Retail Express - 15 November 2022 (London edition)

IT was inspiring to speak to Daniel Cooper, who owns New Longton Post Office, near Preston with his partner, Nathan Jones.

They were victims of homophobic abuse in June, just for flying a Pride flag outside their store. It was overwhelming to hear how the local community came out in support for them both, and rallied together. It was even better to hear how the scaremongering hadn’t dampened their spirits.

Stories like this always give me that fuzzy feeling that’s hard to put into words. I suppose, at the end of the day, we are all human. The past few years have been tough, and don’t show any sign of getting easier, but it’s stories like Daniel’s and those of further mutual support between stores and their communities on page three that I hope play a small part in helping you stay motivated.

Independent retailers are some of the most selfless people I’ve had the pleasure of meeting.

Despite their own hardships, they are always thinking of ways to help their shoppers and wider community. These retail outlets aren’t just shops, they are social hubs.

As important as it is to update you on the news within the industry as a whole, it’s just as essential for us to shine a light on the heroic work of the individuals keeping it thriving. I appreciate it can be hard to keep going, but know that you are doing an utterly fantastic job.

It’s not often you get a pat on the back, so go and give yourself one right now because you all deserve it. Thank you for doing your best by your communities, despite the setbacks you often encounter.

Senior news reporter Alex Yau @AlexYau_ 020 7689 3358

Couple who faced Pride hate become face of LGBTQ+ 50p

MEGAN HUMPHREY

TWO postmasters who faced homophobic abuse for �lying a Pride �lag outside their shop received the �irst LGBTQ+ 50p coin last month.

Daniel Cooper and Nathan Jones became owners of New Longton Post Of�ice, near Preston, in February. They

received three letters in the �irst few weeks, with one telling them to take the “revolting �lag” down.

In response, dozens of residents from the village rallied together in solidarity, hosting an event outside the store.

Cooper told Retail Express: “It was so overwhelming to get the support of the community.”

At the end of October, The

Royal Mint released its 50 Years of UK Pride 50p into circulation via the Post Of�ice (PO) network.

The couple were the �irst of the 2,000 branches to distribute the coins. “Response to the coin has been amazing,” said Cooper. “We were really happy to �ind out we had been made the face of the coin. We’ve had people come in telling

us they are posting it to relatives around the country, with some out to their grandchildren in Australia.”

Cooper added that despite the local support, the couple continues to receive anonymous hate letters. “It is sad to get them,” he said. “But we won’t be letting those people affect us and beat us down,” he added.

opportunity DRS guidance

PAYPOINT-partnered stores could be given access to shopping voucher sales, following the �irm’s acquisition of gift voucher provider Appreciate Group.

A statement on 7 November by PayPoint con�irmed the takeover, valuing the

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

shares of Appreciate Group Plc, provider of Love2Shop, Park Christmas Savings and HighStreetVouchers.com services, at £83m. PayPoint chief executive Nick Wiles said it would create an “enhanced retail proposition” across its 28,000 site network.

THE Scottish government has amended its exemptions process for the deposit return scheme (DRS) to be much less complex.

Although it doesn’t change the eligibility criteria, it has announced a new return point mapping and exemp-

tion support strive to help retailers identify an alternative return point. As well as this, the government will now take the size of a premises into account and take into consideration the challenges facing specialist, food service and hospitality retailers.

Imperial axes rises

IMPERIAL Tobacco reversed its decision for planned price increases last month, due to �inancial pressures caused by the cost-of-living crisis.

Messages sent to stores stated: “Following the government’s announcement that a full Autumn statement

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

will take place on 17 November 2022, Imperial has taken the decision to rescind its planned [price increase].”

Retailers were made aware of rises on 3 October, and were frustrated by the U-turn, after pre-buying thousands of pounds of stock.

McColl’s closures

MORRISONS has con�irmed plans to close 132 McColl’s stores, following its buy-out of the struggling convenience chain in May.

The supermarket said all of the stores set to close were “loss-making” and had “no realistic prospect” of recovering

any time soon. It added the majority will be closed “in an orderly fashion” over the rest of this year. The affected stores are based in neighbourhood locations, with post of�ices attached to some.

As a result, 1,300 jobs have been put at risk.

Megan Humphrey, editor

I APPRECIATE IT CAN BE HARD TO KEEP GOING

L-R: Daniel Cooper, Andrew Mills, Royal Mint managing director of currency, and Nathan Jones

Heroic indies step up to help shoppers survive crisis

MEGAN HUMPHREY

INDEPENDENT retailers have been publicly praised for their efforts in helping customers deal with the cost-of-living crisis.

Last month, several national news outlets shone a light on speci�ic independent retailers and the support they are offering.

Serge Notay, owner of Notay’s Premier in Batley, West Yorkshire, was featured on GB News for his partnership with Snappy Shopper, which sees him offer £10 worth of staple groceries for 1p.

He told Retail Express: “I’ve been working with Snappy Shopper on a deal to help families who are struggling. The promotion is the biggest we’ve run in the shop’s 46-year history. The orders are done through home delivery, and we had 200 during the last promotion.”

Notay stressed it’s important for him to “step up” to help his community. “It’s been well received since I launched it,” he said.

“Since the pandemic, we’ve seen a lot of people struggling and we have to step up our game to help them pay for their food bills.”

Asim Hussain, who helps run Premier – Family Mart Convenience Store in Lingdale, North Yorkshire, has received attention for his wall of ‘pay later’ receipts equating to over £2,000.

“This system has been in place since my dad bought the shop over 20 years ago,” he said. “But, in recent months we’ve noticed an increase in people who can’t afford their groceries and need to pay us at another time.”

Hussain revealed some customers are too embarrassed to admit they can’t pay and leave him handwritten notes.

“The shop is located in a really small community, and everyone pretty much knows one another,” he said. “Sometimes customers just ask if they can pay later, but others are ashamed and leave a note with their number on for us to arrange the payback.

“We do sometimes get customers who don’t pay us back and of course, this affects our cash �low, but more often than not this isn’t the case. We want to be able to help as many people as we can.”

Following a number of local press articles, Hussain added that he has received donations to help him pay for shoppers’ groceries.

“My dad has worked for Tui for over 25 years, and they have carried out a lot of fundraising to help us cover some of the losses we have incurred,” he said.

In comparison, retail experts have criticised costsaving strategies exercised by supermarkets as being “irresponsible”, opening up the risk of leaving hard-up

families in greater debt.

For example, B&M began offering shoppers the chance to buy now and pay later at checkouts, in three interest-free instalments.

In August, Iceland also launched an interest-free loan scheme, enabling customers on low incomes to apply for pre-loaded cards of between £25 and £100, with repayments set at £10 a week.

In a bid to be more responsible, Bobby Singh, owner of BB Nevison Superstore & Post Of�ice in Pontefract, West Yorkshire, teamed up with a local charity to help offer �inancial and well-being support to his community after witnessing customers.

“We are a community shop, and we get to know

our customers very well. In recent weeks, I’ve caught regular customers attempting to steal food because they are struggling so much. I want to be able to help them and show them they don’t need to take such desperate measures.”

Singh partnered with Pontefract Food Bank, which has already helped customers and cut the rate of incidents.

“I’m not trying to normalise shoplifting,” he said. “I want to put an emphasis on how community shops can help. I’m giving my customers access to a professional service, and it seems to be working.”

Other independent retailers told Retail Express they have been operating a year-long money-saving

scheme, to help not leave them out of pocket during the festive period.

The Fed’s national president, Jason Birks was quick to praise those who have helped their customers in need. “This illustrates the very important role that independent retailers play in our communities.

“We get to know our customers and look out for them in a way that larger retailers can’t,” he said.

ACS chief executive James Lowman added: “Local shops play a vital role in the communities they serve, acting as a lifeline for their customer and this has once again been illustrated by countless retailers who have been doing everything they can to support their customers.”

GOOD WEEK

PREPAYMENT METERS: Around 10,000 gas and electric meters are to be installed every month this winter, helping to boost top-up sales in independent stores. In a report by Uswitch, using data from Ofgem, almost 7.4 million prepayment meters were installed in the UK by March, up from 7.3 million in October last year, equating to 60,000 new prepay customers.

INVESTMENTS: Scottish stores can now receive up to £20,000 cashback on energy saving investments. The Scottish government published its Emergency Budget Review on 2 November, which saw it double the cashback on offer for investments for heating, ventilation, air conditioning, insulation, double or secondary glazing, LED lighting and solar panels.

BAD WEEK

DELISTING: Retailers are being forced to turn to alternative suppliers due to a rising number of product delists in recent weeks. In analysis of delists from 1 January to 3 November 2022 from one national wholesaler, Retail Express found the number of products removed by suppliers without an alternative, or temporarily increased annually by 17%.

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

EXPRESSO PLUS: The coffee machine provider is at risk of collapse after a cyberattack wiped financial records causing a breach of its banking covenants. The firm distributes Lavazza, Nescafé and Pret Express drinks machines to UK shops, with nearly 700 customers. The company said its situation had improved, it is making required payments to lenders and it continues to “trade successfully on an ongoing basis”.

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

“LAST month, Nisa announced it had signed a deal to supply rapid delivery company Getir with up to 300 Co-op own-label products. This was big news at the time, but not in a positive way. I’m not a Nisa retailer, but even I think this is a step too far. I think Nisa has crossed the line and it is cannibalising its own estate in the process. It’s a sad time for independent retailing.”

Anonymous retailer

“NISA is supposed to be supporting independents, which make up the majority of its customer base. It’s what it stood for when it was first set up as the Northern Independent Supermarkets Association, but this partnership goes against that original direction. I’m concerned that partnering up with Getir, who isn’t an independent business, will put strain on an alreadystruggling supply chain.”

Anonymous retailer

Anonymous retailer

supply deal with Getir impact independent retailers?

“I

for any shop that has to compete directly with any of the Getir warehouses that are participating in the deal. It also affects Costcutter stores who are supplied by Nisa. Companies such as Getir should not be supported by anyone in the independent retail sector. They are the single biggest threat to independent convenience stores and they are expanding rapidly across the country.”

A ‘pay later’ wall of receipts worth £2,000 has been erected by one retailer in North Yorkshire

Climate protestors rule out indies

ALEX YAU

ACTIVIST group Animal Rebellion has provided assurance that it will not target small independent stores in its latest round of milk pour protests.

Last month, the group tar geted a number of supermar kets, such as Waitrose, Marks & Spencer and Whole Foods, as part of a campaign to raise awareness on the climate cri

sis. Videos, which went viral on social media, showed sup porters of the group pouring milk from the shelves onto the shopfloor.

Asked by Retail Express whether the group had plans to target independent con venience stores, a spokes person said: “On several oc casions between July and October, supporters of Animal Rebellion targeted luxury de partment stores like Harrods

and high-end supermarkets such as Waitrose or Marks & Spencer.

“This created a massive na tional conversation about the need to transition to a plantbased food system.

“The locations for these actions were consciously chosen to have no impact on independent business own ers, and minimal impact on shoppers struggling with the cost-of-living crisis.

“We don’t anticipate taking action in small, independent stores in the future.

“All that Animal Rebellion does is carefully considered and designed to cause as lit tle impact on people going about their everyday lives, while also bringing the clear message that a plant-based food system and rewilding is the key solution to the climate and ecological emergencies we all face.”

National World offer

REGIONAL newspaper pub lisher National World is pre paring a takeover bid for Mir ror publisher Reach.

In a message sent to Na tional World shareholders, the firm referenced “press speculation” around a poten tial deal, before confirming

“it is at the early stages of exploring a possible offer for the entire issued and to-beissued share capital of Reach”. The statement added that National World “has not yet approached the board of di rectors of Reach with regards to the possible offer”.

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

WINNING National Lottery bid der Allwyn Entertainment is said to be in “advanced discus sions” to acquire the UK arm of its defeated rival Camelot.

Earlier this month, Sky News reported a circa-£100m takeover deal could be signed “in the coming weeks”. The deal would reportedly end Ca melot’s compensation claim against the Gambling Com mission for awarding Allwyn

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

the National Lottery contract. Sources told Retail Express it was likely to impede All wyn’s ability to communicate its plans.

Prime price hiking

INDEPENDENT retailers have been criticised for selling As da’s ‘exclusive’ Prime Hydra tion drinks for more than 10 times the standard price.

The brand is backed by YouTube celebrities Logan Paul and KSI, and is selling out instantly, forcing Asda to limit purchases to three bot tles per customer.

One independent reported giving Asda staff “extra mon ey” to supply stock to them for resale.

The Sun named shops sell ing the £2 RRP line for up to £25.

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

PRODUCTS

DMF launches tequila lines

JASPER HART

HALEWOOD Artisanal Spirits is expanding Dead Man’s Fingers’ tequila�lavoured drinks with the launch of a Coffee Tequila Liqueur and a Margarita ready-to-drink (RTD) can.

The supplier recommends the new liqueur (ABV 28%) be enjoyed over ice, as a shot or as part of an espresso martini cocktail. It is available in a 70cl bottle at an RRP of £18.

Meanwhile, the Margarita RTD (ABV 5%) is made with Dead Man’s Fingers’ Tequila Reposado. It has an RRP of £1.99 for a 330ml can.

Rachel Adams, marketing director for Dead Man’s

Fingers, said: “We know that the liqueur category continues to perform well, while coffee �lavours are also in high demand among consumers, so we’re con�ident that our Coffee Tequila Liqueur will prove popular with spirits drinkers.

“Likewise, RTDs continue to see good traction, and have continued to grow faster than any other drinks categories since 2018.

“We’ve seen great success with the initial launch of our RTD trio, and are con�ident that our new Margarita can will also be a popular choice among shoppers looking for a great-quality cocktail at very accessible price.”

McCoy’s launches Capital Radio promo

KP SNACKS has launched an advertising campaign to promote McCoy’s in partnership with Capital Radio.

Running throughout November, the campaign sees McCoy’s as a midmorning sponsor of the radio station on weekdays, to help maximise lunchtime meal deal occasions.

McCoy’s is also featuring in 30-second branded adverts on Capital throughout the day, focusing on the range’s �lavours.

The campaign comes as meal deals are becoming increasingly popular, now making up 20% of promotional crisp, snack & nut sales. Within meal deal occasions, McCoy’s Salt &

Lucozade Sport’s text-to-win promo

SUNTORY Beverage & Food GB&I (SBF GB&I) has launched a text-to-win promotion for Lucozade Sport shoppers as part of its ongoing partnership with the England football team.

The promotion gives shoppers the chance to win £90 every 90 minutes, by purchasing any Lucozade Sport product and texting ‘CASH’ to 62123.

It is live now and runs until 12 December.

Tom Bell, head of marketing for Lucozade Sport at SBF GB&I, said: “2022 has been a fantastic year for sport, and as the UK’s number-one-selling sports drink, we wanted to bring something special to stores this

festive season to help them make the most of the unique opportunity to combine sporting occasion and winter festivities this year.”

Accolade Wines expands B.Ink range

ACCOLADE Wines is expanding its B.Ink wine range with the launch of Rosé and Chardonnay varieties.

The launches (both 13.5% ABV and £9 RRP), aimed at introducing a young professional audience to wine, focus on two of the top-selling wine varietals.

Chardonnay is the thirdlargest type of white wine in the UK, worth £467m and making up more than a third of B.Ink’s target customers’ spend on white wine.

Meanwhile, rosé blends are the highest-value rosé varietal, worth £121m and popular with younger wine drinkers.

The supplier is supporting the launch with a digital

campaign including in�luencer and paid social media activity, as well as consumer sampling.

Mars Wrigley delists Bounty Dark

MARS Wrigley has temporarily delisted Bounty Dark, citing “temporary operational reasons”.

A spokesperson for the supplier told betterRetailing: “Bounty Dark has been delisted, due to temporary operational reasons. The move is very much temporary and we look forward to bringing it back in due course.”

The supplier’s action comes in the wake of several

retailers telling Retail Express they had been unable to stock the line for months. It is also unavailable to order online from supermarkets.

“We have tried several wholesaler,s but Bounty Dark has been out of stock for months,” said Meryl Williams, of Pikes Newsagents in Porthmadog, Gwynedd. “It is very popular in our shop, so our customers will be very disappointed.”

PVM’s Mentos gum paper packaging

PERFETTI Van Melle has changed Mentos Pure Fresh Gum’s packaging to paper, making it the �irst paper bottle packaging in UK confectionery.

According to the supplier, the move will reduce the plastic in Mentos Gum packaging by 93%.

The new paper bottle has launched across the full Pure

Fresh range of Cherry, Tropical and Fresh Mint varieties. The supplier is supporting the launch with a nationwide outdoor advertising campaign printed on FSC-certi�ied materials.

Currently, Mentos Pure Fresh is growing at 27%, outperforming the gum category, which is worth £281m and growing by 15%.

Bobby’s distributing Yummy bars

BOBBY’S has signed a deal to exclusively distribute Yummy vitamin bars within the convenience channel.

Yummy Bars contain a third less sugar than leading vitamin bar brands and have 50% of a child’s recommended daily vitamins, according to the supplier.

The range is available in Caramel and Strawberry, and contains no arti�icial �lavours or colours. It is also nut- and gluten-free,

as well as being suitable for vegetarians.

In support of the launch, Bobby’s has made a freestanding display unit available, which displays 12 SRPs, each holding 24 bars.

Carmelina Mancini, Bobby’s marketing manager, said: “We have witnessed an increasing demand from consumers for healthier confectionery alternatives that still deliver on taste. Yummy Bars are that product.”

Kenco Millicano’s pack refresh

JACOB Douwe Egberts (JDE) has updated the packaging of its Kenco Millicano instant coffee range.

Visible across the brand’s three blends – Original, Intense and Decaff – the update modernises the packaging, and is intended to re�lect its premium nature.

The Millicano range is available in 100g (Original and Decaff) and 95g (Intense) tins at an RRP of £5.79. Original is also available in a 170g tin with an RRP of £8.19.

JDE is supporting the packaging update with a multimillion-pound media campaign, which runs until December across TV, social media, digital and in-store.

Vinegar and Flamed Grilled Steak varieties are the number-two and three bestselling meal deal choices.

Coca-Cola launches on-pack Love2Shop gift card Xmas promo

COCA-COLA Europaci�ic Partners (CCEP) has launched an on-pack promotion to help shoppers cover the cost of special festive moments this Christmas.

The promotion is rolling out from 21 November across packs of Coca-Cola Original Taste, Zero Sugar and, for the �irst time, Zero Sugar Cherry.

It will run across plain and price-marked PET bottles (1.25l, 1.75l and 2l) and can multipacks.

These packs feature Coca-Cola’s Sundblom Santa

mascot to drive standout on shelf, as well as QR codes.

Shoppers can scan these for the chance to win £200 gift cards from Love2Shop.

There are 1,000 gift cards up for grabs, as well as thousands of Coca-Cola gifts.

Convenience retailers can request themed PoS materials from my.ccep.com to drive shopper interest.

The supplier is supporting the promotion with a multimillion-pound marketing campaign under its ‘Real magic’ strapline.

Last year, soft drinks

sales grew by nearly 9% in December compared to the rest of the year.

Smirnoff launches Cherry Drop variety

DIAGEO has expanded its �lavoured vodka range with the launch of a Cherry Drop Smirnoff variety.

The new �lavour (37.5% ABV) will be available to the wider off-trade from February 2023, following an exclusive launch in

Asda on 1 November.

Its launch comes as the �lavoured vodka segment is currently the fastest growing within spirits and cherry is a top-10 �lavour pro�ile among consumers.

Mark Jarman, head of Smirnoff GB, said: “The launch of Smirnoff Cherry Drop has been hotly anticipated by all of us

at Diageo and it is great to be able to bring it to market. We know that cherry is a trending �lavour and the popularity of vodka is only increasing, so this launch further establishes Smirnoff’s position as a leader in the category and taps into key trends.”

Elfbar launches Cigalike vape

DISPOSABLE vape manufacturer El�bar has launched a Cigalike pen, available for retailers to stock now. Cigalike, which has been approved by the Medicines Healthcare products Regulatory Agency (MHRA), provides adult smokers and vapers with around 400 puffs, and is designed for heavy smokers looking to quit tobacco.

A cigalike pen more closely replicates the feel and look of a traditional cigarette, being slim and

compact. While some cigalike pens are rechargeable, El�bar’s is disposable.

The brand said the pen features a compact design, with a diameter of 9mm, making it ideal for use on the go. The product also includes an upgraded coil, and is described as a “modern version of the original cigalike vapes with more power, longer-lasting battery, and improved taste due to the nic salts and better coils”.

The range comes in 20 �lavour varieties.

Find out more about the companies listed here and many more on our betterRetailing.com Supplier Directory for independent news and convenience retailers.

From FMCG suppliers and back-office services to shop equipment and trade support, we are adding new suppliers every week.

Mars’ new retailer advice site

JASPER HART

MARS Wrigley has launched a website, Availability into Action, to help independent retailers drive gum sales.

Availability into Action offers tips for retailers on how to create best-in-class gum displays through category expertise, merchandising advice and discussion around evolving gum consumption occasions.

Its launch comes as Mars Wrigley’s gum range is worth more than £199.4m in the UK, with Extra the thirdlargest confectionery brand in UK independents.

The supplier intends for retailers to be able to use

Availability into Action to get in touch directly with Mars Wrigley sales reps, and offer ‘virtual category workshops’ which will allow retailers to upload images of their merchandising to receive bespoke category advice.

The site will also include model planograms and masterclass videos.

Dale Cuthbert, head of impulse category at Mars Wrigley, said: “We know that gum sales are impulsive wins often made at the till.

The Availability into Action website is an educational tool that offers a great opportunity for us to share insight and advice with our independent retail partners so they can achieve the best

Gordon’s Pink Gin & Lemonade RTD

DIAGEO has added a new Gordon’s ready-to-drink (RTD) variety to its range, Gordon’s Premium Pink Gin & Lemonade.

The new variety (5% ABV) will be available to wholesalers early next year, after launching in a 250ml can in Tesco and Waitrose this month at an RRP of £2.19.

Its launch comes as Diageo’s RTD brands currently have a 59% share of the alcoholic RTD category, while in the on-trade, 61% of Gordon’s Premium Pink serves are made with lemonade.

Jessica Lace, head of Gordon’s at Diageo GB, said: “Following the success of Gordon’s Premium Pink and knowing the huge opportu-

nity within the RTD category, we were keen to replicate the popular Gordon’s Premium Pink and lemonade in an accessible format for more consumers to enjoy.

“The launch of Gordon’s Premium Pink Gin & Lemonade RTD does exactly that and places the brand at the forefront of emerging trends.”

results possible.

“The website will continue to evolve and be the go-to

source of information for independent retailers for gum advice.”

PROGRESSION NOT PERFECTION

Helping the convenience channel become more sustainable

New fan-picked Pot Noodle fl avour

RETAILERS can now stock

Pot Noodle Doner Kebab (RRP 80p), the latest launch from Unilever UK&I.

The new �lavour aims to shake up the category, after a supplier campaign asking consumers to create the next �lavour for the brand’s core �lavour range.

Two �lavours were considered, Doner Kebab and Mexican Fajitas, and fans were asked to vote on Facebook, Instagram and Twitter, with nearly 100,000 customers taking part.

Pot Noodle Doner Kebab follows the launch of the brand’s Piri-Piri Chicken �lavour, which was launched as a result of consumer feedback last year.

Gallo launches TV spot for Apothic

E&J GALLO Winery has launched an advertising campaign for its Californian wine brand Apothic.

The campaign is fronted by a 20-second spot featuring Apothic Red and Apothic Cab which highlights their smooth credentials, running across Sky channels throughout October and November.

According to IRI data, Apothic Cab has become a top-three premium Cabernet Sauvignon in the UK.

The supplier estimates the spot will reach 1.2 million consumers, and is supporting it further with a digital in�luencer campaign, in-store and digital PoS and sampling campaigns.

Additionally, independent

Last year, Suntory Beverage & Food GB&I (SBF GB&I) worked with Derbyshire retailer Amit Patel to help him improve the sustainability of his store.

Amit himself told his story to a group of convenience retailers at an event in London and revealed how he had already saved more than £600 a year thanks to the changes he made. With energy costs rising rapidly, the need to save money wherever possible has never been greater. Cutting energy bills is necessary for cashflow as well as the environment.

We asked those retailers who heard Amit speak to make their own pledges. Most recently, we caught up with Amrit Singh of H & Jodie’s Nisa High Heath in Walsall to hear how his sustainability journey has progressed since last year’s event:

Spar Spotlights own-label range

retailers will be offered incentives to stock Apothic wines through cashback rewards via the Shopt app. is critical.”

SPAR has launched a customer-focused initiative called ‘Spotlight’, in an attempt to widen the distribution of its best own-label ranges across its UK store estate.

The Spotlight product list consists of more than 100 Spar own-label lines across categories including fresh, frozen, grocery, impulse and beer, wine & spirits.

The symbol says all of the lines are strong sellers in the stores in which they are currently ranged.

Jamie Seymour, Spar UK head of brand, said: “Having a strong own brand is necessary. It is our unique selling point and should be nonnegotiable.

“To be able to offer an

excellent product that has the same name as the store fascia

“We’ve implemented a few things over the past year. We’ve added some doors to our chillers and have bought an electric delivery vehicle. We’ve also got an energy monitoring solution in place that allows us to track our total consumption. By adding doors, we’ve reduced our consumption by a minimum of 25-30%, and we’re taking that even further now by optimising the temperatures at certain times of the day and understanding whether things need to go down to that temperature or not. By doing that, we can make even more savings.”

However small, we want to hear about the steps you’re making on your sustainability journey. Share your ideas with us via @SuntoryBF_GBI on Twitter, and together we can help the channel grow for good.

Ferrero’s 2022 Xmas range

JASPER HART

NEW launches from Thorntons feature among Ferrero’s 2022 Christmas range, alongside returning lines from Pralines and Kinder.

Launching for the �irst time is the Best of Thorntons Advent Calendar (RRP £14), featuring a selection of Thorntons �lavours from Classic, Continental and Thorntons Pearls in mild, dark and white chocolate.

Also new for this year is Thorntons Pearls Mixed Selection (RRP £7), which follows on from the successful launch of Thorntons Pearls last year.

This larger format contains Salted Caramel Sensation,

Hazelnut Delight and new Brownie Deluxe Pearls.

Returning Thorntons lines include the Continental Box, which is the number-one line by value for special gifting occasions, and the Thorntons Classic range.

The supplier has also refreshed the look of its Ferrero Rocher Collection advent cal-

endar and has brought back the Grand Ferrero Rocher, which delivered more than £1.8m in value sales during Christmas 2021, as well as the Pralines range which includes Rocher, Collection and Raffaello chocolates.

Also in the selection is the Kinder range of Surprise, Joy and moulded Santa Hollow Figures, as well as the Kinder Bueno Advent Calendar, which was the number-one new advent calendar when it launched last year.

Kepak launches Rustlers prize promo

KEPAK has launched a promotion across Rustlers offering retailers and customers the chance to win prizes as it looks to take advantage of the upcoming World Cup.

Retailers who stock up on three cases from across Rustlers’ bestselling range can enter a prize draw to win £1,000 cash.

Prizes for shoppers include the chance to host

an in-home football party, sound bars, TVs, gift cards and Amazon vouchers.

To enter, customers should buy a Rustlers product and upload the receipt to winwithrustlers.com. The competition runs until 8 January. The supplier anticipates customer interest as more people look to enjoy the World Cup at home due to budgetary pressures.

New Mentos and Smint formats

PERFETTI Van Melle has introduced two new formats for its Mentos and Smint brands.

The Mentos Mini Bag has nine mini rolls, and is available in Strawberry and Orange �lavours (RRP £1).

Currently, Mentos is growing at four times the rate of category growth, while research has shown strawberry and orange are among Europe’s top �ive �lavours, with orange growing by 42%.

Meanwhile, a 36-mint Smint tin will be available at an RRP of 99p. The new format is launching in Mint, Spearmint, Sweetmint and Strawberry varieties.

The supplier is supporting

Kettle crisps undergo pack redesign Urban Eat relaunch targets breakfast

VALEO Snackfoods has redesigned its Kettle crisps brand’s packaging to highlight the real food ingredients.

Visible across 130g sharing backs, 40g packs, 80g price-marked packs and 5x25g multipacks, the new packaging features food illustrations on the front of packs as well as highlighting the product’s provenance.

The new packaging also features less plastic, with the supplier saying it will save 50 tonnes annually.

Commenting on the new packaging, Russell Tanner, marketing director at Valeo Snackfoods, said: “It’s an exciting development for the brand that helps keep

our packs fresh, modern and vibrant while retaining the distinctive colour coding and logo, which make Kettle so easy to �ind on shelves.”

URBAN Eat has undergone a refresh campaign this autumn, updating its packaging and promoting its widened food-to-go range.

The brand’s relaunch is aimed at broadening the time of day on-the-go consumers can buy its products to include the breakfast occasion.

It includes updated recipes and �illings across its range, as well as 100% recyclable packaging. The packaging also features a bigger window to make products more visible and easier for customers to shop.

Wayne Greensmith, head of customer marketing at Urban Eat parent Fresh Food For Now Company,

said: “Our customers spoke, and we listened. Everything we have improved comes directly from their feedback, and we are set to drive footfall and loyalty with the changes we have made.”

We’re delighted to be part of Mayfair’s 30th Anniversary, my husband and I ran a petrol forecourt on the day it launched, and over the years we’ve seen its rapid growth. Mayfair has been an incredible boost for our business, even in our local store in Epsom now – we continue to ensure the brand is well stocked!

the new format launches with social media and instore activity.

30 years of heritage, quality and value have come together to create the latest addition to the range –MAYFAIR SILVER, which was launched earlier this year.

Sue Nithyanandan, Costcutter, Epsom

NewstrAid Cost of Living Crisis Fund

Are you struggling with the Cost of Living?

Are you worried about paying your bills and putting food on the table?

Have you worked in the sale or distribution of newspapers and magazines in the UK full time for 2 years or more?

If the answer is yes to the above questions then you could be eligible for a grant from the NewstrAid Cost of Living Crisis Fund.

Created in response to the current Cost of Living Crisis, the fund offers grants of up to £250 per household to help bridge the gap between income and costs for anyone with a newstrade connection. That means people who work or have previously worked in the sale and distribution of newspapers and magazines for a minimum of 2 years, full time. Eligibility criteria apply.

For more information scan the QR code, call us FREE on 0800 917 8616 or email: mail@newstraid.org.uk

PML launches upgraded Iqos

JASPER HART

PHILIP Morris Limited (PML) has launched Iqos Originals Duo, a revamped and renamed version of its Iqos 3 Duo heated tobacco device.

Originals Duo’s heat control technology uses a �lat wide ceramic blade to heat tobacco from the inside.

Fully compatible with existing Heets tobacco sticks, it will begin replacing 3 Duo devices with no buy-back or product swapping necessary. The supplier said the new stock will �ilter through naturally, although retailers will be able to order the new kits via its Digital Trade Engagement Platform from

December.

It will be sold as a kit, consisting of a two-piece device – with a compact and lightweight holder – and two packs of Heets at an RRP of £39.

Kate O’Dowd, head of commercial planning at PML in the UK & Ireland, said: “Affordability is a growing concern among many adult smokers in the UK. The best option for anyone is to quit tobacco and nicotine products completely.

“If they don’t, then switching to Iqos Originals Duo could work out far cheaper in the long run, with 20 Heets costing RRP £5 – less than half the average price of a pack of 20 cigarettes.”

VK relaunches Candy Cane flavour

GLOBAL Brands has relaunched its limited-edition Candy Cane VK variety ahead of the festive season.

The sweet strawberryand-peppermint-�lavoured drink (4% ABV) is available to convenience stores in a 70cl bottle. It is also available to Tesco, Asda, B&M and Home Bargains as part of

a Mixed Pack of 10, 275ml bottles at an RRP of £10.

This pack features Blue, Strawberry & Lime, Orange & Passion Fruit, Tropical Fruits, Apple & Mango, Watermelon, Black Cherry and Raspberry & Peach.

During Candy Cane’s �irst release in 2019, these packs sold out by 15 December.

Kind Snacks cuts virgin plastic

MARS Wrigley has announced its Kind snack bar packaging now incorporates recycled plastic, cutting down on the amount of virgin plastic used.

The new packaging is eligible for drop-off recycling in the UK and kerbside recycling in Ireland.

It is part of Mars’ aim to reduce its use of virgin plastic by 25%, incorporate

30% recycled content into its plastic packaging, and redesign more than 12,000 packaging components across its range to �it with current and future recycling infrastructure.

Peter Morris, general manager at Kind Snacks UK, said: “We look forward to driving further positive and long-lasting changes to our packaging in the future.”

Victoria Bacon

Director, Smart Energy GB

The benefits of a smart meter

WITH the rising cost of living, small businesses are feeling the pinch, especially with their energy bills.

According to research by Smart Energy GB, 28% of small business owners with fewer than 10 employees don’t know how much their next energy bill will be. This means it’s becoming harder for small businesses to manage and take control of their budgets.

Having a smart meter installed can help small businesses have better control over the amount they spend on energy. The key difference is smart meters automatically send readings to your energy supplier, allowing them to prepare an accurate bill – putting an end to estimated bills and manual meter readings.

With seven in 10 small business owners already taking measures to prepare for future price rises, here are three things businesses are already doing:

1. Keep a closer eye on monthly bills

Knowing how much you’re spending each month will help you take control of your bills. Smart meters track energy use in near-real time and can give businesses access to up-to-date information on how much they’re spending.

2. Engage your staff

Everyone in a business can play a role when reducing energy use. Get your staff involved in energy-saving efforts from the start, rather than just telling them what to do when you’ve decided. This way they’re more likely to take it seriously.

3. Start small and start now

Gressingham’s new on-pack promo

GRESSINGHAM Foods has launched an on-pack promotion in partnership with kitchenware specialist ProCook.

To mark the launch of ProCook’s cookery school on London’s Tottenham Court Road, the promotion gives customers the chance to win a place on a ProCook Duck Masterclass.

The promotion runs until December across 400,000 packs of Gressingham’s duck and Bistro meals.

Rebecca Alderton, marketing & communications manager for Gressingham Foods, said: “ProCook is raising the pro�ile of duck as a versatile meat to cook with a selection of wonderful new reci-

pes, and this promotion is a fantastic opportunity for us to work together and show how to create easy-to-cook meals using duck at home.”

Choc Affair launches buttons and flakes

YORK-BASED ethical chocolate brand Choc Affair has launched a range of Chocolate Buttons and Hot Chocolate Flakes for drinking.

The Chocolate Buttons are available in 180g pouches in Milk, Dark, Caramel and Vegan Society-approved Oat M!lk, each with an RRP of £3.95 and a trade price of £2.50.

The Hot Chocolate Flakes are also available in these �lavours in 200g pouches at an RRP of £6.50 per pouch, while the trade price is £3.75.

Choc Affair sources singleorigin, sustainably grown cocoa from Colombia and pays an additional 5% per kilo, which is invested into reforestation projects.

There are simple things you can do now to make your business more efficient. Small changes all add up. Things you could do this week include turning your heating down one degree, ordering some timers for your lighting and looking into insulation options for your premises.

Search ‘get a smart meter’ or visit smartenergygb.org/ smallbusinesses1

OPINION

“WE aren’t seeing too many orders made by our customers on our delivery service, but when there are, weekly TV magazines are the top performers and seem to be the most popular. They are often the add-on item to a basket of basic items for someone who wants a read.”

Nadim Ashraf, Pallion Convenience, Sunderland, Tyne and Wear

“THERE is a de�initely a divergence between the habits of Snappy Shopper customers and typical news and magazine readers who come into the shop. The elderly generation that love this category just aren’t interested in using the app. They’re still happy using the old payment method they are familiar with.”

“MAKING sure to double-row any product makes it easy to triple-or quadruple-row if a gap appears. Before the pandemic there were lines we could cut back on. Now, the shop looks full because we’re rearranging and �illing gaps.”

Samantha Coldbeck, Wharfedale Premier, Hull, East Riding of Yorkshire

“POKÉMON cards are selling really well. Retailers can get them from either Smiths News or Menzies. In recent months, our sales have tripled. We have one person who comes in and spends £70 a week on a whole box. The opportunity is very much there right now.”

Aman Uppal, One Stop Mount Nod, Coventry, West Midlands

Mike Sohal, Dallam Stores, Warrington, Cheshire “IF

“WE have a strong collection. We are located in Wales and have seen an increase in demand for football-related ones since we reached our �irst World Cup in over 60 years. People have been coming in and speci�ically asking for stickers.”

Gerald Thomas, Arcade News, Ammanford, Carmarthenshire

sell premium imperfect vegetables through our local supplier. There’s much more of a market for this now. While I offer bags of wonky vegetables at discounted prices, I would love to start offering the standard Morrisons range, which is currently not available for us.”

Harj Dhasee, multi-site retailer, Gloucestershire

“I WOULD consider selling wonky veg. It is something I’ve been thinking about. Now is a good time to start because people are looking at more ways to save money, and this would do that. It would be a good way to help customers and offer more variety.”

Dennis Williams, Premier Broadway Convenience, Edinburgh

SHELVES: How are you using them to maximise your space?

“WE

WONKY VEG: Have you considered tapping into this growing trend?

You need to have disciplines in place

Our sales have tripled in recent months

There’s much more of a market for this now

DELIVERY: Do you recommend selling papers with a grocery service? TRADING

The

Letters may be edited

‘My crisps from Walkers keep turning up damaged’

I’VE been experiencing damaged crisps from Walkers over the past couple of weeks. When I open my box upon delivery, I’m �inding at least �ive-to-six packets are open inside and haven’t been sealed properly.

They are completely unsellable and I’m losing out on incremental sales, as a result. I rang customer service and

sent an email straight to Walkers because I thought I might get a response. I was told I needed to discuss the issue with my sales rep, which is fair, but I never know when they are coming in and this is something that needs sorting quickly.

I was also offered £10 in cash as a sign of goodwill, but that doesn’t really help

solve the problem. There might be other retailers going through the same thing across the country and I want to make sure Walkers is aware because this is becoming more and more frustrating.

Kalpesh Pau, Parson Cross Post Of�ice, Shef�ield, South Yorkshire

spokesperson for PepsiCo responded: “We are sorry to hear of the challenges that Kalpesh is experiencing. We are looking into this as a matter of urgency to resolve the issue and ensure that this does not happen again. We are contacting Kalpesh and will be visiting his store this week to speak to him directly.”

Holborn, director of Surrey-based Holborns Convenience Stores – @DeanHolborn

Invest in security technology

Security on the shop floor has been on my mind for a while now. We have always operated a simple buzzer system. The button was situated behind the counter. One buzz was for shop floor staff to queue bust and two buzzes was for a security alert, usually because a known shoplifter was in the store or someone was acting suspiciously. This has worked well for years until we realised shoplifters were bolting out of the door when they heard two buzzes. It almost felt like the fox was outsmarting the chickens.

I also had comments from some staff that they had difficulty alerting team members when they needed help getting something from the stockroom or they needed the attention of a team member working outside.

A retail friend recommended headsets. I dismissed it at first as our store seemed too small. The more I heard about his store and how effective the headsets were, the more tempted I was. We’ve now invested and it’s probably the best decision we’ve made in years.

We have six headsets from Quail Digital for a team of 15. Its quite an outlay financially, so I didn’t want to push the budget to one for each team member. As we only have three or four staff on each shift, the headsets can be swapped and charged between staff. We have a tub of sanitising wipes to freshen them up between shifts.

Our system also comes with 12 call buttons. When a button is pressed, it plays a pre-recorded message to each headset, such as “Security alert aisle 1”, “Second server required”, etc.

The headsets also have microphones built in, which allow the team to communicate with each other at the press of a button. This has allowed staff to feel safer on the shop floor and behind the counter. Instead of broadcasting a warning to potential shoplifters with a buzz, we can now discreetly communicate with each other and catch more ‘wrong’uns’ in the act, which seems to have deterred people choosing our store as an easy target.

If you’re looking for a way to keep your staff in touch on the shopfloor or a way to keep your shopfloor a little bit safer, I’d recommend investing in digital headsets.

the stock from Blakemore, but had barbecue meat provided by our local butcher, and a local brewery on tap. We had different stalls, including one hosted by Ukrainian families living in the area. All the money made will go to all the local clubs who helped on the night, including football, judo, Brownies, Scouts and the schools.”

A

Each issue, one of seven top retailers shares advice to make your store magnificent

“WE raised a net profit of £12,000 for our Bonfire Night event. It was fantastic. We had a great turn out of 2,000, considering the weather. Volunteers from the community helped build the bonfire. We bought a lot of

‘Over 2,000 people came to our Bonfire’

Dean

sam coldbeck Wharfedale Premier convenience store, Hull

FOCUS ON FASCIA GUIDE

THE cost-of-living crisis is already having a considerable impact on independent retailers and looks set to continue to do so. Amid rising costs and shrinking customer con�idence, they need support to ensure their shelves are kept fully stocked with affordable and enticing products.

Over the following pages, Retail Express will �ind out what three fascia groups – AG Parfetts, Spar and Bestway Retail – are doing to help retailers at the sharp end of this economic crisis.

With larger buying power, considerable back-room, head of�ice resources and analysis of wider customer trends, they are well placed to offer the best advice and deals to their retailers this winter.

The following pages will uncover what these symbol groups are doing to improve their ranging options and delivery costs to ensure that retailers are able to get the stock they need, when they need it and at the price they need.

We’ll also explore the inperson support and guidance that symbol groups are pro-

viding for retailers to help them improve their store’s overall offer and presence among their customer bases.

This support ranges from looking at store promotion, online advertising, promotional deals or category organisation.

Within this fascia guide, we have also spoken to retailers running stores within these fascia groups to get their insights into the support they’re receiving and the impact their membership of each respective group is having on their sales, footfall and margins.

AG Parfetts

Conveying value to

Consumers are looking for value, so promotions need to be clearly visible and have a suite of PoS promoting them.

The store exterior should shout value –we encourage retailers to run our promotions and window posters provided.

All products need to have a shelf-edge label or be price-marked.

Own-brand products are critical because consumers will look to trade down but still want a quality product.

We are continuing to invest and expand our own-label range, to help retailers offer value.

Create a value section in the store and have linked deals, e.g. six items for £5 or two-for-one.

Our team of RDAs can provide an in-depth review of pricing and help retailers operators deliver value and strong sales.

Food to go can be a great way to generate additional margin and consumers will still want to buy.

How we’re helping support you

AS an employee-owned company, AG Parfetts doesn’t have shareholders to pay, so we invest more back into promotion and price – delivering more margin for our customers at a time when this is absolutely essential.

We continue to work hard and deliver promotions and trade events, running them more regularly than ever through essential trading periods to further take the pressure off our retailers –giving consumers the value they need without reducing margins for our customers.

We are committed to not introducing delivery

charges, not charging for PoS and marketing support, and continue to invest in our service.

We operate industry-leading cash-andcarry depots where we deliver unrivalled range and service, and are taking our offering to a wider geographical area by opening our new Birmingham site in 2023. Plus, we continue to invest in our online and app order systems, giving our delivered customers the same great experience.

Retailer viewpoint

Matt Mahalingam

Go Local Extra Banks Road, Liverpool

“I WORK with Parfetts, and have six stores across Liverpool. I’m with them because the staff are polite and good to deal with, and because their availability is very good. They also have good promotions for customers. I’ve never looked at joining any other symbols.

“They’re doing good offers for us to buy in bulk and good promotional offers for us to pass on. We run Go Local promotions and we also

buy products at their cheapest price and run our own bespoke promotions.

“We’re running them across nearly every department: grocery, sugar, beans, soft drinks, beer and wine, household items and dog food. That’s even though we’re making very little margin on things such as bread and milk. We’re

We continue to invest in our own-label range at a time when value is absolutely key – offering 165 SKUs across everyday essentials.

buying milk at £1.29 and selling it for £1.35, and bread we’re buying and selling at cost price.”

As

continue to rise,

explains how it is supporting its retailers and ensuring their businesses continue to thrive

PAID FEATURE IN PARTNERSHIP WITH SPAR

Spar UK

SPAR UK explains the importance of stocking ownlabel lines, as well as how it is supporting its retailers to prepare for the cost-of-living crisis

Conveying value to customers

OUR own-label range is worth over £350m annually and is exclusive to Spar UK retailers. There are 1,000 ownlabel lines, spanning alcohol, grocery, fresh foods, frozen, confectionery and food to go.

We recently expanded our own-label range with a selection of wines that are suitable for vegans. As the first grocer in the UK to do this, it ensures our ownlabel range of 70 products is more accessible for the growing number of shoppers exploring vegan food and drink.

Retailer viewpoint

Samantha Sim Spar Barrow, Barrow-in-Furness

Spar UK got us in the best position to survive

“WE joined Spar last year as we realised aspects of the shop needed improvement, such as our fresh range, and we liked Spar’s offer. There was uncertainty with Covid-19 at the time and joining Spar UK got us in the best position to survive it.

“Since joining Spar, we’ve

Average

Cost

How we’re helping support you

WE provide innovative and profitable retail solutions to independent retailers, to help serve local communities in ways that exceed customer expectations.

The business delivers market-leading national and regional selling plans by integrating all promotional programmes and creating seasonal value deal programmes.

All activities in the national selling plan have digital support – nationally and at a regional Spar UK RDC level.

This year, we launched a new and improved website

focused on promoting national deals, showcasing instore services and community credentials to grow the brand and drive consumers.

We have been incorporating digital vouchering by working with brands on offers that can be redeemed in store and integrated into national campaigns and gamification activity.

We run strong three-weekly promotional programmes and market-leading, competitive seasonal deals, designed to drive footfall and sales.

Retailers can benefit from

Twitter: @SPARintheUK

Selected product purchases also contribute towards Marie Curie donations. Spar UK brand product donations over the past year have contributed to the total money raised by us and our retailers, which to date is now £2m.

We are also helping to drive footfall by increasing awareness of store locations by advertising on Facebook and Waze, and investing in digital and new ad formats with improved visibility and content engagement to help retailers.

had a 30% growth in sales and our margin has improved. The next step is to introduce and expand our hot food, and Spar are providing help in that area. They also help with social media advertising to help drive footfall.”

everyday low-price programmes providing shoppers with ongoing value and price promises on their essentials and fresh produce.

We also offer category management support, including an improved commercial package, that grows sales, modernises and improves the range of products sold.

Conveying value to customers

Value is more important than ever as more consumers are feeling the pinch. At Bestway Retail, we advise our retailers to focus on adding value for shoppers through other services such as post office, pharmacy or delivery collection/returns services, in particular additional services which will help shoppers save on rising fuel costs.

Retailers should reevaluate their own-label offering in their stores as shoppers are turning to own-brand products for staples. At Bestway

Retail, we have the Bestone own-label range that gives a minimum of 30% POR. We also have access to over 2,000 Co-op ownlabel products, including the Honest Value range for Costcutter stores.

Retailers can discuss with their BDMs their options of how they can utilise multiple supply chains and brands to create a unique package that is appropriate for their business that will lead to maximising profitability, driving sales and providing shoppers with the optimum store offer.

How we’re helping support you

WE are aware our retailers are affected by the costof-living crisis, so we have worked in close collaboration with our suppliers for the past two years to try to mitigate the inevitable increases the industry has already had and will now be accelerating towards the back end of 2022.

Over the past year, our trading teams have worked tirelessly to talk to suppliers daily. They have ‘bought ahead’ and delivered real agility in our stock management to keep availability high and products on shelves. However, as

we come into winter, there will be increasing pressure on the supply chain to balance energy, fuel and production costs. Price increases seem inevitable.

We will do everything we can not to pass on these price increases to our customers. To help, we are placing additional emphasis on our ‘Best pick’ products on our website, so customers are aware of our special-offer deals and their popularity with our retailers. We are

Retailer viewpoint

Phil Dickson

Costcutter Whiston, Prescot

“WE’VE been with Bestway Retail since 2017 and we chose to partner with them to enhance our offering. The Costcutter range and deals we can get are similar to Coop. We now have a significant offering that includes a strong alcohol range, too.

“To help with the cost-ofliving crisis, Bestway Retail are trying to enhance our margins to counter rising costs. There’s a continuing conversation between

the retailer and the wholesaler in how they can best support us through margins and meeting our cost requirements.

“The Costcutter freezer and chiller deals are great for any customers who are struggling. We also get supported by internal and external marketing, as well as e-commerce.”

doing everything we can to support our customers in a time of fast-moving change and complex supply fluctuations.

HOW FROZEN SALES ARE HOTTING UP

THE FROZEN OPPORTUNITY

THE frozen category, says Serge Khunkhun, of One Stop Woodcross in Wolverhampton, is important to retailers during an economic slump.

“Frozen is a good category to major on. You’ve got decent margin, virtually no wastage and customers often consider it a healthy alternative, so it ticks every box,” he says.

According to Joss Bamber, head of convenience at Birds Eye, shoppers were already looking towards their local

shops’ freezers even before the cost-of-living crisis began to take effect. “The frozen category has undergone a resurgence over the past few years,” he says.

“By the end of last year, it had grown by 11% during the two years from 2019 as shoppers enjoyed more meals at home as the working from home culture and nights in were a more common occurrence.

“Despite a dip in frozen

sales in the convenience channel over the past 12 weeks, driven by lapping the strong sales during lockdown, it’s clear that consumption of frozen food has risen over the past few years, with people no longer just filling their freezers to have ‘emergency’ options to hand.”

Key to the frozen category moving away from its ‘emergency reputation’ is the cost savings it offers, as well its longer life that allows for bulk

buying and cost saving.

“Frozen food has always played an important role in helping shoppers get more for their money, offering consumers longer shelf life and greater portion control which helps reduce food waste and therefore allows budgets to stretch further,” says Bamber.

“In fact, when swapping like-for-like fresh and frozen products, shoppers can receive up to 22% more for the same price.”

JASPER HART examines how shoppers’ increased scrutiny of their spending is having a positive impact on frozen sales

FROZEN FOOD

VALUE VERSUS COMFORT

IN keeping with the frozen category’s associations with comfort and recognisability, well-known brands are crucial sales drivers.

“In times of uncertainty, the frozen category has historically performed well as shoppers turn to brands within the channel they know and trust,” says Bamber. “Brands make up 93% of retail sales value of the frozen savoury impulse channel, so there is real value in proving consumers with brands they

are familiar with and which provide comfort to them.”

For Ushma Amin, of Londis North Cheam in Sutton, Surrey, stocking these products in price-marked pack (PMP) formats is crucial for keeping the category selling, especially as her customers buy frozen goods as a top-up.

“We do Birds Eye for fish and peas and McCain’s chips, they’re all price-marked,” she says. “For small shops like us, I’d rather stick to branded products.” Symbol suppli-

ers such as Booker and Spar have put more emphasis on their own-label ranges this year, but some retailers, Amin included, have found customers reluctant to try them, opting for what they know. “In my shop, certain own-label ranges sell, such as cleaning products, but anything frozen is slow, even if it’s half the price,” she says.

Gaurave Sood, from Neelam Post Office & Convenience in Uxbridge, west London, has found customers have rejected

SUPPLIER VIEW

his Jack’s frozen offerings, so he’s had to shift his branded suppliers to make sure his range is still viable.

“We keep an eye on pricing as a lot of it is delivered by Eden Farm Hulleys and they’ve bumped up pricing where other wholesalers haven’t,” he says. “Aunt Bessie’s Yorkshires’ RRP from Eden Farm is now £3.49, but I can easily pick them up from Booker and sell them for £1.99 with a decent margin, so you’ve got to be careful.”

ONE growing segment that retailers are using their freezers to expand into is that of meat alternatives, which, thanks to events such as Veganuary and the rise of flexitarianism, are increasingly viable to convenience retailers.

“Almost 50% of the population are buying into meat-free and we see this increasing across categories, including frozen,” says Gill Riley, mar-

keting director at Quorn Foods.

“The frozen meat-free category is worth £270m. With lots of new entries and innovation, it has been a very busy marketplace over the past 12 months.”

Quorn is the numberone meat-free brand and is outperforming the frozen meat-free category’s growth, making it an appealing starting point for retailers.

“We’ve seen an increase in

people buying vegan and vegetarian products so we’re looking at expanding our range,” says Sunita Aggarwal, of Spar Wigston in Leicester. “Frozen is a good category to get into it because you can minimise waste. We’ve tried fresh lines, but they’re difficult to sell unless customers know they’re going to be there all the time.

When it comes to frozen, a longer shelf life always helps with driving sales”

However, it’s important to note your customer interest and your competition; a lack of the former and an abundance of the latter have stopped Amin from investing in the segment.

“I’ve got an Aldi, Sainsbury’s and Tesco Express down the road,” she says. “People presume that these more specialised products are only available in supermarkets. They don’t ask me for them.”

Bamber, head of convenience channel, Birds Eye

“THE cost-of-living challenges have already made a noticeable impact upon consumer shopping behaviours. Shopper research data shows that the average UK monthly salary is now less than the average household expenses each month.

“The latest 12-week Kantar data shows a significant rise in shoppers moving to the convenience channel from online and freezer centres. In a survey of over 500 people, nearly a quarter of participants noted they were shopping more from the convenience channel since the inflation on petrol costs began.

“This increase in convenience channel footfall is good news for retailers looking to maximise their frozen food sales. With more consumers relying on frozen products for their quality, convenience and value for money, this represents a real opportunity for retailers to tailor their frozen offering and meet consumer demand.”

RETAILER VIEW

Khunkhun, One Stop Woodcross, Wolverhampton

“IF there’s one area of the store I could do with increasing, it would be frozen. We have a three-door upright freezer, which we increased from a twin-door, but in hindsight, we could have gone to a four-door. We have a healthy choice of One Stop own-label products, such as Southern fried chicken steaks, burgers, chips, chicken kyivs, garlic bread, peas, lasagnes – those sorts of things.

“That’s complemented by brands such as McCain’s for potato products, Birds Eye for fish and chicken and Chicago Town’s pizza range. We also have a few bits and pieces from Aunt Bessie’s.

“We currently don’t have an impulse freezer for ice creams. We’ve found the multipack range of Magnums, Flakes, Mars, Fabs and Cornettos has a healthy throughput. We also have a decent range of Ben & Jerry’s. They sell well because they alternate on offer for £2.99 down from £5. One Stop is known for that offer.”

Joss

Serge

CROSS-MERCHANDISING AND SEASONALITY

ACCORDING to Birds Eye’s Joss Bamber, the frozen category is also a key driver of increased basket spend, with frozen shoppers putting 75% more items in their basket per shop than the average convenience shopper, and spending 134% more than average.

As dining home becomes more preferable to many shoppers, there’s more opportunity for cross-category purchases related to frozen.

“The increased amount of in-home eating occasions presents a great opportunity

for those retailers with more space to offer exciting options such as nights-in bundles to attract new shoppers to the freezer,” says Bamber.

Retailers under certain symbols are able to offer favourably priced meal deals with pizzas and ice creams, for example, but those who can’t can still persuade shoppers to dip into different segments with considered product placement and use of promotions.

Paresh Vyas, of Limehurst Mini Market in Greater Manchester, sites frozen pizza

bread and kebab meat alongside each other, which he says encourages joint purchases.

“Cross-merchandising ice cream with alcohol or other sharing-size snacks can often interrupt shoppers,” says Jose Alves, marketing manager for ice cream at General Mills. “This presents an opportunity to upsell products for nights in.”

It’s important to consider the seasonality of the frozen fixture – as evenings draw in and people are busy with work in the run-up to Christmas,

meal options tend to become more popular, while the appeal of single ice creams may decrease.

Amin’s frozen range spans two freezers, one larger than the other and at the front of the shop.

She rotates savoury mealtime products and ice creams between the two depending on the seasons.

From October, her ice cream range moves to the smaller back freezer and is downsized considerably, losing most of its impulse lines.

launches

What’s new in frozen

Chicago Town has launched seven frozen pizzas, including two Weekend Stuffed Crust flavours, a premium-tier Deep Dish pizza in Picante Nduja and Peppered Cheesesteak, a new Crispy Chicago Thin range in Sausage ’N’ Pepperoni and Loaded Cheese, and Tiger Crust Cheesy Garlic Bread.

Dr. Oetker Ristorante has launched five pizza PMPs exclusively for independent convenience stores. The flavours – Pepp-Salame, Funghi, Pollo, Mozzarella and Speciale – feature an on-pack flash of £3.50 or two for £5.

Booker has completed the rollout of Jack’s own-label products, replacing hundreds of Happy Shopper, Discover the Choice and Farm Fresh lines. The wholesaler promises 30% minimum profit across the range.

FOR people without children, the babycare section of a store isn’t an area they give a second’s thought. But while it has no relevance for some shoppers, for others, it can often be the entire reason they’ve come into your store.

A strong range of babycare products can therefore not just be a sales driver in its own right – and it’s growing 7.8% year on year – but can also make your store the place where parents do the rest of their shopping.

“If someone goes out to get nappies, they might want to get

some other stuff like ice cream, crisps or beer,” says Danny Wilson, who runs 17 One Stop stores in Yorkshire.

“If you don’t have ice cream in your store, they’ll still buy the nappies, crisps and beer. But if you haven’t got any nappies then they won’t buy anything. They’ll just walk out and go to another store.”

Matt Stanton, head of insight at DCS Group, also notes that customers buying babycare products will usually spend more in your store than other shoppers, making them cus-

tomers worth attracting with the right range.

“Babycare shoppers – young families – spend more on average than the average pre-family consumer, spending in total £77.71 per week versus a prefamily shopper, who spends on average £57.54 per week,” says Stanton Babycare products are in demand throughout the year, without much seasonal change and, when it comes to things like nappies and dummies, they have long shelf lives as well.

Despite a slowdown in birthrates in the UK, the category has actually enjoyed growth in sales recently. This should make them an essential part of a store’s range.

“Sales of baby products and, specifically, baby food have actually held up well despite challenges affecting the rest of grocery. Babycare across the board has seen a 5% increase, while baby food specifically has seen an increase of 6% (of which snacks have increased by 14%),” says Phil Graham, category manager for Organix.

OFFER MORE THAN JUST NAPPIES

FOR many shoppers, baby products in convenience stores are emergency purchases, but retailers can create an offer that makes them more of a regular purchase by increasing their range beyond the usual nappies and babyfood.

This can also increase incremental sales as customers stock up on other essentials while making distress purchases.

“Nappies, formula milk and toiletries are typically the first port of call for customers

seeking babycare products, but when it comes to food, it’s predominantly the snacks category where they are most drawn, and spend the most on.

It is true to say this is an area that is continually showing growth. Retailers should look for opportunities to increase trade for their baby food ranges providing additional space for snacks,” adds Organix’s Phil Graham.

When it comes to baby food, retailers need to be aware of the latest purchasing trends,

which have seen sales in dry baby food plummet to account for only 4.4% of volume sales within grocery, while wet food sales dominate.

“Wet food makes up around two-thirds (63%) of all baby food sales in impulse and convenience, so it’s essential that retailers stock the right range, particularly if space is tight,” explains Sam Higgins, brand controller for Ella’s Kitchen at distributor RH Amar.

“Shoppers also overwhelmingly want to see pouched for-

mats, so Ella’s Kitchen offers the six bestselling wet-food products overall in impulse and convenience.”

Harj Dhasee, from Village Stores in Mickleton, Gloucestershire, recommends retailers have a complete offering because it ensures customers know they can get all their planned and distress purchases at your store, generating loyalty and return visits.

“We’ve got one whole bay dedicated to it, next to our health and beauty section.

Dummies are definitely a good distress purchase,” he says. “Baby wipes, cotton wool and baby oil all sell well. We have Baby Calpol and similar products in our remedies section.

“You’ll also often find that it’s a parent and a child doing the shopping, and if they’ve got one or two kids with them they’ll pick up chocolates and sweets along the way. Toys and things like that are also very driven by kids and pester power so they’re worth stocking nearby.”

With many stores likely to be visited by families on the go, snacks and on-the-go options should also form part of a complete offer, allowing parents to stave off any tantrums with smaller emergency purchases.

“Now accounting for almost a quarter (24%) of all baby food sales in impulse and convenience, finger foods are another area high on shoppers’ minds when it comes to essential baby food items,” explains Higgins.

WHEN it comes to their children, parents are not willing to sacrifice quality or a trusted brand for a price tag, with branded products remaining the leading segment within baby food as a whole, accounting for 82% of total sales.

This means that, while it is worth having an own-brand option there for choice, mainstream brands will still prove

more popular for the majority of stores. However, there are categories – like nappies –where parents are less picky.

“Shoppers are definitely brand loyal within this category, especially with baby food,” says Dhasee. “People are very conscious about giving their children the best they can afford. But when it comes to nappies, it’s definitely the

own-brand stuff that sells at the moment. It’s about location and what your customer demographic is like.”

Another way to generate the impression of value, particularly in products like nappies, which are used regularly and have long shelf lives, is the introduction of multipacks. This can also make a store less of a distress purchase destination.

PROMOTING YOUR BABYCARE RANGE

GIVEN the fact that your babycare offer isn’t going to be relevant to the majority of your customer base, it will be tempting to hide the section away at the back of the store in a low footfall area.

This can bring its own benefits, as it can draw further incremental sales from parents as they navigate the store to get to the nappies, but the key things to ensure you’ve done is make the area known to families and easy to get to and around – especially given

many customers will be pushing buggies around.

“When thinking about store layout, it is important that retailers make the category easy to find and easy to access – particularly thinking about shoppers with a buggy or push chair,” Stanton says. “From a navigation point of view, we recommend that the babycare category is merchandised towards the front of store or near to till point, in a place where it is easily accessible. If front of store is not

possible, we recommend that babycare is merchandised adjacent to personal care – as these categories have a clear cross-shop.”

In terms of positioning, Dhasee also recommends placing these products in a clearly visible part of the store. “It’s a high-value item that’s easy to steal and so it is a category that is at risk from shoplifting,” he says. “So make sure it’s in a section where you can have an eye on it.”

“WE’RE finding customers are still brand-led and our range is heavily geared towards branded products. They want a tried and trusted brand when it comes to baby milk and baby food. They’re not going to go with an untried option. You’d need a very big range to be able to include own-label products.

“We benefit from being in a franchise because it’s hard to know what the trends are in this category. With beer or crisps you can get a good idea of what’s going to sell, but unless you’ve got very young kids yourself you might not have seen that people stopped using jars and are now using pouches for baby food.

“Baby wipes tend to sell the most. Our stores on the seafront sell lots because they have multiple usages. And dummies sell well.

“You should invest in the category. You need to have a range. Babycare products are one of those things that you need to have in your store – it’s just one of those fundamentals – but you don’t need to have a lot of it.”

Top TIPS

Convenience stores in particular should cater for top-up sales rather than bigger bulk and multipack formats.

Baby products is an area where shoppers aren’t always willing to compromise on quality and look for value options.

Nappies and baby wipes are must stocks in the category. To drive incremental sales, retailers should stock brands with a wide complementary range.

Shoppers are growing increasingly aware of the need to buy sustainable options and are looking for products that are kind to the planet and their skin. In fact, 82% have tried to be more sustainable with their consumption habits, and 63% of shoppers look for products that are kind to sensitive skin, even when used repeatedly.

Danny Wilson, 17 One Stop stores in Yorkshire

RETAILER VIEW

Paul Maxwell, retail and brand marketing manager at Cheeky Panda, offers advice on how to maximise your babycare offer

BALANCING COSTS AND PRICES

With costs on the rise and customers’ ability to spend hindered, the RETAIL EXPRESS team finds out how retailers are maintaining prices to keep shoppers coming back

“THERE are price-marked products around at our wholesalers, but they are starting to move them away now because it’s harder for us to get a decent margin, particularly with confectionery. The market is so volatile at the moment and often something that was price-marked at £1 is now £1.15 or £1.25. They’re taking those items away to allow us to price them ourselves and keep our margins.

“Ultimately, you want that 30% and you have to price accordingly. People understand that prices are going up. It’s not just in convenience stores, it’s in supermarkets now. It’s the new normal and I’ve not had any negative feedback. But it’s about raising prices incrementally to keep that margin.

“The biggest challenge is on essentials like milk and fresh products because they’ve had price increases lately and we can’t pass that on as much. But people know what’s happening.”

“THERE’S always a balance between factoring your own costs into your retail price while being competitive with your opposition. In some cases, there are a lot of products that are pricemarked, and with that you are stuck with a �ixed price. With some of these – newspapers and magazines, for example – those prices have gone up and our hands are tied.

“You’ve got to look at where you can increase margins to absorb your own extra costs. We do a lot of stationery and greetings cards, and we can get a lot of �lexibility on our prices there and we also have a bit of a unique market in our store. By doing that, we can offer prices on other products that keep us competitive with nearby stores and then recover some of that cost.

“With other products, like alcohol, confectionery and soft drinks, it’s a case of having a mix and match of price-marked and non-price-marked packs.”

“WE’VE increased the prices on things like stationery and printing paper, but the margin is still not quite as much as it used to be. Before we could get it at £2.20 and sell it for £5.50, but now I’m buying it for £5.50 and selling it at £8. So, there’s still a margin there, but there’s also a higher price. We’ll see how it goes and wait for things to get better.

“The other thing that retailers can do instead of raising prices on products is to keep costs down, and the biggest thing you can do in that regard is to manage the hours your staff are working. That’s a big cost-cutting exercise. It’s hard at the moment because busy-ness in the post of�ice isn’t as predictable as it used to be, but customers are understanding and they are often happy to wait if there are big queues unexpectedly. So, I have reduced some hours for my staff and that will save a lot more than any other part of my business.”

In the next issue, the Retail Express team finds out how retailers are keeping staff motivated this winter.

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

1Jason Birks, Moscis Convenience Store, Peterlee, County Durham

2Mike Mitchelson, Mitchelson’s News, Brampton, Cumbria

Umang Shah, Tudor Library & Post Office, Croydon, Greater London

– Jeet Bansi, Londis Meon Vale, Stratford-upon-Avon