SPRING 2017 Issue 22
BetterRetailing Free business advice for independent health food and natural lifestyle retailers www.betterretailingmagazine.co.uk
Mark Rigby Business Rates Winners & Losers
SALES & MARKETING
BUSINESS DEVELOPMENT
RETAIL SERVICES
CUSTOMER CARE
ONLINE & SOCIAL MEDIA
Secret Shopper Winner 2016 announced
How to be Better Together in your area
Store refurbishment case study
Click & Collect for independents
Finding your online voice
Proudly celebrating 70 years!
Thanking all our valued retail partners for their support as we celebrate our 70th year DLY CELEBRA OU TI N PR G
For more information contact your SolgarÂŽ Territory Account Manager or call 01442 890 355 Food supplements should not be used instead of a varied balanced diet and a healthy lifestyle. SolgarÂŽ is a registered trademark.
Inside this issue of
BetterRetailing GUEST EDITORIAL
14
Brexit – a flood of unwanted US foods? Much of the recent discussions between Theresa May and Donald Trump were centred around a trade deal. The US is very keen to get a new deal and why wouldn’t it, when it has a trade deficit of around £50bn with the UK? So on the food front, I wonder what products are likely to appear on our supermarket shelves. How about bleached chicken or steroid-treated beef with a side salad made up of GM veg all washed down with milk from a bovine somatotropin-treated cow? For many years Europe has banned all these types of foods due to a wide range of food safety concerns. The Americans, sometimes supported by the WTO, argue that the bans are about protectionism and are little, if anything, to do with safety. Take the hormone-treated meat ban that came into force in the 1980s. In simple terms, it was Europe showing the US that we (Europe) are united, powerful and no longer willing to be bullied by the US on trade. All the surveys conducted over lengthy periods of time show the vast majority of UK consumers do not want hormone-treated beef or GM crops or any of the other items I mentioned. Marching on with Brexit, as it is the will of the people, means we could be flooded with US foodstuffs that the public does not want. My belief is the UK government’s priority list for trade with the US will not have food on the first or even second page. So let’s start to look forward to that tasty meal I just described to you…
BRIEFING
BUSINESS SUPPORT
4 Who’s Who in this issue 5 Trends 6 Talking Shop 8 Secret Shopper 9 Health Food Institute Awards 18 Retail Focus – Skin, Hair, Body Care
Sales & Marketing 10 Secret Shopper 2016 Winner 14 Generation Z Shoppers Business Development 24 Business Improvement Districts Retail Services
COVER PHOTO Mark Rigby, Chief Executive of CVS Business Rent and Rates Specialists Pages 28-30
26 Store Refurbishment 28 Business Rates Customer Care 31 Click & Collect Online & Social Media 34 A Twitter Case Study 36 Finding Your Online Voice
VIEWPOINTS 38 Legislation Talk & Quickfire Marketing 40 A Day in the Life – Adam Fermie 42 Factfile – Healthista 44 Factfile – Lifeplan 46 Need to Know – Manuka Honey 47 From the Top – Mike Bronner 48 Planning Ahead
Chris Elliott is director of the Institute for Global Food Security at Queen’s University, Belfast. This article first appeared in The Grocer (www.thegrocer.co.uk)
join the conversation Winter issue 22, March 2017. Group Editor Alistair Forrest alistair@jfnproductions.co.uk | Sub Editor Jeff Munn-Giddings | Advertising Manager Sharon Butler sharon@jfnproductions.co.uk | Digital Communications Manager Sian Anderson sian@jfnproductions.co.uk | Design & Production Paul Dickson paul@jfnproductions.co.uk | Commercial Director Cathy Norris cathy@jfnproductions.co.uk | Managing Director Stuart Jackson stuart@jfnproductions.co.uk To advertise in Better Retailing call 01223 894200 Better Retailing JFN Productions, Unit G2, Blois Meadow Business Centre, Steeple Bumpstead, Essex CB9 7BN, Tel: 01223 894200 Published by JFN Productions. Produced on environmentally friendly chlorine-free paper derived from sustained forests. The content of all advertisements in this publication is the responsibility of the advertiser and is received in good faith. JFN Productions cannot be held responsible for any erroneous advertising content. The opinions expressed in Better Retailing are those of individual contributors and do not necessarily reflect the views of the editor or publishers who cannot be held responsible for actions taken as a result of the content of this magazine.
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Who’s Who
TEAM TALK
Your business advisors in this issue of Better Retailing HELEN SPATH Retiring co-owner of Tullivers, York, winner of the Secret Shopper Awards. Sales & Marketing – 10-11 DANIELLE PINNING MD of Shoppercentric, an independent agency specialising in shopper research. Sales & Marketing – 16-18 CHRIS KOLEK Kolek Consulting specialises in setting up Business Improvement Districts. Business Development – 24-25 GERALD COLFER Owner of Only Natural, Wexford, Ireland and President of the IAHS. Store Refurbishment – 26-27 MARK RIGBY Chief Executive of CVS Business Rent and Rates Specialists and President of Wasps RFC. Business Rates – 28-30 SAM JARVIS Founder of innovative Click & Collect service, HubBox. Customer Care – 31-32 JESS HUGHES Owner of Organically Speaking in Hartley Wintney, Hampshire. Online & Social Media – page 34 CHRIS SIMPSON Works with Business Doctors in the Gatwick Diamond region. Online & Social Media – 36-37
AT A GLANCE inside this issue
Business Rates Shops in two-thirds of villages, towns and cities will see property values for tax rise in April while online retailers like Amazon will see tax cuts. Mark Rigby calls this a ‘hammer blow’ for many small shops. But there will be some winners as well as losers in the league table of business rates rises or reductions, with some health food stores receiving modest windfalls. See pages 28-30
Business Improvement Districts Almost 300 business communities in towns and cities have got together to run Business Improvement Districts, known as BIDs. Would such a scheme work in your business community? Perhaps helping to regenerate your High Street or the commercial district where you operate? Chris Kolek explains how BIDs work. See pages 24-25
Store Refurbishment Is your store stuck in the past or surging ahead with a refurbishment? Gerald Colfer decided that it was time to reinvent his large store in Ireland, hiring a well known shop interior designer, while recognising that improvements don’t end when the ribbon is cut! See pages 26-27
Click & Collect
CHRIS WHITEHOUSE Chairman of issues-led communications agency The Whitehouse Consultancy. Legislation Talk – page 38 STEVE HASLER Marketing consultant to independent retailers. Quickfire Marketing – page 38 ADAM FERMIE National Account Manager for BetterYou. A Day in the Life – page 40 MICHAEL BRONNER President of natural soap manufacturer Dr Bronner’s From the Top – page 47
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Don’t be fooled into thinking Click & Collect is just for supermarkets and department stores. Sam Jarvis shows independents how they too can offer this service and build on the surge of popularity for specialist stores that can offer different delivery options. See pages 31-32
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Trends UK ORGANIC MARKET TOPS £2 BILLION The UK organic market is now in its fifth year of strong growth and worth £2.09bn, according to the Soil Association’s 2017 Market Report. Total sales of organic increased by 7.1% in 2016 while non-organic sales continued to decline. Organic represents around 1.5% of the total UK food and drink market. INDEPENDENTS AHEAD OF SUPERMARKETS Supermarket sales of organic have grown by 6.1% Independent retailers increased sales of organic by 6.3% Sales of organic products through home delivery have grown by 10.5% The organic beauty and wellbeing sector grew by 13% to be worth £61.2m ORGANIC AS A HEALTH CHOICE Clare McDermott, Business Development Director at Soil Association Certification said; “It’s a positive time for organic as it ticks lots of boxes for consumers. Organic is extremely relevant for trends towards eating better food, knowing where you’re food comes from, avoiding pesticides or antibiotics and ‘free from’ diets. Increasingly, we’re seeing consumers chose organic as a shortcut to a healthy lifestyle and this will continue.” ORGANIC & NATURAL BEAUTY The Soil Association, which is now certifying organic and natural personal care products to COSMOS standards, reports continued growth in organic and natural beauty (+13% to £61.2m). Soil Association certified beauty brands have increased by 22% since 2016. Future predictions show there will be greater crossover between people who buy organic food and non-food items. More consumers will enter the organic market through buying health and wellbeing products.
NATURALLY PAMPERED PETS? The UK pet care market is expected to grow by 8.6%, reaching £4.5 billion by 2021 with owners more willing than ever to invest in pet health and wellness products, according to Euromonitor. Currently the domain only for larger health stores, Euromonitor says high quality, niche products are gaining ground as consumers focus on product ingredients, including all-natural and organic pet food. Added functionality and healthy products are top-of-mind among pet owners interested in giving their pets the same treatment as any other family member.
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Talking Shop
Talking shop
LAVERA SURGE Pravera saw a huge rise in sales during January with its New Year, New You campaign for lavera. Customers were offered 25% off the entire lavera make-up range to ditch chemicalladen products and opt for natural and organic instead, leading to a 130% increase in sales.
WHAT’S TRENDING IN HEALTH FOOD
CHERYL RIDES ‘A GALLOPING HORSE’ Viridian MD Cheryl Thallon’s sunny nature shone through when she was interviewed on Channel 4 News, revealing a 23% increase in business in January following the impact of exchange rates and Brexit. With exports up 76%, the experience was “a bit like riding a galloping horse”, she said. But she warned this was masking the increase in raw materials import prices. The news report centred on the release of an independently conducted Quarterly Economic Survey published by the British Chambers of Commerce (BCC) which focused on the health of the British economy. The TV crew spent several hours at Viridian Nutrition headquarters filming the interview in the warehouse and a range of nutritional supplements. She was joining a business panel discussing opportunities surrounding Brexit “doing all I can to promote the high regard and long-term security of the specialist health sector.” SHOPPING’S HYBRID FUTURE Christmas and New Year shopping revealed a shift from an in-person activity to a hybrid of web, mobile and in-store shopping, according to Rakesh Khanna, CEO of global digital solutions provider Syntel. This means that consistent service, selection and brand image across all these channels is crucial. Established bricks-and-mortar stores “need to evolve their core
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74%
of Scottish hospital doctors and nurses want healthier food options in hospitals
63%
say healthier food choices in hospitals would improve their diet. See ‘Revitalised Patients’, p7.
back office systems to deliver a compelling shopping experience, from browsing to delivery,” he said. According to the Office for National Statistics, retailers saw continued growth throughout December 2016 (up 4.3% compared to December 2015), which continued into the New Year.
TESTING TIME The supplement used in a major examination of Omega-3 health benefits on BBC 2’s Trust Me I’m a Doctor was Wiley’s Finest. The supplement scored highest in the trial for Omega-3 in the blood followed closely by oily fish with the placebo group lagging far behind.
MEGA STORES REVEAL A GROWING MARKET The launch of large health food stores in Liverpool and London, and HiSbe's plans for expansion in the South East, reveal an appetite for organic and ethical products. LIV, a 10,000sq.ft. store to be opened this Spring in Radiant House, the former home of The Liverpool Gas Company in Bold Street, is the first in a plan to create a national chain of stores. It will focus on natural organic food with a spice and bulk purchase area, nutritional supplements and beauty products and a 50-seat café. Meanwhile, Holland & Barrett opened its 6,000sq.ft. flagship ‘More’ store in Oxford Street, London, its fourth after Chester, York and Plymouth. And Brighton-based HiSbe, founded by Ruth and Amy Onslow as an independent healthy food ‘supermarket’, is on the look out for potential sites in the south for expansion. While presenting competition issues for small independents, these developments indicate a consumer demand for organic, Fairtrade, ethically produced health food.
ORGANIC HEALTH A recent report by the European Parliament's independent Research Service, called ‘Human health implications of organic food and organic agriculture’, highlights the many positive benefits of choosing organic produce. The report concludes that eating organic food has a variety of benefits for human health, ranging from better early development to reduced risk of disease and more beneficial nutrients.
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U.S. VENTURE Bio-Kult has entered the US probiotic market by opening Protexin Inc. in Miami in a bid for part of the $500m probiotic supplement market. A team of five is expected to grow as the new business expands. NEW AT NELSONS Nelsons has appointed Claire Ferguson as its new Chief Executive Officer. She joins from Johnson & Johnson where she held various leadership roles across the Consumer, Diabetes and latterly the Vision Care businesses. WHAT DO YOU EARN? A story in The Sun recently revealed that small shop owners barely earn the minimum wage. Their average pre-tax pay is just £15,657 or £7.56 an hour – the current legal minimum is £7.20 an hour. Your opinion is welcomed by Better Retailing Magazine – email the editor, Alistair@jfnproductions.co.uk
RECIPE FOR SUCCESS An all-encompassing marketing toolkit devised by Viridian Nutrition has helped make the 7 Day Sugar Detox Kit a success for numerous independents. Viridian created striking POS materials for window displays such as the one pictured at Natures Corner, Newbury, together with creative social media messages and videos. In an unprecedented move, Viridian also unveiled an app which enabled consumers to track their progress, follow the daily recipes and see the shopping list in the meal plan by celebrity chef and author Oliver McCabe. JULIE GOODWIN’S TWENTIETH In January 1997, Julie Goodwin used the redundancy money from her job as a pharmaceutical researcher to open the Natural Therapy Centre in Hertford. Therapists queued up to work in her two treatment rooms and six of them are still with her. “I still remember my very first client that day, a lovely lady called Penny Briggs,” says Julie. Not long after that, the health food shop a few doors down became available when the owner decided to retire so Julie took it over, providing six therapy rooms above the busy 1000sq.ft. store. Needing yet another challenge, Julie started another health store and therapy centre from scratch in Welwyn Garden City when she rented the site of a former Radio Rentals shop. “In those 20 years, health food has become much more mainstream,” she says, “and we’re seeing a resurgence of specialist dietary foods. Finding new and unique products and foods to meet this demand is very exciting.”
AROUND THE Independents SPICED UP Marilyn Glenville’s son Len and his partner Melanie Beard have bought Sugar & Spice in Shoreham-by-Sea and renamed it Best Health Food Shop. Full story in our Refurbishment article on page 27. THE SECRET’S OUT Tullivers, the York store that won our Secret Shopper 2016 Award, is under new ownership from this Spring. Alan Malcolm, who has worked there for 15 years, and his wife Tracey have taken over from Helen Spath and David Weston who are retiring. See “Swansong”, pages 10-11. NATURAL MOVE The Natural Way in Braintree has moved to new, larger premises on the High Street after striking a deal for low rates with the local authority. Richard Sambridge decided on the move after rent issues at the 30-year-old business.
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Ask your wholesaler for more information, or contact Bio-Kult.
REVITALISED PATIENTS The Royal Voluntary Service has opened a “dietary specific” hospital shop called Revitalise at Edinburgh’s Western General Hospital. All items on the shelves have to meet nutritional standards or serve people with specific dietary needs. BAGS FOR CHARITY Food For Thought stores in Kingston and Guildford have made two donations of £600 to Surrey Wildlife Trust and Starlight Childrens Foundation using the funds raised from the 5p charge on carrier bags.
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Secret Shopper
ASSISTANTS HAVING AN OFF DAY? Our Secret Shoppers are scouring the highways and byways for the best of GB’s health food and natural lifestyle independents. Giving marks out of 10 in each of five sections, our shopper went to the North East where this town centre store was wide of the mark in customer service.
FIRST IMPRESSIONS The store is situated in the heart of the town centre and is quite easy to find. I am immediately drawn to its informative window display. However, my optimistic first impressions are somewhat dampened by the cool welcome I receive when I enter the store. As I walk through the door, I see there’s a deli counter serving takeaway vegetarian food. There are two members of staff behind the counter but neither says hello or particularly acknowledges me. VERDICT: 5/10 STORE LAYOUT Unfazed by my cool welcome, I continue into the store and find it is airy, clean and bright. It’s also very quiet! I instantly pick up on the inviting smells emanating from the shop’s café that is situated straight ahead. There’s plenty of room to move between the aisles and the store is well stocked. It features a number of leading natural health supplement ranges such as Solgar, A.Vogel, Natures Aid, Pukka Herbs and BetterYou. I find it easy to navigate my way around the store and see that there’s a good balance between supplements, food, bodycare and eco household ranges. VERDICT: 7/10
ATION: C O L E R O T S h East Nort
ENQsUugIaRrYcra: vings/ Curb rt m suppo chromiu
PERSONAL ATTENTION There are a couple of members of staff floating around the store yet I am free to browse for as long as I like as I’m not approached at any point. When I give up trying to find the supplement I’m looking for, I head back to the counter to ask the lady there for help. She comes over straight away and leads me to a Natures Aid supplement. I am also advised that they have a Solgar option (although this is not on the shelf as it is a surplus item from a recent order) and I’m asked if I would also like to have a look at that. There is a price variation of around £10 between the supplements so I ask if there’s any difference between the two – I’m advised that there isn’t. I also explain why I’m wanting to buy a chromium supplement but need to check that it is what I need. I find the lady is helpful and particularly informative with explaining how chromium works. She asks if I need any further advice and leaves me to decide between the two – I opt for the cheaper supplement. VERDICT: 7/10 CHECKOUT The lady that provided the advice earlier is serving another customer so as I head towards the till area, a
second member of staff jumps on another nearby till and takes my item. There is no polite chitchat and my purchase is quickly processed. I am not offered a receipt or a thanks either. I enquire if the store has an online shop option on their website and the staff member actually asks which website I’m talking about. I explain I mean the store’s website and she says a firm no. I then ask if mail order is available and I am told yes, I can place orders over the telephone. The store’s website explains that it has a thriving mail order business and if they don’t stock a product they can usually get it within a couple of days, yet I am not given this information from the store itself. I grab a takeaway leaflet on the way out so I have the store’s contact information, should I want to take advantage of their mail order option. VERDICT: 5/10 OVERALL IMPRESSION The store has a lot to offer but customer service lets it down. I dearly hope I just happened to catch them on a bad day and that next time I visit, I will feel a lot more valued as a customer. VERDICT: 5/10
TOTAL MARKS
29/50
The Better Retailing Awards are run in conjunction with the Health Food Institute and reward excellence in independent health store retailing. The winner is selected from the stores visited by the Better Retailing secret shoppers throughout the year.
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Talking Shop
HFI WINNERS TAKE A BOW!
T
he Health Food Institute annual lecture event was held at the Royal Over-Seas League in London in March. Here are the winners: The Jimmy Lee Richardson Diploma Award, given to the student with the highest mark in last year’s Diploma, went to Zoe Watson of Grampian Health Foods. The Ian Martin Student of the Year Award was won by Sara Dowler. The James Henry Cook Award, presented to a person or company whose ideals most closely conform to those of the founder of the first British health store in 1898, went to Sara Novakovic of Oliver’s Wholefood Store, Kew. The Better Retailing Secret Shopper Award, sponsored by the HFI, was presented to Helen Spath of Tulliver’s, York, which scored an exceptional 46 marks out of 50.
Award winners and new fellows with HFI dignitaries.
ner of Secret Tulliver’s, York, win David Weston of tair Forrest. Alis tor edi Helen Spath and ng r Retaili 2016 with Bette Shopper Award
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New Fellows are Alan Martin of Food For Thought at Kingston and Guildford; Dilip Kotecha of Quality Vitamins and Herbs, Glasgow; Sara Novakovic of Oliver’s Wholefood Store, Kew; and Paul Johnson of The Natural Store in Falmouth, Helston and St. Austell.
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Sales & Marketing
SWANSONG!
Just days before they retire, Helen Spath and Dave Weston learn their store, Tullivers, has been named…
THE BETTER RETAILING SECRET SHOPPER WINNER 2016
T
he Better Retailing Awards are run in conjunction with the Health Food Institute to reward excellence in health food retailing. Every year, our Secret Shoppers visit around a dozen stores and mark them in five sections – first impressions, store layout, personal attention, check out and overall impression. TULLIVERS SCORED AN IMPRESSIVE 46/50. Tullivers, according to our secret shopper, is “a real gem of a find and I am impressed by the friendliness, helpfulness and knowledge of the staff”. So carefully was the location disguised that Helen Spath and her team had no idea they had been visited and had been too busy to notice the glowing report that went online at betterretailingmagazine. co.uk at the end of last year. “We are all hugely excited to have won,” she said after hearing the news. “We reckon you can’t
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beat being judged on the shopper’s experience – the customers are after all why we’re here. It just shows that, as we’ve always said, we have wonderful staff.” Tullivers was founded in 1983 by Helen and partner David Weston. “We were in small but attractive premises overlooking College Green and the huge East Window of York Minster,” says Helen. “We had many happy years there, but gradually it became clear that to grow any more we needed to move and eventually, in 2000, we found our new premises right in the centre of York on the lively Kings Square. “All businesses depend on their brilliant staff and we have been exceptionally lucky. Apart from the two of us, our human dynamo Kath Preston joined us in 1986, and both Mandy Geary our manager and Gina Cole her assistant manager were with us from the old shop. Our other assistant manager Alan Malcolm came a year later. “Over the years we have been helped by many fantastic people
who have moved on in their lives. A major success was Sally Duffin, who won all the awards from the HFI and is now a Fellow as well as running a very busy nutritional therapy practice. Jackie Male also had great success in her HFI training.” There has been romance, too. In 2003, Helen received a call from Dominic Holmes of Cress Ltd to say that “an exceptional member of staff” was leaving Baldwin’s down south and moving to York to live. “When Tracey left us four years later to pursue a therapy career, it was clear that she and Alan were the perfect match,” says Helen. “A marriage and their gorgeous daughter followed.” Helen and David have run the shop for more than 33 years: “A joy and a privilege, and very hard work but we have loved it. “We’ve survived tough times. The first day we opened I took £28 (I came from a business where our daily target was £400!). That was a shock, but you can eat the stock
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Above: Alan, Tracey, David and Helen outside Tullivers. Inset: David Weston at the door of the first store in 1983
We reckon you can’t beat being judged on the shopper’s experience – the customers are after all why we’re here
Sales & Marketing
WHAT OUR SECRET SHOPPER SAID ABOUT TULLIVERS Celebration! L-R Alan and Tracey Malcolm, Gina Cole, Dave Weston, Mandy Geary and Helen Spath
to survive.” The miners’ strikes followed, then two major recessions. But Helen adds: “How many people remember the boom that was Gillian McKeith when aduki beans were top of everyone’s shopping list and the only retail skill required was to carry enough stock?” Helen paid tribute to the suppliers who helped at every step to make the business successful: “We have been grateful for the support of suppliers who will go the extra mile to help, some of whom we’ve known for very many years now. We have benefited from thoughtful staff training and loved the trips to Switzerland, Australia and the States over the years, providing the chance to meet up with other retailers. “Regular customers have come from far and wide, including Scotland, Liverpool, overseas and Yorkshire too of course. Luckily for us the summer holidays bring a new crop of visitors every year. Both our customers and our staff have been like friends and we will miss them all greatly as we embark on our planned retirement. We’ll be enjoying it from the other side of the counter!” Looking after Helen and David as customers will be Alan and Tracey Malcolm, who found love at Tullivers and now their business future together. “They have known it for years,” adds Helen, “and will bring their new talents to enhance and refresh it.”
Top: Tracey & Alan Malcolm, the new owners of Tullivers. Above: Helen Spath & David Weston
FIRST IMPRESSIONS The store is situated in a bustling area of the city centre yet the store’s red, olde worlde exterior immediately draws your eye to it. A wide-ranging window display that gives an instant, informative overview of what can be found in store. VERDICT: 9/10
PERSONAL ATTENTION We are greeted with a cheery ‘hello’ on entering the store and the staff are easily identifiable by their uniformed black clothing. VERDICT: 10/10
STORE LAYOUT The store is airy, clean, bright and inviting. It’s well stocked and features a number of leading natural health supplement ranges such as Solgar, A.Vogel, Nature’s Plus, Pukka Herbs and BetterYou. Easy to navigate and there’s a good balance between supplements, food, beauty and bodycare, and eco household ranges. VERDICT: 9/10
OVERALL IMPRESSION A real gem of a find and I am impressed by the friendliness, helpfulness and knowledge of the staff. VERDICT: 9/10
CHECK OUT Service is fast and friendly. VERDICT: 9/10
Full report: http:// betterretailingmagazine.co.uk/ secret-shopper-north-yorkshire
Highly commended
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The Aloe Tree, Ennistymon, Co Clare Score: 41/50
Chelsea Health Store, King’s Road, London SW10 Score: 41/50
Our Secret Shopper said: “I am impressed with such a wide range of products in a seemingly small shop. I feel that I would be able to find help for anything I might need.” Owner Tessa O’Connor: "As a relatively new shop we are delighted with this review. It's a good motivation to know that our friendly service doesn't go unnoticed!"
Our Secret Shopper said: “This is a beautiful little store, like a mini Harvey Nicholls. The shopping experience, the ambience and the delight in all those brands expertly presented is second to none.” Manager Harshid Desai: “Everyone is so happy to have received this award and we have learned from the comments in the report.”
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Better Retailing Promotion
RENEW LIFE INVESTS IN GROWTH The acquisition of the fast growing Renew Life brand by Clorox creates very exciting opportunities for both Renew Life and the independent health food trade in the UK.
F
or over a decade, Renew Life has been a very exciting and fast growing brand in the UK and Ireland with its focus on effective, high potency digestive health and cleansing products. The popular range includes high potency probiotics, IFOS 5-star, third party certified and sustainable fish oils, Candida, parasite, whole body and liver cleansing formulas, digestive enzymes, fibre, digestive care and children’s products. Renew Life UK consists of an experienced and incredibly passionate team, committed to delivering best in class consumer and retailer education as well as high quality, targeted high potency formulations. Since the UK relaunch of the brand in 2013, Renew Life UK has been working hard with retailers in the UK and Ireland to bring its range of products to a rapidly growing customer base. Its products are becoming increasingly popular: Renew Life’s flagship product Ultimate Flora Critical Care was awarded “Best Probiotic in the UK” by Harper’s Bazaar.
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BEST IN CLASS: UNCOMPROMISING QUALITY & VALUE FOR MONEY Renew Life products are made with superior quality ingredients to help customers achieve optimal health from the inside out. During the formulation and manufacturing processes of each
product, Renew Life focuses on science and uses the finest natural ingredients, ensuring the highest levels of quality and purity supported by careful analysis and testing. Renew Life goes the extra mile in ensuring the ingredients are protected within the body to optimise potency and absorption. Perhaps as important as the ingredients that are in Renew Life’s products, are the ingredients that are not in its products. Renew Life is committed to providing the finest natural supplements that are free from additives, artificial ingredients, colours, preservatives and unnecessary materials of any kind. This has resulted in best in class products, combined with real value for money. The ongoing commitment to uncompromising quality has led to a worldwide fan base as well as numerous industry and consumer awards.
BECOMING PART OF THE CLOROX FAMILY In May 2016 Renew Life was acquired by Clorox, a multinational company with
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two decades become a market leader in effective, high potency digestive health and cleansing products. Maintaining
brand values and uncompromising quality is essential for Clorox; in fact Clorox is committed to improve on product quality and brand values – in Burt’s Bees’ case, the average natural content has increased from 97% to an impressive 99%.
innovation, investment in brand awareness and enhancing Renew Life UK’s education, marketing and merchandising support for independent retailers and practitioners.
SUPPORTING THE INDEPENDENT HEALTH FOOD TRADE some of the most trusted and recognized brands. For more than 100 years, the Clorox portfolio has been firmly rooted in health and wellness, first through the disinfecting properties of bleach, and later extending into Burt's Bees and Green Works (natural household cleaners) to meet the needs of healthconscious consumers. Renew Life is a perfect fit for Clorox' vision as Renew Life has not just been a pioneer in its field, but has in the past
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Supporting independent retailers has always been critical to Renew Life. In fact, that’s where the brand started back in 1997, with the brand’s founder selling products to independent retailers from the boot of her car. Clorox and Renew Life UK are keen to continue to focus and develop the Renew Life brand within the independent health food trade: the overall goal is to double Renew Life’s growth in the UK. Renew Life and Clorox are working on exciting plans, including product
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Contact
To find out more, call Renew Life UK on 0800 707 6671, e-mail them at info@renewlife.co.uk, visit their website at www.renewlife.co.uk or meet the team at the Natural & Organic Products Europe show in ExCeL London, 2nd – 3rd April on stand F31
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Sales & Marketing
GENERATION Z
They are confident and empowered and they want to shop with you, says Danielle Pinning.
Danielle Pinning is MD of shopper research company Shoppercentric.
A
n industry report examining ‘Generation Z’ shoppers (aged 15 to 24) unveils a shop-happy and digitally savvy generation who are open to influence by retailers, but who also have high expectations of them. Studies by leading independent shopper research agency Shoppercentric looks at their current – and likely future – retail behaviours and trends. “Generation Z is a fascinating section of the shopper population,” says Managing Director Danielle Pinning. “They’ve grown up in a truly connected world and are starting to access the kind of money that means they can flex their spending power. “A lot has already been written about who they are as consumers, but there’s been no particular focus for those interested in shoppers.
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We wanted to take a closer look at what their expectations and needs are. They could give a real pointer to where the future of retail lies – if we take the time to listen to them.” WHO THEY ARE Generation Z shoppers are aware of their influence: Fewer than 1 in 5 of Generation Z feel that retailers don’t think their age group is important, compared with nearly one in three of the general shopping population. Half of them believe that retailers and brands understand their age group, compared with a third of the rest of shoppers. They feel empowered – with 23% strongly agreeing that they could make a difference to their future compared with 17% of shoppers in general. Many claim that their happiness runs deeper than material possessions alone: 34% strongly agree that they want to feel they are getting good experiences – that life isn’t all about what they own, versus 28% of older shoppers.
Fewer than 1 in 5 of Generation Z feel that retailers don’t think their age group is important
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OPEN TO PERSUASION They shop (instore/online) at least seven times a month (rising to eight times a month among the men in this age group). Going to physical shops and malls is as much a social pursuit as it is about buying things: 52% of Generation Z said that going out shopping was a fun way to spend time with friends and family, versus 44% of adult shoppers at large. Ecommerce provides a welcome distraction to Generation Z with 62% of them agreeing that online shopping is a great way to stop getting bored – compared with 53% of older shoppers. Indeed, 70% of Generation Z shoppers agree that they “often browse online with no intention of buying (versus 63% of older shoppers). These shoppers are receptive to inspiration and 28% say that they spend lots of time on YouTube getting ideas and recommendations, compared to 13% of older shoppers. They’re also twice as likely as other shoppers to cite product >p16
Restore your inner glow With 14 days of detoxifying organic herbal teas and Clean Greens supplements for everyday cleansing Discover more at pukkaherbs.com/cleanmegreen
Sales & Marketing
displays as important when shopping in-store, and 49% agree that they use the displays, in-store or online, to give them ideas (versus 41% of the broader shopping population). They’re also using their smartphones in-store more often with 53% agreeing that using their smartphone means they can get better information to help them decide what to buy when in-store – compared to 38% of older shoppers. Generation Z love a bargain just as much as anyone else and 48% agree that they tended to buy the cheapest they could so that they could buy more things they really like – compared to just 29% of their older counterparts. Just over 60% are also tempted to buy if an item is on promotion versus 55% of older shoppers.
DIGITAL DNA This is the generation that is doing much of its growing up online and as such, 97% have a laptop or PC, 96% have a smartphone and 63% have a tablet. They have no problem buying more items than they want, and returning what they don’t want. In fact 28% of Generation Z agree that they buy lots of things online knowing they’re going to send most back – compared with 10% of older shoppers. They’re more impulsive and willing to take risks with an order than older shoppers – for example 44% of Generation Z say that they often buy things on the internet that they hadn’t planned to purchase, versus 32% of older shoppers. Speedy delivery is more important to Generation Z than to older shoppers with one in five putting same day/next day delivery in their top three most important factors for shopping online – compared with one in ten older shoppers. Interestingly resellers such as eBay are used less frequently by Generation Z than older shoppers, which might reflect their preference for immediacy. Social Media plays a huge role for Generation Z, and they are more likely than older shoppers to be connecting beyond their social groups of family and friends or even like-minded groups, to retailers or brands (see table above).
79%
of Generation Z use Facebook vs 66% of older shoppers. Of those, 24% regularly use it to contact retailers or brands.
50%
of Generation Z use Instagram vs 17% of older shoppers. Of those, 41% regularly use it to contact retailers or brands.
49%
of Generation Z use YouTube vs 27% of older shoppers. Of those, 32% regularly use it to contact retailers or brands.
41%
of Generation Z use Twitter vs 26% of older shoppers. Of those, 48% regularly use it to contact retailers or brands.
Pinnington concludes: “We’re all aware that Generation Z are easily bored and have a very short
This is the generation that is doing much of it's growing up online
97%
have a laptop/PC
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96%
have a smartphone
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63% have a tablet
"Generation Z know that they’re being courted, so it stands to reason that they expect to be impressed before they part with their cash"
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attention span, but on the flip side, they have great confidence and a terrific support system provided by social media which helps them to manage risk when they’re choosing what to do and what to buy. Also they’re aware that retailers are interested in them and that they’re worth getting to know – this is in stark contrast to how many older shoppers feel. “Generation Z know that they’re being courted, so it stands to reason that they expect to be impressed before they part with their cash. This apparent self-assurance is important because it will set a high bar against which retailers and brands will be judged. “Each touchpoint with these shoppers needs to be a positive experience and reflective of the brands’ tone of voice and values while remembering that this is a generation that enjoys shopping, so retailers will need to deliver to that brief and make it fun, both in-store and online.” Shoppercentric is an independent agency specialising in shopper research, providing brand owners and retailers with the perspective that drives shopper marketing and retail strategies. www.shoppercentric.com
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NATURAL & ORGANIC PRODUCTS SHOW, ExCeL London, stand F31
Retail Focus
MARKET WATCH Skin and body care
New skin care ingredients? Mintel has identified two African superfoods that are likely to feature in the next ‘crop’ of personal care products. The market research company says the soap category in particular is discovering ingredients that until now have featured only in food and drink. It names Rooibos and Baobab as ingredients likely to migrate from cuisine to personal care. Rooibos is a bush used to make a caffeine-free red tea, which has gained popularity in Japan for its anti-ageing benefits, and is thought to reduce the appearance of wrinkles. This gives it an especially compelling skincare positioning, already identified in Mintel’s Beauty From Within report. It has high levels of flavonoids, vitamin D and zinc. Skincare brands using Rooibos tout its ability to combat the impact of pollution, while its low toxicity profile makes it good for sensitive skin. South Africa currently dominates the Rooibos soap market, but more brands are expected to globalise the ingredient. Baobab oil is often compared to Argan oil for skincare potential, Mintel says. It delivers high amounts of moisture, absorbs quickly and leaves the skin feeling soft and hydrated. It contains omega fatty acids, associated with antioxidant, anti-inflammatory and anti-ageing claims along with the treatment of skin disorders, providing an extra layer of attractive skincare benefits. Its cultivation presents a profitable alternative to deforestation and creates jobs for local farmers. At the moment, most baobab-based soaps launched outside Africa are in the UK. www.mintel.com
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Niche growth for beauty & personal care UK consumers are among the biggest spenders on beauty and personal care in Western Europe, according to Euromonitor’s Beauty & Personal Care report. The steady 2% current value growth first revealed in 2015 showed that the population continued to consume cosmetics and toiletries at a healthy rate. For an already highly saturated market, the growth was due to the emergence of more niche brands, a strong appetite for premium cosmetics and a move to a more holistic approach to health and wellness. The health and wellness trend increased the demand for more natural organic products, and created a strong emphasis on quality ingredients and formulations, says the report.
WOMEN The women’s facial skincare category has seen slow and steady growth in recent years, with the prestige sector driving growth, according to Roshida Khanom, Senior Personal Care Analyst at Mintel. As employment rates rise, women are showing a greater willingness to spend on premium products. While brands have been promoting ageless beauty campaigns, focusing on new product development for older skin concerns will rally the market.
MEN Sales growth has slowed in the male facial skincare market, challenged by both recruitment issues and the impact of fashion trends, says Charlotte Libby, Senior Beauty Analyst at Mintel. The core demographic of 16 to 24-year-olds is declining in number and older men remain apprehensive of using facial skincare products. Male facial hair is now a mainstream trend and is limiting use of products, such as moisturisers, due to the smaller area of visible skin and fewer experiences of dry skin caused by shaving.
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The popularity of colour cosmetics can be attributed largely to a keen interest among millennials, and the influence of the digital environment on beauty. Social media, the selfie culture and the role of influencers are all shaping the desire for increased purchases of colour cosmetics. Value growth was also seen in bath and shower and baby and child-specific products. Demand for natural and better quality ingredients was integral in driving the growth of premium products with heightened concerns about harmful chemicals and parabens. The ability to operate an omni-channel service through an entwined service of online and bricks and mortar is becoming increasingly important, particularly in order to attract younger shoppers. Small brands have been among the pioneers in spearheading evolution in the beauty industry manifested in product proliferation based around green and clean living, hybrids, wellbeing and multicultural influences among others. This is fuelling competitive pressures for legacy brands such as Johnson’s. However, Euromonitor sounds a warning note on the effect of Brexit. A fall in GDP could see consumers cutting back on nonessentials and trading down to cheaper alternatives. www.euromonitor.com
You have 1,000,000 reasons to stock Nourkrin® For the 60% of women who experience hair loss 90% of customers state it works:
Nourkrin® supports retail:
Andrea, Portsmouth: ‘Finally something out there that works’. Gemma, Manchester: ‘I would be happy to recommend these to any post pregnancy mums’. Claire, Lincoln: ‘I’m so impressed. Nothing has ever worked before, I am shocked by the results’. Natasha, Leeds: ‘Brilliant product. My hair is soft and no longer falling out’.
Nourkrin® is investing £1,000,000 in National Media and PR activity through 2017 with focus on raising awareness about hair growth disorders and driving customers into your shops.
To read more independent testimonials, go to: www.nourkrin.co.uk/testimonials MORE THAN
Contact your preferred wholesaler for the latest offers, or for more information, contact Ben: Tel: 01782 793055 Email: ben.mountford@pharmamedico.com
YEARS Research and Development in
HAIR GROWTH
MORE THAN
YEARS Research and Development in
HAIR GROWTH
GLOBAL RECOGNITION The only hair supplement in the world to have been awarded the GOLD MEDAL from the hair loss experts at the World Trichology Society. LOCAL RECOGNITION Voted in 2014 and 2015 as the award-winning product within its category by UK pharmacies.
Better Retailing Promotion
For the whole family
Mirati – for dry skin
Mirati is a natural skincare range of three face and two body treatments, Ecocert registered as an organic product. Uniquely, the ingredient used as a base is ghee, a clarified butter. This gives the range a particular orientation towards those with dry and dehydrated skin. Contact Lescaro Health. Phone: 0121 3504864 Email: lescaro7@gmail.com lescaro.co.uk
Bio-Kult live bacteria supplements are a range of products for all the family. The line includes Bio-Kult Infantis (with Omega-3 and vitamin D) for infants and children, Bio-Kult for digestive and immune support, Bio-Kult CandĂŠa to protect against candida overgrowth and Bio-Kult Pro-Cyan with cranberry extract for urinary tract support. Phone: 01460 243230 Email: info@bio-kult.com www.bio-kult.com
Pure vapourising oil blends
The Pure Vapourising Oil Blends range of 10 oils has been created using only the purest of Essential Oils. They bring fragrance, mood and atmosphere to the home: Unwind, Tranquil, Exotic, Meditation, Breathe, Uplifting, Citrus Fresh, Sensual, Calming and Christmas Spice. They can be used in an oil burner or in a diffuser to enhance the atmosphere. Phone: 01582 840848 Email: enquiries@naturalbynature.co.uk www.naturalbynature.co.uk
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Rainbow Trout Oil now in softgels
The world's first organic fish oil, Scandinavian Rainbow Trout Oil from Viridian Nutrition, is now available in easy-to-take softgels. The oil is produced within hours at source, creating fresh, non-oxidised oil with a full spectrum of naturally-occurring fatty acids. Two softgels contain 70mg of EPA and 200mg of DHA, with total essential fatty acids of 432mg. Phone: 01327 878 050 Email: info@viridian-nutrition.com www.viridian-nutrition.com
Ultimate digestive health So Oat! Natural Yogurt Alternative
To enrich the chilled plant-based category, Sojade has selected oat as it is a very complete cereal. Discover our three organic oat-based yogurt alternatives with friendly bacteria, packaged in breakfast pots: Natural unsweetened and two delicious fruit variants with Muesli: Banana & Passion fruit and Blueberry & Blackcurrant. Email: sales@triballat.com www.sojade.eu
Ultimate Flora Ultra Potent 100 billion is formulated with 10 specific strains to help support fast recovery during and after antibiotic use, illness, low immunity, severe digestive health issues including constipation and IBS, and when the most effective support is needed. Unique enteric coating delivery system ensures 100% probiotic delivery. Phone: 0800 707 6671 Email: info@renewlife.co.uk www.renewlife.co.uk
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Better Retailing Promotion
Half of middle-aged men suffer from BPH Why Prostasan® should be an essential part of your Men’s Health promotions
P
rostate problems will affect around 50% of men by the time they reach 50, and almost 100% of men that reach 80. These figures aren’t concerned with prostate cancer, but the benign enlargement of the prostate gland which reduces quality of life substantially. Signs of an enlarged prostate (known as Benign Prostatic Hypertrophy or BPH) are: A feeble urinary stream Difficulty getting started when needing to urinate Stopping and starting rather than a steady stream Having to urinate frequently and urgently Having to get up frequently in the night to urinate Feeling that you can’t empty your bladder completely Loss of libido Recurrent urinary tract infections The prostate gland is about the size of a chestnut, and consists of layers of muscle and gland tubes. It lies at the base of the bladder, surrounding the junction of the bladder with the urethra. Once men get past the age of 30, hormonal changes start to encourage the prostate gland to grow, and as it grows it squashes the urethra as it passes through the prostate gland, making it increasingly difficult for urine to leave the bladder effectively. The reason that the gland starts to enlarge is that as men age, increasing amounts of testosterone are metabolised into di-hydrotestosterone (DHT), which is inflammatory. So all this DHT starts accumulating in the prostate and attaching to receptor sites there, enlarging the tiny glands in the prostate. The overall effect is a bigger prostate gland, less room for urine to pass through, and a collection of the unpleasant symptoms described earlier. Due to the problem of emptying urine completely through the pinched urethra, quite a pool of urine stagnates in the bladder where it is a fertile breeding ground for bacteria
– hence more frequent urinary tract infections. However, an enlarged prostate gland can be tackled naturally and successfully with Saw Palmetto, making all those miserable symptoms unnecessary. We now know that the berry of the Saw Palm contains hormonebalancing constituents, which prevent testosterone from changing into inflammatory DHT. This means the patient still has plenty of testosterone – no worries about impotence or erectile dysfunction – but less of the inflammatory sort that causes prostate enlargement. If the patient already has a diagnosis of BPH, Prostasan is licensed for relief of the symptoms. As symptoms return if treatment is not continued, it is good to know that Prostasan is suitable for ongoing use. There are no side effects commonly associated with this remedy, andProstasan doesn’t prevent prostate cells from secreting PSA (prostate specific antigen), which is a marker for prostate cancer screening. THE EVIDENCE A Clinical Trial1 was carried out in Switzerland on men with BPH, using Prostasan capsules. Eighty-five doctors treated 364 men with BPH who hadn’t been treated previously. They were treated for eight weeks, and after only four weeks, symptoms improved by an average of 35%, regardless of how bad they had been to start with. The mildest symptom group improved by 42%, the medium group by 38% and the severe group by 30%. Quality of life (due to urinary problems) was also improved, with patients going from “somewhat dissatisfied” with their urinary problems at the start to overwhelmingly “satisfied” after eight weeks. The longest trial on Prostasan capsules was carried out by urologists over a 12-month period2. Marked improvements were seen after six months, with a 3.5 point
Prostasan Saw Palmetto capsules Indications: Traditional herbal medicinal product for use in the relief of lower urinary tract symptoms in men who have a confirmed diagnosis of benign prostatic hypertrophy (BPH), exclusively based upon long-standing use as a traditional remedy. Prior to treatment, other serious conditions should have been ruled out by a doctor. Legal category: GSL THR holder: Bioforce (UK) Ltd, 2 Brewster Place, Irvine, Ayrshire KA11 5DD
After only four weeks, symptoms improved by an average of 35%, regardless of how bad they had been to start with
reduction on the International Prostate Symptom Score. There was also a 1.5ml improvement in the uroflow rate, which measures how many millilitres can be passed per second of urination. After 12 months of treatment there had been a 1ml reduction in prostate volume, and improvements were ongoing, with no further growth seen in prostate size. The research confirmed previous findings that no alterations were seen in PSA levels.
CONTACT Talk to your A.Vogel representative or Phone: 0845 608 5858 Email: enquiries@bioforce.co.uk www.avogel.co.uk
References: 1 Riedi E et al. Natural Treatment of BPH. ARS MEDICI 2. 2005 3. 2 Trsinar B, Lovsin M, Bratus D, Parac I, Kreft S. Efficacy and safety of drug with plant extract of Saw Palmetto in patients with lower urinary tract symptoms because of benign prostatic enlargement. Zdrav Vestn 2014; 83: 28-35
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Better Retailing Promotion
Balanced weight loss Natural Deodorant Spray
Salt of the Earth’s Natural Deodorant Spray is 100% natural and offers gentle long-lasting, effective protection from body odour. This unisex, unscented deodorant won’t suffocate your pores like traditional antiperspirants, but instead inhibits the growth of odour-causing bacteria. No nasty chemicals and no white marks! Approved by the Vegetarian and Vegan Societies. Phone: 023 8026 7143 Email: sales@crystalspring.co.uk www.crystalspring.co.uk
Lepicol Lighter is a new and exciting natural food supplement which could assist your customers’ weight loss journey. It contains glucomannan to help them feel fuller for longer, chromium to help balance their sugar levels and seven strains of live bacteria to keep their gut healthy – beneficial when trying to lose weight. Phone: 01460 243230 Email: info@lepicol.com www.lepicol.com
Efamol – Tried and Trusted
Efamol, the leading brand of Evening Primrose Oil, is backed by over 30 years of scientific research and development. Appearing in more scientific publications than any other brand, the Efamol range includes high quality Omega-3 and Omega-6 sourced from Efamol’s own exclusive seeds. This trusted brand has a new campaign for 2017, supporting all stores. Phone: 01924 262 779 Email: info@efamol.com web: www.efamol.com
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Eat Real range extended
The success of our Eat Real healthier snacking proposition is being enhanced by the long-awaited launch of our organic range of Hummus Chips, Lentil Chips and Veggie Straws. Our organic range is all certified Gluten Free, suitable for Vegans, free of all 14 declarable allergens and lower in fat; Hummus and Lentil have no added sugar. Phone: 07910 317648 Email: simon@cofresh.com www.eatreal.co.uk
Science-backed probiotic Yes, we care!
If You Care Parchment Paper (our #1 bestseller) and Baking Cups are used for baking, roasting, reheating and wrapping. Perfect for sweet and savoury cooking; recipes won’t stick because of the papers’ natural easy-release properties. All our paper products are totally chlorinefree, PBA-free, FSC-Certified and home compostable. Phone: 01264 339081 Email: paulm@wintermoore.com www.ifyoucare.com
Viridian Nutrition’s Synbiotic L.Rhamnosus GG contains Lactobacillus rhamnosus GG, the world’s best documented strain of good bacteria, at a clinically studied amount of 10 billion per capsule and is ideal for those seeking a probiotic to support health and wellbeing. Viridian is non-GM, non-irradiated, allergen-free and against animal testing. Phone: 01327 878 050 Email: info@viridian-nutrition.com www.viridian-nutrition.com
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Better Retailing Promotion
CATEGORY MANAGEMENT IN DESTINATION RETAILING Destination Retailing is a term that fits very well with most health food stores because they offer such specialist products and attract customers from a wider area than other local shops. The basket spend at destination retailers is the highest of any in the food industry. After decades of waning popularity, core high street retailers across the country are enjoying a rejuvenation and re-establishing themselves as the anchor stores of community and destination retailing once more. We know that it costs six times more to attract a new customer than to retain an existing one, so building loyalty is all important. The challenge lies in driving repeat visits by setting a lasting plan for the future, evolving the story and continuing to give people reasons to choose you as a shopping destination.
www.SunChlorella.co.uk
The fundamental premise for the destination retailer is that they are expert at what they do. It’s our job to support that on a secondary or tertiary level. What this means is that we provide ingredients. In order to maximise basket spend, a retailer needs to ensure that they can provide every ingredient a customer needs, so if a customer buys cooking apples the retailer should be able to provide butter, sugar, herbs and spices, eggs, milk, cream etc. in addition to the apples! A surprising amount of food specialists neglect the store cupboard and this is where Suma can add value. So if you are to stock a category such as herbal teas for example, then you should stock the four best sellers that make up 70% of sales in this category – chamomile, peppermint, ginger and nettle – and then adding one or two other variants to give the illusion of wider choice.
Suma Wholefoods, Tel: 01422 313840 Email: marketing@suma.coop, www.suma.coop
Freephone: 0800 008 6166 Email: info@sunchlorella.co.uk
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Business Development
‘B
etter Together’, a phrase that was used not so long ago by the campaign to keep Scotland in the United Kingdom, could also be appropriate as the mantra for the growing army of business owners and managers who are working together to revitalise their towns and city centres. The places that most of us have traditionally used to meet our shopping and service needs have, in recent years particularly, been facing up to some of the most significant challenges that they have probably ever faced. The past decade has stirred up a perfect storm of financial crisis, economic downturn, public sector austerity, squeezed household incomes alongside low inflation, supermarket price wars, and the rapid growth of online retailing. The impact has been felt by almost every business in every town and city throughout the UK. The government’s response to the plight of our traditional high street has been somewhat patchy. In 2011, retail consultant Mary Portas was appointed to carry out an independent review into the state of our high streets and town centres. In the report that followed, Ms Portas made it clear that she believed ‘that our high streets have reached a crisis point’. The report served a useful purpose in raising awareness of the issues and in identifying at least some of the potential remedies, but the response that followed from government highlighted another problem. The government made £1.2m available, to be shared between 12 ‘Portas Pilot’ town partnerships, to be selected from applications invited from across the country. Over 370 towns and cities applied! It may well be a consequence of the scarcity of government funding which has, in recent years, fuelled a surge in interest in so-called Business Improvement Districts, commonly referred to as BIDs. These came about as a result of legislation introduced in England in 2003 (and shortly after for Scotland, Wales and Northern Ireland) creating the powers for business ratepayers to raise their own funds locally and, therefore, to get things done without the need to rely on the availability of grants or assistance from government or anybody else. WHAT ARE BIDS? Local businesses or the local authority can propose a BID for any
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Chris Kolek runs Kolek Consulting, specialising in setting up BIDs for business communities. Photo: C. Nelson.
BETTER TOGETHER
Chris Kolek plots the Rise of Business Improvement Districts (BIDs).
279
Number of BIDs in UK & Ireland (August 2016) 56 London 40 Scotland 13 Wales 11 Birmingham 6 Ireland
commercial area or district so long as it’s a precisely defined geographic area such as a town or city centre, or a business park or trading estate. There are even examples of BIDs that include the entire town, such as Ulverston in Cumbria, but most BIDs will include somewhere between 400 and 800 business premises. Their common purpose is to make improvements that should have a favourable impact on business and their trading environment. These improvements can take many forms, from the provision of additional street cleaning, to marketing and promotion campaigns, to collective purchasing schemes and many other initiatives which either aim to generate additional income for the businesses, or reduce their
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costs. Whatever the activities are, they should be additional to any services already provided by local government and other public bodies. BID activities are mostly paid for by local business ratepayers through an additional levy, but one of the advantages of BIDs is the freedom to attract sponsorship, grants and many other forms of income and new investment into their BID areas. BIDs can be enormously successful as a catalyst for local activity and investment. An organisation called British BIDs compiles the results of an annual survey of the 200 plus BIDs and has been presenting the statistical evidence of these benefits for at least the past five years. Carefully planned and wellmanaged BIDs ought to be capable of delivering a broad set of benefits
Business Development
both to the businesses themselves, and to the places in which they operate. The BID concept certainly seems to appeal to action-oriented people who are clear about what needs doing and want to see action rather than words. HOW THEY WORK One of the most commonly-stated benefits of BIDs refer to business leadership. Of the BIDs established in the UK, the overwhelming majority are private sector-led initiatives aimed at delivering benefits to local businesses and their customers. The businesses are in control and BIDs not only provide the businesses with their own pot of money, they can also give them more influence and the confidence to have more of a say on matters that affect their business and trading environment. However, BIDs are not without controversy. The legislation that enables the creation of BIDs also makes provision for a compulsory charge, or levy, as the main method for funding the BID’s activities, as identified within the BID proposals. For those businesses that are either reluctant or unwilling to participate in the BID, the compulsory nature of the BID levy can seem somewhat harsh or even unfair. To establish a BID, a proposal must be put to the vote and, to be accepted, must satisfy two tests. Firstly, securing a majority of the total number of the votes cast and, secondly, securing a majority of the aggregate rateable value of the votes cast. In other words, the BID proposal must appeal to businesses of all sizes if it is to pass both these tests. But for thousands of businesses spread across over 250 towns and cities in the UK, the benefits of BIDs appear to outweigh the costs. At least that is presumably what explains the growth in the number and geographic spread of BIDs, and the very high success rates when BID proposals are put to a ballot. Although there are many good reasons for businesses to consider setting up a BID for their own trading area, whether that be a city centre, a small town or a business park, or anywhere else, there are some steps, each with their own set of questions, which should be addressed. Progression to each successive step should be determined by reaching consensus having addressed each question satisfactorily. Experience suggests that business owners and managers, as
You and your town Are you involved in a BID in your local community? We are looking for health food stores and wholefood/vegetarian cafés who are part of a local BID, either starting out or established. Tell us how this is working for you, your business and your community. We will also forward questions about setting up a BID to Chris Kolek with a view to future articles. Email the editor: Alistair@jfnproductions.co.uk
The BID concept appeals to people who want to see action rather than words
well as many others with an interest in a particular place, may share a common desire to improve their business and their community. For many, giving thought to setting up a BID is a secondary consideration, to be discussed alongside other possible methods as the means to achieve a common goal. Typically it is only a minority of business owners, managers and others who have even heard of BIDs and, of these, the levels of awareness and understanding of what is required to set up and run a BID can be somewhat patchy, and frequently misinformed. GET INVOLVED Two national membership-based bodies, the Association of Town and City Management (ATCM) and British BIDs, have both been directly involved in developing guidance and advice on the development of, as well as the management of, BIDs across the UK. Some of this guidance is freely available and, in most cases, should be helpful as two reliable sources for information for those who are interested in developing a BID for their locality. Although it may seem rather obvious to say it, the circumstances of each town are different, and therefore the levels of advice and assistance must in every case be tailored to the group’s needs and the place. Therefore, the application of the generic guidance and criteria published by national bodies can only be helpful to a point. There is plenty of scope within the legal framework to create a BID that is fit-for-purpose at the local level, driven by the desire to satisfy local business needs and managed by enterprising people who are very
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capable of knowing what is best for their particular place. The development of a BID can be demanding in many ways but whether or not it is necessary to employ the services of a BID consultant is a matter of judgement, which should be carefully considered. There are some potential pitfalls, particularly when interpreting and adhering to the regulations that govern the establishment of BIDs, and there are certainly some advantages in hiring an independent person or organisation with expert knowledge and relevant experience. Some of the specific tasks where this might be the desirable option include establishing the feasibility for a BID, consulting all those who might be affected, objectively appraising and advising on the options, preparing the proposal documents including a business plan, ensuring compliance with the relevant regulations, and at any point, being capable of responding to questions including those of a technical nature. Kolek Consulting is an independent BID consultancy that has worked with several small and medium-sized towns to guide and assist each respective business group, as well as the local authorities, through the process and the procedures to develop a BID. Contact: 07900 608085, email chris@kolekconsulting.co.uk
Where to start Kolek Consulting: kolekconsulting.co.uk British BIDs: www.britishbids.info ATCM: www.atcm.org
The story so far Since 2012, the growth in numbers of new BIDs has been impressive: Year
Town BID Industrial BID
Total
2012 32 - 32 2013 25 1 26 2014 16 2 18 2015 18 2 20 2016 31 1 32 Source: British BIDs
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Retail Services
ALL THINGS BRIGHT AND BEAUTIFUL
In the first of our series on health store refurbishment, Gerald Colfer talks us through his makeover at Only Natural in Wexford, Ireland.
Gerald Colfer is owner of Only Natural and IAHS is President
I
had eagerly anticipated Only Natural's refurb before we undertook the task last Autumn. What I didn't realise was the immensity of the job. At 280 sq.m., Only Natural is one of Ireland's biggest health stores and moving the quantity of stock to fill that space while repositioning and adjusting shelving, fixtures and fittings is no small task. Even for my own staff and hired hands from the design company we were working with, the amount of work involved was tremendous. We closed at six on Saturday in anticipation of reopening on Monday morning and, despite working round the clock, didn't open our doors to the public until after lunch on Tuesday. So, if you're considering a refurb, don't underestimate the work involved! I worked with a designer called Marie Berkery who came highly recommended and who, having executed similar projects with other Irish independent health store owners, knew our industry well. Marie Entrance
offered me two proposed plans, one with significant but less radical change of layout and a more daring plan which completely turned the shop on its head. In for a penny in for a pound, or in this case in for a cent in for a euro – I saw the sense in the more ambitious turnaround and opted for that. It involved breaking up two long gondolas which had run the length of the shop, repositioning the cash point from one end to a central position, and emptying a lobby area which had previously housed promotional lines. The result, Marie promised me, would be a better shopping experience for our customers with a greater and easier 'flow' designed to ensure that customers 'shopped the whole shop', better delineation into 'departments' and a more appealing and inviting, de-cluttered shop entrance. On the whole these promises have been made good on. Customers have unanimously commented on the 'better flow' and said that the shop now feels 'way bigger'. From a security viewpoint, we feel more in control. There are still some blind spots but all high value items are now closer to our centrally positioned till. We still have to reap some of the benefits of our refurb for two reasons. Firstly because we completed it just prior to the Christmas season, we haven't as yet completed the 'dressing' phase where we set our own unique stamp on the shop with appropriate signage
and the 'props' which will set the tone of the new store. And secondly because I haven't yet come to grips with the opportunity to review my stock policy both in 'culling' those areas which aren't 'pulling their weight', and looking for the new lines that will further enhance the sense of newness that I want the shop to have. I feel that, almost three months after the actual refurb, the process of renewal still has a way to go. Is a retail environment forever in the process of reinventing itself? To avoid staleness and keep the customer interested, I think the answer has to be yes. Nor have we even started to work on the shop's exterior where the customer's very first impression is made. That hectic weekend was only the beginning. Despite the fact that, after 31 years in business, Only Natural is still very much a 'work in progress', I'm glad I took the plunge. In a rapidly changing retail environment, self-reinvention would seem to be par for the course. Nor do I regret taking on the services of a 'retail designer'; I don't think I'd have had that 'broadness of vision' if left to my own devices. Next, the exterior refurb will happen at some time in the next few months. It’s not ideal, as I'd like to have done everything in one operation, but must now wait for time and funds to oblige. OnlyNaturalWexford
Only Natural Wexford plan
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Only Natural before
The new Only Natural layout as designed by Marie Berkery
It’s all in the name
Mel Beard and Len Glenville
Len Glenville has a surname everyone in the health food industry knows. Marilyn Glenville’s son and partner Melanie Beard have taken over Sugar & Spice in Shoreham-by-Sea and rebranded it Best Health Food Shop. The couple have rebranded and repainted the fascia, created a logo, installed a fully integrated epos system (partnered with CLF Distribution), and increased the product ranges such as Vegan, healthy snacks, gluten-free products and a wider supplement range. All payable contactless, of course. “We are now open seven days a week whereas before it was shut from 1pm on a Wednesday and shut all day Sunday,” says Len. An online store will offer click & collect and ultimately delivery. Staff include two qualified nutritionists and all have specific personal knowledge of the products on sale. Window displays changed on a monthly basis will be topical while tastings will feature regularly as will talks and events to help educate the local community in health and nutrition. You can guess who starred in the first one!
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Ask your wholesaler for more information, or contact Lepicol. www.lepicol.com /Lepicol
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Retail Services
WINNERS AND LOSERS IN THE BUSINESS RATES GAME
Shops in two-thirds of villages, towns and cities will see property values for tax rise in April while online retailers like Amazon will see tax cuts. Mark Rigby calls this a ‘hammer blow’ for small shops.
Mark Rigby is Chief Executive of CVS Business Rent and Rates Specialists.
T
he next business rates revaluation will come into effect on April 1 and will reassess all business properties in England and Wales based on rental value as at April 2015. Of the 424,110 shops located in the 1,149 villages, towns and cities across England and Wales, Rateable Values – used to calculate business rates – will rise in April in 791 of those locations. Our research shows that, on average, Rateable Values for shops in England and Wales will rise in April by 8.51% with 507 villages, towns and cities seeing rises in excess of that. Shops in England and Wales currently account for 82% of all retail properties liable for business rates, which also include superstores, large food stores and department stores. One in five are classified as shops. The Government has now adjusted the Rateable Values of every business property in England and Wales to reflect changes in the property market. The new Rateable Value will be used to determine the basis of the tax calculation for rates in April. The Revaluation of business properties usually happens every five years but was controversially delayed by two years as a result of the economic downturn. The last Revaluation came into effect in April 2010 based on the property market as long ago as April 2008.
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However, according to our detailed analysis, new published figures show that total Rateable Values for shops overall have increased by a staggering £654million. Analysis shows that the 424,110 shops liable for rates across England and Wales had a combined Rateable Value of £7.69bn based on the last property assessment in 2010, which has formed the basis of rates bills for the last seven years, but this has increased to £8.34bn. This year those shops will pay £3.81bn (2016/17) in rates. From April, for 2017/18, the bill for shops will rise to £3.94bn, a £124.46m tax increase, or a real terms one-year rise of 3.26%. BUDGET CHANGES Chancellor Philip Hammond offered rates discounts for small shops in his March budget, as well as targeted relief to be made available for businesses most in need and experiencing significant hikes. Looking ahead, given the issues highlighted by my firm with the tax reductions for large online giant distribution centres, and the dismay and deep concern that this has caused for shops and pubs, meaningful discussions must be had around the tax system to ensure that it is fit for purpose for the 21st century economy." WINNERS AND LOSERS The analysis shows shops in
£3.94bn
Rates payable by shops in England & Wales 2017/18
£124.46m The increase compared with 2016/17
3.26%
The one-year rise in business rates overall
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Southwold, Blaenavon, Dolwyddelan, Port Isaac, Rhymney, Kenley and Corwen will see their shop property assessments increase overall by over 100%. The 79 shops in the seaside town of Southwold on the Suffolk coast are the biggest losers in the rates shake up as they face an increase of 152.48% in Rateable Value. The 58 shops located in Blaenavon, at the gateway to the South Wales Valleys, will see their Rateable Values rise by 135.71%. The analysis also shows that shops in 19 villages, towns and cities will see no overall change to their property assessments, and 338 locations will see a fall. The biggest winners under the April tax shake up are the 337 shops in Merthyr Tydfil. Their combined Rateable Values will fall by 46.53% and the 313 shops in Yeovil will see an overall fall of 33.08%. The story is the complete opposite for online retail giants like Amazon, Boohoo and ASOS. Our analysis shows that Amazon’s nine distribution centres in England and Wales will benefit from a £148,000 reduction in property tax liabilities this year, reducing their 2017/18 rates bill to £11.3m, despite annual sales in excess of £6bn. Distribution centres overall will only see a marginal 1.6% overall increase in property assessments compared to an 8.5% rise for our already struggling bricks and >p30
Retail Services
mortar small shops. To add insult to injury, the Big Four superstores – Tesco, Asda, Sainsbury and Morrisons – will benefit from a 5.9% reduction in Rateable Value giving a tax windfall despite Tesco reporting that they are on track to deliver a group operating profit of "at least" £1.2bn. In March 2015, the then Chief Secretary to the Treasury, Danny Alexander, launched the Government’s ‘structural review’ of business rates, saying: “For small business, especially the retail environment, a lot has changed in the last 30 years since business rates were first invented. There’s more competition online.” The Government made all the right noises back in 2015 and the high street thought that the aim of the review was to level the playing field with their online counterparts, but nothing materialised. April will serve a ‘hammer blow’ to small shops, and the consideration should now be to ensure that they are in fact paying fair and accurate rates.
It will also be interesting to see how bricks and mortar shops will compete with agile, online retailers which aren’t battling against exorbitant rent and rates bills for the next five years. APPEALING YOUR CASE A new system of appeals against rateable value called ‘check, challenge, appeal' is being introduced in England from April. This new process seeks to resolve disagreements on rateable value at an earlier stage but this is expected to require more work earlier in the process. Shortly after the Spring Budget, I discussed the controversial "Professional Judgement" test with the Secretary of State, Sajid Javid. After intense lobbying and earlier meetings with Sajid Javid ahead of the Budget, DCLG has now confirmed that the proposed clause has now been abolished. CVS has always voiced our concern that the 'margin of error' test would have been unfair and
Business Rates Top 10 Losers Town
Number of shops
RV 2010
RV 2011
RV Difference RV Difference %
SOUTHWOLD
79
£701,075 £1,770,050 £1,068,975 152.48%
BLAENAVON
58
£79,960 £188,470 £108,510 135.71%
DOLWYDDELAN 1
£2,800 £6,400 £3,600 128.57%
PORT ISAAC
20
£73,875
RHYMNEY
26
£47,570 £102,575 £55,005 115.63%
KENLEY
26
£90,865 £186,760 £95,895 105.54%
CORWEN
38
PADSTOW
103
ABERDOVEY
29
£116,905 £231,300 £114,395 97.85%
NEW TREDEGAR
21
£48,390
£163,050
£89,175
Health stores and business rates NAHS Chair Gary Trickett has three Healthy Route stores in Derby, Leicester and West Bridgford. Two of them will see an increase in rates and one a reduction. “The NAHS accepts that its members should contribute a fair percentage but when you read that Amazon's business rates are actually decreasing, it would seem yet again that proportionally small retailers are being sacrificed,” he says. The revaluation has been kind to businesses in the north of England because the value of properties has generally fallen since the last revaluation, whereas those in London and the South East have risen sharply. For example, the rateable value for The Health Warehouse in Darlington will fall from £20,250 to £15,250, reducing rates payable from around £10,000 to about £8,000. “This was one of the positive factors we considered when deciding whether to enter into a new lease later this year,” said owner Mike Barker. Meanwhile Mike Abrahams of Wild Oats in Bristol has run the checks and reports his rates will be reduced by around £300 to £7,456 a year.
April will serve a ‘hammer blow’ to small shops, and the consideration should now be to ensure that they are in fact paying fair and accurate rates
120.71%
£96,810 £198,290 £101,480 104.82% £1,060,800 £2,108,750 £1,047,950 98.79%
£95,100
£46,710
96.53%
Business Rates Top 10 Winners Town
Number of shops
RV 2010
RV 2011
RV Difference RV Difference %
MERTHYR TYDFIL 377
£5,517,180 £2,949,990 -£2,567,190 -46.53%
YEOVIL
£8,849,960 £5,922,015 -£2,927,945 -33.08%
313
CARMARTHEN
359
£7,305,375 £5,052,160 -£2,253,215 -30.84%
NEATH
442
£4,926,655 £3,469,645 -£1,457,010 -29.57%
DARLINGTON
862
£12,931,240 £9,223,450 -£3,707,790 -28.67%
MIDDLESBROUGH 1,506
£26,184,665 £18,681,045 -£7,503,620 -28.66%
HALTWHISTLE 39
£212,900 £152,025 -£60,875 -28.59%
BISHOP AUCKLAND 383
£4,212,385 £3,025,430 -£1,186,955 -28.18%
BROMSGROVE
251
£4,382,525 £3,203,675 -£1,178,850 -26.90%
LLANELLI
434
£4,227,055 £3,115,440 -£1,111,615 -26.30%
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manifestly unjust, projecting that businesses could have been denied tax rebates, over the next five years, of around £2.5billion. If a ratepayer is looking to appeal their rateable value, or property assessment – which forms the basis of rates bills – then they can either liaise directly with the VOA or they can work with a professional commercial property agent who will undertake the appeal on their behalf. If a ratepayer believes they are entitled to some form of relief that they are currently not benefiting from, then they should contact their local billing authority for guidance. Businesses can check their business rates valuation at www.gov.uk/ correct-your-business-rates. CVS is a leading Business Rent and Rates Specialist and has been providing professional and trusted advice to occupiers of commercial premises for the last 17 years, with the specific aim of reducing rent and rates, two major business costs. www.cvsuk.com
Customer Care
THE CLICK TRICK
Sam Jarvis explains how Click & Collect is helping independents compete with retail giants.
Sam Jarvis is the founder of innovative Click & Collect service, HubBox. (www.hub-box.com)
M
any retailers will be encouraged by reports that sales were up for the peak season of 2016. Some sources suggested that sales were as much as 15% higher than the same period in 2015, despite post-Brexit fears, and 37% higher than was initially forecast at the start of the year. Such positive figures bode well for British retail, but the biggest slice of the pie was inevitably taken by the large retailers whose infrastructure enables them to dominate both the High Street and the online world. However, the good news for smaller businesses is that many
smart independents are fighting back. By embracing some of the new technology solutions that are available, even small online retailers are able to offer a level of service comparable to High Street giants, so they no longer have to settle for just picking up the crumbs that fall from the retail giants. CONVENIENCE IS THE NEW LOYALTY Consumers today literally have a world of choice at their fingertips. Whether they are at work, on the train or sat in front of the television at home, it has never been easier for someone to find a product and buy it at the right price. This trend has created a generation of consumers who do not have the same kind of loyalty to a particular brand or retailer, and will buy from whichever retailer meets their needs best at that particular moment.
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The key to winning these customers is convenience. We have seen explosive growth from companies that offer innovations in convenience and accessibility, with taxis on demand from Uber, dinner on demand from Deliveroo and flats on demand from AirBnB. In every sector, convenience is winning over customers, and we are seeing the most notable growth when a great product is combined with great delivery of that product. Just look at holiday rental apartments – they haven’t suddenly got nicer, but by focusing on accessibility and delivery, AirBnB has made these apartments so much more convenient to access that they’re now even taking custom away from the lucrative hotel market. And it is convenience that now drives loyalty. This is especially true when it comes to delivery options. In fact, a whopping 61% of >p32
Customers can choose an option near home, work or on their commute route, then collect whenever they like
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Customer Care
customers in recent research said that they have picked one online shop over another simply because the delivery options were more convenient. BAD DELIVERY WILL DAMAGE YOUR BOTTOM LINE Let’s just think about that statistic – if 61% of customers are actively choosing where to shop based on the quality or range of delivery options, just how many sales have been lost because of slow, expensive or inconvenient options? What’s more, 45% of customers have actually abandoned a basket at the online checkout because the delivery options were unsatisfactory. And perhaps even more shockingly, 38% of shoppers said they would never return to an online shop again if the delivery experience was bad – even if the shop itself was not at fault. For many online retailers, delivery has always just been a means to an end – the final step of the process that simply gets your goods to the customer. That is no longer good enough, and retailers must now have three priorities: 1. Have an outstanding product or brand 2. Make it as easy as possible for customers to find and buy your product 3. Deliver it in a way that is most convenient for each individual customer The key point of delivery is recognising that each customer is an individual, and while you may offer a delivery option that suits one customer perfectly, you may be creating inconvenience for another. This goes some way to explaining why 74% of retailers see an increase in sales after offering more delivery options. That means that just by offering several different delivery options – no matter which delivery options they were – e-retailers saw sales increase, simply because different options are convenient for different customers. One of the delivery options that has become increasingly popular in recent years is Click & Collect, with most of the biggest retail brands in the UK now embracing it. Giants like John Lewis, IKEA, Asda and Next have focused on improving flexibility to allow customers to shop online and pick-up in store, or shop in store and get goods delivered to their home, so it should come as no surprise that an estimated 76% of online shoppers will use Click &
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Collect for a purchase in 2017. WHAT IS CLICK & COLLECT? This may seem like an obvious answer, but the definition of Click & Collect has transformed over the past few years. Click & Collect used to mean simply ordering goods from an online shop, like John Lewis for example, and then going to the nearest bricks and mortar location of that same shop to collect the goods. Of course, this sort of Click & Collect still exists, and for companies like John Lewis, Marks & Spencer and the major supermarket chains, it blurs the lines between online and offline, brings footfall into their stores and gives those brands with a physical presence an invaluable competitive advantage. But now there is another Click & Collect option. In recent years, companies like HubBox have developed networks of trusted independent local shops, such as pharmacies, dry cleaners, convenience stores and newsagents, that agree to receive and sign for parcels for the customer. This means customers can use a Click & Collect service even if their chosen online shop is a small independent retailer. Here’s how it works: customers sign up to use the Click & Collect service, receive a unique ID number, and choose a convenient collection point. Then when they shop online, they manually type in their ID number after their last name and use the collection point’s address as the delivery address. The goods are then delivered to the collection point, the parcel is logged in, and an email with a unique Collection Code is generated for the customer. The customer arrives at the collection point at their convenience (they usually have around 14 days to collect the parcel) and shows the collection code for secure pickup. Customers pay a small fee for each parcel collected, or most services offer a subscription plan. For retailers who don’t want to rely on customers making that extra step for themselves, another method is for online stores to simply plug in a Click & Collect service as a delivery option in their existing checkout process. At HubBox, for example, we developed a plugin that works with all the leading e-commerce platforms to make integration quick and painless. In this way, a customer can opt for Click & Collect at checkout, then just select from a map or list which collect point is most convenient
61%
of online customers say delivery convenience makes the difference
38%
will not return if the delivery experience is bad
74%
of retailers see an increase in sales after offering more delivery options
76%
of online shoppers will use Click & Collect for a purchase this year
for them. Most retailers choose to absorb the cost of Click & Collect, so for the customer it is not only convenient, it is also free. WHY USE CLICK & COLLECT? The three components of a perfect delivery are speed, location, and timing. Retailers weighing up which delivery options to implement should compare these components across home delivery, alternative delivery address and Click & Collect: 1. Speed: Couriers have basically solved the speed conundrum. Customers can have parcels delivered same-day, next-day or even within the hour, depending on where they are. So speed is no longer a differentiating advantage – it may come at a cost, but every delivery option offers speed. 2. Location: Location is arguably the least attractive component of a home delivery option, because customers have to wait at home to receive a parcel. Unless they are at home all day, home delivery is often inconvenient, so many people use an alternative delivery address, like their work address. This may be slightly more convenient, but customers are still at the mercy of the timing of the courier’s arrival. Perhaps the most convenient option is to offer each individual customer their choice of location to Click & Collect their delivery. Customers can choose an option near home, work or on their commute route, then collect whenever they like. 3. Timing: Using Click & Collect means the courier’s arrival time becomes totally irrelevant. Customers don’t have to worry about missing deliveries at home when they are in the shower or pop out briefly, and they don’t have to worry about the distraction of getting something sent to their office. With Click & Collect, the parcel arrives at the pick-up point, it is received and signed for, the customer is notified and can then pick it up whenever they like.
SUMMARY Click & Collect enables customers to choose the speed of delivery, the most convenient location for them personally, and then collect their parcel whenever they like. It means small independents can compete with the retail giants who have bricks and mortar locations in every town at a fraction of the cost of supporting massive fulfilment infrastructures. www.hub-box.com
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Online & Social Media
SMELL THE COFFEE
A Hampshire health food shop gets social with its niche organic coffee pods Jess Hughes owns Organically Speaking in Hartley Wintney, Hampshire.
L
ocal retailing performs best when it meets customer demand and then spreads the word. Impressed with Organically Speaking’s ability to source organic fruit and veg as well as wholefoods, skincare and household products, many of Jess Hughes’s customers wondered if she could work her magic with pods for their fancy coffee-making machines. Jess and her team – Jo, Laura and Pauline – did their research over steaming organic lattés. “There are many different pods available on the market but little choice and availability for organic coffee pods,” says Jess. “The majority of our customers have Nespresso or generic machines that require a specific size and type of pod. “So we set about finding a delicious organic coffee that we could import ourselves to fit their machines.” You might expect these to be unearthed in Italy but the team found them in Portugal, much to the delight of their customers. The coffee is 100% roasted Arabica bean from Peru and Mexico, blended in Portugal (the Portuguese are world-leading experts in blending coffee) and available at 5/10 or 9/10 intensity. The next stage was to expand sales. “We chatted to Your Healthy Living magazine and our pods were entered into their awards in the Best New Product category,” says Jess. “We then discovered that the publisher, JFN Productions, also have other services such as helping businesses with their social media platforms. “We had previously considered getting some help with this area of the business but found that most
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The Organically Speaking team (L-R) Laura, Jess, Pauline and Jo
companies were more used to dealing with much larger companies rather than small businesses like ours. “We wanted a company that would better understand the needs of a small business and importantly the industry that we are in. JFN was a much better fit with this so we decided to do a three-month trial on Twitter. “We continued looking after our Facebook page ourselves but handed over the day-to-day management of Twitter to Alex Higgs at JFN. I have to admit I was sceptical to start with as I wasn’t sure how it would work having someone that didn’t actually work in the shop posting on social media. “However Alex and I chatted through what I wanted to achieve from the arrangement – things like getting more local followers and traffic to our shop, promoting our new coffee brand to customers as well as to other trade customers, and so on. So far so good! “We let Alex know of events and products we are promoting in the shop so they can be promoted on Twitter. We have extended the contract and will continue to monitor
Organic everything Established in 1999, Organically Speaking started out as a vegetable box scheme delivering locally in Hampshire. The shop in Hartley Wintney, Hampshire, was opened in 2004 and today sells a growing range of organic fruit and veg, hampers, skincare, vitamins and organic groceries, dairy, meat and fish. There’s a kitchen accessories and household section and the store is part of the Ecover Refill Scheme. “Many of the products that we sell are from small producers,” says Jess. “We deal with organic farmers for a wide selection of our meat and vegetables within a 25-mile radius of the shop.”
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but being a small business owner, you do end up wearing too many hats! So as well as giving us a more structured and professional image for our Twitter page, it has also helped a little with time management and juggling all the day-to-day jobs.” @OrganicSpeaking Organically Speaking www.organically-speaking.com JFN Productions: jfnproductions.co.uk/contact
LET JFN BE YOUR SECRET UNDERCOVER SOCIAL MEDIA TEAM We will write your posts, create engaging content and manage your social media profiles whether that’s Facebook, Twitter, Instagram, Pinterest or even YouTube.
WHY CHOOSE US? Our team live and breathe natural products and know the industry inside out. We work on all platforms and can either take over your existing social media, or start something new and exciting. We can help to get your message to brand new customers whilst strengthening your relationship with current ones. WHAT WE OFFER JFN will help your retail business to grow by promoting your store and raising awareness of your products, services and expert advice to your local community and beyond.
01223 894200 smms@jfnproductions.co.uk www.jfnproductions.co.uk
Online & Social Media
Chris Simpson is Business Doctor for Gatwick Diamond – www.businessdoctors.co.uk
A
s an independent retailer, one of the biggest advantages you have over your chain store rivals is the ability to let your personality shine through in your marketing. Free from the shackles of head office dictats on what to say and how to say it, you’re free to build up a friendly rapport with your customers via your social media channels, and create or sustain personal relationships that translate into footfall. FIRST, SOME HOUSEKEEPING Before you find your online voice, though, it’s worth taking a little time to investigate what others are saying about you. The best thing about social media marketing is also the worst. Yes, you can reach thousands of potential customers with a clever or funny tweet or status update, but naysayers can do the same with negative feedback. Worse still is if you find yourself the victim of mistaken online identity. Anyone can go online and leave a negative review and mud sticks – even if that review is meant for another business with a similar name. So before you begin to draw attention to your online presence by marketing yourself via social media, take some time to find out what’s already out there. You may find that you’re listed with an online association of health food retailers with an incorrect digit in your telephone number, or you’re on a local business directory with an obsolete email address. Worse still, there may be negative reviews left about a previous owner with a level of customer service Basil Fawlty would be ashamed of. Finding and correcting multiple incorrect online entries or removing reviews meant for someone else can be time-consuming, so if a quick search brings up many incorrect or negative results, it may be best to consult an SEO expert to help clear up the mess. It is possible, though, and it’s worth investing time and effort at the beginning of the process. There’s no point spending money encouraging people to
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Keep it social Simple steps to building a powerful social media presence for your business.
As an independent retailer, you don’t have the weight of numbers, but what you do have is personality, and this is what people will react to.
find you online if they’ll also be presented with old, outdated and damaging information. CHOOSE YOUR PLATFORM When you’re happy that your online house is in order, it’s time to give some very careful thought to what you want to achieve with your online marketing. There are two elements to consider here – the passive online presence that can be achieved by
registering with online directories and listings sites, and the active online activity of social media. When it comes to listings sites and directories, a sign-up spree will do no harm at all (as long as you’ve cleaned up your online presence as outlined above). Google My Business is a free local business listing tool that will direct potential customers to your shop and allow them to leave reviews. It’s easy to add a new business using the simple, userfriendly interface and once you’re verified, anyone searching for your business by name on Google will see your website at the top of the search results, along with your business listing, map and any reviews. Other national sites such as yell.com, brightlocal.com and 192. com are free and easy to add your business to.
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Online & Social Media
As well as national sites, there’ll be directories in your region, county, city or town, along with specialist directories for health food retailers (these may require membership). It’s worth asking your fellow retailers what they find useful, but even if they’ve registered with a site that doesn’t generate enquiries, it takes seconds to add your business and your contact details are there for all to see. Active marketing by social media requires more effort and a clear commitment. If you’re starting from scratch, choose one platform at first and do it well. Build up a following, get the conversations going and establish your reputation as a reliable, engaging, informative online presence before you start on the next medium. A little research into what your fellow local traders are doing can
give you a very good indication of what works and what doesn’t, and there’s no harm in asking around if you’re not in direct competition. If you’re a village or small town retailer, there may be strength in numbers. Is there a high street retailers’ association with an established following? Join up and enjoy the benefit of their followers. Or, if there isn’t already a group Facebook page for high street traders, perhaps you could start one and encourage discussions from your customers about what they would like to see more of in your collective stores? If you’re based on a city centre commuter route with a more transient customer base, a retweet on Twitter has the potential to reach people who may pass you occasionally but don’t want to join a group for regular updates. If you’re keen to establish an online presence, it may be tempting to register for every account out there, but mindlessly repeating the same sales message over five different mediums can do much more harm than good. As an independent retailer, you don’t have the following of a national brand with a multi-million pound marketing budget. They can afford to churn out sales messages, because the sheer number of followers means it will be worth it for the tiny percentage who react. As an independent retailer, you don’t have the weight of numbers, but what you do have is personality, and this is what people will react to. You’re not tied to a brand or message, and you have local and personal knowledge that you can use to engage people in conversation. You’re about so much more than three for two offers – you’re real, you’re approachable and your customers can continue the conversation with you in person when they come into your shop. Talk to your current customers: when they come into the shop, ask them what social media they use and whether they’d be interested in signing up to your page. You have real-life relationships to build on that the big chains simply don’t have. WHAT’S YOUR MESSAGE? You’ve cleaned up your online presence, you’ve established that your customers prefer one medium over the other – now, what to do with it? In a way, the term ‘social media’ is a misnomer, because it’s often anything but: endlessly churning
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Global user numbers FACEBOOK: 1.71 billion
FLICKR: 112 million
GOOGLE+: 300 million
INSTAGRAM: 400 million
LINKEDIN: 450 million
MYSPACE: 50.6 million
PERISCOPE: 10 million
PINTEREST: 100 million
REDDIT: 36 million
SNAPCHAT: 100 million
TWITTER: 320 million
WHATSAPP: 900 million
YOUTUBE: 1 billion+ Source: brandwatch.com
UK population
65m
Internet access
92.6% 38m active social media users That’s
63%
of the UK population
Source: clicky.co.uk 2016
out sales messages is a sure-fire way to ensure people stop listening. Take the time to work out what it is you actually want to achieve from your online relationships before you start updating your status. Is it online sales? Footfall? Or do you want to be seen as the local expert in specialist diets? Social media is a very effective method of communication, but in itself it shouldn’t be the be-all and end-all of what you want to achieve. You need to have in mind what your ultimate goal is, and work back from there. If your end goal is footfall – which is usually the case for all retailers – think carefully about the social media messages you want to share to get people through the door and what you want them to do when they get there. If you want to establish yourself as the town’s expert in healthy eating, share some interesting research and become an authority on the topic, rather than simply promoting the products you sell. Run an online question and answer session and encourage people to come to you with their queries. Then, when they need to stock up on gluten-free pasta, you’ll be the first person that comes to mind. It’s important to remember that social media is a conversation, not a presentation. Don’t just set aside the time to tweet or make regular status updates – make sure you’re there with a prompt reply if people take the time to respond. Follow other people in your town and engage in their conversation – don’t just sit back and wait for them to come to you. When it comes to social media, people often use the pub analogy to discuss what is and isn’t appropriate – you wouldn’t insult a stranger or swear at them, so you shouldn’t do it online. As an independent retailer, there’s no analogy required: your online presence is an extension of who you are and what you do. If you speak to your friends and followers the way you speak to your customers, share your knowledge and good news and make time to chat, you should find that your social media takes care of itself. Business Doctors is a national network of small business experts offering hands-on support to help business owners overcome individual challenges and achieve growth. www.businessdoctors.co.uk
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CHRIS WHITEHOUSE LEGISLATION TALK Our chance to be rid of an unwelcome law
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Steve Hasler fires ideas bullets in his regular Try This column
Simple marketing steps you can take today
A
ince the British people voted to leave the European Union last June, you will have heard a great deal of sound and fury – but little has changed at all. Brexit is best understood as a process, a gradual disentangling of the decades of laws and rules that have bound the UK and the EU together. Now is the time for the natural healthcare sector to start seriously considering what it wants out of Brexit. This is an opportunity that must be grabbed, while the sector must also keep itself fully engaged with the institutions of the European Union to protect its ability to continue to sell its products into the 27 other Member States of the EU after Brexit has been implemented. Of course, the Government is saying that it does not have the time or capacity to review every law made in the EU before they become part of UK law via the much-heralded Great Repeal Bill. But it has promised that it will review problematic legislation when it has the chance – what would be the point of Brexit if it did not? To take an obvious example of what needs review, the EU has regulated food supplements for 15 years now. In that time the sector, particularly the smaller, specialist end, has had to put up with a law that was almost designed to squeeze it out of existence. Unwelcome and inflexible, it is no surprise that the Food Supplements Directive has never been implemented in full. And now in the UK, it never has to be. Consumers for Health Choice will be working hard to ensure this. As with Brexit, this will be a process: but the time to lay the groundwork is now. We don’t believe in waiting for Ministers or civil servants to graciously ask our views. Instead we will use the various levers available to make sure that, when the time comes for action, our concerns are at the top of their list. I am delighted to say that CHC now has a new set of Directors to help drive its work forward, and a new purpose. We know that there is the chance to ensure choice for the UK consumer in their natural health products once and for all, and we are determined to take it. But we cannot do it without your help – find out how @CHCSOS and consumersforhealthchoice.com.
s an independent retailer, there’s a little bit of marketing in everything you do. You can always explore new ways to reach new customers and convince existing ones to return. Here are some simple steps: Plan for success. Allocate some time to look at the next 12 months and decide on themes, promotions and events to make the upcoming year your best ever. Share your plans with your suppliers and ask them how they can contribute. Outdoor signage and window displays. Make sure your external messaging is regularly updated and changes in accordance with your marketing plan. Get suppliers on board to help with posters and materials to support you. Build inviting and engaging displays that jump out and encourage new customers to come in. Create theatre. Have something happening regularly in store, including product demonstrations, sampling, tastings, talks, advice sessions and any other kind of event that fits with your product offering. Look at the data. If you have EPOS you will be surprised at the amount of data that is being recorded. If you have a website you can use Google analytics for free to find out how your visitors found the site and what they did once they got there. Facebook also offers free analytics, known as insights. Flyers for every customer. Print flyers on your office printer with information on upcoming promotions or offers and include them in the bags with all transactions. Identify quieter times and use incentives to encourage customers at these times. Feature your social media channels prominently on all literature. Write an email newsletter. Collect email addresses wherever possible from your customers, remembering to obtain consent to send your updates, and use a service like Mailchimp or Mailerlite to create monthly newsletters to send to your customer base. Register your business on Google. Even if you don’t have a website, make sure you’ve taken ownership of your store on Google’s ‘my business’, ensure that all information is correct including location, opening times and contact details. Encourage your customers to review your business and take time to read what people are saying.
Follow The Whitehouse Consultancy on @WhitehouseSE1 and www.whitehouseconsulting.co.uk/project_brexit for latest updates on what Brexit means for you
Steve Hasler is a marketing consultant to independent retailers. independentretailermarketing.co.uk
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AND STILL INNOVATING! Q&A with Solgar
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HAPPY ANNIVERSARY, SOLGAR! TELL US WHAT IT IS THAT SETS THE COMPANY APART IN 2017… Our 70-year history of expertise and our dedication to quality. The essence of our brand – the passion and commitment of its founding fathers to produce the highest quality health and wellness supplements, driven by science and nature – remain unchanged. Our broad range of over 320 different products is testament to our belief that in health one size doesn’t fit all. Consumers are still able to select the specific product, or combination of products, that are right for them and we still cater for many different dietary requirements, including gluten-, dairy- and wheat-free, and vegetarian and vegan options. Much of the range is also Kosher and Halal certified. We’re also committed to real innovation, launching products that are unique and differentiated. While this may take us longer to accomplish it means we’re not just launching new combinations of the same ingredients – but investing time and resource in bringing real innovation to market. Our multiple award-winning products like Full Spectrum Curcumin and Solgar 7 are testament to this.
Q
THERE’S A LOT OF KNOWLEDGE WITHIN SOLGAR. HOW IMPORTANT IS IT TO PASS THIS ON TO YOUR RETAILERS? We continue to invest heavily in training and education, ensuring our retailers understand the latest science on numerous health conditions as well as the science behind our products and how they provide benefit to their customers. We bring international experts in health to the UK, to share the latest science and new developments in their field, and share their knowledge and insights with our retailers – our 2016 Masterclass was a great example of this, and in 2017 we’ll continue to focus on making education accessible to retailers all over the country with our national lecture tour.
don’t. Our launch into Holland & Barrett was aimed at making Solgar available to new consumers who had never considered or accessed the brand before, and targeting this new demographic to drive additional growth allows as to continue to invest heavily in marketing the Solgar brand and drive consumers into all stores to purchase.
Q
HOW WILL YOU CELEBRATE YOUR 70TH ANNIVERSARY? We’re exceptionally proud to have hit our 70-year milestone, and the Solgar team in Tring remain as passionate about the category and the brand, and helping people live healthier lives, as our founders were. While we do have plans to hold some celebratory events during the summer to thank our valued retailers for their longstanding support, our focus remains on investing in ways to drive growth for both our retailers and our business. Watch this space for exciting details about 70th celebrations.
Paul Chamberlain presents a Solgar Masterclass
Q
FOR THOSE CONCERNED ABOUT SOLGAR BEING ON SALE AT HOLLAND & BARRETT, HOW ARE YOU CONTINUING TO SUPPORT THE INDEPENDENTS? Independent retailers continue to account for the majority of our business, and we remain as committed to supporting them and helping to drive their businesses as we’ve ever been. The majority of our marketing investment continues to be funnelled into initiatives that support the independent channel – both in terms of education and training, as well as promotions and POS materials. Our Solgar Loyalty programme remains exclusive to independents and helps to drive consumers back to their favourite independent store to re-purchase Solgar. We’ve seen impressive results from this initiative, with stores that use our Loyalty Programme seeing much stronger sales results versus those that
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Q
FINALLY, GIVE US A GLIMPSE INTO YOUR FUTURE PLANS. We’ll be continuing to invest in and grow our brand in the UK and Ireland, and working harder to support our valued retailers as they adapt to the changing needs of their customers. But always staying true to our founding principles – ensuring we’re delivering gold standard quality, innovative health solutions, and the highest level training and education and sales support.
Celebrate at the Natural Products Show! Visiting Natural & Organic Products Europe at ExCeL? Drop in to the Solgar stand for some birthday cake to celebrate our 70th! Celebration times for retailers are Sunday April 2 (2-4pm) and Monday April 3 (11am-1pm).
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A DAY IN THE LIFE OF… Adam Fermie Position: National Account Manager for BetterYou Ltd Age: Have just celebrated my 34th Based: Sheffield, South Yorkshire Family: Surrounded by three gorgeous women – my wife, a 15-month old daughter and a sevenyear-old lab-springer cross. Background: Always had a keen interest in keeping fit through various sports which has led me into the health industry. I started my career working in pubs, where I developed a love for interacting with different people. I then worked at a gardening sundries supplier for seven years where I got my first taste of working in sales. As the prospects were limited for me, I decided to move onwards and upwards and joined BetterYou as National Account Manager. Hobbies: Football and squash, walking the dog and over-exuberant cooking in between family time. Continued growth at BetterYou, both financially and logistically, has meant that I’m busier than ever meeting new customers and maintaining relationships with existing ones. BetterYou has just started a new financial year which brings with it a raft of new plans and activities, including some exciting new product launches for our oral spray and transdermal magnesium ranges. Preparing for these is a key part of the role and I’ve been working closely with the marketing department to ensure my customers are well serviced. 6 am How I wake in a morning is often a roulette, varying between daughter or alarm! Grab some breakfast and prepare for my regular trip down the M1 to London to visit some of my key accounts. 9:45 am Take a call from the BetterYou PR team giving me an update of today’s health stories and BetterYou coverage to highlight to my key accounts. In recent weeks, we’ve had some fantastic pieces of national press (the Mirror featured our MagnesiumOil Goodnight Spray for improved sleep and The Sun featured our DLux3000 oral vitamin spray) and I am always armed with
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I am always greeted with a warm, friendly welcome at Planet Organic stores and love bouncing ideas off the staff.
the best pieces on my iPad. We have also just been named ‘best sleep brand’ at the Mumii Family Awards 2017, which is a great coup when I’m telling my key accounts about our sleep campaign. 10 am My first port of call is Revital head office to see the Marketing Manager who informs me that our DLux3000 Oral Vitamin Spray is consistently in their top three selling products which is music to my ears. The objective of this meeting is to plan in the upcoming year’s activities including an exciting new product launch in June and also review another excellent year’s growth with them. 12 pm Park up and battle the tube into central London for my next meeting with Fortnum & Mason. After a brisk walk, I head up to the second floor to see the fantastic new BetterYou display. I use my visit as an opportunity to talk the floor staff through our transdermal magnesium and oral sprays ranges and explain the superior absorption benefits over tablets. I try to leave without spending all my wage! 1 pm I give myself the chance to refuel and have some lunch. I use this window of calm to catch up on some emails, check in
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with the office and make calls to some other accounts. 1.30 pm I’m on the move again, this time visiting all the Planet Organic stores to check on the January wellness promotion for the magnesium range. I am always greeted with a warm, friendly welcome at Planet Organic stores and love bouncing ideas off the staff. They are really enthusiastic and always ask questions about the products. It’s great to hear their feedback about the success of the wellbeing promotion. I take this opportunity to process a quick stock order to refill their shelves. 4 pm My last call of the day is to Wholefoods in Piccadilly. As I climb the stairs to the first floor I am greeted by a wall of BetterYou Magnesium Flakes! I have recently been told that this product is fast gathering momentum as one of Wholefoods’ best sellers, with more customers demanding a high quality magnesium chloride supplement which is better absorbed than Epsom Salts. 5 pm It’s time to head to my hotel bed for the night. I take advantage of the free Wi-Fi to remotely update the CRM system and finalise my route for tomorrow.
#EndRestlessNights
Good nights
start here When used as part of a healthy bedtime routine, Magnesium can help you relax and improve your sleep. James Wilson, sleep expert
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Love being you That’s the message retailers can offer their customers through a support programme behind a new product line-up
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ut an award-winning journalist, a famous entrepreneur and a top nutritionist together and sooner or later the market will have some ground breaking new ideas. Former Daily Telegraph health editor Anna Magee couldn’t find a great tasting, low calorie, low sugar protein in Britain – she used to import her own from the US. So she asked her friend Rick Hay, a lecturer at The College of Naturopathic Medicine, to formulate one. Then she pitched her ideas for a new product range with cuttingedge support to Touker Suleyman of Dragon’s Den fame, and the vision became reality. Visitors to Natural & Organic Products Europe in early April will no doubt be attracted not just by the formulation of the new Healthista Lean Energy Diet Protein Powders and Botanical Nutrient Powders, but also the lifestyle back-up support available. The vibrant, tech-savvy Healthista team is bringing to market a complete programme for weight loss and wellbeing, officially launching on April 24. It comprises a range of diet proteins in vegan and whey varieties sweetened only with stevia to help adherents to stay fuller for longer, and enhance metabolism and fat burning. Anna and Rick believe people need more than one product to change their lifestyles and are offering a complete programme of weight loss resources, including a High Intensity Interval Training App called Fit Hit plus a free e-book full of recipes, workouts and an evidence-based programme for weight loss. Their motto is aptly named ‘Love Being You’. “Our mission with the protein and nutrient powder range is to deliver a complete weight loss programme proven by science, easily accessible by consumers,” says Anna. “We will continue to support our users with expert help, inspiration and recipes on a daily basis on healthista.com.”
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Healthista is encouraging users to replace one a meal a day with a Lean Energy smoothie made with one of the protein powders, cook the easy low-fat lunch and dinner recipes from the e-book and to do a small amount of regular Fit Hit training to shift the pounds. Anna Magee
Rick Hay
Touker Suleyman
HEALTHISTA – BORN TO BE HEALTHY Healthista started out two years ago as a website for health-conscious women, but evolved into a fullyfledged business when Dragon Touker Suleyman invested in Anna Magee’s vision. “Touker saw the huge potential of what we were trying to do and was excited by the concept of the protein and nutrient powders,” says Anna. “Now we have raised the bar and are targeting both men and women who want to be healthy and fit.” The deal was struck in October 2016 so bringing a new product range to market in just six months is no mean feat, inspired by the vision of directors Anna, Touker and third partner David Evans of Akiko Design, Surrey, who designs and develops the website, app and other support materials. Healthista now shares office space with other Touker Suleyman ventures in Frampton Street NW8. “It’s been an incredible journey so far,” Anna adds, “first developing the website then making a successful pitch to Touker who could see the tremendous opportunity in supporting people to achieve their weight loss and lifestyle goals.”
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RETAIL SUPPORT The Healthista ride is going to be exciting with a strong PR and advertising programme lined up. As you’d expect from journalist Anna and entrepreneur Touker, the Healthista name is going to get plenty of exposure through TV and print media and strategic partnerships. Retail customers can avail themselves of great margins and ask about custom-made POS including posters and window displays, together with in-store training and tasting with Soo Cieszynska, a wellknown character in the health food retail sector, and lecturer/formulator Rick Hay. After Natural & Organic Products, the Healthista roadshow will move on to the Mind Body Spirit wellbeing festival at London’s Olympia and other consumer shows. “It’s a great product, and when combined with the support programme, will make a huge difference in the lives of retailers’ customers,” said Soo.
CONTACT Wholesalers: Tree of Life, CLF or The Health Store Visit the Tree of Life stand (J30) at Natural & Organic Products Europe
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WHAT WOMEN WANT
New Lean Proteins and Nutrient Powders are supported by a full programme including recipes, fitness advice and exercise app.
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wo new product ranges born out of a leading lifestyle website take a bow this Spring. Healthista, dedicated to making it easier for anyone to lead a healthy lifestyle, launch Lean Energy Diet Protein Powders and Botanical Nutrient Powders at Natural & Organic Products Europe. Both have been created by nutritionist Rick Hay, a lecturer in weight management at The College of Naturopathic Medicine. Hay formulated the proteins not only for great taste but also with ingredients such as konjac root and inulin to help people feel fuller for longer, and powerful fat-burning boosters matcha green tea and L-carnitine. The formulations contain only natural flavourings, are sweetened with stevia and provide all the vitamins and minerals for men and women embarking on their weight loss journey. But there’s far more to Healthista than a new product launch. Founder Anna Magee, former health features editor of The Daily Telegraph and a leading health journalist, believes people need more than one product to change their lifestyles. Hence, Healthista has delivered a complete programme of weight loss resources that will support retail sales as well as offering full support to the customer. The programme includes a new High Intensity Interval Training (HIIT) App called Fit Hit plus a free e-book full of recipes, workouts and an 11-step programme based on evidencebased weight loss science. Customers are encouraged to replace one a meal a day with a Lean Energy smoothie made with one of the protein powders, cook the easy low-fat lunch and dinner recipes from the e-book, and to do a small amount of Fit Hit training in order shift the pounds.
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THE PRODUCTS HEALTHISTA LEAN ENERGY DIET PROTEIN POWDERS Inulin to help reduce visceral fat Matcha Green tea and Carnitine for fat burning Glutamine to assist with muscle recovery Konjac Root to promote satiety Added digestive support with digestive enzymes, prebiotics and probiotics Lean Vegan Diet Protein with Vegan Pea, Rice, Hemp and Sunflower Seed Proteins Lean Whey Diet Protein with Whey Protein Concentrate/Whey Protein Isolate and Sunflower Seed Protein HEALTHISTA LEAN ENERGY BOTANICAL NUTRIENT POWDERS Glow Food for skin Flaxseed to provide essential fatty acids/Omega-3s Vitamin C-rich Macqui and Lucuma Red Berry blend Grape Seed Extract containing 95% proanthocyanidins 90% polyphenols Pomegranate powder
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Night Food for relaxation Calming Botanicals - Chamomile and Lemon Balm Cinnamon to help balance blood sugar levels Ginger to soothe the nervous and digestive systems Relaxing L Theanine Soothing Licorice Body Food for metabolism Formulated to help increase metabolism and promote improved circulation Yerba Mate, green coffee bean and Maca extract help with energy production, with bioperine helping to promote thermogenisis EGCG-rich Matcha Green Tea Beetroot and Cherry to boost nitric oxide Yerba Mate and Maca energy boosters Vitamin C-rich Baobab Cocomineral coconut water
CONTACT Talk to Tree of Life, CLF or The Health Store Visit the Tree of Life stand (J30) at Natural & Organic Products Europe and ask about great margin and the full retailer support programme.
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A trusted partner Health food stores are integral to their local communities and partnering with Lifeplan ensures a wealth of supplier support
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ifeplan’s vast VMS knowledge and professional support offers the best customer care for long-term health solutions. Founded as a family business in 1983 in rural Leicestershire, Lifeplan has grown and developed by perceptively understanding and adapting to significant market trends and changes. These include the introduction of stringent EU legislation and more informed consumers, largely due to the Internet. The company now produces over 240 lines at its pharmaceutically licensed premises and exports to 35 countries. As a trusted partner to UK health stores for more than 30 years, with an unchallenged reputation for manufacturing their own brands of well-researched vitamins and mineral supplements based on nutritionally sound formulae, Lifeplan’s credentials undoubtedly confirm the company as a credible and worthy partner and has also led to International success of the brand, retailed by pharmacies as well as health stores. Members of the Royal Society of Medicine Accreditation with the Medicines and Healthcare products Regulatory Agency (MHRA) GMP (Good Manufacturing Practice) certified Prominent member of the Health Food Manufacturers’ Association (HFMA) A portfolio of products with Vegetarian, Vegan and Kosher accreditation. Lifeplan’s research and development team includes two nutritional biochemists, using their expertise to formulate products based on scientific rationale to offer people a wide choice of natural solutions to support their health and wellbeing. These are products that are self-explanatory and address the genuine health issues that face all
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Local MP Alberto Costa visiting Lifeplan with (L-R) Technical Director Jamie Christie, Founder Mike Jackson, CEO & Chairman Melvyn Sadofsky, Alberto Costa, Marketing Director Jane Da Costa and Financial Director Jackie Robinson.
The company now produces over 240 lines and exports to 35 countries
generations in the 21st century, such as heart health, diabetes, weight management, joint and bone care, energy and fatigue. Health stores can also directly benefit from Lifeplan’s ‘hands on’ reputation for offering product advice and support to give them legitimate solutions and recommendation for customers for improving their long term health. Lifeplan calls this “being wellthy” and this service is provided through the company’s nutritional advice line. NUTRITIONAL EXPERTISE Nutritionist Julie Lamble, with BSc Hons in Nutritional Biochemistry and the company’s technical team have an enviable knowledge of natural health and wellbeing. Julie joined Lifeplan from university after studying Nutritional Biochemistry and has developed in her role as Nutrition and Technical Manager and is now responsible for all aspects of nutritional science at Lifeplan. Her knowledge of the subject is second to none. She is also integral to the product development team.
Founder Mike Jackson
RETAIL SUPPORT The Lifeplan team is known in the health food trade for being ‘hands-on’ and always available to offer product advice and personal service. “Retailers want to know that products are GM free and contain carefully and ethically-sourced natural ingredients, and feel confident that our staff have the credentials and innovation to partner them to become more integral to the health and wellbeing of their customers,” says Julie. The company has representatives visiting independent health stores to offer this wealth of knowledge and support for all aspects of in-store sales and an exciting national marketing campaign to support retailers with consumer product awareness.
Julie Lamble
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CONTACT Phone: 01455 556281 Email: nutrition@lifeplan.co.uk www.lifeplan.co.uk
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NEED TO KNOW
Bee aware! The fuss about Manuka honey
I
t may not sound like earthshattering news, but a press release headlined “Scientific Breakthrough Identifies Genuine Manuka Honey” made headlines in most national newspapers in February. It was put out by the Unique Manuka Factor Honey Association (UMFHA), infuriated that nearly six times the amount of “Manuka” is sold than is actually produced in New Zealand. Genuine Manuka honey can only bear the UMF quality mark once it has been tested by a designated laboratory and has the required natural chemical markers to confirm it is authentic, unadulterated Manuka honey from New Zealand, says the press release. But Les Williams, Director of UMF importer Lescaro Health, said such press releases were unlikely to enthuse independent retailers or consumers “until the New Zealand Manuka producing industry recognises that the reason sales of the genuine article have diminished is essentially down to escalating retail price points”. He added: “Many consumers have become alienated from the genuine product because the labelling now in the marketplace merely confuses them.” WILL THE REAL MANUKA PLEASE STAND UP? So what is genuine Manuka honey? It comes exclusively from the nectar of the flower of the Manuka bush (Leptospermum scoparium). The bush is native to New Zealand and has long been known for its unique properties. Australian grown Jelly Bush (Leptospermum polygalifolium) and Tea Tree honey is often being sold incorrectly labelled as Manuka, potentially misleading consumers when it comes to identifying the genuine product. Manuka honey can only bear the UMF quality mark once it has been tested by a designated laboratory and has the required natural chemical markers to confirm it is authentic and unadulterated. UNDER THE MICROSCOPE Five years of scientific research by UK-based Fera Science and other international research
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PRICEWATCH £80.99
Steens UMF 24+ Raw Manuka Honey 250g
£45.50
Cammells UMF 15+ Pure Manuka Honey 500g
£25.99 Holland & Barrett Real Honey Company TA 15+ 250g
£8.20
Nelson Manuka Honey ‘30+’ (Amazon – no mark) 250g Prices taken from the Internet and correct at the time of going to press
contributors showed that more than 200 signature compounds in combination are unique to authentic Manuka honey. Of these, a shortlist of compounds was identified that can be used to determine whether the honey is genuine Manuka. At the top of that list is Leptosperin (LS), but a number of others were also confirmed including Dihydroxyacetone (DHA) and Methylglyoxal (MG) that have been in use to support the UMF quality mark for some time. Leptosperin is stable over time, and is a ‘very complex’ compound meaning it is hard to synthetically manufacture and therefore only present in genuine Manuka honey. The UMF quality mark can only be applied to genuine Manuka honey meeting the UMFHA specification for these signature compounds. ARE THERE ALTERNATIVES? The high price of Manuka, whether genuine or not, means that consumers will understandably look for alternatives. One such is
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Active Chilean Rainforest Honey, derived from the nectar of the Quillay, Tineo and Ulmo trees, native to the Valdivian rainforest of southern Chile. Local Chilean tribes have used it to treat wounds and common skin ailments for centuries. It is naturally acidic, high in antioxidants and releases a small amount of hydrogen peroxide that has been shown to fight the three types of bacteria that commonly infect wounds, including MRSA. It’s also big in the US as a somewhat sticky anti-ageing face mask!
Join the debate What’s your view of the Manuka honey label war? What do you think of Manuka prices? How supportive is your supplier? Email the editor with your views, Alistair@jfnproductions. co.uk or post on Facebook (@ BetterRetailingMagazine) or Twitter (@BetterRetailMag).
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FROM THE TOP
EMPHASISE THE DIFFERENCE! Inspiration and Direction for Retailers
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ow will the natural bodycare market develop in 2017 and beyond? There is no point in manufacturers formulating products that no one can afford. I therefore believe that there has to be a balance between creating a product with integrity at a price point at which people are prepared to spend, and which gives them the confidence to repurchase. I really think that retailers should offer products and brands to consumers that they feel deliver this against a sensible price point. The changing retail environment in the UK, particularly due to Brexit, will bring some harsh realities including, sadly, increasing high street prices. But it is my firm belief that once consumers are part of the ‘natural world family’, they will strive to remain part of that family. Most of us will trade with ourselves – for example, buying a bar of chocolate after buying healthy smoothies – but I believe most people are prepared to make small savings in other areas to ensure that they use only the most natural bodycare products from companies most committed to building a better world for everyone. I would really like to think that the peak days of consumerism and cheap bodycare products that are damaging ourselves and the environment have passed.
By Michael Bronner, President of Dr. Bronner’s
So many mainstream brands ‘talk the talk’ but do not ‘walk the walk’, and I believe that most consumers will see through the paper-thin promises that some of the more transparent brands and companies make, and will select natural bodycare from companies that really do commit to a better product and a better world.
COMPETING WITH SUPERMARKETS The education of consumers is key to success and helps drive sales. It also maintains consumer confidence and integrity in a brand, particularly within the natural channel. Really caring for the environment, and the people within the product chain, through readily demonstrable activities and ethics will ensure that the benefits of natural products are fully understood by the end user. This will maintain sales for retailers even against the discount chains which are growing in the UK.
GENUINE FREE-FROM Many Free-From products in the mainstream grocery market may take certain ingredients out of their products as a token gesture to ‘green credentials’, but will often leave equally damaging ingredients within them. This is particularly true of plastic microbeads which until recently have not received the bad
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press they deserve, but thankfully are now coming into focus. The reality is that once a consumer has an interest in what bodycare really means to them, they will start to look at the ingredients list of the products, work out which bad ingredients are included and try to find alternatives. It is up to the manufacturers of natural bodycare to provide products to the market that do not contain any ingredients harmful to the environment, or indeed to animals and humans, and then for both manufacturers and retailers to educate consumers on the real differences. Sadly legislation in all countries will often allow bodycare products to contain ingredients that consumers should really not put on their skin, but that are still legal and perceived as green – a really frightening thought! Without everyone working together to ensure our customers are aware of these ingredients and why they are so bad, it is impossible for them to make the right choices. Product labelling is also of key importance. For example, we have the “no animal testing”, “Fair Trade” and “vegan” certified labelling across all packaging and these make a huge difference to the consumer. In today’s increasingly environmentally-conscious world, being organic and eco-friendly has never been in such demand. Ensuring that your products convey the labels and messages that your brand stands for is a sure way to stand out from the crowd. Michael Bronner is President of Dr. Bronner’s, the top-selling brand of natural soaps in North America and producer of other organic bodycare and food products. He is a grandson of company founder Emanuel Bronner, and a fifthgeneration soap maker. Under the leadership of Michael and his brother David, the brand has grown from $4m in 1998 to over $100m today.
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Planning Ahead
THE MAIN EVENT
ExCeL, London, hosts Europe’s biggest natural and organic trade event on April 2-3.
I
t’s looking good for a bumper Natural & Organic Products Europe 2017. According to the latest research by Mintel, the market for vitamins and supplements is in good health. In the UK alone, nearly half of British adults are daily vitamin and mineral users (46% in 2016, compared to 41% in 2015), while as many as 65% had taken some form of vitamins or supplement either daily or occasionally in the last year. And it’s not just multivitamins that are proving popular with consumers, although they are still the top seller. Increasing health awareness across all ages is fuelling demand for more targeted health solutions and products that are designed to proactively support their nutritional wellbeing and complement their active lifestyles. This demand has boosted UK sales of vitamins and dietary supplements up to £879.3m in 2015, according to Euromonitor International’s latest data1. Solgar, Viridian Nutrition, BioCare, A.Vogel, Higher Nature, Terranova, and Salus UK are among the big name supplements brands preparing to exhibit at the biggest European event for natural and organic products, attracting natural health retailers and distributors from around the world. Retailers that can be quick to adapt to the latest innovations and research have much to gain. Key trends to look out for include products and services aimed at the over 80s, and brands that understand the needs of the ‘woman in the middle’ – the woman caring for their children and their elderly parents, according to Cheryl Thallon, MD of Viridian Nutrition. Based on a strong performance in 2016, organic, gluten-free, and vegan will continue to enjoy further market expansion, while natural plant-based ingredients – echoing consumer preferences in other categories, like food, beauty and household – are also expected to
feature prominently in new product formulations for 2017. “Consumers are increasingly aware of needing to read the labels of their supplement jars, as much as they read the labels of their food,” comments Henrietta Norton, cofounder of Wild Nutrition. “This increased awareness is driving a growing attraction to more naturally derived products. Education is the pivotal piece in all of this, helping the consumer to navigate and understand the natural health market, so that they can make informed and individual decisions to support their health.” The show’s 700+ strong exhibitor list includes PhD Nutrition, Bee Health, G & G Vitamins, New Nordic, The Natural Health Practice, Wiley's Finest, Comvita UK, Abundance and Health, Optibac, BetterYou, Pharma Nord UK, Floradix, Renew Life UK, Natures Aid, Quest Vitamins, Natures’ Plus UK, Pukka Herbs, Protexin (BioKult and Lepicol), Nutristrength, Wild Nutrition, Natures Well Labs, Motion Nutrition, Purition, Chris James Mind Body, ImproveMe, Just For Tummies, Soria Natural, Vitae Natural Nutrition, Nutrisan, and Althae Nutrition.
Dr Rupy Aujla from The Doctor's Kitchen, will present his magic in the Natural Food Kitchen
AT THE PODIUM Retailers looking to back up these new product innovations with the latest research and advice for their customers should head to the show’s Natural Products Talks Theatre. Some of the latest additions to the line-up include Patrick Holford; Dr Marilyn Glenville; Chris Newbold, head of clinical nutrition/technical advisor at BioCare; Graham Botfield, founder of Living Nutrition; Sebastian Pole, co founder of Pukka Herbs; Lisa Bronner from Dr Bronner’s Magic Soaps; Ella Woodward, founder of the popular blog ‘Deliciously Ella’; and nutritionist Shona Wilkinson, discussing the latest trends from the USA. Jim Manson, editor of Natural Products News, hosts a series of lively panel debates, including an exclusive ‘Brexit Question Time’,
FREE TRADE REGISTRATION Direct link for free trade registration: https://registration.n200.com/survey/2y7wdujwsr0sr?actioncode=NPR22
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Show opening hours Sun 2nd April 9.30-18:00 Mon 3rd April 9.30-17.00
discussing the implications of Brexit for natural products businesses. He’ll be joined by the HFMA’s executive director Graham Keen, Patrick Ahern, director general of EHPM (European Federation of Health Products Manufacturers Associations), and Robert Verkerk, executive & scientific director, Alliance for Natural Health International. Meanwhile, over in the Natural Food Kitchen, the first GP chef to present at N&OPE is Dr Rupy Aujla from The Doctor's Kitchen, who will emphasise the physiology of healthy food choices.
2-3 April 2017 ExCeL | London
essential health store event THE
With over 700 exhibitors and thousands of brands all under one roof, discover the very latest in natural & organic health and wellbeing products from across the globe.
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If you only attend one trade show a year, it has to be Natural & Organic Products Europe.�
ELIXIR HEALTH FOODS
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at www.naturalproducts.co.uk and quote priority code NPG222
Planning Ahead
DATES, IDEAS, CAMPAIGNS & REMINDERS NEW GROWTH FOR ORGANIC FARMING?
A BUZZ AT PLANET ORGANIC Planet Organic stores have teamed up with Unbeelievable Health and Toca Organic Honey to give away a £1,000 trip for two to Galicia in Spain, where Toca is based. The promotion is supported by posters, newsletters and social media shout outs and will include a tour of Santiago and a boat trip on the Sil river and includes flights, hotel, car, meal allowance plus Unbeelievable Health supplements and Toca honey. Unbeelievable’s Sarah Orecchia has recently hooked up with other brands such as Nectar & Bumble, fitness fashion brand Asquith and Just Bee Drinks. She is interested in hearing from stores that want to do similar promotions with a strong social media emphasis. www.unbeelievablehealth. co.uk
BOOM TIME FOR ORGANICS Following last year’s success, the Soil Association has opened the BOOM Awards 2017 (Best Of Organic Market) for entries. The BOOMs will make some noise about organic and celebrate the very best in organic products, stores, box schemes and places to eat. Cook, food writer and author Rosie Birkett is this year’s celebrity ambassador. The awards are now open (Monday 6 February 2017). All organic food and drink businesses are encouraged to enter and the public can also nominate their organic heroes. Judging is in May and the results announced in July. www.soilassociation.org/organic -living/the-boom-awards-2017
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Organic farming in the UK remains buoyant and there are new opportunities for farmers, the Soil Association says in its Marketing Report. It reports an increase in applications for certification from processors and producers, with the number of farmers applying for Soil Association Certification in 2016 up 13.5%.
KALLO AND CLIPPER GO OUTDOORS Kallo, the natural and organic food brand owned by Wessanen UK, is using a combined mobile advertising and office sampling drive to further establish itself in the snacking-on-the-go category. The joint campaign looks to raise awareness of Kallo’s low-calorie, natural snack range. Targeting approximately 400,000 commuters across London, Kallo’s mobile advert will be triggered when consumers are in close range of convenience stores in and around the major rail stations that stock Kallo snacking lines. Using GPS tracking, 3G/4G and train line and station wi-fi signals, the campaign will enable Kallo to detect the location of commuters and target those with a keen interest in healthy eating. Kallo is also taking 50,000 of its chocolate portion packs to offices across the capital. Clipper, another brand owned by Wessanen, has dedicated record spend to an outdoor advertising campaign that celebrates its black tea range. Clipper is the fastest-growing everyday tea brand – growing value sales over the last 12 months by 11% and outperforming the category. The ‘Flavour that Sings’ advert features a threedimensional collage of charming hand-crafted paper objects made by Dutch artist Noa Verhofstad, displayed in a kaleidoscopic effect to represent the burst of flavour found in each cup. The adverts run until Spring across London Underground stations and on-street locations.
HAPPY ANNIVERSARY Solgar celebrates its 70th anniversary this year, while 50 years ago brothers Craig and Gregory Sams launched Whole Earth, now owned by Wessanen. NATRUE, the standard for certified natural and organic cosmetics, marks its 10th anniversary with a joint stand of NATRUE certified brands in the Natural Beauty & Spa area at Natural & Organic Products Europe (ExCeL, April 2-3). More than 4,700 products are currently certified covering 200 cosmetic brands.
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BALANCING BEAUTY WITH ETHICS
Science communicator Professor Alice Roberts is working with organic beauty brand Green People to celebrate their 20th anniversary. As brand ambassador, Alice will be collaborating with the company throughout 2017 providing expert advice on communication, and supporting its campaign ‘Change the World in 20 Ways’, which will give 20 individuals the chance to make their ideas for creating a difference become reality. “I’m really keen to work with Green People to look at how language can be used in a positive way to tackle misconceptions about chemicals and the chemistry of everyday life,” says Alice. Green People donates 10% of profits to charity each year. www.greenpeople.co.uk.
Planning Ahead
NEWS IN BRIEF Free From in Barcelona Free From Food/Functional Food Expo returns to Barcelona, Spain on June 8 & 9 when more than 3,000 buyers and professionals from retail, food service and the major multiples are expected. They will be able to source the latest products from more than 250 exhibitors and attend seminars by 50 specialist key speakers. www.freefromfoodexpo.com
DIARY DATES MARCH 27 World Autism Awareness Week begins. www.autism.org.uk 28 New 12-sided £1 coin introduced. www.thenewpoundcoin.com 31 Search and Information IndustryAssociation (SIINDA) Retail Day on marketing at Hilton Bankside, central London. www.siinda.com
APRIL 1-30 IBS Awareness Month www.aboutibs.org 1-30 Stress Awareness Month. www.stressawarenessmonth.com 2-3 Natural & Organic Products Europe, ExCeL London. www.naturalproducts.co.uk 8-9 VeggieWorld London, Kensington Town Hall. Veggieworld.de/en 10-16 World Homeopathy Awareness Week www.homeopathy-ecch.org 22 International Mother Earth Day. www.un.org/en/events/motherearthday
TISSERAND RAISES THE BAR Tisserand Aromatherapy is supporting 15-year-old gymnast and rising star Sophie Scott as part of a new initiative to back grass root sports. Sophie has represented her country as part of the GB Junior Team in international events and has been selected to be part of the GB Senior Squad in 2017. Tisserand will provide financial and wellbeing support through its products and expert team to assist Sophie. www.tisserand.com
5 TRENDS FOR 2017 The Independents United 2017 Food and Beverage Trends report (www. iu-hq.com) anticipates these likely developments: Chickpeas to replace potato crisps. Brands like Hippeas are stealing market share from classic crisps. The end of traditional carbs? Last year Cauli-rice, rice made from cauliflower, raised £1m in crowdfunding. Liquid breakfasts. Shoppers’ busy lives draw them away from breakfast at the table. Year of the coconut. Demand for coconuts has soared by 500% in a decade. Waste to become mainstream. The food sector is more determined than ever to reduce waste.
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MAY Fashion pampering Weleda was supporting London Fashion Week’s Model Zone for the tenth year running in February. The organic skincare company also supports women’s and men’s fashion events in January, June and September with relaxing retreats offering nutritional advice and pampering. Down Boy! Seen on a trade-only social media site: “Can anyone recommend something for suppressing male libido? I do get some strange requests!” If you think you can contribute, join the All New Natural Products Employees Group on Facebook. Greenwashed cosmetics Natural and organic cosmetics will see continued healthy growth in 2017, according to organicmonitor.com, but the research company warns that “greenwashing” by mainstream brands will remain a major industry issue. Many of these brands are opting for certification to legitimise their natural and organic marketing claims while playing down unwanted ingredients.
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1-31 Make May Purple (Action on Stroke) www.stroke.org.uk 6-14 Real Bread Week. realbreadcampaign.org 8-14 Coeliac Disease Awareness Week. www.coeliac.org.uk 8-14 Mental Health Awareness Week. www.mentalhealth.org.uk 8-9 Retail Design Expo, London Olympia. retaildesignexpo.com 13 World Fairtrade Day. http://wfto.com 14-21 Dementia Awareness Week. www.alzheimers.org.uk 15-21 National Vegetarian Week. www.nationalvegetarianweek.org 20-21 VegfestUK, Bristol Amphitheatre. www.bristol.vegfest.co.uk 28 World Hunger Day. www.worldhungerday.org 29 World Digestive Health Day. www.worldgastroenterology.org
JUNE 1-2 Sustainable Foods Summit, Amsterdam. sustainablefoodssummit.com 5-11 Aromatherapy Awareness Week. www.ifaroma.org 8-9 Free From Functional Food Expo, Barcelona. www.freefromfoodexpo.com 12-18 Men’s Health Week. www.menshealthforum.org.uk 12-18 Diabetes Awareness Week. www.diabetes.org.uk
JULY 7-9 Allergy & Free From Show, London Olympia. allergyshow.co.uk
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