Retail Express - 5 October 2021

ILLICIT TOBACCO: THE GLOBAL FIGHT

• As counterfeit cigarettes reach five-year high in UK, tobacco firms and police chiefs look abroad for ways to crack down on dodgy sellers for good P3

5-18 OCTOBER 2021 STRICTLY FOR TRADE USERS ONLY

PETROL SHORTAGES

DEPOSIT RETURN SCHEME

CUSTOMER REQUESTS

A weekend of panic buying and a new supply chain squeeze leaves forecourts without fuel

Experts believe Scottish gov’t will delay rollout of legislation by nine months

How retailers make sure they stock exactly what their shoppers want

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P4

P36

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For tobacco trade use only. Not to be left within sight of consumers.

MUST-STOCK BRANDS

Top advice in five core categories, explaining what to stock and how to stock it P28 ANDS MUST-STOCK BR

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WHAT YOUR S STORE NEED why Five brands explainpart of they deserve to be your core range

5-18 OCTOBER 2021 STRICTLY FOR TRADE USERS ONLY

mustWe will explore for, and tomers are looking these stocks in crisps and snacks, winter. whiskey, can provide this autumn and breakfast cereals, the latshort- how they in the best posand There are potential disrup- products to drive footfall, dairy products For way ages and delivery est in next-gen nicotine.core, to man- sible tions for retailers and profits. these will be growing sales will fo- some, g favourites that age, alongside the In this feature, we as catego- longstandin for your store. demand for products on five different and people cus within are essential these will be restrictions end and the brands others, lives back ries to be on For that need products that start to get their them new, on-trend within to normal. are driving growth never your shelves.

As a result, it has We’ll provide information their category. to expert that been more important on about the products, These are all brands right products how to make the are receiving substantial dis- have the it’s advice on and to generate WHILE the enormous lives your shelves. Whether most out of them marketing support, established favourites sales, as well as commentary are established top sellers. ruption to people’s Covid-19 the and recognised who have ensee why wrought by the to be of trustedthe latest launch- from retailers in their busi- Now’s the time to brands or pandemic appears must-stock there are brands are capturing the joyed success of stocking they’re store. coming to an end, nesses as a result and es that for your imagination, retail- the product. now further challenges for the public’s cusopportunities ahead sector ers need to know what independent retail

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ILLICIT TOBACCO: THE GLOBAL FIGHT • As counterfeit cigarettes reach five-year high in UK, tobacco firms and police chiefs look abroad for ways to crack down on dodgy sellers for good

P3 PETROL SHORTAGES

DEPOSIT RETURN SCHEME

CUSTOMER REQUESTS

A weekend of panic buying and a new supply chain squeeze leaves forecourts without fuel

Experts believe Scottish gov’t will delay rollout of legislation by nine months

How retailers make sure they stock exactly what their shoppers want

P2

P4

P36

our say

Megan Humphrey, editor

Playing your part in the global fight against illicit WHEN I kicked off Retail Express’ Stubbing Out Illicit campaign at the start of the year, it was one of my intentions to explore how countries across the world were also battling the issue.

I was given an insight into just that last week when I tuned into a panel discussion at The Global Tobacco & Nicotine Forum. It was clear from the get-go that globally we are all fighting the same fight. The difference being that some countries have more funding available than others. Take Quebec, for example. An initiative created after receiving government investment has so far cut the level of circulating contraband from 40% to 12%.

However, all the speakers shared the same thought that law enforcement alone wasn’t enough to put a stop to these gangs. Instead, there needs to be public education that this isn’t a victimless crime, new laws to better penalise criminals and more funding for dedicated police officers. Of course, as a shop owner you are going to care WE NEED TO about your business first and foremost, but I truly believe if we COLLABORATE are going to make any progress on stamping out illicit, we need to collaborate.

On a global scale, this can be countries communicating success stories with one another, but on a local level it can be setting up a monthly meeting to discuss potential sellers in your area and how you intend on reporting them.

I know at times it can feel like you are fighting a losing battle, but stay with it, everyone’s participation is valuable if we are to stand a chance at cracking down on illicit.

The five biggest stories this fortnight 01

Petrol panic buying leaves forecourts without fuel MEGAN HUMPHREY

FORECOURT retailers were left facing “ridiculous pressure” at the end of last month following a surge in petrol panic buying.

The move was a direct result of the national driver shortage creating new pressure on the supply chain.

The incidents were sparked by an announcement from multiple oil and gas compa-

nies they were temporarily closing some of their sites due to drivers being unavailable to deliver fuel.

David Charman, owner of Parkfoot Garages Spar in Kent, told Retail Express he ran out of fuel for 24 hours.

“Fuel that should’ve lasted for two days, lasted for one,” he said. “We had queues for hours up the road.”

Goran Raven, of Raven’s Budgens Abridge in Essex,

blamed “scare-mongering” in the national press for a surge in �ill-ups.

At the time, trade body Petrol Retailers Association con�irmed around two-thirds of its independent petrol stations were running on empty tanks.

Although retailers have since reported the issues

are easing, the government has con�irmed it will be suspending competition law to allow oil �irms to target fuel deliveries at petrol stations.

In addition, 5,000 shortterm visas have been issued to lorry drivers from overseas to limit ongoing disruption, lasting until Christmas Eve. For the full story, go to betterRetailing.com and search ‘petrol’

TO FIND OUT MORE ABOUT HOW SPECIFIC COUNTRIES ARE APPROACHING THIS, SEE PAGE 3 @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 3357 Features editor Charles Whitting @CharlieWhittin1 020 7689 3350 Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361

Editor – news Jack Courtez @JackCourtez 020 7689 3371 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355 Features writer Jasper Hart 020 7689 3384 @JasperAHHart

News reporter Junior Designer Suhara Pavithri Jayasena Miriam Garofalo @suharajourno Production coordinator Production editor productioncoordinator@ Ryan Cooper newtrade.co.uk 020 7689 3354 020 7689 3368 Sub editor Jim Findlay 020 7689 3373 Sub editor Robin Jarossi Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380

Director of sales and marketing Matthew Oliver 020 7689 3367 Senior account director Charlotte Jesson 020 7689 3389

Editor – insight Chris Dillon @ChrisDillonNT 020 7689 3379 Senior news reporter Alex Yau @AlexYau_ 020 7689 3358 Editor in chief Louise Banham 020 7689 3353 @LouiseBanham

Account manager (new business) Jimli Barua 020 7689 3364 Management accountant Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3375

42,281

Rates shake-up

SHADOW chancellor Rachel Reeves has con�irmed Labour intends to scrap business rates if elected to government.

In an address at the Party’s conference last week, she stressed how most �irms will be facing a “cliff edge” in March when a 66% re-

lief on business rates is set to end, leaving high streets struggling.

“We will carry out the biggest overhaul of business taxation in a generation, so our businesses can lead the pack, not watch opportunities go elsewhere,” she said.

03

‘Dark sites’ compete

INDEPENDENT retailers are competing with the growth of new delivery �irms by setting up their own ‘dark sites’.

Although predominantly used by Getir and Weezy, retailers told Retail Express they were setting up their own private units to match

For the full story, go to betterRetailing.com and search ‘business rates’

Account manager Adelice Tatham 020 7689 3366

Account director Natalie Reeve 020 7689 3372

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

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04

Police chief dismay

THE NFRN has condemned a addictions do not work, and police chief for suggesting per- prison should be reserved for sistent shoplifters should be more serious crimes.

NFRN national president spared jail and victims should Stuart Reddish responded: pay for their rehabilitation.

Hampshire police and crime “I �ind her views and comcommissioner Donna Jones ments utterly bewildering said short jail sentences for and completely out of touch “low-level” criminals with drug with reality.”

competition of rivals.

One multi-site retailer, who asked not to be named, said operating a dark site means they “don’t have to go through as many hurdles as it already has the correct licences, such as one to sell alcohol”.

For the full story, go to betterRetailing.com and search ‘dark site’

05

Post Office removal

CJ LANG’S chief executive of�icer, Colin McLean, said its decision to axe Post Of�ice (PO) counters from Spar stores was its “best decision”.

The wholesaler began a phased removal of PO services from its company-owned sites at the start of this year. Speak-

ing to Retail Express’s sister title, RN, McLean said 30 of the centrally owned sites would no longer have PO branches.

“The decision is to simplify the offer for our store managers and it’s probably the best decision we’ve taken in many years,” he said.

Audit Bureau of Circulations July 2020 to June 2021 average net circulation per issue

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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 ‘police chief’

For the full story, go to betterRetailing.com and search ‘CJ Lang’

@retailexpress facebook.com/betterRetailing

5-18 OCTOBER 2021 betterRetailing.com

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

‘Law enforcement alone won’t stamp out illicit’ MEGAN HUMPHREY IN the same week the level of counterfeit cigarettes reached a �iveyear high, experts have warned law enforcement alone isn’t enough to reduce the illicit trade.

Last month, KPMG published its annual report examining the consumption of illegal cigarettes in the UK. Figures revealed that illegal cigarettes now make up 17% of all consumption, rising by 9% on 2019 – an increase of 230 million illicit packs.

Although cigarettes brought into the country legally by consumers declined by 66% over the past year, due to border closures and travel disruption from the Covid-19 pandemic, organised criminals managed to continue operations using illegal factories.

Speaking at The Global Tobacco & Nicotine Forum last month, JTI’s global anti-illicit trade operations director, Ian Monteith, con�irmed factories were being opened in countries that previously had none.

Data produced by the manufacturer con�irmed this included Denmark, Lithuania and Romania, with the Netherlands going from having one to �ive within a year.

“Criminals couldn’t use their usual supply chains, so they moved into Europe to operate factories,” he said.

“They are now targeting the

�inancial gains of Europe and taking advantage of the borders.”

KPMG’s report also con�irmed £2.2bn in tax revenue is being lost due to illicit cigarettes, up £35.6m from 2019.

At the same event, consultant Alvarez & Marsal’s senior advisor, Lawrence Hutter, described taxation as the “principal driver of affordability with illicit products”.

“A rise in taxes creates a desire for consumers to seek cheaper products,” he said.

“Countries that see a sudden increase in taxation also see real spikes in non-duty-paid product consumption.”

Hutter used Germany as an example, which experienced a jump from 7% to 20% in consumption shortly after a dramatic tax rise.

However, he stressed increases need to be matched with stronger law enforcement in a bid to control the issue.

“It’s about making sure affordability, enforcement and policy is aligned and recognising the state of neighbouring countries and the escalation of cross-border shipments,” said Hutter.

Underground economy specialist Sergio Miranda referenced a programme the Quebec police force implemented, which so far has successfully cut the amount of contraband in the region from 40% to 12%.

“Our government realised that they didn’t want the

express yourself “IF a winter lockdown does happen, it will be about trying to prepare as much as possible beforehand. This could involve bulk buying stock in the run-up to Christmas, if needed. I also predict working from home will create issues for my business. We will definitely see a decrease in sales and footfall because a lot of our customers visit while driving to work, and without them we will struggle.”

Sajeev Gowrinathan, Greenacre Garage, Cheshire

03

GOOD WEEK JISP: A new phone-based in-store promotions tool from Jisp promises to pay stores commission each time a customer scans a barcode or purchases an item on its new Scan & Save scheme. Nisa is the first group to sign up to the service, with 12 trial stores already using the new feature – an app allowing stores to provide click & collect, delivery and customer loyalty schemes.

For the full story, go to betterRetailing.com and search ‘Jisp’ OWN LABEL: Jack’s own-label range is now available to more Booker symbol retailers, following the addition of Premier stores in September. Several of the symbol group’s retailers confirmed to Retail Express they were now able to access the brand.

For the full story, go to betterRetailing.com and search ‘Jack’s’

BAD WEEK

sale of illicit tobacco to be a victimless crime anymore, so they created extra funding to deal with it,” he said.

Of�icers continue to carry out their usual policing responsibilities in the day, but after hours they are redistributed to work on speci�ic tobacco investigations.

“I’d rather have 10 investigators with excellent intelligence than have a thousand of�icers who go out

the column where you can make your voice heard

and follow up smuggling themselves,” he said.

“The extra funding doesn’t affect the main work of the force.

“For us, it has created extra jobs and allowed us to ensure cases are being followed up in court.”

Miranda added police partnership needs to be encouraged. “We can’t work on this problem by ourselves, we need to speak to

one another,” he said. “Law enforcement alone isn’t going to eradicate this, rather it should be the �inal step in the process.”

When asked what strategies need to be implemented to help convenience store owners hit by the illicit trade, Monteith said: “It’s going to require legislation that has consequences and government supporting law enforcement.”

VAPING: Stores caught with illicit vaping products are having legitimate and illegitimate stock seized by trading standards, Geek Bar has warned. The disposable vaping company’s UK marketing manager, Jabir Ahmed, said there were widespread incidents of counterfeit Geek Bar products being sold in stores, and urged retailers to check their store is legitimate.

For the full story, go to betterRetailing.com and search ‘illegal vaping’ PRICES: Kantar has said it expects retail prices to rise by 5% as a result of growing supply chain costs, with a second wave of increases possible in 2022.

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

How would a winter lockdown affect your business?

“I CAN imagine footfall will drop, especially among the commuting customers who visit my store. But it could mean more local people shopping at my store.

If we enter a winter lockdown, I hope the public will continue to shop locally and safeguard retailers. We have always encouraged mask wearing by my staff and customers, so I don’t think that will cause many problems.”

Samantha Coldbeck, Wharfedale Premier, Hull

“MY landlord refused to come to a rent agreement with me and contacted me to pay rent when my store was closed for a few months. Businesses need to be mentioned by the government. The government has to put forward political amendments and we need a proper explanation. Collective support across the industry is needed to help with rental agreements. Especially if there is risk of another lockdown, because I believe many will go under.”

Ravi Raveendran, Colombo Mini Mart, London

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

Ravi Raveendran

NEWS

04

5-18 OCTOBER 2021 betterRetailing.com

Nine-month Scottish DRS delay MEGAN HUMPHREY THE Scottish government is expected to delay its deposit return scheme (DRS) a further nine months, reverse vending machine (RVM) suppliers have predicted.

In March, minister for rural affairs and the natural environment Ben Macpherson con�irmed the government would be conducting “an independent gateway review”

into the July 2022 go-live date due to the impact of the pandemic.

This marked the second time the scheme had been pushed back, with a 15-month delay �irst announced in March 2020.

Although not yet con�irmed, RVM supplier Envipco’s managing director, Spencer Roberts, said a potential ninemonth pushback is likely.

Speaking at the Scottish

Grocers Federation’s annual conference last month, he said: “We are looking at a potential nine-month delay, which will mean the scheme could be rolled out any time between April to June 2023.”

Last month, a senior source told Retail Express a decision was expected early this month, but new reports suggest an announcement won’t be made until after the UN Climate Change Conference

(COP26), set to take place in Glasgow between 31 October to 12 November.

The Scottish government refused to con�irm or deny the claims when approached

by Retail Express.

In addition, at the conference, it was revealed stores operating a DRS alongside home delivery will be responsible for collecting all bottles sold through the service.

Spencer acknowledged the

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challenges. “We have had one retailer tell us they will make the decision to stop selling

drinks altogether as they don’t have the capacity to collect them,” he said.

PO opening hours SEVERAL Post Of�ice (PO) stores across the country have been forced to cut their opening hours due to the pandemic.

In a Freedom of Information query issued by the Mirror to the PO, it was revealed that 65 branches increased their hours, while another

328 cut them. In addition, approximately one in �ive remain closed.

A PO spokesperson said the �irm has opened “dozens of new branches since lockdown restrictions eased, reopened many POs and will seek to reopen more that had to close when possible”.

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Shell strikes deal with Uber Eats

HOUSEHOLDS can now order food and groceries from nearby Shell service stations, following a new partnership with Uber Eats.

The delivery firm is aiming to enter the everyday delivery market by adding more than 340 Shell forecourt grocery stores across the country to its platform.

More than 250 of the Shell stores who have joined the app will be available for orders 24

hours a day, offering groceries for 24/7 delivery.

Tesco checkout-less TESCO is soon to launch its own checkout-less ‘Tesco GetGo Stores’, according to trademarks and other documents uncovered by Retail Express.

Trademarks for the brand were �iled on 26 July, a month after chief executive Ken Murphy con�irmed plans to roll out a then-unnamed check-

out-less technology trial to a site in an “urban location” in the coming months.

Retail expert David Gilroy said an estate-wide rollout would be a major threat to independents. “Given the choice, customers will pick the convenience of checkoutless technology,” he added.

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

PRODUCTS

06

Old Jamaica launches two mixers PRIYANKA JETHWA OLD Jamaica has unveiled two new ginger ale products designed to act as mixers for gin, vodka, whisky and rum.

The range includes Ginger Ale and Rhubarb & Ginger Ale varieties, and is available in 1l formats with an RRP of £1 each.

The brand said it has launched the ales to meet increasing consumer demand for ginger ale mixers, as one in four consumers already mix its existing lines with alcohol.

It added ginger ale sales are growing at 20% year on year due to its versatility and consumers seeking an

alternative to tonic, as it not only pairs with darker spirits such as rum and whisky, but works just as well with vodka and gin, or can be enjoyed on its own.

A wide-ranging campaign will support the product launch, aimed to broaden Old Jamaica’s brand appeal, increase awareness and position the brand as the “authentic alternative” within the soft drinks category.

Promotional activity for the new �lavours across 2021 includes a £1m national TV campaign, social media activity and in�luencer collaborations.

Terri Cooper, senior commercial manager at Old Jamaica, said: “We’re excited

CBD sweets and gum hit UK shelves

THE Sweet Botanist has launched a range of CBD confectionery in the UK comprising boiled sweets and gum.

The sweets come in a Mindful Mint variety, which is a spearmint �lavour, with an RRP of £3.50, while the gum comes in Mellow Mint, a peppermint �lavour with an RRP of £3.99.

The range contains cannabidiol (CBD) compounds, a naturally occurring substance extracted from hemp plants.

Each pack of gum, weighing 21g, contains 45mg of CBD oil, with the 30g bags

of boiled sweets containing 30mg of CBD oil.

Both products comply with novel food regulations, the brand said.

According to an independent survey, conducted by YouGov and Dynata, around 10% of adults in the UK have consumed a CBDbased product in the past year – around four-tosix million people.

to launch our new range of ginger ales and tap into consumers’ growing demand

for quality, versatile, �lavoursome mixers that pair with a variety of spirits.”

5-18 OCTOBER 2021 betterRetailing.com

07

VIT B3 HELPS REDUCE TIREDNESS

LUCOZADE and the Arc Device are registered trade marks of Lucozade Ribena Suntory Ltd. © Lucozade Ribena Suntory Ltd. All rights reserved.

Gain sweet rewards with PVM scheme A Hazy Pale Ale from Fourpure SOUTH-EAST London craft brewery Fourpure has added Hazy Pale Ale to its range, a 4.7% ABV tropical pale ale.

The beer joins the rest of the range that is made up of Lager, Session IPA, Citrus Session IPA, India Pale Ale and Citrus IPA. The new beer has an RRP of £2.50.

The Hazy Pale Ale is the �irst beer to launch from the brand since its rebrand earlier this year – aimed to make craft beer easier to navigate.

John Driebergen, brewmaster at Fourpure, said: “Hazy IPAs started really gaining popularity in 2020 with craft drinkers who were after a less bitter, fruitier number than a classic IPA. It’s an easy drinking beer that’s approachable for new craft drinkers.”

Block’O’Choc from Flatstone to go from Brioche Pasquier Country Choice FOLLOWING the launch of its Flatstone Pizza Co concept Country Choice has added a ‘to-go’ element to the unit.

Retailers can now bake 11” margherita, pepperoni, barbecue chicken or vegetarian pizzas and then transfer them to their hot cabinet where they can be bought as a grab-and-go option.

Once baked, the pizzas are

sliced in half and cut into four before being placed into specially designed packaging with a clear window and branded seal.

They can then be transferred to the hot cabinet where they may be held for up to two hours. Each pizza can be prepped in two-tothree minutes and baked in as little as �ive minutes.

IN preparation for Halloween, Brioche Pasquier has launched Pitch Block’O’Choc Hazelnut, a solid chocolate bar �illing encased in an orange-coloured brioche roll.

The rolls come individually wrapped and have a 21-day shelf life and an RRP of £1.

Charlotte Hulbert, retail sales manager at Brioche Pasquier, said: “Children love our bestselling Pitch products and enjoy them as a snack at home or on the go.

“We are sure that our new spooky product is going to add fun and colour to school lunchboxes and tea-time treats, and will bring a smile to the faces of children everywhere.”

IN a bid to drive impulse sales of single packs in convenience, Perfetti Van Melle (PVM) has launched a £2m loyalty reward scheme.

As part of this, it will offer a range of prizes, including a £100,000 giveaway.

Retailers are encouraged to display PVM’s bestsellers on dedicated merchandising racks, for which they will be instantly rewarded through a points-based membership scheme – and the more points they collect, the better their rewards will be.

Other offers for members include free stock, display solutions and the chance to be entered into a draw

for gift vouchers worth up to £1,000.

To gain extra points, retailers will need to stock additional lines, feature PoS signposting or add displays.

Biodegradable wipes and spray CAREX has expanded its range in time for winter and the cold and �lu season with Biodegradable Wipes (pack of 15) and Aloe Vera Antibacterial Hand & Home Surface Sanitiser Spray 250ml.

The wipes are made from plant �ibres and are intended as the �irst step of a consumer’s regime when hand washing with water is not possible. These have an RRP of £1.50.

The spray can be used on both hands and surfaces around the house and has an RRP of £3.50.

The supplier said: “The spray aims to attract shoppers from the household �ixture, where products are mainly disinfectants, with a milder, skin-friendly handsled solution.”

PRODUCTS

08

Think premium booze this Xmas PRIYANKA JETHWA CONVENIENCE retailers could pro�it from an additional £2,792 per store this Christmas by stocking a broad selection of premium spirits and wines during the 12 weeks leading up to Christmas day, according to Pernod Ricard UK (PRUK).

A study commissioned by the company found independent stores were useful to shoppers when picking up spirits before going out, with 87% of shoppers buying spirits at convenience stores to consume at their destination.

Thirty-one per cent of these missions were spontaneous.

More people are keen on

trying new spirits. As a result, it now takes two spirit types to make up 95% of value sales, as opposed to just relying on one spirit type.

This means instead of making all sales through one type of spirit, such as vodka or gin, retailers must now invest in a broader range of categories to hit the same level of sales. For these reasons, PRUK said retailers must be able to cater to a wider variety of tastes.

5-18 OCTOBER 2021 betterRetailing.com

Petits Filous focuses on no-added sugar PETITS Filous is showcasing its No Added Sugar Pots and Mess Free Drinking Yogurt range on TV screens for the �irst time.

Live until mid-October, the £1m investment in the kids’ yoghurt brand is set to reach 64.1% of UK parents with young children.

Its latest addition, Mess Free Drinking Yogurt No

Added Sugar, comes in two �lavours: Raspberry & Apple and Banana & Apricot.

The supplier said: “The launch of Mess Free No Added Sugar drinking yogurt provides parents with an on-the-go snack option, building on the success of the Mess Free format, which is now worth £5.7m and growing at 59.6%.”

To find out which alcohol lines can help you generate an incremental £2,792 of sales this year, head to betterRetailing. com and search ‘Pernod Ricard UK what to stock’

Yakult celebrates its 25th anniversary TO COINCIDE with its 25th anniversary, Yakult has announced its new campaign, ‘Yakult. The little bottle on a mission’, which aims to recruit new drinkers into the brand, while strengthening its ‘wellbeing’ positioning within the category.

The campaign will include a new TV, radio, print, outdoor and digital campaign.

The supplier said it currently holds a market share of 11.9%, and despite the wider category being heavily discounted with deals, the brand has a no price promotions policy.

Hiroaki Yoshimura, managing director at Yakult UK & Ireland, said: “We know consumers become loyal fans

once they come to know and love a product, and we are on a mission to have more of them try Yakult, and experience having it as part of their daily well-being routine.”

SPECIALIST pan-Asian food brand Tiger Tiger has launched a Taste Japan range, featuring 10 cooking ingredients.

These include: Sushi Nori roasted seaweed sheets, Sushi Rice, Sushi Ginger and Sushi Vinegar, Soba Buckwheat Noodles, Panko Breadcrumbs and Wasabi Paste, as well as Mirin Vinegar, Shoyu Soya and Teryaki Sauce.

All come in red and black packaging, symbolic of Japanese culture, for on-shelf impact and visibility.

“With Japanese cuisine currently the largest sector within world cuisine, this is a huge opportunity for retailers to bring something new and fresh to the market and to

capitalise on the growing popularity of Japanese home cooking,” said Debbie King, sales and marketing director at Tiger Tiger.

Tiger Tiger takes to tastes of Japan

Chilean additions to Mud House wine ACCOLADE Wines has unveiled two new Chilean varieties under its Mud House brand, including Sauvignon Blanc and Rosé.

Mud House saw a 31% increase in volume and 28% rise in value sales yearon-year in 2020 and is the sixth-most recognisable wine brand in the UK. To provide distinction on-shelf between the existing ranges, the new wines will feature Chile’s national bell�lower on-pack.

Accolade Wines’ head of brand, Peter English, said: “We want our loyal shoppers to explore these new Chilean wines with the con�idence and trust established by the Mud House brand, especially

after the success of our ‘Meet the winemaker’ on-pack competition earlier this year.”

PLOT9 is the new plantbased range from Princes targeted at younger consumers looking to reduce their meat intake.

The meal pots are available in three options: Thai-Style Chickpea Curry with Aromatic Rice; Rich Lentil Bolognese with Wholewheat Pasta; and Smoky Chipotle Bean Chilli with Long Grain Rice. The

products comprise of two separate recyclable pots containing a sauce alongside a portion of rice or pasta. They can be heated and ready to eat in two minutes.

Unlike other brands, the supplier said its products stand out because it doesn’t use dehydrated ingredients or preservatives. Each pot has an RRP of £2.50.

Plot9 plant-based range hits shelves

John West taps into health boom JOHN West is expanding its range with three nutrientrich tuna options, tapping into the demand for foods marketed as containing ‘added bene�its’.

The range comes in Energy, Heart and Immunity varieties with an RRP of £2 for a single 110g can, and £5 for a multipack of three.

The ready-to-eat products

come in a ring-pull can and are aimed at younger consumers who are looking for healthy and convenient food options.

The supplier said with tuna already being a natural, high-protein food, John West is particularly well placed to respond to the increased consumer demand for functional bene�its.

Aunt Bessie’s shows off rebrand AHEAD of winter, Aunt Bessie’s has revamped its frozen roast potatoes range with a new recipe and look.

To coincide with the rebrand, it has also invested in a £2.1m extension to its pre-existing campaign, which will feature the improved roast potatoes.

Airing from mid-October through to December, the ad will emphasise the products’ improved taste and quality.

The supplier said 22% of roast dinner shoppers only buy Aunt Bessie’s, with the brand a leader in frozen roast potatoes, with 71% of its roast potato range’s growth incremental to the segment.

Its roast potatoes also have 94% more incremental shop-

pers in December compared to the average month.

IT’S ON VIT B3 HELPS REDUCE TIREDNESS LUCOZADE and the Arc Device are registered trade marks of Lucozade Ribena Suntory Ltd. © Lucozade Ribena Suntory Ltd. All rights reserved.

Paid feature

PRODUCTS

10

Hancocks’ 2021 Xmas range SWEET wholesaler Hancocks has launched its 2021 Christmas range, containing around 600 lines from more than 50 suppliers.

New items include Christmas sweets from Bonds of London, Warheads, Nerds and exclusive Vimto products among others.

It also has a new range of pick and mix designed for independent retailers selling both in store and online.

The new ranges from Bonds includes Merry & Bright and Happy Hour Pun Boxes containing candy stars and candy poles, alongside Candy Stars and Reindeer

Jellies share bags, and a Festive Mix Shaker Cup. Also new to the Bonds range is Sweet Sprinkles.

The gift includes six jars of sweets to go on cakes, milkshakes, hot chocolate, ice cream and desserts.

When it comes to American candy, new to this year will be a Nerds Advent Calendar and Warheads Sour Candy Canes.

Giant Nerds 250g boxes are another new addition to Hancocks’ Christmas range for 2021, available in Lemonade & Strawberry and Grape & Strawberry �lavours.

Meanwhile, exclusive to the wholesaler this year is a Vimto North Poles 140g sharing bag.

This year’s Christmas Bro-

chure also contains a variety of niche brands only available online from Hancocks,

SEVERAL Britvic brands will switch to using 100% recycled plastic across its 500ml and 600ml formats.

This includes Pepsi Max, 7Up Free, Tango, Lipton, Robinsons Ready to Drink and Drench, with Mountain Dew also following suit in December 2022.

The change will be supported with on-pack messaging across the selected brands, in store via PoS materials, and a new campaign for Pepsi Max. Researched commissioned by the supplier found 80% of Brits thought it was important that manufacturers and brands use recycled plastic.

WARBURTONS has relaunched its range of price-marked packs (PMP) across its Half White Half Wholemeal (RRP £1.15) and Wholemeal (RRP £1.15) loaves, and six-pack Crumpets (RRP 99p).

The supplier said PMPs help to reassure consumers they are getting value for money, which is important particularly when shopping

PRIYANKA JETHWA

Alpesh Mistry Sales director, Suntory Beverage & Food GB&I

SBF GB&I wants to hear your sustainability pledges AT an exclusive event in August, a group of engaged and forward-thinking retailers heard the story of Amit Patel, of Premier Sandiacre in Derby, who explained how a project with Suntory Beverage & Food GB&I and Energy Saving Trust helped him save more than £600 a year by implementing a series of sustainability-focused changes in his store.

While it can be daunting to know where to begin with a broad topic like ‘sustainability’, the key is to think of it as ‘progression, not perfection’.

We started in Amit’s store by installing LED lighting, new chillers and shelving in his storeroom, as well as a raft of smaller changes, including replacing his CCTV monitor, his heater and adding in a new door-closing mechanism.

Those changes could, if scaled up, cumulatively save the convenience channel an astonishing £28.3m1 every single year.

Retailers at the event, inspired by what they’d heard about how Amit started his journey, and hearing directly from their peers about the sustainable focus they’d put in their own store, made their own pledges. These included: “As a result of today, I’ve realised I need to install doors onto my fridges.”

“We’re looking at investing in electric vehicles, as well as moving to using paper bags for customers.”

“I’ve identified that I can better source eco-friendly packaging for my food-to-go products.”

“We’re going to start by putting sensors in the stockroom and our office, so we’re not leaving things on all day.”

“We’ve already made a small change today thanks to the event – we’ve bought a ‘smart plug’ from Amazon, to measure our per-day energy usage of our machines in store.”

“We’re planning to change our strip lights to LED lighting, as they’re more environmentally friendly and save us money.”

It was an inspiring day for all – and now we are urging all retailers to think about how they can make a simple change in their own business to be more sustainable.

Make a pledge to us on Twitter at @SuntoryBF_GBI.

Saving calculated by totalling predicted cost savings from making six changes in Amit’s store and assuming similar results across all 46,388 UK convenience stores (per 2020 ACS Local Shops Report)

1

including Joe & Seph’s, Tony’s Chocolonely and Booja-Booja.

Britvic switches to Warburtons bread 100% recycled plastic reintroduces PMP in convenience stores. It also supports retailers’ sales by encouraging impulse purchases.

“Over the past few months, Warburtons has been reviewing its pricemarked products to ensure the optimum range of products were being offered to help convenience stores grow their bakery range through PMPs,” it added.

Cadbury goes eco Pringles shows new with recycled packets ‘emoji-inspired’ look CADBURY Dairy Milk sold in the UK and Ireland will be made with packaging containing up to 30% recycled plastic.

The brand will be rolling out the new packaging on more than 28 million sharing bags next year as part of a wider global commitment to reduce the use of virgin plastic in its overall range by 5% by 2025.

Its parent company, Mondelez International, is already using 75% recycled plastic content in its Dairylea Lunchables and

Snackers packaging in the UK, and will also begin using recycled plastic in its Philadelphia tubs and lids from next year.

By 2025, it will aim to have invested more than £215m in helping to create a more sustainable future for plastics.

PRINGLES has undergone its �irst makeover in 20 years to mark the 30th anniversary of the brand.

Mr P, the brand’s mascot printed on pack, will sport a modern ‘emoji-style’ look.

The cans themselves have also been redesigned and now feature bright and bold packaging, highlighting Pringles’ range of �lavours.

There have been more than 102 different Pringles �lavours over the years, including Pigs in Blankets, Mint Choc and Sweet Cinnamon.

The most popular �lavour of the nation has been and remains Sour Cream & Onion, closely followed by classics Original, Texas BBQ, Salt & Vinegar and Prawn Cocktail.

5-18 OCTOBER 2021 betterRetailing.com

11

Dr Oetker launches new cake decoration DR OETKER has added to its cake decoration range with Gold Pearls.

The new Gold Pearls have a crispy malt centre coated with milk chocolate and are �inished with a goldencoloured sugar shell, and have an RRP of £2 for a pack of 12.

The supplier said cakes and cookies using metallic decorations is an established theme in baking, and Gold Pearls enables bakers to tap into this trend when decorating bakes of all sizes – whether they be giant celebration cakes or individual cupcakes.

Jen Brown, head of marketing for cake and dessert at Dr Oetker UK, said: “Gold Pearls are ideal for

any home baker looking to elevate their cakes with a luxury �inish.

“Gold Pearls are a perfect �inishing touch and pair well with other items from our range, such as Glamour and Sparkle Sprinkles.”

It is now illegal to sell National Lottery products to anyone under the age of 18

TOP TIPS TO PREVENT UNDERAGE SALES

Ginsters taps into plant-based trends GINSTERS has launched a range of plant-based pasties, available in Bombay Potato & Spinach and Cajun Spiced Sweet Potato & Chickpea Pasty varieties.

Aimed at those looking to reduce their meat intake or who are trying �lexitarian diets, each pasty has an RRP of £1.70 and taps into two shopper trends: at-home meals and consumer demand for premium world �lavour experiences.

It has also refreshed the packaging of its Moroccan Spiced Vegetable Pasty.

The supplier said savoury pastry ranks as one of the most important impulse purchases, with 56% of

` Always look at customers to assess their age ` If in doubt, ask for ID ` Ensure all staff are fully trained to correctly ask for ID

consumers wanting to try something different, and 31% of adults interested in global cuisines, keen to see products on shelves that feature more vegetables and pulses.

As two-thirds of the UK population reduce their meat intake, plant-based savoury pastry over-indexes with younger consumers.

Ginsters vegan products have increased sales by £3.4m compared to last year, an increase of 123%.

ACCEPTABLE FORMS OF IDENTIFICATION ● Passport ● Photo Driving Licence ● Military ID Card ● Or any ID which has the PASS logo, e.g. CitizenCard

Barr Soft Drinks signs five-year sponsorship deal with SSE Hydro BARR Soft Drinks has signed a �ive-year sponsorship deal with Scottish entertainment venue SSE Hydro to become its of�icial soft drinks partner.

This means its bestselling brands, such as Irn-Bru, Rubicon and Barr Flavours will be served at events at the venue, gaining familiarity among consumers and putting the brand at the front of people’s minds.

Barr Soft Drinks marketing director Adrian Troy said: “As the nation opens back up, the renewal of our partnership with the SSE Hydro continues our commitment to supporting the recovery of Scotland’s entertainment and hospital-

ity industries.

“Our nation’s hospitality is unrivalled, and we’re excited for locals and visitors

NO ID NO SALE Players must be 18+ to buy and play any National Lottery product

alike to experience the �izz of excitement you get with live events at the SSE Hydro – hydrated by our products.”

Rules & Procedures apply. Players must be 18+.

12

DON’T MISS THE 15 OCTOBER ISSUE OF RN

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 ENERGY DRINKS: Have the aluminium shortages impacted sales?

“I KNOW that there are issues with aluminium shortages recently, but my store has not really seen an impact that has affected our stock. The sale of our energy drinks has remained the same and we have not seen much difference because of the recent issues at the moment.”

Dipak Shah, H&R News, Camberley, Surrey

Cutting energy costs: how to reduce your energy costs in the short and long term

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“WE have definitely seen a “WE’VE not seen a very obvichange. We’ve had more comous change in sales, but have muters visiting our businessseen a little increase in ones and buying sandwiches the-go food, like crisps and and confectionery products. drinks, being sold. I think the Compared to when people return to schools has helped were working from home, we us a lot with sweets and genhave seen a noticeable diferal confectionery products ference which we hope will seeing a rise recently, which I continue and become a trend.” think is positive.”

Sajeev Gowrinathan, Greenacre Garage, Cheshire

Kirsty Philips, Bonnies News, East Sussex

TIKTOK: Were the police right to ask shops to block bean sales?

“IF they want to stop this from happening, they should go to the schools and talk to the children instead of putting the job onto us. If the police want to see change, they should do it themselves. They could put police outside keeping an eye out.”

Ravi Raveendran, Colombo Mini-Mart, Hounslow

“INSTEAD of the police making it our job to stop this happening, I think it is more of a parental issue in which they should be stopping their kids from doing this. But if I do catch someone doing this, I will probably give them a stern telling off.”

Samantha Coldbeck, Wharfedale Premier Convenience, Hull

I think it is more of a parental issue IMPERIAL: How will switching from metric measurements affect you?

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

Do you?

ORDER YOUR COPY from your news wholesaler today or contact Kate Daw on 020 3871 6490

Anonymous retailer

IMPULSE: How has the return of commuters affected footfall?

We have definitely seen a change

THE LEADING TITLE FOR NEWS AND CONVENIENCE RETAILERS THE LE ADING ERS TITLE RETAIL FOR NE IENCE NVEN WS AN CO D D CONV AN NEWS ENIENC R FO E RETA TLE ILERS ING TI AD LE THE Your store’s plan

“WE have noticed a difference; our wholesaler has constantly been leaving out canned drinks from our orders and they have given us the excuse that they are currently low in stock. I don’t know if this challenge we’re facing is because of the aluminium shortages, but it seems likely if that is an issue.”

We have noticed a difference

PLUS

Winter core in your store: a guide to the key lines for news and convenience retailers this winter

5-18 OCTOBER 2021 betterRetailing.com

It’s hard to predict the impact it could have on us

“I’M not really sure, it’s hard to predict the impact it could have on us. I think it doesn’t really make sense why it is returning because we haven’t used it for so long. I think it’s about getting used to using it once the system returns in the UK.” Liam Cross, Spar, Dersingham, Norfolk

“I THINK, with the return, it is about making sure we are all aware of using imperial measurements because even I wasn’t aware of this change until I saw it in the news. A lot of my staff are younger, so it is about letting them kno what this means.”

Mitz Patel, Meet & Deep News, Twickenham, Surrey

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14

RETAIL

IN ACTION

PAID FEATURE ONE MINUTE CATEGORY MANAGER

The cigar market in the UK is now worth approximately £270m1, with cigarillos making up 45.1%2 of these sales.

Retailers are looking at how they can make the most of this growing sector

What to stock STERLING Dual Capsule Leaf Wrapped, the UK’s number-one cigarillo brand2, includes a mentholated Virginia blend tobacco and capsule filter that when crushed releases a peppermint flavour. The cigarillo is available in packs of 10s with an RRP of £4.90* and 20s with an RRP of £9.60*. *Retailers are free to sell JTI products at whatever price they choose.

How to stock it

1

CATEGORY M

TOP TIPS Offer choice in your cigar range by stocking Sterling Dual Capsule Leaf Wrapped in both 10s and 20s.

1

2

Offer a quick and efficient service by switching to a larger category solution where tobacco, such as Sterling Dual Capsule Leaf Wrapped, vaping and next-gen products can be stored in the same gantry.

3

Ask for support from your JTI rep, but also use supplier platforms, such as JTI Advance, which is designed to help retailers keep up to date on legislation and training.

Key trends retailers need to know TOP TIPS

1

The cigarillo category has experienced strong category growth over the past year2, with a particular increase in sales as a result of the characterising flavour ban3, as customers look for alternatives. Retailers should continue to stock up to cater to this demand.

2

MINU

The cigar category continues to be a key seasonal driver. Every year, cigar sales follow a very similar pattern with a volume uplift trend in the run-up to December4. Now is a good time to stock up on products, such as Sterling Dual Capsule Leaf Wrapped, to take full advantage of this seasonal profit opportunity.

JT

In partnership with

15

Know the rules

1

UTE

MANAGER

TI

5-18 OCTOBER 2021 betterRetailing.com

1

Use Challenge 25 to ensure tobacco products aren’t sold to anyone under the age of 18.

2

Keep a refusal register behind the counter to ensure you’re preventing minors from purchasing agerestricted products.

3

Note the latest date that someone could be born in order to purchase agerestricted products.

Now shout about it TOPTIPS

1

STERLING Dual Capsule Leaf Wrapped is the fastest-growing cigarillo brand in the UK, with a 93.9%2 share of the UK cigarillo market. What’s more, it’s an award-winning product, coming out on top in the Retail Industry Awards tobacco category, as well as SLR’s Tobacco Product Launch of the Year Award.

Be sure to always have a good level of stock ready for Sterling Dual Capsule Leaf Wrapped, in both formats, so that customers don’t have to shop around.

2

Sell at the RRP or below* to ensure customers know they are getting a fair price, increasing the likelihood of a return visit.

3

Have up-to-date knowledge and keep up with trends across the cigarillo market, to provide a good level of customer service.

Retailer Viewpoint

Carol Prothero Manager of Nisa at Taurus Service Station, Wrexham “STERLING Dual Capsule Leaf Wrapped has been performing exceptionally well in store over the past few months. The peppermint flavour makes this a popular choice, with many customers opting for Sterling Dual Capsule Leaf Wrapped as their goto product. Both the 10s and 20s are popular and sell equally well depending on what the customer prefers, so I would recommend stocking both formats to benefit from increased sales.”

Retailers should contact their JTI sales representative or visit jtiadvance.co.uk for more information 1 IRi Market Place, Value Sales, Total Cigar Category, Total UK, MAT To 11.07.21, 2IRi Market Place, Volume Share, Total Cigar Category, Total UK, Jun 2021, 3IRi Market Place, Sales Volume, Total Cigarillo Category, Supermarkets UK & NI and Total Convenience Channels, Monthly Data 2020, 4IRi Market Place, Volume Sales, Total Cigar Category, Total UK, over the past three years to June 2021

16

LETTERS

5-18 OCTOBER 2021 betterRetailing.com

Stop sophie One Kibble Bank, towers Burnley

Letters may be edited

An uncertain Christmas CHRISTMAS this year is totally up in the air, it’s all unknown. Do you stockpile or do you not?

Is the scaremongering true or is it not?

What happens if the fresh food supplies don’t come through and you haven’t stockpiled enough?

What are you going to do? It’s going to be a different kind of year this year.

We’ve started One of two leading retailers getting our first shares advice on how to make Christmas stock in your store rise to the top – our first delivery came in last week – but after that I’m not sure. We’re going to play it by ear because things are changing every week. I don’t think anyone has experienced this kind of uncertainty pre-Covid-19.

We’ve never been out of stock before, but now we’ve got loads of items that are out of stock. And it’s not getting better. It’s getting worse. And no one knows what will happen next. I don’t think anyone knows what the answer is.

You just have to do what’s best for your store. I know that everyone, including the supermarkets, is in the same position. You’re looking at cashflow and everything else that’s involved.

You don’t want to put yourself in debt stockpiling and then have to chuck stuff away. I’m in the north, but someone in the Midlands in the same symbol group as me could have stock that I don’t have.

I’m not even thinking about it now. It is what it is. You can’t fight it and you’re not the only person suffering from it. So there’s no point worrying about it. If there’s something there to buy, then buy it. If it’s not there, then buy something else.

There are lots of local suppliers that are desperate to get their stuff into shops. We had an issue getting premium crisps such as Kettle and Tyrrells, but there’s a local farmer near us that has their own crisp manufacturers.

They used to just sell to farm shops and pubs, but now we’re stocking cases of them every week. There’s always somebody out there selling something. It’s just about thinking outside the box a bit.

And customers will buy what you have. If you’re a consumer and there’s not something you want, you’ll find something else. People are going to leave your store with something. This Christmas will be tough, but there’s an opportunity to take some business from the multiples – especially on Christmas Day and Boxing Day.

RISING

STAR

‘My paper deliveries are getting later and later’ I STARTED to get my newspapers late during the summer holidays.

They started coming at 6.30am and then after 7am.

At the time, I contacted Menzies to tell them not to worry because the kids were off school. For about a week, things got better, but on the �irst day back of term, they came in after 7.30am, and did so everyday afterwards.

When I contacted them,

they told me that according to their records, they were coming on time.

However, it seems as though the driver was scanning the papers before he dropped them off, so it looked like he was delivering them on time.

It came to a head last week when the papers arrived later than ever, and I had to send my paper deliverers home because they wouldn’t be able to get to school on time after do-

ing their round. I confronted the driver and told him to take the papers away. I have tried to call Menzies three times, but haven’t heard anything.

This is a huge concern of mine as 80% of my paper sales come from home news delivery subscribers.

Name and address supplied

A Menzies Distribution spokesperson responded:

“Menzies Distribution is committed to delivering service excellence for its customers. We have spoken to the customer to discuss the concerns raised and can con�irm the issue has been resolved. Outside of events beyond our control, we envisage no further issues. If a customer has any concerns, we ask that they contact our dedicated Customer Service Centre directly.”

WIN £50-worth of Tootsie products

WIN £50-worth of Lucozade Alert

TO celebrate becoming UK exclusive stockists for the iconic American Tootsie brand, confectionery wholesaler Hancocks is giving five Retail Express readers the chance to win £50-worth of products. This includes Charleston Chew Bar, Tootsie Roll Midgees share bag and Tootsie Roll Mini Bites Theatre Box.

SUNTORY Beverage & Food GB&I is partnering with Retail Express to give five lucky retailers the chance to win £50-worth of its new sub-brand, Lucozade Alert. Available now in 500ml price-marked and standard cans, it is the brand’s first launch in the stimulants segment, and is available in Tropical Burst and Cherry Blast varieties.

TO ENTER

TO ENTER

Fill in your details at:

Fill in your details at:

This competition closes on 18 October.

Editor’s decision is final.

This competition closes on 18 October.

Editor’s decision is final.

betterRetailing.com/competitions

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Get in touch

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

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18

RETAIL

IN ACTION

MARS WRIGLEY, owner of Extra, the UK’s seventhlargest1 confectionery brand, explains why availability is key in impulse segments, such as gum

PAID FEATURE ONE MINUTE CATEGORY MANAGER

What to stock STOCKING a core range, such as Extra Peppermint Pellets and Extra Spearmint Pellets, is vital for regular sales. But with category innovation from leading brands proving popular with consumers, stocking new products, such as a Refreshers Tropical bottle format, is essential.

Extra Peppermint Pellets Gum single

Extra Spearmint Pellets Gum single

Extra Cool Breeze Pellets Gum single

Extra White Bubblemint Pellets Gum single

Extra Peppermint Pellets Gum bottle

How to stock it ON-THE-GO opportunities have re-energised.

So, it is vital that retailers ensure clear visibility in store to enable the impulse purchases that drive profitable sales and overall category growth.

TOP TIPS Position gum products alongside snacks, soft drinks and other complementary items to raise awareness and drive impulse sales.

1

2

Use additional merchandising units to locate impulse lines, such as gum and confectionery beside food to go to drive additional sales.

3

Boost product visibility and an association with the product at mealtimes with dual sitings across the store.

3

Ensure the right range is available.

The growth of bottles will continue as many consumers will make a purchase to keep at home, in the office or in the car.

Trends to watch IT is important for retailers to keep up with the latest trends in the segment in order to increase sales. We are constantly refreshing our knowledge of current trends to give the best possible advice.

THREE TOP TIPS

1

As consumers begin to return to preCovid-19 living, levels of movement have increased significantly, with social occasions back and consumers looking to refresh their confidence.

2

Format is key. Consumers have adopted new behaviours in the past few years, whether it’s gaming with friends online, focusing in the office or simply relaxing at home.

1

MINU

CATEGORY M

MARS W

5-18 OCTOBER 2021 betterRetailing.com

In partnership with

19

Drive gum sales

1

UTE

MANAGER

WRIGLEY

1

Price-marked packs help retailers create a sense of confidence and trust with shoppers. Seeing the price on pack catches the attention of impulse shoppers, thus making the product more appealing.

2

Mars Wrigley has a dedicated range of eye-catching PoS – that is frequently being updated – to help encourage customers to buy on impulse.

3

Retailers can up-weight basket spend by offering a cross-category promotion. For example, this can be done with coffee and gum.

Key stats to capitalise on gum TOPTIPS

1

As we continue to emerge from lockdown and restrictions have now ceased, and on-the-go missions return, gum sales are back into steep growth, up to 32% in the past 12 weeks1.

2

Nearly 97% of Mars Wrigley’s gum sales are from sugar-free products1, so most gum is not affected by HFSS regulations, and will continue to be a strong source of growth for retailers.

3

A core range from leading brands is vital for high sales. Mars Wrigley plans to launch new products and expand its core range next year, helping to drive sales.

Supplier Viewpoint

Sasha Storey Extra brand manager, Mars Wrigley “RECENTLY we have seen consumers look for the products they love. We have also seen that while they seek reassurance from their favourite brands, they still look for them to bring new products to market. For Mars Wrigley, the success of the overall gum category is driven by our dynamic innovation programmes. The launch of Refreshers Tropical is just one example of this. With nearly 50% of gum consumption coming from gen Z, especially fruity gum, which is 51% incremental to the category2, the positive impact of innovation alongside our core range has ensured that sales are strong.”

For more information on Mars Wrigley’s range and how they can help, visit mars.com Nielsen Scantrack – Total Gum – Total coverage MAT w/e 17.07.21, 2Kantar World Panel – TGI sourcing UK

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CATEGORY ADVICE HOT BEVERAGES

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MAKING HOT DRINK SALES GO FURTHER From tea bags and instant coffee, to on-the-go offers, hot beverages can bring significant sales to retailers. CHARLES WHITTING finds out how

THE HOTTEST TRENDS THERE have been many trends in recent years where hot beverages are concerned.

Coffee shops showed customers new ways of enjoying coffee, and increased the standards that they were willing to accept, as well as the extra flavours they wanted included in them.

Herbal teas have been growing in popularity and variety in recent years as well. And then the Covid-19 pandemic hit and people’s habits changed again.

With commuting grinding to a near halt and coffee shops no longer open, people turned to their kitchens for hot drinks,

seeking brands and products that enabled them to replicate that coffee-shop experience.

“Many of the coffee trends in retail have been driven by demand in out-of-home coffee consumption, as stay-at-home consumers look to recreate their favourite coffee-shopstyle beverages,” says Hannah Morris, category team leader at Jacobs Douwe Egberts.

“Flavours, such as salted caramel, make up a hugely important segment within specialities – they are growing ahead of the market and make up 30.5% of the specialities category.”

Now the UK is opening up and commuting is becoming more normal, the food-to-go category is starting to heal, with takeaway coffee among the beneficiaries and something retailers should embrace. For retailers, this means that those coffee machines that might have sat a bit idle in 2020 could once again be sales drivers.

Nick Blight, from Blights Motors in Bideford, Devon, sells between 40 and 50 cups of coffee a day from his Costa Coffee machine and considers it an “essential” part of his store’s offer, especially now

that lorries and other drivers are starting to move around more once again.

“Although food to go for 2021 looks set to reach 82.5% of its 2019 value, as a sector, its overall recovery has been quicker than anticipated,” says Paul Baker, founder of St Pierre Groupe.

“Food to go – and therefore the hot drinks fixture – has become a key part of leisure activities over the past 18 months, too.

“Journeys of all kinds are accompanied with a trip to the hot drinks fixture – not just the morning commute.”

5-18 OCTOBER 2021 betterRetailing.com

Go plastic free with the nation’s favourite cup of tea

1

M a st ke o th ck e up sw i no tc h w & !

Shoppers are now five times more likely to buy sustainable products2 Stock the first major tea brand to complete the transition to a fully plant-based range3 The same great cuppa that not only tastes good, but does good for the planet 1. Nielsen MAT 22/05/21 2. Harvard Business Review: Research: Actually, Consumers Do Buy Sustainable Products. June 2019 3. Major tea brand refers to those with > 10% Share of Sales Value (%) Nielsen Total Tea MAT 25.01.20

cider

CATEGORY ADVICE HOT BEVERAGES

VALUE AND LOCAL VALUES FOR some retailers, having a coffee machine in their store hasn’t quite worked out, either because it hasn’t survived the pandemic and reduction in people’s movement or, in the case of Eugene Diamond, from Diamonds Newsagent in Ballymena, Country Antrim, the competition from nearby coffee shops has made it impossible.

However, there are considerable sales to be made through take-home hot beverage products such as tea bags, instant coffee and hot chocolate. For Diamond, that means selling Nescafé instant coffee and Punjana tea bags, a local favourite.

“It’s made by a local firm called Thompson’s and they’re just the tea bag of choice in Northern Ireland,” says Diamond. “I could bring in Lipton, but Punjana just outstrips everything else.”

For Nick Blight, Tetley boxes of 160 tea bags are his bestsell-

ing tea product, while Nescafé, currently on special offer, sells well for his coffee. For retailers trying to work out which products they should stock, it is worth considering the increased preference for value these days.

Price-marked packs (PMPs) can be a good way to showcase value to savvy customers.

“In recent years, PMPs have proven popular with top-up and impulse shoppers,” says Hannah Morris. “The top advan-

5-18 OCTOBER 2021 betterRetailing.com

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SUSTAINABILITY OPPORTUNITIES tage of PMPs is that they are seen to provide clarity and transparency about the product’s price.

“Around half (48%) of convenience store shoppers now like PMPs. “Good prices and relevant promotions, as well as a convenient location for quick and easy purchases, can all drive coffee shoppers to the channel.”

WHEN thinking about which brands to stock or how to promote them effectively, it is also worth considering the environment and what certain brands are doing to limit their impact on it, as this is something that is of increasing significance to customers.

“Twelve-and-a-half million UK shoppers now actively consider how sustainable food and drink is before purchasing. This is an increase of 25% in the past two years (2019 versus 2021). Organic and sustainable teas are often considered more premium.

“Our recent research revealed that one-third (33%) of consumers are willing to pay more for ethical and/or sustainable hot beverages.

Clipper works directly with its organic and Fairtrade tea estate partners to create teas made with the finest quality

leaves,” says Bryan Martins, marketing and category director at Ecotone UK, which supplies Clipper tea.

With these growing concerns in mind, many suppliers have been improving the sustainability credentials of their products and, if retailers are sure to promote this, it can result in increased sales.

“We are now proud to say that we have fully transitioned to a plant-based range, complete with biodegradable tea bags and wrapless boxes across our entire retail range,” says Fiachra Moloney, general manager for tea UK&I at PG Tips.

“This transition has already made an impact, with 757 tonnes of oil-based plastic saved from using biodegradable tea bags and 46 tonnes of plastic saved from the overwrap being removed.”

CATEGORY ADVICE HOT BEVERAGES

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5-18 OCTOBER 2021 betterRetailing.com

INCREMENTAL SALES WHAT is a cup of tea without a biscuit or a slice of cake?

Whether people are buying tea bags or takeaway coffee, retailers are missing a trick if they’ve not placed complementary products in the immediate vicinity.

“It is essential to get your range and offer right to make the most from the overall hot beverage category. The use of block merchandising is a simple yet effective way of helping shoppers find what they need easily. Grouping related category products together such as tea, coffee and sugars and sweeteners creates a clear and effective shopping journey,” says Jacobs Douwe Egberts’ Hannah Morris.

Biscuits and cakes will work well for take-home products, while keeping any coffee machines near to other foodto-go stations is essential to bolster sales.

“Savvy retailers will take cues from foodservice and approach the fixture as more of a destination. Retailers, forecourts and other coffee shop competitors need to think about how to re-engage an audience and provide reasons for

consumers to choose them.

“Offering a full range of brand-led products is one way to entice consumers back,” says St Pierre’s Paul Baker.

Nick Blight keeps his entire food to go offer all in a row.

“We’ve got our Dunkin’ Donuts, Costa Coffee, Rollover Hot Dogs and slushies all in one area,” he says.

“It’s the only way that works. Besides that, we’ve got our takeaway flapjacks and our mini flapjack bites all in the same row. It’s essential.

“People rarely just get a coffee, they get it with something else like a bacon bap or a sausage roll. They go hand in hand and it’s really helpful.”

top launches Clipper has launched its first range of Hemp teas, perfect for relaxation. The blends use hemp seed, which is ordinarily discarded in hemp production. Unlike hemp leaves that have a strong, grassy taste, hemp seeds don’t have a specific flavour. This allows Clipper to blend with botanicals, while harnessing the natural benefits of the ingredients.

PG Tips has been working on making the switch to a fully plant-based product for several years and has now fully transitioned to a plant-based range, complete with biodegradable tea bags and wrapless boxes across its entire retail range.

Kenco has recently introduced PMPs for its Kenco Duo Cappuccino and Latte products to provide retailers with products that consumers are seeking when shopping in the impulse channel.

Kenco has also launched Kenco Salted Caramel Duo, which is designed to allow consumers to enjoy a coffeeshop-style drink at home without the need for a coffee machine.

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CATEGORY ADVICE DIWALI

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LIGHT UP YOUR DIWALI DISPLAYS THE DIWALI OPPORTUNITY CELEBRATED on Thursday 4 November this year, Diwali is the biggest festival in the Hindu calendar and for retailers with the right demographic, it is a chance to attract new shoppers into their stores.

Lasting five days, the festival of lights is celebrated by more than 1.2 million people in the UK, with many more celebrating the Sikh day of liberation, Bandi Chhor Divas, at the same time.

Therefore, Hindus, Sikhs, Jains and some Buddhists will be looking to their local convenience stores to stock up on some of their best-loved

brands and traditional Indian delicacies. Adrian Troy, marketing director at Barr Soft Drinks, says Diwali is getting bigger and more profitable for retailers each year, with soft drinks sales up 16% year on year compared to 2019.

“Spend per shopper more than doubled for Rubicon stills alone, with the deluxe range accounting for 25% of total sales, highlighting a clear opportunity for incremental sales,” he says.

Although his store is not in a predominantly Indian area, Jay Patel, owner of Jay’s Budgens in Brockley, London, has

been celebrating the special occasion every year. He believes it is a wonderful time to get together and bond with the local community and to entertain and treat children.

“A lot of people know about Diwali in my area even though they are not religious, and that’s because they have been coming to the store since they were young,” says Patel.

“We use it as an opportunity to sell Indian sweets and snacks, but also to educate people about the Hindu festival. We give away books and Diwali cards to customers for free, which we get from India.”

Diwali presents retailers with a colourful and uplifting festival that can add some good cheer, warmth and variety to your store in November’s darker days. JO TILLEY reports

IN-STORE THEATRE CENTRED around lights, colour, food and music, Diwali is the perfect event to commemorate if you want to liven up your store for a couple of weeks.

Diwali’s message is also an extremely uplifting one and – perhaps much needed after Covid-19 – it symbolises ‘victory of light over darkness, good over evil and knowledge over ignorance’.

Using his 60ft window display, Patel’s store pulls out all the stops for Diwali featuring lights, printed banners and a traditional colourful floor covering, called a Rangoli.

These are handmade pat-

terns created on the floor.

As well as selling traditional Indian sweets, Patel also sells home-made food, such as a variety of curries, over the period.

Patel tells Retail Express his display is up and running about a week before the main day of celebration, and is also kept up a week after the festival.

Cofresh brand manager Jon Roberts says convenience retailers can get ahead of multiples by stocking up and preparing early. “Now that restrictions have been eased, communities will be keen to meet up with family and friends again, and retailers need to understand

what their customers are looking for,” says Roberts. “Stocking up in advance ensures you offer great choice when people pop in for a last-minute or spontaneous purchase.”

In terms of in-store theatre and merchandising, Roberts believes retailers can make the most of manufacturers’ PoS material, distinctive SRPs, FSDUs, gondola ends and promotional activity such as multibuys. “Use off-shelf displays and rack-end promotions to highlight promotional activity and special Diwali offers, and display Diwali snacks close to the till,” says Roberts.

5-18 OCTOBER 2021 betterRetailing.com

A TIME FOR SHARING THIS year there should be no restrictions around friends and families gathering together, so it is wise for retailers to focus on shareable snacks and treats over the Diwali period.

“Sharing packs are ideal and offer maximum value and convenience for customers,” says Roberts. “Traditional snacks such as Bombay Mix

and other share-pack formats are tried and tested to increase customers basket spend and maximise sales.”

New Cofresh products include mango chutney grills, onion bhaji corn crackers and masala chips. While many Indians choose to cook from scratch for the main meal celebrations, others are increas-

ingly time-poor and therefore frozen finger food provides a huge opportunity for convenience stores. Cofresh offers a range of vegetable and Punjabi Samosas that can be put into the oven and served as part of a Diwali spread.

Ferrero Rocher is a popular brand over the Diwali period, and, with its golden ornate

packaging, it fits the light and extravagant theme of the festival. Levi Boorer, customer development director at Ferrero, recommends retailers stock up on Rocher T16 (200g), Collection T15 (172g) and Rocher T24 (300g), as these work well as gifts or to share with family and friends. Rubicon is another brand popular during Diwali.

Barr’s Troy advises retailers stock a wide range of Rubicon flavours in 2l packs, with a variety of sparkling and still varieties. “Having a range of flavours is important, as shoppers will be catering to a number of different tastes among family and friends, but so is ensuring availability of larger pack formats,” says Troy.

RETAILER

VIEW

Kay Patel, Best-one Global Food & Wine, Wanstead “WHOLESALERS such as Dhamecha and Bestway have Diwali offers, and while these are useful for the retailer, I find most customers in my area go to local Asian stores and sweet centres to get their Diwali supplies because it is easier to get everything in one place.

“Symbols will have a Diwali offer on a product like Red Bull, but from my experience Red Bull is not particularly a Diwali drink, so retailers need to think carefully about what will work for them.

“If there are promotional offers, retailers don’t always pass these onto the customer, as there isn’t a huge Diwali demand in convenience stores. I operate a standalone fireworks shop, and demand for fireworks has been growing over the past 10 years.

“However, this can be tricky for a convenience retailer to implement as not all customers like stores selling fireworks, and also you have to get a licence and make sure they are displayed correctly. If you are in it for the long game, then it might be worth the effort, but for your first year expect most profits to be eroded by costs.”

Scan the QR code to see Tom’s story.

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MUST-STOCK BRANDS

28

WHAT YOUR STORE NEEDS Five brands explain why they deserve to be part of your core range

t s mu cks sto WHILE the enormous disruption to people’s lives wrought by the Covid-19 pandemic appears to be coming to an end, there are now further challenges and opportunities ahead for the independent retail sector

this autumn and winter.

There are potential shortages and delivery disruptions for retailers to manage, alongside the growing demand for products as restrictions end and people start to get their lives back to normal.

As a result, it has never been more important to have the right products on your shelves. Whether it’s the established favourites of trusted and recognised brands or the latest launches that are capturing the public’s imagination, retailers need to know what cus-

tomers are looking for, and how they can provide these products in the best possible way to drive footfall, sales and profits.

In this feature, we will focus on five different categories and the brands within them that need to be on your shelves.

We’ll provide information about the products, expert advice on how to make the most out of them to generate sales, as well as commentary from retailers who have enjoyed success in their businesses as a result of stocking the product.

We will explore muststocks in crisps and snacks, breakfast cereals, whiskey, dairy products and the latest in next-gen nicotine. For some, these will be core, longstanding favourites that are essential for your store.

For others, these will be new, on-trend products that are driving growth within their category.

These are all brands that are receiving substantial marketing support, and are established top sellers.

Now’s the time to see why they’re must-stock brands for your store.

MUST-STOCK BRANDS BAT VUSE

In partnership with

VUSE t- THE PRODUCT s u m ock st BAT’s new product Vuse is taking Vype to new

levels but continuing to provide retailers with high-quality vape products that have been created and tested by scientists and flavour experts.

Vuse is a global brand that allows BAT to bring retailers more device innovations and more flavours with a redesigned look and feel to match.

What’s more, Vuse delivers the same taste and quality as Vype, and compatibility of Vype and Vuse is guaranteed, as Vuse pods simply click in and out of Vype devices, and vice versa.

GETTING THE MOST FROM VUSE THE standout Vuse packaging with new origami shapes guarantees unmissable displays and instant sales – it’s already won the prestigious Pentaward 2020 bronze award. To be successful, retailers should stock a full range and keep availability high.

Take a category approach and make sure you keep the Vuse vaping range together. In short, a great display is prominent, clear and tidy. Our Vuse display gantries can really make the difference for retailers when it comes to merchandising and displays in stores, letting them order and control the display to grab consumers’ attention.

why it RETAILER ck sto

VIEW

Jayesh Patel, JB Patel & Sons, Woolwich, London “IT’S great to see tobacco companies looking at, and investing in, alternative nicotine products. BAT have been especially progressive – we have regular customers for Vuse, which sells really well for us, and now also Velo, which is our bestselling oral nicotine product.”

For more information, contact BAT UK at info@vapermarket.co.uk.

VYPE IS BECOMING VUSE NEW NAME. NEW LOOK. SAME GREAT QUALITY & TASTE. 100% COMPATIBLE WITH VYPE. FOR MORE INFORMATION CALL

0808 169 5000

18+ only. Vuse e-cigarettes contain nicotine which is addictive.

Read leaflet in pack. For trade use only not to be left in sight of consumers.

5-18 OCTOBER 2021 betterRetailing.com

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MUST-STOCK BRANDS CEREAL PARTNERS

In partnership with

NESTLÉ BREAKFAST CEREALS t- THE PRODUCT s u m ock st

BREAKFAST cereals are an important grocery category to any retailer, currently valued at £1.7bn1. Given that 95% of UK households eat breakfast cereals1 over a year, it is essential for convenience retailers to have the right range and value offering to drive sales.

Nestlé breakfast cereals have a core range of price-marked packs (PMPs): Shredded Wheat, Multigrain Cheerios, Honey Cheerios, Shreddies, Frosted Shreddies, Nesquik, Cookie Crisp and Curiously Cinnamon. Importantly, all these Nestlé cereals are available in small case sizes of fives and sixes.

Nestlé cereals provide the perfect mix of brands, value and the right pack formats helping to drive incremental sales within the convenience channel.

GETTING THE MOST FROM BREAKFAST CEREALS WITH a category as large and prevalent as cereals, it is vital to make the cereal fixture easy to find, offer the right range of brands and value for money. The average household buys breakfast cereal 22 times a year1. Shoppers who buy breakfast cereals in convenience have an average basket spend of £33.822 – worth more than three times that of the average food basket without cereal (£10.60).

New products are important for creating interest and impulse purchase, but should always be complementary to an established core range. The main advantage of PMPs is that they provide clarity and transparency about the product’s price3. Promotional activity drives sales and encourages consumers to come back.

to w o it SUPPLIER h k c sto

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Julie Aird, business unit controller – wholesale, convenience and OOH, Nestlé Cereal Partners “FOLLOWING a planogram is a fundamental step in providing the right consumer offer. A good breakfast cereal planogram will include as many of the top 25 cereal brands as space will permit and offer a good mix of healthy, indulgence & enjoyment, hots, kids’ and everyday family cereals.”

1 Total Cereals inc Drinks Kantar Worldpanel data 52w/e 13.06.21, 2Lumina Convenience report 2021, 3IGD the appeal of promotions and price-marked packs 2020

® Reg, Trademark of Société des Produits Nestlé S.A. SHREDDED WHEAT is low in saturated fat.

Reducing intakes of saturated fat contributes to maintaining normal blood cholesterol levels. It’s important to have a varied, balanced diet and healthy lifestyle.

For more information, visit nestle-cereals.com/uk

MUST-STOCK BRANDS DANONE

5-18 OCTOBER 2021 betterRetailing.com

In partnership with

CEREAL TOPPERS t- THE PRODUCT s u m ock st

MORE than half of shoppers cite health as the most important purchasing driver for yoghurt1.

Activia Breakfast Toppers come in a split pot, with low-fat gut-friendly yoghurt and a layer of crunchy cereal.

There are two flavours available, Vanilla & Granola and Raspberry & Chia Muesli, which both have an RRP of £1.39. Both flavours are available with or without wooden eco-spoons.

These lines offer a convenient and healthy breakfast or snack to be enjoyed on the go, at work or at home. This winning combination of health and taste has resulted in massive value growth of 73.8%2.

on-the-go breakfast yogurt

GETTING THE MOST FROM CEREAL TOPPERS CEREAL toppers are designed in convenient packaging formats so they can be enjoyed throughout the day.

Different shoppers will buy them as part of an on-the-go breakfast mission to eat on their way to work or to stock up in advance and enjoy as a quick breakfast at home.

Ideally, this means cereal toppers should be merchandised in the front-of-store chiller with drinks and sandwiches, and in the main back-of-store yoghurts section. If space in the back-of-store chiller is limited, then create a distinct zone for on-the-go products within this space.

RETAILER

VIEW

Spoon inside

JC Stewart, Magherafelt (Eurospar) “WE stock both lines of Activia toppers. Our customers love these products throughout the day, be it breakfast, lunch or as an evening snack. Activia toppers have grown year on year by 18% since we launched them and when the two lines go on promotion, we see a sales increase of 66%. Without a doubt, consumers are very focused on purchasing products that they know are beneficial for their general gut health, and that is undoubtedly what the Activia range, including toppers, promise.”

#1 Active health yogurt brand* Source of fibre

FoodBev Media, 02.12.20, 2IRI, MAT w/e 14.08.21

1

For more information, visit danoneactivia.co.uk

*IRI, Value Sales, Total Market, 52 w/e 7 August 2021.

Source of protein

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MUST-STOCK BRANDS KP SNACKS

In partnership with

KP SNACKS £1 PMP THE KP

BESTSELL The UK’s

t- THE PRODUCT s u m ock st

TTHE KP Snacks £1 price-marked pack (PMP) range is worth £60.7m1 and includes 24 lines designed to excite shoppers and drive impulse purchases. £1 PMP ranges are the main driver of growth in convenience and independents2, and KP’s £1 PMP range is outperforming PMP market growth at 8.7%1.

McCoy’s and Hula Hoops Big Hoops are two of the top five bestselling £1 PMP ranges. Stocking these brands drives purchases1. From Tyrrells, which brings a premium snacking option to the format, to popchips, perfect for shoppers looking for a more permissible snack, the KP PMP portfolio caters to all tastes and all occasions from hungerfill to sharing.

ERS!

No.1

£1 PMP Sku * (3 years running!)

The UK

No.1 Nuts Brand *

from KP Snacks the

No.1 Drivaeckrs of the Bagged S*n Category

SIXTY-ONE per cent of impulse crisps and snacks are picked up in secondary locations3, so retailers should ensure they stock bestselling PMPs in more than one site.

Secondary displays in complementary categories such as soft drinks, beers, wine and spirits can encourage crosscategory purchases.

With 40% of snack shoppers saying they are more likely to buy a product in PMP format4 and 41% of CSN sales going through the top five brands5, retailers should stock bestselling PMPs, such as Hula Hoops Big Hoops and McCoy’s, and display them prominently. To increase basket spend, PoS such as stackers and dump bins can be used.

The UK’s

No.1

Ridge cut crisps *

RETAILER

The UK’s

NPo o.1

VIEW

The UK’s

.w1n o N ra P For

pcorn Brand *

Cocktail

*

Stock up now for bigger

SNACKPROFITS

*

Nielsen, Total Coverage, MAT, w/e 17.07.21

GETTING THE MOST FROM £1 PMPS

’s

NEW

Winners of

8t 6Taste

“KP’S PMP range has seen a substantial increase in sales, offering customers great value. This means us retailers can sell more and make more from the CSN category, making this a winner.”

Grea Awards

Nielsen Scantrack 17.07.21, 2Kantar WPO 52wks 19.04.20, 3HIM CTP 2019, 4HIM Wholesale Report 2019, 5Nielsen, Total Coverage, MAT, w/e 24.04.21 1

To request your FREE KP ‘Perfect Store’ and KP ‘Best Sellers’ guides please email snackpartners@kpsnacks.com 10660 Retail Express Best Sellers Mini ad.indd 1

Harj Dhasee, Village Stores, Mickleton, Gloucestershire

For more information, visit kpsnacks.com 08/09/2021 13:35

MUST-STOCK BRANDS PERNOD RICARD

5-18 OCTOBER 2021 betterRetailing.com

In partnership with

JAMESON ORANGE JAMESON, MADE ZESTY

t- THE PRODUCT s u m ock st

THE UK’s number-one Irish whiskey has introduced a zesty new line to its core range – Jameson Orange. Combining the finest triple-distilled Jameson Irish Whiskey infused with natural orange flavouring, Jameson Orange is smooth, sweet and perfectly balanced. Bottled at 30% ABV, it introduces a modern, lowsugar twist to the growing flavoured spirits category. The spirit drink is set to attract younger millennial and gen Z drinkers, and flavoured imported whiskey has strong appeal among 18-to-34-year-olds1. Jameson is growing at 23% in value and holds a 93% share of Irish whiskey.

SMOOTH JAMESON WHISKEY WITH NATURAL ORANGE FLAVOUR.

GETTING THE MOST FROM JAMESON ORANGE

FLAVOURED SPIRITS OFF TRADE GROWTH

RETAILERS should site Jameson Orange with the wider Jameson range to use brand strength and heighten appeal.

To further promote Jameson Orange in store, retailers should take advantage of a secondary display with other flavoured spirits, a category that has driven 80% of all offtrade spirits new product sales in the past two years2. To drive impulse purchases, store owners should make use of impactful branded display and PoS to disrupt the shopper journey and increase basket spend.

+45% YOY*

NEW

why it SUPPLIER ck sto

VIEW

Ian Peart, commercial director, Pernod Ricard UK

JAMESON GROWING

+32% VS TOTAL

“ORANGE has been one of the key growth flavours in the past three years and over one-quarter of consumers typically drink orange-flavoured serves3. With the popularity of flavoured spirits on the rise, Jameson Orange is perfectly positioned to tap into this growing consumer opportunity. It offers an accessible entry point to engage new consumers and curious spirit drinkers looking to explore and experiment.”

Omnichannel research – 40% of Flavoured Imported Whiskey drinkers are under 35 years old vs. 17% Total Whisk(e)y drinkers, 2Nielsen Homescan NPD value % share of total NPD, where NPD = sales L2Y vs. number of sales 3YA, data to 27.03.21, 3CGA Mixed Drinks Report Q3 2020

IMPORTED WHISKEY **

+24%

1

For more information, visit jamesonwhiskey.com/en-UK/ ourwhiskeys/jameson-orange

Enjoy responsibly. *MAT VALUE GROWTH NIELSEN IQ SCANTRACK MAT TY WE 27.03.21 ** MAT VALUE SALES TO 27.03.21 NIELSEN TOTAL OFF TRADE

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CATEGORY ADVICE BUSINESS EXPANSION

34

BUSINESS EXPANSION Whether it is finding the perfect location, employing the right solicitor or choosing between lease or freehold, there are many things for retailers to think about when purchasing a new store. JO TILLEY reports

FINDING THE RIGHT LOCATION WHEN it comes to location, there are several factors retailers need to be aware of whether they are buying their first, second or fifth convenience store.

Tysoe Stores’ owner Bart Dalla Mura says it is vital to look at the customer demographic and the footfall that goes through the store.

While looking into sales data for stores is imperative, he highlights the importance of researching any assisted dependencies. For example,

any nearby large factories or building sites that may close down, and lead to a decreased number of shoppers when the workers or builders move out.

“Anything artificial that is pumping up the numbers should be assessed and it is a good idea to look at planning permission and the long-term plan of district councils,” says Dalla Mura.

This is why retailers should get accounts covering several years. Nisa retailer Ketul Desai agrees, but also likes to use his

own instincts when it comes to location. “I like to go on my gut, but I will also do full research on demographics, the kind of people that visit and what kinds of products I will be able to sell there,” says Desai, owner of The General Store in Tufnell Park, north London.

“I have also worked with retail development managers from Booker and Nisa as they know about businesses being sold in the area and can offer advice.”

Regarding finding the right

property, retailers told Retail Express they will often approach landlords and owners directly to find out if their property is for sale and what price they’re asking for.

“If you are not so familiar with an area, you need to get an agent to find the right properties and there are well-known companies such as Christie’s that can help you with your hunt,” says Atul Sodha, owner of Londis Harefield. “However, by approaching retailers directly, you can avoid certain fees.”

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GAINING THE RIGHT ADVICE ALTHOUGH there will be solicitors and surveyors that will enter the discussions, Desai believes it is really important to talk to your peers before you look to buy or lease a new shop.

“There are some retailers, such as Mital Morar in Manchester and Atul Sodha in London, who offer great advice, and talking to other retailers make these processes more interesting,” says Desai. “Your peers will often have information

about a certain area that can help when it comes to making important decisions.”

Sodha agrees that having a bond with other retailers can help when you are undergoing your initial research and putting together a business plan.

Once the research is done and the property found, you need to bring in the right financial services and solicitors to make sure you are happy with the terms and conditions and can

purchase the property.

The right solicitor is vital when it comes to contract negotiations, but Dalla Mura says retailers need to be clear about how much money they are willing to pay for legal fees up front, and whether the buyer or seller is paying them.

“It is important to think of the legal costs of buying and selling, and budget that in, otherwise the costs can run away,” says Dalla Mura. “Make

it very clear. Some lawyers will offer a fixed price on a new lease agreement, but make sure you know exactly what this includes and who is paying for what.”

He also advises retailers to use solicitors and surveyors that have represented one of the big organisations, such as Co-op. Although they will be costly, they will ask the right questions, and know the potential pitfalls and how to avoid them.

LEASE VERSUS FREEHOLD MUCH like purchasing a home, there are certain advantages to buying a property outright as you are able to make the infrastructure changes you want and it also puts you on the property ladder.

Dalla Mura says although freehold is better, generally retailers tend to lease out stores. “This costs a lot less, but you need to be careful on the repairs and that there are no responsibilities you are taking on from the old owners that you shouldn’t be, such as

a damaged roof or an already installed cash machine,” he adds. “You need a full survey done so that you know exactly what you are taking on.”

Sodha says that a freehold purchase offers retailers more freedom to do what they want with the building and also offers future stability.

There are certain things to be wary of when it comes to leases. Retailers should assess whether the length of the lease fits in with their business plan and if they have the

option to extend the lease, or purchase the property outright, when the lease comes to an end. Desai, who owns three stores, says his background in finance has put him in a strong position when it comes to securing good lease deals.

“I leased my properties at the start, but with the option to buy them freehold after five years at market value,” says Desai. “I have bought one, but one is not viable being in central London. It is tougher to raise finance with a leasehold

property as there is less security for the banks.”

Desai adds that creating a good relationship with your bank is vital, and he insists on having a meeting with his bank every quarter. Retailers should also be aware of their and their landlord rights by reading up on legislation such as The Landlord and Tenant Act 1954, which governs the rights and obligations of landlords and tenants of premises that are occupied for business purposes.

ONE THING TO BE AWARE OF IF your business includes a post office, the Post Office needs to approve the new owner to run it in the premises. There is no guarantee this will be done, so don’t assume this financial benefit when looking at a new store.

You will also need a postmaster to work in the store and Desai says bad credit might mean the post office cannot be transferred to new store. A new licence is also required by Camelot to ensure you can run the lottery from the new site.

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36

MANAGING CUSTOMER REQUESTS The RETAIL EXPRESS team explores how retailers can ensure they are stocking what their customers want

Maintaining high availability is tough at the moment – how can I manage to fulfil customer requests? – Arif Ahmed, Ahmed Newsagent, Coventry

1

Gary Singh The Local, Herne Bay, Kent

“CUSTOMERS are always asking for things to be stocked, but we’ve got to evaluate whether it’s worth it. If we get in 24 of that particular item, can we sell 20 or 22 or even all of them and, if not, is it worth it just to sell one or two? I work out whether it’s worth it by looking at similar items we have sold and drawing on my 25 years of experience.

“Usually, I don’t get people asking ‘please can you get this in? I desperately need this’. It’s more people letting me know that if I stocked a certain product, they would de�initely buy it.

There are no �irm requests.

“Good pricing, good service and a friendly approach keep customers coming back. It’s about having everything a customer needs under one roof. If you want to have some stationery, make sure you’ve covered everything. We try to stick to the top �ive or six lines of every main category.”

2

Atul Sodha Peverills Londis, Harefield, Uxbridge

“WHEN something wins, it often wins without you trying. But when you catch it winning, you’ve got to exploit it. You’d be silly not to. The latest trend is Geek Bars in vaping. We know that vaping is quite involved and tricky, but Geek Bars have taken away all the complexity of it. It’s just a disposable device that people can get rid of, and we’re getting a decent margin out of it.

“No one is helping us, this is us picking it up, knowing that it sells and getting it to our customers. The amount of people and different demographics that are buying it is amazing. Once you’ve got something that people like, you’ve got to keep it up and have those varieties in stock all the time.

“Sometimes promoting things on social media works better, but I like the theatre of in-store promotion because you’re able to perform.”

3

David Lomas Lomas News, Manchester

“WE get customers asking us for things regularly. We’ll always bend over backwards to get the customer what they want, especially if we know them. We get a lot of requests from customers for very speci�ic kinds of e-cigarettes, whether it’s certain kinds of equipment or a certain liquid or something like that. We get asked about it a lot because a lot of our business is about vapes these days.

“We also get a lot of requests for confectionery and we’ll look into whether they want the odd bar of chocolate or a full case, in which case we can often get them a special price. We’re also always getting requests for certain kinds of stationery.

“As long as you’re happy and you give them what they want, they’ll keep on coming back. They’ll see you as the �irst port of call for whatever they want. It’s de�initely worth it to keep them coming back.”

In the next issue, the Retail Express team looks at how retailers are making best use of their EPoS data.

If you have any problems you’d like us to explore, email charles.whitting@newtrade.co.uk

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VISIT SALESSUPERCHARGED.CO.UK TO FIND OUT MORE. © 2021 Monster Energy Company. All rights Reserved. MONSTER ENERGY®, ®, MONSTER ENERGY ULTRA® are all registered trademarks of Monster Energy Company. Source: 4th biggest SKU in Total Soft Drinks, No.1 low calorie SKU in the Energy sector, No.2 flavoured energy drink, No.1 flavoured energy drink – Nielsen – Indies & Symbols– MAT Value TY Period Ending: w/e 26.06.2021. Source: 3rd biggest stimulation brand in GB and is worth £43m – Nielsen Value Sales, Total Coverage, MAT to w/e 26.06.21. Revenue is an estimate based on weekly ROS.

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