TOBACCO smugglers are becoming more intelligent. This month I was invited to Brussels to attend the launch of KPMG’s latest illicit trade report.
The annual report revealed how illegal traders are smuggling dodgy cigarettes across Europe and how their operations have become more professional. One example included gangs in Belarus using large balloons to sneak crates of illegal goods across the border into Lithuania. Each balloon had the capacity to hold thousands of cigarettes in one journey, with the Lithuanian authorities deploying drones to take them down.
Elsewhere, Poland has had a major issue with gangs setting up factories to mass produce illicit products. It is understood the number of these warehouses has expanded into double-digit gures.
It’s also an emerging problem in the UK. At the end of last year, law enforcement busted an illicit cigarette factory in Northern Ireland, estimated to be producing hundreds of millions of illegal products a year.
IT’S
A GROWING PROBLEM IN THE UK
Shops risk being left out of pocket over deposit returns
ALEX YAU
SOME retailers could be hit �inancially by the Deposit Return Scheme (DRS), after scheme administrator Exchange for Change (EfC) con�irmed store handling fees.
Ahead of its scheduled October 2027 launch, EfC revealed
manual return points will receive 3p per container, while reverse vending machine (RVM) sites will receive 5p per container on the �irst 225,000 units processed annually, dropping to 1.3p thereafter.
However, trade bodies warned the fees may not cover retailers’ costs.
Hetal Patel, the Fed’s na-
tional president, said: “While we have concerns about the direct and indirect costs associated with DRS, such as capital, labour, maintenance and opportunity costs in terms of lost �loor space, we will work with EfC to ensure DRS works for small shops.”
Modelling from the ACS suggests that operating an RVM
In an interview with Retail Express (p3), Philip Morris group chief corporate a airs o cer Christos Harpantidis reveals why these opportunistic criminals are targeting the UK and the impact on legitimate traders like yourselves.
Correction
In the 19 May issue’s ‘My Star Sta Member’ column, Retail Express had misspelled Imran Ahmad’s surname as ‘Ahmed’. We apologise for any inconvenience this may have caused.
Editor Alex Yau
alex.yau@ newtrade.co.uk 020 7689 3358
News editor Ryan Butcher ryan.butcher@ newtrade.co.uk
is likely to cost more than £10,000 a year. Stores would need to process 4,000 containers a week to break even, with the ACS warning those handling between 2,000 and 4,000 containers could lose money. The fees will be reviewed ahead of launch and annually once the scheme is live. @retailexpress
Associate editor Jack Courtez jack.courtez@ newtrade.co.uk 020 7689 3371
Features editor Charles Whitting charles.whitting@ newtrade.co.uk 020 7689 3350
Features & advertorial writer Shyama Laxman shyama.laxman@ newtrade.co.uk
Daw 020 7689 3363
of commercial
Natalie Reeve 07856 475 788
Senior account director Lindsay Hudson 07749 416 544
Senior account manager
Tommy King 020 7689 3387
Editor in chief Louise Banham louise.banham@ newtrade.co.uk
BESTWAY has acquired Dee Bee Wholesale, with retailers across Hull and Grimsby to gain access to its promotions and prices.
The wholesaler will gain 1,400 retail and foodservice
customers, with the �irm promising existing Dee Bee customers it will remain “business as usual”.
Dee Bee will leave the Unitas buying group as part of the
the full story, go to betterretailing.com and search ‘Bestway’
TRADING Standards teams have seized more than 1,000 potentially dangerous squishy toys from shops amid warnings over safety and authenticity.
The operations across Oldham and Aberdeen were carried out following residents stating the products had “a strong chemical smell” and concerns that “they did not look or feel like genuine brands”.
For the full story, go to betterretailing.com and search ‘Trading Standards’
sellers. This includes giving Trading Standards more powers.
illegal
ACS chief executive Ed Woodall said: “The illicit trade is causing serious harm to responsible retailers”.
the full story, go to betterretailing.com and search ‘ACS’
FIRE safety experts have urged retailers to review their electrical systems as growing numbers of equipment create �ire risks.
Gary Parker, deputy director of technical at the Electri-
cal Contractors’ Association, said there is no clear evidence of a rise in electrical �ire incidents, but warned that growing electrical demand is placing increasing pressure on systems.
Alex Yau, editor
Covert illicit tobacco warehouses on the up
ILLICIT tobacco traders are becoming more sophisticated, setting up secret warehouses in the UK to produce hundreds of millions of cigarettes a year.
The growing threat to legitimate retailers was highlighted during the launch of KPMG’s latest annual anti-illicit report earlier this month.
An established issue throughout mainland Europe, Retail Express understands countries such as Poland have as many as 50 of these warehouses. However, criminals have been moving further west and establishing large factories across the UK. Several of these were subject to police raids over the past year.
Speaking to Retail Express, Philip Morris (PML) group chief corporate affairs of�icer Christos Harpantidis warned there was a risk of these operations “thriving” in the UK. He added: “I don’t have the numbers, but I know there is an increasing trend of illicit factories in the UK, and this criminal activity is another level of threat [to independent retailers].
“These criminals are getting more sophisticated, and they are going closer to the consumers, where it’s easier for them to supply the product instead of from the other side of the world. They want to produce the
product directly where the demand is.”
It is understood that cigarettes produced in the illicit factories are being shipped domestically and exported to other European countries, with the issue believed to be more widespread than what has been reported in KPMG’s �igures.
Harpantidis added: “In some countries, these products are reaching retail shops directly. If we don’t target the problem, it will grow. These thriving businesses are connected to criminal organisations, and they are getting more sophisticated. If we don’t take the right decisions now, it will grow.”
In October last year, an operation by HMRC and the Police Service of Northern Ireland had raided and dismantled a “state-of-the-art” illicit tobacco factory in Newry, Northern Ireland.
The warehouse included professional extraction systems, insulation to hide noise and expensive machinery. According to HMRC, more than 1.25 million cigarettes and nine tonnes of tobacco worth more than £3m in unpaid duty were recovered.
Dermot Clarke, operational lead in HMRC’s Fraud Investigation Service, said: “This was one of the most sophisticated tobacco factories we have ever uncovered in Northern Ireland, and will be a signi�icant blow to the organised criminals we
“WE have motion-sensor lights in our o ces, hallways and toilets so they are only active when someone is in there. Our stock room has power-saving lights, so they never go o entirely, but they are set to dim. Years ago, we installed energy-saving lights on the shop floor and energy-e cient freezers and chillers. We also have a fleet of solar panels across our entire roof, which feeds into the energy requirements in the store.”
Andy Miles, Dike & Son Stalbridge, Dorset
GOOD WEEK
MAGAZINES: For the rst time, retailers participating in Home Newspaper Delivery (HND) Month will be able to o er customers exclusive o ers on magazines and newspapers through their stores. Publisher Future has agreed to take part in this year’s October campaign following negotiations with organiser the Fed.
believe are behind it.”
Harpantidis added the other signi�icant contributor to the UK’s illicit tobacco market was the rise in “front” shops – stores set up by organised criminals. According to the KPMG report, the number of legal cigarettes purchased last year in the UK was down annually by 570 million to 22.6 billion. In comparison, the volume of illicit cigarettes consumed during the same period was up yearly by 1.37 billion to 7.3 billion.
Regionally, the areas that saw the biggest annual increase in illicit activity were Northern Ireland (57.1%), north-west England (50.6%), east of England (43.7%), London (36.6%) and Wales (36.3%).
Asked what would help curb the rise in illicit shops and tobacco, Harpantidis called for a tobacco licensing scheme. He said: “A licensing scheme applied properly is a very good measure, but you have to
For the full story, go to betterretailing.com and search ‘HND Month’
NATIONAL LOTTERY: Customers have responded well to revamped Lotto games, retailers have told Retail Express. The new Lotto draw went on sale on 9 June, o ering players two lines for £2 instead of one. Overnight updates to systems ahead of the new game also transitioned smoothly, according to shop owners.
have the right criteria and controls. You have to give the right amount of licences in the right way for the trade to operate in a balanced way.”
The Tobacco and Vapes Act, which gained Royal Assent last month, will introduce mandatory licensing for stores that wish to sell tobacco.
However, the cost, application timelines and further operational details of a scheme are still under consultation.
Waste reduction: how are you managing this in your store?
“ANY unsold or unclaimed fruit and veg ultimately go into the food waste bin. I was told by the local council it gets turned into energy. To further reduce waste in store, we have installed electronic shelf-edge labels. That’s heading towards sustainability if you look at how many PoS, labels and price tickets I don’t need to print. It’s saving on labour costs, ink and paper.” Vidur Pandya, Kislingbury Village Store & Post O ce, Northamptonshire
“OUR butcher, Portway Farm Shop, is on the premium side, and we’re trying to work out a system with it where we have minimal wastage. At present, it is quite di cult, and a lot of the meat it supplies us ends up going in the freezer, so we must reduce it. Once every three months, I do 50% o on the meats in the freezer for a day to reduce wastage and claw some money back.”
Jonathan Cobb, Miserden Stores & Post O ce, Stroud, Gloucestershire
For the full story, go to betterretailing.com and search ‘National Lottery’
BAD WEEK
POST OFFICE: Small and rural branches are facing a collective £29m increase in business rates bills this year, the rm has warned. The ndings have prompted calls from the Post O ce for targeted support, with hundreds of branches set to become liable for business rates for the rst time.
For the full story, go to betterretailing.com and search ‘Post O ce’
NISA: Some shop owners have criticised Co-op Wholesale’s new “outdated” automatic allocations for ambient orders introduced this month. A Coop Wholesale spokesperson said: “We recognise that no two stores are the same, and retailers retain the flexibility to manage their ranges and promotional activity.”
For the full story, go to betterretailing.com and search ‘Nisa’
ALEX YAU
Jonathan Cobb
An illicit factory raided by HMRC
£5 vape deposit scheme proposal
WASTE companies have called for a £5 deposit scheme for vaping devices, arguing more needs to be done to improve recycling rates a year on from the disposable-vapes ban.
Speaking to the BBC, Patrick Brighty, head of recycling policy at the Environmental Services Association (ESA), warned that there was a lack
of incentives for consumers to recycle vapes.
Under a potential deposit scheme, customers would pay £5 at the point of purchase, which would then be refunded upon returning the device to a participating site.
He added: “Despite the ban, each week operators across the waste sector continue to see hundreds of thousands of carelessly discarded vapes arrive at their
facilities hidden among other waste, which poses a major fire risk.
“Vapes discarded with other rubbish are also unlikely to be recycled, which is a chronic waste of the precious materials they contain.”
However, Marcus Saxton, chairman of the Independent British Vape Trade Association, warned a deposit scheme would be an “absolute disaster for legitimate
retailers”.
He added: “Those retailers that aren’t abiding by their legal obligation won’t do this, it won’t be enforced and, ultimately, consumers will go to that route to purchase, which is a complete disaster.
“We know that there are a number of illicit retailers at the moment that are either taking supply from the black market or just not abiding by their legal obligations.”
No carriage charges
SHOPS can now have their newspaper and magazines delivered without paying weekly carriage charges through switching supply to NewsTeam Group.
The new service from the
BOOKER LOTTERY TIE-UP
NATIONAL Lottery scratchcards are now available to purchase through Booker’s Scoot home delivery platform.
Allwyn said the move would help retailers to generate additional revenue, following a similar home delivery partnership with Snappy Shopper.
Retailers will also be required to complete relevant training through the National Lottery Retailer Training Centre.
Heatwave sales rise
MAY’S record heatwave led to an average £1,000 sales uplift for stores, breaking an otherwise bleak trading year so far.
The figure from convenience data firm Talysis covers sales in thousands of shops. Retailers, EPoS firms and wholesalers also confirmed record-breaking demand for impulse ice cream, soft drinks and alcohol.
ALEX YAU
PRODUCTS
Cadbury says chill your choc
SHYAMA LAXMAN
CADBURY has expanded its Dairy Milk portfolio with the launch of the limitededition Strawberries & Creme Frappe variety.
The new �lavour is available as a 115g tablet in plain (RRP 2.20) and £1.75 pricemarked packs. It combines Cadbury Dairy Milk chocolate with a strawberry and creme frappe-inspired �illing.
Seeking inspiration from chilled summer drinks and seasonal �lavour trends, the limited-edition tablet aims to drive incremental chocolate sales during the warmer summer months as the product is best served chilled.
The release follows the
success of Cadbury’s limitededition Iced Latte launch last year, which tapped into the ‘fridge versus cupboard’ debate around how consumers enjoy their chocolate during the warmer months.
New research from Perspectus Global shows more than two-thirds (69%) of people now chill their chocolate during summer, and that strawberry ranks as the number-two summer �lavour after caramel.
Additionally, a survey done by Better Retailing Club Rewards for Mondelez International reveals nearly 69% of retailers agree that confectionery launches help drive sales when stocked alongside their core range.
Nothing Sneak(y) about this collab
SNEAK Energy has joined forces with Hasbro and Transformers to launch two limited-edition �lavours: Frostberry Blast and Mango Meltdown.
Both are available in 500ml cans at an RRP of £1.70, with con�irmed wholesale listings in CJ Lang, AF Blakemore, Bobby’s Foods and Co-op Wholesale. The launch will be supported in stores with PoS designed to drive visibility across the range. The supplier believes the cans, which feature characters from the �ilm franchise, offer a “col-
lectable experience”, while driving incremental sales for retailers.
Dairylea launches Fruit Snackers line
DAIRYLEA has expanded its popular Snackers range with the launch of Dairylea Snackers with Strawberry Fruit Bites.
ported through in-store activation, digital activity and in�luencer partnerships.
Zyn has reached the zenith of strength
PHILIP Morris Limited (PMI) has launched its higheststrength Zyn nicotine pouch to date.
Joining the existing 13.5mg strength variant, Menthol Ice 16.5mg is available from the supplier’s online platform PMI Open and via wholesale. Retailing at £6.50, Zyn Menthol Ice has been developed to help offer retailers a full-strength range. According to PMI, it will help position Zyn as a go-to brand for both new and existing adult nicotine pouch users.
Swizzels forays into the biscuit category
SWIZZELS has launched its iconic Squashies and Love Hearts sweets in the form of biscuits.
The new range includes Squashies Raspberry & Milk Cream Biscuits, Squashies Cherry & Apple Cream Biscuits and Love Hearts Orange Creams. All three retail at £1
and will be available to retailers from September. The innovation has been made possible by specialist food and drink manufacturer Baleigh in a licence deal brokered by Blonde Sheep Licensing.
It is the brand’s �irst HFSS-compliant Snackers, available to convenience retailers and via wholesale at an RRP of £1.65 for a 64g pack. The new line aims to help retailers tap into growing demand for healthier lunchbox options and family snacking products. The launch will be sup-
New Kuro e-liquid is set to cause a riot
RIOT Labs has launched Kuro – a range of eight Japaneseinspired premium e-liquids manufactured in the UK.
The �lavours include:
Kakigori Blood, Ryu Berry, Matcha Latte, Sakura Nights, Tokyo Mule, Umeshu Plum, Akiba Grape and Momo Fuji. The collection comes in black
matte bottles with neon accents and kanji typography, bearing the tagline: ‘Not For Everyone. You’ll either get it or you’ll go back to strawberry.’ The launch offers two formats: 10ml nicotine salts (5mg, 10mg, 20mg) and 100ml short �ills (0mg).
Angelo Poretti goes alcohol-free
CARLSBERG Britvic has unveiled Birri�icio Angelo Poretti Alcohol Free, a nonalcoholic version of its Italian lager brand.
The launch comes as Birri�icio Angelo Poretti is currently the fastest-growing world lager, according to Nielsen �igures.
The 0.5% ABV beer is aimed at accelerating growth for the brand by tapping into the increasing number of consumers seeking alcoholfree alternatives.
Launching now in Waitrose in a 4x330ml pack with
a £5 RRP, the new variant will receive a wider rollout from August.
MAGNERS Irish Cider has widened its zero-alcohol portfolio with the launch of Magners 0.0% in a 568ml pint bottle.
The expansion comes in the wake of the growing trend for moderation.
Kantar research reveals that 23 million adult Britons are attempting to moderate their alcohol consumption.
Additionally, recent research from the National Association of Cider Makers found that no- and low-alcohol cider is the most appealing option for non-drinkers considering
a low- or no-alcohol drink, with cider ranking above beer, wine and cocktails.
ENJOY RESPONSIBLY.
JAMESON, GINGER ALE & LIME. ANYTIME.
PRODUCTS
Powerade kicks o two launches
SHYAMA
LAXMAN
COCA-COLA Europaci�ic Partners (CCEP) has launched limited-edition Powerade FIFA Playstyles to help retailers capitalise on this year’s FIFA Men’s World Cup tournament.
The range is named after on-�ield positions: Attack, a spicy citrus variant with a mild kick, and Defend, a refreshing �loral citrus option. Both are available in 500ml bottles, retailing at £1.80. NIQ �igures reveal Powerade continues to outperform the total advanced hydration category, with value sales up 25.9% year on year.
Furthermore, GWI research reveals football reaches close
to 80% of the UK population and is the number-one passion point for younger consumers, making it especially valuable for engaging Gen Z. Major tournaments also drive soft drinks sales, with increased demand linked to matchday viewing, social occasions and top-up shopping missions.
The launch is supported by a nationwide on-pack promotion, designed to drive engagement and frequency during the key summer period.
Running across Powerade Mango, Berry and FIFA Playstyles, from now until to 5 July, shoppers can scan QR codes on promotional packs for the chance to win instant
Takis launches
Smokin’ BBQ flavour
TAKIS has added a Smokin’ BBQ �lavour to its crisps portfolio.
It is available in 55g plain and £1.25 price-marked packs, as well as 100g and 180g formats. The new �lavour is aimed at driving deeper category penetration by removing the spicy element, which deters cautious shoppers.
The launch comes as the brand is delivering 48% value growth and 81% volume growth, outpacing its competitors within the tortilla category. Barbecue
prizes, including footballs, drawstring bags and Powerade sipper bottles
Pladis resolves cake or biscuit debate
Kettle Chips packs a meaty punch
KETTLE Chips has expanded its Kettle Krinkle crinkle cut crisps range – launched in 2025 – with its �irst meat �lavour.
Kettle Krinkle Aberdeen Angus Ribeye Steak & Peppercorn crisps are available now to convenience stores and via wholesale in 40g singles (RRP £1.10), 80g (RRP £1.29) and 130g (RRP £2.65) sharing bags.
The line is HFSS-compliant and joins the core �lavours including Lightly Salted,
is one of the UK’s strongest �lavour trends across retail, according to the supplier.
PLADIS has extended its iconic Jaffa Cakes into a biscuit format, with the launch of the limited-edition McVitie’s Digestives Jaffa Cakes �lavour. Having released in Sainsbury’s, the launch will roll
out across grocery, wholesale and convenience from 29 June at an RRP of £2.35.
Flip the flavour script with Skittles
MARS Wrigley has launched a new confectionery line called Skittles Flavour Flip.
The range features a pouch (RRP £1.10 for 136g) and treat bag (PMP £1 for 109g) to recruit younger adult shoppers. There are �ive sweet and sour varieties to discover: Strawberry & Watermelon, Lemon & Raspberry, Pomegranate & Apple, Lime & Cherry and Mandarin & Pineapple. They have a fruity crisp shell and contrasting soft chewy centre.
Premier Foods’ Summer of Cricket
PREMIER Foods has launched the fourth iteration of its Summer of Cricket campaign.
Live until 31 August, retailers can enter by purchasing �ive different cases of qualifying Premier Foods products in a single transaction from participating wholesalers. They need to upload their receipt and complete the entry form via a QR code found in depot, or online via the Grocery Partners website.
Qualifying products include Sharwood’s, Ambrosia, Batchelors, Bisto,
Oxo, Loyd Grossman and Nissin Soba. Retailers can win an exclusive training session with England cricket legend Stuart Broad, among other prizes.
Swizzels unveils Atomix range
SWIZZLES has introduced Atomix, a range of sweets inspired by its retro favourites Rainbow Drops and Refreshers.
The new range reimagines the popular confectionery in a bite-sized format with a colourful outer shell and soft centre.
Atomix Rainbow Drops features fruity �lavours including strawberry, orange, lemon, apple and raspberry, while Atomix Refreshers
Sour delivers a mix of sour fruit �lavours including mango, strawberry, lemon
and apple. Both varieties are available in £1 pricemarked packs.
SCOTTISH free-from bakery brand Lazy Day has added two new products to its range: Caramel Blondie and Choca Mocha Squares.
Retailing at £3.25, both products are available via wholesalers including Suma, CLF and Bramble Foods.
According to the supplier, the launches come at a time when �lavour innovation is becoming increasingly important within the bakery sector, as brands look to balance familiarity with novelty and respond to changing consumer expectations.
Sweet Chilli & Sour Cream, and Sea Salt & Balsamic Vinegar of Modena.
•
•
NEWTRADE INSIGHT STORE TRIAL
DATA: This feature is created by Newtrade Insight. Data is gratefully received from the retailers who participated in a four-week trial. Any data from other sources is cited.
FUTURE-PROOFING YOUR STORE WITH BAT’S NEW GANTRY
Newtrade Insight partnered with BAT to trial its new gantry and measure sales in stores across the country. Here’s how they got on
ABOUT THE GANTRY
BRITISH American Tobacco (BAT) has unveiled its latest backwall gantry and is beginning a rollout to UK convenience retailers.
The gantry is 1.5m wide and comes in two di erent height
options of 2m and 2.3m. The full-sized unit can house 32 nicotine-pouch lines and more than 100 vaping lines.
BAT rst unveiled the gantry at its Innovation Centre in Southampton at an event on
24 February, where a demonstration was held to several visiting retailers.
At the event, BAT’s trade marketing visibility head, Louise Marcon, described the new gantry as a retailer’s “Be
A SCALABLE AND FUTUREPROOF SOLUTION
BAT’S latest backwall gantry is designed to be scalable and futureproof to allow retailers to adjust their display in line with changing legislations.
“What we’re showing is built on partnership, built with retailers,” said Marcon.
Designed by retail equipment specialists Modern Expo, the gantry has LED highlighting around the products, bringing them a visual
premium, as well as a digital screen that explains the attributes of BAT’s top-selling lines, including Vuse, which is the global number-one closedsystem vape brand1, and Velo, which is the UK’s top-selling nicotine-pouch brand2.
The gantry is available to all – check out the URL/QR code on the opposite page to nd out how you can request a visit and installation.
“We can come to the store and o er a free consultation in which we can look at o ering window skins, bus-stop signs, the back wall and CTUs so you get a full suite of visibility solutions,” Marcon added.
The supplier has also partnered with Newtrade Insight and Retail Express on a project that has seen the gantry installed in four independent retailers’ stores. We then meas-
Jealous” solution, which displays a range of Velo and Vuse products for both seasoned alternative nicotine consumers and those new to the category, with room for a retailer’s full category o er.
ured sales across a four-week trial period, and compared them to the month prior to the installation, to see the immediate impact on sales.
Priyesh Vekaria’s One Stop Carlton Convenience in Salford and Mark Dudden’s Albany Road Stationery & News in Cardi were two of the rst to take part in the trial. Head to betterretailing.com to watch a video of their installations.
ONE STOP CARLTON CONVENIENCE
THE impact of the new trial gantry in Vekaria’s One Stop store in Salford was immediate, he says, despite products like Velo starting from a strong base.
“Velo does well, it’s always done well, but it’s picked up because the variants are now more visible. I think we’ve got a wider range availability from BAT directly compared to One Stop,” said Vekaria. The sales data from his store during the trial backs this up. Compared to the four weeks before the installation, sales in Vekaria’s vaping and tobacco
alternatives category grew by 9.6% over the four weeks of the trial3. This sales increase was bolstered by Vuse, which grew 6%, and Velo, which saw a sales value increase of 35%3.
ALBANY ROAD STATIONERY & NEWS
IN line with the uplift seen in the rst store, Dudden’s Cardi store also saw a total category uplift compared to the four weeks before the installation. The new gantry helped deliver a sales value increase
of 9.2%3 – very much in line with that achieved by Vekaria. This is despite it being, in Dudden’s words, a quieter time in general.
Growth in Dudden’s store was a real-cross category phe-
nomenon, driven by true sales increases across other key vaping and pouch brands. This shows that the new BAT gantry delivers true cross-category growth by promoting the o er more e ectively to shoppers.
“We’re pretty quiet at Easter, we don’t usually see a sales uplift. But the new gantry is de nitely making a di erence, especially being lit up; it’s a positive presence in the store,” says Dudden.
If you would like to enquire about having a BAT gantry in your store, please speak with your local BAT representative, scan the QR code or register your interest at batclub.co.uk
SUPPLIER VIEW
Eddie Devine, head of symbols & independents, BAT UK
“BAT is rolling out the next generation of backwall gantries for symbol and independent stores. Having all nicotine products consolidated in one place allows shoppers to see consistent planograms, flavours and strength ranges. Having a unit which will light up and video screens to advertise and communicate a product to adult consumers will drive uptake and additional sales.”
RETAILER VIEWS
Mark Dudden, Albany Road Stationery & News, Cardi
“THE gantry is working well. People are noticing products across all the shelves. It’s good for the category in general, people are coming in and asking about pouches, which they weren’t doing before. This gantry helps futureproof the store and makes pouches more visible. People know this is where to get them and I’m looking a few years from now for it to be a much bigger market.”
Priyesh Vekaria, One Stop Carlton Convenience, Salford
“WE sold more Vuse devices in the rst couple of weeks than we had previously. I am con dent Velo will also do well for us, as it’s in a prime space. This gantry is fantastic. It looks great, facing up is fantastic because everything’s on pushes, so it’s really easy to use because you pull the whole drawer out and can back ll it. All of that functionality saves us lots of time.”
MY STAR STAFF MEMBER
OPINION
RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS
What do you think? Call Retail Express on 020 7689 3357 for the chance to be featured
DONNA COOMBS
My role in the shop: post office assistant
How did you become a team member?
It was shortly a er I moved into the village. I visited the shop a few times as a customer and saw they were advertising for roles on Facebook. My daughter was starting pre-school at the time and I was made redundant from a bank, so I had nothing to lose.
Is working in a post o ce similar to a bank? It is, because you’re speaking to customers all the time. I do like talking and I like the clerical tasks. You get to know a lot of people in the village.
What do you like most about the role? I o en jump between the post o ce and the shop. I do like talking, which is a good thing. You get to know the customers and hear their stories. We get a lot of elderly customers, so you hear about their lives when they were younger.
Is your service to the community important? Some of the older customers don’t really get out much. We’re able to speak to them each day and provide that point of contact they otherwise wouldn’t have.
Have there been any funny moments in the job? Every day, something always happens. I’m quite a clumsy person. One day, I had to carry three boxes of crisps and I’m quite a short person. I couldn’t see past the boxes and ended up hitting a light. One of the boxes fell on my head and a customer saw it. We laughed for about 10 minutes.
The opening was always about the people
LEGISLATION: How are you preparing for key changes?
“WE greatly appreciated the visit from one of our Senedd representative, Kerry Ferguson, to discuss all things independent retail and Post Of�ice, including retail crime, banking, business rates, the cost of doing business and obviously DRS.”
“WHILE we have some concern about the direct and indirect costs associated with DRS, such as capital, labour, maintenance and opportunity costs, we will continue to work with Exchange for Change to ensure DRS works for small shops.”
MILESTONES: What have you been involved in?
“I RECENTLY took part in an event at Old Trafford, bringing together retailers and industry professionals. What stood out most was the event’s wider purpose. Retail can be demanding, and organisations like Retail Family play an important role in supporting the mental well-being of retailers.”
Bisi Osundeko, Go Local Junction Lane, St Helens
“I AM absolutely delighted to share that we have been selected by Allwyn to be the only store in Scotland distributing the brand-new, limited-edition 30th Anniversary coins. For our little independent convenience store to be chosen is an incredible moment for us.”
The event at Old Tra ord brought retailers together
DEVELOPMENT: How have you changed your business?
“AFTER an emotional journey, we are proud to of�icially open the doors to the new One Stop, a place built on community, connection and continuing a legacy. Today is about remembering Nell, who recently passed. This was never just about opening a shop. It was always about people.”
Suresh Patel, One Stop Working with Nell, Millbrook
“I’M going to rebrand my stores from Nisa to Flettons to re�lect our local service more. There will be food to go using inspiration from around the world. Although the branding is going completely independent, my wholesale supply will still be conducted by Co-op Wholesale.”
Store owner: Vidur Pandya, Kislingbury Village Store & Post O ce, Northampton
Fiona Malone, Tenby Stores & Post Of�ice, Pembrokeshire Get in touch
Want to recommend a star member of sta ? Call 020 7689 3358 or email alex.yau@newtrade.co.uk
We will continue to work with Exchange for Change
ALCOHOL: How is your in-store range evolving to meet demands?
“CUSTOMER habits are changing, and today’s young customer has different preferences. We’re based on a busy high street. Many of our customers prefer convenience. Ready-to-drink cocktails have shot up in demand, so we’ve dedicated an entire chiller space to them. ”
Rakesh Bhimjiyani, Costcutter Hampstead, London
“WE recently became one of the �irst hybrid Costcutter Wine Racks in the country. It’s less about being an offlicence and more of a destination for customers. Taking inspiration from specialist shops, we now group our wines by grape, and it’s de�initely helped boost sales.”
Paul Cheema, Malcolm’s, Coventry
Nathalie Fullerton, Go Local Dumbarton Road, Glasgow
‘Newspaper orders have been tampered with’
I BELIEVE newsagents have a right to control their own supply �igures, but this hasn’t been the case recently.
For the past four weeks, supply of The Sun has been cut back. I usually get 11 copies on weekdays and 14 on a Saturday. However, this has been slashed to just nine. To
cover HND and normal sale in the shop, I’ve had to go out and source extra copies.
I have tried to adjust supply via SNapp. However, the �igures have been changed the following week.
I have tried to �ind out who is responsible for tampering with our �igures, but I �ind it exhausting to com-
municate my issues.
Subhash Varambhia, Snutch News, Leicester
A Smiths News spokesperson said: “Supply levels are informed by recent sales trends to help align stock with customer demand. Over the past four weeks, this retailer has returned unsold copies on a
number of occasions, even during periods when supply levels were reduced. We recognise that demand can �luctuate, and retailers have the �lexibility to adjust their supply in the short term by contacting their wholesaler directly. This helps ensure that stock levels remain appropriate and can adapt over time as sales patterns change.”
Don’t be afraid to shout
WE are looking to attract more attention from audiences outside our existing demographic audience. We’ve been working with suppliers to get innovations and new products, as well as activations that we can do in store.
On top of that, my son Max has created these mixology cocktail bags that went viral over the bank holiday. We were selling them for £20, which included a pouring jug and four cups to add value. People love added value. And we sold more than 100 in less than two weeks. It was really strong and brought something di erent to the store, which got us that traction. People were coming from Newcastle to buy them from us.
It is so important to be creating that noise, energy and excitement around your store. If you can work with suppliers, they will help you to build things, whether it’s PoS or free merchandise. We’ve worked with Red Bull, Coca-Cola, Budweiser, you name it. People love free merchandise and will come to you just to see what’s on o er. And then you will see an upli in sales for a while a er that.
We’ll do lots of stu with the World Cup, but for me the biggest opportunity is a sunny summer day. There are no events, so we can just make it about us and promote ourselves. It’s great for sales.
RETAIL Express has teamed up with new RTD shot brand Vogo – a range of premixed vodka shots in handy pocketsized pouches – to give you the chance to win one of ve starter packs. Each pack is worth more than £80 RRP and contains 10 pouches of each variety – Strawberry Splash, Tropical Deluxe, Raspberry Blast and Citrus Zing – as well as fridge stickers and clip strips. With an RRP of £1.85, 15% ABV and 35ml shot size, Vogo pouches are ideal impulse buys as they can be consumed immediately.
TO ENTER
We take a half day to get ourselves out there and have a good day for the store. It brings people in, and it’s always worthwhile. Do it in February and it will be cold and windy, so you’ll get low traction. Now is the time to do it. Make it look good on your social media, too. It’s about bringing something to the store that makes it better. If I’m reducing prices, I want to make a big noise about that. I want to show that my shop is as clean as possible, and is as good as it can be.
We are community stores at the end of the day, so we want to be helping the community and getting involved in the community, and make sure they know us and what we’re doing.
RETAIL Express has partnered with GroceryAid to give one lucky reader the chance to win two tickets to the grocery industry’s must-attend festival.
Taking place at London’s Kenwood House on 2 July, Barcode brings together more than 6,000 grocery and FMCG professionals for a day of live music, networking, and great food and drink. Scissor Sisters headline, with Faithless, Wet Leg and Massaoke’s legendary singalong party also on the bill.
Fill in your details at: betterretailing.com/competitions Competition closes on 23 June. Winners must prove they work in the grocery industry and agree to GroceryAid’s code of conduct: groceryaid. org.uk/events-terms-conditions. No cash alternative available.
Each issue, one of seven top retailers shares advice to make your store magni cent
Access exclusive pricing data
GETTING CORE RANGING RIGHT
The RETAILEXPRESS team nds out about mastering the essentials with eight major suppliers
CORE RANGES
venience store’s turnover. Key categories such as snacks, so drinks and next-gen nicotine are crucial sales drivers.
ing segments within so drinks, including functional launches such as its new Boost Water+ range.
discusses the ways in which its Grenade brand is seeing strong sales across both protein bars and shakes.
MANY retailers are looking for the next big trend to take their sales to the next level. But it’s important not to forget the products that form the bedrock of a con-
Equally, within well-established or stagnating categories, new segments such as functional energy, stout and iced co ee are key growth points that shouldn’t be ignored.
JDE Peet’s explains the rise of co ee-at-home trends and how Kenco’s new Espresso Concentrate caters to consumers looking for both iced and hot options.
Over the next eight pages, Retail Express will be sharing some of the key advice on core categories from some of the country’s leading suppliers.
AG Barr outlines the grow-
Snack bar brand Kind highlights its continued growth in recent years and explains how retailers can increase sales.
New vaping brand No Saint breaks down its devices’ eco-friendly credentials and its investment in the independent convenience channel and new stockists.
Mondelez International
PepsiCo spotlights the ongoing durability of the savoury snacking category and the role its brands, including Walkers and Doritos, play as a beacon within it.
Red Bull looks at the role that top energy drinks brands’ core lines play in underpinning category sales, especially during the summer months.
And nally, Supermalt examines the rise of stout within beer and how its new Supermalt stout is injecting excitement into the segment.
So drinks
ST RAIGHT-uP SALES
SPORTS and energy is one of the fastest-growing convenience categories, up 12.4%1 and now worth £3.1bn1, making it a key driver of value and footfall. Boost, the number three energy brand2, is an essential listing, o ering a range of great-tasting energy at accessible price points.
Functional water is also growing rapidly, up 43% year on year and 121% over the past three years3, as shoppers seek healthier, more purposeful drinks.
To meet this shopper need, Boost launched Boost Water+ in January, a range of zero-sugar electrolyte waters in Cherry, Citrus and Strawberry & Peach varieties. At just £1, Boost Water+ delivers a ordable hydration, helping retailers tap into this high-growth segment.
WHY SHOULD YOU STOCK BOOST?
IN a category driven by impulse and price sensitivity, Boost lls a very speci c gap as the number one brand in value energy2, and its accessible price point helps retailers capture cost-conscious shoppers across both energy and sports categories.
Boost also taps into high-growth trends. With the launch of Boost Water+, retailers can also o er their shoppers access to the fast-growing functional water segment, expanding beyond traditional energy.
In short, stocking Boost helps retailers sell to more shoppers, more o en across more missions.
GETTING THE MOST OUT OF SOFT DRINKS
SUCCESS in sports and energy starts with stocking brands shoppers expect. The top three stimulant energy brands deliver 82% of value sales, while the top two sports drinks brands account for 80% of category sales3. Boost is a key player in both at number two and three, respectively2. Innovation drove 62% of energy growth in 20254, but execution remains critical: the right range, kept cold, clearly priced and easy to shop, drives results.
THE co ee shop at home trend continues to grow, with 49% of consumers claiming to visit co ee shops less to save money – and most drinking more at home1 Consumers are trading up for products that allow them to easily recreate their favourite co ee-shop experiences in the comfort of their own homes.
Iced co ee has quickly become a go-to beverage, with iced lattes now being consumed more than cappuccinos out of home2. This trend is more apparent for under35s, with 33% consuming iced co ee on a weekly basis (compared to 17% aged over 35)3. As younger drinkers are increasingly experimental with flavours and formats, iced co ee has become a category with huge potential for retailers.
WHY SHOULD YOU STOCK THE KENCO RANGE?
WITH 26% of consumers seeking convenient iced co ee options4, retailers must adapt their co ee o ering to these needs. Kenco’s new Espresso Concentrate is a versatile base for creating both iced and hot drinks at home. Available in Unsweetened Black, Mocha and Caramel variants, the launch builds on the rapid growth in iced co ee occasions. Its versatility means retailers can increase year-round sales, while the concentrate format caters to shoppers seeking easy-to-make drinks that still deliver a co ee shop-style experience.
GETTING THE MOST OUT OF COFFEE
WHERE possible, retailers should stock a diverse range of products to appeal to a wider range of shoppers and the variety of their co ee consumption occasions. For shelf planning, it’s important to align co ee space with its contribution to sales. Co ee accounts for 64.5% of sales in hot beverages5, so it should require ample space. Placing products at eye level, as well as utilising signage and PoS kits, make them more likely to catch shoppers’ attention.
1Penetration, Frequency via NIQ Panel, Value Size via NIQ Retail + NIQ Panel + Pro tero in L52W we23.03.24, 2Allegra World Co ee Portal 2026, 3Allegra Project Café Report Series – January 2025, 4Toluna/Harris interactive demographically representative poll of 1,105 co ee drinkers – from: Co ee is king of the cuppa: 10 charts that explain UK attitudes to coffee | Analysis & Features | The Grocer, 5NIQ Scantrack, Total Coverage, Total Hot Beverages, MAT we 22.03.25
Co ee
Profondo
Snack bars
TOP PERFORMERS
WHAT ARE THE TRENDS IN SNACK BARS?
innovation in the UK snack bar category is being shaped by two opposing forces – indulgence and health – and the most successful products nd ways to deliver both simultaneously. Shoppers are no longer willing to trade taste for nutrition, and brands that can credibly o er a genuinely delicious product without compromising on ingredient quality are winning
Chocolate remains the dominant flavour territory, with milk and dark chocolate variants continuing to perform strongly. Additionally, white chocolate is emerging as a notable trend within the category, reflecting consumer appetite for sweeter, creamier flavour pro les. However, protein and bre continue to underpin much of the category’s innovation pipeline.
WHY SHOULD YOU STOCK KIND?
KIND is gaining share across all major retailers. It is also gaining share across all singles, with core singles being more than 50% share of impulse1. Its top-performing lines are Kind Dark Chocolate, Nuts & Sea Salt 40g, with a sales value of more than £4.5m2, and Kind Protein Bar Crunchy Peanut Butter 50g, with a sales value of more than £3.2m1 For retailers, Kind Milk & White Chocolate Nut addresses a gap in the market. It appeals to shoppers who are typically divided between milk and white chocolate preferences, o ering a single, convenient solution for those seeking a nutritious treat that doesn’t ask them to compromise on taste.
HOW CAN YOU GET MORE FROM SNACK BARS?
RETAILERS can unlock stronger sales for snack bars by focusing on visibility and relevance at xture. Prioritise dual siting across healthier snacking and confectionery to capture both planned and impulse missions. Clear segmentation simpli es navigation, while strong PoS reinforces permissible indulgence. Secondary displays tied to key occasions drive incremental purchase. Ultimately, success comes from making the category easier to shop while signalling that Kind delivers both taste and better-for-you credentials.
CORE IN YOUR STORE NO SAINT
PERFORMERS
WHAT ARE THE TRENDS IN VAPES?
MAJOR change is coming for vaping in 2026, with a new Vaping Products Duty (EPD) charge adding a flat rate of 22p per millilitre. The higher the volume, the more obvious the hit on cost-conscious consumers’ pockets – so experts expect a shi in demand towards TPDcompliant 2ml pod systems, where the initial cost is lower and repeat purchase easier to accommodate. This predicted change in consumption patterns will lead to more frequent store visits and additional basket spend. For retailers, the opportunity is clear: supporting trusted, compliant lower-volume pod brands that deliver value and encourage repeat purchase is the route to future growth. Retailers who partner with brands that recognise these trends and are investing for the long-term sustainability of the category stand to reap the bene ts.
WHY SHOULD YOU STOCK NO SAINT?
NO Saint is genuinely di erent – o ering adults who vape a premium taste and product experience not o ered by other brands, at a competitive price. Every No Saint device comes with battery circuit protection (to prevent malfunction and overheating), a ceramic coil for consistent flavour and zero ller-foam, eliminating concerns around microplastics while enhancing purity and performance.
No Saint’s unique pod identi cation system automatically optimises flavour delivery; consumer feedback consistently reports that No Saint tastes outclass other brands across a range of measures. Finally, No Saint is investing heavily in independent retail, with dedicated city managers o ering partners training and merchandising support.
HOW CAN YOU GET MORE FROM VAPES?
VAPE sales are best maximised by focusing on less complex combinations of trusted brands, popular flavours and simple pod formats. Reusable devices should be placeda at eye-level, with re ll pods directly adjacent to drive repeat purchase and maximise basket value.
As consumers become more cost-conscious, clear price signposting and targeted promotions will encourage switching and premium trade-up. Adherence to RRPs is critical to inspire con dence and loyalty. Supporting new brands through sta education is key; knowledge of tech, range and value will help support conversion and repeat purchase as the market shi s towards 2ml pod formats.
CORE IN YOUR STORE GRENADE
In partnership with
Protein
TOP PERFORMERS
WHAT ARE THE TRENDS IN PROTEIN?
WHILE protein is a key ingredient shoppers seek out for healthier snacking, it’s when protein-packed snacks deliver on flavour that this category challenges more established ones such as confectionery or crisps. And not all shoppers are looking for the same type of protein snack. In addition to snacks and bars, protein shakes are performing strongly. The segment is worth £113m, showing growth of 21%1. As more consumers seek convenient, high-protein options that t into their busy lifestyles, retailers should increase their protein shake o ering, allocating it similar shelf space as protein bars.
WHY SHOULD YOU STOCK GRENADE?
GRENADE is the UK’s number-one protein bar brand2, and its range of bestselling protein shakes3 is growing by 31% in value4. Grenade protein bars are a must-stock, but there is a huge sales opportunity in also stocking its protein shakes.
Each 330ml protein shake has more than 25g of protein, is low in fat and sugar, and is made from natural flavours and colours. It is also suitable for vegetarians and is non-HFSS. The range of Grenade protein shakes is comprised of great-tasting flavours including Chocolate Fudge Brownie, Chocolate Salted Caramel, Cookies & Cream, Strawberries & Cream and White Chocolate.
HOW CAN YOU GET MORE FROM PROTEIN?
VISIBILITY is key for the success of a healthier snacking range, particularly protein bars and shakes. With one in ve shoppers saying they can’t see protein bars where they shop5, retailers are missing out on a sales opportunity as protein bars have a high PoR of more than 40%.
In addition to stocking protein products in the right location, such as the chiller for shakes, it’s also important retailers are stocking the best range. Having Grenade’s bestselling protein bars can indicate to the customer where your healthier snacking range is in store.
1Nielsen Total Coverage. Excludes Meal replacement. Latest 52 Wks - w/e 21.03.26, 2Circana, Total UK Market, Protein bars, Value sales 52w/e 28.09.25, 3IRI data ending April 2024, 4Nielsen, Total Protein Shakes, Value Sales, 52 Wks w/e 21.03.26, 5Market Measures, Consumer Researcher, 2024
CORE IN YOUR STORE PEPSICO
TOP PERFORMERS
• Quavers 54g £1.35 PMP
• Doritos Chilli Heatwave 70g £1.35 PMP
partnership with 1Kantar Worldpanel – GB Total Savoury – 52 w/e 30.11.25-| Total Market & Convenience Channel, 2Kantar World Panel User Panel 2025, 3Worldpanel by Numerator, Take Home Purchase Panel Spend and Penetration data from 52 w/e 22.02.26, 4NIQ Latest 52 Wks – w/e 04.04.26, Market: Total Impulse
• Walkers Cheese & Onion 70g £1.35 PMP
Crisps snacks&
WHAT ARE THE LATEST SNACKING TRENDS?
THE savoury snacking category remains strong, with 99% of consumers enjoying savoury snacks, and 77% purchasing them from convenience outlets1. Worth £895m annually2, it continues to be a key sales driver within impulse. However, there’s even more growth to unlock, with retailers potentially missing out on £17,800 in additional sales per store each year3.
Consumers are loyal to brands they know and flavours they love, making trusted favourites key to driving repeat purchase.
Flavour drives choice on 50% of all occasions2, while demand for spicy flavours continues to surge, particularly among Gen Z shoppers seeking bold, more adventurous taste experiences3.
WHY SHOULD YOU STOCK THE PEPSICO RANGE?
STOCKING a strong core range from trusted brands is essential to maximising sales in savoury snacking. PepsiCo’s portfolio is built around iconic favourites like Walkers, Doritos, Quavers and Wotsits, which drive consistent demand, repeat purchase and impulse sales. Walkers alone is worth £126.17m in sales4, reinforcing its position as a key category driver.
These brands create a powerful ‘beacon e ect’ in store, drawing shoppers in while delivering reliable performance. PepsiCo continues to invest behind these core ranges, as seen with the Walkers restage and expansion into new flavours such as Hot Honey.
GETTING THE MOST OUT OF CRISPS & SNACKS
LOCATE the main snacks xture near the front of store to drive visibility and impulse purchases. Focus on core favourites, including a strong selection of PMPs to reassure shoppers on value, such as the new Walkers 85p PMP range. Block xtures by shopper mission and flavour to help shoppers quickly nd lines, while points of interruption, like secondary displays near drinks, can drive impulse purchases and basket spend.
In partnership with
Energy drinks
TOP PERFORMERS
•
WHAT ARE THE LATEST ENERGY DRINKS TRENDS?
THE sports and energy category is thriving, and continues to outpace so drinks and total FMCG, making it the number one category in impulse1. Speci cally, functional energy drinks are key to channel growth, especially this time of year – with functional energy driving 47% of all so drinks growth last summer1
Core lines are vital and drive the most value, but there is an increasing need for new products to drive excitement, trial and value into the category, with flavoured energy accounting for 49% of energy drinks value growth2. With the top three energy drinks brands (Red Bull, Monster and Lucozade Energy) making up 88% of all sales, it’s vital that these products have good representation in store rst, supported by launches.
WHY SHOULD RETAILERS STOCK RED BULL?
WITHIN functional energy, Red Bull is the bestselling drink in the fridge, selling more units than any other single-serve so drink. In fact, Red Bull Energy Drink 250ml, 355ml and 473ml are the top three lines delivering the most value in impulse2. So, if you stock nothing else, these are the products to back.
Not only that, as the original energy drinks category leader and number one single-serve so drink3, Red Bull Energy Drink 250ml sells more packs than any other food and drink product in the UK4
GETTING THE MOST OUT OF ENERGY DRINKS
RED Bull’s ‘Perfect Store Principles’ can transform the performance of your energy xture. The strike zone is the most visible part of the shelf, ranging from waist to eye-level. Use this space for bestsellers to signpost the category.
Red Bull acts as a beacon for energy drinks, so should be placed in the strike zone to drive signi cant sales upli s across the category5
1Nielsen Scantrack, Total Impulse, 12 weeks to 09.08.25, 2Nielsen Scantrack | Total Indies & Symbols | 52wks to 11.04.26, 3NIQ Scantrack, Value Sales, Total Coverage, WE 31.01.26, 4NIQ Scantrack, Total Coverage, Packaged Food & Drink Universe = Ambient Grocery, Fresh Foods, Frozen Foods, BWS & Impulse | Latest 52 w/e 27.12.25, 5Int’l Merchandising Research 2023 EyeSee, US, DE, IT, BR
CORE IN YOUR STORE SUPERMALT STOUT
TOP PERFORMER
• Supermalt Stout 330ml
WHAT ARE THE TRENDS IN STOUT?
STOUT is the undisputed star of the UK beer market right now. While the wider beer, wine and spirits (BWS) category has struggled, stout is growing, posting 10.9% year-on-year value sales growth and now accounting for 9.5% of all beer volumes1. The category is growing its shopper base, bringing in new consumers who weren’t previously stout drinkers.
Nearly a third of stout drinkers are now aged 34 or under2, as a younger audience discovers the category. Demand is no longer seasonal, either. What was once a winter pub staple has become year-round, t for more occasions and people than ever. For retailers, this is a growing opportunity, with a shopper who’s engaged, spending and actively looking for something new.
WHY SHOULD YOU STOCK SUPERMALT STOUT?
THIS isn’t an unknown brand taking a chance on a new category. Supermalt is the UK’s leading malt drink brand, with a consumer base that doesn’t need convincing. Supermalt Stout brings that built-in loyalty straight into the BWS space, while also pulling in new stout drinkers.
Rooted in Afro-Caribbean culture and resonating across generations, it occupies a space no other stout currently lls. At 7.7% ABV, it’s a bold brew, but one that drinks smoothly. “Stout has shed its ‘old man’s drink’ reputation and is attracting a diverse audience,” says Lindsay Brown, marketing manager at Royal Unibrew. Available through Booker and Wanis, getting it on shelf is simple.
HOW CAN YOU GET MORE FROM STOUT?
CHILLED siting should be the priority; stout drinkers increasingly expect it cold, and it gives Supermalt Stout a real edge for evening sales and big-night-in occasions. Visibility does the heavy li ing with stout, so placement matters. Sit Supermalt Stout within the main BWS bay alongside premium stout and world beer lines – shoppers browsing that section are already in buying mode. Stock as individual bottles in the chiller to drive trial and impulse purchase. For stores with a strong Afro-Caribbean customer base, it deserves prominent placement, especially around key celebrations. Support with PoS materials to drive standout and increase rate of sale.
MILK MORE SALES
TAMARA BIRCH talks to retailers about their must-stock dairy drinks
and RTD products bringing in high sales
DAIRY DRINKS: TRENDS AND MUST-STOCK BRANDS
THE dairy drinks category is worth more than £415m in value, growing at 8.8%, according to Ewa Moxham, UK marketing director at Yoplait.
To maximise this sales opportunity, Moxham says retailers should stock lunchboxfriendly formats to provide an easy solution to parents.
“Whether it’s long car journeys, weekend activities, commuting or travel, consumers are looking for snacks that travel well, that require no preparation,” she says. “Yoghurt drinks such as Yop meet this need, o ering a convenient, resealable format
that works as a mid-morning boost, lunch accompaniment or travel snack.”
The on-the-go mission is backed by retailers, who say that impulse 500ml formats are perfect for these missions, but what are their go-to brands?
For Sudesh Patel, of Londis Coulsdon in Woodmansterne, Surrey, his main dairy drinks brands are Frijj, Delamere, Nutriment and Yazoo.
“Dairy drinks do really well for us, and I think it’s because of the community we have,” he says. “We have a lot of younger kids who buy into the
category. Chocolate, strawberry and vanilla are our top flavours.”
Sasi Patel, owner of several Go Local stores in and around Greater Manchester, says protein has become an emerging category in dairy drinks.
He says: “Müller released a full protein range, and protein as a whole has become a huge category in dairy drinks that we’ve dived into.
“Cookies & cream is a popular flavour in this subcategory, but strawberry, banana, chocolate and vanilla remain popular in the mainstream brands.”
MAKING A MILKSHAKE
MACHINE WORK IN STORE
WITH the summer season in full swing, retailers can drive higher sales and footfall by having a milkshake machine in store. Sudesh Patel has a machine from Blue Ice and paid £2,600 for it. The machine is primarily used by his younger customers, but he says it also attracts an older generation, too.
“We recently had a re t, and the reason we installed
the milkshake machine was to build our treat area and join other machines, including a slush option,” he says.
Patel sells each flavour for £3 and says he received free stock as part of his initial investment. He recommends the company based on their customer service.
Meanwhile, Sasi Patel has a F’real machine, which he says performs better in the heat, as
well as Millions and Squashies milkshakes.
“Given their premium price, the Millions and Squashies milkshakes sell very well,” he says. “It’s partly due to nostalgia, but also because it’s a quality product.”
With F’real, Sasi Patel says most of his sales come from home delivery, which is the main appeal for keeping it in store.
RTD COFFEE: TRENDS AND MUST-STOCK PRODUCTS
STARBUCKS, Costa and Hell ready-to-drink (RTD) co ee are the most popular brands for Sasi Patel, who adds that having a premium and budget range helps reach a wider audience.
“With cold RTD co ee options, shoppers are sticking to the main brands and traditional varieties, like cappuccino and frappuccinos, and Hell has a low-fat option, which customers love,” he says.
Sudesh Patel, however, says that Starbucks is his main brand, and that he has reduced his other RTD co ee ranges as a result.
“When we opened following the re t, we had other brands
in, but customers were only buying Starbucks, so we delisted everything apart from two Arctic Co ee lines,” he says.
“Our most popular flavours are ca é latte, vanilla and caramel options.”
SUPPLIER
VIEW
Karen Lewis, marketing director, FrieslandCampina
DRIVING SALES OF RTD COFFEE
Kate Abbotson, senior trade communications manager, Coca-Cola Europaci c Partners
“THE RTD co ee segment is forecast to be the highest growth category in so drinks, with increasing relevance alongside dairy-based drinks as consumers seek convenient, chilled co ee options. According to long-term projections, the category is expected to double in size by 2030, reaching an estimated £670m. Leading brands, like Costa, continue to play an important role in giving the category credibility and recruiting new shoppers.”
RTD COFFEE and dairy drinks are highly impulsive, so the rst step is trialling a new range. Sasi Patel recommends starting with one or two brands that include a budget option.
“Start with building your core range, including bestselling lines, like Starbucks and Costa, see how you get on with it and build your range from there,” he says.
“We’ve now grown our range to o er 11 lines and we sell ve-to-six cases a week, so the space is warranted.”
Retailers should also include a variety of formats to encourage customers to pick
“DESPITE the squeeze on household budgets resulting from a period of high inflation and the cost-of-living crisis, shoppers haven’t abandoned treating themselves. Consumers continue to nd pleasure and small moments of joy in a ordable treats, boosting sales of products such as dairy drinks. This trend is reflected with premium milk drinks, which is growing faster than the market rate.”
up products, whether it be a 300ml or 400ml option, says Karen Lewis, marketing director at FrieslandCampina.
“Having a range of di erent formats between 400ml and 1l means that retailers can maximise sales based on these occasions,” she says.
From here, merchandise the category in a high-footfall area to capture the attention of passing customers, or dual site, as Sasi Patel does.
“Both categories are in the food-to-go section and with soft drinks,” he says. “I made space for it to maximise visibility as I knew it was an emerging category.”
PRODUCT news
In case you missed it
Arctic Co ee has unveiled Arctic Decaf Café Latte, available in a 330ml pack at an RRP of £1.15. Having launched in Tesco nationwide in May, the product will be made available to independents late summer.
Yazoo Inspiration milkshake additions
In March 2025, Yazoo launched an Inspirations milkshake range in Birthday Cake and Caramel Blondie varieties. Both flavours carry a £1.50 RRP and are available in cases of 12.
Jimmy’s Iced Co ee Caramel Wa le Jimmy’s launched a limited-edition flavour, Caramel Wa le, last year. It is available in a 250ml slim can format retailing at £1.70.
FIND THE RIGHT BANK FOR YOUR BUSINESS
With the nancial services market evolving, the question of which bank is best for your business needs is more important than ever, as ANNE BRUCE discovers
NO CHANGE, PLEASE
MOST retailers say they are reluctant to switch banks, even when they’re not completely satis ed. The biggest barrier is the complexity involved in making the required changes, such as updating direct debit mandates, notifying suppliers, updating payroll details and resetting online banking access.
Dipesh Modha, of Edgware Road Post O ce in London, says he is unlikely to switch from Virgin. He looked at HSBC Kinetic in the past, but he decided against changing because “it is too much hassle to go through”.
Batley retailer and retail consultant Surjeet Singh Notay has been with his bank for 50 years, and his father before him was with the same bank. However, his loyalty does not mean he is overwhelmingly impressed with the service on o er.
He comments: “There is no personal touch anymore, even if you go to the bank counter, you are told to go and use a machine. They do look after me, though, when I need it. If I need an overdraft at Christmas, for example, to buy stock. I don’t think I would change banks.”
HOW TO DO A MARKET ASSESSMENT
RETAILERS looking for a new bank will rst have to decide where their priorities lie –whether it’s overdraft rates, digital tools, a personal account manager or the cost of services, such as cash deposits.
Sasi Patel, of Go Local Extra in Rochdale and Oldham, Greater Manchester, says the free banking of cash is his number-one priority. This is
a service that Santander, his banking provider, o ers free of charge as long as the deposits are made into its deposit machines, not at the counter. Patel will travel to his nearest branch in either Rochdale or Oldham to make these deposits. The other main priority for Patel is online access for paying wages and making other
payments. The bank also offers a dedicated business team number which he can call with any problems.
He says: “I think with choosing a bank, it is mainly about just making sure you get the cheapest services, such as cash deposits, because it can be expensive just to bank your own money.”
Asking friends and fam-
ily about their business banking experiences or checking Which? or Money Saving Expert for reviews could be a good place to start, suggests Sami Kade, director of customer solutions at Starling Bank. Word-of-mouth recommendations from other retailers can also help businesses choose the right option for them, he suggests.
In partnership with:
LACK OF ACCESS TO CASH
CASH remains a signi cant payment method for many convenience retailers, especially in rural areas, but banking it can be expensive.
John Vine, of Vine & Co in Church Stretton, Shropshire, has been with the same bank for 17 years, but intends to review banking arrangements.
This is because of the UK’s evolving payment landscape and the charges retailers face
for banking cash. Vine’s bank (Lloyds) charges a fee of £1.50 for every £100 of cash that the business deposits. Vine says when customers pay PayPoint bills by cash, the retailer is left very much out of pocket.
PayPoint pays only 10p in commission per transaction to the retailer, who then pays the bank to deposit any cash, which might come to hundreds of pounds. Vine
plans to look around for the bank where it is cheapest to bank cash longer term.
“PayPoint should negotiate a better deal with the banks,” he says. “There is no bank now within 30 miles of our village, but customers are still using cash.”
Notay faces a smaller bill of 42p for banking £100 cash from his bank, but the cost adds up. He says he feels the
bank does little to earn this money. There are no bank branches locally, and he has to travel around eight miles to the nearest branch in Bradford if he needs to go to the bank.
He says the issue of banking PayPoint takings led him to drop PayPoint entirely. Instead, he now o ers Payzone, where transactions are smaller – for example, customers topping up their phone.
Stilyana Trifonova
I CAMEto the UK from Bulgaria, where my family had a store. I always enjoyed helping in the store as a child and, when I came to the UK, I got a job as a sales assistant.
Nine years later, I’ve worked my way up to store manager. Over that time, I’ve grown a lot, personally and professionally. At rst, I was very quiet and I couldn’t speak English very well, but my boss, Imran Bashir, gave me the opportunity and I embraced it.
Retail has helped me to become more con dent. I’ve learned how to manage the business and people, and I love being part of the team, where I can support sta . I’ve brought in new stock, started home delivery and built the store’s social media. I’m always looking at new services, and I would like to introduce fresh bakery. I am also looking into AI cameras to tackle retail crime.
In April, we were named one of the Better Retailing Top 100 stores in the UK and Ireland, which was a big achievement for us.
I joined the Women in Convenience group last November – everyone in it is so helpful, I’m impressed by how amazing they are.
SUPPLIER TIPS
Sami Kade,
director of customer
solutions,
Starling Bank
When choosing a banking partner, a retailer should have three top priorities:
A consistent, high-quality customer service record so you’re well supported
Value for money, such as a business account with no monthly account fees
Free digital tools to help businesses manage money, such as free digital invoicing
CUSTOMER SERVICE IS KEY
FOR some retailers, the most important service the bank can o er is access to human support, with criteria such as fees or digital tools lower on the list.
Modha says the key factor in choosing a bank is customer service. He does his banking at the Post O ce counter.
“This is handy for us – you can deposit cash across the network now with most major banks,” he says. “We deposit retail takings via our Post Ofce straight away.”
He has an external accountant, so he is not looking for any advanced digital tools from his bank. Modha just
wants a named business relationship manager whom he can reach when he needs to. His bank, Virgin, o ers a direct email address so that he can get in touch at any point.
“I want to get quick, effective help, when I need it – for example, with banking, if there’s a fraud issue, it is important to have someone who will take a call and make sure it is sorted out straight away,” he says.
In contrast, Vine yearns for a customer relationship manager: “What I would really like is a personal account manager. My bank does not have any idea who I am.”
BOOSTING YOUR GOOGLE PRESENCE
Amit Patel, Go Local Extra Duchy
Stores, Greater Manchester 1
Vrajesh Patel, Londis Dagenham, Essex 2
“MAKE sure the pictures on your Google page are up to date. If a picture is illustrating an aspect of your shop that attracts a customer, and when they come in it doesn’t live up to that image, then there’s going to be a problem. It takes 10 seconds to take a photo and 20 seconds to upload it to Google. The shop doesn’t change that often, but if it does, some fresh pictures are key. We’ve just done some renovations on the store, so we’ll update the pictures.
“Make sure your opening times are correct – especially around public holidays. And then advertise the services you provide. We don’t ask customers for reviews, but we reply to bad reviews, saying: ‘we’re sorry you experienced this, we’ll look into it, and be assured this won’t happen again’.
“If it’s just untrue, we will try to justify ourselves, but generally, I’d rather apologise and, if there’s an issue, rectify it.”
A store’s pro le on Google can have major repercussions when it comes to attracting new customers. The RETAIL EXPRESS team nds out what’s required for success In the next issue, the Retail Express team nds out
Dipesh Modha, Edgware Road Post O ce, London 3
“MAKE sure to highlight all the services you offer on your page, whether that’s Evri, PayPoint or whatever, so people know. We do NearSt as well, so when people are searching for certain products or services, our shop comes up. We used to put promotions on there, but I don’t think it made a difference.
“Then, it’s just keeping up to date with things like your opening hours and interacting with the comments. People always appreciate a thank you for a positive review. And if it’s a negative one, then you must thank them for their comment and tell them you’ll take it on board, or you can try for a reasonable explanation. Sometimes, something that upsets the customer is out of our control – it might be a third-party supplier – and we don’t want to bear the brunt of that.
“Good customer service is key to getting good Google reviews at the end of the day.”
“IT’S so important – 86% of customers rely on Google Maps to �ind businesses. People go through Google ratings to �ind out how good a place is. And if they don’t know us, then they’re going off that rating. So, it’s important for us to control that and show off how good we are. It’s a free advertising tool for us. With a Google Business Pro�ile, I can track the number of people looking for us. We have 160,000 views in the past month.
“We’ve now reached 5,000 Google reviews and we have an average rating of 4.9 stars. That journey started with one review and we went from there. I’m obsessed with customer service and want my store’s rating to re�lect that. We constantly work on our reviews because if no one replies to a bad review, then people think it’s correct. So, you have to reply to it. And all you need is a Gmail account. Our next target is to continue growing engagement and maintain that high rating.”
I need to get my website sorted and Google is so important as well. What are retailers doing to boost their online presence? – Paul Patel, Mirkay of Dibden Purlieu, Southampton, Hampshire
