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THE LEADING TITLE FOR NEWS AND CONVENIENCE RETAILERS

18+ Lottery age change

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● betterRetailing.com ● 10.09.2021

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Cash in on festive snacking l Make mega margins l New products and must-stocks l Exclusive independent pricing data Page 25

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COFFEE

SYMBOLS

How any sized store can profit from selling this high-margin, takeout staple Page 18 »

Wholesaler’s new strategy helps retailers reduce wastage in their store Page 5 »

Energising on-the-go sales

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Booker cuts promo allocations

STORE PROFILE

Downsizing for a sales boost

Vol 132 No 37 £2.50 FOR TRADE USE ONLY FIRM SALE

37

Why going from four shops to just one worked for this retailer Page 15 »

07/09/2021 16:27


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betterRetailing.com // 10 September 2021 RN

CONTENTS Editor

Head of insight

Jack Courtez

Chris Dillon @ChrisDillonNT

@JackCourtez

020 7689 3379

020 7689 3371 Features editor Charles Whitting @CharlieWhittin1

020 7689 3350

Senior features writer Priyanka Jethwa @PriyankaJethwa_

News editor

020 7689 3355

Megan Humphrey @MeganHumphrey_

020 7689 3357

Senior news Reporter Alex Yau

Features writer

@AlexYau_

Jasper Hart

020 7689 3358

@JasperAHHart

Insight reporter

020 7689 3384

Tamara Birch

Editor in chief

@TamaraBirchNT

Louise Banham

020 7689 3361

020 7689 3353 Head of digital

Editorial assistant

Tan Parsons

Suhara Pavithri Jayasena

Head of design Anne-Claire Pickard Designer Jody Cooke Production editor Ryan Cooper Sub editors Jim Findlay, Robin Jarossi Production coordinator Lucy Heaney 020 7689 3368 Digital content editor Jody Porter 020 7689 3378 Director of sales and marketing Matthew Oliver 020 7689 3367 Senior account director Charlotte Jesson 020 7689 3389

@suharajourno

Account director Natalie Reeve 020 7689 3372 Account manager Adelice Tatham 020 7689 3366 Account manager (new business) Jimli Barua 020 7689 3364 Marketing manager Simon Joseph 020 7689 3388 Management accountant Abi Sylvane 020 7689 3383 Managing director Parin Gohil 020 7689 3363

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or the past two weeks I’ve been on the hunt for a wholesaler of the latest London wonder-product – bubble tea. This Taiwanese delicacy uses tapioca balls, powdered tea, milk, ice, sugar and flavourings to create an on-the-go treat, and specialist cafés are popping up in towns and cities to cash in on the trend. Considering the low equipment and ingredient cost, and the circa £4.50 price (in London), it’s no surprise small businesses Editor sense a big opportunity. The first I heard about it was a couple of weeks ago when a store Jack Courtez owner got in touch asking for help finding a bubble tea supplier @JackCourtez that could help them launch a served bubble tea offering in store. 020 7689 3371 It was harder than it sounded. Many of the companies said they were not accepting new customers due to global shipping and haulage delays. Nearly all of the supplies are manufactured in Taiwan, creating big lead times between order and arrival. Nothing brought the scale of the problem home quite like when, by chance, I saw a bubble tea shop near RN’s office getting a delivery. This central London location was being supplied straight from a Taiwanese shipping container being driven through the middle of the city on a Friday afternoon. Clearly there’s something very wrong with that supply chain. It’s a good example of how many extra barriers there are to innovation. So many businesses have their heads down on the everyday, but it also creates a gap in the market for those who are looking ahead. Shopper demand for novel concepts such as bubble tea is not diminishing, but the industry’s ability to meet this demand is. It means that more than ever there’s reward to be had in not letting operational problems distract from following the customer. I eventually found a wholesaler still taking new customers that can not only provide the ingredients, but also advise on getting started and provide the training needed. Keep reading RN to find out whether it all paid off, and if you want a hand introducing a new service or finding a supplier, just drop us a call.

HEADLINES 3 INDUSTRY NEWS

How to compete with ‘dark site’ delivery firms Camelot answers concerns ahead of October age-law change 5 SYMBOL NEWS

Booker cuts wastage by halving promo allocations

6 NEWSTRADE NEWS

NFRN fights for better delivery times from wholesalers and publishers

7 NFRN NEWS Newtrade Media Limited, 11 Angel Gate, City Road, London EC1V 2SD Tel 020 7689 0600 email letters@newtrade.co.uk RN is published by Newtrade Media Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. RN is editorially independent of the NFRN and opinions, comments and reviews included are not necessarily those of the Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from RN may only be undertaken with the prior written agreement of the Editor. Contributions are welcomed 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.

Five-year plan to be unveiled at annual conference next month

8 YOUR VIEWS

‘Menzies is ignoring my complaints’

INSIGHT 10 PRODUCT NEWS

Pladis unveils its Christmas range

12 PRICEWATCH

Find out where the opportunities lie in biscuits

14 WHOLESALE PRICEWATCH

Compare wholesalers for the best deals on vodka

15 STORE PROFILE

How downsizing helped Costcutter Acomb boost sales

18 COFFEE OPPORTUNITY

A guide to capitalising on coffee, the trends, and products to stock

24 PREVENTING RETAIL CRIME

Five ways retailers are cracking down on crime

25 CHRISTMAS SNACKING

An in-depth guide to the bestselling festive snacks

32 THIS WEEK IN MAGAZINES

Entice music fans by stocking this partwork dedicated to Bob Dylan

For trade use only RN’s publisher Newtrade Media cares about the environment.

p2 Contents.indd 2

Correction A story about illicit disposable vaping products in RN 20 August issue incorrectly used an image featuring IVG Bar products. All of IVG Bar’s vape products are fully TPD compliant. We apologise for any confusion caused.

07/09/2021 14:55


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RN 10 September 2021 // betterRetailing.com

NEWS Delivery opportunity for convenience retailers by Helena Drakakis editorial@newtrade.co.uk

Retailers can compete with the growing number of dark-site delivery firms if they remain stringent on compliance, according to licensing expert Chris Mitchener. Mitchener, of Licensing Solutions, told RN: “The opportunity for convenience is huge at the moment, but we have to understand what that means and how to adapt.” Mitchener, who is also a convenience store owner, advised that retailers should first check their licence to ensure there are no restrictions on making deliveries, then put in place a comprehensive policy from order to delivery. “Make records of the order, who it’s for, where it’s going to and what approved photographic ID the person is going to produce in addition to their payment card to ensure an underage sale does not occur. “If a driver has to refuse a delivery on site, this should also be recorded. Orders must go to proper addresses. Recipients must be of age and not under the influence of drink or

drugs. They must also be located within the premises, rather than stood on roads or in parks,” he said. Retailers should also consider splitting orders between non-age restricted and age-restricted products. This way, if one part of the order is refused on delivery, other goods can still be sold. The guidance comes as convenience retailers face growing competition from delivery services offering alcohol and basic-range products from dark sites. Within the past two months, delivery service Getir has submitted licensing applications to operate

from two sites in Cardiff, one in Liverpool, as well as adding several more across London. Meanwhile, Gorillas has also submitted further licence applications for sites in London with delivery promised in 10 minutes. Delivery companies Zapp, Weezy, Fancy and Dija are expanding in the capital, and are offering delivery times of between 10 and 30 minutes, and delivery charges between 99p and £2.95. “Delivery is an offshoot of people knowing they can come to you," said Mitchener. “Retailers need to ask, how are ‘dark’ stores

reaching their customers, and how can we match that? Dark stores are advertising, and I would be looking at this.” Mitchener also encouraged retailers to carry out full health and safety assessments. He added: “The Licensing Act sets the parameters for what a retailer can do within it, but health and safety is about what is safe and right. “One retailer may operate within a safe area, but others may not, and may choose to equip their drivers with hi-vis vests and body-worn cameras, or avoid premises such as high-rise flats.”

Stores slam ‘inconsistent’ Booker

Retailers have criticised Booker for an inconsistent approach to store openings and cash-and-carry services. Last month, the wholesaler stopped click & collect at its High Wycombe depot, severely affecting the retailers who use the service. The nearest Booker branch offering click & collect was Makro Read-

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ing, which is a 52-minute drive away. Other Booker retailers around the UK told RN click & collect was still available at their depots. One store owner affected by the termination of click & collect, who asked not to be named, told RN: “It’s a massive change and it affects my business model. “I might as well go to

Bestway or Dhamecha, who are still offering the service,” they said. “It’s not as if Booker doesn’t have the resources, staff or stock to continue offering click & collect.” Meanwhile, sources told RN the wholesaler has chosen not to add more accounts in central London due to the difficulties of sending more delivery

vehicles into the area. The issues follow criticism of Booker by owners of smaller stores, who were told by depot managers their deliveries had been cancelled to protect supply into larger convenience stores. When asked about the issues experienced by retailers, Booker was unable to comment before RN went to print.

Plastic ban proposals The government has announced plans to ban single-use plastics, potentially affecting the foodto-go services provided by convenience stores. A public consultation is being launched in the autumn to look at banning single-use plastic plates, cutlery and polystyrene plates. The aim of the proposal is to encourage businesses to use more sustainable alternatives and reduce plastic litter. Environment secretary George Eustice said: “We have made progress to turn the tide on plastic, banning the supply of plastic straws, stirrers and cotton buds, while our carrier-bag charge has cut sales by 95% in the main supermarkets. “These plans will help us stamp out the unnecessary use of plastics.”

C-stores stick with screens Supermarkets are in talks to remove Perspex screens from their till areas, following the easing of coronavirus restrictions. According to a report in The Telegraph, the UK’s six biggest supermarkets are in discussions with contractors about removing the screens, which help to prevent transmission of the virus. However, One Stop retailer Vip Measuria said, regardless of what supermarkets decide, the safety of his staff and customers came first. “It’s safe when there are zero Covid-19 cases. I won’t be taking my screens down before that," he said.

07/09/2021 15:04


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betterRetailing.com // 10 September 2021 RN

NEWS BRDP to return in autumn

The Bestway Retail Development Programme (BRDP) is set to return this year, in a face-to-face event for retailers. The event will be held at three different locations, consisting of seminars and a trade show offering opportunities for retailers to meet suppliers, learn about trends and hear from the biggest brands. Seminars will take place in Glasgow on 12-14 October, Heathrow on 2-4 November and Leeds on 7-9 November. Bestway managing director Dawood Pervez said: “Further to the changing of regulations, we are pleased to be hosting this years’ programme as we know our retailers have missed the contact this scheme affords them alongside the opportunity to connect with each other and our suppliers.” Independent retailers who attend the seminars are also eligible to enter the annual Bestway Retailer Development Awards.

Heinz resumes promos Heinz will resume halfprice promotions next month after withdrawing support to convenience wholesalers at the height of the pandemic. In a statement sent to retailers, and seen by RN, the food giant said it had halted the promotions last July due to “supply chain challenges as a result of demand peaks”, but planned to “resume price promotions in Q4”. “We have increased our investment, including marketing activations and call-centre capability,” a spokesman added.

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Confusion over National Lottery sales age limit by Helena Drakakis editorial@newtradeco.uk

Camelot has addressed fresh concerns from retailers ahead of new minimum age rise law coming into force in October. Currently, 16- and 17-year-old staff can sell lottery tickets and scratchcards to customers, but a decision has yet to be made by the government on whether this will continue after the National Lottery player age increases from 16+ to 18+ next month. Martin Ward, of Cowpen Lane News in Cleveland, said: “Camelot has been working towards this change for some time, so it’s been well handled. What I am unsure about is whether under-18s can sell the cards or not.” While a decision is pending, the Department of Media, Culture and Sport has given a strong indication it will allow staff aged between 16 and 18 to sell. “To minimise the impact on retailers and offer additional flexibility, the government intends to introduce an approved sale mechanism for National Lottery tickets, through

which a designated person over the age of 18 can approve a sale by someone under 18 years old,” a spokesperson said. Meanwhile, Camelot has extended the sellthrough period for scratchcard games. The formal closure date for cards bearing the 16+ logo was 1 September. However, retailers now have until 22 September to sell through activated packs. These must be removed from sale before 11pm on that date. However, RN has received several queries from retailers asking what will happen to leftover unacti-

vated and activated stock. In response, Camelot has advised that all unactivated stock, for which retailers are not charged, should be stored securely until a rep can collect the packs. All scratchcards closed for activation on 1 August, meaning retailers would not have been able to activate packs after this date. A Camelot spokesperson said: “Retailers should only be activating a pack of scratchcards before placing it in the dispenser, so the only activated stock in a store should be in the dispenser itself. “Even if a retailer had activated a pack at the

last possible moment, by 22 September they would have had seven-plus weeks to sell through the pack.” Retailers who may have had to close over the Covid-19 pandemic and are concerned about selling through stock are advised to contact Camelot. “We know the past 18 months have been hugely challenging for retailers across the UK. As we’ve said all along, if any retailer is struggling and has had to close for reasons relating to the pandemic, they should get in touch with us so that we can work with them,” the spokesperson added.

Local shop staff work 9.6 million hours Local shop staff worked a combined 9.6 million hours over the past year, according to the 2021 ACS Local Shop Report. The percentage of independent convenience store owners who have worked every day over the past year has doubled from 24% of all employees last year to 49% this year. The Local Shop Report found the average number

of retailers who have worked without taking any days off has jumped significantly over the past year, compared with previous years where around one in five retailers reported taking no time off. ACS chief executive James Lowman highlighted the hard work of retailers over the past year. He said: “The people running and working in conveni-

ence stores are some of the hardest-working in the UK and are absolutely crucial to their communities. “With more people working from home or hybrid working, there is more of a reliance than ever on the local shop to provide essential groceries and a wide range of services that have otherwise disappeared from high streets and local parades.”

Retailers also claimed they could not take any time off as they needed to keep up with waves of lockdowns, regulation changes, staff shortages and supply chain issues. The convenience sector overall is now worth more than £43bn a year and has almost 400,000 people working in it, with 92% on permanent employment contracts.

07/09/2021 14:17


RN 10 September 2021 // betterRetailing.com

SYMBOL NEWS EXCLUSIVE

Booker halves promo allocations for symbols by Alex Yau

alex.yau@newtrade.co.uk

Booker has halved the promotional allocations for its symbol group retailers, reducing the likelihood of wastage for stores. The decision started with Premier stores earlier this year, but has since been extended to Londis and Budgens retailers. Retailers from the symbol groups have welcomed the decision, praising the wholesaler for taking a more focused approach to promotional allocations. Vince Malone, of Premier Tenby Stores & Post Office in Pembrokeshire, told RN: “We get a minimum amount now and it’s the bare bones. “For me, it’s a much better offer and they’re just sending in the killer deals now, which I’d have anyway. Before, we’d have a separate delivery, which came on a larger pallet Now, it comes in on a cage. It’s probably no more than 20 cases in some weeks. Before, I’d get stuff I wouldn’t be able to sell.” Some retailers told RN the value of allocations as part of the change had halved. Alan Mannings, of Shop on the Green in

Chartham, Canterbury, added: “It’s a good thing because you’re not getting allocated products that you’re stuck with. Before, we had about £600-worth of stock, but we’re now getting £250-to-£300-worth.” Amish Shingadia, of Londis Caterways and Post Office in Horsham, West Sussex, described the decision as more “sustainable”. However, RN understands the allocations are not sent to stores automatically, so retailers have to order them manually. One store owner, who asked not to be named, said: “You’ve also got

companies such as Walkers, which can’t maintain supply, but are having allocations agreed weeks in advance. “It’s the same companies Booker is doing deals with, but they are not refreshing them. Customers like a deal, but they also like a change. Most people would buy what’s on offer, regardless of brand. You feel for some of the brands that aren’t being included as part of the allocations.” One Londis retailer, who asked not to be named, said the wholesaler is planning to open up the tiers in its ‘Core’ range to include

more products. The ‘Core’ range is a predetermined list of products that Booker classes as must-sell. Premier retailers are also being sent new shelf-edge labels for pricing and promotion. The newly designed labels were received positively by the symbol group’s retailers. Multi-site Premier retailer Steve Archer, who is based in the north-west, said: “The new shelf-edge labels are black and white and they look really good.” Booker was unable to comment as RN went to print.

Discount wholesale launch scrapped A bulk discount project between Scottish wholesaler United Wholesale Grocers (UWG) and a third party has been shelved. The wholesaler had agreed to lease a unit on its Flemington Street site in Glasgow to a company called Jump Deal. On its uncompleted website, Jump Deal described itself as a grocery store offering more than

p5 Symbols.indd 5

1,000 branded products. The range of products on offer included impulse products, confectionery, groceries, hygiene, household and stationery. Some of the range was also available in packs of 12, with Jump Deal promising some products were “10% [cheaper] versus retail”. Examples included 24x330ml Barr Bubblegum for £10.58, a six-pack of

Doritos Tangy Cheese for £1.79 and 36x45g Cadbury Bourneville for £25.60. Trademarks filed for the Jump Deal brand in October, which were registered to UWG’S address, listed retail, wholesale and grocery delivery as some of the company’s services. Although Jump Deal’s registered address on its website is One George Yard in London, the associated

phone number is for UWG’s Flemington Street branch. UWG managing director Amaan Ramzan told RN the project had been suspended, but hinted at the likelihood it could resume. Wholesale expert David Gilroy told RN the project is part of a trend where more wholesalers are leasing unused floor space to external companies.

5

One Stop rolls out Eat Street One Stop has decided to extend its Eat Street concept to more stores following a successful trial. The concept was trialled in various stores in February and combined a number of self-serve food-to-go products in a standalone area in each shop. Products included Costa Coffee, Tango Ice Blast, Slush Puppie, Rollover Hotdog and F’real Milkshake machines. The areas also included distinct Eat Street branding displayed on a neon-lit sign above the machines. Some of the convenience chain’s franchisees had praised the concept, welcoming a rollout of Eat Street into further stores. Confirming the decision, a One Stop spokesperson told RN: “Following a trial in a number of our stores, Eat Street has been successful with customers. We plan to roll out to all new company-owned stores.”

Bestway trademark change Bestway has changed the branding of its Tippl fascia following opposition from rival Musgrave. The brand was launched by the wholesaler in October last year, adding elements of pubs to stores, such as fresh food and alcohol that can be consumed on the premises. However, in March, Irish wholesaler Musgrave filed an opposition against the ‘Tippl Drinks Inc’ trademark. Last year, Musgrave filed its own trademark application for ‘Drinks Inc’. Bestway has dropped ‘Drinks Inc’ from the branding, with a spokesperson stating the decision “did not materially affect the fascia”.

07/09/2021 12:21


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NEWS & MAGS

City AM print return

Commuters are returning to offices in sufficient numbers for London freesheet City AM to announce a return to print. The newspaper will be on the streets again from 20 September, with the aim of moving back up to its pre-pandemic numbers of 85,000 copies to be handed out at stations, offices and elsewhere. The return signifies confidence from the City of London-based publication that the number of commuters is enough to warrant a print publication. The move came after executives assessed Transport for London travel numbers. These showed tube use up to 54% of prepandemic levels in August, traditionally a quieter month for commuters. City AM chief executive Jens Torpe said: “Now is the right time to come back. We think we have seen the worst of it.”

Ronaldo on Man U mag cover Manchester United magazine Inside United has moved swiftly to ensure it features new signing Cristiano Ronaldo on the cover of its October issue. The specialist football publication secured the returning United star and turned it around ahead of the 14 September publication date for the title. The magazine featured the Portuguese international on the cover in 2003 when he first signed for Manchester United, so it reacted quickly to get him back for the new issue, despite him only announcing his return to the club at the end of August.

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betterRetailing.com // 10 September 2021 RN

NFRN calls for solution to paper delivery issues by Tim Murray editorial@newtrade.co.uk

Wholesalers and publishers need to work on a long-term plan to ensure timely newspaper deliveries as the industry gets to grips with driver shortages, the NFRN has said. The federation said it accepts that the shortages and ongoing problems caused by Brexit and the pandemic is likely to continue until the end of the year, but called for the industry to make plans for 2022 and beyond to sort out problems facing newspaper deliveries to retailers. NFRN national president Stuart Reddish told RN that, while there are still problems, wholesalers particularly need to communicate challenges to retailers as early as possible in the morning. He said: “We have to accept the short-term pain, which will run until probably Christmas. We know publishers and wholesalers are working hard to limit the damage, we know they’ve listened, we know they are working on contingency plans and we know it’s all hands to the pump. But

we need to know they are working on longer-term plans, too.” Reddish said ongoing problems such as delivery times needed to be assessed as, in the drive to make their businesses more cost effective, wholesalers have made changes that haven’t always worked. “Deliveries need to be fit for purpose going forward. We need to look at NDMs and RDTs. And cut-off extensions need to be the exception, not the rule,” he added.

Andrew White, of Woottons Farm Dairy HND service, based around Exeter, told RN: “I usually get a message on SNapp to tell me what time the driver has left. It would be nice to know an hour earlier rather than when it’s too late.” He said the major problem was now with Saturday delivery times. “Wholesalers blame the in-bound times, but as far as publishers are concerned, they’ve done their duty and got there in the nick of time. Wholesalers

just use it as an excuse,” he added. “I think the model needs changing. Saturdays are the real bugbear and that’s what a lot of newsagents tell me.” In recent months, retailers have told RN they have had to visit their nearest newspaper wholesale depot themselves following a lack of communication over missing deliveries. They added that the carriage charge being paid wasn’t reflective of the level of service they have been receiving.

Brexit: no impact on partworks Brexit supply chain issues will not affect new partwork titles entering the market, according to distributor Marketforce. This month, three new partwork titles will reach shelves. A Fast & Furious Build The Dodge Charger set has just launched, while a Bob Dylan Vinyl collection is being released on 15 September. Hachette is readying

another model build set, this time featuring an instantly recognisable Eddie Stobart lorry, on 22 September. All the launches are being supported by high-profile marketing campaigns. Despite issues with the pandemic and Brexit blighting supplies elsewhere, insiders have insisted that partwork supply is holding up.

Marketforce is handling distribution for the three new titles and the company’s group circulation manager, Rob Humphrey, said: “There are no structural supply chain issues with partworks. “Collections are reaching the trade as normal. Where we have had the odd instance of import delays, we have worked closely with clients and

wholesale to ensure they are fully briefed. Temporary frequency changes are also briefed to manage this. Wholesalers have been communicating to retailers on this and consumers have been made aware by the various social media platforms.” He added that issues arising from Brexit and the pandemic were not a regular occurrence.

07/09/2021 16:35


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RN 10 September 2021 // betterRetailing.com

NFRN NEWS

In partnership with

Head office

NFRN gears up to launch five-year plan by Louise Banham louise.banham@newtrade.co.uk

The NFRN will unveil a five-year roadmap at its annual conference next month, which will include growing membership and more benefits for its retailers. A presentation created by national president Stuart Reddish, vice president Muntazir Dipoti, deputy vice president Jason Birks and incoming deputy vice president Mo Razzaq, together with senior management from the NFRN, outlined the trade group’s goals to achieve by 2026. It was delivered to national councillors at a meeting in Liverpool. The business plan comprises six priorities, which include growing the federation’s membership; expanding the number of benefits members receive; introducing a tiered membership to incorporate more businesses; increasing income from advertising, sponsorship and events; and growing its recently acquired buying group. The federation also plans

to increase the NFRN’s presence and improve the effectiveness of its political engagement activity. Speaking to national councillors, Reddish said: “Our three-year business plan, which was unveiled in our centenary year, set us on the path to success, and this business plan will take the NFRN on the next step of our journey. “We believe it will ensure that the NFRN is the go-to organisation for independent retailers and that we remain strong and agile for years

to come. “It is important that delegates hear and know where we are going, so they can travel on this journey with us.” The national president praised the work that has been achieved since 2018. He said a refocused field team is now delivering “astounding results”, while members are receiving more communication than before. “We are putting more money in members’ coffers, and we have better cashflow and are sweating the as-

sets,” he explained. Following unanimous approval from national councillors, the full details of the five-year business plan will be revealed to members at the NFRN annual conference, taking place in Bournemouth from 4-6 October. “I hope that like national council, they will buy into our vision, which will move their federation even further forward, bringing in more money and even more benefits and services for members,” Reddish added.

National

Guide for stores on food-label laws The NFRN has created guides to help stores prepare for new food-labelling laws (known as Natasha’s Law) from 1 October. The two documents – one for the legal requirements in England, Wales and Northern Ireland, and another for the new requirements in Scotland – outline which categories

are affected by the change. The guides state that from 1 October all prepackaged food sold must have the name of the food and a full ingredients list with the 14 main allergens highlighted. Prepackaged food is described as “food and drink items packaged for sale in the same location

where they are sold, such as sandwiches made in shop or self-serve bakery or food-to-go lines”. The information must also be provided for orders placed online or via telephone, at the point of purchase or within the delivery. The 14 allergens are: celery, cereals containing gluten, crus-

taceans, eggs, fish, lupin, milk, molluscs, mustard, peanuts, sesame, soybeans, sulphur dioxide and sulphites, and tree nuts. In May, a survey by RN found that only 54% of respondents were aware of Natasha’s Law. The full guides can be downloaded from the NFRN’s website.

Contact Jack Courtez with your trade news on 020 7689 3371, jack.courtez@newtrade.co.uk or @JackCourtez

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London

Costco robberies response The NFRN has responded to calls from London members to meet Costco following a spate of robberies in the wholesaler’s car parks. Attendees of the London district council meeting in late August asked NFRN representatives to meet Costco over concerns that its depots are seen as soft targets by robbers. An NFRN spokesperson said: “NFRN representatives are meeting PCCs across the UK to ensure that tackling retail crime is part of their crime plan for the next five years. We are working to ensure they recognise the impact these incidents have on businesses and individuals.” The wholesaler denied it was being targeted, describing the robberies as a “nationwide issue”.

Eastern Counties

Tributes to past president Tributes have been paid following the death of former NFRN national president Owen Church late last month. The owner of Post Office Stores in Hemsby, Norfolk, was the NFRN’s longestserving active member, having joined in 1964. His “exceptional conduct” helped steer the NFRN through a “tumultuous” year during his time at the helm from 1995-1996, according to fellow district member and friend Ralph Childs. “That there’s an NFRN today is testament to his hard work,” he said. Church’s funeral is to take place on 14 September at midday at St Mary’s the Virgin Church in Hemsby.

07/09/2021 11:43


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YOUR VIEWS Menzies is ignoring my complaints

I am having ongoing delivery-time problems with Menzies Distribution Sheffield and wanted to see if RN could try to get a response from them on my behalf. I have been in touch with the NFRN and the Press Distribution Charter with regard to this, but there have been no changes so far. My papers arrive around 6.45am and 7am every day, which means customers are pulling up and seeing no papers – or several customers waiting outside – and then leaving without coming in. It is soul-destroying. I have made numerous complaints to Menzies over a number of months that have simply been ignored. I finally got a call on 24 August, and was told by the manager that he recognised the issues and my run would hopefully by moved by the weekend. The weekend came and

betterRetailing.com // 10 September 2021 RN

Get in touch

letters@newtrade.co.uk 020 7689 3357

VIEW FROM THE COUNTER with Ken Singh

went, and my papers are now later than ever. Despite me ringing around 15 times (all unanswered), I have heard nothing. I wonder if Menzies understands how frustrating this is. Not only is my business suffering, but I am also being ignored by my supplier while this is happening. Someone on one of my delivery teams says they will leave if things do not improve, and I don't blame them – most of their morning is gone by the time they finish. I pay just under £70 a week in carriage charges.

Does this sound like an acceptable level to justify this service? Andy Banks Andy’s News, Goldthorpe, Rotherham

A Menzies spokesperson said: “Menzies remains, as ever, committed to its role in the newstrade end-to-end supply chain, from primary trunking to final-mile delivery. Operations are regularly reviewed to ensure the most efficient and sustainable routes to market for publishers and retailers alike. We have spoken directly with Mr Banks and can confirm service is in line with RDT. Outside of events beyond our control, we envisage no further issues.”

The August Bank Holiday was up on the same weekend in 2019, despite the weather and supply challenges. It feels like a lot of work to keep the shelves full at the moment, and there seems to be a new reason for an outage every week – lack of drivers, aluminium shortages and so on. It pays to be supplementing deliveries with cash and carry runs, especially as I’ve found that some goods absent from Booker’s deliveries have been available in other cash and carries, items such cat litter and pet food. I wonder if wholesalers are trying to make sure the little stock that arrives gets distributed as fairly as possible. You’ll never please everybody, but I’d like to see variable caps based on a store’s rate of sale rather than a flat five cases per customer. At the moment, it’s more about availability than new launches, and the number of lines we’re adding has fallen. Even those that are about aren’t getting the same cut-through. With Caramilk, we took the full deal from Mondelez and put it on a stand, but it hasn’t had much success. WHAT I’VE LEARNED THIS WEEK Orange is still the trend to beat. Maltesers Orange Buttons are doing better than the new mint Dairy Milk buttons, and Jameson Orange is still holding its own even though my customers tend not to be big whiskey drinkers.

YOUR SAY

NATASHA’S LAW SHOWS YOU’RE SERIOUS ABOUT FOOD TO GO Pete Cheema, chief executive, SGF On 1 October, new food labelling regulations will come into force across the UK. Food that is classified as 'prepacked for direct sale', such as salad bowls, pasta pots and sandwiches that are packaged and placed in chillers, must list all ingredients and allergens. This might sound simple but even a ham sandwich has a surprisingly long list of ingredients. A couple of years ago

this may have had little or no impact on our sector but given the massive increase in food to go in convenience the overall impact will be significant. It’s easy to see this as just another cost and compliance burden thrown at the industry by government but given the tragic circumstances which led us here following the death of Natasha Ednan-Laperouse from an allergic reaction and

No

the growing expectation from consumers that they are fully informed about what they are buying, these regulations have been almost impossible to argue against. The reality is that retailers will have to install some kind of labelling software and work closely with food service companies and wholesalers to get accurate – and constantly updated – ingredients lists and product information. The harsh real-

ity is that on 1 October everyone must be fully compliant with the new regulations. The impact will be significant, and we might come to see this as a major turning point for the sector. How retailers adapt to Natasha’s law might be a deciding factor in separating out those who are really serious about food to go – and see it as being a vital part of the future of convenience – from those who are not.

Yes

57%

43%

Are you modifying your store ready for Natasha’s Law? NEXT WEEK’S QUESTION Are you prepared for the upcoming National Lottery age change?

Vote now @ThisIsRN


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07/09/2021 11:15


10

betterRetailing.com // 10 September 2021 RN

PRODUCT NEWS Lucozade launches sub-brand

Guinness Foreign Extra Stout’s new look

RRP £1.30 PMP, £1.55 Campaign spans digital and social media

On sale now

Limited-edition spooky Fanta

Cathedral City refreshes Nibbles

Campaign spans on pack and PoS

On sale now

Lucozade Alert is the latest sub-brand to join Suntory Beverage and Food’s range. Available in Tropical and Cherry flavours, it’s marketed as a mainstream stimulant brand, and aimed at a wider audience compared to what’s currently on the market. Available in 500ml price-marked and standard cans, it should be positioned within the stimulant category in the chiller, away from Lucozade Energy.

Coca-Cola Europacific Partners has unveiled an on-pack promotion for Fanta in time for Halloween. Until 31 October, shoppers will be encouraged to buy limited-edition packs of Fanta Orange and Orange Zero Sugar where they can scan QR codes to win a range of prizes. Promotional packs include plain and price-marked 330ml cans, and 500ml and 2l bottles. PoS materials will be available from my.ccep.com.

Guinness Foreign Extra Stout has redesigned its 330ml bottle format and 24x330ml multipack, paying homage to its heritage. The launch will be backed by a campaign including social media and outdoor advertising, as well as activities around London. As part of the launch, it has partnered with Caribbean food and lifestyle platform Original Flava to create recipes using the stout as an ingredient.

Cathedral City has refreshed its Nibbles lines with a new packaging design aimed to broaden the appeal and attract incremental sales from families. It will feature vibrant colours and call out the product’s format and suitability for packed lunches. The inner bag designs aim to attract younger consumers to play by mimicking the faces portrayed and answering questions on the backs of packs.

Smirnoff’s diamond campaign

Pot Noodle Fusions hit shelves

Campaign spans social media and video-on-demand

RRP £1.39

Diageo’s ‘Smirnoff 21 diamonds’ campaign will offer consumers the opportunity to win one of 21 diamonds, worth £4,000 each, through a limited-edition temperature-activated bottle or neck collar. Through a freeze-and-reveal mechanic, shoppers have to freeze a limited-edition bottle or neck collar of Smirnoff No.21 where an eight-digit code will be revealed, and then enter it via the Smirnoff website.

p10-11 Product news.indd 10

O U C S A

Unilever has launched Pot Noodle Fusions, a range of quickto-prepare noodles in Katsu Curry, Chilli Chicken and Thai Green Curry varieties. With an RRP of £1.39 per pot, the product is set to bring incremental sales to the category, but also provide something new for fans of the brand. The supplier said three out of four shoppers are now looking for plantbased options in the category.

07/09/2021 14:06

RN 1/2


11

RN 10 September 2021 // betterRetailing.com

Visit the website betterRetailing.com/products to find out more about product launches

Priyanka Jethwa Senior features writer @PriyankaJethwa_

020 7689 3355 priyanka.jethwa@newtrade.co.uk

Pladis unveils Xmas biscuits by Priyanka Jethwa priyanka.jethwa@newtrade.co.uk

Pladis has unveiled its McVitie’s and Flipz Christmas ranges with four new additions for 2021. The new products in the McVitie’s range for 2021 include: Mince Pie flavour Milk Chocolate Digestives, Jaffa Cakes Jaffa Hamper and Milk Chocolate Digestives Gingerbread Slices. These will join the seasonal return of Gingerbread flavoured Milk Chocolate Digestives, Seasonal Milk Chocolate Digestives, Family Circle, Victoria Assortment, Moments Signature Chocolate Biscuit Selection, Jaffa Cakes Orange & Cranberry, Jaffa Cakes Christmas Pole and Santa Snacks Chocolate Cake Bars.

New to the Flipz range will be a Gingerbread-flavoured variety. Jonathan Bull, marketing director for chocolate, cake and seasonal at Pladis UK&I, said this year’s seasonal snacking sales are set to exceed last year’s £161m incremental opportunity, as people will be looking to make up for the time missed due to last year’s restrictions. With this in mind, the ranges have been designed to hit key shopper missions, as well as catering to different needs such as premium options, sharing and gifts. Scott Snell, vice president of customer at Pladis UK&I, told RN retailers mustn’t forget 80% of biscuit sales come from only eight per cent of products

in convenience stores, so core, bestselling biscuits must remain key considerations. “Six of the 10 bestselling biscuit products in convenience stores are Pladis brands. These are Chocolate Digestives, Chocolate Hobnobs, Digestives, Classic Caramel Bliss V.I.Bs, Jaffa Cakes and Flipz Milk Chocolate,” he said. Asked about smaller stores with limited space, he said Victoria Assortment and Family Circle should prioritised, as they account for two of the top bestselling seasonal biscuit products, with the former the number-one Christmas biscuit

assortment, and the latter the number-one everyday branded biscuit assortment line. Family Circle comes in 310g, 620g and 900g (exclusive to Costco) boxes, while Victoria Assortment comes in 300g, 600g and 1.2kg formats, designed for gifting and sharing of all sizes. “As we move into the Christmas season, retailers would also be wise to stock key gifting and treating biscuit lines – such as Jaffa Cakes Jaffa Hamper, or Moments Signature Chocolate Biscuit Selection – to take advantage of shopper demand,” said Snell.

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*The Jackpot will be a minimum of €130M, exchange rate at date of event applies. Rules and Procedures apply. Players must be 18+. **Based on Friday 4th June 2021 event sales uplift vs Friday 23rd April 2021 base sales. RN 1/2Product page horizontal.indd p10-11 news.indd 11 1

07/09/2021 14:07 11:25 07/09/2021


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betterRetailing.com // 10 September 2021 RN

PRICEWATCH Profit checker Biscuits

MCVITIE’S V.I.BS LUSCIOUS BLOOD ORANGE 250G Price distribution % 60%

56.72% of transactions are processed at £1.79

54% 48% 42% 36% 30% 24% 18% 12% 6%

£2.33

£1.99

£1.89

£1.79

£1.75

£1.69

£1.65

£1.50

£1.49

£1.29

£1.25

£1.05

£1

99p

90p

89p

80p

75p

50p

0%

Behind the numbers UK biscuit sales were worth £2.96bn last year, with category growth the strongest it’s been in more than five years. Although biscuits aren’t at the forefront for many stores, it doesn’t mean there’s not opportunities to make the most of it and drive profits. Fifty-four per cent of retailers sell Burton’s

Anita Nye STORE Premier

Eldred Drive LOCATION

Orpington, Kent SIZE 1,200sq ft TYPE Residential

TOP PRODUCTS McVitie’s Digestives 400g McVitie’s Hobnobs 300g Happy Shopper Bourbon Creams 300g

p12-13 Pricewatch.indd 12

Jammie Dodgers for as much as £1.29, leaving the 44% charging the most-common price of 75p with scope to increase pricing. Overall, however, larger formats tend to favour the most-common price, as seen in the majority of sales of McVitie’s V.I.Bs flavours, Chocolate Wagon Wheels and Tunnocks Caramel Wafers.

We have got just under a twometre bay, so about 10 metres in total. Pretty much all of our biscuits are price-marked, and our most represented brand is Happy Shopper. We used to stock a range of gluten-free, but there weren’t enough people that wanted them for us to warrant doing them. We would buy a case of 15 for just one or two people. We’ve got quite a standard range, people like what they like. We don’t second site because we don’t have the room, but if there’s a promotion on, they’ll go in the promotion bay at the front.

Although, with the latter there is room to review prices to as much as £1.29. There’s also an opportunity with small formats, such as Kinder Happy Hippo Original. Forty-two per cent of retailers are charging up to 20p more than the most-common price of 45p, going as high as 65p.

Christine Hope

We have a decent area that’s about one metre with three bits of shelving, right next to tea. STORE Hopes of We’ve also got biscuits allocated Longtown LOCATION Longtown, in certain other areas if they’re more of a treat. McVitie’s DigesHerefordshire tives are everyday standard bisSIZE 1,100sq ft TYPE Rural cuits, but the reality is that when compared to own brand from wholesalers and supermarkets, they’re quite expensive. We have TOP PRODUCTS a selection of gluten-free and McVitie’s Digestives 400g milk-free biscuits all the time now and it’s growing. Apart from Fox’s Extremely Milk Chocolate the premium lines, everything is Chunkie Cookies 175g price-marked – that’s about 75% Farmhouse Gluten Free Honey of the range. & Oat 200g

02/09/2021 17:11


13

RN 10 September 2021 // betterRetailing.com Data supplied by

Next week’s Pricewatch: Christmas confectionery

Price distribution chart

Tamara Birch

Visit the website

The Retail Data Partnership is a specialist data and EPoS supplier committed to serving the independent retail sector. To find out how they can help you improve your business, call 01780 480562

Insight reporter @TamaraBirchNT

020 7689 3361

betterRetailing.com/ pricewatch

tamara.birch@newtrade.co.uk

Percentage of stores selling above, below and at the most common retail price PRODUCT NAME

LOWEST PRICE

MOST COMMON PRICE

HIGHEST PRICE

KP CHOC DIPS WHITE CHOCOLATE 28G

69p

79p

£1

KINDER HAPPY HIPPO ORIGINAL 28G

35p

45p

65p

LOTUS PLAIN BISCUITS 250G

£1

£1.25

£1.99

KP CHOC DIPS ORIGINAL CHOCOLATE COATED 28G

69p

79p

£1

WAGON WHEELS CHOCOLATE BARS 6X36.6G

£1

£1.09

£1.49

KINDER HAPPY HIPPO CHOCOLATE BISCUIT 20.7G

32p

40p

69p

MCVITIE’S V.I.BS CLASSIC CARAMEL BLISS 250G

89p

£1.79

£2.33

TUNNOCKS CARAMEL WAFER CHOCOLATE 4X30G

79p

99p

£1.29

MCVITIE’S V.I.BS LUSCIOUS BLOOD ORANGE 250G

50p

£1.79

£2.33

CADBURY DAIRY MILK ORANGE FINGERS 114G

50p

£1.65

£2.15

BURTON’S JAMMIE DODGERS RASPBERRY 140G

50p

75p

£1.29

MCVITIE’S V.I.BS HEAVENLY CHOCOLATE HAZELNUT 250G

50p

£1.79

£2.33

Must-stock products KP Choc Dips White Chocolate 28g

54%

Kinder Happy Hippo Original 28g

45%

57%

Lotus Plain Biscuits 250g

42% 31%

64%

5%

KP Choc Dips Original Chocolate Coated 28g

35%

64%

Wagon Wheels Chocolate Bars 6x36.6g

66%

8%

Kinder Happy Hippo Chocolate Biscuit 20.7g

26%

34%

64%

McVitie’s V.I.Bs Classic Caramel Bliss 250g Tunnocks Caramel Wafer Chocolate 4x30g

59%

40%

McVitie’s V.I.Bs Luscious Blood Orange 250g

91%

Cadbury Dairy Milk Orange Fingers 114g

44%

44%

54%

McVitie’s V.I.Bs Heavenly Chocolate Hazelnut 250g

10%

89%

0

20

40 Below most common price

p12-13 Pricewatch.indd 13

5%

85%

Burton’s Jammie Dodgers Raspberry 140g

How to use this data

8%

89%

1

Use the price-checker table to see what the most common prices are for a key line in the category.

2

60

80

Most common price

Use the price distribution chart to see the range of prices being charged on 12 key lines.

3

100 Above most common price

Use the must-stock products table to see the percentage of retailers charging above, below and at the most common price.

02/09/2021 17:11


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betterRetailing.com // 10 September 2021 RN

PRICEWATCH

Tamara Birch Insight reporter @TamaraBirchNT

020 7689 3361 tamara.birch@newtrade.co.uk

Wholesale checker The spirits opportunity is hard to miss, with the total spirits value growing by 29% in 2020 to a total worth of £276m. Vodka is a huge part of this growth and it’s vital to stock niche lines and different flavours, too. We compare pricing across five wholesalers to help retailers achieve better margins AVG – Average RRP N/A – Information not available PMP – Price-marked pack * – On promotion C – Different case size

WHOLESALER 1

WHOLESALER 2

WHOLESALER 3

WHOLESALER 4

WHOLESALER 5

Booker Wholesale

Bestway Wholesale

Time

Costcutter

Abra Wholesale

National delivered and cash & carry wholesaler

National delivered and cash & carry wholesaler

National delivered and cash & carry wholesaler

National delivered symbol group

London-based cash & carry delivered wholesaler

PRODUCT DESCRIPTION

RRP

WSP

RRP

WSP

RRP

WSP

RRP

WSP

RRP

WSP

Smirnoff Red Label 37.5% 70cl

£17.99

£14.39

£14.79

£11.80

£14.79

£9.80

£16.49

£12.70

£17.99

£13.40

Glen’s 37.5% 70cl

£13.49 PMP

£11.46

£13.49

£11.40

£13.69

£9.23*

£13.49

£9.50

£13.99

£11.60

Smirnoff Red Label 37.5% 1l

£28.49

£22.79

£20.49

£17.60

£23.19

£17

£23.99

£16.99

£27.75

£18.40

Au Vodka Black Grape 35.2% 70cl

£34.49

£26.38

£34.99

£26.38

£30.99

£21.56

N/A

N/A

£34.99

£26*

Russian Standard 38% 70cl

£16.75

£13.38

£15.79

£13.80

£15.79

£11.04

£15.49

£11.44

£16.75

£13.50

Au Vodka 35.2% 70cl

N/A

N/A

£34.99

£26.38

£30.99

£21.56*

N/A

N/A

£34.99

£26*

Cîroc Flavoured Red Berry 37.5% 70cl

£34.49

£27.59

£31.99

£27

£31.29

£20.90

£34.99

£22.50

£32.99

£26.33

Grey Goose 40% 70cl

£39.99

£31.79

£37.99

£32

£39

£25.05

£41.99

£28.67

£41.99

£31

Russian Standard 38% 1l

N/A

N/A

N/A

N/A

£22.99

£15.73*

£20.99

£15.67

N/A

N/A

Smirnoff Green Apple 37.5% 70cl

£15.99

£11.28

£15.99

£11.39

£15.99

£11.39

N/A

N/A

£17.49

£14

DISCLAIMER: Prices accurate as of 2 September, prices may vary by region. Rebates, delivery costs and membership fees not included. All prices are inclusive of VAT. Minimum or maximum orders may apply.

Cheapest wholesale price

DEAL OF THE WEEK PRODUCT Au Vodka Black Grape 35.2% 70cl WHOLESALER Time SINGLE UNIT PRICE £21.56 MARGIN AT RRP 30.43%

p14 Wholesale Pricewatch.indd 14

Sunita Aggarwal STORE Spar Wigston LOCATION Leicester SIZE 1,500sq ft TYPE Residential

TOP TIP Stock up when products are on promotion

We get our spirits from our symbol group. Spar comes weekly and we’ve been fortunate to maintain availability on spirits, despite the driver shortages. We buy spirits throughout the year, but stock up when they’re on promotion and increase our order during peak seasonal times, such as Christmas. We buy vodka the most and it’s mostly Smirnoff or own label, but we are seeing a trend towards products such as Au Vodka.

03/09/2021 15:52


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RN 10 September 2021 // betterRetailing.com

STORE PROFILE

How Costcutter Acomb is providing a vital service for the community Nadeem Ashraf’s decision to downsize the number of stores in his estate and put the investment into one shop has paid off for the York Costcutter retailer

E

xpansion for most retailers usually involves adding stores to their existing estate. However, York retailer Nadeem Ashraf took a different approach of reducing the number of shops he runs. The Costcutter retailer recently decided to downsize from four stores, developed over the course of 14 years, and focus on the one site in Acomb – a neighbourhood area based three miles away from the city centre. “I had a few stores in and around York, but the decision has allowed me to not just focus my attention on developing this one store, but also spend more time with family. Having four stores taught me that being a multi-estate retailer was maybe a

15-17 RN Store Advice.indd 15

bit too much for me, so I scaled down and focused on Acomb, which was the busiest of the four,” Ashraf says. The decision has clearly paid off, helping the 2,000sq ft site become a vital shop for nearby residents – a mix of low-income and more affluent earners. “The pandemic definitely had an impact on the way we serve our customers,” says Ashraf. “We face competition from a nearby Morrisons, but residents have come to rely on us more over the past year and half. We’ve been offering new services such as home delivery to the vulnerable and those who can’t leave their homes. “We also had the availability when the supermarkets had empty

shelves. Not only did we help our existing customers, but also gained many new ones in the process. When we first opened, our sales were only £15,000 per week. Now it’s £40,000 a week.” The store offers traditional convenience products, such as newspapers, snacks and drinks, but has since expanded its range to not just match, but also beat the multiples in certain categories. “We have a wide range behind the till and we’re seeing how the latest trends, such as disposable e-cigs, will do for us,” he says. To see what other stores are doing, go to betterRetailing. com/store-profiles

INFORMATION Location

Costcutter Acomb, York

Size

2,000sq ft

Opening hours

8am-10pm Monday to Sunday

Weekly sales £40,000

Staff

Five part-time, six full-time

» 03/09/2021 16:59


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betterRetailing.com // 10 September 2021 RN

STORE PROFILE Keeping the store relevant

The store offers a traditional mix of convenience store goods, but Ashraf has demonstrated he is also looking at the latest trends with an extensive vaping range behind the till. Traditional products such as cigarettes have been moved into drawers to make way for disposable e-cigarettes and nicotine pouches. Home delivery has also been a major service for the shop since the pandemic started, and a partnership with Snappy Shopper has helped Ashraf reach a wider customer base. “We have a banner outside the shop advertising our partnership with Snappy Shopper. It immediately draws the attention of customers when they walk in, and increases the likelihood of them seeing what the service is. We’re always looking to make the store as interesting as we can and move it forward to meet the needs and tastes of customers,” he says.

How I keep customers informed

Prior to becoming a retailer, Ashraf completed a university degree in marketing while in the US and has used this experience in his current occupation as a store owner. “The marketing experience I have is useful and I am using it to promote different areas of the store in an attempt to increase sales and footfall. Social media is a big part of that, and I make sure the store details and photos are always up to date on our Google page. “We also have a Facebook page, and we use this as an opportunity to inform customers about any new products or promotions we have in the shop. Other main areas of marketing we use are leaflets, posters in the shop windows and the in-store radio that is on all the time,” he says. “Social media is the way forward for any market and, although we don’t have an Instagram page yet, this is one area we’re looking to expand into.”

15-17 RN Store Advice.indd 16

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RN 10 September 2021 // betterRetailing.com

We’re always looking to make the store as interesting as we can and move it forward How I expanded my store

Since choosing Acomb as his sole focus, Ashraf identified chilled as an area of opportunity and has added several chillers across the store as part of a refit several years ago. The middle of the store has a bay of freezers dedicated to stocking frozen ready meals while customers are instantly drawn to the Co-op own-label range with shelf barkers displayed prominently throughout. The expanded chilled range allows him to cater to nearby families who are after evening meal options for dinner. “Crisps and confectionery are the bestselling categories in the shop and when we took on this store, it did not have a big chilled range. We expanded and put some new fridges in. Since then, the chilled range has really picked up. Residents know they can get the same stuff as the supermarkets here and the prices are competitive. Once they know that, they don’t really go anywhere else,” he adds.

How I remain competitive

Promotions – such as £1 deals – are a major part of Ashraf’s store and feature prominently throughout. An extensive newspaper and magazine range helps the store meet the demands of an older customer base, while a large beers, wines and spirits (BWS) section, alongside cases of beer scattered throughout the shop, helps him cater to increased demands for barbecues and home entertaining during the summer period. The BWS displays have been deliberately arranged to attract the attention of customers. He says: “The store has been affected by the availability issues experienced nationwide. However, Costcutter has helped with availability and the promotions are good. They’re good as a supplier and have been supportive over the past year. Costcutter is a local company to York and if we have any issues, we can go straight to them for support.” l

15-17 RN Store Advice.indd 17

03/09/2021 17:01


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betterRetailing.com // 10 September 2021 RN

COFFEE Brewing sales

Coffee is a convenience store essential and a high-margin, take-out staple. Lisa Moore looks at the market from a supplier and retailer perspective

G

rabbing a coffee on the way to work was a ritual for many until March last year. When lockdown struck and coffee shops closed, habits were forced to change, but that didn’t mean consumers abandoned coffee. In fact, they missed their morning Americanos, lattes, and cappuccinos so much that they shifted their spend to upgrade the coffee they drink at home. Helen Boulter, multi-sector sales controller at Taylors of Harrogate, says the pandemic has affected the

Research different coffee machines to find what’s best for you

p18-22 Coffee Opportunities.indd 18

coffee category in convenience in numerous ways. “People have spent more time at home, so out-of-home spend moved into the home. This not only means people have been drinking more coffee at home, but also trading up,” she adds. Pointing to the 7.8% year-on-year sales increase of ground coffee to June 2021, Boulter adds that roast and ground coffee is growing faster than any other hot beverages option. “With ground coffee making up 64% of these sales, independent stores should consider increasing

Enhance your range by stocking premium lines their range and ensuring the bestsellers are available,” she says.

Roast and ground coffee is growing faster than any other option

SUSTAINABILITY Shai Eilon, co-owner and founder of premium coffee brand Mont58, says there was a direct, positive impact on sales from coffee shop customers trading up at home during the height of the pandemic, which drove “a huge increase” in orders during lockdown. “With flexible working becoming the norm, we expect this trend to continue,” says Eilon. Eilon stresses as shoppers become more eco-conscious in their food choices, they are increasingly putting brands under the microscope. “Making sure we are as eco-friendly as possible in everything we do was a priority for us from day one, and our coffee sells really well in zerowaste shops,” he adds, also pointing out that Mont58’s packaging is recyclable or compostable and made using paper sourced from sustainable forests. A veteran of sustainability is Cafédirect, which invests 50% of all profits into Producers Direct – a UK charity working directly with farmers. Lesley Parker, brand controller at distributor RH Amar, says Cafédirect was a key beneficiary of the lockdown trade-up, with sales of its Single Grind, Freeze Dried and Beans varieties growing by 46% in value over the past year. “It’s the premium end of the category that has had the greatest growth. Sales of Roast & Ground, for example, are up by 14%, while Single Grind offerings and Beans are up by 8% and 16% respectively,” she says. Parker adds that instant coffee has

07/09/2021 11:16


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RN 10 September 2021 // betterRetailing.com

also had a shift in buying patterns. “Sales of freeze-dried products, which account for more than half of instant coffee’s total sales, are up by 5% year on year, while the category’s more entry-level granule-based products are down by 0.1%,” Parker says. “It’s important wholesalers and retailers of all shapes and sizes bear these trends in mind when deciding what to stock.” To help retailers meet consumer demand, Cafédirect has overhauled its existing products including giving its Single Origins range a new look earlier this year, launching Columbia Reserva, with an RRP of £3.99 for 227g, and introducing promotions to support its roast and ground coffees. FLAVOURS Hannah Morris, category team leader at Jacobs Douwe Egberts (JDE), home to Kenco, says with more than 24 million UK households buying coffee, and 61% of coffee shop customers looking to replicate their favourite brews at home, there’s a clear opportunity for retailers to switch up their offers. One of those opportunities is in flavoured coffees. She says: “The flavours category has become increasingly popular in recent years, with many consumers looking for unique flavours to suit their tastes. Flavours, such as salted caramel, make up a hugely important segment along with the specialities category, which is growing by 11%. “Tapping into trends and enabling consumers to create additional theatre to their home coffee routines, as they would in a coffee

p18-22 Coffee Opportunities.indd 19

shop, ensures retailers continue to meet and exceed the demand of their shoppers.” JDE’s Hannah Morris says Kenco Duo has had a sales increases of 87% on the back of the flavours trend, recently launching Salted Caramel Latte Duo to help drive further growth. SOME LIKE IT COLD Cold coffee is one of the fastestgrowing trends, according to Morris. “Last year total cold coffee was valued at £156m, suggesting there is still an opportunity for retailers to get onboard,” she says. “Research shows that under-30s are making a purchase, on average, every week

Last year total cold coffee was valued at £156m

and that winter consumption is 6% higher than average across other ages ranges.” JDE’s Kenco Iced Latte range includes Salted Caramel and Vanilla varieties. And Mont58 has recently expanded its range to meet demand for cold coffee. Its Cold Brew Blend comes in whole bean and ground at £5.25 per 227g. Also capitalising on the trend for cold coffee, but combining it with breakfast-on-the-go, is Weetabix On the Go’s new Caffé Latte flavour. Darryl Burgess, head of sales for Weetabix, says: “A perfect fit for busy mornings, the Caffe Latte breakfast drink contains 37.5mg

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07/09/2021 11:16


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COFFEE

betterRetailing.com // 10 September 2021 RN

of caffeine per 100ml, meaning it’s a convenient two-for-one combination of breakfast and coffee. Coffee is now the second most popular flavour of flavoured milk, and has a value of £34.5m, with growth of 18.1% in the past year.” Finally, getting merchandising right is key for strong coffee sales, says Morris. “The use of block merchandising is a simple, yet effective way of helping shoppers to find what they need easily. Grouping related category products together, such as tea, coffee and sugars/sweeteners creates a clear and effective shopping journey.” TRADING UP Selling coffee-to-go also offers the opportunity to encourage customers to buy into complementary products, says Paul Baker, founder of St Pierre Groupe, which includes St Pierre Bakery. “Savvy retailers will take cues from foodservice and approach the fixture as more of a destination. Retailers, forecourts and other coffee shop competitors need to think about how to re-engage an audience and provide reasons for consumers to choose them.” He adds that St Pierre’s range offers “attractive” retail margins because they are individually wrapped, ambient and have an extended shelflife, making them easy to stock with a reduced risk of wastage. HOW RETAILERS ARE CAPITALISING Imtiyaz Mamode says coffee sales at his 2,700sq ft Premier Wych Lane store in the heart of Gosport, Hampshire, differ from season to season, with coffee-to-go sales averaging between 15 to 20 cups per day in the summer, rising to 45 to 50 cups per day in the winter. Mamode adds that he has a coffee machine recommended by Premier, and customers tell him that his coffee – £1.49 per cup – is better than that from Starbucks and Costa. “We have a loyalty scheme whereby if you buy six coffees you get the next one free, plus in the winter we have ‘free-coffee day’ every Friday. “We are in the middle of Gosport, so get all sorts of customers, including pupils from a local school who buy coffee and hot chocolate from us in the mornings on their way to school in autumn and winter. “Offering free coffee to everyone every Friday in winter is our

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p18-22 Coffee Opportunities.indd 20

07/09/2021 11:17


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Untitled-22 1 COC1422_Costa Convenience Trade Ad_Sept2021_A4_AW3.indd 1

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betterRetailing.com // 10 September 2021 RN

COFFEE way of giving something back to our community. We think about and care about our community because we wouldn’t exist without our customers.” Free Coffee Day was suspended during the pandemic, while Mamode and his wife concentrated on cooking free meals for local people having to self-isolate, but they will be back this October. Mamode adds when it comes to coffee packs and jars, Nescafé is a bestseller, but he’s also had a big increase in Tassimo sales as customers look to upgrade their home coffee experiences. Sasi Patel operates three Go Local stores and an alcohol-specific store in Greater Manchester, with each selling Rijo42 coffee at £1.39 for a 12oz cup, and he stresses that keeping the price below a £1.50 threshold is important for customers visiting community stores. This is different from the Ashton store he says, which in the heart of the town-centre, serves Costa Coffee at a higher price of £2.39. Patel adds that while he doesn’t cross promote coffee-to-go with food, he does offer a selection of products such as flapjacks and protein bars, with customers tending to pick them up alongside a coffee. A key trend he’s noticed in packaged coffee is flavours. He’s now stocking Beanies in Hazelnut and Cookie Dough flavours, which are priced at £2.39 for 50g. “It offers us a reasonable margin and those products tend to attract their own fans,” he says. l

p18-22 Coffee Opportunities.indd 22

SMALLER THAN 1,500SQ FT?

HERE’S HOW TO CAPITALISE ON THE COFFEE OPPORTUNITY

1. Stock chilled ready-to-drink coffee Not everyone has the space for a large coffee machine and have an integrated food-to-go area. Instead, have you considered expanding or introducing a range of chilled, ready-todrink coffee? Even though hot drinks will be favourable in the winter, some customers will prefer the instant hit of a caffeinated cold drink in the morning. 2. Research different coffee machines Not every coffee machine will need its own area. Some that can be used in the space you will already have. Research the options available from companies such as Costa Coffee and Nescafé & Go. Similarly, ask your symbol group about what is likely to work in your store. 3. Talk to your customers If you’re thinking about installing a coffee machine or expanding your range, talk to your customers first. Ask them what coffee they

drink, what they’d like to see in store and whether they would choose a hot or cold drink. Once you’ve made your decision, site related products nearby to increase spend. 4. Talk to other retailers Retailers often say that when they have a new idea or venture, they’ll talk to other retailers first. Reach out to a variety of retailers who own small, large, and multiple stores to gauge an idea of whether a coffee machine or expanded range is for you. 5. Use social media If you’re not able to gather enough intel from customers in store, post about it on social media. This will help you to reach a much wider customer base to get a better understanding. Social media will also help you research which coffee products are in demand from coffee shops, allowing you to uncover if these products will work for you.

07/09/2021 11:17


Meals & Missions: The opportunity for increased sales and profits

The Retail Success A MUST-READ FOR PROFIT-DRIVEN INDEPENDENT RETAILERS

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13/08/2021 08:11

New products are key to keeping your shop relevant, and rather than the more traditional categories such as confectionery and soft drinks, research* shows that the top two categories where convenience shoppers are looking for new products are fresh & chilled and food to go. The Retail Success Handbook: Meals & Missions will help you get these categories right, so your store profits. The issue will contain expert advice, cutting-edge market insight, and tips from retailers who have made them a success on the following areas:

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This edition of The Retail Success Handbook will help make your shop more attractive for customers shopping for full meal solutions and other lucrative occasions, from the big night in to special celebrations.

07/09/2021 15:06


24

RETAIL CRIME

betterRetailing.com // 10 September 2021 RN

Five tips to help prevent retail crime

Retail crime is a challenge faced by many. The RN team speaks to retailers to find out what you can do to deter theft and reduce crime

O

ver the years, retailers and the convenience industry have established many different practices and procedures to help protect businesses from retail crime. While some theft is unavoidable, the RN team spoke to five retailers to find out their top tips when it came to reducing retail crime in their stores. 1. Acknowledge your customers In a shoplifter’s ideal world, they would glide in and out of your store without being facially recognised by any staff members or customers. Staying under the radar is vital for shoplifters and that’s why it is important retailers make sure they know who is inside their shop. Avtar Sidhu, of St John’s Budgens in Kenilworth, says to combat retail crime he hired a full-time staff member to remain at the front of the store and meet and greet customers. This has two benefits as it is harder to steal with more staff members on the shop floor, but it also means potential shoplifters have been identified and this discourages them to steal. Anita Nye, of Premier Eldred Drive Stores in Orpington, Kent, agrees with Sidhu and tells RN that her staff acknowledge every single person who walks through the door. “Even if you can’t speak to them, just a smile or a wave is useful, so they know you’ve seen them,” says Nye. 2. Learn to read body language Several retailers told RN that the best way to prevent shoplifting is to watch for people behaving in a suspicious or shifty manner. This behaviour includes looking around for staff and for CCTV cameras. “Body language is the best way to establish if they are going to do it,” says Harj Gill, of The Windmill Select & Save in Birmingham. “It is a good idea to look out for people

p24 Preventing Retail Crime.indd 24

who you haven’t seen before acting suspiciously,” he says. In order to see his customers at an eye-to-eye level, Gill lowered the shelves in his store and also placed mirrors on the pillars, to give customers the feeling of being watched. When it comes to what shoplifter’s wear, Nye says stolen goods can be carried in jogging bottoms and that retailers should be suspicious of people who wear big coats when it is warm. 3. Don’t make any assumptions However, Tara’s Londis retailer Raaj Chandarana warns that retailers have to be careful about jumping to conclusions, because there is no such thing as a profile of a criminal. “We caught a well-presented mother who had been stealing from us for years,” says Chandarana. “She was so lovely, you wouldn’t imagine it, and she used to come into the store twice a day and spend £10-15. But she was also stealing more than that and putting it in her bag.” Shoplifters don’t have to be male, or drug-takers, says Chandarana, who says the best advice he has given to staff is that everyone could be guilty. “They shouldn’t have a mindset about what they are looking out for,” he says. 4. Capitalise on CCTV “The cost of CCTV has come down to the point that smaller stores can afford decent systems with good-quality cameras,” says Serge Khunkhun, of One Stop Woodcross in Bilston, Wolverhampton. CCTV is vital to protect your store from retail crime, and Khunkhun says it means you can catch criminals in action and retrospectively after they have left the store. “The quality has come so far within the past 10 years, and it is a good deterrent,” he says. Nye says that having a CCTV

There is no such thing as a profile of a criminal

screen out on the shop floor, in among the shoppers, is also a good way to prevent shoplifting. “It is also advisable to have prominent signage that you are using CCTV – such as a ‘smile, you are on CCTV’ sign, so people think twice before they steal anything,” she says. 5. Invest in headsets While it comes with a degree of expense, Sidhu says headsets have proved hugely beneficial in preventing retail crime and making staff feel safer. “We can silently communicate with each other rather than using the tannoys, so we can get people to where they are required if there is an act of crime taking place,” he says. “Headsets are really good because customers are not aware you are communicating, so you can be ahead of the game and catch them in the act.” Sidhu concludes by suggesting retailers invest in shelf risers that prevent shoplifters from swiping whole shelves of high-value products in one go, such as health and beauty goods. l

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SNACKING

How to drive Christmas snacking sales Snacking is even more important to cater to at Christmas, as shoppers spend less time worrying about calories and more about indulging. Tom Gockelen-Kozlowski reports

A

fter what felt like an enforced ‘year off’ from Christmas last year, there is more demand than ever for the season of Wham, Brussels sprouts and pretending to be thrilled at ‘hilarious’ novelty Secret Santa gifts. And Chris Smith, marketing communications manager at wholesaler Hancocks says that, when it comes to Christmas, snacking is one category retailers can’t ignore. “The Christmas snacking opportunity is huge for retailers and should be capitalised on ahead of the Christmas rush to ensure shoppers are able to get their festive fix,” he says. Plus, with festive socialising back on the cards, the industry pre-

p25-30 Christmas Snacking.indd 25

dicts snacking occasions will rise significantly. “This year’s Christmas period is set to be very different to the one that Brits experienced last year, so we are sure to see priorities surrounding Christmas shopping for 2021 based on getting as much Christmas cheer out of purchases as possible. “Shoppers are set to go big in order to make up for lost celebrations with families, friends and co-workers,” Smith adds. The optimism for a Christmas that’s more recognisably festive than in 2020 is shared among suppliers, too. “As we emerge from such a challenging period, there will be a great

Shoppers are set to go big in order to make up for lost celebrations

deal of excitement attached to this year’s Christmas season,” says Matt Collins, trading director at KP Snacks. “Where last year’s celebrations were different and restricted, this Christmas, the nation is set to celebrate with friends and family again. This year is expected to be the first national celebration ‘post-back to normal’, so ensure you maximise snacks throughout the season.” This return to socialising and celebrating is predicted to have a particularly strong effect on the crisps and snacks category, with Collins saying the season is worth £300m during the month of December alone. “Sixty per cent of consumers say they are most looking forward to

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betterRetailing.com // 10 September 2021 RN

SNACKING

celebrating with friends and family, and 50% of consumers say snacks are a must-have for an evening in,” he says. Unsurprisingly, there is a raft of product launches and supplier investment arriving to help stores maximise the opportunity. Mondelez International, owner of the Cadbury and Oreo brands, is launching Cadbury Festive Fingers Selection (RRP £4.50), bringing together Cadbury Dairy Milk Fingers with Bournville and orange-flavoured varieties. The company is also bringing back its Oreo tin (RRP £6) and Cadbury and Oreo Selection Box (RRP £4) to the festive market, which includes Oreo biscuits and Cadbury Dairy Milk Fingers. All three are recommended as a gift and to be shared with family. Meanwhile, KP Snacks’ range of crisps, snacks and nuts are also well suited to festive get-togethers, the supplier says. “The KP Nuts range is the number one branded nut, at more than six times the size of the nearest branded competitor,” says KP Snacks’ Matt Collins. “Original Salted, Dry Roasted, and Honest Roasted Peanuts will be available in large sharing packs and KP Caddies, ideal for social gatherings during the festive period.” products basically have to be reduced The company also has sharing down by half, so we don’t want lots of formats across its brands, includstock left on our shelves,” he says. ing Tyrrells’ crisps, Popchips and To counter this risk, Ferrero’s Butterkist – the latter of which customer development director, Levi is available in a Crunchy Orange Boorer, says the supplier is focusing Chocolate flavour for the first time on products that can be flexibly used this autumn. for a range of celebrations through“KP Snacks has the brands and out the year. range to excite and inspire “Last year, the Thorntons all shoppers for all snackbrand had great success ing occasions, including as gifts were popular family celebrations in the absence of beand entertaining ing able to see loved Sales value of friends,” says Collins. ones. During 2020, the crisps and snacks in Harj Gill, who runs Thorntons Continental Windmill Select & range generated a sales December Save in Rubery, near value of £14m, while the Birmingham, says that Thorntons Classics range when it comes to Christmas, is currently in growth of 21%, stocking a good range of wellworth £27.8m in value sales. known brands is essential. “This positive performance show“We don’t stock too many own-lacases a key opportunity for a strong bel biscuits as it is, but at Christmas core boxed range all year round, as it’s brands like McVitie’s, Foxes and well as at Christmas, without requirCadbury that customers are really on ing retailers to create extra space the look-out for,” he says. on shelf or run the risk of having However, Gill also says that, when residual seasonal specific products planning out his range for Christmas left that may lose relevance after the he is mindful of the risk of having occasion,” he says. too much stock on shelf when the Before we get too worried about festive season ends. Christmas-themed products, “We have to be quite careful about however, it’s also worth noting that the amount of stock we bring in, they play vital role in adding to the so this limits the size of our range. excitement of the season for many As soon as Christmas is over these consumers.

£300m

p25-30 Christmas Snacking.indd 26

We have to be quite careful about the amount of stock we bring in, so this limits the size of our range

“In the run up to Christmas, the most important snacking item for all retailers to be stocking is confectionery,” says Hancocks’ Chris Smith. “Having a full range of festivethemed treats is the perfect way to get all of the family involved and cater to everyone’s preferences. “Christmas-themed chocolate and sweets are multifunctional during the festive period as they can be used for presents, decorations and as the perfect treat to have around your home, making them the ultimate Christmas snack.” Hancocks’ range for 2021 includes Bonds Festive Tipples, a range of gummies developed for the Christmas season, with flavours such as rhubarb gin, mojito and prosecco. American confectionery is also a continuing trend and the wholesaler will be stocking a new Nerds Advent Calendar this year for retailers to appeal to customers who prefer sweetfilled calendars. Having an up-to-date range is, of course, just one part of the challenge when it comes to finding success at Christmas. “Ensuring that products are displayed and packaged well is a great way to maximise sales and appeal to customers visually,” says Smith. “A lot of the time over Christmas, customers can feel overwhelmed

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RN 10 September 2021 // betterRetailing.com

CHRISTMAS SNACKING LAUNCHES AND MUST-STOCKS 2021 Biscuits and cakes

by the volume of festive themed products around. Through clear and attractive PoS you can be sure that your products will turn the heads of customers and translate into sales for the product. “Retailers should optimise aisleend displays and use them to showcase products such as shaker cups, advent calendars and easy-to-grab items for shoppers.” For Harj Gill, bringing the Christmas spirit to his store is a family affair. “When September arrives, we usually start building a promotional display or two. Rather than use too much supplier PoS, I tend to build a display specifically for our store. My wife and kid will help, and we’ll get out the tinsel and things like that,” he explains. While Gill says getting ready for Christmas has to start early, he also says that the real sales rush begins in December. “Most of our trade happens in the last few weeks before Christmas, when you start to get the work events and children leave school and want to give a present,” he says. Yet, as Gill knows, the success for that final period – and the whole of the festive season – rests on good planning and starting early. With that in mind, it’s time to start the journey towards a much needed (and very profitable) Christmas 2021 now.

p25-30 Christmas Snacking.indd 27

McVitie’s Milk Chocolate Digestives Returning this year are McVitie’s Milk Chocolate Digestives Gingerbread after generating sales worth £1.2m. Joining the range is McVitie’s Mince Pie Milk Chocolate Digestives. Available in bold, festivethemed packaging, the two flavours have an RRP of £1.59.

McVitie’s Jaffa Cakes Jaffa Hamper McVitie’s Jaffa Cakes Jaffa Hamper includes a pouch of McVitie’s Jaffa Cakes Nibbles, three McVitie’s Jaffa Cakes Cake Bars, three Jaffa Cakes Original three-packs and the brand’s Orange & Cranberry 10-pack. Packaged in the brand’s recognisable colours, the hamper has an RRP of £4.

Flipz Gingerbread Flipz Gingerbread is available in a 150g sharing pack and is coated in a rich and warm gingerbread glaze. Pladis is also running a Flipz on-pack promotion, offering shoppers the chance the win a PlayStation 5 every day, along with additional prizes for runners-up. It has an RRP of £1.50.

Cadbury Festive Fingers New for 2021, Cadbury Festive Fingers contains Cadbury Dairy Milk Fingers, Bourneville Fingers and Orange Fingers. The launch is designed to help retailers tap into adults’ gifts or as a gift to be shared with family. Cadbury Festive Fingers has an RRP of £4.50.

Oreo Festive Favourites Returning this year to Mondelez’s Christmas range is Oreo Festive Favourites. In addition to the brand’s original flavour, Oreo Festive Favourites also contains a vanilla filling enrobed with Cadbury’s chocolate. Oreo Festive Favourites is ideal for sharing and has an RRP of £2.99.

Cadbury and Oreo Selection Box The Cadbury and Oreo Selection box is filled with Cadbury and Oreo biscuits, including Cadbury Fingers. An ideal sharing box, the Cadbury and Oreo Selection box has eye-catching packaging leading to strong stand-out on shelf. The selection box has an RRP of £4.

The Great Big Box of Fingers Returning this year is The Great Big Box of Fingers. The line is designed for sharing with loved ones and puts a festive touch on a Cadbury classic. The Great Big Box of Fingers has an RRP of £6.50.

Crisps, snacks, and nuts Popchips Health is likely to remain a factor in the lead up to Christmas. Popchips recently moved to the number one ‘better for you’ brand within sharing in the crisps, snacks, and nuts category, according to KP Snacks’ Matt Collins. Available in a range of formats, Popchips appeals to younger shoppers who are looking to make healthier choices. KP Nuts Popular KP Nuts flavours, Original Salted, Dry Roasted and Honest Roasted Peanuts will be available in large sharing bags and KP Caddies, ideal for social gatherings this festive period. “For shoppers looking for something a bit different, KP Nuts flavours and coated nuts are perfect,” says Collins. “This range not only includes the Honest Roast variety, but also Aromatic Thai Chilli Coated Nuts, which launched earlier this year.”

Butterkist popcorn Butterkist is available in four flavours, including the brand’s new Crunchy Orange Chocolate flavour toffee popcorn. According to Collins, popcorn is the fastest growing segment at Christmas, growing by 16% year on year in 2020.

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SNACKING

betterRetailing.com // 10 September 2021 RN

CHRISTMAS SNACKING LAUNCHES AND MUST-STOCKS 2021 Confectionery KitKat Festive Friends Bag KitKat Santa is back to lead Nestlé Confectionery’s 2021 Christmas range alongside a KitKat Festive Friends Bag (RRP £3.50). The bag contains 12 individually wrapped festive shapes, including a Christmas tree, elf, snowman and reindeer.

Aero Festive Snowy White Block Aero Festive Snowy White Block follows the launch of the brand’s Dreamy White Snowbubbles last year. The Snowbubbles also returns this year and features the same white and milk bubbly taste. The Snowy White Block and Snowbubbles both have an RRP of £1.

Milkybar Festive Friends Sharing Bag New this year, Milkybar Festive Friends Sharing Bag (RRP £1) contains an array of white chocolate festive shapes with a creamy white filling and crispy pieces, all individually wrapped to retain freshness and quality. Each bag contains seven pieces of different festive shapes, including a gingerbread man, bauble, Christmas tree, stocking, snowman and Santa.

Kinder Bueno Advent Calendar Available now, the 167g Kinder Bueno Advent Calendar (RRP £7) contains eight classic, seven white and seven dark mini Kinder Buenos, with door 24 hiding a full classic Kinder Bueno. The launch is designed to support retailers in offering shoppers more choice and drive excitement in the lead up to Christmas Day. Galaxy Truffles Galaxy Truffles are returning this year, with the addition of Caramel and Orange flavour varieties. According to the supplier, Galaxy Truffles was the number-one new product for Christmas 2019 and continued to grow in 2020, despite the lockdowns. Thorntons Cheeky Reindeer and Cheeky Elf The Thorntons moulded figures range will be relaunched this year, but with a new Cheeky Reindeer and Cheeky Elf figure (RRP £2.50). Both are designed to liven up Christmas stockings and provide a premium treat for families. Grand Rocher Dark Grand Rocher Dark is available in a 125g format (RRP £5) and is ideal for gifting and sharing. The new product is a hollow dark chocolate shell with hazelnut pieces and the launch will be supported by PoS and digital assets. Maltesers Mint Reindeer Maltesers Mint Reindeer is new to Mars Wrigley UK’s Christmas 2021 range. The launch comes as mint flavour products have rapidly grown by 34% over the past year. Maltesers Mint Reindeer is a bitesized treat that aims to drive shoppers to the segment.l

p25-30 Christmas Snacking.indd 28

»

07/09/2021 11:06


A

QUALITY STREET INTRIGUE 200g Pack

AERO BLISS 176g Pack

QUALITY STREET 450g Bag

QUALITY STREET INTRIGUE 200g Pack

QUALITY STREET 650g Tub

AERO FESTIVE WHITE BLOCK*

MILKYBAR FESTIVE FRIENDS*

SMARTIES PENGUIN*

90g Block

57g

18.5g

MILKYBAR REINDEER*

AERO SNOWBUBBLES* 80g Bag

17g

AERO FESTIVE ORANGE BLOCK* 90g Block

Nestlé® seasonal impulse +28% in Wholesale & Convenience 2020* *Source: IRI Infoscan, Confectionery Database, Value Sales, 20 weeks ending 26.12.20, Convenience exc Major Mults. ® Reg. Trademark of Société des Produits Nestlé S.A. For illustrative purposes only.

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betterRetailing.com // 10 September 2021 RN

SNACKING A CHRISTMAS SNACKING GUIDE TO HIGH PROFITS We’ve compiled a list of the top Christmas snacking lines, based on data from The Retail Data Partnership. Included are the most-common prices and margins.

Discover the Choice Mince Pies six-pack Most-common price: £1.25 Most-common margin: 20% Discover the Choice 20 Cocktail Sausages 200g Most-common price: £1.59 Most-common margin: 28% Jacob’s Cream Crackers & Crispbread 300g PMP £1.39 Most-common price: £1.39 Most-common margin: 22% Jacob’s Selection Crackers & Crispbread 300g Most-common price: £3.35 Most-common margin: 19% Jacob’s Crackers & Crispbread 450g Most-common price: £4.89 Most-common margin: 20% Fox’s Crunch Creams Golden Sandwich Biscuits 230g Most-common price: £1 Most-common margin: 25% Fox’s Viennese Chocolate Filled Biscuits 120g Most-common price: £1.50 Most-common margin: 50%

p25-30 Christmas Snacking.indd 30

Fox’s Party Rings 125g Most-common price: 85p Most-common margin: 26% KP Original Salted Peanuts 65g PMP £1 Most-common price: £1 Most-common margin: 31% Cadbury Fingers Orange 114g Most-common price: £1.65 Most-common margin: 27% Cadbury Fingers Milk Chocolate 114g PMP £1.29 Most-common price: £1.29 Most-common margin: 23% Cadbury Snowy Chocolate Coated Biscuits 115g Most-common price: £1 Most-common margin: 20% Cadbury Festive Friends 150g Most-common price: £1 Most-common margin: 20% Oreo’s 154g PMP 79p Most-common price: 79p Most-common margin: 21% Oreo Original Box 440g Most-common price: £3 Most-common margin: 17% Oreo Birthday Party Biscuits 154g Most-common price: £1.25 Most-common margin: 30%

Data is based on a sample of 3,421 stores from The Retail Data Partnership.

Happy Shopper Gingerbread Man Filled Biscuits 65g PMP two-for-£1 Most-common price: 59p Most-common margin: 20%

07/09/2021 11:06


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THIS WEEK IN MAGAZINES

In partnership with

Opportunity of the week

DYLAN VINYL

Tim Murray, RN magazines reporter

Rachael Oakley, of Byline Publishing, explains the new Dylan Vinyl partwork series offering all the troubadour’s 40-plus albums on vinyl launching on 15 September Rachael Oakley

FAST & FURIOUS SALES AHEAD

Managing director, Byline Publishing

What’s the Dylan Vinyl partwork about? Byline Publishing has acquired the UK rights for the Dylan Collection from Sony Music. It was originally only available as an Italian launch. We’ve worked with Sony for a number of years and have great contacts there. We’re all excited for this series, especially as it is Dylan’s 80th birthday year. Subtitled The Definitive Collection, the series comprises all of his studio albums – apart from the 2020 album – starting with The Times They Are a-Changin’. Every album is a high-quality 180g pressing. The sound quality is fantastic and each vinyl comes in the official sleeve with original artwork, the same as a normal studio release. The series is not entirely chronological, but it follows his career, starting in the 1960s and working through the subsequent decades. How much will it cost? Issue one is priced at £7.99, then the regular single album price is £15.99. There are 41 issues planned.

The vinyl and magazine series represents excellent value for money – in comparison with what’s on offer in a number of high-street and online retailers – for retailers and consumers. What does it come with? As well as the 180g vinyl, there is also an eight-page magazine with a collector's poster, plus facts about the album, key news stories from the year of its release and full track listings. We also reproduce the original sleeve artwork. How will Byline be supporting it? Our dylvanvinyl.com website is ready to go, plus we have a 10-second TV ad breaking on the night of 14 September that directs consumers to “all good newsagents and retailers” to buy the first issue. The ad

will be on channels such as C4, Dave, Sky and ITV. We’ll have plenty of social media activity, too, and will target Dylan fan clubs. Who will buy it and why should retailers stock it? The price of vinyl is going up and this collection offers a better price for consumers than anywhere else. This offers fans affordable vinyl albums they might not have. We’re keen to appeal to younger fans, too, who know who Dylan is but may not have any of his albums. We also hope to attract people who may have Dylan albums on CD but are now making the leap to vinyl. There’s something really satisfying about vinyl. The partwork format coupled with the price makes it a must-have purchase.

The ninth Fast & Furious film hit cinemas this summer and further sequels are on the way. The franchise survived being relegated to straight-to-video status about halfway through, before returning to cinemas, and is now receiving the ultimate accolade – a lengthy partwork from De Agostini via Marketforce, spread over 110 issues. As Marketforce’s Mark Murray notes, its value to retailers is vast: “The key figure is the value of the collection to the individual retailer – it’s more than £1,000 for the 110 parts.” You may have seen the TV advertising for the publication, highlighting the Dodge car fans can build, and the contents of the accompanying Fast and Furious magazine. De Agostini and Marketforce are aware of the importance of independent retailers to the success of the partwork. Murray says: “We know this kind of thing does well and independents are key for generating loyal customers.” The theatrical release for the film was repeatedly put back, but the publication has arrived on shelves after the ninth film was released at cinemas (and helped jump-start the return to screens for the public) and ahead of its home entertainment bow. With Sky now advertising the digital release, its profile remains high. De Agostini and Marketforce are clearly hoping for the double whammy – film fans wooed by the movie memorabilia aspect, as well as partwork model-build fans. “The delays have helped us with that,” concludes Murray. “There aren’t many other model builds out there at the minute, meaning the model builders will be keen on it.”

BRAND

NEW!

ON SALE NOW! 2021/22

Packets £1

TRADING CARD GAME

Starter Pack £5.99 © The Football Association Premier League 2021

PL_AXL_21-22_BANNER_ADS.indd 1

p32 TWIM 1.indd 32

ONWHO’S SALE NOW! IN YOUR SQUAD?

paniniadrenalynpl.com

28/07/2021 09:57

07/09/2021 12:23


33

RN 10 September 2021 // betterRetailing.com SYMBOL KEY

Terms change

Launch activity

One Competition Special shot issue

Free gift

Sales Bumper Redesign Spotlight Newspro issue recommends trend

SPECIALIST CHOICE NEW STATESMAN

l The long-running, liberal-leaning publication hits the shelves with a new look and feel. l The rebrand establishes a new and exciting image for the title, which continues to offer a well-known cast of contributors.

THE PEOPLE’S FRIEND THE MAGIC OF CHRISTMAS l The women’s weekly anticpiates the approaching winter with a seasonal special. l This issue includes memories of bygone Christmases as well as planning and tips for 25 December this year and beyond.

MOJO

l The music monthly now has an increased cover price reflected in free art cards, a CD and an expanded edition. l The October issue includes reviews, features and news on classic sounds and the best in new music from its team of writers.

RECORD COLLECTOR

l This is a special edition of the magazine for vinyl and music junkies, with added pagination and an increased cover price. l This bumper issue includes a look at the rarest records in the market, as well as a tribute to the late Rolling Stones drummer, Charlie Watts.

On sale 10 September Frequency weekly Price £4.99 Distributor Marketforce Display with The Spectator, Private Eye Barcode 9771364743186

On sale 16 September Frequency one-shot Price £3.99 Distributor Frontline Display with The People’s Friend Barcode 9771758163064

On sale 21 September Frequency monthly Price £6.75 Distributor Frontline Display with Uncut, Record Collector Barcode 9771351019966

On sale 9 September Frequency monthly Price £6.25 Distributor Marketforce Display with Uncut, Mojo Barcode 9770261250254

ALEX MAXWELL, LA BIBLIOTEKA, SHEFFIELD

On sale 6 October Frequency quarterly Price £7 Distributor Seymour Display with Private Eye, The Week Barcode 9772050754035

POSITIVE NEWS What’s it about? There are so many negative stories out there, but this is a magazine that looks for good things to write about. Who buys it? It’s for people who are looking for a chink of light in the media landscape, and there are quite a few of those.

Bestsellers COUNTRY & TOWN HOUSE

l This edition comes with two supplements and should be one of the title’s bestsellers of the year. l School House looks at the best in education for parents in the UK, while Country & Town Interiors looks at the best in design and decor.

GLITTER PRINCESS GOODY BAG

l Two magazines, Shimmer & Shine and Nella, are included in this special package. l The package also includes a number of free gifts alongside the entertainment and activities included in the publications.

p33 TWIM 2.indd 33

Music On sale 8 September Frequency monthly Price £4.90 Distributor Marketforce Display with Country Living, Your Home Barcode 9771757737990

Title 1 Mojo 2 Uncut 3 Record Collector 4 Classic Rock 5 BBC Music 6 Gramophone 7 Vive Le Rock 8

Metal Hammer

On sale date

In stock

21/09 14/09 09/09 14/09 30/09 15/09 07/10 16/09

On sale 10 September 9 Guitarist 17/09 Frequency bimonthly 10 Uncut Ultimate Guide 09/09 Price £4.25 Distributor Marketforce Data from independent stores supplied by Display with Fun To Learn Peppa Pig, CBeebies Weekly Barcode 9771749579904

07/09/2021 10:40


34

betterRetailing.com // 10 September 2021 RN

THIS WEEK IN MAGAZINES

editorial@newtrade.co.uk 020 7689 3357 f facebook.com/thisisRN

Partworks and collectables Title

No Pts

£

Byline 1 41 7.99

Bob Dylan Vinyl

DeAgostini

Title

No Pts

£

The New Marvel Ultimate Graphic Novel Collection 251 280 9.99 Warhammer Imperium 3 80 5.99

2 110 4.99

Star Wars: Build Your Own X-Wing

94 100 9.99

Eaglemoss 94 100 11.99

Legends of Batman

Hachette

2000 AD Ultimate Collection 105 140 9.99 Battleship Bismarck 127 140 8.99 Build The Spitfire 77 120 9.99 DC Comics Heroes & Villains 18 100 9.99 Disney Cross Stitch 52 90 3.99 Disney My Little Library 54 100 2.99 Peter Rabbit Patchwork Quilt 91 139 4.99 The All Killer No Filler Deadpool Collection 79 100 9.99 The New Marvel Ultimate Graphic Novel Collection (Relaunch) 145 170 9.99

F1 Collection Rossi Bike Collection Ferrari F40 Supercars

126 140 10.99 33 46 10.99 57 100 8.99 65 80 11.99

Panini Baby Shark My First Sticker Album Disney Frozen 2 Sticker Collection Disney Pixar Luca Movie Sticker Collection Fortnite Official Trading Card Collection Series Two Minecraft Treasure Sticker Album Premier League Adrenalyn XL Plus Puppies and Me! Sticker Collection Raya & The Last Dragon Sticker Collection

3.99

0.70

3.99

0.90

3.99

0.90

8.99

2.70

3.99 0.90 N/A

Starter Stkrs/cards

UEFA Euro 2020 Adrenalyn XL 2021 Kick Off Official Trading Cards Collection 4.99 1.80

Panini Partworks

Fast & Furious: Build The Dodge Charger

Title

UEFA Euro 2020 Tournament Edition Official Sticker Collection 3.99 1.80

Title

Starter Stkrs/cards

DeAgostini Magiki Princesses 2.50 Magiki Unicorns 2.99 Sharks & Co 3.50

Intermedia

Squishy 2.99

Magic Box Zomlings Series 6 0.50 Star Monsters 1.00 SuperZings Series 2 5.00

Brown Box

Topps

Pokémon – 2.79 – 1.75

I Love Koalas Figurines WWE Slam Attax UEFA Champions League Best of the Best Match Attax Xtra Match Attax Xtra 21/22

– 5.00 –

3.00 1.00 1.00

WWE Sticker Collection

5.00

1.00

Frozen 2 3.99 Hot Wheels 1.85

Pokémon Sword & Shield 3.99 Pokémon Darkness Ablaze 3.99

1.00

3.99 0.90 3.99 0.90

Newspapers Daily newspapers price/margin pence/margin % Sun

65p

14.5p

Mirror

90p

18p

Mirror (Scotland)

95p

Daily Record

22.3%

Saturday newspapers

Sunday newspapers

Sun

95p 20.3p 21.4%

Sun

£1.30 27.3p

21%

20%

Mirror

£1.50 30p

20%

Sunday Mirror

£1.90 38p

20%

19p

20%

Mirror (Scotland)

£1.40 28p

20%

People

£1.90 38p

20%

90p

18p

20%

Daily Record

£1.40 28p

20%

Star Sunday

£1.30 26p

20%

Daily Star

55p

11p

20%

Daily Star

90p 18p

20%

Sunday Sport

£1.10 26.73p 24.3%

Daily Mail

80p

17.85p

Express

80p

16p

Express (Scotland)

80p

Telegraph

£2.50

Times

£2.20

46.2p

FT

£2.90

58p

Guardian

£2.50

55p

i

65p

14.3p

i (N. Ireland)

65p

Racing Post

£3.90

Herald (Scotland) Scotsman

22.31%

Daily Mail

£1.10 23.1p

21%

Mail on Sunday

£1.80 37.8p

20%

Express

£1.30 26p

20%

Sunday Mail

£2 40p 20%

16p

20%

Express (Scotland) £1 20.6p 20.6%

Sunday Telegraph

£2.50 51.25p

51.25p

20.5%

Telegraph

£3 57.4p 19.1%

Sunday Times

£3 63p 21%

Times

£2.50 52.5p

21%

Observer

£3.50 85.7p

FT

£4.30 94.6p

22%

Scotland on Sunday £2.40 52.8p

22%

Guardian

£3.50 77p

22%

Racing Post

22%

iWeekend

£1.20 25.8p

21.5%

SundayHerald(Scotland) £2

14.3p

22%

i (N. Ireland)

£1 21.5p 21.5%

Sunday Express

£1.90 38p

20%

80p

20.5%

Racing Post

£4.20 86.1p

20.5%

Sunday Post

£2.20 44p

20%

£1.50

33p

22%

Herald (Scotland)

£1.95 42.9p

22%

£1.80

40.5p

22.5%

Scotsman

£2.20 49.5p

22.5%

21% 20%

Weight Watchers Watchers 4-5 17-18 December Weight September Sunday Times Times Daily Telegraph Telegraph Observer Sunday Times Sun FT Daily Mail Sunday Telegraph Mail on on Sunday Sunday Mail Guardian Guardian The Times Daily Mail

42p

20.5% 24.5% 22% 20.5% 21%

Scale of third-party advertising insert payments

Total Total Supplements Supplements 15 weight weight weight weight

Ad Heaviest Ad inserts inserts Number Number of of Heaviest 30 weight Inserts ad insert insert weight Inserts ad 965g 490g 60g 3 50g 1,230g 495g 175g 3 160g 760g 510g 0g 0 0g 895g 310g 35g 3 35g 575g 30g 10g 1 10g 760g 295g 25g 1 25g 565g 220g 100g 5 35g 750g 450g 0g 0 0g 515g 440g 75g 3 35g 635g 230g 35g 2 25g 405g 395g 10g 620g 160g 35g 370g 350g 20g 620g 240g 35g – – – 565g 200g 65g

£3.90 80p

21%

1 10g 3 15g 2 1 10g 35g – – 3 35g

Insert Original Mail Mirror News Express Guardian Telegraph weight scheme UK

Observer

Cumulative? no no no no no no no no 0-69g 70-100g

n/a n/a n/a n/a n/a n/a n/a n/a 1.5p

3.1p 2.57p 2.7p 2.93p 2.93p

2.93p

2.75p

101-200g

2p

3.9p 3.36p 3.3p 3.65p 3.65p

3.65p

3.35p

201-300g

4p 6.65p 6.09p 5.5p 6.26p 6.26p

6.26p

5.75p

301-400g

5p

7.06p

7p

8.5p 7.43p 6.7p 7.06p 7.06p

401-500g * 9p

* * *

*

*

*

Over 500g

*

*

*

*

*

9.5p

*

*

* By negotiation

Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. DMGT =2p. Reach Plc =2p. Telegraph Group =2p. Per copy supplied JPI Media =2p. Financial Times =2p. Reach Plc =2p

p34 TWIM 3.indd 34

07/09/2021 11:11


#retailtogether

We know that it’s been one of the most challenging years in independent retail with the way you need to run your stores having changed almost overnight. We also know that with the lack of physical events taking place, there’s less of a chance to connect with like-minded retailers. That’s why we started #retailtogether, an informal digital networking event to help independent retailers share experiences, discuss issues and ideas, and see a few friendly faces. Join us every other Thursday at 4.30pm

Register for the next session at betterRetailing.com/ retailtogether or call the team on 020 7689 0500

RetailTogether.indd 1

07/09/2021 10:52


DON’T MISS THE NEXT ISSUE OF RN OUT

17 SEPTEMB ER

Passion killer: how to know when it’s time to give up on your passion projects, and do so effectively PLUS Christmas alcohol: get your range right and maximise alcohol sales over the festive period THE LEADING TITLE FOR NEWS AND CONVENIENCE RETAILERS THE LE S ADING AILER TITLE CE RET N FOR N IE EWS A NVEN CO D N ND CO EWS A NVEN N R IENCE TLE FO TI RETAIL G ERS ADIN LE Electronic shelf E TH

labels explained

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The best independent retailers stay ahead by reading RN each week. Do you? ORDER YOUR COPY from your magazine wholesaler today or contact Kate Daw on 020 3871 6490

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