RECENTLY I opened a pack of Pokémon cards for the rst time in 25 or so years. Bought from a vending machine during a recent trip to Hong Kong – a region where, unlike the UK, supply of the popular trading cards is abundant –I felt a wave of nostalgia.
It didn’t matter that I couldn’t read what was on the cards, or that I probably won’t buy another pack again. There was a real joy in reliving an experience from my youth and the suspense of seeing what cards were hidden away in the foil packaging.
The growing demand for the regional variants in the West is also obvious from social media. Recently, I came across the Instagram account of a UK Pokémon card collector, whose latest videos involved him travelling throughout Asia to catch the rarest cards.
THE GROWING DEMAND IS OBVIOUS FROM SOCIAL MEDIA
Wholesaler Plus Marketing has spotted the opportunity amid widespread shortages and restrictions of English Pokémon cards. The rm’s director, Faisal Azam, recently told me it has started stocking o cially licenced and legal Japanese and South Korean variants, helping retailers ll in a gap created by stock shortages and ordering restrictions. Due to their abundance, the average price can also be more accessible to customers otherwise put o by the premium cost of English alternatives. Most collectors won’t even be put o by the di erent language.
If you’re struggling to get a hold of Western Pokémon cards, the solution – and your next big opportunity –could come from the East.
@retailexpress
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
7689 3354
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
Daw 020 7689 3363
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King 020 7689 3387
Cover image: Getty Images/Desenart/ulimi
Editor in chief Louise Banham louise.banham@ newtrade.co.uk
ERRORS which saw scratchcards give out incorrect prizes left some retailers and their staff with frustrated customers.
The issue on the morning of 18 May meant some winners were given lower prize amounts than what was actu-
ally stated on their scratchcard. One affected retailer told Retail Express: “The terminal stated a prize that didn’t match what was on the scratchcard and we couldn’t give them the amount.
“We advised them that they would need to get in touch with Allwyn to resolve the issue. The customer was really
frustrated and had left the shop in anger. I understand the frustration, but we only sell the products and aren’t Allwyn.”
In a separate statement, an Allwyn spokesperson said: “For a limited number of players who took their scratchcard in store for prize payment on 18 May before
11.20am, the incorrect prize may have been shown on the lottery terminal and the win/validation receipt. This has now been �ixed, and scratchcard prizes are being paid as normal. We’re sorry for any disruption this may have caused and have a written to our retail partners with next steps.”
and search ‘Pokemon’
ing for the same space as the previous supplier, plus sole supply. We’ll agree a target based on EPoS sales data, and if we don’t beat that by 20% over 12 months, we’ll refund the difference.”
COCA-COLAEuropaci�ic Partners (CCEP) has begun offering stores new slim chillers for free on loan.
A representative from the company told Retail Express that its reps started offering the equipment to retailers last month. Stores are required to enter an 18-month “contractual arrangement”, which includes only using the chillers to range CCEP products.
A “PLUG and play” Tango Ice Blast machine is being launched into independent convenience stores, requiring no complicated CO2 pump set up or supply. The machine by Frozen Brothers can be simply plugged into a power socket. One independent retailer said: “Frozen Brothers has received criticism for broken down machines, but it looks like it’s stepping it up.” 42,624
A SHOP owner has hit back at a council after it refused to commit to investigating an assault by a customer in a council uniform.
Hussan Lal, of St Mirren Food Store in Paisley, alleged he was abused by a customer wearing a Renfrewshire Council uniform on 7 May. The incident involved a dispute over a 50p transaction, which was given to the customer for free to avoid expensive card handling fees.
Describing the incident to Retail Express, Lal said: “The guy comes in after he was unable to get a bread roll from the nearby chip shop. He picks one up here, we’re in good spirits and then he gets his credit card out.
“I said: ‘I’m so sorry, it’s not worth processing a card transaction for 50p. You can just take the roll.’ I tried to explain card handling fees and charges are separate. Before the pandemic, we were paying £56 per month, and now it’s £170 per month.
“At this point, everything’s �ine and we were having a laugh and a joke. He leaves the shop, but then returns and throws the roll on the counter, and starts swearing and shouting.
I responded: ‘What’s the problem, I gave it to you for free?’”
Lal added the customer
GOOD WEEK
Council response to retailer assault criticised
continued to swear at him before aggressively coming face-to-face with him.
He said: “He was ef�ing and blinding, and his nose was literally touching my nose. I’d step back and he’d step forward.
“I was trying to keep my distance, he then started shoving me backwards, two or three times with his body. He had his council uniform on and it’s incredible that anyone would think they could get away with this.
“After the third push, I went behind the counter and pressed the panic alarm and it went off loudly. People were about to enter the store when he ran off back to the chip shop.”
Lal has since downloaded the CCTV footage of the incident and sent it to the police, but criticised the response from Renfrewshire Council when he reported it. He said: “Right now, it doesn’t matter who you are.
From councillors to council staff, retailers are being assaulted by people who should be working in the interests of local businesses.
“You expect far better from a council employee. When I rang the council, they didn’t know what to do. They were completely lost. I said I’d like to make a complaint, but instead of helping me speak to someone, they told me to go on their website. It’s inadequate. I told them it was a serious HR issue.
“Someone later asked if
I’d feel guilty for him getting the sack, but why should I? Why should shop owners assaulted feel like we have any obligation to those attacking us?”
When asked by Retail Express, Renfrewshire Council refused to con�irm or deny whether they were investigating this incident. A spokesperson instead responded: “All council employees are expected to
“PLENTY of newcomers, such as Shades By Niko, have done really well, even a year after launch. Social media has helped their popularity. I sell ve cases a week across four di erent flavours. We’ve had them for about six months and they’re not dying out. They’re quality sweets as well. The RRP is £2, but I’ve got them at £2.49 and nobody bats an eyelid. This pricing gets me £224 in sales per week, with margins exceeding 30%.”
Vas Vekaria, Kegs N Blades, Bolton
adhere to the council’s code of conduct both during and outside of work.
“We take allegations of inappropriate behaviour seriously and where the individual can be identi�ied, would be investigated in line with our disciplinary policy. Any complaints from the public relating to council staff can be made via our website or by emailing hrpolicy@renfrewshire.
NEWSPAPERS: The Canary is the rst new national daily newspaper to launch since 2016, stocking exclusively in newsagents. Its rst issue flew into stores on 26 May, with Press Gazette reporting that 20,000 copies were sent into 6,500 newsagents across England and Wales. The left-wing title’s print run will grow by 5,000 copies when 1,500 additional outlets receive copies around 9 June.
MORRISONS: Proposed strike action by lorry drivers across the north of England will not impact deliveries to Daily franchisees, the supermarket has con rmed. A spokesperson added: “We understand that Eddie Stobart Limited and Unite remain in discussions on this issue and encourage both parties to engage constructively to nd a solution.”
For the full story, go to betterretailing.com and search ‘Morrisons’
BAD WEEK
gov.uk.
“Where an incident may involve criminal behaviour, we’d advise these be reported to Police Scotland.”
The assault on Lal comes as Retail Express exposed former Conservative councillor Shiva Tiwari for threating to shut Costcutter Hampstead down over a refused parcel collection last year. Tiwari resigned as councillor shortly after.
CENTRAL CO-OP: The convenience chain has reported a £1.5m annual drop in underlying operating pro t to £9.5m, despite claiming its results “lay a strong foundation” for its merger with Midcounties and Chelmsford Star co-ops. During the trading year, the rm was a ected by the Co-op cyber attack.
For the full story, go to betterretailing.com and search ‘Central Co-op’
How are you making the
“FINDING viral products is useful as customers know it’s hard to get a hold of them. Demand goes up when stock of certain products becomes available. It actually helps increase sales when you don’t have a product in all the time. People like to see new things. If they’re used to seeing something, they’ll notice it’s returned to shelf after being missing for a couple of weeks.”
Max Bashir, Go Local Belle Vue Convenience, Middlesbrough
“WHEN there are too many retailers nearby doing the same thing, it zzles out for some shops. I won’t dabble in the American trend too much because of the Monarch Filling Station forecourt near me. They’re very TikTok famous with a massive American range. I decided to take American sweets down to two shelves, where it used to be 16 metres of shelf space, and I’m still selling the same amount as I did previously.”
Dev Patel, MJ’s Premier, Oldham
ENERGY DRINKS: Retailers are still being left in the dark about whether the government plans to ban the sale of energy drinks to under-16s. The policy was expected this parliamentary term, but no reference was made to any restriction in last month’s King’s Speech. Despite this, many independent retailers have already implemented their own age restrictions on energy drinks sales.
JACK COURTEZ
Dev Patel
Gov’t £30m crime crackdown
THE government has pledged to get tougher on its crackdown on illegal vape and cigarette shops through a new £30m crime unit.
The UK-wide unit will be run by the National Crime agency for the next three years, providing £6m more funding to help trading standards.
Seventy-five new police of-
ficers will also be deployed to some of the UK’s larger illicit hotspots in Greater Manchester, the West Midlands, Essex and Kent.
ACS chief executive Ed Woodall said: “Local shops tell us that rogue traders on high streets are causing massive damage to their businesses and the wider community, so we strongly welcome this government action to back responsible re-
tailers and crack down on the organised crime gangs that are fuelling the illicit trade.”
Home secretary Shabana Mahmood added: “Criminal gangs have exploited our high streets to launder their dirty money and undercut honest businesses.
“We are hitting back with a nationwide crackdown to shut these fronts down, seize dirty cash and drive organised crime off our high
streets and put bosses behind bars.”
The crackdown comes as a separate specialist unit –funded by the Home Office and specialist policing unit Pegasus – has made 257 arrests for organised retail crime within its first two years of operation. It added that tens of thousands of pounds’ worth of stolen goods have been recovered within this two-year period.
Budweiser fire
BUDWEISER availability in convenience stores was disrupted following a fire at a third-party data centre used by the supplier.
A spokeperson for the supplier said: “Due to a fire incident at a third-party data cen-
tre on 7 May, we faced issues with some of our IT systems, impacting some scheduling and deliveries.
“The issue has since been resolved, and no customers have been significantly affected.”
DRS SMALL SHOP SUPPORT
INDEPENDENT stores can get their hands on a smaller unit designed to help them with the upcoming deposit return scheme (DRS) for £4,800.
The Trovr Qube is available in countertop and floorstanding variants. Terms seen by Retail Express show the unit will cost £4,800.
Many independent stores will be required to offer DRS from October 2027.
Availability issues
ONGOING ferry issues are causing severe stock shortages for stores across the west coast of Scotland.
Retailers have reported late or cancelled deliveries following issues with ferries operated by government-owned operator CalMac. The disruption has been due to issues with planned maintenance of existing boats. The firm said it was working hard to resolve the problems.
ALEX YAU
Beer is vital to the success of convenience. No longer defined by lager, shoppers’ tastes are changing, so it’s important to offer choice through growing sectors, such as craft beer, to provide a point of difference, meet demand and drive trial
TO STOCK
1 BrewDog is the signpost brand for craft beer. It should be displayed at eye level and brand blocked to be the signal of where craft sits within the xture.
2If chiller space is available, craft beer should be sited within it –particularly during the summer months to drive impulse purchases.
3 Craft shoppers enjoy new products and the variety it o ers4. Rotate ranges quarterly, alongside the core, to drive excitement and trial, while reflecting seasonality.
WHY STOCK IT? 10
IPA is the bestselling style of craft beer, worth 66% of the market1. Punk IPA is the number-one brand1, followed by Hazy Jane – both available
price-marked2. They’re recognised as category signposts shoppers look for in store. Lager is the most popular style of beer, delivering 83% of total growth in impulse3, so should occupy the most space. BrewDog Cold Beer and Lost Lager are available in 4x568ml can PMP.
KEY TRENDS RETAILERS
NEED TO KNOW
1 The four-can pack is the most important format throughout the year for craft beer and BrewDog shoppers5, and the four-pint-can pack is the top format for lager buyers in impulse, growing by 8.9%6
2With continued cost-ofliving pressures, PMPs account for 27.6% of total beer in impulse7, so are important to consider, helping o er value to shoppers, while delivering stability for retailers with a consistent price.
3 Alcohol-free is one of the best-performing sectors in beer7. BrewDog expects low & no to play a stronger role in shopper’s repertoire. Ensuring you have a quality range of products alongside alcoholic options is vital.
BREWDOG
2
3
1
2
3
“BEER continues to be a core category for convenience. However, cost of living has changed how consumers shop the category, with many choosing quality over quantity. To help deliver value to shoppers, we have established a core range of price-marked packs. These have helped to bring cra beer into consumer’s consideration at familiar and accessible price points, while delivering a strong margin chain for independent retailers.” Georgia
Ladbrook, shopper marketing manager, BrewDog
CCEP unleashes a new Monster
SHYAMA LAXMAN
COCA-COLA Europaci�ic Partners (CCEP) has announced its newest zero-sugar Monster Ultra �lavour, Vice Guava.
Rolling out nationwide from late July, the new variant will be available in plain and price-marked 500ml single cans retailing at £1.75.
The launch follows the arrival of Monster Juiced Viking Berry earlier this year.
Nielsen �igures indicate guava �lavours have grown by more than 22% in the past two years, setting up Monster Ultra Vice Guava to tap into the trend. In fact, it is Monster’s bestselling Ultra �lavour in the US.
Moreover, low-calorie energy is now worth £631m
in Britain and Monster is driving the growth of the segment by holding a 55% share of the subcategory, with £72.2m being delivered through the Ultra platform.
This has helped Monster Ultra become the fastest-growing major energy brand in Britain, according to NIQ research. It is worth more than £273.6m and adding £72.2m of sales in the past year alone while maintaining volume growth.
Boost taps into tropical flavours
BOOST has launched a limited-edition Tropical Punch �lavour.
It is available now in £1 price-marked bottles of 500ml. According to Circana �igures, the sports and energy category is worth £3.1bn and is growing by 11.1%. Sports drinks account for nearly
10% of the overal energy category. The top two brands make up 80% of all sports drinks sales, with Boost occupying the second spot, growing by more than 14%.
CARLSBERG Britvic is widening its Pepsi portfolio with a set of zero-sugar colas inspired by ice cream �lavours.
While Salted Caramel has landed in Tesco, Cherry & Vanilla and Raspberry Ripple �lavours will be available to convenience retailers and via wholesale from 14 July.
The drinks will be available in the following formats: a 330ml can retailing at £1, a 500ml bottle retailing at £2.39 and a multipack comprising eight cans of 300ml retailing at £7.55.
Two to Tango with RTDs from Au Vodka
AU Vodka has partnered with soft drinks brand Tango to launch a new ready-to-drink (RTD) cocktail in two �lavours: Apple and Orange.
The collaboration combines Au Vodka’s premium spirits positioning with Tango’s recognisable �lavour pro�ile, creating a product designed to drive strong
consumer trial and retail visibility. The cocktails are available now at an RRP of £2.99 and 5% ABV. The launch will be supported by a national and trade PR campaign, with activities planned throughout the summer.
Pepsi is screaming for ice cream tastes
The new �lavours are aimed at younger shoppers driven by “intentional treating”.
New Inch’s Reserve to land in Bestway
EXCLUSIVE
Heineken’s cider brand
Inch’s latest launch, Inch’s Reserve, is set to secure Bestway listing in time for the FIFA World Cup.
The premium apple cider with a higher ABV of 7.4% was launched in March. It’s currently available via Booker, Dhamecha and Parfetts.
Speaking to Retail Express at the Bestway Retail Showcase in Coventry in May, the supplier expressed intention to make the product available in the wholesaler’s depots by early June.
The 500ml bottle is listed on Parfetts with an RRP of £2.75, expected to give retailers a 27.3% pro�it on return (POR). Booker’s listing indicates an RRP of £2.99, with 39.9% expected POR.
Inch’s
Absolut Vodka & Sprite multipack
CCEP has launched a six-can multipack of its complete Absolut Vodka & Sprite RTD range, retailing at £10.
The launch re�lects the growing importance of multipacks within the RTD category, with 67% of shoppers opting for this format, according to a OnePulse survey.
To mark the launch, Absolut Vodka & Sprite has also partnered with four of the UK’s biggest Pride events this summer in Manchester, Leeds, Blackpool and Glasgow.
around key seasonal and cultural moments with PoS materials and digital assets via CCEP’s portal.
Nomadic expands Clusters portfolio
STG adds three minty notes to XQS range
NOMADIC has added to its Clusters line by releasing a limited-edition White Chocolate & Strawberry �lavour.
Shoppers can scan a QR code on promotional packs for a chance to win tickets to these events. Retailers can use the promotion to capitalise on the increased demand
Retailing at £1.70 for a 169g pack, it will �irst be available in Booker, followed by Spar and Nisa, and subsequently across Nomadic’s wholesale base.
wake of the brand’s overall year-on-year volume sales increase by 29%, while it continues to retain its position as the number-one yoghurt brand in convenience, according to Circana.
SCANDINAVIAN Tobacco Group UK (STG) has added a new mint range to its XQS nicotine pouch portfolio.
The launch comes in the
SALAD brand Florette has expanded its portfolio with the launch of an ‘Essentials’ range.
The new sub range has two products available now.
Shredded Iceberg 500g, retailing at £2.29, is available via Booker and Costco. Chopped Iceberg 200g,
Peppermint offers a stronger nicotine hit at 10mg. Meanwhile, The Menthol is aimed at mature pouch users who are looking for an additional kick, and comes in two strengths of 11mg and 17mg.
The variants include The Spearmint, The Peppermint and The Menthol, available now at an RRP of £5.50. The Spearmint has the lowest strength of 6mg of nicotine, and is suitable for new entrants to the category. The
Florette launches Essentials range
retailing at 69p, is available to Nisa retailers. The move forms part of a major brand refresh, which saw the brand launch an Asian Style Salad in April.
Kenco expands its co ee o ering
KENCO has launched Matcha Latte and Espresso Concentrate, aimed at helping retailers attract younger shoppers.
Kenco Matcha Latte is available to grocery retailers in Vanilla and Strawberry �lavours, with an RRP of £2.99. Kenco Espresso Concentrates are available to convenience retailers in Unsweetened, Mocha and Caramel variants at an RRP of £5.
Kenco Matcha Latte will be backed by a three-week social campaign launching on 10 June. Meanwhile, Kenco Espresso Concentrates will be supported by an above-the-line campaign and in-store activations running for eight weeks from 22 June.
Arctic Co ee
taps into decaf space
ARCTIC Coffee has launched Decaf Café Latte.
Having landed in Tesco stores last month, the new RTD coffee will be available to convenience retailers from late summer in 330ml packs with an RRP of £1.15.
The launch seeks to plug the gap in the market for RTD decaf solutions that are also healthier.
Go nuts for PepsiCo’s PMP nuts The wins are super with Supermalt
SHYAMA LAXMAN
PEPSICO has launched
£1.35 price-marked packs (PMP) of its bestselling That’s Nuts �lavours: Doritos Chilli Heatwave and Walkers Salt & Vinegar.
The nuts are available in 60g packs and join the brand’s existing range of �ive 160g packs.
The PMP format is continuing to grow, particularly in crisps, snacks and nuts, where value share increased in 2025, according to NIQ �igures.
The launch will therefore help improve the appeal of That’s Nuts by clearly communicating value on-shelf to price-conscious consumers.
Spot the underdog, and shoppers can win free beer for a year
SUPERMALT is set to launch its ‘Superwins’ on-pack promotion on 15 June.
The promo runs until 24 August, across classic Supermalt and Supermalt Less Sugar 330ml bottles. Consumers can win one of more than 4,000 prizes ranging from £1,000 cash and Deliveroo vouchers to a year’s supply of Supermalt and more.
Promotional bottles will carry a unique code under the bottle cap. Shoppers can enter their code at the dedicated ‘Superwins’ microsite, accessed by scanning the QR code on pack or entering the URL. Entrants �ind out instantly whether they’ve won.
BREWDOG has launched its ‘Underdog’ campaign, including an on-pack promotion across its multipacks, to
coincide with the summer of sport.
More than 2.8 million promotional packs have been launched. Fans who discover an ‘Underdog’ can will win free beer for a year.
Participating lines include BrewDog Punk IPA, Hazy Jane New England IPA and Wingman Session IPA 4x330ml, as well as Lost Lager and Cold Beer 10x440ml packs.
The promotion will be further bolstered in retailers’ stores by in-store displays, aisle �ins, shelf barkers, digital media and national promotional activities throughout the tournament period.
LOW- and no-alcohol brewer Nirvana has bolstered its fruit-forward line-up with
LAUNCH
Nirvana adds Hazy Grapefruit Lager to fruity lager range
Hazy Grapefruit Lager, available now to convenience retailers. It has an ABV of 0.3% and is available in 500ml bottles retailing at £4, and 330ml cans at an RRP of £2.75. The launch, according to
Nirvana, coincides with a major surge in popularity for fruit-led beers across all segments of the market. In fact, NIQ �igures indicate fruit-�lavoured lager sales have climbed by 52.2% year on year in the four weeks leading up to April this year.
NEW CAMPAIGN
NEW CAMPAIGN
Nescafé drops RTD co ees into chillers for the rst time
NESCAFÉ for entered the ready-to-drink iced coffee space with the launch of Nescafé Iced Latte in plain and caramel �lavours.
The coffees are available in 250ml cans retailing at £2 each. The launch marks a new chapter for Nescafé, bringing its decades of coffee
Fox’s Chocolatey biscuit has Matcha to say on viral lines
expertise into the fast-growing chilled ready-to-drink coffee category.
FOX’S Chocolatey has launched a matcha cream biscuit, capitalising on demand for the trending �lavour.
JTI launches Benson & Hedges cigarillo
JTI has launched a new cigarillo, Benson & Hedges Leaf Wrapped, which is available only in England and Wales. It retails at £6.95 and is available in a 10-pack. Benson & Hedges Leaf Wrapped cigarillo sits at a lower price point than all conventional cigarettes and rolling tobacco, and is JTI’s cheapest conventional tobacco offering.
The launch will be supported by promotional campaigns, trade point-ofsale, wholesale promotions and activations in selected depots.
The biscuit is available via Booker at an RRP of £3 for a 122g pack. This is the second limited-edition �lavour in
the brand’s viral-inspired series, which launched Fox’s Chocolatey’s ‘Dubai Style’ Indulgent Creams last summer, which added 850,000 new shoppers to the brand, according to Worldpanel by Numerator research. The Matcha trend is
following a similar trajectory, amassing more than 10 billion TikTok views and 9.5 million Instagram posts.
LAUNCH
Film-themed Pez launches land in convenience stores
WORLD of Sweets has launched three characterled Pez dispensers in line with upcoming Toy Story 5, Minions & Monsters and Star Wars: The Mandalorian and Grogu �ilms.
the most recognisable duos in modern Star Wars.
The Toy Story 5 Pez feature Buzz Lightyear, Woody, Jessie and other popular characters from the �ilm franchise. Meanwhile, The Mandalorian and Grogu Pez offers retailers a highly collectable licenced confectionery range built around one of
Minions & Monsters Pez features new characters including Henry and James. All three retail at £2.
FOCUS ON:
PRADA
NESTLÉ UK is urging retailers to stock the brand-new Aero Pistachio bar and give shoppers the chance to win a trip to New York through its collaboration with The Devil Wears Prada 2
AERO X THE DEVIL WEARS PRADA 2
What’s new from Aero?
THIS spring, Aero is bringing fans two exciting treats: a bold new flavour and a fashion-forward linkup that is bound to get consumers excited.
Available now, the Aero Pistachio flavour chocolate sharing bar blends the rich, nutty taste of pistachio with Aero’s unique bubbly, aerated centre. This new flavour o ers an exciting twist on an iconic classic and a whole new way to feel the bubbles melt.
The launch of Aero Pistachio kicks o the start of an exciting collaboration between the brand and The Devil Wears Prada 2. This collaboration will give shoppers the chance to win a ve-night trip to New York for two, including vestar accommodation, selected local experiences and £2,000 spending money.
All valid entries will also have the chance to instantly win one of 1,000 cinema prizes, each worth £50, with additional prizes available via late entry draws.
Aero Pistachio is available in standard and flashed £1.65 pricemarked packs.
Why get involved?
PISTACHIO is a trend that’s here stay, with pistachio-flavoured confectionery sales up by 220% in the symbols and independents channel1. Coupled with this, Aero is the thirdlargest brand in chocolate sharing bars2, purchased by more than a quarter of UK confectionery households3, making it a powerful brand to leverage this growing flavour trend. Whether your shopper is an original peppermint person or pistachio is more their shade of green, everyone can now enjoy Aero in whichever format they enjoy feeling the bubbles melt.
To support the launch, the rst 30 Women in Convenience members who registered won an exclusive Aero x The Devil Wears Prada 2 gi box, containing product, a branded premium notebook and cinema vouchers.
SUPPLIER
“WE are very excited to be collaborating with the hotly anticipated lm The Devil Wears Prada 2. There’s even more reason to pick up an Aero by giving chocolate lovers the chance to join in on the action by winning a stylish trip to New York.”
Emma Shannon Lead trade marketing manager, Nestlé Confectionery
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
SPAR: Will Blakemore’s acquisition of Appleby Westward benefit stores?
“ THERE are real positives for Spar retailers in the long run.
It’s going to bring the investment the group needs, and the scale will bring bene�its when it comes to buying power. It’s likely the retailer guilds will merge, too, and bring opportunities for shop owners to learn from each other’s successes.”
Connolly, Connolly
“IT gives us con�idence that Blakemore is committed to Spar’s growth. Spar stores with Appleby should be reassured that Blakemore has certainly looked after us brilliantly over the years and is doing things like the Iceland supply that can really move the dial.”
There are real positives for Spar retailers
POKÉMON: How satisfied are you with availability and sales?
“I HAVE been advised by InPostthat our allocation for Pokémon TCG upon release is being further reduced by 60%. This is highly concerning. Why is it fair that a store which has previously never sold any collectible lines can receive the exact same allocation as myself?”
Asim Iqbal, Roslin Convenience & Post Of�ice, Midlothian
“POKÉMON is phenomenal. We can’t get enough stock. I’ve started a WhatsApp group of my regular customers to give them the heads-up about new stock when it comes in. I let them know in advance and reserve six packets each maximum. It’s proving to be really successful.”
Judith Mercer, Hamilton News, Belfast
ELECTIONS: What must elected politicians for Wales do for retailers?
We need a clear roadmap on that because the October 2027 start date is much closer than it sounds. Crime needs focusing on, too. Not just shoplifting, but the abuse and the growing concerns of organised crime groups.”
Vince Malone, Tenby Stores & Post Of�ice, Pembrokeshire
“WHEN they visited Plaid Cymru, candidates were prepared to listen to our concerns. So, for example, with DRS, one of our issues was about glass going into the machines. I want the new Welsh government to listen to us on this.”
Mark Dudden, Albany Road Stationery & News, Cardiff
We will need a clear roadmap for DRS
CRIME: Will the government’s new £30m unit crack down on crime?
“IT’S good the government is acknowledging what’s happening. Shops selling illicit goods are harming independent retailers. It will hopefully have a positive impact for legitimate retailers, but we need more support from Trading Standards and the government.”
Amy Sohal, Premier Ken’s Convenience, Wilmslow
“THE crackdown won’t make a difference locally. The enforcement simply isn’t in place and it is no good giving warnings; these shops selling illicit goods should be closed down. Fines don’t work because they earn far more selling these products and are happy to take the hit �inancially.”
Peter Patel, multi-site Costcutter retailer, Kent
Susan
Spar, Wiltshire
Tristan King, King Family Stores, South Yorkshire
LETTERS
‘Customer threatened to stab me and burn my shop down’
IN August 2025, a customer came into my shop and we had a disagreement. As he was leaving, he threatened to stab me and burn the shop to the ground.
It’s shocking that just going about my work I have to deal with such outlandish threats.
He subsequently left the store and I reported the incident to the police, who
investigated and asked him to provide a voluntary statement.
Following the investigation, he was charged under Section 4 of the Public Order Act 1986 for using threatening, abusive or insulting words or behaviour.
He entered a not guilty plea, but CCTV footage and witness testimony supported what actually happened
in my shop during that day, and he was found guilty of the threats.
He was ordered to pay a £350 �ine, a £140 victim surcharge and £200 in court costs, totalling £690.
I’m relieved the incident was taken seriously by the authorities, as it’s important that incidents like this are dealt with properly.
My staff and I are trying to
carry on as normal following the incident and not let one individual affect the way we do things too much, but this incident has made us more conscious of what can happen in store and the risks retail staff face every day when simply just earning a living.
Goran Raven, Raven’s Budgens, Abridge, Kent
‘Retailers will end up paying for Lotto changes’
RETAIL Express ran a story on upcoming changes to Lotto and Lotto Hotpicks in its 19 May issue, but I feel there was too much emphasis on the good side of the Lotto refresh. It didn’t highlight the bad side enough, which was around the lowering of prize payouts to pay for the changes where players will get two lines for £2, instead of one line.
Guess what? Who has to pass on the good news when the customers come in to
collect their prize money? Us retailers who will have to put up with the hassle of customers asking why they’re getting less money. A previous prize of £30 has been reduced to £10, for example. Allwyn needs to do a U-turn on the lower prize payouts and the customers should not have to pay for the changes. At the very least, the costs could be shared?
Jason Byrne, Kingswear Post Of�ice, Devon
An Allwyn spokesperson said: “For reassurance, when we tested the new Lotto format with players, they told us they valued having two chances in every draw to win £1m+ (at both the jackpot and match 5+Bonus Ball tiers). This was with the understanding that some lower-tier prizes were reduced.
“Regular Lotto players are expected to win more often and can win more than once in a single draw, meaning they will see a net increase
in prize money over the year for the same ticket price. All retailers will be provided with player-facing lea�lets in their Lotto ‘launch box’, which can be provided when paying out prizes.
“We expect the new game to drive stronger sales, supporting higher retailer commission. The new format will also boost in-store footfall. We’re grateful for the support from all our retail partners in making this game change a success.”
Make your shop inviting
YOUR storefront is incredibly important for encouraging people to come through the door, so you need to make it count. But your storefront isn’t your only storefront. You also have an online presence, which is also important and needs to be looked a er.
One of two leading retailers shares his thoughts on the challenges in
In the physical world, you have to make sure any promotions in your windows are up to date because, otherwise, you’ll get disgruntled customers coming in asking for deals that no longer exist. We clean outside the shop daily as well. We try to avoid posters in our two windows at the front because it would mean we can’t see out and people can’t see in, so they might think we’re closed.
I own the land outside my store, so I have A-boards, wobbles and bollard covers out there to draw attention. It drives footfall, but unfortunately we can’t ever quantify how much.
Online, you need to be thinking about what will be impactful and powerful. When it comes to social media, don’t make it too much about what the store can o er, but focus instead on what you actually do.
We’re a family-run business and we support the local community, whether it’s food banks or helping the homeless. We want to shout about the support we o er on social media.
You need to build your identity on Google as well because that is where a lot of people will look for and nd you store. You need to ensure your opening hours are up there and up to date.
You need high-impact images of the outside of the shop, both during the day and at night so they can relate to it, as well as pictures of each and every aisle. Don’t worry too much about the detail of what’s on the shelves – you want them to come and nd that out themselves.
Bobby Singh, BB Nevison, Pontefract
SWEETEN YOUR SALES
SHYAMA LAXMAN talks to retailers and suppliers to get the lowdown on driving sugar confectionery sales
SUGAR CONFECTIONERY STAYS STRONG
CIRCANA gures indicate the UK sugar confectionery market is valued at more than £600m in the convenience sector and represents about 30% of total confectionery sales in the channel.
“It is a hugely resilient category and saw growth of £6m in the past year,” says Duncan
Tyrrell, head of category at Haribo.
Vidur Pandya, of Kislingbury Village Store & Post O ce in Northamptonshire, says while sales in the rst four months of 2026 have been flat due to lack of any major launches, long-term sugar confectionery has remained in growth, part-
ly due to rising cocoa prices.
“If you look at the Haribo range, the price has remained the same versus the price of Cadbury’s, which has gone up multiple times in the past 12 months,” he explains.
Elsewhere, Vas Vekaria, of Kegs N Blades, in Bolton, Greater Manchester, says
RETAILER
VIEW
Andy Miles, Dike & Son Ltd, Stalbridge, Dorset
sales have remained “steady”, with the category making up 30% of his overall confectionery sales.
“It is just one of those things that ticks over for us. So, we leave this category as is. We rarely promote it because it just goes anyway,” Vekaria explains.
“WE run reports every six months, come up with a number we think is fair and say if we are not selling 10 of a particular line over a month, then it is not worth having. We replace those lines with things we have never had before and refresh the range because customers like that, as otherwise it can get boring.
“From a grocery point of view, nothing really tends to change much. But with sweets, you can a have bit more of a play with the category. Companies such as Holleys Fine Foods or Bonds are quite good on ‘weird and wonderful’ things that you don’t see in every shop. As good as Co-op is, it is for mainstream products, whereas the likes of Bonds, which is a massive confectioner, o ers more exciting lines that you can get in quicker and keep the category alive.”
CATEGORY
SUPPLIER VIEW
Lauren George, external communications manager, Mars Wrigley
“CONSUMERS are increasingly looking for value, particularly as high levels of inflation continue and disposable income is squeezed. That doesn’t necessarily mean value through price; we have seen propositions that have gained traction with shoppers, including personalisation, limited-edition flavours, retro propositions and, of course, premiumisation.
“Personalisation remains popular, but not just in the form of customised packaging for special occasions; we are seeing it take the form of consumers seeking out products that support individual dietary preferences and lifestyles. This means vegan options, reducedsugar variants and even functional confectionery with added bene ts.
“Ingredient transparency has become paramount, with consumers scrutinising labels, seeking recognisable components and avoiding arti cial additives.
“Products with ‘free-from’ credentials, whether that’s palm oil, arti cial colours or added sugar, are enjoyed as healthier choices, even when they remain rmly in the indulgent category.”
HARIBO, Bebeto and Maynards Bassetts are the brands performing well for retailers.
Vekaria has recently introduced the full Bebeto range comprising Freeze Dried, Gourmet and Pencil sweets.
“We have loads of kids who are Muslim in our area, and Bebeto is halal and vegetarian,” he says, adding that it performs better than others because of his demographic.
“I also bought Barratt Sweets quite cheaply, but didn’t realise they weren’t halal. I sell
NAMES DRIVING THE CATEGORY
them for 79p and get them for 50p, so still making 29p a bag.
But I don’t think it will be a big seller for us. Everyone’s area is di erent, so it depends on your demographic what you sell,” he says.
Meanwhile, Andy Miles, assistant store manager at Dike & Son Ltd in Stalbridge, Dorset, o ers a range of sweets from Barney Jack’s, which he sources via Holleys Fine Foods.
“It has nice packaging, though it’s not the cheapest sweet out there. We sell a
similar version that Co-op does which is a lot cheaper, but Barney Jack’s has given us a lovely wooden stand for free, which helps the item sell,” Miles explains, adding that a 180g bag retails at £2.25 as opposed to £1.25 for a similarly sized bag in other brands.
Miles continues that World of Sweets’ Bonds of London is another well-performing line in his store, with the £1.25 pricemarked packs (PMP) doing especially well. Miles says his main demographic comprises
farming communities, and while it can prove tricky to cater to all kinds of dietary preferences, concepts like ‘vegan’ and ‘vegetarian’ are becoming more mainstream. Towards that end, he o ers sweets from a brand called Free From Fellows, sourced from Holleys Fine Foods. Retailing between £2.25 and £2.29 – these are vegan, gluten-free, vegetarian, dairyfree and sugar-free. Elsewhere, Pandya o ers Rowntree’s, which is vegan, and Haribo’s vegetarian strawberry flavour.
RETAILER VIEW
“WE nd that people who are looking for vegan alternatives tend to turn towards sweets rather than chocolates, because they get a wider range of choice o ered by big brands. Fewer brands o er vegan chocolates
“Moreover, if you don’t like the taste of the protein or ingredient that’s been used to make it vegan, you are not going to purchase the product again. Whereas with national brands such as Haribo and Bebeto, the taste is standard, so consumer con dence is higher when it comes to dietary requirements.”
TRENDS MAKING INROADS
“IT depends on what the kids are eating in the playground. It might not be national, but what’s popular might vary area-wise,” says Vekaria, who sells more sugar confectionery to children than he does to adults, so much so that sales drop when kids break for summer holidays.
“About four weeks ago, they went mad on Starburst. I couldn’t get them quickly enough – the reds, the original and the minis,” he explains.
While he has in the past o ered the likes of American confectionery, Vekaria says once shoppers have tried them, they don’t return for more. He further adds that he has a sale-or-return range from Bobby’s, though hasn’t found much traction, not least because of the higher price point of global lines, which can be anywhere between £3.50 and £4.
Meanwhile, Pandya – who used to o er global confectionery but doesn’t anymore –says it’s just easier to stick to products that are in multiple wholesale streams to ensure steady availability. When he does stock global lines, it is not on a regular basis.
Even so, both Pandya and Miles rea rm the continued popularity of the viral Shades by Nico, which was launched by YouTuber Niko Omilana in 2025. Retailing at £1.99 a bag, Pandya sells 15-20 bags a week of the vegan and halalcerti ed sweets, adding an extra £119-£160 to his tills each month.
Meanwhile, Miles says sugar confectionery sales have increased by 10% year on year, and while not directly attributable to Shades by Nico, viral lines like these keep the category interesting, which otherwise might not witness constant innovation.
NEW PRODUCTS
Launches to get behind
Gumi Yum Surprise Minions range
World of Sweets has unveiled the latest launch from Gumi Yum Surprise – a Minions range, available now – ahead of the release of Minions & Monsters in cinemas on 1 July. The range is available in 26g single units, packed 18 per case, with an RRP of £1.50. It is distributed via Bobby’s, World of Sweets eld sales and national accounts, and Hancocks cash and carry.
Nerds launches Cherry Lemonade Gummy Clusters Nerds has expanded its UK range with the launch of Cherry Lemonade Gummy Clusters. It follows the breakout success of Nerds Gummy Clusters in the US, owing to social media appeal and attention from Gen Z consumers. In the UK, the brand is worth £30m, growing at 45% year on year, according to NIQ gures. It is available now from Booker at an RRP of £2 (113g pack), and joins the existing Fruits and Berries flavours.
Haribo launches Rhubarb & Custard Rolls
Haribo has expanded its portfolio with the launch of Rhubarb & Custard Rolls. It is available in 140g sharing bags in plain (RRP £1.25) and PMPs. The launch follows the success of Haribo Nostalgix in 2025, with Haribo Rhubarb & Custard Rolls building on the original Nostalgix mix of Cola Cubes, Pear Drops and Pineapple Cubes.
Swizzels Squashies Cherry Cola
Swizzels has expanded its PMP confectionery range with the addition of Squashies Cherry Cola. It is available in 120g bags in £1.15 PMP and joins the current Squashies PMP range, which includes Squashies Original, Sour Cherry & Apple, Bubblegum, Strawberry & Cream and Rhubarb & Custard.
Nestlé launches Rowntree’s Lollies range
Nestlé has launched a Rowntree’s Lollies range, inspired by Rowntree’s Ice Lollies. The fruity flavoured sweets include three variants: Fruit Pastilles Lollies, Sour Watermelon Lollies and Mango Lollies. The range is available in 130g sharing bags, retailing at £1.50.
Vidur Pandya, Kislingbury Village Store & Post O ce, Northamptonshire
SELLING IN THE SUMMER
The summer season is prime selling time for alcoholic drinks. CHARLES WHITTING nds out how retailers can maximise their sales in the sunshine
THE SUMMER UPLIFT
WHILE retailers sell alcohol throughout the year, summer is the main season to cash in, with more people out and about, longer days encouraging larger-scale gatherings and – this year in particular – major sporting events capturing the public imagination.
However, retailers shouldn’t just assume the sales will be high throughout the summer. Ultimately, it is the weather that determines sales, and the British summer can be unpredictable.
“Beer and cider sales increase when we see good weather, and there is a continuous value uplift between June and August across impulse, convenience and
grocery stores,” says Alexander Wilson, category and commercial strategy director at Heineken UK. “Summer sales fluctuate depending on weather conditions. For example, we noticed an anomaly in July last year, resulting in value dropping due to the weather as the Met O ce reported contrasting conditions in a cool and dull July.
“In the rst weeks of August 2024, during the sunniest spells, the value of beer and cider peaked – so we recommend that retailers pay close attention to weather forecasts and maximise sales opportunities by ensuring good availability of beer and cider stock ahead of sunnier periods.”
CATEGORY ADVICE SUMMER ALCOHOL
WHAT ALCOHOL LINES TO STOCK
THE alcohol category is vast and ever-changing, with launches and viral trends offering opportunities for surges in sales from one week to the next. However, with summer in mind, there are six areas retailers should invest in expanding and promoting: rosé wines, larger multipacks, alcoholic
ready-to-drinks (RTDs), beer, cider, and low- and no-alcohol lines.
“During the summer, we tend to see more demand for lighter styles of beer, premium world lagers, flavoured beers and alcohol-free options,” says Liam Fidler, head of o -trade at Damm UK.
Matthew Hunt, from Filco Supermarkets in south Wales, agrees, citing “party drinks, rosé and no & low” as the categories to focus on. “I was in France and everyone was drinking rosé,” he says. “It’s clearly a trend.”
The rise of no- and lowalcohol drinks (no & low) has
seen the category transformed from a point of di erence into an essential part of any store’s overall o er. With long summer days extending the time spent socialising and drinking, people are keener to moderate their drinking, making summer the time when retailers should expect demand to surge.
RETAILER VIEW
Tony Hewson
KeyStore Express Central Stores, Middleham, North Yorkshire
“WE mix up our four-packs and don’t just do four-packs of pints. We also have the 440ml four-packs, because people don’t always want to drink a pint. We did a lot of work with Heineken on that and they convinced me to get those two di erent sizes. And we saw a 15-20% upli in our canned beer sales by having two di erent can sizes on o er. Don’t be afraid to try something di erent.
“This year, we’ve also been going with smaller bottles of chilled white wine. People are more health-conscious and they might not want a full bottle of wine, but maybe two small 175ml bottles instead. We got them in for Easter and they’re selling really well.”
Summer trends
Flavoured beer
“Flavoured beer is one of the fastest-growing trends in the UK, with Damm Lemon up 126% in retail sales volume over the past year,” says Damm UK’s Liam Fidler.
Craft beers
“Craft ale is doing well for us,” says Ronak Patel, of Budgens Arbury in Cambridge. “We’re still tapping into that market, but we have single cans on o er for £3-£9 and people are still buying them. It’s a unique taste and it brings di erent people in.”
Low & no
“This year, there is a continued focus on moderation, with consumers often alternating between alcoholic and non-alcoholic options, driven by a focus on health, changing social habits and the general need to feel in control of consumption,” says Fidler.
Premium value
“Traditionally, retailers and suppliers have viewed the cider category with three clear price segments –value, mainstream and premium – but we are seeing the establishment of a top tier in value, which is attracting customers who are looking for great quality drinks at reasonable prices,” says Natalie Marshall, trade marketing manager at Aston Manor Cider.
CATEGORY ADVICE SUMMER ALCOHOL
THE IMPORTANCE OF MULTIPACKS
WITH gatherings on the rise in the summer months, having a strong range of multipacks allows people to stock up or to bring a decent gift to a party.
Many retailers report an increased demand for far larger multipacks, with 10-packs seeing considerable growth. In addition, multibuy deals can o er customers the opportunity vary their choices while still boosting overall basket spend.
“Free up as much space as you can in the chiller, and ll
it with a range of beer styles; many retailers still keep ales on the ambient shelf, which is missing an opportunity,” says Giles Mountford, head of brand marketing at Badger Beers. “Retailers can consider o ering ales on price deals, such as four bottles for a set price, which encourages customers to purchase several beers, while still making a healthy margin.”
Stores with the fridge space are advised to put as many
multipacks in the fridge to add to their appeal. Ronak Patel, of Budgens Arbury in Cambridge, says his chillers are full and wishes he had the space to put his 10-packs in the fridges as well.
“We’ve invested in new fridges, so rather than having products on the shelves, we have them in the fridge,” says Tony Hewson, of KeyStore Express Central Stores in Middleham, North Yorkshire. “People want chilled products.”
THE SUMMER OF RTDS
IWSR data indicates that RTDs are one of the few alcohol categories in growth, with consumers drinking not only more frequently, but also increasing where they buy from.
Meanwhile, research rm Attest says in the UK, 41% of consumers now shop in the RTD category, making it one of
the most exciting and accessible spaces in the UK drinks industry.
“This year, the weather will help enormously,” says Hunt. “The RTDs are basically a party drink and I can see there’s growth in that. We’ve been in touch with Au Vodka, which is a Welsh company,
and it wants to make more effort with retail. It’s got some interesting stu coming up this year.”
That being said, retailers can still drive strong sales of bottled spirits and mixers to encourage a greater variety of serves and a sense of occasion in the home.
“Creating cocktails in the home is a fun addition to proceedings and allows the group to participate together and join in a shared activity,” says Chris Jones, managing director at Paragon Brands. “Cocktail culture and mixology at home are thriving, and there are clear trends to be jumped on.”
Asahi
NEW BEERS and CIDERS
Launches in beer and cider
Asahi UK has launched new 440ml can multipacks across its brands. Peroni Nastro Azzurro is available in a 10x440ml multipack format, while Asahi Super Dry comes in a 4x440ml pack.
Efes Pilsener
Sunrise Beverages recently announced the launch of Turkish lager Efes Pilsener in the UK. Available in 660ml bottles, a 4x440ml can multipack and a 10x330ml multipack, it is driven by strong distribution in UK Mediterranean-led restaurants.
Sheppy’s
Sheppy’s Cider launched its 200 Cider in a 440ml can format. The cider has a 4.8% ABV and is available as a single can (RRP £2.05) or a 12-pack (RRP £23.40).
Thatchers
Thatchers has launched Thatchers Blood Orange 0.0%, which is available in 500ml bottles (RRP £2) and 4x440ml can packs (RRP £4).
Madrí Excepcional
Molson Coors Beverage Company has expanded the Madrí Excepcional brand with the launch of Madrí Excepcional Limón, available exclusively to independents through Booker and One Stop. It has a 3.4% ABV and an RRP of £5.99 for a 4x440ml multipack.
BrewDog
BrewDog has extended its price-marked pack (PMP) range with the introduction of Lost Lager and Cold Beer Pint Can four-pack PMP. Cold Beer (3.4% ABV) is available at £5.49 for 4x568ml PMP cans and BrewDog Lost Lager (4.5% ABV) 4x568ml packs are available in £7.25 PMPs.
Cruzcampo
In March, Heineken introduced Cruzcampo Sevilla Orange, brewed with Seville oranges. It has a 3.3% ABV and is available in 4x440ml can format.
Stock
up on
Foster’s,
the Official Partner of PDC darts
Foster’s lager is the most widely available Core Lager.1
Foster’s Shandy has a 5% value share of flavoured beer.2
CATEGORY ADVICE SUMMER ALCOHOL
SUPPLIER VIEW
David Relph, commercial manager, Vogo
“WHEN it comes to alcohol, many shoppers will be stocking up on portable, easy-to-carry, convenient RTDs that bring the flavour and fun – which they can consume on the way or take to the party. RTDs and shotstyle drinks for quick consumption are key for these moments, so retailers should review and refresh their ranges now in time for the lucrative summer season.
“Retailers who embrace the summer season with bright displays, new products, and well-stocked shelves and chillers will make a memorable mark on the day for the shopper, and will certainly see a spike in sales.
“Smaller stores and independents can be quick o the mark to stock new products and can replenish stocks depending on shopper preferences. Talk to customers to glean important feedback on new products and nd out their favourites – that way, stores can become the go-to destination for customer favourites for festivals.”
THE LATEST RTDS
Launches for your shelves
Aperol Spritz RTD
Campari Group has launched Aperol Spritz To Go, a canned RTD with an ABV of 5%. It is available in 250ml cans and has an RRP of £3.
Whitley Neill RTDs
Halewood Artisanal Spirits has launched two RTDs from its Whitley Neill gin brand. Rhubarb & Ginger Gin with Ginger Ale and Yuzu & White Strawberry Gin with Lemonade come in 250ml cans and have an RRP of £3.25. Their ABV is 8.3%.
Vogo
A new concept within the RTD category has launched. Vogo is a range of four premixed vodka cocktail ‘shots’ which come in 35ml pouches. Aimed at 20-to-35-yearolds, they have an RRP of £1.85 and an ABV of 15%.
WKD
WKD has expanded its portfolio with the launch of the WKD Cocktails range, which features three flavours: Cheeky V, Venom and Blue Lagoon. Retailing at £3.10 for a 330ml cans, the RTDs have an ABV of 6.5%.
Quadz
Global Brands has launched a vodka-based RTD called Quadz. Available via Amazon, it comes in four flavours: Blue Razz, Cherry Daq, Lime Marg and Pink Marg. It is available in 200ml bottles, delivering 18.8% ABV.
PLAN FOR THE BIG OCCASIONS
IT’S no secret that the major sales opportunity of the summer is the upcoming FIFA Men’s Football World Cup, with many retailers anticipating strong alcohol sales o the back of the tournament.
“With the World Cup, we’ve been planning since December, when there were lots of sales of alcohol,” says Patel. “We’ve ordered pallets of stu when it was on promotion to last us to
the end of the World Cup. And speaking to Nisa, they have big plans for more big o ers throughout the tournament.”
Retailers should consult their diaries and ask around to nd out what other summer occasions and events are exciting their customers. When it comes to these occasions, people will often be searching for quick and easy solutions, so making things simple is a good
way to improve their experience and boost basket spend. Linked deals for non-Scottish retailers, complementary lines positioned close to each other and PMPs can simplify shopper decisions.
“We are seeing a lot more support for PMPs, which is driving growth for the beer category, delivering a higher perception of value to shoppers by providing clear and trans-
parent communication of price from retailer to consumer,” says Georgia Ladbrook, shopper marketing manager for impulse at BrewDog.
“By displaying the price directly on pack, it removes any uncertainty or hesitation around cost, which is particularly important in independent retail environments where shelf-edge labelling can be inconsistent or unavailable.”
What’s new from MOTH?
WITHIN the ready-to-drink (RTD) category, premium options are helping drive growth. Shoppers say ‘quality’ is the most important factor when shopping for RTDs1.
MOTH is responding to this demand, now worth £25m in the UK o -trade and growing annually by 74%2. In impulse and convenience, the brand is growing even faster, having increased sales by 194% in the channel in the past year2.
MOTH RTD COCKTAILS
The brand o ers a strong range of flavours and is also at the forefront of premiumisation in the category, driving 8% of RTD growth in the UK o -trade market3.
MOTH RTD cocktails are helping to drive sales in convenience to fresh heights with premium options and new flavours that respond to the trends shaping the category
To capitalise on growing market trends, the brand has recently added Mango Margarita and Strawberry Daiquiri varieties to its range. Margaritas and daiquiris are now the number one and number four cocktails in the UK o -trade, respectively1, giving MOTH a wider customer base to draw on.
Ethan Hogan, head of o -trade, MOTH
“AS the RTD category continues to grow, we’re seeing great momentum in convenience, particularly at the premium end of the market as consumers are increasingly looking for bar-quality drinks that they can pick up quickly for social occasions. For retailers, the key is visibility and accessibility to capture impulse purchases –keeping RTDs chilled, clearly signposted and easy to nd.”
CATEGORY ADVICE
CIGARETTES & ROLL-YOUR-OWN
WHAT’S HAPPENING IN THE TOBACCO CATEGORY?
Tobacco has always been a footfall driver, but with the growing illicit trade and new legislation, what’s driving tobacco sales? TAMARA BIRCH nds out
WHAT’S DRIVING TOBACCO SALES?
UNSURPRISINGLY, value and price-conscious consumers are driving purchasing habits, with many asking for what’s cheapest.
Craig Warren, of The Corner Stores (Costcutter) in Bury St Edmunds, Su olk, says his biggest seller is now Mayfair Gold.
“Tobacco is being driven by price,” he says. “Last year, Embassy Gold was a top seller, but that’s declined rapidly because customers can’t a ord them anymore.”
Vince Malone, of Tenby
Stores & Post O ce in Pembrokeshire, is also pushing value tobacco brands, such as Mayfair Gold, Paramount and Lucky Strike.
“Some customers will ask for premium brands, such as Carlton and Benson & Hedges Gold, but they tend to be more traditional shoppers, and are far and few between now,” he says. “The question we get asked the most on tobacco is ‘what’s your cheapest?’.”
A few years ago, this mission was exclusive to roll-yourown (RYO) tobacco, but Malone
says this has now expanded to cigarettes.
“Some customers don’t like the process of making the cigarette themselves, so they always bought cigarettes, but they are now just as price-conscious and will buy the cheapest options,” he says.
This insight is backed by Andrew Malm, UK market manager for Imperial Brands, who says economy and value products now account for 72% of cigarette sales.
“Price remains key as economic pressures continue to
bite, meaning many customers are shopping around to nd products which give them an enjoyable smoking experience without hitting them too hard in the pocket,” he says.
However, he echoes what Malone says in that there are plenty of customers who remain brand loyal, willing to pay a premium for a familiar, trusted brand.
“This is especially the case in RYO, where the premium price sector holds the largest share of the market at 37%,” says Malm.
CATEGORY ADVICE
CIGARETTES & ROLL-YOUR-OWN
THE FUTURE OF TOBACCO
WHILE tobacco sales have been on a steady decline for the past few years, the Tobacco and Vapes Bill, which received Royal Assent in May, brings the future of the category into question.
The category impact from the Tobacco and Vapes Act will remain unknown for quite some time, but both Malone and Warren are mak-
ing moves now to future-proof their stores and their customers against all possible changes.
Warren, for example, says he would expand further into next-gen nicotine, focusing on nicotine pouches and vapes. He adds that his sales of tobacco have been declining steadily over time.
“I think sales are declining
because, ultimately, it’s too expensive and people are transitioning to vapes,” he says. “In 20 years, it’s unlikely the category will exist.”
In the event that tobacco ceases to exist, Malone has future-proofed his store.
Not only has he recently undergone a re t, but he’s looking towards other categories that will be more successful
long term.
The key is not only o ering the right range of products for your customers until otherwise, but talking with your customers about the changes and o ering alternatives should the worst happen.
“Remind yourself what good customer service is and how you engage with them,” Malone says.
SUPPLIER VIEW
Andrew Malm, UK market manager, Imperial Brands
“AS always, it’s very important for retailers to ‘follow the money’. Sales of value products continue to burgeon, so there is a clear need to focus e orts there. However, it is worth remembering that premium products can carry a higher margin than economy, and value products and will always retain a loyal group of smokers, so we would advise against removing these products from any store completely.
“Meanwhile, we are seeing that more and more retailers are now engaging proactively with customers to understand what they are looking to purchase. This intelligence then drives decisions around how ranges are tailored on a store-by-store basis.”
Tobacco and Vapes Bill becomes law
The Tobacco and Vapes Bill has o cially become law after receiving Royal Assent, introducing a generational smoking ban and new restrictions for retailers. The legislation makes it illegal to sell tobacco to anyone born on or after 1 January 2009, as well as tighter rules on the advertising and sponsorship of tobacco products, alongside powers to restrict branding and in-store displays. The law also includes strong enforcement powers and the ability to implement a retail licensing scheme aimed at tackling illicit tobacco and vape sales.
JTI launches B&H Leaf Wrapped Cigarillos
JTI has unveiled Benson & Hedges Leaf Wrapped cigarillos, available in England and Wales only. Available now from all wholesale depots, the launch will be supported by promotional campaigns, trade PoS, wholesale promotions and activations in selected depots.
MAINTAINING PROFITABILITY
FOR now, Warren is focusing on maintaining an 8% margin on tobacco, which he achieves by selling above RRP, but adds that doing this is about nding the right balance.
“We know if we go too high, people won’t come in, but also any amount of margin is put-
ting money in your pocket,” he says. “Making something is better than nothing.”
Malone’s sales, however, have increased year on year for the past 18 months. He says this is because of no illicit tobacco trade locally and keeping prices fair.
“There are plenty of incidents of illicit tobacco happening across the UK and it’s awful, but locally, I don’t think there’s anyone selling illicit tobacco, which helps,” he says.
On the pricing front, Malone keeps to RRP and says it makes him competitive compared to other stores in nearby towns.
“Customers are savvy and if retailers are pricing 30p-60p above RRP to bolster their margins, it can have an impact,” he says. “Customers know when they’re paying more and won’t pay it all the time.”
CATEGORY ADVICE CIGARETTES & ROLL-YOUR-OWN
SUPPLIER SUPPORT FOR STORES
TO help sales, retailers have been utilising loyalty and rebate schemes to help o er competitive prices, as evidenced by Warren.
“We’re lucky enough to work with JTI and its programme,” he says. “It means we can o er Mayfair Gold cheaper than its RRP, which helps customers come back for repeat
buys. It’s part of an incentive programme.”
Warren also works with Imperial Brands on a similar concept. While Malone is part of the same schemes, he says he also works with suppliers for their industry knowledge.
“We work with suppliers as much as possible, including tobacco suppliers, for their
insights, and it’s then our job to take those insights and see how we make them work in our store,” he says. “Not everything will work, but we listen to their solutions and see how it will work for us.”
This insight includes legislative updates and product knowledge, which is what Imperial Brands o ers through its
Ignite app.
“Accessible via a mobile app, it provides retailers with up-to-date category, legislation and product news,” Malm says. “Retailers can also ensure their sta stay informed with pointers to relevant sta training opportunities, and access exclusive o ers or incentives to drive sales.”
SUPPLIER VIEW
Erika Viveiros, marketing director, JTI UK
“MORE than 70% of shoppers who purchase tobacco say it is the main reason for their visit, and the majority of tobacco customers said price is important when purchasing the product in store, therefore retailers should ensure they remain competitive by selling at RRP. Retailers can take advantage of the Margin Calculator on JTI360 – JTI’s retailer hub – to establish their pro t per pack of JTI brands, making it easier to set competitive prices without sacri cing pro tability.”
TACKLING THE ILLICIT TRADE
ILLICIT tobacco has been a signi cant issue in the UK for many years.
According to Dale Stacey, communications manager at JTI UK, there have been yearon-year increases in reports to HMRC of these products since 2020.
Not only is this illicit trade fueling organised crime at home and abroad, it also has serious rami cations on the incomes of honest retailers.
“Our research shows that more than 90% of consumers surveyed are alarmed that the illegal tobacco trade is fuelling organised crime, and more than a third of respondents (38%) want stricter enforcement,” Stacey says.
“Currently, four in ve (81%)
of those surveyed believe there is not enough enforcement to stop illegal tobacco sales. More needs to be done at a government level to tackle the illegal trade.”
The overarching sentiment from retailers is feeling out of control. “There isn’t much we can do about illicit trade except to keep reporting it,” says Warren. “We report it as often as we can, but I think the Bill will only fuel it.”
Malone says retailers and the industry need to be more vocal about illicit trade, lobbying the government to increase budgets on Trading Standards and ensure that those convicted aren’t able to operate again.
JTI UK has launched its ‘It Costs More Than You Think’
campaign to investigate the prevalence of illegal tobacco across the UK, and to raise awareness of the issue with both consumers and retailers.
“Our dedicated campaign microsite provides retailers and consumers with the tools to report illegal tobacco sales and provides support on how to engage with politicians on this critical issue” Stacey says.
“This year, we are also adding the results of our local undercover test-purchasing operations to the site to demonstrate the scale of the illegal tobacco market across the country.”
You can report suspected illicit tobacco sales anonymously via Crimestoppers, HMRC or Trading Standards.
ADVICE
DEALING WITH SHORT-TERM INCONVENIENCE
CHARLES WHITTING nds out how retailers maintain customer interest in the face of electrical failures or nearby roadworks
1
Barry Patel, Nisa Marsh Farm, Luton, Bedfordshire
“WE do a lot on social media and we are on a local Facebook group where we talk to people and let them know what’s going on and that we’re still open. That’s whether it’s a bank holiday or road closures outside the shop.
“We pay for Facebook advertising as well to reach out within a three-mile radius of the shop. We’ve had roadworks at one of our shops and we did see a drop in footfall, because if people have to go all the way around because a road is closed, they might just go somewhere else. If you let them know how they can easily make a detour online, though, that will help.
“Community groups are the best way to handle these things. If you can support the pages in any way, then they’ll usually let you post more often. The group cares about the residents, so if they know the shop being affected will affect them, they’ll post something about it.”
“WE’RE in a new-build estate and the area is constantly being redeveloped, whether it’s internet, electric or water mains. And very rarely is it planned or communicated to us or the residents.
“We’re on the Facebook community pages and we’ll let people know about how long it will take. Then we make sure to thank people who’ve gone out of their way to come to us. We’ll do stories on the Facebook page saying we’re still open and coming up with alternative routes to get to us.
“Sometimes we’ll make a joke about it on social media or set up a countdown clock until it’s �inished. A bit of humour really helps rather than having a moan. We’ll also put extra staff cars in the car parks and extra signage outside so people know we’re open. And when the roadworks are all done, check they’ve removed all the diversion signs. I’ve had to move a few myself that they forgot to take.”
“IT’S a two-step process. First, remember that you can only control the controllables, so don’t get wound up by power cuts or roadworks. You’ve got to stay calm.
“After that, it’s all about using social media to keep people informed. Communication is the most important thing you can do at this point. People don’t want to waste a journey, and they’ll prefer it if you’re transparent and just post something saying ‘we’ve got no fuel or electricity is out, so the shop is closed’.
“We drip-feed things on social media so people don’t forget who we are, what we do and why they came to us in the �irst place. After we get the shop or the road reopened, we avoid price-focused deals to try to get people to come back to us. They won’t come back to you for a cheaper Mars bar. Instead, we’ll highlight a local product from a local supplier and focus people’s attention on that.”
In the next issue, the Retail Express team nds out how retailers can boost their Google rating. If you have any problems you’d like us to explore, please email
Every business faces something like a road closure, so what do retailers do to mitigate its impact? – Alpesh Shingadia, Londis Southwater, West Sussex
