22.04.2016 TOBACCO: IS IT STILL WORTH IT? Plus 28 more reader questions answered REGULATION Page 26 »

Barista at a bargain ‘I sell 110 cups of Starbucks-quality coffee a day.’ Page 24 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.30 Retail crime top priority say PCCs LEGISLATION l RN poll reveals seven in 10 police and crime commissioner My fight to candidates have pledged to tackle shop crime if elected. stop more l Private security, better training and more police on street retailer identified as measures by cross-party representatives. Page 5 » evictions TOBACCO Sunny Patel takes campaign to high ‘Big brand court to stop stores 10-packs being turned into to last to homes. February’ Page 12 » Manufacturers CONVENIENCE are stockpiling, industry sources Nisa apps tell RN. Page 4 » & promos NEWSPAPERS to build Regional loyalty boost for Activity follows New Day record recruitment. Page 6 Half-price offers in » local titles. Page 7 » Show National Living Ram-raid robbers strike Roli Ranger’s Londis store in Sun- Vol 127 No 16 Wage impact for ninghill was ram-raided on Friday 15 April at 4.30am by a deliv- FOR TRADE USE ONLY 2017 consultation to ery van. A quantity of cigarettes was stolen and two men were prevent further rises, 16 caught on CCTV. Mr Ranger said: “We’ll have to rethink our retailers told. security – we’re looking at getting bollards for outside.” No arrests had been made at the time RN went to press. Page 5 » WE’RE GIVING YOUR 504 PRIZES OF 4 TICKETS CUSTOMERS A CHANCE TO + £400 TO BE WON (2016 TICKETS TOTAL) SEE PROMOTIONAL PACKS FOR DETAILS WIN STOCK UP NOW

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I received a lovely letter on Monday from RN reader Ushi Vithani, who is selling his shop and wanted to thank the team for the sup- port we’ve given him over the past 30 years. Additionally, the Independent Achievers Academy, the industry’s “Oscars”, helped him benchmark his store against the very best in the industry, he said. RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT It was the second time in a week I’d heard something similar. In last week’s issue, Hook Norton retailer Joe Williams said, being miles from the nearest store, it is a challenge to see how he’s performing We aim to give against other businesses. But RN’s retailer profiles allow him to see you dozens of real what his peers are up to and pick up new ideas that are working for examples of how them. retailers are attracting There’s a brilliant example in this week’s issue. Last Wednesday, new customers and RN’s symbol correspondent Steven Lambert was at the Nisa show in Stoneleigh and spotted a coffee machine he hadn’t seen before. Chat- getting existing ting to the commercial team on the stand, he learned it was made by customers to visit Swiss-based food company Aryzta. It had profitably grown hot drink more often and food to go sales in Ireland and was expanding into the UK. Steven visited one of a handful of trial stores on Friday and was told how owner Anwar Haq grew hot drink sales from 10 cups a day at 80p each to 110 drink and pastry meal deals a day at between £2.50 and £3 in just a month. You can read Anwar’s story in this week’s re- tailer profile. Every week, we aim to give you dozens of real examples of how re- CHRIS GAMM tailers are attracting new customers and getting existing customers Editor to visit more often and buy more goods. It’s great to hear when you @ChrisGammRN find it helpful.

24 CONTENTS 38 NEXT WEEK NEWS represent a threat to the arrival of EUTPD II 4 INDUSTRY NEWS Small your business? And 22 PRICEWATCH and the almost certainty packs will be available how to you capture Lager prices around of plain packaging, but until 2017 impulse magazine sales? the UK are you and your team 6 BUSINESS NEWS Nisa gets 17 LETTERS Major retailers’ 23 THE ENTREPRENEURS ready? RN asked fast start to year after silence on margin cuts is What you can learn industry experts hitting profit targets deafening says retailer from the world’s the key questions about this 7 NEWSTRADE Trinity uses 18 YOUR ISSUE With elections best business RESPONSIBLE RETAILING landmark event regional papers to prop up for Police and Crime brains. This week, How you get it right 34 CIDER sales on The New Day Commissioners taking David Lloyd 28 in 2016 24 RETAILER PROFILE 8 PRODUCT NEWS Euro 2016 place on 5 May we find Is your range up to date? tickets on offer in latest out who is prioritising Faced with a make-or- Find out which products break decision at his Coca-Cola competition retail crime you need to stock store in a run-down part 38 PREVIEW 12 REGIONAL NEWS Locals 19 COLUMNIST of London, Anwar Haq Pricemarks for McVitie’s rally round to help Industry needs 20 structural change, decided to expand and Slices and Flapjacks retailer save his business invest rather than shut writes Neville COMMENT & Rhodes down. We find out how THIS WEEK he did it ANALYSIS 20 INDUSTRY PROFILE IN MAGAZINES HOT DRINKS 16 YOUR STOCK, YOUR SAY Does Crimestoppers’ FEATURES 41 ROUND-UP It’s time for an Drive your profits higher the fact Tesco reported its director of 28 TOBACCO industry fightback with our guide first quarter of UK sales operations Roger It’s less than a 42 FOR YOUR SHELVES growth in three years Critchell, right month until Frozen readers’ free gift “THEY DON’T REALISE THAT WHAT THEY’RE ACTUALLY DOING IS FUELLLING SERIOUS, ORGANISED CRIME” – CRIMESTOPPERS’ ROGER CRITCHELL ON WHY THE PUBLIC MUST TAKE A TOUGHER LINE ON THE ILLICIT TRADE Page 20 » 4 22 April 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news

Anger at News UK warms up for Euro 2016 Times’ News UK has sent out Euro 2016-branded standalone price hike units for The Sun to 1,000 Retailers have hit out at independent stores. Greg The Times’ price rise and Deacon, independents sales terms cut saying News UK manager at News UK, said: should lead by example and “The stands are designed to make cuts within its own grow cross-category sales, company. and retailers should put Last week News UK complementary products said it would increase The within them to drive news rel- Times’ cover price to £1.40 evance, customer experience and cut margins to 21.5%. and basket spend.” News UK Vijay Patel, of Higham said it would send more units Newsagents in Higham on request to other retailers, Ferrers, said: “If News UK as long as they were ‘compat- wants to invest in news- ible’ in terms of location and papers, it should invest Mr sales performance. Murdoch’s money, but not at the expense of newsa- gents.” Chris Duncan, News UK Tobacco manufacturers to stockpile before EUTPD II Three ‘big challenges’ before deadline chief customer ofcer, said: “News UK’s investment in the independent sector re- mains unrivalled. Retailers will make more money for Small packs will still be every copy sold as well as in- centives for acquiring new subscription customers.” John Vine, of Newsworld available until early 2017 in Shropshire, meanwhile, by Tom Gockelen-Kozlowski to early next year, espe- British American Tobacco first priority is to ensure that said although the terms and Gurpreet Samrai cially for rolling tobacco and (BAT), confirmed that BAT its packaging is at all times cut ‘was a setback’, he cigarettes. has had to ramp up produc- compliant with legislation appreciated that News UK Big brand 10-packs are A source close to the tion prior to the 20 May and that all branded prod- was the first publisher to expected to be available manufacturers, who did not deadline to avoid running ucts ofered to the trade after clearly explain its strategy until February 2017, two want to be named, said: “I out of stock. 20 May 2016 is produced to retailers. senior industry sources have l believe the major manufac- He said this was due prior to that date and is Letters – p17 told RN. turers are doing all they can to three “big challenges”, therefore fully compliant.” Ritmeester field devel- to stockpile smaller packs including: Meanwhile, JTI head of opment manager Andy for larger brands. They’re l legislation transposing communications Jeremy C-channel Swain last week told RN his trying to get enough to see the directive into national Blackburn said: “It’s inap- company will have stock of through until February 2017 law falling behind schedule; propriate to speculate and ‘will grow’ its cigars, including Moods at least and have a huge l factories losing pro- second-guess this, because The convenience channel and Royal Dutch, available amount of brands such as a duction while updating rate of sale is dependent on can grow “well beyond” for retailers until September. market-leading RYO already machinery and so many diferent factors. I predicted figures, despite However, two sources have done.” l packaging supply issues. couldn’t put a date on it.” facing multiple challenges, said they expect stock of the Ron Ridderbeekx, head of He added: “We wish to l Your EUTPD II questions Spar managing director big brands to run through legal and external afairs at reassure retailers that BAT’s answered – p26. Debbie Robinson said. Speaking at the Associa- tion of Convenience Stores 2016 Summit this week, she We won’t hang indies out to dry says Imperial warned the National Living Wage would cost the Spar “We’re not going to leave in- over the market as looming it’s being dictated by the big But he urged retailers not estate £89m by 2020 – £220 dependent retailers to hang EUTPD II and plain packag- boys.” to hike prices too high if per store per week. She la- out to dry,” was the message ing legislation comes into Mr Hall said Imperial pricemarked packs disap- mented the pressures placed from Imperial Tobacco as it force. is the only manufacturer pear with plain packaging on retailers, stating: “It feels addressed NFRN national “It’s important we have to have seen positive legislation. like we’re easy fodder.” council this week. a successful independent growth since legislation Availability and price But by “diferentiating Imperial regional busi- trade,” he said. was introduced in Austra- were key in Australia, he and answering consumer ness manager James Hall “We’re not going to leave lia, and believes it can help added, with many inde- demand”, she said conve- said the company needed independent retailers to retailers through the latest pendents giving up tobacco nience could overtake the independent retailers, who hang out to dry. We don’t major transformation of as a “lost cause” resulting IGD’s prediction of growth shouldn’t let the multiples want to get into a situation cigarette retailing in the in ground being lost to the to £49bn by 2019. muscle them out and take like the milk market, where UK. multiples. Retail Newsagent 22 April 2016 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Pages on twitter 38-39 @RetailNewsagent for expert advice to help you grow your sales Prospective commissioners set out their stalls ‘This is a hugely important issue’ 70-year-old stabbed Suntharalingham Socka- Retail crime on agenda for lingham, of Premier Stores in Walthamstow, was stabbed during an attempt- ed robbery at his store. seven in 10 PCC candidates The 70-year-old NFRN member was attacked by by Gurpreet Samrai the violent attacks retailers tive policing plan is about party parliamentary group three men on 17 April while face, while seven said tack- getting police constables on retail crime, have been they attempted to rob the Seven in 10 cross-party ling the issue will be one of out there in the community lobbying police and crime store in north east London. police and crime commis- their main priorities. on the beat and that is what commissioners in a bid to The retailer was taken to sioner (PCC) candidates Private security, better retailers want. They want get police to “upgrade” their hospital where he remains have pledged to make tack- training and more ofcers face-to-face policing so they response to retail crime. in a serious but stable ling retail crime a priority if on the streets are some of have that extra security.” Adrian Roper, NFRN condition. they are elected in May. the measures promised by Conservative candidate head of public afairs, said: The three suspects were It comes after RN the candidates to provide Marc Jones said: “We “We are heartened if the seen leaving the premises contacted a cross-party improved protection for have had six knife-point candidates are realising the immediately after the stab- selection of potential PCCs independent retailers. robberies in Lincoln over extent and importance of bing. No arrests had been to find out if they are aware “I am fully aware of the the last two months, so it the issue. This is a hugely made when RN went to of the extent of crime faced challenges retailers face in is something that is very important issue and we are press. by store owners and if they terms of security and the much on the radar locally pleased it is being taken on will make it one of their fact there are a lot more and something that needs board. We are looking for- priorities if they are elected. robberies and knife crime,” tackling.” ward to working with PCCs Eight out of the 10 candi- UKIP candidate Patrick The NFRN and Guto Bebb after the elections to tackle All set for dates said they are aware of Lowe told RN. “My preven- MP, former chair of the all- the problem.” EUTPD II? More than half of retailers claim they are unprepared Guy celebrates for EUTPD II just under a new beginning month before the first wave of legislation is introduced Retailer Guy Warner in the UK. An RN Twitter (pictured right) celebrated poll found 56% of indepen- the opening of his latest dents believe they are not Budgens store in Winch- prepared for the new law. combe this week with It comes as manufacturers the help of town council prepare to stop producing chairman Jim Mason and 10-packs of cigarettes and pupils from Winchcombe smaller rolling tobacco Abbey Primary School, pouches to meet new legis- who won a competition to lation coming into force on cut the ceremonial ribbon. 20 May. The opening comes as l Your EUTPD II ques- Mr Warner signed a new tions answered, page 26 three-year contract to stay with Budgens following the company’s purchase by Booker last September. Coke Zero re-brand Coca-Cola Great Britain (CCGB) is replacing its Coke Zero brand with new Measure NLW impact, indies urged Coca-Cola Zero Sugar as part The Association of Conve- warned any further hikes NFRN chief executive hourly rates to increase next of plans to further reduce nience Stores has called on will come at the cost of more Paul Baxter said: “These are year, adding: “The govern- sugar and calorie content in retailers to use the Low Pay jobs for independent retail- adding costs to already hard- ment is pretty clear on its its drinks. Commission’s recently- ers and their staf. pressed retailers, many of strategy and it will take The move comes a month launched consultation on The consultation will whom are finding it difcult something monumental to after the government an- the National Living Wage look to gauge the impact to pay themselves the na- shift them of that.” nounced it will introduce and minimum wage rates of recent wage increases tional minimum wage. The news comes as a tax on sugary soft drinks for 2017/18 to demonstrate on businesses, and will Any disproportionate Waitrose announced it will by 2018. the impact of increases on consider chancellor George increase will cost hours and cut overtime and Sunday CCGB will invest £10m to their businesses. Osborne’s target of hiking jobs.” pay for new workers in market the new product as it Following the launch last wages to 60% of median Retail consultant David response to minimum and looks to phase out Coke Zero, week, the government was earnings by 2020. Gilroy said he expects Living Wage hikes. which launched in 2006. 6 22 April 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent BUSINESS to have your say on the latest news Lifestyle East End gala raises massive change £71k for charity West Midlands-based for more wholesaler East End Foods has raised a whop- retailers ping £71,000 for Macmillan Landmark Wholesale said Cancer Care after totalling it is making progress with up donations received from its new Lifestyle Extra and and since the company’s Value fascias, with another gala dinner last October. 10 retailers set to take on More than 500 guests the formats. helped to raise money at the The group said six stores event, which included a ca- will convert to its Lifestyle sino and fairground games. Extra format while an- Director Jason Wohura said: other four will join Lifestyle “We’re amazed at the gen- Value within the next two erosity of all our guests as months. the amount raised is just It will bring the total incredible.” number of retailers under the fascias to 15 following trials of the concept at five stores last year. Q4 results show sales up by 4.9% to £327.5m Strong Christmas trading gives a boost Stuart Johnson, retail controller at Landmark Wholesale, said: “We are currently dealing with a high number of enquiries Nisa product promos set from retailers who have expressed an interest in upgrading their stores to these new formats.” to build member loyalty by Steven Lambert build member loyalty ready meals, and will been boosted by two with another a new update packaging and consecutive quarters Central Nisa has revealed it will product promotion later add new ranges including of strong trading, with launch new product this month, which will energy drinks. sales and volumes over buying promotions this month be similar to its Black The firm unveiled its Q4 Christmas growing at 4.9% to build member loyalty, Friday ofers launched last trading results last week, and 5.8% respectively. move at after a record number of December. with sales growing by “This sets us on a good stores joined it at the end In addition, Nisa 4.9% to £327.5m and case path for the next financial of last year. revealed it is developing a volumes up 5.8% in the 14 year, and we’re aiming to Parfetts The group revealed new digital app allowing weeks to 3 April 2016. get of to a fast start for Parfetts Cash & Carry it had its strongest retailers to place stock Nisa said it was also the first quarter,” said Mr has centralised buying recruitment levels for the orders and track store sales on track to meet its full Brown. functions for all six of its year in Q4 with 111 stores through the firm’s updated year EBITDA expectations “We have achieved depots into its Stockport joining, including 41 Epositive Evolution of £7.2m, which will be what we set out to do, head ofce in a move it retailers joining as symbol system. subject to the completion which was to stabilise claims will improve avail- group members. The group is also updat- of its next audit. the business, and now we ability and service for its Stewart Smith, trading ing its Heritage own label Robin Brown, chief have a bit more firepower customers. director at Nisa, added brand with premium financial ofcer at Nisa, to build our investment in All orders will now be that Nisa will look to pizzas and more chilled said the company had pricing and promotions.” dealt through the head ofce with the exception of short-date items and cigarettes. The firm said butchery will still be avail- Fridge efficiency ‘can help offset NLW impact’ able through all depots but Convenience retailers Refrigeration, advised store and log cabinet tempera- energy-efcient refrigera- will be distributed from its should be investing in owners updating their tures. tion equipment to retailers. Halifax and Somercotes energy-saving refrigeration chillers to look at options “It means that you don’t From June, the Delta sites. equipment to help them such as closed-door units necessarily have to have Refrigeration website will Greg Suszczenia, joint combat the long-term ef- and temperature-monitor- a member of staf to con- have a new feature called managing director, said: fects of the National Living ing technology. stantly check the fridges.” The Lab, which will ofer “The structure of the Wage, according to the He said: “There are some Mr Robinson is work- estimates on the annual business has served the head of a leading refrigera- pretty good, low- cost moni- ing with the Association costs of running chiller company well for 35 years tion company. toring systems that retail- of Convenience Stores equipment based on a but it is now inappropriate Simon Robinson, ers can put on refrigeration to launch online tools to convenience store’s size, for our future plans.” managing director at Delta that can constantly record promote the benefits of services and other factors. Retail Newsagent 22 April 2016 » 7 LAGER PRICES AROUND THE UK Follow RN Pages on twitter 22-23 @RetailNewsagent for expert NEWSTRADE advice to help you grow your sales Half-price vouchers trialled in cross-promotion Scheme could be rolled out in other areas Contract print win A regional publisher has Trinity uses regionals to won contracts to print 30 weekly newspapers on its presses. Discovery Print, the prop up New Day sales contract printing arm of DC Thomson, has won two by Nadia Alexandrou promoting our national Cross-promoting regional cle, it’s our job to make sure newspaper printing con- titles in regional papers and national titles with they pick one of them. tracts – Jonhston Press and Trinity Mirror is using helps stimulates and drive money-of vouchers is part “We’re in a unique Wyvex Media – that will its “unique position” as additional purchase, but in of the publisher’s wider position of having a strong see it producing a further a regional and national terms of budget constraints strategy aimed at encourag- portfolio of both nationals 30 Scottish weekly regional publisher to stimulate sales we have to be careful where ing dual-purchases of both and regionals, and this has titles. DC Thomson has con- of its recently-launched we focus these promotions types of newspapers – a given us the ability to run firmed this will not afect national paper The New on geographically. We’ve trend that has declined in strong cross-promotions retailers. Day in its “big city” regional also made sure we have recent years along with the over the last year or two.” Johnston Press’ contract titles. enough supply of The market, according to Trin- With the acquisition of covers 26 of its titles in The publisher trialled a New Day in the area as ity Mirror. regional publisher Local Scotland, and the Wyvex week’s worth of half-price the promotion starts to Mr Tyldesley said: “With World last year, Trinity Media contract includes the vouchers for The New Day kick in.” the decline of print and Mirror now sells more than Argyllshire Advertiser, Ar- in its Newcastle title, The Trinity Mirror will use rising cover prices, more half a million regional ran Banner, Campbeltown Chronicle, last week. It was the results of the voucher readers are choosing one newspapers across its wider Courier and Oban Times. timed to coincide with the uptake across the north- over the other. While it’s up portfolio, and Mr Tyldesley regional paper’s relaunch. east to determine whether to the customer to choose said the group will use the Alan Tyldesley, divisional to continue it, and which what they want to read, strength of these titles to newspaper sales director at other areas to concentrate whether that’s The New help support and push its Playboy’s Trinity Mirror, said: “Cross- on for similar promotions. Day, Mirror or The Chroni- nationals as well. 200% rise The last nude issue of Playboy saw a 200% uplift in Odd ones in for copy sales compared to the Paul’s mags average across the previous three issues, according to Paul Patel, of WH Smith its distributor Comag. Local in Dibden Purlieu, The news comes as the Southampton, has created a first ever non-nude issue of new magazine bay alongside Playboy came of sale last his post office to highlight week, which Comag con- ‘odd ball’ special interest firmed there would be sales and topical magazines. The data for within the next few retailer is aiming to drive weeks. The move follows impulse sales of high-value Playboy’s successful nudity- magazines by displaying free website revamp in 2014, these titles where customers which triggered a reported queue up for the post office. 400% boost in unique visits He said: “Magazine visibility per month to 16 million. is crucial to my sales, which is why I’ve added another bay onto my island display and standard range.” More WWE Topps extended its WWE collectables range with WWE stickers last week. The stickers, which Wholesaler complaints increase 15% went on sale 14 April, The NFRN reported a 15% and selected publishers chairman of the PDRP said also been apparent from the were launched to coincide increase in the number of from 1 January 2015 to the despite an overall decline complaints resolved via the with the World Wrestling wholesale complaints pro- end of the year under the for 2015, figures published Press Distribution Forum’s Entertainment tour, which cessed through its helpline Press Distribution Charter in the PDRP’s quarterly Helpline.” runs from 16 – 23 April. in the first quarter of 2016. complaints process. reports clearly identified He added the PDRP Topps also supported a The news comes as the Brian Murphy, head of an increase in ‘Delivery addressed this issue on 10 signing event with WWE Press Distribution Review news operations at the - Timeliness’ complaints December 2015, and identi- Superstar Rusev, at the Panel’s annual report for NFRN, said these figures towards the end of 2015. Mr fied overnight road works, Stretford Extra Tesco store 2015 showed an overall were misleading and only Robinson confirmed that vehicle sharing by publish- on Tuesday 19 April. The decrease in the number “the tip of the iceberg”. the pattern has continued ers and consolidation from starter packs are selling at of complaints that were In response to the into the first quarter of 2016. wholesale depots as the key £2.99, with sticker packs made against wholesalers comment, Neil Robinson, He added: “This trend has causes of late deliveries. at 50p. 8 22 April 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news

Kipling’s Choco Leibniz’s reveals £5m on-the-go murder mystery expansion campaign Premier Foods has unveiled A murder mystery will twin packs for its Cadbury provide the setting for Mini Rolls and Mr Kipling Bahlsen’s latest market- Slices as part of investment ing campaign for its Choco in its new ‘on-the-go’ cake Leibniz biscuits. The activ- concept. ity will run across terrestrial The range – which in- and digital channels and cludes Angel, Chocolate and video-on-demand sites un- Lemon Layered Mr Kipling til 22 May as part of a £5m Slices – has been designed investment. Bahlsen will to grow impulse sales for back the ads with a ‘who convenience retailers. done it’ competition run- Products will retail at ning on its website, which 89p, with pricemarked will give away a premium packs available to conve- weekend break. nience retailers later this year. Premier Foods said it is Bespoke PoS kits for retailers to drive sales Codes to appear on 90 million packs now looking to launch Mr Kipling Exceedingly Good Orange, Cranberry and Oat Slices in twin packs. It has also launched a Coca-Cola fans get set to dedicated ‘on-the-go’ cake team to handle the range, and has introduced a range of PoS material to promote net tickets for Euro 2016 the products in indepen- by Steven Lambert 10-digit codes appear on The tickets will cover their sales as excitement dent stores. more than 90 million packs, matches up to the Euro builds.” Football fans will have the including 500ml, 1.25l and 2016 quarter final stages, as CCE will back the promo- chance to claim thousands 1.75l bottles and 330ml can well as home nation games tion with bespoke PoS kits Choice is of tickets to Euro 2016 under multipacks. Shoppers using including England, Wales, for retailers, and has also a new competition unveiled the codes at a Coca-Cola Northern Ireland and the launched its ‘Win Tickets’ on a roll by Coca-Cola Enterprises website will be entered into a Republic of Ireland. marketing campaign. Country Choice is expand- (CCE) this month. daily prize draw, which runs Caroline Cater, opera- The activity includes TV ing its savoury snack range The firm will use its posi- from now until 30 May. tional marketing director and outdoor ads running in with the launch of The tion as ofcial sponsor of A total of 2,016 tickets for CCE, said: “This is one the build-up to the start of Sausage Roll Co. brand this the tournament to launch will be up for grabs, with of the most keenly awaited the tournament, along with month. an on-pack promotion run- 504 winners winning four football events in memory, digital and social media The move will see the ning on Coca-Cola, Coca- tickets each along with and the ‘Win Tickets’ pro- marketing highlighting manufacturer launch a Cola Zero and Diet Coke. £400 to cover costs of travel motion is a great opportu- when tickets will be drawn selection of sausage rolls The activity will see and accommodation. nity for retailers to increase for specific matches. targeted at shoppers look- ing for more premium snacks. The range includes six variants – The Classic, Ten times more coffee sales with Seattle’s Best Pork & Chorizo, Chilli Beef, Aryzta Food Solutions is containing 100% Arabica Nisa Local Manchester fee and a pastry, and we’re Cheddar & Onion, Pork & working with cofee chain beans. The units also Road in London, installed up to selling 110 cups a day.” Smokey Bacon and Pork, Starbucks to introduce a include mini promotional a Seattle’s Best Cofee unit Vincent Brook, retail Cheese & Pickle – which new cofee and food to go stand for stores to display in his store last month. commercial manager at will retail at £2.29. concept to UK retailers. food-to-go lines from Ary- He said: “We had a cofee Aryzta, said it was looking Country Choice will sup- The company has begun zta’s Cuisine de France and machine before where we to expand the concept after port the products with PoS convenience store trials Otis Spunkmeyer brands, charged 80p a cup, but we setting up more than 100 material including branded for its Seattle’s Best Cofee, including doughnuts and were only selling up to Seattle’s Best Cofee units in sausage roll holders and which includes a machine sweet pastries. 10 cups a day. Now we’re Ireland. heated display cabinets. ofering barista-style cofee Anwar Haq, owner of charging up to £3 for a cof- l Retailer profile p24. Hot products for your shopping list

Cadbury Mini Rolls and Mr Kipling Coca-Cola packs will slices will be available in twin contain codes to win packs to promote on-the-go sales Euro 2016 tickets RNUntitled-1 page ad.indd 10 1 15/04/201613/04/2016 11:1110:49 10 22 April 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news

Carry on Slow Mo Guys focus Campo as on Foster’s Heineken has new wine teamed up with You- Tube stars the Slow released Mo Guys for a new Pernod Ricard is launch- campaign promot- ing its latest Campo Viejo ing Foster’s Rocks. variant, Viura-Tempranillo The duo – who have Blanco, as an exclusive for more than 7.5m UK retailers this month. YouTube subscrib- The wine, which com- ers – have produced bines Tempranillo Blanco a slow motion video and Viura grapes from the showing two bal- Rioja region (RRP £9.35), loons filled with will initially be available in paint crashing into supermarkets before rolling each other, to signify out to independent and the combination of convenience stores next rum and lager in Fos- month. ter’s Rocks. It comes as Pernod Ricard reported the Campo Viejo brand has grown 13.6% in value and 9.9% in volume in Consumers collect letters to spell out holiday destinations 20,000 prize getaways the UK over the past year. The manufacturer will support its latest launch with a digital marketing campaign running over the On-pack promo Walkers summer, along with PoS material. ‘will fly off the shelves’ Cider Cup by Steven Lambert with a chance of winning, Thomas Barkholt, mar- The activity follows on consumers must collect let- keting director at PepsiCo, from PepsiCo updating winners PepsiCo claims its latest ters found in promotional said: “We know people Walkers with its Tear ‘n’ Walkers competition will packs of Walkers crisps to love holidays and collector Share range, which features for Pimm’s see the crisps “flying of create the name of the des- competitions with multiple bags that can be turned into Diageo is updating its the shelves”, with shoppers tination they wish to go to. chances to win. This pro- sharing bowls. Pimm’s Cider Cup range given the chance to win In addition, shoppers motion will provide a huge The products were pro- with new flavours to grab a one of 20,000 holidays. finding a sachet in Walkers opportunity to engage with moted with TV and digital bigger share of the £1bn of- Launched this week, single-serve packs will bag retail customers and shop- marketing featuring brand trade cider market. the promotion will ofer a themselves one of 250,000 pers, and we are confident ambassdors Gary Lineker The manufacturer is seven-night stay for four instant-win prizes, from the packs will fly of the and fellow football pundits adding three Cider Cup to one of 26 destinations cameras to designer sun- shelves as consumers plan Alan Hansen and Jamie lines this month – Summer across the world. To be in glasses. their summer getaways.” Redknapp in February. Fruits, Mango & Passion- fruit and Plum & Red Apple – to follow up the launch its Strawberry & Cucumber Feedback prompts new KP Nuts pack features variant last June. All will be KP Snacks has updated its more on retailers’ shelves. pulse 50g bag and has also on year and has a retail available in cases of eight KP Nuts products with new In addition, a re-closeable introduced £1 pricemarks sales value of £59m. He with an RRP of £2.29. designs and pack features label has been added to KP on 80g Original Salted, Dry added: “While we want Claire O’Neill, innovation following feedback from Nuts 270g and 450g bags to Roasted, Chilli and Salt & to maintain the brand’s manager at Diageo, said: consumers. enable consumers to store Vinegar flavours. heritage and popularity in “Our insight shows us that The range now features the products for longer. Matt Collins, trading the sector, it’s important for frequent cider drinkers are upgraded foil packaging For independents, KP controller convenience at us to keep moving forward more likely to experiment and an enhanced KP logo Snacks has also launched KP Snacks, said KP Nuts and stay relevant to today’s by trying something new.” to help the brand stand out KP Nuts Chilli in an im- is growing at 7.7% year consumer.” Hot products for your shopping list

Campo Viejo’s new wine Walkers’ latest on-pack KP Nuts has received range uses Tempranillo competition has 20,000 updated pack designs Blanco and Viura grapes holidays as prizes and features Nestlé Shreddies sponsors

WIN VIP TICKETS TO LIVE SHOWS Show off your talent for sales! Shreddies’ partnership with Britain’s Got Talent will be supported by a £2 million marketing campaign that will include: • On pack promotion - “Win tickets to the live shows” • TV advertising TH • Digital - Knitting Nanas go behind the scenes 10 ANNIVERSARY • Sponsorship from March to May SERIES!

61722_BGT_IRN_A4.inddRN page ad.indd 1 1 18/04/201602/02/2016 12:2019:15 12 22 April 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent REGIONAL to have your say on the latest news Amazon ACS worries over licensing ‘accountability’ The Association of Con- Policing and Crime Bill, the formal consultation on any reference to parliament, expands venience Stores (ACS) has association stated the re- changes to guidance, add- then the Home Ofce must raised concerns over a provi- moval of parliament approv- ing it has failed to do so in consult extensively with food offer sion no longer requiring al could lead to significant recent years. both the on-trade and the Amazon has extended its alcohol licensing guidance changes passing through ACS chief executive of-trade to ensure that any Prime Now one-hour deliv- to be scrutinised by parlia- without any accountability. James Lowman said: “If changes do not have an ery service to postcodes in ment. The ACS has called on the changes to section 182 guid- adverse impact on licence Surrey. In its submission on the Home Ofce to commit to ance are to be made without holders.” The service, which first launched in London in June 2015 before being rolled out MPs and councillors join community support for Sunny ‘I’ve been overwhelmed by support’ to Birmingham, Newcastle, Manchester and Liverpool, ofers more than 15,000 products including a chilled and frozen range. Locals campaign to help It gives Prime mem- bers in areas including Camberley, Lightwater and Aldershot the choice of de- retailer save his business livery within one hour for by Gurpreet Samrai £6.99 or free delivery within a choice of two-hour, same- day delivery slots between A determined retailer at risk 8am and midnight, seven of losing his livelihood is days a week. The service’s taking his fight to the high most popular purchases court in a bid to prevent last year included bottled other small independent water and Pepsi Max. businesses facing the threat Amazon’s full UK gro- of eviction to make way for cery service is expected to homes. launch later this year. Sunny Patel, of Sunny News in Southfields, claims an oversight in regulations RN READER POLL passed in 2015, allowing property such as shops to have their use changed so An application for plan- said. “The legal challenge is launched a crowdfunding YES they can be converted into ning permission to change to stop my shop from being campaign which has raised 100% residential property, left the use of the shop was forced to close but it will nearly £6,000 towards his him vulnerable to eviction. turned down by Wand- have a wider impact, if suc- legal bill which could rise to He is awaiting dates for sworth Borough Council, cessful, of helping to protect £80,000. a judicial review, where but the decision was suc- other small, independent Mr Patel has also received he will argue the policy cessfully overturned by businesses which are now support from MPs Zac has been misapplied, and a planning inspector on also threatened.” Goldsmith and Justine a county court hearing appeal in January. The community has Greening, and councillors. challenging his landlord’s “The legislation was thrown its weight behind “My customers are the eviction notice. Mr Patel’s intended to bring disused Mr Patel with more than ones who instigated the Do you plan to landlord served him notice properties back into use, as 600 signatures added to a crowdfunding and they’re increase your HND in June last year for posses- opposed to assisting owners petition calling on Wand- the ones who really want charge to offset sion of the shop and prem- in achieving the closure of sworth Council to seek a me to stay,” he said. “I’ve ises to convert the property successful businesses and statutory review and chal- been overwhelmed by the the higher wage to a private house to live in. evicting tenants,” Mr Patel lenge the decision. It also support.” cost for adult paper deliverers?

NEXT WEEK’S QUESTION SGF’s ‘no nonsense’ manifesto for elections Some tobacco manufactu- The Scottish Grocers’ minister John Swinney ernment minister to take a permanent form of relief rers are expected to have big Federation has launched on its panel, was the next direct responsibility for the within the business rates brand 10-packs available its “no-nonsense” mani- step in the federation’s illicit trade and the benefits system. until February. Will this festo outlining the key programme of political of having a cross-party SGF chief executive Pete change your approach to the actions MSPs must take to engagement in the run up group on independent Cheema said: “We have EUTPD II 2017 deadline? ensure “a sustainable and to the Scottish parliament convenience stores. The made this a very focused, prosperous” independent election next month. federation is also calling for very practical document

Have your convenience store industry The key issues high- staf in convenience stores – we believe that all of the vote now in Scotland. lighted include the negative to be given the same legal solutions to the problems Go to betterretailing. The launch, at the fed- impact on retailers of a protection as emergency we’ve highlighted can be com/retail-newsagent eration’s Big Debate event potential Deposit Return workers and for the small achieved by MSPs in the which included deputy first System, the need for a gov- business bonus to become next parliament.” 16 14 22 April 2016 Retail Newsagent r 20 be to

c REGIONAL

O n 2 o Regeneration frustration ‘We could lose our livelihood’

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m cost me £800k’ u by Gurpreet Samrai i d A retailer says he has been left in a limbo by a council’s multi-million- t pound regeneration scheme which S he blames for a loss of £800,000 in m trade and his shop becoming a target ha for thieves. Twicken Raj Patel, of Best-one in West Gor- ton, Manchester, told RN that despite being told by Manchester City Coun- cil 10 years ago that due to his store large amount of trade as homes and falling into the regeneration area he a factory in the area have been de- would be moved into new premises, molished, and his shop has become he now faces losing his livelihood. a target for thieves. “The area has He said he has objected the become isolated so we have so many council’s application for a CPO after problems,” he said. “We were broken it broke its “promises” leaving him into only last week and in the past bidding against another group for a we have had six break-ins in 11 days. premises, which he will have to pay The shop has become so deteriorated rent for. and we can’t spend money on it be- “There is no guarantee we will cause it’s going to be demolished.” Shopper insight. get the shop,” he said. “And if we do The regeneration scheme includes we will go from owning a prem- new homes, a television production ises to renting, and the rent is quite base and new retail and ofce space. high. We have lost a lot of trade over Cllr Bernard Priest, deputy leader the last eight years. I have had to of Manchester City Council, said: Fresh ideas. remortgage my house and borrow “Major change can be disruptive to from the bank to keep the business residents and businesses, but the going and cover costs. They have put city council is making every efort us in limbo and we could lose our to engage with the local community livelihood.” – and especially with local traders to Bigger profits. Mr Patel said he has also lost a support them to relocate.” More WH Smith post offices Up to 61 more Post Ofce branches Post Ofce branches from its stores. will move into WH Smith stores over Roger Gale, general manager of the the next 12 months. Post Ofce’s crown branch network, Announcing a new 10-year agree- said: “The vast majority of the Post ment with WH Smith, the Post Of- Ofce’s 11,500 branches are already fice said the plans include 39 directly- run on a franchise or agency basis. run Crown Post Ofce branches for Crown branches are still run directly which proposals to franchise were by the Post Ofce, but we have to announced in January. consider new ways to provide our WH Smith currently operates 107 services in some locations.” Nisa stars’ gala awards night Nisa retailers were honoured for social media to engage with the local their hard work in growing sales community and for growing weekly and improving their stores at the turnover from £45,000 to £70,000. group’s annual gala dinner held in Paul and Pinda Cheema of Nisa REGISTER YOUR INTEREST Stoneleigh last week. Local Malcolm’s Stores in Coventry The award for Nisa Symbol Store took home the Store of the Year of the Year (more than 3,000sq ft) award in the 1,500sq ft-3,000sq ft Contact Keelan Farley went to Hitesh Patel, owner of Nisa category, while Nisa Local Victoria Local Virginia Quay in London. Mr Road, Richmond, scooped the same 020 7689 3356 Patel was recognised for his use of prize for stores less than 1,500sq ft. [email protected] Retail Newsagent 22 April 2016 15 Follow RN HND HEROES f on Facebook In association with facebook.com/retailnewsagent to have your say on the latest news

Bowling star aged 4 Northern district president Mike Michelson presented a trophy to Top Tips four-year-old Hibba Awan who Tony Parker was the highest scoring female bowler in the annual Top Shop Field partner manager, News UK ten pin bowling competition last month. She was playing for H&H Convenience Store in Fell- ing, Gateshead. Kamul Sood, COVER YOUR COSTS 1 T from Chainsons, was the highest Make sure your delivery charges are OP TIP scoring male, with Chainsons competitive but cover your costs – remember in Benton, Newcastle, victori- people will pay more for a reliable quality service. Ofering consistent delivery means your ous with 919 points. Second customers are less likely to cancel. place went to Milbank News, Darlington, while St Andrews Newsagents, Newcastle, took INCREASE ROUNDS 2 T third place. Be prepared to purchase rounds from OP TIP other retailers that no longer want to ofer a delivery service. Increasing your rounds will generate more profit as well as providing more potential drops in areas which you couldn’t Pledge to set up £20m revitalising fund NFRN and retailers welcome plan previously get to. UPDATE WHOLESALERS 3 T I’ll save high street says Make sure you keep your wholesaler OP TIP updated on your delivery service as this will ensure you receive the correct amount of copies during times of change. This is highly important during the summer months when your London Mayor hopeful customers will go on holiday and won’t by Gurpreet Samrai are the heart of our communi- the NFRN welcomes Mr Gold- require a paper for one to two weeks. ties and the building blocks of smith’s proposal for a specific Mayoral hopeful Zac Gold- the economy. fund including a Retail Tsar UP-SELL YOUR SERVICE 4 TO P smith’s pledge to establish a “My Action Plan for Greater to help small businesses and To increase frequency of purchase, talk P TI £20m fund to revitalise Lon- London will deliver our high independent retailers.” to your customers that have a delivery less don’s 600 high streets has been streets with a new £20m fund Meanwhile, Labour rival than seven days per week. Up-selling your service welcomed by retailers. to secure Greater London’s Sadiq Khan states in his mani- will generate long-term loyal customers who value your daily service as it becomes part of their The plans include a £2m economy. And I’ll deliver festo: “Our small businesses, daily routine. “stop and shop” fund to it while protecting family start-ups and entrepreneurs encourage councils to ofer 30 finances and freezing mayoral are at the heart of our economy minutes free parking to draw council tax.” and our communities, and shoppers to town centres. He said the new fund will be supporting them to grow, The package of measures paid from existing underspend innovate and create wealth in his Action Plan for Greater identified by his campaign. and jobs will be central to my London also includes appoint- The NFRN has welcomed the plans.” ing a new “Retail Tsar” to back pledge and is urging all London His pledges include prevent- regeneration across London’s mayoral candidates to adopt ing the loss of business space, high streets, in response to a policies to help the high street by working with local authori- change.org petition backed by and independent retailers. ties to stop the excessive con- 28,000 Londoners. NFRN national president version of commercial space Revealing his plans, the Ralph Patel said: “It is crucial under permitted development Conservative candidate said: that we maintain a strong rights, and supporting com- “London depends on the suc- high street economy and en- munities which want to keep cess of our local high streets courage more people to shop at the character of their high and independent shops – they the high street, which is why streets intact. RETAILER BENEFIT Retention rate for HND post Insurance warning after £14k cash raid offer is 90%. A retailer has warned about the taken from her shop on Monday in her insurance policy. dangers of not banking unin- 4 April. She said: “It’s easy to think sured cash after £14,000 was While Mrs McGowan is still you are safe in your routine, but stolen from her shop. in the process of claiming on I’ve learned the hard way that GET YOUR CUSTOMER TO SIGN UP AT: CALL FOR MORE INFO: Leanne McGowan, of her insurance, she is expecting it’s crucial to put checks in place DELIVERMYSUN.CO.UK 0207 689 3358 Keystores in Alford, Aberdeen, to receive only around 30% of to make sure your money is cor- told RN retailers must not get what was taken. This is because rectly managed.” complacent with banking at the time of the incident the A 39-year-old man arrested in Free delivery for 12 weeks. The price of the newspapers will apply and must be paid in full to the newsagent. Terms and conditions apply, see delivermysun.co.uk for details. regulations after the cash and total value of money in the safe relation to the break-in has been £1,000 worth of tobacco were exceeded the amount specified remanded in custody. CONTACT NEWS UK FOR MORE INFORMATION 16 22 April 2016 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY Tesco reported its first quarter of UK sales growth in three years. Do you see this as a threat to your business? Amandeep Singh Happy Shopper, Barnsley

RETAIL NEWSAGENT It was inevitable Tesco would NEWS ● CONVENIENCE ● PROFIT eventually go back into profit, 11 Angel Gate, City Road, London EC1V 2SD having spent the last few years Tel 020 7689 0600 getting rid of its deadwood and email [email protected] closing down its loss-making Annual Subscription stores. You could take this as a UK 1 year £150 Europe £302 2 years £237 Rest of world £354 bad sign and be nervous about 3 years £333 it, or you can see it as a chal- To subscribe contact 01737 457236 lenge. The competition is always going to be there, it’s just a case Editor Director of Sales of being constantly on the ball, Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 continually innovating, and making sure you’re always one Associate Editor Account Director step ahead of the game. Chris Rolfe Will Hoad 020 7689 3362 020 7689 3370 recently changed from a Mor- morning, Tesco is a bit like an risons. At first the store sufered oil tanker – for it to turn around News Editor Account Managers Bob Sykes Gurpreet Samrai Liz Dale Denmore Premier Food Store, when it was taken over, but it profits today, it would have had to 020 7689 3386 News body 020 7689 3363 Denbighshire has changed its strategy and start working on a strategy two Reporters LettersDwain Nicely name, We’re not really afected by become a lot more price competi- or three years ago. It has Aldi and Steven Lambert 020 7689 3372 020 7689 3357 letters address Tesco here, the nearest store is tive. Nonetheless, we’ve learned Lidl hot on its heels and it’s clear Nadia Alexandrou Sales Executive five miles away. A Tesco Express how to live with it. it is taking this seriously and (classified) fighting back. For me, I’m going 020 7689 3350 Aiden Gilbert was meant to open opposite us Features Editor 020 7689 3366 five years ago, but it did not get Bal Ghuman to make sure my Premier promo- Tom Gockelen-Kozlowski Audience planning permission. We do Premier AK News, Shrewsbury tions are working hard to capture 020 7689 3361 Development have a My Local near us, which As Radio 4 put it the other the attention of customers. Head of Production Executive Darren Rackham Chris Chandler 020 7689 3373 020 7689 3382 Designer Marketing Manager Emma Langschied Tom Mulready YOUR STOCKWith recent research showing that 020 7689 3380 020 7689 3352 46% of magazines are bought on impulse, what Your stockMarketing Assistant Tom Thorn 020 7689 3384 do you do to capture more of this type of sale? Managing Director Nick Shanagher Andrew Newton 07966 530 001 Nisa Local, Brierley Hill, West Midlands Email fi[email protected] We light our magazine bay with If you do not receive your copy of RN bright LED lights. Although we please contact Chris Chandler on 020 7689 3382 or have just moved our range from email [email protected] the front to the back of the store, Printed by Southernprint, Poole, we have gone from two sets of on 80gsm Galerie Fine Gloss paper nine low shelves to one set of Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT 18 shelves at eye level. This is to make it easier for customers Audit Bureau of Circulations July 2014 to June 2015 average net to browse. We picked the idea circulation per issue 14,539 up from the strategies of some Winner of the 2009 ACE gold award for Tesco and McColl’s stores. circulation excellence by a smaller magazine Paul Patel WH Smith Local, Southampton

Retail Newsagent is published by Newtrade Publishing Limited, which I’m in the process of creating is wholly owned by NFRN Holdings Ltd, which is wholly owned by the another bay separate from Benefits Fund of the National Federation of Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, my standard selection, which comments and reviews included are not necessarily those of the will go by the post ofce where for the Queen’s birthday, to impulse purchases. We’ve cut Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from people are queuing. This will encourage impulse buys. our range by around 20%, mostly Retail Newsagent may only be undertaken with the prior written display what I call ‘odd ball’ agreement of the Editor. women’s magazines, but it’s far Contributions are welcomed and are included in magazines – a variety of special Meinir Simpson more important what you actu- part or whole at the sole discretion of the Editor. interest and quirky titles that Kiel House Stores, Newport ally do with your display than Newtrade Publishing accepts no responsibility for submitted material. Every possible care is customers cannot find in We have just done a refit with the size of it. We’ve made our bay taken to ensure the accuracy of information. supermarkets. I also put topical Costcutter, and we’ve cut down brighter with better lighting, and magazines on my counter, for our range and moved it right by our customers have already com- For trade use only example a few royal magazines the till, which will help drive mented on the new arrangement. Retail Newsagent 22 April 2016 17

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 SOLD THE FRONT PAGE! THANK YOU FOR YOUR SUPPORT After nearly 30 years, we have sold The Front Page. Over the years we have had the privilege to work alongside like-minded colleagues whose commitment to customer service and the willingness to adapt to the changing retail environ- ment has enabled the store to become an integral part of the community. As a result, we have won a number of regional and national awards. My grati- tude to all leading trade publications for keeping us updated with related matters within the trade. Special thanks to all at Newtrade for creating the Independent Achievers Academy. In a short time, it’s become the Oscars of the trade awards and provides the benchmark to judge one’s store against the very best in the industry. Thank you to all our customers for their loyalty and to my wife for her vital support over the years. Ushi Vithani The Front Page, After 30 years at his East London store, East London Ushi Vithani has sold The Front Page

But I have a number of questions. The benefit of selling a copy of The Dave Shedden, head of Major retailers’ Why doesn’t News UK pay more Times has been increased. We will communications at Menzies, to HND retailers like myself or also support retailers with additional said: “We were sorry to read about Mr silence on cuts remove the cover price so we can cash where they can help us recruit Patel’s difculties. In this instance, sell at a price to cover our costs? their customers to subscription. In demand for copies of My Zoo Animals is deafening Why do all publishers follow each addition, News UK’s investment in the has outstripped supply. Our local team With regard to your article on other cutting terms? Are they independent retail universe remains has taken action to locate replacement newspaper margins (RN, 15 April), I working together like some sort of unrivalled in the industry. Executed copies and have successfully sourced wholeheartedly agree with Neville cartel? Why won’t any publishers through our local field sales teams, we the missing issues, which will be Rhodes’ reply. News UK’s Chris increase their pathetic 2p handling have been focused on how we grow your consigned to him directly.” Duncan’s attempts to justify his allowance? total shop sales through activity such Peter Hilton, head of client newspapers’ contempt for the inde- In the case of the Star and as our store refit programme, perfect relations at Comag, said: pendent retail trade – particularly Express price cuts – which are sub- shops and home news delivery.” “We have seen that recent sales when the link between publisher sidised by retailers like myself – I performance has been stronger and major retailers is highlighted – haven’t seen any increase in over- Animal tragic than anticipated at this point of the is scandalous. all sales. People who are in charge collection. National supplies have now It is inconceivable to think that, of these businesses wouldn’t take a I’ve had an ongoing issue with My been increased from issue N32 (on sale knowing their dominance, the ma- wage or bonus cut. Zoo Animals, particularly late de- mid-April) onwards and we hope that jor retailers would merely accept a What have publishers done to liveries and lack of response to my this will help with any problems that terms cut without complaint. They reduce carriage charges on fixed- request for more copies. The latter Mr Patel and any other retailers have would not tolerate such arrogance price products? Can someone also issue is no longer relevant since I been experiencing on this collection.” from any other supplier. explain to me who is paying for lost that customer after failing to Imagine Mr Duncan’s reaction if free newspapers at Waitrose? save copies for him. they were to boycott his titles over As the old saying goes, pay pea- The former, however, is still a their whole retail estate? I find the nuts, get monkeys. If Mr Duncan big problem and, more often than major retailers’ silence deafening, wants to invest in newspapers, not, I don’t receive the collectable and the publishers’ position unfair he should invest Mr Murdoch’s on the day it’s meant to come – on the independent trade, despite money, but not at the expense of Wednesday. Why doesn’t their comments to the contrary. newsagents. This is particularly unfortu- Guy Pollington Why do publishers treat retailers nate because my customer is only News UK pay Pollington Newsagents like second class citizens? Walton-on-Thames, Surrey around my area on Wednesdays, so Vijay Patel when I cannot give it to him that more to HND Higham Newsagents, Higham Ferrers, Northants day he misses out on that week, Have publishers and I risk losing him. Whenever I retailers like Chris Duncan, News UK chief query it with Menzies, however, it myself formed a cartel? customer officer said: says it’s in the hand of the publish- Chris Duncan goes some way to “The package of price and margin paid ers. Vijay Patel justify the term cuts on the Mon- delivers significant incremental sales Amit Patel Higham Newsagents, day to Friday edition of The Times. value and cash margin into retail. Belvedere News, Kent Higham Ferrers 18 22 April 2016 Retail Newsagent

YOUR Gurpreet Samrai [email protected] 020 7689 3386 @GurpreetSamraiRN ISSUE f facebook.com/retailnewsagent WILL PCC CANDIDATES PRIORITISE RETAIL CRIME?

ith PCC elections report by the Federation of Small Higher visibility of policing is my arms of action to reduce business looming, RN has Businesses. This area is quite ne- top priority. crime and that includes crime carried out its own glected by law enforcers. I know against small retailers. We are survey to find out if it’s controversial, but I have been Chris White, big supporters of CCTV and have W Hertfordshire, candidates will make tackling considering private security. We invested in it. That’s all about retail crime a priority. We spoke can identify certain areas where Liberal Democrat making our town centres safer, to 10 candidates, seven of which shopkeepers and other businesses I am not fully aware of the extent protecting our businesses and we pledged to make the issue a prior- are struggling and prioritise those. of the problem, but I know it’s are encouraging business partner- ity if they are elected. I have never seen such an extent of bigger than shoplifting alone. I ships. Retail crime is very much at robberies and burglaries in my area. would look at making it a priority the forefront of our business crime Steve Uncles, There’s a lot of violence attached to because without small retailers, strategy. More work needs to be Kent, it and that needs addressing. Each high streets, side streets and cor- done and if I’m elected it will re- English Democrats shop should also have access to ner shops would disappear, which main a policing priority. Retail crime isn’t one of my priori- a panic button attached to a cen- would have a massive efect on ties, but community policing is tre. I would make it one of my top the community and more vulner- Kathryn Holloway, high on my list. The best way of three priorities as retailers need to able groups that rely heavily on Bedfordshire, tackling retail crime is prevention. feel they can run their businesses shops they don’t have to drive to. Conservative One way to do this is to have people without fear of being murdered or One of my broader themes is the I would propose that major retailers on the ground who have the stat- attacked. need to communicate better with that employ store detectives release ure and presence to deter people victims of crime, so I would also them to train as special constables. who want to carry out this sort of Melanie Hurst, like a group of retailers in the area That would mean retailers small crime. We would make it possible Northumbria, I can turn to for a constant update and large would enjoy umbrella for people to have their own local UKIP on issues. cover from people who understand police force, so where you have a I am aware it’s a big issue. I used to their priorities. I’m aware of the group of shops together you will be the fraud manager in the town Marc Jones, dangers, and it’s a priority because have a security guard who can be centre so I’m aware of the level of Lincolnshire, these people don’t have the protec- converted into a special constable, violence, and that it is on the in- Conservative tion of large store detectives and who will hopefully be taken more crease. It would certainly be one of We have had six knife-point rob- they quite often don’t have money seriously than a security guard. my top three priorities because of beries in Lincoln alone over the to invest in the security measures the significant impact it has, not last two months, so it is some- larger stores have in place. I will be Patrick Lowe, just on retailers, but on the com- thing on the radar locally that supporting the creation of seven Sussex, munity around them if it’s not needs tackling. The lack of neigh- community policing hubs through- UKIP tackled. One of the ways to tackle bourhood policing, certainly in out Bedfordshire. Each will be head- As a person who has a business it is increasing the presence of bob- rural areas, makes it harder to get ed up by a sergeant, with specials that has supplied retailers across bies on the beat. a police response quickly and that attached to it. the south-east for 18 years, I am makes them an increased target, David Whitehouse, fully aware of the challenges retail- so we need to work to keep smaller Ron Hogg, Warwickshire, ers face in terms of safety and the communities protected. One of the Durham, Independent fact there are a lot more robberies initiatives I want to introduce is Labour and knife crime. Tackling the issue I was a police ofcer for 35 years community constables who rep- We have a very strong partnership is a priority for me. My preventive and the head of the department for resent and serve only in that com- with the North East Retail Crime policing plan is about getting po- community safety, through which munity. That would help support Association and have worked with lice constables back out in the com- we set up a retail crime initiative retailers, whether it’s anti-social them for a number of years to look munity on the beat. Retailers want where retail radios were given out behaviour outside shops, shoplift- at how we can tackle crime against face-to-face policing for extra se- as well as a database of prolific ing or violent attacks. It is a prior- shopkeepers. One of things we do curity. At the moment it is reactive shoplifters. Over the last five ity and it would remain a priority. when we have shoplifters who have policing based on call centres and I years the number of ofcers on reformed is to take them to shops want to move away from that. the beat has reduced and it would Barry Sheldon, to advise shopkeepers how best to be my intention to get more vis- West Mercia, prevent shoplifting. It wouldn’t be a Therese Hirst, ibility on the streets, by recruiting Independent specific priority, however. Because West Yorkshire, special constables. Along with We made business crime a polic- of the links to anti-social behav- English Democrats rural crime, business crime is ing priority in 2013 and since then iour, violent crime and shoplifting, I have been doing research on the important and I am aware there have developed a business crime it is something that is a concern issues retailers face following a are attacks on shopkeepers. strategy. We are taking diferent and a part of a wider priority. Retail Newsagent 22 April 2016 19 NEVILLE [email protected] 020 7689 0600 RHODES @RetailNewsagent Structural change is needed With the current newstrade supply chain creating "an industry in crisis", Neville Rhodes suggests alternative options for a more sustainable future Paul Baxter, the NFRN’s chief – the two red-tops by the same executive, spoke recently about percentage on the same day. NFRN chief executive Paul Baxter newspaper and magazine retailers As if this were not painful has called for radical change before operating within “an industry enough for retailers, Menzies it's too late for the newstrade that’s in crisis because its struc- turned the knife by increasing tures are all wrong”. carriage charges for the second thorities have spent years inves- wholesalers are in their treatment That was putting it mildly. time in a year even though trans- tigating the distribution system, of retailers. Unlike most other FMCG supply port fuel prices remain around and their most recent conclusion As for structural changes, I chains, where retailers are treated the same as they were eight years was that although it disadvan- would immediately scrap cut-of with respect as the gateway to ago. Judge for yourself whether tages retailers in some ways, there times and give each wholesale consumers, in the newstrade the carriage charges have become a were insufcient grounds for manager discretion to commence majority of news sellers are ex- racket. ordering fundamental changes. deliveries at whatever time is pected to take what they are given With so much wrong with Instead, they recommended that necessary to ensure compliance and do as they are told. the distribution system it’s not the industry resolve problems with all RDTs. Cut-of times are So sales are lost because deliver- surprising that sales in both cat- through self-regulation – a proce- pointless if they don’t allow RDTs ies arrive late, occasionally due to egories continue to decline alarm- dure with a long history of doing to be met. breakdowns or other unavoidable ingly. What is shocking is that so very little to help retailers. Other immediate reforms delays, but more often because little is being done about it. If I were still in the trade I should include tiered incentive publishers have not kept to their Retailers will have to confront would be as ruthless and cynical schemes to promote sales, and scheduled arrival times, or be- this crisis themselves because no in my work with the news cat- measures to encourage sub-retail- cause cost-cutting by wholesalers one else will. The competition au- egory as the publishers and ing to low-volume outlets when has jeopardised their compliance their wholesaler account becomes with customers’ RDTs. unviable. Other sales are lost through the Before too long the industry mis-allocations of copy, especially Cutting terms doesn't pay should also consider contracts when retailers’ requirements are between publishers and retailers, *+ It's now six months since Northern & Shell halved the price of sacrificed to meet internal targets. the Daily Star, and both the daily and Sunday editions have gained and the practicalities for groups Fixed cover prices benefit the sales. Retailers have not shared in the publisher’s good fortune, of local retailers sharing a single publishers by contributing to an however. The terms cut that came with the price reduction has drop-of point for their supplies, orderly market, but the quid pro cost the retail trade over £14,000 a day in lost margin, which is to reduce delivery costs and save quo for retailers should be proper not much of a reward for those retailers who were daft enough to carriage charges. negotiations with trade associa- continue supporting the title . It was daft because by accepting a The publishers’ and wholesal- tions over terms. near-5p a copy reduction to their profits from Northern & Shell, ers’ old standbys of terms cuts and Yet at a time when retail- those retailers sent a message to all other publishers that they carriage charges increases won’t ers were facing unprecedented could get away with terms cuts – and the Mail, Sun and Mirror duly save the newstrade. As Mr Baxter increases in their employment reduced their percentage margins at the first opportunity. I look says, it needs structural change – costs, the three largest newspaper forward to the occasion when retailers finally demonstrate to a before it’s too late. titles, the Sun, the Mail and the publisher that cutting trade terms doesn’t pay. Neville Rhodes is a freelance Mirror, reduced their trade terms journalist and former retailer 20 22 April 2016 Retail Newsagent

Gurpreet Samrai [email protected] 020 7689 3386 @GurpreetSamraiRN f facebook.com/retailnewsagent Crimestoppers

When a crime needs reporting Crimestoppers is there to listen and feed back intelligence to the authorities. According to its director of operations Roger Critchell, it’s a model that is finding much success

RETAIL NEWSAGENT Tell us about RC We see quite a lot of theft and and people are selling it on, on Crimestoppers. robberies in relation to smaller behalf of serious organised crime. ROGER CRITCHELL We work closely with stores. There’s also the sale of illicit Quite often people don’t realise the small business community to try alcohol and cigarettes. In general, serious organised crime is behind to assist them if they have issues de- fraud is the biggest thing in all it. People see it as a Robin Hood signing and running awareness and areas of retail, particularly online. scenario where legal tobacco is taxed information-gathering campaigns We are getting more and more so heavily so all they are doing is in relation to crime. We also offer a information about that and quite evading tax. platform for local communities to re- often it’s internationally based so it’s We have They don’t realise that what port criminal activity against retail. very difficult for law enforcement to they’re actually doing is fuelling tackle it. seen about serious, organised crime and driving RN How do you work with other harm straight back into their own organisations? RN What is the biggest challenge you a 25% rise in communities. RC We tend to work with everybody face when tacking the illicit tobacco information from the police and trading stand- market? RN How successful have campaigns ards to tobacco manufacturers on RC There are two types of networks – coming into run by Crimestoppers been? awareness campaigns when there shopkeepers who sell it because it’s RC We have seen about a 25% rise is intelligence linking it to serious cheap and members of the public us in the past in information coming into us in organised crime. We look at any re- buy it, and then your more organised the past 18 months. That’s mainly quests with three things in mind group where it goes one step further 18 months because we have done more follow- – what is the criminal activity, who up campaigns. is the target audience, and what law We have seen seizures of illicit enforcement agency is prepared to goods as a result of information and assist, because we don’t do any activ- Company CV intelligence that we have gained ity unless there is a law enforcement has helped target and disrupt agency prepared to take our informa- ** ** criminal networks linked to illicit Company Crimestoppers tobacco. tion. Roger Critchell We then use money from the Director of operations Independent crime-fighting charity Crimestoppers industry, whether that be a tobacco Profile RN Is reporting crime effective? manufacturer or The Federation helps law enforcement agencies locate criminals and solve RC We’re assisting law enforcement Against Copyright Theft, to fund the crimes. It has an anonymous 24/7 phone number that can agencies and I think the industry campaign. Through the Association be used to pass on information about crime as well as an as a whole is helping to target these of Convenience Stores we have anonymous online platform. The charity pays cash rewards criminal networks. There is also a lot also offered third party rewards for of up to £1,000 if the information provided leads to one or of prevention advice available from violent crimes. more people being arrested and charged. the industry and law enforcement Latest news The charity is in talks with various organisations and we are helping to highlight the RN Retail crime continues to have about new campaigns targeting the sale of illicit and problems. If there is more awareness a devastating impact on the counterfeit goods. that tends to lead to prevention and livelihoods of store owners. What more information coming in to us so are Crimestoppers’ main areas of ** ** law enforcement can disrupt more focus? criminal activity. UNLOCK THE SECRETS TO YOUR SUCCESS

“The biggest beneft is the challenge of the assessment. Working through the categories gives us a chance to be honest with ourselves” Julian & Jackie Taylor-Green Taylor-Green Spar, Lindford IAA 2016 Ambassadors

Benchmark your shop by May 20 at betterRetailing.com/IAA

Untitled-7RN - 2016 benchmark1 v2.indd 1 30/03/20164/1/16 3:44 10:21 PM 22 22 April 2016 Retail Newsagent PRICEWATCH LAGER KRONENBOURG 1664 500ml Price distribution % 46% 14% s Pricing strategies 52% of independents sell this product at or 12% below the £1.65 RRP RETAILER 10% 1 8% NAME NARESH GAJRI STORE Premier Cranhill 6% LOCATION Glasgow SIZE 2,900sq ft TYPE housing estate 4% We have a mark-up of around 2% 15% and always have a lot of promotions. They reduce our 0% margins, but the supermarkets ofer good deals and we have to provide something similar if

£1.35 £1.38 £1.41 £1.51 £1.55 £1.30 £1.36 £1.39 £1.45 £1.49 £1.50 £1.56 £1.58 £1.59 £1.65 £1.40 £1.60 - £1.30 +£1.65 we want people to buy from us. Tennent’s is most popular, fol- LAGER PRICES AROUND THE UK lowed by Budweiser. Bottles of Budweiser have got a lot more PRODUCT RRP AVERAGE RETAILER RETAILER RETAILER RETAILER RETAILER popular recently. People tend

1 2 3 4 5 to buy multipacks these days – 15-packs are growing in popu- Carling larity. We stack them up near 15-pack £12.99 £13.09 £10.00 £10.00 £10.00 £10.99 – 440ml the counter to drive sales. Stella Artois 4-pack £5.69 – £5.49 – £4.49 £5.49 £5.00 500ml Foster’s 4-pack £5.65 £5.50 £5.65 £5.65 – £6.49 – 568ml Stella Artois £1.49 £1.34 – – – £1.40 £1.25 500ml RETAILER Foster’s 15-pack £14.99 £12.27 £10.00 £10.00 £10.99 £10.99 – 440ml 2 Kronenbourg NAME DAN COCK 1664 £1.65 £1.28 – – £1.49 £1.40 £1.25 STORE Premier Whitstone 500ml LOCATION Holsworthy, Devon SIZE 1,200sq ft Carlsberg TYPE village 500ml £1.25 £1.21 – – – £1.10 – We sell mainly pricemarked packs, with margins of 20% to Budweiser 30%. Bigger packs sell much 4-pack £5.49 £5.18 £5.49 – £4.49 £5.49 £5.00 500ml better than smaller ones. We stack up displays of 15- Carlsberg packs on the floor near the 4-pack £4.39 £4.37 – £4.39 – £4.39 £5.00 counter. They’ve become 500ml bestsellers, and sales of Coors Light eight-packs have declined. 4-pack £4.99 £4.71 £4.99 – £3.99 £4.99 – Carlsberg is our most 500ml popular lager, but sales of Carlsberg Export Foster’s have improved 4.8% 4-pack – – – £5.25 £6.00 £5.25 – a lot in the past year. Sales of American and

Stella Artois continental beers, such pint can £1.95 £1.97 – £1.98 £1.89 £1.50 – as Corona or Desperados, are improving.

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 22 April 2016 23

Toby Hill [email protected] 020 7689 3350

RETAILER RETAILER 3 4 THE NAME SAMANTHA COLDBECK NAME JULIE DUHRA STORE Wharfedale Convenience STORE Jule’s Premier Convenience ENTREPRENEURS Store Store LOCATION Hull LOCATION Telford The world’s best business brains and SIZE 1,600sq ft SIZE 1,500sq ft TYPE high Street TYPE high street what you can learn from them We aim for margins between We aim for a margin of around 18% and 22% on undiscounted 25%, although most of our lager lagers, and 10% on promotional is pricemarked, which can be lines. Lager sales are highly restrictive. We buy mostly from price-led, and our promotional Booker, which has good deals stock sells very quickly. We on lager, with the same brands keep as much as possible in the on ofer every fortnight or so. chiller, ready to drink, which We’ve seen beer sales fall in the makes a big diference to how past few years as people have well it sells. We sell four, eight less money to spend. They are and 15-packs – single cans are also buying smaller amounts just an occasional purchase for – packs of four instead of eight, our customers and we don’t sell for example. many of them. We’re selling a lot of 15-packs now, particularly Carling, which always tends to be our most popular lager. DAVID LLOYD to TDR Capital for £750m. Route to the top The group retains the David David Lloyd was a well- Lloyd Leisure name to this known tennis player, day. captaining the British Davis Cup team in the 1970s and 1980s. The Essex-born Key achievements RETAILER entrepreneur opened the l The David Lloyd Group first David Lloyd Leisure now includes 89 UK and 5 Club in 1982. In 1995, when European David Lloyd NAME MEHMET GUZEL 18 branches had been Leisure Clubs, two exclu- STORE Simply Fresh Bethnal Green established, Whitbread PLC sive Harbour Clubs and five LOCATION London acquired the company for David Lloyd Studios and SIZE 1,700sq ft £182m. Whitbread ran more a membership of around TYPE high Street than 50 David Lloyd Leisure 440,000. We aim for a profit margin of Clubs but sold the com- l In 1965 Lloyd won both 20%, presenting our lagers in pany for £925m in 2007. The singles and doubles titles at the chiller without any fancy Lloyd family maintained a Junior Wimbledon and the layout or displays. They sell strong connection with the following year was runner fine like that. Traditionally, business. In 2013 London & up in the junior singles. four-packs of Kronenbourg Regional Properties agreed l He was chairman of Hull and Red Stripe have been most to sell David Lloyd Leisure City AFC and Hull FC. popular. But we’re seeing a big growth in craft beers, which isn’t surprising for this part of London. Craft beers bring Lessons for your store in new customers, although 1 Capitalise on what you know – Lloyd we also see some old regulars looked at how he could incorporate his trading up. Kernel Table Beer is tennis knowledge into a business. particularly popular right now, but all our craft beers are going 2 Find a gap in the market – Lloyd introduced from strength to strength. family-oriented, racquet sport-focused gyms, which were new to the market. 3 Look at the bigger picture – by joining Whitbread and then TDR, Lloyd’s gym brand has grown to almost 90 centres. 24 » 22 April 2016 Retail Newsagent THIS WEEK IN MAGAZINES Pages 41-45

ocated just a short walk from the they thought would encourage youngsters heart of London’s business district, to pick it up. Canary Wharf, Anwar Haq’s Nisa “We listened to them and moved this to LLocal store is a haven for ofce the back of the shop, where we can also keep ‘Starbucks workers looking for a quick bite to eat and a better eye on it for security reasons.” families looking to do a larger shop at a Working with the community, Anwar reasonable price. says the situation has become “much better”, But it didn’t always used to be this way. and has allowed him and his team of 12 staf With Anwar’s father establishing the busi- members – including his son Zubair – to look ness as a small newsagents in 1980, the land- at new opportunities to grow the business. scape back then was very diferent to today. This includes working with Aryzta Food in a Anwar says: “We used to have problems Solutions to trial the group’s Seattle’s Best with drug dealers using the walkways and Cofee unit, which uses the same blend of garages around the back of the store. cofee as Starbucks. “It got to the point where the council told Anwar says: “We had a cofee machine us to either extend the store into the garages before where we charged 80p a cup, but we to deter them, or risk being closed down.” were only selling up to 10 cups a day. c-store’ Deciding to tackle the problem head “We installed the new machine about on, Anwar expanded the floor space from a month ago, and customers are telling us With his store located in a around 1,000sq ft to 2,800sq ft in 2002 and, that the taste is milder and is much better. three years later, joined the Nisa symbol We’re now doing on average 110 cups a day, once run-down area, London group to expand into fresh fruit and which is a big diference.” veg, chilled and frozen food and general The unit also comes complete with pro- retailer Anwar Haq faced the groceries. motional stands for Anwar to stock food-to- difficult decision of whether The investment coincided with the go lines from Aryzta’s brands, Otis Spunk- redevelopment of the Docklands area, with meyer and Cuisine de France. Shoppers to expand his shop or face a number of new homes helping to attract using the machine can pick up croissants, closure. He chose to invest and more families and builders to the area. doughnuts, cookies and other treats as part “We made some big changes to the store of a £2.50 or £3 deal. has grown sales thanks to new to make it more inviting,” says Anwar. “For “We have had a lot of people picking up example, we had parents using the nearby products when they get a cofee, especially opportunities such as fresh school who were concerned about alcohol in the morning where we’re most busy,” coffee. Steven Lambert reports being located at the front of the store, which says Anwar. Retail Newsagent 22 April 2016 25 I think it’s very important to support your community. We’re about to give £2,000 to the local youth club through donations raised through the store.” ANWAR HAQ

Anwar used to sell around 10 cups of coffee a day, but now sells 110 cups a day with his new machine

In addition, Anwar has worked with “It got to the Aryzta to introduce the firm’s Pierre’s hot point where food-to-go concept. The store now features a counter the council promoting breakfast items such as bacon told us to and sausage baps in the morning, and toasted baguettes, popcorn chicken, either extend sandwiches and other meals in the after- noon and evening. the store into The range is promoted with a digital the garages menu by the counter, with customers able to order food to take away or eat in at a to deter them, small seating area located nearby. or risk being “It’s helping to keep people in the store for longer and they often pick up more closed down” products when they do,” says Anwar. These products include a vast range of chilled and frozen goods to suit all tastes and budgets, including more exotic products such as authentic homemade cur- ries, crayfish tails and a large selection of coconut waters. Anwar says future plans will focus on building up his food-to-go and cofee sales, VISIT MY SHOP including adding an extra digital screen to attract more trade to his Pierre’s counter. Nisa Local He says: “I’ve been in the area for 40 286 Manchester Rd, years and we’ve always tried to ofer the London best service and deals to customers, and E14 3HW we’ll continue to do so.” l Want to see more of Anwar’s store? Go to betterretailing.com/anwar-haq 26 22 April 2016 Retail Newsagent TOBACCO

s tobacco a category still worth bothering with? When will menthol cigarettes disappear? IWill my wholesaler help me through the changes? With not one, but two, unprece- dented new sets of regulations about to arrive, keeping abreast of develop- ments in the market has never been more difcult. Or important. To get you ready for both the EUTPD II and standardised pack- aging, RN looked for answers to some of our readers’ most pressing questions and discovered the details that both you and your staf need to know to keep up.

What is What is EUTPD II? plain, or standardised, Now is not packaging? the time to The EUTPD stands start getting for the European Unions’s Tobacco rid of 10-packs Products Direc- and rolling tive. It’s a series of rules regarding the way tobacco tobacco products are manufac- formats Plain or standardised packaging tured, packaged and sold rules stem from UK rather than within the EU. It was that are still EU legislation. They mandate what recently updated, earning cigarette packs and roll-your-own it the “II”. selling tobacco pouches must look like. Retail Newsagent 22 April 2016 27

With the arrival of plain packaging as well as the EUTPD II seemingly certain, should I change the way I manage this category to prepare? What’s happening when? Kate Clark Sean’s News, 20 May 2017 2020 Upton-upon-Severn 20 May 2016 Menthol cigarettes are EUTPD II and standardised The sell-through period The orthodox answer so far has been “no”. ends and retailers must banned, along with other “It’s business as usual, nothing should packaging legislation is due flavoured tobaccos. to come into force. From not sell any non-EUTPD II change in terms of category management this point no manufacturer compliant stock. for now,” says Jeremy Blackburn at JTI. can produce non-EUTPD II He specifically points to availability and compliant products. A 12- ranging as being cornerstones of good month sell-through period practice that retailers should follow. This, begins. he says, will “make sure stores remain a destination for smokers”. The one point where adaption might be wise at this point, JTI says, is on staff train- ing. “Training will become increasingly important as staff who are knowledge- able about the legislation will aid a store in being compliant and guide customers through the changes, helping to secure re- peat custom,” he says. Philip Morris’s sales director Jerry Mar- golis agrees that “getting the fundamen- Staff who are tals right will be critical”. knowledge- He adds that the need for good availabil- ity extends to products that are covered by able about the the EUTPD. “Now is not the time to start legislation will getting rid of 10-packs and rolling tobacco formats that are still selling,” he says. aid a store Significantly, however, Mr Margolis is in being compl- How are one of the first figures from a major to- bacco manufacturer to move away from iant and guide cigarettes merchandising advice that has existed for customers decades. “Taking lessons from affected? 21 of the 25 Australia with plain through the top-selling packs, we would rec- changes cigarettes will ommend retailers be banned by to merchandise EUTPD II their products alphabeti- cally by brand Minimum pack sizes name, as this will be raised to 20 has made How will the biggest- cigarettes, making it easier for 18, 19 and 10-packs staff to find selling tobacco illegal. Cigarettes products cus- will have to be sold in tomers were looking for. products be affected? plain packaging, 65% Is a gantry still Mr Margolis goes of which must display the right option a health warning. so far as to advise retail- ers to consider moving for your store? away from the traditional behind-the- counter gantry. “Also, if they have an op- portunity to put tobacco above or below the counter, this will free up more space for them to display high margin lines such as spirits. A back bar gantry behind closed doors will not be the best use of their Research by Retail Newsagent shows space,” he says. that 21 of the 25 top-selling cigarette packets will become illegal in May 2017. » 28 22 April 2016 Retail Newsagent TOBACCO I feel like as a business we’re Has plain ready but our customers are totally ignorant of the Why bother to packaging upcoming legislation. We’re keep selling doing our best to educate legislation been them but is there any prospect tobacco of some kind of industry or introduced government campaign to products at all? elsewhere? prepare people? Lorraine & Trish Lettley EJ Teare Newsagents, Wellington, Somerset 39% Market research Say tobacco is main shows that tobac- driver to visit store The answer is almost certainly not. The co is a key ofering government is not going to run a campaign for convenience that tells people how to buy tobacco and stores. 39% of manufacturers are not able to communi- adult smokers say cate with the public because of the long- tobacco is their Plain packaging standing ban on advertising. main driver to came into force in So what can you do? JTI’s Jeremy Black- visit. The average £10.57 Australia in 2012. burn urges retailers to make sure they’re spend of a tobacco Average spend of a Ireland and France ready to answer any EUTPD-related ques- smoker is £10.57, tobacco smoker have also passed tions. “It is crucial that independent retail- almost double that plain packaging ers follow Lorraine and Trish’s example of a non-tobacco legislation. and are in a position to answer smokers’ smoker (£5.45). questions,” he says. If it’s a frustration that once again the trade is put at the frontline of not only implementing new regulation, but also ex- plaining it – one positive is that it doesn’t have to do it alone. JTI is one of a number of manufac- What turers committed is plain to support- ing retailers packaging to educate their Australia has had customers. Its intended standardised “Your Guide Through Change” initiative packaging provides, Mr Blackburn says, “a go-to to achieve? for four years source of industry-leading advice that of- fers reassurance and clear, practicle steps to continue to profit.” Similarly, Imperial Tobacco describes How has plain its educational “Partnering for Success” initiative as offering “guidance around packaging EUTPD II and standardised packaging leg- islation” – again highlighting that suppli- ers are beginning to be more open about legislation the likelihood of plain packaging coming into force. affected

Plain packaging tobacco sales aims to dent smoking rates in Australia? by removing brand imagery, The Australian Bureau of Statistics one of the few reported a 12.2% yearly fall in tobacco Fall in customer-facing consumption between December tobacco marketing 2013 and 2014. BAT, however, has consumption techniques insisted that the legislation has not in Australia left to tobacco prevented Australia being a boon companies. market in the Asia Pacific region. 12.2% Retail Newsagent 22 April 2016 29

When does the When during the year will the TPD-compliant stock begin How has plain ban on menthol to appear on the market and packaging when will 10-packs and small cigarettes come RYO products disappear? affected levels into force? Mark of illicit trade in Ansell Liskeard News, Australia? Liskeard, Cornwall

Earlier this week, Ritmeester field devel- opment manager Andy Swain told RN his company will have non-TPD product avail- 3% able until September, but other industry According to a rise in sources have said they expect this stock KMPG report, illicit Retailers will no to remain in circulation until as far away Australia has wit- tobacco longer be able to as February. nessed a 3% rise in sell menthol fla- To put these predictions in context, the illicit tobacco voured cigarettes Ron Ridderbeekx, head of legal and trade since the from May 2020. external affairs at British American introduction of Tobacco, told RN how the transition from standardised current tobacco packaging to EUTPD II packaging in 2012. and plain-packaging compliant packag- ing, is causing major challenges for Will manufacturers. One is the uncer- flavoured tobacco tainty caused by late passing other than menthol of legisla- tion (draft be affected by rules will not be EUTPD II? sent to parlia- Flavoured tobacco ment Can until 22 will disappear April), is retailers sell Yes. From May 2020 all products creating that give cigarettes a characteristic difficulty pricemarked flavour other than tobacco will be with supply. banned (for example, candy, alcohol, Another is the vanilla, fruit, spice, herbs.) requirement that packs? factories stop producing for a period of time as machinery is up- dated or replaced to produce the newly- mandated packaging. Backing Mr Swain’s point, Mr Ridder- beekx says the result of these challenges is higher production of existing pack What is meant sizes. “BAT has had to produce higher stocks by “Track and prior to the 20 May 2016 manufacturing deadline in order to avoid out of stocks,” Pricemarked Trace”? he says. “The TPD explicitly provides for packs can transitional provisions to allow product no longer be manufactured before 20 May 2016 to be produced. Ex- sold until 20 May 2017.” isting stocks Track & Trace is a technology Meanwhile, with the 2017 deadline still can be sold Imperial intended to combat the illicit 13 months away, Andrew Miller, Imperial until 19 May trade in tobacco products. It Tobacco’s head of field sales, says the 2017, when Tobacco is consists of a code on cigarette company is working to inform and edu- their sale will working hard outers that identifies legiti- cate retailers about the legislative ins- also become mate products and enables and-outs and the potential impact EUTPD illegal. to inform them to be tracked at each II and standardised packaging will have and educate point of movement from pro- on their businesses. duction through to end sale. » Your Guide Through Change Clear practical advice on TPD2 JTI has launched a brand new initiative to support retailers ahead of the new EU Tobacco Products Directive (TPD2) legislation – ‘Your Guide Through Change’. The comprehensive communications plan will see JTI provide online training modules, educational videos and easy-to-read information packs, all available 24/7 through JTI Advance, so that retailers know what to do when.

Here, JTI provides industry leading advice and clear, practical steps for now, to ensure retailers continue to profit from the tobacco category and are up to speed on the legislation. TPD2 will come into force from May 2016. There will be a year’s sell through period, meaning that from May 2017 a range of tobacco products will be banned from sale… but for now it’s business as usual.

What are the What should I do now? changes and In a changing environment, it’s more important than ever the key dates? that retailers focus on best practice and get their availability and range right. JTI has developed ARTIST, which stands for May 2016 Availability, Range, Training, Innovation, Sales and Technology - a simple six step guide to maximising tobacco profits. Manufacturing Deadline Full details can be found on jtiadvance.co.uk Last date to manufacture packs less than 20 ready made cigarettes and packs less than 30g roll your own. AVAILABILITY RANGE

Is your gantry fully Do you stock a wide May 2017 stocked with no gaps? range of pack sizes and price marked packs? Do you have a Sell Through Deadline dedicated member of Do you know the best- Packs less than 20 ready made staf to manage gantry selling formats and cigarettes and packs less than 30g stock levels? brands in your area? roll your own can no longer be sold Do you have a plan in Do you stock a wide in the UK. place to manage selection of brands out of stocks should across all price Standardised pack design (shape, they occur? segments? size, materials and opening mechanisms).

Untitled-2 10 13/04/2016 13:27 Retailer insight Here, tobacco retailer, Joseph Mooney, talks about the importance of availability and range in a changing environment.

Joseph Mooney, Tobacco Retailer Mooney’s Convenience Store, Scotland

“Having a good range and maintaining availability is key. Print out your planogram and speak regularly with your existing adult smoker customers – take note of what is selling well and listen to the types of products that they want. By focusing on training my staf and communicating with customers we’ve ensured that our sales haven’t been afected.”

Worth 1 £15bn of97% existing adult in the UK, tobacco smoker shoppers, is the biggest FMCG in the traditional category and the convenience channel, No.1 contributor to said tobacco was one store turnover in the of the reasons for convenience channel2 visiting3

Where do I find more information?

JTI has created a video containing everything retailers need to know about TPD2. To watch the video, visit the legislation section of JTI Advance at: jtiadvance.co.uk/article/tobacco-products-directive

Here retailers will also find a training module which they can use to ensure staf are well trained on the law and regulatory and legislative changes.

If you haven’t signed up yet, speak to your sales rep or contact JTI’s Customer Care Line on 0800 163 503.

1. JTI Estimates 2015. 2. IGD Research 2015 - sales contribution by category (2014). 3. JTI IPSOS Research 2015. JTI’s UK trading company is Gallaher Limited.

Untitled-2 11 13/04/2016 13:27 32 22 April 2016 Retail Newsagent TOBACCO

What are the new prices going We dealt with the display ban to be? We’ve already had to When will new “Track and I think we can deal with adjust to selling 17s and a lot and trace” features plain packaging too, but what of our customers just want to comes after? Is there any know what the price will be if be implemented? indication what the next big pack sizes change. It’s all about regulation will be? the cost at the end of the day. Joey Duhra Vip Jules’ Premier Convenience Store, Telford Measuria New Track and Prior Way One Stop, Trace security Derbyshire features will be One of the major criticisms of the way that implemented successive governments have dealt with to- The best indication of price so far comes in May 2019. bacco regulation is that, before a particular from BAT which has already made its set of rules have even been implemented, larger Cutters Choice format EUTPD II- new regulation is being considered. compliant at 30g. How much does it cost? “The government seems intent on layering It’s currently pricemarked at £10, and increased regulation upon retailers without although this analysing the impact of existing legislation is a more of a How is first,” says Jeremy Blackburn, head of com- premium RYO munications at JTI. brand than oth- rolling Yet once the arrival of plain packaging is ers, it gives an confirmed and in place, is there much more indication of tobacco The same packag- regulation that can be put onto this catego- the dramatic ing rules that ry? The answer, predictably, is yes. rise in price affected? apply to ciga- Alongside further regulation on smoking smokers are rettes will apply in public places and other restrictions not di- going to have to packets of rectly concerning retailers, tobacco licensing, to get used to. rolling tobacco. in line with alcohol retailing, is the idea most With pri- The minimum commonly proposed idea. cemarking pack size will be a While some argue that such a move would removed from pouch of 30g. benefit the fight against the illicit trade and packs and to- provide greater penalties to retailers found bacco hidden to be breaking tobacco legislation, others are behind cov- less convinced. ered gantries What is “The government is consulting on intro- there may be ducing tobacco licensing, so we have to view a temptation the key this as a live threat, though one we can seek for retail- to address with a strong evidence-based ers to boost submission to that consultation,” says ACS their margins and raise prices. It’s some- date for chief executive James Lowman. He doubts thing the industry is warning store owners that there would be any of the promised ben- against. retailers? efits regarding illicit trading. “Licensing sys- “Regarding price, we highly recommend tems load costs and administrative burdens retailers stick to the manufacturer’s RRP, Retailers will no longer on retailers, and the registration scheme or at least shop around their area to make be able to sell packs of adopted in Scotland has not been effective in sure they’re in line with the marketplace,” less than 20 ready- tackling the illicit tobacco trade. says Jerry Margolis at Philip Morris. “When made cigarettes, or “We will be calling on HMRC and enforce- we went dark, shoppers immediately as- rolling tobacco packs ment agencies to use the existing resources sumed that prices had gone up on tobacco, less than 30g, from May and penalties to tackle the illicit trade.” so retailers need to keep this in mind in 2017. an even darker market. If they over-price tobacco, they will out-price themselves against their competition,” he says. Imperial Tobacco’s Andrew Miller How will customers agrees with this sentiment. “Indications show that the downgrading trend is set to or retailers be continue,” he says. The company’s value All packs will be brown cigarette brand Carlton recently rose to able to identify in colour, with the become the top-selling cigarette in the brand and variant independent channel and Mr Miller admits different cigarette name given in grey that, like other manufacturers, Imperial text. No logos or other “needs to continue to offer compelling so- brands under plain branding will be per- lutions” to down-trading customers, what- mitted. Retailers will ever the legislative environment. packaging rules? have to identify brands from the name alone. Retail Newsagent 22 April 2016 33

Will I get any support from my How much opportunity will there wholesaler to make sure I’m Will electronic be to find success as a tobacco compliant and in-stock? specialist retailer and how can I cigarettes also create this niche for my store? Vip Panchmatia have to carry Paul Hexagon Stores, Andover health warnings? Patel W H Smith Local, Diben Purlieau From work that RN’s sister magazine Better Wholesaling did to report on this Manufacturers such as Ritmeester argue that sector the answer seems to be an unequiv- while many retailers will inevitably de-list slow ocal “yes”. selling products, other retailers will benefit from “The role of the wholesaler, to act as Yes. They will becoming specialist stores. And with pipe and a link between supplier and retailer, has have to carry a cigar packaging exempt from any incoming plain never been more important,” Palmer & health warning that packaging legislation, there are advantages to Harvey managing makes up at least 30% of the specialising too. “Products such as cigarillos, director Martyn text on the packaging. which have a double filter for a smoother smoke, Ward said. As are designed for cigarette smokers who want to the single have something different.” Clearly being the only biggest branded option available to many customers tobacco should benefit this category. dis- To aid retailers making this switch, Ritmeester tributor – which produces the Royal Dutch cigar range – in the says its sales team have begun a process of edu- UK, the Will there be cating retailers which, it hopes will be passed on whole- to customers. Mr Swain describes the lack of pub- saler changes to lic knowledge over the changes as “frightening”. is in an The second, method of specialisation is to important restrictions on invest in the growing e-cigarettes market. Earlier position and this month BAT publically stated its ambition to Mr Ward says the product sizes become the most innovative market leader in the company’s “van sales category and all major e-cigarette suppliers are team are on hand to talk to retailers of electronic investing in this fast-maturing category. and prepare them for upcoming changes,” Although the EUTPD II regulations may pro- he told Better Wholesaling earlier in the cigarettes? vide challenges to retailers – there is a similar year. 12-month sell through period for non-compliant James Bielby, chief executive of the Fed- e-cigarette stock – it is striking that this is a cat- eration of Wholesale Distributors, agrees. egory where new regulation is being welcomed “Wholesalers always make sure their in most quarters. “At Blu we welcome most of the customers are up to date with legislative changes. We believe the legislation will improve changes and they will support them during the quality of products available in the market,” the transition to standardised packag- says Marc Michelsen, senior vice president of ing over the next 12 months through their communications and public affairs. retail clubs, business development manag- To take advantage of this growing sector ers, online advice and depot staff.” Blu recommends using in-store posters, promo- To know the exact details of what sup- tions and display units – all things that are no port is available from your wholesaler con- Yes. A maximum refill size of 10ml longer possible in tobacco but which can help tact them directly. will come into force, with a maxi- independents develop a reputation for having a mum nicotine content of 20ml/mg. specialist range.

Did retailer and other industry lobbying WHAT HAPPENED NEXT?

against EUTPD II achieve anything? With just weeks to go until their implementa- tion, final confirmation of the rules surround- ing the EUTPD II and standardised packaging regulations is yet to appear. In terms of EUTPD British American II the legislation still needs to be transposed Tobacco’s Ron Rid - into UK law but this is likely to be just a for- derbeekx thinks 1 2 mality. Standardised packaging is, however, The 12-month 3 The removal of so. He says three A delay in the still subject to a legal challenge in the high sell through a proposed ban key compromises banning of men court. A final judgement is expected in early period for on bevelled pack - were achieved: - thol cigarettes May and you can get all the details, reaction retailers aging to 2020 and advice in Retail Newsagent. l 34 22 April 2016 Retail Newsagent CIDER Who are your cider-drinking customers? As Lee Graham argues, the answer will say a lot about the kind of products you should stock and the merchandising advice you should heed Is your range up to date? he cider market has diversi- fied in recent years, with diferent cider products Tappealing to diferent de- mographics. So it makes sense that retailers who understand which customers are buying which types of cider, and target their ranges ac- cordingly, will be giving themselves Our flavoured the best shot at capitalising on the ciders are category. RN takes a look at four types of massive with cider customer, and speaks to sup- pliers and retailers to find out how the under-35 you can best meet the needs of your customer base. age group

The flavour-seeker TOP TIP Fruit cider is the fastest-growing favour of a new Wild Blueberry & Keep abreast of segment in the cider category, expe- Lime flavour. new flavours. riencing double-digit growth. Accord- “The launch was encouraged In addition to ing to retailers, these drinks are most by research indicating young Bulmers Wild popular with younger drinkers. adults’ desire for flavour Blueberry & “Our flavoured ciders are mas- experimentation. Blueberry’s Lime, new sive with the under-35 age group,” popularity is soaring in the products likely says Sam Coldbeck of Wharfedale UK, yet surprisingly there to be a hit Premier in Hull. “Our best-selling has been no mainstream with flavour- can is Strongbow Dark Fruits, while blueberry-flavoured cider in seekers include Bulmers Crushed Red Berries & Lime the market – until now,” says Kopparberg and Bold Black Cherry are also doing Emma Sherwood-Smith, Frozen Mixed Fruit nicely. Strangely, Bulmers Zesty cider director at Heineken. Cider, and Old Blood Orange isn’t doing so well Mout Kiwi & Lime with us, despite the national trend.” In an innovative and Passionfruit Indeed, Zesty Blood Orange was market, new flavours & Apple from the biggest-selling new cider product can drive sales Heineken. of 2015 according to Heineken, bringing one million people into Cider has gained the Bulmers brand – 50% of whom were new to the cider category. The many new fans company recently stopped produc- among the young ing its Bold Black Cherry variant in » SOLD OVER 1.3 MILLION CANS IN THE OFF TRADE IN THE FIRST 12 WEEKS FROM LAUNCH!1

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70074_SCA_RETAIL_NEWSAGENT_AD.indd 1 16/03/2016 15:53 36 22 April 2016 Retail Newsagent CIDER

The brand-loyal customer TOP TIP “Merrydown Vintage Medium two-thirds – 60% – of cider is con- “While some brands are cider in 750ml bottles has sumed by the over-35s. A third of flourishing, others are shown particularly strong all cider consumers are actually showing steep double- growth in impulse stores, aged over 50, and that percentage digit declines in sales,” where sales volumes are up by is growing.” says Debs Carter. “This 19% and value has increased by Another brand to find success makes it essential for 22% over the past year,” says in this area is Strongbow with retailers to stock the Debs Carter, marketing direc- its cloudy variant, though brands that continue to tor for Merrydown. available in cans, presents a perform well and have She attributes this success similarly traditional proposi- the staying power to partly to the brand’s heri- tion. ride out the rise and fall tage, which resonates And, according to the most of the category.” particularly well with recent data, apple cider is older customers. now growing ahead of “Merrydown flavoured cider in conve- celebrates its 70th nience, with a 17% uplift anniversary this year in sales value and volume and the brand has an – pushing its volume share established and very of glass-bottled cider sales loyal consumer base,” to 43%, just short of fla- says Ms Carter. voured ciders’ 48% volume “There’s been a lot share. Almost two- of shelf space being Meanwhile, sales of pear thirds – 60% – Traditional given to the new wave cider are continuing to branded ciders of cider brands targeted decline, and this now ac- of cider is at 18 to 30-year-olds, counts for just a 9% volume attract a key but retailers should and 7% value share of consumed by demographic note that almost these bottles’ sales. the over-35s The value hunter The next “Our biggest sellers are the 3l bottles at the cheaper end of the market,” generation says Julian Hull of Nisa Local in According to Diageo, makers of Southminster, Essex. “Perhaps there Pimm’s, ‘spiders’ (spirit ciders) are the was a time when cider would be “third stage of the premium-ciders Warmer considered an older man’s drink, evolution” and are attracting a new weather helps but these days I’d say value ciders There’s generation of cider drinkers. boost sales are more popular with middle-aged Daf Pugh Williams, senior innova- women, if anything. a clear tion commercialisation manager at for Easter this year compared to last, “We have four or five of the relationship Diageo, explains: and all our alcohol is down this year. cheaper brands on ofer, including 3 “Stage one was glass bottle served The reason? Last Easter was hot and Hammers and Frosty Jack’s, which between over ice, and stage two was flavours sunny; this year was a washout. The at £4.45 for 3l is our cheapest. Frosty such as pear. Then last year, Pimm’s weather plays a massive part. And if Jack’s is also our biggest-seller, so low price introduced Cider Cup, which com- it’s hot, drinkers of all kinds are going there’s a clear relationship between and high bines Pimm’s No.1 with British cider to want cold drinks.” low price and high sales.” and a hint of strawberry and cucum- It’s important to recognise the sales ber flavours. kind of area in which your store “While flavoured cider contin- TOP TIP operates, as what works for Julian ues to show strong growth, we are “When stocking your won’t necessarily work for ev- conscious that we need to evolve with fridge, the faster-selling ery store. Indeed, Terry Caton TOP TIP our consumers’ tastes,” adds Mr Wil- categories and products of Londis on Chatsworth If you’re in an area liams. “We believe that ‘spider’ drinks should be at eye level,” Road in Chesterfield, where value is key, represent a potential sales opportu- advises Diageo’s Daf Derbyshire, says: “We’re be sure to stock nity of over £14m across total trade.” Pugh Williams. “Place in an area I’d describe the cheapest and Retailer Samantha Coldbeck top sellers in the centre as mid-to-high-end, best-selling larger says these ‘spider’ products are of the category as they and we sell hardly any bottles. The biggest gathering pace in her store and act as ‘anchor’ brands. Frosty Jack’s. But in sellers nationally advises fellow retailers to keep And remember, visible my previous store, are Strongbow 2l them chilled, as this can make a pricing is a key factor which was right next (average price £3.06), big diference to sales. “Without in the decision to to a council estate, Frosty Jack’s 2l +50% a shadow of a doubt, people will purchase.” l we shifted 20 to 30 free (average price buy from chilled. Ideally we’d keep cases of it each week. £4.18) and perry all our cider chilled, including the There’s no way we’d brand Lambrini 1.5l 1l and 3l bottles, but sadly we just Pimms Cider is a get those types of sales (average price £3.46). don’t have the fridge space. ‘spider’ according in this area.” “We’ve just looked at the figures to Diageo 38 22 April 2016 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS Grab a slice of this Easy cheesing What’s got Nestlé smiling? United Biscuits has added pricemarked Kraft Heinz is bringing its Macaroni & Nestlé will back up its sponsorship of packs to its McVitie’s Slices and Cheese frozen ready meals to the UK, National Smile Month with the launch of Flapjacks ranges. available in three flavours. Polo Sugar Free Extra Strong next month.

RRP £1 RRP not given RRP 50p Outers 10 Outers not given Outers 48 Contact 0800 138 0813 Contact 020 8573 7757 Contact 01904 604 604

Fancy that! We’re all screaming here Plenty of power Premier Foods is promoting its Mr Häagen-Dazs is launching its ice cream Plenty has updated its The Original One Kipling French Fancies in a new £2.5m in 300ml tubs for the convenience and The Fat One kitchen towels to make TV campaign. sector. them 15% stronger.

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Free always tastes better Are you festival ready? Tasty cakes, tasty margins Unilever is launching a 40% extra free Red Bull is launching limited edition Premier Foods has launched pricemarked version of its Flora ProActiv 250g packs can designs to promote its Culture Clash packs on its Mr Kipling and Lyons this month. music festival. products exclusively for convenience retailers. RRP not given RRP various RRP £1 - £1.69 Outers not given Outers various Outers various Contact 01293 648 000 Contact 01344 418 396 Contact 01727 815850

C’mon let’s twist Check this, FitBit Summer’s coming! Budweiser is launching bottles Lucozade Sport will give away FitBit fit- Costcutter has revamped its featuring Twist-Of caps designed to ness checkers in a new campaign fronted Independent ice cream range with new eliminate the need for bottle openers. by England footballer Harry Kane. pack formats and flavours.

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CAR0198_GA_Rainbow_A4_AW1.indd 1 14/04/2015 11:43 Retail Newsagent 22 April 2016 41

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

Round up

NADIA ALEXANDROU Magazines reporter ADOPT A LONG- TERM STRATEGY Making phonecalls for this week’s vox pop on what retailers thought of Tesco’s return to profit for the first time in three years made me think about the importance of a long-term strategy in Kids’ favourite a difcult market. Bal Ghuman, of Premier AK News in Shrews- bury, thought the media’s comparison of the multiple to an oil tanker was a lesson to be CLANGERS MAKING A learned for all retailers. He said: “To drive profit in either business you would have had to start implementing that strategy years in advance, which is something any retailer needs to con- NOISE ON THE SHELVES sider to make his business sustainable.” It’s clear that Tesco’s impressive turnaround They’ve been on a planet of their own for more than 40 years. Now was not down to good weather or one-of they’re casting their spell on a whole new generation of youngsters events, but to careful long-term planning that saw it return to profit in a challenging and THIS LAUNCH is based on animated chil- competitive market dominated by massive dren’s series, Clangers. The magazine is discounters. aimed at children aged three to five, and Similarly, in the tough and declining market contains stories and colouring-in pages. of newspapers and magazines, independent LA H Issue one, which will be going into just shy UNC retailers have the capability of implement- of 8,300 independent stores, comes with a ing measures to secure a profitable long-term CLANGERS future for this part of their businesses. sticker section, a Clanger alphabet poster, a MAGAZINE Paul Patel, of WH Smith Local in Dibden Pur- whistle and a figurine toy. Clangers, which On sale 27 April lieu, Southampton, told me of his plan to create is about a family of creatures who live on a Frequency monthly another magazine bay alongside where his moon-like planet, is a longstanding series Price £2.99 customers queued for his post ofce counter. originally aired by the BBC in 1969. A new Distributor Frontline On it, he would put high-value special interest series, narrated by Monty Python actor Display with Michael Palin – pictured above with two of CBeebies Magazine, and topical magazines to attract customers’ the show’s stars – started in June last year Swashbuckle and attention. Octonauts. on the CBeebies TV channel, with high Doing something like this may mean setting viewing figures. aside time in an already-busy week, but once in place, your changes can help you earn revenue with little or no efort in the long-term.

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ON SALE NOW ©2016 MARVEL www.paninigroup.com 42 22 April 2016 Retail Newsagent THIS WEEK IN MAGAZINES

L LOVE TO KNIT & CROCHET AUNCH Love to Knit & Crochet is a new monthly title from On sale 22 April Time Inc. UK’s The Craft Network series. Each is- Frequency monthly sue will be covermounted with a gift, and the first Price £5.99 issue comes with a kit to crochet a miniature cat Distributor Marketforce and kitten. This 68-page magazine is for all those Display with Love to Make, who knit and crochet, from beginners through Knitting & Crochet, Simply to advanced knitters and crocheters. Content is Knitting divided into four sections that are based around trends, ideas, pictures and patterns.

F R T FROZEN EE GIF This issue of Frozen comes with several gifts, On sale 27 April including an Elsa Snowflake twirler, a memory Frequency monthly box craft activity and a cut-out board game. Sales Price £3.99 figures from the Audit Bureau of Circulations in Distributor Seymour February showed Egmont Publishing’s Disney Display with Jacqueline Frozen retained its position as the leading chil- Wilson, My Beautiful dren’s magazine in the market. This echoes the Princess, Girls Love animated film’s performance, which became the fifth highest-grossing film in box ofce history.

F Bestsellers R T CLASSIC AMERICAN EE GIF News & current affairs This issue of Classic comes polybagged with a free On sale 21 April Title On sale In A1 events guide wallplanner. All UK newstrade Frequency monthly date stock copies of the May edition include the supplement, Price £4.40 1 Private Eye 13.04 which features all the major events happening in Distributor Comag the sector and advertisements for a range of related Display with Motorcycle 2 Economist 16.04 services. Alongside its regular sections, the May News, Auto Car, Classic 3 Weekly News 23.04 issue includes features on a 1968 Mercury Cougar, a Car Weekly 4 New Scientist 23.04 1963 Chevrolet Corvair Monza, a 1970 Dodge Chal- lenger and the 2016 Wheels Day event. 5 Spectator 16.04 23.04 6 Irish Post S PECI AL 7 The Week 23.04 SLAM The next edition of SLAM is a special collector’s issue On sale 27 April 8 Investors Chronicle 22.04 called Kobe Bryant, which is all about the player and Frequency monthly 9 Irish World 16.04 his 20-year career in basketball. He is set to retire Price £5.95 10 The Gleaner 14.04 from basketball at the end of the current season, and Distributor Comag this tribute to him will cover his time at the club and Display with Kitesurf UK, 11 New Statesman 15.04 his international playing career. This includes “rare” Hoops NBA, Darts World 12 The Voice 14.04 photos from his career, as well as an exclusive ques- 13 National Geographic 29.04 tions and answers piece. 14 BBC History 22.04

21.04 SPARKLE WORLD F 15 Barbados Nation R T EE GIF 16 New Yorker 25.04 This bonus issue of Sparkle World comes cover mounted with recently-launched collectable Magiki On sale 21 April 17 Monocle 21.04 Mermaid. This edition also includes a My Little Pony Frequency monthly 18 Nature 14.04 nail set, as well as a Barbie competition, stickers, Price £2.99 19 The Oldie 31.03 stories and activities. Magiki Mermaids, launched Distributor Comag by De Agostini, went on sale on 20 April, and is being Display with Frozen, Pink, 20 Time International 25.04 supported by a four-week TV campaign. Disney Princess Data from independent stores supplied by

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RNRN-StripAd-21April.indd banner.indd 1 1 18/04/201618/04/2016 10:3310:44 Retail Newsagent 22 April 2016 43

F S R T BBC GARDENER’S WORLD PECI AL EE GIF Industry The May issue of BBC Gardeners’ World includes On sale 26 April a Gardens to Visit Card and a 68-page guide. The Frequency monthly viewpoint re-usable card allows readers 2 for 1 entry to more Price £4.50 Simon Carrington than 400 gardens across the UK and the Republic Distributor Frontline Publishing director, of Ireland until April 2017. This issue also includes Display With Gardens BBC Good Food, BBC Top Gear part two of the Back to Basics series, focusing on Illustrated, Amateur the 25 essential gardening techniques. A retail Gardening, Modern Gardens sales value of £828,000 is expected for the issue.

TAB TAKE A PUZZLE ooking has never had such a high S This issue of Take a Break’s Take a Puzzle PECI AL profile in the UK media. Across mag- is ofering readers the chance to win over On sale 28 April azines, online, events and of course, £10,000 in prizes. This includes a £3,000 break Frequency monthly TV, we are surrounded by an absolute to Alicante, £2,500 in cash prizes, a three day Price £2.20 proliferation of recipe content and trip to Cologne, a DVD box set and £500 worth Distributor Frontline Cchefs all helping us to be better cooks. of vouchers. Take a Puzzle is the second best- Display with TaB Take a BBC Worldwide is at the forefront of the UK selling mixed content puzzle magazine in the Crossword, TaB Puzzle food media industry, publishing both the UK’s UK and ofers readers 68 pages of a variety of Selection and Puzzler biggest-selling food magazine and market- popular puzzles. Collection leading website. For UK magazine retailers, the cookery category is worth almost £13m annu- ally and is a sector in growth. BBC Good Food S WORLD OF CRUISING PECI AL generates 30% of that retail This month’s issue includes a guide to the top sales value and outsells 10 locatons in the Mediterranean, as well as On sale 23 April its nearest competi- Top two competitions to win a Saga Cruise and a Frequency 8 issues a year tor by almost three luxury chaufeur driven weekend break. Accord- Price £4.95 to one. tip ing to Marketforce, World of Cruising is the UK’s Distributor Marketforce The maga- As the UK’s number one food best-selling cruise magazine. Also in this issue Display with Conde Nast, zine industry media brand, ensure you place Traveller, Living France, there is a guide to the best holiday reads, cruise National Geographic is changing, BBC Good Food magazine tips from the experts and a pick of the top 10 Traveller though, as read- front of fixture to capitalise cruise spa treatments. ers’ habits evolve on the success of the and demands on cookery market. OH COMELY MAGAZINE their time change. SP L Magazines have to This issue of Oh Comely is themed around sisters, ECI A change too in order to stay featuring interviews with Welsh actress Alexandra On sale 15 April relevant. As magazine publishers, our job is to Roach and musician Frankie Cosmos. Newly pub- Frequency bi-monthly create products that allow our audiences to in- lished under Iceberg Press, this will be the magazine’s Price £5.00 dulge their passions, and in food that passion 30th issue and will be distributed to an extra 2,000 Distributor Comag extends beyond recipes. And so BBC Good Food independent newsagents. This issue will also feature Display with Elle, Red and magazine is changing to give readers a greater guest illustrator Talluah Fontaine and a review of Vogue breadth of content in addition to the wonderful American artist Georgia O’Keefe’s work, 100 years recipes our readers love. after it was first exhibited in Chicago. Our new magazine is bigger in size and we’ve added more pages. The magazine now

R R includes some of the UK’s highest-profile E N E H ANGLING TIMES DESIG LAUNC food columnists covering travel, restaurants The Angling Times is changing from a newspaper to On sale 26 April and wine. In the first issue of our new-look a magazine format, with the first edition out on 26 Frequency weekly magazine, Britain’s favourite cook, Nigella April. According to Frontline, the newspaper gener- Price £1.99 Lawson has selected 12 of her favourite recipes ates £2.1m in retail sales value, which is forecast to Distributor Frontline exclusively for readers of BBC Good Food. increase to £2.3m a year in its new format. This issue Display with Your Coarse By investing in BBC Good Food magazine we comes with two wagglers (floats) and will contain Fishing, Anglers Mail, hope to be able to enjoy a shared success with more pages for the same price. Carp Talk retailers across the UK.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT HOW SANDIP KOTECHA’S BESPOKE DIGITAL APP BOOSTS SALES AT HIS LONDIS STORE Plus, Bintesh Amin reveals some great new ideas for improving his stores, and how RETAIL NEWSAGENT hot drinks could drive additional sales throughout your shop this summer NEWS ● CONVENIENCE ● PROFIT 44 22 April 2016 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini

DeAgostini Disney Frozen Shopkins Abatons Republic Build the Ford Mustang 15 100 8.99 Friendship Starter £2.99 Humans of Ireland Activity Cards Build the Millennium Falcon 68 100 8.99 Stickers £0.50 Starter £5.99 stickers Starter £4.99 Stickers £1.25 Starter £3.99 Cake Decorating Relaunch 163 165 2.99 Cards £1.00 Cards £0.70 Dinosaurs & Friends 61 80 5.99 Jazz at 33 and third RPM 7 70 9.99 Official Star Wars Factfile 117 120 2.99 Shopkins Simply Stylish Knitting 16 90 3.99 Cards £4.99 Official UEFA Star Wars Helmets Coll’n 8 60 9.99 Force Attax Stickers £1.00 Euro 2016

Zippo Collection 16 60 19.99 Extra Adrenalyn XL Star Wars Starter £3.99 Starter £4.99 Abatons Eaglemoss Cards £1.00 Cards £1.00 Starter £7.99 Cards £1.00 3D Create & Print 66 90 6.99 Star Wars Build A Solar System 35 104 6.99 Force Attax DC Comics Graphic Novel 18 60 9.99 Starter £4.99 Disney Cakes & Sweets 137 160 4.50 Hero Attax Cards £1.00 Official UEFA

Doctor Who Figurines 70 70 7.99 Starter £4.99 Euro 2016 The Good Sticker Marvel Chess Collection 67 96 8.99 Stickers £1.00 Dinosaur Collection Marvel Fact Files 162 200 3.50 Starter £2.99 Star Wars Starter £2.99 Military Watches 57 80 9.99 Stickers £0.50 Stickers Stickers £0.50 Star Trek Ships 70 70 10.99 Starter £2.99 Match Attax Stickers £0.50 2015/16 Hachette Starter £3.99 Art of Crochet 34 120 2.99 Fifa 365 Cards £1.00 Art of Knitting 65 90 2.99 Starter £2.99 Wales Sticker Star Wars Stickers £0.50 Collection Art Therapy 57 100 2.99 Stickers Part 2 Album £2.99 Black Pearl 119 120 5.99 Starter £2.99 Stickers £0.50 Build the Mallard 86 130 7.99 Stickers £0.50 Build the U96 86 150 5.99 Classic Pocketwatches 96 100 8.99 Match Attax Extra 16 Dr Who Complete History 17 80 9.99 Fifa 365 Starter £3.99 Judge Dredd Mega Collection 34 80 9.99 UEFA Adrenalyn XL World of Cards £1.00 Starter £4.99 Batman Marvel’s Mightiest Heroes 61 60 9.99 Champions League Cards £1.00 Starter £2.99 My 3D Globe 68 100 5.99 Official Sticker Cards £0.50

RBA Collectables Collection Merlin Official Starter £2.00 Amazing Dinosaur Discovery 60 80 5.99 Premier Stickers £0.50 League Sticker My Zoo Animals 33 60 5.99 Northern Zootropolis Precious Rocks, Gems & Minerals Collection 65 100 5.99 Ireland Sticker Starter £2.99 Starter £2.50 Real Life Bugs & Insects 83 85 5.99 Collection Cards £0.50 Cards £0.50 WWE Slam Attax Then, Album £2.99 Stickers £0.50 Now, Forever

Minions Starter £4.99 Collectables Starter £2.99 Cards £1.00

DeAgostini Stickers £0.50 Paw Patrol Magiki Bunnies 2.50 Stickers Frogs & Co 1.99 WWE Starter £2.99 Stickers £2.99 Stickers £0.50 Magic Box Cards £0.50 Zomlings Series 4 0.50 Retail Newsagent 22 April 2016 45

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 Mail (Scotland) £1.60 33.60p The New Day 50p 11.60p Telegraph £2.00 48.00p Sunday Telegraph £2.00 45.50p Telegraph £1.40 32.62p Times £1.50 35.25p Sunday Times £2.50 52.50p Times £1.40 30.10p FT £3.50 79.10p Observer £3.00 73.50p FT £2.70 54p Guardian £2.90 63.80p Scotland on Sunday £1.70 39.95p Guardian £2.00 44.00p i Saturday 50p 12.5p Racing Post £2.60 61.00p i 40p 10p Racing Post £2.60 61.00p Sunday Herald (Scotland) £1.70 35.70p Racing Post £2.30 54.0p Herald (Scotland) £1.70 39.10p Sunday Express £1.40 29.65p Herald (Scotland) £1.30 29.90p Scotsman £1.95 43.88p Sunday Post £1.60 33.60p Scotsman £1.50 33.75p Saturday newspapers Margins/percentage Sunday newspapers Margins/percentage Daily newspapers Margins/percentage Sun 70p 21.40% Sun £1.00 21.00% Sun 50p 22.30% Mirror £1.00 21.00% Sunday Mirror £1.30 21.00% Mirror 65p 22.30% Mirror (Scotland) £1.00 21.00% People £1.30 21.00% Mirror (Scotland) 70p 22.30% Daily Record 90p 22.00% Star Sunday £1.00 22.10% Daily Record 65p 22.00% Daily Star 30p 24.17% Sunday Sport £1.00 24.30% Daily Star 40p 24.20% Daily Mail 90p 21.40% Mail On Sunday £1.60 21.00% Daily Mail 65p 22.40% Express 45p 21.44% Sunday Mail £1.70 21.00% Express 55p 24.20% Express (Scotland) 45p 22.50% Sunday Mail (Scotland) £1.60 21.00% Express (Scotland) 30p 24.20% Telegraph £2.00 24.00% Sunday Telegraph £2.00 22.75% The New Day 50p 23.2% Times £1.50 23.50% Sunday Times £2.50 21.00% Telegraph £1.40 23.30% FT £3.50 22.60% Observer £3.00 22.00% Times £1.40 21.50% Guardian £2.90 22.00% Scotland on Sunday £2.15 23.00% FT £2.70 20.00% i Saturday 50p 25.00% Racing Post £2.60 23.46% Guardian £2.00 22.00% Racing Post £2.60 23.46% Sunday Herald (Scotland) £1.70 21.00% i 40p 25.00% Herald (Scotland) £1.70 23.00% Sunday Express £1.40 21.18% Racing Post £2.30 23.48% Scotsman £1.95 22.50% Sunday Post £1.60 21.00% Herald (Scotland) £1.30 23.00% Scotsman £1.50 22.50%

Newspapers

Scale of third-party advertising insert payments Weight Watchers 16-17 April 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 1,175g 950g 10g 1 10g 0-69g n/a n/a n/a n/a n/a n/a n/a n/a Sunday Times 995g 670g 35g 3 15g 70-100g 1.5p 2.5p 2.57p 2.7p 2.15p 2.75p 2.65p 2.49p Sunday Telegraph 990g 555g 190g 3 125g 101-200g 2p 3p 3.36p 3.3p 2.75p 3.35p 3.30p 2.77p Mail on Sunday 870g 435g 80g 2 45g 201-300g 4p 5p 6.09p 5.5p 5p 5.75p 5.66p 5.32p FT 850g 515g 0g 0 0g 301-400g 5p 7p 7.43p 6.7p 6p 7p 6.38p 6.65p 401-500g * 7.5p * * * * * * Guardian 835g 335g 80g 3 65g Over 500g * 8p * * * * * * Times 760g 440g 60g 5 20g * By negotiation Sun 715g 410g 70g 4 30g 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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IN ASSOCIATION WITH Steven Lambert [email protected] 020 7689 3357 @StevenLambertRN

Back in the day Shelf barkers takes on a AROUND WITH THE whole new meaning… ROUNDSMAN 100 An Italian supermarket has now avoid having to leave with Blanche YEARS AGO come up with a novel way to them outside, giving them 22 April 1916 attract trade peace of mind Fairbrother After several unsuccessful ef- from dog lov- to take all the forts, it appears that Liverpool ers – new trol- time they need leys complete to make their How long will it be before The Daily Telegraph will at last have a really strong price is increased to £1.60 Monday to Friday now Newsagents Association of its with a section purchases.” for pooches to For those that The Times has gone up to £1.40? It’s surely own. Thanks to Mr J Taylor, just a matter of time. who, prior to coming to Liver- sit in. worried about The Unes the state of the And, of course there is The Guardian and Ob- pool, rendered yeoman service server increase as well – are they really hoping as secretary for the Preston store, lo- trolleys after cated in the city of Liano, has being used by Fido, they are to sell the Observer at £3 a copy? newsagents, a successful inau- I can see it following in the footsteps of gural efort has been made. launched the custom trolleys cleaned after every use. And after noticing many of their if you happen to have an Al- The Independent before long. I wouldn’t mind customers were making trips satian or husky, tough luck – but every time papers increase in price, people to the store while walking the trolleys are only designed think us newsagents make extra profit as well, their dogs. with small dogs in mind. but they couldn’t be more wrong. 50 I had finished my round on Saturday 9 April The news went viral when The concept has become so YEARS AGO shopper Luca Landoni posted popular with shoppers that and was on my way back to Staford when I saw 23 April 1966 a picture of her Jack Russell Unes is looking to roll it out flashing blue lights. A police car was across the The old newspaper kiosk on using one of the carts on to its other stores. road at the junction with the lane that goes up the corner is fast becoming Facebook. Some will no doubt see it as to Ranton. a ‘mini store’, says the Daily Gianfranco Galantini, a genius move but, frankly, I got sent up there to divert through Ranton Mail. Besides selling tobacco owner of the store, said: “The we think they’re just barking Village, back down Hextall Lane in order to get – the newspapers’ traditional owners of small dogs can mad. back on to the main road. companion – these shops I was later told that there had been a fatal now have a big line in sweets, accident and that section of the main road had stationery, greetings cards, been closed of. ice cream and soft drinks and A likely tail from Siberia Apparently a motorcycle had collided with a even smaller toys. A Siberian supermarket has an unusual manner. Some fire engine and the rider had died at the scene. seen a ‘s-pike’ in customers speculate its performance is The road was closed for a number of hours and with its latest at- used to impress now there are bunches of flowers marking the traction – a live shoppers into not spot where he died. My thoughts go out to his 25 dancing fish. buying him for family. YEARS AGO The funky supper. Rather As I deliver down High Ofey bank, it is quite 27 April 1991 sturgeon has be- more grimly, high up and you can see for miles. Extra costs to retailers could come an online others believe On Saturday 16th the view was spectacular be on the horizon following a hit after videos the fish is trying – snow had fallen overnight which covered the move to halve the tobacco in- emerged of the to end its life, Wrekin, the Stretton Hills, the Long Myndd. dustry’s shopfront advertising. animal standing due to fact that You could even see the tops of the Llangollen The news comes as tobacco up on its tail and it holds it head mountains in Wales it was so clear, with a companies and the govern- appearing to above the water perfect panoramic scene. It made my morning ment announce additions to perform dance for prolonged so special. their voluntary agreement on moves. periods. I thought, despite the problems we encoun- tobacco advertising, promo- Nobody has been able to Either way, we can certain- ter some mornings, how very fortunate I am tion and health warnings. explain exactly why the ly see it as a late frontrunner to have a job that enables me to see these very fish is behaving in such for Siberia’s Got Talent… beautiful sights.