With recent reports indicating that not only are shoppers spending more in convenience, but that there is a further opportunity for growth thanks to increased demand in top-up shopping, we asked retailers if this was reflective of reality in their stores.
Javaid Ghafur: Londis, Brediland Road
In our store we’ve seen the reverse of what reports suggest; our basket spend is actually down slightly. Customers are definitely on a mission – they only pick up what is on their list and it is becoming increasing difficult to persuade them to pick up items that aren’t on that list, whether it’s mental or a piece of paper. It’s more difficult to push volume through promotions too. Londis has recognised that however. Promotions really do need to be exceptional, to really have that wow factor. Customers also seem to picking and choosing where they shop, so they’re happy to visit three stores to get what they need if it saves money.
Omar Nasir: Spar retailer
The big thing in our store at the moment is pound lines. People are still buying them on impulse, but other than those lines there’s definitely been a shift around buying habits. What I’ve noticed is that our customers tend to be shopping for their essentials, and that’s it, so it’s not unknown for us to see the same customers in three times a day. I think the number is about the same, but there are maybe fewer items in their baskets. We tend to perform well when there are events on, such as a recent cycling event in Strathclyde Park, or the Play-off Final at Fir Park.
Joanna Casonato: Nisa Giacopazzis
It’s quite a difficult one to monitor. Our sales are certainly up, but then we had a refit last year so you’d like to hope your sales would be up. The type of shop we’re in here in Milnathort, basket size changes at different times of the day as well – so it may be that we’re getting more customers spending the same. Getting customers to spend an extra £1 at the tillpoint is definitely a good way to increase sales though. Nisa recently introduced upselling stands that rotate every few weeks. By encouraging customers to pick up an item that increases their basket spend, this helps us grow our sales overall.
Iqbal Sadiq: Spar Maryhill Road
We’re definitely see a trend towards higher footfall with smaller baskets. My current store is in a city centre location, and having moved here from a neighbourhood store three years ago I quickly recognised that this was a store more frequently used for top-up shopping, and for passing trade. That trend has become more apparent over the last couple of years. The key for us is to try and grow basket spend while maintaining our rate of footfall. Upselling is a great way to do this. Impulse lines at the tillpoint can drive sales, particularly with single item shoppers.
