Lifestyle Retailer 55 Sept/Oct 2019 by The Bright Media Agency

The magazine exclusively for

retailers

Retailer Issue 55 sept/oct 2019

Donâ&#x20AC;&#x2122;t miss

Big Night In, big opportunity Do you have what your customers want?

first aid The must-stock winter remedies

Fab food in a flash Whatâ&#x20AC;&#x2122;s the best food-to-go offer for your store?

remember, remember... With Bonfire Night and Halloween almost upon us, follow our guide to making your autumn sales sparkle

Plus. . . success stories n industry news n latest must-stock products n retail advice

STOCK UP WITH SOMETHING

vimto highest ever brand sales - now worth ÂŁ90m!! Brand sales up +14% year on year, growing +6% points faster than the category outperforming the market in Squash, Flavoured Carbonates and Juice Drinks

Source: Nielsen, Value Sales, Total Coverage, MAT 15.06.19

Welcome… … to your September/October issue of Lifestyle Retailer. We’re on the cusp of a busy few months leading up to Christmas; the most important Lifestyle Retailer is published six times a year by The Bright Media Agency, The Old Bank, 2 Cross Street, Enderby, Leicestershire LE19 4NJ on behalf of Unitas Wholesale. For UNITAS

Stuart Johnson For The bright media agency

Editor Stephenie Shaw

date in any retailer’s calendar. With that in mind, on pages 46-48 we take a first look at how to kick-off your Christmas preparations in store. There’s lots happening before then though, which is why our Halloween feature over on pages 17-19 is handy as it guides you through stock suggestions and how to get into the spirit to take your share of the multi-million-pound sales occasion. Hot on its heels is Bonfire Night and if you’re considering selling fireworks, you’ll

Head of Design Emma Bramwell

and you can get the lowdown on pages 33-36.

Artworker Chris Gardner Publisher David Shaw To advertisE

Please contact the team: 07947 902263 or sales@thebrightmedia agency.com To DISCUSS EDITORIAL

Please contact Stephenie Shaw: 0116 296 0133 or stephenie@thebright mediaagency.com

It’s a hectic time coming up for retailers with Halloween and Bonfire Night alone. These are two occasions where customer spend is high and it’s well worth getting involved with dedicated displays and decorating your store – maybe even dressing up yourself!

As the warm, light evenings turn to colder, darker ones, Big Night In comes into its own

Photography George Mahoney

want to read how to go about it on pages 29-31.

Content Editor Kate Feasey

Designer Rafaela Aguiar-Hill

Stuart’s top tips for autumn

And autumn is an ideal time to refocus on food-to-go and hot drinks. Check out pages 51-54 to see if you’re getting your offer right. We’re also heading into winter colds territory and the advice on pages 43 to 44 will help make your store a lifeline for customers suffering with coughs and sniffles. Pages 39-40 give an overview of how the latest Plan for Profit guide will help you continue to drive your business forward. This issue is crammed with advice and I wish you successful retailing over the

Big Night In continues to present a huge opportunity for retailers and always remember to maximise on the potential for impulse purchases and cross-selling.

The brand-new Plan for Profit is an essential read right now. It’s easy to get hold of either via the app or by picking up a copy in depot.

upcoming busy period.

Disclaimer: All prices listed are correct at the time of going to press, but may be subject to change.

get in touch… Stuart Johnson Retail Controller, Unitas Wholesale

email us at lifestyleretailer@ thebrightmediaagency. com

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retailer

20 51

46 43

Contents

Have you hit the nail on the head yet with your food-to-go offering? Have a read to find out

39 plan for profit

Grocery Non Fo & od 2019

PM P

P PM

P PM P

PM P

Help customers banish the bugs with our advice on what to stock

category guide The Impulse r ndent retaile for the indepe

Impulse 2019

43 winter remedies

The Gro cery & Non guide for the inde food category penden t retailer

The brand-new guide to Grocery & Non Food is out now to point you in the right direction

The must-stock hot drink products for those colder autumn days

51 food–to–go

Cold, dark evenings call for cosy evenings at home with the right products to make it a Big Night In

PM P

25 trends: hot drinks

33 BIG NIGHT IN

his 50-year-old store and is reaping the rewards

It’s never too early to get prepared for the biggest occasion of the year and we show you how

PM P

20 store profile H ow one retailer transformed

If you’re planning to sell fireworks, here’s all you need to know for a banger of a Bonfire Night

This year could be all treats and no tricks for retailers who embrace Halloween and its sales potential

46 christmas planning

17 seasonal: halloween

29 trends: BONFIRE NIGHT

News from across the industry and the latest new product launches

09 Need to know

Download

the app

| Visit

www.plan forpr

ofit.co.uk

app | Visit Download the

issue 55 2019

co.uk

www.planforprofit.

retailer

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o t d e e n ow kn

latest e h t h t i ate w d o t str y p u d n i e Stay u h on in t s g n i o g

Plans in place to save high street More than 50 retailers have demanded that the government fixes the flawed business rates system. In a letter to the chancellor, retailers have called on the government to put business rates at the heart of the promised new economic package. The letter, coordinated by the British Retail Consortium (BRC), has been signed by major retailers. The letter asks for four fixes that would address many of the challenges posed by business rates: a freeze in the business rates multiplier; fixing transitional relief, which currently forces many retailers to pay more than they should; introducing an ‘improvement relief ’ for ratepayers; and ensuring that the Valuation Office Agency is fully resourced to do its job. The letter notes that implementation of these recommendations “could be

Lookr… o f t u o Our pick of the best products to stock up on for the months ahead

undertaken quickly, would reduce regional disparities, remove barriers to the proper working of market forces, incentivise economic investment and cut away at least some of the bureaucracy of the current system”. The letter is signed by the BRC, Association of Convenience Stores (ACS), Greggs, Iceland, Marks & Spencer, John Lewis Partnership and WH Smith, among others. James Lowman, Chief Executive of ACS, said: “Retailers investing in their businesses need support and incentives, not to be hit with increased business rates bills. There is much more the government can do now to help small businesses, and their first priority should be extending rate relief for more businesses and for beyond the next financial year.”

booze takes a battering Research shows that supermarket sales of alcoholic beer and cider are slowing as health-conscious customers go booze-free. Recent figures from insights company Edge by Ascential found that, since August 2018, four out of the six leading UK retailers have reduced their ranges in beer and cider. During the same period, volume and sales of low- and no-alcohol ranges increased, with Bavaria, Heineken, Beck’s and BrewDog the brands with the biggest number of listings for low-alcohol products in supermarkets. Stuart Johnson, Retail Controller, Unitas Wholesale, said: “With customers clearly voting for more healthy options, retailers should look to develop their low-alcohol and alcohol-free options to appeal to all customers.”

In the pink With the popularity of flavoured gins still high, Gordon’s has launched a new 35cl bottle of its Pink Gin to encourage customers to give it a try. Diageo said Gordon’s has contributed more than 20% of the total value growth in the gin category in the past year, which has led to its Pink Gin becoming the second largest gin product by volume in the off-trade – beaten only by Gordon’s London Dry.

New biscuit campaign Expect demand for kids’ favourite Jammie Dodgers to rise following the launch of its fun-filled ‘sweet at heart’ social media campaign.

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to d e e n ow kn Government’s #knifefree campaign visits

Street teams from the Home Office’s #knifefree campaign will be visiting convenience stores across London, Manchester and Birmingham, the policing minister has announced. The teams are made up of people who are trained to speak to local communities about the campaign – which aims to reduce knife crime by changing the attitudes and behaviours of young people aged 10-21 – and the risks of carrying a knife. In addition, special chicken

boxes printed with real-life stories of young people who have chosen to pursue positive activities instead of carrying a knife are being introduced in more than 210 chicken shops across England and Wales. Policing Minister Kit Malthouse said: “The government is doing everything it can to tackle the senseless violence that is traumatising communities and claiming too many young lives, including bolstering the police’s ranks with 20,000 new police officers on our streets.”

Molson Coors will remove the plastic wrap from large multipacks by the end of March 2020 and replace it with recyclable fully enclosed carton board. By the end of March 2021, it will have replaced the plastic rings from Carling and Coors Light cans with recyclable cardboard sleeves.

Lookr… o out f

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Mondelēz International is making all of its chocolate and biscuit products that are usually bought for children less than 100 calories. Products including Cadbury bars, Fudge, Curly Wurly and Chomp, as well as Barny sponge bears, will be under 100 calories by the end of 2020, while Cadbury Mini Fingers and Cadbury Animals will be under 100 calories from 2019. Oreo Mini snack packs and Freddo Face Cakes will also be reducing calorie content during 2021. The decision follows the launch of Cadbury Dairy Milk with 30% less sugar in July this year, which the company said is “the most significant innovation in the brand’s history”. Its decision to focus on portion control is recognised as one of the

most effective ways of helping people balance their calorie intake.

Greatest impact Louise Stigant, UK Managing Director at Mondelēz International, said: “We want to play our part in tackling childhood obesity and are focusing on the areas where we can make the greatest impact. “We want to support parents and introducing this calorie cap will make it simpler for them to find a treat under 100 calories that children will enjoy.” Mondelēz is extending the Betreatwise logo across its packaging too and will be rolling it out across all Cadbury advertising.

‘Swavoury’ snacks get new flavour

Win, you may Yogurt brand Yoplait is partnering with Disney UK to launch a limited edition Star Wars Frubes range, including Strawberry, Red Berry & Peach, Banana & Strawberry and Strawberry

mondelĒz introduces 100-calorie cap

flavours in packs of nine, retailing at £2. Each pack will feature a competition for consumers to win a trip to Orlando, Florida, to visit the new Star Wars: Galaxy’s Edge theme park.

Sweet snack Flipz is getting a new variant as Salted Caramel makes an appearance. The pretzel snack covered in a salted caramel coating will be available in 90g pouches, retailing at £1.50. Pladis said the launch will drive further growth of the brand, particularly among the one in six consumers who are interested in savoury snacks with chocolate.

CRISP BITE SERIOUS SALES SHOPPERS WILL GO NUTS FOR THE CRISPY TEXTURE AND GREAT TASTE OF NEW SNICKERS CRISP - AND YOU’LL BE SERIOUSLY DELIGHTED WITH THE BIG RETURNS.

• Launch supported by £1.2m Digital & Social Media Campaign • Snickers is a top 10 brand, worth £69.4m CSV (Total coverage MAT 01.12.18) • New Snickers Core TV copy in 2019 STOCK UP NOW TO MEET DEMAND

CALORIES PER PIECE

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retailers are the champions

call for ‘calorie tax’ on foods high in sugar and fat Health campaigners are calling for foods high in sugar and fat to be hit with a levy similar to last year’s sugar tax. Action on Sugar and Action on Salt both want the introduction of a ‘calorie levy’ on all “calorie-dense processed foods that meet agreed criteria set by government”. The pressure groups say this would encourage manufacturers to reformulate their products to reduce both sugar and fat in a bid to tackle the UK’s obesity crisis. The groups are campaigning for the funds raised from the levy to be ring-fenced to go towards improving children’s health. They also want more product categories to be included in the Calorie Reduction Programme currently being formulated

by Public Health England. These would include cakes and biscuits, milk-based drinks, chocolate confectionery, ice creams, puddings, chocolate spreads and morning goods.

Commitment Graham MacGregor, Chairman of Action on Sugar and Action on Salt, said: “The UK Soft Drinks Industry Levy has been remarkable and unique in that it has already resulted in a much bigger reduction of sugar content in drinks than originally anticipated. The same could be achieved in creating a levy to reduce excess calories, but we need a firm commitment from HM Treasury and the Department of Health and Social Care to make this a reality.”

Lookr… Kinder o chills out out f

Ferrero is launching two new chilled snacks. Kinder Milk-Slice consists of a milky filling between two thin layers of sponge and a drop of honey. Kinder Pingui has a milky filling between two thin layers of cocoa sponge all covered in chocolate. Both in single and multipack formats.

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There have now been three lucky Unitas Wholesale Champion Brands Event winners, with more to come. So far, lucky retailers have won a barbecue, £500 travel voucher and £500 Amazon voucher, and there are more great prizes up for grabs. Thanks to the Champion Brands Events taking place in selected Unitas Wholesale member depots, independent retailers can access exclusive deals on leading brands, all

designed to boost retailers’ profits during a key seasonal period. And, as an added incentive, retailers can enter a prize draw to scoop a top. There are two campaigns left for 2019: Big Night In and Christmas. Stay up to date with the latest Champion Brands Event offers by downloading the Plan for Profit app. Full details of the latest campaign and prize draw are available online at unitaswholesale. co.uk.

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More than 71% of UK shoppers would be prepared to ditch traditional packaging, opting instead to use a refill shop or station, says new research. “After initial set-up costs, retailers could benefit from selling certain goods unpackaged and removing packaging costs,” said Hannah Thomson, Retail Analyst at GlobalData.

Scent from heaven

Tempting trio

From September, Zoflora will be offering a limited edition fragrance to support its two-year partnership with the charity Caudwell Children. The Secret Garden fragrance will be available to the convenience sector in 250ml bottles.

Brand new from Carte D’Or is a range of three premium ice cream tubs, featuring indulgent Brownie & Vanilla, Raspberry Cheesecake and Sea Salted Caramel flavours. All will come in 430ml tubs retailing at £3.99 each.

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small firms cutting profits to absorb rises

retailers urged to think big for small business saturday Are you preparing to make the most of Small Business Saturday? ‘It’s never too early’ say the organisers of Small Business Saturday when it comes to retailers making plans for the event to spread the word and attract attention. The annual celebration of small business owners takes place on 7 December and there are plenty of opportunities for retailers to boost activity in their local community and encourage people to shop local. You could work with other local businesses to hold events such as a street festival or themed activities. The event was created by American Express in America in 2010, then adopted in the UK as a pre-Christmas boost for independent outlets.

In 2018, the UK event generated an estimated

£812m

of spending in small business outlets across the UK – compared with £748m the previous year

Research shows of UK consumers are aware of the annual event and so spend more in small business outlets

58%

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Greater support needed FSB National Chairman Mike Cherry said: “Policymakers need to recognise that higher minimum wage rates are not a silver bullet. Against a backdrop of persistent political uncertainty, greater support is needed to help small firms absorb spiralling employment costs. As part of an Emergency Brexit Budget, this government should uprate the £3,000 Employment Allowance.” The research also reveals small business readiness to extend the National Living Wage rate to younger workers. Close to two-thirds (60%) typically pay 21-24 year olds at least £8.21 an hour, considerably above the £7.70 minimum wage rate for this age group.

Now with added veg

Bags of style Taylors of Harrogate has launched its coffee bags into the convenience sector and hopes that the bags will “help convenience retailers to add even more excitement and quality to the hot beverage aisle”.

Small business owners are cutting profits and productivity-enhancing investments in an attempt to absorb inflation-beating wage increases, new research reveals. A survey by the Federation of Small Businesses (FSB) shows that the most common response to April’s National Living Wage increase among small business owners directly affected by the change is to pay themselves less – more than 70% lowered profits or absorbed costs. The other mostfrequently cited responses are: increasing prices (45%); delaying investment (29%); and reducing hours worked by staff (23%).

Available in packs of 10, the brand described its coffee bags as being “the ideal product for consumers who prefer proper coffee but don’t always have the time or equipment to make one”.

Walkers is expanding its Oven Baked range with the addition of Oven Baked with Veg, a wheat, potato and vegetable snack containing 40% less fat than regular veg chips. Available in Beetroot with Sweet Chilli and Sweet Potato with Paprika flavours in 35g single bags (70p), 6x23g multipacks (£1.80) and 140g sharing bags (£1.99).

In a nationwide poll, Jammie Dodgers was voted Britain’s 3rd favourite biscuit†

Bought by 1 in 5 households BEST SELLERS

No.1 Cookie brand

Sales over £19m RSV***

5th largest brand in Sweet Biscuits** Bought by over 1 in 4 households*

Sales now over £18m RSV poll, Jammie Dodgers growing +10% in volume sales YOY***Inwasa nationwide voted Britain’s 3rd favourite biscuit Bought by 1 in 5 households*

Low cross shop, stock both flavours Sales over £19m RSV to maximise sales

***

Sales now over £18m RSV growing +10% in volume sales YOY***

STOCK UP NOW! Low cross shop, stock both flavours to maximise sales

burtonsbiscuits.com STOCK UP NOW! burtonsbiscuits.com *Kantar w/e 03.11.2018. **Nielsen w/e 03.11.2018. ***Nielsen Mults & Kantar Value w/e 03.11.2018. †Channel 5 - Dec 2017. *Kantar w/e 03.11.2018. **Nielsen w/e 03.11.2018. ***Nielsen Mults & Kantar Value w/e 03.11.2018. †Channel 5 - Dec 2017.

†

seasonal

Far from a horror story, UK Halloween sales are rising steadily year-on-year. With our simple steps, you can make this year a real treat for your profits

alloween might scare the kids but it will prove a delight for retailers who can really cash in on the spooky season and demand for trick-or-treat goodies. Last year, UK shoppers spent more than £491 million on Halloweenrelated products; a figure that has risen year-on-year. To put it into perspective, in 2001 the value of the Halloween industry was put at just £12m. Make the most of this huge opportunity by thinking of ways you can make your store a real destination for shoppers. Here are some tips to point you in the right direction.

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Entry level Make sure your store is a real destination for Halloween shoppers by stocking up on spooky essentials. Think fresh pumpkins, children’s sweets, decorations such as cobwebs and fancy-dress accessories such as fake teeth and you’ll quickly attract customers, old and young. Keep your prices sharp and provide offers on grab and sharing bags of sweets for all the trick or treaters, with pricemarked packs showing your customers that your store offers the best value in town.

Encourage your staff to dress up in Halloween costumes to seriously impress customers. Your sales will thank you for putting in the extra effort

Intermediate If your store is on social media, make sure you let your customers know of your Halloween-themed promotions well in advance

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Costumes are a huge seller at Halloween. Ghosts, ghouls, grim reapers, superheroes or cute pumpkins, you name it, they’re likely to fly off your shelves as customers are keen to throw themselves into the spirit. Think carefully about your customer base and keep the prices low to compete with the supermarkets. And don’t forget the grown-ups – suggest snacks, beers and wines for a night in with a scary movie.

seasonal

In 2018, shoppers spent

Expert Really deliver the wow factor and dress your store for the occasion. By using visual merchandising you’ll encourage your customers to come in, browse and spend. Carve some pumpkins to place outside your store to let passing traffic know you’re celebrating the spooky season, and dress the inside of your store with cobwebs and fake spiders. We all know in-store theatre drives up sales, so why not push the boat out? You could even encourage your staff to dress up in Halloween costumes themselves.

£491m on Halloween– related goodies GlobalData

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retailer

store profile

time for a

change For retailer Bal Singh, refurbishing his 50-yearold store was a big investment and one to consider carefully. Having weighed up the pros and cons, Bal went for it and his new-look store is the talk of the town

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al Singh’s convenience store is a well-established sight on Keir Hardie Road, Stevenson, Ayrshire. Having been a lifeline for the local community for more than 50 years, the store has stood the test of time. However, the years had taken its toll and the store had begun to look dated and tired. With plenty of competition close by, Bal knew the pressure was on for him to transform his store: “I could see that the brand-new stores were starting to pull customers away from smaller stores like mine and I knew that if I didn’t invest in my store, it might not have a future.” When it came to planning the refit of the store, it was clear that it needed to be on a large scale as the store hadn’t been refurbished in the 50 years it had been open. “It was a big investment, so it needed lots of thought,” said Bal.

“My only regret is taking so long to refit the store. I wish I’d done it years ago”

“I had plenty of people offering me advice, telling me that the large-scale investment might not be worth it, but I knew it was the right time to make some big changes. I knew I had to deliver the wow factor.

New look

which has delighted the whole community. “There wasn’t a cash machine anywhere near and for those who struggle to get around, my new ATM is providing a real benefit,” he said. And, of course, when customers use the new machine, they tend to immediately spend in store, so it’s a win-win situation. Wanting to deliver more benefits to the neighbourhood, Bal also talked with a popular local bakery and has introduced new cakes, rolls and baked goods, as well as extending all of his ranges to take advantage of the increased shelf space. “I can’t believe how many more products I can now stock since we changed the layout,” said Bal. “The new design of the store means my customers can always find a choice of products

If your store is a lifeline to the community, it pays to stay open during a refit. Bal ran his store from the next-door chip shop so he could still provide shoppers with what they needed

And the wow factor is exactly what Bal has produced. Bal started from scratch with new lighting, flooring and shelving to create a bright, modern store that is spacious and packed with products. In fact, the only thing that remained during the refurbishment was the outside walls! Bal has introduced several new elements, including an ATM,

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store profile

to buy and the average basket spend has increased by around 40%, which is just fantastic.” While branded products are always popular with customers, Bal’s been able to extend his range of own-brand products. The selection of Lifestyle groceries and LSV energy drinks are particularly popular, with sales at an all-time high. “Own-brand products are brilliant for me,” says Bal. “Customers recognise the great value they offer and they love the quality of the products. Best of all, because they can’t get them anywhere else, it means they come back again and again, which is great news.”

Spoilt for choice

did you know?

The biggest sellers for Bal remain his Don’t overlook own brand. varied alcohol range, soft drinks, LSV flies out of Bal’s store confectionery and main grocery lines. and is a great point “So many customers can’t get to the of difference bigger supermarkets, so they rely on us to have exactly what they need. Now they’re spoilt for choice,” he laughed. “As a result, shoppers who used to grab one or two items are now filling their baskets and they’re coming more often. New faces are turning into regular shoppers and as word spreads about the store, new people are popping in all the time.” It’s not just about business for Bal. Situated in a residential area, the store proves to be a lifeline for the local community, especially for the many elderly shoppers who find it difficult to get to larger stores. While the new look for the store has given Bal and his business a boost, it’s also given the community a lift too. “My customers are delighted that I chose to invest in the store – they see it as their store, not mine, and that’s the most wonderful thing to hear.” 22

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ORAL CARE BRAND IN THE INDEPENDENTS CHANNEL & THE UK*

TOOTHPASTE SKU

IN INDEPENDENTS CHANNEL*

WHITENING TOOTHPASTE SKU

IN INDEPENDENTS CHANNEL*

*Source for all: Nielsen – Independents Channel & Total Market – Oral Care – Value Sales – MAT: 27.04.19

*42% of cups in addition to instant coffee

**Source: IRI/Kantar 52 w/e 29.12.18

trends

Fancy a brew?

As the temperatures cool down, help your customers warm up this autumn with these must-stock hot drinks

Instant coffee accounts for

50% of total

convenience coffee sales (IRI)

165m

Is your hot drinks range up to date? Check out the latest Plan for Profit guide by visiting planforprofit.co.uk

cups of tea are consumed every day in the UK

(Kantar Worldpanel)

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trends

Make your sales

sparkle

Hot on the heels of Halloween is another key date in the retail calendar. Bonfire Night offers a great opportunity for local stores to become the go-to for the community, offering everything customers need to make their night go with a bang

donâ&#x20AC;&#x2122;t forget Could you offer some helpful extras, such as torches, gloves and hand warmers, to help your customers stay safe and cosy this Bonfire Night?

donâ&#x20AC;&#x2122;t forget Stock up on pet treats for owners wanting to distract their furry friends

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Rules and regulations W

hen it comes to selling fireworks, there are strict rules and regulations that you MUST obey. Before you start, it’s essential that you carry out a risk assessment to ensure you have space in your store for fireworks. You’ll need a dedicated, lockable cabinet in both the sales area of your store and elsewhere in your store, such as a stock room. If you don’t have enough space, your application to sell fireworks will be rejected.

Applying for permission to store and sell fireworks You must apply for permission to store fireworks from your local trading standards service or fire authority. Some authorities operate a minimum eight-week turnaround time for new applications, so don’t wait until October or November to apply. If permission to store fireworks is granted, then you will be able to sell them within the following dates: n fi rst day of Chinese New Year and three days prior n Diwali and three days prior n between 15 October and 10 November n between 26 and 31 December. If you wish to sell fireworks outside of these periods, you must contact your local trading standards service (not fire authority), who will send you an application form for an ‘all year round 30

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sales licence’. There is a fee of up to £500 payable for this licence to sell fireworks outside of these dates. If approved, it is critical that you source a reputable fireworks supplier. They will be able to offer you advice on storage and provide you with display cabinets and other materials.

Age-restricted sales n You should not sell adult fireworks or sparklers to anyone under the age of 18. Adult fireworks include all fireworks, except party poppers, throwdowns, caps and novelty matches. n The age limit is 16 for F1 fireworks, which include caps, cracker snaps, novelty matches, party poppers, serpents, throwdowns and some sparklers. Make sure these products are all labelled category F1. n You must display an age warning notice to deter any underage people asking for fireworks. n It is illegal for anyone under the age of 18 to possess adult fireworks in a public place and offences should be reported to the police. n All staff must be properly trained and updated regularly on how to sell fireworks.

For more information on selling fireworks, download the ACS guide at acs.org.uk/advice

trends

These are just a few of the things you need to think about RECORD KEEPING You must keep a record of who you have bought fireworks from for the last 10 years. You must also keep a record of any other businesses you have sold fireworks to for the last 10 years.

CHOOSING THE RIGHT FIREWORKS Fireworks must be accompanied by the following documents: n the name, registered trade name or registered trademark of the manufacturer n a single postal address at which the manufacturer can be contacted. Where the information above can’t be specified on the product, it must be indicated in a document accompanying the pyrotechnic article. You must check that the fireworks are accompanied by instructions and safety information in a language that can be easily understood by consumers. If the fireworks are not considered to conform with ‘essential safety’

regulations, you are obliged to inform the manufacturer or the importer, and the market surveillance authority.

LABELlING You must check that all fireworks you sell are labelled with: n the name and registered trademark of the manufacturer or registered trade name n postal address of the manufacturer n the name, type and category of the firework n the registration number of the firework n the product, batch or serial number of the firework n instructions for use and safety information, including: age restriction and net explosive content of the firework.

DISPLAYING A STATUTORY NOTICE The statutory firework notice you display in store needs to state: “It is illegal to sell category F2 fireworks or category F3 fireworks to anyone under the age of 18”; and “It is illegal for anyone under the age of 18 to possess category F2 fireworks or category F3 fireworks in a public place.” Any old notices must now be removed and replaced.

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feature

Time for a Big Night In

The start of autu mn means one thing for convenience sto re retailers: Big Night In

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feature

hat’s it folks, summer is officially over. As darker evenings and cooler temperatures set in, summer barbecues and evenings spent in the garden are yesterday’s news and customers look for cosy nights in instead. From September, staying in becomes the new going out as customers choose to entertain at home or treat themselves, their families and friends to snacks and indulgent treats in front of the TV.

Season curtain-raisers The return of much-loved autumnal programming, such as The X Factor and Strictly Come Dancing, marks the beginning of this season. Savvy customers who are aware of the expensive couple of months that lie ahead as the festive period creeps closer will try to save pennies by cutting back and staying in during the lead-up to Christmas.

did you know? As a result, this creates a huge opportunity for retailers, with some research suggesting it’s one of the most popular shopping missions in the retail calendar. So, adjust your stock and store offering, update your in-store signage and store away the Slushie machines for the winter. It’s crucial that you stock up on Big Night In favourites, such as wine, beers and ciders, soft drinks, confectionery, hot and cold snacks, and sharing bags of chocolate and crisps. Here are our top tips and advice to help you prepare for your most successful Big Night In season yet.

Tell everyone Although the multiples are still a popular choice for shoppers when stocking up for a Big Night In, we know that convenience stores can really cash in on impulse purchases. Convenience retailers can

You can stock up for a Big Night In at the Unitas Wholesale Champion Brand event, which runs in depot from 7 to 27 October 2019

compete or even overtake the multiples by offering shoppers a focused range supporting themed promotions, such as the Unitas Wholesale Champion Brand Event (in depot from 7 to 27 October 2019). Use clear Big Night In themed displays and off-shelf displays, plus external POS and shelf edge tickets for maximum sales impact to build excitement and drive home what great products you have for your customers. Communicating with your shoppers is key to letting them know what’s on offer, so make the most of in-store communications, such as leaflets, signage and posters, and use your social media platforms to flag up all of your offers. Give shoppers a reason to come into your store.

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“

Stock up

Big Night In remains a huge opportunity for retailers, especially when it comes to impulse purchases. Many customers may do their weekly shop at the nearby supermarket but spontaneously head to their local convenience store to pick up a bottle of wine and some snacks on their way home for cosy nights in front of the TV as the weather gets cooler. Use in-store signage to cross-sell and remind your shoppers picking up their morning paper or some milk to stock up for that evening.”

Stuart Johnson, Retail Controller, Unitas Wholesale

retailer issue 55 2019

Make sure you keep your key Big Night In categories well stocked. Use any sales data you have from last year to identify previous bestsellers for this time of year and make sure you have them available. If a customer asks for a product you don’t currently stock, could you give it a try? Don’t forget your more healthconscious customers. As the festive period often comes hand-in-hand with excessive food and drink, many will be watching their purse-strings and waistlines beforehand, so stock up on a good range of healthier soft drinks and snacks to be sure you’re catering for all.

Get creative As you’ll have seen from the product pages over the last few issues, in recent

years there’s been a real appetite for new, innovative flavours and textures. Show that you’re keeping up with the latest trends and new product launches, and cater for all tastes by stocking up on the latest products. Head back to our product pages to see what’s new and what you should be stocking for autumn. And, while summer may have come to an end, the UK’s love for ice cream never ends. Sales of ice cream tubs and cartons bought for treating occasions have soared in recent years and ice cream continues to be a popular indulgent treat, even during the colder months. Again, think about more than just the classic strawberry and vanilla – though they are staples to have in your freezers – to make sure you appeal to all your customers’ tastes.

Maximise your profits with the Big Night In Champion Brands Event! Take advantage of exclusive deals on leading brands and enter our prize draw for your chance to WIN a Samsung TV worth ÂŁ500!*

Stock up at your local Unitas Wholesale member depot, for a full list of participating depots visit www.unitaswholesale.co.uk/events/championbrandsevent/ Offers available 7th â&#x20AC;&#x201C; 27th October

P14 Champion Brand Event Big Night In montage V2.indd 1

22/08/2019 14:38

Download the Plan for Profit app to view the latest Champion Brands Event deals and follow us at @PlanforProfitRetail and @Plan_for_Profit for the regular #ChampionBrandsEvent updates! *Full terms and conditions apply and are available at www.unitaswholesale.co.uk *Full terms and conditions apply and are available at www.unitaswholesale.co.uk

Champion of Independents and Champion of Brands

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Download the Plan for Profit app for free today and you can access: n core and extended range guidance na POR calculator – including cash POR value n t he latest brand-new products to launch n the online deal finder to find exclusive deals near you. So what are you waiting for? Visit the App Store or Google Play now and download the Plan for Profit app. Find out more at planforprofit. co.uk

he brand-new Plan for Profit guide came out in August, this time focusing on the essential Grocery and Non Food categories. This handy guide not only gives you advice on what products to stock but it also highlights the latest products your customers are likely to be looking for. Do you have your copy yet? If not, why not?

First of all, what is Plan for Profit? Plan for Profit is an invaluable guide for independent convenience retailers. It is designed specifically for you using invaluable sales data from the leading suppliers as well as a whole network of wholesalers to create an essential guide to the products that are proven to sell best in convenience stores. Packed full of stock advice tailored to make the most of every inch of space in your store, regardless of its size, the guide is a must-read for retailers. By following the advice on products, you can be sure that you are meeting the needs of your customers. As there are so many categories to cover, Unitas Wholesale produces three guides 40

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each year. The Impulse 2019 category guide launched in March this year, the Grocery and Non-Food categories in August and the licensed guide will launch in October 2019. The timing of these guides ensures you have the very latest stock advice for when you need it most.

So how will it help me?

How can I get my copy?

All the products listed in the Plan for Profit guides form your core range. This should provide you with the perfect starting point – if you stock everything in the guides, you will be providing what your customers want and need. Once you have the core range complete, you can then build on this to reflect your customers’ preferences, local products and new launches to really capture attention. In addition to core range and extended range guidance, the guide also includes expert advice, planograms and invaluable insight across key categories, including biscuits, hot beverages, cereals, cooking sauces, pet food and baby. There is also a section on the Lifestyle and Lifestyle Value own brands.

Printed copies of the Plan for Profit Grocery & Non Food category range guide are available in selected Unitas Wholesale member depots right now. There is also an online version of the guide, which can be accessed at planforprofit.co.uk and via the Plan for Profit app, which is available to download, free of charge, from Google Play or the App Store.

Don’t miss out! The Licensed & Tobacco edition of the guide will be released in October. Make sure you look out for it in depot, or via the app, so you can be sure you’re stocking the best products for the winter months and the festive period.

A Clean Win Keep up with consumers switch from powder to PODS today!

Over 66% of consumers buy Wet formats.*

Liquitabs are the fastest growing form in market +10%.**

Consumers love 3in1 PODs, over 50% of consumers come back to buy it again.***

Donâ&#x20AC;&#x2122;t get left behind. Stock up on PMPs today. * Based on Kantar Shopper Data for the UK, Laundry penetration (%) All retailers, data w/o July 15th, 2018 ** Based on Kantar Shopper Data for the UK, spend (ÂŁ000) on Laundry, All retailers, data w/o July 15th, 2018 *** Based on Kantar Shopper Data for the UK, repeat buyers (%) for P&G liquitabs within laundry category, in all retailers, data w/o July 15th, 2018 **** No1 liquitab based on IRI value and volume share, Laundry category, Total GB Major mults, P52W up to December 2017 ***** No.1 Non Bio brand by IRI value share Laundry category, Total GB Major mults, P52W up to July 2018

Always keep away from children. Learn more: www.keepcapsfromkids.eu

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Coughs and sneezes… … spread diseases. And with the season of colds and flu almost upon us, now’s the time to get prepared so you can deliver what your customers want when they need it most

he one thing that’s guaranteed every autumn is that plenty of customers will walk into your store with sore, red noses, coughing and sneezing as they get laid low by colds and flu. While this may not be great news for the health of you and your staff, it does mean you get to come to the rescue by stocking all the products they’re looking for plus, of course, your longer opening hours mean you’re likely to be open when they need you most. From cold remedies to paracetamol, cough syrup to throat sweets, customers who are feeling under the weather will rely on you and your store to have everything

they need, right on their doorstep. Over-the-counter (OTC) medicines is a distress-driven category, making it really important for independent retailers, particularly when you consider that the category is expected to grow even more in 2019 to reach sales of more than £715 million, according to IRI data.

Boost basket spend Encourage impulse purchases by asking a customer buying a cold remedy if they have tissues or lip balm. For those buying cough syrup, ask if they need medicated confectionery. And for those clearly feeling ill while doing their shopping, why not suggest chicken soup, cold drinks and

paracetamol for them to take away? You could even take it a step further and create a display of fresh lemons and honey alongside your cold and flu medicines for an alternative remedy.

All about the format Don’t overlook the different formats. Think about capsules, gels, tablets and syrups, as well as sachets of pre-dosed medicine for children. One area of the market that is showing considerable growth is children’s painkillers, with sales rising by 8% in the last year alone. Highlight your range of children’s medicines to show you’re catering for every age group.

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feature Stock up on the top sellers

have the right products When people are ill, they want something they can rely on. Typically, this means a branded product as the majority of shoppers view brand as the most importantÂ decision in the OTC medicines category. So, make sure you have brands clearly visible including Lemsip, Halls, Olbas, Lockets and Covonia, which are all bestsellers in the convenience channel.

CMY

Check out the latest Plan for Profit for your must-stock range

Remember that sales of painkillers should be restricted per customer and itâ&#x20AC;&#x2122;s not advisable to offer multibuys in this category.

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STOCK THE UK’S NO. 1 MALE * TOILETRIES BRAND PMP’S OFFER SHOPPERS

PRICE CONFIDENCE*

#1 LYNX

SHOWER GEL**

HELPING MEN FIND THEIR MAGIC SINCE 1985

*Nielsen – Male Toiletries (exc Blades & Razors) – Value Sales – GB Total Coverage – MAT: 16.04.2019 **Nielsen – Skin Cleanse – Value Sales – GB Total Coverage – MAT: 16.04.2019

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Have you got Christmas is the ideal time for you to be a lifeline in your community. From forgotten sticky tape to kitchen foil and batteries, your customers will rely on you to deliver just what they need at the crucial time

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festive

hile it might only feel a and putting up a Christmas tree. Playing few days since summer, festive music never fails to cheer up Christmas is creeping stressed customers. You could run a closer. Use the next couple Christmas raffle or competition too, of months to create your festive plan of donating the proceeds to a local charity. action so you deliver everything your Sweet success customers want and more. We all know that shoppers do their Christmas needs to come early for main festive shop at supermarkets, but retailers to maximise on its sales potential, convenience retailers can cash in on the so if you haven’t already, get a festive essential top-up shops of those keen to confectionery display up now in a avoid the crowded stores and shop close prominent position and place the to home. Be the store they rely on for bestsellers at eye level so shoppers those last-minute forgotten items and be can’t miss them. The benefit of selling open when they need you, from early confectionery lines early morning to late at night. Some is customers are more than convenience stores even open on likely to buy and then buy Christmas Day and Boxing again nearer the big day. Day when the Focus primarily on supermarkets are shut impulse lines, festiveand really reap the themed gifts and Now’s the time to get rewards. advent calendars, your displays of festive most of which are To make sure confectionery, chocolate and bought in the last your store is mince pies up and running as week of November, fabulously festive, customers will buy now and create in-store but it’s never too then buy again nearer theatre by putting up early to sow the seed to Christmas lights inside and out, in shoppers’ minds. hanging up decorations Stick with the main

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your

focus? brands and while it’s great to experiment with new products, a lot of customers will be looking for the tried-and-tested favourites, such as Maltesers Merryteaser Reindeer and Mini-Reindeer, now available in sharing bags. Confectionery crackers are always popular, both as a treat and as a stocking filler. It also pays to stock up on chocolate advent calendars as these are likely to fly off the shelves in the run-up to December, especially if you can offer them as part of a multibuy deal. For stocking fillers and gifting, the sweetie tube format remains popular, with M&M’s, Galaxy and Maltesers launching last year, along with Cadbury Fudge. And your Christmas gifting range isn’t complete without selection boxes. Go for Galaxy, Maltesers or Snickers for grown-ups and the smaller M&M’s & Friends or Mars & Friends selection boxes

for little ones. And it goes without saying that Cadbury selection boxes are a must-stock. For other novelty offerings, why not excite your customers with the Galaxy Giant Bar? According to Mars, it provided 56% incremental sales in the category last Christmas. It’s important not to forget the classics that customers will expect to find in your store: Cadbury Roses; Heroes; Quality Street; Celebrations; and Haribo. Make sure you have plenty of stock for when the rush hits and you’ll cash in with a category that grew by £6 million last year.

Go premium Christmas is the ideal time for customers to push the boat out. Whether it’s for a traditional treat, such as a bottle of Baileys, or a special bottle of wine for Christmas Eve, customers are more likely to treat themselves and others. Make sure you offer a great range of premium spirits and wines for those looking to gift too. A quality bottle of wine always makes a great gift, so display bottle bags and bows to complete the purchase, and offer customers advice if they look stuck

for ideas. Bottles of prosecco and champagne will be popular at this time, so offer a range catering for different price points, both chilled and on the shelves. Spirits are also a favourite during the festivities, with brands likely to soar in sales. Limited edition bottles are always popular, particularly for flavoured vodkas and gins. Make sure you offer mixers to match your range and don’t forget the ice and fruit garnishes.

Tasty treats Biscuits play a key role at Christmas as people love a tin of them to put out for guests or to share with family while watching a Christmas film. It’s a time to indulge, so make sure your range includes luxury biscuit tins from the leading brands. It’s also worth flagging them as a gifting option – new McVitie’s Milk Chocolate Digestives Postbox Tin is spot on. New products from McVitie’s include White Chocolate Digestive Nibbles in a sharing pouch format perfect for nights in. And don’t forget the savoury biscuits for festive cheeseboards. Nothing says Christmas more than mince pies and it’s another product

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did you know? Grocery shoppers spend billions in the weeks running up to Christmas, so make sure you’re well-stocked up on festive essentials

that it’s never too early to get on your shelves as customers will make repeat purchases. These days there are all sorts of variations on the classic pie, so try and provide as much choice as you can, including homemade if possible. Make plain and decorated Christmas cakes the focus of this category, alongside stollen, mince pies and cake bars – festivethemed and those using seasonal ingredients and flavours will be popular for snacking and Christmas lunchboxes. Cross-merchandise with hot drinks, including hot chocolate – look out for limited edition seasonal flavours like mint, orange and white chocolate – as well as tea and coffee, and even mulled wine.

Snack-tastic Crisps are always a staple at this time of year. Sharing bags of crisps are essential for entertaining and for those shoppers looking for snacks to take to parties or indulge in at home. Make sure you shout about any offers you have on snacking products, and display them prominently on gondola ends and in dump bins. Go nuts with nuts too. Classics such as peanuts and cashews are essential and go premium with pistachios, almonds, brazil nuts and walnuts, and flavoured variants.

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Drink up Do you have a wide range of soft drinks on offer? This is a crucial category that, like confectionery, can generate great sales. It’s important to have cola and lemonade, but remember the tonic, soda and sparkling waters, ginger ale and flavoured lemonades, such as raspberry. Dare to be different and cater for those looking for a more indulgent soft drink that is different from what they usually have: upmarket cordials like elderflower and ‘grown-up’ drinks such as J2O, Appletiser and Schloer. People buy soft drinks for various reasons, so have a variety of pack sizes and formats to cater for all shopping missions. Try and source a few products that shoppers can’t get at the multiples to make your store stand out and boost sales. Shoppers will start to stock up from the beginning of November, so make sure you have enough products to keep up with demand. Make sure you’re cross-merchandising too, for example, putting mixers alongside their alcohol partner, and creating a display of soft drinks, snacks and chocolates.

Don’t forget the essentials Help make sure your customers don’t forget a thing by crossmerchandising throughout the store and ensuring you have a steady supply of essentials including batteries – Lifestyle own-brand batteries offer great quality at a great price, crucial when people need so many for toys – cranberry sauce, tin foil, Sellotape, milk and bread. Availability is vital for retailers to make the most of festive sales, so make sure your key items are well-stocked and everyone will have a merry Christmas. Maximise on those late sales by creating a standalone display in the week before Christmas that has all the last-minute items customers typically forget. Include: n bread n milk n gravy n cranberry sauce n tin foil n soft drinks n festive-themed confectionery n batteries n matches n Sellotape n wrapping paper n gift tags n bottle bags n pet food n newspapers.

WHY STOCK SUGARFREE ALONGSIDE ENERGY? TO GIVE SHOPPERS WHAT THEY WANT.

250ML RED BULL SUGARFREE NO.1

NO.1

LOW KCAL S&E SKU

NO.1

SINGLE SERVE SOFT DRINK SKU

355ML RED BULL ENERGY

355ML RED BULL SUGARFREE These shoppers are health conscious who may be new to the Category. Aged between 25-34 and mainly female, this new SKU will encourage them to trial.

NEW

355ML LOW KCAL SKU

NO.2

355ml shoppers trade up to larger sizes to support their busy lifestyles. They are typically older and mostly male.

BIG CAN ENERGY SKU

473ML RED BULL SUGARFREE Target shoppers who are looking for value for money while also looking for a healthier option. Aged between 18-24 and lowmid affluence, this new SKU will encourage them to trial.

250ml shoppers are looking to energise their everyday lives. They are the broadest group, typically between 18-35 and 50:50 male to female split.

473ML RED BULL ENERGY

NEW

BIG CAN LOW KCAL SKU

NO.3

473ml appeals to those looking for more value for their money. They are typically younger and mostly male.

BIG CAN ENERGY SKU

Stock side-by-side in all 3 sizes to offer your shoppers the choice they demand.

SOURCE: IRI TOTAL UK, MAT 18/02/17.

Sugarfree shoppers are the most health-conscious. They are usually a bit older with a 60:40 female to male split.

250ML RED BULL ENERGY

feature Shoppers make

1 bn

The

Right

choice

orth more than £6 billion per year, on-the-go food and drink is a huge opportunity for convenience store retailers, but to make the most of it, you need to get it right. From operational costs to space available, staff training, food hygiene, level of investment and management, we know there’s a lot to consider, so here’s our ‘good, better, best’ guide to on-the-go food and drink. Get ready to brew up and cash in. *IGD Retail Analysis and Shopper Vista research/Allegra 2018

trips to convenience stores each year in the UK*

With sales of on-the-go food and drink at an all-time high, are you getting your offer right?

Good Ideal as an introduction to on-the-go or if you have a small store, this is a relatively low-risk and low-cost way to bring in on-the-go food and drink. Offering coffee, slush and microwavable items that customers can consume immediately, this is a great way to stand out from your local competition and become a destination store for coffee and impulse products. This solution can be fitted on an existing counter or as a standalone unit. It must be highly visible and easily accessible for customers to encourage them to grab and go.

14 in

UK adults purchase on–the–go food and drink on a weekly basis* issue 55 2019

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The top three categories on–the–go shoppers want in a meal deal are

45% 43% 39%

*IGD Retail Analysis and Shopper Vista research/Allegra 2018

crisps

21%

of shoppers at transient stores and

13%

at neighbourhood stores state that on–the–go food and drink is their main mission* 52

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soft drinks

Better The ‘better’ option is a mid-level solution to make the most of the growing on-the-go food and drink opportunity within the convenience sector. This consists of a more advanced freestanding hot food and drinks unit with an increased amount of counter-top, hot food options. Something to bear in mind is that with choosing this option it may require some minor or more substantial store alterations to an existing store layout.

hot savoury pasties*

*UK Food-to-go market report 2018, MCA

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did you know? Customers will spend more on food-to-go and hot drinks if a meal deal is on offer

Best The top-level, on-the-go in-store offer should be located in a prominent position, offering drinks and ‘time of day’ meal solutions. It’s ideal for a store offering extended opening hours and parking, as well as free-to-use ATM, parcel service and lotto. The coffee solution will be the best, with a 54

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slush solution in addition. The food service will be provided by a dedicated food company or a local baker as a concession, while other options, such as ready meals, biscuits and cakes, should be dual-sited and located in close proximity to the on-the-go offer. Another option would be the serve-over proposition, which takes

advantage of new and existing food and drink opportunities locally. This option provides a solution for ‘time of day’ meals and should offer products ranging from hot breakfasts and drinks through to pizzas, sandwiches, salads and snacks. These should be provided by a dedicated food company or local baker as a concession.