RN - 22 March 2024

Editor

Jack Courtez

@JackCourtez

07592 880864

News editor

Megan Humphrey

@MeganHumphrey_ 07597 588972

Features editor

Charles Whitting

@CharlieWhittin1

020 7689 3350

News reporter

Alice Brooker 07597 588955

Head of design

Anne-Claire Pickard

Senior designer

Jody Cooke

Junior designer

Lauren Jackson

Production editor

Ryan Cooper

Sub editors

Jim Findlay, Robin Jarossi

Production coordinator

Chris Gardner 020 7689 3368

Editor in chief

Louise Banham

Deputy insight & advertorial editor

Jasper Hart

@JasperAHHart 020 7689 3384

@LouiseBanham News editor

Alex Yau

@AlexYau_ 020 7689 3358

Specialist reporter

Dia Stronach 020 7689 3375

Features writer

Priya Khaira 020 7689 3379

Head of commercial

Natalie Reeve 07856 475788

Senior account director

Charlotte Jesson 07807 287607

Account director

Lindsay Hudson 07749 416544

Account managers

Megan Byrne 07530 834009

Lisa Martin 07951 461146

Managing director

Parin Gohil 020 7689 3363

Cover image credits:Getty Images/Atelier Mush

Every day, stores just like yours are ripped off by dodgy business rates agents, and little is being done about it. Rather than the total review of business rates promised by the Conservatives in their manifesto, what we’ve got is a patchwork of policies with vague guidance, meaning the treatment and relief you receive can differ from council to council, let alone country to country in the UK.

This is exploited by criminals operating behind professionallooking websites and representatives, promising significant savings on your rates. They lock retailers into contracts guaranteeing them around 25% of any reduction in your rates bill over multiple years, no matter how it is achieved.

I’ve seen stores stuck with invoices for tens of thousands of pounds when a new relief scheme automatically removed their rates bill, despite the agent not having lifted a finger.

Over the past seven years, I’ve named and shamed several, but they often pop up again with different trading names. One tried to lure me to an industrial estate and threatened to break my legs; another was sentenced for domestic violence; one was trading illegally after being banned from running a company previously; another was fraudulently using official certifications they had no right to use; and whistle-blowers warned me another had serious links to organised crime. Like many shop owners dealing with crime in their stores, I’ve handed bundles of evidence to the police, and heard nothing back. Make no mistake, business rates scams may be white-collar offences, but those behind it can be violent criminals.

I mention all of this because last week I received a tip-off about another group of scammers, and a warning that upcoming changes to rates in the new financial year present a major opportunity for these individuals to prey on all small businesses. Last week also saw the government release its plan for tackling ‘rogue’ agents, but it consists of little action against offenders and instead will generate ‘advice’, putting the burden of not being scammed on the potential victim – you.

Please remember that, despite a professional website or a well-dressed representative, the company offering you significant rates-bill savings may not be what it seems.

HEADLINES

3 INDUSTRY NEWS

Everything stores need to capitalise on the freeze-dried-sweets craze

C-stores to gain greater access to clubcard price-reward scheme

5 SYMBOLS & WHOLESALE

Booker rebate changes create challenges for stores

6 N EWS & MAGS

Reach suggests more price rises likely despite falling sales

7 FED NEWS

PayPoint increases retailer fees for its different terminals

8 YOUR VIEWS

‘Liberty Flights is breaking its promise to take back stock’

INSIGHT

9 PRODUCT NEWS

CCEP promises Monster sales from new Bad Apple variety

11 BRAND IN FIVE

What stores need to know about Cîroc

12 SPRING BUDGET EXPLAINED

The impact of the latest tax changes on your store revealed

14 PRICEWATCH

Better prices for chilled-snack lines

16 STORE ADVICE

The small changes that have a big effect

19 FASCIA GUIDE

How symbol and franchise groups are supporting stores on pricing and range

30 REFILLS

Twelve store successes with refills

32 MAGAZINE SALES

How your shelves’ titles are performing

36 HOUSEHOLD

Fifteen products missing from many stores’ ranges

39 THIS WEEK IN MAGAZINES Inside the Puzzler Junior Puzzle refresh

Stores cash in on craze for freeze-dried sweets

by Megan Humphrey megan.hymphrey@newtrade.co.uk

Independent retailers are generating more than £2,500 a month from selling freeze-dried sweets as social media fuels a surge in demand.

TikTok began selling freeze-dried versions of popular confectionery on its in-app shop, prompting a craze where shoppers were attempting to get their hands on different lines.

Freeze-drying involves removing water from sweets without heat, which retains their vitamins and minerals.

Store owners have described the demand from shoppers as “bigger than Prime”, and urged others to tap into the trend to benefit from margins of up to 50%.

Sophie Williams, of Premier Broadway Convenience Store in Edinburgh, began stocking the products three weeks ago when her manager, Colleen, made the order.

At first, she ordered 50 mixed bags from Exploded Sweets, for between £2.40-£3 each, and sold them for £5.99. “I wasn’t sure how they would sell,” she said. “We

put them out at 3pm, and by the time we shut the shop, all the stock had gone. I ordered another 100 bags, and they sold out in two days.”

Williams said shoppers had travelled hundreds of miles to buy them after she uploaded a video about them on TikTok.

“I’ve never seen a craze like this,” she said. “We are making roughly £600 a week. It’s more about helping our store become a destination because customers buy other things when they visit.”

Natalie Lightfoot, owner of Londis Solo Convenience in Glasgow, is awaiting her delivery from Freeze Dried Sweets, but has taken pre-orders from customers.

“It’s clear the demand is there,” she said. “We need to make sure we price them right for our demographic.”

Retailers can either buy the products in prepacked branded bags, or pay extra to have them delivered in clear packets.

Fiona Malone, owner of Tenby Stores & Post Office in Pembrokeshire, opted for the latter to help strengthen her business’s reputation.

“It’s nice to have some-

HOW TO GET FREEZE-DRIED SWEETS

Suppliers

Freezedriedsweetswholesaler.com (£100 minimum order value)

Explodedsweets.com (no minimum order requirements)

Retailers’ five most-popular lines

1. Drumstick Original Raspberry & Milk Chew Bar

2. Wham Original Chew Bar

3. Maoam Bloxx

4. Vimto Fried Eggs

5. Fruit Salad

thing with your store’s name on it,” she said. “My niece is a graphic designer and has created labels we are going to stick on.

“It’s important to think of ways in which crazes can increase loyalty and

ensure your business is remembered.”

However, due to rising demand, RN understands retailers are experiencing delays with deliveries, with some having to wait an extra few weeks.

April 2025 ban for disposable vapes

Retailers have just over a year to sell through singleuse vapes, following the government’s release of its draft regulation on the disposables ban.

Published last week for England, the draft has outlined a date of 1 April 2025 for the restriction, alongside a £200 fixed penalty for businesses caught selling illicit stock after implementation.

Further potential penalties include compliance/ stop notices, with further fines and/or prison for the most prolific offenders.

The regulations have been written for England and Wales, but currently only stand to apply to England. Further changes may yet be made, with views being accepted until 25 March.

An impact assessment

was included, predicting the retail sector would lose £648m in 2025 and £761m in 2026 due to the ban.

However, ACS chief executive James Lowman called this forecast “incredibly naïve”. He explained: “There are a wide range of fundamental problems with the impact assessment, chief of which is a drastic underestimation of the financial im-

Bestway hybrid launches

Bestway is to launch its first Best-one and Bargain Booze hybrid store in April.

As revealed by The Grocer this month, the store in Bristol will be the first time the impulse and convenience symbol has been combined with the alcohol format.

Bestway has previously combined the Bargain Booze fascia with the Costcutter and Wine Rack symbols.

The first site will be company-owned, with a second store also in the works.

Bestway Wholesale managing director Dawood Pervez said: “We want to provide retailers with the ability to enhance their store offerings to become more appealing to shoppers, and to unlock additional sales.”

Bestway’s extended own-label range will also be displayed at the new hybrid sites.

One Stop in Olio tie-up

One Stop donated more than 155,000 meals to families last year through its partnership with foodwaste charity Olio.

pact of a disposable vapes ban on retailers. Using the overall turnover figure for retail businesses to calculate the profit loss of a ban on disposables marks a complete failure in understanding the category.

“There is nothing in the regulations or the impact assessment that will deter criminals and rogue traders, who will carry on regardless.”

Olio co-founder Saasha Celestial-One said: “We couldn’t be prouder to be working alongside one of the UK’s best-loved convenience retailers to fight food waste – especially while the rising cost of living means so many are going hungry.

“It’s been great seeing our partnership going from strength to strength, and we’re even more excited for what we can achieve in 2024.”

NEWS Budget bites stores

Retailers are to face a series of tax-based changes following the 2024 Spring Budget.

A vaping tax and oneoff increase in tobacco duty from October 2026 were among policies that could squeeze retailers’ margins, as half of the current top-10-selling vape lines will have a £3 duty applied to them.

The one-off tobacco duty will add £2 per 100 cigarettes, so the average price of a 20-pack will increase by 74p to £16.

Retailers will also face costs from a one-off rise in landfill tax for the year 2025/26 to be passed on as high waste fees for stores. Meanwhile, there was disappointment at no mention of business rates being aligned with April inflation.

l Turn to page 12 for more information on how these measures will affect stores

Unilever cabinets dropped

Unilever has terminated its free-on-loan ice-cream cabinets for new retailers in Northern Ireland, while breakdown servicing for all customers will cease from 30 September.

The changes were communicated to store owners in a letter, seen by RN, last month. Other UK nations and the Republic of Ireland are not affected. The decision is due to a change of distribution partner.

Unilever NI out-of-home ice cream director Shay Leonard said new customers wishing to purchase a cabinet must go through Wall’s directly.

MyDD Points close to launching with symbols

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

Rewards scheme MyDD Points is “months away” from launching symbolgroup-backed versions.

In an exclusive interview with RN, Kandiah T Konesh, chief executive of MyDD Points, claimed 2,500 UK shops are now using the service, with convenience stores achieving a 15%-20% uplift in total sales.

“Whatever the multiples can do, independents can do through this programme,” said Konesh.

He added that it enables stores to:

• Offer shoppers members-only pricing on key lines, similar to the ‘Clubcard prices’ offered by supermarkets such as Tesco.

• Give shoppers points for every £1 spent in store that can be redeemed for goods, with the level of points and pay-out threshold set by the retailer.

• Run prize draws with entries given each time a customer spends a certain amount.

• Push targeted promotions to win back shoppers that have stopped visiting.

• Send out offers to clear short-life stock, helping to improve footfall, sales and waste levels.

• Sell gift vouchers that can be spent in their store.

At the moment, each store runs and brands its own scheme on the MyDD Points app, but a second option is coming soon.

Konesh said: “We are talking to Costcutter directly, plus Londis, Premier, Budgens, Today’s,

Unitas and Go Local. They are all talking to us to promote as their own rewards system.

“There are two or three of them months away from launching our programme. Some of them may be white labelling so they can be used at any store in their group, for instance, as Costcutter Rewards, but existing DD points app customers without any further registration would still be able to use the Costcutter Rewards service.”

The service can integrate with around 30 EPoS providers, or stores can run it from a standalone device.

Konesh added that the service has a £250 signup fee, plus a £50-permonth subscription.

Retailers then receive a half-day of in-store training for their teams, plus point-of-sale packs including printed clubcards, window stickers, shelf talkers, posters and hanging boards.

The company also runs a three-month social media campaign to promote

the service to the store’s local community.

An account manager also provides daily support during the first month.

Konesh said: “We count a success as when a retailer registers a minimum of 1,000 customers. These typically drive 15% of the shop’s revenue.

“If shops register 1,200 customers, we give the retailer the first £600 they’ve paid in set-up and monthly fees back because we know there’s no way of stopping our programme when their sales go up by 20%.”

Explaining the sales impact, Konesh said: “Registered customers come to the store 10 times more than nonregistered customers.

“It’s proven across every store we work with that promotes the service. It won’t work if you don’t promote it properly.”

He added that this advice includes displaying member prices on shelf-edge labels and promoting a sign-up offer

of free points were key parts in ensuring customers join the rewards scheme.

As well as offering independent stores similar rewards, promotion and loyalty tools to major grocers, MyDD Points says it also offers them similar data on who their customers are.

Konesh said: “Local shops might have around 20,000 customers over their trading history. They might know some by face or name, but, for most, they have not got a clue how often they visit, what they buy or why they have stopped visiting.

“A main opportunity [from using MyDD Points] is that shops can identify who their best customers are by most visits, highest spend and so on, and missing customers can be given specific offers.”

l Stores interested in finding out more can email editorial@ newtrade.co.uk with their store details and the subject ‘MyDD Points’

SYMBOL NEWS

EXCLUSIVE

Booker’s new rebate terms put pressure on retailers

by Alex Yau alex.yau@newtrade.co.uk

Booker Retail Partners (BRP) is to increase its Spend & Save threshold by £500 to £4,000, making it tougher for retailers to qualify for rebates.

The changes from 18 March for Premier, Londis, Budgens and unaffiliated retailers were communicated last week in a letter sent to stores, seen by RN.

Based on spend in a four-week period, changes for retailers will be:

• 0.5% discount – £12,075 to £18,112 (up from £11,500 to £17,249)

• 1% discount – £18,113 to £30,187 (up from £17,250 to £28,749)

• 2% discount – £30,188 to £42,262 (up from £28,750 to £40,249)

• 3% discount – £42,263 to £54,337 (up from £40,250 to £51,749)

• 4% discount – £54,338 to £66,412 (up from £51,750 to £63,249)

• 5% discount – more than £66,413 (up from £63,250)

Budgens stores have an additional tier for a 6% discount, with the requirement jumping from £74,750 to £78,488.

In the letter, Booker

Group retail managing director Colm Johnson said: “By way of a reminder, your rebate level is determined by your fourweekly spend on vape, tobacco and non-tobacco purchases at Booker.

“Please note we are increasing the bands for the 2024/25 scheme, but the increase is less than non-tobacco inflation and significantly less than tobacco inflation.

“Booker is proud to serve independent retailers and continues to work hard to support you

and your businesses to improve choice, price and service for its customers.”

The decision has faced criticism from affected retailers. One unaffiliated store owner said: “The delisting at depot is out of hand – we’re missing some big-brand names such as Rowntree’s, Saxa, Dolmio and Batchelor’s.

“It was harder meeting the Spend & Save threshold as it was. Lots of retailers are finding savings at other wholesalers.”

One Londis retailer added: “Booker is getting

stricter. It seems to be a yearly trend. It’s not too much for us to meet the new requirements, but some retailers are facing more pressure because of the range cuts.”

A rival wholesaler said some Booker retailers were choosing to switch over to it, with the recent Spend & Save increase being “the final push”.

Meanwhile, one impulse supplier confirmed to RN it had been delisted by Booker for not offering a price-marked version of its product.

Unitas improving availability

Unitas is working with a procurement provider and logistics company DHL to help its wholesale members pass on cost savings and improve availability for retailers.

Speaking to RN at the wholesale group’s annual Connect 24 conference last week, managing director John Kinney said Unitas had partnered with Auditel to help its

wholesalers save money on a number of services.

He added: “We want to help our members look at how they can pass savings on their customers. Working with Auditel, we’re finding cheaper solutions to energy, fuel and stationery.

“We’re seeing some big savings. United Wholesale Scotland is saving up to £20,000 per month.”

Other members of Unitas include Blakemore, Parfetts, Dhamecha, Filshill, Dee Bee and Lioncroft Wholesale.

Meanwhile, Kinney confirmed Unitas was also working with DHL to help its members improve availability. He added: “We’ve been working with DHL to do some cost modelling as part of a supply-chain-optimisa-

Bobby’s boost in Scotland

Confectionery wholesaler

Bobby’s Foods is boosting support for stores in Scotland following “strong growth” in the region.

The company’s national sales development manager, Dave Clarke, told RN sales were positive in the country, counting Filshill, United Wholesale Scotland, Greens Retail and One-O-One stores among some of its major accounts across Scotland.

“We’re in our seventh consecutive year of growth,” he added.

To help support the growth, Bobby’s recently appointed David Strachan as key accounts executive, overseeing relationships with retail partners.

Strachan added that Bobby’s had been working with forecourt group Penny Petroleum, supplying and merchandising the company’s stores through its Apex service.

Parfetts upgrades order app

Parfetts has improved its ordering app to provide retailers with more tailored product suggestions and promotions.

tion project.

“We’re looking at order forecasting and demand planning, through to the physical movement of stock.

“DHL is helping us understand opportunities and shape whether we go through a central distribution route or not.”

l Go to betterretailing. com and search ‘Unitas’ for the full interview

Using artificial intelligence, the app will suggest more appropriate products and offers based on a store owner’s purchase history.

Retailers can also scan barcodes to instantly add products to their orders.

Parfetts digital marketing manager Melanie Bruton said: “Our mission is to help retailers maximise their margins, and our investment in AI ensures the best and most appropriate offers are available in the app.”

EXCLUSIVE Vintage reprints praised

NEWS & MAGS Reach claims data-led price-rise success

Independent retailers are praising publishers for reprinting popular early comic books, citing sales success.

The reprints include first issues of titles such as Amazing Spider-Man and Batman.

Retailers told RN they can be ordered like regular comics through distributors, but – unlike imported comics – single purchases can be made.

James Cobley, of Newsstand Comics in Dartford, said: “There are facsimiles being reprinted of hugely valuable titles at regular price. They look great forwardfacing, and sell forever.”

He added: “They are reliable sellers because you never have to rotate them, so you don’t have to worry about them.

“These are old titles people have heard about and remain interested in. People are really excited to see them on the shelf.”

Eco plan for cover mounts

The Professional Publishers’ Association (PPA) has confirmed plans to introduce “sustainability guides” for children’s magazines.

The Children’s Magazine Pledge is in development by the PPA and has already recruited a number of publishers, including Immediate.

Although details of the plan have not been released yet, RN understands it will include a “sustainability guide” for each category of covermounted toy.

The results are expected this spring.

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

Reach has cited a new “data-led” strategy as the reason it has seen a sharp rise in cover-price increases in the past year.

The publisher’s financial results for last year, published on 5 March, revealed a slight fall in print circulation.

However, Reach claimed that “volume decline is actively managed alongside circulation and cover-price increases”, as well as a decrease in printing costs.

In a call with its investors, held last week, chief executive Jim Mullen confirmed the firm is using “data” to make decisions, and that price increases over the past year had been “carefully considered”.

Chief financial officer Darren Fisher said the use of data to determine cover-price increases was the reason there had been more in 2023 than previous years, and hinted at more in the future.

“The teams have access to a significant amount of data that has built up over many years, and this is used to determine opti-

mal levels of availability and cover-price increases,” stated the report.

It continues that decision making of this kind had “offset the volume decline with circulation revenue growing 1.6%”.

However, when challenged on whether coverprice increases would cause customers to stop buying, Mullen said the Covid-19 pandemic had been “the biggest test” of its audience’s resilience, showing readers would continue to go to their local shops to buy papers even when it represented significant risk.

He agreed inflation increased the strain on purchases, but remained convinced of the resilience of these customers.

Rory O’Brien, owner of Papersdirect, told RN: “I’ve noticed there have been more cover-price increases over the past year, and it’s a worrying trend, but the most concerning factor is that we get less and less margin from Reach with each one.

“They’re putting up sales, but we’re not sitting at 19% anymore. I haven’t seen a significant dropoff in customers after any of the cover-price rises,

but overall margin is getting eroded.”

The report from Reach added: “We will continue to carefully balance cover-price increases and availability to deliver a robust circulation performance despite the falling demand for print.

“Print revenue funds the group’s financial commitments and enables investment as it continues to build its digital business.”

RN asked Reach if it would protect retailers’ margins in future price rises, but the company failed to respond.

Kids’ mags dominate launch data

Children’s magazines dominated the top launches of last year, according to Seymour.

The distributor's latest analysis, published in the Wessenden briefing, showed the top three newsstand launches last year were Lego Jurassic World, Rainbow High and Lego Discover.

The fourth spot was taken by Women’s Super

League, the only nonchildren’s title in the top five, with Disney Encanto in fifth place.

Along with children’s magazines, puzzle titles took up a large proportion of launches, but none made it into the top five.

The distributor went on to reveal that 117 titles were launched last year at a regular frequency, com-

pared with 511 one shots, specials or annuals.

Cover prices fell slightly for the average launch, down to £5.34 compared to £5.65 in 2022, but remained higher than the average of £5.10 in 2021.

However, launches for one shots were much larger, with the biggest landing in 18,000 independent stores.

RN understands some

– including football titles, such as Women’s Super League – were moved to being published more regularly after finding success.

Following Immediate Media’s culling of the Audit Bureau of Circulations figures for children’s titles, it is difficult to identify the top-selling titles in one of the most profitable categories.

FED NEWS

Higher service fees for PayPoint retailers

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

PayPoint retailers will face higher charges from April due to a 4.9% increase in its monthly service fees.

The increase is equivalent to a yearly cost increase for stores of between £26.52 and £88.32, depending on the PayPoint terminal they are using.

PayPoint said the rise was part of its annual inflation review, which is based on the higher of the

two indexes – RPI.

In a letter to store owners, seen by RN, PayPoint customer experience director Ben Ford wrote: “We made positive changes two years ago in how we deploy our field team, dedicating twothirds of our people to significantly increase the number of visits we make and to help you make the most of these new opportunities in your store.

“Working in partnership on these new opportunities will ensure that you reap the rewards and

improve earnings into your business.”

Fed national president Muntazir Dipoti said cost increases such as PayPoint’s were “difficult to accept…whether

contractual or not”, but backed PayPoint’s call for stores to “maximise the opportunity that PayPoint can bring”.

He claimed commission paid by PayPoint to Fed members had increased by 23% to £4.2m per year.

Dipoti attributed the success to Fed-backed PayPoint ‘Health Checks’ that provided members with new opportunities, such as parcels, and becoming Park Christmas Savings ‘Super Agents’.

PayPoint is also rolling out further opportunities to selected stores, including foreign-currency collection, Royal Mail parcel services and international driving permits.

South East

Reporting tool rolls out in SE

Stores covered by Thames Valley Police are to benefit from quicker crime reporting and updates, thanks to a new system currently being implemented.

Speaking to Fed members last week, Thames Valley police and crime commissioner Matthew Barber revealed the force had joined hundreds of business-improvement districts and crimereduction partnerships in rolling out crime-management tool Disc.

A pack explaining the system is to be sent to all retailers, outlining how the reporting tool is quicker than calling or using its current online system, and helps catch more shoplifters.

A new ‘victim portal’ on its website will also allow retailers to track updates on their incidents without having to call 101.

Head Office

National

CCEP and Fed demand DRS update

Senior representatives from Coca-Cola Europacific Partners, the Fed and more than 10 environmental charities have called on the government to publish its deposit return scheme (DRS) legislation as planned this spring.

In a letter to Department for Environment, Food & Rural Affairs (Defra) minister Robbie Moore, sent last week, the parties suggested the

Contact

UK is “falling behind” as more countries beat it to launching a DRS. “We urge the government to deliver its 2019 manifesto pledge by laying legislation this spring, ahead of the next General Election,” the letter read.

The call follows claims by newspapers last week that the launch of the UK’s system is to face a new delay, taking implementation from October 2025 to 2028.

While Defra said it “remains committed” to DRS, a senior industry source told RN an important meeting with Defra scheduled for late February to decide on policy guidelines was cancelled at the last minute with no reason given.

The letter highlighted the launch of Ireland’s DRS at the beginning of February this year and suggested the UK government visits to see

the “economic, social and environmental benefits”.

The latest statistics from Ireland show more than two-million containers were returned in the first month, equivalent to more than 850 returns per participating shop.

However, the footfall benefits mostly went to supermarkets, as a majority of independent stores in Ireland opted out of hosting return points.

Fed crime posters available

The Fed has produced posters for members to help deter thieves from targeting their stores.

The posters make visitors aware that CCTV is in operation and warn that evidence collected will be used in court.

It is also a legal requirement under the Data Protection Act for any public premises using CCTV, such as shops, to make customers aware they are being recorded.

Members can download and print the posters, which come in multiple sizes and themes, from the Fed’s website.

YOUR VIEWS

Still no promised payments

Last year, our local newspaper, the Express & Star, ceased direct distribution – its copies are now supplied by Smiths News. When this happened, we were promised that bond payments of £200, made by stores to Express & Star, would be repaid.

When RN last checked with the publisher before Christmas last year, the company said: “Once the final bill has been paid and any remaining balance is cleared, we will reissue the bonds automatically.”

This final balance has long since cleared and there is still no sign of my bond being returned to me.

I understand the title was acquired by a new publisher and some of these bonds may be quite historic in terms of when they were paid by stores, but the records should be maintained and paid out automati-

cally – these are not their funds, these belong to the store owners and should have been held separately in escrow.

Narinder Randhawa

Great Haywood Spar, Stafford

Editor Jack Courtez responds: “Hi Narinder, despite numerous attempts to get an answer out of MNA Media and the new publisher, National World, I have received no response whatsoever.

“I am extremely disappointed to learn that instead of honouring its promise made to me to automatically return bonds, it is now requesting that retailers affected email katrina. brown@jpress.co.uk or call her on 01902 319381.

“As you correctly pointed out during our last call, there is a risk many stores are unaware of the funds owed due to the length of time the bonds have been held.

“I would suggest any store stocking the title that received direct supply should use the details above to chase bonds they may be owed.”

WE ARE DISAPPOINTED ABOUT THE DELAY OF DRS IN THE UK

Muntazir Dipoti, national president, the Fed

If the rumours currently circulating are true, the development of the UK’s beleaguered deposit return scheme (DRS) has been halted and its introduction further delayed from early in 2025 until 2028. If this is the case, Fed members will be deeply disappointed.

Since the implementation of a DRS was first mooted, the Fed has been hugely supportive – which even caused some eyebrows to be

Why would anyone trust this company?

Liberty Flights called us a few years back offering free stock, SOR and the ability to swap out anything that wasn’t selling. It went great for us until disposables came in and the rate of sale dropped dramatically on liquids.

When I spoke to them about this, the rep agreed as long as we buy disposables from them, we could return whatever wasn’t selling.

We didn’t have a problem until the rep left recently. Since then, we’ve been trying to arrange collections and orders, but the company is refusing to honour the agreement the rep made, asking if we have anything in writing. They must have records of this through the stock previously returned.

Frankly it’s despicable that, in their view, an agreement goes no further than the rep it was agreed with. Why would a retailer ever trust whatever anybody from that company promises them ever again?

Rav Garcha

Nisa multi-site onwner, Midlands

raised. But our members are responsible retailers who care about the local communities they serve, recognise the damage that discarded plastic bottles can do and want to play a role in protecting the environment.

We have always believed that the scheme has huge potential to boost recycling and curb litter, two issues which impact everyone’s surroundings and quality of life. By

VIEW FROM THE COUNTER with Dipak and Jayshree Shah

The government announced the Budget last week and, as expected, there were increases to tobacco duty as well as a levy to be introduced on e-liquids from 1 October 2026.

These rises always happen in every Budget and it doesn’t worry us. JTI and Imperial have also recently announced price increases themselves. We never see these announcements impact demand on tobacco products. Smokers will always buy cigarettes, regardless of any price increase.

Vaping is one of our most popular categories and we see a similar scenario to tobacco. Customers will still purchase them, despite any potential price hikes.

The past week overall has been a busy one for us. We’ve just got back from holiday to celebrate our daughter’s wedding, and following payday in February, customers are splashing out more. We’ve had a lot to catch up on since coming back.

WHAT WE’VE LEARNED THIS WEEK

Our shop is known as the first to get new products in the area and we’ve been keeping an eye on the new Blue Lucozade that’s recently launched. We’ve heard a lot about it through trade press and on social media. I’ve heard it’s been quite popular in stores that have already got it, and our nearest Bestway depot has it in stock.

learning from the flawed scheme in Scotland –which, admittedly, caused us concern – we hoped that a UK-wide scheme would be operational long before 2028.

Similar schemes have been operating successfully for many years in other countries across the world. And only last month, Ireland became the latest country to launch a DRS. While there appears to have been a few inevitable teething problems, everyone involved appears to be confident that these will soon settle down.

According to recent press reports, the latest delay is said to be down to the UK’s devolved governments disagreeing over the inclusion of glass alongside plastic.

If this is true, it means that it will have taken 10 years from a DRS first being announced to finally being implemented. Back in 2018, the then environmental minister, Michael Gove, warned that it was “absolutely vital we act now to tackle this threat and curb the millions of plastic bottles a day that go unrecycled”. How many millions of plastic bottles will have littered our streets, beaches and the sea since then?

Yes

43%

PRODUCT NEWS

Lindt unveils ‘Golden Trails’ ad

Lindt has unveiled a new advert in the lead up to Easter for its Lindt Gold Bunny range. The advert was launched on 4 March and is airing on ITV, Channel 4, Sky Media, Discovery, Prime Video and YouTube. The ‘Golden Trails’ campaign has been created by creative agency Leo Burnett UK. The campaign aims to inspire consumers to purchase a Gold Bunny as an Easter gift, running until Easter Sunday.

Campaign spans: TV channels, video on demand and online

Cawston Press adds Cloudy Lemonade

Cawston Press has added a new Sparkling Cloudy Lemonade to its sparkling juices range. This new variety is available to on-trade distributors and wholesalers in a 24x330ml format. It joins the sparkling juice range alongside Elderflower Lemonade, Sparkling Rhubarb, Cloudy Apple, Ginger Beer and Sparkling Orange varieties. The launch aims to cater to at-home occasions and on-the-go consumption.

Available now

Rude Health reveals Organic Oat Barista

Rude Health has added new oat-based milk Organic Oat Barista to its Rude Health range. The product is available to wholesale channels now including Suma, Essential, Infinity, CLF, Greencity Queenswood and Auguste Noel. Organic Oat Barista is made using spring water, oats, organic pressed sunflower oil and sea salt. It contains 14% oat and has a sweet flavour, ideally to be used in coffee.

RRP £2.40

Chupa Chups Slush Pouch duo

Rose Marketing has collaborated with Perfetti Van Melle to launch Chupa Chups Slush Pouches. The range is available in Cola and Strawberry varieties. Cola and Strawberry are Chupa Chups’ two most popular lollipop flavours. The launch marks an extension of the partnership between Rose Marketing and Chupa Chups following the release of Squeezee Freeze Pops and Eezy Freezy Triangles last year.

RRP £1.25

‘Fingers Crossed’ on-pack promo

Mondelez International has launched its ‘Fingers Crossed’ onpack promotion across packs of Cadbury Dairy Milk Fingers. If shoppers pick up a ‘crossed fingers’ pack, they are in with a chance of winning cash prizes ranging from £50 to £20,000. There are 200 participating packs including Cadbury Dairy Milk, Bourneville, Orange and White Fingers and Cadbury Dairy Milk Fingers Family pack 189g.

Campaign spans PoS material, digital and outdoor advertising

Strongbow launch brings the Zest

Heineken UK has expanded its Strongbow cider range with the addition of Strongbow Zest. Strongbow Zest is a vegan and glutenfree apple cider blended with citrus flavours, containing no artificial flavours, sweeteners or colours. It will be made available to independents this April in 4x440ml and 500ml formats. A 10x330ml format is set to launch in June. It will be supported by a marketing campaign in May.

Available from April

SPECIALIST CHOICE

Krombacher Dark Lager launches

German brand Krombacher’s Unfiltered Dark Lager (5% ABV) contains notes of roasted malt, fruit, caramel and coffee.

On sale now

Available from Morgenrot

Apeal World Organic Lemon & Mint

Apeal World is adding an Organic Lemon & Mint variety to its ‘Activate’ sparkling Apple Cider Vinegar range

The 250ml can has an RRP of £1.99.

On sale 20 March

Available from apeal.world

Divine Chocolate Easter lineup

Divine Chocolate has unveiled its 2024 Easter range, including Divine Flat Eggs (£5) and a limited-edition Divine Joyful Hot Cross Bun Bar (£4.50).

On sale now

Available from RH Amar

Bad Apple joins Monster lineup

by Priya Khaira priya.khaira@newtrade.co.uk

Coca-Cola Europacific Partners (CCEP) has added Monster Juiced Bad Apple to its range.

Available now in plain and £1.65 priced-marked cans, Monster Juiced Bad Apple aims to tap into the apple flavour’s popularity across categories including fruit juice and cider.

The Monster Juiced range is up 25% in value, now worth just over £244m in value sales.

Monster Juiced Mango Loco has contributed to much of this success and is worth £79.7m, making it the number-one flavoured energy drink in the UK, according to Nielsen data.

Bad Apple joins the eight-strong Monster Juiced range, which includes Mango Loco, Pipeline Punch, Aus-

sie Lemonade, Khaotic, Pacific Punch, Monarch, Ripper and Mixxd Punch. Retailers can request Monster Juiced Bad Apple PoS materials and download digital assets via the CCEP website.

Helen Kerr, associate director of portfolio devel-

opment at CCEP GB, said: “More than half of energy drinks’ innovation sales over the past year have come from Monster’s NPD, which has helped us grow our value sales by £111m. Our Monster Juiced range is up by 25% in value.”

Volvic launches Touch of Fruit Sparkling Sugar Free variety

Volvic has expanded its Touch of Fruit range with its new Touch of Fruit Sparkling Sugar Free variety.

The launch includes Strawberry, Mango Passion and Lemon & Lime varieties.

It is available in £1.15 single cans and £3.40 multipacks.

Single cans are available to wholesale and convenience stores. Each single 330ml can contains five calories.

Research indicates that 57% of consumers are taking steps to limit the amount of sugar in their diets, with one in four saying they would increase their fluid intake

if they found a drink that delivered on taste.

Meanwhile, the brand has also rebranded its Volvic Touch of Fruit Still range with a more modern bottle shape and label design along with a new recipe.

The brand has invested £5m in a campaign to support its rebranding and Touch of Fruit Sparkling launch.

Gemma Morgan, category marketing director for beverages at Danone, said: “We believe making water tasty helps to drive healthier habits.

“The revamp of the Volvic Touch of Fruit bottle design and a new hero Strawberry flavour recipe aims to encourage new shoppers to reappraise the flavouredwater category.”

BRAND IN FIVE

1. What is Cîroc Vodka?

Stock a new vibe with Cîroc

Super-premium vodka brand Cîroc has entered the RTD category. Two brandnew sparkling drinks – Summer Citrus and Tropical Passion – are capitalising on the RTD and cocktail-at-home trends

Cîroc’s core range has performed well for many years across the off-trade, with its flagship Cîroc Blue Dot vodka variety owning the highest rate of sale across the super-premium vodka category¹. The brand’s move into the readyto-drink (RTD) space feels like a natural progression, giving its customers across the wholesale and convenience channels the opportunity to excite and intrigue

their shoppers with brand-new, super-premium premix RTD options. It also comes as the UK is Europe’s biggest alcoholic RTD market, currently worth £540m and set to keep growing².

This move by Cîroc into premix RTDs provides retailers with a golden opportunity to tap into demand amongst consumers for great-tasting serves that are convenient and that can be enjoyed on the go or as a treat at home.

In partnership with

Cîroc is known for its quality and flavour innovation. As the brand is Britain’s second-biggest super-premium vodka3, consumers respond well to its new and exciting launches and are attracted to its depth and breadth of flavours within the portfolio. The most popular flavours within the range include Blue Dot, Cîroc Passion and Summer Citrus.

2. What are the latest innovations from the brand?

Innovation is something Cîroc is well known for and it’s recently entered the RTD category with two of the most-popular flavours, Cîroc Tropical Passion (5% ABV) and Cîroc Summer Citrus (5% ABV). These new RTDs provide customers with the super-premium quality of Cîroc vodka, mixed into a serve which is not only delicious, but is in a convenient format. From those surveyed, Cîroc Tropical Passion and Summer Citrus RTDs have high purchase intent of 82%4

3. What opportunities does the RTD category present?

Relevance is incredibly important to the brand when it comes to new innovations, ensuring it is offering new expressions that enable retailers to capitalise on current consumer trends. The RTD category is continuing to flourish, and it remains the fastest-growing category5, with premium RTDs driving growth6. Innovations from Cîroc enable retailers to capitalise on the ongoing demand for convenient formats, as well as high-quality premium spirits.

4. How can retailers promote Cîroc’s products in store?

Retailers can make the most of the promotional materials that have been created to support the launch of the Cîroc RTDs. There are a range of assets available, including social media content, PoS, signage and more – all of which will help to increase visibility in store. Keeping RTDs chilled is also key to encouraging impulse sales, and particularly over summer, warm RTDs could lead to missed sale opportunities. With new products, Cîroc also recommends considering placement within the chiller to be at eye-level to ensure a prime position to grab attention and encourage trial.

5. How can retailers get in touch with Cîroc?

Retailers can get in touch via the relaunched online support platform, Diageo One. The revamped site includes a range of resources specifically tailored to the off-trade, including cutting-edge insights, merchandising advice, training materials, a live chat function, and a comprehensive suite of marketing collateral to attract and engage shoppers. Live now, the site can be accessed for free via desktop, mobile and app, and aims to provide retailers with a wide range of advice, critical insight and tools to supercharge their businesses. Simply sign up to Diageo One by visiting diageo-one.com. l

SPECIAL REPORT

Spring Budget

Alice Brooker, alongside retailers and industry experts, reveals what the latest government changes mean for your business

Chancellor Jeremy Hunt claims the measures announced in the government’s Spring Budget w ill boost growth and cut taxes “for working people”. However, analysis by RN shows independent retailers could see price increases and potential margin cuts on some of their bestselling lines.

A longside this, a number of calls for specific retailer support were ignored, leaving local shops in the lurch once again.

VAPES

A new levy will be placed on all eliquids from 1 October 2026, as part of wider plans to clamp down on youth vaping. Subject to consultation, the rates will be £1 per 10ml for nicotine-free liquids, £2 per 10ml on liquids that contain 0.110.9mg nicotine per ml, and £3 per 10ml on liquids that contain 11mg or more per millilitre.

The UK’s Vaping Industry Association’s director general, John Dunne, said while the tax is put on the manufacturer or importer of the products, it will “disproportionately” increase the cost of goods, and manufacturers may decide to “cook margins”, which would negatively impact store owners.

“It is fair to say that retailer margins may be maintained as, ultimately, the consumer is going to pay a higher cost at the store,” he said. “Distributors and wholesalers work in very small margins, and if their cost of goods increase, retailers could be squeezed.”

Analysis by RN, from the Retail Data Partnership, revealed that 80% of the top-10-selling vape lines in independent stores will increase in price, following the introduction of the tax, with half falling under the highest proposed £3 rate.

The £3 surge would affect 10ml bottles of Edge Open System Refill (18mg) Very Menthol E-liquid, and its 12mg bottles, Jucce Open System Refill (18mg), Liberty Flights Open System Refill (12mg) and T2 Open System Refill (18mg).

Marcus Saxton, chief executive of vape distributor Totally Wicked, said “it will be down to the retailer to manage whether their margin will be reduced” as it depends if they “want to pass the added cost onto the consumer”.

Dean Holborn, of Holborn’s in Redhill, Surrey, criticised the tax and claimed it was “another nail in the coffin” for store margins, but remained optimistic that it won’t change consumer demand, which he described as “still very buoyant”.

TOBACCO

A one-off duty increase will also be placed on tobacco products from

1 October 2026. Hunt said this was necessary “to maintain the financial incentive to choose vaping over smoking”.

The tax rise will add £2 per 100 cigarettes, or 50g of tobacco. Analysis by RN revealed the change will see the average 20-pack of cigarettes in the UK increase, on average, by 74p, up from £15.26 to £16.

The Tobacco Manufacturer’s Associations’ director, Rupert Lewis, told RN he is concerned the levy will fuel sales of illegal products even further.

“An increase in tobacco tax will undoubtedly have unintended consequences, especially for retailers,” he said. “Today, the average pack of 20 legal cigarettes costs £15.26, while a 20-pack of illegal, untaxed and unregulated cigarettes costs, on average, £5.”

He stressed: “Once consumers are priced out of buying legal tobacco, they are increasingly receptive to buying illegal tobacco, which is obtainable everywhere in the UK.”

Despite calls for funding to help combat sales of illicit tobacco and vapes, the government failed to acknowledge this.

NATIONAL INSURANCE

In a move to ease cost-of-living, and “grow the economy”, Hunt con-

A new levy is set to be placed on all e-liquids from 1 October 2026

firmed a 2p cut on National Insurance, following a previous 2p cut in last year’s Autumn Statement.

It is claimed the move will save the average worker £450 a year, and £350 for those who are self-employed. ACS chief executive James Lowman praised the move, claiming “it will help the 400,000-plus people working in the convenience sector and encourage more people into work, relieving pressure on an incredibly tight labour market”.

The move represents a cut from 10% to 8%. Sue Nithyanandan, of Costcutter Epsom in Surrey, said the move wouldn’t have an immediate impact on her business, but it was “good for my staff, coupled with the National Living Wage (NLW) set to rise next month”.

Although not part of the Spring Budget, the government confirmed in the Autumn Budget that NLW will rise by 9.8% from £10.42 to £11.44, representing an increase of £1.02. This marks the largest-ever increase in the minimum wage.

ALCOHOL

The freeze on alcohol duty has been extended until 1 February 2025, after it was due to be unfrozen this August.

A spokesperson for the UK Spirits

Alliance welcomed the news: “Spirits continue to be the highest taxed alcohol category – most people are shocked to hear that 80% of a bottle of gin is tax. We have the highest spirits duty among G7 nations.”

FUEL

Fuel duty will also continue to be frozen at the current rate for another 12 months, maintaining the current 5p cut on petrol and diesel already in action.

The measure is a “welcome” one for retailers, with Hunt suggesting savings of £50 for the “average car driver” next year.

BUSINESS RATES

Hunt failed to address calls for business rates to be aligned with April inflation. Under current rates, two properties with a £500 difference in rateable value would result in an increased rates bill of £2,647 – a huge bill for a retailer with a rateable value of £51,000.

Collier International’s head of business rates, John Webber, said the lack of acknowledgement was a “kick in the teeth for retailers”.

Referencing the potential end of retail, leisure and hospitality relief next year, he explained: “No small shop can realistically plan for the future if they are peering over the cliff edge of a 75% increase in their

Retailers could be squeezed

rates bill next year.”

Holborn said: “It’s the second year of incredibly high energy bills, and we’ve still got no support. These things are really hurting businesses.”

WASTE

Landfill tax is to see a one-off increase for the year 2025/26, which is expected to result in high waste fees for stores.

The move is part of plans to raise £50bn for the government to incentivise a “more sustainable wastemanagement infrastructure”. The standard rate will increase from £103.70 per tonne to £126.15 per tonne, while the lower rate will go up from £3.30 to £4.05 per tonne.

INVESTMENT

In one of very few wins for small shops, Hunt confirmed that full expensing on investment is to now apply to leased assets, as well as owned assets.

Nithyanandan told RN this would benefit her business and give “more leverage for people to invest in their businesses”.

She said: “It used to be that you could expense investment for what you bought, but now it can be for what you lease. If you rent a coffee machine, you can make it part of your tax allowance.” l

Alcohol duty is to be frozen until 1 February 2025

PRICEWATCH

Profit checker Chilled snacks

PEPERAMI ORIGINAL SALAMI 22.5G Price distribution %

50.78% of transactions are processed at 99p

Behind the numbers

Chilled snacks are an important part of a foodto-go range and can prompt additional snacking and drink purchases.

Seventy-one per cent of retailers sell Peter’s Premier Sausage Roll Extra Large Roll at above its most-common price of £1.49, with some going as high as £2.30.

TOP PRODUCTS

Peperami Minis Orignal Cheestrings Original Dairylea Strip Cheese

In terms of the gap between the mostcommon and highest prices, Ginsters Large Sausage Roll stands out: 59% are exceeding £1.49, with some going as high as £2.59. There’s also wiggle room with Peperami’s Original and Hot varieties: both are sold above their most-common prices of 99p by 43% and

We are making a steady margin of 30% and upwards on our chilled snacking range. This primarily consists of Peperami or Cheestrings varieties. As we are not part of a symbol group, we go for chilled snack brands that we can access easily from wholesalers. As we are a rural store, however, we tend to have more customer demand for fresh and locally sourced snacking items. It is sometimes difficult to facilitate this, so we are hoping to expand our packaged snack range by working with a new supplier called The Sandwich Company.

Shital Patel

TOP PRODUCTS

45% of retailers, respectively, with both reaching a highest price of £1.29.

Compare these with the two Fridge Raiders lines: just 20% (Slow Roasted) and 22% (Southern Style) exceed their £1.59 most-common price, which is very similar to last year, with the same highest price of £1.80

Our chilled snacks make a steady 25% margin. A lot of our customers purchase this category after school, so we merchandise the area close to other chilled-food items, smoothies, juices, energy drinks and other soft drinks to help drive incremental sales. We also make most of our sales within this category during lunchtime, so we keep our lunchto-go items in close proximity. Chilled snacking is quite a steady category for us, so we try to keep a core range consisting of our bestsellers, which are normally on-the-go, price-marked snacks.

Dairylea Dunkers Jumbo Tubes

Dairylea Cheese Stick

STORE ADVICE

Small changes, big impact

The RN team talks to retailers about changes they’ve made in store that they wish they’d done sooner

When it comes to independent retail, it can be easy to get stuck into the day-to-day requirements and tasks that need to be done, which can result in ambitious ideas or even small-scale changes not being enforced or introduced. If they’re good ideas, every day they’re not implemented will be costing a business money.

These ideas can range from introducing new products or categories, changing the way you interact with staff and customers, or finding ways to save money.

“I’ve changed my waste manager service,” says Bart Dalla Mura, from Tysoe Village Stores in Warwickshire. “It was costing us about £100 a month and it’s unseen, so you don’t

take care of it. I changed to another service, which has saved me £40 a month. Often, we look at big savings and ignore smaller ones, but they add up. If you can save £10 a day, that’s more than £3,000 a year.”

If you’ve come up with a new way to grow footfall, sales or margins, then it’s key to get your staff on board as well, because it’s more than likely that they’ll be even more stuck in day-to-day thinking rather than the bigger picture of someone else’s business.

“ There are routine tasks and there are growth tasks,” says Dipesh Modha, from Edgware Road Post Office in London. “I’m interested in growth tasks, but most staff are interested in routine ones. I have to balance it with incentives to

encourage them to grow my business. I read a book called Measure What Matters in which the chief executive of Intel, Andy Grove, said staff will only start listening to you when you get tired of telling them.”

There’s no time like the present to be implementing the changes, no matter how small, on your business to have a significant impact.

“People often only look at things when they’re on their last legs, but if you have a maintenance plan in place you could end up saving a lot more,” says Vidur Pandya, from Kislingbury Mini Market in Northamptonshire.

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

Often, we look at the big savings and ignore the smaller ones

BART DALLA MURA

Set weekly goals

For Dipesh Modha, from Edgware Road Post Office in London, self-reflection and evaluation are very important parts of his life. So, he started setting and writing down his weekly goals on his Sunday mornings over a coffee. And then he started sharing those goals with his staff members, giving them goals of their own and tracking them all the way.

“When I stopped tracking them, they stopped caring,” he says. “It has to be in their minds all the time. So, I have staff meetings with all the staff and individually as well, so they know what I’ve told them to do. Our sales saw a 50% increase from 2022 to 2023 and February 2024 was up 70% on February 2023.”

Modha rewards his staff for generating Google reviews, and has a member of staff who dedicates their Saturday mornings to replying to and engaging with those reviews.

“I make a big deal of it, but it needs to become part of the routine,” he says.

Get new chillers

Vidur Pandya, from Kislingbury Mini Market in Northamptonshire, invested in new ecofriendly chillers back in July 2023 and got a return on his investment within six months

The fridges he inherited in the store two years ago had been in place for almost 20 years, and by replacing them with modern units, he was able to increase the chiller space in his store and save over 80% on his electricity bills, all at the height of summer.

“We used a Midlands company called Eurofitters and they were great,” he says.

“They have closed doors and run more efficiently, and they have timers on them so they only work when the shop’s open. The compressor is outside, which makes the shop cooler and saves on airconditioning costs.

“I recommend thinking about replacing chillers after five years and you should be getting annual services to make sure they’re running efficiently.”

STORE ADVICE

Replace slow sellers with winners

Replacing slow-selling lines with more popular alternatives is a key part of retail, but 12 months ago, James Brown took things a step further when he replaced his lottery unit and put in a fresh bakery offer on his countertop instead.

“We source them from Finch Bakery in Blackburn,” he says. “They’ve got a massive social media following, so people recognise them immediately and now they travel to us to get it. We were getting a 5% margin from the lottery. It took people time to buy it and they bought nothing else.

“Now we’re getting 45% margins from the baked goods and customers will generally get a Tango Ice Blast while they’re at it, too.

“It’s boosting margin, footfall and basket spend, and the stand is the same size as the small lottery unit was. We’re making at least double the profit from the baked goods before you take incremental spend into account.”

Talk to customers

Ruth Crockett, from Hitcham Post Office & Stores in Suffolk, recently conducted a customer survey to better understand what her customers wanted from her shop.

While the respondents were made up more of existing customers than people who didn’t yet use her store, it’s inspired her to take a step and create a point of difference.

“We’re now thinking of shifting our eco refills, freezers and greetings cards out of the back of the store where they’ve been lurking invisibly, and instead we’ll put them at the front of the store. Then we’ll install a little tea shop at the back, that could lead through to our rear garden,” she says.

“In the survey, one thing that people kept saying about the village was that it needed a tea shop. We already get baked goods from a supplier in Horley, and people value that. We also get local meat, although people aren’t as aware of that.” l

FASCIA GUIDE

Getting the best support

Charles Whitting finds out what support symbols are offering their retailers and how stores can get more out of them

One of the main reasons retailers join symbol groups instead of going it alone is the support they receive from these larger businesses.

For some, it’s about getting better prices on products delivered or picked up for their store, for others it’s about getting access to new products ahead of local competitors or learning from the acquired wisdom of a company that has more accumulated years of experience than any single retailer could ultimately hope to.

In a fast-paced shopping environment hit with cost-of-living challenges, rising costs and an insatiable customer demand for the latest viral trends, this support is more needed than ever, but are the symbols still providing it, and if they are, at what cost?

“Before joining a symbol, retailers should have a look at all the costs,” says Shumaila Malik, from Costcutter Heathside Road in Manchester. “There are lots of

hidden charges. You have to make sure it’s worth it. They might be charging you extra for deliveries or for different supplies. There might be minimum order where you’ll be charged for delivery if you don’t order enough.

“If you decide it’s not worth it, go it alone. For some retailers, it might be better to go with local symbols than national ones.”

HELP WITH THE COST-OF-LIVING CRISIS

The cost-of-living crisis shows no signs of abating, which means customers and retailers alike are searching for good value and low prices wherever they can find them, especially when it comes to essentials like milk, eggs and bread.

In response, many symbol groups have worked to keep certain prices low. January saw Spar price-matching against Tesco prices, while One Stop invested £1m to drop the price across a range of own-label goods such as bread, pasta and potatoes.

HOW THE SYMBOLS ARE SUPPORTING RETAILERS

l In January, Spar delivered a campaign across 100 stores in Wales, central and south-east England to match prices of own-label core products against Tesco.

l In December 2023, Booker launched a Fresh 4 promotional campaign, where popular products such as carrots, brussels sprouts and white potatoes were given an RRP of 39p. Despite giving customers savings of £1.30 a pack, retailers were able to maintain a 25% margin because of lowered wholesale prices.

l In January, Nisa reduced its fuel levy back from £6.10 to the £4.88 it was when the fee was introduced in February 2023.

l At the start of the year, Morrisons struck a deal with Just Eat to help boost home delivery services from nearly 60 franchised Daily stores, with plans to expand it to 650 shops.

“We’re cheaper than the supermarkets on sugar and we’ve got the same prices for pasta, rice and other items,” says Suki Khunkhun, from One Stop Woodcross in Bilston, West Midlands.

“We’ve done five years with One Stop and have signed on for another five years, which means something’s going right.”

It isn’t just prices and promotions on the products retailers are buying from their symbol, though. One Stop has teamed up with Uber Eats and Deliveroo to ensure its retailers aren’t paying the higher premiums

They’re top of the tree for advice on store layout

FASCIA GUIDE

for delivery. However, the number of symbol groups now affiliated with larger groups has left some retailers feeling that it’s becoming harder to find a competitive edge as a fascia.

“I’ve got a Londis to the left and a One Stop coming up on the right, and we’re all buying off the same Tesco group, and will be selling the same products,” says Simon Dixon, from Premier Lower Darwen in Lancashire.

Ricky Dougall, who runs three Nisa stores in the West Midlands and London, as well as a Morrisons store, has found it’s still best to shop around to find the best prices.

“Nisa is more competitive on licensed products, tobacco and certain ambient lines, but in terms of fresh, I would say Morrisons has the better prices,” he says. “The brand above the door is important, but the price is now more important with the recession and interest rates and mortgages on the rise.”

GETTING HOLD OF PRODUCTS

One of the other trends of 2023 that looks to be a major force this year as well is the deluge of flash-in-the-

pan viral trends that see retailers scrabbling to be the first store in their area to stock the latest energy drink, confectionery item or crisp brand racing across the TikTok landscape.

For retailers, fast reaction times on these products can be massive points of difference to competitors, but it saves them a lot of time, stress and money if their symbol group can help them procure products early and at good prices.

“We were able to get Prime in from One Stop at a good price,” says Danny Wilson, who runs several One Stop stores in Yorkshire.

However, Dixon says it took six months for Premier to get hold of Prime for his store, by which time the excitement had died down. His concern is that Tesco gets preferential treatment, with shops like his left further down the chain.

Vrajesh Patel, from Londis Dagenham in east London, had a similar situation and ended up sourcing Prime himself. “We get about 95% of our stock from Londis, which is all delivered, and then we use a cash and carry every month,” says Patel.

The price is more important now

“When required, we go to smaller suppliers, like for US sweets, Japanese foods and just recently trending sweets, which we got from Freeze Dried Sweets.”

ADVICE AND GUIDANCE

The other major support structure that retailers should be utilising with their symbol groups comes in the form of advice about ways they can improve their business.

If you’re not in regular contact with your regional managers and mining every nugget of insight and expertise from them, then you and your symbol aren’t getting the most out of this relationship.

“My regional development manager (RDM) comes round with the local area manager and they offer advice on things like swapping my coffee machine,” says Dixon. “They’re top of the tree for advice on store layout, and they provide planograms for your store. The leaflets are free, so long as you agree to

“Co-op fresh products have completely changed our business. Customers come to us now over the

Sunny Mann, Nisa Local

Fancy doubling your basket spend?

We helped Sunny grow his business through an innovative store refit, extended fresh range and great quality Co-op Own-Brand products. Our retail experts can help you grow your business too.

Give us a call on 0800 542 7490 or scan the QR code to see Sunny’s story

FASCIA GUIDE

spend a certain amount with them a year. They offer advice on margins and what vapes to stock. They move around a lot and look at other stores.

“They used to be better and help more with the financial aspect, but have stopped that completely.”

That support is also built on the relationships between retailers and RDMs, and it’s so important to be in regular contact with them to ensure you’re learning all you can and are first and foremost in their minds for any news and updates.

RETAILER VIEWPOINT

Vrajesh Patel Londis Dagenham, east London

It’s a relationship. One thing I’ve been taught is ‘you don’t know everything’. You need to listen to advice and adapt it to your local clientele.

Londis meets us every year to look at store layout. They might move some categories to another area if they don’t fit within the planograms or the shopper journey. I get monthly wholesale reports that enable me to compare what I’m doing with all the other Londis stores to see how they’re performing.

We compare sales figures with similar stores and find out where we’re purchasing more lines to see if there are categories we’re not exploiting.

Household goods were on the up in Londis stores overall, but ours was stagnant, so we looked for gaps.

We started looking for thirdparty suppliers for products Londis don’t stock, but which could complement our range within our areas.

Since we did that, we’ve seen about 5% growth in household sales over the past five weeks and we’re still waiting for more stock. That all comes from the data.

Londis and other suppliers have come up with bigger pack sizes and bigger promotions, and more people are prepared to buy the bigger bottles of softeners and detergents, which last longer.

“We’ve been with Londis for 40 years, and you build up that relationship with the sales directors and the regional directors,” says Patel.

“We know issues will be dealt with quickly and we’ll get that help. If we switched, it might be cheaper, but you’ve got to build that relationship again and that’s something you can’t calculate the cost of.”

Malik says that while the pricing in certain categories has improved since Costcutter merged with Bestway, the support structures have declined over the years.

“All symbol groups should be assisting shops on how to improve their ranges and keep up with the modern world,” she says. “That’s what’s lacking now. Automation and self-service are so important

Symbol groups should help shops to keep up with the modern world

in the future for retailers – even the smallest multiples have huge self-service areas – and we don’t get much assistance on that front.”

Booker’s decision to reduce its range across its cash and carries was welcomed by some retailers as the offer became tighter and more focused. However, it’s important to recognise that a smaller range could see certain retailers missing out on products that are popular in their area, but not necessarily nationwide.

With this in mind, the opportunity to shop elsewhere could become a necessity, which can be challenging for isolated stores or those with more stringent contracts.

Rana Ali, from Spar Errol in Perthshire, says that unless she buys 100% of her stock from Spar,

she doesn’t get as much support from them, and as an independent trying to stay competitive on pricing and range, she has to occasionally shop elsewhere.

It’s interesting to note that Bestway responded to this slimming down from Booker by adding more than 1,500 new products to its range.

RESPONSIVENESS

The relationship between retailer and symbol group needs to be based on mutual trust and a desire for success. You need to contact them if you have questions and they should respond to you.

Khunkhun says One Stop held a conference in September 2023 to ask retailers what support they needed through the cost-of-living crisis.

“At the conference, they asked how they could help, and the one thing everyone said was: ‘You have to bring prices down so we can be competitive.’ So they reduced the price of their own-label products to help the customers,” she says.

“They are good at running with the issues and sorting them out, and they’re always evolving and coming up with something new, but they still could be more proactive.”

While the advantages of being with a symbol group have largely stayed the same – with support, reputation and buying power all contributing to a better business – to make the most out of the relationship, retailers still need to keep pushing their symbol groups or franchises, wholesalers and RDMs. l

They’re always evolving and coming up with something new

RETAILER VIEWPOINT

We’re very fortunate with Parfetts. When it comes to new products, as soon as we go into the depot, they’re right there in front of you. We have a monthly visit from the RDM and they’ll check our promotions, but also set aside time to talk to us about any problems or changes we want in the shop.

They’ll offer advice and contacts to talk to. If they know another shop has done it, they’ll talk to that retailer for us and get pictures. They have a file on what’s going on in all the Parfetts stores and they can pass that to us.

When we wanted to introduce US candy, Parfetts put us in touch with Procuria and they set us up with an account, and all the billing went through them. It’s so much easier. There’s no need to fill out forms; nine times out of 10 you find what you need and, if Parfetts backs them, you give them a punt. There’s more to be had from them, it’s just a case of asking them.

Reuben SinghMander The Three Singhs, Selby, West Yorkshire

FASCIA GUIDE

PARFETTS

RETAILER VIEW

Mohammed ‘Naz’ Nazir

Go Local Extra Coventry Road, Yardley, Birmingham

I’m the first Go Local Extra retailer in Birmingham since Parfetts opened its depot. We made the switch from our previous symbol 10 months ago, and our sales are just under 30% up on this time last year. The main appeal was their communication with and support for retailers. At my previous symbol, it got to the point where I couldn’t get hold of anybody.

I get regular visits from the retail development advisor, at

least once a week, and we discuss ideas and they take my opinion on board. We’re also able to go to the nearby depot if anything in our orders is out of stock, and they’ve matched the order price. My other site will be switching over to Parfetts in May. It’s in a different area, so they’ve taken my experience into account when we’ve been discussing which products work better and worse there. They’ve already provided a budget for leaflets to support the reopening.

As part of the refit, we put in Rollover hot dogs, which have done really well, so we’re going to extend the range with burgers and muffins.

AMBITIONS FOR 2024

Guy Swindell

Managing director, Parfetts

Parfetts has built a business by providing high levels of service and ensuring every retailer receives a bespoke package designed to help them grow. The service includes free fascia membership, free social and paid online media support, free EPoS and free marketing support. The aim is to increase footfall, maximise basket spend and drive sales.

Parfetts is investing in a rising number of retail development advisors, experts who support retailers one-on-one in their stores, to provide advice on everything from ranging and merchandising to best practices and trends.

Contact

Telephone: 0161 429 0429 Website: parfetts.co.uk X: @parfetts Email: john.oneil@parfetts.co.uk

STORE STATS

Average store size:

1,500sq ft

Number of stores:

1,300

Cost of joining: No cost

WHY JOIN PARFETTS?

Parfetts understands that increasing operating expenses and the continuing cost-of-living crisis are squeezing retailer profits. Because it is employee-owned and doesn’t have shareholders to pay, the company can offer retailers industryleading margins – combating the issues facing the industry. Regular three-weekly promotions continue, giving retailers access to industry-leading deals, and daily and weekly promotions. There are also an increased number of deep-dive trade week promotions, working closely with suppliers to provide the best possible margins across key trading periods, including Easter, Halloween, Christmas and major events such as the Euros. All are designed to deliver more margin for Parfetts’ customers.

As an employee-owned company, Parfetts doesn’t burden retailers with delivery surcharges or complex rebates. The Go Local package is flexible and customised around store size, location, current sales and growth potential.

To help stocking decisions, Parfetts provides intelligent, data-driven guidance, alongside a comprehensive merchandising solution designed to reduce wasted space and increase sales.

Strong margins are available through the Parfetts own-label range, which is growing significantly, with exciting new lines planned for 2024. Parfetts also offers a full range of complimentary support services, including full PoS kits, social media and digital support. l

BENEFITS OF JOINING US :

n No joining fee

n Free fascia

n Free leaflet distribution

n Free nationwide delivery*

n Competitive pricing and strong margins

n A further 2% rebate when you run the full 3 weekly promotion

n Free store development support

n A dedicated Retail Development Advisor (RDA)

n Access to category advice to drive basket spend and sales

n Access to over 7,000 products

n Access to 3 weekly promotional packages with 120+ lines plus every day low price lines (4 week buying in period)

n Margin boosting deals including showcases, trade specials, one day offers and seasonal offers

n Free POS packs including consumer leaflets

n Support of a full marketing service driving customer footfall and spend

n Tailored digital marketing support including access to our central social media accounts

n Free EPOS system with promotional PLOF updated each promotion

*Delivery availability is based on minimum spend and order quantity qualifications.

FASCIA GUIDE

ONE STOP

RETAILER VIEW

Kush Patel

One Stop Maylands Avenue, Hemel Hempstead, Hertfordshire

We have eight stores with One Stop overall. We’ve worked with them for 10 years now and we’ve had the Maylands store for two years. The reason we went for One Stop was the keen pricing and promotion-led approach. People want to know they’re paying the right price, and competition is so fierce you’ve got to trade competitively. The supermarkets do it so well with their pricing and promotions, and One Stop gives us the ability, especially with our store layout and PoS material, to give shoppers

the experience of a larger store.

Because it’s backed by Tesco, One Stop gives us access to marketleading promotions and competi tive pricing. The own-label option is also helpful. We have a mix of One Stop own label and Selected by Tesco products, and people have confidence in what they’re buying.

The business development man ager has come in regularly. They’re responsive by phone if it’s urgent and by email if not. Every time they come in, they look at how we can maximise sales by meeting customer needs. They’re focused on store standards because it can get very busy and keeping the store looking great improves the customer experience.

In partnership with

AMBITIONS FOR 2024

John Miller

Head of One Stop

Franchise

One Stop is laser-focused on providing excellent prices for customers; whether that’s promotions or great value on everyday low prices. In January 2024, we launched our £1m ‘Price Drop’ campaign – helping customers to get their hands on a wide range of everyday essentials and fresh products at a cheaper price.

One Stop regularly reviews the design layouts of its stores, ensuring they’re continuing to deliver a positive shopping experience. It will be launching a new concept store which will see a modern and fresher look and feel –creating a big impact and possible new design models for future stores.

Contact

Telephone: 0161 429 0429 Website: openaonestop.co.uk

X: @onestopstores Email: joinus@onestop.co.uk

WHY JOIN ONE STOP?

One Stop ensures franchisees remain competitive, driving cash margin through a volume model. Its promotions will offer supermarket value. Its own label and Selected By Tesco ranges will increase basket spend, while its long-term offers on fresh, frozen, meal deals, off-licence and confectionery will increase footfall.

A launch support manager will help your journey begin. A business development manager (BDM) will help your maximise your business growth opportunities. A Franchise Action Line will provide support with day-to-day operations. One Stop guarantees you act as a responsible retailer, keeping you legal, safe and compliant, safeguarding you against future industry changes.

STORE STATS

Average store size:

1,000-3,000sq ft

Number of stores:

340 franchise stores

Cost of joining:

£115 weekly fee

Backed by Tesco, One Stop’s methods are tried, tested and proven. With the brand’s constant support, and the support of your BDM, One Stop will nurture the growth and success of your business.

A multimillion-pound EPoS system manages everything from transactions to sales reporting. The auto-replenishment system maintains a well-stocked store and keeps customer satisfaction high. It is equipped with stock management, remote access and store insight that comes with a user-friendly handheld terminal.

One Stop sees opportunities, implements them to success and incorporates that success into your store, allowing you to stay competitive in the exciting and evolving convenience industry. l

• Market-leading promotion and a high quality, good value own label range that increases sales and profitability.

• Significant investment into the refurbishment of each new store.

• A bespoke EPOS system for stock management, remote access, and self-checkouts with an accompanying handheld terminal.

• Support from a dedicated Business Development Manager who provides expert advice on maximising sales and growing your business.

• Support from our Franchise Action Line with the day-to-day operation of your store.

• A national brand attracting customers with great prices, market leading offers and community retailing.

• Training and development plans for yourself and team members to deliver better customer experiences.

• Long-term offers on fresh, frozen, meal deals, confectionery and off-licence that drive more customers into your store.

FASCIA GUIDE

SPAR

RETAILER VIEW

Paramjit Singh Randhawa

Spar Patrington, Hull

We made the switch to Spar from Today’s last August and our sales have improved by 25%. It was a complete overhaul, with new refrigeration supporting our freshfood range and a new layout. We also added a coffee machine and a Calippo slush machine. These are all sited in a way that encourages cross-purchases with food to go.

We made a big event of the reopening day with the help of Spar. We were joined by the chairman of the county council who cut the

ribbon and we were also joined by one of the James Hall & Co managing directors. Spar’s mascot was also in attendance and our customers had the chance to win instant prizes by spinning a wheel by the entrance.

The support from multiple departments at James Hall has been excellent and the results speak for themselves.

With the new refrigeration, the addition of new products and our alterations to the store layout, our offer is much improved and better presented to customers, and we have plans for further developments in due course. We’re looking forward to seeing what further plans Spar has and how we can capitalise on them.

AMBITIONS FOR 2024

Ian Taylor

Retail director, Spar UK

STORE STATS

Average store size:

1,700sq ft

Number of stores:

2,500

Cost of joining:

Membership is free for the first year, no minimum contract length

2023 proved to be another remarkable year for Spar, and 2024 is sure to bring its own set of opportunities and challenges.

Our plans for the year ahead are to deliver value to our shoppers across the board with key marketing initiatives and the constant innovation of our Spar own-label range. Customer mission-based formats that drive sales and profitability for our independent retailers are high on our agenda.

We will also continue to engage with local MPs and lobby government where necessary to ensure our retailers’ concerns are heard and considered.

Contact

Telephone: 020 8426 3700 Website: spar.co.uk/about-spar/ become-a-spar-retailer X: @SPARintheUK

WHY JOIN SPAR?

Spar is operating in a very strong sector, and in order to maintain relevance in today’s market, it completes a full review of the convenience store market and the trends to follow on an annual basis.

Spar provides its independent retailers with an improved location analysis through a partnership with Geoblink. This enables retailers to make data-driven decisions based on real-time customer data to build a proposition that meets the changing needs of customers.

Collectively, Spar invested £122m last year into growth and development of the Spar business, to continue increasing the sales and profitability of existing and new independent convenience and forecourt partners.

Spar is committed to cutting costs of doing business for independent retailers by selling more to customers through its unique customer proposition and leveraging its combined £3bn buying power with suppliers.

Spar’s own-label range ensures the offer is not just relevant to consumer shopping needs, but also delivers quality to shout about, so shoppers can save on money, not on quality.

Dedicated business development managers are employed to support retailers’ ongoing business needs. They are highly skilled to help retailers with support for store operations, store standards and compliance along with developing sales, margins and business management. l

Make refills work for your store

With more independent retailers setting up refill stations, Priya Khaira finds out what the benefits are and how retailers can overcome potential challenges

Refill dispensers are being implemented in different supermarkets across the UK, with Aldi recently announcing its refill expansion following a successful six-month trial. As consumer demand grows, independent retailers are tapping into this trend, finding new and

innovative ways to make refill stations work.

Peter Patel, owner of Costcutter Brockley in London, introduced a Zero Waste Refill Hub to his 2,900sq ft store last October.

“I am now making a steady 3540% margin on refills. The station is attracting repeat customers and

SUPPLIER VIEWPOINT

Gary Kemp, founder of Zero Waste Refill Hub, gives retailers eight tips for getting started

1. Allocate around two metres of retail space for a refill fixture. On average, there will be 40 products that sell in volume.

2. Locate your fixture near fruit and vegetables or at the back of the store on a wall bay that provides maximum visibility.

3. Find a member of staff to champion the area.

4. Communicate the benefits of a refill station to customers through social media.

5. Ensure that staff are well trained on keeping the area clean and showing customers how to use scales.

6. Consider expanding lines to include liquid refills or ecobranded products.

7. Establish the retail area you wish to allocate to it. Start with snacking or confectionery lines and build up from there.

8. Manage stock and ensure good stock control.

I am now making a steady 3540% margin on refills, and the station is attracting repeat customers

generating higher basket spend and footfall,” he says.

REFILL STATIONS EXPLAINED

A recent survey conducted by PA Consulting found that 80% of shoppers believe all consumers must play a part in reducing plastics. Refill stations therefore offer customers an opportunity to shop more sustainably. It can also offer customers a cost-effective way to top up on food items without paying the full price for a packaged product.

Trudy Davies, of Woosnam & Davies News in Llanidloes, Powys, says refill stations work out cheaper long-term for both the customer and the retailer, and demonstrate a retailer’s commitment to their community.

Refill stations can be filled with products such as oats, pasta, seeds, grains, rice, dried fruits and lentils. Some stores also offer household and personal care items such as

washing-up liquid and shampoo.

Davies has expanded her refill range to include laundry power, sanitiser spray and shampoo, allowing customers to bring in their own bottles and refill them. She says sales on her refill station were initially slow, but she has seen a 50% growth in sales over the past year.

Meanwhile, Jack Matthews, of Bradley’s Supermarkets in Rothley, Leicestershire, keeps a range of dried goods such as Kellogg’s Rice Krispies, oats and muesli. He has also recently expanded his fixture to include liquid refills on cleaning products. For Patel, it is confectionery items such as chocolate nuts and chocolate-coated raisins that are the fastest sellers and are purchased regularly on impulse.

BENEFITS

Refill stations present retailers with an opportunity to increase sales throughout the day. Patel says

that since refitting his store and implementing a refill station, he has seen a 20% uplift in his store’s overall sales.

“We do think the refill station has contributed to increasing our overall footfall and basket spend,” he says.

Patel says his fixture typically attracts young adult commuters who regularly stop by in the mornings and afternoons to purchase their breakfast or lunch. He is going to introduce a pick ‘n’ mix fixture into another store of his later this year.

“It is important to consider your demographics,” says Patel. “We know that a refillable pick ‘n’ mix fixture will be a great addition to our other store because we have a customer base for it there, whereas here we know customers gravitate towards grocery items.”

Paula Lafferty, of Nisa Bury Road in Bolton, Greater Manchester, says her zero-waste refill station has proved popular with residents living locally, who are using the station for top-ups on their grocery shops as opposed to travelling into town to buy in bulk. She says that

RETAILER VIEWPOINT

Peter Patel

Costcutter Brockley, London

Merchandising is key when it comes to highlighting your refill fixture. I recommend that retailers think carefully about where they can place their refill station. One corner of my shop is dedicated to healthy and ecoconscious shoppers.

Here, we keep a massive vegan range, an eco-vending machine for recycling plastic bottles and our zero-waste refill fixture. We also have an area here containing packaged goods that are wrapped in compostable and environmentally friendly packaging. This way we can cater to sustainability focused consumers and encourage repeat shoppers to the store.

as customers tighten their purse strings, refill stations allow customers to purchase what they need as opposed to large, packaged items, which can be wasted.

Make sure staff are well trained on how to use the machines

Refill stations can, however, attract messiness and complications. In Patel’s case, his refill station resulted in an increase in theft, as customers were filling bags with higher-priced items and disguising them as cheaper ones at the till. To overcome this issue, Patel switched to a policy of only using see-through bags and containers.

Furthermore, retailers may struggle to win over customers that might have the perception refills are more costly than packaged goods. Last year, Zero Waste Refill Hub supported local stores with brightly coloured signage and ‘Refill for less’ slogans to help challenge shopper perceptions around zero-waste shopping.

Gary Kemp, founder of Zero Waste Refill Hub, says: “Make sure staff are well trained on how to use the units. Ideally, retailers should select a chosen member of staff to champion the area.”

He says having a member of staff on site to help customers use scales and answer any questions they may have can help lock in repeat buyers. l

MAGAZINE ABC S

The UK’s top-selling magazines revealed

RN’s analysis of magazine ABC figures shows which titles defied declining circulation and which bring the highest sales value to stores like yours

Women’s interest titles have dominated the highest-growth magazines of 2023, as shown by recent Audit Bureau of Circulations (ABC) results.

Despite an average decline of 12% across all titles, Elle UK, Harper’s Bazaar, Women’s Health, Prima and Vogue all increased their copy sales at t he newsstand between 2022 and 2023. They were joined in growth by National Geographic Traveller, Bike, The English Garden UK and Ireland’s Kitchen Guide.

Cover-price increases also helped a number of titles to increase their retail sales value (RSV), with titles such as Hello! Fashion, House & Garden and Tatler all making it into the top 10 titles with the highest increase in RSV despite falls in circulation between 8 and 22%.

Immediate Media ceased to report ABC figures for children’s titles, leaving almost no children’s magazines included. However, other convenience store staple categories like wom-

en’s interest and TV listings continue to dominate the highest-selling titles at newsstand. Thirty titles stopped reporting ABC figures last year.

Immediate’s 16 remaining titles t hat continue to report ABC figures generated an estimated RSV of £ 48.38m in 2023 compared to £52.31m in 2022.

Sean Cornwell, Immediate chief executive, said: “Immediate continues to attract scaled audiences with quality content from trusted brands they love. Our print titles remain a vital part of our business, while we continue to grow our offer across all platforms.”

Bauer Media celebrated a second year as the UK’s biggest-selling magazine publisher (including print and digital copies), with five out of the 10 highest-performing titles.

Bauer’s co-chief executive of UK publishing, Steve Prentice, told RN: “The strength of the Bauer portfolio continues to generate marketleading RSVs for retailers. We have so many category-leading brands

We’ve seen newsstand sales perform solidly in most areas

which continue to sit four-square at the centre of the communities they serve, delivering high-intent, highspending audiences every week and every month.”

New for this year, the A BC also added a requirement for brands to report unsold copies being recycled.

Director of standards Martin Hackett explained the change “arose from a desire in the industry to address the environmental impact of unsold retail copies, by providing an alternative to recycling. Prior to the standards change, publishers had limited ability to include these returned copies in their ABC circulations.”

Vanity Fair, Tatler, Harper’s Bazaar, Autocar, What Car?, Vogue, House & Garden, Classic & Sports Car, GQ, Elle UK and Motor Sport all reported repurposed unsold copies in 2023. Their reports show most of these unsold copies being distributed as free copies in transport hubs. Hackett added that publishers “were involved in discussions for the change and are supportive of it”. l

MAGAZINE ABC S

HOUSEHOLD

Home

is where the sales are

Anne Bruce finds out how retailers can make their household range a point of difference for their store

It used to be about nights out, now it is about days in, cleaning the house,” says Samantha Coldbeck, from Wharfedale Premier in Hull.

Led by influencers such as Mrs Hinch, cleaning has become a social-media craze, and the challenge for retailers is to ensure they stock the right household ranges. Part of the job is monitoring the latest TikTok cleaning hacks. It is important to be aware of and stock ‘vogue’ products such as the latest scent of Febreze, which customers

might come in looking for. Anticipating demand, whether it’s for clothes pegs on sunny days or for a new streak-free window cleaner, is one of four top tactics that retailers share for boosting sales in household products.

Eye-catching promotions, a comprehensive range and price-marked packs (PMP) are also must-haves for sales success.

KEEPING IT TIGHT

The household category spans everything from bin bags to fabric

Own label has taken off – there are 30 tablets for the same price as 12

softener, and washing-up liquid to insect repellent.

Margins are generally satisfactory, typically at a reported 30%-40%, but products may not shift quickly, so household is a category that props up top-up sales across the rest of the shop or is a distress purchase.

With space at a premium, what to list depends on the demographics and demands in the area you serve.

“It is necessary to focus on the essentials,” says Suki Athwal, from Shop Around The Clock in Tenterden, Kent.

He has two bays of household, with a core range available. There is a budget and a branded version on the shelf for the top-selling lines, a Co-op-branded antibacterial spray and Dettol.

For products that are less in demand, there will just be the main branded option – Mr Sheen furniture polish, for example – and no own-label alternative.

While branded cleaning products have a loyal following, Athwal has noted own-label sales are on the up. “We have own label and Finish dishwasher tablets. Own label has taken off – there are 30 tablets for the same price as 12,” he says.

“Our household area is filled up. We keep it looking nice, but our

Image credit: Getty Images/PeopleImages

customers come more in distress – if they have run out of bin liners, for example – or if they need a quick top up, so we keep a range that covers the essentials.”

Mike Nijjer, from The Food & Liquor store near Birmingham Children’s Hospital, has a three-metre household section selling a core range of household essentials geared to his shopper profile, from kitchen utensils to the bestselling toilet rolls. His shoppers will often be hospital visitors or staff, and lines such as nappies and baby wipes, which are sold next to the household area, are strong sellers.

“The margins are okay, but house-

hold is not something we stock up on, apart from toilet rolls, due to our location,” he says. “People do want toilet rolls all the time, and toilet paper does not go out of date.”

For certain products, customers often stick to brands, but many don’t mind own-brand household items, provided they are effective, and Nijjer says price is key.

While it is important to cover all the basics, having the right extras available will win you a grateful customer base and drive some incremental sales.

Coldbeck has a seven-metre household area that includes everything from Domestos to wash pods and

People want toilet rolls all the time

liquids. Laundry products are her bestsellers.

“There is nothing more disappointing than to not have what the customer wants,” she says. “On the other hand, you will usually get an extra purchase if a customer can find what they need, even if it is just a packet of sweets for the kids.”

For example, in spring, customers might start looking for pegs to hang their washing out, or realise they need a new washing line. Accessories like these are sourced from hardware wholesalers who will mostly deliver free of charge for a bulk order.

As an emergency purchase, retailers might think it’s not as important

HOUSEHOLD

SUPPLIER VIEWPOINTS

MATT STANTON, head of insight, DCS Group Smaller pack sizes may work better for convenience stores. In limited space, cover as many t ypes of products as possible before doubling up. Stock the top-selling line for each product. Price-marked packs offer shoppers confidence, particularly in a costof-living crisis.

HOWARD MOSS, chief executive, Astonish Retailers should continue updating their cleaning ranges based on emerging trends, changing seasons and bestsellers. Customers are seeking multi-use products. The more cleaning tasks that the product can support, the better. There has also been a growth in interest for ethical household goods.

NADINE SLYPER , laundry marketing director, Unilever Cleaning was one the biggest social-media trends in 2023, boosted by the popularity of the #CleanTok trend. Cif and Domestos works with ‘cleanfluencers’ and is investing in social media in 2024 to target a new generation of cleaners.

to promote household goods, but giving customers prompts can promote footfall.

Coldbeck says: “In spring, we run Facebook posts asking: ‘Do you need a new washing line?’ In winter, we might ask if customers got have de-icer for their cars. We make sure we have things customers might be looking for.

“Facebook is important for promotion – it is passive and reminds customers of what they might need.

“We don’t hammer customers. We do two or three adverts a week, and household once every 10 days.”

PRICE IT RIGHT

Retailers agree that a priority for household goods should be to reassure shoppers that your prices are right, whether that is through promotions, such as a £6-for-two on branded lines, or by offering PMPs.

“Promotions are vital,” says Coldbeck. “Having 5l (75-wash) laundry products on promotion boosts sales across the household range.”

Three promotional bays at the front of her shop change every four weeks, with all categories, including household, represented.

Imityaz Mamode, of Premier Wych Lane in Gosport, Hampshire, stocks brands – mainly Mr Muscle and well-known laundry products –but Euro Shopper products sell very well, as they are much cheaper and good quality.

Coldbeck reports that ownlabel accounts for 40% of her sales, and branded sales are split 50/50 between promotional and standard prices.

Getting the balance and range right is made slightly trickier by a wildcard factor in household; retailers report a gender divide where household is concerned, with men more likely to pick up a brand and women more likely to hunt out the best option.

Coldbeck says: “Men tend to buy specific items, while women may shop around for something they have seen advertised – maybe something they have seen on social media.” l

Opportunity of the week Q JUNIOR PUZZLES

Q Junior Puzzles has returned to shelves with a fresh look and new content. Puzzler Media’s Shameem Begg explains the opportunity for independent retailers

Shameem Begg Head of innovations, Puzzler Media

How did you come up with the new look?

We worked with Beano Brain on Q Junior Puzzles as well as our other title, Quiz Kids. We wanted to do something really radical –instead of trying to make what we had work, we wanted to scrap it and start from scratch.

We asked a panel of children and parents to review Q Junior Puzzles and give us feedback on how we might improve our longstanding children’s title.

The review panel enjoyed the old offering, welcoming digital downtime and the time it gave them to spend as a family solving together, but wanted much more focus placed on the puzzles themselves.

What changes have you made to Q Junior Puzzles?

The relaunched magazine is now packed with many more traditional puzzles, made specially for clever kids who love a challenge.

The revised look ensures inclusivity and engagement for today’s younger audience of puzzle fans.

Compared to Quiz Kids, which has more links to popular shows and comics, Q Junior is more focused on updating the puzzles families want.

What does that look like in terms of your content?

We wanted to be sure the title served the next generation and beyond.

The insight from our panel was that the kids liked traditional puzzles and they wanted smart ones: crosswords and sudoku instead of colouring and join the dots.

They wanted something they could graduate from to adult puzzles. We want to market to an audience who likes more of a challenge, and who wants to be seen as smart kids.

The panel noticed we had a lot of things like gendered stereotypes in our illustrations, the names of kids in the puzzles being quite anglicised, gendered and old-fashioned – hardly anyone is called Gertrude anymore.

The kids pointed out that the football puzzles had pictures of boys with a footballs, and the girls in the pictures all wore pink. We’re making these changes without being tokenistic.

What should retailers be telling readers to get them excited?

As well as more than 140 puzzles, Q Junior Puzzles has two competitions with a chance to win a PlayStation 5 console with a game, and a board games bundle, plus a free branded pencil.

The PS5 comes with Plate Up, which is a great educational game.

The next issue, 24 April, has competitions to win a kid-friendly tablet and a sea-monkeys bundle.

I recommend retailers put them in a seasonal display with Easter treats and recommend them to families with kids in the seven-to-12 age range as something to encourage kids to keep learning during the Easter holidays.

I have been handling the news and magazines page for RN for just over a year, and in that time I’ve learnt a lot about the industry. With magazine ABCs just released and our analysis in this issue, it’s clear that the industry is trying to fight declining sales. RN is taking part in that fight through our work to reintroduce the Just Ask shop save campaign, as well as using these TWIM pages to highlight the best the magazine trade has to offer.

Now that I’m taking over the TWIM section full-time, I see a lot more magazines and categories passing over my desk. ABC figures show that convenience store staples like women’s interest and TV listings continue to do well, but there is a building interest in premium magazines that people take more time to read, such as travel and sport titles.

National Geographic Traveller and Bike magazine both increased their sales in the past year, and specialist retailers have confirmed to RN that people interested in beautifully designed niche magazines remain as loyal a market as ever.

Capturing the readers of an average convenience store might take more effort, but with careful selections and support of industrywide campaigns like Just Ask, there are ways to get your customers committed to buying through your store. These pages are dedicated to helping you find the perfect titles for your range, your customers and your needs.

Dia Stronach, specialist newstrade reporter, RN magazine

THIS WEEK IN MAGAZINES

POKÉMON

l The announcement and trailer of the Pokémon Legends: Z-A game to be released next year is guaranteed to drive interest in this title.

l Pokémon magazine is the most popular primary boys’ title in independent stores. Every issue is packed with cards, activities and trivia.

BAGEL

l This launch targets a young, diverse crowd and includes everything from tour stats and coaching tips to fashion shoots and tennis trips.

l The stylish aesthetic of the magazine combined with the sports focus gives it great crossdemographic appeal.

PIT

l Following a win for Best Magazine Award at the Guild of Food Writers Awards 2023, Pit is anticipating an increase in interest.

l Every issue highlights a different type of food, and dives into it with unusual and interesting food stories from around the world.

WHITE DWARF

l This issue of Games Workshop’s official Warhammer magazine features 144 pages of articles from the world of Warhammer.

l White Dwarf also comes with free datacards to add rogue traders in combat patrol, as well as scenarios-of-the-month cards.

GARDEN NEWS

l The beginning of spring is a great time to upsell gardening titles, as hobbyists pick up their tools and begin planting for the year ahead.

l This issue is filled with advice and tips for readers on starting the new year for their garden, as well as a pack of seeds to help them get going.

10

l This niche, avant-garde magazine celebrates fashion, contemporary art and the changing nature of beauty.

l This issue will benefit from a boost in interest after the publication of its bumper 10+ issue on visionary women.

On sale 20 March

Frequency monthly

Price £6.99

Distributor Frontline

Display with Lego Star Wars, Beano

Barcode 9772513856900

On sale 15 March

Frequency irregular

Price £15

Distributor Seymour

Display with Tennishead, Athletics Weekly

Barcode 9772976874008

On sale 25 April

Frequency biannual

£10

Distributor Seymour

9771571897047

On sale 15 March

Frequency irregular

Price £7.50

Distributor Seymour

Display with Rebel Roots, BBC Good Food

Barcode 9772513921004

FANTASTIC MAN

Who buys it?

Fantastic Man is very popular with young professionals, especially those who work in the creative industry. It may be biannual, but it has a dedicated audience.

What’s special about it?

On sale 15 March

Frequency monthly

Price £6.99

Distributor Marketforce

Display with Dungeons & Dragons Adventurer, Tabletop Gaming

Barcode 9772658712024

Fantastic Man is beautifully put together, with excellent cover designs. It has a very high-end feel, but the content is very analytical and intelligent. It’s a very thoughtful title.

On sale 26 March

Frequency weekly

Price £2.30

Distributor Frontline

Display with BBC Gardeners’ World, Amateur Gardener

Barcode 9770016459239

On sale 12 April

Frequency quarterly

£8

Distributor Seymour Display with Vogue, Vanity Fair

Partworks and collectables