The activity follows a multi-million pound investment in 2014 when a new field sales team and convenience specific category advice programme - ‘Better Biscuits, Better Business’ was introduced. Its extension, the ‘Better Biscuits, Best Sellers’ (BBBS) initiative rolled out in March this year and includes remerchandising fixtures in line with BBBS advice, ranging the best-selling SKUs and improving visibility and availability.
A range of new initiatives and roll outs are being introduced this month, focusing on better value for the shopper. These include a new McVitie’s Chocolate Digestive range Ł1.50 price-marked pack (PMP) and a new 89p McVitie’s Biscuit Barrel range.
The McVitie’s Chocolate Digestives PMP range offers a more competitive headline price in line with multiple c-stores and will drive base sales of the bestsellers. The packs allow retailers to make an enhanced margin through a new case size containing three free packs (15 packs for the price of 12).
The new 89p McVitie’s Biscuit Barrel range brings together some of the best known biscuits including Custard Creams, Bourbons and Shorties under the nation’s favourite biscuit brand. These 300g packs have evolved from the current 150g Crawford’s range and offer an improved cash and percentage margin for retailers.
A McVitie’s display stand will also roll out across stores. In trials, the unit, which is not much wider than a packet of biscuits, delivered a 4.8% category uplift, equivalent to an annual increase of over Ł700 in sales per store.
The field sales team will increase support with a focus on new products including McVitie’s Nibbles and Jacob’s Cracker Crisps, PMPs and a further 1,000 ‘Better Biscuits’ fixture relays. Since the 2014 launch of the field sales programme, the team has delivered a 20% sales uplift through core range in Independents and retail clubs. During this period the field sales team carried out visits every four to eight weeks, calling on over 9,000 convenience stores across the country offering category and merchandising advice and equipment solutions and provided 3,200 fixture relays.
The Better Biscuits website launched in 2014 has been revamped to deliver improved retailer education and engagement. The site includes a regularly updated news section and a facility for retailers to book fixture relays directly, plus quarterly competitions. To celebrate the recent launch of McVitie’s to Go, retailers can enter their details to win a case of the new individual portion packs and a coffee machine to help boost their grab-and-go sales.
Trade communications controller for pladis in the UK, Hena Chandarana, commented: “The launch of our new McVitie’s Chocolate Digestive PMP and Biscuit Barrel ranges enable retailers to achieve a higher margin on our products and offer their customers the number one biscuit brand at a great price.
“The past two years have seen our new field sales team successfully increase distribution and strengthen relationships with customers by offering relevant category advice and effective equipment solutions as evidenced by our sales success. The focus on NPD and PMPs are set to extend this success even further.
“As the category leader with 50% of the best sellers in Symbols & Independents, including six of the Top 10, we’re committed to supporting our retail partners to grow their business and to develop targeted C&I initiatives that drive the category.”
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