Retail Express - 7 February 2023

BISCUITS &CAKES

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

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

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

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

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

LOCAL SHOP WINS FIGHT AGAINST WASTE FIRM

BETTERRETAILING RESOURCE

Your guide to finding the products and services you need for your business

our say

Megan Humphrey, editor

There’s no hiding from the deposit return scheme

There was a lot for retailers to take note of last month when it came to the deposit return scheme (DRS).

The Department for Environment, Food & Rural Affairs announced it would be introducing the legislation in England, Wales and Northern Ireland in October 2025

All the specific details of which can be found in the lead story on this page. However, what’s more pressing is that, for the first time, every retailer across the UK now has a deadline in deciding whether they want to take part in DRS, or not.

It’s by no means an easy decision. There is so much to consider, from whether you want to take back bottles automatically using a reverse vending machine, or manually, to considering the impact this might have on your store layout and every-day store processes.

WHATEVER YOU DECIDE, IT NEEDS TO WORK FOR YOU

I appreciate a lot of store owners will want to opt for an exemption, but I urge you to think about the consequences of doing so. If you aren’t willing to enable shoppers to return bottles to your shop, there’s a chance they will do so with your competitors, and pick up their shopping at the same time.

Whatever you decide, it needs to work for you. If you haven’t already, start speaking to trade bodies.

They will be really well-informed, and help guide your decision.

Commission for stores in Scottish DRS increased

MEGAN HUMPHREY

SCOTTISH retailers participating in the upcoming deposit return scheme (DRS) are to receive increased commission, due to ongoing in�lationary pressures.

accounting �irm PwC.

The �irm said the fee had been recalculated considering the impact of changes to the guidance around exemptions for return points announced last year, and in�lation.

Those operating a reverse vending machine (RVM) will receive 3.7p per bottle for the �irst 8,000 items returned each week, up from 3.55p. They will also earn an extra

1.6p for each additional item, up from 1.35p.

However, those taking bottles back manually will see no change in their handling fee, with it remaining at 2.69p per bottle.

CSL chief executive David Harris stressed the move would not increase the total scheme implementation costs or producer fee.

An industry source suggested the recalculation

would “provide an incentive for smaller retailers to choose an RVM”, as well as help them make a more informed decision as to whether to seek an exemption.

The news came a week after the Department for Environment, Food & Rural Affairs announced it would introduce a DRS in England, Wales and Northern Ireland in October 2025.

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

Prime crackdown Account closures

Deputy insight & advertorial editor Tamara Birch @TamaraBirchNT 020 7689 3361 Production editor Ryan Cooper 020 7689 3354 Sub editor Jim Findlay 020 7689 3373 Sub editor Robin Jarossi Head of design Anne-Claire Pickard 020 7689 3391 Senior designer Jody Cooke 020 7689 3380 Junior designer Lauren Jackson

News editor Alex Yau @AlexYau_ 020 7689 3358

Features editor Charles Whitting @CharlieWhittin1 020 7689 3350

Specialist reporter Dia Stronach 020 7689 3375

Editor in chief Louise Banham @LouiseBanham Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355

Production coordinator Chris Gardner 020 7689 3368 Head of marketing Kate Daw 020 7689 3363 Head of commercial Natalie Reeve 020 7689 3367 Senior account director Charlotte Jesson 020 7689 3389 Commercial project manager Ifzal Afzal 020 7689 3382

SPAR has reportedly been clamping down on stores pro�iteering from viral drink Prime Hydration.

The symbol group became the �irst of�icial route into independent wholesale and convenience last month, and will be joined by One Stop

News reporter

Jill Lupupa jill.lupupa@ newtrade.co.uk

Senior account manager Lindsay Hudson 020 7689 3366 Account managers Marie Dickens 020 7689 3372 Megan Byrne 020 7689 3364 Management accountant Abigayle Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3388 Head of digital Luthfa Begum 07909 254 949

in March.

Spar sent a message to stores warning them against selling the drink above its £2.99 RRP, otherwise it would ban them from selling it. One store owner con�irmed they reduced the pricing in response.

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

PO’s slim profits

ergy and industrial strategy committee last month, Read revealed a 26% drop in branch sales in December, but still pledged “we will make a trading pro�it bigger than we made in the previous two years”. Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler. Published by: Newtrade Media Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600 Reproduction or transmission in part or whole of any item from Retail Express may only be undertaken with the prior written agreement of the Editor. Contributions are welcome and are included in part or whole at the sole discretion of the editor. Newtrade Media Limited accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. No warranty for goods or services described is implied.

RETAILERS have criticised banks for freezing and closing their business accounts for failing to meet “unjusti�iable” deadlines to comply with money-laundering regulations.

having their accounts frozen since late December, and retailers receiving “countless” calls from Santander, NatWest and Barclaycard. The Financial Conduct Authority recently introduced limits on the amount of cash small businesses can deposit. Editor – news Jack Courtez @JackCourtez 020 7689 3371

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

05 McColl’s site focus

MORRISONS has revealed the acquisition of struggling chain McColl’s helped it deliver a “leading position” in the convenience market.

In its latest �inancial results, the supermarket said it intends to continue investing

in McColl’s and “accelerate the conversion programme”, despite closing 132 “lossmaking” stores at the end of last year.

The reduction brought the number of stores across the entire estate to around 900.

Shop owner secures court victory over waste broker

ALEX YAU

A SMALL shop owner has won a court battle against waste broker CheaperWaste, after using a Retail Express investigation into the company as supporting evidence.

On 25 January, Ritz Batavia, of Nisa Ritzy Minimarket in Peterborough, faced off against CheaperWaste at Newcastle Civil Family and Tribunal Court. The broker, part of the WasteManaged group, took legal action against Batavia after he cancelled his direct debit in a dispute over excess weight charges dating back to August 2019.

However, the court dismissed CheaperWaste’s legal challenge as Batavia successfully used evidence to plead his innocence, which included an investigation Retail Express conducted into the company in July 2022.

The investigation included accounts from small businesses that alleged CheaperWaste had not collected waste or similarly applied incorrect excess weight charges, leaving them hundreds of pounds out of pocket.

Facebook groups featuring various complaints against the broker were referenced in the piece. Other businesses also reported being taken to court by the company.

Describing his �ight, Batavia told Retail Express: “I

became a CheaperWaste customer in May 2019 and they started charging for excess weight in August. I disputed these charges and they refused to listen, so I cancelled the direct debit in November 2019. I started being threatened by CheaperWaste in January 2020 with a few letters and they became more aggressive this year.

“One week they claimed the weight of the waste in my bin was 168kg. It would have over�lowed if you consider the type of waste a convenience store has.

“I had the court papers before I received the copy of Retail Express with the investigation into CheaperWaste. It showed me that I wasn’t the only one who had issues with CheaperWaste, which made me feel good.

“The article was amazing because it referred to a trading standards investigation by Newcastle City Council into the company, and referenced that the company wasn’t regulated by the Financial Conduct Authority to sell insurance.

“It was enough to submit with our bundle and made the judge aware of other retailers with similar problems.”

Batavia added that he also provided invoices from his waste contracts before and after he became a CheaperWaste customer to prove the store was a producer of small waste.

“A point the judge liked

express

“As we’re in the middle of an estate, we’re quite blessed that we’re the only shop in the area, so we don’t have the competition of a second option. The people we serve coffee to are the same faces on a daily basis. When I initially got my Costa machine, it was about the brand. It looks really good and brings big brands to a local community. I was realistic, and two and a half years into it, it’s exactly what I thought it would be.”

Ken Singh, BB Superstore, Pontefract, West Yorkshire

you

was that we were with Nisa, so we could prove our recycling goes to DHL and food waste goes to a homeless shelter,” he said. “As a small shop, the only waste we have in the shop is from sweeping up lottery ticket stubs and general rubbish. There was proof that we weren’t making the level of waste CheaperWaste was claiming.

“We also did little things such as taking a picture of our waste bin to give the judge an idea of how much waste we produce. We did all these things to show the judge how the convenience

your

industry works.”

After reading Retail Express’s coverage, Batavia was encouraged to look up Google reviews of CheaperWaste and submit this with his evidence.

“I found 100 reviews and used them in the bundle,” he told Retail Express. “I also asked CheaperWaste for CCTV footage and calibration records from the bin lorries they used to collect my waste and wasn’t provided with that.

“They also provided their own records of the weights with dates which was on an Excel spreadsheet. It wasn’t

generated using a proper weights and measurement system, and the judge accepted that point. Nobody from CheaperWaste turned up to the hearing as they left it all with their barrister.”

As part of his victory, Batavia said CheaperWaste was ordered to pay £166 in court fees to him. He added: “It covers my day at court and the travel costs. It’s not a lot of money in the grand scheme of things, but they’re paying me. It means that I’ve won.”

CheaperWaste failed to comment as Retail Express went to print.

How

are

you boosting your hot drinks profits?

“I bought our Lavazza machine outright for £1,000, which was between a third and a quarter better than the cheapest new machine that suppliers were offering. It seemed the most logical way to do it to make some money, rather than a five-year lease that would barely break even. All the cup sales go straight to us. Our target was 15 a day and we’re probably doing about 10 because we’re still getting it out there.”

David Lomas, Lomas News, Bury, Greater Manchester

“We are the first independent retailer to install a machine from Pret A Manger. It’s a well-known brand in and around London, and looks great in store. In Faversham, there are four places with Costa machines, whereas Pret is a big draw that you won’t be able to get anywhere else. Pret is supporting us with thermal bags to keep drinks warm and make sure they are delivered at the best possible temperature.”

Sandeep Bains, Welcome Faversham, Kent

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

IN-STORE SERVICES: A new self-serve juice machine is now available to local shops from iSqueeze. The Fantastic eXpress from Citrocasa has a 17kg orange capacity, and can clean itself within seconds between uses. Juice bottles are available in different size formats, including 250ml (£1.50-£2.50), 330ml (£2-£2.80), 500ml (£3-£4) and 1l (£4.25-£6).

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

COOK: The frozen ready meal supplier has confirmed it is taking on new partnerships with convenience stores once again, after pausing its concessions programme due to a cyberattack that happened at the end of 2021. Brand director Claire Postans said: “The pause was in place for three months and was lifted in February 2022.” She added the company is looking for franchisees for new Cook stores and existing shops to host concessions. ”We want to work with the best retailer for every community,” she said.

GOOD WEEK BAD WEEK

SMITHS NEWS: The news wholesalers’ Oxford depot has shut again due to a gas leak. After initially closing on 21 December, it closed again one day after reopening on 23 January. Despite praise for its efforts in rerouting drops from its Reading depot, stores reported increasingly feeling the strain from late deliveries.

MENTAL HEALTH: A fifth of small business owners are battling depression, a survey has revealed. The survey of more than 600 owners, carried out by insurance platform Simply Business, revealed that four in five owners are worried about how the costof-living crisis will affect their business, with 22% rating their mental health as “bad” and 18% as “very bad”.

yourself the column where

can make

voice heard

The uncollected waste bins from a previous CheaperWaste customer

JILL LUPUPA

THE government must encourage energy regulators and suppliers to allow business owners to renegotiate their contacts.

That was the call from the convenience sector ahead of existing support for local shops coming to an end in April.

The Guardian revealed last week that industry bodies,

including the ACS and Federation of Small Businesses, sent a letter to business secretary Grant Shapps requesting fairer contracts for vulnerable stores.

“We are urging [the business department] and Ofgem to encourage energy suppliers to allow the most vulnerable businesses to renegotiate or ‘blend and extend’ their energy contracts to reflect significantly lower wholesale

prices now available,” it read.

The letter said retailers should be able to renegotiate their contracts with energy suppliers if they can prove they signed their contracts at high prices, and that their contract ends after the existing energy scheme.

From April onwards, shops will only receive estimated discounts of 0.7% off gas and 2% off electricity bills.

The ACS described this as

“ultimately pointless” if it is not targeted to the businesses that are most at risk of closure.

Chief executive James Lowman said the lifeline given to stores “is now being cut, leaving many wondering how they’re going to keep their doors open from April”.

Fed national president Jason Birks added: “Additional financial support must be given for small businesses to survive.”

Energy contract renegotiation PayPoint retail growth

PAYPOINT’S UK retail sites now total 28,418, up by 164 from March 2022, according to the company’s latest results.

The EPoS and payments provider published its quarterly results to 31 December 2022 last week, which revealed

PayPoint One sites were also up by 244, from 18,120. Card transaction values in convenience sites rose less than the rate of inflation, increasing by £5m to £610m, suggesting a drop in real-terms customer card spending.

INDEPENDENTS are facing less competition from new supermarket sites, and have an opportunity to acquire former multiple-run stores.

Commercial-property company Christie & Co revealed sales of convenience stores in 2022 outgrew pre-Covid-19 levels by 41%.

go to betterRetailing.com and

Laughing-gas ban

THE government is said to be preparing to introduce a ban on the sale or possession of nitrous oxide, as part of a wider crackdown on antisocial behaviour.

The recreational drug, otherwise known as laughing gas, is usually inhaled from

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balloons filled from small metal cylinders.

Last month, retailers in Hertfordshire received letters from the police warning them against selling products containing the drug, and reinstating it can hold a custodial sentence of up to a year.

search

PRODUCTS

Four new Magnum fl avours

JASPER HART

UNILEVER UK&I has launched a range of new Magnum ice cream products to capitalise on growth in the category.

Magnum Double Starchaser and Double Sunlover, Mini Double Caramel Collection and Vegan Raspberry Swirl are available now.

Double Starchaser and Double Sunlover are available in multipacks of three (RRP £3.99), a pint tub (RRP £3.99) and as a single (RRP £2).

Magnum is supporting the launch with its largest marketing campaign to date beginning in April and running throughout the summer,

with the tagline ‘Pleasure is always on’. The campaign will include in-store activity and PoS.

The Mini Caramel Collection pairs Gold Caramel Billionaire and Magnum’s �irst Caramel Almond product, in a multipack of six at an RRP of £4.50. Magnum Minis are growing 8.3% faster than the overall category and have helped extend the ‘ice cream season’ by bringing in sales during March and October, the supplier says.

Meanwhile, Vegan Raspberry Swirl was launched in time for Veganuary, but aims to tap into the increasing year-round demand for sweet plant-based op-

Nestlé refreshes

NESTLÉ Confectionery has unveiled two new KitKat products, made in collaboration with Lotus Biscoff.

KitKat Bites with Lotus Biscoff is available in a 90g sharing bag from the end of February, while limitededition KitKat Chunky White with Lotus Biscoff is available exclusively from Tesco in a 42g bar from March. The supplier is also

launching KitKat 2-Finger Caramel in a multipack of nine. A single 4-Finger Caramel is out now, followed by a multipack of four on 1 April.

Nestlé has also relaunched KitKat Vegan as a permanent line, following its limited run in 2021. It is available as a 4-Finger bar and is made with a rice-based milk alternative.

Swizzels

SWIZZELS has brought back its big-night-in campaign offering a retailer the chance to win £1,000 in cash for the fourth year running.

To enter, retailers must buy any three cases from the supplier’s hanging bag range and upload their invoice or receipt via QR codes on the case or at swizzels. com/tradecomp.

The competition runs until 11:59pm on 30 April.

Swizzels’ hanging bag range includes Curious Chews, Minions Tropical Chew Bars, Drumstick Choos, Refreshers Choos, Luscious Lollies and Scrumptious Sweets. All of these are available as £1.15 pricemarked packs.

tions. It consists of raspberry ice cream and swirls of raspberry sauce in Magnum

vegan chocolate, and is available in a multipack of three at an RRP of £3.99.

Fruittella launches Curiosities jellies

PERFETTI Van Melle has expanded Fruittella into the jellies market with the launch of Fruittella Curiosities.

The non-HFSS sweets are available now in By the Sea and In the Snow varieties, each at an RRP of £1.50. They are made with 30% reduced sugar, real fruit juice, and natural colourings and �lavours.

By the Sea consists of marine-life-shaped jelly sweets with tropical �lavours, while In the Snow contains berry-�lavoured Antarctic animal shapes.

On the back of Curiosities packs, there are animal facts and a QR code that takes the

JTI repositions Sovereign Blue

JTI UK has repositioned the pricing of its Sovereign Blue cigarette range to make it more appealing to value shoppers.

Sovereign Blue’s 20-pack RRP is changing to £10.65, meaning the brand joins Mayfair Silver and Kensitas Club in the supplier’s ultravalue range.

Mark McGuinness, marketing director at JTI UK, said: “Price is an important purchasing factor for existing adult smok-

ers and 80.5% of all sales volumes are currently in the value or ultra-value RMC and RYO sector.

“We’ve brought Sovereign Blue in line with our other ultra-value options to provide more choice of wellknown brands at this end of the market.

“Shoppers will still receive the same high-quality Sovereign Blue product, while retailers can maximise the sales opportunity by offering it at a new value RRP.”

Hancocks launches multibuy deal

As part of the campaign, Swizzels has launched PoS displays for wholesalers and retailers, as well as supporting social media marketing.

HANCOCKS has launched an Ultimate Multibuy Pick and Mix Deal to offer its customers value for money from big-name brands.

The deal includes more than 600 products from brands including Haribo, Swizzels, Bubs, Stockleys and Walkers.

As part of the deal, customers buying 20 or more bulk bags weighing 1.5kg or more get a discount of 20p per bag, while customers buying 40 or more get a 50p-per-bag discount.

Kathryn Hague, head of marketing at Hancocks, said: “It’s tough for our customers at the minute with the rising cost of everything, so we wanted to offer them a deal

which is focused on choice, top-quality confectionery, outstanding brands and good value.”

user to a microsite where they can learn more about the animals featured in the range, as well as create their own augmented-reality creature.

KP adds Mini Chips to PMP range

KP SNACKS has expanded its price-marked pack (PMP) range with the addition of two KP Mini Chips varieties.

From mid-February, KP Mini Chips Salt & Vinegar and Beef will be available as £1.25 PMPs. The range has also undergone a modern packaging update to accompany the launch. The launch comes as PMPs are now worth more than £293m, with 54% of snack shoppers purchasing them –more than any other category.

Matt Collins, trading director at KP Snacks, said: “With in�lation biting, the role of PMPs in wholesale and independent convenience retail will continue to grow in popularity and importance,

demonstrating value to customers in these challenging times.”

Lotus Biscoff makes social media debut

LOTUS Biscoff has launched its �irst social media campaign ahead of Pancake Day on 21 February.

With the strapline ‘This Pancake Day, show off with Biscoff’, the campaign will run across Instagram, Facebook and YouTube.

It encourages consumers to show off their pancakes made with Biscoff through a #showoffwithbiscoff

hashtag.

The six-�igure campaign will target more than seven million shoppers and home bakers between the ages of 25 and 54, and is set to generate more than 28 million impressions.

The campaign will be supported in store through packs with a QR code that takes consumers to the supplier’s website.

Tango launches new Edition

JASPER HART

BRITVIC has unveiled Tango Paradise Punch Sugar Free, the latest iteration of its Tango Editions rotational �lavour series.

Launching in mid-February in 330ml cans, and 500ml, 1.5l and 2l bottles, Paradise Punch is a mix of orange, mango and tropical �lavours. Its launch comes as Tango had a retail sales value of

£77m in 2022, 48% more than the year before to cement its place as the third-largest �lavoured fruit carbonates range.

Tango Berry Peachy Sugar Free, the �irst Tango Editions launch, has delivered £10.7m in retail sales value and was the number-one new total soft drink development in volume in 2022.

Ben Parker, GB retail commercial director at Britvic,

said: “The rotational �lavour series has been a huge success, demonstrated by the launch of Berry Peachy.

“It’s helped us continue to recruit younger shoppers into the brand, and, in turn, support with the driving of sales and footfall.

“A variety of pack sizes is available, including 330ml and 500ml formats, which are great for on-the-go consumption.”

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

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Carling

partners with the FA Cup

CARLING has become the of�icial beer partner of the Emirates FA Cup and Vitality Women’s FA Cup.

As part of the partnership, which will run until at least 2025, the UK’s top-selling lager brand will roll out promotional activity alongside the remainder of this season’s cup �ixtures.

Lee Willett, Carling brand director at Molson Coors Beverage Company, said: “Sporting occasions are a massive opportunity for our customers to drive sales,

and fans will have the competitions’ rounds earmarked in their calendars.

“We’ll be helping our customers to capitalise on the excitement it generates and drive more footfall in their stores.”

Rowntree’s launches non-HFSS range

NESTLÉ Confectionery has launched a non-HFSS range of Rowntree’s gummy sweets.

The range, which consists of Berry Hearts, Safari Mix, Gummy Bears and Jelly Snakes, is made with real fruit juice and 30% less sugar than other Rowntree’s products, and has no arti�icial �lavourings, colourings or sweeteners.

Berry Hearts, Safari Mix and Gummy Bears will be available in wholesalers later this year at an RRP of £1.35 following an initial supermarket launch. Jelly Snakes will be available exclusively at Tesco from March. The supplier is also expanding Jelly Tots Tropical Tots to retailers nationwide after its initial run in Tesco stores.

Juul 2 launches Blackcurrant Tobacco

JUUL Labs has launched a Blackcurrant Tobacco pod variety for Juul2. The new �lavour is available from the supplier’s website, ahead of a national rollout this year.

Its launch coincides with Juul2 winning Product of the Year in the ‘Vaping & heated tobacco products’ category at this year’s Product of the Year awards. The awards, run by Kantar, surveyed 8,000 adult consumers.

John Patterson, country lead of Juul Labs UK, said: “We have been encouraged by the number of adult smokers and vapour users who have transitioned to the new Juul2 system since

launch last year, and we are con�ident that the introduction of our new Blackcurrant Tobacco pods will provide even more adult smokers with greater choice to help them move away from combustible cigarettes.”

PRODUCTS

Cadbury refreshes shell-eggs

JASPER HART

MONDELEZ International has announced a relaunch of its Cadbury shell-eggs in Easter 2023 that sees them divided into distinct categories that are easier to shop.

The three new categories are ‘surprise & delight’, ‘traditional gift’ and ‘special gesture’, and have been designed distinctively to make the positioning of each pack clearer for shoppers at �irst glance.

Additionally, the supplier is moving the small confectionery treats that accompany its Cadbury Dairy Milk Buttons, White Buttons, Freddo Faces,

Caramel Nibbles, Giant Buttons and Cadbury Mini Egg Easter eggs back inside the chocolate shell.

It has also launched two new shell-eggs for Easter 2023. Cadbury Dairy Milk Chunky Egg and Cadbury Oreo White Egg are both available now at an RRP of £12.

Laura Gray, senior brand manager for Cadbury Easter at Mondelez, said: “Our new treat-�illed shell-eggs will certainly bring back that feeling of nostalgia and magic for consumers, now that they can crack them open to reveal and enjoy all of the delicious chocolates stored inside.

“Having a clear and

McCoy’s launches Epic Eats range

KP SNACKS has unveiled a new range under its McCoy’s ridged crisp brand, McCoy’s Epic Eats.

The range launches on 20 February in Nacho Cheese and Spicy Salsa varieties, aimed at younger shoppers, who the supplier says are signi�icantly in�luenced by �lavours when making snack purchasing decisions. They will be available in a 45g grab-bag format (RRP £1) and a 65g £1.25 price-marked pack (PMP). Large-format PMPs are growing by 25.7% annually, while McCoy’s is the UK’s leading ridged crisp brand, worth £148.1m. Additionally, its PMPs are growing by 45.1% annually, ahead

of the category. The supplier will support the range with a marketing campaign running from February to March spanning social media and Global radio channels.

easy-to-shop range is so important for retailers’ ranges and their shoppers’ experience in store come Easter-time. Within our

new ‘surprise & delight’, ‘traditional gift’ and ‘special gesture’ categories, there’s the perfect egg for any occasion or recipient.”

Potential for minibiscuit sales

FOX’S Burtons Companies has identi�ied a £5.6m sales opportunity for convenience stores within the ‘sweet snacking mini biscuits’ segment as it is seeing sustained growth.

Within the £1.7bn of UK sweet biscuit sales in supermarkets and convenience stores last year, minis are the fastest-growing segment, gaining 17% of volume growth (£59.6m). However, just 2.9% of mini biscuit sales are from impulse outlets, according to exclusive research by the supplier.

The research shows a £5.6m-per-year sales opportunity for convenience retail-

Mr Kipling launches Hot Cross Pies

PREMIER Foods has expanded its non-HFSS Mr Kipling Deliciously Good range with the launch of limited-edition Hot Cross Pies.

The Easter-themed product will be available to wholesale and convenience by the end of February. They will launch in a six-pack at an RRP of £1.75.

Mathew Bird, brand director at Premier Foods, said: “These non-HFSS pies contain 30% less sugar and real fruit pieces, making them ideal for driving penetration with healthconscious consumers. As they are HFSS-compliant, Mr Kipling‘s Deliciously Good Hot Cross Pies can be promoted throughout the store

World of Sweets picks up Danish brand

WORLD of Sweets has become an authorised UK distributor of Danish chocolate brand Anthon Berg.

Anthon Berg was founded in 1884 and specialises in liquor-�illed chocolates. Its most popular chocolates are bottle-shaped.

Its current range includes Premium Chocolate Liqueurs, Chocolate Cocktail Liqueurs, Chocolate Coffee Liqueurs, Single Malt

Scotch Collection, Chocolate Liqueur Tablets, Chocolate Pralines, Fruits in Marzipan, Marzipan Bars and an Advent Calendar.

Through the partnership, World of Sweets aims to market the supplier’s products as year-round gift options alongside focusing on popular gifting seasons such as Valentine’s Day, Mother’s Day, Father’s Day and Christmas.

for maximum visibility.”

The launch comes as 83% of shoppers say they want to try new Easter �lavours and themes when the occasion arrives.

Grenade launches

Oreo protein bar

GRENADE has launched an Oreo protein bar, following its acquisition by Mondelez International in 2021.

The 21g bar features a creme layer �lavoured with Oreo vanilla and a nougat centre �lavoured with Oreo cocoa. It also has a topping of sugar-free Oreo cookie pieces.

With an RRP of £2.85, it is now available to convenience retailers through Booker and Bestway, with the supplier also promising availability from “other popular wholesalers”.

Rob Page, Grenade’s head of product, said: “Our hope is the co-branded bar continues the work done by the Grenade brand, delivering

added bene�its without compromising on taste, while bringing new consumers into Grenade protein bars.”

ers if they tap into shopper missions for these products. The supplier’s range has been a key part of segment growth, with Maryland Mini Cookies, Party Rings Minis and Jammie Dodgers Minis driving 79% of mini biscuits growth in 2022.

Wall’s makes sweetand-sour lolly debut

UNILEVER UK&I has launched the Twister Fruit Zingerrr, the �irst sweet-andsour lolly by Wall’s.

Available as a single lolly or in a four-pack, the Twister Fruit Zingerrr is made with real fruit juice and has no arti�icial colours or �lavours.

It features a �lavour combination of apple, lemon and blueberry, and is non-HFSS.

The supplier says it is a response to growing demand for new �lavours within ice cream, with Google searches for lemon and apple ice cream up by 55% and 49%, respectively.

Jennifer Dyne, head of ice cream UK & Ireland at Unilever, said: “By offering an entirely non-HFSS kids

range, we’re providing an even easier choice to parents for those treat and dessert occasions.”

Epicurium adds new snack and drink lines

EPICURIUM has extended its ranges with breakfast supplier Fuel10k, functional drinks brand Tenzing and snack brand Metcalfe’s.

The wholesaler has added to Fuel10k’s porridge range with Super Berry and Apple & Cinnamon, with the latter available towards the end of the month. Both have an RRP of £1.25.

Also available are Fuel10k’s Salted Caramel oat cookies, with an RRP of £1.49.

Meanwhile, Epicurium now offers Tenzing’s new Apple & Seaberry variety, at an RRP of £2.50.

It has also extended its Metcalfe’s range with the addition of its Popcorn in

Sweet ’n’ Salt, Cinema Sweet and Sea Salt varieties. Available in cases of 24, they have an RRP of 75p.

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OPINION

RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS

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

LEGISLATION: How are banks reacting to anti-money-laundering regulations?

“I WAS told I needed to update my personal information in 14 days, or my account would be closed. At one stage, I was being called at least 10 times a day. I gave them the details, but they insisted they wanted hard copies as well. The whole process made me feel like I was doing something wrong.”

Jatinder Gill, Your Local, Richmond, south-west London

An increase would damage sales

FINANCIAL: What should retailers consider when buying a store?

“YOU need to know you can significantly improve it. I look to see whether a store is meeting the current trends by visiting as a customer. If there are things it isn’t doing, then there’s probably an opportunity to improve the profitability of the store.”

Jonathan James, owner of James Convenience Retail group

“A NUMBER of things, including the ‘chimney count’ within the nearby area, whether the site is on an arterial road and if there are any schools locally. One of the most important things I look for, however, is whether there is parking.”

Sasi Patel, multi-site owner of Go Local stores

Look at your flooring

“I HAD my business account temporarily frozen twice in one day after receiving a banking call requesting more personal information. At the time, I was told I had just 24 hours to submit my details. I was worried it would make me look like I had money issues, and I didn’t want suppliers thinking this.”

I had just 24 hours to submit my details

WALES & SCOTLAND: What impact would raising the MUP have?

“ WE believe illicit sales in alcohol are booming because there’s not enough enforcement action. If minimum unit pricing goes up alongside the extra cost per drinks container because of a deposit return scheme, it will be a double hit.”

Mo Razzaq, Premier Mo’s, Blantyre, South Lanarkshire

“INFLATION has already put off my legitimate customers wanting to gift alcohol this year. An increase would damage sales and steer more problem drinkers and addicts towards shoplifting alcohol. This would be a concern.”

Natalie Lightfoot, Londis Solo Convenience, Baillieston, Glasgow

You need to know you can significantly improve it

REFIT: What questions do you ask before changing your store?

“LOOK at your flooring, your lights and whether you could make your store more energy efficient – if this is the case and you are able to make improvements, it could be the right time for you to think about a store refit. Once that has been decided, you can look at other areas.”

Baz Jethwa, Spar Rocket Stores, Bolton, Greater Manchester

“KNOW your customers and understand your demographics. Symbol groups will come in with their own plans for how you could improve your store, which are useful, but talking to your customers and understanding your sales data will make sure you refit your store in the right way.”

Harj Gill, Select & Save The Windmill, Rubery, Birmingham

Chris Cobb, Cults Stores, Cults, Aberdeen

The reality of working with family

ONE challenge of running a small independent business – which can be a bit of a taboo – is working with your family on a day-today basis.

In lots of ways, it can be a real privilege to work with your family members because they don’t tend to clock watch and they know you better than anyone else – but it isn’t always easy.

‘Recruiting staff is a real problem right now’

RECRUITING staff has become so much harder.

Since the start of the year, a lot of the multiples increased the wages they were paying their staff. Apparently, Aldi in particular, has put theirs up very high.

I think the ongoing cost-of-

living crisis has played a huge part in this.

Previously, people might have balanced a better working environment in a small store versus a supermarket, whereas now they have to prioritise having a higher wage a lot more.

COMMUNITY RETAILER OF THE WEEK

Before the Covid-19 pandemic, I was receiving, on average, between 30-40 applicants for a vacancy and, during the pandemic, this went to well over a hundred.

However, now we are getting between eight and 12, if we are lucky.

I know other retailers are struggling with this, and it’s becoming more and more of a problem. I don’t know what I can do about it and I don’t think it’s going away.

Amit Puntambekar, Ash’s Shop, Huntingdon, Cambridge

COMMUNITY RETAILER OF THE WEEK

I’ve had two experiences of working with my family. The first was with my brother.

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

When we were younger, we were very close. He’s a bit older, but, when I went off to university, we used to have threehour conversations on the phone while he was serving people at the gift shop he owned.

After I bought him out of it and he left the business, it was difficult because he would still come in to do shifts or help out, and as far as the customers were aware, nothing had changed and he was still the owner, so they would go to him to ask questions.

I found this quite uncomfortable and eventually I lost some trust because I didn’t always know whether his loyalty was to me or whether he was going to use his connection to the business to his advantage. Because of this, we’ve drifted apart.

I now work with Martin, my husband, and this has been easier, but it still has its challenges. Sometimes our staff will say ‘you never talk to each other’ because we won’t always know what the other person has said at work. That is because, when we get home, we try to make sure we don’t just talk about the shop.

Martin and I first started working together when we got married, as he had just been made redundant. It also means he can pick the kids up from school and I can have a lot of flexibility. But we’ve had to evolve how we work to make sure our marriage doesn’t just become a working relationship.

I’ve spoken to a lot of retailers who have similar challenges and individual families might find it difficult in different ways, but the issues are a lot more common than people think. I have learned the best thing to do is to have open communication between you and your family members, and, if we had focused on this earlier, it would have been easier for me to work alongside my brother. It’s a lesson that is definitely helping me work better as part of a husband-and-wife team.

If you’re working with your family and are finding it difficult, it would be a good idea to talk to them and try and find a different way of working that suits you both.

“I WAS so surprised to be awarded Community Champion at the Fed Awards last month. It doesn’t have to cost a lot of money to help your community. It’s all about using your passion and ingenuity to utilise anything you can to help those who need it. There is always time to do this, even when it might feel like there isn’t. Sometimes, the smallest ideas turn out to be the most effective. I’m truly honoured to be recognised by the rest of industry. It was a fantastic night of celebrations.”

“WE sourced four cases of Prime from Costco and Booker. My brother and I thought it would be nice to give it away for free and ask for donations in return. We limited one bottle per customer so everyone that wanted the drink could get it. We sold out in one day, raising £280 for Canley Food Hub, who rely solely on volunteers. They got £383 of retail stock from 48 bottles of Prime. As a result, the public can continue to fill up their food bags for £5 at the food hub and get more value for their money.”

‘Prime for free, in return for donations’

Aman Uppal, One Stop Mount Nod, Coventry, West Midlands –@OneStopMountNod

Trudy Davies, Woosnam & Davies News, Llandidloes, Powys –@trudydavies1964

natalie lightfoot Londis Solo Convenience, Baillieston, Glasgow

‘Honoured to be Community Champion’

HOW TO AVOID BEING A VAPRIL FOOL

WHAT IS VAPRIL?

WHEN it comes to a time for retailers to focus on increasing their vape sales, three months stand out.

At the start of every year, new year’s resolutions mean plenty of people turn to vapes to try and help wean themselves off cigarettes.

Furthermore, the NHSbacked Stoptober campaign has been going for 12 years, and vapes have become a more

relevant part of it as their popularity has grown.

The third chance for retailers to push the next-gen category comes in the form of VApril, the annual campaign from the UK Vaping Industry Association (UKVIA).

Having run the campaign since 2017, the trade body describes it as “the world’s largest vaping awareness and education campaign”.

“As more adult smokers make the switch to vaping, retailers should take advantage of the opportunity VApril presents to increase sales,” says Chris Aikens, external affairs manager at Relx International.

“The month-long campaign gives retailers the opportunity to capitalise on an influx of adult consumers looking to switch from combustible cigarettes to vaping.”

HOW TO GET INVOLVED

BY now, nearly every convenience retailer has a vaping range of some description, especially now that disposables have made the category more accessible to curious smokers.

The category is worth £1.2bn in the UK, with 35% of vape sales taking place in the convenience channel. Con-

versely, there are about 6.6 million smokers in the UK, according to the Office of National Statistics, the lowest number since records began.

These smokers are likely to be more committed, so signing up to VApril gives retailers the means to convince them to make the switch.

“By signing up to the event, retailers will have access to the VApril 2023 Dropbox, which will provide all the resources they will need to really make the most out of VApril activities throughout the month,” says John Dunne, director general of the UKVIA.

“They may wish to organ-

Avtar Sidhu, of St John’s Budgens in Kenilworth, Warwickshire, believes the campaign is more important than ever, as the effects of the cost-of-living crisis compound people’s misgivings about their smoking habits. “This year, we’ll probably hit it harder than ever, especially with the price of cigarettes having gone up a lot,” he says. “Alternatives have never looked so attractive.”

ise in-store masterclasses or special ‘clinics’ for those customers looking to transition from smoking to vaping for the first time.”

The month should be used as a chance to stoke people’s curiosity, adds Hannah Rubery, content writer at Pod Salt. “The average smoker

isn’t likely to know what VApril means,” she says. “ ating a campaign that gets customers asking the question ‘what is VApril?’ is a good way to start.

“Think along the lines of creating a promotion for a discount on starter kits or bundles by quoting ‘VApril’.”

VApril is the ideal month for retailers to get their tobacco customers to switch to vaping, finds JASPER HART

EDUCATION

WITH a potential influx of novice vapers, retailers and their staff need to be ready to answer the key questions about the category, namely around safety and affordability.

“Recently, it was once again confirmed in an evidence review in the UK that vaping is 95% less harmful than smoking,” says Rubery. “You may also hear questions about whether vapes cause popcorn lung or

contain diacetyl, which you can confidently reply that diacetyl is a banned chemical in legal vapes sold in the UK.

“The same goes for any questions about vitamin E acetate, another banned compound that sometimes crops up in questions about vaping.”

While disposables are the simplest vaping devices to introduce to someone, they may not be the most appropriate de-

pending on their smoking habit, adds Rubery. “Other common questions will likely cover the basics, such as ‘I smoke this amount, what strength should I use and how much?’,” Rubery says. In answer to this, the general response is a disposable device equates to a pack of 20 cigarettes, and a 10ml bottle of e-liquid is five times this amount, so will likely last a heavy smoker several days,

EXPERT VIEW

whereas a disposable device may only last the day.”

Sidhu says the campaign is also an opportunity to expound the benefits of the broader nextgen category, such as nicotine pouches and heated tobacco.

“We’ll do some specific activity around Velo and Nordic Spirit,” he says. “As far as I’m concerned, anything that offers you an alternative to traditional tobacco is that category.”

John Dunne, director general, UK Vaping Industry Association

“WE know many smokers are confused and often worried by all the misinformation about vaping which bombards them on a daily basis. VApril aims to set the record straight and help put their minds at rest about making the switch. Not only does it provide resources to help smokers begin their vaping journey, but also gives them the help and encouragement they need along the way. VApril gives them the facts about vaping, allows them to get their questions answered and gives them that final push they may need to give up smoking.

“We understand that – just like smokers – many retailers do not have the knowledge to answer the questions that people may have when they are considering switching to vaping, but VApril has that covered.

“Emphasising the savings that they could make simply by switching to vaping could be important because research shows that pricing is a major factor for many in deciding to switch. Also, given the tough economic times currently upon us, the savings to be made from switching to vaping might be more important than ever for many smokers.”

KEY FACTS

Key facts about vaping and quitting smoking from the UKVIA

Vaping helps around 50,000 smokers quit each year (Public Health England, 2021)

Vaping is 70% more effective than nicotinereplacement therapy (Cochrane Review, 2020)

E-cigarettes do not burn tobacco or produce tar or carbon monoxide, two of the most damaging elements in tobacco smoke (NHS Smokefree)

SPREADING THE WORD

AS with any seasonal occasion, getting the word out ahead of time is a crucial part of making VApril a success.

“Retailers should look to advertise VApril at least several weeks beforehand, especially in the current climate, where customers are looking to tighten their expenditure,” says Rubery.

“Let your customers know VApril is around the corner and that there will be offers to entice them.”

Suppliers are currently gearing up their own marketing plans surrounding the

month, so retailers should look to work with them on bespoke PoS and deals on starter devices.

“During the campaign, retailers can offer multibuy deals that allow customers to try new devices while saving money, as well as stocking up on their favourite products,” says Relx’s Aikens.

“Promotions like twofor-£10 and three-for-£15 will help secure repeat custom from adult consumers, confident that they can get their favourite products for a reasonable price.”

SLAM-DUNK YOUR BISCUITS AND CAKES RANGE

JOANNA TILLEY explores how HFSS is going to influence the category and how you can manage it

LATEST TRENDS

WITH the sweet biscuit category worth £2.5bn and the total cake bar market sales value worth £9.7m, this category is vital for convenience retailers.

Both sectors are experiencing growth, with everyday treats, everyday biscuits and biscuit portion packs having the largest gains. In convenience stores, sweet biscuits are worth £493m with a value sales growth of 11.2% year on year and 14.5% in the past three months, according to Michelle Frost, general manager for Mars Chocolate Drinks and Treats.

“Based on the Kantar report, over 99% of UK households buy biscuits, and 99% of bis-

cuit buyers repeat purchase,” says Kenton Burchell, trading director at Bestway Wholesale. “Biscuit sales are up by 7.2% annually, with cakes having the same popularity.”

Shopping missions see con-

sumers purchasing healthier options and products with nutritional value, according to Burchell. Aslı Özen Turhan, chief marketing officer at Pladis UK & Ireland, reminds retailers about the importance

RETAILER

VIEW

of the established brands, with 80% of biscuit sales coming from just 6% of products.

“Prioritising the bestselling lines is an independent retailer’s ticket to maximising value sales,” says Turhan.

Bay Bashir, Go Local Extra Belle Vue Convenience, Middlesbrough

“OUR selection of biscuits and cakes are constantly chopping and changing because it is about what we can currently stock. We are having to change our range all the time and can’t rely on any brand as there are lots of lines out of stock. We try lesser-known brands, as we want to keep the shelves full. We try to have branded and own label, though, as people are looking for value now – and we try to have a healthy option available.

“However, it is a luxury right now to have exactly what you want, and customers are aware of that, too, so if you have built up loyalty and keep communicating new options available, you can keep customers happy. Customers also dictate to us what we have in store and if they ask for something, we go to every effort to stock it. We would be fools not to – because this is what is best for business.”

BRANDS VERSUS OWN LABEL

FERHAN Ashiq, who runs Levenhall Village Store in East Lothian, says brands are vital when you have limited space.

“It is all about looking at what your top sellers are and usually most of these are the big brands,” says Ashiq. “Co-op own-label biscuits were good sellers in my larger store, but due to the size of my store now, I stick to the brands. This is the best way for me to make sales.”

Due to the often limited

margin in this category, Bay Bashir, of Go Local Extra Belle Vue Convenience in Middlesbrough, also sticks mainly to branded products as this is the best way to make some profit.

However, One Stop Woodcross owner Serge Khunkhun says the rising price of branded products can lead to them being stuck on the shelves. For example, Mr Kipling cakes have significantly increased in price.

“We have been using a lo-

cal supplier called Granny’s to supplement our offering and customers like to have a local option,” says Khunkhun.

“Own-label biscuits provide excellent value for money and there isn’t much difference between a branded custard cream or bourbon biscuit and an ownlabel one.”

Khunkhun adds that it has been important to have a ‘cheaper’ option, even before inflation and costs increased.

Recent innovation in the cat-

HFSS AND HEALTH

egory includes Nutella Biscuits from Ferrero and the launch of Galaxy Milk Chocolate and Galaxy Orange Digestive Biscuits from Mars. As well as making the category more dynamic, another advantage for retailers who feature new products is that it often comes in on a promotion.

“It is especially helpful when we can offer a new product from a familiar brand at a price of £1.35, rather than £1.99,” says Khunkhun.

ALTHOUGH most convenience stores do not need to implement HFSS legislation due to their size, Bashir says retailers should offer a healthy option regardless of the new rules.

“It is likely this legislation will push healthy snacks more into people’s frame of mind and, due to this trend, we must react accordingly,” says Bashir.

Khunkhun sees the biscuit and cake category as one

where people will always be looking for a treat, and he is more likely to feature reformulated products by brands, rather than putting too much time and effort into healthy brands.

Colin Taylor, trade marketing director at Fox’s Burton’s Companies, is expecting to see more HFSS-compliant lines in the future, which may lead to a resurgence in growth for the healthy sweet biscuits category overall.

TOp products

Oreo and Xbox

Mondelez International’s Oreo brand has partnered with Xbox in a unique collaboration that aims to bring shoppers together through playful experience. Six embossed Oreo Xbox Special Edition cookies are available now, and customers can scan the cookies and enter a barcode to reveal exclusive Oreo-themed in-game content across three of Xbox’s top-played games – Halo Infinite, Sea of Theives and Forza Horizon 5. Additionally, thousands of prizes are available, such as Xbox Series S consoles, Xbox Stereo Headsets and Xbox Game Pass Ultimate subscriptions.

All entries will go into a grand prize draw for the chance to win a family holiday to California. For more range and merchandising advice, retailers can visit snackdisplay.co.uk.

McVitie’s Digestives Wholesense

Launched July 2022

A HFSS-compliant variety of the brand’s McVitie’s Digestives that contain 30% less sugar and 50% more fibre than the average digestives biscuit.

THE RIGHT FORMATS

WITH the continued success of the meal-deal that retailers have reported seeing in their stores, Taylor at Fox’s Burton’s Companies sees an opportunity for smaller pack formats that could be added into mealdeal promotions and drive extra category growth and increase sales volumes.

“It is essential retailers stock different pack formats, including smaller formats, to meet diverse needs and cater

to varied treating occasions,” says Taylor. “Offering variety and providing shoppers with a broader range of pack options is key for retailers to present consumers with more treating options.”

Smaller formats also work in alignment with HFSS regulations, and those who want to take into consideration thoughtful treat and portion control. While Khunkhun tells

Retail Express that promotional twin packs of biscuits do well, he doesn’t have the customers for smaller biscuit formats – such as three biscuits in a pack.

“Smaller formats work better in more transient stores, such as service stations or those who have a coffee machine and can locate these packets nearby,” says Khunkhun.

“The only area that has done

well in the single-bar formats is in the healthier-snacking-togo category, such as flapjacks and single cereal bars.”

Pladis’ Turhan sees the current inflation crisis as a boost to price-marked packs and also products in larger formats as they represent a lower cost per kg. “Snacks in sharing pouches, such as McVitie’s Blissfuls, are a great stocking choice when it comes to showcasing value,” adds Turhan.

With only 38 calories per biscuit, Wholesense will drive appeal among snacking shoppers seeking health benefits.

McVitie’s Rich Tea Delights

Launched March 2022

A non-HFSS iteration of the biscuit tin bestseller, these are perfect for shoppers seeking something a little lighter.

With 38 calories per biscuit and 30% less sugar than the typical semi-sweet biscuit, these supply a different choice for the Rich Tea biscuit fan.

McVitie’s Blissfuls

Launched January 2022

This chocolate-oozing circular treats feature first-tomarket innovation and are perfectly portioned for sharing.

Blissfuls are available in a 228g sharing pouch in two flavour variants: Belgian Milk Chocolate & Caramel and Belgian Milk Chocolate & Hazelnut (RRP: £2.59).

PREPARING FOR ST PATRICK’S DAY

The cost-of-living crisis doesn’t look like it will stop shoppers celebrating St Patrick’s Day this March, writes CHARLES SMITH

TRENDING BEHAVIOURS

ST PATRICK’S Day 2023 falls on Friday 17 March and provides a golden opportunity for retailers to provide options for at-home celebrations, on the day itself and the England-versus-Ireland rugby international the following day, bringing the Six Nations Championships to a close.

“In key calendar moments like this, people continue to look for high-quality drinks despite the rising cost of living,”

says Lauren Priestley, head of category development off-trade at Diageo.

“Beer is particularly important during St Patrick’s Day, but last year’s Nielsen Scantrack data shows beer category value sales tend to increase the month before.

“While people most associate St Patrick’s Day with Guinness, it’s also important to cater to those who don’t drink

stout or spirits.

“Mixed drinks are simple to make at home and lend themselves to celebratory moments, making them worth stocking this St Patrick’s Day.

“Flavoured spirits are great options for consumers wanting high-quality serves to enjoy at home during social occasions. And don’t forget low- and noalcohol alternatives, so everyone can join in.”

HOW RETAILERS PREPARE

MIKE Nijjer, of Costcutter Bull Street in Birmingham, experiences increased beer sales in the lead up to, and during, St Patrick’s Day.

He says: “We usually sell £10,000 on the day, but this year it could be less. The cost-of-living crisis had a big impact. We’ve had a 15%

reduction in sales generally, and as over 80% of our business is passing trade, it’s also been affected by the train strikes.”

Despite the disruptions, Nijjer says St Patrick’s Day celebrations will continue.

“We’re in the centre of Birmingham, which has a big

Irish community, and there’s lots going on,” he says.

“There’s a St Patrick’s Day parade, and the pubs and clubs all have events. Our core products are Guinness Draught and Original, in four-packs and 12-packs, and Jameson’s. We also sell Guinness 0.0%.”

SUPPLIER VIEW

Lauren Priestley, head of category development off-trade, Diageo

“STOCKING a range of Guinness products in different formats is key to encouraging spend in the run up to, and during, this calendar moment.

“Guinness Draught is available in cans in four-pack, 10-pack and 15-pack formats, and is also available in 538ml pint cans so people can relive the on-trade experience. Guinness 0.0 offers Guinness with everything except the alcohol.

“With the Six Nations rugby and St Patrick’s Day coinciding this year, retailers benefit from merchandising Guinness with new, exciting and clear PoS, which puts the brand front and centre of customers’ minds.

“For those who can, cross-merchandising the products with popular crisps and high-quality snacks can also encourage increased basket spend.

“Where space allows, including a few options in a chiller maximises impulse purchases by providing products ready for immediate consumption.”

CATEGORY ADVICE ST PATRICK’S DAY

BESTSELLING LINES

FOR Pratik Patel, of Jay’s Budgens in London, his bestselling lines at St Patrick’s Day include Guinness Original and Draught 440ml, Jameson Whiskey 70cl, as well as nonalcoholic options.

“We also sell premium snacks and price-marked

packs,” he says. “We also get posters from the reps and Booker sends promotional material, and creates a dedicated area with some green colour, so people notice what’s happening.”

Diageo’s Lauren Priestley says inclusivity in a drinks

range is more important than ever, so including low- and noalcohol options is key. “Two in five shoppers are looking to moderate,” she says. “To help customers navigate your lowand no-alcohol range, stock non-alcoholic options from established and trusted bands.”

RETAILER VIEW

Anita Nye, Premier Eldred Drive Stores, Orpington, Kent

“ST PATRICK’S Day isn’t that big here. Our customers are more interested in St George’s Day. A few shoppers buy Guinness and Irish whiskey, and we’ll be stocking the normal amount of products for them. We’ll have shamrocks and balloons, as we also have a party shop.

“I think the cost-of-living crisis will affect celebrations. People aren’t going out, and cinemas are near empty on films’ opening nights.

“Things may pick up by March, but people will have more bills to pay. Saying that, we took more than ever on Christmas Eve, and we’ve not gone into recession yet, so anything’s possible.”

Pratik Patel, Jay’s Budgens, London

RETAILER VIEW DRIVING AWARENESS

“ST PATRICK’S Day is an important seasonal event our shoppers look forward to. We start promoting St Patrick’s Day the third week in February, as people take three weeks to notice it, think about it and buy it. Our local footprint is quite comfortable, so the cost-of-living won’t be an issue. People enjoy it, it’s a fun evening in. We don’t do much around St Patrick’s Day on social media, but we might take a photo of what we’re doing and our offers, and post it on our platforms.”

RETAILER VIEW

TO drive sales, Mandeep Singh, of Singh’s Premier in Sheffield, advertises on social media.

“Our St Patrick’s Day sales are £6,000-7,000 on the day itself. The big sellers are Guinness Draught and Original, Jameson’s Irish Whiskey and Proper Twelve Whiskey. We also have big Irish hats, and green and white scarves,” he says.

“Our shoppers typically buy linked lines as well, including snacks, soft drinks,

and general alcohol. I display the Guinness in the Beer Cave fridge and we also have a beer bin, with the hats and scarves. We do a hamper giveaway on Facebook, with branded glass merchandise.

“We start our social media push two or three days before, doing a post every day from Tuesday 14 March, and three or four posts on rugby day. We don’t do anything earlier because it dilutes the impact. Be active online, and put yourself out there.”

“ST PATRICK’S Day is very important for us. The costof-living crisis won’t stop Sheffield celebrating. Things are hard, but we’ve had the best Christmas ever. People get into debt over the festive season because of how much they spend, but they don’t want to miss out. Even with what’s happening in the economy, they carry on, and go full pelt.”

Mandeep Singh, Singh’s Premier, Sheffield

PANCAKE DAY

1Jacqui Dales, London Road Bakery (Spar), Boston

“PANCAKE Day is quite big for us. We usually have a display stand at the front of the shop and we try to cater for everyone by stocking ready-made pancakes, which can just be microwaved in a few minutes, as well as pre-made pancake mix and all of the ingredients you need to make them your own.

“Some people don’t have the time to make pancakes from scratch, though, so having all of these options means there’s something for everyone.

“We have worked with Ferrero previously, and they have provided Nutella-branded PoS for Pancake Day. Nutella is by far the biggest seller for us at this time of year and is a must-stock for any store planning for Pancake Day.

“In the past, Ferrero has also provided cooking kits for children with aprons and hats so they can get involved with making the pancakes themselves, and that’s been really popular.”

“PANCAKE Day is big for us and we usually have a display close to the front of our store with ready-made pancake mix, different toppings and ingredients to make your own pancakes.

“Availability is something we’re going to have to think about as Pancake Day gets closer. Due to shortages at the moment, if we order six cases of eggs, we’re lucky if we get three. It’s something we have to order every day for this reason. As the event gets closer, we often �ind it dif�icult to order in things like Nutella, so will need to make sure we’re stocked up.

“Nutella is always on promotion in the run up to Pancake Day, too, which is something Costcutter organises with Ferrero.

“In the spring before the �irst Covid-19 lockdown, we had the children from a local primary school come into the store with their teachers to buy the ingredients they needed to make pancakes at school.”

“PANCAKE Day for us is something that really happens the week before, which is when we will put together a promotional bay with all of the ingredients and popular �illings.

“We then we see a real rush in the days before and then the night before, too. Prior to this it can be slow, but a display lets our customers know they can pick up everything at our store.

“Normally these kinds of events are really valuable to our business, but, this year, I am not certain. If you look at all of the ingredients that go into a pancake – eggs and �lour particularly –these are items that have gone up signi�icantly in price, whether because of shortages, the war in Ukraine or in�lation.

“So, this year we are going to have to look for products that give us the best possible margins while not overpricing products. Normally this is a really useful sales opportunity during a quieter time, so hopefully the same will be true this year.”

Pancake Day is undoubtedly the most delicious spring occasion. The RETAIL EXPRESS team finds out how stores are getting ready

In the next issue, the Retail Express team finds out how retailers are getting their staffing hours right. If you have any problems you’d like us to explore, please email editorial@newtrade.co.uk

Sue Nithyanandan, Costcutter Epsom, Surrey

Simon Biddle, SimplyFresh, Worcester

How are retailers preparing for Pancake Day this year?