Talking Shop August 2018

Talking Shop ISSUE 96 – August 2018

The magazine for Premier retailers

PLUS

New lease of life

After 25 years in the same store, Solihull retailers find fresh growth by joining Premier

Food To Go

Booker unveils comprehensive new solution

Protein

Top tips on building growth

Kids Zone

Big sales from small people

BOMBAY SAPPHIRE IS THE UK’S NUMBER 1 PREMIUM GIN GIN IS THE FASTEST GROWING CATEGORY IN THE CONVENIENCE CHANNEL, GROWING AT 41.4% VS TOTAL SPIRITS AT 8.2%1 PREMIUM GIN IS GROWING WITHIN CONVENIENCE AT 87.9%1 GIN GROWTH HAS BEEN DRIVEN BY NEW SHOPPERS ENTERING THE CATEGORY2 Enjoy responsibly ©2018 BOMBAY SAPPHIRE AND ITS TRADE DRESS ARE TRADEMARKS

1) IRI Data MAT to 20th May 2018 2) KANTAR WORLDPANEL, MAT TO MARCH 25TH 2018

FREE MOJITO GLASS WITH EVERY PMP 70cl BACARDÍ • BACARDÍ Carta Blanca is the best selling Rum brand in the UK * • Price Marked Packs are driving all growth in UK convenience channel **

*Nielsen, MAT to 16/6/2018 ** IRI data, MAT to 20/05/2018

LIVE PASSIONATELY. ENJOY RESPONSIBLY © 2018. BACARDÍ AND THE BAT DEVICE ARE TRADEMARKS OF BACARDI & COMPANY LIMITED

Talking Shop | August 2018

Welcome Talking Shop ISSUE 96 – August 2018

A very warm welcome to your latest issue of Talking Shop after

The magazine for Premier

retailers

what has been an exceptional couple of months for Premier retailers with the heat wave helping to drive sales up right across the store. Long may it continue!

New lease of life

In this issue we’re delighted to provide information on Premier’s fantastic new and

After 25 years in the same store, Solihull retailers find fresh growth by joining Premier

improved Food To Go Offer. This package has been created specially to help Premier retailers make more of what is one of the most important opportunities in independent retailing. Whether you are new to food to go and are looking for advice on how to get started, or whether you already have a food to go offer and are looking for ideas on how to take it to the next level, you’ll find lots of support and advice in this issue.

We are also taking a closer look at some other important trends that offer great ways of boosting sales, profits and footfall: protein and the ‘kids zone’.

Both categories are growing and deserve space and attention in your store. You’ll find some helpful ideas in this issue to help you make the most of these important shopper trends in your store.

PLUS

Food To Go Booke

r unveils comprehensive new solution

Protein

Top tips on building growth

Kids Zone Big sales from small people

TS.indd 1

21/08/2018 09:56:27

COVER STORY Solihull retailers enjoy a new lease of life with Premier.

THE THREE BIG STORIES 9 Grow sales with protein

Making more of one of the biggest shopper trends.

33 Food to go package Details of Premier’s new food to go solutions.

54 Get in the Kids Zone!

Advice on building a profitable kids offer.

Social media is another area where Premier retailers are finding more ways of generating increased sales and footfall - and inside we’ll be showing how you can ramp up your social media presence to boost your bottom line. Enjoy the issue and good trading!

Martyn Parkinson, Brand Director Premier

4 TalkingShop

AUGUST 2018

Share your shop news

If you’ve got news, tips or feaure ideas, get in touch with Talking Shop. Just pick up the phone and call:

0141 22 22 100 or write to: Talking Shop c/o 55 North Ltd. Waterloo Chambers 19 Waterloo Street Glasgow, G2 6AY or email: talkingshop@55north.com DISCLAIMER: Prices are correct at time of going to press, but may be subject to change.

39

15

Ones To Watch

Looking to the future in Turriff

33

New Food To Go solution unveiled

43 Prices Down

29

Building growth with protein

7

9

Premier News

22 Revitalised with Premier

43 Prices Down

Premier unveils comprehensive

After 25 years with Spar, a Solihull

Cash in on great deals on cider

new food to go solution.

retailing couple find fresh success

and craft beer in cans.

News Booker own label wines and spirits claim 39 international awards.

11 Community News Kirkcaldy retailers named best

after joining Premier.

24 Triple heroes Chester-le-Street retailer triples sales with bold acquisition strategy.

29 Grow with protein

in the business for community

Building a strong protein range is a

engagement.

great way to grow sales, profits and

13 Industry News The future of convenience retailing is very bright indeed, says IGD.

15 Eyes to the future Award-winning Turriff retailers win by adapting to a changing world.

18 Village people Suffolk retailers build success by focusing on village stores.

footfall.

33 New Premier Food To Go solution Premier has launched a complete

45 Go local Hands-on advice on using locally sourced produce to boost sales.

49 Social means profits Social media can drive footfall and profits - and we show you how.

54 Get in the Kids Zone Target younger shoppers with a strong Kids Zone offer.

61 Guest Column

new Food To Go Solution to help all

Expert advice on cutting energy

Premier retailers drive growth.

bills in warm weather.

39 Ones To Watch

63 ACS View

A round-up of the latest products

James Lowman welcomes good

to hit the shelves.

news on cancellation of planned ATM fee increases.

AUGUST 2018 TalkingShop

5

PremierNews NEWS, ACHIEVEMENTS AND OPINIONS FROM ACROSS PREMIER

New comprehensive food INBRIEF to go package unveiled Booker has launched a fantastic new and fully comprehensive food to go package that will help all Premier retailers embrace and grow one of the biggest categories in the industry.

FOOD TO GO ‘HAS TRANSFORMED OUR STORE’

Award-winning Edinburgh Premier retailers Dennis and Linda Williams told Talking

75 % UP

TO

Shop that adding a new food

PO

R

Food To Go

to go section to their store was

NEW NEW NEW NEW NEW NEW NEW NEW NEW

a key strand in their battle of their strategy to combat a new Aldi that moved in next

Booker has launched a comprehensive new food to go solution that Choice Up Prices Down Better Service provides everything retailers need to capitalise on the most important trend in independent retailing.

From equipment, accessories and packaging to a massive range of food and drink products tailored especially for the food to go market, Booker’s new and improved offer is your ticket to overnight sales growth.

The package provides solutions both for Premier retailers keen to embrace food to go for the first time and those who already have a food to go offer but are keen to increase sales and profits.

A new Food To Go brochure has been produced to help retailers navigate their way around this extensive new offer and is available from your RDM. The category offers PORs of up to 75% and Booker has committed to holding its prices until January 2019 so that retailers can invest in the

Hot & Cold Savoury Sweets Consumables

Prices held until 1st January 2019

Simple leasing options

www.booker.co.uk

85928 09 Food To Go Guide Brochure.indd 1

11/06/2018 17:08

category in confidence, safe in the knowledge that these huge PORs will be maintained all the way through the rest of this year.

Joe Punian of Premier Victoria Dock in Hull is a recent convert to food to go, having installed a major hot and chilled food section in his store.

He told Talking Shop: “Starting food to go has been the best decision I have made, the footfall and profit benefit to my business has been simply amazing.”

Meanwhile, Tony Mallaban of Premier Avon Gold in Bristol has already started making use of Booker’s new package to grow and develop his existing food to go offer. He said: “We’ve offered food to go for a long time but the new Premier package has helped us grow sales and profits as well as reduce admin.”

Martyn Parkinson, Brand Director - Premier, said: “Food to go is a huge opportunity for every Premier retailer and is a great way to attract new shoppers and drive footfall. With margins of over 70%, your store cannot afford to miss the food to go profit opportunity. Contact your RDM to find out more.”

door. Dennis said: “We wanted to introduce products and services that Aldi didn’t offer and the food to go section has been a revelation. From a standing start we now do thousands of pounds a week in food to go and it’s a big part of why we have managed to maintain our year-on-year sales despite having an Aldi move in next door. Booker’s package provides everything you need.”

TALKING TACTICS What are you doing in-store to stand out in your local market?

Share it with us and your Premier retailer colleagues at talkingshop@55north.com 0141 222 5380

AUGUST 2018 TalkingShop

7

News

Booker triumphs at HIM Wholesale Awards

ALWAYS ON: Favourite Wholesalser For Availability.

BIG PLAN: Favourite Wholesaler for Customer-Led Depot Layout.

ALL SMILES: Favourite Wholesaler for Friendly & Helpful Staff.

DELIVERING THE GOODS: Favourite Delivered Wholesaler.

Booker came out top in four separate categories at the recent HIM Wholesale Awards, securing the trophies for The Independent Retailers’ Favourite Delivered Wholesaler, the Favourite Wholesaler for Customer-led Depot Layout, the Favourite Wholesaler for Availability and the Favourite Wholesaler for Friendly & Helpful Staff in Cash & Carry.

The awards are all voted for by independent retailers, making the victories extra special.

Winning The Independent Retailers’ Favourite Delivered Wholesaler award was the highlight of the evening as it was calculated using a combination of all scores and ratings to see who is the very best in the business, as chosen by retailers.

The Customer-led Depot Layout and Friendly & Helpful Staff categories also reflect well on how independent retailers view their visits to Booker branches.

The Favourite Wholesaler for Availability award is voted for by independent retailers and foodservice operators and is calculated using the ratings given for availability versus how important availability is when choosing a particular wholesaler.

Premier leads way as Broadway wins top SLR Reward It was a hugely successful SLR Rewards for Premier stores with five winners including Premier Broadway in Edinburgh claiming the top prize and a trip to Las Vegas.

LOTTERY WINNER: Faraz Iqbal claimed the Lottery category.

COMMUNITY STARS: Abada and Asif Akhtar won the Community Reward.

VEGAS BOUND: Dennis & Linda Williams won the main Reward and the Crisps & Snacks Reward.

Premier stores stole the show at the recent Scottish Local Retailer of the Year Rewards, picking up five separate categories and winning the biggest prize of all. The Scottish Local Retailer of the Year Reward went to Premier Broadway in Edinburgh thanks to Dennis and Linda Williams’ remarkable performance since an Aldi moved in next door.

SLR Publisher Antony Begley said: “Dennis and Linda are an inspiration to every retailer in Scotland because they’ve shown that with a great plan and a lot of commitment and effort, it is more than possible to match the discounters.” As part of their Reward, Dennis will be jetting off to Las Vegas in October to attend the global

8 TalkingShop

AUGUST 2018

BIG NEWS: Ian Smith won the Newstrade Reward.

NACS Conference, the largest convenience retailing event on the planet.

As well as winning the top Reward, the store also secured the Crisps & Snacks Retailer of the Year while Kirkcaldy retailer Faraz Iqbal of Premier Linktown Local collected the Lottery Retailer of the Year prize.

Fellow Kirkcaldy retailers Asif and Abada Akhtar of Premier Smeaton Stores claimed the Community Involvement Retailer of the Year category for the third time while Ian Smith of Premier Turriff in the north east of Scotland claimed the Newstrade Retailer of the Year Reward.

News

Booker exclusives claim 39 wine and spirit awards!

Booker’s own label and exclusive wines and spirits took the industry competition by storm this year claiming no fewer than 39 awards and commendations.

FOOD to Go is among the fastest growing categories in independent retail and the launch of Premier’s new bespoke Food To Go offer makes it easier than ever for Premier retailers to embrace the opportunity.

THE UK convenience channel is set to grow by £7.1bn in the next five years to reach £47.2bn by 2023, according to new IGD forecasts. The channel will benefit from strong store growth over the period, helping to fuel the channel’s compound annual growth rate of 3.3% to 2023.

IWC Medal-Winning Wines Silver Medal l Amicone l Cantina di Ora Valpolicella Ripasso l Macon Villages Quinson l Prosecco Spumante DOC Extra Dry l Sancerre Pierre Brevin Bronze Medal l Amarone DOCG Coste Mediana

SILVER STAR: Chekov Vodka won a highly prestigious ISC Silver Medal.

l Bordeaux Marquis de Rothberg l Coeur de Muscat l Cotes du Rhone Cellier d’Or

l Marques de la Sardana Cava Rosado l Rose d’Anjou Pierre Brevin l Saint Emilion M. de Rothberg

What’s good and bad in the industry

ISC Medal-Winning Spirits Silver Medal l Chekov Vodka Bronze Medal

WHAT’S

l Grosvenor Gin

Booker has capped another exceptional year for its range of own label and exclusive wines and spirits by securing an astonishing 39 awards and commendations at the International Wine Challenge and International Spirits Challenge competitions, the two leading global events in the industry.

Within the International Wine Challenge, Booker lines picked up five Silver Awards, seven Bronze Awards and 24 Commendations, while Chekov Vodka was awarded a Silver Medal in the International

WHAT’S

HOT

l Campo Dorado Rioja Reserva

NOT Spirits Challenge with Grosvenor Gin collecting a Bronze medal.

Commenting on the wine medals, Booker Own Label Brand Manager Elizabeth Vint said: “Achieving a Silver Medal is an exceptional feat considering that the own label wines are up against far more expensive wines from across the globe. These medals tell us that the standard of our own label and exclusive range represents fantastic quality at amazing value prices.”

The spirits awards are similarly coveted as the

International Spirits Challenge is regarded as the drinks industry’s most respected competition, due to its stringent judging process. Both Chekov Vodka and Grosvenor Gin passed a scrupulous blind tasting by a world-renowned expert panel of specialist judges to beat strong competition to win these prestigious accolades.

More than 1,600 entries were received from nearly 70 countries worldwide. Elizabeth Vint commented: “This is great news and underlines the quality offering within our own brand spirits range.”

THE number of people working in the retail industry and the total numbers of hours worked both fell in the second quarter of 2018, according to the latest BRC Retail Employment Monitor. Total hours were down 2.8%,while the total number of employees was also down by the same percentage.

THE Payments Systems Regulator is to carry out a market review into cardacquiring services in response to concerns brought to its attention over a potential lack of competitiveness in the market and negative effects on retailers and shoppers.

AUGUST 2018 TalkingShop

9

CommunityNews OPINION, NEWS AND ACHIEVEMENTS FROM PREMIER RETAILERS

Smeaton Stores reaping INBRIEF rewards of a communityfirst approach LINKTOWN LOCAL SUPPORTS LOCAL YOUTH CLUB

Outstanding community-focused Kirkcaldy retailers Asif and Abada Akhtar have claimed another major award for the hugely impressive catalogue of community engagement projects they have been involved in over the last year.

Big-hearted Premier retailer Faraz Iqbal has been supporting his local Linktown community in Kirkcaldy once more, this time by donating £150 to the local Monday night Youth Club.

LOOKING GOOD: The store paid for hair and make up for Prom Night at the local school.

BREAKFAST BOOST: A local Breakfast Club was set up to help educate kids on healthy eating.

The money was raised through the sale of Walkers Crisps Party Boxes. Faraz told Talking Shop: “The youth club

When it comes to putting community engagement first, Kirkcaldy retailers Asif and Abada Akhtar take some beating – and the couple have added to their growing list of awards victories by being named the Community Involvement Retailers of the Year at the recent SLR Rewards.

The pair, who run Premier Smeaton Stores, were commended by the judges as “shining stars when it comes to community engagement”. The judges went on to say: “The level of commitment that they bring to being at the very centre of most activity in the Smeaton area is simply astonishing.”

Among the highlights cited by the judges were: l A partnership formed with the local high school to kick start a breakfast club to educate pupils on the vital importance of a healthy breakfast and to provide free breakfasts for needy children. l Providing funds to buy school uniforms for

families struggling to be able to afford them. l Raising over £2,000 for a customer with cancer by organising a fun day. l Establishing a new charity themselves in honour of the customer who died from cancer and raising over £5,000 in a second event l Paying for local students to have their hair and make up done professionally for Prom Night at the local high school’s Department of Additional Support unit. l Completing a bungee jump to raise funds for a prostate cancer charity.

was desperately in need of

Asif told Talking Shop: “It was wonderful to win the award but we don’t do it to win awards. We do it because we view our customers as friends first and foremost. If you have a friend who needs help and you can help them, you do it, don’t you?

“The store is at the heart of the community and we feel a responsibility to help our shoppers where we can. It’s what retailing is all about.”

TALKING TACTICS

funds and it’s a really good cause because there’s not much for the kids to do around here during the week.

“A huge thanks to Walkers for supporting us and a massive thanks to everyone who bought the boxes to support a really great local cause.”

What are you doing in-store to stand out in your local market?

Share it with us and your Premier retailer colleagues at talkingshop@55north.com 0141 222 5380

AUGUST 2018 TalkingShop

11

IndustryNews A DIGEST OF NEWS FROM THE INDEPENDENT RETAILING INDUSTRY

Convenience to ‘break INBRIEF £47bn barrier by 2023’ LINK CANCELS PLANNED ATM COMMISSION CUT

The convenience retailing industry will grow by over £7bn in the next five years, according the latest IGD forecast.

The UK convenience channel is set to grow by £7.1bn in the next five years to reach £47.2bn by 2023, according to new IGD forecasts. The forecast predicts that the convenience channel will benefit from strong store growth over the period, helping to fuel the channel’s compound annual growth rate of 3.3% to 2023.

Patrick Mitchell-Fox, Senior Business Analyst at IGD, said: “This makes for a very positive outlook for convenience retailing and it remains one of the fastest growing channels in the UK food and grocery market.”

Mitchell-Fox highlighted speed of shop, food to go and a broader range of shopping missions as elements that will be key to this growth.

He commented: “As shoppers shift away from the weekly shop to more frequent shopping, the need for speed in-store becomes an important advantage for convenience stores. Further enhancing how quickly shoppers can navigate stores and purchase products will be central

for the convenience channel. As more retailers globally trial till-less technology, taking payment automatically via shoppers’ own smart devices will be key to enhancing the speed of shopping trips in the next generation of convenience stores.

“Targeting more shopping missions is another opportunity. While topping up the weekly shop remains the main reason for shoppers to visit convenience stores, retailers are also focusing on driving other ways to encourage shoppers into store with more enticing ranges of food-to-go and evening meal solutions.

“While some traditional categories, like tobacco and news, are in decline the rise of new footfall drivers such as fresh coffee and services like parcel collection are encouraging more shoppers into store more often.

“In addition, the growing provision of ‘dwellspace’ is also encouraging shoppers to spend more time in store.”

ATM network controller LINK has announced that it is cancelling some of the planned cuts to ATM interchange fees.

The organisation had previously said that fees paid by banks to ATM operators would be slashed by 20% by 2021. The first fee reduction took lace on 1st July 2018 with another scheduled for January next year but all further cuts have been postponed or cancelled.

The news has been welcomed by retailers with ACS Chief Executive James Lowman stating that the u-turn was welcome but that the existing changes had already forced retailers to make tough choices about hosting ATMs in their stores.

The ACS predicted that the reductions would have put as many of 20% of cash machines at risk.

TALKING TACTICS What are you doing in-store to stand out in your local market?

Share it with us and your Premier retailer colleagues at talkingshop@55north.com 0141 222 5380

AUGUST 2018 TalkingShop

13

STOCK UP NOW

Turriff, Aberdeenshire | STORE PROFILE

Always looking

to the future

Aberdeenshire retailers Ian and Shona Smith have found success by constantly looking ahead and adapting their business to the changing nature of the independent retailing market.

Store CV:

Name: Premier Turriff, Aberdeenshire Retailers: Ian and Shona Smith Time as retailers: 9 years Time with Premier: 4 years Size: 1,300sq ft Staff: 10 Services: Home News Delivery, Lottery, licensed, hot food and drinks, PayPoint, Collect+, ice cream serve over Nearest competition: Co-op, Costcutter, Tesco within 100 yards Trading hours: 5.30am to 9pm Mon – Sat; 7am to 7pm Sun

ENERGISED: Shona and Ian are passionate about the growth of their business in Turriff.

AUGUST 2018 TalkingShop

15

STORE PROFILE | Turriff, Aberdeenshire

W

hen the paper mill in Aberdeenshire where Ian Smith worked was closed down he and his wife were faced with some difficult questions to answer.

“It was tough at the time as I had been in the paper manufacturing industry for 15 years and my career was progressing pretty well. When the mill closed we had to make some hard decisions about what we wanted to do next. We were keen to stay in the area and we wanted jobs that would allow us to get some balance back into our lives and maybe see each other a little more! After the experience of the redundancy, we were also eager to find something where we were in control of our futures for a change.”

The couple spent some time having a look at the opportunities available and eventually found a CTN business in Turriff, Aberdeenshire, that was up for sale. “It was a store that had been there forever – 60 or 70 years – but the owners wanted to sell so we went and had a look,” says Ian. “Even with no experience whatsoever in retail we could see that this place had potential. So, using my redundancy money and some money we borrowed from our parents and after talking to a lot of people, including some retailer friends, we decided to go for it.”

That was in 2010 and within a year the store had grown and developed enough to give Ian and Shona

WINNING WAYS: The store recently won an SLR Reward.

DELIVERING FOOTFALL: News and magazines drive footfall for the store and account for 35% of sales.

HIGH STANDARDS: The pair keep the store immaculate every day.

CREAMING IT: The new ice cream chiller has been a huge hit with shoppers.

16 TalkingShop

AUGUST 2018

MIX IT UP: A pick and mix section is popular with kids.

PRIME SITE: A site on the main street helps drive up passing trade footfall.

the confidence to do a deal to buy out the store next door. Ian comments: “The lady next door wanted to retire so we bought her place and decided to turn it into a toy store, something that the town was lacking.

We’ve always been interested in what’s coming down the track so we thought this was a good way of tapping into an unserved market.”

The two stores did well but Ian was “very, very conscious” that if he was to keep evolving, he would need to consider a new way forward. “The stores were doing well but we were increasingly convinced that a fully-fledged convenience store was much more in line with what shoppers were looking for,” he says.

The opportunity duly arrived when they learned of a

What are your views? Call 0141 222 5380 or email talkingshop@55north.com

store up for sale on the main street a couple of minutes away which, at over 1,300sq ft, was a bit bigger than the existing business.

“It wasn’t a convenience store at the time but we saw immediately how it could potentially be turned into one,” says Ian. “We were aware of Premier and were very impressed with their offer and after having a look around at what else was available, it became clear that Premier would give us what we felt we needed to grow and develop the new business.”

A full refit was commissioned and, working with the shopfitters and Premier, a stunning new store came to life. “We had no experience of designing stores or allocating space or planning customer flow,” admits Ian, “so the help we got from Premier in designing the new store was just invaluable. I think together we got most things spot on as four years down the line we haven’t had to change much at all, so the first design was right on the money.”

Having spent the previous few years developing what was principally a CTN, Ian had built a loyal following of newspaper and magazine shoppers and had a very significant Home News Delivery (HND) business. “I reckon we took maybe 90% of our HND customers with us to the new store so that really helped create initial footfall and bring people into the new store,” he says. “It obviously took a bit of time to grow our shopper base but it was always moving in the right direction.”

As the new store hadn’t been a convenience store previously, Ian had no sales figures to compare his performance with but he does know that sales in the new store were 30% up on the old stores’ almost immediately.

“It was news and magazines that helped us sustain the store in the first weeks and

a good job of the business has been a real shot in the arm for the whole team.”

Since opening under the Premier banner, Ian and Shona have continued to expand their offer bringing in a hot food and drinks section, a slush machine, an ice cream machine, a pick and mix kids zone and, more recently, a brand new full scale ice cream COOL SALES: Slush and ice cream fly in summer. scooping serve over counter.

“We had to remove part of the counter to make room for the ice cream but we reckoned we could afford to convert that space and it has been a really successful move. We source the ice cream locally and we now do a very significant amount of ice cream in a week, particularly with the weather being fantastic as it has been for months.”

Always with an eye on the WELCOME: The store is exceptionally clean, bright future, Ian and Shona are and welcoming. now considering a number of further developments in the store with an enhanced food to go operation being top of that list. “We’re planning a little study tour shortly to visit some great Premier stores,” he says.

“I’m genuinely inspired by how Premier is approaching the future of our trade, full of energy and passion for helping us independent retailers keep ahead of the game. I’m really CHILL IT: The fresh and chilled looking forward to seeing he fixture remains an important part of the business. latest thinking and picking up a few ideas we can implement up here in Turriff, particularly around food to months and it remains a big category for go, American candy and fresh and chilled. us – around 35% of our business to this I think we can make a lot more of those day – but we’re very aware of the fact that areas in the store and bring more shoppers it’s a category in decline so we’ve got to in.” keep looking ahead and adding products He is also talking to a local cake and services that today’s shoppers are supplier to enhance his offer and grow looking for,” explains Ian. basket spend.

So successful is the newstrade side of “I’m feeling really inspired right now,” the business that the store recently won the he concludes. “We’ve got a great store but Newstrade Retailer of the Year category there’s always so much more we can do at the SLR Rewards. “Winning that award and we can learn so much from Premier has given us such a boost,” says Ian. “To and from other retailers. It’s an exciting get some credit for the work you do and to time to be an independent retailer!” realise that you are actually making quite AUGUST 2018 TalkingShop

17

STORE PROFILE | Mendlesham, Stowmarket

Village p T

Store CV:

Name: Premier Mendlesham Bakery, Stowmarket Retailers: Minesh and Parul Patel Stores in chain: 3 Times as retailers: 18 years Time with Premier: 8 months Size: 1,800sq ft Staff: 2 full time, 4 part time Services: Licensed, Post Office, ATM, hot food and drinks Nearest competition: Tesco and Asda 7 miles away; Co-op 4 miles Trading hours: 7am – 8pm Mon to Sat; 8am – 4pm Sun

18 TalkingShop

AUGUST 2018

HOT STUFF: A new coffee machine has added a fresh revenue stream.

he general career path of Stowmarket Premier retailer Minesh Patel and his wife Parul will be one that’s familiar to many retailers, starting off as he did working in a friend’s store but always looking to one day start out under his own steam. Minesh explains: “I first got into retail about 18 years ago working for a family friend but from day one I always had one eye on buying my own store and taking control of my own destiny.”

While Minesh was always keen on having his own store he realised that learning the trade and putting in the hours while he was working for his friend would stand him in

Suffolk retailers Minesh and Parul Patel have built a chain of three Premier stores in villages across the region, making all three integral parts of the local community.

What are your views? Call 0141 222 5380 or email talkingshop@55north.com

CHILL OUT: An enhanced chilled range has helped grow footfall, sales and profits.

DRINK TO THAT: The store embraces important trends like craft beer and has high merchandising standards.

people good stead when the day came to step out on his own. That day finally came in 2010 when the stars aligned and Minesh was able to buy his first independent store.

All of his experience and skill was then being put to good use for his own benefit and by 2017 Minesh and his wife had added two more stores to his chain. The final piece of the jigsaw saw the couple make the move that ensure all three stores were trading under the famous Premier sign.

“The third store we bought was a Premier and it was just a very positive, enjoyable experience to be part of Premier,” explains Minesh.

“The middle store was with Costcutter for a while but last year wasn’t a great year for

Costcutter and we had all sorts of problems so by the end of the year we had decided that we should have all three stores into Premier and benefit from what I think is the outstanding offer in the market.”

The couple have employed a very specific strategy when acquiring stores, focusing on small villages where the store is the main retail outlet. The latest store, for instance, is in the Suffolk village of Mendlesham, five miles north east of in Stowmarket. There are only around 2,000 inhabitants but the village is growing quickly.

“We didn’t really set out to only buy village stores but it happened that way,” says Minesh. “Mendlesham is only a small village but 28 houses have just been built and another 56

COMMUNITY HUB: Minesh and Parul have worked hard to position the store as the heart of the community.

AUGUST 2018 TalkingShop

19

What are your views? Call 0141 222 5380 or email talkingshop@55north.com

are in the process of being added, so that will help with footfall. It also helps that you have to go about four miles to the next store and around seven miles to a supermarket.”

The store was in a sorry state when Minesh and Parul bought it last year, so much so that they had to close it for three full weeks to enable them to do the refit to the standard they wanted. Minesh explains: “The store was in a really old building and it was a very tired store. We traded the store as it was for a few months but we accepted that we basically had to take it back to bare walls and start again. Everything in here now is new: floor, ceiling, soffits, shelving, chillers, everything.”

He admits that the refit was exceptionally hard work with so much to do but also makes clear that he “loved every minute of it”. Premier played a key role in planning the store and Minesh says he couldn’t have found better partners to build his business with.

“Being able to start with a completely blank slate meant that we could create the store we wanted without having to compromise,” says Minesh.

His vision included an extended chilled offer, a strong food to go offer, a coffee machine, a good grocery offer (as many shoppers use the store for their main shop) and a very solid convenience range, all topped off with Premier’s exceptional promotional package.

Four months ago Minesh also added in a Post Office, making the store the perfect hub for the village, meeting the vast majority of the local population’s day to day requirements.

Minesh basically wanted to make the store “an integral part of the village” and a hub around which the village could gather. If his sales figures are anything to go by, he’s done just that. Sales are up an incredible 75% since the refit and, best of all, they are still growing.

“We saw a 25% increase in the very first week, which was encouraging,” recalls Minesh. “Footfall went through the roof and we had what felt like every single person that lives in the village in for a look.”

They clearly liked what they saw and Minesh admits he has no idea where the growth will slow down, but the recent great weather has helped ensure that the relaunched store has gotten off to a flying start.

“We couldn’t have asked for better weather to help us get the new store up and running, along with the World Cup, so we’ve been lucky that way but judging from shopper feedback, they just love the new store too

which makes it all worthwhile”.

Being an active member of the small local community is at the heart of what the store does.

Even before the refit, Minesh had endeared himself to the locals by offering home delivery to vulnerable and elderly shoppers during the Beast From The East snowfall. He also makes a point of getting involved in every local event, activity and fundraising drive that happens in Mendlesham.

“The local football club, the village fete, the kids club, we support everything!” he says.

“We feel it’s our responsibility to be active in the village.”

The store is also very active on Facebook, promoting all sorts of Premier promotions and deals but also sharing local community information and acting as a hub for the local people.

“What we’re trying to achieve is providing a store that gives all of our shoppers reasons to come here,” concludes Minesh. “Whether that’s for a bit to eat, a few beers for the FOOD FOR football, a coffee, the dinner for THOUGHT:The store as a strong chilled food tonight or just a chat. to go offering.

“We want to make sure they can find it all here. We have already built a brilliant relationship with our shoppers and they genuinely inspire us, so we just want to return the favour by making their lives easier and more enjoyable. For me, it’s what independent retailing is really all about.”

As for the future, Minesh and Parul won’t rule out adding more stores to the chain. They have clearly discovered a winning formula and are GET FRESH: Fresh produce making it pay, supported all the way is well presented in the store, driving footfall.

by Premier.

75%

INCREASE IN SALES SINCE JOINING PREMIER

POST IT: Minesh works hard to use the Post Office to drive additional impulse sales in the store.

AUGUST 2018 TalkingShop

21

STORE PROFILE | Solihull

Building growth with

food to go After more than 25 years with Spar, Solihull retailers Colin and Julie Smith have recently joined Premier and put food to go at the heart of their offer – and have seen sales grow by 30% in a matter of weeks.

F ON THE UP: Sales have risen by a third in just a couple of months since joining Premier.

{

GOOD TO GO: Sales of food to go have risen by 50% since May.

or Solihull husband and wife retailing team Colin and Julie Smith, the choice was simple: after 25 years of trading under the Spar fascia but with sales and profits on the decline, the couple had to decide whether to take early retirement and exit retailing after more than four decades, or whether to knuckle down, join a new symbol group and rebuild the business.

Colin explains: “I’ve been in retail since I was 17 years old when my dad lent me the money to buy my first greengrocers and threw me in at the deep end. That was 43 years ago and for the last 25 years my wife Julie and I have been in this store with Spar. Towards the end of last year we seriously thought it was time to get out and retire – but the more we thought about it the more we thought we were up for the challenge of building the business and driving growth.”

In May this year, the couple’s store in affluent Solihull on the outskirts

of Birmingham duly joined Premier and the benefits were instantaneous.

“It was like someone had flicked a switch,” laughs Colin. “We were up about £6,000 in the first week alone after joining Premier. It wasn’t long before we were up almost a third on previous trading and to be honest we’re still growing.”

Which is all the more remarkable considering that the store has been under the same ownership for 25 years and is surrounded by competition, almost literally. There’s a butchers next door, a One Stop with a Post Office 50 yards away and a specialist off licence next to that.

“It’s always been like this on the little parade so we’ve always had serious competition next door but we’re friendly enough with the other owners and we all view it that if we keep shoppers coming to the parade, we’ve all got a chance of some business,” explains Julie.

When the store joined Premier in May, the biggest part of the refit saw the hot food and food to go sections

For the hot food, we used to buy from various places but it was overly complicated. Now we just get everything from Booker and it works like clockwork.

22 TalkingShop

AUGUST 2018

}

What are your views? Call 0141 222 5380 or email talkingshop@55north.com

BACK IN THE GAME: The store has enjoyed massive growth since joining Premier.

ONE FOR THE KIDS: A kids zone helps attract younger shoppers to the store.

30%

FRESH START: Food to go has been the catalyst for a new wave of success.

CRAFTY SALES: A range of craft ales helps draw new shoppers into the store.

GROWTH IN SALES from Booker which has SINCE JOINING consolidated into one helped drive up quality, PREMIER long run where shoppers eliminate out of stocks and can get everything from simplify admin. Colin says: a bacon bap and a roast pork “We used to buy from various places baguette to a freshly made lasagne, a but it was overly complicated and hot slice or a healthy salad. we were always making mistakes, Julie comments: “We always had a forgetting to order things or not food to go offer but before the refit it having a back up plan if our supplier was spread out around the store. We let us down. Now we just get used the refit to bring it all together everything from Booker and it works into one dedicated food to go run.” like clockwork.”

The idea turned out to be a good one To complement the enhanced food with food to go sales up 50% and to go offer, the store also added an margins up by at least 5%.

The growth has been so spectacular extended fresh fruit and veg section, an enlarged chilled section, a kids that Colin and Julie have had to take zone, a protein range and a selection to five extra staff. “It’s very labour of craft and local beers. intensive preparing all the food to The result is a store that their go but there’s no doubt it’s been a really successful strategy,” says Julie. shoppers absolutely love. “The response from our shoppers has been “We’ve been here 25 years so you’d mind-blowing,” concludes Colin. think we know everyone but since “We’ve had nothing but compliments May we’ve seen lots of new faces since joining Premier and best of all, through the door for the food to go.” we’re still growing sales, even with To simplify an increasingly everyone on holiday. It’s the best complex business, the couple order virtually all of their foodservice stock move we’ve ever made.”

WINNING WAYS: Colin and Julie are delighted to be part of a winning team.

Store CV:

Name: Premier Prospect Lane Convenience Store, Solihull Retailers: Colin and Julie Smith Time as retailers: 43 years Time with Premier: 3 months Size: 1,350sq ft Staff: 12 Services: licensed, hot food and drinks, ATM, fresh flowers, kids zone.

Nearest competition: One Stop and specialist off licence less than 50 yards away; butchers next door; Aldo, Morrisons and Asda less than a mile away.

Trading hours: 7am to 8.30pm

AUGUST 2018 TalkingShop

23

STORE PROFILE | Chester-le-Street

Fortune favours

the brave TRIPLE KINGS: Anam and Ahsin’s strategy is paying off big time.

Store CV:

Name: Premier Vigo Convenience Store, Chester-le-Street Retailer: Anam Malik Number of stores in chain: 3 Time as a retailer: 16 years Time with Premier: 7 years Size: 3,000sq ft Staff: 7 Services: Home News Delivery, ATM, hot food and drinks, licensed, Lottery, PayPoint Nearest competition: Co-op and Morrisons 1 mile away Trading hours: 5.30am – 9pm

24 TalkingShop

AUGUST 2018

I

t’s one thing recognising what looks like a fantastic growth opportunity but it’s a completely different thing to actually have the courage to invest in it and make it happen – and that’s exactly the scenario that Chester-le-Street retailer Anam Malik found himself in when he acquired his third store in 2015. That store was a small village CTN with a very significant home news delivery (HND) business – over 1,000 papers delivered every morning - but it sat on a parade next door to a hair salon and a specialist off licence. “When we bought the store we always had an eye on trying to buy the two

When Chesterle-Street Premier retailer Anam Malik saw the opportunity to buy the two stores next door to his he knew it was a bold strategy but the gamble paid off with sales up over 300% in under a year.

businesses that sit next to it and within six months we’d managed to buy the hair salon,” explains Anam.

“Unfortunately the guy that had the off licence refused to sell but after we merged the CTN with the hair salon to allow us to create a much bigger convenience store it only took a year before he changed his mind and told us he wanted to sell too.”

With all three stores now secured, Anam undertook a massive refit last year to essentially remodel the three units into a single very large Premier convenience store of over 3,000sq ft.

With so much space at his disposal, Anam and his business partners – his father Javed and his brother Ahsin –

What are your views? Call 0141 222 5380 or email talkingshop@55north.com

300% GROWTH IN SALES

GOOD TO GO: Chilled food to go is a key sales driver.

PROTEIN POWER: The store stocks a strong range of protein lines.

THREE INTO ONE: Three stores have been combined into one unit.

KIDS ZONE: Slush and kids candy attracts younger shoppers.

CRAFT TREND: The store offers a great selection of craft beers and ciders.

were able to create an exceptional, modern store catering for every requirement of today’s shopper. “We already have two other Premier stores in the area so we had a good idea of what we wanted to do with the new store but it’s a really big space so we had to do a lot of planning to make sure we were making the very best use of all that space. We wanted to build a store that would provide everything that the local community needed,” he says. “The store is in a decent sized village of around 5,000 houses but the nearest competition is over a mile away so we wanted to make sure we gave our shoppers everything they could need to save them having to travel up to Chester-le-Street Main Street for their shopping.”

Anam and his family worked with

Premier to build the perfect store for the local community, bringing in a strong core range and adding a lot of categories that are currently in growth.

Anam explains: “We obviously had to have a decent grocery range as we’re the only store in the village and we also have strong alcohol, impulse and frozen ranges too but we tried to future-proof the business by taking Premier’s advice on committing significant amounts of space to growing categories like fresh and chilled, hot and cold food to go, protein and craft beers and ciders.

“Premier told us the categories we needed to embrace that would help drive big growth and we worked with them to incorporate all those great ideas. We’re pretty pleased with

the end product and the feedback we’ve been getting from shoppers is amazing.”

All of that hard work and planning has paid off beyond Anam’s wildest expectations, as he says: “We obviously hoped to see solid growth after all the investment and work but I don’t think we could have hoped for the 300% increases in sales we’ve seen!”

Best of all, the growth hasn’t stopped yet, as Anam explains: “It’s been a great summer with the weather and World Cup so that has definitely helped but the store is still growing and we really don’t know where we’ll end up. But it’s safe to say we’re pleased with the results and believe we have a great store that does a fantastic job of serving the local community.”

AUGUST 2018 TalkingShop

25

GRENADE® CARB KILLA®

80% OF GRENADE® CARB KILLA®

IS THE BIGGEST PROTEIN

GROWTH IS INCREMENTAL TO THE CATEGORY

BAR BRAND IN THE UK*

IRI Market Place, Total Market, Total UK, Total Protein Bars 52we 20/05/18 “Market”: Total Grocery; excludes on-line & specialist

*

Protein | FEATURE

High protein products have now become mainstream with a broad cross-section of shoppers buying int the category, offering Premier retailers a great opportunity to build new revenue streams.

N

ot so very long ago, high protein foods and drinks were considered niche products, purchased mainly from specialist outlets like gyms and sports shops by fitness fanatics and those on specialist diets. These days, protein has gone mainstream and the category is now one of the most important growth trends in independent retailing, so

Building growth with protein much so that Premier stores are encouraged, space permitting, to feature an entire aisleend dedicated to protein.

A quick look at the growth of the market explains why protein is now big business: protein-based nutrition is driving 82% of sales by value in the sports & health nutrition category [IRI, Dec 2017] while sales of high protein products are expected to grow to an amazing ÂŁ358m by the end

2018, according to Euromonitor sales data.

Mintel data also shows that around 17% of UK consumers already consume food or drink that contains protein as a snack between meals while sales of protein bars alone grew by 58% last year, according to Nielsen figures.

This creates a huge opportunity for Premier retailers keen to grab a slice of the market.

AUGUST 2018 TalkingShop

29

FEATURE | Protein

HOW TO CASH IN ON PROTEIN STEP 1:

Stock the Core In Every Store range of protein products in your store and try to free up some space to allow you to create a dedicated protein section in-store.

STEP 2:

Site the best-selling lines at the tillpoint to drive up impulse purchases.

STEP 3:

Talk to your shoppers about the category to raise awareness.

This third step is particularly important if you have fitness conscious customers or those on specialised diets among your shoppers. Long recognised as a muscle building aid, the use of protein in the diet is increasingly seen by many shoppers as an integral part of many weight management programmes.

Protein has been proven to help shoppers maintain focus longer throughout the day as well as promoting a ‘fuller for longer’ feeling which is ideal for those keeping an eye on their consumption.

As more and more mainstream shoppers focus on healthier diets with higher protein and lower sugar, the category offers Premier retailers an important new revenue stream.

58%

GROWTH OF PROTEIN BARS IN LAST YEAR

30 TalkingShop

AUGUST 2018

What are your views? Call 0141 222 5380 or email talkingshop@55north.com

Shakes and bars As in all product categories, shoppers are still looking for products that taste great and offer strong value for money. Two of the most popular ways to consume Protein comes from Bars and Shakes.

Protein bars is a fast-growing category with sales currently valued at £22m, up a whopping £8.2m on the previous year, according to Nielsen stats.

Protein shakes are also an incredibly important part of the category which has been recognised by Booker with the launch of its must-stock range of Euro Shopper Protein Shakes. Available in Chocolate and Strawberry flavours with a price-mark of just 89p for a 330ml bottle, the range is substantially less expensive than branded equivalents which can often retail around the £2.49 mark. Not only that, the range delivers PORs of over 30% and each bottle delivers over 20g of protein.

The growth of the category has also ensured that many of the world’s largest manufacturers have now launched high protein variants of already household names. Products like Mars and Snickers Protein Bars offer 19g and 18g of protein per bar respectively and have helped move the market on and bring new shoppers into the category.

17%

OF SHOPPERS CONSUMER PROTEIN SNACKS BETWEEN MEALS

Specialist sales Many companies may be new to the protein market but there are also many who have been focused on this once niche market for a long time, successfully serving the needs of high protein shoppers for many years One such brand is Grenade, a specialist brand that has been around since 2010.

Already one of the most popular food brands sold on Amazon, Grenade already enjoys strong credibility within the sports market. Its bestselling “Carb Killa” range of High Protein bars have a proven rate of sale with the the two top variants being Cookies & Cream and Caramel Chaos.

These 60g bars contain over 23g of Protein and less than 1.5g of carbs. These are premium 45% POR products available in a range of popular flavours such as Fudge Brownie and Cookies & Cream Flavours.

AUGUST 2018 TalkingShop

31

Food To Go | FEATURE

Take Food To Go

to the next level!

Whether you’re considering introducing a food to go offer for the very first time or you’re planning on taking your existing offer to the next level, Booker’s new food to go package is just what you need.

HOT SAVOURY SHOPPING LIST Steak Bake Case size: 24 x 155g WSP: £14.99 RSP: £1.79 POR: 65% Cheese & Onion Bake (Vegetarian) Case size: 24 x 155g WSP: £9.99 RSP: £1.49 POR: 72% Sausage, Beans & Cheese Bake Case size: 24 x 155g WSP: £9.99 RSP: £1.49 POR: 72% Chicken Bake Case size: 24 x 155g WSP: £11.39 RSP: £1.49 POR: 68% Pasty Bake (Beef & Vegetable) Case size: 24 x 155g WSP: £11.19 RSP: £1.49 POR: 69% Large Sausage Roll Case size: 40 x 124g WSP: £9.99 RSP: £1.49 POR: 75%

F

ood to go is arguably the biggest trend in independent retailing and has been for some time. The way that shoppers consume hot and cold food has changed dramatically in recent years with more and more of them looking to buy food they can consume on the move as soon as they leave your store.

That seismic shift presents a massive AUGUST 2018 TalkingShop

33

FEATURE | Food To Go

HOT BREAKFAST MENU Using the ingredients listed in the panel below on the right, Premier retailers can produce the following common and very popular breakfast items:

UP TO

75% POR

BACON BAP

Cost per serving: 74p RSP: £1.99 POR: 55%

SAUSAGE BAP

Cost per serving: 72p RSP: £1.99 POR: 57%

EGG BAP

Cost per serving: 48p RSP: £1.49 POR: 61%

BACON & EGG BAP

Cost per serving: 98p RSP: £2.29 POR: 49%

SAUSAGE & EGG BAP

Cost per serving: 96p RSP: £2.29 POR: 50%

BACON & EGG BAP

Cost per serving: 98p RSP: £2.29 POR: 49%

BACON & SAUSAGE BAP

Cost per serving: 1.22p RSP: £2.49 POR: 41%

BACON, SAUSAGE & EGG BAP

Cost per serving: 1.46p RSP: £2.99 POR: 41%

SWEET TREATS Bridor Butter Croissant Case size: 30 x 60g WSP: £10.39 RSP: £1.29 POR: 73% Bridor Pain au Chocolat Case size: 20 x 75g WSP: £8.69 RSP: £1.29 POR: 66% Bridor Pain au Raisin Case size: 22 x 110g WSP: £15.49 RSP: £1.29 POR: 45% Lichfields Assorted Giant Soft Cookies Case size: 18 x 60g WSP: £9.99 RSP: 89p POR: 38% Lichfields Mixed Muffins Case size: 12 x 1s WSP: £8.99 RSP: £1.29p POR: 42% Lichfields Chocolate Brownie Case size: 18 x 65g WSP: £9.49 RSP: 89p POR: 41% Lichfields All Butter Flapjack Case size: 18 x 65g WSP: £9.49 RSP: 89p POR: 41%

HOT BREAKFAST ITEMS INGREDIENTS Chefs Larder Thaw & Serve Bap Case size: 48 x 1s WSP: £7.99 Tulip Light Cooked Unsmoked Back Bacon Case size: 1 x 500g WSP: £7.49 Lichfield Tomato Ketchup Sachet Case size: 200 x 1s WSP: £5.49 Lichfield Brown Sauce Sachet Case size: 200 x 1s WSP: £5.49 Blakemans Cooked Pork Sausage Case size: 1 x 2kg WSP: £9.59 Muffin Omelette Case size: 50 x 50g WSP: £11.99

34 TalkingShop

AUGUST 2018

opportunity for Premier retailers to drive extra sales, profits and footfall from an entirely new revenue stream. Whether you are considering doing food to go for the first time or whether you’ve been doing it for a while but want to take it to the next level, Booker has launched a comprehensive new food to go solution that provides everything you need to capitalise on this megatrend.

From equipment, accessories and packaging to a massive range of food and drink products tailored especially for the food to go market, Booker’s new and improved offer is your ticket to overnight sales growth. A new Food To Go brochure has been produced to help retailers navigate their way around this extensive new offer and it’s certainly worth asking your RDM for a copy if you haven’t got your hands on one yet. It could help transform

What are your views? Call 0141 222 5380 or email talkingshop@55north.com

COLD BAPS & BAGUETTES - INGREDIENTS Chefs Larder Demi Baguette Case size: 1 x 30s WSP: £7.99 Delifrance White Parisian Baguette Case size: 1 x 30s WSP: £14.99 Chefs Larder Thaw & Serve Bap Case size: 48 x 1s WSP: £7.99

HOT BEVERAGES OPTIONS

Chefs Larder Tuna & Sweetcorn Sandwich Filler Case size: 1kg WSP: £6.29 Chefs Larder Chicken & Bacon Sandwich Filler Case size: 1kg WSP: £6.19 Chefs Larder Coronation Chicken Sandwich Filler Case size: 1kg WSP: £6.19

Booker has negotiated three great lease deals on three different coffee machines:

Chefs Larder Chicken Tikka Sandwich Filler Case size: 1kg WSP: £6.19 Chefs Essentials Grated Mild White Cheddar Case size: 2kg WSP: £7.99 Chefs Larder Thick Cut Slices Buffet Ham Case size: 500g WSP: £7.99

MILLICANO-TO-GO

Using the ingredients listed in the panel above, Premier retailers can produce the following common and very popular items:

Deal: Free on loan Minimum RSP per cup: £1 Approx cost per cup: 84p Profit per cup: 14p Cups per day (over 6 days): 15 Potential Annual Net profit: £550

EGG MAYO BAGUETTE

DOUWE EGBERTS ESPRESSO BAR

COLD BAPS & BAGUETTES MENU

Cost per serving: 77p RSP: £2.49 POR: 63%

CORONATION CHICKEN BAP

Cost per serving: 83p RSP: £1.99 POR: 50%

TUNA & SWEETCORN BAP

Cost per serving: 81p RSP: £1.99 POR: 51%

CHICKEN & BACON BAGUETTE

Cost per serving: 93p RSP: £2.49 POR: 55%

CHICKEN TIKKA BAGUETTE

Cost per serving: 93p RSP: £2.49 POR: 55%

CHEESE BAP

Cost per serving: 41p RSP: £1.99 POR: 75%

HAM BAGUETTE

Cost per serving: 71p RSP: £2.49 POR: 66%

CHEESE & HAM BAP

NEW FOOD TO GO RETAILER

JOE PUNIAN, VICTORIA DOCK, HULL “Starting Food To Go has been the best decision I have made, the footfall and profit benefit to my business has been simply amazing.”

Deal: Lease Minimum RSP per cup: £1.29 Approx cost per cup: 49p Profit per cup: 80p Cups per day (over 6 days): 35 Potential Annual Net profit: £6,200

DOUWE EGBERTS BARISTA ONE Deal: Lease Minimum RSP per cup: £1.49 Approx cost per cup: 53p Profit per cup: 96p Cups per day (over 6 days): 55 Potential Annual Net profit: £12,200 For further information or to order, call 0800 585 084.

Cost per serving: 77p RSP: £2.49 POR: 63% AUGUST 2018 TalkingShop

35

What are your views? Call 0141 222 5380 or email talkingshop@55north.com

ACCESSORIES & PACKAGING Go-Pak Essentials Dessert Spoon Case size: 1 x 250 WSP: £1.99 Chef’s Essentials I Ply Napkins Case size: 1 x 500 WSP: £1.59 FlyNite Brown Takeaway Bag Case size: 1 x 100 WSP £7.29 Brown Kraft Windowed Food To Go Bag Case size: 1 x 250 WSP £10.99 Brown Kraft Windowed Baguette Bag Case size: 1 x 100 WSP £4.39

HYGIENE PRODUCTS AND EQUIPMENT l Chef’s Larder 100 Disposable Blue Vinyl Gloves £2.99 l EGL Professional Oven Cloths 5s £7.99 l Mono Silicone Baking Matt £11 l Kitchen Craft Food Thermometer £9.99 l Chef’s Larder Food Tongs £1.49 l CleanPro+ Oven & Grill Cleaner 1l £2.99 l CleanPro+ Probe Wipe 1 x 150 £3.99

Brown Kraft Bap / Pastry Bag Case size: 1 x 250 WSP £7.49 Brother QL810 Labelling Machine £99 Brother DK11208 Large Labels Case size: 400 labels £9.99 White Multi Purpose Food to Go Labels Case size: 1000 £2.99

OVENS & HOT HOLDS Available only at Booker.co.uk with free delivery, these two units are perfect for all hot food to go requirements:

MONO COMPACT 643 CONVECTION OVEN

EXISTING FOOD TO GO RETAILER

DENNIS WILLIAMS, PREMIER BROADWAY CONVENIENCE STORE, EDINBURGH: “We started doing food to go last year and the offer from Booker just keeps getting better and better. Food to go is vital these days and Booker have grasped that quickly and given Premier retailers all they need to capitalise on the trend.”

your business.

The category offers PORs of up to an amazing 75% while Booker has committed to holding its prices until January 2019 so that retailers can invest in the category in confidence, safe in the knowledge that these huge PORs will be maintained all the way through the rest of this year.

Martyn Parkinson, Brand Director – Premier, highlights just how important a strong food to go offer is for every Premier retailer: “Food to go is a huge opportunity for every Premier retailer and is a great way to attract new shoppers and drive footfall. With margins of over 70%, your store cannot afford to miss the food to go profit opportunity. Contact your RDM to find out more.”

H: 450mm W: 800mm D: 835mm Simple to use and LED programmable Takes 400mm x 600mm trays.

Three trays included. £999

BLIZZARD HSS96 HEATED COUNTER TOP DISPLAY (LEFT) H: 663mm W: 664mm D: 493mm Temp range +30C/+90c Capacity 96ltr Three shelves included. £395 (Save £244)

AUGUST 2018 TalkingShop

37

To purchase these products now, visit www.booker.co.uk

Ones to

watch

A selection of key products that will deliver for you in-store

Coca-Cola centres on low and no sugar WHAT? COCA-COLA ZERO SUGAR PEACH; DIET COKE EXOTIC MANGO; DIET COKE FIESTY CHERRY

Coca-Cola Zero and Diet Coke flavour, but with a fruity twist. As the biggest soft drinks band in the world, the launches are likely to drive large scale trial and repeat purchase for Premier retailers.

WHEN? AVAILABLE NOW WHY? Coca-Cola European Partners is firmly focusing its new product development on the low and no sugar category with its latest set of major product launches reflecting that commitment.

Booker is now listing three of the new variants nationally - CocaCola Zero Sugar Peach, Diet Coke Exotic Mango and Diet Coke Fiesty Cherry.

WHERE TO STOCK? All three lines should be stocked within the colas section of the soft drinks chiller, ideally next to the original Coca-Cola Zero and Diet Coke variants to help bring shoppers into the soft drinks category and grow sales and profits, while helping shoppers reduce their intake of calories and sugar.

DIET COKE FIESTY CHERRY 500ML PM109 / 2-FOR-£2 Case size: 12 x 500ml WSP: £7.39 RSP: £1.09 POR: 32.2%

WHO? The launches are aimed to improve the choice that CocaCola offers to shoppers while also helping them reduce their sugar and calorie consumption. The new products feature the familiar

COCA-COLA ZERO SUGAR PEACH 500ML PM109 / 2-FOR-£2 Case size: 12 x 500ml WSP: £7.39 RSP: £1.09 POR: 32.2% DIET COKE EXOTIC MANGO 500ML PM109 / 2-FOR-£2 Case size: 12 x 500ml WSP: £7.39 RSP: £1.09 POR: 32.2% DIET COKE FIESTY CHERRY 330ML PMP 69P Case size: 24 x 330ml WSP: £8.25 RSP: 69p PM POR: 40.2% COCA-COLA ZERO SUGAR PEACH 330ML PMP 55P Case size: 24 x 330ml WSP: £5.99 RSP: 55p POR: 45.5% DIET COKE EXOTIC MANGO 330ML PMP 69P Case size: 24 x 330ml WSP: £8.25 RSP: 69p PM POR: 40.2%

AUGUST 2018 TalkingShop

39

To purchase these products now, visit www.booker.co.uk

Off to a low calorie flyer WHAT? ROCKSTAR FIRST START MIXED BERRY PM99 WHEN? AVAILABLE NOW WHY? Energy brand Rockstar is targeting the calorie conscious with its First Start Mixed Berry drink which delivers the energy punch and great flavour that shoppers are looking for but with fewer than 30 calories in every 500ml can. The product is made with 5% real fruit juice, contains caffeine from a natural source and comes in a 99p price-marked can.

WHO? The product will appeal to shoppers who count their calories but don’t want to sacrifice on performance or taste, while the 99p price mark will be popular with shoppers keen to keep their spending on energy drinks below £1, even after the introduction of the sugar tax.

WHERE TO STOCK? The line should be stocked alongside the other larger format energy drinks in the chiller where the bold packaging and 99p price point will drive sales and bring shoppers into the category.

ROCKSTAR FIRST START MIXED BERRY PM99 Case size: 12 x 500ml WSP: £6.99 RSP: 99p PM POR: 29.3%

Score with Squidglets WHAT? HARIBO SQUIDGLETS PM£1 WHEN? AVAILABLE NOW WHY? Popular kids sweet brand Haribo has extended its portfolio with the addition of Squidglets, a new line aimed to appeal to shoppers that prefer ‘soft-to-eat’ treats. The new lines features six cube shapes with different expressions in a variety of colours and flavours.

WHO? The new products are aimed at both children and adults and are particularly aimed at an increasingly large group of shopper who Haribo say prefer softer products. The new variant is expected to be popular with existing Haribo shoppers and with other shoppers interested in trying something new.

WHERE TO STOCK? Haribo Squidglets should be sited in the main hanging bag fixture or within the main bagged confectionery fixture to drive sales and profits.

HARIBO SQUIDGLETS PM£1 Case size: 12 x 180g WSP: £7.29 RSP: £1.00 PM POR: 27.09%

40 TalkingShop

AUGUST 2018

To purchase these products now, visit www.booker.co.uk

Must stock Pinot Grigio WHAT? CASILLERO DEL DIABLO PINOT GRIGIO WHEN? AVAILABLE NOW WHY? A new Pinot Grigio from number one Chilean wine brand Casillero del Diablo is now available to Premier retailers and is a must-stock line for every store. Casillero del Diablo will be on TV throughout 2018 on Sky Cinema, reaching 19m shoppers across the campaign. The brand is hugely popular in Premier stores and the addition of the new Pinot Grigio varietal offers shoppers even more reasons to buy into the brand.

WHO? Grigio is one of the lightest and most refreshing varietals retailers can offer their shoppers – with notes of pear, citrus and peaches and great served on its own or alongside most foods especially pizza, seafood & picnics. Pinot Grigio is in fact the second largest white varietal of all (after Sauvignon Blanc) and is seeing value growth of 5.3%, more than double that of the total wine category. With an increasing number of shoppers looking to trade-up when choosing a wine, offering a premium brand like Pinot Grigio will put more cash in your till.

WHERE TO STOCK? Convenience shoppers typically drink wine within four hours of purchase, so Casillero del Diablo Pinot Grigio is a must-stock to display in your chiller. For more objective category advice see www.wine-wise.co.uk CASILLERO DEL DIABLO PINOT GRIGIO Case size: 6 x 75cl WSP: £32.99 RSP: £7.99 POR: 17.4%

Alcohol-free Prosecco WHAT? SCAVI & RAY ALCOHOL-FREE SPARKLING WHEN? AVAILABLE NOW WHY? Alcohol-free beers and wines continue to grow strongly in independent retailing as more and more shoppers begin to embrace this modern trend. With only 30 calories per glass, Scavi & Ray Alcohol-Free Sparkling offers shoppers a fantastic tasting low calorie, alcohol-free option without having to compromise on taste. The product is unique in the UK as the only alcohol-free Prosecco style drink and delivers all of the premium quality and taste profile that shoppers have come to expect from the popular Scavi & Ray brand.

Indeed, the product is made using the same Glera grape that is used in the hugely popular alcoholic Scavi & Ray Prosecco wine.

WHO? The line will be popular with a wide range of shoppers from mums-to-be and designated drivers to those who simply fancy a high quality, great tasting product but don’t want the alcohol. Scavi & Ray has over 150,000 followers across various social media platforms, ensuring a willing and receptive audience for Premier retailers.

WHERE TO STOCK? Scavi & Ray Alcohol-Free Sparkling should be merchandised alongside other Prosecco and sparkling wines in the chiller to offer your shoppers an excellent alcohol-free choice and delivers an excellent POR of over 25% for retailers into the bargain.

SCAVI & RAY ALCOHOL-FREE SPARKLING Case size: 6 x 75cl WSP: £27.99 RSP: £7.50 POR: 25.40% AUGUST 2018 TalkingShop

41

PricesDown

FANTASTIC OPPORTUNITIES TO SAVE ON COSTS AND BOOST YOUR PROFITS

Cider and craft beer deals to raise a glass to!

Cider and craft beers are set to be the stars of the summer – so a new set of special deals from Booker are just what Premier retailers need to grow sales and profits over the next few months.

SHOPPING LIST TALKING SHOP ALSO RECOMMENDS THE FOLLOWING CRAFT BEER CAN DEALS TO HELP YOU GROW YOUR SALES IN THIS INCREASINGLY POPULAR CATEGORY: Pistonhead Kustom Lager 4.6%* Case size: 12 x 330ml WSP: £10.99 Consumer deal: 3 for £5.25 Single consumer deal: £1.75 POR: 37% Pistonhead Full Amber 6% Case size: 12 x 330ml WSP: £12.99 Consumer deal: 3 for £5.25 Single consumer deal: £1.75 POR: 25.7% Goose Island 312 Can Case size: 12 x 355ml WSP: £13.99 (Usual WSP: £15.99) Consumer deal: 3 for £5.25 Single consumer deal: £1.75 (Usual RSP: £2.29) POR: 20.06% Meantime Yakima Red Case size: 12 x 330ml WSP: £12.75 (Usual WSP: £13.99) Consumer deal: 3 for £5.25 Single consumer deal: £1.75 (Usual RSP: £1.99) POR: 27.14% Meantime London Pale Ale Case size: 12 x 330ml WSP: £12.75 (Usual WSP: £13.99) Consumer deal: 3 for £5.25 Single consumer deal: £1.75 (Usual RSP: £1.99) POR: 27.14% Goose Island IPA Can Case size: 12 x 355ml WSP: £13.99 (Usual WSP: £15.99) Consumer deal: 3 for £5.25 Single consumer deal: £1.75 (Usual RSP: £2.29) POR: 20.06% Hoegaarden Case size: 12 x 330ml WSP: £11.99 (Usual WSP: £13.99) Consumer deal: 3 for £5.25 Single consumer deal: £1.75 (Usual RSP: £1.99) POR: 31.49% Brooklyn Lager Can Case size: 12 x 355ml WSP: £13.99 (Usual WSP: £16.99) Consumer deal: 3 for £5.25 Single consumer deal: £1.75 (Usual RSP: £2.39) POR: 20.06% *Premier retailers have received a free case of stock to provide an even higher POR. Not available in Scotland due to Scottish licensing law.

W

ith the good weather now in full swing, there’s never been a better time to stock up on those stars of the summer months – cider and craft beer – and a new set of amazing deals are set to help Premier retailers do just that.

Cider is always a shopper favourite when the sun comes out and craft beer in cans just keeps growing at 182% year on year (AC Neilsen), so these new deals – including a whole selection of offers exclusively for Premier retailers – are set to keep the tills ringing over the next few months.

Booker has negotiated a set of exceptional prices on a range of craft beers exclusively for its retailers that allow them to offer some jaw-dropping deals to their shoppers this summer. Case prices have been slashed by as much as £3 to help Premier retailers deliver not only fantastic deals for their shoppers but also deliver PORs of up to 31.49% into the bargain.

Craft beers from Pistonhead, Goose Island, Meantime, Brooklyn and Hoegaarden Breweries are all included on the deals, which offer shoppers a knockout 3-for£5.25 deal. The pricing also allows retailers to

SHOPPING LIST TALKING SHOP RECOMMENDS THE FOLLOWING KOPPARBERG CIDER DEALS TO BOOST SALES AND PROFITS THIS SUMMER: Kopparberg Strawberry & Lime Case size: 15 x 500ml WSP: £21.99 RSP: £2.59 POR: 32.0%* Kopparberg Mixed Fruit Case size: 15 x 500ml WSP: £21.99 RSP: £2.59 POR: 32.0%* Kopparberg Raspberry NRB Case size: 15 x 500ml WSP: £21.99 RSP: £2.59 POR: 32.0%* Kopparberg Blueberry & Lime Case size: 15 x 500ml WSP: £21.99 RSP: £2.59 POR: 32.0%*

*Not available in Scotland All products above included in the 3 for £5.25 deal.

offer single sale £1.75 on craft beers which normally carry RSPs of up to £2.39.

Not only that, but Premier retailers have already been sent a free case of Pistonhead Kustom Lager to boost PORs and help get their craft beer sales off to a flyer!

On ciders, Booker has negotiated a deal across a range of Kopparberg ciders which deliver PORs of over 20% while offering shoppers an amazing 3-for-£5.25 deal on four different ciders, or a single bottle price of just £1.75 – which is 84p below the standard RSP. The deal also includes two 10-pack variants – Strawberry & Lime and Mixed Fruit – available to shoppers at just £10, which is £2.99 below the standard RSP. *Multibuy deals not available in Scotland due to Scottish licensing laws.

SHOPPING LIST TALKING SHOP RECOMMENDS THE FOLLOWING KOPPARBERG CIDER CAN DEALS THIS SUMMER: Kopparberg Strawberry & Lime Can Case size: 1 x 10 x 330ml WSP: £7.49 RSP: £10.00 POR: 10.1% Kopparberg Mixed Fruit Can Case size: 1 x 10 x 330ml WSP: £7.49 RSP: £10.00 POR: 10.1%

Products above included in the extremely successful ‘Now only £10’ deal.

June 2018 TalkingShop

43

SHOPPER COMPETITION TO DRIVE SALES!

BetterService IDEAS TO GIVE YOUR BUSINESS THE EDGE

Drive footfall with local sourcing

Stocking locally and regionally sourced products is a proven way to grow footfall and sales as well as strengthen your relationship with the local community.

L

ocal and regional sourcing is a very significant trend in independent retailing with provenance becoming more and more important to shoppers over the years. There are many varied factors behind this trend including the environmentally-driven desire to reduce food miles, the desire among shoppers to support the local economy and a perception that quality can be better from small suppliers.

Whatever the reasons, local sourcing is big

business and can be a fantastic way of growing your footfall and sales while playing a role in helping build sustainable local economy monies and communities.

Don’t forget too that Booker now offers access to more than 150 small local suppliers through its Central Billing function. That way you can gain access to local products but benefit from a single invoice and the best pricing available. It’s one of the easiest, most efficient ways to improve your locally sourced offer but with a minimum

 MORE

AUGUST 2018 TalkingShop

45

AVAILABILITY A key issue to resolve with local producers is guaranteed availability of stock to the levels you require to maintain availability for your shoppers. Speak to your local supplier and ensure that they are able to guarantee sufficient stock to you as you need it. It also makes sense to ensure that these forecasts include weeks that could potentially be extremely busy where you might require more stock than usual.

BARCODING A common challenge with locally sourced produce is barcoding. Many small suppliers are unable to provide barcoded stock which makes bringing stock into your Epos system difficult while also complicating scanning at the tillpoint and tracking of sales over time.

PRICING While locally sourced produce can often be a lot more expensive than branded equivalents, many shoppers will be happy to pay that premium for high quality local products. But it’s important that you are aware of this and put in place mechanisms to monitor sales and the impact the new locally sourced lines have on any branded equivalent products you may already stock.

If you add a new range of premium cold meats from a local supplier, use your Epos to check over the following weeks and months whether your shoppers are happy to pay the extra premium or whether they are still buying the lower priced branded equivalents. Selling local products only makes sense when the products actually sell!

EQUIPMENT For products that require specialist presentation – for instance hot savoury products that require to be presented in a hot hold or a cakes range that requires to be presented chilled – you will often be able to do a deal with local suppliers where they will offer you the equipment ‘free on loan’ as long as you keep buying your stock from them. This can great enhance your presentation as well a minimising outlay.

46 TalkingShop

AUGUST 2018

If the products come without barcodes, you will have to add buttons onto your till to allow you to quickly and efficiently process sales as well as keeping track of sales volumes and wastage. Again, this is particularly vital with chilled and fresh stock.

PACKAGING It goes without saying that many locally produced products come in more traditional style packaging that may have been produced purposefully to appear, for instance, like ‘farmers market’ products but it’s important to see the stock fully packaged before you agree any sort of deal. Low quality packaging can not only put shoppers off, it can also harm the overall appeal of your store – so try to ensure that the new local lines you are adding look good on the shelf or in the chiller.

Also make sure that all packaging includes all of the legally required information around allergens and contents. All suppliers should be compliant in this area, no matter how small they are, but it’s always worth checking.

SHELF LIFE A decent shelf life is critical for Premier retailers to minimise wastage. Many local suppliers, particularly butchers and dairy suppliers, may lack the sort of modern equipment required to pack fresh produce to the standard required by law. It is vital that you speak to your suppliers to find out if their products and packaging meet all of the relevant legislation and it’s even worth taking a trip to see them and have a look around their business for yourself. It’s your reputation on the line once their products find their way onto your shelves.

Agree up front how many days code you will get on each delivery from your new supplier and check regularly that the stock you receive does indeed meet those agreed standards. Short coded stock can cause very significant difficulties in-store.

of fuss and admin.

But what if the suppliers you are looking to use aren’t yet available through Central Billing? While local sourcing can bring a number of major benefits, dealing directly with suppliers can also come with its own unique challenges. Premier retailers are used to having regular, efficient deliveries of properly barcoded stock Many local suppliers will offer stock in great condition with on a sale or return basis, particularly fantastic availability.

Dealing with local if you are buying significant amounts suppliers can however be of stock from them. They may charge a little trickier. a small premium for this service but To help you ensure that it can often be worth it as you are you can build a mutually guaranteed zero wastage and can beneficial relationship with confidently stock your store well and local and regional suppliers ensure constant availability. that gives your shoppers greater choice,

SALE OR RETURN

COMMUNICATING YOUR NEW LINES When you do bring in new locally sourced products, make sure you shout about it to give them the best possible chance of success.

In-store POS will help – and your new supplier may be able to help you with this – as will encouraging your staff to highlight the new lines to shoppers. Social media is also a fantastic way to alert shoppers to the greater choice available in your store.

AUGUST 2018 TalkingShop

47

BetterService IDEAS TO GIVE YOUR BUSINESS THE EDGE

Build sales with social media

OPPORTUNITIES & BENEFITS l Anyone can search, view and like your page. l Increase your followers: use your page to showcase new products, services and promotions, share photos of your products and store and get feedback from your customers. l Layout of a Business page is more professional than a Facebook profile account. l You can pay for Facebook advertising and ‘boost’ posts to promote posts and reach a larger Facebook audience.

56%

OF SHOPPERS ARE MORE LIKELY TO RECOMMEND A STORE AFTER BECOMING ‘FANS’ ON

FACEBOOK

The way retailers use social media has changed with many getting far more effective at using Facebook and Twitter to drive up sales, footfall and profits. Talking Shop offers a hands-on guide to keeping your social media effective.

l You can have unlimited Facebook users who like your page: they are all potential customers! l Build brand awareness: Facebook gets your brand out there and puts your business on the map by posting interesting content using your Facebook page.

Put yourself out there and expand your customer reach! l Target your Facebook audience using Facebook Insights. An analytics tab lets you see which of your posts are most popular, what your audience age range is, what their location is, what their interests are and a whole lot of other useful information besides.

AUGUST 2018 TalkingShop

49

FACEBOOK: A PREMIER RETAILER’S USER’S GUIDE Talking Shop has prepared a handy user’s guide for making the most of Facebook, the biggest social media platform of all.

RETAILER VIEW FARAZ IQBAL Premier Linktown Local, Kirkcaldy “We definitely use Facebook as an integral part of our marketing strategy for the store and we post pretty much every day. I try to mix it up with ‘like & share’ competitions, updates on Mega Deals and news on new lines. We also try to add a lot of communitybased stuff on there too, so it’s not all sales-based posts. I learn a lot from following other Premier retailers too and I’m not above pinching their good ideas on Facebook!”

50 TalkingShop

AUGUST 2018

T

he role social media plays in helping independent retailers communicate directly with their shoppers has grown exponentially in recent years and there’s no doubt that the way Premier retailers use social media to benefit their businesses has changed over that time.

Where once it was enough to collect a few ‘likes’ and ‘shares’, these days retailers are becomingly increasingly sophisticated about how they use social media – Facebook in particular – and what they aim to achieve by doing so.

Growing presence and reach among shoppers and potential shoppers is still a desirable outcome but more and more often, retailers are looking to directly impact the financial performance of their business through Facebook. That means growing sales, profits and footfall.

Premier recognised this evolution last year with the launch of a series of practical workshops for retailers to help

them supercharge their social presence and make sure that their work on Facebook was helping directly drive their businesses forward.

Covering everything from how to set up a Facebook page to keeping it active and growing followers, Premier retailers were able to benefit from expert help and advice on their device to make it simple and easy to operate. The team will also recommend some top tips and mechanics to reach as many shoppers as possible.

“Social media is becoming increasingly important to drive footfall into Premier stores,” said Martyn Parkinson, Brand Director Premier.

“It can be simple and easy to use and really does drive sales and profits for our Premier stores that use if effectively. Also, it’s a free marketing tool where retailers do not need to invest any capital to start reaching and engaging with their shoppers.

For help and support with your social media strategy, contact your RDM

HOW TO INTERACT ON FACEBOOK l Like and comment on other people’s posts if they have tagged your store’s Facebook page to show them you are interested in them and their posts. l Share posts which mention your Facebook page or images that you have been tagged in to show you have acknowledged them and develop interaction. l Tag other people, charities, businesses and more in your posts to drive sharing and awareness. For example, when donating products to a charity event, tag the charity’s name and like the event page to encourage them to share your post.

HINTS AND TIPS l Talk to people, businesses and charities that your interested in. Build relationships with these organisations and your footprint on Facebook will grow. l Run weekly competitions. For example, ‘Like and Share for a chance to WIN a free bottle of wine!’ l Post daily! Posting too much content can be counterproductive, but post at least one thing every day. l Include pictures – keep the content engaging.

l Follow other pages in similar industries as well as competitors to see what content gets posted. There’s nothing wrong with gaining inspiration from others and copying their post ideas and if it helps drive your business then so much the better.

RETAILER VIEW MANDEEP SINGH Singh’s Premier, Sheffield “Facebook has got to be one of the best tools available to every Premier retailer. Building up a following takes a little while but once you’re established it’s such an effective and efficient way of communicating directly to shoppers who are interested in the store. We try to keep it nice and light with lots of fun competitions and some light-hearted posts too and that seems to go down well with shoppers. But it’s all about driving footfall and sales at the end of the day.”

AUGUST 2018 TalkingShop

51

HEATED TOBACCO NO LIQUID

A NEW ALTERNATIVE TO SMOKING.

IQOS launched in 2017 and is now stocked in Independent Retail stores all across the UK, but what do you know about the revolutionary device?

WHAT IS IQOS AND WHY SHOULD YOU STOCK HEETS? IQOS uses revolutionary technology that heats tobacco without burning it, giving smokers a chance to experience the true taste of tobacco with no smoke, no ash, no tar and less smell – just tobacco vapour.

We all know about the dangers of burning tobacco but heating tobacco to a controlled temperature of 350°C (rather than 800°C) ensures there is no combustion and instead a tobacco vapour is produced.

IQOS has clinical evidence* showing it is likely to present less risk to your health than to continue smoking. IQOS generates on average 90–95 % lower levels of harmful chemicals**.

IQOS contains no e-liquid, instead using specially designed tobacco sticks (called HEETS). IQOS provides a similar taste and experience that smokers are accustomed to.

Right now, just over 4.7 million adult smokers across the globe have already switched from combustible cigarettes to IQOS. IMPORTANT INFORMATION: This does not mean IQOS is safe or risk-free.

The best way to reduce tobacco related health risks is to quit tobacco use altogether.

To find out more about IQOS WWW.IQOS.CO.UK 0800 432 0000 This communication is for tobacco traders only.

This product is not risk free and is addictive.

This product is intended for adult use only.

REAL TOBACCO

NO SMOKE

NO ASH

LESS SMELL

Our tobacco sticks contain real tobacco and no liquid. Giving you the true tobacco taste and satisfaction.

By heating tobacco rather than burning it, IQOS creates tobacco vapour, not smoke.

Unlike cigarettes, IQOS does not burn tobacco.

It therefore does not require a lighter and produces no ash.

IQOS vapour dissipates more quickly than cigarette smoke and the odour left on hands, hair and clothes is significantly reduced.

HEETs are specially designed tobacco sticks that are designed to be used exclusively with IQOS. HEETS are available to purchase from Booker Retail Partners and are available in the below variants:

AMBER LABEL A rounded and rich tobacco blend.

YELLOW LABEL A smooth and finely balanced tobacco blend.

TURQUOISE LABEL A smooth menthol blend.

9% POR

***

*8 clinical studies completed by Philip Morris International (PMI) in Europe, Japan and the U.S. with hundreds of adult smokers who were randomly assigned to using IQOS, continuing smoking their cigarette brand or abstain from smoking for the duration of the study. In conducting these studies, PMI followed international quality standards such as ISO, Good Laboratory Practices and Good Clinical Practices.

**Average of the reductions in the concentrations of a broad range of harmful and potentially harmful chemicals measured in the IQOS aerosol compared to those measured in the smoke of more than 1,600 cigarette brands in over 40 countries between 2008 and 2017. Aerosol and smoke collections performed under the Health Canada Intense machine-smoking regime.

Reduction calculations exclude nicotine.

***POR = Profit On Return. Margin is calculated on the stated RRP. All on shelf prices are selected by the retailer alone and margin may therefore be affected by the retailer’s chosen selling price. This communication is for the information of tobacco traders only.

This communication is for tobacco traders only.

This product is not risk free and is addictive.

This product is intended for adult use only.

BetterService IDEAS TO GIVE YOUR BUSINESS THE EDGE

Time to get in the Kids Zone?

A dedicated Kids Zone in your store can help drive FIND sales, footfall and profit THE RIGHT and requires only a LOCATION INSTORE small commitment of space. Talking Shop offers a quick 5-step guide to building a profitable Kids Zone.

CORE SHOPPING LIST TALKING SHOP RECOMMENDS THE FOLLOWING CORE LINES FOR ANY KIDS ZONE, AVAILABLE FROM ALL BOOKER BRANCHES: Kinder Surprise Case size: 48x28g WSP: £28.99 RSP: £0.92 POR: 21.20% KP Choc Dips Original Case size: 24x32g WSP: £15.49 RSP: £0.79 POR: 18.30% Nutella & Go Case size: 12x48g WSP: £9.19 RSP: £0.99 POR: 22.60% Smarties Hexatube Case size: 48x38g WSP: £18.19 RSP: £0.61 POR: 25.50% Cadbury Chomp PM25 Case size: 60x23.5g WSP: £9.99 RSP: £0.25 POR: 20.10% Cadbury Fudge PM25 Case size: 60x26g WSP: £9.99 RSP: £0.25 POR: 20.10% Cadbury Freddo PM25 Case size: 60x18g WSP: £9.99 RSP: £0.25 POR: 20.10%

1

It’s vital that your Kids Zone is in a high traffic area and ideally near or within the main confectionery fixture. Remember that many of your younger shoppers will not be able to reach up very high, so merchandise your range with target age groups in mind: products for younger kids should be nearer the bottom of the fixture while those aimed at older kids should be placed higher up.

W

ith so many shoppers visiting Premier stores with kids, particularly during the summer school holidays period, it’s a great idea to consider creating a dedicated Kids Zone in-store to help maximise sales, profits and footfall – as well as helping keep the smile on the young ones faces.

A Kids Zone can be as simple or as spectacular as you like, depending upon the space you have available and the shopper demographic and location of your store. If your store is anywhere near a school or is on the way to a school, the chances are that you will have a lot of parents and carers in your store with their kids so it makes sense to build a strong offer to cater to their specific needs.

Talking Shop offers the following simple 5-step guide to growing your sales, profits and footfall with a new and improved Kids Zone:

54 TalkingShop

AUGUST 2018

Cadbury Freddo Caramel PM25 Case size: 60x19g WSP: £9.99 RSP: £0.25 POR: 20.10% Cadbury Freddo Faces Case size: 28x35g WSP: £10.59 RSP: £0.65 POR: 30.20% Milkyway Std Twin Pack Case size: 28x43g WSP: £10.59 RSP: £0.56 POR: 19.00% Milkyway Crispy Rolls Case size: 24x25g WSP: £8.09 RSP: £0.51 POR: 20.70% Milkyway Case size: 56x21.5g WSP: £10.59 RSP: £0.29 POR: 21.80% Cad Curly Wurly Case size: 48x26g WSP: £9.59 RSP: £0.30 POR: 20.10% Milky Bar Medium Case size: 40x25g WSP: £14.99 RSP: £0.61 POR: 26.30% Milkybar Wowsomes Cocoa Case size: 25x18g WSP: £8.49 RSP: £0.55 POR: 25.90% Milkybar Wowsomes White Case size: 25x18g WSP: £8.49 RSP: £0.55 POR: 25.90% Kinder Snack Bar PM25 Case size: 36x21g WSP: £5.99 RSP: £0.25 POR: 20.10%

2

GET THE CORE RANGE RIGHT All stores should offer at least a core range of Kids Zone products and you can find a great list to start with on the panel on this page. All of these products are available from all Booker branches and will help you ensure that you have a strong core range of topselling products.

3

ADD CHOICE BY DEVELOPING YOUR RANGE Depending upon the amount of space you are able to commit to your Kids Zone, you can really begin to create an impressive, engaging fixture that will give your store another USP to bring more shoppers into your store more often and spend more while they are there.

Booker offers a big range of Kids Zone products via Central Billing, including the popular Bonds range of sweets and a big selection of candy, novelty confectionery products, kids’ soft drinks and more.

The bigger your range, the more chance that your fixture will be a hit with the kids that visit.

MAKE THE FIXTURE UNMISSABLE!

4

A Kids Zone should be fun, eyecatching and engaging so go for bright POS and merchandising materials, primary colour signage and fun visuals to bring the Kids Zone to life and draw kids to the fixture.

5

SLUSH IT UP!

One great addition to a Kids Zone, particularly when the weather is fine, is a slush machine. Slush offers exceptional PORs, often in excess of 70% and can be easy to maintain. An increasing number of Premier retailers are also choosing to site to the machine within the Kids Zone fixture, making them self service and minimising serving time.

Booker offers slush machines, syrups and accessories from major supplier SnowShock through Central Billing making it quick and easy to add slush to your offering.

AUGUST 2018 TalkingShop

55

LaunchReview FEEDBACK ON THE LATEST BOOKER PRODUCTS

Euro Shopper Shakes open protein market for retailers

Euro Shopper Strawberry Protein Shake; Euro Shopper Chocolate Protein Shake Case size: 8 x 330ml WSP: £4.95 RSP: 89p PM POR: 30.4% (VAT-free)

Shaking up the market!

The launch of the Euro Shopper range of protein shakes enables Premier retailers to deliver a fantastic value functional option to their shoppers in a fast-growing category.

The protein market is huge and is only getting bigger in the UK. The latest data available from IRI shows that protein-based nutrition is driving a massive 82% of all sales by value in the sports and health nutrition category and it’s an opportunity that Premier retailers can’t afford to miss out on.

The recent launch of a range of Euro Shopper Protein Shakes gives retailers a brilliant way into the protein category with a superb value product that also delivers on the functionality front. Priced at just 89p for a 330ml bottle – many branded equivalents retail at around £2.49 – the shakes are available in Chocolate

and Strawberry flavours and deliver over 20g of protein in every bottle.

It’s no surprise then that since launch they have been popular with a big cross-section of shoppers and not just those that spend their free time in the gym. The ultra-value price point has brought many new shoppers into the category, particularly those that were simply put off by the high price of the branded equivalents.

Both lines are VAT free, fat free, contain no added sugar and deliver PORs in excess of 30% for retailers.

They even have a nine-month shelf life which means that retailers can stock up in bulk in confidence.

AUGUST 2018 TalkingShop

57

healthlottery.co.uk

NEW! Your £1 ticket enters you into a daily draw as well as our guaranteed

£250,000 Monthly Mega Raffle

Plus you’ll help raise money for grassroots projects and charities across Great Britain

The Health Lottery. Here for those who need us most 16+

Players must be 16 or over. Game rules and procedures apply. The Health Lottery™ logo is a registered trademark of The Health Lottery Ltd. The Health Lottery scheme manages 12 society lotteries that operate in rotation and each represents a different geographical region of Great Britain. For more details on which society lottery is running each month please visit www.healthlottery.co.uk or ask your Health Lottery retailer.

shopper’s view…

Fraser Thomson, Aberdeen “I work as an engineer on a ship and the work can be very physical so I like to keep in shape and be careful about what I eat and drink. High protein shakes are a regular part of my diet but they can be very, very expensive, especially if you’re drinking them every day. I came across the Euro Shopper Protein Shakes recently and couldn’t believe what a brilliant range it is. They taste great, they’ve got 20g of protein in every bottle - which is a lot - and they’re only 89p. I used to pay well over £2 for a bottle so these shakes have been a revelation. I work offshore so I buy these in bulk now and my local Premier retailer seems quite pleased!”

IN SUMMARY

1

Fantastic quality product offering Premier retailers the opportunity to embrace a fast-growing and increasingly important category.

2

Priced at just 89p for a 330ml bottle, the range is around two thirds cheaper than the majority of branded equivalents.

3

The Euro Shopper Protein Shakes deliver PORs in excess of 30% for retailers, making them a must-stock in all Premier stores.

4

The range includes two of the most popular flavours in protein shakes - strawberry and chocolate - to help bring shoppers into the category.

RETAILER VIEW COLIN SMITH Premier Prospect Lane Convenience, Solihull “Protein has become an important category in the last 18 months or so and we offer a good range of products including chocolate bars, breakfast bars and drinks. The lines have always been popular with a dedicated core of shoppers but the biggest barrier to growing sales is the price. The new Euro Shopper Protein Shakes have destroyed that barrier and at just 89p they represent amazing value in a category that has always been expensive.

“It takes a little while for shoppers to become aware that you stock them but once they are aware, the shakes fly off the shelves.”

RETAILER VIEW PRIYANK MODI Premier Hambledon Road, Waterlooville “We always try to embrace new categories and protein has definitely been one of those. Our shoppers expect to pay a premium for these lines and for some I even think it’s part of the experience but for many other shoppers the ability to buy a great quality high protein shake at a value price is just great news.

We see all types of shoppers buying the Euro Shopper Protein Shakes as think more and more people see them as a great way of keeping them going through the day and getting through periods when they’re tired or run down.”

RETAILER VIEW JATINDER PUNIAN Premier Victoria Dock, Hull “We’ve really embraced protein and have a full aisle-end dedicated to it. We have a gym near us so we’re seeing lots of their customers come to us for protein products and we’re selling a lot of it now. The new Euro Shopper Protein Shakes have helped us grow our choice even further by offering something at the value end of the scale that still delivers on quality and protein content. For shoppers buying protein products regularly it’s a real benefit to be able to pick up a few bottles without spending a tenner doing so.”

RETAILER VIEW FARAZ IQBAL Premier Linktown Local, Kirkcaldy “Protein is an unusual category because it started out niche but over time it’s grown and grown and I’d say the majority of shoppers that buy protein lines now aren’t doing it because they’ve just done an hour at the gym. I think it’s just people looking for a functional product that helps them get through their day. Price has always been a challenge in the category, particularly in an area like Linktown where disposable incomes aren’t typically very high, so the Euro Shopper Protein Shakes make the category accessible to a much wider audience.”

AUGUST 2018 TalkingShop

59

Energy Saving | GUEST COLUMN

Booker Sustainability Manager Catherine Marston offers some great tips on saving energy – and cash – in warm weather.

CASE CLOSED: Chillers should be fitted with doors, blinds or curtains to keep the cold air in – and electricity bills down.

Keep cool and save cash in hot weather this summer

The sunshine might be great for sales, but it can lead to problems in-store. These tips should stop you getting hot and bothered.

H

ot weather is great for business but it can take its toll on your in-store energy consumption. To help reduce your running costs over the summer, here are some tips and hints:

HEATING, BLOWERS AND FANS l Strategically-placed fans won’t lower the temperature but through an effect known as ‘evaporative cooling’, your customers will feel much cooler as the air moves around the store. l Checking seldom used areas/offices to ensure that heaters or fans have not accidently been left running. . A potential saving of £13 per day, £92 per week.* l Check to make sure heating controls haven’t been overridden – heating should be off or set to automatic. A potential saving of £25 per day, £177 per week.*

LIGHTING

l Switch lights off then they aren’t in use – old lighting not only costs more to run but it also generates heat. A potential saving of £2 per day, £11 per week.*

l Lighting on timers should be adjusted for British summer time. This will help stop your outside lights coming on when they aren’t needed – if you don’t have time clocks or daylight sensing controls, give our energy partners a call and get their advice.

AIR CONDITIONING

l Make sure the air conditioning (AC) is set correctly and keep all doors/windows closed whilst it’s running – letting warm air in from outside will mean the unit has to work harder and cost you more to run.

A potential saving of £4 per day, £26 per week.* l Make sure all AC systems are regularly serviced and have their filters cleaned.

Poorly maintained systems cost as much as 30% more to run. l If your store doesn’t have AC, try using window shades or window signage to block out direct sunlight.

REFRIGERATION

l Ensure drinks coolers are on timers (not running 24/7) and position them out of direct sunlight. A potential saving of £1

per day, £7 per week.* l Make sure fridges have doors, blinds or curtains fitted to keep all the cold air within the cabinet for as long as possible. l If you have an oven or other food to go equipment, try to position it away from any fridges, freezers or drinks coolers. l Try not to overfill the fridges and freezers as it will make them work harder and you risk them never reaching optimum temperature. l Make sure that you follow your manufacturer’s & suppliers instructions for freezers & fridge temperature set points – having them set too low will increase their energy consumption by up to 50% and potentially lead to problems with ice building up in your cases. *Dependent on energy costs, opening hours, assets and lighting installed. Make sure you follow your manufacturers’ and suppliers’ instructions for freezers and fridge temperature set points – having them set too low will increase energy consumption by up to 50% and can lead to problems with ice building up in your cases.

Don’t forget about the Booker LED upgrade offer! Simply get in touch with our partners, Hawley Group, and they will carry out a free energy audit to convert your store to LED lighting and help with any other concerns regarding energy consumption. Other Premier stores have saved over £800 a year on lighting bills by using the service! You can call Hawley Group on 0333 8001 771 or email best@hawley.pro

AUGUST 2018 TalkingShop

61

BE THE SHOP WHERE BEER LOVERS GO...

AUTHENTICITY

TORY

DS

BR

EN

AN

PRI CE

L ID T

Y E X P E RIE N C E

SUPER PREMIUM COMMANDS A HIGHER PRICE:

SUPER PREMIUM SHOPPERS SPEND

MORE THAN STD. & PREMIUM 1

IN STORE PER YEAR 2

+£1.19

Beer brands that shoppers consider high quality & ‘worth more’

V I S UA

IT

STE TA

ARE YOU SUPER PREMIUM READY?

WHAT IS SUPER PREMIUM?

+19%

*Average £/Litre

AND THE CATEGORY IS GROWING, WITH SUPER PREMIUM VALUE SALES UP

30% YOY 1

USE SUPER PREMIUM’S BROAD MIX OF TYPES & STYLES:

Flavoured Lager, Cider and RTD’s

CRISP & REFRESHING LAGERS HOPPY & AROMATIC CRAFT

Traditional Apple and Cider

RICH & COMPLEX BEERS 1.NIELSEN MAT 19.05.18 2.KANTAR WP MAT 17.06.18

TO FIND OUT MORE VISIT UK.ASAHIBEER.CO.UK

Standard and Premium Classic Lager

Super Premium Lager and Ale

SUPER PREMIUM BEERS

MAKE SPACE FOR SUPER PREMIUM ON YOUR SHELVES MODERN IMPORTS

CRAFT BEERS

HERITAGE BEERS

ATM Network | ACS Viewpoint

James Lowman Years of work have paid off as LINK announces that ATM fee reductions have been cancelled.

The news that LINK has agreed to cancel its planned fee reduction for retailers in 2020 is great news for Premier retailers and is the result of years of work by ACS and others.

W

e’ve been talking about the future of cash machines a lot recently, with a primary focus on LINK’s move to reduce the interchange fee for machines from 25p to 20p over the next four years.

We have been speaking about this important issue in the media and with government and politicians.

We’ve been explaining that, the reduction in interchange fees is already leading to a loss of free to use cash machines, including in the rural areas that LINK have pledged to protect. The All Party Parliamentary Small Shops Group has held a meeting to question LINK and the Payment Services Regulator on the problems that LINK’s interchange fee cuts are already causing and are likely to cause in the future.

It’s therefore welcome that some Interchange fees are not the only of this work has paid off with an issue when it comes to ATMs. important first concession from As many retailers who operate LINK, who have announced that through the wall ATMs will know, they will cancel the fee reduction the business rates cost of these due in 2020 and review further machines can be huge – sometimes reductions from 2021, potentially higher than the rates bill for the re-instating half of the lost rest of the store. We believe that interchange fees. This move cash machines are an essential IF YOU will make a big difference service and should be excluded WOULD LIKE TO to retailers that are looking from the rating list altogether; GET INVOLVED IN THE POLITICAL WORK OF ACS at renewing long term and we will continue to contracts with their ATM lobby government to ....................... CALL ...................... providers, but the fact encourage them to change 01252 515 001 remains that over the next the way that cash machines ............. OR LOG ON TO ........... year, running a free to use are treated in the business www.acs.org.uk cash machine is still going rates system. to become more expensive and If you’ve had to change the LINK must continue to be held way your cash machine operates, to account if the 1.25p reduction or even remove it altogether as a that came into effect in July, and result of the costs of running that next year’s reduction by the same machine going up, we want to hear amount, result in a loss of free from you. Get in touch with us by to use ATMs and cash becoming emailing Steve Dowling at harder for consumers to access. steve.dowling@acs.org.uk.

AUGUST 2018 TalkingShop

63

THE UNIQUE AND ICONIC TASTE OF DISARONNO EXPERTLY BLENDED WITH REFRESHING LEMON FOR THAT PERFECT COCKTAIL EXPERIENCE

ENJOY DISARONNO RESPONSIBLY

SUBJECT TO AVAILABILITY. SELECTED STORES ONLY.

YOURSHOUT GOT A QUESTION? Want to post a question or raise an issue with the Premier Team?

Get in touch by email at talking shop@55north.com or call 0141 222 5380.

YourShout WHAT’S ON YOUR MIND? RETAILERS PUT THEIR QUESTIONS TO PREMIER

Protein push?

Leveraging the huge power of food to go We are all aware that food to go has become a ‘must’ for all Premier retailers and, from personal experience, I can definitely confirm that adding a strong food to go offer if you don’t have one already is a way to transform sales overnight.

I believe that our food to go is what allowed us to maintain our year-on-year sales in our store even after an Aldi moved in next door. I understand that Premier is leading

the way once again by building a brand new, fully comprehensive food to go solution for retailers and I would encourage all retailers to embrace the category.

DENNIS WILLIAMS, PREMIER BROADWAY CONVENIENCE STORE, EDINBURGH MARTYN PARKINSON, BRAND DIRECTOR – PREMIER SAID: “Food to go is indeed an absolutely vital category in a modern Premier

store. The way that shoppers consume food has changed with many of them now looking to buy food and drinks they can consumer immediately upon leaving the store. Not only that, the PORs available on food to go can be as high as 75% so there’s every reason for Premier retailers to get behind the category. Premier has launched a new solution, complete with a comprehensive brochure and I would urge all retailers to ask their RDM for a copy if they haven’t seen one yet.”

Protein is a category that interests me but I have several concerns, principally the high sale price and the size of the potential market. Does Premier see it as a big growth opportunity?

KRISHNA DAS, PREMIER HIGHFIELD CONVENIENCE STORE, FARNWORTH MARTYN PARKINSON, BRAND DIRECTOR – PREMIER SAID: “Protein used to be niche but everything we are seeing tells us more and more people are buying into the category. New products like the Euro Shopper Protein Shakes are also making the category much more affordable for a wider range of shoppers. The key is to have a strong range and present it well in-store. If you have the space, create a dedicated section in-store.”

Getting down with the kids I noticed in the last issue of Talking Shop that the new store in Hull has dedicated quite a bit of space to the Kids Zone. We have one ourselves but it seems Premier sees it as an important category for today’s shoppers.

Should I be considering giving it a little more prominence in store?

IAN SMITH, PREMIER TURRIFF CONVENIENCE STORE MARTYN PARKINSON, BRAND DIRECTOR – PREMIER SAID: “The Kids Zone is an important category that can contribute positively to any Premier store. We now offer a huge range including the popular American candy products. The category can offer great PORs and drive footfall and sales if you make the fixture a real focus in your store.”

AUGUST 2018 TalkingShop

65

and Look out for your

in your P7 allocation Midas code: M235912

• Vimto brand value now worth £78.8m • Brand sales up +6.7% year on year • Zero sales of Vimto growing fast, +11% • Stock up with Vimto, growing x2 faster than the category Source: Nielsen Value Sales, Total Coverage, MAT 19.05.18

www.iseevimtoinyou.co.uk

Talking Shop

Issue 96 April 2018