IT was only a matter of time before retailers would start seeing price rises from suppliers, with the conflict in the Middle East continuing to put increased pressure on gas and oil costs.
Retail Express has seen communication from several suppliers and wholesalers stating they have been forced to up their wholesale pricing. This includes milk supplier Freshways, chilled and frozen wholesaler Eden Farm Hulleys and regional wholesaler Turner & Wrights.
To stay pro table, many of you will have to pass on these increases to your customers. This will always be a di cult conversation to have, but as the pandemic has shown, customers can be understanding – and being transparent about why the cost of goods has risen is vital.
There might even be an opportunity in it for you. As consumers feel the pressure on their wallets, could you tap into the growing demand for staycations and at-home socialising this summer?
Meanwhile, you still have a chance to bag yourself £50. Have your say in what you want Retail Express to look like as part of a major refresh happening later this year. Simply scan the QR code to give your opinion on what you like and what you don’t like.
Editor Alex Yau alex.yau@ newtrade.co.uk 020 7689 3358
News editor Ryan Butcher ryan.butcher@ newtrade.co.uk
Head of digital Luthfa Begum 07909 254 949 IS THERE AN OPPORTUNITY WITH STAYCATIONS THIS SUMMER?
0600
Managing director Parin Gohil 020 7689 3388
New £6k grants for shops to invest in DRS machines
RYAN BUTCHER
SMALL shops will be given £6,000 to help them take part in 2027’s Deposit Return Scheme (DRS), according to the scheme operator’s newly revealed plan.
Scheme operator Exchange for Change (EfC) explained on 7 April that some retailers
across the UK “will still be required to host return points” when DRS comes into force from October 2027, and “the upfront cost of reverse vending machines (RVMs) can be a barrier”.
To help support these retailers, the �irm said it is developing “a targeted grant scheme” so they can invest
in RVMs, which automate customers’ returns of bottles and cans in exchange for vouchers or payment.
The proposed grant would be £6,000 per site, paid in annual instalments of £2,000, starting three months after implementation.
The criteria stores will need to meet to receive a grant is yet to be con�irmed, but a spokesperson for EfC said: “The grant is intended to support retailers with the initial capital outlay of RVM installation, improve the viability of participation for smaller retailers and help ensure a well-distributed and effective return point network.”
42,624
FRESHWAYS has increased milk and bread prices, blaming the Middle East crisis and rising labour costs.
In a letter sent to stores this month, seen by Retail Express, the �irm’s managing director Bali Nijjar said the wholesale
price of milk had risen 2p per litre. Bread prices also rose by 5p per loaf,
(PCSO) have been deployed into neighbourhood roles in less than a year, according to new government statistics. Figures released on 7 April
show that 3,123 additional neighbourhood of�icers have been hired or redeployed since April 2025 to focus on tackling local crime, with the government meeting its target two months ahead of schedule.
BESTWAY has increased retail staff from 1,776 to 2,149.
The �irm’s managing director, Dawood Pervez, told Retail Express the rise was due to increased resources in its “customer service and business development manager teams, and in delivering the right service for each retailer proposition”.
Another factor given by Pervez is that “a number of stores” moved across into its retail and symbol group estates during its recent trading year.
FOOD in�lation could hit at least 9% by the end of this year, as the Iran con�lict continues to hit global energy and transport costs.
This was the latest warning from The Food and Drink Federation. The trade body’s chief economist, Liliana Danila, said: “Given the scale and speed of these cost increases, and despite companies’ best efforts not to pass price increases on, it’s clear that food in�lation is going to rise in the months ahead.”
GOOD WEEK
Social media trends drive surge in high-street crime
SOCIAL media is fuelling a new wave of crime on the high street, enabling shop theft to spread rapidly and drawing large crowds to stores at short notice.
So-called ‘link-up’ gatherings – organised and ampli�ied online – have disrupted stores in London, Birmingham and Milton Keynes, with some escalating into disorder and theft.
In south London, independent retailers say the trend is just one of a growing number of threats created by social media, drawing comparisons with the last bout of serious unrest in the capital.
Benedict Selvaratnam, of Fresh�ields Market in Croydon, told Retail Express: “We are near where a furniture shop burned down during the London riots in 2011. We know sometimes the community is on edge and all it needs is for something to trigger those kind of events.”
Selvaratnam became concerned after seeing footage of a ‘link-up’ in Clapham, but also highlighted other recent social media-fuelled disruption in Croydon, saying: “What started out as hundreds ended with thousands of kids showing up. What started off as quite innocent began to escalate and get out of control. It led to the police getting involved and stamping down on it.”
In Birmingham, retailers reported taking precautions as news of planned gatherings spread. Manpreet Singh, of Food + Liquor, said he drafted in extra staff after hearing about a potential ‘link-up’. He explained: “I have a good bunch of lads and they were on their toes. Someone came in with £320 of fake notes and was trying to kick up a fuss, and I stepped in. My store was luckily all okay. We had a bit of disturbance, but otherwise missed it.”
Senior �igures across the industry say the trend re�lects a wider shift in the nature of retail crime, particularly in convenience and high-footfall stores.
At Marks & Spencer, retail director Thinus Keeve said offending is becoming “more brazen, more organised and more aggressive”, with incidents involving gangs “stripping shelves” and, in some cases, assaulting staff.
At Iceland Foods, executive chairman Richard Walker said such incidents should no longer be viewed as low-level theft, and called for security guards to be armed with “truncheons and pepper spray”, as in some other European countries.
From viral trends to real-world impact
Selvaratnam said social media is also shaping how incidents such as the recent ‘link-ups’ are perceived.
“When stores were getting hit and people were just walking out, and it was being published on TikTok, it made a handful of events seem more widespread than it was. It felt like it was happening up and down the country, but it was just a few videos being shared thousands of times,” he said.
“It gives the impression that it’s normal and there’s no consequences.”
Speaking at the National Convenience Show in Birmingham last week, superintendent Lisa Maslen, of the National Business Crime Centre, agreed that
social media trends among younger people were increasingly fuelling retail crime.
Andrew Goodacre, chief executive of the British Independent Retailers Association, added: “The event in Clapham, it’s really hard to avoid those happening, because social media is very quick.”
Selvaratnam warned retailers must also consider how incidents play out online, stating: “Social media can negatively impact a situation with very little resource. That’s not something that existed even a
few years ago.”
“A shop nearby had to restrain someone in an alleged shoplifting incident. One clip got picked up online and the backlash was so strong, it forced the business to close. One person with a big following can turn your business upside down.”
He added there may be a case for greater oversight.
“It’s a powerful reminder that you can’t allow social media to manage itself –you do need oversight to make sure these tools aren’t being abused to harm communities,” he said.
SNAPPY SHOPPER: The rm has launched a solution enabling retailers to manage all their home delivery services from one platform. It said the tool will allow retailers to manage products and pricing centrally, saving hours of time each week. It was developed in partnership with Southern and Heart of England Co-ops.
For the full story, go to betterretailing.com and search ‘Snappy Shopper’
LA FOODS: The multi-site retailer has extended its partnership with Co-op Wholesale by ve years, taking the partnership to a total of 25 years. As part of the extension, the retailer has upgraded its Nisa Queens Crescent site by moving to a larger location, expanding its available product range.
For the full story, go to betterretailing.com and search ‘LA Foods’
BAD WEEK
CRIME: Retailers faced a 12% spike in violent behaviour in 2025, according to new UK retail data from Auror. The crimeprevention rm recorded more than 154 violent incidents in shops a day, adding that one in 10 events involved violence or the use of weapons, while one in seven involved threatening or aggressive behaviour.
For the full story, go to betterretailing.com and search ‘crime’
ACS: The trade body is submitting evidence to the Low Pay Commission, warning rising labour costs will hit convenience stores hard. ACS chief executive Ed Woodall said: “We want the Low Pay Commission to understand the challenges facing local shops when forming its recommendations for 2027 wages.”
For the full story, go to betterretailing.com and search ‘ACS’
“WE changed our ice cream o ering three or four weeks ago. We wanted to get in early, so we had something in case the sun came out. You’ll have to get ice cream stock in at some point, so it might as well be as soon as you possibly can. During the summer, there are more on-the-go ice creams, but tubs are still just as important to shoppers, and we have a range of Ben & Jerry’s that does well.”
Ian Ross, Bargain Booze Waterloo, Liverpool
Ice cream: how are you boosting sales in the warmer weather?
“I HAVE dedicated freezers that have more ice lollies and stick ice creams during the summer. I also ordered a soft service machine to be used from the end of May. We purchased it outright from a company called Taylor. You pour mix into the tank and that’s it. After that, it’s just cleaning, maintaining standards and serving. We ran it to November, so we had a speciality Halloween variety before we closed it down.” Catherine Johnson, Premier St Dogmael, Pembrokeshire
“LAST year, I introduced an ice cream counter with an ice cream machine, and it’s gone well. The company we used is an Irish company called Ice Cream Treats, the machine is a Moo, and we import the ice cream direct from Ireland because the quality is noticeably higher. There are seven flavours available and we run a happy hour after school where a cone costs 99p. At the height of summer, we usually sell more than 300 cones a week.”
Paul Gardner, Budgens of East Finchley, London
RYAN BUTCHER
Paul Gardner
Post O ce’s remuneration rise
SUBPOSTMASTERS will receive increased revenue from Post Of�ice services as part of “one of the most signi�icant increases in remuneration in recent years”.
The changes came into force in April as part of Post Of�ice’s �ive-year transformation plan. They will see banking and travel products deliver a minimum 55% rev-
enue share to postmasters. All other products will deliver at least 50%.
Post Of�ice said the rise will ensure postmasters’ income will grow in line with customer demand.
Postmasters can also earn up to 5.5% additional remuneration – up from 5% – as part of Post Of�ice’s Operational Excellence Incentive.
The reward is given to subpostmasters after meeting ad-
ditional objectives. This will increase to 6% later this year, alongside the introduction of a new incentive for effective management of stamps.
Other con�irmed Post Of�ice remuneration changes include a4% temporary top-up on main variable rates for Mains branches, paid monthly for 12 months from April.
There will also be a signi�icant product-speci�ic uplift, with travel money card com-
mission increasing from 40p to £5 per card for all branches
Post Of�ice chief revenue of�icer, Dominic Grounsell, said: “Delivering a meaningful uplift in postmaster remuneration is central to the New Deal for Postmasters.
“These changes ensure postmasters receive a fair, proportionate reward for the essential services they deliver and are properly supported to grow their businesses.”
Too Good growth
TOO Good to Go has kickstarted a new campaign to boost footfall in its 9,000 partnered independent shops.
The �irm, which uses an app to connect consumers with local shops to buy surplus food at discounted prices, will highlight some of the best-performing sites through its app. Chelsea Kerr, UK and Ireland managing director, told Retail Express: “It’s a great way for them to establish trust with their customer base and gain additional footfall.”
WHOLE FOODS EXPANSION
WHOLE Foods has launched the rst of several new smallformat shops in the UK.
The 3,600sq ft site in London opened on 2 April and has a range of impulse, meat, produce and confectionery.
Whole Foods Market executive leader of operations, Jade Hoai, said: “We have six openings in the next 12 weeks, and we’re going to open three more in 2027.”
Fed Bestway vouchers
THE Fed has teamed up with Bestway to offer members 40 deals across branded and own-label products.
Members will receive the voucher books by post in April and can redeem them at Bestway’s 56 depots in England, Scotland and Wales until 31 May.
Retailers can save up to £430 on soft drinks, confectionery and vapes if all 40 vouchers are used.
ALEX YAU
•
•
PRODUCTS
Robinsons’ new Star flavours
SHYAMA LAXMAN
ROBINSONS has partnered with the upcoming Star Wars: The Mandalorian and Grogu movie, landing in cinemas on 22 May.
The partnership sees two limited-edition �lavour launches: Mango-Lorian Blast (Starfruit & Mango) and Beskar Berry Blend (Pomegranate & Blackberry), available now for a limited time.
Both �lavours come in 1l double-concentrate formats retailing at £2.49; ready-todrink plain and price-marked packs retailing at £1.95 and £1.19, respectively; and Fruit Shoot eight-packs at an RRP of £3.55. Meanwhile, Robinsons Core Orange and Apple
& Blackcurrant 1.75l and 1l formats and Robinsons Minis 66ml format have launched with themed packaging.
The partnership is supported with national out-of-home
advertising to help increase campaign awareness.
Kantar data indicates that Robinsons is bought by nearly 40% of households. Meanwhile, Nielsen
�igures reveal the brand is now worth £648m in the UK squash category.
Twist, Lick, Dunk and win with Oreo
OREO’S ‘Twist, Lick, Dunk’ campaign gives shoppers a chance to win prizes including electronic devices and a £10,000 holiday.
The promotion has introduced a new embossed Twist, Lick, Dunk biscuit and runs until June. Shoppers must scan the on-pack QR code,
IRN-BRU Energy is back in convenience stores from this month.
Nestlé taps into functional drinks
Launching in 500ml big cans, the range is available in Original and Zero Sugar variants, in plain (RRP £1.50) and price-marked packs (PMP £1).
According to Circana data, sports and energy drinks are now worth £3.1bn and growing by more than 11.1%, accounting for 41% of drink-now soft drinks sales. At the same time, innovation continues to fuel the sector, with 62% of all category growth in 2025 coming from new products, �lavours and pack formats.
twist open their Oreo and lick the cream. Then they scan the biscuit with their phone and dunk it in virtual milk on a microsite. When the biscuit comes out of the milk, it will reveal the shape of the prize.
Stay hydrated with Tropicana Hydrate+
TROPICANA has entered the functional drinks market with the launch of Tropicana Hydrate+.
The range is now available to convenience retailers in two �lavours: Pineapple with Coconut Water and Mango with Coconut Water. Both �lavours have launched in 850ml take-home packs, retailing at £3.50. A 300ml single-serve option is set to be released later in the year.
NESTLÉ Waters & Premium Beverages UK has launched a range of functional soft drinks called Inspired by Buxton Peak. Retailing at £1.75, the range includes three variants: Focus, which has �lavours of lemon and mint; grapefruit and gin-
seng-�lavoured Immuno; and Recharge, which is a blend of blackberry and acai. Inspired by Buxton Peak it is available in 400ml format, via Amazon and One Stop.
Eat Real unveils
Tortilla Chips range
THE Magnum Ice Cream Company has launched an ice cream called Volcanix. It is an 80ml single-stick ice cream retailing at £2, available in a case size of 24. Volcanix is available to independent retailers via Booker. Mintel Ice Cream research
shows 32% of UK ice cream buyers were keen to try a new ice cream if it offered a unique texture.
EAT Real has forayed into the tortilla category with the launch of Multiseed Tortilla Chips. The range includes three �lavours: A Touch of Sea Salt; Bird’s Eye Chilli, Zesty Lime & Sea Salt; and Smoky
Tomato Salsa with a Hint of Chilli. They are available in 160g sharing bags retailing at £2.75.
Since its repositioning in April 2025, Eat Real has delivered 26% growth. The brand is now worth £17m in retail sales value.
ASAHI UK has launched 440ml can multipacks of Peroni Nastro Azzurro and Asahi Super Dry. The new formats are a response to the decline in sales of 330ml cans and other mainstream formats, with Nielsen �igures indicating that small-pack 330ml cans
are showing a 26% decline in value sales.
Peroni Nastro Azzurro is available in 10x440ml, retailing at £4.99, while Asahi Super Dry comes in 4x440ml with an RRP of £6.99. The formats are available now in Bestway, Dhamecha, Parfetts, Booker, Filshill, Coop, Nisa and Costcutter.
Barratt Sweet Shop rolls out Super Mario range
BARRATT Sweet Shop has launched a line of limitededition confectionery, inspired by The Super Mario Galaxy Movie.
The range includes Mini Rings Mix, which contains �lavours of blackcurrant, apple and strawberry; Cola Loops; and Apple Loops. They are available to Spar stores in 120g bags with an RRP of £1.
Hames
launches Giant Buttons range into convenience
HAMES Chocolates is expanding its confectionery offering with the launch of Giant Buttons.
The new line comes in Milk Chocolate and Milk Chocolate Caramel �lavours. Both �lavours are available now in 100g resealable standup pouches at an RRP of £3.99 each.
Roll out the red carpet for
on the original Nostalgix mix of Cola Cubes, Pear Drops and Pineapple Cubes.
PRODUCTS
New Mini Cheddars are here
SHYAMA LAXMAN
PLADIS has launched two limited-edition Mini Cheddars �lavours: Chipotle & Lime and Nacho Cheese.
Both �lavours come in 150g sharing bags retailing at £2.90, and in 90g pricemarked packs (PMP) retailing at £1.25, and are available now via wholesale.
The launch is also supported by an on-pack promotion running until 26 July and extended across Jacob’s sharing and grab bag formats of Crinklys Big, Twiglets and Mini Cheddars Cheeselets baked snacks range. Shoppers need to scan the on-pack QR code for a chance to win a Sony home stadium set-up
worth £5,000. Meanwhile, retailers can also try their luck at winning a Sony home stadium set-up
worth £1,500, or one of more than 60,000 Sony Bluetooth travel speakers, by scanning the QR code on participat-
ing PMP cases. They can also enter via Jacob’s competition website.
PepsiCo gives Doritos a 3D twist
J2O unveils its new Sparkling range
J2O has added a new sparkling drink to its portfolio called J2O Sparkling. It is available in Apple & Raspberry and Apple & Mango �lavours in 330ml cans retailing at £1.75. The brand has also launched Orange & Passion Fruit in single-serve 330ml cans.
Brothers,
Furthermore, a wider roll-out of J2O’s 10x250ml multipack featuring its core Orange & Passion Fruit and Apple & Raspberry still �lavours is also planned.
let’s
drink
some Cider Shandy
BROTHERS Drinks Company has announced the launch of Cider Shandy, available via wholesale from May.
Cider Shandy will be available in two �lavours: Classic Lemon and Dark Cherry. They are set to launch in a four-pack of 330ml cans and have an ABV of 1.2%.
Retailing between £2.80 and £3, the launch is aimed at 18-to-30-year-old consumers.
Absolut Vodka & Sprite goes tropical
COCA-COLA Europaci�ic Partners (CCEP) has added a Pineapple �lavour to its Absolut Vodka & Sprite alcohol ready-to-drink (ARTD) range.
Absolut Vodka & Sprite Pineapple is available now in 250ml cans with an RRP of £2. The launch is supported by in-store activation – including secondary display units, cooler frame stickers and shelf strips. Retailers can also make use of downloadable digital assets via CCEP’s online portal.
The ARTD category is
worth more than £735m in Britain, with value growth forecast at nearly 4.4% by 2028.
PEPSICO has launched two Doritos variants under a new sub-range called Doritos 3D Crunch. It is available in Nacho Cheese and Sizzling Steak �lavours. Both variants come in a 42g grab bag (£1.15), as well as a 70g plain and PMP retailing for £1.35.
Nielsen research indicates meaty �lavours have remained popular in the crisp category in recent years, while cheese�lavoured snacks were worth nearly £1bn as of June 2025.
These new pizzas come with a twist
McVitie’s adds to Signature range
ROLLOVER has launched a Pizza Twists range in two �lavours: Margherita and Pepperoni. Both are available to convenience retailers now at an RRP of £3.50 each.
To mark the launch, Rollover is offering independent retailers a chance to win an exclusive Pizza Party takeover to foster community engagement, boost footfall and showcase the new range. Retailers can visit Rollover’s website and complete a short form by 31 May to enter.
Tropical Sun’s chips range turns purple
PLADIS has expanded its McVitie’s Signature confectionery range with two launches.
Signature Chocolate Truf�le Bar and Signature Crispy Wafer are now available to
convenience stores across the country. Both have an RRP of 89p.
TROPICAL Sun has expanded its snacking range with the launch of a 300g tub of Purple Sweet Potato Chips. The launch comes in response to growing demand for globally inspired and visually distinctive products. Additionally, purple food formats are in growth thanks to products made with ube, a purple yam grown in the Philippines.
Retailing at £3.99, they are available to purchase from Wanis International Foods.
In partnership with:
Ginsters launches BBQ Sausage Roll
GINSTERS has launched a limited-edition BBQ Pork Sausage Roll in two sizes. It is available via Co-op Wholesale in a 130g format with an RRP of £1.50, and a 100g format, which retails for £1.30.
The launch is the �irst in a series of world �lavour innovations designed to bring new shoppers to the category.
The launch will be supported by the brand’s biggest Rolls summer campaign to date, running across out-of-home and social channels.
West Coast
Cooler lands in the UK
PERNOD Ricard has launched Irish ready-to-drink (RTD) cocktail West Coast Cooler in the UK, available to convenience retailers now.
Created by Irish Distillers in 1984, West Coast Cooler is Ireland’s number-one RTD, according to Nielsen �igures.
The wine-based cocktail range includes Cooler Origi-
nal and Sunburst varieties. Both have a 4% ABV and retail at £2.25. West Coast Cooler is known for its lower ABV and lowcalorie content, appealing to health-aware consumers.
PML expands heated tobacco with Delia
PHILIP Morris Limited (PML) has launched Delia, its latest heated tobacco sticks range exclusively compatible with Iqos Iluma.
Joining the existing Terea tobacco and Levia zero-tobacco sticks, Delia has been developed to broaden consumer choice and better cater to
New format McVitie’s are up for grabs
PLADIS has expanded its McVitie’s Digestives range with a new Grab Pack format, designed to meet the growing demand for convenient, onthe-go snacking.
Available now in both Milk
Chocolate Digestives and Original Digestives varieties, the new packs contain six biscuits each. While the Original Digestives retails at 50p, the Milk Chocolate variant has an RRP of 89p.
adult smokers seeking a more classic tobacco experience. Retailing at £6, it is available in Classic Red, Classic Gold and Classic Dark Green varieties.
Radnor Splash drops two new flavours
RADNOR Hills has unveiled new additions to its Radnor Splash portfolio of still�lavoured spring water: Cherry and Summer Fruits. They join the four existing fruity �lavours of Lemon & Lime, Strawberry, Apple & Raspberry and Orange & Passionfruit.
Retailing at 85p, they come in 500ml bottles in formats including a retail six-pack.
Modelo Especial launches in the UK
MEXICAN lager Modelo Especial has launched in the UK off-trade through Budweiser Brewing Group.
Modelo Especial is available now in 4x355ml and 12x355ml glass bottle multipacks, a 4x440ml can
KELLY ALLEN
Londis Seaborn Stores, Morecombe, Lancashire
Focus on… constantly evolving your o er
I’VE been running my store for 26 years, and just over two years ago, we had a massive re t to become a Londis concept store for the north.
We took out half of the stockroom to expand the shop floor. It’s now about 1,200sq . The biggest change was adding in a beer cave. It’s been a massive hit, and people still get really excited by it.
The new vape cabinet has also done really well. However, I’m conscious the success of vapes won’t last forever, so I’m already considering what I’ll replace it with. I don’t have a lot of space for fresh, so I’d like to use it for fruit and veg.
The next big step for us will be home delivery. We already do home deliveries, but by phone. We’re looking to partner with Scoot, which we’ll need to run as a separate business.
And we’re about to put Kelsius in, which will not only monitor our fridges, but also organise our sta tasks. It will help keep track of what sta are doing, keep them focused and ensure we’re organised should trading standards visit.
I always look out for new opportunities. If you don’t move forward, you quickly get le behind.
multipack and a single 620ml glass bottle. The brand’s launch will be supported by marketing investment.
Headline partner
Supporting partners
Collaborator partners
MY STAR STAFF MEMBER
OPINION
for the chance to be featured
Abbie Bolton
My role in the shop: sales assistant
How did you get involved in retail?
Vas approached me about a weekend job while I was at college, and I’ve been here ever since. I was studying business management with a focus on marketing.
Are there any similarities between business management and marketing and your role?
It helps when we need content for social media or digital advertising, as there is a creative side to the business. If the shop is hosting a new product, I can use Canva or Photoshop to create posters which we use to promote them on Facebook.
What other roles do you have as a sales assistant?
I do help with the social media side of things for the store, but I mainly focus on being a team player with my co-workers. I also try to be a friend to everyone at the shop.
Is every day the same?
It varies, as some days can be similar, but others can be quite busy. I always enjoy seeing our regular customers, as well as meeting new ones.
What’s the most rewarding part of your role?
The most rewarding part is being appreciated by the rest of the team and the customers, whether that’s through a thank you or getting something special for your birthday. I also really enjoy being a friend to those who might need support, especially the elderly, and listening to their stories and experiences.
SYMBOL SUPPORT: How is your group supporting you?
“IT’S been just over a month since we signed our contract with Bestway Retail and joined the Costcutter symbol group. Retail director Jamie Davison has been there every step of the way, always checking in and making sure everything is running smoothly.”
“WE recently opened our forecourt in Edinburgh. This is a complete transformation of the site, and we’re really proud to be reopening and welcoming the community back. After being closed for six months, it’s been great to hear such positive feedback from local customers.”
NATIONAL LIVING WAGE: How are you offsetting the increase?
“WE’RE looking at cutting back on employing anyone aged between 16 and 18. The increases in the 18-year-old rate are so high that there’s no incentive to employ someone younger and train them up. It’s a shame because employing younger people would help set them up for university.”
Chaz Chahal, multi-site retailer, Worcestershire
“WHAT can you do apart from take on more hours yourself? We have 11 staff members, and cutting one or two will have a huge impact on how we operate. It’s not as simple as removing hours. The government needs to assess this, as what it’s doing is really harming small businesses.”
Narinder Randhawa, Great Haywood Spar, Stoke-on-Trent
We’re looking at cutting younger sta
CRIME: What has the impact been on you?
“ILLICIT trade is draining our sector, undercutting honest retailers, funding crime and putting unsafe products into communities. Enforcement must be a coordinated multiagency effort, with police, local authorities and regulators. Until this happens, the playing �ield remains unfair.”
Priyesh Vekaria, One Stop Carlton Convenience, Salford
“OURshop in south Croydon was broken into. Incidents like this hit harder than people realise – not just �inancially, but emotionally. You build something over years, you invest in your community, you show up consistently and, in a few hours, that sense of security is shaken.”
Benedict Selvaratnam, Fresh�ields Market, Croydon
The support has
Rajan Sood, RJ Fuels, Edinburgh
Store owner: Vas Vekaria, Kegs N Blades, Bolton
Girish Jeeva, Girish’s Costcutter @ Barmulloch, Glasgow Get in touch
Want to recommend a star member of sta ? Call 020 7689 3358 or
TECHNOLOGY: How are you improving your store?
“I’VE been working with Retail AI since June 2025. For around £110 a month in subscription fees, I get anti-theft detection and my own radio station on which I can run tailored promotions, make announcements and talk about products or charity initiatives.”
George Phillips, TJ’s Late Shop, Hemel Hempstead
“MY Snappy Shopper sales have grown by 80% over the past year, now accounting for 22% of total store sales. We always try to look after all of our customers equally. I genuinely believe we’re only scratching the surface. There’s a lot more growth to come.”
Craig Warren, The Corner Stores, Mildenhall
‘We
don’t have the luxury of playing the long game’
AT �irst, I genuinely thought a recent post about Cadbury turning unsold Easter eggs into fuel was an April Fool’s joke. Jokes aside, the post actually highlighted a serious issue for many independent retailers.
This Easter, many independents were left with slowmoving stock, tight margins and limited �lexibility. While
the big brands focus on headlines and volume, retailers on the ground are dealing with the reality: unsold seasonal stock and margins that simply don’t work.
Then you see examples like Heron Foods pushing alternative lines (like palm oil-free Easter eggs) and creating real value for customers while still protecting margin.
COMMUNITY RETAILER OF THE WEEK
Shamly Sud, Premier Racetrack, Glasgow
‘This journey has been about family’
“IT’S been15 years since we rst founded our retail group, GHSL. The heart of this journey has always been family. Seeing our two sons establish themselves as true pillars of the business has been one of my proudest achievements. They are carving their own path, bringing a relentless stream of fresh ideas and modern energy that ensures the GHSL legacy continues to evolve. We celebrated this anniversary by doing exactly what we love: looking ahead. We are more focused than ever on what the next chapter holds.”
That’s not by accident – that’s understanding your customer and your cost base.
As independent retailers, we don’t have the luxury of playing the long game on poor margins. Whether you’re under a symbol group or not, decisions come down to one thing: sustainability of the business.
If a product doesn’t deliver
– in sales or in margin –it won’t keep its space in the shop.
There’s a clear message here for brands: work with independents, not against them. Because if it doesn’t work on our shelves, it simply won’t move.
Mike Sohal, Nisa Dallam Stores, Warrington
COMMUNITY RETAILER OF THE WEEK
“I HAVE started o ering home delivery in partnership with Snappy Shopper at all 22 of my stores. It will start o with a couple of stores before gradually rolling out across the entire estate. This means there will be 15 brand-new vehicles wrapped with my branding, 22 scooters and a specialist marketing team. There’s an initial cost of £600,000, but it will work a er six months. Home delivery is a big opportunity, and there are a lot of residential areas near my stores. It will allow me to make my customer service more convenient.”
Tackling retail crime
AS retailers, we spend a lot of time talking about reducing shopli ing, but ultimately, how much do we stand to lose from one incident – £50 or £100 at most? But two Fridays ago, we were broken into at 4am and lost £20,000-worth of stock, plus had £5,000-worth of damage done by the burglars in the act of getting in. That’s enough to put a retailer out of business in one fell swoop.
It was a six-strong team, very professional, and they got in and out within eight minutes. Some of our sta live upstairs and went down to confront them, but they were armed, so they went back. It’s had an emotional impact on the team. It was a big blow to us. What le the worst taste in my mouth, though, was the police response. They didn’t send an o cer until 10 days a er the incident, and all they did was give us an email address to send evidence. It was very poorly handled. These things don’t happen in isolation – that group has done this before and will do it again. And as convenience retailers with cash and high-value stock – like tobacco and alcohol – we are a major target. The economic pressures of the cost-of-living crisis are seeing more people resorting to crime.
I co-founded a business association that represents 400 businesses in Croydon, and when I posted about the break-in, a couple of people got in touch to say the same thing had happened to them. It’s important to raise awareness and make people more alert about these dangers. We’re especially vulnerable at opening and closing time, but it’s key to think about the safety of the store when it’s shut.
One measure I would suggest are floor locks that secure the shutter to the ground with a padlock. It won’t stop them, but it will slow them down. They know that with an alarm system they only have eight-to-10 minutes to do the job, so anything that adds time will deter criminals.
SHYAMA LAXMAN talks to retailers and suppliers to understand what’s driving the category forward
WHAT IS CHOCOLATE WORTH IN CONVENIENCE?
LYDIA Stubbins, marketing director at Divine Chocolate, says chocolate confectionery is currently worth £1.1bn in the UK convenience and impulse channels.
For Dilmeet Singh Gaba, of Londis Gerrards Cross, the category makes up 10-12% of his confectionery sales, with lines from Cadbury and Nestlé driv-
ing the category forward. He says Dairy Milk Original and Hazelnut, and Pistachio Aero bars have performed especially well. He has up to four metres of shelf space dedicated to chocolates.
Andy Miles, from Dike & Son in Stalbridge, Dorset, has increased the store’s confectionery and impulse o ering in the
past year or so in response to new residential spaces coming up in the neighbourhood.
Interestingly, Miles’ bestselling line is the locally sourced Dorset Chocolate, available in ve variants. Retailing at £4.25 a bar, he sells around 50 units a week, taking approximately £850 a month on a single brand.
While trending products like Dubai chocolate and the more recent chocolate chicken drumstick can help keep the category exciting and drive short-term sales, Vas Vekaria, of Kegs N Blades in Bolton, Greater Manchester, says they are simply novelty items that don’t convert into regular lines.
“TO drive chocolate sales, retailers should focus on premium and dark chocolate, which continues to outperform other types as shoppers trade up for richer, higher-cocoa bars. O ering a variety of formats, from single bars to multipacks and pouches, also helps meet shoppers’ needs for convenience and choice. Seasonal occasions further opportunities to encourage incremental spend and engage consumers.”
Lauren George, external communications manager, Mars Wrigley
“RETAILERS should place their confectionery items on main xtures to increase visibility and drive sales. Additionally, the use of engaging PoS will play a large role in increasing basket spend, alongside placing the items at eye level, or buy level, which has been shown to boost sales. A secondary siting by the till can boost both awareness and sales alongside displaying PoS materials that highlight new products.”
TRENDS AND BRANDS DRIVING THE CATEGORY
“TRENDS across chocolate in convenience stores are being shaped by shoppers seeking greater variety across segments, including milk, white, darks and inclusions such as fruit and nuts,” says Susan Nash, trade communications manager at Mondelez International.
Regardless of trending flavours, Gaba nds price-marked packs (PMP) still dominate as customers want value. He sells between 100 and 300 units of PMPs from brands such as
Aero and Maltesers. Retailing at £1.65, that is a minimum £660 added to Gaba’s tills each month.
Vekaria says £1.95 packs, even though they have “doubled in price”, are performing well as they o er the best value. Additionally, four-packs of KitKat and Mars also perform well.
“It is mostly van and truck drivers who go for the multipacks, but all the kids go for £1.95 bags of Cadbury Dairy Milk Caramel Nibbles and But-
tons,” he says.
Vekaria further adds that European chocolate brand Milka has been performing well, and not just the milk and white flavours, but other variants including Hazelnut and Oreo Brownie, retailing at £1.99.
“I am selling half the amount of Milka than I do Cadbury,” says Vekaria who introduced the brand six months ago and sources stock from Booker and Rayburn Trading.
While Cadbury remains the unanimous choice when
it comes to a steady-selling brand, retailers are also nding success with Lindt chocolates. Gaba says the 200g box, which he currently sells for £8.99, does well for gifting occasions, whereas Vekaria is able to move volumes of the pistachio and salted caramel bars, PMP £1.20, by placing them on the counter.
A similar sentiment is echoed by Miles, who says sales of multipacks has slowed whereas impulse sales have increased.
A CASE OF SHRINKING EGGS
VEKARIA says sales of Easter eggs weren’t as good this year compared to previous years.
“I’ve heard the chocolate is of a lesser quality and they are making them a lot lighter. So, the eggs are the same size physically, but the weight has dropped,” says Vekaria, who feels this is the case across several brands, with some of his customers commenting as well.
“I won’t be ordering as many,” he says when asked to predict his strategy for Easter 2027.
Vekaria’s approach to offering a sense of value in the face of ‘shrinkflation’ is to offer Easter eggs at a lower price compared to others. He says he doesn’t order them from wholesalers and instead gets stock from the likes of Asda when on o er.
“I purchased my eggs just over a month and a half before Easter. The small ones were for 79p, and I sell them at £1.49. And the big ones I got for £2.25 and I sell them at £3.99,” he explains.
Vekaria said that a week before Easter, he still had around 60 large eggs that remained to be sold. He explained that he displayed them on the counter to clear stock.
CATEGORY ADVICE CHOCOLATE
RANGING AND MERCHANDISING
“WE carry a range that goes from your budget spenders to those who have lots of money. You have got to cater for everyone,” says Miles, who also o ers a range of free-from chocolates from a Bristolbased manufacturer named Ooh! Chocolata.
Miles further explains that as his store falls within HFSS regulations, there are only so many products he can display at the checkout. As such, he must drive offers from the shelves. Having said that, he says that in the
past six months, he moved the single bars towards the front of the aisle, closer to the kiosk, which has increased impulse sales.
“You make better margin on a small, standard Dairy Milk Bar versus a 120g Dairy Milk Bar. So, we moved them closer towards the kiosk, because then if you do get a queue, they’re more likely to hit that bit rst, and that’s where you get those impulse purchases,” Miles explains, adding that margins on single bars are around 28%.
PRODUCT NEWS
Mars unveils Twix Hazelnut flavour
Mars Wrigley has launched a Hazelnut variant of Twix. It is available in Xtra, single and pricemarked pack (PMP) formats. Twix Hazelnut Xtra weighs 75g and is available in a case of 24 units. Retailing at £1.69, it’s set to o er retailers 26.4% pro t on return (POR). The single and PMP versions weigh 46g with 30 units in a case. While Twix Hazelnut single retails at £1.20 o ering 37.1% POR, Twix Hazelnut PMP retails at 89p and is expected to o er 27% POR.
Tony’s Chocolonely 90g PMP launch
Tony’s Chocolonely has forayed into price-marked packs by launching a 90g PMP at £2.25, available exclusively via Booker. Designed specically for the convenience channel, the strategy aims to compete where most of the chocolate volume is driven by PMPs, according to the supplier. The PMPs are available in two of the brand’s most popular flavours – Milk Chocolate and Milk Caramel Sea Salt.
Nestlé launches Aero Pistachio block Nestlé has expanded its Aero portfolio with a Pistachio sharing block. The block weighs 90g and is available in a case size of 15. Retailing for £1.65, it is expected to o er retailers 26.1% POR.
Earlier this year, Nestlé also launched Aero Bubbles Caramel.
Lindt Excellence Pistachio Dark Bar
Lindt is continuing its expansion into pistachio flavours with the launch of the Lindt Excellence Pistachio Dark Bar. It is available to convenience retailers at an RRP of £3.50. It follows on from last year’s Lindor Pistachio Tru les launch.
CATEGORY
FOOD
TO GO
GETTING INTO FOOD TO GO
CHARLES WHITTING explores the di erent kinds of food to go retailers can o er
FOOD TO GO AT ITS SIMPLEST
WHILE the concept of food to go has seen retailers introducing fully functioning kitchens and high-tech machines into their stores, it is ultimately something every store can provide and likely is o ering.
A single can of soft drink or a packet of crisps is usually eaten on the go, so having these options prominently positioned in a store is a great way to induce an impulse sale from a customer who might be feeling the pangs of thirst or hunger.
According to Karen Lewis, marketing director at FrieslandCampina, 65% of all soft drinks are bought for on-the-
go occasions, and with summer on the way, retailers are likely to see strong demand.
“Soft drinks strategically positioned near the counter play a crucial role in driving sales,” says Kate Abbotson, senior external communications manager at Coca-Cola Europaci c Partners (CCEP).
“They cater to various needs throughout the day, serving as a morning pick-meup with ready-to-drink co ee, a refreshing companion to a lunchtime meal or afternoon snack, an energy-boosting option, or as a treat at the end of a busy day. Installed chillers at the checkout saw a 25% uplift in soft drink sales.”
CATEGORY ADVICE FOOD TO GO
SUPPLIER VIEWS
Jo Agnew, marketing director, Lotus Natural Foods
“HEALTHIER snacking is no longer a niche need, it’s rmly mainstream. Shoppers now expect their snacks to work harder for them, whether that’s delivering protein, bre, natural ingredients or simpler recipes. Within cereal bars, ‘better for you’ snack bars are the fastest-growing segment, up more than 12.1%.”
Lauren George, external communications manager, Mars Wrigley
“SNACKING today is shaped by social media virality, health-conscious choices and a desire for a ordable indulgence. Limited-edition innovations play a key role in driving interest and excitement in the chocolate category.”
Ed Merrett, wholesale controller, PepsiCo
“WE’RE seeing people not only seek out familiar, muchloved brands, but their favourite flavours, too. It’s therefore key that retailers are stocking a strong core of bestselling products that cater to these occasions. Product launches also have a really important role in driving interest and excitement.”
EXPANDING THE FOOD-TO-GO OFFER
OF course, retailers can always take their o er that little bit further, without requiring any extra e ort or equipment from themselves or their team.
There are many local and national companies producing more advanced meal and snacking options, from sand-
wiches to pastries.
“We have a range of sandwiches from River Foods, based in Bradford, as well as sandwiches and sweet treats from MDG Suppliers, based in Birmingham,” says Savita Pindolia, from Shreeji Supermarket in Manchester.
“We also get wraps from Kesan in Oldham. They bring them in every other day, so it’s fresh, and it’s sale or return so there’s no wastage. We get 25% margin on them.”
Pindolia’s bestselling sandwich llings are cheese & ham, cheese & onion, chicken tikka
and tuna & sweetcorn, but she has a wide range of options from
from Camelot Chilled Foods, with salmon, tuna and egg his most popular llings.
MEAL DEALS
PINDOLIA is planning to in-
troduce a meal deal o er to complement her food-to-go range and encourage customers to up their basket spend.
The advantage of a meal deal is that it is an already well-established concept that gives retailers extra cash in the till and shoppers a greater sense of getting good value.
“Meal deals are another key sales driver, and pairing soft drinks with food boosts shopper engagement by up to 32%,” says Abbotson.
“Placing products like Coca-Cola, Fanta and Dr Pepper near food items such as sandwiches or snacks encourages linked purchases throughout the day.”
Retailers can adapt their meal deal o ers throughout the day, catering to breakfast, lunch and then potentially dinner. Additionally, retail-
ers can o er more premium meals, drinks and snacks enabling customers to trade up to something special while still getting a good deal.
“Switching the meal deal to suit the day part is a good idea,” says Stewart Linehan, category and insights manager at Country Choice.
“A retailer could o er a Danish pastry or breakfast bap with a co ee in the morning, switch this to chicken pieces, wedges and a soft drink at lunchtime and change it again to one of our Flatstone Pizza Co. pizzas, along with a bottle of wine or soft drink, at dinner time.
“Also, try to take advantage of the many di erent celebrations that occur during the year such as Mother’s Day, Father’s Day and events like National Sandwich Week and National Pizza Day.”
Kesan.
Rashik Trivedi, of Food and Wine in Sydenham, south London, acquires various sandwiches
CATEGORY ADVICE FOOD TO GO
HOT FOOD TO GO
BEYOND sandwiches, retailers can also look into hot food to go. There are a range of options that come frozen and need only be heated up in an oven, from sweet treats to savoury meal options.
Trivedi gets pastries and baguettes from Country Choice, which are heated up each morning to cater for the morning commuter trade.
“We’re right next to a train station, so we have croissants,
pains au chocolat, cinnamon rolls, as well as pasties and sausage rolls,” he says. “We also have seven types of fresh bread. The bread and pastries sell better on the weekends. In terms of hot food, we sell four times as much on weekdays than on a weekend day.”
With this fresher option, there will always be a greater risk of wastage, especially in the early days when customer awareness is low. But Trivedi
advises retailers to not get discouraged by this at rst.
“You mustn’t be scared of throwing things away,” says Trivedi. “If you want to build the business, you can’t be half-hearted about it, so you have to be ready to throw things away. When we rst started, we were losing money, but now it’s doing really well. It takes time for people to come to know that you’re selling these products.”
TOP TIPS
Advice on merchandising from Stuart Graham, head of convenience and impulse at KP Snacks
Must-stock ranging
Stock a strong core that covers the top selling lines that will deliver category growth – 45% of sales go through the top ve brands in large format PMPs. Excite and engage shoppers with a sprinkling of new products.
Make your xture easy to shop
Blocking similar type products together such as ridged crisps will make it easier for your shoppers to nd what they need. Shoppers buy 68% of bagged snacks on impulse.
Drive impulsive purchases in store
Fifty-three per cent of impulse crisps and snacks are picked up in secondary locations. Utilise displays and secondary sitings to drive snacking sales and locate in complementary categories like soft drinks or sandwiches. Make use of impactful branded display and PoS such as stackers and dump bins.
POSITIONING FOOD TO GO EFFECTIVELY
COMPETITION for food to go is intense, so retailers need to be pushing this aspect of their business hard. The smell of freshly made food can entice customers and as people looking for food to go are often in a rush, they want ease of access. Both these truths point to retailers positioning the food to go close together and near the front of the store.
“Food to go needs to be the main focal point for your store
and your o er needs to be clearly visible or signposted on entering through the doors for it to deliver maximum impact,” says Peter Dewhurst, fresh food and food to go sales manager at James Hall & Co Ltd. “If it is not visible and customers need to search for it, it cannot achieve what it should do as a category.”
Trivedi positions his food to go at the front of his store to maximise visibility, but also
SUPPLIER VIEW
Peter Dewhurst, fresh food and food-to-go sales manager, James Hall & Co Ltd
“WHATEVER footprint of store you have, you can still make food to go your unique selling point because of its adaptability. You can still drive footfall into store and bene t from o ering high margin products. You can still implement a grab and go area around your co ee machine for cakes and snacks.
“If you have the space for a small hot food unit, be more prescriptive about your o er and really focus on o ering a core of products that suit your customer base while keeping on top of availability.
“If you only have space for cold food to go, maintain strong availability of sandwiches, snacks and drinks, and ensure the right brands and products are in your meal deal that your customers are going to want to purchase.”
to make it easy for customers rushing for a train to get in, buy something and be on their way. He has four metres of sandwiches, three metres of fresh bread, two metres for pastries and a metre and a half for hot food.
“Signage can be helpful but it depends where you are,” he says. “People are moving too fast past our shop to see our signs, so we do a lot of our advertising on social media.”
PAID FEATURE BRAND SPOTLIGHT
What’s new in ARTDs?
ABSOLUT Vodka & Sprite brings together two iconic brands in a premium ready-to-drink (RTD) range, available in Original, Watermelon and the newly launched Pineapple variety –all in 250ml cans at a £2.29 RRP.
ABSOLUT VODKA & SPRITE RTD
The latest Pineapple launch builds on the success of Absolut Vodka & Sprite Watermelon, which has already generated nearly £750,0001 in value with 84% purchase intent since launching last April2
The alcohol RTD (ARTD) category is worth over £735m in GB3, and growing faster than any other alcohol segment, with flavour innovation driving shopper interest.
Two iconic brands. One bold new flavour. VODKA &SPRITE expands its premium RTD range with a new Pineapple variety, building on the success of Watermelon and Original
Key stats
ARTDs
“ARTDs are outperforming every other segment in our alcohol range, which speaks volumes. Their rapid growth means we’re actively exploring ways to strengthen visibility, ensure full availability and market them e ectively to our customers. Keeping the Absolut & Sprite range allows us to o er exciting options that appeal to a wide variety of taste pro les. It’s also a fantastic way to bring trusted spirits brands from the shelf into our chilled space.”
Perfect for relaxed, unplanned moments with friends, the range delivers a bar-quality serve in a convenient format – particularly when stocked chilled for immediate enjoyment.
Stock the range
Natalie Lightfoot, Londis Solo Convenience in Baillieston
SELLING ADVICE FOR THE SUMMER
Beer and cider sales grow when the weather warms up, but a World Cup year adds more opportunities to the market, too, as TIM MURRAY reports
BRANDS AND TRENDS
BRITONS still love beer and cider, but tastes are continuing to change. While lagers continue to rule the roost, world beers are still growing.
“Brands such as Cruzcampo are all on the up,” says Sasi Patel, who runs two Go Local stores in Rochdale and a Premier in Oldham. “They’re becoming more popular than traditional lagers.”
Craft beer is still trending, and, as Georgia Ladbrook,
SUPPLIER
shopping marketing manager for impulse at BrewDog, says, it also gives retailers a point of di erence. She adds that while key brands should be stocked year-round, retailers should also mix it up.
“The craft consumer does enjoy launches and the variety that craft beer has to o er,” she says. “We recommend rotating your range twice a year to drive excitement and trial.”
Janel Fatania, customer marketing manager, Diageo
WORLD CUP
WARMER weather traditionally brings an uptick in beer and cider sales, and a major sporting event on the calendar takes it one step further.
Westons Cider’s head of marketing and strategy, Sally McKinnon, says: “Sporting events, such as the World Cup, will be a key driver in 2026.”
Patel adds: “Summer itself improves sales, and with the World Cup, that simply
doubles down.”
Activity from brands that have long-standing associations with football, through sponsorship and years of targeted advertising, will come to the fore as the tournament approaches.
“We’re expecting to see promotion-led products hitting the ground running,” says Patel. “Brands like Budweiser will be going in hard leading up to the World Cup.”
Paid for by Diageo
“STOUT is performing really strongly, up by 12%1, which brings a great opportunity for retailers to meet rising demands with Guinness. And, as the numberone beer consumed during sports viewing2, Guinness also presents a clear opportunity for retailers to drive sales during key sporting moments.
“To fully capitalise on this, retailers can create standout displays, helping to tap into shopper excitement and maximise basket spend.”
Asahi
SIZE is everything when it comes to beer and cider, and retailers must provide for all needs when building a range.
“Serving di erent shopper missions is key,” says McKinnon. “Single cans and bottles are well suited to immediate consumption, while multipacks and larger formats cater to planned purchases and social occasions. Stocking the
Carling
NEW PRODUCTS
Asahi UK has evolved its multipack strategy due to a recent decline in 330ml sales. It has launched multipack formats including a 10x440ml for its Peroni Nastro Azzurro brand and a further 4x440ml multipack for Asahi Super Dry.
Carling is bringing its Black Label name back to the UK market. The brand is returning as a 4.7% lager with a premium feel and is available in 4x568ml, 4x568ml and 10x440ml pack formats.
Brooklyn Brewey
Brooklyn Brewery has launched three limitededition craft beers, each with a distinct flavour. The trio – Bel Air Sour, Fonio Rising Double Pilsner and Black Chocolate Stout – give retailers “the chance to tap into the craft beer market with a broad range”.
chance to tap into the craft beer market with a broad range”.
BrewDog
BrewDog has expanded its price-marked range with the introduction of price-marked Lost Lager and Cold Beer Pint Can four-packs.
Cruzcampo
Heineken UK has added to its Cruzcampo range with the launch of Sevilla Orange, a 3.3% lager available in 4x440ml cans. The company has also launched premium apple cider Inch’s Reserve, which is created more for sipping and savouring, with a 7.4% ABV.
which is created more for sipping and savouring,
SIZE MATTERS
right mix allows retailers to capture both spontaneous and planned spend.”
Ben Parker, vice president for o -trade sales at Carlsberg Britvic, says placement is also important.
“Stocking small and single formats in the fridge for quick consumption is key, particularly within impulse outlets where the time between pur-
chase and consumption tends to be short,” he says. “ A small amount of chilled mid and large multipacks can be useful, but they need to be highly visible. Stock these formats at the front of store stacks, by till points and other high-tra c areas. Try merchandising them alongside other products such as savoury snacks to drive cross-category purchase.”
THE PRICE IS RIGHT
PRICE-MARKED packs (PMP) are moving further into the beer and cider category. BrewDog launched its rst PMPs last year for its Punk IPA and Hazy Jane four-packs, with more launching this year.
“We are seeing a lot more support for PMPs, which is driving solid growth for the beer category, delivering a
higher perception of value to shoppers by providing clear and transparent communication of price,” says Ladbrook. Parker believes that while premium is important, customers are less inclined to spend big and instead seek out deals.
“Value has been king for many consumers over the past couple of years,” he says. “While some will splash out later in the year, especially towards the festive season, many are always on the lookout for deals and pack formats where they feel they’re getting good value for money. Multipacks are key here and the good thing about this channel is that retailers can be agile.”
ADVICE
PROVIDING VALUE
CHARLES WHITTING nds out how retailers are providing customers with good deals and a sense of value in their stores
“IT’S important to understand your local customers and their needs if you are to offer them good value. And that goes for whether you’re starting in a new store or you’ve been there 20 years because people, age and demographics change. In one of my stores, the house next door is worth £1.5m, so they are happy to buy 12 bottles of wine at once. But another store is on a high street, and that’s totally different.
“People are looking for trends, but they’re also spending day to day and have very speci�ic budgets. The majority of the products in that store are price-marked packs (PMP).
“If something is £2 in Tesco, we’ll make sure to have the £1.79 PMP on the shelves. They ensure value for money. Beyond that, multipacks work well in snacks, confectionery and soft drinks. We’ll often recommend a customer get a multipack of Red Bull or Monster because they’ll get a better deal.”
Imtiyaz Mamode, Premier Wych Lane, Gosport, Hampshire 2
3
Ushma Amin, Londis North Cheam, Surrey
“WE have deals on most of the time, but the main thing we’ve done is make sure that the prices on our core products – milk, bread and sugar, for example – don’t go up. We haven’t put the price up on our milk for years. It’s £1.65 for a 2l bottle, or two for £3. The price we pay for it at the wholesaler is going up, but we keep it the same because the customers coming in would notice it. We make sure to have signage showcasing these deals, and any promotions we get from the suppliers, we pass those onto the customers.
“We have customers now who know we won’t increase those prices, and they will come speci�ically to shop with us. Once they’re inside, we can start making good pro�it on other products. Additionally, when these core lines are less expensive, they sell through faster so they never go out of date, even when we buy short-dated stock, because it’s such a high turnover.”
“IN this day and age, PMPs sell well. People are watching what they spend, and we’ve found PMPs work with chocolate, snacks, beers, wines, almost anything. Red Bull is our fastest-selling drink. The price in recent years has risen from £1.10 to £1.65 – and it’s still going up. But we’ll sell more of them if they’re price-marked at the same price as the RRP.
“We have a cake supplier, and we sell its cakes for £2.99. Recently, it started putting a big yellow sticker with £2.99 written on it in big black letters. We’re now selling more. People are keen to compare prices, but a clearly marked price is comforting.
“We’re not doing meal deals yet, but I’ve seen them doing well in other stores, and when it comes to offering value, having multipacks and bigger formats ensures customers are getting more for their money every time.”
In the next issue, the Retail Express team nds out how retailers are ghting store crime. If you have any problems you’d like us to explore, please email
We are looking at value as much as we can. How are retailers pushing this message to customers? – Paul Gardner, Nash & Gardner Budgens, London
