SLR September 2016

New ÂŁ5 note I How to deal with EUTPD2 regulations I Licensing & Training False Front.indd 1

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EVEN MORE IRN-BRU TASTE AND NO SUGAR THE HIGHEST EVER RECORDED CONSUMER SCORE FOR AN IRN-BRU PRODUCT 57% OF SHOPPERS ARE LOOKING TO REDUCE THEIR SUGAR INTAKE 1 IN 3 SHOPPERS WILL BUY THIS AS AN INCREMENTAL PURCHASE

*Also available in non pricemarked packs

SEPTEMBER 2016 | ISSUE 161

WWW.SLRMAG.CO.UK

ON A MISSION

Woodlands Local’s mission shopping strategy explained

IAN JOHNSTONE

AG Barr on the rise of ‘more flavour, no sugar’

+

FASCIA FOCUS

The lowdown on the options out there

SCARY PROFITS Cashing in on Halloween

TRAINING Ways to develop your business

THIS IS WHERE WE NEED TO BE HEARD

With continuing economic uncertainty and Brexit concerns growing, it’s time for the Scottish Government to put its weight behind retailers

New polymer £5 note unveiled | The perfect brekkie range | Sports & Energy in profile Cover.indd 1

31-Aug-16 3:01:31 PM

PLAYER’S SMOKERS PAY LESS!*

*Based on RRP. For the avoidance of doubt, retailers are free at all times to determine the selling price of their products.

www.imperial-trade.co.uk

For Tobacco Traders Only

September 2016

Contents

Contents ISSUE 161

NEWS p6

Retailer loses tobacco unit Retailer in Grimsby who was convicted of possessing illegal tobacco has had his gantry removed by Imperial Tobacco. p7 Industry unites to fight soft drinks tax A new campaign has launched calling on the Government to reconsider the soft drinks tax. p8 Scottish Food & Drink Fortnight returns Local retailers looking to capitalise in local and Scottish produce can leverage the return of the event, which runs until 18th September. p9 New £5 note in circulation this month The new note will begin circulating on 13th September, followed by a new £10 note in summer 2017. p10 Nisa retailers’ donations top £80k in July alone Nisa’s Making a Difference Locally (MADL) campaign saw a total of 130 donations being made to 114 unique charities and schools in July, totalling £80,300. p16 Off-Trade News WKD undergoes reinvention, Diageo launches new single grain Scotch whisky, and more from the drinks world.

INSIDE BUSINESS

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9

10

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18

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p18 2 Minutes of Your Time Ian Johnstone AG Barr’s Direct Sales Controller for Scotland discusses new Irn-Bru Xtra. p20 Woodlands Local Free wifi, new mission shopping layout, and more from SLR’s own store. p26 Hotlines Win £1,000 with Double Decker, new Butterkist flavours, and more new products to hit the shelves.

FEATURES p28 Tobacco The implementation of EUTPD2 means retailers must think long and hard about how to maintain tobacco sales against the backdrop of an increasingly regulated environment. p30 Fascia Guide With even more options available to retailers, it can be a complex and difficult process to understand the pros and cons of each symbol group, so SLR presents a guide to the options available. p48 Chocolate An impulse king, chocolate confectionery plays a unique role in local retailing and profits for every independent store in Scotland. p52 Halloween SLR takes a look at the products retailers should consider for Halloween this year. p58 Breakfast SLR goes in search of the perfect breakfast range for c-stores by analysing the breakfast products market. p62 Sports & Energy As stellar performers of the last few years, sports and energy drinks continue to play a massively important role within the wider soft drinks category. p66 Beer After years of playing second fiddle to cider in terms of market excitement and buzz, beer is making its presence felt once more. p68 Licensing & Training SLR takes a look at the types of training that are available to independent retailers. www.slrmag.co.uk

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ON THE COVER 14

Time for the Government to back local retailers? With continuing economic uncertainty, and the fallout of Brexit, retailers need Government support more than ever.

SEPTEMBER 2016 | SLR

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31-Aug-16 5:11:38 PM

News ILLICIT TOBACCO Grimsby trader convicted of selling illegal tobacco has display unit removed

Moira Fund needs your support The Moira Fund, set up after the murder of Moira Jones in Glasgow in 2008 and supported

by Trustees including John Leslie of Britvic and his wife Dianne Leslie of Philp Morris International, is organising a fundraising Golf Day at Dullatur Golf Club on 24th September.

Support in any shape or form is requested and will be gratefully received. For more information, visit the Fund’s website at www.themoirafund. org.uk.

GroceryAid seeking volunteers GroceryAid is searching for volunteers who have some time on your hands, enjoy meeting new people and have a full UK driving licence to help with their welfare work. All volunteers receive professional training, regular support to help them carry out their roles and paid expenses.

Cathy Mercer, Welfare Development Director said: “We currently have 62 volunteer Welfare Assessors who work around the UK providing assistance to our beneficiaries.

English retailer loses tobacco unit for selling illegal tobacco A retailer in Grimsby who was convicted of possessing illegal tobacco has had his tobacco display unit removed by Imperial Tobacco. The company announced that Karzan Salim who owns the Arian News store had his tobacco display unit removed at the end of August after being in breach of the conditions of his agreement with the company.

“This latest gantry removal is another example of our ‘no tolerance’ policy when it comes to retailers convicted of selling illegal tobacco”, said Peter Nelson, Imperial Tobacco Anti-Illicit Trade Manager.

“We remain committed to working with enforcement bodies to weed out and punish those individuals looking to profit from this illegal activity. The possession of such significant amounts of both ‘illicit white’ cigarettes and counterfeit tobacco highlights the continued threat of this kind of illegal activity to local communities, while Mr. Salim’s

regrettable actions also threatened the livelihoods of his fellow retailers in Grimsby.”

If you have any suspicions around

its sale where you live, please act by contacting either the Customs Hotline on 0800 59 5000, or your local Trading Standards or Police.

We’re extremely grateful for everything they do for us.”

The role of a GroceryAid Welfare Assessor is to provide a visiting service to beneficiaries

FRESH Leaflet deals drive triple digit growth on fresh produce lines

Nisa scores big on fresh

and ensure their welfare is maintained.

Renfrew retailer ‘shamed’ for NMW infringments Bay Newsagents in Weymss Bay in Renfrewshire has been ‘named and shamed’ by trade union Unite for failing to pay over £12,500 to three staff members in missing National Minimum Wage payments.

The Westminster government published a list of 198 companies across the UK who had failed to pay workers the legal rate for the job, between them owing £466,219 in arrears.

All of the money owed to these workers has been paid back to

Nisa has announced significant year on year uplifts in sales of a number of Heritage fresh produce lines, driven by strong promotional activity on its consumer leaflet.

Following regular features on the consumer leaflet and a series of promotions on selected fresh produce lines, the category has seen significant volume increases including a 400% uplift on iceberg lettuce, 330% on red grapes, 240% on cucumber and an increase of 100% on green grapes.

Nisa’s wholesale fresh produce service recently experienced a record week, with an overall volume increase of 180% since the launch of the service in March.

Stephen Paine, Trading Controller for fresh produce at Nisa, said: “It is extremely encouraging to see so many of our members engaging with the fresh produce deals. We plan to continue to drive fresh produce through a variety of promotions throughout the rest of the year.

“We continuously look for ways to support our members in driving footfall and remaining competitive

across this key category, and as such we have recently launched a number of exciting new fresh produce lines which we hope will enable retailers to provide a relevant and competitive offer.”

them.

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31-Aug-16 3:22:04 PM

News TAXATION Businesses come together to urge Government to ‘can the tax’

Industry unites to fight soft drinks tax A new campaign from businesses employing more than 400,000 people across the country has launched calling on the Government to reconsider George Osborne’s soft drinks tax. Members include manufacturers, wholesalers, retailers, and pubs.

Bodies represented include the Scottish Grocers’ Federation and the Federation of Wholesale Distributors.

This comes as new research from Oxford Economics shows that the tax could lead to 4,000 job losses and £132m wiped off GDP as well as creating new opportunities for import fraud and tax avoidance.

‘Face the Facts, Can the Tax’ is supported by a coalition of British businesses who have come together to highlight the damaging economic consequences of the tax and urge the Government to rethink the policy and focus instead on proven solutions that will address obesity.

The Oxford Economics report also predicts that calorie consumption will drop by just five calories per person per day as a result of the tax – the equivalent of a bite of an apple.

Meanwhile, between 2004 and 2014, sales of ‘full sugar’ soft drinks fell

44%, and now contribute less than 3% of calories in the diet, yet obesity increased by around 4% in this same period.

The group recognise tackling obesity is a major public health challenge in the UK. The group wish to work with the Government and other stakeholders to deliver effective and holistic policy solutions.

However, the tax will not solve obesity and will instead result in job losses and higher prices when Government should be focused on meaningful measures to tackle obesity and supporting UK businesses and consumers.

Gavin Partington, Director General of the British Soft Drinks Association

who are providing funding for the campaign said: “We absolutely agree with the Government that obesity levels are too high and action is needed, but burdening businesses and consumers with an ineffective tax is not the answer. We know from the evidence around the world where they’ve tried a tax that it will not make a difference to obesity. What it will do, as this report shows, is damage thousands of businesses across the entire soft drinks supply chain, from farmers, to manufacturers, to convenience stores and the pub and restaurant trade.”

Pete Cheema, Chief Executive of the Scottish Grocers’ Federation added: “This measure by the former Chancellor completely ignores the efforts taken by the soft drinks industry to reformulate their products, promote low or no calorie alternatives, and the commitment not to advertise high sugar soft drinks to under-16s.

Additionally – and of great concern to retailers – is the likelihood that additional costs will simply be passed on to consumers and further put at risk the viability of independent convenience stores in Scotland.’’

SHS strengthens team SHS Drinks, who include WKD, bottegreen and Merrydown within their portfolio, have announced the appointment of Bryan Carroll to the role of Sales Director for the division. Bryan joins after 17 years working in similar roles with leading FMCG suppliers including Pepsico.

SHS Drinks MD Dave McNulty commented: “Bryan is a great appointment to the senior team at SHS Drinks bringing a wealth of category experience and solid commercial acumen. His experience within the industry will add significant value to the team and the wider business.”

PMP opportunity outlined As part of its Partnering for Success initiative, Imperial Tobacco has released a new video offering guidance to local retailers trade around the EUTPD II explaining how important price marked packs have become in reassuring shoppers in the independent channel that they’re buying a product that represents great value. The video can be viewed at www.imperial-trade. co.uk.

Owing to the recently implemented EUTPD II and standardised packaging legislation, PMPs have gradually begun to disappear from the market since 20 May 2016 – and can no longer be sold from 20

SYMBOL GROUPS Leading group Premier strengthens position with new milestone

Premier tops 3,300 stores mark

May 2017.

GroceryAid adds Trustees Helen Tucker (Human Resources Leader, P&G) and

Booker’s Premier, the UK’s largest symbol group, has reinforced its position with the announcement that it has recently signed up its 3,300th Premier store in the UK. The group has recruited 330 new members in the last financial year.

Premier was relaunched in February to help retailers make the most of new sales opportunities through food to go, kids zone, bigger packs, non-foods and the ‘feed the family’ shopping mission.

The relaunch also included a refresh of the fascia and imagery to be

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“more contemporary and to reflect what is demanded from a modern convenience store”.

Martin Swadling, Director of Premier, commented: “It is Premier’s job to help retailers make more profits as they are facing a whole

raft of new legislation that all impacts their bottom line profits and I’m pleased with the progress we have made. We have taken the learnings from our trial store in Sheffield and rolled them out across the estate with over 100 now currently reflecting this.

We are proud to be serving our 3,300 members and even more delighted that we have over 330 new independent retailers who have recognised that Premier will really help them drive their business forward.”

Mark Williamson, (Commercial Director, Waitrose) have been elected to the Board of GroceryAid Trustees, chaired

by Chris Etherington (Chief Executive, Palmer and Harvey).

As members of the Trustee Board, Helen and Mark will have overall responsibility for the governance of the Charity, and will bring their particular skills to help shape future strategy as well as the way the Charity operates on a day to day basis.

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31-Aug-16 3:22:06 PM

News PROXY PURCHASING Retailer-led campaign reaches 80,000

New marketing manager for VARTA VARTA owner Spectrum Brands UK has appointed Paul Clarke to the position of sales and marketing director for the UK batteries and hardware division, which includes VARTA Consumer Batteries and Stanley Padlocks.

Prior to joining Spectrum Brands, Clarke held sales management roles with Sharp Consumer Electronics and LG Electronics.

One Stop going for gold To tie in with the recent Olympic Games, One Stop have developed an internal engagement programme ‘Going for Gold Customer Service’ to encourage store colleagues and Franchisees to go out of their way to give outstanding customer service in stores. The

Edinburgh retailer proxy purchasing campaign goes viral A retailer-led campaign to highlight the dangers of proxy purchasing in Edinburgh has gone viral within a week. The first campaign message to be posted on Police Scotland’s Edinburgh Division Facebook page has reached over 78,000 people, been shared 365 times and received 120 comments. The post highlights to young people that proxy purchase is a serious offence and that if they are detected asking someone to buy

alcohol on their behalf the police will intervene swiftly. The post features the distinctive ‘Police Taxi’ image developed as part of the campaign materials. The campaign focuses on the Leith area of the city and includes operational activity by both uniformed and undercover police officers from the Divisional Violence Reduction Unit.

John Lee, Head of Public Affairs at SGF and Chair of the Scottish

Alcohol Industry Partnership campaigns group commented: “Social media is an integral part of the overall campaign strategy and we can see how effective this is – the first post has reached almost 80,000 people in the city. Taken together, the use of social media, outdoor media such as street vinyls and digital advertising means that one week on from launch we already have a very high profile campaign.”

first initiative was to encourage customer engagement with the ‘Food for Thought’ feedback survey, with all colleagues who are recognised by customers via ‘Top Banana’ comments being in with a chance of winning a gold medal and money for their store.

The second initiative saw stores taking part in active sells during the Olympic weekends to give colleagues the time and chance to talk to their customers, to tell them about the products but also to get to know them a bit better.

NFRN calls for illicit tobacco action The NFRN has reiterated its call for a concerted effort to tackle the illicit tobacco market once and for all as a new report has shown that 71% of smokers admit to buying smuggled products. NFRN Chief Executive Paul Baxter said: “We are appalled that non UK duty paid tobacco is so easily available and that the black market continues to grow. This is a massive problem that needs to be addressed and we want to see the government, HMRC, police and trading standards making a concerted effort to tackle this real threat once and

LOCAL PRODUCE National festival returns bringing sales opportunities for retailers

Scottish Food & Drink Fortnight returns Local retailers looking to capitalise on the sustained interest in local and Scottish produce can leverage the return of the Scottish Food & Drink Fortnight which runs until 18th September. The nationwide event supports and promotes Scotland’s produce and the people who grow, make, cook and sell it.

The focus of this year’s celebration is the network of primary producers responsible for the top quality raw ingredients who are integral to the continued success of the £14.3bn Scottish food and drink industry.

Chief Project Manager Fiona Richmond encouraged

local retailers to get involved in the festival and commented: “Scottish Food & Drink Fortnight is a fantastic celebration of our country’s larder. With more than 200 events across the country, I urge everyone to get behind the Fortnight.

“Many independent retailers across Scotland are supporting and I would encourage the rest to do likewise to drive their sales with products from our renowned national larder.”

More information is available on the Scottish Food & Drink Fortnight website at www.fooddrinkfort.scot

for all.

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31-Aug-16 3:22:06 PM

News CURRENCY New £5 note launches this month

New £5 note in circulation this month The new £5 note issued by the Bank of England will begin circulating on 13th September, followed by a new £10 note in summer 2017 and a new £20 note by 2020.

The new notes will be printed on polymer – which is cleaner, safer and stronger than paper – incorporating advanced security features that make them more difficult to counterfeit. The new notes will be smaller than the current paper notes.

The old paper £5 note will be formally withdrawn from circulation in May 2017.

FEATURES TO LOOK FOR ON THE NEW POLYMER £5 NOTE:

Phillips 66 grows team Phillips 66 has appointed Mark Todd to the role of National Sales Manager for its UK & Ireland Marketing division. Todd will be responsible for bringing on board new customers and strengthening existing relationships throughout the UK and Ireland.

Q Check the see-through window and the clearly defined portrait of the Queen Q Check the Elizabeth Tower (Big Ben) is gold on the front and silver on the back Q Check the foil patch changes from ‘Five’ to ‘Pounds’ Q Check the coronation crown appears 3D Q Check the ultra-violet feature

Todd brings a wealth of industry experience to Phillips 66, having worked in the downstream fuels industry for over 26 years. He will report directly to MD Mary Wolf and will lead a team of nine.

Sterling holds top position Sterling, the UK’s number one cigarette brand from JTI, has succeeded in holding its title as the nation’s bestselling cigarette for four years running, with retail sales totalling £1.5bn – more than Warburtons, Stella Artois and Walkers Crisps combined, according to new Nielsen data.

IT’S COMPETITION TIME WITH IRN-BRU, HEADLINE SPONSOR OF THE REVAMPED SCOTTISH CHALLENGE CUP, NOW KNOWN AS THE IRN-BRU CUP. IRN-BRU, the No. 1 Scottish grocery brand*, is giving you the chance to win some fantastic footie prizes in this easy-to-enter prize draw.

One lucky retailer will win an IRN-BRU branded football kit (adult size) for a full squad, two tickets to an IRN-BRU Cup match and ve IRN-BRU branded footballs.

And two runners-up will each win ve IRN-BRU branded footballs. ate huge interest as foror the rst time teamss from The IRN-BRU Cup will generate ern Ireland will Scotland, Wales and Northern go head-to-head, competing for the rst ever national IRN-BRU Cup.

To enter, send your name, store address ber to: Louise and a daytime phone number mp, 2nd Floor Coates, IRN-BRU SLR Comp, lose, Mansell House, Aspinall Close, otlon, BL6 6QQ. Middlebrook, Horwich, Botlon, Terms and conditions: This competition is only open to readers of SLR magazine. The closing date is Friday, September 30th, 2016. Only one entry per store. The prizes are as stated and no alternatives will be provided. The judges’ decision is nal and no correspondence will be entered into. * Kantar Worldpanel, Value Sales, Take home non-alcohol brands, MAT to 24.05.15, Total Scotland

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SEPTEMBER 2016 | SLR

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31-Aug-16 3:22:06 PM

News CHARITY Symbol’s charity campaign hits new heights

Convenience Matters with the SGF Corporate social responsibility (CSR), as many retailers will be aware, is the idea that organisations have a wider responsibility than just to their shareholders or board of directors: that the company should be putting something back into the community and society. It was a very big idea a few years ago.

We hear less about it now but that’s because the feeling is that CSR can’t be seen as something separate: it has to be part of the corporate DNA, something the organisation does as part of its every-day business.

The SGF Benevolent Fund exists solely to assist previous and existing members of the grocery retail trade who are now in need of assistance. The fund is a registered charity, is administered by a Board of Trustees and is there to benefit the trade.

Recently we have made the application process simpler, with a much more user-friendly application form, which is also available for download on our website.

To support this, we have also started a new marketing campaign involving the trade press and all our symbol group members. All enquiries are treated in confidence.

We want to spread the word about the Benevolent Fund and make sure it helps as wide a number of people as possible. If you think you can benefit from assistance or if you know someone who could benefit, please don’t hesitate to get in touch with us.

It’s there to help and it’s there as a very tangible way that the Federation could put something back into our trade and our community. Just call 0131 343 3300 now.

John Lee, Head of Policy and Public Affairs, SGF.

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Nisa retailers’ donate over £80k in July alone Nisa’s Making a Difference Locally (MADL) campaign saw Nisa retailers donate over £80,000 to good causes across the UK in the July alone.

A total of 130 donations were made to 114 unique charities, schools, sports clubs and other causes, totalling £80,300.

MADL raises funds in independently owned convenience stores that are members of the Nisa family, through the sale of items from Nisa’s own-label Heritage range and a selection of branded products which carry charitable donations from the suppliers.

Making a Difference Locally has been supporting good causes since

2008 and to date has donated over £6m in total, donating just under £1m last year alone.

There are currently over 2,300 stores participating in the Making a Difference Locally initiative.

PROPERTY High street business sold after 14 years under same owners

Coldstream newsagents sold Moffats Newsagents on the High Street of the Borders town of Coldstream has been sold by retail commercial property agents Cornerstone.

The business had been in the hands of Stewart and Gillian Clark for over 14 years but the couple were keen to sell the business to allow them to retire and spend more time with their family. The business was sold to experienced local operator Tim McCormack.

The traditional Moffats Newsagents remains a hub of the town and is well known throughout the local area. Tim will retain all core services and intends to add some fresh ideas of his own.

CHARITY

Scotmid targets £300,000 of fundraising for Childline Scotmid Co-operative has launched a partnership with Childline to raise money for the vital service which provides free and confidential support for children and young people who need help. The organisation will display collection tins in more than 300 stores and staff will take part in fund-raising events.

The aim of the partnership is to raise £300,000 which will allow Childline to answer around 75,000 calls, emails and online messages from children and young people who need someone to listen to them.

With Scotmid also promoting ways staff and customers can volunteer for Childline, the NSPCC-run helpline hopes the partnership will also lead to more volunteers to help counsel children on a range of problems including exam stress, family issues, bullying and body image.

The partnership comes as Childline celebrates 30 years since being set up by Dame Esther Ranzten in 1986.

Malcolm Brown, Head of Corporate Communications for Scotmid Cooperative said: “We are thrilled to be working alongside Childline in the year they celebrate three decades of being there for young people.”

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Comment

IT’S TIME TO TAKE OUR RELATIONSHIP WITH HOLYROOD UP A GEAR When putting together this month’s cover story on the Scottish Retail Consortium’s outright demand for “tangible actions” from the Scottish Government in its forthcoming Budget & Spending Review, it’s hard not to be persuaded that it really is time that Holyrood showed more commitment to an industry that directly employs around 45,000 people and contributes £0.5bn to the economy.

The problem, it seems to me, is the same problem this industry has always had: the lack of ability to clearly speak with a unified voice. With around 5,500 individual local retailing outlets in Scotland we represent a very large chunk of the economy – yet we don’t wield anything like the power of one of the major multiples who have far fewer stores but can speak to government as a single voice. Holyrood will only listen to our industry when it truly understands how important we are and realises we are not no longer prepared to be ignored.

SRC’s demands of Scottish Ministers are straightforward and reasonable, and are based around nothing more complex than the Government working closer with the industry to deliver a retail strategy which sets out a clear roadmap for future tax and regulatory changes for the decade ahead. The proposals also cover more specific issues such as business rates, personal tax rates and a scrapping of the much loathed deposit return scheme.

It’s great to see SRC getting more vocal in this area, and it’s great to see a revitalised SGF working harder than ever to build closer bridges with Holyrood, not least through SNP MSP Gordon MacDonald who has been relentless in his support of our industry in the last couple of years.

But we need more participation and more co-operation from everyone in the industry if we are to achieve our aims of forcing the Scottish Government to take a really good look at the local retailing industry and realising how important it is to Scotland’s economy and Scotland’s communities.

That means industry bodies like SGF, SRC and SWA working with retailers and wholesalers themselves, and even suppliers, to fund and manage a charm offensive that gets retail to the top of the political agenda in Scotland.

The nascent cross-party working group will be a huge step in the right direction, but there will be many more steps required after that one. The future of the industry is at stake here – so it’s time for us all to step up to the mark and play our part.

EDITORIAL Publishing Director Antony Begley 0141 222 5380 | abegley@55north.com Editoral Assistants Iain Hoey 0141 222 5385 | ihoey@55north.com Émer O’Toole 0141 222 5387 | eotoole@55north.com Web Editor Findlay Stein 0141 222 5389 | fstein@55north.com

ADVERTISING Advertising Manager Susan Dignon 0141 222 5384 | sdignon@55north.com Special Project Sales Manager Donald Stephenson 0141 222 5387 | dstephenson@55north.com

DESIGN Design & Digital Manager Richard Chaudhry 0141 222 5300 | rchaudhry@55north.com Designer Lisa Deakin 0141 222 5388 | ldeakin@55north.com

EVENTS Events & Operations Manager Cara Begley 0141 222 5381 | cbegley@55north.com Events & Operations Assistant Chloe Buchanan 0141 222 5383 | cbuchanan@55north.com

CIRCULATION & SUBSCRIPTIONS Scottish Local Retailer is distributed free to qualifying readers. For a registration card, call 0141 222 5381. Other readers may 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.

ANTONY BEGLEY, PUBLISHING DIRECTOR

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31-Aug-16 3:12:21 PM

Cover Story

Scottish Government Budget & Spending Review

TIME FOR THE I SCOTTISH GOVERNMENT TO TRULY BACK LOCAL RETAILERS?

n the world of local retailing in Scotland, the only thing that seems certain these days is more uncertainty. It’s difficult, if not impossible, for the industry to make preparations for the future, when getting a half decent picture of what the future might look like is a challenge the best minds in the country can’t get their heads around.

Yet the reality is that an industry as vital to the Scottish economy as local retailing needs to be able to prepare – and it looks increasingly urgent that the Scottish Government accepts the importance of this industry and does something concrete to ensure its continued success.

In the last couple of weeks the Scottish Retail Consortium (SRC) explicitly called on the Scottish Government to put competitiveness and productivity at the heart of its Budget and Spending Review, which is expected this month.

In a new paper ‘Open for Business: Growing a more productive and competitive Scottish economy’ submitted to the Scottish Finance Secretary lasted month, the SRC highlights the profound changes affecting retail and puts forward detailed policy recommendations across key areas. These include business rates, income tax, council tax, business taxation, apprenticeship levy, charges, regulation and infrastructure.

The SRC’s argument, which will undoubtedly be welcomed by Scotland’s local retailers, is that with the devolution of further new powers, along with the uncertainty following the Brexit vote, there is an urgent need for the Scottish Government to take “tangible action” to support the retail sector and consumer confidence.

The submission was timed to appear ahead of the expected publication this autumn of the Scottish Government’s spending and taxation plans.

Specifically, the SRC is recommending that Scottish Ministers: Q Work with the industry to deliver a retail strategy which sets out a clear road-map for future tax and regulatory changes for the decade ahead Q Bolster consumer confidence by keeping a firm grip on personal tax rates, and reevaluate whether the current plans for

Making a positive difference to the retail industry and the customers it serves With continuing economic uncertainty, the fallout of Brexit and a range of other challenges, is it time for the Scottish Government to put its money where its mouth is and really get behind the vital local retailing industry in Scotland?

BY ANTONY BEGLEY

Retail contributes

5.5

%

of Scottish GVA

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31-Aug-16 3:12:59 PM

Scottish Government Budget & Spending Review

Makin to the and th it ser

Cover Story

Re cont

Retail :

5

THE Largest Making a positive difference private sector to the retailemployer industryin Scotland and the customers it serves increases in personal taxation in 2017-18 remain sensible Q Press ahead with fundamental reform of business rates so that a modernised, sustainable, strategically coherent and competitive rates system can be in place shortly after the Barclay Review reports Q Scrap the £62.4m annual ‘Large Business Rates Surcharge’ which affects 29,000 firms, and restore poundage rate parity with England Q Ensure firms in Scotland which pay the Apprenticeship Levy directly benefit from it Q Shelve the mooted Scotland-only deposit return scheme for drinks containers, a ‘bottle tax’ which would push up prices for consumers.

However, they have the powers at hand right now to do more to encourage growth and Retail is a dynamic industry promote productivity in Scotland. With half and accounted for of VAT receipts being assigned to the Scottish Parliament, our politicians at Holyrood have % a direct stake in facilitating a flourishing retail industry. Retailers will be looking to of all new contributes the Finance Secretary to act when he brings businesses THE Largest forward his Budget later this year.” formed in private sector There is at least one sympathetic ear Scotland employer in % within the Government in SNP MSP Gordon last year Scotland of Scottish GVA MacDonald, recipient of this year’s Special Recognition Award at the SLR Rewards, while First Minister Nicola Sturgeon has repeated Retail sales her support of the industry, including total: during her presentation at last year’s SGF Conference.

MacDonald said: “Last October, the Scottish bn % David Lonsdale, Director of the Scottish Grocers’ Federation launched the first ever Retail Consortium, said: “The retail industry report on the importance of convenience stores of was going through an unprecedented period to our villages, towns and cities. The report Scottish of transition before the vote to leave the EU. found that 75% of the 5,602 convenience GDP With that added uncertainty, the Scottish stores in Scotland are run by small business retail industry faces significant challenges. owners, that the sector provides 44,332 jobs, Gordon MacDonald MSP “The SRC shares the devolved and that their value to the economy in terms administration’s aim of making Scotland of gross value added is more than £0.5bn per the most competitive part of the UK to do annum. With one convenience store for every 2 - src | budget submission 2016 business, however that goal has yet to be 946 people, Scotland has more such shops % achieved. This is why we want to see a bold per head than any other part of the UK. 10047 - SRC Scottish Budget Submission Report.indd 2 and ambitious Budget with Scottish Ministers “But small independent retailers are under in Scotland, retail using their powers to significantly improve immense pressure to maintain margins and accounts for a quarter the Scottish economy. In particular, the profitability so that they can have the funds of all business rates powers over personal taxation can have an to reinvest in their business. In August 2014, immense impact on the health of Scottish during the first ever parliamentary debate on retailers. That’s why we argue now is not the importance of convenience stores to our the time to raise taxes on the vast majority of local economies, I quoted the Carnegie UK working Scots, which would of course impact Trust, which stated: ‘We recognise that for on their discretionary spending. many towns, the contribution of independent “However, the Scottish Government should retailers is a crucial factor in the long-term go further and look to reduce the burdens 2 -sustainability, diversity and vibrancy of high src | budget submission 2016 on retailers so they are at the very least no streets’. more onerous than elsewhere in the UK. That “The Local Shop Report 2015 confirms and 10047 - SRC Scottish Budget Submission Report.indd 2 01/08/2016 means scrapping the unfair Scotland-only justifies the view of the Carnegie UK Trust large business rates surcharge, working with that the long-term sustainability, diversity and firms to ensure they directly benefit from the vibrancy of high streets is down to local shops Apprenticeship Levy monies, and developing and the convenience store sector.” a joint government/industry retail strategy The arguments are compelling and the case to support small, medium and large retailers is sound; let’s hope the Scottish Government across the country. recognises the importance of local retailing “The Scottish Government is rightly and delivers the “tangible action” that the concerned about the potential economic SRC, the SGF and the wider industry in retail jobs in scotland impact of the Brexit vote on Scotland. Scotland are looking for.

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www.slrmag.co.uk

Cover Story.indd 15

SEPTEMBER 2016 | SLR

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31-Aug-16 3:13:00 PM

News

Off-Trade

Off-TradeNews FIND OUT WHAT’S HAPPENING IN THE WORLD OF TRAINING P68

SPIRITS SHS’s WKD brand set sights on 18-24 market with rebranding

No rest for the WKD

Gordon’s redesign Gin brand Gordon’s has revealed a fresh new look for its bottle for the first time in 70 years. The taller, slimmer bottle launches this October and will be available in the 1.5l, 1l and 70cl formats and is supported by

20 years since its original launch, SHS Drinksowned WKD is undergoing a radical reinvention which will see the introduction of a new pack design and the unveiling of its ‘WKD for the Now’ campaign. The changes will be supported by a heavyweight and comprehensive communications programme anchored on social platforms and spanning mobile phones, live videos and new generation social and digital platforms such as Facebook and Instagram.

There will be four variants in the reinvented WKD range: the original WKD Blue and WKD Iron Brew; as well as new WKD Berry and WKD Passion Fruit (the latter re-named WKD Blush). No fundamental

changes have been made to the liquid in terms of flavour, rrp or ABV which remains at 4 per cent.

These new look packs will roll out from early October.

Jo Sykes who has spearheaded the WKD transformation project team over the past year, says: “This isn’t a re-launch, it’s a re-invention.

The response from retail customers as well as consumers has been extremely positive and has helped shape the plans we are now unveiling. We are confident that the combination of a new direction, new pack designs and a comprehensive social media programme will make a big impact amongst our primary 18 to 24-year-old consumers.”

a £3.6m marketing investment.

Why did the Mexican buy secateurs?

Tequila Rose, a blend of strawberry cream liqueur and Mexican Tequila, is now available in a 50cl bottle format (rrp £10), capitalising on the brand’s 40% growth in the past 12 months. The 15% ABV liquid launches on to the Off Trade

CIDER Bulmers changes its look to drive value in category

A whole new Bull game Heineken-owned cider brand Bulmers has introduced a new look to its 500ml range. The design draws on the brand’s orcharding heritage, championing apples in their revamped logo and bold labels. The re-launch of Heineken’s leading packaged cider will drive value in the category and build retailers’ businesses by commanding a premium price.

Emma Sherwood-Smith, cider director at Heineken said: “We’re clearly calling out Bulmers’ 130 years of cider making expertise. We continue to push the boundaries of cider, with our new look, our consumer marketing and our associations through music, partnerships and festivals.

“The cider shelves are getting more competitive, so it’s right that the most famous packaged cider brand should stand out on the shelf. This £2m re-launch of Bulmers injects excitement and stand-out in the cider category, and consumers won’t be able to miss them in the aisles.”

shelves and into the consumer’s basket for enjoyment of the summery beverage at home.

Arran up 25% Despite an apparent struggle within the Scotch whisky industry to grow sales in such an established sector, the Isle of Arran Distillers. is toasting impressive annual results with 2015 showing a 25% growth in net profit. In a market perceived to have stalled, the results offer a more positive view of the category and a reflection of changing market dynamics.

16

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Off Trade.indd 16

BEER Craft brewer launches popular products in can format

Harviestoun’s can-do attitude Craft brewery Harviestoun is now offering two of its top beer brands in cans. Schiehallion (4.8% ABV) and golden ale Bitter and Twisted (4.2% ABV) are the first of the core range to enter the new format, adding to the brewery’s existing offering of cask, keg and bottle. They retail in four 330ml can packs with an rrp of £6.

Toby Knowles, Managing Director of Harviestoun Brewery, toasted the expansion, saying: “For over 30 years, Harviestoun has been driven by a desire to pioneer and innovate. Our canning program is a symbol of our commitment to asking ‘what next for craft beer?’ and creating an unforgettable drinking experience for beer lovers in the UK and beyond.

“The last 12 months have been an incredibly exciting period of growth for Harviestoun.

During this time, we have never lost sight of our commitment to consistency, flavour and quality.”

www.slrmag.co.uk

31-Aug-16 5:16:08 PM

Off-Trade

News

WHISKY Diageo launch latest version of Beckham’s Whisky

Beckham: the second half Following the successful launch of Haig Club in 2014, premium drinks business Diageo teamed up with global icon David Beckham and British entrepreneur Simon Fuller to introduce Haig Club Clubman – a new single grain scotch whisky variant from Haig Club.

The whisky inherits the same bold and progressive spirit as Haig Club – designed to be different, stylish and modern whilst incorporating the House of Haig’s almost 400 year heritage.

Haig Club Clubman will be available across GB from August at a recommended retail price of

£25. The new Scotch is intended as a permanent addition to the brand.

Further markets are to be the subject of future announcements.

Ronan Beirne, Global Marketing Director for Haig Club commented: “We are pleased that Haig Club has helped to place grain whisky back on the map and become one of the most talked about whiskies in the world.

“Out of this success, the time is right to introduce a new edition.

Haig Club Clubman will enable us to continue to drive the vibrancy and momentum of the Scotch Whisky category, in line with the brand’s strategy.’’

CIDER ‘Festival’ promotion brings in big sales for Nisa

Nisa Cider Festival almost brings in £1m Nisa announced that its recent Cider Festival achieved almost £1m in additional sales on promoted lines, seeing a 74% increase on the same period for the previous year. The success of the event echoes that of Nisa’s Wine Festival in March, which saw a 66% increase in sales of wines featured in the event.

The Cider Festival, which ran from the 11th to the 31st July, was designed to help members

drive footfall and additional sales with competitive pricing on a wide selection of ciders, including a market leading deal on Old Mout, Rekorderlig and Bulmers 500ml ciders at an RSP of 4 for £5.

Leanne Jarrett, Trading Controller for Beer, Ales and Cider at Nisa, commented: “Strong promotions and the market beating deal of 4 for

£5 on selected ciders provided a competitive offer for our members and their customers, and we will continue to work with our suppliers to look at ways in which we can support our members further in driving additional sales and footfall through our promotional activity.”

Capturing the Rye

prepares to expand into the world’s largest beer market

Diageo-owned beer Guinness is extending the

with the opening of a 100,000 sq ft brewery and a roster

successful Brewers Project range with the launch

of new beers.

of Guinness Rye Pale Ale. The premium bottled ale category, which continues to grow ahead of total Beer

Tiësto infects Budweiser

by 8% to £19m year on year.

Budweiser has teamed up with Dutch DJ and producer

Q: We’ve just taken on a new start who has some experience working in a forecourt shop in the neighbouring village. She says she has done the alcohol training. We’ve done all our staff training a couple of years ago.

Do I have to train her again?

Stephen Says: If your new member of staff can produce her training record from her previous employers, then by law that is sufficient, but in my view you should retrain her and issue a fresh training record.

You should take the opportunity to periodically retrain all of your staff and sign fresh training records as a matter of best practice.

Q: I’m refitting my shop, moving the post office counter, changing the shelving BUT the alcohol is staying exactly where it has always been and that’s not changing. Do I need to tell the licensing Board?

Niall Says: The layout plan which is attached to the licence is as much a part of the licence as the permitted hours. If the configuration of the shop is changing then a new layout plan requires to be drawn up and an application, known as a minor variation application, needs to be lodged with the Board. Having a shop fit out that does not comply with the authorised layout plan could leave you in hot water.

Q: I own a shop in Edinburgh which I run with my wife and daughter, but I’ve been offered a lease for a unit in Fife and it’s a good deal. Is there anything to stop me holding two licences?

Stephen Says: There is nothing to stop you holding more than one premises licence. However, you can only be named as the designated premises manager on one licence.

So if you are the named manager on the licence of your Edinburgh shop, you’ll need to find someone else to be named as the manager for Fife and that person needs to hold a valid Scottish personal licence.

Tiësto to create a limited edition beer made by literally

Every BrewDog has its day

infusing it with the DJ’s music by pumping Tiësto’s

Scottish brewer BrewDog has taken its Equity for Punks

music, and the energy of the fans, into the American

crowdfunding concept to the US, as the company

beer.

www.slrmag.co.uk

Off Trade.indd 17

SEPTEMBER 2016 | SLR

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31-Aug-16 5:16:13 PM

Inside Business

2 Minutes | Ian Johnstone

Ian Johnstone With interest in no sugar products growing rapidly these days, Scotland’s most iconic brand is leading the way and helping retailers cash in with the launch of new Irn-Bru Xtra, promising all the flavour of the famous beverage but without the sugar.

SO, WHAT EXACTLY IS IRN-BRU XTRA? In a nutshell, it tastes exactly like Irn-Bru but it contains absolutely no sugar – and that’s not just our opinion, as SLR knows well, with Woodlands Local being the first store in Scotland to sample the product!

VERY TRUE. OUR CUSTOMERS LITERALLY COULDN’T TELL THE DIFFERENCE IN BLIND TASTE TESTS. BUT WHY HAVE YOU LAUNCHED IT? FACTFILE Known to most retailers in Scotland, Ian Johnstone is an AG Barr man through and through. Launching his career with the company as a van boy, the most dapper chap at AG Barr has progressed through the ranks to become Direct Sales Controller for Scotland.

As the soft drinks market leader in Scotland, we feel it’s our responsibility to help develop and grow the category.

To do that, we need to lead from the front when it comes to understanding evolving consumer tastes and delivering products that meet those changing demands. Irn-Bru Xtra does just that. Many of today’s consumers are seeking carbonated soft drinks with more flavour and no sugar – and that’s precisely what Irn-Bru Xtra gives them. We are responding positively and responsibly to a changing market place.

IS THE PRODUCT AIMED AT THE SCOTTISH MARKET SPECIFICALLY? Initially, yes, we are focusing on Scotland because it’s our home and our heritage. The Scottish market is a vital one to tap into because, of course, the Scots love their carbonated soft drinks: Scotland has only 8% of the population but accounts for 13% of the carbonated soft drinks market.

WHAT’S THIS NEW SUB-CATEGORY ALL ABOUT THEN? ‘More flavour, no sugar’ is, for many shoppers, the best of both worlds. The regular and low calorie sub-categories are well established and everybody understands the benefits 18

SLR | SEPTEMBER 2016

2 Mins.indd 18

of each. This new sub-category is more about delivering amazing flavour but without the sugar.

WHAT ADVICE WOULD YOU GIVE TO RETAILERS ON IRN-BRU XTRA? We anticipate that around one in three sales will be entirely incremental so we will clearly be growing the wider soft drinks market, which is good for everyone. We would recommend that retailers add facings for Irn-Bru Xtra, but not at the expense of the other Irn-Bru variants which are so, so important to them and their shoppers.

We’re advising them to increase the space they give to the Irn-Bru range by 33%.

THAT’S A LOT OF NEW SPACE TO REQUEST… Yes, you’re right and we’re aware of that. But Irn-Bru is extremely important to Scottish retailers and we think it merits this extra space to allow it to deliver even more for retailers. The key is to always be in stock of all three variants and use the new high visible POS that’s available.

HOW ARE YOU SUPPORTING THE LAUNCH? We’re spending a whopping £2m on the launch, kicking off on October 10th. All of that spend is just for Irn-Bru Xtra and you’ll see evidence of it everywhere you go. We’re doing a lot of outdoor and social media and we’ll be using the van team who visit 2,500 stores every fortnight. It’s going to be huge so I’d advise retailers to make sure they’ve got lots of stock!

AND WHEN ARE YOU BRINGING BACK IRN-BRU FIERY? Ha hah! I get asked that all the time! My lips are sealed…. www.slrmag.co.uk

31-Aug-16 5:17:56 PM

WOODLANDSlocal

Inside Business

20

Woodlands Local | Mission Shopping

NOW WE’RE REALLY ON A MISSION

IMPU

W

ith the full refit almost complete, we are now ready to implement our mission shopping layout for the first time. The refit of the store was conceived with this mission shopping strategy at its heart, moving a number of fixtures and categories around the store in order to create five distinct areas within the store: 1. Lunchtime 2. Meal for Tonight 3. Hot Food 4. Breakfast 5. Big Night In As SLR went to press we were still waiting on approval from Falkirk Licensing Board that will allow us to swap the fresh and chilled fixture with the BWS fixture. This would move the alcohol to the back of the store and the fresh and chilled right to the front.

Once that’s completed, we can then finish off the mission shopping driven layout by bringing a number of relevant categories together onto the same or adjacent fixtures, based on the specific shopping missions above. The plan is to make it as easy as possible for shoppers to fill their baskets while on the most popular shopping missions with a minimum of effort, while hopefully boosting impulse spend at the same time.

How will it work in practice?

SLR | SEPTEMBER 2016

Woodlands.indd 20

LUNCHTIME

IMPULSE

1 LUNCHTIME

While the new mission shopping zones are vital to the strategy for the future of the store, we still anticipate a significant part of the store’s income coming from impulse, unplanned purchases.

The key impulse area is sitauted at the front of the store in the highest traffic areas and by the tillpoiint, the only part of the store every customer has to visit during their trip. This area is dedicated primarily to traditional impulse categories: confectionery, gum, crisps, children’s confectionery and soft drinks. These lines will remain key to our plans.

The lunchtime fixture will bring together a collection of products – chilled and ambient – to give shoppers as many lunch choices as possible. We want to keep our many regular customers them interested and engaged by offering a wide range of instant consumption or easy to prepare lunch options including; sandwiches, yoghurts, dips, snacks, pies and savoury slices, crisps, Pot Noodles and so on. The fixture will also include soft drinks and a selection of healthier products including; fruit juices and fresh fruit pots, smoothies, dried fruit and nuts.

www.slrmag.co.uk

31-Aug-16 3:15:30 PM

Mission Shopping | Woodlands Local

Inside Business

BREAKFAST

LUNCHTIME

MEAL FOR TONIGHT

BIG NIGHT IN

IMPULSE

HOT FOOD

The missions 2 MEAL FOR TONIGHT With the introduction of a range of fresh meat for the first time – beef, mince and chicken – Woodlands Local is now able to offer entire meal solutions. The Meal For Tonight zone in the store puts everything shoppers need to make the most popular meals within easy reach: meat, pasta, rice, cooking sauces, accompaniments and more. This should help drive basket spend and give our shoppers even more reason to visit Woodlands Local, providing them with everything they need to create full meals at home.

www.slrmag.co.uk

Woodlands.indd 21

3 HOT FOOD

4 BREAKFAST

5 BIG NIGHT IN

Already a popular footfall driver in the store, the new Hot Food zone incorporates an adjacent ambient aisle end, which features sweet treats, to tempt shoppers such as doughnuts, pastries, cakes and biscuits. We source our product from local butchers Patricks, and from Cuisine de France, as well as making a daily special from scratch each day in the store. The hot food is extremely popular with our regular customers, particularly the staff from the hospital across the road. We’re hoping to drive up basket spend by encouraging them to add a sweet treat too.

At Woodlands we sell hundreds of fresh morning rolls every week and we are using this as a lever to create a new Breakfast mission zone. The rolls will act as the ‘beacon’ product, bringing footfall to this zone in the store. We will use this to drive associated sales in categories such as bread, tea, coffee and spreads which are all being added into the section. We are also introducing a brand new packaged cakes range which we are confident will prove popular with our sweet-toothed customers. Home baking will also sit alongside.

The Big Night In zone will incorporate the chilled and ambient alcohol section, as well as two separate facing ambient fixtures offering a range of sharing pack crisps, snacks, confectionery and treats designed to drive up basket spend and push impulse purchases for those buying beers, wines or ciders. The alcohol section will now be slightly smaller than before but roughly 80% of it will now be chilled which should help us increase sales of a wider range of chilled white, rose and sparkling wines.

SEPTEMBER 2016 | SLR

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Inside Business

Woodlands Local | Latest Developments

WOODLANDSlocal

FREE WIFI? WE’LL DRINK TO THAT!

22

W

ith free customerfacing wifi now installed and up and running at the store, we’re encouraging customers to register by enticing them with a free cup of coffee.

They only have to sign up once and it only takes 30 seconds but there’s no harm in offering an added incentive.

Once customers have registered they are automatically connected every time they enter the store, and we are able to track their usage in terms of how long they stay registered, how often they visit and so on. This is all very useful data when building our strategy going forward and building out the customer profiles we are currently generating within the Woodlands Local Rewards Club.

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Woodlands.indd 22

OLYMPIC FUN IN WOODLANDS! Woodlands Local got into the spirit of the Olympics last month with a series of customer in-store competitions promoted on Facebook.

Among the most popular was ‘Gerry’s 10k giveaway!’ that offered a case of Heineken to the three customers who predicted three things at the men’s 10,000m race: 1. Closest to the winning time 2. Slowest finisher 3. Fastest Brit Everyone who entered picked up a free pack of McCoy’s just for entering and, at the end of the day, with Mo Farah turning up trumps, there was a lot of competition for the cases of beer.

Customer Mhairi is pictured collecting her case left – which goes to show that that a little effort goes a long way! The competitions drove significant traffic on our Facebook page and generated many shares and likes – as well as a few happy customers like Mhairi!

www.slrmag.co.uk

31-Aug-16 3:15:33 PM

Woodlands Picks | Woodlands Local

Inside Business

WOODLANDS PICKS

SLR’s own store trials the latest products at the moment to give local retailers an indication of how the biggest product launches can be marketed in store. Here’s Woodlands pick of the best products currently on shelf.

What? Guinness Rye Pale Ale Why? The launch gives retailers the opportunity to tap into the huge premium bottled ale category, which continues to grow by £19m year on year, with a brand consumers already know and love.

Marketing support: The release is a part of Guinness’ The Brewer Project campaign, a push by the brand to broaden its repertoire by creating a host of experimental new beers, which is supported by a series of TV and social media adverts.

RRP: £1.99 per 500ml bottle Woodlands thought: The brand power of Guinness should never be ignored, and this, the latest in their range looks good and should attract interest from our regular beer shoppers who are always looking to try something new and interesting.

What? Tequila Rose Why? The 15% ABV sweet, easy-drinking strawberry cream liqueur and tequila mix has seen impressive growth over the past year and can be used in a variety of make-at-home summer-themed cocktails Marketing support: Ongoing exposure via social media and consumer activations has seen the brand grow by 40% over the last 12 months.

RRP: £10 per 50cl bottle Woodlands thought: Popular drink now in a smaller serve, should be a winner all round. The opportunity for home cocktails is a growing market, and one we like to push in Woodlands as it means add on sales such as ice, fruit and mixers.

What? Irn-Bru Xtra Why? Scottish shoppers already spend more on Irn-Bru than any other soft drinks brand and this is the brand’s first permanent new product in 35 years. It claims to have all the flavour of the regular variant but with none of the sugar.

Marketing support: Backed by a £2m investment, including a new outdoor ad campaign, which will drive awareness levels and trial, complemented by a range of high-impact POS. RRP: 49p PMP can available Woodlands thought: Biggest launch of the year for Scotland, probably. The reaction has been brilliant from customers, so if you don’t already have this in, get it stocked.

What? Millions (new pack size) Why? A household name across Scotland, the Millions range offers retailers an excellent range of flavours for the younger shoppers. The latest launch is 30p PMP packs as well as a new flavour to add to the range – apple and blackcurrant mix.

Marketing support: Product launch will be supported by a social media campaign across the standard channels.

RRP: 30p Woodlands thought: Millions are a great seller in store, and this new size should help drive sales further with the clearly marked price point. Adding a new flavour should also grow sales and help keep our dedicated millions buyers happy.

What? NutriPot Why? The veggie-friendly pot snack is ideal for the health conscious shopper, providing a nutritious, on-the-go option which contains half of the body’s recommended daily vitamin intake. Available for the price of a sandwich, with flavours including Aromatic Thai Noodles, Moroccan Couscous and Pasta Bolognese, consumers just add hot water.

Marketing support: Substantial marketing investment incluing digital and sampling activity to drive consumer awareness and trial.

RRP: £2.49 Woodlands thought: We do really well with dried snack pots, and this new launch is ideal for increasing customer demand. A nice mix of flavours and a nod to the healthier side of things should be a real winner.

What? Pedigree Puppy Tasty Bites Why? Puppy Tasty Bites, geared specifically for puppies, are packed full of essential Omega 3 vitamins and minerals that will help keep dogs both happy and healthy, maintaining natural defences, making them essential for growing pups.

Marketing support: TBC RRP: £1.50 (promotional price) Woodlands thought: Another great product from Mars Petcare, which helps add an extra sales opportunity for increasing basket spend instore. An extra treat to give your dog over and above the normal food range the customer is looking to purchase. Ideal for multi-siting or adding to section with clip strips.

www.slrmag.co.uk

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Hotlines

Product News & Media Watch

Yoghurt lollies Kerry Foods Yollies, the world’s first yoghurt on a stick, are now available in new strawberry flavoured single price marked pods. Each Yollies Singles yogurt lolly is individually packaged in a protective pod featuring one of 16 different characters and rrp at 59p.

Butterkist popcorn Tangerine Confectionery

£1,000 ride on the Double Decker bus

Part of the second phase of Cadbury’s three-year ‘Obey Your Mouth’ campaign, consumers can instantly win up to £1,000 upon finding a Double Decker bus coupon inside promotional wrappers. The promotion will run from 1st September until 31st October 2016 and will offer four £1,000 cash prizes and a number of £100 cash prizes. It’s not just the consumers that have the chance to win, as Mondeléz International will match the prize value for the retailer from whose store a winning pack is purchased.

Additionally, Cadbury has brought Double Decker, one of its best-selling singles brands, to the chocolate bags category, with the launch of Cadbury Dinky Deckers –

launching Mondeléz’ third best-selling single into the bitesize category. The 120g bag carries and rrp of £1.99.

The chocolate bag category is growing ahead of other chocolate segments, and the launch of Dinky Deckers aims to attract more incremental customers to the category. The brand will return to TV from 6th September with a media spend of £3m. Barbora Hrdlickova, Brand Manager for Cadbury Singles, said: “Along with TV support for the brand, we believe this promotion will help provide an unmissable opportunity for retailers to drive excitement and repeat purchases in store.”

Popcorn brand Butterkist released two new flavours in its sharing-bag range. Butterkist Choc Mallow (170g) – toffee popcorn infused with marshmallow and chocolate – and Butterkist Coconut and Raspberry (160g) are available case sizes of eight and rrp at £1.49.

Rubicon Light & Fruity Barr New Rubicon Light & Fruity is sure to appeal to calorie conscious shoppers as it contains only half the sugar, but all the taste, of regular Rubicon.

Available in Mango, Mango & Coconut and Mango, Lime & Mint, the cartons are 1l, resealable and come in £1 PMPs as well as unmarked packs (rrp £1.57).

26

SLR | SEPTEMBER 2016

Hotlines.indd 26

Nakd Peanut Delight Natural Balanced Foods

Wholefoods specialist Nakd is expanding their healthy snack bar range with the addition of three new singles packs. Peanut Delight, Apricot Crunch and Carot Cake join the brand’s gluten, wheat and dairy-free range and all carry the rrp of 75p.

Cadbury Big Taste Mondeléz International Cadbury has launched Big Taste Toffee Whole Nut 43g bars into the singles market, following the high demand for the Toffee Whole Nut tablet released last April, which has sold just under two million bars since its release. The varaint, rrp 61p, penetrates the on-the-go market for consumers looking for a more textured, chunky chocolate bar option.

Fruqua flavoured water Landmark Wholesale Landmark Wholesale have launched their own value flavoured water called Fruqua. The no added sugar drink comes in three varieties – Strawberry and Kiwi, Lemon and Lime and Apple and Blackcurrant – and has a 35p PMP, guaranteeing retailers a 32 per cent POR.

www.slrmag.co.uk

31-Aug-16 3:26:07 PM

Product News & Media Watch Starburst and Skittles PMP Wrigley

Resealable Wrigleys Mars

Following the success of its PMP hanging bags, Wrigley has launched a convenient new 49p PMP singles range so shoppers know they are getting good value for money. The promotion runs across Skittles Fruits, Skittles Crazy Sours, Starburst Original and Starburst FlavouREDs. Skittle and starburst single are available in 36 x 55g and 24 x 45g outers respectively.

Puppy Bites Mars Petcare

Wrigley has added a new on-the-go format in the form of a 21-piece, resealable hanging bag. The £1 PMPs can be easily positioned on a clip strip and come in peppermint and spearmint varieties. The launch benefits from Wrigley’s currently running ‘Time to Shine’ TV campaign.

MEDIAwatch



#LikeAGirl Femcare brand Always has partnered with Olympic gold medalist Laura Trott for its Keep Playing #LikeAGirl campaign which champions girls confidence. The series of short documentaries have received over 62m views and Always is supporting the new release with limited edition sports-themed packs of its Always Ultra range.

Flash! A-ha, cleaner of the universe!

LSV Isotonic Landmark Wholesale

Puppy Tasty Bites, a new product design specifically for puppies, has been launched by Mars Petcare to meet the demand for dog treats geared to younger dogs. The bite-size, chicken flavoured cubes have a promotional price of £1.50 and joins the Pedigree Tasty Bites range which also includes Cheesy Nibbles, Chewy Slices, Chewy Cubes and Crunchy Pockets.

Hotlines

LSV Isotonic, the value sports and energy drink from Landmark Wholesale, has been given a sleek new look to increase stand-out shelf appeal. The drink, which offers a 40% POR, comes in orange, tropical, mixed berry and tropical & berry varieties and is price marked 50p.

P&G homecare brand Flash has released a new advertising campaign featuring iconic Queen song ‘Flash’. The TV and radio adverts will run until the end of the year and has altered the lyrics from the song to include lines like ‘where the hell has the mud gone?’, ‘clean up the impossible,’ and ‘it works miracles’.

You can’t stop the Bean Kraft Heinz has a new TV advert and online campaign in a push to remind consumers that their baked beans are a staple mealtime component. The ad debuted during the first X-Factor show of the year and will run until the end of October. The ad features the #CanSong, a catchy rhythm that consumers can learn to play using a can of Heinz Baked Beanz.

Hair today, gone tomorrow Oaty Flakes Stoats

Cadbury Highlights Mondelèz International

Scottish Oats company Stoats has launched Toasted Oaty Flakes, a 100% wholegrain cereal made from cooked and roasted premium oats. The two flavours, Original and Fruit & Nut, come in 550g boxes and carry £2.49 and £2.99 RSPs respectively.

Cadbury has relaunched its hot chocolate range with new packaging in a bid to distinguish itself on shelf.

With reduced salt content and a bold calorie content declaration, the chocolate beverage line has added colours to the packaging so consumers can easily differentiate between the range’s various flavours.

Herbal Essences are offering consumers a free haircut – including a wash and blow dry – at participating salons when they buy two of their 400ml bottles (RRP £3.99) in one transaction. The promotion is running until the end of October, with a campaign that includes TV, social media and print support.

Let the Crisp see the Sarnie Walkers is adding excitement to its latest sandwich-inspired flavours campaign with a new TV advert and pop-up crisp sarnie shop.

In the ad, brand ambassador Gary Lineker is joined by ‘cheeky chappie’ Paddy McGuiness to run a club serving only crisp sarnies. The new TV creative will be launched on 1st September.

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

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Tobacco

Feature

TOBACCO GUIDE

The implementation of EUTPD2 means retailers must think long and hard about how to maintain tobacco sales against the backdrop of an increasingly regulated environment. SLR speaks to the major players to find out what they have planned going forward as the clock continues to tick down.

BY ÉMER O’TOOLE

“Smokers spend more than double that of non-smokers in store.”

TONY HOLMES, RETAIL SALES DIRECTOR AT BESTWAY

£87M

is the value of the rolling papers sector in the UK.

75%

of retailers do not think their customers are aware of the new legislation.

£72M

is the total worth of the filters sector in the UK.

£25.2M

is the total value of the RYO accessories market.

A

s the EUTPD2 deadline of May 2017 draws nearer for retailers, the major manufacturers continue to jostle for position before the new legislation kicks in with frequent brand extensions, limited editions and innovation, all of which continues to keep the category lively and interesting for both retailers and customers.

Regardless of the impending legislative changes, however, it’s just as important as ever that retailers don’t lose sight of the category management fundamentals: ranging and availability. The best way to keep accessories front of mind is to offer a proven, core range to customers, supported by wellestablished brands and products, as well as stocking NPD that reflects recent market trends. This will not only help to drive profits, but will also help retailers to differentiate from their competitors and bring in repeat consumer traffic.

In addition to filters and papers, there is also an active demand for matches and lighters, with this segment of the UK accessories market worth £89m in total value sales, according to IRI market research. Republic Technologies supplies lighters and matches under its Cricket, Poppell, Scottish Bluebell, Vulcan, Cooks and Bryant & May brands.

“The value, choice and quality offered by our brands allow retailers to cater to a broad spectrum of shopper needs, and in turn benefit from increased sales and profits.

We pride ourselves on working closely with retail and wholesale partners, helping them

to drive the category forward in store,” says Gavin Anderson, General Sales Manager for Republic Technologies (UK).

New research from Palmer and Harvey shows that a third of retailers still have not heard of the EUTPD, so educating yourself before the deadline will be crucial to stay on top of tobacco sales.

REPUBLIC TECHNOLOGIES ZIG-ZAG SILVER PAPERS & TIPS

In July, Republic Technologies (RT) introduced Zig-Zag Silver Papers & Tips, a new addition to the Zig-Zag line-up.

Launching initially in Scotland, with an rrp of £1.19, the combined packs of 32 papers and 32 tips are merchandised in outers of 32, and designed to be displayed vertically, taking up less space on-shelf versus competitor packs.

Earlier this year, RT also launched its most environmentally friendly Swan product ever – the Swan ‘Eco’ filter.

Featuring a naturally coloured filter and an unbleached paper wrap, Extra Slim Swan ‘Eco’ filters are biodegradable and available in packs of 120 filter tips (rrp 99p), with 20 packs per outer.

A growing number of RYO smokers now take environmental considerations into account when purchasing RYO products, and Swan Eco filters have broadened the appeal of the Swan brand by providing a really rewarding smoking experience in line with other Swan filters.

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unique blends for all occasions

SUNRISE

NeW

MIDNIGHT FULL FLAVOUR

ULTRA SMOOTH

• Building on the strength of gV Smooth • gV Sunrise & gV Midnight PMP’s £3.54* • Two distinct tobacco blends for all occasions • Great 10g trial size pack * PMP as at 26/11/2015 Standard stock also available.

PMP/RRP: For the avoidance of doubt, customers are free at all times to determine the selling price of their product.

Feature

Fascias & Franchises

THE FUTURE OF FASCIAS

With even more options available to retailers, it can be a complex and difficult process to understand the pros and cons of each symbol group — which is why SLR will be taking the hard work out of it for retailers by presenting a guide to the current options available.

BY ÉMER O’TOOLE

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T

he number of independent retailers joining fascias and franchises continues to grow year on year and it’s easy to understand why.

In an increasingly competitive marketplace, being part of a nationally recognised group (and all of the support that comes with it) can be the difference between success and failure. We examine the strengths of the sector and its major players.

Convenience stores are now visited on average 12 times a month — more often than any other type of grocery format, according to findings from IGD’s ShopperVista research.

This would explain why all types of retailers are now placing significant focus on this channel.

Joanne Denney-Finch, Chief Executive at IGD, says: “As the trend for shopping little and often shows no signs of slowing down, maintaining momentum in the convenience channel requires a clear understanding of local shoppers’ requirements on pricing, promotions, range and missions. Those convenience players that stay close to these requirements will be well placed to unlock the genuine growth opportunities presented by www.slrmag.co.uk

31-Aug-16 3:08:30 PM

Fascias & Franchises

the channel.”

From April 2014 to April 2015, the number of symbol groups in the UK increased by 1.6%, according to IGD Retail Analysis 2015.

The symbol market in Scotland is growing, with all groups competing to win the business of local retailers — and more retailers are joining groups due to increased competition.

In Scotland, sales in symbol stores increased by 3.9% last year, compared to just 0.5% in unaffiliated stores.

The convenience channel is facing stiff competition from other parts of the grocery market. Shoppers are increasingly top-up shopping throughout the week, but using a number of different channels to meet their needs, from convenience stores and food discounters to supermarkets and hypermarkets.

Although supermarkets continue to grow their convenience store offerings, the announcements by Tesco and Morrisons to close some c-stores and scale back expansion plans are a reminder that being in convenience isn’t enough to ensure success.

These figures reveal that symbol convenience operators have stepped up to the www.slrmag.co.uk

Fascia.indd 31

plate — as they needed to do. While some are clearly struggling through loss of scale, the ones that have improved their proposition have been able to grow store numbers and encourage unaffiliated independents to join their fold in increasing numbers. As a result, they are proving much more effective at competing against the multiples.

Last year, Booker’s Premier continued its rapid UK expansion and confirmed its status as the biggest single independent convenience network, while Best-one boosted its store numbers by 214. Meanwhile, Malgrave took the strategic move to divest 327 stores from its Londis and Budgens fascias, as it sought to rebase the loyalty and discipline of its retailer networks. The launch of One-stop in Scotland has created an option that was never previously available, and so competition intensifies. One Stop has launched nine stores in Scotland over the last year. The Tesco subsidiary has opened company-owned and franchise stores, which gives independent retailers an entirely new concept. With huge buying power and insight into shopper habits, One-stop is set to grow dramatically in Scotland.

While unaffiliated retailers can push their

Feature

businesses as far as they can, there is a strong argument that only by joining a symbol group can a local retailer truly be able to provide an offering that can compete with the competition.

There are a huge number of reasons for remaining unaffiliated: there’s the freedom to do what you want to your store, when you want to. You’re not obliged to spend a specific amount of money on stock, you can choose to buy what you want from where you want.

For many retailers that is enough to ensure their complete independence. As the statistics prove, however, more retailers are joining symbol groups. More fascias are entering the market and the increased competition has undoubtedly improved the standard of stores over the past decade. Tiering structures have been introduced by many symbol groups, with premium offerings available by some, while others base different fascias on store sizes.

All of these reasons – and many more – are discussed on the following pages, and throughout, it’s worth remembering that the ability to become more competitive acts as a platform for a store to reach new heights.

SEPTEMBER 2016 | SLR

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Lifestyle Express

Feature

LIFESTYLE EXPRESS:

RUN YOUR BUSINESS YOUR WAY WITH THE BEST SUPPORT IN THE BUSINESS These days, it doesn’t matter whether you’re competing against independ-ent retailers, symbol stores or the multiples, it’s vital that you stay ahead of the game and stand out from the competition.

AVERAGE STORE SIZE 800 square feet AVERAGE STORE TURNOVER £12,000 per week NUMBER OF UK STORES 1,640, including 300 Scottish stores COST OF JOINING there is no cost to join or membership fee MINIMUM STORE SIZE/ TURNOVER: There is no minimum requirement to join Lifestyle Express.

W

e understand this at Lifestyle Express which is why we provide our retailers with the very best support, industry expertise and benefits of a national symbol group, while you maintain your independence and run your business your way.

At Lifestyle Express we offer retailers a comprehensive, award-winning retailer package with a proven track record, including bespoke store planning, industry-leading plano-grams and ongoing advice on range and store merchandising. Our popular, great-value own brand ranges offer excellent margins to retailers. We also offer a range of fantastic money-saving deals on store services, but with no membership fees or hidden costs. And there’s no minimum store size or minimum turnover required, just the potential to grow.

And that’s not all. Lifestyle Express retailers can also benefit from regular Cash Back, as well as being able to buy goods at cash and carry prices. We run regular promotions to help you compete locally which are proven to build business and increase your sales and profits.

This year we launched two brand new premium store formats: Lifestyle Extra and Life-style Value. These contemporary-style stores provide retailers with the perfect format to best reflect their trading location.

With a nationally recognised fascia and branding, Lifestyle Express helps you to compete within the convenience market where first impressions really count.

WITH LIFESTYLE EXPRESS YOU CAN BENEFIT FROM: Q 30% growth in sales On average, independent retailers achieve a 30% increase in retail sales after joining Lifestyle Express. Landmark Wholesale has carried out extensive research and identified a comprehensive range of bestselling products. By stocking these, and using our industry-leading planograms, you won’t fail to notice a surge in sales.

Q Essential ongoing support We have a team of Core Range Advisors who work with retailers to identify op-portunities to boost your sales and profit. By working with our advisors, you’ll know you have a fantastic mix of key products at different price points to suit all your customers’ needs. Retailers also have access to a Retail Development Man-ager who will provide expert advice on how to successfully grow your business.

Q Earn Cash Back Lifestyle Express is the only symbol group to reward retailing excellence. We run regular incentives for our retailers, all with the opportunity to earn Cash Back, just for stocking the bestselling products, displaying POS and adopting best retail practice. For retailers, it’s a win-win situation.

HOW TO JOIN To join Lifestyle Express and get your business moving in the right direction, it couldn’t be easier: Q Either visit your local Landmark Wholesale Member Depot and ask to speak to someone about joining Lifestyle Express and they’ll provide you with all you need to know.

Q Or call the Lifestyle Express team on 01908 255314.

Q Or visit our website at www.lifestyle-express.co.uk. Here you’ll find everything you need to know. Fill in an enquiry form and someone will be in touch shortly.

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No other Symbol Group gives you Cash Back!

With Lifestyle Express, I know I’m in the safest possible hands. I can run my business my way but with the best support in the business. The Lifestyle own brand products and promotions are brilliant, and regular Cash Back is an added bonus!

Kesh Bagha Lifestyle Express, Rutherglen

Lifestyle Express retailers enjoy: ■ Regular Cash Back

■ Full promotions programme to help you compete locally ■ No hidden fees

And, average sales growth of 30%*

WINNER

WINNER

WINNER

WINNER

WINNER

WINNER

*30% average retail sales growth when an independent retailer converts to Lifestyle Express

WINNER

WINNER

WINNER

WINNER

2015

2015

2015

2015

2015

2015

2015

2015

2015

2015

Lifestyle Express

Lifestyle Express

Lifestyle Express

Lifestyle Express

Landmark Wholesale

Landmark Wholesale

Landmark Wholesale

Landmark Wholesale

Landmark Wholesale

Lifestyle Express

Best Newsagent Retailer

Best Off Licence Retailer

Best for Customer Service

Best Use of Technology

Best Wholesaler for Promotions

Best Wholesaler for Own Brand

Best Cash & Carry Wholesaler

Best Cash & Carry Depot

Best Marketing Initiative

Best Retailer for Beers Wines and Spirits

2016

www.lifestyle-express.co.uk

T G he ro S up ym fr bo om l

To boost your sales by 30% and earn Cash Back, please give John Farrell a call on 07852 248120 or email john.farrell@lmkcc.co.uk Alternatively, visit http://brws.it/lse11 to find out more.

■ Ongoing business development expertise and support

Feature

Londis

CHOOSE LONDIS FOR TRUE VALUE

Booker Group owned Londis offers retailers competitive prices and market leading promotions with no membership cost.

L

ondis is part of the Booker Group, the UK’s leading food and drink wholesaler. Londis is one of the UK’s leading symbol convenience store brands with over 1,500 members across the UK. Londis works in partnership with its independent retailers to provide local communities with all they need in convenience shopping, close to home.

As well as the strength of a nationally recognised brand, Londis supports retailers with better pricing, market leading ranges, strong promotions, store development advice and a leading supply chain service to help them compete and succeed in today’s rapidly expanding convenience market.

Londis offers true value with the right range of products at the right prices. We aim to ensure our prices are the most competitive in the market by price checking the Top selling 300 lines on a weekly basis.

We provide an industry leading fresh offer with over 1,250 fresh and chilled lines, including fresh food-to-go, fresh produce ranges and meal-for-tonight.

Its award-winning own brand ranges offer customer’s great value and quality at the key price points and across the categories shoppers need.

Research shows that retailers who partner with Londis can boost sales by an average of 20% as a result of a carefully considered refit. Londis places huge emphasis on offering the right products at the right price.

Combine this with smart planning, local area knowledge, range optimisation and the symbol group’s expertise in merchandising, any store can be turned into a highly efficient business that makes more cash profits.

Londis’ focus is to help and support their Retailers to improve their Cash margin and store profitability which is under pressure due to increased competition from the Multiples & Discounters but also increased pressure on running costs for example increased labour costs due increases in the National Minimum Wage. We continue to focus on delivering Better Choice, Price and service for our Independent Retail partners and supporting them to grow their business locally.

The benefit of the Londis offer include: Q Free Membership Q Competitive cost of goods.

Q Loyalty discounts of up to 4% on all purchases (Excludes Tobacco) Q Award winning Fresh range with over 1,250 lines.

Q Award winning own brand ranges Euro Shopper, Happy Shopper and Farm Fresh.

Q A best in class online web ordering system (Londis Webshop).

Q Market leading promotions every 4 weeks Q Free Promotion Leaflets and FREE store point of sale support.

Q Support from our dedicated Store Development and Retail Development teams.

Q Tri Temperature fleet delivering all your ambient, fresh and frozen needs on one delivery.

Q A best in class forecourt package with a dedicated forecourt team.

Q Free Membership of the ACS. Londis is a flexible symbol partner that has a fully delivered service and support package to suit ambitious independent Scottish retailers with stores from 500 sq ft. up to 2000 sq ft. As a new Londis retailer you will benefit from partnering with Booker Group, the UK’s leading food and drink wholesaler.

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31-Aug-16 3:08:57 PM

“Londis provides a fantastic convenience offer and support package. It’s helped me increase my profits, so I’m happy!”

Bryan Craig Londis Crianlarich

Join Londis today and watch your profits grow FREE

Membership

FREE

Leaflet Scheme

FREE

EPOS System

NEW

Discount Scheme

A new and LOWER cost Londis that’s SIMPLER to do business with Be part of the success and call us today!

Call 0808 178 8644 or visit joinlondis.co.uk

joinlondis.co.uk

Nisa

Feature

CHOOSE YOUR NISA Nisa offers Scotland’s retailers the complete package to enable them to grow and develop their buisness to suit their needs, regardless of the size or location of the store.

N

isa Retail is unique in the convenience sector as it is a mutual style company which means it is owned by its independent retail members. Retailers have the option to operate under four symbol fascias: Nisa Local, Nisa Extra, Loco and dual branded whereby a member can maintain their true local identity whilst also benefiting from the strength of the Nisa brand. Alternatively, a retailer can also choose to trade under their

82

Number of stores in Scotland:

stores in Scotland. ..............................

Year-on-year growth in store numbers:

UP 2.2% on the previous year

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own fascia.

Nisa provides a complete retail support package which comprises a strong retail focussed team, an enhanced category management system, a bespoke staff training facility under the Retail Academy banner, and a comprehensive marketing package incorporating bespoke leaflets, point of sale material and national advertising.

All of this is in addition to the awardwinning supply chain, a strong own label range and over 13,000 SKUs. Nisa’s key focus for the year has been on customer relationships and driving brand standards to be synonymous with customer service and consumer offering. Customer relationships doesn’t just refer to the service standards provided, it is also about delivering a proposition the customer can relate to.

Nisa knows that community involvement is key, and our members are able to support their local area through Nisa’s Making A Difference Locally charity, which in 2015 donated over £1 million to charities and good

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

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

by Nisa’s award winning own label range, Heritage, which provides retailers with over 800 SKUs which have been reformulated and repackaged to ensure they offer great quality products at affordable prices.

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

This is all delivered by Nisa’s industry leading supply chain which retailers can trust with an impressive 99.91% of deliveries made on the day and 95% successfully made on time.

In addition to this, Nisa provides retailers with a comprehensive marketing package incorporating industry first bespoke leaflets, allowing members to personalise the leaflets to include local offers, local events and community news, as well as a personalised Nisa FM which provides retailers with a strong radio network for their store.

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

31-Aug-16 3:09:13 PM

JOIN US FOR A

WITH NISA, IT’S GOING VERY WELL. ITS RANGE IS UNPARALLELED SO I CAN COVER ALL THE BASES.

“We’ve been Nisa members since day one when I bought the shop. This was largely to help cater for both old and new customers.

For that, I needed a large range of products to pick from at a cost which made me as competitive as I could be.

I married Nisa’s suggested range with what the store already stocked. I wanted to make sure I was giving the existing customer base what it was looking for. New customers have provided the opportunity to stock more indulgent lines.

Ordering is simple and fully automated – we place orders online and they turn up two days later. I came from the wholesale sector, so I know what it’s like, and I can’t fault Nisa at all for availability and the way it delivers to retailers.”

Colin Smith

NISA MEMBER SINCE 2014

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

2016

Range: “ Product range of

13,000

skus enhanced with 100s of promotions

Feature

Premier

PREMIER POSITION

Premier and Family Shopper are operated by Booker Group, the UK’s leading food & drink wholesaler, who have over 200 Booker and Makro branches throughout England, Wales, Scotland and Northern Ireland.

P

remier is the UK’s number one symbol group with over 3,200 stores nationwide. The group is committed to delivering more profits for retailers and a better shopping experience for consumers. Premier has delivered double digit growth for thirteen consecutive years.

Premier has advertised on TV for the past two years.

This is a commitment to advertise Premier everyday which means over 200 million views of the advert nationally. The TV advert will include Premier’s famous Mega Deal promotions which have increased to four each promotional period. As well as this, retailers also benefit from a full promotional programme covering all categories of fresh, frozen, grocery and impulse to ensure great value for shoppers to drive footfall into stores. This market leading promotional package, along with own-label and price-mark-packs, really drives the value message to help retailers grow their business.

Family Shopper is a new discount format for independent retailers that brings together the strength of symbol retailing with the great value available in the discount channel. It has been specifically developed to help independent retailers capture the growing sales and profits from the discount sector. A key feature of Family Shopper is long term deals, which offer the consumer fantastic value every day.

The unique discount format provides retailers with everything that shoppers would expect from a convenience store including chilled, alcohol, grocery and tobacco along with services such as Lotto and Paypoint.

This is then combined with the best of the discounters covering a fantastic range of £1 non-food items such as stationery, kitchen utensils and party accessories, with a broad seasonal offering and a frozen section. Providing comprehensive disciplines, all Family Shopper stores offer a simplified range that removes duplication. Also merchandising in full trays makes the format easy to operate while minimising back stock and easing cash flow.

Both Premier and Family Shopper retailers can take advantage of delivery at cash & carry prices, ordering on line and having the ease and convenience of shopping at branches. This helps to maintain the exceptional availability which in turn offers better customer service.

Both brands do not operate any membership or joining fees and installs the fascia and imagery free of charge. A wide range of additional services such as recycling, energy savings, free Epos and drop shipment are also available that have been specifically created to add value and keep costs low.

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Footfall, sales and profits are up!

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

Mandeep Singh, Sheffield.

Call us today! 01933 371246 www.premier-stores.co.uk

“My customers love the range and prices.

The Family Shopper format is easy to run and is growing my sales and profits.”

Shahid Razzaq, Family Shopper, Blantyre, Glasgow

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

Find out more on:

01933 371757

Feature

Costcutter

THE PERFECT PARTNERSHIP WITH

COSTCUTTER SUPERMARKETS GROUP

There are many reasons why 2016 should be the year you open a store with Costcutter Supermarkets Group.

THE RETAIL EXPERTS With more than 2,600 stores and £5 billion buying power, our scale gives you the competitive advantage needed to thrive locally. It’s the sort of buying power other Symbol Groups would love to have. It means we can drive prices down across all ranges – from tobacco and alcohol, to chilled, fresh and grocery goods. And as more and more retailers join, our buying power goes from strength to strength.

MOST CONVENIENT RETAILER Whether value, range or service, we score the best in a recent poll of shoppers. Our stores tap in to the shopper needs of today with 10,000 lines, including our award winning Independent own brand, fulfilling every shopper mission. Whether customers want to grab a spot of lunch, a fresh coffee, pay a bill, pick up a parcel or fill a basket for tonight’s dinner, our stores are super convenient and great value for money.

AMAZING BRANDS

To find out more reasons why you should join Costcutter Supermarkets Group call us on 01904 488663 or visit www.16reasons.co.uk

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Simply Fresh and Costcutter have brand awareness of up to 93% so put our name above your door and see your sales soar. No matter what your type of convenience store or local market, we have a retail brand for you. We’re here to help you succeed and we will help you create an exciting and contemporary retail environment and provide advice on how to merchandise your stores for maximum sales effect. What’s more, we make it easy for you

to do business with us. Our pricing is simple, transparent and incredibly competitive with no membership or missed order fees, no surcharges and competitive rebates.

THE MOST DIGITALLY ENABLED GROUP With two-thirds of adults in the UK owning a smartphone and 90% of 16-24 year-olds having one a strong social media presence is key to reaching shoppers. We have taken the lead on social media and proximity marketing in the convenience sector, helping our retailers to engage with their customers and drive footfall and sales in their store.

LEADING EDGE RETAIL TECHNOLOGY We place technology innovation at your fingertips and transform modern retail with state-of-the-art systems that make life easier.

We offer the latest in-store technologies that shoppers demand like easier payments via Apple Pay and Contactless. Our cutting edge Activ Technology systems, including ActivCPoS, ActivOC and retailer portal ActivHUB, have been developed to make your ordering process hassle free and our ActivMOBILE app allows access to all of this information on the go.

KEEPING YOU INDEPENDENT We’ll actively help you to run your store, your way, and protect your independence. Our retailers get the power of our brands and group strength, but run their stores the way they want to, offering the best of both worlds. www.slrmag.co.uk

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Reason

4

#

/16

The Most Digitally Enabled Symbol Group From strong social media to proximity mobile marketing, we help you engage with your shoppers.

Discover more reasons for us to talk‌ Call 01904 486 543 or visit 16reasons.co.uk

20

16 Reasons to talk

Feature

Xtra Local

AT NO XTRA COST

Bestway and Batleys offer retailers more for less with Xtra Local Retail Club – a group that asks for no membership fees and provides only minimal brand requirements, allowing retailers to keep a hold of their independence.

F

AT A GLANCE: Q Q Q Q Q

Q Q Q Q

44

Current number of stores: 3,800 Minimum store size: 700sq ft Joining or membership fee: none Minimum length of contract: 3 years for fascia customers Minimum order commitment: £2000 weekly wholesale spend excluding tobacco for fascia customers/ £1000 for non-fascia including promotional compliance and allocation of monthly Must Feature and WOW deals.

Support, advice and training: Retail development seminars, Monthly Impact magazine and frequent sales and business development callage.

Local and national marketing: Pos material including shopper leaflets and Must Feature promotional posters and shelf signage Can retailers make private arrangements with local suppliers? Yes What is your own label brand called? Best-in is a leading label in grocery and impulse. Xtra Local members also have access to a range of alcohol own label and exclusive licensed lines

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Fascia.indd 44

or retailers who want the best of both worlds with fantastic shopper promotions while retailing their independence, there is no better place to look than Bestway and Batleys Xtra Local Retail Club.

The club now has over 3,800 members throughout the UK with over 250 in Scotland. Xtra Local is free to join with no ongoing costs. Members only have to commit to stocking a core range of products over key convenience categories and promoting a minimum of 15 fantastic Must Feature promotional offers and 5 WOW DEALS per month. These monthly promotions, covering all main impulse and grocery sectors, offer shoppers either reduced pricing or added value savings while driving footfall and delivering excellent retailer margins.

In return, members get professional advice and support with guaranteed monthly callage to help develop their business and increase sales; professionally produced instore point of sale packages; individualised shopper leaflets to drive footfall and customer loyalty and guaranteed allocation of the Must Feature promotions. New members can also receive a striking new Xtra Local fascia to make their store stand out from the crowd.

Tony Holmes, sales director retail for Bestway Wholesale with responsibility for Xtra Local comments “Over the past few months we have been looking at ways that we can help drive additional footfall into members’ stores. We have reduces the required amount of Must Feature lines by half and also included 5 WOW Deals which offer sector leading deals to drive shopper footfall. All WOW Deals are timed to coincide with the brand’s TV and promotional plans to increase footfall.

“Xtra Local sales in Scotland have increased by over 19% over the last year and we now have 13% more members in the group as more and more retailers realise the advantages of being part of an organised promotional club which offers then clear guidance on core ranging, category development and fantastic promotions. Unlike other retail clubs, we visit members regularly to give help and guidance on developing their stores”.

The group also operates a slimmed down version of the club for retailers who want to be part of an organised promotional club – Xtra Local Express. This format gives all the benefits of Xtra Local but is designed for smaller stores which lack the fixture space to comply with all the Must Feature promotions. Xtra Local Express members have the same consumer facing deals as Xtra Local but will offer deals on smaller sized skus to suit the stores’s requirements.

Retailers interested in joining Xtra Local should contact their local Batleys depot manager. For more information visit: xtralocal.co.uk www.slrmag.co.uk

31-Aug-16 4:19:10 PM

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Feature

Best-One

BEST LAID PLANS

Best-one sales in Scotland continues to grow by 9% with big investment plans set to roll out over the next three years.

W

ith sales through Best-one growing at 9% year on year in Scotland, the group has ambitious plans for the next three years as it looks to roll out more fascias and bring the Best-one brand to more shoppers.

However Paul Adams the symbol’s Head of Business Development insists that this will be a measured approach saying “We have ambitious targets and want to grow the estate but not at any cost – it’s about creating a retail brand that shoppers can relate to and engage with that also delivers for members. Symbol groups should be creating an identity for stores – not making them look all the same – and at Best-one we treat every store differently as one size does not fit all. We now have a range of differing formats for convenience, forecourts – as well as our new Best-one Value formats. At Best-one the erection of a fascia is just the start of the process and that’s why we invest heavily in dedicated BDEs to help individual members grow their business. Our investment in sales and business development personnel means that we have greater face to face communication and engagement with 46

SLR | SEPTEMBER 2016

Fascia.indd 46

members helping them to develop in the longer term” Each Best-one member now receive two calls per month; one sales and one business development in addition to a range of promotional material to help drive footfall and sales in store. The group is focussing its efforts on chilled & fresh and food to go as these categories are key destination categories. Over the past year its chilled distribution centre has introduced a central pick service which gives members access to a wide range of chilled, fresh and frozen products with much improved shelf-life and availability. “We invest heavily in the chilled and fresh category with current sales up 68% versus the corresponding period in 2015” says Adams. “Moreover as far as members are concerned, availability is running at 98.1% with well seven out of ten members receiving 100% of their requirements. We are also derisking the category by ensuring that eighty per cent of all chilled and frozen products are available as singles to Best-one retailers meaning members can offer the breadth of range required of a modern convenience store but without the added expense of having to

invest in depth of range.”

Best-one members receive the most competitive wholesale pricing and rich monthly consumer promotions to engage shoppers. The group has recently reduced the number of promotional Must Feature promotions but has added 5 WOW deals on TV advertised products per month with guaranteed stock allocation for members.

Added to this is the most generous rebate scheme in the sector, My Rewards, which gives members the opportunity to earn up to 5% cashback on their purchases with the average payout per qualifying retailer being over £7,000 per year.

Adams concludes “With the initiatives that we have put in place, we are confident that Best-one offers Scottish retailers the best possible symbol solution based on factbased decision-making, all backed up by unparalleled support, making it the obvious choice for retailers who wish to grow their business.”

Retailers interested in developing their stores with Best-one, should call 020 8453 8353 or visit best-one.co.uk for more information. www.slrmag.co.uk

31-Aug-16 3:10:35 PM

“I’m better off by £30,000 a year since switching to Best-one” Darren Briggs Award-winning forecourt retailer

l Best-one sales are growing at 15% year on year with Chilled sales up 68%.* l Over 1200 stores nationwide. l Frequent BDE visits to help you drive sales and cut costs. l £7,500 average payout to members participating in the My Rewards rebate scheme Make the change and share in Best-one retailers’ success

Best-one, The Bestway Group, Abbey Road, Park Royal, London NW10 7BW Tel: 0208 453 8353 email: enquiries@best-one.co.uk www.best-one.co.uk *Source: Best-one sales May 2016 v May 2015

Feature

Chocolate

CHOC FULL OF SALES An impulse king, chocolate confectionery plays a unique role in local retailing and delivers significant sales and profits for every independent store in Scotland. SLR takes a look at the market to examine where retailers should be focusing their attention as they seek to optimise revenues from the category.

BY ÉMER O’TOOLE

48

SLR | SEPTEMBER 2016

Chocolate.indd 48

T

he chocolate market is changing and evolving over time with an increasing focus on larger pack formats, hanging bags and innovation, despite the fact that it’s countlines that built the category. However, the key manufacturers appear to have focused a lot more energy on developing their high margin countline offering recently, and this is great news for retailers.

PMPs reassure shoppers they are getting the best value for money, and provide the perfect chocolate treat for night in with friends and family. They’re also a great way for retailers to grow sales in store and attract the attention of customers. In the convenience channel, PMPs are important for the independent retailer as they offer

transparency, ensuring the customer knows you are as good value for money as the multiples and discounters. Mars’ range of popular PMPs includes its £1 Treat Bags, with Maltesers, Galaxy Minstrels and M&M’S all available at a set price, as well as the large Galaxy £1 block lines, all of which has seen impressive growth in recent months. As the trend for staying in continues, more than ever before consumers are actively seeking out brands they know and love that also offer good value for money. Galaxy Milk Chocolate is a prime example of this in action — Mars says it is currently the nation’s second favourite brand in the large block category, valued at over £200m, and is available as a £1 PMP all year.

Retailers looking to raise awareness and boost sales in store should ensure their core confectionery display is always merchandised in line with how a shopper navigates the fixture. Position chocolate and treats close to pay points, on gondola ends, in dump bins and using branded displays. By offering products in these locations, customers on treat missions are more likely to grab products on impulse and engage in less structured buying thought processes.

Offer a range that covers all need states such as self-eat, sharing and gifting. Use manufacturers’ POS material and make the most of brand investment — have displays

www.slrmag.co.uk

31-Aug-16 5:30:20 PM

Feature

Chocolate

CADBURY UNVEILS DOUBLE WINNING PROMOTION Customers have the chance to win up to £1,000 in Cadbury’s Double Decker’s exclusive promotion for the convenience channel.

Part of the ‘Obey Your Mouth’ campaign, the competition allows customers to instantly win up to £1,000 or a £100 cash prize upon finding a Double Decker bus coupon inside promotional wrappers.

The promotion is available until the end of October, and it’s not just the customers who have the chance to win as Mondelez International will match the prize value for the retailer where a customer buys a winning pack.

The brand is celebrating its 40th birthday this year alongside the 60th anniversary of the London Routemaster Double Decker Bus.

TOP TIPS FROM MARS 1. Focus on getting the main confectionery display merchandised well, with strong availability of core lines.

2. Multi-face key lines – this helps to ensure strong availability and attracts shoppers to make those all-important impulse purchases.

3. When merchandising pouch lines, core favourites such as M&M’s and Maltesers should be displayed in a prime location, for example, at eye level on a wall display.

4. Ensure you use all POS available to you, such as dumpbins and counter units — these are guaranteed to raise awareness and generate impulse sales.

5. Site products such as M&M’s and Maltesers alongside savoury snacks and drinks, to promote additional basket spend in store for customers looking to fulfill their big night in shopping mission.

50

SLR | SEPTEMBER 2016

Chocolate.indd 50

1.1% is the total increase in value sales of the confectionery category over the last year.

1.7% 6.3% is the total increase of the chocolate market over the last year.

is the total increase of the boxed chocolate sub-category year-on-year.

in store so that customers are aware of new products. For example, Cadbury’s new Dairy Milk Big Taste Toffee Whole Nut comes in a 43g bar that combines the textures of whole nuts with toffee smothered in chocolate.

Cadbury has also recently launched Dink Deckers, bitesize portions of Double Decker bars — and is ideal for the ‘little and often’ consumer trend.

With chocolate confectionery, the possibilities for consumers are almost endless. Maximise the use of promotional stock and use in-store theatre, and a tactical use of POS materials to drive additional sales, especially in high-footfall areas.

£3.9 60% billion is the total value of the chocolate market.

of chocolate sales at independent retailers are from PMPs.

www.slrmag.co.uk

31-Aug-16 5:30:23 PM

THE NO.1 ADULT * CANDY BRAND NOW WITH 26% MORE!**

*KANTAR WORLDPANEL TAKE HOME, VALUE SALES 35+ SHOPPERS 52 W/E 19TH JUNE 2016. **BASED ON £1PMP 130G BAG UP WEIGHT TO 165G WITH RRP OF £1. ***NON PRICE MARKED PACKS AVAILABLE. RETAILERS ARE FREE TO SET THEIR PRICES.

Halloween

Feature

T I FR s E L D A O S go L G N I N E GH Y

SLR takes a look at some great products retailers should consider this Halloween and offers a few hints and tips on how to make Halloween a success in-store. ÉMER O’TOOLE

52

SLR | SEPTEMBER 2016

Halloween.indd 52

www.slrmag.co.uk

31-Aug-16 3:28:06 PM

NO TRICKS, JUST TREATS This HalLoWeen

Fanta continues to lead the flavoured carbonates segment* and is the perfect soft drinks partner this Halloween Stock up on our spooky Jack-O’-Lantern themed Fanta and Sprite ZERO 2 litre bottles and 330ml can multipacks let your customers treat their family and friends this Halloween

To find out more contact us at connect@ccep.com or call 0808 1 000 000 quoting the code: Halloween. *Nielsen MAT 02.04.16 Š2016 The Coca-Cola Company. All rights reserved. Fanta is a registered trademark of The Coca-Cola Company.

Feature

Halloween

A

lmost from out of nowhere the Halloween seasonal opportunity has ballooned into one of the most significant sales opportunities of the annual local retailing calendar, giving retailers the potential to drive significant additional sales and profits. More and more suppliers now produce Halloweenspecific products and many also offer free merchandising and POS kits to help retailers create that all-important in-store theatre and buzz that really makes Halloween come to life.

Halloween presents retailers with an opportunity to increase sugar confectionery sales, with Nielsen research revealing that the category holds a 5.5% share of all confectionery sales during the Halloween period — compared to a 19% average share across the rest of the year. Kantar research has shown that over two thirds of shoppers spend an average of £1 per pack on Halloween products, making low entry price points really important.

Last year’s him! research reveals that c-store

IT’S TIME TO GET SPOOKY WITH MINI BABYBEL

“Halloween is an ideal holiday season for retailers to capitalise on.”

DAN NEWELL, WRIGLEY CONFECTIONS MARKETING MANAGER

Halloween isn’t all about sugar. Mini Babybel is reintroducing its Halloween-themed packaging. The themed mini cheeses add interest and variety to the lunchbox, and are ideal for handing out to trick-or-treaters or serving at Halloween parties. The nets come in three different formats: Nets of six (Original, Light, Cheddar and Gouda), a variety pack of nine (three Original, three Cheddar, three Gouda) and a net of 12 (Original and Light).

Chloé Féminier, Head of Insight and Planning at Bel UK, says: “Halloween is the third biggest event of the year for retailers and presents the opportunity for retailers to capitalise on category growth. Consumers look for inspiration to help them cater for their spooky celebration and mums love to find new, interesting treats beyond sweets and sugary snacks.”

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www.slrmag.co.uk

31-Aug-16 3:28:08 PM

Halloween

retailers are reluctant to buy themed products, with just 36% saying they feel they should get behind seasonal events with themed stock.

However, last year Wrigley’s confectionery sales grew by 25% in total market across the Halloween season, supported by the limited edition launches.

At a time when family sharing and parties are key, sharing bags have driven strong growth into the category. ChewMix hanging bags are ideal for parties and trick or treaters because the individually wrapped chews can be handed out and passed around. Chewits Vampire Fangs (RSP £1.29) are also back, and can be added to instore theatre. Haribo’s new Halloween range will help grow seasonal confectionery sales. TangfasTricks and Scaremix packs will be poular during the occasion.

These are available in 150g and 200g packs and the Mega Party version, which combines a selection of Haribo mini bags.

IGD 2015 market research reveals that the biggest spend at Halloween is on confectionery and soft drinks, with fun and affordability being the key sales drivers. Shoppers will be looking to stock up on take-home packs of soft drinks favourites, as well as smaller pack formats to hand out to trick-or-treaters.

AG Barr has a range of products that fit both of these opportunities with the well-loved Barr range and Irn-Bru offering unique, fun and exciting flavours at great value.

Halloween is now an unmissable opportunity in the retail calendar and c-store retailers should plan in advance for maximum sales.

Feature

BUTTERKIST CHOC MALLOW Butterkist is launching a new variant ideal for the Halloween market. Butterkist Choc Mallow captures the winning combination of chocolate and marshmallow flavours seen in sweet snacks; hot drinks and baking. Unique with no other chocolate and marshmallow flavoured popcorn on the market, this product has mainstream appeal for adults and kids. In line with Butterkist’s indulgent positioning, it is Butterkist popcorn with a toffee coating and chocolate and vanilla flavour.

Anjna Mistry, Senior Brand Manager for Butterkist, says: “Promotional strategies for popcorn have evolved as the shopper becomes more single price point focused and retailers strive for every day low pricing strategies. There is now less reliance on multi-buys and more focus on temporary price reductions, which is reflected in many popcorn promotions and also encourages more trial of the product, driving further penetration into the category.”

DRIVE WITH BARR SOFT DRINKS

Profit from this wicked sales opportunity

www.slrmag.co.uk

Halloween.indd 55

SEPTEMBER 2016 | SLR

55

31-Aug-16 3:28:09 PM

Feature

Halloween

“The Halloween occasion has steadily grown in Britain in recent years, and now represents a significant sales opportunity for retailers.”

ADRIAN TROY, HEAD OF MARKETING FOR AG BARR

GET SPOOKY WITH SKITTLES AND STARBURST LIMITED EDITION Skittles Darkside is back for a second year with five spooky flavours including: Forbidden Fruit, Midnight Lime, Blood Orange, Pomegranate and Dark Berry.

The dark indigo hanging pouch is ideal to serve at parties, and retails at a RRP of £1.28.

Starburst is returning with its Trick or Treat limited edition pack in a handy Tear and Scare pouch.

Consumers will be able to experience a tense surprise when they taste one of the sweet or sour scare edition flavours, which include apple, orange and raspberry.

Skittles Fruits Funsize compliments the range and is the perfect size to hand out to trick-or-treaters. The Funsize range is available in multipacks of 11 x 18g bags, with a RRP of £1.39.

Dan Newell, Wrigley Confections Marketing Manager, says: “Our seasonal range is available for three months in various convenient pack formats, which suit a range of Halloween activities. Retailers should stock up on special confectionery packs to complete their Halloween ranges and add to the theatre in store.”

Wrigley will be supporting the launch with Halloween themed POS including dedicated cardboard units and clipstrips.

BURTON’S BISCUIT COMPANY HALLOWEEN RANGE Burton’s Biscuit Company’s Halloween range consists of four products that will be on sale until 31st October.

The line-up includes: Screme Egg Biscuits (rrp £1.79); Animals Halloweenies (rrp £1.79); Mini Fingers (rrp £1.79), and Trick or Treat Biscuits (rrp £4.49).

David Costello, Head of Category & Shopper Management at Burton’s Biscuit Company, says: “Halloween is the UK’s fourth largest event, appealing to more than 1 in 5 households*2 and representing a huge profit opportunity for retailers.

TANGERINE CONFECTIONERY GOES SPOOKTACULAR FOR HALLOWEEN Halloween displays and seasonal aisles are also containing more and more sugar confectionery. The seasonal aisles in store pull shoppers inside at these key times meaning sugar confectionery sees a higher footfall. Shoppers who wouldn’t otherwise visit the

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SLR | SEPTEMBER 2016

Halloween.indd 56

confectionery aisle in store are picking up sweets as they pass through, driving the spike in sales every year.

Tangerine Confectionery is launching Sweet Champion Chews Halloween Assortment in a 200g sharing bag, a selection of the UK’s favourite chews in a Halloween pack, and a 300g Sweet Champions Lollies Assortment pouch.

Featuring Tangerine Confectionery’s ‘Champion’ sweet brands such as Wham, Fruit Salad, Refresher and Dip Dab, these assortments of chews and lollies will help to deliver great category sales for c-store retailers.

SWIZZELS GETS READY FOR FRIGHT NIGHT Swizzels individually wrapped Loadsa range is the ideal choice for trick or treaters as well as for serving at parties.

These packs include Loadsa Lollies, Loadsa Sweets and Loadsa Chews. The bags have a £1 flash so consumers recognise they are getting great value for money.

The brand has created limited-edition Drumstick Squashies in an Orange and Blackcurrant flavour especially for Halloween.

Another option is the Trick or Sweet bag containing a selection of Double Lollies, Parma Voilets, Refresher Bars, Love Hearts, and the new Sour Apple Refreshers chew bar.

20%

is the predicted growth of the Halloween market YOY.

263%

is the total growth of the number of Halloween-themed food and drink products launched between 2009 and 2013.

14%

is the amount of total sugar sales Halloween sugar confectionery accounts for in the week of Halloween.

M&M’S HALLOWEEN LIMITED EDITION PEANUT RETURNS The M&M’s Limited Edition Peanut range is back for this year’s spooky season.

Containing brown, green and orange M&M’s, the Halloween Limited Edition Peanut range comes in a variety of formats including a 45g single (rrp 60p); a 100g Chewbag (rrp £1.19); a 165g Pouch (rrp £2.09), and a 300g Large Pouch (rrp £3.29).

Mars is also launching M&M’s Choco Funsize — a brand new variant for this year’s Halloween season.

www.slrmag.co.uk

31-Aug-16 3:28:09 PM

Feature

Breakfast

BOOST THE BREAKFAST

MARKET SLR goes in search of the perfect breakfast range for Scottish convenience stores by analysing the breakfast products market, and taking a look at how breakfast lines are best merchandised in the modern convenience retailing era.

BY ÉMER O’TOOLE

W

ith mission-shopping more firmly established as a legitimate method of laying out a store than ever before, the ‘breakfast mission’ has steadily grown in importance across the Scottish local retailing market.

The breakfast occasion continues to present a huge sales opportunity for retailers.

More often, consumers are looking for a sustaining breakfast that meets their needs for convenience. Products that are ‘quick’ and ‘easy to prepare’ are among the top motivations for breakfast choice, so it is

58 SLR | SEPTEMBER 2016

Breakfast.indd 58

important for retailers to maximise this sales opportunity by focusing on the right range of convenient products.

Porridge sales have more than doubled in the last seven years, according to Nielsen data. Quaker Oats continues to capitalise on breakfast trends, not only focusing on the growing opportunity for convenient products but also building on the popularity of the current Overnight Oats trend. The new ‘Super Goodness’ range of products will have five variants; three ‘Super Goodness Super Grains’ flavours, all of which contain wholegrain oats, red quinoa, flaxseed and barley

FLORA PROACTIV LAUNCHES 40% EXTRA FREE FORMAT A new 40% extra free version of Flora’s 250g ProActiv Light variant has launched.

Flora ProActiv aims to encourage customers to take control of their health by allowing them to try the product in a new format. The brand is also marking the promotion on pack with a 40% extra free flash on pack.

Albane Jeanbin, Flora ProActiv Brand Manager at Unilever UK, says: “Last year, we focused on our active ingredient, plant sterols, to strengthen our message of actively lowering cholesterol and we want to continue building on this success with our new product, highlighting its healthy benefits and value for money. Our 40% extra free variant will have a greater shelf presence and help attract customers looking for a cholesterol lowering alternative to butter at a lower price point.”

The launch follows the brand’s revamp in October last year, where the ProActiv name was strengthened with a logo that communicates the added benefit of cholesterol lowering gained from plant sterols.

The campaign was backed by a £3.7 million multi-media spend since the relaunch, which aimed to help lower the nation’s cholesterol through healthy eating.

www.slrmag.co.uk

31-Aug-16 3:21:41 PM

an On th d sa TV ro m ug pl ho ing ut

20 16

a belVit ast. kf Brea ading e l y gor Cate at rate repe * 62%

New

New belVita Soft Bakes from the no.1 breakfast biscuit** National sampling campaign reaching over 2 million consumers

Stock the range today For great category advice go to www.deliciousdisplay.co.uk Retailers are free to set their own prices. Non-PMP packs available. *Kantar data 2016. **The Nielsen Company, 06.2.15.

Breakfast

Feature

as well as two ‘Super Goodness Super Fruits’ flavours with real pieces of fruit and added nutrients. Compelling health claims support both ranges; Super Grains contains protein, fibre, and omega 3 for a Body Boost+ while Super Fruits contains Vitamin B6, C, D and Mineral Zinc to support the immune system. And of course, both ranges contain the goodness of 100% wholegrain oats with beta-glucan which helps to lower blood cholesterol levels.

The healthier biscuits category is currently worth £485.1 million in the UK and is continuing to perform well. In 2009, Mondeléz International revolutionised the biscuits market with the launch of belVita, which introduced a new consumption occasion to the category and created the breakfast biscuits category in the UK. The belVita concept was founded on the insight that one in three people in the UK skip breakfast during the working week, the main reason being a lack of time. As a result, ‘On-the-Go’ breakfast formats present an extremely important opportunity for retailers. belVita Breakfast is available convenient single packs, in several variants: belVita Strawberry Duo Crunch, belVita Honey & Nut and belVita Crunchy Hazelnut. belVita Crunchy Hazelnut singles are thick and generously packed with pieces of wholesome and chunky hazelnuts, offering a delicious taste and a different texture to the rest of the range. belVita Breakfast’s latest innovation, Soft Bakes Choc Chip, launched into the convenience channel this June in a single portion PMP and non-PMP formats.

There’s no doubt that breakfast is a growing shopping mission. Lunch may be bigger, but with new products and formats constantly being launched, breakfast sales are booming in c-stores.

62% of cereal occasions include fruit.

44%

of shoppers are more likely to buy a product if PMP is visible.

60

households choose to purchase porridge at some point during the year.

CONSUMER TREND: OVERNIGHT OATS A simple Instagram search for #Porridge will reveal that consumers have found an exciting new way to consume oats, with ‘Overnight Oats’ fast becoming the new summertime breakfast staple. The idea is simple: consumers simply add uncooked oats, milk or yoghurt, fruit and other toppings of their choice into a container which they leave in the fridge to chill overnight. The result is a nutritious and convenient breakfast which is easy to prepare the night before and creates a delicious start to the day.

To help spread the word about the Overnight Oats sensation, Quaker Oats has teamed up with best-selling with best-selling author author and Instagram and Instagram sensation, sensation, Deliciously Deliciously Ella, Ella, to develop to develop threethree new new recipes recipes including Berry and Coconut, including; Berry andHazelnut Coconut,Cacao Hazelnut andCacao Spicedand Banana Spiced with Banana, how-towith video how-to content, video to content, show to consumers show consumers just how justsimple how simple these these tasty breakfasts breakfastsare areto tomake. make.

Duncan adds: “Overnight Oats offer the perfect solution for the summer months and mean that demand for oats is set to explode during the summer! Not only are they quick and simple to prepare, they are also tasty and nutritious. Deliciously Ella is known for her healthy-eating recipes and with a large social media following, she is the perfect partner for Quaker Oats and we are sure that her inspirational recipes will be a tremendous hit with shoppers.”

HAMLYNS PREPARES FOR WINTER WITH NEW PROMOTIONS AND PACKAGING Hamlyns is running a competition on 1kg packs of Hamlyns Scottish Oatmeal and 750g packs of Hamlyns Scottish Porridge Oats to win family passes for Go Ape adventure parks throughout the UK. “Healthy eating and an active lifestyle go hand in hand, so working with Go Ape is a great fit for Hamlyns,” says Hamlyns Managing Director Alan Meikle.

Hamlyns has also just re-launched the 500g packs of Hamlyns Scottish Oatmeal in new packaging. A number of retailers are now stocking these packs as a dual site product, featuring in both the cereal and home baking aisles, prompted by the ever increasing use of oatmeal as a recipe ingredient.

SLR | SEPTEMBER 2016

Breakfast.indd 60

7out of10

PG TIPS LAUNCHES £3M INVESTMENT TO SUPPORT GREEN TEA PG Tips is supporting its newly expanded Green Tea range with the launch of a £3m marketing campaign, the brand’s biggest ever green tea spend.

Forming part of the existing ‘Keep It Tea’ campaign, the TV ad sees the PG Tips monkey take a light hearted look at some of the health fads of 2016 before encouraging customers to keep it simple and stick to tea.

Lola Danlos, Senior Brand Manager for PG tips at Unilever UK, says: “Our new green tea campaign will encourage shoppers to trial our fantastic range of flavours. The range has seen phenomenal growth in the past few years as consumers continue to grow their hot drinks repertoire. Our new campaign, which involves a mix of activations, will really help build on this.

“As well as appealing to new shoppers, the campaign is aiming to encourage fans of black tea to be experimental and try out our exciting array of green tea flavours.”

The wider campaign will also drive trial and awareness of the brand’s range of green teas by highlighting to customers the taste credentials and unique flavours, such as Green Tea Strawberry Cupcake.

www.slrmag.co.uk

31-Aug-16 3:21:42 PM

Sports & Energy

Feature

ENERGISE YOUR SALES

As stellar performers of the last few years, sports and energy drinks continue to play a massively important role within the wider soft drinks category, and have firmly established themselves as core to the category.

BY ÉMER O’TOOLE

RED BULL’S TIPS: Shoppers only look at 40 items when in store so Red Bull advises retailers to follow these simple merchandising principles in order to sustain category and sales growth: 1. SPACE: Q Stock the most efficient range to drive the greatest value.

Q Category space should be aligned with share of sales to maximise sales.

2. NEED STATES/DECISION TREE

34.7% of Energy Drinks sales are represented by flavoured lines.

94%

of customers’ shop by silhouette and colour, easily identifying wellknown brands.

50%

of sales within the Sports & Energy category are bought on impulse.

Q The first shopper decision within Spots & Energy is the type of product required – functional, refreshment or sport.

Q Merchandise the fixture to meet consumer needs, from left to right, Refresh, Stimulate, Hydrate.

Q Use bestselling brands to signpost the category.

3. FOCUS ON TOP FIVE BRANDS Q 50-60% of Soft Drinks space should be allocated to the top five brands.

Q Ensure 60-70% of space for Sports & Energy brands.

4.STRIKING ZONE Q Merchandising signpost brands at eye level improves shop-ability of the fixture by providing a clear starting point for the category.

5. VERTICAL BLOCKING Q Shoppers only see products within a 1.3m breadth.

Q Vertical blocking helps shoppers to easily find the product they are looking for improving their ease of shop.

6. STAIR STEP Q Stair stepping size variants helps shoppers identify the correct size for their need.

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Feature

Sports & Energy

“Ready-todrink products have great appeal for sports lovers.”

NYREE CHAMBERS, HEAD OF MARKETING AT NURISHMENT

W

ith many of the smaller, less supported brands now edged out, the energy drinks playing field belongs largely to the bigger players who are able to back their brands with big marketing spend and in-store activation. Nonetheless, the category still potentially suffers from having too many SKUs available, leading to confusion among retailers. SLR seeks to simplify the category by highlighting the key brands and the best-performing lines, as well as examining the latest trends and innovations in sports and energy.

The first step for retailers is to ensure they have the right range. Within Energy, sizes and flavours are driving category growth, with core lines continuing to contribute significantly.

These combined represent 85% of category sales, reveals IRI market research. Red Bull recommends retailers rationalise their range to focus on the key SKUs, providing them with the right amount of space on shelf to drive growth and maximise sales. Currently both core and sizes are under-represented on shelf versus share of sales, yet flavours are overrepresented.

This Spring, Red Bull extended its Editions range with a brand new flavour. Red Bull Orange Edition follows the successful introduction of Red Bull Tropical Edition in 2015, growing the incremental sales delivered since the launch of Red Bull Editions in 2013.

Orange is the number one soft drinks flavour, and crucial within the Sports & Energy sector where it accounts for over 40% of flavoured drinks sold, according to IRI market research.

By offering both great taste and choice, flavour remains a key opportunity to bring new shoppers into the category.

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looking for products with specific functional benefits,” says Nyree Chambers, Head of Marketing at Nurishment. Nurishment Active, a post-exercise nutritional drink, fits the bill. Developed to help consumers ‘get back their spark’, after sports or exercise, low-fat Nurishment Active contains 35g of protein per pack plus a unique and complementary blend of 22 vitamins and minerals. It combines both whey (fast acting) and casein (slow releasing) proteins which contribute to the growth and maintenance of muscle mass. Nurishment says the drink will appeal to people on the way home after a workout or an intense sports session. The drink can be enjoyed on the go immediately, or kept in the fridge at home as a convenient means of consuming the right blend of vitamins, minerals, carbohydrates and protein after exercise, with no mixing or preparation needed. Available in three flavours— vanilla, strawberry and chocolate — the product has an rrp of £1.99. Another low ‘healthier’ energy drink is Boost’s Sugar Free Pink Lemonade, which only has five calories per can.

Price-marked packs continue to play a strong role in convenience outlets by delivering a greater perception of value to consumers — him! reveals that 76% of shoppers say PMPs help a convenience store price image. Red Bull offers PMP and nonPMP formats across its range, delivering the choice to retailers and shoppers. To continue driving this growth into 2016, Red Bull has reduced the rrp of its 355ml PMC from £1.59 to £1.49. With shoppers preferring pricedmark packs in convenience, this new price aims to maintain the premium position of the brand, whilst delivering an increased ROS and fuelling additional category growth.

IGD market research says the convenience channel is expected to grow to £44 billion in the next three years. It is worth taking advantage of growing categories, such as Sports & Energy, to increase sales.

10%

is the expected growth of the Energy Drinks category over the next three years.

10.5% of Energy Drinks sales are represented by sizes.

£8M

is the total value of the UK low calorie energy drinks market.

www.slrmag.co.uk

31-Aug-16 3:19:36 PM

Beer

Feature

BEER SALES ARE HERE After years of playing second fiddle to cider in terms of market excitement and buzz, beer is making its presence felt once more. there are some great new ideas and some innovative marketing from the big suppliers, coupled with what looks like shifting consumer tastes.

BY ÉMER O’TOOLE

66%

of cider and beer shoppers buy premium brands.

T

want.

Scottish beer brand Belhaven says it is crucial to know the market favourites and to think carefully about what your own customers are likely to want. Pushing into premium territory is the next step after stocking up on standard product lines. “With the mainstream beer and cider categories struggling for growth, retailers should consider streamlining their range to make space for premium brands that will drive value and encourage trade-up,” says Craig Clarkson, Category & Trade Marketing Director – Off Trade, Heineken UK. “Premium and craft beers can play a dual role in the range of many c-stores; offering a tradeup opportunity to increase customer spend while also, in common with other premium categories, adding interest to the overall range, to appeal to more affluent customers,” says Gordon Muir, Brand Manager for Belhaven.

World Beers has brought three more Italian craft beers into the UK. All from the awardwinning Birradamare brewery, Bira Roma Bionda is 5% abv, La Zia Ale is 5.5% and Na Biretta Rosa is 6.3%. World Beers managing director Peter Karsten says: “The beers have been produced to compliment the finest food and come packaged in beautiful, stand-out

“As with any category, knowing your customers is key.”

GORDON MUIR, BRAND MANAGER FOR BELHAVEN

£1.1bn

of UK customers are unable to taste the difference between alcohol and alcoholfree beer.

is what beer is worth in the impulse channel.

19%

he beer category is always changing and sales don’t just come from the well-known brands. As a result, retailers have to work to ensure their fixture gives customers what they

63% of customers look for new and

exciting flavours when choosing premium beer varieties.

33cl bottles in cases of 12.”

Pack sizes is another area worth considering. “Convenience retailers should focus on a range architecture that meets a number of key price points to cater for the different shopper missions,” says Jessica Markowski – Head of Consumer Activation at AB InBev. “The convenience channel has a heavy bias towards single/small packs, so the range architecture should reflect this.”

With beer being a constantly changing category, it is crucial for retailers to pay attention to what drives growth.

NEW PACKAGING FOR KRONENBOURG 1664 Following the success of limited edition Eric Cantona packs, Heineken is launching new exclusive Kronenbourg 1664 packs.

The ‘suprême’ taste will be delivered through an on-pack promotion and eye-catching design featuring the ‘Alsace-tians’ from the latest marketing campaign.

Craig Clarkson, Category and Trade Marketing Director, says: “Kronenbourg 1664 is delivering fantastic growth this year – bringing £10.5m in value to the category. Our recent limited edition packaging, featuring Eric Cantona, was an incredible success – generating a huge excitement from our shoppers. Our new On-Pack promotion, featuring the Kronenbourg ‘Alsace-tians’ from the TV advert, will be sure to generate great interest in the market, whilst reinforcing our premium credentials and increased standout.”

The ‘Alsace-tians’ on-pack promotion, offers shoppers thousands of chances to win a variety of highly desirable prizes, including a trip for four to the Alsatian mountains, mini fridges and bottle openers.

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Sources: *Nielsen, Total Coverage, Volume sales YTD, 11.06.16 **Nielsen, Premium Lager, Value sales YTD, 11.06.16

Training

Feature

GET CLUED UP ON LICENSING AND TRAINING

Local retailing is a people business, as all retailers know, and when it comes to running a successful, profitable store, that means having an efficient, knowledgeable, enthusiastic and well trained team. SLR takes a look at the types of training that are available to independent retailers.

BY ÉMER O’TOOLE

L

icensing training is a complex activity fraught with potential problems. No licensed retailer can afford to lose their licence in today’s market, so staying the right side of the law is both a moral and a commercial must.

The Scottish Grocers Federation (SGF) recently launched two new legal hotlines to provide retailers with instant advice on licensing and employment issues. Run in partnership with legal firm, TLT, retailers who are members of the SGF will receive free initial phone consultation, with a discounted rate for additional follow up legal services. Other free benefits include a license health check, legal bulletins, and access to TLT seminars.

TLT’s Stephen McGowan, Partner and Head of Licensing, says: “This legal service is now available to SGF members across the country.

We are delighted to be on board with SGF to offer commercial and practical advice to their members.”

Pete Cheema, SGF Chief Executive, described trying to grasp the myriad of licensing, employment and other regulations as a “huge concern” for local retailers. He adds: “Partnering with TLT underlines our commitment to offer our members real value on benefits, which are important to them. We know TLT understand and work closely with many retailers across the UK and we look forward to working with them.”

In these challenging economic times, being well organised when it comes to licensing and training can pay off.

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BII’S TRAINING AWARDS Every year, British Institute of Inkeepers (BII), the licensed retail industry’s professional body, recognises and rewards training excellence through its national training awards.

The NITAs (National Innovation in Training Awards) will take place on November 21st this year at Café de Paris in London.

The awards will recognise excellence in the following categories: Q Training Licensee/Manager of the Year Q Training Professional of the Year Q Training Provider of the Year Q Best Company for Training (under 30 sites) Q Best Company for Training (over 30 sites) Q Best Licensee Development Programme (Tenanted & Leased) Q The Franca Knowles Lifetime Achievement Award.

Mike Clist, the BII’s CEO, said: “We are delighted to re-launch this important event. The whole sector understands the importance of developing staff at every point in their careers.

“We believe that hospitality and licensed retail needs to be regarded as a wonderful potential career for young people and we aim to recognise the best training in the sector.”

www.slrmag.co.uk

31-Aug-16 3:24:00 PM

Training

Feature

ACS OPPOSES TOBACCO LICENSING SCHEME The Association of Convenience Stores (ACS) recently urged the government to scrap its plans for a tobacco licensing scheme, in favour of more targeted measures to reduce the illicit tobacco trade.

The company called for greater powers for trading standards officers to tackle the problem locally.

The most common actions currently taking against those caught selling illicit tobacco are verbal or written warnings, rather than the fines and banning orders that can be used as penalties, it adds.

ACS Chief Executive, James Lowman, says that tobacco licensing is not “an effective deterrent to the illicit trade and instead serves only to impose financial and administrative burdens on retailers.”

“We are calling for trading standards officers to be given more power to deal with those who supply and sell illicit tobacco at a local level.”

He adds that current sanctioning powers are “too focused on seizures at our borders and do not address the problems that responsible retailers face from unscrupulous competitors.”

The illicit tobacco trade cost the exchequer £2.1bn in 2013/14 alone in lost revenue.

For the alcohol market, where a licensing scheme has been in place for several years, the loss to the exchequer through the illicit trade has grown from £830m in 2008/9 to £1.2bn in 2013/14.

SGF’S NEW LEGAL HOTLINES SGF members can use the free hotlines now: Licensing: 03330061996 Employment Law: 03330061995

Your licence is your livelihood Make sure you speak to the experts We are a leading provider of licensing and legal advice to local convenience retailers across Scotland. Working closely with the Scottish Grocers Federation, we represent and offer commercial advice to multiples, independents, family and sole trader businesses. At TLT we live and breathe licensing and understand the importance of local retailers to communities.

To find out more, contact Stephen McGowan on 0333 006 1203 or Stephen.McGowan@TLTsolicitors.com

Belfast | Bristol | Edinburgh | Glasgow | London | Manchester TLT Tier 1 – Scottish retailer advert ARTWORK.indd 1

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UTC

HAVING A BUD? HAVING A LAUGH, MORE LIKE…

Over the years, UTC has learned to grin and bear it as he reads the latest bit of marketing nonsense and, to be fair, it takes a lot more to raise the auld yin’s hackles these days. But his hackles were duly raised last month when he learned that Budweiser had launched a new limited edition beer (“OK, tell me more.”) It was made in collaboration with iconic Dutch DJ Tiësto (“Never heard of him, but fair enough”).

And it was done by infusing the beer with Tiësto’s music. (“It was whit?!”).

Yes, it was infused with the DJ’s music.

Specifically, his track ‘Infected’. But how was it infused, we hear you ask? Well, by parking a truck full of beer next to a Tiësto gig where it magically absorbed his famous ‘beats and energy’.

The auld yin had little else to say on the matter, other than a passing comment about how he hoped his collection of malts back at the house wasn’t infused with all the Susan Boyle music that Mrs UTC insists on playing at full bung.

FIRST WORLD PROBLEMS

It’s not really a laughing matter, as UTC readily accepts, but he laughed at it anyway as it was with a deep sense of schadenfreude [A deep sense of what? Ed] that UTC read that the GMB trade union was holding a protest at Sainsbury’s HQ last month over proposals to extend working hours to 3am… at its over worked houmousmaking section.

If ever there was a first world problem, this is it. Clearly wee Sebastian and Cassandra can’t be expected to go to school with anything but houmous on their play piece, and if that means working the staff til 3am then so bloody well be it!

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POKEMON ISN’T WORKING

Not a fan of ridiculous research at the best of times, the auld yin was intrigued the other day when a press release landed on his desk stating that new research purported to have found that 53% of UK Pokemon Go gamers play at work. This compares with only 38% of Germans who do so.

Putting to one side the fact he didn’t know what Pokemon Go is, he dutifully set out to disprove the research by speaking to every member of staff at SLR Towers (anonymously, of course), and scientifically discovered that he was wrong and about half of the company do indeed play Pokemon Go at work.

He then called his cousin in Germany, Herr UTC, and found that he had never heard of Pokemon Go either and was unwilling to ask his work colleagues about it because he was too busy working. With ruthless efficiency, no doubt.

YOU’VE TAKEN THAT TOO FAR

There’s being a Superman fan and there’s going overboard.

That’s all there is to it for UTC. And “experienced hospitality business manager” Daniel Campbell is clearly going overboard with the launch of his new Red Box Coffee business from a red phone box in Haymarket train station in Edinburgh.

If it’s possible to visibly cringe, that’s exactly what UTC was doing as he read of Daniel’s desire to “offer a daily staple for people on the commute to work, whilst getting to play out the part of his favourite superhero.” So hard was he cringing, in fact, that he had to get one of the junior journalists at SLR Towers to read out the last bit of the press release about how Daniel was “as passionate about quality tea, coffee and local artisan produce of the highest standard, as Clark Kent is about saving Metropolis.”

You’ve definitely taken that too far. www.slrmag.co.uk

31-Aug-16 3:17:19 PM