Week on Our Hot Snacks’ Page 32 »

29.05.2015 RN ON THE ROAD Test purchases, illicit alcohol: a day in the life of trading standards INVESTIGATION Page 28 »

Constructing an opportunity ‘Local builders spend £500 a week on our hot snacks’ Page 32 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.20 ‘We’ll prove £40m

deal’s a win-win’ PAYPOINT l Booker to meet with Londis and Budgens retailers to answer questions and address concerns following merger. Facebook l Premier and Family Shopper stores promised better frenzy premium and fresh & chilled infrastructure. Page 5 » unites

TOBACCO retailers Director Andrew High court Goddard to visit group founder after challenge 1,400 members over plain join in a week. packaging Page 5 » JTI, Philip Morris RETAIL CRIME and BAT file lawsuits against government. ‘My terror Page 4 » at the REGIONAL tillpoint’ Knifepoint attack Sinkhole is the harsh reality nightmare of handling high- Sales down 70% as cash services like retailer trades from PayPoint, says his car. Page 12 » retailer. Page 14 »

Vol 126 No 22 Raspberry Vipul FOR TRADE USE ONLY The Wharf in Ebley Stroud has become Take a Break PoS push the first Mace store to open an ice cream parlour. With 18 22 planned for 17,000 flavours for customers to try, owner Vipul Panchmatia independent stores is hoping to sell 40 to 50 tubs a week. In its first three Page 7 days the parlour pulled in £400 in sales. » IRRESISTIBLY TASTY PROFITS

New baked Cracker Crisps from Jacob’s, the market leader in savoury biscuits. Available in 3 top selling flavours. Supported by a £4.5million TV, PR and in-store campaign from July.

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Cracker Crisps Retail Newsagent ad.indd 1 15/05/2015 17:28 Retail Newsagent 29 May 2015 3

I love numbers, budgeting and pulling apart reports with a calculator at my side. Because of this, I thoroughly enjoyed Aberdeen retailer Leanne McGowan’s number crunching on the PayPoint Pay Fair Facebook page over the weekend. Sceptical of the service provider’s much-vaunted “20% more footfall, 20% higher spend” claim, she picked a random day and analysed trans- RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT actions and average spend for PayPoint users versus everyone else. Three interesting stats jumped out: first, 42% of her PayPoint users So the claim that didn’t buy anything else that day. Second, the average basket spend of a PayPoint users spend PayPoint user was £4.84, 22% lower than the £6.24 spent by non-users. And third, however, if you remove the 42% of PayPoint users who didn’t 20% more than average buy anything else, the average spend was £8.34, 33% higher than the shoppers only rings store average. true if you count the So the claim that PayPoint users spend 20% more than average shop- users who actually pers only rings true if you count the users who actually buy something. She also quite fairly asks who’s to say that the 75 PayPoint users that buy something day were new footfall and not existing customers who love her great prices and excellent service and paid their bills there because it was con- venient? The thing about market research is you can spin a compelling sales story out of any set of answers if you ask the right questions. And while some numbers look good sat in an air conditioned office, they don’t ring true with retailers on the ground. CHRIS GAMM Research is normally commissioned to justify, reinforce or change Editor behaviour. But if those you’re trying to influence have no confidence @ChrisGammRN in what you’re telling them, no appetite to believe it and have hard evidence to the contrary, you’re just flogging a dead horse.

CONTENTS 26 40 NEXT WEEK NEWS dropped – why not more than 60 in London to carriage charges? years ago spend a day with a 4 INDUSTRY NEWS Tobacco 18 YOUR STOCK, YOUR 26 RETAILER trading standards firms sue government SAY Are your PROFILE officer as he visits over plain packaging customers indulging in Size isn’t stores in the area 6 BUSINESS NEWS Sales more top-up shopping everything – 34 3O INDUSTRY boost for Booker from these days? and Hitchin PROFILE Health fascia growth 19 YOUR ISSUE Three retailers retailer Gary Lottery national PREMIUM TOBACCO 7 NEWSTRADE Take a Break describe how foodservice Pilsworth sales manager Gary How suppliers are to get indies sales push works in their stores has proved Troman, below left, ensuring their brands from H Bauer 20 COLUMNIST the point by is in the RN hot seat survive in a dark market John Eastwood racking up 8 PRODUCT NEWS Britvic’s looks at what influences 31 WATER Get set for Taste of Summer is back – £500 a week summer tobacco buyers’ in hot food sales in bigger and better 34 WEBSITES AND APPS purchasing 30 his 1,000sq ft 12 REGIONAL NEWS Are you up to date with No end in decisions village store sight for Jeet Chopra’s 24 PRICEWATCH the state of the art? sinkhole nightmare Cooking sauces 39 PREVIEW New Snickers FEATURES 16 NFRN DISTRICT COUNCIL prices; RN’s THIS WEEK DIETARY REQUIREMENTS Republic of Ireland DC profile of Estée 28 TRADING Lauder, who STANDARDS IN MAGAZINES Which companies are

COMMENT & launched her RN takes 41 ROUND-UP Saddle up for Le investing in the special- ANALYSIS beauty and to the streets Tour de France ist dietary food sector? 17 LETTERS Fuel prices have cosmetics empire of Islington 42 FOR YOUR SHELVES “RETAILERS INCREASINGLY NEED TO DO BUSINESS ON THE GO” – TODAY’S MANAGING DIRECTOR BILL LAIRD EXPLAINS THE INSPIRATION BEHIND THE NEW PLAN FOR PROFIT APP Page 34 » 4 29 May 2015 Retail Newsagent

Mystery Race day raises £12,600 for shoppers NewstrAid Senior figures from the news- for ‘No ID’ paper and magazines industry Teenage mystery shop- turned out at Lingfield Park pers are to be sent into Race Day last week to show independent retailers to their support for newstrade buy cigarettes under a new charity NewstrAid. The organ- scheme to ensure proof-of- isation provides welfare and age compliance. support for past and present Stores will be visited newstrade workers through- by 18 and 19-year-olds to out the UK. Pictured at the check whether owners event is NFRN national deputy have adopted the ‘No ID, No vice president Ray Monelle, Sale’ policy when dealing national vice president Ralph with customers who are Patel and national president only just of legal age to buy Martyn Brown, along with their tobacco. wives Andrea, Urvashi and Under the scheme, Kate. An estimated £12,600 which is being rolled out was raised on the day. following a successful pilot in the north west of Eng- land, stores that fall short of the legal standard will Manufacturers take legal action BAT, PMI and JTI file objections to the High Court be ofered free, accredited training from former trading standards ofcers. The compliance programme was first launched Government sued over in March this year by JTI, Philip Morris and Imperial Tobacco. plain tobacco packaging by Nicola Stewart The companies are seek- it by the state would in- packaging works, the JTI crime ing compensation that evitably want to challenge government has decided Three of the four biggest could amount to billions of and seek compensation. to proceed and JTI must tobacco manufacturers pounds if successful. “We look forward to now protect its rights in ad targets have followed through on Imperial Tobacco told having the opportunity the courts.” threats to take legal action RN it is also “actively to explain our views on The companies would 5 million against the government considering” its position, this divisive and unlawful not comment on whether JTI is using a full-page over plans to introduce with a “view to potentially measure.” the court action could advert in 70 regional plain packaging. issuing a legal challenge JTI managing director delay the introduction of newspapers in an attempt British American To- in the future”. Daniel Torras added: “We the measures, due to come to warn five million people bacco (BAT), Philip Morris A spokesman for BAT have clearly and repeat- into force in 2016. of the dangers of illicit International (PMI) and Ja- said: “Legal action is not edly made clear to the UK A spokesman for the De- tobacco selling. pan Tobacco International something we undertake government that plain partment of Health said: The media campaign will (JTI) have all filed legal ob- lightly, but the UK govern- packaging will infringe “We would not have gone highlight how illegal to- jections to the High Court, ment has left us with no our fundamental legal ahead with standardised bacco brings crime to com- arguing the measures other choice. rights. packaging unless we had munities and detail what deprive them of property in “Any business that has “Despite the lack of considered it to be defend- JTI is doing to help combat the form of trademarks. property taken away from evidence that plain able in the courts.” the problem, including informing the police and local trading standards. Jeremy Blackburn, JTI head of communications, Doubts over food waste scheme said: “By raising aware- A convenience store owner 200,000 strong signature Russell Holborn, of Hol- He said: “At the end of ness of the dangers illegal has welcomed a campaign campaign against food born’s in Surrey, said while the week, I might have a tobacco represents, we aim to force supermarkets to waste led to a law forcing he welcomed any scheme box of bananas and a box of to increase the number donate waste food to char- French supermarkets that redirected food waste onions left over. I start by of people reporting these ity, but has questioned the to donate waste food to to a good cause, he was reducing them for custom- crimes and criminals.” scheme’s logistics should charity. Now, more than concerned that the smaller ers and I also pass goods on In the past year, JTI has c-stores ever have to fol- 100,000 people have signed amount of waste produced to staf. Nobody likes waste, removed a total of nine gan- low suit. a similar petition urging by c-stores made it unclear but small stores just don’t tries from retailers found to Parisian councillor the UK government to how such a scheme would deal in the quantities that be breaking the law. Arash Derambarsh’s enact the same law. work. supermarkets do.” Retail Newsagent 29 May 2015 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Page on twitter 39 @RetailNewsagent for expert advice to help you grow your sales Uncertainties over future calmed after £40m buyout ‘We are positive but need some clarity’ Conference news talk Frontline and News UK will Retailers reassured after speak to retailers about how they can build newspaper and magazine sales at the NFRN’s annual conference. Booker’s Musgrave deal The companies, both by Steven Lambert concerns about the move. RN they were unsure to implement their proposi- category partners of the It has also written to how these plans would tions for the future, I can’t federation, will present at Booker has moved quickly Premier and Family Shopper be afected by the Booker see us failing.” a special news development to allay Londis and Budgens retailers highlighting the deal, but were cautiously Booker chief executive session at the event which retailers’ uncertainty over benefits of the deal, includ- optimistic. Charles Wilson assured takes place in Torquay on their future following the ing use of Musgrave’s chilled Bintesh Amin, owner Londis and Budgens retail- 8 and 9 June. firm’s £40m purchase of and frozen supply chain and of Blean Village Londis, ers that is was not looking Frontline head of Musgrave GB. increased scale to reduce said: “We’re positive about to consolidate fascias or retail sales development The deal, which is subject costs for store owners. the move but need some own label ranges. Paul Sadler and News to approval by the Competi- It comes months after clarity on what changes are He said: “Budgens stands UK independents sales tion and Markets Author- Musgrave announced plans going to be introduced. We on its own ground and manager Greg Deacon will ity, will see Booker add to turn around falling sales hope that Booker is open it has some interesting also be joined by Local 1,630 Londis stores and 167 and operating losses, includ- to listening to Londis and ranges and great retailers, World consumer sales Budgens stores to its retail ing the launch of dedicated Budgens retailers.” while Londis has a good director Chris Coward, estate of 3,082 Premier and teams and separate price Jatinder Sahota, owner of heritage with its retail- who will speak about 30 Family Shopper sites. files for both its fascias, cull- Max’s Londis in Sheerness, ers and consumers. We’re retaining regional press Booker is understood ing hundreds of unprofitable added: “The Budgens and expecting these, along with customers. to be inviting Londis and stores and unveiling its Londis directors have done Premier and Family Shop- There will also be an Budgens retailers to a meet- Londis 2020 plans. a great job, and as long as per, to form the four pillars update on the National ing this Friday to discuss Musgrave retailers told Booker gives them the time of our fascia plans.” Newsagents Network (N3) and a question and answers session for members. Imperial Coffee at the double Standards launches for Jatinder An in-store reshuffle has improving Ignite app resulted in double the The London borough Imperial Tobacco has number of coffees being of Islington has seen a launched an app for its Ig- sold at Max’s Londis in dramatic fall in illicit nite programme that allows Sheerness and a 20% alcohol seizures from retailers to access brand increase in newspaper stores thanks to a trading information and rewards sales. The shop’s newspaper standards ofcer backed by while on the move. stand was moved next to public funding. The app, for iOS devices, the coffee machine as part Since Doug Love started also allows users to check of a redevelopment at the working with retailers in their loyalty points balance, end of last year, to put more 2010, the amount of shops access information on emphasis on food to go. in the borough found Imperial products and staf Owner Jatinder Sahota stocking illicit alcohol has training, and monitor their says he now sells up to 25 dropped from 85% to just stores’ tobacco sales. Retail- cups of coffee a day and 17% this year. ers who download the app food to go sales are up 15- l A day with Trading will also be entitled to 100 20%. Standards, pages 28-29. free Ignite points. Newsquest PayPoint protest group nears 2,000 acquisition The chorus of disgruntled went to press. really starting to voice their ing profit would have been Regional publisher retailers fighting PayPoint’s Following his persistent concerns,” he said. “I want £1.6m to £4.8m, or between Newsquest has added to commission cap cuts has campaigning, Mr Bergin PayPoint to listen. I will be 4% and 11%, higher if the its portfolio by buying strengthened with more was due to be visited by Pay- asking why they can’t ofer new caps had been in independent publisher than 1,400 joining a social Point retail director Andrew free banking and commission place for the 2014 financial Romanes Media Group. media campaign in a week. Goddard on Wednesday. He rates based on the time taken year. It noted that any short Romanes, publisher of one The PayPoint Pay Fair told RN he hoped to gather a to complete a transaction.” term gain could have nega- daily paper, the Greenock Facebook group, launched panel of retailers to quiz him Meanwhile, a report tive consequences long- Telegraph, 19 weekly paid- by Gloucester newsagent and call for action. by stockbroker Numis term if retailers pulled out for papers and nine weekly Marcus Bergin, had hit more “We have a lot of vocal Securities calculated that or a regulatory investiga- free papers, was bought for than 1,900 members as RN people on the page who are PayPoint’s annual operat- tion went ahead. an undisclosed sum. 6 29 May 2015 Retail Newsagent

BUSINESS

Spar gives Abra to £493k to add more Childline Kind-hearted Spar depots retailers and work- Abra Wholesale has ers have helped revealed its new cash and to raise nearly carry, which is opening £500,000 for the in Luton this summer, is NSPCC over the past only the start of its plans 12 months. Charity to expand. work undertaken The Edmonton-based by the group and its wholesaler will efectively stores has gener- double its existing sales ated £493,325 in floor space with its second donations, which cash and carry. will help the Child- David Gilroy, ex-Bestway line Schools Service and Nurdin & Peacock, has to tackle abuse been brought on board to targeted at primary work with Abra on strategy school children. and operations. He said there are plans to open more depots in 2016/17. “Edmonton is doing Sales up 1.5% to £4.8bn Plans to grow sales to £6bn by 2017/18 exceptionally well and growth has been im- mense,” he said. “Abra’s growth far exceeds anyone else’s in the industry.” Booker gets sales boost In the latest financial year, Abra took £50m – a growth of 45%. This year growth is 35%. from fascia growth The new depot will open in Dallow Road and has a by Steven Lambert after tax increased 12% Charles Wilson, chief ex- Mr Wilson said: “It has 55,000sq ft selling area. to £117.7m, while oper- ecutive at Booker, said the been a good year. We have As Booker prepares for its ating profits grew 17% Londis and Budgens fascias had a strong performance £40m takeover of Musgrave to £140.3m. would sit within its new on Premier. Family Shop- GB, the group has posted Booker attributed the business structure, which per is also trading really Symbol another positive set of full results to a ‘strong year’ for is designed to drive sales for well and we’re still on year results with total sales Premier, which increased independents, multi-site track to hit 300 outlets. stores on up 1.5% to £4.8bn. its estate to 3,082 sites, operators and caterers. “Operating profit Booker like-for-like sales, and the expansion of its He added that by us- and cash came through excluding Makro, were up Family Shopper fascia to ing its current central and we’ve continued the rise 2.3% in the 52 weeks ended 30 stores. The company distribution site and more to make good progress. The number of symbol store 27 March, while non-tobac- added that it remains on than 200 business centres The plan hasn’t changed retailers rose 1.6% over the co and tobacco sales grew track to reach 300 Family across the UK, Booker had and we continue to past 12 months on the back 2.9% and 1.1% respectively. Shopper sites over the next the capacity to grow sales focus, drive and broaden of further growth in the In addition, profit few years. to £6bn by 2017/18. the business.” total convenience sector, according to new figures from IGD. The food and consumer goods analyst found the New GoKart version due ‘in weeks’ number of symbol operators increased from 15,173 last A new version of retail ties enabling store owners help make the ordering line with their needs. April to 15,423 this year. stock ordering app Go- to compose a stock order process up to four times We’re also increasing Multiple convenience Kart, featuring a host of even without an internet faster for independents. engagement and com- stores increased in number improvements inspired connection. “In the past few munication that whole- the most, up 10.6%, but this by feedback from inde- In addition, template months, we’ve got in salers can have with was a slowdown on the pre- pendents, is due to be ordering will enable touch with the retailers their retailers.” vious 12 months, said IGD. launched ‘in weeks’. wholesalers to create a that are using GoKart to Mr Patel added that While the number of The updated app will template of regular stock see how we could make the number of GoKart unafliated independents feature multi-site order- orders from customers for it better,” he said. users has increased from declined 0.7%, they still ing options to benefit quicker replenishment. “We’ve been listening 500 in December to 947 represented the biggest retailers with more than GoKart founder and to the feedback and build- this month, with growth sector of the market with one business, and will creator Anx Patel said the ing a product that’s even of around 20% month 18,507 sites. also have ofine capabili- changes to the app would better and even more in on month. Retail Newsagent 29 May 2015 » 7 MAKE MORE OF WATER SALES Follow RN Pages on twitter 31-32 @RetailNewsagent for expert NEWSTRADE advice to help you grow your sales Promotions and prizes offered Merchandisers to visit stores to provide sales advice It’s Time to take a H Bauer targets indies in Tour Retailers should Take a Break sales push prepare for by Nicola Stewart visited by merchandisers, ing with the NFRN and £28.7m in annual sales a surge in who will provide advice members of Menzies’ Su- revenue. interest H Bauer is to target 17,000 on display and sales op- perleague to run promo- New! sold on average in cycling independent stores as part portunities. tions on the title. 291,997 copies, falling titles in of a point-of-sale push on A spokesman for dis- Take a Break sold an by 20.8% year on year, the lead its best-selling women’s tributor Frontline said the average of 638,000 news- followed closely by Chat, up to weekly title Take a Break. aim was to increase sales stand copies per issue in which averaged 290,196 July’s The stores will be of the title by “remind- the second half of 2014, copies, down by 8.8%. Tour de France. selected based on past ing people that we are according to Audit Bureau Frontline said cash Time Inc’s annual souve- sales of the magazine and still here”. of Circulations figures. prizes of at least £10,000 nir fan’s guide, Tour, is on will receive a PoS pack There will be a cash While this was a drop in every issue of Take sale from now until the end on 4 June, when the next incentive for stores to use of 7.3% compared to the a Break helped to drive of the three-week event, issue is on sale. The pack the promotional material, same period the previous popularity of the title, which starts on 4 July. will include a letter, shelf with two prizes of £100 year, the title still outsold and retailers were asked Independent stores talker and posters. to be handed out to stores its nearest competitor by to display it at the front that sell high volumes of About 1,200 retailers with the best displays. more than two to one, of fixture and to ensure cycling titles will receive across the UK will also be Frontline is also work- generating an estimated availability on the shelf. posters and shelf talk- ers from Marketforce to help promote sales of the one-shot. Zen and Published by the team behind Cycling Weekly the art of and Cycle Sport, the 180- page issue covers all the essential preview informa- colouring tion about the stage and Following the hugely teams competing. successful launch of Customers can choose to Zen Colouring: Advanced buy it covermounted with Art Therapy in April, next a free pair of cycling socks month sees the release for £8.99, or as a premium of the second issue of the boxed edition with three colouring-in magazine pairs of socks, a bag and a for adults. neck scarf for £12.99. The premium title l Read more about the Tour from GMC Publications de France on page 41. has a cover price of £5.99 and should be displayed Batman Automobilia to include Battle-Mode Batmobile prominentlywith other The fourth instalment of the Batman: Arkham videogame series comes out on 23 June and adult colouring books. Eaglemoss is responding with a special standalone issue of Batman Automobilia. The one Cosmo The second issue, on shot, on sale 4 June for £19.99, features a die-cast model of the Battle-Mode Batmobile fea- sale 2 June, has a focus tured in the game. The launch is supported by flyers in regular issues of the partwork. Loves on animals. free gifts The July issue of Cosmo- politan ofers added value to Topps’ new collection is Despicable customers with a cover- Topps is to launch a series president Chris Rodman featuring scenes from the The trading card col- mounted pair of sunglasses of trading cards and stick- said: “With the on going film, fun facts, activi- lection will also feature and a pack of Mentos. ers based on the Universal success of our other ties and all the Minions 170 cards, including spe- The issue, on sale 2 June, Pictures franchise Despi- sports and entertainment characters. cial shiny cards. Starter has the usual cover price of cable Me. brands, such as Marvel Starter packs will packs will include a col- £3.80, and there are three Its Minions trading Hero Attax, Disney Frozen include a 32-page sticker lector’s guide, game mat, styles of sunglasses for cus- card game and Minions activity cards and Match album, a sheet of six binder, one pack of cards, tomers to choose from. stickers collections are on Attax, we feel certain our stickers, a PVC stick-and- a limited edition card and Called the ‘Love Issue’, it sale on 4 June in advance Minions series will be lift spread, plus six pack- a Minions Goggle mask. has an exclusive interview of the UK release of the a success.” ets of stickers. They will These will cost £4.99, with Paloma Faith and a Minions film on 26 June. The sticker collection cost £2.99, while packets while a packet of eight feature dedicated to sum- Topps Europe vice includes 170 stickers of five stickers will be 50p. cards will cost £1. mer fashion. 8 29 May 2015 Retail Newsagent

PRODUCTS

PG targets Cadbury hopes we’ll young tea love a Duckie drinkers Meet Duckie, the fluffy star of Cadbury’s new Unilever is revamping its TV ad to support the entire PG Tips range in a bid launch of Dairy Milk to attract younger shoppers Puddles. The story of to the brand. the stuffed animal char- The activity will see PG acter, set to the theme Tips packs given a bolder of Morecombe & Wise’s red, green and white design ‘Bring Me Sunshine’, and a larger logo, in what will be the focus of the Unilever claims is the £4m campaign, which biggest move for the brand will also take in out- since the introduction of its door, digital and social pyramid teabag in 1996. media activity. The manufacturer confirmed the changes will not afect current recom- mended retail prices. Kate Hearn, senior Highly successful campaign grew sales 14.5% last year ‘We can’t wait to relaunch’ brand manager at PG Tips, said: “We’ve listened to our consumers and redesigned our packaging to make the brand more relevant Britvic’s Taste of Summer to shoppers, especially younger consumers.” is back, bigger and better by Steven Lambert Tango, 7Up, Lipton, Bal- The firm added that for retailers last summer Premium lygowan, Mountain Dew its first Taste of Summer that we can’t wait to re- Britvic is bringing back its and Juicy Drench. activity, launched last launch for 2015. Camel’s Taste of Summer campaign The lines will be promot- June, led to a 14.5% growth “We’ve revamped the for the second consecu- ed with summer-themed in value sales for its soft look and feel of the cam- new ‘skin’ tive year after the initial PoS material, including drink brands. This in turn paign which we’re confi- JTI has revealed its latest scheme helped grow value posters, free standing dis- helped grow total soft drink dent will drive customers to limited edition pack rede- sales of its soft drinks by play units and merchandis- value sales in grocery and the chiller again and again sign for its premium Camel nearly 15%. ing tools for chillers. convenience stores by 0.4% throughout the summer cigarette range. The activity launches Research from Britvic’s in 2014. season. Available to retailers from this month and runs Soft Drinks Review 2014 Nigel Paine, commercial “We’re committed to next month through to July, through to July. It will see found two thirds of all director for out of home at providing retailers with the the modernised design will the manufacturer provide ‘on-the-go’ soft drinks sales Britvic, said: “The Taste of best tools to capitalise on run on King Size 20s packs. marketing support to 15 fall between March and Summer campaign was the seasonal trend of im- It comes a year after JTI last core brands including October. such a resounding success mediate refreshment.” introduced limited edition packs on Camel. Jeremy Blackburn, JTI head of communications, said: “The premium seg- Return of Budweiser’s barbecue packs ment remains an important Budweiser is bringing back packs, 12x440ml can packs, latest range will appeal to packs with disposable sector of the tobacco cat- its barbecue pack formats 4x300ml bottle wraps and shoppers planning to attend barbecues, meats and buns. egory, holding a 17.6% share to help give independents a 6x300ml basket packs. barbecues, picnics and other AB InBev is also ofering of the ready-made cigarette summer sales boost. Budweiser owner AB social events. promotional overlays to tobacco market. Camel The full range, available InBev claimed sales of six Sunny Bhurji, head of retailers, which will give ofers retailers the opportu- for a limited period, includes and 18-pack beer carry cases trade marketing at AB their customers the chance nity to make generous profit 8x440ml pricemarked had grown 70% during the InBev, advised retailers to win barbecues and related margins.” packs, 10x440ml can fridge past year, adding that its to cross-merchandise the merchandise. Hot products for your shopping list

A range revamp by Britvic’s Taste of Summer’s here – and PG Tips aims to at- Summer is in its so is Budweiser in tract young tea fans second year barbecue packs in The new look store of happiness now

1. Doubled media investment for 2015 in lower- and no- sugar and calorie variants 2. Striking new pack designs 3 . Greater stand-out in store 4 . Clearer choice for your customers

Stock up now on the whole Coca-Cola family!

1Reduction of 36% of the calories than full sugar colas in GB, due to 33% sugar reduction, thanks to the presence of stevia extract. Coca-Cola, Coca-Cola Zero, Coca-Cola Life, Diet Coke, Choose happiness and the Coca-Cola Contour Bottle Symbol are registered trademarks of The Coca-Cola Company.

COC0668_MasterBrand Ad_PET bottles_A4_AW2.indd 1 12/05/2015 10:02 10 29 May 2015 Retail Newsagent Follow RN on twitter @RetailNewsagent for expert PRODUCTS advice to help you grow your sales Blooming lovely new Roses look Modernised packaging and a completely new flavour are two of the updates being introduced to Cadbury Roses this month. The move by Mondelez includes changes to Roses cartons, which feature a new shape and lid for “easier sharing” and the return of a ‘Thank You’ message on packs. In addition, wrappers on Roses confectionery will be changed to a new Carte Noire brings French sophistication to London with film screenings ‘flow-wrap’ design, which Carte Noire brought a sense of French sophistication to the capital last week with the launch of its £1m Carte Noire Film Mondelez said will keep the Collection campaign. The premium coffee brand is hosting a summer of special film screenings in partnership with Every- chocolates fresher for longer man Cinemas, which kicked off in London with the launch of a short film, ‘Le Baiser’, created to promote French cinema. and prevent them coming unwrapped in the box. At the same time, Mon- Demographic changes in 25-34-year-olds ‘to drive sales’ Insight into consumer behaviour delez is adding Almond Caramel Bite to Roses cartons, which combines chocolate, caramel and almond flavours. Red Bull unveils its vision Single life for 24% growth in sales for Crunchy by Steven Lambert over the next five years. ing and working, educat- from this latest insight into Red Bull claims future ing shoppers about the consumer behaviour.” Hazelnut Red Bull is aiming to put an trends in the sector will be benefit of energy drinks, and Meanwhile, Red Bull has Belvita is launching additional £605m in sales driven by shifting consumer launching new ‘innovative’ announced the launch of a single pack formats of through retailers’ stores over demographics to 25-34 year products. limited edition Red Bull Air its Crunchy Hazelnut the next three to five years olds, a bigger focus on health Rich Fisher, category Race can, to tie in with the breakfast biscuits into the on the back of new shopper and wellness, more shop- development manager - of brand’s annual Red Bull Air convenience market this trends towards energy pers looking for products trade at Red Bull, said: “By Race Championships. month. drinks. with added benefits and the ensuring sales fundamen- It will be available to The 50g product will The company has an- continued growth of the tals are correct in-store – ed- retailers in 250ml standard join existing Honey & nounced its category vision convenience market. ucating customers on price, and pricemarked packs and Nuts and Duo Crunch plans, with its research To this end, the firm said strong promotions, efective four and six can multipacks Strawberry variants in identifying a 24% growth it will grow sales by linking range and merchandising – from this month, and will Belvita’s impulse range. opportunity for energy and energy drinks to diferent retailers can boost incre- be supported with PoS It follows the launch of functional energy drinks occasions such as study- mental sales and benefit material. Crunchy Hazelnut multipacks last April. Parent company Mon- delez said the total Belvita Breakfast brand is now Small is beautiful for CCE case sizes worth £65m, with Belvita Coca-Cola Enterprises (CCE) 12x500ml bottle cases for tion last year of 12x500ml stocking larger case sizes Crunchy accounting for is bringing smaller whole- its Sprite, Fanta, Dr Pepper, cases for its Coca-Cola Zero can be difcult for some £5m in value sales. sale case sizes to a number Lilt and Cherry Coke lines, and Coca-Cola Life products. retailers.” CCE added that Belvita Crunchy Hazel- of its carbonated drinks to which will cover £1 price- Simon Harrison, whole- Coca-Cola and Diet Coke will nut comes with an RRP of help convenience retailers. marked and standard packs. sale sales director at CCE, continue to be available in 60p in case outers of 20. The firm has unveiled It follows CCE’s introduc- said: “We recognise that 24x500ml cases.

Hot products for your shopping list

Red Bull has unveiled a C-store retailers can now Roses are blooming limited edition Air Race order smaller case sizes this summer with new can design of various CCE favourites packaging and flavours Coming soon 12 29 May 2015 Retail Newsagent

REGIONAL

Don’t sell Neil’s not one to legal highs, bottle it in the face of danger says NFRN A bottle of bubbly was the The NFRN has reiterated its weapon of choice for shop- warning to retailers not to keeper Neil Hanby when he sell legal highs. found a would-be-thief raid- It comes after a debate ing the cellar of his Costcutter in the Northern Ireland in Boston Spa, Yorkshire. As Assembly on the coun- the burglar, who said he had try’s plans to tackle new a gun, approached Mr Hanby psychoactive substances, on the stairs of the cellar, the often misconstrued as store owner picked up a bottle legal highs. of champagne and hit him The Assembly passed a over the head with it. The pair motion on 18 May calling fought up the stairs and into for the Minister of Health, the shop where a customer Social Services and Public grabbed a fire extinguisher Safety to work with West- and blasted the burglar. He minster and the Republic of made off empty handed. Ireland to consider banning the substances. The debate highlighted concerns that No end in sight to loss of trade for Northfleet retailer Jeet Chopra ‘I have to try to keep going’ these products are difcult to legislate for, because new products are constantly produced when others are banned. A briefing note informing Sinkhole nightmare to members about the dangers of legal highs and the penal- ties they face if they are caught selling them is avail- go on for another year able on the NFRN website. by Gurpreet Samrai of his shop. ple think the shops are shut worth of stock behind. Mr Chopra, who was and the Portakabin is part A spokesman for Grave- RN READER POLL A newsagent owner who hoping to sell the shop and of a construction site. sham Borough Council said has lost more than 70% of retire before the ordeal, has “But I had no option; I it was unable to say how his trade after a sinkhole continued his daily paper have been here for more long the works will take, but 8-10 10+ 15% opened up behind his shop round and is selling a selec- than 30 years so I have to is supporting the businesses 10% has been told he faces up to tion of items including ciga- try to keep going. I will in the parade by providing 6-8 a year’s wait before he can rettes, tobacco, confection- carry on for as long as I temporary buildings and 15% get back into the building. ery and drinks. However, can.” putting up advertising in 0-3 But Jeet Chopra, of The he says he now only has Mr Chopra told RN he the local area. 4-5 40% Paper Shop in Northfleet, around 10 to 12 customers a was given one hour to Mr Chopra said he is very 20% has vowed to keep his busi- day and has to pack up his evacuate at the end of grateful for the “amazing” ness running and recently stock every evening and February after the hole help and support he re- spent 12 weeks braving take it home in his car. appeared and the walls of ceived from Ron Rushbrook, What’s the the elements as he traded “It’s not ideal because the neighbouring shops started Dartford, Eltham and average number out of his car before moving whole shopping complex to crack, forcing him to Sidcup NFRN secretary, and of items per into a Portakabin in front has been fenced of so peo- leave more than £4,000 his wife Diana. transaction in your store? 0-3, 4-5, 6-8, ACS welcomes exclusivity ban 8-10 or 10+ The Association of Con- any hours of work, was ported plans to remove one of the last pieces of venience Stores has wel- estimated to afect 125,000 exclusivity clauses from legislation brought in by NEXT WEEK’S QUESTION Have you stopped taking comed a ban on the use of people nationwide. zero hour contracts and the coalition government PayPoint transactions exclusivity clauses within ACS chief executive will work with retailers on before the general election recently and told customers zero hours contracts, James Lowman said: the best employment op- campaign began. your terminal isn’t working? which came into force “Zero hours contracts are portunities for their staf.” The introduction of the this week. not widely used in the The ban, which now ban was championed by Have your The clause, which convenience store sector, closes the legal loophole, former business secretary prevented employees from but they can provide im- became law through Vince Cable, although a vote now working for another em- portant flexibility for store the government’s Small total ban on zero hours Go to betterretailing.com ployer even though busi- owners and employees. Business, Enterprise and contracts has been nesses couldn’t guarantee We have actively sup- Employment Bill. It is ruled out. Give your customers the chance to share and win their own bucket list adventure. Stock up now!

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COC0658_CAPRISUN_SqueezeTheDay_A4_AW3.indd 1 21/05/2015 14:54 14 29 May 2015 Retail Newsagent Do you want to see your views in RN? email [email protected] REGIONAL tel 020 7689 0600

Prison for Winning move helps school’s gang of cig brekkie club A Devon school has smugglers been given a helping Three men, including a hand to keep its break- shopkeeper, who smuggled fast club going follow- more than three million ing a £400 donation cigarettes inside air con- from a nearby service ditioning units have been station store. The Win- jailed for a total of 11 years. ning Post, on the A38 Shop owner Man- near Exeter, gave the tas Vasylius, alongside money to Chudleigh Arnoldas Gefel and Tomas Primary School, after Mazilius were found guilty winning it in a competi- of fraudulent evasion of tion run by Kellogg’s excise duty worth £741,064 for its eye-catching at Ipswich Crown Court. in-store cereal display. The gang were caught by Store manager Jason HM Revenue and Customs McCullough (third left) taking delivery of the presented the cheque smuggled cigarettes at in- to pupils earlier this dustrial units in Brandon, month. Sufolk, in 2013. They had thought the cigarettes were well hidden inside the units. PayPoint money stolen by gang Incident ‘highlights’ risk of working with PayPoint, says retailer Paul Barton, assistant director, criminal investigation at HMRC, said: “Not only does this criminal activity harm the livelihoods Knifepoint victim warns of honest shopkeepers but it is estimated to cost the UK economy £2bn a year.” of cash services dangers by Helena Drakakis rib after one of the men cash for services such as among independent New-look pushed her arm against PayPoint is for small stores retailers. A retailer who sufered her while she tried in vain like mine. We take the As many of Ms Gande- regionals a fractured rib during a to hold back the attackers emotional hassle that cha’s customers are elderly Seven regional newspapers knifepoint robbery said she from the till. goes with ofering this and prefer to shop with have unveiled new looks wants to raise awareness The gang left with service, but PayPoint is cash, she has called on following two separate of the dangers small busi- several hundred pounds in winning and we are not,” PayPoint to “come to the redesigns. nesses face when handling cash, much of which had Ms Gandecha said, refer- table” to discuss secu- In the South West, four cash through services like been processed minutes ring to the recent commis- rity and the possibility of sister weeklies owned by PayPoint. before through a custom- sion cap cuts for PayPoint replacing cash payments Local World: The Wells Jay Gandecha, who runs er’s PayPoint transaction. retailers. with a more secure sys- Journal, Shepton Mallet a Londis in Watford, was “This was a horrible ex- Last month, PayPoint tem. Journal, Central Somer- attacked earlier this month perience. I feel so insecure announced it was to “I don’t want to stop the set Gazette and Cheddar by two men in masks and and I’m not coping. My reduce the cap on retailer service, but this attack Valley Gazette have new hoods who threatened her siblings are helping me out commissions from 13p to has made me reconsider mastheads alongside with a knife and demand- in the shop while I recover. 10p on bill payments and having PayPoint. I am ask- several other minor design ed she hand over cash. This highlights how much to 7p for other transac- ing myself, is it worth the changes. She sufered a fractured of a risk handling lots of tions, causing uproar risk?” she added. In the north, Johnston Press has relaunched three dailies: The Sunderland Echo, Shields Gazette and Hartlepool Mail. All have Road works losses may not be recouped been redesigned and carry A Sussex shopkeeper who Lamb’s Larder convenience development – which he “ludicrous” amounts of added content including a claims his proﬁts have been store and farm shop in said has cost him thousands information to justify his new sports pullout called hit by two sets of road works Bells Yew Green, has been of pounds. claim. The Match and a lifestyle fears he won’t see a penny plagued by what adds up to To claw back any money However, Southern Water supplement called Your of his losses because the 13 weeks of road works – four from Southern Water, said that businesses need to Life, which includes celebri- procedure for compensation weeks road resurfacing and which is carrying out the demonstrate that any losses ty features, health, fashion is too complicated. nine weeks sewerage instal- sewerage works, he said he are directly attributable to and ﬁtness news. Peter Lamb, who runs lation to serve a new homes is being asked to provide the works in the area. STOCK UP NOW ON A NEW PROMOTION THAT’S SURE TO BRING THE HOUSE DOWN. * Buy 2 cans and get your Karaoke Kit!**

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KEL0128_pringles_summer_A4_AW3.indd 1 09/03/2015 10:52 16 29 May 2015 Retail Newsagent YOUR NFRN DISTRICT COUNCIL REPORT REGION REPUBLIC OF IRELAND 19.05.2015 John Kavanagh reports from the NFRN Republic of Ireland district council meeting

Meeting with longer treated them as The scheme entitles a core part of their busi- members to save up to officials sought ness, the council agreed. six cents per litre of the The district is to re- price of fuel compared to quest a meeting with Suppliers ‘abuse average pump prices in government ofcials the country. to discuss important their positions’ retailing issues and Independent businesses Mulligan to run continue its campaign are sufering as sup- for the introduction of plier loyalty decreases in for NFRN exec an independent retailers’ today’s retail market. Martin Mulligan is to ombudsman ahead of The NFRN’s Fuelwise offer is That was the view of run for a position on the country’s upcoming a worthy addition for members Tipperary member Tom the NFRN’s national elections. – but needs to be marketed better McDermott, who cited executive committee. Midlands member many instances of sup- Mr Mulligan has been a Martin Mulligan said he ed by diferent govern- pliers and wholesalers member of the NFRN for had extolled the virtues ment departments. that had once been much 30 years, and is currently of having an ombuds- more supportive of inde- vice president of the ROI man for several years. Charges causing pendent retailers. district and chairman Delegates also dis- “Companies such as of the public afairs cussed how the current sales freefall Payzone that initially committee. He also sits prime min- Excessive carriage charg- relied on the cooperation on the National Lottery ister, Enda es are behind a freefall in and assistance of inde- council and was ROI dis- Kenny, newspaper and maga- Companies pendent retailers to gain trict president between participated zine sales but newstrade a foothold within the 2007 and 2009. in the NFRN Martin bosses are still refusing to that retail trade now abuse launch of the Mulligan listen to retailers’ calls for relied on their dominant posi- Shoplink gains ‘Use us or lose help, the meeting heard. tion,” he said. us’ campaign. At the Several delegates said independents lost in exchange time, Mr Kenny spoke of the charges were forcing Fuelwise needs Delegates discussed the the important part the many retail outlets to now abuse development of Shoplink “local community shop” cease dealing with news better marketing and its benefits to NFRN played in communities. and magazines and that their The NFRN’s Fuelwise fuel members in the UK. But “It is time that NFRN many smaller stores that position scheme was a “worthy the council agreed that Ireland reminded him continued to sell them addition” for members in the current strength of of his concerns. With im- were only doing so as a Tom McDermott the Republic of Ireland, Sterling against the Euro pending elections on the service to customers. On suppliers and wholesalers but future initiatives outweighed any possible minds of politicians, now It was noticeable that used to be more should be marketed to re- gains for retailers in the is an ideal opportunity to that many of the larger supportive of retailers tailers in a more personal Republic of Ireland. progress Martin’s plans symbol group outlets no way, delegates said. for an ombudsman,” It’s a (very) long said Donegal member Your say Packie Doherty. way to Tipperary The district agreed to Tom McDermott re- send letters to relevant What trends will be important in your store this summer? ported that the NFRN’s government depart- method of addressing ments requesting a It’s totally de- Ice creams and My store is in a envelopes has given meeting. pendent on the drinks are the seaside area so credence to the famous Equally important, weather. If we main things summer trade First World War song ‘It’s members agreed, would have a hot in summer. is all about a long way to Tipperary’. be preparation of a docu- summer, we I expect things like ice The name of his ment outlining all the will sell loads of ice cream multi-pack confectionery cream and mineral water. county was reduced to day-to-day problems cones, soft drinks, barbe- to be big as well. I always I will be looking to develop ‘Tippe’ by Yeoman House encountered by indepen- cues, rashers, sausages, promote the Nestlé and ice cream sales and diver- and this, along with the dent retailers. burgers – that type of Cadbury three-packs. sify with different types, omission of ‘Ireland’ on These would include thing. We also sell buckets Children’s magazines with such as soft serve with all the address confused the high cost of rates, and spades and other small covermounts usually do sorts of toppings. the postal authorities, the vulnerability of lone toys for the seaside. well – as well as puzzle Peter McNally resulting in a letter being retailers when dealing Tom McDermott magazines. McNally’s Daybreak, forwarded to Taipei in with wholesalers and Londis, Clonmel, Joe Sweeney Newton, Taiwan before eventu- suppliers, and the high County Tipperary Newscentre, Dublin County Waterford ally finding its way back cost of licences demand- to Tipperary. Retail Newsagent 29 May 2015 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 WHY HAVEN’T CARRIAGE CHARGES FALLEN? #TOP TWEETS Who’s saying what in the retailing world?

71% of @PayPoint retailers are unhappy with margins they get #paypointpayfair @paypointpayfair

What a week we’ve got for you! A quadruple roll- over on Wednes- day’s lotto and a Euromillions Waqar Chaudry is angry Menzies’ carriage charges have not fallen Mega Friday! Stay tuned for more I would like Menzies to explain why and telling them I want a referral It is becoming unprofitable to sell details. carriage service charges have not to the Competition and Markets newspapers and magazines. The @tearesnews been reduced following a fall in fuel Authority on this. Because wholesal- wholesalers should be helping us, not prices. It is very unjust and unfair, ers have a monopoly, they think they making it harder. Won- as NFRN chief executive Paul Baxter can get away with it. It should not be I have suppliers of other products derful #Cor- has pointed out. allowed to happen and I encourage who supply me without carriage nish raspberries My colleagues and I are sufer- RN to highlight this problem and the charges but, because Menzies has a from @tamarasfruits ing as a result. Our profits are going injustice caused by the situation. monopoly, it can do what it wants. in today. They’re mas- down, along with circulations, while When I have written to Menzies If I gave poor service to a customer, sive and gorgeous! carriage charges are going up. Some about this I always get the usual re- they would go down the road to the @PolperroNews of us are now paying more than £50. sponse, that fuel prices are a fraction next newsagent. I cannot go else- When the annual review of car- of its costs. It is a whitewash. where for my supplies. riage charges happens each autumn, When fuel prices went up, Menzies Waqar Chaudry they become higher and higher. increased carriage charges. So why, Milton Stores, Newspapers all There is no justification for this when when the opposite happens, is there Glasgow delivered by 7am fuel prices have nearly halved. no reduction? Menzies did not respond to RN’s – with some new I will be writing to my new MP Can someone explain this to me? request for a reply to this letter. customers. Our round is growing daily. Open letter from “It is not competitively tracker programme. It sees “Regarding cash banking @Chard_News sustainable to pay more proof of spend across tens of charges, we have always PayPoint boss commission than our com- thousands of retail visits and operated with retailers Our #craftbeer petitors, and even after the it does not include Asda or banking the cash in via PayPoint retail director Andrew range keeps growing. reduction in cap we still are any stores above 3,000sq ft. their preferred bank ac- Goddard writes to Gloucester We just received paying the best rates in the “With regards to fairness count and we uniquely ofer retailer Marcus Bergin: some amazing market. across our network, we pay a net settlement solution de- “I would like to assure beer from “As PayPoint has grown the same bill payment com- signed to ofset cash in with you that we do listen to @PressureDropBrW independents and to their we have absorbed signifi- mission rate to all retailers. cash out transactions in opinions expressed in the cant reductions in transac- “I would also like to make order to reduce the amount media. I want to ensure tion fees from our big bill it absolutely clear that we do required to be banked. our retailers understand payment clients without not threaten retailers. We “Each retailer must make Turkish Delight the facts from a PayPoint passing them on to our are under obligations from their own judgement on is a go! #IceCream perspective. retailers. On this occa- our clients that is deter- whether they wish to oper- #FlavourOfTheWeek “First, we recognise that sion we have felt obliged to mined by their regulators to ate the PayPoint service. @LochLomondNews you operate in difcult reduce our cap on specific ensure customers are served We have no wish to tie any trading conditions and transaction types but have when shops are open and retailer into something that protected the underlying that there are no charges no longer is working for that changes to terms are We have the most percentage that covers over or forced requirements to their shop and we are really unwelcome. However, we amazing homemade three quarters of the trans- spend on other items. We disappointed if any retailer also have to ensure we sausage rolls for sale. actions we process. therefore have no option but no longer feels we are add- protect the business base Grab one before they “Our figures on the to suspend retailers should ing value.” and customer flow that our #sellout value of footfall primarily we encounter these things l Read the full version of this network of 28,000 retailers @FordVillageShop demand from us. come from the convenience happening. letter at betterRetailing.com 18 29 May 2015 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY New market research suggests a rise in top-up shopping means more products are being bought from c-stores. Have you noticed this trend in your store? Daniel Cock David Lewis RETAIL NEWSAGENT Premier Whitstone Village Stores & Crescent Stores Spar Limited, NEWS ● CONVENIENCE ● PROFIT Post Office, Minster Lovell, Oxfordshire 11 Angel Gate, City Road, London EC1V 2SD Devon We definitely get more top-up Tel 020 7689 0600 Yes, definitely. I don’t think shoppers now. People are not email [email protected] people are doing the big once- going to supermarkets so much Annual Subscription a-week supermarket shop they and are coming in every day UK 1 year £144 Europe £289 2 years £227 Rest of world £339 used to. They might go to a to get little bits and pieces. We 3 years £319 supermarket every two weeks, are getting more people doing To subscribe contact 01737 457236 do some of their shopping at shopping more often. Some discounters and then top-up people have said they don’t Editor Director of Sales at convenience stores because go to the big supermarkets Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 convenience ofers much because they don’t use a lot of Associate Editor Account Managers better value than it used to, not the food they buy and it goes Chris Rolfe Liz Dale just with promotional items out of date. Instead, they come 020 7689 3362 020 7689 3363 but all the time. I also think to us and get what they want my store. I think it is because News Editor Will Hoad home delivery is a factor. A when they need it. people have less time on Gurpreet Samrai 020 7689 3370 few items might be missing their hands. They want to 020 7689 3386 News body Dwain Nicely when someone receives their spend more time at home Reporter 020 7689 3372 Rav Garcha Steven Lambert Letters name, shopping because they forgot Nisa Local, or socialising and less time 020 7689 3357 lettersAccount address Executive to order them, so they are Gains Park, in supermarkets so they are Reporter Marta Dziok going to their local shop to get Shropshire getting their must-haves from Nicola Stewart 020 7689 3354 a few top-up bits. Yes, I have noticed this in convenience stores. 020 7689 3358 Sales Support Features Editor Executive Tom Gockelen-Kozlowski Chris Chandler 020 7689 3361 020 7689 3382 YOUR STOCK With a year to go until small Feature Writer Marketing Manager Nadia Alexandrou Lauren McKinnon cigarette and RYO packs vanish from gantries, 020 7689 3350 020 7689 3351 Production Editor Marketing Executive how can manufacturers help you to prepare? Darren Rackham Tom Mulready Your020 7689 3373stock020 7689 3352 Marketing Assistant Mark Dudden Shahid Razzaq companies they demand we Emma Wilson Albany News, Mo’s Premier Convenience, put in a certain amount of 020 7689 3384 Cardiff Glasgow packs even when they are not Managing Director They can help us to prepare There isn’t much they can do to selling well. This will mean we Nick Shanagher 07966 530 001 by enabling us to swap help us prepare. Our gantries have more space. I’m looking slower-selling lines nearer are overstocked right now so forward to it. After the display Email fi[email protected] the time. They can also help it is actually going to do us ban, I think we are getting If you do not receive your copy of RN us by giving us advice and a favour. The main problem used to this type of legislation. please contact Chris Chandler on 020 7689 3382 or keeping everyone informed. is that because the gantries I think for a change it will email [email protected] I don’t think it will be a great are owned by the tobacco benefit us. Printed by Southernprint, Poole, challenge; it is just going to on 80gsm Galerie Fine Gloss paper Distributor Seymour Distribution, happen. It may even be better 2 East Poultry Avenue, London, EC1A 9PT for retailers because stock Audit Bureau of Circulations holding is going to reduce, but July 2013 to June 2014 average net you are still going to get the circulation per issue 13,626 same number of smokers. Winner of the 2009 ACE gold award for circulation excellence by a smaller magazine Linda Williams Broadway Convenience Store, Edinburgh

Retail Newsagent is published by Newtrade Publishing Limited, which I think educating the public is wholly owned by NFRN Holdings Ltd, which is wholly owned by the is key so people know it isn’t Benefits Fund of the National Federation of Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, shops deciding not to sell the comments and reviews included are not necessarily those of the small packs, or manufacturers Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from deciding not to produce them, Retail Newsagent may only be undertaken with the prior written agreement of the Editor. but is European law, because Contributions are welcomed and are included in we will get grief for it from our part or whole at the sole discretion of the Editor. customers. We can’t change Newtrade Publishing accepts no responsibility for submitted material. Every possible care is the law in any way so it’s just taken to ensure the accuracy of information. making sure people are aware For trade use only early enough so they change their buying habits. Retail Newsagent 29 May 2015 19 YOUR Gurpreet Samrai [email protected] 020 7689 3386 ISSUE @GurpreetS_RN

Incorporate foodservice into your shop and you could see a big sales rise – if you do it right

Tristan King, Spar London Road, Conrad Davies, Spar Pwllheli, Harry Goraya, Nisa Local, Retford, Nottingham Wales Northfleet HOW TO We started to serve breakfast and We introduced Subway to future- We sell about 100 vegetarian lunch in 2012 because we thought proof the store. Everyone is moving samosas a day, which are made by the industry was going in that into food to go and we were looking my wife. She also makes her own DO FOOD direction. We serve traditional for a strong brand. We used to chutney, which we thought people Good retailers are well aware of English breakfast as well as pa- use unbranded but quality cofee would just take with their samo- the need to constantly change nini and salads. Around 90% is beans, but when we took that out sas, but it’s a product in its own what they ofer to stay ahead of made in-store and 10% brought in and put in Costa Express we had right now. People say they have it the curve. Earlier this year, Spar frozen and oven-cooked. We try to a three-fold increase in sales vol- with their pasta and roast dinners. managing director Debbie Robin- keep the menu simple, but cater umes. It’s all about the brand, that’s We have four specialist dishes on son told RN an increased empha- for all demographics. why we went with Subway. average a day and although she is a sis on foodservice, rather than Good training and finding the We already ofered food to go vegan she makes exceptional meat food to go, is emerging. She said right team are essential if you want so we just added to that. We work dishes, which is the reason we get “we have raised our standards” to do food well. We find that while with Country Choice, and sell sau- so many repeat customers. We also and Spar has been working with poor performance might be for- sage rolls, baps and salads because work with Country Choice and sell franchise partners including given in other areas, if a customer not everyone wants Subway. It’s items baked on site such as sausage Greggs, Subway and Starbucks, has a bad food experience, it puts important to look at your demo- rolls and pizza and have a salad bar. “which gives retailers great food them of returning for a long time, graphics and see what you need to We try to maintain a margin of service credentials”. With an so we have to have quality food. deliver to your customers because 30-60%, but sometimes it can go increasing number of retailers We operate on a relatively small everywhere is diferent. up to 75%. When you have a food using foodservice as a means to margin of around 30%, because our Our gross profit is around 66%. counter, you can’t do it half-heart- develop their stores, RN spoke main aim is to increase footfall. We We just do everything we can to edly. You have to see what will sell to three store owners to find out work backwards and make sure the increase footfall by looking at fresh, in your area and work out how how they make it work. price is right for our customers first. new ideas. much space it needs in your store.

Retail Newsagent 15 May 2015 YOUR 17 Steven Lambert [email protected] 020 7689 3357 ISSUE @StevenLambertRN Victory for reader in PayPoint dispute ‘I’LL TAKE PAYPOINT TO COURT OVER FINE’ With its latest batch of commission cap cuts, PayPoint is facing an increasing wave of protest from independent retailers angry over the latest slash to their terms. And in Chalgrove, Oxford, the Earlier this month, RN re- after it threatened him with So we’re happy to report “We’re really happy with company has come under further fi re from Premier News owner Bharat Patel, who is contesting a “ridiculous” fi ne he has received from PayPoint concerning the Collect+ service he runs at his ported on the case of Oxford a £460 charge for breaching that Mr Patel has received the result and wanted to business. Mr Patel tells RN he has received a letter from the payment service provider this month, which claims the company will charge him £460 plus VAT for breaching terms on his retailer Bharat Patel and his his Collect+ contract. some good news, following thank RN for its help.” Collect+ contract. The crux of the issue, Mr Patel explains, goes back to a long-running dispute over opening times at the shop. He says: “We have been o f ering fight against PayPoint over The issue concerned our investigation. PayPoint had previously Collect+ pretty much ever since it was fi rst launched. We’re in a small village but we’ve grown business over the past few years and now nearby factory workers who come we process around 50 to 60 parcels in November. a week. in early, and we close the store “I signed the contract but then not Yodel.” his Collect+ parcel service Yodel drivers being unable Mr Patel told RN: confirmed it was looking to “We open at 5.30am to serve at lunchtime between 1pm and It ends by telling Mr Patel he we started having problems with 2.15pm. must now pay PayPoint a fi ne of “I have done this ever since the drivers again. Then, a couple of months ago, the Collect+ service £460 plus VAT. taking over in 2002 and I notifi ed However, Mr Patel has since sent PayPoint about this when I applied was suspended because we were having so many issues. a letter back to the company pro- to join them. We also told the Col- testing the claims, and has sought (Your Issue 15 May). to drop of parcels at the “We received a letter from facilitate Mr Patel’s opening lect+ rep about this.” “And then this month I received a letter from PayPoint threatening legal advice from the NFRN. Despite countless reminders He says: “This fi ne is absolutely to PayPoint about the lunchtime me with a fi ne for breaching my contract.” ridiculous and I refuse to pay it. closure, Mr Patel says he has faced I’m seeking legal support and I am This fine is a constant battle with the fi rm and In its letter to Mr Patel, PayPoint states: “You will be aware that we willing to take PayPoint to court absolutely Yodel van drivers delivering Col- over this. Regular readers will re- shop when it was closed for PayPoint telling us that hours on a trial basis, and lect+ parcels to his business. had agreed to a variation of clause 3.6.4 to accommodate your operat- “I have told PayPoint many ridiculous and “Even though we had told Pay- times about my situation and it Point about this, we still had Yodel ing hours of between 05.30-18.00 hrs. has not been an issue until now. It I refuse to pay drivers coming to the store during seems that when PayPoint is look- lunchtime. “However, it has recently come it. I’m seeking to our attention that you close your ing for new business they “When this happened, they want to help you, but after you’ve call that Mr Patel, owner of lunch, which Mr Patel said the drivers were looking would be closely monitor- would either leave the parcels with shop for lunch between 1-2pm legal support every day, which is in breach of been working with them for so a neighbour next door, or would long, they don’t want to know you. and I am just drive away with the parcels clause 3.6.4 of your agreement.” The letter acknowledges that On the back of Mr Patel’s call, still in the van. RN contacted PayPoint for a willing to take “I have spoken with the drivers Mr Patel had notifi ed Yodel drivers about his lunchtime closure, but response. However, a spokesperson PayPoint to many times about this and many for the company said it could not Premier News in Chalgrove, he had explained many to come outside our lunch ing the service to make of them understood the situation. adds: comment on this particular case, court over this We managed to get some of them “We were not privy to this arrangement and, in any event, it adding that it was forming its own to start delivering earlier to the investigation into the matter. Bharat Patel store while we were still open.” would not have varied the terms and conditions of your agreement, We will be checking back with Premier News, However, Mr Patel says things since your agreement is with Mr Patel in a future issue about Chalgrove, Oxford turned sour when it came to re- his next move and what action was threatening to take le- times to deliverers and hours, and that we were not sure it worked for all parties newing his Collect+ contract back PayPoint Network Limited and PayPoint Collections Limited and he is intending to take against gal action against PayPoint PayPoint. going to be charged. (Letters, 22 May). PayPoint. 20 29 May 2015 Retail Newsagent

email [email protected] tel 020 7689 0600 fax 020 7689 0700

Tobacco legislation is constantly in the news, but is it the biggest influence on sales? John Eastwood delves into your EPoS data to investigate the effect of last month's display ban and the other major trends that are driving your sales What's impacting your sales?

ew tobacco legislation always provokes a raft of industry A changing market: five years of tobacco sales predictions about its potential Cigarettes – % of sticks sold by pack size Cigarettes & RYO % of volume pricemarked to afect sales. 100% N First 19 58.1% Before the display ban was intro- 20s 19s 18s 10s Other sizes 18.0% duced in large stores in April 2012, for weeks 2011 49.7% example, many people predicted that 80% 52.5% independent retailers would see a 67.2% 64.0% major growth in tobacco sales because 70.2% First 19 66.5% 60% 45.6% weeks smokers would be reluctant to queue at 2012 supermarket kiosks. 67.1% But data from our sample of over 40% 17.6% 6.3% 8.5% 2,500 independents suggests this never 2.1% 3.7% First 19 72.0% happened. Comparing the four weeks weeks 20% 2013 75.5% following the ban with the equivalent 26.4% 28.1% 28.4% 28.9% 27.2% period the year before reveals significantly lower sales. Cigarettes were 0% First 19 68.9% First 19 First 19 First 19 First 19 First 19 weeks down by 13% in volume and rolling weeks weeks weeks weeks weeks 2014 77.4% tobacco ofered only a small compen- 2011 2012 2013 2014 2015 satory rise of 1.2%. This decline was Roll Your Own – % of volume sold by pack size fuelled by a particularly severe budget, First 19 80.9% 50g 40g 25g 20g 12.5g Below weeks but was also in line with the long-term 100% 2015 82.1% trend. Between 2011 and 2015, volume 11.8% 11.3% 13.5% 12.8% 13.8% sales of cigarettes fell by an average 0.9% 0% 20% 40% 60% 80% 100% of 5.8% per year, while rolling tobacco 80% 31.1% achieved 3.1% volume growth. 33.0% 30.6% 31.1% 27.9% Long-term sales trends – cigarettes & RYO Fast forward to the introduction of 60% 350 0.8% 6.1% the ban in smaller shops, however, and 300 predictions of just an initial dip in sales 250 40% Cigarettes have proved more accurate. My verdict 33.4% 200 55.0% 50.0% 47.3% is that there has been no measurable 54.3% 150 Roll your own efect on tobacco sales. Comparing 20% 100 the four weeks post-display ban with 50 17.9% the month of February revealed only 7.8% 0 0% 0.8% 2.5% 5.8% a small 2.25% drop in cigarette sales, First 19 First 19 First 19 First 19 First 19 with roll your own sales up by 0.3%. weeks weeks weeks weeks weeks 2/2/13 3/1/15 9/5/15 19/5/12 9/11/13 22/9/12 22/6/13 29/3/14 16/8/14 The overall rate of decline in cigarette 2011 2012 2013 2014 2015 31/12/11 sales appears to be slowing down. But other changes in the tobacco more recently, 18-packs. evident with rolling tobacco. In 2011, market have had a more dramatic ef- The highest ranked 20-pack of ciga- 12.5g packs accounted for 54% of volume fect, most notably smaller pack sizes. rettes sold so far this year is Marlboro sales. This year they account for only But the introduction of the Tobacco Gold, which sits in tenth place. Five 33% as smaller sizes ranging from 8g Products Directive next May will bring years ago it was in first place. This is a to 11g have been introduced, many of the most noticeable market trend to an fine example of how premium brands which also include papers and filters. abrupt end. With small packs of both have become too expensive for a large Both with roll your own and ciga- cigarettes and RYO outlawed, these The brands number of smokers. The brands which rettes, pricemarking has increased charts will tell an entirely diferent which are are growing are those which have such that this year, 80% of volume story this time next year. reduced pack sizes and introduced pri- sales in both categories come from pri- In the first 19 weeks of 2011, 70% of growing are cemarking. Carlton Superkings 19s, for cemarked packs, compared with 58% all cigarettes bought were in packs those which example, is now one of the best-selling of cigarettes and 50% of rolling tobacco of 20. In the same period in 2015 this packs on the market, ranking in third five years ago. ● proportion had fallen to just 18% as have reduced place in the latest four weeks’ data. more and more 19-packs launched or, pack sizes This downsizing of packs is equally John Eastwood is a data analyst for EDFM TAKING A STAND AGAINST ILLEGAL TOBACCO A GLOBAL PROBLEM WITH LOCAL IMPACT… TOBACCO SMUGGLING... IT’s A CRIME The smuggling of tobacco is a multibillion pound industry for criminals. The high level of tobacco tax in the UK vs. other countries, and the openness of international borders creates a near perfect environment for criminals to operate. HM Revenue & Customs estimates that £2.1 billion* is lost to the UK taxpayer – that’s £5.7 million per day!

What is JTI doing? • Japan Tobacco International (JTI) provides information to HMRC, Trading Standards and other law enforcement agencies so that they can seize illegal tobacco products and initiate prosecutions. • JTI is party to the Joint Anti-Illicit Working Group established as part of the Government’s Tackling Tobacco Smuggling strategy. • JTI has terminated relationships with shop owners convicted of selling illegal tobacco. DODGY CIGARETTES AND TOBACCO • JTI regularly initiates awareness campaigns within local and trade media to highlight the BRING CRIME INTO YOUR COMMUNITY dangers of buying and selling illegal tobacco. It is illegal to sell and buy smuggled and fake tobacco products. Criminals who deal in illegal tobacco will sell • JTI supports the Local Government to all-comers, including children. Proﬁts from these sales Association’s eforts to reduce the illegal fund serious organised crime and terrorism which has a trade in tobacco products. devastating efect on communities and individuals across the UK. Let’s work together to eradicate this crime.

HOW YOU CAN TAKE A STAND If you have any information on those selling illegal tobacco contact the independent charity Crimestoppers anonymously on 0800 555 111 or through the Anonymous Online Form at www.crimestoppers-uk.org. Alternatively contact the Customs Hotline on 0800 59 5000.

*HMRC 2013/14 mid-point estimate.

JTI Taking a stand against illegal tobacco ad 210x297 AW.indd 1 20/05/2015 16:31 22 29 May 2015 Retail Newsagent ACADEMY IN ACTION

Coca-Cola Enterprises’ John Harvey talks to Roger Dillon Share about pricemarked products ideas and

progress Effective Ranging @IAAcademy #IAA15 Effective ranging is key if you want to stay on top of bestsellers and trends to cater for your customers’ tastes and lifestyles. The IAA’s Sarah Parsons joined Coca-Cola Enterprise’s John Harvey at Roger Dillon’s store in Sunderland to discuss the best tactics

The Independent Achievers Academy is a My challenge business development programme to help Roger has serious competition with other retailers like you improve small stores in his area. In an attempt to your store. This is the 5th get his share of sales, he stocks too many in a series of 12 features ranges, which is confusing for customers. that help show how retailers are using the Academy’s advice to grow their sales.

oger Dillon opened his store in an out-of-town shopping parade in Sunderland at the end of last R year. He has big ambitions and will Name open an in-store Post Ofce this summer, Roger but the change in customer base, an increase Dillon in small business competition and leftover stock from the move has meant Roger has Store found himself in a rut. He says he needs a Lifestyle Express fresh pair of eyes to see how he can the make (Southwick Superstore) the most of his new store and understand the latest in retailer action plans. “I’m always Location happy to listen to ideas about how to drive Southwick, sales, I want my store to be diferent to oth- Sunderland ers in the area,” he says. CCE’s John Harvey helped Roger by providing some inspiration for his store, by showing him that a few Size 1,700sq ft simple changes to improve his efective ranging can make his store stand apart. Retail Newsagent 29 May 2015 23

IAA ADVICE WHAT WE LEARNT John 1 2 3 says Oﬀer the current top sellers Keep good product adjacency Become an authority in in the key categories and a so customers are encouraged your specialist areas range of price points to buy all they need from you

John notices that Roger Roger admits that he doesn’t Roger explains that there has an extensive range have a lot of lunchtime isn’t a hardware store in the “It’s good to talk to store owners to of soft drinks and says trade, but says alcohol is his local area and that he has understand their everyday issues which it is good that he has bestseller. While walk- tried to cater for this market. may stop them from achieving their taken regional tastes into ing through the store John But hardware products are optimum performance. Opportunities consideration, but this notes that Roger does ofer the ﬁrst items customers like this enable us to solve problems and means he ofers too much product adjacency in some see when they walk into bounce ideas oﬀ each other to help boost choice. “It’s over-ranged ranges, such as tomato sauce the store instead of the best sales and stay competitive. It’s great and could be confusing for and pasta, and advises him promotions, seasonal, con- to learn something new and improve customers. I recommend to transfer this to his key fectionary or fresh produce. business for both sides.” Roger streamlines the sellers. “We’re trying to make it our John Harvey products to make best- Roger ofers a vast range of point of diference but we’re Category planning executive, sellers stand out,” he says. beers and wines, including a bit lost about where to put Coca-Cola Enterprises Roger mainly uses pri- local products, but his snack the range,” said he says. cemarked products to earn suggestions are just out of Despite tapping into the customers’ trust and ofers customer eyesight. John ad- hardware market, alcohol is competitive promotions, vises him to use clip-on shelf really where Roger stands Roger but they are on a mixture units to make a seasonal out and John advises him to of hand-written and typed display next to the alcohol really make the most of his says labels, which John says could section, such as a barbeque core ranges. “It is important also be confusing. He suggests or Christmas, to encourage to cater for local needs and that Roger makes the labels customers to impulse buy. you will stand out because of uniform to enforce his own “I would also advise him to it, but this hardware section store brand and keep the store keep products such as crisps, isn’t a bestseller. Roger needs looking slick, maintaining a snacks and even a few soft to tidy it up and put his best “I’m interested in hearing new ideas focus on price. drink mixers near to the al- eforts into driving his alco- on improving my store. I try to get out “It’s great that Roger has cohol so customers can keep hol associated sales, whether to industry seminars, but it’s better to some really good ofers, but their shopping experience it’s themed drinks glasses or have someone in your store who can the diferent colours and fonts simple,” he adds. snacks,” he says. walk around with fresh eyes like a new could make the customers customer and help point out how you second guess can do better. I’ve been stuck and unsure the promotions. about how I can make the most of it They might but now I’m excited about combining ask if they’re everything I’ve learned from the IAA visit genuine,” says with having a new Post Office fitted in the John. summer.” Roger Dillon Lifestyle Express (Southwick Superstore), Sunderland

Roger’s action plan Your action plan Cross-merchandise throughout the store by Go to betterretailing.com/IAA to download the combining snacks with drinks for example free tools to improve your store Complete the benchmarking form by 26 June to Streamline soft drinks and keep similar products, enter the IAA and be in with a chance to receive such as cola, together a mystery shop visit Create uniform pricing and promotion labels to Email [email protected] to order your copy keep the store consistent of the IAA’s Retail Proﬁt Guide 24 29 May 2015 Retail Newsagent COOKING PRICEWATCH SAUCES BEST-SELLING COOKING SAUCES PRICES AROUND THE UK PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER Pricing strategies

1 2 3 4 5 Dolmio Original £1.88 £1.89 £1.99 £1.89 £2.39 £1.00 £1.95 RETAILER 500g Dolmio Mushroom Bolognese Sauce 1 £1.99 £1.99 £1.89 £1.99 £2.39 £1.00 £2.09 NAME 500g MANRAJ VIRK (PM) STORE Spar Dolmio LOCATION Arboretum, Worcester Bolognese Sauce £2.00 £1.99 £1.89 – £2.39 £1.00 £1.95 SIZE 950sq ft 500g STORE residential corner shop Uncle Ben’s We are a typical corner shop in Medium Curry Sauce £1.89 £1.89 £1.89 £1.89 £2.30 £1.99 – a residential area and we find 450g (PM) (PM) cooking sauces are steady sellers Uncle Ben’s Sweet all year round. Dolmio’s Pasta & Sour Sauce £1.89 £1.89 £1.89 £1.89 £2.30 £1.99 £1.89 Bake is the most popular – it’s a 450g (PM) (PM) (PM) well-known brand and so I find people who are in a hurry will Blue Dragon Chilli tend to go for it. We put all our Chicken Wok Sauce £1.83 79p £1.99 – £2.49 89p 79p 76g cooking sauces next to all the other grocery items including Colman’s Cheddar ketchup, mayonnaise and pasta. Cheese Sauce 82p 69p 69p 99p 87p 85p 85p The sauces take up about half a 40g shelf. We sell Uncle Ben’s jars Colman’s pricemarked at £1.89, which Bread Sauce 82p 69p 69p 99p 88p 85p 85p helps reassure our customers 40g that we price fairly. Patak’s Tikka Masala Sauce £1.99 £1.99 – £1.99 £2.20 £1.99 £1.99 450g (PM) Patak’s Korma Sauce £2.00 £1.99 – £1.99 £2.20 £1.99 £1.99 450g (PM) Dolmio Creamy Lasagne £1.99 £1.99 £1.89 – £2.39 £1.00 £2.15 470g RETAILER Dolmio Extra Spicy Bolognese Sauce £2.03 – £1.89 £1.99 £2.39 £1.00 – 500g 2 NAME JEFF OLIVER STORE Premier Beechley Stores LOCATION Cardiff, Wales PATAK’S TIKKA MASALA SAUCE 450g Price distribution % SIZE 1,100sq ft TYPE village 100% We do well with cooking 89% of independents sauces and have a good range, 90% sell this product at or below the £1.99 RRP which Premier runs frequent 80% promotions on. We had a refit 70% three years ago and decided beforehand which products we 60% would dedicate more space to. 50% This included a simple range of world foods such as sauces, 40% poppadums and naan bread. 30% The fact we do well is also partly down to us knowing what our 20% customers come here for – it’s 10% not exotic Italian finger pressed pasta but all the ingredients 0% needed for a simple spaghetti bolognese or curry, including

£1.59 £1.79 £2.05 £2.19 £2.25 £2.79 tomatoes, chilli and garlic £1.49 £1.69 £1.89 £1.96 £1.99 £2.29 £2.39 £2.49 £1.00 £1.60 £2.09 £2.60 +£2.79 powder, onions, kidney beans Average selling prices and best-selling products rankings are sourced by EDFM Ltd from etc. EPoS data from over 2,000 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 29 May 2015 25

Nadia Alexandrou [email protected] 020 7689 3350

RETAILER RETAILER 3 4 THE NAME ED WHITE NAME DAVID BROWN STORE White’s Calver STORE Nisa Local ENTREPRENEURS LOCATION Hope Valley, Derbyshire LOCATION Ryton, Tyne-and-Wear SIZE 2,900sq ft SIZE 1,600sq ft The world’s best business brains and TYPE village supermarket TYPE high street what you can learn from them We stick to the RRPs within This is a particularly promotion- Spar’s supermarket price driven area and what people bracket. We dedicate a whole buy is influenced heavily by three metre panel to cooking whatever deal is on. Our entire sauces, which sits next to Dolmio range is on promotion complimentary items such as at £1, and these are by far the pasta and Pot Noodles. Spar will best-selling cooking sauces sometimes run linked deals, at the moment. We group the for example on a pasta sauce cooking sauces strategically and fresh chicken, to encourage within and around our grocery people to buy more. Dolmio is section. Most of them are usually on promotion, but right placed opposite chilled meat, now Chicken Tonight is on at £1 and we’ve cross-merchandised and is selling very well. Dolmio the £1 Dolmio jars by the fridge Bolognese is our best-selling next to the mince to encourage sauce, probably because it’s people to buy both for a meal. advertised on TV so much. We Even though Colman’s products find that cooking sauces are a vary slightly in weight, we keep consistent seller all year round. them all at the same price. ESTÉE LAUDER Route to the top to Lauder) she decided to sell her own creams, cooked Estée Lauder died 11 years up on a stove at home, to ago, but the cosmetics upmarket department stores. empire she launched 58 Her breakthrough came years earlier has thrived when Saks Fifth Avenue and still remains under placed an order that sold family control. Josephine well, and accelerated with Esther Mentzer was born in the launch of Youth Dew. RETAILER Queens, New York, to Jewish immigrants, but she was Key achievements embarrassed by her modest l Lauder was the only 5 origins, changed her name NAME DEAN HOLBORN woman on Time magazine’s to Estée to sound French and STORE Holborn’s 1998 list of the 20 most in- often invented a wealthy LOCATION Earlswood, Surrey fluential business geniuses background to which she SIZE 1,900sq ft of the 20th century. TYPE village aspired. Fascinated by her l Lauder was the recipient Dolmio Original sells best. We chemist uncle’s home-con- cocted skincare creams, she of the Presidential Medal of merchandise sauces next to Freedom. condiments and grocery items helped market them to local l such as gravy, oil, herbs, pastas pharmacies. After setting She was inducted to the and rice. We run promotions up the Estée Lauder brand Junior Achievement US quite often in this category – up in 1946 with her husband Business Hall of Fame in until recently we had Patak’s for Joseph Lauter (later changed 1988. 50p, which sold out fast. They sold particularly well because Lessons for your store we put poppadums around the discounted Patak’s. We 1 Be proactive – In Lauder’s biography she dedicate one full shelf for said she didn’t succeed by dreaming or Dolmio sauces – our biggest thinking about things, but by doing them. sellers – then another for curry 2 Be ambitious – Lauder once said she never sauces and sweet condiments. worked a day in her life without selling. Even though customers tend to 3 Your business is what you invent it to be – go for whatever’s on promotion, from her name change to her company name, Dolmio performs significantly Lauder crafted her business and reputation better, probably due to the to how she wanted it to be perceived, not on amount of promotion it gets. historical fact. 26 » 29 May 2015 Retail Newsagent THIS WEEK IN MAGAZINES Pages 41-44

comprehensive food service of- selling toasties, paninis, soup, pies, pasties fering may sound like something and cheese and bacon pufs.” more suited to a large convenience Gary says he has learned valuable lessons A store, but try telling that to Gary from when he tried to get a similar idea of Pilsworth. the ground when he took over the business Gary’s The retailer has launched a dedicated 15 years ago. kitchen area at his 1,000sq ft Ofey Stores “At the time, we had another housing business, ofering a host of hot food and development nearby, so we started making fresh snacks, and is reaping the twin ben- up our own rolls and selling them to the eﬁts of increased proﬁts and footfall. builders. But, once they left, that side of the Gary explains the idea was borne out of business dried up. wealth of property development going on “Now that we have this opportunity a local around the store, which is located in the vil- again, I want to take it further. We’ve at- lage of Hitchin in Hertfordshire. tracted more passing trade because they “We’re a small village with a population smell the food and want to come in and buy of around 800 people but recently, work has something, and I’m now thinking about been going on on 63 new properties so we’ve how to promote the kitchen to get more had a lot of builders visiting the area. people in. winner “Even though the store is small, we had a “We’re also working with our local sup- bit of space to spare, so we decided to create plier, Kenhurst, to experiment with new our own serving area. We set up an oven, a things like chicken balti pies to make the microwave and a toaster and started serving range a bit more diverse.” Space need not be a barrier for hot food and tea and cofee.” While the kitchen has helped him attract Since setting up the area four months new trade, Gary says the shop is geared pri- big ambitions. Hitchin retailer ago, Gary has built up a constant stream marily around the needs of local shoppers. of customers coming in for morning and This is evident from the wide range of Gary Pilsworth brings in up to lunchtime snacks. He says this new side to locally-sourced products on the shelves, £500 per week in hot food sales his business has added an extra £400-£500 which he says are a big draw for residents. to his weekly £7,000 turnover. “We’re surrounded by thousands of acres in his 1,000sq ft village store. It’s “It comes in waves. We get builders com- of the Pilkington Farm estate, and they raise all about provenance and quality, ing in early for rolls and sandwiches and cattle, sheep and other animals. then we have a crowd at about 10am. Then at “We’re one of the few businesses that sell he tells reporter Steven Lambert lunchtime it gets busy again, where we’ll be fresh meat from the estate, everything from Retail Newsagent 29 May 2015 27 I like reading about legislation, which RN does a good job on. I’ve been particularly interested in the tobacco display ban and upcoming auto-enrolment on pensions.” GARY PILSWORTH

Gary Pilsworth’s local produce and hot food brought in sales and footfall for his Hitchin store

“Even though chops and mince through to steaks and even whole carcasses, which we do get requests the store is small, for. More shoppers here are concerned about we had a bit of food provenance, so it reassures them that they can get meat produced a few miles space to spare, away. so we decided “We have an upright chiller where we to create our own store all the fresh meat and we can also place orders for customers. If we have an serving area” elderly shopper who wants a smaller cut, for example, we can get it in for them. “We also get rape seed oil from a local pro- ducer, which has just started to do its own infused oils with chilli and garlic, and our eggs and cheeses are also sourced locally.” While Gary says he trades from a fairly af- ﬂuent area, he adds that he tries to ofer the best possible deals and prices for customers. “We shop at Booker and Bestway and around 90% of our stock is pricemarked. We also ofer good prices on our local products, especially when compared to Waitrose and Morrisons. VISIT MY SHOP “Our customers would be prepared to pay a bit more but I think that would be unfair. Offley Stores We want to ofer them reasonable prices, and we will also deliver to elderly shoppers if and Post they place orders with us. That’s what keeps Office people shopping with us.” l Luton Road, Hitchin, Want to see more of Gary’s store? Hertfordshire betterretailing.com SG5 3DD Go to 28 29 May 2015 Retail Newsagent TRADING STANDARDS

t’s not an easy time to run a So what makes a trading ofcer trading standards department like Doug, pictured above inset left, as regulation on age-restricted visit a store, let alone arrange a Chal- Iproducts such as tobacco lenge 25 test purchase? “If we’ve got increases and budgets dwindle. information of any kind – even if it’s Islington Council, however, has a vague rumours, we will prioritise Keeping secret weapon: Doug Love. those businesses,” he says, “but most Doug’s role is to work with busi- visits we do are more routine. These nesses to ﬁght the illicit trade of days we will only do a full underage tobacco and alcohol and to ensure test purchase if a retailer has failed a responsible retailing within the bor- Challenge 25 test purchase.” ough. It’s the kind of position that’s When it comes to illicit tobacco, trade fair impossible for most local authorities meanwhile, most of the intelligence to bankroll, but thanks to funding which trading standards ofcers Last month, as the display ban from Public Health England, Isling- receive comes from other businesses fast approached, RN learned that ton can do it. who notice a decline in their sales. “You have some trading standards The efects of Doug’s work have Islington Council trading standards areas that have just two or three peo- been dramatic. Checking spirits and ple to do the work of the whole team wine in stores over the past three would be providing consistent assured whereas I can concentrate full-time years, he has reduced the rate of il- advice on the display ban to NFRN on alcohol and tobacco,” he says. licit products found in stores from a Earlier this month RN went out draw-dropping 85% to nearer 17%. members nationwide. Tom Gockelen- with him and a Challenge 25 test Beer, however, can be harder to Kozlowski took a trip with officer purchaser, 19-year-old Razaul Karim, authenticate and he says that this is pictured above inset right, to see the now likely to be a focus area for his Doug Love to find out more work he is able to do in the Islington work. “The duty and tax on a can of area. Tennent’s Super is £1.31 so when you Retail Newsagent 29 May 2015 29

DIARY RN’S AFTERNOON WITH TRADING STANDARDS Store 1 Store 3 Our first visit is to a family- This time Razaul returns to the car run store which Doug has after his test purchase with a bottle not been to in some months. of Smirnoff Ice and some Minstrels On arrival he politely (an extra item helps make the test introduces himself and it is purchase seem more natural, Doug clear that retailers in the explains). When we then return area recognise him and to the store to tell the server know the drill. Firstly, what has happened, he says he looks at the spirits he thought that Razaul was on the shelf. Glen’s 24 or 25, but Doug says this is the most common should have still led to an ID spirit he finds that is check. Once again spirits are faked so he looks at the checked and all seem genuine. bottles and has some Doug’s suspicions are raised, concerns. The main however, by the fact that there test, shining UV light are no prices on the cans of on the duty stamp, is beers. “How much are you inconclusive and some of selling your Tennent’s Super the labels look like they for?” he asks. The answer of are beginning to peel off, £1.69 doesn’t fully convince another bad sign. After Doug and it’s clear that this looking through a number shop will be revisited and of other products he asks rechecked in the weeks to come. to go down to the store room and checks the bottles in their cases. Here he sees that everything is in Store 4 order and is satisfied that the shop A final visit is made to a large is not selling illicit alcohol. convenience store where Doug says that he once found 700 bottles of illicit wine. The store has since Store 2 worked hard to improve After picking up its practices but Razaul Razaul, we returns having again head to a bought a bottle of store where Smirnoff Ice. When Doug knows we arrive the store the licence manager is friendly, is new. At apologises, and tells see retailers selling it for £1.50 per 19, Razaul is Doug that the women can that means that the manufac- able to conduct who served the turer, wholesaler and retailer are a Challenge 25 test alcohol without taking just 19p a can between them,” purchase without the asking for ID he says. The price of these beers is retailer committing would be given one of the regular checks he makes an offence. Razaul additional when visiting a business. quickly comes back training and The display ban, in place since empty handed and reminders. 6 April, has been implemented Doug is ready to tell Part of the well by the retailers that Doug has He has the retailer the shop’s licence visited and, as we travelled around reduced the good news. “I agreement states four stores, there was only one issue knew it was a test that the store needs raised with a retailer whose curtains rate of illicit purchaser,” says to use a refusals did not quite cover the very edge of the man behind book to record the gantry. In this instance, rather products the till as we enter these ID checks and than any threat of fines, a friendly found in the store. “The when Doug asks to reminder was given about the law store you should see it he sees there with a suggestion that a little tape stores from be worried about has been little, if could be used to ensure the curtains is the one over anything, entered covered the whole gantry. a draw- the road,” he says, telling us that since November. A new book is “We want to work with retailers, dropping 85% a nearby store has been selling handed over and the store owner is rather than against them, because alcohol and cigarettes to groups reminded that it is part of his licence it’s only with them on side that we to nearer 17% of young people and undercutting agreement to comply. l can ensure young people don’t have his store with prices that suggest access to alcohol and tobacco and the owners are buying illicit stock. NB: We have chosen not to identify the that the illicit trade is stopped,” Doug, Razaul and RN investigate… stores to protect the owners’ identities. Doug says. 30 29 May 2015 Retail Newsagent

Tom Gockelen-Kozlowski [email protected] 020 7689 3361 @tomgk_RN Health Lottery

The Health Lottery has established itself as a major player in convenience over the past four years. Its national sales manager Gary Troman explains why retailers are so important to its model and how it is ensuring it remains a key player in the channel for years to come

RETAIL NEWSAGENT How is the Health that they’ve got the Health Lottery Lottery working with independent licence in place too. retailers this year? Retailers also need to be able to GARY TROMAN We invest a tremendous talk their customers through how amount of time and efort on they can play the 50p and the £1 working with independent retailers. games. All they need to do then is To begin with they were getting take a picture of their fully-stocked It’s early days and we’re going to visits every three months from play stand or counter unit and post have another look to see whether brand ambassadors but we’ve made or email it in to us or the NFRN. we should extend it further, but the this every six weeks. Any retailer can win an iPad at lower value worked very well and it There is also a dedicated retailer any time by simply sending in a note showed there was a market for it. helpline which retailers can ring at to say that they are displaying their any time to get help, ask for point of licence and we do quarterly prize RN What plans do you have for the sale material and get training to bet- draws. rest of the year? ter sell the products. We invest a GT We’ve got a June rafe which will RN Earlier this year you launched a tremendous give away nine £3,500 holidays to RN How important is this 50p game, Quick Pick. How has this support the 50p Quick Pick and we’re relationship to your business? performed? amount of going to give away some cars too as GT It’s vitally important because GT It was received very well by time and part of a £1 game rafe in July. unlike newspapers or chocolate bars both retailers and by customers. Anyone who buys a ticket will we do not have a presence in store. It brought good incremental value effort on have a unique code and they can go We don’t have a display without to us and what was particularly online or they can get a winning them supporting us. positive is that there were no signs it working with numbers print-of from the terminal cannibalised the main draw. independents to see if they’ve won one of these RN What are the advantages for prizes. We’ve got some promotions retailers of working with the Health for the back end of the year too. Lottery? GT It gives them an opportunity Company CV RN Finally, many retailers are to engage with their customers. I ** irritated by the current behaviour was talking to some retailers a few ** of PayPoint. How concerned are you Company Health Lottery about these issues? weeks ago and they think that a lot National sales manager Gary Troman GT of players engage simply because Profile Launched by Daily Express owner We have a partnership with they know the proﬁts go to local good Richard Desmond’s Northern & Shell in PayPoint, because they are one of causes. 2011, the Health Lottery supports local our terminal partners, but clearly We work also very closely with the health charities in 51 regions of the UK. anything which dissuades people NFRN and have been running a com- Its arrival was met with consternation by from selling the Health Lottery is petition through them for retailers to its rival, Camelot, but all legal challenges against it have not something we’d welcome. win an iPad for compliance. failed and it is now an established player in the UK market. Ultimately, retailers are there to Latest news After the successful rolling out of the 50p Quick serve their communities and even RN How can retailers get their hands Pick game earlier this year the company is supporting it with though there are some ﬁnancial on one of these iPads? a raffle this summer. challenges around their relationship GT They simply have to demonstrate with PayPoint at the moment, most that they have displayed our unit retailers do not like to turn custom- well, have recent posters in place and ** ** ers away. Retail Newsagent 29 May 2015 31 WATER With two thirds of retailers not stocking best-selling formats and new trends driving double-digit growth, water is a category worth paying attention to. Nadia Alexandrou runs through what’s new in chillers with Sussex retailer Jon Armstrong Get set for summer ike hundreds of other retailers across the UK, Sussex About Jon store owner Jon Armstrong Armstrong Lbraces himself each summer Windmill Drive Post for an explosion in soft drinks sales Office, Bexhill-on-Sea, when the warmer weather arrives. East Sussex. Water, one of the category’s biggest success stories, does particularly Sat on the well when customers are at their Sussex seaside, thirstiest, and suppliers have there- one mile from fore been investing heavily in new the nearest products, promotions and providing town centre, category advice to retailers. RN put Jon runs his some of the industry’s top insights 800sq ft store to Jon to see how ready he, and with his wife, retailers like him, are for the rush Sarah. A local to come. school provides a steady stream of trade for soft A few lines drinks on warm days. is all you need Wholesalers know how vital water is. According to Bestway and Batleys, almost 10% of its soft drinks sales come from waters, with the vast majority coming from just a few products. “Rather than littering your chiller with a wide range Rather than of similar products, dedicate more space to a limited range littering of bestsellers,” advises Mumtaz your chiller Ali, senior category controller for impulse at the company. with a wide range

I completely agree. of similar I only sell two 500ml waters, Euro Shopper products, for 39p and Glaceau dedicate Smartwater for 65p. I selected these two more space through a process of trial and error, picking the to a limited ones which sold best. range Jon Armstrong » 32 29 May 2015 Retail Newsagent WATER Give pride of BRANDS TO WATCH OUT FOR THIS SUMMER… Ballygowan A and its status as place to flavour market leader official bottled water Flavoured water is one of the in Ireland, of British tennis, its category’s major success sto- Ballygowan ‘Everyone For Tennis’ ries. Volvic Touch of Fruit, for Natural Mineral campaign rolled out example, grew sales by 17%. water launched this April with a new According to Maurice Newton, for the first time Robinson’s TV campaign. sales and marketing direc- in Britain last Squash’d An tor at CBL Drinks, retailers year, replacing advertising should take advantage of the Drench and campaign to popularity by placing higher- Pennine support Robinson’s margin flavoured waters on Spring Bottled Squash’d with slogan the right side of the fixture Water. ‘water tasty whenever, to capture customers’ first wherever’ is running glance. Glaceau from 11 May to the Mineral mid-June. Water CCE is continuing Volvic Juiced Volvic That’s really surprising to me I’ve really noticed an to invest in Juiced Sunny Orange – I was under the impression increase in flavoured water marketing and Lemonade were that they were too expensive sales over the years. For and point of added to the Volvic to sell well in my store, but the past few summers I’ve sale materials to Juiced range this the average prices What to been doubling the space support the brand. Its spring, and are Stock lists – £1.13 for 1.5l I give to these products, sister range, Glaceau Highland both available in –doesn’t sound too high. but I’ve not thought about Vitaminwater, has Spring Mineral 50cl and 1L bottles. I’m going to review that this positioning them to the gained a lemon- Water Building The launches were summer. right. flavoured sugar free on the brand’s supported by TV and variant, Vitaminwater ‘Full of the digital advertising as Jon Armstrong Jon Armstrong Zero. Joys’ campaign well as sampling.

We really want to do this ahead Time for a The bigger and of the summer, and I’m currently looking at ways of making them cold range review? colder the better without having to use the chiller. Two weeks ago, RN published its What to Stock data confirms the We’re considering using tubs filled annual bestsellers guide What to rise of larger take-home formats with cold water in which to put Stock. It showed that Evian min- which are growing year on year. larger bottles, much like you do at eral water 1.5l and 2l are two of I’ve noticed If space allows, wholesalers a barbecue. the four highest earners for retail- strongly recommend including Jon Armstrong ers but are stocked in less than a an increase 1.5l and 2l bottles in your chiller. third of stores. Sales data like this in flavoured can identify areas where retailers are missing out on easy sales. water sales Get your pricing right What to Stock’s Bestsellers According to Mr Ali at Bestway, 1 Volvic Mineral Water Sportscap 1l The one of the most common mis- 500ml bottle 2 Volvic Mineral Water 500ml takes retailers make selling water continues to be is pricing too high, particularly 3 Evian Mineral Water 500ml the most popular Again, I totally agree. during the summer. “If retailers format, commanding The last thing I want to put an additional 20-30p on the 4 Volvic Mineral Water 1.5l seven of the top 10 do is put off customers price, they will make more of a positions on a hot busy day. I margin, but lose sales volume,” 5 Volvic Touch of Fruit Strawberry 1.5l always try and keep my he says. He recommends using prices as competitive 6 Evian Action Still Water Sports Cap 750ml meal deals or even a £1 snack deal as possible, but to drive water sales throughout 7 Evian Mineral Water 1.5l I’ve never tried a the summer. l linked deal before – 8 Highland Spring Mineral Water 1.5l something I’ll consider doing this summer. How are retailers preparing 9 Highland Spring Mineral Water Sports Cap 750ml their soft drinks chillers? Jon Armstrong betterretailing.com/ 10 Evian Mineral Water 2l Go to chillerpreparation to find out

Almost 2/3rds of soft drinks sales bought “on the go” are purchased between March and October suggesting there is a correlation between temperature and on the go soft drinks sales! Prepare for a sales heatwave - STOCK UP TODAY All packs available in PMP

BRV306571 - Taste of Summer Trade V00.indd 2 18/05/2015 10:05 34 29 May 2015 Retail Newsagent WEBSITES & APPS Want to change your magazines order instantly? Get your staff up to speed with the latest supplier activity or even report a crime as soon as it’s happened? As Nadia Alexandrou discovers, all you need to do is switch on your smartphone It’s time to get smart Keeping major categories up to date The days of having to wait for a rep’s visit to hear directly from a supplier are over as manufacturers bring their Retailers Manage your store knowledge and advice to an increas- from home, at the ing number of trade websites. Nestlé increasingly Cereal Partners’ Cereal Success and need to do depot or even on the beach UB’s Better Biscuit, Better Business make category advice available on business Ordering stock retailers’ smartphones. Many sites, such as Mondelez’ Delicious Displays on the go This is one of the most obvious, trafc alerts on depot routes and a and Taylors of Harrogate’s Brew View and we’re but also most useful, areas where host of other tools to improve the site go even further, ofering tailored smartphones and laptops can im- buying process. “Where retailers planograms and PoS based on sales helping prove retailers’ daily lives. Whether have made the leap to become us- data that a traditional rep may not it’s preparing for a trip the local ers, the vast majority have found have to hand. And this kind of assis- them to depot or ordering a next-day deliv- the process easy and highly benefi- tance is not just available from sup- ery, wholesalers’ apps and websites cial whether they are cash & carry pliers either. Today’s newly-launched respond mean that retailers are controlling shoppers or delivered accounts,” Plan for Profit app gives retailers their stock from the sofa or even says Bestway. Another site, GoKart, access to its own bestsellers brochure, while abroad on holiday. Over the is one of a number of independent access to deals and a Today’s whole- past two years almost every UK operators that creates a ‘market saler locator. “Retailers increasingly wholesaler has launched an app, place’ online where retailers can need to do business on the go and with diferent companies includ- order from a host of suppliers and we’re helping them to respond by ing barcode scanners, weather and wholesalers at the same time. ofering all the functionalities of the Plan for Profit website in a handy, easy-to-use app,” says Bill Laird, Giving customers the group’s managing director. flexibility with payments Newspaper vouchers have been ease of use and immediate payment a great way to encourage regular – retailers get automatic reimburse- newspaper purchases and increase ment when they scan the on-screen footfall, but delays in payments barcodes – have made this indepen- coming through mean they have dent-only initiative popular with re- not been without their drawbacks. tailers and although the app is solely Launched with the Daily Mirror and for newspaper sales, pre-paid top-up Sunday Mirror, the PaperPay app purchasing like this could well be allows customers to buy a newspa- seen in a host of other categories in per with their smartphone using a the future, changing the shopping prepared voucher-style system. Its experience forever. » Download the app for a chance to Plan for Profit 2015: win See overleaf an for iPad! details with NEW POR calculator now available

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The Today’s Group is delighted to welcome you The app provides the user with a number of great to the latest edition of the Plan for Profit 2015/16 deals from our member wholesalers, as well as range advice guide which has been specifically quick access to www.todaysplanforprofit.com the developed with the independent convenience one-stop business site specifically developed to store retailer in mind. support the independent retailer.

We have made the guide easily accessible, with Essential retailing tools including, range advice, published copies in many of our participating planograms, information on NPD, legal updates, Today’s member wholesaler depots. A digital POS printer facility and more, are free to use to version of the guide is also available at help you drive your sales and profit. www.todaysplanforprofit.com. We hope you find the 2015/16 edition of Plan for NEW for 2015 is our Plan for Profit App, another Profit a valuable tool to help grow your sales and alternative way of accessing important range and profit. For further information about becoming category information to support your business. a Today’s or Day Today symbol retailer or to join our existing 1,600 Today’s Retail Club members, The app features a POR calculator which helps please get in touch: you sell your products at the right price and profit margin. The POR calculator can be used offline, Visit: www.todaysplanforprofit.com anywhere, anytime. Tel: 0844 247 0700

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The Plan for Profit Range The Plan for Profit Website The Plan for Profit POR Guide, available in selected www.todaysplanforprofit.com Calculator App member depots Available on and offline www.todaysplanforproft.com F Today’s Group L @TodaysGroup Retail Newsagent 29 May 2015 37 WEBSITES & APPS Managing news & Four ways social media is transforming magazines orders convenience While the often-frustrating experience of ringing a news and magazines wholesaler to change, query or A new breed of web- increase an order is not yet confined savvy independent to history, Smiths News’ SNapp app is retailers are using helping retailers to avoid much of this social to improve their in a category that is often problematic and tricky. SNapp allows retailers to businesses. Are you one link up to its ordering system and of them? manage their orders themselves. It also enables newsagents to make Connecting with claims for missing titles and credits, customers Mark change orders, search for titles via Dudden, of AJ & B barcode scans, and view supply Dudden newsagents and sales history. Last month the in Cardiff, uses company released an updated second Facebook to shout version with new features including a about new magazines he’s ordered contact section and a customer profile in. He attracted nationwide Ordering stock can function to increase the information publicity when he used it to tell retailers have available to them. now be done in seconds customers about the arrival of Charlie Hebdo in the aftermath of Increasing category knowledge the terror attacks. Manufacturers are using trade sites find out more about how to promote Create an and apps to increase the knowledge and display crisps, snacks and nuts,” event Twitter of retailers and their staf about the company’s head of impulse field helped retailers their products and what makes sales, Matt Goddard said when it including the good category management. Some, launched last year. These rewards in- likes of Mehmet Category like PepsiCo’s Counts for More, even clude a wide range of PoS which can Guzel and management resemble a collection of addictive then be used to further drive sales. Harj Dhasee made easy strategy games, where retailers can It is these benefits which retailers organise #RetailAuction. These accumulate points for completing can expect more of as the wealth of retailers, and many more, offered various category quizzes and tasks. resources available mean suppli- their services to others in return for “We reward our members every time ers become ever more desperate for a charitable donation and raised they engage in the activities and retailers’ attention. almost £11,000 for three different causes. Learning from others The arrival of RN to your store, a trade show like betterRe- tailingLIVE or the many other events where retailers come together, are some of the most valuable ways in which to learn from peers, get ideas and ultimately improve their busi- Connect with other retailers Amit nesses. The web is now meaning that this business-to-busi- Patel of Belvedere Food and Wine in ness learning process can now carry on outside of the events south London took to Twitter in the or publishing dates. Betterretailing, for example, ofers a vast weeks before the general election array of blogs and resources aimed at helping independent Being a to arrange a hustings of candidates retailers grow their businesses. “All the content is written by for local small businesses and then a team of industry experts, journalists and award-winning responsible retailer to bring business groups together retailers, in which readers are able to take an important to help with the event. lesson away from every article published,” says Newtrade’s Greater levels of regulation and an expec- digital content executive Keon Dadgostar. tation that good store owners will care for Talk to trade press Hundreds their community and customers mean of retailers engage with Retail that responsible retailing is vital. Retail- Newsagent, our website ers, and also their staf, need to know betterretailing.com and our sister how to ensure they do not sell cigarettes title Retail Express via social media, or alcohol to minors, maintain levels of enabling the these voices are heard health and safety at all times and stay in our editorial tone, content and safe from crime. JTI’s site JTI Advance direction. provides a place where staf and store owners can get refreshed on the laws on selling tobacco without having to leave their shop. Other sites, like FaceWatch al- low retailers to report crimes when they do happen and to supply CCTV evidence and statements digitally. l Retail Newsagent 29 May 2015 39

Different nuts Meat snacks addition Kitchenware promo Mars is aiming to grow sales of its Kerry Foods is bolstering its meat Horlicks has launched an on-pack Snickers range with the launch of a snacks range with the launch of promotion giving shoppers the Hazelnut variant as a permanent line. Mattessons Stripsticks. chance to claim vintage kitchenware.

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L&B targets value John Smith’s back on TV Bulmers giveaway Imperial Tobacco has launched L&B Heineken is highlighting updates to Bulmers is giving away 5,000 pairs Superkings 10s targeted at smokers John Smith’s packs this month with a of personalised trainers in a joint looking for economy brands. new TV campaign. on-pack and social media campaign launching next month. RRP £3.78 RRP various RRP various Outers not given Outers various Outers various Contact 01179 636636 Contact 0845 301 0330 Contact 0845 301 0330

Breakfast extended Shakes times three Cracker Crisps launched United Biscuits is extending its McVi- Mars has added three lines to its United Biscuits has launched baked snack tie’s Breakfast range with the launch Thick Shakes range – M&M’s Peanut, range Jacob’s Cracker Crisps in three of Oaty Bakes and Fruit & Oat Bakes. M&M’s Chocolate and Twix. ﬂavours - Sea Salt & Balsamic Vinegar, Thai Sweet Chilli and Sour Cream & Chive. RRP £1.99 - £2.29 RRP not given RRP £2.09 Outers not given Outers not given Outers not given Contact 0800 138 0813 Contact 01753 550055 Contact 0800 138 0813 READY FOR THE HOLIDAYS COMING UP Children’s magazines, THIS SUMMER sugar confectionery EXCLUSIVELY IN and soft drinks in focus

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l How innovative formats are transforming the beer market PLUS l Catch up with developments in e-cigs and vaping l Puzzle magazines: we’ve got the answers for better sales STARTER PACK: BRAND TRADING CARD £4.99RRP PACKET: NEW! ROAD TO £1RRP UEFA EURO 2016™ ON SALE NOW! The UEFA and EURO 2016 words, the UEFA EURO 2016 Logo and Mascot and the UEFA EURO Trophy are protected by trademarks and/or copyright of UEFA. All rights reserved.

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COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT MULTI-SITE OPERATOR KAY PATEL ON HIS AWARD-WINNING BUSINESSES Plus, NFRN chief executive Paul Baxter writes for RN ahead of this year’s annual RETAIL NEWSAGENT conference, and how suppliers are safeguarding their premium cigarette brands NEWS ● CONVENIENCE ● PROFIT

48 29 May 2015 Retail Newsagent

IN ASSOCIATION WITH Steven Lambert [email protected] 020 7689 3357 @StevenLambertRN

Back in the day Dairy Milk with Vegemite? OVER THE That sounds dag, cobber VILLAGE We’ve had Dairy Milk with with your mind.” COUNTER 100 Oreo, with Ritz crackers and So please, Cadbury, don’t with Doug YEARS AGO with jelly beans. Now it’s get any ideas about Marmite 29 May 1915 Australia’s turn for a creative or Bovril Dairy Milk over McLellan When war broke out, sales of Cadbury mashup. here. newspapers and war serials The confectionery giant Meanwhile, in other Well, the time has now come. Suddenly the soared. But the cost of food and has released a limited edition bizarre food pairing reports, sale of our shop has progressed and by the living was increasing. Falling Dairy Milk with Vegemite sellers around the world are time you read this, I will have retired as a newspaper sales prompted one flavour as experimenting shopkeeper. Yorkshire newsagent to sug- part of a with toppings Hopefully this will not be my last column as, gest that retailers should begin cam- for the humble with the RN editor’s approval, I would like to charging for deliveries. paign to hot dog. reflect on my 20 years as the owner of a rural vil- get con- Customers in lage store. Trying to downsize and move house sumers Columbia like while continuing to run the shop is rather to share hot dogs smoth- challenging. their ered in quails’ Meanwhile, with a bank holiday approach- 50 dream eggs, while YEARS AGO ing, I have been gearing up for a very busy choco- champagne weekend of trading. The village is holding its 29 May 1965 late and banana second annual Mayfest on Saturday and on The Liverpool Echo was set pair- ketchup rank Monday there is to be the regular bank holiday to receive a deputation of ings on among favou- duck race. disafected newsagents after social rite toppings I can never understand why plastic ducks on retailers “bedevilled with late media. elsewhere. Or, if you’re ever the village beck can create such excitement, last Echos” said they were in It seems, though, that in Japan, you might want a but as usual there will be over 800 of them danger of breaking “permis- chocolate fans have had a dog carved into the shape of taking part. I suppose the chance of winning sive juvenile employment bye- much better deal over here. an octopus. the first prize of £60 for a £1 stake does generate laws”. The Liverpool Education Feedback to Time Out in We’re always encourag- enthusiasm. Authority was watching, they Sydney at best compares the ing RN readers to make their I usually sell more than 300 tickets but said. new bar to salted caramel and stores stand out, so let us unfortunately there is no commission, just the at worst includes comments know if any animal-shaped feeling of having made a small contribution to like “That salty yeasty flavour food to go takes of in your the general good of the village. creeps in and plays havoc business. I must make sure I show the new owners of the property where all the birds are nesting in 25 our garden. YEARS AGO Shop ’til you bop… There are four sparrows’ nests and nests 2 June 1990 Considering the current woes at checkouts and on an il- belonging to a wren, a robin, a thrush and a After 80 years publishing of UK supermarkets, maybe luminated dance floor, while blackbird, all in a small garden. women’s magazines, the Tesco et al should take note of trolleys filled with sozzled It is always fascinating to watch the young National Magazine Company an innovative idea from one shoppers showed this was fledge, although this year I shall miss that. For- announced its first foray into of their peers in Holland. the perfect place to, well, get tunately our new property has a garden, stone a “most elusive” new market Dirk, a store in Amster- trollied. walls and hedges, so no doubt there will be nests – general interest magazines dam, opened up as a club for a So we think Tesco should in there too. for men. It unveiled the UK night so shoppers could party follow suit, and we’re curious We are swapping our mostly Victorian version of American title and buy groceries at the same to know what will be on the house for a cottage built in 1650. Fortunately Esquire, “an excellent literary time. playlist. Cereal killer? I’ve got we like quirky houses. men’s magazine”. Partygoers danced in the a lovely bunch of coconuts? My wife tells me I will enjoy decorating and biscuit aisles, at bars installed The Spam Song? having the time to do DIY.