FRUITIER
FAILURE TO ENFORCE
•
•
FAILURE TO ENFORCE
Alex Yau, editor
THIS month, I witnessed a racist attack against a member of sta in Sainsbury’s. Like many instances of abuse, this one was triggered by the employee simply doing their job. In this case, the perpetrator got needlessly aggressive when being asked for ID while purchasing alcohol at the self-checkout.
The colleague was supported by sta a er the abuser was kicked out of the store, with them quite rightly receiving assurances of: “You shouldn’t have to face this when coming into work.”
Unfortunately, instances like these are becoming far too common, and many independent retailers experience them on a daily basis.
The impact is also long-lasting, a ecting the emotional well-being of the victim and their family.
It leaves sta questioning whether it’s even worth coming into work anymore.
Speaking to Retail Express recently, Mandi Leonard, welfare director at industry charity GroceryAid, stated that rising levels of abuse and antisocial behaviour was impacting sta retention.
Asked for helpful advice on how a retailer can support their sta , Leonard recommended looking for signs of absenteeism. This included whether the employee has been strangely underperforming at work or whether they’ve been taking more sick days than usual. She also recommended getting in touch with welfare charities who can provide private and con dential support.
Retail Express is, of course, always here to provide support to you.
Editor Alex Yau
alex.yau@ newtrade.co.uk 020 7689 3358
News editor Ryan Butcher ryan.butcher@ newtrade.co.uk
News reporter
Kwame Boakye kwame.boakye@ newtrade.co.uk
Digital IDs to be legal for booze age checks
ALEX YAU
RETAILERS will be able to accept digital forms of ID for alcohol purchases from autumn, the government has con�irmed.
Approval of Digital Veri�ication Services (DVS) was announced by minister of state for police and crime Sarah
Jones last month. Although still subject to parliamentary procedure, accepting digital ID will not be mandatory, and existing physical forms can still be used. Retailers can choose to opt out of accepting digital ID. Jones said: “With the increasing adoption of secure digital technologies, the gov-
ernment recognises the need to align legislation with today’s consumer habits and modern technology. Those who prefer to prove their age using physical documents can still do so.
“This change will allow alcohol retailers to accept digital proof of age, provided it is presented from a DVS that is
certi�ied against the UK DVS trust framework, appears on the statutory DVS register and meets certain conditions.” ACS chief executive Ed Woodall said: “We welcome progress toward universal acceptance of digital ID for all product categories to support retailers and their colleagues in preventing underage sales.” @retailexpress
Associate editor Jack Courtez jack.courtez@ newtrade.co.uk 020 7689 3371
Features editor Charles Whitting charles.whitting@ newtrade.co.uk 020 7689 3350
Features & advertorial writer Shyama Laxman shyama.laxman@ newtrade.co.uk
Editor in chief Louise Banham louise.banham@ newtrade.co.uk
Deputy insight & advertorial editor Jasper Hart jasper.hart@ newtrade.co.uk 020 7689 3384
Gohil 020 7689 3388
Head of digital Luthfa Begum 07909 254 949
Cover image: Getty Images/oxinoxi
scribed
position as “precarious”.
Asked to comment on the situation, a spokesperson for Lloyds responded: “We do not comment on individual customer accounts.”
THE Mail and i newspaper publisher Associated Newspapers Limited has followed News UK in appointing Smiths News as its exclusive wholesaler across Great Britain from July 2027.
Like News UK, the contract will last until July 2037 and includes a commitment to freezing carriage charges for the length of the contract. Smiths described the deal as “transformational”.
�irst time, with the �irst draw taking place on 23 July. Allwyn chief executive Andria Vidler said the operator was planning a major launch campaign ahead of tickets going on sale.
CHICKEN Cottage has launched a countertop hot food unit for convenience stores, with projected weekly sales of nearly £600. The concept, currently available at Manor Park Post
Of�ice & Convenience Store in Shef�ield, allows customers to pick up food from a hot food cabinet and pay at the till. Unlike a store within a store concept, customers don’t need to wait for the food to be cooked.
GOOD WEEK
Landmark crime bill fails to curb shop assault
THE “landmark” Protection of Workers Act in Scotland has failed to curb assault on retail workers, with incidents across the region rising annually by 10%.
According to the Scottish government’s latest crime �igures for 2025/26, the total number of common assaults on retail workers rose from 2,870 to 3,162. Assaults where an injury occurred jumped by 18%, from 406 to 479 incidents.
Introduced in 2021, the legislation was described as a “landmark” bill by the retail industry and made attacks on shopworkers a standalone offence. Nearly 300 cases of shop abuse were reported within its �irst three months.
Similarly, the Crime and Policing Act – made law in April this year – created similar punishments for offences across England and Wales.
Nathalie Fullerton, of Go Local Dumbarton Road in Glasgow, said the increases came as no surprise.
She told Retail Express: “We’ve thankfully not had an assault in our store, but that’s down to our investment in security measures. There are low-hanging cameras which act as a deterrent in the shop. It’s a wakeup call telling criminals that they can’t get away with committing a crime. We also have facial recognition.
“We are thinking of introducing body-worn cameras because we have seen an increase in verbal abuse. It can be so intimidating.
“Once, someone came in with a £20 note which turned out to be fake. We told him we couldn’t accept it and had to con�iscate it, but he went crazy and threatened to come back and smash the staff member’s face in. My staff are generally all female, so this can be very intimidating. Sometimes verbal abuse is worse than a physical assault because you’re living in fear, and there have been instances where people have hung around after closing.”
Fullerton added that more action was needed from the authorities amid stretched police resources.
She said: “We still need to see a lot more police patrolling the streets as there’s not enough of a presence. Last year, I tackled a guy who I caught shoplifting. Not one police of�icer was in the area. If someone was there, they could have helped me.”
Mo Razzaq, of Premier Mo’s in Blantyre, agreed that the Protection of Workers Act was positive, but warned there were not enough resources to support it.
He added: “I can see both sides of the issue. The police are just as frustrated as us because they’re underfunded. The government
“THERE are three methods to get more people into your store. You can either use a service like a post o ce or parcels. The other useful service is home delivery through providers such as Deliveroo, Just Eat or Snappy Shopper. And the third key way of attracting more customers is accessibility – do you have a car park that customers can use? Is it easy for people to come in and out? Those are the key things.”
Dee Sedani, One Stop Packmoor, Sta ordshire
JEMPSON’S: The independent convenience chain is expanding its own-label service. The Sussex-based multi-site retailer, which trades under the Together with Morrisons banner across several of its sites, has a number of frozen ready meals, confectionery and freshly baked goods, which it develops on site.
needs more budget, and there’s no use having legislation without the police to back it. In my town, we’re lucky to see more than two police of�icers at any time.”
The Scottish government’s �igures also revealed reported shoplifting incidents grew year on year by 19%, from 44,730 to 53,369.
According to the Scottish Grocers’ Federation (SGF), the latest numbers are the highest since 1971. Chief executive Pete Cheema said: “SGF fought hard
to secure the funding for the Scottish Retail Crime Taskforce, and we welcome the Scottish government’s commitment to replicate that funding for at least the next three years.
“There is no doubt the Taskforce has made good progress, and new initiatives have helped improve reporting and communication with local retailers as well. But the reality for many local shops is that they are being devastated by a tsunami of crime hitting Scottish communities.
“It is not only a few items going missing each day; organised groups are also carrying out violent raids behind the counter, and repeat offenders are clearing whole shelves in the belief that there’ll be no consequences for their actions.
“That is why the police Taskforce must be just the �irst step, and we also need to see meaningful changes to the Scottish justice system – clearing the backlog in the courts and ensuring that criminals are swiftly brought to justice.”
How are you growing your customer base?
“THERE are marketing companies out there who can create tailored questionnaires to help you nd out about your local customer base. But it’s not a quick return and can take around four to six weeks to get results. It also requires money and, as it requires a lot of cold calling, you’re left wondering whether it’s actually fully representative of the customers and demographic you’re searching for.”
Faisal Naseem, Arbroath Party Time, Angus
“I INTRODUCED PerfectDraft kegs into one of my stores, with limited results. But when I leaned heavily into it, expanding the range to cover craft options and turning my store into the only place in the area where people could get what they wanted, sales went from six kegs a week to 150. The cheapest one sells for £38 and the most expensive is £52, so that’s at least £5,700 a week coming in because I’m the only one doing it.”
Sasi Patel, MJ’s Premier, Royton
For the full story, go to betterretailing.com and search ‘Jempson’s’
UNITED WHOLESALE SCOTLAND: The wholesaler has launched an app o ering mystery promotions for shop owners. Retailers are only informed about the deals a day before through WhatsApp and are required to scan a barcode at the cash and carry entrance to qualify for the discounts.
For the full story, go to betterretailing.com and search ‘United Wholesale Scotland’
BAD WEEK
MORRISONS: More than 50 Post O ce branches are to be shuttered following plans from the supermarket to close around 100 struggling Daily convenience stores. According to documents, a ected communities include those in southern England, Wales, Scotland and northern England.
For the full story, go to betterretailing.com and search ‘Morrisons’
ILLICIT TOBACCO: Dodgy stock was found on sale in one in four independent shops in Liverpool during a recent test-purchasing operation. The exercise, carried out on 30 January and 3 February 2026 by a trained undercover operative commissioned by JTI, visited 72 independent tobacco retailers across the city.
For the full story, go to betterretailing.com and search ‘Tobacco’
ALEX YAU
Sasi Patel
Evri error leads to frustrations
INCORRECT online listings for Evri services are leaving convenience stores with confused and frustrated customers.
Several retailers claimed their stores had been falsely listed as sites for the firm’s parcel services. Posting on Facebook in June, Jempson’s, which has several stores in East Sussex, said: “We’ve
been made aware that Google AI is currently displaying information suggesting that all our post offices accept Evri parcel deliveries. This information is incorrect. Evri is only available in Battle and Rye. Information generated by Google AI is not controlled or managed by Jempson’s and may not always be accurate.”
Londis Solo Convenience in Glasgow experienced simi-
lar issues. On a Facebook post in May, the store said: “We’d like to politely remind our customers that we are no longer an Evri ParcelShop or drop-off point, and haven’t been since September 2025.
“We are aware that some online information may still list us as an Evri ParcelShop. Please note that we have done everything possible from our end to update this. However, this is unfortunate
ly out of our control.
“We do have signage in place to highlight this change, but we’re still experiencing some confusion.”
An Evri spokesperson said: “Evri has a growing network of more than 12,500 ParcelShops and Lockers. We encourage customers to check the location finder on the Evri website or app, where the most up-to-date informa-
Heatwave opportunity
SUPERMARKET chiller and freezer malfunctions sparked by the recent heatwave are creating opportunities for small shops to boost footfall. Customers reported the failures nationwide, with
multiples including Tesco, Morrisons, Sainsbury’s and Marks & Spencer affected. The malfunctions have led to availability shortages of core products such as milk, meat and produce.
FRESH WELSH DRS BID
RETAIL Express has learned Exchange for Change (EfC) has submitted a fresh application to become the operator of the Deposit Return Scheme (DRS) in Wales.
The British Soft Drinks Association said appointing a deposit management organisation “in the coming weeks” was the only realistic way to keep the October 2027 launch on track.
Bestway margins
MARGINS on the Best-in own-label range are being reviewed after Bestway admitted some products had fallen below its promised minimum 30% profit-onreturn (POR) target.
Retail Express found several examples of sub-30% POR on several products in its Best-in range. Bestway blamed supplier cost rises, and said the issue is now being addressed.
ALEX YAU
SAVOUR FLAVOUR THE
PRODUCTS
Trio of lines from Toblerone
SHYAMA LAXMAN
TOBLERONE has expanded its portfolio with three new lines.
The products include Toblerone Biscoff Diamond Truf�les, which weigh 180g and are available at an RRP of £6.77; 100g Toblerone bars retailing at £2.50; and a limited-edition Toblerone Crispy Caramel in 100g and 340g, retailing at £2.50 and £8.44, respectively.
Toblerone Biscoff Diamond Truf�les tap into the continued popularity of Biscoff among shoppers, and sits alongside Toblerone Truf�les Milk, Toblerone Truf�les Golden Caramel and Toblerone Truf�les As-
sorted. Nielsen �igures reveal that Toblerone Truf�les are currently growing in value by 23% year on year and attracting young adults and more af�luent shoppers into the premium gift category. The limited-edition Toblerone Crispy Caramel block is available through the Christmas season. Lastly, the 100g Toblerone bars are available in a range of
White Chocolate and the new Crispy Caramel variety. Mondelez’s category forecast, produced in association with Bain, reveal that premium chocolate continues to outperform the wider market, with the segment forecast to grow by 13%, thus giving retailers an opportunity to drive value sales through premium products.
Haribo introduces Goldbears Sour
HARIBO has grown its range with the new Goldbears Sour, available to convenience retailers exclusively via Booker. The new �lavour comes in a 140g bag with a £1.25 price-mark. A listing seen by Retail Express shows a case of 12 on offer until 21 July for £9.35 including VAT. This offers retailers a POR of 37.7% per unit. The non-offer case price including VAT is £11.36, equivalent to a POR of 24.25%. This is Haribo’s second major launch this year, following Rhubarb & Custard Rolls.
Hi*Ball Energy rolls out into the UK
LIFESTYLE and consumer goods company Tilray Brands has launched its energy drinks brand Hi*Ball into the UK market.
Raw Vibrant Living drops water ke rs
WINDMILL Organics has launched Water Ke�irs under its Raw Vibrant Living brand. They are available in two �lavours: Cherry and Mango & Passionfruit, in 250ml cans retailing at £2.89. The launch comes amid continued growth of the functional drinks category. Category sales increased by 24.5% year on year and almost 30% of UK households now purchase functional drinks, according to Worldpanel by Numerator �igures.
Indi adds Brain Bar to snack range
Available now through Amazon, Hi*Ball comes in four �lavours: Peach, Wild Berry, Lemon Lime and Vanilla. It
retails at £1.90 for a 300ml can. Each serving combines sparkling water with 100mg of natural caffeine, B vitamins, guarana and ginseng. The drinks are free from sugar and arti�icial sweeteners.
Sip, scan and win
with
LIPTON’S �irst ever on-pack promo offers shoppers the chance to win a raft of musicthemed prizes.
The promo spans across Lipton Ice Tea Peach and Lemon in formats including 500ml non-PMP and PMP, 1.25l and multipacks of six. Consumers must purchase a participating pack and scan the on-pack QR code.
Lipton ice tea
Four lucky winners will receive a headline prize of a VIP Reading & Leeds Festival weekend, including £1,000 to spend. Also up for grabs are 117 pairs of VIP Day tickets to music festivals and more. LAUNCH
PLANT-BASED supplement and snack brand Indi has launched a new bar called Brain Bar. It is made using 16 nutrient-rich ingredients and contains vitamins B12, C and D3, as well as iron and zinc. Brain Bar retails at £2.20, and is available via wholesal-
ers including CLF, Diverse Fine Foods and Artisan Food Club. Other products in Indi’s portfolio include Gut Bar, berry-�lavoured Daily Gut and cocoa-�lavoured Mind.
LAUNCH
IVG adds ve flavours to Pro 10mgline-up
THE IVG Pro 10mg range has expanded from 10 �lavours to 15.
The �ive new �lavours include Mixed Berry, Strawberry Hub, Hub Blast, Raspberry Blast and Cherry Ice. All the new �lavours are available from major wholesalers and distribu-
Delamere teams up with Swizzels
tors, retailing at £7.95. According to the supplier, a fuller 10mg range will result in customers �inding their chosen �lavour and backups without needing to shop elsewhere.
DELAMERE has joined forces with Swizzels to launch a range of �lavoured milks.
The range includes Squashies Drumstick Raspberry & Milk, Squashies Rhubarb & Custard and Lemon Refreshers. Each comes in a 240ml glass bottle with a £1.17 RRP.
According to the suppli-
ers, the launch has been created to support retailers in driving impulse sales and appealing to the appetite for a contemporary twist on nostalgic �lavours. More variants will land during key seasonal occasions throughout this year and beyond.
PRODUCTS
Nichols expands drinks range
SHYAMA LAXMAN
NICHOLS has widened its soft drinks portfolio with Levi Roots Reggae Sunrise, which is available in both carbonate and energy drink variants.
Available now, Levi Roots Reggae Sunrise blends passion fruit with papaya. The carbonated version has citrus, while turmeric is added to the energy drink variant.
The range is available as a £1.25 price-marked 500ml PET bottle and a 500ml energy drink can, PMP £1.19. The launch is further supported by the ‘Awaken the Nation’ marketing campaign.
Consumer appetite for standout �lavours remains strong, with 66% interested in trying a carbonated soft drink containing a mystery or unusual �lavour.
Tropical and exotic fruits, including papaya, are increasingly shaping new product development, according to Mintel reports.
Furthermore, the Levi Roots drinks brand, which has a retail sales value of £5m, continues to build momentum following its expansion into energy in 2024. Its Caribbean Crush currently ranks as a top 10 PMP impulse �lavoured carbonate, as per Nielsen �igures.
Down under with new
HEINEKEN UK is set to launch a new on-pack promotion across Foster’s as part of its partnership with the Professional Darts Corporation (PDC).
Confectionery brand Fini lands in Bestway
FINI has secured its �irst listing with Bestway Wholesale.
Ten products are rolling out across 55 Bestway depots.
The full list, all retailing at £1.25, includes: Tubes Sour Strawberry 140g Halal PMP; Tubes Rainbow 140g PMP; Tubes Inside Out Strawberry 140g PMP; Tubes Inside Out Raspberry 140g PMP; Tubes Sour Apple 140g Halal PMP;
Foster’s promo
Running from 31 July to 31 October, the promotion sees a trip to Australia for four people, tickets to the 2027 Australian Darts Masters and Foster’s merchandise up for grabs. It runs across all Foster’s and Foster’s Proper Shandy formats including PMPs. A range of PoS material will be available to support the promotion in the off-trade.
Circana data shows that Fini is now one of the fastest-growing sugar confectionery brands in the total UK market over the latest 52-week period, delivering 30% growth in the latest quarter.
Tubes Sour Rainbow 140g PMP; Cinema Mix 140g PMP; Wonder Mix 140g PMP; Mini Mochis 90g; and Mini Mochis Berries 90g.
CAMPAIGN
Spar has dibs on new Lindor Pistachio Chocolate bar
SPAR has secured the convenience channel exclusive for the launch of the Lindt Lindor Pistachio Milk Chocolate bar.
The chocolate �lavour is available exclusively from Spar stores across the UK, with a £2.50 RRP.
The symbol group says the launch represents a signi�icant opportunity for retailers, as pistachio continues to be one of the mosttalked-about �lavour trends across food and drink, particularly in chocolate.
Win a £10k store makeover with Rubicon’s latest promo
RED Star Brands has added a Jackpot variety to its Four Loko ready-to-drink (RTD) range, aiming to drive summer sales.
Combining the �lavours of vanilla ice cream, raspberries and Four Loko’s 8.4%
Four Loko hits the Jackpot with new flavour drop
RUBICON has unveiled the next step of its major marketing strategy.
As part of its ‘The Big Flavour Behaviour’ campaign, Rubicon has launched a competition for retailers, giving them a chance to win £10,000 for a store makeover, alongside Rubiconbranded hoodies, duffel bags and sliders.
NEW CAMPAIGN
Retailers need to purchase �ive cases of Rubicon products, plain or PMP, in any �lavour, either in depot or online from a qualifying wholesaler, and enter the competition online with proof of purchase.
The competition runs until 8 August.
Participating lines include Rubicon Sparkling Drinks (24x330ml cans, 12x500ml or 6x2l PET); Rubicon Spring, Spring Vits and Twist (12x500ml PET); Rubicon Still (288ml or 1l LAUNCH
ABV vodka-based, caffeine-free recipe, this new variant celebrates 21 years since Four Loko was �irst launched in the US and extends the UK line-up of varieties to 11. The RTD is available in 440ml cans at an RRP of £3.69.
cartons); Rubicon Squash (6x1l PET); and Rubicon Raw (12x500ml cans).
Monster drops limited-edition Oscar Piastri Formula 1 cans
COCA-COLA Europaci�ic Partners has launched limitededition Monster Energy cans featuring Formula 1 driver Oscar Piastri.
The new collectable cans are available across the brand’s Original and Zero Sugar varieties in plain and price-marked formats. Retailers can maximise the opportunity with PoS materials and digital assets.
Rollover promo swings in
SHYAMA LAXMAN
ROLLOVER has teamed up with Spider-Man: Brand New Day, releasing in cinemas on 29 July, to launch a new on-pack promo.
The promotion runs until 17 August and gives one lucky winner a family trip to Barcelona, including a private parkour experience. Consumers also have the chance to win weekly prices, including exclusive Spider-Man memorabilia, throughout the course of the campaign.
To participate, consumers simply need to scan the QR code featured on co-branded
packaging across Rollover’s Original Hotdog and PoS in store. The QR code will direct them to Rollover’s Instagram page, where a link in the bio will provide entry into the sweepstake.
Lumina �igures reveal that retailers generate approximately £1.25bn in hot foodto-go sales. The supplier said the collaboration gives retailers the chance to drive sales of Rollover’s Original Hotdog.
Retailers will be supported with PoS including wobblers, shelf barkers, digital screens and bollard covers.
Cornish Orchards’ trust campaign
OREO has collaborated with K-pop group BTS to launch limited-edition Oreo BTS cookies, dedicated to the group’s fans.
The Brown Sugar Pancake �lavour cookies, also Oreo’s �irst-ever purple-coloured launch, will be available from August at an RRP of £1.60. The cookies feature six unique embossments designed by the group, including band members’
names, a BTS light stick and the BTS logo. The launch will be supported by a campaign, starting on 3 August. Shoppers can scan the on-pack QR code to write a digital letter to BTS for a chance to win prizes.
CORNISH Orchards has announced a raft of summer support for retailers, ahead of the launch of its biggestever media investment.
Oreo and BTS partner up for launch
Running until August, the brand’s returning ‘Can You Trust Your Cider?’ campaign underpins the message that Cornish Orchards is made from 100% fresh-pressed UK apples and never from concentrate.
The campaign includes digital, social, in�luencer and outdoor activity that will reach 88% of cider drinkers in the UK. In retail, the brand is growing more than seven times faster than the cider category and is aiming to capitalise on this further with a new pack format: a 4x440ml multipack, retailing at £5.75.
NEW CAMPAIGN
MY STAR STAFF MEMBER
OPINION
RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS
What do you think? Call Retail Express on 020 7689 3357 for the chance to be featured
Shamal Fernando
My role in the shop: manager
How did you end up in the role?
I have 12 years of experience working for Motor Fuel Group at a couple of BP garages. However, it all became a bit too much for me, and I was missing time at home. Seelan o ered me a job, and my worklife balance is so much better now.
Is there much of a di erence between a forecourt and a convenience store?
I’ve gotten to know everyone in the village. It’s very convenient for me to come in the morning and get home a er work.
What are your main duties?
Apart from paperwork in the morning, I like to be out there on the shop floor. This can involve merchandising, assisting at the post o ce, being on the tills and helping with social media. I don’t like to sit in the o ce all day. Merchandising is one of my favourite parts of the job.
What is most rewarding about your role?
It’s ensuring customers get products that we don’t usually have. One time, a lady came in looking for wooden clothes pegs to hang her clothes. I sourced these from a di erent supplier and she was very happy. We’ve also started stocking tools. A nearby hardware shop closed down recently, so it’s provided us with an opportunity to ll the gap in the market.
WOMEN IN CONVENIENCE: How was the diversity event?
“I MET remarkable women. I listened, I shared and, most importantly, I felt deeply watered. The theme of the day was ‘resilience’ – a topic that is not just professional for me, but deeply personal. Resilience is the thread that runs through my life.”
“THE whole day was thought through from start to �inish – smiles on everyone’s faces, even through the tears. However, it was ultimately the support you felt from everyone there that was genuinely unparalleled. I just feel so blessed and privileged.”
WORLD CUP: Has the tournament triggered antisocial behaviour?
“WHEN Scotland was playing, there were a lot of late kick-offs. People were drinking throughout the day and, because of this, they feel more con�ident in shoplifting and abusing staff members. Shoplifting is a constant problem, though, not just related to the World Cup.”
Razzaq, Premier Mo’s, Blantyre
“THERE have been no issues, but England haven’t lost any of their games. We normally see trouble when there’s a loss. I’m concerned about what might happen in this event. I’ve also not stayed open during the matches as I don’t want to tempt any trouble. Staff safety takes priority.”
We normally see trouble when there’s a loss
BANKING: Why are your services vital to the community?
“POST Of�ice operators can’t raise their prices to cover the rises in business rates, wages or energy. If you want essential services like banking, bill payments, travel money and identity services, then the government needs to support its survival by targeted business rates relief.”
Elliot Jacobs, multi-site retailer, London
“HARPENDEN’S new permanent banking hub has served more than 500 customers in its �irst week – a clear signal that demand for face-to-face banking services and access to cash is essential, and that this community values having somewhere local to manage their �inances.”
Vidur Pandya, Kislingbury Post Of�ice, Northampton
Natalie Lightfoot, Londis Solo Convenience, Glasgow
Store
Bisi Osundeko, Go Local Junction Lane, St Helens Get in touch
Want to recommend a star member of sta ? Call 020 7689 3358 or email alex.yau@newtrade.co.uk
LUNCH TRADE: How are you boosting sales?
“WE started off with a basic food-to-go offering on our counter, but we realised that the best way was to do it properly. Working with Country Choice, we’ve introduced a stand for pizza, jacket potatoes and other hot food. It generates an additional £8,000 a week.”
Judith Smitham, The Old Dairy –Pydar Stores, Cornwall
“KIDS will come in and buy pasties, which we sell two for £5. Across the whole food counter, we bring in an additional £7,000 per week in sales. We’ll advertise our range on social media, and we have posters outside, and it’s the �irst thing customers will see as they enter the shop.”
Nishi Patel, Londis Bexley Park, Dartford
Mo
Kaual Patel, Nisa Torridon, London
owner: Seelan Thambirajah, Donington Village Store, Spalding, Peterborough
‘Concerns around delays to the Welsh DRS’
I RECENTLY wrote to senior �igures in the new Welsh government expressing concern about the lack of progress moving forward with the Deposit Return Scheme (DRS).
Wales is failing to keep pace with the rest of the UK on the vital initiative to boost
recycling and help reduce litter. Independent retailers are keen to understand the roadmap of how this will be taken forward.
This is vital because Welsh retailers require certainty so they can plan ahead for the adoption of DRS, which is due in 15 months.
COMMUNITY RETAILER OF THE WEEK
‘Smiles,
Bobby Singh, BB Nevison, Pontefract
appreciation and pride’
“GREAT brand. Great initiative. Greater impact. Some moments remind us that the work we do reaches far beyond the everyday. The Retail Champions initiative is a fantastic example of how a brand can make a real di erence not just through the products we represent, but through the communities we support. Being part of donating a new kit to the Pontefract Collieries Veterans team was a brilliant reminder of the power of giving back. Seeing the smiles, appreciation and pride from everyone involved showed exactly what these initiatives are all about.”
It is essential for Welsh retailers that any DRS infrastructure has full interoperability with the rest of the UK so as to avoid fraudulent abuse of DRS.
The British Soft Drinks Association has warned there could be an annual fraud bill of up to £300m if people
exploit differences between the Welsh scheme and those elsewhere in the UK.
My letter concluded with an offer to meet as soon as possible with Welsh leaders and civil servants.
Mark Dudden, Albany Road Stationery & News, Cardiff
COMMUNITY RETAILER OF THE WEEK
‘Raising
funds for an amazing charity’
“WITHOUT doubt, the World Cup is creating a lot of footfall in our shop as people stock up on their snacks and drinks. With the hot weather, we are thankful that we invested in a so drinks cave along with our beer cave in our refurbishment last year. We are running three ra les over the tournament to raise funds for Help for Heroes. This charity does amazing work with veterans and their families. Assistance ranges from mental and physical wellbeing programmes to community drop-in sessions, welfare advice and emergency crisis assistance.”
BENEDICT Selvaratnam
Freshfields Market, Croydon, south London
Engage with your community to get noticed
COMMUNITY engagement is so important now. With AI and online technology everywhere, people don’t even have to go into a store to get what they need anymore. They can stay in their bedroom and get someone to deliver it to them. But that integration is key to driving sales.
Covid-19 really highlighted that for me. People thought it would be a one-o and we’d go back to business as usual, but it’s not been the case, and you have to now nd ways to interact with people.
It used to be the elderly who needed to come into a shop to talk to someone, but now it’s youngsters who need that connection. They spend six hours a day watching a screen; they don’t get to talk to people face to face. And focusing on the younger customers is focusing on the customers of tomorrow. So, having activities and activations where they can get involved is super important. Sometimes, we’ll do something independently, but there are things we do with the local business association as well. It could be an event you create with the local school or even something as simple as a litter pick.
Any activity or o er you can do in the community is important because it allows people to see you as a person rather than just a business. It shows your human side and tells people you’re not just an entity taking their money.
As everything becomes more automated, people will want to support their local retailer if they know who they are, know that they live in the area and that their kids go to the local school. That’s becoming a bigger part of their thinking – whether you’re integrated in the community. Those are the bonds you need to build to be legitimate in people’s eyes. I can’t stress that enough, whatever you do.
Each issue, one of seven top retailers shares advice to make your store magni cent
Julie Kaur, Jules Premier, Telford
GROW CIDER SALES THIS SUMMER
Summer is a key season for the cider category as consumers stock up for a range of di erent occasions from barbecues to sporting events – representing a strong opportunity for retailers to grow sales with a variety of brands
WHAT’S THE OPPORTUNITY?
IN the UK, the cider category is worth £1.18bn1, presenting retailers with an excellent opportunity to tap into the category this year.
To maximise sales and use the key summer period to their advantage, retailers should ensure strong availability across a
variety of pack sizes to cater for di erent occasions, including barbecues, festivals and spontaneous outdoor gatherings, helping to increase overall basket spend. Smaller packs of cider are ideal for shoppers searching for something convenient for immediate consumption which
is easy to transport. Retailers should therefore stock Strongbow Dark Fruit 4x440ml, Inch’s Medium Apple 4x440ml and Old Mout Berries & Cherries 500ml to meet this demand.
It’s equally as important to maintain availability of mid- to large-pack formats to supply
WHAT’S TRENDING?
big, at-home gatherings and FIFA World Cup watch parties. To support these gatherings, retailers should ensure consistent stock of Inch’s Medium Apple 10x440ml and Strongbow Original 10x440ml, giving consumers con dence they can keep their fridges well supplied. MUSTSTOCK PRODUCTS
1Inch’s Cloudy Apple Cider
2 Inch’s 0.0 Apple Cider
3
Old Mout Pineapple & Raspberry
4
Old Mout Berries & Cherries
5
Old Mout Alcohol Free Berries & Cherries
Shoppers are also increasingly looking to trade up or explore new flavour experiences.
To attract younger consumers and encourage premiumisation, retailers should consider
MAINSTREAM apple-flavoured ciders are experiencing strong growth, with lines in this segment accounting for £146m in sales in the key summer period in 20252, highlighting increased consumer appetite for this flavour. By stocking Inch’s Medium Apple and Inch’s Cloudy across various formats, retailers can e ectively supply this growing demand.
stocking options such as Old Mout Pineapple & Raspberry, and Inch’s Reserve, o ering shoppers exciting and flavourful choices for special summer occasions.
Low- and no-alcohol cider continues to present a yearround opportunity, with de-
mand peaking in summer, much like its alcoholic counterparts. Within the Heineken UK portfolio, growth is being driven by Inch’s 0.0, the UK’s rst de-alcoholised cider and a credible option for shoppers looking to moderate without compromising on taste.
Retailers can access cider category advice and product information by visiting Heineken UK’s Star Retailer platform at starretailer.co.uk
Sarah Duncan, category & commercial strategy director, Heineken UK SUPPLIER VIEW
“RETAILERS have a real opportunity to drive their cider sales by building a range that works for every shopper. They should be starting with a strong, trusted apple cider from brands people already know and love. Within the Heineken UK portfolio, that means stocking favourites like Strongbow Original or Inch’s Medium Apple, o ered in a range of pack sizes to cover everything from spontaneous on-the-go purchases to bigger at-home gatherings.
“From there, it’s about creating an opportunity for shoppers to trade up. Premium options such as Inch’s Reserve and Old Mout will add interest and help boost basket spend. We’re also seeing a clear shi toward low- and no-alcohol options, so it’s essential to include options such as Inch’s 0.0 and Old Mout Berries & Cherries 0.0.”
BEER & CIDER
MORE THAN A SUMMER OPPORTUNITY
ANGELA YOUNGMAN nds out what retailers are doing to boost sales of beer and cider
WHAT TO STOCK
SUMMER makes beer and cider a key sector for convenience stores. The big question is how to maximise those sales when customers are increasingly cash conscious.
Careful stocking is essential, with a focus on good value rather than lower prices seen as most important. Custom-
ers are increasingly making last-minute decisions when it comes to beer and cider.
Natalie Marshall, Aston Manor trade marketing manager, says: “Consumers are either trading up into the premium bracket, or they are moving towards value options that still deliver on great taste,
THE PREMIUM PROPOSITION
WITHIN both the beer and cider markets, premium products are doing increasingly well. The Westons Cider report indicates that sales of premium cider have increased by 10.4% in convenience stores. Sales of Madri Excepcional are increasing by more than 8% annually, while Aspall’s premium cider brands are experiencing 7% growth
in sales year on year. Kay Patel, who runs three Best-one stores in east London, says: “People are drinking less, but higher quality and higher strength. Spanish brands or Spanish-looking brands are selling well, perhaps because people are thinking about holidays, and these also have higher ABVs and are more premium.”
unique flavours and engaging branding.”
Price is de nitely driving sales according to retailers, making in-store price-based promotions very popular. Customers are keen on products that o er an instant discount such as a £7.99 multipack reduced to £6.99.
MULTIPACKS sell well, especially if price-marked or when accompanied by special offers. Larger formats are ideal when consumers are buying for home-based or group social events since it helps keep budgets under control.
Dipesh Modha, from Edgware Road Post O ce in London, says: “Multipacks do well
CATEGORY ADVICE BEER & CIDER
THE IMPORTANCE OF MULTIPACKS cider profit perfection
when on o er;the customers are always interested.”
In fact, these multipack formats are encouraging customers to trade up. Kevin Fawell, sales director at Molson Coors Beverage Company, says premium world lager multipacks are proving popular with shoppers looking for something special.
Frequent promotions and prizes often available in these formats are only adding to their popularity. For example, Staropramen multipacks possess extra design elements providing exclusive design content via QR codes, while Madri Excepcional includes a promotional gift with every purchase.
Brothers Drinks
Brothers Drinks Company has launched a premium Wild Cloudy Apple variety. The new variety has a 7.0% ABV and is available in single 500ml cans with a £1.75 RRP.
Strawberries and Stella
Stella Artois marked its continued partnership with the Wimbledon tennis tournament by launching a limited-edition Strawberries & Cream variety, available exclusively to independent retailers via Co-op Wholesale. It has a 3.4% ABV and an RRP of £6 for a four-pack of 440ml cans.
Magners
Magners is expanding its zero-alcohol range with the launch of Magners 0.0% in a pint bottle (568ml) in response to a growing trend for non-alcoholic options.
Birri cio
Carlsberg Britvic has launched Birri cio Angelo Poretti Alcohol Free, a non-alcoholic version of its Italian lager brand. Brewed in Valganna, Italy, the 0.5% ABV beer has an RRP of £5 for a four-pack of 330ml cans.
Nirvana
Nirvana added to its fruit-forward line-up with Hazy Grapefruit Lager. Sitting alongside the brand’s Cloudy Lemon Lager, Hazy Grapefruit has a 0.3% ABV. Its RRP is £2.75 for a 300ml can and £4 for a 500ml bottle.
OPPORTUNITIES WITH FLAVOURED VARIETIES
LAUNCHES of fruit-flavoured beers and ciders have been increasing, showing it to be a popular subsector.
Fawell says fruit beers are one of the fastest-growing segments attracting a broader range of shoppers, including those new to beer.
NIQ gures say that fruit-flavoured lager sales have been climbing 52.2% year on year. One recent launch, Heineken’s Cruzcampo Sevilla Orange
3.3% ABV, took a 2.7% value share of the beer category In contrast, flavoured cider, while currently far more popular, is experiencing a small decline. Westons Cider report suggests that sales of flavoured cider has fallen to 28.5% of the market, while the Heineken report believes there has been a move towards sweeter styles with more varied flavour pro les. But some flavours have disappeared
such as Old Mout Strawberry & Apple and Strongbow Zest due to declining sales.
Shisan Patel, from Nisa Perry Barr stores in Birmingham, has found that demand depends on the weather.
“We get more flavoured cider – Rattler, Old Mout, even those in bottles and multipacks – because there is more demand for flavoured cider if high temperatures are expected,” he says.
CATEGORY ADVICE BEER & CIDER
SUPPLIER VIEWS
Sally McKinnon, head of marketing and strategy, Westons Cider
“WE’VE seen shoppers become far more selective in how they buy and consume alcohol. The shi is no longer about volume; it’s about quality, value and choosing products that feel worth paying for. Moderation is also becoming a bigger part of the category story, particularly among younger adult shoppers.”
Sarah Duncan, category and commercial strategy director, Heineken UK
“IN the cider category, core will always remain priority, and as such, we suggest that retailers start building their range with apple and flavoured ciders – those from well-known brands that consumers know and trust. For those with more space in store, we would also recommend they venture into the premium segment and consider o ering a range of premium ciders.”
Richard Bradbury, managing director, T&R Theakston
“VALUE is ultimately about providing the range that shoppers and drinkers want at a price that meets their perception of value for money. It is not about lowest price, but about having a range of prices and pack sizes. Having the right quality range is just as important as the price you retail it at.”
LOW & NO ALCOHOL –A GROWING MARKET
DEMAND for low- and no-alcohol beers and ciders is rising, with recent range additions including Doom Bar Zero, Rekorderlig Alcohol Free, Inch’s 0.0 and Nirvana Brewery’s Hazy Grapefruit Lager.
“We have seen an increase
in demand for 0% for all beer and cider across the range,” says Shisan Patel. “No and low has got better in terms of quality and people are switching to it especially if driving.”
Positioning these products correctly will help sales. Liam
Fidler, head of o -trade at Damm UK, says: “People expect no- and low-alcohol options to sit naturally alongside full-strength beer within the category, rather than feeling like a separate or compromise choice.”
PROMOTIONS AND MERCHANDISING
WHEN it comes to beers and ciders, bestselling brands need to be located prominently in high-footfall areas.
Limited-edition lines and themed PoS attract attention, encouraging sales around key sporting and seasonal events.
Adding seasonal items, like barbecue food, nearby linked purchases and on top of this,
having as much of your range as possible in the fridges helps to drive sales.
“People want cold drinks, so we merchandise by type and brand in the chiller,” says Qaiser Mahmood, from Da Shop in Cheadle Hulme, Greater Manchester.
With autumn not far away, retailers are beginning to think
about longer-term stocking and marketing for their beer and cider o er. Weather watching is important since recent years have seen warm autumns, delaying range changes.
“When it gets chillier, we replace flavoured ciders with more beer ranges and adjust the range,” says Shisan Patel. “At Halloween, we look for new
flavours, like blood orange.” E ective sta training can help build sales, especially with regard to upselling, licensing issues and Challenge 25 restrictions. Knowing the di erence between types such as premium, no-alcohol and gluten-free enables customer questions to be con dently answered.
with
MADRÍ MAKES SALES EXCEPCIONAL
Premium world lager continues to drive growth in the beer category. MOLSON COORS explains how the expanding Madrí Excepcional range is helping retailers unlock sales
WHAT’S THE OPPORTUNITY?
WORLD lager is growing and evolving, as shoppers increasingly seek quality options that elevate traditional occasions. For retailers, ensuring a balanced range from the bestselling brands – including premium, alcohol-free and flavour-led
options – can help meet shoppers’ needs.
Madrí Excepcional aims to lead the way. Annual sales hit the billion-pound mark in 20251, and it is currently worth around £133m in o -trade value sales2 – solidifying its position as one of the UK’s biggest lagers. The brand has also been agile to new consumer demands, combining investment with innovation to unlock value for retailers.
Molson Coors is keeping the brand front of mind for shoppers this summer through a £5m
WHAT’S TRENDING?
THE trend for moderation shows no signs of slowing down. The category is now worth upwards of £259m in retail sales, with value up 18% year on year3.
marketing campaign featuring iconic Spanish DJ duo Mestiza. With a new TV ad, digital and out-of-home activations directing people to local stores, it’s designed to drive awareness and footfall – creating opportunities for retailers to engage.
1Madrí Excepcional
2
Madrí Excepcional 0.0%
3
Madrí Excepcional Limón
Hannah Norbury, UK&I marketing director, Molson Coors Beverage Company
the fast-growing segment.
Madrí Excepcional Limón has launched as a Tesco, Booker and One Stop exclusive – combining Madrí Excepcional with a zesty lemon taste and balanced citrus notes to help retailers tap into
Madrí Excepcional 0.0% has quickly become a must-stock line for independent retailers, generating more than £2m in retail sales in less than a year4 and earning recognition at the 2025 World Beer Awards, winning Bronze for Taste. This year, Molson Coors is helping to win more occasions with its launch in the more convenient, accessible 440ml-can format. Flavoured innovation also attracts new shoppers into the beer category, with fruit beer now worth £44m and continuing to grow. Within this, lemon has the strongest appeal among fruit beer drinkers5.
Shoppers’ expectations are greater than ever. Where space allows, stores should create world lager displays that reflect the vibrancy of the category. Keep an eye on the latest brand campaigns and PoS material to help create excitement for shoppers.
Explore the Madrí Exceptional range and watch the new advert featuring Mestiza via madriexcepcional.com
“PREMIUM world lager continues to be a key source of growth in beer, with shoppers looking for brands that bring quality, excitement and relevance to modern social occasions.
“Madrí Excepcional has grown into a billion-pound brand by consistently delivering on those consumer needs, combining premium credentials with strong marketing investment and a willingness to innovate. Today, it is one of the UK’s biggest lagers and continues to attract shoppers across a growing portfolio that spans premium, alcohol-free and flavour-led options.
“With a £5m marketing campaign, continued innovation and strong consumer demand underpinning the brand, we’re excited about the opportunity Madrí Excepcional presents for convenience retailers looking to drive category value and growth this summer and beyond.”
SAPNA BHUDIA
One Stop Carlton Convenience, Salford, Greater Manchester
Focus on… in-store activations
WE’VE had the shop for around eight years, but I also have a full-time job at Greater Manchester Police and two kids, so there’s a lot to juggle. We have really good sta , who help keep everything running.
We’ve built up a network by attending retailer forums and events, such as Women in Convenience and the Better Retailing Festival. We use them to make connections with suppliers, then keep an open line of communication, which has led to us running a lot of in-store activations.
Before we started activations, we had Facebook and Instagram. We now also have TikTok and LinkedIn. LinkedIn is where we showcase what we can do; it’s like a CV for the store. Suppliers see what we do and reach out with exclusive opportunities.
Social media takes a lot of time, so we recently employed a social media company, Empros. We use all PoS from brands and have space in the store to set up stands.
We’re known for launching products with a bang. The activations keep things fresh for customers and build our reputation in the community.
AIMING HIGH
TAMARA BIRCH talks to retailers about how and where they are getting higher-than-average margins
WHY FOCUS ON HIGH MARGIN?
IT’S no secret that the retail landscape is more challenging than ever. With ever-changing customer buying habits, retailers also have to contend with shoppers buying less, paying more and navigating rising overhead costs. Therefore, the importance of highmargin categories plays an integral role in ensuring your store’s pro tability.
“While core convenience
lines drive footfall, highermargin products help retailers generate stronger returns from every transaction,” says John O’Neill, retail operations controller at Parfetts.
“Categories such as food to go, co ee, vaping accessories, chilled drinks and confectionery can all contribute signi cantly to margin, while meeting genuine shopper needs.”
Elias Ebert, managing director, iSqueeze
“HIGH-margin lines can push additional revenue each month, which is important for retailers to sustain healthy pro ts.
“Juice machines are big business with a pro t margin of at least 40%.
“By installing a fresh juice machine, you can o er a better-quality fresh product for a reasonable price and strong pro t margins.”
TOYS
BOBBY Singh, of BB Nevison Stores & Post O ce, in Pontefract, West Yorkshire, says high-margin categories, like toys, are vital in today’s convenience store climate. He works with a local wholesaler called BJ Toys to curate a strong range that has grown over time.
“It’s built our entire range
after we started with small novelty toys. BJ Toys saw the potential and we gave it free rein to manage the category,” he says.
Singh has a sale-or-return agreement with the wholesaler, but recommends every retailer invest in toys, citing that over the past ve-to-six years,
he’s grown the category from a stand to an entire bay.
“Some high-margin categories, like vapes, will be expected by customers But high-margin categories like toys show your customers you’re pushing the envelope and o ering something more,” he says.
Kaual Patel, of Nisa Torridon
in Hither Green, south London, has also expanded into toys, and now stocks bubble wands and water pistols. He buys bubble wands for 60p and sells them for £3.
“Kids’ toys have exceptional margins, but you need to know what you’re buying and when to buy them,” he says.
PLANTS
YOUR range isn’t con ned to inside your store, as evidenced by Patel, who works with a local supplier to stock plants at the front of his store.
“We keep the plants under a canopy outside the store that keeps them hydrated, and we get around 50% margin on each of them,” he says. “We are currently buying around £500£600 a week in the summer, but it doubles at certain times of the year.” Patel warns that while plants o er high margins, it’s
quite labour intensive and your water bill could increase.
“We have to water the plants twice a day and I have to spare sta for that, but the waste is minimal. We’ve stocked 4,000 plants and only lost four,” he says.
If you trial plants in store, start with a small, basic range and monitor performance closely before expanding. Talk to your customers about which plants to stock, or ask advice for beginner plants from your local supplier or garden centre.
NEW PRODUCTS
Launches from high-margin categories
Delamere & Swizzels launch flavoured milk range
Delamere has partnered with Swizzels to launch a range of flavoured milks. These include Squashies Drumstick Raspberry & Milk, Squashies Rhubarb & Custard and Lemon Refreshers varieties. Each comes in a 240ml glass bottle with a £1.17 RRP.
IVG adds ve more flavours to Pro 10mg range
The IVG Pro 10mg line-up has grown from 10 flavours to 15. The ve new flavours include Mixed Berry (strawberry, blueberry, raspberry), Strawberry Hub (strawberry and bubblegum), Hub Blast (bubblegum), Raspberry Blast (tangy, sweet and sour raspberry) and Cherry Ice (cherry and menthol).
Kepak launches East St Deli range
The range comprises ve fresh sandwiches in Chicken & Stu ng, Chicken & Bacon Mayo, Tuna Mayo, Egg Mayo and Cheese and Onion Mayo varieties, as well as a duo of wraps in Sweet Chilli Chicken and Chicken Caesar flavours. The RRP for all products in the East St Deli range is £2.89.
On-the-go smoothie concept Smügo launches in forecourts
Roy Wainwright and Ed Morris have launched a self-service smoothie machine called Smügo, currently available to forecourt retailers. There are three flavours available: Cool Refresh, a red berry and goji berry smoothie; Protein Boost with 20g of organic pea protein powder; and Green Revival, which contains kale and ginger.
CATEGORY ADVICE HIGH-MARGIN CATEGORIES
FOOD TO GO
FOOD to go is a huge category for some stores, but Singh says the margin potential is dependent on the products you’re stocking. He says the key with food to go is keeping prices reasonable and working your margin around that, while also
keeping on top of wastage.
“We aim for around 30-35% margin with food to go, but it varies,” he says. “Volume sales will play a huge role in this, too, and customers will likely return as well. While we can price how we want,
with food to go, we try not to be too greedy.”
To help achieve high margins, speci cally in food to go, O’Neill recommends crossmerchandising and using clear signage.
He says: “Retailers should
support high-margin categories with clear signage, seasonal activity and event-led promotions where appropriate. Cross-merchandising is also particularly e ective, helping shoppers discover products naturally.”
SEASONAL GOODS COLLECTABLES
WITH the UK in the thick of the summer right now, there are opportunities to invest in related products, such as fans. Patel stocks both handheld fans and larger ones, and makes around 50% margin per fan.
“We had 20 giant, 16-inch fans and they were gone in a single weekend,” he says.
“We even had one customer who wanted to buy 500 of the handheld fans, which I know he’ll then resell, but as long as I make my money and margin, then I’m ne with that.”
Patel has also become strategic about ice and ice cream, buying in bulk on promotion to
further boost his margin.
“Ice, for example, we’ll sell at £2.20 and we’ll focus on volume sales, and because of our available storage, we’ll never run out unlike supermarkets,” he says.
“Ben & Jerry’s is on promotion right now, so we’ll sit on additional cases for this and stock slightly below RRP to boost volume sales. And when one comes o , another goes on promotion and we’ll stock up on that line.”
With health a key seasonal trend this year, Patel has started working with a new wholesaler to deliver freeze-dried
fruit that o ers 39% pro t on return across the full range.
“We use Valiant Global Foods and for the past 35 years, we’ve been using Camelot Foods, which o ers price-marked stock on sale or return, but due to our relationship with them, we have non-price-marked sale or return goods, which allows us to generate another 20% margin,” he says.
Singh stocks paddling pools in the summer, too, which offer a minimum of 50% margin.
“As soon as it’s hot, they fly out, because it’s something customers want there and then,” he says.
FINDING a niche or specialising in a speci c category can help your overall store margin.
Andy Howell, of Loch Lomond News in West Dunbartonshire, has become well known for offering collectables that range from ‘everyday collectables’ to high-end options.
“We just sold some darts that were part of the PDC World Championship. They cost us £150 and we sold them for £1,500, giving us a 90% margin,” he says.
This kind of margin is rare,
though, so if you’re new to collectables, Howell warns there is some risk associated with the category.
“With high-end collectables, you’re taking a bit of a chance they’ll sell, but with collectables, the value does increase and eventually someone will want them,” he says.
To minimise the risk on his ‘everyday’ collectables, he orders them on sale or return, but this does lower the margin to 30-35%.
Howell’s most popular col-
lectables are Pokémon trading cards, and he drives volume sales to boost margin. He stocks them at RRP and gets 25-35% margin on each pack.
“We could sell them for more, but we have loyal customers and I’d rather have that and get more sales than increase prices and risk losing that customer,” he says.
He adds he now uses multiple wholesalers. His main ones are Asmodee UK and Muddleit, both of which deliver nationally.
HOW CIGARS AND CIGARILLOS CAN WORK IN YOUR STORE
CHARLES WHITTING nds out how retailers can make cigars and cigarillos a key part of their overall tobacco o er
THE CIGARILLO OPPORTUNITY
CIGARILLOS may not make up as large a percentage of the tobacco market as cigarettes, but they ful l important needs for a variety of adult customers.
“The cigarillo segment is easily the largest of the four cigar segments in terms of volume and not far o the other three combined in terms of value,” says Prianka Jhingan, head of marketing at Scandinavian Tobacco Group UK. “Sales from the cigarillo
segment currently account for just over £178m.”
Whether it’s people looking to enjoy their favourite brand, selecting options based on the flavour pro le o ered by cigarillos or simply looking to buy a cheaper 10-pack compared to a 20-pack of cigarettes, these are customers worth catering for.
“They sell well for us because they’re in smaller packs of 10, although the flavours help as well,” says Mike Nijj-
er, from Costcutter Bull Street in Birmingham. “Within cigarillos, we sell about 150 packets a week at an RRP of around £7.50.
“We’ve got about four different options in our store, but the brand we sell the most of is Sterling Fresh Mint.”
With this in mind, it’s important for retailers to understand what their customers are looking for and arrange their o er accordingly, with availability and brand recog-
nition often more important than the breadth of the range.
“It’s important to stock the right range of cigars rather than a big range, so we usually advise retailers to consider stocking the top two or three brands in each of the four main cigar segments, as the top 10 biggest sellers overall account for well over 90% of total sales, so there’s no point tying up your cashflow with slow-moving brands,” says Jhingan.
SUPPLIER VIEW
Prianka Jhingan, head of marketing, Scandinavian Tobacco Group UK
“FIRSTLY, if retailers aren’t particularly knowledgeable on cigars, then I’d strongly advise them to develop a close relationship with their visiting sales reps who can help them in a variety of ways.
“Secondly, when it comes to displaying the range, it’s always worth remembering that as cigars are exempt from the plain packaging legislation, it’s recommended they stock them on the middle shelf of the gantry where they are visible and more likely to be purchased by adult smokers who can see them.
“Finally, when it comes to pricing, it’s always important for retailers to provide a range of cigars with di erent price points to meet di ering consumer needs. I would also suggest they follow manufacturers’ guidance on pricing, as our recommendations a ord value for the consumer, while giving exceptional margins for them – typically three times higher than those from cigarettes.”
CATEGORY
CIGARS & CIGARILLOS
LEANING INTO THE CIGAR CATEGORY
FOR retailers looking to get into cigars, this is an opportunity to create a signi cant point of di erence for your store. Variety is the name of the game here, as most customers will be looking for speci c products rather than focusing on price.
“There are a limited number of places that sell cigars like
we do, so it’s important that we always have a full range and all the stock in place,” says Nijjer. “Those kinds of customers don’t want to come in for a very limited range.
“We sell about £200 a week and get a margin of 20% or more. The Havana cigars sell best, but we have Dominican, Honduran and other cigars as
well. But the Cuban ones get the most repeat clientele.”
Nijjer gets his cigars from Hunter & Frankau, ordering in around £600 every month.
When he started, they sent a sales rep with a pack of information that he used to educate himself about the di erent products.
He has a humidor on the
counter to display them. Although the cigars themselves are closed o from view, the humidor’s branding makes sure people know he’s got a range of hand-rolled options.
“Not many people buy them, but it’s a bit of a footfall driver for that niche customer,” he says. “It’s de nitely expanded our clientele.”
THE GIFTING AND UPSELLING OPPORTUNITY
BOTH cigars and cigarillos can be seen as an upselling option, and retailers should look at what they can do to create a gift package. Consider looking at seasonal occasions –particularly Christmas – to build up your stock and cater to increased demand.
“Retailers certainly won’t need me to tell them that cigar sales go up at Christmas, as many adult smokers like to
enjoy a large cigar as part of their festive celebrations, so it’s particularly important to be fully stocked to maximise those additional sales,” says Jhingan. “Many adult smokers like to ‘trade up’ to more premium or larger-format cigars at certain times of the year or to celebrate certain occasions, so make sure you have a credible range in stock to maximise those gifting opportunities.”
Gifting also o ers the chance to boost pro ts further with complementary items. Nijjer has a wide range of cutters, lighters and other accessories to do with cigars, and has also invested in a wide range of spirits to sell alongside his cigars as well.
“We can basically double up on our margins with cigar accessories,” he says.
What’s new in cigarillos
Benson & Hedges Leaf Wrapped cigarillo JTI UK has announced the launch of a new cigarillo, Benson & Hedges Leaf Wrapped, available only in England and Wales. It retails at £6.95 and is available in a 10-pack. It is JTI’s cheapest conventional tobacco o ering.
ADVICE
MAKING THE MOST FROM A POST OFFICE
CHARLES WHITTING nds out what retailers are doing to make sure their post o ce is bringing in as much footfall and pro t as possible
I
Jason Byrne, Kingswear Post O ce, Devon
“I WOULD never have bought this business if it didn’t have a post of�ice. If you have the post of�ice, you get wages as well as pro�its. You need to promote all the services, whether it’s mail, banking or foreign currency. Our customers know what we do now, so we don’t have to tell them, but it’s still worth chatting about what we offer.
“Retailers with a post of�ice need to learn to upsell without pressuring the customer because it will bring in more wages. If they want six stamps, upsell them to a book of eight. If they want to exchange £500, tell them if getting out £501 will result in a better rate for every pound they buy. Bits and pieces like that, or insurance policies and savings, are great ways to boost your bottom line. You do have to be careful about it, though, when it comes to advice. We can show them what’s available, but we can’t tell them what to get.”
next issue,
2
Tony Fleming , Thorne Post O ce West Yorkshire
3
Dhaval Gosaliya, Barton Seagrave Post O ce, Northamptonshire
“WE’RE in the top 100 nationally in terms of what we’re doing for post of�ice remuneration, and that’s because a lot of my energy goes into that part of the business. Outside of it, we sell news, tobacco, stationery and not much else.
“My background was in banking, and I was brought up on sales. That’s something I’ve brought to the post of�ice now. You must be able to have a conversation with the customer, even if you don’t feel comfortable. They might be after a savings account – and the post of�ice has a great range – but 90% of postmasters won’t try to sell it. But I will focus on that. When someone opens an account with us, I get a commission. And we’re doing 10 a week now, bringing in £80 each week. Banks are closing, so people haven’t got anywhere else to pay into their current account except the post of�ice, so why not ask them about savings as well?”
“THE post of�ice and the shop work together. They both bring footfall and sales. But the post of�ice is the main part of our shop, and we have three counters dedicated to it.
“The post of�ice works more as a community hub, so we need to ensure we’re offering that service to the public. You have to be a community champion and really passionate about the customers, building those relationships within the community.
“Packaging and stationery are two things you need to have a good supply of all the time. You need envelopes and bubble wrap, mailing bags – and lots of them. There aren’t many businesses selling stationery, so it’s a good opportunity for you to build up the business. They also offer great margins. We make sure to sell gifts as well because people will often buy something extra. We had a woman who came in to post a birthday card and also bought a little gift with it.”
am looking to open a post o ce in my store. What advice can postmasters give me? – Neel Pudaruth, Lighters Newsagents, Shoreham-by-Sea, West Sussex