Retail Express - 23 April 2024

LAUNCHES FOR NICHOLS BRANDS

Updates for Levi Roots, Slush Puppie Fizzie and Vimto products

23 APRIL-6 MAY 2024 STRICTLY FORTRADEUSERSONLY

A STEP IN THE RIGHT DIRECTION

• New criminal o ence for assaults on shop sta in England and Wales unveiled

• Retailers praise move, but say more police and quicker action needed to tackle shop the epidemic

ILLICIT TOBACCO

New data reveals 80% of smokers across the UK purchased illegal tobacco last year

POST OFFICE

£75m contract for replacing failed Horizon IT system revealed as PO puts out tender

STORE ADVICE

Three retailers share how they are nding new margin streams to help them stay ahead

BACK PAGE

But is it all too little, too late?

Retailers and the wider convenience sector have been calling for more to be done to protect them for years. It’s taken retailers having to face 600 incidents of the an hour for the government to nally open their eyes.

Prime minister Rishi Sunak announced a ra of measures as part of his crime-busting plan, all of which can be found on p3. To me, the strategy is right in clamping down on proli c o enders, but what it fails to address is the need to better protect retailers during an actual incident, or even prevent it.

Five years ago, Retail Express launched a campaign to help secure funding for store owners to invest in security measures, such as fog machines, improved CCTV, electronic shutters and bollards.

Since then, the shop crime epidemic has worsened, and funding like this couldn’t be more crucial in saving lives. In response, I wanted to take this opportunity to announce that Retail Express will be relaunching its campaign this year.

We recognise the need to ensure shop sta feel protected at work, and we are pledging today to do our best to help make that happen.

THE SHOP CRIME EPIDEMIC HAS WORSENED

The ve biggest stories this fortnight 01

80% of smokers purchased illegal tobacco last year

MEGAN HUMPHREY

EVERY region across the nation has seen an increase in the purchase of illegal tobacco over the past �ive years.

The Tobacco Manufacturers’ Association (TMA) unveiled its latest poll of 12,000 smokers last week, on their attitudes, awareness and understanding of illegal tobacco.

The results revealed that 80% of those surveyed bought illegal tobacco in the past year alone. Nearly three-quarters said they’ve seen an illegal 20-pack of cigarettes priced between £3-£6, compared to the average price of £15.26 for a legally priced pack.

Almost two-thirds claimed repeated hikes in tobacco taxes, coupled with cost-of-living pressures, have changed their

spending habits, up from 39% in 2022.

In response to tackle the issue, the government committed an additional £100m over �ive years, spread between HMRC, trading standards and border force. TMA director Rupert Lewis warned that if a phased generational ban becomes law, “there will be

profound and far-reaching repercussions for consumers, retailers, law enforcement agencies and communities”. He said: “It will push the UK tobacco market underground, and I urge the government to re�lect hard on the consequences of this policy decision and the lasting impact that it will have on the UK.”

The ght is far from over. You aren’t alone and we are standing with you. In the meantime, I want to hear from you. Give me a call on 07954 161101 to help us ensure our crime campaign meets your needs.

02

03

Tobacco & vapes ban Shell culls mags

MPS have voted in favour of

SHELL is to axe all magazines from its more than 350 sites, sparking concern for the future of the category in forecourts.

�irst wave of sites already having culled the category. A spokesperson for Shell con�irmed it was “in the process of removing magazines from locations that had them ranged”, but pledged there would be “no material change” to their newspaper ranges. News reporter Alice Brooker @alice_brooker 07597 588955

Specialist reporter Dia Stronach 020 7689 3375

04

One senior industry source con�irmed that publishers were told of the move at the beginning of April, with the

05 Nisa pro t drop

NISA has recorded an £8m drop in annual operating pro�it, attributing the decline to investment in pricing.

The fall from £21.2m to £13.2m was revealed in the 2023 �inancial results of its parent �irm, Co-op, earlier

this month, while revenue for Nisa remained �lat at £1.4bn in the same period.

It was also revealed Nisa had 1,400 symbol and wholesale partners in the year, including 527 new partners, up 475 on the previous year.

Cover image: Getty Images/clipartdotcom

For the full story, go to betterretailing.com and search ‘tobacco’

For the full story, go to betterretailing.com and search ‘Shell’

Retailers say latest crime crackdown ‘isn’t enough’

ALICE BROOKER

ASSAULTING a shop worker will be made a separate criminal offence in England and Wales, as part of a new strategy to crack down on rising crime, but retailers claim it “isn’t enough”.

Prime minister Rishi Sunak announced a series of measures last week, aimed at supporting retailers and their colleagues in the battle against violent crime and repeat offending.

“I am sending a message to those criminals – whether they are serious organised criminal gangs, repeat offenders or opportunistic thieves – who think they can get away with stealing from these local businesses or abusing shopworkers, enough is enough,” he said.

The retail sector was left frustrated earlier this year after the government voted against the introduction of a separate offence, but Sunak has since reversed the decision.

Under the Criminal Justice Bill, serial offenders will now be required to wear electronic tags to monitor their activities; a pilot of new community sentencing measures will be rolled out to tackle proli�ic shop theft offenders; and an investment of £55m will be made over the next four years in facial recognition technology to help identify and catch offenders.

Perpetrators could be

sent to prison for up to six months, receive an unlimited �ine and be banned from going back to the shop where they committed their crimes. Breaching an order will also be a criminal offence and carries a �ive-year maximum prison sentence.

Despite describing the news as “an important step forward”, ACS chief executive James Lowman stressed “it must be backed by a joined-up approach from local forces, police and crime commissioners and central government to ensure that when a crime is reported by a retailer, it is followed up properly and those responsible are taken out of the cycle of offending”.

express yourself the column where you can make your voice heard

“I STARTED out with 43 Google reviews of my store and now I’ve got 2,300. My target is to reach 3,000 by the end of the year. I set my sta targets to generate reviews every week. First they provide a great service, and then if the customer is happy, they ask them to give us a ve-star review, name checking them in the process. We have a sheet with our QR code on that customers can scan to leave a review.”

Dipesh Modha, Edgeware Road Post O ce, London

Independent retailers told Retail Express that although they support the move, the measures are “too little, too late”.

Amrit Singh Pahal, of H & Jodie’s Nisa Local in High Heath, Walsall, said: “It’s good news, but changing the law doesn’t mean police are going out and enforcing it more often. Until the police are actively cutting this down, it’s important not to get ahead of ourselves.”

Atul Sodha, owner of Londis Peverills in Uxbridge, Greater London, added: “The soundbite is ‘we’re getting tough on crime’ rather than what’s actually affecting us, which is shoplifting. They need to review the rule that

anyone charged with theft of items under £200 does not need to attend court – that’s the antisocial part we need to get rid of.”

Scotland introduced a standalone offence in August 2021. Speaking about the move, the Fed’s national president, Muntazir Dipoti, said: “We campaigned successfully in Scotland for the establishment of a standalone offence for those who abuse or use violence against retail workers.

“Shopworkers have to deal with physical and verbal threats on a near daily basis. This, along with unprecedented levels of shop theft, seriously affects the lives of ordinary, innocent

people who are simply doing their jobs.”

Coventry retailer Arif Ahmed stressed that the government needs to reassess its position, and instead look at helping small shops invest in better security to prevent attacks.

“Independent stores can’t afford to keep up with supermarkets and make investments,” he said. “We need to go one step further – we need high-tech equipment from the government, or we’ll be �inished.

“Many retailers need updated CCTV or body cameras. We know we’re being targeted, and the big retailers are �ine, because they can afford to protect themselves.”

How are you using Google to attract shoppers to your store?

“PUT your own signature on it. We advertised our Easter hours and we were really busy over that weekend because lots of shops were shut and people were looking for places to get things. We’re open every day including Christmas and we make sure to highlight that. We also state that we’re a LGTQ+ friendly shop and we got lots of compliments as people are worried about coming into a shop they haven’t been in before.”

Jay Javed, multi-site Nisa retailer, Scotland

Do you have an issue to discuss with other retailers? Call 020 7689 3357 or email

“GET involved. Get some pictures up that display a good range of products and then start listing any services that you o er, like Evri or Collect+. The more services you o er, the more attractive you become. There could be any number of stores in a given area, but people like to make their journeys more e cient and will do a Google search before they go. The way the technology is going, it’s something that everyone will use.”

Faisal Naseem, multi-site retailer, Arbroath, Angus

megan.humphrey@newtrade.co.uk

PASSPORTS: In-branch passport service fees at Post O ces (POs) will not change, despite the government con rming fee increases from 11 April. A spokesperson for PO con rmed: “In light of the government’s decision to increase passport application fees, PO is pleased to reassure customers that its PO check and send fee, which last increased in 2018, will remain unchanged.” This applies to both the paper and digital check and send services.

For the full story, go to betterretailing.com and search ‘passports’

THE BRITISH CORNER SHOP:

The online retailer has been saved from administration after a purchase from Magna Homes. This month, Magna Homes con rmed it had purchased the retailer through its UK Food Brokers subsidiary. The purchase will be supported by a new distribution centre in the north-east of England.

GOOD WEEK BAD WEEK

BOTTLE RETURNS: A government representative has described the current 2025 deposit return scheme (DRS) launch timeline as “unrealistic”. In March, environment secretary Steve Barclay said a 2027 launch was now “more likely”. Retailer views on the delay remain mixed. Squabbling between Holyrood and Westminster, combined with delays to progressing legislation by the Department for Environment and Rural A airs, has pushed back the expected start date.

CONFECTIONERY: Wholesaler Weekes of Merthyr has gone into liquidation after 170 years in business. The rm stocked impulse and soft drinks for retailers across South Wales. Companies House documents for the nancial year ending 31 December 2022, stated: “Further losses have been su ered during the nancial year.”

PO to replace Horizon system

ALEX YAU

THE Post Office (PO) has taken another step towards replacing its failed Horizon IT system.

The company put out a tender for the replacement of the system on 8 April, noting that it expects the contract to start on 15 August 2024.

Retail Express understands the winning bidder will be awarded £75m. In a formal

statement, confirming the news, PO said: “[We are] building the new system in house as part of [our] Strategic Platform Modernisation Programme.

“While PO is responsible for overall programme management, strategy and architecture, it has a requirement to engage with third parties to help create the necessary solution.

“The current framework for certain lots will be exhausted

during 2024, and a new provision for development and programme-related services needs to be established.

“The procurement, therefore, is designed to identify and appoint suitable partners to a small panel of providers of such services.”

Applicants will be required to sign non-disclosure agreements, with a deadline of 3 May set for submissions. The Horizon IT system was at the

centre of the biggest miscarriage of justice in the UK, after glitches resulted in thousands of innocent subpostmasters being prosecuted for shortfalls in their accounts. The system was developed by Japanese software company Fujitsu.

The Horizon inquiry is now underway, with senior PO staff members at the time under scrutiny, including former PO boss Paula Vennells, who was stripped of her CBE this year.

Jisp retail sales grow

RETAILERS using Jisp have earned almost £1.5m in 2024 so far, as retail sales are up 104% on the same period last year.

Latest figures from the loyalty rewards app provider revealed the number of UK shoppers using the service has grown by 167%, with Scan & Save savings also up 115% on the previous year. Managing director IIann Hepworth said more shoppers are seeking greater value and Scan & Save has had “significant growth due to its ability to help”.

president of global strategic initiatives Gary Winter said unlike other parcel lockers, Quadient has built-in label printers and dedicated space per carrier, simplifying returns for shoppers to less than 30 seconds.

The company said it is “marching steadily” towards its target of hitting 5,000 UK locker sites.

Pricing compliance

CONVENIENCE stores across Scotland have failed to improve pricing disparities, leading to mistrust from consumers.

A total of 417 convenience stores were visited as part of an investigation. Out of 20,579 products, 22.4% lacked price indications, with 11.6% of 5,997 products being incorrectly charged at the point of sale.

Chief executive of the Chartered Trading Standards Institute John Herriman said: “Price transparency and trust in measurement is crucial.”

AWAY DAYS NEVER LOOKED SO GOOD STOCK UP NOW

Booker gets new BrewDog beer

PRIYA KHAIRA

BREWDOG has extended its low-alcohol offering with the launch of Cold Beer (3.4% ABV).

The launch taps into the low-alcohol market as research indicates a growing consumer demand for low-ABV options particularly within the beer and cider segment.

Two in �ive (41%) consumers have chosen a low- or no-alcohol beer in the past 12 months, according to the latest Fentimans Market Report.

The new beer is available to independent retailers this month exclusively through Booker in 10x440ml multi-

packs at an RRP of £9. It is brewed in the Kölsch style, fermenting the beer with an ale yeast, but at a lower temperature suited for lagers. This process adds �lavour from the ale yeast to the beer, giving it a distinctive taste.

Lauren Carrol, chief

marketing of�icer, at BrewDog PLC, said: “As shoppers continue to monitor their alcohol consumption, we have identi�ied a need for a low-ABV beer.

“With consumers spending 18% more on FMCG items since 2021, it is no surprise

price is a key factor driving store choice and promotional spend is at its highest level for four years.

“Offering lower-ABV products that meet the government’s new duty level is just one way to deliver value back to shoppers.”

Weetabix kicks o £10m campaign

WEETABIX has launched a £10m campaign, spanning across TV, catch-up, digital, radio, social media and PR activations.

in Britain.

Say hola to new Peperami Tapas

PEPERAMI has expanded its meat snacking offering with the launch of its Tapas range.

The range, launched this month, comes in Chorizo and Salami varieties. Each variety is available in packs of six at an RRP of £2.

Peperami Tapas aims to tap into on-the-go snacking and adult snacking at-home occasions, along with growing consumer demand for high-protein snacks.

Head of Peperami brand marketing Emily Prince said: “Peperami’s new Tapas range brings the essence of Spanish charcuterie into the comfort of the home.

“Whether shoppers are looking for a mid-afternoon pick-me-up or just can’t wait

until dinner, Peperami Tapas is the snack they will keep coming back for.”

Rude Health’s fresh launch and look

RUDE Health has added a new granola variety to its range, containing pecans, wholegrains, sun�lower seeds and maple syrup. The Maple & Pecan variety (RRP £4) is now available to the independent channel via wholesalers including In�inity and Auguste Noel.

In addition to the new product, the brand has also refreshed its cereal range’s packaging.

The new look utilises strong visuals and brighter, bolder graphics. It aims to provide clearer visibility of the nutritional bene�its of the products and health claims.

All products across the Rude Health range are both organic and dairy-free.

The Organic Wild Berry Granola recipe has also been redeveloped to improve clusters, texture and appearance.

BURTS is introducing a new limited-edition �lavour of Spicy Barbecue hand-cooked potato chips to its range for summer.

The limited-edition artisan snack is available in 40g and 150g formats.

The new limited-edition Spicy Barbecue product is HFSS compliant, gluten-free, vegetarian and free from arti�icial �lavours. Its launch comes as research indicates that the �lavour is a popular choice among consumers.

The snack combines warm, spicy barbecue �lavours with honey. It aims to tap into the growing on-the-go snack occasion.

The Devon-based business uses local potato growers

RUBICON has launched a campaign, aimed at reinforcing the brand’s position as ‘the brand of summer’.

‘Release the sunshine’ includes a new TV advert, which is featuring across streaming services including Net�lix and Disney+.

The advert depicts one sip of the drink leading to a moment of joy, relating to the tagline that it is ‘Made of different stuff’.

It will be supported by outof-home activity, and digital and social media activations, set to reach 14 million consumers, more than �ive times.

‘Release the sunshine’ forms part of Rubicon’s ‘Made of different stuff’ master brand campaign and

‘The Weetabix Discovery’ advert features a ‘scienti�ic’ correlation between Britain’s recent sporting performances and Weetabix consumption rates. It concludes with the statement that the nation needs to have their Weetabix.

Head of brand at Weetabix Food Company Lorraine Rothwell said: “This multimillion-pound investment in our core brand aims to drive overall category growth as well as reminding our loyal shoppers why Weetabix is the way to get themselves ‘ahead of the day’.”

Burts limited-edition Spicy Barbecue

based in the south-west of England, such as Colwith Farm, Splattenridden Farm, New Rydon Farm, Hay Farm and Treleathick Farm.

The campaign includes the brand’s �irst-ever bespoke digital radio advertising to different locations

Cadbury Duos range expands with Starbar

MONDELEZ International has expanded its Cadbury Duos range with the launch of Cadbury Starbar Duo. Cadbury Starbar Duo combines peanuts, caramel and chocolate.

indicated that consumers are purchasing Cadbury Duos both for themselves and for sharing occasions.

The new addition aims to further tap into sharing and snack occasions.

According to Nielson data, the duos format is growing by 36% in the category, with Cadbury Duos outpacing this growth at almost 54%.

Research conducted by Mondelez International

Cadbury Starbar Duo (RRP 95p) is available now and its launch is being supported by in-store PoS and activations.

Further merchandising advice can be accessed via the brand’s Snack Display site.

Rubicon launches ads in time for summer

taps into consumer desire to discover different experiences, the supplier said.

The campaign will also be supported with in-store PoS and display units.

Yazoo’s new £6m marketing campaign

FRIESLANDCAMPINA’S new £6m marketing spend for Yazoo is its largest-ever out-ofhome advertising campaign.

The campaign shines a light on Yazoo’s new addition, the HFSS-compliant Thick N’ Creamy milkshake, which launched last September.

The TV advert is airing across channels including

ITV, ITV2, ITVBe, Sky Channels and Channel 4 until 1 July.

The campaign aims to attract a wider audience base to the brand. It is set to reach reach 93% of 16-to-54-yearolds in the UK.

Yazoo is currently the leader of the �lavoured milk market, with a 26.8% share.

WIN THE WEEKEND

Once again we’re helping retailers take some well-earned time off away from their stores

Last year, SBF GB&I launched Win The Weekend, a competition designed to help reward retailers with a precious commodity that can be hard to come by: time off.

The first Win The Weekend competition saw SBF GB&I help Lincolnshire retailers Tracy Raybould and Michael Saunders take two well-earned days off, presenting them with some money to help them pay for a spa weekend and enlisted expert retail support to help mind their store while they were away.

For the return of the campaign, we wanted to take Win The Weekend even further. Ten lucky winners won a £500 cash prize to help them reward themselves with days off, to spend time with their friends and family; and two of those 10 winners also got help from SBF GB&I retail experts and leading retailers to help give them peace of mind while they got the chance to unwind for two days.

One of those lucky winners was Sanjeevan Garcha, of Barnett Brothers in Corsham, Wiltshire.

SBF GB&I partnered with high-profile award-winning retailer Atul Sodha, who has more than 30 years’ experience in retailing and runs a Londis store in Harefield, Middlesex, to manage Sanjeevan’s store while she spent her prize money and took some well-earned time off to visit her grown-up children in London.

ANDY CLARK SBF GB&I ATUL SODHA SPECIAL GUEST RETAILER

We think we are aware of a lot of the things that retailers have to do, but when you actually jump into their shoes for the day, it is very different. Things like handling parcels, taking in deliveries and people paying their weekly newspaper bill. But at the same time, we've helped remerchandise shelves, and we've done some other jobs that Sanjeevan just doesn't get time to do. It’s great because you're helping somebody deliver, you're adding value to them and helping them just feel good about their store as well as helping them make more money.

SANJEEVAN GARCHA

BARNETT BROTHERS, CORSHAM, WILTSHIRE

What are you going to do with time off you’ve won as part of Win The Weekend?

With the time off I'm going to London to see my kids because I haven’t seen them for a long time - I don’t get to see them often because I'm tied up with the store. So. I'm going to stay with them for three nights, and we are going to spend some time together and go out for dinner. I'm going to spend the money like that, which we can't normally afford to do. It’s brilliant to have this opportunity.

Do you recognise that it’s important to take time off?

My kids are always telling me that I need to take time off, because I'm always stressed. I'm always switched on thinking that I need to do this or I need to do that in the shop. Living upstairs is totally wrong – we lock up then I’d like to go and switch off but I can’t because I’m so close to the shop. It’s important to be able to relax and do nothing and not think about anything as well

Why is Win The Weekend important for retailers?

Entering Win The Weekend is more than worth it. Not just the weekend off, but it's amazing to have a bit of money to spend on yourself as well – all without feeling guilty about it!

It’s hard to describe how delighted I was to be able to switch off for some time with my kids and not think about the store, knowing the SBF GB&I team had everything under control.

What do you think of big brands helping out retailers with campaigns like this?

SBF GB&I doing this is very good of them, and I think more companies should do this sort of thing to recognise what we retailers do. People don't realise how many hours we put into this, to provide a service to sell their brands. I know we are earning money from that, but we are putting too many hours in as well.

OF RETAILERS VALUE THE HEALTH OF THEIR BUSINESS OVER THEIR OWN PHYSICAL OR MENTAL HEALTH 78%

The reason I got involved with Win the Weekend is that I wanted to lead by example and do all I can to raise awareness of the mental health issues retailers may be going through. Taking some time out for yourself is always a good idea and we don't do it enough. We all want to give our best in this trade and sometimes that feels like you need to be physically in the store to be able to achieve that, but that's not always the case. The weekend in Sanjeevan’s store has been eye-opening. I’ve learned things about my own store and how I do things myself, and I’ve enjoyed meeting Sanjeevan’s customers and regular shoppers. They are all absolutely delighted that she has won two days off, and that shows the value that her local community has for her and her store.

Brand updates from Nichols

PRIYA KHAIRA

NICHOLS is rolling out a series of launches and developments across its soft drinks range, including Levi Roots, Slush Puppie Fizzie and Vimto.

The supplier has launched a new on-pack promotion for Vimto, running until the end of June. The ‘Love the Taste or Your Money Back’ campaign is available across selected products including its squash, carbonates and still ranges.

These products include its new carbonated subbrand, Vimto Discovery, across Mango & Dragonfruit and Passionfruit & Lychee varieties, and its new squash

variety, Blood Orange with a Citrus Twist.

The supplier hopes to drive more consumer engagement through the campaign, which is backed by a £3m investment including video-on-demand, outdoor, cinema, digital and social.

Additionally, Levi Roots Energy is launching in Caribbean Crush and Jamaican Sunset varieties, both available in price-marked packs with an RRP of £1.

Levi Roots has also unveiled a new pack design across its 500ml PET Caribbean Cush range and launched a 330ml can format, with a 75p RRP.

Moreover, the supplier has added a new Green

Apple �lavour to its Slush Puppie Fizzie range, which is now worth £2.5m in retail sales value after its launch last year.

Green Apple is available in a 500ml bottle (RRP £1) with a 2l bottle (RRP £1.50) set to launch later this year.

Go for gold with Old El Paso this summer

MEXICAN food brand Old El Paso has announced a new campaign as part of its continued partnership with Team GB as part of the 2024 Paris Olympic Games.

The campaign began with the brand’s largest marketing investment to date, and an on-pack promotion across its full portfolio.

The ‘Make Some Noise for your Home Team’ campaign offers customers a chance to win VIP tickets to the Olympic Games through scanning the QR code available on participating Old El Paso packs. The promo-

tion is running until June.

The accompanying advertising support features former Olympic champions, including Tom Dean, Jack Laugher and Emily Campbell. The campaign is being supported with digital and social media marketing.

Cadbury’s new 200th anniversary bar

CADBURY is continuing to mark its 200th anniversary with the launch of a limitededition 360g Dairy Milk bar with a vintage design in a nod to its heritage.

Featuring the slogan ‘Yours for 200 years’, the bar joins the seven collectable designs running across 200g and 95g bars that reference Dairy Milk bars from seven different years in the bar’s

history.

There is also still time for retailers to enter Mondelez International’s Great Retail Ideas Exchange competition on its Snack Display website. The competition offers a top cash prize of £5,000 for the retailer who has the best idea for retail success. There are also 10 runner-up prizes of £1,000 and a further 20 prizes of £500.

Two new Diet Coke ads inspired by fans

DIET Coke has launched two new adverts as part of its ‘Love What You Love, By You’ campaign.

The new adverts aim to celebrate ‘real people’s’ love of Diet Coke, following Diet Coke fans as they navigate their everyday lives and how they enjoy the drink.

They are inspired by reallife Diet Coke fan stories.

The �irst ad features a woman embrace her love of leopard print after drinking a Diet Coke, while the second sees three colleagues rally over a can of Diet Coke from the of�ice fridge.

Both adverts are currently live across TV, video-on-demand, out-of-home advertising, cinema and online platforms.

Barilla pasta heads back to UK screens

ITALIAN pasta brand Barilla has made a return to TV screens following a £1m media investment.

The new ‘The Recipe for Togetherness’ campaign is running across ITVX, Sky channels, Amazon, Channel 4 and YouTube. It is set to reach 25% of adults, making up to 12 million impressions.

According to Circana data,

the brand grew by 4.2% over the past year. The new advert aims to reinforce the brand’s place in the dry pasta category and raise brand awareness in the UK.

The 20- and 30-second adverts see a family sitting down together enjoying the pasta, ignoring digital distractions from mobile phones and TV screens.

Score more summer sales with Irn-Bru ‘Straight Outta Crumpton’ returns

IRN-BRU is launching a promotion this summer, offering customers a chance to win branded football merchandise.

Shoppers can access the promotion in convenience stores via £3 price-marked 330ml six-packs and 500ml £1 price-marked bottles of Irn-Bru and Irn-Bru Xtra, as well as Sugar Free varieties in Scotland.

The brand is supporting the promotion with a £2m marketing campaign, which runs across TV, outdoor and digital advertising.

Point-of-sale kits will be available for retailers to create standout in their stores.

The brand delivered 10% of incremental category volume during the World Cup and was the second-biggest national brand at the last Euros, according to Barr Soft Drinks commercial director Jonathan Kemp.

New no/low lager duo from Nirvana

NIRVANA Brewery has added a Traditional Bavarian Hefeweizen (0.3% ABV) and a Cloudy Lemon Lager (0.2% ABV) to its lager line-up.

The low- and no- alcohol brewer was inspired by radler beers for the Cloudy Lemon Lager launch, mixing its Helles variety with sparkling lemonade.

The Traditional Bavarian Hefeweizen variety is a cloudy wheat beer.

Both varieties are available in 500ml bottles, with an RRP of £4.

Independent retailers can stock the brand from LWC Drinks and InnExpress.

Nirvana founder and brand ambassador Becky Kean said: “This pair gives no/

low drinkers more choice in the UK’s biggest-selling style – light, super-refreshing lagers perfect for the warmer

lagers months.”

ASTON Manor Cider is giving one retailer the chance to win a Crumpton Oaks-branded chiller �illed with stock.

The supplier has launched the competition as it brings Crumpton Oaks back to screens with the return of its ‘Straight Outta Crumpton’ campaign.

To be in with a chance of winning, retailers need to purchase a qualifying case of Crumpton Oaks cider, including price-marked and plain packs and PET bottles, and upload a valid invoice to win-crumptonoaks.com before 30 June.

There are no limits on entries, with one invoice per

entry permitted.

TWC cider data indicates that value cider is growing 3% ahead of mainstream ciders, with Crumpton Oaks growing at a rate of 10.8%.

Get ‘The First Ahhh!’ with Heineken

HEINEKEN has released a global campaign, ‘The First Ahhh!’.

The global integrated campaign aims to capture the ‘�irst sip’ feeling from drinking the beer.

It features its ‘Master Brewer’, Willem van Waesberghe, measuring surfaces of bars and tables with ‘The Beer Level’ to guarantee precise pint presentation.

The 63-second advert is running this year and next year, supported by a series of out-of-home and social activations.

Nabil Nasser, global head, Heineken brand, said: “As a brand rooted in more than 150 years of brewing heritage, ‘The First Ahhh!’ embodies that feeling at the end of the day when you can grab a beer with a group of friends.”

‘Drink Beer. Win Cash’ with BrewDog

BREWDOG is offering shoppers the chance to win up to £10,000 through its ‘Drink Beer. Win Cash’ promotion, running until June.

The promotion is available in the off-trade across fourpacks of Punk IPA and Hazy Jane, as well as mixed eightand 12-packs, and mixed alcohol-free eight-packs. There are 22 cash prizes on offer, including sums of £500,

Pladis sets strategy to grow Godiva brand

£1,000, £2,000, £5,000 and £10,000.

Winning cans will have the prize value stickered on with instructions on how to claim it before 30 August.

Lauren Carroll, chief marketing of�icer at BrewDog, said: “As the leading craft beer supplier, we have a devoted fanbase and we want to reward our shoppers for their continued loyalty.”

PLADIS has con�irmed the integration of the Godiva chocolate brand into its portfolio, to sit alongside brands including McVitie’s, Carr’s, Jacob’s, Ülker and BN.

To support the move, which began in 2023, the supplier has appointed former Nike, The North Face and Sephora executive Steve Lesnard as president of Godiva from 1 May 2024.

According to Pladis, Lesnard will “grow and sustain Godiva’s position and expertise in the premium chocolate category, leveraging ongoing support from Pladis to take Godiva and its legendary chocolate to new heights”.

Commenting on his appointment, Lesnard said: “I’m

energised by the opportunities Godiva has to continue bene�iting from Pladis’ industry-leading insights, extensive retail customer relationships, innovative R&D, and highly focused, pro�itable growth strategy.”

STG to launch XQS pouches

PRIYA KHAIRA

SCANDINAVIAN Tobacco

Group UK (STG) is entering the next-generation nicotine category in the UK with the launch of XQS nicotine pouches.

The Swedish pouches will be made available to UK retailers from May onwards, in packs of 20, with a RRP of £5.50.

XQS is launching in four varieties: Tropical, Blueberry Mint, Cool Ice and Arctic Freeze.

Both Tropical and Blueberry Mint varieties contain 8mg of nicotine, while Cool Ice has 9.6mg and Arctic

Freeze has 11.2mg.

All four varieties in the range come in fully recyclable packaging. According to the supplier, the pouches are smaller than other brands on the market to �it comfortably under users’ lips.

STG acquired the Swedishsmoke-free brand last year as part of its growth strategy to enter the next-gen nicotine category, which is predicted to grow in popularity among consumers over the coming years.

It will be supporting the UK launch with a consumerfocused campaign spanning social media, and appearances in major cities and

at festivals.

The supplier also plans on showcasing the brand at various trade shows, including the National Convenience Show at the end of April and the Bestway Retail Showcase on 15 May.

Plymouth Gin dives in deep with OCT

PLYMOUTH Gin has launched its second ‘Ocean Edition’ bottle in partnership with charity Ocean Conservation Trust (OCT).

The Plymouth Gin Ocean Edition will be available to independents via Spar later this year, at an RRP of £20.

now supporting its seagrass conservation work.

The bottle’s blue tint and design is inspired by both the ocean and by OCT’s seagrass conservation work.

Both the bottle and label are made using recyclable materials.

BRITISH jam brand Fearne & Rosie has secured wholesale listings with CLF Distribution and CN Foods to widen the distribution of its range of reduced-sugar jams.

Both wholesalers are stocking the brand’s full range, including Strawberry, Strawberry Super Berry, Raspberry, Blackcurrant and Cherry varieties. Each 310g jar has an RRP of £3.20.

Fearne & Rosie jams are

aimed at families due to their low-sugar content. Each variety is made using natural ingredients and is free from concentrates. The jams contain 70% more fruit and 40% less sugar than standard jams, according to the supplier.

The brand has reported an annual growth rate of 300% and is forecast to hit £2m in revenue for its current �inancial year.

Grand View Research estimates that the UK nicotine pouches market is predicted to grow by 38.9% from 2024 to 2030.

Nicotine pouches have gained traction as consumers seek discreet tobacco- and vapour-free options.

The brand has been working with OCT for the past three years, �irst on a beachcleaning programme and

Jam brand secures new wholesale listings

This bottle is the second tie-in the brand has released in two years. £1 for every bottle sold will be donated.

Lucozade’s new campaign

PRIYA KHAIRA

LUCOZADE has unveiled a new campaign, ‘Bring the energy’, to unite its Lucozade Energy, Lucozade Sport and Lucozade Alert varieties.

The new campaign looks to tie the brand’s mostpopular products together for the �irst time, encompassing TV advertising, social,

digital, sampling and in-store activations.

It was developed following two years of consumer research, speaking to more than 6,000 consumers, which found they do not separate the brand’s Energy, Sport and Alert ranges, viewing them simply as ‘Lucozade’. This informed supplier Suntory Beverage & Food GB&I’s recent ‘Blucozade’

launch across all three ranges simultaneously.

Lucozade has also undergone a redesign across its entire range with an updated logo and packaging. This new look is showcased in the TV advert, which features a basketball team and a group of Northern Soul dancers arriving at a local sports hall. The ad shows both groups come together

with the help of Lucozade.

A second advert is set to roll out later this year as part of the brand’s multimillionpound TV investment.

Ginsters releases new pastry duo

GINSTERS has expanded its savoury pastry offering with two new products.

The launches include a Ginsters Breakfast Roll (RRP £1.50), which contains smoked bacon, scrambled egg, potato and tomato ketchup wrapped in puff pastry, and a Butter Chicken Bake (RRP £1.50), featuring a blend of spices, chicken, coconut, lemon and a butter sauce.

The new launches aim to tap into on-the-go breakfast occasions and lunchtime shopper missions, respectively.

Their launch comes as Ginsters’ Sausage Roll and Bakes ranges have delivered 15% volume growth over the past three years, compared

to an average category decline of 1.8%.

Emma Stowers, marketing director for Ginsters, said:

“We’re proud to continue to lead the way in savoury pastry taste innovation and meet consumer demand in snacking, as well as at lunch.”

Quench your Fhirst with Lemon Lime

FUNCTIONAL drinks brand

Fhirst has added a Lemon Lime variety to its lineup of zero-sugar sodas.

Lemon Lime (RRP £2.20) contains probiotics and prebiotics to aid in gut health. It is also free from sugar and sweeteners.

It joins Fhirst’s Cherry Vanilla, Ginger Mandarin and Passion Fruit varieties, which �irst launched this January.

It is available to independent retailers via CLF Distribution, Cotswold Fayre and Greencity, with the supplier aiming to secure further listings.

Fhirst’s head of brand, Pip Brook, said sales on Amazon since launch have been doubling month on month, while orders from Fhirst’s website have increased by 247% in the same period.

Peated Irish whisky from Waterford

IRISH whisky brand Waterford has bottled a new Irish whisky, Waterford Peated: Lacken, distributed exclusively by Speciality Brands.

Lacken is made from single-farm-origin barley, grown on Lacken farm in County Wexford. This whisky utilises traditional methods of whisky production and has an RRP of £90.

It is the latest addition to the distillery’s Arcadian Farm Origins series, joining the brand’s release of Peated: Ballybannon last year.

Mark Reynier, founder and chief executive of Waterford Distillery, said: “Our ongoing exploration into the old ways

of whisky-making have taken us, once again, to forgotten �lavours: Irish peat, the original taste of Irish whisky.

“Having demonstrated the unique �lavours from our �irst peated Single Farm Origins, and that terroir trumps peat, we decided to dial up the smoke.”

IGNITE YOUR VAPE SALES

With 88% of vape sales2 in disposables, there’s still time to capitalise on demand, says IMPERIAL BRANDS

MARKET TRENDS

THE vaping category has expanded signi cantly as more consumers seek out alternative nicotine solutions. One of the leading trends is the sizeable shift towards disposables, which have gained immense popularity thanks to their simple, easy-to-use design.

The government recently announced proposals to ban disposable vapes across the UK. While the announcement may have understandably brought concern for many retailers, it’s important to note that if the ban comes into force, this might not be for a

SUPPLIER VIEW

while yet, which means it’s business as usual for now.

There is still an opportunity to capitalise on the strong demand for disposables, and Imperial’s Ignite programme is well placed to help retailers maximise their potential pro ts through the platform’s advice and promotions. To nd out more, Imperial Tobacco has enlisted the support of its new Ignite Retailer Panel, which includes retailers from across the UK, to share their views on the latest trends and how to best cater to this demand.

Chris Cobb, KeyStore Express, Aberdeen RETAILER VIEWS

“I THINK we’ve very much captured the market locally in terms of flavours. I’m very much on top of it when it comes to making sure we’ve got the full range at all times. That’s why we’re getting customers, not just locally, but other people coming in, too, because we’re seen to have such a great range.

“That’s how we can beat the multiples, because we can react and order in di erent products, whereas they can only take in what they are told to by their head o ce. That’s why I think we’ve been so successful with vaping.”

Yawer Rasool, consumer marketing director, Imperial Brands

Gary Luney, Vivo Essentials, Newtownards

“WE’VE de nitely seen a shi from cigarettes to vaping and many people are using them as an alternative to smoking. Vaping is a lot more convenient – just stick a vape in your pocket and you’re good to go.

“It’s all gone disposable thanks to the convenience they o er. I have customers coming in asking us to buy them a box in at a time. Disposables o er a great margin, so it’s excellent for me as a business owner. If any retailer isn’t seeing the right results for vape sales in their store, I’d recommend changing the brand they’re selling and increasing their range.”

Prerna Puri, Silver Stores, West Drayton

“DECIDING what to stock can be a daunting task when there are so many di erent solutions to choose from. O ering a range of di erent devices and flavours that’s tailored to your customer base is essential, but it’s also important to allow room to trial new product innovations, such as our new Blu Bar 1000 disposable device.

“The Blu Bar 1000 range o ers up to 1,000 pu s1 per device and bene ts from various new features, including Blu Flavour Tech mesh heater technology that delivers more intense flavours as well as a removable battery.

“To nd out more about the new Blu Bar 1000 range, visit the Ignite platform or check out our new Blu Bar Knowledge Hub at blubarhub.co.uk.”

Visit imperial-ignite.co.uk or speak to your Imperial rep now to nd out more about how Ignite can bene t your store

“BECAUSE vapes are visible to the consumer, and there are di erent flavour options available in the segment, it’s important to make sure your range is visible so consumers can not only see what’s on o er, but that they are attracted to your store.

“A bigger range means more investment, but in the long run it will pay for itself as it gives you the potential to have repeat custom time and time again, and that in turn drives loyalty.

“Pricing is important when it comes to vapes. Given the cost-of-living crisis, customers are looking for alternative options to cigarettes and tobacco.”

Raj Tatlah, Spar, Aberdare

“SHOP owners need to be careful about making sure they’re checking their vape products to ensure they’re compliant. Many illicit tobacco sellers have the lingo down to a tee and you need to ensure you don’t fall for the trap.

“Also having a visible display is really important to driving vape sales. Our main gantry from Imperial was installed out of hours with all the stock in drawers with security, allowing us to use the visible space better. We now use the old gantry space for vapes that we’re looking to promote and it’s great for attracting the attention of shoppers.”

ONE SALE A DAY PAYS FOR THE STATION

For stores with small stock rooms, running a food-to-go operation can be a tricky task. With their compact footprint and built-in storage solution, RUSTLERS food-to-go machines are built for the job. Here’s what you need to know

What’s new from Rustlers?

RUSTLERS’ new food-to-go units are designed to be a lowrisk, low-commitment solution for independent convenience stores. Available now, they contain a TV screen for advertising, alongside a pre-programmed microwave, which customers can use to warm up a variety of Rustlers bestsellers. There is also a small chiller underneath, which can store eight cases of Rustlers’ Cook in the Box (CIB) range, saving space.

Rustlers has also launched a launch kit for retailers who purchase a machine between now and the end of the year*. They will receive one fridge full of stock, one light-box shop sign and access to social media materials.

Priced from £2,500, with nance options available, the machines pay for themselves with just one sale per day1. They are easy to set up, use and clean, and take up a single standard plug socket.

Three bestsellers

Rustlers All Day Breakfast Sausage Mu n (RRP £2.75, case size 4)

Rustlers The Supreme Cheese Melt Burger (RRP £2.75, case size 4)

123

Rustlers Peri Peri Chicken Tenders Burger (RRP £2.75, case size 4)

Why install it?

WITH 51% of Rustlers consumed at lunchtime2, the brand is already synonymous with being a market leader in quick food solutions on the move. The brand makes up 84% of the microsnacking category, with its number-one SKU, Quarter Pounder, accounting for nearly 20% of category sales3.

The machines can be used with Rustlers’ core range and its CIB products – The Supreme Cheese Melt Burger, Peri Peri Chicken Tenders Burger and All Day Breakfast Sausage Mu n –which contain patented cooking technology that ensures the product is cooked crispy.

Rustlers shoppers are valuable for convenience stores, with the average basket containing a product from the brand worth 71% more than the convenience average4. By making your store a destination for Rustlers at lunchtime, smalland medium-sized stores can grow their sales and pro ts.

Create a destination for food to go within your store by positioning a Rustlers machine next to any other food concessions or ranges that you o er, such as a lunch meal deal.

‘Quick & easy’ and ‘treat’ are among the top purchasing decisions for shoppers when buying food to go. If possible, locate the machine at the front of the store to tap into impulse sales from busy shoppers.

Rustlers can provide retailers with free branded PoS to promote a variety of bestsellers. Retailers can use these to promote themselves as a destination for highly lucrative food-to-go shoppers.

Mike Fitton, head of franchise operations, Welcome

Rustlers is a

£109.1m chilled ready meals brand2

Food to go in convenience stores has grown by 12% year on year4

31% of food-to-go purchases are consumed immediately while travelling, either in the car, on public transport or walking5

Interested in Rustlers’ new food-to-go unit in your store? Email foodtogo@kepak.com

“WE recently installed Rustlers’ new food-to-go machine in our Welcome Marchwood store in the New Forest. The unit is easy for customers and sta to use. The machine is pre-programmed, and sta just have to clean it once a day. Because the products are microwaved in packaging, we rarely get spills, but sta are trained to be on the lookout to avoid allergens being spread. For us, Rustlers is always the go-to for burgers. If you just want a plug-and-play option to start serving food to go, then no one else o ers a service like it does.”

RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Call Retail Express on 020 7689 3357 for the chance to be featured

● How to make your chocolate range a must-have purchase

● Find the summer remedy products that your customers want

Pricewatch: see what other retailers are charging for sports & energy drinks, and boost your own profits

POSTMASTERS: Is Post Office’s (PO) latest remuneration review good?

“MY post office is open for more than 100 hours a week and I don’t think you get away with that in another job. Nobody spoke to me about it – I didn’t get an email or letter. We all know it’s not a great situation at the moment.”

Sophie Towers, One Stop Kibble Bank, Burnley, Lancashire

“IT is so small. We keep the post office because it’s a community essential, but the PO doesn’t support the shop, the shop supports the PO. Any increase is good, but the pay doesn’t support the store.”

We all know it’s not a great situation

It’s worked wonders on our social media

BANKING: What do you consider when selecting a banking provider?

“I’M saving more than £200 in transaction fees since I switched to Barclays. I met a relationship manager at a networking event. It’s important for me to have connections with the account manager in

“CHALLENGER banks have a part to play. For many retailers out there, they can offer a low-cost entry. These accounts have become far easier over the past few years in regard to paying cash. Sometimes, however, these accounts come with limits.”

Vince Malone, Tenby Stores & Post Office, Pembrokeshire

You have to stock what the supermarkets won’t

BEER CAVES: How are they driving footfall and sales in your store?

“OUR alcohol sales grew by 40% after we installed one. It’s more cost effective than buying fridges and the results are phenomenal. We put in a skylight that shines a blue light, which gives it a colder feel when you are in there. It has worked wonders on our social media.”

Mandeep Singh, Singh’s Premier, Sheffield

“OUR weekly sales have gone up by £2,000-3,000. We have introduced kegs off the back of it, which have been big for us, too. Lowand no-alcohol options have really grown, as result. We have now put in a one-metre bay for these varieties, and it has been successful.”

Girish Jeeva, Girish’s Premier, Barmulloch, Glasgow

It’s important for me to have connections

SPIRITS: How are you squeezing extra sales out of a popular category?

“YOU have to stock what the big supermarkets won’t. We’re no longer catering to our local community alone; we’re delivering to footballers as well. We do local spirits such as Salford Rum and quirky options like Muff Liquor Vodka.”

Qaiser Mahmood, Da Shop, Cheadle Hulme, Greater Manchester

“WE’VE reduced our ready-todrink (RTD) range to focus on the fastest sellers and biggest brands. Rather than buying a bottle and a mixer with it, they can grab one can on the hoof. We’ve got Smirnoff Ice, Hooch and the new influx of RTD cans that have become very popular.”

Bipin Chawla, Late 24 Shop, Bangor, Gwynedd

Jonathan Cobb, Miserden Store & Post Office, Stroud, Gloucestershire

In partnership with

GO FOR GOLD WITH MAYFAIR

Following the launch of Mayfair Gold in October, Mark McGuinness, marketing manager at JTI UK, discusses the ultra-value opportunity in Mayfair and how, a er a successful launch, the brand continues to go from strength to strength

RETAILER SUPPORT

WITH price remaining a key factor for existing adult smokers and retailers alike, Mayfair Gold and Mayfair Silver each have an RRP of £12.75, making Mayfair one of JTI’s lowest-priced cigarette brands.

Retailers have said the brand’s price has helped drive sales among their cigarette customers. “Some customers will always buy the same product and move with the prices, but others have to change because of the in-

creases,” says Natalie Lightfoot, of Londis Solo Convenience in Baillieston, Glasgow. “Mayfair Gold has enabled them to stay brand loyal.”

With existing adult smokers increasingly looking for premium quality at an ultravalue or value price, JTI continues to launch products to meet demand and drive retailers’ sales.

Mayfair Gold has enjoyed a hugely successful introduction, achieving a 0.8% market share since launch1.

LATEST NEWS

TO celebrate the launch of Mayfair Gold, JTI announced the launch of an in-depot ‘Go for Gold’ prize draw, with a total prize pot of £250,000.

The in-depot competition was launched in October last year to celebrate the introduction of JTI’s latest ultravalue, ready-made cigarette, Mayfair Gold. Retailers who purchased an outer of Mayfair Gold in participating depots were automatically entered into a prize draw to win one of ve £50,000 prizes.

One of the winners, Neil Ramlagan, of Jay’s General Store in Bolton, Greater Manchester, recommends other retailers stock Mayfair Gold and capitalise on the ultravalue opportunity.

“Everyone is looking for value at the moment, so I would recommend stocking Mayfair Gold as it represents great value for existing adult smokers due to its low RRP, as well as a fantastic pro t opportunity for retailers,” he says.

FIVE TIPS FOR SUCCESS

Stock ultra-value

Retailers should focus on stocking ultra-value tobacco brands now more than ever. From Mayfair Gold and Silver to B&H Blue, JTI is dedicated to innovating in this sector to help retailers to meet current demand.

Knowledge is key

Having up-to-date knowledge on the latest tobacco trends, such as the growing popularity of ultra-value products, is vital and enables retailers to provide a good level of customer service.

Availability and range

Through stocking a full range and maintaining good availability of products, retailers can provide a successful o ering and service to their customers.

Ask for advice

Reach out to JTI’s business advisers, who provide a bespoke service to help identify commercial opportunities and o er advice and tips for retailers.

Display it right

JTI’s larger category solution includes backlit shelves where tobacco products, including cigars and cigarillos, as well as vaping and alternative tobacco products, can all be stored in the same gantry. The solution incorporates the entire category and is available in a variety of widths.

For further information on what ultra-value tobacco to stock and support for your store, retailers can contact their local JTI business advisers and visit JTI’s retailer platform, jtiadvance.co.uk

‘Always

read the terms and

conditions of your energy contract’

A FELLOW retailer contacted me after an energy supplier entered their shop.

While they were out, they swapped their meter to a smart one, and threatened to put them on pay as you go, unless an outstanding balance was paid within 48 hours.

The balance was paid within six hours of the owner

getting back to the shop, but come the following morning, the supplier had decided to activate the tariff at £1.33 per kWh and an equally horri�ic standing charge.

We calculated that since the meter swap to pay as you go, the retailer had used well over 1,500kWh in less than four days, and topped up over £1,000. We also discovered

that the meter had been taking 40% for a debt that wasn’t even there, but to keep the energy to their premises, they must keep topping up their credit.

When they asked to move to monthly billing, the supplier said yes, but only if they paid three months security bond upfront, and renewed their contract with them.

I helped them escape the next 31 days of hefty costs. Be cautious when it comes to brokers and suppliers. Always read the terms and conditions, and get all supplier offers in writing. They must demonstrate they are acting in your best interest.

Neil King, founder, Wiser Utilities

Get social media right and reap the rewards

RECENTLY we’ve started getting paid for posting and creating content on Facebook. It’s a performance bonus and it’s real money that we’ll invest in the community.

While I couldn’t pinpoint exactly what’s made it happen, a lot of it has come down to sticking to certain rules for a social media page.

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

We started our Facebook page in 2015 and it was slow and hard, but I knew I had to create an online personality for the shop that mimicked what people experienced when they came in. I wanted it to have a sense of humour and not be pretentious, but also have sales and information there. We’ve grown to 5,000 followers, which isn’t as good as restaurants, but then restaurant food captures people better. We have nostalgic foods and rare nds that now have people coming to us rst because they think we’ll have what they’re looking for.

If you can identify what you’re really good at – whether it’s stocking local products or getting the latest products or really good services no one else does – then you need to keep tapping into that. You need to remind yourself to post at least once a day and keep varying the content to keep people interacting.

‘We

“SNAPPY Shopper wanted to give shoppers access to free sanitary products for International Women’s Day. They could add them to their basket. The total number of products selected, we pledged to double and donate ourselves, too. We gave away a total of 254 products to Sandyhills Larder, FARE and Community of Helping Hands. We didn’t want this to just be a one-o , so we are looking at donating products in baskets to businesses in the area, such as restaurants. The idea will be to have a QR code on a leaflet, so if someone uses one, they can choose to donate money to replace it.”

We went on a social media training day with Snappy Shopper, which has seen that the stores doing well with it are generally the ones with a really good social media page. It had tips for making videos, but it also said ‘there’s no such thing as a bad post’. Post a question, start a debate. If no one interacts, you haven’t failed, you just try again with another post. You never know what someone will react to or comment on. We mix it up with silly questions, jokes, memes or national days. We put people in store online or we have a live competition or a ‘meet the sta ’ video.

Lots of people who struggle on social media say they don’t have people in their area following them, but we get people in store to like our page. We have a replica Facebook page with a Smirll live Facebook counter in our store. So, when customers scan the code and start following us, they can see the likes going up live. It’s a good way to get people coming in to follow us and see what we’re doing.

TheBesT-LovedRioja

HELPING RETAILERS MAKE MORE PROFIT

BESTWAY RETAIL is proud to announce this year’s Retail Showcase, bringing together retailers and suppliers to help grow their businesses, taking place at Coventry Building Society Arena on Wednesday 15 May 2024

RETAILERS AND SUPPLIERS

THE Bestway Retail Showcase will stage the biggest gathering of retail customers and supplier partners alongside Bestway’s specialist retail team to collectively support, inspire, share innovation and help further develop retailers’ businesses.

Bestway Retail remains committed to supporting independent retailers by offering access to insights and supporting their growth. Hoping to be even bigger

and better than last year’s Showcase, Bestway Retail is expecting approximately 1,000 guests from its symbol franchises Costcutter, Bestone, Bargain Booze and Xtra Local retail club.

The Showcase welcomes all existing retailers as well as interested parties and prospective retailers who are considering joining the Bestway Retail family – now seen as “the home of the entrepreneurial retailer”.

RETAILER FEEDBACK

Here is some of the feedback received from retailers who attended last year’s Bestway Retail Showcase:

“The energy and atmosphere were great, with lots to do and really friendly suppliers.”

“Great insight into new products and a great opportunity to get supplier insights.”

“Welcoming, well organised and informative.”

“A great opportunity to meet suppliers and also learn from other shopkeepers.”

In partnership with

A FULL DAY OF INTERACTIVE AND ENGAGING EXPERIENCES

RETAILERS can share ideas, learn from each other and build new relationships in a friendly and welcoming atmosphere.

The Showcase is just one example of Bestway’s commitment to continuing to be the champion of the independent retailer.

Bestway wants to facilitate independent retailers’ access to knowledge and inspiration, sharing ideas with other business owners and its retail team and suppliers.

Retailers can enjoy interactive events, experiential

zones and food tastings, incorporating “perfect serve” masterclasses, cocktail-making and pairing sessions to help them drive customer engagement.

There will be the opportunity for retailers to engage in networking events with other independent retailers, alongside suppliers and Bestway colleagues – who hold extensive knowledge and expertise in merchandising, promotions and ranging.

This year, there is a brandnew Innovation Zone, introduced to help retailers in-

crease pro t, improve sales and reduce costs.

Here, retailers will be able to access the latest category insights from leading convenience and o -licence suppliers, experience a virtual-reality walk round its best-in-class Bargain Booze in a Convenience Store, plus see the latest innovations, and sales- and margin-driving opportunities.

As digital platforms grow in importance, the latest equipment and technology to help retailers reduce costs (e.g. labour, energy and environmental sustainability) will be

on view, as well as the latest security technology.

The pop-up shop designed to minimise closure periods during re ts (which is available for hire for public/ corporate events) will also be on display.

Bestway enjoys a unique relationship with its supply partners – together they work to drive more value into the customer experience.

There will be more than 150 leading partner suppliers across categories exhibiting and highlighting NPD opportunities.

MAJOR INVESTMENT IN RETAIL ESTATE

“WE’RE delighted to be hosting our second Bestway Retail Showcase in 2024. The Showcase is a major investment into our retailer estate and is one which we know our retailers value as it supports their future growth and pro t,” says Bestway Wholesale’s managing director, Dawood Pervez. “It’s often hard for independent retailers to nd time to discover the latest trends

and insights to support their business, but there’s a real opportunity for them to look ahead and identify great new products and services from suppliers, while sharing ideas with like-minded independent business owners, who inevitably face the same challenges.

“Undoubtedly, this will be one of the most exciting events in the industry calendar. We encourage retailers

to use the day to explore new opportunities and innovative ideas, and learn more about what is driving the convenience market.

“They can take advantage of exclusive show deals and explore networking opportunities. There will also be the opportunity to try new products launching this year, and the chance to speak to suppliers and Bestway’s retail team directly.”

ARE PMPS WORTH IT?

TAMARA BIRCH talks to retailers and suppliers about the pros and cons of price-marked packs to help you decide if they are right for you

HAVE PMPS GROWN IN 2024?

PRICE-MARKED packs (PMP) have long been a controversial topic in convenience stores, but one thing the majority agree on is they instil con dence in customers that they’re getting the best deal. This is also backed by suppliers.

“PMPs display price prominently to provide the reassurance consumers are craving –and they make it undeniable,” says Lauren George, external communications manager at Mars Wrigley.

Many retailers, including Avtar Sidhu, owner of St John’s Budgens in Kenilworth, Warwickshire, and Bobby Singh,

grown grown

from BB Nevison Superstore & Post O ce in Pontefract, West Yorkshire, say the demand for PMPs has grown signi cantly in the past few years. “It’s grown purely to help drive that value message,” explains Sidhu. “The non-PMP varieties on most products have a big price di erence compared to their PMP counterpart and it can impact sales. The hanging bags of chocolate, for example, are £1.25 PMP, but if I stocked non-PMP, that RRP jumps to £2.”

rieties on most products big counterpart pact sales. The hanging

SUPPLIER VIEW

“PMPS give shoppers the feeling of getting better value. They also o er a point of di erence that consumers can’t get in larger stores. As shoppers continue to navigate the cost-of-living crisis, they are looking to make their money stretch as far as possible and, as part of this, we expect to see smaller transactions and smaller pack sizes come into play.

“At the same time, we also expect to see growth in at-home family dining and at-home socialising, both of which are important occasions for sharing formats of so drinks.

“Retailers can meet these shopper needs by stocking market-leading brands in a variety of PMP formats – including on-the-go and multipacks – to cater to multiple so drinks occasions.”

Amy Burgess, senior trade communications manager, Coca-Cola Europaci c Partners

PROTECTING YOUR MARGIN

PMPS often o er a lower margin than stocking nonPMPs, so how are retailers protecting these?

“For us, they need to o er 30-40% minimum,” says Sidhu. “If it’s 20% or less, I won’t be stocking it. We’re the gatekeepers and we have to make the decision for customers to save them money, while making sure it’s sustainable.

“PMPs are vital to us, but we need a healthy margin to ensure our business continues to run,” he says. “But we’re also quite happy going through the rough of getting a higher turnover and not getting too greedy in price.”

Singh’s strategy is to work

out where he can stock nonPMPs to get higher margins that balance out what he gets from PMPs.

The question boils down to whether you should focus on basket spend or margin.

The general consensus is that if you’re in a large store, basket spend is king, but smaller stores should focus on margin.

“Our main store is larger and has an extended range, so we focus on basket spend, but my second store is more transient, so it’s all about margin,” Sidhu says. “This is because we can only have a limited range and space is limited.”

Singh adds: “It’s all about

the bottom line and you have to go from product to product. In some cases, the best route will be to expand spend and go for a higher turnover, and sometimes it’s about making the margin.

“For this option, you need to be proactive in looking at your products and categories, and decide where the best route is to go for non-PMPs and be ready to adapt. You can’t stick to just one method.”

Ultimately, the decision to stock PMPs – according to Singh – is understanding your customers and their mindset.

“If a customer sees a PMP, they think they’re getting value for money,” he says.

Tango Mango

New Products

Britvic unveiled its latest Tango ‘Editions’ flavour in February. Tango Mango follows the brand’s Paradise Punch flavour and aims to meet the growing demand for mango-flavoured drinks. The flavour is available for 12 months as a £1.25 PMP in 500ml bottles.

Rockstar Blueberry

Retailers can now stock Rockstar Energy Blueberry as a PMP no-sugar option. The flavour is designed to appeal to more shoppers and contains a subtle taste to recruit older consumers to the category. According to Britvic, berry stimulants are worth £67.6m a year and are growing by 85% year on year.

Say Aloe Vera

Grace Foods has launched £1.29 PMP varieties of its Say Aloe Vera drinks range, available across its 500ml bottles of Original, Strawberry and Mango varieties. Grace Foods UK brand manager Dorota Dziedzic said of the launch: “We haven’t done PMPs on our Say Aloe Vera range since 2021 and we are very mindful of the fact 57% of retailers are saying PMPs are now more important than ever.”

Red Bull Summer Edition Curuba-Elderflower

Red Bull’s Summer Edition Curuba-Elderflower aims to tap into the ever-growing demand for flavoured energy, with 41% more flavoured energy drinks sold per store in the past two years alone. The limited-edition flavour combines curuba with floral notes of elderflower. The 250ml can is available as a £1.55 PMP, but retailers can stock non-PMPs in 355ml sugar-free and 250ml sugar-free four-packs.

Costa Co ee ready-to-drink (RTD) cans

CCEP has launched PMP varieties of its Costa Co ee Latte and Caramel Latte RTD cans. “These products are o ering a unique selling point, exclusive to convenience retailers, to help enhance their competitive edge when it comes to the RTD chilled co ee segment,” says CCEP’s Amy Burgess.

The Candy Castle Crew gummy bags range

Rose Marketing has extended its The Candy Castle Crew 90g gummy bags range with six new lines. These include Rainbow Belts, Rainbow Pencils, Assorted Pencils, Fizzy Worms, Fizzy Blue Bears and Bubble-gum Bottles, all available in £1 PMPs. Three of the lines – Assorted Pencils, Fizzy Pencils and Fizzy Rainbow Belts – are vegan.

Bonds of London sweets

Hancocks’ Bonds of London sweets range is available as £1.25 PMP varieties. The range includes Fruit Pastilles, Jelly Beans, Giant Strawbs, Chocolate Peanuts, Midget Gems, Fruit Jellies and Chocolate Honeycomb. Retailers can also stock Bonds Kids sweet bags, available in 50p PMP bags. This range includes Pink Hearts, White Mice, Monkeys & Bananas, Shrimps & Bananas, Sour Cherries and Flying Saucers.

CATEGORY ADVICE PRICE-MARKED PACKS

WHICH CATEGORIES SHOULD YOU STOCK PMP VARIETIES IN?

NOT all categories demand a PMP variety. According to Singh and Sidhu, alcohol is one such category.

“Customers aren’t that concerned about price with beers, wines and spirits because they know it’s going to be expensive and it’s a treat for them,” Singh says. “Value lines and categories are where people tend to look at the price. If it’s pricemarked, the sales are better.”

Sidhu says cereal is heavily price-marked and customers are used to seeing them in store. Shreddies, Cheerios and Shredded Wheat are all available price-marked and retailers

say they form part of their core cereal range.

Soft drinks are a common category retailers stock PMPs in, too. “More than ever, PMPs are a key way of helping shoppers to navigate the soft drinks aisle in convenience where 35% of soft drinks are bought on impulse and shoppers are accustomed to seeing PMPs in stores,” says a Red Bull spokesperson.

With energy drinks demand as high as it is, retailers could further increase turnover and drive volume sales by introducing PMP varieties of these.

Confectionery and crisps &

snacks are also a must-stock PMP category. “Fifty-seven per cent of impulse shoppers buy PMPs, with this segment driving £325m in sales within crisps, snacks and nuts,” says Matt Collins, trading director at KP Snacks.

“£1.25 PMPs are a key format for independents to focus on, accounting for 50% of crisps, snacks and nuts (CSN) sales. They are worth £319.9m within the CSN category and are growing in value by 23.7%.

Eighteen of the top 20 bestselling lines are £1.25 PMPs.”

When it comes to PMPs, it’s best to take it on a case-

by-case basis. If you’re stuck, utilise your sales data and go from there. Is there a category where sales have signi cantly dropped o ? Is it because the RRP has increased recently? If so, have you trialled a PMP variety? A spokesperson for Bobby’s says strategic curation of PMP o erings will ensure that each product stands out as a beacon of value and transparency on the shelf.

“By meticulously selecting the right mix of PMPs, retailers can foster enhanced customer trust and loyalty, which facilitates fast sell-through,” the spokesperson adds.

SUPPLIER VIEW

“PMPs continue to play a strong role within so drinks, o ering the reassurance of value to shoppers which, in turn, creates con dence in local retailers and how they price their products.

“This year, we are looking to support retailers with a number of measures, including with our price-marked range. Across our range, the pro t on return will be maintained so that as PMPs increase in price, the cash margin grows.”

SUPPLIER VIEW

“RETAILERS should o er a wide variety of pricemarked treats to provide customers with options at a ordable prices. These packs should be displayed with clear signage and attractive PoS.

“Retailers can also create eye-catching displays to showcase their value o erings. To increase sales and encourage impulse purchases, products should be placed near the tills. At Hancocks, we’ve also got a variety of stand display options available to showcase the range of PMP Bonds of London bags.”

Kathryn Hague, head of marketing, Hancocks Wholesale

Ben Parker, GB retail commercial director, Britvic

GIVE YOUR HOT AND COLD COFFEE TO GO A BUZZ

As more shoppers turn to convenience to get their daily co ee xes, PRIYA KHAIRA nds out what retailers need to know to generate piping-hot co ee sales

CONSUMER COFFEE MISSIONS

OVER the past 12 months, the ready-to-drink (RTD) coffee subcategory has grown by 10.4%, according to Statista.

Further research shows that more than half of total retail sales for chilled co ee are attributed to the convenience channel.

As consumer demand for convenient co ee options grows, more independent retailers are seeing success with both chilled co ee and hot co ee machines. “We sell up to 80 cups a day of hot co ee, despite the fact that we are located near two Costa Co ee

sites,” notes Tabrez Hussain, of LA Food Group, Hendon, Middlesex.

After undergoing a re t, the Hussain family decided to install a Costa Express machine. They have also extended their store opening times to 24 hours, which has greatly contributed to the success of their hot co ee station. Hussain says the co ee machine is popular all day, attracting a diverse range of customers and passing trade. He notes that students from a neighbouring university often come in at the early hours of the morning,

SUPPLIER Tips

while tradesmen might come by at 3am.

As we approach warmer months, chilled co ee options may attract on-the-go co ee customers. Adrian Hipkiss, commercial director at Boost Drinks, says that iced beverages continue to be a popular option for afternoon and summer sales. “The growing demand for iced co ee means that one in three hot-co ee drinkers prefer an iced co ee on a warm day. As such, this provides retailers an opportunity to draw customers in over the summer,” he says.

Location

Ensure that chilled co ee nds its place within the soft drinks xture, as consumers are consistently seeking variety and choices to satisfy their thirst.

Merchandising

Introduce an additional discovery area within the store for co ee products, strategically positioning them alongside dairy favourites such as milkshakes.

Ranging Stock a core mix of category leaders, providing consumers with a diverse range of choices.

Formats

Consider o ering larger-format options as consumer budgets become more constrained.

Arctic Co ee’s 1l take-home formats provide convenience to shoppers while accommodating tighter purse strings.

Abigail Kelly, head of marketing and insight at Crediton Dairy, o ers four pieces of advice to help drive co ee sales

THE UK’S NO.1 CHILLED COFFEE*

ADVICE

HOT & COLD COFFEE

BUILD THE RIGHT CHILLED RANGE

BRANDED chilled co ees are growing in popularity. For Natalie Lightfoot, of Londis Solo Convenience in Baillieston, Glasgow, RTD Starbucks Frappuccino and Skinny Latte are the most-requested lines.

“We often run deals and promotions in the winter months to try to maintain a 20-30%

margin. We might o er two drinks for £2.30 or run a multibuy o er to promote sales,” she says.

When it comes to merchandising, retailers should consider giving chilled co ee a prominent position within soft drinks chillers.

Amy Burgess, senior trade

communications manager at Coca-Cola Europaci c Partners (CCEP), says that less than half of RTD co ee shoppers plan what they are going to buy before they enter a store, according to Brand Potential research. Therefore, location is key to capturing the attention of impulse shoppers.

Adam Hacking, head of beverages at Arla, says chilled coffee is one of the largest value segments of the dairy drinks category. “Giving RTD co ee appropriate space within the xture with multiple facings is a way to encourage purchases. RTD co ee is also an ideal addition to meal deals,” he says.

PRODUCT NEWS

Recent launches

Starbucks Starbucks has extended its no-added-sugar chilled co ee drinks with the launch of its Frappuccino Caramel No Added Sugar, with an RRP of £2.10.

Arctic Co ee

This year, Arctic Co ee is launching its Hi Protein Caramel Latte and Mocha 1l format.

Hell Beverages

Hell Beverages has recently expanded its RTD coffee range with the launch of a Mocha variety. The new flavour is available in plain and £1.25 pricemarked 250ml cans, both with an RRP of £1.25.

Costa CCEP has launched £1.49 price-marked-pack (PMP) versions of its popular Costa Co ee Latte and Caramel Latte 250ml RTDs.

Jimmy’s

Jimmy’s Iced Co ee has launched a collaboration with sport nutrition brand Myprotein in Original and Caramel varieties. Both are launching in a 4x250ml can multipack (RRP £5) and in Jimmy’s signature 380ml ‘bottlecan’ (RRP £2.75).

Golden Acre

World Foods supplier Golden Acre Foods partnered with Motor Fuel Group on the creation of new RTD iced co ee brand, Early Bird. Early Bird is available in Ca e Latte and Caramel Latte varieties via Booker in 250ml cans with a £1.49 RRP.

CHOOSE THE RIGHT MACHINE

RETAILERS considering investing in a hot co ee machine must rst consider what type of machine will work best for their store.

For instance, Mandeep Singh, of Singh’s Premier in Shefeld, installed a non-branded co ee machine, as he felt that the co ee tasted equally as good as that of a branded machine. He notes that sales can vary from 45 to sometimes 90 cups per day.

Charlotte Swanscott, head of co ee to go, UCC Co ee UK & Ireland, notes that, if done correctly, a hot co ee machine could generate around £160 per day in sales. “Adding a quality co ee o er to your product portfolio will drive incremental sales for your business,” she says. Some hot-co ee-machine companies might require retailers to pay additional fees or sell enough cups per day

to meet a minimum requirement. It is therefore vital that retailers consider their demographic and rate of on-the-go morning and lunchtime shoppers before making this decision or signing any contracts. Swanscott says: “Return on investment can be calculated from the estimated average daily sales rate. “Once the co ee o er has been established, on-

going revenue uplift can be generated through loyalty schemes, subscription, seasonal and specialty drinks, and the introduction of alternative milks.”

Additionally, cleanliness and maintenance are other factors that retailers must consider. Setting out a cleaning rota and allocating members of sta the responsibility of maintaining the machine is essential.

SUMMER LOVIN’ WITH RTD

CHARLES WHITTING nds out the ways

Sretailers are revamping their ready-to-drink (RTD) range to guarantee extra sales

A REAL SUMMER OPPORTUNITY

THE RTD category has been evolving and growing for some time, with di erent concepts being launched on a regular basis.

Whether it’s simple versions of popular mixed drinks like gin & tonic or rum & cola, cocktails or even cans of wine, RTDs o er customers a quick and easy way to grab a drink on the go or at a social gathering.

“Canned RTDs have been met with an explosion of popularity and this is set to grow even further as we head into the summer season,” says Jo Taylorson, head of marketing

and product management at Kingsland Drinks. “They’ve landed into drinks xtures with bright, eyecatching packaging designs, purse-friendly deals and discounts alongside punchier RRPs helping to drive spend. They have been embraced by those looking to try new drinks on the market without having to purchase expensive bottles or multiple spirits and mixers. They’re loved especially by urbanites and those who crave convenience and simplicity, looking for a ordable drinks to suit their lifestyle and current trends.”

“IN the past two years, RTDs have become popular because they’re an easy pick-up drink to grab on the way home. We have two shelves of RTDs with a core of options from Captain Morgan, Smirno and Gordon’s. We’re trying to get the Absolut Sprite lines in and we’ve already got the Funkin RTDs in. We’ve had BuzzBallz for at least a year. I got them at the National Convenience Show. It’s a higher alcohol content and a wacky bottle. We got £300-worth in and they sold very quickly.

“We stock them right in the middle between beers and ciders. The cocktails in a can are niche and different. They’re a bit more expensive, but people do buy them on impulse. They’re always looking for new releases.”

Nishi Patel, Londis Bexley Park, Dartford, Kent RETAILER VIEW

Image credit: Getty Images/katleho Seisa

HOW TO BUILD THE RIGHT RANGE

IT can be tempting, with so many RTDs flooding the market, to broaden your range to its limits to give customers a greater choice. But this can be daunting to shoppers and for some retailers. It’s better to focus on maintaining a core range of established bestsellers with a rotating array of new releases, trending products

and lines with a promotion. “They all sell well,” says Imran Nasim, from Symington Stores in Kilmarnock, East Ayrshire. “But we’ve not got a big range at the moment. We’re stocking the new Cîroc RTDs because that’s what people are asking for and it’s also currently what I can get the best deals for at the cash and carry. We

stock di erent RTDs – whichever one is the best value.”

Girish Jeeva, from Girish’s Premier in Balmulloch, Glasgow, has a three-metre bay in his store’s beer cave dedicated to RTDs. He has consistently introduced new products, like Hooch cans, Cîroc cans and whatever else is new to market. His approach has been to

go large right from the start and then cut back based on sales data.

“It’s all about the merchandising,” he says. “If you can keep the stock lled all the time and maintain the range, that’s what’s important. Don’t go with just one or two. Go with all the range and then remove what’s not selling.”

What’s new

Absolut Vodka & Sprite

Coca-Cola Europaci c Partners and Pernod Ricard teamed up earlier this year to launch a new RTD, which has a 5% ABV and is available in a 250ml can at an RRP of £2.30.

Be

Global Brands has launched a premium range of 8.4% ABV cocktails called Be. The initial launch consists of ve of the most popular cocktails in the UK, including Passion Fruit Martini, Piña Colada and Strawberry Daiquiri (200ml), alongside a preshaken Margarita and a sparkling Paloma (250ml). They have an RRP of £3 per can.

Cîroc Cîroc unveiled two new sparkling vodka drinks –Cîroc Summer Citrus and Cîroc Tropical Passion. Available in 250ml formats, they both have a 5% ABV.

Reef Global Brands has announced the relaunch of its popular ’90s RTD Reef. The orange, passionfruit and vodka drink has an ABV of 3.4%. It is available from cash and carries across the country.

Four launches to be aware of

RTDs & SELTZERS

POSITIONING

AND PROMOTING YOUR RTDs

WHILE retailers agree that RTDs are bought by all age demographics, it is certainly most popular among younger adult shoppers. Social media can play a huge role in identifying trends and new launches, but also promoting your range, particularly when it comes to anything that’s freshly arrived on your shelves.

“It’s whatever’s new on the market,” says Jeeva. “We’re strong on our social media and promote what’s new, and our customers like to try things

out. We’re always letting our customers know what we have in the store.”

Positioning is also key to driving sales. As an easy-tograb drink, RTDs are a great impulse purchase for customers, with many retailers only stocking them as single cans rather than multipacks.

“The RTD market is worth more than £500m in Great Britain and is continuing to grow,” says Amy Burgess, senior trade communications manager at Coca-Cola Europaci c Part-

ners. “This is in part down to RTDs o ering consumers convenience, without the need for time-consuming mixing and preparation.”

This means that they need to be placed in a high-visibility area and always kept chilled so customers can see them, grab one – or more – and head out the shop with them.

To encourage greater basket spend, retailers can either look at multipacks or o ering multibuy deals.

“We tend not to o er mul-

tipacks, although Au Vodka o ers them, as I don’t see a market for them in our area, but it could work as a weekend thing,” says Nishi Patel, from Londis Bexley Park in Dartford, Kent. “We o er multibuy promotions instead. People will then buy a mixture of cans rather than just one, and it helps to upsell to the customers. You might lose 5p, but the customer is buying three di erent drinks and they will come back to pick more up another time.”

SUPPLIER VIEW

Craig Chapman, head of brands, Global Brands

“WE’RE de nitely seeing the premiumisation trend continue within RTDs in 2024 and beyond, particularly within canned cocktails. We also can’t ignore the growth of enhanced RTDs – and fully expect that category to continue to boom as consumers continue to engage with the category.

“Hard seltzers are expected to see a decline, following a drop in volume of 52% in 2023. Seltzers are rapidly evolving into a single-brand category, with many of the early entrants pivoting towards canned cocktails or promoting a more ‘UK-friendly’ message of ‘vodka soda’.

“Retailers should focus on o ering a diverse range of RTDs that cater to di erent consumer preferences and occasions. This includes traditional, bestselling RTDs such as VK Blue, as well as canned cocktails and enhanced varieties, such as Soopa Hooch.”

OTHER TRENDS IN RTDs

ONE of the major selling points for RTDs is the simplicity of not having to buy a bottle of spirits and a bottle of mixer. But it also allows people to know exactly how much they’re drinking compared to free-pouring their own gin & tonics. And with the no- and low-alcohol trend continuing to gather pace, retailers might want to explore o ering some products with lower ABVs. “Overall, we’re seeing a ‘drink less, drink better’ attitude among consumers;

they’re drinking less or opting into lower-ABV options,” says Taylorson. “Yes, they want to enjoy excellent drinks, but it’s not necessarily about it being cheap – they want good-quality, tasty products and drinking experiences at an a ordable price.”

Premiumisation within alcoholic drinks is also something worth considering. With people not going out as much because of the cost-ofliving crisis, products that can recreate that bar experi-

ence can be very much in demand depending on your local demographic.

“Customers are not just looking for convenience when it comes to purchasing RTD products, they are also seeking quality and value,” says

Craig Chapman, head of brands at Global Brands. “Premium, higher-ABV cocktails, such as those infused with nitro technology and incorporating bar-quality ingredients, are expected to gain further traction over the coming months.”

Thornbury Refrigeration, an Arneg Distributor, has advertised in Retail Express for years. The regular positive response we receive leads to confirmed sales and contented customers.

Robin Ranson, Thornbury Refrigeration

RAISING MARGINS

The RETAIL EXPRESS team nds out how retailers are nding new margin streams as costs stay high and competition is rife

1

“WE work with AB InBev and they will give me free stock regularly because of how well I can merchandise beers and ciders in my beer cave. I can get around 25-30% margins on most of my alcohol. Parfetts will do good promotions and if you’ve got a lot of space in your stock room, you can bulk buy. That way you can give customers good prices, but keep your margins.

“We do it with all our categories. If a good price comes in, we buy lots of it. We’ve got storage spaces in both our shops, but we also have a separate storage place in Manchester. Nowadays margins are so low that you’ve got to buy stock when it’s cheap and buy enough for the whole year. Last year, a four-pack of Stella had an RRP of £7.99, but Parfetts did a promotion and we could sell them at £6 and still keep a 27% margin. We bought three pallets and we still have that stock and are stilling getting those margins at prices that are lower than other shops.”

2

3

“IT depends on the demographic, but as we’re a 24-hour shop, we attach premium prices to our products and customers expect to pay that bit more because they’re getting that service. Having that 24-hour alcohol licence is a huge point of difference.

“We still get price-marked packs (PMP) on the fast lines whenever we can because it keeps customers coming in. But the most important thing is to make sure your store looks the part.

“You go into so many convenience stores and they look tired and shabby, and that doesn’t enhance your margins because shoppers are accustomed to well-organised shops. They’ve been educated by the supermarkets, so we need to follow those systems. If they understand subconsciously that they’re in a decent store, then they’ll be happier to pay that higher price. If you walk into a shabby store and pay a high price for a Coca-Cola, you’re not coming back.”

“WITH PMPs, you’ll be lucky to get 20% if it’s on promotion. And with food essentials you’ve got to stay competitive on prices. But you need to get 30% overall margin or you’re not making money, so you’ve got to look at other products that offer higher margins – things like toys, household products and stationery. You can get a 50% margin on these.

“I’ve got a big stationery, DIY and barbecue section in my store, and people now know to come to me for those things. It’s about having these things available and promoting it to customers. And they’ll buy other, lower-margin products as well, which boosts the overall basket spend.

“But if you’re not making 50% margins on toys, then you’re not doing it right. You’ve got to be stubborn with it. If it works, it works. You’ve got to think about what you can offer that will top up the margins you’re losing elsewhere in the shop.”

In the next issue, the Retail Express team nds out which categories retailers are phasing out.

If you have any problems you’d like us to explore, please

Kajan Thayalan, Go Local Extra Cambridge Street, Manchester

Bipin Chawla, Late 24, Bangor, Gwynedd

Qaiser Mahmood, Da Shop, Cheadle Hulme, Greater Manchester

I’m a margin-driven person, but I’m trying to keep prices low. How are customers keeping their margins? – Raj Dhother, Whitminster Store, Gloucestershire