• As crucial Post O ce review reaches next stage, CEO Neil Brocklehurst urges government to safeguard its future by expanding services and funding
Alex Yau,
editor
IN less than two weeks, the government will close submissions for its review of the Post O ce (PO) network. The rst major consultation since 2010, the review will shape what the organisation looks like in the next 15 years.
At a Parliamentary reception for the review last week (see p3), many of the discussions were centered around the types of services that would future-proof the PO. Take parcel services, for example. What was pretty much a non-existent service in convenience stores 15 years ago is now being hosted by nearly a third of all small shops in the UK, according to recent ACS numbers.
During the event, PO non-executive director and Scotland-based subpostmaster Brian Smith told me about a nearby business that was both a bubble tea stand and a post o ce branch. Many of you have also taken advantage of the opportunity behind the Taiwanese so drink.
Elsewhere, there are plenty of other examples where independent retailers have added unique services that would have been unimaginable 15 years ago. Merton O Licence in south London added a fried chicken shop in 2023, which has proven very successful, while Bolton-based retailer Vas Vekaria has reaped similar results as one of the rst small shops in the UK to sell PerfectDra mini beer kegs.
THE INDUSTRY WILL BE UNRECOGNISABLE BY 2040
Of course, a lot can change over the next 15 years, and the convenience industry is likely to be unrecognisable by 2040. Witnessing this major shi rsthand will be very exciting.
Sales and competition threat under government proposals
ALEX YAU
RETAILERS could be hit by a reduction in energy drinks sales and tougher supermarket competition under new government proposals.
This month, the government revealed plans to open a consultation on banning the sale of drinks with more than 150mg of caffeine per
litre to under-16s. Under the limit, products that would be outlawed to children include Red Bull and Prime Energy, while Coca-Cola would be exempt.
The government claimed that 100,000 under-16s consume at least one highcaffeine drink at an average price of 50p a day, meaning independent convenience stores would be set to lose a
combined £50,000. Meanwhile, supermarkets could be allowed to open for longer on Sundays under separate proposals. Currently, shops with a sales area of more than 3,000sq ft in England and Wales can only open for six hours between 10am and 6pm on Sundays.
Potential reviews to business rates could offer a reprieve to retailers. In a report
published last week, Westminster suggested plans to open rate relief to multi-site retailers and broaden Improvement Relief to incentivise shop renovations. Currently, retailers with a rateable value below £12,000 are eligible for full business rates exemption, but the government said it will cap increases following next year’s revaluation.
Wholesaler collapses
ONE of the UK’s largest discount wholesalers has collapsed.
SOS Wholesale �iled a notice to appoint administrators on 8 September following an annual drop in turnover from £49m to
£42m. Operating pro�it also fell from £1.5m to £806,554.
Rick Harrison, managing director at Interpath and joint administrator, said: “The challenges it faced and the impact on its �inances proved insurmountable.”
ACS CHIEF executive James Lowman is to step down after nearly 20 years leading the trade body.
ACS chair Ramesh Shingadia said: “James has been an extraordinary leader who has transformed the organisation,
strengthened its voice in government and the media, and championed the interests of convenience retailers across the UK.
“James leaves behind a solid foundation for ACS’ future growth and success.”
RETAILERS are generating up to £5,000 in additional weekly sales with free vaping gantries supplied by Phoenix 2 Retail. The distributor is working with symbol groups Parfetts, Filshill, United Wholesale Scotland, Rontec and Park Group for the unit. The gantries have also been future-proofed to help retailers prepare for any additional restrictions the government may impose on the category.
BOOKER and Mars Wrigley have teamed up to offer retailers free gum stands, generating eligible retailers up to £225 in additional pro�it per year. The free-standing upright displays include Wrigley’s branding, with room to stock sharing tubs and single packs. Pictures of the unit indicate it has room for more than 200 individual units. The forecast pro�it is based on trials in selected convenience stores conducted last year. 41,116
PO urges gov’t support to safeguard its future
ALEX YAU
POST Of�ice (PO) CEO Neil Brocklehurst has pleaded with the government to provide the crucial support it needs to survive the next 15 years.
Last week, the �irm held a Parliamentary reception for the upcoming government review into its future. The �irst comprehensive review of the organisation in 15 years, it will determine the sustainability of the network and its subpostmasters up to 2040.
Addressing attendees, Brocklehurst said: “History has showed us that the PO has never stood still. It’s always adapted to the needs of its customers and communities and must do so again.
“This consultation is the �irst major review of PO policy in 15 years and a lot has happened in that time. Digital technologies have transformed how we shop, transact and communicate.
£4.7bn in economic impact every year. Behind these numbers are thousands of postmasters who go above and beyond for their communities every day and that’s why this consultation matters so much. It’s about safeguarding that value for the next generation and giving them the tools they need to thrive and achieve lasting �inancial stability to protect a nationwide network.”
Brocklehurst outlined several key asks to the government to help protect subpostmasters, which included expanding the range of banking services, while making post of�ices the default providers for government services.
Last year, rival PayPoint poached the DVLA contract to provide international driving permits from PO. Sources close to the PO told Retail Express there were concerns PayPoint’s growth could negatively impact demand in PO branches.
nises that unique contribution that post of�ices make, unlike any other retailer”.
“Of course, the Horizon scandal exposed deep injustices which harmed postmasters and damaged public trust in the PO. These lessons weigh heavily on us and they remind us that any vision of the future of the PO must put customers and communities �irst, and to do that, we need a new relationship with our postmasters.
“Despite the scandal, the PO network continues to prove its value. We generate
The PO has also committed to maintaining a network of 11,500 branches to continue receiving government funding. Brocklehurst added that government support and funding was vital to maintaining these numbers, giving rural and urban communities access to essential services.
This would allow the �irm to boost postmaster pay and continue investing in their communities. He also asked for a tailored business rates relief package “that recog-
“I GENERATE around £1,000 on crisps and snacks sales throughout the winter. Ice cream is also a big seller during the colder months, with take-home brands such as Ben & Jerry’s generating around £200 a week. Whereas the warmer summer months are all about entertaining or socialising outside, in winter, customers are trading nights outside for movie nights or to watch sports at home.”
Mike Lakhani, St Mary’s Supermarket, Southampton
Brocklehurst added:
“These are practical, achievable steps that will allow us to support high streets, protect vulnerable groups and provide the government with a readymade, trusted network to deliver its priorities.
“PO does not have a divine right to exist, we must evolve. The opportunity now is to match that commercial transformation with a bold policy vision that lasts beyond 2030.
“If we get this right, we
can revitalise our high streets, reform public services and safeguard one of the country’s most trusted community assets. Above all, we can build a PO that is �it for the next generation, one that is sustainable, one that offers digital and in-person services, one that is customer driven, and one that never forgets that postmasters are the beating heart of our business.
“Since becoming CEO in April, I spent time in branches across the country, from city centres to rural villages. Each visit has reminded me that PO
GOOD WEEK
LOYALTY: A new scheme for small shops has been launched by the rm K-Card. Customers who use the app in participating stores can earn cashback, with the founders dubbing it “the only app dedicated to giving you cashback on groceries purchased from all corner shops across the UK”.
For the full story, go to betterretailing.com and search ‘K-Card’
is not just a service, it’s a relationship. It’s the trust between a postmaster and their community, and that is what we must protect and strengthen through this green paper. PO is not simply a network of counters, but a network of people. Each one is making a difference every single day.”
Submissions close on 6 October for the consultation, which also suggests handing ownership of the �irm to postmasters. The ACS, the Fed and Plunkett Foundation are among the bodies contributing to the consultation.
How are you preparing your store for the colder winter months?
“FROM late September to October, my biggest sales happen on a weekend when students move or return to the city for university. There’s a signi cant uplift in sales of £2,000-to-£3,000 per week. I usually run meal deals that o er good value for this demographic, which include a pizza, side and dessert for £6. There’s also a cinema meal deal we o er, which brings in more than £200 a week.”
Priyesh Vekaria, One Stop Carlton Convenience, Salford
“DURING the colder winter months, we organise several events to happen outside the shop, but the most important one takes place on New Year’s Eve. We do a reworks display in memory of my dad and gran. We’ve done the reworks display every year since he passed, and it gets bigger and better every year. It absolutely pelted it down last time, but 300-to-400 customers still came out to participate.”
Amit Patel,
ONE STOP: The convenience chain is running a nationwide campaign across its stores to mark its 50th birthday. Ending on 13 October, the celebrations will o er customers special deals, giveaways and exclusive promotions on major brands including Cadbury, Coca-Cola, McVitie’s and Pot Noodle.
For the full story, go to betterretailing.com and search ‘One Stop’
BAD WEEK
VALEO: The Barratt, Dip Dab and Flumps producer has outlined plans to close its factory in Pontefract, West Yorkshire. In a letter sent to workers on 11 September and seen by Retail Express, Valeo Foods UK CEO Kevin Moore said the decision was due to “several challenges” facing the supplier
For the full story, go to betterretailing.com and search ‘Valeo’
BOOKER: The wholesaler has been ditched by Marks & Spencer as its primary wholesaler for third-party products. The supermarket has picked Spar wholesaler AF Blakemore as its replacement, ending a 15-year relationship between the multiple and Tesco-owned company.
For the full story, go to betterretailing.com and search ‘Booker’
Go Local Extra Duchy Stores, Manchester
Amit Patel
Neil Brocklehurst
ALEX YAU
A THUG who reportedly punched, kneed and stamped on an 84-year-old shop worker has been sentence to 13 years in prison.
Richard Wilson, 28, attacked the elderly shop worker on 12 March 2024 during an attempted robbery at a store in Inverness.
According to STV News, Wilson punched the victim 18
Thug jailed for shop assault Costcutter
times, stamped on his head and kneed him in the face after demanding £50. A woman stepped in to try to prevent the worker from being hit further by standing in front of him as Wilson went to confront him again. The victim sustained a bleed on the brain as a result of the attack, which was captured on CCTV.
Wilson was convicted of attempted murder, assault and robbery following a guilty plea
at the High Court in Inverness on 5 August 2025. He was sentenced at the High Court in Glasgow on 1 September.
Detective inspector Caroline Mackay said: “This was an extremely vicious and despicable display of violence against an elderly shop worker.
“The man suffered serious injuries and the long-term recovery time, as well as the emotional trauma, cannot be underestimated.
“We would like to thank the local community for their support during our investigation, in particular a woman who came to the aid of the elderly shop worker.
“I hope this sentence sends a clear message that violence is completely unacceptable.
“Police in Scotland are committed to bringing perpetrators to justice, and we will continue to work closely with our partners to do so.”
BESTWAY has renewed its supply deal with Co-op Wholesale, easing concerns from Costcutter retailers about the future of their supply.
The �ive-year deal was due to expire at the end of this year, with Co-op Wholesale initially revealing to Retail Express it had no intention of renewing. But, the exact terms of the new contract or its length have not been revealed by both parties. An industry source claimed one-hour delivery slots have been removed.
SNAPPY Shopper has made it easier for partnered stores to take orders across all major home delivery platforms.
The new order aggregation tool will enable retailers to manage services from up to six providers from one platform.
Unveiling the new service, Snappy Shopper head of partnerships Andy Batt said: “All
Good Food Retail
A BESTWAY-BACKED scheme which is encouraging small shops to stock healthier lines with free stock, support and improved pricing is rolling out out across the UK. More than 200 shops are participating in Good Food Retail across 13 local authorities, with a reach of more than 300,000 customers. The founders have outlined plans to add more wholesalers, councils and shops.
PAID FEATURE BRAND SPOTLIGHT
Why stock Signature?
CIGARILLO sales have gone from strength to strength over the past ve years, and they are now easily the largest of the four segments in the cigar category in terms of volume, and not far o the other three combined in terms of value.
Sales of Signature Action cigarillos have nearly doubled since last year1, with adult smokers appreciating the great flavour and cheaper price point compared to other brands in the market.
SIGNATURE ACTION
SCANDINAVIAN TOBACCO GROUP UK’s fastgrowing Signature Action cigarillo range is now three-strong with the recent launch of the Signature Action 17-packs
What to know
CIGARILLOS are exempt from the plain-packaging legislation, so stock them on the middle shelf of the gantry where they are visible and more likely to be purchased.
Three
FOLLOW manufacturers’ guidance on pricing, as these recommendations o er value for the consumer, while still giving exceptional margins to you. 1
UK cigarillo sales account for more than 57% of all cigars sold in volume terms1 57%
STOCKING the right range rather than a big range is key with cigars and cigarillos, and the growing Signature Action range is now a must-stock.
Sales of Signature Action 10-packs have grown by over 44% in the past year1
Prianka Jhingan, head of marketing, STG UK
“THERE’S no doubt it’s cigarillo sales that are driving the cigar category, but within that the search for value is still a motivating factor for many adult smokers, and that’s why our Signature Action range is really hitting the spot for a growing number of adult smokers. The range is now three-strong, with the recent addition of our new 17-packs, with all three products o ering a high-quality smoke at a very reasonable price.”
To further capitalise on the surge in demand for flavoured cigarillos, at the start of this year, STG announced the launch of Signature Action Mix cigarillos into the portfolio, which contain two capsules and combine the flavours of Berry and Mint in packs of 10. And, more recently, a new 17-pack for the original Signature Action cigarillo has arrived, including a price-marked version. If retailers need more information on the Signature Action cigarillo range or the wider category, they should contact their local STG sales rep, who will visit as soon as possible
Bebeto’s new Halloween range
SHYAMA LAXMAN
BEBETO has unveiled its Halloween range, which includes four new products and new packaging.
The Witches Cauldron Mix comprises mixed gummy and �illed sweets shaped like worms, frogs, spiders and brains. They come in �lavours including apple, blue raspberry, cherry/apple and lime/cola, with strawberry and blackcurrant centre�illed foam-backed gummies.
Mummy’s Bandages are a mix of fruit-�lavoured �izzy belts in strawberry and peach �lavours. Meanwhile, Witches Hair is a mix of
fruit-�lavoured �izzy pencils in apple, blue raspberry and cola, with a sour coating and �illed with fondant.
Spooky Mix Multibag comprises mixed fruit gummies in shapes including ghost, pumpkin and skull.
The bag includes �lavours such as orange, strawberry, blackcurrant and apple. The multi-bag format makes it perfect for trick-or-treating, according to the supplier.
The four variants contain no arti�icial colours or �lavours. While all the �lavours are halal certi�ied, Mummy’s Bandages, Witches Hair and Spooky Mix Multibag are also vegan.
The range is available at Spar and Parfetts, at an RRP of £1-£2.50.
HARIBO has launched a limited-edition variant in time for Halloween.
Maoam Broomstixx Sour is a chewable candy, available in a 350g bag.
The line is available from wholesalers, including Co-op Wholesale, in cases of 12, giving 27% pro�it on return.
Haribo features heavily in What to Stock’s 2025 guide to the 25 bestselling sugar confectionery lines, with packs such as Tanfastics and Starmix driving the strongest store pro�its in the LAUNCH
Noomz expands freeze-dried range
Ring in Halloween with Maoam
LANGTINS has expanded its Noomz range with the launch of three �lavours: Berry Blast, Sour Worms and Watermelon.
taste of the sweet to produce lightweight, crispy Noomz, according to the supplier.
selected convenience stores
The range is available at selected convenience stores and forecourts nationwide. The freeze-drying process preserves the texture, �lavour and shelf life of the sweets by removing moisture. It heightens the original
The new additions to the Noomz range are Halal certi�ied and come in resealable packs.
RRP: £2.49
PRODUCTS
New Red Bull Winter Edition
SHYAMA LAXMAN
RED Bull is set to launch its second Winter Edition, Fuji Apple & Ginger.
Combining one of the world’s most-popular apple varieties with the spiciness of earthy ginger, shoppers describe the taste of Winter Edition Fuji Apple & Ginger as zingy and refreshing, according to the supplier. It will be available with and without sugar.
The gradient effect on the packaging, transitioning from warm red to yellow, has clear shelf standout, the supplier added.
Functional �lavoured
energy drinks are now bought by 22% of the British population, and with one in three shoppers excited to try new �lavours often, bringing innovation to store is key.
Red Bull Winter Edition
Fuji Apple & Ginger follows the successful launch of Red Bull’s �irst Winter Edition, Iced Vanilla Berry, in 2024, which drove engagement over winter.
With 63% of purchases planned, the launch was effective at bringing shoppers into stores at a key time to drive sales, demonstrating the additional sales opportunity presented by
limited-edition and seasonal products at Christmas, as well as the summer.
Available: October
Limited-edition Buttercup Pale Ale
NIRVANA has introduced Buttercup, a double dryhopped pale ale and its second limited-edition beer of 2025, following the launch of Blossom, a hazy pale ale.
Double dry-hopping intensi�ies a beer’s hop �lavour and aroma – with one lot of hops added during early fermentation, followed by another batch later in the process.
Buttercup has notes of
peach, lychee and citrus.
The ale’s packaging features artwork by local Leyton artist Carl Stimpson and has been inspired by the cult Powerpuff Girls cartoon series.
RRP: £2.50 (330ml can)
ABV: 0.5%
Jakemans limitededition Spiced Cola
JAKEMANS has unveiled a brand-new limitededition lozenge �lavour called Spiced Cola. It follows the launch of the brand’s �irst limitededition �lavour, Blood Orange & Winter Spice, released in winter 2024. Spiced Cola combines the classic tones of cola with a smooth hint of warming spice.
Elizabeth Hughes-Gapper, senior brand manager at
senior brand manager at
Jakemans, said: “This �lavour is an exciting step forward for the Jakemans range and continues to show how the category can evolve seasonally while still providing that iconic soothing menthol comfort Jakemans is known for.”
RRP: £1.09 (73g) LAUNCH LAUNCH LAUNCH
Go mad for Mad Butcher high-protein meat snacks
MEAT snack brand The Mad Butcher has added 40g Salami Bites and Chorizo Bites to its range.
The dry cured pork products contain up to 11g protein per pack. They have a shelf life of 240 days and can be displayed ambiently on store shelves.
The launch comes as the meat snacking category is on track to be worth £454m by 2027, according to Nielsen data.
Newby Groves, managing director of The Mad Butcher,
said the snacks are ideal for those looking to upgrade their snacks for more protein-based options.
RRP: £1.50
Available from: Bobby’s Foods, Holleys Fine Foods, MD Foods
Empire Bespoke Foods heralds its rst Easter range
NEW York Bakery has launched into 192 Booker depots with two of its bestselling products – the New York Bakery Original Bagel and New York Bakery Sesame Bagel.
Both have a 29-day shelf life, minimising wastage while maintaining maximum freshness, according to the supplier. The launch also offers the convenience
New York Bakery launches bestsellers into Booker
sector access to bagels that are already top-performers in the bakery aisle, the supplier added.
Stephen Jones, UK sales director at Grupo Bimbo UK, said: “Social media and café culture are inspiring shoppers to make weekend breakfasts an event – and bagels are perfectly placed to help retailers tap into that trend.”
RRP: £2.40
EMPIRE Bespoke Foods has launched its �irst-ever Easter range, comprising biscuits, chocolates and luxury seasonal treats from leading European bakeries and confectioners.
Highlights of the Easter 2026 collection include shortbread bunnies, eggs and chicks from German manufacturer Pertzborn, sugar- and chocolateglazed Easter rabbits from Wicklein bakery, an Easter lantern containing soft gingerbread biscuits and
gift boxes of assorted Italian ‘Vergani’ luxury chocolate pralines. All the treats in the range are suitable for vegetarians.
Available: on pre-order until 1 October
LAUNCH
CADBURY is returning with its Secret Santa Postal Service campaign, offering consumers the opportunity to send someone a free bar of Cadbury chocolate in the lead-up to Christmas.
Shoppers can participate throughout November and December, by scanning the QR code on digital and static posters nationwide.
Retailers have the opportu-
nity to host their own in-store Secret Santa Postal Service, via a competition on SnackDisplay.co.uk.
Successful retailers will receive everything they need to
Cadbury’s nationwide Secret Santa postal service returns
host their own event, including 150 Cadbury Dairy Milk 100g tablets, envelopes and postage, as well as in-store posters. Entries close on 28 September.
Masterclass:
Driving Footfall to Your Store
Hosted by
Footfall and sales are intrinsically linked – and in this Masterclass, Allwyn will discuss:
• Ideas to increase footfall to your store
• How to grow your impulse sales at the till point
• Using your storefront and PoS to entice customers inside
• How to convert community events into cash in your till
Join
Secure your place today. Scan the QR code or visit bit.ly/BRfest for more details.
PRODUCTS
CCEP’s FPL on-pack promo
SHYAMA LAXMAN
COCA-COLA Europaci�ic Partners (CCEP) has announced the Fantasy Premier League Challenge on-pack promotion. It follows Coca-Cola’s appointment as the of�icial soft drinks partner of the Premier League 2025/26 season. The Fantasy Premier League Challenge promotion runs across Coca-Cola Original Taste and Coca-Cola Zero Sugar, until 2 November.
To enter the free prize draw, shoppers must scan the on-pack QR codes on a promotional pack, and head to the Fantasy Premier League website or app. Once registered, they can
create and submit a team to participate and enter the weekly ‘Beat the Icon’ challenge, to compete with a team selected by a football or cultural icon.
All participants are entered into a draw to win from a prize pool of more than 20,000 football-themed items, including headphones and speakers.
Those who win will enter an exclusive draw to win one of 2,100 premium prizes, including match tickets, vintage T-shirts and Sky Sports memberships.
Smirno Crush launches into UK
SMIRNOFF has launched a ready-to-drink (RTD) range to the UK called Smirnoff Crush. The range comprises two fruity �lavour combinations –Mango & Peach and Lemon & Lime. The RTDs are available in 440ml cans, with an ABV of 6%, exclusively in Booker and One Stop. A national rollout is planned for the beginning of 2026. Launching at the close of summer allows Smirnoff Crush to capitalise on the momentum of the back-to-university period
LAUNCH
and leading into the allimportant festive season, according to the supplier. RRP: £3.50
Premier Foods PMP price reduction
Local Town Street, Sandiacre, Nottingham
Taking a floor-to-ceiling approach to sustainability
SUNTORY Beverage & Food GB&I (SBF GB&I) continues to support its retail partners in the convenience sector to make their stores more sustainable by o ering practical and actionable advice. To demonstrate how sustainability is driven by small, consistent steps forward, SBF GB&I is revisiting three pledges from retailers to report on what advice they’ve implemented and the progress they’ve made.
Strongbow adds
NaviLens
to packs
STRONGBOW has introduced packs with NaviLens technology, to assist visually impaired shoppers.
The move makes Strongbow the �irst major UK alcohol brand to add an assistive technology feature to its packaging. The packs feature a NaviLens QR code that helps blind and partially sighted shoppers �ind, understand and engage with the product. The code links to the NaviLens app, which shares details like ingredients and ABV, along with brand content and store navigation. Rolling out in phases, and available across all Strongbow lines in the convenience channels, the move builds on the brand’s ambition to lead
the way in the cider category through inclusivity, according to the supplier.
PREMIER Foods has reduced the price of its price-markedpacks (PMPs) across selected lines for Ambrosia and Batchelors, exclusive to the convenience channel. Batchelors Super Noodles are reduced from £1.45 to £1.09, and selected Ambrosia cans dropped down from £1.95 to £1.50. The full list of reductions includes Ambrosia Rice Pudding Tin 400g (£1.50); Ambrosia Devon Custard Tin 400g (£1.50); Batchelors Super Noodles Mild Curry Flavour Block 90g (£1.09); Batchelors Super Noodles Chicken Flavour Block 90g (£1.09); Batchelors Super Noodles BBQ Beef Flavour Block 90g (£1.09); and
Exclusive Guinness PMP and promo
GUINNESS is building excitement around the Premier League by launching a limited-time-only Guinness Draught in can 4x440ml price-marked pack (PMP) and on-pack promo, exclusive to the convenience channel. The promotion gives consumers the chance to win thousands of prizes, ranging from Premier League match tickets to limited-edition Nitrosurge devices and retro branded football shirts.
To take part, shoppers simply need to purchase a promotional pack, scan their unique QR code and enter for a chance to win. The promo runs until 17 October.
Amit Patel, the former owner of Go Local Town Street, Sandiacre, completely re tted his shop – and while he has now sold it on, the upgrades he made saved him more than £600 a year annually. As energy costs continue to rise, the urgency to cut energy bills and reduce the carbon footprint of a shop has never been greater.
Amit says: “There are so many quick xes that can immediately make a reduction to your energy bills. Take a quick scan of your store to see what you can change to save money.”
Top tip – take a floor-to-ceiling approach and ask yourself:
• Do the front doors let heat out?
Amit installed a new door-closing mechanism, keeping more heat in and reducing the need for behind-thecounter heating more o en.
• When was your lighting last assessed? By replacing old ttings and bulbs with LED paneling, Amit was able to reduce energy costs by almost 50%.
No matter how small, we want to hear about the steps you’re making on your sustainability journey. Share your ideas via @SuntoryBF_GBI on X, and together we can help the channel grow for good.
NEW CAMPAIGN
Batchelors Super Noodles Bacon Flavour Block 90g (£1.09).
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
Gill Davies
My role in the shop: retail assistant
How did you become a part of the team?
My previous role was with Sainsbury’s, where I was made redundant. I took a couple of months o and then decided to pop in for an interview. Vince and Fiona gave me a job within ve minutes, and I have been here for nine years.
How does working for an independent retailer compare with a supermarket?
You’re not just a number – you’re treated like a human. I can go to owners Fiona or Vince for anything without any issues. I’ve had a few personal changes in my life, which meant going from full-time to parttime, and they’ve been very accommodating.
What is one of your favourite parts of working in the shop?
You really enjoy coming to work because your colleagues feel like your family. Most people who work full-time end up working for the majority of their lives. There’s no point in coming to work if you don’t enjoy what you do.
What are your usual duties?
The rst few hours of my day involve working on the post o ce before moving onto the rest of the shop once it closes. I can do anything from stock take, ticketing, checking the dates on products and cashing up at the end of the night.
Have there been any funny moments?
I’ve been banned from using the Henry vacuum. There was a time when I was using it and it was spraying water everywhere. I ended up breaking it. It was raining outside and I hoovered up the water without realising.
We hope other publishers will take
READY MEALS: Are you moving away from traditional microwave options?
“I HAVE been preparing the store to produce and sell freshly made ready meals. These will be prepared in a kitchen, and the freshness of the range will be a unique selling point. It’s a major opportunity and helps us stand out from any nearby competition.”
Jack Matthews, Bradley’s Supermarket, Quorn
“WE’VE just revamped the recipes. They’re now even tastier and still packed with goodness. There are seven options available with about 30g of protein in each meal. They’ve also got lower salt, sugar and carbs than standard ready meals.”
Dan Brown, Pinkie Farm Store, Musselburgh
ENERGY DRINKS BAN: How will government proposals affect you?
“CONCERNS remain over the government’s plans to ban the sale of high-caffeine energy drinks to under-16s. We do look after children’s health. But we’ve just had the disposable vapes ban, and now there could be another one. We could be forgiven for asking: what’s next?”
Julie Duhra, Jules Premier, Telford
“IT’S a tricky one because 16-year-olds don’t really need to have ID. We therefore leave it to the discretion of staff members to make that decision. Trading Standards aren’t investigating the vape selling. It will be left to retailers to suffer the consequences.”
Bay Bashir, Go Local Extra, Middlesbrough
Retailers will su er the consequences
SMITHS NEWS: Will lower carriage charges benefit stores?
“WE are pleased that Smiths News has acted upon some of the concerns that we as retailers raised to them. In particular, the news wholesaler is to be commended for taking action that will help to protect the viability and long-term future of smaller news stores.”
Hetal Patel, Stop ‘n’ Shop, Maidenhead
“WE hope that Smiths News recent announcement of lowering carriage charges for retailers in November means newspaper publishers will take note and will take the needs of all news retailers into account before they decided to implement any future changes.”
Craig Etchells, C & W Etchells Newsagent, Manchester
It’s a big market with a major opportunity
COMMUNITY: How are you filling in gaps across your store?
Store owners: Fiona and Vince Malone, Tenby
“WE recently opened our �irst new site since 2019 and added features such as an internal seating area, covered outdoor seating, a barista coffee counter and an offlicence. Our success is down to looking after our customers, something we could not do without our store teams.”
Keith Fernie, David’s Kitchen, Scotland
“OUR store is the �irst Go Local Extra in Southampton. Opening the store in this location was a great opportunity, as the local community and student population were crying out for a store that could meet their needs. The store looks fantastic and truly re�lects the community we serve.”
Ashish Gajjar, Go Local Extra Southampton, Southampton
‘Police
commissioner’s crime response has been absolutely useless’
I AM writing this letter to Retail Express due to frustrations around the issue of retail crime and the inability of police authorities to tackle the problem. I struggle to contain myself in response to Thames Valley police and crime commissioner Matthew Barber and recent comments he
made in the national press. Barber said that the public has a duty to stop shoplifters. How pathetic. The mind boggles at how these people get elected with such a high budget.
It was former prime minister Tony Blair who imported the post of police and crime commissioner from simi-
COMMUNITY RETAILER OF THE WEEK
Harris Aslam, Greens Retail, Scotland
‘We’re helping to ght child poverty’
“THE Big Scottish Breakfast is back this September – and we’re proud to be taking part once again. This is a heartwarming campaign in support of the STV Children’s Appeal, raising vital funds to help children and young people across Scotland a ected by poverty. By simply coming together over the most important meal of the day, we can make a huge di erence in local lives. Our stores are joining in with special events and fundraising activities throughout September. From tasty breakfasts to fun challenges, there will be plenty of opportunities to get involved and show your support.”
lar titles in the US, but the service has been absolutely useless. It has served no purpose.
As a newsagent, we work 85 hours a week, 364 days of the year, and crime is an issue I have experienced frequently in the past. In Leicestershire, we suffer the same issues with police and
crime commissioners not doing their job properly. I have regularly argued for its abolition.
I have written to Barber suggesting that he would be better suited to a role that matches his surname.
Subhash Varambhia, Snutch News, Leicestershire
“Snappy Shopper Q-Commerce Delivered 2025 and Awards Night. What a day. I had the pleasure of being a part of a retail panel with Daniall Nadeem and Peter Saleem. The day was jam-packed with networking, the importance of brand involvement and golden nuggets of information, as well as the future of home delivery. We were blessed to be awarded one of the Centurion awards for delivering more than 100,000 deliveries since starting. I was also humbled to win Female Champion; this honour I accepted on behalf of all the nominees as without their support, I wouldn’t be where I am today.”
Use your community USPs
WE’VE recently been thinking a lot more about unique selling points for our store in the local community. One of the biggest ones is our parcel service. It can be a real struggle to run it, but it is such an important tool for getting footfall into the shop and then enabling us to showcase what we’ve got. And because they’ve seen us and they know what we have to o er, we are at the forefront of their minds when they are desperate to get something.
Another thing we’ve been doing recently is also looking more closely at our local community as it has changed in the past year or so. We are based in an army town and because of that, we’ve now got large demographics of African, Afghan and Nepalese customers. They have settled in nicely and the community is all as one, but at the moment, we just don’t cater for any of those cuisines and we don’t have the products those communities might want. So, that’s something that we’re working on at the moment.
We are holding a focus group where we’re meeting with the heads of these communities and asking what we can get into the store to bring in these whole networks of people to whom we’re not currently catering. Once we identify that, it’s about sourcing suppliers – and I’m hoping that maybe some of the people in these communities might have some connections we can use. There are more and more suppliers out there o ering world cuisines, so we will do more investigating a er the focus meeting.
Community connection is huge, and we’re getting involved as much as we can. We did a Mariah Carey charity event recently to raise money for Spar’s national charity, Marie Curie, and before that we held a ra le for a huge teddy bear that sent money to Wiltshire Air Ambulance. It makes a big di erence.
Beyond that, it’s about getting great products at great prices for the customers while still keeping up with the margins, which o en means shopping around.
Natalie Lightfoot, Londis Solo Convenience, Glasgow
SELLING THE CHRISTMAS SPIRIT
CHARLES WHITTING nds out how retailers can boost sales and pro ts with the right alcohol o er this Christmas
WHEN TO GET READY FOR CHRISTMAS
CHRISTMAS comes earlier every year, they say – but for retailers, it’s important to be stocking up on your alcohol options well in advance. Christmas parties could be happening as early as November, and it’s key to have your ranges ready to supply them.
“Ideally, start in early November, aligning with when
shoppers begin to plan for the festive season and look out for early deals,” says John O’Neill, retail operations controller at Parfetts.
“Stocking core lines and highlighting value-focused promotions at this stage helps to capture early spend while also building loyalty.
“Mid- to late-November is
ideal for introducing premium lines and gifting options, as customers become more focused on party preparation and buying presents. December should see a shift toward promoting chilled and multipack formats, especially in thenal 10 days before Christmas, when convenience becomes a priority.”
Having plenty of stock ready early on may not result in immediate sales, but will stick in customers’ minds and bring them back when they need it. And with the cost-of-living crisis likely to bring more Christmas gatherings out of the pub and into the home, the bignight-in opportunity will only grow this festive season.
Your chosen partner this festive season
Drink beer & cider responsibly
CHRISTMAS ALCOHOL
STOCKING UP BEER AND CIDER
FOR retailers examining their beer o ering in the lead-up to Christmas, there are three key ways they can build a more attractive range and boost their basket spend: bigger packs, more chilled options and a good premium range. December brings about bigger gatherings, so larger multipacks will be in higher demand. Find room for eight-packs, 10-packs and even 18-packs, chilled
if possible, for customers on their way to or planning to host a Christmas party.
“When it comes to bestselling formats, mid and large packs are most popular by far,” says Alexander Wilson, category and commercial strategy director at Heineken UK. “We often see consumers opting to visit grocery stores for big ‘stock-up’ occasions, so smaller retailers can tap into
this channel swing by ensuring they have stocked up on mid and large pack sizes, where shelf space allows.”
As well as an increased demand for greater volume, retailers should look at premiumising their range as well, as people look to trade up and treat themselves over the festive season.
“Customers have a di erent set of criteria for their festive
alcohol purchasing compared to year-round,” says Giles Mountford, head of brand marketing for Badger Brewery.
“They are more likely to trade up to premium brands. Whether serving beers to guests at home or taking bottles to a family gathering, they want their choices to be appreciated and enjoyed – and choosing a premium brand gives them some assurance.”
RETAILER VIEW
Tom Dant, ve forecourts in Lincolnshire
“WE get quieter in December once the caravan parks are shut, but we still see a big uptake in sales of multipacks and flavoured spirits. People come to us for alcohol because it’s chaos in the supermarket. We’re there to provide the things that they’ve forgotten or already drunk before the big day.
“The big 10-packs of beer are what sell best for us at Christmas, rather than the four-packs for the rest of the year. We stock flavoured spirits all year round, but it’s at Christmas when we see more sales of raspberry vodka or spiced rum. Baileys obviously sees a sales upli , especially the past few years where it’s done seasonal varieties with di erent flavours. We also sell quarter and half bottles of brandy for the brandy butter.
“It’s important not to get too xated on what the multiples are doing. You can get a litre of Baileys at the supermarket for less than we’d charge, but we’ll be open later and closer to the time. So, focus on that.”
Darryl Hinksman,
head of business development, Westons Cider
“IT may surprise you to hear that Christmas is one of the biggest cider occasions of the year a er a hot July. The 2025 Westons Cider Report showed that category penetration in retail grew by 4.6% in the 12 weeks leading up to Christmas 2024 compared to 20231 – so it’s a time to prioritise cider on shelf and in chillers.
“Premiumisation is the main pro t driver in the category, with Henry Westons Vintage, the UK’s number-one cider line2, leading the charge. With a bottle sold every 0.75 seconds and value sales £23.1m more than the next bestselling cider2, Henry Westons Vintage is a must-stock to keep your customers happy.”
SPIRITS AND WINES
THE other key alcohol categories at Christmas are spirits and wines. These are categories where pack sizes may not necessarily be changing, but the premiumisation, novelty and seasonal opportunities will be massive.
Customers will be looking to treat themselves with sparkling wines to celebrate Christmas, they will be looking for high-value bottles of wine and spirits to give as gifts, and they will want to take something fun and interesting to parties. Additionally, spirits like Baileys and brandy, which have strong festive connotations, should be highlighted in store to boost sales, but also to give
that festive sense of theatre.
“A key item that should be on retailers’ lists is ready-todrink (RTD) pre-mixes and cocktails, o ering a convenient serve without the time-consuming mixing and preparation,” says Amy Burgess, senior trade communications manager at Coca-Cola Europaci c Partners. “This is particularly important for households during the festive period when they are catering to guests with a variety of taste preferences.
“Today’s canned cocktails are a world away from the alcopops of the past. The consumer base is older, more quality-focused and increasingly brand-savvy.”
CHRISTMAS ALCOHOL
THE GIFTING OPPORTUNITY
ALCOHOL is a very traditional and well-loved Christmas gift, so retailers should look at their local demographics and nd ways to create a specialist gifting range suited to them. Whether it’s a singlemalt whisky, a special bourbon, a bottle of wine or a gift pack of craft beer or cider, there are plenty of options to choose from.
“Premium and world lager
can also make great gifting options, especially if consumers are looking to purchase something for their host, with the packaging and positioning lending itself to more premium occasions,” says Heineken’s Alexander Wilson.
If you are going to build an alcohol gift range, it’s important to get the merchandising correct. Presentation boxes can elevate a bottle or range of
bottles, while adding branded glassware can add to the specialness of the item and boost basket spend. Where possible, retailers might want to build alcohol into personalised Christmas hampers or position complementary products nearby – a selection of cheeses next to a bottle of red wine, for example – to complete the picture more fully.
FESTIVE DISPLAYS
FOR retailers to maximise their alcohol sales at Christmas, they need to be positioning them as prominently as possible. The counter is a location that every shopper will visit, so having a strong and theatrically decorated range of alcohol – particularly high-value wines and spirits – can help to boost spend at the till while also keeping stock safe.
“You have to make sure it’s eye-catching,” says Narayan
Siddhu, from Wagon Convenience Store & Post O ce in Rotherham, West Yorkshire.
“We have lights set up on the shelves to show them o . And then next to the counter, we have our multipacks of beers so that customers can see them as they’re getting served. People often pick them up there and then.”
Retailers can also use the in-store theatre to inspire customers and encourage them
to experiment. If you’re going to buy an unusual flavour of vodka or try to make a special cocktail at home, Christmas is the time to try it. Recipe cards, garnishes and shakers can encourage impulse spend or inspire gift purchases.
“To maximise sales, retailers need to engage shoppers at the point of purchase with simple serve ideas that are easy to recreate at home, inspiring con dence and driv-
ing basket spend,” says Aiste Valiukaite, trade marketing manager at Disaronno International UK. “In addition, retailers should use clear visual merchandising, seasonal storytelling and value-led promotions to spark a sense of discovery, while leveraging sampling and informational QR codes or digital content to enhance the shopper experience and build con dence in trying something new.”
festive muststocks
Christmas alcohol ideas
Badger’s Dorset Dozen
Independent retailers can buy Badger’s Dorset Dozen mixed pack, exclusive to Costco. The pack includes three bottles of the four Badger premium bottled ales – Fursty Ferret, Golden Champion, Hopping Hare and Portland Poster.
Four Loko Hawaii
Four Loko’s newest flavour – Four Loko Hawaii –launched this summer and will continue into the festive period with limited-edition festive overlays and activations.
Henry Westons 1880 Vintage
In February, Westons launched Henry Westons 1880 Vintage, inspired by one of the original family recipes. It has a 6.2% ABV and comes in a 500ml glass bottle.
BORN TO MIX
SWEET SUCCESS
TAMARA BIRCH explores retailer strategies and must-stocks in confectionery this Christmas
WHAT ARE RETAILERS FOCUSING ON THIS YEAR?
SEPTEMBER seems to be the right time for retailers to begin introducing their Christmas confectionery ranges, with many having completed their orders in August or before.
“We put them out as soon as they go on pre-order from Londis,” explains Raaj Chandarana, of Tara’s Londis in High Wycombe, Buckinghamshire. “However, we are more conservative with our ordering than ever before.”
Chandarana says this is due to shoppers “feeling
the pinch” and losing interest in marketing activations, new products and buying impulsively.
“We don’t see many sales unless kids nag for these treats or if it goes viral, so we’ve massively reduced our order this year,” he adds.
Ketul Desai, owner of four stores in east London and Essex, says his main focus this year is impulse lines and novelty items. “We stock the main brands, like Cadbury and Nestlé, but there’s also bou-
tique brands that allow us to stock Christmas tree decorations,” he says.
In the two weeks leading up to Christmas, Desai sells around £2,500-worth of stock from niche brands, and prices vary from £2.50 up to £25.99.
“Our Christmas Booja-Booja Chocolate sells for £25.99, which people are happy to buy their families as a gift. We sell around six packets in the two weeks to Christmas, so we generate around £200 in sales,” he adds.
THE RIGHT FESTIVE FORMATS
VALUE, gifts and sharing are three trends suppliers expect to dominate the confectionery category this Christmas.
“Gifts and sharing options are always popular during the festive season. Luxury boxed chocolates and token gifts in a variety of formats and prices will suit all occasions,” explains Kathryn Hague, head of marketing at World of Sweets.
“For retailers looking for value items, a focus on novelty, sharing bags and selfeat will be priority, with a focus on products with an RRP of £1.”
For Chandarana, tubes and tubs are the key formats to focus on. He says: “We have
a display unit dedicated to Nestlé tubes, from Smarties to Fruit Pastilles. With tubes, customers know it’s seasonal and synonymous with Christmas. It’s similar to when Creme Eggs come out for Easter – you just know it’s that time of year.”
Desai also focuses on tubs, speci cally Cadbury Heroes, Cadbury Roses and Nestlé Quality Street. He stocks around 500 tubs each year and sells each one.
“We sell them at £5.25 and cut down our margins to compete with supermarkets, opting for volume sales,” he says. “We also stock the bag formats.”
Susan Nash, trade communications manager, Mondelez International
“THE run-up to Christmas begins in September with a ‘fast start’, where Christmas sales begin to kick o . We advise retailers to prepare for the increase in big-night-in occasions as the weather gets cooler and shoppers look to spend more nights at home by stocking up on sharing formats, tablets and self-eat treats. These products appearing on shelves act as the rst indicator of Christmas to shoppers, beginning to drive seasonal excitement.
“As shoppers start to get into the festive spirit, single products such as Cadbury Puds are key. The Cadbury Puds range expanded last year with Cadbury Mini Puds, bringing this festive favourite into a bitesize bag format for the rst time. The bags feature Puds’ iconic festive design and appeal to shoppers looking for a stocking ller gi , or even as a treat to enjoy themselves.
“In December, shoppers will be looking to make their nal purchases in the run-up to Christmas Day. In fact, 50% of winter sales are made in December, with seasonal confectionery growing by 55% in the week of Christmas.”
HOW TO ENSURE YOU DON’T HAVE MUCH STOCK LEFT OVER
HALLOWEEN and Christmas happen within two months of each other, which can make it a challenge to sell through stock.
While some retailers will limit their ordering in a bid to reduce wastage, both Desai and Chandarana order non-seasonal confectionery that can easily transition into Christmas if they don’t sell during
Halloween.
“Buy neutral products that can be bought for Halloween, but aren’t synonymous with the holiday,” Desai explains.
Chandarana, for example, stocks Swizzels tubs as they can easily transition from Halloween to Christmas.
Similarly, in January, Chandarana says to expect some
Christmas confectionery lines left over. “You will always have some space, and we had Cadbury Christmas Puds for quite a while after. You don’t want dead stock collecting dust, so keep it simple, reduce it and get it out,” he says.
Chandarana also gives stock to regular customers as a gesture of goodwill for their sup-
port over the course of the year.
The week leading up to Christmas will be the busiest, and you might get additional sales between Christmas and New Year, so plan to reduce your Christmas confectionery lines just after New Year to clear stock. Start planning now to ensure everything runs smoothly.
THE IMPORTANCE OF IN-STORE THEATRE
IT’S no secret how important in-store theatre is, and for Christmas, it can truly bring your store – and your range –to life.
“We have bunting and decorations, and we get creative with it,” Chandarana says.
“We have our team do it as I’m not creative like that, but it’s something that has to be done. People want to be inspired, and it’s part of the whole process of getting them to buy something.”
Desai does similar things
and has a tree, a blow-up Santa and even Coca-Cola baskets.
He also utilises free-standing display units from suppliers.
“They come pre- lled and have ones from Cadbury, Nestlé, Ferrero and Thorntons,” he says.
Decorating your store doesn’t need to be expensive. If you’re worried about cost, just decorate your confectionery aisle with seasonal theatre. This could be tinsel and cardboard Christmas characters, like reindeers.
Divine Advent Calendar
Divine’s Advent Calendar has returned for another year and features milk chocolate and 70% dark chocolate varieties. Both calendars are packed with Fairtrade chocolate hearts, with the dark chocolate being vegan friendly.
Swizzels Advent Calendar
Swizzels’ Advent Calendar has had a redesign for this year’s festive period. It contains a selection of sweets from the Swizzels range, including Squashies, Refreshers, Love Hearts and Drumstick Chews. The supplier says it’s an “a ordable, fun option, which brings 24 days of sweet surprises and appeals across generations”.
Laura O’Neill, senior brand manager, Christmas, Mars Wrigley SUPPLIER VIEW Paid for by Mars Wrigley
“CHRISTMAS is a key confectionery sales driver, and there are opportunities for retailers to capitalise by stocking classic favourites and innovative new products. The role of new products in the festive season is to excite shoppers and draw them into stores by tapping into compelling trends like nostalgia and seasonal storytelling.
“We’re embracing this trend for Christmas 2025 by expanding our popular Maltesers Reindeer range with the launch of a Gingerbread variant. This is also going into our Maltesers Mini Reindeers Gingerbread pack (59g) and the Maltesers Christmas Mix (240g), allowing consumers to enjoy or share a new festive twist in a favourite format.
“As shoppers remain conscious of their budgets, they turn to brands they know and trust as a safe option to invest their money that will guarantee great quality and taste. Retailers should ensure they are stocking products that deliver exciting twists on classic favourites to keep their customer base engaged, while also providing guaranteed festive fun.”
Werther’s Original Golden Mix Christmas gift box
The Werther’s Original Golden Mix Christmas gift box features an assortment of classic treats, including Butter Candies, To ees, Creamy Filling and Chocolate To ees. Designed to be shared with loved ones, the eye-catching festive packaging will attract more seasonal shoppers.
Mars Wrigley 2025 Christmas range
New to this year’s range is the Gingerbread Maltesers Reindeer, which is coated in smooth milk chocolate, lled with Maltesers’ signature creamy malt centre and enhanced with gingerbread flavour. The supplier is also expanding the M&M’s Santa range with the launch of a new M&M’s Crisps Santa ve-pack, as well as the national debut of Mars Wrigley’s Assorted Tru les Advent Calendar.
Mondelez 2025 Christmas range
Among Mondelez’s festive range is the Cadbury Mini Snow Balls tablet, as well as Cadbury Roses and Cadbury Heroes. Cadbury Puds are also returning, as are Cadbury Mini Puds and limited-edition Oreo Gingerbread. New for this year is the Oreo Assortments pouch, featuring three di erent types of Oreo. The supplier is also launching the Cadbury Dairy Milk Bisco Advent Calendar, featuring 12 Cadbury Dairy Milk chunks and 12 Cadbury Dairy Milk chunks with Lotus Bisco pieces and Bisco spread.
’TIS THE SEASON FOR BIG SALES
Christmas so drinks can be a lucrative source of additional income for retailers during the festive period. SIMON KING reports
WHAT’S HAPPENING IN SOFT DRINKS
WITH consumers showing no signs of slowing their demand for soft drinks – 98% of UK households purchased them last year – the category continues to deliver solid value growth, up 3.8% year on year.
Kate Abbotson, senior external communications manager at Coca-Cola Europaci c Part-
ners (CCEP), says that while traditional segments like colas and flavoured carbonates remain core drivers, new innovations and emerging categories are o ering exciting avenues for investment.
“Flavoured colas now contribute 94% of growth in the £2.88bn cola sector,” Ab-
botson says. “Consumers are clearly seeking new twists on classic tastes.”
Limited editions, such as the Coca-Cola Creations platform’s collaboration with Oreo on a zero-sugar variant, show how experimental innovations can reinvigorate entire ranges, Abbotson says.
FOCUS ON IMPULSE
KELLY Busby, of Seaborn Stores – Londis in Morecambe, Lancashire, says that in the run-up to Christmas, she focuses on multipacks, multibuys and tonics, selling them straight from the fridge.
“People want impulse, so they can literally grab and go, and it seems to work,” Busby says.
“We now chill all our large packs of soft drinks. We have chilled multipacks and 1.75l bottles of soft drinks, so people heading out can grab a bottle of vodka, and the Coke is
cold and ready to go.
“People are impulse buying; they’re not thinking about going to a party next week, they are literally on the way from the pub to someone’s house or from one house to another house.”
Avtar Sidhu, owner of St John’s Budgens, in Kenilworth, Warwickshire, says that customers are opting for bigger pack sizes and premiumisation.
“We’ll have a lot more stacks of packs around the store, especially with
bigger pack sizes; generally, individual cans sales su er over the Christmas period,” Sidhu says.
“Small bottles enable customers to use what they need, and it’s not going to run out of gas. The days where you sell 3l bottles of soft drinks are gone – people are happy to buy a pack of 18 or 24 cans. For Christmas, we also see increased sales of mixers, premium juices and cordials, as well as premium carbonates, including elderflower and lemongrass.”
Image credit: Getty Images/Drs Producoes
NISHI Patel, owner of Londis Bexley Park in Dartford, Kent, says retailers need to look at their sales data and consider delisting slower lines to make space for new products or multibuys, especially at Christmas.
Patel says: “If you can’t t it in, delist a couple of products to get the new lines in. Look a bit outside of your normal purchase lines; look at some more bespoke products from di erent companies, as some of the smaller companies o er more bespoke lines for Christmas.
In partnership with:
SIDHU says it’s key for retailers to approach their suppliers for support throughout the year, but especially ahead of Christmas.
“Suppliers have resources and assets available to you, and there’s a huge amount of activity happening ahead of the season, maybe not with your primary suppliers, but
“If a product really excelled last Christmas, bring it in. Look out outside the box and see what other lines are out there that you think might work in your store. If you’ve got a front bay, with a big yellow sign promoting the o er, you’re going to get more traction than if they are tucked in a corner.”
Sidhu adds that retailers need to look at their displays.
“Focus on creating Christmas displays, rather than leaving products in the usual soft drinks displays,” he recommends.
GET YOUR RANGE RIGHT WORK WITH YOUR SUPPLIERS
with your secondary suppliers,” Sidhu says. “You want to tap into that. They can give you FSDUs and PoS support.”
Fiona Malone, of Tenby Stores & Post O ce in Tenby, Pembrokeshire, gets support in store from CCEP and Suntory Beverage & Food GB&I.
“You can also go on to MyCCEP and order assets. Some-
times, they’ll give away free cases and you can get things like floor stickers, wobblers and stands,” she says.
“You put yourself out there to get those sales. Sometimes, retailers don’t always realise that, and they can’t necessarily see the value in it.”
Patel recently had an activation day with 7Up Zero Pink
Lemonade.
“The activation day went well, and we also had the flavoured Pepsi lines – Pepsi Zero Cream Soda went down a storm with customers,” Patel says.
“We try to be the rst to get products in, and that seems to always do well; we put it on social media to push the product and get a good buzz around it.”
Focus on… building business partnerships
I’VE heard stories from suppliers about how they’ve not received respect from retailers when they’ve walked through the door. I see supplier reps as business partners; I’m programmed to respect them, engage with them and build bonds.
One example is a former Walkers rep, who’s now with KP Snacks. We have open communication and keep to our agreements. In return, we get products and support that otherwise wouldn’t be available.
Engaging with suppliers also means we get to take part in trials; we’re doing one with Heineken at the moment. Part of that trial is sharing feedback, which I’m happy to do as it bene ts us. Having a relationship with Heineken has also led to us being able to earn more rewards.
I attended Snappy Shopper’s conference this month and made four new supplier contacts, which will help with this store and a new store we’re opening soon. For a partnership to work, retailers need to listen to what suppliers are saying, too. Although we were sceptical about it selling, we recently got a hod unit for Jacob’s Crinkly a er our rep suggested it. But we trusted him and the sales have been amazing.
We get to have lots of in-store activation in our shop, which drives customer excitement. I’m also able to negotiate margins, get PoS and be rst to market.
Headline partner Supporting partner
DISPOSABLE-VAPE BAN, THREE MONTHS ON
CHARLES WHITTING nds out how retailers have been adapting since disposable vapes were banned in June
Kalpesh Pau, Kal’s Budgens & Parson Cross Post O ce, She eld 1
“AS far as we’re concerned, it’s the best thing to happen to us and the category. It was easy to explain to people that they’d be saving money by buying the device and then getting the pods. Once we established that, it gave them trust in us that we’re trying to save them money.
“The only concern we had was a barber shop nearby that started selling them, but they didn’t have trust from their customers and we’ve explained to people that we’re the place to come if you want to get proper, safe stuff.
“It all comes down to talking to the customers, that’s really important. They come in and look at the display, and we can talk to them. The staff have all been trained and have that important knowledge of what we’re selling. We’re selling more nicotine pouches than we used to as well, while the reps from heated tobacco brands regularly come in for a day to offer trials.”
2
Imtiyaz Mamode, Premier Wych Lane, Gosport, Hampshire
Ronak Patel, Budgens Abridge, Essex 3
“THE most important things are the variety of products and the availability. When customers come to us, 90-95% of the time we have it in stock. That means that people are happy to come to us again and again, and they also bring in new customers.
“It was dif�icult for the �irst two weeks after the ban as staff and customers tried to understand what was going on. But after that, sales improved and are getting better day by day.
“I read trade magazines, so I knew what was happening. I spoke to suppliers about what they were going to do. That helped us a lot as we were able to train staff to share that knowledge with the customers. Our bestsellers are Lost Mary 6000, Pixl 8000 and Crystal 6000. It’s cheaper for the customers now if they buy the pods. As pods and devices are two separate things, we’ve had to reduce our alcohol to make more space for vapes behind the counter, which is hard to maintain.”
“OUR vape sales have declined, but not as much as we thought they would. We don’t have fewer customers coming in and buying it, but they’re often buying the pods that offer more puffs, so they’re coming in less often.
“Lost Mary 6000 is our biggest seller, taking over from Crystal 6000, although that’s still going strong. There are so many more products to think about. In two of our stores, we’re putting in more units to get all the products in, and we’re hoping that will increase sales.
“Nicotine pouch sales have been on the increase, but I don’t think that has anything to do with the disposable-vape ban.
“We’re going to try out the 30,000 puff pods and see what happens. Rather than rushing in and buying lots of products, we waited to see where the trends were going. There are new brands out there, too – Hyola, Hyati and Pixl are all doing well.”
In the next issue, the Retail Express team nds out which categories have been most sucessful for retailers. If you have any problems you’d like us to explore, please email
People are really feeling the impact of the disposable-vapes ban. What are people doing di erently to drive sales? – Jonathan James, James Retail, Norfolk
