Retail Express – 25 February 2020

FORECOURT FOCUS

Everything you need to know about EV charging, from obstacles to opportunities P15-18 2020 25 FEBRUARY-9 MARCH g.com betterRetailin

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ADVICE RGING ELECTRIC CAR CHA

NEW PLUG IN TO IT OPPORTUN IES ON finds out how DARYL WORTHINGT lise on the rapidly forecourts can capita of electric cars growing popularity

PLANNING AHEAD

that independent 2020. inevitable vehicles in January (EV) forecourts will experience 4 February tric electric vehicle THE government’s in EV-driving cusit plans “The the an increase announcement that ending market is increasing by says Frankie Melthe more tomers,” charging at to bring forward with more and lon, head of EV combustion day, being introduced com- Rolec Services. of the sale of 2035, sub- models the demand. It is engine vehicles to news bined with is , consultation ject to need to that all forecourts planning bear in mind when their future. end Even if the UK doesn’t diesel and the sale of petrol direction vehicles by 2035, the ns veof travel to zero-emissio elecbattery hicles is clear, and most poputric vehicles are the motorists. lar answer for most to reIndeed, according Society cent data from the ers and of Motor Manufactur 4,054 were there Traders, elecregistrations of battery

25 FEBRUARY-9 MARCH 2020 STRICTLY FOR TRADE USERS ONLY

DRIVING FOOTFALL

ing a great way of compliment and this means service. Altert fore- takes time, store an EV charging convenience IT’S rare for independen but customers will be in your natively, a strong courts to have EV charging, are for longer. With that in mind, range could see customers use as signs to shop as a seating area alongthat could change drive extra offering food and drink op- the opportunity it could be a way to side hot EV is charging. business.

Wi-Fi, could be their customers to your are tions, even free “The routes peoplegoing going to take aren’telectric to change with the forecourts revolution, and are exactly are where they on busy, because they are says André regular routes,” Europe vice ten Bloemendal, . president at ChargePoint “The potential customers even after will still be there electric, everything has gone to stop need still will and they with elecand fill up, only trons, not fuel.” an EV Of course, charging

SUPPLIER

VIEW

Frankie Mellon, head of EV charging, Rolec Services

As talks begin over the financing of a bottle return scheme and equipment, retailers and experts say…

‘SUPPLIERS SHOULD PAY’ RETAIL CRIME FRUSTRATIONS

MINIMUM UNIT PRICING

RETAILER PROFILE

Independent retailers criticise suggested lone working restrictions from MPs

Welsh retailers prioritise premium spirits ahead of legislation rollout next month

Learn about the big changes at this Leeds store and the impact they’ve had

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push is a great way to “OFFERING EV charging store – this can be actioned via your to charge the customers to visit the mobile app used push marketing via EV driver’s vehicle. s offer exclusive offers to EV “Some destination the driver chooses to park at if a free drink. drivers, for example, driver benefits from shoppers are their premises, the further custom – their “With this comes items to accompany additional a competitor’s likely to purchase to stopping by at free drink as opposed their journey after recharging during eat to bite a for your their vehicle. infrastructure within “Deploying EV chargingopportunity for forecourts to retail space is a brilliant increase revenue.”

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our say

Megan Humphrey, editor

Conversations with your customers are priceless BEING able to serve customers regularly means independent retailers are able to recognise their shoppers’ changing habits first-hand.

By being so closely aligned with their store, retailers can then take quick action and cater to emerging trends.

I witnessed this last week, when a retailer told me they were offering keys and cards for customers to top up their gas and energy at home.

“We got in touch with British Gas because a lot of customers who came in had lost their keys or cards,” they said.

As a result, that retailer has now been branded a ‘superagent’ by the company and been issued new signage to help drive footfall through their doors.

The initiative shown here highlights the importance of pay- A SIMPLE CHAT ing attention to those everyday COULD TURN conversations at the till.

This can even be useful when it INTO A PROFIT comes to adopting new legislaDRIVER FOR tion, which is an area retailers may struggle to communicate YOUR STORE with customers about.

In Wales, for example, stores are preparing for the rollout of minimum unit pricing (MUP) on alcohol, and I urge all Welsh retailers to chat to their customers about what to expect.

Legislation really doesn’t need to be daunting.

Multiples don’t have this opportunity at their fingertips, so never take for granted how a simple conversation with one of your customers could turn into a profit driver for your store.

The five biggest stories this fortnight 01

Calls for lone working laws slammed by indies

MEGAN HUMPHREY RETAILERS expressed frustration over calls by MPs for legal restrictions on lone workers in shops.

At a House of Commons debate this month discussing the protection of shopworkers, Labour MP Meg Hillier said: “It should be a legal requirement that shop workers

who are employees and lone workers get proper support.

“I do not think lone working is acceptable in most cases, but where it happens there must be proper support, which could be enshrined in law.”

Retailer Ken Singh has two stores in Pontefract in West Yorkshire, and rotates lone workers in one of his shops.

He told Retail Express: “My �irst question would be: who is going to pay for it. Having more support in any line of work would make things easier, but if the government is going to be funding something, they should refocus their attention away from lone working and put it towards the police services.”

Singh added that he doesn’t

FOR MORE ON MUP, GO TO PAGE 4

MP Meg Hillier

@retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 335 Features editor Daryl Worthington @DarylNewtrade 020 7689 3390 Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361 Editor in chief Louise Banham 020 7689 3353 Production editor Ryan Cooper 020 7689 3354 Sub editor Jim Findlay 020 7689 3373 Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380

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Production coordinator Ashley Reid 020 7689 3368 Director of sales and marketing Matthew Oliver 020 7689 3367 Senior account director Charlotte Jesson 020 7689 3389 Senior account manager Natalie Reed 020 7689 3372

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believe stopping lone working would reduce crime. “I would want to see the �igures that say lone working reduces crime, otherwise this isn’t a solution” he said.

During the debate, minister for crime, policing and the �ire service Kit Malthouse con�irmed the retail crime consultation �indings would be released in March.

Editor – insight Chris Dillon @ChrisDillonNT 020 7689 3379 Reporter Alex Yau @AlexYau_ 020 7689 3358

02

New ‘on the go’ format

EXPERTS have claimed Sainsbury’s new On the Go concept store in London is playing “catch-up” with independent retailers.

The 2,200sq ft shop opened in Mansion House in central London this month

Digital content editor Jody Porter 020 7689 3378

Managing director Parin Gohil 020 7689 3375 Management accountant Abigayle Sylvane 020 7689 3383

47,895

Non-compliant stock

SOME manufacturers are still supplying wholesalers with non-complaint trackand-trace stock ahead of the 20 May deadline.

The problem was con�irmed

by Scottish Wholesale Association chief executive Colin

04

CBD product risk

RETAILERS may lose access to CBD products, the Food Standards Agency has warned.

The industry has until 31 March 2021 to submit novel food authorisation applications, and only products that have submitted a valid appli-

cation will be allowed to continue being sold.

Katie Vickery, Osborne Clarke LLP’s head of food law, said: “The food product must be removed from sale or the business will face prosecution if the application fails.”

05

Electric vehicle woe

FORECOURT retailers have been told to “watch and wait” before installing electric vehicle (EV) chargers.

Brian Madderson, chairman of the Petrol Retailer’s Association (PRA), said rural retailers will be prohib-

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Smith. He warned: “Time to clear stock is dependent on the wholesaler and their rate of scale. Our concern would be that it’s the smaller wholesaler that may suffer and pay the price if suppliers aren’t willing to take stock back.”

For more go to betterRetailing.com/ sainsburys-on-thego-format

Account manager Adelice Tatham 020 7689 3366 Sales support executive Michela Marino 020 7689 3382

and caters to busy of�ice workers with food to go.

Retail expert Graham Soult said: “Its focus on food to go is nothing new and it’s an area that companies like Nisa have already innovated in.”

03

For more go to betterRetailing.com/ forecourt-electricvehicle

ited the most by the costs of installation.

“EV chargers could be like the VHS. You won’t get a return on investment at this point because there’s no demand. Evaluate your site, but my advice is to watch and wait,” he said.

@retailexpress facebook.com/betterRetailing

25 FEBRUARY-9 MARCH 2020 betterRetailing.com

chris.dillon@newtrade.co.uk 020 7689 3379

Suppliers urged to finance implementation of DRS MEGAN HUMPHREY REVERSE vending machine manufacturer Tomra has called on suppliers to help retailers �inance a deposit return scheme (DRS) in their stores.

When asked what obligation suppliers have in supporting retailers and implementation in store, managing director Truls Haug told Retail Express: “Suppliers should pay for it – they do elsewhere in the world as part of an extended responsibility scheme.

“Usually, the retailers who

distribute it are the ones who get the money back.

Scotland should follow suit.”

Tomra unveiled a new DRS machine last month inspired by feedback from independent retailers. The Tomra M1 compact handles glass, PET bottles and cans.

Haug said it will “probably cost less than £14,000” and added: “We will offer retailers �lexible payment plans, which will include the option to pay monthly.”

Scottish retailer Hussan Lal said: “Suppliers and the government have a responsibility to help us pay for the

machine.” Another retailer added: “Having to pay for a machine upfront could destroy a lot of small retailers.”

With DRS legislation expected to be announced imminently by Scottish Parliament, an anonymous source told Retail Express that talks to appoint a scheme administrator have begun.

A spokesperson for Britvic said the soft drinks supplier wants to be involved in the administrator, but claimed parties would be unable to comment on the �inancing of the machines until the group is established.

“It’s dif�icult to say because we don’t know the full cost of the scheme yet,” they said. “Pinning down who gets what and when is really hard, so I can’t really give any comment, but we are fully signed up to the principle that this is a form of extended producer responsibility, and therefore we would ultimately expect the funding to come from manufacturers.”

When asked how suppliers should support retailers with the costs of the scheme, the British Soft Drinks Asso-

ciation and Coca-Cola European Partners said the handling fee would help cover the cost for retailers.

Menthol ban survey: What do retailers know about the upcoming legislation?

24%

34%

23% did not know capsule cigarettes will be outlawed

wrongly believed mentholated smoking accessories would be banned

57%

were unaware that there is no sell-through period beyond 20 May

predicted that store footfall will drop after the ban

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GOOD WEEK SCOTTISH BUDGET: Thousands of stores north of the border will benefit from reduced business rates after 1 April 2020. The Scottish government announced moves to cut the additional rates for those with a rateable value of between £51,000 and £95,000.

The Scottish Retail Consortium estimated that 2,000 shops will benefit from the move, “especially those in less-affluent high streets”. Reassurance also came ahead of the implementation of the country’s deposit return scheme with a new 100% rates relief on reverse vending machines.

GARDENING MAGAZINES: Stores are making more from greenfingered mag readers than they were in 2018. The latest numbers from distributor Seymour show a 3.3% revenue rise year on year.

Stores said free seed packs, gifts and calendars in the titles provide the biggest sales boosts and should be displayed prominently.

BAD WEEK MENTHOL CONFUSION: A survey of 350 retailers by JTI found that many were still unaware and unprepared for the menthol ban on 20 May. The shop owners also expressed fears over losing footfall from menthol shoppers.

Asked to predict what menthol shoppers will do after the ban, 11% said their customers would not use a replacement tobacco or vaping product.

NISA PRICES: Retailers partnered with the Co-op-owned wholesaler reported surprise price rises across 2,000 lines, which several said cost more than a dozen staff hours to implement. Nisa said the increases were below food inflation, but stores claimed the new wholesale and retail prices were uncompetitive.

Go to betterRetailing.com and search ‘Nisa price rises’ for the full story

NEWS

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25 FEBRUARY-9 MARCH 2020 betterRetailing.com

Wales expects MUP premium boost ALEX YAU RETAILERS in Wales are prioritising premium alcohol ahead of the introduction of minimum unit pricing (MUP) on alcohol next month.

On 2 March, Wales will become the second country in the UK following Scotland to implement MUP. It will require retailers to charge a minimum of 50p per unit

of alcohol. Larger bottles of strong budget alcohol will be some of the most heavily hit. For example, the price of a 2.5l Frosty Jack’s cider will increase from around £4.49 to £9.38.

Vince Malone, of Premier Tenby Stores in Pembrokeshire, said: “We will delist white cider because the cost is going to be prohibitive. Customers might trade up and buy a better-quality product.

“We’re going to have to promote more premium products as they become more affordable in comparison. We are looking at it as an opportunity.”

John Parkinson, of Premier Broadway Convenience in Llandudno, added: “It creates a level playing field as the supermarkets can’t undercut us.

“I’m going to start promoting spirits now because the

price won’t be that different to ciders. I’ll probably delist products like K Cider if sales are heavily affected.”

MUP was introduced in Scotland two years ago. JW Filshill retail sales director Craig Brown said: “Since MUP was introduced, the volume of alcohol sales declined by 5%, but the value of sales rose by 3%.

“Our advice to retailers is to make their custom-

ers aware, whether that is through speaking to them,

IAA BENCHMARKING

or

through

Dee Bee Unitas scheme CUSTOMERS of north-east wholesaler Dee Bee Wholesale will be some of the first to benefit from a scheme offering free stock from new product launches.

The ‘Box Out’ service, first revealed by Retail Express’s sister title, RN, is

IT’S ANYTHING BUT AVERAGE

on displays social media.”

being launched in partnership with wholesale buying group Unitas.

Dee Bee Wholesale managing director Nick Ramsden said: “We will be supporting the new initiative at Dee Bee. It’s a great concept that Unitas are looking to launch.”

#IAA20

ARE YOU THE NEXT BEST SHOP?

RETAILER EARNS AGENT STATUS

BRITISH Gas has given retailer Trudy Davies the status of ‘super-agent.’

The title allows Davies, of Woosnam & Davies in Llanidloes, Powys, to issue customers keys and cards for gas and energy top-ups at home.

She said: “We got in touch with British Gas because we were finding a lot of customers coming in had lost them, or moved house and didn’t have one.

“The customer must prove to us that they have informed British Gas.”

The Independent Achievers Academy gives you the tools to grow – it’s a springboard for success. Take part and see for yourself.

Register your interest to take part in 2020 Visit betterRetailing.com/independent-achievers-academy or contact Aston Headley on 020 7689 3384

Nestlé ditches Milkybar Wowsomes NESTLE has axed its Milkybar Wowsomes range, the second flop of a major confectionery launch in just over a year.

The supplier admitted that the healthier chocolate bar “did not meet consumer expectation”.

Mars Wrigley discontinued

its Goodness Knows range in 2018.

Jimmy Patel, of Premier Jimmy’s Store, said the discontinuation highlights the struggle with healthier confectionery.

“Customers want full-fat versions. Full-sugar Coca-Cola outsells Diet Coke by five to one.”

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Cracking Easter bakery sales FORMERLY part of Aryzta Food Solutions, Delice de France aims to drive seasonal sales with the launch of two limited-edition products in time for the festive period.

New to 2020 is limitededition Hot Cross Buns in packs of four. The traditional recipe contains sultanas and raisins, and is spiced and topped with a piped cross.

They are available in cases of 24 with an RRP of £1.50.

The supplier has also brought back its Cracked Egg Muf�in – a chocolate sponge dotted with chocolate chips, containing a vanilla frost-

ing centre and topped with a white chocolate cream cracked-egg decoration.

The Cracked Egg Muf�ins, RRP £1.20, are supplied frozen in cases of 28, and can be ready to serve in 90 minutes, minimising costly wastage.

Jenny Bayliss, sales operations director at Delice de France, said: “Half of convenience store retailers believe that getting behind seasonal events with themed displays, products and promotions results in greater basket size and spend.”

The seasonal products are available as part of the supplier’s Baked by Delice range, an in-store bakery solution from

Delice de France. Baked by Delice comprises a range of classic bakery items focus-

RICHMOND Sausages’ £1.5m advertising campaign aims to drive awareness of its growing range of products.

The campaign will show the nation coming together at mealtimes to eat pork, chicken and meat-free Richmond Sausages, and will run on video on demand until March.

The supplier says a second

wave of advertising will be launched later in the year.

Dawn Spencer, director at Kerry Foods, said: “As we move into 2020, we are excited about the growth of the Richmond range into healthier proteins, and this is helping us to demonstrate to retailers and consumers why we’re the nation’s favourite sausage brand.”

UNILEVER is launching a new vegan range under its Knorr brand to tap into the growing demand for plantbased products.

The range includes: Smoked Chilli & Tomato, Paprika & Sundried Tomato, and Kaf�ir Lime & Ginger varieties.

With a third of the population opting for a �lexitarian lifestyle, vegetarian and vegan diets have accelerated into the mainstream.

Coupled with the considerable increase in the number of people cooking from scratch over the past few years, the new stock pots will help create meat-free meals from scratch.

PRIYANKA JETHWA

Harjit Singh Nisa Local High Heath, Walsall, West Midlands

Why I’m taking part in this year’s Great British Spring Clean and how you can, too “IT would be easy to sit back and wait for someone else to tackle the litter problem in our area, but as a business at the heart of the community, we’ve taken it on – with the support of our loyal customers.

“I first organised a clean-up event in March last year, and the response from people has been so positive that now we have one every month.

“Cleaning up litter isn’t just good for the environment, it gives people a reason to come together and do something constructive. Coming back to the store after a clean-up event and seeing the bags of litter outside gives everyone a huge sense of achievement, and it’s not a chore – it’s good fun.

“I’m a big supporter of the Great British Spring Clean because it’s helping to raise awareness of the litter issue and means more people can feel the benefits that come from doing something about it.

“We can feel the community spirit in our area, and we can see the impact of the good work we’ve done. People are less likely to litter in open spaces that are clean and tidy, so as well as making immediate improvements, we’re helping to change behaviour over time.

“For retailers that want to host a clean-up this year, I’d urge them to visit the sustainability section on Coca-Cola European Partners’ trade website (cokecustomerhub.co.uk/ sustainability) for a free downloadable Guide to Hosting a Community Clean-Up, as well as a poster that can be displayed in store to raise awareness. There’s also a link to the Great British Spring Clean website.

“Once registered on the Great British Spring Clean website, the first 50 customers to add a clean-up event while clicking on the CCEP partner drop-down will receive a free CCEP ‘clean-up kit’.

“My top tip is to spread the word to other local organisations, like colleges and businesses, to get as many people as possible involved.

“Together with suppliers like CCEP, we can educate people about recycling and make it a part of everyday life, creating a greener future for everyone.”

ing on speciality breads, viennoiserie and sweet bakery treats.

Richmond Sausages’ New vegan options £1.5m campaign join Knorr’s range

A vegan melody of Lucozade launches sauces and preserves Revive sub-brand THE Bay Tree is expanding its range with four new vegan mayonnaises and sauces, alongside three cocktail preserves.

The vegan mayonnaise and sauce range comprises tartare sauce (£2.60), hollandaise sauce (£2.85), Srira-

cha mayo (£2.60) and classic mayonnaise (£2.85).

The three cocktail preserves come in Berry Cosmopolitan, Mango Passion Mojito, and Strawberry Love Potion �lavours, all with an RRP of £2.75.

LUCOZADE Ribena Suntory is set to launch Lucozade Revive, a new sub-brand, in Orange & Passionfruit and Lemon & Lime �lavours.

It is available now in 380ml single bottles (price-marked and standard packs), as well as 4x380ml multipacks. The 380ml variety will have an RRP of £1.25.

Lucozade Revive is intended to tap into the energy segment, which the supplier says is worth £23m, growing by 32% year on year. Described as a ‘naturally inspired uplift’, the products contain B vitamins to help reduce tiredness.

It is the �irst time Lucozade has launched a subbrand since Lucozade Sport in the 1990s.

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25 FEBRUARY-9 MARCH 2020 betterRetailing.com

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In partnership with

RANGING AFTER THE MENTHOL BAN Imperial Tobacco’s DUNCAN CUNNINGHAM highlights the opportunities presented by the menthol ban and explains how to grow your sales

REVIEW YOUR TOBACCO RANGE Changing behaviour There’s no one-size-fits-all approach to follow as every store and its customer base is completely unique. Some current menthol and crushball smokers may move into roll-your-own (RYO), others may opt for a different variety of the same cigarette brand, while others may switch to vaping.

GET YOUR VAPE RANGE RIGHT A huge opportunity Many menthol consumers may use this as an opportunity to move into vaping. To prepare for this potential influx of ex-menthol smokers into the vaping category, retailers should ensure they stock up on easy-to-use pod mod systems like Myblu.

Tips crucial for RYO As a result of the forthcoming changes, we may see some menthol smokers shift into buying RYO products, especially given the arrival of recent product innovations, such as Rizla Polar Blast crushball tips, that will help them continue with their flavour of choice.

Create impactful displays Retailers can display, advertise and promote vaping products in and around the store. Dynamic displays, eye-catching PoS and countertop display units will help drive visibility and grab the attention of shoppers as soon as they walk through your door.

Harj Dhasee, Nisa Village Stores Mickleton, Gloucestershire “WE ARE looking to change our range before the menthol ban arrives in May. At the moment, we’re looking at what’s available in the market so we can continue to be there for our customers. Being innovative with our range is crucial for keeping our customers.

“We’re planning to increase and improve our vaping range, and we’re researching different suppliers and products. As a store, we don’t push vaping onto our customers, but instead we try to recommend products if they ask about vaping. Retailers need to make themselves available to customers and have knowledge about the category, and if you don’t vape or smoke, then it’s hard to talk to your customers about it.

“Myself and my leadership team are currently learning about vaping, how it works and the right terminology to use, too.”

For more menthol ban advice, and the latest vaping and tobacco launches, go to betterRetailing.com/category/products/tobacco

Imperial Brands, EPOS 2018 – 2019

Menthol is already a winner Regardless of the ban, the top-selling Blu e-liquid flavour is menthol1, so these varieties are already very popular within the vaping category and well worth stocking up on. Any devices on offer should be supported by a strong range of menthol e-liquids and Liquidpods.

VIEW

1

Brand loyalty in cigarettes Many adult smokers are brand loyal, especially within factory-made cigarettes. Shoppers that want to continue smoking are likely to keep buying the same cigarette brand and just change to the closest variety to it.

RETAILER

PRODUCTS

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Bombay Sapphire & Tonic RTD BOMBAY Sapphire & Tonic will be available to convenience retailers this summer, after initially launching in Ocado and Tesco.

With an RRP of £2.80, the can comes in a matt �inish and has been designed to preserve the standard of the drink on-shelf and once purchased.

The material helps protect the liquid from sunlight, keeping it colder for longer.

The can is also recyclable.

The supplier says RTDs became the fastest-growing category in the total UK alcohol market last year, driven by consumers wanting more convenient

options to have on the go.

Victoria Morris, vice president at Bombay Sapphire, said of the product launch: “As a category leader in premium gin, we are frequently asked when we plan to enter the RTD category. So, I am delighted to announce our latest addition to our growing range.

“We look forward to shaking up the category with an option that consumers will love and that promises to be unrivalled when it comes to taste.”

The supplier says that Bombay Sapphire & Tonic is best enjoyed cold straight from the fridge, and poured over ice with a squeeze of lime.

NESTLE Confectionery has announced plans to launch Aero Caramel, available to shoppers in a 100g sharing block.

The supplier says that it will be available to convenience retailers and wholesale in the coming weeks, with an RRP of £1.

Amy Kendall, assistant

brand manager for Aero, said: “Aero is renowned for its unique combination of chocolate and bubbles that melt in your mouth.

“We believe that Aero Caramel is a delicious new addition to the Aero family, and we hope it will soon become another �irm favourite.”

PRIYANKA JETHWA

25 FEBRUARY-9 MARCH 2020 betterRetailing.com

Maynards Bassetts Superfruit Jellies MONDELEZ International has launched new Maynards Bassetts Superfruit Jellies with an RRP of £1.

The soft jellies, available now in 130g bags, contain 30% less sugar, and will include papaya, blueberry and cranberry fruit-shaped jellies.

The launch will be supported by a marketing campaign across digital and social media, and PoS will be available.

The supplier says it taps into the trend of confectionery containing less sugar, a segment that grew by 56% from 2018 to 2019.

Aero Caramel bubbles Green Stem launches A free-from Easter up a chocolate storm CBD-infused tonics range from Nomo GREEN Stem CBD has expanded its range to include CBD-infused tonic waters, free from sugar, arti�icial sweeteners and �lavouring.

Each can contains 10mg of broad-spectrum CBD, and is available in three botanical �lavours – Elder�lower, Rhubarb & Rose and Citrus – all with an RRP of £3 each.

CBD, also known as cannabidiol, is known for its supposed anti-in�lammatory and antioxidant properties, and is claimed to support an array of conditions including anxiety and insomnia.

Green Stem CBD products are 100% free of THC, the psychoactive ingredient of cannabis, so are legal.

FREE-FROM chocolate brand Nomo is set to launch its �irst Easter collection, which will be vegan, and free from dairy, gluten, egg and nuts.

Available with an RRP of £6 each, the range comes in four varieties, including Caramel & Sea Salt, Fruit & Crunch and Creamy Choc, with each box containing one large hollow chocolate egg and a Nomo bar.

Emma Perrett, senior innovation and brand manager at Kinnerton Confectionery, said: “Chocolate eggs are an indulgence that we all look forward to at Easter, and we’re delighted that we can give everyone, no matter their allergy, intolerance or dietary requirements, the opportunity to enjoy an Easter treat.”

NICHOLS has added a new �lavour to its Vimto Remix range, Orange, Strawberry & Lime, available from 1 March.

Joining Mango, Strawberry & Pineapple, Watermelon, Strawberry & Peach, and Raspberry, Orange & Passionfruit, the new variety has no added sugar, and will be available in a ready-todrink, squash and carbonated format.

The launch of Vimto Remix Orange, Strawberry & Lime will be supported by retailer and consumer promotions in the convenience channel.

TO PROMOTE its Export variety, Carlsberg is running a £1.5m ‘Probably the most modest beer in the world’ campaign.

It will span print, digital and social media, and appear on the London Underground. The campaign will run throughout March, and another push later in the year is planned.

Organic baby formula Vimto Remix shakes Carlsberg shines a it up with new flavour light on its Export brew milk from Piccolo BABY food brand Piccolo’s new range of organic formula milks, comprising followon and growing-up milk, is available to retailers now.

It will be backed with a marketing campaign. Each variety has an RRP of £14.99.

The supplier says the infant fo r m u l a market is worth almost £500m in the UK, but declined by more than 5% last year, so it aims to bring new sales into the category.

The brand will also invest in its music partnerships, including Latitude Festival, Reading & Leeds and Download Festival.

The campaign follows a wider premiumisation drive, which saw the launch of the ‘snap pack’ format across 6x330ml cans of Carlsberg Export.

New

ÂŁ5M Advertising Spend!

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10

McVitie’s Best of British makeover Peroni Libera 0.0% PRIYANKA JETHWA PLADIS has launched three limited-edition varieties of McVitie’s Chocolate Digestives to celebrate its sponsorship of Team GB ahead of the Tokyo 2020 Olympic Games.

The Best of British Chocolate range includes Marmalade on Toast, Cherry Bakewell and Strawberries & Cream varieties, and shoppers will be encouraged to vote for their favourite new �lavour by using the hashtag #SaveYourFave across social media from 23 March.

They will be available in 250g packs at an RRP of £1.50.

The winner will become a permanent �ixture in the

tops 2019 sales

company's Chocolate Digestives range.

Emma Stowers, brand director for McVitie’s at Pladis, said: “As part of our partnership, we knew that we wanted to create a buzz around this year’s Olympic Games.”

The supplier says the latest products in the McVitie’s Chocolate Digestives range provide an opportunity for retailers to capitalise on higher-frequency purchases among existing shoppers, and drive incremental sales among younger consumers.

PERONI Libera 0.0% has been named the top new beer launch of 2019, with value sales at £2.96m, in the off-trade.

Available in 330ml bottles, it comes in fourand 24-pack sizes.

Asahi UK managing director Tim Clay said: “As health and wellbeing continues to drive innovation, we are determined to widen the availability of Peroni Libera 0.0% to ensure it remains the number-one choice for those seeking an alcohol free option.”

Lyons adds to range amid redesign

LYONS has added two varieties to its coffee range, including giving its packaging a redesign.

New varieties include Perkadilly and Rockadero, while its bestselling No.3 blend has been renamed GoJoe, and Decaf is now called Decaf Dreams.

Lyons is also relaunching its range in a pack size of 10, with fully recyclable packaging.

This will be supported by a social media, digital, outdoor and print campaign.

Marcus Swift, commercial director at UCC Coffee, said: “Aligning to the trend for convenience and

quality, the coffee bags sector is now worth £6.9m, growing at 49.2%.”

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25 FEBRUARY-9 MARCH 2020 betterRetailing.com

11

A E

K P A T TE E H SIN T HITON IGCT

RDIRE

KitKat’s new promotion A better kind of lollipop PERFETTI Van Melle is expanding its sugar-free range with Chupa Chups Good For You. The range is made with stevia, and comes in Strawberry, Orange and Cherry �lavours.

It is available in bags of 12 with an RRP of £1.39.

Aimed at those who want to treat their families and reduce sugar where possible, the smaller-sized 6g lollipops also contain added �ibre and vitamin C. Vegetable and herb

extracts have been used to maintain the same look of traditional lollipops.

Young’s Froneri ice cream packaging refresh bites back with a Roar YOUNG’S Seafood has launched a packaging refresh across its range, following its ‘Masters of �ish’ campaign.

The new design will be rolled out across the brand’s ranges, including Scampi, Simply Breaded Fillets and Admiral’s pie.

Featuring a simpler design, the range has a sharper colour palette and fresh photography. The modern style is also aimed to attract

a younger audience to the core range.

The supplier has also ampli�ied the visibility of its commitment to responsible sourcing, by moving its ‘Fish for life’ logo to the front of the new packs.

As health is also a growing concern for many consumers, Young’s has introduced the traf�ic light Guideline Daily Amounts to the packaging.

FRONERI’S new plant-based ice cream range, Roar, is available in Hazelnut Chocolate Cookie, Coconut Mango Passion Fruit Oat Cookie, and Hemp Seed Chocolate Brownie varieties.

The supplier said plantbased meal occasions have increased by 37% in the past four years.

The launch will be backed by outdoor, online and social media advertising, alongside in-store activations.

NESTLE Confectionery has partnered with Virgin Holidays to bring back its promotion on KitKat, ‘Make a break for it’.

Ten holiday prizes are available to be won instantly by purchasing a promotional pack of KitKat and �inding a winning ticket inside. It will feature the name of the holiday destination written on it.

There are also 100 prizes to be won every day during the promotional period, including branded water bot-

tles, beach towels and luggage tags.

This time round there will be no losers in the promotion, as those who haven’t won a prize will still receive 5% off at Virgin Holidays.

Promotional packs are available now on formats including KitKat 4-Finger, 2-Finger and Chunky.

The promotion will bene�it from a £5m media campaign, including posters, social, digital and shopper activation.

A SALTED Caramel �lavour is to join Trek’s range, containing 9g of plant-based protein, made with oats and covered in a layer of caramel-�lavoured topping.

The supplier said that with health dominating food trends, and a third of all snacks chosen based on this factor, more shoppers are leaning toward brands that offer healthier alternatives.

The Salted Caramel �lavour will be available in the brand’s

new packaging, which puts focus on health.

The new bar is available with an RRP of 90p, as well as multipacks of three with an RRP of £2.50. It’s available from wholesalers Epicurium and Tree of Life.

Salted Caramel joins Trek flapjack range

12

DON’T MISS THE 6 MARCH ISSUE OF RN

OPINION LEADING INDUSTRY OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Get in touch for the chance to be featured in Retail Express

TRACK & TRACE: Do retailers have time to clear non-compliant stock?

“RETAILERS have had a year to sell through non-track-andtrace stock, which should be suf�icient. We urge retailers to use the remaining three months to sell through all non-track-and-trace stock.

Our sales force will continue to advise and assist retailers with this process.”

Mark Yexley, communications director, JTI

“TIME to clear stock is dependent on the wholesaler and their rate of sale. Our concern would be that it’s the smaller wholesaler that may suffer and pay the price, especially if suppliers aren’t willing to take stock back, which we would urge them to do to assist our members.”

Colin Smith, chief executive, SWA

Our sales force will continue to advise and assist retailers

How to: Build a successful meat-free range for any size store

PLUS The biggest free-from products this year

PLUS

NISA: How will retailers be impacted by the wholesaler’s price increases?

Enhance your stickers and trading cards range with the latest trends

D WS AN FOR NE TITLE ADING THE LE

THE LEADING TITLE FOR NEWS AND CONVENIENCE RETAILERS THE LE ADING ILERS TITLE E RETA FOR NE ENIENC WS AN CONV D CONV ENIENC E RETA ILERS Getting ready for

the menthol ban

td arr use staile ooth a this ret line Nis ss Sm ine out how stream

What you need to do now to protect your tobacco sales come 20 May

RETAIL NEWS THAT MATTERS

SPECIAL REPORT Page 26

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“IT’S cheaper to buy from Co-op because I haven’t seen them increase their RRPs. That’s without the 5% members can get back on their purchases as well. It also shrinks the margins we get on price-marked products.

There are a lot of retailers who are frustrated about the increases.”

Anonymous Nisa retailer

»

CRIME: What are MPs doing to tackle violence against shopworkers?

Booker ● Bestway ● Bestway Vans Direct ● Nisa ● Regal

WHOLESALE

Retailers hit back at unannounced price rises across more than 2,000 lines Page 3 »

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»

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£2.50 No 6 ONLY Vol 131 E USE 06 FOR TRAD

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“I WAS given no warning about the increases and I only found out about them last weekend when I went on my ordering system. You can increase RRP to make up for any potential loss in margins, but the real impact will be whether Co-op will have the same increases.”

2

18/02/

»

2020

17:38

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

Do you?

ORDER YOUR COPY from your news wholesaler today or contact Kate Daw on 020 7689 3394 TO ADVERTISE in RN, please contact Matthew Oliver on 020 7689 3367

“WE will publish the response to the call for evidence next month.

I hope that that will be the start of action, not the end. The key theme is about understanding the data and what is going on and disseminating that to the organisations that need to be doing something about.”

Kit Malthouse MP, minister for crime, policing and the �ire service

“A SEPARATE offence of assaulting someone serving the public would be simpler to determine. I have seen multiple cases that show that the government needs to do more to encourage prosecutions. This would send a message that violence against retail workers is not acceptable.”

A separate offence would be simpler to determine

Mike Amesbury MP, Labour

MENZIES: Was the 3.5% carriage charge hike justified?

These rises are deeply disappointing

“WE are committed to the long-term sustainability of the newstrade. While we are able to control and partially mitigate some of the costs directly relating to collection, there are wider economic in�luences outside of our control.”

Greg Michael, managing director, Menzies

“THESE rises and the reasons given are deeply disappointing.

Does Menzies not realise that retailers are also facing higher labour bills from 1 April? Unlike Menzies, our members do not have the opportunity to pass these on to their customers in the form of increased prices.”

Stuart Reddish, national president, NFRN

LETTERS

25 FEBRUARY-9 MARCH 2020 betterRetailing.com

13

sam coldbeck

Letters may be edited

Wharfedale Premier Convenience Store, Hull

No matter how well you prepare, Easter is still the time to eggspect the unexpected

‘Why won’t publishers let vouchers be delivered to me?’

I DELIVER a lot of newspapers to the elderly in Golders Green, Harrow and St John’s Wood in London.

A lot of them are looked after by care workers or family members.

Every now and then, they lose their vouchers and they ask whether it’s possible for them to get delivered to me

instead, so I can sort out any issues that might arise.

But some publishers claim they are unable to do this and they have to be delivered directly to the customer.

Publishers need to understand that their core business is made up of people 60 years old and above.

I know it is possible as

I’ve managed to get some publishers to agree to send them to me.

I have been having particular trouble with The Guardian and The Observer lately.

It’s frustrating because I’m just trying to help my customers have an easier life, and some publishers don’t seem to recognise that

TWEETS OF

a small change would help them a lot.

Madhu Kothari, home news delivery roundsman

A spokesperson for the Guardian Media Group responded: “We will be in touch with Mr Kothari and will do what we can to help.”

THE WEEK

WIN £50-worth of Rustlers stock

RETAIL Express has teamed up with Kepak to give five lucky retailers the chance to win £50-worth of Rustlers, to celebrate the launch of the first Vegetarian burger from the brand. The prize includes cases of the new Moroccan Vegetarian Burger, plus Rustlers top sellers in convenience, including the Quarter Pounder and All Day Breakfast Sausage Muffin.

TO ENTER Fill in your details at:

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

Editor’s decision is final.

Tweet us to get featured!

@retailexpress

Really chuffed to be able to show our customers / community our award & display board #Woosnam #Llanidloes #Innovation #IAA19 @IAAcademy@betterRetailing @retailexpress #Community #ShopLocal @trudydavies1964

THE dark nights are getting a little shorter, the trees are starting to bud and Easter is just around the corner.

For many in retail, Easter preparations start before Christmas by ensuring a healthy stock of Creme Eggs.

These form part of a tradition in many stores, when Easter sales seem to be at their strongest, and the Each issue, one of seven top inevitable question retailers shares advice to about whether or make your store magnificent not the eggs have got smaller this year is asked.

Building stock for Easter is a challenge as many retailers have small stockrooms and buying up on bulky packaged eggs isn’t an option. Wholesalers, like retailers, are finding new ways to tighten their belts as competition is tougher and wage bills are higher. They don’t want stock left ove, so it seems that if you don’t buy in two months before an event, you’re left with little or no availability the week before when every man and his chocolate-intolerant dog wants to buy their Easter eggs from you.

EPoS is a great help to us when buying in. We record what’s left from the previous year, print out sales reports for eggs and, once we have all the information, take a huge stab in the dark and order what we think will fit on the top shelves in the stockroom. Joking aside, it does amaze me how well we manage stock every year. No one can really predict how sales will go. Easter, like many other days in retail, depends on many things, such as the weather, when customers get paid, how quickly supermarkets sell out and what’s in demand each year.

Seasonal events are a great way to meet potential new customers. Shopper patterns are often different, and we see supermarkets having to adjust their opening times.

Nevertheless, there’s always that one customer who is searching stores for the Giant Kinder Egg that we’ve had on sale since January, but is impossible to find three hours before it’s needed.

By leafleting the area, advertising our opening hours and promotions on social media and turning our modest stockroom into the Tardis every year, we make the best of Easter’s extra sales opportunities and I always look forward to an oversized glass of Baileys on Sunday night when it’s all over.

The team at @retailexpress needs your help to help you. Fill in their retail crime survey to help them in the fight for support from the government to better protect your store, your staff and you. @ThisIsRN #retailcrime https:// surveymonkey.co.uk/r/H62CLTF @NisaRetail According to new research from @ACS_LocalShops, people in rural areas rate their local convenience store as their number-one most essential service. https://snip.ly/9k27qf @retailmutual

Get in touch

@retailexpress betterRetailing.com facebook.com/betterRetailing chris.dillon@newtrade.co.uk 020 7689 3379

BOOST SALES THIS ST. PATRICK’S DAY WITH THE NO.1 IRISH WHISKEY*

Jameson

accounts for 52% of imported whiskey growth in the off-trade**

NEW PMP

STOCK UP NOW

Enjoy JAMESON responsibly *Source: AC Nielsen Scantrack, Total Impulse, Value Sales, MAT to 04.01.20 **Source: AC Nielsen, Total Coverage, Value Sales, MAT to 04.01.20

FORECOURT FOCUS

Becoming a food-first destination, p16

Car wash licence scheme would benefit forecourts DARYL WORTHINGTON THE government is again being asked to launch a licensing system for the hand car wash sector, despite having rejected similar calls last year.

Matthew Taylor, interim director of Labour Market Enforcement, has called for the introduction of a national licensing scheme to tackle “endemic non-compliance” in the sector.

In November 2018, the Environmental Audit Committee published a report calling on the government to trial a licensing scheme to ensure compliance with environmental and labour laws. However, this was rejected in January 2019.

Seventy-four per cent of petrol forecourts have car washes, according to data in the ACS’ 2019 Forecourt Re-

port, and 8% of those have attended hand car washes on site.

Taylor was speaking at a Resolution Foundation event, an independent think-tank focused on improving the living standards of those on low-tomiddle incomes.

His comments have been welcomed by a number of key �igures in the industry, with suggestions a licensing scheme could bene�it other car wash providers that are already compliant with the rules and regulations.

“Concerns regarding car washes are well documented and unfortunately too commonplace,” said Teresa Sayers, managing director of the Responsible Car Wash Scheme (RCWS).

“Without undertaking due diligence, there is no way of knowing that the car wash

Two Jet forecourts take on new Spar concept JET Askern and Jet Balby forecourts in Doncaster have taken on a new Spar store concept, with launches for both of the re�itted stores taking place in late January.

“We �irst introduced our latest store concepts at Spar Havannah Street in Glasgow in May 2019,” said Ian Taylor, retail director at Spar. “Since then, a number of stores around the UK have adopted these design developments.”

A new feature added to the two Doncaster stores

is Spar Daily Deli selfserve food-to-go offers on entry.

They also offer Costa Coffee, slush drinks, hot snacks, pastries and doughnuts.

Other new features added to the re�itted stores include water re�illing stations, LED lighting throughout and backlit circular spirit displays.

“This latest development further demonstrates our continued commitment to strengthening the Jet brand in the UK,” says Oliver Müller, Jet’s retail business manager.

operated by a third party on your land is compliant.

ACS chief executive James Lowman added: “By not complying with employment and environmental regulations, hand car washes can undercut legitimate car washes on forecourts.

“We have been calling on enforcement agencies to dedicate more time and resource to enforcement action using existing regulations.”

However, Lowman also pointed out that for a licensing system to be effective, it would need to be adequately supported as well as avoid needlessly burdening compliant retailers.

“Licensing systems are only as effective as the enforcement structures and resource available to deliver them, a licensing system

that places undue burdens on legitimate hand car wash operators or the businesses that host them will not solve the problem,” Lowman said.

“The government should look closely at how they can use existing regulation before designing a new licensing system.”

Sayers said a mandated scheme needs to consider all the elements of running a car wash, including consent to trade, environmental compliance and discharge of ef�luent waste, health and safety, as well as employment and labour practices.

“Ideally, licensing should include a physical audit as well as a requirement to provide documented evidence,” she added.

Sayers noted that RCWS already operates a compliance network, its RCWS Code.

Concern over electric vehicle infrastructure QUESTIONS have been raised over the availability of electric vehicle charging infrastructure, following the government’s announcement to bring forward the ban on the sale of new petrol and diesel cars to 2035.

“The big problem this government has is the charging infrastructure, and it’s woefully short of capacity,” said Brian Madderson, chairman of the Petrol Retailers Association. “It’s a huge chicken-and-egg situation.

People won’t buy electric

vehicles if they’re not comfortable and uncertain about where to charge them and at what cost.”

These concerns over a lack of infrastructure have been echoed by retailers.

“We know that electric vehicle charging is going to be the future for forecourts, but it’s not quite there yet,” said Adam Hogwood, from Budgens of Broadstairs in Kent.

“The area we’re in, there isn’t the infrastructure for electric vehicles, and you very rarely see them on the road.”

James Lowman, ACS

Doagh forecourt set for £2.5m redevelopment A TEXACO �illing station site in Doagh has been given the green light for redevelopment, which includes demolition of its existing retail units and �illing station.

The Henderson Group redevelopment for the County Antrim site will include two new retail units, one hot food unit, bulk fuel, petrol canopy ATM and bin store, alongside car parking.

Planning committee chairman Phillip Brett said the move represented a “signi�icant boost for the village of Doagh”.

Have you made any big changes in your forecourt that have grown your sales and profits?

Let us know on 020 7689 3390 or editorial@newtrade.co.uk

“The proposal will deliver a modern petrol forecourt, convenience store and hot food facility to serve the village and the surrounding rural hinterland, and includes provisions of a post of�ice service, Paypoint and ATM,” he added.

The investment will also provide construction jobs in the short term and 35-40 fulland part-time jobs.

Brett applauded the positive engagement by the Henderson Group in working with the council to help regenerate the village.

RETAILER ADVICE FROM THE FORECOURT

16

A supermarket that sells fuel DARYL WORTHINGTON “I DON’T want people to come in here and think it’s just a petrol station,” says Goran Raven, from Raven’s Budgens in Abridge, Essex. “I want them to come in and think, ‘Blimey, I didn’t expect to see that.’”

The business has been in Goran’s family for more than 90 years, beginning as an agricultural repair shop. A need to move with new market trends has seen it change dramatically in that time, and now the focus is firmly on being a convenience store.

“We used to think of ourselves

as a forecourt with a convenience store, now we think of ourselves as a supermarket that happens to sell fuel,” Goran explains. “As a business, we are looking at futureproofing. Even if fuel goes and everything goes electric, people will still need food, so we’re looking at more of a food and drink offering.”

The store is situated between the M11 and M25, which means it picks up a lot of transient footfall from commuters to London.

At the same time, they’re also aiming to be a convenience store for the local village.

“Although we’re in a fairly affluent area, we need to cater to a wide

01

variety of people. This means having premium options such as the Cook range or Laithwaites wines, but we also need to stock budget ranges for the people who are looking for those,” Goran explains.

“We stick to RRP throughout the store. We don’t charge a penny extra on anything. When we were a forecourt, we premium-priced everything. It’s only after we came away from that, that we realised what false economy it had been.

You might make 20% margin on product X, but you only sold two.

At the recommended retail price you make 15%, but you sell 12 and make more money overall.”

02

03

Finding your niche

Digital promotion

Food to go

A big focus for Goran is finding things that can make his forecourt different to the competition, from his range that includes niche products such as US confectionery, to how the store is presented.

“We’ve started to work with a window painter. We plan to change the design four times a year, for each season,” says Goran. “People get bored when they’re on a forecourt filling their car up with fuel. If they see this, it’s something interesting, with a subtle message about what’s available in the store. Nearer Easter, we’re going to do a promotion on it.

We’re going to ask customers to get a selfie with the window, and then share it on social media with a hashtag.”

Another stand-out point in Goran’s store is a portable till.

“TLM made it specially for us. It’s a tablet that can be used for card payments. If the queue is getting too long, I’ll turn it on and use it to help serve the queue.”

Goran has found digital tools are key to promoting his business, with Google’s Analytics package particularly useful.

“We try to be as active online as we can,” he says. “We keep our Google page up to date and respond to any reviews instantly.

Even if it’s a bad review, we respond and apologise. We’ve found the more active we are on Google, the more reviews it generates.

“The insights that Google provides you free of charge are phenomenal,” Goran continues. “For instance, it shows you how busy you are throughout the day, which is great for planning your staffing levels. It let me know that we have an increase in shoppers on a Friday afternoon, which I didn’t realise. Now I have more staff on a Friday to cope, and we’re taking more money at those times as we have more staff available to serve customers.”

An additional benefit is the opportunity to find out where customers are coming from. “We use this to decide where we’ll focus our advertising,” Goran continues.

A big success story at Raven’s Budgens has been the store’s food-to-go range, both hot and cold.

“Bakery has seen monstrous growth for us,” says Goran.

“We used to only do a little bit, now we’re baking for 12 hours a day. We started with quite a limited range. To grow the category, we needed to take a risk on the wastage. It was high to start with, but playing the long game has paid off. The bakery section is driven by the three Costa Coffee machines – the peak time for coffee and bakery is 6.30am to 8am.”

At lunch times, meanwhile, chilled foods perform better.

“We go for the £4 Booker meal deal. We’re selling 60 to 85 a day. It does well as I think the lunch meal deal has a bit more choice. For instance, if you want to be more health-conscious, you can get a salad and a bottle of water. That health drive doesn’t seem to be as strong for people when they’re buying their breakfast.”

ADVICE ELECTRIC CAR CHARGING

25 FEBRUARY-9 MARCH 2020 betterRetailing.com

17 23

PLUG IN TO NEW OPPORTUNITIES DARYL WORTHINGTON finds out how forecourts can capitalise on the rapidly growing popularity of electric cars

PLANNING AHEAD THE government’s 4 February announcement that it plans to bring forward the ending of the sale of combustion engine vehicles to 2035, subject to consultation, is news that all forecourts need to bear in mind when planning their future.

Even if the UK doesn’t end the sale of petrol and diesel vehicles by 2035, the direction of travel to zero-emissions vehicles is clear, and battery electric vehicles are the most popular answer for most motorists.

Indeed, according to recent data from the Society of Motor Manufacturers and Traders, there were 4,054 registrations of battery elec-

tric vehicles in January 2020.

“The electric vehicle (EV) market is increasing by the day, with more and more models being introduced combined with the demand. It is

DRIVING FOOTFALL inevitable that independent forecourts will experience an increase in EV-driving customers,” says Frankie Mellon, head of EV charging at Rolec Services.

IT’S rare for independent forecourts to have EV charging, but that could change as signs are it could be a way to drive extra customers to your business.

“The routes people are going to take aren’t going to change with the electric revolution, and forecourts are where they are exactly because they are on busy, regular routes,” says André ten Bloemendal, Europe vice president at ChargePoint.

“The potential customers will still be there even after everything has gone electric, and they will still need to stop and fill up, only with electrons, not fuel.”

Of course, charging an EV

takes time, and this means customers will be in your store for longer. With that in mind, offering a seating area alongside hot food and drink options, even free Wi-Fi, could be

a great way of complimenting an EV charging service. Alternatively, a strong convenience range could see customers use the opportunity to shop as their EV is charging.

SUPPLIER

VIEW

Frankie Mellon, head of EV charging, Rolec Services “OFFERING EV charging is a great way to push customers to visit your store – this can be actioned via push marketing via the mobile app used to charge the EV driver’s vehicle.

“Some destinations offer exclusive offers to EV drivers, for example, if the driver chooses to park at their premises, the driver benefits from a free drink.

“With this comes further custom – shoppers are likely to purchase additional items to accompany their free drink as opposed to stopping by at a competitor’s for a bite to eat during their journey after recharging their vehicle.

“Deploying EV charging infrastructure within your retail space is a brilliant opportunity for forecourts to increase revenue.”

ADVICE ELECTRIC CAR CHARGING

18

TECHNICAL SUPPORT GETTING your forecourt listed on directions app Zap Map can be a great way to drive new footfall, but there other digital options to let a forecourt really get the most from EV charging.

“Retailers are able to manage and monitor charging behaviour and energy consumptions via back-office communications. Within the tap of a finger, retailers have the capability of understanding when their charging points are in use via their webenabled device,” says Mellon.

To compete for new customers, there is also an option to change the amount retailers charge for EV charging de-

pending on if it’s a peak time of day. “A retailer may wish to offer free charging to their customers during particular

CUSTOMER INSIGHTS periods or they may wish to charge their customer competitive rates during peak periods,” Mellon continues.

SUPPLIER

CUSTOMER insights are increasingly important for businesses, and that includes independent convenience stores and forecourts. According to ChargePoint’s ten Bloemendal, EV provides new avenues to gather this data, and in turn build customer loyalty.

“Through the ChargePoint mobile app, for example, retailers are able to create virtual ‘connections’ to drivers who use their stations,” he explains. “This just requires drivers to submit a simple connection request in the app to allow retail organisations to learn more about who’s using their stations and when.”

He continues: “Retailers

can build on these customer connections by developing loyalty programmes that cater to EV drivers.

“Giving EV drivers special deals can bring them back to charge and shop even more often.”

RETAILER

VIEW

VIEW

André ten Bloemendal, vice president Europe, ChargePoint

David Charman, Spar Parkfoot, West Malling, Kent

“CHARGING not only attracts customers and keeps them around longer, but can also increase the amount of time and money they spend in a store.

“For example, one major retailer we work with in the US finds that their shoppers spent about a dollar for every minute they are in the store.

“By adding EV charging, they not only received more frequent customer visits, but the retailer also tripled that driver’s time in store and, as a result, tripled customer spend.

“EV charging also puts stores on the map – literally.

EV drivers rely on EV charging apps like ChargePoint’s mobile app or Zap Map to quickly find places where they can charge.”

“AT the moment, we can’t justify offering a high-speed EV charging service. There isn’t enough demand, so we can’t afford the space it’d take up or the amount it’d cost.

“It’s prohibitively expensive to install high-speed EV charging units in an existing forecourt, one option we have considered is putting them on a separate site near Spar Parkfoot, as this would be more viable.

“Alternatively, if demand changed dramatically, we’d remove petrol pumps and replace them with high-speed EV charging. How likely is that to happen? I think the government’s proposal to cut Business In Kind Tax on fully battery-powered electric company cars registered after April 2020 could have a big effect. It would see more fleets and companies choosing EVs.”

THE OTHER SIDE OF THE STORY THERE are many obstacles that make offering EV charging prohibitive to independent retailers.

“If the government introduced cheap ways of installing high-speed electric vehicle chargers, we’d do it,” says Rachael Hockmeyer, from Spar Hockmeyer in Sleaford, Lincolnshire. “At the moment, it’s just not economic to do so.”

Hockmeyer is a firm supporter of electric vehicles, but she says having chargers installed at her forecourt is currently not viable, a concern shared by Adam Hogwood, from Budgens of Broadstairs in Kent.

Hogwood and Hockmeyer

say that one of the biggest obstacles is getting an electricity supply for a high-speed charger, as this will usually be separate from a mains supply.

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Hockmeyer says getting planning permission for the chargers isn’t prohibitive, but the cost of getting an electricity supply for them is.

Chris Woodruff, Budgens Darsham Service Station, Suffolk “WE’VE had an EV charger at the store for two years – we set it up with support from Booker Group CEO Charles Wilson, and Budgens helped with 50% of the equipment costs. We’re fortunate to have three different electricity supplies connected to our service station, which made installation more affordable. We rewired one section of the building, freeing up a metre for the EV charging. The work cost us about £5,000 in total.

“Having it has certainly raised the profile of the service station, and contributed to our growth in the last year.

We’ve had praise from our customers.

“For the past few months, we’ve offered free charging during the day to encourage shoppers to come in the store and do their shopping while their electric vehicle is charging. In the evenings, we charge a fee for users who want to charge their car overnight.”

THE LOGICAL GUIDE TO VAPING

In partnership with

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THE LOGICAL GUIDE TO VAPING

Nick Varsani Family Shopper Orpington, Kent “INITIALLY, when shoppers asked me questions about vaping, I didn’t always know the answer. JTI has worked with me to improve my knowledge on vaping, devices and the products available to shoppers, and I’m now comfortable knowing I can recommend the right product.

“I’m now training my team every few months to ensure they are aware of new products and are able to talk our customers through each device we stock.

“Logic Epiq has become a bestseller, and the £2.50 price is attractive to shoppers. Recently, JTI used my sales data to determine areas of improvement and are working with me to improve my range.

“JTI products are competitive on pricing, and we are about to introduce a multibuy offer that we expect to be quite popular. We’ve struggled in the past to compete with supermarkets, but JTI helped us to remerchandise our range and improve our pricing strategy.”

A-Z OF VAPING

muststocks

In the first of a six-part series, RETAIL EXPRESS teams up with JTI to help retailers understand how to make more from the vaping category

How Logic can help grow sales In 2019, the Logic brand was worth £5mvi with 33%vii year-on-year growth. Shoppers are likely to choose a product from a brand they trust, so stocking a well-known name is crucial to capitalising on the vaping opportunity.

VAPING OPPORTUNITIES pand their range. Working with suppliers, such as JTI, can be highly beneficial for retailers to increase their knowledge of vaping.

Alongside knowledge of their range, retailers need to also be able to respond to any misgivings customers have about the vaping category from what they’ve read in the media.

Public Health England has reassured users about the quality and safety of e-cigarettes in the UK, stating: “Unlike the US, all e-cigarette products in the UK are tightly regulated for quality and safety by the Medicines and Healthcare Products Regulatory Agency and they operate the yellow card scheme, encouraging vapers to

report any bad experiences.”

To take the lead on product quality, JTI has established a product stewardship programme, which includes extensive testing of its vapour quality and chemistry.

Retailers who offer reputable products from leading suppliers are best-placed to win loyal long-term customers.

such as Logic Compact – are the fastest-growing segment within the categoryiv. They use closed e-liquid flavour pods and often come ready to use. Their versatility and ease of use make them a popular choice among shoppers.

Starter kits are a viable option for most new vapers due to their simplicity and accessible price. The Logic Compact Starter Kit is available in grey, blue, rose gold, green and gold, and

comes with a USB cable and pack of capsules.

For the more adventurous vaper, an open tank system is likely to be the next step.

Open tank systems enable consumers to mix and pour in their own e-liquids. They account for the biggest segment within vaping. It is, therefore, important for retailers to stock a range of flavoured e-liquids, such as Logic Epiq. Open tank systems are an investment for

Logic Compact, RRP £4.99 “Logic Compact is a premium pod device that offers a convenient and modern alternative to traditional vaping products,” explains Geens. Its contemporary design allows retailers to capitalise on pod vaping devices.

Logic Epiq, RRP £2.50 Logic Epiq allows retailers to tap into an increased demand for value e-liquids. Logic Epiq is available in two strengths (6mg and 12mg) and eight flavours, with an RRP of £2.50. The flavours available include Garden Strawberry, Frosted Pear, Dark Cherry, Vanilla Slice, Mint Chill, Wild Blueberry, Berry Blast and Golden Tobacco.

Logic LQD, RRP £20 Logic LQD offers a customisable vaping experience by offering a variable voltage control. Logic LQD e-liquids, RRP £3.99, feature a child-resistant mechanism with a precision nozzle to prevent spillage, and are available in three flavours: Tobacco (18mg), Menthol (12mg) and Cherry (18mg).

DIFFERENT DEVICES: WHAT YOU NEED TO KNOW STOCKING a range to cater for the majority of consumers is crucial to getting started in the vaping category. Retailers need to be able to answer any questions shoppers might have about vaping – and whether the category is the right choice for them.

JTI’s head of reduced-risk products, Nick Geens, says: “It’s important to recognise which devices and liquids are proving particularly popular with vapers.”

Closed tank systems –

19

RETAILER

PART ONE

LAST year, the vaping category was worth £63mi, experiencing 25.3%ii year-on-year growth, demonstrating that this is a market to invest in.

With more than 16 millioniii units of vaping products sold in the past year in symbols and independent stores, there’s plenty of opportunity for retailers to grow and ex-

25 FEBRUARY-9 MARCH 2020 betterRetailing.com

consumers, but also result in ongoing sales for retailers as shoppers top up on e-liquids.

“Capsule and refillable products are currently in growth and are now used by the majority of adult UK vapers, making them a must-stockv,” Geens explains.

“When it comes to liquids, the demand for value e-liquids is also growing, with more than half of e-liquid sales in the convenience channel selling for less than £3.”

Logic Pro, Starter Kit RRP £14.99 Logic Pro is available to retailers in eight flavours – Tobacco, Menthol, Cherry, Vanilla, Berry Mint, Strawberry, Watermelon and Blueberry – with an RRP of £4.50 for three capsules. Last year, JTI released the next-gen Logic Pro 2. The new device was designed to be lighter, more compact and charge faster. All Logic Pro capsules have an integrated coil and deliver a ‘no spill, no fuss’ experience.

Don’t miss part two of JTI’s Logical Guide to Vaping in Retail Express’ 24 March issue

i IRI Market Place, Value Sales, Total E-Vapour Category, Symbols & Independents, MAT Sep 2019 iiIRI Market Place, Value Sales, Total E-Vapour Category, Symbols & Independents, MAT Sep 2019 vs MAT Sep 2018 iiiIRI Market Place, Unit Sales, Total E-Vapour Category, Symbols & Independents, MAT Sep 2019 vs MAT Sep 2018 viIRI Marketplace, Unit Sales, Total E-Vapour Category, Total UK, Latest 3 Months to Sep 2019 vs Latest 3 Months YA vIRI Marketplace, Unit Sales, Total E-Vapour, Total UK, Latest 3 Months to Sep 2019 viIRI Market Place, Value Sales, Total Logic Brand, Symbols & Independents, MAT Sep 2019 viiIRI Market Place, Value Sales, Total Logic Brand, Symbols & Independents, MAT Sep 2019 vs MAT Sep 2018

CATEGORY ADVICE CAKES & BISCUITS

20

SWEET SNACKING OPPORTUNITIES Cakes and biscuits are a timeless convenience category, but that doesn’t mean they aren’t changing, writes TOM GOCKELEN-KOZLOWSKI

CHANGING TRENDS CAKES and biscuits are a resilient pair of categories. While others rise and fall, pushed up and down by alternating trends, it seems there is always a place in British shopping baskets for a biscuit or a cake to keep us going.

“Biscuit snacking occasions are up by 34 million over the past five years, which corresponds to an extra 20 snacks a year for every person in the UK,” says Michelle Frost, general manager at Mars Chocolate Drinks & Treats.

And, while these statistics highlight the enduring strength of sweet treats in general, there are also signs of

changing consumer behaviour.

Trends including healthier living, occasional indulgence and on-the-go lifestyles have all inspired new products, subbrands and formats from big names in the industry.

So, it’s the perfect time to take a look at this huge opportunity and ask yourself: are you up to date?

25 FEBRUARY-9 MARCH 2020 betterRetailing.com

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CATEGORY ADVICE CAKES & BISCUITS

CONFECTIONERY BRANDS TAKE THEIR PLACE THERE has been some crossover between the cakes and biscuits and confectionery categories for decades, but the arrival of Maltesers Biscuits as well as the success of Mars, Bounty and Galaxy Cookies shows this to be an area of growth in 2020.

Maltesers Biscuits were launched in January, and Mars

Wrigley promises it offers shoppers the “unique malty taste” of Maltesers, but in biscuit form.

The company hopes that linking a launch of an innovative product to an established brand will help drive sales.

“We are fortunate that our confectionery brands are already instantly recognisable,

BAKING IN STORE THE impressive bakery systems that top stores often show off simply aren’t realistic for many businesses, so Delice de France (formerly Aryzta) has developed three options for the convenience channel, designed to help more stores capitalise on the opportunity.

Delice to Go is “a dedicated food-to-go offer” and also focuses on offering consumers vegan, vegetarian and gluten-free options.

Baked by Delice, meanwhile, is an in-store bakery option that includes speciality breads, sweet treats and other items.

Delice to Go and Baked by Delice come with the option of a premium coffee offer.

A final option – for stores with the least space – is Delice at Home, which gives retailers the chance to offer speciality breads, pastries and cookie ‘pucks’ for customers to bake at home.

“Our new in-store bakery concept provides a top-quality in-store bakery option and comprises a range of classic bakery items, including innovative viennoiserie and sweet baked treats,” says Jenny Bayliss, sales operations director at Delice de France.

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Darryl Burgess, head of sales, Weetabix “CEREAL bars can be a healthy snacking choice for shoppers looking for a convenient and tasty way to start the day while on the move. We introduced our first protein bars last year in Chocolate and Berries & Yoghurt flavours.

The bars are packed with protein, with 19g per 100g, which is more than 100% more protein than the average cereal bar. The bars are also high in fibre and contain fewer than 130 calories per bar.

“Alpen’s Protein bars have mass-market appeal; Chocolate and Berries & Yoghurt have proved to be popular flavours in research with consumers. We believe our new launch can increase the penetration of protein products for retailers, adding value to the category.”

but, of course, that doesn’t bring automatic sales. Our biscuits have to taste great and grab consumer interest,” says Mars’ Frost.

In fact, Mars now has 12 biscuit SKUs available to the convenience channel including M&M’s Dou-

ble Chocolate Chunk Cookies, Galaxy Caramel Secret Centres and Twix Soft Centres.

25 FEBRUARY-9 MARCH 2020 betterRetailing.com

23

WINNER OF E-CIGARETTE CATEGORY. SURVEY 10,601 PEOPLE BY KANTAR.

BACK TO BACK WINNERS VYPE ePOD HAS WON PRODUCT OF THE YEAR For more information call 0808 169 5000 For existing adult smokers and vapers only. Vype e-cigarettes contain nicotine. 18+ only. Read leaflet in pack.

CATEGORY ADVICE CAKES & BISCUITS

HEALTHIER TREATS BURTON’S Biscuits is one of a number of suppliers to react to consumers’ ever-greater concern about what they eat and how healthy they are. In response, a new ‘Under 100 Cal Club’ marketing campaign brings together products within the Maryland Cookies and Jammie Dodgers ranges that contain fewer than 100 calories to help customers make an informed choice about their snacks.

Mondelez International is

also embracing the trend and recently launched a 30% less sugar variant of Belvita as well as two new lines for Belvita Seeds & Berries. Ritz Original crackers, meanwhile, now include 70% less saturated fat and the saturated fats in Ritz Cheese crackers has been reduced by 50%.

“The healthier biscuits subcategory is growing by 2% and accounts for 24% of the total biscuit market,” says Monde-

25 FEBRUARY-9 MARCH 2020 betterRetailing.com

25

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lez’s trade communications manager, Susan Nash. “In fact, it has contributed to more than half of the total category growth in the past two years.”

Kam Nijjer, Budgens Meriden, Coventry “BELVITA is a really big seller for us, but interestingly, it’s the multipacks and not the singles that sell the best.

We’ve got all the flavours and it’s office workers of all ages who are our best customers. Cakes and biscuit sales dipped after Christmas, but are getting better now. We do well with premium cakes from the Fatherson Bakery.

They’re £4.99 each, so it’s a higher price and margin, and they’re really popular.”

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Susan Nash, trade communications manager, Mondelez “THE average biscuit shopper is over 65 years old, but by offering a differentiated experience that meets their needs, the next generation of biscuit lovers can be attracted to the category. Oreo attracts younger consumers, with the average shopper aged under 45. The brand has growing frequency of purchase among 28-to-44-year-olds1. Core to the brand’s proposition are ‘family experiences’ and meeting the needs of consumers with busy lifestyles.”

Kantar Demographic Analysis, MAT to 14.07.19

1

top tips Five ideas to try in your store Cross-merchandise related categories If your customers are taking a break from work or need breakfast on the go, they are likely to want a hot drink with their purchase. Suddenly, you’ve doubled – or more – the price of their basket.

INDULGENT MOMENTS EVEN the strictest dieter wants to indulge themselves every now and then, and suppliers say this remains a key driver for sales in convenience. Lantmännen Unibake says that Portuguese custard tarts (or Pastéis de Nata) “remain the one to watch in 2020”, but elsewhere there is a return to more homely flavours.

“Traditional UK flavours are experiencing a significant resurgence, and we know that when it comes to Danish pastries, almost half of con-

sumers (48%) seek out traditional flavours,” says Kate Sykes, marketing manager, Lantmännen Unibake. “Acting on this insight, we expanded our Schulstad Bakery Solutions range with a Cherry Bakewell Plait, inspired by the brand’s bestselling Maple Pecan Plait.

“The Cherry Bakewell Plait allows consumers to enjoy the familiar flavours of a Cherry Bakewell in an exciting new way and is perfect for an on-the-go breakfast or an afternoon pick-me-up.”

Big brands are powerful Confectionery brands are moving into this category because their recognition and trust can be invaluable when launching a new product. Think about brand blocking to emphasise the big names you stock.

Work out which formats work best Just because you sell on-the-go products to busy customers doesn’t mean impulse formats are the way to go. Nijjer sells Belvita in multipack formats and finds customers prefer the bigger pack sizes.

UK flavours are on trend Let’s not get into politics, but, for whatever reason, it seems that traditional and nostalgic flavours are coming back with suppliers using combinations such as cherry and almond (the classic Bakewell) for new products.

We still want indulgence Health is a huge trend. In this category, however – and sitting alongside healthier options – is a wealth of indulgent products that are often premium and can attract high margins, so make sure you have a balance of both.

Your Guide Through Change

What is the 2020 Menthol Ban? 20 MAY

It’s the next phase of the EUTPD2 that first came into effect in May 2016.

From 20th May 2020, all menthol and capsule cigarettes will be banned from sale.

What should I do now?

As with previous legislation such as the Retail Display Ban, Plain Packaging and Track & Trace - those who prepare well will experience the least disruption to their business. You should continue to ensure the basic principles of category management are put into practice and make certain that you and your staff are aware of the impending changes.

How should I prepare?

Don’t wait for the ban to happen, be prepared.

Some adult smokers may choose to look for other alternatives including hand-rolling tobacco, such as the Sterling Rolling Tobacco range, cigarillos such as Sterling Dual Capsule Leaf Wrapped, the Logic vaping range or Nordic Spirit nicotine pouches.

Knowledge is key Retailers should ensure that they and their staff are aware of the details surrounding the upcoming ban. They should also be familiar with the alternative options available after the ban, and confident in their knowledge so that they are able to support their existing adult smokers.

Communication is crucial Existing menthol and capsule cigarette smokers might have questions about the ban. Ensure staff are knowledgeable so that they are able to answer these questions with confidence.

Focus on competitive pricing Price will remain a key factor for existing adult smokers when choosing where to shop for tobacco. JTI recommends selling at RRP or below to maximise sales and avoid lost custom1.

Maintain full availability & range The popularity for menthol and capsule segments continues to grow, with capsule now responsible for 17.2% of total cigarette sales in the UK2, representing a key profit opportunity. You should maintain full availability and range, stocking key brands, to ensure you meet the needs of existing adult smokers pre-May 2020.

1. Retailers are of course free to sell JTI products at whatever price they choose.

2. IRi Market Place, Volume Share, Total RMC, Total UK, Sep 2019.

“JTI is committed to supporting you during and after the implementation of the Menthol Ban and will be on hand to help you over the coming months, providing support and guidance through a number of channels. Following the implementation of the ban, JTI will continue launching innovative new products that are in line with consumer demand.”

Mark Yexley, Communications Director, JTI UK

Where should I go for support?

JTI will continue to support retailers via JTI Advance and our newly launched Menthol Ban microsite www.jtiadvance.co.uk/MentholBan2020 Our sales force will also provide regular updates and advice to retailers about changes to the tobacco category.

What should I do with leftover stock?

JTI will exchange stock held by retailers as part of its standard 12 week call cycle.

For now though, JTI’s advice is to rotate stock, maintain full range and availability in order to continue to benefit from the profitability of this category.

Retailers and consumers should not be tempted by illicit Menthol or Capsule alternatives as this invites criminality into our communities and funds serious and organised crime. To see the other work JTI is doing to combat the illicit trade, visit www.jtiadvance.co.uk/DontBeComplicit

Any questions?

Scan the code to the right with your smartphone camera to access www.jtiadvance.co.uk/MentholBan2020 Or speak to your JTI sales representative.

CATEGORY ADVICE BEER

28

BEER TO STAY From craft ales to price-marked packs, TOM GOCKELENKOZLOWSKI takes a look at the new trends and traditional top performers shaping the beer category

BEER REVOLUTION BEER was traditionally a staid category, far too sensible to go in for trends and change – but that world has long gone. Craft beers, new flavours, and lowand no-alcohol brews are all creating a revolution in this core convenience category, and it can be hard to keep up.

“With so much choice, it is important retailers ensure their ranges prioritise brands customers trust,” says Hannah Dawson, off-trade head of customer category at Diageo.

Making sure their ranges

keep pace with consumers’ changing demands is a lot of responsibility for the big brands, though.

Retailers need to keep track of the latest trends and the products suppliers are releasing to meet these new demands.

At the same time, it’s crucial to select what is selling well, whether it’s big brands or price-marked packs.

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Nishi Patel, Londis Bexley Park, Kent

“LONDIS always has an offer on. We do a lot of promotions and also sell a lot of price-marked stock. Beer is solid for us. All of our larger bottles are on a two-for-£5 deal and we do three for £5 on the ales. Big boxes sell best for us, though. I’m not sure if this is because people are being more social or whether they’re attracted by the value.

“Craft beer is important, but it hasn’t gone as well as I’d expected it to. We stock small cans and try to make sure we can put them in as part of the three-for-£5 deal with bottles of ales.”

25 FEBRUARY-9 MARCH 2020 betterRetailing.com

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WORLD BEERS “BOTTLES sell well and particularly more premium beers such as Birra Morreti and Peroni,” says Sarj Patel, of Pasture Lane Stores near Loughborough.

“There’s a lot of young couples nearby and they don’t mind spending a bit more because they’re saving money compared to going out,” he says.

Patel also points out that with these beers come sales of crisps and snacks, and potentially other drinks such as

specialist gins and wine – all adding to the average basket spend of these beer shoppers.

Note, however, that these are not craft beers Patel is talking about, but international brands.

It’s a trend Midlands retailer Vip Measuria has also noticed in his store. “We started stocking Prahva and I didn’t think it would sell. But we’ve got a pub near to our Draycott store and it had it on tap. Suddenly,

Prahva really started selling well he says,” he says.

With this competition developing into a potential headache for more established brands, some are deciding to focus product development and marketing campaigns on stealing back market share.

A current campaign for Carlsberg Export, for example, explicitly claims: “Consumers say they prefer [Carlsberg’s] premium lager, Carlsberg Ex-

port, to competitors Stella Artois and Peroni.”

Meanwhile, premium UK beers are keeping up, and Asahi has announced that the Meantime range – celebrating its 20th anniversary in 2020 – will be launching new four-pack formats across the range.

top tips

VALUE IS VITAL

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Hannah Dawson, off-trade head of customer category, Diageo “CRAFT beer has energised the beer category. Demand has increased for a wider range of flavours, quality and brands with authentic credentials. With 1,937 beer and cider brands introduced to the market in the past three years, this has brought more excitement from consumers.

“People are becoming more discerning with their drinks choices and are placing a higher importance on premium brands. They are also open to stepping outside of their comfort zone, trying new and interesting flavours to expand their beer palates.

“I’D say 90% of my beer is price-marked now,” says Sarj Patel, who is happy to take a small hit on margin if it increases sales. “We stock 330ml and 660ml bottles alongside cans, and they’re all price-marked.”

Vip Measuria says mainstream brands have begun to mirror confectionery brands’ move to large formats as discounted multipacks have got nearer the price of a single can. “Customers think, ‘Why not buy that slab of large chocolate, why not buy those four cans,’” he says.

Elsewhere, retailers report that multibuy deals are now essential when driving sales of bottled ales or craft beer cans.

Price-marking and promotions aren’t the only strategy open to the biggest brands, however. Heineken will be appearing front and centre in many living rooms this summer as it takes on its role as official beer of Euro 2020.

The final is being played in Wembley and it’s likely to create memories of Euro ’96 for many – increasing beer sales.

Five ideas to try in your store Premium brands are key Top-quality products from around the world are vying for positions in retailers’ fridges as customers don’t mind spending more for the right taste. They can also give you a point of difference, making your range stand out.

Price-marking is vital Across all beer formats, the PMPs are continuing to provide trust and value to consumers who need it more than ever. If value is key for your shoppers, make sure you have price-marked cans and bottles so they know you’re giving them the best price.

Low- and no-alcohol Huge growth in the on-trade suggests this trend is not going anywhere. Luckily, the products available are better than ever. Now is the time to be trialling low- and no-alcohol options in your store if you haven’t already.

Nights in make a difference As shoppers choose Netflix over the pub, convenience stores are benefitting with beer shoppers who are less price sensitive. Drive home this opportunity by cross merchandising beer with large sharing bags of savoury snacks, such as crisps and nuts.

Football is coming home With a few games and the final of Euro 2020 being played at Wembley, this summer is likely to be a huge one for beer sales. Start planning now how you’ll drive extra sales.

LOW- AND NO-ALCOHOL DRY January may be over, but that will not stop the continued lowering of Britain’s national alcohol tolerance. In fact, we’re all reaching for lower-alcohol alternatives – so much so that pub chain Green King reported a 58% jump in sales of low- and no-alcohol beers in the past year alone.

“The low- and no-alcohol category is another area that has seen a significant boost in the off-trade in recent years, and Guinness successfully capitalised on this growing trend in 2018 with the launch

of the non-alcoholic Open Gate Brewery Pure Brew,” says Diageo’s Dawson.

Other brands that have launched in the market include Heineken 0.0, Peroni Libera, Becks Blue and San Miguel 0.0.

Not only has the demand for these products risen in recent years, but the quality has, too, with craft beer brands producing on-trend alcoholfree beers alongside the rest of their portfolios.

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Tim Clay, managing director, Asahi “HOW retailers merchandise and display their core beer range can influence consumer purchasing decisions.

Premium brands must be placed in prime positions to attract consumers, and putting these brands at the top of displays at the eye-level of consumers will encourage purchase and help navigation.

“Placing trade-up alternatives next to your core beer brands will deter consumers from trading down if their first preference is not available.

“Ensuring your range encompasses the full suite of premium beer is crucial to this and can have a significant impact on sales.”

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The sustainability issue: get ready, and get ahead

The Retail Success A MUST-READ FOR PROFIT-DRIVEN INDEPENDENT RETAILERS

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SUSTAINABILITY

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PLUS • Learn how to easily manage your overheads, reduce waste and recycle efficiently • Expert viewpoints from innovative retailers and suppliers • Actionable tips on sustainability topics ranging from self-service snack dispensers to deposit return schemes and plastic alternatives • Supplier directory enabling you to discover the products and services you need

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PROFILE

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25 FEBRUARY-9 MARCH 2020 betterRetailing.com

RETAILER PROFILE BOBBY MANN BEST-ONE STAINBECK Location: Best-one Stainbeck, Chapel Allerton, Leeds Size: 1,800 sq ft Staff: Seven Hours: Mon-Sat 6am-10pm, Sun 7am-10pm

‘CHANGE HELPS YOU STAY COMPETITIVE’ MEGAN HUMPHREY AFTER undergoing a re�it nearly two years ago, Bobby Mann’s Best-one Stainbeck has become a �lagship store for his symbol group.

This isn’t an accolade given lightly, but with over 30 years’ experience, it’s no surprise he was considered the man for the job.

“We underwent the re�it nearly two years ago,” explains Bobby. “We were approached

by Bestway, which told us we were entitled to a rebate to help us with a full shop re�it, so we went along with it.

“Bestway gutted absolutely everything. We had to shut the whole store down and move it into a container to keep it going for customers.

We have become one of its �lagship stores, and often get people come and view it to see if they want to become a part of the symbol group.”

As part of the transformation, a bakery and food-togo offering has helped boost footfall by 30%. “In the morning, we offer freshly baked bread and pastries, and the customers like it,” says Bobby.

“We have ovens in the back, which means we can heat

products up and put them out throughout the day. We also now offer a great range of craft beers, which have become popular. Initially, someone dropped stock off once a week, but now they come three times a week because the beers are �lying off the shelves. The cans sell for £4.50, on average.”

Prior to the re�it, Bobby employed two staff members, but has since had to add �ive more to keep up with the increased number of customers.

“Before, we could manage the shop ourselves, but it got to a point where we couldn’t leave the till for a moment,” he explains. “Now, there is up to two staff on the shop �loor at any one time.”

Continuing to go above and beyond for his community has allowed Bobby

to remain the go-to store for a lot of local residents, despite competition.

“I took over the running of the shop from my family when I was 18. The majority of shops have closed down since then,” he says. “There used to be a newsagent opposite me that shut down, but I took on their newspaper rounds. It became a pet-grooming shop, but changed hands a number of times and is now empty.

WE HAD TO SHUT THE SHOP AND MOVE IT INTO A CONTAINER FOR OUR CUSTOMERS TO USE

“A lot of our customers are elderly and we have always offered a personal delivery service. They will ring up and tell us what they need and then someone will either drop it off on foot, or in the car.”

Even when a Sainsbury’s Local opened over 15 years ago, Bobby vowed to not let it affect him.

“When the Sainsbury’s opened near me, I started doing promotions to compete, so it didn’t really bother me,” he says. “We don’t price anything above them, either.”

Bobby stresses the need to always try to make new ideas work despite limitations. “We want to start offering pick and mix, and I know it will work well, so it’s about making the room,” he says.

“Bestway has been great at allowing me to talk through potential ideas that I have.

I’ve also found it really useful to share ideas with other shopkeepers on a WhatsApp group.”

For more pictures of the store, go to betterRetailing.com/ best-one-stainbeck

promotions 1 Use to stay ahead “We put on monthly promotions to try and make more money. We want to bring in more promotional bays in the future, as these encourage customers to come in,” Bobby says. heart of 2 Beyourthecommunity “We often support local charities by displaying their donation boxes on our countertops,” Bobby explains. “This also enables us to build up a rapport with our residents.” be afraid to 3 Don’t try new ranges “We offer craft beer cans, and they have been flying off the shelves.

We have had to get them delivered more regularly to keep up with demand,” he says.