'Government is missing the mark when it comes to understanding SMEs'
The recent budget announcement raises concerns for small businesses like Freshfields Market. Increased costs and lack of support overshadow positive measures.
Retailer Benedict Selvaratnam from Freshfields Market in Croydon
Government is "missing the mark" when it comes to understanding the struggles faced by small business owners, a convenience store owner has said, adding that Chancellor Rachel Reeves' budget has left many small, family-run businesses feeling overlooked.
Retailer Benedict Selvaratnam, who runs his family business Freshfields Market in Croydon, is "disappointed" by the recent budget announcement. He feels that the bigger-than-expected increase in wage cost, rise in Employer National Insurance Contributions and reduction in business rates relief will significantly raise the business operating costs
Among the key measures announced by Reeves that directly impact local stores are an increase in National Living Wage to £12.21 per hour and increase in National Minimum Wage (18-20 rate) to £10 per hour. The two are collectively expected to cost £513 million extra to the convenience sector next year, according to convenience store body Association of Convenience Stores (ACS).
Additionally, Employers’ National Insurance Contributions will rise by 15 per cent, the threshold for Employers’ National Insurance contributions to fall to £5,000 per year and Employment Allowance to rise to £10,500 a year. The collective cost to the convenience sector next year is estimated by ACS at £397m (increase of £85m).
Expressing his concerns, Selvaratnam told Asian Trader, "As a small, independent family business, Freshfields Market already operates on tight margins to keep our prices competitive for the local community. The increase in Employer National Insurance Contributions and reduction in business rates relief will significantly raise our operating costs.
"These changes come at a time when small businesses are still trying to recover from economic challenges, and it could hinder our ability to invest in growth, hire more staff, or even maintain our current workforce. It feels like a step backward for small businesses that are vital to our high streets."
Selvaratnam finds some relief in the shoplifting measures announced in the budget though he stresses on the need of proper enforcement as well.
He said, "The measures proposed to tackle shoplifting are a positive move and much needed. Shoplifting has become a major issue for retailers, especially in communities where economic pressures are high. Abolishing the £200 threshold and enforcing stricter penalties sends a strong message that theft won’t be tolerated.
"However, for these measures to be effective, enforcement needs to be consistent and supported by local law enforcement. It’s a step in the right direction, but we need ongoing support to ensure our staff and customers feel safe and protected."
"While the shoplifting measures are encouraging, the increased financial burden placed on small businesses outweighs the positives. It feels like the government is missing the mark when it comes to understanding the struggles faced by SMEs. We need policies that support growth and sustainability, not measures that add pressure to already strained resources.
"This budget has left many small, family-run businesses feeling overlooked."
Earlier, retailers' body British Independent Retailers Association (BIRA) too strongly criticised Reeves’ budget, calling it the “most damaging for independent retailers in recent memory”, with a triple blow of doubled business rates, increased National Insurance, and higher minimum wage costs threatening widespread high street closures.
Andrew Goodacre, CEO of Bira, said, "Small retailers, who have already endured years of challenging trading conditions, now face a perfect storm of crippling cost increases. Their business rates will more than double as relief drops from 75 per cent to 40 per cent, while they're hit simultaneously with employer National Insurance rising to 15 per cent and a lower threshold of £5,000, down from £9,100. Add to this the minimum wage increase to £12.21, and many of our members are telling us they simply cannot survive this onslaught."
Goodacre added, "For all the government's rhetoric about supporting small businesses and revitalising high streets, their actions do precisely the opposite. These punishing measures will force many shop owners to make heart-breaking decisions about their businesses' future.
"What makes this particularly bitter is that these are family businesses, often built up over generations, run by people who work incredibly long hours to serve their communities. They're now being asked to shoulder an impossible burden while trying to compete with online giants who face none of these cost pressures."
In the bustling borough of West London, there exists a small but mighty store, quietly carving out a monumental presence in the convenience retail landscape.
Over a span of 36 years, Londis Harefield has emerged as a corner stone for both community as well as convenience. From Payzone and parcel collection to home delivery and hot food, this convenience store not only offers a surprisingly wide range of services and products but is also a benchmark of convenience retail.
For leading retailer and store owner Atul Sodha, the journey began almost four decades ago when his mother acquired a sleepy newsagent in a semi-rural area of West London.
Reflecting on his store’s evolution with Asian Trader, the retailer shared, “My mother took over the store in 1989 from her sister using her saving of 16 years. I was about 17 at the time, and my brother was 20.”
In a mere six months after moving to the UK, Sodha’s father had passed away, leaving his mother, only 23 at the time, to raise two small children on her own. The challenges were obviously immense.
“Before moving here, we were living in council estate in Wembley; it was a bit rough there.
"It was my mother’s side of the family who helped us during that time. They had an old-fashioned off license in Wembley, which eventually turned out to be my first foray into retail.
“The brief stint at the off license at the tender age of 13 also taught me a lifelong skill of talking and engaging with various types of customers.”
When Sodha’s mother acquired the 650-square-foot store in Uxbridge, it was a typical confectionery-tobacconist-newsagent. Within a year, the family carried out a refit to improve its layout and appeal.
Around this time, Sodha joined an insurance company and moved out. While his time at the insurance company gave him insight into finances and cash flow, his physical health issues soon brought him back to the store full-time.
Sodha told Asian Trader, “I was suddenly losing loads of weight and was really struggling physically. I was soon diagnosed with Crohn’s disease, the same illness that had claimed my father’s life.
“While I was recovering, my eyes opened up to how much struggle my mother had to face yet how much she is always on top of everything. I was amazed at her strength and positivity.”
As Sodha regained his health, his perspective towards retail shifted.
He said, “I started getting more involved in the shop to make it a success. We evolved the news agent into a proper convenience store. I started reading trade articles about what people want and began adding bits and pieces.
“Soon, we had more customers coming in and entrusting us. That, coupled with my understanding of how to talk to customers, really improved our business.”
The store soon underwent another refit, something that “really put it on the map” and boosted the turnover and footfall.
Londis Harefield
Armed with more knowledge about changing habits, Sodha got rid of non-performing lines like greeting cards, and added more ambient groceries. The store also started stocking more household and essential products.
However, it was Joining Londis in the late 1990s that proved to be the major game-changer.
“Londis allowed me to still be independent but appear more professional,” Atul explained. “We adopted their state-of-the-art ‘Genesis’ format, and the shop looked much better. Turnover improved massively.”
Over the years, Sodha has learned to adopted category management principles, focusing on the 80-20 rule to stock the best-selling lines in limited space. An upgraded EPOS system now provides real-time insights into margins and customer preferences.
“With size constraints, one should be more focused about the approach. When you don't feel like you can justify a massive investment, even then you can do lots of things around the store and keep looking at your range,” he said.
Culinary Charm
While Londis Harefield is known for its wide range and exceptional service, what makes it truly stand apart not only from its competitors but also from its nearest supermarket is its hot and fresh food line called “Curry in a Hurry”.
Sodha revealed, "We started with ice cream and went to what goes with ice cream. So we started baking family size apple pies and cutting them into small sizes.
“We started keeping a lot of bakery products like freshly made croissants. My mother soon started making samosas a few years ago which turned out to be a huge hit.
“Our store’s hot dog was already very popular in our store; we started adding more and more stuff. We now even serve hot and fresh curries.
“During Covid, we went out and sourced whatever we could and since people were getting bored from staying at home, we started offering some enticing freshly-made line like chicken wings, chicken bites and chicken burgers.”
The concept originated from his family’s love of cooking and a desire to reduce food waste. Today, the store’s aromas—from freshly baked croissants to sizzling samosas and curry—welcome customers with a sensory treat, even managing to attract passersby, and leaving them with an urge to revisit the store.
One look at the store’s online reviews shows people lauding the store’s homemade curries, vegan sausage roll, chicken’ curry with rice and fresh donuts. Some even say that the food here even beats local takeaways.
Sodha said, “With convenience at the pinnacle as it is right now, one must stand out. We try to do that through our freshly made food-to-go offering."
The food offered is not only freshly-made but it is also healthy and low in fat.
He informed, “With my Crohn’s disease, I am mindful of what I eat and thus have adapted my recipes accordingly by using the right low-fat ingredients.
“As a result, we not only offer delicious, freshly-made food but are able to attract health-conscious customers as well. Our system was in place for a long time; it has only just grown from strength to strength.”
Hot food is a good margin opportunity as well, so it is turning out to be a win-win aspect for the store.
The store’s kitchen is accessible to customers and Sodha encourages people to taste what is on offer.
“We once took ‘Curry in a Hurry’ to the village fête and we were immediately sold out. We were a hit among children and parents were very happy to see that. Such events are not just about sales, it's about creating memorable connections in the community,” he says.
Industry Champion
Sodha being an advocate of British Food Fortnight, the store is deeply entwined with local suppliers.
Today, Londis Harefield is not only shoppers’ go-to solution, but it is also a brand-favourite destination. The place is almost always buzzing with some or the other brand activation, thanks to Sodha’s heavy involvement with suppliers.
“There's always something going on in the store that keeps a sense of excitement and curiosity among shoppers. It’s about building partnerships and bridging the gap between what brands think we need and what actually works for retailers and customers.
“We had the marketing manager from Heinz come into the store and work a day with us.
“I have been a KP snack ambassador for over 12 years now; I have worked massively with Cadbury's. Susan Nash gave me the honor to pick up an award for their on their behalf, which still makes me feel so much more appreciative of the relationship. I have been working with closely with Coca Cola, Budweiser and about a dozen other leading brands.”
Over the years, Sodha has been actively interacting with fellow retailers in the sector, learning, sharing ideas, and networking.
“I am part of Retailers Inner Cirkle where we are instrumental in getting the retailers together to do various initiatives like the latest Doritos’ Extra flaming hot campaign that saw a huge activation recently in stores across the country.
“I take great pride in my industry networking, which now spans across generations. I have strong relationships with seasoned veterans like Dee Sedani and Kiran Patel, as well as with the dynamic new brigade of talent, including Nishi Patel, Neil Godhania, Natalie Lightfoot, and Paul Cheema.
“There are so many more brilliant names out there who are shining light for convenience sector. For me, it's not about symbol loyalty; it's about retailer loyalty. We all help each other and rise together.
"We have got a massive network of retailers who talk to each other constantly, sharing ideas, trends and solutions, finding new ways forward. There are lots of lots of conversation going on out there, more so than there ever was. And that's what keeps me enthusiastic about our sector.”
While Sodha remains optimistic, financial and legislative challenges keep him cautious.
“I had to put everything on hold. While I have plans and I want to expand, I have held back until more financial security is there where we feel more confident.
“In terms of various legislative restrictions coming up, I am working very actively to keep ministers abreast with the problems that independent retailers go through every day. Like, I don't disagree with smoking being bad for people; I disagree with authorities forcing us to do stuff that are just not manageable.”
Despite these hurdles, Sodha continues to innovate.
“There are a hell of a lot of difficulties but we got to be thinking outside of the box as much as we possibly can. Like, I am pushing forward in online sales and through Snappy Shoppers. Online delivery expands the store’s reach to people that wouldn't normally come to your store.
“However, I also want people to visit my store so that people can see what we do here.”
Over the years, Londis Harefield has remained intertwined with the community. During Covid, the store proved to be a lifeline of Uxbridge, particularly to the elderly population.
"I have spent 36 years in convenience retail. For many years, I was doing ridiculous working hours because you're growing your business but now thankfully, we have got a lot of support.
Over the years, Londis Harefield has grown into more than just a store—it is now a vital part of the Uxbridge community.
“The local school often seeks us out for various events, and I am more than eager to get involved. We do a lot of charity work with various organisations.”
“We used to sponsor a football team of under-nines. These kids are now grown-up adults, but they all still remember me and their association with the store.”
Sodha’s commitment to his customers, community and convenience has created a store that thrives on innovation, adaptability, and personal touch.
“One of the things I learned from retail veteran and my mentor Raj Chandegra was that maintaining the quality, service and standard is the key to a successful business.
“I am also proud of my staff and their dedication and ethics. We are a small store, but we proudly punch above our weight in terms of per square footage on sales and profit,” he concludes.
A new report from the Association of Convenience Stores (ACS) celebrates the vital role of the UK’s nearly 19,000 rural convenience stores, highlighting their significant investment, community contributions, and diverse services.
This recognition, however, comes despite the considerable challenges these businesses face. The 2025 Rural Shop Report, released today (29 January), details how rural retailers positively impact their communities and argues for increased government support to ensure their continued success.
Key findings from the report underscore the importance of these stores: they provide secure, flexible employment for over 178,000 people; 40 per cent are the sole convenience store in their area, serving as a lifeline for residents; they generated £18.5 billion in sales last year; and rural retailers have collectively invested over £240 million in their businesses over the past year to better serve their communities.
The report highlights the unique challenges that rural retailers face compared to their more urban counterparts, including a lack of connectivity, issues with the cost and availability of deliveries, theft and other retail crime, and more.
Hopes of Longtown, featured in the report, is an award-winning village shop and post office at the foot of the Black mountains in Hereford, is a case in point. The shop currently receives 100 per cent discretionary business rates relief from the local council because of its status as the only shop in the village, but owner Christine Hope is concerned that this could be dropped as councils deal with growing budget deficits.
“Hundreds of thousands of people in isolated areas across the UK rely on their local shop to provide them with the products and services that they need. If rural shops aren’t able to survive, invest and adapt, nobody will step in the host the post office, offer other essential services and promote the human interaction and social glue that binds those communities,” ACS chief executive James Lowman commented.
“These shops need to be supported by both local and national policymakers at a time when costs are rising significantly as a result of the Budget. We are calling on all MPs in rural constituencies to commit their support for the rural shops that trade at the heart of their communities.”
As we step into 2025, the convenience retail sector is bracing for a year filled with both challenges and opportunities.
Rising operating costs, the end of a high-margin product line, and a wave of new legislative restrictions paint a demanding picture for this year. Yet, in true entrepreneurial spirit, convenience retailers not only stand firm but are also ready to innovate, expand and thrive.
Asian Trader got in touch with some of the leading convenience retailers to gauge the sector's mood. Despite the impending changes directly affecting the business, the mood in the sector is found to be upbeat and positive.
Plans for product line expansions, store refits, and strategic innovations are already set in motion, showcasing the resilience and creativity that define this industry.
For Londis Solo Convenience store owner Natalie Lightfoot, the mantra for 2025 is “work smarter, not harder”. Her 620-square-foot store thrives on its one-hour home delivery service, a unique offering amidst neighbouring supermarket competition.
“Over the last five years, I have been building up the delivery side of my business. I want to further increase my delivery sales share, which is at 40 per cent at the moment.
Retailer Natalie Lightfoot
"However, it's quite labour intensive. Considering the upcoming rise in wages, I will be streamlining this side more. That's going to be my top thing this year,” she says.
“I need to work smarter, not harder. I will also be focusing on improving tech in my store like getting headset for my staff.”
The Glasgow-based retailer is also planning to alter the layout of the store to adjust more freezers so as to increase the frozen food line.
In Dartford, retailer Nishi Patel is also planning to boost the delivery side of his business this year apart from building on his success in tracking trends through social media.
“We try to stay ahead of the curve when it comes to trends by keeping a keen eye on Tik Tok and Instagram. We will be adding more of Japanese sweets and drinks and American candies.
"We are also collaborating with a chocolate company in London to get some exclusive stock for Valentine's Day,” he tells Asian Trader.
Innovation isn't limited to products. In Hampshire, retailer Imtiyaz Mamode plans to upgrade his Wych Lane Premier Store with layout changes to accommodate new product lines, all while eyeing even a potential symbol group switch.
He said, “We have decided to change a bit of the layout of the shop so that we can stock more line of products. We will discontinue some non-performing ones and add some more potential ones.”
Popularly known as “TikTok retailer” for his knack for identifying viral trends, Mamode aims to introduce a cotton candy machine this year in his store, potentially a UK-first for convenience stores.
Elsewhere in Glasgow, for retailer Girish Jeeva, 2025 will be all about investing in his human resources and technology.
He shares with Asian Trader, “Our top priority for 2025 is to focus more on our team and benefits for them. We want to focus on developing their skills further and create a core team so we can remotely run our stores.
“We also have some amazing new innovations planned like anti-theft system and some more technology-based improvements.”
Retailer Imtiyaz Mamode
In south Of London, retailer Benedict Selvaratnam is aiming to expand the market presence of Freshfields Market, both locally in Croydon and through its brand-new e-commerce website.
The retailer is also planning to enhance customer experience by offering a “luxurious yet affordable” shopping atmosphere this year while introducing innovative packaging and operational processes for e-commerce.
Selvaratnam is also set to target Asian grocery segments this year to further diversify the store’s range, considering the growing consumer demand for ethnic and niche food products.
He is also seeing a greater emphasis on sustainability, including eco-friendly packaging and carbon footprint reduction as a rising trend in the convenience sector.
Meanwhile, retailer Priyesh Vekaria in Manchester, who has worked closely with the likes of Nestle, Phillip Morris, and Walkers in the past year, aims to focus on further strengthening relationships with suppliers to bring new product developments (NPDs) directly to the convenience sector.
“What I am hoping for this year is suppliers working more closely with us for the launch of NPDs directly to the convenience stores,” he says, adding that some of the big names are willing to work directly with convenience retailers.“
"Such events and activations work greatly in our favour as we can tap new customers. Earlier, brands only wanted to work with big supermarkets but now suppliers are acknowledging the reach and volumes of independent convenience sector as well,” he tells Asian Trader.
Retailer Priyesh Vekaria
Echoing the optimism of the wider sector, James Lowman, chief executive of ACS, states that suppliers are now more committed than ever to prioritising product launches and tailoring NPD to the convenience sector, so there’s a big opportunity there.
Lowman tells Asian Trader, “I think convenience stores acting as a bridge between online shopping and bricks and mortar through Post Office services, click and collect, parcel lockers and other similar services is something that can be a growth driver in the year ahead.
“Food-to-go has been long-identified as a big growth area for the sector and retailers should be looking to commit further in this area.”
Choppy waters
Despite the optimism, significant challenges loom on the sector. The upcoming disposable vape ban, rising wages, and National Insurance hikes are some of the main hurdles that retailers will have to navigate this year.
What is keeping most retailers restless in the impending disposable vape ban.
Lately, vapes not only has replaced lower-margin cigarette sales but they also come with higher margins for retailers. The transition to reusable devices, while inevitable, brings a sense of uncertainty.
Lightfoot informs, “A huge portion of our sales come from vapes and with the disposable vapes disappearing, it will be a huge issue for us. We have started stocking reusable ones but not all of them as I want to wait and watch how the market evolves after the ban.”
Jeeva also shares the same apprehension, saying “We need to see how much the ban is going to impact the business.”
To combat the impact, the Londis retailer Patel in Dartford has already started prepping up a bit.
“We have started getting liquid refillable devices in. With the ban inching closer, we are trying to get customers used to reusable ones. The response has been encouraging so far,” he says.
Retailer Vekaria is also concerned over Tobacco and Vapes Bill. He strongly believes that the policies, no matter how good they are, will prove inefficient if they are implemented without support on a grass root level.
Rising wage costs are another aspect bothering most of the store owners as some are even planning to cut down on staff and reduce working hours.
Vekaria says, “Increase in wages and National Insurance contribution are something that we will have to brace ourselves for. We will have to work out from where the additional revenue is going to come from. That’s the motto that we will be working towards this year.”
Retailer Nishi Patel
Echoing the wider sentiment, leading retailer Atul Sodha tells Asian Trader, “We are all very concerned how are we going to combat increasing costs this year. With National Insurance contributions going up to increase in minimum wages, we are getting squeezed from all sides.
“I think the key is to keep on top of the trends throughout the and what is happening in the market. Like for January, people usually become more health conscious. They are looking for healthier food and drinks and convenience stores should aim for such signs by offering healthier food like protein yoghurt.”
Apart from rising costs and compliances, retailer Selvaratnam also foresees navigating supply chain disruptions, especially for international imports, as another major challenge this year.
“We’re closely monitoring regulations around environmental compliance, such as waste management (vape laws) and packaging requirements, employment laws, particularly those affecting working hours and wages and food safety standards and labeling regulations, especially for products with an international origin,” the retailer tells Asian Trader.
To prepare, he is already investing in compliance tools, staff training, and adopting sustainable practices where possible, he adds.
ACS identifies business rate as another big challenge for 2025.
For anyone paying business rates, the discount will be going down from 75 per cent to 40 per cent in April which will have an impact, especially for urban retailers and those running petrol forecourts.
Lowman from ACS adds, “The smallest stores will be protected from the National Insurance increases by the increase in the Employment Allowance, but for anyone with more than seven or eight staff, or with multiple stores, the NI increases along with the National Living Wage hike will push up costs.
“And then if you’ve got more than 10 FTE employees, in March you’ll be included in the simpler recycling regulations that require stores to separate their waste into different bins before being presented to waste collectors.”
Rising crime also continues to plague the sector, with retailers like Mamode expressing frustration over limited support from authorities.
“We are left to protect ourselves. We try to stop them and take back the stolen products; we do fight if need to,” he reveals.
ACS advices retailers to think about investing in equipment and systems to make themselves a “harder target” and to “report crime every time”.
“There will also be a lot of new advice coming in 2025, some has already been trailed like the disposable vaping guide, but we’ll also have advice on the simpler recycling rules and some exciting developments on accepting digital proof of age in store,” Lowman says.
Thriving Against the Odds
No matter how chaotic 2025 sounds like, the sector continues to remain focused on adaptation and growth.
Lowman from ACS tells Asian Trader, “The one constant that I see every year in the independent sector is that retailers always innovate their way to growth.
“I can’t go as far as to say for certain that conditions will be one way or another this time next year, but I do believe that customers will continue coming through the door and then it’s up to us to make the most of that opportunity.”
Hoping for some respite, Andrew Goodacre from British Independent Retailers Association (BIRA) is calling on the government to support independent retailers in 2025.
“We need the cost of running a shop reduced and consumer spending increased. To increase spending, we need to see a rise in consumer confidence – driven by falling inflation falling and reduced interest rates.
“Reducing costs is much easier – simply reverse the proposed increase in business rates until the reform of business rates has taken place,” adds Goodacre.
The road of 2025 may seem patchy at some points, but convenience retailers seem confident on their abilities and potential.
In the words of retailer Patel, independent retailers have always adjusted and adapted and will continue doing so in the coming months too.
As Lighfoot aptly puts it, “We are quite flexible as an industry. That’s like one of our greatest assets.”
As the Tobacco and Vapes Bill moves through Parliament, the UK convenience retail sector finds itself at a pivotal moment in the evolution of age-restricted product categories. Coupled with the upcoming ban on disposable vapes from 1 June, this legislation is set to place businesses under even greater scrutiny.
According to Ed Heaver, co-founder and CEO of Serve Legal, these changes present both challenges and opportunities for businesses prepared to adapt.
“2025 is a make-or-break year for retailers in the tobacco and vape industries,” he says. “Retailers will need to navigate a rapidly changing regulatory environment while maintaining customer trust.”
While tighter regulations are set to reshape the market, they also highlight the critical role that vape and next-generation nicotine products – such as heated tobacco and nicotine pouches – play in supporting smokers on their journey to quit.
Vape products are displayed for sale on October 27, 2024 in London, England
Photo by Alishia Abodunde/Getty Images
With the Office for Health Improvement and Disparities (previously Public Health England) endorsing vaping as at least 95 per cent less harmful than smoking, the stakes have never been higher. Retailers now have the unique opportunity to champion products that deliver both public health benefits and impressive commercial returns.
Convenience stores can capitalise on this vibrant category by leveraging the latest product innovations, attractive margins, and proven harm-reduction benefits to drive growth and make a lasting difference in the lives of their customers. The message is clear: now is the time to lead the charge in promoting vape and next-gen alternatives as the smarter choice for smokers looking to quit.
The commercial edge
Smoking prevalence has been on a consistent decline in the UK, reaching a record low of 11.9 per cent in 2023 among adults. Conversely, vaping prevalence has been rising. In 2021, approximately 6.9 per cent to 7.1 per cent of adults in England were vapers, equating to around 3.1 to 3.2 million individuals. By 2023, this figure increased to 9.8 per cent of adults aged 16 and over, indicating a growing acceptance of vaping products.
The shift from tobacco to vape and next-generation nicotine products is delivering tangible benefits to UK convenience stores, with profitability emerging as a standout advantage.
According to research from the University of Edinburgh, vaping products now generate profit margins averaging 37.1 per cent, compared to just 8.5 per cent for traditional tobacco products (in September 2022). For retailers, this means that vape sales are four times more profitable than tobacco – a compelling case for prioritising this category.
A selection of disposable vapes with bright and colourful packaging are seen in a convenience store, on January 29, 2024 in London, England. Photo by Leon Neal/Getty Images
While tobacco once drove footfall and revenue, its importance has steadily diminished over the past decade. Transactions involving tobacco have dropped from 21 per cent in 2015 to just 12.8 per cent in 2022. Contributing factors include regulatory changes such as minimum pack sizes, standard packaging, and marketing restrictions, alongside declining smoking rates.
In contrast, the vape category has experienced explosive growth, with the average weekly number of transactions per store which included vapes rising from 10 in 2019 to 93 in 2022 – a ninefold increase in just three years.
This surge in vape sales translates into significant commercial gains. Despite fewer transactions compared to tobacco, the higher margins of vape products mean they now contribute nearly 73.4 per cent of the gross profits generated by tobacco. With ongoing growth, these figures underscore the potential for vape and next-gen products to not only fill the revenue gap left by declining tobacco sales but also drive profitability to new heights.
“Tobacco is yesterday’s product,” Hazel Cheeseman, chief executive of health charity Action on Smoking and Health (ASH), comments.
“The reduction in sales benefits both the nation’s health and convenience stores who make dwindling profits from selling tobacco. At the same time vape sales have surged, and this is much more profitable for retailers.”
The data speaks for itself – vape and next-gen categories are the future of age-restricted products in convenience retail. By embracing this shift, retailers can tap into a vibrant, profitable market that not only aligns with public health goals but also secures their commercial success.
Shifting to sustainability
The disposable vape market, once a cornerstone of vaping sales in convenience stores, is on the brink of transformation. With the ban on disposable vapes set to take effect in June this year across the UK, retailers should now start preparing for the transition. The ban, aimed at protecting children’s health and addressing environmental concerns, will reshape the landscape, pushing consumers and retailers alike toward reusable alternatives.
Disposable vapes have been a key driver of market growth in recent years, with usage soaring from 2.3 per cent of vapers in 2021 to a peak of 31 per cent by 2023, as per the annual Smokefree GB survey by ASH. Despite a slight stabilisation, they still represented 30 per cent of vapers' primary devices in the 2024 survey, published in August.
However, this trend is now reversing as regulations come into play and consumer preferences shift. Among younger adults (18–24), disposable vapes were the preferred choice for more than half of users in 2023 (57 per cent), but their popularity has started to decline, particularly among the 25–34 age group, where usage dropped from 47 per cent in 2023 to 29 per cent in 2024.
Retailers like David Wyatt and Nikesh Patel are proactively leading this change by promoting reusable systems such as pre-filled pods and high puff-count devices.
Wyatt’s Crawley-based Costcutter-Bargain Booze store is an example of how strategic adjustments can sustain sales amidst market shifts. By transitioning to reusable systems and collaborating with brands like Liberty Flights, Wyatt generated £120,000 in vape sales over five months in 2024. Similarly, Patel has expanded display space for pod-based systems, which are proving popular with customers seeking cost-effective and environmentally friendly options.
The rise of reusable vapes, prefilled pods, and heated tobacco products marks a significant transformation in the vaping market.
Products like the Elfa Pod system, which uses pre-filled e-liquid pods, are emerging as good candidates to replace disposables. The 4-in-1 systems from leading disposable brands are already performing exceptionally well. With flavours remaining a key driver of customer preference, the 4-in-1 prefilled pod kits also offer multiple flavours in a single device. These rechargeable devices bridge the gap between single-use convenience and reusable sustainability.
Sales trends also show a growing preference for high puff count devices, such as Elfbar’s AF5000 and Lost Mary’s BM6000, which are both cost-effective and sustainable. These reusable systems hold more e-liquid than disposables, making them an attractive option for budget-conscious customers.
Imperial Brands has joined the reusable revolution with its newly launched blu bar kit, a sleek, lightweight vaping device offering up to 1,000 puffs per pod. Designed to bridge the gap between disposables and reusable systems, the blu bar Kit provides convenience, style, and sustainability.
The device features a rechargeable 550mAh battery, USB-C charging, and enhanced safety through a security lock. A translucent pod design enables users to monitor e-liquid levels easily, while the innovative mesh coil delivers intensified flavours, including Cherry, Pineapple, Blueberry Sour Razz, and Watermelon Ice.
“To give consumers choice as they seek out compliant devices, even ahead of the expected ban, retailers should also stock pod systems,” suggests Andrew Malm, UK market manager at Imperial Brands. “Our new blu bar kit, for instance, is becoming a popular option. The rechargeable vaping device uses replaceable pods to deliver a market-leading 1,000 puffs [average] of intense flavour per pod.”
Growth through innovation
With the vape market in the UK seeing a surge in the popularity of 2 ml + 10 ml products, ICCPP Group, the parent company of Voopoo, has introduced their latest innovation Argusbar Prime in the UK.
The sleek and modern design of Argusbar Prime not only enhances its aesthetic appeal but also makes it comfortable to hold and use. Besides, it boasts a range of features, including up to 6000 puffs, adjustable airflow, fast charging, detachable battery, and battery Indicator. The product offers a diverse range of flavours to choose from, catering to every palate.
Meanwhile, Philip Morris Limited, the UK and Ireland affiliate of Philip Morris International (PMI), has expanded its smoke-free portfolio in the UK, launching the closed pod vape product Veev One in August last year.
As the latest innovation in PMI’s Veev e-vapor range, Veev One features advanced heating technology and premium e-liquids made from high-quality nicotine and food-grade flavourings, ensuring a consistent taste experience.
Since its launch in 2023, Veev One has emerged as the number one closed pod vape system in Italy and Czechia.
“We’re excited to introduce Veev One to the UK market at such a transformative time for the e-cigarette industry,” John Rennie, commercial director at PML, has said at the time of launch. “The closed systems market has grown 35 per cent since January, with millions of adult smokers and nicotine users seeking new alternatives.
“As the UK market evolves, Veev One stands out as a premium, responsible, and recyclable, e-cigarette, with proven success across Europe.”
Differentiating itself from traditional devices, Veev One utilises a compact ceramic heating technology that delivers consistent taste and a low-level e-liquid detection system, designed to keep flavour alive by preventing a burnt taste. With no refilling or cleaning required, a rechargeable battery, and up to 1000 puffs per 2ml pod, Veev One offers users a hassle-free, reliable, and long-lasting vaping experience.
Veev One launched in the UK with a recycling programme, rewarding consumers for returning pods and devices for recycling and responsible disposal free of charge. Participants receive a £5 reward toward their next purchase from the IQOS online store.
Heated tobacco: A growing opportunity
The heated tobacco market has matured significantly over the past decade, led by trailblazing innovations like PMI’s IQOS and Japan Tobacco International's (JTI) Ploom series. These devices offer a unique alternative to traditional smoking and vaping by heating treated tobacco without igniting it, thus eliminating most harmful chemicals associated with cigarette smoke.
PMI recently celebrated the tenth anniversary of its IQOS device. While the initial rollout of heat-not-burn technology was deliberate and targeted, its adoption has steadily increased as availability expanded. Today, heated tobacco is a mainstream category, particularly popular among ex-smokers who enjoy the authentic taste of tobacco without the health risks of combustion.
The IQOS system has been instrumental in PMI’s vision for a smoke-free future. “With the debut of IQOS, we launched PMI’s vision of a smoke-free company, creating an opportunity to solve the problem of smoking,” PMI chief executive Jacek Olczak said.
This vision has translated into significant global success, with IQOS now available in over 70 markets, serving an estimated 30.8 million users and contributing over £8 billion to PMI’s annual revenues.
In Japan, where IQOS first launched in 2014, cigarette smoking prevalence dropped by 46 per cent, from 19.6 per cent in 2014 to 10.6 per cent in 2022. This decline aligns with the widespread adoption of heated tobacco products, showcasing their potential to drive public health improvements.
JTI has been another key player in the heated tobacco space. The recent launch of the Ploom X Advanced device introduced an optimised HeatFlow system for enhanced vapour volume and faster charging capabilities, taking less than 90 minutes to fully recharge. These upgrades, combined with improved EVO tobacco stick flavours like Bronze, Amber, and the new Gold variant, have propelled the brand to new heights.
“The brand has gone from strength to strength with device sales doubling and EVO tobacco stick sales tripling year on year,” said Mark McGuinness, marketing director at JTI UK.
This momentum was further validated when Ploom X Advanced won the prestigious Product of the Year Award 2024, with research showing that 86 per cent of shoppers are more likely to purchase products recognised with such accolades.
"With the heated tobacco category continuing to grow at a rapid rate, this award shows not only the success of our product, but the clear consumer interest in the category and Ploom,” McGuinness added.
Nic pouch potential
The nicotine pouch market in the UK is experiencing remarkable growth, emerging as a key player in the next-generation nicotine category. Valued at nearly £118 million in annual retail sales, excluding online, the category has seen an impressive 88 per cent year-on-year volume growth, reflecting its increasing consumer demand [IRI, September 2024]. While supermarkets currently dominate sales, the convenience channel is rapidly gaining ground, offering significant opportunities for independent retailers.
“There’s no doubt UK nicotine pouch sales are really taking off now, Prianka Jhingan, head of marketing at Scandinavian Tobacco Group (STG) UK, says. “Although supermarkets have the biggest share, sales in the convenience channel are rising fast.”
STG launched its XQS nicotine pouches last year, joining big players such as PML (Zyn), BAT (VELO) and JTI (Nordic Spirit).
The primary motivator for nicotine pouch users is flavour, with mint remaining the predominant choice. However, fruity options are also gaining traction, Jhingan notes, asking retailers to stock a diverse range of flavours to cater to their diverse customer base.
“It’s also worth noting that nicotine pouches tend to be consumed by a mix of customers,” she explains. “Almost certainly the largest group will be transitioning smokers who are moving away from tobacco and into the next gen nicotine category. But there are also other groups who enjoy nicotine pouches too, whether they are young urban professionals, trend setters or more socially-conscious young adults.”
“For XQS, we believe our sweet spot is targeting young urban professionals and trendsetters who are existing pouch users and value taste, quality and are willing to try new and innovative brands,” Jhingan adds.
With the upcoming disposable vape ban, nicotine pouches are expected to attract even more consumers seeking discreet, easy-to-use alternatives.
“Independent retailers should be talking to their customers now about the incoming ban as they may not be aware and point them in the direction of suitable alternatives like pouches,” she suggests.
“And remember nicotine pouches offer attractive profit margins in general, but I’m pleased to confirm that XQS in particular offers one of the highest margins of all pouch brands, which is yet another reason to ensure you are well-stocked.”
The right mix
Jhingan advises to stock a balance of established and emerging brands as they bring “excitement and interest” to the category. XQS, despite being a relatively new entrant since its launch in May 2024, has already secured its place as the sixth-largest pouch brand in the market.
“We really believe in this brand and think it genuinely brings something different to the market, and that’s for two specific reasons,” she says.
“Firstly, and most importantly, XQS is all about high quality and long-lasting flavour which we feel confident is better than the other brands out there. We know once consumers try it, they love it! Secondly, it would be the uniquely smaller sized pouches which ensure a perfect and delicate fit under the lip. XQS currently comes in four great flavours with further additions to the range likely.”
Merchandising plays a critical role in driving sales. As a newer product, Jhingan suggests XQS would benefit from being displayed in multiple locations in store to maximise visibility. STG UK provides three display solutions tailored to different store layouts, ensuring retailers can optimise space and attract consumer attention.
“There’ll always be a good percentage of consumers who are shopping the nicotine category by price and looking for the cheapest option, so make sure you are highlighting the cheaper brands in-store,” she adds. XQS, for instance, offers an RRP of just £5.50, making it one of the most affordable brands available.
The year 2025 promises further excitement for XQS, with new products and campaigns on the horizon. Jhingan concludes, “2025 is undoubtedly going to be another exciting year for XQS with lots of exciting news to come in the near future, so watch this space!”
A year of two halves
As 2025 unfolds, retailers face a two-fold challenge: meeting current demand for single-use vapes while preparing for the significant shift in consumer preferences post-ban.
“The year will be a game of two halves for retailers,” Heaver notes. “Retailers who are ahead of the curve, offering sustainable alternatives like refillable options, and sturdy compliance checks in place will be in a stronger position.”
“On the flip side,” he adds, “those who aren’t prepared for this transition could face challenges. The start of the year is about meeting the current demand, but by the end, it’s all about adapting to new regulations and consumer preferences. It's going to be a big shift.”
The introduction of these measures marks a critical time for the industry, but it also offers opportunities for forward-thinking retailers. “It’s going to be a tough year for businesses to stay ahead, but those who embrace these changes as an opportunity to lead with responsibility will be the ones to thrive,” says Heaver.
By staying compliant, embracing innovation, and responding to shifting consumer needs, retailers can navigate the challenges of 2025 and position themselves as leaders in the evolving vape and next gen market.
Happy Chinese New Year – or should we rather say Happy Lunar New Year – or should we rather even say Happy Lunisolar New Year?
People assume that the lunar calendar goes by the timing of the full moon rather than the sun; but if that were so, the date of Chinese New Year (more accurately termed “oriental” because it is followed across Asia by people from many nations and cultures) would regress each year, as does Ramadan, which faithfully follows a lunar cycle, arriving roughly 10 days earlier each year (in 2018 Ramadan started on 16 May; this year it will commence on 28 February; and in 2031 Ramadan will overlap with the Christmas holidays).
Chinese New Year, by contrast, follows a “lunisolar” calendar, where the sun’s movement is used to fix the timing of the new year moon. As National Geographic explains it, “The new year starts on the new moon nearest the midpoint between the winter solstice and the spring equinox, sometime between January 21 and February 20.”
In 2025, the Chinese year will begin on January 29, although, as with Diwali, the celebrations surrounding it go on for longer – in fact longer than Diwali's five days, with ceremonies and observations surrounding the Year of the Snake lasting until February 12, when the new “Snow Moon,” rises above the horizon.
And what is the Snake, and why has it turned up to the party?
Photo: iStock
The Snake is the sixth of the twelve-year cycle of animals which appear in the zodiac related to the Chinese calendar. Why the sixth? In Chinese mythology, the twelve animals of the zodiac (each also has its individual story) took part in a race to cross a wide river, and although he was not the fastest competitor, Snake wound himself around Horse’s hoof and unwound as the finishing line approached, spooking Horse and beating him to the riverbank. Hence, those born in the year of the Snake are supposed to be intelligent but lacking in scruples (as a snake I endorse 50 per cent of that description).
So this is Snake’s turn (hurrah!), and they will enjoy a year “brimming with opportunities in wealth, career, and personal development”. But just because it’s the year of the Snake, that doesn’t mean that other animals cannot also be lucky. For example, Rats can expect success in career and personal growth; if you’re an Ox then stability and romantic opportunities are on the horizon; Rabbits can look forward to reaping the rewards of all the hard work they’ve put in in the past, benefiting from Snake’s supportive energy; Monkeys, who also have a bond with the Snake, can look forward to a “double dose” of luck, financially and career-wise – and Roosters similarly. It’s all good fun.
What’s in it for retailers?
World Food is a section of the c-store that has enjoyed burgeoning good fortune in recent years, and almost always at the pinnacle of “ethnic” food sales – clearly the winner on this occasion – is Chinese ingredients, sauces, condiments, staples (rice and noodles) and meals – ready and food-to-go.
In short, Chinese New Year is a massive opportunity to market specific products for one of the two or three most popular “treat-yourself” cuisines (alongside Indian/South Asian food and Mexican dishes, probably).
One of the driving forces behind the increasing popularity of Chinese New Year in the UK is the near-universal fondness for Chinese cuisine. The aromatic flavours, diverse textures and exotic ingredients of Chinese dishes have captivated the British palate, making Chinese food a staple in households across the nation.
Photo: iStock
This cultural convergence presents a golden opportunity for convenience retailers to capitalise on the culinary aspects of the Chinese New Year celebration. While supermarkets have traditionally dominated seasonal sales, convenience stores can strategically position themselves as convenient hubs for last-minute purchases, offering a wide range of Chinese ingredients, ready-to-cook meals, and festive decorations.
Here are some merchandising tips to make most of the occasion:
Create Themed Displays: Transform store aisles and end caps into visually appealing Chinese New Year displays. Incorporate traditional red and gold decorations, Chinese lanterns and Dragon-themed signage to create an immersive shopping experience.
Curate Special Chinese New Year Sections: Allocate a dedicated section in-store for Chinese New Year products. This can include a variety of traditional ingredients, pre-packaged meals, and festive snacks. Ensure clear signage and labelling to guide customers to these special sections.
Collaborate with Local Suppliers: Forge partnerships with local Chinese food suppliers to source authentic ingredients and specialty items. Highlight the origin and quality of these products to appeal to customers seeking an authentic Chinese New Year experience.
Offer Ready-to-Cook Meal Kits: Simplify the celebration for customers by providing ready-to-cook meal kits featuring popular Chinese New Year dishes. Include simple recipes and all the necessary ingredients for a hassle-free cooking experience.
Promote World Food Categories: Leverage the popularity of Chinese New Year to raise awareness and sales of the World Food category in general. Showcase a diverse range of international products, allowing customers to explore and experiment with flavors beyond Chinese cuisine.
Social Media Engagement: Utilise social media platforms to promote Chinese New Year-related products, share recipe ideas, and engage with the community. Encourage customers to share their own celebration preparations, creating a sense of inclusivity and community spirit.
In-Store Events and Demonstrations: Host in-store events or cooking demonstrations showcasing Chinese New Year recipes. This not only educates customers on the preparation of traditional dishes but also provides an interactive and enjoyable shopping experience.
It's time for retailers to embrace the cultural vibrancy and gastronomic delights of Chinese New Year, turning this annual celebration into a golden opportunity for growth and community connection, imbibing the spirit of Dragon.
Rice is nice
Unlike Indian food, Chinese cuisine does not lean towards basmati rice – long grain works brilliantly with Chinese dishes (and so do noodles, of course), and the most popular variety is Si Miao (See New in Cantonese), known as Jasmine rice.
What you may not know, though, is that outside of China, American-grown long-grain rice is a fantastic alternative.
Produced to the highest growing, milling, and quality standards, U.S.-grown rice is sustainably produced by a network of family farms across six states. The principal rice growing states are Arkansas, California, Louisiana, Mississippi, Missouri, and Texas.
Cooking with U.S.-grown rice ensures you are eating one of the world’s cleanest and highest quality rice and delivering authentic flavours with every dish. In fact, US long grain rice is especially suited to Chinese cuisine because of its fluffy, separate, beautifully white grains, and is the perfect complement to a wide variety of typical Chinese dishes.
Photo: iStock
U.S. rice is also sustainably grown, a practice that dates back generations, long before the word “sustainability” became a popular term. And today, the U.S. rice farming sector continues to make strides towards a greener future. All segments of the U.S. rice industry are invested in this because it is personal – providing for their families, serving their communities, protecting wildlife habitats, and creating jobs. Their stewardship is deliberate, ensuring a healthy, safe food supply, while improving the environment, and contributing to the local economy.
Many wildlife species rely on the wetland habitat created by American rice farmers. Working rice lands across all rice producing states provide millions of acres of life-sustaining resources for migrating water birds along with countless other animals that call the fields their home. This makes rice a unique working-lands crop. Winter-flooded rice fields improve and enhance vital wildlife habitats by providing food and foraging for migratory and wintering water birds. These water birds return the favour by helping to increase soil nutrients, straw decomposition, reducing weed and insect pressure, and providing other important agronomic advantages.
In the regions where rice is grown in the U.S., rice agriculture provides 35 per cent of the food resources available to migrating and wintering waterfowl. The cost of replacing existing rice habitat with managed natural wetlands is more than $3.5 billion.
So why not pick up some U.S. rice for Chinese New Year and enjoy the occasion, knowing that sustainable, guilt-free rice tastes better in more ways than one.
Singaporean flavours too
As we said, the new year is not only celebrated in China – it's also huge in Singapore, which is now bringing its own wonderful cuisine to UK stores.
Since its launch in February 2024, Singapulah has been a gateway to Singapore’s culinary tastes and flavours. Its menu is crafted in collaboration with Singaporean food manufacturers to showcase a plethora of flavours and ingredients from the island state, including new signature dishes such as Hokkien Mee, Rojak and Bak Kut Teh.
These dishes are supported by a stellar cast of Made in Singapore products such as noodles from Kang Kang, fish and surimi products from BoBo, speciality dough fritters from You Tiao Man, and soy sauces and flavoured oils from Tai Hua and Chee Seng Oil. Household brand Prima Taste’s complete sauce kits will also be introduced in both foodservice and retail at Singapulah.
Artisanal ice cream brand Creamier will provide Singapore-inspired vegan desserts such as Kaya Ice Cream Toast and Sea Salt Gula Melaka Affogato, while Coffee Hock will supply Asian drinks and coffee beans, roasted in the Southeast Asian tradition – with sugar and margarine.
Singapulah is supported by Enterprise Singapore, the Singapore government agency championing enterprise development, and the Singapore Brand Office, with promotional support from Singapore Tourism Board and Singapore Global Network.
Cheers!
There are several Chinese and oriental beer brands widely available in the UK, but as far as spirits are concerned, the UK remains underserved. Now, however, the makers of Chinese spirit “baijiu” are reformulating the fiery grain liquid to appeal to a wider, international client base. Perhaps it’s time to add Chinese spirits to your liquor shelf.
Baijiu, which translates as “white alcohol”, usually has between 40 per cent and 60 per cent alcohol content. It is generally distilled from sorghum, although wheat, barley, millet or glutinous rice are also used.
Its taste varies depending on the region or way it is produced. Some say it is similar to vodka, although another well-known type is likened to soy sauce.
Shede Spirits, based in China's Sichuan province, sells two baijiu brands in China and to Chinese consumers globally. (Its more exclusive brand, Shede, goes for up to £788 per bottle!)
Rival baijiu maker Sichuan Yibin Wuliangye Group, headquartered in Yibin city in Sichuan, has teamed up with Italian drinks group Campari in a partnership aimed at promoting both companies' brands in China and internationally.