ATM Crime Explosion ● RN Investigation Reveals 22% Spike in C-Store Attacks ● Expert Tactics to Protect Your Store Pages 5 & 14 »

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RETAIL NEWS THAT MATTERS ● £2.50 ● 21.09.2018

RN EXCLUSIVE ATM crime explosion ● RN investigation reveals 22% spike in c-store attacks ● Expert tactics to protect your store Pages 5 & 14 »

RECYCLING LANDMARK WHOLESALE CHRISTMAS SNACKING Answers Depot 12 top tips wanted closures for growing on deposit force fascia your festive returns switch snack sales Call for clarification Retailers ditch Vol 129 No 38 Independent retailers on commission and Lifestyle Express after FOR TRADE USE ONLY and suppliers reveal 38 vending machine ‘terrible availability’ their seasonal profit costs Page 4 » of own label Page 10 » drivers Page 26 » 2 21 September 2018 RN CONTENTS Shaping the future of independent retail since 1889

Follow on Follow RN f Facebook on twitter facebook.com/ThisisRN @ThisisRN for expert advice to to have your say on the latest news help you grow your sales Email & Visit the phone RN website email [email protected] www.betterretailing.com/RN tel 020 7689 0600 extensive galleries and news retailers and suppliers reveal their plans for Editor - news Editor - insight News editor Christmas snacking Jack Courtez Chris Dillon Megan Humphrey @JackCourtez @ChrisDillonRE @MeganH_RN 12 Page 26 020 7689 3371 020 7689 3379 020 7689 3357

Features editor Features writer Reporter Tom Gockelen-Kozlowski Priyanka Jethwa Alex Yau @TomGK_RN @priyanka_RN @AlexYau_RN 020 7689 3361 020 7689 3355 020 7689 3358

Reporter Head of design Production editor Marcello Perricone Anne-Claire Pickard Ryan Cooper @Marcello_RN 020 7689 3391 020 7689 3354 020 7689 3350 “If retailers can’t afford reverse Editor in chief Head of sales Head of marketing Louise Banham Matthew Oliver Jessica Salisbury-Fielder vending machines, they will be 020 7689 3353 020 7689 3367 020 7689 3352 Sub editor Account director Finance director left at a disadvantage” Jim Findlay George McCracken Parin Gohil 020 7689 3373 020 7689 3364 020 7689 3375 Mo Razzaq, p4 Sub editor Account director Finance executive Tom Allaway Charlotte Jesson Abi Sylvane 020 7689 3395 020 7689 3389 0207 689 3383 Designer Account manager Interim managing Jody Cooke Jon Melson director HEADLINES ADVICE & OPINION 020 7689 3380 020 7689 3372 Chris Collins Production Sales support coordinator executive 4 BREAKING NEWS 18 LUCOZADE IN-STORE Ciara Larkin Michela Marino Clarity demanded on DRS Lucozade delivers advice to help 020 7689 3368 020 7689 3382 this retailer grow soft drinks sales 6 STORE TOUR If you do not receive your copy of RN please contact Kate Daw on 020 7689 3394 or email [email protected] How Stacey Brookes transformed 19 NFRN REGIONAL NEWS Dales Market Corner Smiths News sticks up for Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper retailers over Egmont scandal Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT 10 SYMBOL NEWS Audit Bureau of Circulations July 2017 to June 2018 average net circulation per issue 10,356 Nisa anger at Co-op store launch 20 YOUR VIEWS Your letters and views Annual Subscription 11 NEWS & MAGS UK 1 year £150 Europe £302 2 years £237 Rest of world £354 August uptick for newspapers 22 MARS WRIGLEY 3 years £333 CONFECTIONERY IN-STORE To subscribe contact 020 7689 3384 12 PRODUCT TRENDS How two retailers grew gum sales New beers: can you keep up? Newtrade 11 Angel Gate, City Road, London EC1V 2SD 13 BRAND SNAPSHOT Coca-Cola’s Tel 020 7689 0600 This week’s top launches email [email protected] Nick Brown’s RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is 14 ATM CRIME REVEALED plans for wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. RN is editorially independent of the NFRN and opinions, comments and reviews included are not The threat from ATM crime, bottle return necessarily those of the Federation and no warranty for goods or services described is implied. and how to fight back Reproduction or transmission in part or whole of any item from RN may only be undertaken with the schemes prior written agreement of the Editor. 16 PRICEWATCH Contributions are welcomed and are included in part or whole at the sole discretion of the editor. Page 21 Newtrade accepts no responsibility for submitted material. Every possible Are you losing money on ales? care is taken to ensure the accuracy of information. For trade use only RN 21 September 2018 3

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In one instance, a a resident living above the shop was lucky to survive

he investigation into ATM crime on p5, p14 and p15 reveals for the first T time the rising threat to convenience NISA stores caused by ATM thefts. HELPED US It also shows the impact these attacks have on store owners, store staff and local TRANSFORM communities as residents lose access to OUR C-STORE Editor - news cash and access to convenience goods. Jack Courtez Retailers told us it affects communities p6 @JackCourtez in less obvious ways as well. The raised in- 020 7689 3371 surance premiums will need to be passed on in price rises, and this will even fall on those who haven’t been victim to ATM attacks. The funds set aside for store investment in chill- INSIGHT ers, food to go or refurbs ends up being spent repairing the structural damage the attacks cause. 24 LOCAL SHOP REPORT Staff hours get scaled back to make up shortfalls. In one ACS CEO James instance, a resident living above the shop was lucky to sur- Lowman writes vive and was severely traumatised by the incident. about the future of The resources required to carry out a ram raid or gas at- convenience retailing tack, the profile of those arrested and the huge surges and decreases in ATM attacks from area to area all suggest that 26 SNACKING AT CHRISTMAS the vast majority of these offences are being carried out by How you can drive a small number of ‘experts’. One gang jailed last year was snacking sales accused of carrying out 27 gas attacks in less than a year. at Christmas A common reason given to retailers by the police for not investigating shoplifting offences is that they represent 30 HALLOWEEN ‘low-level’ crime. Retailers and suppliers If this is the metric that the police are using to determine share their top tips for We make 45% response, then by their own definition they are failing on a more profitable Halloween margin when ATM attacks, especially as the average cost to retailers of an 35 THIS WEEK attack is £25,000-£35,000. IN MAGAZINES we make our For instance, a retailer told us that police arrived at the Retailers that plan now own bags of scene briefly before deciding not to investigate due to a lack can make the most Halloween of CCTV evidence. This is not a decision in the public inter- of bumper magazine sweets est, especially when the gang mentioned above was only sales in the run-up identified and prosecuted due to DNA recovered from with- to Christmas Page 30 in one of the ATM machines. 4 21 September 2018 RN BREAKING NEWS Morrisons’ Concern over likely cost of vending machines ‘We don’t have a clue how much it will be’ wholesale success Scottish shops demand Morrisons hailed a successful rollout of its wholesale agreement clarity as DRS talks close while Waitrose blamed Brexit for the financial by Megan Humphrey Shopper owner Mo Razzaq “Instead, stakeholders, he said. “If retailers can’t results each company [email protected] said the next few months machine manufactur- aford it, they will be left published this week. are crucial in finalis- ers and retailers worked at a disadvantage.” Morrisons, which Retailers in Scotland are ing the scheme ready for together to decide a price. A UK-wide consulta- started supplying 1,300 calling for clarification on implementation in 2019. I think the government tion is expected to begin McColl’s stores this year, commission and vending “The important part will go down this route,” later this year. ACS chief expects to hit £700m of machine costs, following starts now,” he said. “We he said. “The best outcome executive James Lowman wholesale supply sales the closure of the govern- are expecting to hear the for us would be to receive said it’s important to work before the end of 2018. ment consultation on a results of the consulta- 5p commission a bottle alongside Scotland ahead Like-for-like sales were up Deposit Return Scheme tion in October, which we that is returned to our of this. 4.9% in the six months to (DRS) later this month. believe will continue to be machine,” he said. “We need to engage 5 August, but operating The consultation a period of negation.” Razzaq said another positively with discus- profits fell 15.5% to £197m. launched by the Scottish Razzaq said he hopes concern for retailers is sions in Scotland and Waitrose’s like-for-like government on 27 June Scotland will follow in how much it will be to Westminster to try to sales rose by 2.6% in the seeks to design a scheme Estonia’s footsteps when buy a vending machine. shape what a scheme six months to 28 July, but that works for everyone, it comes to formulating a “We want a lease agree- might look like, and how operating profits fell 12% by inviting individuals to commission structure. ment between companies this can be designed to to £96.4m. submit their proposals. “In Estonia, this deci- and retailers, because minimise the negative Chairman Sir Charlie NFRN national council- sion wasn’t down to the right now we don’t have a impact on convenience Mayfield said “uncertain- lor and Glasgow Family government,” he said. clue how much it will be,” stores,” he said. ty facing consumers due to ongoing Brexit negotia- tions” had dented profits. ATMs vanish as fee cuts start to bite Store owners are losing ATM providers such as the contract would deliver stores have a free-to-use JTI: illicit their cash machines, with Cashzone responded by next to no commission to ATM according to the ACS. 250 free and 300 pay-to-use switching some cash ma- us, and we have been told In response, the Pay- baccy bust machines being switched chines over to pay-to-use that other companies are ment Services Regulator of every month. while others were turned not taking on new sites (PSR) is to make Link Private investigators hired The reduction came of and removed. until next year.” better protect access to by JTI have stopped an ahead of planned inter- Siera Ali, of The Gothen- A total of 2,800 was lost cash machines. However, illicit tobacco trader. change fee cuts by Link burg in West Lothian, across the UK, including Treasury committee chair TM Eye gathered that came into force in said: “Our contract is up 3% of the rural sites Link MP Nicky Morgan said the evidence before bring- July and made ATM ma- for renewal in October, had vowed to protect. Near- PSR’s action “may be too ing a private prosecution chines less profitable. but the new terms mean ly half of all convenience little, too late”. against Wen Xin Han for selling illicit tobacco from Bovingdon Market in Hemel Hempstead. Mondelez starts Han received a sus- stashing goods in pended 72-week custodial sentence and had a “large run-up to Brexit quantity” of illegal tobacco Mondelez is stockpiling finished seized by the police. products and ingredients in case JTI head of corporate of food shortages following Brexit afairs Charlie Cunning- on 29 March, 2019. Hugh Weber, ham-Reid said: “Impos- president of Mondelez Europe, told ing a custodial sentence the Times: “We are stocking higher reflects the seriousness levels of ingredients and finished of the crime – selling products, although you can only illegal tobacco damages do so much because of shelf life.” legitimate business and The Centre for Economics and Busi- makes it easier for young ness Research predicts compa- people to get hold of to- nies will stockpile £38bn of goods bacco products.” ahead of Brexit, and said the move The judge’s decision rep- made a small recession after Brexit resents the third success- “almost inevitable”. ful prosecution led by JTI. RN 21 September 2018 5

Local shops bear brunt of ATM offences ‘Convenience stores seem to be the target of choice’ Tax cuts for cider Security tactics reviewed proposed Cider taxes need to be cut and government policies that “single out” cider as indie ATM crime soars reviewed, the new chair of the National Association by Alex Yau compared to other types of from 0 to 13. Leicestershire police response is nation- of Cider Makers (NACM) [email protected] ATM sites. Supermarkets Constabulary said it has ally to ATM crime.” has said. made up just 9% of the responded by advising Natalie Lightfoot, own- Chair Gordon Johncox Convenience stores are reported total. businesses on security er of a Londis in Glasgow, has called for a 2p-per-pint the ‘target of choice’ for National Police Chiefs’ measures, such as putting added: “Retailers should reduction in duty for stan- ATM crimes including Council deputy chief ATMs at the back of stores. not compromise on secu- dard ciders and said he is ram raids, gas attacks and constable, Stephen Jupp, Asked what the police rity; I spent nearly £1,000 concerned about policies thefts, with the shops told RN: “We have seen are doing to tackle ATM on a security system.” that “single out” cider. accounting for half of all a significant rise in ATM crime on a national level, Meanwhile, crimes at “The NACM is fully ATM ofences. crime over the past three Jupp responded: “In July, convenience stores in supportive of evolving An investigation by RN years and convenience an ATM crime conference Northumbria dropped by and changing policy to obtained evidence of 586 stores seem to be the was held to bring police 57% (26 to 11). Comment- better support those who ofences from 36 police target of choice.” forces, specialist operation ing on why there has been are vulnerable and most forces in England over Merseyside Constabu- departments and com- a decline, a spokesman at risk to the impacts of two years. It revealed the lary experienced a 150% mercial partners together, for the force said: “We alcohol misuse, but sim- share of ofences that took increase in ram raids to improve capability. work with our region’s ply wants these policies place at convenience stores between 2016 and 2017. “Industry partners are businesses to ensure staf to be supported with real increased by 22% year on In the same period, ATM looking at new preventa- report suspicious behav- market context,” he said. year, meaning local shops crimes in Hertfordshire tive methods. They have iour to police.” Johncox, who is also are now disproportion- rose by 300% and instances also begun to lobby the l Turn to page 14 for how chief executive of Aston ately targeted locations within Leicestershire grew Home Ofce as to what the ram raids afect store owners Manor Cider, addressed members of the NACM and attendees at the All- Retailers scoop Party Parliamentary Cider £1,500 in Today’s Group in Westminster on Group giveaway 11 September. Today’s Group has revealed the most recent winners of competitions open to independent Tesco retailers in the Today’s Big Brand Event campaign. One of the win- discounter ners, Kevin Broughton, of Today’s Local, Cleethorpes, and customer launch of Today’s Group member whole- Tesco’s first Jack’s sale Dee Bee Wholesale, won a discounter chain store £1,500 holiday voucher courtesy was due to launch on 19 of Coca-Cola European Partners. September in Chatteris, Anita Oakhill, marketing control- Cambridgeshire, as RN ler, said: “We aimed to provide went to press. the most competitive deals to An inflatable dome drive sales through the Today’s was erected outside the Group membership.” 19,813sq ft shop from which Tesco CEO Dave Lewis is expected to unveil the new format. The Times has alleged Free training to tackle underage sales that Tesco is planning to convert 60 poor-per- Independent retailers on young as 13 in London in Susie Child, regional Some local authorities still forming Metro stores to tight budgets should take the past 18 months. coordinator at London run these free of charge. the Jack’s chain and close advantage of free training Bharti Chavda, of West- Trading Standards, said “Retailers should seek another 30. Staf in parts to help prevent underage minster Grocery in central independent retailers can advice on avoiding or of Lancashire, Manches- sales, trading standards London, told RN: “Local use free resources to help difusing conflict from ter and Liverpool have has told RN. kids know we will demand tackle underage sales. their local council health been warned their stores The advice came as the ID. It’s important to train “Enquire with your local and safety team,” she are closing. organisation said knives, staf and build a sense of trading standards depart- added. “With the right l For the latest news from tobacco and alcohol have community to prevent ment to see if they run approach to refusals, risks the store launch, go to better- been sold to children as these sales happening.” trader training sessions. can be reduced.” Retailing.com/jacks-launch 6 21 September 2018 RN STORE TOUR

6 The number of chilled deliveries the store has a week

f you happen to be cycling through ofer strives to meet the needs of those the heart of North Yorkshire, enjoy- driving past, the huge seasonal tourist ing the stunning countryside, but trade, many locals from the village plus a I conscious that you want to maintain loyal farming community from the area your body-beautiful diet, then don’t worry: surrounding the store. manager Stacey Brookes and her team A big reason why the store’s now able to have it covered. cater to the needs of so many customers is Symbol “Protein is massive here and has grown the advice and support that working with over the past two years – we’ve got cycle a symbol group has provided. routes that go past the store and the cy- “We get six chilled deliveries a week clists love it,” she says. “We’ve got gluten- and three ambient. We’re an independent free products, too – I didn’t believe it would business but we’re 97% compliant with work to begin with, but it really has.” Nisa deals. We send out their promotional way to The success of these once niche products leaflets and customers will come in with is one of the more recent steps in a dra- products circled that they want,” she says. matic journey for The Dales Market Corner Along with satisfied millennial cyclists convenience store and forecourt in Pateley happily munching on snack bars, another Bridge, Harrogate. When Stacey joined the sign this shift in the business has worked independently owned business six years came this summer when the heatwave ago, she says it was “quaint and small”, struck and thousands of tourists descend- succeed operating from 8am to 6pm daily, stocking ed on the area, with many arriving at the just core confectionery and grocery prod- store looking for barbecue items includ- ucts for those buying petrol to pick up. ing fresh meat, salads and alcohol. “This Stacey Brookes has overseen the The time she has worked at the busi- year’s been a real boom,” Stacey says. transformation of The Dales Market ness has seen a huge amount of change, And as many retailers know, serving an however: an extension, the arrival of a expanding customer base in 2018 means Corner into a modern forecourt post ofce, the development of the store in one thing: increasing your chilled ofer. and convenience store since she partnership with Nisa. “Two weeks ago we had a mini-refit “We arranged the extension work so and I moved our soft drinks chiller to joined six years ago. She tells Tom that we never had to shut, closing one sec- find space for two more bays of chilled,” tion of the business and still being open in Stacey says. Gockelen-Kozlowski why the the other,” she says. The demand for space has also been changes have worked Now the forecourt and full convenience driven from the arrival of Co-op products RN 21 September 2018 7 We’re an independent business but we’re 97% compliant with Nisa deals STACEY BROOKES

“There is lots ofInside potential my shop forThe someone Dales Market Corner has been comingtransformed into in just a few years from a simple thisforecourt business to a convenience withhub of freshthe community Inside the store, an ideas”ever-evolving mix of fresh and chilled produce is available to consumers Locals now make up a big part of the store’s customer base, drawn in by its value prices and relevant range

INFORMATION Location Pateley Bridge, Harrogate, North Yorkshire HG3 5HG Turnover £30,000 (without fuel) Size 2,000sq ft Opening hours 7am-10pm Staff Seven full-time, plus seven part-time » 8 21 September 2018 RN STORE TOUR

Inside my shop By bringing in a post office service, Stacey has increased the reasons for people to visit Local produce helps the store stand out from the competition and is popular with tourists Fresh produce is another key area that the store has developed over the year to broaden its evening meal offering into the Nisa range and the opportunity for the team to include ready meals. “It’s a challenge because we don’t want to have six versions of the same product,” she says. She’s tried hot food to go – a no-brainer for most forecourts – before and ﬁnding sales were going to a nearby bakery. “We tried it for year, but it wasn’t viable.” In almost every other sense, Stacey admits she’s in a lucky area – 10 miles from the nearest supermarket and with only one smaller Spar store in the vicinity. Still, as her adherence to Nisa deals highlights, this doesn’t mean that she premium prices her store. “You want repeat customers. If customers know you’re taking advantage, they get put of,” she says. It goes to show how committed the business is to the basics of convenience retail: maintaining a loyal base of customers and pouncing on any other opportunities which might become available. And as the protein and gluten-free ranges show, even in the most remote areas, this can mean stocking the latest trends. “It takes us a little time to catch up with what’s happening in London, but we get there soon enough,” she says. l

Want to see more of Stacey’s store? Go to betterretailing.com/ dales-market-pateley-bridge

10 21 September 2018 RN SYMBOL NEWS C-stores are First non-London Eat17 shop shuts target for Spar-partnered convenience brand Eat 17 has pay claims closed the first shop it opened outside of London. Wholesalers that own Located in Whitsable, convenience stores are Kent, it began trading in targets for the same type July 2016, and featured of multimillion pound local goods, a deli, a large gender pay claims lodged free-from category and against supermarkets. wine refills. The business’s This week, Leigh Day listing on Rightmove announced it would bring stated the sale was “due to a case against Morrisons, our clients’ other business meaning all of the big four commitments in London, are being targeted by the which don’t allow them to firm. The claims allege spend enough time at the women in shopfloor roles store”. Weekly core retail should be paid the same sales were in the region as men in warehouses be- of £16,000-£17,000, the cause the jobs are of equal estate agent said. value. This is contested by the supermarkets. Applying the same metrics, convenience Store plans proceed despite opposition ‘Co-op should protect us, not destroy us’ stores owned by wholesalers, such as Bargain Booze, could face combined claims totalling approximately £150m. Anger mounts in London Ellie Pinnells, from rival law firm Roscoe Reid, warned chains: “The hunt is on to find more cases.” over Belsize Lane Co-op The claims would not by Olivia Gagan apply to independently- posals would lead to the should protect us, not paying over £100,000 a [email protected] owned stores. brands competing against destroy us. We’re a family year in business rates. If Co-op is pushing ahead each other.” business that has been we go out of business, the with a new store despite Earlier this year, Co-op here for 20 years.” council loses that money.” Spotlight opposition from a local food CEO Jo Whitfield re- Documents on the A petition by the Bel- shop and residents. fused to promise RN that Camden council web- size Village Association to falls on PO Mohammed Shafir, new stores would not be site reveal plans for the stop licensing approvals owner of The Late Late near existing Nisa stores, former restaurant site for the proposed store has Legal action by shop Store at 60 Belsize Lane, but she said Co-op was at 29 Belsize Lane to be 1,978 signatories. owners against the Post London, said the new looking to expand into converted into a 1,625sq ft A Co-op spokesperson Ofce will be under scru- store would be 150 feet areas not currently served convenience store. responded: “We believe tiny following a crowd- away from his. with Co-op lines. Shafir said the new that a new Co-op store funding campaign by an “I have boycotted “The last time my store will also threaten on Belsize Lane would investigative reporter. Co-op’s own-label prod- landlord spoke to Co-op the future of local inde- enhance shopping op- More than 500 store ucts after they failed to management, they didn’t pendent cofee shops and tions for local people, owners claim faults with respond to my concerns want to back of from a greengrocer. providing a wide selec- the Post Ofce’s Horizon about the new store,” said their plans,” added Shafir. “The independents on tion of fresh, healthy computer system led to the Nisa retailer. “The pro- “Nisa is part of Co-op; they this street are collectively foods and meal ideas.” them being falsely accused of theft. Some lost their livelihoods as result. Nick Wallis raised more Retailers ‘left in limbo’ by Landmark closures than £6,000 in order to Lifestyle Express retailers In some other parts limbo with the Blakemore way. Our new fascia will report on the case begin- have been forced to switch of England, Blakemore closure. Availability was be Best-one very shortly.” ning on 5 November on a fascias after being left depots were sold to other terrible long before they Gail Bosier of Lifestyle dedicated website. with no nearby source of Landmark members, but decided to close their Express, Marsh Stores in The Post Ofce strongly Lifestyle Express products. in Wales, Blakemore failed depots and I was relieved Pendine, told RN she has denies any wrongdoing. Blakemore was the only to find buyers for Newport, when they did finally go.” been “ordering from Best- l To read how one post- Landmark wholesaler in Swansea and Bangor. Clabby said he plans to way before deciding which master was afected by the parts of the UK, so when Lifestyle Express retail- leave Landmark and give new fascia to join”. accusations, go to better- it closed its depots, retailer Colin Clabby of Topshop up the Lifestyle Express Landmark did not Retailing.com/billion-pound- ers were left without Rhymney, Caerphilly, fascia. “I’ve started shop- respond to a request from bill-postmasters-head-court access to products. told RN: “We were left in ping over the road at Best- RN for comment. RN 21 September 2018 11 NEWS & MAGS Average growth of 0.4% in all three categories Saturday’s Daily Mail is the most popular title, selling 1.8m copies August newspaper sales uplift continues for a third year by Marcello Perricone scheme. Chief marketing [email protected] ofcer Roland Agambar August Monday to Friday newspaper sales said this remains an inte- Core Monthly Yearly Estimated Total August’s yearly uplift con- gral part of its strategy. *1 *2 *3 tinued for another year, Daily titles also per- sales change change retail margin (000s) sales with all three national formed well, with seven Daily Mirror 504,877 0.7% -11.8% £81.0 504,877 newspaper categories titles seeing month-on- Daily Record 123,032 2.4% -13.0% £19.7 123,032 showing month-on- month increases. The Dai- Daily Star 358,711 1.2% -15.5% £26.0 358,711 month increases. ly Record led with a 2.4% According to figures uplift, followed closely by The Sun 1,235,447 1.6% -8.1% £137.8 1,353,662 from the Audit Bureau of The Sun at 1.6%. Daily Express 318,360 0.4% -10.6% £42.4 318,360 Circulations, the daily, The performance of Daily Mail 1,097,541 0.2% -6.6% £159.1 1,097,541 Saturday and Sunday Sunday titles was the Daily Telegraph 333,365 -1.2% -9.2% £129.0 333,365 newspaper sectors had an weakest of all categories, Financial Times 25,170 -7.2% -12.1% £13.6 55,498 average growth of 0.4% but still achieved an aver- Guardian 112,524 -2.2% -7.7% £49.5 112,524 between July and August. age positive growth of i 185,888 0.2% -11.2% £24.5 239,448 Saturday’s Daily Star 0.1% month on month. Times 297,840 -1.1% -5.1% £102.5 391,309 saw the biggest increase The Mail on Sunday TOTAL 4,592,755 0.5% -9.1% £785.2 4,888,327 of any edition at 2.6%, but and The Sun enjoyed the Saturday’s Daily Record, greatest uplift at 1.4%, The Sun and i all expe- with the Sunday Express August Saturday newspaper sales rienced a 1.4% uplift in following close behind circulation. Saturday’s with a 1% rise. Core Monthly Yearly Estimated Total Daily Mail was the best- Express head of circula- sales*1 change change retail margin (000s)*2 sales*3 selling newspaper, with tion Paul Goddard said: 1.8m copies moved. “We always get a seasonal Daily Mirror 641,673 -0.3% -11.6% £158.6 641,673 A Mail Newspapers spike due to the holiday Daily Record 145,613 1.4% -12.3% £32.9 145,613 spokesperson attributed habits of readership.” Daily Star 344,704 2.6% -12.0% £41.7 344,704 the success to the com- Meanwhile, year-on- The Sun 1,658,452 1.4% -6.4% £248.4 1,776,669 pany’s promotions and year results continue to Daily Express 404,494 0.2% -10.2% £77.3 404,494 the one-year anniversary drop, averaging -8.4% Daily Mail 1,825,337 0.9% -5.7% £383.3 1,825,337 of the MyMail reward across all categories. Daily Telegraph 489,946 0.0% -7.6% £242.5 489,946 Financial Times 62,921 -3.4% -6.1% £49.8 92,660 Guardian 247,038 -1.9% -7.5% £157.6 247,038 RN submits evidence on i 215,304 1.4% 5.5% £37.0 267,123 newspaper supply issues Times 464,366 0.4% -2.3% £185.3 547,981 TOTAL 6,499,848 0.7% -6.9% £1,614.5 6,783,238 RN has submitted “While there are many evidence to the Govern- factors afecting sales, ment’s Cairncross Review reducing these supply August Sunday newspaper sales into press sustainabil- issues would slow the ity to show that fixing rate of decline, keep more Core Monthly Yearly Estimated Total *1 *2 *3 newspaper supply issues reporters in employment sales change change retail margin (000s) sales is vital to the future of the and give publishers more Sunday Mail 131,414 1.4% -15.8% £50.9 131,414 newstrade. time to find alternative Sunday Mirror 442,103 -0.7% -14.3% £148.5 442,103 RN’s report outlined revenue streams. how the financial difcul- “Financial difculties People 173,786 0.2% -14.7% £58.4 173,786 ties faced by wholesalers at wholesalers are behind Daily Star Sun. 218,423 0.4% -14.2% £43.4 218,423 are afecting the retail a downward spiral in the The Sun 1,089,509 1.4% -8.8% £251.7 1,207,726 market. The comments newstrade. Declining cir- Sunday Express 293,265 1.0% -10.8% £92.4 293,265 read: “Newspaper rev- culations leads to declin- Sunday Post 113,278 -0.5% -15.2% £42.5 113,816 enues at a retail level ing wholesaler service, Mail on Sunday 1,016,723 -0.3% -7.4% £384.3 1,016,723 reduced by £215.7m in the which leads to further Observer 165,840 -2.1% -6.5% £121.9 165,840 past year due to supply is- circulation decline.” Sun. Telegraph 283,193 -0.7% -7.4% £128.9 283,193 sues. This is greater than According to Enders Sunday Times 612,503 -0.6% -4.1% £347.3 698,051 the entire annual decline analyst Doug McCabe, the TOTAL 4,540,037 0.1% -9.3% £1,670.21 4,744,340 in the newspaper print Cairncross Review has so advertising revenues dur- far received more than *1 Core sales are newstrade sales and pre-paid subscriptions in the UK and Ireland; *2 ERM is the total income to retailers for one day’s sales, calculated using ing the same period.” 700 submissions. margin statistics printed in RN; *3 Total sales includes bulk sales 12 21 September 2018 RN PRODUCT TRENDS Coca-Cola in football 10 team-up The number of craft beer breweries Coca-Cola Great Britain has unveiled details of opening in the UK a new three-and-a-half- every week year partnership with the Premier League that kicks of in January 2019. It is the first time the company has run this type of sponsorship involving a number of its brands, including Coca-Cola, Smart- water and Schweppes. As part of the deal, Coca- Cola will hold football competitions and a Pre- mier League trophy tour. Leendert den Hollander, Coca-Cola European Partners general manager, said: “The sponsorship provides a platform for us to work with our customers, excite shoppers and raise Indies must mix drinks to awareness of our brands.” Coca-Cola and Premier League will also be working together in order to tap into craft beer boom promote sustainability. l Read more on p21 by Priyanka Jethwa Last week, the brand brands that customers lots with the same taste,” [email protected] hosted the revival of its will recognise, and then he added. flagship brewery in Lon- a few complementary Narendra Singh Jadeja, To compete with mul- don, aimed at attracting less-known brands to en- who runs Londis in Unilever tiples, independents those interested in craft courage consumers to try Waltham Forest, London, must regularly review beer to try the brand. something new.” said he has noticed more targets their beer range and To take advantage of However, one of the ale drinkers switching ofer a mix of premium this trend, Entwistle biggest mistakes retailers to craft varieties over the vegans and standard lagers, and said retailers should ofer often make is stocking too course of this summer. world and craft beers. a choice across many dif- many similar products. “Goose Island and Brew- Unilever is launching Martin Entwistle, ferent styles of beer, such “Craft beer can be Dog are bestsellers and Hellmann’s Vegan Mayo managing director at as Pilsner lagers, hoppy intimidating, so it’s whenever they are on pro- to cater to the increasing London Fields Brewery, lagers and IPAs, from important to understand motion, I like to stock up. number of consumers fol- told RN that the craft diferent prices, ranging what you have on your I used to have four meters lowing specialist diets. beer scene is booming from value to premium. shelf and be able to talk of shelf space dedicated to A third of Brits now in the UK with approxi- “It’s all about balance,” your customers through it. ales, but now I give three choose to switch between mately 10 new craft brew- he added. “It is about “It’s about stocking a metres to ale and one to carnivorous and vegetar- eries opening a week. having a good mix of range of styles, rather than craft beers,” he said. ian eating habits. The product is available to independents in a premium, 270g glass jar, with an RRP of £2.15, PMPs are the key to soft drink success which is recyclable and Retailers must invest in crease basket spend, with Jen Draper, head of store looking fresh,” will feature a vibrant pricemarked packs (PMP) 68% of shoppers likely to marketing at Global she said. green label. of soft drinks as they are compare prices carefully, Brands, said it’s also Simon Gray, founder Jon Walbancke, delivering 26% more value and 44% of shoppers more equally important to and managing director Unilever sauces and than plain packs and driv- likely to buy a product if a consider how to mer- at Boost Drinks, added: condiments marketing ing growth by 6%, Red PMP is visible. chandise and display “Where possible, special director, said: “The Bull has said. “Similarly, according to pricemarked stock. ofers should be imple- mayonnaise category is Rich Fisher, category data by Him, 21% of shop- “Positioning seasonal mented to demonstrate in growth, and this is development manager at pers said they wouldn’t products on promotional value. Retailers can also due to brands bringing Red Bull, said PMPs pro- buy a soft drink from a bays and gondolas is a consider cross-merchan- new flavours and formats vide shoppers confidence store if it wasn’t available great way to drive sales, dising drinks with meal to market.” in brands and help to in- in a PMP,” he said. and it also keeps the deals to increase spend.” RN 21 September 2018 13 BRAND SNAPSHOT

Lindt goes mint Bites from the Middle East Join the Club Lindt has extended its countline range Aryzta Food’s Middle Eastern-inspired Pladis has added Club Orange Cake with a new Mint flavour, which has an Spinach Pide products are available in Crunchies to its McVitie’s Cake range RRP of 85p and taps into a £32m flavour two flavours: Gyros Chicken and Moz- which is available in a five-pack with segment in snacking. zarella, Basil & Tomato. an RRP of £1.65.

Premium rosé for Budgens Convenient Combos J2HO HO HO Concha y Toro’s launch of its premium Kerry Foods’ Combos for its Fridge Britvic is relaunching its limited- California rosé product Adorada is Raiders brand in BBQ and Chilli ﬂa- edition J2O Glitter Berry variety, now available to all Budgens retailers, vours is now available in a convenient, with edible gold glitter, in time with an RRP of £12. two-compartment format. for Christmas.

Boost gets a Cosmic Glow Coca-Cola’s eco campaign KP’s new pretzel packs Boost Drinks’ new limited-edition Coca-Cola European Partners’ new KP Snacks has launched Penn State sugar-free variant Cosmic Glow marketing campaign encourages and pretzel snacks in a multipack format, is available in 250ml cans, price- rewards people for recycling empty which will be available in store from marked at 49p. bottles, in the run-up to Recycle Week. 15 October. 14 21 September 2018 RN ATM CRIME 1 in 100 The number of convenience stores with ATMs that were victims of ATM crime last year

ATM crime wreaks enormous mental and financial damage on shops and their owners

TMs provide retailers with a machine and stole thousands of pounds of means of increasing footfall, but stock instead. a growing number of criminals “They took £35,000-worth of tobacco and A are targeting these machines for we’ve only just recovered,” she says. “We their own unlawful purposes. borrowed money from family and friends In an exclusive RN investigation, 36 because we had no insurance pay out. It Freedom of Information responses from broke me emotionally because we had to English constabularies revealed half of make sure all our nine staf members were all 271 reported ATM crimes last year took paid. My husband and I had to go without.” Stores place at a convenience store. The sector David Andrews’ livelihood was similarly represented just 41% of the 315 put at risk when robbers blew up instances the year before. The the wall of his Post Ofce in new stats mean one in every Bristol to get to the cash ma- hundred convenience chine two years ago. “We stores with an ATM is closed for four months under being hit every year, 40% and lost many customers based on total ATM esti- of David Andrews’ to the Co-op down the mates by the ACS. road,” he says. “I’d say RN, alongside the trade was lost after 40% of our trade was gone NFRN and victims of ATM his store was hit and we’ve only just man- crime, is campaigning for aged to rebuild it. more to be done to prevent “There were a lot of sleep- siege the problem. NFRN head of less nights because I was wor- political engagement Adrian Roper rying if I could pay staf, rent, utility says: “RN is right to shine a spotlight on bills and our suppliers. More needs to be ATM crime as the increase – particularly in done on a national level if there continues so-called ‘ram raiding’ – is of concern to be an increase.” From card scams to ram raids, to members.” National policing organisations have the scourge of ATM crime shows ATM crimes can have devastating ef- pledged to take action against the rising fects mentally and ﬁnancially, as Natalie tide for ATM crime, but store owners in- no sign of falling. RN’s Alex Yau Lightfoot discovered when her Londis in cluding Surrey retailer Ralph Patel still feel uncovers the extent of the problem Glasgow was hit twice in 2016. more can be done. The retailer became a Criminals broke in during the night, victim in May when criminals ripped the on a national scale but were unable to break into her cash cash machine from his shop during the RN 21 September 2018 15

ATM crime occurences - 2017 £25,000-£35,000 The decrease in ATM crimes reported at supermarkets last year Convenience stores The share of retailer claims 41% 50% made to the Retail Mutual Supermarkets 4% that involve ATM crime Cash machine crimes Northumbria 9% Other saw an annual locations declined from 74 to 71 in 2017 decline of 67% in throughout 2017. Total crimes West in the period fell CRIME PREVENTION Yorkshire from 142 to 47 ADVICE

-70% The ACS is one organisation working The decrease in ATM closely with the government to help retailers prevent criminals from exploiting crimes reported at these gaps. Head of communications and research Chris Noice says: “We’re talking supermarkets last year to the government to incentivise materials to add security measures such as bollards or CCTV. ATM crime is rising and it’s very destructive to a small store.” Elsewhere, Co-op partnered with security firm Smartwater two years ago to install a security system at 300 stores that sprays ATM criminals with invisible +3% ink. The police can then forensically trace the ink back to the criminal. Co-op claims The increase in ATM crimes the system, which is being rolled out nationally, has reduced offences by 90%. reported at convenience Security is an area where Lightfoot urges retailers not to compromise. “I stores last year spent nearly £1,000 on a security system that some banks don’t even have following the attacks,” she says. night, and he feels the police response “Criminals know the security at small was unsatisfactory. businesses isn’t as advanced as security “The police came half an hour later at a supermarket. I did this because it was after the robbers left,” he says. “They took either do or die, and I know I can bounce back if it happens again. Upgrade your statements when they arrived, but they security and insurance. Don’t do what I then told me they couldn’t pursue it any did and be ignorant.” further because of lack of evidence. It was RN has spoken to another retailer inadequate policing.” who warned that they had to pay for all Susan Connolly’s Spar in Wiltshire was the costs associated with a ram raid Ram raids hit three months later, but she tells RN the due to not being covered by suitable Total ATM in 2017 rose communication could have been better. ATM insurance. annually by “There needs to be more collaboration be- For those unable to afford a security crimes across tween constabularies,” she says. “We had upgrade, Connolly recommends working the West 150% across with the community on the road to the same criminals committing crimes recovery. “The community helped us Midlands rose Merseyside across two counties, but there was a lot recover when we were hit because by 59% of miscommunication between the two we created a relationship with them forces dealing with them.” throughout the years. Despite accounting for 41% of all ATM “The most important thing is to report sites, convenience stores account for 50% all crimes, no matter how big or small. of all ATM crimes. According to insurance Police can be more vigilant if they have ATM crimes provider Retail Mutual, a lack of security the statistics, otherwise ATM crimes will up 300% in is the main reason convenience stores continue to happen.” l Hertfordshire become attractive targets for criminals. (2016-2017) 16 21 September 2018 RN PRICEWATCH Profit checker Ale Price checker

OLD SPECKLED HEN 500ML Price distribution % PRODUCT

60%

54% Newcastle Brown Ale NRB 550ml 51.4% of independents 48% sell this product at the £2.49 RRP Guinness Draught 440ml 10-pack 42% Sharp’s Doom Bar Exceptional Amber Ale 36% 500ml Guinness Original 30% 500ml 4-pack

John Smith’s Extra Smooth 24% 440ml 10-pack

McEwan’s Export 18% 500ml

12% Guinness Foreign Extra Stout 330ml

6% Old Speckled Hen 500ml

0% Guinness Draught 440ml

£1.79 £2.19 £2.25 £2.35 £2.55 £1.69 £1.89 £1.99 £2.29 £2.39 £2.45 £2.49 £2.50 £2.59 £2.69 -£1.50 £2.00 £2.09 +£3.00 Hobgoblin Strong Dark Ale Analysis 500ml Abbott Ale Independent retailers are not mak- mainstream beer brands and target with displays highlighting why they 500ml ing as much profit out of ales as they older consumers with more money are worth paying for. could be, according to our data. Ten in their pockets. Nearly 40% of retailers are stock- Fuller’s London Pride of the 12 bestsellers are being sold at Buoyed by the surge in craft beer ing Old Speckled Hen below RRP, 500ml a lower price on average than RRP. over the past five years, these prod- which means they could be missing Ales are a more premium option to ucts should be priced at a premium, out on extra profits with every sale. How we drive our profit We like to put ales on ofer, and Promotions on ales always sell Bimal Patel they work best in a multipack Narendra Singh well, especially on brands such STORE Londis Ferme Park Road deal. For example, multipack Jadeja as London Pride, Spitfire and LOCATION Haringey, London ofers such as ‘two for £5’, or Golden Champion. Having a wide SIZE 2,600sq ft ‘three for £6’ sell really well. This STORE Londis range is also important and I TYPE neighbourhood increases our sales, but it does LOCATION Waltham Forest, London stock around 20 to 30 brands at SIZE 1,000sq ft mean we have a lower margin. TYPE neighbourhood one time to give shoppers variety We typically aim for a 30% mar- where possible. Whenever ales TOP TIP gin overall. I find that ale in par- TOP TIP are on promotion through my Invest in ticular sells the most during the Find out what symbol group, I like to stock up multipacks summer, so we give it increased your customers because it’s likely that the mul- of ales and chiller space, whereas in the want and stick to tiples are also doing ofers at the put them on winter, we put other things at the bestsellers in same time, and it’s about finding promotion. It the front. Weather is a big driver the category ways to compete with them. I also helps to for sales for us, so it’s important aim for a 30% margin on sales and offer customers to keep ales at eye-level during price them below the RRP, but new varieties the hotter months. above the promotional price. RN 21 September 2018 17

Priyanka Jethwa [email protected] 020 7689 3355 @priyanka_RN

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get value, insights and business beneﬁts from EPoS data. To ﬁnd out how they could help you, call 07976 295094 MY LOCAL HERO AVERAGE BOOKER RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER UK RRP Retailers reveal the most profitable RETAIL 1 2 3 4 5 6 produce on their doorsteps PRICE* MAIN ROAD HIGH STREET LARGE MAIN ROAD PRECINCT HIGH STREET HIGH STREET C-STORE ON OFF-LICENCE STORE IN NORTH C -STORE IN SHOP IN NORTH- SHOP IN OUTSKIRTS OF IN CHESHIRE MANCHESTER GLOUCESTERSHIRE AMPTONSHIRE NORTHAMPTON- BIRMINGHAM VILLAGE VILLAGE TOWN SHIRE TOWN Samantha Ackland-Jones £2.28 £2.49 £1.99 £2.39 £2.49 £2.49 £1.99 £1.99 Storrington Village Deli

£13.40 £14.99 – £14.99 £14.99 £14.99 – – Perfectly Preserved £2.42 £2.49 £1.99 £2.49 £2.49 £2.49 £1.99 £1.99 (£3.50)

Where did you discover them? £5.45 £4.99 £5 £6.29 – £6.29 £5.99 £5.99 I met the lady who sells the jam at a farm- er’s market where we had a conversation about how she hand-makes all the jams, £11.32 £11.99 – £11.99 £11.99 – £10 £10 curds and caramels herself, and I was immediately interested in selling them in our store. She makes them in Worthing, £1.51 £1.59 £1.19 £1.59 – – £1.45 £1.45 which is close to where we are. She makes the jams for us on request and we typically order them every week or fortnight, £1.62 £1.95 £1.59 – – £1.95 – – and everything she makes is seasonal. The ﬂavours available at the moment include Sussex Plum and Sussex Blackcurrant. £2.37 £2.49 £1.99 £2.49 £2.49 £2.49 £1.99 £1.99 Who buys them? They’re popular with everyone from the young to the elderly. As it’s a seasonal line, £1.50 – £1.29 – £1.59 – – – people often like to pop into store and see what’s available. At the moment, we have six jams on the shelves, alongside four £2.18 £2.19 £1.99 £2.19 £2.19 £2.19 £1.99 £1.99 curds and caramels. Why are they so successful? They taste fantastic and the packaging has £2.38 £2.49 – – £2.49 £2.49 £1.99 £1.99 a premium look and feel that really stands out. Also, shoppers are always supportive of buying locally and supporting local suppliers. We carry a huge range of local £2.40 £2.39 – – – £2.39 – – produce – 125 lines in total.

* from a sample of 3,500 stores

I don’t stick to the RRP recom- Sticking to the RRP works best Ash Patel mended by my symbol group or Julian Hull for us and we always stock the STORE Gerhold Fine Food & News the supplier, but prefer to set my STORE Nisa Local single bottles on promotion at LOCATION Putney, London own. I mark up around 40% to LOCATION Southminster, Essex three for £5 – rate of sale is impor- SIZE 1,000sq ft 45% because this is what makes SIZE 2500sq ft tant to us. The Sharp’s Brewery TYPE high street the most profit. Whereas if I ad- TYPE village range does really well during the here to what Londis recommend, summer and normally men aged I might not make as much profit 50 and over buy it the most. How- TOP TIP on it – maybe only around 10%. TOP TIP ever, I have noticed that over the Invest in local But, ultimately, it all depends Place ale at eye- past year, so many new entrants brands that on what price I am able to buy level so shoppers to the market have made the shoppers might the ales at. We have a vast range can easily see ale category saturated, so I have not find in other of ales in store and I think to be it; we keep it by taken measures to streamline independent able to compete with the mul- the checkout so our range, going from ofering stores near you tiples on range, you need to find shoppers always 25 lines to around 18. This way, out what your customers really know we sell it shoppers can find what they are want, and stock accordingly. looking for easily. RN 21 September 2018 19

REGIONAL NEWS NFRN North West Curry hits the spot in Bolton The North West district welcomed more than 200 members to its curry night and trade show this week in Bolton. District president Muntazir Dipoti praised his committee for the success of the event. “It went really well,” he said. “We had trade stands ofering deals throughout the day, and PayPoint and Camelot had Members flocked to the North West district’s first-ever trade night stations where they were answering questions.” He added: “PayPoint Northern Publisher trialling supermarket-first scheme ‘It will put retailer sales a month behind’ highlighted how important it is for them to be at events like this to communicate with Smiths backs retailers in retailers. “As a retailer, you feel so much better when you can finally get an explanation Egmont delivery dispute for the problems you have been experiencing.” by Marcello Perricone dependent retailers as sec- available to independents but what really worries The district said it is [email protected] ond-rate stores, but they in November. me is that this will set a hopeful a similar event are already in a contract Meanwhile, council- dangerous precedent if it will take place next year. Wholesaler Smiths News with the publishers,” he lors said they remained goes national. What’s to has opposed Egmont said. “They have no choice opposed to the move, stop other publishers from Publishing’s latest trial but to play ball with this pointing out that maga- doing the same thing and Scotland to deliver new editions of hare-brained scheme that zines that come to them cutting magazines from magazines exclusively to will put retailer sales a second-hand could arrive independents?” supermarkets. month behind the super- damaged or missing Colin Reed’s Reed Renewal Speaking at a Northern markets.” cover gifts. Newsagents in Carlisle is district council meeting The trial is taking Mosci’s Convenience also part of the trial area. fee to go this week, national presi- place in Menzies’ Wake- Store in County Durham He said: “Hopefully, it will dent Mike Mitchelson field and Smiths News’ falls within the trial area fail and the idea won’t ahead said Smiths did not back Newcastle depots, and and sells approximately take – it will be very bad the publisher’s decision, will see October issues of £2,200-worth of afected for newsagents if it does.” The Scottish government but had no choice in the Lego Star Wars and Toxic titles per year. Smith’s News was has confirmed retailers matter. magazines delivered only Owner Jason Birks said: unable to provide a com- will be faced with a £50 al- “Smiths News is not to supermarkets, with “We are afected because ment by the time RN cohol renewal fee, despite happy about treating in- any unsold copies made we sell those magazines, went to press. multiple objections from the NFRN and Scottish Grocers Federation. Northern Mo Razzaq, national Anger at police CCTV demands councillor and owner Northern members have Newcastle City Council “The police are get- of a Family Shopper in hit back at Northum- meeting: “If there is no ting retailers to do more Upcoming Glasgow, said: “The coun- bria Police after its most CCTV and no vulnerabil- because they are under- regional trade cils were left in the dark senior ofcer said the ity, usually we won’t send stafed – this isn’t a good events until last week about what police would only respond an ofcer.” situation.” the fee was going to be – to retail crime reports if District president Pentland also said the NFRN Southern the whole thing has been there is CCTV footage. Graeme Pentland said: police had ignored invita- Awards 2018 shambolic.” Date 28 Sep, 7pm-12am As reported by the Sun- “It’s virtually an invita- tions to attend meetings. The news comes after Location Crowne Plaza day Sun, chief constable tion to commit a crime on “We haven’t even received Hotel, Reading RN reported each licens- Winton Keenen told a a small retailer,” he said. a response.” ing body charges diferent rates, meaning retailers Contact Megan Humphrey with your trade news on 020 7689 3357, [email protected] or @MeganH_RN could end up being faced with a much higher charge. 20 21 September 2018 RN YOUR VIEWS Payzone forced us to VIEW FROM change our THE COUNTER contract with Mike Brown

Payzone wanted to change I was recently contacted by my local buying our conditions about group about a product called Fanta Shokata, three to four months ago, which is an Elderflower & Lemon-flavoured and so ofered me some drink. Rather sceptical, but wanting something contract changes. new to entice the children into the shop at the They gave me three start of the new term, I ordered five cases. A week options: stay with them later and I am already re-ordering. It seems to Why does I regret: I started selling but get a new pay-station; attract all ages and ironically it is a taste familiar individual cigarettes to do nothing and give the to the farming community from homemade that store recoup my tobacco sales. machine back; or keep it elderflower cordials. I never ever sold to those until it is obsolete. Neville Rhodes in his column (RN, 31 August) prosper while under 18 and it was al- Before I had a chance hoped for an all-round improvement in service I am punished? ways legitimate stock. to respond, someone from when private equity firm Endless took over Men- So, after years of my Payzone called, chasing zies. Hopefully, now Menzies is operating as an The past two years have calling for action against for an answer. He said I independent company, profits can be reinvested been the toughest in two illicit sellers, when the had no choice but to take exclusively for their customers – us – and they decades of retailing. Our council did take action, the new pay-station or can strive for a greater moral responsibility over rates have gone up, our it was against me. give mine back. I asked the coming weeks. footfall has plummeted I know what I did was whether it was obsolete Parfetts recently took over our local Blakemore due to other store closures wrong, but it is a complete but he didn’t reply. cash and carry and Kevin Mellor, its retail devel- in the area, and a shop injustice that while I was The person I spoke to opment advisor, called into the shop the other nearby has taken away held accountable for a was aggressive and used day and we had a good chat. I visit weekly and our staple tobacco trade by decision made in despera- bully tactics. He wouldn’t the ofer improves every time, although there are selling dodgy cigarettes tion, the store that based even give me the chance still some availability issues. I suggested provid- and roll your own. its entire model around to check my own contract. ing more space and hence a better range of pick- I’d reported the store the illicit trade, the store This is terrible and and-mix, which they did. It’s refreshing to have to the council, trading that pushed me to do I still don’t know what my an ongoing dialogue that ultimately benefits standards, HMRC and what I did, continues options are. Why are they both parties. tobacco reps but there was to prosper. treating me like this? The Stokesley Centenary Poppy Project is well no action. I spoke to a for- It seems good people Arif Ahmed under way. So far, 6,000 poppies have been knit- mer staf member at the who make bad decisions Ahmed Newsagents, Coventry ted and at the moment they are being attached store and it was clear they pay the price, while to a mesh-backing to create a river of poppies knew the rules and how bad people who make RN approached Payzone around the war memorial. It looks amazing and to avoid them inside out. good decisions reap for comment, but it failed will be a fitting tribute to the centenary of the In the face of losing my the rewards. to respond by the time RN end of World War I. business, I did something Anonymous went to press

YOUR SAY How important is it to have a free-to-use ATM RN READER POLL

in your store and how well does your supplier treat you? 10+ miles 5-10 miles 7% 37% Garry Haigh ATM operators make it is a mile to the nearest Only use Keystore Peterhead Motors, signiﬁcant amounts from other free-to-use ATM. internet banks Aberdeenshire convenience stores and 0-5 miles 26% When it came time to it is important we get a Cathryn Williams renew our ATM con- fair share. The Hub at Abercrave, 30% tract, we found a better Brecknockshire, Wales quote elsewhere then Nayan Amin We’ve never had a cash our provider matched it. Best-one Dunstable, machine in the village How far do you have Then they failed to spec- Bedfordshire but we have a Post Ofce. to travel to visit ify if the contract was It’s a big element of your It makes a big diference your bank branch? read-only when they store. People treat it as to the village as it gives sent it over. We changed a destination because of access to cash. We run a the commission rates the free cash access. If bed and breakfast as well, NEXT WEEK’S QUESTION to 2p higher for each we had to move to a pay- and it is good if guests can Have you ever been banding and sent it to-use ATM, there would pay in cash, because the threatened for refusing of, expecting them to deﬁnitely be an impact, merchant fee for online an age-related sale? query it, but they signed but I expect people would hotel payments and other the contract and paid eventually treat it as the intermediaries can be Vote now at the higher rates. new normal, especially as quite high. betterRetailing.com RN 21 September 2018 21 INDUSTRY PROFILE CCEP How can retailers help clear the streets of litter? Nick Brown, head of sustainability at Coca-Cola European Partners (CCEP), explains

RN What progress have you made on of shoppers go to buy products they sustainability over the past year? want to consume on the go. NB Last year, we reviewed our pro- They also have a unique foot- gress and this is where our new print in local communities, so sustainable packaging plan came they can help with local solutions from. We have an ambition to make for challenges – this includes sure all our packaging is collected so getting behind litter picks such there is less litter on the streets. as the Great British Spring Clean Three areas link together our ac- run by Keep Britain Tidy. tions. This includes ensuring our packaging is sustainable. Every one RN Retailers want clariﬁcation on of our bottles is 100% recyclable and shop size, hygiene and security for contains 25% recycled plastic with DRS. What can you tell them? an aim to double this by 2020. NB DRS is a major change for retail- We use the power of our brands ers and local authorities, so we have and customer relationships to en- spent time over the past 18 months courage more people to recycle – looking at the schemes we are in- ahead of National Recycle Week (24- volved with globally to work out 30 September). We have launched a what makes them successful. new digital campaign called ‘#Coke What’s clear is that schemes Dunks’ and a TV advert entitled only work if it’s easy for consumers ‘Across the Tracks’ to encourage con- to have the opportunity to return sumers to recycle and champion bet- their packaging to convenient ter collection systems. return points. A single not-for-profit organisa- RN How is the sector progressing tion should be set up ensuring RN A major concern with DRS is with towards better sustainability? retailers get paid for providing collection queries. Do you have NB It’s great to see lots of other collection services. an update on when and how this companies in the industry step- There is a live consultation in process would take place? ping up, but there’s a lot more to be Scotland and a plan for one to be NB There is a range of different done. There are things individual launched in England. collection types used around the companies can do, but we can tack- This is an important time for all We can world. Larger stores might go for le shared challenges if we all work parties involved to put forward what automated equipment, and much together on this. they think are the right criteria for tackle shared smaller stores might use a manual the scheme, because what gets built solution; there is a real balance in RN How does your work contribute over the next couple of years is likely challenges if making sure the collection point to the wider retail industry? to be in place for a long time. design matches the outlet. NB The beverage industry has done a We must take this opportunity we all work lot to lead on sustainable packaging, to design something that works together RN Can you tell us what proﬁt and we can learn from that. Howev- for everyone. margin retailers would receive er, a challenge we need to tackle is from DRS in the UK? preventing recycled products from NB It’s important that retailers are being littered on the go. paid a fair handling fee for running This is an area where suppli- Company collection points, which includes a ers and retailers can collaborate to CV contribution to any reverse-vend- improve collection. We can help **Company Coca-Cola European Partners (CCEP) ** ing machine. The details of the fee consumers understand what to do Head of sustainability Nick Brown would be part of the design scheme. with their packaging. This is why Profile CCEP, the world’s largest independent Coca-Cola we are supporting the development bottler, is committed to ensuring its packaging is as RN What do the next steps of the of a well-designed deposit return sustainable as possible. scheme look like? scheme (DRS). Latest news CCEP has launched a new integrated marketing NB It very much depends on the po- campaign that encourages and rewards people for recycling litical process once the consultations RN How vital a role can their empty drinks bottles, in the run-up to Recycle Week. are closed. There will be a period of independents play in your work to time where the government looks at achieve a more sustainable future? how it wants to structure DRS, and NB Independent retailers are unique- ** ** then detailed design work will be ly positioned as places where lots done with the industry. 24 21 September 2018 RN ACS

James Lowman Reasons to be cheerful Last week, the Association of Convenience Stores launched its Local Shop Report 2018. Its chief executive, James Lowman, sat down with RN to talk through the findings

he best news from this looking to eat and drink in a more year’s report is the broader bitty, broken-up sort of way. context: retailers are This is where the idea of hyper- T becoming more relevant to local retailing comes in. There’s a customers’ lives and that makes me load of information, data analysis, fundamentally optimistic. thinking and expertise that retailers There are lots of little things in will be trying to access. But increas- there. One thing was opening hours ingly in a hyper-local market you are We also have the very real fact – last year I was worried that we an expert in the area you serve. All that crime has gone up – and that’s would see a trend of retailers saying the difculties that multiples have just not a perception – while we “costs are going up, we’re going to around social media policies and so face greater environmental regula- have to cut staf hours to make sav- on – you can make those decisions tion, too. ings”. I would totally respect their de- yourself. Because of this, I think Luckily this year, we’re able to cisions, but that would be a negative independent retail is the best place to show government just how impor- response to these cost increases. be in the market. tant the convenience sector is to Instead, retailers are looking That’s not to say there aren’t chal- We’re in the economy. Looking at the mail to diversify their ofer and rev- lenges and regulation, and overheads data from retailers on tax returns enue, with many services becoming are likely to continue to grow. a better shows a very big number. The more prevalent. Nearly a third of One area is flexible working. It’s convenience sector contributed stores now include a post ofce – and understandable why politicians are position more than £8.8bn gross value to the the banking services they allow for. looking at this. You’ve got people exchequer last year, as well as over Meanwhile, almost half now ofer a working in the gig economy in struc- than when £3.6bn in direct and indirect taxes free-to-use cash point. tures that aren’t really catered for by we launched including business rates, corpora- In a digital world, stores are the legislation, people being told to be tion tax and excise duties. They only physical hub in a lot of places. available for a long period of time and the report need to listen to us. So, it’s all about adding more services working a relatively short number of I know there have been some big and that’s how businesses are grow- hours – these are real issues. in 2012 changes to our market driven by ing profits. It’s a positive message Our job is to present a very positive changes to the supply chain, but and the stats back it up. side to flexibility. Yes, there will be for Tesco to shell out £3.7bn for the Importantly, I would say we’re stores where staf want to work more right to serve independent retailers in a better position than when we hours, but can’t get them yet, gener- and foodservice operators through launched the report in 2012. Then ally, the flexibility is around them. Booker means they clearly think there was a real trend towards the They’ve got other commitments and independent retail has a future. out-of-town stores – you’d have said it’s local. They haven’t got a great cost And our report agrees. It shows that it was a one-way bet that this getting to and from the business, that we are more relevant to consum- was how the market would go. they’re not asked to go to multiple ers than ever and there are far more Now, trends towards smaller locations. It’s flexibility which, in positive signs than negative signs for households and more local shopping general, works for both sides. I think the future of convenience. l have really begun to play out. People we’ve got a good argument to run aren’t going to out-of-town super- that we should be treated diferently James Lowman was speaking stores as much anymore – they’re from the gig economy. to Tom Gockelen-Kozlowski

26 21 September 2018 RN XMAS SNACKING

Consolidate range in line with store size and type Snacking at Hitesh Pandya Toni’s News, Focus on the Ramsgate, Kent

first three You’ve got to have some seasonal Christmas lines, but as a CTN we have limited Now kids are back to school and the holidays weeks of space. So, we’ll choose a small range December and focus on getting the right seem a distant memory it’s time to focus balance between availability and on Christmas snacking. Toby Hill and and go big not having huge amounts of waste Tom Gockelen-Kozlowski asked retailers with it when 31 December arrives. for their top advice this year Get your offer ready Cross-merchandise Tie together products for 1 December with giveaways Mital Shahid Morar Ranjit Ancoats General Stores, Razzaq Manchester Family Shopper, Singh Blantyre, Glasgow Parans Minimarket, Rothwell, Leeds Focus on the ﬁrst three weeks of December and go big with it – that’s We always make sure we have when people are having their multipacks and grab bags, and We sell turkeys from a local butcher, ofce parties and are enjoying we display them side by side with which we ask people to pre-order, Christmas. By the time you get to dips: Primula in the chiller, Dorito and then we do promotions tying 22 or 23 December, people have had salsa on the grocery shelves and, other products into that, such as enough of it. That’s when they want increasingly, Booker’s Discover the crisps, snacks and dinner items like essentials such as milk and bread. Choice dips are selling well, too. apple brandy sauce. Use offers and Don’t forget the promote them heavily counter space Stock specialist products Sunita Ray Kanji Monelle has changed after Steve Family Shopper, Orchard News, The Chupa Chups range Haines Little Hulton, Weston-super-Mare, will include a number The Broads, Coltishall, Greater Manchester Somerset of novelty lines Norwich

It is difcult to take on the discount- We have a Tesco Express and With snacking products I tend to be ers as people often go there to get a bigger Tesco within 500 more conservative. If you over-order a big shop, so you have to grab yards of our store, so we keep boxes of chocolate, you can use it people’s attention and get those our range quite limited. We for Valentine’s Day or Mother’s Day, impulse purchases. We push key display mince pies on the but after Christmas people have Christmas snacking products in our countertop to grab impulse had enough of snacks and have poster displays outside and in PoS purchases as customers pass cupboards full of it and are thinking around the store. through the store. about going on a diet. » 28 21 September 2018 RN XMAS SNACKING Target high turnover Stock specialist Mix fresh-baked rather than high products to become with successful margins a destination packaged items Anish Paul Vicky Parekh Gardner Singh Londis Broadoak Post Budgens of Islington, Londis, Mitcham, Office, Ashton-under-Lyne North London Surrey

I shop around various wholesalers to We’re ofering Mr TG Pullin’s We’ve ordered £1,000 of packed ﬁnd the best ofers on products I think artisanal mince pies this year in mince pies, but will probably also would resonate with my customers. both our stores after they sold very sell freshly-baked ones as well. Then I sell them on ofer: I aim for well last year. I think what makes One of our other bestsellers is high turnover rather than high mar- them work is their simple packaging Christmas-themed gingerbread gins, targeting people buying impulse and the fact you can really see what men. Kids ﬁnd it exciting and and pushing up basket spend. you are getting. they’re traditional, too. RN 21 September 2018 29

INDUSTRY BRIEFING: Christmas snacks

Lauren Chris George Bates Trade and brand manager, Impulse sales director, Mars Wrigley Confectionery Kellogg’s

The final two weeks leading up to Christmas Last year, Pringles was the most-bought is worth £164m and represents 21.8% of total branded FMCG food product in supermarkets season sales, so retailers should ensure they during Christmas week. are fully stocked right up to Christmas Day. Retailers benefit from big brands offering Consumers are willing to spend and a £1 price point all year round. Building on indulge more at key calendar events the success of the Pringles 40g snack can, such as Christmas, leading to a trend Pringles recently introduced a 70g in more premium purchases. You can snack can with £1 price-mark. drive last-chance purchases in queue and From October this year, Pringles at the till – these locations drive purchases will launch a ‘free present with by up to 60%. every can’ promotion where Use all the PoS available to you to create customers can redeem a free gift in-store theatre that makes iconic products – including gadgets and holidays such as Maltesers Reindeer unmissable – with every 200g can they in-store. Capitalise on the impulsivity and purchase. It is our goal to make expandability of the confectionery category sure it meets evolving consumer by placing confectionery at multiple points needs – that way retailers can around the store. Significant sales uplift feel confident they are set up can be achieved with positioning closer to for successful impulse sales as the entrance. consumer tastes change. l

Text SNACKS to 88222 followed by a space, your name and a photo of your invoice. T&C’s apply. UK only, excluding NI. 18+. Open to all independent and symbol group convenience retailers. Employer’s permission required to enter. Open from 01.07.18 to 30.11.18. To enter, purchase any 4 x cases of Pringles Snack Cans (40 g or 70g) or Kellogg’s Better For You Snacks (see full terms and conditions for full list of promotional items). Take a photo of your invoice/receipt and text it with the word SNACKS followed by your name to 88222. 1 entry per invoice/receipt. Entry by text only. Text charged at standard MMS rate. 1 x £10,000 cheque available to be won. First 1,000 entrants will receive 1 x case of Pringles 70g and 1 x case of Special K Protein. Winners will also be drawn weekly. Each weekly winner will receive 10 x cases of a selection of Pringles Snack Cans and Kellogg’s Better For You Snacks. Subject to availability. Full terms and condition can be found at https://www.kelloggsvantage.com/snacksofcash

Julie Atkinson Hollins Green Community Store, Warrington

On Halloween night, we do a little party for the children before they go out trick-or- treating. It provides a base for them, where they can start their Halloween night and come back to at the end. The staﬀ dress up and get involved, and we do a barbecue for the parents, who can sit and eat at the tables while the kids go round the village. It gets us involved in the local community, and we’ve got great feedback Frightfully about it. good profits Halloween is the third-biggest event for convenience retailers. Here, Toby Hill reveals 10 shockingly good ways to take advantage of the occasion

Make up displays Add seasonal of loose sweets goodies Decorate the store

Ian Robert Julie Handley Madden Atkinson Handley’s News Costcutter R & D Hollins Green and Convenience Store, Madden, Chorlton- It gets us Community Store, Northwich cum-Hardy involved Warrington In the run-up to Halloween, we Our bestsellers are less the in the local About a week before buy loose Halloween-themed costumes and accessories and Halloween, I’ll go to the shops sweets and make them up into more autumnal treats such community to buy props to decorate £1 and £2 bags. There’s a little as treacle toffee and toffee the store. I use fairy lights, extra labour involved compared apples, as well as pumpkins. which we hang from the front to buying Haribo, but we We get pumpkins through of the store and work well get 40% or 45% margins, Costcutter and arrange them as the nights start to get and the staff do it when they at the front of the store. Then darker. I also buy Halloween- have a quiet moment. We we sell the treacle toffee themed figures, creatures source some through our and toffee apples nearer and cobwebs, which we wholesaler, Parfetts, and the day itself through to dangle from the ceiling and we also buy some specialist bonfire night, so we get them perch on the shelves. It’s lines from Hancocks, who from the cash and carry in nothing too scary – not blood have an outlet in Manchester. Manchester. We buy them and guts everywhere – but I’m on their email list so can loose, then bag them up and enough that people can see see new products and offers sell them from the counter for from outside that we have before going in. impulse sales. something going on. » 32 21 September 2018 RN HALLOWEEN Play games with Use PoS and shelf- Tie in with the children edge labels 10 Bonfire Night Products to bring Julie Ian Halloween thrills Steve Atkinson Handley and chills to your Kelly Hollins Green Handley’s News and in-store theatre Channel director, Community Store, Convenience Store, Premier Foods Warrington Northwich 1. Cadbury Pumpkin As part of our Halloween We don’t have a lot of space in Patch Gateau A great way to extend and party, we’ll have games for our store for big displays, but get more value out of the the children to play in store. there are still ways of adding 2. Fanta Halloween season is for I draw a picture of a witch atmosphere. One thing we use Blood retailers to look at stocking and they have to pin the nose is shelf-edge label strips, in Orange Bonfire Night-related products on her face, we have a lucky orange and black, with webs Zero as well. Bonfire Night comes dip with funny-feeling things and witches on them. We pick around so quickly after in it, such as sweets in jelly, them up from a stationery Halloween that retailers can get and we hang a washing line wholesaler, so it’s a little extra ahead of shopper demand by with apples dangling from expense, but we can use them stocking themed products as it. We have little 20p bags of again and again. It grabs the an extension of their Halloween sweets as prizes, which we eye, along with spider webbing range. New products perfect give to the kids even if they strung across the shelves and 3. Cadbury Goo for the Bonfire occasion include don’t win. They love the old- the odd mask hanging off the Heads Minis Mr Kipling Toffee Apple Slices fashioned games. end of the aisles. and Cadbury Mini Bonfire Logs. 4. Haribo TangfasTricks

Build on Offer bowls of manufacturers’ Merchandise alcohol individually wrapped campaigns for grown-up parties sweets for trick or treaters 5. Mr Kipling Toffee Apple Slices Simon Georgina Harrison Rogers Andrew Customer marketing Brand manager, Ovens 6. Aryzta’s Otis director, Coca-Cola Casillero del Diablo Marketing manager, Halloween Muffin European Partners Big Bear Confectionery

7. Chupa Chups Halloween has taken off in the In recent years, the double Skull lollipop UK in recent years, becoming celebration of Halloween and The sweets in our bags of a key calendar moment for Bonfire Night have become Fox’s Glaciers are individually our target audience of young huge growth drivers for the wrapped, making them 8. Fruittella Favourites adult consumers. Last year, beers, wines and spirits perfect for trick-or-treat Spooky Mix Fanta grew by 23% during category in both convenience bowls. These could be placed Halloween. This year, we and major multiples. Recent at different points around 9. Cadbury Mini ran a flavour election for figures suggest just over half the store to add theatre. This Bonfire Logs limited-edition Fanta flavours, of shoppers are planning to September sees the launch which are joining the brand’s buy alcohol at Halloween, and of Fox’s limited-edition portfolio for Halloween, with this figure increases to 75% for Glacier Fruit & Spice, filled Blood Orange Zero and Pink Bonfire Night. As well as a huge with warming autumnal Grapefruit Zero voted the array of in-store promotions flavours such as Honey & winners. We recommend and support materials, we Lemon, Apple & Cinnamon that retailers include these have social media campaigns and Orange & Ginger. With no new flavours in cross- and competitions to drive artificial flavours or colours, category Halloween displays, awareness and cut through for they are popular with parents 10. Fox’s Glacier to help drive shopper the brand. wanting to treat their kids. Fruit & Spice engagement and sales. l

RN 21 September 2018 35 THIS WEEK IN MAGAZINES My week in magazines

Marcello Perricone Magazines reporter [email protected] AUTUMN IS HERE BUT IT’S TIME TO START PLANNING FOR CHRISTMAS It’s September, which for most people means autumn is here and temperatures are getting colder. For the magazine industry, however, it means only one thing: it’s time to start preparing for Christmas. In the next few weeks, most publishers will Launch of the week start churning out magazines focused on the seasonal event, with Immediate Media, Bauer and Hubert Burda already readying several one shots and special issues of their titles to CELEBRATE THE GREATEST capitalise on the upcoming festivities. While customers themselves might not be tuned in to the early marketing, the increased EVER TELEVISION DECADE presence of magazines and advertisements will slowly contribute to placing Christmas Bauer is capitalising on retro trends by launching a series of ﬁrmly in people’s thoughts. This will give TV Choice spin-ofs that starts with an issue dedicated to the retailers who prepare ahead of time an advantage over others. best shows of the ’80s, from Dallas to Only Fools and Horses In next week’s RN, we will feature a number of Christmas magazines. We will give TV AND RADIO has long been one of the you information about what to order from best-performing magazine genres, and wholesalers, as well as a bit of intel on mar- publisher Bauer has a new tactic to give the keting trends. category more volume than a bad perm. With Christmas revenues of £385m last TV Years: The Eighties takes a look at TV YEARS: year and a similar performance expected this the decade, with special features on its 50 THE EIGHTIES year, retailers would do well to keep their eyes greatest TV moments and the launch of On sale out now on this area. Channel 4. Editor-in-chief Jon Peake says Frequency bimonthly nostalgia for the ’80s has lasted longer Price £3.99 than the decade itself, which is why Distributor Frontline Bauer chose it to launch this series of Display with TV Choice, Opportunity: Christmas special TV Choice magazines. Radio Times, TV Years It may be a few months away, but Frontline expects the magazine to the ﬁrst Christmas magazines are do well, so you should capitalise on this starting to enter the market. Pay launch to generate repeat sales when the attention to trends so you can jump next issue arrives in November. in ahead of the competition. 36 21 September 2018 RN

[email protected] THIS WEEK 020 7689 3350 @Marcello_RN IN MAGAZINES f facebook.com/thisisRN

GOOD HOMES On sale out now ULTIMATE CHRISTMAS Frequency one shot l This special edition of Good Homes features 148 Price £4.99 pages of articles, photographs and guides about Distributor Marketforce the latest Christmas trends. Display with The l The seasonal issue comes with six gifts, Christmas Magazine, Good including a Good Homes 2019 calendar, a Housekeeping Christmas Chocolate & Coconut bar and a ticket to the Special, Simply Christmas Ideal Home Show. YOUR HORSE l An equestrian magazine aimed at horse On sale out now enthusiasts, Your Horse features interviews, Frequency monthly Bestsellers articles and advice for horse fans old and new. Price £4.25 l November’s issue brings a new look, with Distributor Frontline Countryside and country Display with Horse, Pony, a redesigned cover, new colours and more Title On sale In quality photographs. Local Rider, Equestrian Life date stock

1 Country Life 26/09 2 Coast 28/09 3 BBC Countryfile 28/09 LUNCH LADY 4 Scots Magazine 13/09 l This premium food and parenting title On sale out now 5 The Field 20/09 Frequency quarterly features opinion pieces, articles and guides 6 Scottish Field 07/09 aimed at promoting family engagement. Price £13.50 7 l This special edition contains photographs, Distributor Intermedia Yorkshire Life 20/09 art and cooking ideas for the whole family to Display with Frankie, Flow 8 Dalesman 26/09 enjoy together. 9 Lancashire Life 19/09 10 Cheshire Life 21/09 11 Cotswold Life 20/09 12 Best of British 30/08 GURGLE 13 Derbyshire Life 20/09 l A parenting magazine focused on providing On sale 26 September 14 Cumbria Life 19/09 advice for before, during and after childbirth. Frequency monthly 15 Devon Life 20/09 l November’s issue includes a guide to the best Price £4.10 baby car seats, a feature on birth squads and Distributor Marketforce Data from independent stores supplied by Mothercare and ELC vouchers with a combined Display with Mother & value of £35. Baby, Smallish, Baby SYMBOL KEY

Price Launch Frequency Bumper GOOD HOMES change change issue l This home-interest title brings features, On sale 26 September buying guides and news about the latest trends Frequency monthly in the sector. Price £3.80 l November’s issue features 952 ideas for cosy Distributor Marketforce home builds, a look at smart heating and an Display with Ideal Home, Real Homes, House One Special Free Competition autumn bedroom masterclass. Beautiful shot issue gift

COMING UP IN NEXT WEEK’S RN Discover which new seasonal confectionery lines will make your sales sweet this Christmas Plus, find out how payment technology can revolutionise the experience customers have with your store at and away from the checkout RN 21 September 2018 37 THIS WEEK IN MAGAZINES HALLOWEEN BAG Expert advice On sale out now Bill Palmer OF GOODIES Frequency one shot Magazine Heaven, Rushden l This special children’s magazine launches Price £3.99 Lakes, Northampton around Halloween each year to capitalise on Distributor Marketforce spooky seasonal trends. Display with Paw Patrol, l This year’s edition features two magazines Peppa Pig, Lego Star Wars themed around Paw Patrol and SpongeBob SquarePants and comes with gifts. t Magazine Heaven, we have to continually change our displays and foreground titles that will sur- prise and engage our customers. ROYAL LIFE We work hard to find titles that l On sale out now Athey might not have seen before, or even be Focused on the royal family, this specialist magazine includes news, photographs and Frequency bimonthly aware of. We give these titles equal or better recaps of key events. Price £4.50 billing than mass-market titles. Obviously, l This edition focuses on the first royal duties of Distributor Intermedia our store is large and has a huge range, so we Prince Harry and Meghan Markle, the Queen’s Display with Majesty, can execute this efectively. meeting with Donald Trump and Prince George’s Royalty We stock more than 2,000 titles and have fifth birthday. no barriers to entry, so we don’t penalise titles that have small circulations by cover- ing them up or consigning them to the bottom shelf. This approach has seen titles such as Pom MY BEAUTIFUL Pom – a unique quarterly knitting/craft title PRINCESS On sale out now founded in 2012 and home-grown in London – outsell all of our regular knitting titles, l My Beautiful Princess is full of puzzles, fun and Frequency monthly most of which can be found on crowded stories to keep children entertained. Price £3.50 Distributor Marketforce supermarket shelves. l October’s issue comes with a free lip gloss set Display with Disney Oh Comely is another favourite of ours and a metal bracelet. Princess, Girl Talk and has been highlighted by our team as a recommended read in our women’s lifestyle section in a prime position. As a result, the magazine has grown with every issue and holds its own against mainstream women’s SPECIALIST CHOICE titles. I can cite numerous examples across GARY PILSWORTH, OFFLEY STORES, a range of genres where this approach has been successful. HITCHIN, HERTFORDSHIRE Although we are a new business, I have been in the industry long enough to know RADIO TIMES that our approach to magazine retailing is Who buys it? breaking new ground and resonates with All ages and genders, but our ever-increasing customer base. it is especially popular To sum up, I would advise any retailer with senior generations, who wants to create interest, excitement such as those aged 50 – our customers frequently voice their years and older. pleasure when they find something new or interesting – and increase dwell time and, as How do you display it? a consequence, generate more sales, creates It normally sells well on space in their display to showcase niche its own as people come magazines in as many sectors as possible, in knowing what they or just designates a shelf in their display for On sale 22 September want, but we have it new or noteworthy titles. Frequency weekly in a front display Finally, use shelf PoS to highlight titles. Price £2.80 on the shelf and We recommend reads with handwritten cards, which are simple, personal and efective. Distributor Frontline on the till.

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