A MUST-READ FOR PROFIT-DRIVEN INDEPENDENT RETAILERS
WHAT TO STOCK
700 products analysed
How to build the most profitable range for your store Alcohol
Confectionery
Petcare
Biscuits
Crisps & snacks
Protein
Bread
Free-from
Soft drinks
Breakfast
Household & laundry
Tobacco
Chilled
Ice cream
Vaping
Retail Success Handbook Covers Final.indd 1
05/06/2019 15:00
NO.2 STIMULATION
ENERGY DRINK
IN THE CONVENIENCE SECTOR IN THE UK *
W
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CA
NE
CAN
PR
N
NEW
CA
NE W
C E MA RK E D
I PR
IC E
MARK
ED
FUEL YOUR PROFIT
A MUST STOCK FOR 2019
- AVAILABLE NOW *IRI UNIT RATE OF SALE, STIMULATION ENERGY CATEGORY, CONVENIENCE GB, 52 WEEKS ENDING 30TH DEC 2018.
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25/03/2019 09:59
THE RIGHT FOUNDATIONS FOR STRONGER SALES What do suppliers, wholesalers, trade press and shoppers have in common? They all have opinions about what convenience stores should stock. From the enthusiastic rep who lines your shelves with new products, to the customer who comes in once a fortnight and can’t believe you don’t stock his preferred choice of shaving cream – there are forces everywhere that attempt to influence the stocking decisions of independent retailers. It’s this that makes What to Stock so fulfilling to work on. In the 28 tables we have included, there’s no bias in raw data. There are just the proven bestsellers from a representative sample of nearly 3,000 retailers like you. Now, in What to Stock’s 10th year, we’re delighted to unveil a few changes. As well as 700 bestsellers, What to Stock contains a store profile from an expert in effective ranging and four focus pages that look at how key categories have evolved over the past decade. The tables have had a revamp, too. As well as bestsellers, we’ve analysed the data against the profit on return given by Booker’s case and retail prices to find the products that make you the most money. What hasn’t changed is the simplicity this guide offers: the foundation for stronger sales in your shop. Chris Dillon Editor – insight Editor – insight Chris Dillon @ChrisDillonNT 020 7689 3379 Editor in chief Louise Banham @LouiseBanham 020 7689 3353 Contributors Daryl Worthington, Priyanka Jethwa, Tamara Birch
Head of marketing Jessica Salisbury-Fielder 020 7689 3367 Head of sales Matthew Oliver 020 7689 3367 Head of design Anne-Claire Pickard 020 3871 6491
Get more great insight into improving your shop by subscribing to RN Contact Kate Daw on kate.daw@newtrade.co.uk or 020 7689 3394
p3 contents.indd 3
04 Introduction
33
Chilled – Dairy
06 Store tour: effective ranging superstar
34
Crisps & snacks
36
Free-from
37
Ice cream
38
Household & laundry
39
Protein
10
In focus: alcohol
12
Alcohol – Beer
13
Alcohol – Cider
14
Alcohol – Spirits
17
Alcohol – Wine
19
Biscuits
20 Bread 22 Breakfast 25 In focus: confectionery
Production editor Ryan Cooper 020 7689 3354 Sub editor Jim Findlay 020 7689 3373
JUNE 2019
Contents
26 Confectionery – Chewing gum 27 Confectionery – Chocolate blocks 28 Confectionery – Chocolate bars 30 Confectionery – Mints 31
Confectionery – Sharing
32 Confectionery – Sugar
40 Petcare 43
In focus: soft drinks
44 Soft drinks – Colas & carbonates 46 Soft drinks – Juices & cordials 48
Soft drinks – Sports & energy
50 Soft drinks – Water 51
In focus: tobacco
52
Tobacco – Cigars
54
Tobacco – Cigarettes
56
Tobacco – RYO
58
Vaping
3 05/06/2019 16:55
Introduction
What’s changed in 10 years? A new Conservative-led coalition government, WikiLeaks hitting the headlines and Prince William and Kate Middleton’s engagement – politically and culturally, 2010 was a landmark year. It was a different place for retailers, too. It was a time before display bans and tobacco plain packaging; the minimum wage sat at £5.93; and we were two years into an alcohol duty escalator that would rocket the price of beers, wines and spirits. Just behind these three events in terms of importance, we believe, the first issue of What to Stock landed in retailers’ stores. To commemorate 10 years of providing the only independent-exclusive ranging guide across core convenience categories, we are looking at how key markets such as alcohol, confectionery, soft drinks and tobacco have changed over the years. We also welcome on board a new data supplier – The Retail Data Partnership.
Which brands have stood the test of time? Which areas have had the biggest growth? How have prices changed? This year, What to Stock goes further to not just report the facts, but also to provide you with analysis of how categories are changing to provide the most comprehensive guide ever.
The Retail Data Partnership: behind the numbers
What to Stock is derived from sales data through around 2,950 independent stores from 1 May 2018 to 30 April 2019. The stores are spread evenly throughout mainland UK, with some in Northern Ireland and the Channel Islands. There are 18 symbol groups represented, with Premier having the largest share. Around 27% of stores are unaffiliated. The underlying data used to derive the tables is drawn from a sample of 425,000 barcodes sold through the stores during the year. The value of sales is used to calculate 2019 rankings and are compared with the same period the year before to monitor yearly change. As some products use more than one barcode, there may be instances where the description makes it difficult to identify each product accurately. We have tried to minimise confusion between products with slightly different characteristics.
Total products:
700
The most valuable line:
Amber Leaf £154.97, annually Category with lowest top 25 distribution:
Free-from 14.8%
Total weekly sales that can be made by stocking all of them:
£5,577.36
4 p4-5 Intro and how-to.indd 4
Biggest margin of a single product:
61.7% Edge E-liquids JUNE 2019
05/06/2019 16:54
HOW TO USE WHAT TO STOCK TABLES
Each of the following pages is dedicated to a key convenience category. Here is a guide to the data tables and the information within them that can drive your sales and profits.
Check your range
Find out trends
Look at the top 25 bestsellers in the category and work out which key lines you are missing.
Our analysis looks at the year-on-year winners and losers, and how you can make more money.
Data supplied by
Soft drinks – Water ory, This year in the water categ of up 18 still plain varieties make compared the 25 bestselling lines, to last year where this figure stood at 15. decline There has been a slight red in the number of flavou water entries this year, most looking likely driven by shoppers negative for healthier options, and
nt. But press about sugar conte there are some victories. Volvic Still Touch of Fruit fifth Strawberry 1.5l came in in What place this year – last year, y but to Stock, the same variet in the in a 500ml format came same place. to So, for retailers looking es, stock more flavoured varieti
TOP 25
The most expensive toprated product:
Blu Pro Starter Kit, £15.53 Bestsellers stocked by less than 20% of stores:
65
Most valuable category in annual sales:
Cigarettes £86,700
Volvic Still 1l
2
Volvic Still 1.5l
3
600ml Glacéau Smartwater Still
4
Volvic Still 500ml
5
Volvic Still Touch of Fruit
6
Highland Spring Still 1.5l
7
Volvic Still Touch of Fruit
8
Evian Still Sports Cap 750ml
9
Evian Still 1.5l
10
Ice Valley Still 500ml
2
▲ 97p
£7.53
71.9%
1
▼ £1.08
£6.79
77.6%
5
▲ 65p
£4.02
79.6%
3
▼ 66p
£3.82
77.3%
6
▲ £1.34
£3.29
82.6%
9
▲ 98p
£3.53
71.9%
4
▼ 84p
£3.03
80.5%
Strawberry 1.5l
Strawberry 500ml
£1.03
£5.45
40.7%
11
▲ £1.20
£5.85
36.8%
8
▼ 57p
£3.32
64.4%
7
91p
£3.52
53.1%
13 ▲
£1.33
£2.01
78.1%
12 ▼
71p
£3.68
41.5%
£2.21
66.7%
£1.65
72.2%
£2.55
43.7%
£3.10
30.7%
£1.59
58.8%
10 ▲
12
Cap 750ml Highland Spring Still Sports of Fruit Lemon & Lime 1.5l Volvic Flavoured Still Touch
13
Evian Still 500ml
11
% of Average Average weekly UK stores price sold in sales 2019 per shop
TRDP 2018 rank
1
▼
1.5l 15 ▲ £1.33 Touch of Fruit Summer Fruits 14 Volvic Flavoured Still 85p & Lime 500ml 14 ▼ Still Touch of Fruit Lemon red Flavou Volvic 15 17 ▲ £1.18 ated 1.5l 16 Highland Spring Carbon 19 ▲ 58p Cap 500ml 17 Ice Valley Still Sports 500ml 16 ▼ 83p Touch of Fruit Summer Fruits 18 Volvic Flavoured Still 28 ▲ 92p Cap 750ml 19 Buxton Still Sports 18 ▼ £1.03 Still Sports Cap 850ml 20 Glacéau Smartwater 29 ▲ £1.52 21 Ice Valley Still 5l 23 ▲ £1.19 2l Still 22 Highland Spring 27 ▲ 71p 500ml Still Spring 23 Highland 31 ▲ 72p Cap 500ml Sports Still Spring nd 24 Highla 90p 25 1.5l Still Valley Ice 25
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 31-60%
61-90%
for taking introduce larger bottles fare. home and see how sales bestsellLuckily for retailers, the offering ing lines are also those . return on the best profit of the four As well as claiming has top five bestsellers, Volvic s. Volvic the top three profit driver with an Still 1l comes out on top, . £4.43 of profit y average weekl
£3.32
24.1%
£2.72
26.3%
£2.40
26.0%
£2.22
27.9%
£1.67
35.7%
£2.03
28.5%
£2.08
27.6%
RANKING SAME AS 2018
2018
90%+
TOP PROFIT DRIVERS 1
Volvic Still 1l Margin*: 58.8% Average weekly profit: £4.43
2
Volvic Still 1.5l Margin*: 60.3% Average weekly profit: £4.09
3
Volvic Still 500ml Margin*: 72.4% Average weekly profit: £2.77 *based on Booker case
RRP
JUNE 2019
50
05/06/2019 11:33
Analyse Spot missed your prices opportunities
Identify profit drivers
Compare the average selling prices in the sector to see if you could make more money by amending yours.
Bestsellers do not necessarily mean best profits. We’ve matched average weekly sales with Booker’s margins.
Some products with low distribution are generating high sales for stores that stock them. Check whether you're missing out on sales.
JUNE 2019
5
p4-5 Intro and how-to.indd 5
05/06/2019 16:55
Ranging
A piece of the action Aman Uppal, from One Stop Mount Nod in Coventry, explains how he chooses what to stock in his store and reveals his biggest successes I have three main ways to plan what to stock. Firstly, I use publications such as RN to keep track of what’s new. Secondly, I keep up to date with what’s going on in the world to see what trends there are – watching TV, reading magazines and checking social media. Thirdly, I look for new products that other retailers are stocking. We look at every category within the store once or twice a year. That’s using both our own data and One Stop’s. 01 BIGGEST CHANGES One of the biggest changes recently has been in household and baby care. We used to have the categories together in a metre bay. Now we have a metre for each. We’ve had an increase in ready-to-drink baby milk and baby milk powders. We carry the full Aptamil range now, and have also seen a lot of success with ready-to-eat baby food. We have a lot of new parents in the local area, who come in. They pick up something because they’re taking their babies on a day out and need to bring a snack. 02 PERFECT RANGE We were lacking on health and beauty, now we have the perfect range. We have the cheaper brands, but also L’Oreal, Tresemme
6 p4-6 Store tour Range Superstar.indd 6
– the names people are seeing at their salons. We’ve introduced products such as dry shampoo, and men’s hairsprays, gels and waxes – which is a big growth area. The sales are reflecting that – we’re selling through. 03 FIND YOUR NICHE Although 95% of our products are sourced from One Stop, the other 5% are more niche or lines One Stop doesn’t supply. This includes locally produced products, such as naan breads, baked bread and samosas. We also use the 5% to react to market trends, which we can do more quickly than the multiples. For example, protein and CBD products, which are very big at the moment. Within a day we can have a new product in. Some products work, some don’t – it’s trial and error.
Name of retailer Aman Uppal
Store name One Stop Mount Nod
Location Coventry
Size 1,850sq ft
Average basket spend £5.50
04 SUCCESS STORY The Tango Ice Blast machine has definitely been our biggest success of the past few years. I’d noticed when going to the cinema with friends and family that people were queuing up for Ice Blasts. I decided I wanted a piece of the action. Although the cost of running it is very high, the margins are fantastic, so it offsets
JUNE 2019
05/06/2019 12:15
5%
The year-onyear growth of own label in Aman’s store
JUNE 2019
p4-6 Store tour Range Superstar.indd 7
7 05/06/2019 12:15
itself. We were the first convenience store in Coventry to have one. It went brilliantly on social media, with our post getting more than 17,000 views. This got our shop more footfall and recognition. Those customers, with higher disposable incomes, are buying the protein and CBD products we stock. We branch off that with the impulse offers we have on. 05 TAKE A PUNT We’ve had some things that haven’t performed as well. For example, a few years ago we tried food to go, but in a residential area like this it wasn’t working, even when we tried to push it with promotions. We’ve also had some protein lines that didn’t work out, so we’re sticking with the main lines – products such as flapjacks. You have to take a punt, though. If you think that there’s a product that might not sell too well, just take a case or two and then trial it. That’s the best way to do it.
8 p4-6 Store tour Range Superstar.indd 8
JUNE 2019
05/06/2019 12:16
The No.1 soft drinks brand in GB* is entering into the energy sector, the biggest soft drinks sector for Convenience stores 250ml cans are available in two variants – with and without sugar
ALSO AVAILABLE IN PMP
Supported by a multi-million pound launch campaign Stock up now in the energy section of your chiller! To find out more visit www.cokecustomerhub.co.uk or call Customer Hub on 0808 1 000 000 *Nielsen MAT w/e 29.12.18. ©2019 The Coca-Cola Company. All Rights Reserved. High caffeine content. Not recommended for children or pregnant or breast-feeding women (caffeine 32mg/100ml). Consume moderately. Niacin (vitamin B3) and vitamin B6 contribute to normal energy-yielding metabolism. Consume as part of a varied and balanced diet and healthy lifestyle.
RN Full page ad.indd 1 Ad_A4_AW3.indd 2 COC1092_Coke Energy
29/05/2019 16/04/2019 15:03 12:03
In focus
Alcohol One of the biggest trends to have emerged over the past 10 years in the alcohol category has been the growth in the popularity of gin. Whereas average weekly sales of spirits have slowly declined overall – with more people moderating the amount of alcohol they are drinking – there has been a growing interest in new and different varieties of gin, with a lot more people favouring exotic flavours from new suppliers. If we compare this with 10 years ago, vodka was the big powerhouse in the alcohol category, accounting for nearly 39% of all sales through the independent channel, followed by whisky, commanding a 30% share, and finally gin, with only a 4.5% share. If you look at today’s market, gin is growing at 43% year on year, with premium varieties predomi-
£80
nantly driving this. Meanwhile, in the cider category, there has also been a noticeable shift toward fruit flavours, which we were just beginning to see a decade ago. This year, Strongbow has demonstrated strong performance, with its apple and dark fruit flavours. Ten years ago, despite growing at 38.7%, fruit cider only accounted for 7.9% of the category, with the majority lying with amber cider at 75.2%. The diagram below shows the changes in average weekly sales value of the bestselling line from 2010 to 2019. The increase in variety, with craft beer, niche brands and flavoured cider has diluted sales for these mainstream brands. Wine is the exception, as shoppers have continued to focus on well-known brands.
Toni Ingram Head of marketing, Pernod Ricard
Retailers should maximise chiller space for light and fresh wines, especially popular white wines from the UK’s favourite grape variety, sauvignon blanc. They should also stock up on rosé – there was continued growth in rosé wine last year, as more new products were brought to the market and consumers chose paler styles. Have a clear hierarchy within your range. Hierarchy among brands enables shoppers to trade up as they look to brands they trust to navigate the wine fixture.
2010
Average weekly sales for the number-one-selling product
2019
£70 £60 £50 £40 £30 £20 £10 £41.86
£0
10 p10 In Focus - Alcohol.indd 10
£34.17
Spirits
£15.60
£17.71
Wine
£22.04
£14.39
Cider
£67.11
£32.11
Beer
JUNE 2019
05/06/2019 16:13
We’ve had a refit
Faster access, 24/7 Refreshed membership packages Recommended content based on your preferences New tools and downloads Plus all the exclusive news and insight crucial to making better-informed business decisions, better stocking and pricing comparisons, and better relationships with your shoppers — and suppliers Harness the power of
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to improve your bottom line.
05/06/2019 15:49
Data supplied by
Alcohol – Beer It’s all change for the beer category this year apart from the top spot, with Stella Artois remaining in first place. Claiming a 36% share of the top 25 alcohol products, beer is still the biggest area of the market for independent retailers, with £388 per week in sales coming from stocking the top lines.
Budweiser has had the biggest growth this year, thanks to its 4x568ml, 6x300ml and 12x300ml formats making monumental gains. Larger multipacks, such as eight-, 10- and 12-packs, are also climbing the table as convenience retailers respond to price squeezes from the multiples.
TOP 25
TRDP 2018 rank
The table also shows a decline in high-strength beer, with Carlsberg Special Brew and own-label cans declining. Although cans dominate this year’s results, two bottled Budweiser beers have spectacularly jumped 100 spaces, suggesting there may be an upcoming spike in popularity in convenience stores.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Stella Artois 500ml Can
1
£2.23
2
Stella Artois 4x568ml Can
5
▲ £5.85
£26.29 78.0%
3
Foster's 4x568ml Can
2
▼ £5.18
£25.02 79.6%
4
Foster's 10x440ml Can
41 ▲
£9.32
£25.30 78.0%
5
Foster's 4x440ml Can
62 ▲
£4.14
£21.90 83.3%
6
Carling 4x500ml Can
7
▲ £4.48
7
Carling 12x440ml Can
8
▲ £10.03 £22.66 65.9%
8
Carling 4x568ml Can
4
▼ £5.11
9
San Miguel 500ml Can
33 ▲
10
Carlsberg Special Brew 4x500ml Can
9
11
Budweiser 4x568ml Can
12
£32.11
£21.23
87.6%
70.7%
£1.96
£13.57
69.7%
▼ £2.25
£15.44
56.3%
167 ▲
£5.83
£12.55
67.7%
Budweiser 4x500ml Can
32 ▲
£5.36
£10.96 76.2%
13
Own Label Super 500ml Can
11
14
Kronenbourg 1664 4x440ml Can
15
▼ £1.87
£26.38
27.7%
31 ▲
£4.70
£10.24
71.5%
Carling 18x440ml Can
153 ▲
£12.82
£15.72
46.4%
16
Budweiser 6x300ml Bottle
140 ▲
£6.18
£9.52
74.1%
17
Carlsberg 4x568ml Can
16 ▼
£5.10
£9.88
70.0%
18
Kronenbourg 1664 4x568ml Can
15 ▼
£5.85
£11.43
59.3%
19
Carlsberg 12x440ml Can
17 ▼
£9.91
£10.09 66.5%
20 Stella Artois 10x440ml Can
92 ▲
£9.98
£11.15
59.4%
21
20 ▼
£4.90
£7.99
81.5%
22 Coors Light 4x500ml Can
24 ▲
£5.02
£8.96
66.1%
23 Red Stripe 4x440ml Can
37 ▲
£4.66
£8.74
67.1%
24 Carlsberg 4x500ml Can
23 ▼
£4.30
£7.57
73.3%
25 Budweiser 12x300ml Bottle
121 ▲
£10.14
£8.46
65.5%
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
1
76.5%
£14.71
Guinness Draught 4x440ml Can
TOP PROFIT DRIVERS
Stella Artois 500ml Margin*: 29.6% Average weekly profit: £9.50
2
Stella Artois 4x568ml Margin*: 30.9% Average weekly profit: £8.12
3
Foster's 4x440ml Margin*: 33.1% Average weekly profit: £7.25 *based on Booker case RRP
12 P12 Alcohol - Beer.indd 12
JUNE 2019
05/06/2019 11:42
Data supplied by
Alcohol – Cider Let it be known that 2019 was the year that high-strength cider was unseated from the top of the cider table. Frosty Jack’s 7.5% ABV has reigned supreme for the past two years in What to Stock, but has now been muscled down to fourth place by Strongbow. The Heineken-owned brand is
also responsible for two of this year’s biggest growers, Strongbow Cloudy Apple 440ml and Dark Fruit 4x568ml. Like Frosty Jack’s fall, the table shows a move away from other plastic bottles, as 500ml and 568ml cans make up ground. Big packs of own-label cider, Crumpton Oaks 2.5l and Lambrini 1.5l
TOP 25
TRDP 2018 rank
suffer declines. Fruit ciders in general come off well, with Kopparberg Mixed Fruit and Bulmers Crushed Red Berries & Lime making gains. Stocking the top 25 will result in £235.89 in weekly sales for the average store, making cider the third-largest segment within alcohol after beers and spirits.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Strongbow Dark Fruit 4% 4x440ml
2
▲ £5.27
£14.39
83.5%
2
Strongbow Original 5% 2l
3
▲ £3.76
£12.97
80.8%
3
Strongbow Dark Fruit 4% 10x440ml
4
▲ £10.75
£13.47
71.8%
4
Frosty Jack's 7.5% 3l
1
▼ £4.38
£14.60 63.3%
5
K Cider 8% 4x500ml
9
▲ £1.54
£15.41
56.6%
6
Strongbow Original 5% 4x568ml
6
£5.13
£12.11
69.7%
7
Strongbow Original 5% 10x440ml
8
▲ £9.24
£10.91
69.1%
8
Lambrini 7.5% 1.5l
7
▼ £3.47
£9.30
71.0%
9
Strongbow Original 5% 4x440ml
46 ▲
£4.09
£8.41
71.1%
10
Strongbow Dark Fruit 4% 4x568ml
18 ▲
£6.37
£10.81
55.0%
11
Symonds Scrumpy Jack 6% 500ml
12 ▲
£1.44
£9.56
61.2%
12
Own Brand Cider 7.5% 3l
11
£14.38
35.7%
13
Crumpton Oaks Farmhouse Dry 5% 2.5l
10 ▼
£3.68
£8.45
57.5%
14
Own Label Cider 5% 3l
13 ▼
£3.99
£12.87
34.6%
15
Thatchers Gold 4.8% 4x500ml
15
£4.61
£7.82
51.8%
16
Own Brand Cider 7.5% 500ml
14 ▼
89p
£12.06
31.5%
17
Henry Westons 8.2% 500ml
16 ▼
£1.91
£6.69
55.9%
18
Kopparberg Strawberry & Lime 4% 500ml
17 ▼
£2.22
£4.69
78.0%
19
Kopparberg Mixed Fruit 4% 500ml
20 ▲
£2.23
£4
79.0%
20 Bulmers Crushed Red Berries & Lime 4% 500ml
21 ▲
£1.92
£3.43
75.6%
21
22 ▲
£1.05
£13.07
19.3%
22 Magners Original 4.5% 4x568ml
35 ▲
£5.20
£4.91
44.9%
23 Lambrini 7.5% 750ml
23 ▲
£1.89
£3.16
66.3%
24 Strongbow Cloudy Apple 4.5% 440ml
38 ▲
£4.23
£3.81
51.6%
25 Frosty Jack's 7.5% 1l
25 ▲
£2.07
£4.61
41.3%
Own Label Black Cider 7.5% 500ml
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
▼ £3.99
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Strongbow Dark Fruit 4% 4x440ml Margin*: 20% Average weekly profit: £2.88
2
Strongbow Dark Fruit 4% 10x440ml Margin*: 16.4% Average weekly profit: £1.76
3
Thatchers Gold 4.8% 4x500ml Margin*: 34.6% Average weekly profit: £1.60 *based on Booker case RRP
JUNE 2019
P13 Alcohol - Cider.indd 13
13 05/06/2019 11:41
Data supplied by
Alcohol – Spirits Vodka has maintained its place at the top of the table, commanding nine of the top 10 spots. Within vodka, it’s all about Smirnoff, Glen’s and own label. Jack Daniel’s Whiskey, meanwhile, has been squeezed out of last year’s What to Stock top 10 to 13th place this year, with the cheaper High Commissioner and
Bell’s whisky rising through the ranks. Despite all the buzz around gin, the top 25 doesn’t reflect this trend, with Gordon’s 35cl the only gin brand featured. This is probably down to a lack of distribution, with new on-trend products like Whitley Neill Parma Violet stocked by less than 10% of stores compared with a
TOP 25
TRDP 2018 rank
top-25 product’s average distribution of 60.4%. Gordon’s Pink is the closest to breaking through, with 53% of stores stocking it. Recent analysis in RN found that products launched in multiples first are more likely to be stocked by independents, but also more likely to be delisted, which could be why distribution is low.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Smirnoff Vodka Red Label 37.5% 70cl
1
£13.60
£34.17
2
Glen's Vodka 37.5% 70cl
2
£12.82
£29.24 73.6%
3
Glen's Vodka 37.5% 35cl
3
£7.29
£27.78
71.6%
4
Smirnoff Vodka Red Label 37.5% 35cl
4
£8.45
£16.48
87.1%
5
Own Label Vodka 37.5% 35cl
5
£6.87
£25.47 56.3%
6
Glen's Vodka 37.5% 20cl
6
£4.51
£16.51
69.7%
7
Own Label Vodka 37.5% 20cl
8
▲ £4.27
£14.68
52.8%
8
Smirnoff Vodka Red Label 37.5% 20cl
7
▼ £5.31
£9.39
82.4%
9
Own Label Vodka 37.5% 70cl
9
£12.71
£14.62
48.4%
10
High Commissioner Whisky 40% 35cl
10
£8.32
£6.47
57.8%
11
Bell's Whisky Original 40% 35cl
11
£9.46
£4.21
75.7%
12
Gordon's Gin 37.5% 35cl
14 ▲
£8.53
£4.15
76.0%
13
Jack Daniel's Whiskey Old No. 7 40% 35cl
15 ▲
£12.97
£4.61
67.3%
14
Bell's Whisky Original 40% 20cl
13 ▼
£5.54
£4.29
71.2%
15
The Famous Grouse Whisky 40% 35cl
17 ▲
£9.82
£4.63
58.4%
16
Jacobite Whisky 40% 35cl
16
£8.19
£7.29
36.7%
17
High Commissioner Whisky 40% 20cl
12 ▼
£5.20
£4.82
55.3%
18
Christian Dupre Brandy Napoleon 36% 35cl
19 ▲
£7.90
£5.52
39.2%
19
Jacobite Whisky 40% 20cl
20 ▲
£4.91
£6.10
35.1%
20 Baileys Liqueur Irish Cream 17% 70cl
18 ▼
£14.88
£2.86
74.4%
21
22 ▲
£8.47
£3.64
52.7%
22 Own Label Vodka 37.5% 5cl
21 ▼
£1.74
£4.84
39.5%
23 Russian Standard Vodka 38% 35cl
38 ▲
£8.60
£4.56
34.8%
24 Jack Daniel's Whiskey Old No. 7 40% 5cl
23 ▼
£2.54
£2.93
54.1%
25 Smirnoff Vodka Red Label 37.5% 5cl
39 ▲
£2.09
£3.11
50.3%
Captain Morgan Rum Original 35% 35cl
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
88.3%
TOP PROFIT DRIVERS 1
Smirnoff Vodka Red Label 37.5% 70cl Margin*: 25.5% Average weekly profit: £8.71
2
Glen's Vodka 37.5% 35cl Margin*: 20% Average weekly profit: £5.56
3
Glen's Vodka 37.5% 70cl Margin*: 15.2% Average weekly profit: £4.44 *based on Booker case RRP
14 P14 Alcohol - Spirits.indd 14
JUNE 2019
05/06/2019 11:48
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31/05/2019 15:12
Data supplied by
Alcohol – Wine Accolade Wines dominates this year’s entries with Hardys Bin 161 Chardonnay 75cl 13% ABV retaining the top spot and offering the highest weekly profits of £3.61 per bottle sold. Meanwhile, Hardys Bin 161 Sauvignon Blanc 75cl 12% ABV has climbed the ranks since last year, with it now coming in seventh
place – an increase of 15 spaces. Isla Negra Seashore Chardonnay enters the top 25 boasting an increase of 50 places year on year. The trends show that while fruity flavours like Echo Falls Fruit Fusion Summer Berries has gained places, sales of wines with less than 12% ABV are falling. The table features one new entry
TOP 25
TRDP 2018 rank
in the form of The Secretary Bird Sauvignon Blanc, which unsurprisingly has the lowest distribution in the table at 38.9%. Even the top product isn’t stocked by more than a third of stores, showing that the wine category is more likely than most to be missing the top products in independent stores.
Average Average % of weekly UK stores price sales 2019 sold in per shop
£5.54
£17.71
61.7%
6
▲ £5.07
£11.62
72.3%
Hardys Bin 161 Shiraz 75cl 13%
3
£5.54
£11.55
59.5%
4
Isla Negra Seashore Sauvignon Blanc 75cl 12%
8
▲ £5.56
£9.88
68.2%
5
Echo Falls Rosé 75cl 11.5%
2
▼ £5.21
£9.08
66.5%
6
Blossom Hill Crisp & Fruity White 75cl 11.5%
5
▼ £5.56
£7.42
80.8%
7
Hardys Bin 161 Sauvignon Blanc 75cl 12%
22 ▲
£10.49
55.7%
8
Echo Falls White 75cl 11.5%
4
▼ £5.06
£7.53
70.9%
9
Hardys Varietal Range Chardonnay 75cl 12.5%
9
£5.75
£6.81
78.2%
10
Hardys Bin 161 Merlot 75cl 13%
32 ▲
£5.55
£9.11
55.6%
11
Hardys Bin 161 Rosé 75cl 12%
12 ▲
£5.52
£8.09
62.2%
12
The Secretary Bird Sauvignon Blanc 75cl 12%
–
£6.03
£12.45
38.9%
13
Echo Falls White Zinfandel Rosé 75cl 10%
10 ▼
£6.20
£5.69
76.1%
14
Hardys Varietal Range Pinot Grigio 75cl 12%
15 ▲
£5.87
£6.45
66.2%
15
Piccini Prosecco Sparkling Wine 75cl 11%
13 ▼
£8.85
£7.39
56.9%
16
Yellow Tail Shiraz 75cl 14%
20 ▲
£6.66
£5.59
73.0%
17
The Secretary Bird Merlot 75cl 14%
14 ▼
£5.85
£8.64
46.4%
18
Blossom Hill Crisp & Fruity Rosé 75cl 11%
11
▼ £5.61
£5.02
76.7%
19
Distant Vines Pinot Grigio 75cl 10%
18 ▼
£4.04
£7.24
52.7%
20 Blossom Hill White Zinfandel Rosé 75cl 10.5%
16 ▼
£6.41
£4.80
76.4%
21
26 ▲
£6.92
£5.81
61.2%
22 Isla Negra Seashore Chardonnay 75cl 12.7%
72 ▲
£5.56
£5.92
59.8%
23 Canti Prosecco Spumante Sparkling Wine 75cl 11%
27 ▲
£8.39
£7.13
48.0%
24 Casillero Del Diablo Sauvignon Blanc 75cl 12.5%
24
£7.06
£4.74
72.0%
25 Casillero Del Diablo Cabernet Sauvignon 75cl 13.5%
23 ▼
£7.07
£4.70
72.2%
1
Hardys Bin 161 Chardonnay 75cl 13%
1
2
Echo Falls Fruit Fusion Rosé Summer Berries 75cl 9%
3
Barefoot Pinot Grigio 75cl 12.5%
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
£5.52
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Hardys Bin 161 Chardonnay 75cl Margin*: 20.4% Average weekly profit: £3.61
2
Echo Falls Fruit Fusion Rosé Summer Berries 75cl Margin*: 23.9% Average weekly profit: £2.78
3
Hardys Varietal Range Pinot Grigio 75cl Margin*: 38.7% Average weekly profit: £2.50 *based on Booker case RRP
JUNE 2019
P17 Alcohol - Wine.indd 17
17 05/06/2019 11:27
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Order your copy from your wholesaler today, visit betterRetailing.com/subscribe or contact Kate Daw at kate.daw@newtrade.co.uk / 020 7689 3394 RN forward sell ad subs Generic UPDATED JUNE 2019.indd 1
05/06/2019 15:32
Data supplied by
Biscuits While McVitie’s still reigns as one of the most popular brands in the biscuits category, claiming three out of the five top spots in the table, own-brand appears to be pushing through, with six of the top 25. This year, own-brand Jaffa Cakes 300g and Choc Chip Cookies two-pack 200g came in third and
fifth place, respectively. In last year’s What to Stock, the only own-label present in the top five was Jaffa Cakes 300g. Again, own-brand Jaffa Cakes came in ahead of McVitie’s Jaffa Cakes this year, demonstrating the increasing importance of stocking own-label products. Plus, not only do own-brand
TOP 25
TRDP 2018 rank
Jaffa Cakes offer more profit on return – by 26p – the larger pack size appeals to shoppers as it offers better value for money. This is also reflected in several multipacks increasing their sales in the biscuits table this year. Despite the success of own label, McVitie’s dominates the table with 10 of the 25 top lines.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
McVitie's Milk Chocolate Digestives 266g
1
£1.32
£3.78
91.2%
2
McVitie's Milk Chocolate Hobnobs 262g
2
£1.33
£2.59
88.9%
3
Own Label Jaffa Cakes 300g
3
£1
£2.96
73.6%
4
McVitie's Jaffa Cakes 122g
11
£2.15
88.3%
5
Own Label Choc Chip Cookies 2x200g
5
£2.81
59.9%
6
McVitie's Digestives 400g
4
▼ £1.21
£1.89
88.8%
7
Nestlé KitKat 2-Fingers 5x20.7g
9
▲ 94p
£2.13
75.7%
8
McVitie's Rich Tea 300g
7
▼ £1.21
£1.52
83.5%
9
Oreo Cookies 154g
8
▼ 76p
£1.46
86.3%
10
Bobby's Biscolata 100g
6
▼ £1
£2.26
49.1%
11
Club Orange Club 6x22g
10 ▼
94p
£1.35
82.0%
12
Own Label Bourbon Creams 400g
14 ▲
£1
£2.40
43.6%
13
Blue Riband Chocolate Wafer 6x18g
42 ▲
94p
£1.50
67.7%
14
Mikado Milk Chocolate 48g
15 ▲
55p
£1.68
59.0%
15
McVitie's Dark Chocolate Digestives 266g
13 ▼
£1.37
£1.51
65.6%
16
McVitie's Penguin 6x25g
23 ▲
94p
£1.14
84.9%
17
McVitie's Gold Bar 6x22g
34 ▲
94p
£1.33
71.5%
18
Own Label Bourbon Creams 150g
16 ▼
52p
£1.40
67.6%
19
Own Label Custard Creams 150g
18 ▼
52p
£1.38
67.8%
20 Maryland Choc Chip Cookies 145g
17 ▼
94p
£1.32
67.9%
21
27 ▲
£1
£2
44.3%
22 Tunnocks Milk Chocolate Caramel Wafer 4x30g
25 ▲
96p
£1.96
44.4%
23 McVitie's Milk Chocolate Caramel Digestives 267g
21 ▼
£1.36
£1.46
59.5%
24 Jacob's Cream Crackers 200g
20 ▼
£1
£1.07
80.6%
25 McVitie's White Choc Chip Rich Tea 150g
37 ▲
95p
£1.22
68.6%
Own Label Custard Creams 400g
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
▲ 94p £1
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
McVitie's Milk Chocolate Digestives 266g Margin*: 37% Average weekly profit: £1.40
2
Own Label Jaffa Cakes 300g Margin*: 33.1% Average weekly profit: 98p
3
Own Label Choc Chip Cookies 2x200g Margin*: 30.1% Average weekly profit: 85p *based on Booker case RRP
JUNE 2019
P19 Biscuits.indd 19
19 05/06/2019 16:19
Data supplied by
Bread With 99% of households buying bread, this category is an essential part of top-up shopping. The top eight products remain the same as last year, with Kingsmill Everyday White Sliced Loaf Medium 800g retaining the top spot. Warburtons White Sliced Loaf Toastie 800g, currently in second place, offers the largest profit of
£5.28, but less than half of stores stock it, showing a potential missed opportunity for retailers. White bread accounts for 76% of the bread category, so it comes as no surprise that the top 10 products are all white bread. The 800g formats continue to be popular, boasting weekly sales of £208.45 per store that stocks
TOP 25
TRDP 2018 rank
it, highlighting their popularity with consumers. Brace’s Luxury White 800g products, thick and medium, are climbing the table, but are only stocked in approximately 10% of the stores sampled, showing that retailers tend to throw their weight behind the biggest brands in this category.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Kingsmill Everyday White Sliced Medium 800g
1
£1.08
£13.28
77.0%
2
Warburtons White Sliced Toast 800g
2
£1.42
£17.04
45.8%
3
Kingsmill Everyday White Sliced Thick 800g
3
£1.08
£8.68
70.7%
4
Warburtons White Sliced Medium 800g
4
£1.42
£12.55
45.0%
5
Hovis White Sliced Medium 800g
5
£1.20
£13.46
41.6%
6
Hovis White Sliced Thick 800g
6
£1.19
£11.68
35.0%
7
Kingsmill 50/50 White Sliced Medium 800g
7
£1.10
£4.67
66.9%
8
Roberts White Sliced Thick 800g
8
£1.30
£18.07
15.5%
9
Braces Luxury White Sliced Medium 800g
13 ▲
£1.42
£24.81
11.1%
10
Braces Luxury White Sliced Thick 800g
14 ▲
£1.44
£22.97
10.8%
11
Roberts White Sliced Medium 800g
9
▼ £1.35
£13.83
14.8%
12
Kingsmill Everyday Wholemeal Sliced Medium 800g
11
▼ £1.15
£2.47
62.3%
13
Warburtons Farmhouse White 800g
12 ▼
£1.55
£4.53
31.6%
14
Garth Bakery Sliced Loaf Medium 800g
17 ▲
£1.20
£27.81
4.2%
15
Warburtons Wholemeal Sliced Loaf Medium 800g
15
£1.51
£3.35
34.1%
16
Warburtons White Sliced Medium 400g
16
95p
£3.22
35.3%
17
Warburtons White Sliced Toastie 400g
19 ▲
99p
£2.88
34.7%
18
Kingsmill 50/50 Sliced Thick 800g
18
£1.09
£1.98
50.3%
19
Warburtons Seeded Batch Seeded 800g
20 ▲
£1.91
£4.67
19.3%
20 Warburtons Wholemeal Sliced Medium 400g
21 ▲
£1.02
£2.34
36.1%
21
24 ▲
£1.46
£1.37
59.9%
22 Baker Street Soft White Rolls 270g 4pk
25 ▲
£1
£1.69
48.2%
23 Baker Street White 550g
42 ▲
£1.54
£1.51
51.8%
24 Hovis Tasty Wholemeal Sliced Medium 800g
22 ▼
£1.40
£2.60
29.1%
25 Warburtons White Sliced Toastie 400g
23 ▼
93p
£4.05
17.2%
Baker Street Hot Dog Rolls 250g 4pk
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Warburtons White Sliced Toastie 800g Margin*: 31% Average weekly profit: £5.28
2
Hovis White Sliced Medium 800g Margin*: 38.8% Average weekly profit: £5.22
3
Hovis White Sliced Thick 800g Margin*: 38.8% Average weekly profit: £4.53 *based on Booker case RRP
20 P16 Bread.indd 20
JUNE 2019
05/06/2019 10:47
THE NoA1ST BREAKINF K* DR
A proper breakfast. Bottled.
Stock up now to capitalise on the 2bn breakfast on the go occasions** *Nielsen 52we 20th April 2019 **Kantar WPO YE 2018
22657_Weetabix_OTG_Nisa_Cover_Advert_320x230mm_AW_v8.indd 1 Untitled-1 1
22/05/201915:13 15:50 30/05/2019
Data supplied by
Breakfast While Weetabix takes the top spot, Kellogg’s occupies eight out of the 10 products in the table, showcasing the brand’s popularity. Kellogg’s Krave Chocolate Hazelnut 375g offers the highest average profit per week, with 74.6% of stores stocking the product, but remains in the same place as last year. If its distribution
was the same as of the top product, at 82.8%, it would result in an additional £102,748 in pure profit going through independents’ tills. The table reflects a general surge in healthier products, with Alpen Original Muesli, Kellogg’s Bran Flakes and Nestlé Shreddies rising up the table. Another Nestlé product to shoot
TOP 25
TRDP 2018 rank
up the ranks was Cheerios Oats, moving up from 21 to 11. With customers looking for quick and easy options for breakfast, it’s not surprising to see four on-the-go breakfast drinks in the table, with Weetabix Chocolate On the Go Drink 250ml moving up the table – an improvement on last year.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Weetabix 24pk
1
£2.68
£2.51
82.8%
2
Kellogg's Coco Pops 510g
2
£2.63
£2.38
85.9%
3
Kellogg's Crunchy Nut Cornflakes 500g
4
▲ £2.69
£2.22
86.0%
4
Kellogg's Cornflakes 550g
3
▼ £2.67
£1.89
86.7%
5
Kellogg's Krave Chocolate Hazelnut 375g
5
£2.56
£1.79
74.6%
6
Kellogg's Frosties 500g
7
▲ £2.55
£1.51
83.0%
7
Kellogg's Rice Krispies 510g
6
▼ £2.70
£1.27
83.7%
8
Weetabix 12pk
8
£1.59
£1.41
65.7%
9
Kellogg's Variety Pack 190g 8pk
9
£2.35
£1.01
77.0%
10
Kellogg's Fruit 'n Fibre 750g
10
£2.91
94p
60.2%
11
Nestlé Cheerios Oats 375g
21 ▲
£2.53
83p
58.2%
12
Weetabix Chocolate Weetos Hoops 350g
12
£2.16
£1.16
41.6%
13
Nestlé Shreddies 415g
23 ▲
£2.17
89p
53.0%
14
Kellogg's Special K 500g
11
▼ £2.79
70p
62.5%
15
Quaker Oat So Simple 8x27g
–
£1.83
£1.07
52.4%
16
Nestlé Honey Cheerios 375g
16
£2.56
88p
42.9%
17
Weetabix Chocolate On the Go Drink 250ml
18 ▲
£1.01
74p
44.8%
18
Kellogg's Bran Flakes 750g
19 ▲
£2.77
58p
54.9%
19
Weetabix Strawberry On the Go Drink 250ml
14 ▼
99p
75p
42.0%
20 Quaker Golden Syrup Oat So Simple 57g
24 ▲
96p
56p
52.9%
21
15 ▼
£1.94
58p
48.2%
22 Weetabix Vanilla On the Go Drink 250ml
22
£1
68p
39.1%
23 Alpen Original Muesli 625g
27 ▲
£2.67
82p
32.3%
24 Kellogg's Special K Red Berries 360g
26 ▲
£2.90
74p
34.5%
25 Weetabix Banana On the Go Drink 250ml
25
99p
71p
34.0%
Honey Monster Puffs 520g
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Kellogg's Krave Chocolate Hazelnut 375g Margin*: 39.9% Average weekly profit: 71p
2
Weetabix 24pk Margin*: 20.9% Average weekly profit: 52p
3
Kellogg's Coco Pops 510g Margin*: 20.4% Average weekly profit: 49p *based on Booker case RRP
22 P18 Breakfast.indd 22
JUNE 2019
05/06/2019 10:52
Nestlé Cereals
Right pack, right price, right size!
Shoppers who buy breakfast cereals in convenience have an average basket spend of £13.29 – worth more than double an average food basket without cereal (£5.48)* 84% of shoppers say they would like to see PMPs in their local convenience store** ® Reg. Trademark of Société des Produits Nestlé S.A. Subject to availability. Shreddies is a source of iron which contributes to normal energy-yielding metabolism. Shredded Wheat is low in saturated fat. Reducing intakes of saturated fat helps maintain normal blood cholesterol levels. Enjoy as part of a healthy diet and lifestyle. Price mark packs accurate at the time of printing. Curriously Cinnamon rated on average 4.7 by 371 consumers reviews posted on www.nestle-cereals.com/uk.en as of October 2017. Source: (*Him! CTP 2018 & Kantar 52 w/e 9 Sep 2018)(**KAMera, an eye on convenience retails, March 2017cereal product if it is in a PMP)
RN Full page ad.indd 1
29/05/2019 12:09
IT’S ANYTHING BUT AVERAGE
IAA GALA
#IAA19
27 NOVEMBER LONDON The Independent Achievers Academy presents its annual Gala. Celebrate and recognise the hard work and dedication of innovative convenience retailers.
Be our guest at this exclusive event. Email aston.headley@newtrade.co.uk to register
IAA Gala Dinner -Save the Date RETAILER AUDIENCE.indd 1
04/06/2019 14:53
In focus
Confectionery Much has been made in the past few years about shoppers looking for healthier choices that contain less sugar and fat, especially when it comes to snacks and treats. A comparison with 2010’s What to Stock tables shows that this has clearly had an impact on the confectionery market. As in 2010, the top-selling sugar confectionery in 2019 is Rowntree’s Fruit Pastilles 53g. However, while average weekly sales were £4.72 a decade ago, they have now fallen to £2.41. Similarly, while Cadbury Wispa Bar 36g topped the 2010 chocolate confectionery table with £8.24 average weekly sales, Kinder Bueno managed just £4 in 2018. Interestingly, the drop-off in larger packs and blocks hasn’t been as steep. In terms of block bars of chocolate, 2010’s top performer, Cadbury Dairy Milk
140g, managed average weekly sales of £11.32, while the best performer in 2019, Cadbury Dairy Milk 95g, was at £9.51. Customers are spending less on confectionery, but the fact that larger packs and blocks haven’t been as affected shows that the push towards sharing and big night in occasions in confectionery has had an impact. The top performer in our 2019 sharing bags table, Maltesers 68g, hit weekly sales of £5.27, while second-placed Drumstick Squashies hit average weekly sales of £4.81. A big mover in the 2019 sugar confectionery table is Own Label Fruit Pastilles 80g, which has shot up from 48 last year to 19. In 2010, there were no own-label products in the sugar confectionery table, so this is a trend that is definitely worth keeping an eye on.
Susan Nash Trade communications manager, Mondelez International Five ways you can achieve the best sales in the impulse confectionery category 1. Display a core range, including singles, duos, tablets, bags and gifts 2. Allocate space on shelf according to sales 3. Consider offering price-marked packs* to demonstrate value 4. Make the most of seasonal opportunities 5. Ensure new and promotional products are stocked in advance of marketing campaigns *Retailers are free to set their own prices
Average price comparison
£1
2010 2019
80p
60p
40p
20p
£0
45p
50p
Cadbury Twirl
JUNE 2019
p23 In Focus Confectionery.indd 25
99p (140g)
£1 (95g)
Cadbury Dairy Milk
44p
50p
Trebor Extra Strong Peppermint roll
36p
43p
Wrigley's Extra Peppermint
25 05/06/2019 16:15
Data supplied by
Confectionery – Gum If you think of chewing gum, then you think of Wrigley’s, and once again, the brand dominates all 25 of the top sellers. The top six stay the same this year, offering average weekly profits of up to £1.25. With customers being more health-conscious, all products but Hubba Bubba and Juicy Fruit are sugar-free.
Gum in bottles is making progress, driven by growing demand for having an easily portable format. Wrigley’s Extra White Bubblemint and Peppermint 46-piece bottles have entered the top 10, having jumped two or more places each. Despite all bottle formats in the table increasing on their rank this year, not one of them has a distribu-
TOP 25
TRDP 2018 rank
tion higher than 72%. With the average distribution across all lines at 74%, there are retailers that are missing out on extra sales. Chewing gum generates overall weekly sales of £32.04, making it the smallest of all the sub-category top 25 tables, but as a basket builder that drives impulse spend, it’s a key category to get right.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Wrigley's Extra Peppermint 10
1
55p
£3.57
95.6%
2
Wrigley's Extra Spearmint 10
2
55p
£3.13
95.3%
3
Wrigley's Extra White Bubblemint 10
3
57p
£2.89
90.7%
4
Wrigley's Extra Cool Breeze 10
4
55p
£2.78
90.9%
5
Wrigley's Airwaves Menthol & Eucalyptus 10
5
57p
£1.67
89.9%
6
Wrigley's Extra Ice White 10
6
57p
£1.40
86.9%
7
Wrigley's Extra Strawberry 10
8
▲ 55p
£1.32
86.4%
8
Wrigley's Extra Ice Peppermint 10
7
▼ 57p
£1.25
87.5%
9
Wrigley's Extra Peppermint Bottle 46
11
▲ £1.98
£1.31
71.8%
10
Wrigley's Extra White Bubblemint Bottle 46
13 ▲
£1.99
£1.32
65.0%
11
Wrigley's Extra Ice Spearmint 10
9
12
Wrigley's Airwaves Cherry Menthol 10
13
▼ 57p
97p
81.3%
10 ▼
57p
93p
82.7%
Wrigley's Extra Spearmint Bottle 46
15 ▲
£1.98
£1.09
69.9%
14
Wrigley's Airwaves Extreme Menthol & Eucalyptus 10
12 ▼
57p
95p
64.7%
15
Wrigley's Hubba Bubba Snappy Strawberry Tape 56g
18 ▲
98p
£1.17
52.0%
16
Wrigley's Airwaves Black Mint 10
14 ▼
57p
76p
75.7%
17
Wrigley's Hubba Bubba Seriously Strawberry 5
17
48p
69p
80.3%
18
Wrigley's Airwaves Blackcurrant 10
16 ▼
57p
79p
67.2%
19
Wrigley's Hubba Bubba Original 5
19
48p
68p
76.9%
20 Wrigley's Airwaves Menthol & Eucalyptus Bottle 46
22 ▲
£2
69p
56.1%
21
21
48p
50p
66.7%
22 Wrigley's Starburst Red Berry 5 sticks
38 ▲
52p
55p
59.1%
23 Wrigley's Juicy Fruit 7 sticks
20 ▼
49p
45p
70.7%
24 Wrigley's Extra Soft Chew Bubblegum 14
25 ▲
82p
64p
42.6%
25 Wrigley's Extra Peppermint Handy Box 25
24 ▼
£1.03
54p
44.9%
Wrigley's Hubba Bubba Atomic Apple 5
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Wrigley's Extra Peppermint 10 pieces Margin*: 35% Average weekly profit: £1.25
2
Wrigley's Extra Spearmint 10 pieces Margin*: 35% Average weekly profit: £1.10
3
Wrigley's Extra White Bubblemint 10 pieces Margin*: 30.7% Average weekly profit: 89p *based on Booker case RRP
26 P26 Confectionery - Gum.indd 26
JUNE 2019
05/06/2019 10:54
Data supplied by
Confectionery – Blocks Cadbury Dairy Milk has once again defended its title at number one in the table, matching last year's What to Stock. When it comes to block chocolate, big brands in £1 price-marked bars are the not-so-secret ingredient to strong sales. The size and price provide an easy trade up from single bars, although the
average margins on the top-25 bars is 25% compared to 22% for blocks, so retailers should be wary of this trade off. That value-seeking shopper behaviour stretches to own label, which has made some of the fastest rises according to TRDP’s data. Other wins include Terry’s Chocolate Orange, which was only
TOP 25
TRDP 2018 rank
stocked by 51% of stores last year, jumping to 65.3%. Stocking all these products equals £81.17 a week for the sampled retailers, and though the distribution for the majority of these products is strong, lines like Cadbury Dairy Milk Medley Fudge present a good opportunity for half of independent stores.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Cadbury Dairy Milk 95g
1
£1
£9.51
94.9%
2
Galaxy Smooth Milk 110g
34 ▲
£1
£6.69
92.8%
3
Cadbury Dairy Milk Caramel 120g
3
£1
£6.09
92.0%
4
Aero Peppermint 100g
4
98p
£4.64
91.7%
5
Galaxy Caramel 135g
7
▲ £1
£4.33
87.2%
6
Cadbury Dairy Milk Fruit & Nut 95g
5
▼ 99p
£3.92
93.0%
7
Cadbury Dairy Milk Daim 120g
8
▲ £1
£4.02
81.8%
8
Cadbury Dairy Milk Oreo 120g
6
▼ £1
£3.63
85.8%
9
Maltesers Teasers 100g
9
99p
£3.59
85.0%
10
Aero Milk Chocolate 100g
11
▲ 97p
£3.13
88.8%
11
Cadbury Dairy Milk Chopped Nut 95g
10 ▼
£1
£3.14
87.1%
12
Own Label Milk Chocolate 90g
39 ▲
50p
£2.91
73.3%
13
Milkybar 100g
14 ▲
98p
£2.40
85.6%
14
Galaxy Cookie Crumble 114g
12 ▼
£1
£2.71
75.7%
15
Own Label White Chocolate 90g
41 ▲
50p
£2.53
73.4%
16
Aero Orange 100g
26 ▲
98p
£2.09
75.4%
17
Cadbury Dairy Milk 360g
21 ▲
£3.01
£2.58
54.7%
18
Crunch 100g
18
99p
£1.87
70.2%
19
Smarties 100g
20 ▲
98p
£1.72
73.7%
20 Galaxy Smooth Milk 360g
93 ▲
£3
£2.25
52.0%
21
22 ▲
£1
£1.68
55.7%
22 Galaxy Honeycomb Crisp 114g
23 ▲
£1
£1.65
54.9%
23 Terry's Chocolate Orange 157g
16 ▼
£1.61
£1.32
65.3%
24 Galaxy Crispy 102g
25 ▲
£1
£1.39
57.6%
25 Cadbury Dairy Milk Oreo Mint 120g
19 ▼
£1
£1.38
57.1%
Cadbury Dairy Milk Medley Fudge 93g
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Cadbury Dairy Milk 95g Margin*: 24.2% Average weekly profit: £2.30
2
Galaxy Smooth Milk 110g Margin*: 22.7% Average weekly profit: £1.52
3
Cadbury Dairy Milk Caramel 120g Margin*: 20% Average weekly profit: £1.22 *based on Booker case RRP
JUNE 2019
P27 Confectionery - Blocks.indd 27
27 05/06/2019 10:56
Data supplied by
Confectionery – Chocolate bars Chocolate bars has a new leader – Kinder Bueno – which has taken the top spot for the first time ever. The line has ranked second and third in recent years, but this year has surfaced on top, though Cadbury Twirl, last year’s top product, still has the highest distribution. A big shock this year is the
standard Mars bar 51g tumbling out of the top 25, though this is likely due to it being available in a wider range of varieties, such as snacksize and duo, in the top 25. Funsize lies just outside the table, but still makes up 5% of the brand’s sales. This is important to consider reflecting in your singles range. Old favourites remain as popular
TOP 25
TRDP 2018 rank
as ever, but portion control, on-the-go snacking and increasingly price-conscious shopping behaviour are shaping the formats your consumers want them stocked in. Last year, multipacks accounted for just one of the top 25. This year, four have made their way into the table.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Kinder Bueno 43g
3
▲ 66p
£4
2
Cadbury Twirl 43g
1
▼ 57p
£3.68
94.6%
3
Kinder Bueno White 39g
7
▲ 66p
£3.57
83.9%
4
Cadbury Wispa 4x24.5g
8
▲ £1
£3.74
76.2%
5
Snickers Duo 83.4g
4
▼ 90p
£3.61
78.7%
6
Cadbury Wispa 36g
2
▼ 57p
£3.02
93.6%
7
Cadbury Twirl 5x21.5g
6
▼ £1
£4.16
67.8%
8
Cadbury Boost 48g
5
▼ 57p
£2.45
92.8%
9
Mars Snacksize 4x33.8g
16 ▲
£2.93
76.8%
10
Snickers 48g
9
▼ 62p
£2.35
94.0%
11
Milkybar 25g
11
54p
£2.38
90.1%
12
Mars Duo 39.4g
13 ▲
90p
£2.71
78.8%
13
Twix Xtra 75g
10 ▼
90p
£2.87
74.2%
14
Snickers Snacksize 4x35.5g
27 ▲
£1.01
£2.67
76.1%
15
Nestle KitKat 4-finger 41.5g
12 ▼
56p
£2.16
93.1%
16
Cadbury Wispa Gold 48g
19 ▲
54p
£2.54
74.7%
17
Cadbury Starbar 49g
23 ▲
54p
£2.30
79.3%
18
Cadbury Crunchie 40g
20 ▲
58p
£1.80
92.5%
19
Bounty Milk 57g
22 ▲
64p
£1.80
92.7%
20 Galaxy Ripple 33g
15 ▼
67p
£1.99
83.3%
21
18 ▼
77p
£2.02
79.9%
22 Twix 50g
26 ▲
61p
£1.69
92.8%
23 Aero Peppermint 36g
24 ▲
55p
£1.83
85.8%
24 Cadbury Dairy Milk 45g
21 ▼
61p
£1.72
88.2%
25 Cadbury Picnic 48g
28 ▲
59p
£1.63
88.8%
Fry's Turkish Delight 51g
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
£1.01
RANKING SAME AS 2018 90%+
91.2%
TOP PROFIT DRIVERS 1
Milkybar 25g Margin*: 39% Average weekly profit: 93p
2
Cadbury Twirl 43g Margin*: 25.1% Average weekly profit: 92p
3
Kinder Bueno White 39g Margin*: 23.8% Average weekly profit: 85p *based on Booker case RRP
28 P28 Confectionery - Chocolate Bars.indd 28
JUNE 2019
05/06/2019 10:55
RN Full page ad.indd 1
28/05/2019 14:27
Data supplied by
Confectionery – Mints For the second year running, Trebor has grabbed the top three spots in What to Stock’s mints table. This year, it’s not the brand’s rolls that have dominated. Softmints Spearmint and Peppermint Bottles are in second and third place, respectively, after being identified as ‘ones to watch’ in last year’s What to Stock. Bottles have shaken
up the chewing gum category and these two products climbing the table could spell the same for mints. But whereas gum’s top 25 had an average distribution of 74%, mints is 43.4%, showing there is uncertainty in what retailers should stock. More work by suppliers, symbols and the trade press is needed in this area. Own-label products have also
TOP 25
TRDP 2018 rank
surged up the chart, with Mint Imperials and Mint Assortments in 80g formats making their debut in the top 20. However, less than half of stores sell them, indicating that the majority of retailers are missing out on offering a value alternative. The top three profit drivers in this category are all tied on their average weekly profit.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Trebor Extra Strong Peppermint Roll 41g
2
▲ 49p
£1.67
80.2%
2
Trebor Softmints Spearmint Bottle 100g
3
▲ 49p
£1.56
79.9%
3
Trebor Softmints Peppermint Bottle 100g
4
▲ 49p
£1.13
79.1%
4
Polo Original 34g
1
▼ 57p
82p
86.1%
5
Polo Spearmint 34g
5
57p
£1.19
42.6%
6
Trebor Extra Strong Spearmint Roll 41g
8
▲ 49p
80p
61.8%
7
Trebor Extra Strong Peppermint Roll 45g
6
▼ 64p
£1.32
35.6%
8
Tic Tac Fresh Mint 18g
11
▲ 64p
58p
74.6%
9
Mentos Mint Roll 38g
12 ▲
58p
86p
49.4%
10
Polo Sugarfree 33g
7
▼ 54p
54p
67.1%
11
Mentos Mint Bag 135g
15 ▲
99p
84p
41.8%
12
Trebor Softmints Spearmint Roll 45g
9
▼ 63p
99p
32.8%
13
Trebor Softmints Peppermint Roll 45g
10 ▼
63p
90p
35.0%
14
Own Label Mint Imperials 80g
18 ▲
51p
63p
48.6%
15
Fox's Glacier Mints Bag 130g
13 ▼
£1
54p
52.9%
16
Maynards Bassetts Murray Mints 193g
14 ▼
£1.70
£1.17
23.7%
17
Own Label Mint Assortment 80g
23 ▲
52p
57p
44.0%
18
Fox's XXX Extra Strong 48g
16 ▼
57p
74p
30.6%
19
Trebor Extra Strong Spearmint Roll 41.3g
17 ▼
63p
62p
24.1%
20 Maynards Bassetts Mint Creams 193g
19 ▼
£1.76
£1.83
7.7%
21
25 ▲
£1
96p
13.2%
22 Maynards Bassetts Mint Imperials 200g
24 ▲
£1.69
86p
13.7%
23 Tic Tac Mint Rush 18g
27 ▲
64p
28p
39.3%
24 One Pounders Magic Mints 140g
31 ▲
£1
82p
9.5%
25 One Pounders Mint Imperials 150g
29 ▲
£1p
72p
10.7%
One Pounders Butter Mints 150g
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Mentos Mint Roll 38g Margin*: 43.6% Average weekly profit: 37p
2
Maynards Bassetts Mint Creams 193g Margin*: 20.2% Average weekly profit: 37p
3
Trebor Extra Strong Peppermint Roll 41g Margin*: 22.3% Average weekly profit: 37p *based on Booker case RRP
30 P28 Confectionery - Mints.indd 30
JUNE 2019
05/06/2019 14:11
Data supplied by
Confectionery – Sharing While last year six of the top 10 lines were chocolate bags, jellies and gums are improving year on year, forcing chocolate down to four lines. Compared with last year, the average price of the top lines is lower than £1 for the first time in at least three years, showing that independents are responding
to the cut-price deals offered by their competition. Retailers that are sceptical at the power of seasonal events should take note that Cadbury Mini Eggs – an Easter line – ranks at 21. This means its sales during the weeks of the year it is available are enough to rank it in the top 25 products year round.
TOP 25
TRDP 2018 rank
With the average distribution of all lines at 82.1%, this is a category where bestsellers are well established, but there are some significant gaps. Products such as M&M’s Crispy, Maoam Pinballs, Cadbury Twirl Bites and Maynards Bassetts Midget Gems have some of the lowest distribution, so make sure these have a place on your shelves.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Maltesers 68g
2
▲ 98p
£5.27
90.6%
2
Drumstick Squashies 145g
1
▼ 97p
£4.81
83.0%
3
Cadbury Giant Buttons 95g
143 ▲
£4.30
86.2%
4
Haribo Tangfastics 180g
7
▲ 98p
£3.23
88.7%
5
Haribo Starmix 180g
6
▲ 97p
£3.17
89.9%
6
Maynards Bassetts Wine Gums 165g
4
▼ 99p
£3.08
91.8%
7
Haribo Supermix 180g
15 ▲
97p
£2.35
85.7%
8
M&M's Crispy 77g
8
98p
£2.59
71.6%
9
Galaxy Minstrels 80g
11
▲ 98p
£2.19
83.0%
10
Maynards Bassetts Sports Mix 165g
9
▼ 98p
£2.11
83.2%
11
Cadbury Chocolate Eclairs 130g
12 ▲
£1
£2.02
86.0%
12
Haribo Giant Strawbs 180g
27 ▲
97p
£2.21
76.7%
13
M&M's Peanut 82g
13
98p
£1.99
84.5%
14
Maynards Bassetts Jelly Babies 165g
10 ▼
99p
£1.86
87.7%
15
Rowntree's Fruit Pastilles 120g
17 ▲
97p
£1.85
85.5%
16
Revels 71g
14 ▼
98p
£1.89
81.3%
17
Skittles Fruits 125g
16 ▼
92p
£1.73
85.6%
18
Cadbury Caramel Nibbles 95g
226▲
£1
£2.02
69.4%
19
Milkybar 85g
19
98p
£1.65
84.5%
20 Maoam Pinballs 160g
23 ▲
99p
£1.75
76.4%
21
–
£1.05
£3.57
75.6%
22 Cadbury Twirl Bites 95g
256▲
£1
£1.79
72.4%
23 Starburst Original 141g
248▲
91p
£1.58
81.4%
24 Maoam Stripes 160g
25 ▲
97p
£1.62
78.8%
25 Maynards Bassetts Midget Gems 160g
18 ▼
98p
£1.72
72.3%
Cadbury Mini Eggs 80g
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
£1
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Haribo Tangfastics 180g Margin*: 40.1% Average weekly profit: £1.30
2
Haribo Starmix 180g Margin*: 40.1% Average weekly profit: £1.27
3
Drumstick Squashies 145g Margin*: 25.1% Average weekly profit: £1.21 *based on Booker case RRP
JUNE 2019
P31 Confectionery - Sharing.indd 31
31 05/06/2019 11:01
Data supplied by
Confectionery – Sugar In a key impulse category for independent convenience stores, Rowntree’s Fruit Pastilles ranks high above the rest with the best distribution. Fruit Pastilles is the only product in the category that is stocked by nine out of 10 convenience stores. The second-highest-distributed product, Maynards Bassetts Wine Gums, comes in at 79.5%.
A push by Mondelez to get the remaining 4,000 stores stocking this line could drive an extra £190,000 in sales through these retailers’ tills. This year, own-label products are increasing in popularity, with Fruit Pastilles and Midget Gems making their top-25 debuts. Retailers in north-east England will recognise Sunshine Jelly Babies at
TOP 25
TRDP 2018 rank
number 11. The company has been replaced by Roch Sweets and its products are flying off the shelves in the region. Within sugar, the 50p price point is the sweet spot reflected by Haribo’s 70g packs climbing to the middle of the table, while the most pricey, Rowntree’s Fruit Gums and Skittle Fruits, have dipped slightly.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Rowntree's Fruit Pastilles 53g
1
54p
£2.41
91.4%
2
Brain Licker Candy Drink Raspberry 60ml
2
96p
£1.59
62.8%
3
Vimto Fizzy Rip Roll 38g
5
▲ 50p
£1.63
57.7%
4
Maynards Bassetts Wine Gums 52g
3
▼ 54p
92p
79.5%
5
Rowntree's Fruit Gums 48g
4
▼ 59p
£1.03
70.8%
6
Starburst Original Fruit Chews 45g
6
54p
86p
79.3%
7
Rowntree's Jelly Tots 42g
8
▲ 58p
97p
69.9%
8
Bobby's Snake Winder Strawberry & Cream 30g
9
▲ 30p
£1.36
44.3%
9
Bobby's BPOP Lolly Strawberry Single
14 ▲
99p
£1.42
38.7%
10
Skittles Fruits 45g
7
▼ 59p
78p
68.6%
11
Sunshine Jelly Babies
11
52p
£8.01
6.5%
12
Lickedy Lips Candy Drink Sour 60ml
10 ▼
97p
£1.06
47.9%
13
Fruit-tella Chews Strawberry 41g
13
54p
99p
48.8%
14
Haribo Little Jelly Men 70g
95 ▲
47p
79p
60.7%
15
Haribo Zing Dummies 70g
55 ▲
47p
76p
62.2%
16
Haribo Yellow Bellies Mini 70g
68 ▲
47p
73p
61.7%
17
Chewits Chews Strawberry 30g
15 ▼
44p
73p
55.4%
18
Haribo Zing Rhubarb & Custard 70g
98 ▲
47p
75p
52.0%
19
Own Label Fruit Pastilles 80g
48 ▲
51p
81p
47.8%
20 Mr Tom Peanut Bar 40g
18 ▼
49p
94p
41.4%
21
17 ▼
40p
£1
37.4%
22 Bobby's Mega Sour Pops Lolly Single
16 ▼
25p
83p
43.4%
23 Bobby's Candy Sticks 18g
163 ▲
33p
81p
44.1%
24 Own Label Midget Gems 80g
86 ▲
51p
79p
45.0%
25 Haribo Rainbow Twists 70g
19 ▼
47p
82p
42.8%
Kellogg's Fruit Winders Strawberry 17g
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Rowntree's Fruit Pastilles 53g Margin*: 26.5% Average weekly profit: 64p
2
Vimto Fizzy Rip Roll 38g Margin*: 32% Average weekly profit: 52p
3
Fruit-tella Chews Strawberry 41g Margin*: 48.2% Average weekly profit: 48p *based on Booker case RRP
32 P32 Confectionery - Sugar.indd 32
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05/06/2019 10:58
Data supplied by
Chilled – Dairy Chilled is responsible for a huge amount of sales in convenience, with 12% of sales from the top 700 products coming from the table below. Popping to the local shop for milk is the main driver for shoppers in this category, with milk claiming nine out of the top 10 chilled products in the table.
Chilled is unique in the sense that there are powerful regional brands that gain a place on the table, with milk from Trewithen in Cornwall, Embleton Hall in County Durham and Hereford-based Bartonsham making the chart. It’s for this reason that in our profit drivers’ section, we have only crunched the margins on
TOP 25
TRDP 2018 rank
national brands, like Müller, Lurpak, Yazoo, Dairylea and Elmlea. With margins upwards of 39% in some cases, chilled is an essential profit-driving category for modern destination convenience stores to get right. Once your core is in place, experiment with local premium varieties to drive shopper spend further.
Average Average % of weekly UK stores price sales 2019 sold in per shop
£1.20
£31.80 58.0%
1
Müller Semi-Skimmed Milk 2l
1
2
Müller Whole Milk 2l
3
▲ £1.18
£20.55 55.6%
3
Freshways Semi-Skimmed Milk 2l
2
▼ £1.26
£49.63
18.0%
4
Watsons Semi-Skimmed Milk 2l
5
▲ £1.28
£34.83
18.5%
5
Own Label Semi-Skimmed Milk 1.5l
4
▼ 99p
£18.68
31.3%
6
Freshways Whole Milk 2l
6
£1.24
£32.88
16.8%
7
Paynes Dairy Whole Milk 2l
9
▲ £1.18
£44.31
9.7%
8
Lurpak Slightly Salted Spreadable 250g
8
£2.27
£7.84
53.6%
9
Watsons Whole Milk 2l
10 ▲
£1.25
£21.18
18.0%
10
Own Label Whole Milk 1.5l
7
£12.26
28.3%
11
Yazoo Strawberry Flavoured Milk 400ml
12 ▲
96p
£3.45
91.6%
12
Cotteswold Dairy Semi-Skimmed Milk 2l
13 ▲
£1.37
£52.06
5.2%
13
Yazoo Chocolate Flavoured Milk 400ml
14 ▲
97p
£2.90
91.2%
14
Freshways Semi-Skimmed Milk 1l
15 ▲
98p
£15.44
16.9%
15
Country Semi-Skimmed Milk 2l
16 ▲
£1.38
£22.19
11.1%
16
Müller Semi-Skimmed Milk 1l
29 ▲
£1.02
£7.75
31.6%
17
Yazoo Banana Flavoured Milk 400ml
21 ▲
97p
£2.70
88.9%
18
Dairylea Dunkers Jumbo Cheese 45g
216 ▲
66p
£2.88
80.4%
19
Embleton Hall Semi-Skimmed Milk 2l
23 ▲
£1.14
£70.45
3.3%
20 Trewithen Semi-Skimmed Milk 2l
19 ▼
£1.53
£85.43
2.6%
21
26 ▲
£1.30
£98.87
2.2%
22 Elmlea Double Cream 284ml
27 ▲
£1.01
£2.61
83.8%
23 Yazoo Strawberry Flavoured Milk 1l
34 ▲
£1.37
£2.95
71.7%
24 Own Label Mild White Cheese 180g
28 ▲
£1
£3.26
64.8%
25 Watsons Semi-Skimmed Milk 1l
17 ▼
98p
£10.21
20.3%
Bartonsham Farm Semi-Skimmed Milk 2l
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
▼ 98p
RANKING SAME AS 2018
TOP PROFIT DRIVERS 1
Lurpak Slightly Salted Spreadable 250g Margin*: 21.8% Average weekly profit: £1.71
2
Müller Semi-Skimmed Milk 2l Margin*: 31.7% Average weekly profit: £10.08
3
Müller Whole Milk 2l Margin*: 31.7% Average weekly profit: £6.51
90%+ *based on Booker case RRP
JUNE 2019
p33 Chilled.indd 33
33 05/06/2019 11:01
Data supplied by
Crisps & snacks Hula Hoops BBQ Beef Big Hoops is the biggest-selling crisps & snacks line, knocking Doritos off the top spot. The line ranked sixth in 2016's What to Stock before falling to seventh in 2017 then rising again to sixth in 2018 as PepsiCo’s Walkers and Doritos brands dominated the top positions.
However, 13.2% of independents do not stock this key line, ranking it seventh out of the top 10 in distribution. This means that 4,480 independent and symbol retailers are missing out on £1.27m a year in sales. Hula Hoops was not the only success story for KP Snacks. Nik Naks Nice ’n’ Spicy was identified as one to watch in 2016’s What to
TOP 25
TRDP 2018 rank
Stock before making its table debut at 17 in 2017. It has now rocketed to number six. Meanwhile, Nik Naks Rib 'n' Saucy has shot from 207th last year to 24th. An increase of brands and flavours is squeezing PepsiCo as market leader, with an increasingly broad range of competitors nipping at its heels.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Hula Hoops BBQ Beef Big Hoops 87.4g
4
▲ 97p
£5.47
86.8%
2
Doritos Chilli Heatwave Tortillas 80g
1
▼ 97p
£4.41
92.1%
3
Doritos Tangy Cheese Tortillas 80g
5
▲ 97p
£4.09
92.3%
4
Cheetos Flamin' Hot Twisted 72g
13 ▲
97p
£4.33
86.2%
5
Walkers Quavers Cheese 52g
7
▲ 97p
£3.99
89.2%
6
Nik Naks Nice 'n' Spicy 95g
12 ▲
97p
£4.06
82.0%
7
Walkers Ready Salted 32.5g
6
▼ 58p
£3.35
90.1%
8
Pringles Sour Cream & Onion 200g
14 ▲
£3.31
91.0%
9
Walkers Cheese & Onion 32.5g
2
▼ 58p
£3.27
90.9%
10
Happy Shopper Onion Rings 75g
8
▼ 52p
£3.60
80.1%
11
Doritos Cool Original Tortillas 80g
9
▼ 97p
£3.15
91.1%
12
Walkers Cheese & Onion 80g
3
▼ 96p
£3.21
85.4%
13
Wotsits Cheese Puffs 56g
15 ▲
97p
£3.16
85.8%
14
Walkers Thai Sweet Chilli Sensations 73g
11
▼ 98p
£3.10
86.1%
15
Pringles Texas BBQ Sauce 200g
18 ▲
£1.86
£2.93
89.6%
16
Monster Munch Pickled Onion 68g
19 ▲
97p
£3.07
85.7%
17
Happy Shopper Cheese Puffs 75g
16 ▼
51p
£3.15
79.0%
18
Monster Munch Roast Beef 68g
17 ▼
97p
£2.86
83.1%
19
Skips Prawn Cocktail 50g
56 ▲
97p
£3.17
74.6%
20 Walkers Ready Salted 75g
10 ▼
97p
£2.80
83.9%
21
20 ▼
£1.90
£2.59
89.2%
22 Pringles Original 200g
23 ▲
£1.92
£2.39
91.3%
23 McCoy's Flame Grilled Steak Ridge Cut 70g
22 ▼
97p
£2.70
79.9%
24 Nik Naks Rib 'n' Saucy 95g
207▲
97p
£3.24
62.5%
25 Monster Munch Flamin' Hot 68g
32 ▲
96p
£2.60
75.6%
Pringles Salt & Vinegar 200g
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
£1.88
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Hula Hoops BBQ Beef Big Hoops 87.4g Margin*: 31.1% Average weekly profit: £1.70
2
Nik Naks Nice 'n' Spicy 95g Margin*: 40.1% Average weekly profit: £1.63
3
Happy Shopper Onion Rings 75g Margin*: 42% Average weekly profit: £1.51 *based on Booker case RRP
34 P34 Crisps & Snacks.indd 34
JUNE 2019
05/06/2019 14:57
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22/05/2019 12:48 17:33 20/05/2019
Data supplied by
Free-from With demand for gluten-free and dairy-free products growing, it made sense this year to compile a top 25 list of the bestselling free-from products to help you offer a range that your shoppers are looking for. Sales of plant-based products are growing by 22%, and within this, sales of Alpro are rising by
26%. However, convenience retailers only account for 2% of total plant-based sales, compared to their share of more than 20% of all grocery sales. Therefore, there is a real opportunity for convenience and independent retailers to make more of plant-based foods. If you are new to the category,
TOP 25
TRDP 2018 rank
Alpro milk is the best place to start, with it claiming the top six positions in the table, alongside being a well-known brand. Once you have this in place, use this top 25 list as guidance to test the products with your customers to work out what the best free-from range is for your store.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Alpro Original Sweetened UHT Soya Drink 1l
1
£1.71
£1.38
50.1%
2
Alpro Original UHT Almond Drink 1l
2
£1.78
90p
38.1%
3
Alpro Original UHT Oat Drink 1l
12 ▲
£1.79
£1.12
18.2%
4
Alpro Unsweetened UHT Almond Drink 1l
3
▼ £1.76
78p
25.3%
5
Alpro Unsweetened UHT Soya Drink 1l
7
▲ £1.71
65p
26.3%
6
Alpro Original UHT Coconut Drink 1l
5
▼ £1.78
59p
23.1%
7
Quorn Mince Meat Free 300g
8
▲ £2.37
48p
19.5%
8
Nakd Orange Bar Gluten & Dairy Free 35g
6
▼ 81p
23p
34.4%
9
Quorn Sausages Meat Free 336g
10 ▲
£2.27
59p
11.9%
10
Alpro Original Soya Drink 1l
9
▼ £1.53
75p
9.3%
11
Alpro Silky Smooth Chocolate Soya Dessert 4x125g
11
£1.96
56p
11.5%
12
Arla Semi-Skimmed Drink Lactofree 1l
13 ▲
£1.69
£1.62
3.4%
13
Peroni Nastro Azzurro Gluten Free 4x330ml
67 ▲
£6.11
£1.45
3.3%
14
Nakd Cookie Bar Gluten & Dairy Free 35g
4
15
Ben & Jerry's Chocolate Fudge Brownie Non-Dairy 500ml 99 ▲
16
Alpro Heavenly Velvet Vanilla Soya Dessert 4x125g
17
23p
19.8%
£4.94
92p
4.8%
15 ▼
£1.98
45p
9.6%
Alpro For Professionals UHT Soya Drink 1l
14 ▼
£1.79
54p
7.5%
18
Quorn Nuggets Meat Free 300g
38 ▲
£2.26
47p
8.6%
19
Alpro For Professionals Almond Drink 1l
31 ▲
£1.82
35p
10.1%
69 ▲
£2.09
£5.83
0.6%
17 ▼
£2
41p
8.4%
22 Alpro Original Almond Drink 1l
22
£1.69
66p
4.9%
23 Alpro Caffè Brazilian Coffee & Caramel Soya 235ml
–
£1.43
81p
6.7%
24 Quorn Burgers Meat Free 300g
19 ▼
£2.27
43p
7.3%
25 Quorn Chicken Style Pieces Meat Free 300g
35 ▲
£2.27
44p
6.9%
20 Oatly Barista Edition UHT Oat Drink 1l 21
Alpro Caramel Soya Dessert 4x125g
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
▼ 87p
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Alpro Original Sweetened UHT Soya Drink Dairy & Gluten Free 1l Margin*: 44.7% Average weekly profit: 62p
2
Alpro Original Oat Drink Dairy & Gluten Free 1l Margin*: 42.5% Average weekly profit: 48p
3
Ben & Jerry's Chocolate Fudge Brownie Non-Dairy Ice Cream 500ml Margin*: 40.1% Average weekly profit: 37p *based on Booker case RRP
36 P36 Free from.indd 36
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05/06/2019 11:02
Data supplied by
Ice cream Magnum Classic, Magnum White and Calippo Orange maintain their positions at the top, claiming the three bestselling spots for the third consecutive year. In tubs, Ben & Jerry’s Cookie Dough climbs four places compared with The Retail Data Partnership's 2018 data. Ben & Jerry’s Fudge Brownie makes a similar gain.
Ice pops also make their debut this year driven by parents looking for lighter treats for their children. Mr Freeze is the clear leader in this category, and with sales in this segment growing by 22% last year, this is clearly an area to watch. The demand for less indulgent, more refreshing ice cream also benefits products like Solero and
TOP 25
TRDP 2018 rank
Calippo, with the former climbing eight places. No product has distribution higher than 74%, suggesting many retailers are missing out on the opportunity for ice cream sales. Retailers stocking ice cream should ensure their impulse and takehome freezers offer a balance of choices to bring in more shoppers.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Wall's Magnum Classic 110ml
1
£1.93
£4.34
74.0%
2
Wall's Magnum White 110ml
2
£1.93
£3.93
66.7%
3
Wall's Calippo Orange 105ml
3
£1.13
£2.64
65.1%
4
Mr Freeze Freeze Pop Original 50ml
7
▲ 26p
£2.51
64.2%
5
Wall's Twister 80ml
6
▲ £1.15
£2.41
65.4%
6
Wall's Feast 90ml
4
▼ £1.09
£1.96
66.7%
7
Wall's Magnum Mint 100ml
12 ▲
£1.94
£2.80
46.6%
8
Wall's Magnum Raspberry 88ml
8
£1.74
£1.91
65.4%
9
Ben & Jerry's Cookie Dough 500ml
13 ▲
£3.86
£1.95
60.2%
10
Classic Vanilla 900ml
5
▼ £2.25
£1.91
60.7%
11
Classic Original 120ml
9
▼ 75p
£1.94
59.4%
12
Wall's Solero Exotic 90ml
20 ▲
£1.44
£2.05
56.1%
13
Classic Chocolate Vanilla 120ml
15 ▲
87p
£1.88
56.4%
14
Classic White Chocolate 120ml
11
▼ 75p
£1.83
56.1%
15
Ben & Jerry's Chocolate Fudge Brownie 500ml
16 ▲
£3.76
£1.58
57.0%
16
Bobby's Ice Snapper Ice Pop Single
14 ▼
30p
£2.20
39.9%
17
Classic Choc Chip 900ml
18 ▲
£2.25
£1.44
58.2%
18
Classic Caramel 900ml
19 ▲
£2.25
£1.62
51.7%
19
Cornetto Strawberry 120ml
29 ▲
£1.42
£1.58
52.5%
20 Classic Strawberry Tub 900ml
21 ▲
£2.25
£1.35
59.0%
21
43 ▲
£1.42
£1.57
50.5%
22 Pop Up Lolly Orange 110ml
23 ▲
60p
£1.49
51.6%
23 Cadbury Flake 99 Cone 125ml
22 ▼
£1.73
£2.56
29.2%
24 Wall's Magnum Almond 100ml
25 ▲
£1.94
£2.05
34.8%
25 Classic Strawberry 120ml
27 ▲
75p
£1.22
55.4%
Cornetto Classico 125ml
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Wall's Magnum Classic 110ml Margin*: 31.2% Average weekly profit: £1.35
2
Wall's Magnum White 110ml Margin*: 31.2% Average weekly profit: £1.23
3
Mr Freeze Freeze Pop Original 50ml Margin*: 45.8% Average weekly profit: £1.15 *based on Booker case RRP
JUNE 2019
P37 Ice cream.indd 37
37 05/06/2019 11:03
Data supplied by
Household & laundry Pods are the name of the game when it comes to the household & laundry category. The sub-sector has more than a 33% share of the market, compared with powders, liquids and gels, and is the fastest-growing format. This trend is reflected in the table, with Daz Go Washing Pods (12 washes) climbing three places
to number two, and Ariel 3-in-1 Washing Pods (12 washes) jumping from 21st to 12th place. Lack of distribution of top lines is holding many of the top-selling lines back, with brands such as Daz, Surf and Ariel needing to do more to seize greater shelf space. Whereas own brand in other categories has grown in popularity,
TOP 25
TDRP 2018 rank
in household & laundry it remains a niche, with more people opting to buy branded – and, according to our profit drivers, it seems that's also where the money is. Meanwhile, for more than three years running, Fairy Washing Up Liquid Original 433ml has reigned as the top-selling product, with more than 90% distribution.
Average Average % of weekly UK stores price sales 2019 sold in per shop
£1.24
£2.32
91.0%
4
▲ £2.39
£2.45
71.8%
Comfort Fabric Conditioner Blue Skies 21 washes
2
▼ £1.56
£1.46
83.7%
4
Domestos Bleach Original 750ml
7
▲ 99p
£1.38
86.8%
5
Surf Washing Powder Tropical Lily 45 washes
3
▼ £4.67
£2.23
51.5%
6
Fairy Washing Up Liquid Pomegranate 433ml
5
▼ £1.22
£1.51
72.6%
7
Daz Go Washing Pods 27 washes
421 ▲
£3.67
£2.11
51.2%
8
Fairy Washing Up Liquid Lemon 433ml
9
▲ £1.24
£1.20
78.0%
9
Finish All-in-1 Dishwasher Tablets 13 tabs
12 ▲
£2.85
£1.33
68.4%
10
Comfort Fabric Conditioner Sunshiny Days 21 washes
10
£1.52
£1.15
74.5%
11
Daz Washing Powder 10 washes
11
£2.48
£1.17
70.4%
12
Ariel 3-in-1 Washing Pods 12 washes
21 ▲
£3.93
£1.53
53.1%
13
Surf Washing Powder Tropical Lily 10 washes
16 ▲
£2.30
£1.18
68.8%
14
Bold 3-in-1 Liquid Capsules Lavender 12 washes
118 ▲
£3.93
£1.56
51.7%
15
Own Label Washing Up Liquid Original 500ml
14 ▼
60p
£1.12
72.2%
16
Own Label Bleach Original 750ml
18 ▲
50p
96p
74.7%
17
Own Label Bleach Citrus 750ml
19 ▲
50p
98p
67.9%
18
Zoflora Disinfectant 56ml
25 ▲
£1.10
£1.05
57.6%
19
Domestos Bleach Citrus 750ml
24 ▲
98p
80p
74.1%
20 Comfort Fabric Conditioner Pure 21 washes
17 ▼
£1.59
80p
73.3%
21
20 ▼
£2.99
£1.12
51.9%
22 Own Label Washing Up Liquid Lemon 500ml
23 ▲
60p
89p
64.1%
23 Lenor Fabric Conditioner Spring Awakening 22 washes
8
79p
66.4%
£1.05
47.5%
66p
72.7%
1
Fairy Washing Up Liquid Original 433ml
1
2
Daz Go Washing Pods 12 washes
3
Bold 2-in-1 Powder Lavender & Camomile 10 washes
▼ £1.59
24 Persil Small & Mighty Non-Bio Washing Liquid 25 washes 85 ▲ £3.66 25 Persil Non-Bio Washing Powder 10 washes ▲ RANKING UP FROM 2018 0-30%
29 ▲
▼ RANKING DOWN FROM 2018 31-60%
61-90%
£2.76
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Fairy Washing Up Liquid Original 433ml Margin*: 34.1% Average weekly profit: 79p
2
Comfort Fabric Conditioner Blue Skies 21 washes Margin*: 38.9% Average weekly profit: 57p
3
Fairy Washing Up Liquid Pomegranate 433ml Margin*: 34.1% Average weekly profit: 51p *based on Booker case RRP
38 P38 Household & Laundry.indd 38
JUNE 2019
05/06/2019 11:28
Data supplied by
Protein While Dunn's River Nurishment is holding command of the drinks market, Grenade is taking over bars, occupying 10 places in the top 25 protein lines. But own label is also competing heavily, with two products in the top 10 entering at fifth and sixth place respectively. Within brands, the biggest
growth is coming from those that cost more than £2 per bar. It’s clear the consumers that these products are targeting are not afraid to pay a little extra. But there’s also a place for major confectionery brands. Mars, Snickers and Cadbury Boost all have representation on the table, indicating that the demand for
TOP 25
TRDP 2018 rank
protein is not just gym-goers, but a broad range of shoppers. With consumers looking for quick and easy ways to be healthy, this is the category to get on board with. The top 25 offers an average margin of 34.1%, which, compared with chocolate bars’ 25%, makes a compelling case for stocking a protein range.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Dunn's River Nurishment Milk Drink Strawberry 400g
1
£1.24
£2.36
74.9%
2
Dunn's River Nurishment Milk Drink Vanilla 400g
2
£1.24
£2.35
71.4%
3
Dunn's River Nurishment Milk Drink Chocolate 400g
3
£1.27
£2.03
71.9%
4
Dunn's River Nurishment Milk Drink Banana 400g
4
£1.30
£1.77
66.3%
5
Own Label Drink Strawberry 330ml
–
89p
£1.47
68.4%
6
Own Label Drink Chocolate 330ml
–
89p
£1.21
67.0%
7
Grenade Carb Killa Bar Cookies & Cream 60g
5
£1.70
45.9%
8
Grenade Carb Killa Drink Cookies & Cream 330ml
8
£2.10
£1.08
43.6%
9
Grenade Carb Killa Drink Fudge Brownie 330ml
12 ▲
£2.09
£1.08
42.7%
10
Grenade Carb Killa Bar White Chocolate 60g
13 ▲
£2.11
£1.66
27.0%
11
Grenade Carb Killa Bar Caramel Chaos 60g
10 ▼
£2.10
£1.35
27.8%
12
Mars Protein Bar 57g
7
▼ £1.86
96p
37.2%
13
Grenade Carb Killa Bar Peanut Nutter 60g
38 ▲
£2.20
80p
43.4%
14
Snickers Protein Bar 51g
6
▼ £1.85
88p
38.5%
15
Cadbury Boost+ Protein Bar 49g
–
£1.26
71p
50.0%
16
Grenade Carb Killa Bar Birthday Cake 60g
–
£2.14
£1.73
18.1%
17
Boost Protein Strawberry 310ml
9
▼ £1.27
56p
41.3%
18
Grenade Carb Killa Drink White Chocolate 330ml
23 ▲
£2.13
£1.18
19.0%
19
Nature Valley Protein Peanut & Chocolate 40g
14 ▼
82p
54p
35.6%
20 Grenade Carb Killa Drink Chocolate Mint 330ml
18 ▼
£2.14
94p
18.7%
21
11
▼ £1.27
42p
41.4%
Boost Protein Chocolate 310ml
▼ £2.08
22 Dunn's River Nurishment Milk Drink Raspberry 400g
16 ▼
£1.48
76p
22.6%
23 Nature Valley Protein Salted Caramel 40g
15 ▼
81p
47p
31.6%
24 Eat Natural Crunchy Nut Protein Packed 45g
19 ▼
98p
65p
20.1%
25 Grenade Reload Bar Chocolate Flapjack 70g
20 ▼
£1.78
67p
15.3%
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Grenade Carb Killa Bar Birthday Cake 60g Margin*: 44.6% Average weekly profit: 77p
2
Grenade Carb Killa Bar Cookies & Cream 60g Margin*: 44.6% Average weekly profit: 76p
3
Grenade Carb Killa Bar White Chocolate 60g Margin*: 44.6% Average weekly profit: 74p *based on Booker case RRP
JUNE 2019
P39 Protein.indd 39
39 05/06/2019 16:33
Data supplied by
Petcare Nestlé Purina brands Bakers and Felix have strengthened their positions as bestsellers in independent and symbol stores this year, taking the top three spots and five places in total in the top 10. Cat food has risen to the top of the What to Stock table for the first time ever with Felix Cat Food
Meaty Selection in Jelly 12x100g. However, it is likely that it has claimed this spot through heavy discounting, as its average price is 40p less than Booker’s RRP. It also falls short in distribution when compared to last year’s What to Stock top product, Bakers Beef & Vegetable (71.6% compared to 78.7%).
TOP 25
TRDP 2018 rank
Increasing distribution would result in 2,410 additional retailers taking a total of £254,000 a year. Own label is snapping at the heels of the big brands at around a third of the price, so wellknown brands and retailers need to continue promoting their quality to keep cashing in on these higher sales.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Felix Meaty Selection in Jelly in Pouch 12x100g
5
▲ £3.35
£2.03
71.6%
2
Bakers Adult Complete Chicken & Vegetables Dry 14kg
1
▼ £2.53
£1.83
78.7%
3
Bakers Adult Complete Beef & Vegetables Dry 14kg
2
▼ £2.55
£1.67
78.7%
4
Own Label Dog Beef Chunks in Gravy 1.24kg
7
▲ £1
£1.80
71.1%
5
Whiskas 1+ Chicken Chunks in Jelly 390g
10 ▲
£1.65
77.1%
6
Felix Fish Chunks in Jelly in Pouch 12x100g
3
▼ £3.38
£1.78
70.2%
7
Own Label Dog Chicken Chunks in Gravy 1.24kg
4
▼ £1
£1.65
71.8%
8
Own Label Dog Beef & Vegetables Dry 950g
6
▼ £1.05
£1.80
63.3%
9
Own Label Dog Chicken & Vegetables Dry 950g
127 ▲
£1.05
£1.74
61.3%
10
Felix As Good As It Looks Favourites 12x100g
8
▼ £3.97
£1.53
68.3%
11
Winalot Classic Chicken Chunks in Jelly 400g
13 ▲
68p
£1.32
73.2%
12
Whiskas 1+ Salmon Chunks in Jelly 390g
25 ▲
76p
£1.20
73.1%
13
Felix Mixed Chunks in Jelly 12x100g
14 ▲
£3.39
£1.49
58.9%
14
Pedigree Original Chunks in Loaf 400g
21 ▲
71p
£1.15
74.3%
15
Pedigree Chicken Chunks in Jelly 385g
19 ▲
74p
£1.15
70.1%
16
Felix As Good As It Looks Meat Chunks in Jelly 12x100g
11
£1.31
60.9%
17
Whiskas 1+ Poultry Chunks in Jelly 12x100g
50 ▲
£3.47
£1.20
65.6%
18
Cesar Chicken & Turkey Chunks in Loaf 150g
18
66p
£1.49
52.8%
19
Own Label Cat Chicken & Vegetables 425g
145 ▲
72p
£1.24
62.7%
20 Felix As Good As It Looks Ocean Feasts 12x100g
23 ▲
£3.99
£1.28
58.6%
21
Pedigree Beef Chunks in Gravy 400g
27 ▲
71p
£1.06
69.3%
22 Pedigree 3 Dentastix Medium Chews 77g
17 ▼
£1
£1.17
60.2%
23 Own Label Dog 7 Dental Stick Chews 180g
26 ▲
£1
£1.40
47.0%
24 Butchers Original Tripe 400g
–
75p
£1.41
51.9%
25 Pedigree 4 Rodeo Sticks Chicken Chews 70g
22 ▼
£1
£1.22
52.0%
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
76p
▼ £3.98
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Felix Meaty Selection in Jelly in Pouch 12x100g Margin*: 24.1% Average weekly profit: £6.80
2
Felix As Good As It Looks Favourites Chunks in Jelly 12x100g Margin*: 20.3% Average weekly profit: £6.07
3
Felix Fish Chunks in Jelly in Pouch 12x100g Margin*: 24.1% Average weekly profit: £6.02 *based on Booker case RRP
40 P40 Pets.indd 40
JUNE 2019
05/06/2019 11:14
RN Full page ad.indd 1
29/05/2019 14:50
RN Full page ad.indd 1
29/05/2019 15:04
In focus
Soft drinks The balance of the soft drinks market has changed significantly since What to Stock launched in 2010, although many of the same brands are continuing to hold the top positions in terms of average weekly sales. Several categories have benefitted from significant growth, with water rising from 3% to 14% of the total market. Sports & energy drinks made up 25.3% in 2010, but have now shot up to 37%. Colas & carbonates, meanwhile, have plummeted from 45.5% to 35%, and juices have fallen from 20.5% to 11%. Despite that, the brands that were doing well in 2010 are still thriving. Coca-Cola has kept the top spot in cola & carbonates. However, the 2l bottles that were top in 2010 no longer exist in convenience. Instead, the catego-
ry is topped by Coca-Cola’s 1.5l bottles, which have risen 32 places since 2017, assisted by its move from 1.75l to 1.5l ahead of the Soft Drinks Industry Levy. As in 2010, 250ml cans of Red Bull remain the top sellers on the sports & energy side. The biggest change has been the growing popularity of Monster in terms of average weekly sales. Monster Energy Original is now the second most popular line of energy drinks, and the third bestselling soft drink overall. In terms of sugar-free and low-sugar soft drinks, diet varieties of Coca-Cola are in similar positions to where they were in 2010. The amount of sugar in the market will have decreased massively, however, as brands such as Lucozade and Irn-Bru have reformulated, driven by legislation.
Matt Gouldsmith Channel director, wholesale, Lucozade Ribena Suntory Lucozade Ribena Suntory has recently revealed an opportunity to drive more than £179m of additional soft drinks sales in symbol and independent stores. You can grab a share of the profit by tapping into the six category drivers, which include ‘Tastier Healthier Refreshment’, ‘With Food’ and ‘Active & Effective Lives’. Knowing these specific missions will help you identify the soft drinks choices shoppers are likely to make. Head to betterRetailing.com/ soft-drinks to find out which brands are the must-stocks for each mission.
The change in sub-sector market share of the total soft drinks category
50%
2010 2019
40%
30%
20%
10%
0% Cola & carbonates
JUNE 2019
p43 In Focus.indd 43
Juices
Sports & energy
Water
43 05/06/2019 11:59
Data supplied by
Soft drinks – Colas & carbonates Unsurprisingly, Coca-Cola reigns supreme, with six of the top 10 lines under the brand. We can see the effects of the Soft Drinks Industry Levy coming through with Coca-Cola Classic’s 1.75l replaced by 1.5l – commanding an extra 4p on last year’s average price for 250ml less. Sugar-free is more successful in
colas & carbonates than in other soft drinks segments. Coca-Cola Zero Sugar has made its top-25 debut in 1.75l bottles, while Pepsi Max Cherry 500ml has made big gains, jumping to 14th place. It’s not the complete shake up that the health lobby would have hoped for, but it does show
TOP 25
TRDP 2018 rank
consumers’ changing priorities. One thing that hasn’t changed is the appetite for cola drinks, covering 14 of the top 15 with only Fanta Fruit Twist 500ml breaking through at number 12. This segment also shows the highest overall distribution of the top 25, with 86.5% of stores stocking them.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Coca-Cola Classic 1.5l
32 ▲
£1.83
£29.32 93.2%
2
Coca-Cola Classic 500ml
2
£1.27
£21.30 96.5%
3
Coca-Cola Classic 330ml
3
81p
£15.97
95.4%
4
Pepsi Max 2l
6
▲ £1.65
£12.39
90.4%
5
Diet Coke 1.75l
4
▼ £1.66
£11.11
93.4%
6
Diet Coke 500ml
5
▼ £1.09
£10.54 96.4%
7
Dr Pepper 500ml
8
▲ £1.08
£9.29
93.2%
8
Pepsi 2l
7
▼ £2.24
£8.89
88.0%
9
Pepsi Max 600ml
9
91p
£8.65
88.6%
10
Diet Coke 330ml
11
▲ 73p
£6.35
94.4%
11
Coca-Cola Classic Cherry 500ml
10 ▼
£1.25
£7.01
77.9%
12
Fanta Fruit Twist 500ml
13 ▲
£1.09
£5.90
90.4%
13
Pepsi 500ml
12 ▼
£1.14
£5.47
87.2%
14
Pepsi Max Cherry 500ml
21 ▲
92p
£5.99
77.4%
15
Diet Pepsi 2l
16 ▲
£1.63
£5.51
83.8%
16
Irn-Bru 2l
14 ▼
£1.10
£5.87
76.6%
17
Dr Pepper 2l
23 ▲
£1.69
£5.16
83.6%
18
Fanta Orange 500ml
17 ▼
£1.09
£4.72
91.5%
19
Schweppes Lemonade 2l
20 ▲
£1.50
£4.79
89.3%
20 Coca-Cola Zero Sugar 1.75l
30 ▲
£1.63
£4.65
85.3%
21
24 ▲
£1.75
£4.47
85.7%
22 Coca-Cola Classic Cherry 1.5l
124 ▲
£1.81
£5.47
69.8%
23 Coca-Cola Classic Cherry 330ml
72 ▲
79p
£4.94
73.3%
24 Irn-Bru 500ml
19 ▼
92p
£4.43
80.3%
25 Pepsi 330ml
27 ▲
65p
£4.34
81.9%
Fanta Orange 2l
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Coca-Cola Classic 1.5l Margin*: 29.9% Average weekly profit: £8.77
2
Coca-Cola Classic 500ml Margin*: 30.4% Average weekly profit: £6.48
3
Coca-Cola Classic 330ml Margin*: 35.8% Average weekly profit: £5.72 *based on Booker case RRP
44 P44 Soft drinks Colas & Carbs.indd 44
JUNE 2019
05/06/2019 11:28
T&C’s: 18+ UK. Open 01.04.19 – 31.08.19. To enter: buy 5 x cases of promotional packs in 1 transaction then register online at www.mixmatchcash.co.uk Maximum 10 entries over promotional period, up to 2 per week. 1 prize per person. Internet access required. Prize: 60 x cash prizes (incl. 5 x £1000, 5 x £500 and 50 x £50). Proof of purchase necessary excl. NI. Retain receipt. To enter and view full T&Cs visit www.mixmatchcash.co.uk
RN Full page- ETP ad.indd 1 OMG26888 - 297x210mm_RN_V01_FV.indd 1
22/05/2019 16:43 12:16 09/05/2019
Data supplied by
Soft drinks – Juices & cordials One of the biggest trends this year has been the rise in popularity of own-label varieties within the juices & cordials category. Booker’s Own Label Orange Juice claimed its place in the top five, while Own Label Summer Fruit Juice Drink 500ml broke into the top 10 sellers. While these own-label products
are performing well, they do not feature in the list of key profit drivers. The margins made on Ribena Blackcurrant 500ml, Vimto 500ml and Capri-Sun 330ml make these the most profitable lines to stock. Bestselling Ribena Blackcurrant 500ml has the best distribution in the table and, with average
TOP 25
TRDP 2018 rank
weekly sales per shop that stocks it at £6.16, is miles ahead of its competition. Multipacks have dropped out of the top 25 this year, but an increase in the number of 1l bottles featured suggests strong price promotions on brands such as Robinsons squash are helping to drive sales.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Ribena Blackcurrant 500ml
1
97p
£6.16
94.4%
2
Oasis Summer Fruits 500ml
2
£1.05
£4.31
92.3%
3
Vimto 500ml
7
▲ 97p
£3.63
78.9%
4
Own Label Orange Juice 1l
3
▼ £1.01
£3.48
80.8%
5
Capri-Sun Orange 330ml
4
▼ 98p
£3.17
82.4%
6
Oasis Citrus Punch 500ml
5
▼ £1.05
£2.80
90.1%
7
Ribena Strawberry No Added Sugar 500ml
6
▼ 97p
£2.53
88.6%
8
Robinsons Apple & Blackcurrant No Added Sugar 1l
9
▲ £1.25
£2.29
89.5%
9
Own Label Summer Fruit 500ml
12 ▲
£3.28
60.2%
10
Robinsons Orange No Added Sugar 1l
11
▲ £1.27
£2.17
90.6%
11
Ribena Blackcurrant 250ml
8
▼ 51p
£2.17
84.6%
12
Fruit Shoot Apple & Blackcurrant 275ml
13 ▲
65p
£2.08
83.5%
13
Own Label Apple Juice 1l
10 ▼
£1
£2.07
79.1%
14
Robinsons Summer Fruits No Added Sugar 1l
18 ▲
£1.25
£1.69
83.1%
15
Ribena Blackcurrant Light No Added Sugar 500ml
20 ▲
96p
£2.06
59.2%
16
Rubicon Mango 500ml
16
99p
£1.81
65.6%
17
Own Label Apple & Blackcurrant NAS 1l
15 ▼
70p
£1.83
64.2%
18
Oasis Blackcurrant & Apple 500ml
17 ▼
£1.04
£1.54
75.1%
19
Own Label Apple Juice 200ml
23 ▲
35p
£1.69
64.7%
20 Fruit Shoot Orange No Added Sugar 275ml
24 ▲
65p
£1.33
81.3%
21
19 ▼
97p
£1.57
64.9%
22 Tropicana Orange Juice Smooth NAS 850ml
21 ▼
£2.15
£3
33.9%
23 Own Label Citrus 500ml
29 ▲
50p
£1.77
55.6%
24 Rubicon Mango 330ml
22 ▼
60p
£1.53
64.4%
25 Fruit Shoot Summer Fruits No Added Sugar 275ml
28 ▲
65p
£1.45
65.0%
Ribena Very Berry 500ml
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
50p
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Ribena Blackcurrant 500ml Margin*: 30.4% Average weekly profit: £1.87
2
Vimto 500ml Margin*: 40.1% Average weekly profit: £1.46
3
Capri Sun Orange 330ml Margin*: 40.1% Average weekly profit: £1.27 *based on Booker case RRP
46 P46 Soft Drinks Juices.indd 46
JUNE 2019
05/06/2019 14:13
GIVES YOU WIIINGS. ALSO WITH THE TASTE OF COCONUT & BERRY.
NEW
RN Full page ad.indd 1 RB_UK_9818_ED+SF_Coconut+ED_Coconut_The_Grocer_FrontCover_210x297mm_AW.indd 1
30/05/2019 11:53 22/03/2019 14:14
Data supplied by
Soft drinks – Sports & energy Red Bull has retained its position at the top of the sports & energy table for five years running. Own Label Energy Original 250ml, meanwhile, has declined from second to fourth this year, while Monster Energy stole second place. Two other Monster Energy lines – Pipeline Punch 500ml and Juiced Mango Loco 500ml – have stormed
into the top 25 this year, up from 48th and 131st, respectively. Products launched in this area in the past year are also quickly picking up. Though not on the table, Lucozade Energy Cherry and Lucozade Energy Apple are stocked by 67% and 58% of stores, respectively. Despite stealing press headlines
TOP 25
TRDP 2018 rank
over the past year, sugar-free energy drinks are still struggling in independent stores. It may be that the overall reputation for independents as a place for sweets, sugar and tobacco is stunting sugar-free’s rise to the top of the table. Retailers need to overcompensate with healthier lines to overcome this.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Red Bull Energy 250ml
1
£1.28
2
Monster Energy Original 500ml
3
▲ £1.28
£17.61
94.5%
3
Red Bull Energy 473ml
5
▲ £2
£16.92
79.1%
4
Own Label Energy Original 250ml
2
▼ 30p
£13.08
87.5%
5
Lucozade Energy Orange 380ml
4
▼ 95p
£10.87
94.7%
6
Red Bull Energy 355ml
7
▲ £1.57
£11.95
83.9%
7
Lucozade Sport Orange 500ml
6
▼ 98p
£8.65
93.9%
8
Own Label Energy Original 4x250ml
24 ▲
£1
£13.01
61.5%
9
Monster Energy Pipeline Punch 500ml
48 ▲
£1.29
£8.91
80.2%
10
Lucozade Energy Orange 1l
11
£7.76
89.1%
11
Monster Energy Juiced Mango Loco 500ml
131 ▲
£8.53
79.7%
12
Relentless Origin 500ml
8
▼ 97p
£6.91
87.9%
13
Lucozade Sport Raspberry 500ml
13
97p
£6.69
90.6%
14
Lucozade Energy Original 380ml
12 ▼
96p
£6.02
93.3%
15
Rockstar Energy Punched Guava 500ml
10 ▼
94p
£6.41
83.7%
16
Rockstar Energy Xdurance Blueberry 500ml
9
▼ 94p
£6.53
81.8%
17
Own Label Sport Isotonic Orange 500ml
15 ▼
39p
£5.98
82.8%
18
Monster Energy Ultra Zero 500ml
16 ▼
£1.12
£5.56
87.6%
19
Monster Energy Punch Mixxd 500ml
14 ▼
£1.25
£5.03
85.2%
20 Red Bull Energy Sugarfree 250ml
17 ▼
£1.24
£4.91
84.1%
21
23 ▲
£1.20
£4.02
87.7%
22 Own Label Sports Isotonic Berries 500ml
21 ▼
39p
£4.54
77.3%
23 Monster Energy Ripper 500ml
20 ▼
£1.26
£3.91
83.6%
24 Own Label Energy Original 1l
19 ▼
£1
£4.53
67.9%
25 Own Label Energy Original Sugar Free 250ml
22 ▼
30p
£4.21
71.6%
Lucozade Energy Original 1l
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
▲ £1.17 £1.29
£28.50 95.5%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Red Bull Energy 250ml Margin*: 33.4% Average weekly profit: £9.52
2
Monster Energy Original 500ml Margin*: 37.4% Average weekly profit: £6.59
3
Own Label Energy Original 250ml Margin*: 41.7% Average weekly profit: £5.45 *based on Booker case RRP
48 P48 Soft drinks Sports & Energy.indd 48
JUNE 2019
05/06/2019 11:29
RN Full page ad.indd 1
28/05/2019 14:29
Data supplied by
Soft drinks – Water This year in the water category, still plain varieties make up 18 of the 25 bestselling lines, compared to last year where this figure stood at 15. There has been a slight decline in the number of flavoured water entries this year, most likely driven by shoppers looking for healthier options, and negative
press about sugar content. But there are some victories. Volvic Still Touch of Fruit Strawberry 1.5l came in fifth place this year – last year, in What to Stock, the same variety but in a 500ml format came in the same place. So, for retailers looking to stock more flavoured varieties,
TOP 25
TRDP 2018 rank
introduce larger bottles for taking home and see how sales fare. Luckily for retailers, the bestselling lines are also those offering the best profit on return. As well as claiming four of the top five bestsellers, Volvic has the top three profit drivers. Volvic Still 1l comes out on top, with an average weekly profit of £4.43.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Volvic Still 1l
2
▲ 97p
£7.53
71.9%
2
Volvic Still 1.5l
1
▼ £1.08
£6.79
77.6%
3
Glacéau Smartwater Still 600ml
5
▲ 65p
£4.02
79.6%
4
Volvic Still 500ml
3
▼ 66p
£3.82
77.3%
5
Volvic Still Touch of Fruit Strawberry 1.5l
6
▲ £1.34
£3.29
82.6%
6
Highland Spring Still 1.5l
9
▲ 98p
£3.53
71.9%
7
Volvic Still Touch of Fruit Strawberry 500ml
4
▼ 84p
£3.03
80.5%
8
Evian Still Sports Cap 750ml
10 ▲
£1.03
£5.45
40.7%
9
Evian Still 1.5l
11
▲ £1.20
£5.85
36.8%
10
Ice Valley Still 500ml
8
▼ 57p
£3.32
64.4%
11
Highland Spring Still Sports Cap 750ml
7
▼ 91p
£3.52
53.1%
12
Volvic Flavoured Still Touch of Fruit Lemon & Lime 1.5l
13 ▲
£1.33
£2.01
78.1%
13
Evian Still 500ml
12 ▼
71p
£3.68
41.5%
14
Volvic Flavoured Still Touch of Fruit Summer Fruits 1.5l
15 ▲
£1.33
£2.21
66.7%
15
Volvic Flavoured Still Touch of Fruit Lemon & Lime 500ml
14 ▼
85p
£1.65
72.2%
16
Highland Spring Carbonated 1.5l
17 ▲
£1.18
£2.55
43.7%
17
Ice Valley Still Sports Cap 500ml
19 ▲
58p
£3.10
30.7%
18
Volvic Flavoured Still Touch of Fruit Summer Fruits 500ml 16 ▼
83p
£1.59
58.8%
19
Buxton Still Sports Cap 750ml
28 ▲
92p
£3.32
24.1%
20 Glacéau Smartwater Still Sports Cap 850ml
18 ▼
£1.03
£2.72
26.3%
21
29 ▲
£1.52
£2.40
26.0%
22 Highland Spring Still 2l
23 ▲
£1.19
£2.22
27.9%
23 Highland Spring Still 500ml
27 ▲
71p
£1.67
35.7%
24 Highland Spring Still Sports Cap 500ml
31 ▲
72p
£2.03
28.5%
25 Ice Valley Still 1.5l
25
90p
£2.08
27.6%
Ice Valley Still 5l
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Volvic Still 1l Margin*: 58.8% Average weekly profit: £4.43
2
Volvic Still 1.5l Margin*: 60.3% Average weekly profit: £4.09
3
Volvic Still 500ml Margin*: 72.4% Average weekly profit: £2.77 *based on Booker case RRP
50 P50 Soft drinks Water.indd 50
JUNE 2019
05/06/2019 11:33
In focus
Tobacco The tobacco market has faced numerous changes within the past 10 years, from the introduction of legislation such as EUTPD II, whereby plain packaging and track and trace became mandatory, to the boom in demand of vaping products. But one thing that is evident among this change is that there has been a full circle back to shopper demand for economy products – both in traditional tobacco and now also coming through in vaping. In 2010, value-for-money brands made up 44.3% of the tobacco category and premium made up 20.5%. Back then, cheaper brands were leading the rollyour-own (RYO) segment, and this has been mirrored in recent months with economy RYO brands currently growing at 8.2% year on year. To keep up with demand, suppliers such as Imperial Tobac-
co and JTI have been innovating. In recent months, Imperial repositioned Embassy from a premium line to an economy brand, and in August last year, JTI launched Kensitas Club, with an RRP of £10.90 for a 30g pouch. Two months later, it reduced this and its other 30g RYO brand RRPs by 40p. Alongside traditional tobacco, vaping has also been swept up in this craze. When What to Stock launched, stocking vaping products was mostly unheard of in the convenience channel, but now, with the market predicted to be worth £2.5bn by 2025, not having a vaping range in store is bad business. Vaping now makes up between 2-4% of turnover within the tobacco category, so the potential for growth is huge, especially since the margins available are at an average of 50%.
PRICE COMPARISON Then and now: 2010's top sellers
100%
Ross Hennessy Head of sales, JTI One of the key trends among adult smokers is brand loyalty. This is reflected in the What to Stock tobacco sales rankings, with the top 10 products in both the rolling tobacco and cigarette categories remaining largely unchanged from last year. Indeed, research has shown that nearly a third of smokers will choose to buy elsewhere if their preferred brand is unavailable. Retailers should maintain good availability of popular brands and look to stock new extensions to bestselling brands, such as Sterling Dual Triple Green and B&H Blue Dual Double Capsule, which were launched earlier this year.
2010-2019 volume market share comparisons
2010 2019
2010
2019
Lambert & Butler Silver King Size
£5.71
£10.10
Mayfair King Size
£5.33
£10.10
Marlboro Gold King Size
£6.30
£11.33
Benson & Hedges Gold King Size
£6.29
£11.59
Benson & Hedges Silver King Size
£5.70
£10.60
80%
60%
40%
20%
0% RYO market share
JUNE 2019
p51 In Focus.indd 51
Cigarette market share
51 05/06/2019 11:34
Data supplied by
Tobacco – Cigars There’s been very little movement in cigars this year, with the top 20 remaining mostly unchanged and no new products breaking in to the table. Rising products all have an average price of £4-6 suggesting a certain sweet spot for cigar smokers. It’s also worth noting that the
top three bestsellers are not the most profitable – top-selling line Signature (Café Crème) Blue 10s actually comes in fourth on profit per weekly sales. As always, the main challenge for cigars is distribution as only five products in the top six are stocked by more than a third of stores, with the top three most profitable lines
TOP 25
TRDP 2018 rank
stocked by less than 10%. More than 90% of retailers are missing out on the nearly £5,000 a year in potential sales from the 18 lines with less than 10% distribution, showing that taking a couple of hours a week to dedicate time to your cigars range might be the best thing you can do to improve your tobacco sales.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Signature (Café Crème) Blue 10s
1
£5.91
£8.17
52.3%
2
Hamlet Fine 5s
2
£5.92
£5.26
50.6%
3
Castella Classic Fine Cigar 5s
3
£6.49
£8.21
25.5%
4
Hamlet Miniatures 10s
5
▲ £5.64
£6.33
32.2%
5
Signature (Café Crème) Original 10s
4
▼ £5.88
£4.57
42.3%
6
Hamlet Fine Drum Single
6
£1.25
£3.60
32.3%
7
Henri Wintermans Half Corona 5s
7
£10.93
£10.63
8.5%
8
Hamlet Miniatures 5s
8
£2.89
£3.08
19.9%
9
Signature (Café Crème) Red Filter 10s
10 ▲
£5.84
£9.29
6.6%
10
Panama Cigars 6s
9
▼ £6.36
£5.95
9.6%
11
Moments Blue 10s
11
£4.59
£6.74
7.0%
12
King Six 6s
12
£5.50
£9.79
4.7%
13
Royal Dutch Miniatures Blue 10s
13
£4.64
£5.14
7.7%
14
Castella Classic Fine Cigar Single
14
£1.30
£4.63
7.0%
15
Royal Dutch Miniatures 10s
16 ▲
£4.81
£3.73
7.5%
16
King Edward Coronets 5s
15 ▼
£6.11
£7.91
2.9%
17
Hamlet Miniatures Blue 10s
17
£5.63
£3.62
4.3%
18
Henri Wintermans Corona Sumatra Single
18
£5.54
£3.28
4.4%
19
Signature (Café Crème) Fino Blue 10s
19
£5.21
£4.57
2.3%
20 Henri Wintermans Panatella 5s
20
£5.82
£4.72
2.0%
21
22 ▲
£4.57
£1.67
4.5%
22 Moments Panatella 5s
23 ▲
£4.58
£1.94
3.8%
23 Royal Dutch Panatellas Single
21 ▼
£1.20
£1.39
4.7%
24 Henri Wintermans Single
24
£2.24
£8.55
0.7%
25 Moments Original Yellow 10s
28 ▲
£4.77
£1.39
0.9%
Royal Dutch Double Filter 10s
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Signature (Café Crème) Red Filter 10s Margin*: 15.5% Average weekly profit: £1.44
2
Henri Wintermans Half Corona 5s Margin*: 13% Average weekly profit: £1.38
3
King Six 6s Margin*: 13.8% Average weekly profit: £1.35 *based on Booker case RRP
52 P52 Tobacco cigars.indd 52
JUNE 2019
05/06/2019 11:35
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Tobacco – Cigarettes If you’re one of the 7.9% of independent stores that don’t stock JPS Players in your tobacco range, you should definitely consider buying it in your next order. Unsurprisingly, value is continuing to shape the top 25 cigarettes table, with cheapest brands at the top. The biggest increases are seen by brands under £9 and over £11,
with mid-priced lines falling as shoppers either go for premium or the cheapest. Cigarettes remains one of the biggest categories for retailers in terms of turnover, with the top 25 resulting in £1,667.20 per store per week. Menthol cigarettes are also gaining in popularity – with six top
TOP 25
TRDP 2018 rank
Average price 2019
25 lines, up from two last year – a trend retailers should take advantage of before menthol brands are banned next year. Retailers need to be particularly aware of the bottom eight lines, which one in five retailers are missing out on. Sold at RRP, there’s £273.58 in sales that these eight lines generate alone.
Average % of weekly UK stores sales sold in per shop
1
JPS Players Real Red Superkings 20s
2
▲ £8.35
£143
2
Sterling Dual King Size 20s
1
▼ £9.53
£138.04
94.3%
3
JPS Players Real Red King Size 20s
3
£8.36
£137.31
92.8%
4
Benson & Hedges Blue King Size 20s
7
▲ £8.47
£119.42
91.7%
5
Lambert & Butler Blue Real Blue King Size 20s
6
▲ £8.47
£115.30
87.3%
6
Lambert & Butler Original Silver King Size 20s
4
▼ £10.10
£107.90
93.2%
7
Carlton Red Superkings 20s
5
▼ £8.49
£87.88
86.7%
8
JPS Players Crushball King Size 20s
14 ▲
£64.50
89.0%
9
Carlton Red King Size 20s
8
▼ £8.49
£65.35
86.1%
10
JPS Real Blue King Size 20s
9
▼ £9.07
£61.25
91.1%
11
Marlboro Gold King Size 20s
13 ▲
£11.33
£57.43
87.3%
12
Sovereign Blue King Size 20s
11
▼ £8.49
£57.23
84.0%
13
Benson & Hedges Blue Superkings 20s
16 ▲
£8.47
£58.67
79.9%
14
Sterling King Size 20s
12 ▼
£9.16
£49.59
89.6%
15
Mayfair Original King Size 20s
10 ▼
£10.10
£49.79
89.0%
16
Benson & Hedges Gold King Size 20s
17 ▲
£11.64
£42.62
83.8%
17
Sterling Original Red Superkings 20s
15 ▼
£9.15
£38.34
86.2%
18
Rothmans Blue King Size 20s
19 ▲
£8.39
£39.87
78.4%
19
Sovereign Blue Superkings 20s
18 ▼
£8.49
£40.89
75.5%
20 JPS Players Green Superkings 20s
29 ▲
£8.39
£34.23
77.4%
Sovereign Dual King Size 20s
36 ▲
£8.56
£32.94
73.4%
22 Lambert & Butler Blue Crushball King Size 20s
34 ▲
£8.50
£31.52
75.9%
23 Rothmans Blue Superkings 20s
23
£8.36
£33.84
70.1%
24 Chesterfield Green Superkings Menthol 20s
27 ▲
£8.42
£32
70.7%
25 JPS Windsor Blue Superkings 20s
20 ▼
£9.07
£28.29
79.5%
21
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
£8.41
RANKING SAME AS 2018 90%+
92.1%
TOP PROFIT DRIVERS 1
JPS Players Real Red Superkings 20s Margin*: 7% Average weekly profit: £10.01
2
JPS Players Real Red King Size 20s Margin*: 6% Average weekly profit: £8.24
3
Sterling Dual King Size 20s Margin*: 5.5% Average weekly profit: £7.59 *based on Booker case RRP
54 P54 Tobacco cigarettes.indd 54
JUNE 2019
05/06/2019 16:45
1
1
NEW
RRP
1 2
9
£
You are free to sell JTI products at whatever price you choose. RRP effective 7th March 2019.
.70
MENTHOL STICK
2 SPEARMINT CAPSULE
3 3
PEPPERMINT CAPSULE
You are free to sell JTI products at whatever price you choose, RRP effective 7th March 2019. 3 Source: Nielsen Market Track, February 2019. 2
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Data supplied by
Tobacco – RYO With average weekly sales of £154.97, Amber Leaf 30g is not just top of the RYO table, it also offers the highest sales out of all 700 What to Stock products. Very little in rolling tobacco has changed drastically from last year, although new to the table this year is Imperial Tobacco’s new product, Riverstone 30g, making its debut at
number 16, with average weekly sales of £14.90. This year’s table includes seven lines that are bigger than 30g, compared to just five in 2018, demonstrating that value is continuing to shape the category. It’s now not just about the cheapest price, but the product that offers the most value. The effect of
TOP 25
TRDP 2018 rank
this on stores is that if consumers are buying larger packs and not smoking more, then they’re visiting their local shop less. Although weekly sales of the rolling tobacco top 25 is less than half of cigarettes’, analysing the margins shows that retailers get an average margin of 5% on cigarettes while it’s 8.71% on RYO.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Amber Leaf 30g
1
£13.58
£154.97 95.4%
2
JPS Gold Leaf & Papers 30g
2
£11.02
£72.33 93.6%
3
Golden Virginia Original & Papers 30g
3
£14.04
£54.57
4
Amber Leaf 50g
4
£22.72
£50.47 82.9%
5
Sterling 30g
6
▲ £11.25
£45.40 82.3%
6
Cutters Choice Original 30g
5
▼ £13.63
£41.42
7
Golden Virginia Yellow 30g
7
£13.54
£26.04 84.6%
8
Golden Virginia Original & Papers 50g
8
£23.19
£25.47 78.8%
9
Cutters Choice Extra Fine 30g
11
▲ £11.58
£43.55 45.5%
10
JPS Gold Leaf & Papers 50g
9
▼ £18.06 £21.42
78.5%
11
Amber Leaf 3in1 30g
10 ▼
£13.83
£16.46
61.5%
12
Pall Mall Fine Cut 30g
12
£11.20
£19.17
50.1%
13
Marlboro Gold Fine Cut 30g
19 ▲
£10.31
£19.44 45.8%
14
Holborn Yellow 30g
13 ▼
£11.16
£13.28
63.3%
15
Sterling 50g
24 ▲
£18.26
£9.70
58.3%
16
Riverstone 30g
–
£10.88
£14.90
61.3%
17
Drum Original Blue 30g
14 ▼
£14.06
£11.95
44.6%
18
JPS Players Red Volume 30g
16 ▼
£11.89
£9.78
50.4%
19
Golden Virginia Yellow 50g
17 ▼
£22.17
£7.90
62.0%
20 JPS Gold Leaf 3in1 30g
21 ▲
£11.12
£5.56
65.6%
21
15 ▼
£17.71
£17.20
21.0%
22 Old Holborn 30g
20 ▼
£14.31
£10.63 33.0%
23 American Spirit Blue 30g
22 ▼
£14.64
£15.32
20.2%
24 JPS Blue Real Blue 30g
18 ▼
£12.04
£6.88
36.9%
25 JPS Players Red Volume 50g
23 ▼
£20.01
£21.63
11.7%
Cutters Choice Original 40g
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018
TOP PROFIT DRIVERS 1
94.1%
65.0%
Amber Leaf 30g Margin*: 9.7% Average weekly profit: £15.03
2
JPS Gold Leaf & Papers 30g Margin*: 14% Average weekly profit: £7.23
3
Amber Leaf 50g Margin*: 10.4% Average weekly profit: £5.25
90%+ *based on Booker case RRP
56 p56 Tobacco -RYO.indd 56
JUNE 2019
05/06/2019 11:37
PROFIT with AMBER LEAF! HAND STRIPPED TOBACCO
EASYto ROLL
30g
50g
POUCH
POUCH
30g BOX 3in1 box
UK’sSINCE No.1 RYO 2011 1
1. Nielsen Market Track March 2011 to February 2019.
www.jtiadvance.co.uk – developed with you, for you.
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Vaping Edge E-Liquids dominate this year’s table, as the brand’s low price and high margins make them a no-brainer for independent retailers to stock. Last year in What to Stock, the most widely distributed vaping line had a distribution of 31.6%. This year, one line has 52.5%, showing that established bestsell-
ers in independents are coming through. It shows that retailers now understand the opportunity that vaping offers. It's now important that they focus on the brands that work for them. Blu Pro is the top-selling starter kit on the market, stocked by 24% of stores (8,146 shops). The bestselling vaping line has a distribu-
TOP 25
TRDP 2018 rank
tion of 45.6% (15,478 stores). If Blu could increase its distribution to this rate, it would mean £835,000 in retail sales on that line alone. Logic is the only other brand owned by a tobacco giant to cut through to the top 25, with Logic Pro Capsule in Tobacco and Ice Fjord Menthol both charting on the table.
Average Average % of weekly UK stores price sales 2019 sold in per shop
1
Edge E-Liquid Very Menthol 6mg
–
£2.47
£2.67
45.6%
2
Edge E-Liquid Blackcurrant 6mg
6
▲ £2.48
£1.58
48.9%
3
Edge E-Liquid Strawberry & Lime 6mg
5
▲ £2.49
£1.31
52.5%
4
Edge E-Liquid Very Menthol 18mg
–
£2.46
£1.98
39.4%
5
Edge E-Liquid Blueberry 6mg
7
▲ £2.49
£1.26
51.5%
6
Edge E-Liquid Forest Fruits 6mg
–
£2.48
£1.33
43.2%
7
Edge E-Liquid Cherry Menthol 6mg
11
▲ £2.48
£1.10
48.6%
8
Blu Pro Starter Kit
1
▼ £15.53
£2.19
24.0%
9
Edge E-Liquid Strawberry Milkshake 6mg
10 ▲
£2.48
£1.06
47.3%
10
Blu Pro Clearomiser
9
▼ £5.10
£1.68
28.6%
11
Edge E-Liquid Virginia Tobacco 18mg
13 ▲
£2.49
£1.08
42.2%
12
Edge E-Liquid Menthol 18mg
3
▼ £2.48
93p
44.2%
13
Edge E-Liquid Menthol 6mg
2
▼ £2.48
87p
44.5%
14
Edge E-Liquid Heizen 6mg
710 ▲
£2.47
£1.53
28.8%
15
Edge E-Liquid British Tobacco 18mg
19 ▲
£2.48
84p
43.2%
16
Edge E-Liquid Blackcurrant 18mg
18 ▲
£2.48
76p
44.8%
17
Logic Pro Capsule Ice Fjord Menthol 3x12mg
8
18
Logic Pro Capsule Tobacco 3x18mg
19
Myblu Starter Kit
▼ £4.53
£1.68
19.3%
12 ▼
£4.49
£1.72
16.5%
–
£14.26
£1.04
30.0%
20 Edge E-Liquid Heisenberg 6mg
14 ▼
£2.48
65p
39.3%
21
15 ▼
£2.49
50p
44.4%
22 Edge E-Liquid Strawberry & Lime 18mg
16 ▼
£2.49
46p
44.0%
23 Edge E-Liquid Heizen 18mg
29 ▲
£2.49
46p
38.2%
24 Edge E-Liquid Forest Fruits 18mg
17 ▼
£2.49
44p
39.9%
25 Edge E-Liquid Fruit 18mg
–
£2.49
66p
28.9%
Edge E-Liquid Blueberry 18mg
▲ RANKING UP FROM 2018 0-30%
▼ RANKING DOWN FROM 2018 31-60%
61-90%
RANKING SAME AS 2018 90%+
TOP PROFIT DRIVERS 1
Edge E-Liquid Very Menthol 6mg Margin*: 61.7% Average weekly profit: £1.65
2
Edge E-Liquid Very Menthol 18mg Margin*: 61.7% Average weekly profit: £1.22
3
Edge E-Liquid Blackcurrant 6mg Margin*: 61.7% Average weekly profit: 97p *based on Booker case RRP
58 P58 Vaping.indd 58
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05/06/2019 11:38
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O T D E T T COMMI
S R E L I A T E R OUR SINCE 1977
“We joined Nisa in 2013 when we first opened our shop and worked with them to get the store we wanted. Everything from the EPOS system and the immediate back-up we get if we ever struggle with anything, to the field team whose views we really value because of their experience, all the guidance we get from Nisa has made it so much easier.
If it wasn’t for Nisa we just wouldn’t have gone for the shop. We love their suggestions, the advice that they offer, as well as everything we get from them in terms of the support and the expertise is really fantastic - we really value all of it. For us the whole shebang that we receive from Nisa is brilliant and we wouldn’t have come this far without them.”
I really don’t think we would have succeeded in grocery without Nisa. Frank and Adrienn Ago The Snooty Fox Store, Shalford, Surrey
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