Issuu

NEWS, AWARDS, INSIGHTS, INTERVIEWS, NEW PRODUCTS, PROMOTIONS AND MUCH MORE…

News

T DON’ … MISS

New year sales opportunities fills the gaps Pet appeal Healthy profits

Vol 34 Issue 1 January – February 2021

TIME TO STOCK UP! It’s High in Potassium, Electrolytes and has your Daily Dose of Vitamin C in every bottle

Contents

In this issue...

5 New year sales opportunities

We catch up with Jag and

Vita Coco Pure Coconut Water is the number 3 best-selling single serve Juice in the market!

A range of new products to grab customer attention and grow your sales

9 Working together – our Londis Retail Forum

67 Viewpoint: ACS Our regular article by James Lowman, ACS Chief Executive

Contact details for all our members

11 New year, new social media plan

70 New stores We extend a Londis welcome to our new retailers

Top tips and ideas to help you engage with your customers online

Hema Brar of Culverhay Stores

71 Londis birthdays

13 Your Londis

Warm birthday wishes to all those celebrating their time with us

Bringing you all the latest news from across the business

17 GroceryAid Details of how you can access personal guidance and emotional, practical and ﬁnancial support

19 Added Value Services and Central Billing

Coconut Water has No Fat and has up to 66% less sugar than Juices & Smoothies

62 Top new products

Stewart Fenn explains how there’s lots going on to keep your tills ringing!

Community spirit

Our regular updates covering all your service needs

29 Taking care of your customers Vitamins and OTC medicines are in high demand

33 Creating something special Shaji Mathew of Londis Eastbourne pulled out all the stops with his recent redevelopment

59 Snacks on track Look out for the relaunched meat snacking range from Discover the Choice

43 39

5th Biggest Take Home Juice SKU

fills the gaps The launch of more Jack’s lines that will boost both your sales and proﬁts

Accessing more sales The investment at Visvanathan Yoganathan’s Horton Heath

Project

forecourt store is paying off big time

a n i t Ge h c u o T

IT and Customer Services

48 Pet appeal Learn about our mission & meet our farmers at vitacoco.com/uk/vita-coco-project

CONTENTS

GETTING HEALTHY IN JANUARY?

Our furry friends are big business, with 37% of UK households owning a pet

52 Meet the buyer We hear from Kiran Sarkaria, BRP Buyer for Crisps and snacks

55 Healthy profits UK consumers are on a healthy snacking mission – so make sure you don’t miss out!

Opening hours (Monday to Friday): For customer services: 6am–9pm For IT: 7am–9pm

Email: For customer services: londis.claims@bookerretail.co.uk or enquiries@londis.co.uk

Helpdesk: 0800 298 0758 Londis News team:

Email: mediaenquiries@booker.co.uk

Mega sales

WELCOME

Be prepared for Winter

Welcome to our January–February issue of Londis News!

opportunities

• Comprehensive Range of Coal, Smokeless Coal & Log • Robust, Attractive, Branded Packaging • Nationwide Delivery

Stocks Available

NOW!

Happy new year to you all! I trust you are as excited as I am about the opportunities coming up over the next 12 months. With Valentine’s Day just around the corner, look out for our

Don’t forget to use your social media to shout about the deals

deals on Discover the Choice steak and Gü puddings, alongside

and drive footfall to your store – it’s free and can really make a

another great promo on the i heart wine range at just £5 – the

big difference.

perfect combination for a romantic night in. Our Pancake Day deals include Nutella and Lotus Biscoff spread, both boasting a healthy 20% POR. Looking ahead to NP12, we’ve got fantastic Mega Deals on a Walkers Snack Box of 36 packs for just £4, plus Nescafé Gold Blend 200g and Nescafé Original 300g on a better-than-halfprice deal – priced at £4.49, down from £8.99. Essentials are covered too, with a pack of nine Andrex toilet rolls at just £3.50. We have even more great Mega Deals coming up for NP13 too, with Grenade bars and drinks at two for £3 and a pack of 12 Heineken 330ml for just £8.50. We’ve also got Pepsi Max, 7 Up Free and Tango Orange 24 packs for £6.50 and Starbucks chilled drinks competitively priced at £1. As for NPD, our new Jack’s range continues to go from strength to strength. The line-up includes a great selection of meat,

Product Name

Size

Product Code

Product Name

Size

Product Code

Homefire Smokeless Fuel

10kg

M213193

Homefire Twizlers

300g

M245525

launch in the new year – so if you haven’t tried any of it yet, why

Traditional House Coal

10kg

M234591

Homefire Kiln Dried Logs

Dinky

M213202

not give it a go? Speak to your RDM for details.

Homefire Shimada Heat Logs

Logs

M264324

Homefire Supapak Kindling

Large Bag

M521620

Full Range of Winter Fuels Available

Approximate weight

poultry, ﬁsh and bakery products. More Jack’s lines are set to

Our Everyday Low Price wines continue to be popular for every occasion. Make sure you stock up, so your customers don’t miss out. With a great POR for retailers too, everyone is a winner.

See you in-store!

Stewart Fenn Londis Brand Director

BOOST YOUR PROFITS THE ITALIA WAY

DALLA TERR · CON IL CUORE · CON PASSIONE FROM THE LAND · FROM THE HEART · WITH PASSION

PRODUCT

CODE

ITALIA PG ROSÉ

210129

ITALIA MONTEPULCIANO

207123

ITALIA PINOT GRIGIO

207114

www.italiawines.co.uk

No.1 SELLING RTD IN THE

IMPULSE CHANNEL

s i d n o L the m u r o F l Retai

NATALIE LIGHTFOOT

Londis, Lanarkshire, Glasgow Tel: 0141 7710490 Mobile: 07915 059101 Email: londis.solo@hotmail.com

LONDIS RETAIL FORUM

r... e h t e g o t g in k r Wo

JAMIE WOOD

St. Michael’s Services, Dumfries Tel: 01387 254304 Mobile: 07759 260621 Email: stmichaelsservicesltd@gmail.com

BEN SIMONS

TERRY CATON

Londis, Chesterﬁeld, Derbyshire

Tel: 01246 208565 Mobile: 07769 644853 Email: tcaton.londis@gmail.com

Londis, Lechlade, Gloucestershire Tel: 01367 252202 Mobile: 07901 711659 Email: ben@oxringltd.com

ROGER PERRY

Londis, East Riding, Yorkshire Tel: 01964 544200 Mobile: 07786 330164 Email: perryroger9@aol.com

ASHTON GARDNER

Gardner Garages, Cheltenham, Gloucestershire Mobile: 07826 857797 Email: ashton@gardnergarages.co.uk

SARAH COPE

Londis, Lynton, Devon Tel: 01598 753326 Mobile: 07808 831379 Email: scope71@hotmail.co.uk

ALPESH PATEL Londis, London N4

Tel: 020 8340 1919 Mobile: 07939 944557 Email: alpeshspatel@hotmail.com

ARJAN MEHR

Londis, Bracknell, Berkshire Tel: 01344 425565 Mobile: 07710 567008 Email: arjanmehr@aol.com

STEVE BASSETT

Londis, Weymouth, Dorset

Mobile: 07875 286657 Email: steedthrust@googlemail.com

Supporting the Londis retail family!

RAMESH SHINGADIA

Londis, Caterways, West Sussex Tel: 01403 265949 Mobile: 07885 625376 Email: rameshshingadia@aol.com

We are always happy to hear from you, so please give us a call or send us a message on our contact details above…

new social media plan

The best of your recent posts...

SOCIAL MEDIA

New year, If you don’t already use social media to promote your store and engage with customers, why not make it your new year’s resolution for 2021? January and February can be quieter times of the year in-store, which means it’s more important than ever to do everything you can to increase footfall. More people take part in Veganuary

Chinese New Year on 12 February is

every year following the excesses of

another great excuse for some family

Christmas and New Year celebrations.

entertainment within social bubbles.

Let them know you’ve got everything

Use your social media to share pictures

they need to go vegan for the month,

of your displays and ideas so your

with plenty of product photos and even

customers can prepare an exotic

meal ideas on Facebook and Instagram.

Chinese meal.

We’ve all missed getting together with family and friends of late, so lots of people are looking for a way to celebrate safely in their own households, whatever the occasion! Use your social media to let customers know you’ve got all the ingredients for a celebratory Valentine’s night in – from wine to flowers, chocolates and cards.

Remember

Post your best January moneysaving deals frequently Keep sharing trending topics like Veganuary and your related products throughout the month Showcase your displays and products in the run-up to Valentine’s Day

HAVE YOUR SAY… Variant Code M211093 M226587 M252929 M211296 M211106 M255903

Variant Description Gu Choc Melting Puds 2pk Gu Choc/Vanilla Cheesecake Gu Chocolate Brownie Gu Guzillionaires Gu Lemon Cheesecake Gu Salted Caramel Cheesecake

We use Facebook and Instagram for promotions and new lines. They both work well, but Instagram is especially good for bringing people into the store. It appeals to a younger audience, and for something like the trendy spirits, we get more response on Instagram than we do on Facebook. If you’re not currently using social media, give it a go! Make sure to keep it updated regularly, otherwise people tend to lose interest. John Dutton Lydiate Londis, Liverpool

Search: Londis Lydiate

instagram.com/londislydiate

Find us on

GROW YOUR SALES WITH THE NUMBER 1 PREMIUM GIN BRAND IN CONVENIENCE * Bombay Sapphire

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@myLondis

Raaj Chandarana of Tara’s Londis in High Wycombe was one of many local businesspeople across England who stepped up to feed children during October half term.

YOUR LONDIS

Stories from around the Londis Family...

Retailer steps up to #EndChildFoodPoverty In a video on Twitter, Raaj said that the store would give a free lunch to any child accompanied by an adult during the week. He made it clear that there would be no purchase necessary, no strings attached and no judgement. Raaj said he understands that some families feel ashamed about asking for help – if this is the case, he said they wouldn’t need to go into the store. He suggested that they just drop him a message and a volunteer would deliver the meal to the child’s home. Raaj received a retweet from England and Manchester United footballer Marcus Rashford, who was awarded an MBE for his work to end child food poverty. In the tweet, Marcus said: ‘Raaj, you’re incredible thank you’. We have to agree with him.

Children say ‘thank you’ As part of their harvest celebrations, pupils at Bridge & Patrixbourne CEP School in Canterbury thought about businesses which had helped their community since the start of the Covid-19 pandemic. Year 2 children wrote letters to Ranjit Dhaliwal of Bridgeway Stores to say ‘thank you’.

@myLondis @LondisRetail

Maya wrote:

‘You delivered food to those who couldn’t get out so they could have food. I think you are amazing.’ Eleanor wrote:

@myLondis

‘Thank you for keeping us safe. Thank you for giving the children hotdogs for free.’ Eva wrote:

‘You took a risk but all the safety systems kept us safe when we shopped with you. Thank you for your kindness and generosity.’

See your sales fly with...

Retailer stunned by generous gift

Congratulations to Terry Caton and the team at Londis

for struggling customers

Chesterfield in Derbyshire for their nomination from NFRN for

Manoj and Rajan Bhardwaj of Londis Parkhouse in Glasgow

the Shop Local Shop Little Heroes Awards.

were amazed by the generosity of a mystery customer who donated £100 towards people’s gas and electricity bills. The

The award scheme was created to recognise selfless retailers

woman in her 70s, who didn’t wish to be named, handed over

who went above and beyond for their customers and local

the money to help people pay for their energy top-ups.

YOUR LONDIS

Shop Local congratulations

communities during the first wave of Covid-19. The brothers were so moved by the woman’s generosity that Stuart Reddish, NFRN national president, said: “These awards

they added a further £200 into the fund to support elderly

are a fantastic way to recognise the truly inspirational heroes

people and those who are struggling to pay their bills. The

of Covid-19. Many retailers have completely ignored the

extra cash means that if someone who is struggling to pay

potential risks to their own health to continue to provide for

their bills asks for a £10 top-up, the store will make it £20

their customers and local communities.”

instead. The lady said she would be back to make further donations and Manoj said he would also consider making another donation later in the winter.

Terry was presented with a certiﬁcate from NFRN for the store’s work during the pandemic. He said:

It is great recognition for the team and our army of volunteers who supported those needing help in our community during Covid-19.

Terry and Toni Caton

My brother Rajan and I were humbled by this woman’s generosity and felt it was time we gave something back to the community. Manoj Bhardwaj

Milkshake sales are f’real *Source: IRI, 52 w/e 09.08.2020

Unsure whether to take the plunge and try a new concept? Here Sivarajah Senthuran, (aka Senthuran), of Londis West End in Southampton tells us how he took a chance on f’real milkshakes. My RDM Paul Atwal first told me about the f’real milkshake concept about 12 months ago, but at that time I wasn’t ready for any changes in my store. During the first lockdown, I realised I needed to introduce something new, so I asked Paul to set up my application and installation of the f’real machine. We had the machine installed in the last week of October and in the first seven days we sold 209 drinks at an RRP of £2.99. I was so pleased, and the fact that I can purchase the stock direct from Londis is an added bonus – with my Spend & Save, the machine gives even greater margins and my customers are loving the product.

PRODUCT

CODE

PRODUCT

CODE

Secretary Bird Shiraz

211627

Secretary Bird Sauvignon Blanc

207747

Secretary Bird Chenin Blanc

236196

Secretary Bird Cinsault Rosé

211329

Even though the weather has become colder, my sales are still very strong,

Secretary Bird Merlot

207745

Secretary Bird Chardonnay

211628

with an average of 120-150 drinks per week. As a result, I am now going to introduce a Rollover Hot Dog unit as, working alongside Paul, I want to really focus on food-to-go moving forward. My advice to retailers is not to worry

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about the season when introducing something new. If the concept is good and you are proactive in promoting the product, it will sell all year round. Work together with your RDMs as they recognise the trends – it’s important to always keep an open mind about trying something new.

Retailer opinions We are always interested to hear your opinions. For our next edition we would love to know whether you have tried the new Jack’s range. What did you think of it? Email your views to: yourlondisnews@gmail.com We will include some of your thoughts in the next edition of Londis News.

You employees. Youcan can access access our our You can access our

free You access our freeconfidential confidential You can canfree access our confidential Helpline free confidential Helpline 24/7 24/7 for for free Helpline confidential 24/7 for personal guidance and Helpline 24/7 for personal guidance and Helpline 24/7 for personal guidance and personal and emotional, emotional, practical personal guidance guidance andpractical emotional, practical emotional, practical and andfinancial financial support. emotional, practicalsupport. and financial support. and financial support. and financial support.

WHEN YOU WHENYOU YOU WHEN YOU WHEN NEEDHELP, HELP, NEED HELP, NEED NEED HELP, WEARE AREHERE HERE WE ARE HERE WE ARE HERE Speak totousus onus ouron free Helpline Speak to ourconfidential free confidential Helpline Speak confidential Helpline Speak to us onon ourour freefree confidential Helpline

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GroceryAid Helpline: GroceryAid Helpline: GroceryAid Helpline: GroceryAid Helpline: GroceryAid Helpline: 08088 021 122 08088 08088 021021 122 122

08088 021 021122 122 08088 Visit: www.groceryaid.org.uk Visit: Visit: www.groceryaid.org.uk Visit:www.groceryaid.org.uk www.groceryaid.org.uk Visit: www.groceryaid.org.uk Follow us: Follow us: us: Follow

Followus: us: Follow

IfIfyou youwant want to to chat

If chat you to want chat If you youIfwant want to chattofeelings about about feelings about feelings about feelings aboutof feelings of stress, anxiety stress, anxiety of anxiety of stress, anxiety of stress, stress, anxiety ordepression depression or or or or or depression or or depression depression or areworried worried about about are are about are worried worried about about aredebt worried and financial financial debt and financial debt and debt debt and financial and financial problems, we offer offer problems, we problems, we problems, we offer offer problems, we offer free and freesupport support and free and free support support and and free support counselling anytime counselling anytime counselling anytime anytime counselling counselling anytime of of the the day. day. of the the day. day. of

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Uber speed Looking for a way to deliver food to customers quickly? Uber Eats is an app that connects your store with thousands of customers and delivers at uber speed.

M241485

Uber Eats service is easy to operate and the delivery is carried out extremely efficiently by the Uber drivers. Some of my shops have added around 5 to 10% in sales. Raman Sood Director, Sood Enterprises Ltd (operates eight Londis stores using Uber Eats)

ADDED VALUE SERVICES

Food at

Uber Eats is one of the UK’s most downloaded and fastestgrowing food delivery apps, with over 6,000,000 downloads*.

Not only does Uber Eats offer a quick and easy local delivery

It is available in over 120 towns and cities across the UK.

solution, it also gives customers the option to click and collect

Uber’s convenience and grocery segment saw orders increase

M241468

M241484

by 166% through lockdown – and you can be a part of that

If you sign up through Booker, Uber Eats is offering free

growth. It is easy and quick to sign up and get your store

activation (reduced from £500) and reduced commission fees.

online, with flexibility to customise the app for your own store. You will get a great starter range, including high-quality

M241469

M243229

M241492

M055075

A great range of convenient and versatile turkey and chicken cooked meats, perfect for all meal occasions. A big hit with busy mums , they’re super tasty & an ideal fridge staple, and at irresistible prices they’re sure to fly off the shelves.

M093998

Tasty, versatile and quick to serve!

You can easily track and manage your sales performance with

images, and will have access to Uber Eats’ custom promotions

your online dashboard.

to help build your customer base and grow sales.

* data from Apps Annie

from your store.

A world of customers now within your reach C O N TA C T YO U R R E G I O N A L M A N A G E R FOR I N FO ON HOW TO S IG N U P

OTL Discount Range Solutions supplies more than 1,000 lines to convenience and independent stores across the UK, providing ranges suitable for retailers wanting to offer a genuine discount option to their customers. OTL already works with many

range of clip strips and a £1 red

retailers across Londis and its other

box range.

retail brands, providing everyday and seasonal discount ranges,

It’s a big year for OTL, as it has

along with merchandising advice

recently updated its logo and visual

and support.

identity, which is being rolled out from January 2021. Keep an eye

OTL provides food and non-food

out for the new 2021 brochure

products across over 50 categories

outlining more details.

and has unrivalled discount range experience and expertise. With

To find out more about OTL,

mixed and single-category bay

contact the sales team on: 01977

solutions, OTL can also provide

522440 or email: sales@otltd.co.uk.

products that are delivered in SRP

Follow @otlproducts on Facebook

(shelf-ready packaging), a fantastic

and Instagram for regular updates.

We have worked closely with the OTL representative to develop a discount solution in our store. The products are of a good standard and the range lets us cover a wide variety of categories that offer all our customers great value. We have around 5m of bays dedicated to OTL’s distinctive £1 red boxes to create an eye-catching pound section in-store.

CENTRAL BILLING

New year, new look for OTL

Mr Kaushik and Mrs Hemali Agraval Londis Sheerwater, Woking

We’ve got a fresh new look! 2021 is an exciting time to be an OTL customer...

We’ve recently launched our 2021 catalogue, which includes over 50 product categories and fantastic new brands, plus full bay and clip strip solutions to help you to maximise profits. JO I

E CLEANIN TH G

BUZZ @

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e an_U

Brand new cleaning range!

Fantastic POR and an instagram favourite.

visit otltd.co.uk/brochures to download our new brochure today!

£1 Red SRP’s

Quick and eye-catching POS solution! Best sellers, plus build your own inc. pocket money toys, health and beauty, stationery and more!

01977 512244 telesales@otltd.co.uk

otltd.co.uk @otlproducts

CAN DO. ALSO CAN DO.

330ml M246685

Jag and Hema Brar and the team celebrating their recent NFRN award

Community spirit Award-winning retailers Jag and Hema Brar, of Culverhay Stores Londis in Wiltshire, have just extended their store for a second time and are reaping the rewards of increased footfall and basket spend. It is 12 years since Jag and Hema left

more fridge and freezer room. We’ve also

London to take on a vacant store in

incorporated a big range of fresh fruit and

the small town of Cricklade. Culverhay

veg and a kitchen, so people can smell

Stores is close to the town centre, in a

the fresh bread and hot food being made.

housing estate which is currently being

Increasing our fruit and veg range was

redeveloped.

well received by the whole of Cricklade.

With the support of Londis and the

“We’ve added more to our ‘Candy

community, Jag and Hema built up their

Corner’, so we’ve got a real offering of

sales and customer base from scratch.

sweet treats, and introduced Tango Ice

Having extended into storeroom space

Blast and f’real milkshakes.

ﬁve years ago, in August last year they

330ml

M246668

STOCK US TODAY!

RETAILER PROFILE

BIG CITRUS TASTE, NO ARTIFICIALS

Meeting local needs

closed for a week to undertake a Store

“It’s amazing how these changes have

of the Future reﬁt.

made it look like a brand-new shop.”

Hema said: “It is fantastic. We felt

Vince Brown, Londis RDD, said: “Jag and

we needed a bit more space, so

Hema are great retailers who represent

extended out to the side to give us

the Londis brand really well. They have

23 *NO ARTIFICIAL FLAVOURS OR PRESERVATIVES. CONTAINS NATURALLY OCCURRING SUGARS.

RETAILER PROFILE

RETAILER PROFILE Our customers are really amazing and support us in whatever we do. I couldn’t be happier with their response. Hema Brar

made a considerable investment in their

as well as the Tango Ice Blast and

baguettes and pies, Chicago Town pizzas,

grateful we were able to support

recent reﬁt and extension to incorporate

f’real milkshakes. Jag and Hema did a

Rollover hot dogs and Tchibo Smokin’

them. They could call into the store,

better food-to-go and have extended the

campaign on Facebook to let customers

Bean coffee.

phone through an order and pick it

chilled and frozen ranges to give their

know these were available.

up outside or get a delivery within an Hema said: “The customers have really

customers a better choice.”

hour using the Snappy Shopper app.

Hema said: “Facebook is really helpful for

taken to it and have commented on

The recent shop refresh and new

advertising new products and getting the

the quality. People working from home

“Our size really helped us. While

branding completes Culverhay’s journey

momentum going. Before, people who

or out walking the dog will pop in to

the multiples were struggling to get

to become a modern Store of the Future.

lived on the high street would just stay

grab a coffee or something for lunch.

toilet rolls and ﬂour, we were able

there to shop. But the American candy

We all loved cooking and baking during

to work with smaller suppliers to get

Promotions are executed really well each

is niche and is attracting custom from

lockdown, but it is nice for someone else

what our customers needed.”

period, using all the POS provided. Jag

further aﬁeld. We’ve had people coming

to do it once in a while!”

and Hema often hold mince pie, wine,

from Cirencester just to get a milkshake.”

beer and cider-tasting events at the store

the team at the store: “Our team

As part of the reﬁt, the store added The

everyone, Hema is proud of the way the

are amazing. We couldn’t do it

good PR to drive additional sales.

Liquor Store, a new dedicated area for

store team pulled together to serve the

without them – lockdown has been

beers, wines and spirits, as well as a

local community.

testing for everyone. Without a good

backlit spirits area behind the counter.

team it would have been impossible, “When everyone else was told to stay at

so we are really grateful to have them

space. It’s a fairly small store, even after

“We’ve had some fabulous comments

home, as key workers we were going out

on board.”

the reﬁt, but they make each bay count.

from customers. They can’t believe the

and about to provide a service. Our staff

They’re very disciplined with promotions,

range we’ve got in and as a result we’ve

were amazing. They just hit the ground

Jag, Hema and their staff have

general displays and seasonal activity.”

seen a good rise in sales.”

running! Thankfully, nobody got sick.

worked so hard for the community

know how to make the most of a small

Rachel Drake Londis Retail Development Manager

Hema has nothing but praise for Although lockdown has been tough for

– customers love these and it’s always

Rachel Drake, Londis RDM, added: “They

They really are at the heart of the community and they’ve got a great team behind them. The manager, Megan, is the glue that holds them all together.

during the pandemic that the store

Culverhay Stores is the only one in

Previously, Culverhay Stores didn’t offer

“A lot of our customers are elderly or

was awarded the NFRN Community

the area which offers American candy,

any hot food. Now it stocks fresh-baked

were having to shield and they were

Champion Award for the South West.

1 2 3

Find your niche by sto cking products which aren’t available anywhere else in the area Provide your local co mmunity with support in tough tim es and they will continue to support you Look after your store team and make sure they are on board with everything you do

They are great promoters of the local community – installing a defibrillator outside the shop, helping customers with a home delivery service and holding colouring competitions during lockdown. Vince Brown Londis Regional Development Director

Jag and 15-year-old volunteer Jacob Frusher were also

STORE INFO

Club for their efforts during lockdown. Jacob used a trailer

Store manager: Megan Harper

the community – making over 500 deliveries in total. It’s not the ﬁrst time Jag and Hema have picked up awards – the store also won the Asian Trader Spirit of the Community Award in 2017. A few months on from the ﬁrst national lockdown, Hema believes it has changed the way people shop: “Rather than going out of town to a larger store, they nip in and get it from us. Personally I’ve really tried to shop locally and support family businesses during this time and I think others have done the same.” The people of Cricklade are lucky to have a local store which is so dedicated to serving them and meeting their needs during challenging times.

Store size: 1,600 sq ft

e d a l rick

presented with a certiﬁcate of appreciation by Swindon Lions attached to his bike to deliver shopping to vulnerable people in

RETAILER PROFILE

Top tips!

Type of store: Community

Best performing categories: Frozen 10%,

Fresh 20%, Alcohol 25%

Services: AT M, PayPoint, Hermes parcel collection,

Lottery

Nearest competition: Tesco Express Number of staff: 9 Trading hours: 7am-8pm Social media: facebook.com/londisculverhaystores

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CATEGORY CATCH-UP

REFRESHINGLY NO-NONSENSE

Latest insights and news

Taking care of your customers Over-the-counter medicines are in high demand at this time of year. With the country’s focus firmly on the

Lemsip leads the way as it offers a range

Covid-19 pandemic, it can be easy to forget

of products – but the best sellers in

the common coughs and colds that we can

independent outlets are Lemsip Max

all catch at this time of year. Convenience

Capsules (16s), followed by the Lemsip Max

stores have always done well with sales of

hot drink, with lemon the most popular

over-the-counter (OTC) medicines – but,

flavour. The next biggest brand in the cold

with increased local shopping, even more

and flu remedy market is Day/Night Nurse,

people will be relying on their local c-store

followed by private label products.

when those ailments arrive. When it comes to decongestants, Sudafed 50% of cold and ﬂu shoppers will only buy branded products and Lemsip is

the number one cold and ﬂu remedy with a 42% market share. Source: Nielsen.

is the number one brand*; its Max Strength Congestion and Headache is the best-selling product in independents. In the cough remedy sub-sector, Benylin is the biggest seller with the highest brand loyalty*. Two-thirds of cough remedy

What customers will want to see is the

consumers believe that specific products

big-brand names that they trust. And this

are best for their particular coughs.

is particularly true for a shopper suffering

For example, Benylin Chest Cough

from that first sniffle who wants to fight it

Non-Drowsy 150ml is the best-selling

off before it gets worse.

cough remedy in independents.

*Source: Nielsen

At this time of year, with New Year’s resolutions and, for many, a focus on physical and mental health and wellbeing, vitamins can come into their own. While the best place to get all your vitamins and minerals is through your diet, it’s not always possible – and that is where supplements have a part to play.

We have a gondola side unit which is 450mm wide and 1,400mm high to display our over-the-counter medicines. We moved the display from behind the counter into the main body of the shop two years ago. This resulted in a 50% uplift in sales, but we have now positioned it directly in view of the tills so we can keep an eye on the stock.

Heyoo is a new range of affordable, immunity-boosting vitamins available to Londis retailers. There are three products: • Busybee effervescent tablets to help reduce tiredness and fatigue • Sleepyhead Vitamin C 1000mg effervescent tablets to help boost the immune system • Mastermind multivitamins to support cognitive function.

Over-the-counter medicines is an all-year-round category for us, but we do see the best sales in the winter cold and flu season. Our best sellers are our own brand, generic painkillers; paracetamol is particularly important. We saw a major spike

RRP for each of the three products is just £3.49 and they each deliver a very healthy 50.2% POR.

in demand for paracetamol in the first round of Covid. We also saw most other things taking off – especially Calpol for children.

According to Heyoo, Covid-19 has led to a dramatic increase in the demand for vitamin C and multivitamins as many consumers focus more on their health. As a result, the vitamins sector is projected to grow by 7% current value CAGR from 2019-2024.

Our customers like the comfort of a known brand – when they are feeling under the weather price considerations take more of a back seat. Having said that, money is going to be tight for more people this winter, so it will still be important to stock generic value products.

Offer a range to cover as many different shopper needs as pos sible

Stock adult and children’s meds together as adults tend to catch illnesses from their children

Focus on the big brands alongsid e value brands of ibuprofen and paracetam ol

Ensure OTC medicines are easy to find in-store. If they are displayed beh ind the till make sure they are visible

CATEGORY CATCH-UP

CATEGORY FOCUS

Top tips!

HOW HEYOO CAN HELP

HAVE YOUR SAY…

Heyoo has performed extremely well in the market and the vision of this British, family-owned business is to make vitamins more fun and accessible for all. They are veg and gluten-free and are in vibrant packaging to stand out on shelf.

Roger Perry Londis East Riding

These vitamins also provide a solution for UK consumers with busy lifestyles who want to improve their physical and mental health and wellbeing by taking one tablet per day. To cater for shoppers with sore throats, Strepsils is the brand

purchase, particularly an impulse one. The best categories of

to stock, with a 60% share of the market*. The core product for

OTC medicines to display at an impulse site such as the till are

independents is Strepsils Honey & Lemon Lozenges 16s.

pain relief, winter meds (specifically cold, flu and sore throat)

Product code

Product description

WSP

RRP

POR

395624

Nurofen 200mg Tablets 12 pack | 12

£17.59

£2.59

32.1%

081006

Nurofen Express 200mg Liquid Capsules 10 pack | 6

£12.69

£3.39

25.1%

309851

Calpol Sugar Free Infant Suspension 2+ Months 100ml | 6

£14.79

£4.25

30.4%

provides longer-lasting fever relief. While Nurofen is the biggest

249462

Rennie Peppermint 24 pack | 8

£11.33

£2.35

27.7%

seller in the pain relief market, another strong contender is

524920

Lemsip Max Cold & Flu Capsules 8 pack | 6

£10.19

£3.09

34.1%

049557

Gaviscon Peppermint Flavour Tablets 8 pack | 12

£11.45

£1.65

30.6%

195936

Calpol SixPlus Sugar Free Suspension 6+ Years 80ml | 6

£14.79

£4.25

30.4%

115979

Panadol Extra Advance Paracetamol Tablets 14 pack | 12

£19.89

£2.65

24.9%

followed by suitable age range and format. Calpol is the

092475

Strepsils Honey & Lemon Lozenges 16 pack | 6

£11.99

£3.49

31.3%

biggest brand in this sector with the highest brand loyalty.

195915

Imodium Capsules Original 6 pack | 6

£14.55

£3.99

27.1%

Many convenience retailers display OTC medicines behind the

089619

Nurofen for Children Strawberry 100ml | 6

£15.29

£3.90

21.6%

till for security reasons but this can put people off making a

244388

Happy Shopper Paracetamol 500mg 16 pack | 10

£4.49

£1.19

54.7%

and heartburn and indigestion remedies, which all have high For adult pain relief, ibuprofen and paracetamol are the

shopper penetration and are frequently purchased.

‘go-to’ products. However, according to Reckitt Benckiser (RB), ibuprofen is generally more effective than paracetamol as it

Galpharm, which offers both paracetamol and ibuprofen at great-value prices. Brands are particularly important in the children’s medicines category. In fact brand is the first consideration for parents,

* Source: Nielsen

RETAILER PROFILE

Research and planning are key

L to R: Business partners Saju Varkey (Jincy Francis’ husband) and Shaji Mathew

Creating

something special The team behind the brand-new Londis store in Eastbourne, Sussex bring a wealth of diverse experience to their new store. This is a ﬁrst experience of convenience

He moved to the UK in 2006, working

store management for business partners

in a variety of roles, including a stint as

Shaji Mathew (known as Mathew) and Jincy

a chef, and running an online retail and

Francis. However, they were able to draw

food business specialising in Asian and

on a broad range of commercial skills and

Indian groceries.

experience to create something special when they delivered a Londis ‘Store of the

Jincy also grew up in India, where

Future’ to the seaside town of Eastbourne.

she completed a nursing degree. She migrated to the UK 13 years ago and

Mathew grew up in Kerala, South India,

worked as a nurse for ﬁve years, before

where he graduated with a degree

starting a nursing recruitment agency

in business studies. He went on to

with her husband. Now, recognising the

work in the Middle East, in Dubai and

opportunities in retail, she was happy to

Saudi Arabia, where he ran a company

join Mathew to open their ﬁrst store.

specialising in medical screening.

RETAILER PROFILE

When the site of a former Spar became

Mathew and Jincy were determined

“We also wanted to create something

“We’ve made a food-to-go station with

available in Eastbourne, Mathew and

to give it a fresh new look to create

which looked special, a bit different

six metres of machines and displays,

Jincy spotted a suitable opening.

something special.

from the usual convenience store,”

including a Costa Coffee machine,”

said Mathew.

But, given their background in business,

They committed to a major reinvestment

they weren’t going to rush into things.

of a six-ﬁgure sum to transform the site,

With brick effect decor, black ceiling and

“Since we opened in November 2020,

The pair researched their plan thoroughly

ensuring it met all the criteria for a Store

spotlights throughout, the store’s modern,

our Rollover, Tango Ice Blast and Fwip

before deciding to go ahead.

of the Future.

chic atmosphere welcomes customers.

machines have all been on a roll!”

“We did a lot of research before choosing

Mathew and Jincy had secured the lease

“We’ve also used wood-effect shelving –

They’re also stocking Pudding By

Londis,” said Mathew. “We visited

to the site and made their decision to

it’s all looking fantastic,” said Mathew.

Post, run by a catering company

around ﬁve Londis stores and they all

invest bang in the midst of the coronavirus

recommended Londis and were happy

pandemic – but they weren’t deterred.

with the partnership. We came to the

which provides locally made brownies. centre, near the council ofﬁces and police

“They’ve always sold out within a day of restocking,” said Mathew.

“It has caused the building work to be

station – there are a lot of ofﬁce workers

option for us.

a little slower and more complex, but

around here, so we pick up passing

coronavirus has also shown how much

trade from people on their way to work.

The team has been keen to spread

“We’ve also had great support from the

customers value their convenience stores.

We’ve also concentrated on a really good

the word about their new store and

Londis team with the refurbishment and

We saw an opportunity here to really

food-to-go range.”

were active on social media even

making sure we get the right mix of stock

make this site work,” said Jincy.

The site had previously been a Spar but

before opening. The store has f’real milk shakes, Tango Ice

and food-to-go,” he added. “We were very lucky to get this store as

Blast and Fwip ice cream to offer plenty

“We had 200 followers on Facebook

it’s in a great location,” she added.

of sweet temptations.

before we’d even opened,” said Mathew.

it had suffered from a lack of investment

Shaji Mathew

“Our location is on the edge of the town

conclusion that Londis was the best

We need to make sure we get three fundamentals in place for the business: cleanliness, customer service and a good range of high-quality stock. It’s important that customers never see empty shelves so they can find everything they’re looking for. If all goes well, we’ll definitely be looking at opening more Londis stores!

“We’ll be posting regular updates about

over recent years and had been empty

The site is in the heart of the seaside

Hot food-to-go includes Rollover hot

offers and new stock as it’s a really

for some time.

town, not far from the beachfront.

dogs as well as the Country Choice range.

important tool for the business.”

The team at Eastbourne have set a high bar with the finish of the store. They had a vision and have implemented it fully whilst taking on board all the help and support available. The feedback from customers has already been remarkable – the power of social media was evident even before they opened! Londis Eastbourne is a great advert for the Londis brand. Mark Biscoe Londis Retail Development Director

N o. 1 Most sold

ambient soups brand in the UK*

Top tips! 1 2 3

99%

With brand awareness**

Talk to other stores an d do your research thoroughly before an y major investment Work in partnership wi th your RDD, RDM and the Londis Planning and Merchandising teams when undertaking a big project

Employ local staff – th ey both know the area and know wh at customers are looking to buy

Focus on customer se rvice with a good product range – stron g merchandising with a value-for-mon ey message is key

The range on offer meets the demands of

the impact of coronavirus. People are

a wide customer base, attracting footfall

looking to ‘shop local’ much more now and

from workers, residents and, as the

often prefer to come here rather than travel

season picks up, some tourist trade.

to a large supermarket. They want to see a clean, well-managed store,” said Mathew.

“We need to cater to a wide range of budgets,” said Mathew, and there’s a full

A team of ten has been recruited, all of

line-up of groceries on the shelves, with

whom are from the local area. Mathew

Farm Fresh, Discover the Choice and

and Jincy believe this is vital – their staff

Jack’s all featuring.

know the customers well, so are well placed to support the local economy.

This planning typiﬁes Mathew and Jincy’s approach and attention to detail.

Although coronavirus limitations meant a grand opening was not on the cards,

“I spent six months studying before I did

Mathew and Jincy are hopeful they may

this – it’s a big investment and we needed

be able to hold an event at a later date.

to look at everything carefully. Nothing

So far, their investment is paying off and

in life is risk-free of course, but we know

the store is doing really well.

we’re well prepared here. Indeed, for the Eastbourne team, this

*Nielsen ScanTrack Total Coverage Value Sales MAT 52 w.e. 05.09.20 ** Brand Deep Dive Report, April ‘20 M240014 Heinz Cream of Tomato Soup 400g x 12

RETAILER PROFILE

NOTHING SAYS HOME LIKE

“We’ve created something clean and

might be just the opening chapter on

smart, which is even more important after

their Londis journey.

a e

n r u o b ast

STORE INFO

Store size: 2,000 sq ft

Best performing categories:

This is a brand-new site with a focus on chilled and food-to-go Number of staff: Ten Opening hours: 7am to 10pm

from Monday to Saturday and Sundays 8am to 9pm

NEW TO LONDIS

The roll-out of Jack’s continues

S P A G S THE

FILL

The new Jack’s range is an exciting addition to the Londis own brand line-up Dozens more lines have been added to the

there are packs of oven chips, curly fries,

Jack’s own brand range to give retailers

mashed potato and onion rings.

and their shoppers much more choice. The Jack’s message is simple: it offers

The Jack’s name can be found in the

quality lines at competitive prices and, at

chiller across butter, sunflower spreads and

the same time, delivers a very healthy 30%

cheeses including Blue Stilton, Double

POR to retailers.

Gloucester and Edam. There are also convenient cheese formats including slices,

Londis’s focus is on products to

soft cheese triangles and grated mozzarella.

compliment the existing range, so recent

Cooked meats make an appearance with

additions to the line-up include 15 frozen

pizza pepperoni and German salami.

lines, 17 chilled and 13 grocery. In the take-home soft drinks aisle, Jack’s In the freezer there are Jack’s Prime Cuts

offers Double Strength No Added Sugar

Beef Quarter Pounders made from British

squashes in Apple & Blackcurrant, Orange

beef and, with a nod to the growing vegan

and Summer Fruits varieties, all of which

trend, Jack’s Vegan Mexican Inspired Bean

come in 1.5ltr bottles priced at a very

Burgers. To accompany these burgers,

affordable £1.39 each.

We have been stocking the Jack’s range since it launched. The products are good quality, the prices are good and the margins are great. Our customers have tried the products and liked them. Some customers have asked about the Jack’s name and liked the fact that it links to the founder of Tesco. The meat has been going very well and has definitely filled gaps in our range. We are now able to offer our customers more meal solutions at lower price points. By displaying Jack’s prominently in-store, I am confident it will continue to sell well. Amish Shingadia Londis Caterways, West Sussex

Tortillas in Cool, Lightly Salted and Chilli varieties. The 200g bags retail at a consumer-friendly 99p – plus there is a Jack’s

Mild Salsa Dip to accompany them, again priced at just 99p. Other recent additions to the Jack’s range include Scottish Rough Oatcakes as well as four packs of nuts suitable for home baking. The Almonds, Brazil Nuts, Cashews and Mixed Nuts each come in 250g bags with RRPs ranging from £3.99 to £4.29. Finally, Jack’s includes a Pizza Base Mix so shoppers can

NO SUGAR, NO CALORIES

make their own pizzas using this base topped with Jack’s Pepperoni and Grated Mozzarella.

HAVE YOUR SAY…

POR

32.2%

POR 50%

We have the Jack’s range in the shop and the lines are doing really well. The cakes in particular have been selling well for us and we have been reordering them. We trade in quite an affluent area but there are always people looking for good-value products and Jack’s is great quality, so ticks both boxes. I created in-store theatre around the products by using the POS that was supplied. I am glad to have Jack’s in our store and I look forward to stocking more of the range.

NEW TO LONDIS

Top tips!

Move to the crisps and snacks aisle and you will find Jack’s

Highlight any new Ja ck’s products in-store using the PO S provided

Flag up the quality an

Encourage staff to try the products so they can tell custome rs all about them

d value

Promote the new lines

Remember the PORs they offer – minimum 30%!

on social media

Bimal Patel Londis London N4

Diet Pepsi 2L PMP 8 x 2L M145919

33% of people are trying to reduce sugar in their diet*

Diet Pepsi 600ml 12 x 600ml M238717

Shoppers who purchase diet and no sugar Cola buy 24% more litres than full sugar buyers**

Deferred Diet Pepsi value has reached £10.2M and is growing 7.5% year on year***

STOCK UP NOW Sources: *IGD ShopperVista Health, Nutrition and Ethics Monthly Shopper Update **Kantar Worldpanel, Take Home Panel, Cola, 52wks, Data to w.e. 23.02.20 *** IRI Temple, 52WE 25/10/2020, Total Convenience

Time to

Product code

Product description

WSP

RRP

263413

Jack’s Prime Cuts Beef Quarter Pounders 454g | 12

£23.94

£2.85

263414

Jack’s Vegan Mexican Inspired Bean Burgers 454g | 12

£12.60

£1.50

262635

Jack’s Breaded Onion Rings 670g | 12

£14.70

£1.75

262434

Jack’s Grated Mozzarella 250g | 10

£13.93

£1.99

261898

Jack’s Double Strength Orange Squash NAS 1.5ltr | 8

£6.49

£1.39

262438

Jack’s Mild Salsa Dip 300g | 6

£4.16

£0.99

262376

Jack’s Cool Tortillas 200g | 12

£7.13

£0.99

263393

Jack’s Pizza Base Mix 145g | 12

£5.80

£0.69

262672

Jack’s Pizza Pepperoni 120g | 10

£18.93

£1.69

263377

Jack’s Mixed Nuts 250g | 6

£18.02

£4.29

th a All wi OR 30% P

RETAILER PROFILE

Relaunching a forecourt store

No.1

Dog Wet Single Serve Brand 1

M309061

M235052

No.1

Dog Care and Treats Brand 3

No.1

No.1 Cat Care and Treats Brand

growth driving Cat Wet Single Serve 2 brand

STOCK UP ON THESE PACKS NOW Sources: 1 Purchase Value MAT - Nielsen CPS Total GB we 03.10.20 2 Absolute Value Change YoY MAT - Nielsen CPS Total GB we 03.10.20 3 Purchase Value MAT - Nielsen CPS Total GB we 31.10.20

A proud Yogan outside Londis Horton Heath

Accessing more sales When it came to transforming the Londis forecourt store at Horton Heath in Hampshire, owner Yogan didn’t take any half measures. Visvanathan Yoganathan, known to most

“We had embarked on a big project and

as Yogan, has owned the Londis store at

it was exciting to see it all go ahead, but

the Horton Heath site for 16 years, but at

the coronavirus restrictions caused us

the start of 2020 he decided it was time to

a few issues. We had lots of problems

give it a complete makeover.

with suppliers and contractors and had to cope with delays. But we kept going!”

One problem was the forecourt store’s

said Yogan.

tight layout of pumps and a lack of parking. This meant limited vehicle access

The store reopened in September and

and, in turn, reduced footfall and sales.

Yogan planned a relaunch to really put

Yogan knew that if he could improve

the redeveloped site on the map.

access for cars, he could also boost sales. Complying with all the necessary The solution meant demolishing the

coronavirus regulations, he invited the

existing building and embarking on a

local councillor Nicholas Couldrey to

complete rebuild. Yogan and his manager,

cut the ribbon for the new store and

Theepan, closed the store in February and

forecourt, while invited local ‘VIP’ guests

the demolition crew moved in, ahead of

also attended.

the redevelopment. Yogan explained: “We knew that this was It had been months in the planning, but

a store worth investing in. There are 300

Yogan could not have predicted that he

houses being built nearby and we are in a

would be shutting down his store just

prime location. I knew that expanding the

ahead of a global pandemic.

store and improving access was the only

RETAILER PROFILE

RETAILER PROFILE We’ve significantly expanded our frozen food and chilled range alongside fresh produce. This includes two dedicated freezers for the artisan ʻGourmade’ frozen ready meals range. We are very keen on the Londis promotions and support as many as we can on two dedicated end bays and from a bespoke Wine Tower, updating them every three weeks. Visvanathan Yoganathan

way to make the most of the potential

The refurbished store opened in

place to cope with coronavirus: hand

with a mixed customer base,

of the area.”

September since when sales have

sanitiser, ﬂoor markings and screens, all

with some more afﬂuent

already doubled.

of which help to reassure shoppers that

shoppers alongside those who

it’s a clean, safe environment.

are more budget-conscious

“We only had one lane access to the forecourt. If we could introduce two

Yogan ﬁrst partnered with Londis back

lanes, plus more parking spaces, we

in 1996. In 2004 he opened the store in

Yogan and his team have also revamped the

wide range of price points to

knew we could drive up the sales

Horton Heath. He has nine other Londis

food-to-go offering, introducing new lines

accommodate everyone.”

volume both for fuel and in the store.

forecourt stores and two Budgens

and a smart food-to-go area of the store.

And we had the space to do just that.”

stores, one of which is a forecourt store, while the other is a standalone store.

It was a signiﬁcant ﬁnancial investment

– we ensure we stock a

The new Londis Horton Heath is a testament to what can be achieved when we work closely with a retailer to deliver a brilliant store transformation. It’s been a huge success – well done to Yogan and his team! Mick Hannah Londis Forecourt Development Manager

Yogan explained: “We’ve introduced f’real milk shakes as well as a new coffee

to redevelop the site, but the

The redevelopment provided an

machine from Tchibo and we’re selling

forecourt now has double the capacity,

opportunity to rethink the ‘look’ of the

over 500 cups a week plus hot food

accommodating eight cars, rather than

store and bring it all up to date.

partnered with Cuisine de France.

“It looks fantastic from the street, and

“Stores, and especially forecourt stores,

many customers have been impressed.

need to offer customers a reason to visit

the previous maximum of four. The shop ﬂoor space has also been extended from 1,500 sq ft to 2,100 sq ft.

so that they become a ‘destination’,” “We’ve got the smart new Londis signage

he added.

as well as a brighter, more spacious feel “We’ve seen the volume of fuel

inside, with additional clear windows

“As well as expanding the forecourt we

sales double since we opened

enabling shoppers to view the store and

have more parking facilities which makes

in September. We used to sell

our range from outside,” said Yogan.

it easier for customers to call in.

we’re predicted to sell four

That fresh, open design also allows

“It’s a very good location, which is why

million a year.”

customers to see all the measures in

we developed this site. It’s also an area

two million litres a year. Now

Feed Happy Feel Happy

2 3

complete If your store needs a doing it all in one renovation, it’s worth ‘bit by bit‘ can go. Improving a store in the long run, prove more expensive ins with fewer overall ga it a store by Create reasons to vis -to-go range offering a broad food cess – how could Review your store’s ac ing your store as it be improved? Mak is key accessible as possible

The development at Horton Heath is a real triumph! Yogan has achieved exactly what he set out to do and the shop and forecourt have been transformed. The range in-store has been enhanced in all key areas – Fresh, Frozen, Food-to-go and Drink-for-now, Beers, Wines and Spirits and Free-From alongside other trending lifestyle options. Sales and customer count have doubled from the previous levels, and customer response has been excellent. John Ridgley Londis Forecourt Development Director

“But most importantly we offer value for money as we know

No. 1 Dog Wet Single Serve brand

that customers are very price-conscious – and even more so due to the impact of coronavirus.” Horton Heath has a good stock from Londis, with Discover the

STORE INFO

The combination of a smart new store, easier and increased

Store size: 2,100 sq ft

his team.

Pedigree Pouch is growing +33%

1 Purchase Value MAT - Nielsen CPS Total GB we 03.10.20 2 Purchase Value YTD - Nielsen CPS Total GB we 03.10.20

“We used to have around 3,000 customers per week through the store. Now we’re seeing around 6,000 and the feedback has

Choice, Farm Fresh and Jack’s all featuring prominently.

access and a great range are deﬁnitely paying off for Yogan and

RETAILER PROFILE

Top tips!

all been so positive.”

on t r o H th Hea

Best performing categories:

Fresh and Frozen 25%, Beers, Wine and Spirits 17%, Coffee and Food-to-go 10% Number of staff: Ten

Opening hours: 5am-11pm seven days a week

Long may this success continue.

Dog owners are buying into pouches for their convenience, so retailers are advised to stock Winalot and Bakers pouches to give

both an everyday and a more premium choice. The dog pouch category has trebled over the last five years and Winalot pouch has grown 32% year-on-year (IRI). For the convenience channel Winalot comes in 3 x 100g and 12 x 100g pouches, which are available as price-marked packs of £1 and £3.75 respectively.

Pet appeal With the petcare market worth more than £3bn*, pet owners are valuable shoppers in your store. According to Nestlé, historically many

outsells its nearest competitor by more

pet owners used to buy their petcare

than two to one. In fact, three packs of

products from specialist stores or the big

Felix are bought every second! With 81%

supermarkets. The Covid-19-led trend has

of wet cat food sold in convenience outlets

seen much more local shopping – as a

being in pouch format, Felix is a ‘must-

result you need to make sure you have got

stock’ item for every Londis store, with

what your pet-owning shoppers need. And

retailers advised to stock a range of single

as a nation of animal lovers, there are a lot

pouches as well as 12-packs.

HAVE YOUR SAY… Ours is quite a small store (less than 1,000 sq ft), so we only have space for 1m of pet food. We’re out in the country where lots of our customers have dogs, so it’s important that we cater for them. Within that 1m of space, two-thirds goes to the big brand names that shoppers would expect to find in-store. The remaining one-third of space is allocated to Peticular Pet Supplies which we order through Central Billing. That means we can stock things such as treats, bird food, hay and straw bedding.

Focus on a core range of best sell

Place your biggest sellers at eye level to help customers find them qui ckly

4 5 6

Mike Parr Upavon Village Store

of pet owners out there. Other cat food lines to consider are The UK pet care market is worth £3bn and is in growth. Products for dogs

account for most sales (£1.4bn), followed by cats with £1.2bn-worth of sales. Then

come products for birds, fish and rabbits. *Source: Pet Food Manufacturers’ Association (PFMA)

the luxury wet food brands Gourmet and Sheba. Luxury wet cat food is in

seholds 37% of UK hou own a pet. Source: PFMA

2019

Where possible, brand block wit hin each category for maximum imp act Include price-marked packs to give shoppers confidence they are get ting great products at great value pric es Remember that treats are a gre at way to drive additional sales as they continue to deliver growth in cat and dog food. Treats add extra sales through your till – they are ofte n not a planned shop but can offer hig her margins than other pet food pro ducts.

for this but the sub-category is often under-represented in convenience stores – so there is a big sales opportunity. Another way to grow sales – if you have

Product code Product description

WSP

RRP

POR

248383

Good Boy Wagtastic Chewy Chicken Twists 70g | 10

£10.00

£2.00

40%

250518

Cesar Classics with Tender Chicken & Turkey 150g PM 2 for £1.50 | 14

£7.45

£0.95

32.8%

Different store locations can expect to

such as advanced nutrition dry cat food.

103844

Euro Shopper Chunks in Gravy with Chicken 1.24kg PM £1 | 6

£3.45

£1.00

31%

attract different pet food needs, which

Nestlé Purina says this is encouraging

means ranging should be flexed to cater

news for the convenience sector as it again

237302

Bakers Adult Chicken with Vegetables 1kg PM £2.49 | 5

£6.80

£2.49

34.5%

for this. For example, cat ownership

offers a major opportunity for growth and

259079

Winalot Dog Food Pouches Mixed in Gravy 12 x 100g PM £3.75 | 4

£9.85

£3.75

21.2%

typically increases in urban areas, while

great margins!

259034

Winalot Classics with Chicken in Jelly 400g PM £0.80 | 12

£6.29

£0.80

21.4%

224987

Felix As Good as it Looks Ocean Feasts in Jelly 12 x 100g PM £4.25 | 4

£11.29

£4.25

20.3%

dogs are more popular in rural settings.

ers

growth as owners are happy to pay more

the space – is to stock premium lines

Did you kno

Use big brands such as Felix to signpost the category in-store

CATEGORY CATCH-UP

to the one for cats, with pouches and treats driving growth.

Latest insights and news

Top tips!

According to Nestlé Purina, the dog food market is similar

Purina One is the number one advanced When it comes to products, shoppers will

nutrition brand (IRI) and Nestlé

235052

Whiskas 1+ Pouch Poultry Selection in Jelly 12 x 100g PM £3.75 | 4

£9.99

£3.75

20.1%

be looking for the big brands they see in

Purina recommends that retailers

pet stores and in the big supermarkets.

merchandise it alongside

250877

Thomas Cat Litter 5 ltr | 4

£9.20

£3.49

20.9%

According to IRI data, Felix is the number

existing dry cat food products to

259029

Go-Cat with Chicken and with Duck 1+ Year 340g PM £1.15 | 6

£4.59

£1.15

20.2%

one pet food brand in the UK, and it

ensure visibility for shoppers.

227613

Dreamies Cat Treats with Tasty Chicken 60g PM £1.25 | 8

£5.95

£1.25

28.6%

from the UK’s

NO.1 HEALTHY

SNACK BRAND

Fruit and nut bars dipped & drizzled in Chocolish

STOCK UP ON OUR BIGGEST BITE YET

100% natural ingredients • no added sugar • gluten free • vegan M CODE M263116 M263115

LONDIS LEGACY PRODUCT DESCRIPTION Nākd Raspberry Chocolish Big Bite 92123616 92123608 Nākd Double Chocolish Bite Bite *HIM Healthy Snacking Report 2018

SIZE 16 x 50g 16 x 50g

brand that is established and driving growth in the market. They are: KIND (cereal bars); Proper Chips (crisps and snacks); Fulfil (sports nutrition) and Graze (nuts). Our recommendation to retailers is a very simple one: if you are going to promote healthy snacking in-store, these are the

Top tips!

Range – keep it simple by focusing on the top four sub-categories/four big brands as listed opposite

Price and Promotions – capitalise on the healthy eating growth opportunity in January and February (thanks to New Year’s resolutions) by instore execution of the key leaflet promotions for NP11 and NP12

Merchandising – signpost the healthy snacking range front of store adjacent to your confectionery and crisps and snacks bays to offer consumers healthier alternatives

four key brands that you need to be backing in order to offer a robust range while capitalising on the growth opportunity.

Say

‘hello’

What type of promotions work best across the category?

to...

Single price reductions to encourage consumer trial.

Kiran Sarkaria BRP Buyer Category: Crisps and snacks

I’ve been with BRP for seven years

How is the healthy snacking category performing? The good news is that research shows that many consumers are keen to snack more healthily. Also, manufacturers and suppliers have responded well, offering lots of healthier snacking products in different formats. What products in particular are doing well?

However, we know that the top four sub-

Protein remains in growth across the total

sports nutrition and nuts) deliver 80% of

market and in Londis it is driven by two

sales value. So, for 2021, we have decided

key brands: Grenade and Fulfil.

to focus on those four sub-categories.

Are there any new products to look out for? Recently added new lines include Fulfil

categories (cereal bars, crisps and snacks,

Top category products Product code

Product description

WSP

RRP

POR

Punnets in £1 PMPs in BBQ Crunch and

245432

KIND Dark Chocolate Nuts & Sea Salt 40g | 12

£10.99

£1.49

26.2%

Salt & Vinegar Crunch varieties. There

246569

KIND Caramel Almond & Sea Salt 40g | 12

£10.99

£1.49

26.2%

including a KIND bar in a Salted Caramel

245418

KIND Peanut Butter & Dark Chocolate 40g | 12

£10.99

£1.49

26.2%

Dark Chocolate flavour as well as Sea Salt

255583

Proper Chips Barbecue 85g | 8

£10.99

£1.99

31%

and Salt & Vinegar varieties, which are new

255582

Proper Chips Sour Cream & Chive 85g | 8

£10.99

£1.99

31%

252567

Fulﬁl Chocolate Brownie 40g | 15

£15.99

£1.99

35.7%

242926

Fulﬁl Chocolate Hazelnut Whip 40g | 15

£15.99

£1.99

35.7%

The category is quite complex and very

242908

Fulﬁl Chocolate Salted Caramel 40g | 15

£15.99

£1.99

35.7%

fragmented, with over 150 lines currently

263297

Graze Smoky Barbecue Crunch PM £1.00 31g | 9

£5.85

£1.00

35%

263312

Graze Salt & Vinegar Crunch PM £1.00 31g | 9

£5.85

£1.00

35%

Peanut Caramel Protein Bar 40g and Graze

are also new lines to look out for soon,

additions in the Proper Chips range.

Any advice on managing the category in-store?

listed across eight different sub-categories.

Kiran’s

MEET THE BUYER

In each of these sub-categories we have identified one key

CATEGORY CATCH-UP

Latest insights and news

* Based on standard WSP [1] IRI 12w/e data to 06.09.20. Convenience Channel. £ROS. Grenade Carb Killa vs. Chocolate Confectionery

Healthy proﬁts Stocking items such as protein bars and nuts can boost your sales As a nation we love to snack – and with more

At Fulfil, UK Managing Director Dave

people now spending more time at home,

Pogson advises Londis retailers to stock

that snacking habit has gone into overdrive.

protein bars within the ‘impulse snacking

However, according to Lumina Intelligence

zone’, adjacent to confectionery and at the

data, 46% of convenience store shoppers

front of store by till points, to drive impulse

are trying to make healthier decisions when

sales. He points to the fact that 48% of

it comes to snacking – and luckily for them,

protein bar sales are incremental to other

more healthy snacking alternatives are

snacks (Lumina), so says stores need to

becoming available all the time.

dedicate space to future-proof their range and capitalise on growth.

Lumina data reveals that the three most popular snacks continue to be crisps,

Typically, protein and healthier snacking

confectionery and biscuits – but fruit,

products are more expensive than

yoghurts, nuts and protein bars are

their traditional counterparts. Pogson

gaining momentum.

explained: “Consumers are prepared to pay more and trade up for tasty, healthier

Grenade and Fulfil are two protein

alternatives. Fulfil’s 40g range (RRP £2) is

bar brands that are both doing well in

ideal for consumers wanting to enter the

Londis stores. Grenade’s Carb Killa has

category and we invest in promotions and

high consumer loyalty, with over 50%

POS to drive visibility.”

of shoppers who buy it for the first time going on to become frequent purchasers

Meanwhile, the typical RRP of a KIND bar

(Market Measures survey).

is £1.49. “It’s definitely true that many healthier snacks are more expensive than

The shift in demand for low-in-sugar, on-the-go snacks can be seen through Carb Killa growing at 39% year-on-year. This provides an opportunity for retailers to rethink their snacking offering to provide healthier alternatives besides their treat lines in confectionery fixtures and high footfall locations to meet the change in shopper behaviour. Mike Simons Head of Category at Grenade

POR!

CATEGORY CATCH-UP

s k c a n s r bette s t 3 5 fi % o r p y h t l retailer for hea

the less healthy alternatives and for some this is an issue. However, consumers are looking for products with additional benefits – for example, according to Kantar, 66% of consumers are looking for products high in protein and they’re willing to pay for it,” said Harry Christopher Jose, Head of Category and Customer Marketing at KIND.

Many of the top performing healthy snacking SKUs outrank their cheaper counterparts in terms of £/ROS and it’s worth remembering that shoppers always appreciate a range of options. Harry Christopher Jose Head of Category and Customer Marketing at KIND

Other healthier snacks to consider include Graze punnets

M-Code: M263299

and Proper Chips. Graze started as an online brand where boxes of snacks were delivered to consumers on a regular

M-Code: M263312

basis. Today the brand is available across leading retailers including Londis stores. Key SKUs for Londis retailers are the Smoky Barbecue and the Salt & Vinegar £1 pricemarked packs. Each contain highly flavoured pieces of either pea or broad bean as well as corn. Finally, Proper Chips Lentil Chips are vegan, gluten-free and made using all-natural seasonings. They are available to Londis retailers in Barbecue and Sour Cream & Chive flavours, containing just over 90 calories per serving.

M-Code: M263298

M-Code: M263297

healthy snacking now worth £88m in the convenience channel* stock up now

9 units per case

Pricing and promotions are at sole discretion of the retailer Source: *Nielsen Healthy Snacking OTG Database, Total Coverage, 52w to 25th January 2020

HAVE YOUR SAY… We have our protein bars in the first aisle as you come in the shop, next to other snacky bits. We also put some by the coffee machines. They’re bought mostly by men who choose them instead of chocolate. We stock Grenade, Trek, KIND, Fulfil and also Mars and Snickers protein. They all sell well but fly out when they’re on offer. We’ve had Grenade ʻ2 bars for £3.49’, which has gone down well because of the great value. Chloe Dobbs Glanusk Services

Product code

Product description

WSP

RRP

POR

253759

Grenade Carb Killa High Protein Bar Cookies & Cream 60g | 12

£13.79

£2.49

44.6%

256634

Grenade Carb Killa Chocolate Chip Salted Caramel 60g | 12

£13.79

£2.49

44.6%

243069

Mars Protein Chocolate Bar 50g | 18

£17.99

£1.59

24.6%

243122

Snickers Protein Chocolate Bar 47g | 18

£17.99

£1.59

24.6%

224712

Trek Cocoa Oat Protein Flapjack 50g | 16

£9.99

£0.95

34.3%

242653

Nākd Blueberry Mufﬁn Fruit & Nut Bar 35g | 18

£8.59

£0.85

32.6%

90926

Walkers Baked Cheese & Onion Snack 37.5g | 32

£13.49

£0.85

40.5%

217478

Eat Natural Crunchy Nut Bar with Peanuts and Chocolate 45g | 12

£6.19

£0.89

30.5%

222952

Graze Chilli & Lime Punchy Nut Mix 41g | 9

£6.35

£1.45

41.6%

254053

Graze Peanut Butter Chocolate Flapjack 50g | 9

£6.75

£1.29

41.9%

OWN BRAND

A healthier start to the year is simple at Londis‚ with so many delicious cereal bar brands to choose from…

Snacks on track The Discover the Choice meat snacking range is getting a refresh

There is no doubting that UK consumers love a snack – and those snacks can take many different forms. One of the most dynamic sectors at the moment is ‘coated’ meat snacks – which includes traditional items such as cocktail sausages and scotch eggs as well as more modern products such as chicken bites. Kantar data reveals that this is a category in growth – with coated meat snack sales up 7% and the more modern chicken snacks up by nearly 10%. The growth comes from the fact that loyal shoppers are buying more of the products more often.

HAVE YOUR SAY… The Discover the Choice range definitely earns its space in my store. It accounts for most of my chilled range and really sells well. Customers love the quality and the value. Harry Singh Londis Carstairs Junction

Discover the Choice has these meat snacks covered with a range of four lines: two Large Scotch Eggs; 18 Mini Savoury Eggs; 20 Pork Cocktail Sausages; and 14 Breaded Chicken Straws. For 2021, the products have been improved with recipe revamps and packaging updates. For example, the tray from the packs of Scotch Eggs has been removed, which will save a whopping

M217478 M217709 M263424 M226374 M230653 M244602 M244604 M252446 M252454

Eat Natural Protein Packed with peanuts and chocolate Eat Natural Almond & Apricot with a yoghurt coating Eat Natural Dark Chocolate with cranberries and macadamias Eat Natural Brazil & Sultana with peanuts and almonds Eat Natural Cashew & Blueberry with a yoghurt coating Eat Natural Protein Packed with chocolate and orange Eat Natural Protein Packed with salted caramel Eat Natural Simply Vegan with peanuts‚ coconut and chocolate Eat Natural Fibre Packed with dark chocolate and sea salt

but only one is the UK’s favourite.* *Eat Natural is the best-selling wholesome cereal bar brand in convenience‚ with 30% of the UK market. Source IRi data MAT to 04/10/2020

Try stocking this... Booker Classic White Ice Cream recently

picked up a prestigious Quality Food Award in the Individual Ice Cream and Lollies category. Products are judged on their taste, flavour, packaging and price. If you are not already

662kg of packaging a year. And the

stocking these ice creams, why not give them a try?

Chicken Straws have a new shape and

Product code: 251817 Case size: 24 x 110ml

improved Southern Fried flavour. In addition, each of the products comes

WSP: £8.99 RRP: £0.75 POR: 40.1%

in small outers (six) and has a healthy POR of 26.6%.

Product code

Product description

WSP

RRP

POR

264113

Discover the Choice 2 Large Scotch Eggs 226g | 6

£7.00

£1.59

26.6%

264114

Discover the Choice 14 Breaded Chicken Straws 168g | 6

£7.00

£1.59

26.6%

264115

Discover the Choice 18 Mini Savoury Eggs 216g | 6

£7.00

£1.59

26.6%

264116

Discover the Choice 20 Pork Cocktail Sausages 200g | 6

£7.00

£1.59

26.6%

RANGE

AND MERCHANDISING Becks Blue is the largest brand, in NABLAB AND MERCHANDISING

WHAT IS NABLAB

AND WHY IS IT IMPORTANT TO MY BUSINESS? Non-Alcoholic & Low Alcoholic Beer [NABLAB] is defined as no more than 1.2% ABV (1). Increasingly consumers are becoming aware of their alcohol consumption, with 1 in 2 people planning on cutting down their Alcohol consumption (2). This is highlighted in the increasing popularity of ‘Dry January’. 4,000 people participated in Dry January 2012. In 2019 participant levels rose to 4.2 million (3). ROS 10% higher in January than average over the year (12). This shows there is a significant demand from consumers for non alc variants, especially in January. Beer makes up 50% of the No/low alcohol category (4) so it is essential to make sure that your consumers have the right choice when they come into your store.

Heineken 0.0% is seeing strong growth (9) Becks Blue is the largest brand, in NABLAB Brand is the no.1 driver of purchase. The nations number 1 and number brandisnow have non-alc Variants Heineken2 0.0% seeing strong growth (9) Stella 0.0% (#1) and Budweiser Zero (#2) (10) Brand is the no.1 driver of purchase. The nations number 1 and By merchandising your nonnon-alc alc variants together number 2 brand now have Variants Stella shoppers 0.0% (#1)will and find the category easier to navigate. Budweiser Zero (#2) (10) Multipack Bottles and uplift mainly through price. By merchandising yourCans non show alc variants together shoppers will Meaning promotions can have a big impact on sales. find the category easier to navigate. By running promotions in store you can boost sales and add more cashBottles to yourand till. (11) Multipack Cans show uplift mainly through price. Meaning promotions can have a big impact on sales. By running promotions in store you can boost sales and add more cash to your till. (11)

KEY TAKE OUTS KEY TAKE OUTS NABLAB is becoming increasingly important to the alcohol category

MARKET TRENDS AND STATISTICS

NABLAB is in strong growth growth, up +59.1% value vs last year (5) and now makes up 1.5% of the total Beer market (6).

Boost sales by increasing consumer choice within NABLAB Merchandise your NABLAB offering together to help shoppers navigate the category Promotions can boost sales and add value to your business, signpost these promotions well so they are obvious to consumers.

There has been premiumization in all areas of the Lager market and NABLAB is no exception, with a move to smaller packs (7). Meaning you could increase ROS selling smallera packs. 61% of consumers want more choice in non alc drinks (8). By providing your shoppers with multiple premium non-alc variants you can satisfy the demand by giving consumers the choice when they come into your store. This will help increase basket spend and leave your shoppers satisfied. © 2020 AB InBev UK Limited. All rights reserved.