BUS CRASH HORROR
Alex Yau, editor
Continue acting as a vital community service
INDEPENDENT retailers once again stepped up during a major catastrophic event and highlighted how valuable small shops are to their communities. This time you all provided your assistance during a global computer meltdown which wiped out the systems of many major corporations. Thankfully, this crisis only lasted a day or two and was not as severe as James Cameron’s Terminator, the dystopian sci- lm series where humanity is overthrown by machines.
In scenes reminiscent of some of the earlier days of the pandemic, many of you gave those living nearby access to vital resources when rival supermarkets and other organisations couldn’t. Some convenience stores were able to provide medicines to customers who couldn’t visit their GPs or nearby pharmacies due to the NHS being hit. Those with post o ce branches and ATMs also provided communities with access to cash so they could pay for services.
Of course, independent retailers had also been a ected as many of you were temporarily unable to process card transactions in store, a ecting sales for a number of you. However, small shops also demonstrated their resilience and were quick to secure alternative card payment terminals, ensuring they could still serve their customers.
INDEPENDENT RETAILERS WERE QUICK TO REACT
This experience demonstrated again how resilient independent retailers are, and how quick you can react in desperate times of need.
Just keep doing what you’re doing as vital pillars of your communities.
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Urgent tobacco review needed amid rise in gang raids
ALEX YAU
CRIMINAL gangs are now “storming” cigarette gantries in convenience stores, as police forces have called for a review into the tobacco track-and-trace (T&T) system.
This month, the National Business Crime Centre
(NBCC) released its Lighting Up report, suggesting ways in which T&T can be improved to combat criminals and clamp down on the illicit tobacco trade affecting retailers.
Newer “kiosk-breach” crimes were highlighted in the report, where gangs overwhelm store staff and raid to-
bacco gantries, even during daylight trading hours.
One retailer in the report stated the raids were a response to additional security measures employed by shop owners to secure gantries.
The NBCC called for law enforcement to be granted access to T&T, to improve “intelligence and investigation into the illegal sale of tobacco products”.
The data, which would enable police to identify stolen stock and where it was taken from, is currently only available to HMRC.
Other recommendations include more transparency on how a product has made it to a certain store, and more training on T&T for the police and retailers.
RETAILER sales, parcel transactions, wholesale deliveries and staf�ing support were hit by a global IT crisis.
Independent retailers and supermarkets, alongside airlines, emergency services and banks, were affected by the
Microsoft and CrowdStrike glitch on 19 July. Store owners reported the glitch from 5am to lunchtime resulted in lost sales due to card terminals being taken down, while others saw a boost from trading near affected sites.
Card opportunity
STORES are generating nearly £13,000 in additional annual sales through a self-serve greetings card kiosk.
The booths, available in a till-top and taller kiosk version, are being distributed into forecourts, photo shops and pharmacies by high-street greetings card �irm Scribbler. Pete Davies, of Marlborough Photo Services in Wiltshire, told Retail Express he averages 10 purchases a day, the equivalent of £12,738 in annual sales.
LONG-AWAITED changes to retail crime, tobacco, vape and employment legislation were con�irmed in the King’s Speech.
The event on 17 July announced that speci�ic offences for assaulting shop workers, restrictions on vape �lavours and packaging, the generational tobacco ban, bans on selling energy drinks to under-16s and banning of zero-hour contracts will be pushed through by the new Labour government.
‘King’s Speech’
RETAILERS are to see the return of key price-marked versions of Lucozade, three months after the death of a factory worker halted production.
A message from Suntory Beverage & Food sent to stores said: “We now have Lucozade Energy £1.50 PMP Orange and Original available again across all routes to market. We also have the �irst run of Lucozade Sport £1.50 PMP Orange and Raspberry landing in depots this week.”
A SHOP assistant who narrowly avoided being hit by a double-decker bus crashing into his store has revealed the emotional and physical trauma suffered following the incident.
Baramalingam Rasalingam, of West 9 Food & Wine in Maida Vale, London, was working on the till when the number 18 bus collided into the front of the store at around 2.30pm on Tuesday 16 July.
The bus had veered off the road into a signpost and broke through several bollards and scaffolding before crashing through the shopfront.
Images from the scene show the crumpled front of the bus surrounded by shards of glass, with its front windscreen and driver’s side window having been smashed.
Seven people on the bus, including the driver, had been injured. The seven casualties were treated on the scene by paramedics, while four had been taken to hospital, although none of the injuries were considered serious. The cause of the crash was uncon�irmed.
Rasalingam told Retail Express he has worked at the store for 18 years and it was the �irst time such an incident had happened.
He added: “In my country, you get tsunamis. It felt like that. Everyone, including
Narrow escape for shop sta in shocking bus crash
myself, was very scared and running. Only three people were working at the time.
“My hands were shaking. My colleagues ran into the basement because there was a big noise from the blast. I saw one of the lampposts outside break.”
Rasalingam added that, while running away from the crash, he bashed his leg against a table which has since left him in pain and in need of a GP appointment. The pain has also left him unable to sleep.
He added: “After the crash, I went to see what had happened. I saw that the scaffolding in front of the store had ripped and fallen apart, the glass had broken at the front and the bus had come through the shop.
“We were closed after the
crash, then reopened about 8pm when they cleared the bus. We lost a lot of business. It’s a busy time [to close]. I think insurance is covering it.”
Rasalingam added that the local community were extremely supportive of the store and staff after the incident.
He said: “People kept coming into the shop and asking if everyone was okay, a lot of people were helpful and very nice. This is a popular corner shop, it’s been running for more than 40 years.
“I’ve worked here for more than 18 years. Everyone knows everyone like neighbours and relatives. Nothing like this has happened before.”
Several eyewitnesses also posted their own ac-
counts of the incident to social media.
One said: “People I spoke to said [that] they think if they try to move the bus, the scaffolding will fall down. The entire road is blocked right now in both directions. [It’s] very lucky it didn’t happen an hour later during the school rush, as this shop is always busy then.”
Another eyewitness, from Smart Beauty Salon two sites down from West 9 Food & Wine, said: “We saw the bus coming in like crazy, we were scared.”
She added that the crash had been “very shocking” to see as it hit the store. “It’s by a zebra crossing [too], if someone had been there…”
Rosie Trew, Transport for London’s head of bus service delivery, said: “Report-
“I SPEND time looking at new products. I generally search through magazines, Facebook and emails to nd out what’s coming up. Then there’s my usual rep visits that get tted in or WhatsApp chats with reps. At the moment, with the cost-of-living crisis, there’s a lot of sitting down during quieter periods, calculating the costs of the business and thinking about where we can save money.”
Anita Nye, Premier Eldred Drive Stores, Orpington
“USUALLY the third week of the month is a good time to sit down and analyse an aspect of the business. One per cent of time here and there incrementally adds up. One month I might look through the data on slow-selling lines, what’s going out of date, and check the store for gaps. At other times, I’ll look for new trends, and for this I’ll scour social media. I know what will work and won’t work in my shop.”
Serge Notay, Notay’s Convenience, Batley
ed injuries were thought to be minor at the moment in time.
“We are working with the police and the bus operator, RATP, to establish what happened and we have support available for anyone affected by this incident.”
A London Ambulance Service spokesperson added: “We sent a number of resources to the scene, including ambulance crews, incident response of�icers and members of our hazardous area response team. Our �irst paramedics arrived on scene in less than �ive minutes.”
A Met Police spokesperson stated that no arrests had been made in relation to the bus crash, while roads were temporarily cordoned and closed after the incident.
GOOD WEEK
HELL ENERGY: The soft drinks supplier is accelerating its rollout of branded chillers into convenience stores. Head of eld sales Andy Pheasant told Retail Express the rm has 420 chillers in convenience stores and has set its eld team new distribution targets for the “right retailers”. Spar retailer Sunita Aggarwal said her sales increased by 20% after recently getting a Hell chiller.
SUPPORT: Children of independent retailers can apply for a bursary of up to £3,000 to support university tuition fees or expenses for course materials, equipment or travel. Applications through the Leverhulme Trade Charities Trust will run from 1 August to 15 October. The trust’s director, Anna Vignoles, said: “We encourage anyone in grocery who may be eligible to apply.”
For the full story, go to betterretailing.com and search ‘Leverhulme’
BAD WEEK
SMITHS NEWS: The wholesaler is to increase carriage charges by nearly 2% from 7 September. The uplift was blamed on increased wage and fuel costs. Fed president Mo Razzaq said: “At a time when so many independent retailers are struggling nancially, it is disappointing to hear that Smiths News is yet to explore an alternative to carriage charges.”
For the full story, go to betterretailing.com and search ‘Smiths News’
JELLYCAT: The plush-toy rm has allegedly culled supply to local shops after claiming they are “not the right t” for its premium products. One a ected retailer said: “I couldn’t believe when I found I’d been frozen out. I was told it was because they don’t want to be associated with post o ces and newsagents.”
“I DON’T have too many quiet periods, but usually I am always planning a re t or a store refresh which I’ll do around every couple of years. At the moment I’m looking at installing QR codes on shelves that connect up to my social media. I am also constantly researching new products which I’ll source through social media, trade magazines or suppliers. It’s a constant revolution for my business.”
Nishi
Bexley
Patel, Londis Thamesmead,
ALICE BROOKER
Nishi Patel
Ex-retailer wins battle to live in UK
HELENA DRAKAKIS
RETIRED newsagent Nelson
Shardey, who ran his shop for 31 years, has won his �ight to remain in the UK.
Shardey arrived in England from Ghana on a student visa in 1977 and established Nelsons News in Wallasey, Wirral, several years later.
However, when he applied for a British passport in 2019, the government told him he
had no right to live in the UK and would have to pay £7,000 to apply for a 10-year route-tosettlement visa. Shardey said his right to live in the UK has never been queried.
Now, following a three-year legal battle, the Home Of�ice has backed down and ruled that Shardey has been granted Inde�inite Leave to Remain due to “exceptional circumstances”.
His two sons argued that not
only has their father worked in the UK since his arrival, but had been given a police bravery award in 2007 for tackling a robber who he found attacking a delivery man with a baseball bat.
To date, they had raised almost £50,000 to take his legal �ight forward. They now say they will donate the money raised to charity.
Shardey posted on his fundraising page: “When I heard
the news that I would be granted Inde�inite Leave to Remain, I was overwhelmed and very, very happy and relieved. All along I tried to bottle every feeling in me so that my children wouldn’t be worrying about me.
“When you hear birds chirping in the trees or �lying overhead, believe me – that is me and my children thanking you from the bottom of our hearts.”
Chilled expansion
MORE than 2,500 additional chilled and frozen lines are to become available to retailers in a partnership between wholesalers Eden Farm Hulleys, Parfetts, Dee Bee Wholesale and Filshill.
Retailers who order through Filshill, Parfetts or
Dee Bee will be given the option to buy chilled and frozen from Eden Farm, which will be sent on a separate delivery.
Eden Farm sales director Ben Lawrence said it was the �irst of many ordering improvements for retailers.
Summer sales drop
SYMBOLS and independents experienced a worse summer trading period than supermarkets, as sales dipped by 5.5% annually for the 12 weeks ending 7 July 2024.
According to the latest results from grocery research �irm Kantar, major supermarkets such as Tesco, Sainsbury’s, Aldi, Morrisons, Waitrose and Lidl all saw an increase during the same period.
The results follow two consecutive months of sales fall for the symbols and
PAID FEATURE BRAND SPOTLIGHT
FOCUS ON:
What are XQS pouches?
MANY adult smokers have been transitioning over to next-gen products, such as nicotine pouches, over the past few years, so they have become a really important part of the mix for convenience retailers.
XQS POUCHES
What to know
AS XQS is a new entry into the fast-growing nicotine pouch category that consumers may not yet be aware of, it’s best sited in multiple locations in store.
This new XQS range has been created in Sweden, the home of nicotine pouches, and has been available since May, with each line in the range competitively priced at just £5.50. XQS has launched in a range of four great flavours with a variety of strengths: Tropical, Blueberry Mint, Cool Ice and Arctic Freeze.
SCANDINAVIAN TOBACCO GROUP UK has recently announced its entry into the next-gen nicotine category with the launch of XQS pouches, which are available to retailers now
Prianka Jhingan, head of marketing, Scandinavian Tobacco Group UK
Key
stat The nicotine pouch category’s worth in annual retail sales, not including sales taking place online1 £90m
Four bestsellers
Tropical (8mg)
RRP: £5.50
“THE upcoming disposable vape ban, which is due in April next year, is likely to mean many consumers will be looking for alternative next-gen products, so we’d advise retailers to talk to their regular customers to let them know what their options are. Nicotine pouches like XQS are likely to see a surge in sales as they o er consumers a very credible and attractive alternative due to their exciting flavours, discreet nature and ease of use.”
While the Tropical and Blueberry Mint variants give users a fruity burst of flavour, the Cool Ice and Arctic Freeze variants o er a minty flavour and an icy, cooling sensation. All four variants come in fully recyclable packaging and contain uniquely smaller-sized pouches to ensure a perfect t under the lip. For more info, additional displays or need to get any PoS material replaced, retailers should contact their local STG sales rep, who will make a visit as soon as possible
Blueberry Mint (8mg)
RRP: £5.50
Cool Ice (9.6mg)
RRP: £5.50
RRP: £5.50 THE bold and colourful branding o ers real standout, which, along with the prominent RRP communication, should prove attractive to existing nicotine pouch users. STG o ers three di erent display solutions to accommodate di erent store space availability and to ensure maximum visibility to those entering the store. 1
Arctic Freeze (11.2mg)
Carlsberg acquires drinks giant Britvic in £3.3bn takeover
JASPER HART
SOFT drinks company
Britvic will be taken over by global brewer Carlsberg for £3.3bn, with the merged company to be named Carlsberg Britvic.
Retailers have expressed concern citing cost cutting, a reduction in representatives and bigger companies dominating the market as potential issues.
Jimmy Patel, of Jimmy’s Store in Northampton, told Retail Express: “If they start streamlining, maybe sending
one rep out for both categories, that’s where it becomes a bit worrying because they could start cost cutting.
“A lot of big companies, when they take over a company, want to cost save and make money for themselves. It’s not about what they can do for us, but how much more money they can make.”
Bay Bashir, of Belle Vue Convenience Store in Middlesbrough, said: “I have a minimum level of support from both companies, so, for me as a retailer, it’s not
a huge concern which company takes over. That said, availability is key to good soft drinks sales and so as long as there aren’t any changes there, I’ll be happy.”
Britvic also has an exclusive licence with PepsiCo in Great Britain and Ireland to make and sell Pepsi Max, 7Up, Rockstar Energy and Lipton Ice Tea.
PepsiCo gave the supplier a 20-year licence to produce its products in the UK in 2020, but has now backed Carlsberg’s attempts to acquire Britvic.
Bear puts Tropical twist on Yoyos range
Kids’ fruit snacking manufacturer Bear has added a new fruity variety to its Yoyos range, with the launch of Bear Tropical Yoyos.
The �lavour is designed to bring wider variety to the category, just in time for the summer holidays and ahead of the back-to-school season.
Bear Tropical Yoyos has a blend of mango, pineapple
and passionfruit, designed for younger consumers (four-to-10-year-olds). It also provides one of the �ive-a-day options and is high in �ibre.
Available to convenience retailers from September, Bear Tropical Yoyos come in multipacks of �ive and contain a collectable card, at an RRP of £2.85.
Cadbury Brunch Bar gets PMP format
MONDELEZ International has launched a price-marked pack (PMP) for its Cadbury Brunch Bar Choc Chip variety to drive brand visibility and communicate to priceconscious shoppers.
Available now, the Brunch bar has a price-mark of £1.39 for a multipack of �ive to help drive sales within the healthier snacking segment.
Bethany Wenn, brand manager for Cadbury Brunch at Mondelez International, said: “The healthier snacking segment is seeing signi�icant growth in the independents and symbols channel at the
moment, and we know 81% of shoppers have a value-led attitude when it comes to their purchases, making Cadbury Brunch Choc Chip’s new price-marked pack a great proposition for retailers and shoppers alike.”
Ben’s Original launches cupboard ready meals
MARS Food & Nutrition has announced a new cupboardready-meal range for Ben’s Original and Dolmio, as it looks to rede�ine the readymeal category.
The range has launched in Tesco exclusively, with a wider trade rollout planned later in the year. Ben’s Original Favourite and Lunch Bowls will be the �irst ranges to launch.
grain and vegetable bowls that can be eaten hot or cold, and are high in �ibre and a source of protein.
Ben’s Original Favourites are readyto-eat rice-based dishes inspired by popular meals.
The Lunch Bowls contain a range of eight different
Asahi UK teams up with LWC to reduce road miles and plant trees
ASAHI UK has partnered with independent drinks wholesaler LWC to save 245 tonnes of CO2 emissions per year by taking up to 450 vehicle journeys off the road.
The two companies also aim to plant more than 3,700 trees to help restore UK nature.
The project will encourage LWC depots across England and Wales to place fewer but larger orders to ensure deliveries are as productive and ef�icient as possible. Asahi UK will reward
these depots by planting an incremental number of trees, depending on depot
size and target achieved, which will be led by environmental charity Thames 21.
Nerds expands with Gummy Clusters launch
FERRARA Candy has unveiled its latest product, Nerds Gummy Clusters, to drive premiumisation within the category.
There are �ive varieties within the range and two �lavours – Fruits and Berries. They are available in two formats: 113g sharing bags and 45g singles.
The range contains Nerds Rope (26g), a crunchy and gummy string of tangy and
sweet �lavours. Nerds Gummy Clusters will be backed by a longterm £6.9m campaign from July 2024 to December 2025, spanning outdoor, digital and video-on-demand partnerships with ITV, Channel 4 and Amazon Prime.
Pladis launches treat trio in McVitie’s Signature range
PLADIS has launched a premium snacking range called McVitie’s Signature. It features a trio of new varieties.
The launches include Caramel Chocolate Rounds, which consist of caramel encased by a crunchy biscuit and milk chocolate; Chocolate Caramel Biscuits, which contain a golden-baked biscuit topped with caramel, coated in milk chocolate and topped with biscuit crumbs; and Chocolate Cream Swirls, a chocolate cream �illing
inside a crunchy, patterned biscuit. The full range will be rolling out to convenience later this year following an initial launch in Waitrose on 22 July.
James King, marketing director – McVitie’s at Pladis UK&I, said: “Our research shows that shoppers are
hungry for more choice and inspiration when it comes to evening snacking.”
Jolly Rancher freezables added to World of Sweets lineup
paying out for.
“Children will love these and the �lavours, as will
teens and adults who have grown up with Jolly Rancher confectionery.”
WORLD of Sweets has added to its American confectionery range with the launch of Jolly Rancher Ice Pops. The new product is available in four varieties, including Blue Raspberry, Green Apple, Cherry and Watermelon, which can be bought as on-the-go singles (RRP 20p).
Kathryn Hague, head of marketing at World of Sweets, said: “They offer exceptional value as singles, making them a great impulse buy that parents won’t mind
PRODUCTS
Sunita Aggarwal
Owner of Spar Hackenthorpe, Sheffield, and WiC ambassador
Focus on… sourcing and maximising new products
I’VE found the best way to source products is through WhatsApp groups with other retailers – you can rely on others to be on the ball with this stu . If you’re open to new WhatsApp groups or posts on social media when it comes to retailer networking events, it’s really helpful.
It’s so important to talk to other retailers, and you’ll nd they’ll include you. For example, I just met a new retailer at the latest Women in Convenience (WiC) event in Birmingham on 26 June. She’s now involved in the Top-to-Top Molson Coors meeting. It all helps with the sourcing of new products – you keep in touch with people and hear about what new products are coming out.
Another great way to do this is to have close contact with your supplier, too – make yourself open to meetings. For example, I recently heard about the new Ribena price-marked £1 through a supplier. If you’re in touch with a supplier, you hear about it rst. It gives you a leg up, especially if you have products other stores nearby don’t yet have in stock. WiC has given me the con dence to work with suppliers, and to give my true opinions on products. It has also good to have a strong relationship with your reps.
Finally, when looking at maximising sales, social media can really help with this. We certainly use it to emphasise new products we have in stock. We also place stock in front of the counter, and make sure to put deals out there. With sourcing and maximising products, I generally advise to really take time out of your day for social media and the retail press – they’re at the forefront of letting you know about new products.
Takis launches PMP range
TAMARA BIRCH
TAKIS has broadened its distribution into convenience stores with three lines being made available in a price-marked pack (PMP) format – a UK �irst for the brand – from 1 August.
The 55g £1.25 PMP format will be available across the brand’s Fuego, Volcano and Dragon Sweet Chilli varieties from Booker Wholesale. It aims to enable retailers to capitalise on the snacking market that is growing by 17.6% in value and 6.8% in units year on year.
Supplier Grupo Bimbo hopes to drive impulse sales by offering convenience shoppers clear, consistent pricing,
after sporadic availability to the channel from importers and specialist distributors.
satisfy a craving, so this move ensures Takis is available to satisfy consumer demands while providing retailers with a revenue opportunity that will grow the category.”
ASTON Manor has announced that it has expanded the availability of Knights Cider following a sales increase of 54% in the past 12 weeks, at a time when total cider sales have declined by 6.5%.
This increase follows the news that the strong amber cider had sold more than 12 million cans annually earlier this year.
The alcohol manufacturer has attributed the success of Knights Cider to several factors, including the costof-living crisis, which has caused many to change their spending habits. As part of this, Aston Manor said more customers are purchasing cider rather than spirits, due to less disposable income.
Mentos’
PERFETTI Van Melle (PVM) has launched three months of promotional activity with its latest ‘Summer of Mentos Discovery’ campaign that has a £1m investment.
The campaign focuses on Mentos’ latest NPD, Mentos Discovery, and will leverage
Becky Allan, marketing manager for Takis, said: “Launching our spicy rolled tortilla chips into the independent and convenience channel is an exciting next step in Takis’ ambition to heat up the snacking category.
“What’s more, the addition of PMPs will allow retailers to further pro�it from the impulse snacking occasion, where �lavours, such as chilli and paprika, have their moment, as spice is a key driver of impulse purchases.
“We know 16-to-26year-olds are most likely to purchase bagged snacks as a pick-me-up, reward or to
Knights Cider boosts availability
Müller improves blind accessibility
IN a �irst for the UK dairy industry, Müller Yogurts & Desserts will roll out NaviLens codes across all its branded products, increasing accessibility for blind and partiallysighted people.
NaviLens is a high-contrast colour code that will be printed on Muller’s products and is detectable by a smartphone
camera from up to 12 times further away than a QR code. The codes can be scanned using the corresponding app, with audio and haptic cues allowing users to locate and centre the code in the smartphone’s camera. Ingredients and nutritional info can also be read out, depending on the users preference.
outdoor, video on demand, in�luencers and in-store PoS materials that drive awareness, encouraging shoppers to try the product.
TAYTO Group, owner of Pork Snacks, has launched its biggest-ever campaign for pork scratchings by sponsoring darts coverage on Sky Sports.
Described as the “perfect partnership” by Tayto, the new campaign was created in partnership with Sky Media, the advertising arm of Sky. It will be Tayto’s �irst TV campaign for its pork snack range, and will run until 3 January 2025.
Featured snack brands include Mr Porky Original Scratchings and Crispy Strips, and Midland Snacks’ Hand Cooked Pork Scratchings.
Running across four major tournaments, the campaign is expected to be viewed by
six million people, delivering almost 300 million views.
PRODUCTS
Win prizes with Guinness
TAMARA BIRCH
DIAGEO has launched an exclusive digital-�irst platform, Lovely Drops, under its Guinness brand that offers shoppers the chance to win various prizes.
The nationwide competition will also see two retailers get the chance to win an in-store summer celebration where they will receive food, entertainment, decoration and branded merchandise, helping them to “throw the ultimate summer street celebration for their communities”.
Each celebration will be unique to the retailers’ community, but the two winning retailers will receive a
full exterior makeover that features custom murals and Guinness branding brought to life through a local street artist’s unique style.
To enter the competition, retailers need to have signed up to Diageo One and request the Guinness Summer All Year-Round PoS to be entered into the draw.
The deadline for requesting the PoS kit is 11.59pm on 4 August. Winners will be contacted via email and phone call within 24 hours of being randomly selected.
David Mills, commercial sales manager at Diageo, said: “This summer, we are taking our Lovely Drops campaign on the road and to the doorsteps of convenience
Swizzels’ Squashies get Minions update
Swizzels has collaborated with Universal Products & Experiences to redesign the packaging for its Minionthemed Squashies, drawing inspiration from new �ilm Despicable Me 4, which hit UK cinemas earlier this month.
The Minions Banana & Blueberry Squashies have steadily grown in popularity following their initial launch in 2022. The new packaging features three different Minion character designs and is available in 120g non-pricemarked formats or in 110g £1.25 price-marked formats.
The full Minions range also includes Tropical Chew
sponsored
Bars, Tropical Fizz Individual Chew Bars and Sherbet Dips. Retailers also have access to themed displays to highlight the stock.
Jack Daniel’s & Coca-Cola giveaway
COCA-COLA Europaci�ic Partners is celebrating the new Jack Daniel’s & CocaCola ready-to-drink summer campaign by inviting convenience retailers who stock Jack Daniel’s & Coca-Cola – with and without sugar – to take a photo of both products on their �ixture and text it to 07470 001 001 with their name, store name and address to enter a draw to win a share of £2,000.
One winner will be selected at random each week until 11 August, receiving £250 cash towards a summer social for their store team, as well as exclusive Jack Daniel’s & Coca Cola merchandise. T&Cs: my.ccep.com/ article/artd-t-cs
Send your photo to 07470 001 001 now
retailers nationwide.
“We know these stores, and the retailers who run them, are integral to their communities.
“So, we want to give back by transforming their store fronts in time for summer
to give them the opportunity to celebrate with their customers.
“We can’t wait to see how our retailers plan their celebrations and deliver standout experiences for their customers.”
Return of Country Choice Tiger Bloomer
COUNTRY CHOICE has added a Tiger Bloomer back to its range of breads.
The supplier’s head of marketing and strategy, Phill Carratt, said the bread would offer a point of difference for retailers who are preparing freshly made sandwiches as a more premium alternative to traditional bread styles.
The bread is available to
retailers in cases of 14 and should be baked from frozen. It is recommended to take the required number from the outer case and bake for nine-to-10 minutes at 180°C.
Country Choice says the product has a one-day shelf life once baked and will complement several sandwich �illings, including sliced meats, cheeses and deli-style mixes.
721
Vodka launch backed by BrewDog
DEGEN Distillery, a lifestyle spirits brand powered by next-gen technology and backed by BrewDog and Google, has announced its debut product, 721 Vodka.
The vodka will be available online to consumers and from selected wholesalers from August, as part of Degen Distillery’s strategic plan to initially build distribution in the convenience channels and establish a strong presence in the UK off-trade in early 2025.
The news follows 721 Vodka making its debut at Goodwood’s Three Friday Nights series, where it was the exclusive vodka as part
of a three-year partnership deal with the racecourse and wider Goodwood estate.
Milkybar and Rowntree’s combine
NESTLÉ Confectionery has combined its Milkybar and Rowntree’s products to create a new sharing bag �lavour: Jelly & Ice Cream.
It combines Milkybar white chocolate giant pieces with Rowntree’s fruity-�lavoured jelly sweets, which are suitable for vegetarians, and is available now.
Lucy Fawcett, Milkybar brand manager, said: “We
loved the idea of jelly and ice cream as a �lavour inspiration. It brings back memories of carefree summer days. Our sharing bags are designed to bring people together and hopefully this new treat will bring back some of that summer nostalgia when people try it.”
Hidden Sea Wines refreshes look
PREMIUM Australian wine brand Hidden Sea, distributed in the UK by Kingsland Drinks, has unveiled a major rebrand for the UK convenience store market, as it seeks to attract a wider consumer base.
Available now, the new bottles have changed from a laser-printed design to striking black-and-white embossed paper labels, to enhance on-shelf standout and clearly communicate its premium branding to customers.
The new bottle aims to place greater emphasis on the brand’s whale motif, Hidden Sea’s purpose and its ocean-saving promise. For every bottle of wine sold, the
brand removes the equivalent of 10 plastic bottles from the ocean, having removed more than 27 million since launching.
YORKSHIRE-BASED Regal Food Products Group has expanded its chilled desserts offer after acquiring Love Cheesecakes, which specialises in handcrafting more than 100 premium cheesecakes for wholesale.
The acquisition is Regal Foods’ third in the past two years, having acquired Just Desserts Yorkshire in 2022 and, more recently, Love Handmade Cakes.
The moves are part of the group’s strategy to focus on growing and developing its desserts range in the wholesale market.
Younis Chaudhry, CEO of Regal Food Products Group, said: “The acquisition of Love Cheesecakes will further strengthen our chilled desserts portfolio, allowing us to give customers a solid offer across all ranges and prices.”
*Puff count is a maximum estimate of 1 second puffs per pod. Actual number of puffs may vary depending on individual usage and flavour.
**Based on ITUK RRP as of July 2024. For the avoidance of doubt, retailers are free at all times to determine the selling price of their products.
THIS PRODUCT CONTAINS NICOTINE . For existing adult smokers and vapers only. 18+ only. Not a smoking cessation product. © Fontem 2024
PRODUCTS
New Ja a Cakes campaign
PLADIS is building on the success of its �irst non-fruit Jaffa Cakes �lavour, Jaffa Cakes Cola Bottle, with the launch of a new campaign.
The campaign aims to put to bed once and for all the perennial debate of whether the popular snack is indeed a cake or a biscuit.
It was launched as a result of new interest around the debate, which included mentions on popular TV shows such as Gogglebox and Love Island, as well as on social media.
To end the debate, the campaign will feature a series of punchy yet playful outdoor executions and
social media �ilms. Some ads have already launched, featuring the brand’s dark blue and orange livery, using catchphrases such as: ‘We’re a cake! You biscuit’, ‘Say biscuit one more time… we dare you’, ‘Clue’s on the box, bruv’ and ‘Nuff said’, with an arrow pointing
clearly to the word ‘cakes’, Another aim of the campaign is to engage a wider audience by placing the brand at the forefront in shoppers’ minds that will be reinforced by in-store displays, reminding shoppers to ‘Don’t take the biscuit, grab the cake’.
Adam Woolf, marketing di-
rector for McVitie’s at Pladis UK&I, said: “The campaign taps into Jaffa’s distinctive heritage of boldness and boundary-pushing in its unapologetic way, while retaining its classic British humour roots. Its light-hearted nature re�lects the youthfulness of Gen Z and families.”
Accolade Wines expands Wise Wolf
ACCOLADE Wines has announced plans to expand its Wise Wolf range with a French Sauvignon Blanc.
BAR1 Brands has added to its Yubi Bars range with two new protein bar �lavours, Honeycomb and Choc Orange.
The new bars contain 10g of protein, 99 calories and have less than 0.5g of sugar. They are also plantbased, gluten-free and dairyfree, in line with the rest of
BARR Soft Drinks has launched a promotion across its Irn-Bru range to help build on summer sales growth.
The promotion will run from 1 August and will see the supplier offering bespoke PoS kits to its customers, which include a QR code for shoppers to enter a competition.
It will also run on social media, helping consumers make the most of summer.
Jonathan Kemp, commercial director at Barr Soft Drinks, said: “With more than 1,000 amazing prizes to be won, ranging from Irn-Bru barbecues and deck chairs to beach towels, golf umbrellas and �lip-�lops, we know IrnBru will help drive sales.”
brand. Independent retailers can purchase the new �lavours and the full range in selected wholesalers, including Epicurium Wholesale, Sugro, Tropicana, National Buying Consortium and CLF. The bars have an RRP of £1.50.
RETAILERS have the opportunity to win a cash prize as part of a new Swan competition run by Republic Technologies.
The competition is open now and running until the end of August, giving �ive retailers the chance to win £1,000, with another �ive prizes of £100 up for grabs.
To enter, retailers need to purchase three cases of any Swan-branded �ilters from qualifying wholesalers.
Proof of purchase can then be entered online,
The variety has launched in Sainsbury’s with an RRP of £12, with plans to roll out to the independent convenience channel later this year.
WESTONS Cider has teamed up with Haven Holidays to give �ive Stowford Press drinkers the chance to win a coastal holiday, as part of an on-pack competition to drive revenue for retailers.
More than one million promotional packs of Stowford Press are available now, with an accompanying advertising campaign spanning outdoor, social media and interactive in-store activity, designed to reach almost 10 million people.
Additional prizes can be won, including Stowford Press 10-packs, pint glasses and branded sunglasses.
To be in with a chance of winning, shoppers need to enter the promotional code
Presented in a glass bottle made from 100% recycled glass, the company said the Sauvignon Blanc is a lightbodied white wine with notes of citrus and �lavours of fresh, tropical fruit.
The wine’s recycled packaging is in line with trends, as 77% of wine consumers strive to live environmentally-friendly lifestyles.
Swan launches a retailer competition
either via the QR codes found on PoS in depot or by visiting republictechnologies.co.uk/ summer-of-swan.
The list of participating wholesalers includes Booker, Bestway, Parfetts and Dhamecha.
Vanilla Cookie Dough Latte from Nescafé
NESCAFE has unveiled a Vanilla Cookie Dough Latte �lavour, available in sachets for easy preparation.
of the Nescafé Dessert Edition collection.
Ingrid Hayes, marketing director of Nescafé Soluble Coffee at Nestlé UK & Ireland, said: “We believe this new coffee will provide a unique and satisfying experience.”
Each sachet contains 80 calories per mug, is low-fat when prepared, is suitable for vegetarians and has no arti�icial �lavours.
The line will replace the Chocolate Caramel Brownie Mocha and join the Sticky Toffee Pudding Latte as part
California Zinfandel from Barefoot
from the packs on the Westons website.
This latest partnership follows the brand’s big-night-in giveaway, which generated more than 20,000 entries, successfully driving sales and brand engagement.
BAREFOOT has rolled out its California Zinfandel variety to wholesalers nationwide this month, following a successful launch in Sainsbury’s.
Barefoot Zinfandel has an ABV of 14.5%, an RRP of £8, and contains notes of black cherry and raspberry.
The company said US Zinfandel varietals account for 69% of the Zinfandel market in the UK.
Mark Stammers, senior sales director EMEA at E&J Gallo, said: “As the UK’s number-three wine brand, Barefoot is recognisable on shelf. We hope this, coupled with the growing popularity of Zinfandel in the UK, paves the way for us to introduce new drinkers to Zinfandel.”
the
TAMARA BIRCH
OPINION
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
I thought it was a brilliant idea
STAFF: How are you motivating them to perform better?
“FOR the past couple of months we’ve been incentivising managers through targets and rewards. We have all the data available to tell us where there are sales dips, so we’ve tasked managers with lifting sales through better promotions or merchandising.”
“WE mark staff on performance and this could be anything from merchandising to sales. As a reward, we give out Merlin vouchers to go to places like Thorpe Park or Legoland and give staff the day off to enjoy it. Anyone who helps catch a shoplifter gets £5.”
Mike Lakhani, St Mary’s Supermarket, Southampton
SOCIAL MEDIA: How are you improving your business online?
“WE’RE using Twitter and LinkedIn for business-tobusiness communication, but Instagram or Facebook for customer messaging. Before, we communicated on price, but now we want to build a connection – this could be around aligning ourselves with community events.”
“WE’VE been in the heart of the community for 40 years and some of our customers have amazing stories. I didn’t want those to be lost to history, so I’ve started doing podcasts and YouTube videos featuring customers. One of my first guests is a woman who has fostered 16 children.”
I’ve started doing podcasts and YouTube videos
COMMUNITY: What recent charity initiatives have you been involved in?
“D-DAY was our big commemoration this year, so we decorated the shop and also put a large cross outside. I am a British Legion standard bearer, so I also visited 80 memorials and cenotaphs, and placed 80 wooden crosses beside with the name of our town written on each one.”
Trudy Davies, Woosnam & Davies News , Llanidloes
“I’VE put a box in my store so that people can deposit their empty crisp packets. This plastic can’t be easily recycled, but there’s a charity called the Crisp Bag Project that turns them into survival blankets for the homeless and for people in war zones. I thought it was a brilliant idea.”
Natalie Lightfoot, Londis Solo Convenience, Glasgow
We’ve
been incentivising through rewards
HEALTH: What steps are you taking to improve your wellbeing?
“WE’VE been in our shop so long that we find community involvement really helps us personally. We know when someone is getting married or is pregnant and we get to share customers’ good news. We also get invited to events in the community, so it becomes a virtuous circle.”
Abada Akhtar, Premier Smeaton Stores, Glasgow
“I’VE just come back from a holiday with my family to recharge. Lots of retailers get stuck behind the counter, but it’s important to take a break, even if it’s for a walk at the end of the day, or to go to the gym. There’s more to life than your shop and working yourself into the ground is not worth it.”
Harj Dhasee, Morrisons Daily, Mickleton
Vince Malone, Tenby Stores & Post Office, Tenby
Ken Singh, BB Nevison Superstores, Pontefract
Simon Grewal, Premier Crabbs Cross, Redditch
Lack of rep visits leading to poor sales of products
I RUN �ive stores just north of Aberdeen. It used to be the case that we were visited by reps from all the main suppliers. This doesn’t happen any more. It seems reps would rather visit one bad store in Scotland’s central belt than travel this far to work with successful multi-store retailers.
Reps make a difference, and face-to-face is the way that many retailers still like to do business.
I have a great relationship with companies like McVitie’s, that, on my request, came into store and kept coming because its products do so well.
Other companies don’t
bother, which means new products don’t perform well because I don’t have the marketing support to push them.
Although I am a Morrisons Daily, I am a franchisee and still need help from suppliers, yet lots of reps never call despite me making approaches at trade shows. I have great digital systems
across my stores, I understand my stock and I have great staff. I can prove what sells well and what doesn’t.
I don’t know why reps are in short supply, but it seems suppliers are missing a trick to work with retailers.
Shahid Ali, Morrisons Daily, Mintlaw, Aberdeenshire
Seize every opportunity
MARGIN is something that has to be cut sometimes to drive footfall. But if you can nd something on sale that’s cheap, then you should buy as much of it as you can and monopolise it. For the Euros, I got ve pallets of four-pack Red Stripe that were getting close to their sell-by date. They were pricemarked at £6.25 and I sold them for £4. Because I found them on a good deal, I was still making a 40% margin while giving the customer a good price. We sold right through. We have ve stores, so we could share the Red Stripe between them and move them around as demand dictated, but I had to nd that opportunity and negotiate hard. I’m a big believer in going to the cash and carry and looking for things, and negotiating hard.
That’s why we send sta to collect our cigarettes from the wholesaler three days a week, so they can be in the depot and see when things are coming in and when they’re reduced. We’re always looking for those opportunities.
If you buy in bulk, you can o en get better prices. Wholesalers want to get rid of the stock themselves, and we’re taking on a risk by buying so much so we can move the price down. It’s a calculated risk, but you can’t even take that risk if you’re not there to see the opportunities as they arise.
I don’t want to go below 30% margin on anything. When I saw the Red Stripe, I could have got 35% margin, but I wanted to push it up to 40%, and we got the price agreed. When it comes to giving customers a good deal, you’ve also got to experiment. We bought lots of Doritos and McCoy’s in a similar deal, but when we tried to o er a buy-one-get-one-free promotion in store, selling them at £1.25, they weren’t moving. Instead, we cut the price for each of them to 70p and sold double the volume. We try di erent things all the time. We’re always learning. I recommend retailers work with their suppliers to get special deals to pass onto customers. It’s about partnerships.
PERFECT FOR BACK SCHOOL
DO YOUR HOMEWORK ON BACK-TOSCHOOL SALES
Stock up on the right school-day items for your shoppers, writes CHARLES SMITH, and score top marks with parents and kids
THE BACK-TO-SCHOOL OPPORTUNITY
RETAILERS wanting to capitalise on back-to-school sales should prepare in good time. Every school day’s a chance to shine, but much depends on your location, where the schools are, your shopper prole, tra c levels and competing stores.
Mums and dads will need to purchase items for their children’s lunchboxes and core stationery. There are big
opportunities for local retailers with top-up, distress and impulse shopping, so retailers should start by doing their homework.
Start with clear focal points for your main categories.
Sam Coldbeck, of Wharfedale Premier in Hull, has a senior school within half a mile and a primary school 400 metres away. She has soft drinks, food to go and packed lunches at the
front by the till, fruit and veg beyond that, and stationery in an aisle with greetings cards.
“In the 1990s, back to school was all about pens and stationery,” she says. “With more tech in classrooms, now it’s about meal deals, packed lunches, healthy drinks, lowsugar snacks and single fruit. Parents use us for soft drinks multipacks, because it’s easier to pop in here than the super-
market, so we make sure we have sports-cap bottles and 12-packs of water.”
Sunny Patel, at Lutterworth News in Leicestershire, agrees:
“People don’t go to shops so much now for things like stationery. We still get the morning and afternoon rush, but it’s mainly food to go, things they’ve forgotten, and immediate impulse treats like chocolate, crisps and drinks.”
‘It’s super-meaningful to be recognised for the work that I’ve done in the business – I’m really, really honoured’ Sophie Williams, Broadway Convenience Store, RN 30 Under Thirty class of 2023 closeEntries10 August 2024
Nominate yourself, a member of your team or a fellow retailer who deserves recognition
To nd out more, visit betterretailing.com/ 30-under-30, scan the QR code or contact megan.simoes@newtrade.co.uk
Entrants must be aged 29 and under on 14 August 2024
BACK TO SCHOOL
WHAT’S TRENDING IN BACK TO SCHOOL
Meal deals
“THE schools round here check lunchboxes,” says Coldbeck, “and kids can’t bring in sausage rolls or cola. We tell parents we can’t sell them these products for school, but it’s a di cult balance. You need to be supportive to everyone, but it helps if everyone’s on board.”
Increased public scrutiny of our food content and a growing demand for healthier options has seen suppliers change
things up. Peelable Mini Babybel has been joined by Light, which has 47% less fat, while Babybel and Laughing Cow cheese spread both o er plantbased versions.
‘Healthier’ snacking grew 15% in the last year, according to Kathryn Hague, Hancocks’ head of marketing.
Meanwhile, KP Snacks’ 2024 portfolio contains more than 100 HFSS-compliant lines.
Parents shopping for lunchboxes will often now look for soft drinks with natural
ingredients and lower sugar content. Additionally, 36% of shoppers prefer products that provide one of children’s vea-day.
Cawston Press con rms that 45% of customers prioritise these products’ health bene ts over price. Last September, it sold 24% more fruit waters in the back-to-school period than the previous year.
Furthermore, more than 75% of Purity Soft Drinks’ Juice Burst Peach Ice Tea volume is sold in schools. On top of these
considerations, the growing occurrence of children’s food intolerances and allergies is underscoring the importance of o ering allergy-free snacks, and chocolate.
Retailers shouldn’t forget after-school treats. Young people are big buyers of carbonated soft drinks in independent retailers, and sales are rising.
“Another big plus for retailers is schoolkids going to local shops for speci cs like single-serve soft drinks and US sweets,” says Patel.
get the range right
Healthy
Core brands
Include a selection of meal deals to build schoolday sales. Sam Coldbeck’s meal deals via Booker include a tuna sandwich, flavoured water and Walker’s Baked crisps for £3.75.
Healthier choices needn’t be an expensive way to help parents give kids their ve-a-day.
KP Snacks’ ‘25 to Thrive’ recommendation includes must-stock lines from multiple suppliers.
O er premium
Stores in a luent neighbourhoods should encourage trading up to premium child-friendly, not-fromconcentrate drinks. Orange makes up over 40% of UK juice and juice drinks sales. Cawston Press’s bestselling products are apple variations, but there’s clear opportunity for other flavours, too.
Stationery
Retailers can create a market within a market by breaking out bulk packs of pens and other items, and selling them individually. If people buy one, they will likely remember and return. “We get our stationery from OCL,” says Coldbeck, “giving typi-
CATEGORY ADVICE BACK TO SCHOOL
top tips
Justine de Monès, marketing manager at Bel UK, suggests:
Focus on products with child-friendly packaging and parent-approved ingredients.
Create healthier snacking and portion-controlled areas, on shelves and in chillers, clearly signposted to make shopping easier, and include top-selling brands.
Help parents top up lunchboxes and drive impulse sales by grouping together sandwiches, cheese snacks, fruit juice, single fruit, bottles of water and low-sugar drinks.
Consider meal deals to drive basket spend and give better value.
Stock multipacks of cheese snacks, fruit snacks, meat snacks and juices in the chiller as takehome options.
O er PMPs and make them highly visible, brand blocking and merchandising at eye-level.
Stock juices in a range of flavours and formats –200ml cartons for younger children and lunchboxes, 330ml cans for older children and after-school pick-me-ups. Stock water and juice multipacks for midweek top-ups.
MAKING THE MOST
TO build their reputations for back-to-school products, retailers should focus on treating shoppers with respect, keeping their shelves full and making sure they have the core lines before introducing new things.
“Retailers should have everything in place a couple of weeks before term starts, so everyone knows it’s there,” says Coldbeck. “We don’t change things around much for
the new term. There are similar peaks in spring and summer terms, but in September you’re rebalancing trade lost in July and August.
“The biggest sales factor for convenience stores is sunshine after school, when people buy more slush and ice pops.”
When it comes to backto-school products, retailers should be flexible about where they’re siting their ranges. Consider dual-siting high-im-
pulse snacks with food to go or carbonates and energy drinks.
“In-store theatre is for bigger stores with plenty of space, but smaller retailers can make a feature of aisle-end displays to show easy-to-grab impulse and novelties,” says Patel
Coldbeck features her top-10 o ers with yellow tickets on the PoS system, leaflets, A3 posters outside and Facebook posts to tell her customers what’s available.
OF BACK TO SCHOOL
“We get help with this from Booker,” she says. “To do back to school right, you need to do it quickly, with as few sta as possible.
“It’s about high turnover. Theatre’s great for Halloween, but back to school is the sharp end of the business.
“We have promotional bays facing the counter, with eightpacks on Fruit Shoot, Walkers crisps and anything on general promotion.”
what’s New in back to school
Bel UK’s newest cheese snack is Mini Babybel Original two-pack, for lunchboxes, on-the-go or after-school snacking.
Bel has also rebranded GoGo squeeZ Fruit Smoothie Snack in nutrition-centric packaging and backed it with a ‘Paddington’ promotion.
Cawston Press’s latest school-approved Fruit Water juice carton is Sunshine Orange 45% NFC.
Dole’s new mixed fruit in jelly for lunchboxes and snacking is a four-pack with an RRP of £1.79.
The new ‘Healthier at Hancocks’ range focuses on healthier snacks and low-sugar products. Products include Vimto Zero Sugar lines, Vimto Zero Mix Fruit Flavoured Lollipops, Bonds sugar-free sweets and vegan-friendly Olly’s Pretzel Thins. Hancocks’ PMPs include £1.25 bags and 50p Kids’ Sweet Bags.
KP Snack’s latest healthier-snacking launch is Popchips Hot & Spicy.
Peperami has launched a BBQ Lunchbox mini pack. It is a £1.25 PMP on core flavours with a two for £2 flash. A BBQ-flavoured stick exclusive PMP in cash and carries is also sold in ve-packs.
Playin Choc has introduced a collection of Sea Animals to its ToyChoc Box range in partnership with the Sealife Trust. They have an RRP of £2.25.
Purity’s latest Juice Burst launches are Summer Fruits and Peach Ice Tea.
Yorkshire Baking Company has expanded its Limited Edition Mega Loaf sharing range with new Jam & Coconut Mega Loaf, RRP £2.50.
FRESH & CHILLED
GET FRESH AND CHILLED RIGHT
TOM GOCKELEN-KOZLOWSKI looks at the di erent approaches retailers can take for success in fresh and chilled
THE FRESH-AND-CHILLED OPPORTUNITY
WITH bumper margins and increased basket spend available to stores that get fresh and chilled right, it’s unsurprising that many businesses are working hard to bene t from the opportunities it o ers.
But as Dee Sedani, who owns two One Stop stores in Derbyshire, is quick to point out, developing the right fresh-and-chilled range for a store also comes with risks.
“This is a category where shoppers want products and brands they know and trust – that’s a real advantage for multiples as well as symbol groups like One Stop,” he says.
“If shoppers don’t see your business as a destination for chilled, you can end up with quite a bit of wastage.
“Independents need to have the right merchandis-
ing, range and display to make a success of fresh and chilled.”
By talking with customers and working out deals with suppliers – particularly concerning smaller but more regular deliveries of products – retailers can take advantage of the pro ts this category can provide, while also giving their stores a point of di erence.
CHANGING DIETS
IT is a trend that seems to be getting bigger each year. According to IGD, 42% of shoppers currently follow or would consider following a flexitarian diet, 45% would consider a vegetarian diet and 25% a vegan diet.
For retailers, this means adding more vegan and freefrom options to their range, either in a distinct area or placed around the shop.
For suppliers, it means launching new products. Bel UK – brand owner of BabyBel,
Laughing Cow and Boursin added to this with The Laughing Cow Plant-Based last year – which Bel UK says is the rst UK vegan alternative to cheese-spread portions.
“It can be eaten on the go or added to plant-based recipes. It is an excellent substitute for dairy cream cheese in anything from pasta sauces to flavourful plant-based dips and spreads,” says Oliver Richmond, senior brand manager for snacks and spreads at Bel UK.
SUPPLIER VIEW
Adam Hacking, head of beverages, Arla
“SITING within store is an integral part of whether a dairy-drinks o ering is successful. Most retailers will o er a range of dairy drinks as part of their so -drinks category. Chilled co ee is the largest value segment of dairy drinks and should therefore be o ered a prominent position on shelf, with dedicated space o ered to recognisable brands that o er high rates of sale.
“Starbucks is the largest dairy-drinks brand and one of the top-10-selling so -drinks brands, and is therefore integral to capturing consumer attention.”
RETAILER VIEW
Dee Sedani, One Stop Matlock, Derbyshire
“WORKING to exactly the right range – and nding the right planograms to follow – is really important if you’re going to succeed in fresh and chilled. A product that works really well in one store might not sell at all in another. This is also a category that is really a ected by the weather and other events, so our cold summer has meant we haven’t sold anywhere near as many barbecue meats as we usually would.
“If we suddenly have a really hot August, however, this could change instantly – so you have to be really flexible.”
DAIRY DRINKS IS A CRUCIAL SUB-CATEGORY
EVER since they were exempted from sugar tax legislation, dairy drinks have been having something of a moment.
“Our store is able to achieve 40% margins on these products and that means we’re happy to give them a prominent place in the chiller,” says Kay Patel, who owns and runs a number of Best-one stores in East London. “This includes the iced-co ee sector, which
seems to bene t from the fact that there are co ee shops located nearby.”
Müller Yogurt & Desserts has launched an initiative for convenience retailers that will help them tap into the growing dairy drinks category.
‘Make Pots of Pro t’ is an advice toolkit based on category data and shopper insight and focuses on a threestep plan including improving
availability, introducing mission-based merchandising and making the category “easy and exciting to shop”.
“Using the planograms and guidance Müller has developed, retailers can follow the advice and make their store a destination for the category, and this could help increase their sales,” says Penny Williams, senior category manager, at Müller.
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CATEGORY ADVICE FRESH & CHILLED
ESTABLISHED BRANDS
THE growth in chilled sales in the past decade has, in part, been driven by key brands, especially in particular sections of the category.
£260m and has the opportunity to double again as protein has become mainstream.
RETAILER VIEW
Mo Razzaq, Premier Mo’s, Blantyre
“What often surprises people is how fast the savoury meat category is growing as protein has become mainstream,” says Shaun Whelan, wholesale and OOH controller at Peperami brand owner LSI Convenience.
new products
Starbucks Protein Drink with Co ee
Dairy brand Arla is investing in the milky drinks category with this RTD product, launched in June. Three flavours are available including Ca e Latte, Chocolate Mocha and Caramel Hazelnut.
BabyBel Plant-Based
Free-from lactose, arti cial colours, preservatives and soya, Babybel Plant-Based is a dairy-free alternative to Bel UK’s biggest cheese snacking brand. It is also a source of calcium and vitamin B12.
Petits Filous sponsorship renewal
The kids yoghurt brand will be hitting TV screens again this summer as it has announced the renewal of its sponsorship of Channel 5’s daily children’s programme strand, Milkshake.
Oliver Richmond, senior brand manager (snacks and spreads), Bel UK
“The meat snacking category has doubled in the past ve years in value sales to
“Convenience and forecourt retailers are looking for products with a long shelf life to combat wastage. Peperami sticks have a six-month minimum shelf life.”
As the category has grown, other brands have established their place in many stores’ shelves from the ambient Jack Links biltong range to Pilgrim’s Food Master’s Fridge Raiders.
“THERE are a few ways you can nd to reduce the price of running chillers. When we underwent a major re t in our stores, we made sure we bought new chillers with doors, which are far more e cient.
“Where products such as so drinks don’t have to be cold at all times, we have also introduced timers so that fridges can be turned o overnight, which cuts our bills, too.
“This can be a big investment, but, when it comes to re tting your store, it’s worth keeping in mind how the technology you’re buying will help reduce bills.”
WHERE NEW BRANDS CAN EMERGE
THE chilled category has been an area of investment and innovation for suppliers and retailers alike, as higher margins can lead to bigger wins.
delivered by a local butcher and allows customers to make larger orders for barbecues and summer parties.
fast-growing feta cheese sector (growing by 23% year onyear).
“THOUGH 2023 was certainly challenging for the grocery industry, with inflationary pressures increasing manufacturing and ingredients costs, food inflation has now fallen to 4%, helping to ease some of the pressure on household expenditure.
“At the same time, shoppers continue to be hungry for iconic brands they trust to deliver on quality and that can meet a range of needs – from healthier snacking in home and out, to indulgence and at-home meal inspiration. In fact, research suggests that now cost pressure is easing, more shoppers will look to trade up from own label to trusted brands.”
“Local brands can really grow chilled sales,” says Mo Razzaq, of Premier Mo’s in Blantyre. “These include a range of Chinese protein meals by a company called Raymond Man. They’re popular with both younger shoppers and anyone looking to lose some weight.”
As summer arrives, Razzaq also grows his range of meats
For companies such as Bel UK, the demand for ‘something di erent’ has led to the arrival of plant-based brand Nurishh – even as it has invested in vegan alternatives for BabyBel and Laughing Cow. The Greek-style cubes – which had a brand refresh in April –come in a resealable pack for freshness, and are also gluten- and lactose-free, o ering a compelling alternative to the
“The new branding, recipes and packaging are in line with our belief that there’s a signi cant opportunity for retailers to expand their offering with more plant-based and free-from products,” says Justine de Monès, marketing manager – culinary solutions, for brands including Boursin and Nurishh.
Another brand investing in the independent channel is St Ewe Super Eggs (RRP £2.15 per six-egg carton), which are de-
scribed by the company as the “next generation in egg nutrition”. To underscore the nutritional bene ts of the range, St Ewe has released new packaging to communicate the three main bene ts of the eggs –immunity (Selenium), mind (DHA Omega 3 and vitamin B) and strength (vitamin D and protein).
“The packaging change is a marker of our ambitions to share our story – and our eggs – with more people than ever,” says Bex Tonks, chief executive at St Ewe Free Range Eggs.
CATEGORY ADVICE FUNCTIONAL DRINKS
WHAT SETS FUNCTIONAL DRINKS APART? GET YOUR FUNCTIONAL DRINKS FUNCTIONING PROPERLY
CHARLES WHITTING investigates what makes a good functional drinks range and how retailers should t it into their overall so drinks o er
SOFT drinks are a vital part of a convenience store’s o er and, within that large category, it is sports and energy drinks that are often cited as the biggest drivers of sales.
“The ‘sports and energy’ sub-category is one of the only categories within ‘drink now’ that is seeing year-on-year (YoY) growth in unit sales, and is up 4.7%,” says Tom Fender, development director at TWC. “‘Stimulation’ products account for 78% share of the ‘sports and energy’ category and are growing at 3% YoY.
‘Glucose’ drinks account for just 6.6% of ‘sports and energy’ ‘drink now’ soft drinks, but are seeing signi cant growth of more than 40% YoY.”
Energy drinks is also a category that can be subdivided into smaller categories. Retailers need to consider how they build their overall energy drinks range. The lines between these categories can sometimes seem blurred, with sports drinks, energy drinks and functional drinks all claiming some part of each other’s description and in-store terri-
tory. So, what is a functional drink and what separates it from other energy drinks?
“Boost believes a functional drink is a beverage that o ers consumers additional bene ts outside of a drink’s primary objective of satiation, such as added vitamins, nutrients or minerals,” says Adrian Hipkiss, commercial director at Boost Drinks. “The functional drinks category in symbols and independents is worth a total of £1.1bn, which is up 17% YoY, showing a clear increase in the market.”
Retailers should talk to health and tness enthusiasts to nd out what functionality means to them, and stock appropriately.
“Many are looking for drinks with added bene ts to fuel them during a workout, which is why performance energy drinks are growing in popularity,” says Amy Burgess, senior trade communications manager at Coca-Cola Europaci c Partners. “Consumers are looking for options that deliver on taste as well as functional bene ts.”
GIVES YOU WIIINGS.
WITH THE TASTE OF FROREST FRUITS.
CATEGORY ADVICE FUNCTIONAL DRINKS
IDEAS WITHIN FUNCTIONAL DRINKS
WHEN thinking about what to stock in functional drinks, retailers need to consider many things, such as brand recognition, price and the bene ts a drink purports to o er. The functional drinks market continues to evolve at a rapid pace, as suppliers – new and old – nd new ingredients to introduce and new health trends to support with fresh launches.
For example, XoXo Soda is a prebiotic soda, which blends “familiar soft drink flavours with plant-based health bene ts”. It o cially launched in May 2023 and has more than 50 iterations. Or take Actiph Water, an alkaline ionised water brand, which includes within its portfolio the zerosugar sparkling vitamin water Act-Vit, and a new ‘clean’ energy drink, Acti+.
Serge Notay, from Notay’s Premier in Batley, West Yorkshire, has been approached by Factor Nutrition, which produces a multivitamin drink that claims to o er mentalhealth bene ts.
“One of the major trends we’re seeing is that water is having a makeover,” says Kieran Fisher, founder and managing director of KBF Enterprises.
“I was targeted by it on LinkedIn,” he says. “It’s going to send me information about what it does, what sets it apart from the rest and we’ll see what happens. Functional drinks are steady with us, but they’re not flying out. Purdey’s sells well, though.”
New Products
Boost £1 PMP
Boost Drinks has announced the reintroduction of £1 price-marked packs (PMP) to all flavour lines in its Juic’d range. The decision to reintroduce the £1 PMP comes as the 500ml segment is experiencing 20% growth within the energy drinks category and remains the largest-selling segment within soft drinks.
Actiph Water
Actiph Water has announced a collaborative campaign with The Walt Disney Company for its Deadpool & Wolverine lm. To celebrate the new movie, Actiph has launched two limited-edition designs on its 600ml and 1l bottles, and fans can choose to take home the one featuring Deadpool or Wolverine. This is Actiph Water’s second campaign with Disney and Marvel Studios.
Warrior Protein Water
Warrior has launched a high-protein flavoured water that contains 10g of protein per bottle. It also contains vitamins and electrolytes, with no added sugar and less than 50 calories per bottle. It’s available in two flavours: Tropical and Berry.
SUPPLIER VIEW
Emma Thackray, co-founder, Hip Pop
“MORE brands are actively moving away from arti cial sweeteners and towards ‘natural’ sweeteners, such as stevia, erythritol and so forth. At rst glance, this seems like a positive step. However, even the natural sweeteners are not the solution they are made to be since they all negatively a ect taste.
“As the consumer becomes more aware, and the gut health, natural and wholefood trends continue to grow, we’ll see more drinks that we believe to be ‘ahead of the curve’ and are functional, low-sugar and free from sweeteners.
“There is still an opportunity for innovation that hits the sweet spot of taste, health and good value. Drinks innovation also needs to be accessible and if products are over-engineered and forced to be priced too high, it’s a barrier to trial.
“Clean label and transparency of supply chain/ ingredient origins is also being valued by the consumer and this is growing, particularly in the past 12 months with the public discussion around ultra-processed foods. In the past three-to-six months alone, we’ve seen a marked increase in customers asking us about this.”
The latest launches
CATEGORY ADVICE FUNCTIONAL DRINKS
HOW TO BUILD A FUNCTIONAL RANGE
RETAILERS need to talk to their customers and analyse their local demographics, sports clubs and gyms to identify what kind of functional drinks are going to have the biggest impact on sales in their stores.
“Someone looking to fuel up before a kick-boxing session will need di erent nutrients than someone who wants to boost their mental
SUPPLIER VIEW
Kieran Fisher, founder and managing director, KBF Enterprises
performance during a busy day in the o ce, for example,” says Fisher.
There are many di erent di erentials to consider and it might take a series of trials and errors to build the right range for your customers base. Hip-
kiss adds: “O ering a diverse range of products is important, catering to a wide customer base and accommodating vari-
ous demands. Allocating space for both regular and sugar-free alternatives is key for convenience and wholesalers to maximise sales.”
Functional drinks cater to a wide variety of customer preferences, but sitting within the energy drinks category as they do, they are generally not merchandised or positioned within stores any di erently to the
“STOCK what sells and do your own research – I know it’s more work to investigate the market yourself, but honestly, you’ll see much better sales if you put on the shelf brands with legitimate demand from your customer base.
“When it comes to functional drinks, tastes and preferences vary when it comes to age and gender. For example, men and younger shoppers tend to prioritise functional drinks with added protein, while women look towards collagen, vitamins and probiotics for the overall health and beauty bene ts. Know your customer and stock the products that will appeal to them.
“The rst step for retailers is to give this category the product mix and space that it deserves. To make room for functional drinks in the refrigerator space that have a loyal brand following and are proven to sell, include multibuys in a prominent position near one of the main front aisles.
“Energy shots should be placed in the energy section as they’re smaller and can merchandise high-value space better, with more value per inch of shelf space.”
rest of the wider category.
“We just keep them next to the energy drinks,” says Mo Razzaq, owner of Mo’s Premier in Blantyre, Glasgow. “It helps the customers to have everything in one place so they know where they are. If we start separating them out, then we could lose the sale because customers have to go looking for it.”
KEEPING THE RANGE INTERESTING
ONE thing that functional drinks certainly have in common with other soft drinks is the customer demand for new and interesting flavours and products. This means that retailers who can get their hands on the latest launches need to make sure they’re shouting about it to drive interest, footfall and sales.
“We always try to get the new players because they get an initial burst of sales,” says Razzaq. “Then afterwards, as they start tailing away, we’ll
delist them. But it’s always a good idea to bring in new product as soon as possible.
“In some cases, it also pays to bring it back in a few weeks after you’ve delisted it. If you do that, it sometimes feels like a new product even though it isn’t. It’s the freshness and currentness that customers want.”
Matt Gouldsmith, channel director for wholesale at Suntory Beverage & Food GB&I, recommends retailers use ‘beacon brands’ and clear sig-
nage to make their range stand out and amplify sales.
“Use bestselling brands to guide customers through your store,” he says. “Make sections easy to spot and attractive, focus on high performers and cut the underperformers. Encourage customers to trade up with a ‘good, better, best’ arrangement. Ensure meal deals and promotions are visible and appealing, and attract health-conscious consumers by blocking low- or no-sugar options under each brand.”
CLASSIFIED
Refrigeration
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
ADVICE
BOOSTING FOOTFALL
The RETAIL EXPRESS team nds out how retailers are encouraging customers to visit their stores
2
Jay Patel, Jay’s Budgens, Crofton Park, London
“HAVING the right product range is the main factor. We’re always assessing the products we have and the amount we’re selling. It’s about learning what the slow sellers are, getting rid of them and bringing in products that are well advertised in popular categories. Demand for cider is very low for me, so even if there’s a new product, I won’t list it. With ready-todrink lines, we have high sales, so we’ll de�initely stock new products. People come in looking for things they’ve seen on TV.
“Stock availability is key. If you don’t have the stock of a product that’s selling, customers may come back once or twice, but they won’t come back after that. The right fascia can attract people, but if the shop looks run down, with out-of-date promotions and worn posters, customers will go elsewhere. Then, it’s the service you provide to shoppers when they do come through your door. It’s a combination of service and pricing.”
Craig Warren, The Corner Stores, Mildenhall, Su olk 3
“THE most effective way to get people to come to you is to have an attraction – something different to your local competitors. Tesco Express is the same everywhere, but they give you a complete basket for your family and they’re known for that, which helps to drive footfall. For retailers, �inding a point of difference might be about having an offer of coffee or croissants. To have a point of difference, you have to understand what your local customers want. You probably don’t need to have lots of varieties of apples – two is enough – but having a good range of other fruit and vegetables may be more helpful.
“A good partnership with a fascia or symbol group is also very useful for driving customer engagement. They spend the money to make sure the outside of the shop is attractive and immediately catches customers’ eyes. After we had a re�it, we had 2,000 people come in on the �irst Saturday.”
In the next issue, the Retail Express team nds out what retailers do di
holiday. If you have any problems you’d like us to explore, please email
“THE key is customer service. It’s as plain and simple as that – it’s more important than prices. People won’t mind paying convenience store prices if they’re getting service. That all boils down to training. It’s about building and having close relationships with customers – knowing their �irst name and having a laugh and a joke with them. All that camaraderie means people will come back to the shop.
“When it comes to bringing in new customers, there’s no one ‘magic’ thing you can do. It’s sheer hard work in marketing. That includes everything – Facebook and other social media, other digital marketing and �lyers.
“On top of that, the outside of the shop is key. First impressions are key anywhere, whether it’s a shop or a restaurant. If a customer arrives and the shop is strewn with litter and covered with graf�iti, they’re probably not going to go in.”
Faisal Naseem, two stores near Arbroath, Angus
We’re in a small village and people come to us because they’ve got no other choice. But how do retailers encourage customers to shop with them? – Kishor Patel, Westham News & Post O ce, Pevensey, East Sussex
