Retail Express - 28 July 2020

HOW TO KEEP YOUR DISPENSERS COMPLIANT The Petrol Retailers Association shares best-practice tips for your forecourt 2020 28 JULY-10 AUGUST betterRetailing.com

RETAILER ADVICE DISPENSERS

P19 19

DISPENSING N INFORMATIO rt. DARYL ount to any forecou on Dispensers are paramout how you can make sure you’re logy WORTHINGTON findsand making the most of new techno top of maintenance

KEY CONCERNS

28 JULY-10 AUGUST 2020 STRICTLY FOR TRADE USERS ONLY

we Over the next two pages, Asenvironmental Petrol Retailer of being and safety, play speak to the about BEYOND the obvious custom- and legal issues at sociation’s Phil Monger the tools that allow it comes to dispenser the standards to follow and how their cars, when . in your business, ers to put fuel into point of in- maintenancemany retailers will to meet them Technology’s dispensers are a Although shoppers. agree- while Henderson makes the case teraction with your have maintenance maintained, likely in place, that doesn’t Kristine Moore dispensers into If they’re not well picture of ments certain for integrating best it paints a bad mean they don’t have main- your EPoS to achieve the for ies your business. results for your business. course, key responsibilit standards.

More seriously, of health taining certain there are major

WIDER INTEGRATION ability to incidents, and the management off the pump it “Wetstock refund fuel back to busiAS running a forecourtcompli- helps you to detect fuel losses was released from. ness becomes more to have from leaks, theft or delivery spot maintenance cated, it makes sense integrated shortages, and future-proof early your dispensers EPoS sys- issues changes in compliance into the wider managing against tem to help with requirements.” intesales data.

Having dispensers techsystem EPoS an Kristine Moore, retail at grated into ts nology channel managersays can have a number of benefi adopting a holistic Henderson Technology, EDGEPoS for retailers their business. For to that the company’s across all approach according to Moore, system can deliver needs. instance, system allows of a retailer’s business can the EDGEPoS changes to be price “What’s more, retailers integra- fuel pump till, reporting of also benefit from fuel at the manage- made and drivetion and wet-stock ‘no means to pay’ ment,” she says.

EXPERT

VIEW

Phil Monger, technical director, Petrol Retailers Association

HOW RETAIL EXPRESS IS FIGHTING YOUR CORNER e installed at Dunningsbridg EDGEPoS has been Costcutter and branded Service Station, a forecourt in Liverpool

to consider is for every forecourt “AN important thing compliant with all regulations fully whether they are if that apply. recovery will be required “Stage-two vapour than three million litres of more the site is selling undergoing major per year and sites stage two petroleum spirit be required to install refurbishment will before the site reopens. defined in the legislation is nt “Major refurbishme in ensuring whether you will be assist and the PRA can definition or not. to as unsure exempted by the retailer who is in “I would advise any vapour recovery to have stage two Association whether they need the UK Petrol Retailers place on site to call visit ukpra.co.uk for more or on 0845 305 4230, information.”

• Police boss and MPs support our call for anti-crime grants for stores • Home Office minister reveals deadlines after being challenged over next steps on retail crime

P3 GOV’T GUIDELINE REMOVAL

COVID-19 ILLICIT TOBACCO

MOVING WITH THE TIMES

Retailers and staff criticise Tesco for removing social distancing measures

Trading standards warn councils are illequipped to deal with upcoming illicit spike

How three retailers are responding to short on-sale dates during the pandemic

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BACK PAGE

our say

Megan Humphrey, editor

The five biggest stories this fortnight 01

We are taking steps to reduce crime for you to

Tesco blasted for dropping social distancing measures

MEGAN HUMPHREY LAST week, I was lucky enough to give a presentation to the All-Party Parliamentary Group on retail crime.

I would like to give a massive thanks to the NFRN’s head of political engagement, Adrian Roper, for making it happen by giving me the opportunity to discuss the results of Retail Express’ retail crime survey.

I already knew a number of important figures were dialing into the meeting, but I became a little nervous when I found out crime minister Kit Malthouse would be joining.

Despite leaving before I took the floor, I was able to challenge him over some queries I had regarding the Home Office’s retail crime consultation response.

I went on to share the results from our survey with the rest of those in attendance, as well as outline our next steps on how we intend to secure government funding to help retailers invest in better security measures.

It was a proud moment to be given the chance to put your biggest crime concerns to those who I WON’T BE have the power to make change.

STOPPING UNTIL I received a great level of supI SEE SOME KIND port from chair of the group MP Steve McCabe, and police and OF FUNDING crime commissioner Katy Bourne, making all the work I’ve put in since the start of the year worth it.

However, rest assured, I won’t be stopping until I see some kind of funding released to retailers to make them feel safer doing their job.

This is a small, but very important step in the right direction.

RETAILERS have hit out at Tesco for reportedly removing social distancing measures in their stores, creating confusion among customers.

Anita Nye, of Premier Eldred Stores in Orpington, Kent, told Retail Express: “The Tesco near us is no longer adhering to social distancing measures. They aren’t

monitoring how many people they are letting in the store at one time, and have removed their one-way system.”

She added that, as a result, customers have become more aggressive in her store.

“Customers have approached us demanding to come in because they don’t have to queue at Tesco anymore,” she said.

“This will de�initely lead to us losing customers because

nobody will be willing to wait to come into our store.”

A comment from a Tesco staff member online revealed: “It seems Tesco has just dropped everything and is pretty much back to normal.” Another added: “They have done away with the one-way system and regulated entry.”

In response to the claims, a Tesco spokesperson told

Retail Express: “We have reviewed the social distancing measures in our stores to ensure that they are in line with the latest guidance and that everyone can continue to maintain a safe distance.”

The comments came in the same week prime minister Boris Johnson announced the mandatory wearing of face masks in small shops in England from 24 July.

FOR MORE ON HOW WE INTEND TO SECURE GOVERNMENT FUNDING, SEE PAGE 3 @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 3357 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

Editor – news Jack Courtez @JackCourtez 020 7689 3371 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355

Editor – insight Chris Dillon @ChrisDillonNT 020 7689 3379

Director of sales and marketing Matthew Oliver 020 7689 3367

Account manager (new business) Jimli Barua 020 7689 3364

Senior account director Charlotte Jesson 020 7689 3389

Sales support executive Michela Marino 020 7689 3382

Senior account manager Natalie Reed 020 7689 3372

Managing director Parin Gohil 020 7689 3375

Account manager Adelice Tatham 020 7689 3366

Reporter Alex Yau @AlexYau_ 020 7689 3358

Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler.

Published by: Newtrade Media Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600

Free school meals

INDEPENDENT convenience stores in low-income areas have campaigned for more support from the government on its free school meal voucher scheme.

According to industry sources, the Department for

Education failed to respond to offers to help families access the scheme through local shops.

Costcutter, Spar, Paypoint and Nisa said they were ready to play a part in the scheme.

03

Sainsbury’s expansion

SAINSBURY’S is expected to had already opened. A Sainsopen 22 On the Go sites in part- bury’s spokesperson said: nership with forecourt group “The range has been tailored for customers on the move Euro Garages.

Posts on social media sites and includes ready-to-eat LinkedIn and Twitter revealed products, food to cook at home stores in Port Talbot, More- later, household, beauty and cambe, Leeds and Wiltshire pet products.”

Digital content editor Jody Porter 020 7689 3378

Management accountant Abigayle Sylvane 020 7689 3383

Production coordinator Nadeem Masood 020 7689 3368 Subscribe online at newtrade.co.uk/our-products/ print/retail-express. 1 year subscription: UK £65; overseas (EU) £75; overseas (non-EU) £85

02

47,895

For the full story, go to betterRetailing.com and search ‘free school meals’

04

Covid ‘tough talks’

“TOUGH conversations” are expected to take place between suppliers and convenience wholesalers as lockdown ends, according to new research by the Advantage Group.

General manager Julia Pascu explained how, despite mostly

Audit Bureau of Circulations 1 July 2018 to 30 June 2019 average net circulation per issue

Reproduction or transmission in part or whole of any item from Retail Express may only be undertaken with the prior written agreement of the Editor. Contributions are welcome and are included in part or whole at the sole discretion of the editor.

Newtrade Media Limited accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. No warranty for goods or services described is implied.

For the full story go to betterRetailing.com and search ‘advantage group’

positive feedback, some suppliers complained a minority of wholesalers had “put pressure on suppliers to supply more than their fair share of stock”, while also showing a “lack of understanding of the challenges faced by suppliers”.

05

Promotions ban

BORIS Johnson is expected to introduce legislation that will ban promotions on unhealthy products, according to new reports.

This is not the �irst time the government has threatened to impose such action, however,

the ACS has urged the government to exclude stores under 3,000sq ft from restrictions on placement, if the rules are implemented. They warned of practical and operational challenges if imposed in convenience stores.

@retailexpress facebook.com/betterRetailing

28 JULY-10 AUGUST 2020 betterRetailing.com

megan.humphrey@newtrade.co.uk 020 7689 3357

Retail Express’ crime grant call secures support MEGAN HUMPHREY MP Steve McCabe and police and crime commissioner (PCC) Katy Bourne have pledged their support for grants for independent shops to improve store security.

The comments came at an All-Party Parliamentary Group (APPG) on retail crime last week.

The event featured a presentation by Retail Express on the challenges faced by independent retailers and outlined the case for new funding from

the government to tackle crime through greater investment in store security measures.

Speaking at the event, Retail Express told attendees: “Our crime survey categorised 16% of retailers as being ‘high risk’, after reporting they experience 10 or more assaults, or threats, per year.

“A grant of £22.5m would be needed to help those retailers invest better. In order to help every retailer across the country, a grant of £4,273 per store would be required as shops have

reported that they could only afford 25% of the cost themselves.”

APPG chair McCabe backed the campaign, but stressed the coronavirus might cause dif�iculties.

“As a basic principle, this is a really good idea, but it might not be so easy in the current climate,” he said.

“It’s worth us looking into this as a group and seeing how we can provide support.”

During the meeting, crime minister Kit Malthouse gave an update on the Home Of�ice’s retail

crime consultation results.

Despite outlining how the National Retail Crime Steering Group intends to help reduce retail crime, he initially failed to provide a timeline of when the work is expected to be actioned.

When challenged by Retail Express, Malthouse’s of�ice revealed it would “have output delivered by the end of the year”, but this was dependent on those they are relying to do the work being able to do so.

PCC Bourne reinforced how she will be working, alongside of�icers to make

it easier for businesses to report crime quicker over the next year.

£1,000

25 hours

reward for stores per furloughed staff member still employed in January

The government wage contribution for new hires on universal credit

New VAT rate on hot food and hot drinks sold in stores

given for each new apprentice under 25

express yourself “I think this is a good thing, but customers have been asking why the government has taken so long to enforce it. However, there are reports that a second wave in winter will be much worse than the first if it happens, so this is a good precaution. We have vulnerable customers who come into the store, and the increased enforcement of face masks can help protect them and others.”

Sunder Sandher, One Stop working with Royals, Leamington Spa, Warwickshire

the column where you can make your voice heard

BESTWAY: Financial support given to suppliers has helped Bestway avoid inflationary pressure on its pricing. The wholesaler’s managing director, Dawood Pervez, said its prices had remained stable due to suppliers being paid ahead of time.

“We have worked hard with our suppliers to support their own cash-flow issues and help them build stock,” he said.

BIG ISSUE: The Big Issue has revealed plans to continue its partnership with independent retailers. Managing director of publishing and business development Russell Blackman said: “The Big Issue exists for our vendors and we’ll never undermine sales from a vendor, but we will continue to work with retail and the supply chain.”

Kit Malthouse

How will the government’s summer statement impact retailers?

£2,000

GOOD WEEK

For the full story, go to betterRetailing.com and search ‘Big Issue’

SUMMER STATEMENT 2020

5%

BAD WEEK STATIONERY: Book and stationery chain Eason will not be reopening its Northern Ireland stores as a result of the coronavirus. The company, which operates more than 60 shops across Ireland, has had the seven affected stores closed since 23 March. A spokesperson added that the likelihood of a hard Brexit brings greater uncertainty.

TOBACCO: Retailers have claimed that tobacco suppliers have left them with non-compliant menthol tobacco after ignoring requests to buy back or swap stock. Natalie Lightfoot, of Londis Solo Convenience in Glasgow, said: “We have got non-compliant stock and menthol cigarettes to go back to BAT, but there has been no contact.”

For the full story, go to betterRetailing.com and search ‘tobacco buy back’

How will the mandatory wearing of face masks in shops impact you?

“MY staff members have begun wearing face shields in store and this not only helps protect them, but also communicates the message about the regulation to customers. Retailers and their staff have worked so hard to serve the community, so it’s only right there are further regulations in place to look after their well-being. We’ll have posters around the store notifying customers about the requirements and the potential fines they could face.”

Samantha Coldbeck, Premier Wharfedale, Hull

“THIS is a positive move and we’ll be putting posters around the store to remind customers. We’ve not really had much trouble about face masks or social distancing before, but it’s best not to increase the risk by making it awkward when a customer doesn’t have a face cover.

We’ll ask them to cover their face with clothing. If not, we will happily give them a mask where we can because it protects everyone. Safety is the most important thing.”

Ketul Desai, Nisa The General Store, north London

Do you have an issue to discuss with other retailers? Call 020 7689 3357 or email megan.humphrey@newtrade.co.uk

03

Samantha Coldbeck

NEWS

04

28 JULY-10 AUGUST 2020 betterRetailing.com

Councils fear Covid-19 illicit rise JACK COURTEZ SENIOR trading standards officers and politicians have warned councils are underequipped to deal with rising illicit trade due to the coronavirus pandemic.

Speaking at an anti-illicit trade parliamentary group meeting on 7 July, Oxfordshire County Council tobacco control officer Russell Sharland warned: “Local author-

ity trading standards are frontline enforcers against counterfeit goods, but since 2010 have seen 50-60% of their budgets cut.

“Due to Covid-19, local authorities are already reporting significant shortages in income, if this results in further cuts to trading standards this will undermine efforts against the illicit trade.”

The concerns came as other participants outlined how

the crisis had reinvigorated the illicit trade.

Expert advisor to the group Steve Carden told MPs in attendance that “a disparity between supply and demand” had created opportunities for criminals in categories like personal protective equipment (PPE).

However, despite a YouGov survey finding that 2.4 million smokers were cutting down due to Covid-19

concerns, many store owners said they had seen rising tobacco sales due to illicit supply being cut off in their local areas.

JTI’s fiscal and regulatory affairs manager, Ian Howell, explained: “Two potential reasons for this could be that UK smokers have not been able to bring back cheaper products from abroad, and criminals have also found it harder to import and

distribute illegal products.”

Howell added that JTI was calling for fixed duty-free personal allowance limits for passengers of 200 cigarettes, or 250g of rolling tobacco post-Brexit in a bid to protect UK tax revenues and legitimate retailers.

For the full story go to betterRetailing.com and search ‘illicit’

Face mask warning in cash and carries MANY cash and carries will be requiring the mandatory wearing of face masks after the law change in England on 24 July.

Staff from Booker, Dhamecha and Bestway depots in England said they would be enforcing the rule. Although it isn’t a legal requirement in trade-only depots, different wholesalers are operating different policies.

Scottish Wholesale Association chief executive Colin

IN THE AUGUST ISSUE OF VAPE RETAILER

Smith said: “There was a lack of awareness among retailers and some have been caught out.”

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• Staying safe How to make sure you are only selling vaping products to adults 39.5% of independent news and convenience retailers believe the importance of the vape category in their shops is set to increase over the next six months*. Stay ahead with Vape Retailer

Order a copy from your magazine wholesaler today or call Kate Daw on 020 3871 6490 To advertise in Vape Retailer, contact Matthew Oliver on 020 7689 3367 Follow us @Vape_Retailer *Newtrade Media research in association with KAM Media, June 2020. Survey of 295 retailers representing 500 independent convenience stores

JAY’S Budgens in Brockley has been awarded the ‘Top Community Kingpin’ award by Time Out magazine for its support to food banks and local suppliers during the pandemic.

Beating six other businesses to the top, owner Jay Patel said: “The store has been here for 40 years and that would not have been possible without the community’s support. We donated hot food to go alongside tea and biscuits to six hospitals, food banks and churches nearby.”

Well-being app fails to recognise independents ONLINE healthcare company Headspace has said it is “continually assessing” ways to make its services available for free, following criticism from retailers.

Independents hit out at the company for failing to offer them discounted rates given to other essential workers during the coronavirus pandemic.

Lancashire retailer Sophie Towers said: “It was a shame to see supermarket workers made the list, but independents didn’t.”

Headspace’s general man-

ager for Europe, Renate Nyborg, responded: “We are continually assessing ways to make Headspace available to as many people as possible.”

PRODUCTS

06

McVitie’s launches V.I.Bs PRIYANKA JETHWA PLADIS is investing in its ‘everyday treats’ range, worth £151m, with the launch of McVitie’s Very Important Biscuits, also known as V.I.Bs. The range will be available in Classic Caramel Bliss, Heavenly Chocolate Hazelnut and Luscious Blood Orange varieties, with each biscuit topped with caramel and chocolate.

The supplier said it aims to become the bestselling range in the biscuit aisle within its �irst few years on shelf. It will be available from Booker, Nisa, Sugro wholesalers, One Stop, Spar and Bestway from August, with an RRP of £1.79.

Emma Stowers, McVitie’s

brand director at Pladis, said: “We’re seeing a huge opportunity to encourage shoppers to trade up. But, at present, shoppers on the lookout for special biscuits are probably having to spend up to 200% more than they do on everyday treats, so we’re setting the RRP for V.I.Bs competitively, providing even more incentive to trade up, but at the same time making them affordable enough to enjoy on a regular basis.”

Pladis will be supporting the launch with a social media campaign, with the strapline ‘Very important biscuits, very hard to describe’. This will be followed by outdoor, digital and radio advertising.

28 JULY-10 AUGUST 2020 betterRetailing.com

Super Noodles launches bigger pots PREMIER Foods is rolling out larger 100g pots of its Batchelors Super Noodles range, following the launch of its Pasta ‘n’ Sauce Big Pots last October.

The new format comes in its bestselling Chicken, BBQ Beef and Curry �lavours, and the supplier said it is designed to help meet the demand for �illing meals, with the quick meals category growing by 16%.

The pots are pricemarked at £1.49. The supplier said larger pots tend to be bought by younger consumers, predominantly men, versus the core range.

Samuel Wynn & Co DCS Group highlights New sandwich range joins TWE wine range its top cleaning range from James Hall & Co DCS Group has highlighted key items convenience retailers should stock to keep shoppers loyal as lockdown restrictions ease.

These items include specialist cleaning products, such as limescale remover, air care, dishwashing, laundry and fabric conditioner.

The company also said retailers should invest in creating a dedicated antibacterial bay.

Clare Bocking, chief commercial of�icer at DCS Group, said: “Our research shows that the cleaning activity in homes is going to continue to grow. If retailers focus on providing a good range of these products in a visible place in store, it will reassure shoppers that convenience

TREASURY Wine Estates (TWE) has extended its wine range in the UK with Australian brand Samuel Wynn & Co. The wine comes in two varieties, Samuel Wynn & Co Dice with Destiny and The Man From Nowhere, RRP £10. The supplier said it has been introduced to appeal to younger drinkers by coming in a whisky-like bottle.

Ben Blake, head of marketing for EMEA at TWE, said: “It’s a brand aimed at millennials, and having seen strong growth with brands such as 19 Crimes, we felt this was a prime opportunity to further recruit this group into the wine category.”

sponsored

stores are putting health and safety �irst.”

Never miss a moment Pot Pasta gets a with Nordic Spirit protein and PMP lift JTI has unveiled a new look and �lavour, as well as price-marked packs (PMPs), for Nordic Spirit, a 100% tobacco-free nicotine pouch brand, with a 90.5% market share.

Nordic Spirit is a convenient and discreet nicotine product that can be used in situations where smoking or vaping might not be possible.

Already available in Mint and Bergamot Wildberry �lavours, the range has been extended to include Elder�lower in 6mg and 9mg strengths.

Nordic Spirit has also unveiled changes to the design, resulting in a fresh new look, which is now available in PMPs with an RRP of £6.50*.

*Retailers are free to sell JTI products at whatever price they choose

UNILEVER is giving its Pot Pasta range a makeover, with each variety now containing a source of protein.

This will roll out across its core �lavours, including Spicy Arrabbiata, Bolognese, Tomatoey Mozzarella and Creamy Carbonara.

Meanwhile, its Creamy Carbonara and Tomatoey Mozzarella varieties will now also be available in price-marked packs, with an RRP of £1.19.

SPAR wholesaler for the north of England, James Hall & Co, has refreshed its sandwich range with a new design and three �lavours.

The new sandwiches will include Simply Bacon, Mega Breakfast and Mixed Triple, which features a variety of bacon, chicken and ham sandwiches.

It will also be launching a selection of 12 sandwiches on three-week cycles.

Each cycle will include four �lavours, which will then be replaced with another four once the period has �inished.

The �irst wave of �lavours available will be Simply Chicken & Sweetcorn, Smoked Ham & Egg Sub, Spicy Cheese & Coleslaw and Curried Egg.

Cornitos launches in Wales and Scotland NACHO chip brand Cornitos is now available to convenience retailers in Scotland and Wales, after initially being launched in London and the Midlands.

Cornitos comes in a 70g sharing pack, pricemarked at £1, and is available in four �lavours: Lime & Mint, Barbeque, Thai Sweet Chilli and Peri Peri.

From this month, it will be available from United Wholesale Grocers’ depots in Glasgow and Gateshead, and Cardiff’s Global Foods, alongside Dhamecha Cash & Carry and Suma Wholefoods.

STOCK UP NOW!

From the UK’s

• Four tasty flavours people know and love • Taps into growing consumer demand for pasta-based hot snacks

Nielsen Retail Measurement Service for the Mini Meals - Pots segment for the 52-week period ending 28/12/2019

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PRODUCTS

08

M&M’s new Hi Protein bars MARS Consumer Drinks & Treats is launching a protein range under its M&M’s brand, with Hi Protein Chocolate and Hi Protein Chocolate Peanut bars.

The bars form part of the company’s sports nutrition range. They contain 15g of protein and 192 calories, and are designed for consumers looking for onthe-go snacks.

The bars have an RRP of £2

and are available to convenience retailers now.

Michelle Frost, general manager at Mars Consumer Drinks & Treats, said: “We continue to see all major supermarkets quickly expanding their protein bar ranges, with taste and brand trust playing vital roles in driving increased demand, as health and well-being continues to be one of the fastestgrowing trends.”

Earlier this year, the supplier expanded its Twix range

DEAD Man’s Fingers is expanding its rum range with Lime, Raspberry, Passionfruit and Hazelnut varieties, RRP £22.

The supplier said it is the number-one premium rum brand contributing to total rum growth.

Sam Caulfield, brand manager for dark spirits at Halewood Wines & Spirits, said: “Rum drinkers are adventurous and keen to experiment with new flavours.

“Lockdown has also seen consumers becoming more willing to try new alcoholic drinks. However, trusted brands are still important, with 82% of consumers preferring to try new flavours from a trusted brand first.

“Our new range has been developed to reflect the latest flavour trends, while also tapping into the popularity of the UK’s most-loved cocktails and turning them on their heads.”

PRIYANKA JETHWA

with protein powders, as well as making its Snickers Hi Protein Peanut Butter bar a permanent line following an

initial limited-edition launch.

Frost added: “We are confident that both M&M’s bars will be in similar demand.”

Keeping Costa Coffee cans front of mind COCA-COLA European Partners’ (CCEP) new campaign for Costa Coffee is designed to fuel the growth in the readyto-drink coffee category.

The brand will be giving away 50,000 sample boxes, containing two cans, and a mocktail and cocktail recipe, while another 100,000 cans

will be given away at parks.

Simon Harrison, vice president for commercial development at CCEP, said: “The latest campaign will keep the brand front of mind with coffee drinkers during the key summer months, helping to drive additional sales for retailers.”

Dead Man’s Fingers extends rum range

Planning your new working environment?

COVID-19 has undoubtedly affected us all, so getting your business up and running safely is the number one priority.

We’ve successfully operated throughout the pandemic and are on hand to help give you the best advice and support to ensure your working environment is safe and ready to trade.

Email: businessservices@bigdug.co.uk

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THE LOGICAL GUIDE TO VAPING

In partnership with

VIEW

THE LOGICAL GUIDE TO VAPING

Jey Sivapalan, 1 Stop Convenience (Go Local), Derby

THE FUTURE OF VAPING In the final chapter of a six-part series, RETAIL EXPRESS teams up with JTI to find out what the future holds for the vaping category and how retailers can make the most of the opportunity

WHAT’S NEXT? custom. Nick Geens, head of Logic and reduced-risk products at JTI, says: “There is a big opportunity for retailers to become a destination for vapers.

Retailers must recognise which products are proving popular with existing vapers to meet customer demand.”

Although it’s hard to predict how trends will affect your store, JTI expects pod mods like Logic Compact will continue to be popular. “Closed tanks is the fastest-growing segment within the category1 and is the best option for retailers to suggest to new cus-

tomers,” Geens explains.

Nicotine salts are also set to grow. Products such as Logic Compact Intense aim to offer consumers a smoother and more intense nicotine delivery, and with shoppers looking to experiment, they’re a muststock for retailers.

THE EFFECT OF THE BAN SINCE the ban came into effect, retailers have reported an influx of shoppers trying vaping products, as well as switching to roll-your-own tobacco (RYO) and menthol accessories.

Retailers need to stock a wide range of vaping products to meet the needs of ex-menthol smokers who are looking for alternatives. Jey Sivapalan, from 1 Stop Convenience (Go

Local) in Derby, has educated his team on the compliant products available.

“Tobacco accessories have had the biggest sales increase, but customers are experimenting with vaping products as well,” he says.

To help retailers meet their customers’ needs, JTI’s Logic Compact range includes nine menthol flavours and Logic Epiq includes five menthol flavours,

including Peppermint and Berry Mint. Menthol-flavoured e-liquids are a great starting point for menthol smokers switching to vaping, and JTI expects this will continue to grow over the coming months.

“Once shoppers are converted, they may start to experiment with other popular flavours, like fruit,” Geens says.

Twenty per cent of shoppers say they are more likely

to choose a menthol-flavoured e-liquid, with 28% saying they prefer fruit-flavoured e-liquids2.

When merchandising your range, make sure to include a selection of menthol e-liquids and a variety of flavours in different strengths.

“Retailers must have enough knowledge about what’s on-trend so they can communicate this to customers,” Geens adds.

IRI Market Place, Unit Sales, Total E-Vapour Category, Total UK, Latest 3 Months to Mar 2020 vs Latest 3 Months YA) 2Kantar / Online One Tracker: Q1 2020

1

09

RETAILER

PART SIX

WHEN vape stores closed in March, convenience retailers experienced higher footfall and vaping sales. The challenge for retailers now is retaining these shoppers.

Offering a strong range that meets current and predicted trends is vital to driving repeat

28 JULY-10 AUGUST 2020 betterRetailing.com

“WE’VE had mixed reactions to the menthol ban, but we haven’t lost tobacco sales like I was expecting. Most of our customers have switched to RYO, while others are trying menthol e-liquids for the first time.

“We have customers still asking for menthol products, so we’re making sure to offer them alternatives, which helps to drive repeat custom. I’m currently training my team on the products we have to offer, including vapes and menthol alternatives – as well as working with customers to find out what’s best for them.

“It’s hard to predict where the vaping category will be in the next 12 months because it’s always changing. I expect that sales will continue to increase as shoppers experiment with what’s right for them, as well as cigarette and tobacco sales.”

JTI top trend predictions

Pod mods will continue to grow in popularity Products that meet this prediction: Logic Compact. Logic Compact is designed for on-the-go vapers because it’s small and easy to use. The device uses magnetic e-liquid pods that click into place. The Logic Compact starter kit includes everything shoppers need if they’re new to the category: a device, charger and a pack of pods. RRP £10 Nicotine sales will continue to provide a great profit opportunity Products that meet this prediction: Logic Compact Intense. Logic Compact Intense is part of JTI’s new nicotine salts range. The e-liquids offer consumers a smoother and more intense flavour and nicotine delivery. Berry Mint and Polar Blast are the two latest flavours to launch under the brand. RRP £5.99 Logic Epiq e-liquids. Part of JTI’s value range, Logic Epiq e-liquids have an RRP of £2.50-£2.99. Most recently, JTI launched new e-liquid flavours in its HVG and nicotine salts ranges, aimed to appeal to shoppers looking for more flavour. RRP £2.50-£2.99 Menthol-flavoured e-liquids will prove popular over the coming months Products that meet this prediction: Logic Compact menthol e-liquids. The Logic Compact range now includes nine menthol flavours, such as the recently launched Berry Mint and Polar Menthol (18mg). The wide range of menthol e-liquids helps retailers offer shoppers a broader choice of menthol vaping products. RRP £5.99 Logic Epiq menthol e-liquids. The Logic Epiq range features menthol flavours, such as Peppermint and Berry Mint (18mg). The 70/30 e-liquid range (3mg) is available in a Mint Royale flavour. RRP £2.99

For more advice and insight, go to JTIAdvance.co.uk

PRODUCTS

10

IAA #COMMUNITYSTARS

Trio of new Cadbury blocks MONDELEZ International has unveiled three new limited-edition Cadbury Dairy Milk bars, created by this year’s Cadbury inventor finalists.

The limited-edition varieties include Gillian’s Cadbury Dairy Milk Coconutty, Shannon’s Cadbury Dairy Milk Crunchy Honeycomb and Taylor’s Cadbury Dairy Milk Out of the Blueberry.

All come in 105g blocks with an RRP of £1.49. As part of the campaign, consumers will be asked to vote online, and through the brand’s social media pages, for their favourite variety.

The flavour with the most votes will then be added to Cadbury’s permanent range.

Beatrice Berutti, Cadbury tablets brand manager at Mondelez International, said: “The Cadbury inventor competition is back for its second year and we couldn’t be more excited for retailers to share these new Cadbury Dairy Milk flavours with the nation.

“The new range is set to be a real driver of footfall and excitement in store for retailers across the nation, and we can’t wait to see which bar wins.”

The three limited-edition bars are available now, and the winners will be announced in September.

KP Snacks rewards convenience stores

Ready-to-drink rum punch hits the market

‘LOCAL legends’ is KP Snacks’ new campaign designed to reward convenience retailers for their resilience shown through the pandemic.

To be in the chance of winning, retailers need to purchase singles formats of McCoy’s, Hula Hoops, Butterkist, KP Nuts, Skips, Space Raiders or Nik Naks, via select wholesalers and distributors, to

be entered into a free prize draw. The prize draw will run throughout August to October.

There are 40 prizes to be won worth £1,000 each, which will include £250-worth of KP Snacks products, £250 Love2Shop vouchers for staff and a £500 donation on their behalf to a registered charity of their choice.

COCKSPUR Rum Punch is now available to convenience retailers in the UK. The ready-to-drink (RTD) punch is designed to appeal to consumers looking for a premium rum punch with-out the hassle of making it themselves. It comes

PRIYANKA JETHWA

The Independent Achievers Academy (IAA) has launched an interactive #CommunityStars event to help retailers gain insight to improve their stores.

Manchester retailer Mital Morar shares his lessons

KEY TAKEAWAYS 1

2

3

To help his team stay up to date and actively collaborate on projects beginning to end, Mital uses organisational and planning tool Trello, and communicates with his team through Slack.

Mital writes monthly emails to his team to encourage them to ask questions about the business, as well as talk about any issues they are facing and help find a solution.

in 275ml and 1l glass bottle formats.

The supplier said it believes RTDs will be more popular now due to them being more hygienic to take out on a picnic or barbecue, compared to consumers mixing drinks themselves.

Social media and word of mouth is a huge aspect of Mital’s businesses. By replying to each message he receives personally, Mital has created a more personal approach with his customers.

MITAL MORAR’S TOP IDEA “Your team is your most important asset, so start with open communication and break down that relationship, earning and then nurturing their respect.”

Read the full article – and register to join us on 5 August for a virtual tour of Amrit Singh’s newly refitted Nisa Local High Heath, and to hear about his latest initiatives and future plans – at betterRetailing.com/mital-morarcommunity-stars

Craft beer gets a vitamin makeover

58 Gin launches hard seltzers with a twist

UNLTD is a new alcohol-free craft beer brand, with added vitamin B12, containing 23 calories per 330ml bottle.

The brand said by adding vitamin B12, which helps to support red blood cell forma-

58 GIN has launched a new gin-based hard seltzer, available in Raspberry and Pink Grapefruit flavours.

The cans have an RRP of £2.20 and come with an ABV of 4%.

Carmen O’Neal, managing director at 58 Gin, said: “Hard

tion, a healthy nervous system and cardiovascular health, it is aimed at younger consumers looking to cut back their alcohol intake.

The lager is available nowfor retailers to stock.

seltzers is a fast-growing category and it’s a space that will become very competitive, very quickly.

“We wanted to do something different from the start, which will appeal to consumers, and using gin as a base for our hard seltzer does this.”

LETTERS

28 JULY-10 AUGUST 2020 betterRetailing.com

11

BAY BASHIR

Letters may be edited

Belle Vue Convenience (Go Local), Middlesbrough

Now’s the time to catch up

‘Our home news delivery customers are frustrated’ ON Saturday, we missed nearly an hour of trading while �ielding frustrated phone calls from home news delivery customers because our papers arrived late.

The manager at Smiths News depot is fantastic and will always do whatever they can to help when we have an issue.

It’s clear the responsibility lies with the publishers and not the wholesaler.

Sport is frequently given as the reason for late deliveries by publishers, but we used to have sport decades ago when deliveries ran to schedule nearly all of the time.

If anything, technology should mean that as soon

as the �inal whistle blows, the reporter’s copy is ready for �iling, so it is less of an excuse than it was in the pre-internet era.

With publishers sharing lorries into wholesale, there needs to be �irmer rules around cut-offs so that one late operator does not hold up the entire delivery.

There should also be

TWEETS OF

transparency. If a publisher is holding up the supply chain, the store owners affected should be made aware of who is responsible so that pressure can be applied to have them stop letting down the rest of the industry.

David Lomas, Lomas News, Bury, Greater Manchester

THE WEEK

WIN £50-worth of Ribena Raspberry Rays

RIBENA is bringing a ray of sunshine to retailers’ chillers with the launch of Ribena Raspberry Rays. Scoring as Ribena’s best-tasting liquid ever in taste tests, the drink is set to be a hit this summer. Retail Express is teaming up with the brand to give five retailers the chance to win £50-worth of stock each.

TO ENTER Fill in your details at:

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

Editor’s decision is final.

Tweet us to get featured!

@retailexpress

Customers are now buying 25kg potatoes on a regular basis. We are getting in two deliveries a week. We have gone back in time. @sundersandher

AFTER the chaos and stresses of the past few months, we are now trying to catch up with what we have missed through the crisis.

A lot of things have happened during the virus, such as the starting of the menthol ban, and we need to make sure everyone is on top of their game.

We had a member Each issue, one of seven top of staff spend a retailers shares advice to couple of days make your store magnificent checking through our stock, looking for non-compliant products that had been missed, to make sure we returned it to the suppliers. Just because there’s a pandemic doesn’t mean you won’t get penalised.

The other big thing has been checking in on our staff – the lockdown has put more pressure on them than ever before, and you need to be there for your team.

As well as a couple of big online meetings with all the staff, where we’ve thanked them and given them a bonus, we’ve also been doing one-to-ones. I think these have been so important.

Before each one-to-one meeting, I’ll plan out what I’m going to say to the staff member. Usually it starts with some praise, a few ‘you have done’ statements where I explain to them all the good work they’ve done.

I’ll then ask them some questions: Is there anything they think we could improve? Have they noticed any colleagues who’ve really stepped up? What do they think we could be doing better?

We write this all up and keep it on file, so we have a record. These meetings are vital, they give us an opportunity to really thank the staff, we get a feeling for their mental welfare and we get some really valuable feedback about our own performance.

I can’t thank my staff enough for how much they’ve done in the last few months. I put a lot of time and effort into developing my team into the best they can be, and this year I feel that’s really paid off.

That’s why it’s so important that now things are calming down a little, you catch up with them and make sure they know they’re appreciated.

Excellent meeting of the APPG for Retail Crime this afternoon chaired by @steve_mccabe with @kitmalthouse and @KatyBourne discussing the gov’t’s and APCC response to retail crime and violence against retailers. @NFRN_Online @keystone_ @MeganHumphrey_ @Adrian_NFRN Disappointed by Ken Marsh (@MPFed) comments this morning on @BBCr4today. Saying that “shopkeepers needed to step up to the plate and take some responsibility” shows a total lack of respect for the hard work that independent shops have been doing already throughout lockdown… @OneStopMountNod

Get in touch

@retailexpress betterRetailing.com facebook.com/betterRetailing megan.humphrey@newtrade.co.uk 020 7689 3357

ADVERTORIAL VAPING GANTRIES

12

NEXT-LEVEL VAPE SALES With convenience retailers continuing to invest in professional vaping displays, RETAIL EXPRESS speaks to three retailers who have partnered with BAT UK to drive sales

BECOMING A DESTINATION INDEPENDENT convenience stores have the biggest opportunity when it comes to the vaping market. Currently, while roughly 50% of combustible cigarette sales take place in convenience stores, only around 25% of vaping product sales take place in these stores.

The future of vaping growth lies in independent convenience stores, and they already

have the footfall needed to make it a success.

One of the reasons that independent convenience stores have been slower to seize the opportunity is because proper display solutions have not been available to them, especially shop-floor cabinets. The sector has started to see trials from big players moving vaping products out from behind the counter, as they have un-

derstood there is a gap in how to display these products to adult consumers.

Independent retailers must be experts across so many categories in their shops.

Here, we speak to three retailers who are working with BAT UK to overcome the challenges for displaying vaping products and are benefiting from the latest instore innovations.

RETAILER

RETAILER

VIEW

VIEW

Alex Fan, Metro Convenience Store, Manchester

Milad Sitt, Churchill’s Supermarket, Brighton

“MY gantry was installed in December 2019 and the process was very easy from start to finish.

“Installing the gantry has resulted in an increase in sales and also it has added a professional feel to my store. It stands out and my customers are noticing it more. They are always commenting on how good it looks, especially the lighting. Since installing the gantry, I have experienced a 40% increase in vape sales, which I am very happy with.

“I have the display sited on the shop floor and it offers a large range of Vype, Ten Motives and Cirro products. The display also includes a sampling station for the Vype ePod and Vype ePen 3.

“We sell a range of devices such as mods, pods and pod the stat mods. The bestseller has to be the pod device. This is because my customers like the hassle-free benefit from using these devices.

“Vype ePen 3 is my bestseller and all flavours in that range sell well, such as Mango, Strawberry etc. More Alex Fan’s increase customers are moving towards pod systems as the devices are very simple to use. in sales since installing “My advice to any retailer wanting to increase vaping the gantry sales would be to use BAT UK’s gantry as a solution. It is the best decision I made for my vaping category.”

“BAT UK installed my gantry in August 2019. It was an easy process once I agreed to install it. The area was surveyed, and engineers fitted it quickly.

“I’m very happy with my vaping gantry. I like the lights and the screen, which really stand out. I am open 24 hours a day, so the lights and screen are really noticeable when it is dark outside, and this helps brings customers into the shop.

“I stocked vape products before, including a basic range from BAT UK, which ticked over, but now it has really taken off. Obviously, Vype is the bestseller, but we also sell Cirro liquids and the Ten Motives range.

“I had a customer say to me a couple of weeks ago that they didn’t realise that I stocked Ten Motives before, but since the STAT displaying it on the gantry, they noticed it and now come to me to buy it regularly.

“My bestsellers are Vype ePen 3 and ePods. I stocked a small range before, but now my sales are growing every month. I have increased my range many times and I order The month Milad regularly from Vapermarket to meet demand.

Sitt installed his “I’ve received a fantastic service from BAT UK. The gantry is brilliant, and it allows me to display everything in BAT gantry one place, which has meant I’ve experienced an increase in sales because my customers see my range regularly.”

40%

August 2019

In partnership with

28 JULY-10 AUGUST 2020 betterRetailing.com

13

SUPPLIER

RETAILER

VIEW

VIEW Sadif Afzal, SAS Store, Glasgow

Nikos Tsagkaropoulos, head of business development, BAT UK

“SINCE installing my gantry in November 2019, my sales have more than doubled and it gets a lot of attention from my customers. The impact has been really positive.

“My favourite feature of having a BAT UK gantry is that I no longer have different vape units scattered all over my counter. I now have one proper display unit where I can keep all of my products. It just looks much more professional and, as the products are displayed in a more organised manner, it helps me sell more.

“I also like the LCD screen as this catches a lot of people’s attention as well. The gantry also means I have all different kinds of vape products in one place, such as pods, liquids and disposables, so there is something for everyone’s needs. the stat “I sell a lot more pods that I did before. I used to only sell open liquids, but now I sell a lot of Vype ePen 3 products and refills. My bestsellers are Vype ePen 3 Mint and Blended Tobacco pods, and also ePod Chilled Mint and Mango pods. Vype Strawberry Smash e-liquid also Sadif Afzal’s vaping sells well. I am reordering from my local wholesaler on a sales increase more regular basis and I can see the increase in spend on products such as Vype.

“I have a good relationship with my BAT UK rep and I couldn’t be more pleased with my vaping gantry.”

“WE believe in the future of vaping in independents, and we have decided to support eligible retail partners by investing in their business with displays and our bestselling products. We would advise retailers who want to do more in their stores with vaping to get in touch with our team at info@vapermarket.co.uk.

“BAT UK offers a range of Vype gantry solutions that will fit most eligible independent stores. Gantries range from small (21 facings) to very large (more than 150 facings).

“They also feature lockable and removable glass doors that offer retailers the flexibility to decide how they want to display their products. According to our sales data, retailers that buy from BAT UK, through vapermarket.co.uk, and have a Vype gantry installed, increased sales by up to 50%, compared to the three-month period prior to having the gantry in store.”

“BAT is a global player, with award-winning vaping products, and we are committed to product and consumer safety, including Vype ePod, our newest addition to the Vype family and product of the year 2019. Quality and trust in the vaping category are critical, and we are very proud of our product stewardship levels.

“BAT UK benefits from significant global and local category insight to ensure we always have the right products on offer.”

100%

We believe in the future of vaping in independents

A perfect solution to help grow your vaping category and earn rewards

OVER 2000 INSTALLED DON’T MISS OUT! Display Vape Products in one location with a quality merchandising solution

Ongoing product and category training through your BAT representatives

Help increase your footfall by stocking the market leading brands

Access to news and regulations across the category

Additional lockable security options

Additional incentives and rewards

NO UPFRONT INVESTMENT REQUIRED! ENQUIRE NOW! Contact your local BAT representative or visit www.vapermarket.co.uk/register_your_interest

*Subject to Contract and KPIs communicated by BATUK. E-Cigarettes contain nicotine which is addictive.

18+ only. Read lea et in pack. For trade use only. Not to be left within sight of consumers.

I no longer have diff erent vape units scattered all over my counter. I now have one proper display unit SAS Stores Glasgow

9 GANTRY LAYOUTS AVAILABLE

*Subject to Contract and KPIs communicated by BATUK. E-Cigarettes contain nicotine which is addictive.

18+ only. Read leafl et in pack. For trade use only. Not to be left within sight of consumers.

16

DON’T MISS THE 7 AUGUST ISSUE OF RN

OPINION RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Get in touch for the chance to be featured in Retail Express GOV’T: How will mandatory face masks in shops impact retailers?

“WE are going to put posters up, but we aren’t going to refuse entry if someone isn’t wearing one. I’m unsure if shop staff have to be wearing one, but we’ve told our staff to anyway because it creates problems with customers who won’t comply with the rule if we aren’t.”

Anita Nye, Premier Eldred Drive Stores, Orpington, Kent

COVID-19: What are retailers focusing on during the pandemic?

Use our in-depth guide to find out how you can use Twitter to grow your business

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Cocktails at home: we have everything you need to tap into your shoppers’ favourite recipes

PLUS

“PRESUMABLY, we have to deal with shoplifters and abusive customers on our own now, or is that when the police will decide to step in and uphold the law against retailers rather than the perpetrator. This is putting more pressure on retailers to deal with customers who don’t comply.”

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“CUSTOMER research and press coverage in local papers helped us. Regular customer habits will return slowly, but the immediate action is to ensure current needs are met, and we’ve done this by asking customers what they’re looking for and stocking accordingly.”

Regular customer habits will return

“LOSS in sales to competitors was always a worry. But the virus won’t go away, and we have a lot of older customers.

Some of my staff have medical conditions. We’ve limited opening times and won’t let staff return to work fully until it’s safe and we know they’re well.”

Eugene Diamond, Diamond’s, Ballymena, County Antrim

Vince Malone, Tenby Post Office, Pembrokeshire

SMITHS: How have shops reacted to the latest carriage charge hike?

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“I AM absolutely appalled. Yet again, retailers are forced into accepting another increase in costs and a further erosion of margin. With an average 97p increase, this means that independents will have to find a further £50 a year to pay to have their news supplies delivered.”

Stuart Reddish, national president, NFRN

“THIS is, of course, in line with all our reductions in terms from the publishers. I will now be looking at exiting the market as a result of this £93.60-a-year increase in my service charge. These costs are totally unviable, and I won’t be able to go on any longer if they continue.”

I’m looking at exiting the market

Graham Doubleday, Doubleday Newsagents, Ashton-under-Lyne

WELL-BEING: How are retailers looking after themselves and staff?

It’s difficult to know when to take a break

“IF I can make someone else smile and laugh, my day is complete. It’s difficult knowing when to take a break, but I started to realise that I would be ineffective if I didn’t take a day off. We’ve since rescheduled our holiday so it’s something to look forward to.”

Alan Mannings, The Shop on the Green, Chartham, Kent

“A FOCUS on processes kept each day manageable. We were in a good shape and had set processes in place going into the crisis. Maintaining daily schedules and checks makes sure everyone knows what’s expected of them and can plan their time, even when it’s busy.”

Sudesh Patel, Coulsdon Londis, south London

FORECOURT FOCUS

Technical pump advice p19

‘Eat out to help out’ could help your forecourt DARYL WORTHINGTON MEASURES announced by Chancellor Rishi Sunak on 8 July to stimulate the economy could provide a welcome opportunity for forecourts offering food and non-alcoholic drinks with a space for on-premises consumption.

Among the measures announced in Sunak’s Summer Economic Update was the ‘Eat out to help out’ scheme, as well as a VAT cut on hot takeaway and eat-in food from 20% to 5% for restaurants, cafés and other retailers.

The ‘Eat out to help out’ discount applies to meals eaten at any participating business, Monday to Wednesday, with a maximum discount of up to £10 per head.

According to the govern-

ment, customers do not need a voucher to access the savings. Instead, participating establishments will reclaim the discounted amount through an online service supported by HMRC. The government announcement said that businesses can make claims on a weekly basis, and will be paid into bank accounts within �ive working days.

Eligible establishments are those in which food is sold for immediate onpremises consumption. For the purposes of this scheme, the term ‘on premises’ means any area set aside for the consumption of food or non-alcoholic drink for that establishment’s customers.

Eligible forecourts ‘should’ start applying ACS chief executive James Lowman told Forecourt

Road fuel prices recover from mid-May decline UK road fuel prices are continuing to grow following a lull in May and April, according to the latest �igures from the Department of Business, Energy and Industrial Strategy (BEIS).

For the week ending 13 July, the pump price in pence per litre (ppl) for ultra-low-sulphur unleaded petrol (ULSP) was 111.24ppl, while for ultra-low-sulphur unleaded diesel (ULSD) it was 116.75ppl.

For the previous week, the �igures were at 109.43 and 115.07, respectively.

By contrast, for the week ending 16 July 2019, the �igures were 127.47ppl for ULSP and 131.85ppl for ULSD. Lockdown measures were announced in the UK on 23 March 2020, with ULSP at 119.64ppl and ULSD at 123.41ppl that week.

There followed a steady decline in fuel prices, going as low as 104.87ppl for ULSP and 111.7ppl on ULSD for the week ending 25 May, before the recovery leading to 13 July.

Focus: “Foodservice has been a signi�icant area of growth for local shops over recent years.

“Findings from our 2019 Forecourt Report show that half of forecourts offer a hot food-to-go counter or cabinet.

“HMRC has published guidance on the ‘Eat out to help out’ scheme and we are seeking clari�ication from of�icials to determine whether forecourt stores can bene�it from this initiative.

“The target of this initiative are places where people sit down to eat rather than takeaways, so where forecourt stores offer these facilities they should start applying to take part in ‘Eat out to help out’.”

In a statement announcing the launch, Sunak described HMRC’s registra-

tion page for the scheme as “quick and easy”, with a “simple process to reclaim these discounts back from the government each week”.

The registration page went live on 13 July.

Other new measures announced in the Summer Economic Update included a job retention bonus to help businesses keep furloughed workers.

UK Employers will receive a one-off bonus of £1,000 for each furloughed employee who is still employed on 31 January 2021.

“We welcome the measures announced by the chancellor to help members retain and recruit staff and to stimulate foodservice sales,” said Brian Madderson, chairman of the Petrol Retailers Association, in a statement following the announcements.

ACS chief executive James Lowman

£100m road improvement EV team up between Shell and Mazda investment revealed THE government has announced it will invest £100m across England to improve the quality of local roads.

Prime Minister Boris Johnson announced the investment in a speech setting out plans for massive infrastructure investment in the UK, aimed at driving the country’s economic recovery from the Covid-19 pandemic forward.

Twenty-nine projects will bene�it from the investment, ranging from �ixing deteriorating roads and �lood mitigation measures to repairing bridges

on local highway key routes.

The A15, a major route for the Humber region, will receive £4.5m of investment, while other routes such as the A58 by Bolton and the A38 running through Somerset will also receive investment.

“As the country begins the recovery from Covid-19, we need to get on the front foot and invest in infrastructure in every region to reignite the economy, helping better connect people with opportunities in the future,” said transport secretary Grant Shapps.

JAPANESE carmaker Mazda has chosen Shell-owned EV charging solutions partner NewMotion as its electric vehicle charge point provider for the UK. The deal will mean drivers of Mazda’s electric vehicle, the MX-30, will be able to access NewMotion’s network of more than 2,500 charge points around the UK. As part of the recently announced agreement, NewMotion will also assist in setting up infrastructure for EV chargers in the Mazda dealership

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

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

network. Installation work is set to begin this summer.

“We look forward to supporting Mazda customers, their dealerships and employees with the move to emobility,” said Alan McCleave, UK general manager of NewMotion, in a statement earlier this month.

“We will work to install smart charging solutions at their UK of�ices, dealerships and their customers’ homes to make sure they are ready for the exciting arrival of the Mazda MX-30 here in the UK.”

FORECOURT FOCUS PROFILE

18

Something to talk about DARYL WORTHINGTON “WE want people to be talking about our store when they go to the local pub,” says Visvanathan Ragunathan, from Welcome Southwater, Worthing Road petrol station in Horsham, Sussex.

Visvanathan owns a number of petrol station forecourts, and for him it’s essential to think about how embedded his store is in the community.

“If people are talking about your business, they’re helping spread the message and recommending you to their friends,” he says. For Visvanathan, there

are a number of different ways to build this reputation, but at the heart of it is a strong point of difference and high standards.

“People don’t like shopping in a supermarket, especially now with the pandemic,” he says. “We maintain really high standards of cleanliness, and make small changes, such as to the lighting, to make the stores a pleasant place to be.”

The Worthing Road site used to be an old car dealership, and has undergone substantial redevelopment and investment since Visvanathan took it over in 2017.

Building up the shop side of the

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business was the primary focus.

Indeed, he says that one reason for not having pay at pump is to make sure customers come into the shop to see the range.

According to Visvanathan, there are three main factors behind the success of the shop side of the business. “You need to compete with the supermarkets on price, and the promotions from Southern Co-op allow us to do that,” he says. “Then it’s about quality, especially in your fresh and chilled range, and having good availability. Again, these are two things Southern Co-op help us be leaders on.”

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Staff are vital

Know your priorities

Serve the community

Visvanathan believes the atmosphere and service in a store keep customers returning. “We work hard at training and encouraging staff to talk with customers,” he explains.

But how can you know if this training is proving successful?

For Visvanathan, there is a simple measure for him and the team. “When your staff are talking to customers, do they know them by name, and by the same token, do the customers know the staff’s name? That’s when you know you’re really communicating with someone,” he says.

As well as giving the store a strong sense of customer service, these relationships have other benefits, like being an easy way to research what customers want from the store.

“I tell my team to write down anything that is requested by customers, as you can’t always predict what they’ll be looking for,” he explains.

“For 10 years, forecourts were focused on getting fuel and car care sales, but that’s changing,” explains Visvanathan.

“Fresh and chilled, and food to go, are the main priorities for us now.”

To make the most of these trends, it’s important to set clear aims for your business. “In our stores we’re not targeting the trolley shoppers, we’re targeting baskets,” he explains.

“Chilled and meat are a big part of that, making sure we’re giving shoppers a good meal for tonight option on their way home from work.”

For Visvanathan, it’s also crucial to make sure you have a distinct point of difference in your store.

“We use a lot of local suppliers,” he explains. “Especially with produce and meat. Shoppers love that what they’re buying is coming from a local business, and it’s something they’ll talk about.”

For Visvanathan, being a good retailer involves much more than just selling the products customers need. He sees community involvement as vital.

“We do a lot of community work,” he explains. “We work closely with local schools in all our stores, sponsoring sports teams and things like that. It helps get your name out, and, more importantly, it’s a great way of giving something back.”

Going forward, Visvanathan also has ambitious plans to continue this community involvement.

“Before the coronavirus hit, we were looking into setting up a fruit on a Friday initiative with the local primary school,” he relates. “This is the sort of thing we love to do, encouraging kids to be healthy.”

Those plans are on hiatus now, but Visvanathan intends to resume them once schools have all reopened.

RETAILER ADVICE DISPENSERS

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DISPENSING INFORMATION Dispensers are paramount to any forecourt. DARYL WORTHINGTON finds out how you can make sure you’re on top of maintenance and making the most of new technology

KEY CONCERNS BEYOND the obvious of being the tools that allow customers to put fuel into their cars, dispensers are a point of interaction with your shoppers.

If they’re not well maintained, it paints a bad picture of your business.

More seriously, of course, there are major health

and safety, environmental and legal issues at play when it comes to dispenser maintenance.

Although many retailers will likely have maintenance agreements in place, that doesn’t mean they don’t have certain key responsibilities for maintaining certain standards.

WIDER INTEGRATION Over the next two pages, we speak to the Petrol Retailer Association’s Phil Monger about the standards to follow and how to meet them in your business, while Henderson Technology’s Kristine Moore makes the case for integrating dispensers into your EPoS to achieve the best results for your business.

AS running a forecourt business becomes more complicated, it makes sense to have your dispensers integrated into the wider EPoS system to help with managing sales data.

Kristine Moore, retail technology channel manager at Henderson Technology, says that the company’s EDGEPoS system can deliver across all of a retailer’s business needs.

“What’s more, retailers can also benefit from fuel integration and wet-stock management,” she says.

“Wetstock management helps you to detect fuel losses from leaks, theft or delivery shortages, spot maintenance issues early and future-proof against changes in compliance requirements.”

Having dispensers integrated into an EPoS system can have a number of benefits for retailers adopting a holistic approach to their business. For instance, according to Moore, the EDGEPoS system allows fuel pump price changes to be made at the till, reporting of ‘no means to pay’ and drive-

off incidents, and the ability to refund fuel back to the pump it was released from.

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Phil Monger, technical director, Petrol Retailers Association

EDGEPoS has been installed at Dunningsbridge Service Station, a Costcutter and branded forecourt in Liverpool

“AN important thing for every forecourt to consider is whether they are fully compliant with all regulations that apply.

“Stage-two vapour recovery will be required if the site is selling more than three million litres of petroleum spirit per year and sites undergoing major refurbishment will be required to install stage two before the site reopens.

“Major refurbishment is defined in the legislation and the PRA can assist in ensuring whether you will be exempted by the definition or not.

“I would advise any retailer who is unsure as to whether they need to have stage two vapour recovery in place on site to call the UK Petrol Retailers Association on 0845 305 4230, or visit ukpra.co.uk for more information.”

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DISPENSER INSPECTION ESTABLISHING a maintenance inspection routine is vital to ensure your forecourt is complying with health and safety standards and regulations.

“Retailers need to be doing daily visual checks of their dispensers,” says Phil Monger, technical director at the Petrol Retailers Association.

“This should be combined with the more in-depth monthly check which entails lifting off covers and checking the hydraulics for signs of leakage, and this may be included with maintenance contracts.”

According to Monger, there are several major things to be looking for in these daily checks.

“Examine hoses and nozzles to make sure there is no seepage, or cracks that could result in a catastrophic leak or motorists being harmed,” he says.

“You need to be checking anywhere there is a joint or swivel, for instance, or the drive break coupling.

“You also need to be looking for things like signage that might be hanging off, anything that somebody could get caught on and damage the dispenser.”

top tips How to carry out effective dispenser maintenance Ensure daily visual checks of your dispensers are carried out.

If you have a large team, ensure it’s clear whose responsibility these checks are.

Give adequate instructions and a checklist for staff to check against.

Keep a written record of all checks.

Replace soft materials in dispenser components which could be affected by the switch to higher ethanol blends.

ESTABLISH YOUR MAINTENANCE ROUTINE ACCORDING to Monger, it’s important to ensure you have a clear routine when it comes to checking dispensers and other technology at a forecourt site.

“While in smaller forecourts the owner will probably do the inspections themselves, it requires more organisation and planning in bigger forecourts, or for retailers

with more than one site,” he explains.

“For forecourts that shut overnight, you should be checking your dispensers every morning before opening – you don’t want a customer getting doused in petrol as soon as you open. If you’re open 24/7, it’s important that there is a member of your team who knows

that it is their responsibility to do the visual checks.

Monger suggests scheduling investigations and a written, signed and dated record can prove vital. “It’s the best protection if something does go wrong, as it means you can go through and show you were taking necessary steps on maintenance,” he says.

PREPARING FOR BIOETHANOL

DISPENSER checks

WITH E10 on course to become the standard grade of petrol fuel across the UK, perhaps as early as 2021, it’s important that retailers check that every part of their business is prepared.

According to Monger, for many forecourts this shouldn’t cause disruption.

“Most dispensers have been compatible with ethanol blends for years,” he explains. “Anything made in the past 15 years is unlikely to be a problem.”

Nevertheless, he advises double-checking everything

prior to the full E10 rollout, whenever that may be.

“Soft materials, such as copper, or non-compatible seals are one area that could be affected by a higher ethanol blend, so they’d need to be replaced if they’re still present.”

He also highlights the importance of ensuring there are no water leakages in tanks and pipework to avoid phase separation. “I’d advise a good gauging system set at the lowest level possible to ensure there’s no water present,” he says.

Four things to look out for in dispenser maintenance checks Signs of seepage around dispensers and seals.

Cracks in hoses, nozzles or other components.

Damaged, lose signage that could damage dispensers.

That health and safety signs, such as no smoking, no naked flames, no mobile phone use are all intact and in order.

For more information and guidance, visit ukpra.co.uk

Parks Motor Group Hamilton Road has EDGEPoS installed

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MORNING CHALLENGES Changing times mean changing meal habits.

DARYL WORTHINGTON finds out what customers are looking for in a breakfast range

the stat

1 in 3 people regularly skip breakfast

RISING OPPORTUNITIES IT’S the most important meal of the day, but is your breakfast range reflecting that? As shopper habits change, so do their breakfast needs, and this has never been more true than now, as we come to terms with a new normal.

For many stores, making sure you’ve got your boxed cereals range spot on is the starting point, and if you notice customers are going to your cereal section then leaving without picking something up, ask them if there’s a specific product they were looking for – getting that in stock could lead to a regular sale.

Beyond that, though, there are a host of other things to look at to make sure you’re hitting your shoppers’ needs, from hot drinks to cereal bars, bakery, and fresh and chilled.

Once you’ve got the selection sorted, it’s time to make sure you’re ranging it in the most effective way possible.

“Consumers are looking to keep their daily routine as normal as possible, and breakfast is a key part of this,” says Michael Haynes, category team leader at Jacob Douwe Egberts.

“Grouping all breakfast products together will not only provide a smooth shopping

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journey, but will also encourage growth within this category.

“Making sure that coffee pods such as Tassimo, or premium instant products such as Kenco Millicano, are sited near biscuits or breakfast items, such as cereal, can help boost sales.”

Meanwhile, if food to go is a big part of your business, make sure a selection of grab-and-go items – whether its cereal bars or pastries – are close to your hot drinks machines to boost impulse sales.

Michael Haynes, category team leader, Jacobs Douwe Egberts “MANY of the coffee trends in retail have been led by demand for out-of-home coffee consumption, and as stay-at-home consumers look to recreate their daily coffee habits, the need for quick and convenient formats are on the rise. Coffee is a key part of many regular consumer journeys, and as these journeys and commutes are fewer, retailers can help consumers so they don’t miss out on their favourite coffee.

“With latte being the most popular coffee style for the morning (42.9%), followed by cappuccino (19%) and Americano (16.2%), stocking a diverse selection of coffee products and flavours is key to meeting a variety of consumer breakfast demands.”

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COVID-19 CHALLENGES “THE health crisis has had a significant impact on the way consumers shop, with many reducing the frequency of their shopping trips to larger retailers or shopping online whenever possible,” says Jeremy Gilboy, founder of St Pierre Groupe.

Despite lockdown easing, there’s a good chance that some of these new shopping habits will continue, or even amplify, as job uncertainty kicks in. This makes it a key time to try some new ideas out in your range to make sure your store is in sync with

BRUNCH OPPORTUNITY IT’S no secret that our eating habits are all changing – indeed, retailers probably know better than anyone else how tough it is to eat breakfast, lunch and dinner at the usual times. With that in mind, it’s worth thinking about how your range can also be adapted to fit the mix of lifestyles and schedules different customers are on.

“Brunch continues to bring big opportunities to the retail sector, its versatility in terms of both type of dish and consumption hours means that it appeals to younger consumers,” says Paulina Gorska, marketing manager at Lantmännen Unibake.

“These consumers are seeking ever more variety and quality in their food, and are

increasingly moving away from the traditional three meals a day.”

So, how can you take advantage of this opportunity in your store? According to Gorska, an in-store bakery and coffee offer could be a great starting point.

“Retailers can look to maximise the opportunity by offering a range of ready-to-serve sweet and savoury products such as viennoiserie, Danish pastries and savoury pastries throughout the day,” she says.

“Retailers should look to bake little and often to retain quality and freshness, helping to ensure their store is the store of choice for the brunch occasion.”

As any retailer with a bakery section knows, flexibility with the range and adjusting

consumer need for a convenient and nutritious breakfast that slots into their busy daily lives,” says Susan Nash, trade communications manager at Mondelez International.

Meanwhile, this year, Quaker has expanded its range of Porridge To Go products, adding both a new flavour and multipack varieties.

“Research has shown that three-quarters of Quaker Porridge To Go sales are pre-planned and that shoppers would be encouraged to buy the bars more often in a multipack,” says Danielle Mendham, Quaker brand man-

consumers are increasingly looking for convenient and quality products to enjoy.

He says with more people eating breakfast at home during lockdown, breakfast has become an even more important meal of the day.

This means consumers will be looking for inspiration and the opportunity to trade up their breakfast choices.

“Retailers should capitalise on these sales opportunities and offer consumers a range of breakfast foods at a variety of prices,” Gilboy adds.

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to shifting customer needs through the day is vital to really getting the most from it.

“With 84% of all sweet bakery occasions featuring a drink, it’s not unusual for retailers to cross-promote hot drinks with breakfast items during the week,” Gorska continues.

Retailers should switch this up at the weekend to showcase their brunch offering by creating a brunch meal deal.

Look to pair popular brunch items such as Danish Pastries with premium coffees, fruit juices or, for an added level of indulgence, a bottle of prosecco alongside the fruit juice for consumers to create a Bucks Fizz, and enjoy a bottomless brunch at home with friends.”

Jeremy Gilboy, founder, St Pierre Groupe “RETAILERS should cross-merchandise products to inspire consumers to trade up – for example, St Pierre’s Brioche Buns, eggs, avocado and bacon for an on-trend breakfast sandwich. Retailers could also merchandise simple breakfast solutions next to each other, such as spreads next to the bakery section rather than with home baking products.

“It’s important to stock products that fit the current trends relative to their local area while not forgetting the staples.”

four KEY LESSONS

FOOD ON THE MOVE THOSE pre-Covid-19 days might seem a lifetime ago now, but as people start to return to work, there’s a good chance that many of those old habits will also start to return. One of the big ones was people consuming breakfast on the move.

A good range of cereal bars and breakfast biscuits is a great way to tap into that – giving you an impulse option for busy commuters.

“The idea behind Belvita is the insight that one in three people in the UK skip breakfast during the week, and the main reason for this is lack of time.

Breakfast biscuits tap into the

your shoppers’ needs. For instance, if you’re seeing customers looking to make infrequent but bigger shops, make sure you’re stocking a range of boxed cereals to meet their breakfast-at-home needs.

“Consumers have been using their local convenience stores as they look to avoid the long queues and empty shelves of the larger retailers to pick up staple items, such as bread and bakery,” Gilboy continues.

“Lockdown has also increased how often people are eating at home, which means

ager. “We’re responding with the introduction of two multipack formats across the current flavours: Golden Syrup and Strawberry, Raspberry & Cranberry.”

“The latest additions meet high demand for on-thego breakfast options, which continue to see doubledigit growth. The new flavour and multipack format will offer retailers a great sales opportunity.”

Meanwhile, another growing trend is breakfast drinks, which can be met with products such as Weetabix’s On the Go range.

Better together Make the shopper journey easier by stocking all of your breakfast items, such as hot drinks, cereals and pastries, close together. Go one step further and use deals to encourage bigger basket spends.

“While shopping habits have been affected as a result of the Covid-19 outbreak, we believe there is a strong growth opportunity for breakfast drinks in the long term,” says Darryl Burgess, head of sales for Weetabix.

“Breakfast drinks are worth £22m to the category in the UK. Weetabix On the Go helped to create the breakfast drinks category and remains the UK’s numberone breakfast drink – a £14m brand with a 63% share of the sector.”

On-the-go options As lockdown restrictions begin to ease, people are starting to return to work, and that means the old routines are coming back. Make sure you have a range of cereal and snack bars available for busy shoppers having breakfast on the run.

Inspire your shoppers For many shoppers, a good cereal range is enough, but not all will be satisfied. Consider stocking more adventurous ideas for those shoppers looking to recreate the eating-out experience at home, or wanting to experiment.

Brunch time?

It’s a trend that seems to be growing in popularity as people’s meal habits change. It’s particularly popular at weekends, so consider special offers or displays to encourage this spend in your store.

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RETAIL

IN ACTION

BRAND SPOTLIGHT

FOCUS ON:

GRENADE With consumers adopting healthier snacking options, GRENADE’s low-sugar, high-protein range could be perfect for your store. The RETAIL EXPRESS TEAM finds out more

What is Grenade?

Why stock it?

GRENADE prides itself on providing a range of low-sugar, highprotein healthier snacking alternatives – offering a wide selection of flavours that never compromise on taste for health-conscious consumers. Grenade’s renowned Carb Killa range is the bestselling protein bar range in the UK, with a 43% share of the market, having grown by 4% since the UK went into lockdown – making it the only brand to achieve share point gain during this period1. The healthier alternative Carb Killa range makes up eight of the top 10 bestselling protein bars2 in the UK, and with the brand driving 107% of the £11m growth in protein bars over the past year3, Grenade is vital to the continued success of the category.

THE protein bar market is worth £83m and is growing at 15%4, with consumers opting for protein-filled snacks over previously dominant high-sugar snacking products. The bestselling Carb Killa range meets consumers’ expectations, while consistently generating a high cash rate of sale and POR opportunity, particularly versus traditional confectionery products. As consumer trends continue to lean heavily towards healthier snacking, Grenade’s unique offering is filled with a variety of different flavours to choose from. This range is constantly growing, and with the most successful product launch of 2019 being its White Chocolate Salted Peanut5, Grenade has a track record of adding incremental growth to the category.

Three bestsellers Grenade Carb Killa Cookie Dough Protein Bar 60g RSP £2.59

1

Grenade Carb Killa White Chocolate Salted Peanut Protein Bar 60g RSP £2.59

2

Grenade Carb Killa Peanut Nutter Protein Bar 60g RSP £2.59

3

IRI Marketplace Total UK Market Protein Bars £Value Sales 12we 14/06/20, 2IRI Marketplace Total UK, Market Protein Bars £Value Sales 12we 14/06/20, 3IRI Marketplace Total UK, Market Protein Bars £Value Sales and Value Share of Growth 52we 14/06/20, 4IRI Marketplace Total UK, Market Protein Bars £Value Sales 52we 14/06/20, 5IRI Marketplace, Total Market, Actual £Value Sales Growth, Protein Bars and Single Chocolate Bars at SKU level 104 we 29/12/19, 6IRI Marketplace Total UK Market, Grenade Carb Killa. Value Sales, 52w/e to 14/06/20, 7IRI Marketplace Total UK, Market Protein Bars £Value Sales 12we 14/06/20, 8IRI Marketplace Total UK Market Protein Bars £Value Sales 12we 14/06/20, 9IRI Marketplace, Total Market, Actual £Value Sales Growth, Protein Bars and Single Chocolate Bars at SKU level 104 we 29/12/19 1

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In partnership with

In action

OFFER TOPSELLERS: Retailers must recognise that they should offer customers a range that consists of the best-performing brands, products and flavours in the category to maximise sales.

DRIVE VISIBILITY: Grenade recommends siting your healthier snacking range, including its Carb Killa bars, within high-footfall locations such as front of store due to the impulse nature of the product.

RETAILER

Infographic

UK’s No.1 bestselling protein bar brand6

8 of the 10 bestselling protein bar lines are Carb Killa7

43% of total protein bar market share8

Carb Killa White Chocolate Salted Peanut was the most successful new product launch of 2019 in the UK, driving more actual value sales growth than any other protein or single chocolate bar9 To find out more about Grenade and growing your healthier snacking sales, visit Grenade.com, or email POS@grenade.com for display advice

USE PoS: Organise your healthier snacking fixture with the Carb Killa range together on key shelves so the products are visible. Use PoS to signpost the range and make the fixture stand out from the rest.

Vip Measuria, One Stop @ The Prior Way, Derby

“PROTEIN is a growing category, going from strength to strength.

Initially, we focused on several other brands, but once we started stocking Grenade, they quickly became our bestsellers.

“I personally wasn’t expecting Grenade to take off so quickly because of the £2.50 RRP, but the marketing Grenade has done has been amazing. Customers recognise the brand and are happy to pay that little extra knowing they’re getting a good-quality product. Also, shoppers don’t expect to see a protein bar like Grenade in convenience stores or supermarkets, so once they realise we stocked them, it’s helped to drive sales, repeat purchases and footfall.

“Customers have become more health-conscious in recent years and are consciously making decisions based on calories, protein and certain ingredients. There’s a number of factors that customers now consider before buying a protein product, like the taste, amount of protein and health benefits.”

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CATEGORY ADVICE HEALTHIER SNACKING

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SELLING WELL TOM GOCKELEN-KOZLOWSKI finds out where the key trends are in healthier snacking

SUPPLIER

HERE TO STAY ONCE, the British obsession was the weather, but look in the basket of any convenience store shopper today and it’s clear that healthier living is what dominates our thoughts.

Pia Villa, chief brand officer at Graze, says even the recent upheaval caused by coronavirus hasn’t been enough to derail the long-term trend towards healthier snacks.

“Before lockdown, traditional snacking was in decline, with consumers increasingly looking for healthier snacking options. We don’t believe the current situation will change – while people are looking for

little treats more than ever at the moment, they also recognise the downside of over-indulging.”

Brands such as Graze have made the journey from niche health brand to finding a place in the core range of many convenience stores – a sure sign of the importance of healthier snacks.

Recent arrivals to the Graze range include kids’ brand Super Snackers – launched in April 2020 – and a Salt & Vinegar sharing bag for the Graze Crunch range with an RRP of £2.99. Super Snackers, the company’s first move into the

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children’s market, includes cereal bars with 50% less sugar than the average cereal bar on the market today. Developed with children’s input, flavours include Chocolate, Strawberry and Toffee Apple.

Mike Simons, head of category, Grenade “HEALTHIER snacking is a sector that continues to grow in value and demand year on year, with consumers actively seeking brands and retailers that can provide them with the best range of products. Protein bars are a vital part of the healthier snacking category as a whole.

Individuals are choosing protein-based snacks as they meet their expectations on a functional level – low in sugar, for example – and keep them fuller for longer thanks to the high protein content.

“However, in addition, protein bars are increasingly consumed as an everyday snack, meaning that taste is often as essential as function. As a result, the protein bar market is worth £86m, growing at 21%.”

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CEREAL LOYALTY ONE of the major beneficiaries of consumers’ move towards healthier snacking has been biscuit brands such as Belvita – now worth £76m – which have combined health with the trend for on-the-go formats. This has been taken a step further with its 30% less sugar variety and Seeds & Berries range.

Belvita has contributed to the healthier biscuits sector’s growth and 24% of biscuits bought in the UK are from ‘healthier’ brands, Mondelez says.

For convenience stores, the benefits of stocking brands like this is that shoppers can develop loyalty to a product that meets a specific need.

“The brand has a 61% repeat rate, so once shoppers know a store carries the range, they should keep coming back,” says Susan Nash, trade communications manager at Mondelez. “The opportunity within the range is driven by multipacks or take-home packs, so retailers should ensure they stock up on these formats.”

five top tips The ‘healthier’ trend is maturing Brands such as Graze, which were once niche, have become must-stocks in many stores.

Every age group has an option Firms are launching healthier kids’ brands while some categories are specifically focusing on adults – this trend is for all ages.

Don’t miss out on chilled snacks The snacks category isn’t just about ambient items.

There’s a growing opportunity to stock on-the-go chilled snacks, too.

Meal deals are important for driving sales Between meals is a key snacking occasion, but adding healthy options into meal deals is also an important revenue driver.

Big brands are adapting to our healthier lives Mondelez adapting the Cadbury brand to lower sugar proves just how big an effect this trend is having.

DAIRY OPPORTUNITY THE success of the healthier snacks market has resulted in more food categories looking to offer options for health-conscious shoppers.

One example of this is the dairy market where developing snack-friendly cheese formats is now a priority for manufacturers.

“Cheese is a naturally nutrient-dense product, and as consumers shift their attentions from the traditional unhealthy snacking options available in most independent stores, it is a great alternative to stock on

shelves to meet the needs of these health-conscious shoppers,” says Anca Lazar, senior brand manager for Cathedral City Snacking.

Lazar says the adult cheese snacking sector has seen value and volume growth over the past year of 4.9% and 5.1%, respectively.

To capitalise, Saputo Dairy (the firm behind the Cathedral City brand) is expanding its range of ‘Cheddar Minis’ with an exclusive convenience and discount store format. The netted five-pack snacking

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cheese will, the company says, “enable smaller stores to meet growing consumer demand for take-home cheese snacks”. The format comes with an RRP of £1.

Lazar says: “Our new Cathedral City Minis five-pack format has been developed to support convenience retailers in delivering value to their shoppers, permitting them to compete more effectively for a share of this ‘planned snacking’ growth.”

In the children’s cheese segment, meanwhile, mar-

ket leader Babybel says it has an impressive 100% brand awareness among parents and young people.

Gaelle Vernet, group marketing manager at Bel UK, says: “With consumers looking to cheese and savoury protein snacks for a ‘quick fix’, Mini Babybel’s on-the-go formats should be ranged within the food-to-go and meal-deal areas to help and guide shoppers encouraging impulse purchases.”

So, this summer could be the time to look at the cheese options you have in your chiller.

Dean Holborn, Holborns, Redhill, Surrey “PEOPLE are buying healthier snacks for lunchboxes and, as more kids go back to school, we are seeing parents come in to buy healthier snacks either the night before or that morning. Schools won’t allow kids to have chocolate in their lunchbox, so healthy snacks are really important. Belvita sells well for us and we make sure we have the full range – especially the multipacks, which are popular. Fresh fruit is also really popular in our store these days and that can help add impulse sales as people come in for a snack while they’re going about their day.”

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SIGN OF THE TIMES PERHAPS the biggest sign of changing shopper priorities isn’t the rise of healthier brands themselves, but the way this success is affecting bigger brands.

Mondelez International is one of a number of major snacks and confectionery brands to reformulate recipes and launch new sub-brands offering favourite products in a more health-conscious format – including the Cadbury Dairy Milk brand where a ‘30% Less Sugar’ variety is

part of the core range.

Nash says: “This latest innovation from Cadbury Dairy Milk allows retailers to tap into this clear demand with a category-leading brand.”

With big names like this adapting to consumers’ healthier habits, it’s clear this trend needs to be reflected in every convenience store range.

Year on year, and in the past year alone, protein bars grew by £15m, with Grenade’s Carb Killa bars driving 90% of this growth.

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Susan Nash, trade communications manager, Mondelez “MORE than a third of consumers are actively cutting down their sugar consumption. Our teams have spent years developing lower-sugar recipes for some of our most iconic brands, which offer more choice, but still taste great. We’ve recently launched 30% less sugar variants across the chocolate, sugar confectionery and biscuits categories to enable retailers to tap into the lower-sugar trend.

“We have also pledged to bring 100% of our chocolate and biscuit products typically bought for children to under 100 calories. For example, Cadbury Dairy Milk Freddo Treasures Space contains just 76 calories, offering parents a suitable treat for their families.”

Boosting energy.

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*Than the average cereal bar. See website for details.

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ADVICE

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28 JULY-10 AUGUST 2020 betterRetailing.com

‘WE DONATE TO VOLUNTEER GROUPS’ THE RETAIL EXPRESS TEAM finds out how three retailers are responding to products with shorter on-sale dates

THE PROBLEM Changing shopper habits, new delivery and wholesale routines, and fluctuating footfall have made selling products within their on-sale date more complicated than usual. Here, we speak to three retailers about how they’re rising to the challenge.

1

Vince Malone, Tenby Post Office, Pembrokeshire

“AT the height of lockdown, we had a big problem with products like biscuits, bars and crisps getting close to their sell-by date before we could sell them. To prevent this happening again, we’ve changed our processes, and we’re now doing code checks three months in advance rather than two.

“In terms of stock that’s close to expiry, we’ve teamed up with local volunteer groups – we’ve donated them the items and they then deliver them to members of the community who need it. We’ve taken it as an opportunity to be working more with the community, and we’ve received good responses and comments from people.

“Doing this has also bene�ited the business. For instance, we’ve reduced the amount of work hours we’re spending on reducing items and throwing them out, and we’ve actually picked up some new customers for our home news delivery.”

2

Anita Nye, Premier Eldred Drive Stores, Orpington, Kent

“WE haven’t had too many problems with products going past their shelf life, but that’s because we’re very careful when we’re ordering or visiting a wholesaler. As a matter of course, when we’re in the wholesaler or when we’re getting a delivery, we’ll check the dates on everything.

“In our fresh and chilled section, we reduce the prices on products the day before their sell-by date, to sell it through.

Certain items, such as salad, we’ll donate to customers we know who have pets. Alternatively, with vegetables and bread, we donate to local animal rescue shelters who can use it to feed the pigs.

“You need to get a feel for how much stock to get in, and how it varies. For instance, when the crisis hit, we started selling fewer pre-cut fruits because the kids were off school, so we reduced our orders – you have to react to the times.”

3

Sunder Sandher S&S One Stop working with Royals, Leamington Spa, Warwickshire

“WE haven’t had that many issues with wastage as a result of short-life stock recently. We’ve seen a lot of the short-life stock sell really quickly, and that’s because customers are shopping more locally as a result of the coronavirus pandemic.

“We have a lot of students nearby, as well. In previous years, we would take the baked goods and other products popular with that demographic once they left during the university holidays and put them on discount. We didn’t have to do that this year.

“However, we do put some items on discount and we usually reduce them by about 50%. I know some retailers like to have a dedicated bay of discounted items, but we don’t do this – we found some customers just came in for the discounted products. By mixing them with everything else, customers are more likely to purchase more items and increase their basket size.”

Facing a challenge? We’ve teamed up with the betterRetailing.com Support Hub and the IAA to provide a helpline for the answers you need. Call 020 7689 0500, email iaa@newtrade.co.uk or visit betterRetailing.com/coronavirus