Snacks focus: Snacks they can see

Displaying snacks is always an issue for pubs, with space at a premium. Even so, given the extra income that crisps and nuts sold alongside a pint can generate, it's worth taking the time to make sure customers know what's on offer.

More than 30 per cent of purchases are made on impulse when consumers go to the bar, and according to recent research quoted by KP and McCoy's owner United Biscuits (UB), 62 per cent of impulse buys take place in the evening

There is a window 171 seconds - roughly three minutes - from entering the pub in which the customer wants to be served.

"The adult premium segment continues to be the star performer within the bagged snacks category. Growing at 9 per cent, the segment is now worth £510m," says Nick Stuart, commercial manager at UB.

"This growth is partially due to the growing premium trend, as consumers continue to demand more exotic tastes and flavours. This segment now commands a 23 per cent share of the entire bagged snacks category," says Stuart.

Activity in this sector has seen the relaunch by UB of the Phileas Fogg range, as well as the revamp and relaunch by Walkers of the Sensations range.

UBUK has also redesigned its Brannigans range to generate extra sales in the on-trade. The new design draws inspiration from the brand's fondly remembered brown paper packaging.

Stocking the best sellers generates the most profit. Products that are given display space must earn their place and sell regularly. A range should include a selection of firm favourites as well as a couple of limited edition flavours or latest NPD to trial. These will add excitement to the offering and keep the range fresh for regular customers.

Good display is key. 30% of snack purchases in pubs are completely unplanned. Consumers act on impulse when stood at the bar and a clear display of snacks on offer will act as a prompt.

Maximise the profit opportunity from pub snacks by using display cards, counter display units wicker baskets for the bar and back bar clip strips. These all enhance visibility and encourage consumers to extend their purchase to include snacks.

Incentivise bar staff to upsell. Simply asking customer if they'd like crisps or nuts will increase sales. A bottle of wine or similar incentive for the most snack sales will motivate staff.