SLR March 2020

MARCH 2020 | ISSUE 203

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Home delivery can add £10k to weekly sales

SGF CRIME SEMINAR MARCH 2020 | ISSUE 203

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MAKE A MINT IN MAY

The menthol ban in May opens up a world of opportunity for retailers as 26% of smokers look for alternatives.

Full report

+

ENERGISING DECADE

Energy the fastest growing segment for a decade

VAPRIL

Cash in on the annual vaping fest

SWA ACHIEVERS

All the winners from the big night

‘Local Heroes’ – SLR launches a new local sourcing campaign! p44

S IE EN TR OP EN W NO

SCOTTISH RETAIL FOOD & DRINK AWARDS 2020

The Scottish Retail Food & Drink Awards

A unique new celebration of the very best food and drink available in all Scottish retail outlets with a single vision: to get more of Scotland’s outstanding food and drink onto more Scottish shelves.

MEDIA PARTNERS

SPONSORS

PARTNERS

Edinburgh, October 2020 www.scottishretailfoodanddrinkawards.com

March 2020

Contents

Contents ISSUE 203

NEWS p6 p7 p8 p10 p11 p20 p22 p24

Vaping The source of a number scare stories is found to be scientifically flawed and withdrawn by its publisher.

Crime The SGF’s latest Retail Crime Report uncovers a shoplifing ‘pandemic’.

Business Rates MSPs vote to retain the Uniform Business Rate and the Small Business Bonus.

New Stores Greens of Ellon officially opens, five months after Eros Retail took on the former Costcutter site.

News Extra Scottish Budget Income tax freeze and below-inflation poundage rise are good news for retailers.

Product News Coke calls on retailers to help tidy up as KP Snacks launches a major new promotion.

Off-Trade News Tennents sustainability efforts are praised and Gordon’s looks to lemons for its latest launch.

Newstrade NFRN warns that Menzies’ latest carriage charge hikes are threatening livelihoods.

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INSIDE BUSINESS p25 Research Digest Convenience could see its share of the food-to-go market fall over the next three years. p26 Symbol Spotlight Since joining forces with the Co-op, Nisa has been helping independent retailers flourish in Scotland. p28 SGF Crime Seminar Could greater cooperation provide an answer to the problem of retail crime? p31 SLR Rewards The entry deadline has passed, so it’s time for the judging process to commence. p32 Bestway Retail Development Programme The initiative has been helping retailers operate more profitably for almost 20 years. p34 Retail Tech One Scottish company is helping retailers deliver up to £10,000 of additional incremental weekly sales. p42 SWA Achievers The cream of the Scottish wholesale industry was celebated at a glittering bash in Edinburgh. p44 Local Heroes SLR unveils a new campaign urging retailers to champion locally sourced products. p46 Hotlines Cadbury builds on the success of its Darkmik brand with two new products. p62 Under The Counter Give him a chance to mention Diego Maradona, and the Auld Yin is in there faster than Peter Shilton can shout “handball”.

FEATURES p32 Bottled Water The category is buoyant thanks to innovation and commitment to tackling sustainability concerns. p48 Sports & Energy Consumers’ fascination with the category shows no sign of waning. p52 Vapril This year’s event takes on added significance with the 20 May menthol ban looming. p56 Confectionery The big players try to outdo each other with a raft of newly released products. p60 Big Night In The big night in opportunity is a great chance to build bigger basket spend.

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ON THE COVER p14 Menthol Ban There are plenty of options available to retailers who want to keep their menthol-smoking customers happy after 20 May.

MARCH 2020 | SLR

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News VAPING Widely quoted report retracted by authors

Women in Wholesale founder makes Power 50 Elit Rowland, founder of Women in Wholesale, has been named in the 2020 Power 50 awards: a roll call of 50 powerful executives in the UK – who work part-time or flexibly. Rowland has helped reduce the number of women who say the lack of flexibility in the wholesale sector is their biggest barrier to progression from 53% to 11% in two years.

The awards were compiled by consultancy Timewise.

Bestway enhances online shopping experience Bestway Wholesale has updated its digital platforms to improve its customers’ online shopping experience. The changes include improved product search, better web speed and easier multi-buy shopping. Product recommendations are also now shown to customers, based on their basket and using data from

Key article linking vaping to heart attacks retracted A widely cited article on vaping’s alleged links to heart complaints has been retracted by its publishers.

‘Electronic Cigarette Use and Myocardial Infarction Among Adults in the US Population Assessment of Tobacco and Health’ by Dharma Bhatta and Stanton Glantz had fuelled widespread fears in the international media since its publication in June 2019.

Vaping commentator and university professor Brad Rodu asked for a retraction on the grounds that the study didn’t say if its subjects had heart attacks before or after they started vaping.

Subsequent analysis showed that – of the 38 patients in the study who’d suffered a heart attack – most had it an average of 10 years before they’d picked up an e-cigarette.

The study’s publisher, Journal of the American Heart Association, is now concerned that its conclusion is ‘unreliable’. As a deadline for the authors to provide additional information was missed, the journal has formally retracted the study, effective immediately.

John Dunne, spokesperson for the UKVIA, welcomed the news: “Quality, peer-reviewed science consistently

demonstrates the public health potential of vaping, while studies that reach unreliable conclusions such as this one risk keeping people smoking cigarettes.

“The duty now falls to those in the media, who have given this research and its authors a platform, to make their own urgent retractions and corrections.”

other customers’ purchases.

One Stop renews partnership with PayPoint One Stop and PayPoint have announced the renewal of their 25-year-long partnership.

With the service integrated into One Stop’s EPoS system, its 800 stores process millions of PayPoint transactions every year.

Jonny McQuarrie, Managing Director for One Stop, commented: “We strive to offer the best services for all our customers and our partnership with PayPoint allows us to do exactly that.”

Salford lad loses gantry A Salford-based tobacco trader has had his gantry removed

by Imperial after violating the Tobacco and Related Products Regulations 2016, and he will no longer receive any sales support from the manufacturer.

Mr Brooks, of Pendlebury News, Bolton Road was convicted by magistrates for possession of counterfeit tobacco. A raid by local Trading Standards resulted in Brooks being ordered to pay

CHARITY Charles Wilson visits Glasgow

TRADING

Booker boss kicks off GroceryAid Presidency with Scottish event

Grocery sales ‘muted’, says KPMG

Having taken over as President of GroceryAid in January, Booker boss Charles Wilson attended his first official engagement on Tuesday 11 February in Scotland.

Joining Peter Steel and Jim Harper, co-chairs of the industry charity’s Scotland branch, he hosted an invitation-only dinner at The Corinthian Club in Glasgow for over 20 Scottish industry figures including SLR’s Publishing Director Antony Begley – a Groceryaid Scotland committee member.

Many of those attending were completely unaware of the charity’s services and – following an overview by GroceryAid’s Fundraising Director Jane Hill – there was much discussion as to how to spread the word further within the Scottish industry.

Peter Steel, co-chair of GroceryAid’s Scotland Branch, commented: “Too many colleagues working in the trade in Scotland – across manufacturing, distribution,

wholesale and retail (multiple, coop and independent) don’t know about the wide range of support they can access through GroceryAid. This evening allowed us to engage leaders in the Scottish trade in helping to spread the word.”

Commenting on the night, Charles Wilson said, “GroceryAid is supporting thousands of people from across our trade. The team in Scotland are doing a fantastic job and the evening helped build awareness and provided great support for GroceryAid.” To find out more about the work of GroceryAid in Scotland please get in touch at news@groceryaid.org.uk.

UK retail sales in January were flat on a like-for-like basis from January 2019, when they had increased 1.8% from the preceding year.

That’s according to the latest BRC–KPMG Retail Sales Monitor, which covers January 2020.

Over the three months to January, Food sales decreased 0.1% on a like-for-like basis and increased 0.6% on a total basis. This is below the 12-month total average growth of 1.2%, the lowest since February 2017.

Over the three-months to January, Non-Food retail sales in the UK decreased by 1.5% on a like-for-like and 1.3% on a total basis.

This is in line with the 12-month total average. For the month of January, Non-Food was in slight growth year-onyear.

total costs of £3,449.60.

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News CRIME Authorities have ‘lost their grip’ on problem

SGF Retail Crime Report reveals shoplifting ‘pandemic’ Convenience stores in Scotland continue to bear the brunt of retail crime. That was the clear message from the Scottish Grocers’ Federation as it launched its Retail Crime Report 2020 at its annual retail crime conference (6 February – see p28 for a full review of the day’s proceedings).

The report was based on a survey of 500 stores. One hundred per cent of respondents had experienced shoplifting in the previous twelve months, with a massive 98% experiencing shoplifting daily.

This is consistent with previous SGF reports and shows shoplifting is now essentially a pandemic which neither Police Scotland nor the judicial system are dealing with anywhere near adequately.

The crime report also shows that requests for identification in

relation to age restricted products and a refusal of sale continue to be the main triggers for abuse and assault towards staff in-store. This comes as the Scottish Parliament is considering new legislation which aims to give shop workers additional legal protection.

SGF Chief Executive Pete Cheema said: “Our new report – which is now backed up by five years’ worth of evidence – shows that shoplifting is now essentially out of control and the authorities have simply lost their grip on it. Overall this is contributing to a

very stressful working environment for staff. There is an ever-growing list of legislation which has to be enforced and policed by staff in-store and this must be taking its toll on health and wellbeing. The Protection of Workers Bill currently before the Scottish Parliament is a step in the right direction and we urge MSPs to support it.”

Cheema also pointed out that neither the Scottish government nor Police Scotland collect any data on retail crime, something he described as a “shocking and unacceptable situation” which has undoubtedly contributed to a lack of effective action on this major problem.

The Scottish Parliament Economy Committee is currently taking evidence on the Protection of Workers Bill. SGF gave evidence on 3 March.

Plenty of twenties The Bank of Scotland, Clydesdale Bank and Royal Bank of Scotland all launched new polymer £20 notes around the start of March. The notes feature the latest anti-counterfeiting measures including clear windows, holographic foil, iridescence, raised print, microtext and UV printing.

Further details can be found on The Committee of Scottish Bankers’ website (bit.ly/2V0knRX).

Flower power: Spar supports Marie Curie Spar stores are selling bunches of fresh daffodils in support of Marie Curie and its 2020 Great Daffodil Appeal. Bunches are on sale at £1 for the duration of the flower season. Ten pence from the sale of each bouquet will be donated to the terminal illness charity. Hundreds of Spar stores will be supporting Marie Curie’s Great Daffodil Appeal with a host

CRIME Three teens charged after vicious attack

Racist gang hospitalises retailer An Edinburgh retailer required hospital treatment after he and his brother were subjected to a racially motivated attack outside their Day-Today store on Thursday 23 January.

Nadeem and Mudassar Akbar were set upon by a gang of around 20 teenagers armed with crowbars and a kitchen knife in the car park of the Hay Convenience Store in the Niddrie area of the capital around 6.55pm.

Nadeem, 49, was left with a gaping head wound after being struck with a crowbar, while Mudassar, 38, was punched repeatedly in the face.

The cowardly attackers, who shouted racist obscenities at the pair, fled when a local resident intervened.

Three teenage boys, two 16-year-olds and one aged 15, have been charged in connection with the incident, which police are treating as a hate crime.

The brothers only took over the store five months ago.

Mudassar said the youths had been responsible for a string of incidents over the last two months that included racist abuse, shoplifting, intimidation and vandalism.

Both men are NRFN members and the Federation responded angrily to news of their ordeal.

National President Stuart Reddish commented: “These incidents of attacks against independent retailers going about their business in their local communities is happening far too often.”

of in-store activities.

Retail egg market grows by 50% in 10 years Retail egg sales have grown by more than 50% since 2008, according to the latest data issued by British Lion eggs.

Following 13 years of growth, research found that 2019 sales volume rose by 3.4% on the previous year to 6.6bn eggs, equating to additional sales of around 220 million eggs. Eggs sales value also saw positive growth of 2.5% in 2019, to a total value of around £942m.

MULTIPLES

New boss for Belu

CMA demands action after Tesco blocks rival stores

Natalie Campbell has taken

The Competition and Markets Authority has called on major supermarkets to show they’re not stifling competition after finding Tesco has been unlawfully stopping rivals from opening shops near its stores.

Tesco will now end these anti-competitive restrictions, after the CMA intervened.

The watchdog first discovered Tesco had been preventing landlords from letting property to other supermarkets in 2018. This may have reduced competition and is unlawful under the Groceries

ethical bottled water supplier

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Market Investigation (Controlled Land) Order 2010.

After this initial discovery, Tesco found a further 22 breaches and has now agreed to take remedial action for all affected land agreements.

The CMA will monitor Tesco’s progress and may take formal enforcement action if further breaches are found. It is also writing to all other supermarkets bound by the Order (Waitrose, Sainsbury’s, Asda, Morrisons, M&S and the Co-op), asking them to show their land agreements are not in breach.

over as Chief Executive of Belu. Campbell is an awardwinning social entrepreneur, author and co-founder of A Very Good Company – a global social innovation agency. She is currently a Civil Service Commissioner and on the board of LEAP, the Mayor of London’s economic action partnership.

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News BUSINESS RATES Holyrood removes controversial Green Party amendment from rates legislation

Britvic in sustainabilitylinked financing deal Britvic has agreed its first sustainability-linked credit facility, allowing it to borrow up to £400m over the next five years while linking the margin of the facility to its sustainability goals. The facility is linked to the progress Britvic makes against three sustainability targets, which it has committed to reach be 2025. The better Britvic performs against these targets, the further the margin will reduce.

Tesco move puts 1,800 jobs under threat Tesco has announced a restructure of in-store bakery operations that will result in 1,816 roles being put at risk of redundancy. Shopworkers’ union

MSPs step back from brink on Business Rates The Scottish Parliament has voted to retain both the Uniform Business Rate and the Small Business Bonus.

An amendment from Green Party MSP Andy Wightman to an otherwise uncontroversial Bill on Non-Domestic Rates had threatened to abolish both the national poundage rate and nationally set reliefs.

On 4 February 2020, during the final Stage Three debate on the Bill, MSPs backed a government amendment which stripped the Wightman amendment from the Bill

and restored the Uniform Business Rate and the Small Business Bonus.

Scottish Grocers Federation welcomed the decision. It’s Head of Public Affairs John Lee said: “This amendment was an unprecedented double whammy for retailers,

particularly the thousands of local shops who benefit from the Small Business Bonus.

“We have worked intensively with the other key trade bodies in Scotland to ensure Parliament was fully aware of the real consequences and real impact on our members. We are delighted that MSPs have stepped back from the brink.”

Eighty-four per cent of local shops currently benefit from the Small Business Bonus, 53% of whom are reliant on the scheme to trade.

Usdaw will enter into collective consultation with Tesco to consider the business case for these planned changes.

Usdaw commented: “This is devastating and upsetting news for our members who work in the

SYMBOL GROUPS CSG competition snares love-struck shoppers

Costcutter shares the love

bakery operations.”

Walmart in talks to sell stake in Asda Walmart is in discussions with a “small number of interested parties” – understood to be private equity firms – to sell a majority stake in Asda. The move comes almost a year after the CMA blocked Asda’s proposed merger with rival multiple Sainsbury’s. It is thought Walmart seeks to retain a minority stake in Asda, which it bought in 1999 for £6.7bn.

English MP raises crossborder DRS concerns An MP has called on the UK government “to ensure consistency with Scotland” during a Westminster debate about a Deposit Return Scheme in England and Wales.

Mark Pawsey said: “Britvic, which produces soft drinks in my constituency, says that it will otherwise need two separate stock units, one for Scotland and one for England and Wales,

APPOINTMENTS

Buchanan bolsters SGF team Jamie Buchanan, formerly of CJ Lang & Sons, is working with the Scottish Grocers Federation on a consultancy basis.

SGF said the move would allow it to further develop relationships and partnerships with key suppliers and industry stakeholders within the sector.

Commenting on the news, SGF boss Pete Cheema said, “Jamie has over 30 years’ experience in the convenience sector, therefore he will bring a wealth of knowledge and experience to the Federation. We are delighted to welcome him on board.”

Jamie Buchanan added: “Given the significant challenges facing our sector at this time, I am excited by the opportunity to provide support to the SGF and its members, and look forward to working closely with our expanding support base in the coming weeks and months.”

Costcutter Supermarkets Group (CSG) shared the love for Valentine’s Day with a new ‘Spin to Win’ competition to help engage shoppers online and drive footfall into stores.

Part of CSG’s programme of customer experience-based marketing and gamification, the #ShareTheLove Spin to Win competition ran from 7 to 16 February. Customers could to win Valentine’s themed prizes, including prosecco, chocolates and cinema tickets, and could also download inspiring recipes and check out offers on last-minute gifts in store.

The competition was supported via CSG’s social channels, including targeted social advertising and the group’s instore radio.

which does not make sense.”

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Time to Make the Change to Costcutter Peter Juty, Costcutter Meopham

It’s time to make the change from operating on your own, to having the expert help and support required to grow your business.

Unique Shopper First insights to tailor your store to attract new shoppers Fantastic support with the best BDM to store ratio in the sector Amazing range, including Co-op Own Brand products n Unmatched commercial terms including a rebate of up to 6%

Time to ! e g n a h C e h t t e k c o P Peter Juty joined Costcutter in late 2019 and has already grown his sales by 15%

join our thriving community of independent retailers Y To get in touch at www.freshstart.costcutter.co.uk

News STORE OPENINGS The Eros Retail empire expands

Mills, Hill and Rascal complete Barcode line-up GroceryAid has announced that Dizzee Rascal, Becky Hill and Scott Mills will join Bastille in the final line up for the industry charity’s Barcode Festival 2020.

Following the success of last year’s event, the festival has changed venue to Magazine in London, where over 3,500 grocery colleagues will celebrate the grocery industry. All of the proceeds will go to GroceryAid to help those in need.

Veganuary victory for Nisa Overall sales of vegetarian and vegan lines are up almost 30% year-on-year in Nisa stores. This trend is expected to continue following the introduction of the Co-op’s new plant based GRO range; over 1,900 partners have so far bought into it since its arrival in January. Nisa’s top five GRO sellers are the falafel and houmous wrap, chilli con nachos, creamy coconut cauliflower curry, Kashmiri spice pizza and the Incredible burger.

Certas Energy in tie-up with Point Four Fuel and lubricant distributor Certas Energy has concluded a deal with EPoS specialist Point

New-look Greens of Ellon opens doors Greens of Ellon has officially launched, five months after Eros Retail took on the former Costcutter site.

Sustainability, zero waste and local suppliers are three key focal points for the store. To move away from single use plastics, it features wall dispensers housing a selection of nuts, grains, pulses, fruits and seeds.

The store also boasts a local butchery counter and a bakery, ensuring local suppliers have a prominent place, something Eros boss Harris Aslam said shoppers at the store are keen on.

Harris acquired the store last August; he and his team then spent time getting to know it and its customers before making changes.

He said: “We have found out what works really well here as well as what doesn’t. Shoppers are quite affluent and they like the local suppliers; the local butchery has always worked very well.”

Local zero-waste supplier Bare is collaborating with Eros and the

in-store zero-waste dispensers are branded “Bare @ Greens”.

Next steps include a BrewDog partnership that will let shoppers self-dispense beer into their own containers.

Harris said: “A lot of people are still treating zero waste initiatives as a fad and trying to capitalise on it, but I believe this is the future and it is simply going to grow and grow.

When it comes to the zero-waste station, we have a better price point than the supermarkets because we don’t have the packaging costs to add in.”

The introduction of ice cream and a desserts range have also been well received by shoppers, as has a Skwishee machine and vape store.

The store has almost halved in size down to 3,500sq ft; the consolidation has enabled Harris to focus on the most important areas.

“We have made the store considerably smaller, but we have added more in by innovating and ensuring the needs of our customers are addressed. I think it is going to be one of those stores that will need constant innovation and we will look forward to that challenge.”

Four that provides Gulf Dealers with latest technology EPoS and Point of Sale Solutions. Point Four’s next generation software opens up additional revenue opportunities for forecourt retailers in areas such as online ordering and click & collect, home delivery, self service, self scan and digital media.

Müller moves aside Patrick Müller, boss of Müller Milk & Ingredients (MMI) has stepped down from the role after a two-year period. Müller will continue to lead Müller’s home delivery business Milk & More as CEO, becoming co-owner, and will also devote more time to his own family business where he holds board roles. Jon Jenkins, formerly CEO of Allied Milling and Baking, is already in post as

SUSTAINABILITY Barr’s signs green energy deal

Irn Bru: made in Scotland using wind power Barr Soft Drinks will power its operations across the UK with fossil fuel-free electricity following a new deal with Swedish energy group Vattenfall.

The 10-year contract will provide 100% renewable electricity to Barr’s factories in Cumbernauld and Milton Keynes, as well as regional sites in Bolton, Forfar, Newcastle, Sheffield, West Midlands and Manchester.

Vattenfall’s UK wind farms will supply Barr’s with 22GWh per year – the equivalent electricity used by 6,000 UK homes annually.

Barr’s boss Roger White said: “We’re always looking for new ways to innovate and we’re excited to work

with Vattenfall, who specialise in doing things differently. Introducing 100% renewable electricity across all our UK sites is a big step towards reducing our carbon footprint and delivering our ambitious sustainable business goals.”

Danielle Lane, Country Manager at Vattenfall UK, added: “Our goal is to give our customers a life free from fossil fuel and we are delighted to provide AG Barr with a long-term supply of home grown renewable energy. We are seeing more and more companies looking to secure fossil free power for their business as they work towards net zero carbon emissions.”

SYMBOL GROUPS

Nisa’s Category Talks sell out A new addition to the agenda for Nisa’s annual exhibition is a huge hit with retailers.

The Category Talks, which have been introduced to the two-day event for the first time, sold out within just a week of being launched and a waiting list is now in operation to ensure as many partners as possible can benefit.

In total 12 sessions will be held across the two days, offering Nisa partners the opportunity to glean valuable advice and insight into two key categories.

Müller’s replacement at MMI. KEEP UP WITH THE LATEST NEWS AS IT HAPPENS – FOLLOW US ON TWITTER @SLRMAG

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Scottish Budget

News Extra

NewsExtra WIN WITH THE BIG NIGHT IN – P60 SCOTTISH BUDGET Income tax freeze and below-inflation poundage rise are good news

Scottish Budget yields positive results for retailers The stushie surrounding the downfall of former Finance Secretary Derek Mackay threatened to overshadow what turned out to be a decent Scottish Budget for the convenience sector.

The Minister for Public Finance and Digital Economy Kate Forbes delivered the Scottish government’s budget statement to Holyrood on 6 February in the wake of Finance Secretary Derek Mackay’s sudden resignation.

A subsequent agreement with the Greens, giving under-19s free bus travel, means the budget is certain to pass into law.

The budget was generally favourable towards retailers, with good news on income tax and rates. The extra £18m towards police services that the Greens also wrung out of the SNP during their horse-trading will also be welcomed.

There will be no increase to any of the rates of income tax this year and no Scottish income taxpayer will pay more income tax in 2020-2021, on their current income, than they do this year. The Scottish Government will increase the basic and intermediate rate thresholds by inflation. This, it says, will protect the lowest and middle earning taxpayers. Higher and top-rate thresholds will be frozen.

Forbes said Scotland had the most competitive business rates regime in the UK, with the lowest Basic Property Rate (poundage).

This will be 49.8p for 2020-2021: a below-inflation increase for the second consecutive year.

Properties with a rateable value (RV) above £95,000 will continue to be charged the Higher Property Rate (formerly the poundage plus the Large Business Supplement) of 2.6p plus the poundage. www.slrmag.co.uk

Properties with an RV of between £51,000 and £95,000 will now only be charged an additional 1.3p on rates on top of the standard poundage.

The Scottish Government said the introduction of this Intermediate Property Rate will improve the progressivity of the system and reduce rates liabilities for around 9,500 medium-sized properties by 1.3p, or 3%.

Forbes said the Scottish Government’s measures would ensure that over 95% of properties pay a lower poundage than they would in other parts of the UK. The Minister was pleased that “sense has prevailed” and Parliament supported the Scottish Government, the business community and COSLA in approving the NonDomestic Rates Bill. Passing of the Bill means that businesses will continue to benefit from the Uniform Business Rate and the Small Business Bonus.

“The Bill supports growth, it improves the administration of the system and it increases fairness for ratepayers,” she added.

As retailers are no doubt well aware, the National Living Wage rate increases by 6.2% to £8.72 per hour from April, and Forbes said the Scottish Government will continue to pay and “promote” it.

The budget also saw the introduction of a new 100% relief for Reverse Vending Machines from 1 April 2020, which the Scottish Government said will

assist retailers in the context of the Deposit Return Scheme and supporting efforts to tackle climate change.

This move fell under what Forbes described as “significant investment in our response to the global climate emergency”. Other measures include continued activity to phase out new petrol and diesel cars and vans in Scotland by 2032.

Furthermore, the Scottish Government will support uptake of zero emission vehicles by expanding electric vehicle charging infrastructure across the country and initiatives such as its Low Carbon Transport loan, which will include used vehicles for the first time.

As part of a £15bn health and care package, there will be an increase of nearly 60% in funding to reduce harm from alcohol and drugs, including support for the work of the new Drugs Deaths Taskforce.

In a preliminary response to the budget, Scottish Retail Consortium Director David Lonsdale said: “After tough trading conditions in 2019, retailers will feel cheered by some of the positive announcements in this Scottish Budget. The Scottish Government have clearly listened to the SRC’s concerns: keeping rises in the headline business rate poundage down, protecting ordinary workers from increases in income tax rate rises, and making tangible progress on reducing the burden of the large business supplement.”

Convenience Matters with the SGF Two things in life are certain: death and taxes.

In a similar vein, another certainty for retailers is everincreasing staff costs. The Prime Minister has already signalled his acceptance of the recommendation from the Low Pay Commission that the National Living Wage (NLW) should rise to £8.72. The headline figure is worrying enough but as ever it doesn’t tell the real story.

For three years now SGF has been involved with the University of Stirling on a small project to try to more fully assess the impact of the NLW. This includes a model which considers the key cost variables affected by changes in the rate. From this we can see that the true cost of employment for convenience retailers will actually be £12.76 per hour.

Almost 80% of staff in c-stores are in the age range of the NLW. Clearly salary costs of almost £13 per hour will be a significant burden at a time when retailers are facing a challenging trading environment and a raft of pressures arising from legislation.

We engage directly with the Low Pay Commission on all of this and in our view, by working closely with our equivalent trade bodies in England and Northern Ireland, we have had some success in at least ensuring a cautious approach to rate rises from the Commission.

The NLW has always been a blunt instrument; it does not have the flexibility or sensitivity to allow for the difficulty small businesses have – and has the time come to see convenience stores more realistically as micro businesses? – in absorbing staff costs. This must change.

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Comment

TIME TO BECOME A LOCAL HERO? EDITORIAL

Local, regional and national sourcing has been a ‘thing’ in convenience retailing in Scotland for a long time now, but local sourcing has never really gained the status that it deserves. Not really.

We’ve always known that many shoppers prefer locally sourced products and we’ve also long known that they will pay a premium for products from trusted, known local producers, particularly in categories like butchery and bakery, and increasingly in products like gin and craft beers.

We’ve always known too that local retailers are often keen to stock locally sourced products which can help set their store’s offer apart from the competition. So why has the locally sourced opportunity never been fully exploited? The answer, in many instances, is a purely practical one. Sourcing local products adds layers of complexity that don’t exist when you simply complete an order on your wholesaler’s website. There can be problems with barcoding, problems with delivery frequency and volume, problems with ingredients listing, additional layers of admin and invoicing and so on. In other words, it can be a faff.

Yes, many big wholesalers have enhanced their central billing facilities to make it easier for retailers to source local products but the range available through central billing tends to be very limited. For many retailers, local sourcing is more hassle than it’s worth.

But here’s the thing: shoppers really want locally sourced products. Research conducted in November by Edinburgh-based 56 Degree Insight found that 57% of Scottish shoppers prefer locally sourced products (to reduce food miles), 54% prefer products clearly labelled as Scottish and 56% look for products with clear provenance. No matter how you cut it, that means the majority of your shoppers want local, regional or nationally sourced products.

This dovetails nicely with another key trend: the trend towards retailers creating ‘destination stores’ with differentiated offerings that set their stores apart from the competition. Why should a customer pass another store to get to yours? One fantastic way of enhancing your destination store credentials is by growing your locally sourced range – and shouting about it in-store and on social media or in the local press.

The benefits of local sourcing are extensive: improved sustainability credentials, supporting the local economy, driving up revenue and profits, and an enhanced shopper experience are just a few of them. Local sourcing also ‘feels’ right at this juncture. Shoppers are looking for quality, they’re looking for authenticity, they’re looking for socially conscious retailers, they’re looking for retailers who are doing their bit for the planet.

Yes, it may be a little harder work for retailers, but the upside is potentially huge. That’s why SLR is launching a ‘Local Heroes’ campaign to encourage local retailers to embrace our home-grown heroes. Scotland’s food and drink is famous the world over. It’s time to make it famous in convenience.

ANTONY BEGLEY, PUBLISHING DIRECTOR

12

SLR | MARCH 2020

Publishing Director & Editor Antony Begley 0141 222 5380 | abegley@55north.com Web Editor Findlay Stein 0141 222 5389 | fstein@55north.com Editorial Contributor Karen Peattie

ADVERTISING Advertising Manager Robert Aitken 0141 222 5302 | raitken@55north.com

DESIGN Design & Digital Manager Richard Chaudhry 0141 222 5388 | rchaudhry@55north.com

EVENTS Events & Operations Manager Kirsty McDowall 0141 222 5383 | kmcdowall@55north.com

CIRCULATION & SUBSCRIPTIONS Scottish Local Retailer is distributed free to qualifying readers. For a registration card, call 0141 222 5381. Other readers can obtain copies by annual subscription at £50 (UK), £62 (Europe airmail), £99 (Worldwide airmail).

55 North Ltd, Waterloo Chambers, 19 Waterloo Street, Glasgow, G2 6AY Tel: 0141 22 22 100 Fax: 0141 22 22 177 Website: www.55north.com Twitter: www.twitter.com/slrmag DISCLAIMER The publisher cannot accept responsibility for any unsolicited material lost or damaged in the post. All text and layout is the copyright of 55 North Ltd. Nothing in this magazine may be reproduced in whole or part without the written permission of the publisher.

All copyrights are recognised and used specifically for the purpose of criticism and review. Although the magazine has endevoured to ensure all information is correct at time of print, prices and availability may change.

This magazine is fully independent and not affiliated in any way with the companies mentioned herein.

Scottish Local Retailer is produced monthly by 55 North Ltd.

© 55 North Ltd. 2020 ISSN 1740-2409.

www.slrmag.co.uk

S E L A S r u o y power, p u d e k o o h like you re d i r g l a n o i to the nat Nearly 1 IN 2 soft drinks sold is an Energy drink*1

Over 3.5 MILLION cans sold since launch*2

£1 MILLION brand investment

OUTSELLING all other leading flavoured slim can energy products*3

- Includes outdoor & digital advertising - Heavyweight sampling campaign - From beginning March

ENERgY foR THE REAL STUFF MERCHANDISE BOTH VARIANTS CHILLED BESIDE OTHER SLIM CAN ENERGY DRINKS 1: IRI Marketplace, Value Sales, MAT to 29.12.19, Symbols & Independents Scotland. *2: AG Barr Sales Data. *3: IRI Marketplace, CROS, Individual energy flavours, 12 wks to 29.12.19, Symbols & Independents Scotland.

Cover Story

Menthol Ban

IS THE MENTHOL BAN A FRESH OPPORTUNITY? The ban on characterising flavours in the tobacco category that is set to hit the UK on May 20th is the latest in a series of significant challenges for local retailers – but there are plenty of options out there for retailers to appeal to the 26% of UK adult smokers who currently use menthol products.

BY ANTONY BEGLEY

D

espite the fact that we’ve all known it’s been coming for a long time, it looks certain that the so-called ‘menthol ban’ that will take effect on 20 May will cause widespread confusion and disruption in stores across Scotland. Once again, it’s local retailers and their staff who will face the brunt of the consequences of that confusion with angry and upset consumers taking their frustrations out on shopworkers.

Technically, the ban is on all ‘characterising flavours’ in tobacco products but in the UK that pretty much boils down to menthol products. Here, menthol tobacco and capsule products represent a very significant chunk of the category. Imperial Tobacco estimates that menthol products account for more than a quarter (26%) of all tobacco sales.

That 26% represents an awful lot of smokers who are going to wake on the 21st of May wondering why they can’t buy their product of choice any longer – and having to decide what to do next.

Moniave Premier retailer Graham Watson comments: “I would say that consumer awareness levels of the impending ban are generally very low. We do talk to our customers about it, but it often feels like they think we’re making it up and don’t actually believe us. For me it’s just another regulation being forced upon consumers that retailers will have to police and explain.”

And it’s not just consumers who seem to be in the dark about the ban. A recent survey conducted by JTI has revealed significant 14

SLR | MARCH 2020

levels of uncertainty among retailers too. The survey of over 350 retailers found that almost a quarter (23%) didn’t know capsule cigarettes will be included in the ban and a similar percentage (24%) didn’t know that there will be no sell-through period.

Similarly, there also appeared to be confusion around whether non-tobacco products would be included in the ban.

Over a third (34%) incorrectly believed that mentholated smoking accessories will be banned and one in five believed, again incorrectly, that menthol e-liquids will be included in the ban.

One area where the survey found less confusion however was in the impact that the ban will have on local retailers. Some 57% think the ban will reduce footfall while 77% were concerned it will have a negative impact on their business.

Mohammed Rajak, who runs a DayToday store in Bridgeton in Glasgow, comments: “From a retailer’s point of view, the lack of communication to consumers by the Government has been extremely disappointing. There’s been very little communicated to shoppers about the upcoming menthol ban, what it means and what the deadline is. It’s been left to retailers to deal with it yet again.”

Mark Yexley, JTI’s Communications Director, urges retailers to remain positive, however: “We know from experience that the tobacco category is extremely resilient. We understand retailers are concerned about the impact the ban will have on their business,

26% of current adult smokers choose menthol or capsule products

23%

of retailers didn’t know the ban includes capsule cigarettes

45%

of retailers believe customers will switch to vaping or less harmful alternatives

www.slrmag.co.uk

Menthol Ban

but we are committed in supporting them to prepare for the changes ahead.”

In response to the findings, JTI has launched a dedicated microsite – JTIAdvance.co.uk/ MentholBan2020 – which includes a range of practical information and an educational trade video to support retailers through the change.

The website also contains a consumer facing page, where existing adult smokers can find out more about the upcoming ban.

Duncan Cunningham, UK Corporate Affairs Director at Imperial Tobacco & blu, also urges retailers to remain upbeat but to act fast. He says: “Menthol and crushball sales are collectively worth 26% of the total UK tobacco market, which means they make up more than one in four cigarette sales.

Given its sizeable share of the tobacco market and store sales, this is an important change that retailers and their customers need to be prepared for to avoid missing out on sales.”

One retailer adopting a ‘can do’ attitude around the ban is Crossgates Premier retailer Robert Kirkwood: “We are talking to our customers on a daily basis about the menthol ban to make sure they are well warned. We’ve already started bringing in a lot of new lines to offer our menthol smokers some alternatives like new menthol lines of vaping juices and new Nordic Spirit menthol nicotine pouches.

I’m looking forward to it happening to be honest as there’s better margin on vaping products and it will hopefully mean less spend on cigarettes at the cash and carry.”

The big question, then, is what exactly will that 26% of menthol tobacco smokers do on the morning of the 21st of May? The JTI survey mentioned above also asked retailers what they thought their customers would be most likely to do after the ban takes effect. Of course, what retailers think their customers will do and what their customers actually do may be two entirely different things, but the results were nonetheless revealing.

Around a quarter of retailers believe current menthol and capsule smokers will remain

Cover Story

Duncan Cunningham, UK Corporate Affairs Director at Imperial Tobacco & blu

Mohammad Rajak

Robert Kirkwood

Graham Watson

CONFUSION REIGNS A survey of over 350 retailers carried out by JTI highlighted confusion among retailers around the ban. Key findings include: Q 23% of those surveyed did not know that capsule cigarettes will be outlawed Q A further 50% were not aware of the penalties they could incur for noncompliance Q 34% incorrectly believed that mentholated smoking accessories will be banned Q 24% did not know that there will be no sell through period Q One in five believed that menthol e-liquids will be included in the ban Q 57% think the ban will reduce footfall, whilst 77% were concerned it will have a negative impact on their business

www.slrmag.co.uk

MARCH 2020 | SLR

15

Your Guide Through Change

What is the 2020 Menthol Ban? 20 MAY

It’s the next phase of the EUTPD2 that first came into effect in May 2016.

From 20th May 2020, all menthol and capsule cigarettes will be banned from sale.

What should I do now?

As with previous legislation such as the Retail Display Ban, Plain Packaging and Track & Trace - those who prepare well will experience the least disruption to their business. You should continue to ensure the basic principles of category management are put into practice and make certain that you and your staff are aware of the impending changes.

How should I prepare?

Don’t wait for the ban to happen, be prepared.

Some adult smokers may choose to look for other alternatives including hand-rolling tobacco, such as the Sterling Rolling Tobacco range, cigarillos such as Sterling Dual Capsule Leaf Wrapped, the Logic vaping range or Nordic Spirit nicotine pouches.

Knowledge is key Retailers should ensure that they and their staff are aware of the details surrounding the upcoming ban. They should also be familiar with the alternative options available after the ban, and confident in their knowledge so that they are able to support their existing adult smokers.

Communication is crucial Existing menthol and capsule cigarette smokers might have questions about the ban. Ensure staff are knowledgeable so that they are able to answer these questions with confidence.

Focus on competitive pricing Price will remain a key factor for existing adult smokers when choosing where to shop for tobacco. JTI recommends selling at RRP or below to maximise sales and avoid lost custom1.

Maintain full availability & range The popularity for menthol and capsule segments continues to grow, with capsule now responsible for 17.2% of total cigarette sales in the UK2, representing a key profit opportunity. You should maintain full availability and range, stocking key brands, to ensure you meet the needs of existing adult smokers pre-May 2020.

1. Retailers are of course free to sell JTI products at whatever price they choose.

2. IRi Market Place, Volume Share, Total RMC, Total UK, Sep 2019.

“JTI is committed to supporting you during and after the implementation of the Menthol Ban and will be on hand to help you over the coming months, providing support and guidance through a number of channels. Following the implementation of the ban, JTI will continue launching innovative new products that are in line with consumer demand.”

Mark Yexley, Communications Director, JTI UK

Where should I go for support?

JTI will continue to support retailers via JTI Advance and our newly launched Menthol Ban microsite www.jtiadvance.co.uk/MentholBan2020 Our sales force will also provide regular updates and advice to retailers about changes to the tobacco category.

What should I do with leftover stock?

JTI will exchange stock held by retailers as part of its standard 12 week call cycle.

For now though, JTI’s advice is to rotate stock, maintain full range and availability in order to continue to benefit from the profitability of this category.

Retailers and consumers should not be tempted by illicit Menthol or Capsule alternatives as this invites criminality into our communities and funds serious and organised crime. To see the other work JTI is doing to combat the illicit trade, visit www.jtiadvance.co.uk/DontBeComplicit

Any questions?

Scan the code to the right with your smartphone camera to access www.jtiadvance.co.uk/MentholBan2020 Or speak to your JTI sales representative.

Cover Story

Menthol Ban

WHAT ARE YOUR OPTIONS?

18

VAPING Despite a rough period for the category over the last year, driven largely by inaccurate, badly researched and frequently hysterical coverage in the mainstream media, it’s vaping that probably stands to benefit most from the after-effects of the menthol ban.

Public Health England has steadfastly maintained its belief that vaping is “95% less harmful” than smoking and the category is now well bedded-in.

Shoppers have numerous menthol options available to them in an array of formats, strengths and different flavour profiles.

LEAF-WRAPPED A new kid on the block is the leafwrapped cigarillo. JTI has been selling its Sterling Dual version in Asda since last year and has now made it available in wholesalers while cigar giant Scandinavian Tobacco has recently launched its Signature Dual range.

These filter-tipped leaf-wrapped capsule products are not covered by the EUTPD rules which means they can still be sold in packs of 10 and can still come in branded packs.

They may take a little getting used to for menthol cigarette smokers but the look, feel and taste of the products is not a million miles away from cigarettes, so they could be just what menthol smokers are looking for come May 21st.

FLAVOUR INFUSIONS An interesting solution from cigarette paper giants Rizla, the Rizla Flavour Infusions range includes two variants of menthol flavour cards which consumers simply insert into a packet of cigarettes or RYO tobacco and wait for around an hour for the contents to mentholate.

The flavour cards are packed and wrapped separately. Smokers can choose to leave them in longer for a stronger flavour. They come in two varieties: Menthol Chill, which gives a more intense flavour; and the slightly smoother and mellow Fresh Mint.

FILTER TIPS Republic Technologies recently launched a suite of six new filters under its market-leading Swan brand. These include two crushball filters, a carbon paper filter for enhanced filtration, a Swan Long Extra Slim Filter and the most environmentally friendly filter in the Scottish market. The filters market is currently growing at almost 10% and this new range is set to drive that growth even faster.

Rizla also offers menthol filter tips including Rizla Polar Blast Crushball and this category looks likely to grow significantly after the menthol ban.

HEAT-NOT-BURN Currently dominated by PMI’s IQOS product, the heat-not-burn category has been simmering away for a while in the UK now. The category is massive in countries like Japan but it hasn’t quite taken off here yet, although the menthol ban may prove a catalyst for more adult smokers to give IQOS a go.

In terms of smoking experience, it’s very similar to a traditional cigarette but the innovative technology means it’s a far less harmful alternative. 2020 could be the year that IQOS moves up a gear.

NICOTINE POUCHES Something of a new kid on the block, nicotine pouches are extremely popular in other parts of the world, particularly Scandinavia and the US. The ultra-convenient format means consumers can get their nicotine and menthol hits discreetly and easily. JTI led the way in the UK with its Nordic Spirit products but there are now several rivals on the market like Imperial’s Zone X, Swedish Match’s ZYN and BAT’s Lyft.

It’s a category that has the potential to grow significantly if consumers can be tempted to trial the product.

SLR | MARCH 2020

www.slrmag.co.uk

Menthol Ban

Cover Story

“There’s been very little communicated to shoppers about the ban, what it means and what the deadline is. It’s been left to retailers to deal with it yet again.”

MOHAMMED RAJAK, DAY-TODAY BRIDGETON

HOW TO PREPARE FOR THE MENTHOL BAN Imperial Tobacco offers the following advice to retailers on ensuring they prepare well for the ban on 20 May:

brand loyal within the ready-made cigarette category (i.e. switch to plain cigarettes from the same brand), 19% think consumers will switch to roll-your-own tobacco, 45% believe their customers will switch to vaping or other reduced risk products and 11% assume smokers will leave the category altogether.

If these predictions are accurate, the biggest percentage is the 45% of customers who will find alternative ways of finding their menthol hit, and this opens up a set of new higher margin opportunities for retailers.

JTI’s Yexley comments: “As a manufacturer of choice, we are continuing to innovate to ensure the needs of existing adult smokers are met. The Menthol and Capsule cigarette ban will also provide a big opportunity for a number of exciting new products – including our Sterling Dual Capsule Leaf Wrapped

WHAT WILL MENTHOL SMOKERS DO?

The JTI survey of 350 retailers also polled respondents on what they thought their menthol- and capsule-smoking shoppers were likely to do after the ban comes in. Here are the responses: Q 25% of retailers believe current menthol and capsule smokers will remain brand loyal within the ready-made cigarette category (switch to plain cigarettes from the same brand) Q 19% think consumers will switch to roll-your-own tobacco Q 45% believe their customers will switch to vaping or other reduced risk products Q 11% assume smokers will leave the category altogether

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TALK TO YOUR CUSTOMERS By engaging with menthol shoppers early on, retailers can raise awareness of the menthol ban and encourage them to consider what alternative products will be available to them after 20 May. Having conversations with shoppers ahead of time will help retailers gain valuable insights into what action they might take once the ban is in effect and use this to shape their range.

DRIVE VISIBILITY When it comes to vaping and some other non-tobacco menthol products, retailers can display, advertise and promote them in and around the store. Dynamic displays, eye-catching POS and countertop display units will help drive visibility and grab the attention of shoppers as soon as they walk through your door.

KNOW YOUR PRODUCTS In order to succeed post-ban, it’s crucial that retailers and their staff understand what changes are coming and know what products and brands they have on offer in order to advise customers effectively.

Training is key to success in this regard so taking time to talk staff through the ranges on offer will go a long way to help protect and maximise sales post-ban.

cigarillo, the Logic vaping range, plus the new tobacco-free nicotine pouch, Nordic Spirit.”

And JTI are not alone in building a portfolio of products to appeal to menthol and capsule tobacco smokers with a raft of innovation from many producers in recent months meaning retailers have a few options to tempt their shoppers with.

Imperial’s Cunningham concludes: “The ban on menthol tobacco products will leave many existing adult smokers without their product of choice. However, the [subsequent] shift in consumer purchasing behaviour may present significant sales opportunities for retailers who are prepared for the changes and engage with shoppers ahead of the ban. Using the insight from conversations with smoker customers, retailers can shape their range and ensure it’s fit for purpose post-ban.”

To help retailers figure out their options, we have taken an in-depth look at some of the solutions that could play an important role in helping local retailers retain that 26% of menthol tobacco smokers and potentially grow their margins into the bargain.

MARCH 2020 | SLR

19

News

Products

ProductNews GET SET FOR VAPRIL – P52 SNACKS KP offers thousands of prizes in new promo

Retailers can win a £5k voucher with Trebor Trebor’s ‘Get Minted’ campaign is back, giving retailers the

5982273_Trebor Get Minted Trade Elements_AD_V3.indd 1

chance to win up to £5,000 worth of Amazon vouchers.

The promotion, which is exclusive to the convenience channel, runs across the full Trebor singles range. Prizes of £50, £100, £250, £500 and £5,000 worth of Amazon vouchers can be won. When a shopper wins, so does the store.

To be eligible for a prize, retailers need to display the bespoke Trebor POS. This is available through Mondelez reps or from the confectionery

Level up lunch with KP KP Snacks has launched its biggest ever cross-brand promotion.

The campaign offers shoppers the chance to win a ‘Next Level Lunch’, with thousands of taste experiences up for grabs including five prizes of lunch at a skyscraper in either New York, Dubai, Bangkok or Tokyo.

Running until 31 May 2020, the promotion features on more KP Snacks products than any previous activity, running across £1 PMPs and Grab Bags of Nik Naks and Skips, as well as various Grab Bags, PMPs and multipacks of McCoy’s and Hula Hoops.

03/02/2020 13:49

The cross-brand promotion has an instant win mechanic, with thousands of prizes available. The five winners of the top prizes can choose from a lunch at either One World Observatory, New York; Burj Khalifa in Dubai; a 345m high lunch at Tokyo Skytree; or the world’s highest open air lunch at the State Tower in Bangkok.

The top prizes include flights and accommodation. Thousands of £50 vouchers for popular UK restaurants are also available to win.

Kevin McNair, Marketing Director for KP Snacks, said: “Our portfolio works perfectly

for lunchtime and food on-thego occasions. Meal deals need to be more inspiring and bring excitement to shoppers. We want to liven up consumers’ lunch occasion by offering something compelling and different at point of purchase that also provides great value. This is KP Snacks’ largest ever cross-brand on-pack promotion.”

Meal deals play an important role at lunchtime and are a key mechanic to increase basket spend. Insights show that, at 49%, the most in demand item shoppers want in their meal deal is crisps or snacks.

giant’s trade advice website deliciousdisplay.co.uk.

The full range of participating packs is: Trebor Extra Strong Peppermint/Spearmint 41.3g; Trebor Softmint Peppermint/ Spearmint 44.9g; Trebor Softfruits 44.9g; Trebor Extra Strong Minis 12.6g/44.5g; and Trebor Cool Drops Extra Fresh/ Lemon 28g.

“We’ve seen year-on-year success with Trebor Get Minted,” said Rafael Espesani, Senior Brand Manager for Trebor at Mondelez. “This year retailers

VAPING

JUUL now in Booker American vaping brand JUUL Labs has secured a listing with Booker.

Products stocked include: JUUL Starter Kit (JUUL device, USB charger and four JUULpods); JUUL single device; and five 18mg/ml JUULpods refill packs (Golden Tobacco, Glacier Mint, Mango Nectar, Royal Creme and Alpine Berry).

The range is available from the 130 or so Booker depots with a tobacco room.

John Patterson, JUUL’s UK Sales Director, said: “Now that JUUL has widened its distribution on a national level, we will be working with wholesalers and retailers to ensure that retailers have a greater understanding of the category, its potential and how it can drive footfall for them.”

have the opportunity to win a massive £5,000 worth of Amazon vouchers so make sure you stock up and get involved today to be in with a chance!”

One of last year’s successful retailers, Jignesh Patel, added: “The Trebor promotion has helped increase our sales with POS displayed in our store and we were able to win £100!”

To drive brand awareness further, the ‘Give Me Strength’ digital campaign will also return this year. The campaign takes a light-hearted tongue-in-cheek

BISCUITS

KitKat’s ‘Make A Break For It’ promo returns KitKat’s ‘Make a Break For It’ on-pack promotion is back; this year 10 lucky winners will bag a luxury Virgin Holidays getaway worth up to £8,000 each.

There are also 100 other prizes to be won every day during the promotional period including branded water bottles, beach towels and luggage tags. Entrants who don’t win a prize will receive 5% off at Virgin Holidays.

The promo is backed by a £5m media campaign that includes out-of-home, social, digital and shopper activity. There is also a specific ‘Make A Break for It’ tag featured on generic KitKat TV ads.

Promotional packs are available now, on formats including KitKat 4 Finger, KitKat Chunky and KitKat 2 Finger.

look at everyday nonsense moments.

KEEP UP WITH THE LATEST NEWS AS IT HAPPENS – FOLLOW US ON TWITTER @SLRMAG

20

SLR | MARCH 2020

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Products

News

Lyons looks to perk up coffee sales The coffee brand’s all-new portfolio features a new look and additional blends and formats. No.3 blend has been

SOFT DRINKS Get litter picking with CCEP

Coke calls on retailers to help keep Britain tidy

renamed Go-Joe and Decaf is

Coca-Cola European Partners (CCEP) has called on retailers, customers and suppliers to back Keep Britain Tidy’s Great British Spring Clean 2020 by hosting clean-up events between 20 March and 13 April.

CCEP is once again a supporting partner of the annual event, which last year, saw more than half a million people participate, cleaning up more than 4,300 tonnes of litter from across the country. CCEP hosted 28 clean-ups with more than 300 of its colleagues and enabled around 2,100 litter picking hours with free clean-up kits sent to customers.

Retailers who want to host their own event can download a free ‘Guide to Hosting a Community Clean-Up’ from the sustainability section of CCEP’s Customer Hub (cokecustomerhub.co.uk/

Beans (500g and 227g bags);

sustainability), where they can also find an editable, downloadable poster and a Great British Spring Clean link to register their clean-up.

Once registered on the Great British Spring Clean website, the first 50 customers to add a ‘Clean Up’ event whilst clicking on the correct CCEP partner drop down will receive a free CCEP ‘clean-up

kit’, which includes litter pickers, gloves and high-vis jackets.

Retailers who share their experiences with CCEP after hosting a community clean-up event will be entered into a free prize draw for a chance to win £1,000 for a charity or good cause of choice. Registered retailers will receive more information in due course.

now Decaf Dreams. They are joined by new variants, Perkadilly and Rockadero. The range is available in Coffee Bags (x10 packs); Nespresso compatible capsules (x10 packs); Coffee and Ground Coffee (227g bags).

Starmix celebrates 25 years with biggest-ever on-pack promotion The confectionery brand’s silver anniversary promo runs until July and gives shoppers the chance to win prizes every hour. These include Xbox consoles, activity tickets and board games. One lucky winner will bag a 10-night stay in Florida. Featuring on share size bags of Starmix, Tangfastics and Supermix, an on-pack flash invites consumers to take part.

LRS opens new £13m production line A year after Japan-based Suntory Beverage & Food announced a £13m investment in Lucozade Ribena Suntory’s Coleford factory, the company’s

Swizzels offers Big Night Wins for retailers

Chief Operating Officer Carol

Swizzels is giving convenience retailers the chance to win their ultimate Big Night In essentials.

From now until April, retailers can get their hands on 55” TVs and movie streaming vouchers as part of Swizzels’ Big Night In campaign.

To be in with a chance of winning, retailers must purchase three cases of Choos or Loadsa hanging bags and upload a photo of their invoice to the Swizzels website.

The competition will be activated by wholesalers and promoted through point of sale materials.

Alongside the retailer competition, a consumer facing PR and social media campaign will drive in store purchase. One of

water-efficient production line.

the top three reasons consumers purchase sweets is for an evening in to watch a film at home, so shoppers will be encouraged to purchase Swizzels products and upload a photo of their Big Night In for the chance to win prizes.

Mark Walker, Sales Director at Swizzels, said: ‘‘The Big Night In

is a trend which shows no signs of slowing down, with 72% of 1824 year olds saying they prefer to stay in than go out, and sales of sharing treats are on the increase in line with this.

“Hanging bags are performing extremely well in the sugar confectionery category, having grown by nearly £100m in the past two years and now accounting for 50% of total sugar confectionery sales. Swizzels has a range of best-selling hanging bags which are recognisable to consumers so we are perfectly positioned to drive growth in the category and provide further support to convenience retailers.”

Robert has pushed the button to launch its new energy- and The high-speed bottling line fills 55,000 bottles an hour, enabling LRS to keep up with the demand for its drinks.

Clover spreads more love Clover has launched a second burst of activity for its ‘Spread the Love’ campaign, after hailing its inaugural campaign saw over 148 million impressions served over six weeks, with its target audience viewing the advert an average of 12 times. The campaign uses Clover ‘buttery kisses’ to evoke the “love, care and nurture that comes with giving one’s family the very best”.

www.slrmag.co.uk

MARCH 2020 | SLR

21

News

Off-Trade

Join in with Jameson this St Patrick’s Day Irish Whiskey brand Jameson

Off-TradeNews

is painting the nation green from now until 23 March with a new, multi-million-pound, fully integrated campaign. The national drive ahead of St. Patrick’s Day includes cinema, TV, video-on-demand, social, PR and an experiential partnership with Sofar Sounds – with events happening between now and May across the UK, including in Glasgow and Edinburgh.

Alcohol-free Peroni was last year’s top beer launch Peroni Libera 0.0% secured a total of £2.96m value sales in the off-trade and beat a raft of innovation to become the number one beer NPD launch of 2019, according to Nielsen ScanTrack Data to 28 December 2019. Bottled in 330ml recyclable glass, Peroni Libera 0.0% is

CANDY IS DANDY – P56 SPIRITS When life gives you lemons... make gin

Gordon’s unveils new Sicilian Lemon variant Gordon’s has announced the launch of Gordon’s Sicilian Lemon (ABV 37.5%, 70cl), available in wholesalers now.

The new product offers a Mediterranean twist on the original gin, balancing the signature taste of Gordon’s with Sicilian lemons. It is made, brand owner Diageo said, “with the highest quality ingredients and uses 100% natural flavours”.

Henrietta Reed, Senior Brand Manager for Gordon’s, said: “As consumers become more adventurous with their drinks choices and want to explore new flavours, there is an ever-

increasing appetite for different styles of gin. We have spent a long-time crafting Gordon’s Sicilian Lemon to ensure we deliver the perfect balance of flavours. The result is an outstandingly zesty gin which delivers a zesty twist for consumers seeking new ways to enjoy their favourite G&T. Looking to capitalise on the ongoing gin trend, Gordon’s Sicilian Lemon follows in the footsteps of the brand’s Premium Pink Distilled Gin – which, since its launch in 2017, is now the most successful new spirit product development of the last decade.

available in 4x and 24x pack sizes with a starting RSP of £3.70.

BEER

Krombacher unveils brand refresh

Action to reduce alcohol harm in Holyrood spotlight

German premium beer brand Krombacher has unveiled a new label and sleek bottle design for its packaged range of brewed-atsource beers.

The new Krombacher bottles are modern in shape, with distinctive embossing and high-quality labels to reflect the brand’s premium credentials.

The changes will see the Krombacher Pils, Weizen, Dark, 0,0% Pils and the Non-Alcoholic

The Scottish Alcohol Industry Partnership (SAIP) has highlighted a new national campaign to tackle proxy purchase of alcohol by adults for children and the creation of Community Alcohol Partnerships as key activities for the coming year. The announcement came an event at Holyrood last month, where MSPs and other stakeholders saw the work being

Weizen all refreshed with the new bottles and packaging.

Commenting on the brand refresh, Stephan Kofler, Krombacher’s UK & Italy Sales & Marketing Director, said: “We’re delighted to refresh the brand and roll out the new packaging ahead of a big 2020. It will help provide strong visibility and presence on-shelf and will reinforce the premium nature of our products. We believe the new packaging will connect with consumers and in turn help us to grow our audience in the UK.” Krombacher is imported into the UK by Morgenrot and Oakham Ales.

carried out by SAIP.

The Sultans of Spritz are coming to Scotland The Pedrino Spritz brand is targeting Scotland’s retail sector after Love Drinks was announced as its new UK distributor. Cofounded by Joe Knopfler, son of Dire Straits frontman Mark, and Sam Showering, Pedrino blends origin-protected Sherry, Port or Vermouth with its own artisanal tonic water. For more information call Love Drinks on 0207 501

RTDs

On-trend cocktail out to shake up RTD market Canned cocktail brand Shake Baby Shake is targeting current flavour trends with its latest launch: Tropical Daiquiri.

Mango and pineapple flavours are currently enjoying 17% year-onyear growth in drinks; the brand has combined them with white rum and other “exotic fruits” for its new RTD. Shake Baby Shake Tropical Daiquiri (ABV 4%) is available in 250ml cans with an RSP of £1.50.

The launch is supported by influencer marketing activity, which follows on from the brand’s recent #ShakeItUp campaign.

9630, email info@lovedrinks. co.uk or visit lovedrinks.com.

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Off-Trade

News

BEER Scottish Environmental Protection Agency commends brewer for evironmental compliance

Tennent’s praised by green watchdog Tennent’s has been given an ‘Excellent’ accreditation in the latest annual Scottish Environmental Protection Agency (SEPA) Compliance Assessment Scheme (CAS).

The brewer was commended for its environmental compliance during the 2018 reporting period, marking a five-year run of strong performance, including an ‘excellent’ rating for the past three years.

The recognition follows an announcement made by Tennent Caledonian six months ago to undertake a £14.2m programme of investment as part of a sustainability pledge.

Martin Doogan, Group Engineering Manager at Tennent’s parent company C&C, said the award reflected Tennent’s long-

term commitment to the environment: “It is our intention to deliver lasting positive change so we’re proud that all of the hard work undertaken so far continues to see our environmental compliance rated as ‘Excellent’

by SEPA.” CAS ensures businesses are complying with licences issued by SEPA to audit and recognise the business community’s commitment to Scotland’s environment.

Taken together, Scotch Whisky, distilling and brewing achieved 95.5% compliance in 2018, continuing the strong performance of the sectors. Compliance increased from 93.2% to 95.5% across the 176 sites assessed in the period,

Beer drinkers urge government to cut duty

SPIRITS

Hampden roars into UK Jamaican rum producer Hampden Estate has released Great House Distillery Edition in the UK for the first time.

Strictly one for specialist spirits retailers, 240 bottles are now available in the market, exclusively distributed by drinks agency Speciality Brands.

Created by master distiller Vivian Wisdom, Hampden Great House Distillery Edition is a blend of two of the distillery’s most distinctive marks which are distilled and matured on the estate. The blend results in an authentic, intense and fruity rum, characteristic of the brand’s style.

“Hampden Estate is renowned for making Jamaican rums of the highest quality which are praised by drinkers from all over the world. Great House is a celebration of the distillery’s talent and longstanding heritage. We’re very pleased to be in a position to introduce this exclusive edition to rum aficionados across the country,” said Chris Seale, Managing Director, Speciality Brands.

The Hampden Estate, Great House, Distillery Edition (ABV 59%, 70cl) is available now from Speciality Brands with an RSP of £90.

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By 27 February, British beer drinkers had already paid as much in Beer Duty as those in Germany will pay all year. This, despite Germans drinking nearly double the amount of beer as SPIRITS No grumbles from Grouse as it tops whisky chart

Famous Grouse overtakes Jack Daniel’s The Famous Grouse enjoyed an outstanding Christmas in the UK off-trade, with sales topping £71m – making it the number one whisky in the UK by value, according to Nielsen ScanTrack data for the 12 weeks to 4 January 2020.

The same source also found the whisk(e)y category in total valued at £39m, larger than both vodka and current off-trade darling gin.

While The Famous Grouse has a long-standing streak as the UK’s favourite whisky, the brand has returned to No.1 Whisk(e)y by value this Christmas. The Scotch blend reports +2.6% value growth over the festive period compared to the previous year, in turn, overtaking Jack Daniel’s. The US whiskey had held the top spot in 2018 but saw value drop -9.3%.

The news comes despite the wider blended Scotch category continuing to struggle, with value down -4.1% over Christmas.

Brits annually. Over 250,000 people have signed a petition asking for a cut in the rate in the upcoming Budget. To mark the event, Great British Bake Off winner Candice Brown – a pub owner – protested outside Parliament, trapped under a giant pint glass.

MARCH 2020 | SLR

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News

Newstrade

Telegraph and WH Smith kiss and make up after margin row

News& Magazines

WH Smith and the Telegraph have resolved a dispute over retailer margins.

The spat saw the newsagent withdraw the title from sale in its railway station stores and bury it among the business magazines at its other outlets.

It all kicked off on 1 February when the Telegraph raised cover prices for its daily editions by 25%. Saturday and Sunday editions went up by 12 and 13.6% respectively.

However, retailers were told they would continue to receive 43p per copy sold – the same they got before the price rise – with payments of 51.25p per

copy (Sunday to Friday) and 57.4p per copy (Saturday) only starting six months later in

WIN WITH THE BIG NIGHT IN – P60 NEWS WHOLESALERS Menzies blames Living Wage rise for hike

Menzies’ latest carriage charge increases ‘will cost jobs’ The latest 3.5% increase in Menzies Distribution’s carriage charges will cost livelihoods and jobs, says NFRN. The NFRN has warned Menzies Distribution in no uncertain terms that its average carriage charge increase of 3.5% to compensate for increased labour costs caused by forthcoming National Living Wage rises will “jeopardise livelihoods and could cost retail jobs”.

Menzies wrote to its customers last month advising of the increases, which start on 4 April.

Justifying its actions, the letter from Menzies’ Managing Director Greg Michael said the company was “committed to the long-term sustainability of newstrade”, adding that it was working with retailers,

distributors and publishers to implement efficiency measures that drive out costs where possible with a view to enabling us to “support the long-term health of our shared supply chain”.

However, the letter continued: “Whilst we are able to control and partially mitigate some of the costs directly relating to the delivery and collection of newspapers and magazines, there are wider economic influences outside of our control.”

Michael said that the 6.2% increase in the national living wage from 1 April was the trigger for it reviewing its carriage charge template.

Responding, NFRN National President Stuart Reddish said: “Does Menzies not realise that news retailers are also facing rising labour bills from April 1st?

But unlike Menzies, our members do not have the opportunity to pass these onto their customers in the form of increased prices.

“Mr Michael says he and his company are committed to the long-term survival of the news industry but these increases will cost jobs, will cost livelihoods and, most important of all, could deprive communities of their only shop. It seems that Menzies has no true understanding of the plight of independent retailers.”

PROMOTIONS Retailers back Scottish Sun impulse purchase activity

Free crisps drive sales for Scottish Sun retailers

August. This represents a 15.5% increase in retailer margin.

The Telegraph said its 12-month subscription renewal cycle means it takes a year for price increases to transfer fully to its subscriber base, so it settled for a six-month delay in raising the amount it gives to retailers.

The stand-off came to an end on Friday 21 February with the publication of a joint statement.

“Both parties are pleased that discussions have now been resolved. The Telegraph will return to its usual position on newsstands in all branches of WH Smith from this weekend.

“The Telegraph and WH Smith look forward to working together with activity which supports the Telegraph’s subscription

As part of its on-going activity with Scottish Local Retailer, The Scottish Sun has recently completed handing out free £1 PMP packs of Walkers crisps to the 116 retailers in Scotland who have participated in the Scottish Newstrade Steering Group and

have a Scottish Sun FSDU in their stores.

The activity helps drive impulse purchases of The Scottish Sun and has been massively well received by participating retailers.

Kevin at Cooper Bros in Newmains commented: “News

UK are the only publisher who are supporting local retailers and providing solutions to protect print. While running this activity, sales of The Scottish Sun increased by 10.1%, which is the equivalent of 10 extra papers a week.”

strategy.”

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Research Digest

Inside Business

Convenience dominates food-to-go, but share ‘under threat’ Exclusive new research from HIM and MCA suggests convenience will add £475m in food-to-go sales over the next three years – but will see its share of the market fall.

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he burgeoning UK food-to-go (FTG) market will continue to outperform the total UK eating out market and grow 2.7% in 2020 to a value of £21.7bn, according to research from the MCA and HIM Food-to-go Market Report 2020. Within convenience retail, the sector is forecast to grow £475m over the next three years, from £6.2bn in 2019 to £6.7bn in 2023.

However, this represents a fall in share of the total market: to 28.3% by 2023 as convenience retail fails to keep up with its FTG rivals.

The report, which was based on data that included 144,000 online surveys, reveals convenience retail remains the number one channel for lunch and snack occasions, but share is slipping at snack occasions – a daypart

that is traditionally vital for convenience store retailers. Although still accounting for one third of snack visits, local retailers and supermarkets are losing share to coffee shops and cafés for this shopping occasion.

Blonnie Walsh, Head of Insight at MCA Insight & HIM says, “Convenience retail continues to be the biggest shareholder of the UK food-to-go market, highlighting strong demand from consumers and considerable growth opportunities for retailers – particularly with the £475m growth forecast over the next three years. However, frequency is declining and with participation arguably reaching its peak, retailers are under pressure to find ways of increasing spend to mitigate a drop in FTG footfall.”

SHOP PRICES FELL FASTER IN FEBRUARY

S

hop prices fell by 0.6% in February, an even steeper decline than the 0.3% decrease in January, according to the latest British Retail Consortium Price Index. Food inflation was steady at 1.6% in February and slightly below the 12-month average price increase of 1.7%.

Fresh food inflation eased to 0.6% in February from 0.7% in January, the lowest inflation rate for the category since March 2018.

Conversely, ambient food inflation accelerated to 3.0% in February up from 2.8% in January, representing the highest inflation rate since April 2019.

Helen Dickinson, Chief Executive, British Retail Consortium, said: “Consumers will welcome the fall in shop prices, which accelerated from the previous month. This

www.slrmag.co.uk

decline was driven by weak consumer demand and intense competition, which led many retailers to prolong their January sales.

“There are currently huge cost pressures bearing down on retailers, including business taxes and rising wages. The upcoming Budget presents an excellent opportunity to address the broken business rates system.”

“Value for money continues to grow in importance and is an area that is considered synonymous with convenience retail in the context of food-to-go. In particular, meal deals are the number one mechanic for promotions.

However, foodservice specialists are using innovation and technology to improve their offer beyond the traditional meal deal that has remained a staple within a c-store offering.”

“Offering a wider variety of products within an FTG range is critical to success. Health has changed the landscape of FTG, with growth in vegetarian and vegan options, as well as other dietary requirements. In fact, 15% of FTG visitors have dietary requirements, so failure to offer a wider, more diverse range will see frequency continue to fall.”

STEVENSTON TOPS JANUARY PARCEL COLLECTION TABLE New data from PayPoint’s Collect+ network has discovered the town of Stevenston in North Ayrshire saw the largest surge in January parcel deliveries this year. The town saw a 90% increase in parcel collections in the first month of 2020, when compared to the same month last year, as shoppers took advantage of the January sales.

Rutherglen was also near the top of the table with an increase of almost 60%.

With more people than ever opting for the convenience of online shopping, the highest year-on-year increases were largely seen in rural towns, with independent retailers benefitting from the upsurge.

Gary Winter, Parcels Director at PayPoint, commented: “As online shopping continues to increase in popularity, our Collect + service allows retailers to take advantage of the increased footfall and provide services that the local community can rely on.”

MARCH 2020 | SLR

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Advertising Feature

Symbol Spotlight – Nisa

NISA: HELPING RETAILERS FLOURISH IN SCOTLAND Since joining forces with the Co-op, Nisa has been helping independent retailers flourish in Scotland with an exceptional package allowing retailers to trade in the way they choose, backed by competitive prices and promotions and a massive range.

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isa is proud to work with multi awardwinning stores in Scotland including Pinkie Farm, Ardeer Services, Greens of Markinch, and Giacopazzi’s, making us the partner of choice for many market-leading retailers.

Since joining forces with the Co-op in 2018, Nisa’s wholesale operation has provided an environment where independent retailers can flourish.

The structure brings enhanced buying capability allowing Nisa partners to trade their businesses in the way they choose, backed by competitive prices and promotions with access to a deeper range including more than 2,000 of Co-op’s award-winning own brand products.

Retailers have the option to operate under a symbol fascia: Nisa Local or Nisa Extra; or dual-branded, where a Nisa partner can maintain their own local identity whilst also benefiting from Nisa’s brand strength. Or, a retailer can choose to trade under their own independent fascia.

Through its latest Evolution store format, Nisa offers flexibility with a more modular format accommodating the individual demographic and shopping missions of each store. The concept

embraces emerging trends to create a store design that best captures additional footfall and spend. The Evolution format has seen retailers on average achieve a 12% uplift in sales.

Nisa provides a complete retail support package which comprises a strong retail focused team, an enhanced category management system, a bespoke staff training facility and a comprehensive marketing package incorporating social media and PR support, leaflets, POS material, a personalised Nisa FM radio network and national advertising.

Nisa’s flexible model provides an unbeatable breadth of range of over 13,000 SKUs, to ensure retailers can provide a single destination shop for all their customers’ needs. This includes more than 2,000 Co-op own brand products across all categories, including the latest plant-based Gro range, providing a recognised, quality brand for shoppers and good margins for retailers. This is all delivered by Nisa’s industry leading supply chain with 99.9% of deliveries made on the day and 95% made on time.

Nisa’s retailers are enjoying the

best availability rates since 2014, with a 98% average for 2019, the best service for more than five years, generating an additional £40m in annualised sales.

With its own insight team Nisa helps retailers truly understand their customers and the marketplace, enabling them to tailor their offer to the ‘local’ demographic. Retailers can then use this in conjunction with Nisa’s category management service to create bespoke planograms, layouts and propositions.

A comprehensive support structure comes from a strong field team including retail development managers and regional retail managers as well as fresh food development managers.

Store development managers help partners develop their stores and proposition. Finally, Nisa recognises the importance of community involvement, and retailers can support good causes in their local area through Nisa’s Making a Difference Locally charity.

To Join Nisa complete the form on www.join-nisa.co.uk/contact-us or contact our development team on 0800 542 7490.

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www.slrmag.co.uk

O T S N O REAS

JOIN NISA ÂŁ

98%

Sales +12% with Nisa Evolution store format

Next day delivery service*

98% Availability

2,000+ Co-op own label products

Working with Nisa enables us to compete at a higher level.

Dan Brown, Pinkie Farm, Musselburgh Young Scottish Local Retailer of the Year – SLR Rewards 2019

For even more reasons, visit join-nisa.co.uk #JoinNisa | 0800 542 7490 *currently in selected locations only

Inside Business

SGF Crime Seminar 2020

CO-OPERATION KEY TO CRACKING RETAIL CRIME EPIDEMIC Last month’s SGF annual Crime Seminar saw the launch of the Scottish Crime Report and heard several industry experts discuss the issues around shoplifting and abuse of staff. From amid the grim statistics and shocking CCTV footage it emerged that greater cooperation could provide an answer to the seemingly unsolvable crime problem.

BY FINDLAY STEIN

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he SGF’s annual Crime Seminar last month marked the official launch of the Federation’s Scottish Crime Report for 2020 which, as in previous years, suggests yet again that incidents shoplifting and assaults on staff are at an all-time high.

The survey of 500 retailers put the total cost of crime to its participants at £2m in 2019, with stores spending an average of £4,000 each on crime prevention measures last year. Sadly, every single respondent had experienced shoplifting in the previous 12 months, with 98% enduring it daily.

“Criminologists frequently try to downplay the problem by saying the fear of crime is greater than crime itself,” said SGF boss Pete Cheema.

“For retailers this is not the case,” he added, introducing a montage of CCTV footage that painted a graphic picture of the extent of the problem.

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This comes as the Scottish Parliament considers MSP Daniel Johnson’s Protection of Workers Bill, which aims to give shop workers additional legal protection, particularly in relation to carrying out mandatory activities around age verification.

BACK THE BILL The seminar’s first speaker, MSP Richard Lyle, called on retailers to back Johnson’s Bill, which looks to give shopworkers similar protection under the law to that which safeguards the emergency services.

Lyle, who had a long career in retail before turning to politics, said staff faced severe penalties for failing to properly police the sale of age-restricted items and deserved legal protection in return. He presented his own statistics, saying the average shopworker in Scotland is threatened or abused 17 times a year, with 15 assaults on staff www.slrmag.co.uk

SGF Crime Seminar 2020

Inside Business

every day. Lyle also highlighted the shopworkers’ union Usdaw’s ‘Freedom from fear’ campaign and quoted its General Secretary Paddy Lillis, saying “abuse is not part of the job”.

CRIME COURSES

1

2

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“A loud voice on its own is no good but if everybody’s voices are loud together, we can really make a difference.”

JENNY ALLEYNE, CO-OP

For the seminar’s next speaker, abuse is a routine part of the job; Mark Anderson is a long-serving police officer, currently on secondment as Retail Resilience Lead for the Scottish Business Resilience Centre (SBRC).

Anderson outlined the organisation’s three-tier bespoke crime prevention training package available to retailers.

The SBRC takes a partnership approach to crime prevention and the training packages are the result of a nine-month pilot scheme ran with the help of the retail industry. As Anderson admitted: “The police don’t have all the answers.” Courses are free of charge and only take a couple of hours. All are delivered by police or fire officers.

Topics covered include crime trends and methods; personal safety and security at work; anger management and de-escalating tense situations; fire risks; human trafficking; cybercrime; and counterterrorism.

CO-OPERATIVE APPROACH

4

5 1. PC Mark Anderson outlined the Scottish Business Resilience Centre’s crime prevention training packages.

2. Rupert Lewis spelled out what the Tobacco Manufacturers’ Association is doing to combat the illicit trade.

3. “Abuse is not part of the job,” said Richard Lyle MSP. 4. Pete Cheema launched the SGF’s annual Crime Report.

5. Jenny Alleyne urged the industry to unite in the fight against crime.

6. An entertaining and thought-provoking panel discussion was deftly hosted by John Lee.

6 www.slrmag.co.uk

The Co-op’s Head of Risk, Health & Safety Jenny Alleyne, urged the industry to come together to fight crime. Cooperation is important, she said, “because a loud voice on its own is no good but if everybody’s voices are loud together, we can really make a difference”.

To tackle the rising tide of crime the Co-op has rolled out a ‘Safer Colleagues’ initiative. This takes a three-pronged approach: with campaigning and lobbying working alongside in-store and community action. Stores have upgraded CCTV and issued headsets to staff, who have also received fresh training. POS material stating abuse won’t be tolerated has been distributed, while the Co-op’s Local Community Fund has given a total of £5.5m to more than 1,600 schemes fighting crime.

TOBACCO TROUBLE Rupert Lewis, Director of the Tobacco Manufacturers’ Association, shared findings from the TMA’s latest antiillicit trade survey. The poll of over 12,000 UK smokers revealed 76% MARCH 2020 | SLR

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Inside Business

SGF Crime Seminar 2020

7. The seminar also included a bustling trade exhibition.

8. Maxine Fraser suggested that using cardboard cutouts of known shoplifters was a possible solution.

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8

“Criminologists frequently try to downplay the problem by saying the fear of crime is greater than crime itself. For retailers this is not the case.”

PETE CHEEMA, SGF CHIEF EXECUTIVE

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had bought tobacco in 2019 that had not been subject to UK tax. One in two smokers had “no objection” to buying illicit tobacco from a source they knew and a mere 15% claimed to only smoke branded cigarettes.

Citing further TMA research, Lewis said one in eight convenience stores faced a risk of closure due to the illicit trade, with shops losing up to £32,000 in turnover to it.

He said fighting this meant firstly raising public awareness and changing behaviours around what “is not a victimless crime”.

It also requires greater coordination between law enforcement agencies and the industry. Lewis said the sector always shared information with Trading Standards and/or HMRC. However, it often proved difficult to secure feedback on how or when information was acted upon or whether enforcement action was taken.

Lewis concluded by urging both the Scottish government and parliament to view illegal tobacco as a “priority law enforcement issue” so “the punishment matched the severity of the crime”.

QUESTION TIME SGF’s Head of Policy and Public Affairs John Lee then hosted a panel discussion where the event’s speakers were joined

by Maxine Fraser, Managing Director of Retailers Against Crime (RAC).

Asked about the effectiveness of the Tobacco Register on the illicit trade, the TMA’s Lewis said it had a part to play, but that the major players (i.e. organised criminal gangs rather than rogue retailers) “aren’t even on the radar” of the register.

The TMA Director’s frustration with the authorities was once again evident when pressed on what the organisation was doing to help retailers.

“Manufacturers are pretty limited by what we can do,” he admitted. “It’s just ensuring the appropriate authorities are provided with the details as speedily as possible and to act on that.

“Often manufacturers share this information, and don’t always get the response and the feedback in terms of what action is taken.”

The information sharing theme continued; Alleyne urged retailers to “share their stories” and change perceptions so retail violence isn’t labelled as a business crime.

SHOCKED BY STATS Similarly, Lyle called on retailers to talk to their MSPs to get their support for Daniel Johnson’s Bill. The former shopworker was “shocked” by the statistics revealed during the seminar and said he hadn’t faced that level of abuse in the Co-op in the 60s and 70s.

And are the police doing enough to tackle retail crime? PC Anderson’s response was frank: “There are less of us on the street than you would like.

There are less of us on the street than we would like.”

Anderson said the police were looking to introduce Statement Packs where retailers could log all the details of shoplifting incidents and an officer would collect on a weekly basis and help streamline the process and save “hundreds of thousands of man hours spent every year recording and reporting crime”.

NAMING AND SHAMING On the topic of publicly posting CCTV screengrabs of alleged shoplifters, the RAC’s Fraser mused that a cardboard cut-out at the front door might be a good idea, prompting a laugh from the audience and no doubt a shudder from the panel’s resident policeman.

Anderson stressed the importance of staff sharing details of who is coming into the store but couldn’t condone cutouts or so-called ‘walls of shame’.

“GDPR is there for a reason and you must abide by that,” he warned, prompting Fraser to suggest pictures on a wall inside a secure locked office wouldn’t fall foul of data protection laws.

Lyle backed a retailer who publicly displayed an image of a suspected shoplifter, leading to a name 20 minutes later: “Personally, if I was a grocer nowadays, I would do it and let them sue me.” This too got the audience chuckling, although there was a somewhat bitter tone to the laughter.

The SNP MSP was also frank when a questioner suggested there was a close correlation between austerity and crime. laying the blame squarely at the door of the Conservative government in Westminster and its roll-out of Universal Credit.

The seminar, held at the University of Stirling, also hosted a bustling trade exhibition and was followed by a networking lunch. www.slrmag.co.uk

LET THE JUDGING COMMENCE! Entries for the SLR Rewards 2020 are now closed and the first phase of judging is now underway for the most rewarding event in the Scottish retailing calendar!

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www.slrmag.co.uk

CHAIR: ANTONY BEGLEY, PUBLISHING DIRECTOR, SLR

KAREN PEATTIE, FREELANCE JOURNALIST; SLR CONTRIBUTOR

SANDY WILKIE, RETIRED MILKMAN

SUNDER SANDHER, RETAILER, LEAMINGTON SPA

Antony launched SLR back in 2003 and has run the title for the past 17 years. SLR is Scotland’s only award-winning magazine in the sector, having won the PPA Business Magazine of the Year Award, among other accolades.

Antony is also on the Scottish committee of GroceryAid.

Wilkie is known as ‘Mr Milk’ in Scotland, having been the sales and marketing guru behind the transformation of Robert Wiseman Dairies. It was Wilkie who launched the now iconic black and white branding that made Wiseman’s so famous and led to the company being acquired

by Muller in 2012.

Karen, an honorary member of the SGF and contributor to SLR, is a highly respected freelance journalist, editor and PR consultant with almost 40 years’ experience. Specialising in the retail, wholesale, food & drink, and travel sectors, she is a recognised industry expert.

Sunder got into retail straight after leaving school and has been running the same store for 34 years. Sunder has won many awards, most recently presented

by Theresa May for over 25 years’ retailing. He sits on many panels including for HIM, P&G, CCEP, KP and Phillip Morris.

LUKE McGARTY, POLICY AND PUBLIC AFFAIRS OFFICER

DAVID VISICK, DIRECTOR OF COMMUNICATIONS, FWD

CHRIS NOICE, HEAD OF COMMS AND RESEARCH, ACS

AVTAR SIDHU, RETAILER, KENILWORTH

Luke’s primary role is to represent SGF members’ interests and to focus on communication, lobbying, advice and to network on their behalf.

Previously he worked at the Scottish Government for over 20 years and has also worked at the Scottish Parliament.

THE PAPER JUDGING PANEL

he entry deadline for the SLR Rewards 2020 has now passed and it’s all in the hands of the judges.

We have once again been inundated with fantastic entries from all four corners of Scotland, including a wider number of entries from the islands than ever before – which is all fantastic news!

Now the hard work begins for Team SLR as we begin the process of evaluating every single entry and whittling them down to shortlists in each category.

The first part of the judging process, as always, is the Paper Judging, which sees a talented and experienced panel come together to literally read, analyse and mark every entry. Once again, we are delighted to have secured the services of a couple of the highest profile and most successful retailers in England in Sunder Sander and Avtar Sidhu.

With decades-long experience in actually running modern convenience stores, Sunder and Raj will bring fantastic expertise and knowledge to the Paper Judging session and we thank them for their interest in helping develop Scotland’s local retailing community.

When the Paper Judging is complete, it will time to hit the road with every shortlisted retailer receiving a personal visit from judges. Typically, that involves around 5,000 miles of travel in under a month but it’s the only way we can ensure that the judging is fair and accurate.

Keep an eye out on slrmag.co.uk for the shortlist!

Chris joined ACS in October 2009 and is responsible for all of ACS’s external and internal communications, media relations and a growing research portfolio which includes the industry-leading Local Shop Report. Chris is also an official spokesperson for ACS.

Formerly Deputy Editor of Convenience Store magazine where he worked for four years, Visick joined FWD in 2010 as Director of Communications, a newly created role to help publicise the Federation’s work in promoting the interests of its members and their customers.

Avtar began his working life in software running his own business for 13 years.

He only moved into local retail relatively recently when he acquired his own convenience store. His tech past means he loves innovative ideas. He is a member on the independent board of the ACS.

MARCH 2020 | SLR

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Inside Business

Bestway Retail Development Programme

BESTWAY DEVELOPMENT PROGRAMME DRIVING ‘MORE PROFITABLE BUSINESSES’ For almost two decades, Bestway’s Retail Development Programme has been helping give independent retailers all the tools they need to operate more profitable businesses.

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ow in its 19th year, the Bestway Retail Development Programme is designed to educate independent retailers with upto-date information from leading FMCG suppliers and specialist independent retail business Bestway.

The original objective of the programme is as true today as it has always been: to help independent retailers operate a more profitable business. Part of this is about improving efficiency, category management, merchandising in store, space management, stock rotation and implementing a promotional programme. All the things a progressive business needs to do, with guidance from leading suppliers.

A hands-on initiative, retailers attend a one-day seminar, a half day trade show and then have four to six months to make changes to their store if they want to be eligible to enter the awards element of the programme. There are 18 awards in total including one category specifically for a Scottish retailer and for overall retailer of the year.

The programme is unique within the industry, believes Bestway, and best-one is the only symbol group to offer such an educational programme to its members. Broader than this, the programme is open to all Xtra Local retail club members as well as all retailers shopping in the Batleys cash and carry depots too.

INDUSTRY LEADING CATEGORY-ADVICE

This year’s Scottish seminar and trade show takes place on 15 and 16 April at the Hilton Glasgow hotel, Over 40 suppliers will advise on what to stock, what new products are launching, and what the key marketing campaigns and opportunities to drive sales for each brand are in 2020.

EVENING ENTERTAINMENT AND FREE NIGHT AWAY

Part of the programme includes retailers staying overnight at the Hilton Glasgow, with an opportunity to network with other leading independent retailers, suppliers and Bestway Wholesale over evening entertainment and dinner.

TRADE SHOW DEALS AND FACE TO FACE INTERACTION

On the second day, retailers can speak face to face with each supplier who presented at their trade show stand. Also, local suppliers will be there to present their products too. This is a great chance for retailers to talk specifically about their store and for them to see new products first-hand, as well as place orders on special trade show deals.

PRESTIGIOUS AWARDS WITH CASH PRIZES

Retailers who enrol in the Bestway Retail Development Programme can enter themselves into the awards; the deadline is 31 August. There are many categories to choose from, including ‘Community Retailer of the Year’. The total prize fund is worth £50,000. On top of the cash prize and trophy, winning retailers will also likely benefit from improved sales following the changes they made in their store.

LAST YEAR’S SCOTTISH WINNERS

Husband and wife retailer duo, Donna and Bruce Morgan, who run independent shop Brownlies best-one in Biggar, were announced as the winners of not one, but two awards for their exceptional business achievements at last year’s Bestway Retail Development Awards.

The pair won ‘Scottish’ and ‘Wines and Spirits’ categories, and were rewarded with a cheque and a best-one voucher.

BESTWAY SCOTTISH SEMINAR AND TRADE SHOW: 15 AND 16 APRIL, HILTON HOTEL, GLASGOW

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Connect Learn Grow Seminar & tradeshow key dates:

Scotland Glasgow 15 - 16 April

To find out more, contact your local Bestway or Batleys depot, or visit www.bestwaywholesale.co.uk/rda

The Bestway Retail Development Programme (BRDP) is open to independent retailers nationwide. It’s totally FREE to attend and offers a unique opportunity to hear advice directly from industry experts and learn how you can improve your retail business.

The programme includes:

• FREE hotel stay, FREE food and drink, FREE branded giveaways

• 2 days of FREE seminars and trade show giving tailored business advice from industry experts and showcasing new and trending products • Meet other independent retailers and share best practice • Get new insight and ideas on plans and equipment that influence purchasing habits • Opportunity to enter the Retail Development Awards and to attend the prestigious awards ceremony in London on the 15th October 2020. Winners get a share of the huge £50,000 prize fund!

Inside Business

Retail Tech | Home Delivery

FANCY DELIVERING UP TO £10K EXTRA SALES A WEEK? Home delivery is set to be a major trend in 2020 and one Scottish retail tech company is already helping retailers deliver as much as £10,000 of additional incremental weekly sales.

BY ANTONY BEGLEY

W

ith the retail environment more competitive than ever before, all retailers are looking for solutions that can help them quickly grow sales and profits, but solutions like these tend to be thin on the ground. So what would you say to the prospect of adding £10,000 of extra, purely incremental sales every week to your store turnover?

Sounds too good to be true? Well, that’s precisely what’s on offer from innovative Scottish tech company Snappy Shopper, whose home delivery app is helping transform businesses across Scotland and – increasingly – across the UK. The average basket spend per order through the app is an eye-watering £21.38 and some stores have seen profits increase by an equally breath-taking 7%.

Attendees of SLR’s annual #ThinkSmart technology festival may recall Snappy Shopper founder Scott Campbell first presenting the app-based solution back in 2018. A lawyer by trade and an entrepreneur by nature, Campbell saw the potential of home delivery before most and quickly set up trials in Dundee where the company is based.

While the solution clearly worked well, Campbell knew that to really roll Snappy Shopper out properly he would need both significant investment and a dedicated, experienced management team. These things take time but by the early part of last year he had succeeded in securing seven-figure funding from investors including Scottish Investment Bank, Edinburgh-based specialist asset manager Mercia Technologies and Glasgow-based venture capital business Kelvin Capital.

TEAM BUILDING With the funding in place, Campbell then set about hiring the management team he needed, starting with a new Chief Executive, Mark Steven, who will be known to many in the trade from his various industry roles with the likes of Botterills Convenience Stores, Spar UK, P&H, and most recently, as Managing Director of the Glasgow-based convenience chain Scotfresh.

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Home Delivery | Retail Tech

CASE STUDY ADEIL HUSSAIN, ONE STOP AIRBLES, MOTHERWELL:

“Originally, we started a home delivery service in 2010. We would take takeaway food orders over the phone and deliver to customers in the locale. However, whilst we felt we were ‘ahead of the curve’ at the time, most of our customers were uncomfortable paying a delivery charge for groceries. We ran the programme for about 18 months with mixed results.

“We revisited the delivery concept last year, enthused by the demand for apps like Just Eat, Deliveroo & I Hate Ironing. We felt the market was now primed for home convenience store deliveries.

We spoke to a couple of delivery companies and found that all of them were set up principally for hot food and the charges, fees and styles of app didn’t really fit the convenience model, but in the end, we ran Deliveroo.

“It became apparent that Deliveroo was also geared with just hot food in mind, not for the convenience sector. The charges they have, on most occasions, are greater than the profit made by the retailer, which leads to the price of products being increased.

After meeting Snappy Shopper, we recognised that the app was made for convenience stores. There are no fees, which means the consumer can purchase at in store prices and their app is more in line with the convenience market.

“So we switched to Snappy Shopper in January 2020. We sell groceries, chilled food, frozen, impulse, tobacco, alcohol & morning goods. We have trained our staff on the delivery process using our company vehicle. In just the first two weeks from our launch we fulfilled 138 orders at a value of £2,500. About 90% of the orders were from new customers who live outside of our store locale and had never used the store before.”

“In just the first two weeks from our launch we fulfilled 138 orders at a value of £2,500.”

ADEIL HUSSAIN, ONE STOP AIRBLES

www.slrmag.co.uk

Inside Business

“When I first started talking to Snappy Shopper I just couldn’t believe what I was seeing,” says Steven. “The tech was great and the solution was easy to understand and use for retailers, but what really blew me away was the results that Snappy Shopper retailers were getting. Some stores are literally generating additional sales of £10,000 a week and our analysis shows that those are entirely incremental sales. The home delivery sales had no negative impact on store sales.”

Steven was subsequently appointed Chief Executive in March last year and has since built a team of 12 to service the company’s fast-growing list of clients. “We will have about 100 stores using the app by the end of this month,” says Steven, “and we’re picking up new stores every week.”

Among the latest high-profile converts is Blantyre Family Shopper retailer Mo Razzaq.

HOW IT WORKS

How the app works is pretty simple, and that’s among its key attractions for convenience retailers. Steven explains: “Snappy Shopper is an online home delivery app. Customers simply download the app onto their mobile device or use the online site and it will tell them where their nearest Snappy Shopper store is. The register their credit card details once, or they can choose to pay by cash, and they’re ready to start ordering.”

The app automatically takes customers to the nearest store’s range list and they can start building an order immediately. “Typically, we advise retailers to start by listing maybe 1,500 to 2,000 of their most popular lines,” says Steven. “We do all the work for them, uploading the barcode and product photograph, so it couldn’t be easier to get up and running. Once they’re used to the solution, they can add as many lines onto the app as they like.”

Customer orders are received directly to a small terminal in-store which then prints off what is effectively a picking list. The order is made up and is then delivered to the customer in between 30 minutes and an hour.

“Payment is done via the app or in cash but the app reconciles all revenues for the retailer and the app also includes age-verification functionality for all age-restricted products,” he explains. “The driver then checks the ID at the customer’s door and the verification process is fully logged and is available should a Licensing Officer wish to see it, for example.”

Typically, stores charge £3 per delivery and the delivery radius is MARCH 2020 | SLR

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Find out how PayPoint One can help you, visit paypoint.com/

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Inside Business

Retail Tech | Home Delivery

SNAPPY SHOPPER: HOW IT WORKS Q Customers download the Snappy Shopper app or use the website online.

Q The app automatically directs them to their nearest Snappy Shopper store.

Q They choose the products they want (Snappy Shopper recommends retailers list their best-selling 1,500 or 2,000 lines initially).

Q Retailers sell at in-store retail pricing.

Q The order is received by the in-store terminal and a picking list is printed.

Q The delivery is made and payment is taken.

Q Retailers typically levy a delivery fee of £3 per delivery.

Q Snappy Shopper charges a small service charge; this is added to the shopper’s bill and charged to the shopper, meaning retailers retain 100% of the value of the sale.

normally around two miles. “We suggest two miles but we’re often astonished by who uses the app,” laughs Steven. “I was in a store last week when an order came through and the retailer took me to the front door of the shop and pointed to a house across the road and said ‘That’s where this order came from’. It was literally 50 yards away.

Out of curiosity I went with the delivery person and politely asked the customer why they didn’t just walk across the road. She stepped back so I could see her four young kids and told me it would take her half an hour to get out of the house with them.”

THE LAST MILE As for delivery, retailers have a couple of options available. The first, and the one Snappy Shopper recommends, is to simply deliver using existing store staff and vehicles. “This option gives you full control over the entire process and transaction,” advises Steven. “Stores that charge a £3 delivery fee and get to a good level of sales through the app have seen profits increase by 7%, net of all the costs of delivery.”

The second option is to use self-employed drivers, although this is not something Steven advocates, particularly given the sensitivities around delivery of age-restricted products like alcohol: “We always say to retailers using self-employed drivers that they need to remember it’s their licence that’s on the line if anything goes wrong.”

Q Retailers gain access to all transactions via the Snappy Shopper dashboard and can send notifications to shoppers highlighting offers or deals.

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Inside Business

Home Delivery | Retail Tech

According to Steven, it’s not unusual for Snappy Shopper clients to add around £25,000 CASE STUDY to their monthly turnover through using the FAISAL NASEEM, FAMILY SHOPPER ARBROATH service and the data suggests that this is entirely “We began a home delivery service as we recognised the incremental revenue. “Clearly, not every retailer demand for online groceries increasing due to shopper’s busier is adding £10,000 a week,” he says, “but adding lifestyles, and we wanted to reach customers further afield who between £4,000 and £7,000 a week is standard wouldn’t shop in our store. We partnered with Snappy Shopper for our retailers.” as they had a very easy to use platform and understood us as A key benefit to retailers is the ability to retailers and helped us with our projection plans and worked maintain on-shelf pricing in the app. Many together to identify the areas, we needed to work on to grow our retailers who make use of mainstream fast business. food delivery providers like Deliveroo and Uber “We sell groceries, alcohol, tobacco, vape products and have been forced to hike the prices of delivered frozen/hot desserts online via the app. We use a self-employed products to cover the 35% of the transaction that driver who manages all deliveries. He is paid per delivery and these companies demand. is motivated to fulfil our one-hour promise and promotes our Snappy Shopper charges a flat initial fee of business by referring the Snappy Shopper app in our area. £500 to cover the comprehensive marketing and “We have partnered with Snappy for over 18 months and we equipment pack that is provided to retailers on have achieved a 25% increase in monthly sales and obtained a day one from leaflets, posters, vinyls, A-boards larger customer base now shopping from our store. This allows and external banners to staff fleeces, t-shirts and far better stock rotation and cuts down waste too.” delivery crates.

After that, the company charges a small percentage fee per delivery. This fee is charged to the customer on top of the cost of the products ordered, so retailers don’t lose a penny of customer spend.

“One of the plus points of Snappy Shopper is that, unlike when you use third party delivery companies, you get to see all of your customers’ data through our dashboard,” says Steven. “You can interrogate the system and find out who’s ordering what and when. That can be incredibly powerful information for retailers.”

NOTIFICATION OPTIONS Additionally, the app allows retailers to send notifications direct to shoppers. The transactional data held by the retailer can be segmented to allow for more precise targeting. It is possible, for instance, to send messages or offers to only males between the age of 18 and 30 to let them know about a new, relevant product that has just been made available on the app, or to encourage them to buy a card and a bottle of wine for Mother’s Day. The options are limited only by retailers’ imagination and creativity.

Another neat development in the pipeline is Deposit Return Scheme (DRS) functionality, as Steven explains: “When DRS comes in, we are looking to be able to allow retailers to have their drivers collect drinks containers from their customers while they’re doing the deliveries. They’ll be able to collect the containers and issue credits to the customer there and then which can then be used against future orders, encouraging more business.”

It looks like 2020 is set to be the year that home delivery’s time has finally come and it certainly appears that this home-grown business has its ducks lined up to help Scotland’s local retailers deliver that significant growth that they all seek. www.slrmag.co.uk

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Inside Business

SWA Achievers 2020

ACHIEVERS REWARDS SCOTLAND’S MOST INNOVATIVE WHOLESALERS

T

he innovation, excellence and professionalism of wholesalers from across Scotland have been rewarded at the annual Scottish Wholesale Achievers awards.

Now in its 18th year and organised by the Scottish Wholesale Association (SWA), Achievers saw some of Scotland’s most progressive wholesaling business claim awards at the event in Edinburgh last month.

Best Cash & Carry went to United Wholesale (Scotland) for its depot at Queenslie in the east end of Glasgow.

The judges admired the rebirth of the Queenslie depot as a high-tech, innovative and interactive “warehouse of the future” with digital screens highlighting promotional activity and “category advice available throughout the depot to a higher standard than any other depot”.

United Wholesale (Scotland) also raised a glass to Lorraine MacPherson, its symbol development manager who won Employee of the Year. The judges highlighted the “warmth and sincerity” of retailer testimonials about Lorraine, saying she was held in very high esteem and “would go over and above to meet retailer needs, even stretching into her own personal time” to achieve the best possible customer service.

Last but not least, United Wholesale (Scotland) had a third reason to celebrate with Jason Butler, operations support manager, claiming the new Rising Star of Wholesale award.

The judges praised Jason’s “passionate account” of his achievements at UWS, including his humble approach and his pride in his company and his colleagues.

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CJ Lang claimed the Best Symbol Group award with the way it has updated the business across the board to maximise output and quality of service to the retailer.

“There is such a focus on quality of service across all areas of the business which was so clearly demonstrated in their entry presentation,” commented Gary Routledge, senior national business manager (wholesale and convenience) at JUUL Labs, sponsor of the category.

CJ Lang shared the Best Delivered Operation (Retail) category with JW Filshill, the judges being unable to split the pair. Filshill also shared the Best Marketing Initiative with

Bidfood but did win the Best Licensed Wholesaler award outright, the judges stating that the company’s “strategy for bringing NPD to market and working with their customers in a progressive manner to ensure they are ahead of market trends”.

Booker also triumphed, claiming the SWA’s inaugural Green Wholesaler of the Year award. Sponsor Zero Waste Scotland’s communications and PR manager, Claire Munro, praised the wholesaler’s long-term commitment to sustainability. She said: “No stone was left unturned by the team at all levels to cut carbon emissions, reduce energy use, waste prevention and minimisation, www.slrmag.co.uk

SWA Achievers 2020 boosting recycling, and stocking a range of environmentallyfriendly products.”

In the suppliers’ awards it was AG Barr who came out on top winning four of the awards, including the fiercely-contested category of Best Overall Service, judged by members of the SWA voting each month for the shortlisted suppliers over a fourmonth period.

Supplier Sales Executive of the Year, sponsored by Unitas Wholesale, went to the company’s regional BDM for Scotland, Steven McGarry. In the Project Scotland category, which highlights suppliers’ understanding of the Scottish wholesale industry and their commitment to the sector, AG Barr won for its ‘Launch of IrnBru Energy’.

Finally, Best Advertising Campaign, which saw wholesalers vote for their favourite advert,

went to Irn-Bru ‘Get Some Irn In You’.

Colin Smith, SWA Chief Executive, said: “I applaud our wholesalers and suppliers who continue to find new and innovative ways to grow their businesses and develop their staff, create new revenue streams and provide the best possible customer service.”

“As your trade association, we are working on your behalf to achieve the best possible outcome for industry across a raft of legislative issues. We are also working to create our very own SWA Wholesale Sustainability Charter and, of course, we have launched our new SWA Training Academy.

“Developing a skilled workforce and working with members to invest in the future sustainability of the wholesale industry is top of the agenda for us in our 80th anniversary year.”

Inside Business

SWA ACHIEVERS 2020: THE WINNERS WHOLESALER AWARDS Q Best Cash & Carry: United Wholesale (Scotland), Queenslie Q Runner-up: Batleys Sher, Glasgow Q Highly Commended: Makro, Edinburgh Q Best Symbol Group: CJ Lang & Son (Spar Scotland) Q Runner-up: JW Filshill (KeyStore) Q Highly Commended: Booker (Premier) Q Best Delivered Operation (Retail): CJ Lang & Son and JW Filshill Q Highly Commended: Booker Q Best Licensed Operation: JW Filshill Q Runner-up: CJ Lang & Son Q Highly Commended: Inverarity Morton Q Employee of the Year: Lorraine MacPherson, symbol development manager, United Wholesale (Scotland) Q Runners-up: Paula Middleton, marketing manager, CJ Lang & Son and Shirley Ruane, KeyStore area manager, JW Filshill Q Highly Commended: Anne McDonald, technical and health and safety manager, Lomond Foods Q Best Marketing Initiative: Bidfood Scotland for its ‘Grabbing Goodness’ campaign and JW Filshill for its ‘KeyStore Football Fever’ campaign Q Highly Commended: United Wholesale (Scotland) for its ‘Warehouse of the Future’ campaign Q Rising Star of Wholesale: Jason Butler, operations support manager, United Wholesale (Scotland) Q Runner-up: Molly Borys, category marketing mananager, Inverarity Morton Q Highly Commended: Lauren Ingram, bakery manager, Lomond Foods Q Green Wholesaler of the Year: Booker Q Runner-up: Sutherland Brothers Q Highly Commended: Lomond Foods

SUPPLIER AWARDS Q Best Advertising Campaign: Irn-Bru for ‘Get Some Irn In You’ Q Project Scotland: AG Barr for the ‘Launch of Irn-Bru Energy’ Q Runner-up: JUUL Labs for its ‘Mission Scotland’ project Q Highly Commended: Nairn’s Oatcakes for its ‘Savoury Snacking Goes Pop in Scotland’ initiative Q Best Overall Service by Suppliers: AG Barr Q Runner-up: JTI Q Highly Commended: Heineken Q Supplier Sales Executive of the Year: Steven McGarry, regional business development manager for Scotland, AG Barr Q Runner-up: Hazel Boyd, Heineken Q Highly Commended: Jamie Shiel, Angus Soft Fruits

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Local Hero Campaign

Inside Business

IT’S TIME TO BECOME A LOCAL HERO!

With shopper interest in locally sourced products higher than ever and a with host of valuable benefits for retailers who stock local products, SLR unveils a new campaign urging the country’s local retailers to become Local Heroes.

THE BENEFITS OF LOCAL SOURCING: CONSUMERS WANT IT! Q 54% of Scottish shoppers are more likely to choose products clearly labelled as Scottish Q 56% of shoppers look for products with clear provenance Q 57% actively choose local products to minimise food miles

RETAILERS BENEFIT! Q Q Q Q Q Q Q

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Supports the local economy and local jobs Creates a point of difference from nearby competitors Strengthens relationships with the local community Generates shopper loyalty Drives footfall, sales and profits Minimises food miles Helps create in-store theatre

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Local Hero Campaign

C

onsumer interest in locally, regionally and nationally sourced products has arguably never been higher. New research commissioned by the Scottish Food & Drink Awards 2020 and carried out by Edinburgh-based 56 Degree Insight in November found that the majority of shoppers in Scotland (54%) are more likely to choose local products clearly labelled as Scottish and 56% actively seek out products with a clear provenance.

Scotland’s leading convenience retailers and supermarkets have been quick to latch on to this trend with many now employing full time local sourcing teams to unearth fantastic new home-grown products.

Sourcing locally brings a host of benefits to retailers including creating important points of difference from nearby competitors, generating customer loyalty, supporting the local economy and local jobs, and strengthening those vital bonds with the local community.

There are also significant environmental benefits to sourcing locally, not least of which is the significant reduction in ‘food miles’. Indeed, the 56 Degree Insight research found that a huge 57% of shoppers in Scotland choose local products specifically to minimise food miles.

“In recent years there has been much talk about the rising importance of provenance in the food and drink sector with consumers increasingly interested in where the products they consume come from”, says Duncan Stewart, Managing Partner of 56 Degree Insight. “We have identified three major consumer trends have driven the rising interest in provenance: Q Health and wellbeing awareness – consumers are increasingly aware of the impacts of what they eat and drink on their health and seek greater transparency in the ingredients they are consuming.

Q Environment and social consciousness – with increased environmental awareness consumers seek products with fewer food miles. Locally sourced produce can also appeal as buying it can support economies and communities.

Q Eroding trust in big brands – in a world where ‘fake news’ has eroded our trust in many areas, particularly in relation to big corporations and institutions, consumers are looking for brands that they feel they can trust. A clear and authentic ‘backstory’ on the provenance of products, where they come from, the people involved in the production and the broader values of the brand can build a trusting relationship with customers.”

With authenticity and transparency so important to today’s shoppers, particularly those in the younger generations, this ‘backstory’ is a hugely powerful tool that retailers can leverage to increase footfall, sales and profits.

Whether it’s craft beers or gins, meat from a local butcher or locally-sourced bakery products, local retailers can add interest to their fixtures by stocking interesting, unusual, high quality products that can really help drive engagement with shoppers.

“Our survey also highlighted the appeal of products made in Scotland,” says Stewart. “When faced with a direct choice of two identical food items but one with a UK flag and labelled ‘100% British product’ and the other with a Scottish flag and labelled ‘100% Scottish product’, 56% of Scots would choose the product branded ‘Scottish’ whereas only 4% would choose the ‘British’ labelling (the remaining 39% were ambivalent, saying it would ‘make no difference’).”

Stewart believes that this growing demand for clear provenance raises several opportunities for local retailers.

Simply communicating the fact that you stock locally sourced products with in-store POS, on social media and in the local press will drive sales. Going further and sharing the backstory of products you sell will also help increase engagement and interest which will convert into more footfall, more sales and more profits.

“Retailers should also look for opportunities to ‘tell the story’ of the brands they stock and their local roots, to really bring the products to life,” advises Stewart.

All of this is why SLR is launching its new Local Heroes campaign to encourage more retailers to seek out local suppliers and work with them.

Yes, it requires more time and effort than simply completing an online order form on your wholesaler’s website, but the rewards can be significant as we will highlight in the coming months.

For this campaign, SLR is also partnering with the new Scottish Retail Food & Drink Awards 2020, which aims to celebrate the very best of food and drink available in all Scottish retail outlets.

The aim of the new Awards is simple: to get more of Scotland’s fantastic food and drink onto more shelves in Scotland.

This is an exceptional opportunity for local retailers and we would encourage all retailers to embrace it by stocking more Scottish products and making them a focus of your consumer communications.

Inside Business

Duncan Stewart, Managing Partner, 56 Degree Insight

SLR is proud to be the trade media partner of the Scottish Retail Food & Drink Awards, a unique new celebration of the very best Scottish food and drink available in retail outlets across Scotland. The aim of the Awards is to get more fantastic Scottish food and drink products onto more shelves in Scotland. Visit scottishretailfoodanddrinkawards.com.

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MARCH 2020 | SLR

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Hotlines

Product News & Media Watch

Maynards Bassetts Superfruit Jellies Mondelez New Superfruit Jellies is available in cases of 12 x 130g bags (RSP £1). Each pack offers a mixture of papaya, pomegranate, blueberry and cranberry sweets. The launch will be supported by out-of-home, digital and social media advertising.

POS is available. To find out more, retailers can call Mondelez on 0870 600 0699, email retailer. services@mdlz. com or visit deliciousdisplay. co.uk.

Cadbury doubles down on Darkmilk

CBD-infused cold brew coffee Calm Drinks The Calm Coffee range consists of two flavours: an Americano and a Caffe Latte. Both are vegan friendlyand are infused with 10mg of cannabidiol (CBD) per can. Cases of 24 x 250ml cans are available directly from Calm. The launch will be supported by an online marketing campaign – mainly social media driven.

To stock, retailers should call 01625 315 020, email hello@ calmdrinks.co.uk or visit calmdrinks.co.uk.

Vimto Remix Orange, Strawberry and Lime Nichols The latest addition to the Vimto Remix range contains No Added Sugar and is available in RTD, squash and carbonated formats: 2-litre Fizzy (£1 PMP and plain pack), 500ml Fizzy (£1 PMP), 500ml still (£1 PMP and plain pack) and 1-litre dilute (plain pack). The launch is supported by retailer and consumer promotions in the convenience channel, as well as in-depot activity.

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Cadbury is building on the success of its Darkmilk brand, already worth £13.m since debuting last year, with two new product launches.

First to market is Cadbury Darkmilk with Crunchy Cocoa Pieces. The new bar combines Cadbury Darkmilk with crunchy cocoa nibs for added texture and an intense cocoa hit. It is available in cases of 18 x 85g tablets (RSP £1.50).

Hitting shelves later in March is Cadbury Darkmilk Giant Buttons. Aimed at ‘Big Night In’ consumers, it will be available in cases of 10 x 105g sharing bags with an RSP of £1.99.

The launches will be supported by two bursts of advertising across April and October 2020. The

Philadelphia Lightest Herbs Mondelez The first flavoured addition to its Philadelphia Lightest range is available in now in 170g packs with an RSP of £1.99. The launch is supported by a digital and social advertising plan. For further enquiries, retailers can telephone Mondelez on 0870 600 0699, email retailer.services@mdlz.com or visit deliciousdisplay.co.uk.

campaign will include PR, TV and out-of-home advertising, as well as instore support for retailers.

There will also be sampling activity and a social media influencer campaign.

Pippa Rodgers, Brand Manager for Cadbury Darkmilk, said: “Dark chocolate accounts for 6% of total chocolate sales, and sales are growing at 16% – which is 6% ahead of milk chocolate. We know that shoppers respond to more innovation in the category, and that’s what we’re introducing with these two new launches.”

For further enquiries, retailers can telephone Mondelez on 0870 600 0699, email retailer. services@mdlz.com or visit deliciousdisplay.co.uk.

Cracked Egg Muffin Delice de France Delice de France is hoping for ‘egg-cellent’ seasonal sales with the launch of the limited-edition Cracked Egg Muffin, which features a chocolate sponge dotted with chocolate chips, a vanilla frosting centre and topped with a white chocolate cream cracked egg decoration. With an RSP of £1.20, the muffins are supplied frozen, in cases of 28 and can be ready to serve in 90 minutes.

For more information, call 0844 499 3311.

Lucozade Revive Lucozade Ribena Suntory This new lightly sparkling, naturally flavoured fruit-based drink is offered in two flavours – Lemon & Lime and Orange & Passionfruit. It is available in cases of 12 x 380ml bottles (RSP £1.49 or £1.25 PMP) and 4 x 380ml multipacks (RSP £4, cases of six).

The launch will be heavily supported with in-store POS, sampling and outof-home advertising.

For more information, call Lucozade Ribena Suntory on 08702 408601 or visit www. lrsuntory.com.

www.slrmag.co.uk

Product News & Media Watch Wall’s Cornetto Mermaid Unilever

Diet Coke Sublime Lime Coca-Cola European Partners

Looking to appeal to Millennials and Generation Z, new Cornetto Mermaid features a pink cone filled with matcha and raspberry flavoured ice cream. Furthermore, a holographic varnish on the packaging mimics a mermaid’s tail. It is available to order now in multipacks of 4 x 90ml (RSP £3) and as a 120ml single stick (RSP £1.20). For more information about Unilever and its brands, please visit unilever.com.

Sublime Lime is available now in 330ml and 500ml plain and price-marked packs for on-the-go occasions as well as multi-packs and 1.25-ltr and 2-ltr bottles for future consumption. Its launch is backed by a multi-million-pound marketing campaign that spans out-of-home advertising, digital and TV, as well as mass sampling and instore promotions.

Call 0808 1 000 000 or email connect@ccep. com for further information.

J2O Glittery Summer Shine Britvic

Mint Maltesers Buttons Mars Wrigley

J2O Summer Limited Edition Pear & Guava (Summer Shine), to give it its full name, is available from this month with an RSP of £2.24 for a 275ml bottle. Four-packs are also available (RSP £4.39). The launch is supported by social media and in-store activity. The brand has also launched a Spritz Apple & Elderflower variant in the same formats.

To find out more call Britvic on 0345 7581781 or visit britvic.com.

The UK’s first ever flavoured Maltesers product launches this month in these formats: 32g Single (RSP 66p); 68g Treat Bag (RSP £1.19); 85g Treat Bag Extra Free (RSP £1.19); and 102g Pouch (RSP £2.09). The launch is backed by a £600,000 advertising campaign that targets millennials with out-of-home advertising and social media activity using influencers across Snapchat, Twitter, Instagram and Facebook.

MEDIAwatch

Hotlines

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Run silent, run Weet Weetabix has unveiled a new TV advert as part of an £11m multi-channel push under the brand’s ongoing ‘Have You Had Your Weetabix’ banner. The humorous ad shows a little girl who’s ‘had her Weetabix’ fishing at the beach and ends up hooking a Royal Navy submarine. The advert will be seen by nine out of 10 people across the UK.

Irn-Bru Energy powers up Barr Soft Drinks has unveiled a new £1m marketing campaign for Irn-Bru Energy.

The activity runs for the whole of March and includes outdoor and digital advertising complemented by sampling activity.

Barr advised retailers to use its POS and merchandise Irn-Bru Energy next to other slim can energy products to drive sales.

Smart move from Glacéau Coca-Cola European Partners has launched a new out-of-home advertising campaign to highlight to consumers that Glacéau Smartwater bottles are now made from 100 per cent recycled plastic (rPET), whilst remaining 100% recyclable. The move to 100% rPET removes 3,100 tonnes of virgin plastic from circulation each year.

El Flavour calls McCoy’s Fiery Steak KP Snacks

Vimto Juicy Mixups IB Group

This “spectacular face-off between meat and heat” is available now in 47.5g Grab Bag (RSP 89p) and 65g £1 price-marked pack formats.

From May the product will feature in the McCoy’s Strong & Spicy Variety Multipack (RSP £1.70). Part of the KP Snacks portfolio, Fiery Steak is the latest product launch from McCoy’s, which saw growth of 3.4% in 2019 and has a current brand value of £132.8m.

These new gummy sweets are available now in 140g bags (RSP £1) from Hancocks. The sweets bring together the taste of Vimto with two Vimto Remix flavours – Watermelon, Strawberry & Peach and Mango, Strawberry & Pineapple. They are made with real fruit juice and all-natural colours in a variety of retro sweet shapes including a fried egg, bottle, watermelon slice, ring and pencil.

KP Snacks has launced a further £1m marketing push for McCoy’s Muchos, its Mexican-inspired tortilla range. Last year’s ad returns to TV and video-on-demand, featuring animated characters including Mexican wrestlers, a mariachi band and donkey that can DJ. The campaign is also supported by in-store activity.

Viva La Vitalite Vitalite has launched a new social media campaign that celebrates the joy of a dairy-free lifestyle. ‘Viva La Vitalite’ aims to build awareness and drive brand relevance and affinity, while also establishing Vitalite’s presence on Instagram. The brand’s first paid social media campaign, Viva La Vitalite takes its cue from Vitalite’s 80’s TV advert.

for all the latest product news, head to www.slrmag.co.uk/category/product-news/ www.slrmag.co.uk

MARCH 2020 | SLR

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Sports & Energy Drinks

Feature

ENERGISING SALES FOR A DECADE It’s hard to believe, but energy drinks has been the fastest growing segment within the soft drinks category for over a decade – and consumers’ fascination with the category shows no signs of waning, thanks in no small part to continuing innovation from key manufacturers.

D

espite starting out as a quirky niche segment aimed at gym bunnies and sports fanatics, energy drinks rapidly proceeded to dominate the soft drinks category – and has continued to do so for the last decade.

“Energy drinks are one of the largest and fastest growing categories in impulse grocery, despite a challenging macro environment”, explains Mark Bell, Strategy & Planning Manager at Red Bull UK. “For the past decade, energy drinks have been the fastest growing segment within the soft drinks category [Euromonitor OffTrade Value, 2008-2018] with growth predicted to continue for the next five years [Mintel Sports & Energy Drinks Report, 2019].”

75BN Cans of Red Bull consumed since launch

FUNCTIONAL GROWTH Today sports and energy is worth a whopping £1.41bn with growth totalling over £147m since 2016. This growth has been fuelled by the increasing demand for functional energy products. These drinks have added over £160m since 2016 and are fast approaching a billionpound segment in their own right, today worth £881m annually [IRI, Sep 2019].

The consistent performance of functional products in the category has ensured sports and energy has remained in growth despite slower performance in other segments.

Bell comments: “Products that deliver added value for a range of summer occasions, such as multi-vitamins, protein or a functional energy boost, continue to be popular. Summer presents a huge opportunity for retailers to boost sales of soft drinks, as customers look for cool, refreshing options.”

Red Bull remains the energy category leader and the 250ml can is, in fact, the single most valuable soft drink in the UK. Bell explains: “Red Bull Energy Drink 250ml is not only our bestselling SKU but it’s also the single most valuable soft drink in the UK. It alone is worth over £144m and continues to grow YOY [IRI, Sep 2019]. “We believe this is the perfect pack size for functional energy and it fits most consumers’ energy needs, containing the same amount of sugar as a glass of apple juice and the same amount of caffeine as a cup of coffee.”

The growth of Red Bull over the past year in the UK has been driven by an increase in penetration, with the brand now reaching one in 10 48

SLR | MARCH 2020

www.slrmag.co.uk

WINGS TO MAKE YOUR SALES FLY.

With Red Bull Sugarfree growing at +15%,* selling Sugarfree alongside Red Bull Energy Drink can help your category sales fly. So if you want to give your business a lift, it’s easy to see...

* IRI £ sales (total coverage – 52 wks 20.10.18)

Feature

Sports & Energy Drinks

shoppers in the UK, an increase of 963,000 shoppers compared to a year ago [Kantar, Jun 2019].

Bell believes this growth has also been driven by lifestyle changes: “People are increasingly busy and wanting to do more with their time. We see this in changing shopping habits over the last five years with increasing frequency of trips and changes in consumption behaviour, particularly out of home. More products are being consumed as snacks or for health reasons. This is reflected in the most valuable impulse packs in store which lean towards soft drinks with a strong presence of functional energy.”

Another cornerstone of the UK energy drinks market is Monster. Amy Burgess, Senior Trade Communications Manager at Coca-Cola European Partners (CCEP), comments: “Monster Energy has been the driving force in the sector for a number of years and is now worth more than £250m in Britain, growing in value by over 12.7% [Nielsen, Dec 2019]. The reason for this success is threefold: our investment in great tasting NPD including low and zero sugar variants, a core range which continues to grow, and compelling marketing campaigns and impactful sponsorship – all of which are proven to be effective in engaging our adult fan base.”

LOW AND NO A key trend in recent years that is referred to by Burgess above is the shift towards low and no sugar energy drinks. She outlines her thinking: “As more consumers look to make positive changes in their lifestyles to be healthier, sugar content has become a major factor in their choices and they’re continuously on the lookout for more lowsugar options in their energy drink options.

“In just three years, the Monster Ultra range, which offer six fruity flavours with zero sugar, is now worth more than £60m in GB and still growing by 23% [Nielsen, Dec 2019]. In response to this we bolstered our Monster Ultra zero sugar range at the beginning of the year with the introduction of Monster Ultra Paradise, a new variant that brings together hints of Kiwi, Lime and Cucumber for a light and refreshing flavour, giving 50

SLR | MARCH 2020

consumers an energy boost with no calories and no sugar.”

The shift to lower sugar options hasn’t been lost on Red Bull either. “Offering choice is at the centre of the Red Bull range – as consumers increasingly pick up a sugarfree alternative, the Red Bull range has been expanded to include a sugarfree variant of every pack in the range,” says Bell.

“This has seen Red Bull launch Sugarfree 473ml, Tropical Sugarfree Edition in 2018, along with Coconut Berry Sugarfree Edition in 2019. These packs have contributed over £61m to the category in the latest year, the highest ever amount of sugarfree variants sold by Red Bull.

“In the last year, Red Bull sold 19.7% more sugarfree volume – with the variants bringing in 704,000 new buyers in the latest year. [Kantar, Jun 2019].”

FLAVOUR AND INNOVATION While many shoppers are looking to reduce their sugar intake, very few are prepared to sacrifice taste.

First and foremost, sports and energy drinks need to taste good – which is why Red Bull and CCEP

have been working hard at delivering exciting new flavour combinations and innovative new products.

Burgess comments: “Flavour and innovation in energy drinks are driving sales and enabling brands to reach new audiences, making this the perfect time for new product launches including Reign – the new performance energy drink launched in October 2019. The no sugar, no calorie range, which has been designed to fuel optimum performance for workouts, is available in four refreshing flavoured variants – Melon Mania, Razzle Berry, Lemon Hdz and Sour Apple.

“Last year also saw us launch Coca-Cola Energy, the first energy drink released under the Coca-Cola brand. The drink has been designed to complement the upbeat and busy lifestyle enjoyed by many of our young adult consumers, combining the great Coke taste people already know and love with caffeine from natural-derived sources, guarana extracts and B vitamins.

“Our Monster Juice brand, which is made with real fruit juice, is also ideally placed to help retailer tap into the growing demand for flavour innovation. The range, which includes Monster Mango Loco, Monster Pipeline Punch and the recently launched Monster Pacific Punch, is worth more than £58m since launching in 2018 [Nielsen, Nov 2019].

PRICE-MARKED PACKS Price-marked packs continue to play a strong role in retail outlets by delivering a greater perception of value to consumers, with HIM data showing that 76% of shoppers believe PMPs help a convenience store’s price image and 38% of shoppers agreeing that PMPs reassure them they’re not being overcharged in a c-store.

Quoting the same data, Red Bull’s Bell adds: “Twenty-one per cent of shoppers said they wouldn’t buy a soft drink from a convenience store if it wasn’t a PMP, while 22% of convenience store shoppers are buying PMPs ‘every’ or ‘most times’ they visit a convenience store.

“Retailers that stock PMPs help to deliver choice to shoppers. If retailers promote the benefits of PMPs to their customers, they will help see an uplift in sales. Additionally, Red Bull recommends that retailers stock pricemarked packs across best-sellers at all times, to demonstrate range and offer customers choice, whilst driving profit.” www.slrmag.co.uk

Feature

Vapril

VAPRIL:

A MONTH OF OPPORTUNITY With the ban on menthol tobacco products arriving in May, this year’s Vapril festival of vaping takes on added significance as menthol tobacco smokers begin looking for alternatives.

T

he annual month-long vaping event known as Vapril is a great chance for local retailers to rethink their vaping offer and step it up a gear when it comes to letting shoppers know about the range you stock and the health benefits of switching from tobacco products to vaping.

This year’s Vapril takes on added significance thanks to the May 20 ban on menthol tobacco products. There’s every chance that many of Scotland’s menthol tobacco consumers are already hunting for an alternative. This could drive significant new interest in the category and is a chance for retailers to focus more attention on communicating both the ban and the benefits of vaping to their customers.

Duncan Cunningham, UK Corporate Affairs Director at Imperial Tobacco & blu, comments: “The ban on menthol tobacco products will leave many existing adult smokers without their product of choice. However, this shift in consumer purchasing behaviour may present significant sales opportunities for retailers

52

SLR | MARCH 2020

who are prepared for the changes and engage with shoppers ahead of the ban. Using the insight from conversations with smoker customers, retailers can shape their range and ensure it’s fit for purpose post-ban.”

A recent study of 350 retailers

by JTI found that 45% of them believed their menthol tobacco customers would choose to shift into vaping and less harmful alternatives. Given that an estimated 26% of all tobacco sales are menthol or capsule products and all of them will be looking for alternatives, that represents a massive opportunity for retailers.

The key to unlocking sales growth undoubtedly lies in education. Nick Geens, Head of

Logic and Reduced Risk Products at JTI UK, comments: “As vaping becomes more commonplace in the UK, more customers will turn to their retailers for advice and guidance on the category.

If retailers wish to take full advantage of this opportunity, it is essential that they are wellequipped to assist. They must be educated and aware of recent developments, understand the needs of different vapers, and possess an in-depth knowledge of the various devices, liquids, and flavours available. To fully profit from the category staff must make sure they are comfortable passing on recommendations.”

Cunningham makes broadly the same point: “In order to

DISPLAY ADVICE FROM JTI Vaping and next-gen nicotine products should be displayed prominently in store, in a clear and tidy display that shows the choice and range available.

For smaller stores, or those looking to introduce vaping or next-gen nicotine products for the first time, a countertop display solution is a viable option to test consumer response to the introduction of the category.

Once stores expand their range, it is best to move to a category solution where next-gen nicotine products are displayed in the same gantry to ensure quick service time and repeat custom.

www.slrmag.co.uk

*

£4 PER DEVICE

CLICK IT. VAPE IT. THE NEXT BIG THING IN VAPING.

*Subject to availability. Varieties as stocked. Participating retailers only.

logicvapes.co.uk

Feature

Vapril

succeed post-ban, it’s crucial that retailers and their staff understand what changes are coming and know what products and brands they have on offer in order to advise customers effectively. Training is key to success in this regard so taking time to talk staff through the ranges on offer will go a long way to help protect and maximise their sales post-ban.”

The last year has actually been a pretty good one for the vaping category. Despite some largely unfounded or inaccurate scare stories, the category is in growth.

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SLR | MARCH 2020

Geens says: “It’s been a successful year for the vaping category, with a rise in sales across all grocery channels as vaping becomes more popular with consumers. As a brand, Logic has had great success in convenience particularly – with Logic now worth £10m in the last year, growing 45.2% year on year. [IRI, Dec 2019]. Much of this growth has been down to the sleek, pocket-sized design, Logic Compact device.”

Geens attributes the sales growth in the wider category to a number of factors including adult smokers seeking alternatives to the wide range of increasingly high quality products now readily available to vapers.

“Customers can choose from a wide variety of devices and flavours, and retailers with good stock levels encourage repeat custom,” he says. “Research has shown that almost a third of existing adult smokers choose to buy elsewhere if their brand is unavailable, which demonstrates the importance of maintaining availability.”

Imperial’s Cunningham is similarly optimistic about the future of the category and sees the menthol ban potentially triggering a big lift in interest in the category. He advises: “While some adult smokers may simply switch to other traditional tobacco alternatives, many menthol consumers may use the ban as an opportunity to explore new ways to stick with their flavour preference and move into vaping.

“To prepare for this potential influx of ex-menthol smokers into the vaping category, retailers should ensure they stock up on easy-to-use pod mod systems like myblu. Any devices on offer should be supported by a strong range of menthol e-liquids and Liquidpods, especially those including nicsalts like myblu Intense, to help heavier smokers switch. Regardless

of the ban, the top-selling blu e-liquid flavour is menthol, so these variants are already very popular and well worth stocking up on.”

Geens agrees that nicotine salt products – nicsalts – are set to be a star of the show in 2020: “We predict that nicotine salts are also set to grow this year.

Offering a smoother and more intense flavour delivery, nicotine salts present a significant profit opportunity for retailers whose customers seek a more enriched vaping experience.”

So the secret to a successful Vapril? Understand the category inside out, stock a strong range of leading brand solutions, ensure 100% availability of all popular products and make sure the category has great visibility instore.

JUUL SECURES BOOKER LISTING JUUL Labs has secured a listing with Booker, giving many more independent retailers access to its product range.

The agreement sees JUUL products being made available in the 130 Booker branches with a tobacco room. In line with JUUL’s established policy, all Booker customers who purchase JUUL products must comply with the brand’s Challenge 25 age-verification policy in the UK. John Patterson, Sales Director of JUUL Labs UK comments: “The agreement with Booker not only gives thousands of unaffiliated retailers access to JUUL but also Booker’s symbol group customers.

Many Premier, Londis and Budgens stores will already stock JUUL products but this agreement will make re-stocking and delivery easier as they will be able to order through their Booker accounts.”

The JUUL range listed in Booker will be the JUUL Starter Kit (JUUL device, USB Charger and four JUULpods), JUUL Single device and five 18mg/ ml JUULpods refill packs (Golden Tobacco, Glacier Mint, Mango Nectar, Royal Creme and Alpine Berry).

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why not buy ? shoppers do.

N E W M Y B L U. H A N DY A N D E A S Y VA P I N G.

This product contains nicotine. 18+ only. Not a smoking cessation product. Š Fontem 2020.

2020

Feature

Confectionery

STACKS OF NEW PRODUCTS TO KEEP SHOPPERS SWEET The confectionery category continues to grow, as all the big players try to outdo each other with a raft of newly released products and supporting promotional activity. So where should retailers start?

T

he general trend may to be towards ever healthier eating, but UK shoppers still enjoy a little treat now and then with sales of confectionery increasing by 4.5% in the past 12 months. It’s a category that has remained as exciting and relevant as ever, thanks in large part to the efforts of the major manufacturers who have continued to innovate and drive a category that is nothing short of vital in all Scottish local retailing outlets.

But with so many options on the market, where should retailers be focusing their attentions, and their precious shelf space?

Susan Nash, Trade Communications Manager at Mondelez International, says one area definitely worth dedicating some time and attention to is the tablet segment.

She explains: “Led by the best-selling Mondelez SKUs, the tablet segment is growing by a significant 6.3% [Nielsen, Feb 20], highlighting the shopper demand for this format.” This growth is in part down to innovative new reduced-sugar products that deliver all the great taste and quality of the treats shoppers love, but with less sugar.

“The nation’s number one chocolate brand has introduced a reduced sugar variant to its much-loved range,” says Nash. “Cadbury Dairy Milk 30% Less Sugar. Over a third of 56

SLR | MARCH 2020

consumers are actively cutting down their sugar consumption. This latest innovation from Cadbury Dairy Milk will allow retailers to tap into this clear demand with a categoryleading brand. Available in an 85g tablet and 35g single bar, Cadbury Dairy Milk 30% Less Sugar contains no artificial sweeteners.”

EMBRACING THE DARK SIDE Additionally, research has identified that – as shoppers go through different life-stages – their taste buds change; some consumers who don’t like the taste of dark chocolate are nevertheless increasingly looking for a richer tasting chocolate with a higher cocoa content.

“Cadbury Darkmilk, the richest and creamiest bar Cadbury has ever made, was launched to meet this consumer demand,” says Nash. “Made with 40% cocoa, this new tablet is like no other with both a unique taste and texture, providing a delicious hit of cocoa combined with a creamy and smooth taste.” The range launched with two variants – Cadbury Darkmilk Original and Cadbury Darkmilk Almond. Last year another variant joined the range – Cadbury Darkmilk Salted Caramel – plus a new single 35g bar that is also available in a PMP format.

TOP TIPS FOR RETAILERS Confectionery is one of biggest food and drink categories in convenience and the category is the most impulsive, so availability and display are critical.

Mondelez International advises retailers to follow the basics below to maximise sales in the category all year round: Q Focus on the bestselling lines Q Have a range that covers all need states: self-eat, sharing and gifting confectionery Q Use manufacturers’ point of sale material where available Q Make the most of brand investment – have displays ahead of advertising or media investment Q Don’t forget the basics; keep displays fully stocked and tidy Q Consider a specific Big Night In cross-category display Q For more information, visit deliciousdisplay.co.uk

Also worth keeping an eye on is the sharing format segment and last month’s launch of two new Cadbury Darkmilk products this year will help retailers cash in on this profitable area. Cadbury Darkmilk with Crunchy Cocoa Pieces combines rich and creamy Cadbury Darkmilk with crunchy cocoa nibs for added texture and an intense cocoa hit. Available in an 85g tablet, the new bar aims to tap into the key Darkmilk occasion where shoppers are looking to unwind in the evening.

BUTTON IT Then, launching this month, is Cadbury Darkmilk Giant Buttons, combining the taste of Darkmilk with a proven sharing format.

Bournville also moved into sharing bags for the first time last year with the launch of Bournville Giant Buttons. The Bournville brand is worth £19.6m and has seen value growth of 42.4% year-on-year. This growth is set to be enhanced with the return of Cadbury Bournville Old Jamaica this year, the dark chocolate rum and raisin bar.

Sharing bags of confectionery are also an important part of a retailer’s www.slrmag.co.uk

Feature

Confectionery

range. Maynards Bassetts, one of the UK’s favourite confectionery brands since 1842, has tweaked its Wine Gums recipe to offer a new 30% Less Sugar variant. The new less-sugar Maynards Bassetts Wine Gums – just like the rest of the core range – is made with natural colours. With approximately 19g less sugar per 100g, the new recipe allows consumers to enjoy a less-sugar treat from the classic Wine Gums brand.

The brand also announced its first ever sour Soft Jelly product – Soft Jellies Fizzy Fish – to help retailers drive sales from sharing bags within sugar confectionery. The product is the second in the range of the Soft Jellies of the brand, after Soft Jellies Wild Safari was launched in 2018. Each bag contains a selection of flavours for sharing, including consumer favourites orange, strawberry, blackcurrant and lime – all made with natural colours and flavours.

These lines help retailers capitalise on the growth of the fruity confectionery category, which is also experiencing success, growing by 3.7% to £922m.

Victoria Gell, Fruity Confections Portfolio Director at Mars Wrigley, comments: “Over the past 12 months, Mars Wrigley has seen fruity confectionery sales grow by 20.5%.

For us, the category’s success is driven by innovation, while volumes are still driven by its bestselling core range. Exciting innovation such as Skittles Chewies are landing well with new shoppers but also exciting existing shoppers, encouraging them to return to the category, which in turn is driving sales of our core range.”

BOWLED OVER Mars Wrigley’s biggest fruity confectionery brand, Skittles, remains popular with value sales up by 17.6%. Skittles Chewies launched in the second half of 2018; by removing the outer shell Mars Wrigley introduced consumers to a softer texture, which has proved a big hit.

Swizzels, the UK’s fastest growing large sugar confectionery manufacturer and the largest independent family-owned sugar confectionery business in the UK, continues to perform well with sales up +14% over the last 2 years [IRI, Dec 2019].

Mark Walker, Sales Director at Swizzels, says: ‘‘Developing a confectionery offering that 58

SLR | MARCH 2020

provides both value-for-money products as well as breadth of choice is key for retailers looking to maximise their sales opportunities within the category. Swizzels offers a range of sugar confectionery which caters to growing consumer trends as well as changing dietary needs.”

Squashies continues to be a big success story for the business and is now the number one hanging bag brand in sugar confectionery, making it the most successful NPD launch in over 10 years [IRI, Dec 2019], says Walker.

Swizzels will extend its range in 2020 with a major launch in this format. It will be also be making a comeback to TV in summer 2020 as part of a major brand campaign to support the launch.

and vegan-friendly sugar confectionery. With demand growing for more choice in the category, Swizzels has adapted many of its products to be suitable for vegetarians and vegans, easily identifiable with a clear veganfriendly flash on packs. The range features Swizzels’ best-selling brands including Choos, Drumstick and Refresher chew bars, stick packs, Parma Violets and Love Hearts.

Swizzels’ newest addition to the range is a 10p Rhubarb and Custard Drumstick chew bar. Drawing on the resurgence of retro flavours, this new chew is sure to be a hit with shoppers seeking variety within the category and is a demonstration of Swizzels’ commitment to the 10p price point at a time when many manufacturers are moving away from this.

BIG NIGHT WINS

Celebrating 25 years of Starmix, Haribo has unveiled its largest ever on-pack promotion, which will give shoppers the opportunity to win a host of prizes every single hour for six months.

Running until July, prizes – including Xbox games consoles, activity tickets and board games – will be up for grabs, delivering countless moments of childlike happiness for shoppers throughout the UK. One lucky winner will also secure the ‘grand prize’, a 10-night stay in Florida, the ultimate playground.

Featuring on share size bags of Starmix, Tangfastics and Supermix, an on-pack flash will invite consumers to take part. Shoppers have until July to win.

Following the nationwide success of Maltesers Buttons, Mars Wrigley UK has announced it will be introducing the UK’s first ever flavoured Maltesers, Mint Maltesers Buttons.

Mint flavour products have rapidly grown +34% over the past 12 months and so through coupling this popular flavour with the fast-growing Mars Wrigley UK brand, the delicious new bitesize treat aims to drive new consumers to the segment.

Mint Maltesers Buttons launch this month and will be available in a range of formats: Single, 32g (RSP 66p); Treat Bag, 68g (RSP £1.19); Treat Bag Extra Free, 85g (RSP £1.19); and Pouch, 102g (RSP £2.09).

The launch will be backed by a £600,000 advertising campaign.

Perfect for the big night in occasion, Drumstick and Refresher Choos were developed to satisfy growing demand for softer sugar confectionery products which has seen the soft fruits segment grow above market rate in the last 52 weeks. The recipe was purposefully developed to ensure it is suitable for vegans. Drumstick Choos provides five double flavour combinations including Peaches & Cream and Strawberry & Banana, while Refreshers Choos offer five fizzy flavours with a unique sherbet centre, including Pineapple and Apple. Choos comes in £1 PMPs, making the product attractive to shoppers seeking a value-for-money Big Night In treat.

To help communicate its range of share bags to shoppers, Swizzels has launched its own Big Night In campaign running until April.

The campaign will include promotional pricing, feature displays and a competition allowing retailers to win TVs and movie streaming vouchers if they buy three cases and upload their receipt to the Swizzels website.

Another big trend that retailers need to ensure they are catering for is the rise of vegetarian-

SILVER ANNIVERSARY

www.slrmag.co.uk

Feature

Big Night In

FRESHEN UP YOUR BIG NIGHT IN OFFER!

The big night in opportunity is a great chance to build bigger basket spend. SLR brings you some of the latest products and promotions to hit the market that could help freshen up your offer.

T

here are few shopper missions that deliver big basket spends quite like the ‘big night in’. Staying in has been the new going out for years now and a dedicated big night in fixture can be the catalyst for a big spend across numerous different product categories.

Keeping your big night in offer fresh, however, is vital in ensuring that it doesn’t become ‘wallpaper’ for your customers. With that in mind, SLR offers an overview of some of the latest products and promotions to hit the market that could help drive some interest in the big night in fixture and help build some more big basket spends.

RUSTLERS MOROCCAN VEGETARIAN BURGER With the surge in interest in vegetarianism, Rustlers has launched a Moroccan Vegetarian Burger with an RSP of £2. Made with chickpea, grated carrot and coriander and served with mango chutney and a yoghurt and mint sauce, it has been developed to drive penetration amongst younger shoppers.

Kepak believes its new vegetarian offering has the potential to generate more than £2m worth of incremental sales – and it might bring something a little different to the big night in opportunity.

FANTA RASPBERRY ZERO SUGAR Coca-Cola European Partners is adding a new flavour to its Fanta zero sugar range with the launch of Fanta Raspberry zero sugar. Available now, the new variant from Britain’s number one flavoured carbonated soft drinks brand, the product contains zero calories and zero sugar.

It is available in a 330ml can and a 500ml 60

SLR | MARCH 2020

PET bottle for on-the-go consumption occasions, with an 8x330ml can multipack and a 2-ltr PET bottle, both perfect for the big night in. The launch is supported by a £2m marketing investment.

CADBURY DARKMILK VARIANTS The launch of Cadbury Darkmilk was the biggest confectionery launch of 2019 [Nielsen, Dec 2019], so the addition of two new variants to the range is good news for retailers. Launched last month, Cadbury Darkmilk with Crunchy Cocoa Pieces comes in an 85g tablet format and combines rich and creamy Cadbury Darkmilk with crunchy cocoa nibs for added texture and an intense cocoa hit. Hitting the shelves this month is Cadbury Darkmilk Giant Buttons, a combination of Cadbury Darkmilk in a proven format and perfect for the big night in occasion.

MCCOY’S MUCHOS KP Snacks has announced a further £1m marketing push for its McCoy’s Muchos Mexican-inspired tortilla range. The campaign will drive awareness and anticipation amongst consumers looking for a flavoursome snack to spice up sharing occasions.

Launching this month, the playful creative returns to TV and VOD, featuring animated characters, including Mexican wrestlers, a mariachi band and DJ Burro, the brand’s superstar DJ donkey.

The campaign is also supported by in-store activity with £1 PMP promotions. Muchos is available in three Mexican flavours: Cool Sour Cream & Onion, Tangy Nacho Cheese and Smokey Chilli Chicken. All are available in 180g packs with an RSP of £1.99, with Tangy Nacho Cheese and Smokey Chilli Chicken also in 80g £1 PMPs.

M&M’S BLOCK M&M’s has launched four Block variants that contain mini M&M’s alongside pieces of peanut, hazelnut or crispy and are encased in milk chocolate.

Supporting the release is a £1.4m abovethe-line campaign and a British adaptation of the brand’s successful 2018 Super Bowl commercial.

KP CROSS-BRAND PROMO Snacking giant KP has launched its biggest ever cross-brand promotion offering consumers the chance to win a ‘Next Level Lunch’, with thousands of experiences up for grabs including five prizes of lunch at a skyscraper in either New York, Dubai, Bangkok or Tokyo.

Running from this month until 31 May, the promotion will feature on more KP Snacks products than any previous promotion, including across £1 PMPs and Grab Bags of Nik Naks and Skips, and various Grab Bags, PMPs and multipacks of McCoy’s and Hula Hoops.

The cross-brand promotion includes an instant win mechanic with thousands of prizes available.

MCCOY’S FIERY STEAK McCoy’s is a firm big night in favourite so their latest offering – Fiery Steak – should be a hit. Described by McCoy’s as “a spectacular face-off between meat and heat”, the new ridge cut crisp is available this month in Grab Bag and PMP formats. From May 2020 the product will also be available in the McCoy’s Strong & Spicy Variety Multipack.

RSP is 89p for the Grab Bag, £1 for the PMP pack and £1.70 for multipacks. www.slrmag.co.uk

©2020 The Coca-Cola Company. Fanta and Fanta Zero are trademarks of The Coca-Cola Company.

• FANTA, THE NO.1 FLAVOURED CARBONATED SOFT DRINK IN GB (1) • FANTA IS WORTH £218M AND GROWING BY 10% (1) • FANTA’S GROWTH IS DRIVEN BY FANTA ZERO VARIANTS (1)

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GET IN CONTACT TO FIND OUT MORE AT CONNECT@CCEP.COM OR CALL 0808 1 000 000.

SCAN THE BARCODES TO ORDER PLAIN PACK SCAN THE QR CODE TO ORDER A POS KIT TO ADVERTISE IN YOUR STORE. (1) Nielsen Total Coverage MAT Value w/e 28.12.19

UTC

GOT TO HAND IT TO THEM...

Argentinean pint-sized footballing god and fully-fledged maniac Diego Maradona has long held a special place in the hearts of most Scotsmen, including UTC, since that infamous World Cup ‘Hand Of God’ incident where he accidentally used his hand to nip the ball over England goalkeeper Peter Shilton’s head into the back of the net.

Wee Diego, who as we all know had a penchant for a bit of the Columbian marching powder, often pops up in unusual settings around Scotland and here’s one exquisite example. The auld yin was out for his customary pie and a pint one lunchtime recently when he spotted this A-board outside of one of the city’s fine hostelries. The Maradona Pizza Deal: buy a pizza and get free coke. Sorry, a free Coke.

MICRO-MANAGEMENT ISSUES

UTC received a release recently that was actually a sales pitch for Baxters’ new Super-licious Soup Pots range but was delivered in the guise of research into how annoyed office workers get about using the team microwave.

Allegedly, 62% of workers “get annoyed over the office microwave” with 42% apparently “infuriated by colleagues leaving out of date food in the fridge”. There was a whole bunch of other findings too, but the auld yin 62

SLR | MARCH 2020

found them all far too tedious to share with the readers of SLR. Instead he’ll just leave you with a copy of Baxters’ ‘A Guide to Office MicroManagement’.

“If you work in a shared office space you will know that keeping up with the kitchen politics is a job in itself,” quipped Lorraine Rothwell, European Marketing Director at Baxters Food Group.

Indeed it is Lorraine, indeed it is.

STARBURST MY ARSE Not that he’s stuck in 1963, but UTC has never been a fan of giving perfectly well-named products new brand names just for the damn sake of it. A Snickers will always be a Marathon, as far as he’s concerned. And what the hell was the point of renaming the Dime Bar the Daim Bar? So it was a cause for celebration the other day at SLR Towers when the good people at Mars Wrigley announced that they were bringing back Opal Fruits, a mainstay of the auld boy’s youth.

Not only will Opal Fruits be back on our shelves, they’ll even have the original lemon and lime flavour.

None of that blackcurrant Starburst nonsense.

One downside to this whole festival of joy is that Opal Fruits will be launching first in Poundland.

UTC has never been a fan of jumble sales at the best of times, but he might just have to brace himself for a battle through the nearest Poundies to recapture a wee moment of his longforgotten youth.

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