Nisa boss Ken Towle says group in ‘good shape’ as Covid shakes up convenience

Speaking as Nisa launched its virtual Nisa Expo 2020 for retailers and suppliers, Towle told TalkingRetail.com: “The year 2020 has involved a lot of headwinds and tailwinds for us, but we have come through in good shape.

“The much-expanded proposition that our retail partners have been able to offer has played well into the local shopping trend seen over the past few months.”

He also believes the expanded Co-op own-label range of more than 2,200 products now available to Nisa stores will help retailers attract and retain shoppers looking for greater value for money as the UK enters recession.

The virtual exhibition has also seen Nisa relaunching its proposition to its retail partners and prospective members, under the banner “Fresh Thinking”.

Launched through a series of testimonial videos from retailers and virtual category talks, retailers are being offered guidance on how best to stock their stores across frozen, fruit and veg, fresh meat, ready meals, soft drinks, alcohol and non-food, to “better equip them for the future”.

As part of this, the Co-op has recommended an own-brand range for Nisa partners to meet the core convenience needs of their shoppers in a changing economic climate.

The Co-op essentials recommended range of 500 products aims to cater for customers looking for a low-price alternative to branded products, while bringing greater benefit to the retailer.

John McNeil, chief operating office at Nisa said: “UK corner shops and independent retailers have seen a surge in sales during coronavirus and we will continue to support our partners through this difficult period with Fresh Thinking at the heart of everything we do.

“We know Co-op own-brand is already proving a real success for our partners and this recommended range will provide an enhanced value proposition for their customers.

“We have identified the own-brand products shoppers expect to see in a convenience store and made them available at great prices.”

Towle said the Fresh Thinking positioning was also designed to help recruitment.

“It’s about how we go to market. We want to recruit a lot of partners into the business and this is designed to help partners understand what’s at the heart of the Nisa proposition.

“It’s about how we use our space, how we set up our stores. We are encouraging not only our retailers, but prospective Nisa retailers as well to think about their business and, in a world that’s changing, to think about how they need to change and how we can help them with that change.”

He added: “The big thing we talk to partners about is future-proofing their business. For progressive retailers who are really thinking about the next 10 to 20 years, this is a way of putting their business on to a new footing.”

Towle admitted Nisa had experienced problems at the start of lockdown in March, but said most retailers were understanding.

“Those few moments at the beginning of the crisis were extraordinary. I think we did extraordinarily well in the circumstances.

“Within a matter of about 14 days, we were back to a very reliable level of service to our partners.

“Retailers realised that while there were some shortages, if they braved the queues and went to the cash and carry, they found the same gaps. And we were never once deprioritised.

“I have a lot of sympathy, though, for a lot of very tired retailers who were doing their best to shift huge volumes of product at the time.”

Towle said he expected a lot of consumer behaviours formed during lockdown to continue.

“This has been going on long enough for new shopping habits to form. A lot of behaviours are going to prove quite sticky and the recessionary impact is only going to enhance the relevance of shopping locally.”

He said that with the grocery market in growth, convenience ahead of the market and symbols and independents ahead of that, Nisa was in a strong position.

“This will have been a year that’s good for independent retailers. It’s been a real reputation-builder at every level and that can only bode well for the future.”