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Getting the right flow

Published by leon.jackson on 18th November 2019

bR.com catches up with Swarti Rabadia to discover how Lucozade Ribena Suntory (LRS) category expert Jemma Healy’s advice to make the most of flavours, layout and low-sugar options has boosted sales

To be successful in soft drinks, retailers need to keep up-to-date with market trends and merchandise accordingly.

In July, RN visited Swarti Rabadia at her store in Leigh, Greater Manchester, with Jemma Healy from LRS to share advice on how adding a little flavour to a soft drinks range can improve your chiller.

FOCUS ON

SWARTI RABADIA

Go Local Rabadia Convenience, Leigh, Manchester

“I was initially surprised by the amount of new flavours that were added to the chiller, especially as we had a wide range already in place, but they are selling very well. Customers initially struggled with a new layout, but now we can see that grouping subcategories together has had positive results.”

EXPERT ADVICE

JEMMA HEALY

Commercial activation controller, Lucozade Ribena Suntory

“Swarti has the benefit of a lot of chiller space, so our changes were about using that more wisely. By focusing on sports & energy – introducing new drinks and grouping subcategories together – we’ve helped Swarti understand her customers and deliver what they want.”

 

CHALLENGES AND CHANGES

  • Healthy goodness: To suit shoppers on healthier missions, we brought juice drinks, flavoured and plain waters together to help customers find these drinks quickly.
  • Flavour: To bring in new customers and inspire existing shoppers to try something new, we increased the range of sports and energy drinks flavours.
  • Flow: To help shoppers find the drink they’re looking for easily, we grouped formats and subcategories, such as sports & energy, together.

ACTION PLAN

Keep up to date with market trends and merchandise your range accordingly.

Group subcategories together to create the right flow to make it easier to shop the fixture.

Add a snack deal to encourage customers to purchase additional items.

 LUCOZADE RIBENA SUNTORY’S TIPS 

1.
Place bestsellers at eye level, so shoppers
 
2.
Keep up to date with new drinks to drive footfall.
 
3.
Educate your team on the brands stocked and make recommendations.

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