Retail Express: 15 January, 2018

TEST YOUR KNOWLEDGE Answer eight questions to find out the latest spring confectionery launches and advice P18-21 15-28 JANUARY 2019 betterRetailing.com

CE CATEGORY ADVI NERY SPRING CONFECTIO

19

KNOW YOUR SPRING CONFECTIONERY

15-28 JANUARY 2019 STRICTLY FOR TRADE USERS ONLY

a dip in traditionally fear e’s Day, Mother’s and dusted, retailers With Christmas doneBut with key occasions like Valentin are plenty of confectionery sales. in the sights of suppliers, there to take our quiz to Day and Easter firmly in. HELENA DRAKAKIS invites you nery opportunities to cashthe opportunities in spring confectio discover more about

01

03

NITY DOES WHAT UNIQUE OPPORTU TO RETAILERS? EASTER 2019 BRING

A. There are more ever available

this year giving retailers B. Easter falls later valuable lead time will be born this year C. More Easter bunnies

a

02

at Mars Wrigley Conyear with manager to Shah, Easter falls late this start- fectionery. According the Easter bank holiday up 70% of shoppers like sweet run ing on 19 April. “The and, treats in January, while in midto Easter is even longer that spring, boxed chocolates are Day and as a result, the products perfect for Valentine’s Easter After then, retailers prioritise throughout says Mother’s Day. the season should vary,”brand treats should hit the shelves.

Chirag Shah, seasonal

WHAT SHOULD IER PAUL A YOUNG, SPRING ACCORDING TO CHOCOLAT TO MAKE SURE THEIR ?

RETAILERS ALWAYS DO STANDS OUT AND REMAINS RELEVANT CONFECTIONERY OFFER

A. Wait until one playing the next

season is over before

B. Display all your after Christmas

dis-

Easter items directly

C. Cover the whole

store in love hearts

RS WHICH NEW MALTESTE PRODUCT IS BEING BROUGHT TO MARKET THIS EASTER?

A. The Truffles egg

Answer: B

new products than

Answer: A

“Offering too Paul A time is right. with too Premium chocolatier to many products Young advises retailersplan many messages can confuse keep products relevant, in customers. Keeping things well next season’s range intro- clear and relevant is key,” advance, but don’t until the he says. duce it into stores

B. The Galaxy Golden egg C. The Jupiter bunny Answer: A

of MalFollowing the launch the tesers Truffles in 2018, Maltesers brand will bring the this Truffles egg to the market the £8, year. With an RRP of dent it company says it is confi Edwards, will drive sales. Laura Wrigbrand manager at Mars “We’re ley Confectionery said: Maltestconvinced the new the grow will ers Truffles egg perfect category through being of for special gifting occasions, the most which Easter is one of important,” she says.

A WEEK OF VIOLENCE

Indies call on police to take action after Christmas crime surge P3 DEBT DEAL RESCUE

LESSONS OF RETAILING

‘WE’RE RELIED ON BY 17 VILLAGES’

Bargain Booze retailers ‘saved’ from bankruptcy

by Bestway after debt of up to £34m is cleared

Peter Lamb reveals his store’s biggest successes as he reflects on his retailing career

Sonya Cary’s post office is changing the way the government thinks about community retailers

P2

P13

BACK PAGE

our say

Chris Dillon, editor - insight

Why we are spending so much time writing about food to go

The five biggest stories this fortnight 01

Bestway debt deal rescues Bargain Booze retailers ALEX YAU

“WHY should we as retailers put so much time and money into getting good at food to go, when it’s not an area that we are skilled at? Why not just do what we do best?”

That was the view of one retailer I spoke to last year when I asked if fresh food could be a focus area for him in the future.

Well, that’s exactly what we are trying to find out in our next issue of the Retail Success Handbook, which will be out with RN in March.

The handbook will be a complete guide to food to go, that any store of any size can learn from. Whether you’re a newsagent looking at bringing in a coffee machine and small bakery or a food retailer looking to partner WE HAVE SEEN with the next on-trend pop-up, this THE INCREASED guide will cover it all.

We’re creating this magazine MARGINS AND because we have seen the increased margins and footfall that FOOTFALL THAT come with fresh food. We have COME WITH seen how by building your own food brand, you can secure loyalty. FRESH FOOD And we have seen that once retailers get started, the rewards become apparent.

That’s why we need you to share your food-to-go stories, your challenges and where you see the opportunities, so do give our features writer, Priyanka Jethwa, or me a call.

And if you don’t currently receive RN, but would like to make sure you receive this one-stop guide, email kate.daw@newtrade.co.uk to be put on the list.

FOR MORE OPINION, GO TO PAGE 12 @retailexpress betterRetailing.com facebook.com/betterretailing Editor - insight Chris Dillon @ChrisDillonNT 020 7689 3379

Editor - news Jack Courtez @JackCourtez 020 7689 3371

News editor Megan Humphrey @MeganHumphrey_ 020 7689 3357

Features editor Tom GockelenKozlowski @TomGK_writer 020 7689 3361

Features writer Priyanka Jethwa @priyanka_NT 020 7689 3355

Reporter Alex Yau @AlexYau_NT 020 7689 3358

Reporter Marcello Perricone @MarcelloP_NT 020 7689 3350

Production editor Head of design Anne-Claire Pickard Ryan Cooper 020 7689 3354 020 7689 3391

Editor in chief Louise Banham 020 7689 3353

Head of sales Matthew Oliver 020 7689 3367

Sub editor Jim Findlay 020 7689 3373

Account director George McCracken 020 7689 3364

Sub editor Tom Allaway 020 7689 3395

Account director Charlotte Jesson 020 7689 3389

Designer Jody Cooke 020 7689 3380

Account manager Jon Melson 020 7689 3372

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

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

02

Head of marketing Jessica SalisburyFielder 020 7689 3352 Managing director Parin Gohil 020 7689 3375

48,789 Audit Bureau of Circulations July 1 2017 to June 30 2018 average net circulation per issue

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

Newtrade Publishing 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.

04

wipe off signi�icant amounts of each retailer’s debts.

Bestway Wholesale managing director Dawood Pervez told Retail Express’ sister title, RN: “Following Conviviality’s

types of suppliers: Co-op ownbrand suppliers who may see volume go up, and Heritage suppliers who may see volumes go down.

“We don’t exactly know how it’s going to shape up, but we have to be talking to suppliers about that.”

Newspaper price hike

NEWSAGENTS have expressed dismay at margin decreases amidst a wave of New Year newspaper price rises across six national titles.

While the daily i, the Sun, the Saturday Sun, Guardian, the Observer and the Guardian Saturday edition rose in price, the Daily Star and Saturday Daily Mirror cut retailers’ margins at the same time.

The combined changes increase news seller margins by £75.9m per month, although the margin cuts at the two titles deprived news sellers of an additional £4.2m margin boost.

collapse and the subsequent acquisition by Bestway Wholesale, we worked with many of our franchisees and PwC to facilitate payment of historic trade debt owed to the banks

over several months.

“This enabled the franchisees to focus on trading and better managing their cash �low during this dif�icult period.”

MD Dawood Pervez Bestway Wholesale

‘Better buying’ for Nisa

NISA CEO Ken Towle told Retail Express’ sister title, RN, the business has changed how it works with suppliers in order to achieve “better buying bene�its”.

Speaking about the wholesaler’s deal with Co-op, Towle said, “We have to give fair notice because we’ve got two

Sales support executive Michela Marino 020 7689 3382

Finance executive Abigayle Sylvane 020 7689 3383 Production coordinator Business Joe Mendonca Development Executive 020 7689 3368 Kurran Jagpal 020 7689 3363 Subscribe online at newtrade.co.uk/our-products/ print/retail-express. 1 year subscription: UK £65; overseas (EU) £75; overseas (non-EU) £85

BARGAIN Booze franchisees have claimed many were “saved” from bankruptcy by Bestway after the wholesaler helped them clear up to £34m of debts owed to defunct wholesaler Conviviality.

Following its collapse, Bestway bought Conviviality’s retail assets, but not its debts to banks and suppliers.

As part of the deal, Bestway agreed to use millions owed

by Bargain Booze franchisees to Conviviality and its administrators, PwC, to pay off the wholesaler’s debts to banks and suppliers.

However, the franchisees had themselves lost at least £9m in shares as part of Conviviality’s collapse, and postcollapse supply shortages left many of the 350 franchisees unable to pay their full debts.

The 20 worst-affected franchisees owed PwC an average of £845,000 each.

While Bestway was contractually obligated to help PwC reclaim the funds from the franchisees, the wholesaler successfully negotiated to

03

Deliveroo favours Co-op

INDEPENDENT retailers criticised Deliveroo after it gave Co-op an “unfair advantage” of exclusively selling tobacco through its website.

A trial phase that began in �ive stores across Manchester last year has since expanded to 11 other stores in London.

05

Kay Patel, of Best-one Global Food & Wine in London, revealed Deliveroo declined his request two years ago.

“Allowing Co-op to sell tobacco leaves a bitter taste in our mouths because it gives them more of a selling point,” he said.

DRS success for c-store

A BOTTLE returns machine installed in December has helped Mo Razzaq, of Family Shopper Blantyre, achieve a 22% sales uplift in related sales.

The machine enables customers to return plastic bottles for a 10p voucher, which can be spent at a dessert bar in-store or donated to charity.

The unit was donated by RVM Systems as part of a sixmonth trial, the �irst of its kind in a convenience store in Scotland.

Razzaq also reported 1,500 bottle returns and a 7% increase in footfall.

@retailexpress facebook.com/betterRetailing

15-28 JANUARY 2019 betterRetailing.com

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

C-stores suffer crime surge over Christmas period MEGAN HUMPHREY A WAVE of crime has hit convenience stores over the Christmas period, with a high number of retailers reporting incidents.

Retail Express was told of eight incidents which include a racial attack, a stabbing, a break-in and shoplifting.

Jimmy Morar, owner of Premier Convenience Store in Birkenhead, Liverpool, was the victim of a hate crime three days before Christmas.

He told Retail Express:

“I was racially abused by a group of youths as I prepared to close my shop. After I threatened to call the police, I was punched heavily a number of times, leaving me bloodied and bruised.”

Since the attack, Morar experienced a slowdown in communication from Merseyside Police.

“It took a hate crime organisation to have a meeting just this week about what had happened for the police to send me an email, despite my ongoing com-

plaints. This isn’t about me, it’s about raising awareness for the many shops that have suffered,” he said.

Morar con�irmed two suspects have been arrested on suspicion of robbery.

In Milton Keynes, Stratford Park Budgens reported two incidents over the festive period.

Store manager Mayank Patel said: “Just before Christmas, our shop was broken into, and last weekend our shop assistant was held at knife-point. I’m just trying to help the police any-

time they ask for information or footage.”

Local residents have rallied together to highlight the seriousness of the crimes to the police.

Trade body Usdaw has urged affected retailers to come forward to receive advice on how to stay safe.

Liverpool retailer Jimmy Morar

KEYSTORE: KeyStore retailers who were supported by the Scottish Grocers Federation’s £250,000 Retailer Food to Go Grant boosted their annual sales by up to 15%. Twelve retailers received an average of £2,916 each. KeyStore retail sales director Craig Brown said: “Our business development managers worked with these retailers to help complete their applications.”

Read more at betterRetailing.com/ post-office-ceo-receives-CBE

BAD WEEK

The numbers behind the UK’s first c-store bottle return trial, after three weeks

£40

1,500 bottles returned

22%

The value of vouchers spent in store each week

7%

The related sales uplift from recycling plastics

“We had an all-day licence and opened from 9am until it went quiet at 8pm. It was an amazing day for sales. The full family were working as well, so we didn’t miss out on family time and our customers were just glad somewhere local was open and we felt very much appreciated. It was a brilliant atmosphere and all very relaxed and chilled with lots of laughs. My highlight was people just coming in to escape the chaos of home. We would never dream of closing on Christmas Day.” Rashmi Panchal, Fresh n Frozen, Newton Heath, Manchester

GOOD WEEK

PAULA VENNELLS: Post Office group CEO Paula Vennells was awarded a CBE in the Queen’s New Year’s Honours list. Vennells, who was one of 20 business CEOs to receive a CBE, said: “It is a privilege to lead a business that matters to people as much as the Post Office does.”

PLASTIC RECYCLING

express yourself

03

The uplift in footfall

the column where you can make your voice heard

How successful were your Christmas Day sales compared with previous years?

“We shut on the day but had a phenomenal week beforehand (best on record in my 12 years by over £2,300).

Boxing Day is proving great as well. I have been pushing my Facebook page so hard and I think it finally came through.

We had loads of new customers with higher disposable income and loyalty. I offered giftwrap and hampers, which earned us more than £1,000. Next year I am starting earlier.”

Natalie Lightfoot, Londis Solo Convenience, Baillieston, Glasgow

“We were open 24 hours as usual and were up on last year – it was busier than a busy bank holiday. A quick note on Christmas trading: check your alcohol licence, and if you need to alter it in any way for that day, apply for a Temporary Events Notice (TENS) a month or more before the event through your local council or the gov.uk website. It costs £21 and makes sure you’re covered to trade for either your usual hours or extended trading for the big day.”

Adam Hogwood, Budgens of Broadstairs, Kent

Do you have an issue to discuss with other retailers? Call 020 7689 3379 or email chris.dillon@newtrade.co.uk

GOODNESS KNOWS: Mars Wrigley Confectionery is to discontinue its “biggest product launch since Celebrations” due to underperforming sales. Snack bar Goodness Knows was launched in 2017 with a £4.6m ad campaign.

A spokesperson said: “This now gives us the opportunity to focus on the strategic partnership with Kind in the UK and grow this brand at scale.”

Read more at betterRetailing. com/mars-wrigley-confectionerydiscontinues-goodness-knows YOUR WASTE BILLS: The government is proposing independent retailers should pay the full cost of disposing their packaging waste. The proposal, which enters consultation this year, also calls for penalties on selling products in “difficult to recycle” packaging such as black plastic trays and disposable coffee cups.

NEWS

04

15-28 JANUARY 2019 betterRetailing.com

No deal a big problem for independents JACK COURTEZ CONVENIENCE stores would be worst affected by stock shortages in the event of a Brexit no-deal, according to wholesale experts.

Store Excel boss David Gilroy said while supermarkets and suppliers can stockpile, it’s not so easy for the wholesale partners most independents rely on. He explained: “Independent wholesalers

don’t have as much money or space. They primarily work on products with short shelf lives.”

A vote in Parliament scheduled for 15 January will decide whether the deal negotiated with the EU is accepted, but the current consensus is that the deal will be voted down by MPs. Scottish Wholesale Association chief executive Colin Smith said major suppliers

that import goods from Europe are now stockpiling.

“There is more urgency because we’re closer to leaving,” he explained. Smith added: “Our members would only be able to hold four weeks of supply. The Department for Environment, Food & Rural Affairs is working with us to decide what must be kept in supply.”

The managing director of wholesale buying group

Sugro, Neil Turton, added: “Politicians are hindering businesses and there’s more uncertainty.

“Suppliers, such as confectionery manufacturers, are planning to hold extra stock, which adds cost.”

Mondelez and Nestlé have confirmed ongoing stockpiling of raw ingredients ahead of the day Britain leaves the EU on 31 March. National officer for food and drink at union Unite

Joe Clarke said supermarkets were pressuring suppliers to

increase stockpiling to keep their shelves full.

Councils slammed as High Streets Fund opens WHEN it comes to managing high streets, many have ‘dysfunctional’ models, ‘no leadership at all’ and councils that react to changes with apathy, according to a governmentcommissioned report.

Timpson founder John Timpson, the chair of the High Street Report, warned that there are ‘twice as many shop units as needed’ and concluded that

greater local leadership and focus on community spaces in retail areas was needed.

The report’s recommendations were included in the new £675m Future High Streets Fund, which allows local authorities to apply for a share with which to ‘bring transformative change’ to retail spaces in their wards. The deadline for applications is 22 March.

NISA UPGRADES EVOLUTION EPOS

NISA has released a major update for its Nisa Evolution EPoS platform that allows retailers to look deeper into their sales, pricing, promotions and stock levels.

Titled ‘Evolution Version 2.0’, the update has been sent to Nisa retailers to download. Christopher Taylor, of Nisa Taylor’s in

Doncaster, trialled the software last year. He said: “You used to have to dig around for information about your products, but now it is all there right in front of you.”

Nisa claimed the software upgrade improves the speed of product scanning and instantly processes multi-buy offers.

P&H back from the dead as ‘Amazon of convenience’ P&H is to be reborn as a new online-only delivered wholesaler ran by Anthony Ferguson, owner of Republic of Ireland wholesaler Acumendia.

The new firm – registered as P&H (2018) – was described as “the Amazon of convenience” by its founder.

The owner claims: “Because we hold very little stock, operate no cash & carry depots, use spare vehicle fleet capacity and make extensive use of technology to reduce costs, P&H

(2018) Limited is able to operate more efficiently than existing wholesalers.”

Due for an official launch between April and July 2019, retailers will receive free deliveries on orders over £1,350 before VAT, not including tobacco, chilled or frozen.

The company has no involvement from former Palmer & Harvey employees, but Ferguson said he is currently in talks to acquire the Palmer & Harvey branding.

e s to b It pay date up tog a range ofgives

RN in America

tions ‘Offerin or ent op paym wow fact at us th oppers’ LOGY with sh TECHNO PAYME

NT

24 Page

»

How this Pennsylvania-based forecourt became a leader in made-to-order food STORE TOUR (PART 1 OF 5)

Page 6

RETAIL NEWS THAT MATTERS

»

TTE RS AT MA

● be tte

rR eta

ilin g.c

28 om ●

18 .09.20

EX PICCLUS INSTUREIVE IDE S

WS TH

EX CL RN US IV E

RE TA

NE RETAIL

k e bloc h t

n hop o New s

asking for bigger loans

ience Conven targets of s become ver narcotic underco n Page 5 » operatio

»

nter discou newrelief Mixed sTax Tesco’ for indies from ery results for 3 Page » Delivs Shopper

by April time First 2019 st u l m geSuccess of Autumn budget Equa entpromises average chans demaCostcutter’s scheme nd treatmop £8,000 saving per action to specific Retailer Newslimited d Page 5 » 3 » £2.50 store types rs an for shers property Page 39 Smiths , drive 129 No E ONLY es on tim Page 12 » own olesalers VolFOR TRADE US charges BUSINESS RATES

Policedown hunt abis cannuids e-liq stores

Page 4 & 18

SYMBOLS

SUPPLY NEWS

SALE

25/09/20

2 18 17:5

NEWS & MAGS

SERVIC ES

● be

REP VIS

44

“not suitable for decision n fury ovis er branch to turn 74franchising” Page 10 » franchises into WHS mith es Page 4

»

tte rR

et ail

ing .co

m● 9.1

1.201

‘RN in an in Americ food -depth loa’ continue love ok sw top Pers and eighat a haven ith nnsy fo t lvania lessons fr r (PART retaile om Page 2 OF 5) rs 6

8

& 22

1

»

ITS

Supp swit liers supp ch mult ort to iples Indepe nden

the da ts left producrk on trends in experts ts, warn ind and ustry Page

30/10/2018 18:08

p1 Cov

er.indd

S

Exclusi ve UK for su data, analy ccess, 18 mo sis and reta nths o il n from er strategie s EUTPD II

Publisher Post abandons ffice stab Onewsagent y undeilitfascia plans r s44cru Vol 129 No £2.50 Monocle admits ti FOR TRADE USE ONLY nyUK Kioskafe model Politicia

39

wh ervice2 Confex foop1dscover.indd open up nities to opportu Page 8 » retailers

AT MA TT ER

Thriv plain ing in the pack era

share 2019 investment plans

VAPING

WS TH

TOBA CCO R EPOR T

● Top UK independent retailers

WHOLE

IL NE

How to spend £13,636 on your shop ● Lenders reveal why indies are

learn u can What yo

A fi for frost stop odies

● betterRetailing.com ● 02.11.2018

5

»

Page 27

TOBACC O

Indie returns to cigare RRPs tte Pr

»

ice ba retailer ttle forces higher s to abando plain pamargins on n cks Pa ge 3

HERE’S WHAT YOU CAN COUNT ON EVERY WEEK:

»

06/11/20

18 17:5 4

Tours of the best independent shops A magazine market guide you won’t find anywhere else Thought-leading news and insight Exclusive industry data and analysis

PLUS Check your profits with our Pricewatch feature, which enables you to compare your prices against supermarkets, as well as fellow independent retailers

RN gives me feedback on what top retailers are doing, giving me ideas on what to do next David Wyatt, Costcutter Snowhill, West Sussex

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

DON’T MISS OUT – ORDER YOUR COPY OF RN FROM YOUR WHOLESALER TODAY FOR MORE INFORMATION CONTACT: kate.daw@newtrade.co.uk – 020 7689 0600

betterRetailing.com/rn

PRODUCTS

06

Cadbury’s ‘biggest launch of 2019 2019’ CHRIS DILLON RETAILERS can offer parents a new treat for their children this month as Cadbury Dairy Milk unveils its “biggest launch of 2019”.

Cadbury Dairy Milk Freddo Treasures is a purple treasure chest that contains Cadbury Dairy Milk Buttons and one of eight collectible toys. The packs also contain smaller puzzles and games, as well as a QR code that directs consumers to a website that promotes ideas for family days out.

Freddo Treasures contains 76 calories, coinciding with current Public Health England guidelines.

It is available in shelf-ready packaging, which contains 24

products. Retailers can also drive sales with a larger PoS unit that is designed like a pirate ship.

The launch will be backed by a £6m campaign in May, which will include TV advertising for Freddo for the �irst time, as well as outdoor advertising.

Freddo Treasures taps into the ‘parents to children’ treat category, which is worth £240m.

Phil War�ield, parents to children marketing manager at Mondelez International, said: “This category can be divided into three segments – ‘anytime treats’ which have RRPs of less than 30p and make up 19% of sales; sharing packs, which make up 36% of the category and are

Nisa retailers have a big night in NISA is supporting its retailers this month to cater for the winter big night in sales opportunity with a number of deals across snacks and soft drinks.

Sharing bags of savoury snacks from Walkers and Pringles are on offer at £1, coupled with a range of Coca-Cola four-packs, including Coca-Cola Zero Sugar and Diet Coke Feisty

Cherry, all priced at £1.50.

Philippe Rondepierre, head of marketing at Nisa, said: “Sharing formats of crisps and snacks make up almost 90% of big night in sales, so we have included a good choice of products in the £1 offer and are encouraging retailers to make the most of the opportunity to cross-merchandise.”

priced between 30p and 70p; and rewards, which have RRPs of above 70p and make up 45% of category sales.”

Cono Sur Viognier delivers 55% growth CONCHA y Toro has announced a 55% increase in value sales of Cono Sur Bicicleta Viognier in the UK. The wine is also the UK’s top selling example of the grape, helping to drive growth in Viognier by 18% overall.

The news capped a successful 2018 for Cono Sur, which has increased sales by more than 15% year on year to £25m, thanks in part to a partnership with Food Network, where it has been airing its ‘Crafted with care’ campaign since April 2018.

James Hick, senior brand manager at Concha y Toro, said: “Viognier has been a success among wine shoppers. With Cono Sur’s speciality in aromatic varieties, our Viognier has really

the stat

45% of treats for children are priced above 70p

been driving that growth.

“Our partnership with Food Network has helped showcase Cono Sur’s versatility with food.

Bicicleta Viognier is a great pairing wine, and Food Network viewers have had a very positive response to the partnership.”

Urban Eat’s new year Cash in on Med flavours available now diets with Odysea URBAN Eat has introduced two new January specials as part of its sandwich range: Chicken Katsu and Goat’s Cheese & Slow Roasted Tomato.

The sandwiches will offer shoppers an alternative lunch option, designed to help retailers boost food-to-go sales in January.

Isla Owen, head of brand at Adelie Foods, said: “Research has shown chicken katsu to be an on-trend �lavour, so we think it will make a great addition to our range and offer something different to the sandwich market.

“Also, with the number of shoppers looking for meatfree lunchtime options, we’ve added a goat’s cheese sandwich to kickstart the new year

and offer a different �lavour combination post-Christmas.”

MEDITERRANEAN �ine food brand Odysea has launched six Greek and Mediterranean products to its range.

The range includes: Date Molasses, Sautéed Mushrooms Marinated in Oil with Parsley, Artichoke Quarters in a Pouch, Beldi Preserved Lemons in Brine, Big Kalamata Pitted Olives in Brine and Big Halkidiki Pitted Olives in Brine.

The range also includes several vegan products, allowing retailers to tap into the vegetarian and vegan market.

Peroni Libera O.O% British Lion teams up New flavour, new makes it way to the UK with diver Tom Daley packs for Tropicana ASAHI Breweries has announced the launch of Peroni Nastro Azzurro’s �irst alcoholfree beer, Peroni Libera 0.0%, into the UK market.

The launch will be available in Tesco this month, and then will roll out to independent retailers.

With modern packaging designed to appeal to shoppers looking for a premium option, Peroni Libera 0.0% aims to tap into the growing demand for low- and no-alcohol beer, a category most popular among millennial shoppers.

Simone Caporale, a spokesperson for Peroni Nastro Azzurro, said: “We’ve seen a change in consumers’ drinking habits in the industry – with the rise of mindfulness

and wellbeing, people are more regularly considering low- and no-alcohol drinks.

“Peroni Libera 0.0% is the perfect alcohol-free beer option for the lower-tempo occasions, and delivers a crisp taste with a well-de�ined taste of beer, meaning those looking for an alternative to alcohol no longer have to compromise on quality or taste.”

BRITISH Lion has partnered with British diver Tom Daley on a £1m marketing campaign to drive the growth of egg sales this year.

The #WonderEgg campaign has been designed to increase the visibility of British Lion eggs and communicate the Food Standards Agency advice that runny eggs are safe for vulnerable groups, such as pregnant women, as long as they are British Lion.

Further ambassadors, partnerships and experts will be announced throughout the year with a focus on millennials and vulnerable groups, across retail and foodservice, as well as the care home community.

Andrew Joret, chairman of the British Egg Industry Council,

said: “Egg sales continue to soar, driven by younger consumers, barriers to consumption have been removed, consumer con�idence in the nutritional bene�its of eggs is on a high and there is room in the market for growth.”

PEPSICO is extending its Tropicana juice range with a new Immune Support variety, designed for shoppers looking for drinks with functional bene�its.

With the functional juices segment growing at 29%, the new �lavour offers nutritional bene�its, containing fruit and vegetables such as carrot, orange and ginger.

Caroline Wilding, marketing manager for Tropicana at PepsiCo, said: “Only one third of British adults currently eat their �ive portions of fruit and veg a day. Juice drinkers are 70% more likely to consume their �ive a day and so, as a brand, we can play a role in closing that gap.”

The brand is also investing in its core range for 2019,

adding three new �lavours to its line-up: Apple, Raspberry & Redcurrant; Apple, Pear & Apricot; and Watermelon & Starfruit. The new �lavours, alongside Immune Support, will feature a new look.

15-28 JANUARY 2019 betterRetailing.com

07

Focus on medium and large formats to grow cigar sales PRIYANKA JETHWA TO grow sales in the cigar category in 2019, independent retailers should focus on medium and large formats, Scandinavian Tobacco Group (STG) has said.

Jens Christiansen, head of marketing and public affairs at STG, said medium and large formats are now the driving force behind the 1.4% year-on-year increase in value of cigars, now worth £199m.

“Retailers should stock brands such as Henri Wintermans Half Corona, which has a 2.6% share of the market, but in

value amounts to £14.9m – the growth in the category. Mosame amount as Moments Blue, ments Miniatures Blue’s share which commands a 13% share,” he said.

Meanwhile, miniatures contribute 72.9% of total cigar sales volume, worth £104.2m in value, an increase of 5.2% the stat from last year.

“STG commands a 53.5% share of the cigar market – an increase of 1.3% from last year. Signature Blue is driving the market with The year-on-year growth 21.3% market share,” added Christiansen. in medium and In miniatures, Moments large cigars Miniatures has a 12% market share and is the driver behind

increased by 1.9% in the quarter to November.

1.4%

MAKE THE MOST OF MENTHOL JTI Head of Sales, Ross Hennessy, urges retailers to stock the latest capsule NPD ahead of the May 2020 menthol ban.

WHAT’S IN STORE FOR 2019?

We expect to see the Capsule segment continue to grow alongside the expanding Value category – presenting a strong profit opportunity for retailers.

Give us your best mug shot

KP Snacks promotes healthier living

SYMINGTON’S new campaign for Mug Shot, ‘Mugfuls of Joy’, includes a giveaway of £50,000 in cash prizes to shoppers.

Promotional packs have a chance of containing £5, £10, £20 and £50 notes, with the offer being advertised on digital and social media, as well as TV and radio.

Mike Benton, head of Symington’s snacking business unit, said: “Mug Shot has had a great year. We ran the hugely successful ‘Stir things up’ TV campaign last summer, and now we’re back to beat the January blues with our new £1.1m campaign.”

KP Snacks has launched two new campaigns for its under100-calorie snacks – Hula Hoops Puft and Popchips.

Part of an overall £2m push into healthy snacking, the advert for Hula Hoops Puft will be supported by in-store activity and outdoor advertising. £1.5m will be invested to support the growth of the Hula Hoops Puft brand, which is worth £8m and growing at 23%.

Additionally, KP Snacks is

also investing £500,000 into an outdoor media campaign for Popchips.

The campaign will be supported by sampling and includes Popchips working with social media personalities.

Kevin McNair, marketing director at KP Snacks, said: “Hula Hoops Puft and Popchips form part of our extensive under100-calories portfolio that offers retailers a range of products and formats that can be activated across all areas of the store.”

HOW IS JTI RESPONDING TO THIS? We’ve recently launched Sterling Triple Green. It’s the UK’s first triple menthol product, which offers a new flavour experience with two capsules, one spearmint and one peppermint.

B&H Blue Dual Double Capsule is another new product to the market. As well as offering an alternative flavour option, it’s also currently the UK’s lowest priced Double Capsule offering*.

WHY SHOULD RETAILERS STOCK THIS NPD? Considering how strongly JTI’s 2018 Capsule product releases have performed, these two new innovations, under the powerful brand houses of Sterling and B&H, are sure to help retailers maximise sales in the Capsule segment, before the menthol ban comes into force in 2020.

McVitie’s new Jaffa Cadbury turns its Cakes Nibbles gaze to the dark side PLADIS has launched McVitie’s Jaffa Cakes Nibbles in onthe-go and sharing formats, available from this month.

McVitie’s Jaffa Cakes Nibbles will be available in a 100g sharing pouch, as well as 39g packs, with an RRP of £1.50 and 69p, respectively.

It follows the redesign of the Jaffa Cakes brand, which includes an increased emphasis on the biscuit’s orange centre.

Emma Stowers, McVitie’s brand director at Pladis, said: “Current shoppers are buying Jaffa Cakes four times every year on average, which has helped us to grow value sales by 5.6% year on year.

“We’ll look to drive an increase in regular purchases

with the new Nibbles format, while gaining sales from 18-to-34-year-olds who are passionate about food and want to enjoy a sharing snacking treat.”

MONDELEZ has extended its Cadbury Darkmilk range with two new additions and price-marked packs (PMP) to drive impulse sales.

Cadbury Darkmilk Original and Cadbury Darkmilk Roasted Almond has been joined by a 35g bar, with the singles being available in a PMP format, alongside a Salted Caramel 85g tablet.

The total brand will be supported by £6m investment with in-store activity,

sampling, and digital activity, and the brand will hit screens for the �irst time in May. Kate Wall, Cadbury marketing manager at Mondelez, said: “The singles addition, in standard and PMP formats, will help independent retailers drive impulse sales. To make the most of the opportunity, retailers should make sure they’re stocked up at launch and ahead of our �irst TV campaign in May.”

For more information retailers should speak to their local JTI representative, call 0800 112 3401 or visit www.jtiadvance.co.uk * Based on RRPs / on shelf prices in the public domain and Bestway trade website 17/12/18. Pall Mall Double Capsule RRP £8.70 vs B&H Blue at RRP £8.35. Retailers are of course free at all times to price as they choose.

1

1

NEW

RRP

1 2

9

£

You are free to sell JTI products at whatever price you choose. RRP effective from 29 October 2018.

.35

MENTHOL STICK

2 SPEARMINT CAPSULE

3 3

You are free to sell JTI products at whatever price you choose, RRP effective from 29 October 2018.

3 Source: Nielsen Market Track, MAT Oct 2018.

2

PEPPERMINT CAPSULE

ADVERTISEMENT FEATURE FROM JTI

MAKE THE MOST OF MENTHOL With two NEW capsule products from JTI

THE MENTHOL OPPORTUNITY: With the growing Capsule cigarette segment now responsible for 15.4% of total cigarette sales in the UK, there is a strong opportunity to capitalise on consumer demand by stocking a full range of capsule products, including two new SKUs from the UK’s No.1 Capsule manufacturer , JTI. 1

2

STERLING DUAL TRIPLE GREEN The UK’s first triple menthol product, offering consumers a totally new flavour experience within the iconic Sterling portfolio – the No.1 Capsule brand in the UK3.

B&H BLUE DUAL DOUBLE CAPSULE Bringing a new, more intense flavour option to the UK’s fastest growing cigarette brand and tapping into the growing Value segment, B&H Blue Dual Double Capsule is the UK’s lowest priced Double Capsule offering.

Designed to give existing adult smokers an even greater choice with two capsules, one spearmint and one peppermint, the launch builds on the brand’s successful 2018 single and double Capsule launches.

“Considering how strongly JTI’s 2018 Capsule product releases have performed, these two new cutting-edge innovations, under the powerful brand houses of Sterling and B&H, are sure to help retailers maximise sales in the Capsule segment, before the menthol ban comes into force in 2020.”

Ross Hennessy, JTI Head of Sales 1

Nielsen Market Track October 2018 2 Nielsen Market Track October 2018 3 Nielsen Market Track October 2018

For more information on the Sterling Dual and Benson & Hedges Blue Dual portfolios and their ranges, retailers should speak to their local JTI representative or call the help desk on 0800 112 3401.

Retailers can also visit www.jtiadvance.co.uk for further information, support and guidance on the tobacco and vaping categories.

NewstrAid Retail Ad A4 FC_Layout 1 05/02/2014 16:22 Page 1

Worried about the future?

Are you worried about life after retail? Are you leaving the business for emotional or financial reasons?

We are the news trade’s own charity and may be able to help.

Financial Support State Benefit Advice Debt Advice Counselling Family Welfare Issues Almoner Home Visits Support for the Disabled and their Carers Housing Options If you work or have worked in the sales or distribution of newspapers or magazines in the UK, NewstrAid may be able to help you.

Call the NewstrAid Benevolent Fund now on

01279 01371879569 874198 or visit www.newstraid.org.uk

We are the helping hand of the News Trade

PRODUCTS

15-28 JANUARY 2019 betterRetailing.com

11

Extend black tea range to drive sales New Walkers packs PRIYANKA JETHWA TO get the most out of tea sales, retailers should focus on offering a wider variety of black tea, as it accounts for 85% of volume of the total category.

This is according to Noel Clarke, vice president for refreshments at Unilever, who said while sub-categories in tea, such as fruit, green and herbal have been growing, black tea represents the biggest opportunity for retailers.

Tea remains the numberone beverage in the UK – with consumers drinking �ive billon cups every year – but with café culture continuing to in�luence consumers, Clarke emphasises

dial up UK heritage

tea brands need to evolve in order to keep up, and �ind a way to tap into the latest trends.

Therefore, as a brand, PG Tips is focusing on making itself relevant to shoppers with new products.

For example, consumer diets are evolving as people make conscious efforts to make healthier choices, so it has adapted its range to include two new varieties.

“Perfect with Dairy Free the stat appeals to those following a free-from diet, while The Tasty Decaf offers a fresh and rounded taste, with less than 0.2% caffeine. of tea sales come from “These launches enblack tea varieties able even more fans to enjoy a great-tasting cuppa.”

PEPSICO has launched a new pack design across its Walkers core range that highlights the Union Jack.

Andy Hawkswell, marketing manager at PepsiCo, said the redesign will make it easier for consumers to locate the crisps on shelf and drive a ‘stronger emotional connection’ with the brand.

“We are proud to continue to

use 100% Great British sourced potatoes in Walkers crisps, which allows us to deliver the freshest, highest-quality crisp.

“We are con�ident the new packaging will grab the attention of shoppers and help drive sales for retailers. It is set to be an exciting year for Walkers and we look forward to sharing further information as the year unfolds,” he added.

85%

JTI launches two It’s time to cash in new capsule products with Kombucha

Craftworks partners with Nordés Gin

JTI has launched two new product, designed to help reproducts, Sterling Dual tailers tap into the growing Triple Green and Ben- value segment.

With the capsule cigarette son & Hedges Blue Dual Double Capsule, with segment now accounting for an RRP of £9.35 and 15.4% of total cigarette sales, the products will enable re£8.35, respectively.

Sterling Dual Triple Green tailers to maximise sales in is the �irst triple menthol the category before the mencigarette in the UK tobacco thol ban comes into effect in market, containing two May 2020. �lavoured capsules, one the stat peppermint and one spearmint.

The new B&H Blue Dual Douof cigarette sales are ble Capsule capsule varieties is the UK’s lowest-priced double capsule

CRAFTWORK, a UK distribution agency, has announced a partnership with Spanish premium gin brand Nordés.

Jeremy Rockett, managing director at Craftwork, said: “We are thrilled to be working with Nordés, which has built up a phenomenal presence in Spain.

“We’ll be looking to transfer some of that passion over to the UK via standout initiatives such as Nordés Atlantic popup bars.”

15.4%

WILD Fizz Kombucha has launched new 250ml glass bottles and cans to market, available in four �lavours.

The �lavours include Lavender, Rosemary & Lemon; Ginger, Turmeric & Black Pepper; Jasmine Pearl Tea; and Blood Orange, Grapefruit & Lime.

Founder Gina Geoghegen said: “Wild Fizz is passionate about creating a great-tasting, gut-friendly product that delivers health bene�its for consumers, as well as packaging formats for retailers that not only look great when displayed in stores, but also meet the rising demand for healthier drinks on the go.”

Mars Petcare improves Getting healthier with Hippeas announces Whiskas Pouch recipe Quorn’s campaign Veganuary partnership MARS Petcare has improved the recipe of its Whiskas Pouch for shoppers looking for betterquality pet food.

Annie Argyle, brand manager for Whiskas at Mars Petcare, said with more than 30% of wet-cat-food shoppers seeking natural cat food, the improvements aim to tap into this growing demand.

“At the same time, Whiskas will launch an 11+ option, focusing on supporting healthy heart and digestion for older cats.

“More than 18% of cats are over 11 years old.

The new �lavours will be available in Meaty, Poultry and Fish Selection,” she added.

As well as an improved recipe, the new packaging will let shoppers know that Whiskas’ products are made ‘with selected natural ingredients, vitamins and minerals’, while the Certi�ied Sustainable Seafood MSC stamp of approval will feature on all its �ish products.

QUORN has announced it will invest £12m in driving a new campaign with the strapline ‘Healthy protein.

Healthy planet’ this year.

The brand is promoting Veganuary on TV and instore, and digital activity will reach younger consumers.

The launch of the campaign coincides with data showing that, for the �irst time ever, the majority of consumers are now reducing their meat consumption, as they recognise the impact their food has on the planet.

Alex Glen, marketing di-

rector at Quorn Foods, said: “Consumers now recognise the need for more sustainable diets that have less impact on the planet, with 57% aware of the bene�its of reduced meat consumption to the environment. This trend is only going to get bigger in 2019.”

HIPPEAS Organic Chickpea Puffs is partnering with Veganuary in a new campaign featuring celebrity sponsorship.

The campaign features Capital FM’s Roman Kemp, Wicked Healthy’s Derek Sarno and TV celebrity Lucy Watson.

Launched in the UK in 2014, Veganuary is a charity that encourages people to try being vegan for a month in January, and throughout the rest of the year.

Participation has doubled year on year, with 168,500 people taking part across the world in 2018.

Veganuary’s growth re�lects interest in veganism in the UK, with research estimating that 7% of the population now identify as vegan.

the stat

7% of people identify as vegan

12

DON’T MISS THE 25 JANUARY ISSUE OF RN

New products and strategies to ensure your soft drinks appeal to millennials PLUS RN speaks to leading retailers to find out how to drive fresh and chilled sales

Page

RETAI

L NEWS

THAT

MATTE

RS

● bette

rReta

iling.

com

● 28.12

22

EXCLUSIVE

STORE

TOUR

e esFirmlprioritises fascia ‘We’r for ‘We don’t want to our sal miss a beat during this over other operations Suraj revea open esstransition ’ model Tejal and phase,’ says enience in senior leadership a conv customer busin19 Ken TowleVolPage 16 52 switch-up Page 4 » »USE£2.50 ONLY 129 No built on Page 8 » in 20president FOR TRADE loyalty 52

National why the outlinesis reaching out NFRN liers Page 7 » to supp

L NEWS

THAT

MATTE

RS

● bette

rReta

iling.

com

● 11.01

See insi Gill’s de Harj new flagship -format store STORE TOUR

.2019

conve rter Page

6

22%

“THE introduction of minimum unit pricing will have a range of implications for convenience retailers, not just on changes to pricing systems, but also staff training, amendments to existing promotions, and the use of vouchers.”

“THE Welsh Government has long been clear that a pricing intervention must be a key component of any comprehensive strategy to tackle alcohol misuse, not least because the affordability of alcohol has increased signi�icantly over the past two decades.”

James Lowman, CEO, ACS

Vaughan Gething, Cabinet Secretary for Health and Social Services, National Assembly for Wales

The affordability of alcohol has increased significantly over the past two decades HIGH STREET REPORT: Does it reach the right conclusions?

We can design realistic, practical solutions that work for customers and shop owners

Mike Mitchelson, national president, NFRN

21/12/20

18 14:42

NEWSP APERS

The num bers beh ind STORE TOUR

New price year dismarise for indy ies

Star andcuts at the Daily Mirror Saturday Daily deprive of £4.2m retailers Page

10

»

the UK ’s first Page

EXCLUS

Vol 130 No 1 £2.50 Margin FOR TRADE USE ONLY

»

3

IVE

»

P&H for onset whole line reviva sale l ‘It’ll be the

Amazon of conv found enience,’ says er FergusonAnthony Page

4

»

c-store bottle return trial MULTI

Vol 130 No 2 FOR TRAD £2.50 E USE ONLY 02

PLES

Co-op revea new ls store 100 UK-wide goal £200

investmen m large-scal t includes refits Page e store 5

»

dd 1

p1 Cover.in

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

Do you?

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

“THE �inal report contains strong advice on how to ensure that funding is used to best effect. At the same time, it is essential that the government takes additional robust steps to provide real support to struggling high streets. Most importantly, wholesale reform of business rates is needed.”

Tom Ironside, business director, British Retail Consortium

»

related sales from recyc uplift plastics ling

What to expect

RN INTERVIEW

nt Governme penalties include g ‘difficult’ for sellin Page 6 » packaging

RETAI

WELSH MUP:

How will it affect Wales and its retailers?

2019: What kind of year will it be for small businesses?

Nine key areas that will affect your business – and what you can do to get ahead

NFRN

lers to Retai cost of cover ing in recycl plan waste proposals ITY

»

The c ash

Page 24 » ptcy bankru 5 » d from Nisa al Page New focus rs save ue deCEO ng on Spar Retaile saler’s resc talks Co-op Workiloc als advantages with ole dstores for by wh and growth improve Blakemore INABIL

Selec & Savet ’s new lo ok

NEWS

Page 3

.2018

ay Bestwne lifeli

SUSTA

Deliveroo gives multiple exclusive access to sell tobacco online

»

LEADING INDUSTRY OPINION ON THIS FORTNIGHT’S HOT TOPICS

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

“EMPOWERING local leaders and retailers is key to turning our deserted high streets into vibrant community hubs.

Our members will welcome all opportunities to work more closely with local authorities.

We can design realistic and practical solutions that work for customers and shop owners.”

Co-op gets ‘unfair’ tobacco rights

s to 52 way 2019 win in

and best tips retailers d up the pendent store inde RETAIL NEWS THAT MATTERS ● betterRetailing.com ● 04.01.2019 e your We roun om top you drivyear help this advice fr E that will forward FEATUR

OPINION

“CHILL winds are gusting down our high streets. Thankfully, most town centres and high streets’ small businesses will bene�it from relief on their business rates. I believe 2019 could be the year in which we see poor payment practices by some big businesses stamped out.”

Mike Cherry OBE, national chairman, Federation of Small Businesses

“THERE are several key indicators which mean that 2019 could be a pro�itable year for convenience stores. Between 2017 and 2018, turnover in the sector actually grew by almost 3%, and by the time all the data for 2018 is collated we’ll probably see that the total value of UK sales has exceeded £40bn.”

2019 could be a profitable year for convenience stores

Pete Cheema, chief executive, Scottish Grocers Federation

DRS: Was the decision to open a consultation in England correct?

It’s clear that consumers would be in support of a nationwide scheme

“IT’S good for the environment and good for the economy. We look forward to the launch of the consultation where we can help create a world class deposit return scheme which is ef�icient, inclusive, convenient and attractive to consumers, manufacturers and retailers.”

“WE’VE gained valuable insights into consumer interest and functionality. It’s clear from results that consumers would be in support of a nationwide scheme. We’ll be sharing our �indings with Defra and across the industry to ensure roll-outs are comprehensive and effective.”

Truls Haug, managing director, TOMRA Collection Solutions

Richard Walker, managing director, Iceland

LETTERS

15-28 JANUARY 2019 betterRetailing.com

13

PETER LAMB

Letters may be edited

Lambs Larder, Bells Yew Green, East Sussex

The keys to success are persistence and a belief in yourself. The only people who fail are those who give up

A 2018 ram raid on Julian Taylor-Green’s store

‘What a total abdication of police responsibility’ I received the following response from Hampshire Police after reporting a shoplifting incident that occurred on Christmas Day. Despite sending CCTV, they have refused to take any action and sent the reply included below.

What a total abdication of police responsibility.

No pack, no picture circulation. Just hiding behind budgets and the Home Of�ice.

What a lawless society we live in when my family and staff

can be put in an unacceptable position as this. Let’s just let people walk in and help themselves to our stock and face no consequence of their action.

I am a very disappointed and concerned retailer and UK citizen.

Julian Taylor-Green, Taylor Green Spar, Linford, Hampshire Hampshire Police response: I have reviewed the crime report and I’m afraid that, due to the low value, it is

not in the public interest to pursue this matter.

I appreciate that this is frustrating, but I’m afraid that at this time it is not possible for the police to pursue every incident, as police resources are limited and need to be used for greater-risk crime.

Please consider reporting similar offences, as each is recorded as a crime of theft, as per Home Of�ice guidance.

Every report made will be reviewed on its own merit and not all low-value

thefts will be �iled. If the suspects are of interest in further offences then this incident could be taken into consideration. Please do report all further matters.

This incident will now be �iled along with the images provided by you.

If you have any questions, please do not hesitate to get in touch.

Kerry Raine, Business Crime Resolution Centre, Hampshire Constabulary Tweet us to get featured!

TWEETS OF

THE WEEK

WIN £50 worth of Urban Eat’s vegan roots range

@retailexpress

I always try to use local newsagents and small grocery shops. I go into the local pub even if it’s only for two pints each time. There’s no point complaining about supermarkets dominating towns unless people try to shop outside of them. @j_slatman

AFTER nine years as owner of Lambs Larder, I have now decided to move back into media where I spent the previous 27 years of my career.

The new owner inherits a business that was started by someone with zero experience in retail but through hard work, innovation and lots of help from retail publications like Retail Express, Each issue, one of seven top RN and others has retailers shares advice to become a local make your store magnificent landmark and a successful business in its own right.

I have loved my time at the coal face of retailing, lots of lessons have been learned and many friends have been made. I have never worked in an industry that is so selfless before. My experience attending events like the Local Shop Summit is that everyone at this end of the retail spectrum genuinely wants to help everyone else to succeed. Many industries could take a leaf out of the convenience store book of ethics.

Some of the key elements to our success have been: • Innovation – Don’t be afraid to try new things • Differentiation – The most important for us, make yourself a destination by offering unique products • Stock local – Engage with your local community and stock their products • Do coffee – We have three coffee machines, all are used constantly • Sale or return – Stock as many SoR items as possible to conserve cash flow • Multiple suppliers – Don’t rely on the local cash and carry.

Differentiators come from elsewhere • Be customer neutral – I failed at this one, but don’t take sides in debates like Brexit or local issues Like all entrepreneurial endeavours, running a store is not all upside – there are many times when things look gloomy, but many more when the future is bright. The keys to success from my perspective are persistence and a belief in yourself. The only people who fail are those who give up.

I will certainly be looking forward to frequenting Lambs Larder and other local shops as a customer in the future.

We absolutely appreciate your appreciation for us, but the way to show it isn’t to give our articles away online while they’re still on newsstands! Sales are the only way we can afford to fund this sort of journalism: please push your followers towards a newsagent instead! @PrivateEyeNews WIN £50 worth of the innovative vegan sandwich collection from the UK’s number-one sandwich brand. With the introduction of five new free-from options in the Roots range, Urban Eat is providing even more perfect fuel for customers looking for vegan options during lunchtime. Urban Eat is offering one lucky reader the chance to win £50 worth of delicious Roots sandwiches.

TO ENTER To take the survey go to:

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

Editor’s decision is final.

Quick look at the fake Tuckers Newsagent & Games (not open) in Grand Central.

Small crowd of people looking in. #BlackMirrorBandersnatch there are no Commodore 64s for sale unless back to 1984. @Bullring @BirminghamWeAre @BhamUpdates @ichoosemag @IAmBirmingham @birmingham_live @Ellrbrown

Get in touch

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

CATEGORY ADVICE BREAKFAST

14

MAKE THE MOST OF MORNINGS As food to go and chilled sales rise, breakfast is becoming increasingly important for retailers as a chance to attract busy professionals and people at home. OLIVIA GAGAN asks major suppliers to outline the key breakfast shopper missions, the customers who are using convenience stores to buy their first meal of the day and the products they want

SERVING HOT FOOD HOT food to go is an area where stores can really make themselves the go-to local destination at breakfast.

“In convenience, in-store bakery shoppers spend more than average shoppers and shop more frequently,” says Mary Byrne, retail trade marketing manager at Aryzta Food Solutions. “On average, an in-store bakery can generate an extra £51 a shopper a month. The combination of great-quality products and a freshly baked and wellexecuted offer proves irresistible to many shoppers.”

For retailers new to instore bakery, Byrne says they

should seek out suppliers that offer a strong range of training and flexible options for investing in equipment, such as bakery equipment loans and partnership agreements.

“This means that in some cases the only costs that the retailer may have to consider is purchasing the stock and investing some staff time to bake and set up the display.

“With good planning and welltrained staff, retailers can reap all of the benefits that an in-store bakery solution provides.”

Looking at symbol group advice and their ‘model stores’, it’s clear some form of hot food is

now considered an essential element of the modern convenience store. Laura Sayer, head of direct to store at Costcutter, says: “We work closely with suppliers including Country Choice and Aryzta to ensure our retailers are able to provide an outstanding fresh bakery option that’s tailored to every store.”

Sayer is one of many industry figures who also emphasises the importance of a great coffee offer. “Getting your coffee offering is absolutely crucial to driving breakfast sales,” she says. “From the first commuters at 6am to mid-morning, post-school run pick-me-ups, the combination

of coffee and a bap or croissant is key.”

And shoppers are more demanding than ever. Byrne says a range of sweet and savoury, hot and cold bakery options are muststocks. Her recommendation is a mix of traditional continental pastries, meat and vegetarian hot pastries and rolls, and cold baked products such as blueberry muffins and granola bites.

Find suppliers that can support you, your business and your team to find the right solution for your store

15-28 JANUARY 2019 betterRetailing.com

OFFERING WRAPPED GOODS JEREMY Gilboy, managing director at Carrs Foods, has a confident outlook for convenience retailers hoping to revamp their breakfast offer in 2019.

The company manages new and established brands such as Paul Hollywood, Dan Cake and St Pierre. “We know from our research that consumers are buying their onthe-go choices from a variety of retailers. This sector offers enormous growth potential for independent retailers,” he says.

Recent figures from Kantar bear this out: breakfast has become one of the fastestgrowing on-the-go meals, increasing by 9.5% last year.

This trend is particularly marked among younger people, whose consumption of on-the-go breakfasts increased by 35% last year.

To capitalise on shoppers’ increasing willingness to buy breakfast on the move, Gilboy advises tapping into a growing demand for singleserving, packaged breakfast items, which offer freshness and are hassle-free to transport. He says retailers

The

should look for products that are “individually wrapped for convenience, so they can be easily eaten with one hand and will cause minimal mess – two really important factors in the breakfast foodto-go sector”.

In take-home breakfast, Weetabix is helping retailers drive sales with its ‘Anywhich-way-a-bix’ campaign, which encourages shoppers to try new toppings with TV advertising and on-pack activity. Retailers can also use PoS to help inspire shoppers to try different recipes.

Torben Sherwood, Weetabix senior brand manager, says: “With taste – the most important aspect when it comes to choosing food – we know that people are personalising their morning breakfast bowl with different fruits, nuts, yoghurts and other options.”

15

BEING READY FOR THE WEEKEND WHILE the weekdays may be all about speed and convenience, there’s a very different trend at the weekend.

Consumers are looking to trade up on their breakfast choices and treat themselves at the weekend, influenced by growing access to the sharing of breakfast ideas on Instagram.

Social media has infiltrated the daily lives of millions of Brits – and it’s now influencing the breakfast goods consumers are

putting in their basket, Carrs Foods’ Gilboy says. “Continual exposure to social media and the hugely popular habit of posting pictures of meals, including breakfast images, is increasing interest in breakfast as an important occasion, worthy of time, effort and expense,” he says.

“The influence from the US of very indulgent and ‘Instagrammable’ breakfasts, such as

chicken and maple syrup on a waffle base, is really driving consumer choice,” he says. He suggests tapping into the trend for luxury weekend brunches and breakfasts by stocking continental-style breads and pastries that “can be topped with fresh ingredients, such as brioche and Belgian sugar waffles, which provide versatile but indulgent bases for fresh food”.

Annual events such as Pancake Day also offer opportunities to boost sales, he suggests.

Create a calendar of events which could lead to breakfast opportunities, such as Mother’s Day

Work out where your customers are going in the morning.

Could this be the right place to dual site these items?

... t i s e v o l Nation

They’re adding a-bit-of-fruit-a-bix. Some even have it with jam-and-butter-a-bix. In fact, your shoppers personalise over 130 million bowls of Weetabix every year.†† But as part of a £10 million investment, we’ll be making them even hungrier with a new campaign including TV, online, in-store and on-pack promotions.

Make sure your shelves are totally full-a-bix!

d Have youyohuar Weetabix? †The number one cereal brand in the UK and RoI based on the last 52 weeks’ of retail sales value from Kantar Worldpanel up to 09.09.2018. ††Kantar Consumption panel 52 w/e to 12th August 2018.

WEE0080 Any Which Way Ad_RE-HP-horz_AW1.indd 1

02/01/2019 10:17

CATEGORY ADVICE BREAKFAST

15-28 JANUARY 2019 betterRetailing.com

BUILDING IN IMPULSE PURCHASES POSITIONING is also key to maximising sales of these breakfast products, which are often purchased in a hurry en route to school or work. “One in three people in the UK skip breakfast during the working week, and the main reason for this is lack of time,” says Susan Nash, trade communications manager at Mondelez.

As any breakfast bought

by these busy consumers is therefore likely to be an impulse buy, Gilboy recommends picking products that can be packed in shelf-ready display units, so that the products can be dispensed on the shelf, or placed next to the point of purchase, allowing retailers to maximise impulse sales.

These speedy breakfasts offer an additional big opportu-

4 products to stock Belvita Soft Bakes Blueberry Mondelez says it launched the flavour to tap into the ‘superfood’ trend which has seen blueberry’s popularity rocket.

Maple Pecan Plait Part of Lantmannen Unibake’s Schulstad Bakery Solutions’ range alongside Cinnamon Swirls and Vanilla Crème Crowns.

Weetabix On The Go A new soft drink that provided the first truly convincing breakfast drink for customers when it launched in 2014.

Nutella B-Ready Ferrero’s B-ready bars contain the company’s Nutella spread and are available in a range of formats to suit different customer needs.

nity for retailers, according to suppliers – cross-selling with another early-morning ritual: a hot drink. It’s a strategy which has worked well for Mondelez International’s Belvita breakfast biscuit brand, Nash adds.

Last year, Mondelez offered free PoS attached to retailers’ coffee machines that asked shoppers ‘Have you had breakfast?’. The campaign was

designed to help retailers capitalise on the breakfast and hot drink cross-selling opportunity. “Research shows that sales increased by as much as 63% when the PoS was displayed in store,” Nash adds.

Ask your reps about how best to use PoS in store

17

CATEGORY ADVICE SPRING CONFECTIONERY

15-28 JANUARY 2019 betterRetailing.com

KNOW YOUR SPRING CONFECTIONERY With Christmas done and dusted, retailers traditionally fear a dip in confectionery sales. But with key occasions like Valentine’s Day, Mother’s Day and Easter firmly in the sights of suppliers, there are plenty of opportunities to cash in. HELENA DRAKAKIS invites you to take our quiz to discover more about the opportunities in spring confectionery

01

WHAT UNIQUE OPPORTUNITY DOES EASTER 2019 BRING TO RETAILERS?

A. There are more new products than ever available B. Easter falls later this year, giving retailers valuable lead time C. More Easter bunnies will be born this year

a

02

03

Answer: B Easter falls late this year with the Easter bank holiday starting on 19 April. “The run-up to Easter is even longer and, as a result, the products that retailers prioritise throughout the season should vary,” says Chirag Shah, seasonal brand

A. The Truffles egg manager at Mars Wrigley Confectionery. According to Shah, 70% of shoppers like sweet treats in January, while in midspring, boxed chocolates are perfect for Valentine’s Day and Mother’s Day. After then, Easter treats should hit the shelves.

ACCORDING TO CHOCOLATIER PAUL A YOUNG, WHAT SHOULD RETAILERS ALWAYS DO TO MAKE SURE THEIR SPRING CONFECTIONERY OFFER STANDS OUT AND REMAINS RELEVANT?

A. Wait until one season is over before displaying the next B. Display all your Easter items directly after Christmas C. Cover the whole store in love hearts

Answer: A Premium chocolatier Paul A Young advises retailers to keep products relevant, plan next season’s range well in advance, but don’t introduce it into stores until the

WHICH NEW MALTESERS PRODUCT IS BEING BROUGHT TO MARKET THIS EASTER?

time is right. “Offering too many products with too many messages can confuse customers. Keeping things clear and relevant is key,” he says.

B. The Galaxy Golden egg C. The Jupiter bunny Answer: A Following the launch of Maltesers Truffles in 2018, the brand will bring the Maltesers Truffles egg to the market this year. With an RRP of £8, the company says it is confident it will drive sales. Laura Edwards, brand manager at Mars Wrigley Confectionery, said: “We’re convinced the new Maltesers Truffles egg will grow the category through being perfect for special gifting occasions, of which Easter is one of the most important,” she says.

19

CATEGORY ADVICE SPRING CONFECTIONERY

20

04

WHICH PREMIUM CONFECTIONERY BRAND’S SALES VALUE INCREASED BY 22% IN 2018, ACCORDING TO FERRERO?

A. Thorntons B. Raffaello C. Ferrero Rocher

Answer: B Raffaello achieved a 22% increase last year, according to Ferrero. For 2019, the company launched a new 80g Matchbox pack featuring different designs to cater for multiple occasions. A limited-edi-

05

WHAT HAS GROWN £9M IN SALES IN THE SUGAR CONFECTIONERY MARKET?

A. Bags and boxes tion heart will also return in 2019 in time for Valentine’s Day, on the back of a 134% volume increase in 2018. The launch will be supported by a sampling campaign set to reach five million consumers.

Answer: A

According to manufacturer B. Chews Perfetti Van Melle, bags and boxes of sugar confectionery have grown £9m in the past C. Mints year. Mark Roberts, the company’s trade marketing manager, says retailers should offer customers sweet treat gifts as well as traditional chocolate.

“Novelty and innovative additions in sugar confectionery offer retailers the chance to bring new people into The growth in sugar the category confectionery bags and and can encourage inboxes in the past year cremental sales during spring,” he says.

the stat

£9m

15-28 JANUARY 2019 betterRetailing.com

06

WHICH SEGMENT IS WORTH £73M AND IN LONG-TERM GROWTH?

A. Mini eggs B. Chocolate eggs C. Giant eggs Answer: A According to market research company IRI, mini eggs are in long-term growth. Capitalising on this trend, Nestlé will again put Smarties Mini Eggs and Milkybar Mini Eggs at the heart of its range. Also back on the shelves this year will be Orange Smarties Mini Eggs, which launched in 2018. All have an RRP of £1.

07

WHICH THORNTONS LIMITED-EDITION BOXED CHOCOLATE WILL MAKE A RETURN FOR VALENTINE’S DAY 2019?

Answer: C

A. Cupid Surprise

According to Levi Boorer, customer development director at Ferrero, the value of Thorntons boxed chocolate grew 12% in the runup to Valentine’s Day and 15% in the run-up to Mother’s Day in

B. Heart-shaped truffles C. With Love boxes

08

21

WHICH CLASSIC CHOCOLATE BRAND TURNED 80 YEARS OLD LAST YEAR?

A. Cadbury Roses B. Ferrero Rocher C. Quality Street

Answer: A Cadbury Roses turned 80 last year, and to celebrate, the brand unveiled a £2.8m marketing campaign in 2018 that will run through spring 2019, highlighting occasions like Mother’s Day. “The new campaign draws attention to how a ‘thank you’ is more meaningful when you give a ‘thank you’, rather

than just say it,” says Susan Nash, Mondelez trade communications manager. As Mother’s Day gifts are often bought last-minute, this provides an opportunity for retailers, she adds. “Retailers should use big, bold displays at the front of the store in areas that will gain the most attention from shoppers.”

2018. “Our limited-edition With Love boxes will make a return for 2019 with updated packaging to drive more interest and underline the premium product inside,” he says.

GLASS GLASS DOORS DOORS AVAILABL AVAILABL AND AND CAN CAN BE BE FITTED FITTED TO TO YOUR YOUR EXISTING EXISTING CABINETS CABINET

CLASSIFIED

22

OSAKA OSAK

Refrigeration

GroceryAid

H. H.2030 203 L. L.3750 375 D. D.767mm 767mm(shelf (shelfdepth depth450 450

THORNBURY REFRIGERATION LTD What are you doing to help grocery people who feel desperately isolated?

Get involved and show that you’re not buying loneliness too.

OSAKA GLASS DOORS AVAILABLE GLASS DOORS AVAILABLE AND CAN BE FITTED TO AND CAN BE FITTED TO YOUR EXISTING CABINETS

Call 01252 875925 or visit www.groceryaid.org.uk

YOUR EXISTING CABINETS

anama axi & P t Avon M dairy cabine te Remo

OSAKA 2 H. 2030mm L. 3750mm D. 767mm (shelf depth 450mm)

OSAKA 2 H. 2030mm L. 3750mm D. 767mm (shelf depth 450mm)

01376 512974

www.thornbury-refrigeration.co.uk thornburyref@aol.com

GroceryAid is the trading name of the National Grocers Benevolent Fund. A registered Charity Reg. No 1095897 (England & Wales) & SC039255 (Scotland). A company limited by guarantee, registered in England & Wales no 4620683

Licensing

Stocktaking

ALCOHOL LICENSING Premises licence applications to sell alcohol Personal license applications

PR Retail Consultants Ltd

J K STOCKTAKING FOR ALL YOUR STOCKTAKING NEEDS Business transfer Annual stock takes Nationwide coverage Competitive fees

l We can apply for your alcohol licence or vary existing hours and lay-out of premises l We can also represent you at hearings and reviews of premises licences

is a long established licensing company Please telephone Robert Jordan BSc(Hons)

01279 850 753 or 07774044585

All business types included

Over 30 years experience in the trade

TEL:

Established 2005

07899 002692

EPoS

EPoS for C-stores & Newsagents EPoS Systems from £12.71+VAT per week*.

• • • • • • • • • • •

Used by over 2000 C-Stores and Newsagents Free EPoS Upgrade - Paper Delivery Software Life time software licence Daily Delivery Notes for News & Magazines Onsite Installation & Training Fin nce Opta EPoS Software Only Packages i o Ava ns Unlimited Online Training ilab le 7 Day Helpdesk & Support Quick & simple powerful features Wholesaler Links Integrated CCTV, Chip & Pin, Scales and more.

Providing EPoS Systems for over 12 Years

FREE Demo at your Shop

www.reposs.com Deposit £295.23+VAT + 33x monthly payments £55.08+VAT Includes Reposs POS dual screen EPoS terminal, Reposs Core software, Barcode Scanner, Cash Drawer, 1 Years Monday to Sunday 9am to 5pm Support and 50,000 Product File.

Lease figures subject to status and based on a business trading 3 years or more.

01732 762 200

*subject to status, terms & conditions apply. (Ends March 2019)

Reach 48,000 retailers every fortnight – contact Matthew Oliver on 020 7689 3367 or sales@newtrade.co.uk

Finance

15-28 JANUARY 2019 betterRetailing.com

23

Quote ‘Retail Express’ when enquiring

PROFILE

24

15-28 JANUARY 2019 betterRetailing.com

RETAILER PROFILE SONYA CARY PONTRILAS POST OFFICE

‘WE BRING IN CUSTOMERS FROM 17 NEARBY VILLAGES’ CHRIS DILLON FOR Sonya Cary’s store in the 6,000-residents-strong village of Pontrilas, Herefordshire, caring for the community and running a successful store are one and the same.

Founded four years ago, the social enterprise serves the elderly population in 17 villages in Herefordshire. All the money made in the store is invested back into supporting the community.

“We have used our position as local residents ourselves to understand what the community needs. Many of our customers are old, isolated and lonely, so we’ve created a model that tackles that social need,” Sonya explains.

The team is not made up of retailers by trade, so Sonya is constantly looking at other shops for inspiration. “We read the trade press, we have a board and we are a registered social enterprise, so passion is driven from talking with each other and our local residents,” she says.

Despite not coming from a retail background, the store still managed to rank highly in the Independent Achievers Academy last year – becoming

a �inalist in the Service to the Community category.

“The community is at the heart of what we do, but we recognise that we need to become better retailers and benchmarking has been a great focus for us,” she says.

“I found it an enormous bene�it. I probably wasn’t ready for the process in 2017, but I feel we are now. It’s been invaluable.”

This responsibility of caring for the community is challenging enough, but due to its small size, the shop also has to operate without a stock room.

“We’ve had to really look at our product range and ask if we are serving the community.

We have no stock room, so we have to get deliveries twice a week and there’s a lot to pack in. We’ve upped our range of vegan and gluten-free food and

it’s been a very steep learning curve for us,” she says.

The business is also looking to expand out of the shop to care for the community. “We’ve just secured the lease on two adjoining units with money made by the shop and the post of�ice,” she says. The team have turned one unit into a �itness studio with an occupational therapist that helps those in the

AT CHRISTMAS WE BROUGHT IN 14 PEOPLE WHO DIDN’T HAVE FAMILY FOR CHRISTMAS LUNCH AND THE COMMUNITY DONATED PRESENTS

Have you heard about our new #illegaltobacco app, SARA? Follow @suspect_report

suspect-it-report-it.co.uk

community with hip and knee replacements. In the other, an arts and crafts café helps keep elderly residents’ minds active.

“The �itness studio will be pay-as-you-go and was a direct ask from the community. It will be a massive achievement for our business. We’ve come so far in four years from just taking over a shop and post of�ice that would have closed. We want to keep that going,” she says.

The company has also stepped up in partnering with local events. “At Christmas we brought in 14 people who didn’t have family for Christmas lunch and the community donated presents. That gave us such a sense of pride,” she says.

It’s an inspirational story, which is starting to get attention, scooping an award from Hereford Council last year and presenting their model to the House of Lords. “We’ve forced the local council and the wider political world to take note.

We’re not just a shop and a post of�ice, we’re driving social change,” Sonya says.

To see more of Sonya’s store, go to betterRetailing.com/ pontrilas-post-office

Location: Pontrilas, Hereford Staff: Two full-time, eight volunteers Size: 99sq ft Opening hours: Mon, Tues, Thurs, Fri 8.30am-5pm; Wed 8.30am1pm; Sat 8.30am-12.30pm Trading since: 2014

what your community needs 1 Know “The local council had to sit up and take notice because not only is community service our central mission, we are also saving the NHS hundreds of thousands every year,” Sonya says. involved 2 Get

By working with community events, and listening and responding to her customers’ needs, Sonya’s social enterprise is able to deliver exactly what local residents are looking for. strong partnerships 3 Make

“Our café is great for providing respite care for vulnerable customers and we have partnered with the NHS and the local council for these services,” she explains.