Retail Express - 21 February 2023

Megan Humphrey, editor

WE know that 75% of female retailers feel inequality exists in the convenience sector, and we are on a mission to change that.

Last year, at Women in Convenience’s inaugural event, we gave females the opportunity to share their experiences and challenges. And, as a result, we are now taking action to play our part in improving this.

A huge part is down to help from suppliers, trade associations and symbol groups, and I can confirm conversations are in full swing.

I’m currently talking to them about the gender representation of their respective retailer panels, in a bid to address misrepresentation, and give women the opportunity to be better represented. This will formulate the first of four news investigations being published in Retail Express’ sister title, RN.

This month, we also launched a second survey. This delves further into the insights shared with us in our first one last year, and will ultimately help shape the agenda for our next event, being held on 5 October at The Studio in Birmingham.

The initiative was born from a desire to connect, support and empower women, and your participation is vital in making that happen.

Please play your part by scanning the QR code and completing our survey.

Evri under fire for failing to pick up parcels from stores

MEGAN HUMPHREY

INDEPENDENT retailers have complained of cramped storage rooms and incidents of verbal abuse after Evri failed to pick up parcels from stores for several days.

75% OF WOMEN FEEL INEQUALITY EXISTS

Retail Express understands the issues began just before Christmas, intensi�ied by Royal Mail strikes, but have yet to be resolved despite disruption ending.

Natalie Lightfoot, owner of Londis Solo Convenience in Baillieston, Glasgow, revealed at one stage she was left with nearly 50 parcels for four days.

“It was a total nightmare,” she said. “I understand the postal strikes caused issues over Christmas, but drivers have been failing to visit us on their routes in the past few weeks.

“I’m a small store and don’t have a huge amount of storage

space. My stock room was full, and I couldn’t use it for anything else.”

Lightfoot said on one day in particular, a driver told her they didn’t have any room, and never returned. “We do ring the helpline, but they aren’t able to give you a huge amount of accurate tracking information.”

She added: “A lot of customers understand, but we are faced with trickier people who think that it’s our fault their

parcel hasn’t been picked up, which is really frustrating.”

Several others con�irmed to Retail Express they had experienced something similar in recent weeks.

A spokesperson for Evri told Retail Express: ““We can con�irm that we have been in contact with the shop owner, Martin Lightfoot [Lightfoot’s husband] and are investigating his concerns. He has con�irmed he has already seen an improvement.”

IDC administration Allergen law impact

BESTWAY and Londis are directly managing supplier accounts related with dropshipping company IDC to minimise impact, following its collapse.

Administrators were appointed by IDC’s bank, ABN

03

Amro, on 1 February, following months of missed payments.

Bestway con�irmed it would bring contracts “inhouse”, and one affected supplier said Londis was managing accounts.

Fraud warnings

COSTS and �ines associated with Natasha’s Law legislation are forcing retailers to rethink how they stock food to go.

Introduced in October 2022, the law means �irms must list ingredients and allergens on packaging of fresh, pre-

packed food sold on site. One retailer said a staff member spends “one hour, six days a week making sure labelling is correct”. Another store owner, who was caught with non-compliant muf�ins, no longer stocks food to go.

05 BAT gantries

BAT is looking to roll out new gantries in convenience stores. Messages from reps, seen by Retail Express, show units with drawers for traditional tobacco products, LED-lit shelving for vape and next-gen products with digi-

tal media screens above advertising the �irm’s Velo and Vuse brands.

The supplier declined to share further information, but two store owners said they’d been told a launch was expected “around April”.

Parcels stacked on top of one another in Lightfoot’s stock room

Vape compliance checks in local shops set to soar

MEGAN HUMPHREY

ELFBAR’S ongoing tanksize scandal is expected to drive a surge in trading standards of�icers checking vape compliance, as the category is catapulted into jeopardy.

Earlier this month, the popular brand was exposed for selling illegal stock under its ‘600’ line, which was found to have at least 50% more e-liquid than the legal limit by the Daily Mail.

Following a meeting with regulator MHRA on 10 February, El�bar issued a statement to stores and distributors, con�irming it had been told 600 stock should be “withdrawn” from the market. It said details of the recall would be shared with stores “when we have agreed how this corrective action will be enacted”.

Previously, the supplier stated it would include “all stock” of El�bar 600 lines to “100% ensure” regulatory compliance. In response to the news, Booker and Tesco delisted all El�bar lines, with Booker Retail Partners stating customers should remove the lines from sale and raise a claim with Booker.

As of 15 February, El�bar 600 stock remained on sale with Morrisons and Bestway. In an effort to right its wrongs, sources con�irmed the brand has partnered with vaping compliance company Arcus to begin testing and certifying com-

pliance of El�bar batches from March onwards.

It also said it would investigate “all other vape products we export to the UK”. This is thought to include the strong-selling Lost Mary brand.

Trading standards’ imports compliance manager for Kent County Council, Mike Johnson, told Retail Express it’s likely this will “prick up the ears” of enforcement of�icers, and visiting local shops to check for compliance will become a priority.

“Enforcement of�icers are going to have this on their radar, and will certainly ramp up checks to ensure stores are being compliant,” he said. “This is a wider issue which has de�initely started to bubble up.”

Messages from of�icial distributors, seen by Retail Express, raise fears more disposable vapes could be dragged into the drama.

Johnson stressed the scandal, coupled with the increasing volume of illicit vape stock currently being seized, is creating a “murky water” for stores that want to continue selling products from the category.

“We are pretty convinced there is a large criminal element to this,” he said.

“There are potentially big margins to be made from selling illegal products, as they are cheap to manufacture, but can be sold at a high mark up.”

Johnson went on to reveal

yourself the column where you can make your voice heard

“We use TikTok to post dance routines done by staff to different songs, and might put some details about promotions or store events, too. But it’s mainly about engaging our customers. Our Facebook account has updates about promotions, as well as the daily special available at our deli and our opening times. Instagram is a mixture of the two, with more fun things, but useful information, too.”

Dennis Williams, Premier Broadway, Edinburgh

that in one month at the end of last year, his team seized more than 315,000 illegal vapes, and warned this “is just the tip of the iceberg”.

Data from EPoS company ShopMate showed that despite El�bar accounting for 73.5% of all vapes sold in independent stores, many retailers are still determined to take action after the discovery.

A survey of 105 local shops found 43% planned to temporarily delist Elfbar and a further 5% plan to permanently delist the

product. The number of stores with a negative view of the brand increased from 16% before the crisis to 55% this week.

When asked what steps retailers can take to ensure they are stocking compliant stock moving forward, Johnson said: “There is a list available online, published by the MHRA, which shows all the approved products that can be sold. If a brand you stock isn’t on there, then it isn’t compliant.

“Now more than ever, retailers need to do their

due diligence. I’d urge retailers to be wary of new suppliers. Ultimately, they will be the ones held accountable. Asking for a simple ID check isn’t enough anymore – further, proactive research is needed.

“More widely, if retailers suspect anyone is selling illicit stock, then I’d encourage them to report it. We take them very seriously, and without the intelligence of local independent retailers, then we wouldn’t be able to do our job as effectively.”

How are you investing in social media to win over shoppers?

“We use Facebook to advertise jobs and have found it more successful than anything else. People go online and they can see the kind of business we run and the standards that we keep, so it attracts good-quality candidates. Out stores speak for themselves, so I think it’s important that retailers showcase their stores on their social media accounts.”

Dean Holborn, owner of two Holborns-branded stores, Surrey

“Facebook enables us to raise the profile of things, such as local council-funded warm spaces and events, such as our community defence classes. We get a lot of college and school trade, and TikTok has a mixture of adults and youngsters on there. I’m interested to see if it gives us an opportunity to communicate with a few different demographics.”

Julie Kaur Duhra, Premier Jules Convenience Store, Telford

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

COFFEE: Independent convenience has been identified as a key area for the rollout of Pret a Manger’s branded coffee machines. The firm launched the machines last year, appointing Expresso Plus as its UK distributor. Sales director Kerry Burvill confirmed that 70 retailers have the Pret machine, and more sites are expected to be introduced around Scotland.

PRIME: The Prime Tracker app helping customers find stockists of the energy drink has begun listing independent shops. Following a conversation from Retail Express’ sister title, RN, the tool started taking applications from stores, as long as the RRP is deemed acceptable. Data from EPoS firm ShopMate revealed 7.4% of local shops selling sports and energy drinks sold Prime last year.

GOOD WEEK BAD WEEK

LACTALIS: A CO2 shortage is putting a shelf-life squeeze on cheese lines found in local shops. In a letter sent by Lactalis this month, it warned Nisa customers that Co-op, Orkney and Seriously brands made at its site in Stranraer will continue to have shorter dates and looser packaging until 1 April, previously planned to end this month.

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

MENZIES: The Fed has warned that the wholesaler’s 4.7% increase in weekly carriage charge could force shops to shut. The increase for mainland UK customers sees a seven-day- news-andmagazine account now costing up to £72.54 per week, and £78.04 in Northern Ireland. National president Jason Birks described the move as “shambolic”.

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

Investigation found batches of Elfbar’s ‘600’ line were illegal

Julie Kaur Duhra

Indies provide earthquake aid

INDEPENDENT retailers

and wholesalers have rallied together to support the victims of the earthquakes in Turkey and Syria with vital supplies.

On 6 February, several earthquakes devastated southern parts of Turkey and the northern border of Syria. When Retail Express went to press, authorities reported

that the death toll in both regions had surpassed 36,000, with many injured. Independent retailers started major support efforts to help those impacted. Mehmet Guzel, who runs several SimplyFresh stores across London, urgently asked customers and the public to help donate clothing, blankets and sanitary products.

He told Retail Express: “We ended up getting several-

vans-full of donations. We had to pause them because the shop was getting so full. We’re also going to start a fundraiser and hold a bake sale.”

Guzel was also featured on BBC News, highlighting his hard work to support victims.

Premier retailer Hasan Altundal is also operating a collection point. “We were accepting long-life tinned goods and brand-new clothing,” he said. “The donations were

placed in a van, which we drove to Manchester Airport for Turkish Airlines and the Turkish consulate.”

Some post of�ice branches have also stepped up to help, while Co-op donated more than £100,000. Bestway also set up a £100,000 fundraising target, while independent wholesalers Lyton Exports and Global Foods made a combined £6,000 donation.

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

Wholesaler launch

NISA retailer Amrit Singh Pahal has entered the wholesale market with an offer of 10-20 products.

With delivery within one-tothree days, a minimum £500 order quantity and average retail margin on 30% on offer,

orders will be picked, packed and sent from warehousing attached to his 2,500sq ft shop in Walsall.

As reported in The Grocer, lines include MrBeast chocolate bars and cookies, and Nitro Pepsi draft cola.

ALLWYN FINISHES TAKEOVER

UPCOMING National Lottery operator Allwyn has completed its acquisition of Camelot.

The takeover, announced on 7 February, will see Allwyn begin operation of the service at the end of the third licence in January 2024.

The deal has brought several changes to Camelot’s board and management team, including Sir Hugh Robertson, Camelot’s chairman from

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

2018, stepping down and Sir Keith Mills assuming his role as new chair.

NFSP calls for answers

THE National Federation of SubPostmasters (NFSP) has written to postal affairs minister Kevin Hollinrake requesting answers on the future of the Post Of�ic .

The letter signed by chief executive Calum Greenhow cited “poor remuneration”

and “long hours” as reasons for postmasters leaving.

“It is worrying that when a postmaster resigns and the post of�ice is put up for sale, few, if any, applicants come forward,” it read. “This, we believe, is due to poor remuneration and high risk.”

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

ALEX YAU

Mehmet Guzel

• VApril: how to take advantage of VApril 2023 to attract new customers to your store

• Closed-pod systems: find out the latest on the ongoing importance of closed-pod systems

• Must-stock brands: the bestselling and most popular vape brands in convenience, and the trends to watch out for this year

All the latest product launches, and… Quick guide: getting to grips with the tech behind open-pod systems

Analysis: managing 0% nicotine disposable vape sales – how to protect your business and customers

PRODUCTS

Britvic launches advice site

JASPER HART

BRITVIC has launched a new website for convenience stores called At Your Convenience.

Live now, the website offers advice on how to boost soft drinks sales, as well as the latest trends and insights, and information on Britvic’s range. There is also a dedicated trade contact for any retailer needing to speak to the supplier, to ensure specialist support is being provided.

It has been designed using feedback from hundreds of retailers to offer support to stores of all sizes, locations and sales volumes.

The supplier is offering a

free case of Pepsi Max, Tango or Rockstar Energy to every outlet that signs up, with accompanying PoS.

Ben Parker, retail commercial director at Britvic, said: “We are striving to continually support independent retailers who stock and sell

Twirl Xtra joins Cadbury Duos range

MONDELEZ International has expanded its Cadbury Duos range with the launch of Twirl Xtra.

Twirl Xtra features two longer pieces of chocolate in each pack at an RRP of 80p.

Its launch comes as the total duos market is growing by 11.1% ahead of singles, as shoppers buy them for themselves and for sharing with loved ones.

View Kidsanapun, Duos lead at Mondelez, said: “Our research shows that more than half of consumers speci�ically mention the word ‘value’ when talking about duos, which makes Twirl Xtra an attractive proposition for retailers looking to show value to their more

price-conscious customers.”

The supplier is supporting the launch with in-store PoS.

Epicurium grows chocolate range

EPICURIUM has added ethical chocolate supplier Tony’s Chocolonely’s collaboration with ice cream supplier Ben & Jerry’s to its chocolate bar range.

The range is available in White Chocolate Strawberry Cheesecake and Dark Milk Chocolate Fudge Brownie varieties. They are available from the wholesaler in cases of 15.

The collaborative bars have been made to celebrate Ben & Jerry’s sourcing traceable cocoa via Tony’s ‘open chain’ way of working, which emphasises supply chain transparency.

The wholesaler hopes they can be an attractive proposition to newcomers to the

Britvic soft drinks. The advice and tools hosted on the website have been developed with the current climate in mind, helping retailers navigate in�lationary pressures and HFSS regulations, for example, as well as driving soft drinks sales.”

With the launch of At Your Convenience, Britvic is the latest supplier to launch a site helping independents to boost sales, following launches from Mondelez International, Mars Wrigley, KP Snacks and Suntory Beverage & Food GB&I.

Absolut launches limited-edition bottle

PERNOD Ricard UK (PRUK) has launched the latest limited-edition Absolut Vodka bottle.

Made from more than 50% recycled glass, the bottle features a woven fabric design that serves as a visual representation of the brand’s attributes of creativity, culture and community.

It is available in a 60cl bottle at an RRP of £12 and a 1l bottle from Amazon and Costco at an RRP of £25.50.

Retailers can also bene�it from in-store shippers, aisle �lags, shelf barkers and pallet wraps in Costco.

In support of the new bottle, PRUK opened the Absolut

KP launches Hot & Spicy Popchips

KP SNACKS has expanded its Popchips brand with a Hot & Spicy variety.

The new �lavour will be available from mid-February in a 23g bag with an RRP of £1 and an 85g sharing bag with an RRP of £2.25.

Its launch comes amid growing interest in spicy �lavours, with ‘spicy’ being the third-fastest-growing crisps, snacks and nuts �lavour pro�ile in sharing, worth £207m.

Additionally, the healthier snacking segment is growing by 23.9%. Last year, KP reformulated the entire Popchips range to be nonHFSS. It is currently worth £43.5m and growing in value by 14.5%.

BrewDog unveils new stout beer

Tony’s Chocolonely brand, with Ben & Jerry’s recognisable branding standing out to many shoppers.

BREWDOG has unveiled Black Heart, a new stout beer variety.

Available now in BrewDog bars across the UK, the launch (4.1% ABV) will be available from Tesco and Booker later this year.

Brewed in Dublin, it is made with chocolate and crystal malts, and will be available to stock in single 440ml cans as well as 4x440ml and 10x440ml multipacks.

With Black Heart, the supplier intends to make stout more accessible to newcomers and people who normally drink more popular stouts, such as Guinness, on St Patrick’s Day.

To support the launch, the

supplier trialled it unlabelled alongside unlabelled Guinness at Twickenham during England’s match against Scotland.

Swap Shop – a preloved fashion pop-up shop where visitors can bring an item of clothing to exchange –on 9 February.

Be Alert for new Lucozade look

SUNTORY Beverage and food

GB&I (SBF GB&I) has refreshed the look of its Lucozade Alert range to improve on-shelf standout and appeal to more shoppers.

The new can design appears across the range’s Cherry Blast, Tropical Burst & Original Lucozade varieties.

Since launching in September 2021, Lucozade Alert has amassed £8.1m in value sales.

Aoife McGuigan, head of Lucozade Alert at SBF GB&I, said: “The updated pack design presents a fresh opportunity to drive shopper engagement, encourage trial and drive additional purchases to help increase sales

even further. Lucozade Alert drove £1m in net sales value in two months at launch and now we’re back with a can that has even stronger shelf presence.”

JTI refreshes Sterling Essential Rolling

JTI UK has refreshed its Sterling Essential Rolling tobacco, adding rolling papers, an enhanced blend and a zip pouch. The refresh is intended to make the tobacco more accessible for existing adult smokers, giving them everything they need in one pouch.

Sterling Essential Rolling is available at an RRP of £14.55 for 5x30g pouches and £23.85 for 5x50g.

Mark McGuinness, marketing director at JTI UK, said: “We listened to trade and consumer feedback when redesigning and updating Sterling Essential Rolling, to ensure the product would hit the key shopper needs of

value and convenience, and therefore help our retailer partners maximise sales.”

The supplier is supporting the relaunch with wholesale in-depot activity to raise awareness.

Capri-Sun launches double-strength lines

COCA-COLA Europaci�ic Partners (CCEP) is adding to its Capri-Sun Multivitamin Squash range with the introduction of new doublestrength Orange, Summer Fruits and Tropical varieties.

Each 1l bottle contains 50 servings, double the number of previous iterations, and is non-HFSS.

The bottles are also made with 100% recycled PET and are fully recyclable.

The move to doublestrength squash comes as it comprises 39% of the squash segment as shoppers seek more value.

Since launching in 2021,

Capri-Sun Squash is worth more than £4m, achieving 67.2% value growth in the past 12 months.

Pippa Collins, associate director, commercial development at CCEP GB, said:

“Capri-Sun Multivitamin Squash is growing in popularity, using its number-one kids’ juice drink brand status to tap into a soft drinks segment that is increasingly enjoyed by the whole family.”

The new range will be supported by a marketing campaign, which launches in March across on-demand, YouTube, social media, in�luencer activity and in store.

Hubba Bubba launches first ice lolly

MARS Chocolate Drinks and Treats (MCD&T) has unveiled a Hubba Hubba Ice Lolly, the �irst time the popular gum brand has been developed into a frozen treat.

The bubble gum-�lavoured ice lolly with a layer of jelly will be available to convenience and wholesale from March as a single lolly with an RRP of £1.65, while a four-pack will launch exclusively in Iceland with an RRP

of £2.99. Its launch comes as the UK ice cream market is now worth £3.4bn, with Marsbranded ice creams growing by 30% annually.

Michelle Frost, general manager at MCD&T, said: “In the mints and gum market, we have seen Gen Z cited as the catalyst behind a 16% year-on-year growth in gum speci�ically. However, with Hubba Bubba, we also have

Tropicana adds to breakfast juice range

PEPSICO has added to its Tropicana natural fruit juices range with the launch of Strawberry & Banana and Pineapple & Pink Guava Crush varieties, available from the end of February.

Strawberry & Banana, a blend of strawberry, banana and blueberry, is part of the brand’s natural juice range. It is available in 1.7l (RRP £3.30), 1.35l (£3.80) and 850ml (£2.75) formats.

Strawberry & banana is currently the number-one

smoothie �lavour enjoyed at breakfast time, so the supplier is aiming to drive sales by launching it in the not-from-concentrate juice category, which has a larger market share than smoothies at breakfast.

Meanwhile, ‘rest of the day’ juice Pineapple & Pink Guava Crush, which is a blend of apples, pineapple and pink guava, joins the Sensations range, available in an 850ml format at an RRP of £2.75.

the added bene�it of brand nostalgia to appeal to millennials and beyond.”

“My storage solutions were sorted after booking my FREE consultation with the Business Services Team”

Emma

Women in Convenience aims to address this inequality and make meaningful changes.

We are asking female retailers to complete our short survey, to share their thoughts and experiences, so that we can begin to understand what is behind the inequality, and how Women in Convenience can best help tackle the issues that female retailers face in the workplace.

The survey can be accessed at the following link: bit.ly/3wPzrmR or by scanning the QR code.

We really appreciate your time – thank you.

You can find out more about Women in Convenience and how to get involved by visiting betterRetailing.com/women-in-convenience

Over 75% of female retailers feel that there is inequality in the independent convenience sector.

JTI’s ‘Perfect store’ winners

JASPER HART

JTI UK has announced the 40 regional winners of its Nordic Spirit ‘Perfect store’ competition.

Ten winners from each of the four JTI regions won a prize bundle worth up to £2,000 per store, including one year’s supply of Nordic Spirit, a Fitbit Versa 3 Smartwatch, £125 restaurant vouchers and limited-edition

Nordic Spirit merchandise.

Bruce Terry, portfolio brand manager at JTI UK, said: “Nearly half (44.5%) of nicotine pouch sales come through the convenience and independent channel, so it’s important we support and reward our highly valued trade partners.”

In the spring, the supplier will name one national champion from each JTI region.

Appleby Westward gets Greggs

APPLEBY Westward, the Spar wholesaler for the southwest of England, has formed a partnership with bakery giant Greggs to install a franchise in one of its stores.

The Greggs franchise opened in the Bemerton Heath store in Salisbury, Wiltshire, on 16 February as part of a re�it of the store. It is the �irst of its kind in a company-owned Spar store,

ahead of a planned expansion into other Appleby Westward sites.

The two companies distributed vouchers to properties around the store prior to the grand opening.

These vouchers offered customers the chance to get four weeks of savings, including a free coffee in the �irst week and a free sausage roll in the fourth week since opening.

Norwegian spirit brand lands in UK

NORWEGIAN spirit brand Bareksten Spirits has launched in the UK, including its Spirit of the Year-winning Navy Strength Gin.

Aside from Navy Strength Gin, the range consists of Botanical Gin, Old Tom Gin, Double Gin, Illsint Absint and Botanical Aquavit. It is available from Master of Malt, Specialty Drinks and Threshers.

Stig Bareksten, founder of Bareksten, said: “The UK is a nation of gin lovers and has one of the most vibrant gin markets in the world. We know it’s a mature market, with consumers opting for super-premium brands that deliver on taste, and that’s

Nairn’s launches gluten-free sourdough

NAIRN’S has launched Gluten Free Sourdough Flatbreads, bringing the sourdough option to the free-from shopper.

The new line is available now in packs containing two pouches of �ive �latbreads each, at an RRP of £1.99.

Emma Heath, head of marketing at Nairn’s, said: “It is essential to our strategy that we �ind the best product

format to support the �lavour. Following research, product trials and taste panelling, it was concluded that our successful �latbread recipe offered the best texture to support a sourdough variety.”

exactly what Bareksten offers: peerless, world-class ingredient quality and exceptional �lavour.”

“I remind customers what the TOP PRIZE is on a SCRATCHCARD when I’m recommending a game. £250,000 is a huge amount to win and often helps them decide to play!”

Amy Sohal, Kens Convenience Store

PRODUCTS

New brand from World of Sweets

JASPER HART

WORLD of Sweets is launching a new children’s confectionery brand, Candy Realms.

The range features two confectionery pouches, Under the Sea and Over the Moon, each of which has its own mascots. Both contain some of the wholesaler’s most popular pick ’n’ mix lines and are made with recycled packaging.

Under the Sea features Bubs’ Sour Octopuses and Kingsway Bubblegum Mermaids, Giant Dolphins and Jelly Sharks. Meanwhile, the Over the Moon bag has a mix of Kingsway Space Mix, Monsters, Flying Saucers and

Peach rings. Both pouches have an RRP of £4. Other launches under the new brand are Fizzy Mix Candy Cup, which has sour coated pick ’n’ mix jelly sweets and marshmallows, with an RRP of £1.99, and Llamacorn Giant Cables, which are more than 30cm long and are individually wrapped, with an RRP of 30p.

Kathryn Hague, head of marketing at World of Sweets, said: “The products have been designed with children in mind, with a range of products that will appeal to younger customers with an active imagination or parents and family members looking for something ageappropriate and tasty.

£50,000 -worth of prizes from Lindt

LINDT has launched its ‘Hoppiness’ campaign ahead of Easter, with £50,000-worth of prizes up for grabs.

The supplier has hidden 10 tokens, each worth £5,000, inside 10 Lindt Gold Bunny Milk 100g chocolates. The promotion, which launched on 1 February, is running until 10 April, while stocks last.

The supplier hopes the chance to �ind a token will drive sales of the Lindt Gold Bunny, which is a signature Easter gift.

The winning tokens can only be found in plain foil Lindt bunnies. For more information and terms & conditions, visit lindt.co.uk/ shop/seasonal/share-thehoppiness.

“The share bags, Candy Cup and Giant Cables will be joined by more exciting

product drops, which we can’t wait to share with customers and retailers.”

Win £2,000 through McCoy’s campaign

KP SNACKS is following up the launch of its McCoy’s Epic Eats range with a competition offering retailers the chance to win one of six £2,000 cash prizes.

The ‘Fund your own epic adventure’ competition launched on 20 February and will run for eight weeks. Retailers will automatically be entered into the prize draw when they buy two cases of McCoy’s Epic Eats.

As part of the competition, there are also 1,100 scratchcards with prizes up for grabs in the form of £20 vouchers or a free case of stock.

Leanne Parkes, shopper

Go Ahead launches Wholistic bar range

PLADIS UK&I is expanding its Go Ahead healthier snacking brand with the launch of the Wholistic bar range.

Launching in Peanut, Dark Chocolate & Sea Salt and Almond & Raspberry varieties, Wholistic is aimed at boosting the healthier snacking category’s relevance among younger shoppers.

Peanut, Dark Chocolate & Sea Salt provides digestive support and is high in chicory root �ibre, according

sponsored

Win £5,000 to spend on your store

WALKERS is offering four retailers the opportunity to win £5,000 each to spend on their store.

To be in with a chance of winning, retailers need to purchase two cases of 15x70g Walkers £1.25 price-marked packs (PMP) in Cheese & Onion, Ready Salted or Salt & Vinegar from Total Wholesale, Bestway, Unitas, Spar, Booker or Nisa. They must then text ‘WALKERS’, their full name, business name and postcode to 85100 to win by 3 March 2023.

Currently, sharing PMPs account for 49.1% of crisps and snacks value sales, according to Nielsen �igures.

For full terms and conditions, please visit prizeology.com/walkers

to the supplier, while Almond & Raspberry boosts immunity support with vitamins, added zinc and iron.

The range will be available throughvconvenience and wholesale in the coming months at an RRP of £1.69£1.95 per bar.

marketing manager, C&I at KP Snacks, said: “As a popular and much-loved brand delivering innovation to the category, McCoy’s Epic Eats is perfectly positioned to boost sales for retailers.”

McVitie’s launches BN Mini Rolls

PLADIS UK&I has expanded its McVitie’s BN brand with the launch of a Mini Rolls cake format.

Each individual roll contains 100 calories.

The launch comes as the ambient cake category is worth £1.25bn and is growing by 9%.

The supplier is supporting the launch with in-store and digital advertising this month, with further marketing activity planned for later this year.

McVitie’s BN Mini Rolls are available in Raspberry and Chocolate varieties, in packs of �ive, at an RRP of £1. Each variety consists of a vanilla sponge �illed with �lavoured cream and covered in McVitie’s milk chocolate.

this year.

Win Reading Festival tickets with Wrigley

MARS Wrigley has launched a competition for Extra gum, offering consumers the chance to win tickets to Reading Festival.

To enter, shoppers need to scan a QR code on participating packs and enter the last four digits of the pack barcode. The competition runs until midnight on 26 March.

Hannah Lee, senior brand manager at Wrigley’s Extra,

said: “Our research shows that when out of home and chewing gum, 42% of consumers are working, studying or emailing, followed by listening to a podcast or music (22%).

“Up to 98% of students say music plays a great role in their overall happiness, and 70% say going to live music events is part of their mental wellness plan.”

Additionally, Pladis’ relaunched BN Biscuits were the biggest children’s biscuit launch of last year, driving 27% growth in the segment.

First ‘playable TV advert’ from Stella

STELLA Artois is entering the world of gaming with the launch of what it calls the world’s �irst “playable TV advert”.

The beer brand has brought mod packs of its un�iltered lager and the European village from its ‘Beer, au naturel’ TV advert to popular game The Sims, created by gaming enthusiast Devon Bumpkin.

Players can download the packs to use them in the game. The bespoke world and beer packs are available from game modi�ications site CurseForge. Downloads include a Stella Artois Un�iltered Chalice, Stella Artois Un�iltered bottle and branded beer tap, and a selection of characters modelled on those who appear in the TV ad.

1

IFE RETURNS FOR 2023

PHILIPPA CHRISTER, event director at IFE, International Food & Drink Event, explains more about the event, which returns to ExCeL London on 20-22 March 2023. Retail Express finds out why independent retailers should attend

WHY ATTEND?

RETAILERS attending IFE, International Food & Drink Event 2023, can meet with more than 1,500 suppliers from the UK and around the world, representing the latest innovations and product launches in food and drink.

The new dedicated Sustainability Stage, sponsored by Elopak, has a full day of content curated by the Food & Drink Federation, like issues with ESG. The Trends & Innovation platform will also host sessions on topics including consumer psychology and

FIVE TIPS TO SUCCESS

Check out suppliers at IFE, International Food & Drink Event 2023, in advance. Our website features the full list of exhibitors on offer in addition to information about their latest products and product attributes.

2

View our seminar programme. Plan your visit to the show around the content sessions you’re most eager to attend across our two stages.

3

Book into the Certification Clinic. If you want to meet with organisations to discuss food and drink accreditation, it’s possible to pre-book these meetings to secure your spot.

WHAT’S NEW FOR 2023?

buying behaviours, upcoming flavour trends, allergen management and more.

IFE works with several show partners, including the Department for International Trade, The ACS and the Federation of Wholesale Distributors, to create new product sourcing and networking opportunities. Growing show sections dedicated to categories, such as vegan and plant-based, and innovations in frozen, make the show a must-attend for sourcing quality food and drink.

IFE, International Food & Drink Event 2023, is packed with new features designed to streamline food and drink product sourcing for attendees to expand their offering and discover something new.

The New Product Tasting Theatre will give buyers the opportunity to sample food from up-and-coming food and drink brands and hear from their founders in speed pitching sessions.

Longer Distributor Discovery Hours will see leading distributors show a wide range of

TOP THREE BESTSELLERS

the products they offer, with guest chefs demonstrating their quality and versatility in several dishes.

In the Certification Clinic, several organisations and accreditation providers will be on hand to answer questions regarding certifications including The Vegan Trademark, RSPCA Assured and BRCGS. The Startup Market is where retailers can meet with young businesses, which have been trading for less than two years, representing some of the new brands in food and drink.

4

If you’re interested in discovering existing products from up-and-coming brands when attending the event, head to the Startup Market.

Prodolce

RRP: £48 (case of two bottles)

A bubbly wine aimed to appeal to ‘the bold new generation’ while honouring the history and tradition behind high-quality Italian wine.

Aisling Tuck has perfected Ireland’s first plant-based cookie dough, which is made using sustainable Irish ingredients. A 300g roll is £4.99.

Denhay Bacon

RRP: £3.50

The Bacon by Nature range has launched new smoked back and streaky varieties of its No Artificial Nitrite bacon, cured using only natural ingredients.

5Sample innovative dishes and hear pitches from exciting startup businesses at the New Product Tasting Theatre.

To find out more about IFE, International Food & Drink Event 2023, or to register for your complimentary trade ticket, visit ife.co.uk

Naked Bakes RRP: £4.99

RETAILER

COMING UP IN THE

FEBRUARY ISSUE OF RN

OPINION

OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Call Retail Express on 020 7689 3358 for the chance to be featured

SCOTLAND: Are you ready for DRS, despite industry concerns?

“WE still haven’t been told how much the machines are going to cost. A lot of retailers don’t have a clue what’s going on, and it’s February already. To prepare, I’m redesigning my foodto-go counter to ensure there’s no cross contamination from bottles.”

Ferhan Ashiq, Levenhall Village Store, Musselburgh, East Lothian

“WE still don’t know how long it will take until we get the deposit back. I’m concerned about the machine running costs, spillage from bottles and the emptying. The biggest headache is glass bottles – you can only get a sack half full or it’ll be too heavy. I’d like to see an aligned UK-wide system.”

Dennis Williams, Premier Broadway, Oxgangs, Edinburgh

MAGAZINES: What impact will DC Thomson’s title closures have?

“IT is a blow because the titles affected were good sellers and my range will be reduced. But it’s not as disastrous as losing some of the bigger sellers. I’ll keep focusing on my range and maximising my choice on popular topics like health and crafting.”

Mark Dudden, Albany Road News, Cardiff

“IT is a shame that there are more closures in the magazines category, and this will be a loss to stores’ profits. We will now have to make the money up elsewhere, and focus on recommending other titles for shoppers to buy as a substitute.”

David Lomas, Lomas News, Bury, Manchester

We’re doing about £600 to £800 a day

The

biggest headache is glass bottles

LOTTERY: How optimistic are you about Allwyn’s takeover next year?

“I’M hearing that Allwyn is looking to focus more on digital rather than physical shops. However, until Allwyn starts communicating their plans in more detail, and what their vision is, it is very much a wait and see situation.”

Anita Nye, Premier Eldred Drive Stores, Orpington, Kent

“WE haven’t received any information from Allwyn, or Camelot. I hope that Allwyn does things differently. But, we are still in the dark and it won’t be until there’s more information that we can know what things will look like.”

Serdar Akbay, Hoddesdon Food & Wine, Broxbourne, Herts

It will be a loss to stores’ profits

ENERGY: How regularly are customers redeeming their gov’t vouchers?

“WE’RE doing about £600 to £800 a day from about seven to eight customers. In the first and last week of each month we tend to get more customers when people receive them. They have a 90day expiry, so we’ve noticed that people hold onto them and use them all together.”

Muntazir Dipoti, Todmorden News, West Yorkshire

“WE have people come to do this regularly throughout the month. It seems as though most manage it around their pay day as the vouchers have a 90-day expiry on them. Customers are using them as a means of surviving.”

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

I hope that Allwyn does things differently

Managing the cost-of-living crisis

AFTER months of trying to absorb rising costs, it seems that everyone is now putting their prices up.

We’ve seen fresh items go up in price and I’ve just been informed by our fresh cakes supplier that their prices will be increased significantly in March. So far, they have been absorbing the costs themselves, but with the price of butter tripling over the past year or so, they’re now having to put prices up.

‘We are making a huge investment to battle energy costs’

WE are making an investment in new energy ef�icient fridge doors to try to cut costs further during the cost-of-living crisis. We are looking at replacing 21 metres-worth.

It’s going to cost us around

£100,000, and this includes all the new frames and installation fees.

This will require a full store closure. In the process, we will also replace the current motor and piping. Our refrigeration is

WIN £50-worth of Swizzels stock

approximately 60-65% of our electrical cost, which is currently £1,800 a month.

We carried out some careful calculations to �ind out what this investment will save us.

We will pay it back and make a return in four to �ive

years with the electricity savings. This is obviously taking into account that the equipment doesn’t need to work as hard in the winter.

Julian Taylor-Green, multi-site Spar retailer, Staffordshire

COMMUNITY RETAILER

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

And it is the same for us. We aim to absorb as much of the margin as possible, while also ensuring our business is sustainable. That doesn’t mean that every product needs to go up, though. We’re trying to raise prices where there is room to do it – so Branston Ravioli and Macaroni Cheese are increasing this week by 10p and 5p, respectively. We’ve never been a business that’s put an arbitrary margin in place – such as, we must make 40% on every product – so it’s about finding the opportunities to profit where we can.

A great example is Pot Noodles, which we had on a promotion of two-for-£1.50. My wife and I went into town and saw that Poundland had them on at £1 each, so we have decided to price match to their promotion instead. We stocked up while we could and this allowed us to keep Pot Noodles at £1 even after the promotion had ended. Independents have had some real advantages over the next few months. On the one hand, customers are shopping little and often. I overheard an older customer asking ‘what do we need to buy before our shopping is delivered later today?’. This gives us the opportunity to sell other items such as £1 handwash bottles, increasing basket spends. I’ve also heard customers talk about how Lidl and Aldi’s prices are going up, so they might as well shop locally and save time and transport costs at their convenience store. One thing that helps us compete is the fact that we have trolleys for customers to use. We were originally a bit wary of this idea when our regional development manager suggested it, but we started offering them for customers three Christmases ago and haven’t looked back.

If our customers want to pick up a larger format, for example – my team are trained to help them take their shopping to their cars. I used to work for Vodafone and know how important customer service is. All of my team is trained to remember our regulars’ first names, tell customers about new products or promotions and offer any assistance they might need.

In a cost-of-living crisis, great customer service doesn’t cost anything, but can be a point of difference that keeps the community coming back to their local store.

SWIZZELS has partnered with Retail Express to offer five retailers the chance to win an assortment of its popular price-marked pack (PMP) hanging bag range, worth more than £50 RRP, to celebrate its big night in campaign. The campaign, which focuses on PMPs such as Luscious Lollies and Refresher Choos, will be supported by in-depot PoS, social media and digital activity.

TO ENTER

Fill in your details at: betterRetailing.com/competitions

This competition closes on 21 March Editor’s decision is final.

“I’VE been putting 1,000 loaves of bread outside my shop every week since the pandemic. It all started when a customer said they were struggling to feed their children, and I wanted to play my part in ensuring no child ever goes without. Each morning, I make sure there are 1,000 loaves outside, and everyone knows they are free to take. I personally go to cash and carries to pick up the stock. I’ve had a fantastic response from my local community, who tell me how it helps them.”

‘I give out 1,000 loaves of bread’

Sheraz Awan, Premier Westerhope Convenience Store, Newcastle upon Tyne

OF THE WEEK

WHY THE BIG NIGHT IN IS STILL A BIG DEAL

The big night in remains popular with shoppers, especially as people tighten their belts. JASPER HART finds out more

STAYING IN IS STAYING AROUND

DESPITE a year free from Covid-19 restrictions, the appetite for the big night in, acquired during times of lockdown, remains healthy.

Its staying power has been helped in no small part by the collective cost pressures affecting the vast majority of UK shoppers, as well as other disruptions including seasonal Covid-19 spikes and recurring industrial action which continues to stifle many people’s travel plans.

According to market

intelligence firm The Oxford Partnership, the average pub saw a rise of 1.4% in sales over Christmas Eve, Christmas Day, Boxing Day, New Year’s Eve and New Year’s Day.

However, this was down by 13.9% compared to prepandemic levels, with citycentre pubs suffering the most. “It’s worth noting that the UK is sensibly planning for tough times ahead. Consumer confidence in the UK is currently at a record low, even lower than the 2008 global

financial crisis,” says Calli O’Brien, head of marketing at Aston Manor.

“This paints a grim picture of the UK public’s mood and, as a result, decision making around expenditure is being heavily impacted.”

The time of year is also a crucial factor. As we emerge from the Christmas period, a cold January makes many people think of hunkering down and waiting for brighter days and bigger bank balances.

Conversely, in the eyes of

Spar Sleaford retailer Rachael Hockmeyer, such times are an opportunity. “We noticed on the first pay day in January that the big night in had taken off again,” she says. “Historically, when we go in a recession, convenience stores do well because people stop going out as much. Everybody seems to trade down – if they usually go to a restaurant, they have a takeaway. If they usually have a takeaway, they buy something from a convenience store.”

70%

KEY OCCASIONS

CATEGORY ADVICE BIG NIGHT IN

RETAILER VIEW

Susan Connolly, Spar Pewsey, Pewsey, Wiltshire

“THE big night in is still huge. When we have 10-packs of beer on promotion for £10, that’s two or three pints at the pub, if you’re lucky. And when shoppers buy those, they also buy crisps and snacks together. You can tell how many people are staying in as you go past the pubs on a weekend night, as they’re really quiet.

“I don’t offer linked deals as Spar don’t and they would be too time consuming, we just stick to promotions across each section. You can also tie it in to seasonal events – we just did well with sauces and sachets for Chinese New Year.

“Sales of Cook ready meals have gone through the roof, but people are trading up. We still sell F’real at £3.75 a cup in the midst of winter. There are people out there struggling, but I think working/middle-class people have more money because they’re not being careful with it and watching the price of everything.”

Having a night in

This might be alone or a meal as a couple, a chance to wind down at the end of the day or spend quality time with a someone, generally involving food. This is an opportunity to highlight four-packs along with mealfor-tonight solutions.

The regular/everyday drink

As before, this could be relaxing at home alone or with a partner or spouse, but more habitual, rather than a special event. This is a key occasion for alcohol-free, where shoppers are looking for a drink to unwind with nightly, but wanting to moderate midweek.

A planned social occasion or barbecue

This relates to a bigger gathering at someone’s home, a more upbeat get-together with friends on a weekend. To cater for a bigger group, larger multipack formats are ideal for this occasion, maybe linked to sharing style snacks.

Being in a party mood

This can simply be drinks before going out or a party at home with friends and family – the emphasis here is on fun. Where a four-pack is the perfect accompaniment to pre-drinks, larger multipack formats are best placed for larger parties.

A VARIETY OF NIGHTS IN

THE big night in can take on many forms depending on the time of the week or the number of people involved. According to research from General Mills under its brand HäagenDazs, 37% of convenience store shoppers would choose a night in over going to a pub, bar or restaurant to save money over the next six months, with one in three already hosting one at

least once a week.

“In my house, we have a games night and the family comes round,” says Susan Connolly, who runs three Spar stores in Wiltshire. “Before Covid-19, that wouldn’t have happened. We have nibbles, pizzas, alcoholic and non-alcoholic drinks.” For retailers running promotions for bignight-in shoppers, it’s worth

thinking about alternative products that suit post-lockdown missions.

“The key is for retailers to really understand how different drinkers are approaching the occasion and ensure they are offering their customers that breadth and depth of choice,” says Jo Taylorson, head of marketing at Kingsland Drinks. “Some con-

sumers will be looking for a premium wine to trade up to something special for a big night in, while others will be shopping for beers, pale ales and ciders – using the occasion to experiment with new brands and flavours. Shoppers will also be looking for new innovations, such as fun ready-to-drink cocktails and canned wines.”

Four key big night in occasions, according to Miriam Thompson, off-trade category marketing executive at BrewDog

THE VALUE OF A BIG NIGHT IN

AT the heart of the big night in’s appeal is its affordability, even when covering a large quantity of products. As Aslı Özen Turhan, chief marketing officer at Pladis UK & Ireland, says: “Good value is becoming an increasingly important purchase motivator – but this doesn’t just mean cheaper products. Typically, big-nightin shoppers are more likely to splash out a little on premium propositions – particu-

larly from heritage brands they trust.” Retailers shouldn’t forget that customers are looking for value, but also that a big night in gives them the opportunity to splash out.

Hockmeyer says promotions of branded beers are a “perfect storm”, and hasn’t seen the typical lull in sales of treat goods and alcohol that January usually brings. “We were up 30% in January on the previous year,” she says. “Our beer

stacks have been going down more since Christmas than before Christmas, we have some really good deals on sharing bags of Doritos and £1 bags of own-label crisps have been going well.”

“It’s a treat night, and we’re adapting our ranges in response,” says Connolly. “We used to have good, better, best and now we’re cutting the better, so it’s almost value or premium. I don’t see the cost-of-

living crisis in my stores, I just think people aren’t going out. The money they would spend on going out is coming in store, they’ve swapped spending.”

Stocking value and premium lines can benefit the same customers, depending on the time of month, Connolly adds. “If people have just got paid, they buy Smirnoff vodka – as the month goes on, they go to Spar brand. It’s about having the right range,” she says.

KEY CATEGORIES

Key big night in growth categories

Craft beer

Craft beer features heavily in big-night-in shops, and four-packs have a 47.4% share of the multipack market. They are particularly important if shoppers are tight on funds, says BrewDog’s Miriam Thompson. “If a shopper is trying to reduce their basket spend and only has, say, £10 left in their budget, a larger multipack that exceeds £10 could be regarded as a big-ticket item they can’t afford. So, alternatively they will stay loyal to the brand, but trade down to a smaller pack for a night in.”

Bakery

“Sales of part-baked breads soared during the lockdowns as people looked to elevate their mealtimes into something special,” says Danielle Dransfield, brand director for Paul Hollywood at St Pierre Group. “Since restrictions lifted, sales of part-baked bread have declined slightly by 10% over the past year, but are back in value growth in the past four weeks.”

Snacks

Crisps and snacks are continuing to grow yearly, with sharing bags up by 16.1% and brands an important piece of the puzzle.

Cooking

Scratch cooking has retained its importance postlockdown, says Courtney Lewis, customer director for independent convenience & wholesale at Premier Foods. “Around half of all home cooks are expected to be cooking from scratch more often now than in 2019 and are making smarter swaps in order to reduce luxuries and additional spending,” says Lewis. This is where retailers have the opportunity to stock accompaniments and cooking sauces, making room for seasonal varieties such as Chinese New Year.

Ice cream

According to Jose Alves, head of Häagen-Dazs UK at General Mills UK, luxury ice cream is the fourth-most impulsive convenience category. Although it is primarily associated with summer, some formats drive sales year round, such as pint tubs and mini cups.

WHAT’S NEW IN WINE AND SPIRITS?

Wine and spirits continues to be a robust category, but what are the key focus areas?

JOANNA TILLEY finds

out

WHAT’S PERFORMING WELL IN WINE?

“WINES and spirits are among the fastest-growing categories within convenience stores, and still wine is currently worth £1.3bn within the traditional convenience channel,” says Tom Smith, marketing director Europe at Accolade Wines.

“The biggest volume of wine sales within convenience stores remains the core price range of £6-£8, and these should be at the heart of any retailer’s wine category.”

Rather than seeing a reduction in premium purchases or

an increase in budget buys, both Bev Rodrigo, owner of Premier Woolwell in Plymouth, and Melanie Ferrers, from East Budleigh Community Shop in Devon, say total category sales have remained strong, with mid-range wines performing best.

Ferrers says white wine has been outselling red wine, despite the time of year, while Rodrigo says I Heart Wine is performing well with her customers.

Meanwhile, Vasanti Jesani,

of Cellar 57 in Atherton, Greater Manchester, has noted strong sales from the 19 Crimes wine range. Jesani has been boosting sales by encouraging customers to download an app that tells an interactive story about the criminal on each bottle.

“The app is called Living Wine, and people have started to collect the bottles,” says Jesani. “It is important to keep customers informed about any unique selling points a product has.”

INVESTING IN SPIRITS

“PEOPLE may be looking to spend less but better in the new year, so it’s important to provide customers with affordable, yet high-quality drinks options,” says Lauren Priestley, head of category development off-trade at Diageo.

Priestley also recommends stocking a range of spirits at different prices to cater for a wider customer demographic. This gives customers the choice to trade up or seek value depending on their budget. It also offers the opportunity for retailers to drive repeat purchases.

But what should stores focus on? “Gin is an extremely versatile liquid and forms the base of many popular serves that are synonymous with occasions that take place all year round,” says Priestley.

“The recent raft of innovation from the category also provides an opportunity for retailers to offer a good range of products, which can excite people and encourage exploration of a range.”

Priestley recommends leveraging popular brands, such as Gordon’s, to encourage customers into the category.

Rum, meanwhile, has had growth of 38.4% in the UK offtrade since 2019, according to Campari Group UK’s marketing director, Sandra Brunet.

“Retailers should capitalise on this opportunity in the spirits category by stocking a range of rums,” says Brunet.

“With almost one in four consumers drinking rum in cocktails, this spirit increasingly presents a growth area for retailers.”

Flavoured vodka can help retailers meet the demand for cocktails, too, as well as cater to customers looking to expand

their repertoire.

“Flavoured vodka is experiencing the fastest growth within the vodka category,” says Priestley.

“Smirnoff makes up 39% of total vodka sales, with new varieties including Smirnoff Raspberry Crush, Smirnoff Mango & Passionfruit Twist. Both of which offer consumers the option to create simple, but effective twists on classic serves.”

top Tips Merchandising

Promotions and price-marked packs (PMP) are two ways retailers are successfully driving wine and spirits sales.

It is unsurprising that cost is on people’s minds at the moment, and Brunet says 38% of consumers are becoming more observant of pricing and sticking to an allocated budget, and 34% of shoppers look to buy more products on a promotional offer.

Ferrers doesn’t stock premium products due to low demand and is unable to compete with the multiples on price. “We buy quite a lot of PMPs as they sell much better than plain packs,” says Ferrers. “Our premium items just sat on the shelf and the only reason we will bring it in is if a customer asks for something in particular. However, it is very rare that customers request these kinds of products.”

Rodrigo believes it is vital retailers make sure they have promotional barkers visible and in the right place. She adds: “Booker offers a lot of good promotions across a selection of wines.”

Make sure wine and spirits are merchandised and presented properly with the correct labels. How you display your alcohol is extremely important, as well as the prices you can offer. It will help customers know what to select and make sure staff are clued up on your range to make recommendations, too.

CAPITALISING ON THE SEASONAL OPPORTUNITY

“LONGER days, warmer weather and bank holidays all contribute to an increase in demand for alcohol during spring and summer,” says Andy Braithwaite, managing director of Ellers Farm Distillery.

He adds that with the late Queen’s Platinum Jubilee resulting in shoppers splashing out an extra £87m in retail outlets, retailers should be fully stocked and prepared for the King’s Coronation on 6 May. It’s important to remember the ex-

tra bank holiday date of 8 May, meaning many consumers will be celebrating all weekend. June, July and August will also be the top-selling months.

“As long as the weather is good, more people will be buying drinks on the way home to drink in the sun,” Rodrigo says. “That’s why it is vital to offer a range of chilled white wine and rosé options to attract these customers.”

Customers also tend to experiment with cocktails as

the weather heats up, bringing an opportunity to boost spirits sales.

“The versatility of vodka lends itself to summer drinking culture particularly well, with many popular season cocktails such as cosmopolitans, martinis and the classic ‘Sex on the Beach’ all being traditionally vodka-based,” says Braithwaite.

“Fresher and fruitier flavours, such as strawberry, raspberry and elderflower,

usually experience a rise in demand. As a result, liqueurs also tend to perform well.”

However, Jesani has been witnessing a return to original varieties, over flavoured gins and other spirits.

“This year we didn’t have much of an uplift on the flavoured spirits, and although there were a lot of limited-editions coming out, they haven’t sold that well, either – people have been cutting back on these extensively,” she says.

THE CHALLENGES RETAILERS ARE FACING

THE wines and spirits category is no stranger to product launches, but Jesani says it’s a challenge for her and other retailers to stay informed and they sometimes miss the initial hype.

“It’s frustrating when you see wines and spirits in multiples, but they aren’t available to us,” she says.

“We get a lot of support from other reps, but we need more reps for alcohol, as this would work in everyone’s favour if we were more educated.”

Jesani also struggles to compete with multiples on price.

“Our overheads are completely different,” she says. “We haven’t competed with them for a long time. We stand out for the service we provide.”

Independent retailers not only thrive on service, but offering the convenience that not all multiples can compete on. Similarly, if customers are buying for a night in or a lastminute gathering, an independent convenience store will likely be the first stop.

Retailers can also boost spend through linked purchases, especially if the mission is for a night in. Retailers often

say they merchandise crisps, snacks and confectionery near their alcohol categories to improve ease of shopping and boost impulse buys.

Similarly, review your layout and ask yourself: How easy is it for my customers to buy a mixer or ice for their spirits?

Use your sales data to determine the success of any changes you make to see if it’s had a positive impact on your sales.

Diageo’s Lauren Priestley says consumers tend to gravitate towards brands they know and trust. “They rely on known brands for taste assurance,”

SUPPLIER VIEW

she says. “We can continue to expect this trend of customers purchasing popular, wellknown brands.”

Similarly, Jesani says the key is knowing your customers and being confident when recommending products.

“A good retailer knows what their regular customers like to drink and can easily suggest a new or similar product they might like,” she says.

“This is a level of communication with customers that supermarkets can’t have. It’s these little things that people notice.”

Top products

Smirnoff Cherry Drop

The latest flavour from Diageo contains 37.5% ABV and is available to retailers now, following an exclusive launch in Asda last year. Mark Jarman, head of Smirnoff GB at Diageo, says of the launch: “We know that cherry is a trending flavour and the popularity of vodka is increasing, so this launch further establishes Smirnoff’s position as a leader in the category and taps into key trends.”

Absolut Vodka’s limited-edition bottle

Pernod Ricard UK has launched its latest limitededition bottle of Absolut Vodka. The bottle is made from 50% recycled glass and features a woven fabric design that serves as a visual representation of the brand’s attributes of creativity, culture and community. It is available in a 60cl bottle at an RRP of £12.

Dutch Barn Orchard Vodka

The premium vodka is tasted every 20 minutes, according to owner Ellers Farm Distillery. It is balanced with a touch of potato spirit until it develops into a clear vodka at 40% ABV.

Vino Societa

Accolade Wine’s latest innovation, Vino Societa, is available in three varieties: Sauvignon Blanc and Rosato, and will be followed by a Malbec. “We expect to see growth in wine on tap (bag in box) options in 2023, driven by the combination of increased at-home demand,” says Accolade Wines’ Tom Smith.

Andy Braithwaite, managing director, Ellers Farm Distillery

“FAR greater scrutiny is being placed on purchasing decisions, which has forced shoppers to think more about which brands allow them to connect with their own values, through the goods on offer. The most important learning that retailers can take forward is ensuring their customers believe they are getting value for money. Considerations such as locality, ingredients, the distilling process and sustainability now carry increasing weight and heavily influence purchasing decisions. As such, we strongly suggest that retailers stock brands that capitalise on these trends to maximise their sales potential.”

CAPITALISE ON FRESH & CHILLED

RETAILER VIEW

A FRESH AND CHILLED OVERVIEW

FRESH and chilled should be a core focus for independent retailers, contributing a quarter of the channel’s grocery revenue.

It’s bought by more than six in 10 customers, says Allison Wallentin, Saputo Dairy UK’s convenience category manager, spending 22% more per trip than those only buying ambient. But in today’s conditions, how can retailers get it right?

Observers expected the convenience sector to grow in 2022, with Covid-19 restric-

tions ending and people returning to workplaces. But the cost-of-living crisis has highlighted prices and margins.

Mintel’s 2022 Convenience Report confirms 26% of shoppers visit local stores once a week, with 42% buying food too go. C-store shoppers are younger, with almost a fifth buying from one category and driving footfall with daily visits. Fresh food purchasing skews to the more affluent, with more than one in three shoppers buying one or two

food-for-home items per visit. On-the-go shoppers are more affluent and younger, with over half buying one or two items.

Lumina’s November 2022 research says 63% of shoppers look for brands and 44% seek healthier products.

Meanwhile, our appetite for free-from and plant-based products continues to grow, something else for retailers to stay on top of.

But the biggest challenge is the economy. “Shoppers’ price sensitivity will continue

THE TRENDS DRIVING DEMAND

OVER a third of shoppers that IGD surveyed place importance on eating more fruit and vegetables for a healthier lifestyle, says Florette UK commercial and marketing director, Martin Purdy.

“Cheese prices are rising and consumers might choose to buy fewer units, but premiumisation can still drive sales growth,” says Heloise Le NorcyTrott, Lactalis UK & Ireland

group’s marketing director. Seriously Cheddar, Galloway and Leerdammer come in easyto-use formats for out-of-home lunches. Their take-home cheeses include Président Brie, Seriously Spreadable, Galbani Mozzarella, and Galbani Parmiggiano and Président Camembert.

Fresh and chilled dairy supplier Saputo Dairy UK’s products include Cathedral City

cheese, Clover and Utterly Butterly spreads and Country Life butter. With more cheese snacking taking place at home during the pandemic, healthier versions of favourite snacks are widely welcomed, says Bel UK’s spokesman, including portion controlled, plant-based and protein-rich formats. A 20g serving of Babybel Original, the numberone lunchbox cheese snack,

in 2023,” says Ross Davison, Kepak Food’s head of convenience. “Retailers stand to benefit by highlighting value in the chiller, and stocking on-pack promotions.”

Meanwhile, in Mintel‘s 2022 Consumer Snacking report, 32% said money concerns made them eat less healthily. Researcher Piers Butel says there “needs to be renewed focus on making the experience convenient and revamping food to go, while pleasing price-sensitive shoppers”.

Kam Nijjer, Budgens Meriden, Coventry

“FOR us, fresh and chilled is essential, and we give it a lot of space. Our focus is on fresh fruit and veg and dairy, and we sell several thousands of pounds a week. We do a lot of ready meals and bagged salads. Our fresh and chilled sales are a little bit down with the cost-of-living crisis, but as a retailer you do the best you can. When food’s close to date, we reduce it by half. I’d rather take that than throw it away.

“The way to make people trade up is to have stock available and promotions. We stock more PMPs now, so shoppers see they’re getting value for money. The margins are rubbish, but you need to weigh it up. Wholesalers don’t give much support. We try to get the best deals, but they’re non-existent. You’ve got to make the store more eye catching. We all want customers to spend more, that’s what it’s all about.”

contains 30% less fat than cheddar and 62 calories, which is within Public Health England’s recommended children’s snacks calorie cap.

For healthier fruit snacking, GoGo squeeZ, Bel UK’s kids’ fruit and yoghurt snacks, are HFSS-compliant. Dole’s fruit in juice range, including Pineapple, Mandarin and Peach, contain zero added sugar, and fewer than 100 calories

per serving, appealing to the two-thirds of consumers wanting snacks under this level in Mintel’s Consumer Snacking UK 2022 report.

Chilled ready meals represent a third of total chilled convenience sales. Rustlers’ cost-of-living-friendly pricemarked packs (PMPs) include its bestselling Quarter Pounder, BBQ Rib, All Day Breakfast Sausage Muffin, Southern

Fried Chicken Sub and Twin Cheeseburger.

Don’t forget milkshakes. FrieslandCampina’s Yazoo is the traditional flavoured milk leader, with 36% volume share. Its premium offering Chocomel grew 39% in 2022, confirming premiumisation’s importance. Sharing packs represent a third of category sales, gaining share from single serves.

With more consumers shopping locally, and suppliers launching healthier and plant-based options, retailers of all sizes can use fresh and chilled to attract shoppers and keep them returning, writes CHARLES SMITH

MAKE ROOM FOR PLANT-BASED, VEGAN AND VEGETARIAN

THE plant-based market is now worth £747m, says IRI, and growing steadily, while freefrom is worth £147m. The number of vegans and vegetarians is growing steadily – last month, someone signed up to Veganuary every 2.4 seconds.

Kerry Dairy Consumer Foods’

Pure dairy-free spreads and grated plant-based cheese alternatives include Sunflower

Dairy-Free Spread, Pure Olive Dairy-Free Spread, Pure Buttery Taste Dairy-Free Spread, as well as Britain’s fastest-selling plant-based spread, Pure Plant Based Grated and Pure Plant Based Slices.

Saputo Dairy UK’s Vitalite dairy-free spread is in its third decade, and its Cathedral City Plant Based cheese alternative launched last year. With

Top Tips

How to freshen sales

Dedicate space to bestselling flavours and launches from reliable brands

This makes shoppers more likely to try new varieties and formats from names they know, love and trust. They help keep your offering different, and consumers trust their reputations when trying something new.

Stock a core range of bestsellers and household names

The top lines contribute a disproportionately high percentage of category sales.

Offer breadth over depth of range

Include products from each subsegment to satisfy a broad array of consumer needs. In cheese, this means block, sliced and grated, recipe, speciality and snacking. In butters and spreads, complement block and spreadable butters with top-performing spreads and dairy free.

Showcase value credentials

In the current economic climate, shoppers are under pressure and many will be looking to budget when shopping. Make value-for-money deals clear and consider PMPs or promotions on top brands to drive sales and show the value you’re offering.

Promote dairy free and plant-based alternatives

Displaying these alongside their regular counterparts gives shoppers clear information on the range available. Make plant-based easy to shop, with advice on food swaps and recipes.

fewer people consuming meat, more attention is being given to cheeses that are meant to be eaten hot, and products such as Président Brie Bakes and Seriously Crispy Melts are cashing in on this.

Bel UK’s Babybel Plus, the brand’s first ‘functional’ product, comes in Babybel Plus Vitamins and Babybel Plus Live Cultures. Bel UK has also launched

a vegan-friendly alternative cheese snack, Babybel PlantBased, for kids’ lunchboxes. In premium soft drinks FrieslandCampina’s Chocomel is launching a plant-based variety in April, in a 1l tetra pack. Its cashew nut/pea milk formulation is said to match the original’s flavour, scoring 93% positive feedback in advance taste tests.

RETAILER VIEW

Pratik Patel, Jay’s Crofton Park, south-east London

“WE’RE a 2,800sq ft store with 15 fridges, providing a wide selection. Fresh and chilled is very important for us, it gives customers a choice. Shoppers come in for daily purchases in chilled food and meals. They come in for one thing, and buy two others. Our core lines are chilled milk products, standard bread and dairy products. We have a good range of fruit and veg, with bagged salads and vegetables.

“We’re Hindu vegetarians and we’ve focused a lot on plant-based and vegan over the years, so we’re known for it, and we welcome the trend to this kind of food. When the main manufacturers join the bandwagon, it’s good for customers, because we can sell at a lower price. We’ve always had a reduction trolley, and we drop prices the day before, so there’s no waste. We try to offer an alternative, with high- and lower-price items. People are clued up now, and know what they’re paying for. Some are more prepared to pay more, but know what they’re getting. It’s about education – when it’s labelled organic, they know it’s better quality.

“We highlight what we’re doing on social media and say when suppliers are doing tastings. We’re active, but try not to overdo it. You need to offer something different from the minimum choice in the big four grocers’ c-stores.”

Allison Wallentin, convenience category manager, Saputo Dairy UK

The National Living wage increase in 2023 and low unemployment rates are causing difficulties for store owners in finding, training and retaining strong teams. This edition of The Retail Success Handbook examines recruitment strategies in a competitive job market, maximising efficiencies and retaining employees. We also explore ways to improve employee skills and loyalty, while maintaining profitability, including:

Best practice for recruiting and onboarding staff

Creating value through staff incentives and staff welfare

Exploring effective options to train and boost productivity

Smarter ways to promote products and interact with customers more effectively

Supplier websites, tools and services that can be used for training staff and improving customer service – and how to use them effectively

GET STAFFING LEVELS RIGHT

1Conrad Davies, Spar Y Maes, Pwllheli,

“GETTING staf�ing levels right is a real challenge, but we will always have a minimum of three members of staff working – and that would be during the quieter times, after 6pm. Normally, we will have a lot more.

“This means we have two members of staff on the counter and one on the shop�loor. That minimum is important from a security point of view.

“It is dif�icult to get new staff of the right calibre, so we work hard to maintain the customer service levels that I expect. One thing I have started to do is to arrange deliveries for the evening. This allows us to replenish stock during a quieter period, in time for the morning. We have also had to make some dif�icult decisions. We have closed the store early a few times, including our from-scratch bakery, which was operating in our Pwllheli store until 18 months ago.”

“WE use the RotaCloud tool to organise our staf�ing hours. Our team download the app and request leave, swap shifts with other colleagues where needed, and it automatically keeps a record. Everything then goes to either me or my manager to approve, which helps us to keep track.

“I’m also able to adjust the tool to parameters we set around swapping shifts or requesting holidays.

“When our staff have arranged a shift swap, it reminds them an hour before their shift starts, so we don’t have any issues with people forgetting what hours they are doing.

“Prior to this, we were doing everything manually on spreadsheets or staff would leave notes on my desk asking to swap a shift or request holiday. Back then it would probably take twoto-three hours of my time each week. Now, it takes approximately 15 minutes.”

“IT can really help your business to employ more young people. The difference in wage between someone who is under 18 or above 25 is very signi�icant, which will only grow in importance as the National Minimum Wage increases in April.

“During the pandemic, there weren’t as many opportunities for young people in hospitality and other jobs they traditionally apply for.

“With so many changes to hourly wages coming in and the need to maintain a gap between wages, especially if they are of a higher level within the business, employing young people has made a signi�icant difference to our overhead costs.

“We’ve found younger people bring fresh ideas and new perspectives to the business. If you listen to them, implement their ideas and show them respect, they can become really valuable members of the team.”

In the next issue, the Retail Express team finds out which categories are selling well during the cost-ofliving crisis. If you have any problems you’d like us to explore, please email editorial@newtrade.co.uk

Whether it’s managing your rotas or not stretching overheads, the RETAIL EXPRESS team discovers how stores are getting staffing right in difficult circumstances

Gwynedd

Joe Williams, The Village Shop & Post Office (Spar), Hook Norton, Oxfordshire

Bay Bashir, Go Local Extra Belle Vue Convenience, Middlesbrough

How do retailers ensure they are getting the number of staff hours allocated correct for their stores?