New government data reveals record shop the levels as o ences rise by 13%
ILLICIT TRADE PRODUCTS
Convenience stores outed as hotspots for purchases of ‘cheap’ cigarettes and tobacco
The biggest impulse, so drinks and alcohol launches coming to your shelves
Alex Yau, editor
RECENT headlines involving Asda and Co-op won’t make the most positive reading for those of you who are trading near their stores. Both are ramping up how they compete with small shops in two major categories.
Firstly, parcel courier Evri announced it will be installing its ParcelShop services in 1,200 stores by April 2026. Although the full rollout is ve months away from completion, the move will certainly put pressure on independent retailers who see a major boost in parcel footfall around the vital Christmas and new year period.
Secondly, a scoop by The Guardian last month revealed it had seen internal documents from Co-op, outlining a strategy to increase the in-store ranging and advertising of vapes to help it o set major sales losses caused by a cyberattack earlier this year.
The decision didn’t land well with some of its employees, who accused the convenience chain of going against its ethical values.
Although Asda and Co-op are upping the pressure on independent convenience stores, history has shown that retailers like yourselves have been able to adapt and face any of the challenges that the multiples have thrown at you.
This issue of Retail Express is lled with ideas to help you achieve this.
RETAILERS HAVE ALWAYS BEEN ABLE TO ADAPT
Whether it’s a new perfume opportunity bringing stores additional pro t a year or advice from top retailers on how they encourage customers to spend more, we’ll always be here to provide you with advice to make your business thrive.
@retailexpress
Editor – news Jack Courtez jack.courtez@ newtrade.co.uk 020 7689 3371
Senior production & content editor Ryan Cooper 020 7689 3354
Copy editor Minhaj Zia
Senior designer Jody Cooke 020 7689 3380
Designer Lauren Jackson
Features editor Charles Whitting charles.whitting@ newtrade.co.uk 020 7689 3350
Features and advertorial writer Shyama Laxman shyama.laxman@ newtrade.co.uk
Editor in chief Louise Banham louise.banham@ newtrade.co.uk
Features writer Jasper Hart jasper.hart@ newtrade.co.uk 020 7689 3384
Reported shoplifting o ences reach record levels
ALEX YAU
SHOPLIFTING offences
across the UK have hit a record high, with the latest government �igures showing a spike from nearly 470,000 incidents to 530,000 instances.
The latest �igures from the Of�ice for National Statistics (ONS) for the year ending
June 2025 represents a 13% uplift. Despite the record high, the numbers indicate that the rate of increase is beginning to slow.
Previous ONS �igures for the 12 months ending March 2025 indicated a 20% rise. ACS chief executive James Lowman said: “Tackling theft remains the top priority issue for the convenience sector
and we continue to encourage retailers to report incidents when they occur. While shocking, the latest record �igures from the ONS show that more reporting of crime is happening and the gap between what the police record and what happens is starting to close.”
Fed national president Hetal Patel added: “We wel-
comed the government’s pledge to put 3,000 new neighbourhood of�icers on the beat, but these numbers show more must be done.”
These latest �igures come as the Crime and Policing Bill received its second reading in the House of Lords last month. If approved, it would make it a standalone offence to assault a shopworker.
Asda Evri expansion Booker delivery ne
INDEPENDENT shops partnered with Evri face more competition from Asda, as the courier has agreed a deal to install its services in 1,200 of the multiple’s shops by April next year.
The move follows Evri’s
recent £50m investment, announced in June this year, to double its network of ParcelShops and lockers to 25,000 by 2030. It will put pressure on stores ahead of the peak seasonal period.
BOOKER Retail Partners is to �ine retailers £75 for every scheduled delivery they miss.
The new charge was communicated to retailers last month through a letter, seen by Retail Express.
Allwyn has recruited the help of delivered confectionery wholesaler Bobby’s to boost its retail support team.
Under the trial with the supplier, Bobby’s reps will provide regular visits to
42,624
stores on Allwyn’s behalf. The visits will be conducted separately from Bobby’s existing visits and focus on providing advice on in-store National Lottery PoS and scratchcard activations to help improve availability.
It urged affected store owners to contact their retail development managers with any concerns.
Ketul Desai, of The General Store in north London, praised the move, adding it would help make deliveries more ef�icient overall.
LEADING convenience retailers were celebrated at the annual Better Retailing Awards on 16 October, with gongs awarded across 11 categories on the prestigious evening. Ashan Chaudry, of Nuneaton’s Triple ‘a’ Foodhall, took home the trophy for Overall Best Shop (over 1,500sq ft) and Merchandising & InStore Display, while the Overall Best Shop prize for under 1,500sq ft stores was won by Marcus Parkinson, of Windermere Convenience Store. Editor Alex Yau alex.yau@ newtrade.co.uk 020 7689 3358
Dodgy vape traders flouting illicit clampdown
ROGUE vape sellers trading outside of the south and north of England are the most likely to evade enforcement, due to differences in the levels of Trading Standards visits.
Data obtained by Retail Express through 76 Freedom of Information requests show disparities in the clampdown of illicit vapes by Trading Standards authorities throughout 2024.
The north and south of England recorded a total of 513 enforcement visits, with Hull making up the majority at 300 during the 12-month period. This was followed by Barking and Dagenham (152), Southwark (22) and Portsmouth (12), among others.
Meanwhile, there were 148 enforcement visits in the Midlands, equivalent to 28% of total action in the south and the north. Visits in Lincolnshire totalled 63, making it the biggest area for enforcement in the region. Elsewhere, Scotland and Wales combined had a recorded 119 visits, while there were none in Northern Ireland.
cerns about how seriously breaches are addressed by Trading Standards.
He said: “It’s a concern for me. Even though retailers who are breaking the law are getting cracked-down on, they’re still being able to trade after the crack-down. As far as I’m concerned, that’s the most galling thing.
“Environmental health, Trading Standards and all other government bodies do conduct their routine checks. It’s just part of the job – if you follow the rules and don’t break the law, then you’ve got nothing to worry about when they pay you a visit.”
One senior �igure from a Hull-based wholesaler told Retail Express the higher frequency of enforcement visits in the region was due to legitimate suppliers working closely with the authorities.
Action following the enforcement visits often involved a mix of warnings and seizures.
Andrew Taylor, of Taylors Today in Hull, told Retail Express that despite the frequency of inspections in the city, he still has con-
They added: “A lot of illicit vapes are coming through the area as we’re based near the port. Trading Standards are facing quite a lot of pressure with regards to funding, but it bene�its legitimate retailers if wholesalers like ourselves do our bit to support them.”
These claims were backed by one senior �igure from a major tobacco company, who told Retail Express Trading Standards enforcement across the UK varied due to contrasting levels of funding.
They explained: “It’s not just the funding, but also
the level of education that some Trading Standards of�icers have received. There are some of�icers who aren’t sure what counts as an illicit product.”
While Hull retailers face frequent inspections, the picture is very different elsewhere in the UK.
A Redbridge-based retailer, whose shop was visited by Trading Standards twice last year, said they were concerned some competitors were ignoring the recent disposable-vapes ban introduced in June, but remained con�ident author-
ities would enforce it appropriately under the new regulations.
“If a shop is caught breaking the rules, they’ll face a penalty, and repeated offences should lead to losing their licence,” they said.
On whether low levels of enforcement affected their own business, they added: “It doesn’t affect us as long as we follow the law.”
Asked to comment on the disparities in enforcement activities between different Trading Standards authorities, a Local Government Association (LGA) spokes-
person said: “Councils are working hard to tackle illegal vape sales and youth vaping, but enforcement levels vary due to differences in local priorities, resources and intelligence received.
“The LGA is calling for the issues, such as budget constraints and workforce pressures, which affect councils’ ability to enforce this legislation, to be addressed by the government in order to ensure that this legislation can be enforced effectively across the country.”
“REDUCING overheads is an ongoing challenge. There are obvious things like checking your renewed subscriptions and contracts with utility companies, broadband and telephone at the right moment rather than at the last moment. Put a note in your calendar to look at them because there are sweet spots where you can get the best deal for renewal. Martin Lewis talks a lot about those speci c days.”
Chetan Patel, Felbridge Village Store, West Sussex
Cash flow: how are you making the most of your money?
“YOU want to pay for the right kind of people in your shop. If your sta are flimsy and will be gone at any moment, it will always fall to you to pick it up. It’s about ensuring you know what your time is worth. On top of that, the hiring process can get quite expensive and it wastes even more of your time if you don’t hire the right sta . Get the right people in and spend a bit extra on them.”
Kyle Magowan, Lurgan Filling Station, County Armagh
“THE art of success is in using every inch of space in your store. Look at how the supermarkets are making use of their space, and make sure you do the same. This unlocks space for new ideas. It’s always worth experimenting with product launches. You don’t know until you’ve tried it – so give it a chance. My advice is don’t just sit behind the counter and watch. Get out there and see what’s happening.”
Raj
GOOD WEEK
MORRISONS: The multiple is targeting more franchisees in the south of England, by o ering retailers in the area the chance to convert their stores to the Daily format. A spokesperson said: “We have ambitious plans in place to bring Morrisons Daily to more customers across the UK.”
For the full story, go to betterretailing.com and search ‘Morrisons’
PAYPOINT: NoteMachine is giving engineering support to the service provider’s network of more than 3,000 ATMs. Anthony Sappor, retail proposition & partnerships director of PayPoint, said: “[NoteMachine’s] proven track record in engineering support gives us con dence that we can continue to provide a dependable service for the communities and businesses that rely on us.”
For the full story, go to betterretailing.com and search ‘PayPoint’
BAD WEEK
CONSORT: The frozen foods wholesaler admitted its most recent 2024 nancial year was “disappointing” due to poor weather conditions. In the delivered wholesaler’s latest yearly results for 2024, released last month, turnover fell annually from £46.5m to £43.5m, while gross pro t also dipped from £12.8m to 10.9m.
For the full story, go to betterretailing.com and search ‘Consort’
BUDGET: The Fed has warned of shop closures and job losses unless the chancellor announces support for retailers in this month’s Autumn Budget. Fed national president Hetal Patel said: “We hope the nancial pressures faced by independent retailers can be controlled as much as possible.”
Patel, Newsbit, Watford
KWAME BOAKYE
Raj Patel
C-stores hotspot for ‘cheap’ cigs
ALEX YAU
PURCHASES of “cheap” cigarettes and rolling tobacco were most commonly made in convenience stores, according to the Tobacco Manufacturers’ Association’s (TMA) annual antiillicit trade survey.
The survey of 6,000 smokers between June and August this year found 28% had bought what were deemed
cheap cigarettes from their local small shop in the past 12 months.
This was followed by a relative or friend (17%), pub (16%), supermarket (16%), on the street (10%) and another unidenti�ied source (13%).
According to the report, pricing was the biggest in�luence in the public buying illicit tobacco. The price of a 20-pack of illicit cigarettes
ranged between £3 and £6, while illicit rolling tobacco ranged from £5 to £8. These prices suggests the products in question are illicit.
In comparison, the average price of legitimate cigarettes and tobacco cost £16.60 and £40.09, respectively.
Commenting on the results of the annual report, TMA director Rupert Lewis said: “There is a growing disconnect between the public’s
tolerance of buying illicit tobacco – because it is so much cheaper than legal tobacco –and the negative impact the wider illicit tobacco industry is having across the UK, with 63% of those surveyed believing illicit tobacco has links to organised crime gangs (which also trade in drugs and people traf�icking) and 69% believing that cheap illicit tobacco is making it easier for children to take up smoking.”
FORMER Booker director Martin Swadling has joined Co-op Wholesale as its new customer director.
In his new role, Swadling will oversee Co-op Wholesale’s logistics and warehouse operation to ensure the �irm meets the needs of its customers.
Prior to joining Co-op Wholesale, the industry veteran held the role of customer director at Booker, topping a nearly three-decade-long career at the wholesaler.
SHOP STAFF HOURS CUTS
STAFFING hours have been cut by more than half of independent convenience owners this year, with 43% expecting further reductions by the end of the year.
Retail Express’ publisher, Newtrade Media, surveyed more than 200 independent convenience stores for its regular retailer sentiment tracker. Nearly 60% had cut sta hours.
“Suggesting
Perfume opportunity
PERFUME supplier Yodeyma has launched a compact countertop unit, with previous stockists generating £6,000 in additional sales a year.
The �irm’s UK country manager, Prabh Singh, told
Retail Express he expects demand for the products, which are in�luenced by fragrances from major brands, to ramp up in the �inal three months of the year during the seasonal period.
PAID FEATURE GROW YOUR SALES
GROW SALES WITH FUMI
With more UK smokers seeking a tobacco-free lifestyle, nicotine pouches are growing in popularity. Introducing FUMI, the Scandinavian brand blending lively flavours with a brand-new attitude
WHAT’S THE OPPORTUNITY?
NICOTINE pouches are the next big thing in the world of tobacco alternatives. Small and discreet, with no smoke or vapour, they o er fast, longlasting flavour and nicotine release with minimal drip.
It’s no surprise, therefore, that they are growing in popularity, with sales in the UK having doubled over the past year1 and new brands appearing on shelves all the time.
Among them is FUMI, which has created a sensation since it launched in the UK earlier this year, with sales growing by 41% in July alone2 – making it the fastest-growing nicotine pouch in that period.
FUMI’s pouches are proving increasingly popular with adult nicotine consumers looking for discretion and who prefer nicotine products which t into their lifestyle.
DISCRETION and attractive flavours – that’s what customers are looking for from nicotine pouches, but FUMI is bringing its own twist on this exciting corner of the tobacco alternatives market.
Developed in Sweden, FUMI is aimed at the 25 and upwards age bracket and comes in a range of nine flavours, each with its own look and attitude, based on the ambitious slogan ‘A Space to be Exploring’.
2 3 4 1
Fruit flavours are proving popular, with 22% of the market1. FUMI is seeing strong sales of Fiery Mango, which blends tropical fruit with chilli, followed by Tangy Apple and Tangy Strawberry. All nine flavours are avail-
Take Freezy Mint, which, because mint is the dominant flavour category in the UK with 59% of sales1, is FUMI’s top seller, which creates a fresh ‘Space to be Open’ for adult nicotine consumers.
able in three di erent nicotine strengths – 4mg, 8mg and 11mg – and, with a strong marketing campaign behind it, FUMI is proving itself as a low-maintenance, shelfready product, which is making serving the UK nicotine pouch market the retail ‘Space to be In’.
Want to nd out more about how your customers can enjoy FUMI’s showstopping range of
Alastair Williams, commercial business manager, FUMI
“WE have always believed that 2025 would be the year when pouches take a foothold in the UK market, so we’re delighted that adult nicotine consumers are discovering our showstopping range of flavours and nding which space they want to explore.
“Our pouches are designed to be used with the minimum of fuss. They’re slim, all white and made from plant-based bre, nicotine, flavourings and sweeteners – there’s no heat, no smoke, no vapour and no hassle because they’re discreet.
“Adult nicotine consumers love that, and they love our boldness and our attitude, while retailers are recognising that the premium positioning we o er makes our pouches a must-have addition to their tobacco alternative o ering.”
FUMI Freezy Mint
FUMI Fiery Mango
FUMI Minty Blueberry
FUMI Tangy Strawberry
PRODUCTS
Snack a Jacks flavour update
SHYAMA LAXMAN
SNACK a Jacks has launched a Lightly Salted Caramel �lavour, available to convenience retailers.
The launch coincides with a packaging redesign, featuring a fresh polka-dot look that reinforces the brand’s playful, modern identity and boosts shelf standout, according to Snack a Jacks’ manufacturer PepsiCo.
Health remains a key consideration for shoppers.
This has contributed to the growing popularity of rice cakes, a segment that is growing faster than the savoury snacking category by 9%.
Snack a Jacks’ new Lightly
Salted Caramel is set to further capitalise on this opportunity by appealing to shoppers seeking a sweet, better-for-you snack, containing 88 calories per serving while still delivering on great taste, the supplier added.
Snack a Jacks Lightly Salted Caramel is available at an RRP of £2 (�ive-pack), including the brand’s 80g grazing bag format, featuring the new Lightly Salted Caramel and Zingy Salt & Vinegar available at an RRP of £2.25.
Cynthia Finke, marketing director of permissible brands at PepsiCo, said: “We’re evolving our range to increase our relevance with modern-day shoppers.”
It’s time for Hovis to get Wicked for Good
HOVIS has partnered with Universal Pictures’ Wicked: For Good for an exclusive on-pack promotion, running until 31 December.
The promotion runs on Hovis Best of Both Medium Sliced and Hovis Best of Both Thick Sliced. Consumers can win an exclusive holiday to Canada for four people, along with �ive runners-up
prizes of of�icial Wicked: For Good merchandise. Shoppers can enter the competition through an interactive QR code featured on the packaging. According to the supplier, the promotion gives retailers an opportunity to drive footfall and boost sales.
Country Choice expands Savour It
breast, bacon and cheese. The
COUNTRY Choice has added Chicken & Bacon Toastie and a Chicken Tikka Naan to its Savour It ‘bake in pack’ foodto-go range.
They can be cooked from frozen in 25 minutes, then displayed in a hot merchandising unit. Retailers can also defrost the items in a chiller and heat them to order in 90 seconds. The Chicken & Bacon Toastie features chicken
Ko-Lee Noodles’ salted egg launch
INSTANT noodle brand KoLee has introduced Salted Egg Noodle box, available to convenience retailers now.
The noodle boxes, which can be ready in four minutes, are available in two variants: Lobster and Chilli.
indicates that the premium instant noodle category is growing by 5.32%.
RRP: £1.79
Getaways are good with Richmond
RICHMOND has launched a ‘Good Times Getaway’ campaign and on-pack promotion, across its fresh sausage products.
The noodles are packaged in a portable, shelfready format, modelled on Chinese takeaway.
The launch comes off the back of research indicating that ‘salted egg’ is a global trend, witnessing 20% yearon-year growth. The research
iPro launches into Morrisons Daily
IPRO has of�icially launched into 550 Morrisons Daily stores across the UK, with two of its most-popular �lavours: Mango and Berry Mix.
iPro Hydrate is caffeinefree, contains no arti�icial colours or �lavourings, and is naturally sweetened with stevia, according to the supplier. Each bottle delivers
100% of the recommended daily intake of vitamin C, and is enriched with essential B vitamins and electrolytes to support hydration and recovery.
The brand is veganfriendly and Halal certi�ied. The packaging is recyclable, and each bottle is made using 30% recycled plastic.
Jam Shed drops new on-pack promotion
JAM Shed has launched a new on-pack promotion offering eligible shoppers a chance to win a share of £20,000.
Running until 30 November, the promotional packs will be available to Spar, Co-op, Nisa and One Stop retailers.
To participate in the promotion, shoppers simply need to scan the QR code on the packaging neck �lag or supporting point-of-sale materials.
Prizes include cash prizes – with amounts of £50, £150, £250 and £5,000 up
for grabs – as well as moneyoff coupons that shoppers can redeem in store until 28 February 2026.
The promotion runs until 12 January 2026, across Richmond’s pork, chicken and meat-free range. Shoppers can win one of �ive main prizes, consisting of a £6,000 TravelCard by Inspire plus £750 spending money for a holiday of their choice. Other prizes include Richmondbranded neck pillows and in�latable lilos.
Shoppers must scan the QR code on the participating pack, complete an entry form, and upload a picture of their purchase and the product’s batch code.
BIONA is set to add three new products to its organic range: Italian Spelt Piadinas, Italian Spelt Pizza Bases and Hot & Chunky Kimchi. The piadinas and pizza bases are made with organic spelt �lour and extra virgin olive oil. According to the supplier, spelt is in high demand as shoppers seek �ibre-rich, lower-gluten alternatives to wheat. Neither product contains seed oils, the supplier added.
The Hot & Chunky Organic Kimchi is made with organic napa cabbage, carrots, onion, garlic, ginger and a blend of spices. It’s free from preservatives, arti�icial �lavourings and added sugar.
RRP: £2.49-£5.39 Biona to expand its organic range
Chicken Tikka Naan combines marinated chicken breast in a tikka masala sauce with onion bhaji, and low-fat yoghurt, wrapped up in a naan.
RRP: £4.60 (Toastie), £4.35 (Naan)
PRODUCTS
Klar’s unflavoured nic pouch
SHYAMA LAXMAN
KLAR has launched an un�lavoured nicotine pouch called Blank.
The new variant offers a smoother, more controlled nicotine release, without added �lavours, according to the supplier. The result is a clean, precise and consistent experience designed for adult nicotine users who prefer simplicity, the supplier added.
Blank is available in three strengths – Regular (3mg), Strong (6mg), and Extra Strong (9mg). Each unbleached pouch provides a long-lasting experience of up to 45 minutes. It’s available through AquaVape at an RRP
of £6.50.
on-pack promo
PROTEIN bar brand Trek has seen its growth in independent convenience rapidly outpace its overall growth, as the brand increases its penetration in the channel.
According to Nielsen �igures, Trek has seen its value growth increase by 163% in convenience in the past year, compared to a 47% total increase.
This time two years ago, the brand was worth £112,000 in convenience, but is now worth nearly
experiences cleaner, more
Tomas Hammargren, chief risk reduction of�icer at Klar, said: “With Blank, we wanted to offer something genuinely new – a pure, neutral pouch for users who want focus without �lavour. Our research shows we can deliver the same nicotine kick as higherstrength pouches, but with about half the nicotine content of many leading brands.
“Blank represents the next step in making nicotine experiences cleaner, more ef�icient and backed by science.”
Trek’s sales increase in independents
£300,000. Independent retailers are contributing 1.3% of the brand’s overall growth, despite representing 0.7% of its retailer share, indicating that the brand is overperforming in the channel with further room to grow.
Trek’s recent collaboration with Lotus Biscoff has become the number-one new product within cereal bars in 2025.
PEPSI Max is marking its third-year partnership with video game franchise EA Sports FC 26 with a new onpack promotion.
Radnor Hills’ Disney collaboration
SOFT drinks manufacturer Radnor Hills has unveiled a new collaboration with Disney.
Celebrating the live-action reimagining of the 2002 animated classic Lilo & Stitch, Radnor Fruits has launched three character-inspired �lavoured drinks, in Apple, Forest Fruits and Orange. The branded tetra packs, featuring Stitch, are available in a pack of three (200ml each) at an RRP of £2.
Radnor Fruits contain 50% Radnor Hills Spring water, 50% real fruit juice
and no added sugar. The drinks are HFSS-compliant and allergen-free.
TOPPS has launched licensed National Basketball Association (NBA) and National Basketball Players Association trading cards, for the �irst time since the 2009-10 season.
The collection has players from all 30 NBA teams and select NBA legends. The partnership includes the launch of Topps’ Rookie
This gives players in-game rewards such as season points and other prizes.
RRP: £25-£215
ARLA Foods has introduced a new Baileys Extra Thick Chocolate Cream, available to convenience retailers.
Baileys Extra Thick Chocolate Cream joins an awardwinning lineup including Extra Thick Cream, Salted Caramel, Baileys Pouring Cream and Baileys Espresso. Katie Prosho, Baileys cream brand manager at Arla Foods, said: “Baileys stands for indulgent moments, and this new �lavour is designed for those seeking a grown-up treat. Whether it’s dolloped over a mince pie or festive
Topps launches basketball collection
Debut Patch. The patch will be authenticated and, once signed by the player, inserted into a 1/1 Topps Rookie Debut Patch Autograph card to be included in a Topps product.
MRP: £3
Arla launches Baileys Extra Thick Cream
pud, Baileys Cream is guaranteed to take your desserts to the next level.”
The limited-edition Pepsi Max x EA Sports FC 26 cans and bottles are available to convenience stores. Shoppers simply need to follow the instructions on any promotional can or bottle by 28 December to gain access to the in-game EA Sports FC 26 rewards.
BeatBox drink launches in the UK
RED Star Brands has launched the American ready-to-drink ‘party punch’ BeatBox into the UK.
Four variants – Blue Razzberry, Juicy Mango, Orange Blast and Fruit Punch – are available through wholesale and cash and carry.
Originally founded in the US in 2012, BeatBox is a �lavoured wine beverage made by blending a neutral wine base with bold fruity �lavours.
The brightly coloured recyclable packaging has been designed to deliver high on-shelf visibility to attract
The launch will be supported in store with a range of branded PoS materials and FSDUs, in addition to in�luencer campaigns and sampling events.
ASAHI has unveiled a new global brand platform for Asahi Super Dry, ‘Seek What Is Unique’, led by a major campaign. A new design system has also been created for Asahi Super Dry, including a new colour palette, graphic system, tone of voice and
product photography. Małgorzata Lubelska, global and category brand director at Asahi Europe and International, said the campaign is “in pursuit of our goal for Asahi Super Dry to become a modern Japanese icon”. shoppers to the �ixture and maximise sales, according to the supplier.
NEW CAMPAIGN
In partnership with
CHANGING THE VAPING MINDSET
The UKVIA Industry Forum returns on 26 November at a de ning moment for vaping’s future
WHY ATTEND
THE UK Vaping Industry Association’s (UKVIA) flagship Industry Forum returns this month at a pivotal time for the sector – bringing together experts to explore the radical shift in thinking needed for vaping to achieve its full smoke-free potential.
Taking place on 26 November at the London Marriott Hotel, Regent’s Park, the event comes as the government gets closer to a decision on the Tobacco and Vapes Bill.
Centred on the theme ‘The Way Forward: Changing the Vaping Mindset’, this year’s Forum will challenge stakeholders from across society to rethink their approach to vaping – and ensure it plays its full part in helping the UK’s six million remaining smokers quit.
The programme will also take a global view, exploring how policy reform, international market growth, supply chain pressure, geopolitical events and product innovation are
reshaping both business and harm reduction worldwide.
John Dunne, director general of the UKVIA, said: “This year’s Forum comes at a de ning moment – perhaps the most important yet for the future of vaping. It also comes as millions of adults continue to smoke, and the narrative around vaping remains clouded by fear and misinformation.
“What’s clear is that, if we truly want to achieve a smokefree future, a fundamental mindset shift is needed, not just from smokers, but from policymakers, health professionals, regulators and the industry alike.
“The Forum will bring together key voices to explore how we can drive that change. If we fail to reframe the conversation around vaping now, we risk missing the greatest opportunity we’ve ever had to end smoking for good.”
Sessions will include Changing the Regulatory Mindset,
focused on ensuring evidencebased policymaking, and Changing the Industry Mindset, which looks at how the sector can strengthen its reputation for responsibility.
There will also be keynote speeches and discussions covering the upcoming COP11 conference, and the roots and reach of misinformation, as well as the Vaping Products Duty and Autumn Budget, which land on the same day as the event.
This year’s cast of expert speakers includes:
• Mark Oliver, business hub manager, Peterborough and Cambridgeshire Trading Standards
• Dr Garrett McGovern, medical director, Priority Medical Clinic
• Dr Carolyn Beaumont, Australian GP and THR Advocate
• Emily Manson, public health lead, Riot Rehab
• Sairah Salim-Sartoni, health psychologist and stop smoking
expert
• John Patterson, president, IKE Tech
• And lots more
Beyond driving critical discussion and debate, the UKVIA Forum also serves as a key networking event for the next-gen nicotine sector.
Delegates will have access to a highly exclusive exhibition area, along with a new post-disposable-vapes product showcase.
The event will conclude with an evening reception, o ering an opportunity for delegates to connect and continue conversations sparked throughout the day.
This year, for the rst time ever, the UKVIA has introduced Forum Feed (ukvia-forumfeed. co.uk), a dedicated digital hub of all things Forum, which allows people to explore the agenda, meet speakers, receive event updates, book tickets and more.
Exclusive for Retail Express readers: save 15% on your ticket to the UKVIA Industry Forum on 26 November (ukvia-forumfeed.co.uk) when you book using the code RE15 at checkout
IF WE TRULY WANT TO ACHIEVE A SMOKE-FREE FUTURE, A MINDSET SHIFT IS NEEDED
OPINION
RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS What do you think? Call Retail Express on 020 7689 3357 for the chance to be featured
PERFECTDRAFT: Have recent margin squeezes impacted you?
“IT might seem like only six lines, but we as retailers can’t stand for this practice on principle. We’re not going to increase the RRP to remain profitable, as the customer will realise it’s cheaper to go direct. It will leave a bad impression. They might purchase it once, but they will never come back to us.”
Anonymous retailer
“I DID get the communication that they were increasing the cost price but keeping the RRP the same on a certain number of lines. To be honest, it’s not really affecting me as they are more quirky variants and ones we don’t stock in store. However, I can see how bad the impact will be on retailers who are affected.”
We can’t stand for this on principle
POKÉMON CARDS: How bad are stock shortages?
“IN a recent order of 2,000 packs, I had only received 144. It was an absolute disaster for us. We had a lot of complaints. The growing number of shortages seem to be due to more stock being allocated to major chains, rather than smaller, independent retailers.”
Mark Dudden, Albany Road Stationery & News, Cardiff
“WE know Pokémon cards are very popular and they’ve sold out quickly when we’ve had them, but our supplier, Smiths News, has had limited stock recently. Other distributors have also got limited availability. It’s a range we want to stock because it offers customers something different.”
Dipak Shah, H&R News, Camberley, Surrey
BUSINESS RATES: Why should the government extend relief?
“RATES relief helps reduce operating
It was an absolute disaster for us We have a range
“MY rates bill has recently tripled and the system is breaking the high street. This isn’t a marginal cost. It’s a massive, structural hit. It changes how you think about hiring, investing and even surviving. Unless there’s reform, we’ll keep losing independent retailers.”
Benedict Selvaratam, Freshfields Market, Croydon
Unless there’s
we’ll
reform,
keep losing retailers
ALCOHOL: What is boosting sales in your store?
“SPORTING occasions help with beer sales. People have a party and they have too much to drink to be able to drive to the shop, but they need more, so they’ll order it in from us through our home-delivery service. We do promotions where we give away branded glasses with the beers.”
Goran Raven, Budgens Abridge, Essex
“WE have a range of international beers, which allows us to make recommendations beyond mainstream options. A new customer came in and was going for the big brands, like Corona or Budweiser, but I advised him to try Löwenbräu. People’s eyes open and they try the continental ones.”
Vas Vekaria, Kegs N Blades, Bolton
LETTERS
Letters may be edited
‘Retail Express sorted a fog machine issue for me’
I WOULD like to thank Retail Express for helping me resolve an issue I had with a supplier of smoke security machines. The company produces fog machines designed to secure shops against break-in attempts. Its machine has been in my store since December last year.
The issue concerned a blue light on the equipment that ended up not working a few months ago. It meant I could no longer tell whether the device was activated or not. We’ve had to keep the machine turned off entirely to avoid confusion with staff members when they open and close the store.
COMMUNITY RETAILER OF THE WEEK
Bashir Naeem, Nisa Dalgety Bay, Dunfermline
‘We’ve established a community xture’
“WE reopened the Dalgety Bay store and it’s been fantastic to see such a positive response from the community. Our goal was to create a store that o ers great value, more choice and a modern, friendly shopping experience – and it’s wonderful to see customers already embracing it. The completed refurbishment includes new counters and shelving, a full redecoration and updated signage – creating a brighter, more contemporary feel throughout. It also o ers the perfect mix of quality, value and local character – and has quickly re-established itself as a trusted xture in the community.”
When the issue �irst occurred, I got in contact with the company immediately, and it said it would sort it out. However, I had to chase it several times, but nobody came out to repair the machine. It even got to the point where my retail development manager from Budgens got in contact to get them to resolve
the problem.
Retail Express eventually got in touch with the company on my behalf. It was no coincidence that it got in contact shortly after. It then sent an engineer out to repair the fog machine.
Kam Nijjer, Budgens Meriden, Coventry
“ON 24 October, I met my local MP, Joshua Reynolds, at my shop to discuss some of the challenges faced by small independent retailers across the UK. I outlined the services my business provides, including the post o ce, newspapers and the full range of convenience products, which put the store at the heart of the local community. I wanted to thank Reynolds for taking the time to visit my business and listen to my concerns as well as those of our members – particularly some of the costs we face and pressures on margins of the products we sell.”
Work with suppliers, but do it right
WORKING with suppliers and wholesalers can have massive bene ts for retailers, whether it’s free stock, advice or promotional material.
I would say, for example, KP Snacks and its Snack Partners programme are always there for category advice and so much else besides. They’re absolutely brilliant, as are Nestlé.
But retailers should also be aware that not all suppliers are doing things so well and there have been some occasions where I’ve felt that I’ve put in plenty of time and e ort for a supplier, but that I’ve not been given the recompense for that time and e ort, which had been agreed beforehand. In some cases, it’s becoming a bit of a recurring theme and a bit annoying. A supplier buying me lunch for the work I’ve put in isn’t really enough in my opinion.
So, while I would recommend that retailers de nitely work closely with their suppliers and try to get involved in activations and other things that they’re working on, I would also stress that it’s important to value your own time and to ensure you’re not doing anything just on a handshake.
My advice to retailers would be to pick and choose the people you’re going to work with. Talk to other retailers about their experience, because although retailers might not have one united voice on things, we can’t allow ourselves to be dealt with on an individual basis if it means we get picked o and taken advantage of. Make sure you get any agreements down on paper before you do anything, and stick up for yourself and your shop.
Hetal Patel, Stop ‘n’ Shop, Maidenhead
Each issue, one of seven top retailers shares advice to make your store magni cent
HOW EP O S CAN HELP YOUR STORE
CHARLES WHITTING nds out what retailers should look for in their EPoS and how they can use it most e ectively
WHAT YOU CAN DO WITH EP OS
AN EPoS system in modern retailing is more than just a till. It can be the single most important tool in understanding your customers, your strengths and weaknesses, and your business overall. Getting the right system in place and learning how to get the most out of it can have a massive impact on your store’s bottom line.
“A good EPoS system is vital for running a successful convenience store. It streamlines sales, manages stock, ensures pricing accuracy and enables evidence-based decision making,” says John O’Neill, retailer sales controller at Parfetts.
“It supports regulatory compliance and protects against fraud while processing payments quickly. Retailers using EPoS bene t from data insights, real-time inventory control and the ability to place orders directly with wholesalers.
“Without one, managing stock manually becomes time-consuming and inefcient. A modern EPoS system saves time and improves pro tability by identifying bestsellers, preventing overordering and allowing the retailer to focus on customer service.”
Rather than relying on your gut to work out what’s selling, EPoS can tell you exactly what’s been bringing in pro t and what’s been sitting on the shelves. Weekly sales reports can show you what’s happening across your shop floor, while suggested ordering – based on what’s selling best – saves time and ensures the bestselling items are being reordered more regularly.
Retailers should talk to suppliers and each other to nd out about the capabilities of each system and work out which one is the right one for their speci c needs, budget and ambitions.
HOW TO USE EPOS EFFECTIVELY
THERE are lots of features within an EPoS system that can help you to streamline your business, with new technological advances occurring all the time to bring further bene ts. But while it might be tempting to think that the technology will do all the work for you, you need
to be checking the reports and analysing its data to really get the most out of this equipment.
“Some of the best features are the simplest: stock management, real-time sales reporting and transaction speed,” says a spokesperson for MHouse Systems. “The
real value comes when retailers use those tools actively. For example, weekly sales reports can highlight slow-moving products, giving retailers a chance to run promotions before stock goes to waste. Suggested ordering ensures shelves are always stocked with bestsellers.”
SUPPLIER VIEW
Spokesperson, MHouse Systems
“BEFORE investing, retailers should ask themselves: What are my biggest pain points? Is it stock control, sta time, or lost sales? They should ask providers: Will this system directly save me time or money? How easy is it to use? What kind of support do you o er when I need help?
“They should also ask peers for their experience –what works well, what doesn’t and which providers genuinely stand behind their promises.
“Clarity is vital: if you run multiple sites, ask about scalability. If promotions or loyalty are critical, make sure the EPoS integrates. A good decision comes from balancing your needs with proven results from other retailers.
“Attributes that matter include simplicity for sta , scalability as you grow and responsive support when you need it. For a single independent shop, you might prioritise ease of use and cost. For a multisite operator, you might prioritise central reporting, advanced analytics and account management.”
FINDING THE RIGHT SYSTEM FOR YOU
THERE are a plenty of di erent EPoS partners out there and it can be daunting trying to work out which one is best for your business. A good place to start is the upfront and ongoing costs along with the number of tills you’ll actually need. But after that, you want to be thinking about what you actually want to get out of this technology and try to nd
the system that will help you achieve that.
“We’re with MSP and have been for some time,” says Karan Patel, from Budgens Sherwood in Tunbridge Wells, Kent. “We chose them because we had ESLs and they integrated onto that technology really well. The support it o ers is very good as well.”
It’s also important to talk to
other retailers about their experiences with their own EPoS systems, as there will always be challenges that you need to be aware of.
“We’ve have Reposs for years and I’m still learning every week with it,” says Mark Dudden, from Albany Road Stationery & News in Cardi . “Every EPoS system has its own bugs and it can take years
to nd them out. But Reposs works well for us.”
Dudden also recommends that if retailers are looking to switch suppliers, they make sure the data transfer is done properly. “There’s a lot of work involved in that and it can be very expensive, but it’s very important because there’s a lot of information on there that you’ll want to keep,” he says.
& CAKES
SWEET TREATS
Biscuits and cakes present a major sales opportunity for independent retailers who get the category right by stocking the right products, as SIMON KING reports
WHAT CUSTOMERS ARE LOOKING FOR
FOR retailers to get their biscuits and cakes o er right, they need to prioritise their core biscuits and cakes range, while also recognising the importance of the category for impulse purchases.
“They should make room for new products and flavour innovations, and limited-editions from bestselling brands such as McVitie’s,” says a spokesperson for Pladis. “This gener-
ates interest and excitement, drives store tra c and keeps shoppers coming back.”
According to data from Worldpanel by Numerator, take-home value sales of ambient cakes and biscuits have surged 4.2% in the 52 weeks to 10 August. Biscuits contributed most to value growth, jumping 3.7%.
drive growth for biscuits, but shoppers have reduced the amount they buy to accommodate higher prices.”
Susan Nash, Mondelez International’s trade communications manager, says shoppers reach for branded biscuits, with half of consumers sticking with their preferred brand.
Nash says: “As 53% of shoppers look to trial new flavours, we advise retailers to stock
brands that continue to launch new products as this drives excitement in the category.”
Jamison adds thatcakes’ stronger performance was largely driven by convenient formats, as people seek small indulgences.
“Small cakes have enjoyed value growth of 9.7%, with volume up 8.4%; cake slices are up 9.2% in value and 6.7% in volume,” Jamison says.
SUPPLIER VIEW
Susan Nash, trade communications manager, Mondelez International
“WE’VE seen a 6% year-on-year increase in on-thego shopper missions within healthier biscuits as shoppers are being more mindful when snacking while out and about.
“Therefore, we encourage retailers to stock healthier biscuits, such as ranges from the brands of Belvita and Cadbury Brunch, which are also key pillars of a retailer’s snacking o ering because they o er a variety of formats and flavours.”
THE IMPORTANCE OF PMPS
PRICE-MARKED packs (PMPs) are available on a wide range of cakes and biscuits, and, despite the potential margin reduction, many retailers have backed them to stand out in a competitive marketplace.
WORK WITH LOCAL SUPPLIERS
Fiona Malone, owner of Tenby Stores & Post O ce in Pembrokeshire, says: “We do a fair amount of PMPs, because it o ers the customer the perception of better value. However, it is something that we sometimes struggle on with the margin.”
SUPPLIER VIEW
Frances Booth, head of marketing, Lotus Bakeries UK
Avtar Sidhu, from Budgens St John’s in Kenilworth, War-
wickshire, says PMPs are also a useful tool for selling cakes as they often have shorter shelf lives.
“Price-marking – like in every category – just drives that value message loud and proud, and gives them condence to buy into it,” he says.
“WHILE cakes are o en seen as an occasional treat, biscuits are a staple in British households.
“Whether being enjoyed alongside of co ee or dunked in a mug of tea, biscuits are an a ordable way to satisfy sweet cravings. However, this doesn’t mean that biscuits can’t provide a little luxury, and they are perfect for sharing with friends while on picnics or at the end of dinner parties.
“With home-baking on the rise, particularly within families, placing biscuits near baking essentials, such as sugar and flour, can be a useful way of encouraging customers to spend more.”
INDEPENDENT retailers that partner with local suppliers report that customers appreciate the local nature of the products and are keen to support them. Malone works with Henllan Bakery and says its products sell really well.
“Once someone’s tried a cake, they will come back and get more,” Malone says.
“We have regular customers who will order cakes on cer-
tain days because they know that’s when we get our Henllan order in.”
Judith Smitham, owner of The Old Dairy – Pydar Stores in Truro, Cornwall, has a dedicated shelf for Prima Bakeries, which is located just eight miles from the store.
“Prima Bakeries has got its own shelf, which has a logo with a heart and the Cornish flag on it, and it makes Cornish
products,” Smitham says.
Nishi Patel, owner of Londis Bexley Park in Dartford, Kent, keeps a tight, core range of cakes, and has worked with local business Ruby Cakes for the past 12 years, while Sidhu works with Blencowe’s Cakes, which o ers a range of cupcakes, mu ns and cakes.
“If it’s a good, quality product, people will come to you for that product,” says Sidhu.
NOVEL AND PREMIUM PRODUCTS
PATEL and his customers always like to try new products in his store, whether it’s from established bigger brands such as Ja a Cakes, Mr Kipling or Oreo, or from his local supplier,
“We always have a go, because it’s something new,” Patel says. “I don’t think people look at the price when it’s a classic impulse purchase like biscuits and cakes. They will usually just try it and price
doesn’t really come into it.”
Sidhu says some customers are buying more premium ranges, adding sales of Farmhouse Biscuits are good.
“We’ve started doing brownie biscuits and Tim Tam,
which is Australia’s bestselling biscuit brand,” Sidhu says.
“We’ve also got pistachio Dubai chocolate-style biscuits, along with the Fox’s Signature range, which are on promotion and selling well.”
NEW PRODUCTS
Mondelez unveils seasonal products
Mondelez International has reintroduced Oreo for Christmas with the second year of limited-edition Oreo Gingerbread.
It is also launching an Oreo Assortments pouch, featuring three di erent types of Oreo, and bringing back Oreo White Enrobed, which was Mondelez International’s number-one festive biscuit in 2024.
Cadbury Snowy Fingers, the winter twist on the classic Cadbury Fingers with a milk and white chocolate coating, is also returning to shelves for 2025, alongside Cadbury Festive Animals.
New variant for Belvita
Belvita recently launched Belvita Duo Crunch Choco Hazelnut, a limited-edition product that combines chocolate flavour, high bre and Belvita’s signature blend of ve wholegrains.
Available until December 2026, Belvita Duo Crunch Choco Hazelnut features two crunchy Belvita biscuits, sandwiched together with a smooth, chocolate hazelnut lling to create a delicious harmony of consumers’ favourite flavours and textures.
Belvita Duo Crunch Choco Hazelnut is available in a 5x2-pack format.
Limited-edition launch for Ja a Cakes Pladis has added a variant to its McVitie’s Ja a Cakes range – McVitie’s Ja a Cakes Hot Honey. The product combines the sweetness of honey with chilli heat in a jelly covering the light sponge cake base and coated in the Ja a Cake signature crackly dark chocolate.
The latest launches in biscuits and cakes
Ruby Cakes.
THE PRICEMARKED OPPORTUNITY
TAMARA BIRCH talks to retailers about how they’re making PMPs work in their stores
SHOULD YOU STOCK PMPS?
PRICE-MARKED packs (PMP) are a controversial subject, but most retailers feel they o er customers the perceived value that they are not being overcharged.
Sasi Patel, owner of several Go Local stores in Greater Manchester, says he “lives and dies on PMPs”.
He says: “Retailers should
stock what they can in PMPs because it gives your customers more con dence they are paying the right price. All of our stores carry PMPs, and if there’s both a non-PMP and PMP available, we’ll go for the PMP, no questions asked.”
Raj Suchak, of Coldean Convenience 02 in Brighton, East Sussex, echoes this sentiment
and believes PMPs should be mandatory for convenience stores. “Customers need to know they aren’t getting screwed over by various pricing structures, which is where PMPs come in,” he says.
However, Anish Panchmatia, owner of seven convenience stores in Birmingham, says there are pros and cons to
PANCHMATIA says that when it comes to PMPs, you should question if they o er value, or if there’s another way to achieve this.
“We run promotions and advertise these on yellow labels, and do four weeks on, four weeks o ,” he says, “It works because it o ers consumers value because we’re changing promotions. Whereas, in my experience, PMPs aren’t put on promotion, so are you o ering value or are you
PMPs to consider.
“The pros are that customers get perceived good value,” he says. “The cons are that retailers can get squeezed from a margin perspective, unless they buy on promotion. We focus on non-PMPs, which also allows us to adapt quicker, react to price changes and keep mobile in the market.”
STRIKING A BALANCE WITH PMPS
stocking the same things in the hope they’ll sell?”
He adds that consistently changing the promotions helps drive footfall. Spend goes up because customers know they’re getting di erent products at di erent times.
“We did the PMP model before Covid, but soon thought it was the wrong model for us,” he says. “We went to non-PMP and we now present that o er to the customer that actually shouts value.”
Panchmatia says only his crisps range is price-marked now. However, retailers can stock most categories as price-marked options, such as Nestlé confectionery. The key is ensuring you’re striking a balance and reviewing your categories regularly.
However, the decision behind PMPs will depend on your demographic. If you’re unsure on PMPs, consider trialling them to nd the right balance for your store and your
customers.
If the majority of your store is already price-marked, consider merchandising as a flow customers can easily follow. If you have non-PMPs in store as well, stock them with your PMPs to o er customers a choice.
Jeet Bansi, of Meon Vale Londis in Stratford-upon-Avon, Warwickshire, uses PoS to highlight his PMPs in store to help communicate the value PMPs o er to his customers.
CATEGORY ADVICE
PACKS
WHICH CATEGORIES WORK WELL IN PMP FORMATS?
FOR Patel, confectionery and impulse lines work better as PMPs, but he also says the world foods category tends to perform better price-marked.
With confectionery, Clare Newton, trade & shopper marketing manager at Swizzels, advises grouping PMPs in a visible, dedicated section.
“Placing PMPs in a secondary location, such as with other items in the same category, can help to drive sales and allow shoppers to compare these to non-PMP products,” she
says. “Retailers should take notice of shopper habits and margins to ensure they strike the right balance between price-marked and non-PMPs.”
PMPs are also a way to encourage trial of new products, according to Ed Merrett, wholesale controller at PepsiCo.
“Fifty-nine per centof new product packs sold are PMPs, making the PMP format particularly important when it comes to leveraging the latest launches. This is especially true when it comes to sharing
bags, which account for 91% of new product sales in PMPs,” he says.
PMPs work strongly in highvolume lines, such as soft drinks, confectionery, snacks, beer and everyday grocery staples, as noted by Cheryl Hope, trading director at Parfetts.
“Premium or specialist goods often remain unmarked to allow flexible pricing and seasonal adjustments,” she says. “Retailers can balance the two to meet local demand while protecting pro tability.”
WHAT CATEGORIES COULD YOU STOCK AS NON-PMPS?
ACCORDING to the retailers
Retail Express spoke to, the majority of categories work as price-marked, especially when it comes to showing value to your customers.
Bansi says the only category
he struggles with is health and beauty.
“I nd it quite rare to nd any PMPs in health and beauty, as well as medication,” he says.
“These items are de ned
by items that are already perceived as good value and shoppers don’t necessarily care about the price.”
Patel echoes this, adding: “Medicine isn’t available often in PMP formats, but I don’t
SUPPLIER VIEW
“PMPs work well within the confectionery category, in which convenience is key. PMPs o er a quick price comparison and are o en positioned in easy-tograb locations or display unit. This pushes impulse purchases – which in turn promotes repeat purchases – and, as a result, half of convenience baskets include PMPs. And it’s not just familiar PMPs that are popular. When applied to new products, PMPs foster a positive price perception and a reduced sense of risk, encouraging consumers to reach for them.”
SUPPLIER VIEW
think it’s needed as the price is so low anyway. Also, if someone comes in with a headache, they’ll pay for tablets regardless of the price. The success of PMPs comes down to shopper missions.”
“PMPs perform best when integrated within their usual categories so customers see price clarity alongside standard products. Grouping them separately can dilute the impact. Highlighting marked packs at eye level or near tills reinforces value messages and draws attention without disrupting normal shopping patterns.
“Parfetts has expanded PMPs across chilled drinks, household essentials and impulse snacks, adding exclusive own-label grocery lines with clear price points. We support retailers with in-store signage, planograms and promotional campaigns to help them showcase these products and maximise the strong consumer pull of visible value.”
Cheryl Hope, trading director, Parfetts
Lauren George, external communications manager, Mars Wrigley
CATEGORY ADVICE
PACKS
PROTECTING YOUR MARGIN WITH PMPS
TYPICALLY, margins on PMPs are lower than non-PMPs, but Bansi nds a balance by focusing on volume sales.
“You need to keep PMPs in stock to maintain your profits,” he says. “Keep an eye on deliveries and if you are missing something, you could be missing out, so plan ahead and keep it in stock.”
Suchak, however, says the reason non-PMPs o er higher margins is because the wholesaler’s RRP is higher. He also says that when comparing PMPs and non-PMPs, most products only have a 3-4% di erence. “We’re only interested in how to get more volume sales, which comes from stocking PMPs,” he says.
The risks to margin, according to Hope, can be managed by mixing PMPs with non-PMPs, reviewing costs regularly and choosing lines where volume o sets a tighter margin.
“Close collaboration with a wholesaler ensures competitive buying and dependable supply,” she says.
New products
In case you missed it…
BrewDog launches PMP across key products In July, BrewDog launched Punk IPA and Hazy Jane four-pack PMPs, which were exclusive to wholesale and convenience store customers. The PMP is available for £6.99 after Jonny Leece, head of impulse at BrewDog, said 88% of total beer four-packs were sold for less than £7.
Kepak launches Rustlers in PMP formats
After undergoing a refresh, Rustlers is now available as a PMP format. The Rustlers PMP range already includes the brand’s Core range of bestselling products, including the newly named The Iconic Quarter Pounder and The Juicy BBQ Rib, The All Day Breakfast Sausage Mu n, The Champion Southern Fried Chicken Sub and the Twin Cheeseburger.
Premier Foods lowers prices of PMPs
Exclusive to the convenience channel, Premier Foods has reduced the price of its PMPs across selected Ambrosia and Batchelors lines. Batchelors Super Noodles has reduced from £1,45 to £1.09 and selected Ambrosia cans dropped down from £1.95 to £1.50.
Thornbury Refrigeration, an Arneg Distributor, has advertised in Retail Express for years. The
ADVICE
UPSELLING
CHARLES
WHITTING nds out which products and categories customers are happier to spend a bit more on when purchasing
Kyle Magowan, Lurgan Filling Station, Craigavon, County Armagh
“I THINK premium products are a bit of a myth and I’m not sure if they’re worth the investment. If you want to encourage customers to spend a bit more, then novelty is the way to go. We found that US products still sell quite well for us, although we have less in stock than we used to. But whenever you bring something new to the shelves, it will sell well.
“Reese’s have done really well for us recently. They have an Oh Henry range, which is a big chocolate bar we’re selling for £2.50. And at �irst, we were selling two boxes a week of it. That’s faded away a bit now and is coming to an end, although sales are still steady. That’s the key thing with novelty, it’s working out when to get out. You keep in touch with suppliers and follow the trends to �ind out what to stock – we were selling the Labubu dolls for a while – but never go in too hard and always have that understanding that interest will pass.”
2
Reuben Singh-Mander, The Three Singhs, Selby, West Yorkshire
“IF things are positioned and labelled properly, and the store standards are there for all to see, people will be willing to spend their money on premium versions of many things. A prime example of that for us is with wine. At the moment, promotions on wines are all over the place, so prices are either dropping down or skyrocketing. But the majority of people seem happy to go with the lines that have increased in price. The price increase is seen as small enough that they feel they might as well pay for a premium product.
“Alcohol is a good product for premiumisation, but it’s a similar situation with confectionery and crisps. If Walkers or KP products get an increase in RRP, then the jump up to the price of Tyrrells, for example, seems so minimal that people will trade up. But it’s important that your shop looks nice, and these things are properly positioned and displayed.”
In the next issue, the Retail Express team nds out how retailers are
If you have any problems you’d like us to explore, please
“WHATEVER is new is what people will want, regardless of the price. Last year, we had the Hawkstone beers in from Jeremy Clarkson and they’re quite expensive. We were selling them for £3.30 a bottle, but people were more than willing to buy it and try it. It’s still selling OK now, but when it �irst came on the scene, it sold really well.
“Dubai chocolate was another one, but that’s faded a bit now. When the Lando Norris Monster energy drink came out, that sold really quickly and we’re currently �inding that people are willing to buy our US range of Monster drinks for double the price of UK versions. When we get the right products in, they sell really well.
“It’s about trying to �ind things that are new on the market and, at the moment, there aren’t many launches to talk about, but we’re looking for the next one.”
I’ve not noticed many people trading up on any categories in my store, but where are retailers nding upselling is possible? – Vijay Kumar Patel, King Edward Food & Wine, Deal, Kent
