Each year as part of the IAA’s Academy in Action programme, we visit 12 independent retailers to help them make simple improvements in their stores in order to increase sales and profits.

Last February, we visited Vasanti Jesani’s shop in Manchester along with Coca-Cola European Partners Heidi Vossen-Barnes, to look and create an action plan to ensure her range encourages return visits. We catch up with Vasanti to find out what’s changed since our visit.

IAA advice

1. Review range and trial slow sellers in different locations

2. Find new local suppliers through food markets and social media

3. Analyse sales data to identify bestsellers and drive linked sales


The results

“Following Heidi’s visit, I went to a local food market and met some new suppliers.

“I introduced a new range of sandwiches, which have done well, growing sales from £10 a week to £60. I’m looking at introducing hot pies to take this further.

“I have started reviewing sales data and have worked with CCEP to understand bestselling lines and am looking at how to use this to drive linked sales.

“I have also moved a few slow sellers to different positions to see if that improves sales.”


Partner advice

“Following Heidi’s visit, I went to a local food market and met some new suppliers. I introduced a new range of sandwiches, which have done well, growing sales from £10 a week to £60. I’m looking at introducing hot pies to take this further.

“I have started reviewing sales data and have worked with CCEP to understand bestselling lines and am looking at how to use this to drive linked sales. I have also moved a few slow sellers to different positions to see if that improves sales.”

Heidi Vossen-Barnes
Independent convenience & fuel senior manager
Coca-Cola European Partners


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