Londis News Magazine Jan-Feb 2021

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

DMOISNS’…T

New year sales
opportunities

fills the gaps

Pet appeal

Healthy profits

Vol 34 Issue 1
January – February 2021

GETTING
HEALTHY IN
JANUARY?

TIME TO STOCK UP!

It’s High in Potassium, Electrolytes
and has your Daily Dose of
Vitamin C in every bottle

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

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

5th Biggest Take
Home Juice SKU

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

Project

Contents CONTENTS
In this issue...

23 5 New year sales opportunities 62 Top new products

Stewart Fenn explains how there’s lots A range of new products to grab
going on to keep your tills ringing! customer attention and grow your sales

Community 9 Working together – 67 Viewpoint: ACS
spirit our Londis Retail Forum
Our regular article by James Lowman,
We catch up Contact details for all our members ACS Chief Executive
with Jag and
Hema Brar of 11 New year, new 70 New stores
Culverhay Stores social media plan
We extend a Londis welcome to our
Top tips and ideas to help you engage new retailers
with your customers online
71 Londis birthdays
13 Your Londis
Warm birthday wishes to all those
Bringing you all the latest news from
across the business aTGoeutcihncelebrating their time with us
IT and Customer Services
17 GroceryAid 59 Opening hours (Monday to Friday):
For customer services: 6am–9pm
Details of how you can access personal guidance and emotional, Snacks For IT: 7am–9pm
practical and financial support on track
Email:
19 Added Value Services and Central Billing Look out for the For customer services:
relaunched meat [email protected] or
Our regular updates covering all your service needs snacking range [email protected]
from Discover
29 Taking care of your customers the Choice Helpdesk: 0800 298 0758

Vitamins and OTC medicines are in high demand Londis News team:
Email: [email protected]
33 Creating something special

Shaji Mathew of Londis Eastbourne pulled out all the stops with
his recent redevelopment

43

Accessing 39 fills the gaps
more sales
The launch of more Jack’s lines that will boost
The investment both your sales and profits
at Visvanathan
Yoganathan’s 48 Pet appeal
Horton Heath
forecourt store is Our furry friends are big business, with 37% of
paying off big time 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!

Be prepared
for Winter

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

Stocks

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Product Name Size Product Code Product Name Size Product Code

Homefire Smokeless Fuel 10kg M213193 Homefire Twizlers 300g M245525
Homefire Kiln Dried Logs Dinky M213202
Traditional House Coal 10kg M234591 Homefire Supapak Kindling Large Bag M521620

Homefire Shimada Heat Logs Logs M264324 *Approximate weight

Full Range of Winter Fuels Available

Welcome to our January–February issue of Londis News! WELCOME

Mega sales

opportunities

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-half-
price 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 See you Stewart Fenn
to strength. The line-up includes a great selection of meat, in-store! Londis Brand Director
poultry, fish and bakery products. More Jack’s lines are set to
launch in the new year – so if you haven’t tried any of it yet, why
not give it a go? Speak to your RDM for details.

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.

5



BOOST YOUR PROFITS
THE ITALIA WAY

DALLA TERR · CON IL CUORE · CON PASSIONE

FROM THE LAND · FROM THE HEART · WITH PASSION

PRODUCT CODE www.italiawines.co.uk
ITALIA PG ROSÉ 210129
ITALIA MONTEPULCIANO 207123
ITALIA PINOT GRIGIO 207114

No.1 SELLING RTD

INTHE IMPULSE
CHANNEL

M149866

PLEASE DRINK RESPONSIBLY.

JACK DANIEL’S, AND OLD N0.7 ARE REGISTERED TRADEMARKS©2020 Jack Daniel’s. All rights reserved.

tWRhorkeiengttaLogeiothlenr.F.. doirsum NATALIE LIGHTFOOT LONDIS RETAIL FORUM

JAMIE WOOD Londis, Lanarkshire, Glasgow
Tel: 0141 7710490
St. Michael’s Services, Dumfries Mobile: 07915 059101
Tel: 01387 254304 Email: [email protected]
Mobile: 07759 260621
Email: [email protected] TERRY CATON

BEN SIMONS Londis, Chesterfield, Derbyshire
Tel: 01246 208565
Londis, Lechlade, Gloucestershire Mobile: 07769 644853
Tel: 01367 252202 Email: [email protected]
Mobile: 07901 711659
Email: [email protected] ROGER PERRY

ASHTON GARDNER Londis, East Riding, Yorkshire
Tel: 01964 544200
Gardner Garages, Cheltenham, Mobile: 07786 330164
Gloucestershire Email: [email protected]
Mobile: 07826 857797
Email: [email protected]

SARAH COPE ALPESH PATEL

Londis, Lynton, Devon Londis, London N4

Tel: 01598 753326 Tel: 020 8340 1919
Mobile: 07808 831379 Mobile: 07939 944557
Email: [email protected] Email: [email protected]

ARJAN MEHR

Londis, Bracknell, Berkshire

Tel: 01344 425565
Mobile: 07710 567008
Email: [email protected]

STEVE BASSETT RAMESH SHINGADIA

Londis, Weymouth, Dorset Londis, Caterways, West Sussex

Mobile: 07875 286657 Tel: 01403 265949
Email: [email protected] Mobile: 07885 625376
Email: [email protected]

Supporting the We are always happy to hear from you, so 9
Londis retail family! please give us a call or send us a message

on our contact details above…

Variant Code Variant Description
M211093 Gu Choc Melting Puds 2pk
M226587 Gu Choc/Vanilla Cheesecake
M252929 Gu Chocolate Brownie
M211296 Gu Guzillionaires
M211106 Gu Lemon Cheesecake
M255903 Gu Salted Caramel Cheesecake

New year,new social media plan The best of your SOCIAL MEDIA
recent posts...

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 Remember
with family and friends of late, so
lots of people are looking for a Post your best January money-
way to celebrate safely in their own saving deals frequently
households, whatever the occasion!
Use your social media to let customers Keep sharing trending topics
know you’ve got all the ingredients for like Veganuary and your related
a celebratory Valentine’s night in – from products throughout the month
wine to flowers, chocolates and cards.
Showcase your displays and
products in the run-up to
Valentine’s Day

HAVE YOUR SAY…

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 11

GROW YOUR SALES WITH
THE NUMBER 1 PREMIUM GIN

BRAND IN CONVENIENCE*

Bombay Sapphire 6x70cl M73920
Bombay Sapphire 6x35cl M240824
Bombay Sapphire 12x5cl M247652

Enjoy responsiblY

©2020 BOMBAY SAPPHIRE AND BOMBAY BRAMBLE AND THEIR TRADE DRESS ARE TRADEMARKS

*Source – Neilson MAT Total Convenience, MAT, October 2020

YOUR LONDISStories Retailer steps up to
YOUR LONDISfrom#EndChildFoodPoverty
around
the Londis Raaj Chandarana of Tara’s Londis in High Wycombe was one of many
Family... local businesspeople across England who stepped up to feed children
during October half term.
Find us on
@myLondis In a video on Twitter, Raaj said that the store would give a free lunch to any child
@myLondis accompanied by an adult during the week. He made it clear that there would be no
@LondisRetail purchase necessary, no strings attached and no
@myLondis 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’.

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

Eleanor wrote:
‘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.’

13

See your
sales fly
with...

*Source: IRI, 52 w/e 09.08.2020

PRODUCT CODE PRODUCT CODE
Secretary Bird Shiraz 211627 Secretary Bird Sauvignon Blanc 207747
Secretary Bird Chenin Blanc 236196 Secretary Bird Cinsault Rosé 211329
Secretary Bird Merlot 207745 Secretary Bird Chardonnay 211628

A MUST-STOCK BRAND – BUY NOW!

A £20million brand in the UK wine market* | Bottle sales +25% year on year*

Shop Local congratulations Retailer stunned by generous gift YOUR LONDIS
for struggling customers
Congratulations to Terry Caton and the team at Londis
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.
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
Terry was presented with a certificate another donation later in the winter.
from NFRN for the store’s work
during the pandemic. He said: My brother Rajan
and I were humbled by
It is great recognition Terry and Toni Caton this woman’s generosity
for the team and our and felt it was time we
army of volunteers who gave something back to
supported those needing the community.
help in our community
during Covid-19. Manoj Bhardwaj

Milkshake sales are f’real

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.

Even though the weather has become colder, my sales are still very strong, Retailer opinions
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 We are always interested to hear your opinions. For
focus on food-to-go moving forward. My advice to retailers is not to worry our next edition we would love to know whether you
about the season when introducing something new. If the concept is good have tried the new Jack’s range. What did you think
and you are proactive in promoting the product, it will sell all year round. of it? Email your views to: [email protected]
Work together with your RDMs as they recognise the trends – it’s important
to always keep an open mind about trying something new. We will include some of your thoughts in the next
edition of Londis News.



ppaaeeaannrrcceeaaddssYYccoonnppmmIIoopooddffuunnffaaoorreeHHaWWssnnddiioouuooffeeeooyynnffrroopnneeanrrddeeaarrffmmnneeuubbttoorcbbasspeeerraacceeeaiilllldsmmYcaaassfftteeuulloooaeennppeepmewwaannvvppddeeIeercggoppettabbffnooolldfnaaaunllnndfaspprcccoreeerrwwYcllHmmeooWosssuuiiniindeeaccpmioooiinnppduosfaaIeeeonnYcynppiiforrooornnpponrrnuuennpomrdfiiaaaaIaaurnoodealluufaorfmlooloddrsseneddussHbteeoborrWdnnfsaasgguneenrrdepp,,ioaoofacoollnnrueofecceHonnrriyttnittissWls,,lfffrnaaaaeeodmneaiosfteuloueeofeepporpyffndeppe22fawassccnrttrfmovpde,,ccnenuwweffoobiiiiteaaoccbgffsiinnssrpdssyyttrreetarbfrfmddoalciineubnerratoooeebuunnieennooaalsee44llnpechhttrnnmerwlddamcssasfteeuoloeeaccsueiittilttpleeoovvcowamnooittavpnpppeedesftssaeunneloaaeeerrnepgpaaiii//eeeyyrpoeenwapnnnteervpnnbdufeccnoliiccerinaooagaattoploosstlnuoobpfppcnnlloxxloldserdwl77snmaiiebbttccorffuunnslnuccaintteeipgceriiecperwl,moiddnnooonplnasuddceiaaainniiirffccnniieptitaasciiccioo,oroifnpoonpaaeoohhammrooeuttnneerrrpiccieffpaaroaffnoaaaapfaarpul2nusrrnnnncrilosstdsd,iiiicaaggswfoaioierracrlnoooouauufeeuuiaansoldttgsdseeeeeeeyrtsraaaaaape,llrdonoialnyycrgoeenruttrpnrreddddn,toattiteese4yy,oosslnfchtllllaaenn..rdrrrrrrrrstttttis,,,lllllleeacf....paaettfp2ovsceoptt,pecwsffoiinpaear2cscftianis/e,cwyfoiisyetracnenfcdinsicisyrtrooeuntendoaioes4rooeuhptnlnxennoad7e4sibtchteacfunncdtstetievoactodttnpesvondiaeraaoitfcnipesaaicin/eoayereonoheai/mneocyteeicrnecnocfictfaaosaotprnnnloxss7oiigibtcr7funciooutcetueatfunieeeaaateldndyidaaitfcnidriddaaaticeoyfcisaioollhmo.otrrrrettrm,otclllrf..fcaafafaaarnnsrnniigsriooueuaouteeeeaaaeeeaallyytrddterddytesll.llrrrr.ttrrr,,lll..ll. GROCERYAID

NWWWNWWWNEEEHHEHEEEEHEEAEDEEADDNEANDRNRHRNHERHYEYHEEYOEEYHELOEOHLHOUPLEHLUP,EUPREUPE,R,ER,REEESSSSppppeeeeaaaSkkakpktteoottoaouukussustoosonnoounoonsuuorroouffnurrrreeofeerfuerccreeoofenncreffcoiieddoneenfcinnfodittnediiaafnellitdnHHieateeinlallpptHlillaHiiennlleeepHllpeinllipenleine
GGFFV0V0GFV0FV0Gooooii88llrri8lrsslli8lrslooooslooG0FV0iiooww0ittccwo0iwtc::88ticluuree:8slu:e8wwssooue88rr0wsi::w8wsrtyyc:ww8r::y800wAAueywww0wsA80r22Aiiw:..ddwy2wigg112.di0A.gdrrHH111wg1oo22rHiee1r.Hdcco1g2221lloeee2ppcerH2c1rrllleo2plyy2iieepnnrcaal2rlyieeleiipnyidd::anrlea..iyiooedn:iarrd:.eggoi.d:o..ruu.grokkg.ru.guk.ukk

M241468 M241485 M241484
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Food at Uber Eats ADDED VALUE SERVICES
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delivery is carried
Looking for a way to deliver food to customers out extremely efficiently by the Uber
quickly? Uber Eats is an app that connects your drivers. Some of my shops have
store with thousands of customers and delivers added around 5 to 10% in sales.
at uber speed.
Raman Sood Director, Sood Enterprises Ltd
Uber Eats is one of the UK’s most downloaded and fastest- (operates eight Londis stores using Uber Eats)
growing food delivery apps, with over 6,000,000 downloads*.
It is available in over 120 towns and cities across the UK. Not only does Uber Eats offer a quick and easy local delivery
solution, it also gives customers the option to click and collect
Uber’s convenience and grocery segment saw orders increase from your store.
by 166% through lockdown – and you can be a part of that
growth. It is easy and quick to sign up and get your store If you sign up through Booker, Uber Eats is offering free
online, with flexibility to customise the app for your own store. activation (reduced from £500) and reduced commission fees.

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21



New year, new look for OTL
JOI
OTL Discount Range Solutions supplies more than 1,000 We have
CENTRAL BILLINGlines to convenience and independent stores across the UK,worked closely
providing ranges suitable for retailers wanting to offer a with the OTL
genuine discount option to their customers. representative to develop a
discount solution in our store. The
OTL already works with many range of clip strips and a £1 red products are of a good standard
retailers across Londis and its other box range. and the range lets us cover a wide
retail brands, providing everyday variety of categories that offer all
and seasonal discount ranges, It’s a big year for OTL, as it has our customers great value. We
along with merchandising advice recently updated its logo and visual have around 5m of bays dedicated
and support. identity, which is being rolled out to OTL’s distinctive £1 red boxes
from January 2021. Keep an eye to create an eye-catching pound
OTL provides food and non-food out for the new 2021 brochure section in-store.
products across over 50 categories outlining more details.
and has unrivalled discount range Mr Kaushik and Mrs Hemali Agraval
experience and expertise. With To find out more about OTL,
mixed and single-category bay contact the sales team on: 01977 Londis Sheerwater, Woking
solutions, OTL can also provide 522440 or email: [email protected].
products that are delivered in SRP Follow @otlproducts on Facebook
(shelf-ready packaging), a fantastic and Instagram for regular updates.

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.

N THE CLEANING Brand new cleaning range! £1 Red SRP’s

BUZZ Fantastic POR and an instagram favourite. Quick and eye-catching POS solution!
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inc. pocket money toys, health and beauty,

stationery and more!

visit otltd.co.uk/brochures 01977 512244 otltd.co.uk
to download our new brochure today! [email protected]
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RETAILER PROFILEMeeting
local
needs

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
“It’s amazing how these changes have
closed for a week to undertake a Store made it look like a brand-new shop.”
of the Future refit.

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

RETAILER PROFILE

Our customers are made a considerable investment in their as well as the Tango Ice Blast and
really amazing and support recent refit and extension to incorporate f’real milkshakes. Jag and Hema did a
us in whatever we do. I better food-to-go and have extended the campaign on Facebook to let customers
couldn’t be happier with chilled and frozen ranges to give their know these were available.
their response. customers a better choice.”
Hema said: “Facebook is really helpful for
Hema Brar The recent shop refresh and new advertising new products and getting the
branding completes Culverhay’s journey momentum going. Before, people who
24 to become a modern Store of the Future. lived on the high street would just stay
there to shop. But the American candy
Promotions are executed really well each is niche and is attracting custom from
period, using all the POS provided. Jag further afield. We’ve had people coming
and Hema often hold mince pie, wine, from Cirencester just to get a milkshake.”
beer and cider-tasting events at the store
– customers love these and it’s always As part of the refit, the store added The
good PR to drive additional sales. Liquor Store, a new dedicated area for
beers, wines and spirits, as well as a
Rachel Drake, Londis RDM, added: “They backlit spirits area behind the counter.
know how to make the most of a small
space. It’s a fairly small store, even after “We’ve had some fabulous comments
the refit, but they make each bay count. from customers. They can’t believe the
They’re very disciplined with promotions, range we’ve got in and as a result we’ve
general displays and seasonal activity.” seen a good rise in sales.”

Culverhay Stores is the only one in Previously, Culverhay Stores didn’t offer
the area which offers American candy, any hot food. Now it stocks fresh-baked

RETAILER PROFILE

baguettes and pies, Chicago Town pizzas, grateful we were able to support They really are at the
Rollover hot dogs and Tchibo Smokin’ them. They could call into the store, heart of the community and
Bean coffee. phone through an order and pick it they’ve got a great team
up outside or get a delivery within an behind them. The manager,
Hema said: “The customers have really hour using the Snappy Shopper app. Megan, is the glue that
taken to it and have commented on holds them all together.
the quality. People working from home “Our size really helped us. While
or out walking the dog will pop in to the multiples were struggling to get Rachel Drake
grab a coffee or something for lunch. toilet rolls and flour, we were able Londis Retail Development Manager
We all loved cooking and baking during to work with smaller suppliers to get
lockdown, but it is nice for someone else what our customers needed.” 25
to do it once in a while!”
Hema has nothing but praise for
Although lockdown has been tough for the team at the store: “Our team
everyone, Hema is proud of the way the are amazing. We couldn’t do it
store team pulled together to serve the without them – lockdown has been
local community. testing for everyone. Without a good
team it would have been impossible,
“When everyone else was told to stay at so we are really grateful to have them
home, as key workers we were going out on board.”
and about to provide a service. Our staff
were amazing. They just hit the ground Jag, Hema and their staff have
running! Thankfully, nobody got sick. worked so hard for the community
during the pandemic that the store
“A lot of our customers are elderly or was awarded the NFRN Community
were having to shield and they were Champion Award for the South West.



Top tips! RETAILER PROFILE

1 twFhihenidcahryeoaaruernn’ticahveabilaybslteoackniynwghperroedeulcsetsin

2 csPourpnotpviinodureteyintooutosruulpogcphaotlricmtoyemosumanudnittyhewyitwhill

3 ysLuooruoekdtoahfetyeraryeouornsbtooraerdtewaimthaenvdermyathkieng

They are great promoters of aCrickladSTORE INFO
the local community – installing a
defibrillator outside the shop, helping Store manager: Megan Harper
customers with a home delivery service Store size: 1,600 sq ft
and holding colouring competitions Type of store: Community
during lockdown. Best performing categories: Frozen 10%,
Fresh 20%, Alcohol 25%
Vince Brown
Londis Regional Development Director Services: AT M, PayPoint, Hermes parcel collection,

Jag and 15-year-old volunteer Jacob Frusher were also Lottery
presented with a certificate of appreciation by Swindon Lions Nearest competition: Tesco Express
Club for their efforts during lockdown. Jacob used a trailer Number of staff: 9
attached to his bike to deliver shopping to vulnerable people in Trading hours: 7am-8pm
the community – making over 500 deliveries in total. Social media: facebook.com/londisculverhaystores

It’s not the first time Jag and Hema have picked up awards – 27
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.

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CATEGORY CATCH-UPLatest
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 is the number one brand*; its Max
buy branded products and Lemsip is Strength Congestion and Headache is the
the number one cold and flu remedy best-selling product in independents.

with a 42% market share. In the cough remedy sub-sector, Benylin is
Source: Nielsen. 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 29

CATEGORY FOCUS HAVE YOUR SAY…

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.

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

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.

Roger Perry Londis East Riding

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)
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
provides longer-lasting fever relief. While Nurofen is the biggest
seller in the pain relief market, another strong contender is
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,
followed by suitable age range and format. Calpol is the
biggest brand in this sector with the highest brand loyalty.

Many convenience retailers display OTC medicines behind the * Source: Nielsen
till for security reasons but this can put people off making a

30

HOW HEYOO CAN HELP Top tips! CATEGORY CATCH-UP

At this time of year, with New Year’s resolutions and, for many, 1 dOiffffeerreanrtasnhgoepptoerconveeerdassams paonyssible
a focus on physical and mental health and wellbeing, vitamins 2 itSloltngoecesktsheaesdrfuarlotsmaandtduhlectsihritlcedhnriedldnrt’seonmcaetdcsh
can come into their own. While the best place to get all your
vitamins and minerals is through your diet, it’s not always 3 Focus on the big brands alongside value
possible – and that is where supplements have a part to play. brands of ibuprofen and paracetamol

Heyoo is a new range of affordable, immunity-boosting 4 tiEnhn-esstutoirlrelemO. aITfkCtehmesuyerdaericetihndeeiysspaalrraeeyveeidasisbbyleethoinfdind
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.
RRP for each of the three products is just £3.49 and they
each deliver a very healthy 50.2% POR.

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.

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.

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.

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%
249462 Rennie Peppermint 24 pack | 8 £11.33 £2.35 27.7%
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%
092475 Strepsils Honey & Lemon Lozenges 16 pack | 6 £11.99 £3.49 31.3%
195915 Imodium Capsules Original 6 pack | 6 £14.55 £3.99 27.1%
089619 Nurofen for Children Strawberry 100ml | 6 £15.29 £3.90 21.6%
244388 Happy Shopper Paracetamol 500mg 16 pack | 10 £4.49 £1.19 54.7%

31



RETAILER PROFILEResearch
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.

33

RETAILER PROFILE

When the site of a former Spar became Mathew and Jincy were determined
available in Eastbourne, Mathew and to give it a fresh new look to create
Jincy spotted a suitable opening. something special.

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,
The pair researched their plan thoroughly ensuring it met all the criteria for a Store
before deciding to go ahead. of the Future.

“We did a lot of research before choosing Mathew and Jincy had secured the lease
Londis,” said Mathew. “We visited to the site and made their decision to
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
conclusion that Londis was the best “It has caused the building work to be
option for us. a little slower and more complex, but
coronavirus has also shown how much
“We’ve also had great support from the customers value their convenience stores.
Londis team with the refurbishment and We saw an opportunity here to really
making sure we get the right mix of stock make this site work,” said Jincy.
and food-to-go,” he added.
“We were very lucky to get this store as
The site had previously been a Spar but it’s in a great location,” she added.
it had suffered from a lack of investment
over recent years and had been empty The site is in the heart of the seaside
for some time. town, not far from the beachfront.

34

RETAILER PROFILE

“We also wanted to create something “We’ve made a food-to-go station with We need to make sure
which looked special, a bit different six metres of machines and displays, we get three fundamentals
from the usual convenience store,” including a Costa Coffee machine,” in place for the business:
said Mathew. said Mathew. cleanliness, customer
service and a good range
With brick effect decor, black ceiling and “Since we opened in November 2020, of high-quality stock. It’s
spotlights throughout, the store’s modern, our Rollover, Tango Ice Blast and Fwip important that customers
chic atmosphere welcomes customers. machines have all been on a roll!” never see empty shelves
so they can find everything
“We’ve also used wood-effect shelving – They’re also stocking Pudding By they’re looking for. If all
it’s all looking fantastic,” said Mathew. Post, run by a catering company goes well, we’ll definitely
which provides locally made brownies. be looking at opening more
“Our location is on the edge of the town Londis stores!
centre, near the council offices and police “They’ve always sold out within a day
station – there are a lot of office workers of restocking,” said Mathew. Shaji Mathew
around here, so we pick up passing
trade from people on their way to work. The team has been keen to spread 35
We’ve also concentrated on a really good the word about their new store and
food-to-go range.” were active on social media even
before opening.
The store has f’real milk shakes, Tango Ice
Blast and Fwip ice cream to offer plenty “We had 200 followers on Facebook
of sweet temptations. before we’d even opened,” said Mathew.
“We’ll be posting regular updates about
Hot food-to-go includes Rollover hot offers and new stock as it’s a really
dogs as well as the Country Choice range. important tool for the business.”

NOTHING SAYS
HOME LIKE

No. 1 99%With
brand
Most sold awareness**
ambient
soups brand
in the UK*

*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

The team at Top tips! RETAILER PROFILE
Eastbourne have set
a high bar with the 1 tThaolkrotougohtlhyebresftoorreesananydmdaojoyroinuvrersetsmeaerncth
finish of the store. They 2 aMRWDbeoiMrgrckhpaainrnnoddpjeiatschrittnengLeotresnhadimpisswPwliathhnenynionuugnrdaRneDdrtDa,king
had a vision and have
implemented it fully 3 ltEohmoekpailnroegyatlooancbadul kysntaofwf –wthhaetycbuostthomkneorsware
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

4 wpFroitochduuascovtanrlaucneug-sfteoor–m-msetorrnoseneygrvmimceeesrwscahitgahenadisigskioneogyd

The range on offer meets the demands of the impact of coronavirus. People are aEastb urn
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 STORE INFO
season picks up, some tourist trade. to a large supermarket. They want to see a
clean, well-managed store,” said Mathew. Store size: 2,000 sq ft
“We need to cater to a wide range of Best performing categories:
budgets,” said Mathew, and there’s a full A team of ten has been recruited, all of This is a brand-new site with a
line-up of groceries on the shelves, with whom are from the local area. Mathew focus on chilled and food-to-go
Farm Fresh, Discover the Choice and and Jincy believe this is vital – their staff Number of staff: Ten
Jack’s all featuring. know the customers well, so are well Opening hours: 7am to 10pm
placed to support the local economy. from Monday to Saturday and
This planning typifies Mathew and Jincy’s Sundays 8am to 9pm
approach and attention to detail. Although coronavirus limitations meant
a grand opening was not on the cards, 37
“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
“We’ve created something clean and might be just the opening chapter on
smart, which is even more important after their Londis journey.



NEW TO LONDISThe FILLS THE GAPS
roll-out
of Jack’s
continues

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 39

NO SUGAR, NO CALORIES
POR

32.2%

POR

50%

Diet Pepsi 2L PMP Diet Pepsi 600ml
8 x 2L 12 x 600ml
M145919 M238717

33% of people are trying to Shoppers who purchase diet and no sugar Cola Deferred Diet Pepsi value has reached
reduce sugar in their diet* buy 24% more litres than full sugar buyers** £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

Move to the crisps and snacks aisle and you will find Jack’s Top tips! NEW TO LONDIS
Tortillas in Cool, Lightly Salted and Chilli varieties. The 200g
bags retail at a consumer-friendly 99p – plus there is a Jack’s 1 Highlight any new Jack’s products
Mild Salsa Dip to accompany them, again priced at just 99p. in-store using the POS provided

Other recent additions to the Jack’s range include Scottish 2 Flag up the quality and value
Rough Oatcakes as well as four packs of nuts suitable for
home baking. The Almonds, Brazil Nuts, Cashews and 3 tEhnecyoucarangteelsltcauffsttoomtreyrsthaell products so
Mixed Nuts each come in 250g bags with RRPs ranging about them
from £3.99 to £4.29.
4 Promote the new lines on social media
Finally, Jack’s includes a Pizza Base Mix so shoppers can
make their own pizzas using this base topped with Jack’s 5 Remember the PORs they offer –
Pepperoni and Grated Mozzarella. minimum 30%!

HAVE YOUR SAY…

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.

Bimal Patel Londis London N4

Product code Product description WSP RRP
263413 £23.94 £2.85
263414 Jack’s Prime Cuts Beef Quarter Pounders 454g | 12 £12.60 £1.50
262635 £14.70 £1.75
262434 Jack’s Vegan Mexican Inspired Bean Burgers 454g | 12 £13.93 £1.99
261898 £6.49 £1.39
262438 Jack’s Breaded Onion Rings 670g | 12 £4.16 £0.99
262376 £7.13 £0.99
263393 Jack’s Grated Mozzarella 250g | 10 £5.80 £0.69
262672 £18.93 £1.69
263377 Jack’s Double Strength Orange Squash NAS 1.5ltr | 8 £18.02 £4.29

Jack’s Mild Salsa Dip 300g | 6 A3l0l %wiPthORa
Jack’s Cool Tortillas 200g | 12
Jack’s Pizza Base Mix 145g | 12
Jack’s Pizza Pepperoni 120g | 10

Jack’s Mixed Nuts 250g | 6

41

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brand2

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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

RETAILER PROFILERelaunching
a forecourt
store

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

43

RETAILER PROFILE

We’ve significantly way to make the most of the potential The refurbished store opened in
expanded our frozen food of the area.” September since when sales have
and chilled range alongside already doubled.
fresh produce. This includes “We only had one lane access to the
two dedicated freezers for forecourt. If we could introduce two Yogan first partnered with Londis back
the artisan ʻGourmade’ lanes, plus more parking spaces, we in 1996. In 2004 he opened the store in
frozen ready meals range. knew we could drive up the sales Horton Heath. He has nine other Londis
We are very keen on the volume both for fuel and in the store. forecourt stores and two Budgens
Londis promotions and And we had the space to do just that.” stores, one of which is a forecourt store,
support as many as we while the other is a standalone store.
can on two dedicated end It was a significant financial investment
bays and from a bespoke to redevelop the site, but the The redevelopment provided an
Wine Tower, updating them forecourt now has double the capacity, opportunity to rethink the ‘look’ of the
every three weeks. accommodating eight cars, rather than store and bring it all up to date.
the previous maximum of four.
Visvanathan Yoganathan “It looks fantastic from the street, and
The shop floor space has also many customers have been impressed.
44 been extended from 1,500 sq ft
to 2,100 sq ft. “We’ve got the smart new Londis signage
as well as a brighter, more spacious feel
“We’ve seen the volume of fuel inside, with additional clear windows
sales double since we opened enabling shoppers to view the store and
in September. We used to sell our range from outside,” said Yogan.
two million litres a year. Now
we’re predicted to sell four That fresh, open design also allows
million a year.” customers to see all the measures in

RETAILER PROFILE

place to cope with coronavirus: hand with a mixed customer base, The new Londis Horton
sanitiser, floor markings and screens, all with some more affluent Heath is a testament to what
of which help to reassure shoppers that shoppers alongside those who can be achieved when we work
it’s a clean, safe environment. are more budget-conscious closely with a retailer to deliver a
– we ensure we stock a brilliant store transformation. It’s
Yogan and his team have also revamped the wide range of price points to been a huge success – well done
food-to-go offering, introducing new lines accommodate everyone.” to Yogan and his team!
and a smart food-to-go area of the store.
Mick Hannah
Yogan explained: “We’ve introduced Londis Forecourt Development Manager
f’real milk shakes as well as a new coffee
machine from Tchibo and we’re selling 45
over 500 cups a week plus hot food
partnered with Cuisine de France.

“Stores, and especially forecourt stores,
need to offer customers a reason to visit
so that they become a ‘destination’,”
he added.

“As well as expanding the forecourt we
have more parking facilities which makes
it easier for customers to call in.

“It’s a very good location, which is why
we developed this site. It’s also an area

Feed Happy
Feel Happy

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1 Purchase Value MAT - Nielsen CPS Total GB we 03.10.20 © 2019 Mars or Affiliates
2 Purchase Value YTD - Nielsen CPS Total GB we 03.10.20

Top tips! RETAILER PROFILE

1 Irgpwfeoryniot.oohvIuvmefraepmtswirtooooenrvrre,einoietngv’xseeaperwaedsolntslorsgtairhvaeceidon‘biosmniitnptbghleeyittebloaitnll‘gicnarunonn,e

2 Cofrfeeartiengreaasboronasdtofovoisdit-tao-sgtoorreabngye

3 Riatecbcveeiesiwsmibpyloerouavrsesdpto?orsMes’isabkaleicncigseskysoe–yurhsotworceoausld

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 HHerattSTORE INFO
Londis Forecourt Development Director
Store size: 2,100 sq ft
“But most importantly we offer value for money as we know
that customers are very price-conscious – and even more so due aBest performing categories:
to the impact of coronavirus.”
Fresh and Frozen 25%, Beers, Wine and Spirits 17%,
Horton Heath has a good stock from Londis, with Discover the Coffee and Food-to-go 10%
Choice, Farm Fresh and Jack’s all featuring prominently. Number of staff: Ten
Opening hours: 5am-11pm seven days a week
The combination of a smart new store, easier and increased
access and a great range are definitely paying off for Yogan and
his team.

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

Long may this success continue.

47

CATEGORY CATCH-UPLatest
insights
and news

Pet appeal

With the petcare market worth more than £3bn*, pet owners are
valuable shoppers in your store.

37D%idoSfooyuwrUocenKu: PaFkhMopnAue2os0t1ew.9h?olds 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.
of pet owners out there.
Other cat food lines to consider are
The UK pet care market is worth £3bn the luxury wet food brands Gourmet
and is in growth. Products for dogs and Sheba. Luxury wet cat food is in
growth as owners are happy to pay more
account for most sales (£1.4bn), followed for this but the sub-category is often
by cats with £1.2bn-worth of sales. Then under-represented in convenience stores –
come products for birds, fish and rabbits. so there is a big sales opportunity.

*Source: Pet Food Manufacturers’ Another way to grow sales – if you have
Association (PFMA) the space – is to stock premium lines
such as advanced nutrition dry cat food.
Different store locations can expect to Nestlé Purina says this is encouraging
attract different pet food needs, which news for the convenience sector as it again
means ranging should be flexed to cater offers a major opportunity for growth and
for this. For example, cat ownership great margins!
typically increases in urban areas, while
dogs are more popular in rural settings. Purina One is the number one advanced
nutrition brand (IRI) and Nestlé
When it comes to products, shoppers will Purina recommends that retailers
be looking for the big brands they see in merchandise it alongside
pet stores and in the big supermarkets. existing dry cat food products to
According to IRI data, Felix is the number ensure visibility for shoppers.
one pet food brand in the UK, and it

48

According to Nestlé Purina, the dog food market is similar Top tips! CATEGORY CATCH-UP
to the one for cats, with pouches and treats driving growth.
Dog owners are buying into pouches for their convenience, so 1 sUigsenpboigstbtrhaendcastseugcohryasinF-estlioxreto
retailers are advised to stock Winalot and Bakers pouches to give 2 Focus on a core range of best sellers
both an everyday and a more premium choice. The dog pouch
category has trebled over the last five years and Winalot pouch 3 Place your biggest sellers at eye level
has grown 32% year-on-year (IRI). For the convenience channel to help customers find them quickly
Winalot comes in 3 x 100g and 12 x 100g pouches, which are
available as price-marked packs of £1 and £3.75 respectively. 4 eWahcherceapteogsosirbylefo, rbrmaanxdimbluomckimwpitahcint
5 gsInhrceolaputdppeerrposrdciucoecnt-fmsidaaetrnkgceredeatphtaevcyaklasureteopggreiicvteteisng
HAVE YOUR SAY…
6 matacwRhonapeardnromlyagtudinetingnoonmushgeedbtdyrfhetooioasvruohentdrdohaoet.paditlTltihlbdvrte–eeuirtrarettiothpagcsnetearsaayotndlawfaosdrortaefeohfleeedaoxisrntgfprhtacrraeiseoagnsattdhahtnueleoecrystts.
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.

Mike Parr Upavon Village Store

Product code Product description WSP RRP POR
£10.00 £2.00 40%
248383 Good Boy Wagtastic Chewy Chicken Twists 70g | 10 £7.45 £0.95 32.8%
£3.45 £1.00 31%
250518 Cesar Classics with Tender Chicken & Turkey 150g PM 2 for £1.50 | 14 £6.80 £2.49 34.5%
£9.85 £3.75 21.2%
103844 Euro Shopper Chunks in Gravy with Chicken 1.24kg PM £1 | 6 £6.29 £0.80 21.4%
£11.29 £4.25 20.3%
237302 Bakers Adult Chicken with Vegetables 1kg PM £2.49 | 5 £9.99 £3.75 20.1%
£9.20 £3.49 20.9%
259079 Winalot Dog Food Pouches Mixed in Gravy 12 x 100g PM £3.75 | 4 £4.59 £1.15 20.2%
£5.95 £1.25 28.6%
259034 Winalot Classics with Chicken in Jelly 400g PM £0.80 | 12
49
224987 Felix As Good as it Looks Ocean Feasts in Jelly 12 x 100g PM £4.25 | 4

235052 Whiskas 1+ Pouch Poultry Selection in Jelly 12 x 100g PM £3.75 | 4

250877 Thomas Cat Litter 5 ltr | 4

259029 Go-Cat with Chicken and with Duck 1+ Year 340g PM £1.15 | 6

227613 Dreamies Cat Treats with Tasty Chicken 60g PM £1.25 | 8