Retail Express - 29 November 2022

How to keep

sales booming as price becomes main focus for shoppers

Women in

PayPoint stores warned of new fake-voucher scam

THERE is no greater feeling than being part of change. This was the sentiment earlier this month at the inaugural Women in Convenience event, when more than 50 independent retailers and suppliers met.

In a survey carried out earlier this year, 76% of women said they were not treated equally. I always knew this inequality existed, but it hit me harder when I had a statistic staring back at me.

I chaired a panel session with five retailers, who bravely shared their experiences of what it’s like to be a female working in a very male-orientated sector. It was emotional, and reinforced the need for desperate action now.

Most were calling for education across the entire supply chain and this initiative is about shifting the narrative in every aspect of convenience, whether that’s with reps, at cash and carries, at banks or symbol groups. As co-founder and strategic lead of Women in Convenience, it is my responsibility to keep the conversation moving.

And for me, this starts on these very pages. The representation of females quoted isn’t as balanced as we would like, so I will be making this a priority going forward.

Elsewhere, you can expect to see a lot more editorial focus, whether that’s advice, or fighting for better rights for women.

We will also be hosting another event next year, and if you’d like to be kept in the loop about all things Women in Convenience, please do email me at megan.humphrey@newtrade.co.uk.

MEGAN HUMPHREY

PAYPOINT has increased its security protocol in response to a fake cash out voucher scam circulating in stores.

A warning message was issued to store owners earlier this month by non-pro�it organisation Retailers Against Crime. The organisation con-

�irmed the scam had been successful at getting cash out of at least one store.

Retail Express understands the scam has been identi�ied as a person presenting a cash-out voucher, but when scanned, it triggers a cash in transaction for Funanga, which generates a code for using the value online.

As a result, PayPoint has im-

plemented extra security controls to its transactions and screens have been updated to prompt a retailer to make adequate checks.

A spokesperson for the company said: “This scam has been identi�ied as an individual presenting a cash-out voucher at tills which, when scanned, triggers a cash in transaction. PayPoint has

worked to implement extra security measures that should avoid its reoccurrence.

“It’s important that retailers trust the terminals. If something doesn’t look right, such as a cash-out voucher asking them to take cash in – consider if it all looks legitimate. Retailers who believe they have been affected should contact PayPoint as soon as possible.”

buys Camelot Retail education

WINNING National Lottery bidder Allwyn Entertainment has con�irmed its acquisition of defeated rival and current operator Camelot.

The company said it anticipated the deal to close in Q1 of 2023, subject to regulatory approvals, including from the

has just begun PO industrial action

Gambling Commission. Although the value of the purchase hasn’t been disclosed, Allwyn highlighted the ownership of Camelot will help facilitate a smooth transition when it begins operating the Fourth Licence from 1 February 2024.

INDEPENDENT retailers are calling for urgent improved education across the supply chain to crack down on gender discrimination in convenience.

In a panel discussion aimed at tackling inequality at the inaugural Women in Conveni-

ence event earlier this month, �ive retailers explained how education would help change ingrained stereotypes.

Retailer Shamaila Malik said: “Suppliers shouldn’t assume the woman isn’t in charge. Their language and approach needs changing.”

In

“While the �irst

uncertainty we face, we cannot prudently make remuneration increases now.”

In a poll by campaign group Voice of the Postmaster, representing over 700 branch owners, 94% voted in favour of strike action if no improvements were announced.

Autumn

THE government has increased support to local shops in an effort to help them survive the cost-of-living crisis.

Chancellor Jeremy Hunt said the business rates multiplier would be frozen in 2023/24 and business rates relief for eligible retail and

hospitality businesses will increase from 50% to 75% in April 2023. In addition, a new Supporting Small Businesses Scheme will cap the bill increases for those losing their eligibility for small business or rural rate relief to a maximum of £50 extra a month.

Megan Humphrey,

76% OF WOMEN SAID THEY WERE NOT TREATED EQUALLY

Indies to receive more support in preparing for DRS

MEGAN HUMPHREY

SCOTLAND’S deposit return scheme (DRS) administrator has committed to supporting independent retailers more, after admitting it “hasn’t done enough” in the lead up to implementation.

Circularity Scotland Limited (CSL) held its �irst conference last week in Glasgow, bringing together retailers and producers for the �irst time.

Following a number of delays, DRS is set to go live on 16 August 2023 in Scotland. Retailers operating a manual scheme are expected to receive a 2.69p handling fee per container returned, and those operating a reverse vending machine (RVM), will earn 3.55p for the �irst 8,000 items returned each week, with an extra 1.5p for each additional item.

However, in October, a retailer took legal action against CSL, after claiming the commission wasn’t enough. Chief executive David Harris made reference to the criticism and con�irmed the handling fees would remain under review when the scheme launches.

“We’ve faced two main criticisms, one being the producer fee is too high, and the other is the handling fee too low,” he said. “We recognise these concerns and all schemes regard this as the most contentious area. Retailer data was used in generating them, but we will

review the fee using actual retailer data when it is implemented.”

Collections

Biffa has said it expects to collect bottles from small newsagents at least one-totwo times a fortnight, and at least one-to-two times a week for medium-sized convenience stores.

Those operating as a manual return point, or using an RVM, will be expected to bag up containers and seal with a tag featuring a scannable barcode. The �irm revealed retailers will be expected to pay for the bags and tags, but this has been accounted for in the handling fee. Biffa con�irmed it will count and verify containers in three days of collection, feed back to CSL, so payment can be made to stores.

In addition, Biffa revealed it is in talks with retailers about potential commercial arrangements to assist with collections, to ensure existing networks can be used.

Exemptions

At the start of November, the Scottish government issued updated guidance for the exemptions process, making the process far less complex for stores.

It announced a new return point mapping and exemption support service to help retailers identify alternative return points, as well as the removal of requirements to share commercially sensitive information.

The government said it would now take the size of a premises into account in determining the risk of breaching obligations relating to environmental health.

ACS government relations director Ed Woodall described the move as “positive”. He explained: “This was the best thing to happen for convenience stores. We’ve been saying for a long time the best way to make it work is to strategically map return points.”

CSL programme director Donald McCalman added: “The whole point is to make it easier, quicker and faster for those who want an exemption, and for those who want to be a return point.”

Logistics partner Biffa has developed a mapping tool, which is supporting the proximity of exemptions and is available on Zero Waste Scotland’s website.

The company is calling on retailers to submit their intention of how they will be operating DRS, to help facilitate the sharing of return points.

Compliance Scheme regulator the Scottish Environment Protection Agency (SEPA) revealed it wouldn’t be taking a strict enforcement approach with businesses on DRS immediately.

Unit manager Kath McDowall said: “We want to work with businesses who are trying to implement DRS, rather than issue �ines.

Advice and guidance is our main route to compliance.”

A spokesperson told Retail Express it intends to take a “pragmatic approach” and more than likely will link up with local councils and trading standards when patrolling speci�ic regions.

Bottle returns

The Fed’s national vice-deputy president, Mo Razzaq, urged stores to manually take back bottles, if they are uncertain as to how many they will get back.

“An RVM is an investment, and we always encourage retailers to go manual if they are uncertain,” he said. “Although, that does bring challenges. Our most valuable space is behind the counter and �inding the space for bags will be tight.

“This is likely to require layout changes, which will

cost money.”

McCalman went on to reveal CSL will be releasing an app early next year to help log manual returns.

In addition, he con�irmed the company was in talks with EPoS providers for stores to potentially use existing scanners.

He stressed: “We know we need to do more, and haven’t done enough. But my advice to retailers is for them to devote some time to �igure out what DRS looks like in their store.

“They need to start thinking and planning for it now. We are going to do all we can to support them in that with guidance and advice in the coming months.

“This doesn’t stop when the scheme goes live. We are committed to listening and being adaptable. If it makes cost-effective sense, we will do it.”

GOOD WEEK

BEERHAWK: The UK consumer distributor of brewer AB InBev’s PerfectDraft beer dispenser has confirmed it is on the hunt for independent retailer stockists. Last year, stores said the dispensers were generating up to £35,000 in sales every week. A spokesperson said: “It’s a great time for our business as we look to rapidly scale with the right partners.”

SUBWAY: Retailers have been told to expect the opportunity to house a sandwich vending machine by the company in the near-future. The “interactive, fully unattended” smart fridge debuted at the University of California in September.

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

BAD WEEK

BOOST: The company is now working with Getir and UK-based discounters, despite previously pledging only to work with independent stores. Three core lines were recently listed on Getir, alongside a promotion giving away three free cans on orders over £15. However, Boost Drinks’ marketing and international business director, Adrian Hipkiss, said: “You will not find the brand in the ‘big four’ supermarket chains or the two German discounter supermarkets.”

CADBURY MILK TRAY: Mondelez has urged stores to remove its 180g and 360g formats from their shelves immediately due to a food quality issue. In a note sent to retailers, the supplier said: “The cardboard packaging is, in some instances, affecting the taste and, therefore, enjoyment of the chocolates.” Other formats, specifically 78g and 530g are not affected and can continue to be sold.

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

“WE’LL have to wait and see how it pans out, but it could be a tough period when you consider the upcoming increases from £9.50 to £10.42 in National Living Wage. It’s a big increase that will certainly affect us, and the staff will no doubt be expecting higher than the base rate as well. I won’t be impacted by any energy support as I already managed to secure quite a good deal with my current provider prior to the price rises”

Anonymous retailer

“IT will affect us as a store, as we pay the National Living Wage. However, as retailers, it’s worth considering what it will do to customers who visit our stores often. They government announced an extension to household support for soaring energy bills, but will this impact footfall? I’ve certainly noticed an increase in customers wanting to top up their electric keys.”

Ken Singh, BB Nevison Superstore, Pontefract, West Yorkshire

“I

are really good and any increase in pay usually incentivises them. I don’t mind paying them a bit extra if it means they can continue to deliver fantastic store performance.”

Alan Mannings, Shop on the Green, Chartham, Kent

Minister for green skills, circular economy and biodiversity Lorna Slater confirming the scheme will go live on 16 August 2023

Alan Mannings

Imperial criticised over price rises

MEGAN HUMPHREY

RETAILERS claim they’ve lost confidence in Imperial Tobacco after it raised pric es, despite previously say ing it wouldn’t due to the cost-of-living crisis.

Messages seen by Retail Ex press confirmed rises would come into effect from 17 No vember, following the resub mission of cost price increases.

In total, 13 products are af

fected, with all brands of 20pack cigarettes increased by 50p, while 30g of rolling to bacco went up 90p, with 50g up by £1.50 and 100g by £3.

A retailer, who wished to remain anonymous, told Re tail Express: “I think a lot of confidence and respect has been lost in Imperial because of their ongoing inconsisten cy over prices. In the current climate, we need certainty so we can make decisions to en

sure we don’t lose out.”

In response to the price rise, Booker informed mem bers of its Tobacco Club it would freeze prices for four weeks.

The news comes a few weeks after Imperial made a U-turn announcement, con firming it wouldn’t go ahead with rises originally planned for 31 October, as it didn’t want to negatively affect smokers in a challenging economy.

Commenting before the lat est price changes, Imperial said: “Like all manufacturers, Imperial’s recommended re tail prices (RRP) are regularly reviewed, and we try to give our trade customers advance notice of any changes.

“Our RRPs are our recom mended prices only and are subject to change. Retailers remain free to determine the selling prices of their own products.”

Juice supplier launch

THE founder of iSqueeze is encouraging retailers to boost margins by introducing a juice machine to their stores.

iSqueeze is sited in more than 500 shops, including Nisa, Spar, SimplyFresh, Cen tral Convenience, Costcutter and unaffiliated stores.

With an average 30%-40% margin per cup sold, retailers only need to sell one-and-ahalf cups of juice per day to cover the cost of the contract hire of the machine, which they can also buy outright, or trade in an outdated machine for the newest model.

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

POST Office (PO) has teamed up with Evri to trial in-branch sales, parcel pick-ups and drop-offs in 50 sites before Christmas.

The trial will use Evri’s Par celShop self-service, which will have a dedicated area within branch. The move is in tended to encourage people to return to their local high street.

PO chief executive Nick Read said: “This is the first

For the full

go

time in history that Post Of fices will be selling products for end-to-end delivery with another carrier.”

Egg shortage fears

INDEPENDENT retailers have been warned to expect egg shortages as farmers struggle with rising costs due to latest bout of avian flu.

This month, the British Free Range Egg Producers Association (BFREPA) re

vealed a third of farmers had cut the number of their hens due to rising prices.

Shoppers in supermarkets have complained of not being able to buy eggs, and reports have hinted at the issuing of rationing to protect supply.

Bang Energy range set for UK&I launch

JASPER HART

GLOBAL Brands has signed a deal to become the exclusive distributor of American energy drink brand Bang Energy in the UK and Ireland.

The move comes as the low-sugar, zero-calorie brand has seen strong growth in Australia, Africa, North and South America, and Europe, having reached $5bn (£4.3bn) in total sales.

Global Brands will also distribute Bang’s other energy drink brands, Meltdown and Vooz.

According to the supplier,

Bang has strong appeal with Gen Z consumers, with 2.3 million Instagram followers and #BangEnergy garnering 18.3 billion views on TikTok.

“Bang Energy brings something quite different to an energy category that is currently enjoying strong growth – a brand that is full of �lavour despite having zero sugar, zero carbs and zero calories across an awesome range of �lavours,” said Julian Atkins, commercial director at Global Brands.

“Bang Energy is set to be a huge success with the Gen Z consumer here in the UK and Ireland.”

PVM launches Chupa Chups Fr-ooze Pop

PERFETTI Van Melle is continuing the expansion of its Chupa Chups brand with the launch of the Fr-ooze Pop range.

The range is meant as a twist on the classic lollipop, consisting of a lollipop with a candy gel in a squeezable compartment which customers can squeeze to lick on top of the lollipop.

It is available in Strawberry, Blueberry and Tropical varieties, each at an RRP of £1 per lollipop.

The supplier is targeting existing Chupa Chups customers who are looking to experiment with new candy formats. Currently, the Chupa Chups brand is worth more than £8m.

Hovis launches partbaked bread range

HOVIS has expanded its Bakers Since 1886 range into part-baked bread with three new products.

The range includes Rustic White Rolls, Rustic Seeded Rolls and White Baguettes. Each variety can be baked in 10 minutes and has a longer shelf life than regular rolls and baguettes, according to the supplier.

The supplier has launched the range as households are beginning to cook winter meals, such as soup, more often. It sees a gap in the market, with 47% of shoppers currently buying bakeat-home bread.

Claire Parlour, marketing director at Hovis, said the range “has the potential to

bring the sensorial delights associated with freshly baked bread into millions of UK households in just 10 minutes”.

Atkins added that Bang also appeals to athletes, gamers and busy professionals at a time when consumers are looking for �lavourful options that are still low in calories and sugar.

Key ingredients in Bang Energy include caffeine, amino acids and B vitamins.

Weetabix launches outdoor and digital campaign to drive Melts sales

WEETABIX has launched a campaign to drive sales for its Melts cereal range.

The £300,000 campaign is live until 5 December. It consists of outdoor advertising, digital display and e-commerce, which the supplier expects will reach 11 million consumers.

Non-HFSS Melts launched

in spring 2021 in Milk and White Chocolate varieties, and now has a retail sales value of £3m.

Anna Cheatley, senior brand manager at Weetabix, said: “Analysing previous out-of-home, digital display, and e-commerce data, we saw a similar activation last year reach over 10 million,

and generate more than 42 million impressions, so we’re con�ident we can reach a wide audience over the month, driving shoppers to the cereal aisle to pick up a pack.”

Shloer launches zero-calorie range

SHS Drinks has launched its �irst zero-calorie range of adult soft drink Shloer, Shloer Zero.

The range has launched in White Grape and Red Grape varieties, each in a 750ml bottle with an RRP of £2.36.

Each bottle features prominent Zero labelling in light blue on the main and neck labels to differentiate the range from other Shloer products. Currently, zero-calorie carbonates are growing by 16% annually and account for 13% of the category.

Sarah Lawson, head of marketing – softs at SHS Drinks, said: “The Zero vari-

ants will drive reappraisal and open Shloer up to newer, younger audiences.”

Kopparberg launches festive flavour

KOPPARBERG has launched a Spiced Blackberry variety to coincide with the festive period alongside a new look for its Spiced Apple �lavour.

The new Spiced Blackberry variety is made to cater to the 57% of fruit cider drinkers listing a berry �lavour as their favourite fruit cider variety.

Meanwhile, Spiced Apple

has seen double-digit annual growth since its 2014 launch, and was the bestselling seasonal cider and bestselling single-bottle apple cider last Christmas.

Both �lavours are available in 500ml bottles at an RRP of £1.95.

The supplier says they can be enjoyed either warm or cold.

Diageo gives Cîroc TV debut

DIAGEO is hoping to drive sales of Cîroc vodka with the brand’s �irst UK TV campaign, ‘Make big moves’.

Live now, the campaign features celebrities including model Winnie Harlow, drag queen Bimini and recording artists Krept & Konan.

It consists of a series of three adverts inviting viewers into four different scenarios, celebrating people who are proud to express themselves and encouraging audiences to do the same. The adverts are running across on-demand and social media, and are supported by outdoor posters.

Each celebrity represents a different Cîroc �lavour

– Winnie Harlow as Pineapple, Bimini as Red Berry and Krept & Konan as the original blue-dot variety.

In

partnership with

Urban Eat’s festive to-go range

JASPER HART

URBAN Eat has launched two limited-edition seasonal sandwiches and a panini to drive festive sales.

Gouldsmith

What is a retailer-facing supplier website?

Retailer-facing websites are designed to support retailers with specific content and advice that’s been tailor-made just for them. They typically include category insights, ranging and merchandising top tips, and advice on the latest developments in the industry.

Why should retailers use supplier websites?

Convenience retail is experiencing unprecedented pressure at the moment. The industry has seen significant changes over the past few years, and is set to change even further over the coming months, too. Recent research has found that more than a third of retailers say they’d like better impartial advice in the face of this1

Retailer-facing websites can provide retailers with this advice, helping them to maximise their sales despite this challenging retail landscape. By using a retailer-facing website, such as SBF GB&I’s new website, Simply Soft Drinks, retailers can:

• Plan effective ranges with category insight guides, which analyse upcoming sales spikes and trends.

• Get to grips with the latest industry legislation with tailored advice and guidance.

• Create visually engaging and exciting ranges, with top tips and channel-specific planograms.

• Understand how to maximise PoS in store to drive and strengthen their sales.

SBF GB&I’s new retailer website is free to view from any device and no login details are required. For more information, visit simplysoftdrinks.com

Turkey Feast and Brie & Cranberry sandwiches and Turkey, Stuf�ing & Cranberry panini (designed to be eaten hot) are available until 30 December.

The Turkey Feast sandwich includes turkey breast and sage & onion stuf�ing in malted bread, with an RRP of £3.59-£3.79. Brie & Cranberry consists of brie, cranberry sauce and spinach in malted bread, with an RRP of £3.49-£3.69.

Meanwhile, the panini has

an RRP of £3.79-£4.49.

Abigail Nelson-Ehoff, brand manager at Urban Eat, said: “Our Christmas sandwiches always prove a huge hit, and the 2022 range is set to carry on the tradition.

We’ve designed a winning combo that will help foodto-go outlets meet a range of customer needs – a classic turkey Christmas Dinner favourite in both a sandwich and hot panini format, and an equally festive and tasty vegetarian option with delicious soft brie and tart cranberry sauce.

“As Brits settle into the new normal and people either return to their of�ices full-time or �lexi-work, we’re seeing sales in food to go

Ginsters relaunches festive slice

GINSTERS is relaunching its limited-edition Festive Chicken & Stuf�ing Slice in time for the Christmas period, after it saw strong sales last year.

According to the supplier, the seasonal slice’s success contributed to the brand’s highest-ever December market share due to popularity with existing fans and newcomers.

Fifty-two per cent of its sales were incremental to the category, with the slice delivering sales of £435,000 during the 11 weeks it was available.

The return of the limitededition slice comes off the back of a year of limited-edition launches from Ginsters,

such as its Creamy Garlic Mushroom and Four Cheese & Chive slices.

continuing to grow. We expect this to increase over the Christmas period as people treat themselves to festive

lunches and snacks, and our Urban Eat seasonal range is the perfect choice to meet that demand.”

Asahi launches nonalcoholic Super Dry

ASAHI is set to enter the low- and no-alcohol segment in the UK with the launch of Super Dry 0.0% in January 2023.

The alcohol-free variety �its with the supplier’s ambition to have alcohol-free products make up 20% of its range by 2030.

The UK will be one of its �irst international launch markets, followed by Aust-

ralia, New Zealand, the USA, Canada and France from March.

As part of Asahi Super Dry’s partnerships with City Football Group and the 2023 Rugby World Cup, the beer will be available at participating venues.

Asahi will support the launch with a campaign focusing on digital video and outdoor advertising.

Pringles launches Xmas TV ad

PRINGLES has launched its 2022 Christmas TV advert, which focuses on the upcoming combination of the festive season and football.

The 20-second ‘It’s Pringles season’ advert highlights the snack’s role in sharing occasions as one of the top-selling brands at Christmas.

The brand has also launched its limited-edition Christmas can designs for the

�irst time since its redesign. The cans feature snowmen, penguins, elves and Santa.

Aisling O’Hara, Pringles European marketing manager, said: “This is no ordinary winter, as we experience two of the biggest celebratory events in just one season. Our new advert highlights these moments and demonstrates Pringles is the perfect snack for any occasion.”

Send a secret choc bar with Cadbury

MONDELEZ has launched Cadbury’s Secret Santa Postal Service for the 2022 festive period.

Appearing in digital and static posters in the run-up to Christmas, the campaign inspires people to send a chocolate bar to someone special in secret.

They can do this by scanning a QR code on one of 120,000 Cadbury chocolate

bars, which will be released gradually every day until 24 December.

Participating bars include Dairy Milk, Oreo, Caramel, Wholenut, Fruit and Nut and Plant bars, as well as Dairy Milk Mini Snowballs and Winter Wonderland.

The campaign also runs across TV, on-demand, cinemas, digital, social media, print and radio.

Channel director of wholesale, Suntory Beverage & Food GB&I

Matt

Monster partners with F1 ace for new launch

COCA-COLA Europaci�ic Partners GB has launched a Monster Energy Zero Sugar variety in collaboration with seven-time Formula 1 World Champion Lewis Hamilton.

The new variety, which has a peach nectarine �lavour, is available now in a plain and £1.39 pricemarked 500ml can, with a four-pack multipack set to be available in January 2023.

It features Hamilton’s name across the top and a design created by the racer in partnership with artist Mad Dog Jones.

According to the supplier, Monster’s new launches in 2022 have helped it achieve an extra £77.6m-worth of sales, which has taken the

brand’s value to more than £481.1m.

Additionally, sales of its zero-sugar Ultra range are up 38.5%, making it the number-one zero-sugar energy brand in the UK. This in turn has helped grow the value of the energy drinks sector to more than £1.6bn.

10 Acre crisps relaunch as non-HFSS

FAIRFIELDS Farm Produce has relaunched its 10 Acre crisp brand as a carbonneutral, non-HFSS range.

The range, which is also vegan and gluten-free, has launched in new packaging in Cheese & Onion, Sea Salt, Cheesy Chilli, and new Fried Chicken and BBQ Beef varieties.

Fried Chicken and BBQ Beef are new �lavours, which

the supplier says came about from research showing that 80% of consumers reducing their meat consumption still like the taste of meat.

Each variety is available in 35g single-serve bags (RRP 90p) and 135g sharing bags (RRP £2.30). The range is fried, but the supplier says it contains 30% less fat compared to traditional fried crisp brands.

PROGRESSION

NOT PERFECTION

Helping the convenience channel become more sustainable

Imperial launches indie exclusives

IMPERIAL Tobacco has launched two limited-edition formats exclusively to independent retailers.

The supplier is bringing back its range of 21s packs as well as a 32g pack of rollyour-own tobacco.

The 21s packs include Richmond 21s (RRP £10.65), Players JPS and Lambert & Butler Blue 21s (RRP £10.90 for both).

Meanwhile, the limitededition 32g tobacco range features Riverstone and Players JPS Easy Rolling, both of which have an RRP of £14.55.

Tom Gully, head of consumer marketing UK&I at Imperial, said: “With demand for value shaping

purchasing habits across the tobacco category, these two new added convenience formats, developed exclusively for independents, will be sure to be popular with customers.”

Nomadic Dairy’s Protein Pudding range

NOMADIC Dairy has made its �irst steps into nonyoghurt products with the launch of a Protein Pudding range into Spar stores nationwide.

The range is launching in Vanilla and Chocolate varieties in 200g pots, at an RRP of £1.89. It will also be available to Morrisons from January 2023.

Each pot contains 20g of protein, is low in fat and contains no added sugar. The supplier says the range is aimed at a growing number of consumers beyond gymgoers who want to boost their protein intake.

This ‘active health’ dessert segment has grown by 4.4% in the past year to be worth £83.3m, according to Kantar.

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

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

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

James Hall’s World Cup goal promo Spar’s premium own-label ice cream

SPAR customers across the north of England can ‘Win with every goal’ this winter as part of a World Cup promotion from wholesaler James Hall & Co.

Live now, the promotion invites customers to enter via everygoal.co.uk, where the spin a virtual wheel that randomly selects their World Cup team.

They will then have the opportunity to choose whether they win an

instant reward every time their team scores or concedes a goal.

Customers will receive a text message alert every time this happens, and will then be able to claim their reward via a digital voucher, redeemable at their nearest participating Spar store.

There is a grand prize of £10,000, as well as daily rewards of £200 from a pool of more than £100,000 and Spar vouchers.

SPAR has launched three premium own-label ice creams.

Vanilla with Salted Caramel Sauce & Belgian Chocolate Shavings, Indulgent Chocolate Ice Cream with Chocolate Sauce & Belgian Chocolate Shavings and White Chocolate with Mixed Berry Sauce & Belgian Chocolate Shavings are now available to Spar stores nationwide, in 480ml tubs at an RRP of £3.

They are available for retailers to buy in cases of nine.

Adam Georgiou, Spar UK brand manager, said: “The new product �lavours chosen are some of the most popular in the market, and at only £3 each, they will be very

appealing to customers looking for great taste and excellent value given the cost-ofliving crisis.”

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

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

Squeeze out juice profits

JASPER HART

COMMERCIAL juice machine provider iSqueeze has launched in the UK and is available to convenience stores.

The supplier counts Nisa, Spar, SimplyFresh, Central Convenience and Costcutter stores among the symbols it works with, as well as unaf�iliated sites.

in outdated machines for the latest models.

According to the supplier, retailers only need to sell 1.5 cups of juice per day to cover the cost of the contract hire of its entry-level Citrocasa Revolution machine.

nology, offering businesses �lexible payment options, full and speedy maintenance cover, through to supplying quality juicing oranges from around the world and the pre-labelled, self-sealing

bottles you see in retailers. Our team offers businesses around the UK and Ireland added value, by increasing revenue streams, and offering a stronger customer experience.”

iSqueeze also provides recyclable pre-labelled, selfsealing bottles, available in 250ml (RRP £.150-£2.50), 330ml (£2-£2.80), 500ml (£3-£4) and 1l (£4.25-£6) sizes, and made from 100% recycled plastic. Fruits available include oranges, pomegranates and grapefruits, with further fruits, such as apples, being trialled.

KEY TAKEAWAYS

It offers a range of selfserve machines to cater to retailers of different sizes and at different stages of their retail journey. Retailers can pay for machines outright or can take out a contract-hire including full maintenance cover which allows them to trade

Elias Ebert, managing director at iSqueeze, said: “From vetting the latest tech-

Tropical Sun launches Jackfruit range

F’real to drive sales with rebrand rollout

beans and guacamole, and serving the Thai Green Curry version with steamed rice.

1

Dave empowers staff by including them in everything, such as stock availability. Staff carry out daily gap checks, helping to hold Dave accountable and get stock in when required or review a line that is consistently out of stock.

Dave introduced a ‘Jurassic breakfast roll’, a mix of bacon, sausages, omelettes and hash browns, and adds ingredients to other products, such as brownies, to add value. This allows Dave to charge more and boost margins. 2 3

Dave thinks about the psychology of his customers. He considered how customers shop to complete their missions, and used this to shape the store’s layout. Dave has then trained staff to think the same, too.

DAVE’S TOP TIPS

“Empower your staff. They are in store all the time and they help us achieve our high availability levels, but also make sure they know why it’s so important.”

The Independent Achievers Academy (IAA) joined DAVE HISCUTT, of Bassett’s Londis Abbotsbury Road in Weymouth, Dorset, to discuss how he is innovating food to go, empowering his team and using the psychology of his customers to create a strong shop layout Read the full coverage

TROPICAL Sun has launched a range of ready-to-eat jackfruit ahead of Veganuary 2023.

The range, available now, consists of BBQ, Tex Mex and Thai Green Curry varieties, each in a 400g tin at an RRP of £2.49.

Jackfruit is popular with people looking to reduce meat in their diets due to its meat-like texture. The supplier says the range offers a plant-based ‘pulled meat’ experience and is anticipating shopper interest after record numbers of Veganuary participants this year.

It recommends serving the BBQ variety in a brioche bun, loading the Tex Mex variety in a tortilla with rice, black

Bebeto launches Sweet Shop box

BEBETO is targeting sharing confectionery occasions at Christmas with the launch of its 1kg Sweet Shop.

The halal-certi�ied Sweet Shop holds two 500g bags of the brand’s Gummy Mix and Fizzy Gummy Mix.

It is available to One Stop, selected Spar stores, Valli Forecourts and from Amazon, with an RRP of £5.

Andy Walvin, sales manager at Bebeto’s parent company, Kervan Gida UK, said: “Shoppers love to trade up to bigger packs to enjoy with loved ones over the festive season. In fact, seasonal packs drove volume growth of 8.8% last year, so there are some sweet sales to be made with larger pack sizes this time of year.”

F’REAL has launched a redesign programme, available to all its stockists, rolling out before the end of the year.

The rebrand consists of new visual content for existing base units, blending bar headers and protective screens.

It will not require any equipment replacement, and every qualifying retailer will get advance notice ahead of a rebrand team visiting their store. Store rebrands will be planned by F’real’s logistics partner, RBC.

Gemma Briant, marketing manager at F’real, said: “We already know that loyal shoppers seek us out in store, and we’re con�ident this brand refresh will help us to drive

awareness with a wider audience, as well as boosting sales overall.”

Rubicon sponsors GB Snowsport

BARR Soft Drinks has announced a partnership that sees its Rubicon Raw energy drink range become the of�icial energy drink of GB Snowsport.

The four-year deal will see Rubicon Raw sponsor skiers and snowboarders, kicking off with the 2022-23 World Cup season.

Adrian Troy, marketing director at Barr, said: “We are

excited to enter into a partnership with GB Snowsport and to share our passion for high-energy sports with their fans and communities.

“We look forward to working with the teams at such an exciting time for the sport and supporting their programme to put British World Class skiers and snowboarders onto World Cup and World Championship podiums.”

PAID

FESTIVE COCKTAILS AT HOME

PERNOD Ricard UK (PRUK) predicts this year will eclipse any forecast for last year’s big comeback due to large gatherings with friends and colleagues finally getting the green light and the first-ever winter World Cup fuelling

an increase in at-home conviviality.

The appetite for cocktails at home remains high, with hot toddies, the Spritz and Espresso Martini1 seeing a strong evolution last Christmas. To inspire customers and

drive cocktail ingredient sales, PRUK has launched a YouTube channel dedicated to bitesized content that can easily be followed at home.

In

TOP TIPS

including an Absolut and Kahlúa Espresso Martini and The Glenlivet Hot Toddy. Branded social media content is also available to retailers for use on their own channels to educate and inspire shoppers before they are in store.

WHAT’S TRENDING?

THIS year still has its challenges, with the UK facing rising energy bills, inflation and increased living costs. Within this context, however, the premium-plus share of spirits has remained higher than pre-

pandemic levels, even in such a challenging environment2

For consumers, Christmas 2022 is likely to be a balance between enjoying a truly ‘free’ Christmas and managing less disposable income.

Sixty per cent of shoppers will give alcohol as a gift this Christmas, and 40% are looking to treat friends and family despite economic pressures3. Those willing to spend more are looking for indulgent

treats and to celebrate with friends and family. With more people expecting to spend Christmas with a larger group compared with 2021, they’re also more likely to buy spirits and wine as gifts4

For more information on Pernod Ricard UK products, contact your local PRUK representative

1 3 2 1 3 2

Growth in at-home group socialising.

An increase on budget control, shopping lists and less spontaneous purchases.

Customers will invest their time to make drinks special and use up owned ingredients.

Retailers can make the most of these by considering the following:

Invest in secondary promotional space for premium wine and spirits. It’s important to inspire incremental tradeup and gift purchases.

Ensure best-in-class online presence to encourage repeat visits to store.

Call out cost-per-serve in recipes either displayed in-store or on social media.

Chris Shead, off-trade channel director, Pernod Ricard UK

“THE long-term premiumisation trend is a resilient one, with people drinking less but better, and as they do, engaging more with what they’re drinking, paying more attention to wine pairings and enjoying more cocktails. During tough economic times, people still choose to purchase little luxuries to treat themselves, and wine and spirits is an area where people traditionally spend more to treat themselves or others. We will see some trade-down, however – people will also trade up when staying in to make the occasion more special. For these reasons, we’re optimistic about this Christmas.”

PRUK is advising retailers to expect three key trends this Christmas:

SUPPLIER VIEW

RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS

COST OF LIVING:

“THE message is organisation. We have to think about so much more in order to make savings. For example, we don’t leave any handsets on overnight now, whereas we did before. They would run updates, which was constant ly costing us money. Now, we only charge them when needed.”

“WE used to offer overtime, but now we just ask staff to cover essential hours. The staff like it because it means they have guaranteed hours and stability. Doing this does mean that you have to stay organised, and a little bit of extra work is needed when people are off, but everyone understands.”

WORK-LIFE BALANCE: How do you take time away from the counter?

“I TAKE a day a week away from the store. It’s important to set time aside so you have something to look forward to – whether it’s time with family or a sporting event. It makes you happier and ensures you come back refreshed.”

Phil Moutray, WM Moutray & Sons, Dungannon, County Tyrone

“LAST time around, I got bottles of Hennessy XO, so will hopefully push them again. We’ve started to buy a lot of premium champagne, so I’ll try and get a few magnums of champagne and prosecco in. We can put them on an end bay and show them off.”

Nishi Patel, Londis Bexley Park, Dartford, Kent

“AFTER Christmas, people might not have much money to spend. We’ll be looking at bigger packs and may go to supermarkets, as they sometimes do good deals. We’ll pick up multipacks for cheaper than we would at a cash and carry.”

Shisan Patel, Jash (DPS), Perry Barr, Birmingham

“ENERGY bills are a major is sue for retailers right now as they’re our biggest cost and they continue to increase regularly We were really pleased to hear that Booker is acting proactively to support us in a difficult period. The extra help will go a long way in alleviating concerns.”

Anonymous retailer

“BOOKER symbol retailers are already being asked to submit their interest for the buying group, with the intention of getting better energy deals as a collective. It certainly is a positive move that can help independent retailers during what could be a difficult winter for many.”

Alan Mannings, Shop on the Green, Chartham, Kent

BOOKER: How will its ‘Energy Buying Club’ help you survive the crisis?

I take a day a week away from the store

We’ll be looking at bigger packs

It certainly is a positive move that can help

How are you continuing to cut costs in store?

NEW YEAR: How are you getting ready for the year-end celebrations?

Vince Malone, Tenby Stores & Post Office,

Pembrokeshire

Samantha Coldbeck, Wharfedale Premier, Hull

Letters may be edited

Invest in your store the right way

‘My Espresso Essential machine keeps showing error codes’

I OWN my Espresso Essential machine outright after the company went into administration in 2019.

At the time, I was stung as we were due to receive £4,000-worth of free stock, but never got it.

I was hoping it would last for a number of years, but recently it’s started showing error codes on the screen and

won’t work. It did this about a year ago, and I managed to �ix it by watching a YouTube video, but this time I can’t.

I was given a number by Retail Express, and I spoke to an engineer who told me the motherboard needed rewiring.

He said ideally, I needed an engineer present, and there aren’t any. I was also

COMMUNITY RETAILER OF THE WEEK

told it would cost me £900 to replace this part of the machine, which I can’t afford to part with right now.

I think it’s time for me to get rid of it and talk to some local coffee suppliers in the area that operate in retail premises.

Chris Cobb, Cults Stores, Aberdeen

A spokesperson for All About Coffee responded: “All About Coffee carries all parts for these machines at reduced rates. I would be happy to talk to any Retail Express readers who need help. In the past, All About Coffee has sent parts out to remote places, and then helped the retailer �it them over FaceTime, which can reduce cost.”

COMMUNITY RETAILER OF THE WEEK

RECENTLY, we have been using technology to reduce manhours and get more productivity out of our store. It’s so important to invest in your store at the moment, but you have to invest in the right way, focusing on things that will make things smoother and the store easier to run. With the current climate the way it is, it’s really important to look at operations and how you can be more productive or reduce costs. So, we’ve looked at things that take time.

We’ve worked with HL Displays to introduce pushers onto our shelves. They push the products to the front of the shelf – like a vending machine – which not only makes the shelf look neat and tidy, but also ensures that it looks full. It looks good and it saves the staff at least an hour and a half every day where they would usually be wandering around the store merchandising products and keeping shelves looking tidy and well stocked. It works for our wines and soft drinks, but also salads and cheeses as well.

We’re also working with Retail Guardian to install temperature monitors in all our fridges, so that’s now being done automatically instead of our staff having to do it. The other things we now wouldn’t want to live without is headsets.

All of these efficiencies have enabled us to knock out about 30 manhours every week. That’s a big saving.

I found out about these technologies by talking to other retailers and by going to events. You’ve got to get out and see what retailers are doing and ask them how they’re doing it. Next year, we’re looking at installing solar panels to reduce our energy usage.

It’s a big upfront cost, but we think it will have paid for itself in three-to-five years. The pusher displays from HL have paid for themselves far faster than that. We also want to introduce electronic shelf-edge labels in the new year as this will save further time.

This isn’t about core staff’s hours or wages. They’re in a cost-of-living crisis, too, so it’s important to maintain their level of income. It’s just a matter of general time wastage and reducing it.

“WE hosted a Halloween event in our old party shop. We had the space available and wanted to do something for the community and especially the children living nearby. We decorated it with lots of different things, and put a black sheet along the walls to create a spooky house. We had so many people come along, and there were really long queues. It was totally free to attend. We wanted to bring the residents together and everyone appreciated it.”

“WE partnered with Stratford-upon-Avon Foodbank this month to help our community deal with the cost-of-living crisis. We’ve put a help basket in the store, which has supplies for customers to donate to. Each month we put which items are most in need as guided by the food bank. A representative from Stratford-upon-Avon Foodbank then comes into the store and collects them so that they then may be distributed to those who most need them within the community.”

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

‘We have introduced a help basket’

Harj Dhasee, multisite retailer –@HarjDhasee

Harj Dhasee Mickleton Village Stores, Gloucestershire

‘Our spooky house was a treat’

Anita Nye, Premier Eldred Drive, Orpington, Kent –@anita_nye

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

KEEPING

IT can be difficult to view tobacco as a foundational pillar of convenience sales thanks to margins well below the convenience average, legal restrictions on the display and marketing of products and the rapid rise of the vaping category.

However, many retailers still rely on tobacco for a significant portion of sales and footfall, thanks to committed customers. Overall, the category is worth £6bn in UK symbols and independents according to IRI, with the ready-made cigarettes (RMC) segment accounting for

£4.2bn, although data from Imperial Tobacco suggests the split between RMC and rollyour-own (RYO) tobacco is closer to 52:48.

Craig Warren, who runs The Corner Stores Costcutter in Bury St Edmunds, Suffolk, has found the category has enjoyed a second wind thanks to the pandemic, as people’s inability to travel reduced the illicit trade in his area to practically zero. This, plus a nearby newsagent’s closure, has helped him increase his tobacco.

Sasi Patel, a multi-site Go

Local retailer in Cheshire, says repeat sales from increasingly hardened smokers has allowed many retailers to make the category more worthwhile despite its various difficulties.

“Not many shopkeepers are trading at RRP anymore, it’s quite common to see returns of up to 15%, which is healthy compared with stocking PMPs, where you’d be looking at 5%7% at best,” he says.

Tom Gully, head of consumer marketing UK & Ireland at Imperial Tobacco, says retailers need to keep in touch with

trends to maintain tobacco sales, especially a shift towards value ranges.

“Given the growing cost-ofliving crisis and rising energy costs, this shift towards value tobacco products is a trend that is likely to continue for some time and one that retailers should not ignore – especially given tobacco customers can generate much wider sales in store,” he says. “Tobacco shoppers spend more, visit more and have a higher basket spend than other shoppers, so are key shoppers to attract.”

HOW ARE CUSTOMER TASTES CHANGING?

WHILE much is made of tobacco customers’ brand loyalty, the evidence suggests they are feeling the squeeze and turning to value lines.

“We’re seeing a move towards low-priced propositions across the entire category as a whole, resulting in the lowerprice-tiered products making up a majority of tobacco sales,” says Gully. “In fact,

the sub-economy segment now makes up 63% of RMC sales, while the economy segment accounts for 56% of RYO, with these value segments growing at an impressive 3% and 5% year on year respectively.”

Gemma Bateson, sales director at JTI UK, adds that ultra-value RYO sales are the fastest-growing in terms of market share, and that 80.5%

of all sales volumes in RMC and RYO come from value and ultra-value lines.

“There’s no such thing as brand loyalty like there was five or six years ago,” says Craig Warren. “People are just after the cheapest, whatever we’ve got. There are people who smoke what they smoke, but 90% of my sales are value-led.”

Meanwhile, Sasi Patel’s RYO sales have grown to about 20% of his tobacco total. “The biggest change in my tobacco sales hasn’t come from people leaving tobacco to vape, it’s come from people jumping from cigarettes to RYO,” he says. “A rolling tobacco journey usually starts with a particular brand, then goes on to be price-led.”

THE NEW SILVER RANGE: AMAZING VALUE FROM ONE OF THE UK’S MOST RECOGNISABLE BRANDS** For more information visit www.jtiadvance.co.uk **Source: Kantar / Online One Tracker: Wave 1 2020 Base: All RMC Smokers 19+ n = 1,117, All RMC/RYO/MYO n = 1,555

the stat

63% ULTRA

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

Nithyanandan, Costcutter, Epsom

SUPPLIER VIEW

Tom Gully, head of consumer marketing UK & Ireland, Imperial Tobacco

“THE future of the tobacco industry lies very much within the value of the product as consumers seek out ways to save money. So, if retailers are to successfully cater to the needs of today’s customer and increase sales, then ensuring they are stocking a wide range of value tobacco products is crucial.

“With the growing cost-of-living crisis impacting households nationwide, we expect this consumer demand for value to increase even further in the months to come. Given this rising shift towards value products, and rolling tobacco in general, it’s important to make sure retailers cater for this demand with the right product offering.

“With this in mind, we’d recommend retailers check they have a strong variety of leading roll your own brands such as Riverstone and Players JPS, to ensure they are prepared for this rising demand for value tobacco products.

“When reviewing their range, it’s important for retailers to remember that value means different things to different people. Some customers might be focused on the lowest price, while others may be looking for added value formats like Players JPS Easy Rolling Tobacco, which offers filters and papers in one pack. Therefore, ensuring retailers stock a range that caters for these different value needs is vital in order to effectively cater for their customer base.”

THE IMPORTANCE OF ACCESSORIES

THE tobacco accessories segment is a beneficiary of the growth of RYO, as customers look for the means to make their own cigarettes all in one place. The accessories segment is worth £327m, having grown by 4% year on year.

Within that, £189m comes from convenience stores, according to IRI.

Most retailers say the

segment is an easy one to navigate, characterised by recognisable brands that can also help to signpost a broader tobacco offering instore. “Swan seems to lead the market for lighters and filters, and Rizla for papers,” says Sasi Patel. The segment gets some of its appeal for the ability of some lines to replicate the feel of menthol cigarettes.

Imperial’s Tom Gully says the supplier’s Rizla Xtreme Flavour Cards, which work with RMC and RYO, are selling around 400,000 packs a week.

Stocking a thoughtfully considered range of tobacco accessories makes sense for retailers no matter how strong their RYO sales are, as either way it acts as a value-add for that segment. “Tobacco acces-

sories, including filters, papers and lighters, provide an important opportunity for retailers to benefit from impressive margins and incremental sales,” says Gavin Anderson, sales & marketing director at Republic Technologies UK.

“The right range of brands and effective PoS give retailers the potential to make sure their store stands out.”

TOBACCO

STOCKING CIGARS AND CIGARILLOS

ALTHOUGH they don’t stack up to RMC and RYO in terms of sheer volume, cigars and cigarillos have shown a growth in recent years that flies in the face of category trends.

“I cigarillo

think the rapid growth of the cigarillo segment over the

sumers are willing to try new things from the tobacco category if the proposition and price point are correct,” says Alastair Williams, country director at Scandinavian Tobacco Group UK (STG UK).

of the total volume and just under £100m in value sales.”

Nishi Patel of Londis Bexley Park in Dartford, Kent, stocks a focused range that is kept going by a few regular customers.

10-packs, purely because of that pack size and it’s price-marked as well. We keep a core range: Castella Classics, Henri Wintermans Half Coronas, mainly because we have the customers.

Williams adds that the upcoming festive period is important for cigar sales, especially as a premium option, running counter to overall tobacco trends.

barely existed three years ago, but now makes up over 46%

“It

cigarillos are quite a good seller for us, we sell an outer and a half per week of mas novelty, but otherwise

“Certainly in the run-up to Christmas time, we know that many adult smokers choose

to trade up to something more premium in the form of a larger format cigar as part of their festive celebrations, so retailers need to ensure they are stocked up on brands like our Henri Wintermans Half Corona to make the most of those additional sales,” says Williams.

the stat 56%

The market share of economy RYO

IS HEATED TOBACCO HEATING UP?

CONTINUING to carve out a niche between the traditional tobacco and vaping categories is the heated tobacco segment, which involves inserting flavoured tobacco sticks into electronic devices, which heat them when activated.

The market is currently limited to just two entrants: Iqos from Philip Morris Limited

(PML), which works with Heets sticks, and Ploom from JTI, which works with Evo sticks.

Currently, Ploom is only available to retailers within the M25.

Since Retail Express last covered the tobacco category in August, both suppliers have released updated iterations of these devices – Iqos Originals Duo and Ploom X – indicating a

dedication to growing the segment. Mark McGuinness, marketing director at JTI UK, estimates the segment will grow from £91m this year to £250m by 2025.

“If we look at heat-not-burn – a relative newcomer to the UK market – we see a category growing at over twice the speed of the e-cigarette category,

which launched at least a decade earlier,” says Kate O’Dowd, head of commercial planning at PML, who adds that the supplier is selling 54 times as many Heets each month than it did in 2017, while the number of stores selling Heets has increased sevenfold since January 2018.

The low number of market

entrants means retailers don’t have to think too hard about which heated tobacco products to stock, and they can already focus their flavour ranges: sales of tobacco-flavoured heated tobacco account for 52% of sales, with menthol flavours accounting for a further 44%.

Nishi Patel sells Heets to regular customers, but finds

Iqos devices too expensive for the rate of sale to stock. As customers are drawn to heatnot-burn technology, simply stocking tobacco sticks for them to smoke will become more viable for retailers, in much the same way they provide popular vapes and cigarettes. However, staff education is key to convincing customers.

“TOBACCO sales are about 20% of my total business. Within the category, sales are 75% cigarettes and 25% RYO. Some people are moving to RYO for the price, but I think more people will give vaping a chance before doing that.

“Our main seller is Benson & Hedges Blue Superkings. Embassy is also up there with its reduced pricing. Our top three RYO sellers are Riverstone, Sterling and Amber Leaf. In terms of margin, cigarettes are between 8% and 10% while tobacco is 15%-18%. I charge about 50p over RRP to get my margin, which is important for such a big part of my business, then I’m also protecting myself for any RRP increases.”

IQOS is the world’s number-one tobacco heating system3 and preferred choice for 13.5 million adults4, who have switched completely and stopped smoking. As part of the Iqos range, Iqos Originals Duo is now available to UK retailers. The device combines revamped design features5 with Philip Morris International’s time-tested HeatControl Technology, which uses a ceramic blade to heat tobacco from inside, delivering a real tobacco taste and satisfaction. Iqos Originals Duo is fully compatible with existing Heets tobacco sticks.

HEAT-not-burn grew 19% in 2022, versus 20216 As the UK’s number one heat-not-burn product7, Iqos, together with Heets – tobacco sticks designed for exclusive use with the device –continues to spearhead category growth.

Unlike a vape product, which uses liquid, Iqos heats real tobacco to offer a true tobacco taste, with no smoke, no ash, and less smell. Adult consumers can choose from a selection of 10 Heets tobacco stick varieties, ranging from smooth or full-bodied classic tobacco through to a choice of menthol blends. There is a Heets variety to meet every consumer preference.

What’s more, with 20 Heets costing £5 RRP8 –less than half the average price of a pack of 20 cigarettes9 – Iqos is a more affordable option for adults who would otherwise be smoking.

Joy Kayler, of Hamstead Spar in Birmingham, says of Iqos: “The great thing about Iqos is the choice of Heets – there will be something to suit every smoking customer’s preference, which makes it easier to switch.

“I find out what they are currently smoking and offer the equivalent Heets variety to try. If it’s not right,

Retail environments that allow for a more consultative approach are far more likely to help adult smokers overcome conversion challenges. In action

Separate in-store counters are ideal, but with money and space limited, retailers may want to consider what manufacturers offer in terms of support. 23 In partnership with RETAILER Stats 19% The growth of the heat-not-burn segment in 2022 versus 202111 54x The volume of Heets PMI is selling each month compared to the average in 201712 Retailers interested in stocking Iqos and Heets tobacco sticks, contact PML’s B2B support team on 0333 320 0777

7x The increase in number of stores now stocking Heets since January 201813 1Three-month clinical studies conducted in US and Japan with 160 adult smokers each under conditions (ambulatory), 2PMI Financials or estimates, Iqos user panels and PMI Market Research, 3PMI global estimate of total in-market sales of heated tobacco units as of December 2019 (excluding China and U.S.), 4Philip Morris International (PMI) 2022 Q3 Earnings Results (20 October 2022): we estimate there were approximately 19.5 million Iqos users as of 30 September, on a pro forma basis, of which approximately 13.5 million had switched to Iqos and stopped smoking, 5Turquoise activation button colour and new colour options, 6Nielsen: Comparison between ‘2022 Jan-August’ vs ‘2021 Jan-August’ Value Sales of full HNB Nielsen segment, 7As of August 2022, Iqos – Philip Morris International’s heated tobacco system – had a value share of the Heat not Burn segment in the UK of 99.509%, meaning Iqos was the UK’s number-one product in that category, encompassing all devices and consumables (Nielsen data), 8Recommended Retail Price (RRP) of Heets in the UK is £5. On-shelf prices selected by retailers alone and may vary, 9Assuming average price of cigarettes at £11.94 per pack. Source: ONS dataset. Average price – Cigarettes 20 king size filter, Nov 2021, 10As of August 2022, Iqos – Philip Morris International’s heated tobacco system – had a value share of Heat not Burn segment in the UK of 99.509%, meaning Iqos was the UK’s number-one product in that category, encompassing all devices and consumables (Nielsen data), 11Estimates and financials based on PMI 2022 Second-Quarter Results (21 July 2022), 12Ibid, 13PMI Financials, Iquos user panels and PMI Market Research

Avtar Sidhu, St John’s Budgens, Kenilworth

TAPPING INTO VEGETARIAN, VEGAN AND FREE-FROM OPPORTUNITIES

THE FLEXITARIAN OPPORTUNITY

WHETHER it’s because of personal preferences, environmental concerns, allergies or food intolerances, the demand for food and drink that doesn’t include certain ingredients is on the rise.

Gluten, dairy and meat are the most prevalent options, but there are other things out there. And while there are more people who completely avoid certain products, there is also a trend for flexitarianism as people simply try to reduce their meat intake, for instance.

“Flexitarianism has continued to grow in popularity, with more than 30% of the population now identifying themselves as ‘flexitarians’ and more than a third claiming to have introduced one or more dedicated ‘vegetarian days’ per week over the past year,” says Allison Wallentin, convenience category manager at Saputo Dairy UK.

Michael Field, commercial director at Higgidy, agrees, stating that while 93% of the UK eats meat, the trend towards flexitarianism is growing.

“For health and sustainability reasons, there’s a trend towards flexitarian lifestyles with the number of people cutting meat/fish out of one-tothree meals a week increasing by 5% since 2018 and forecast to grow to 60% by 2025,” he says. “At Higgidy, we see this through the increasing demand for our veggie offering which, combined with vegan, now accounts for over 75% of our range.”

While Sarj Patel was always able to offer vegan and vegetarian options in his Pasture

Lane Stores in Sutton Bonington, Nottinghamshire, he has found more suppliers are now getting into the category and offering meat-free options.

“Peter’s Pies is one of the suppliers that’s doing it,” he says. “Barney’s is a local sandwich maker and is doing it as well.

“We offer rolls and sandwiches, and we have meat suppliers who have started added vegan slices in there for us. People are starting to look for that and we have to get that choice in there.”

With more people than ever seeking alternative diets, CHARLES WHITTING finds out what retailers need to do to exploit this trend

USING VEGANUARY

IF you were thinking of a good time to start investing in your vegetarian range, then the lead-up to January would be a winner. In 2022, Veganuary saw more than 600,000 people say they were taking part and cutting out meat entirely for the first month of the year.

With it continuing to attract more participants every year,

having a strong range that’s been well promoted in advance could set you up for strong sales in the rest of the year. A strong vegan range at a time when more eyes are focused on it will be remembered by those in it for the long haul.

“In 2022, 83% of Veganuary participants planned permanent diet changes, so it’s es-

sential retailers stock a range of bestselling brands to entice customers,” says a spokesperson for Swizzels. “Swizzels is in its fourth year running a consumer marketing campaign in support of Veganuary, with the message ‘All these, all year, all vegan’ to promote the extensive range of vegan sugar confectionery.”

WHAT TO OFFER IN VEGETARIAN

WHEN it comes to the vegetarian and free-from options on the table, retailers can look to established companies that have built their brand around vegetarianism like Quorn.

They can consider newer, smaller companies, with lots of new businesses focused on these products starting up regularly and carving out niches in the market.

Additionally, they can look at what free-from options have been added to existing ranges of non-free-from products.

“We know the flexitarian diet is becoming popular, for health and sustainability reasons, and new year’s resolutions offer shoppers the opportunity to try new things and adopt new habits – whether that’s having a meat-free day a week or trialling a vegan diet as part of Veganuary.

“For us, it’s all about offering a breadth of choice to consumers who are looking to make these changes, but still enjoy great-tasting, top-quality food,” says Higgidy’s Field.

With price concerns growing across the UK, vegetarian and free-from options may suffer from a perception that they’re more expensive than other options and retailers need to bear this in mind when choosing what to stock and what prices to set. For example, by introducing a frozen range of free-from foods, retailers can assuage customer concerns.

“Although other trends remain, value has become the key purchase motivator and is at the forefront of many

shoppers’ minds, as cash-conscious consumers look to save money amid increasing costs of living,” says Gill Riley, marketing director at Quorn Foods.

“We know from previous recessionary times that shoppers turn to frozen foods when seeking value for money.

“Frozen has seen tremendous growth in previous years as it fulfils many shopper needs: value for money, reduced waste, convenience and ‘locked in’ freshness that lasts longer.”

FROZEN FOOD

INTRODUCING FREE-FROM TO YOUR CUSTOMERS

WITH so much choice, demand potentially limited to a specific customer demographic and price potentially likely to matter more to cash-strapped customers than environmental credentials, retailers need to monitor how their products are selling and maintain a tight range that doesn’t leave products sitting on shelves unsold.

“You want to keep rotating products,” says Patel. “With gluten-free, the cus-

tomer base covers every age, but there are a lot of kids out there who need gluten-free. So, it’s worth having half a shelf or a shelf dedicated to it. Then you can expand it as the customers need it.”

Patel also advises retailers start slowly and talk to customers to ensure that they are building a range that will be popular within their local demographic.

“It’s about listening to your customers more than

anything,” he says. “You don’t want to go straight in when it might not be your area. Customers will ask for it and then you can start building, but you don’t want to waste money putting it in without customers’ backing.

“Talk to your chilled products suppliers and wholesalers. Booker have a lot of gluten-free. It’s worth trying them.”

Unfished

New products

Verdino Green Foods has launched Unfished, a new range of plant-based fish alternatives in the UK. Offering alternatives to tuna, salmon, smoked salmon, white fish and breaded fish, the products are made using pea protein. “We know that product innovation previously exploded plant-based meat and dairy alternatives, and people have been waiting for the same thing to happen with fish alternatives,” says Raul Ciurtin, founder of Verdino Green Foods.

PureOaty

Glebe Farm has relaunched its PureOaty Barista oat drink and introduced it’s PureOaty Creamy and Enriched oat drink. “We have big plans to expand our PureOaty range to introduce an organic line,” says Philip Rayner, co-founder of Glebe Farm. “For us, it is the natural next step.”

Richmond Sausages

Richmond Meat-Free has announced a limited-edition line to its range of Meat-Free Sausages. Ahead of the festive season, Richmond Meat-Free Sage & Onion Sausages are available nationwide until April. The announcement of the new Sage & Onion flavour follows the success of Richmond’s Meat-Free BBQ Sauce Flavour Sausages, which were launched earlier this year and are now the fifth-best-selling sausage in the category.

Cathedral City Plant Based

Saputo Dairy UK recently launched a plant-based version of its Cathedral City cheese. It is available in multiple formats, including block (280g), sliced (150g) and grated (150g). The launch is being supported by social media, online and in-store shopper marketing to drive awareness and trial of the new products.

“Demand for free-from alternatives is soaring, but for some shoppers, such as flexitarians, there hasn’t been an offering which is good enough to encourage them to purchase regularly,” says Neil Stewart, head of marketing for Cathedral City at Saputo Dairy UK.

Higgidy Pies

Higgidy has launched new vegetarian products – Porcini & Chestnut Mushroom Pie and a 400g Cauliflower Cheese Sharing Quiche. In addition to this, the brand has launched two new vegan snacking products, Bang Bang Cauliflower Vegan Dinky Rolls and Spinach & Red Pepper Mini Vegan Muffins.

Livia’s free-from snacks

Livia’s has made its free-from products available in several wholesalers, including Epicurium and Blakemore’s Vegan Store. Livia’s ranges include only non-artificial, plant-based ingredients and are also free from dairy, refined sugar, palm oil and preservatives. Livia’s Nugglets come in two flavours – Choc Brownie and Cookie Dough – and have an RRP of £1.79 for a 35g bag. Million Squares have an RRP of £1.79 for a 60g bag and are available in Salted Caramel and Chocolate Orange varieties.

PANCAKE DAY

PUT this date in your diary now – Pancake Day 2023 is Tuesday 21 February. “For the majority of people, Pancake Day is the first treat day after Christmas,” says Chris Smith, marketing communications manager at confectionery wholesaler Hancocks. “For some, it’s also the first diet breaker.”

This makes it a day to make the most of. To plug into Pancake Day’s potential, there’s a range of products retailers should stock in the run up to it, including a choice of toppings,

sweet spreads and pancake mixtures.

It’s traditional to make pancakes on Shrove Tuesday, the day before Lent starts. In the Middle Ages, eggs, flour, milk and fatty foods like butter were banned when people fasted during Lent, so pancakes became a popular way to use them up. And in 2023 it’s still a great time for friends and families to get together and have fun.

Traditional English pancakes are thin, tossed to avoid

them sticking to the pan and served straight after frying, covered in golden syrup or lemon juice and caster sugar. But times change.

Growing numbers of people are taking their Pancake Day pleasures to new heights, getting creative with a host of exciting toppings, and smart retailers are ready for them. Arif Ahmed, from Ahmed Newsagents in Coventry, reckons it’ll take support from suppliers and wholesalers to make his sales seriously sizzle in 2023.

top tips

To draw in shoppers, retailers should stock up in good time and capture attention with a choice of tempting goodies and recognised brands. Here’s what the suppliers suggest:

Chris Smith, marketing communications manager, Hancocks Cash & Carry

“THINK about stocking for Pancake Day a month in advance and, as it’s a temporary event, use a gondola end to display products. This way the products will capture shoppers’ attention, even if they originally didn’t intend to buy them for Pancake Day. Promoting this occasion is all-important, and things like in-store marketing and PoS, email marketing and call-outs on till receipts are effective ways to involve customers.”

Sutherland, UK & Ireland sales director, Ferrero UK

“CREATE a space in store to make the most of the opportunity. Think about link merchandising, including stocking pancake essentials together alongside Nutella and a colourful selection of fruits. Smaller stores should consider slightly more disruptive tactics ahead of Pancake Day, where space permits.

“This could include simple competitions, recipe cards and using social channels. Ferrero’s retailer hub, YourPerfectStore.co.uk, allows retailers to order PoS units to promote Pancake Day.”

PANCAKE TOPPERS TO PAMPER YOUR SHOPPERS

THERE’S a wide variety of confectionery-related lines that are strong sellers in the Pancake Day sweet spot.

Hancocks’ Chris Smith says the bestselling Lotus Biscoff Spread is a must-stock for the occasion, available in a crunchy and a smooth version. Lotus Biscoff Crumbs are another much loved Pancake Day essential.

To wow chocolate-loving customers, other popular toppings to consider stocking include Cadbury’s Flake Pieces,

Crunchie Bits, milk chocolate coated honeycombed pieces, and Nestlé’s Kit Kat Mix-ln pieces. Let’s Bake & Decorate Vanilla and Blue Raspberry Mini Marshmallows, Smarties Mini Mix-In and Milkybar Mini Mix In are perfect for adding to pancakes, desserts and for baking, too.

Shoppers are also turning to sweet spreads to enhance their Pancake Day treats, according to Jason Sutherland, UK & Ireland sales director at Ferrero UK.

RETAILER VIEW

Arif Ahmed, Ahmed Newsagents, Coventry

“WE used to do well with Pancake Day and sell pancake mixes and lemons, but round here it’s going out of style, something just ‘traditional’ people do. In Coventry, there’s a rugby match in the town on Pancake Day, and in the city centre big stores like Morrisons have displays, Tefal promote it with their frying pans and market traders push it on their stalls.

“It’s different in independent stores, we don’t get the customers these days. We need more communication from the suppliers. They’ve made a lot of sales staff redundant, and don’t visit like they used to. If the products are there, people will buy them, but it needs flyers and PoS. We used to get support for things like this, but not any longer, and it’s a hassle promoting them on our own. If suppliers did more to push Pancake Day, and the cash and carries backed it, that would really help.”

RETAILER

VIEW

Kam Nijjer, Budgens Meriden, Coventry

recipes

“People are embracing traditional recipes and toppings alongside getting creative with new flavour combinations and experimenting with their creations, and versatile products like Nutella are an option appealing to a wide range of people,” he says.

option appealing to a wide meals

“Since the pandemic, families have been spending more time at home and taking fewer meals on the go, and it’s strengthened Nutella’s role as a store cupboard essential as a result.”

PANCAKE Day is big here. We promote it at eye level in the front of the store, so it hits people as they walk in. We put everything in a prominent display to remind them, starting the Saturday before. People don’t really think about Pancake Day or plan it in advance, but once they realise it’s happening, they go for it. If they’re feeling down because life’s difficult, they’ll stretch to a bit of a treat. To do this properly, you need to stock all the essentials: eggs, flour, syrups and sauces, and strawberry and chocolate sprinkles. These are last-minute purchases, so if everything’s there for them, they’ll buy it.

“We’re in a village, but neighbourhood or commuter stores are no different – you must put it where people will see it, the minute they come in. If you’ve got the space, there are opportunities for cross-merchandising with Nutella and other spreads. Remind people on social media, close to the time. It’s a spur-of-the moment decision, so don’t start too far ahead.”

Jason

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

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

STAFF MORALE

The RETAIL EXPRESS team finds out how retailers are keeping staff morale high as we enter a tough Christmas

1Jeet Bansi, Londis Meon Vale, Stratford-uponAvon, Warwickshire

“WE’RE always talking to each other on the shop �loor and we have a WhatsApp group where we can check in with each other to make sure we’re a pillar of support and are on hand to offer time off if required. Mentally, it’s important to provide support. We need to make sure we’re in touch with each other and maintain the safety and health of the staff – both physically and mentally. It’s making sure we’re touching base regularly.

“If performance drops for a day, we’ll talk to them and make sure they’ve got our support and that of the ACS and The Fed. If there’s something troubling them it’s important they know that there’s a structure in place to support them. It’s just about talking to each other. We’re a close-knit team and we talk about work things and out-of-work things. I acknowledge everyone as they walk in and say goodbye and thank you when they walk out to reinforce the value they have.”

Patel, JASH, Birmingham

“WE talk to our staff as much as possible. We tell them to tell us if they want to take days off. We’ve still got family who run the store, so we’re always able to provide cover if a staff member needs it. We don’t want them to feel that they’d be putting us out. If they need to spend time with their family, we don’t want them to feel they have to come to work. Just let us know in advance and we can plan things a bit better. It’s important that they know that and that they’re not afraid to ask for time off.

“We have a meal out with everyone as well at Christmas. We close a bit early and we all go for a meal, and then the owners pay for it. That helps to make them feel like they’re part of the team and to meet other staff members. Sometimes, because of shift patterns, some staff might not have met each other, so it’s nice to get everyone involved. We ask them to bring their partners and make it more like a family.”

“IT’S important to have a staff party or a gathering of some description around Christmas. I understand there’s a lot of pressure on retailers, but you’ve got to �ind a bit of kitty to spend some money on them and make them feel valued. There’s nothing worse than doing nothing because without them you haven’t got a business. There might be a lot of retailers who don’t take that into account and take it for granted.

“You need to put a bit of money aside and show them that you’re valuing them and to keep spirits up. A little in-store discount can make a difference. We’re in a climate now where it’s hard to make an attractive offer to your staff, but they’re important people and need to be appreciated. The big multiples can pay bigger money for these people, so you’ve got to do something a little bit different and be more �lexible and accommodating with hours.”

In the next issue, the Retail Express team finds out what lessons retailers have learned in 2022. If you have any problems you’d like us to explore, please email charles.whitting@newtrade.co.uk

Shisan

Ranj Hayer, Hayers Mead Vale, Weston-super-Mare, Somerset

Richard Inglis, who runs three

in Southampton