TalkingShop December 2021 by Talking Shop

Talking Shop ISSUE 115 – December 2021

The magazine for Premier retailers

PLUS

Food to go comes home How Premier retailers are adding value to their offer with local suppliers

Stars and Stripes forever

More range to help you cash in on the popularity of American confectionery

Cornering the market A new Premier store in Tenbury Wells gives shoppers a great alternative

You’ve got the Christmas spirit... We’ve got the tonic. M202553

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Lifting the nation’s spirits Since 1783

Holiday Magic with your customers

BUY ANY 5 CASES OF THE PRICE MARKED PACKS BELOW AND GET A FREE TOY COCA-COLA TRUCK.

WHILST STOCKS LAST

© 2021 The Coca-Cola Company. All rights reserved. COCA-COLA, COCA-COLA ZERO and DIET COKE are registered trademarks of The Coca-Cola Company. Opens from 1st December – 4th January. Buy an 5 cases of Coca-Cola Zero PMP £1.75, Diet Coke PMP £1.75, Coca-Cola Zero Vanilla PMP £1.75 OR Coca-Cola Zero Cherry PMP £1.75 and receive a free Coca-Cola mini truck while stocks last.

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Talking Shop | December 2021

Welcome Talking Shop ISSUE 115 – Decem

ber 2021

Welcome to your latest issue of Talking Shop. With the Christmas and New Year period nearly upon us, I know that you and your store teams will be working at full speed to maximise the sales opportunities of the season and to continue to provide your shoppers with the friendly and efﬁcient service that they want and have come to expect from you. While I would stop short of saying that everything is completely “back to normal”, it is true that families will have more opportunity to get together this Christmas than they did last year, and that seasonal celebrations should be bigger and longer-lasting than they were in 2020. Alcohol will of course be a key category to focus on, as always at this time of year, but it is also worth pointing out that many Premier members are having great success with some newer categories too, such as food to go, vape and American confectionery. Making these categories part of your offer will bring good rewards in the run-up to Christmas and beyond. With an eye on the longer term, I am delighted that Booker continues to make new commitments on sustainability and the environment, as evidenced by our Better Trolley initiative, which will ensure we are playing our part – and helping you to play your part – in the ongoing challenge of combatting climate change. With that in mind, all that remains for me to say is to wish you a peaceful Christmas, an enjoyable New Year and every possible success for 2022.

The magazin

e for Premier

retailers

PLUS

Food to go comes ho me

How Premier reta are adding valu ilers their offer with e to local suppliers

Stars and Stripes forever More

range to help you cas h on the popularin of American ity confectione ry TS.indd 1

Cornering the market A new Premier stor gives shoppers e in Tenbury Wells a great alternat ive

29/11/2021 19:38:50

COVER STORY Radu Radunathan runs a tight ship at Tenbury Wells THE THREE BIG STORIES 40 Better Trolley Booker takes steps towards a more sustainable future 46 Yankee Doodle Candy More choice available for American confectionery 56 Meet the trend New disposable lines added to vape range Share your shop news

If you’ve got news, tips or feature ideas, please get in touch with Talking Shop: EMAIL:

talkingshop@booker.co.uk Martyn Parkinson, Sales Director – Retail

4 TalkingShop December 2021

DISCLAIMER: Prices are correct at time of going to press, but may be subject to change.

American candy makes a big splash on this side of the pond

Booker is doing the right thing and improving sustainably for customers, communities and the planet.

Premier News

28 Market town mission

61 Ones To Watch

Major new commitments on

Price and availability are the focus

The lowdown on some of the best

sustainability.

at Premier Tenbury Wells.

new products.

News

34 More to enjoy

Business rates bonus for stores in

Stockton retailer expands offer with

recent Budget.

Premier’s help.

11 Community News

40 Better for the planet

65 Prices down Great prices on exclusive wines.

66 Food to go Premier retailers enhance their

Cornwall Premier retailer makes

The Better Trolley sustainability

food to go offer with the help of

healthy donation.

initiative explained.

local suppliers.

13 Industry News

46 American confectionery

72 Premier Tobacco Club

More shoppers visiting

A bigger range of products from

New products and new prices give

convenience stores.

the Big Country.

you even more reasons to join the

16 South coast style

50 Xmas Alcohol

A retail couple making smart

A focus on some vital lines for the

changes to meet local needs in

festive period.

Southsea.

56 Flavours to flow sales

22 Creating a wow

Booker expands it’s range of

Creating excitement at Eccles Village in Kent.

Booker e exclusiv

65 66

Uncork these exclusive deals

disposable vapes.

Club.

76 Good housekeeping Your checklist to start the new year in the best possible shape.

Sales are growing in Stockton

Going large with local food-to-go

December 2021 TalkingShop

PremierNews NEWS, ACHIEVEMENTS AND OPINIONS FROM ACROSS PREMIER

Booker makes commitment INBRIEF to sustainability principles Among a host of commitments, the wholesaler has pledged to be carbon net zero by 2035.

OWN-LABEL AWARD WIN FOR MOUNTAIN MIST Booker’s Mountain Mist Berries & Cherries Sparkling Spring Water have been awarded

Silver in The Grocer Own Label Awards. The awards celebrate the vital role that the own-brand grocery sector plays in shaping the market and adapting to the shopper needs. The Mountain Mist range is available in both still and sparkling styles, and comes in three other flavours as well as the award-winning Berries & Cherries – Orange & Mango, Lemon & Lime and Pineapple & Passion Fruit.

Booker has launched a new initiative to reduce its carbon footprint and deliver a better, more sustainable business for the future, and to help retailers to do the same. The Better Trolley For A Better Planet initiative is Booker’s new commitment, designed to build on 12 years’ worth of already successful progress in reducing its carbon footprint. It is based on four key pillars – to improve supply from the perspective if climate and nature; to encourage healthy and sustainable diets; to end waste; and to always respect community values and human rights. Each of these pillars breaks down into actions in all major operational areas. Among the commitments that Booker is making as part of Better Trolley is to become carbon next zero by 2035, with the delivery fleet at zero emissions by 2030. When sourcing products, Booker is committing to zero deforestation, sustainably sourced fish and agricultural own-brand products and certified Red Tractor/Bord Bia UK meat and dairy products. All eggs will be from cage-free hens by 2025, and ethical sourcing practices will be followed

for high-risk products such as coffee, tea, cocoa, bananas and prawns. To reduce harmful waste, all board will be sustainably sourced, packaging will be reduced to a minimum, recycled content will be increased where possible and Booker will continue to remove non-recyclable materials. Additionally, no edible food will be wasted and food waste in Booker’s own operations will be halved by 2030. Booker sustainability manager Catherine Marston commented: “As part of the process for preparing Better Trolley we reviewed everything – literally everything that we do. “Better Trolley is a powerful set of commitments from Booker that will have a hugely positive impact for our many retail customers. It will help them reduce their own carbon footprint, improve the offer they are able to make to their shoppers, save money and grow profits. “We have been on a vital sustainability journey for over a decade, but Better Trolley marks a new and important change – and one that we are confident will benefit all of our customers and, most importantly, the planet.”

The products are made with pure Northumbrian spring water, filtered naturally through mineral–rich rocks and bottled at source in the UK. All lines are sugar-free, and suitable for vegans and vegetarians. Martyn Parkinson, Premier Brand Director, said: “We are delighted to win this award. The Mountain Mist range has already proved to be very popular with shoppers and the quality of the product is evidenced by this great accolade from The Grocer.”

TALKING TACTICS What are you doing in-store to stand out in your local market? Share it with us and your Premier retailer colleagues at talkingshop@booker.co.uk

December 2021 TalkingShop

News

INBRIEF Minimum wage SHOPPERS URGED TO #SHOPKIND THIS CHRISTMAS Retailers are urging shoppers to #ShopKind when they visit high streets this Christmas, as

rates to increase

The adult National Living Wage is to increase by 6.6% from April next year, with rises for all other age groups as well.

new research reveals that 38% of shoppers have witnessed violence and abuse against shopworkers. The #ShopKind campaign urges the public to be mindful of shopworkers’ essential role serving the public, and emphasises that workers should be treated with respect, kindness, and gratitude. The campaign is supported by major high street retailers as well as the Association of Convenience Stores and the shopworkers’ union Usdaw. The ShopKind campaign is now visible across high streets and on social media. Mark Hallas, Chief Executive at charity Crimestoppers, added: “Our high streets play a pivotal role in our

Chancellor Rishi Sunak announced increases in the National Living Wage and the National Minimum Wage for younger workers in the recent Autumn Budget. From 1 April next year, the National Living Wage for those aged 23 and over will increase from £8.91 to £9.50 an hour, a rise of 6.6%. At the same time, the National Minimum Wage for those aged 21-22 will increase from £8.36 to £9.18 an hour; for 18 to 20-year-olds it will rise

from £6.56 to £6.83; while for under-18s it will increase from £4.62 to £4.81. The Apprentice Rate will also increase, from £4.30 to £4.81 an hour. Announcing the changes, Chancellor Rishi Sunak said: “We are increasing the National Living Wage next year by 6.6%, to £9.50 an hour. For a full-time worker, that’s a pay rise worth over £1,000, and it will benefit over two million of the lowest-paid workers in the country.”

communities across the country and whilst Christmas can have its own stresses, there

Pandemic pet boom creates opportunities

is absolutely no excuse for violent or abusive behaviour towards workers.”

8 TalkingShop December 2021

A lockdown-driven boom in the UK pet population is creating huge opportunities for retailers, new research reveals. The research from Mars Petcare unveils the true extent of the pet boom over the course of the pandemic, with an increase of more than 1.5 million pets in the UK over the period. The research reveals that the number of puppies living in the UK almost tripled between 2016 and 2020. By the end of last year, there were 1.8 million puppies in the country. Meanwhile there were 1.3 million kittens in Britain in 2020, up from 650,000 in 2016. As a result, total sales of pet food and litter have surged by 10.8%, an increase worth £45m. This is being driven by rocketing demand for pet food and treats formulated with natural ingredients and based on the diets of animals in

the wild. Zoe Taphouse, Category & Market Activation Director at Mars Petcare UK, said: “The prospects for the category are extremely good. Not only do shoppers tend to shop petcare for considerably longer than other categories such as infant care, they also show a far greater propensity to trade up and try new things. With the right ranges and in-store marketing, our retail partners can look forward to a long period of growth.”

News

Retailers set to benefit from business rates reductions

Another community award win for Julie

A 50% reduction in rates for the next financial year was announced in the Budget. Most independent retail businesses in England are to get a 50% reduction in their business rates next year as part of a range of measures announced in this year’s Budget. The new temporary business rates relief will see retail, hospitality and leisure properties receive 50% relief for 2022-23, up to a maximum of £110,000 per business, Chancellor Rishi Sunak announced. At the same time, Sunak said that transitional rate relief for small and medium-sized businesses, and the supporting small business scheme, will be extended for a further year, while the Business Rates Multiplier, which adjusts the annual rates bills upward to account for inflation, will be frozen for 2022–23. Further changes to the business rates system include a new system of improvement relief, meaning that retailers who invest in their properties will not see a subsequent rise in their business rates for the first 12 months starting from April 2023, while businesses installing machinery

used for renewable energy onsite will receive a similar exemption. Sunak ruled out scrapping the business rates system completely, a move that had been asked for by many industry bodies, but added that, from 2023, business rates property valuations will also take place every three years instead of every five. The changes are so far only confirmed for England. Separate announcements for Scotland and Wales will be made when the devolved governments in those countries reveal their budgets before Christmas. Announcing the changes, Sunak said: “We’re taking steps to ease the burden of business rates and boost our high streets. “The new one-year, 50% business rates discount for retail, hospitality and leisure sectors is a tax cut worth almost £1.7bn and, combined with Small Business Rates Relief, over 90% of all these businesses will see a discount of at least 50%. Taken together, today we cut business rates by £7bn.”

Premier retailer Julie Kaur Duhra has been named winner of the Boost Local Legends campaign. Julie, whose store is based just outside Telford in Shropshire, was presented with the £20,000 cash prize at and an evening to celebrate 20 years of energy drink Boost. The campaign aimed to highlight the commitment, energy, character and successes of hard-working independent retailers across the UK. Boost said Julie was selected for her “outstanding contribution to multiple charities and her support of the local community”. Julie, who was also recently named as the inaugural winner of the Raj Aggarwal Award for her work in the community said: “It’s amazing to have been recognised by Boost Drinks. There were so many amazing retailers nominated so it’s a privilege to be announced as the winner.”

December 2021 TalkingShop

CommunityNews OPINION, NEWS AND ACHIEVEMENTS FROM PREMIER RETAILERS

Premier Gunnislake donates £3,000 prize to local schools The prize from frozen food firm Birds Eye will pay for sports equpiment.

INBRIEF CHINGFORD STORES PREMIER EXPRESS WORKS WITH LOCAL FOODBANK Chingford Stores Premier Express in Nottingham has begun working with a local foodbank in order to further support the needy in the local community. The store will organise regular donations to Bilborough Foodbank and will

Premier Gunnislake in Cornwall has donated £3,000 worth of sports equipment to three local schools after winning Birds Eye’s ‘Kit Out Your Community’ competition. The competition, which saw hundreds of retailers apply through a redemption initiative run with the support of *Shopt, celebrated the Green Cuisine brand becoming the official plant-based food supporter of Team GB at the Tokyo Olympics. Premier Gunnislake store donated prize fund to local community causes, including Lamerton Primary School, Delaware PreSchool and Tamar Valley Pre-School, all

act as a hub for shoppers to provide food items for the less fortunate. Premier retailer Bindu Mahal said: “We have been donating

of which received £1,000 worth of sports equipment, in the form of branded balls, bibs, hula hoops and other kit to help children get active. Charlotte Southgate, store manager, said: “We’re delighted to have won the competition and to have the chance to repay the store’s long-standing connection with the community. Our local shoppers have been so important to the store over the last few years, so it’s been great to give back to them through the Kit Out Your Community competition.”

to this charity since before the pandemic struck and have made the decision to do more to help our local community. “Customers are now able to drop off any donations they may have of short-dated foods to the store which we then pass onto the food bank for families who are less fortunate. “We couldn’t be more humbled and honoured to be a part of this good cause.”

Abbey Premier Stores holds Halloween Party Abbey Premier Stores, in Wrexham, North Wales, delighted the local community by organising a Halloween Party for local children at the Pentre Gwyn community centre. The store funded the fancy-dress event through money it had raised earlier in the year. The party included face painting, arts and craft, pumpkin carving, disco, sweets and treats, and a colouring competition. Local shoppers and even community police officers turned up to show their support for the event. Store manager Amanda Hughes said: “The

kids that turned up had a great time and gave us a good laugh. They really enjoyed themselves and were good as gold as usual.”

TALKING TACTICS What are you doing in-store to stand out in your local market? Share it with us and your Premier retailer colleagues at talkingshop@booker.co.uk

December 2021 TalkingShop

STOCK UP NOW!

IndustryNews A DIGEST OF NEWS FROM THE INDEPENDENT RETAILING INDUSTRY

Shoppers visiting convenience stores in increasing numbers

INBRIEF HEALTHY AND SUSTAINABLE DIETS BECOMING MORE POPULAR

The percentage of shoppers using local food shops has increased, according to new data.

Nearly one-fifth of consumers list the environment as their main motivator for healthy and sustainable eating, research from IGD reveals. The figure represents a

The proportion of shoppers visiting convenience stores increased by 9% in the 12 weeks ending 17 October, new research reveals. The latest data from the Lumina Intelligence Convenience Tracking Programme shows the proportion of shoppers using c-stores rose from 49% to 58% in the past 12 weeks. During the same period, shoppers visited convenience stores more frequently, up 4% to 2.8 times per week on average, while basket value increased by 21% from £8.58 per trip to £10.38 despite a slight fall in the number of items purchased per visit. In addition, the proportion of convenience store basket shops that were home-delivered increased by 2% to 7%. The research shows planned top-up remains the primary mission within convenience, accounting

for 23% of all trips. Newsagent missions increased by 2% to 21%, driven by older consumers becoming less risk averse due to the rollout of booster vaccines. The proportion of shoppers purchasing on impulse increased by 1% during the 12-week period, to account for 56% of purchases. The reason: “It was on promotion/special offer” increased as a stimulus for impulse buying, and purchasing of price-marked packs increased to 48%. Katherine Prowse, Senior Insight Manager at Lumina Intelligence, said: “A real positive for UK convenience is the large increase in spend per trip and the increased frequency. The decrease in basket size indicates that either shoppers are opting for more premium products or prices have increased, probably a combination of the two.”

significant increase compared to 2020, while 77% of shoppers have increased or are thinking about increasing their fruit and vegetable intake, the survey says. The research shows consumers are increasingly looking to adopt more healthy and sustainable diets, with 58% open to changing their eating habits. The study also found there has been a rise in people eating meat only twice a week or less. Mark Little, Director of Health and Sustainability at IGD, said: “From effective marketing and product placement to

Alcohol duty system to be simplified The government intends to restructure alcohol duty so that all beverages will be taxed in direct proportion to their alcohol content rather than having different duty regimes for each type of product. A consultation will be carried out on the reforms with a view to introducing the new regime in 2023. Under the proposed regime, duty levels on sparkling wine

will come down but those on red wine are likely to go up, for example. Reduced rates will apply for products below 3.5% ABV, while a small

producer relief will reduce the tax burden on smaller producers of drinks below 8.5% ABV. Current duty rates on beer, cider, wine and spirits were frozen for another year in the Budget. Proposed increases in fuel duty were also scrapped, while tobacco duties were increased with effect from October 27th.

meal planning and recipe inspiration, there are lots of really practical actions businesses can take to help make sure consumers continue to shift towards healthy and sustainable diets.”

TALKING TACTICS What are you doing in-store to stand out in your local market? Share it with us and your Premier retailer colleagues at talkingshop@booker.co.uk

December 2021 TalkingShop

IndustryNews A DIGEST OF NEWS FROM THE INDEPENDENT RETAILING INDUSTRY

Retailers call for answers over unclear HFSS regulations Retail groups have written to government with a list of questions regarding proposed new restrictions on “unhealthy” food. Business and retail groups, including the Association of Convenience Stores and the British Retail Consortium, have called for more clarity ahead of the introduction in England of new regulations that aim to limit the placement and promotion of ‘high fat, salt and sugar’ (HFSS) products. Products included in the scope of the rules – which are due to come into force in October 2022 – include soft drinks, yogurts, breakfast cereals, ready meals and pastries, in addition to cakes, biscuits, crisps, and confectionery. From next October, stores above 2,000sq ft in size face not being able to

put any of these products at the store entrance, at the checkout, near a queuing area, or at the end of an aisle. A list of 25 questions compiled by the ACS, submitted to government ahead of MPs considering the rules, highlights the confusion that retailers face when deciding where they can locate products, and what they

can and can’t promote in-store. The questions also look for clarity on fundamental parts of the regulations, such as how retailers calculate the size of their stores and the nutritional profile of their products. One particular area of confusion surrounds the future of meal deals and ‘big night in’ promotions, and whether retailers can promote HFSS products alongside non-food items. The ACS has estimated that small shops could face a £13,000 bill to comply with the regulations, while larger stores face costs of up to £100,000 to rethink their store layouts.

INBRIEF CARD SPENDING ON ESSENTIAL ITEMS INCREASES Consumer spending on cards at supermarkets and food & drink specialist stores grew 14.2% and 69.2% in October respectively, new research reveals. Data from Barclaycard, which sees nearly half of the nation’s credit and debit card transactions, shows that card spending continues to rise strongly in food and drink specialist stores, which includes convenience stores. Meanwhile, fuel spend returned to modest 5.5% growth after last month’s 11.1% surge. More than a third (38%) of consumers report finding it “harder than normal” to buy essential items due to shortages on the shelves, the

E-cigarettes could soon be prescribed by NHS to help people quit smoking

survey also reveals.

Vaping products could soon be prescribed on the NHS in England to help people stop smoking tobacco, in the latest step forward in the licensing process for manufacturers. The Medicines and Healthcare products Regulatory Agency (MHRA) has published updated guidance for licensing electronic cigarettes and other inhaled nicotine-containing products as medicines, which paves the way for medicinally licensed items to be prescribed for tobacco smokers who wish to quit smoking. The updated guidance comes after a consultation with the E-Cigarette Expert Working Group, a group of UK experts who

fresh fruit and vegetables

provided independent oversight and advice to the MHRA. To achieve a licence, products would need to meet the standards of quality, safety, and efficacy expected of medicinal products. If a product receives MHRA approval, clinicians could then decide on a case-bycase basis whether it would be appropriate to prescribe an e-cigarette to NHS patients to help them quit smoking. The government is soon set to publish a new Tobacco Control Plan, which will set out the roadmap for achieving a smoke-free England by 2030.

The top five items among shoppers who were struggling to make some purchases were: (42%), ingredients for home cooking (30%), frozen goods (28%), fresh meat and fish (25%), and soft drinks (24%).

TALKING TACTICS What are you doing in-store to stand out in your local market? Share it with us and your Premier retailer colleagues at talkingshop@booker.co.uk

December 2021 TalkingShop

STORE PROFILE | Southsea

on the block New kids

Store CV:

Name: Premier Fresh & Local, Southsea, Hampshire Retailers: Hinal and Pranay Patel Size: 1,700sq ft Services: PayPoint, Lottery terminal approved Staff: Six

Hinal and Pranay Patel spotted an opportunity in a crowded marketplace to create a successful Premier store with particular appeal to younger shoppers.

GAMBLE LANDED: Hinal Patel saw the potential of a previously empty store.

16 TalkingShop December 2021

What are your views? Email talkingshop@booker.co.uk

GOOD SPIRITS: Alcohol is the best-selling category in store.

BRIGHT IDEA: LED lighting improves the shopping experience.

SMALL IS BEAUTIFUL: The square footage was reduced to a size more appropriate for the area.

lthough Hinal Patel and her husband Pranay are experienced retailers, already successfully running a couple of stores in the South of England, they admit that opening their third Premier store in Southsea, Portsmouth, was “a bit of a gamble”. The outlet used to be a large convenience store for a national chain, but the previous owners had closed it three years ago. Competition in the area is stiff, with three major supermarket outlets within a short walk in any direction, but the couple felt there was an opportunity there and when the lease on the site expired in April 2021 they started negotiations with the landlord to take the site over. “It was a gamble – the site had been empty for such a long time, we really didn’t know what to expect,” recalls Hinal. Crucially, the couple are allowed to sub-let part of the

IMPULSE FOCUS: The store is designed for quick and easy convenience.

site, so they resolved to reduce the store’s sales area from 3,500sq ft to 1,700sq ft and brought in a local hairdressing business as a tenant to help pay for the overheads. The area is heavy with student accommodation, and the local catchment also includes two schools, the Portsmouth Council offices and Southsea train station. This mix of shoppers, combined with the fact that there was already several other outlets offering traditional grocery products nearby, meant that the big opportunity was to focus on an offer that suited the particular needs of the locality. And so the new Premier store opened in September with a major focus on younger, on-thego shoppers. “We are concentrating on a quick and easy convenience offer,” explains Hinal. “At 3,500sq ft, the unit was too big for the area, particularly with all the competition around. If December 2021 TalkingShop

What are your views? Email talkingshop@booker.co.uk

40+ donuts per day

anything, we could have made it even smaller than 1,700 sq ft.” Despite the long period lying vacant, the floor and ceiling of the unit were largely fit for purpose, save for replacing a few damaged tiles. The lighting was vastly improved with LED fittings, while the shopfloor was also realigned so that the full length of the aisles can be viewed easily from the till. Although the store footprint is now half the size of the original, space has been found for a Refresh Zone, featuring regular slush as well as Tango Ice Blast and Jolly Rancher styles. “This has made a big difference to us,” says Hinal. “It’s something the supermarket outlets don’t offer.” Another feature of the food to go offer is a high-spec, baristastyle coffee machine. “People want freshly-made, bean-to-cup coffee,” observes Hinal. “Our coffee supplier Verde gives us the machine free on loan as long as we continue to buy an agreed quantity of beans from them. “We know coffee is a big seller – in another one of our sites we sell over 100 cups a day.” Even in this category local competition is a challenge, as there is a Costa coffee outlet opposite the store, and a Greggs nearby. “We are competing with all of these – but we can offer a really good cup of coffee for £1.69, or meal deal of a coffee and a jumbo sausage roll or donut for

DESTINATION DRINKS: The Refresh zone is a point of difference over the competition.

RING THE CHANGES: Locally-baked donuts are a major draw.

BARISTA STYLE: Shoppers can order a quality coffee to go with a snack.

£2. In Greggs, it’s £2.29.” Food to go has been a big success all round, and locallysupplied hot bakes, cakes and donuts are a mouthwatering distraction in cabinets built into the counter. Donuts come from Portsmouth Commercial Bakery, and sales regularly exceed 40 per day. Students are the biggest shopper group visiting the store, but the site also attracts office workers and school children at both ends of the school day. Hinal and Prinay maximise the space available for chilled soft drinks. “We want to take the opportunity to have a big range here.” American products – confectionery, grocery and drinks – also sell really well, and the grocery offer includes a good number of ‘free from’ lines, which are particularly popular with students, Hinal explains. The same shopper group also buy into a range of stationery products, which are given their own merchandise December 2021 TalkingShop

What are your views? Email talkingshop@booker.co.uk

PAPER MONEY: Students regularly buy into the stationery range.

SWEET HOME ALABAMA: American confectionery is a successful category.

ON TREND: The vape offer is kept right up to date.

INSTAGRAMMABLE: The choice of slush styles create excitement locally.

section. The in–store vape station also strikes a chord with younger shoppers. “Students tell us what the trend is, and we try to keep up with that,” explains Hinal. “Right now, they are asking us for disposables, they are really in demand right now. Across these and the e-liquids we do about £4k–£5k per week on vaping.” However, the best-selling category overall is alcohol, and again it is students that are driving the sales. “Students like to have ‘pre drinks’, where they will each put a fiver in and make a big purchase to drink in their room before going out,” says Hinal. “It’s usually spirits, but beer and wine also sell very well for us. As long as it’s on promotion, students will buy into it.” But the best-selling individual product line isn’t an alcoholic drink – it is Tango Ice Blast.

“I wasn’t convinced about it at first, but our RDM was adamant that we must have at least one flavour, and he was right – it’s now our number one line,” says Hinal. “We had Tango Ice Blast when we first opened the shop and it was a huge attraction and a real point of difference for us. People were taking selfies with their cups and putting them on Instagram! “It is so great to have Premier supporting us, they have helped us every step of the way with this store,” she adds. “Our sales have very much exceeded our expectations – we have got to our target figure much sooner than we expected.”

£4k+ per week vape sales

December 2021 TalkingShop

STORE PROFILE | Aylesford, Kent

The wow

factor! NEW DAWN: Aaron has revolutionised his store’s range and purpose.

any convenience retailers talk of ‘transformation’ following a store refit – but for Premier retailer Thiruvilanga Arulnithy (known as Aaron) the refit of his convenience store in the small Kent village of Eccles has been more ‘revolution’ than ‘transformation.’ Originally bought eight years ago, the small rural store’s previous identity has been utterly revolutionised following a significant extension in the rear, re-brand to Premier and subsequent refit. “This is the only shop in the village and we knew from the start that the community here was crying out for a

22 TalkingShop December 2021

Shoppers in the small Kent village of Eccles can’t help but be wowed by their new look Premier store, tailor-made to meet their every need – even new ones they didn’t know they had! store that truly catered to all their needs,” Aaron says. “One of the first things we did when we took over was extend the opening hours from 7am till 9pm and to open seven days a week. The previous owners had kept much shorter trading hours, never opened on Sundays and used to close for lunch every day. “We scrapped all of that straight away and now lunch is one of our busiest times of the day!” Aaron laughs. The next few years were a process of listening and learning for Aaron and his family, as they strove to garner a deep and clear understanding of what their community most needed and wanted from the store. “The village has a high number of elderly customers, many of whom can’t drive and were crying out for more support and convenience. “In addition, we also have lots of young families who made it clear that they would rather walk to their local shop for a meal solution or snack rather than put the kids in the car for a trip to the supermarket. “It was clear from all the feedback that we needed to create an offer that better served the needs of these key shopper groups as well as attracting new demographics that had never really visited us before,” Aaron adds. Fast-forward a few years (and through a global pandemic) and that need has not just been met but exceeded. Reborn as a Premier store following a three-week fit out, the revolutionised store now delivers everything that the community wanted and much, much more; a store not just fit for purpose but tailor-made to be fit for the future.

What are your views? Email talkingshop@booker.co.uk

Energy Aware: Doors on all chillers save energy but also make for a comfortable in-store temperature.

GRAPE :A EXPECTATIONS e large chilled win rfect offer is the pe ent accompanim new to the store’s ing range of even s. meal solution

Range Masters: Local shoppers are thrilled with the breadth of the store’s new range.

“Shoppers didn’t say much when they walked in to the old store,” Aaron says, “but now when they walk in, what they say is ‘wow’!” And their awe is also translating into some pretty awesome numbers, with sales up by 150% since the store re-opened at the start of November. “Sales soared dramatically overnight following the relaunch but that’s only the beginning, I know we can do much, much more,” Aaron maintains. An extension to the rear of the store has allowed Aaron to boost his fresh and chilled offer by almost ten times – finally giving local shoppers the range they had been crying out for. “Before the refit and rebrand we just had two 1.25m fridges; now we have a 6.25m fridge, a 3.75m fridge, a 4.75m fridge, a 2m fridge and two freezers! “All that extra space means that we now offer a truly fantastic range of great quality and affordably-priced fresh meat, fish and vegetables, as well as pre-prepared meal solutions such as pizzas and pasta dishes,” Aaron says. Wine, which also used to be kept in a small one-meter ambient bay, is now far more respectfully housed in a smart 6.25m chiller with doors. Soft drinks have also benefited from a larger space CHILLED CHAMPIONS: The store’s chilled offer has increased almost ten-fold.

r frozen food ICED DELIGHTS: A new large ily favourites section includes key fam ing tubs. m including ice crea shar

December 2021 TalkingShop

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Holidays are Coming

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What are your views? Email talkingshop@booker.co.uk

allocation, as has food to go thanks to the addition of a Premier Deli offer and in particular drinks to go which now have pride of place in a dedicated ‘Refresh’ area offering Tango Ice Blast, Fwip ice cream, Snow Shock slushies and Rijo coffee, plus tea. The front of the store has also received a lot of love in the form of a much-enhanced entrance zone by the main counter which is capped off with a set of new practical and attractive automatic doors – much to the relief of pushchair-wielding parents and older shoppers. “The store’s old doors were so heavy and unwieldly, the team and I were constantly having to help shoppers through them, especially those with pushchairs and mobility scooters, it was very impractical and unwelcoming,” Aaron recalls. “We’ve also taken care to create a large airy and open entrance area which gives shoppers the time and space to enter calmly and take stock before they embark on their mission. “The extra space means that they don’t need to rush to get out of the way of other shoppers entering or exiting. “Shoppers have been incredibly pleased with this change in particular, it creates a calmer, less stressful shopping environment, especially in the current climate when people don’t want to feel hemmed in and social distancing is still very important to people. “It’s tempting to fill that space with stock or promotions er Eccles has LIFELINE: Premi ential part become an ess life. of community

COOL CANDY: Americ an Confectionery brings a sprinkle of excitement and flavour to the range.

150% sales growth since joining Premier

REFRESHING IDEAS: An eyecatching Refresh bay offers significant growth potential.

but we will endeavour to keep it free. “It’s hard to place a monetary value on a decision like that, but the emotional impact of it and the positive role it plays in the overall shopper experience is clear to see.” Once inside, Aaron says that shoppers tend to spend much longer browsing, too. The addition of doors onto all chillers has certainly helped to create a more browsing-friendly temperature but for Aaron the real key has been the Premier range. “We’ve created a truly interesting offer which shoppers are excited to engage with, including great quality products, attention-grabbing promotions but also totally new ranges, such as American confectionery for example, which offers a real point of difference and holds strong appeal for young adults and teenage shoppers who never really visited us before,” he adds. “The idea to introduce American confectionery came from my Premier RDM, and I’m so glad we went with it,” he adds. “Our RDM has been so helpful and always there on the end of the phone or willing to drop in for an inperson visit when we’ve had a question or just to bounce ideas around. That support has filled us with so much confidence and has been unbelievably valuable. “The changes we have made have been big but thanks to all the support, they are changes we have felt comfortable making. We definitely made the right choice December 2021 TalkingShop

What are your views? Email talkingshop@booker.co.uk

Store CV:

Name: Premier Eccles Village Store, Aylesford, Kent Retailer: Thiruvilanga Arulnithy (Known as Aaron) Size: 1,150 sq ft Services: Post Office, National Lottery, Phone Top Up, Staff: Seven

10x

FOOD TO GO: The store has beco me a destination for food to go includ selection of tas ing its ty morning good s and cakes.

larger fresh and chilled range

SS: The POSTING SUCCE ce counter store’s Post Offi in a inta helps to ma stomers steady flow of cu day. throughout the

signing with Premier, and the proof is in the sales.” Those sales, while steady throughout the day as a result of the in-store Post Office, now have four distinct peaks: between 8am and 10am when tradesmen come in for their hot and cold food and drinks to go and parents pop in after the school run, the lunchtime rush, after school between 3pm and 4pm and then again between 6pm and 8pm when shoppers visit for evening meal solutions, wine and drinks. As a result, evening meal solutions and food and drinks to go will continue to be a key focus for the store going forward, as Aaron explains. “There’s definitely more of an opportunity to be explored in evening meal solutions and I can’t wait to see the Refresh area hit its true potential in the spring and summer months,” he says. “The Refresh area is probably my favourite element of the new store. It looks great and there’s a significant opportunity to grow it more. “Despite launching it in the winter we are already seeing really strong numbers; selling around 80 to 100 Tango Ice Blasts a day plus around 20 of the Fwip ice creams. I can’t wait to see what the summer holds!” Store staff are equally excited by thoughts of the future and the store’s current offer, as Aaron explains. “Our staff are truly fantastic, they’ve been so excited by all the changes and learning about the new ranges, especially some of the innovative and more engaging categories such as American confectionery and Tango Ice Blast. “We now have seven members of staff, up from three prior to the extension and refit. “There aren’t many employment opportunities within the village itself and young people in particular, have been keen to join our team. “For me, I’m thrilled to have them here at the start of this new chapter for the store and our community. Bring on 2022!”

STAFFING SUCCESS: Engaged staff are only too keen to promote the tasty new offers.

December 2021 TalkingShop

STORE PROFILE | Tenbury Wells

The

right side ‘Radu’ Radunathan and ‘Jay’ Jayanand have taken over a previously empty store in the West of England and transformed it into a place where local residents can do a trolley shop or pick up an on-trend item conveniently.

of town

ON A MISSION: Radu Radunathan is taking a leadership role at Premier Tenbury Wells.

enbury Wells is described as a historic market town, but the Market Square had been severely missing a good food shop for a considerable time until ‘Jay’ Jayanand saw a site with potential and converted it into a large Premier store. It had previously been a grocery shop, but it closed down four years ago when it struggled to compete with a large multiple supermarket on the other side of town. Jay, however, saw the opportunity for a good local shop in the area and bought the site and gave it a

28 TalkingShop December 2021

full refit, with a new floor, ceiling, and additional refrigeration, before reopening the site as a Premier in September this year. Jay, who is one of three partners in the business at Tenbury Wells, has been working with Booker since 2004 and now owns ten stores altogether, running four of them directly, all under Premier. Store manager ‘Radu’ Radunathan, who has more than five years experience in retail management, looks after the dayto-day operations, and Jay is mentoring him to take the lead role at Tenbury Wells.

What are your views? Email talkingshop@booker.co.uk

Years with Booker UNDER ONE ROOF: Locals can find everything they need for basket or trolley shops.

TOWN CENTRE: The store’s location is convenient for residents.

varieties of frozen drinks TASTY OPTIONS: The introduction of Food To Go has enhanced sales and footfall.

: The store SUPER STORE cuses on operation fo d value. availability an

{

Our shoppers are very happy. It’s a much more convenient option for the local residents who live on this side of town. Radu Radunathan, Premier Tenbury Wells

}

December 2021 TalkingShop

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What are your views? Email talkingshop@booker.co.uk

Measuring just under 3,000 sq ft, the outlet is now the second-biggest shop in the town. “People in the area use it as a local supermarket,” explains Radu. “They use it for trolley shops as well as basket shops. “Our shoppers are very happy. It’s a much more convenient option for the local residents who live on this side of town.” The key focus at Tenbury Wells is on availability and price, as well as wide enough range of products so that local shoppers don’t need to go anywhere else. “Sales are very good in categories like grocery and frozen food,” says Jay. “We are competitive on price, so people have

confidence to do a big shop. “Sales of alcohol are also very good. It’s still early days for us here, but we are more than happy.” One of the key decisions was to create space for a food to go zone, which includes a wide choice of slush and frozen drinks including Tango Ice Blast, Hershey’s and Jolly Rancher varieties, plus Fwip ice cream and Costa Coffee. “Even though it’s the wintertime, the sales have been good,” says Jay. “Coffee is doing very well, and we are expecting slush and ice cream to do even better next summer.” Another category new to the area is

Store CV:

Name: Premier Market Square, Tenbury Wells, Worcestershire Retailer: Velautham ‘Radu’ Radunathan Size: 3,000sq ft Services: PayPoint, ATM, Lottery terminal (pending) Staff: 4

FUTURE THINKING: Space is given to a wide range of vape products.

3,000 sq ft store

VALUE AND CONVENIENCE: Frozen food is a popular category with shoppers.

BOTTLED BUSINESS: Alcohol is a consistently good seller.

FLAVOUR PROFILE: A wide choice of slush lines creates excitement.

December 2021 TalkingShop

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STOCK UP NOW

What are your views? Email talkingshop@booker.co.uk

vaping products, and enough space has been allocated to carry a huge range of items, covering e-liquids, kits and disposables. “Vape is doing well, so we really want to maximise the space for it,” says Jay. Another successful introduction was a big range of American candy and drinks. “They go like crazy!” says Jay. “And it is not just kids buying them – there is a big age range who come into the store for the products.” Local products are another major draw. Fresh bread comes from a local bakery, while other suppliers in the area provide tasty pies and pasties, as well as bacon, sausages and eggs. Local beer and cider can also be found on

BAKED TO PERFEC TION: Bread is baked locally and sold in the store.

PERFECT PASTRY: Pies and pasties from a local supplier are a point of difference.

CANDY CRUSH: American confectionery is loved by the locals.

: LocallyLOCAL BREW er and cider produced be range. adds to the

the alcohol shelves. “Shoppers are always looking for local produce, and we like to support the suppliers,” says Jay. Radu is in no doubt that shoppers are very happy to visit the store. “We get compliments every time they come in,” he says. “They like the product availability, and the fact that they can do a big shop on this side of town.” Jay is also very happy, not just with the store but also with the service he gets from Premier. “Booker and Premier have been very good to us. We get very good

help from our RDM and the local depot, too. They are guiding us on the way to go. “I started in in retail in 2004, and things are going well now, and I couldn’t have done all this without their help.” Jay reveals that sales at the store after two months are “already better than expected” and that they are hopeful of building them still further, particularly during the summer months. “It just needs a bit more time to grow, but we have plenty of space to use to our advantage,” he adds. December 2021 TalkingShop

STORE PROFILE | Stockton

ahead

Steaming

Ananth Subbayan took over a small Premier store last year and has seen sales grow by developing it to be bigger and better than before. ROOM TO MOVE: The store was nearly doubled in size during the refit.

COOL MOVE: The int of beer cave is a po difference.

REFRESHING CHANGE: Shoppers can choose from a wide range of slush drinks.

A wide SHOUT ABOUT IT: and range of products ople in. services draws pe

34 TalkingShop December 2021

hen Ananth Subbayan acquired a small store in Stockton–on–Tees last year, he wanted to expand and refit it immediately, but knew he would have to put his plans on hold for a few months. “We took over the shop in March 2020, but we had to delay any work because of lockdown. We knew that people in the local community were struggling because of the situation, so our focus was on making sure we could provide them with a service before we started on any disruptive building work.” Ananth’s plans included increasing the size of the store from 1,000sq ft to 1,600sq ft, so the amount of work needed was

What are your views? Email talkingshop@booker.co.uk

LONG HOURS: Ananth and the store team are committed to providing great service. BIG APPEAL : packs of be Bulk er are available to purcha already ch se illed.

Store CV:

Name: Premier Durham Road, Stockton-on-Tees Retailer: Ananth Subbayan Size: 1,600sq ft Services: Lottery, PayPoint, three parcel services Staff: 4

considerable. The remodelling finally began in April this year, and it was September before he was able to fully open the store in its new, improved and much larger condition. Ananth has built up considerable retailing experience as a franchise operator in a petrol station for six years, but is new to Premier. “The store was already a Premier Express when I took it over, and I decided to keep it within the group. I visited a lot of shops to get some ideas and many of my friends are with Premier, and they are all very happy with how it’s going.” One of the Premier innovations that impressed Ananth on his research missions was a beer cave. The store didn’t previously sell alcohol, but the extension created the

space for the chilled room so he obtained an alcohol licence and incorporated the cave into the new shop plan. The innovation means that all beer, cider and white wine can be sold ready-chilled, even whole cases and multipacks. “We are selling 10-packs and 18-packs, and shoppers are very happy to come here to pick up a big pack knowing it will be cold,” Ananth says. “We are looking into stocking beer kegs too as the next step. “The beer cave has increased footfall and made us a destination for shoppers. Sales are up 30% overall, and the beer cave has definitely contributed to that.” With alcohol in its own cold room, larger take–home packs of soft drinks can

be merchandised in chillers on the main shopfloor, an option that local shoppers appreciate. Also new to the area is the food to go section, which includes Tango Ice Blast, Hershey’s and Jolly Rancher frozen drinks, Fwip ice cream and a countertop coffee machine selling hot drinks for £1. “Food to go is flying, it has been huge for us,” reveals Ananth. “Most people seem to buy a coffee or a Tango Ice Blast every time they visit. “I wasn’t sure that we would be able to sell coffee here, but it’s done really well. We are looking forward to the summer where we can see even more growth, but even now, when it is cold, we are selling loads of Tango Ice December 2021 TalkingShop

STORE PROFILE | Stockton SWEET TREATS: Locally-sourced fresh and ambient cakes are flying out.

LUNCHTIME WINNERS: Local sandwiches bolster the food to go offer.

FROZEN ASSET: Tango Ice Blast has been a big success.

DAILY ESSE NTIALS The store ha : s great rang a e to meet the needs of all shoppe rs.

EXTRA METRES: The space dedicated to chilled food has been doubled.

metres of fresh food 36 TalkingShop December 2021

Blast and other similar products. We are the only shop in the area with this offer, so it is drawing people in all the time. Shoppers are delighted that they can get food to go here.” Locally–made sandwiches and cakes come from The Bread Basket, with the cakes sold from a concession unit. “The fresh cakes are really popular, the unit is emptied every day! We are buying in £400 worth of stock per week.” The store is in a residential area so regular shoppers, some of them visiting several times in the same day, are the mainstay of the daily sales. Fresh and chilled food, plus frozen and ambient grocery are big contributors, and the store receives three deliveries a week to keep

stock levels high. “Fresh food is selling really well – we doubled the amount of chilled space from three metres to six metres, and doubled the space dedicated to frozen food. “We are busy throughout the day,” continues Ananth. “Shoppers appreciate the new store and they are very happy with it. They are always complimenting us on the good job we have done.” The one-metre Vape Stop unit has also been well shopped already: “I might have to increase this soon,” says Ananth. “We get a lot of regular shoppers for vape.” American confectionery is going similarly well from a one-metre bay, as is a separate section for imported drinks.

What are your views? Email talkingshop@booker.co.uk

STEAM POWER: The history of the local area is highlig hted in store.

G: PLANNIN PREMIER grateful Ananth is pport for the su oker of the Bo m. ising tea merchand

STATESIDE SUCCESS: American drinks and confectionery have proven popular.

30%

increase in store sales ICE WORK: Frozen food is a big contributor to store sales.

FULFILLING FIXTURE: Vap e business has been stro ng.

“The Premier planning team recommended them and the products are moving very well. I thought the lines seemed expensive to me, but it has surprised me how well they have sold, it’s been really successful. The Premier merchandising team did a great job here.” Keeping the locals happy is of course very important, and local history is celebrated with a photograph of the Stockton and Darlington Railway, the world’s first public railway using steam locomotives. The community is supported with three different parcel services in-store. “It is important the we are a hub for the community, but with all the parcels it is a challenge to find the room for it all! When we increased the size of the store we cut

back on the storage space, so I am using a container for additional bulk storage.” The community connection is enhanced by four local staff, including one team member who worked at the previous store. “They are all very good, all local people, and my wife Nithya also works with me in the store.” The store has started using Facebook to keep the locals updated. “We plan to increase the postings in the run–up to Christmas, and organise some raﬄes and so on to build some interest and excitement, explains Ananth. “We are hoping for a really good Christmas period, and beyond. Even in the quieter months sales have been going really well, and we are all very happy about how it is working out!” he adds. December 2021 TalkingShop

FEATURE | Sustainability

Booker steps up on sustainability

Better Trolley For A Better Planet will help ensure that Booker is doing the right thing and improving sustainably for customers, communities and the planet.

40 TalkingShop December 2021

What are your views? Email talkingshop@booker.co.uk

THE STORY SO FAR

The Better Trolley For A Better Planet initiative is Booker’s new commitment, however Booker has already been extremely active for over 12 years in reducing its carbon footprint and those of its catering customers. Here are just a few highlights: Booker is the only wholesaler to hold four Carbon Trust standards, covering carbon emissions, waste, water and zero waste to landfill. Booker has held the Carbon Trust standard for emissions for 12 years and during that time we have saved almost 14,000 tonnes of carbon – the equivalent of a family car being driven 44 million miles.

ustainability is undoubtedly one of the most important challenges we all face today. No-one can have failed to notice the media coverage around the climate crisis and sustainability – and everyone has a role to play. Booker has embraced this challenge by launching – A Better Trolley for a Better Planet – a brand new set of commitments to ensure that the business is doing the right thing and better serving customers, communities and the planet.

{

BUILDING ON SUCCESS Better Trolley is building upon Booker’s existing achievements and represents a change in the way that Booker operates and a commitment for the good of customers, communities and the planet. Booker’s Head of Sustainability, Catherine Marston explains: “Better Trolley is a commitment to do our part to reduce the climate crisis and keep the global warming temperature below the 1.5 degree increase. As part of the process for preparing the Better Trolley programme, we reviewed everything – literally everything that we do.”

l LED lighting has been installed in over 160 branches and four distribution centres, saving enough power to run 64 average Booker branches for a full year. l Equivalent of over six million meals donated to local charities last year, an increase of 165% on the previous year. l 7m litres of used cooking oil have been recycled into bio fuel and used in Booker’s own HGV fleet of vehicles this year. l Only certified RSPO sustainable palm oil is used in own brand products.

Better Trolley is a commitment to do our part to reduce the climate crisis. As part of the process we reviewed everything – literally everything that we do. Catherine Marston, head of Sustainability

}

December 2021 TalkingShop

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What are your views? Email talkingshop@booker.co.uk

It’s worth pointing out, however, that while Better Trolley represents a new change in how Booker approaches its sustainability practices, enormous progress has already been made in the last 10 or 12 years. Booker remains the only UK wholesaler to have achieved four Carbon Trust Standards in Carbon Emissions, Waste, Water and Zero Waste to Landfill and is also the only wholesaler to have held the Carbon Standard for 12 consecutive years. Almost 14,000 tonnes of CO2 have been saved in 12 years, the equivalent to a family car being driven for 44 million miles, and LED lighting has been installed in over 160 business centres and four distribution centres, saving enough power to run 64 average Booker branches for a full year.

Four pillars What will Better Trolley mean for the future? The programme is built on four pillars:

1 2 3 4

Improve Supply – Climate and Nature Healthy & Sustainable Diets End Waste Community & Human Rights

Each of these pillars breaks down into actions in all major operational areas and Better Trolley encompasses more than just sustainability issues. It also embraces healthier eating and community and people issues. Not only will Better Trolley help Booker reduce its carbon footprint and deliver a better business, it will also help retailers do the same.

1 Climate & Nature Among the commitments that Booker is making as part of Better Trolley is to de-carbonise its operations and has set the ambitious goal of being net zero by 2035. Similarly, the van delivery fleet will be fully zero emissions by 2030. Refrigeration and heating will also be de-carbonised. When sourcing own-brand products, Booker is committing to zero deforestation, sustainably sourced fish and agricultural products and certified Red Tractor/Bord Bia UK meat and dairy products. All eggs will be from cage-free hens by 2025.

2 Healthy & Sustainable Diets An increased range of plant-based products will be made available and Booker is committing to making products healthier.

December 2021 TalkingShop

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WARNING: This product contains nicotine which is a highly addictive substance.

What are your views? Email talkingshop@booker.co.uk

3 End Waste To reduce waste, all board will be sustainably sourced, packaging will be reduced to a minimum, recycled content will be increased where possible and Booker will continue to remove non recyclable materials. Additionally, no edible food will be wasted and food waste in Booker’s own operations will be halved by 2030.

4 Community & Human Rights A fundamental element of Better Trolley is committing to respectful treatment of all colleagues and ethical sourcing of high risk products such as coffee, tea, cocoa, bananas and prawns.

Only certified RSPO sustainable palm oil is used in own brand products and Booker has already committed to ensuring that all own brand packaging will be sustainable by 2025.

CONCLUSION The Better Trolley For A Better Planet programme marks a change in the way that Booker operates and will have positive impacts for all: customers, communities and the planet. Catherine Marston concludes: “Better Trolley is a powerful set of commitments from Booker that will have a hugely positive impact for our many customers. It will help them reduce their own carbon footprint, improve the offer they are able to make to their consumers, save money and grow profits. “We have been on a vital sustainability journey for over a decade, but Better Trolley marks a new and important change – and one that we are confident will benefit all of our catering customers and most importantly, the planet.”

BOOKER SERVING OUR CUSTOMERS, COMMUNITIES AND THE PLANET A LITTLE BETTER EVERYDAY AMONG ITS MANY COMMITMENTS AS PART OF THE BETTER TROLLEY FOR A BETTER PLANET INITIATIVE ARE THE FOLLOWING PRODUCT PRINCIPLES:

Net zero emissions by 2035 Zero emission vans by 2030 100% cage free eggs by 2025

December 2021 TalkingShop

FEATURE | American confectionery

American Dream USA Candy Range Reeses White Cup WSP: £17.99 RSP: £1.30 POR: 30.8% Reeses Overload WSP: £8.99 RSP: £0.89 POR: 32.7% Ice Breakers Fruit Sours WSP: £7.89 RSP: £1.69 POR: 30.0% Ice Breakers Berry Sours WSP: £7.89 RSP: £1.69 POR: 30.0% Hershey Milk Chocolate WSP: £10.00 RSP: £0.89 POR: 38.3% Reeses Peanut Butter Minis KS (pouch) WSP: £14.79 RSP: £1.60 POR: 30.7% Reeses Minis Peanut Butter (Pouch) WSP: £21.99 RSP: £1.15 POR: 30.4% Reeses Pieces Cup KS WSP: £15.99 RSP: £1.60 POR: 25.0% Reeses Sticks WSP: £8.99 RSP: £0.89 POR: 39.4% Hershey Cookies N Crème Drops WSP: £16.79 RSP: £1.60 POR: 25.0% Mike & Ike Mega Mix WSP: £13.49 RSP: £1.99 POR: 32.2% Mike & Ike Tropical Typhoon Box WSP: £13.49 RSP: £1.99 POR: 32.2% Mike & Ike Original Fruits WSP: £13.49 RSP: £1.99 POR: 32.2% Toxic Waste Yellow WSP: £8.69 RSP: £1.25 POR: 30.5% Jelly Belly Beanboozled WSP: £31.49 RSP: £2.25 POR: 30.0% Jelly Belly Assorted Flavours WSP: £11.25 RSP: £1.50 POR: 25.0%

46 TalkingShop December 2021

Premier retailers have already enjoyed huge sales success with American chocolate and candy, and Booker has now expanded its range of products available to retailers in Booker branches.

rom TV, to toys, fashion trends and seasonal celebrations, US products and events have always held a strong appeal for UK shoppers. Driven by the success of high-profile, innovative US brands such as Hershey’s and Reese’s, American candy is now the latest trend to be making an increasingly tasty impact on UK soil. With demand for these innovative, attention-grabbing candies from across the pond showing no sign of slowing down, a growing number of Premier retailers are attempting to increase their sales by investing in this growing category. With an eye-popping array of fruity, tropical and sour flavour combinations, such as watermelon and green apple, as well as more indulgent flavour profiles such as cookies and cream, caramel and peanut butter, American confectionary products appeal to shoppers’ growing appetite for

new, adventurous and indulgent tastes and sensations, while their distinctive packaging designs and formats offer a welcome touch of in-store theatre and excitement for shoppers and retailers alike. And, with a packed calendar of national events and holidays, American confectionery bays also provide a winning opportunity for value-boosting themedevents and in-store fun. As such, the category is also a social media dream, the perfect partner for lively, engaging and memorable promotions on Facebook, TikTok and Instragram. Responding to the growing opportunity, Booker has added 16 new competitively-

What are your views? Email talkingshop@booker.co.uk

priced and best-selling American candy lines to its offer, giving Premier retailers an even wider range of products to sell, promote and profit from. The new SKUs – all of which are available for customers to order now – complement the four Reese’s chocolate products already listed and consist of eight new chocolate and eight sugar SKUs across key brands such as Reese’s, Hershey, Toxic Waste and Ice Breakers. They also offer retailers a minimum of 25.9% POR with some products, such as Hershey Milk Chocolate (24x40g) for example, delivering 37% POR and Reese’s Overload (18x42g) offering 31.3%. And competitive prices and tasty PORs are not the only the only benefit. While imported confectionery products can certainly help to sweeten sales, incorrectly labelled goods which do not comply with UK laws can leave a bitter taste if the authorities come a knocking. Booker’s range however, is completely legal for sale in the UK, allowing retailers to promote and

profit with 100% confidence. The newly-bolstered range also offers retailers a reliable and constant source of supply through Booker, meaning that you can order and stock with confidence that shoppers on an American candy mission won’t be left disappointed. One Premier retailer who is certainly reaping the rewards of his store’s American Confectionary range is Thiruvilanga Arulnithy (known as Aaron) of Premier Eccles Village Store in Eccles, Kent. Aaron introduced the range on the advice of his Premier Regional Development Manager (RDM) and hasn’t looked back since. “American Candy is a totally new offer for our store – we introduced it when we joined the Premier symbol group earlier this year,” he explains. “I was a bit sceptical at first but the products are simply flying off the shelves. “I get my entire range from Booker so I’m really thrilled to hear about the new lines that have been added as this is a category that I’m expecting to see continued growth coming from going forward.

RETAILER VIEW IMTIYAZ MAHMODE Premier Wych Lane, Gosport “It’s about more than just the sweets themselves, it’s about how they make people look and feel and the experience of buying them and eating them. So many of our customers post videos of themselves buying the products in our store on Facebook and on TikTok which in turn drives more and more interest and sales.”

LABELLING LOW-DOWN Imported confectionery products must meet the same food hygiene, standards and procedures as food produced in Great Britain and set out by the Food Standards Agency. Products must also adhere to UK labelling laws highlighting allergen information, while Best Before Dates must be displayed in the UK format.

DELICIOUS DETAILS Booker’s American Confectionery range has been bolstered with 16 new products consisting of eight chocolate and eight sugar SKUs. The competitivelypriced range allows retailers to make a minimum of 25% POR but in most cases over 30% POR. All products are labelled to UK standards. In Booker branches the range will be merchandised within the confectionery aisle. Across Premier stores the recommendation is to merchandise as close to confectionery countline and multipack ranges as possible, with blocking of chocolate and sugar brands together.

TOP OF THE CHOCS

Hershey and Reese’s USA SKUs are out-performing in the market, with Hershey sales up +81% over the last MAT and Reese’s up 125% over the last year (IRI – MAT figures to 15th September).

December 2021 TalkingShop

Dreaming of a purple Christmas? Our Quality Street ® The Purple One Hot Chocolate and Latte are back.

Quality Street® The Purple One Hot Chocolate Quality Street® The Purple One Latte

Offer our festive limited edition drinks in your store today!

Available in selected stores. Subject to availability. ® Reg. Trademark of Société des Produits Nestlé S.A.

What are your views? Email talkingshop@booker.co.uk

RETAILER VIEW AARON ARULNITHY Premier Eccles Village Store, Kent “American Candy is a totally new offer for our store – we introduced it when we joined the Premier symbol group earlier this year. I was a bit sceptical at first but the products are simply flying off the shelves! I get my entire range from Booker so I’m really thrilled to hear about the new lines that have been added as this is a category that I’m expecting to see continued growth coming from going forward.”

“We are one of the only stores in the area to have such an offer so it really sets us apart and creates a unique talking point between customers and also customers and staff. “It’s also a perfect category to promote on social media, and posts about American Candy always attract a lot of attention and interaction from shoppers.” He adds: “I’ve also noticed that shoppers really tend to spend a lot of time browsing the section before they chose which items to buy, so it’s helping to keep them in-store for longer and creating more interesting shopping experience allround.” Another retailer whose sales are being set alight by his successful American Confectionery range is Imtiyaz Mamode, of Premier Wych Lane in Gosport, Hampshire. Impeccable merchandising, competitive prices and a relentless focus on social media promotion has seen Premier Wych Lane become a veritable social sensation, with customers travelling “for miles” to bag its selection of American sweet treats and posting TikTok videos of themselves in-store doing so. One TikTok video, posted by a shopper who had travelled over one hour to visit the store and buy from its American Confectionery range, has been viewed over 500,000 times – a feat which led to the store being featured in the local news. “We introduced a small American Confectionery range back in 2019 when we first opened the store,” Imtiyaz says.

“Demand has been climbing ever since and is showing absolutely no signs of slowing down. “I think there are a lot of reasons for it’s success, taste is obviously one, particularly with the chocolate confectionery such as Hershey’s as the chocolate tastes very different from what we have in the UK. “The biggest pull, I would say though is the hype and pull of the American lines on social media. “It’s about more than just the sweets themselves, it’s about how they make people look and feel and the experience of buying them and eating them. “So many of our customers post videos of themselves buying the products in our store on Facebook and on TikTok which in turn drives more and more interest and sales. “There are not many other stores in this area that sell American confectionery so it’s helped us to become a real destination. Price plays a key role too. Unlike some of the other American confectionery stores out there we offer really good value which means that customers do chose us over the competition, it’s clear to them that our pricing is honest and fair and they reward that with their loyalty. “It still amazes me how far some people travel just to shop with us. We have some customers that drive down from London on a regular basis and one very regular customer who drives down every two weeks and spends around £300 with us. “Customers almost always purchase a drink or slushy to go with the sweets too,” he adds.

KEY US EVENTS AND FEDERAL HOLIDAYS 2022 While US Candy displays can and do grabattention all year round, there are a number of key US Federal holidays and events which Premier Retailers could promote in a bid to make sales that little bit sweeter. 17th January: Martin Luther King Day 13th February: Super Bowl LVI 21st February: George Washington’s Birthday 19th June: Juneteenth 4th July: Independence Day 5th September: Labor Day 24th November: Thanksgiving

December 2021 TalkingShop

FEATURE | Christmas drinks

2021

Party like it’s

Get your beer, wine and spirits fixtures stocked up and looking smart in order to make the most of a huge sales opportunity in the alcohol category this Christmas and New Year.

his year should be the year that Christmas actually happens. Shoppers are expected to be planning big celebrations for Christmas 2021, following on from a far from festive season last year when seasonal celebrations were severely curtailed by a winter lockdown. This time around the pandemic is still with us, but it has brought about a major shift in purchasing patterns and consumer behaviour in the beer, wines and spirits categories, with celebrations taking place more often in the home than in the hospitality sector. Despite this, the restrictions on the size of social gatherings last year mean that many individuals and families will feel that they ‘missed out’ last year and will be looking to make up for it with an increase in celebrating and entertaining at home, leading up to potentially larger gatherings on Christmas Day itself. Every day during the festive season brings new opportunities for Premier stores to provide the solutions for local shoppers looking to make the in-home celebrations really hit the spot. So, here’s a last–minute reminder about some of the important products and trends that can make your Christmas and New Year a happy one.

50 TalkingShop December 2021

BIG BRANDS Big brands act as important signposts in many categories, but are particularly important in the alcohol sector at Christmas. Brands are important to attracting people to the category, offering familiarity and trust for both regular shoppers and those who rarely shop the alcohol fixture in the rest of the year but will be looking for products to share and enjoy during Christmas. For some shoppers, this will mean trading up to premium options, while for others it may mean an extra couple of bottles of their favourite brands.

PREMIUM PRODUCTS Premium drinks grew by 27.4% in value in the off trade last year, according to Nielsen (October 2020-October 2021), so demand for premium drink styles is clearly present in the UK. In addition, last year saw a record spend on wine, totalling £1.8bn (Nielsen), and the growth in premium styles is expected to continue as shoppers became more engaged and explore the fixtures more thoroughly, looking for new varietals. All of which means that premium drinks are likely to be big this festive season. Christmas Day will obviously see a big emphasis on celebrating and treating, with wine and sparkling products playing a key role.

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XMAS ALCOHOL – KEY TRENDS l

Brand leaders get bigger

Premium lines are in growth

Cocktails at home are on-trend

Look out for new product formats such as kegs

Offer low and no alcohol alternatives

Celebration items such as Prosecco and Champagne will be popular

So expect demand for Prosecco and Champagne in particular in the run-up to the big day, with some of the more pricey wines from your offering also selling well. Premiumisation is also taking place in the spirits category, with top-end gins and vodkas such as Tanqueray, Ciroc and Au performing well and adding new flavoured versions to their range. Last year, gin drove the biggest growth in spirits sales overall, with flavoured variants making up 45.8% of total value share (Nielsen). Being a destination for rare and premium lines helps build basket spend throughout the year, not just at Christmas. Peter Saleem of Premier Blyth says: “We have over 120 different gins in store. I think that’s the biggest gin selection of any independent store in Northumberland, and it’s a really big USP for us.”

GIFTING

Retailers should also consider the importance of premium spirits as gifts.

TOP WINE TIPS Offer a broad range across all colours and key styles, as well as stocking key brands Make sure white wines and RTD cans are chilled for immediate consumption Highlight appropriate gifting options and cater for seasonal changes Popular brands front and centre Food and wine pairings increase in popularity at Christmas Educational snippets to help make informed purchase decisions communication on taste on shelf barkers to help shoppers make an easy choice. Source: Accolade Wines

December 2021 TalkingShop

What are your views? Email talkingshop@booker.co.uk

Every Christmas, products such as malt whiskies prove popular as they are often purchased as gifts for family and friends – during Christmas 2020, malts accounted for a 17.2% value share of the Scotch whisky market (Nielsen). With fewer restrictions on social gatherings than last year and with shoppers able to visit friends and family more easily, Premier stores are ideally placed to offer last-minute gifts of alcohol or an extra bottle of wine to contribute to a meal, so it’s a good idea to make sure that gifting lines are easy for shoppers in a hurry to see and select.

ENTERTAINING AT HOME

One of the more significant trends in the alcohol sector in recent years has been an increased interest from consumers in cocktails, and the growth in popularity of the at-home cocktail occasion. This has risen still further during the periods of lockdown, so retailers have an opportunity to increase basket sales by selling all the elements needed for popular cocktails alongside the base spirit.

One suggestion would be to create mini displays, cross-merchandising spirits with the premium mixers which form the basis of easy-to-create cocktails. An eyecatching display of traditional mixers and soft drinks that are used in cocktails – such as fruit juice, lemonade and energy drinks – can mean extra items in shoppers’ baskets and extra sales and profits for you. Another consequence of the lockdown was an explosion in interest in athome draught beer systems such as PD (PerfectDraft), and some Premier retailers are enjoying strong returns by selling the replacement kegs, saving shoppers the inconvenience of having to go through specialist suppliers. Mandeep Singh of Singh’s Premier says: “When the pubs were closed during lockdown, many people invested in a PD system, for house parties or just to enjoy the bar experience at home, and we sell the replacement kegs in our beer cave, already chilled and ready to drink. “When word got around we couldn’t fill the cave up quick enough! It brought in so many new shoppers. They are also popular

LIGHT UP YOUR SPIRITS With growing interest in the spirits category in general and cocktail-making in particular, many Premier retailers are choosing to stock a wide range of lines and create attractive displays using backlighting on shelves. Backlit spirits shelves featuring over 300 skus, including premium gins and vodkas, can be seen at Mike Humphreys’ Premier Kenninghall store in Norfolk, while Shamly Sud’s Premier Racetrack store in Glasgow uses illumination to make a feature of the range, which includes an enhanced selection of malt whiskies and the company’s own brand of vodka, Tubbees. Backlighting the shelves helps to create a cocktail bar vibe in store, and extra space can be created by removing the tobacco gantry and merchandising those products in drawers under the counter. Dev Patel of Premier Belben Stores says: “We took advice from Booker to keep tobacco in drawers and use the gantry space for spirits instead. It hasn’t affected tobacco sales at all, and the display of spirits is great. The backlighting gives it real impact.”

December 2021 TalkingShop

STOCK UP ON CATEGORY LEADING BRANDS THIS CHRISTMAS NO.1

TEQUILA BRAND IN THE UK±

ONE OF THE FASTEST GROWING WHISKIES IN CONVENIENCE‡

UK’s NO.1 PREMIUM RUM†

1 x 70cl: M245465

1 x 70cl: M103789

1 x 70cl: M810713

1 x 70cl: M118714

6 x 70cl: M245463

6 x 70cl: M103787

6 x 70cl: M810705

6 x 70cl: M133888

† Nielsen; total coverage – 2nd Jan 2021. Buy-in 27th Sept - 14th Nov. ± IWSR 2019 ‡ IWSR 2020-2023. The Kraken® and other trademarks are owned by Proximo Spirits. ©Proximo Spirits 2021.

What are your views? Email talkingshop@booker.co.uk

items in our delivery service, Singh’s Drop.” Wine supplier Accolade Wines also reports growing interest in Bag-in-Box and Wine-on-Tap packs in the wine category. These are seen as a great solution for those hosting social gatherings, making it easier to purchase and serve large volumes of wine. Product quality in the category has greatly improved in recent years, and most varieties stay fresh for up to six weeks after opening.

LOCAL/NICHE With shoppers looking for product quality and perhaps something a little bit different to their usual purchases, there is a big opportunity for Premier retailers to drive additional sales with locally-produced alcohol products. Most areas of the country will have local brewers that would be happy to work with retailers for mutual benefit, and there are also numerous cider, spirits and even wine producers across the United Kingdom. Simon Grewal, from Premier Crabbs

Cross in Worcestershire, says: “We work closely with a local brewer, Purity Brewing. We have a display in store and the products are really popular. “I think it is really important to support local companies, and we’ve had really good success working with Purity.”

LOW/NO ALCOHOL Not everyone who wants to celebrate wants to drink alcohol, and there is also an increased interest in moderating consumption even among those who do. Sales of no/low alcohol brands are forecast to rise by 31% by 2024 (IWSC) and many major beer and wine brands are also now available in alcohol free or ultralow versions. Within the spirits category, alcoholfree variants are also a major trend, with 0.0% versions of premium brands such as Gordon’s and Tanqueray now available. No festive offering can be considered truly complete these days without including at least some alcohol-free or moderation products. December 2021 TalkingShop

FEATURE | Vaping

Disposable heroes With disposable vaping devices growing increasingly popular, Booker offers a strong range of products to help Premier retailers profit from the segment’s growing popularity with confidence. UK VAPER PROFILE l The peak ages for e-cigarette use in 2021 are among 35-44 year olds (10.1%) followed by 45-54 year olds (8.6%), and then 25-34 year olds (8.1%). l The lowest vaping rates by age are 5% for young adults aged 18-24, followed by those over 55 at 5.4%. l A slightly higher proportion of those identifying as male (8.1% ) say that they currently use e-cigarettes than those identifying as female (6.2%). l Of the 3.6 million vapers in the UK in 2021, just under 2.4 million are ex-smokers; 1.1 million are current smokers; and just under 200,000 are never smokers. l Nine out of ten ex-smokers who currently use e-cigarettes vape every day, with 97% vaping at least weekly. l Satisfaction levels are growing, with 68% of vapers who no longer smoke now saying that they find vaping “more or equally” satisfying as smoking - compared to 65% in 2020. Source: YouGov

56 TalkingShop December 2021

What are your views? Email talkingshop@booker.co.uk

ccording to a recent YouGov survey, the proportion of UK adults using vaping devices has increased this year to 7.1% – that’s 3.6 million people. And, thanks to a steady stream of innovation and growing consumer understanding of the category, vape uptake is accelerating, as adult smokers increasingly turn to the category as a way to quit tobacco. With around 30% of vape sales taking place via traditional retail stores (Imperial Tobacco estimate), the opportunity for Premier retailers to profit even more from the growing vape opportunity is clear to see. One of the key opportunities that exists is in easy-to-use disposable devices. Many Premier retailers are now seeing significant demand for disposable devices which offer new

and existing vapers a pocket-sized vaping option. Booker offers a range of disposable devices in a selection of fruity flavours. One of the latest disposable vaping brands to hit the UK market is GeekBar and it now available through Booker. Established in 2015, the disposable vaping brand has been designed to appeal to adult vapers “who desire to vape smarter” the brand says. Available now, the new range of GeekBar disposables available through Booker offers retailers the chance to offer vapers a high-quality, great tasting, easy to use device. The Booker range includes five popular flavours, including GeekBar Classics such as Sweet Strawberry, along with new flavours such as Blueberry and Sour Raspberry. Each disposable “bar” comes fullycharged and pre-filled with 20mg of

RETAILER VIEW AARON ARULNITHY Premier Eccles Village, Kent “Disposables are really growing in popularity, they are the ultimate convenience option when it comes to vape: no need to charge, no mess, no fuss. Vapers like the fact they can buy a disposable vape in one simple transaction, pop it in their pocket and go on with their day.”

NEW GEEKBAR RANGE:

KEY FACTS

l Available in five flavours: Sweet Strawberry, Blueberry and Sour Raspberry, Watermelon Ice, Peach Ice and Passion Fruit. l Each disposable “bar” comes fullycharged and pre-filled with 20mg of nicotine salt e-liquid. l Devices have an rrp of £6.49 offering retailers a POR of 41.8%.

New GeekBar Range DESCRIPTION

CASE SIZE

WSP

RSP

POR

Blackberry & Sour Raspberry 20mg

10 x 10

£31.49

£6.49

41.8%

Passion Fruit 20mg

10x 10

£31.49

£6.49

41.8%

Peach Ice 20mg

10x 10

£31.49

£6.49

41.8%

Watermelon Ice

10x 10

£31.49

£6.49

41.8%

Sweet Strawberry

10x10

£31.49

£6.49

41.8%

December 2021 TalkingShop

YOU’VE GOT VELO Velo is a discreet pouch containing nicotine which you put discreetly under your lip next to your gum - then the nicotine is released and absorbed.

STOCK UP NOW!

0 5 . £6 EA

Refresh your supplies and stock Velo. This product contains nicotine and is addictive. For adult nicotine consumers only. For trade Use only not to be left in sight of consumers.

SKU DESCRIPTION VELO Ice Cool 10mg

SIZE 1x10

CODE M260252

VELO Freeze 11mg VELO Polar Mint Nano 4mg

1x10 1x10

M272215 M272216

What are your views? Email talkingshop@booker.co.uk

IN BRANCH NOW! RETAILER VIEW HINAL PATEL Premier Fresh & Local, Southsea

nicotine salt e-liquid, for an RSP of £6.49. For retailers the range also offers 41.8% profit on return, and another way to add a unique point of difference and interest to their overall offer. The UK’s disposable vape category, which appears to be becoming a growing target for the illicit trade. Legitimate manufacturers have stepped up their efforts to stifle the problem with GeekBar, for example, working closely with UK vaping and retail trade associations and regulators in a bid to check and seize counterfeit products in the UK.

DISPOSABLE GROWTH Premier retailer Aaron Arulnithy of Premier Eccles Village in Kent says his vape sales have been growing steadily in the past year he is just about to install a new dedicated vape display on the shop floor, next to the main tills, where shoppers will be able to browse the range with greater ease and in their own time, without the worry that they are holding other shoppers up at the till point. “In terms of product trends, the vaping market has seen such a shift in demand recently,” he says. “Just three years ago, e-liquids were all the rage but now, closed pod systems and disposables are without doubt

our biggest type of seller as people opt for convenience. “Disposables in particular are really growing in popularity, they are the ultimate convenience option when it comes to vape: no need to charge, no mess, no fuss. “Vapers like the fact they can buy a disposable vape in one simple transaction, pop it in their pocket and go on with their day,” he says. Ajay Singh, of Premier Morley near Leeds has a similar view: “The disposable segment of the vape market has just taken off of late,” he says. Disposables are becoming massive, we are now making £200 to £300 a day, purely on disposables.” These devices also hold another key appeal for new and existing vapers flavour: Unlike many of the pre-filled pod devices currently on the market, which tend to major on menthol, tobacco and dark fruit flavours, disposable products offer a wider choice of innovative and unusual flavours that truly appeal to modern vapers’ tastes.

“Right now, shoppers are asking us for disposable vapes all the time, they are really in demand right now. Across these and the e-liquids we do about £4k–£5k per week on vaping.”

In fact, the same YouGov survey clearly highlights just how much vapers’ tastes have changed in a comparatively short space of time. In 2015, tobacco flavours were the most popular at 38% followed by fruit flavours at 25% and menthol 19%. However, this has changed dramatically in recent years and in 2021 fruit flavours emerged as the most popular choices at 35%, followed by menthol at 23% and tobacco at 20%. Ajay is certainly noticing the growing appeal of fruit flavour options: “I think vapers just love the ease of a disposable and the flavour choices in this segment of the market are great, there’s on-trend options like watermelon, sour cherry and tropical flavours. “For the retailer it’s win-win too, there’s no mess, no fuss, just one simple transaction,” he adds.

December 2021 TalkingShop

No.1

Dog Wet Tray Brand1

No.1

Dog Wet Single Serve brand2

No.1

contributor to Cat Wet Single Serve growth YTD3

STOCK UP ON THESE NEW PMPS SOURCES: 1 Purchase Value MAT - Nielsen CPS Total GB we 03.10.20 2 Purchase Value YTD - Nielsen CPS Total GB we 03.10.20 3 Absolute Value Change YoY MAT - Nielsen CPS Total GB we 03.10.20

To purchase these products now, visit www.booker.co.uk

Ones to

watch

A selection of key products that will deliver for you in-store

Good as gold WHAT? AU CHERRY VODKA WHEN? AVAILABLE NOW WHY? Launching on the back of strong growth in the Premium Vodka category, the new red-coloured variant will become the new seasonal spirit flavour for the AU family and is supported by a £100,000 social media drive that is forecast to reach more than 50 million people. It offers a range enhancement opportunity with the prospect of incremental sales. What’s more, the line is on promotion in P9 and P10 (up to 4 January 2022) at a specially discounted WSP allowing Premier retailers to offer a bottle to their shoppers for just £29.99 during the festive period (usual RSP is £34.49).

HUGE SOCIAL MEDIA FOLLOWING

WHO? The brand has built up a huge social media following including celebrities and social media influencers and is popular with trendy young adult drinkers. Definitely ontrend, flavoured spirits have flourished over the past 12 months and AU Vodka especially has seen excellent growth during this period. With Christmas fast approaching, the eye-catching gold bottle presents a great gifting and trade-up opportunity. WHERE TO STOCK? Site the line at eye level next to other flavoured vodkas. When sited with the other AU flavours, the coloured bottles will create an eye catching display in-store. AU CHERRY VODKA, 32.5% ABV Case size: 6x70cl WSP: £137.89 RSP: £34.49 POR: 20%

December 2021 TalkingShop

Meat–free marvel

One hell of a beer

WHAT? RUSTLERS MEATLESS MAVERICK CLASSIC BURGER

WHAT? CAMDEN HELLS LAGER 4X330ML / CAMDEN PALE ALE 4X330ML

WHEN? AVAILABLE NOW WHEN? AVAILABLE NOW WHY? Aimed at shoppers looking for a meat–free hot snack to fit in with their chosen diet, the burger is made from pea protein and seeks to mimic the Rustlers brand’s Quarter Pounder variant, complete with the brand’s “signature sauce”, in order to deliver a convenient and tasty snack. WHO? The new Rustlers Meatless Maverick is an exclusive launch to Booker in the wholesale market. The product is launching with 25% POR, during NP11-NP13 (5th January until 8th March) with a shopper RSP of £1.50. WHERE TO STOCK? In the chiller, ideally adjacent to a microwave station in store.

WHY? Craft beer is outperforming total lager in the impulse channel at +12.% MAT compared to +0.3%, while Camden Hells and Pale Ale are the number two and number three top-selling craft beers (Nielsen). Both beers hit the £5 RSP price point, giving retailers 20% POR. WHO? Camden helps bridge the gap between super premium lager and craft beer. Hells Lager is a hybrid of the Helles and Pilsner styles and appeals to drinkers looking for a clean, crisp lager. Camden Pale Ale is a punchy pale ale made with American hops and brewed to suit British tastes. Craft connoisseurs will appreciate that Camden beer is fresh and not pasteurised. WHERE TO STOCK? In the chiller alongside other premium lager small packs.

RUSTLERS MEATLESS MAVERICK CLASSIC BURGER Case size: 4 x 196g WSP: £5.60 RSP: £2.00

CAMDEN HELLS LAGER 4X330ML

GROUP EXCLUSIVE

CAMDEN PALE ALE 4X330ML Case size: 6 x 4 x 330ml WSP: £19.99 RSP: £5.00 POR: 20.0%

POR: 30%

A lot of bottle WHAT? PORETTI LARGE BOTTLE WHEN? AVAILABLE NOW

Totally tropical

EDLP

WHAT? SMIRNOFF MANGO & PASSIONFRUIT FLAVOURED VODKA

42%

WHEN? AVAILABLE NOW

POR WHY? Large bottles have seen significant growth since Covid-19 and continue to be in demand, and this Italian beer brand will be backed by extensive marketing activity over the next few months. The bottles also offer a rewarding 42% POR when sold singly, or 22% as part of the EDLP ‘2 for £4’ basket. WHO? Poretti is made using four hop varieties, with moderate carbonation and bitterness. A fruity lager, straw-like in colour, it should appeal to adventurous beer drinkers seeking an alternative choice. WHERE TO STOCK? In the chiller with other premium lagers. PORETTI LARGE BOTTLE Case size: 15x660ml WSP: £20.99 RSP: £2.89 POR: 42.0%

WHY? This latest release in the Smirnoff flavour drive comes as vodka flavours are growing at +73% in the off-trade (Nielsen). What’s more, 87% of spirits volume growth over the last five years is from flavours (IWSR). Any new launch from the world’s No.1 vodka brand is sure to be in demand and Booker Group is first to market with four months’ exclusivity on these products. GROUP EXCLUSIVE WHO? The new variant will appeal to younger shoppers, who over-index on purchasing tropical flavoured spirits in impulse, with 22.4% of tropical spirits shoppers being between 18-34 years old (Nielsen). Flavoured vodka also offers a great alternative for the 5.5m vodka consumers who don’t drink gin (Nielsen). WHERE TO STOCK? Display prominently alongside other vodkas, where the colourful bottle will attract attention and drive sales. SMIRNOFF MANGO & PASSIONFRUIT FLAVOURED VODKA Case size: 6x70cl WSP: £67.69 RSP: £15.99PM POR: 15.0%

62 TalkingShop December 2021

To purchase these products now, visit www.booker.co.uk

Colourful cocktails

Tails you win

WHAT? WKD COCKTAILS BLUE LAGOON; WKD COCKTAILS TROPICAL SUNRISE

WHAT? YELLOW TAIL ROSÉ WHEN? AVAILABLE NOW

WHEN? AVAILABLE NOW WHY? Yellow Tail has established itself as a strong brand in the convenience wine market and a Rosé style is now available to order. Yellow Tail Rosé is described as having a vibrant and refreshing flavour, blossoming with juicy strawberries and cherry.

WHY? With heightened interest in cocktail drinking both in the on–trade and at home, the launch of cocktail-flavoured variants of the well–known WKD brand in a convenient format offers a great opportunity to upsell into the alcopop category and bring new consumers into the cocktails category.

WHO? Yellow Tail’s diverse portfolio appeals to a range of shoppers looking for great wine, and the Rosé has one of the brand’s youngest shopper profiles. With a Provence style, its fruity taste is designed to appeals to a broad spectrum of customers.

WHO? WKD is the UK’s no.1 RTD brand (Neilsen) and the bottled cocktails should prove popular with its 18-34-year-old target market. .

WHERE TO STOCK? The wine should be stocked within the wine chiller, positioned at eye level and with other Australian Rosé wines to drive sales.

WHERE TO STOCK? Display prominently alongside other bottled cocktails/ready-to-drink alcohol products, preferably in the chiller.

YELLOW TAIL ROSÉ Case size: 6x75cl WSP: £27.99 RSP: £7.79 POR: 28.0%

WKD TROPICAL SUNRISE, WKD BLUE LAGOON Case size: 6x70Cl WSP: £19.95 RSP: PM£4.99 POR: 20.05%

Mighty Malbec

Dead cert

WHAT? I HEART MALBEC

WHAT? DEAD MAN’S FINGERS WHITE RUM

WHEN? AVAILABLE NOW

WHEN? AVAILABLE NOW AS A BOOKER EXCLUSIVE THROUGHOUT NOVEMBER AND DECEMBER.

WHY? I Heart is the no.2 wine brand in convenience, worth £65m and in 10% year-on-year growth (IRI). Furthermore, the Malbec grape variety is proving very popular in convenience at the moment, growing at 12% year-on-year within the channel (IRI).

EDLP

WHO? The taste profile of this easy-drinking dark, rich Malbec features juicy black fruits and subtle spices. The manufacturer claims it is a great match for most meats, particularly steak or burgers, but also rice and vegetable stuffed peppers for a meat-free alternative. WHERE TO STOCK? Alongside other red wines.

WHY? The Dead Man’s Fingers range of rum is being expanded with a white rum variant. With its distinctive branding and unconventional marketing approach, the product is intended to create incremental sales by adding new interest to an established sub–category within rum. WHO? The brand is popular with younger consumers and the silver bottle with distinctive Dead Man’s Fingers logo and branding should prove popular with this demographic. It also provides a great gifting option in the run-up to Christmas.

BOOKER EXCLUSIVE

WHERE TO STOCK? Alongside other white rums and next to Bacardi. DEAD MAN’S FINGERS WHITE RUM 70CL Case size: 6x70cl WSP: £83.94 RSP: £20.99 POR: 20%

I HEART MALBEC Case size: 6x75cl WSP: £22.99 RSP: £5.99 POR: 23.2% December 2021 TalkingShop

CHECK OUT THE KP £1 PMP RANGE, GROWING +13% †

THE UK’S NO.1 NUT BRAND

THE UK'S NO.1 RIDGE CUT CRISP*

*AC Nielsen, Value Sales, Total Coverage, MAT, w/e 24.04.21, **Nielsen MAT, Singles and Sharing combined in Total Coverage 27/02/21, †AC Nielsen CSN Indies & Symbols MAT - 14.08.2021 MARVEL and all related character names: © & ™ 2021 MARVEL. Spider-Man: No Way Home, the Movie ©2021 CPII. All Rights Reserved.

NEW THE UK’S NO.1 ‘BETTER FOR**YOU’ BRAND

£1 PMPs

BBQ BEEF BIG HOOPS

FASTEST SEL* LING £1 PMP

WINNER OF 90 GREAT TASTE AWARDS!

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NO.1

PO PC OR N *

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Even more variety from our most loved brands!

PricesDown

FANTASTIC OPPORTUNITIES TO SAVE ON COSTS AND BOOST YOUR PROFITS

Uncork these great wine offers Booker exclusiv e

Two top wine brands are now available exclusively through Booker Group, with eyecatching RSPs and great PORs to boot!

ome great deals on great wine brands are available to Premier retailers this Winter, with three Blossom Hill Vineyard Collection lines and the McGuigan Lot92 range are all exclusive to Booker Group. As well as the benefit of the exclusivity, the wines are currently available with discounted wholesale prices, giving you a saving of £2 per case on the McGuigan range, and £1.56 off the Blossom Hill lines, enabling you to offer your shoppers a great deal on each bottle while making a good return yourself. Blossom Hill is claimed to be the best-known wine brand in the UK and the Vineyard Collection has added more depth to the successful range. The three lines exclusively available to Booker Group are Blossom Hill Vineyard Collection Tempranillo, Blossom Hill Vineyard Collection Merlot, and

Blossom Hill Vineyard Collection Sauvignon Blanc. The Tempranillo variety is described as smooth and fruity with flavours of black cherry and plum with a hint of spice, while the Merlot is velvety and soft with ripe cherry and blackberry aromas with a hint of vanilla. Finally, the Sauvignon Blanc has a fresh aroma, with ripe tropical fruit flavours and a bright citrus finish, according to the description. McGuigan Wines has been named international winemaker of the year four times – in 2009, 2011, 2012, and 2016 and Lot 92 celebrates 1992, the year of the founding of the McGuigan winery in South Eastern Australia. The Lot 92 red style combines the best qualities of Cabernet Sauvignon’s blackcurrant flavours with Shiraz’s spice, while the chardonnay is described of having the aromas of peach, yellow fruit with a creamy texture and an elegant and lingering finish.

Product

Case size

WSP

RSP

POR

Blossom Hill Vineyard Collection Merlot PM599

6 x 75cl

£22.39

£5.99

25.2%

Blossom Hill Vineyard Collection Sauvignon Blanc PM599

6 x 75cl

£22.39

£5.99

25.2%

Blossom Hill Vineyard Collection Tempranillo PM599

6 x 75cl

£22.39

£5.99

25.2%

McGuigan Lot92 Shiraz PM699

6 x 75cl

£23.99

£6.99

31.4%

McGuigan Lot92 Red PM699

6 x 75cl

£23.99

£6.99

31.4%

McGuigan Lot92 Chardonnay PM699

6 x 75cl

£23.99

£6.99

31.4%

Great POR

December 2021 TalkingShop

BetterService IDEAS TO GIVE YOUR BUSINESS THE EDGE

Going large with local

Premier retailers are seeing good growth from the food to go category, with locally-sourced products proving to be a key component of their success.

ood to go is firmly back on the agenda for progressive Premier retailers, with increased space and focus dedicated to the category forming a key part of many successful recent refits. And in order to extract maximum growth from the category, many retailers are enhancing their food to go offers with local products from highquality suppliers in their neighbourhoods, helping to drive local interest and to create an all-important point of difference to their offers. When Dennis Williams of Premier Broadway in Oxgangs, Edinburgh, first invested in a dedicated food to go section his expectations were relatively modest, but sales have far exceeded even his most optimistic projections.

66 TalkingShop December 2021

50% of store turnover

“When we first opened the Deli, our sales target was £200 a week,” he said. “However, a few years on it’s become a runaway success. We had our most successful sales week ever just a couple of weeks ago when we took more than £3,700! “Because we are in a residential area, the shift towards home working has meant that we have won lots of new customers who perhaps wouldn’t have visited us during the day for food to go previously, as they would have been based in offices somewhere. People working from home still want to come out for a bit of fresh air throughout the day and to choose something different and of great quality for their breakfast, lunch or snacks. “Compared to 2019 our food to go sales are up between 30% and 38% and our sales are up this year between 8% and 12% on 2020. The challenge for us going forward will be to keep hold of these new and valuable customers but it’s certainly one we will look forward to rising to.”

RETAILER VIEW DENNIS WILLIAMS Premier Broadway Convenience Store, Edinburgh “We get sandwiches from a local supplier plus a range of pies from a local butcher called McGill’s. Booker introduced us to him and the range has become a huge success for us thanks to its excellent quality and its local credentials which means so much to people these days.”

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We had our most successful sales week ever just a couple of weeks ago when we took more than £3,700! Dennis Williams, Premier Oxgangs

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In Morley, Leeds, Premier retailer Ajay Singh has made food to go a major part of the overall offer. “It accounts for about 50% of store turnover now,” he says. “The range isn’t concentrated in just one area, we’ve positioned it really thoughtfully throughout the whole store; we have a Cocktail bar, an American section, a Cinema section, a Dessert Bar, Donut service, plus the more traditional hot and cold food to go options, all dotted about throughout the store.” Seeing the opportunity in food to go, Mandeep Singh put a big focus on the category when giving Singh’s Premier in Sheffield a major revamp earlier this year. “A lot of our food to go is displayed in two great-looking cabinets – one hot, one cold – which we spent £10,000 on as part of the makeover. “It was a big investment, but one which was well worth making. The hot counter sells things like steak bakes, breakfast pasties, onion bhajis, and so on.”

December 2021 TalkingShop

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The use of TikTok alone has added around £1,000 to our sales. Ajay Singh, Premier Morley

LOCAL SUCCESS Mandeep has found that good quality local product is a major differentiator for the store when it comes to food to go. “We work with two main local suppliers: Barkers Bakery and Woodthorpe Bakery who supply us with a range of freshly-made hot and cold food to go products,” he says. “We get deliveries six days a week and make a margin of around 60%. “My Barkers order has increased by 50% this year and that’s because we’ve added it to our store’s delivered offer as well as the in-store one, and it’s just flying in both areas. The local food to go range is just such great quality and includes favourites such as Vanilla Slices and slightly more unusual items such as Elephant’s Feet – large creamfilled choux buns covered in chocolate.” Mos Patel, of Premier Heyside in Oldham, has also noticed the appeal of local produce to food to go shoppers. “We have a large in-store kitchen and

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much of the food we sell is freshly prepared in house, and local suppliers play a key role here,” he explains. “Much of the bread for our sandwiches, muffins and sub rolls is locally sourced and delivered fresh each day. We’ve built up a fantastic relationship with the local baker which supplies it and that relationship allows us to be truly flexible - if we have a sudden run on rolls, we know we can depend on him to supply us with more in a matter of hours.” He continues: “Local cakes have also become a big seller for us. We have been selling a great range of single-serve cakes from a local desert supplier and in fact I have just employed one of their cakemakers!” While innovations such as a cocktail bar and a donut offer catch the eye at Ajay Singh’s store, the daily basics can also be enhanced by having a strong local flavour. “The importance of

38% sales growth

the more traditional food to go options such as sandwiches, pies and cakes to take away certainly can’t be overstated and local suppliers have really helped to set us apart here,” says Ajay. “We have a local bakery which supplies us with fresh cakes, as-well as a local pie-maker who supplies us with our pies to take away. “We introduced the Jones’ Pies range around a year ago at the start of the pandemic and it’s been a great success. The consumer appetite for locally made products has really grown, so ensuring that we have a top quality, locally made, well-priced offer has really helped to give us an extra edge over the competition. The margins are also very attractive!” At Dennis Williams’ store in Edinburgh, sandwiches and pies are delivered by a local supplier, and he gives credit to Premier for putting him in touch. “We get a range of pies from a local butcher called McGill’s,” says Dennis. “Booker introduced us to him and the range has become a huge success for us thanks to its excellent quality and its local credentials which means so much to people these days. “We used to order the pies once a week but we have now upped this to two and we make around £350 a week just on the pies. The margin is also very good at 40%.”

RETAILER VIEW MANDEEP SINGH Singh’s Premier, Sheffield “Local has become a major differentiator for us when it comes to our food to go offer. We work with two main local suppliers: Barkers Bakery and Woodthorpe Bakery who supply us with a range of freshly-made hot and cold food to go products. We get deliveries six days a week and make a margin of around 60%.”

December 2021 TalkingShop

PROMOTION

While the four retailers have different food to go ranges and in–store presentation, one thing they all have in common is the use of social media to promote the offer. Ajay says: “Promotion is so vital. We are big fans of Facebook Live, and we regularly promote the food to go range via the Live feature and posts always result in an uptick in footfall and online orders. “We’ve even invested in TikTok to help promote the food to go range. We now have a TikTok influencer who we pay to help us with this, and she can reach two million people with one post! The use of TikTok alone has added around £1,000 to our sales.” Mos has also found that a small investment in digital marketing can generate big rewards. “We’ve also invested in promoting the food to go range on social media and via in-store digital menus, which are scheduled to promote different meal deals and offers throughout the day,” he says. “Specific

RETAILER VIEW AJAY SINGH Premier Morley, Leeds “The consumer appetite for locally made products has grown during the pandemic, so ensuring that we have a top quality, locally made, well-priced offer has really helped to give us an extra edge over the competition. The margins are also very attractive!”

breakfast, lunch and evening promotions run each day and are supported on social media. “We’ve even shelled out for a local photographer to take professional shots of our full food to go offer. It’s an investment which means that all the images of our food to go offer look as good as they taste.” Dennis uses the store’s social media accounts to drive interest and footfall, and the fact that the store plays an active role in the community is also a major positive factor, he maintains. “We promote the Deli offer heavily on social media throughout the day and I think that all the work we also do to support the local community has also helped to win us strong local support and put us in a really good place. People don’t forget things like that.” Mandeep’s expert use of social media has helped not just to attract the attention of shoppers, but of suppliers too. “One of our local suppliers, Barkers, initially found us via social media and contacted us directly,” he explains. “They had seen what we were all about on social media and they wanted to be a part of it. We have a 29,000-strong Facebook following and when they came to see the new shop-fit they couldn’t wait to be margin involved. “Social media is so integral to the success of the food to go offer. The range is promoted throughout the day but with quality posts which always result in high levels of consumer interaction. “The great work that we do with the local community also helps too,” he adds. “If you look at our feed, it’s not all promotions. Special offers are mixed in with community initiatives to ensure a good healthy balance that shoppers appreciate.”

40%60%

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We regularly promote the food to go range via Facebook Live and posts always result in an uptick in footfall and online orders. Ajay Singh, Premier Morley

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December 2021 TalkingShop

BetterService IDEAS TO GIVE YOUR BUSINESS THE EDGE

More reasons to join the club Eleven tobacco products from JTI and six new lines from Imperial Tobacco are now available as part of the Premier Tobacco Club, which gives you enhanced profit margins while at the same time driving extra footfall to your store.

remier retailers have already benefited from being in the Tobacco Club, enjoying a substantial discount on cost prices in return for a commitment to sell products at the recommended retail price. Competitive retail pricing enables you drive footfall locally, as your reputation for offering value spreads by word of mouth, but the beauty of the Tobacco Club is that this doesn’t come at the expense of profitability, because participating retailers who agree to sell at the competitive RSPs

72 TalkingShop December 2021

benefit from improved wholesale prices, with a net enhancement to profit of a minimum of 2% additional POR per sale. Now there are more reasons than ever before to join the Premier Tobacco Club, as eleven new lines have been added to the range of skus available at reduced wholesale prices. Major supplier JTI is now part of the scheme and added eleven new lines to the programme across big brands Benson & Hedges, Sovereign, Sterling and Kensitas Club. The new lines include Benson & Hedges

WHY JOIN THE PREMIER TOBACCO CLUB? l Reduced wholesale prices l Competitive retail prices l Enhanced PORs of a minimum 2% above standard l Wide range of participating brands

Blue in Kings Size and Superkings formats at a reduced WSP of £76.57 (10x20s) – representing a saving over the standard WSP of £2.45. The packs are required to be sold at or below £10. If sold at £10 they deliver a POR of 8.1%, compared to 6.1% at the standard WSP and RSP outside of the scheme. Also new to the Tobacco Club are Sovereign Blue in King Size and Superkings formats. These lines also have a similar saving of £2.45 per outer (10x20s) when purchased at the Tobacco Club WSP of £76.57. At the RSP of £10, these products also have an enhanced POR of 8.1%. Boosted profitability is also available on three hand-rolling tobacco skus under the Sterling brand. Sterling 3–in–1 kits (5x30g) have a WSP of £53.05 for retailers in the Tobacco Club – a saving of £1.55. At the RSP of £14 per pack, this represents an increase in the POR to 9.0%. Also new in the scheme is Sterling 30g pouches with a WSP of £52.71 (5x30g), a reduction of £1.55 over the standard price which delivers a POR of 8.9% at the RSP of £13.90. Completing the Sterling RYO

NEW JTI TOBACCO CLUB LINES: POST-BUDGET PRICING PRODUCT DESCRIPTION

CASE SIZE

WSP

RSP

POR

Benson & Hedges Blue King Size

10 x 20s

£76.57

£10

8.1%

Benson & Hedges Blue Superkings

10 x 20s

£76.57

£10

8.1%

Sovereign Blue King Size

10 x 20s

£76.57

£10

8.1%

Sovereign Blue Superkings

10 x 20s

£76.57

£10

8.1%

Sterling 3-in-1 RYO

5 x 30g

£53.05

£14

9.0%

Sterling 30g pouches

5 x 30g

£52.71

£13.90

8.9%

Sterling 50g pouches

5 x 50g

£86.98

£22.80

8.4%

Kensitas Club Superkings

10 x 20s

£75.17

£9.75

7.4%

Kensitas Club King Size

10 x 20s

£75.92

£9.75

6.5%

Kensitas Club 50g pouches

5 x 50g

£80.67

£21.20

8.6%

Kensitas Club 3-In-1 RYO

5 x 30g

£49.15

£12.95

8.9%

selection in the Tobacco Club is Sterling RYO 50g pouches with a saving of £2.37 on 5x50g outers (Tobacco Club WSP £86.98). At the RSP of £22.80 the POR is a boosted 8.4%. The other four new additions are all under the Kensitas Club brand, available in Scotland only. Kensitas Club Superkings carry a RSP of £9.75 and a WSP of £75.17 (10x20s) under the exclusive pricing scheme, a saving of £2.41, while Kensitas Club King Size has a WSP of £75.92, a saving of £1.62. The RSP here is also £9.75, while PORs are 7.4% and 6.5% respectively. Handrolling lines include 5 x 50g pouches (RSP £21.20) at a WSP of £80.67, a saving of £1.77, and 5 x 30g 3-In-1 packs (RSP £12.95) at the WSP of £49.15, a saving of £1.08. All these products have a boosted POR of 2% above standard returns at the quoted WSPs and RSPs. And the good news keeps on coming for Premier retailers. The Tobacco Club has been

December 2021 TalkingShop

IMPERIAL TOBACCO PRODUCTS PRODUCT DESCRIPTION

CASE SIZE

WSP

RSP

Embassy Signature Gold King Size NEW

10 x 20s

£72.94

£9.75

POR 10.2%

Richmond Original King Size NEW

10 x 20s

£72.94

£9.75

10.2%

Richmond Original Superkings NEW

10 x 20s

£72.94

£9.75

10.2%

Richmond Green Filter Superkings NEW

10 x 20s

£73.99

£9.75

8.9%

Players Real Red Superkings

10 x 20s

£76.67

£10

8.0%

Players Real Red King Size

10 x 20s

£76.67

£10

8.0%

L&B Real Blue King Size

10 x 20s

£76.88

£10

7.7%

Players RYO + Papers NEW

5 x 30g

£44.78

£12.95

17%

Players RYO + Papers NEW

5 x 50g

£78.61

£21.20

11%

L&B Original RYO

5 x 30g

£52.79

£13.90

8.8%

Gold Leaf RYO + Papers

5 x 30g

£50.96

£13.90

12.0%

Riverstone RYO

5 x 30g

£47.05

£12.95

12.8%

further boosted by the addition of six further lines from Imperial Tobacco. Richmond Original in King Size and Superkings styles, Richmond Green Filter Superkings and Embassy Signature Gold King Size are now also available to order at Tobacco Club special prices and enhanced PORs. Also added to the scheme are Players RYO + Papers packs in both 30g and 50g pouch sizes, with appealing PORs of 17% and 11% respectively. With the addition of these new products, there are now 23 big brand lines available at enhanced Tobacco Club prices, with the new lines joining skus from brands such as Players, L&B, Carlton and Gold Leaf already in the scheme. The additional profit for each participating retailer could be worth up to £6,000 per year. All you have to do is ensure your RSPs are set at the stated levels. The lower WSPs will be charged on invoices – there are no credits necessary. All prices are correct at time of going to print. Speak to your RDM today to sign up to Tobacco Club, and start benefiting from lower WSPs on a wide range of key tobacco products straight away.

SPEAK TO YOUR RDM TODAY TO SIGN UP TO THE PREMIER TOBACCO CLUB

December 2021 TalkingShop

BetterService IDEAS TO GIVE YOUR BUSINESS THE EDGE

Make a fresh start for 2022! There’s no better time than the early New Year period to take a fresh look at your store to make sure you are continuing to make the right impression to your shoppers. Talking Shop offers some tips on where to start.

nce the hectic Christmas and New Year season is behind us, January is traditionally a much quieter trading month for retail businesses. So it is the perfect opportunity to take some time out of the day-to-day running of the business and take a fresh look at your store. One great way to do that is by taking a step back and trying to see your store the way your shoppers do, then drawing up a list of what you’re doing well, and where there could be room for improvement. That could be as simple as a spring clean, a spruce up and a lick of paint or it could mean instigating a new programme of online staff training or checking that all hygiene, health and safety

76 TalkingShop December 2021

documentation and rules are in place – but there’s no better time to do it than in the lull after the festive storm. With long hours and seven-day opening it can be difficult to find the time to stand back and take an objective look at your business – but time spent in this way is invariably hugely productive and beneficial. So why not set aside a day or two or take a few hours out to have a look around your store and start making a list of all the little jobs that need done to help get the store back into tip top condition? The big question is where to begin, which is why Talking Shop is here to help and to offer you some tips and advice on helping you get 2022 off to a flyer.

EXTERIOR The best place to start is outside as that’s the first thing new and existing shoppers see when they visit your store – and first impressions count: l Is the signage neat, tidy and clean?

l Are all posters up to date and in good condition?

l Has the exterior been swept and is it litter-free?

l Do the exterior walls need fresh paint or professional cleaning?

l Are the windows clean, tidy and free of clutter?

l Do you have a bin available for shoppers?

INTERIOR

HEALTH, SAFE AND LEGAL

Once your shoppers step inside, what is the first thing they see? Does it make a good impression and is it how you want your store to be perceived? After that, take a good walk around the store, just the way a shopper would, and make sure that everything is just as you want it. Ask yourself:

With the basics dealt with, it’s time to move onto more complex areas. Health, safe and legal are massively important issues and no more so than if you operate a hot food to go counter. Areas to pay particular attention to are those with specific hygiene challenges like milk chillers and hot and cold food storage and preparation areas.

l Are the floors clean and clear? l Do all the lights work? l Is the ceiling clean and free of marks?

R R R

l Is the milk chiller spotlessly clean?

l Have any hot food storage units been deep cleaned recently?

R R

l Are the shelves clean, neat and well merchandised?

l Have all chillers been serviced as specified by the manufacturer?

l Is there any old POS that’s dirty or no longer relevant?

l Are your temperature checks up to date, accurate and within safe guidelines?

l Is all in-store signage accurate and in good condition?

l Has the shelving in the soft drinks cabinet been thoroughly cleaned to remove sticky residues?

l Are all shelf edge labels and price tickets clean, tidy and up to date?

l What about your food prep areas? It is a legal requirement that these must be cleaned/sanitised then left for 30 seconds before using again.

l Is your EHO certificate displayed as it should be?

l Is your CleanPro+ manual available to staff, and are they aware of it?

l For products that you yourself package for sale, is the ingredient labelling fully compliant with Natasha’s Law?

STORAGE AREAS While the shopper-facing parts of the store naturally get the most attention, it’s still vital that all storage areas are kept in good shape to avoid accidents, hygiene issues and out of date stock. Ask yourself:

STORE TEAMS Clearly, one of the most important factors on how shoppers judge your store is your team. Some basic questions to ask yourself include: l Are the uniforms grubby or past their best?

l Do the staff greet every shopper with a hello and a smile?

l Are staff that handle food wearing the appropriate aprons, bibs, gloves and hair nets?

l Are the floor areas of any store spaces clean, tidy and trip-hazard free?

l Has all shelving been checked recently to ensure it’s safe and sound?

l Has all the stock in the storage room been rotated properly to avoid out of date stock and wastage?

l Do all of the lights in the storage spaces work? l Could re-configuring the stockroom make re-stocking of the shopfloor easier and quicker?

R R

December 2021 TalkingShop

LaunchReview FEEDBACK ON THE LATEST BOOKER PRODUCTS

Pricemarked flavoured spirits in a growing category

Flavour of the month

The Chekov vodka range was recently expanded with two new fruit-flavoured varieties – Mango and Red Berries – and they have been going down a storm with shoppers. Flavoured vodkas have been one of the main on–trend categories in the last year or so and choice in the category was boosted in September with the launch of new Mango and Red Berries styles under the Chekov brand name. The products are available in 35cl bottles pricemarked at £8.49, therefore tapping into two more categories that have proven to be very popular with shoppers – fractional spirits sizes and pricemarked packs. The products are available in 6x35cl cases, and the £8.49 RSP delivers more than

25% POR. Shelf edge tickets are available to help Premier retailers make their display of Chekov vodka stand out. Fractionals provide convenience retailers with a great opportunity to achieve a point of difference in the spirits market, as many of the large supermarkets only stock a limited range of these smaller sizes, and generally only in the core range. Stocking fractionals therefore gives Premier retailers a means of offering shoppers top quality spirits for a much smaller cash outlay, and is therefore a

fantastic opportunity for them to drive incremental sales and profits. Price marks offer shoppers confidence that they are getting value for money as well as quality they can trust, so convenience stores that are able to offer a varied range of spirits, with PMP options to offer the shopper good value within this subcategory, are well placed to take advantage. The market for fractional sizes is dominated by pricemarked packs, as shoppers look for brand confidence coupled with a fair retail price.

December 2021 TalkingShop

NO.1 WASHING UP LIQUID BRAND IN THE UK* • 6 out of 10 UK household buy Fairy washing-up liquid in a year* • 70% of category value is spent on Fairy* Stock up now on Christmas essentials!

Fairy Liquid Original PM129 433ml M131437 Fairy Liquid Lemon PM129 433ml M131442 Fairy Liq Pomegrante & Honey PM129 433ml M135606 *Source: Kantar Worldpanel – Hand Dish Cleaners category – Great Britain, past 52 weeks ending 3rd October 2021

shopper’s view… Julie Fiddes, Wootton Bassett I was looking for some flavoured vodka for some guests we had coming round for dinner. I don’t really drink vodka myself so I didn’t want to make a huge outlay, I just wanted to find something that looked nice, had a fruit flavour and was going to be easily affordable. I saw these in my local Premier store and the price really stands out on the bottle, so I thought we could give them a try and bought a bottle of each flavour, the smaller bottle size was ideal and at under £10 you can’t go wrong, really. As it turned out, our guests loved it! They tried both sorts and one of them liked the berry more and one liked the mango, and I think they were very impressed that we could offer them these new flavours. As our guests had liked them so much I gave them a try and I think they are nice products: the fruit flavours come through even once you have added a mixer like lemonade. Mango and berries are really nice flavours, and quite unusual for spirits, so it’s something a bit different. I will buy them again!

RETAILER VIEW VELAUTHAM ‘RADU’ RADUNATHAN Premier Market Square, Tenbury The Chekov label is a good brand that shoppers trust and the new flavoured lines have been popular in just the same way as standard Chekov. Having the flavours in a smaller bottle is a good move, as it means people can try them out to see which one they like best without having to shell out for a full-sized bottle. The feedback is that shoppers like the fruit flavours, and they have come back to buy the product a second and third time, which is always a good sign.”

RETAILER VIEW HINAL PATEL Premier Fresh & Local, Southsea, Hampshire From a retailer’s point of view, it is great to be able to offer a good-quality flavoured spirit at a price point that is affordable for most people. The pricemarked bottles really work, as they reassure people that they are getting a good deal and a fair price. Sales of spirits have been really strong and the bigger range and the more flavours we can offer, the more business we do. So it’s really good news that Chekov has more products in the range.

IN SUMMARY

1 3

STRONG SHOPPER INTEREST IN FLAVOURED SPIRITS FRACTIONAL SIZES AT AFFORDABLE PRICES

2 4

APPEALING AND DISTINCTIVE FRUIT FLAVOURS PRICEMARKED AT £8.49 TO BOOST SHOPPER CONFIDENCE

December 2021 TalkingShop

Sustainability | GUEST COLUMN

Catherine Marston Booker’s Head of Sustainability, explains how the Better Trolley For A Better Planet initiative will see the wholesaler become carbon net zero by 2035, alongside a wide range of other commitments on sustainability.

A Better Trolley For A Better Planet Booker’s Better Trolley For A Better Planet commitments will help ensure that the business is doing the right thing and serving our customers, communities and the planet, a little better every day.

am very proud to be part of the Better Trolley For A Better Planet initiative, a new set of commitments to ensure that the business is improving its sustainability. The programme is built around four key pillars that will see Booker continue to focus on improving supply to reduce the impact on nature and the climate; reducing waste; helping drive healthy and sustainable diets; and prioritising community and wider human rights. The benefits of this will impact positively on every link in the chain from our suppliers to our retail customers and all the way to the shoppers purchasing products in your stores. Commitments in place under Better Trolley include becoming net zero carbon emissions by 2035 and establishing a fully zero emissions delivery fleet by 2030 as well

as committing to zero deforestation. To reduce harmful waste, all board in own-label products will be sustainably sourced, packaging will be reduced to a minimum, recycled content will be increased where possible and Booker will continue to remove non recyclable packaging materials. Additionally, no edible food will be wasted and food waste in Booker’s own operations will be halved by 2030. Sustainability is a vitally important issue, and one that has been uppermost in everyone’s mind in recent months, but at Booker we have been on a major sustainability journey for over a decade. Booker remains the only UK wholesaler to have achieved four Carbon Trust Standards in Carbon Emissions, Waste, Water and Zero Waste to Landfill, and is also the only wholesaler to have held the Carbon Standard

for 12 consecutive years. Almost 14,000 tonnes of CO2 have been saved in 12 years, and LED lighting has been installed in over 160 business centres and four distribution centres – saving enough power to run 64 average-sized Booker branches for a full year. However, despite this success, Better Trolley marks a new and important change – and one that we are confident will benefit all of our customers and, most importantly, the planet. Taken together, Better Trolley is a powerful set of commitments from Booker that will have a hugely positive impact for our many retail customers. It will help them reduce their own carbon footprint, improve the offer they are able to make to their consumers, save money and grow profits.

December 2021 TalkingShop

ACS Viewpoint | Local Shops

James Lowman Reflecting on the past year, it is important to acknowledge and celebrate the fantastic work that convenience stores do in their local communities.

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Premier retailers showed their tremendous community spirit with their success in the inaugural Raj Aggarwal Trophy this year.

he end of the year is often a time for reflection, where we take a moment to look back on what we’ve learned from the events of this year and what we’ve achieved. We often talk about the positive impact that local shops have on their communities and this year, at our annual Heart of the Community conference, we presented the first Raj Aggarwal Trophy. We launched this award in the memory of independent retailer Raj Aggarwal, who was a cherished member of ACS and the sector, and truly was the heart of his community. It was fantastic to receive so many entries from stores across the UK from retailers who have been working tirelessly to keep their communities safe and connected. We were delighted to present the award to our first ever winner Julie Kaur Duhra, who runs a Premier convenience store just north of Telford in Shropshire with her

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husband Joey. Julie has played a vital role in her local area, providing home deliveries to customers, leading local fundraising efforts and supporting other retailers. I’d also like to congratulate the finalists of this year’s award who also demonstrated admirable commitment to their communities Nico Ali from Premier Tasa Shops in Jarrow, and Sophie Williams from Premier Broadway Convenience Store in Edinburgh – along with everyone else working in the convenience sector for the work that they have done to support both their communities and the economy over the last 18 months. The Raj Aggarwal Trophy will return in 2022 and we really want you to enter and showcase the fantastic work you do to support your community and other retailers - keep up to date with the latest about how to enter at ACS.org.uk. December 2021 TalkingShop

DRINKS TO GO! FREE

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Snowshock is the one stop shop for all your drinks to go needs. We supply everything you need from machines to consumables. The UK’s most protable slush and iced products range. An expert partner at your side bringing you maximum prots.

Still the strongest seller & Britains favourite slush The mainstay of drinks to go. • • • • •

Fizzee carbonated slush puts more money in your pocket than its rivals! Better quality, lower prices, more profit!

Free stock to more than cover the cost Monthly payments* Try before you buy* On-site warranty Exceptional back up and support

The UK’s newest, tastiest and best value carbonated slush. You can’t buy Fizzee in cans or bottles which gives it a strong advantage when it comes to unbeatable sales.

76%

84% PROFIT MA RGIN

PROFIT MARGIN

LARGE FREE STOCK PACK

87% PROFIT MAR GIN

Iced Coffee is a rapidly growing market, this is the product the UK has been waiting for! Frappina – is the only ready to drink, dispensed iced coffee in the UK, it is fantastically popular and growing every day. Low cost bundle including free stock and no waste.

We sell the worlds best ice cream machines, at unbeatable prices.

57%

The real profit in ice cream is a good soft ice cream dispenser. The compact, high performance yet efficient machine from Snowshock is more than capable of meeting any shops needs. Self serve is definitely an option and easier than you think to set up. Snowshock’s set up for Self Serve Ice Cream is a game changer in it’s simplicity and tried and tested operation.

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ENQUIRY LINE

0330 053 6132

Same price to call as 01 or 02 landlines including from mobiles

www.snowshock.com

sales@snowshock.co.uk

YOURSHOUT GOT A QUESTION? Want to post a question or raise an issue with the Premier Team? Get in touch by email at talking shop@55north.com or call 0141 222 5380.

YourShout WHAT’S ON YOUR MIND? RETAILERS PUT THEIR QUESTIONS TO PREMIER

New year, new opportunities I am expecting the store to be very busy in the run-up to Christmas and over the New Year, but what are the opportunities I should be looking out for once we get into January? MATHAN GOWRITHASAN, PREMIER BARKINGSIDE, ESSEX

American revolution We’ve noticed strong sales in American confectionery in recent months. Can we expect to see further growth in this category? IMTIYAZ MAHMODE, PREMIER WYCH LANE, GOSPORT MARTYN PARKINSON, SALES DIRECTOR – RETAIL SAID: Premier retailers in all parts

of the country have been reporting great success with American confectionery, and we expect he category to continue to deliver strong returns. I’m delighted to say that there is now a much wider range of imported lines that you can order directly from Booker, all fully labelled to UK standards, giving you a reliable and consistent supply going forward.

Sustainability concerns My shoppers are showing an increased awareness of sustainability and global warming. What assistance is available to help reduce the carbon footprint of my store? MANDEEP SINGH, SINGH’S PREMIER, SHEFFIELD

MARTYN PARKINSON, SALES DIRECTOR – RETAIL SAID: January is usually a quieter month for sales, particularly in the days immediately following the Christmas and New Year celebrations, but it does provide an opportunity to stand back from the daily pressure of keeping shelves and chillers constantly stocked up and instead look at the bigger picture that your shoppers see. It’s a good time of year to make sure the exterior of the store is clean, tidy and as welcoming as it can be, and also to undertake maintenance and odd jobs around the store that will stand you in good stead during the busier trading periods.

MARTYN PARKINSON, SALES DIRECTOR – RETAIL SAID: Sustainability is the word on everyone’s lips at the moment, and many of your shoppers are taking an increased interest in the issue and will expect you to be doing the same. Booker has embarked on a sustainability plan, covering every aspect of the company’s operation, under the banner of A Better Trolley For a Better Planet, and we are confident that the steps we are taking on packaging, product sourcing and our carbon footprint will have a positive impact on your business, too.

December 2021 TalkingShop

DUOS ARE DRiViNG GROWTH iNTO CHOCOLATE SiNGLES iN THE CONVENiENCE MARKET!

DUOS ARE DRiViNG THE GROWTH iNTO SiNGLES & WiTH HiGHER VALUE PER UNiT CAN DRiVE MORE £ TO YOUR TiLL! GET TO KNOW THE SHOPPER AND TOP TiPS*

The Duos shopper is incremental to the standard singles shopper

The Duos shoppers drive the On the Go and Food to Go Missions

STOCK THE BEST SELLERS: TOP OP 10 DUOS iN I&S RANKiNG ORDER** OR 1

2 3 4 5

M146948 M146915

51% of shoppers in Independent and Symbol Stores are male and Duos over index with male shoppers

HOW TO DRIVE DUOS IN STORE?

1. THE RiGHT RANGE Are the best sellers listed?

2. iNSTORE ViSIBiLiTY

On shelf or secondary display

3. DRiVE RATE OF SALE

Link Duos with a drink or meal deal

M173343 M905820 M270069

M270065

M270067

M270083

M239554

Brand is a key driver for purchase so stock the best sellers

M270084

EXCiTE EXiSTiNG CUSTOMERS AND ATTRACT NEW CUSTOMERS BY STOCKiNG NEW FLAVOUR DUOS

Great products to trade up shoppers & make more £ for your store * Kantar Take Home May 2021, **Nielsen, Combined ROS and Value Ranking, 52 Weeks, 22.05.2021

M270083

HOW TO DRiVE CHOCOLATE BAR SALES

With On the Go Missions increasing in Convenience it is important to re-focus on your singles range. Here are some top tips to support you on best selling ranges and what to focus on to drive your sales.

iNTRODUCTiON TO SiNGLES

4% 4% 7%

Singles Sales make up over 1/3 total confectionery sales in Independent and Symbol stores so it’s a key area in store!!! Make sure you have the right category split on your display.**

HOW TO DiSPLAY: 1. Group packs together

Solid Bars

11%

Bags

CHOC ADULT SGLS SUGAR KIDS SGLS

58%

CHOC KIDS SGLS FUNCTIONAL MINT SGLS SUGAR ADULT SGLS

16%

MEDICATED SGLS

SiNGLES ARE HiGHLY iMPULSiVE † – SO MAKE THEM UNMiSSABLE iN STORE!

23%

2. Group brands together

Of shoppers in independent or sybol store buy something on impulse

Colours help shoppers pick their favourite brands

3. Put your best sellers in the best location and double face them

17%

Of impulse purchases are confectionary

63%

Of shoppers purchase on impulse because of visibility

28%

Of shoppers purchase on impulse because of a promotion or PMP

STOCK THE BEST SELLERS! TOP 10 SiNGLES iN INDEPENDENT AND SYMBOLS** RANK PRODUCT

M260712

M235064

2 7

M231166

M269007

3 8

M231172

M269022

TOP TiPS:

4 9

M269006

M269023

5 10

M235065

M261524

PLAIN PACKS ARE ALSO AVAILABLE

Locate singles near food / coffee to go to drive impulse purchasing Promotional Purchasing is increasing in Convenience so Price Marked Pack is key for shoppers Stocking new branded products from launch is important to drive sales - Twirl Orange is now the Number 1 Single bar in I&S stores** Stocking new products are key to attracting younger shoppers into your stores - In independent and symbol stores the younger shopper has a much higher basket spend* Confectionery shoppers make a purchase decision in 7 seconds, so make sure the fixture is easy to shop! †

I&S- Source (Lumina, CTP 2020) *Source- Lumina Study, Younger Shopper, 2021 ** Source- Nielsen, I&S, MAT, 17.07.2021

o t n o s a e s e h t s i 'T h t i w s r e z e e r f r u f i ll yo e t i r u o v a f s n o i t a the n ! s g n i d d u P e r i h s k r Yo

We are a nation of Roast Dinner lovers with over 1.44bn roast occasions enjoyed each year!***

Aunt Bessie’s is the No. 1 Brand in Yorkshire Puddings with 61% value share**

rde st a h e h t s i Car i ng o. thi ng we d It wouldn’t be Christmas without Aunt Bessie’s *Nielsen, Defined Savoury Frozen, Sector Yorkshire, Total Grocery Mults, Value Sales, 12 w/e 11.09.21 **Nielsen 52 w/e to 11.09.21 ***(Kantar, 52w/e, March 2021)

midas code M261224