21M More Sales, but £5M Less Pay PLAIN PACKAGING L Paypoint Results Show Retailer Commission Down 9% Last Year, Despite Transaction Volume Growing 18%

03.06.2016 ACADEMY IN ACTION The IAA gives a merchandising masterclass BEST PRACTICE Page 20 »

Blueprint for success ‘I rolled my winning formula out to store number 18’ Page 18 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.30 21m more sales, but £5m less pay PLAIN PACKAGING l PayPoint results show retailer commission down 9% last year, despite transaction volume growing 18%. Products, l Payment provider’s ‘new retailer focus’ fails to win price and over stockbroker and store owners. Page 5 » prep: our Oz lessons SYMBOLS Ralph Patel and Dee Sedani report back Best-one from tobacco study to take on tour in Australia. Lidl with Page 11 »

Value offer LEGISLATION Sales growing 5% every week at ‘Change discount trial store. your range Page 4 » ahead of EU REFERENDUM sugar tax’ Priti: why Wholesale expert warns levy on vote leave soft drinks is just Indies better off with the start of health Brexit, MP tells RN. clampdown. Page 5 » Page 4 »

Vol 127 No 22 Egmont targets FOR TRADE USE ONLY 500 stores to help Slam dunk London retailer Nilesh Patel treated customers to free tea and biscuits 22 grow children’s as part of United Biscuits’ ﬁrst National Biscuit Day last week. “It was a great way magazine sales. to make customers aware of the shop,” he said. United Biscuits helped organise Page 7 Nilesh’s event and similar activity for nine other retailers in its Ambassadors Club. » The No.1 MUST STOCK BAKERY BRAND1 Source. 1.The Nielsen Company, Total Coverage, Unit and Value Sales, 52 w/e 23.04.16 Coverage, Unit and Value Total 1.The Nielsen Company, Source. 12 w/e 22.05.16 Brand Tracking, Brown, Brand Footprint 2016 3.Millward 2.Kantar Worldpanel

No.1 must-stock bakery brand1 85% of UK households choose Warburtons products 27x per year2 34% of shoppers claim to have bought Warburtons in their last shop3

To order new products, get the latest advice, or connect with your Territory Manager, visit: warburtons-trade.co.uk or call: 0800 953 5636

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Like much of the UK, no doubt, I’ve spent the past few weeks debating with friends about the pros and cons of leaving or staying in the EU, with the vote just weeks away. Some are undecided, while others have made up their minds. A common theme among those voting to leave is that they have been swayed by the personalities of those making the case, rather than hard facts RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT about the impact it would have. For months, people have called for more information on the implica- Talk to your tions of either outcome on their daily lives and the economy long-term. Retailers are no different and you need information about how the shoppers, staff decision will impact your businesses. RN has been to both sides to find and other local out. businesses about In last week’s issue, two big personalities, Vince Cable and Chuka what the referendum Umunna, said leaving Europe would lead to economic uncertainty, increased prices on the goods you sell and squeezed margins. means for them In this week’s issue, another, Priti Patel MP, tells RN leaving Europe could mean retailers benefiting from less red tape and a greater say in the laws that affect how you run your store. For a manufacturer or exporter of goods, the impact of Brexit is clear. For a local shop, at the centre of its community, a significant impact will be on your customers and the world around you. One way to become more informed about how the vote will affect you CHRIS GAMM is to become the big personality in your community. Talk to your shop- Editor pers, staff and other local businesses about what the referendum means @ChrisGammRN for them. You may find you learn more about what leaving Europe will mean to your business than in any manifesto.

CONTENTS 18 32 NEXT WEEK NEWS to find out what 15 INDUSTRY but turnover is up 50% PROFILE 4 INDUSTRY NEWS Bestway you need to pay to Priti Patel and he has 15 staff trials new value-led ensure you don’t sets out Vote Leave’s end up facing the music stall and says why she FEATURES fascia 13 LETTERS NFRN’S London thinks the UK 22 THE HIGH STREET 6 BUSINESS NEWS Conviviality trade show organisers would be much What independents retailers to be offered free say thanks for support; better off outside can learn from the EPoS system Menzies still failing on the EU high street’s success FUTURE-PROOFING THE FASCIA 7 NEWSTRADE Publishers service 16 PRICEWATCH UK stories The companies getting target indies to give a 24 COLUMNIST 14 YOUR STOCK, YOUR SAY ice cream prices ready for the opportuni- boost to kids’ mag sales 17 THE Shopping analyst Make sure you don’t ties of tomorrow 8 PRODUCT NEWS Top stars fall foul of the ENTREPRENEURS 26 Phillip Adcock join Weetabix’s Summer of Psychoactive What you can learn 26 SUGAR CONFECTIONERY Sport team Substances 15 from the world’s Enjoy the sweet taste of 10 REGIONAL NEWS Digital Act; and will best business summer training trials for Imperial’s brains. This week, 32 PREVIEW retailers decision Planet Organic’s to cut 10p THIS WEEK COMMENT & Renée Elliott ANALYSIS off prices 18 RETAILER IN MAGAZINES help you PROFILE CHILDREN’S MAGAZINES 12 YOUR ISSUE Following to remain 33 ROUND-UP Digital do’s and Tharmalingam What youngsters want RN’s recent article about competitive Gnanachchandran don’ts playing music in your in an EUPTD has only had his 34 FOR YOUR SHELVES to read today store, we talk to experts II market? store for 10 months, F1 Racing special edition “AS SOMEONE WHO GREW UP IN A SMALL FAMILY-RUN BUSINESS, I KNOW HOW DAMAGING REGULATION CAN BE” – EMPLOYMENT MINISTER PRITI PATEL MP OUTLINES HER ARGUMENTS FOR BREXIT Page 15 » 4 3 June 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news

E-cig sale Budgens shows local fare at vigilance music festival Retailers should sell e-cigarettes with the same Warner’s Budgens responsibility as cigarettes took to the streets of following the launch Winchcombe, home of EUTPD II legislation to its most recently governing vaping products, opened store, over the according to JTI. bank holiday as part of a Jeremy Blackburn, week-long arts and music head of communications festival it had sponsored. for the manufacturer, The company had a said independents should pop-up stall at a street treat age limits and laws fair marking the end of governing e-cigarette and the festival, selling locally e-liquid products with the produced products that it same seriousness as they stocks, including bread, would with tobacco lines. cheeses and apple juice. It comes as restrictions on e-cigarette advertising came into force on 20 May under EUTPD II, with fur- Retailers challenge discounters with new format Sales growing 5% every week ther restrictions from 20 November this year. Mr Blackburn said: “It is retailers’ responsibility in terms of challenging ID. Bestway launches new It should be part of what staf do on a regular basis for e-cigarettes as with tobacco.” value-led fascia trials Meanwhile, e-cigarette maker Blu has issued a guide by Steven Lambert Owner Darren Briggs we’re still earning a gross ing savvier around product for retailers about the EUT- said the response from margin of 20% across the prices and value, driven PD II changes, with merch- Bestway is helping its shoppers at the store since store.” by discounters, so there’s a andising tips for stores. retailers take on the he switched fascias to Mr Briggs said he is now need to reflect discounters with the launch work with Bestway on looking at other sites to on this,” said Mr Adams. of a dedicated the new concept had been launch a second Best-one “We recognise this is value-led fascia, planned “overwhelming”. Value store. a huge trend and we felt Lottery for roll-out this year. “We worked closely with Bestway head of business there’s a place for value in The group has been the wholesaler to come development Paul Adams our market, while still sales up trialling a new Best-one up with something a bit said sales at the revamped providing a full conven- Camelot has thanked its Value format in Milford diferent in terms of ofering store had grown by 5% every ience ofer for shoppers.” 47,000 retail outlets for Haven, Pembrokeshire, discounted products to week since the changes It follows Landmark helping it achieve record since the start of the year. shoppers,” he added. were introduced, with Wholesale launching its figures. The lottery The concept centres on “We now have 15 pallets of footfall also increasing. own Lifestyle Value fascia operator said sales had ofering more pricemarked deals at the front of the shop He added Bestway will last year, while Booker has grown to £7,595m in the goods, promotional deals with ofers such as one litre look to “finesse” the concept also been trialling bulk pack 2015/6 financial year, and “non-traditional, bottles of Lucozade for £1. and ofer it as an option to promotions under a new a rise of £317m. larger pack formats at Around 99% of the products other stores later this year. store concept at Premier Traditional retail sales cracking prices”. are now pricemarked, but “Consumers are becom- Singh’s in Shefeld. still make up around 80% of its total revenue, Camelot said, with independents forming the bulk of these, Leave EU for less red tape, says MP earning themselves £333m commission – an average Small businesses would them do not export to do not have this access to given by Angel Gurria, of £7,000 per store. benefit from less red tape the continent. decision-makers and are secretary-general of the Jayesh Parekh, of Jay’s and have more lobbying She said: “Red tape left behind.” Organisation for Economic Costcutter, Manchester, powers if Britain left the from the EU adds costs to Ms Patel added that Cooperation and Develop- said recent changes, EU, according to an MP businesses throughout leaving the EU would ment, in the UK last especially ofering free backing the Vote Leave the supply chain and open up more markets month the argument that tickets rather than £10 referendum campaign. independent retailers are through new deals with the UK would achieve a prizes to customers, had hit Conservative MP hit hard by these rules. countries across the world, more liberal trade regime commission earned. “The Priti Patel told RN that “While big businesses which in turn would boost outside the EU was changes have benefited independents would be have the resources to trade and help keep prices branded a “delusion”. Camelot, but not individual better of outside the EU, lobby for changes that down. l See page 15, Industry retailers,” he said. despite the fact most of suit them, small firms However, in a speech Profile. Retail Newsagent 3 June 2016 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Page on twitter 32 @RetailNewsagent for expert advice to help you grow your sales Commission falls despite 17.8% more transactions Trade not convinced by ‘retailer focus’ Taxman’s warning PayPoint pays £5m less Businesses are facing penalty notices from HMRC after it changed its bank account details, but failed to on 21 million more sales properly inform companies. Payments remain uncol- by Gurpreet Samrai a decline in mobile top-ups. problem at all’. Paul Baxter said: “Retail- lected after changes to the David McCann, director “It is equally trying to ers continue to sufer from IBAN details used by some PayPoint paid retailers £5m at stockbroker Numis Secu- gloss over it now, saying all the cutting of commission companies to pay their VAT less in commission last rities Limited, said PayPoint problems are fixed. But of- caps. It is outrageous that and corporation taxes were year despite an extra 21 is keeping a greater share fering retailers a freephone PayPoint considers it appro- introduced. million transactions being of commission from bill number and engaging a bit priate to pay shareholders a IBAN is mainly used by processed. payment transactions. He more doesn’t seem like the ‘special’ dividend.” overseas companies to pay The group’s preliminary estimates the amount paid kind of thing to immedi- PayPoint chief executive UK taxes, although busi- results revealed a 17.8% to retailers has fallen from ately solve problems.” Dominic Taylor said the nesses in this country also increase in retail services 35%-40% to 29.5%. While retailers told RN group has listened to retail- use it. transactions, with transca- “Had PayPoint not cut they had seen some positive ers to understand issues An HMRC spokesman tion value up 21.9% to £1bn commission, its revenue change in PayPoint’s ser- and deliver “the best pos- said: “Anyone experienc- and retail services net would not have risen so vice, they added issues such sible service”, including a ing difculties in making revenue up 14.3% to £30.3m. much,” he said. as banking charges had still new freephone number and payments should contact Overall group net revenue Talk of PayPoint shifting not been tackled. investment in technology HMRC immediately.” was up 0.4% to £123.6m for its focus to the service it Kay Patel, of Global Food with PayPoint One. the year ending 31 March. provides retailers, he added, & Wine in Stratford, said: PayPoint will work with Meanwhile, retailer seems to “gloss over” last “Retailers haven’t changed retailers through its con- commission decreased to year’s fallout. “Management their opinion of PayPoint. tinued focus on retail “to Sugar tax £57.7m from £63.3m, which is trying to put a brave face The commission cap was evolve their businesses and the group attributed to last on it,” he said. “A year ago, the final straw.” drive more value to them”, sweetener year’s commission cut and it was saying ‘there’s no NFRN chief executive he added. Coca-Cola UK & Ireland general manager Jon Woods claimed the company is expecting to “pass the majority” of the upcoming sugar tax on to consumers during an interview with Sky News. Answering questions about the proposal, Mr Woods said there was “no evidence from any market” of a sugar tax having an impact on obesity. But a spokesman for Coca-Cola European Part- ners said: “It’s too early to make final decisions about Leicester City FC Premiership hero Steve kicks off new era for Nash how we’ll handle the costs Nash Chhatralia kept the good feeling of Leicester City FC’s impressive Premier League title win alive by inviting the club’s associated with the tax.” former captain, Steve Walsh, to open his new One Stop Wicklow Drive Post Office last Saturday. Shoppers on the day were treated to a buffet of Indian food and the first 100 people at the store received free goody bags. Guardian re-runs Range change key to survival says expert The Guardian has moved Independent retailers will be “just the beginning” of turnover. If consumers ing in stores with initia- from a full to limited re-run need to drastically change of a drive towards new really get on board with tives such as its wholesale policy. their product ranges to healthy eating laws and healthier eating and take central pick system for fruit The group introduced meet shopper demands for will present “the biggest sugar and processed foods and veg. changes to its policy earlier healthier food and prepare challenge” to local stores in out of their diets, conve- Spar added it was com- this year, which mean a for future legislation on the future. nience retailers and the mitted to improving its “small number” of routes snacks and confectionery, He said: “Nearly all of an whole trade will need to health credentials by with high mileage and according to a wholesale independent store’s busi- restructure their ranges.” reducing sugar in its Spar low numbers of copies will expert. ness comes from categories Paul Adams, head of soft drinks range by 10% be excluded from re-runs. David Gilroy believes leg- such as alcohol, tobacco, business development at this year. The change is not region- islation such as the upcom- soft drinks and crisps, Bestway, said his group is l Read Futureproofing the specific, and only applies to ing soft drinks sugar tax which make up around 90% promoting healthier eat- Fascia in next week’s RN weekday issues. 6 3 June 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent BUSINESS to have your say on the latest news One Stop new lines positive One Stop has reported “encouraging” results following the addition of new products and prices to its fresh food range. The group has introduced 85 new lines including fresh meat and ready meals to its stores, as Blakemore unveils first two ‘Bmorelocal’ stores with 30 more to follow well as launching a price- Blakemore Wholesale has unveiled the first two stores taking on its new premium ‘Bmorelocal’ fascia as revealed by RN in drop campaign featuring January. The first site will open in Immingham, Grimsby, this Saturday, with the second launching in Swansea next Friday ofers such as six packs of and a further 30 stores due to open in the coming months. The stores will offer large chilled and frozen ranges along with tomatoes and 350g broccoli food to go and Costa Express self-service units. for 75p each. Lizzie Reynolds, customer director at One Stop, said: “Initial Franchisees offered ‘mobile control’ Wifi-enabled handheld devices based on android devices performance looks encouraging for us – customers have responded positively and like the changes and investments Free EPoS system for we have made.” At the same time, One Stop said it will launch a new messaging app, called Conviviality retailers Slack, for franchisees following a trial with its by Steven Lambert held terminals, based on of 730 views per day in company-run stores. android devices, giving peak season and ofers Conviviality Retail is them ‘mobile control’ of true engagement with rolling out a new EPoS facilities around their shop, our franchisees,” said Mr system to its franchise according to the company. Burchell. “The flexibility New cloud retailers to give them better Kenton Burchell, of the platform gives our control over the day-to-day commercial director of franchisees a voice to the tool for running of their stores. Conviviality Retail, said: making progress with head ofce, while being The Bargain Booze “The bar is constantly being attracting more franchisees accessible from desktop, sales data and Bargain Booze Select raised by grocers, symbol to its Fuse network. tablets and mobile devices.” Blakemore Wholesale has Convenience operator is groups and franchise The system, which Last month, Conviviality adopted a new cloud-based ofering the new system models. We are consistently launched to 600 franchise announced sales increases reporting tool allowing free to business owners. improving our ofer to owners last July, allows of 137% in its latest full year it and suppliers to gain It will include features franchisees, and in turn, to users to communicate and financial results. on-the-go sales data across such as window screens their customers. Ultimately, share media, including The group attributed its 14 depots. for stock checking and those who are adapting images and videos this to strong acquisitions The group said the ordering, delivery checks fastest to consumer trends highlighting in-store of alcohol firms including Alchemy tool will also and on-site reporting. will perform the best.” promotions and pricing, Matthew Clark. It also allow it to review average Users will also have acc- In addition, Mr Burchell and advice from stores. recently purchased wine selling prices, highlight ess to wifi-enabled hand- said the group was also “Fuse has an average producer Bibendum. under-performing depots and report product sales by business type and customer count. Russell Grant, mana- Growth ‘slow’ for Family Shopper ging director of Landmark Booker chief executive company’s full year and Budgens come into the Family Shopper and we’ll Wholesale, said: “Intro- Charles Wilson has financials last month, Mr group, so Family Shopper is be able to do a better job for ducing this level of admitted development Wilson revealed Booker running a little bit slow.” customers as well.” transparency means that of its value fascia Family now has 42 Family Shopper Mr Wilson said using In addition, Londis brand we can develop plans with Shopper has been “slow” stores open around the UK. the Londis supply chain director John Pattison our suppliers based on in the last 12 months, but This figure is up from 30 will help Booker to “develop revealed volume sales of meaningful insight. As a expects store numbers to at the end of its previous the fresh side of Family own label products through result, we can agree and pick up through its new financial year. Shopper” in the near future. its stores had jumped by implement joint strategies Londis distribution model. He said: “The team has He added: “I am in no 60% since switching out its that will grow our business Speaking during the been putting quite a bit of doubt we will achieve SuperValu range to Booker’s in a sustainable way.” announcement of the energy into helping Londis our growth ambitions for Farm Fresh products. Retail Newsagent 3 June 2016 » 7 BBQ & PICNIC MUST STOCKS Follow RN Pages on twitter 30-31 @RetailNewsagent for expert NEWSTRADE advice to help you grow your sales Category advice leaflets and posters to entice youngsters Top 10 titles chart for sub-sectors Retailers invited to Publishers target indies delivery discussion to boost kids’ mags sales The Press Distribution Fo- rum is hosting a roundtable by Nadia Alexandrou children’s magazines in the suggested retail planogram market. We hope that all at the Telegraph Media UK and Ireland at the end for the sector. the retailers who receive Group’s ofces on 8 June. Hundreds of independents of June. Helen Stables, marketing this leaflet use the informa- Retailers will get the are being targeted with The category advice director at Egmont, said: tion and guidance to make chance to discuss the sup- advice and materials to in the leaflets includes “Egmont and Seymour 2016 their best-ever year ply chain, the challenges help them grow sales of highlighting the value of have worked together to selling kids’ magazines.” they face with newspaper children’s magazines. the category within the create an extremely use- To encourage retailers to deliveries and how to im- Egmont Publishing and overall magazine market, a ful category guide which review how they organise prove services. Seymour Distribution breakdown of the sub-sec- will help independent children’s magazines in Trinity Mirror newspaper are producing category tors within the children’s retailers make the most of their shop, there is also an sales director John Howard advice leaflets and window market, and a ‘Top 10 titles’ sales from the lively and opportunity for the retailer said: “Retailers’ input will display posters focusing chart for each of the four crowded children’s sector. with the best children’s highlight the areas that on growing the children’s sub-sectors. “At Egmont we specialise magazine display to win a publishers and wholesalers magazine category. They Practical advice is also in publishing for children £250 retail voucher. need to work on.” will be distributed to being provided on how to and are passionate about l See next week’s issue 500 independent stores capitalise on sales during helping retailers capitalise for RN’s guide to growing with the highest sales of the summer and ofers a on this buoyant part of the children’s magazine sales. Waitrose adds Sun New concept puzzle book launch to loyalty News UK’s The Sun newspa- Bauer Media has added Mini Crossearch to its per has joined the MyWait- Take A Break portfolio. rose loyalty scheme Crossearch is a new concept puzzle which It means customers who combines elements of three of the most spend £5 during the week or popular types of puzzles – crosswords, ar- £10 at weekends will be able rowwords and wordsearches. The magazine to get a copy of the newspa- launched today with a print run of 30,000, per for free. and is expected to deliver £260,000 annually. The Sun is the first Spike Figgett, publishing director at red-top to join the scheme Bauer Media, said: “Crossearch is one of an alongside titles including eight-title range of Mini magazines we began The Guardian, The Times, launching five years ago. They have been the Telegraph and the Mail. phenomenally successful for us, achieving The ofer is available to card year-on-year growth each year since 2011 de- holders now. spite a declining market, and accounted for more than £3m in retail sales value in 2015.” According to its distributor Frontline, Ads down Crossearch sits in the wordsearch category, which is the second largest puzzle sub- segment and is the only puzzle category in for Mail growth – up 0.21% year on year. It generated £9,700,000 in retail sales value between April papers 2015 to March 2016. During the same period, Strong growth in online ad- the overall puzzles category generated vertising has failed to make £45,000,000 retail sales value. up for falling print advertising at the Daily Mail and its associated titles. Half-year results for the Daily Mail and General Lads’ mag readers not lost to market Trust showed that overall Not all former FHM and Zoo Zoo Weekly and FHM went such as Stuf and T3. the magazines closed.” revenue for the Daily Mail Weekly customers have left of sale last week and this Mark Ansell, of Liskeard He added that the ‘Best and Mail on Sunday fell the market, retailers have week respectively. Instead, News, Liskeard, Cornwall, of’ editions had not per- £18m to £242m, while the reported. some of the former lads’ said: “Some of them have formed as well, as it was Mail Online grew by The news comes as the mag readers have switched moved over. They were difcult to highlight and £12m to £44m for the final ‘Best of’ editions of over to tech publications already switching before display them. period. 8 3 June 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news Seriously Strong adds new spreads Lactalis McLelland is sup- porting its Seriously Strong Spreadable Cheddar range with new products and a £3m summer marketing campaign. The brand will receive two additional flavours this month, Vintage and Caramelised Onion, in 125g Olympic hopeful Gordon is new Müller Rice brand ambassador packs (RRP £1.45). British triathlete and Olympic hopeful Gordon Benson is the new brand ambassador for Müller Rice and will star in a TV and In addition, Lactalis press marketing campaign alongside bear mascot Tasty B from this month. The activity runs until October and forms part of is launching Seriosuly Müller’s sponsorship of Team GB at Rio 2016. Strong Spreadable Cheddar Squares, with each 133g pack containing eight individual foil-wrapped Lucky winners will get a chance to train with top names ‘Inspiring Britain to stay active’ portions of cheese (£1.75). Mike Chatters, category sales director at Lactalis, said: “With flavours like Caramelised Onion and Top stars join Weetabix new snack formats like Squares, we expect to give the category a big boost.” Summer of Sport team by Joseph Lee one session in sports from Weetabix will grow ing scheme accompanying Rollover’s football to scuba diving. Top awareness of the campaign the promotion. Weetabix is launching a prizes also include a family with a promotional scheme Victoria Westwood, Dogs are “Summer of Sport” promo- set of bikes or five-year gym backed by former heptath- senior brand manager tion that will ofer shoppers membership. lete Denise Lewis, former at Weetabix, said: “We hope now easier the chance to train with The ofer will run across footballer John Barnes the new campaign helps to star athletes such as Denise the entire Weetabix range, and rugby player George highlight the importance to sauce Lewis. including 12, 24, 36 and 72 North. of a proper breakfast as Rollover Hot Dogs has rede- The promotional codes packs and Minis, Oatibix All three will take part in well as staying active – and signed its sauce bottles to will be available on 15 and Protein Crunch, while a number of sporting chal- with the help of some well- make it easier for consum- million packs in July and pricemarked packs will also lenges outside of their com- known sports stars we will ers to add the condiments August, with every one be available on Weetabix 12 fort zones, such as cricket, be inspiring Britain to do they want. ofering a free or two-for- (£1.60) and 24 packs (£1.99). as part of the £3m market- just that.” The new bottles, available in eight flavours from ketchup and mustard to garlic mayonnaise and Weekly cash and iPads with Vimto promotion sweet chilli sauce, feature Retailers can win £100 cash grow awareness of its range In addition, retailers who iPad by entering barcodes a new easy-to-use twist prizes every week in a proof soft drinks, including buy four cases of selected on bottles or cans online. nozzle and restyled brand- motion by Vimto aimed at Vimto Fizzy and Vimto products, create a display Vicky Marsden, senior ing. boosting its soft drink sales Remix. The company will with the PoS kit and email brand manager for Vimto, Rollover, which sells 25 this summer. support the campaign by of- a photo to Vimto will be said: “Summer is a key million hot dogs a year, is The brand’s sales team fering independent retailers entered into a prize draw to time for the soft drinks also ofering a sauce station will be touring the Mid- £2 money-of coupons that win a prize of £100. category and we’re excited which stores four bottles lands and north west can be redeemed on cases Consumers will also to be launching a campaign to allow retailers to easily England in Vimto-branded of Vimto Remix purchased have the opportunity to en- aimed at both retailers and display their range. vans until September to from cash and carries. ter a weekly draw to win an shoppers.” Hot products for your shopping list

Two new flavours have Rollover Hot Dogs’ sauce Vimto’s sales vans hit joined the Seriously Strong bottles have been the road as part of the Spreadable Cheddar range redesigned for easier use drink’s latest promotion Retail Newsagent 3 June 2016 » 9 UK ICE CREAM PRICES Follow RN Pages on twitter 16-17 @RetailNewsagent for expert advice to help you grow your sales New soft drink has less than 15 calories per bottle ‘Nothing like it on the market’ A facelift for Stella Bottled water ‘reinvented’ Stella Artois is receiving revamped bottle designs and packaging this month in a rebrand running in con- by Rubicon says AG Barr junction with the brand’s new ‘Be Legacy’ campaign. The update includes by Steven Lambert Kiwi – from July. nounced it will introduce a nothing out on the market redesigned Stella Ar- The launch follows shop- levy on sugary soft drinks right now that delivers like tois bottles with a more AG Barr is aiming to “re- per research undertaken by April 2018. this product.” streamlined shape, while invent” the bottled water by AG Barr, which found Adrian Troy, head of AG Barr will support on-pack graphics have market with the launch 20% of consumers consider marketing at AG Barr, Rubicon Spring with a £2m been enhanced with new of its Rubicon Spring soft calorie content as the most said more shoppers were marketing investment, neck labels and a gold trim drinks range next month. important factor when looking to make healthier including a ‘beach-themed’ paying homage to Stella The product combines choosing soft drinks. choices on soft drinks, but TV campaign starting in Artois’s chalice glass. Simi- sparkling water with fruit The firm also claimed were still looking for prod- August, weather-activated lar changes have also been juice, vitamins and green 5% fewer people are only ucts that “taste great”. outdoor ads and social introduced to Stella Artois tea extract with no added buying carbonated drinks, He added: “Flavoured media activity. cans. Meanwhile, Stella Ar- sugar, and 15 calories or less with an 18% rise in the water makes up around Mr Troy added: “Rubicon tois pack formats have also in each bottle. number people buying 10% of total water sales and is a £100m retail brand been extended to include It will be available in four both carbonated drinks and there is a big opportunity with around 14 million 3x330ml, 4x330ml, 6x330ml flavours – Lemon Lime, Or- water. for retailers to encourage users and we expect this to and 12x330ml sizes. ange Mango, Black Cherry It also comes months shoppers to trade up to grow further with Rubicon Raspberry and Strawberry after the government an- Rubicon Spring. There is Spring.” Assorted Smash hit snack retro bags Nature Valley has been named Tangerine Confectionery official snack bar of British ten- is bringing its range of nis after signing a deal with the retro sweets together in Lawn Tennis Association (LTA). a new assortment pack The partnership will see Nature being launched to the Valley sampled at tennis tourna- independent trade this ments such as the Aegon Cham- month. pionships while LTA stamps The Sweet Champi- will now feature on the front of ons Chews Assortment packs. In addition, Nature Valley pack combines Fruit is updating its Protein bars with Salad, Wham and Mojo larger 40g packs and two new Cola chews in both a 180g flavours, Peanut Butter & Choco- hanging bag and a £1 price- late and Salted Caramel Nut. marked 150g bag. Tangerine said it will target the packs at convenience stores, fore- Mini Eggs are Wini Eggs for Rio trip courts and discount stores. Shoppers can win a family egg inside. Anyone who manager for Cadbury, said: moted with a digital mar- New Leaf trip to Rio in a campaign finds one of the golden eggs “Due to the product’s popu- keting campaign as part of JTI has unveiled new lim- running on packs of Cad- will win themselves a holi- larity in the Easter season, further plans by Mondelez ited edition tins running bury Mini Eggs from this day in Brazil. In addition, we believe the launch of to grow its bitesize confec- across its Amber Leaf range month. Cadbury owner Mondelez Wini Eggs will provide tionery range. from this month. The confectionery said it will donate 2p from retailers with a great oppor- The manufacturer The neon-themed packs brand has been renamed every bag of Wini Eggs sold tunity to drive incremental added that its last bitesize will come with three difer- ‘Wini Eggs’ with 90g bags towards fundraising for the chocolate bag sales during chocolate launch, Terry’s ent designs, with each tin receiving limited edition Supercharge Paralympics the summer of sport with Chocolate Orange Minis, is containing a 12.5g pouch of packaging encouraging GB campaign. an attractive £1 ofer.” growing value sales by 56% Amber Leaf, rolling papers consumers to find a golden Declan Duggan, brand The launch will be pro- year on year. and filters (RRP £4.93). Hot products for your shopping list

Mini Eggs are Wini Rubicon launches its Limited edition Amber Eggs in Cadbury’s new Spring soft drinks Leaf tins will come in new campaign range next month three different designs 10 3 June 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news

Alcohol Panini Euro 2016 pop-up success price wars City workers and adult Panini fans have been flocking to hit indies Peter Wagg’s News On The Alcohol consumption in Wharf to take advantage of Scotland is on the rise, special Euro 2016 promotions. according to new figures, After a day-long pop-up but independent retailers shop event did roaring trade, say their shops are not including adults buying entire seeing increased profits. boxes of the stickers, the NHS Health Scotland says stores in Canary Wharf, east a change towards stay-at- London, offered 10% off sales home drinking equates to 41 of boxes. Mr Wagg said: “It’s bottles of vodka per person gone exceedingly well. We’re being consumed a year. planning to do even more However, independent when the next big tournament retailers say supermarkets comes along.” are benefiting most, with aggressive price oferings. Abdul Qadar, of Ramzan & Sons in Edinburgh, said: Digital High Street Hub pilot Government initiative to get local community businesses online “The supermarkets have huge ofers on and we’re caught in a vicious cycle of trying to maintain our share of that.” Digital training trials for Mo Razzaq, of Premier Mo’s in Blantyre, Glasgow, said: “The supermarkets have 15-packs for £9, we’re Gloucestershire retailers lucky to get them for £10.99. We’ve got to be by Tim Murray Vip Panchmatia, of The pilot is being communities to get online.” competitive, but while Wharf Convenience Store supported by a range of James Lowman, chief sales may have increased, Digital training to help in Ebley, Gloucestershire, large and small retailers, executive of the Association our profits haven’t.” independent retailers with said: “It sounds like a great technology businesses, of Convenience Stores – a their online activity is idea and it’s definitely the Gloucestershire Local board member of the being trialled in towns in something we’d like to be Enterprise Partnership and Future High Streets Forum RN READER POLL Gloucestershire as part of a involved with. It could be national trade associations. – said: “This pilot is a huge new government initiative. really useful for us.” MP Marcus Jones, step forward because it’s Times Assorted expert advice, Linked to the govern- minister for high streets, about getting businesses 22% toolkits and training will ment’s Future High said: “Digital technologies to work together to make Guardian/ be ofered to help retailers Streets Forum, the pilot have transformed how the whole high street more Observer and small businesses in will comprise three main people live, work and play. attractive and accessible. 17% i Cheltenham, Gloucester features: free digital skills Digital is changing how “Convenience stores 39% and Stroud learn more training for a group of consumers interact with have a big part to play in Other about making the most of independent retailers, businesses and how high this, and we know that 22% digital opportunities. linking businesses’ social streets are used. retailers who link in to the The Great British Digital media marketing with “We need to provide high communities they serve High Street Hub will then common hashtags, and quality tools and training make their businesses ABC figures show be rolled out nationwide in sharing data on how from reliable sources to more profitable and quality papers have early 2017. customers use high streets. help businesses in local sustainable.” grown sales since the Independent closed. Which of your newspapers are up? Packaging warning for food and drink NEXT WEEK’S QUESTION Has your relationship The concept of plain that plain packaging could over-regulated by bossy with PayPoint improved packaging could move come to their sector next bureaucrats.” since it first cut commission on from tobacco to other at the Battle Of The Brands Forest director Simon last year? areas, such as alcohol, event jointly organised by Clark said: “There’s not confectionery and fizzy smoking group Forest a shred of evidence to Have your drinks, according to and the Tobacco Retailers suggest that smoking experts from the Institute Alliance (TRA) in West- rates have fallen as a result vote now of Economic Afairs. minster. of plain packaging. The Go to betterretailing. Director general Mark He said: “It’s time to draw government has declared com/retail-newsagent Littlewood warned other a line before virtually every war not just on tobacco, industries should be wary area of human activity is but also on smokers.” Retail Newsagent 3 June 2016 » LESSONS IN 11 SURVIVAL Pages Follow RN 22-23 on twitter @RetailNewsagent for expert REGIONAL advice to help you grow your sales Coventry retailers illegal cigs raids Burgin’s More than a dozen retailers caught selling either er has passed its files on to cities in the UK is damaging 148 years in Coventry were found to counterfeit or non-duty the authorities. Anti-illegal local communities. Along be selling illegal cigarettes paid cigarettes and tobacco trade operations director, with retailers, suppliers during a raft of test purch- during the swoops, carried Steve Wilkins, said: “The and the government, we all of trade ases in the city. out on behalf of JTI. availability of cheap illegal have a role to play to combat Burgin’s Newsagents in Thirteen stores were The tobacco manufactur- tobacco across towns and the issue.” Dudley has decided to close its shutters after 148 years of business. UK retailers learn from mistakes in Australia Staff training key concern for second phase It is thought to be the oldest newsagent in the Black Country, run by four generations of the same family. Cynthia Burgin, the Trip Down Under to see last at the helm, said: “It’s unfortunate we’ve had to close the doors as it’s been a lifetime of work and of effect of plain packaging meeting people. But I had to close due to ill health. And, we’ve run out of Burgins!” by Gurpreet Samrai the company’s reps and Retailers need to prepare, retailers. know their products, and “One of the concerns for get their prices right as me is staf training,” Mr Scottish a tidal wave of tobacco Sedani told RN. “There was legislation comes into force a lot going on and that’s “changing retail forever”. something retailers in hotlines That was the key the UK need to be aware The Scottish Grocers message from retailers of. Come this time next Federation has set up Ralph Patel and Dee Sedani year, packs will all look the two new legal hotlines to following their trip to same.” give advice on licensing Australia with tobacco The main message from and employment issues manufacturer Philip both retailers was that afecting its members. Morris last month. store owners need to start The hotlines, launched They were there to preparing for the second in partnership with legal assess the efect of plain phase of the legislation, experts at TLT, will ofer packaging on three key which comes into efect prepare and work out what “My advice to retailers initial consultation for free parts of the industry – next May, and ensure products are going to go in the UK would be don’t and discounted rates for the economy, retailers’ they and their staf know where because they will put your prices up, make follow up services. day-to-day operation and as much information as not be easy to identify.” sure you are fully aware SGF chief executive Pete customers – to compile possible about the products Pricing was another area of the packaging and the Cheema said: “Partnering training material for in their gantries. where the pair said store products within them so with TLT underlines our “Most importantly, we owners in the UK could you can educate your staf.” commitment to ofer need to become experts learn from mistakes made Meanwhile, he added: our members real value in our products so we can by their Australian peers’. “Plain packaging and on benefits, which are pass that information on Mr Sedani said: “In Aus- going dark has had no important to them.” to our customers who will tralia, retailers thought efect on retailers’ sales; all have confidence in us and they could put their prices it’s done is fuel the illicit return,” Mr Patel said. up and that had a massive trade.” “It is going to be backlash. The public l More in next week’s Robbery paramount that retailers weren’t stupid. issue. in Ruislip A knife-wielding attacker made of with a “substantial amount of cash” during a Get creative to offset NLW raid on a store in Ruislip, Retailers need to get creat- ofset the increased costs. Charman said: “The living came as the Association of west London. The robber ive to help minimise the Tips include increasing wage increase has had a big Convenience Stores urged held a blade to both the efect of the National Living prices, reducing staf impact on small business retailers to take part in its owner of Taal Food & Wine Wage, which has increased hours, diferentiating owners and the loss needs survey on the efects of and his son during the costs by as much as 10%. stores, changing suppliers, to be recouped somehow. the minimum wage and attack. The 49-year-old store That’s the view of reducing overheads, taking We can’t trade our way the National Living Wage owner, who has not been Unilever’s Partners For advice from Partners For out of it – we have to find (www.surveymonkey. named, sufered cuts to his Growth Retail Advisory Growth and engaging with other ways to preserve our co.uk/r/G3G6QK6), as part of hands defending himself. Panel, whose members customers. margins.” a submission to the Low Pay Police have appealed for have ofered up seven tips to Panel member David The latest panel advice Commission. witnesses. 12 Retail Newsagent 3 June 2016

YOUR Nadia Alexandrou [email protected] 020 7689 3350 @NadiaAlexRN ISSUE f facebook.com/retailnewsagent

PAY UP OR YOU’LL FACE THE MUSIC ast month, store owner James Mitchell got in touch after he received an invoice Lfrom the PPL for £156 for a licence to authorise the public performance of sound recordings. He told RN he has never been charged before and asked if this was due to a new law or whether shops were being targeted by an old law. Since then, several retailers have got in touch with similar issues. They have told RN they feel poorly informed over the right protocols for playing music in-store. Here, three retailers tell RN about the issues they’ve faced, and the PPL and PRS answer some frequently asked questions. Sarfraz Kham, Nisa Local, Walsall Wood Last year a lady from the PPL came in telling me that we needed to have two licences to play music in-store. Despite I still don’t entirely understand This includes background music A PRS spokesman has also being a symbol group, Nisa does why we need two licence to be on the shop ﬂoor, in staf areas, addressed some retailers’ not take responsibility for music allowed to play music in our store. warehouses and showrooms questions. as well as on hold music on tel- licences and therefore I was not Who is PRS for Music? aware of the regulations. I had Narendra Bharani, Cannon ephone lines. Newsagent, Pinner We are a society of around 118,000 never played music in my store, How much is the PPL licence? There is an alternative route – songwriters, composers and but I signed up anyway just in It depends on several factors, such radio stations which don’t play music publishers. We represent case I might want to do so in the as business type, size, activity music. A couple of years ago, I the rights of these members by future. and how you use recorded music learned that I was allowed to play licensing organisations to play, I never did end up playing mu- in your shop. For example, the LBC Radio – a London-based talk perform or make available music. sic, so I decided not to follow it up, fee for a shop with an audible area show – without a music licence, We distribute royalties to those but three months ago I received of up to 600 square metres is a letter stating I had to pay my because it doesn’t play music. members and societies fairly and currently £130.51 per year plus efciently. outstanding fee. I don’t mind VAT. paying for a licence, but the whole Sarah Mitchell, head of public How do I know if my business performance operations at Shops with an audible area of process is very confusing. 50 square metres or less who use needs a PRS for a music licence? the PPL, has answered some The best way is to ask if it plays Helen Drew, Wright News, only traditional radio and televi- frequently asked questions to music for customers, staf or both Wem, Shropshire address the issues. sion broadcasts may be eligible for a 50% concessionary fee of the through radio, TV, MP3, computer We did have this confusion speakers or live events. If the Do I need a music licence? above. ourselves, but now we’re up and How do I apply for a PPL licence? answer is yes, this is classed as running with both licences. We If you play recorded music in You can purchase a PPL licence a public performance and will initially just had the PRS licence public, including playing a radio need a licence in line with the and weren’t told otherwise. How- or TV on your premises, you will for your business online at ppluk. com/apply-online Copyright, Designs and Patents ever, two years later the PPL got in usually be legally required to have Act 1988. This states permission is contact saying we needed to buy both a PPL and a PRS for Music li- Alternatively, you can speak to a PPL customer service advisor on needed from the copyright holder another licence from them and cence. By purchasing the correct to ‘perform’ music in public. said this would be backdated to music licences, businesses can 020 7534 1070. cover the time we had not paid for play recorded music while being Where does my licence fee go? Where does my licence fee go? it. But after making a complaint, conﬁdent that they are legally PPL collects and distributes Nearly 90% of all the money it decided to waive the fee as a compliant. licence fees for the use of recorded collected goes back to our good-will gesture and now I have A PPL licence covers the use music on behalf of record compa- members (the rest on our running both licences. of recorded music by retailers. nies and performers. costs). Retail Newsagent 3 June 2016 13

The opinions on this page do not necessarily represent those of [email protected] the editor 020 7689 0600 Letters may be altered by the editor

@RetailNewsagent RETAIL NEWSAGENT for reasons of clarity or of length

Thanks for the support for NFRN London show Thank you for the two- page spread on the NFRN’s London trade show. As always, Retail Newsagent has been supportive to NFRN members and retailers to assist with ways to improve their businesses and margins. Our trade show gave a forum to over 300 attendees and 49 trade partners that evening, where they got special deals for that night only, thereby putting more money in their tills. Some of the feedback from all our leading suppliers was that they were very pleased with the event and would continue to support it in the future. Here are just a few examples: United Biscuits was promoting its Better Tune in to Biscuits, Better Business talk radio initiative by introducing its new website, which communicated a wealth of useful information on RADIO PLAY WITHOUT PAY how retailers can increase biscuit sales, and also I read with interest about retailers’ some enquiries with the PPL and to pay £70 for a licence, but I told ofered money-of coupons struggle with music licences last learned that I was allowed to play them I didn’t need one for the and samples of its new week and wanted to get in touch LBC Radio – a London-based talk station I was playing. The guy on range of McVitie’s Nibbles to say that there is an alternative show – without a music licence, the phone had to double check it, chocolate biscuits in route – radio stations that don’t because it doesn’t play music. but did conﬁrm that I was right. handy bag sizes. play music. Two weeks ago, I got a phone Narendra Bharani Ritmeester held A couple of years ago, I made call from the PPL saying I needed Cannon Newsagent, Pinner seminars throughout the evening explaining the process of cigar making I would also like to take failure of Menzies to credit contact me in the 20-odd they are giving no and promoting how this opportunity to thank my vouchers on a weekly emails between myself consideration to their retailers can increase our trade partners, the basis and the following and the company that customers as this would cigar sales, which was NFRN head ofce team response, I write with week. not be happening on very well received. and the London district an update. Eventually they rung a regular basis. Warburtons was also trade committee for all the My ﬁrst complaint on Thursday afternoon So Menzies, please promoting its wheat-free hard work they put it to resulted in emails and and I was told the direct answer every complaint and gluten-free bread make this a success, and phone calls with a promise debit has been processed and question. range, giving independents not least, all the retailers from Menzies that not and I am too late – despite Steve Barker an opportunity to diversify who attended. only would my account the fact I asked them to S & J News Rochester their ofering to customers. Nilesh Patel be monitored regarding contact me three days JTI, Philip Morris and London District deputy vice vouchers but the “ofer” prior. Here we are, 10 days president and London district trade BAT all had special ofers, committee chair from Menzies that they later, still waiting. Dave Shedden, head and were explaining would “help” with the So I’m writing again of communications at about the new EUTPD II direct debit to include the about not receiving Menzies, said: regulations. average voucher credit. voucher credits. I’m “It’s disappointing to hear Dhamecha Cash & Menzies still So, when Menzies also still waiting for an that Mr Barker has ongoing Carry spent the evening failing on service failed to credit my weekly actual answer as to why frustrations with service, and promoting its services vouchers again (I know the the previous ones were we’re keen to resolve them. and deals of the evening Following my letter conditions say it can take not credited. “To that end, as he has and meeting its many published in RN (27 May) 10 days, but remember that The answers Menzies requested, a member of our regular shoppers in and my previous one a few “weekly” charge we pay), give are not being local team will contact him to a relaxed atmosphere. weeks prior regarding the I asked credit control to actioned. As a company discuss each of his concerns.” 14 3 June 2016 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY How will you ensure staff take reasonable steps to monitor sales of legal highs following the introduction of The Psychoactive Substances Act?

RETAIL NEWSAGENT Bay Bashir Belle Vue Convenience Store, NEWS ● CONVENIENCE ● PROFIT Middlesbrough 11 Angel Gate, City Road, London EC1V 2SD Tel 020 7689 0600 It’s difcult to put the onus on email [email protected] us to recognise this. It’s more Annual Subscription responsibility for us to work out UK 1 year £150 Europe £302 if things are going to be used 2 years £237 Rest of world £354 for a genuine purpose. It’s very 3 years £333 difcult, we do have a certain To subscribe contact 01737 457236 responsibility here anyway, but Editor Director of Sales you don’t want to discriminate Chris Gamm Mike Baillie against someone because they 020 7689 3378 020 7689 3367 look a certain way. Is someone A new law has introduced tougher regulations on the Associate Editor Account Director in a suit going to be less likely to sale of products that can be used as legal highs Chris Rolfe Will Hoad 020 7689 3362 abuse substances? They’re put- 020 7689 3370 ting more and more responsibili- News Editor we’ll speak to our local trading out for people buying gas and Account Managers ty on retailers with no help for us. Gurpreet Samrai Liz Dale standards about this. We have lighters. You can normally tell 020 7689 3386 a good relationship with them, News body 020 7689 3363 the type of people who abuse Reporters LettersDwain Nicely name, Linda Sood so we can talk to them and then solvents and if anyone is going Steven Lambert 020 7689 3372 Falcon News, talk to NFRN members locally. 020 7689 3357 letters address to buy nail varnish remover for Audience Portsmouth, Hants what it’s meant for, they’ll only Nadia Alexandrou Development 020 7689 3350 We know about gas canisters Andrew Taylor buy one. If someone buys more, Executive Taylor’s Value & Convenience, Features Editor Chris Chandler and things like that. We make alarm bells start ringing. It’s Tom Gockelen-Kozlowski 020 7689 3382 sure we don’t sell them to people Hull something we’ve been doing for a 020 7689 3361 Marketing Manager to get high. The onus has always We’ve never sold legal highs and while, but it would be good to get Head of Production Tom Mulready been on retailers with that. I don’t know anyone who has. guidelines. Everything seems to Darren Rackham 020 7689 3352 We’ve never sold legal highs, but Our staf are trained to watch be landing on our doorstep. 020 7689 3373 Marketing Assistant Designer Tom Thorn Emma Langschied 020 7689 3384 020 7689 3380 Managing Director YourProduction stock Nick Shanagher YOUR STOCK Following Imperial cutting 10p off the Coordinator 07966 530 001 Billy Allen RRP and wholesale price (while maintaining margin) 020 7689 3368 of four of its tobacco brands, would you follow the lower RRP? Would it help you remain competitive in Email ﬁ[email protected] an EUTPD II market? If you do not receive your copy of RN please contact Chris Chandler on 020 7689 3382 or Raj Dhillon but you want to keep margin. on to our prices. Everyone’s look- email [email protected] Westcombe Park Food & Wine, ing at margins, but not a full 10p Printed by Southernprint, Poole, south east London Ranjan Patel on the RRP. on 80gsm Galerie Fine Gloss paper I don’t think too many retailers Marsh Hill News, Distributor Seymour Distribution, east London 2 East Poultry Avenue, London, EC1A 9PT will do that, they’ll pocket the Kate Clark 10p themselves. They’ll stick to We’d have to think about it, look Sean’s News, Upton-upon-Severn, Audit Bureau of Circulations Worcester July 2014 to June 2015 average net what they’re already selling it for. at it when it happens. We’ve circulation per issue 14,539 I do sell Imperial products and it still got pricemarked stock, so it It’s been a concern of ours for Winner of the 2009 ACE gold award for supplies the gantry, so I’ll have to wouldn’t happen for a while. It’s a while. We’ve always gone for circulation excellence by a smaller magazine have a closer look. I usually stick already £10 plus for a pack, so I pricemarked cigarettes. I don’t to the RRP, maybe add a little bit can see why Imperial would be believe in ripping people of on, otherwise I sell pricemarked trying to bring the price down. when it comes to prices. Cus- packs. You try to be competitive, We might look at adding, say, 2p tomers only need to get ripped Retail Newsagent is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the of on price once and they won’t Benefits Fund of the National Federation of Retail Newsagents. come back, it’s a false economy. Retail Newsagent is editorially independent of the NFRN and opinions, comments and reviews included are not necessarily those of the When plain packaging comes Federation and no warranty for goods or services described is implied. in, we’ll need the support of the Reproduction or transmission in part or whole of any item from Retail Newsagent may only be undertaken with the prior written manufacturers. I’m a big believ- agreement of the Editor. er in what Imperial is doing and Contributions are welcomed and are included in part or whole at the sole discretion of the Editor. as long as we don’t lose margin Newtrade Publishing accepts no responsibility – which is really important, we for submitted material. Every possible care is taken to ensure the accuracy of information. don’t want cigarettes to go the Imperial has dropped the price of same way as newspapers – then For trade use only four leading brands by 10p we’ll support this. Retail Newsagent 3 June 2016 15

Interview by Tom Gockelen-Kozlowski email [email protected] tel 020 7689 3361 @TomGK_RN Vote Leave

Employment minister Priti Patel grew up above, living and working in her parents’ newsagent shop. This experience, she says, is among many that fuels her support for the Leave campaign in this month’s EU referendum

RETAIL NEWSAGENT Why would small to support investment in infrastruc- Priti Patel thinks the UK would businesses such as independent re- ture that benefits businesses. be stronger outside the EU tailers be better off outside the EU? PRITI PATEL All businesses in the UK RN Would the benefits be felt imme- and is frightening and misleading are affected by EU rules and regu- diately? people. It has no evidence to prove lations despite the overwhelming PP Leaving the EU will not take place that prices will rise and the claims majority not exporting to the con- instantly following a vote to leave are nonsense. tinent. Red tape from the EU adds in the referendum on 23 June. There There are many factors that affect costs to businesses throughout the will be a process put in place where prices and leaving the EU could lead supply chain and independent retail- withdrawal arrangements would be to prices falling. In fact, membership ers are hit hard by these rules. While negotiated. This will provide stabil- of the EU leads to prices being kept big business with its political con- ity to the economy as the UK reaches Businesses high. The rules and regulations im- nections and money can lobby for new trade deals with countries posed by the EU and the tariffs it im- changes that suit them, small firms across the world. flourish when poses on imports from outside of the do not have this access to decision- regulation is EU have an adverse effect on prices. makers and are left behind. RN It has been said that prices would By leaving the EU we can take action Since 2010, the UK government rise after Brexit, affecting retailers’ effective and on these issues. has introduced measures to reduce competitiveness. Is this true? red tape on small business but it has PP The remain campaign cannot of- not excessive RN Also, the Remain campaign says only been able to do this for domestic fer a positive vision for the future much of the regulation that is most rules. Leaving the EU will mean that complained about originates in we can respond quickly to concerns the UK, not Brussels. What specific that are raised about red tape and changes to regulation might be pos- take action, which we cannot do as sible outside the EU? members of the EU. Campaign CV PP As someone who grew up in a ** ** small family-run business, I know RN What would a UK economy free of Organisation Vote Leave how damaging regulations can be to the EU look like for small business Campaign committee member small firms. I believe that business- owners? Priti Patel MP es flourish when regulation is effec- PP The opening up of new markets Profile Vote Leave is the official tive and not excessive. By leaving would boost trade, help keep prices campaign group which supports leaving the EU and, the EU, we would be free to set our down, and create new opportuni- alongside Ms Patel MP, committee members include Boris own regulatory framework, keeping ties for investment, jobs and growth. Johnson, former chancellor of the exchequer Lord Lawson rules that work well whether from Small businesses would benefit and justice minister Michael Gove. the EU or the UK and amending and from the UK being back in control of Latest news Priti Patel hit the headlines this week after removing those that are excessive the laws it makes and our ability to she told the Sunday Times that David Cameron and George and damaging. reduce the burdens of regulation. Im- Osborne were “too rich” to care about mass migration Small businesses, independent portantly, by leaving the EU, we can retailers and the whole country take back control of the £350m a week will be better off in a strong, inde- we pay to the EU. This money can be ** ** pendent UK following a vote to leave spent on our own priorities, including the EU. 16 3 June 2016 Retail Newsagent PRICEWATCH ICE CREAM MAGNUM CLASSIC 120ml Price distribution %

50% Pricing strategies 69% of independents sell this product at or below the £1.80 RRP 40% RETAILER

30% 1 NAME JON POWELL STORE The Newsagent 20% LOCATION Newport SIZE 320sq ft TYPE high street 10% Our ice cream sales have been a bit slow so far this year. We had a couple of sunny days the 0% weekend before last and, as always, the scoop ice cream we stock, Sidoli’s, sold best. It’s

£1.75 £1.77 £1.55 £1.57 £1.59 £1.70 £1.73 £1.76 £1.79 £1.82 £1.60 £1.65 £1.68 £1.69 £1.80 £1.85 £1.90 -£1.50 a local ice cream made by an +£1.90 Italian-Welsh family down the ICE CREAM PRICES AROUND THE UK road. We stock 32 ﬂavours and they’re the most popular with- PRODUCT RRP AVERAGE RETAILER RETAILER RETAILER RETAILER RETAILER out any shadow of a doubt – we

1 2 3 4 5 sell them all day and they’re far more popular than major Twister brands like Wall’s. Otherwise, 80ml £1.00 £1.05 £1.00 £1.00 – £1.20 £1.23 Magnum always sells well, and Twister is probably our most Calippo popular single product. Orange £1.00 £1.03 £1.00 £1.00 – £1.10 £1.20 105ml Cadbury Flake Ice Cream Cone £1.69 £1.68 – £1.60 – – £1.64 125ml Magnum Classic £1.80 £1.82 £1.60 £1.80 £1.79 £1.99 £1.80 120ml Magnum RETAILER White £1.80 £1.82 £1.60 £1.80 £1.79 £1.99 £1.80 120ml 2 Calippo Shots NAME PAUL MATHER Strawberry & Lemon £1.23 £1.30 – – – £1.25 – STORE Sherston Post Office 80ml LOCATION Malmesbury, Wiltshire Wall’s SIZE 1,350sq ft TYPE village Feast £1.00 £1.08 £1.20 £1.00 £1.10 – £1.10 92ml Ice cream is a great category. It produces additional rather Solero than substitute purchases and Exotic Explosion £1.25 £1.31 £1.30 £1.25 – £1.30 £1.40 90ml is great for driving incremental sales. The margins Mars Xtra are good too, around 30%, Ice Cream £1.35 £1.49 £1.75 £1.50 – – £1.62 although you’ve got to pay 74ml for your freezer and upkeep. Magnum It’s also not as price-sensitive Almond £1.81 £1.60 – £1.79 £1.99 – – as other categories, and 120ml people are willing to pay a Magnum little more in pursuit of Infinity £1.90 £1.75 £1.90 £1.99 £1.90 – their brand, as long as 100ml you don’t push it. In the end, it’s all weather driven, Rowntree’s Fruit Pastilles Ice Lolly £1.00 £1.04 £1.00 £1.20 – – £1.20 of course – on a hot day people 75ml will come in and buy their favourite brand and the price doesn’t matter too much. Average selling prices and best-selling products rankings are sourced by EDFM Ltd from EPoS data from over 3,500 independent retailers throughout the UK. The prices given on this page are the prices at point of purchase. RRPs are sourced from Booker and are correct at time of going to print. Retail Newsagent 3 June 2016 17

Toby Hill [email protected] 020 7689 0600

RETAILER RETAILER 3 4 THE NAME ANISH PAREKH NAME ADRIAN RODDA STORE Londis Broadoak & Post STORE AR News ENTREPRENEURS Office LOCATION Harrogate, Yorkshire LOCATION Ashton-under-Lyne, SIZE 400sq ft The world’s best business brains and Greater Manchester TYPE town centre SIZE 1,000sq ft what you can learn from them Everyone just seems to want TYPE residential Magnum. They outsell ev- My chiller’s been empty through erything else five times over. the colder months and I’ve just Hardly anyone goes for the fruit got round to filling it up. I’ve ice lollies. We don’t bother with tried bringing in some more promotions and I don’t find economy products from Booker’s there’s any need to stock a more own brand range and found that economy range. If the weath- they’re doing really well. They’re er’s warm people come in and selling much better than some generally go for the Magnum of the bigger branded names brand. It’s as simple as that for and they provide better margins our ice cream sales. too. So I’ll stick to this strategy through summer, and probably increase the range a bit. The one premium product I’ll be sure to keep with is Magnum, which always does well. Otherwise, RENÉE ELLIOTT people seem to be more interested in price than brand. Route to the top market in London? For the next two years she learned Founder of Planet Organic the ropes as manager of a and passionate advocate for health food shop before, at organic food, Renée Elliott the age of 30, opening her was born in Mississippi to first Planet Organic store in food-obsessed parents. Her West London. There are mother was from New Or- now six dotted across the leans and constantly cooked capital. up Cajun-Creole cuisine, RETAILER while her dad kept a large vegetable garden. Her love Key achievements of fresh organic vegetables l Opened the UK’s first 5 became a conscious passion organic supermarket. NAME IAN LEWIS when she left for university l Successfully broke into STORE Spar Crescent Stores and found the canteen to- the challenging UK grocery LOCATION Witney, Oxon matoes insipid and flavour- market while holding onto SIZE 1,800sq ft less. After university she her principles around or- TYPE village travelled in Europe, return- ganic and environmentally- The weather is hugely impor- ing to Boston in 1991, where friendly food. tant, of course, and you can get she frequented the city’s l Now serves as a council caught out if it creeps up on health food stores. In one member for the Soil Associa- you, so we look at the forecast she had the breakthrough tion and advises the govern- and try to predict what we’re epiphany that would propel ment on issues related to going to need to have in. We the rest of her career: why organic food, GM crops and have a Mr Whippy machine not open an organic super- nutrition. which is very popular. We take advantage of deals from Blakemore, which pretty much sets the margins. People aren’t really sensitive to price with Lessons for your store ice creams. They’re an impulse 1 Bring your passions, principles and buy and they won’t go round inspirations into your store. shopping for them. 2 Always be alert to new ideas – Ms Elliott’s ‘eureka’ moment came while idling in a Boston food store. 3 Look for unfilled niches in the market – she was struck by the lack of organic food stores in London, compared to east coast US cities such as Boston. 18 » 3 June 2016 Retail Newsagent THIS WEEK IN MAGAZINES Pages 33-37

n many ways, Best-one Fairways layout for my stores. I personally look at the Kirby resembles what most conve- area and decide which departments and nience stores across the country products to highlight.” I aspire to be. Local charity boxes sit He based these judgements on research on the counter, fresh produce provides a conducted as he first designed the store, splash of natural colour and a gleaming which he converted from a long-neglected Off to a new cofee machine delivers hot drinks to pub. The methodology was simple: spend- thirsty customers. ing time in the local area, visiting the con- But more impressive still, the 2,900sq venience stores that were already open, and ft store only opened 10 months ago and is observing their customers’ behaviour. already registering great success: there are Having developed a blueprint, Tharma- 15 staf on the payroll, and turnover has lingam moved on to what he describes as flying increased by 50%. “our biggest challenge”: enticing customers Behind this success stands the store’s through the doors in the first place. experienced owner, Tharmalingam “We distributed lots of leaflets and had a Gnanachchandran. Tharmalingam began grand opening,” he recalls. his retail career in a Chelsea convenience Then, once a customer base was estab- store, where he worked as a shop assistant, lished, he focused on tweaking the store to start before opening his first store in East Ham, more closely fit local demand. “We surveyed east London. customers in store, which helped me decide As competition in the capital intensi- where to expand.” His store has only been fied, he sought another location to base his Tharmalingam recently introduced business, and settled on Liverpool. It turned a fresh bakery section alongside a cofee open 10 months, but already out to be a good choice – Best-one Fairways machine. Quick to realise the importance Tharmalingam Gnanachchandran Kirby is his eighteenth store in the area. of community to his customers, he aims to The growth of his convenience empire was stock local goods wherever possible. has 15 staff, turnover up 50% and recognised by Bestway last year, which “Our most important products are a place in the heart of the local awarded him its most prestigious accolade: definitely fresh produce and chilled food,” the Bestway National Retail Development he says. “We get fruit and vegetables from community. Toby Hill reports Award. local farms; our 2kg bags of potatoes are very With so much experience to draw on, popular.” In his chilled section he stocks a what were Tharmalingam’s priorities when range of meats from a nearby butcher, which opening his latest store? are also among the store’s biggest sellers. “It’s very important to know the local As well as stocking local products, he has area and what customers are looking for,” sought out other ways to support the local he explains. “I don’t use a uniform standard community, such as sponsoring the football Retail Newsagent 3 June 2016 19 The secret of my success is hard work and dedication to the trade. I spend a lot of my time in my stores.” THARMALINGAM GNANACHCHANDRAN

Best-one Fairways Kirby is an ideal convenience store with its mix of fresh produce, a new coffee machine and full range of grocery products “I don’t use and cricket teams. “It’s good to spend money in the local community,” Tharmalingam a uniform concludes. For this reason, he is ambivalent standard layout about the introduction of the National Living Wage. “It puts a pressure on the financial side, for my stores. I and the wage bill will increase dramatically,” personally look he says. “But at the same time you are paying it back to local people.” at the area and While all this attention to local detail is decide which vital, Tharmalingam emphasises that the basics remain crucial. Most important of departments all: ofering good value. “It isn’t enough to and products just ofer convenience anymore,” he says. “People are looking for value.” to highlight” To attract the most value-conscious customers, he takes advantage of Best-one’s monthly promotional ofers. His store receives around 1,000 leaﬂets; with three members of staf working at any one time, there’s always someone available to distribute them around a two-mile radius. This thoughtful, community-oriented approach to convenience retailing is already reaping rich rewards. But, in typical fashion, Tharmalingam has no intention of resting on his laurels. “I’m waiting for planning permission to install a hot food VISIT MY SHOP section in the store, with ﬁsh and chips and kebabs, chicken and pizza,” he says. “And next year I’ll probably try and open Best-one l Fairways another shop somewhere else.” Kirkby Want to see more Westhead Ave, of Tharmali– Kirkby, ngam’s store? Go to betterretailing. Liverpool com/Tharmalingam- L33 OXE Gnanachchandran 20 3 June 2016 Retail Newsagent ACADEMY IN ACTION

Wrigley’s Mark Watt advises Manny and Minal Patel on creating a meal deal Follow @IAAcademy for ideas and Merchandising inspiration Merchandising is about category management, pricing and promotion. The IAA’s Tom Gockelen-Kozlowski joined Wrigley’s national trainer Mark Watt and Surrey retailer Manny Patel who, six years since his last major refit, wants to improve his promotions to increase sales

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STROUD My challenge business development programme to help A busy shop and limited space means retailers like you improve cross-merchandising products and offering promotions has been difficult and Manny’s your profits. This is the “Working with the IAA helps us deliver a fantastic and unique customer worried he’s missing out on sales. 1st of 12 features to help experience in our store” Julian & Jackie Taylor-Green show how retailers are Taylor-Green Spar, Lindford working with our partners to follow the Academy’s advice and grow their sales.

lose to three schools and within walking distance of many afuent customers Manny Patel’s Londis C store, on the outskirts of the Surrey Name commuter town of Surbiton, is in an envi- Manny able location. Patel But that doesn’t mean Manny sits on his laurels. “We bought the next door business Store six years ago, expanded, and changed the Manny’s business from a CTN to a full convenience Londis store. It was in the middle of the recession so it was quite frightening,” he says. Location The plan was, and is, to use this ex- Surbiton, Surrey tra space to tempt regulars to buy more throughout the day – from cups of cofee to Size locally-baked cakes, sandwiches and sweets. 1,000sq ft Years after his last major re-ﬁt, however, he knows up-to-date merchandising will be key to his success. Retail Newsagent 3 June 2016 21

IAA ADVICE WHAT WE LEARNT Mark 1 2 3 says Review displays to Group products to help shop- Cross-merchandise to support bestsellers pers ﬁnd what they want gain linked sales

Manny tells Mark that one Manny tells Mark that two of “We’ve had our Tchibo cofee of the major markets for his his biggest challenges have machine in for six weeks now store are schoolchildren. been where to position crisps and it’s been a real success – we “The kids come in, pick up and snacks and how to set up thought we’d do 10 cups a day “I’ve loved meeting Manny because he is very some gum, hand over 50p, a successful meal deal. but right now we’re doing 900 open minded and wants to grow his business. and they’re gone,” Manny Mark explains that great cups a month,” Manny tells Today has been about working out what he is explains. merchandising, emphasis- Mark. looking for and finding a few options available It’s at these busy times that ing the right products, can But Manny think’s there’s to him that will benefit his sales and his Manny will use his second till help this category stand out potential for more. “If we could business as a whole. It’s great that he’s willing and Mark sees an opportunity and will help communicate a position a hot food cabinet next to take the ideas we’ve discussed forward and for extending the gum display meal deal. to it, it would be even better,” see how they can affect his sales in the weeks to include this area. “Gum is “Look at your sales data Manny says. and months to come.” such an impulsive product but – you might be selling Mark is impressed. He often shoppers don’t plan to some products only once a agrees that this is a great op- Mark Watt National trainer, Wrigley buy it. Having the best sellers fortnight and you’d be better portunity for cross-merchan- ranged at both till points mean of having a double facing of a dising and suggests a morning more shoppers will see gum bestselling crisp brand. Then linked promotion could work and potentially buy it,” he says. add a premium range and well too. He also spots an opportunity value snacks to complete the Manny agrees, “I’ve seen a Manny to improve visibility. “Your ofer,” Mark adds. few customers buying cereal says high-value items can be at Manny’s crisps are sited bars with their cofee, so I’d like risk of theft if placed out of the next to a chiller but the sand- to give a morning deal a try.” cashier’s sight. wiches are further along, Mark also advises that a “By moving them higher up Mark suggests Manny moves chewing gum stand nearby and having clear pricing, shop- his sandwiches to the end of could boost incremental sales. pers can see products and how the chiller so they’re adjacent “Then you would have the ‘eat, much they cost more easily, to the crisps, making it easier drink, chew’ idea in one place,” increasing impulse purchases.” to create a meal deal. he says.

“Retailers like us don’t have all the ideas – things change so we need advice from experts like Mark. I don’t think many store owners know how much support and advice is available to them, if they reach out to suppliers. I like the idea of double siting gum so it’s easy to pick up at both of our tills, and we’re 100% ready to try out the plans we’ve discussed over the next few months.” Manny Patel Manny’s Londis, Surbiton, Surrey

Manny’s action plan Your action plan ‘Mirror’ bestsellers in the gum display across to Check how your store’s merchandising compares the till area to boost peak-time impulse sales on betterretailing.com/benchmarkyourstore Give best-selling crisps multiple facings and put Email [email protected] to ﬁnd out how you sandwiches adjacent to enable a meal deal can take part in a future visit from one of our partners Position snacks and gum display by coﬀee machine Use the free tools on betterretailing.com/IAA and cross-merchandise to gain linked sales to increase your sales 22 3 June 2016 Retail Newsagent THE HIGH STREET This year has already been a dramatic one for high street retailers. Tom Gockelen-Kozlowski takes a look at the big stories and asks what independents can learn from the rises and the falls of some very big names Lessons in survival ANALYSIS

PA PHOTOS Neil Saunders Managing director, Conlumino

It lost its The main problem with both Aus- tin Reed and BHS is that both lost point of touch with customers, albeit in different ways. This meant their offers difference and proposition became less rel- and gave evant – a fatal position in today’s very competitive retail market. people fewer As a heritage brand, BHS failed to move with the times and re- and fewer mained very much in the middle reasons of the market – neither expensive nor cheap, neither fashionable nor to visit classic. It lost its point of difference and gave people fewer and its fewer reasons to visit its stores. When that happened the econom- stores ics of the business started to un- ravel. Austin Reed was slightly differ- High street losers A number ent in that it did once have a very of struggling distinct point of difference which British Home Stores went into ad- it,” he says. “The problem is that retailers have was focused on classic tailoring ministration in April, putting 11,000 market does not exist anymore. It hit trouble and quality. Unfortunately, the jobs at risk and creating a furore doesn’t exist for M&S either. That this year brand sacrificed that when it tried about the behaviour of its owners market has actually moved lots of to cut costs on its suits. Quality suf- and managers in recent years. notches down, towards Primark.” fered while price points remained In truth, questions about its rel- The billionaire retailer sold the same and customers de- evance to modern retailing had been the company for £1 in 2015 to an What fected. This was exacerbated asked for more than a decade – before inexperienced consortium led by a you can by the fact that Austin Reed the arrival of its controversial former former racing driver. Its decline always failed to create a owner, Sir Philip Green. threatens employees’ and former learn broader brand identity He took over the business in 2000, employees’ pension funds and is For independent retailers the lessons from in the way that a player believing the brand was undervalued under investigation by MPs. BHS and Austin Reed are clear. Know your like Burberry did, so it and could be reinvigorated. Indepen- Upmarket tailor Austin Reed, customers and develop your offer and propositioncould not rely on dent retail analyst Richard Hyman meanwhile, fell into adminis- around them. But always keep developing thatsales from its argues, however, that the retail mar- tration this year and has also understanding because customers evolve casual offer- ket BHS operated meant its identity been accused of not keeping and businesses have to evolve with them. ing to prop no longer catered for shoppers’ needs. pace with a changing market, Independents have an advantage in up its “At its height, BHS was the poor with a poor website and cloth- that they can be much closer to their ailing suits man’s M&S. It was for people who ing ranges coming in for particular shoppers than bigger chains, and business. liked M&S, but couldn’t quite aford criticism from analysts. introduce changes far more quickly. Retail Newsagent 3 June 2016 23

It’s been yet another dramatic year on the high street

ANALYSIS Andrew Stevens Senior Analyst, Verdict Retail

What you get One of the biggest things that Dixons Carphone has realised is when you what customers want. What you Seb James has led get when you walk into a Currys PC Dixons Carphone into walk into a World now is a lot better sense that a new era of success Currys PC the people you are talking to are experts, which contrasts well with World now is the online generalists. High street winners Dixons Carphone was obviously a lot better helped a lot by Comet dropping Dixons Carphone is an amalgama- talk to our staf. We do all of that for sense that out of the market but it’s really tion of four once-stalwart high street free – it really is a bargain.” been the focus it has put on how names: Dixons, Carphone Ware- Mark & Spencer hopes it is now on the people consumers shop, why they shop house, PC World and Currys. a similar path with its long-troubled and what they want that has turned Until recently it seemed the pres- clothing and homeware divisions. you are things around. This helps them to sures that forced them together – The company’s food ofer has been talking to compete a lot better with online online retailers undercutting prices held up as an example to the indus- retailers like Amazon. and slashing margins – might see try for more than a decade, but this are experts There have been a few false the end of these brands, but last success has been hard to replicate in dawns for Marks & Spencer’s week chief executive Seb James said the rest of the business. homeware and clothing business the company had had a “stonking The company’s boss told the BBC in recent years, but its boss Steve year” with profits expected to rise to the plans would impact profits in Rowe has got a lot of experience between £445m and £450m. the short-term, but would mean a from the company’s food arm. With On how the company had turned clearer identity for the business going this, it has always focused intense- things round, Mr James explained to forward. “We’ve got a very clear idea ly on quality, innovation and hav- the Telegraph: “It is the internet, not who our customer is – Mrs M&S. We ing interesting products. He now us, which sets prices. But custom- need to cherish and celebrate her and needs to do this for the homeware ers can come to our stores and see make sure we’re giving her exactly and clothing business. l products properly demonstrated and what she needs at the right time.” Will M&S What manage to you can replicate its perfor- learn mance in Independent retailers can’t compete food with on all fronts, so achieving success in a clothes market that will, as Dixons Carphone found, be transformed by the rise New M&S boss Steve of online players like Amazon Rowe has a ‘lot of means discovering where experience’ according you can offer a point of to analyst Seb James difference. 24 3 June 2016 Retail Newsagent GUEST PHILLIP COLUMNIST [email protected] 020 7689 0600 ADCOCK @RetailNewsagent Ensure your store really is ‘convenient’ If you want to win the best possible share of sales in the UK’s competitive grocery market, you have to offer your customers a convenient place to shop. Shopper analyist Phillip Adcock explains how Amazon Fresh is the latest to enter the highly competitive convenience market As Amazon Fresh launches in the UK, second matters – 70% of all food retail the multiples grow store numbers on sales in smaller stores are from cus- consideration. the high street and shoppers embrace tomers who live or work less than 800 The major chains have recognised the convenience of new ways of shop- metres away. Why? Because life is too the importance of tight ranges and ping, competition for grocery sales short to walk another 100 metres. are slashing the number of products remains fierce. In a number of our studies, we have they stock. Tesco, for example, is I believe independent retailers can quantified and validated the defini- laying of hundreds of buyers and respond to this challenge by focusing tion of ‘convenient’ in terms of time. delisting thousands of products. on being ‘convenient’ rather than In essence, shoppers will choose My advice is An experiment in the USA proved ‘convenience’ stores. the most preferable store, vending that retailers can ofer too much Being convenient isn’t about the machine, kiosk, etc, that is within six to make sure choice. In it, shoppers encountered size of your store, the breadth of your minutes of where they are. To them, either a limited range of jams (six) or a ranges or charging the lowest price. that is convenient. you have much larger assortment (30). Interest- Rather, it is about making shopping Imagine you are an ofce worker ingly, shoppers were attracted more a more convenient part of customers’ wanting to leave work to buy your better, more to the larger display, with 60% going busy lives. It’s about understanding lunch. Wouldn’t you go for the most relevant to the fixture with the larger range. how shoppers shop and the value they convenient outlet that meets your However, significantly more shoppers place on their time and tailoring your needs – even if that is a large super- ranges and purchased a jar of jam when pre- ofer around this. store? In almost all the studies we sented with just a small selection of At SBXL, we have conducted stud- have conducted, the main reason services six. In actual fact, the smaller display ies in the convenience channel in shoppers say they are in a grocery store than any sold to 30% of visitors compared to the 17 countries. Our data is consistent or c-store, large or small, is because it large assortment that sold to just 3%. with the hard fact that shoppers is convenient. If it is easiest to go to a other store ‘Convenient’ stores, which are shop where it is convenient for 50,000sq ft store to grab a takeaway stocked and laid out to meet the needs them: whether that be for a packet of lunch, that’s where they will go. within a of time-pressed shoppers, are very cigarettes in Japan, a can of cola in If customers are looking for stores six-minute much a channel in their own right. Germany or a bag of Biltong in South within a six-minute walk, my advice And I believe those best placed to do Africa. In their words: “I want my is to make sure you have better, more radius this are independent stores. These local product available exactly where and relevant ranges and services than any businesses may struggle with a host of when I want to buy it.” other store within a six-minute radius other retailing issues, but they know The rapid growth of ready meals of your potential customers, and that their shoppers and their local area, and and food to go in the UK is proof that you ofer the best customer service. that gives them a huge advantage. convenience is more important than Being convenient also means ofer- price. So how can you ensure your ing the right (not necessarily the big- Phillip Adcock is the author of ‘Shop- store is a ‘convenient’ store? gest) range, and for many categories pology, The Science of Supermarket A good starting point is by making this will difer by store and shopper Shopping’ and managing director of the most of your location. Shoppers’ mission, taking the day of the week shopper behaviour analyst Shopping growing impatience means every and the time of day and so on into Behaviour Xplained Ltd 757639_CadburyRN page ad.indd Kids 1 PMP advert_AW.indd 1 18/05/201619/05/2016 16:5211:04 26 3 June 2016 Retail Newsagent SUGAR CONFECTIONERY Are you With summer holidays around the corner, getting offering the your sweets fixture into shape will get you set for better range they sales. Toby Hill learns more want? Sweet taste of summer ummer ofers sweet opportunities for retailers to boost their sugar confectionery Ssales, as hot weather tradi- tionally drives people away from chocolate. And with the category as a whole worth over a billion pounds – that’s a possible £25,000 for every retailer in the UK – it’s definitely People are worth working to maximise its potential. comfort– Here, we profile three retailers who’ve thought carefully about how able to do so. Each is based in a key loca- buying tion for sugar confectionery sales: a service station, a family residential cheaper area and alongside a cinema. They share their strategies for increasing brands now sales, while suppliers outline new products and provide a few merchandising tips of their own. Service station During the summer holidays many families stock up on sweets to help the journey pass as painlessly as possible. Tom Dant, owner of three service stations in Lincolnshire, describes how he prepares for this demand.

We see a massive increase in sales next to the ﬁxture. Pricemark- The margins on the pick ‘n’ mix are of sugar confectionery during the ing on bagged sweets makes a big excellent. Top summer, 30% or 35%. We’re on the diference. And when they are on Price is a lot more important than tip main coastal route to Skegness a multibuy promotion we can sell it used to be. Spar’s pricemarked Pick ‘n’ mix brings great and trunk roads to Boston and hundreds. own label bags are one of our biggest margins and you can Grimsby so we sell loads of bags of We’ve just introduced pick ‘n’ mix, sellers. People are comfortable buy- tweak the selection so sweets from Bonds, which comes with a ing cheaper brands now as I think it diﬀers from your to people going on long journeys. display stand. We sell it by the cup they’re used to shopping at Lidl and range of packaged We always have displays of sugar and try to ofer diferent sweets Aldi. More expensive, mainstream sweets confectionery, whether they be in the pick ‘n’ mix from what’s brands only really sell when they’re new ones or promotional ones. available in sharing bags. That way on promotion, which is good for The stands are laid out so when there’s no clash and people buy it as us, as margins are better on value people are queuing they’re standing an extra on top of a bag of sweets. brands, by 7% to 8%. » Summer Advert_Layout 1 20/05/2016 14:20 Page 1

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Giant Fizzy Over 50 years of experience Bubblegum Bottles Margins up to 76%* *Based on 3kg Jelly Bean costing £4.99, selling at 85p/100g 28 3 June 2016 Retail Newsagent SUGAR CONFECTIONERY Family residential area SUPPLIERS’ CORNER In a residential area full of families and children, New products and merchandising tips from sugar confectionery is an ever-popular purchase. top suppliers. Paul Keys, owner of Keys News & Store in a family neighbourhood in south Sheffield, outlines how his sales Tips change during the summer. Bev Jo Dell Rushbrook Category controller Commercial manager, for snacks, We’ve got a nursery near- better reputation than Cloetta UK Mondelez International by and when summer Top sugar confectionery, so comes and the schools tip parents tend to guide Placing products next to the Make the most of events and are closed we used to As health concerns about them in that direc- counter or magazines and seasonal trends, such as the see a drop-of in sugar sugar grow, it’s important tion. But many kids newspapers where there Euros or summer barbecue confectionery sales. But to monitor sugar-free do still buy sweets; is longer dwelling time is season, by ensuring great vis- these days it stays stable, and other healthier we have a range of a clever technique to drive ibility, leveraging new prod- as peoples’ buying habits alternatives hanging bags price- sales. ucts and using colourful PoS. have changed. Quite a lot of marked at £1 which are A dedicated children’s area Utilise supplier advice and parents will only allow their popular with them. can maximise pocket money support services, such as our children sugary sweets as a There’s been a bit of sales from a key audience. field advisers and website treat, and that stays consistent an uptake in sugar-free Be aware of the height of the deliciousdisplay.co.uk. regardless of holiday season. confectionery recently. It’s shelves in this fixture; allow Friday seems to be treat day not vast but it’s noticeable. children to shop indepen- Jonathan and we sell a lot to children We’ve seen increased sales dently. Summerley then, but the rest of the week of products such as Sula, which is Eu- Purchasing director, more adults buy sweets. rope’s most popular sugar-free sweet. John Hancocks Kids tend to go for cheaper lines like It’s something we’re monitoring: it’s Eatly Jelly Tots. Given the choice, I’d say kids only small so far, but I do think with Customer excellence Retailers need to carefully go for the small sugary lines unless the government crackdown on sugar, director, Wrigley balance sugar and choco- guided by their parents. I don’t know we need to be prepared to step further late confectionery to en- why but chocolate seems to have a into that market if necessary. Visibility is key and popular con- sure they put more empha- fectionery items should be locat- sis on sugar confectionery ed at eye level to take advantage than chocolate during the of incremental sales. summer season. Stocking Encourage additional pur- fruity flavours in high foot- chases using cross-category fall areas is key for increas- promotions, such as ‘buy a ing sales as well as making sandwich, drink and confec- sure you offer a variety of tionery for £3’. pack formats. New products Bertie’s Jelly Refreshers Alongside a cinema Mix New Sour Apple sharing box Chewbar Many cinema-goers want to stock up on sweets from from Mondelez Drumsticks somewhere less extortionate than the box office. Shahid International, producer Gani, the manager of Newspoint in Westfield Shopping with a ‘Britishness’ Swizzels has theme. produced this new Centre, Stratford, London, describes how he makes his chew bar with a store is the go-to place for good-value sugar confectionary. 10p pricemark. Softmints Lemon Haribo Frenzy Mint New flavour Carnival In Demand for sweets Top come in to the store combination from May, Haribo increases a lot in the tip to buy sweets and Mondelez’s Trebor launched summer, especially Display sugar drinks and popcorn brand, launched at carnival-themed during the school confectionery clearly and before the films. the end of 2015. Swizzel’s extensions holidays. Here in the at a variety of heights, to We display all these Squashies to its Frenzy shopping centre we inspire impulse purchasing products clearly in Skittles Swizzel’s is brand, available see a lot of kids coming by key demographics the shop so they’re Tropical launching two new in both Starmix in with their families. such as children. easy to see. People Wrigley flavours in to its and Tangfastics We place pricemarked who go to the cin- launched Squashies range: varieties. l sweets, hanging bags and ema know they can get this new Drumstick Sour so on, at a height children whatever they want much flavour in January Cherry & Apple and can notice and reach. cheaper than at the cinema, in 55g single bags, Bubblegum. They Promotions help too – two and we sell loads of stuf to 125g hanging bags will be available in for £1.20, for example. them – it keeps us very busy and 174g sharing 160g bags with a There’s a cinema near us in and is an important part of pouches. £1 pricemark. the shopping centre and people our sales. RN page ad.indd 1 11/05/2016 15:26 30 3 June 2016 Retail Newsagent BARBECUE & PICNICS Summer is here and any signs of sunshine are already sending shoppers to their local stores for an impromptu barbecue or picnic. Toby Hill looks at the products that meet this year’s top trends and hears advice from top suppliers and retailers on boosting sales Sensations for summer he average consumer spends unpredictable British sunshine and £120 a year on products for sudden spikes in impulse purchases What they want in 2016 barbecues, and the category – barbecues sales leapt by 712% dur- Suppliers have paid close attention to the Tas a whole is worth £20m. ing the mini heatwave at the start Add picnic products to that mix and of May – these can be tricky catego- trends driving the market and have developed summer events provide great sales ries to manage. Here, top retailers a range of products to meet the needs of this opportunities across the store, from tell us how they surf the summer the chiller to the freezer as well as wave, and suppliers outline which year’s summer shoppers the snacks category too. hot trends you should be following But with their reliance on the this season. Low-sugar soft drinks Coca-Cola Life Part of FIVE SUPPLIER TIPS Coca-Cola Enterprises’ response to consumer concern about high Push key Use PoS to “Stay up-to-date with in- sugar intake. “Made events highlight novation. New products, with a blend of sugar variants or packaging and stevia plant ex- Donna products and formats are an ideal way Sometimes tract, Coca-Cola Life Pisani seasonal trends to achieve incremental appeals to those looking Trade growth.” we put too to reduce their sugar communications Emma intake but who want manager, CCE large a focus Billinge a naturally-sweetened Portfolio Expand your “Be aware of big occa- on beers, product,” says Donna sions that people may lead, offer Warburtons Pisani, the company’s trade com- mark with a barbecue, Tony wines and munications manager. such as popular TV “PoS and in-store the- Holmes shows or sports events, atre around display Retail sales condiments Exotic alcohol flavours which provide a key op- should also be used to director, Malibu Pineapple and Coconut portunity to drive sales.” maximise the opportu- Bestway Rum Picnic-goers can bring a nity of seasonal trends Caribbean flavour to the un- Cross-sell food such as barbecues.” “Sometimes we put too reliable British summer with large a focus on beers, Pernod Ricard’s launch of and drink Keep on top of wines and condiments Malibu Pineapple & Coconut, Hannah when we should be available in a 70cl bottle with Webb trends encouraging retailers to an RRP of £14.99. “Lighter, Brand Donna expand their offer to in- flavoured alcoholic drinks manager, Pisani clude fresh meat, salad, are what people are looking Hellmann’s UK Trade vegetables, charcoal for during summer,” says communications and other essential retailer David Ramsay. “Retailers should ex- manager, CCE barbecue products.” plore cross-category Lighter snacks merchandising by stock- Kettle Bites These new ing items such as mus- baked wholegrain and len- tard, mayonnaise til snacks contain 50% less and ketchup next to fat than standard crisps. the barbecue fixture “Consumers are looking or meat chiller.” for snacks that are lighter than traditional fried Retail Newsagent 3 June 2016 31

RETAILER STRATEGIES Five top retailers outline their barbecue and picnic strategies and pick their essential local products David Ramsay perfect for summery days in the Best-one, garden. And of course we also Byram, West stock Lincolnshire sausages.” Yorkshire “My chilled and frozen section Vip Measuria has been going barmy the past One Stop, couple of months. We had two Borrowash, deliveries a week up until five Derby weeks ago, then we negotiated “Our barbecue and picnic trade with Bestway to make it three. is very weather-dependent. It’s about keeping consumer con- People come in and see what’s fidence, and regular deliveries on the shelf and go from there. Customers will be looking for any mean everything’s fresh and well So we have to promote it well excuse to socialise outside in date.” and shout about what we’ve got. LOCAL PRODUCT Eddie Nurse We have these smaller stands crisps,” says Andrew Slamin, Kettle Pork Pies “We have a local which we can easily strip down Foods marketing director. meat and pies supplier called and manoeuvre to the front of Eddie Nurse who comes in three the store to load with barbecue times a week with pork pies and stuff at the start of a hot day. home-cooked meats like ham, LOCAL beef and turkey.” PRODUCTS Topped Pies have Barnie Baps proved popular Rajwinder Kaur from Adkins Lifestyle Express Bakery on the list of demands across the Newhouse Mini “We’ve brought Healthier chilled pastry category”. Market, Kilbirnie, in three types Ayrshire of rolls and baps from a local baking products “I’m making lucky bags of picnic baker. I had an order through Warburtons Thin Bagels Launched stuff for the kids, with straws, Facebook the other day for a load last April, these bagels target plastic cups, crisps, cocktail of barnie baps for someone hav- weight-conscious, gluten-wary sausages, juice, things like that. ing a barbecue in June.” customers seeking less bloating bak- Then I’ve been putting together ery products. “I like working with a shelf of barbecue products, Peter Lamb Warburtons because we can check Low-fat logs and charcoal, for the adults. Lamb’s Larder, the weather forecast and adjust I’ll hang some balloons or bun- Bells Yew Garden, our order online up to 2pm the day snacking cheese ting to draw attention to it.” East Sussex before delivery,” retailer Jacqui Laughing Cow Mini Cravings Capi- LOCAL PRODUCT Lorne “We got rid of a frozen ready- Bailey says. talising on trends towards low-fat Sausage “We buy square lorne meal supplier recently and snacks, Bel has launched Laughing sausage from a local butchers, brought in more local farm food, Varied BBQ Cow Mini Cravings, containing just along with fresh beefburgers.” which has been doing great. 14 calories per cube. “Perfect for a We also do tuna and swordfish flavours moment of indulgence during picnic Jacqui Bailey steaks, which come to us Spar BBQ Pulled season, Mini Cravings are targeted Spar London Road individually frozen and shrink- Pork Spar has at female adult ‘snackers’,” says Bel’s Bakery, Boston, wrapped as fillets. Then there’s launched a range of UK product manager, Chloé Fémi- Lincolnshire salad leaves and local fruit and marinated meat prod- nier Tomkins. “We’re sorting out space in our vegetables. It’s all about local ucts in advance of the chillers, moving away from win- produce here.” summer, including Global flavours tery ready meals and bringing LOCAL BBQ pulled pork and Hellmann’s Spicy Brazilian Grill- in more chicken drumsticks and PRODUCT BBQ ribs in a glaze, both price- ing BBQ Sauce Unilever has tuned salads. Then I will rearrange the BBQ Meat marked at £3.50. “Half of adults who into trends for adventurous eating freezer to fit more pricemarked Packs eat BBQ food would like more ideas with a range of exotically flavoured packs of Spar ice lollies, and from Peter for interesting dishes,” says Susan BBQ sauces. The Spicy Brazilian we’re double-facing our fruit ci- Speaight Darbyshire, Spar UK brand director. was launched alongside Smokey ders. Flavoured wines, like Echo butchers American, Sticky Japanese and Falls summer berries, have been “We asked a Varied picnic options Sweet Australian varieties. The selling exceptionally well.” local butcher Pork Farms Sweet Chilli Topped products aim to “introduce a global LOCAL PRODUCT Haslet from to prepare barbecue-ready packs Pies The Addo Food Group launched palate to the UK BBQ occasion,” says Boston Sausage with burgers, kebabs and mari- this new take on the British picnic Hannah Webb, brand manager for butchers “Haslet – a nated chicken wings. They classic at the start of May. According Hellmann’s. kind of cold meatloaf went on sale for the first time to Kim Burgess, head of markets at – is a local last weekend and they all sold the firm, “customer feedback reveals speciality and out.” l that variety and new flavours is high 32 3 June 2016 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS An ace serve Cinema paradiso Senior service Robinsons is celebrating its ongoing Popcorn specialist Butterkist is ofer- Whiskas has launched a new price- partnership with Wimbledon with ing its Sweet Cinema Style ﬂavour in marked pack for its 7+ range for older new tennis-themed packaging and a multipacks of 6x15g bags. cats. £5m marketing push. RRP various RRP £1.69 RRP £3.29 Outers various Outers not given Outers not given Contact 0845 755 0345 Contact 01977 692500 Contact 01664411111

Totes amazing Pricemarked Discreet Sporting chance Campo Viejo is launching a limited Always is ofering two Discreet adult Weetabix is running a Summer Of Sport edition bottle with neck tags ofering incontinence pads, Liners and Small promotion, ofering free two-for-one shoppers the chance to score a free Pads, in pricemarked packs. sports sessions and ‘money can’t buy’ tote bag. prizes backed with a £3m marketing push. RRP £12.35 RRP £1.99 - £2.49 RRP various Outers 6 Outers not given Outers various Contact 0208 538 4484 Contact 0800 597 3388 Contact 01536 721 405

Caffé society Living the dream In the red Starbucks is continuing to move into the Corona is launching a marketing Halewood Wine & Spirits has packaged goods arena with the launch campaign playing on the brand’s launched two new pre-mixed cans of a new chilled drink, Café Americano outdoor and beach-style credentials for its Red Square brand, Sloe & Lem- with milk. under the tagline ‘This Is Living’. onade and Tofee & Apple. RRP £1.59 RRP various RRP not given Outers not given Outers various Outers not given Contact 0845 762 6434 Contact 01582 391166 Contact 0845 6000 666 Retail Newsagent 3 June 2016 33

Nadia Alexandrou [email protected] 020 7689 3350 @NadiaAlexRN f facebook.com/retailnewsagent

Round up

NADIA ALEXANDROU Magazines reporter DIGITAL DO’S AND DON’TS Recently, I was chatting to a retailer about the pros and cons of processing subscriptions and vouchers digitally. He said publishers were “dragging retailers into the digital age, whether they like it or not”. Healthy alternative The question is, how important is digital to smaller newsagent and convenience stores, and how should you be engaging with it? It is clearly high on the agenda for the multiples and NEW MAG ON THE MENU publishers, which are increasingly investing, innovating and profiting from technologies. Waitrose, for example, just added The Sun to its MyWaitrose loyalty card scheme, joining the FOR A MILLION VEGANS Daily Mail, Telegraph, Times and Guardian. Elsewhere, during a webinar on “top tips for Anthem Publishing is dishing up something tasty for the UK’s a retail strategy that delivers”, publishers were non-meat eaters, with a massive potential audience of readers told in-store technology was a huge opportunity – with one suggestion of putting digital stands ANTHEM is launching Vegan Food & Living in-store so customers can easily browsefor the as a bi-monthly title after the success of right magazine. Even a print magazine called two trial issues. The title is aimed at the Plant Power for the Planet Early summer 2016 - £4.25 Swipe launched last week to trawl the internet CHOOSE NUTRITIONIST’SI NOTEBOOKI Fermented veg - the and give readers the “best of the web” in print. population of 150,000 vegans in the UK LIFE superfood L CHOOSE NEW AU CH VEGAN N But are smaller retailers as engaged with this and a potential audience of more than one The benefits of million mainly vegan consumers. Adopting a plant-based diet market? Last week, Sid Sidhu spoke excitedly COOK LIKE A VEGAN FOOD & LIVING PRO PART ONE: about the launch of his own Tesco-style loyalty the same combination of simple recipes, in- EASY knife skills FAMILY On sale 9 June MEALS tag scheme, which he said newspapers and terviews, product news and expert opinion THE ESSENTIAL Recipes for GUIDE TO busy days Frequency bi-monthly COOKING TOFU Everything you magazines would certainly be part of. For him, it as Anthem’s Free-From Heaven, it aims to need to know Price £4.99 fill a gap in one of the UK’s fastest-growing Distributor more importantly meant he would build a better cooking categories. The July/August issue FineMichelin-style dining dishes Marketforce relationship with publishers and get a lot more includes a bonus 32-page desserts supple- Something Sweet F Vegan News F Use up your leftovers Display with Healthy support. ment, while in the main magazine there Food Guide, BBC While examples like Sid’s are not widespread, I are 75 summery recipes, ranging from Good Food, Free-From think it is a good example of how retailers should Heaven picnic food to barbecue essentials. approach digital. Figure out what you want from it first and then set up your own system that will fit primarily around your needs, rather than other peoples’.

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OFFICIAL LICENSED PACKETS: 50pRRP STICKER COLLECTION ON SALE NOW Includes: @OfficialPanini The UEFA and EURO 2016 words, the UEFA EURO 2016 Logo and Mascot and the UEFA EURO Trophy are protected by ALBUM trademarks and/or copyright of UEFA. All rights reserved. +31 stickers! #GotGotNeed 34 3 June 2016 Retail Newsagent THIS WEEK IN MAGAZINES

THE CRAFT NETWORK F R T QUILTING EE GIF On sale 10 June The Craft Network Quilting is the third title from Frequency monthly Time Inc’s new craft-oriented team. It comes with Price £5.99 a free cover-mounted English paper-piercing kit, Distributor Marketforce so readers can patchwork on the go this summer. Display with Love to Make, The magazine is aimed at modern quilters and Knitting & Crochet patchwork enthusiasts. Each month, it will have simple patterns, ideas and exclusive designs. F1 RACING S L The July issue includes an in-depth feature and PECI A interview with Formula 1 champion Lewis Ham- On sale 10 June ilton, as well as a trip with German F1 driver for Frequency monthly Mercedes Nico Rosberg around his home town Price £4.99 of Monaco. According to Frontline, this issue is Distributor Frontline expected to deliver an extra 10% uplift in sales. Display with Autosport, It is also the third highest-selling magazine in Motorsport News, Motor sport-motoring and delivered £462,000 of retail Sport sales value between May and April. Bestsellers P CLASSIC & SPORTS CAR R E F IC G R T News & current affairs From this issue, Classic & Sports Car is increas- E CHA N EE GIF Title On sale In ing its price to £4.90. It comes with a free 32-page On sale 2 June date stock supplement on the next generation of classics. The Frequency monthly 1 Farmers Weekly 10.06 expected sales and retail sales value uplift is 5%, Price £4.90 according to distributor Frontline. The magazine Distributor Frontline 2 Jewish Chronicle 10.06 is the third highest-selling title in the Motoring Display with Classic Car 3 Farmers Guardian 10.06 – Classics sub-segment and delivered £1.494m of Weekly, Practical Classics, Classic Cars 4 Private Eye 10.06 retail sales value between May and April this year. 5 The Economist 04.06 6 Country Life 08.06 TAB MINI CROSSEARCH L AUNCH 7 Church Times 10.06 Crossearch is a new concept combining elements of three of the most popular types of puzzles On sale 2 June New Scientist 04.06 8 — crosswords, arrowwords and wordsearches. Frequency monthly 9 Irish Post 04.06 Frontline says the title is expected to deliver Price £2 Distributor Frontline 10 The Week 10.06 £260,000 annually, adding more value to the puzzles category, which is worth £45m. Accord- Display with Mini 11 Irish World 08.06 ing to Bauer Media, this new puzzle variant will Arrowword, Wordsearch Collections, TAB 12 The Gleaner 09.06 be in the Wordsearch sub-segment, which is the Crossword 13 Times Higher Education 09.06 second-largest puzzle sub-category, worth £9.7m. 14 New Statesman 10.06

S 15 The Stage 09.06 GOLF MONTHLY U T P N S PLEME PECI AL 16 The Voice 09.06 This special edition gives golf enthusiasts a guide to the 2016 Open Championship, to be held on 14- On sale 9 June 17 National Geographic 01.07 17 July. A 32-page Open Championship review tells Price £4.99 18 Jewish Telegraph 10.06 readers all they need to know about the course, Distributor Marketforce 19 BBC History 17.06 the history and the players. It is bagged with a Display with Today’s Strokesaver booklet, ofering an in-depth look at Golfer, Golf World, The 20 New Yorker 08.06 Royal Troon, featuring key hole information. Ultimate Sport Series Data from independent stores supplied by Yorkshire)

Lacking C A E T O N F R N A flavour NEWNEW PUZZLEPUZZLE CONCEPTCONCEPT Colourful I G I R D E I E T T insect Is it a Worsearch? Queen’s Is it a Crossword?M A K O C finery F I T U B Paper Is it an Arrowword?G K O folding R O X A N E D ADS IN THE MIRROR IT’S ALL THREEN IN AONEP PUZZLE!E R W E L R Recognised I

Thailand’s B R A Yearn N R Rest U A V Retail Newsagent 3 June 2016 35

MBUK R Retailer E N MBUK has recently had a redesign, with the June DESIG edition the first relaunch issue. It comes with a On sale 31 May viewpoint free 68-page ‘Little Rippers’ guide, aimed at the in- Frequency monthly Mark Dudden creasing demographic of MBUK readers who now Price £4.99 Albany News, Cardiff have kids and are keen to get them into mountain Distributor Frontline biking. The issue has a headline feature on Steve Display with Mountain Peat in his final year of World Cup racing, timed Bike Rider, What ahead of the Fort Bill World Cup. Mountain Bike PHOTOGRAPHY BUMPER S PECI AL NICHE TITLES PACK On sale 9 June This photography bumper pack contains the 11 Frequency irregular SELLING WELL June issue of weekly title Amateur Photographer, Price £5.25 the July issue of monthly title What Digital Distributor Marketforce e have 1,600 titles and are still Camera and the annual issue of Photo Tech- Display with Amateur growing. We’re selling less of nique. Priced at £5.25, the pack has a combined Photographer, What the top 100 titles – the main- value of £11.48 ofering readers a saving of £6.23 Digital Camera, Practical stream stuf – and replacing on three key photography titles. Photography them with more magazines Wwhich retail for £10 and upwards. We stock a magazine called Flow For Paper RADIO TIMES Lovers for £15.99, for example, and sell a copy S Radio Times celebrates the Queen’s ofcial birth- PECI AL of it every other day which soon mounts day with a special celebratory cover designed by On sale 7 June up. These are titles you can’t get anywhere one of its young readers. In March, Radio Times Frequency weekly else, and certainly not in our sector. These launched a competition for under-18s to design Price £2.30 magazines then do the marketing for us – a birthday cover for the Queen – attracting more Distributor Frontline word tends to travel that we stock them, and than 11,000 entrants vying for their design to be Display with TV Choice, people actually travel to see us. Where we are the cover of this special issue. The issue will also What’s on TV, TV Times helps – we’ve got a large feature comprehensive TV and radio listings for 11 student population, to 17 June, including Euro 2016. so we get in a lot Top of fashion and tip photography Keep an eye on trends, read S AIRLINER WORLD U T magazines. Retail Newsagent and the Smiths P N This issue of Airliner World comes with a free PLEME We’re selling a bulletin and so on, but with 24-page Airbus A350 supplement. The A350 is On sale 8 June lot of American niche titles go further. Build a a new model, which is the first Airbus aircraft Frequency monthly car magazines, relationship with suppliers such as Comag and Central with both fuselage and wing structures made Price £4.80 for which people primarily of carbon-fibre-reinforced polymer. Distributor Seymour drive from west Books in London. Inside this issue, readers also have the chance Display with Flypast, Wales and spend to win return flights with Miat Mongolian Air- Aeroplane Monthly, Flight £100 in one go. lines. There’s also a feature which looks at avia- International Elsewhere, the new Marvel tion in Nepal as a gateway to the Himalayas. Movie Collection partwork is doing well – I’m selling 20 copies a week. Game Of Thrones is also popular, as is the R E N TOTAL FILM DESIG Star Wars Helmet collection and Formula 1 Total Film has had its biggest redesign in its 19- magazine. On sale 3 June year history with new sections and a new tag line Football stickers are still the flavour of Frequency monthly – “The Smarter Movie Magazine”. Each issue will the month. We’re selling a box a week of the Price £4.50 also contain a 36-page supplement that explores Panini Welsh stickers, and like the Star Distributor Seymour the 100 greatest films by genre, with the first in Wars partwork, it’s guys of a certain age who Display with Empire the series covering sci-fi and fantasy. The first re- Magazine, Sight & Sound, are buying them. It’s tapping into their child- designed issue features a Jason Bourne exclusive. Stardust hoods. Younger kids tend to go for Match Attax instead.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT FUTURE-PROOFING THE FASCIA: COMPANIES THAT WILL KEEP YOUR STORE THRIVING Plus, we ask your youngest customers about the children’s magazines they want to RETAIL NEWSAGENT read this summer, and wholesale expert David Gilroy on the ‘sugar tax bombshell’ NEWS ● CONVENIENCE ● PROFIT 36 3 June 2016 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini

DeAgostini Disney Frozen Shopkins Abatons Paw Patrol Build the Ford Mustang 21 100 8.99 Friendship Cards £4.99 Humans Stickers Activity Cards Build the Millennium Falcon 74 100 8.99 Stickers £1.00 Starter £5.99 Starter £2.99 Starter £4.99 Stickers £1.25 Stickers £0.50 Cake Decorating Relaunch 169 169 2.99 Cards £1.00 Dinosaurs & Friends 67 80 5.99 Jazz at 33 and third RPM 11 70 14.99 Simply Stylish Knitting 22 90 3.99 Star Wars Disney Tsum Star Wars Helmets Coll’n 11 60 9.99 Force Attax Captain Tsum Stickers Zippo Collection 20 60 19.99 Force Attax Starter £4.99 America: Civil Extra Cards £1.00 War Stickers Starter £2.99 Stickers £0.50 Eaglemoss Starter £3.99 Starter £2.99 Cards £1.00 Cards £0.50 3D Create & Print 72 90 6.99 Build A Solar System 41 104 6.99 Star Wars DC Comics Graphic Novel 22 60 9.99 Stickers Disney Cakes & Sweets 143 160 4.50 Starter £2.99 World of Doctor Who Figurines 73 74 7.99 Hero Attax Stickers £0.50 Official UEFA Batman Marvel Chess Collection 73 96 8.99 Starter £4.99 Euro 2016 Starter £2.99 Marvel Fact Files 168 200 3.50 Stickers £1.00 Adrenalyn XL Cards £0.50 Military Watches 60 80 9.99 Star Wars Starter £4.99 Star Trek Ships 73 78 10.99 Stickers Part 2 Cards £1.00 Starter £2.99 Hachette Match Attax Stickers £0.50 Zootropolis Starter £2.99 Art of Crochet 40 120 2.99 2015/16 Starter £3.99 Cards £0.50 Art of Knitting 71 90 2.99 Cards £1.00 Official UEFA Art Therapy 63 100 2.99 Euro 2016 UEFA Build the Mallard 92 130 7.99 Sticker Champions Collection Build the U96 92 150 5.99 League Starter £2.99 Lion Guard Classic Pocketwatches 99 100 8.99 Official Sticker Sticker Dr Who Complete History 20 80 9.99 Collection Stickers £0.50 Match Attax Collection Judge Dredd Mega Collection 36 80 9.99 Starter £2.00 Extra 16 Marvel’s Mightiest Heroes 64 60 9.99 Stickers £0.50 Starter £3.99 My 3D Globe 73 100 5.99 Cards £1.00 England Trading Card

RBA Collectables Collection WWE Slam Amazing Dinosaur Discovery 66 80 5.99 Attax Then, Starter £4.99 My Zoo Animals 39 60 5.99 Merlin Official Now, Forever Cards £1.00 Precious Rocks, Gems & Minerals 71 100 5.99 Premier Starter £4.99 Real Life Bugs & Insects 89 97 5.99 League Sticker Cards £1.00 Collection

Starter £2.50 Cards £0.50 Frozen Sticker Collection WWE Starter £2.99 Collectables Stickers £2.99 Stickers £0.50 Shopkins Cards £0.50 DeAgostini Starter £2.99 Stickers £0.50 Magiki Mermaids 2.50

Frogs & Co 1.99

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Newspaper terms

Daily newspapers Margins/pence Saturday newspapers Margins/pence Sunday newspapers Margins/pence Sun 50p 11.15p Sun 70p 14.98p Sun £1.00 21p Mirror 65p 14.5p Mirror £1.00 21.00p Sunday Mirror £1.30 27.30p Mirror (Scotland) 70p 15.61p Mirror (Scotland) £1.00 21.00p People £1.30 27.30p Daily Record 65p 14.30p Daily Record 90p 19.80p Star Sunday 50p 11.05p Daily Star 20p 4.84p Daily Star 30p 7.25p Sunday Sport £1.00 24.3p Daily Mail 65p 14.50p Daily Mail 90p 19.26p Mail On Sunday £1.60 33.60p Express 55p 13.31p Express 45p 9.65p Sunday Mail £1.70 35.70p Express (Scotland) 30p 7.26p Express (Scotland) 45p 10.13p Sunday Telegraph £2.00 45.50p Telegraph £1.40 32.62p Telegraph £2.00 48.00p Sunday Times £2.50 52.50p Times £1.40 30.10p Times £1.50 35.25p Observer £3.00 73.50p FT £2.70 54p FT £3.50 79.10p Scotland on Sunday £1.70 39.95p Guardian £2.00 44.0p Guardian £2.90 63.80p Racing Post £2.60 61.00p i 40p 10p i Saturday 50p 12.5p Sunday Herald (Scotland) £1.70 35.70p i (N. Ireland) 50p 12.5p i (N. Ireland) 60p 15p Sunday Express £1.40 29.65p Racing Post £2.30 54.0p Racing Post £2.60 61.00p Sunday Post £1.60 33.60p Herald (Scotland) £1.30 29.90p Herald (Scotland) £1.70 39.10p Scotsman £1.50 33.75p Scotsman £1.95 43.88p Sunday newspapers Margins/percentage Sun £1.00 21.00% Daily newspapers Margins/percentage Saturday newspapers Margins/percentage Sunday Mirror £1.30 21.00% Sun 50p 22.30% Sun 70p 21.40% People £1.30 21.00% Mirror 65p 22.30% Mirror £1.00 21.00% Star Sunday £1.00 22.10% Mirror (Scotland) 70p 22.30% Mirror (Scotland) £1.00 21.00% Sunday Sport £1.00 24.30% Daily Record 65p 22.00% Daily Record 90p 22.00% Mail On Sunday £1.60 21.00% Daily Star 40p 24.20% Daily Star 30p 24.17% Sunday Mail £1.70 21.00% Daily Mail 65p 22.40% Daily Mail 90p 21.40% Sunday Telegraph £2.00 22.75% Express 55p 24.20% Express 45p 21.44% Sunday Times £2.50 21.00% Express (Scotland) 30p 24.20% Express (Scotland) 45p 22.50% Observer £3.00 22.00% Telegraph £1.40 23.30% Telegraph £2.00 24.00% Scotland on Sunday £2.15 23.00% Times £1.40 21.50% Times £1.50 23.50% Racing Post £2.60 23.46% FT £2.70 20.00% FT £3.50 22.60% Sunday Herald (Scotland) £1.70 21.00% Guardian £2.00 22.00% Guardian £2.90 22.00% Sunday Express £1.40 21.18% i 40p 25.00% i Saturday 50p 25.00% Sunday Post £1.60 21.00% i (N. Ireland) 50p 25.00% i (N. Ireland) 60p 25.00% Racing Post £2.30 23.48% Racing Post £2.60 23.46% Herald (Scotland) £1.30 23.00% Herald (Scotland) £1.70 23.00% Scotsman £1.50 22.50% Scotsman £1.95 22.50%

Newspapers

Scale of third-party advertising insert payments Weight Watchers 28-29 May Insert Original Mail Mirror News Express Guardian Telegraph Independent Total Supplements Ad inserts Number of Heaviest weight scheme UK weight weight weight Inserts ad insert Cumulative? no yes no no no no no no Telegraph 1,660g 1,345g 85g 3 40g 0-69g n/a n/a n/a n/a n/a n/a n/a n/a Sunday Times 1,090g 610g 190g 4 110g 70-100g 1.5p 2.5p 2.57p 2.7p 2.15p 2.75p 2.65p 2.49p Mail on Sunday 825g 365g 150g 3 110g 101-200g 2p 3p 3.36p 3.3p 2.75p 3.35p 3.30p 2.77p Sunday Telegraph 815g 535g 0g 0 0g 201-300g 4p 5p 6.09p 5.5p 5p 5.75p 5.66p 5.32p Guardian 795g 245g 110g 1 110g 301-400g 5p 7p 7.43p 6.7p 6p 7p 6.38p 6.65p 401-500g * 7.5p * * * * * * Times 710g 405g 25g 2 15g Over 500g * 8p * * * * * * Sun 610g 170g 195g 4 110g * By negotiation Mail 605g 205g 90g 3 45g Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. Associated Newspapers =2p. Express Newspapers =2p. Telegraph Group =2p. Per copy supplied Independent News & Media =2p. Financial Times =2p. Mirror Group Newspapers =2p To advertise in the Retail Newsagent classified section call 020 7689 3366 or email [email protected] CLASSIFIED (Please mention Retail Newsagent when replying to the advertisements)

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Back in the day Hair of the dog? No ta, AROUND WITH THE I’ll have an ice cream… ROUNDSMAN 100 “Hang in there.” It’s advice group, is loaded with Japanese with Blanche YEARS AGO anyone sufering from a raisin tree fruit juice, which 3 June, 1916 hangover struggling through has apparently been used as a Fairbrother a day at work will have heard remedy for alcohol over-indul- Dublin newsagents close to umpteen times before. gence for hundreds of years. the fighting of the Easter Ris- But for people The news Thanks to modern technology my round is ing said they sufered “total in South Korea, will no doubt becoming smaller. I have lost a Sunday Times destruction”, taking weeks the symptoms be welcomed customer and a Daily Telegraph customer again to resume business as usual. following a by many South due to the fact they are online, so I will say thanks The Irish Times was the first heavy night out Koreans, where for nothing to the publishers. I am convinced newspaper to publish after the may soon be a the hangover they are doing their best to get rid of the printed battle. thing of the past remedy market copies of newspapers. I am writing this on Tuesday 17 May and today with the launch is already of an ice cream worth $126m a we have had a special person in Staford – Boris that doubles up year. Johnson on his Vote Leave campaign. 50 as a hangover We can’t He certainly attracted a large crowd of people YEARS AGO cure. wait to test this along with the usual radio and television report- 4 June, 1966 The Gyeon- one out in the ers. Punch Magazine, the satiri- dyo-bar, being launched near future, so fingers crossed On Saturday morning I arrived at Mr and Mrs cal weekly, was celebrating exclusively through the for a launch a bit closer to Williams’ house at Sutton just as they were were its 125th anniversary with a WithMe FS convenience store home… about to go out for the day. They had house guests double issue which included for the weekend who were up from London so a facsimile of its first edition they were taking them on a bit of a tour. in 1841. As well as the usual I got introduced to them both as they were get- features, it included parodies Veggie join barbecue fun ting in the car – the imagining the 125th anniver- Vegetarians and barbecues The new lines will, accord- gentlemen turned sary editions of rival maga- are not necessarily the best ing to Tesco, stop vegetarians out to be Mr Joe zines, including Country Life partners, with non-meat feeling like “an afterthought” Elwood, who was a (1897) and Playboy (1953). eaters making the barbecue at the barbecue with just a professional foot- season a touch difcult for corn on the cob for comfort. baller for Leyton any carnivores hosting events “Cauliflower has become Orient Football in their back gardens. one of the food trends of the Club over 40 years 25 Never one past few years ago. Mr Elwood went on YEARS AGO to miss a trick, thanks to the to tell me that when he was playing football they Tesco is now huge trend were paid £40 a week and had to have a proper day 8 June, 1991 job in order to pay for a mortgage and provide for a A racehorse jointly owned by aiming to fill for spiralising this gap in the vegetables as a family and had to do their training at night after the Northern Echo and NFRN they had finished work. North-Eastern district newsa- market with a low-carb alterna- vegetarian twist tive to rice and It was a very interesting conversation to which gents was due to have its first we all agreed that today’s ‘prima donnas’ wouldn’t outing in a race during NFRN on traditional couscous,” ac- barbecue food. cording to Tesco even get out of bed for £40 let alone do a full-time conference week. The two- job. In Mr Elwood’s opinion, it’s a great shame year-old, named Mister News, The supermarket is updat- food developer Alsion Stokes. ing its summer range with Keep your eyes peeled for that money came along and took the enjoyment had previously been expected out of it. to make his debut a month products such as ‘cauliflower future ‘innovations’ from the steaks’ and ‘portobello mush- supermarket such as broc- Finally, I would like to wish my fellow RN col- earlier, but had to postpone umnist Mike Brown a speedy recovery from his after he caught a cold. room burgers’ designed for coli sausages and asparagus outdoor grilling. kebabs. illness. Get well soon, Mike.