Make your spirits shelf work harder: what to stock and how to sell it

Make your spirits shelf work harder: what to stock and how to sell it Nick Gillett, co-founder and managing director of spirits distributor Mangrove Global, tells the secrets of a successful spirits section There’s an art to stocking spirits in a convenience store. It’s not just about what you put on the shelf – it’s about making it sell. First, range. Space is tight, so stock smart. You don’t need every brand, but you do need a good mix across categories – whisky, gin, vodka, rum, plus a few standouts like tequila or liqueurs. RTDs are booming too, offering a grab-and-go solution for customers who want something easy and fuss-free. Premium choices matter – people are drinking less but better, so trade-up options are key. And don’t forget lower-alcohol or trending products that reflect changing tastes. If space is limited, prioritise what sells – big names, key crowd-pleasers, and anything with supplier support (promotions, POS materials, seasonal pushes). Be flexible – swap in new lines when the opportunity arises. Want to upsell spirits in a small shop? Make it easy for customers. The “dinner for tonight” buyer is an opportunity – suggest pairings, highlight cocktail ideas, and keep an eye on what’s popular (big TV events are a prime time for alcohol sales). RTDs also fit into this, offering quick, no-mix options that work for impulse buyers.