VICTORY FOR RETAILERS
Shop owners protesting outside Dhamecha’s Lewisham depot on 17 June
Alex Yau, editor
LAST month, I had the pleasure of visiting Jempson’s flagship store in Rye, East Sussex, for its 90th birthday celebrations.
Third-generation owner Stephen Jempson kindly showed me around and highlighted what has kept the shop – and seven other Jempson’s stores in the region – successful since the business was founded by his grandfather in 1935. Previously supplied by Nisa, the company has more recently moved into a wholesale relationship with Morrisons.
The Morrisons brand has been performing well since being introduced into the store but, more importantly, has not cannibalised Stephen’s existing range. His current range has continued to be successful due to his focus on local products from other independent businesses.
For example, Stephen works with a number of nearby breweries for the store’s extensive lineup of beer and wine. Fresh produce is also supplied locally. Elsewhere, an in-house chef called Minerva works around the clock with her small team of kitchen sta to produce packaged food to go.
Fresh bread – which is produced on-site – plays into the fact that they’re made to the local taste and traditions. Customers are made aware of this, either by sta or on guided tours of the bakery held once a week.
Police leaders warned about gang danger on small shops
ALEX YAU
CRIMINAL gangs could be given “free rein” over local shops as senior police of�icers have admitted theft prevention will be given lower priority.
The warning comes from the ACS who, in partnership with shopworkers union USDAW, has written to police
leaders urging them not to ignore shoplifting.
Last month, senior police of�icers warned the crime would be dropped down their list of priorities following the government’s Spending Review.
ACS chief executive James Lowman said: “We have worked tirelessly with police forces and ministers to get the message across that shop
THEY’RE MADE TO LOCAL TASTES AND TRADITIONS
The Tesco-Booker merger in 2018 hugely influenced the industry and paved the way for other multiples such as Co-op and Morrisons into independent wholesale.
However, despite this, it’s retailers like Jempson’s who show that the independent spirit still stands above everything else.
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Editor Alex Yau
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theft is not a victimless crime and it needs to be investigated, and with retailers to convince them that taking the time to report these crimes is worthwhile. Senior of�icers are putting much of that progress at risk by waving away shop theft as no longer a priority.
“Theft is a serious crime that
costs hundreds of millions every year and is the biggest trigger for the abuse of shopworkers and retailers.
“We must not stand back and allow the gangs, addicts and career criminals free rein over our local shops without any fear of reproach.”
THIEVES have made money from shoplifting after abusing the deposit return scheme (DRS) on a retailer’s own doorstep.
One retailer in Dublin described to Retail Express how shoplifters have re-
cently been stealing drinks from their store, only to then claim back a deposit by putting the empty containers into their reverse vending machine.
DRS is to be introduced UK-wide from October 2027.
For the full story, go to betterretailing.com and search ‘DRS’
RETAILERS should prepare themselves for industry-wide price increases in the coming weeks, Co-op Wholesale has warned.
The warning comes as the wholesaler is to implement
of 1p to
36p across 1,500 own-label products on 28 June, due to new government packaging legislation.
It said: “You will see similar pricing changes to branded goods coming through over the coming weeks”.
For the full story, go to
SLUSH sales during the key summer period are at risk of being hit, after the Food Standards Agency (FSA) warned ice drinks containing glycerol are unsuitable for under-seven-year-olds.
FSA chair Susan Jebb advised: “There are immediate actions retailers can take that can help reduce the risk from these products.
“Retailers should limit cup sizes and should not offer free re�ill promotions to children under 10.”
INCREASES in parcel volume have helped PayPoint drive double-digit growth in the commission paid to stores, the company has claimed.
Newly released results for the year ending 31 March showed PayPoint’s underlying pro�it before tax rose by 10.7% to £68m despite revenues growing just 1.4% to £310.7m.
Some of this success was attributed to PayPoint’s store network growing by more than 1,500 sites.
Cover image: Getty Images/Anzela Ksenofontova
Dhamecha protest victory a warning to other wholesalers
PROTESTS where retailers successfully forced Dhamecha into slashing planned card payment charges will act as a warning to other wholesalers thinking of doing the same, senior industry �igures have warned.
The wholesaler has cut card payment charges planned for 30 June, following boycotts and protests by retailers at several of its cash and carries.
Messages from the company, seen by Retail Express, stated that charges on business debit cards, previously planned to be 0.2% for Visa and 0.7% for Mastercard, will now be 0.2% across the board, with a £2.50 charge cap applied to both.
Dhamecha advised retailers can avoid charges by paying with cash, personal cards, bank transfer or payment in its mobile app.
For business credit cards, the planned 1.25% charge has been cut to 0.75% and a new £25 maximum charge cap has been introduced.
Protest action against the wholesaler was held at its Hayes and Lewisham depots on 13 and 17 June respectively, while messages circulating among shop owners showed attempts had been made to organise further action on 22 June at its Croydon branch.
The protests involved picketing of branch entrances, dumping trolleys of
goods in aisles and speeches made by retailers.
Retailers and industry �igures warned the protests would have consequences.
One senior wholesale �igure told Retail Express the protests against Dhamecha could scare off other wholesalers from implementing similar charges.
They added: “The smaller wholesalers will be too scared to add fees to card payments now. They will only do it if a larger national wholesaler such as Booker or Bestway do it.”
One independent retailer told Retail Express that while Dhamecha had bowed to pressure, the change would simply result in higher prices elsewhere.
They said: “If retailers wanted the cheapest prices
they would have used alternative methods rather than just a card payment – what’s wrong with bank transfers and direct debits? These cash and carries work on very small margins, so to pass on good prices they have to save money.
“You either pay the prices through the cost of products or you pay them upfront with things like card charges. I know Dhamecha has reversed the card charges, but they’re just going to have to pass it on through the cost of goods.”
The most prominent voice in favour of the action was Kam Sanghera, managing director of symbol group Select & Save.
He wrote: “It’s inspiring to witness the recent wave of solidarity. For the �irst time
in a long while, we’re seeing genuine unity among independent retailers – and I couldn’t be prouder to stand with you all.”
Hayes retailer and protest organiser Raj Singh shared: “This isn’t just about me or you, this is about all of us. If we accept these new charges from Dhamecha today, every wholesaler will start doing the same.
“We still have a choice, but if we stay silent, soon we’ll be forced to pay these unfair fees everywhere.
“We already take on so much just to serve our customers. We cover card-payment fees ourselves. If we can do this for our customers, why can’t greedy Dhamecha do the same for us?”
Despite the backlash, many suppliers and whole-
“WE must attract customers from the neighbouring village to be sustainable economically. Alongside typical convenience products, we also o er parcel services, which drive half of my non-local footfall. I also have products sourced from the local bakery and local wines to create a farm-shop aesthetic to attract non-local customers.” Vidur Pandya, Kislingbury Village Store & Post O ce, Northamptonshire.
“I HAVE recently had to diversify my portfolio of products to keep the business running by becoming a destination store for specialised tobacco and spirits. That’s something that’s good for us because that’s how we survive as a business. Of my total customer base, non-locals comprise 95% of the business and they visit from as far as 86 miles.”
Bhavin Patel, Tylers Green Stores, North Weald Bassett, Essex
MARTIN SWADLING: The former Booker director and industry veteran has joined consultancy C-Store Collective to help retailers nd new sales opportunities. In his new role he will be responsible for “helping operators target and unlock new revenue opportunities”. Swadling left Booker after nearly 30 years at the wholesaler.
salers expressed sympathy with Dhamecha’s position.
Darren Pugh, former head of trading at Dhamecha rivals Lioncroft Wholesale, stated: “In most cases [these cards] also give the retailer credit; who underwrites this? The card company, which passes the charge on to the wholesalers through costs.
“This is still a cheap form of credit if you pay off your card in full at the end of the month, compared to a bank loan.”
Many retailers laid the blame for the charges on stores’ use of business cashback and other credit cards increasing Dhamecha’s costs, stating: “It’s all thanks to these reward credit cards that people use to pay for their holidays.”
For the full story, go to betterretailing.com and search ‘Swadling’
JEMPSON’S: The retailer celebrated 90 years since it was founded. Celebrations included tastings with food and drink suppliers. Owner Stephen Jempson put the company’s success down to close links with other local businesses.
For the full story, go to betterretailing.com and search ‘Jempsons’
LABUBU: Retailers have been warned about potentially stocking counterfeit versions of the viral plush doll. The toy has gained huge popularity since being linked with a member of the K-Pop group Blackpink. However, one store owner said there were a number of counterfeits available that may not comply with UK law.
For the full story, go to betterretailing.com and search ‘Labubu’
ILLICIT: Dodgy beer-and-tobacco sales cost the UK government £3.1bn last year, according to the government’s latest tax-gap estimates. The gure represents a yearly increase with the illicit sales consisting of beer, spirits, tobacco, ciders, premixed cans and wine.
For the full story, go to betterretailing.com and search ‘tax gap’
“MY shop is located in a part of Cornwall that lots of tourists visit every year. People are often surprised by the number of food-to-go options I have on o er and the space I dedicate to the category in the shop. At the moment, it represents 18% of our turnover. One of my most popular meals is takeaway chicken and rice, alongside other options from di erent suppliers.”
Judith Smitham, The Old Dairy – Pydar Stores, Truro, Cornwall
JACK COURTEZ
Shop owners protesting outside Dhamecha’s Lewisham depot on 17 June
Judith Smitham
PML cracks down on rogue retailers
SEVERAL retailers have been blacklisted from selling Iqos devices after they were caught allegedly scamming the product’s loyalty scheme, Philip Morris (PML) has confirmed.
Under the loyalty scheme for the heat-not-burn devices, PML offers retailers financial incentives for registering as many Iqos users as they can
in their shops. However, Retail Express understands there have been several recent incidents where some store owners have falsified registrations to try to fool the scheme.
Several senior sources close to the tobacco company confirmed to Retail Express that PML has begun a crackdown on the scam after becoming suspicious of some retailers.
Asked about the blacklisting of stores, a PML spokesperson
said: “Our Iqos Rewards Programme incentivises device registrations by existing adult smokers and has proved very popular with retailers.
“As part of our ongoing due diligence, we regrettably identified a very small number of mis-redemptions related to retailers earlier this year. These stores were immediately removed from the scheme.”
One retailer praised PML for cracking down on rogue retail-
ers. “It’s just unfair on other retailers,” they added.
The scam comes as the government last month wrote to Sainsbury’s and Morrisons, asking them to remove advertisements and promotions for Iqos devices in stores, following allegations they were breaking the law. However, according to the BBC, PML has claimed the advertisements comply with advertising laws.
A SECOND summer of Lucozade droughts is to affect retailers, with news that the supplier has temporarily ceased production on nearly a dozen lines.
mand, with the suspension of production on 11 500ml Lucozade Sport lines continuing until September.
The company said it had failed to keep up with high de-
Last year, a death at a production factory compounded existing supply issues, leading to shortages for retailers.
New Spar support
SPAR wholesaler AF
Blakemore has unveiled a £4.5m investment package and rebate scheme, offering up to 8%.
The support was announced at the company’s annual trade show last month. Retailers joining the scheme will receive support such as bespoke planograms, tailored
ALEX YAU
30 Under Thirty celebrates the success of the younger generation of retailers who are driving the convenience channel forward. Nominate yourself, a member of your team or a fellow retailer who deserves recognition!
Visit: betterretailing.com/30-under-thirty-rn Contact: anna. tzgerald@newtrade.co.uk FIND
Entrants must be aged 29 and under on 23 September 2025
PRODUCTS
McVitie’s announces launch of limited-edition Pink Raspberry & Cream Digestives
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PLADIS is launching a limited-edition variety of its McVitie’s Digestives called McVitie’s Pink Raspberry & Cream.
The biscuits are topped with a raspberry-and-cream�lavoured coating, bringing together nostalgic �lavours in a fun, fruity and moreish bite, according to the supplier.
This new product will be available to convenience retailers this month at an RRP of £2.35, as well as in
price-marked-packs (PMPs) for £2.25.
Benazir Barlet-Batada, marketing director at Pladis UK&I, said: “As we continue to celebrate 100 years of McVitie’s Chocolate Digestives, we wanted to mark the next chapter in our history by reinventing the nation’s favourite.
“We know consumers are currently enjoying nostalgic �lavours across a wide range of food and drink products, and that nostalgia in food isn’t just about recreating the
Trebles launch in price-marked packs
SEABROOK has launched price-marked versions of its Trebles range, now available to convenience retailers
The range launched earlier this year with two varieties – Trebles Spicy Paprika and Sea Salt & Cider Vinegar – and is available in £1.25 PMPs.
Stephen Boyd, business manager – head of impulse at Calbee UK, which is the owner of Seabrook Crisps, said: “Trebles is new, delicious and taking the crisps, snacks and popcorn category by storm.
“With incredibly positive feedback from our consumers, its success meant one thing – we had to extend it into our PMP range and
deliver the same excitement into our wholesale and convenience markets.”
These new e-liquids are running Riot
RIOT Labs has unveiled a �ive-strong range of limitededition varieties for its Bar EDTN e-liquid range.
The �ive �lavours are Black Grape Glacier, Pink Razz Citrus, Blueberry Acai Cooler, Apple Lime Chill and Strawberry Melon Cooler. They are available in a range of strengths, including 0mg, 5mg, 10mg and 20mg.
Riot Labs marketing manager Andy Dunn said: “The
limited-edition range of Bar EDTN �lavours will pack in mouth-watering �lavours with a touch of mint to provide an easy switch from disposables to a more sustainable, re�illable option.”
RRP: £3.99
Available now
past, it’s about rediscovering it in a way that feels new and exciting.
“Meanwhile, pink is also still trending as a popular colour across food and drink.
“Pink
Digestives are fun, fresh and packed with fruity �lavour, designed to delight Digestives fans.”
Rollover rolls out new food-to-go range
FOOD-TO-GO brand Rollover has launched a new lineup of products now available to the convenience channel.
The range includes Bacon & Sausage Baguette, Sausage Egg & Cheese Muf�in, Bacon Cheeseburger, Chicken Tender Baguette and Boneless Chicken Wings.
Tony Owen, general manager at Rollover, said: “With the UK’s food-to-go market forecast to reach £24bn in value in 2025, there was no better time to expand our range to provide even more sales opportunities for our partners.”
RRP: £3.25 to £4.25
Profusely protein-rich snacks to
SNACKING brand Profusion has announced the launch of a plant and proteinbased snacking range, available to retailers now.
Profusion Protein Nut Crunch mixes come in Roasted & Salted and Roasted Tamari varieties. They combine soybeans, cashews and almonds and deliver 12g of protein per pack –with no arti�icial additives, emulsi�iers or seed oils.
The organic Protein Cakes are made from lentil and chickpeas. Both products are made with organic-certi-
roll out
�ied ingredients and contain no additives, preservatives or �illers.
RRP: £2.99 (Profusion Protein Nut Crunch) and £2.49 (Protein Cakes)
It is set to help retailers maximise the demand for food-to-go options by tapping into latest consumer trends and mealtime occasions, said the supplier.
Keep Calm and have a Wild Trip
SOFT drinks brand Trip has launched a new limitededition �lavour called Trip Wild Strawberry. It combines �lavours of sweet wild strawberry with tangy grape and sage.
The new variety is also infused with magnesium, chamomile, lion’s mane and lemon balm botanicals.
The launch includes an on-pack promotion to mark the brand’s partnership with Calm, a mental-health app for managing stress.
Zyn introduces two new pouch flavours
PHILIP Morris Limited (PML) has announced the launch of two new varieties of its Zyn nicotine pouch brand – Spearmint and Apple Mint.
Spearmint is available in a brand-new 1.5mg extralow strength, as well as 3mg and 6mg, while Apple Mint is also available in 3mg and 6mg strengths.
The launch of these two new products comes alongside a redesign of the Zyn packaging. Both varieties are initially launching via PML’s Heatwave Open digital trade engagement platform, ahead of wider wholesale availability “throughout the coming months”. RRP: £6.50
Shoppers can get three months of free Calm Premium subscription by scanning a code on the pack of the new �lavour.
RRP: £2 (250ml), £2.30 (330ml)
Mango & Passionfruit joins
PARAGON Brands has added a new Mango & Passionfruit variety to its June by G’Vine gin range.
The new variety taps into the trend for tropical �lavour combinations. The supplier said it can be enjoyed with mixers such as soda, tonic or lemonade in a gin sour, in frozen cocktails or boozy slushies, as well as spritzes.
Made with natural fruit �lavours and colours, it’s veganfriendly and gluten-free.
Paragon Brands is supporting the launch with social media and in�luencer campaigning.
RRP: £29.99 ABV: 37.5%
Gressingham partners with Weber
GRESSINGHAM has collaborated with outdoor grilling company Weber on a new on-pack promotion.
Shoppers have the chance to enter a prize draw to win a BBQ Bundle set worth over £600. The promotion will run until the end of August and will feature on 250,000 packs of Gressingham’s fresh-duck products.
This wide-reaching on-pack and online promotion will offer the chance to win a Weber Master-Touch Charcoal Barbecue, Rapid�ire Chimney starter set, premium barbecue cover, Weber Connect Smart Grilling Hub and storage, and travel set, plus a precision
three-piece barbecue set. Runners-up will get the chance to win a Gressingham duck hamper.
Blockhead rebrand and new launch
SPORTS nutrition brand Blockhead has undergone a rebrand focused on its �lagship product Blockhead Energy Gum, and is launching Blockhead Energy Gum Extra Strength.
The new variety delivers 100mg of caffeine in �ive minutes, offering a fast, clean energy boost without sugar or liquid, the supplier said.
Originally developed for professional athletes, Blockhead’s Energy Gum has seen a surge in popularity among busy professionals, students and �itness enthusiasts.
This new favoured posi-
Organico launches trio of biscuits
ORGANICO has forayed into the biscuit category with the launch of three varieties.
The new varieties include Organic Vegan Choc Chip Biscuits, cinnamon-�lavoured Belgian Organic Speculoos and Petit Beurre Biscuits from Normandy.
enticing taste buds and a little sweet snacking guilt with being better for the planet.” RRP £2.59
Roley’s rolls out Super Natural lager
ROLEY’S has launched Super Natural, a lager that is made with natural ingredients, low in carbs and has no sugars. Available to convenience retailers, it incorporates delicate citrus, �loral and soft malt aromas.
Super Natural also has B3, B5, B6 and B9 vitamins and
contains 89 calories per 330ml can.
Samantha Burke, managing director of Love Drinks, said: “As UK consumers continue to be more health conscious, we believe Roley’s can be a gamechanger in beer.”
4.4%
Rollover partners with Superman
ROLLOVER has partnered with Warner Bros on a new on-pack promotion to mark the release of the latest Superman movie on 11 July.
Running until 21 July, the promotion will be available on co-branded packaging across Rollover’s hotdog range and via in-store PoS.
Shoppers must scan the QR code which will direct them to Rollover’s Instagram page, where a link in the brand’s bio will enter consumers into a sweepstake.
Shoppers stand to win a trip to Paris for two with an indoor
sky-diving experience. Superman-themed movie memorabilia can also be won.
FOR me, technology underpins running a successful store.
By going digital, you can analyse your labour costs, deal with stock loss as soon as it happens, keep a constant check on fridge temperatures and more. This year, we’ve collaborated with Catch a Thief. We now have our CCTV accessible through an iPad that flags up banned people and gives direct links to police reporting. Things that would’ve been time consuming can now be done in minutes.
We’re also using Kelsius, a wireless temperaturemonitoring system to log fridge and freezer temperatures, view checklists, complete tasks and monitor deliveries.
It time-stamps users and the tasks they’ve carried out, and I can log in and check on di erent parts of the store easily.
It will drive a lot of hours out of the business, and it makes sta accountable.
Tarting it up with Just Desserts Yorkshire
JUST Desserts Yorkshire has launched a collection of seven individually packed tarts, available to convenience retailers now.
We’ve had electronic shelf-edge labels for more than 10 years, which I can’t imagine being without, and we have the Glory cash handling system that eliminates errors with counting cash in and out.
All of these things are expensive upfront, but they pay back.
Each variety comes in cases of nine. The individually portioned tarts enable retailers to tap into the growing appetite for premium, handcrafted desserts, the supplier said. RRP: £3.99
Founder Charles Redfern said: “There’s no reason why our snacking choices can’t juggle best-in-class ingredients,
The range includes Treacle Tart, Bakewell Tart, Corn�lake Tart, Coconut Tart, Pear & Almond Frangipane, Raspberry Frangipane and Black Cherry Frangipane.
PRODUCTS
Corona centenary hits the beach
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CORONA is marking its 100-year anniversary with a new on-pack promotion running until 31 August.
Shoppers will get the chance to win a trip to Corona Island, featured in Corona’s list of the top 100 beaches around the world – along with other beach-themed prizes, including coolers and paddleboards.
All they need to do for a chance to win is purchase a pack of Corona Extra or Corona Cero, and then scan the QR code on their pack or bottle cap. Participating packs are available through Bestway and Morrisons Daily.
A Corona spokesperson
said: “For 100 years, Corona has fully embodied the ‘This Is Living’ spirit of the beach lifestyle, inspiring people to disconnect from their everyday routine and reconnect with nature and each other.
“This celebration is not just a celebration of our legacy, but also a call for everyone to embrace their best side – the beach side – now and for the next 100 years.”
The promotion will be supported globally across all forms of out-of-home advertising, television and digital channels, as well as unique below-the-line activations, to drive the beach-side feeling among consumers.
Peroni kicks o new travel campaign
PERONI Nastro Azzurro has partnered travel provider Secret Escapes and luggage brand Antler for an on-pack giveaway worth £4m. It runs until 30 September on lines including Peroni Nastro Azzurro Gluten Free and Peroni Nastro Azzurro 0.0%.
Top prizes include holidays
to Capri, Rome, Sardinia, Tuscany and Venice, as well as premium travel accessories from Antler.
To enter shoppers must scan QR codes on promotional packs and enter their details at peronicompetitions.com/summer
Take a holiday to Ibiza with Diageo
Asahi partners with women’s rugby
DIAGEO is launching an onpack promotion across its ready-to-drink (RTD) alcohol range, offering shoppers a chance to win a holiday to Ibiza.
Additionally, branded merchandise and taxi vouchers are also up for grabs.
To enter, shoppers simply need to buy a participating can and scan the on-pack QR code. The promotion runs until the end of August. Participating lines include Gordon’s Gin & Tonic, Gordon’s Gin & Diet Tonic, Gordon’s Pink Gin & Tonic, Smirnoff
Vodka & Cola and Smirnoff Raspberry Crush. Exclusive PoS displays are available from the Diageo One website.
Flamin’ Hot teams up with Squid Game 3
DORITOS Flamin’ Hot joined forces with Net�lix’s Squid Game 3 as it launched the season �inale on 27 June.
‘Born to Mix’ with
ABSOLUT Vodka has launched a new phase of its global creative and cultural campaign ‘Born to Mix’. The new iteration spotlights the connection between dance and cocktails, celebrating how they can spark meaningful social connections.
The campaign �ilm, di-
ASAHI Super Dry has launched a £2m campaign to support the Women’s Rugby World Cup 2025. The campaign, which runs until September, includes on-pack promotions across all formats of Asahi Super Dry and Asahi Super Dry 0.0%, offering shoppers the chance to win tickets to matches and branded prizes.
Additionally, retailers will have access to a suite of themed PoS, including shippers, gondola ends, free-standing display units and screens, as well as digital marketing material.
Absolut Vodka
rected by Henry Schol�ield, features a diverse group of dancers, including choreographer Shay Latukolan, soundtracked to a cover version of En Vogue’s Free Your Mind from the rapper, DJ and record producer Channel Tres.
Altos tequila relaunches ‘Alan’
PERNOD Ricard is supporting its Altos tequila brand by relaunching its global ‘Alan’ campaign.
As such, Flamin’ Hot has introduced two limitededition ‘Flamin’ Hot or Not?’ packs of Doritos and Walkers Max, as part of the ‘daring �lavour challenge’, where one in every four crisps pack a
Flamin’ Hot �lavour punch. The launch is also supported by ‘Enjoy the Pain’ campaign, featuring in�luencers in a series of pain-riddled games inside the Squid Game universe.
Tia
UK, said: “Following our �irst outing with Alan and this campaign last year, we’ve taken on board everything that was a huge success and scaled up with the added element of out of home.”
Maria shakes it up with Sophie
Backed by a six-�igure investment, the campaign aims to drive brand awareness and association with popular tequila serves, the Margarita and the Paloma.
It includes social media, digital, on-demand and out-of-home advertising around London. The campaign comes as Altos is growing at 34.4%, ahead of the wider tequila category and is the number one 100% agave tequila in UK grocery.
Josh McCarthy, brand director for Pernod Ricard
TIA Maria has partnered with singer Sophie Ellis-Bextor for a year-long campaign called ‘Shake Up The Taste’. The publicity push is aiming to drive awareness among consumers that Tia Maria is the perfect coffee liqueur for the classic Espresso Martini. The campaign video is set on a rooftop, with Ellis-Bextor enjoying a Tia Maria Espresso Martini with friends.
Social content includes the Murder on the Dance�loor hitmaker answering playful and cheeky questions over a Tia Banana-Tini.
Ellis-Bextor and friends then ‘Shake Up The taste’ in a cocktail shaking competition.
PRODUCTS
KP Snacks’ guide to better sales
SHYAMA LAXMAN
KP Snacks has launched ‘Excite and Engage’, a free guide to help convenience increase sales of crisps, snacks and nuts (CSN).
The guide is based around three simple, actionable steps: choosing the right brands and promotions, maximising visibility and amplifying in store.
It shows retailers how added value and visibility can boost impact and sales. With 73% of shoppers buying snacks with value for money in mind, and nearly half (47%) in�luenced by promotions and discounts, stocking the right brands with compelling on-pack
offers can signi�icantly boost sales.
The guide highlights the continued relevance of pricemarked packs (PMPs) for cost-conscious consumers, with 62% of retailers saying PMPs increase sales, and PMPs accounting for the top 10 bestselling lines.
It also talks about the importance of category display and merchandising as well as off-�ixture opportunities.
The guide goes on to reveal how the right displays can help to capture critical impulse buys, with 43% of CSN shoppers purchasing CSN on impulse because they saw it and were tempted, and 22% more likely when
Rockstar’s limitededition flavour
ROCKSTAR Energy has unveiled a new limited-edition �lavour, which will initially be exclusively available to the convenience channel.
Rockstar Energy Blood Orange Zero Sugar is available in a 330ml £1 pricemarked can.
The launch taps into the popularity of citrus �lavour, which is worth more than £45m.
The 330ml slim can also addresses accessibility issues around the larger 500ml format, which can be a barrier to
purchase, especially for new energy-drink buyers, said the supplier. The launch is being supported with a highimpact national activation this summer.
Available now
products are placed out-ofaisle.
With 55% of shoppers consuming bagged snacks while watching
TV, association with key television events provides a strategic opportunity to further engage audiences and boost basket spend.
Share a piece of the (pork) pie in store
PORK Farms has added to its food-to-go range with the launch of Mini Melton Mowbray Pork Pies.
Time to Hobnob with new McVitie’s range
PLADIS has announced the launch of a range of McVitie’s Hobnobs Oaty Cookies that incorporates wholegrain oats and chocolate chips.
The range is available in Milk Chocolate Flavour Chips and Dark Chocolate Flavour Chips varieties.
Currently available from Morrisons, Pladis has con�irmed wholesale availability of the new varieties for later this year.
Eleonore de Saint Perier, brand manager at Pladis UK&I, said: “In consumer testing, the Hobnobs Cookies’ home-made rustic appearance and the ‘Hobnobbly’ texture of wholemeal oats appealed.”
RRP £1.75
Activit vitamin water unveils rebrand
SPARKLING vitamin-water brand Activit has undergone a rebrand to build on a year of strong sales growth.
The launch comes as Pork Farms reports strong value growth of 10% and volume growth of 3%, outperforming the total pork pie category, said the supplier.
coarsely chopped pork for a rich texture, combined with hand-formed pastry that is baked free-standing, with the signature bow shape �illed with jelly for added �lavour and freshness.
RRP £1.30 RRP (110g x 2)
The brand has seen a 68% increase in unit sales compared to last year.
targeted social and in�luencer partnerships, a mass sampling campaign and in-store activations. PoS and trade support are also available on request.
Now available to convenience retailers, each pie is made with uncured,
The rebrand updates the packaging to better highlight the brand’s �lavours and vitamin content.
Caribbean vibes with new Ka flavours
AG Barr is expanding into the alcoholic ready-to-drink (RTD) category with the launch of the Ka Remix range, a white rumbased RTD.
Available in 330ml cans with a 6% ABV, the new RTD �lavours include Black Grape, Fruit Punch, Pineapple and Karnival Twist.
The launch of Ka Remix comes as the RTD category is now worth £645m, up by 8% year on year. Additionally, rum is the UK’s secondfastest growing spirit in the off-trade.
Blue Bear energy is back with a roar
SPAR has expanded its ownlabel energy-drink range
The rebrand is supported by a campaign that includes paid digital advertising,
Activit is currently available in 330ml can format across three different varieties, which are Lemon & Lime, Blackcurrant & Raspberry and Mango & Passion Fruit. Available from Bestway
Grace Tropical arrives in new format
Available from Booker, Bestway, Dhamecha RRP £2.79
Blue Bear with new varieties Berry Burst and Tropical Surge Zero varieties, alongside a new can design.
manager at Spar UK, said: “This design is guaranteed to captivate loyal Blue Bear fans while also welcoming a wave of new shoppers.”
Available now
CARIBBEAN food-and-drink supplier Grace Foods UK has launched a 99p pricemarked 330ml PET format for its Grace Tropical Rhythms drinks range.
people to enjoy at summer events.”
Available now
The new �lavours will be available in plain and 75p price-marked cans.
Katie Breadmore, product
The new format will be introduced across Mango Carrot, Fruit Punch and Sorrel Ginger varieties.
Dorota Dziedzic, brand manager at Grace Foods UK, said: “The 330ml bottles are high in natural juice content and they have been made without arti�icial sweeteners to ensure that we can deliver the healthiest of thirstquenching drinks, packed full of Caribbean �lavours and goodness.
“The 330ml bottles are the perfect, portable size for
In
FOCUS ON FLAVOURED WATER WITH HIGHLAND SPRING
As demand for quality, tasty and healthier drinks grows, HIGHLAND SPRING is shaking up the £283m1 still flavoured water category with a new and tasty range that retailers can stock up on now. RETAIL EXPRESS explores the opportunity
WHAT’S THE OPPORTUNITY?
THE still flavoured water category is in healthy growth, with value increasing by 10.7% year on year1. To help retailers capitalise on this opportunity, Highland Spring is expanding the availability of its new and great-
tasting Flavours range across the independent retail space.
The Highland Spring Flavours range, which has already delivered £7.9m2 in retail sales since its initial launch in 2024 – with 54% of those being incremen-
tal to the still flavoured water category3 – is available to stock up on now in three refreshing flavours.
Juicy Strawberry, tangy Apple & Blackcurrant and zingy Lemon & Lime are all sugar-free, com-
TRENDING?
bining fruity, natural flavours with refreshing Highland Spring water drawn from deep within Scotland’s majestic Ochil Hills. Stock up now to make your customers’ day fruitier and capitalise on sales this summer.
sugar.
Shoppers are also looking for greater choice at xture: the still flavoured water category has historically been a low-
choice xture. By stocking up on a variety of the UK’s favourite flavours and formats from trusted brands, retailers can reinvigorate the category, drive excitement and growth.
Portability and convenience are also key. People are looking for convenient healthy hydration options that taste great, especially when on the go. That’s why the Highland Spring Flavours range has a mix of formats to meet every consumer occasion at any moment and at any time.
Nic Yates, marketing director, Highland Spring
“OUR nationwide rollout of Highland Spring Flavours presents retailers with an opportunity to embrace change and drive sales. We want people to think flavoured water, think Highland Spring. It’s time to give everyone who values great-tasting, healthier drinks the chance to make their day fruitier.
“Since its initial launch, Flavours has not just shi ed spend, but driven real growth. This makes it a must-stock product line that will disrupt a category that has huge potential, but has lacked brand choice until now.”
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
Mosin Chopda
My role in the shop: Merchandising manager
What is your favourite part of working in convenience?
I really like the fast-paced nature and learning about many aspects, such as stock management and ranging. I take a lot of pride in delivering really excellent service to every customer who comes in.
What is the most exciting product you’ve had in store recently?
Freeze-dried sweets have been a pretty popular product. The same can be said about Dubai chocolate, but we have to be careful. There are a lot of imports which don’t comply with the UK’s labelling and allergen laws.
How did you start working in convenience?
I initially helped with my parents’ business in India, but moved to England to do a master’s degree. I worked part-time in the shop during that time, but eventually made the more permanent move into fulltime.
Tell us what a regular day looks like for you
A typical day might involve sorting out the chilled delivery, checking the dates on products and making sure there are no gaps on shelves. I also work on the tills, which involves serving and cashing up.
What’s the funniest thing that’s happened to you in the shop?
Based in Salford, we get a lot of Manchester United and Manchester City supporters. I’m a United supporter, so those from the blue side of Manchester o en have a laugh at me when they come into the shop.
We are looking forward to welcoming customers
CHARITY SUPPORT: How are you using funds?
“I RECENTLY won £5,000 as part of Allwyn’s Local Retail Champions Awards and I will be reinvesting the money into my community kitchen. I’m really proud of the work we are doing and we’re reaching even more people now.”
“I HAVE donated £500 to Action for BPAN, a charity that’s dedicated to supporting families who are affected by a rare neurological condition. When I heard about BPAN and the challenges families face, I knew I had to do something.”
GOVERNMENT SPENDING REVIEW: How will this impact you?
“ALTHOUGH plans for an extra £2bn for the police and increasing the number of neighbourhood of�icers by 13,000 were announced, it is disappointing that our repeated calls for grants to help retailers improve their security systems have been unsuccessful so far.”
Mo Razzaq, Premier Mo’s Blantyre
“THE lack of support for independent retailers means we’re likely to face even more challenges by the time October’s budget arrives. We provide the only bank in town, yet we’re paid so little for being a post of�ice that it’s almost not worth running.”
The lack of support means we’ll face more challenges
STORE OPENING: What is special about your new store?
“THE former Bargain Booze store has been refurbished with new chillers and more shelves to double the range. We are thrilled to open our second store in St Helens and continue our successful partnership with Parfetts. Their support and input have been invaluable.”
Bisi Osundeko, The Local, Rainford
“OUR initial offer of services and the counter’s opening hours will soon be improved. Our friendly and dedicated Spar store team will be able to keep the community updated on progress and they are looking forward to welcoming existing and new customers into the store.”
Fiona Drummond, Spar Aspatria, Wigton, Cumbria
I
Store owner: Priyesh Vekaria, One Stop Carlton Convenience, Salford
Vimal Pandya, Halai General Stores, Southwark Get in touch
Want to recommend a star member of sta ? Call 020 7689 3358 or email alex.yau@newtrade.co.uk
Steve Weight, Nisa Borough Green, Kent
I am
moving focus to co ee and food to go
hope the donation helps bring more awareness
MARGIN: How are you finding extra profit?
“I AM moving my focus to adding other high-margin categories such as coffee and food to go. Stores are noticeably becoming more dependent on cash-and-carry deals, and the retailer WhatsApp groups in which offers from different wholesalers are shared are busier than ever.”
Ketan Lakhani, Jack In The Box, Stoney Gate, Leicestershire
“I OPERATE the Slam Burger franchise across Glasgow and have opened two of them. I’m planning to add the fast food brand as a concession to my biggest Nisa store. The brand has been doing well since we opened our �irst sites and customers appreciate a more affordable product.”
Jay Javid, multi-site Nisa retailer, Glasgow
Fiona Malone, Tenby Stores and Post Of�ice, Pembrokeshire
‘Morrisons has addressed Daily franchisee concerns’
WE have been having availability issues as a Morrisons Daily franchisee. This hasn’t been isolated to my store – other franchisees have told me they have been experiencing similar problems.
We’ve had problems where some core lines wouldn’t arrive, and it was really frustrating. Many of us have raised these issues with the
supermarket and it looks like they have listened. The frustrations were addressed at a recent conference held for partners by the supermarket last month. They acknowledged the availability issues and stated they had split distribution for smaller convenience stores and its supermarkets into two separate distribution hubs.
COMMUNITY RETAILER OF THE WEEK
‘We were rst to win community award’ Kim Patel, Ardingley News Shop, Sussex
“I WAS totally and utterly shocked to hear we had won the inaugural community award from Ardingly Parish Council. We have operated the store for ve years and the award was given for supporting disabled and elderly villagers. We see the same people day in, day out. It’s more like a community shop where people not only just come to buy things but also talk about the weather, sport or anything happening in the village. There are about ve businesses in the village and we were lucky enough to be the rst winner of the award.”
My availability during the past few deliveries has been above 90%. I’m seeing good availability in categories in which I had previously had major gaps.
However, we need this to be consistent. It’s no use having good availability for a couple of weeks before it dips again for the rest of the year. There have also been con-
cerns raised about rebates and how some larger stores are being offered new terms. The supermarket also acknowledged this issue and stressed these terms had stricter spend requirements to meet due to their size.
Anonymous retailer
Morrisons declined to comment
Start thinking about Christmas
AS far as preparation is concerned, summer was over for us last month. We shouldn’t get blinkered by what’s happening now, we need to be preparing our store for the future – making sure we don’t end up with too much stock at the end of summer and that we are fully stocked up for Halloween and Christmas.
What we purchased for Father’s Day and didn’t sell, we’ll picket and keep it ready for Christmas.
The festive presell list has just been announced by Londis so we’re going to start planning that now, looking at what we can get to potentially come and make a di erence in December.
We’ll have already started to phase out our purchasing of barbecue sauces come August because you’ve only one bank holiday le at that stage and it’s hit and miss whether the weather will be good. So we’ll condense that range down and get started on Halloween.
Retailers need to be living six months in advance because that planning helps us get to where we need to be. Most of our summer-speci c products – like hay fever and anti-allergen medications, weedkiller and little plants – we were sourcing back in January. We had a very successful Christmas last year despite the cost-of-living crisis because we had planned so far ahead for it. We always want to be flexible enough to take advantage of any opportunities happening now, but we need to look beyond that.
This year, the challenge will be even greater – costs have not gone down. Price-marked packs are going up so we’ve got to be very conscious about what the customers are willing to pay.
We need to be priming the customers now about our o ers and availability so that come Halloween and Christmas they already know they can get good value and ranges with us.
“WHAT a manic few weeks it has been for me. I’ve been helping the ACS and the Aggarwal family with what has become the annual golf and family day charity event. The event is to remember our late great friend Raj Aggarwal, who sadly passed away several years ago during the pandemic. To date we have raised more than £150,000 for the cause. I’d like to say well done to some of my retail friends and the team at the ACS. We cannot forget the team at the Boparan Trust either, who the money is going to.”
Julian Taylor-Green, Spar Lindford, Hampshire
Each issue, one of seven top retailers shares advice to make your store magni cent
HELPING RETAILERS MAKE MORE PROFIT
BESTWAY RETAIL is celebrating the success of this year’s Retail Showcase on 15 May at Coventry Building Society Arena, which helped retailers and suppliers to collaborate and grow each other’s businesses
RETAILERS AND SUPPLIERS
MORE than 1,000 people attended Bestway Wholesale’s 2025 Retail Showcase at the Coventry Building Society Arena on 15 May. Eight-hundred retailers from Costcutter, bestone, SimplyFresh, Bargain Booze and Xtra Local symbols, as well as those considering joining the Bestway family, all made the journey.
These retailers were able to bene t from the presence of more than 130 partner suppliers across a range of cat-
egories. One lucky retailer also went home with £1,000 in Bestway credit, with two runners-up also taking home prizes of £500 each. Suppliers also o ered exclusive on-theday deals for attendees to capitalise on.
“It was a good event and, compared to last year, I felt it was more engaging from the suppliers – there were a lot of good o ers from di erent brands, which was good to see,” said one retailer who at-
tended. “There were a lot more niche brands as well. I interacted with wine and spirit sup-
pliers to see their bestsellers. It was great to catch up with suppliers and retailers.”
RETAILER FEEDBACK
Retailers who attended this year’s Showcase give their views on the day
“It was great to catch up with other retailers and suppliers.”
“A useful exercise to get to speak to people face to face.”
“Good chance to network at the afterparty.”
“Great interactive experiences at the supplier stands.”
INTERACTIVITY, INNOVATIONS AND A BRAND-NEW PRODUCT RANGE
NOW in its third year, the Showcase featured a Business Development Area, which was aimed at helping retailers improve their sales and margins.
This included the return of its virtual-reality tour, this time of the ‘best-in-class’ dual-branded Costcutter-Bargain Booze hybrid convenience store concept.
Also on display was more information about the wholesaler’s Best-in own-label range, which is now in its second year of availability to every Bestway Wholesale customer.
As Bestway is the only wholesaler in the industry with a symbol or store format for all retailer types and customer demographics, the Retail Showcase is arguably the most diverse of its kind. There were live demonstrations, key guidance on best practice and ‘Getting Set for Summer’, with interactive workshops aimed at fostering collaboration and knowledge sharing.
“The Showcase is a good exercise to get to speak to people that you probably wouldn’t be able to get hold of if you
weren’t in front of them,” said another attendee. “We spoke to a chilled-snacks supplier with their own version of Polish sausages, which we’ll probably stock, as well as a digital advertising screen company with an interesting o er.
“I also had a lengthy conversation about moving forward with the Costcutter-Bargain Booze hybrid.”
Bestway also unveiled its latest partnership with leading social media management platform Socio Local. This provides a digital platform for multi-
location brands and franchises aiming to achieve better reach, engagement, footfall and instore performance by leveraging their brand and local social media channels. The platform was demoed live at the event, o ering retailers a rsthand look at how they could boost engagement and sales.
After the Showcase, attendees were treated to a Country Western-themed afterparty, with food, drinks and entertainment, including a bucking bronco ride, as well as further networking opportunities.
PERVEZ HAILS SUCCESS
“THIS year’s Showcase focused on driving innovation and looking to the future,” said Bestway Wholesale’s managing director, Dawood Pervez. “Our goal was to empower retailers by introducing them to standout new products and services from top suppliers, while also creating a space for independent business owners to connect, share ideas and tackle common chal-
lenges together.
“It’s often hard for retailers to nd time to discover the latest trends and insights to support their business, but the Showcase enables them to do this and make the time really count.
“But it wasn’t just about unveiling new products – it was about helping our retailers gain a competitive edge. With digital platforms becoming
increasingly vital, we placed a strong emphasis on the latest technology and equipment designed to cut costs and enhance e ciency, as well as spotlighted cutting-edge security solutions.
“It was a brilliantly inspiring day, and I would like to extend a sincere thank-you to our retailers and supplier partners who helped make it such a huge success.”
BALANCE BETWEEN MARGINS AND PRODUCT MOVEMENT
Are high-margin items pro t drivers or is there a catch? Retailers share their views with SHYAMA LAXMAN
WHERE DO HIGH-MARGIN ITEMS STAND IN CONVENIENCE?
“IT’S not always about higher pro t margins. It’s about popularity as well,” says Amit Patel, of Go Local Extra, Duchy Stores in Salford, Manchester. “Let’s say something is 60% margin, but if it doesn’t sell, the high pro t margin doesn’t mean anything.”
Though non-price-marked impulse lines o er him higher margins, much of the category in his store nevertheless com-
prises price-marked packs (PMPs), which ultimately helps Patel shift higher volumes.
Deep Patel, of Meet & Deep News in Twickenham in southwest London, agrees popular categories no longer o er the high margins they used to as more products are price-marked to compete with supermarkets.
George Phillips, of TJ’s Late Shop in Hemel Hempstead, Hertfordshire, says soft drinks may
have higher margins, but the pro ts they bring can be o set by operational costs such as refrigeration.
While the prevailing feeling seems to be that, in the current economic climate, chasing margins is not prudent, and retailers are better o stocking value-driven products that will fly o the shelves, some retailers would disagree.
Sarj Patel, of Pasture Lane
Stores in Sutton Bonington, Leicestershire, o ers a range of wines that give 40% margin, priced between £7.99 and £26.99.
He sells up to 120 units a week. He adds that sales remain consistent throughout the year, with only a slight dip in January. His top-selling wines include Mud House, Oyster Bay, Villa Maria, Wolf Blass, Jack Rabbit and Whispering Angel.
TO FOLLOW OR NOT TO FOLLOW
PHILLIPS believes that although viral products, like Dubai chocolate or Japanese soft drinks, have higher margins they have a “short buying life”, meaning once the trend peters out, sales will drop o . “You’re essentially taking a risk,” he says.
At the other end of the spectrum is Vas Vekaria, of Kegs ’n’ Blades in Bolton, Greater Manchester, who believes that retailers should get involved with “anything new” that hits
TRENDS?
the market. Last year, Vekaria was able to make £100,000 in sales in 10 months with freeze-dried sweets that he produced in-store.
This year, he has tapped into the craze for Labubu plush doll keyrings, retailing at £14.99.
At the time of speaking to Retail Express, Vekaria had accrued approximately £2,000 in pro ts, though he maintains that unlike loom bands or freeze-dried sweets, which nd repeat custom, people
won’t frequently buy Labubu dolls because of their price.
“Once I have sold the last few, I’ll walk away while I’m ahead,” he says.
Shades by Niko is another product in Vekaria’s roster. He bought the line at the behest of his teenage sons, unaware it was trending. “Once I knew they were popular, instead of selling them at £1.99 I put my price up to £2.49 and they’re still going. No one's complained,” he says.
LOW-COST INVESTMENTS FOR THE RISK-AVERSE
“WATER is a high-margin product. I always make sure I’ve got plenty of water in the shop no matter what,” says Phillips.He takes between £500 and £600 a day on his soft drinks sales, which include water from brands like Evian, Highland Spring, Volvic and Smartwater.
Phillips says he doesn’t put water on promotion, instead o ering promotions on Pepsi and his energy drinks range. He also sticks to a core range for energy drinks, such as Red
Bull and Monster, rather than committing to lines with up to 60% margin but not as much customer pull.
Phillips also o ers a range of pharmacy products, including paracetamol, ibuprofen, Bonjela and Sudocrem.
Though only comprising 3% of his business, Phillips says the category o ers higher margins and steady annual sales.
He sells paracetamol for £1 at 40% margin, whereas Medicure pregnancy tests retail for
£2, at 38% margin.
Deep Patel says vapes, certain tobacco products like nicotine pouches, greeting cards, stationery and household items like batteries provide him with the highest margins, comprising 20% of his business.
However, for retailers looking to o er high-margin items, Patel recommends stocking greeting cards.
“There is a trend of people going back to greeting cards,” says Patel, who sells
20 a week. One card costs him around 40p to buy and he will sell the same card for up to £2.99.
He positions his cards in a window by the store’s entrance, serving as a reminder to those walking past the shop or about to leave the store.
He often also buys “bankruptcy stock” on eBay, paying a nominal amount of £10 for a pack of 100 mixed cards. That’s 10p a card, which is eventually sold for £1.99.
OFF-KILTER WAYS TO SECURE 100% MARGINS
“IT’S more of a service not a product – advertising local businesses in our window,” says Deep Patel, explaining that his store’s location –flanked by a pub, a school and a bus stop – makes it a hub for passersby.
“We are in a great location to use our window, which is
totally free for us. And every penny we make is pro t,” he says.
Patel says he can t up to 30 adverts on the window and charges people between £1 and £2 for a week of advertising, depending on the size they go for. “You are getting £30 a week for free,” he says, adding
that people looking at the window adverts invariably come inside the store and make a purchase.
At the same time, Patel advertises charitable events for free to give back to the community and solidify his store’s reputation as a “community store”.
top categories
High-margin categories to consider stocking
Soft drinks
Impulse lines
Water
Medicines
Wines and spirits
Greeting cards
Stationery
Compost
Batteries
Vapes
Trending products
STOCK UP WITH FUMI.
HOW TO GO DOWN THE HIGH-MARGIN ROUTE
AMIT Patel recommends o ering packaged deals on seasonal or slow-moving high-margin items like alcohol to give shoppers a sense of value. He o ers a free soft drink or a bag of ice when someone spends £30-40 on a bottle of alcohol.
Sarj Patel says retailers should consider their location before o ering speci c high margin items. As his store is in a rural area, he buys 60-litre bags of compost at £4.79 and then sells them at £7.99. While he runs promotions
on wines and spirits during Christmas, he also o ers a unique ‘return’ policy throughout the year. This o ers customers the opportunity to return unopened bottes of alcohol, mixers or soft drinks for a refund. While initiatives like this give shoppers flexibility, it also maintains good will.
big amount. Buy six or 12 and you’ll know within a couple of days,” he says about o ering a new product.
While Vekaria acknowledges it’s di cult to know from the get-go which high-margin lines will work, retailers shouldn’t be averse to taking occasional risks. “You don't have to buy a
Equally, knowing when to discontinue a line is also crucial. Vekaria has been o ering three varieties of Snickers imported from India – berry, butterscotch and almond. Costing 50p each, he sells them for a £1. “People will pick them up because they’re unusual but I won’t replace them,” he says. “You must keep changing your stock. The regular sellers will
sell but certain lines, once your customers have tried them, don’t replace them,” says Vekaria. “Unusual lines can be sold for a higher price point, while o ering value-driven options to keep the regular shopper coming in through the door,” he explains. “I’m fortunate I’ve got nearly 15,000 people on my Facebook page. When I post anything, I get a response straight away,” which he says is a clear demonstration of the power of social media.
WHAT TO FOCUS ON WITH MINTS & GUM
FIND A NICHE
FINDING a niche is how you drive mint and gum sales, according to Sasi Patel, owner of three convenience stores in Greater Manchester, and Raj Nayi, from Broad eld Newsagent & Post O ce in Crawley, West Sussex.
“If we look at other markets, like the US and Asia, you’ll nd a lot more flavoured options available – and more creative combinations, too,” says Nayi.
Nayi has become known for o ering a wide range of international lines and this spans into mints and gum, but he says any retailers thinking of the same need to know it’s all about trial and error.
“Sometimes, things don’t work out and you need to nd something else,” he adds.
“With flavours, the UK market can be quite slow, so we have often had to source it elsewhere.”
TAMARA BIRCH explores how retailers are driving mints and gum sales
WHAT TO CONSIDER WITH GLOBAL MINTS AND GUM
CONSIDER your pricing strategy and UK regulations around food before stocking global mint and gum products. Nayi says if something’s too expensive for that product type, he won’t stock it.
“Mints and gums are relatively cheap, so I can’t stock something that will cost a lot,” he says. “It will have a negative impact on my business, so I’ll buy in bulk if I believe it will o er value.
“Supermarkets stock US mints and gum at £3.99, but you’ll nd them in my store for £1.”
Nayi has found multiple wholesalers that are small businesses across London and the north of England.
Alternatively, Hancocks or World of Sweets stock some global mints and gum products. Other options include Wholesale Sweets and Appleton Sweets.
He adds that if you’re looking to invest in global mints and gum lines, you should be careful with UK regulations.
“We have to keep to the laws around food and e-numbers. It’s my duty as a retailer to avoid going overboard, so if product is really unhealthy, we won’t stock it,” he continues.
Nayi achieves this by offering sugar-free, vegan, vegetarian and free-from options where possible.
Blockhead Energy Gum rebrand
Blockhead, a premium sports nutrition brand, has undergone a rebrand focused on Blockhead Energy Gum, its flagship brand. As such, it has now launched Blockhead Energy Gum Extra Strength, which is available via Epicurium, CLF, Tropicana, Unnu and Occastore. The new variety delivers 100mg of ca eine in ve minutes, according to the manufacturer, o ering a fast energy boost without sugar or liquid.
Launched June
Extra Refreshers Watermelon Raspberry
The new flavour by Mars Wrigley will be backed with a major marketing campaign and is available in bottle and single packs (RRP £2.50). Its launch is in response to the continued growth of fruit flavours in gum. Lucy Sherlock, senior brand manager for Extra at Mars Wrigley, said of the launch: “Our ambition is to help drive the gum category by tapping into the opportunity presented by the rise in popularity of fruity flavours through Refreshers.”
Launched February
Tic Tac Two
Ferrero has added Tic Tac Two to its mints range, which consists of dual-layered mints with contrasting flavours. The product is available in three flavour combinations: Raspberry & Lemon, Strawberry & Lime and Fresh & Mild Spearmint, each with an RRP of £1.70 per 38.5g pack.
Launched February
Milliways Plastic Free Gum Spearmint
Milliways has launched a Spearmint flavour in the UK following strong demand in France and the US. It is planet-friendlyand joins Mighty Mint, Peppermint, Watermelon and Bubblement. Since its inception, Milliways have been trying to reduce plastic, intending to replace the 365bn pieces of gum consumed annually with a plastic-free alternative.
Launched January
STOCK AN EXPANDED RANGE
MOST mints and gums come in either peppermint or spearmint flavours, but Patel says the growth of new flavours –like bubblemint – present retailers with opportunities.
“We stock seven or eight varieties and achieve margins of up to 40%,” he says. “There’s not much innovation, but it’s highly impulsive and a fast mover, so why wouldn’t you stock a full range?”
Patel’s mint range includes soft mints and Uncle Joe's mints, which he says are strong sellers.
“Mints are typically bought by older shoppers, but both categories will be bought on impulse, especially if consumers feel they have bad breath,” he says.
Mints and gums should also be merchandised near the till, according to Patel. “If you can
dual site, then that’s ideal, but if you’re limited on space, the till area is a must to drive sales,” he says. Patel also believes flavour is important, especially for bringing new, younger customers to the category. “Take mints as an example,” he says.
“Younger customers want di erent flavours. Mentos flavoured mints are very popular.”
THE FUTURE OF MINTS & GUMS
FOR many retailers, mints and gums are sold in addition to tobacco, but with many reporting a decline in sales, will mint and gum sales decline?
Patel doesn’t think so.
“I don’t think tobacco is a driver of mints or gum. At least, I wouldn’t put it as the number-one driver of the category,” he says.
“The category is an alter-
native and smokers will buy it to have something to chew, or to have something in their mouths.”
Patel says a core mission in mints and gum is transient customers going on long journeys, or drivers in general.
“My car is loaded with mints of gum, as I can rely on them to keep me awake on long journeys,” he adds.
VIEW
Hannah Lee, gum brand director, Mars Wrigley
THE gum category is experiencing increased momentum as consumer demand is moving beyond just mint gum to include wider fruity flavour combinations1. This is particularly the case amongst younger shoppers, for whom fruit is the top gum flavour2. The heightened consumer interest means fruit gum is now the fastestgrowing segment, delivering 70% incremental volume growth and growing 23% faster than mint1
At Mars Wrigley, we have developed a host of new products in the past two years to cater to this growing demand – fruit gum is at the heart of our innovation strategy. We’ve continued to expand our fruit gum portfolio over the past two years, with momentum continuing through launches like Extra Refreshers Sugarfree Watermelon Raspberry, Extra Sugarfree Watermelon, and Extra Refreshers Tropical.
To fully unlock this opportunity, we recommend retailers optimise mint space and introduce a dedicated fruit gum partition. This not only meets evolving consumer demand but also drives incremental growth by bringing new, younger shoppers into the category.
SUPPLIER
In partnership with Mars Wrigley
Recent launches you might have missed
CIGARS AND CIGARILLOS
DRIVING CIGAR SALES MORE EFFECTIVELY
CHARLES WHITTING nds out how retailers can grow sales of this key sub-category within tobacco
SEIZING THE CIGAR OPPORTUNITY
WHILE still a relatively small sub-category within tobacco overall, cigars and cigarillos are a key part of most stores’ o ering, providing opportunities to upsell to customers who want to treat themselves or to o er value for those looking for a smaller pack.
The category itself is evolving with new releases showing there’s growing interest and demand for di erent flavours,
while retailers report a widening of the purchasing customer demographic.
“The cigarillo category continues to grow in the UK, particularly over the past 12 months,” says Lisa Anderson, marketing director at JTI UK.
“The category is growing and is now worth around £14m a month.”
Prianka Jhingan, head of marketing at Scandinavian To-
bacco Group (STG), adds: “Our latest data shows the total cigar category to be worth just under £326m in annual sales.
Sales from the cigarillo segment currently account for just over £151m of that, while the three other segments combined (miniature, small and medium/ large) account for just over £172m. The remaining £2m or so is made up of handmade cigar sales.”
However, Joey Duhra, from Jules Convenience Store in Telford, Shropshire, says the lower prices and better margins on vapes and other next-generation nicotine products will continue to make them a more attractive option in his store.
“You need a demographic that can a ord them,” he says. “Our cigar sales are dropping because of the increased use of vapes.”
CATERING TO YOUR CUSTOMER BASE
WHEN it comes to cigars and cigarillos, it is generally accepted that summer and Christmas are the main seasonal high points, so it’s worth looking to stock up ahead of these moments and to encourage your sta members to acquaint themselves with what you’ve got so they can make educated recommendations at the till.
“Particularly during the summer months, many adult smokers will be looking for a larger cigar such as our Henri Wintermans Half Corona to
enjoy outside,” says Jhingan. “Our advice to retailers is always to talk to your customers about what tobacco products they are looking for and what you have on o er. Some current or former cigarette smokers may potentially be interested in cigarillos or even happy to treat themselves to a larger cigar, but you’ll only nd that information out if you talk to them.”
Additionally, while one might think of older customers going for cigars and cigarillos, Umar Majid, from Baba’s
latest products
Sterling Xtra Yellow JTI UK is set to launch the UK’s rst lemon-flavoured cigarillo, Sterling Dual Capsule Xtra Yellow. Rolling out across wholesale and JTI360 from July, Sterling Dual Capsule Xtra Yellow features a lemon capsule in the lter, which existing adult smokers can click to release a lemon flavour, in addition to the existing peppermint capsule. A 10-stick pack has an RRP of £6.95.
Signature Action Mix
At the start of this year, STG announced the launch of Signature Action Mix cigarillos, which contain two capsules and combine berry and mint flavours. They are available in 10-packs with an RRP of £5.85.
Kitchen in Glasgow, has seen a younger demographic start to take up cigarillos.
“When they rst started coming out, it tended to be older people who were buying them, but now we’re getting younger customers buying them instead of cigarettes or vapes for the weekend,” he says. “The demographic is getting younger. There were 30to-33-year-olds buying it a few years ago, but we’re getting 22-to-28-year-olds picking them up – but no one younger than that is buying them.”
WHAT TO STOCK
FOR retailers, the key to good sales is having a range that combines di erent shopper missions, with trending flavours, established favourites and mix of di erent sizes.
“It’s important retailers stock the right range of cigars rather than a big range,” says Jhingan. “We usually advise them to consider stocking no more than the top two or three brands in each of the four main
cigar segments, as the top 10 biggest sellers overall account for more than 90% of total sales.”
Majid sells individual Hamlet cigars and has a range of Players and Sterling as well, but many retailers have an even leaner selection to keep things simple.
“Sterling is the only brand I sell,” says Harveen Kapoor, from Londis Surbiton Road in
Kingston-upon-Thames,, Surrey. “I sell the 10-packs for £7.15 and it’s a pretty stable category. People do buy more at Christmas, though.” It is notable that the two major product launches within the category so far this year have been focused on the latest flavours, highlighting the wider trend for people to look for new and interesting tastes when they smoke.
GETTING INTO THE PREMIUM MARKET
PARTICULARLY in the lead-up to Christmas, when people are looking for gifts, introducing something more premium can also have its bene ts.
That could be a larger version of more established brands or even a super-premium handrolled cigar from somewhere like Cuba, although in those cases, more expertise is required.
“While handmade cigars may have a place in certain
stores, they account for a very small part of total cigar sales, so it’s more important to get your machine-rolled cigar range right,” says Jhingan.
For those retailers looking to get into hand-rolled cigars, it’s important to do the proper research, as it is a specialist product that requires careful storage in humidors if they are to remain t for sale.
However, a range like that canturn your store into more of
a destination, which can drive footfall from further a eld, particularly if you invest in sta training so they can make the kind of recommendations that will help customers.
Hunters and Frankau are the UK importers of Cuban cigars, but there are other countries – such as the Dominican Republic and Nicaragua – that are gaining considerable clout within the hand-rolled market, which retailers could consider.
top tips
What to consider with your cigars and cigarillos
How big a range do you need? Focusing on good availability of bestsellers as opposed to a wide range of unusual options is generally better.
Don’t forget summer and Christmas. There are certain events and seasons that see increased demand for cigars, so make sure your gantry is fully stocked in readiness.
top tips
Cigars are exempt from the plain packaging legislation, so we recommend retailers stock them on the middle shelf of the gantry where they are visible, and more likely to be purchased by adult smokers who can see them.
When it comes to pricing, I think it’s always important for retailers to o er a range of cigars with di erent price points to meet di ering consumer needs. But in general, I would suggest they follow manufacturers’ guidance on pricing, as our recommendations a ord value for the consumer, while giving margins for retailers.
Don’t tie up your cashflow with slow moving brands.
Flavours of the month. New products and consumer trends hinge around interesting flavours, so keep your eyes peeled for the latest o ering.
Do your research. The cigar category can get quite specialist and o ers the opportunity to build a real point of di erence for your store. But it will require some research into the di erent brands, countries of origin and correct storage, as well as customer demographics and demand.
THE SEASONAL OPPORTUNITIES
RETAILERS and suppliers agree that there are two key trading opportunities within cigars –summer and Christmas. Both are times when people are looking to treat themselves to something a bit special and are often willing to spend a bit more.
With this in mind, it is important to make sure you have
stocked up appropriately for these moments.
“Many adult smokers do often like to take the opportunity to ‘trade-up’ to more premium or larger format cigars at certain times of the year or to celebrate certain occasions,” says Jhingan. “One such cigar is of course our Henri Wintermans Half Corona brand, which
is by the far the UK’s bestselling medium or large cigar and is often given as gift on special occasions like birthdays, Father’s Day, or Christmas.
“During the summer months, many adult smokers will be looking for a larger cigar such as our Henri Wintermans Half Corona to enjoy outside.”
Top tips from Prianka Jhingan, head of marketing, Scandinavian Tobacco Group
ADVICE
TIGHTENING UP RANGES
CHARLES WHITTING nds out how retailers are making the most e ective use of their space and products
Shisan Patel, Jasp, Birmingham 1
“WE do our ordering ourselves so we know what’s a decent seller and what’s not. Every store has a �inite amount of space – if a product isn’t pulling its weight, you’ve got to pull it. It’s true of most ambient products, but not necessarily for chilled products. There are also slow sellers worth keeping because they bring in that one customer who buys a far larger basket.
“Products like raspberries and strawberries have very short shelf lives and you might not sell many in the winter, but they will �ly out in the summer. You need customers to know that you’re the place to go to when they want strawberries, so you’ve got to keep them on throughout that slow winter period.
“You might have to throw some away, but if you just stopped stocking them in winter, they won’t come back to you in the summer. There are products like that where you just have to take the hit.”
Chris Tomes, Costcutter and the Food Shop, Swanage, Dorset
“WE review the store at the end of the �inancial year. We look at products from each department and cut those that haven’t been selling for six or seven weeks. We cut a few items over the winter to clear out some space and make room for new products. It’s good to get rid of stock that’s just sitting there.
“The main thing is to look over things quarterly or once a year. Look at each department and check your sales data. Being a store in a seaside resort, we also have to take our summer and winter ranges into account.
“This year, I looked at our household products in particular. We had a lot of clutter when we went through it. We had three or four different types of kitchen cleaner, which you don’t need. They were leftovers from old offers and promotions. We also now pick out our offers more closely to make sure they’re going to sell and not just sit on the shelf.”
Fiona Malone, Tenby Post O ce and Stores, Pembrokeshire
“ITis dif�icult and it depends on the store, but you need to be keeping an eye on what you’re selling, in particular your topselling lines. Ask yourself if there are areas that might bene�it from removing certain lines and introducing something that would bring it to life more.
“We’ve had a rejig on areas like petfood, removing products to make more space for non-food things like washing powder. When you need to get rid of something, don’t be afraid to reduce the items so you can get rid of them faster and use that space better sooner. It might feel like you’re taking a hit in the short term, but in the long term, it will be better to have the fastselling lines in there quicker.
“Within our soft drinks, we’ve reduced some of our lines’ facings to make room for a special area that just has product launches there. It’s given the space a re-energised focus.”
In the next issue, the Retail Express team nds out what social media approaches are working for retailers. If you have any problems you’d like us to explore, please email
We are working to minimise our stock to boost cashflow. What are retailers cutting back on?
– Sunny Sahota, One Stop Hitchin Road, Henlow, Bedfordshire