On average, 21% of baskets contain a bagged snack, showing they’re a strong footfall driver. With the upcoming HFSS legislation and increased focus on healthier snacking, retailers should increase their focus on nuts, which are exempt. betterRetailing re-joins KP Snacks, who visited two retailers to help them maximise crisps, snacks and nuts (CSN) sales, to find out their results.

FOCUS ON

ARJ PATEL

ARJ PATEL Premier Cavendish Square, Swindon
Arj Patel
Premier Cavendish Square, Swindon

AFTER

The crisps and snacks fixture at Premier Cavendish Square

CHALLENGES

NAVIGATION
  • Arj had a strong range of CSN lines but struggled to highlight the bestselling brands, preventing higher sales
FORMATS
  • Price-marked packs (PMP) show value in the midst of rising costs but Arj wasn’t sure what to stock
FLOW
  • Arj stocked a wide range, but they were on different fixtures, so customers struggled to find what they were looking for

CHANGES TO DRIVE SALES

Vertical blocking
  • We displayed Arj’s bestselling brands vertically and blocked similar products together to make the fixture easier to navigate
New formats
  • We increased his PMP range to help Arj offer his customers more choice and drive value perception – PMPs are a key driver of growth
Ease of shopping
  • We moved nuts to the same fixture as crisps and snacks, following a flow of ‘good, better, best’ to improve ease of shop

ARJ SAYS

“We are very happy with the results of the trial, and multipacks, which now account for 4% of sales, have played a huge role in the success of our sales increase. We will continue to sell these as a permanent fixture. The merchandising changes have had a positive impact, especially placing nuts by the till. As a result, our nuts sales have increased significantly. The changes made by KP Snacks have made my fixture much more attention-grabbing.”

BEFORE

KEY LESSONS FOR YOUR STORE

1Display bestselling brands vertically, blocking similar products together to help drive sales

2Include multipacks and PMPs in your range, as PMPs are a key driver of growth in convenience

3Merchandise CSN together, following a flow of ‘good, better and best’ to improve ease of shop


FOCUS ON

AVTAR SIDHU

Avtar Sidhu
St Johns Budgens, Kenilworth, Warwickshire

AFTER

The crisps, snacks and nuts (CSN) fixture at St John’s Budgens, Kenilworth

CHALLENGES

Range
  • Avtar had a strong range, but lacked choice in some areas, meaning it was difficult to drive linked purchases
Impulse sales
  • While Avtar had strong sales, there’s more potential to boost impulse buys, especially by the till area
Visibility
  • Avtar will be impacted by HFSS and needed to adapt his displays to comply, but wasn’t sure where to start

CHANGES TO DRIVE SALES

Offer choice
  • To give shoppers more choice and drive linked purchases, we merchandised McCoy’s in the meal deal offer, boosting spend
Blocking brands
  • To help customers find the products they wanted quickly, we grouped formats and brands together, e.g sharing and £1 PMP bags
Secondary sitings
  • We added KP Nuts by the till, as they’re exempt from HFSS legislation, and by the BWS fixture to boost cross-category purchases

AVTAR SAYS

“I’m delighted to see that our CSN sales have gone up so much across the category. Having the free-standing display unit at the till has really helped these sales. By taking part in the trial, a new dimension has been added to the fixtures and each zone and having healthier alternatives by the till have been a great hit. We’ve become a destination for KP Nuts and we will be keeping the changes made by KP Snacks.”

BEFORE

KEY LESSONS FOR YOUR STORE

1Merchandise bestselling lines in any meal deal offers to create linked purchases and boost spend

2Group formats and brands together to help customers find products quickly to drive impulse buys

3Nuts are HFSS-compliant, so merchandise these by the till and with related categories to drive spend



Avtar’s BWS area after a secondary siting was added, Kenilworth
Avtar’s crisps and snacks, Kenilworth
Avtar’s secondary nut siting at the tills in Kenilworth
Cross merchandising in Avtar’s store in Kenilworth
Secondary nut siting in Avtar’s store in Kenilworth
Soft drinks in John’s Budgens Kenilworth
St John’s Budgens Kenilworth
Avtar’s nuts after changes were made
Avtar’s nuts before changes were made
Arj’s till area before changes were made
Nuts in Arj’ shop after changes were made
Arj’s secondary siting near tills after changes were made
Arj’s BWS area before

Interested in improving your CSN fixture and taking part in our next in-store project?

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