RN - 10 February 2023

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Recruiting and retaining team members is just one conundrum local shops are reporting, and it’s not surprising. The pay at Aldi is £11, and the company has more than 500 in-store vacancies. When you consider all the major grocers are in a similar position, local shops need to have strong cases for why people should choose to work with them.

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Editor

Jack Courtez @JackCourtez

020 7689 3371

Matching the pay on offer elsewhere is a good start, but there are other strengths local shops can play to, such as flexibility, getting to know the local community, putting a smile on each customer’s face and working as part of a friendly team.

Too many job adverts for local shops don’t do a lot to make people want to apply. They state the responsibilities of the role and the pay, but there’s no mention of why the role is important, or what it’s like to work with the rest of the team.

I spoke to shop owners last week who explained how exhausting it is to interview dozens of candidates have only one or two who are passionate about the role. Doing more to sell the role as explained above is helpful, but the second part is filtering the applicants before interviews.

By asking candidates to write 100 words on a topic such as ‘what could we do to become a better store?’, it will not only give you valuable feedback, but will help you filter out anybody not willing to put 15 minutes of thought into their application. In some ways, the answer is irrelevant – it’s a test of commitment.

When it comes to retention of team members, look at what motivates each individual team member – it could be rewards, training, job progression, being able to switch shifts easily or recognition. One of the best ideas I heard was free – using a team WhatsApp group, then using it to publicly praise team members. Another was partnering with a local college that was offering free business qualifications. One last simple suggestion was to make sure nobody – including yourselves – is working on Saturdays as well as Sundays.

A lot of these tips came from last week’s RN 30 Under Thirty event in Birmingham. Read next week’s edition for a full rundown of advice from the event.

HEADLINES

3

INSIGHT

Elf off the shelf as tests reveal ‘illegal’ lines

by Megan Humphrey & Jill Lupupa

megan.humphrey@newtrade.co.uk jill.lupupa@newtrade.co.uk

Elfbar is to replace “all stock” of its Elfbar 600 lines after being caught selling illegal disposable vaping products.

An investigation by the Daily Mail newspaper last week revealed several of Elfbar’s ‘600’ line of disposable vapes sold in leading supermarkets including Tesco, Sainsbury's and Morrisons had at least 50% more e-liquid than the 2ml legal limit.

Elfbar “wholeheartedly” apologised for what it described a manufacturing error.

A trade notice sent to distributors and stores by Elfbar, and seen by RN said the company was made aware of the issue by government regulator MHRA. The statement continued: “We wish to reassure you that we are working around the clock with all our supply chain partners to replace all stock so we can 100% ensure that no product incorporates the 3ml capacity tank in the UK.

“The new 2ml capacity

Pret to target c-stores

batches will be arriving in the UK within 30 days.”

A spokesperson from vape industry association UKVIA confirmed Elfbar was “taking immediate action and will be replacing all affected stock”.

The UKVIA spokesperson continued: “We also await further information from the MHRA) or trading standards, but retailers may want to seek guidance from their suppliers.”

Despite the messages, no official recall notices appeared to have been issued by trading standards, the Office for Product Safety & Standards or the MHRA as of 7 February.

In response to the issue, Tesco removed one line from its stores and Morrisons launched its own investigation.

A spokesperson for Elfbar said: “It appears that e-liquid tank sizes, which are standard in other markets [such as the US], have been inadvertently fitted to some of our UK products.”

Impact on local shops and disposable vapes

Speaking to RN on condition of anonymity, a

senior trading standards source revealed officers are now planning their own investigations and tests on tank capacities in both Elfbar and other brands.

Several store owners reported receiving guidance from their symbol groups to remove some flavours from sale, including Cola, Strawberry Ice and Watermelon.

Other retailers reported a surge in shoppers looking for the illegal lines, which would offer greater value for money due to the increased tank size.

Even though two other unnamed brands tested by the Mail were found to be compliant, experts said there had been

concern for some time over whether brands were complying with the tank size limits, adding that combined with concerns over child vaping and littering, the latest scandal means further enforcement action and investigations against shops and brands is likely.

An industry insider told RN: “This will now very much be on the radar of trading standards, and it’s likely they will be looking to come down hard on retailers and suppliers,” they said. “This is something store owners need to be mindful of.”

The maximum penalty for stocking non-compliant stock is £5,000 and/or 12 months’ imprisonment.

Bestway & Londis run IDC accounts

Bestway and Londis are directly managing supplier accounts associated with drop-shipping company IDC to minimise the impact on retailers affected by the company’s collapse.

In a letter sent to suppliers on 1 February, seen by RN, IDC announced its bank, ABN Amro, was to appoint administrators following months of missed payments.

It said: “It is with deep regret we have to inform you that we have been unable to secure the investment needed to improve the company’s position and secure its future.”

The company added its assets would be acquired by former IDC director Tim Marland, who previously oversaw its dropshipment business and left the company in January 2022 after more than 13

years in senior roles. The assets will be operated under the DropShipment UK brand and affected suppliers were given the option to transfer their business to Marland.

The disruption meant suppliers had stopped payments from IDC, leaving retailers concerned about whether they would be able to secure stock.

However, Bestway confirmed to RN it would

bring previous contracts with IDC “in-house to manage directly” instead.

One affected supplier claimed Londis was also managing affected accounts directly to prevent further disruption to retailer orders.

They added: “I’m not going to get my money back, but I’ve been making every effort to ensure our customers aren’t affected.”

Takeaway chain Pret a Manger has identified independent convenience as a key area for the rollout of its branded coffee machines.

The company launched the machines last year, appointing Expresso Plus as its UK distributor.

Expresso Plus sales director Kerry Burvill told RN: “We’ve got 70 retailers with the machine, with more sites going in and around Scotland. [Pret] without a doubt wants to launch it as a national opportunity.”

The machines are available on a profit share model, which varies depending on the store.

Retailers are required to sell a minimum of 30 cups per day at an RRP of £2.90-£3.

According to Burvill, stores are already selling well above this threshold, with a chance to make at least £7,500 in annual profit.

Prime app helps shoppers

The Prime Tracker app helping customers find stockists of the energy drink has begun listing independent shops, following discussions with RN.

The tool started taking applications from stores last week and will again open for applications this week, as long as RRP is deemed acceptable.

Separately, data from EPoS firm Shopmate revealed 7.4% of local shops selling sports and energy drinks had sold Prime in 2022. The data from before it was officially available to indies showed average pricing of £7-£7.99.

The flavours and batch codes affected are yet to be published by Elfbar

EXCLUSIVE Own-label goods lift sales

A strong range of ownlabel products is key for local shops in retaining shoppers, with sales of own label up 9.3% year on year, according to Kantar.

The company’s figures for the quarter ending 23 January showed a continued switch from big brands as shoppers looked to cut costs.

The company’s head of retail and consumer insight, Fraser McKevitt, told RN: “Retailers need to stock cheaper alternatives so customers have cheaper alternatives among higher-priced brands.”

Overall sales in symbol and unaffiliated shops were flat, though analysts TWC and Mealtrak said food to go revealed a different trend. While supermarket sales of the category grew by 18%, it fell by 16% in convenience stores. Development director Tom Fender said shops need to tailor their range to local needs to catch up.

CO2 drop reduces shelf life

A CO 2 shortage is putting a shelf-life squeeze on cheese lines often found in local shops, according to supplier Lactalis.

In a letter seen by RN, it warned Nisa customers that Co-op, Orkney and Seriously brands made at its site in Stranraer will continue to have shorter dates and looser packaging until 1 April. The measures, introduced in November, were scheduled to end in February, but will now continue until April.

A Lactalis spokesperson blamed the Ukraine crisis and rising energy prices for the CO 2 shortage.

Scammers targeting PayPoint, Payzone & PO

by Jack Courtez jack.courtez@newtrade.co.uk

More than 6,500 fraud instances per year are reported in relation to PayPoint, Payzone and Post Office services, leaving shop owners and customers out of pocket.

Freedom of information requests sent by RN to the National Fraud Intelligence Bureau revealed 50 scams exploiting the services, ranging from extortion to romance scams.

With only one in five fraud incidents reported, the threat to partnered retailers is likely much higher, equivalent to one crime using the store services taking place every 16 minutes.

The number of incidents has risen every year for the past four years, driven by the Post Office, where fraud reports increased by more than 60%, and now account for nearly 98% of all incidents across the three companies.

Despite rivals PayPoint and Payzone offering similar services through similarly sized store networks, the four years of data showed Payzone sites (577 incidents) are 10 times more likely to be exploited by criminals than PayPoint stores (51 incidents).

PayPoint was the only network to show a pattern of decline, falling from 24 fraud reports in 2019 to just three in 2022. A PayPoint spokesperson said fraud attempts were becoming “more sophisticated”, but that continual investment was “a key reason why rates of fraud are lower in our network”. The company said a training package on spotting, reporting and preventing fraud was available

for its retailers. “We will never stop working with retailers to clamp down on fraudulent activity,” they said.

A Post Office spokesperson told RN that criminals “continually change their methods” and attributed the level of reports to the number of branches and transactions, and the type of “urban areas” and services covered by the PO. The spokesperson said regular training is given to help postmasters identify potential victims, and that an industry-wide ‘Banking Protocol’ in partnership with National Trading Standards allows its franchisees to request an immediate police response to the branch when an instance of fraud is suspected.

Voucher and money transfer fraud

Twenty-six of the 50 fraud types involve transfers or voucher services to transfer funds from the victim to the criminal untraceably. These account for at least 72% of all fraud related to the services. These include false investments, fake lottery wins, extortion from cyber attacks, falsified requests from colleagues or relatives, online dating cons, fees for fake loans, fake event tickets, holidays and shares, fees for fake scam investigators, fake charities and – the most common – fake sales listings on social media or auction sites.

PayPoint joined a confirmation of payee service last year, making it easier to check whether a payment is actually going to its intended recipient. Stores have also been warned to be suspicious of large voucher or money

transfers from customers that do not usually use the service, especially repeat voucher purchases to overcome any limit on voucher values. Asking what the service is for and advising that fraudsters sometimes use the services to exploit people can save customers from costly mistakes.

Scams targeting shop owners

Customers aren’t the only ones being caught out. Five of the 50 offences leave shop owners out of pocket. They account for 6% of all fraud reports, but 19% of incidents across PayPoint and Payzone stores. Three of the five scams involve using stolen or fake payment methods, including where the cashier is distracted while the scammer starts a ‘card not present’ transaction on a card terminal by entering stolen card details manually. Traditionally used to purchase hundreds of pounds in alcohol and/or tobacco, there are recent reports of the scam being used to acquire vouchers.

Warning signs include large transaction values, a second person distracting the cashier, the customer using a phone while paying and pressing the card terminal buttons dozens of times.

A significant share of fraud against shops related to the three companies was from ‘retail fraud’, including sleight-of-hand cash swaps that shortchange the cashier.

Stores are advised not to swap cash at the counter or keep hold of all funds, both in and out, when processing an exchange.

Other instances of retail fraud involve swapping labels and fraudulent returns.

Other

Deceiving and/or wrongly obtaining funds from the DVLA, DWP, passport services, HMRC, government and lottery grants, and insurance payouts, as well as stealing pension payments from vulnerable people, accounted for much of the remaining 19 offences, as did the undescribed category of ‘other’ fraud.

SYMBOL NEWS

Profit-boosting health scheme rollout due soon

by Dia Stronach dia.stronach@newtrade.co.uk

A scheme that sought to get more healthier products with margins of up to 70% into independent retailers and wholesalers is targeting national expansion.

Between January 2021 and April 2022, 35 stores in Southwark, south London, participated in the Good Food Retail and Wholesale pilot. The shops were in areas with limited access to fresh groceries.

These retailers worked with marketing firm Rice Marketing to add a dedicated range of healthier products from a selection of 100 lines low in salt, sugar and fat (see table), with most stores stocking between 31 and 50 lines.

The marketing specialist also worked with Bestway for promotions of these lines in nearby depots.

The participating shops reported “better than expected” sales of the healthier products and said they intended to keep selling them, while expanding the existing range.

Through the trial, stores increased their healthier

range by an average of 22%.

Meanwhile, the report revealed that sales of featured products in Bestway’s Croydon branch doubled week on week during a special promotional period in May, while Bestway Lewisham saw a nine-fold increase during the same time frame. Some products on promotion, such as Volvic, offered more than 70% margin to retailers.

Described as a success in the report, the scheme is to continue in Southwark alongside plans to launch it in further depots for retailers in other cities, including Birmingham.

Support will continue to be provided for Bestway, while the organisers of the pilot want to engage with Nisa, Booker and Dhamecha for a potential further rollout.

Booker and Dhamecha declined to participate in the pilot, “despite apparent early interest from both”. The report added: “The current market conditions have consumed wholesalers’ attention and energy, and left little time for new initiatives. They are already lean, lowmargin organisations.”

The next phase will

also see Rice Marketing work with retailers and councils to make Healthy Start vouchers available in stores and increase uptake among families living on low incomes.

The vouchers give young families and those who are pregnant and on low incomes up to £8.50 per week to access healthy food, milk and vitamins from supermarkets and

JCR switch to Costcutter

convenience stores.

Previously available as paper vouchers, the scheme for England, Wales and Northern Ireland moved to digital cards in September 2021. Figures released this month reveal that uptake among those eligible for the scheme was 62.7% between September 2021 and March 2022, compared with 59.9% in August 2021.

Healthier lines shown to grow sales in the Good Food Retail and Wholesale project

• Transform-a-Snacks

• Baked Wotsits

• Eat Natural bars

• Werthers Original sugar free

• 50:50 sliced bread

• 0% fruit drinks

• Alpro oat milk

• Alpro soya milk

• Jacob’s Crinklys

• Natural fruit and seeds

• Baker Street Sliced Bread

• Volvic Water

• Pepsi Max

• Quaker Oats

• Graze Lemon Drizzle Flapjack

• Quorn Crispy Nuggets

• Diet Coke

• Walkers Oven Baked crisps

Epicurium premium snack prediction

Specialist food wholesaler Epicurium is predicting an opportunity for retailers in premium snacking, despite the cost-of-living crisis.

The company’s managing director, Ben McKechnie, told RN: “It’s at the budget end that there’s this big drop in sales. Customers will still buy brands that fit the lifestyles that they’re really

engaged with. It’s about value, not cost.”

He added that Epicurium saw a 30% increase in sales on pre-Covid-19 levels during its last financial year, fuelled by demand for healthier snacks.

Its team has also expanded, meaning an improved focus on customer service for independent retailers.

“What we can offer is advice and experience,” McKechnie added. “We’ve always dealt with the main symbol groups on a direct-to-retailer basis. They want to allow access to our kind of range.”

New legislation such as high fat, sugar and salt, and Natasha’s Law, which prohibit the placement of confectionery in convenience stores of

2,000sq ft or more, and create higher allergenlabelling responsibilities, reflect growing consumer awareness of healthier snacks and drinks.

McKechnie said: “There is an element where we’re protected from the worst of these changes by the nature of the product.

“A lot of our brands are already free-from, glutenfree, low salt and low fat.”

James Convenience Retail (JCR) is to convert a number of Select Convenience and Bargain Booze stores to the Costcutter fascia.

Six stores already supplied by Bestway-owned Costcutter are to complete the transition in the coming weeks.

They include sites in Derby, Sheffield, Huntington, Leicester, Northampton and Bramley.

Two of the sites will be refurbished as the Costcutter Bargain Booze hybrid, which combines the two brands into one store.

JCR recently refitted a shop in Nottingham to the hybrid format.

The refits come as JCR converted its Budgens site in Cheshire into Costcutter in 2022. Since the refit, the store has seen an annual growth of 30%.

Commenting on the opportunities, JCR founder Jonathan James said: “The change gives us a recognised convenience brand.”

Bestway cuts tie with shop

Bestway is to cut ties with a Coventry retailer following repeated foodhygiene failures.

The store in Far Gosford Street is no longer supplied by Bestway and is to have its fascia removed after it was given the worst rating – zero – for cleanliness in a recent foodhygiene investigation.

A Costcutter spokesperson said: “As a business, Costcutter takes food hygiene very seriously. The store in question is an independent we no longer supply. Plans are underway to remove the Costcutter fascia.”

NEWS & MAGS Smiths

recycling rolls out

Smiths News has rolled out its recycling scheme nationally, after trials in the Midlands and northwest England picked up 550 customers.

Smiths News Recycle sees the company’s morning news and magazines drivers pick up unlimited volumes of cardboard and soft plastics from stores on their routes for a £3.50 flat weekly fee. Smiths News customers get the first six weeks free.

The company’s head of proposition development, Michael Williams, said the concept was saving stores money and time in sorting out recycling.

Asked what it had improved due to the trial, Smiths News told RN cardboard could be returned flattened rather than in bags, and highlighted simpler processes for getting stores started and for stores leaving materials outside for collection.

Claverley acquires Signature

Children’s magazine experts Signature Publishing has been acquired by the Claverley Group.

The deal, signed in late January, means Signature, which publishes titles such as Lego Friends and Polly Pocket, will now sit alongside former rival children’s magazine maker Kennedy, and MNA Media, which is also owned by Claverley Group.

The acquisition means the group now publishes nearly 60 children’s titles.

An announcement said Signature is to continue operating from its Surrey home, with all staff retained.

Anger as Telegraph cuts retailer margins… again

by Dia Stronach dia.stronach@newtrade.co.uk

The Telegraph has slashed retailer percentage margins again in its annual price rise, sparking anger from stores.

A letter from publisher Telegraph Media Group (TMG), sent on 2 February, said from 4 February, mainland UK weekday editions would rise by 20p to £3, while Saturday and Sunday editions would go up by 50p to £4 and £3, respectively.

Despite the increases, stores will not receive a rise in pence margins until August, effectively slashing retailer terms to as low as 18.6% (weekday), 17.5% (Saturday) and 17.1% (Sunday) for six months.

The change means stores stand to lose an estimated £2.5m in margin over the next six months compared with if the publisher had protected retailer percentage terms, based on extrapolated Telegraph sales figures.

Even beyond this period when pence margins increase, stores will continue to receive worse per-

centage terms than those on offer until 4 February.

From 5 August, stores will receive 4p more per weekday copy, with the 20% retailer margin maintained. However, on Saturdays, stores will receive 6p extra from August onwards, but terms will be cut from last week’s 20% to 19%.

On Sundays, stores will receive an extra 8.75p, but terms will fall from last week’s 20.5% to 20%.

The letter said its subscriber strategy made the six-month freeze necessary, describing the strategy as “a fantastic opportunity to work together to drive further revenue for your business”.

The publisher’s letter also offered “extra cash” for stores that get customers to take out Telegraph subscriptions.

Despite TMG having planned the change for at least a month, store owners were given less than 48 hours warning of the change, resulting in some missing the announcement and making a loss on copies sold as a result.

The Fed’s national presi-

dent, Jason Birks, said: “It is very disappointing that TMG is following the publishing herd and has again chosen to upset its most loyal trading partners by cutting percentage margins and deferring any benefits for six months.

“It is wrong to delay paying retailers their fair dues, particularly on countertop sales, where there is no requirement to delay the increase. This is an unfair practice that must stop.

“TMG knows who subscribers are and who are not, so it has to explain why this one-size -fitsall approach is again taking place.”

The Fed’s national vicepresident, Muntazir Dipoti, added: “This should not

be linked to subscription renewals, as consumers will be at different points in their subscription cycle. The question has to be answered – why can’t TMG pay retailers in advance for subscription sales?

After all, it has taken the money from the customer up front, and it is simply not fair, as 25% of the sales remain casual purchases.”

A letter sent to stores in Northern Ireland, seen by RN, shows the new prices will be even higher.

From 4 February, the Saturday edition will cost £4.30, while the Monday-to-Friday editions and the Sunday Telegraph cost £3.20. Store pence margins on Northern Ireland copies will also be frozen until 5 August.

NewsTeam residual income plan

Nearly a quarter of the 124 independent retailers that sold home news delivery (HND) rounds of more than 20 customers to NewsTeam Group (NTG) in 2022 opted to receive a ‘residual income plan’.

Data from NTG commercial director Paul Goddard aimed to shed light on the scheme, which every month pays those retailers 3.5% of the revenue generated from each customer handed over for between three

and 10 years.

This includes a share of extra revenue from cover and delivery charge rises, and any additional products sold to the transferred customers.

Based on the income plan’s current rate of growth, NTG is set to be paying out more than £30,000 per month to participants by mid-2023.

Currently, 110 are receiving monthly payments of between £20 to £1,700. Goddard revealed

the company is also “keen to develop” a method for paying retailers a residual income for referrals to NTG that convert into NTG customers.

He explained: “If a retailer sells his rounds, but is continually being asked if they offer the service, then quite easily a base of 30-40 customers could be achieved. They are then receiving income from these referrals.”

NTG highlighted Raj Wadher, of Upton News in

Slough, as stating: “When I was stuck in India for nine months last year because of Covid-19, I wasn’t worried because I had regular money deposited in my account and my bills were getting paid. I would not have any doubt about recommending NTG to anyone.”

The NTG commercial director added it now has 10 field team members to visit and field calls from retailers interested in selling their rounds.

Buying groups offer lower costs & new sales

by Helena Drakakis editorial@newtrade.co.uk

Retailers struggling with rising bills must look at all underlying costs to see where savings can be made, a buying group has told RN.

The advice comes as retailers struggle to find competitive pricing around utility bills such as gas and electricity.

Andy Coultas, commercial manager of Hull-based buying group Procuria, advised retailers to break down costs that were often “off the radar”.

He said: “When I ask retailers what they are paying for milk, bread, gas or electricity, they know. But if I ask what they pay for waste, recycling waste or pest control, they haven’t checked. Outside of those primary utility bills, those costs are not on their radar, and extra savings can be made.”

The buying group works with suppliers that deliver direct to store and service providers.

The buying group’s key

National

areas are milk, bread, chilled, frozen and food to go.

Coultas added that retailers were looking to it for depth of range on a limited number of categories that may not be covered by their primary wholesaler.

He said: “Over the past year, the standout categories have been US sweets and vapes. I have spoken to retailers who have offset rising costs solely by increasing their vaping categories,” he said.

In food to go, slush drinks and hot chocolates have also performed well.

He added: “Instead of giving five metres to one category, retailers are looking to where good margins can be made and splitting that space more smartly.”

Meanwhile, buying group Gainsmore says retailers should look to drop-shipment buying groups to gain the edge on specialist items.

Patrick Walkington, managing director at Gainsmore, said: “Some

categories require much more attention, such as greetings cards, which depend on seasonality.

“These are products that don’t come in the regular trips to the cash and carry, but where retailers can make gains.”

Walkington added that an arrangement where suppliers deliver direct to store affords retailers time that would otherwise be spent collecting items or dealing with invoicing.

He said: “By aggregating that complicated 25% of a retailer’s turnover, we save retailers money and time, and can offer

specialist knowledge and range they may not be able to get from the generalist wholesaler.”

Procuria and Gainsmore were both recommended to members by the Fed at the start of the year. A spokesperson for the trade group told RN: “As the cost-of-living crisis continues to bite, saving money is a bonus.

“To help independent retailers cut their costs and to make business easier, the Fed is working with Gainsmore and Procuria to provide members with access to two buying groups.”

Minister pledges crime crackdown

All victims of retail crime should be offered the opportunity to submit a victim-and-businessimpact statement, the policing minister, Chris Philp, has said.

In a letter to the Fed, Philp said he was committed to driving down retail crime, including violence and abuse towards shop staff.

He said: “Retail workers

have the right to feel safe at work. I take the issue of violence and abuse against retail workers seriously.”

In particular, Philp said submitting victim impact statements should be available to all if a case goes to court.

He said: “The use of victim impact statements is crucial in capturing the impact on the victim themselves, but also the

impact on the business as a whole or other colleagues who may be affected by witnessing a crime.”

The comments come after Fed national president Jason Birks wrote to the minister in December calling for the wider use of victim impact statements. He also asked for better reporting systems to encourage an improved response to retail crime

from police forces.

Birks said: “It is encouraging to hear that the minister is aware of the growing problem of retail crime and that he intends to take action.

“However, actions speak louder than words, and we will keep up the pressure on MPs, police and crime commissioners, and the police to do more to eradicate retail crime.”

Disposable vape ban considered

Disposable vapes could be banned in Scotland according to a government minister, as an urgent review gets underway.

Circular economy minister Lorna Gordon announced the review in response to “emerging concerns around the negative consequences of disposable devices”.

She said: “We will consider the evidence and expert advice, and come forward with policy options that could include a ban on singe-use vapes.”

However, East Lothian retailer and Fed member Ferhan Ashiq hit out at a potential ban. He said: “In the middle of a cost-ofbusiness crisis, any ban could be the straw that breaks the camel’s back. Once again, retailers are being punished.”

Wales

Scotland Swap shops add footfall

Retailers looking to attract extra footfall should consider installing a free exchange station, a retailer in Wales told RN.

Trudy Davies, West Midlands district vice president and owner of Woosnam & Davies News in Llanidloes, Powys, installed a free jigsaw swap last year.

The idea draws on community services seen in larger retailers such as Morrisons, which launched a children’s book-donation station 18 months ago. She said: “We’re getting customers from neighbouring towns coming in to swap jigsaws and buying items when they do. It all adds to the offering.”

In partnership with

YOUR VIEWS

Smiths News helped with delivery issue

At the end of last month, I had issues with my newspaper delivery.

The route my Smiths News driver usually takes to do his deliveries had been closed.

However, they chose not to follow the diversion, and left my newspapers with another retailer.

The other retailer kindly gave him directions on how to follow the diversion, but he still refused to follow it.

I drove the diversion to see what it was like. It’s not a particularly difficult road to follow.

The road is narrow, but that’s generally the case with a lot of the roads around here, as we’re in the countryside.

Eventually, I had the newspapers and magazines delivered on time after five days of not receiving anything.

The shift manager at my Smiths News depot in Gloucester was very helpful when I raised the

issue with him.

The customer service staff on the phone helpline were also very helpful when the issue was escalated to the right people.

They swung right into action when I told them about my issue.

Christine Hope Hopes of Longtown, Herefordshire

A Smiths News spokesperson said: “We are delighted to hear that the issue with this customer's

newspaper deliveries has now been resolved to her satisfaction. Smiths News is committed to providing excellent customer service and ensuring that support is at hand whenever needed. We believe that keeping in touch with our customers is key and make sure they have control of their accounts 24 hours a day, 265 days a year with SNapp, our online management tool. It shares regular communications, helps retailers to stay abreast of our latest news and developments – and gives them the ability to reach out to specific departments when required.”

VIEW FROM THE COUNTER with Julie and Joey Duhra

Everybody has been paid, which is a positive, as January is usually really slow. The impact of Christmas spending usually runs into the first month of the new year. However, this period of positivity will soon be offset by the rising costs of energy bills. Some retailers will feel it sooner than others, but everyone will eventually be hit when they have to renew their energy contracts.

The bills will at least double for all of us. The economy is in a deficit and the impact will be made worse by rising wage costs. We’ll all have to deal with it, as it will be unavoidable. Some retailers will have to take on more hours themselves as they cut staff due to these cost pressures. It’s worth being careful here, though, as increased hours will make it more likely that they’ll fall ill. That means they won’t be able to open the shop at all and won’t be able to make any money.

WHAT WE’VE LEARNED THIS WEEK

On a more positive note, we were nominated for Customer Service Retailer of the Year at last month’s annual Fed Awards. We didn’t get the trophy, but everybody there was a winner. It was a great occasion, and the best stores in retail were represented. We enjoyed the opportunity to speak to other retailers. The host of the awards – national TV presenter Naga Munchetty – was also really good on the night.

LOW

PRICES AND FAIR MARGINS ARE ALL RETAILERS WANT

James Bielby, chief executive, FWD

Talking to retailers in an east-London cash and carry last week gave the FWD team an illustration of just how tough things are for independent convenience stores at the moment.

Everyone we spoke to mentioned the impact of energy bills on their business, with some retailers saying they had risen by as much as 400%.

Everyone was doing what they could to reduce energy use,

even turning interior lights off when the sun shines, and one or two had arranged with their electricity supplier to pay in monthly instalments, rather than have a larger cash-flow hit once a quarter.

Of course, these retailers’ customers are facing the same energy bill hikes at home, and that’s affecting their disposable income.

We heard stories of falling footfall, even to the extent where items

that would normally be sold well before their useby dates were having to be thrown away.

It’s taken a while for the economic reality of the pandemic, Brexit, the war in Ukraine and the Liz Truss fiscal experiment to seep though to the public’s pockets, but they are feeling it now.

So, difficult times all round – and it’s only fair to point out that the suppliers and wholesalers serving those convenience stores are facing their own price and cost increases.

Even with the rate of inflation levelling off, those supply-chain costs are going to keep being pushed through to you, and then to your customers.

Some of the retailers

the FWD team spoke to are changing their store’s category and product mix to reflect the changing situation, but as always there’s no blanket solution to share with you – every store and its customer base is different.

Some were looking at higher-end meals and extending the food-to-go offer they provide to customers, to fully capitalise on the public cutting back on eating in restaurants, cafés and pubs.

However, the majority of those cash-and-carry customers we asked wanted the same thing – low prices and a fair margin, communicated in a way that reassures retailers and shoppers that even if prices are rising, they are getting the value they expect and deserve.

No 30% Yes 70%

NEXT

Are

QUESTION

Win £5,000 with Walkers

Walkers crisps is offering four retailers a chance to win £5,000 each. To enter, retailers must purchase two cases of Walkers £1.25 price-marked packs (PMPs) in Cheese & Onion, Ready Salted or Salt & Vinegar varieties (15x70g formats) from Total Wholesale, Bestway, Unitas, Spar, Booker or Nisa, and text to win by 3 March 2023. Sharing PMPs account for 49.1% of crisps and snacks value sales within the category. Running until 3 March

Pancake Day with Hancocks

Hancocks has launched a range of toppings, spreads and sweets ahead of Pancake Day. It includes Lotus Biscoff Crumbs, Lotus Biscoff Spread, Lotus Biscoff Topping Sauce, Hershey’s Chocolate Flavour Syrup, KitKat Professional MixIn and Bonds Baking Topping Kit. The wholesaler advises retailers to promote the range with in-store and email marketing, attractive displays and call-outs on till receipts.

RRP £3-£8.39

Sterling Essential Rolling update

JTI UK has relaunched its Sterling Essential Rolling line, now available with rolling papers, a new blend and a zip pouch. The updated product taps into the ultra-value segment, with 80.5% of all sales volumes coming from the value or ultra-value cigarette and roll-your-own sectors. Sterling Essential Rolling is available at an RRP of £14.55 for 5x30g pouches, and an RRP of £23.85 for 5x50g pouches. Campaign spans wholesale in-depot activity

Black Heart available from Booker

BrewDog has launched a new Black Heart stout, which will be available exclusively from Tesco and Booker. The stout, which has an ABV of 4.1%, will come in a single 440ml, 4x440ml and 10x440ml multipack formats. The brand said it has flavours of chocolate and dark malts. It has been created with the intention of making stout more accessible for those who want to drink it outside of St Patrick’s Day.

On sale now

New Clearspring rice crackers

Japanese fine-food specialist Clearspring has added two glutenfree, vegan Organic Japanese Brown Rice Cracker varieties to its snack range: Black Pepper & Tamari and Green Nori & Tamari. The supplier said the majority of Japanese and Asian rice crackers are made using white rice, and usually contain fish stock and added sugar, while it has created a product that is minimally processed using wholefood ingredients.

RRP £2.29

Limited-edition bottle from Absolut

Absolut has revealed its latest limited-edition bottle which champions the differences between people. Vodka remains the number-one spirit in the off-trade and Absolut has a 57.6% share in the premium vodka category. The bottle will be available in a 1l format with an RRP of £25.50 from Costco. In-store activity will include shippers, aisle flags and shelf barkers, as well as pallet wraps in Costco.

RRP £25.50 Available from Costco

SPECIALIST CHOICE

Pladis taps into new occasions

Gut-friendly chocs from Ohso

Ohso combines chocolate with live cultures, and is available in five varieties, including Dark Orange, Dark Raspberry and Plain Extra Dark.

RRP £2.88 (85g)

Jade & Joy launches protein bars

Jade & Joy’s protein chocolate bar range, Wellbeing, is HFSS-compliant and comes in varieties including Key Lime, Caramel Blondie and Cookie Crumb.

RRP at retailer’s discretion

Contact info@jadeandjoy.co.uk

Knotty’s nut butter range launched

Knotty’s nut butter range comes in varieties including Smooth Peanut Butter, Smooth Almond Butter and Smooth Pistachio Butter.

RRP from £2.99

Contact knottys.co.uk

by Priyanka Jethwa priyanka.jethwa@newtrade.co.uk

Pladis is tapping into new occasions with the launch of McVitie’s BN Mini Rolls – a new cake format of BN biscuits.

Last year, BN was the biggest launch in the children’s biscuits category, driving 27% of growth in the segment.

Capitalising on this, the new Mini Rolls aim to broaden appeal among new demographics and drive incremental sales in store.

Available in two flavours – Raspberry and Chocolate – McVitie’s BN Mini Rolls are made with a vanilla sponge filled with flavoured cream and are coated in milk chocolate.

Each individual Mini Roll comes in at just 100 calories, which the

supplier said will target family shoppers seeking a lighter treat at lunchtime or after dinner.

The Mini Rolls also aim to appeal to cash-conscious shoppers, with an RRP of £1 for a pack of five individually wrapped bars.

Cassie French, marketing director for seasonal, cake and kids at Pladis UK and Ireland, said McVitie’s BN has been one of its “biggest success stories in recent years”, exceeding expectations following the relaunch last year.

“While we’ve attracted an audience of younger families, there’s an opportunity to scale this with our latest launch, which taps into the popularity of Mini Rolls.

“Now worth £1.25bn and growing by 9%, the ambient cake category represents a significant sales opportunity for

retailers – and Mini Rolls are at the helm, growing at 12%,” added French. She explained that the Mini Rolls cater to a different occasion than their biscuit counterparts. “Taking this to cake aisles will extend appeal further and welcome a new audience of shoppers looking to add a permissible sweet treat to home lunches or midweek meal occasions,” she said.

“Like so many McVitie’s products, BN Mini Rolls are designed to be enjoyed as part of a balanced diet, as they offer shoppers a little indulgence, without topping the scale when it comes to calories.

“We already know that a third of UK shoppers actively seek snacks containing 100 calories or fewer – so McVitie’s BN Mini Rolls align with Brits’ snacking priorities.”

PRICEWATCH

Profit checker Easter chocolate

Behind the numbers

Easter impulse lines account for 45% of total Easter confectionery sales, while the last three weeks to Easter represent 55% of traditional sales and 70% of traditional eggs, with 28% of seasonal sales in the last week. With plenty of opportunities, which lines can stores afford to increase?

Sixty-three per cent are pricing Cadbury Mini Eggs as high as £1.89, compared with 37% selling it at its most-common price of £1.

Forty-three per cent are selling Malteser Medium Egg above its most-common price of £2 (charged by 56%), with some going as high as £3.99. Similarly, 42% are going above the Aero

Easter starts earlier every year. We’ve started stocking all of our Easter impulse lines already.

Peppermint Large Egg’s most-common price of £4, with some charging as much as £5.99. Conversely, 94% sell Galaxy Caramel Mini Eggs at its most-common price of £1.29, while Cadbury Creme Egg’s most-common price of 69p is also heavily favoured. It is set by 85%, possibly to drive sales in the lead-up to Easter.

Sunita Aggarwal

STORE Spar Wigston

TOP PRODUCTS

We’ve had the range of Cadbury Creme Eggs, including White and Caramel, since Christmas. Malteaster Bunnies are also in. Bigger chocolates should be coming in any time now, and they’ll go on the shelf straight away to help sales as much as possible. I’m assuming the small eggs that used to go out at £1 will be £1.25 – they drip feed out all the time, then you get a big surge of activity a day or two beforehand because of last-minute sales.

LOCATION Leicester

SIZE 1,500sq ft

TYPE Residential

TOP PRODUCTS

Cadbury Creme Egg

Cadbury Mini Eggs

Cadbury Dairy Milk Mini Eggs

We had the Cadbury Creme Eggs in before Christmas and the smaller impulse range has been in for a while. The good thing about Creme Eggs is they aren’t available all year round. If they stay that way, they’ll maintain their popularity. If things are available all the time, that attraction isn’t there, so having them seasonally is the key. We’re going to give it at least another month before stocking the big eggs. This year’s sales are going to be unpredictable, as people are holding back on spending where they don’t need to.

RetailDataPartnershipisaspecialistdataandEPoS suppliercommittedtoservingtheindependentretail sector.Tofindouthowtheycanhelpyouimproveyour business,call01780480562

Must-stock products

Price distribution chart Percentage

PRICEWATCH

Wholesale checker

Cider sales are higher if the products are chilled, according to most retailers. Multipacks are ideal for picnics and singles are key for on-the-go purchases. Stocking a mixture of strengths and flavours will help boost sales. To help retailers achieve the best possible margins, we provide pricing across five wholesalers

region. Rebates, delivery costs and membership fees not included. All prices are inclusive of VAT. Minimum or maximum orders may apply.

DEAL OF THE WEEK

PRODUCT Strongbow Dark Fruit 4x440ml

Time Wholesale

PRICE £3.43* MARGIN AT LOWEST RRP 36.43%

Bobby Singh

Cheapest

STORE BB Nevison Superstores & Post Office

Pontefract, Yorkshire

put all your eggs in one basket

The biggest learning curve over Covid-19 was not to put all our eggs in one basket, and with the cost-of-living crisis, our customers need the best deals. Our suppliers are Booker, Parfetts, brand reps and van sales. We’re not getting all the stock on our deliveries, so we have to visit cash and carries to have no gaps. We evaluate the percentage of our orders that arrive – if it’s anywhere around 90%, it’s a good week.

COLUMNIST

Bryan Roberts

Don’t believe the hype

One of the joys of analysing the retail sector is witnessing massive hype come crashing down.

If you paid attention to some of the bombastic claims that litter this wonderful industry, by now we should all be running our shops based on RFID. Although, in theory, the shop shouldn’t exist, because everyone should be shopping online and having their goods delivered to them by drone or driverless car.

Shoppers wouldn’t be choosing what they had delivered, as smart fridges will be making those choices for them, and shoppers will also be hitting Amazon Dash buttons around their home to reorder toilet roll and washing powder. It’s strange how things never live up to the hype.

The future is never as good, or as different, as we thought it would be. Adhering to these broad narratives would have had us assuming that Walmart would have brought the UK retail industry to its knees or that Amazon would be dominating the

world of grocery by now.

A mazon’s progress in the cutthroat UK grocery sector has certainly not been as smooth as anticipated. Its grocery home delivery service assisted by the likes of Co-op, Morrisons and Booths has not exactly set the world on fire, as many customers have preferred to shop online with their usual supermarkets.

Amazon’s advances in physical retail have been equally unconvincing. It has been stuck at the 20-store mark in Greater London for some time, and t hen closed one of its stores in Dalston.

A lot of commentary around that closure assumed this was something of a death knell, but the retailer then sprang a surprise on us all by opening a further two shops, both of which are hybrid stores. Rather than app-only Just Walk Out shopping experiences, both of these stores enable regular customers to use them by tapping out via contactless payment or using checkouts that anyone can use, regardless of whether or not they have Amazon membership.

These two openings were

* Vapes are out of control

+ AS AN OCCASIONAL vape user, I’m not on a moral high horse here, but something needs to be done about the sale and the disposal of these items. It is becoming depressingly common to witness children puffing on coloured vapes, and my local park and streets are awash with packaging and the battery-laden vapes themselves. Some retailers are taking an active role in promoting the recycling of disposable vapes, but there is scope for an industry-wide resolution to what is becoming a significant problem.

followed by news that Amazon Fresh has hired two heavy hitters from the industry, both of which have Tesco on their CVs. It’s no surprise, given that former Tesco exec Tony Hoggett is in charge of Amazon’s physical stores globally.

This suggests Amazon’s ambitions for having hundreds, rather than dozens, of Amazon Fresh stores around the UK is very much back on track.

I’ve said before that I like the Amazon concept in terms of its range, private label, affordability, meal deals, hot food, a nd its look and feel, and it seems to me that removing the necessity of having the Amazon app a nd an Amazon account will make the stores more accessible and successful.

A s long as these changes are communicated, it should reduce the barriers to using the shops significantly. The move to a hybrid concept – which I believe is being retrofitted to the rest of the estate – should see a decent uptick in business.

If these changes are successful, there is no reason to think that Amazon will not be rolling these stores out to other major cities around the UK. The chain has been successful in the US in airports and sports stadia, so it might also be interesting to see if it fancies its chances in locations like railway stations where time is of the essence.

While I retain a healthy degree of cynicism about Amazon’s impact on the grocery sector, we write it off at our peril.

Bryan Roberts is a leading grocery retail and shopping expert

Amazon’s foray into physical retail has fallen short of expectations, but the online giant should not be written off

The future is never as good, or as different, as we thought it would be

STORE ADVICE

Why invest in social media?

Tom Gockelen-Kozlowski explores how retailers are using social media to best effect

We’re long past the time where a social media presence can be seen as an optional extra or as a USP for a business. Stores in every location – and serving all demographics – will have customers logging on to find out everything from opening hours to promotions and food-to-go options.

D one well, social media can also provide a way of highlighting how a business operates at the heart of its community.

“We had a Santa visit our store at Christmas, and the Christmas

Fayre helped us raise £800 for Macmillan Cancer, which we posted about on Facebook,” says Julie Kaur Duhra, who owns Premier Jules Convenience Store in Telford, Shropshire.

O ther stores, meanwhile, are being inspired by the viral dance routines on platforms, such as TikTok, to engage both customers and staff, helping stores to show those working on the shopfloor – and giving their businesses a greater sense of personality.

But having a successful social media presence isn’t always easy.

While many stores were happy to discuss their social media strategies, others told RN they were pausing social media output while they either worked on their overall strategy or even recruited a dedicated member of staff to focus on producing their store’s online content.

With so many stores now taking their social media presence more seriously than ever, we speak to four retailers to hear their advice.

To see what other stores are doing, go to betterRetailing. com/advice

Facebook allows us to raise the profile of things

Be at the heart of the community

“Facebook enables us to raise the profile of things, such as the local council-funded warm spaces and events, like our community defence classes,” says Julie Kaur Duhra, of Premier Jules Convenience Store in Telford.

While many in her community know to look out for updates on Facebook, there are others less likely to use the platform, she says.

“We get a lot of college and school trade, and TikTok has a mixture of adults and youngsters on there,” she says. “I’m interested to see if it gives us an opportunity to communicate with a few different demographics.”

She says she plans to reach out to other businesses for guidance on posting more effectively. “I want to spend some time talking to a retailer who already uses TikTok and get some step-by-step advice on how to use it, so I do it correctly and don’t make any mistakes,” she adds.

Adapt your strategy to different platforms

It’s not long ago that social media would mean Facebook and, perhaps, Twitter. Yet, there are now a broad range of platforms available and stores are learning to engage with them in different ways.

“We use TikTok to post dance routines done by staff to different songs, and might put some details about promotions or store events, too. But it’s mainly just about engaging customers,” says Dennis Williams, who owns and runs Premier Broadway in Edinburgh with his wife, Linda.

“Our Facebook account has updates about promotions, as well as the daily special available at our deli and our opening times. During lockdown, we used Facebook a lot to advertise deliveries for customers who couldn’t make it into our stores.

“Instagram is a mixture of the two, with more fun things, but useful information, too.”

STORE ADVICE

Boosting recruitment

“We use Facebook to advertise jobs and have found it more successful than anything else,” says Dean Holborn, who owns and runs two Holbornsbranded stores in Redhill and South Nutfield in Surrey.

“People go online and they can see the kind of business we run and the standards that we keep, so it attracts goodquality candidates.

“Our stores speak for themselves, so I think it’s important that retailers showcase their stores on their social media accounts.”

Holborn explains that social media has proved particularly effective during seasonal events.

“Last year, we sold 420 Christmas trees across our two stores, which added up to £20,000 of revenue. My wife used social media to post photos of the trees arriving at our stores and also of the trees being delivered to customers, and that helped create a lot of excitement for our customers online,” he adds.

Don’t forget LinkedIn

While many stores use social media to communicate with customers, it is by no means the only option available to retailers.

“When it comes to social media, don’t do a lot,” says Paul Stone, who owns and runs a number of Spar stores in central Manchester.

“One thing I did was use LinkedIn after our store refit to thank our suppliers and shopfitters.

“We managed to completely refit our Oxford Road store in 11 days, which was fantastic, and this meant we could quickly get back to serving our customers.”

Posting on LinkedIn to thank these companies for their efforts has helped cement the relationships Stone forged during this process, enabling him to increase the loyalty and trust with these businesses. It also helped other retailers benefit from using recommended refitters and suppliers when investing in their own businesses. l

ST PATRICK’S DAY

Should you invest in St Patrick’s Day?

Simon King talks to retailers about how they plan to profit from helping customers celebrate

While beer is an all-yearround must-stock for convenience retailers, St Patrick’s Day – on Friday 17 March – is a key calendar date for the off-trade, providing a golden opportunity to stock products for at-home celebrations.

The value of St Patrick’s Day this year should not be underestimated by retailers as, on the following day, Ireland will play England in the Six Nations, which could see customers stocking up for a bumper weekend.

L auren Priestley, head of category

development, off-trade, at Diageo, says: “As people continue to look for high-quality drinks experiences, it is worthwhile for retailers to consider which alcohol brands to stock to drive sales during key calendar moments.

“ The beer category tends to increase in value in the month running up to St Patrick’s Day.”

While St Patrick’s Day is usually associated with Guinness, Priestley says it is important to cater to those who do not drink stout or beer.

“Mixed drinks are simple for

people to make at home and can also lend themselves to celebratory moments, making them worth stocking this St Patrick’s Day,” Priestley says.

“Flavoured vodka in particular has been performing well, growing by 34.5%, with room for further growth in the subcategory.

Smirnoff has been leading the charge, having launched a raft of varieties, such as Raspberry Crush, Mango & Passionfruit Twist, Berry Burst and the latest innovation, Cherry.

“Stocking a good selection of flavoured vodka taps into this continued demand, providing customers with high-quality serves that are easy to create at home.”

F iona Malone, owner of Tenby Stores, a Premier store in Tenby, Pembrokeshire, says that while St Patrick’s Day is not a super impor-

ST PATRICK’S DAY

SUPPLIER

VIEWPOINT

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

When considering which brands to stock, we recommend stocking Guinness. Guinness is synonymous with St Patrick’s Day due to its Irish heritage and is currently the number-one stout brand in Great Britain and the number-one stout in convenience stores.

tant event for the store, the team will put up all the PoS material that has that has been sent by suppliers.

“We’ll have deals on Guinness and Jameson,” Malone says. “We’ve got the Ireland versus England Six Nations game being played the day after St Patrick’s Day, so we’re trying to tie that in as well.

“ There is an Irish ferry that comes into Pembroke Dock, which is 11 miles from Tenby, so we do have Irish people coming through the store, and we normally put St Patrick’s Day PoS material up at the beginning of March.

“We’ll hang the PoS near the beer fridge for Guinness. For Jameson, we have a big display of alcohol, so we will probably signpost offers there, but we don’t want to cover up our range of other alcohol products, including other whiskies and gins.”

Ken Singh, owner of BB Superstore in Pontefract, West Yorkshire, says that, for the first time in the store’s 37-year history, he’s going to

get behind St Patrick’s Day this year.

“We don’t have the community that celebrates St Patrick’s Day, but am I missing a trick?” says Singh.

“In my experience, people go to the pub and enjoy a pint of Guinness on St Patrick’s Day, but it’s not something that we really go to town on in terms of an event in store. As far as I’m aware, Booker and Bestway don’t offer any merchandising advice or PoS for St Patrick’s Day.”

Singh says that he’ll highlight his St Patrick’s Day offering on social media in the run-up to 17 March.

“I’ll make a fuss about it and see if there’s any increase in sales,” Singh says.

“I’ll give it a go properly, but Guinness does sell all year round anyway.”

CALL FOR SUPPORT

Aman Uppal, owner of One Stop Mount Nod in Coventry, says that in his store, promoting Mother’s Day is the main priority.

“There isn’t much support from suppliers for St Patrick’s Day,” Uppal says. “I would love to see big well-known Irish brands, such as Guinness and Jameson, invest more in the convenience channel.

“Suppliers do things in terms of highlighting the day, but this seems to be more on social media than in a specific channel of the industry.”

Amish Shingadia, owner of Shingadia’s Budgens & Post Office in Horsham, West Sussex, says St Patrick’s Day results in him selling more Guinness than at other times of the year.

Many people may be planning to enjoy the ‘black stuff’ during this time, so making sure a range of Guinness products are available and in a range of formats will be key to encouraging spend in the run-up to, and during, this calendar moment.

With the Six Nations tournament and St Patrick’s Day coinciding this year, retailers would benefit from merchandising Guinness with new and clear PoS, which will put the brand front and centre of customers’ minds during both moments.

Cross-merchandising the products with popular crisps and snacks can also encourage increased basket spend during these occasions.

Where space allows, we also suggest including a few options in a chiller, as this will enable retailers to maximise on impulse purchases by providing products that are ready for immediate consumption.

“I checked with Booker at the end of January, and it wasn’t offering its retailers any offers on Guinness at that time,” Shingadia says.

Since his refit late last year, Shingadia has a dedicated alcohol area with a space for seasonal products, enabling him to boost spend using linked purchases.

Nirav Modhvadiya, owner of Desford Shop & Post Office in Desford, Leicester, says that while the store doesn’t promote St Patrick’s Day, there are some offers that appeal to customers. “We are offering a price-marked 440ml four-pack of Guinness for £5.79 or two packs for £11,” he says. l

We are offering a pricemarked 440ml fourpack of Guinness for £5.79 or two packs for £11

Boost tobacco sales

The tobacco market is worth £14bn per year, according to Tom Gully, head of consumer marketing UK&I at Imperial Tobacco.

SUPPLIER VIEWPOINT

Tom Gully

Head of consumer marketing UK&I, Imperial Tobacco

We recommend retailers and their employees are fully trained and equipped to offer those shopping in their store a tailored and personal experience to ensure repeat visits and customer loyalty. It is key that staff are encouraged to read the latest category developments, news and features in the trade press. This is an effective way for employees to gain further insight and understanding into the key trends, different terminology and new products available. There’s a wealth of information at their fingertips that will go a long way to help them build their knowledge of the category.

We’re seeing a move towards low-priced propositions

“There is almost a 50/50 market share split across factory made cigarettes (FMC) and roll-your-own (RYO) categories – at 52% and 48%, respectively,” says Gully.

Customers are looking to get the most for their money, as noted by several tobacco suppliers, and brands predict this will grow under the current economic climate.

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

“The sub-economy segment makes up 63% of FMC sales, while the economy segment accounts for 56% of RYO sales, with these value segments growing by 3% and 5% year on year.”

JTI UK’s sales director, Gemma Bateson, echoes Gully and says JTI has been expanding its tobacco range to help retailers cater to those looking for value lines.

“Over the past two years, we have launched products that tap into the growing demand for value tobacco – from Sterling Rolling Tobacco Essential through to Benson & Hedges Blue Rolling and the new

range – Mayfair Silver,” she says.

Sarj Patel, of Pasture Lane Stores in Sutton Bonington, Loughborough, has noticed the shift towards value – however, he says this is more prominent in January.

“A lot of customers get paid in the middle of December, so it’s six weeks or longer before they get paid again,” he says. “People are being careful.”

Patel has also noticed customers who buy superkings have started to buy kingsize products. “It’s entirely price-orientated,” he adds.

“Some of our customers are brand loyal and only smoke Benson & Hedges, but most just ask for the cheapest ones.”

HOW CAN RETAILERS MAINTAIN SALES?

“Retailers must ensure they stock the correct products, while also familiarising themselves with the key product types so they can help their customers fully understand the tobacco category and different products available to them,” says Gully.

Sarj Patel says suppliers reducing their prices have helped them meet value trends. “Ninety per cent of our stock is from JTI,” he says. “They’ve reduced prices by 15p a packet. That’s really helped us.”

Sudesh Patel, of Londis Coulsdon in south London, warns retailers to »

Tamara Birch explores the role of value within tobacco and next-gen products, and how retailers can cater to this need

TOBACCO

WHAT SHOULD YOU KNOW FROM TOBACCO SUPPLIERS?

be competitive about pricing.

JTI’s

updated Sterling packaging

JTI has unveiled new packaging for its Sterling Essential Rolling tobacco, available with rolling papers, an enhanced blend and a convenient zip pouch. The packaging aims to offer an easy and accessible format for existing adult smokers, designed to have everything needed in just one resealable pouch.

JTI repositions Sovereign Blue

“This year, we’ve repositioned Sovereign Blue in line with our other ultra-value options to provide more choice of well-known brands to consumers at this end of the market,” says Mark McGuinness, marketing director at JTI UK. Sovereign Blue’s RRP will change to £10.65 for a 20-pack, joining Mayfair Silver and Kensitas Club as part of JTI’s ultra-value range.

Imperial Tobacco’s Ignite app

The Ignite app provides retailers and their staff with the latest news, information and training opportunities to ensure their stores run to its fullest potential. The app offers users a range of tools and advice, including incentive articles, downloadable PoS, product information and key tips on how to maximise sales in store.

Republic Technologies Swan Burst Crushball

Retailers can stock two varieties within the Swan Burst Crushball range: Swan Cool Burst Crushball and Swan Fresh Burst Crushball. Swan Cool Burst Crushball is a two-part sliding pack containing 54 filters, while Burst Crush ball delivers a strong peppermint flavour. Both have an RRP of £1.35.

PML’s Iqos Original Duo

Iqos Original Duo (RRP £39) is a revamped and renamed version of Iqos 3 Duo. The device is fully compatible with existing Heets tobacco sticks. The product will begin replacing Iqos 3 Duo with no buy-back or product swapping necessary. Retailers can now order the new kits via PML’s digital trade engagement platform. The product is sold as a two-piece device with a compact and lightweight holder and two packs of Heets.

STG UK’s Moments revamp

The cigar company has redesigned its Moments brand, with “modern and eye-catching packaging”. The design can be seen now on packs of Moments Blue and Moments Original. The new design will start appearing on packs of Moments Panatella in May. “Moments Blue has been the fastest-growing value-for-money cigar in the UK and is well-known among tobaccoselling retailers as a popular choice among consumers looking to save money,” says Nataly Scarpetta, marketing manager at STG.

“Make sure you’ve got them in stock,” he says. “Don’t overprice yourself out of the market – sometimes you feel you have to because of the cost-of-living crisis.”

OFFER VALUE WITH RYO AND ACCESSORIES

The UK tobacco accessories category continues to perform strongly and is worth £334m, and is experiencing year-on-year growth of 4.3%. The slim and tips segment is also in growth of 28.5% year on year.

With retailers reporting that customers are asking for the cheapest option, RYO tobacco could be the best possible option for them. Retailers can then increase spend by offering a wider range of accessories.

“Tobacco accessories, including filters, papers and lighters, provide an opportunity for retailers to benefit from impressive margins and incremental sales,” says Gavin Anderson, sales and marketing director at Republic Technologies (UK) Ltd.

“The right range of brands and effective PoS can help stores stand out. RYO shoppers also tend to be repeat purchasers, so having a good variety of products, with a fully-stocked display, will keep them coming back.”

Imperial’s Tom Gully adds: “Retailers should check they have a variety of leading RYO brands, such as Riverstone and Players JPS, to ensure they are prepared for this rising demand for value tobacco products.”

Sarj Patel says accessory sales remain strong. “You get a good mark up on filters, papers and lighters as well,” he says.

“It’s worth having a full range of Rizlas and other accessories – they don’t have a shelf life, so there’s no issue in them being wasted. They have a high profit margin, too.”

Despite this, Patel says many of his customers often switch between RYO and cigarettes. “After Christmas, they try to cut down on the amount they smoke and try RYO, but then, by February, they switch back to cigarettes,” he says.

Gully’s biggest piece of advice is remembering value means different things to different people. “Some customers might be focused on the lowest price,” he says.

“Others may be looking for added-value formats, like Players JPS Easy Rolling Tobacco, which offers filters and papers in one pack.”

TOBACCO

CIGARS AND CIGARILLOS

“Our latest data shows the total cigar category is up by 0.8% in value terms compared to last year, at just under £286m,” says Nataly Scarpetta, marketing manager at Scandinavian Tobacco Group UK.

This growth is driven by cigarillos, which JTI’s Bateson says has a current market share of 46.9%. To help stores capitalise on this, Bateson says to stock Sterling Dual Capsule Leaf Wrapped, which is the number-one cigarillo brand and had a 91.8% share of the UK cigarillo market.

Meanwhile, the more traditional cigar segments are all in decline of around 4%.

According to Scarpetta, this is probably due to some smokers moving onto vapes or pouches, or people cutting down due to the ongoing cost-of-living crisis.

Similar to tobacco, value trends are hitting cigars, too. Scarpetta recommends retailers ensure they are highlighting their value brands to customers to help them save money.

NEXT-GEN PRODUCTS

Next-gen nicotine products continue to thrive and many retailers are focusing their efforts on driving these sales over tobacco, as noted by Sudesh Patel. “My tobacco sales are down by 12%, but my e-cigarettes are up so much, it’s unbelievable,” he says.

Patel says there will “always be a space for cigarettes”, and that e-cigarettes and other next-gen products provide a bigger opportunity for stores.

“My energy costs are due to go up in October and my supplier says they could triple,” he says. “Where am I going to get that money from? I’ll probably focus on next-gen products, because that’s where the margins are.”

Patel recommends visiting other retailers and vape shops to determine how they are making the category a success.

Aside from vapes and disposables, heated tobacco is also experiencing growth. The category represented 18.6% of the total reduced-risk product market in the UK in 2021, growing 86% versus 2020.

The category is relatively new, and Kate O’Dowd, head of commercial planning UK & Ireland at Philip Morris Limited, sees the category growing at over twice the speed of the e-cigarette category. Her advice to retailers new to the heated tobacco company is communicating the benefits of alternatives at the point of sale. “It’s the responsibility of manufacturers to meet customer demands and preferences through product innovation,” says O’Dowd.

“This is perhaps why 62% of retailers believe manufacturers should focus on improving the acceptability of smoke-free products among adult smokers.” l

Highlight value brands to customers to help them save money

YOUR NEW FAVOURITES YOUR NEW FAVOURITES

Green

HIT REFRESH STOCK UP NOW

It’s an offence to sell tobacco to persons under 18 years old. For tobacco trade use only. Not to be left within sight of consumers.

The HFSS effect

Four months on from the implementation of HFSS restrictions, Jasper Hart looks at how affected retailers have responded

In October 2022, restrictions on products high in fat, sugar and salt (HFSS) came into effect in England. Stores with more than 2,000sq ft of shop floor space and 50 or more employees were required to remove products that fell under this designation from particular locations, including the till, queuing systems, gondola ends and the store entrance.

As the 1 October implementation date loomed, many independent retailers were unsure about whether they had to comply with the regulations. According to the ACS’ most recent Local Shop Report,

9% of independent convenience stores have more than 2,000sq ft of sales space, yet there was confusion among symbol stores as to whether their membership of a symbol group meant they would be considered as having 50 or more employees.

The response varied. Booker confirmed its Londis and Budgens stores wouldn’t have to follow the legislation last July, while One Stop and Spar stores have had to comply. “We were getting ready and making sure we were moving products off promotional bays,” says Sue Nithyanandan, of Costcutter Epsom in Surrey. “Then on 30 September, we had an email

RETAILER VIEWPOINT

Anish Panchmatia

One Stop Wylde Green, Sutton Coldfield, West Midlands

We went through a store refit in May last year, with the anticipation the legislation would kick off in October, so we planned it to be compliant. We phased it in for customers. We had two gondola ends that would have been non-compliant, so we phased one out and changed it to a pet food and household promotional area. About two months after that, we moved alcohol promotions in the other one, they went from the back to the front. We had to phase the changes because people knew where those bays were, where they could pick up small things for £1£1.25, that would add to the basket spend.

I wouldn’t say our sales have dropped as a result of the changes, volume is up across the board. We have multiple customers every day who use trollies and fill them up. They’re buying a substantial amount – it’s not tobacco-, chocolate- or alcohol-fuelled, or because of the in-store services. I wish I could offer more promotions on household and pet food, but supply is so hit and miss.

from Costcutter saying were weren’t covered by the regulations because we had under 50 staff. In a way I was pleased, but it was a lot of stress not knowing and changing things. I even didn’t do a big Halloween order because I thought I wouldn’t be able to put impulse products by the tills.” While the overall proportion of convenience stores affected is low, it seems as though the confusion about the regulations caused retailers who didn’t want to be caught out to err on the side of caution. “It’s likely that impacted independent retailers, of which there are relatively few due to the store size and employee HFSS criteria, are being more compliant that many multiple retailers,” says Bryan Roberts, global insight leader at grocery insight firm IGD. “The multiples’ compliance seems to be patchy due to confusion

and lack of internal and external policing, while independents – with more skin in the game – seem to be much more careful when it comes to off-fixture displays, checkouts and gondola ends.”

CHANGING RANGES

As the owner of multiple Costcutter sites, Peter Patel’s employee count stands at over 50 and he had to make some changes to his 3,000sq ft Mantle Road site in Brockley, south London. “Costcutter provide an HFSS-compliant planogram now,” he says. “We removed dump bins that would normally have crisps and sweets in front of the counter, and we’ve moved the seasonal area away from the till as well.”

He has also swapped confectionery HOD units by the till for healthier snack bars.

He says there has been a noticeable impact on the sales of products that would normally go in the dump bins, now relegated to their category aisle: “Dump-bin lines were a real impulse buy for people queuing to pick up. We always have Jammie Dodgers on at two-for-£1 or buy-oneget-one-free. We’d typically do about 15 cases in the three-week promo period, but in the most recent one, we did six cases. Those deals are still

on, people just don’t pick them up on impulse as much.”

However, from October 2023, they won’t be available as part of the next round of HFSS restrictions on promotions, which were meant to take effect alongside location restrictions before the government delayed them by a year, citing the cost-of-living crisis. These restrictions will affect symbol group stores under 2,000sq ft that are deemed to have more than 50 employees. Crisps brand Walkers estimates about 39% of independents meet this size criteria, and it is likely they will be seeking clarity from their symbols as the deadline approaches.

Currently, Patel has no replacement products in his dump bins, and is waiting for updated guidance from Costcutter about the most viable alternatives. “The changes were so last-minute that the Costcutter development team weren’t really sure what was happening until late in the day,” he says. “The first thing they wanted to do was make sure everyone who needed to be was compliant. They’ve done compliant promo bay planograms, but they haven’t for dump bins and additional promo bins. They’re going to look at planograms for dump bins and what they can bring in.”

Multiples’ compliance seems to be patchy

HFSS

Meanwhile, Jeet Bansi, of Londis Meon Vale in Stratford-upon-Avon, says the legislation has proved to be a “win-win” situation. Despite HFSS products moving away from highimpulse areas, such as gondola ends and the till area, sales are still strong. “We are doing our level best to adhere to the regulations, but it doesn’t seem to be having much impact in terms of customers, because they’re still looking for those treats,” he says. “No matter where products are sited, customers are getting them because it’s what they’re coming in for.”

Additionally, sales of products that have replaced HFSS products in affected areas are also seeing an uptick, says Bansi. “We have seen an increase in those products which wouldn’t traditionally be there, such as toilet roll, Persil liquid, coffee, tea bags and Pot Noodles,” he adds.

Getting these items in promotional areas helps to communicate the value of these larger convenience stores as places customers can buy daily essentials. Anish Panchmatia, of One Stop Wylde Green in Sutton Coldfield, West Midlands, says changing his promotional ends near the front of his store to stock household items and pet food has had a positive effect on perception of his store’s offer. “Those categories

are not ordinarily at the front of many stores, but we found people are able to do more of a shop when they see them,” he says. “When they see crisps, snacks and confectionery, you give customers the impression you can’t offer a £20-£30 shop. As soon as people walk in, they have the impression they can get quite a bit here.

“If customers walk in and you’ve got confectionery, crisps and soft drinks right at the front, it’s a challenge to get them to spend more.”

OPPORTUNITY TO EXPERIMENT

For Avtar Sidhu, who runs St John’s Budgens in Kenilworth, Warwickshire, the impending restrictions were a chance for him to trial new ways of ranging compliant products, regardless of his store being affected or not. “We did quite a few trials regarding HFSS, and by and large they were very successful,” he says. Although his store isn’t affected by location restrictions, Sidhu wanted to try the changes, thanks to his customer base and surroundings.

“My mindset wasn’t to shy away from HFSS, it was to be bullish about it and say, ‘There are opportunities here,’” he says. “We want to do the right thing morally and are in an area where supermarkets are sending that health message out.”

He has added a nut bay near the checkout with compliant offerings from KP Snacks, Forest Feast and Jack’s, which he says has increased nut sales by 300%. “We’d never done a nut bay before. We had them in different areas, but now they’re all in one area. We probably do 50 different types. Because it’s been a huge success and we’re doing the right thing by the consumer, it’s now a permanent fixture.”

Affected retailers struggling to adapt their space should bear in mind that suppliers of products in the most affected categories have been adapting their ranges and continue to do so. For instance, low- and no-sugar soft drinks sales were growing before HFSS legislation took place thanks to the sugar tax, with 76% of sales coming from compliant products.

On the snacking front, suppliers continue to reformulate popular brands and launch new lines to give retailers the option of sticking with reliable impulse categories instead of experimenting.

More than 100 of KP Snacks’ products, comprising more than a quarter of its range, are HFSScompliant, while PepsiCo is aiming for 50% of its Walkers sales to come from healthier products by 2025, backed by a £35m investment. l

We have seen an increase in products such as toilet roll, Persil, coffee and tea bags

• 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

MAGAZINES

Opportunity of the week WHITECIRC

Offering on-demand delivery of specialist titles and achieving a high sell-through rate, this distributor offers newsagents a path to a unique range of high-value titles

GUEST COLUMNIST

Sam Bradley, co-founder and editor, Counterpoint

How does WhiteCirc work?

The way we work is very different to the traditional newstrade. Under the normal system, an issue comes out, it goes to wholesale, shops receive it once and that’s it. We work with this model, but we also have a second option where we encourage the opposite.

On more expensive titles, for everyone’s benefit, we recommend multiple deliveries. We say, don’t take 10 copies, take two.

If they sell, just tell us, and we’ll try to send more out the next day. It means we have between 80%-90% sales on what’s sent out, and that’s better for everyone. It’s less cash tied up for stores and less waste for the publisher because nobody is over-ordering.

There’s a ‘become a stockist’ page on our website where we have discounts that are probably better than you find in wholesale because it’s quick and direct.

Can you name a benefit for stores of working with smaller publishers?

A lot are doing multiple

covers. With today’s tech, it’s quite fun as you can split it how you like. You can do a 10,000 print run, but some covers might have just 100 copies for instance, so we’re building excitement and exclusivity, and these are what we’re sending out to specialist stores. It means an edition might be in WHSmith or Tesco, but it’s the specialists that are getting that point of difference.

What do stores need to know about ranging high-price, low-frequency titles?

A lot of ours are quarterlies, biannual or even annuals. Publishers use upcoming events. The title has value beyond the initial launch period, so you can look at events going on nearby and get relevant titles in based on that

rather than release date. Instead of having a huge range of titles you can stock a title for one month or one quarter, based on what’s happening nearby. There’s also a rotating season to follow, you’ve got fashion week coming up, then you start getting art titles and then design.

What advice do you have for stores about moving beyond traditional mags? Have a look around you. Do you have universities or colleges nearby and, if so, what are their big courses? Is it arts or design, for instance, or do you have a football ground or anything else that will generate a shared interest from a good footfall? Then become a hub for specialist interest in that area. People soon start talking, especially with a bit of social media.

NewstrAid Cost of Living Crisis Fund

COUNTERPOINT IS ALL THINGS BRIGHT AND BEAUTIFUL

Counterpoint can stand out on the magazine stands in local shops, as each issue is fully illustrated, and includes essays or features that are matched against original artwork. We aim to make each issue bright, beautiful and witty. We want give readers something they’re not expecting.

There aren’t many similar titles on the market, because of the printing and production techniques we use, and because so few magazines commission and publish original illustration these days.

Each issue includes pieces taking unusual angles on subjects. For example, our recent issue on failure has features on disastrous sea voyages, losing at video games, motherhood, upside-down cakes and unusual drawing techniques. The link between them all is that they’re each about responding – either through acceptance or defiance – to failure, as much as they’re about failing.

We’ve only just begun planning the next issue, but we’re intent on pushing our production techniques to the next level. We want the magazine not only to be a collection of great writing and illustration, but also to be a great example of print.

The typical reader of Counterpoint probably knows their way around a print fair, drinks pints and has a brilliant sense of humour.

Counterpoint is supposed to be a bit of an oasis in the middle of whatever else is going on in the reader’s day.

Stuart White Founder, WhiteCirc & Boutique magazines

THIS WEEK IN MAGAZINES

HARPER’S BAZAAR

l Your shoppers’ source for fashion trends straight from the runway, with the latest makeup and hair inspiration.

l This issue of Harper’s Bazaar comes with a Lixier skin cream, providing standout and value in any magazine ranging.

CHELSEA/LIVERPOOL/ MANCHESTER CITY OFFICIAL FAN SETS

l These club-specific Fan Sets include 20 collectable cards on the best-known players.

l The high prices mean stores bag nearly £2.50 in profit on every pack sold.

ART IN AMERICA

l This contemporary US art journal is celebrating 40 years of publishing with a special edition, priced above the usual £12.99 price.

l The edition features a complete guide to 2023, featuring the best museums, artists and galleries from across the pond.

MOUNTAIN BIKE ACTION BUYER’S GUIDE

l This US title features all the gadgets, bikes and accessories a trail rider could ask for.

l This edition features detailed descriptions of around 100 bikes and is £2 more expensive than the standard issue.

SPIRIT

l Based on a staple DreamWorks Animation film for horse-obsessed kids, each edition comes with games, colouring and inspirational stories.

l The big draw is the gifts included with each edition, such as the seven-piece camping set and six-page movie fun book.

WHAT CAR?

l This edition lands in the run-up to the new registrations in March, and features a comprehensive review of all the new cars and models.

l What Car? is the bestselling monthly motoring title and the sixth-bestselling motoring title overall.

On sale 9 February

Frequency monthly

Price £5.25

Distributor Frontline Display with Elle Barcode 9771751159156

SPECIALIST CHOICE NICHOLAS

On sale 8 February

Frequency monthly

Price £9.99

Distributor Marketforce Display with Match Attax Barcode 053307061545, 5053307061538, 5053307061552

On sale 10 March

Frequency bimonthly Price £15

Distributor N/A Display with Skateism, Out! Barcode TBC

On sale 10 February

Frequency monthly

Price £19.99

Distributor Seymour Display with Art News Barcode 9770004311976

ELSKA

What makes this title special?

It’s a blend of travel and gay men’s lifestyle. Each edition focuses on a different city and the experiences of those who live there.

It’s real stories and culture, and covers being gay in cities where it’s not exactly comfortable to be gay.

On sale 10 February

Frequency monthly

Price £7.99

Distributor Seymour Display with Mountain Biking UK Barcode 9770895846991

They are challenging audiences and showing that lifestyle titles can make a real impact.

Bestsellers Travel

On sale 8 February

Frequency six-weekly

Price £6.99

Distributor Marketforce Display with Pony Friends Barcode 9772632323963

On sale 16 February

Frequency monthly

Price £5.99

Distributor Frontline Display with Car Magazine Barcode 9770307299247

Partworks and collectables

Scale of third-party advertising insert payments