carried out the check correctly, you have a defence and will not be fined, risk your company’s reputation or your own good name.

21 20_CG2016.indd 21

26/07/2016 10:46

CATEGORY MANAGEMENT

How retailers can conquer space In theory category management sounds straightforward enough. It’s the modern day equivalent of putting the goods in the shop window to the very best commercial effect. But these days the shop window’s place has been taken by a retailer’s entire store. Under the more general heading of merchandising every aisle, every end of an aisle, every fixture, the store’s floor, the ceiling, and the space on, behind and next to the counter can all be used to engage and inform shoppers while they are in a store. But it’s when a store customer is actually looking at the shop’s shelves that category management can really make a difference. Using effective category management retailers group similar products together to provide recognisable product sections in stores – the soft drinks category for example, or confectionery, dairy or home care. Firms who supply products in the various categories will, understandably, all argue that their category deserves the strongest possible position in a shop. But of course that is the retailer’s decision. In many cases the position of chillers and frozen food cabinets will be decided by availability of wall space and power outlets. And in the case of alcohol the size and position of sections will have been agreed with the local licensing board. They can’t easily be moved or extended and, if anything, it looks likely to become more difficult

I n d e p e n d e n t a n d f a i r advice

for Ireland’s convenience retailers

Recommended Planogram MALE TOILETERIES HALF BAY

Page No. 1

20 July 2012

Male Toiletries Half Bay Layout

ISSUED: JULY 2012

Left to Right

Some companies provide detailed suggestions about how products, and different sizes and formats, should be arranged for different sizes and styles of store. These are often illustrated in planograms. And a number of firms are now placing such information in special online sites for retailers.

to significantly alter alcohol zones in the future. Usually one of the main goals of category management is to make a store and the sections or categories within it “easy to shop”. To do that categories may be arranged next to each other in a way that shoppers should find sensible. On the other hand many retailers like to display popular categories such as milk, bread and bakery and fresh produce in separate parts of the store to encourage shoppers to make their way around the shop. However, in some ways the real category management magic occurs within each of the sections, when different brands, sizes and styles of products are arranged to achieve the greatest consumer interest and highest sales. The arrangements of items within categories should encourage consumers not just to pick up the things they immediately require but also to consider buying additional items. In some categories a specific

goal of category management can be to encourage shoppers to buy whole “solutions”. And another task of category management can be to provide space to introduce consumers to newly launched products. So, how can a retailer develop an effective category management strategy? • Decide how you’d prefer to guide customers around your store. Work out your main layout, then consider creating additional stacks, ends or hanging product areas that offer secondary promotional sites that can help you ensure consumers get two “hits” of key items. • Remember that certain types of product are more “impulsive” than others. Impulse lines benefit from being positioned in highly visible areas and at till points. • Big brand owners often argue that the best-selling brands in a category should be given the most prominent positions in that section. They say it helps consumers quickly find what

they are looking for because partnersforgrowth.unilever.com/ireland the well-known brands act as signposts. • Some companies provide detailed suggestions about how products, and different sizes and formats (powder, liquids, tablets, single-servings, sharing sizes etc) should be arranged for different sizes and styles of store. These are often produced as planograms. And some companies have special online category management advice for retailers.

On the following pages leading companies and brands in a wide range of categories give their advice on managing categories to best effect.

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CATEGORY MANAGEMENT CONTENTS Yazoo DPS 420x297.pdf

BISCUITS

BISCUITS For full range lists, visit

www. better biscuits .com Planogram: 1 Bay - Front View

Project: UB Perfect Store 2014

Take a bigger bite bi of the biscuit oppo opportunity!

UNITED BISCUITS

p24,25

BISCUITS

Planograms

Stocking the best sellers can grow your biscuit sales by as much as 13%! *

1m Symbols & Page: 1 of 1

“

Sandeep Bains, Simply Fresh, Faversham Page: 1 of 1

†

McVitie’s Milk Choc Digestives 300g

Tunnocks Teacakes 6x24g

McVitie’s Dark Choc Digestives 300g

Fox’s Milk Choc Chunkie Cookies 180g

McVitie’s Digestives 300g

Tunnocks Wafer Caramel / Milk Choc 4x26g

McVitie’s Jaffa Cakes 150g

McVitie’s All Butter Shortbread 200g

Cadbury Milk Chocolate Fingers 114g

Jacob’s Cream Crackers 200g

Oreo Cookies Original 154g Nestle Kit Kat 2 Finger 7x20.8g

Jacob’s Tuc Sandwich 150g

Maryland Cookies Choc Chip 145g

Crawford’s Bourbon Creams 150g

McVitie’s Rich Tea 250g

McVitie’s Fruit Shortcake 200g

Go to www. better biscuits .com to:

and Forecourt stores

Find the perfect ranges and layout for your store

Enter our Book a competitions biscuits relay†

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C&I BBBB 2 pager update - 3574 Scottish Grocer Final AW.indd 2

15/07/2016 11:41

25 *Based on 6 week store trials, May 2016

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and layout layout fo for your store Find the perfect rfect ranges rfect

p34,35

r ay† competitions biscuits rel Enter our Book ook a

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and Forecourt stores Advice covering all manufacturers and brands

Visit our one-stop shop for total biscuit category ory advice Go to www. ww better biscuits .com to book a rel r ay for your store!

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Sandeep Bains, Simply Fresh, Faversham

McVitie’s Rich Tea 250g

McVitie’s Fruit Shortcake 200g

Maryland Cookies Choc Chip 145g

Crawford’s Bourbon Creams 150g

Nestle Kit Kat 2 Finger 7x20.8g

DAIRY DRINKS

20/07/2016

12:58

Dairy Drinks

Jacob’s Tuc Sandwich 150g

Oreo Cookies Original 154g

Bahlsen Choco Leibniz Milk Choc 125g

McVitie’s Milk Choc Hobnobs 300g

McVitie’s Ginger Nuts 250g

Cadbury Milk Chocolate Fingers 114g

Jacob’s Cream Crackers 200g

McVitie’s All Butter Shortbread 200g

McVitie’s Digestives 300g

Tunnocks Wafer Caramel / Milk Choc 4x26g

sales have grown by 13% .* Best Sellers relay, my biscuit “Following the Better Biscuits

McVitie’s Dark Choc Digestives 300g

Fox’s Milk Choc Chunkie Cookies 180g

McVitie’s Milk Choc Digestives 300g

Tunnocks Teacakes 6x24g

Merchandising should complement shoppers’ need states making it easier for them to navigate.

41%

31%

Thank Goodness

THE NEW YOGURT DRINK NO ADDED SUGAR

ONLY 64 CALORIES* ON

Buy me!

*per 200ml

Make sure you stock best sellers

Further growth in Dairy Drinks will come from tapping into new occasions. Dairy Based Smoothies are an emerging category with high growth in Europe, now entering the UK as an alternative healthy and sustaining snack. YAZOO Smoothie, made simply from yogurt, fruit and oats, is the fastest growing within the UK.

The top 3 sellers in convenience are the YAZOO on-the-go pack formats and a must stock for all retailers. And with 1 in 10 convenience shoppers wanting to try something new look to adding YAZOO Smoothie or Optiwell to your range. (% Value share of convenience5)

Sugar is the number 1 food health claim concern amongst the UK population2. YAZOO is already school-approved, containing less than 5% added sugar. But retailers should look to capitalize further on this health trend and stock NEW YAZOO No Added Sugar – a delicious milk drink that contains only naturally occurring sugars without any artificial sweeteners. With 61% of spend in Dairy Drinks coming from men3, there is a clear opportunity to attract more females to the category and to drive incremental growth. Optiwell is an exciting new brand from FrieslandCampina (home of YAZOO) aimed at women. A delicious yogurt drink with no added sugar, low in fat and only 64 calories per serving, Optiwell meets the demands for healthier snacks and drinks and is a perfect addition to your on-the-go drinks offer.

Source: 1 IRI, Dairy Drinks, 52 weeks ending 18.06.2016 Mintel, Attitudes Towards Healthy Eating UK 2016 Kantar, Food on the Go, 52 weeks Ending 03.01.2016 Him! Convenience & Retailing, Shoppers Views and Behaviours 2015 5 IRI, Dairy Drinks, Symbols Indies and Forecourts, 52 weeks ending 18.06.2016 2 3 4

perfect addition to your on-the-go drinks offer. serving, Optiwell meets the demands for healthier snacks and drinks and is a delicious yogurt drink with no added sugar, low in fat and only 64 calories per exciting new brand from FrieslandCampina (home of YAZOO) aimed at women. A attract more females to the category and to drive incremental growth. Optiwell is an With 61% of spend in Dairy Drinks coming from men3, there is a clear opportunity to

IRI, Dairy Drinks, Symbols Indies and Forecourts, 52 weeks ending 18.06.2016 Him! Convenience & Retailing, Shoppers Views and Behaviours 2015 Kantar, Food on the Go, 52 weeks Ending 03.01.2016 Mintel, Attitudes Towards Healthy Eating UK 2016 IRI, Dairy Drinks, 52 weeks ending 18.06.2016 1 Source: 5 4 3 2

(% Value share of convenience5) new look to adding YAZOO Smoothie or Optiwell to your range. And with 1 in 10 convenience shoppers wanting to try something formats and a must stock for all retailers. The top 3 sellers in convenience are the YAZOO on-the-go pack

best sellers Make sure you stock missed breakfast occasion. on breakfast!4 Target this morning occasion and drive sales growth with Optiwell, a perfect tide me over, delicious and healthy yogurt drink for the snack deals. Due to its refreshing milk consistency, YAZOO lends itself to either a meal deal or snack deal. 25% of convenience shoppers miss out 17% of convenience shoppers4 are looking for food on the go. Retailers can drive sales by linking drinks to meal deals (breakfast or lunch) and simply siting Front of Store. YAZOO 400ml and 1L, and Optiwell 330ml are all supported with PMP variants. Price Mark Packs offer shoppers a positive value perception in store and is an easy way for retailers to attract more shoppers and drive sales by

Increase your sales

Rediscovering the simple brilliance of dairy

T 20 Best Sellers Top

Buy me! NO ADDED A SUGAR

*per 200ml

ONLY 64 CALORIES* ON

THE NEW YOGURT DRINK Thank Goodness

1m Symbols &

opportunity oppo r rtunity ! of the biscuit

convenience store if they can’t find what they want. Top Tip! 35% of shoppers who are buying on impulse, would leave a

20%

shopper to find what they want quicker and easier! Use of branded merchandising and blocking by mission and occasion, helps the

CONFECTIONERY

Make it easier for the shopper Best sellers in best sites • Maximise impulsivity by ensuring best selling products are the most shopped area of the fixture

Select the right range • 80% of sales will come from 63 products***

• Maximise sales by making your fixture easy to shop

Multiface best sellers • This minimises out of stocks • Multifacing a best seller will increase it’s sales by 23%

GOOD FOR YOU (DAIRY DRINKS)

ENERGY

REFRESHING

20%

Price Mark Packs offer shoppers a positive value perception in store and is an easy way for retailers to attract more shoppers and drive sales by simply siting Front of Store. YAZOO 400ml and 1L, and Optiwell 330ml are all supported with PMP variants.

“

your biscuit sales by as much as 13%! * Stocking the best sellers r can grow rs

CONFECTIONERY

THIRST QUENCHING

17% of convenience shoppers4 are looking for food on the go. Retailers can drive sales by linking drinks to meal deals (breakfast or lunch) and snack deals. Due to its refreshing milk consistency, YAZOO lends itself to either a meal deal or snack deal. 25% of convenience shoppers miss out on breakfast!4 Target this morning occasion and drive sales growth with Optiwell, a perfect tide me over, delicious and healthy yogurt drink for the missed breakfast occasion.

year-on-year1. convenience channel growing ahead of the total market at +2.3% value continue to show strong growth, and are now worth over £507m, with the to cold artisan coffees and more recently protein drinks. The result? Dairy Drinks In the last few years dairy drinks have evolved, from the explosion of flavoured milks

Symbols & Independents

Planning your Fixture

Shoppers are faced with a huge choice when they come to a fixture and don’t want to be spending too much time finding what they want – remember, for front of store, they want to just grab and go.

Increase your sales

be had either on its own or with a snack/lunch. it a confectionary, milkshake hit (Mars, Frijj) or a refreshing milk (YAZOO) which can the largest sub category, continue to re-invent and re-engage with new flavours, be protein drinks offering a fuller, satisfying drink for men. Flavoured Milks, still by far artisan coffees mirroring the high street café culture in a ready to go format and These new sub categories target different needs of the consumer/shopper; cold

McVitie’s Jaffa Cakes 150g

Delivering a better Shopping Experience

made simply from yogurt, fruit and oats, is the fastest growing within the UK. entering the UK as an alternative healthy and sustaining snack. YAZOO Smoothie, Based Smoothies are an emerging category with high growth in Europe, now Further growth in Dairy Drinks will come from tapping into new occasions. Dairy

on the top sellers!” Just shows what you can achieve by focusing

Milk and Yogurt drinks offer high value, high profit for the retailer but can often get sited in the dairy fixture (alongside milks) due to the inherent nature of the product. However, single serve formats are perfect for the on the go consumption occasion and where convenience retailers have sited YAZOO front of store, they more than doubled their sales. That’s more cash in the till!

Use of branded merchandising and blocking by mission and occasion, helps the shopper to find what they want quicker and easier!

sugars without any artificial sweeteners. No Added Sugar – a delicious milk drink that contains only naturally occurring retailers should look to capitalize further on this health trend and stock NEW YAZOO YAZOO is already school-approved, containing less than 5% added sugar. But Sugar is the number 1 food health claim concern amongst the UK population2.

Top Tip! 35% of shoppers who are buying on impulse, would leave a convenience store if they can’t find what they want.

These new sub categories target different needs of the consumer/shopper; cold artisan coffees mirroring the high street café culture in a ready to go format and protein drinks offering a fuller, satisfying drink for men. Flavoured Milks, still by far the largest sub category, continue to re-invent and re-engage with new flavours, be it a confectionary, milkshake hit (Mars, Frijj) or a refreshing milk (YAZOO) which can be had either on its own or with a snack/lunch.

Bahlsen Choco Leibniz Milk Choc 125g

8 10

Advice covering all manufacturers and brands

FRIESLAND CAMPINA

Printed: File: C:\Users\kurylowA\Desktop\Core rangeMcVitie’s POGs\2Ginger Bay SymIndHS.psa McVitie’s Milk Choc Hobnobs 300g Nuts 250g 6 03/02/2016 16

Visit our one-stop shop for total biscuit category advice

*Based on 6 week store trials, May 2016

File: C:\Users\kurylowA\Desktop\Core range POGs\1 Bay SymIndHS.psa

Symbols & Independents

Just shows what you can achieve by focusing on the top sellers!”

Go to www. better biscuits .com to book a relay for your store!

Printed: 03/02/2016

Top 20 Best Sellers

“Following the Better Biscuits Best Sellers relay, my biscuit sales have grown by 13% .*

DAIRY DRINKS

FROZEN DESSERTS

Dairy Drinks

QUENCHING THIRST

41%

31%

REFRESHING

ENERGY

(DAIRY DRINKS) GOOD FOR YOU

want to just grab and go. be spending too much time finding what they want – remember, for front of store, they Shoppers are faced with a huge choice when they come to a fixture and don’t want to

need states making it easier for them to navigate. Merchandising should complement shoppers’

Delivering a better Shopping Experience

Planning your Fixture

FROZEN DESSERTS

Get families together with the UK’s favourite frozen dessert brand

front of store, they more than doubled their sales. That’s more cash in the till! of the product. However, single serve formats are perfect for the on the go consumption occasion and where convenience retailers have sited YAZOO Milk and Yogurt drinks offer high value, high profit for the retailer but can often get sited in the dairy fixture (alongside milks) due to the inherent nature occasion where shoppers know what they want and will want to find it easily and quickly. Front of store is front of mind, a key area to trigger purchase and drive sales for both impulse and planned grab and go occasion. It is a shopping

Location, Location, Location!

DAIRY DRINKS

Allocate space according to sales • Ensure your space reflects how categories sell • Don’t tie up cash in slow moving products

Confectionery remains a key category to drive sales instore

MARS UK

PMP is the preferred promotional mechanic for retailers in the UK, it offers simplicity for them & price assurance for their shoppers† 30% of shoppers said they would be more likely to buy a product on impulse if it was PMP††

£6.4bn

£5bn

£2.6bn

£2.4bn

£2.3bn

£0.9bn

£0.8bn

Source. *ACS Local Shop report 2015. ** KANTAR. ***Neilsen. ****Nielsen RMS data H1 2015. † Him! Research: Understanding the confectionery purchasing decisions of convenience retailers, August 2013 ††Omni-Channel Barometer June 2015 , him! CTP 2015, *him! PMP study 2013. ††Neilsen MAT Jan 2016. TM/ ®/Design/© Mars 2016.

£ Value Sales

£6bn

8% 6%

£5bn

£4bn

£3bn

£2bn

-2%

£1bn £0

-4% SOFT DRINKS

CONFECTIONERY

CRISPS, SNACKS & NUTS

YOGHURTS

BISCUITS

CAKES

ICE CREAM

Category Growth

£7bn

-6% Source IRI

“I’ve worked with Mars for just over one year, working with the Mars rep Fraser I’ve managed to categorise my display & grow my sales by 15% working together has been really beneficial for my store. I particularly like the advice I received on using price marked packs in store, especially around the growth in my block chocolate category. The beauty of this is that it allows my customers to buy a variety of price marked packs, which in turn helps with the margin and impulse sales.

Mars has a market leading category scheme, best in class equipment solutions and trusted nationwide sales representatives.

We now do this on our drinks and grocery category too which we had not done before”. Femmi, Jet petrol, Armadale

Mars has 5 of the top 10 singles chocolate brands in Independent stores****

p36,37

CONFECTIONERY

& NUTS CRISPS, SNACKS

YOGHURTS

BISCUITS

CAKES

ICE CREAM

-2% 0% 2% 4%

£5bn

£6bn £7bn

£6.4bn

£5bn

£2.6bn

£2.4bn

£2.3bn

£0.9bn

£0.8bn

around the growth in my block chocolate category. like the advice I received on using price marked packs in store, especially especiall working together has been really beneficial for my store. I particularly Fraser I’ve managed to categorise my display & grow my sales by 15% “I’ve worked with Mars for just over one year,r,r working with the Mars rep

Source IRI

find us in the free-zah 37

214 - Scottish Grocer July.indd 1

14/07/2016 11:27

www.coppenrath-wiese.com

and pick up products. organised, so the customer can easily see to keep freezers clear, tidy and well In such a small space, it is really important desserts? How should retailers merchandise frozen

find us in the free-zah

Tel: 01977 557737 National Account Manager Richard McCallum Coppenrath & Wiese

success. to baking TV programmes continued are having resurgence in popularity thanks Pavlova would be recommended, as they Lemon Meringue Pie and Raspberry inclusion of the Coppenrath & Wiese indulgent. If space permits, then the to prepare, whilst still being ultimately seller, this due to it being quick and easy Chocolate Fudge Cake is also a fantastic Gateau) for all choc-a-holic consumers. Gateau (Coppenrath & Wiese Chocolate & Wiese Strawberry Cheesecake), and a one fruit-based cheesecake (Coppenrath tight, our suggestion would be to stock convenience sector. If space is really 44% of all frozen desserts sold in the desserts and represent approximately Cheesecakes are the best selling frozen products/range is essential. Gateax and

lack of consumers choice. stagnation, with limited freezer space and £200m, however, recent years have seen dessert category is worth approximately more frozen desserts. The frozen and inspire consumers to purchase in a bid to re invigorate the category is helping to shape the whole market convenience sector, Coppenrath & Wiese As the leading frozen dessert brand in the

-6% -4%

£2bn £3bn £4bn

htworG yrogetaC

selaS eulaV £

SOFT DRINKS

£1bn

kop-en-rath and vee-sah

www.coppenrath-wiese.com

Autumn 2016. Blackberry Pie. All will be launching in Apple Crumble, Apple Pie and Apple & These include a Rhubarb Crumble, products. & Wiese are launching a number of new customers to shop frozen, Coppenrath invigorated, and with an aim to drive To keep the frozen dessert market

we had not done before”. We now do this on our drinks and grocery category too which marked packs, which in turn helps with the margin and impulse sales. The beauty of this is that itt allows my customers to buy a variety of price

Increasing sales? It’s a piece of cake.

Coppenrath & Wiese Richard McCallum National Account Manager Tel: 01977 557737

How should retailers merchandise frozen desserts? In such a small space, it is really important to keep freezers clear, tidy and well organised, so the customer can easily see and pick up products.

What should retailers stock? For convenience retailers, space is at a premium, so stocking the right Kantar Worldpanel: Total Market excl. IC, Product % of Category Value, 52 w/e 19th June 2016

at a premium, so stocking the right For convenience retailers, space is What should retailers stock?

Femmi, Jet petrol, Armadale

£0

To keep the frozen dessert market invigorated, and with an aim to drive customers to shop frozen, Coppenrath & Wiese are launching a number of new products. These include a Rhubarb Crumble, Apple Crumble, Apple Pie and Apple & Blackberry Pie. All will be launching in Autumn 2016.

and trusted nationwide sales representatives. Mars has a market leading category scheme, best in class equipment solutions

In order to catch the attention of shoppers, it is suggested that merchandising frozen desserts at eye level will increase the chances of gaining additional impulse purchases, helping to ‘tempt’ the shopper to purchase something delicious for the family dinner table. It can sometimes be difﬁcult to display accurate pricing in freezers – this can be especially true for chest freezers. Retailers must ensure that the consumer is clear on how much products cost to avoid shopper fatigue and price confusion, both of which could ultimately lead to failure to purchase, and lost sales. Convenience retailers in order to make the freezer an attractive addition to the shopping experience, need to be bold and creative with displays.

products/range is essential. Gateax and Cheesecakes are the best selling frozen desserts and represent approximately 44% of all frozen desserts sold in the convenience sector. If space is really tight, our suggestion would be to stock one fruit-based cheesecake (Coppenrath & Wiese Strawberry Cheesecake), and a Gateau (Coppenrath & Wiese Chocolate Gateau) for all choc-a-holic consumers. Chocolate Fudge Cake is also a fantastic seller, this due to it being quick and easy to prepare, whilst still being ultimately indulgent. If space permits, then the inclusion of the Coppenrath & Wiese Lemon Meringue Pie and Raspberry Pavlova would be recommended, as they are having resurgence in popularity thanks to baking TV programmes continued success.

Category Value, 52 w/e 19th June 2016 Kantar Worldpanel: Total Market excl. IC, Product % of

chocolate brands in Independent stores**** Mars has 5 of the top 10 singles

.5102 1H atad SMR nesleiN**** .neslieN*** .RATNAK ** .5102 troper pohS lacoL SCA* .ecruoS 3102 tsuguA ,sreliater ecneinevnoc fo snoisiced gnisahcrup yrenoitcefnoc eht gnidnatsrednU :hcraeseR !miH † .6102 sraM ©/ngiseD/® /MT .6102 naJ TAM neslieN†† .3102 yduts PMP !mih* ,5102 PTC !mih , 5102 enuJ retemoraB lennahC-inmO††

p26,27

COPPENRATH & WIESE

Using dividers will give an average increase of 5% per product

1. 99% of households eat confectionery†† 2. Confectionery category is worth £5bn and still growing** 3. Confectionery is highly impulsive – the opportunity to influence purchase decision instore is huge 4. Display is critical to driving sales and increasing basket spend in YOUR store

creative with displays. shopping experience, need to be bold and the freezer an attractive addition to the Convenience retailers in order to make and lost sales. could ultimately lead to failure to purchase, fatigue and price confusion, both of which how much products cost to avoid shopper must ensure that the consumer is clear on especially true for chest freezers. Retailers accurate pricing in freezers – this can be It can sometimes be difﬁcult to display delicious for the family dinner table. ‘tempt’ the shopper to purchase something additional impulse purchases, helping to level will increase the chances of gaining merchandising frozen desserts at eye of shoppers, it is suggested that In order to catch the attention

kop-en-rath and vee-sah

Increasing sales? It’s a piece of cake.

30% of shoppers said they would be more likely to buy a product on impulse if it was PMP†† simplicity for them & price assurance for their shoppers† PMP is the preferred promotional mechanic for retailers in the UK, it offers 4. Display is critical to driving sales and increasing basket spend in YOUR store 3. Confectionery is highly impulsive – the opportunity to influence purchase decision instore is huge 2. Confectionery category is worth £5bn and still growing** 1. 99% of households eat confectionery††

increase of 5% per product Using dividers will give an average

Confectionery remains a key category to drive sales instore make an average of 3.8 trips to their convenience store in a week. The average basket spend in a Convenience store has grown to £6.45 and shoppers The UK Convenience market is worth £37.7bn & turnover has grown by over 5%.

INSTORE BUSINESS

IN-STORE BUSINESS

The postmaster’s view:

hise fee

Get paid custome for ever y r trans actio n

Use Post Office investment to modernise your store

No franc

Lift your retail sales

THE POST OFFICE

p28,29

Grow your retail sales by 16% by joining the UK’s largest retailer and combining a Post Office with your convenience store.

Find the right business opportunity at runapostoffice.co.uk

28 RaPo_ScotGroDPS.indd 2-3

PET CARE

3. For more information including FAQs and application details, visit runapostoffice.co.uk

p38,39

Why Post Office? We have 17 million customers a week, including a third of the nation’s small businesses

29 17/05/2016 10:18

open–plan. but the layout can be modern and you will need a designated Post Office area For a larger branch — the Main model — a service that is proving popular. so customers can pop in early or late — The Post Office is open when your shop is, service can be combined with your retail till. for a traditional ‘screened’ counter, as the don’t need to take up valuable retail space The Post Office Local model means you

Lift your retail sales n actio r trans y custome for ever Get paid

to modernise your store Use Post Office investment

2. Make sure a Post Office is right for you and develop a business plan before completing the online application process. We will do some financial checks before inviting you for an interview. If successful, you or your representative will then be invited to a training course and the branch will transfer to you shortly afterwards. The process takes around six months.

Post Office. loans; 99% of bank customers can access their cash at the Our business handles £17 billion of savings and £3 billion in

Berryden Main branch, Aberdeen Sal Ahmad

with your convenience store. the UK’s largest retailer and combining a Post Office Grow your retail sales by 16% by joining

hise fee

PET CARE

BUTCHERS

1. Register your interest at runapostoffice.co.uk and we will email you with opportunities that fit your search criteria. Look for vacancies with commercial estate agents that handle Post Office branches, such as Humberstones and Christies & Co.

Sal Ahmad Berryden Main branch, Aberdeen

runapostoffice.co.uk Find the right business opportunity at

No franc

PETCARE

How to Join

Add a Post Office franchise to your existing retail business or take over an existing Post Office and develop a thriving retail store.

Ryan Marwaha Clydebank and West End Main branches, Glasgow

convenience store or large CTNs. We’re looking for operators with a greater convenience for customers. other, resulting in increased footfall and far retail offer allows the two to benefit each Combining a Post Office with a strong can take advantage of investment. enterprising convenience store owners funding of nearly £2 billion, and network supported by Government The Post Office is modernising its

TEA

moving products • Don’t tie up cash in slow how categories sell • Ensure your space reflects according to sales Allocate space

sales by 23% seller will increase it’s • Multifacing a best out of stocks • This minimises

and the travel money card.” services, such as travel insurance other relevant products and We use this as a hook to introduce passport check and send service. the number of customers using our have been so successful is due to “One of the main reasons we the £1 million mark. where travel money sales passed Berryden Main branch in Aberdeen in turnover, including us here at branches recorded £1 million–plus “Last year more than 300 agency

through our 11,500 branches and 2,500 cash machines We have the UK’s largest free cash withdrawal network products and services government services, we provide more than 170 mortgages, savings and easy access to local and national From travel money to car tax, passports to postage, insurance, UK’s number one travel money provider We’re the number one retailer of Royal Mail services and the nation’s small businesses We have 17 million customers a week, including a third of the

Why Post Office?

Main branches, Glasgow Clydebank and West End Ryan Marwaha

to develop and improve.” should appeal to people who want “Having more than one branch customers from an affluent area. a coffee shop which attracts we have a strong retail offering and “At my second branch, West End, financial products. performs particularly well in based in a shopping centre and branch is Clydebank, which is have contrasting customers. My first perform well in different areas and “I run two Main branches that

visit runapostoffice.co.uk 3. For more information including FAQs and application details, afterwards. The process takes around six months. a training course and the branch will transfer to you shortly If successful, you or your representative will then be invited to do some financial checks before inviting you for an interview. plan before completing the online application process. We will 2. Make sure a Post Office is right for you and develop a business branches, such as Humberstones and Christies & Co. vacancies with commercial estate agents that handle Post Office you with opportunities that fit your search criteria. Look for 1. Register your interest at runapostoffice.co.uk and we will email

TEA

ADV Nicky Convenience Guide_exec.pdf

TEA

TETLEY

HOUSEHOLD PAPER

19/07/16

18:49

HOUSEHOLD PAPER

NICKY 4. Get Your Green Tea Offering Right

p30,31

p40,41

4. Get Your Green Tea Offering Right

NG PARTNE RI ESS… FO R SU CC

PRICING YOUR TOBACCO COMPETITIVELY The recent EUTPD II and standardised packaging manufacturing deadline on 20 MAY 2016 means the manufacturing of Price Marked Packs (PMPs) is no longer permitted. Previously, PMPs provided a clear way for retailers to communicate their tobacco product pricing, reassuring tobacco shoppers they were getting good value while helping to drive in-store footfall and protect retailers’ turnovers. Recent retailer feedback suggests there are major concerns around the potential loss of tobacco shoppers once PMPs disappear from the market. Ensure that you retain shopper trust by adopting a transparent pricing strategy.

WHAT IS HAPPENING?

IMPERIAL TOBACCO

p32,33

BREAD & BAKERY

PART

PMPs are phasing out from 20 May 2016

The EUTPD II is a series of new rules regarding the way tobacco products are manufactured, packaged and sold within the EU. The UK Government has chosen to add extra legislation in the form of standardised – or ‘plain’ – packaging. This new legislation will affect everybody involved in the tobacco category, including you.

WHEN IS IT HAPPENING?

INSTILLING SHOPPER CONFIDENCE STEPS TO SUCCESS

Examples of standardised pack designs. For illustrative purposes only, and subject to change.

TRANSITION PERIOD MAY 2016

Make sure you price your standard branded stock competitively…

Reassure shoppers that despite the loss of PMPs your clear pricing policy continues to offer good value on tobacco MAY 2017

Make your customers aware that you sell tobacco products at the recommended retail price or below*

20 From 20 May 2016 standardised packs may begin to appear in the market. Between now and 20 May 2017, retailers are allowed to sell both current packs and standardised packs.

From 20 May 2017 retailers are only allowed to sell standardised packs

MIXED STOCK ON SHELF

www.imperial-trade.co.uk

06/06/2016 16:38

STANDAR DIS …TH RO UG H ED PAC KAGIN G EUTPD II AN D Regulations are unlawful and subject to the outcome of Imperial Tobacco’s ongoing legal challenge. The content of this document is without prejudice to Imperial Tobacco’s position that the Standardised Packaging Sources: *Please note that retailers are free to determine the price of their products at all times

allowed to sell standardised packs From 20 May 2017 retailers are only

MAY 2016

MAY 2017

PERIOD TRANSITION

For more information on the legislation visit

8 Sliced White Rolls1

p42,43

The UK’s No.1 best selling Rolls

This new legislation will affect everybody involved in the tobacco category, including you. the form of standardised – or ‘plain’ – packaging. packaged and sold within the EU. The UK Government has chosen to add extra legislation in

2016 20 May

competitively… branded stock

Wrapped Bakery Average3

£8.47

Convenience Average

£6.39

visits per week

Visit Frequency

No.1

SHOPPER FLOW

800g Toastie1

No.1

The UK’s No.1 selling loaf

3.6 visits per week

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

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

43 21/07/2016 16:15

visit:

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

To order new products, get the latest advice, or connect with your Territory Manager, and information to maximise control over your stock. Become a member of Warburtons free-to-use trade website to get access to tools

.1 No.1

The UK’s No.1 selling loaf

800g Toastie1

No.1 No

The UK’s No.1 Sandwich Thins

6 Brown Sandwich Thins1

SHOPPER FLOW

.1 No.1 No

shoppers loyal and keep your

No.1

W024_190716_The_Convenience_Guide_DPS_297x420mm.indd All Pages

impact on their tobacco sales. packaging have only seen a minimal post the introduction of standardised sensible pricing strategies prior to and retailers who adopted clear and Experience in Australia suggests

2017 from 20 May

Convenience Average

Become a member of Warburtons free-to-use trade website to get access to tools and information to maximise control over your stock.

Display a current price list in your store products at the recommended retail price or below* Make your customers aware that you sell tobacco

3.0 items

HOUSEHOLD PAPER 3.8

Wrapped Bakery Average3

Trip Spend

The UK’s No.1 Thin Bagel

SHOPPER FLOW

compliant price list from MyTobaccoPriceList.co.uk Don’t forget you can create and download your free fully

STEPS TO SUCCESS INSTILLING SHOPPER CONFIDENCE

items

6 pk Thin Bagels1

No.1

8 Sliced White Rolls1

www.imperial-ignite.co.uk www.imperial-trade.co.uk or

value on tobacco your clear pricing policy continues to offer good Reassure shoppers that despite the loss of PMPs

For illustrative purposes only, and subject to change. Examples of standardised pack designs.

WHEN IS IT HAPPENING?

23_CG2016.indd 44

WARBURTONS

The UK’s No.1 best selling Rolls

ON SHELF PACKS STANDARDISED

• Price Marked Packs no longer allowed • Roll-your-own tobacco pouches must be 30g or more • Cigarette packs must be 20 sticks or more

current packs and standardised packs. 20 May 2017, retailers are allowed to sell both begin to appear in the market. Between now and From 20 May 2016 standardised packs may

4.5

Convenience Average

No.1

For Tobacco Traders Only

WHAT WILL GANTRIES LOOK LIKE?

Wrapped Bakery Average3

Basket Size

No.1

www.imperial-trade.co.uk or www.imperial-ignite.co.uk

For Tobacco Traders Only

branded packs and standardised packs. gantries will begin to comprise of a mixture of current Over the coming months towards 20 May, 2017 tobacco

Wrapped Bakery drives both Trafﬁc and Spend3.

The UK’s No.1 Wholemeal loaf

6 pk Crumpets1

The UK’s No.1 breakfast product

For more information on the legislation visit

41601 PFS_ TRADE AD A4 DPS (Part 3)_AW2.indd All Pages

standardised packs can be sold. a smooth transition to May 20, 2017 when only We look forward to working with the trade to help deliver

400g Wholemeal1

Discover the No.1 selling SKUs on the planogram below. 85% of UK households choose Warburtons products 27x per year2.

WHY IS BAKERY IMPORTANT FOR YOUR STORE

The UK’s No.1 Sandwich Thins

Sources: *Please note that retailers are free to determine the price of their products at all times The content of this document is without prejudice to Imperial Tobacco’s position that the Standardised Packaging Regulations are unlawful and subject to the outcome of Imperial Tobacco’s ongoing legal challenge.

ON SHELF MIXED STOCK

Follow our planogram below to make it easier for your customers to shop and maximise sales. HOUSEHOLD PAPER For more information, inspiration and principles visit: warburtons-trade.co.uk

The No.1 Must Stock Bakery Brand

6 Brown Sandwich Thins1

D EUTPD II AN …TH RO UG H ED PAC KAGIN G STANDAR DIS

We look forward to working with the trade to help deliver a smooth transition to May 20, 2017 when only standardised packs can be sold.

BREAD & BAKERY

Don’t forget you can create and download your free fully compliant price list from MyTobaccoPriceList.co.uk STANDARDISED PACKS ON SHELF

Over the coming months towards 20 May, 2017 tobacco gantries will begin to comprise of a mixture of current branded packs and standardised packs.

Experience in Australia suggests retailers who adopted clear and sensible pricing strategies prior to and post the introduction of standardised packaging have only seen a minimal impact on their tobacco sales.

Display a current price list in your store

• Cigarette packs must be 20 sticks or more • Roll-your-own tobacco pouches must be 30g or more • Price Marked Packs no longer allowed

WHAT WILL GANTRIES LOOK LIKE?

Price competitively and keep your shoppers loyal

…ahead of standardised packaging from 20 May 2017

BREAD & BAKERY

Enjoy a rise in bakery sales with Warburtons

Source. 1. The Nielsen Company, Total Coverage Unit Sales Data 52 w/e 18.06.16 2. Kantar Worldpanel Brand Footprint survey, May 2016 3. Him! CTP 2015.

TOBACCO

The UK’s No.1 breakfast product

6 pk Crumpets1

.1 No.1

SHOPPER FLOW

.1 No.1 No

The UK’s No.1 Thin Bagel

6 pk Thin Bagels1

26/07/2016 15:24

BISCUITS

Take a bi bigger bite of the biscuit oppo opportunity! Stocking the best sellers can grow * 13%! your biscuit sales by as much as “

“Following the Better Biscuits Best Sellers relay, my biscuit sales have grown by 13% .* Just shows what you can achieve by focusing on the top sellers!” Sandeep Bains, Simply Fresh, Faversham Page: 1 of 1

Go to www. better biscuits .com to book a relay for your store!

†

Visit our one-stop shop for total biscuit category advice Advice covering all manufacturers and brands and Forecourt stores

*Based on 6 week store trials, May 2016

†Limited number available

24 C&I BBBB 2 pager update - 3574 Scottish Grocer Final AW.indd 2

CG2016_UBUK.indd 24

26/07/2016 10:05

BISCUITS

Planograms

For full range lists, visit

www. better biscuits .com Planogram: 1 Bay - Front View

Project: UB Perfect Store 2014

1m Symbols & Page: 1 of 1

Printed: 03/02/2016

File: C:\Users\kurylowA\Desktop\Core range POGs\1 Bay SymIndHS.psa

Top 20 Best Sellers Symbols & Independents 1

McVitie’s Milk Choc Digestives 300g

Tunnocks Teacakes 6x24g

McVitie’s Dark Choc Digestives 300g

Fox’s Milk Choc Chunkie Cookies 180g

McVitie’s Digestives 300g

Tunnocks Wafer Caramel / Milk Choc 4x26g

McVitie’s Jaffa Cakes 150g

McVitie’s All Butter Shortbread 200g

Cadbury Milk Chocolate Fingers 114g

Jacob’s Cream Crackers 200g

Printed: File: C:\Users\kurylowA\Desktop\Core rangeMcVitie’s POGs\2Ginger Bay SymIndHS.psa McVitie’s Milk Choc Hobnobs 300g Nuts 250g 6 03/02/2016 16

Oreo Cookies Original 154g

Bahlsen Choco Leibniz Milk Choc 125g

Nestle Kit Kat 2 Finger 7x20.8g

Jacob’s Tuc Sandwich 150g

Maryland Cookies Choc Chip 145g

Crawford’s Bourbon Creams 150g

McVitie’s Rich Tea 250g

McVitie’s Fruit Shortcake 200g

Go to www. better biscuits .com to: Find the perfect ranges and layout for your store

Enter our Book a competitions biscuits relay†

25 15/07/2016 11:41

CG2016_UBUK.indd 25

26/07/2016 10:05

CONFECTIONERY

The UK Convenience market is worth £37.7bn & turnover has grown by over 5%. The average basket spend in a Convenience store has grown to £6.45 and shoppers make an average of 3.8 trips to their convenience store in a week. Confectionery remains a key category to drive sales instore 1. 99% of households eat confectionery†† 2. Confectionery category is worth £5bn and still growing** 3. Confectionery is highly impulsive – the opportunity to influence purchase decision instore is huge 4. Display is critical to driving sales and increasing basket spend in YOUR store

£6.4bn

£5bn

£2.6bn

£2.4bn

£2.3bn

£0.9bn

£0.8bn

£ Value Sales

£6bn

8% 6%

£5bn

£4bn

£3bn

£2bn

-2%

£1bn

-4%

£0

SOFT DRINKS

CONFECTIONERY

CRISPS, SNACKS & NUTS

YOGHURTS

BISCUITS

CAKES

ICE CREAM

Category Growth

£7bn

-6% Source IRI

Mars has a market leading category scheme, best in class equipment solutions and trusted nationwide sales representatives.

Mars has 5 of the top 10 singles chocolate brands in Independent stores****

26 CG2016_MarsDPS.indd 26

26/07/2016 12:28

CONFECTIONERY

Make it easier for the shopper Best sellers in best sites • Maximise impulsivity by ensuring best selling products are the most shopped area of the fixture

Select the right range • 80% of sales will come from 63 products***

• Maximise sales by making your fixture easy to shop

Multiface best sellers • This minimises out of stocks • Multifacing a best seller will increase it’s sales by 23%

Allocate space according to sales • Ensure your space reflects how categories sell • Don’t tie up cash in slow moving products

Using dividers will give an average increase of 5% per product

27 CG2016_MarsDPS.indd 27

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IN-STORE BUSINESS

nchise No fra

fee

Use Post Office investment to modernise your store

Get p custo aid for ev mer t e ransa ry ction

Lift your retail sales Grow your retail sales by 16% by joining the UK’s largest retailer and combining a Post Office with your convenience store.

28 CG2016_PostOffice.indd 28 RaPo_ScotGroDPS.indd 2-3

Find the right business opportunity at runapostoffice.co.uk 26/07/2016 09:47

IN-STORE BUSINESS

The postmaster’s view:

How to Join

Ryan Marwaha Clydebank and West End Main branches, Glasgow

Why Post Office? “Last year more than 300 agency branches recorded £1 million–plus in turnover, including us here at Berryden Main branch in Aberdeen where travel money sales passed the £1 million mark. “One of the main reasons we have been so successful is due to the number of customers using our passport check and send service. We use this as a hook to introduce other relevant products and services, such as travel insurance and the travel money card.” Sal Ahmad Berryden Main branch, Aberdeen

CG2016_PostOffice.indd 29

We have 17 million customers a week, including a third of the nation’s small businesses We’re the number one retailer of Royal Mail services and the UK’s number one travel money provider From travel money to car tax, passports to postage, insurance, mortgages, savings and easy access to local and national government services, we provide more than 170 products and services We have the UK’s largest free cash withdrawal network through our 11,500 branches and 2,500 cash machines Our business handles £17 billion of savings and £3 billion in loans; 99% of bank customers can access their cash at the Post Office.

29 26/07/2016 17/05/2016 09:47 10:18

TEA

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TEA

4. Get Your Green Tea Offering Right

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PART

G N I R E N T R A P … S S E C C U S FO R

WHAT IS HAPPENING? The EUTPD II is a series of new rules regarding the way tobacco products are manufactured, packaged and sold within the EU. The UK Government has chosen to add extra legislation in the form of standardised – or ‘plain’ – packaging. This new legislation will affect everybody involved in the tobacco category, including you.

WHEN IS IT HAPPENING? Examples of standardised pack designs. For illustrative purposes only, and subject to change.

TRANSITION PERIOD MAY 2016

MAY 2017

20 From 20 May 2016 standardised packs may begin to appear in the market. Between now and 20 May 2017, retailers are allowed to sell both current packs and standardised packs.

From 20 May 2017 retailers are only allowed to sell standardised packs • Cigarette packs must be 20 sticks or more • Roll-your-own tobacco pouches must be 30g or more • Price Marked Packs no longer allowed

WHAT WILL GANTRIES LOOK LIKE? Over the coming months towards 20 May, 2017 tobacco gantries will begin to comprise of a mixture of current branded packs and standardised packs.

STANDARDISED PACKS ON SHELF

We look forward to working with the trade to help deliver a smooth transition to May 20, 2017 when only standardised packs can be sold. MIXED STOCK ON SHELF

For Tobacco Traders Only

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PMPs are phasing out from 20 May 2016

Make sure you price your standard branded stock competitively…

INSTILLING SHOPPER CONFIDENCE STEPS TO SUCCESS Reassure shoppers that despite the loss of PMPs your clear pricing policy continues to offer good value on tobacco Make your customers aware that you sell tobacco products at the recommended retail price or below*

Price competitively and keep your shoppers loyal

…ahead of standardised packaging from 20 May 2017

Display a current price list in your store Don’t forget you can create and download your free fully compliant price list from MyTobaccoPriceList.co.uk

For more information on the legislation visit

www.imperial-trade.co.uk or www.imperial-ignite.co.uk

D N A I I D P T U E H G U O R G H N I T G A … K C A P D E S I D R A D N A T S Sources: *Please note that retailers are free to determine the price of their products at all times The content of this document is without prejudice to Imperial Tobacco’s position that the Standardised Packaging Regulations are unlawful and subject to the outcome of Imperial Tobacco’s ongoing legal challenge.

www.imperial-trade.co.uk

CG2016_ImperialTobac.indd 33

26/07/2016 06/06/2016 12:30 16:38

DAIRY DRINKS

Dairy Drinks

Rediscovering the simple brilliance of dairy In the last few years dairy drinks have evolved, from the explosion of flavoured milks to cold artisan coffees and more recently protein drinks. The result? Dairy Drinks continue to show strong growth, and are now worth over £507m, with the convenience channel growing ahead of the total market at +2.3% value year-on-year1. These new sub categories target different needs of the consumer/shopper; cold artisan coffees mirroring the high street café culture in a ready to go format and protein drinks offering a fuller, satisfying drink for men. Flavoured Milks, still by far the largest sub category, continue to re-invent and re-engage with new flavours, be it a confectionary, milkshake hit (Mars, Frijj) or a refreshing milk (YAZOO) which can be had either on its own or with a snack/lunch. Further growth in Dairy Drinks will come from tapping into new occasions. Dairy Based Smoothies are an emerging category with high growth in Europe, now entering the UK as an alternative healthy and sustaining snack. YAZOO Smoothie, made simply from yogurt, fruit and oats, is the fastest growing within the UK. Sugar is the number 1 food health claim concern amongst the UK population2. YAZOO is already school-approved, containing less than 5% added sugar. But retailers should look to capitalize further on this health trend and stock NEW YAZOO No Added Sugar – a delicious milk drink that contains only naturally occurring sugars without any artificial sweeteners. With 61% of spend in Dairy Drinks coming from men3, there is a clear opportunity to attract more females to the category and to drive incremental growth. Optiwell is an exciting new brand from FrieslandCampina (home of YAZOO) aimed at women. A delicious yogurt drink with no added sugar, low in fat and only 64 calories per serving, Optiwell meets the demands for healthier snacks and drinks and is a perfect addition to your on-the-go drinks offer.

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DAIRY DRINKS Location, Location, Location! Front of store is front of mind, a key area to trigger purchase and drive sales for both impulse and planned grab and go occasion. It is a shopping occasion where shoppers know what they want and will want to find it easily and quickly. Milk and Yogurt drinks offer high value, high profit for the retailer but can often get sited in the dairy fixture (alongside milks) due to the inherent nature of the product. However, single serve formats are perfect for the on the go consumption occasion and where convenience retailers have sited YAZOO front of store, they more than doubled their sales. That’s more cash in the till!

Delivering a better Shopping Experience

Planning your Fixture

Shoppers are faced with a huge choice when they come to a fixture and don’t want to be spending too much time finding what they want – remember, for front of store, they want to just grab and go.

Merchandising should complement shoppers’ need states making it easier for them to navigate.

Use of branded merchandising and blocking by mission and occasion, helps the shopper to find what they want quicker and easier!

Top Tip! 35% of shoppers who are buying on impulse, would leave a convenience store if they can’t find what they want.

THIRST QUENCHING

20%

REFRESHING

41%

ENERGY

31%

GOOD FOR YOU (DAIRY DRINKS)

Thank Goodness

THE NEW YOGURT DRINK NO ADDED SUGAR

ONLY 64 CALORIES* ON

Buy me!

*per 200ml

Increase your sales Price Mark Packs offer shoppers a positive value perception in store and is an easy way for retailers to attract more shoppers and drive sales by simply siting Front of Store. YAZOO 400ml and 1L, and Optiwell 330ml are all supported with PMP variants. 17% of convenience shoppers4 are looking for food on the go. Retailers can drive sales by linking drinks to meal deals (breakfast or lunch) and snack deals. Due to its refreshing milk consistency, YAZOO lends itself to either a meal deal or snack deal. 25% of convenience shoppers miss out on breakfast!4 Target this morning occasion and drive sales growth with Optiwell, a perfect tide me over, delicious and healthy yogurt drink for the missed breakfast occasion.

Make sure you stock best sellers The top 3 sellers in convenience are the YAZOO on-the-go pack formats and a must stock for all retailers. And with 1 in 10 convenience shoppers wanting to try something new look to adding YAZOO Smoothie or Optiwell to your range. (% Value share of convenience5)

Source: 1 IRI, Dairy Drinks, 52 weeks ending 18.06.2016 2 Mintel, Attitudes Towards Healthy Eating UK 2016 3 Kantar, Food on the Go, 52 weeks Ending 03.01.2016 4 Him! Convenience & Retailing, Shoppers Views and Behaviours 2015 5 IRI, Dairy Drinks, Symbols Indies and Forecourts, 52 weeks ending 18.06.2016

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FROZEN DESSERTS

As the leading frozen dessert brand in the convenience sector, Coppenrath & Wiese is helping to shape the whole market in a bid to re invigorate the category and inspire consumers to purchase more frozen desserts. The frozen dessert category is worth approximately £200m, however, recent years have seen stagnation, with limited freezer space and lack of consumers choice. To keep the frozen dessert market invigorated, and with an aim to drive customers to shop frozen, Coppenrath & Wiese are launching a number of new products. These include a Rhubarb Crumble, Apple Crumble, Apple Pie and Apple & Blackberry Pie. All will be launching in Autumn 2016. What should retailers stock? For convenience retailers, space is at a premium, so stocking the right Kantar Worldpanel: Total Market excl. IC, Product % of Category Value, 52 w/e 19th June 2016

How should retailers merchandise frozen desserts? In such a small space, it is really important to keep freezers clear, tidy and well organised, so the customer can easily see and pick up products.

Coppenrath & Wiese Richard McCallum National Account Manager Tel: 01977 557737

www.coppenrath-wiese.com

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FROZEN DESSERTS

Get families together with the UKâ&#x20AC;&#x2122;s favourite frozen dessert brand

Increasing sales? Itâ&#x20AC;&#x2122;s a piece of cake.

kop-en-rath and vee-sah find us in the free-zah 37 CG2016_Copenrath.indd 37

25/07/2016 16:32

PET CARE

38 CG2016_Butchers.indd 38

26/07/2016 09:49

PET CARE

39 CG2016_Butchers.indd 39

26/07/2016 09:49

HOUSEHOLD PAPER

40 CG2016_Nicky.indd 40

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HOUSEHOLD PAPER

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BREAD & BAKERY

The UK’s No.1 Wholemeal loaf

No.1

6 pk Crumpets1

The UK’s No.1 breakfast product

No.1

SHOPPER FLOW

6 Brown Sandwich Thins1 The UK’s No.1 Sandwich Thins

No.1

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

No.1

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

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26/07/2016 09:46

BREAD & BAKERY

The No.1 Must Stock Bakery Brand

Discover the No.1 selling SKUs on the planogram below. 85% of UK households choose Warburtons products 27x per year2.

WHY IS BAKERY IMPORTANT FOR YOUR STORE Wrapped Bakery drives both Trafﬁc and Spend3.

Basket Size

4.5

items

Convenience Average

3.0 items

Trip Spend

Wrapped Bakery Average3

Convenience Average

3.8

£8.47 £6.39

Visit Frequency

6 pk Thin Bagels1 The UK’s No.1 Thin Bagel

No.1

SHOPPER FLOW

800g Toastie1

The UK’s No.1 selling loaf

No.1

visits per week

3.6 visits per week

Source. 1. The Nielsen Company, Total Coverage Unit Sales Data 52 w/e 18.06.16 2. Kantar Worldpanel Brand Footprint survey, May 2016 3. Him! CTP 2015.

Wrapped Bakery Average3

43 CG2016_Warburtons.indd 43

26/07/2016 09:46 21/07/2016 16:15

FASCIA & FRANCHISE

The signs they are a changin’ IN the early days of franchise or symbol retailing one of the key attributes of the system was the symbol itself – a recognisable brand as the sign on a shop door. Of course the symbol sector has grown in size and influence enormously since then. And more recently we have also seen the franchise stores of One Stop take off, adding another model to an established industry. However, in what might come to be seen as a major change, some recent research has suggested that after years of considerable growth the number of fascia or symbol stores has actually fallen recently. And the main reason, it seems, is that fascia and symbol operators have become stricter about standards and about promotional compliance. That certainly doesn’t mean

that the fascia and franchise groups are any less keen on signing up retailers to their groups, far from it. But they are now looking for retailers who are going to play a full part in the symbol system. And that can mean attracting a keen independent or grabbing the chance to lure an existing, established, successful retailer from another fascia organisation. From a retailer’s point of view there’s an increasing number of options to choose from. Models that are relatively new to Scotland include the neighbourhood discount stores run under Booker’s Family Shopper fascia and the franchise model run by One Stop. But several other fascia organisations have been developing and tweaking their own suites of retailing models to suit everything from small corner shops to forecourts to

high-end, food-led mini supermarkets. Many of the basic questions that a retailer should ask him or herself remain the same however. • How well does the symbol group’s offer fit with your store’s market and your plans for its future? Can it support your plans and meet your needs if you want to take a particular retail route – for example as a very competitively priced store, or as a food-led shop or as a highly involved local community hub? • What are the costs of a symbol membership or franchise deal? • Will you be required to carry out a refit? If so, will the fascia group invest in the project? • How competitively priced is the symbol wholesaler? If it does offer very good prices does it offer fewer services in any other respects? • Does the symbol group have business development managers and merchandisers who make regular visits to retailers to advise on ranging, sales and marketing? Can it help you organise store promotion both through traditional communications and more modern social media? • What does the fascia or franchise operation provide in terms of signage (exterior and interior) and how does it develop and supply in-store PoS

materials and the like? Is its material downloadable? Can it be customised to meet your store’s needs? • How well does the fascia or franchise operation perform in terms of fresh produce and chilled foods? • How well does the fascia or franchise operation understand the Scottish market? Can it supply you directly with lines that are especially important to Scottish shoppers – everything from famous soft drinks, to particular brands of tea, to traditional biscuits and confectionery to big-name beers, wines and spirits? Can you deal directly with local bakers or meat product suppliers, sandwich providers or ready meal manufacturers? Are there central invoicing arrangements in place for such local suppliers? • Does the symbol organisation have a good range of own-label lines? Are the ownbrand products of good quality? Does it offer value-label lines? Do the own-label and value lines provide good margins? • Is the fascia brand wellknown and well-regarded by shoppers? Does it advertise on TV and in other media? Does it run a strong promotional programme featuring popular products and brands? And does it publicise promos well with good leaflets?

From forecourts to neighbourhood discount stores to full-service community c-stores the fascia and franchises organisations have models to suit retail businesses of all types, sizes and locations. But the fascia and franchise scene is changing and many of the organisations are now seeking experienced retailers as well as independents moving into symbol retailing for the first time.

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CONTENTS FASCIA & FRANCHISE

LONDIS

p46,47

A trusted brand Londis Because ... we partner with independent Scottish Retailers to grow your business localy Londis is part of the Booker Group, the UK’s leading food and drink wholesaler. Londis is one of the UK’s leading symbol convenience store brands with over 1,500 members across the UK. Londis works in partnership with its independent retailers to provide local communities with all they need in convenience shopping, close to home. As well as the strength of a nationally recognised brand, Londis supports retailers with better pricing, market leading ranges, strong promotions, store development advice and a leading supply chain service to help them compete and succeed in today’s rapidly expanding convenience market. The benefit of the Londis offer include: ■ Free Membership ■ Competitive cost of goods. ■ Loyalty discounts of up to 4% on all purchases (Excludes Tobacco) ■ Award winning Fresh range with over 1,250 lines. ■ Award winning own brand ranges Euro Shopper, Happy Shopper and Farm Fresh. ■ A best in class online web ordering system (Londis Webshop). ■ Market leading promotions every 4 weeks ■ Free Promotion Leaflets and FREE store point of sale support. ■ Support from our dedicated Store Development and Retail Develop ment teams. ■ Tri Temperature fleet delivering all your ambient, fresh and frozen needs on one delivery. ■ A best in class forecourt package with a dedicated forecourt team. ■ Free Membership of the ACS.

“The service & support we get from Londis is fantastic. We have grown our Fresh & Chilled sales by over 35%, we’re delighted.”

Londis is a flexible symbol partner that has a fully delivered service and support package to suit ambitious independent Scottish retailers with stores from 500 sq ft. up to 2000 sq ft. As a new Londis retailer you will benefit from partnering with Booker Group, the UK’s leading food and drink wholesaler. Londis offers true value with the right range of products at the right prices. We aim to ensure our prices are the most competitive in the market by price checking the Top selling 300 lines on a weekly basis. We provide an industry leading fresh offer with over 1,250 fresh and chilled lines, including fresh food-to-go, fresh produce ranges and meal-for-tonight. Our award-winning own brand ranges offer customer’s great value and quality at the key price points and across the categories shoppers need. Research shows that retailers who partner

with Londis can boost sales by an average of 20% as a result of a carefully considered refit. Londis places huge emphasis on offering the right products at the right price. Combine this with smart planning, local area knowledge, range optimisation and the symbol group’s expertise in merchandising, any store can be turned into a highly efficient business that makes more cash profits. Our focus is to help and support our Scottish retailers to improve their cash margin and store profitability which is under pressure due to increased competition from the multiples and discounters, but also increased pressure on running costs for example increased labour costs due to increases in the National Minimum Wage. We continue to focus on delivering better choice, price and service for our independent retail partners and supporting them to grow their business locally.

Research shows that retailers who partner ries shoppers need. the key price points and across the categooffer customer’s great value and quality at Our award-winning own brand ranges ranges and meal-for-tonight. including fresh food-to-go, fresh produce with over 1,250 fresh and chilled lines, We provide an industry leading fresh offer the Top selling 300 lines on a weekly basis. petitive in the market by price checking aim to ensure our prices are the most comrange of products at the right prices. We Londis offers true value with the right wholesaler. er Group, the UK’s leading food and drink you will benefit from partnering with Bookft. up to 2000 sq ft. As a new Londis retailer Scottish retailers with stores from 500 sq package to suit ambitious independent has a fully delivered service and support Londis is a flexible symbol partner that

grow their business locally. ent retail partners and supporting them to choice, price and service for our independWe continue to focus on delivering better increases in the National Minimum Wage. for example increased labour costs due to also increased pressure on running costs from the multiples and discounters, but pressure due to increased competition and store profitability which is under tish retailers to improve their cash margin Our focus is to help and support our Scotcash profits. highly efficient business that makes more chandising, any store can be turned into a and the symbol group’s expertise in merlocal area knowledge, range optimisation price. Combine this with smart planning, on offering the right products at the right ered refit. Londis places huge emphasis of 20% as a result of a carefully considwith Londis can boost sales by an average

FREE

NEW

FREE

Leaflet Scheme

Membership

Discount Scheme

EPOS System

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

joinlondis.co.uk

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

18367_LON_New_Recruitment_A4_FINAL.indd 1

■

Free Membership of the ACS. with a dedicated forecourt team. A best in class forecourt package needs on one delivery. all your ambient, fresh and frozen Tri Temperature fleet delivering ment teams. Development and Retail Develop Support from our dedicated Store store point of sale support. Free Promotion Leaflets and FREE 4 weeks Market leading promotions every ing system (Londis Webshop). ■ A best in class online web orderand Farm Fresh. Euro Shopper, Happy Shopper ■ Award winning own brand ranges over 1,250 lines. ■ Award winning Fresh range with all purchases (Excludes Tobacco) ■ Loyalty discounts of up to 4% on ■ Competitive cost of goods. ■ Free Membership The benefit of the Londis offer include: rapidly expanding convenience market. help them compete and succeed in today’s vice and a leading supply chain service to strong promotions, store development adwith better pricing, market leading ranges, recognised brand, Londis supports retailers As well as the strength of a nationally home. need in convenience shopping, close to to provide local communities with all they partnership with its independent retailers members across the UK. Londis works in convenience store brands with over 1,500 Londis is one of the UK’s leading symbol UK’s leading food and drink wholesaler. Londis is part of the Booker Group, the ■ ■ ■ ■

17/06/2016 16:37

joinlondis.co.uk

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

Scheme Leaflet

Membership

FREE

Scheme Discount

FREE

NEW

watch your profits grow Join Londis today and

■

FASCIA & FRANCHISE

Marc & Sarah Jones Londis Bryn Hoffnant

Join Londis today and watch your profits grow

35%, we’re we re delighted.” delighted our Fresh & Chilled sales by over Londis is fantastic. We have grown “The service & support we get from

Londis Bryn Hoffnant Marc & Sarah Jones

to grow your business localy Londis Because ... we partner with independent Scottish Retailers

A trusted brand

SPAR

p48,49

FASCIA & FRANCHISE

NISA

p50,51

JOIN US FOR A

Join Nisa Nisa Retail is unique in the convenience sector as it is a mutual style company which means it is owned by its independent retail members. Retailers have the option to operate under four symbol fascias: Nisa Local, Nisa Extra, Loco and Dual Branded whereby a member can maintain their true local identity whilst also benefiting from the strength of the Nisa brand. Alternatively, a retailer can also choose to trade under their own fascia. Nisa provides a complete retail support package which comprises a strong retail focussed team, an enhanced category management system, a bespoke staff training facility under the Retail Academy banner, and a comprehensive marketing package incorporating bespoke leaflets, point of sale material and national advertising. All of this is in addition to the award-winning supply chain, a strong own label range and over 13,000 SKUs. Nisa’s key focus for the year has been on

customer relationships and driving brand standards to be synonymous with customer service and consumer offering. Customer relationships doesn’t just refer to the service standards provided, which of course are extremely important, but is also about delivering a proposition the customer can relate to. Nisa knows that community involvement is key, and our members are able to support their local area through Nisa’s Making A Difference Locally charity, which in 2015 donated over £1 million to charities and good causes throughout the UK.

2016

own label range, Heritage, which provides retailers with over 800 SKUs which have been reformulated and repackaged to ensure they offer great quality products at affordable prices. Through Nisa membership, retailers can also source local products and have them invoiced centrally, creating a simpler and more time efficient process. All orders are placed directly with the individual suppliers, deliveries are made direct to store, but the invoicing and administration is managed centrally taking the hassle and complexity away from the retailer.

Within the last year, Nisa has developed its Store of the Future 2 store format, which has seen retailers on average achieve double digit uplift in sales following conversion. This looks at different store formats, customer demographics and shopping missions to ensure the right one is implemented in each location. The analysis behind the development of the new store formats was based on careful consumer research examining shopper missions by location and demographics.

This is all delivered by Nisa’s industry leading supply chain which retailers can trust with an impressive 99.91% of deliveries made on the day and 95% successfully made on time. In addition to this, Nisa provides retailers with a comprehensive marketing package incorporating industry first bespoke leaflets, allowing members to personalise the leaflets to include local offers, local events and community news, as well as a personalised Nisa FM which provides retailers with a strong radio network for their store.

Nisa’s flexible model provides its retailers with an unbeatable breadth of range, with a 98% availability rate, to ensure they can provide a single destination shop for all their customers’ needs. This is supported by Nisa’s award winning

Perhaps most importantly, Nisa has a mutual model, which is unique to the sector. Nisa is owned by its members and as such, in addition to all of the elements mentioned above, retailers also earn rebates and can enjoy surplus profit share and dividend payments which further add to Nisa’s competitiveness and strengthens its position as the partner of choice.

WE KNOW WE CAN RELY ON NISA FOR AVAILABILITY AND DELIVERY ACCURACY

“We were originally with Costcutter and when they decided to split with Nisa it was a case of who to stay with. Although our relationship was with Costcutter mainly, we knew what Nisa could deliver. That’s why we chose to go direct with them. We knew we could rely on availability and delivery accuracy, which is so important in ensuring our customers always have the products they want, when they want them. We’ve got six stores so it is key for us that we can rely on Nisa to ensure they are always fully stocked and supplied.

“Our sales

have increased

41%

since joining Nisa”

We’ve got to know all the staff at Nisa, including all the people on the ground and they’ve all given us a lot of support. We’ve been delighted with the support we’ve been getting, in fact. Nisa has been very active with us. It’s been really beneficial. The choice of Nisa over Costcutter wasn’t that difficult and is already proving to be the right one.”

Franco Margiotta

MARGIOTTA FOOD & WINE, EDINBURGH

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

10932_NISAtradePress_Margiotta_2016_A4_AW02.indd 1

14/03/2016 17:34

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

Franco Margiotta

MARGIOTTA FOOD & WINE, EDINBURGH

Nisa’s key focus for the year has been on own label range and over 13,000 SKUs. to the award-winning supply chain, a strong national advertising. All of this is in addition bespoke leaflets, point of sale material and hensive marketing package incorporating the Retail Academy banner, and a compresystem, a bespoke staff training facility under team, an enhanced category management age which comprises a strong retail focussed Nisa provides a complete retail support pack-

FASCIA & FRANCHISE

PREMIER & FAMILY SHOPPER

p52,53

also choose to trade under their own fascia. the Nisa brand. Alternatively, a retailer can whilst also benefiting from the strength of member can maintain their true local identity Nisa Extra, Loco and Dual Branded whereby a

by Nisa’s award winning needs. This is supported shop for all their customers’ provide a single destination ity rate, to ensure they can range, with a 98% availabilan unbeatable breadth of provides its retailers with Nisa’s flexible model

partner of choice. tiveness and strengthens its position as the ments which further add to Nisa’s competienjoy surplus profit share and dividend payabove, retailers also earn rebates and can in addition to all of the elements mentioned Nisa is owned by its members and as such, tual model, which is unique to the sector. Perhaps most importantly, Nisa has a mu-

and demographics. per missions by location research examining shopbased on careful consumer the new store formats was tion. The analysis behind the development of the right one is implemented in each locamographics and shopping missions to ensure looks at different store formats, customer dedigit uplift in sales following conversion. This seen retailers on average achieve double Store of the Future 2 store format, which has Within the last year, Nisa has developed its

radio network for their store. FM which provides retailers with a strong munity news, as well as a personalised Nisa to include local offers, local events and comallowing members to personalise the leaflets incorporating industry first bespoke leaflets, with a comprehensive marketing package In addition to this, Nisa provides retailers day and 95% successfully made on time. impressive 99.91% of deliveries made on the supply chain which retailers can trust with an This is all delivered by Nisa’s industry leading

causes throughout the UK. nated over £1 million to charities and good Difference Locally charity, which in 2015 dotheir local area through Nisa’s Making A key, and our members are able to support Nisa knows that community involvement is ing a proposition the customer can relate to. tremely important, but is also about deliver

always fully stocked and supplied. that we can rely on Nisa to ensure they are them. We’ve got six stores so it is key for us the products they want, when they want in ensuring our customers always have delivery accuracy, which is so important We knew we could rely on availability and

the right one.” that difficult and is already proving to be The choice of Nisa over Costcutter wasn’t

we chose to go direct with them. knew what Nisa could deliver. That’s why relationship was with Costcutter mainly, we a case of who to stay with. Although our when they decided to split with Nisa it was “We were originally with Costcutter and

with us. It’s been really beneficial. getting, in fact. Nisa has been very active been delighted with the support we’ve been they’ve all given us a lot of support. We’ve including all the people on the ground and We’ve got to know all the staff at Nisa,

Nisa” since joining

41%

AND DELIVERY ACCURACY ON NISA FOR AVAILABILITY WE KNOW WE CAN RELY

have increased

“Our sales

away from the retailer. centrally taking the hassle and complexity invoicing and administration is managed deliveries are made direct to store, but the placed directly with the individual suppliers, more time efficient process. All orders are invoiced centrally, creating a simpler and also source local products and have them Through Nisa membership, retailers can

Footfall, sales and profits are up!

“My customers love the range and prices. The Family Shopper format is easy to run and is growing my sales and profits ”

Shahid Razzaq, Family Shopper, Blantyre, Glasgow

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

Call us today! 01933 371246

UNIQUE DISCOUNT FORMAT SIMPLE TO RUN & OPERATE HIGH CASH PROFIT EXCLUSIVE DISCOUNT RANGE

Call us today on 01933 371757

www.premier-stores.co.uk 72200 Scottish Grocer A3 Ad LS.indd 1

05/07/2016 10:44

www.premier-stores.co.uk

Call us today! 01933 371246 Mandeep Singh, Sheffield.

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

Call us today on 01933 371757 EXCLUSIVE DISCOUNT RANGE HIGH CASH PROFIT SIMPLE TO RUN & OPERATE UNIQUE DISCOUNT FORMAT Shahid Razzaq, Family Shopper, Blantyre, Glasgow

and profits

FASCIA & FRANCHISE

Javid Iqbal of Blackburn

ONE YEAR ON FOR ONE STOP FRANCHISE IN SCOTLAND

The first franchisees to sign with One Stop in Scotland, Javid & Shaista Iqbal of Blackburn, were so pleased with the impact One Stop has had on their sales and performance that they opened their second store with the brand in Seafield in April 2016. Javid commented,

To top it all off Javid and Shaista were also shortlisted at the recent SLR awards for ‘Soft Drinks Retailer of the Year 2016’ and ‘Best Refit or New Store 2016’ something they had never achieved before, along with finalsists at the Scottish Grocer Awards for ‘Best Soft Drink Retailer’.

“We saw our sales increase by 15% in our first full month of trading as a fully fitted One Stop.” “We have a better balanced product range, enhanced stock management systems and stock availability, supported by the EPoS

p54,55

Sam Ali at George Street, Glasgow, was One Stops first award winning franchisee in Scotland, scooping ‘Food to go Retailer of the Year 2016’ at the recent SLR awards. She was also a finalist at the Scottish Grocer Awards for ‘Best City Store’. The store, operating in the centre of Glasgow next to the university offers students a tailored food to go solution underpinned by great promotions, ranging and amazing service.

Asif Mahmood a One Stop Franchise in Oakley, Fife, who used to be part of a Symbol Group, comments on how One Stop has made a difference to his life; “With product volumes up by over 35% and sales up by 15-20% and rising, in the same competitive environment where sales were previously sliding, One Stop Franchise and the model they offer speaks for itself!” “Processes have been simplified to a level we did not think possible. Do not let the fear of losing your independence lead you to losing your business to the competition.” Andrew King, One Stop Franchise Director comments on the past 12 months in Scotland, “More and more retailers in Scotland are coming to the realisation that their existing offer is not enough to move their business forward in an ever more challenging market and are looking for a proven retailer based model that can win new customers and compete successfully in the local community by focussing on customer needs. We’ve received great interest in the brand and we’re all really proud of the success our Franchisee’s have seen since working with us. We’re all very excited about our future in the Scottish market.”

We invest *

ONE STOP

From taking our first pound from a Scottish shopper in June 2015, One Stop Franchise has grown into double figures with further stores opening in the coming months and all within the first year!

in your store

* ex VAT. Subject to terms and conditions of contract.

Better sales & profit MARKET-LEADING PROMOTIONS STATE OF THE ART SYSTEMS

Our investment includes:

Full store refit ** 2 lane EPOS & back office systems

EASY retailing

1 week’s training in store for you and your team Project managed by us Keeping you ‘safe and legal’ An exciting store launch

WORKING TOGETHER We work with you to help grow your sales and profit.

next stop ONE STOP

**co-investment may be required.

It feels great to be part of a team of experienced retailers. Come and join us! Our Franchise Support team are just a phone call away. If you’d like to be part of our award-winning franchise we’d love to hear from you.

@1StopFranchise

Who knows, you could soon be the proud owner of a shiny new store with industry-leading technology at your fingertips and more time on your hands thanks to our £50,000 contribution to a store refit!* *ex VAT. Subject to terms and conditions of contract.

*ex VAT. Subject to terms and conditions of contract.

your hands thanks to our £50,000 contribution to a store refit!* with industry-leading technology at your fingertips and more time on Who knows, you could soon be the proud owner of a shiny new store be part of our award-winning franchise we’d love to hear from you. Our Franchise Support team are just a phone call away. If you’d like to

Call us today

01543 363003 or visit our website openaonestop.co.uk

openaonestop.co.uk or visit our website

Job No. J001772

Stage ARTWORK

Creative HP

Version 1

Date 19/07/2016

Comments

01543 363003 Call us today

It feels great to be part of a team of experienced retailers. Come and join us!

availability, supported by the EPoS management systems and stock product range, enhanced stock “We have a better balanced

and amazing service. underpinned by great promotions, ranging students a tailored food to go solution of Glasgow next to the university offers Store’. The store, operating in the centre the Scottish Grocer Awards for ‘Best City SLR awards. She was also a finalist at go Retailer of the Year 2016’ at the recent franchisee in Scotland, scooping ‘Food to was One Stops first award winning Sam Ali at George Street, Glasgow,

trading as a fully fitted One Stop.” 15% in our first full month of “We saw our sales increase by

year! months and all within the first stores opening in the coming into double figures with further One Stop Franchise has grown a Scottish shopper in June 2015, From taking our first pound from

44_CG2016.indd 45

Awards for ‘Best Soft Drink Retailer’. along with finalsists at the Scottish Grocer something they had never achieved before, and ‘Best Refit or New Store 2016’ for ‘Soft Drinks Retailer of the Year 2016’ also shortlisted at the recent SLR awards To top it all off Javid and Shaista were standards!” resulting in much higher store better staff engagement; all

your business to the competition.” independence lead you to losing Do not let the fear of losing your a level we did not think possible. “Processes have been simplified to

**co-investment may be required.

An exciting store launch

Keeping you ‘safe and legal’

grow your sales and profit. We work with you to help

Project managed by us you and your team 1 week’s training in store for systems 2 lane EPOS & back office Full store refit **

We invest

WORKING TOGETHER

EASY retailing STATE OF THE ART SYSTEMS

Our investment includes:

in your store

and conditions of contract. * ex VAT. Subject to terms

Seafield in April 2016. Javid commented, their second store with the brand in sales and performance that they opened with the impact One Stop has had on their Iqbal of Blackburn, were so pleased One Stop in Scotland, Javid & Shaista The first franchisees to sign with

Scottish market.” very excited about our future in the since working with us. We’re all success our Franchisee’s have seen we’re all really proud of the great interest in the brand and customer needs. We’ve received local community by focussing on and compete successfully in the model that can win new customers looking for a proven retailer based more challenging market and are business forward in an ever offer is not enough to move their the realisation that their existing retailers in Scotland are coming to months in Scotland, “More and more Director comments on the past 12 Andrew King, One Stop Franchise

ONE STOP next stop

PROMOTIONS MARKET-LEADING Better sales & profit

speaks for itself!” Franchise and the model they offer previously sliding, One Stop environment where sales were rising, in the same competitive 35% and sales up by 15-20% and “With product volumes up by over

25/07/2016 15:45

A trusted brand Londis Because ... we partner with independent Scottish Retailers to grow your business localy Londis is part of the Booker Group, the UK’s leading food and drink wholesaler. Londis is one of the UK’s leading symbol convenience store brands with over 1,500 members across the UK. Londis works in partnership with its independent retailers to provide local communities with all they need in convenience shopping, close to home. As well as the strength of a nationally recognised brand, Londis supports retailers with better pricing, market leading ranges, strong promotions, store development advice and a leading supply chain service to help them compete and succeed in today’s rapidly expanding convenience market. The benefit of the Londis offer include: ■ Free Membership ■ Competitive cost of goods. ■ Loyalty discounts of up to 4% on all purchases (Excludes Tobacco) ■ Award winning Fresh range with over 1,250 lines. ■ Award winning own brand ranges Euro Shopper, Happy Shopper and Farm Fresh. ■ A best in class online web ordering system (Londis Webshop). ■ Market leading promotions every 4 weeks ■ Free Promotion Leaflets and FREE store point of sale support. ■ Support from our dedicated Store Development and Retail Development teams. ■ Tri Temperature fleet delivering all your ambient, fresh and frozen needs on one delivery. ■ A best in class forecourt package with a dedicated forecourt team. ■ Free Membership of the ACS.

46 CG2016_LondisFP.indd 46

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1836

“The service & support we get from Londis is fantastic. We have grown our Fresh & Chilled sales by over 35%, we’re delighted.”

Marc & Sarah Jones Londis Bryn Hoffnant

Join Londis today and watch your profits grow FREE

Membership

FREE

Leaflet Scheme

FREE

EPOS System

NEW

Discount Scheme

A new and LOWER cost Londis that’s SIMPLER to do business with Be part of the success and call us today! Call 0808 178 8644 or visit joinlondis.co.uk CG2016_LondisFP.indd 47 18367_LON_New_Recruitment_A4_FINAL.indd 1

joinlondis.co.uk

26/07/2016 17/06/2016 12:00 16:37

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1093

JOIN US FOR A

2016

WE KNOW WE CAN RELY ON NISA FOR AVAILABILITY AND DELIVERY ACCURACY

“Our sales

We knew we could rely on availability and delivery accuracy, which is so important in ensuring our customers always have the products they want, when they want them. We’ve got six stores so it is key for us that we can rely on Nisa to ensure they are always fully stocked and supplied.

The choice of Nisa over Costcutter wasn’t that difficult and is already proving to be the right one.”

have increased

41% since joining Nisa”

Franco Margiotta

MARGIOTTA FOOD & WINE, EDINBURGH

To find out why joining Nisa is as easy as 1-2-3 visit www.join-nisa.co.uk CG2016_Nisa.indd 51 10932_NISAtradePress_Margiotta_2016_A4_AW02.indd 1

26/07/2016 10:58 14/03/2016 17:34

Footfall, sales and profits are up!

â&#x20AC;&#x153;Premier understand my business needs, and are always there to support and help grow my business.â&#x20AC;? Mandeep Singh, Sheffield.

Call us today! 01933 371246 www.premier-stores.co.uk CG2016_BookerDPS.indd 72200 Scottish Grocer A3 Ad52LS.indd 1

26/07/2016 10:03

“My customers love the range and prices. The Family Shopper format is easy to run and is growing my sales and profits ”

Shahid Razzaq, Family Shopper, Blantyre, Glasgow

UNIQUE DISCOUNT FORMAT SIMPLE TO RUN & OPERATE HIGH CASH PROFIT EXCLUSIVE DISCOUNT RANGE

Call us today on 01933 371757

CG2016_BookerDPS.indd 53

26/07/2016 10:44 10:03 05/07/2016

kburn Javid Iqbal of Blac

ONE YEAR ON FOR ONE STOP FRANCHISE IN SCOTLAND From taking our first pound from a Scottish shopper in June 2015, One Stop Franchise has grown into double figures with further stores opening in the coming months and all within the first year! The first franchisees to sign with One Stop in Scotland, Javid & Shaista Iqbal of Blackburn, were so pleased with the impact One Stop has had on their sales and performance that they opened their second store with the brand in Seafield in April 2016. Javid commented,

‘back office’ system. I now spend more time in the store instead of on the road, which has enabled us to have more customer interaction, improved product knowledge, better staff engagement; all resulting in much higher store standards!” To top it all off Javid and Shaista were also shortlisted at the recent SLR awards for ‘Soft Drinks Retailer of the Year 2016’ and ‘Best Refit or New Store 2016’ something they had never achieved before, along with finalsists at the Scottish Grocer Awards for ‘Best Soft Drink Retailer’.

Our Franchise Support team are just a phone call away. If you’d like to be part of our award-winning franchise we’d love to hear from you.

@1StopFranchise

CG2016_OneStopDPS.indd 54

26/07/2016 10:02

We invest *

in your store

* ex VAT. Subject to terms and conditions of contract.

Our investment includes:

Full store refit ** 2 lane EPOS & back office systems 1 week’s training in store for you and your team Project managed by us Keeping you ‘safe and legal’ An exciting store launch **co-investment may be required.

Better sales & profit MARKET-LEADING PROMOTIONS STATE OF THE ART SYSTEMS

EASY retailing WORKING TOGETHER We work with you to help grow your sales and profit.

next stop ONE STOP

It feels great to be part of a team of experienced retailers. Come and join us! Call us today

01543 363003 or visit our website openaonestop.co.uk

CG2016_OneStopDPS.indd 55

26/07/2016 10:02

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

COVER_ConvenienceGuide_2016/17.indd 2

25/07/2016 15:00