Retail Express - 3 November 2020

TO NO GOOD

• Amazon and UPS secret deal gives stores more work, higher Covid-19 risk and low reward • PayPoint brands UPS-Amazon tie-up ‘not appropriate’ for stores

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3-16 NOVEMBER 2020 STRICTLY FOR TRADE USERS ONLY

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23/10/2020 10:54

BUSINESS RATES DELAY

PROTECT STAFF WELL-BEING

THE CASE FOR MENTHOL CIGARS

Government bill to delay revaluation of ratable values until 2023 approved

Headspace boss explains the need for mental health support for crisishit shop workers

Could the December seasonal spike drive sales of these lines in your store?

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BOOST YOUR SALES WITH THE MUCH-LOVED PINT CAN FORMAT Pint can sales grew +£36 million last year with 60% of shoppers only buying this format.*

From 19 October 2020, Stella Artois and Budweiser will only stock pint and 440ml can formats in the UK ©2020 AB InBev UK Limited, all rights reserved.

88768_Multibrand_Retail_Express_Print.indd 1

*Source: Nielsen Scantrack 29.02.20 | Impulse channel

23/10/2020 13:05

CHOOSE YOUR PARTNER Four fascias reveal how they have supported stores through Covid-19 lockdown P16-20 FOCUS ON FASCIAS

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3-16 NOVEMBER 2020 STRICTLY FOR TRADE USERS ONLY

Who can you rely on?

RETAIL EXPRESS helps r partne In a year like no other, have the right fascia you make sure you looks increasingly

FOCUS ON

FASCIAS

lifetimes symbol groups. As likely, other lockdowns and Brexit fascias and few chain consee over the next AT the start of 2020, resulting supply cause of you’ll inevitable, and the likes of Costcutter, was the biggest everyone. pages, Extra, Nisa and Spar cerns seem hasn’t gone uncertainty for Local the Brexit, of course,sure you’re a pandem- Go all responded to But since then, away. Making recession have by adjusting their partnered with the right ic, protests and the challenges retailers. fascia has have made uncertainty services to support symbol group or it be �iltering the never been more important. new normal. no one Whether abreast January, pro�iled in retailers Back All companies the news to keep could have predicted to of what affects them, provid- here have plans to guide their evolvall come 12 challenges we’d support on meeting new partners through the next ing t standards, or your chance face, or that independen up very ing hygiene their stores op- months. Now’s the steps retailers would end ideas to keep to read about line. the highest level. much on the front taking, and to hear have erating at is set to they’re who’ve already While many stores withThe fact is 2021 2020. from retailers faced these challenges others be just as uncertain as support. received of our out supplier support, their The biggest recession from have bene�ited

TO NO GOOD

• Amazon and UPS secret deal gives stores more work, higher Covid-19 risk and low reward • PayPoint brands UPS-Amazon tie-up ‘not appropriate’ for stores P3

BUSINESS RATES DELAY

PROTECT STAFF WELL-BEING

THE CASE FOR MENTHOL CIGARS

Government bill to delay revaluation of ratable values until 2023 approved

Headspace boss explains the need for mental health support for crisishit shop workers

Could the December seasonal spike drive sales of these lines in your store?

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P4

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our say

Megan Humphrey, editor

The five biggest stories this fortnight 01

Retail Express stands with you I DON’T think retailers have ever had to react as quickly as they have this year. Ever since the pandemic took over, the convenience industry has been faced with change, almost every week.

It genuinely feels like it hasn’t stopped, and there’s no sign of it slowing down. New restrictions are met with new guidelines for customers to adhere to in store, and extensions to already announced financial schemes are coming thick and fast. It’s a lot to ask an independent retailer to stay up to date with when they are operating a business, in a lot of cases single-handedly.

That’s why we have made it our responsibility to stay clued up, so that we can put all the news you need to know about in one place. Although it’s our job to decide what stories fill the pages, we couldn’t do it without your help.

During a time when most retailers have been worrying about how their business is going to survive, nobody has ever turned down a phone call with a member of the Retail ALTHOUGH IT’S Express editorial team. It still OUR JOB TO FILL astounds me how optimistic retailers are staying, as they THE PAGES, WE constantly look for new ways to COULDN’T DO IT remain successful in one of the world’s most challenging times.

WITHOUT YOUR I want to thank each and every one of you who take the time out HELP of your day to read, and contribute to, Retail Express. As we enter a difficult winter period, I want to reinforce that we are standing with you. If you have a story to tell, or even want us to lend an ear to hear how you’ve been coping this year, please do give me a call.

Relief over business rate change postponement

Ken Singh, of Mill Hill James Lowman stating it would “give local shops more Stores in Pontefract, added: STORES in England and time to recover from the im- “It’s expected, but the support is welcome for small Wales no longer face the pact of coronavirus”.

The move follows a ‘retail businesses. However, I’m prospect of major property rateable value increases in holiday’ on rates bills for not 100% optimistic because most stores in the current nothing comes for free, and April 2021.

I’ll expect an increase in busiA bill approved by MPs 2020-2021 tax year.

Mike Nichols, of Costcutter ness rates once the reevaluain October means revaluations of each business prem- Dringhouses in York, said: tion does come round.”

While good news in the ises’ rateable values will now “It’s good we’re getting this take place two years later, in kind of support during such short term, a similar twoa challenging period, other- year postponement in the April 2023.

The ACS welcomed the wise small businesses won’t 2015 revaluations to 2017 was blamed for rates bills move, with chief executive survive for the long term.”

ALEX YAU

for some stores more than doubling. The ACS called on the government to recommit to revaluations every three years and to allow stores to offset their bills against store improvement costs in order to reduce the impact in 2023.

Want to find out more about government business rates policy changes? Contact Retail Express on 020 7689 3358

FOR MORE ON THE LATEST BUSINESS RATES EXTENSION, HEAD TO THE OPPOSITE PAGE @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 3357 Features editor Daryl Worthington @DarylNewtrade 020 7689 3390 Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361 Editor in chief (maternity cover) Tan Parsons 020 7689 3353 Production editor Ryan Cooper 020 7689 3354 Sub editor Jim Findlay 020 7689 3373 Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380

Editor – news Jack Courtez @JackCourtez 020 7689 3371 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355 News reporter Kate Plummer @NewtradeKate 020 7689 3395 Production coordinator Nadeem Masood 020 7689 3368 Director of sales and marketing Matthew Oliver 020 7689 3367 Senior account director Charlotte Jesson 020 7689 3389 Senior account manager Natalie Reeve 020 7689 3372

Editor – insight Chris Dillon @ChrisDillonNT 020 7689 3379 Senior news reporter Alex Yau @AlexYau_ 020 7689 3358 Digital content editor Jody Porter 020 7689 3378

Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler.

Published by: Newtrade Media Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600

Bestway’s new fascias

WHOLESALER Bestway is to launch two new franchise brands to reach new customers.

The new brands, bb’s Booze & Bites and tippl Drinks Inc, will offer delivery services, grocery goods, food to go and off-trade categories, and will

03

Nisa Express launch

both have trial sites launched NISA’S new Express fascia in November. is perfect for sub-1,000sq Bestway boss Dawood ft stores, according to Pervez said the new formats the group’s chief executive, would add on-trade elements Ken Towle. to convenience retailing and The new brand will include have wider rangings and tar- three variants, including an get audiences than the whole- ‘essentials’ neighborhood versaler’s current brands. sion, a forecourt model and a

premium ‘food centric’ option.

Towle said 2020 was a “renaissance” year for local stores, with the smaller format ready to take on recently vacated high-street premises. “There’s lots of opportunity for repurposing and innovation,” the chief executive commented.

Account manager (new business) Jimli Barua 020 7689 3364 Sales support executive Charlotte Brady 020 7689 3382 Management accountant Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3375

Account manager Adelice Tatham 020 7689 3366

Subscribe online at newtrade.co.uk/our-products/ print/retail-express. 1 year subscription: UK £65; overseas (EU) £75; overseas (non-EU) £85

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46,191

Audit Bureau of Circulations July 2019 to June 2020 average net circulation per issue

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.

04

RSA backs down

RETAILERS insured by RSA wrong to deny claims by polthat saw business interrupt- icy holders.

Sonia Cambell, a lawyer ed by the pandemic are now representing retailers, said: able to claim compensation.

The news comes after the “RSA should now start making �irm abandoned its appeal of payments to affected busia Financial Conduct Author- nesses right away – there is ity ruling that found it was nothing stopping them.”

05

Royal Mail ‘stunt’

POST Of�ice retailers reacted furiously to news their parcel partner, Royal Mail, was to begin directly targeting their customers with a new service.

Further fury followed Royal Mail’s new collection from

the doorstep offer when postal workers attempted to drop off the poached post at local post of�ices. The Post Of�ice and the NFSP both advised subpostmasters to refuse Royal Mail the use of their stores for drop-offs.

@retailexpress facebook.com/betterRetailing

3-16 NOVEMBER 2020 betterRetailing.com

megan.humphrey@newtrade.co.uk 020 7689 3357

UPS-Amazon returns deal ‘not appropriate’ for stores MEGAN HUMPHREY PARCEL �irm UPS has been slammed over a new deal with Amazon that puts extra strain on stores for cut-rate commissions.

UPS stores receive just 35p for accepting Amazon returns over the counter, which then need to be scanned, repackaged, segmented and stored for up to several days awaiting collection. Wayne Dunning, health and safety boss at consultancy �irm Elas Group, advised additional handling of parcels carries enhanced coronavirus risk. “There’s always a chance that a live deposi-

tary could be found on a parcel,” he warned.

The service was deemed so unsuitable for independent retailers that even Amazon’s major parcel partner, PayPoint, refused to touch it. PayPoint head of strategic partners and product – parcels, Nick Williams, said the group “decided the new service is not appropriate for our sites at this time”.

UPS repeatedly refused to admit the existence of the partnership when challenged. However, stores told Retail Express the Amazon scheme had been operating unannounced for several months, with UPS now looking to add more ‘drop-off’ locations

in the run-up to peak parcel season.

Mita Patel, owner of Sarwal’s News in Knaphill, Surrey, said: “We are expected to scan a barcode on the package, put it in another bag and then place it in a designated box.”

Les Gilbert, owner of Chard Newsagent in Somerset, gave UPS the boot over the new partnership.

“We stopped it earlier this year because of all the changes being made to accommodate for Amazon,” he explained.

When asked what steps it was taking or what advice it was providing to reduce the risk of infection in partnered stores, UPS

refused to answer. Dunning said parcel �irms had a responsibility to help keep store staff and cus-

tomers safe: “They should be telling them to sanitize, wear gloves and wash their hands,” he said.

RETAILERS have reason for “optimism” when assessing the current economic position, according to University of Kent’s professor of politics, Matthew Goodwin.

Speaking at the ACS’ Heart of the Community event last month, he said: “Consumer con�idence means that recovery is coming back reasonably quick. If there is a contained spread scenario, then this will lead to a better economic outlook, compared to a

further outbreak scenario.”

The comments come as the UK entered its deepest recession in history in August. The Of�ice for National Statistics said gross domestic product fell in the second quarter by 20.4% compared with the previous three months. This marks the biggest quarterly decline since 1955. Against this background there are fears the current economic conditions could further increase the divide between rich and poor.

Goodwin explained: “I expect a K-shaped recovery.

express yourself “I THINK it’s a poorly-thought-out idea. The government hasn’t provided any details of how it will work. Card charges will be a major factor in this if it’s done through a chip-and-PIN withdrawal process. If a retailer has to process £300-worth of cashback through card in a day, will they get charged the card fees or will it be free to them?

Let’s not forget that card transactions are also significantly up compared to cash.”

Paul Patel, Dibden Purlieu Post Office, Southampton

High earners will recover quickly, whereas the working class will move further down in terms of average earning and economic experiences.

This type of recovery would have a huge impact on our wider society.”

However, he stressed the importance of remembering the “true winners” of the pandemic. “It’s tempting to be gloomy with where we are right now,” said Goodwin.

“The winners have been local communities. People are choosing to invest in their local businesses.”

the column where you can make your voice heard

GOOD WEEK VOCOVO: The security headset manufacturer is looking to win over more convenience stores with its system allowing shopworkers to discretely contact the police or other staff. The system is live in Co-op stores across the UK, with the multiple praising its impact on security and shrinkage. Last week, Vocovo director Martyn Jones explained: “We want to build on our success by focusing on more convenience stores.”

BUDWEISER: Budweiser Brewing Group put its money where your mouth is by funding the production and distribution of 47,000 face coverings to independent stores. The scheme, in partnership with the ACS and GroceryAid, won the appreciation of shop owners pictured sporting the branded masks in stores.

The firm said it was proud of its efforts and thanks retailers for their work during the pandemic.

BAD WEEK

Experts economically ‘optimistic’ MEGAN HUMPHREY

WELSH STORES: Unclear guidance from the Welsh government left retailers to work out what exactly was meant by its ban on non-essential items. Stores remaining open, such as convenience stores, were told to cover up or remove goods from sale that did not meet an ambiguous criteria that banned books, children’s clothing and decorative pumpkins. After public outcry, the government said stores could use their ‘discretion’ as to what to sell.

SAPUTO DAIRIES: Utterly Butterly, Country Choice and Clover packs with weights, pricemarking and case sizes designed for local shops were temporarily axed by Saputo Dairies so it could focus on making supermarket versions. Stores said associated price rises undermined shopper trust, but Saputo blamed wholesalers and said it was committed to working with stores.

What do government proposals for cash withdrawals over the counter mean for stores?

“I THINK it will be a good thing. It’s more cash out of my till at the end of the day and the instances of a customer not buying anything will be very rare. The challenge will be having enough cash to meet the demand. For example, my cash transactions are down in comparison to what they were six months ago. A limit on the amount of cashback a customer can ask for is certainly a way around this issue.”

Dee Sedani, One Stop Matlock, Derbyshire

03

“MY main issue with cashback over the counter is with the security. Let’s say you have 10 people who come in asking for £100 each. That’s £1,000 cashback and a lot of retailers won’t take that much money in one day. There’s also the issue of having to go to the safe for the cashback. There are obvious concerns if the store is short-staffed that day and you’re alone. One way to work around this problem is setting a limit on how much customers can ask for.”

Ralph Patel, The Look-In, Banstead

Do you have an issue to discuss with other retailers? Call 020 7689 3357 or email megan.humphrey@newtrade.co.uk

Paul Patel

04

NEWS

3-16 NOVEMBER 2020 betterRetailing.com

Staff need mental health support INDEPENDENT retailers should put in place measures to support their own and their staff’s mental health during the pandemic, an expert has advised.

Speaking to Retail Express, Dr Megan Jones Bell, chief strategy and scienti�ic of�icer at mindfulness and well-being company Headspace, said independent retailers have faced a number of concerns this year including managing

the impact of shop closures and �inancial dif�iculties, as well as being exposed to coronavirus and having to enforce new rules. She advised that they should prioritise supporting their employees’ mental health to cope with these.

“Looking after our mental health and helping each other out has never been more important,” she said.

Dr Jones Bell added that retailers should practise mind-

fulness and ensure they achieve a better work-life balance to mitigate against the stresses of the pandemic. She added: “It is key for independent retail owners and managers to practise empathy. Retailers can show empathy by reassuring everyone that they’re being listened to and their concerns are being addressed.

“They should also consider redistributing roles and responsibilities so that no-

body becomes overwhelmed and suffers from burnout.

This is especially true for employees who may be trying to care for ill family members or support children.”

Tesco provided its staff with meditation and ‘mindfulness content’ through a partnership with Headspace. Mital Morar, an independent convenience store owner in Manchester, also provides access to the service “as a way of say-

ing that we’re thinking of you”.

The retailer added: “I have re-

ally been enjoying using it to wind down in the evening.”

Popcorn success RETAILERS have capitalised on the demand for the ‘big night in’ through new popcorn machines.

Dee Sedani, of One Stop Matlock in Derbyshire, said he was generating 45% pro�it on an 85g cup sold at £1. Sedani sold out a day after installing the machine. Sunder Sandher, of One Stop in Leamington Spa, who also one, added: “It’s a novelty, so it will do well.”

Search ‘popcorn’ on betterRetailing.com for more

FOOD POVERTY SHOP ACTION

MORE than 30 independent retailers nationwide provided free school meals over the English half-term holiday, in support of the child poverty campaign led

by Premier League footballer Marcus Rashford.

The campaign came after

the government refused to fund free meals for those in need, which it had done previously. After Raaj Chandarana, of Tara’s Londis in High Wycombe, tweeted his support for the campaign, Rashford replied: “You’re incredible, thank you.”

Co-op Honest Value CO-OP has con�irmed the launch of its ‘Honest Value’ own-label range.

Retail Express’ sister title, RN, had unearthed trademarks for the brand in August. The 50-strong range is aimed at budget-conscious customers and will be avail-

able in 1,000 Co-op stores from 4 November. Products include meat, Fairtrade, produce, soft drinks, ready meals and household lines. The chain con�irmed it is in talks to introduce the range to independent stores via Nisa.

Search ‘honest value’ on betterRetailing.com for more

YOU’VE GOT GREAT TASTE So is ePod, the winner of Product of the Year 2020 in the e-cigarette category* and with 1000s hours of testing before it reaches you.

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3-16 NOVEMBER 2020 betterRetailing.com

07

Advertorial

KP Snacks’ Movember activity KP Nuts is supporting men’s health charity Movember for a second year to raise awareness of testicular cancer, the most common form of cancer among young men.

The campaign will use comedy to encourage people to open up and will champion the importance of ‘checking their nuts’, using jokes and puns. Actor Will Mellor will be the face of the activity, which will also include an online guide and videos to help people start conversations with loved ones.

KP Snacks highlights that a third of men do not check for lumps as recommended once a month, with 9% saying they

never check. Around 2,300 men are diagnosed with testicular cancer every year, a rate that has doubled since the mid-1970s.

Jenny Blanco Barcia, KP Nuts marketing manager, said the campaign also highlights that there is a 95% chance of survival if testicular cancer is caught early.

“KP Nuts is the UK’s most well-known nut brand. We want to use our brand awareness to help raise awareness of testicular cancer and get people talking about it. People up and down the country are opening a packet of KP Nuts over a beer, which is the perfect moment to share nut jokes and break down taboos with comedy.”

JACK Daniel’s has launched its �irst global campaign, ‘Make it count’, following several individuals trying something they’ve always wanted to do.

The 20-second TV advert will also be backed by social media activity, as

well as digital and outdoor advertising.

The brand said that Jack Daniel’s is currently the world’s most popular whiskey, accounting for 51% of the American whiskey market in the UK off-trade, growing at 15% year on year.

CHRIS DILLON

Jack Daniel’s first global campaign

Anne-Cecile Berthier Movember country director for Europe

Why you should get involved in Movember

Christmas campaign first for St Pierre ST Pierre is launching its �irst multimedia Christmas campaign, spanning digital and social media.

It will feature a range of Christmas recipes, developed to demonstrate the versatility of St Pierre’s brioche products.

Inspiration will come from

meal ideas highlighting its sliced brioche loaf, croissants, vanilla tear-and-share brioche, brioche burger buns and hotdog rolls.

Paul Baker, founder of St Pierre Groupe, said it’s an opportunity for the brand to elevate its products during a period of growth in bakery.

WE’RE proud to partner with KP Nuts to encourage men everywhere to check their nuts this Movember, and regularly throughout the year, too.

As well as making a generous donation, KP Nuts are helping to raise awareness of testicular cancer by teaching guys the importance of getting to know what’s normal for their nuts and what to do if something changes.

As testicular cancer and self-examination can be a taboo subject among men, our KP Nuts partnership campaign, with brand ambassador Will Mellor, uses comedy to get men to open up and highlight the importance of checking their nuts.

Testicular cancer is the most commonly diagnosed cancer among young men, but if caught early, there’s more than a 95% chance of survival.

What is Movember?

Movember is the leading charity changing the face of men’s health, focusing on mental health, suicide prevention, prostate cancer and testicular cancer.

What would you advise men to do to stay safe?

Movember wants all guys to take charge of their own health by following five simple steps:

Red Edition becomes Aunt Bessie’s airs a permanent line new digital campaign RED Bull is making its Summer Edition variety a permanent line after initially launching in July.

Now called Red Edition, the watermelon�lavoured energy drink was �irst introduced to the market as a limitededition in July.

The supplier said with its rate of sale in line with the top launches in the sports and energy category, it has decided to make it available as a permanent line.

Red Bull Editions have grown in value sales by 26.8% over the past year, with more shoppers buying into the range to take home despite the lockdown measures.

AUNT Bessie’s new TV campaign, ‘Caring is the hardest thing we do’, will focus on families coming together to enjoy a roast dinner.

It will be supported by video-on-demand and digital marketing. The supplier said the popularity of roast dinners continues to grow, and has been accelerated this year, with the occasion see-

ing a 5% year-on-year uplift despite Easter celebrations being impacted by social distancing guidance.

This growth has been seen more so on Sundays than any other day of the week, with 39% of all roast dinners being consumed then, demonstrating the desire for families to share the traditional meal at the end of the week.

1. Make mate time: stay connected, catch up and check in with friends regularly – it’s good for your health.

2. Have open conversations: reach out to your mates by using our conversations tool to learn how to become a better listener and ask better questions at movember.com/conversations.

3. Know the numbers: if you’re in a high-risk category, for example if you’re over 50, have a family history, or are over 45 and of African or Caribbean descent, think about talking to your doctor about prostate cancer.

4. Know thy nuts: give ’em a feel regularly and get to know what’s normal for you. If something feels off, chat to your doctor.

5. Move more: keep fit by finding something you like and try to do it daily.

How can retailers get involved?

Sign up at movember.com for resources, more information or to take part in the hairy season.

Advertorial

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PRODUCTS

3-16 NOVEMBER 2020 betterRetailing.com

Diageo launches Guinness 0.0 CASHING in on the rise of alcohol-free, Diageo has launched alcohol-free Guinness 0.0, available to convenience retailers now in a 440ml four-pack.

Guinness 0.0 is a low-calorie option for those choosing to moderate, with 16 calories per 100ml. This means a standard can of alcohol-free Guinness 0.0 contains 70 calories. It has an RRP of £3.50-4.50.

The beer contains the same ingredients as the original brew – water, barley, hops and yeast – but then removes the alcohol through a cold �iltration method.

This process allows the

alcohol to be �iltered out without presenting thermal stress to the beer, protecting its taste and texture.

Currently, the no- and low-alcohol beer category is worth £96m, growing at 29.6% year on year.

Gráinne Wafer, global brand director for Guinness at Diageo, said: “We know people want to be able to enjoy a Guinness when they choose not to drink alcohol without compromising on taste, and with Guinness 0.0 we believe they will be able to do exactly that.”

It will later be available in pubs across Ireland and Great Britain from spring 2021, and in more markets globally in 2021.

MONDELEZ International has launched Cadbury Bournville Fingers, designed to help retailers drive sales in the biscuit category.

Bournville Fingers are available now with an RRP of £1.50 in cases of 20, and will be supported by a media

campaign spanning cinema, TV and digital.

According to the supplier, Bournville meets the growing appetite for heritage brands and dark chocolate, with the brand having grown in value by 48.2% within the past year.

PRIYANKA JETHWA

Simon Lawrence Lawrences Garages

A family business with an eye for the future MY great grandfather started his first garage serving fuel in 1919 in Stockwell, south-west London. It was a big gamble then as the petrol pump had only just been invented, but its early success has led to five generations of Lawrences running forecourt garages. Trying to be the best at what we do, having a friendly team and keeping an eye on the future has ensured that whatever changes and challenges occur, we try to be flexible and positive.

The past six months have really tested us. We have made mistakes; we shortened the opening hours to protect the staff only to find it caused queues and aggravation for our customers. We did manage to keep all our team as safe as possible, with just three being furloughed, yet continued to offer a good service, I hope, to all our customers.

My memory of bagging up flour at home to ensure we had stock will not be forgotten, and neither will the assistance from a local picture-framer who helped us with our splash guards. It’s good to know we are part of the community. However, we also know that this pandemic has made it easier for thieves to steal from our stores.

Fortunately, back in 2019 we made the decision to install another new technology, in the footsteps of my grandfather, using facial recognition to help us recognise habitual thieves and troublemakers that frequent our store in Southampton. We know Facewatch has reduced losses and empowered our front-line team. They take great pride in what they do and want their store to be safe for themselves and customers. Rerunning CCTV to find a thief and adding them to the watch list is done with satisfaction. I do, however, view the future both with trepidation and excitement. What will the future be for fuel stations? Electric, hydrogen – we are looking at them all and what value they might add. Will Lawrences offer home delivery and will those new customers we have met recently keep coming back not just for flour, but their everyday shooping, too?

One thing I can say is that Facewatch is a proactive tool that is accurate and reliable – and that’s how I like my tech and business.

For more information on how Facewatch can help your business, call Michelle Henchoz on 020 7930 3225, email enquiries@facewatch.co.uk or visit facewatch.co.uk

New Cadbury Bournville Fingers

Campo Viejo focuses on Spanish origins PERNOD Ricard UK’s new campaign for Campo Viejo, ‘Decanta la vida’, focuses on the wine’s Spanish origins.

Live now, it spans videoon-demand, digital and social media, with key channels including All 4, ITV

Player and Sky Player.

The campaign itself focuses on the lives of six friends through their 20s, 30s and 40s, gathering around a table to enjoy a meal and a bottle of Campo Viejo. RRPs start from £7.99.

Have yourself a candy Shaking it up with cane treat with Mentos Gordon’s & Smirnoff MENTOS has launched a limited-edition Candy Cane variety, available now until the end of the year.

The multipack contains three rolls �illed with 14 sweets (RRP £1), designed as a seasonal treat and stocking �iller.

The supplier said sugar confectionery sees a rise in popularity over Christmas, giving retailers an oppor-

tunity to grow their mint sales during a period of high penetration.

Sarah Elmer, Mentos brand manager at Perfetti Van Melle, said: “We’re thrilled to launch Mentos Candy Cane in the UK for the �irst time this year. It was very popular in the States, so we are hoping we can replicate this success this side of the Atlantic.”

DIAGEO has launched two pre-mix cocktails: Gordon’s Pink Martini and Smirnoff Passion Fruit Martini.

Gordon’s Pink Martini mixes the biggest spirits launch in the past decade – Gordon’s Premium Pink Distilled Gin – with raspberry juice and berry �lavours.

The latter capitalises on the UK’s most popular cocktail in 2019, the porn star martini, and comes lightly carbonated. Both come in recyclable cans with an RRP of £2 and are available for independent convenience retailers to stock now from all major wholesalers.

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10

Pack a punch with Lucozade LUCOZADE Sport’s new onpack promotion is offering shoppers a chance to train with world heavyweight champion Anthony Joshua.

The promotion will offer one winner and two guests the chance to meet the sporting legend and participate in a training session in the ring. There are also 20 runner-up prizes of a pair of boxing gloves, signed

by Joshua.

The promotion will appear on more than �ive million 500ml bottles of Lucozade Sport Orange, Raspberry and Fruit Punch. Consumers must purchase a promotional bottle then submit a

code on the Lucozade Sport website.

Promotional bottles are available between now and January, timed to be in store to coincide with Joshua’s next heavyweight title �ight, currently scheduled for December.

On-pack special features and promotions across Lucozade Sport have proved popular. Last year’s partnership with the England Lionesses women’s football team and their feature on the Sport bottles helped drive increased in-store visibility for the brand and resulted in a sales uplift of 37%.

The brand will be supporting the new on-pack promotion through an outdoor and

social media campaign, with PoS available for retailers.

HÄAGEN-DAZS has launched a chocolate nut range ahead of the festive season.

The new �lavours, Belgian Chocolate & Hazelnut and Dark Chocolate & Caramelised Almond, are available now in tubs (RRP £4.80) and mini cups.

The tubs are aimed at shoppers sharing at home, while the portion-sized

mini cups cater to purchase behaviour that has seen to the demand for individually wrapped products.

Kat Jones, marketing manager at Häagen-Dazs UK, said: “Luxury tubs are the biggest contributor to takehome growth in convenience, up £4.6m, and Häagen-Dazs is the fastest-growing brand within this.”

CATHEDRAL City is back on TV screens with its ‘Reasons for Cathedral City’ campaign that showcases the brand as a ‘trusted go-to food staple’.

Voiced-over with a playful ‘inner voice’, the ad focuses on the cheese’s taste and texture, persuading viewers to shop the range.

It will focus on its core

PRIYANKA JETHWA

3-16 NOVEMBER 2020 betterRetailing.com

Quorn mince is back on TV screens QUORN is back on TV with an advert for its mince range, emphasising how easy it is for families to reduce their carbon footprint by making sustainable food choices.

The activity forms part of the brand’s ‘Step in the right direction’ campaign, where it became the �irst major meatfree brand to roll out carbon

labelling on its packs.

“Health, convenience and taste continue to drive shopper decision-making behind switching to meat-free, and consumers are recognising the need for more sustainable diets that are less harmful to the planet,” said Gill Riley, marketing director at Quorn Foods UK.

Cathedral City updates Jam Shed’s on-pack Häagen-Dazs taps into festive demands its cheese campaign mulled wine recipe range of Cathedral City Blocks, alongside Sliced and Grated lines, to remind consumers of its range.

Alongside this, the ad will feature a TerraCycle logo to build awareness of its ‘Cheese packaging recycling programme’, launched in July this year in partnership with TerraCycle.

To The Power of Speciality breads Walkers Sausage Roll from Country Range PEPSICO has launched a festive Walkers The Power of Sausage Roll �lavour in partnership with LadBaby and The Trussell Trust.

With savoury snacking on the rise, Walkers The Power of Sausage Roll is available now in multipacks of �ive (RRP £1) and will be supported by an advertising campaign spanning digital and instore marketing.

With every promotional pack sold, 5p will be donated to The Trussell Trust – a charity in the UK supporting a nationwide network of food banks that helps to �ight against poverty.

COUNTRY Choice has unveiled three speciality loaves to help retailers make the most of the bakery category this Christmas.

The Sourdough Bloomer and West Country Farmhouse Cheddar Cheese Bloomer are available in

cases of 12, while its Ciabatta Loaf comes in cases of 13.

All three loaves have a shelf life of one day once baked. The supplier said sales of baked goods rose 18% in value and 16% in volume during March as lockdown hit.

ACCOLADE Wines has relaunched its ‘Mulled wine’ campaign for Jam Shed ahead of Christmas 2020.

With the festive period being valuable to wine sales, with approximately 27% of the year’s value going through the 12-week Christmas period, bottles of Jam Shed will feature a mulled wine recipe on neck tags.

According to the supplier, the brand is currently growing at 120% in value year on year, claiming the title of the UK’s ninthlargest Australian wine brand, and the third-largest contributor in value to the Australian wine category.

An Orange Bunny from Maltesers AVAILABLE to convenience retailers from 2021, Mars Wrigley UK has added Maltesers Bunny Orange to its Easter line-up.

As the second-mostpopular impulse treat during Easter and a topthree impulse line, the new �lavour aims to increase sales in the chocolate category during the period next year.

Kerry Cavanaugh, mar-

keting director at Mars Wrigley UK, said: “While we often see the orange trend boom during the festive season, we know that consumers love the �lavour all year round.”

Maltesers Bunny Orange has an RRP of 61p.

Eligibility may vary.

100% RECYCLED PLASTIC B TTLES

BY THE END OF 2022

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To find out more about our work towards a more sustainable planet visit www.britvic.com *The plastic bottles of all Britvic owned and PepsiCo branded products, sold by Britvic in Great Britain, are to be made entirely from recycled plastic by the end of 2022

Retail Express - Full Page - 260x339mm - FV.indd 1

22/10/2020 12:04

PRODUCTS New Crush options on sale now IMPERIAL Tobacco has launched New Crush varieties for L&B Blue and JPS Players.

Designed with ex-crushball consumers in mind, New Crush will include a �ilter that delivers a cooling sensation while smoking, as well as a white-tipped �irm �ilter that retains its shape and structure until the end of the smoke.

Both JPS Players and L&B

New Crush varieties will be available to buy in packs of 20 cigarettes with an RRP of £9.30, with 10 packs per outer.

Chris Street, UK market manager at Imperial Tobacco, said: “Since the arrival of the menthol ban, former crushball consumers have been trialling different options before settling on their product of choice, but many are yet to �ind the right product to suit their nicotine needs.

THATCHERS is giving its Gold, Haze and Katy varieties a refresh with new packaging, rolling out now.

The supplier has improved the branding of its Gold variety by giving its cans a matte �inish, alongside new images. Haze cans will also be available in new matte�inish cans.

The supplier said Gold has accounted for the largest cider volume of any brand in the past year, having grown

by 39.9%, with Haze currently commanding a 60% share in the cloudy cider sub-category.

Meanwhile, its Katy cider has been given a new label highlighting the single apple variety.

Thatchers owner Martin Thatcher said: “With our ciders having reached new consumers during lockdown, we’re looking for our range to increasingly appeal to today’s shoppers.”

PRIYANKA JETHWA

“Our New Crush options have been designed speci�ically with these consumers in mind, providing all the familiar features without the crushball, from two of our leading brands.”

L&B Blue commands an

Thatchers updates cider packaging

11% share in the cigarettes category in the UK, with JPS Players accounting for 18% of the market, taking its place as the number-one fast-moving consumer brand in the UK.

3-16 NOVEMBER 2020 betterRetailing.com

Budweiser removes its plastic rings BUDWEISER Brewing Group UK and Ireland has removed the plastic rings from its canned beer range including Budweiser, Bud Light and Stella Artois.

The supplier said when plastic rings were �irst introduced in 1960, they were seen as ‘revolutionary’.

However, consumer perception of them has changed drastically over the past 60 years and there are now

more suitable and environmentally friendly alternatives available.

Research revealed that when considering plastic rings, more than half of Brits immediately think of wildlife trapped in them and of ocean pollution. When asked more broadly about single-use plastics, 82% of respondents believe the reduction of the UK’s use of them to be important.

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OPINION

14

DON’T MISS THE 13 NOVEMBER ISSUE OF RN

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 BREXIT: As negotiations stall, how will a possible no-deal affect supply chains?

“WHAT concerns me is the un- “THE quicker we get a Brexit known of whether we’ve put deal done, the better. Without enough contingency plans in it, I imagine prices of goods place, especially with perishwill increase due to tariffs able goods. I’m not con�ident and it will be the consumer we have enough planning in who has to pay more. I am place and I feel the governworried about the impact on ment is dealing with it as it supply chains. The last thing happens and not planning you want is not having any ahead, just like with Covid-19.” stock to sell.”

Vince Malone, Premier Tenby Stores & Post Of�ice

Store advice: Retailers share lessons they’ve learnt from competitors

I’m not confident we have enough planning in place LOCKDOWN: What impact have the new restrictions had on you?

PLUS Top tips to save on energy costs in 2021

D WS AN FOR NE TITLE ADING THE LE

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Retailers share their tried-and-tested tips for a greener store Page 22 »

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The best independent retailers stay ahead by reading RN each week.

Do you?

People are still being very cautious

“WE are very lucky to be rural and in Gloucestershire, which is currently a tier-one area.

The positives are that we have more people working from home and cooking at home. It is having a great impact on shopping missions as the customers keep their shops small and regular.”

Harj Dhasee, The Village Store, Gloucestershire

“WE are in a low tier so far, but people are still being very cautious while still trying to continue life as normally as possible. Trade has been pretty normal, but we are selling more pizzas and ready meals now, as well as more fruit and vegetables.”

Meten Lakhani, Premier St Mary’s Supermarket, Southampton

COVID-19: Will you enforce face-mask use once it’s no longer compulsory?

“I WILL keep some in stock as people may want to continue using them and, as customers get used to popping into the convenience store to buy them, they might expect us to have them in.

However, I will not ask staff to wear them if they are not compulsory.”

Serge Notay, Premier Batley, West Yorkshire

“IT will depend on the situation at the time, but when it is no longer compulsory, we probably won’t keep the rule. It is harder to recognise people on camera if we have any problems when they are wearing masks. It will be up to staff if they want to keep wearing them.”

Ray Monelle, Orchard News, Somerset

It will be up to staff if they want to wear them LOCKDOWN: How are you catering to the increase in customers dining at home?

ORDER YOUR COPY from your news wholesaler today or contact Kate Daw on 020 3871 6490 TO ADVERTISE in RN, please contact Matthew Oliver on 020 7689 3367

Dennis Williams, Broadway Convenience Store, Edinburgh

I have purchased a draught beer machine

“LOCKDOWN is in effect in “INCREASING options is key Wales. We increased stocks so people can do a full basket of fresh meats, ready meals, shop. Over lockdown, our fruit and vegetables, and chilled food orders grew booze in preparation. We are four to �ive times and we started selling a lot more fruit, also using social media more to promote local shopping. vegetables and meats. I have Although we’ve always done purchased a draught beer this, it is more powerful durmachine in case pubs close.” ing lockdown.”

Sandeep Bains, Simply Fresh, Justin McIlveen, Spar Llanrwst Faversham

LETTERS

3-16 NOVEMBER 2020 betterRetailing.com

15

BAY BASHIR

Letters may be edited

Belle Vue Convenience (Go Local), Middlesbrough

It’s good to give back to the community where possible

‘It would have had a massive effect on sales’ OUR Barclaycard machine crashed the other week, and we had to ring them to ask about getting a replacement.

They said the earliest they could deliver one was on the following Tuesday. It did arrive on Saturday lunchtime, though, which wasn’t as bad as it was initially going to be. My problem was

that if they were going to deliver on Tuesday, I would have been without a card machine until then, which would have been a real pain.

Nearly 90% of the sales we are making at the moment are paid for by card, and with the current pandemic, people aren’t carrying cash.

I did ring Paymentsense, who came out the same day

and put a new machine in.

I didn’t want to be without a machine because it would have had a massive effect on us in terms of missing sales.

Graeme Pentland, Ashburton Village Store, Newcastle upon Tyne

A Barclaycard spokesperson responded: “At Barclaycard

Business, we strive to deliver the high level of service our customers rightly expect, and to resolve any issues in a timely and ef�icient manner.

As soon as it became clear that Mr Pentland required a replacement terminal, we acted swiftly to arrange the delivery, and the new terminal arrived ahead of schedule, less than 48 hours later.”

COMMUNITY RETAILER

OF THE WEEK

WIN £50-worth of Walkers PMPs

PEPSICO has teamed up with Retail Express to give five retailers £50-worth of price-marked packs (PMPs) from its Walkers Hero 20 range. Value for money is a key purchasing consideration for many shoppers, especially given an impending recession, meaning PMPs are a muststock for retailers.

TO ENTER Fill in your details at:

betterRetailing.com/competitions Our competitions remain online for four weeks from publication date.

Editor’s decision is final.

Serge Notay, Premier’s Batley

‘We want to help as many kids as we can’

IN response to the government’s decision not to help feed children during the half-term holidays, we are giving a free sandwich, pack of crisps, snack bar, piece of fruit and juice carton to any child accompanied by a parent or guardian from 11am to 1pm 26 October to 30 October. We want to help as many children as we can.

We decided to do this because no child should go hungry, especially in a first-world country. It’s disgusting that our government voted not to provide this for children of families on the breadline. Who knows, the school lunch could be the only nutritional meal the kids have.

IT’S impossible to plan too far ahead at the moment, as there’s so much uncertainty over what the next few months will bring.

This is usually the time we’d be really gearing up for Christmas, but this year it’s impossible to do that. So, how can you run an independent store when there’s so much confusion over what the future will bring?

Each issue, one of seven top For me, the key retailers shares advice to thing to remember make your store magnificent is there’s not one answer that fits every shop. Instead, what we’re doing is taking small steps, finding what works and making sure we have enough flexibility to react to the times. The golden rule is to always keep your staff and customers safe.

We can’t tell our team what to do in their free time, of course, and younger team members in particular are finding it harder to stick to the Covid-19 restrictions.

However, we can advise and try and encourage them to be careful. Inside the shop, we’ve drilled in a really strong routine and work ethic on keeping hygiene standards high. My team are cleaning the whole shop with disinfectant every day, and following strict rules on washing hands and wearing masks.

These are tough times, but one thing we can control is the high standards we keep.

We’re also pushing to keep our community involvement strong, despite the obvious obstacles at the moment.

I have budget set aside each year for local causes, and I’ve done my research to find out where it’ll make the biggest impact. For instance, the local school sports day was cancelled, so instead we donated 10 cases of hand sanitiser to them instead – because at the moment that’s what everyone really needs. We still want to do our annual Christmas selection box giveaway to the local primary school, and we’re working out now how we can do that safely and so no kid is left out.

In store, meanwhile, we’re giving out face masks at the entrance for customers who’ve forgotten them, or need reminding to put them on. It’s a small thing, but it’s our way of educating the community, and keeping ourselves and our shoppers safe.

For me, giving back to the community is the thing I love most about retailing. Each Christmas, when I get cards and thank you letters from the kids’ parents, it’s a priceless feeling. Even in these tough times, I think it’s important to make sure we don’t let our spirits slip.

Get in touch

@retailexpress betterRetailing.com facebook.com/betterRetailing megan.humphrey@newtrade.co.uk 020 7689 3357

16

FOCUS ON FASCIAS

Who can you rely on?

In a year like no other, RETAIL EXPRESS helps you make sure you have the right fascia partner

FOCUS ON

FASCIAS

AT the start of 2020, Brexit was the biggest cause of uncertainty for everyone.

But since then, a pandemic, protests and recession have made uncertainty the new normal.

Back in January, no one could have predicted the challenges we’d all come to face, or that independent retailers would end up very much on the front line.

While many stores have faced these challenges without supplier support, others have bene�ited from their

fascias and symbol groups. As you’ll see over the next few pages, the likes of Costcutter, Go Local Extra, Nisa and Spar have all responded to the challenges by adjusting their services to support retailers.

Whether it be �iltering the news to keep retailers abreast of what affects them, providing support on meeting evolving hygiene standards, or new ideas to keep their stores operating at the highest level.

The fact is 2021 is set to be just as uncertain as 2020.

The biggest recession of our

lifetimes looks increasingly likely, other lockdowns and resulting supply chain concerns seem inevitable, and Brexit, of course, hasn’t gone away. Making sure you’re partnered with the right symbol group or fascia has never been more important.

All companies pro�iled here have plans to guide their partners through the next 12 months. Now’s your chance to read about the steps they’re taking, and to hear from retailers who’ve already received support.

3-16 NOVEMBER 2020 betterRetailing.com

Number of members: 1,550

FACTS

RETAILER VIEWPOINT David Wyatt Costcutter Crawley Down, West Sussex

Costcutter COSTCUTTER uses a broad range of insights to help its members thrive in challenging times COSTCUTTER aims to support retailers by helping them to focus on their shoppers.

“We continue to invest in our offer, and the insights and innovations that our retailers need to grow their businesses,” says Costcutter Group marketing director Sean Russell.

At the heart of the fascia’s

support package is its Shopper First: Drive Five to Thrive business growth programme, available exclusively to Costcutter retailers. It provides detailed shopper insights and data to help tailor every aspect of the store to re�lect changing shopper needs – from range and missions to actionable insights. According to Costcutter, retailers

SYMBOL GROUP VIEW

who have participated in the Shopper First programme have seen a minimum of 20% sales growth.

Costcutter retailers also get access to more than 2,000 products from the Co-op own-brand range, which the company says offers retailers growth in footfall, sales throughout the store and overall basket spend.

Marketing director, Costcutter Supermarkets Group will be as important for shoppers in this recession as it was in 2008.

“Supporting our retailers through the strength of our retail offer, which includes a strong focus on fresh foods incorporating our Co-op own-brand range and tertiary brands, alongside a focus on ‘every day low price’ and the right promotional mix, will enable them to meet shop-

JOIN

dictating to me.

“It’s hard to keep up with the changing situation at the moment, but Costcutter sends us email updates with clear bullet points explaining the changes and developments around Covid-19 and legislation that are relevant to us. These have been a godsend. They’re also supply-

01904 232505

Other eligibility requirements: Varies by brand, but stores range from 700sq ft to 7,000sq ft

JOINED 1995

ing simple, easy-to-use PoS that you can print out to use in store, while their presale system makes me feel confident we’ll stay well stocked if there’s another lockdown.”

contactus@costcutter.com

Turn your lifeline shoppers into lifelong shoppers C Costcutter Long Buckby

ALL U

01904 232

S!

505

Independent retailers have been the lifeline for new shoppers through the Coronavirus crisis. Costcutter will help you uniq ueturn these lifeline shoppers custominto er lifelong shoppers.

Sean Russell “THE ability of our independent retailers to serve shoppers’ needs for a full shop has proved vital throughout Covid-19.

“Our focus now is on helping independent retailers convert shoppers who discovered the benefits of shopping locally as a lifeline during lockdown into lifelong loyal customers.

“As the recession bites, it’s clear that price and value

“I OWN two stores, a petrol station and a village store, and have been with Costcutter with both for more than 25 years.

“Throughout the crises of the last year, their support has been paramount. In the early days of lockdown, they gave us a lot of assistance in making our stores safe. I have a good partnership with our BDM, and it’s a two-way relationship – we bounce and share ideas rather than him

Cost of joining: No joining or membership fees

insights

Unrivalled BDM support for your business

JOIN

US!

01904 232

Come and meet the team Sector leading marketing for today’s digital shoppers & Let us show you store ourbrand stores Modern, contemporary to drive footfall Unique shopper insight to drive your sales

pers’ revised needs.

“In addition, we provide independent retailers with the full spectrum of support and guidance required to operate and grow their business, as well as innovative marketing solutions to help them reach more shoppers.”

f

17

n Highly competitive price and great rebate of up to 6%

and meet the team and let us show you our stores.

Y Come www.costcuttersupermarketsgroup.com/fresh-start

505

FOCUS ON FASCIAS

18

Go Local Extra Through its Go Local and Go Local Extra franchises, PARFETTS aims to be a flexible partner for independent retailers INDEPENDENT retailers need �lexible partners who can support them through rapidly changing markets and provide excellent value.

Through its Go Local and Go Local Extra franchises, Parfetts aims to be a �lexible partner for independent retailers and aims to be the easiest wholesaler to do business with. It strives to offer a product and service range that will help retailers to remain competitive in a challenging environment.

Parfetts streamlines the connection between suppliers and retailers. The team get out into depot and into retailers’ businesses to bet-

FACTS

RETAILER VIEWPOINT ter understand what they need from Parfetts. Retailers’ needs drive decisions about stock pro�ile, promotions and merchandising in each depot.

As an employee-owned business, the Parfetts team has a stake in its success, and

this drives its commitment to do “the best job possible” for customers to ensure that they keep coming back. They have a voice in all decisions and know that the success of the retailers results in success for the business. www.golocalextra.co.uk

As a multi site owner I’m time pressured. I run 3 stores so knowing I can rely on Parfetts service offering, support and their retail expertise is vital. I’ve seen a big increase in my turnover since I joined a couple of years ago and importantly my margin has grown too.

Go Local Extra store in Rochdale “GO Local offered me the flexibility I needed when I first joined the symbol group in 2019.

“Since joining, I have opened a second store, with a third site opening in a few weeks in the nearby town centre.

“When Covid-19 lockdown restrictions were introduced in March, Go Local reacted quickly and involved retailers in the process, based on our feedback, to ensure retailers were looked after.

Store numbers: 500+ Cost of joining: No cost for retailers

JOINED 2019

“The symbol group, for example, quarantined stock before it was made available to us and made the stock exclusive to fascia group members to help with any availability issues.

“The group also stopped consumer leaflet drops during the height of the coronavirus pandemic, which gave us the option to con-

tinue in-store promotions that were available in the group’s leaflet or remove them if they weren’t available – taking the the pressure of sourcing stock to run an ongoing promotion.”

SYMBOL GROUP VIEW DIRECT MAILING

Sasi Patel, Multi-Site Go Local Extra Retailer

Join Parfetts FREE Go Local Symbol group today and boost your sales!

Go Local Extra retailers can benefit from:

Now with leaflets posted direct to your customers for

FREE

* Subject to our Terms & Conditions

– 2% Rebate on Go Local Purchases

– Delivered service for fascia customers

– FREE fascia & imagery scheme

– Dedicated Retail Development Advisor

– No joining, membership or weekly fees

– Full symbol promotional package on big brands

– Full symbol store development programme

– Exclusive access to our category partner

– FREE merchandising advice and support

– CLICK + COLLECT

– FREE marketing support

Sasi Patel

Other eligibility requirements: Parfetts has no minimum store size

– Digital marketing campaigns & dedicated consumer website

– FREE personalised POS package

For more information, contact John O’Neill, Customer Development Manager Tel: 0161 429 0429 Email: John.ONeill@parfetts.co.uk

Guy Swindell Retail director, Parfetts “OUR employee-ownership model has underpinned our operations through the lockdown period and will guide our ongoing support over the coming months.

“We have increased our capacity for deliveries, click & collect and direct load to ensure our customers have a range of options to buy from us. Retailers have also benefitted from the great value we have delivered through lockdown.

JOIN

“We are prioritising supporting retailers with their availability challenges by safeguarding certain lines, maintaining promotions, and increased staffing levels, alongside a host of other measures.

“We remain as flexible as possible with operating hours and offer guidance around Covid measures for retailers’ stores.

0161 429 0429

“We’ve seen the recruitment of new customers has increased significantly.

“The challenges presented by Covid-19 showcased the benefits of our employee-owned model to many new customers, and we are seeing our busiest-ever year for store conversions.”

info@parfetts.co.uk

3-16 NOVEMBER 2020 betterRetailing.com

Number of members: 950

FACTS

RETAILER VIEWPOINT Sunny Mann Nisa Local, Blidworth, Mansfield, Notts “HAVING been with the fascia since 2013, Nisa have been a big help to us. Not only do they offer a fantastic range of chilled products and deals – which have been essential during the past couple of months – the group most recently helped us with a refit where they used sales data to highlight slow sellers and introduce lines that would improve sales.

“From drawing up plans to providing quotes for all

Nisa

JOIN

With new tech and a broad own-label range, NISA is investing to keep stores at the cutting-edge A RECORD number of retailers moved to Nisa Retail last year, and those investing in new and upgraded stores enjoyed average sales uplifts of 12%.

Nisa’s �lexible model aims to provide its retailers with an unbeatable breadth of range of more than 13,000 lines. A major development to Nisa’s offer has been the

rollout of more than 2,000 Co-op own-brand products, which has been a big success, and includes the festive product range and innovative plant-based Gro range. More than 90% of Nisa retailers stock Co-op own brand and partners in the Republic of Ireland also bene�it, as the range is not sterling price-marked.

SYMBOL GROUP VIEW

Alongside a bespoke EPoS solution, Evolution, Nisa’s latest technology offering is a new mobile app, which launched in June 2020.

Free to download from the Apple Store and Google Play, it offers many advantages to retailers making it much easier to trade with Nisa and has been widely adopted by Nisa partners.

Cost of joining: Retailers can join for as little as £860+VAT

REASONS

dedicated to chilled items.

Moreover, someone from the team is always readily available to talk to me and help with anything I need, from products to ranging advice.”

join-nisa.co.uk

TO

JOIN NISA £

98%

Sales +12% with Nisa Evolution store format

Next day delivery service*

98% Availability

Steve Leach our latest store format with the Nisa Express entering the market in autumn, providing our partners with the ideal solution for developing smaller stores, which make the most of all the key category areas to help drive sales and grow profits.

“We know community involvement is key to independent retailers, more so now than ever before.

2,000+ Co-op own label products

Opening our new store just before the Coronavirus hit was a huge challenge but Nisa were there to support us through it. They have been in contact regularly to assist us and have been great at maintaining stock availability. Now we are thinking about the future of the store and again Nisa have been really helpful.

Sales director, Nisa “THE Co-op own-brand range is going to be key to retailers over the coming months, offering a goodvalue, quality product to shoppers at a time of financial uncertainty.

“Nisa’s promotional alignment with Co-op will continue to give partners access to promotions including lunch meal deals, the popular £5 freezer filler deals, Super Saver Deals and more.

“We’re also launching

Other eligibility requirements: Must be able to take 400 cases of products a week

JOINED 2013

the maintenance that needed to be done, they were on hand whenever we needed them to be.

“With chilled products being important to our customers, they also have ensured that availability has remained strong. Co-op products have been a big hit with customers overall – we now have 20 metres

0800 542 7490

19

Nisa partners have been supporting many local good causes through Nisa’s Making a Difference Locally charity this year, and this will be even more valuable to the communities they serve over the coming months.”

Harry Ahmed, Nisa Local Greenock

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

18341_NISA_TradePress_Design Update_Harry Ahmed Greenock_128x150mm_AW01.indd 1

15/10/2020 14:42

FOCUS ON FASCIAS

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Spar By providing support and innovation on everything from food to go, to Covid-19 precautions, SPAR aims to help retailers go above and beyond for shoppers SPAR strives to adopt a collaborative, commercial and modern approach to store propositions, focusing on helping stores provide exactly what consumers are looking for.

In practice, this means Spar delivers its partners modern store developments, store redesigns and refreshes, with innovation speci�ically tailored to suit each store, the local community and shoppers. The end goal of all this is retailers can focus on driving sales and profit margins.

Spar has continued to develop stores throughout the pandemic and �lagship stores showcasing the latest Spar store formats are positioned around the UK to allow retailers to experience the formats for themselves.

Meanwhile, Spar boasts

FACTS

RETAILER VIEWPOINT Martin Daly an exclusive, award-winning own-label range with over 1,000 SKUs available. Additional support comes from a multi-million-pound marketing package including pro-

motions on popular products and seasonal events, plus a variety of in-store services such as the daily Deli food-to-go offer, bakeries and hot food.

SUPPORT TO SUCCEED Meet the everyday needs of your local shoppers with...

Fresh and best-selling ranges Tailored co-investment opportunities One-to-one business support services Efficient product availability Award-winning store designs Exclusive SPAR Brand products

Spar Eglish, Dungannon, Co Tyrone “WE joined Spar almost three years ago after we built the forecourt in 2018.

We decided on Spar because it’s a recognisable brand and their emphasis on supporting local brands, causes and your community is strong.

When lockdown restrictions were introduced in March, Spar were quick in sending out a consistent message across their stores, as well as implementing a plan of action to make sure that customers felt safe and se-

Other eligibility requirements: Retailers must be willing to purchase from their regional Spar wholesaler

Store numbers: 2,600 Cost of joining: Membership is free for a year

JOINED 2018

cure shopping with us.

“Spar has kept retailers updated, taking our advice on board, and made sure to advise us on government restrictions and how we could reflect that to our customers. Spar also helped us to source the relevant signage and implement regular instore cleaning schedules, so customers felt safe.

“With the threat of a second lockdown, Spar is helping us to improve on areas that were affected in March, such as our supply chain and recommending what to stock.”

SYMBOL GROUP VIEW Ian Taylor Retail director, Spar UK

Contact your local SPAR representative at www.spar.co.uk/own-a-store

Join us TODAY

“SPAR supports retailers with a multi-million-pound marketing package, including market-leading promotions on popular products and seasonal events, plus a wide variety of in-store services. This is all bolstered by a top-class, commercially driven, experienced team.

“Throughout the Covid-19 pandemic, Spar has been hugely supportive of independent retailers, reacting quickly by providing

JOIN

PPE, social distancing measures, daily communications and maintaining availability on key product lines.

“We work closely with all new partners to ensure there is a strong commercial model and profitable solution that works.

“Retail business partners are assured to receive frequent communications and dedicated one-to-one

020 8426 3700

business support.

“Independent retailers and retail business partners joining Spar are welcomed into a network of forward-thinking familyowned businesses focused on building a financially strong and sustainable future.”

spar.co.uk/own-a-store

cider

CATEGORY ADVICE FRESH & CHILLED

3-16 NOVEMBER 2020 betterRetailing.com

21

KEEPIN’ IT FRESH With shoppers choosing their convenience stores for lunch and evening meals, growing your fresh & chilled offering has never been more important.

JOANNA TILLEY explores where the opportunities lie

FRESH & CHILLED IS IN DEMAND AT C-STORES WITH Kantar research estimating that consumers are making six additional meals at home every week, many retailers have noticed that the desire for fresh & chilled lines, such as fruit, veg, meat and dairy, are at an all-time high. In fact, Saputo Dairy UK reported a double-digit growth year on year for cheese, butter and spread due to more shoppers staying in and working from home.

Yogi Tatler, of Crown Wood Londis in Bracknell, Berkshire, has had a surge in demand

for vegetables, such as leeks and celery, encouraging him to trial a whole new range of fresh produce. “We’ve been stocking more fruit and veg lines because more shoppers are cooking at home more often,” he explains. “In the past, I haven’t been able to sell avocados or butternut squash, but now sales are increasing. Now is the time to test fresh & chilled lines that might not have worked in the past,” he adds.

Gaelle Vernet, group marketing manager at Bel UK,

agrees and says convenience stores play a central role in catering to the rise in demand for meals and snacking at home. “Lockdown has led to an unprecedented spike in grocery sales, with the rate of growth in March making it the biggest month ever recorded,” she says. “April market share figures from Kantar revealed a massive spike in sales, with an uplift of 45% in the four weeks to 22 March, compared with 20.6% at the major supermarkets.”

SUPPLIER

VIEW

Monisha Singh, shopping marketing manager, Kepak Consumer Foods “WITH the decline in traditional categories like news and magazines, retailers should look at developing key footfall drivers such as fresh food to go as a daily destination for shoppers.

“While the lunchtime meal deal is a familiar and successful driver of fresh & chilled, other missionspecific deals are taking a bigger role in developing baskets, such as bundle meals in meals for tonight.

“The key to future retail success lies in initiatives that simplify stores and make the shopping process easier and more efficient.”

CATEGORY ADVICE FRESH & CHILLED

22

SUPPLIER

BUILDING ON COMFORT FOOD WITH the winter months drawing in and the continuation of coronavirus restrictions looming, the demand for comfort food, such as cheese, provides retailers with a valuable opportunity. Cheese is worth more than £500m in convenience stores, and continues to grow in value and volume.

Bel UK’s Gaelle Vernet says retailers can capitalise on this category growth by stocking

recognisable brands, such as Babybel and Port Salut, with efficient and effective ranging, which caters to varied customer needs and missions.

Roli Ranger, from Londis of Sunninghull in Ascot, Berkshire, had a 56% uplift in cheese snacking sales by installing parasite units in the food-to-go chiller and a portable Mini Babybel fridge at the till. Further trials of dual-siting

Mini Babybell have reported uplifts as high as 300%, with 42% new to the brand.

As a nation of sandwich lovers, cheese remains the favourite filling – with ham & cheese a close second. Cathedral City marketing controller Neil Stewart says retailers should be giving prominent positions to cheese slices.

“Shoppers are eating an average of four sandwiches a

VIEW

week, and eight in 10 say sandwiches are their favourite lunchtime dish,” he says.

Due to it being an affordable, filling meal, sandwiches are also likely to continue to be popular through a difficult economic period. This means retailers should think about highlighting their fresh sandwich displays in store, and offer a selection, including options. vegetarian and meat options

Susan Nash, trade communications manager, Mondelez International “SHOPPING habits have changed dramatically since the beginning of the year, as lifestyles evolve due to the Covid-19 crisis. Throughout the year, Mondelez International has continued to be responsive to these changing needs to be the single biggest contributor to growth within the cheese category, across processed and cream cheese. This is due to brands like Philadelphia and Dairylea offering consumers convenient, tasty snacking formats, suitable for consumption on the go and at home.

“Products that are spreadable and versatile, including cream cheese, have in particular seen strong growth. The spreads segment has grown significantly since lockdown started and Philadelphia is experiencing double-digit growth. As well as this, Dairylea has been the fastest-growing brand in the spreads, slices and snacking kits segment of the category in the runup to autumn, as consumers return to their previous food-to-go routines.”

HEALTHIER AND FREEFROM OPPORTUNITIES WITH parents and carers increasingly interested in the health qualities of the food they feed their children, there’s an opportunity for retailers in focusing on kids’ yoghurts, like Yoplait kids’ No Added Sugar range. What’s more, Yoplait product sales increased during lockdown restrictions with more kids being educated at home.

Other popular snacks for young ones include Mini Babybel and The Laughing Cow

triangles, which both adhere to Public Health England’s recommended 100-calorie snacking cap, making them healthier lunchbox items and on-the-go snacks.

As well as a quest for healthier products, retailers need to be aware of the growing demand for free-from alternatives for those with intolerances and those looking to lead a healthier lifestyle. The largest free-from segment in fresh & chilled is

RETAILER

dairy-free, with 53% of UK households claiming to have bought dairy-free products in the past year.

Dairy-free spreads, such as Saputo Dairy UK’s Vitalite brand, are purchased by almost 12% of UK households, making them a must-stock for stores wishing to cater to these shoppers.

Vegan and vegetarian lifestyles have also increased, and Quorn is a well-recognised brand for shoppers that

also offers a wide selection of products. To capitalise on the momentum, particularly among the young, the brand launched its Quorn Vegan Deli range to provide sustainable options for lunchtime sandwiches and convenient evening meals.

“Vegan Deli products are growing significantly from a value of £1.9m in 2018 to £15.5m this year,” says Gill Riley, marketing director at Quorn Foods.

what to stock

VIEW

New launches to keep an eye on

Yogi Tatler, Crown Wood Londis, Bracknell, Berkshire “THE convenience sector tends to hold up quite well during hard economic times because people don’t want to spend a lot of money in supermarkets, and that plays to the strengths of independent stores. It is important for retailers to alter their buying patterns accordingly and tweak their ranges as they go, depending on what customers are after.

“With the stock shortages we experienced due to Covid-19 restrictions, availability has become key, as well as making sure our fresh offering looks full and inviting to shoppers. If you only stock five items, shoppers won’t touch it, but if you have a full display, then you’re more likely to attract customers.”

Cathedral City Sandwich Slice After a deep dive into what makes the ultimate cheese sandwich, Saputo Dairy UK has designed larger cheese slices which fit a piece of bread.

Quorn Vegan Pepperoni Slices Boosting its Vegan Deli range, Quorn introduced Vegan Pepperoni Slices in September. The range comprises Smoky Ham Free Slices and Chicken Free Slices.

Cathedral City Minis 5s Available now, Saputo Dairy UK has expanded its range of ‘Cheddar Minis’ with a five-pack format. The netted fivepack snacking cheese enables smaller stores to meet the demand for take-home cheese snacks.

ACADEMY IN ACTION

3-16 NOVEMBER 2020 betterRetailing.com

23

The Independent Achievers Academy is a learning and development programme that helps to increase sales and profits. Academy in Action shows how retailers like you are working with our partners to use the Academy’s advice.

Name: Shop: Location: Size: Staff:

We’re here to help.

Call 020 7689 0500

Sunny Sahota One Stop Henlow Henlow, Bedfordshire 1,400sq ft Three full-time

PARTNER ADVICE Steve Denham

DIGITAL ENGAGEMENT In part five of a 12-part series, the IAA and BETTERRETAILING.COM help SUNNY SAHOTA, of One Stop Henlow, improve his store’s digital engagement

DIGITAL engagement is about using technology and utilising online services to keep up with the modern customer. Ensuring social media posts are engaging can drive footfall, while taking ownership of your business on Google with up-to-date information gives customers confidence in your shop.

Read how Steve Denham from betterRetailing.com helped Sunny Sahota create a development plan to improve his digital footprint. Sunny puts shoppers at the heart of his business, with plans to expand in 2021 and go cashless in 2022, but has yet to build an online presence. How can the IAA help him improve his digital profile?

Want to see more?

For more on how to improve your store and to see more of Sunny’s shop, go to betterRetailing.com/Academy-in-Action

An online presence is key to being visible to customers.

By following the advice, Sunny has the opportunity to drive footfall.

Steve Denham Associate Editor betterRetailing.com

YOUR ACTION PLAN 1 Walk your shop

This is designed to be used to help you think like a customer

2 Benchmark your shop

WHY I TAKE PART

Use the checklist below, ticking all you see evidence of

We’re always thinking of ways to progress and plan to expand next year, but our digital footprint could be improved. I want to be able to connect with my shoppers online, show them what we offer and bring in new shoppers. I’m confident that by implementing the action plan, I’ll be able to create an online presence and better serve my customers.

Ensure customers can easily find out about you online Connect with customers and suppliers through social media Offer alternative options and simpler ways to buy Enhance the shopping experience with technology

IAA ADVICE Ensure customers can easily find out about you online

Connecting with customers and suppliers through social media

Post engaging content and photos to start conversations

Sunny’s shop is listed on Google, with some great pictures of footfall drivers and new products, but with new houses being built locally, what can Sunny do to help show new customers they can rely on his store?

Sunny has a Twitter profile but doesn’t use it regularly and is unsure how to effectively use the platform to build industry relationships.

How can Sunny use Twitter to connect with suppliers and retailers?

Sunny’s Facebook page is run by his symbol group, with posts from other stores appearing on it, too. Sunny wants to take ownership, but what can he do to entice shoppers to engage with him?

Steve says: “With more shoppers using Google to find what they need, it’s more important than ever for retailers to have up-to-date photos of their store and to update them regularly. Offer customers an insight into your store by uploading images of your bestselling categories including any speciality products.”

Steve says: “Retailers tend to not use Twitter as a customer-facing platform, but it’s great for building relationships with suppliers and other store owners. It offers a wide range of information, with many retailers sharing their latest ideas and innovations. Twitter is a great place to learn from others.”

Steve says: “Social media helps to promote your business and helps you connect with customers. Each post should reflect your store’s personality, so customers feel they can engage on a personal level. Small changes, like highlighting exceptional customer service, can be effective in bringing in new shoppers.”

ACTION Use Google My Business to upload quality photos of your store front and ranges, and update regularly.

ACTION Use Twitter to build supplier relationships and see how other retailers are setting themselves apart.

ACTION Take ownership of your Facebook page and personalise posts to make them more about you and your store.

Understand your business and customers with data

3 Pick one thing to improve Write it down, implement it this week and let us know how you get on using #IAA20

KEEP UP WITH MODERN SHOPPERS Visit betterRetailing.com/IAA to engage shoppers through data and technology, and see how you can improve in 11 other categories

Next time: Responsible Retailing

CATEGORY ADVICE CIGARS

24

3-16 NOVEMBER 2020 betterRetailing.com

TURNING OVER A NEW LEAF The run-up to Christmas is the perfect time to check your cigar range is up to scratch, reports DARYL WORTHINGTON

the stat

£195m Total value of UK cigar market

SUPPLIER

SEASONAL OPPORTUNITIES THE run-up to Christmas traditionally sees a surge in sales in the cigars market, and that makes November the key time to check your range is up to scratch if you’re to make the most of the opportunity.

“The cigar category continues to be a key seasonal driver. Every year, cigar sales follow a very similar pattern with a spike in volume during the summer months and in December,” says Ross Hennessy, sales vice president at JTI UK. “In December 2019, for example, cigar volume sales

increased by 6.9% versus the prior month, so Christmas is the perfect time to stock up to take full advantage of this profit opportunity. Retailers should look to stock brands such as Sterling Dual Leaf Wrapped Capsule, which is the number-one cigarillo brand, with a 97.9% share of the UK cigarillo market.”

And it’s not only JTI that is championing this trend in the cigars market. “There are undoubtedly key times of the year when cigar sales are on the rise. Certainly, in the run-

up to Christmas we know that cigar sales go up, so it’s really important for retailers to get their range right so they can enjoy those extra sales and rewarding profit margins,” says Alastair Williams, country director at Scandinavian Tobacco Group (STG) UK. “As we approach the festive period, it tends to be larger cigars that people will gravitate towards as a bit of a Christmas treat when they are in celebratory mood and typically have more time to enjoy it. To satisfy consumers who are looking to

VIEW

‘trade up’, make sure you have brands like Henri Wintermans Half Corona in stock, as it is the UK’s bestselling medium and large cigar,” he adds.

Alastair Williams, country director, Scandinavian Tobacco Group UK “WITH annual sales worth around £195m, cigars are a hugely profitable category, which typically offers margins three times greater than cigarettes, so it’s worth spending a bit of time to ensure you have the right range.

“Your tobacco customers may well be the most loyal that visit your store, so it makes sense to treat them accordingly. We all know that their associated basket spend can often be significant, too, so always keep their brands in stock and don’t give them a reason to shop elsewhere.”

Mr Wintermans

LOVES CHRISTMAS The cold, crisp mornings. The joyous festivities.

The nicely increased profits that come from knowing that the UK’s bestselling med/large cigar sells even better at Christmas.

FOR THE INFORMATION OF TOBACCO TRADERS ONLY

CATEGORY ADVICE CIGARS

26

SUPPLIER

ROLLING WITH THE TRENDS SO, as 2020 draws to a close, what are the shopper trends shaping the category? According to STG’s Alastair Williams, there are two main ones that are worth bearing in mind when you look at the range that you’re offering in your store.

“First, the continued rise in miniature cigars, which now account for more than 74% of total cigar sales, and secondly the consistent growth in smokers being price con-

scious and looking for goodquality value-for-money propositions,” he explains.

“In addition to these two, we’ve seen strong sales from our larger-format cigars this summer, probably because people have been at home more, coupled with some nice weather. In fact, sales out from our warehouse of our Henri Wintermans Half Corona were up 40% in June, compared to the same time last year.

Thankfully, it seems like miniature cigars sales have

VIEW

not suffered as a direct consequence, with brands such as Signature and Moments continuing to perform very well.”

Meanwhile, JTI’s Ross Hennessy confirms that miniature cigars are the leading segment with a market share of 61.1%.

He also highlights the growing importance of cigarillos, pointing out that they are the fastest-growing cigar sector, with a current market share of 17.9%.

And it’s not just the suppliers who are seeing these trends.

“We’re seeing a swing towards miniatures, which might

be cigarette smokers going across into the cigars category because they are a lot cheaper,” says Avtar ‘Sid’ Sidhu, from St John’s Budgens in Kenilworth, Warwickshire.

“The menthol and 10-pack ban has definitely meant that overall there are more cigar smokers. However, the more expensive, more indulgent cigars sell few and far between. Yet those are the ones where you see a big shift over Christmas. Half coronas and full coronas in particular see a big uplift.”

Ross Hennessy, sales vice president, JTI UK “THE recent characterising flavour ban – also known as the menthol ban – has paved the way for new, innovative cigars. With menthol and capsule smokers now unable to purchase their preferred traditional tobacco product in the wake of the ban, many are seeking alternatives.

“This has presented an opportunity for cigar and cigarillo products as they are exempt from the ban.

Therefore, these products are set to be a crucial footfall driver for retailers – and a category trend that retailers should monitor closely to ensure they’re able to capitalise on any developments and potential profit opportunities.”

Illegal tobacco is damaging your local community, funding organised crime and undermining local businesses We all have a role to play to combat the issue.

Don’t be complicit in the illicit trade

Anyone with information about this type of crime should contact Trading Standards on 03454 04 05 06 or visit www.jtiadvance.co.uk/DontBeComplicit

3-16 NOVEMBER 2020 betterRetailing.com

27

GETTING YOUR SALES SMOKING UNLIKE roll-your-own tobacco and cigarettes, cigars aren’t subject to plain packaging regulations, meaning your range will stand out more by default. Nevertheless, there are some key steps you can take to really boost your sales.

According to JTI’s Ross Hennessy, this starts by making sure you and your team are clued up on cigars, as there’s a good chance customers will have questions, especially if they’re new to the category.

Not being able to answer a query might lead to a loss of customer and less trust in the retailer overall.

“To maximise sales, retailers must be knowledge-

able about the cigar category and the different brands they stock – making staff education and training a must,” he says, pointing to JTIAdvance.co.uk as one resource where it’s possible to gather extra insights.

Of course, having this knowledge is only the starting point – you need to be able to share it and play to a convenience store’s traditional strengths.

“In a similar vein, it is vital that retailers are able to communicate with their customers, and this is where they have an advantage over nearby supermarkets. Being knowledgeable about their cigar and cigarillo product range

means they can answer questions from smokers and, in turn, improve customer experience and maximise sales in the category.”

Finally, Hennessy points to just how important getting the fundamental rules of availability right is to keep customers coming back.

“Research has also shown that nearly a third of smokers will choose to buy elsewhere if their preferred brand is unavailable. As a result, retailers must maintain good availability across their range. If they don’t, they could be in danger of losing sales.”

STG’s Alastair Williams, meanwhile, stresses the bene-

fits of getting a focused range.

“When it comes to ranging decisions, it is worth noting that nearly 90% of cigar sales in the UK come from the top 10 brands, so don’t be tempted to stock a big selection.

“The most important thing to consider is to make sure you are catering to your local customer base and tailoring your range to their needs.”

Much like Hennessy, he argues that customer engagement will also prove vital to making the category a success.

“Engage with your customers and regularly talk to them about their needs,” he concludes.

WHAT IS STERLING DUAL CAPSULE LEAF WRAPPED? • Sterling Dual Capsule Leaf Wrapped is a king size cigarillo containing a mentholated Virginia Blend tobacco.

The filter includes a capsule that when crushed releases a peppermint flavour.

• It’s currently the UK’s No.1 Cigarillo brand, with a 97.9% share of the UK Cigarillo market1 • Available in a pack of 10 Cigarillos with an RRP of £4.50*

Each year, Cigar sales spike in volume in Decemberii – retailers should visit JTIAdvance.co.uk for more information or speak to their local sales representative to stock up now. But, don’t just take our word for it…

Jey Sivapalan, 1 Stop Go Local, Derbyiii

top tips RETAILER

VIEW

Avtar ‘Sid’ Sidhu, St John’s Budgens, Kenilworth, Warwickshire “WE sell 10 brands of cigars, including Panetellas, Kingfishers, Henri Wintermans, two types of Royal Dutch and the full range of Hamlets.

“The top sellers are Royal Dutch Double Filters and both types of the Café Cremes. Henri Wintermans also do quite well. Christmas is the clear peak of the year for cigar sales here. There is also an uptake in the summer months. Throughout summer and during the main lockdown, there was an uplift in sales across the range.

People didn’t have anywhere to go, but the weather was good, so they’d enjoy themselves by smoking a cigar.

“In relation to where we were five years ago, the category is not at that level anymore. However, we have quite a lot of regulars on cigars, and double filters have become the big thing. Because they come in packs of five, people who come off cigarettes are smoking these instead.”

Expert advice on growing your sales Focus on Christmas Cigar sales peak at Christmas, so make sure you’re well stocked and your range is meeting different customer needs. In particular, make sure you have an option for customers looking to trade up for a festive treat or gift.

The smallest big opportunity Miniatures are the biggest segment of the cigar category, accounting for more than 74% of sales. Is this balance reflected in your range? Also, keep an eye out for cigarillos, the fastest-growing cigar type.

Remember the ban Cigars and cigarillos are exempt from the menthol ban, and that means a number of cigar products could well serve as an alternative for former menthol smokers still looking for a replacement.

Play to your strengths Convenience stores’ biggest advantage over the multiples comes down to the personal touch. Take advantage of having contact time with your customers by ensuring you and your team are well-informed on the cigars category and are able to answer customers’ questions.

Sterling Dual Capsule Leaf Wrapped sales in my store have increased massively over the past few months, as shoppers have become more educated on what cigarillos are and have become more open to trying them.

We find that the value price point of Sterling Dual Capsule Leaf Wrapped especially appeals to shoppers.

*You are at all times free to price as you choose. i. IRi Market Place, Volume Share, Total Cigarillo Category, Total UK, May 2020. ii. IRi Market Place, Volume Sales, Total Cigar Category, Total UK, over the last 3 years to December 2019. iii. Newtrade Media 2020.

28

ACADEMY IN ACTION The Independent Achievers Academy is a learning and development programme that helps to increase sales and profits. Academy in Action shows how retailers like you are working with our partners to use the Academy’s advice.

We’re here to help.

Call 020 7689 0500

Name: Shop: Location: Size: Staff:

Priyanka Mohanan Stop & Shop Express Macclesfield 1,500sq ft Two full-time, one part-time

PARTNER ADVICE Megan Humphrey

SHOP LAYOUT In part six of a 12-part programme, the IAA and RETAIL EXPRESS visited Macclesfield retailer PRIYANKA MOHANAN to improve her shop layout

A STRONG shop layout highlights your key categories to make for a better shopping experience, and in turn drive sales. Aisles need to provide easy access for restocking without getting in the way of customers – also helping to aid social distancing.

Priyanka Mohanan and her husband, Vishal, bought Stop & Shop Express 18 months ago. The 1,500sq ft store benefits from good parking availability, a large entrance and additional chiller space.

Priyanka wants to specialise in beers, wines and spirits, but struggles to drive customers to other parts of the store. How can the IAA help her improve her shop layout and drive sales?

Want to see more?

For more on how to improve your store and to see more of Priyanka’s shop, go to betterRetailing.com/Academy-in-Action

When thinking about shop layout, consider it through the eyes of your customer. Making simple changes can drive Priyanka’s sales.

Megan Humphrey Editor Retail Express

YOUR ACTION PLAN 1 Walk your shop

This is designed to be used to help you think like a customer

2 Benchmark your shop

WHY I TAKE PART

Use the checklist below, ticking all you see evidence of

We’ve only been retailing for 18 months and have spent time building our relationship with the community. The visit has been informative, and Samantha from the IAA and Megan have given me great advice that I can introduce straight away to enhance the flow of my store. I’m excited to try different things, and I’m feeling confident that it’ll make a difference across the store.

Ensure the shop is comfortable and accessible Arrange categories to guide shoppers through their journey Make your layout work for you Equip your shop with appropriate fixtures and lighting

IAA ADVICE Ensuring the shop is comfortable and accessible

Arranging categories to guide shoppers through their journey

Introducing a meal deal to encourage additional spend

Priyanka wants to encourage shoppers to walk the store and view the categories on offer, as well as make sure her customers feel safe by adhering to social distancing guidelines. How can she achieve this?

Priyanka’s bestselling category is alcohol.

However, customers often buy what they need, without stopping at other categories, such as crisps and snacks. What can Priyanka do to encourage cross-category purchases?

Priyanka stocks a selection of frozen evening meal products, like pizzas and ice cream, but struggles to entice shoppers to pick up the full meal. What can she do to encourage shoppers to the area and drive sales?

Megan says: “Some retailers have reported shoppers feel more comfortable when they are quick to react to change, such as implementing a one-way system to aid social distancing.

A one-way system reassures shoppers that you’re doing what you can to help them feel safe while shopping and guides them to different areas throughout the store, too.”

Megan says: “Priyanka has a strong and varied alcohol range. To drive crosscategory spend, a gondola end or promotional bay is recommended – but this isn’t always feasible. Use signage across the chillers highlighting other categories on offer, like nuts, and suggest which alcohol lines they work best with.”

Megan says: “Priyanka has built a frozen range to cater for evening meals. A meal deal or special offer can get shoppers thinking about meal solutions by exposing them to more products, while signs can drive traffic to the area. Merchandising evening meal ideas together, such as a main, side dish and dessert, can increase impulse buys, too.”

ACTION Trial a one-way system to ensure the shop is easy to access with social distancing guidelines in place.

ACTION Create signage to highlight linked products on offer and to signpost different areas.

ACTION Link evening meal products together and use signs around the shop to drive customers to the area.

Review and improve your shop layout

3 Pick one thing to improve Write it down, implement it this week and let us know how you get on using #IAA20

MAKE SHOPPING A BETTER EXPERIENCE Visit betterRetailing.com/IAA to make your store easier and more pleasant to shop, and see how you can improve in 11 other categories

Next time: Availability

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Licensing

ALCOHOL LICENSING PREMISES LICENCE APPLICATIONS TO SELL ALCOHOL PERSONAL LICENCE APPLICATIONS

PR Retail Consultants Ltd

is a long established licensing company Please telephone Robert Jordan BSc(Hons)

01279 850 753 or 07774044585

l We can apply for your alcohol licence or vary existing hours and layout of premises l We can also represent you at hearings and reviews of premises licences

prretail.co.uk Established 2005

GroceryAid

SUPPORTING GROCERY COLLEAGUES The GroceryAid Covid-19 Fund is designed to help colleagues who need support now and throughout the full impact of the pandemic.

Mental Health Support Offering ‘in the moment’ emotional and practical support for colleagues dealing with shock, anxiety and stress through BACP trained counsellors, our Health and Wellbeing portal and Woebot, our AI Robot App.

Bereavement Financial Assistance Providing financial assistance for the loss of a loved one through Covid-19.

Available to colleagues who lose a partner or the immediate family of a colleague who has passed away as a result of Covid-19 whilst working in our industry.

Crisis Grants Non-repayable grants, designed to help with financial emergencies.

This is available for colleagues experiencing unexpected financial difficulties due to Covid-19 with a year’s industry service.

GroceryAid Helpline: 08088 021 122 Visit: www.groceryaid.org.uk RN 1/2 page horizontal.indd 1 GA-0746 Covid Fund Reversion Half Page_AW.indd

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ADVICE

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3-16 NOVEMBER 2020 betterRetailing.com

‘WE’RE WORKING WITH LOCAL BREWERIES’ THE RETAIL EXPRESS TEAM speaks to three retailers about the ideas that are making and saving them money

Local beer selection at Costcutter Brockley in London

THE PROBLEM Many convenience stores started a garden centre offering during the pandemic

Our competitors are always changing their layout and ranging. How do I make sure that my store doesn’t get left behind while still trading profitably?

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Sam Coldbeck, Wharfedale Premier Convenience Store, Hull

“THE past few months have been about adapting to new shopper trends, and one of the biggest changes, of course, is people going out less and spending more time at home, especially on Fridays and Saturdays.

“With that in mind, we’ve been teaming up with local breweries, Atom and Newsome, to sell specialist ales. These are both independent companies that you won’t �ind in the supermarket, so it gives us a point of difference. Of course, people are being much more careful with their spend at the moment, but come the weekend they still want to treat themselves, and they can come to us to get something a little bit special.

“Atom brewery actually has a couple of bars in Hull, but now people are more reluctant to go to them due to Covid, they can get that same experience from our store, especially as we also sell the special glasses as well.”

2

Stephen Jempsons, Jempson’s Store, East Sussex

“THE biggest change for us at the moment is we’re trialling digital shelf-edge labels in our petrol station as well as in another of our stores. Although it’s very expensive, it’s been worth it so far.

“Looking at how it’s going, we’re very con�ident that it could pay off for us within a year – the savings we’re making will have negated the initial outlay on setting it up by then. Digital shelf-edge labels are able to cut store overheads in a number of ways. You save money in labour – as you’re no longer losing man hours on staff changing over labels. You spend less on paper and you also save signi�icant amounts of time that would have been lost dealing with customer complaints over incorrect prices. We’re now looking at taking it one step further where we can compare our prices with the supermarkets and squeeze extra margin automatically.”

3

Kumar Patel, Patson Local, Bradford

“OVER the past 12 months, we have added an additional freezer to the store because we saw an increase in demand for frozen food. It is good produce for a retailer to manage because it is easily accessible and we don’t need to worry about the sell-by dates. We also expanded our range of frozen vegetables and ready meals, which import from countries such as Poland, Slovakia and the Czech Republic.

“Customers immediately noticed that our range had increased and they were happy because they started asking us for things to get hold of now that we have the space. They ask for things like frozen chickens and products that you can’t really get in the UK market. We have many shoppers from countries in Eastern Europe, people from Slovakia, the Czech Republic and Poland, and we can now stock the products they struggle to get over here.”

Facing a challenge? We’ve teamed up with the betterRetailing.com Support Hub and the IAA to provide a helpline for the answers you need. Call 020 7689 0500, email iaa@newtrade.co.uk or visit betterRetailing.com/coronavirus