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ALL WORK AND NO PAY

• New figures reveal rise in retailers taking

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• Top tips on how you can avoid burnout

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Shops remain the biggest culprit for stocking fake goods and illicit stock

Trade bodies call on the government for urgent help with burdening costs

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OCTOBER 2026 betterretailing.com

Revathy Vasu Freshfields Market, Croydon, south London

merce Focus on… e-com ting and digital marke

for Freshfields’ e-commerce our wider I HAVE been managing alongside supporting channels. almost six years, across different online products digital presence of Asian and ethnic area to We offer a wide range our local customers beyond online, allowing

and customer discover the store. our digital activity We regularly review continue adapting to changing we trends to make sure presence, shopping habits. developing our online and When we started learning about e-commerce is constantly I spent a lot of time and as the industry digital marketing, to keep myself updated with new changing, I continue and opportunities to make sure developments, trends optimising our I stay ahead. is reviewing and A key part of my role to make sure we are reaching activity digital marketing the right customers. on social media platforms where We are also active TikTok, Instagram and products with including Facebook, promotions and new we share offers, our customers. to communicate promotions We also use WhatsApp shoppers. directly with our

22 SEPTEMBER-5 OCTOBER 2026 STRICTLY FOR TRADE USERS ONLY

Headline partner

Supporting partners

Collaborator partners

HAVE A SWEET CHRISTMAS

as confectionery putting their Christm Wise retailers are to capture the sales opportunity ranges in place now CHARLES SMITH this autumn, writes

GETTING READY FOR

CHRISTMAS

Christmas, festive present ley. “Last y buying was tober and November previblocks and boxes, a massive opportunity for confectioner one of tionery more considered than coCHRISTMAS remains trading and Baileys and Guinness who put their Christ- ous years, as consumers baly, and retailers in place early. with the most important y, branded confectioner mas ranges anced tighter budgets periods for confectioner , making our store feel festive traditions.” “The run-up to Christmas a big a ‘fast start’ maintaining chocolate packs whether it’s self-treating welcoming plays Shrinking fillers, ad- and says Avtar Sidhu, from begins with with 23% of sharing, stocking part,” boxes due to rising in September, Budgens in Kenil- Christmas confectionery and prices were a challenge vent calendars or gifting. John’s St festive cocoa Familiar brands and Warwickshire. independent con- in the chocolate industry combin- worth, biggest sales in flavours play a part, December sees the sales, venience and symbol stores last year, Sidhu recalls. Howto novelty y with period rst fi chocoing nostalgia seasonal confectioner larger happening in the ever, he thinks boxed keep shoppers engaged. with shoppers buying boxed of the season,” says Lauren lates “could be cheaper” this communicaformats and “As Christmas approaches, external sharing George, round. sales in for gatherings and tions manager at Mars Wrig- time we see a huge rise bars chocolates Ocof Christmas-themedconfec- gifting, but before that, and novelties, larger

ALL WORK AND NO PAY • New figures reveal rise in retailers taking

no holiday and working longer hours

• Top tips on how you can avoid burnout COUNTERFEIT TOYS

AUTUMN BUDGET

PRODUCTS

Shops remain the biggest culprit for stocking fake goods and illicit stock

Trade bodies call on the government for urgent help with burdening costs

Don’t miss the latest releases from Takis, Haribo, Pladis and more major suppliers

our say

Alex Yau, editor

It’s not all doom and gloom THIS month, parcel comparison firm Parcelhero released a report citing predictions that newsagents and stationers “could be entirely extinct by 2035”. The full report itself makes for some bleak reading. It references the collapse of McColl’s and the impending demise of TG Jones, the high-street chain formerly known as WH Smith. Challenges you’re familiar with – falling tobacco demand and rising carriage charges – are also mentioned. While there’s no denying the above, the doom-andgloom report doesn’t give an accurate reflection of where the market is going. Yes, traditional categories such as newspapers and magazines and tobacco are in decline, but it ignores the fact that many newsagents have been MANY able to thrive by diversifying into NEWSAGENTS new areas. HAVE BEEN ABLE For his new Premier store in Norfolk, Ketul Desai has managed TO THRIVE to create an impressive foodto-go range, while maintaining a very extensive magazine and greetings card selection. Meanwhile, John and Marie Vine have successfully implemented a DIY and gardening range into their store. Elsewhere, Post Office franchisee Elliot Jacobs has launched his latest Stamp concept in north London. The specialist stationery store remains successful off the back of an affordable and novel gifting range. The common thread between these three retailers is that they’ve managed to make simple changes work – and they are ones you can imitate. It shows there’s still plenty of life left in the beloved newsagent.

The five biggest stories this fortnight 01

Counterfeit toy investigations rise as shops tap into trends

RYAN BUTCHER

CONCERNS over fake toys being sold in UK shops are growing, as investigations into counterfeit goods have more than tripled in a year. New �igures from the Intellectual Property Of�ice (IPO) show 67% of local authorities investigated counterfeit toys between April 2025 and March 2026, up from 21% the

previous year. Toys were the third most commonly investigated category of counterfeit goods, behind cigarettes and tobacco at 89% and clothing at 69%. Physical shops remain the most common location for counterfeit Trading Standards investigations, according to the latest IPO �igures. The survey received responses from 142 of 189

local authorities, with 87% ported links between intellecsaying they had investigated tual property crime and orcounterfeit goods in ordinary ganised criminal groups, up shops, compared with 35% from 48% the previous year. IPO director of enforceon social media and 25% at outdoor markets and ment Andy Cooke-Welling said the �indings showed websites. goods were The IPO also found grow- counterfeit ing links between counterfeit “anything but harmless bargoods and wider criminal gains”. “They not only put people at risk, but form part activity. Almost two-thirds (64%) of a wider criminal threat,” of responding authorities re- he said.

For the full story, go to betterretailing.com and search ‘counterfeit toys’

@retailexpress betterretailing.com facebook.com/betterretailing Editor Alex Yau alex.yau@ newtrade.co.uk 020 7689 3358

Associate editor Jack Courtez jack.courtez@ newtrade.co.uk 020 7689 3371

Editor-in-chief Louise Banham louise.banham@ newtrade.co.uk

News editor Ryan Butcher ryan.butcher@ newtrade.co.uk

Features editor Charles Whitting charles.whitting@ newtrade.co.uk 020 7689 3350

News reporter Kwame Boakye kwame.boakye@ newtrade.co.uk

Features & advertorial writer Shyama Laxman shyama.laxman@ newtrade.co.uk

Deputy insight & advertorial editor Jasper Hart jasper.hart@ newtrade.co.uk 020 7689 3384

Production manager Chris Gardner 020 7689 3368

Head of marketing Kate Daw 020 7689 3363

Finance manager Magdalena Kalasiuniene 020 7689 0600

Senior production & content editor Ryan Cooper 020 7689 3354

Head of commercial Natalie Reeve 07856 475 788

Managing director Parin Gohil 020 7689 3388

Copy editor Minhaj Zia

Senior account director Lindsay Hudson 07749 416 544

Head of digital Luthfa Begum 07909 254 949

Senior designer Jody Cooke 020 7689 3380

Senior account manager Tommy King 020 7689 3387

Designer Lauren Jackson

Cover image: Getty Images/Jenny On The Moon/ enjoynz/taka-hashi

42,624

PayPoint’s parcels

PAYPOINT is professionalising parcel operations across its 14,000 Collect+ sites by standardising services. The �irm’s managing director of parcels, Samantha

DRS survey

Holden, said this involves A NEW monthly survey will making commission and col- track how prepared retailers lection terms more consistent, are for the Deposit Return but would not specify if this Scheme (DRS) ahead of its would involve an increase or launch next October. Launched by Exchange decrease.

For the full story, go to betterretailing.com and search ‘PayPoint’

Dhamecha in west

for Change, the anonymous Retailer Readiness Survey will assess steps retailers are taking ahead of DRS and where they may need further support.

For the full story, go to betterretailing.com and search ‘DRS’

Co-op ups vapes

DHAMECHA’S new cash and access the depot’s car park, CO-OP Wholesale will cut carry in Bristol has opened, which Dhamecha said would prices by up to 15% across its expanding its wholesale op- effectively eliminate theft vape range and replace its reerations into south-west Eng- from vehicles. bate model with upfront pricland for the �irst time. The �irm’s depot launch on ing from October. Registered customers will 14 September follows anothThe wholesaler said in an receive a unique QR code to er site opening in Liverpool. announcement this month

that the changes would give retail partners lower purchase prices and a simpler pricing structure. The changes come ahead of the introduction of Vaping Products Duty on 1 October.

Retail Express is printed and distributed by NewsAudit Bureau of Circulations July 2024 to June 2025 printers at Broxbourne and delivered to news average net circulation per issue retailers free by their newspaper wholesaler. Published by: Newtrade Media Limited, 11 Angel Gate, City Road, London EC1V 2SD Phone: 020 7689 0600 Retail Express’ publisher, Newtrade Media, cares about the environment Reproduction or transmission in part or whole of any item from Retail Express may only be undertaken with the prior written agreement of the Editor. Contributions are welcome and are included in part or whole at the sole discretion of the editor. Newtrade Media Limited accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. No warranty for goods or services described is implied.

For the full story, go to betterretailing.com and search ‘Dhamecha’

For the full story, go to betterretailing.com and search ‘vaping’

@retailexpress facebook.com/betterretailing

22 SEPTEMBER-5 OCTOBER 2026 betterretailing.com

alex.yau@newtrade.co.uk 020 7689 3358

Independent retailers face burnout over longer hours ALEX YAU RETAILERS are working more than 60-to-70 hours a week as rising staff costs and recruitment dif�iculties leave them covering more shifts themselves. According to the ACS Local Shop Report 2026, 8% of store owners said they were working more than 60 hours a week, while 21% took no holiday. This is up from 19% the previous year, making it the highest proportion in three years. The increase in workload also goes beyond a shop’s four walls, with one in �ive (20%) of retailers getting the majority of their stock from a cash and carry, up from 16% in 2025. Although the average workload for shop owners has increased, retailers may �ind some reprieve in the report stating that average basket spend has risen annually from £7.81 to £8.60. Several independent retailers said their recent experiences had echoed the ACS Local Shop Report’s �indings. Judith Mercer, of Hamilton News in Belfast, told Retail Express: “My weekly hours are exceeding 70 and it’s due to not being able to get good enough staff. I’m having to take some of my work home with me and it’s also impacting the good employees because they have to pick up the slack. “What really helps is that I try to take a break to look

GOOD WEEK SALES OPPORTUNITY: Gummies claiming to help with hangovers are generating extra sales for a convenience store after its entire initial stock sold out within a week. Sunny’s, based in Scotland, began stocking SoBear gummies in August after being approached by the brand, taking between 30 and 40 packs as a one-off exclusive trial to gauge customer interest. Priced at £2.99, the gummies were stocked by the till and proved particularly popular with university students. COUNTRY CHOICE: Retailers can now earn cashback on products ordered through the firm’s mySysco rewards programme. The loyalty scheme was previously only available to Brakes and Brakes Catering customers before the expansion. Store owners will earn 1% cashback on all purchases during their first four weeks, before moving onto personalised cashback offers on selected lines, which change every three months.

For the full story, go to betterretailing.com and search ‘Local Shop Report’

after my well-being when I can. This can be going to the gym or a nice walk to clear my mind.” Kaual Patel, of Nisa Torridon Road in south London, added: “Summer was particularly busy, but I have been working more than 70 hours a week. My workload has increased and, although my current staff are reliable enough, it’s been dif�icult to �ind new ones who I can adequately spread the workload across.” Another retailer, based in Birmingham who asked not to be named, said they were also facing challenges with longer working hours due to rising staff costs. Amit Puntambekar, of Ash’s Shop in Fenstanton,

express yourself “OUR premium range consists of Lotus Biscoff Ice Cream and Oreo Ice Cream, and while they’re sharing tubs, most of our customers eat it to finish it. We have premium options and more value options, such as a 1l tub of vanilla ice cream from Londis or Wall’s Soft Scoop. Our storage space allows us to accommodate the large range. Shoppers are more likely to treat themselves in winter with premium take-home options.” Jeet Bansi, Londis Meon Vale, Stratford-upon-Avon

Cambridgeshire, added: “I’ve actually decreased my hours from 80 a week to 60, but excessive hours have always been a part of being a retailer. I’ve had to cancel holiday this year due to work, regardless of the shorter hours.” Vas Vekaria, of Kegs N Blades in Bolton, only works four-to-�ive hours a day and attributes this to delegating tasks to staff members. “I’m lucky that I have a lot of reliable staff members,” he told Retail Express. “Each employee has a dedicated section that they look after. For example, there’s one who’s become the expert on vapes and she organises the entire section.

the column where you can make your voice heard

Some of them know more than me when it comes to certain areas of the shop. “There’s also a dedicated WhatsApp group for staff if they ever come across an issue they don’t know the answer to. They can just drop a message in there for either myself or a colleague to assist.” Average opening hours had also increased, according to the Local Shop Report. The number of stores open 24 hours had risen from 12% to 15%, while there was a spike in average opening hours across the week. Commenting on the �indings, ACS chief executive Ed Woodall said: “Local shops are incredibly resilient, but

they can only absorb so much before dif�icult decisions have to be made. It is clear that tax increases and new regulations are impacting retailers’ ability to invest and grow, which could, in turn, make them less able to adapt and continue to deliver the services and support that communities rely on. “Local shops have spent decades embedding themselves in their communities, supporting local people and providing hundreds of thousands of jobs. We’re not looking for handouts, what we need is some breathing space to be able invest, innovate and keep delivering for the communities we serve.”

BAD WEEK MINIMUM WAGE: The government has named seven convenience businesses for failing to pay staff minimum wage. The firms had underpaid 483 workers by a combined £36,027.65. However, one retailer disputed the claims made by the government this month and said their breach resulted from being unaware that requiring staff to buy their own uniform effectively reduced their pay for minimum wage purposes. TOBACCO: Legitimate retailers are becoming “sitting ducks” for criminals targeting their tobacco stock, a leading wholesale representative has warned. Speaking during a panel on illicit trade, Lyndsey CambridgeWilson, head of external affairs at FWD, said tobacco was fast becoming “criminal currency”, leaving legitimate retailers under pressure at every stage of the supply chain.

Frozen treats: how are you boosting sales?

“WE’VE got an extensive food-to-go section in the middle of the shop, which houses several self-serve slush and frozen yoghurt machines. One of them is getting replaced due to consistent break downs. Although summer has come to an end, customers still like a frozen treat during the colder months. It’s a category that never really sees any major decline. It’s important to make sure the service is always there.” Peter Patel, Costcutter Meopham, Kent

“PEOPLE buy Ben & Jerry’s at full price for £6, which has always been the case. With shoppers visiting multiple stores for the best price, we have to be competitive. Sales have started to show some decline, but the weather has changed. Most of our multipacks will maintain high levels. Iceland’s ice lollies, for example, jumped from four boxes to 39 boxes over a 13-week period. Value tubs are key.” Chloe Taylor-Green, Spar Western Downs, Stafford

Do you have an issue to discuss with other retailers? Call 020 7689 3358 or email alex.yau@newtrade.co.uk

Chloe Taylor-Green

NEWS

22 SEPTEMBER-5 OCTOBER 2026 betterretailing.com

Convenience Budget wishlist RYAN BUTCHER

WITH a little more than a month until the Autumn Budget, retailers are urging the government to tackle rising costs, as new �igures reveal business rates bills have increased by more than 70% in two years. The ACS has urged chancellor John Healey to use next month’s �iscal statement to

ease what it described as a “cost of trading crisis” facing local shops. Its Budget submission calls for the small business rates multiplier to be reduced by the full 20p available to the government, while increasing the rateable value at which businesses begin paying rates to £18,000. The trade body is also calling for money raised through the new Vaping Products

Duty, which comes into force in October, to be used to fund enforcement against retailers selling illicit products. Speaking on employment costs, it wants the government to retain its target of setting the National Living Wage at two-thirds of median earnings and ensure employment reforms do not make it more dif�icult for local businesses to create jobs. ACS chief executive Ed

Woodall said: “Convenience retailers are struggling to make ends meet in the face of enormous �inancial pressures from business rates hikes, lost trade to criminals and illicit sellers, and the ever rising cost of employing people. “If the chancellor is serious about backing British businesses, he must acknowledge the challenges facing local shops and take swift action.”

Last year we granted £4.6M to grocery workers just like you

For the full story, go to betterretailing.com and search ‘Autumn Budget’

Pricing disadvantage THE Scottish government has been warned proposals for statutory price caps on food and drink would put small shops at a disadvantage. If approved, the caps would restrict the prices of up

to 50 food items in large supermarkets. ACS, the Scottish Grocers’ Federation and small shop owners warned the caps would have a severe impact on independent stores.

For the full story, go to betterretailing.com and search ‘price caps’

ILLICIT FOUND BY PAW PATROL TRADING Standards officers enlisted the help of a specialist paw patrol to sniff out illicit tobacco in shops. Three specialist sniffer dogs named Lily, Zigi and Hugo used their keen sense of smell to help officers for Kensington and Chelsea London Borough Council seize more than 1,500 illicit and counterfeit goods. The haul of dodgy goods included 1,300 illicit cigarettes,

alongside counterfeit Labubu dolls and illegal vapes.

InPost goes paperless INPOST has ceased providing most paperwork to customers of its Carlisle depot as part of a trial that could roll out nationwide. The company said the

Scan the QR code to check your eligibility and apply now groceryaid.org.uk/finances/financial-assistance For the full story, go to betterretailing.com and search ‘InPost’ GA-2603 A4 Trade PR Ad - Financial - General Use_D2.indd 1

12/12/2025 09:07

decision to move to paperless would give retailers 24/7 access to their documents and free up its team to deal with more complex queries.

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PRODUCTS

Walkers launches new flavours SHYAMA LAXMAN PEPSICO has launched two limited-edition �lavours available to convenience retailers and via wholesale until 30 November. The �lavours – Salt & Pepper Chicken and Grilled Cheese & Chilli Jam – are available in 45g single packs, retailing at £1.10; 70g sharing price-marked packs (PMP) at £1.49; and 6x25g multipacks at an RRP of £2.15. The launches are part of PepsiCo’s ‘Do Us A Flavour’ campaign, which launched in January as a TikTok-�irst search for the brand’s next big �lavour. Consumers were invited to submit their dream

crisp ideas, with six �inalists competing in a series of challenges through the world’s �irst crisps gameshow. The two limited-edition �inalist �lavours are now competing to become a permanent part of the Walkers family. Each pack sold will count towards the result, with the creator of the bestselling �lavour also in line to win a share of product sales of up to £500,000. The activity is supported by an integrated marketing campaign throughout September and October.

LAUNCH

Trick-or-treat time Takis brings back Zombie for Halloween with Party Rings

TAKIS has brought back its most popular seasonal variant Takis Zombie to UK shelves in time for Halloween. It is available through Booker, Spar and Nisa, in 55g plain and PMPs of £1.25, 100g packs priced at £2.49 and 180g packs retailing at £3.49. The limited-edition crisp combines habanero chilli, cucumber and lime. The launch is supported by horror movie night partnerships and themed creator content, while there will be sampling, social challenges and spooky secondary displays to maximise peak season visibility in October. Retailers can also use FSDUs, clip strips and header cards.

FOX’S Burton’s Companies has relaunched the spooky variety of its Party Rings minis. The product features bitesized biscuits with seasonally themed icing in Halloweeninspired shapes, including bats, cats and pumpkins. It is available via Booker. The

CHEEZ-IT has launched 65g £1 PMPs of Cheese & Smokey Bacon and Double Cheese. The launch aims to give retailers two distinctive �lavours to drive interest to their savoury snacks’ singles �ixture. Tapping into a format that accounts for almost seven in 10 convenience crisps sales, the launch comes as PMPs continue to play a signi�icant role in convenience stores’ sales. NIQ �igures reveal PMPs now account for 80% of crisps singles sales across independents and symbols, with singles PMP value sales up 93% year on year.

PRINGLES has launched a 70g £1.25 PMP of its Prawn Cocktail �lavour, available exclusively via Bestway. The launch is accompanied by a competition offering independent retailers the chance to win £10,000 cash when they purchase a case and upload their receipt. The promotion is designed to reward retailers for stocking the new format and to help drive trial at till point. The launch is also backed by a targeted marketing campaign, indepot activity, and Bestway vans delivering stock and PoS materials to convenience retailers to boost availability and early sales.

10-pack has a standard RRP of £2.10, alongside a promotional price of £1.75. The relaunch comes after a successful debut in 2025 brought more than 200,000 new shoppers to the brand, and more than £650,000 in incremental sales to the category in just eight weeks.

Cheez-it is riding on Prawn Cocktail PMPs the price-mark wave roll out in Bestway

22 SEPTEMBER-5 OCTOBER 2026 betterretailing.com

Pladis has new lines Yop expands drinking for Christmas 2026 yoghurt portfolio PLADIS has launched its Christmas range, featuring two new milk chocolate products. McVitie’s Jaffa Elf and McVitie’s Christmas Penguin are available priced at £1 each. The launches see McVitie’s expand into the fast-growing novelty chocolate character category, which has delivered 12.7% year-on-year growth, according to NIQ �igures. The seasonal range also features returning lines, including Jaffa Cakes Spiced Orange Flavour (RRP £1.50), and a range of

McVitie’s products including Gingerbread Flavour Milk Chocolate Digestives (RRP £2.25) and Victoria Classic Biscuits Selection (245g, RRP £4/490g, RRP £5).

LAUNCH

EXCLUSIVE YOPLAIT has expanded its range of Yop drinking yoghurts with the launch of a Coconut �lavour. According to listings seen by Retail Express in a wholesaler’s catalogue, the new variant is priced at £2, with an expected margin of 20%. Information in the catalogue suggested it will go on sale between 7 and 27 October. In August, Yoplait launched its �irst-ever Yop 500g price-marked pack

of its strawberry �lavour into wholesalers Eden Farm, Parfetts and Bestway.

LAUNCH

Ben & Jerry’s new Love Nut Hate tub

Mumma Jii finds new listing in Empire

EXCLUSIVE BEN & Jerry’s has expanded its ice cream portfolio with the launch of a �lavour called Love Nut Hate. Listings in a wholesaler’s catalogue, seen by Retail Express, reveals the new �lavour comes in a case size of eight, priced at £3.75, with an expected POR of 18.7%. Information in the catalogue also suggested the new �lavour will be available for purchase between 7 and 27 October.

INDIAN snacks brand Mumma Jii’s range is now available through Empire Bespoke Foods. Priced between £1.29 and £1.99, the collection features a range of popular regional snacks such as Khakhra, which are thin roasted and savoury wholewheat crackers available in 10 �lavours; Bhakri, a thick crispy wheat

�latbread available in �ive �lavours; and six �lavours of Rusks. There’s also seven types of cookies including Coconut, Cashew and Salted; buttery biscuits called Makhaniya and Nankhatai; Khari, which are buttery puff pastries available in nine �lavours; and Cream rolls in six �lavours including Butterscotch, Pineapple and Vanilla.

LAUNCH

Werther’s expands its popcorn range

Red Bull kicks off Wings Cup and promo

WERTHER’S Original has widened its popcorn portfolio with the launch of the limited-edition Speculoos Caramel Popcorn. The 140g sharing bag, retailing at £2.50, combines Werther’s Original’s signature caramel-coated popcorn with the warm, spiced �lavour of speculoos. The launch comes as the UK popcorn

RED Bull has launched Red Bull Wings Cup, a global EA Sports FC tournament, and an on-pack promo, running until 31 December. It spans Red Bull Energy Drink 250ml, 355ml and 473ml plain and PMPs, Sugarfree 250ml, 355ml and 473ml, and Zero 250ml. Shoppers need to scan the QR code on promotional packs and log in with their EA account via an exclusive microsite to unlock in-game items, including season points and player cards. National �inals are in No-

category continues to grow, reaching sales of £211.5m in 2024, up 3.1% year on year. One in �ive shoppers are also willing to trade up, spending between £2.40 and £2.60 on a sharing snack.

LAUNCH

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vember, and the World Final is in January 2027 at the Inter Miami Stadium.

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PRODUCTS

Haribo’s Halloween range lands SHYAMA LAXMAN

Steve Lintott UK country manager, No Saint

How retailers can win the next phase of vape THE UK vape category isn’t shrinking, it’s maturing, with around 5.5 million adults now vaping regularly – a similar level to those who smoke. The opportunity for independent retailers remains significant, but the growth model has changed. The disposables ban ended an era built on impulse purchasing, but it also exposed inconsistent lines, environmental waste and a growing illicit market. More than 1.3 million illegal vapes have been seized since the disposable vapes ban came into force in 2025, with more than half of consumers believing they’d unknowingly bought a non-compliant product. The retailers who thrive next will treat vapes as an established, regulated adult category rather than a novelty impulse buy. Simplify the range with a disciplined good-better-best pricing ladder, rather than stocking speculative products. Prioritise compliance by partnering with suppliers offering transparent manufacturing, traceable supply chains and clear documentation. And choose suppliers investing in the category’s long-term health, offering regulatory guidance and responsible retailing support. Growth built on regulatory fragility never lasts, but when it’s built on compliance and consistency, it will. To stock No Saint and start building a compliant, futureproof vape range, get in touch today.

THIS year Haribo’s Halloween range features new Sour Bats, which is exclusive to wholesale and convenience channels. Available in price-marked packs (PMPs) of £1.25, the 140g pack of Sour Bats contains bat-shaped fruity gummies, in one of three �lavour combinations: orange & blackcurrant, green apple & blackcurrant or cherry & blackcurrant. The range also has the returning Haribo Bone Shakers (140g, PMP £1.25), featuring bone-shaped gummies in a variety of fruity �lavours, including orange and strawberry. Next in line is Maoam

Halloween Mixx (140g, PMP £1.25), which is packed with assorted chewy treats. According to Circana, this seasonal share bag ranks among the top �ive Halloween lines in symbols and independents. Maoam Stripes (140g PMP £1.25) feature wrapped chews available in �lavours like cherry, strawberry, orange, apple, cola and raspberry. Lastly, Haribo Starmix Pumpkin Bumper Box (800g RRP £5.50) contains 50 mini multipacks of Haribo Starmix, and is aimed at Halloween parties, gatherings and driving higher-basket-value sales. Furthermore, the PMP share bag range has undergone a Halloween-themed packaging update.

LAUNCH

Forest Feast expands New Mentos Rolls roll out to Booker freeze-dried range

FOREST Feast has unveiled a new ambient freeze-dried snacking range to tap into the growing demand for textureled snacking. The product combines whole crisp freeze-dried fruit with layers of Belgian chocolate, ideal for on-the-go snacking or sharing. Retailing at £4.35 for 100g, three

�lavours are available: Double Chocolate Crispy Raspberries, Double Chocolate Crispy Strawberries and Matcha Chocolate Crispy Strawberries. The range is available from Cotswold Fayre.

LAUNCH

PERFETTI Van Melle has launched two new Mentos Rolls in Green Apple and Strawberry Mix �lavours. Retailing at 75p each, they are available exclusively via Booker. The new �lavours have been developed to build on the success of Mentos as the UK’s number-one fruit single, as per Circana. The �igures further reveal

that single confectionery is worth £430m, and the format serves as the entry point into confectionery for many shoppers. Furthermore, Greenshoots research shows fruit singles also over-index with younger shoppers.

LAUNCH

Pukka chilled pies undergo refresh

SHS debuts the first RTD shots brand

PUKKA has unveiled its biggest brand redesign yet across its entire chilled pie range. The packaging overhaul replaces Pukka’s orange packs with recipe-speci�ic colours, designed to stand out at �ixture. According to Pukka, it makes favourites easier to �ind and brings clearer navigation to the category. The redesign includes black text against a white background on the back of packs, complete with

SHS Drinks has launched ShoTTails, the market’s �irst canned RTD shot brand. ShoTTails’ �irst variant is called Baby G, a vegan, creamy coffee liqueur-style drink. It comes in a pocketsized 125ml can containing two servings. Baby G has an ABV of 14% and an RSP of £3.40. The launch will be supported by an Instagramled campaign and PoS. The launch responds to growing consumer demand for shots, particularly among 18-to-30-year-olds.

clearer cooking instructions. Each product will carry its own QR code that will give shoppers easy access to additional product information. Retailing at £2.25 for 205g, the revamped packs are now available to convenience stores through the wholesale channel.

LAUNCH

betterRetailing.com

PAID FEATURE GROW YOUR SALES

In partnership with

GROW YOUR SALES WITH HIGHLAND SPRING

The UK’s number one water brand is growing five times faster than the category2, with a Still, Sparkling and Flavoured Water portfolio for every occasion 1

WHAT’S THE OPPORTUNITY? WATER is outpacing soft drinks, while Highland Spring is driving value and volume growth ahead of other brands1 – making it a must-stock for retailers looking to maximise sales. Its portfolio gives stores a compelling answer to varied shopper needs: Still for natural, refreshing hydration

on the go, at home or at work; Sparkling for a healthy, bubbly boost; and Flavoured for spring water with natural fruit flavours and extra fruitiness. To capture the opportunity, retailers should focus on the right brands, the right space and year-round availability. Proven, trusted brands such as

Highland Spring should be given the space they deserve and blocked by brand to maximise standout, simplify choice and inspire purchase. With plain water demand strong throughout the year, fixtures should remain wellstocked from January to December, while secondary loca-

tions, promotions, box stacks, FSDUs and clip strips can create additional visibility and encourage incremental purchase. By getting brand, range, space and visibility right, retailers can turn growing demand for health and hydration into stronger performance and sustained year-round sales.

natural choice for everyday hydration. Sourced from Scotland’s Ochil Hills, Highland Spring responds directly to these priorities across its Still, Sparkling and Flavoured Water ranges. Plain water is a strong year-round performer, with consistent demand providing strength beyond seasonal

peaks, while still benefiting from increased demand during key seasonal moments. Retailers should maintain consistent availability throughout the year, while using seasonal campaigns, promotions and PoS to build excitement and grow basket spend. HFSS legislation creates an additional opportunity. Re-

MUSTSTOCK PRODUCTS

Highland Spring 750ml Still Sports Cap

Highland Spring 1.5l Still

3 4

Highland Spring 500ml Sparkling

Highland Spring Strawberry 750ml and 1.25l

Highland Spring Apple & Blackcurrant 750ml and 1.25l

Highland Spring Orange & Passion Fruit 750ml and 1.25l

VIEW

strictions are already live in England and arrive in Scotland this October, affecting where some products can be positioned and promoted. Highland Spring Flavoured Water is HFSS-compliant, allowing retailers to merchandise it in prominent store locations while offering shoppers a refreshing, naturally fruity choice.

Give water the space it deserves: stock Highland Spring’s bestselling formats to drive greater visibility, choice and stronger in-store sales NIQ Total Coverage, Sales Volume (Ltrs) and Sales Value (£s), 52wks data to w/e 11.07.2026, 2NIQ Total Impulse, Sales Value Growth vs YA), 52wks data to w/e 11.07.2026

SUPPLIER

WHAT’S TRENDING? THREE key trends are driving growth in the water category: healthy hydration, naturally better-for-you choices and growing demand for locally sourced products with clear provenance. As shoppers take a more proactive approach to health, water is inherently functional – offering shoppers a healthy,

22 SEPTEMBER-5 OCTOBER 2026 betterretailing.com

Rob Long, category controller, Highland Spring “WATER is often bought in addition to soft drinks and coffee, making it an ‘and’ drink rather than an ‘or’ drink. That gives retailers an opportunity to generate incremental purchases beyond the main water fixture. Secondary locations and free-standing display units can increase visibility and enhance availability, while chilled on-the-go formats make water easy to add to the basket. Retailers should consider where shoppers are most likely to want refreshment and position the appropriate formats in their path. “Within the main fixture, blocking by water type and brand will create standout and make the range easier to navigate. Combining a clear, well-stocked display with secondary positioning can help retailers capture more hydration occasions and maximise water sales throughout the day.”

Image credit: Getty Images/ Irina Iashkireva AILERS ENCE RET D CONVENI NEWS AN G TITLE FOR THE LEADIN

THE LEADING

RANGE ADVICE

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RETAIL NEWS

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Publishers changes could that legal ‘significant cost them 6 sums’ Page »

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CATEGORY ADVICE

OPINION

How Elfbar, Lost 88Vape are prepariMary and ng restrictions and for legal bans REGULATIO

.2023 ● 06.10

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CONVENIENCE RETAILERS

Changes to your top vape lines revealed

mustThe seven of Xmas es stock typ and cakes » biscuits RETAIL

TITLE FOR NEW S AND

22 SEPTEMBER-5 OCTOBER 2026 betterretailing.com

Alternative snacking brands

Eight brands and 10 launches in healthie snacking deservin r on your shelves g space Page 34

IMPROVE YOUR

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 HOME DELIVERY: How are you attracting more customers?

RANGE

Your area’s top beers and ciders

Make sure you’re not missing out on bestselling lines in your region Page 28

WHOLESALE

NEWS

Scottish symbol invasion

KeyStore expands efforts to convert more English store owners to its brand Page 5

“I’M one of five-to-10 retailers working with Booker on a loyalty trial for Scoot, where customers are offered discounts after accumulating a set number of orders. It’s definitely been really useful as I’ve gained 100 sign-ups for the service. I can say sales have also increased.”

● The low-cost

changes that will make your store stand out and attract more shoppers

Faraz Iqbal, Premier Linktown Local, Kirkcaldy

“I’M currently doing 115 orders a week, bringing in £3,000, without negatively impacting in-store spending. After joining Scoot, I was encouraged to push it on social media and created a dedicated Instagram account. However, it’s relentless how much work you have to do.” Raj Suchak, Coldean Convenience 02, Brighton

I can say sales have increased

● Stock the

COST OF GOODS: Would proposed price caps in Scotland impact you?

festive cakes and biscuits shoppers will add to Christmas baskets

“SUPERMARKETS already “WE’RE a community store have a lot of buying power and and many of our customers they can offer products for a are already feeling a squeeze lot less than we can. It’ll make on their income. As a result, us look expensive and our we already lower the prices margins will be squashed if on some of our goods to help we try to match them, making them. Milk is one example it harder for the independent because it’s a staple grocery retailer. There are many major product that many people supermarkets nearby.” rely on.”

It’ll make us look expensive

Natalie Lightfoot, Londis Solo Convenience, Glasgow

Mo Razzaq, Premier Mo’s, Blantyre

SOCIAL MEDIA: What works best for attracting followers?

EXCLUSIVE PRICING DATA TO BOOST YOUR PROFITS Pricewatch: discover the most profitable price points on top-selling batteries and electronics

“I DON’T want to use AI because it all looks the same. Graphics generated using AI could just receive two likes, while simple posts get more engagement. When Snaps crisps got discontinued, we just put a picture of it on. It had 3.5 million views.” Lewis Woodward, Nisa Local Colley Gate, Halesowen

“DRESSING up as an alien on social media for something related to Space Raiders has worked for me in the past. When promoting your store on social media, you’ve got to have fun, do something new and put a bit of your personality into your posts.” Atul Sodha, Londis Harefield, Uxbridge

UPSELLING: What’s your best advice on boosting spend?

KNOW MORE ● SELL MORE ● MAKE MORE ORDER YOUR COPY from your magazine wholesaler today. Find out more at bit.ly/RNMagazine

Dressing up as an alien has worked for me

Customers have a lot of trust in staff

“WE try and get staff to upsell as much as possible. Customers have a lot of trust in staff who see them all the time. Their first question [about a product at the till] is ‘Have you tried it?’. A lot of the staff have good relationships with regular customers, so they trust what they say.” Max Bashir, Go Local Belle Vue Convenience, Middlesbrough

“THE till prompts the staff if there’s an offer as a reminder for them to ask the question. We also don’t want to hammer the customers, but if a new promotion started yesterday, the conversation would be then and one week before it finishes.” Vidur Pandya, Kislingbury Village Store & Post Office, Northamptonshire

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If I need to know the latest retail trends or industry news, I start by looking at Better Retailing Dave Hiscutt, Better Retailing survey, 2024.

We ﬁnd the news and trends that matter, so you don’t have to. Join thousands of successful retailers who rely on Better Retailing to stay informed, competitive and proﬁtable.

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LETTERS

22 SEPTEMBER-5 OCTOBER 2026 betterretailing.com

One Stop

PRIYESH Carlton VEKARIA Convenience, Salford

Letters may be edited

Be proactive around legislation

‘Problems with getting Rollover response’

RETAIL Express helped me resolve confusion with a Rollover product. Recently, a rep came to my store, but unfortunately they hadn’t been helpful and was ignoring my messages. I had been waiting a long time and it was dif�icult to get a hold of anyone. Emails had been sent repeatedly and I followed up online. When the rep visited, we

had a discussion about the service and whether there would be any charges for the equipment. I was told it would be freehold and I wouldn’t have to pay for it. However, a week later, I received an invoice for more than £1,000. When I questioned the invoice, I was told it was for the stock and equipment we would need to purchase. This was not

what we had discussed and I cancelled the order. My boss asked me to clarify with the representative whether the invoice was purely for stock or whether it included the equipment. Rollover eventually got in touch and promptly resolved the issue. Stilyana Trifonova, Frome Valley Local Store, Bristol

A Rollover spokesperson said: “We are committed to providing clear communication and were sorry there had been a miscommunication. Following direct discussions with the customer, we are pleased that the matter has been resolved. Our Customer Service team is on hand to answer questions at 01753 575558, where they will be happy to help.”

COMMUNITY RETAILER

WIN £100-worth of WKD stock

RETAIL Express has teamed up with SHS Drinks to give three retailers the chance to win £100-worth of WKD stock. Winning retailers will have the choice between six cases of the brand’s popular 70cl bottle format, or four cases of WKD X, its fast-growing energy-inspired subbrand which comes in 500ml cans. WKD X is currently delivering 56% value growth, significantly ahead of the total RTD market.

TO ENTER Fill in your details at:

betterretailing.com/competitions This competition closes on 20 October. Editor’s decision is final.

OF THE WEEK

Sophie Williams, formerly of Premier Broadway Convenience, Oxgangs

‘My last shift has been emotional’

“MY last shift in our family business is now complete. It’s fair to say I have been very emotional about this day finally coming. To the people of Oxgangs – thank you for taking me in at such a young age and raising me as one of your own. You made that shop a home for me and I fear I will never find another community like it. And lastly to my mum and dad. I am nothing without you both. Little Soph, we may not be sweeping the floors in the shop like grandma did in her 90s as we always imagined we would be, but we sure have had quite the adventure.”

THERE’S lots of incoming legislation that retailers need to prepare for, and the most imminent is probably the multiple legislative changes under the Tobacco and Vapes Bill. But while it’s a burning topic, there’s strangely not much to say at the moment. We just don’t have enough information to make any decisions. Each issue, one of seven top The challenge is retailers shares advice to everything is going make your store magnificent through phases of consultation, but they’re only going to ask for thoughts and insights from retailers once they’ve come up with the scheme, rather than asking trade bodies, retailers and representatives earlier in the process. So, right now, we don’t know exactly what the changes will be and that puts us in a difficult position. I’m trying to get as much information as I can from the tobacco manufacturers, whereas I’ve found the vape suppliers in the UK are mainly distributors of overseas products. You need to be asking questions and finding out everything you can – even if it’s just when you can expect to get information – so you can be prepared, your stock can be prepared and your customers can be informed about what’s coming, because they won’t be following this news as closely as you. For retailers at the moment, one of the most important things you can do is make sure that what you’re stocking is compliant. You need to make sure that your suppliers are members of the appropriate associations and bodies, so you know the information they’re providing can be trusted and won’t leave you open to prosecution from Trading Standards. Something I think that’s quite interesting for retailers to research is whether a vape product made overseas is considered legal in the country where it’s made. Because if it’s not, I would think that should raise some questions. So, do your research, talk to your reps and suppliers, encouraging them to provide insights. Don’t take anything lying down and then be confused about what’s happening. Be proactive.

Get in touch

@retailexpress betterretailing.com facebook.com/betterretailing alex.yau@newtrade.co.uk 020 7689 3358

In partnership with

CATEGORY ADVICE CHRISTMAS CONFECTIONERY

22 SEPTEMBER-5 OCTOBER 2026 betterretailing.com

Revathy Vasu Freshfields Market, Croydon, south London

Focus on… e-commerce and digital marketing I HAVE been managing Freshfields’ e-commerce for almost six years, alongside supporting our wider digital presence across different online channels. We offer a wide range of Asian and ethnic products online, allowing customers beyond our local area to discover the store. We regularly review our digital activity and customer trends to make sure we continue adapting to changing shopping habits. When we started developing our online presence, I spent a lot of time learning about e-commerce and digital marketing, and as the industry is constantly changing, I continue to keep myself updated with new developments, trends and opportunities to make sure I stay ahead. A key part of my role is reviewing and optimising our digital marketing activity to make sure we are reaching the right customers. We are also active on social media platforms including Facebook, Instagram and TikTok, where we share offers, promotions and new products with our customers. We also use WhatsApp to communicate promotions directly with our shoppers.

HAVE A SWEET CHRISTMAS

Wise retailers are putting their Christmas confectionery ranges in place now to capture the sales opportunity this autumn, writes CHARLES SMITH

Headline partner

Supporting partners

Collaborator partners

GETTING READY FOR CHRISTMAS CHRISTMAS remains one of the most important trading periods for confectionery, whether it’s self-treating, sharing, stocking fillers, advent calendars or gifting. Familiar brands and festive flavours play a part, combining nostalgia with novelty to keep shoppers engaged. “As Christmas approaches, we see a huge rise in sales of Christmas-themed bars and novelties, larger confec-

tionery blocks and boxes, and Baileys and Guinness cobranded confectionery, and making our store feel festive and welcoming plays a big part,” says Avtar Sidhu, from St John’s Budgens in Kenilworth, Warwickshire. December sees the biggest seasonal confectionery sales, with shoppers buying larger sharing formats and boxed chocolates for gatherings and gifting, but before that, Oc-

tober and November present a massive opportunity for retailers who put their Christmas ranges in place early. “The run-up to Christmas begins with a ‘fast start’ in September, with 23% of Christmas confectionery sales in independent convenience and symbol stores happening in the first period of the season,” says Lauren George, external communications manager at Mars Wrig-

ley. “Last Christmas, festive confectionery buying was more considered than previous years, as consumers balanced tighter budgets with maintaining traditions.” Shrinking chocolate packs and boxes due to rising cocoa prices were a challenge in the chocolate industry last year, Sidhu recalls. However, he thinks boxed chocolates “could be cheaper” this time round.

Stock a delicious

e r a h to s NEW

Now in

NEW

NEW Milk Chocolate & Brownie flavours

Also available in standard non flashed price-marked packs. Retail pricing is at the sole discretion of the retailer

For illustrative purposes only.

CATEGORY ADVICE CHRISTMAS CONFECTIONERY

22 SEPTEMBER-5 OCTOBER 2026 betterretailing.com

THE CHRISTMAS TIMELINE FOR CONFECTIONERY IN order to buy Christmas confectionery stocks at the best price, retailers should be looking to order in advance in wholesalers’ pre-sells and from suppliers’ reps. If Halloween is a big event for your shoppers, start thinking about Christmas confectionery from October, and put your range out just after Halloween. Make advent calen-

dars visible from November, placed near the till so people can’t miss them. “Generally, our Christmas stock comes in early, some in standard packs, and by September some has arrived and started selling on promotion on the main fixture,” says Sidhu. “We get our selection boxes and advent calendars in October, and after Halloween

we create a Christmas confectionery bay at the back of the store, with headers, shelf strips, barkers and tinsel. “People are used to Christmas confectionery appearing early in supermarkets, so when they see it in local stores, up to a third of shoppers start buying it early there, too, while others are prompted to buy it for impulse treats.”

As well as stocking up on impulse lines for stressed shoppers, sharing packs for festive events and advent calendars for the run-up to the big day, the major confectionery opportunity at Christmas is gifting. According to Mondelez International, gifting makes up 37% of total Christmas sales in independent convenience and symbol groups.

PRODUCT LAUNCHES What’s new in Christmas confectionery Cadbury Mondelez International’s 2026 festive range sees the Cadbury/Lotus Biscoff partnership continuing, with new Cadbury Biscoff Filled Centres, combining Cadbury chocolate with Biscoff spread. The new Cadbury Dairy Milk Biscoff Pouch is a mix of Cadbury Dairy Milk Chunks and Cadbury Dairy Milk Biscoff chunks. Another launch is Cadbury Dairy Milk Smash Baubles, which open to reveal Buttons or Freddo faces inside. Cadbury Puds are also back for this season, while returning Cadbury sharing packs include Mini Puds, Mini Snow Balls, Dairy Milk Robins, Roses and Heroes. Mondelez’s new Cadbury-branded gifting chocolate blocks include Dairy Milk 345g bar, Dairy Milk Biscoff, Mini Snow Balls, Dairy Milk Winter Wonderland and Dairy Milk Winter Mint Crisp. Mondelez’s 2026 advent calendars include the Cadbury Dairy Milk 90g Advent Calendar, with the tray made from 35% recycled plastic, and the Cadbury Dairy Milk Biscoff Advent Calendar. Cadbury Dairy Milk Coins, which saw a 34% annual sales increase last year, are also returning.

SUPPLIER

VIEW

Emma Shannon, shopper activation lead, Nestlé Confectionery “FOR independent retailers, the strongest approach is not to try to range everything, but to build a tight core offer around the missions shoppers are most likely to need convenience for at Christmas. Family sharing and entertaining should be central to that, alongside informal gifting and quick impulse or stocking-filler purchases. A balanced range should include well-known tubs and cartons, boxed chocolates, festive blocks, novelty lines, tubes and seasonal sharing formats, supported by recognised brands that shoppers can buy with confidence. “Premium and boxed confectionery also has a clear role to play. Premium brands accounted for 27% of independent Christmas confectionery sales in 2025, showing that shoppers are still prepared to trade up when the occasion feels right. “Stocking fillers and novelties should not be overlooked. In 2025, these formats accounted for 24% of independent Christmas confectionery sales, based on tubes, self-eat products and Christmas novelty lines. These products are particularly well suited to convenience because they deliver against quick pick-up and impulse-led shopper missions.”

Nestlé Nestlé Confectionery’s 2026 Christmas range includes an expanded KitKat festive lineup, comprising F1themed lines, and returning seasonal favourites from other Nestlé brands. The new KitKat treats are the KitKat F1 gifting tin, with 12 KitKat F1 milk chocolate cars; the KitKat F1 selection box, with eight full-sized KitKat Chunky bars; the KitKat Giant Chunky Gift Box; and the KitKat 2 Finger Collection. Nestlé’s returning treats include Milkybar Caramel Crunch, After Eight Orange, Rowntree’s Randoms Sleigh Tastic Bag, Smarties Reindeer Drops, and Smarties and After Eight Advent Calendars. Mars Wrigley Mars Wrigley is extending its Crispy M&M’s Santa range, which debuted last Christmas, with Crispy M&M’s Mini Santas, a sharing bag of creamy Santashaped pieces. Mars is also targeting male gift buyers with the first Snickers-led gifting proposition: Snickers & Friends Selection Box. It combines Snickers, Twix, Mars and Snickers Creamy Peanut Butter Duo bars. Finally, Maltesers White Box is aimed at under-35s who love white chocolate. McVitie’s Pladis’s new festive milk chocolate novelties are McVitie’s Jaffa Elf and penguin-shaped McVitie’s Christmas Penguin Milk Chocolate Treat, RRP £1. World of Sweets World of Sweets’ Christmas 2026 range features new bagged confectionery, novelties, licensed products and premium gifting, with options from £1 to highervalue seasonal gifts. There are new stocking-filler novelties from Candy Store, Bonds, Elves Behavin’ Badly, PEZ and The Traitors. World of Sweets has also refreshed the Anthon Berg range’s packaging and pack sizes. This year’s line-up includes Chocolate Liqueurs, Chocolate Cocktails and the premium Single Malt Collection, with RRPs from £5.49 to £18.99.

*Exclusive to wholesale and convenience customers to January 2027. For illustrtive purpose only. ® Trademark of Société des Produits Nestlé S.A

NES0009_KK Dark Trade_RetailExpress_SinglePg_260x339mm_AW1.indd 1

18/08/2026 13:56

CATEGORY ADVICE CHRISTMAS CONFECTIONERY

22 SEPTEMBER-5 OCTOBER 2026 betterretailing.com

PROMOTING YOUR RANGE ENCOURAGE unplanned purchases of Christmas confectionery and trading up by placing premium products alongside value options. Make high-impulse festive lines prominent in high-traffic areas, using clip strips and free-standing displays to maximise the stock available in the space. “Christmas confectionery sales in convenience stores are heavily promotion-driven and need good visibility, so make the most of your space and generate excitement,” says Sidhu. “It’s all about the execution.” As Christmas approaches, put big seasonal sharing tubs in your impulse ice cream cabinets and highlight them with PoS. Consider dual-siting seasonal impulse confectionery bestsellers with impulse snacks, as the cooler autumn weather lets you carry more ambi-

ent stock with less risk of it going out of date. “Cross-merchandising with other seasonal categories can also help retailers create a stronger Christmas shop. For example, pairing sharing and boxed confectionery with biscuits, cakes, hot drinks or seasonal snacks,” says Emma Shannon, shopper activation lead at Nestlé Confectionery. “The aim should be to make it easy for shoppers to top up for people coming over, add something to a festive gathering or pick up a treat to share at home.” Finally, promote your Christmas confectionery on social media from December, with engaging attractions like competitions to win hampers, if that works for your customers. Keep fixtures filled with festive-themed stock until Boxing Day.

SUPPLIER

VIEW

Susan Nash, trade communications manager, Mondelez International “RETAILERS should stock up on self-eat treats, sharing formats and chocolate tablets, ready for the increased popularity of big nights in as the weather cools and shoppers spend more evenings at home. “Self-eat products are important in helping consumers get into the festive spirit. Seeing them on shelf reminds shoppers that Christmas is coming, and adds to the seasonal excitement. “Sharing formats also give retailers an opportunity to drive additional sales by tapping into social occasions throughout the autumn. November is driven by the start of festive rituals, particularly advent calendars, which help make the countdown to Christmas even more special for shoppers. December remains a key time to drive sales of gifting and sharing formats, with 37% of Christmas confectionery purchases in the convenience channel taking place in the final weeks before Christmas Eve.”

TOP TIPS Lauren George, external communications manager, Mars Wrigley Keep the festive range focused Maximise choice without overcrowding fixtures. Prioritise proven performers and bestselling formats to help shoppers navigate the different purchase occasions. Maximise seasonal visibility Turn festive footfall into sales, with strong merchandising. Use impactful PoS, secondary sitings and dedicated displays to make Christmas confectionery easy to spot, encourage impulse purchasing and drive basket spend. Prioritise availability in the final push Watch stock levels and ensure bestselling lines – particularly gifting confectionery and sharing formats – remain available on-shelf as demand builds towards Christmas Eve.

GET A FAST START TO YOUR

CHRISTMAS SALES CHRISTMAS IS THE MOST IMPORTANT SEASONAL TRADING OPPORTUNITY*

NEW

NO. 1 T C PRODU ING R IN SHAELTY NOV 1

RY’S CADBU MAS X NO. 1 LET TAB 3

NO. 1 T C R P ODU-EAT F L IN SE LTY NOVE 2

PLUS

WIN A SECRET SANTA

EVENT FOR YOUR STORE

18+ UK. Open between 00:00 BST 1st September 2026 – 23:59 BST 18th October 2026 to Independent and Affiliated retailers. Register or log in to Snackdisplay.co.uk and fill out the entry form, answering the multichoice question with A, B or C and submitting the form. Correct entries will be entered into an independent, random prize draw to win one of 3 prizes of a ‘Secret Santa’ event package for your store. Prize consists of 150 Cadbury Dairy Milk 110g tables, with envelopes, second class stamps, blank address labels, card post box, and posters. Retailers can only win one prize. The draw will take place within 10 days of the close of the competition. Winners will be contacted by the promoter by email within 10 days of the draw and will have 14 days to formally accept the prize. Delivery of the prize will take place between 30th November and 16th December 2026. The date of the Secret Santa event to be agreed between winner and Mondelez, within at least 2 weeks’ notice. Where possible Mondelez will support with manpower for 4 hours on selected day, Monday to Friday only. Note Cadbury Dairy Milk tablets provided may only be given to over 18 at the Secret Santa store event. Promoter: Mondelez Europe Services GmBH- UK Branch, Uxbridge Business Park, Sanderson Road, Uxbridge, UB81DH. *Newtrade Insight, Mondelez BRCR Retailer Survey H1 2026

NiQ Discover Total Coverage Data from we 19.07.25 to we 27.09.25 2 Nielsen, GB, Tot Coverage, self eat we 29.12.2025 3 Nielsen, sales units Cal Yr 2025 – w/e 27/12/25

CATEGORY ADVICE CHRISTMAS ALCOHOL

22 SEPTEMBER-5 OCTOBER 2026 betterretailing.com

ALCOHOL CHANGES TO MAKE THIS CHRISTMAS CHARLES WHITTING finds out what retailers need to alter in their alcohol ranges to have a more successful festive period

WHAT CHANGES AT CHRISTMAS SEASONAL events require retailers to change up their ranges to make sure they are catering effectively for the event in question. When it comes to Christmas, there are a number of seasonally specific products that come into greater focus, whether it’s cream liqueurs and mulled wine or bigger multipacks of beer and bottles of premium gifting spirits. “We will get some things in

that are traditionally bought at Christmas, like mulled wine and Advocaat for the eggnog,” says Fiona Malone, from Morrisons Daily Tenby Stores & Post Office in Pembrokeshire. “We’ll make sure we’re well stocked for it. You tend to find people are buying gifts. So, more expensive bottles of wine and sometimes the bottles of spirits will also sell well.” Retailers should help peo-

ple prepare for big festive gatherings with multipacks, whether that’s larger formats or mixed packs for added variety. But it is also important to remember that impulse alcohol sales also rise at Christmas, so retailers need to keep a strong chilled single range. “Retailers should cover both planned entertaining and more immediate drinking occasions,” says Kate Abbotson, senior external

communications manager at Coca-Cola Europacific Partners. “Multipacks of RTDs can support Christmas parties and larger at-home gatherings, while chilled singles are well suited to top-up shops, smaller occasions and shoppers looking for something ready to enjoy. Mixers also have an important role in planned festive hosting, particularly as shoppers stock up on familiar serves for friends and family.”

TRY SOMETHING DIFFERENT CHRISTMAS is a time when people are more willing to push the boat out, either as a special treat for themselves or a specific gift. Retailers who can offer points of difference within their alcohol are more likely to drive those incremental purchases as people spot a bottle of something that might appeal to a relative or that might add something new to a festive party. “There are a few extra lines we wouldn’t normally stock that we do bring in for Christmas,” says Jo Polglase, from The Stores Goldsithney in Cornwall. “We have a good range of local spirits and we make them a talking point. We have Tarquin’s, but there’s also Pocketful of Stones, which is getting known nationally. And there’s St Sithney, which is a village four miles away from us. They do vodkas and

gins, including a non-alcohol version. Pocketful of Stones does whisky, rum and gin.” Retailers can look at their local suppliers to give their gifting range a point of difference. Additionally, it is worth looking at what new flavours and seasonal twists have been launched around this time. “Ensure there are new and interesting products on shelf to drive curiosity and trial, to appeal to those in party mode and to capture the celebration mindset,” says Chris Jones, managing director at Paragon Brands. “At this time of year, customers are often willing to spend a bit more on special occasions and try something new, so as well as offering the classics, invest in trending flavours, brands and serves, and give them prominence to drive incremental sales.”

THE NO. 1 REASON FOR A LOST MAGAZINE PURCHASE IS BECAUSE CONSUMERS CAN’T FIND WHAT THEY’RE LOOKING FOR. DON’T MISS A SALE AGAIN Get your free Just Ask point-of-sale at betterretailing.com/just-ask

Got a question? Just ask us! Email marketing@newtrade.co.uk Or call Kate on 07886784465.

CATEGORY ADVICE CHRISTMAS ALCOHOL

PREMIUMISATION AND UPSELLING MORE than at any other time of year, Christmas is when customers will likely be more amenable to a premium upgrade for their alcohol. Whether it’s purchased as a gift or an accompaniment to a festive gathering, premium options within beer, cider, wine and spirits will be more sought after, and retailers should endeavour to give

them more prominence. “Customers are seeking premium products at Christmas more than any other time of the year,” says Chris Shead, off-trade channel director at Pernod Ricard UK. “Despite ongoing cost-of-living pressures, last year the premium and ultra-premium spirit categories were in growth. “This reflects a wider shift

in how people are buying and consuming alcohol over the festive period – reserving it for special moments. Christmas is now less about comprehensively stocking the drinks cabinet, and instead about making a smaller number of premium purchases to create special moments.” Store theatre is very important at Christmas to foster

the festive spirit and make customers feel comfortable. By talking to reps, retailers can get hold of exciting seasonal PoS that will enhance the look of their store or bring in useful points of difference, whether it’s personalised gift boxes or add-ons like branded glassware. All of these add an extra dimension to the offer that can boost basket spend.

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PROVIDING GOOD DEALS

Georgia Ladbrook, shopper marketing manager, impulse, BrewDog

WHILE customers may be looking to treat themselves at Christmas, it’s key to remember that this is also an expensive time of year generally. In the midst of a cost-of-living crisis, deals, discounts and promotions will be sought out. While many retailers who spoke to Retail Express said competing on price with the multiples was near impossible at Christmas, finding popular promotions is still a key tactic for them. “We thought people would be buying bigger multipacks last Christmas, but they only went for what was on promotion,” says Raj Suchak, from

“MAXIMISE Christmas traffic with standout secondary displays, seasonal PoS and strong availability. Optimise the format mix: singles remain important for craft beer and should be chilled for impulse purchase, while mid-packs offer the biggest opportunity to drive incremental festive sales. Create a destination by dialling up the festive opportunity in store – more premium ranges and merchandising, alongside mainstream brands, aligned to gifting and entertaining.”

Liam Fidler, head of off-trade, Damm UK

“CHRISTMAS shoppers are looking for gifts that are thoughtful as well as convenient, so ready-made hampers are a great way for retailers to add value. Beautifully packaged and ready to give, they take the guesswork out of gifting while encouraging customers to trade up.”

RTDs The standout performers last year were RTDs, with value up 24.4% even as prices rose. This is a clear sign that shoppers are willing to pay more for convenience and unit control over the festive period.

Miniatures Retailers should consider smaller formats as part of the gifting mix. Fractional sizes (e.g. 350ml, 500ml) are in growth, so a curated multi-format ‘tasting’ gift set could appeal to gifters. Alternatively, promoting fractional sizes or RTDs as a great bolt on to a bigger gift is something to be considered.

“FIRST, communicate it. Strong PoS and displays make a difference, backed by social media where possible. Second, differentiate. Stocking something distinctive rather than the same lines as everyone else gives shoppers a reason to choose your store. Third, if permitted, look at cross-category promotions, pairing drinks with festive food to grow basket spend.”

Jess Sherborne, head of strategy and communications, Sandford Orchards

Tips on what to stock from Chris Shead, off-trade channel director at Pernod Ricard UK

Gifting upgrades Gifting is a growing purchase occasion, so a gifting range that pairs a bottle with a serve suggestion (for example a mixer, garnish or a recipe card) will help sell the moment that the drink is for, not just the product.

Lindsay Brown, marketing manager, Supermalt

“IT’S good to start planning well in advance to work out stock levels required. This can be done during quieter periods, such as late summer, looking back at last year’s sales to start preparing early autumn. This then means retailers can increase orders and balance out costs of purchasing extra stock during autumn for this busier period ahead.”

what to stock

Coldean Convenience 02 in Brighton, East Sussex. “We didn’t get any promotions on the 10-packs from Premier, and we’re quite heavily dependent on them at that time. But we got lots of deals on the four-packs, including four-packs of pint-sized cans. And that worked well. “It’s hard to compete with the multiples on spirits at Christmas, but we still sell a lot. I saw a litre of Baileys selling at one for £7, and we were selling 70cl for £12. There’s an argument for buying litre bottles direct from Tesco and then selling it at £10, which is still a good price.”

DON’T FORGET LOW & NO WHILE Christmas is seen as a time of indulgence, the growing trend for alcohol moderation will still play a significant role this year. People may not be abstaining entirely, but limiting their intake with occasional low-alcohol options throughout the night.

“Over Christmas 2025, lowand no- alcohol beer and cider made up 4% of sales during the four-week period, up from 3.7% for 2025 overall,” says Sarah Duncan, category and commercial strategy director at Heineken UK. This alternating between

alcoholic and non-alcoholic drinks means that customers will often be looking for both in your store, so Rob Hobart, marketing director at Asahi UK, recommends positioning them next to each other so customers can pick up both easily.

“Merchandise your premium alcohol-free options directly beside their fullstrength counterparts in the main chiller,” he says. “This cross-purchasing setup triggers an easy, multipack impulse buy for party hosts looking to cater to everyone.”

CATEGORY ADVICE CHRISTMAS SOFT DRINKS

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BOOSTING FESTIVE SOFT DRINKS SALES TIM MURRAY looks at developments and retailer opinion as they start gearing up for the season

to bigger formats for multipacks,” says Ashish Patel, who has three Premier stores in Kent, including Premier St Martin’s Hill in Canterbury. “At Christmas, we go up from the six- and 12-packs of Coca-Cola up to 18- and 24-packs. We’ll sell them on promotion.” Dev Patel, from MJ’s Premier in Royton, Greater Manches-

ter, also moves into 18 and 24 multipacks in the build-up to Christmas, as he bulks up on take-home varieties. “I keep 12-packs of the core lines throughout the year, but at Christmas, I stock up on the big ones. Nothing less than 12 cans is what I say,” he says. Patel adds that, with the increasing importance of home

Back proven bestsellers, then add seasonal launches to spark excitement and incremental purchase. Stock key multipacks and multiserves so shoppers can cater for hosting, parties and at-home occasions. delivery, he can lean even more heavily into the bigger pack sizes, as customers ordering online won’t have to carry the products home themselves and are therefore more inclined to get bigger multipacks delivered. The retailers we talked to all stack the bigger multipacks, rather than chilling them.

BEST POSITIONING FOR DRINKS CUSTOMERS will be stocking up for the season, but will also be searching for last-minute topups and emergency purchases, so it’s important to have your soft drinks prominently positioned in numerous locations in store to take advantage of increased store visits. “Retail visits rise significantly at Christmas: shoppers made an average of 1.2 billion soft drinks trips across Novem-

ber and December last year, while trips for energy drinks grew by seven million (5%) in December,” says a Red Bull spokesperson. “This means shoppers buy energy drinks more often at Christmas, driving a bigger-than-15% increase in volume per buyer vs an average month.” The most popular choice among retailers is to complement the regular soft drinks

section with stacks around the store and including soft drinks in Christmas-focused areas. “We have Christmas bays, so we put the soft drinks alongside seasonal goods, snacks, party foods,” says Ashish Patel. “The promotional bays are typically more take-home based. We’ve got two ends, giving four metres for offers over Christmas,” adds Dev Patel. As well as prominent posi-

SUPPLIER TIPS A Red Bull spokesperson’s top tips for the season

MULTIPACK BONANZA CHRISTMAS soft drinks traditionally means bigger bottles, bigger multipacks and plenty of in-store giveaways and theatre. Rather than ‘go big or go home’, it’s a case of ‘go big for take-home’, with people hosting parties for friends and families. “I’ll definitely be going

tioning, in-store theatre can attract further attention and induce additional sales. For the past couple of years, Neil Godhania, who runs five stores in Lincolnshire and Norfolk, has included a cardboard Coca-Cola lorry to boost awareness and customer engagement. “Last year was brilliant, you could actually sit in it and take a photo,” he says. “That kind of thing excites customers.”

Use secondary sitings, chilled displays and seasonal PoS to disrupt the shopper journey and drive impulse buys.

WHAT’S SELLING AT CHRISTMAS WHILE year-round favourites are likely to continue to sell strongly over the festive period, retailers should also look at increasing facings for other seasonal successes. One such example is mixers. While retailers say that multipacks are less important within this subcategory, they do offer the opportunity to create in-store deals, either from wholesalers or created by the retailers themselves. “We stock up on mixers, tonics and so on,” says Ashish Patel. “Those are mostly singles rather than multipacks. We’ll stock lines such as Fever-Tree. I’ll look at the of-

fers from suppliers, but if there isn’t one, I’ll do my own. I’ve been giving Fever-Tree away with bottles of spirits as part of my own promotion.” Dev Patel offers three bottles of tonic for the price of two, an example of the kinds of promotions he gets from Premier. “I don’t tend to stockpile those,” he says. “ If I can secure, say, gin at a good price, I can pass that on to customers and I’ll run a gin & tonic deal.” Energy drinks, already a strong seller throughout the year, do especially well at Christmas, but water sales suffer, according to Dev Patel.

CATEGORY ADVICE CHRISTMAS SOFT DRINKS

BROADENING THE RANGE FOR CHRISTMAS WHILE customers will often be willing to try a new product or flavour launch throughout the year, Christmas is perhaps a time when they might experiment as they look to cater for a variety of guests and events. “Retailers should build a balanced range covering familiar family favourites, mixers, lower-sugar options, adult soft drinks and modern sodas with added benefits,” says Simon Gray, founder of Fizz With Pur-

pose. “The objective is not to replace established bestsellers, but to broaden the fixture and recruit shoppers looking for something different.” Beyond that, “because it’s Christmas”, retailers could consider stocking local products and more. “We do local apple juice in one of our stores and I think that will be key for us,” says Godhania. “If you’ve got family coming down to Norfolk for

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Christmas, they want to see what you’ve got to offer. Sure, you can have the nationwide brands, but they have those where they live. I’d want to showcase all the local things we’ve got, such as Drove Orchard apple juice made nearby.” Christmas is also a time when people will treat themselves that little bit more, so it’s a good time to be implementing any upselling tactics and introducing more

premium lines. “Mocktails are a particularly important part of this trade-up opportunity,” adds Gray. “For people who choose not to drink alcohol, they provide a way to participate in the cocktail occasion rather than defaulting to a conventional soft drink. Interesting, adult flavour profiles therefore become especially relevant, giving shoppers an alcohol-free choice that still feels considered and occasion-led.”

tions; they’ve been indulging at Christmas. We’ll be adding to our ranges then.” Dev Patel stocks Huel, Muller, Alpro and UFit among others. “It’s an unreal market for us now, and it will do even better in the New Year as every-

one gets back to their gym routines,” he says. “If the deals are good, I’ll definitely stock up on it. The fact it’s ambient makes it easier. It’s great for the retailer. Protein shakes are around £3.50, and they give about 27% margin.”

POST-CHRISTMAS AFTER the over-indulgence of Christmas and New Year, customers look to retailers to nurse them back to health in the new year, whether it’s functional drinks, protein shakes or simply low-sugar varieties. “For the first three or four

weeks of 2027, we’ll be looking at protein shakes and electrolyte brands, and lowcalorie, low-sugar drinks,” says Godhania. “Data tells us that people are always more health conscious in January. They’ve got New Year resolu-

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Neil Godhania, Nisa Heacham, Norfolk “IN September or early October, I’ll start looking at the best multipack deals. We’ll look at the 2l market for take-homes, too, as well as multipacks. We need whatever we can get because we’re up against the multiples and the supermarkets. “It’s family time. A lot of people come around, they’ll experiment with drinks. It’s not just beer or wine. So, we started doing some bespoke deals where it’s a bottle of a spirits and a mixer. “We communicate all these kinds of deals via social media. We usually do a little video, a photo or something, and it’ll go out onto all our platforms. We try and do it in-house so it’s more authentic.”

NEW PRODUCTS The latest launches Red Bull Red Bull is returning with a new limited-edition festive flavour this year. The Red Bull Winter Edition, currently under wraps, will launch at the end of September. The brand has also launched Red Bull Wings Cup, a global EA Sports FC tournament supported by an exclusive on-pack promotion across selected Red Bull packs. It’s Giving This year, Fizz With Purpose, the soft drinks company launched by Boost Drinks creator Simon Gray, launched It’s Giving. With an RRP of £1, flavours include Mango & Passionfruit, Black Cherry and Apple & Elderflower. Monster Monster has expanded its Additions portfolio with the launch of Monster Nitro Blue Flash. The new variant is available in a 500ml can retailing at £1.85.

Est. 1919 Federation of Independent Retailers

ADVICE

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CAPTURING THE LATEST TRENDS CHARLES WHITTING finds out what customer trends are resulting in increased sales for stores

We’re seeing success with wine at the moment, but what trends are working for other retailers? – Jeevan Khera, Nisa Local Offenham Village Stores, Worcestershire

Raj Dhother, Whitminster Store, Gloucester

“WE’VE seen a big increase in sales for health-focused drinks with added bene�its over the past six-to-eight weeks. I used to just have two or three, but now I’ve got the full range from Goodrays, Trip and Poppi. “It was the reps who brought them in and introduced them to us, and we put them in our soft drinks fridges. We haven’t got a bestselling �lavour, they’re all doing well. People looking for a soft drink are often now saying they want a healthier version and they’re happy to pay a bit more for it, especially as soft drinks are getting more expensive in general anyway. We get a good margin on them as well. “These alternative drinks brands have done well for us, but we’ve seen success from mainstream brands as well. When Volvic brought out a water that listed the added minerals on the bottle over the summer, it sold really well.”

Sohan Singh, Premier Stores, Hitchin, Hertfordshire

“WE’VE been focusing on increasing some of our existing lines. Within next-gen nicotine, the nicotine pouches have been selling strongly. New lines and �lavours come in, and we put them on the shelves and see what the customer reactions are. “With the hot summer, we sold a lot of soft drinks and ice cream. There were lots of launches in both categories and they worked well. The summer is over and things have calmed down a bit, but where we’re still seeing sustained success is with alcohol. “The pint-sized cans of beer, whether singles or in fourpacks, have done very well. Brands such as San Miguel, Stella Artois, Red Stripe and Foster’s have been the bestsellers. The advantage of having them pint-sized is people make that connection to buying it at the pub. So, when they buy a four-pack for £8, fresh from the chiller, it’s very appealing.”

Ish Grover, Grover’s Premier, Guildford, Surrey

“OVERALL, we’ve found that customers are starting to go back to the basics. We’ve found that interest in things like US candy has waned as people look to save a bit of money. “But what people are looking for are products that come with a challenge attached, whether it’s through the packaging or something they’ve seen on TikTok. “The food has to have some kind of challenge involved to give it a more experiential point of difference. We barely used to sell any jelly beans, for example, but now there are couple of brands out there that are selling a kind of jelly bean roulette, where the red one could be cherry-�lavoured or it could taste of shoe polish. “It’s what customers are coming in for now. In the past few months, the trend has really picked up on social media, especially TikTok. There are lots of brands out there.”

In the next issue, the Retail Express team finds out how retailers are saving time in store. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk

RE - 22 September 2026