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NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.20 ‘I’ll stub out every

rogue tobacco shop’ NEWSPAPERS l Ex-cop turned retailer launches crusade to put any store convicted of selling illicit tobacco out of business. Campaign l Top suppliers urged to withdraw all support from law- adds 28k breakers. Page 5 » 7-day HND customers LEGISLATION Deliver My Sun worth average £200 margin Sunday for stores retaining trading orders for a year. plan ‘close Page 4 » to defeat’ FRANCHISING Tory MP tells RN ‘Our Xmas support for no vote is soaring. Page 4 » bargains are worth CIRCULATION joining for’ £524k Star Second recruitment profit cut drive for Bargain Half price red-top Booze after successful only up 6.8%, first summer campaign. official figures Page 6 » show. Page 4 & 7 » My Local deal behind Vol 126 No 46 Nisa turnaround as FOR TRADE USE ONLY symbol operator says Joint venture Sukhi’s Simply Fresh in Kenilworth is reaping the benefits of bring- it’s on track to hit 46 ing family-run Becks Butchers back to the town, after taking part in an RN project. £7.2m profit target. Avtar Sidhu, who runs the shop with his wife, said the new range added £115 to the shop’s turnover in the first five days with orders also coming in for Christmas. Page 5 » Wondering where your customers will be shopping this Christmas? Last week’s National Press advertising in , The Mirror and other leading ★ Increase your profit and turnover via regional newspapers branding support to drive footfall ★ Increase your turnover through the power of our buying group - prices on average 12% lower than the supermarkets ★ 4000 Grocery, Impulse, Tobacco and Alcohol lines plus over 2500 Nisa chilled lines ★ Full chilled and fresh range from Nisa delivered up to 5 times per week ★ Participate in group success with our share scheme ★ FREE Franchise Fees for one year

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Untitled-2 21 09/11/2015 13:16 Retail Newsagent 13 November 2015 3

Having business secretary Sajid Javid speak at the recent ACS of the Community event was a major coup for the lobbying group. But retailers in attendance told RN his speech was the latest evidence that the government is completely out of touch with small business. Sunday trading and the National Living Wage had been high on the day’s agenda and retailers wanted to hear their concerns answered. RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT Instead of engaging on these important issues, the business secre- tary gave the platitudinal politician-to-retailers speech about growing up in a family retail business, and told them the government was help- Instead of engaging on ing them by creating a strong economy. When he did discuss the living wage, he offended some of the award-winning retailers in the room, the important issues, saying if they work hard they might become future employers with the business secretary one or two staff members. gave the platitudinal So which party is willing to support small business? The fact that it politician-to- is taking the SNP to block the Conservatives voting through extending Sunday trading hours stands in its favour. And while Jeremy Corbyn is retailers speech laughed at in the media for being an anti-business lefty, at least his op- position to a Sunday trading extension shows he is willing to protect local shops. On Monday 16 November, RN is testing out his party’s credentials in an interview with shadow small business minister Bill Esterson. And in the spirit of Mr Corbyn’s approach to prime minister’s questions, we want to give him real examples of the challanges you face. CHRIS GAMM So please send the questions, views and experiences you’d like us to Editor share with him to [email protected] by 10am on Monday. We’ll @ChrisGammRN see then if Labour takes up the opportunity the Conservatives missed and show some fight for the interests of the businesses they represent.

26 CONTENTS 36 NEXT WEEK NEWS reducing stick counts UK spirits prices a valuable part of in cigarette packs? thousands of retailers’ 4 INDUSTRY NEWS Deliver My 26 RETAILER PROFILE And are you offering Amit Patel’s stores. We drill down Sun campaign gathers Black Friday deals? into the detail to find 28,200 new 7-day orders customers often 20 LETTERS out how publisher 6 BUSINESS NEWS Conviviality Partworks in act on impulse – need of a major overhaul; activity is successfully launches new Bargain which suits the Stratford delay logjam is making retailer just fine driving millions of sales Booze recruitment drive delivery delays worse every day 7 NEWSTRADE Chef Tom has CIGARS 21 YOUR ISSUE PayPoint cuts, FEATURES 34 LAUNDRY recipe for Telegraph sales Read our guide to Two seaside retailers on 8 PRODUCT NEWS Irish six months on 28 NEWS ANALYSIS 22 INDUSTRY PROFILE SBXL Have we seen this profitable sector how to protect, and even success leads to Kinder and start to clean up grow, your sales Joy UK rollout managing director the end of the Phillip Adcock, traditional trade some great profits 12 REGIONAL NEWS Retailer’s 30 36 PREVIEW Pricemarked turnover falls 20% after right 22 show? RN looks into what kind Walkers grab bags damp ‘nightmare’ 23 COLUMNIST It pays of event those 16 NFRN DISTRICT COUNCIL to be independent THIS WEEK attending expect Scotland DC report – and individual – writes our guest to see in today’s IN MAGAZINES COMMENT & columnist, News fast-moving retail 39 ROUND-UP Collectables MINTS AND GUMS ANALYSIS UK independent industry for Christmas 18 YOUR STOCK, YOUR SAY sales manager 30 NEWSPAPERS 40 FOR YOUR SHELVES Marvel Why this core category Do you agree with Greg Deacon Newspapers fact files one shot; The deserves your attention tobacco manufacturers 24 PRICEWATCH still represent Good Dinosaur launch RETAILERS RUN THE RISK OF BEING A MIRROR OF THE STORE DOWN THE ROAD – NEWS UK’S GREG DEACON URGES RETAILERS TO HAVE THE CONFIDENCE TO STAND OUT AND BE DIFFERENT Page 23 » 4 13 November 2015 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news Star cuts ‘Enough MPs to defeat Sunday trading plan’ £524,444 Independent retailers have Amess, a former chairman there’s no question of that,” ers’ wages. lots of champions in parlia- of the All Party Parliamen- he said. “There are between Angus Robertson, off retail ment whose votes could tary Small Shops Group, told 10 and 20 Conservatives who the SNP’s Westminster defeat government plans to RN there are enough Tory will not be supporting the leader, said this week: margins relax Sunday trading laws, MPs opposing the proposal measures, which is enough “SNP MPs could hold the according to a Conservative to win the vote. to defeat the government.” balance of power in the Circulation figures for MP. “If Labour, the SNP and a Although the legislation House of Commons on October have revealed Speaking after the SNP re- group of Conservatives vote only afects England and Sunday shopping and we the Daily Star slashed an vealed it has decided to vote against Sunday trading, the Wales, the SNP fears it could will not undermine shop estimated £524,444 of retail against the changes, David no votes will carry the day, drive down Scottish work- workers.” margins between October 5 and 31. The daily, which cut its New seven-day HND orders for 6,000 stores so far Response shows ‘future in home delivery’ price in half to 20p on 5 Oc- tober, increased copy sales by 27,249 per day compared to September, an increase of 6.8%, equating to a loss Deliver My Sun campaign of £18,107 in margin per day. On Saturdays, copy sales rose by 41,797, or 11.1%, adds 28,200 new HND orders resulting in a loss of £25,018 per day, while on Sundays, by Nicola Stewart copy sales leapt by 21,921, or 9%, resulting in a loss of The Deliver My Sun cam- £24,614 per day. paign has generated 28,200 Sales revenue in October, new seven-day orders, de- based on 27 days at the new livering a potential £1.2m price and four at the old in margin per year. price, was £3.5m, compared So far, 6,000 stores have to £5.4m in September – a benefited from new orders, total loss of £1.9m, or 35%. meaning each store is in Publisher Northern & line to pick up an average Shell did not respond to £200 margin if customers RN’s request for comment. stay on for 12 months. l ABC analysis – p7. Greg Deacon, indepen- dents sales manager at Wisebuy Variety Store in News UK, told RN the 12- Halstead won £1,000 for getting ‘High street’ week free delivery scheme 41 Sun HND orders in three weeks would continue for the start-ups get foreseeable future, with egory promotions in stores, Counter sales of papers “Home delivery is an more ofers likely to follow. joining forces with suppli- are also a priority and area we believe we can £1m each “The success of this ers such as Mondelez and 3,700 stores have benefited grow quite considerably The government has campaign shows there is a Topps, and is focusing on from the My Perfect Shop and am impressed at how awarded £1m a piece to future in home delivery,” helping retailers increase scheme, with 925 of those supportive News UK has three start-ups attempting he said. total profitability, he getting secondary display been in supporting inde- to attract shoppers back to “What else could be sold said. units. pendent retailers,” he said. the high street. and delivered to these cus- “We are creating coali- Les Gilbert, of Chard Mr Deacon added: “We A loyalty card business tomers? In future we could tions with other brands News in Somerset, recently will continue to support that allows retailers to be looking at more than that will help make news- launched an HND ofer retailers with material and contact customers with just newspapers.” papers more relevant and and has already had three solutions that help them ofers through email, a The publisher has part of missions through- orders as a direct result of maintain an unrivalled marketing app that uses already launched cross-cat- out the day,” he said. Deliver My Sun. service every day.” beacons to send out ofers and promotions to passing trade, and a search engine for use inside changing Make space for Future’s Star Wars promo rooms won the grants as Future Publishing expects Ofcial Xbox Magazine can be controlled part of the Innovate UK a Star Wars-themed promo- and PlayStation Ofcial from a smartphone. project. tion running across a raft Magazine are ofering read- Future is encour- The scheme was set up of its titles to bolster sales ers the chance to win one aging retailers to to find new ways to bring by 20%. of five BB-8 droids by display the issues, on shoppers back to city In anticipation for the re- Sphero. sale late November/ and town centres and to lease of The Force Awakens The toys, worth £129.95, early December, increase footfall for high on 18 December, the next is- are modelled of the droid as prominently to capi- street retailers of all sizes. sues of , SFX, The it appears in the film, and talise . Retail Newsagent 13 November 2015 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Pages on twitter 36-37 @RetailNewsagent for expert advice to help you grow your sales Retailer launches crusade against illicit traders Major suppliers called on to withdraw support Network Rail ‘wiping out indies’ ‘I will shut down stores Oddbins has accused Network Rail of carrying out a “systematic social cleansing” of independent selling illegal tobacco’ businesses after the of- by Gurpreet Samrai licence chain was evicted Yorkshire retailer, who does run The National Lottery port from a Levenshulme from its flagship London not want to be named due with “the utmost integrity”. shop after it was prosecuted Bridge store. A former special constable to safety fears. “But what Andrew King, One Stop for selling illegal tobacco In a letter to the Evening turned award-winning I want is for suppliers to franchise director, said and JTI removed its gantry. Standard, Oddbins manag- retailer is spearheading a come together and say that the industry should work Jeremy Blackburn, JTI ing director Ayo Akintola crusade to put any store if a retailer is prosecuted together to eradicate illicit head of communications, said Network Rail has given prosecuted for selling illegal they will all pull out of trading. said he applauds Bestway’s it six months’ notice to tobacco out of business. their business and basically He added: “Any illegal ac- actions and would be fully close its Borough High Suppliers are being called bring that retailer to their tivity by one of our franchi- behind any initiative that Street store as part of rede- on to help stamp out illicit knees.” sees would bring our brand takes illegal cigarettes out velopment plans. trading by forming an al- The retailer has already into disrepute. Protecting of the legitimate supply Mr Akintola warned liance and signing a code spoken to several ma- our brand is vitally impor- chain. “countless small busi- of conduct which states jor FMCG suppliers and tant to One Stop, not just The determined retailer, nesses” could face a similar they will sever ties with the campaign has been for the benefit of our own who was a special constable fate under future upgrades convicted businesses. welcomed by JTI, Camelot company stores, but also to for three years, is also work- to the train network. “Tobacco companies have and One Stop, with positive safeguard the livelihoods of ing on compiling a dossier always had a lot of clout feedback from others. our franchisees.” on the damage the illicit in threatening to remove A Camelot spokesman Last month, wholesaler trade causes businesses to their gantries,” said the said it reinforces its aim to Bestway withdraw its sup- present to the government. NLW ‘lethal cocktail’ Screen success Tesco chief executive London retailer Peter Wagg Dave Lewis claimed rising says using digital screens business rates and the as part of eye-catching win- National Living Wage will dow displays has helped to create a “lethal cocktail” for generate significant foot- retailers. fall in his stores in Canary Mr Lewis said mea- Wharf, London. His latest sures being introduced by displays are promoting Westminster will leave Pass My Parcel in the run businesses facing £14bn in up to Christmas and a £1 extra costs over the next deal on sharing bags of five years. M&Ms. Mr Wagg said: Mr Lewis said: “The “We have been using the impact of the retail sector screens for three-and-a-half on our wider economy is years and more and more absolutely massive. We suppliers and publishers are need to be careful we don’t wanting to use them because lose or damage some of that of the impact they have.” almost by accident.” Anti-crime My Local helps Nisa to hit trading targets posters Nisa chief executive Nick Morrisons left businesses His comments came and significant savings on Imperial Tobacco has Read hailed a strong start to with empty shelves days as Nisa revealed it had overheads. He said he was unveiled a new poster his company’s relationship before opening. hit earnings before tax of looking into issues of a campaign as part of its with My Local, as the group “The fact that we could £3.3m in its half year trad- small number of members ongoing ‘Suspect it? Report revealed it was on track get our trading function in ing figures, up £3.5m from who were “not pulling their it!’ anti-illicit trade scheme. to hit its full year trading on a Saturday morning and the same point last year. weight”. The poster shows before targets. contact 189 suppliers to get The company set itself a He added: “In a transpar- and after images of Ari Aziz Mr Read said Nisa was product out to stores in the target of £7.2m after sufer- ent mutual business with Mohammed’s gantry at able to deliver an additional first week was testimony to ing a £3m loss in the previ- a membership of 1,260, ev- his UK Mini Market store £7.5m worth of stock to our supplier relationships ous financial year. erybody needs to add value in Smethwick, which was My Local stores in its first and us delivering in spades Mr Read attributed the and we can’t have members removed after the retailer week of trading, after a last on distribution,” said Mr latest results to improved that aren’t contributing to was convicted of selling minute disagreement with Read. distribution efciencies the club.” illegal tobacco. 6 13 November 2015 Retail Newsagent

BUSINESS No Black Retailer engagement evening attracts 500 Friday More than 500 retailers from London and the surrounding area attended JTI’s retailer for Asda engagement evening last week. Those Asda has confirmed it will present were able to learn more about the downsize its Black Friday company, its products and to socialise with ofers following chaotic their local sales rep before enjoying a curry scenes at its stores during from the Blue Ginger restaurant. last year’s event. l Is this the end of the trade show? News The multiple said “shop- analysis – p28. per fatigue” on flash sales of non-essential items before Christmas was the reason Free fees and 24-hour refit Group to build on ‘unprecedented’ level of new leads it was stepping away from Black Friday, which takes place on 27 November. The company said it will Bargain Booze targets instead focus on cutting the price of food, drinks and household goods by £26m during winter. sign ups with ‘wow’ deals Asda came under fire in 2014 after customers were by Steven Lambert filmed fighting over Black Friday deals on electronics Conviviality Retail is and toys in its Wembley launching a second wave store. of marketing encouraging The news comes a week retailers to join its Bargain after franchise operator One Booze franchise after a Stop announced it would summer recruitment drive launch Black Friday deals in led to an “unprecedented” its stores for the first time. l number of new business Your Stock – p18. leads for the company. The group is targeting store owners with a series Leicester of ads, mailshots and other initiatives to grow its retail Dhamecha estate during Christmas. Nimerjit Bains’ store before (right) and after its’ Dhamecha has opened The campaign will conversion to a Bargain Booze Select Convenience its first cash and carry promote the benefits of depot outside its London becoming a Bargain Booze In addition, Conviviality of the ofer include Nimerjit up the ofer. heartland with a new or Bargain Booze Select is ofering free franchise Bains, who converted her “We’ve been happy with site now operating from Convenience retailer. These fees for a year to any new store in Treherbert, Rhond- the move and our custom- Leicester. include ofering prices that retailers joining the group. da Cynon Taf, to a Bargain ers also seem pleased with The 80,000sq ft depot are 12% lower on average It follows on from a simi- Booze Select Convenience the new store and the prices began trading last Friday, compared to supermarkets, lar campaign launched in last month. we can now ofer them.” bringing the total number as well as having a full August, which ofered a free Mrs Bains said: “We were Retailers interested in of Dhamecha branches up chilled and fresh range 24-hour refit to the first 100 an independent before, but joining the Bargain Booze to eight. delivered up to five times a franchise sign-ups. I liked the look of Bargain franchise can call 0330 3030 Retailers attending the week from Nisa. Those taking advantage Booze, so we decided to take 333 for more details. grand opening were able to take advantage of one- of deals, while the cash and carry will run a daily Costcutter margin squeeze concerns rafe for the next month Retailers operating under said: “We’ve had products be named, said: “Our prices Supermarkets Group, said giving away prizes includ- Costcutter have raised like pricemarked four packs have been going up and “In any given week there ing smartphones and concerns over product price of Strongbow go up by £1 we’ve been losing around will be price increases and laptops. increases they claim are with our margin shrink- 3% to 4% in margin over the decreases. We constantly Pradip Dhamecha, chief squeezing their margins. ing from 20% to 6%. Our last six months.” track our prices against our executive of Dhamecha, John Vine, owner of margins on e-cigarettes However, Mace retailer competitors using the latest said: “Opening a cash and Newsworld in Church Stret- have also gone from around Vip Panchmatia said: “Gen- systems . carry outside of London is a ton, Shropshire, claimed 40% to 25%. We were told erally, our margins have “This always ofers bold step for us and it’s fair 80% of product prices have that the Buyco deal would increased since the move our retailers extremely to say that everyone con- gone up since Costcutter’s reduce our prices, but we’ve and we’ve been getting bet- competitive prices and nected with the Dhamecha acquisition of Palmer & not seen that yet.” ter deals as well.” margins, while enabling Group is very excited about Harvey’s retail estate under Another Costcutter re- Huw Edwards, trad- them to ofer their custom- the new venture.” the Buyco deal. Mr Vine tailer, who did not want to ing director for Costcutter ers outstanding value.” Retail Newsagent 13 November 2015 » 7 SPIRITS PRICES AROUND THE UK Follow RN Page 24-25 f on Facebook facebook.com/retailnewsagent NEWSTRADE to have your say on the latest news In-store PoS material to support Michelin star chef offer Move may help turn around weekend sales slump of up to 9% Telegraph aims to cook up extra sales with Tom Kerridge promo by Nicola Stewart down 8.4% on Saturdays and 9% on Sundays in Octo- October Monday to Friday newspaper sales The Telegraph is aiming to ber, according to the latest boost sales this weekend Audit Bureau of Circula- Core Monthly Yearly Estimated Total sales *1 change change retail margin (000s) *2 sales *3 with a national promotion tions figures. ofering readers exclusive The Daily Star, mean- 712,807 -1.6% -11.6% £99.2 757,807 Tom Kerridge pullouts. while, posted its first of- Daily Record 171,715 -2.5% -11.0% £22.7 176,884 Customers who buy cial figures since it slashed Daily Star 428,603 6.8% -4.7% £20.7 429,038 the paper on Saturday prices by half, rising 6.8% The Sun 1,673,445 0.0% -10.2% £155.3 1,688,236 and Sunday will find two on weekdays compared 385,571 -1.8% -10.7% £51.3 385,571 booklets each featuring 15 to last month, but failing 1,311,055 -1.2% -4.2% £182.5 1,388,423 recipes from the Michelin to stop its annual decline, Daily Telegraph 431,534 -0.9% -4.0% £140.8 431,534 star chef’s new book Tom’s dropping 4.7% compared to 36,861 0.3% -13.4% £19.9 59,756 Table. October 2014. Guardian 138,992 -0.2% -6.8% £57.5 138,992 The ofer is supported Its Saturday edition did by in-store promotional manage a year-on-year i 209,761 -1.7% -7.8% £21.0 279,432 material and The Telegraph increase of 2.6%, while Independent 33,287 -9.4% -13.3% £10.3 51,363 is asking retailers to the was Times 326,068 -0.1% -0.5% £92.0 351,747 display the title promi- down 2.9%. TOTAL 5,859,699 -0.4% -7.7% £873 6,138,783 nently throughout the Sunday papers continued weekend. a steep decline, falling by October Saturday newspaper sales Posters can be download- an average of 8.8%, while ed from the NFRN website Saturday papers dropped Core Monthly Yearly Estimated Total or requested directly from 6%, with sales *1 change change retail margin (000s) *2 sales *3 the publisher’s retail team. increasing circulation by Daily Mirror 919,678 -0.7% -10.4% £177.1 964,678 Sales of the daily were 2.6% on Saturdays. Daily Record 206,073 -0.7% -10.5% £38.5 210,052 Daily Star 417,777 11.1% 2.6% £30.3 417,777 The Sun 2,165,123 2.3% -6.8% £324.3 2,181,579 Daily Express 478,989 -1.5% -9.1% £87.1 478,989 Daily Mail 2,135,779 0.6% -4.7% £411.4 2,212,872 Daily Telegraph 603,433 -0.5% -8.4% £289.6 603,433 Financial Times 76,411 0.2% -7.3% £60.4 96,700 Guardian 306,827 2.3% -6.9% £190.5 306,827 *4 i 184,588 0.6% -2.9% £23.1 250,675 Independent 65,599 -1.2% -8.8% £27.9 80,559 Times 483,850 1.2% 2.6% £170.6 498,421 TOTAL 8,044,127 1.2% -6.0% £1,831 8,302,562

October Sunday newspaper sales

Magazine sales soar as Core Monthly Yearly Estimated Total sales *1 change change retail margin (000s) *2 sales *3 women decide to Love It! Sunday Mail 197,939 -1.3% -11.3% £66.5 201,758 Sales of independent The publisher told RN: 701,620 -1.3% -15.5% £191.5 746,620 women’s weekly Love It! “Love It! is currently in People 280,220 -0.6% -17.7% £76.5 280,220 have soared by 18% since 15,000 independent stores Daily Star Sun. 266,591 9.0% -2.9% £29.5 266,591 the title changed owner- and is averaging a sale of The Sun 1,463,273 1.0% -7.5% £307.3 1,479,156 ship in August. two copies per store. Sunday Express 352,770 -1.5% -10.8% £104.7 352,770 Copy sales increased “We want to put it into Sunday Post 170,624 -0.6% -14.9% £56.3 170,624 from 80,000 an issue to another 3,000 indepen- Mail on Sunday 1,262,542 -1.5% -6.3% £424.2 1,332,347 95,000 after ACH Pub- dents and there’s no rea- Ind. on Sunday 44,680 -6.1% -6.9% £24.6 97,020 lishing bought the title son to think they couldn’t Observer 188,987 -2.7% -5.9% £137.0 188,987 from Pep Publishing and also sell an average two Sun. Telegraph 351,738 -0.9% -9.0% £160.0 351,738 merged it with OMG! copies from an allocation Sunday Times 720,118 -1.1% -4.4% £378.1 734,555 ACH launched OMG! of four. earlier this year, achieving “We are hoping this TOTAL 6,001,102 -0.4% -8.8% £1,956 6,202,386 a circulation of 52,609 after could take us over the *1 Core sales are newstrade sales and pre-paid subscriptions in the UK and Ireland; *2 ERM is the total income to retailers for one day’s sales, calculated using six months. 100,000 figure.” margin statistics printed in RN; *3 Total sales includes bulk sales; *4 Reflects inclusion of i compared to 2013 figure; Source: ABC 8 13 November 2015 Retail Newsagent

PRODUCTS Budgens Trucks’ date with advent Farmer’s calendar Cadbury is counting new line down to Christmas Budgens has widened its with a festive market- ready-to-cook range with a ing campaign, which new line being added to its will feature a fleet of The Black Farmer label. 24 purple-coloured Roast in the Bag Sage & trucks being used Onion Pork Loin Joint is to represent a giant available across Budgens advent calendar. The stores now, with shop- initiative, which kicked pers able to oven cook the off last week, will be product in 50 minutes. It followed by a series of has been launched with an ads showing the trucks introductory price of £4.50, giving out gifts across which will move to £5. the UK and Ireland. Charlotte Tyne, trading manager at Budgens, said the product is being tar- December launch for product with ‘£3.6m sales potential’ £1m marketing campaign geted at time-poor shoppers looking for quality meals. She added: “Demand for premium ready-to-cook products is high because Kinder Joy heading for consumers want to achieve that home-cooked meal feeling with minimum time and efort.” UK after Irish success by Steven Lambert available for a limited pe- He added that the manu- cannibalisation between riod until the end of Easter. facturer will bring back Kinder Joy and Kinder Müller Ferrero is bringing Kinder It will be supported with a Kinder Joy as a Christmas Surprise during our tests in Joy to the UK in time for £1m marketing campaign line in Irish stores to gauge Ireland, and 61% of people sponsors spring following a success- due to launch early next the possibility of making buying Joy were incremen- ful trial of the product in year. the product available tal to the kids confection- basketball Ireland. Levi Boorer, customer during other seasonal ery market.” Müller Rice is teaming up The new line encom- development director events. At the same time, Mr with the National Basketball passes a Kinder Egg filled at Ferrero, said Joy had Mr Boorer said: “Kinder Boorer said the company is Association (NBA) to sponsor with a milk and cocoa performed favourably fol- is close to being a £100m investing £1.3m in a spring the upcoming NBA Global cream filling in one half lowing a trial launch in Ire- brand and Kinder Joy will campaign for its Ferrero Games London 2016 event. and a toy and spoon in the land this Easter, and said be a majorly important chocolate range, which will The deal will see the other half. the product represented a piece of activity for us go- be bolstered next year with brand launch a social Kinder Joy will launch £3.6m sales opportunity for ing into next year. the launch of a 240g Grand media competition giving next month and will be UK stores. “We saw very little Rocher line (RRP £8.99). shoppers the chance to win tickets to see Orlando Magic take on the Toronto Raptors at the O2 Arena on 14 Janu- Beef & Onion wins Walkers Bring it Back vote ary. Müller Rice will also be PepsiCo has crowned Beef choosing their favourite ber. Cheese & Chive was said: “The success of this promoted with ads in and & Onion as the winner of through its social media the second most popular campaign has absolutely around the venue during its Walkers Bring it Back and web pages. line, followed by Lamb & exceeded all expectations.” the game. competition after counting Beef & Onion received Mint, Toasted Cheese and The announcement fol- Aleks Vladimirov, brand up more than 1.3m votes more than 480,000 votes Barbecue. lows swiftly on the heels of manager for Müller Rice, from the public. and will now return as a Retailers will now be able PepsiCo launching a range said the activity will build The manufacturer permanent line alongside to purchase Beef & Onion of 75p pricemarks across its on strong growth for the revived five nostalgic crisp Walkers Marmite flavour, in a six bag multipack. crisp grab bags, covering brand, with year-on-year flavours in September which was brought back to Rachel Holmes, market- Walkers, Walkers Max and sales up 6%. and tasked shoppers with retailers’ shelves in Septem- ing director for Walkers, Monster Munch.

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RN ad template.indd 21 09/11/2015 11:03 10 13 November 2015 Retail Newsagent

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Carling has ‘Epic’ Casillero for latest TV ads a laugh Casillero del Diablo is taking its latest ‘Wine Legend’ mar- with Dave keting campaign to epic pro- Carling will sponsor shows portions with a movie-style on TV comedy channel Dave ad due to hit TV screens following a new deal signed next month. The campaign, with Molson Coors. which is currently available The move will see the to view online, features beer brand featured during scenes shot on location in ad slots around shows such Chile, , Venice and as QI and Have I Got News Budapest. A 30- second and For You for the next 14 100-second version of the months. ad will air on Sky Movies The brewer said the long- and during films on Channel running campaign would 5 from 14 December. support its entire Carling range, including its Cider brands, and would also include 10-second edits of previous Carling ads. Indies-only competition to win festive makeover In-store theatre and giveaways on offer Jim Shearer, Carling brand director, said: “The sponsorship agreement with Dave will play a Quaker to turn indie store key part in our strategy to build a brand that can deliver value to the beer category beyond price and into a Winter Wonderland drive long-term sustain- able growth of the lager by Steven Lambert free pots of Quaker Oats to Susan Connolly, winner to open a Santa’s grotto in category.” customers. of last year’s Winter Won- the shop but this saved us PepsiCo is looking to bring The competition is exclu- derland competition at her from spending on that, festive cheer to indepen- sive to independents, with Connolly Spar store in Tid- and we did see more people dent retailers with the retailers being encouraged worth, said the prize helped coming into the store before Grouse to return of its Quaker Oats to send in their store details her attract more footfall in Christmas.” Winter Wonderland com- on a postcard to be in with a the run up to Christmas. Matt Goddard, field sales get about petition. chance of winning. “We had a snow machine director at PepsiCo, added: TV ads and a partnership The brand is aiming to Entries will be accepted both inside and outside the “The competition proved with transform one local store from now until 4 December. store and in-store theatre, extremely successful last newspaper form part of with a Christmas-themed The winner will be notified which went down really year so we are looking for- Maxxium UK’s latest plans makeover, which will by 7 December, with their well with kids on their way ward to driving excitement to grow sales of its Famous include in-store theatre and store receiving a makeover to school,” said Ms Con- with retailers again this Grouse whiskey. the chance to give away by 18 December. nolly. “We were planning winter.” A new marketing campaign, running under the tagline ‘Famous For A Reason’, launched last week Treasury targets young male wine drinkers and will air until 27 De- Treasury Wine Estates is Shaun Heyes, busi- Gentleman’s Collection, Meanwhile, 19 Crimes cember. Maxxium said the eyeing a £76m sales oppor- ness sector controller at a sub brand of Lindeman’s, will feature labels covering ad will be used to promote tunity for retailers with the Treasury Wines, said: “Our includes a Cabernet Sau- the stories of 19th century Famous Grouse’s premium launch of two wine ranges consumer research has vignon and Chardonnay convicts sent to serve out qualities in the run-up to targeted at young male shown us that this group each containing a hint of their sentences in Aus- Christmas. The brand will shoppers. of people are intimidated fortified wine. Both lines tralia. also support a series of The manufacturer has by what confronts them in will have labels featuring The range is currently articles appearing in the unveiled its Gentleman’s the wine aisle. They want the brand’s founder, Dr available in Bargain Booze, Guardian, which will focus Collection and 19 Crimes stories from their brands, Henry Lindeman, with the Costcutter and Nisa stores. on stories of the “pioneers wine selections, with authentic heritage, great range currently listed in Treasury Wines will from the world of music, the aim of growing sales packaging and recommen- Bargain Booze and Costcut- support both ranges with technology and sport”. among 18-34-year-old men. dations from their peers.” ter stores. social media campaigns.

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RN ad template.indd 21 09/11/2015 11:04 12 13 November 2015 Retail Newsagent

REGIONAL Councils ACS calls for ‘reduced burden’ on retailers team up to The Association of Con- ment cannot interfere in forcement activity against “We are calling on the venience Stores (ACS) has the setting of wage rates. alcohol duty fraud to be government to increase fight illicit called on the chancellor to It adds more small busi- increased at a local level. the level of enforcement reduce the burdens he has nesses should be exempt James Lowman, ACS against duty fraud at a tobacco placed on retailers ahead from business rates and chief executive, said: local level. Three South Yorkshire of the Autumn Statement proposals to devolve Sun- “In addition to the cost “This will give legiti- councils have joined forces later this month. day trading rules should burdens being placed on mate retailers the oppor- to launch a campaign In its submission to the be dropped. retailers, they also face a tunity to trade responsibly clamping down on the sale treasury, the association The ACS also calls for constant battle against the without fear of being of illicit tobacco. has called for the Low Pay alcohol and tobacco duty illegal trade, which costs undercut by criminals in Throughout the month, Commission’s remit to be rates to be frozen at their the treasury billions of their area selling poten- there will be a dedicated extended so the govern- current level and for en- pounds every year. tially dangerous goods.” team highlighting the harmful impact of illicit tobacco and a bus adver- Solicitor onboard in fight to get council to fix problem Stock capability dramatically reduced tising campaign across the region urging people aware of illicit trading to report it. Trading standards and South Yorkshire Police Retailer’s ‘nightmare’ as have seized more than 120,000 illegal cigarettes and 15kg of illicit tobacco in Rotherham during the damp costs 20% turnover last 18 months. Alan Pogorzelec, from by Gurpreet Samrai Rotherham Metropoli- tan Borough Council, A retailer locked in an said: “Trading Standards ongoing battle with his will not hesitate to take local council over damp robust enforcement action “spreading like a cancer” against those retailers and through his shop says the individuals that sell illicit ordeal has already cost his tobacco.” business more than 20% in turnover. Adrian Rodda, of A R RN READER POLL News in Harrogate, says he first got in contact with his landlord, Harrogate Bor- Yes ough Council, two years 27% ago after spotting damp patches in the stock room, but was told it was nothing perishable items anymore, building and advised ur- for some time regarding to worry about. we’re not able to ofer a full gent work is carried out to several issues, including No However, the problem range of confectionery or prevent any further dam- aspects of his lease of the 73% has got “progressively sell fireworks. Turnover age. A solicitor is helping council-owned retail unit worse” in areas including has been declining over him fight for a rent suspen- in Oxford Street. Unfor- the stock room, kitchen the past two years because sion until the problem is tunately, we have been Is there a place and toilet facilities forcing we simply can’t stock what solved, and for the work to unable to reach a mutually for the Health him to clear the areas and we used to.” be carried out and paid for satisfactory agreement at Lottery now it has restricting what he can Mr Rodda said he by the council. the present time. We are doubled ticket stock in the shop. received contradicting A spokesman for the currently in legal discus- prices to £1? “The stock room has opinions from a number of council said: “Harrogate sions with Mr Rodda and had it, which means we council ofcers, result- Borough Council has been due to their confidential NEXT WEEK’S QUESTION can’t stock a full range of ing in him turning to the positively trying to help nature it is inappropriate Has the Deliver My Sun products. It’s a nightmare,” NFRN for help. A surveyor Mr Rodda. We have been for us to provide any fur- campaign added HND he said. “We can’t store has since inspected the in negotiation with him ther comment at this time.” orders to your business?

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RN ad template.indd 21 09/11/2015 11:05 14 13 November 2015 Retail Newsagent

REGIONAL Violence: Moment gun raid gang 20% not shot worker in the face reported A member of staff at One in five shopworkers do Phambra Foodstore not report violent customer in Brixton is undergo- attacks, the interim results ing surgery to save of Usdaw’s latest Freedom his sight after he was From Fear survey have shot in the face and revealed. eyes by thieves. Two The figure was released men targeted the as the trade union marked store on Sunday 25 the start of its Respect for October. One of the Shopworkers Week. robbers shot what is More than half of the believed to be a high- 2,536 shopworkers inter- powered pellet gun viewed said they had been at the 44-year-old verbally abused in the last man while the sec- year, with more than 10% ond robber leant over on a weekly or daily basis, the counter and stole while three in 10 were the till. Metropolitan threatened with violence. Police has released John Hannett, Usdaw CCTV footage of the general secretary, said: “An- incident to help try to ecdotally we are told that trace the robbers. sometimes staf don’t feel it would make any diference if they do report incidents or that it’s just a part of being in a frontline job Customers miss out on deals and offers Value for money concerns add to newsagents’ struggles dealing with the public. “My message to shop- workers is very clear – abuse is not a part of the job.” N.I. retailers ‘overlooked’ Cigarettes on display in newspaper promotions Cigarettes have been found by Nicola Stewart Irish editions. paying the price for the ofers from the paper in our on full view at one Slough The most recent example, paper, they should be able to store, not realising they are shop and display shutters Retailers in Northern he said, was the Daily Mail redeem the ofers.” only for McColl’s or Londis.” left ajar at two others by Ireland say they are ofering two free packs of If given the chance to It only added to struggles trading standard ofcers in often being “overlooked” Haribo sweets on its front promote ofers, he could for Northern Irish newsa- the past six months. by national newspaper page, redeemable only at make more sales in his gents, who already have Checks have been car- publishers ofering special McColl’s stores, which don’t store, he said, adding that to contend with double ried out at 20 stores in the promotions not available to operate in Ireland. there needed to be a more carriage charges and in- area since the tobacco their customers. “It happens all the time, “even playing field”. creasing competition from display ban came into force Eugene Diamond, of especially on the Star and Seamus McFadden, of discounters, he said. on 6 April. Retailers have Diamond Newsagents in Express titles. The Daily McFaddens in County “The bottom line is that also been issued warnings Ballymena, said it was Mail is not the biggest cul- Tyrone, said it often caused we are being overlooked.” after ofcers found only a common problem for prit,” he told RN. confusion for customers. The Daily Mail and one of the stores visited had Northern Irish retailers “Customers do comment “We sometimes find they Northern & Shell declined produced a price list. who stock both English and on it. They feel if they are will come in and try to use to comment.

£43k 1in 6 Call the Customs Hotline The amount the average Corner shops** face closure Suspect it? retailer lost in revenue to as a result of the trade in 0800 59 5000 illegal tobacco in 2014* illicit tobacco Report it!

*Source: Tobacco Manufacturer’s Association, 2015 **Source: Tobacco Retailers’ Alliance, August 2013 COMING UP IN IAA WINNERS REVEALED Don’t miss RN, ? 4 December

Win in 2016 This year’s IAA champions share their secrets on how to make your store an award winner Exclusively in RN #IAA15 11 December @RetailNewsagent f /retailnewsagent 16 13 November 2015 Retail Newsagent YOUR NFRN DISTRICT COUNCIL REPORT REGION SCOTLAND 28.10.2015 Roy Beers reports from the NFRN Scotland district council meeting

NFRN and party had left the victim with of years and it was a permanent injuries. struggle to get people conferences It was pointed out that more involved. The latest Scottish police are doing their bit Lanarkshire member district council meeting – they took a year and a Des Donnelly – who was started with a debate half to resolve a notori- commemorated with a on whether the NFRN ous Paisley murder case, lifetime achievement should be represented at but solved it in the end award at the meeting – political party confer- – however it is feared the said meetings needed to ences and, if so, which scale of the problem isn’t be made more appealing ones. fully on the public radar. to attract more people. Edinburgh member “It’s happening almost “Don’t call it a meet- Abdul Qadar questioned every day,” said Mr Raz- ing,” he said. “Call it if it made sense to zaq. anything else at all, that only have a presence “We can’t accept that. way people won’t be so at Scottish We have to use our put of.” National influence to bring about The structure of NFRN Party (SNP) change.” branches is being looked events, given at a national level. that there Attendance is Scotland DC members discussed whether the NFRN Abdul would be MSPs Sisman sisters’ should be represented at political party conferences still a worry Qadar from other charity triumphs parties voted The issue of falling at- onto the Scottish Parlia- Time for action at both branch District vice president ment after next year’s on retail crime and district meetings Sharon Sisman intro- elections. was discussed, with only duced two rep- The NFRN’s attendance One of the issues that a small majority of those resentatives, at the SNP conference made political members at the meeting one her sister, was a success, members participation still trading as newsa- from the heard, with representa- so neces- gents. charity Mac- tives having an opportu- sary was We have Some members had millan Cancer Sharon nity to put independent retail crime, to use our to travel a considerable Support. Sisman retailers’ perspective on Mo especially distance to attend meet- The pair the agenda, including Razzaq incidences influence to ings, the meet- has raised a staggering expressing their con- of violence ing heard. £83,000 for the cause in cerns over a possible against staf, district bring change Branch recent years, and Ms sugar tax and tobacco president Mo Razzaq told Mo Razzaq meetings had Sisman said collections legislation. the meeting. District president Mo Rozzaq been sparsely through independent But a proposal to attend He highlighted one on being pro-active on retail attended for Des stores, including her the forthcoming Labour shocking recent case that crime a number Donnelly own, had contributed Party conference was to making this achieve- rejected, at least for this Your say ment possible. year, on the grounds that it had been left too late Concerns over and would cost a great How do you capitalise on seasonal events such as Halloween and office closure deal. Christmas in your store? One member noted: Members expressed con- “We’re dealing with With three We’re a busy There’s cerns over the loss of the the old guard here – supermar- store and no point Scottish NFRN ofce in there will be new faces in kets nearby, don’t have competing Alloa, with all communi- power after the election.” we can’t the space for with the big cations now based out of He added that even the compete on PoS, and seasonal flourishes, and supermarkets on deco- the NFRN head ofce in winners would have new the shop is too small most of our customers ration. At Halloween London. cabinet posts and new to accommodate major don’t expect it. Our fo- we attracted customers One member added MSPs. changes inside. We do put cus is on being reliable with a £2.99 fiery curry that membership cards So rather than spend some time into our attrac- and giving people what with rice. It went down designed to promote money now, the district tive window displays. they expect. well. the benefits of the is aiming to establish a NFRN, which had been Tahira Nasim David Woodrow Hussain Lal plan for next year – after Star News, Woodrow’s, Park Newsagent, discussed at annual Holyrood elections – and Cardross Bishopton Paisley conference in June, had to then “go in with all been signed of but were guns blazing”. yet to arrive. Network with brilliant retailers and leading suppliers

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RN ad template.indd 21 10/11/2015 16:11 18 13 November 2015 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY Do you agree with tobacco manu- facturers reducing stick counts in cigarette packs to offer reduced prices? Amit Patel Premier Town Street,

RETAIL NEWSAGENT Nottingham ● ● NEWS CONVENIENCE PROFIT It’s a good thing because the con- 11 Angel Gate, City Road, London EC1V 2SD sumer wants them cheap. They Tel 020 7689 0600 have got used to getting fewer email [email protected] cigarettes and don’t expect to get Annual Subscription UK 1 year £144 Europe £289 20 in a box anymore. It shouldn’t 2 years £227 Rest of world £339 be about pack size anymore, it 3 years £319 should be about price. To subscribe contact 01737 457236 Maybe if they introduced £5 packs, £6 packs and £7 packs it Editor Director of Sales Chris Gamm Mike Baillie would be more manageable for 020 7689 3378 020 7689 3367 customers. Associate Editor Account Managers They don’t look at how many Chris Rolfe Liz Dale cigarettes are in the pack any- 020 7689 3362 020 7689 3363 more, they look at how much News Editor Will Hoad cash they have in their pockets. Some people care more about the price artificially low for 20s. Gurpreet Samrai 020 7689 3370 the price, but there are people It’s all about price, brand 020 7689 3386 Dwain Nicely NewsReporter body 020 7689 3372 Suresh Patel who miss the extra sticks in a loyalty has gone out the Steven Lambert LettersAccount name, Executive Upholland Convenience Store, pack, but you get what you window. 020 7689 3357 lettersMarta Dziok-Kaczynskaaddress Skelmersdale pay for. When they reduce the pack Reporter 020 7689 3354 To keep the price down, yes I To keep prices down manufac- size and price it does make the Nicola Stewart Sales Support agree with what manufacturers turers have to do something. cigarettes appear cheaper and 020 7689 3358 Executive are doing. However, sometimes helps sales. Features Editor Chris Chandler Tom Gockelen-Kozlowski 020 7689 3382 they work out less value for Carl Pickering There should be a limit on 020 7689 3361 Marketing Manager money so it can give customers a Top Shop News, how much they can reduce them Features Writer Tom Mulready false representation of what they Preston though, I’d say 16/17 cigarettes is Nadia Alexandrou 020 7689 3352 are buying. It does help sales because it keeps probably the limit. 020 7689 3350 Managing Director Production Editor Nick Shanagher Darren Rackham 07966 530 001 020 7689 3373 Your stock YOUR STOCK Will you be offering deals in your store for this year’s Black Friday event? Bhavesh Parekh Kwiksave, Email fi[email protected] Bolton If you do not receive your copy of RN We haven’t in the past, but we please contact Chris Chandler on 020 7689 3382 or email [email protected] will probably take part this year. We’ll probably look at heavily Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper discounting of-licence, some Distributor Seymour Distribution, fresh items and look at sourcing 2 East Poultry Avenue, London, EC1A 9PT some deeper cut promotions Audit Bureau of Circulations from our suppliers. July 2014 to June 2015 average net We will have to spend some circulation per issue 14,539 money on marketing it, but it Winner of the 2009 ACE gold award for will be worth taking advantage circulation excellence by a smaller magazine of. Sophie Towers Retail Newsagent is published by Newtrade Publishing Limited, which Spar Hillingdon Convenience Store, is wholly owned by NFRN Holdings Ltd, which is wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. Burnley Retail Newsagent is editorially independent of the NFRN and opinions, We usually have deals on Black comments and reviews included are not necessarily those of the Sandeep Bains Federation and no warranty for goods or services described is implied. Friday and will probably do some were pretty good that day and we Reproduction or transmission in part or whole of any item from alcohol deals this year as well as Simply Fresh, didn’t lose out in any way. Retail Newsagent may only be undertaken with the prior written Faversham agreement of the Editor. confectionery and meal deals. If we were to take part it Contributions are welcomed and are included in They usually sell really well. We tend not to get involved. It’s would take a lot of planning and part or whole at the sole discretion of the Editor. Newtrade Publishing accepts no responsibility Last year, the shop was defi- very difcult to match the price we’d have to go quite big because for submitted material. Every possible care is nitely busier that day. wars that go on that day. it’s such a big event. It’s not taken to ensure the accuracy of information. We usually start promoting You either need to plan very worth it unless you make a big For trade use only it the week before with in-store heavily for it or stay away. event out of it because you’ll end PoS posters. Last year, I remember sales up costing yourself margin. 67920 RN ad template.indd 21 Chesterfield 10x19’s PROFIT ON TOBACCO MAKING YOU MORE £46.76 PLUS MANYMORE TOBACCO OFFERSIN-STORE 8% POR

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The opinions on this page do not [email protected] necessarily represent those of 020 7689 0600 the editor @RetailNewsagent Letters may be altered by the editor f facebook.com/retailnewsagent RETAIL NEWSAGENT for reasons of clarity or of length PARTWORKS IN NEED OF A MAJOR OVERHAUL We read with interest the Your very noticeable with The Zippo Issue feature headlined ‘Partworks Collection (I have sold almost 600 need industry solution’ (RN, 6 No- copies of issue one, yet EMND vember). As a news kiosk in Dub- does not recognise this). Why can lin, our customers range from publishers not ofer an avenue for the general public to commercial me to order these items for cus- customers, with an HND system tomers, firm sale if needs be? also in operation. Although we Back orders experience difculties with Summed up in three simple newspapers, it is the partwork words – takes too long. sector causing considerable trouble and we are now consider- To conclude ing whether we should continue The partworks industry needs to stock them. a major overhaul. Today (Friday The situation in Ireland today: 6 November), I am waiting on Supply of new partworks almost 75% of this week’s stock to arrive. EM News Distribution (EMND) I should have received it does not inform me of launches yesterday and Wednesday. Ac- until two days before. As soon as I cording to EMND, the publish- receive this information, I make ers have not sent the stock yet. a call to EMND to place an order According to Comag, it is due to for what I require. I am then told an IT issue. I have been allocated two copies I have discussed all of the and am too late to alter the alloca- above issues with wholesalers tion to the 100-200 copies I need. and distributors. Any im- This results in having to place provements? Not many. A few an order for additional copies constraints here and there but via back-order, which takes too overall, the problems rumble on. long. I am tired of bringing this issue Supply of current titles up every week. In recent months, my standing copies I have ordered then jumps from all over the country as their All stakeholders must work in order on most titles has been al- to 10 copies as EMND has also local shop cannot always fulfil partnership with each other. tered without my knowledge. Ac- ordered the copies they left me their orders. This was never a We all have a part to play in how cording to EMND, this is caused short. Again, more phone calls to problem before, but I am now the partworks industry works. EMND to alter this back-order. finding it increasingly harder to by ‘late cuts’ or ‘pack shortages’, Chris Smith and Fran Fox where EMND has not received Completing a collection satisfy my own customers, let O’Connell Street News Kiosk, enough copies from the distribu- Customers rely on me to com- alone new customers. Dublin EMND did not respond to RN’s tor. I am informed of this several plete collections through holding Subscriptions via publishers request for a reply to this letter. days later on my delivery docket, issues for them while they are I find a lot of people are asking after I have called EMND for addi- away, getting back issues, etc. me if I can get the special items l For the full version of this letter go tional copies. The five additional Customers are referred to me ofered by publishers. This is to betterretailing.com

ning of this year and has In some instances this the time they get all three Partworks: generated much-needed may be much quicker if Logjam at loads into the warehouse, revenue throughout the the wholesaler is holding it is 4am. It is the publish- let’s work supply chain. stock. wholesalers ers causing most of the In order to sustain this Images of De Agostini’s I read with interest the delivery problems and together business model in the new launch The Zippo Col- article about a spike in the lateness. They have future, we need both retail lection were prominently missed cut-ofs in last increased the number of I have just read with inter- and subscription chan- displayed within the week’s RN. titles per lorry, so it only est the article ‘Partworks nels, and this no doubt article and I would like to I am a roundsman in takes one title to be late, need industry solution’ will be the same for many reassure retailers that we Bedfordshire and get my and it holds the others up. in the 6 November issue publishers – partworks, have plenty of stock avail- newspapers from Smiths’ If I don’t get my papers of RN. magazines or newspapers. able through Comag for Milton Keynes depot. The out to all my customers by Partworks are one of a With regards to addi- this exciting and success- biggest problem it has 7am there is no point de- very few sectors in growth tional stock and back order ful new product. seems to be all the publish- livering them. If they are and we continue to launch fulfilment for De Agostini, As ever we are keen ers coming in at the same commuting into London, and invest in new products our distributor Comag to work with everyone time. They have a cut of it is too late by then. Smiths does its best to going forward. Partworks holds stock of all our prod- within the supply chain time of 3.30am, but you can get the papers out to me on are also at the forefront of ucts and these should be to make any improve- guarantee three lorries will time for my 4.30am RDT, new trends as proven by readily available. Retailers ments and I will raise any all come in at 3.29am. the boom in adult colour- can order additional stock concerns at the next PPA but it can only do what it It takes quarter of an can when it gets three lor- ing books, which followed through wholesale and Partwork Group meeting. hour to get each load of John Read ries in at the same time. a hugely successful part- this should take no more with the forklift and onto work launch at the begin- Circulation manager, Andrew Clarke than a week to arrive. De Agostini the packing floor, so by Bedfordshire Retail Newsagent 13 November 2015 21

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

PAYPOINT CUTS, SIX MONTHS ON PayPoint has repeatedly hit me a better deal on my ATM. the headlines during the past I was on £1 a transaction, but six months coming under PayPoint ofered me more fire for its latest commission after some negotiations. cap cuts. “It gave me this deal The controversial decision, in writing. I passed the which came into efect in information on to NoteMa- May, has been heavily criti- chine which beat it by 5p. At cised by independent retail- 600-700 transactions a month ers who have staged a wave of that’s a big diference. I have protests. The payment service also stopped doing cashback provider has made attempts at the tills because I make to address retailers concerns more commission if the cus- over the months with a new tomer uses the ATM.” programme of retail service Suresh Patel A Retailer improvements. However, North Ayrshire many remain disgruntled. Premier Upholland Six months on from when Convenience Store, Upholland e just serve our regular the storm broke, RN has ’ve spoken to PayPoint and Wcustomers because we spoken to retailers to find out Itold it my feelings and am know some people rely on how their businesses have just waiting for the contract us having it. Otherwise we been afected and the impact end date now. I am getting have people just coming in it has had on their handling customers who are just com- for PayPoint and walking out of the service. ing in for PayPoint and that’s without buying anything. “We take about £8,000 a Paul Townsend it and I’m making a loss. “People aren’t buying week less in PayPoint trans- Manager, Simon’s News actions than before when we Abingdon on Thames anything. I used to believe PayPoint is a footfall driver, were happy. That’s £32,000 a irstly, we have stopped but after the capping I looked month it is losing from us. Fkeying in card numbers if at it closer and I realised it’s “When I call PayPoint, it cards do not scan. This took not really a footfall driver. doesn’t respond to my calls up valuable time of our staf. “People are just coming in anymore. It just seems like One customer came in with for PayPoint and you think it can’t be bothered, so we three or four cards or keys one day they’ll buy some- can’t be bothered either. Our every week. She shouted at us thing, but they just come pay attitude to Paypoint has com- that Thames Water wouldn’t their bills and walk back out pletely changed.” send her a new card, we re– again.” fused to key it in two weeks in a row and – guess what – the A Retailer next week she had a new card! Name and address supplied “We have also stopped e are lucky because we taking cash for TV Licence Whave two terminals. payments. We are given the They have halved our com- option on the terminal of mission so to make up for cash or debit card, and as we it we use both terminals. It just seems incur no fees on these debit Any transaction over £10 we like it can’t card transactions, this is how double swipe, once on each we save on our bank charges. terminal, so we still get the be bothered, “Finally we have stopped same commission. using the terminal at busy “Bigger bills, especially our so we can’t times. For example, while own and regular customers’, either. Our we are making up our 28 we process through the day paper rounds, with about 800 and swipe as £7 transactions attitude to newspapers. We have just to make up the full payment. two members of staf and one It can take time, but it’s very Paypoint has of these leaves part of the way satisfying. With this formula completely through to make deliveries to we’re better of than the pre- the villages. vious commission rate. changed “Why should a PayPoint- “With me being very vo- only customer take up so cal on the PayPoint Pay Fair Retailer much of our valuable time?” group, Paypoint also ofered North Ayrshire 22 13 November 2015 Retail Newsagent

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

Shopper psychologist and sometime RN spy Phillip Adcock understands better than anyone how and why we shop the way we do. We asked him for a pre-Christmas update on the latest supermarket strategies and what he thinks retailers should do to increase their profits

RETAIL NEWSAGENT As we get closer RN Why is price matching good for – a full basket of shopping. They’re to Christmas what activity are you shoppers then? also prepared to pay a premium for seeing from the major multiples? PA People have confidence in the it. PHILIP ADCOCK Heavily-promoted tins system because, although they of chocolates such as Quality Street might find a product 1p cheaper RN What challenges do and Celebrations are one of the first in Aldi, they know that the independents face in taking things you see. supermarkets are trying. advantage of this? One of the reasons why the Customers can be certain when PA Many retailers are confusing multiples get the offers in really early they go into Tesco that they won’t Convenience ‘convenient’ and ‘convenience’. is that they know people will eat be ripped off. You can bet your The standard definition of a them well before December and have bottom dollar that, if their processes stores have convenience store is under 3,000sq to get more! were way out of whack, the other ft selling certain products such as supermarkets would let you know. the biggest confectionery and cigarettes. The RN More generally, are super- opportunity whole industry is focusing on the markets starting to perform better RN Much is made of the growth convenience channel, but what after their recent difficulties? of convenience retailing within they’ve had shoppers actually want is to get the PA I think so. I’ve been looking at the industry, do you believe products they need in the easiest supermarkets’ price matching independents are ready to take for at least way possible whatever the kind of schemes and they’re very really good advantage of this? store it is. for shoppers, despite being very PA Convenience stores have the 30 years My local large Sainsbury’s store complicated to redeem. biggest opportunity they’ve had has just had a total refit and has put Sainsbury’s gives you a refund on for at least 30 years. Shoppers are products such as fresh bread right by any difference in price on branded increasingly looking for somewhere the door. What they’ve recognised products in the form of a voucher at more convenient to buy, for example, is that shoppers want stores to be the end of your shop. Asda and Tesco four cans of lager, a meal for tonight convenient. Those supermarkets are will give you a lot more but you have people’s local shops. to claim online. Which? magazine did some RN How can independents ensure research and the maximum that Company CV they retain this custom? anybody got back from price PA If you want to know what your matching was £1.49. ** ** customers want from you, think Company Shopper Behaviour Xplained (SBXL) about how you can be as convenient Phillip Adcock RN So why is it so effective? Managing director as possible for your customer base. Shopper psychologist Phillip Adcock and his PA When you are offering price Company profile One way to do this is through food matching, shoppers will blindly team divide their time between providing media commentary to go. From our work in the industry believe that everything you sell is on the way we shop and conducting scientific research we know just about every supplier cheap. into human behaviour when shopping. He is the author of that conceivably can, is trying to get Yet when Sainsbury’s says that ‘Shoppology: The science of supermarket shopping and how its products into food to go because it is offering it on brands it means to spend less’. this is where all the experiential it can raise its prices on all its own shopping is happening at the label products. ** ** moment. Retail Newsagent 13 November 2015 23 GUEST GREG COLUMNIST [email protected] 020 7689 0600 @RetailNewsagent DEACON f facebook.com/retailnewsagent If you want to be a successful store owner take a look at your customer base and serve their specific needs. Turning your store into a clone of the typical c-store will only get you so far It pays to be an individual here is a perception that to succeed or compete, independent retailers need T to focus on becoming a fully- fledged convenience store. While there is a valid argument that food to go, meals for tonight, chilled and fresh are profitable and growing categories, retailers run the risk of becoming a mirror of the store down the road. In the short-term, a fascia or full convenience ofer might drive loyalty and footfall, but in time the store might lose its personality and not succeed in the environment Sandeep Bains' Simply Fresh store in which it operates. reflects his customers' needs I believe the biggest opportunity available for an independent store is Social media is free too. I visited to diferentiate, to think about the Sandeep Bains’ Simply Fresh shop things that will win over the com- in Kent recently and noticed that, Seven ways to make munity they operate in and to stand while he has a great range of beers * out from the crowd. and wines, he isn’t promoting it Peter Lamb, owner of Lambs Larder to his community. I suggested he your store stand out in Sussex and one of the speakers at the could do that on social media bear- Promote your wine on Local Shop Summit last month, has un- ing time of day in mind, pushing 1 Market according to time of day derstood this. He has grasped the fact his wine ofer from 5pm to 7pm and social media between 5pm and 7pm, for example, to catch that consumers are driving change in when customers are shopping on people on their way home from work. the way they shop and that he needs their way home from work. 2 Optimise space If space is an issue, store specialist to adapt to this, so he now ofers ser- Bintesh ofers takeaway food items in the stockroom but shout about them on social vices and solutions that influence their too. With smartphone ownership media. As with click and collect, customers might pick up daily routines by the time of day. so high, he could create an app to other items while they're in your store. In the morning, he focuses on cof- promote his takeaway or be part of Make yourself relevant to your unique community fee and food and ofers home deliv- Just Eat, so customers could order 3 Peter Lamb runs a book exchange, a chess club, offers dry ery. Later, customers can sit down for his food. When they pick it up they cleaning and HND. Sandeep Bains has a Subway. What a cofee, find something in his book might buy beer at the same time. could you do? exchange, join his chess club, get Diferentiating might also mean their dry cleaning done. Knowing a small change to the way retailers 4 If it’s not working, change it Kamal Sisodia started out his environment, he has also added work. Kamal Sisodia in Leicester- specialising in food to go but realised he couldn’t compete 10% to his prices in some categories shire opened his Belvoir News Loco with Greggs. He changed his focus and now specialises by and focuses on areas which ofer store doing food to go but realised selling 900 magazines to drive footfall and loyalty. 100% margins. He is smart and is he couldn’t compete with Greggs 5 Talk to your customers Bintesh Amin does maximising his store’s profitability and switched focus to magazines. questionnaires with customers every year. You might make without compromising personality. Now he specialises on this instead, an extra £1,000 from one of their ideas and it won’t have Peter’s strategy won’t work in ev- with a range of 900 titles. cost you a penny ery store but there are so many ways There are so many ways retailers Offer easy solutions throughout the day Jatinder Sahota to make a business more relevant can be specialists to their local 6 puts news at the front of his store next to coffee to attract to its community. Diferentiation communities but remain relevant customers in the morning. Why not link hot food, coffee and doesn’t have to cost money, or mean so don’t stand still or think your news for breakfast, then chilled food to go and drinks for a £100,000 refit. Bintesh Amin in only option is a big refit, a fascia or lunch? Kent told me, for example, that he a full convenience ofer. Whatever does questionnaires with his cus- type of store you have, you have the 7 Shout about yourselfSmartphone ownership is rocketing. tomers to get feedback every year. He opportunity to diferentiate. Could you create an app to market your takeaway service and might make an extra £1,000 a week Greg Deacon is independents sales take orders? Social media is free, so make use of it. by acting on one of their ideas. manager at News UK 24 13 November 2015 Retail Newsagent PRICEWATCH SPIRITS SPIRITS PRICES AROUND THE UK PRODUCT RRP AVERAGE RETAILER RETAILER RETAILER RETAILER RETAILER Pricing strategies

1 2 3 4 5 Glen’s Vodka £13.29 £11.66 £12.49 £12.99 £12.99 – £12.99 RETAILER 70cl Smirnoff Vodka £13.79 £13.44 £16.59 £13.79 £13.79 £13.79 £13.79 1 70cl (PM) (PM) (PM) NAME PHIL SIMPSON STORE Kiel House Stores Glen’s LOCATIONNewport, Pembrokeshire Vodka £6.69 £6.89 – £6.99 £8.49 – £7.29 SIZE 1,500sq ft 35cl (PM) TYPE village Gordon’s Special Dry We generally stick to the London Gin £18.29 £15.81 £14.49 £14.49 £14.49 £16.49 £18.99 RRPs set by P&H and stock 70cl (PM) pricemarked spirits if they’re Bell’s available because they’re Whisky £18.99 £14.39 £17.59 £14.69 £14.49 £15.29 £14.69 70cl popular among our more price- sensitive customers. Spirits sell Baileys well all year round, although Irish Cream £16.49 £14.71 £15.59 £16.99 £14.99 £9.99 £12.99 70cl (Offer) there is a peak around seasonal events such as Christmas when The Famous Grouse £17.89 £15.78 £12.29 £18.99 £15.99 £17.79 £15.00 people socialise more and also Whisky 70cl (50cl) buy them as gifts. Gordon’s Gin is our best-selling line. It High Commissioner is particularly popular at the Scotch Whisky £15.29 £13.37 £14.49 £14.99 £13.49 – – 70cl moment because we’re selling 70cl bottles pricemarked at Bacardi 70cl £21.49 £14.47 £14.99 £14.99 £14.99 £14.99 – £14.49. We put all our spirits (PM) (PM) behind the counter for security reasons. Jack Daniel’s Tennessee Whisky £19.99 £23.03 – £25.99 £21.99 £26.39 £21.99 70cl (PM) Jagermeister 70cl £21.59 £21.33 – £21.99 £21.59 £15.05 £14.99 (50cl) RETAILER Russian Standard Vodka £16.49 £14.84 – £13.99 £13.99 £15.99 £13.00 70cl 2 NAME PARDIP MATTU STORE Premier Grange Convenience Store HIGH COMMISSIONER SCOTCH WHISKY 70cl Price distribution % LOCATION Daventry, Northamptonshire 20% SIZE 500sq ft TYPE neighbourhood 18% 90% of independents We try to get pricemarked 16% sell this product at or below the £15.29 RRP spirits where possible. For 14% anything else, which tends to be the more high-end brands, 12% we adjust the RRP to get a 20% 10% margin. Vodka is our best- 8% selling spirit and it is mostly bought by people aged between 6% 18 and 21. The 70cl bottles of 4% Smirnoff pricemarked at £13.79 2% are particularly popular, mainly because it’s a well-known brand 0% that people associate with good quality. We position all of

£13.77 £13.79 £13.95 our spirits behind the counter £14.45 £14.95 £13.69 £13.99 £14.29 £14.30 £14.50 £14.59 £14.69 £14.79 £14.99 £15.29 £14.00 £14.49 -£13.69 +£15.29 because this is a category where Average selling prices and best-selling products rankings are sourced by EDFM Ltd from EPoS data from over 2,000 independent retailers throughout the UK. The prices given people can be more tempted to on this page are the prices at point of purchase. shoplift. RRPs are sourced from Booker and are correct at time of going to print. Retail Newsagent 13 November 2015 25

Nadia Alexandrou [email protected] 020 7689 3350

RETAILER RETAILER 3 4 NAME ANDY SINGH NAME JULIAN HULL STORE Premier Chapel Foodstore STORE Nisa Local LOCATION Sunniside, Tyne & Wear LOCATION Southminster, Essex SIZE 900sq ft SIZE 1,000sq ft TYPE neighbourhood TYPE village We set prices to get a 20% We set prices according to margin and buy most of Nisa’s RRPs, but if we think our spirits from Booker. We they’re too high we drop merchandise spirits both them. Our Christmas spirit behind the counter and on the promotions tend to be governed shop floor, with fractionals by whatever Nisa is doing. It behind the counter for security runs great seasonal deals and reasons. We don’t expand this helps drive sales. We have our range for Christmas, about 60 different lines, all of but instead give spirits more which we merchandise behind shelf space so we can spread the counter. Nisa’s own brand the bottles out and make vodka, Kommissar, is our best- them look more appealing to selling line and is popular all customers. There’s always a year round. We always keep a significant uplift on spirit sales look out for launches and try a at Christmas, so I make sure I few new products at Christmas. keep shelves as neat and tidy as possible.

RETAILER 5 NAME BINTESH AMIN STORE Blean Village Londis LOCATION Blean, Kent SIZE 2,000sq ft TYPE neighbourhood We pricemark most of our spirits and adjust RRP slightly depending on where we buy them from and how well they sell. We get alcohol from Londis, Booker and Dhamecha which allows us to offer our customers the best choice and deals in the market. We put all spirits out on display on the shop floor because we don’t really have a problem with shoplifting. Smirnoff is our year-round best-seller, although at Christmas people tend to branch out and try more premium indulgent spirits such as Ciroq or Belvedere Vodka. 26 » 13 November 2015 Retail Newsagent THIS WEEK IN MAGAZINES Pages 39-43

n the hustle and bustle of Stratford wiches or hot food to go. Instead, he ofers a high street you’ll find Amit Patel’s wide range of chocolates, sweets, crisps and Stratford Post Ofce, a business soft drinks, and works closely with a wealth I tailored around the busy lifestyles of of manufacturers and wholesalers to secure the many commuters, students and ofce the best deals. Amit’s workers living in the area. Amit says: “We’ve worked on projects With his shop located a stone’s throw with Wrigley and JTI and have good rela- from two large shopping centres, the tionships with them and other companies Olympic Park and Stratford tube station, like Coca-Cola, who have put their Bev Trak Amit and his team face a constant challenge system in our drinks fridge. to accommodate a steady stream of passing “We’ve been able to get some good deals quick to and local trade. from Coke, such as three cases of Glaceau To tackle this, Amit has split his 2,300 sq Smartwater for £12. I bought 60 cases and ft shop into three distinct areas – a shop spe- we’ve passed the saving onto shoppers. cialising in fast-selling impulse lines; a nine “We also won some tickets from Coke to counter post ofce; and a concession for ink take a trip on the London Eye, which we cartridge supplier Cartridge World – which donated to a nearby school which helps get all focus on ofering a speedy and efcient kids back into education.” evolve service for shoppers. Other big draws to the business include With a steady stream of customers Amit says: “We’re busy in the mornings a varied selection of imported American with people on the way to work, as we’re sweets and the store’s own Candy Shop coming into his high street store, right next to a bus stop and the tube. We also counter, which ofers more than 120 variet- get a lot of people coming to us early in the ies of nostalgic sweets all displayed in retro- Amit Patel focuses on impulse afternoon to use the post ofce or pick up a style jars. purchases and services to cater drink or snack. Amit says: “We ofer customers a bag, a “People want to get away quickly so the small jar or a medium size jar to fill. If cus- for their busy lifestyles. However, last thing we want are queues in the shop, so tomers bring they’re jars back, we exclude he also differentiates himself I try to make sure that we have at least two the weight of them on the scales and just members of staf on the till at any one time. charge them for the weight of the sweets.” with nostalgic confectionery and We make sure we have eight post ofce Amit also stands out from his competition counters manned at all times.” with his extensive range of stationery and a printer ink cartridge counter. Due to a tenancy agreement, Amit says his position as a Cartridge World retailer, Steven Lambert reports he is unable to sell products such as sand- with a separate counter dedicated to selling Retail Newsagent 13 November 2015 27 I regularly look at Pricewatch to compare my prices. It gives us a good idea as whether we are offering the right price on certain products or whether we need to adjust them.” AMIT PATEL

Amit Patel’s Stratford shop caters for busy customers by offering impulse purchases and good services

“The last thing printer ink and toner cartridges. He says: “We have people travelling quite we want are some distance to buy cartridges from us. queues in the “We also take back empty cartridges and we have several companies who buy them shop, so I try from us to be reused. Any money raised from to make sure these we donate to local charities. that we have at “We also use the service to print our own pricing labels, which we do in larger fonts to least two members help older people see the prices more clearly. of staff on the till “Also, we only had branding for Coke prod- ucts in our drinks fridge, so we decided to at any one time” print out pictures and logos of the other soft drinks and stuck them in there. It now looks a lot better and shoppers are now picking up more drinks as a result.” With sales up “significantly” for the year, Amit is taking advantage of new opportuni- ties for further growth. This includes becoming one of only ten stores to ofer Post Ofce mortgages, while a newly opened Pakistan visa ofce is now sending applicants to his store to get pass- VISIT MY SHOP port photos. Amit says: “There’s a lot of construction Stratford taking place and we’re getting more people Post Office coming in from new businesses. But we’ve 26 - 28 still got to ofer good products and services if Broadway, we want to make good profits.” l Stratford, London Want to see more of Amit’s store? E15 4QS Go to betterretailing.com/ amit-patel 28 13 November 2015 Retail Newsagent NEWS ANALYSIS A trip to JTI’s latest event last week, a relaxed meet up for 500 London retailers along with JTI sales reps and top brass, highlighted how busy and engaging the right event can still be. As Tom Gockelen- Kozlowski asks, does this spell the end of the traditional trade show? Is this the death of the trade

? Retailers were given the chance to n years past,show they were the available online) and are anyway less go through JTI’s retailer website JTI highlight of many retailers’ inclined to leave their businesses Advance with staff on hand to help calendars. A good trade show to travel hours across the country Iwould provide access to brilliant merely to walk around a few stands meet hundreds of retailers in similar one-of deals, see exciting new prod- populated by the occasional ageing locations or going through similar ucts unveiled and any supplier worth sports star. challenges. their salt would pay thousands to en- The conversations they do have In north London last week, JTI sure it had a great pitch from where with suppliers, meanwhile, are less held an event for retailers selected by they could showcase their wares. relaxed than they would have once its team of reps. With spouses invited But these huge events, held in been – the currency of a good con- along, there were 500 people present aircraft hangar-like buildings, are versation has often risen to the point – all excitedly sharing the latest news increasingly disappointing to all where any retailer who is present and It’s about from their businesses. parties. Speak to suppliers of the engaged needs to be turned into a In one room, JTI teams were on record after a big show and they will lead by the people working the stand. bringing hand to tell attendees about every lament the lack of retailers attending. In the place of the huge trade show part of their business, from introduc- Retailers, meanwhile, are often un- is a new class of smaller event in retailers up ing its e-cigarette brand E-Lites to impressed with the few promotions which retailers can have meaning- work being done to combat the illicit on ofer (many of which are already ful conversations with experts and to speed, trade and build closer links with the about community. The emphasis, according to Tom sharing Slater, emerging products manager, who was giving short presentations information to retailers about E-Lites, is not to about JTI’s overload retailers with information. Time is better spent on refreshing activity retailers’ knowledge, introducing products, and starting conversa- tions. “It’s about bringing retailers up to speed, about sharing - tion about JTI’s activity in the to- bacco market telling them we have entered into the e-cigarette market.” Similarly, other areas gave retail- ers a reminder about its bestselling Suppliers and retailers brands through fun games including in discussion at the snap and Scalextrics. If attendees Local Shop Summit wanted to have a serious conversa- Retail Newsagent 13 November 2015 29

WHY DID IT WORK? A GUIDE TO THE JTI EVENT Here’s four reasons to hope you’re invited to your nearest event

It’s Local it’s those that shout was someone present With most retailers loudest that get the who could answer any present running stores attention, even if question that a retailer within the M25, it was the supplier that’s might have. an easy event to get shouting has a product to and that certainly few retailers want to Relationships helped in raising the stock. JTI, in contrast, Almost every retailer turnout to the hundreds. were able to make present had been The fact that there sure every stand was invited by their sales was only one supplier of interest to retailers rep, and the fact that so present meant that present. many accepted (more, this was an evening, to be honest, than the not a day-long, event – Expertise caterers were ready another advantage over With JTI staff from reps for) was a testament to the traditional show. teams, the Advance the relationships built website, its community up between reps and Relevance work and many other retailers over months At many trade shows, departments, there and years.

field and covering much of the UK holding meetings in and Birmingham. Declaring an interest, JTI is not the only company to have found success away from the traditional trade show format. Last month, Retail Newsa- gent’s publisher Newtrade hosted the Local Shop Summit, where 138 retail- Most of the ers – a full house, but far fewer than a retailers here trade show would expect – attended a series of talks and panel discussions. will know As with the JTI event, the size and focus of the day meant that both sup- each other in pliers and retailers could be satisfied some way that they’d been listened to and been able to have any discussions they needed. Alkesh Pankhania and Back in north London, a discus- Shandip Patel at the sion between Alkesh and Shandip JTI event highlighted, almost perfectly, the Retailers were engaged with value of bringing retailers together at a mixture of entertainment an event like this. and category enterprise Talk had moved on to the camara- derie felt between diferent retailers tion about the category there was particular value in retailers when Alkesh noted an exception. someone available, but there was no from the same area turning up “I’ve got one guy next door and last pressure to do so. to an event in their hundreds. week he was telling me he was going One retailer who enjoyed this “London retailers are difer- to close me down. Yesterday, he had atmosphere was Alkesh Pankhania, ent. We don’t just stick the council come around because who owns a Best-one store in Sun- to RRPs and can get of illicit tobacco – snifer dogs, the bury-on-Thames. “It’s about sharing higher margins, works!” what we already know, networking which you’ve got It’s moments like this, and getting some new ideas about to do because of moments trade shows aren’t the market”. the higher rates even designed to provide, that Interestingly, he said that it was and rent,” he makes this kind of event feel the fact that this was a London says. like the future. event that made it work so well. This was the With JTI’s anti-illicit trade “Most of the retailers here will know fifth such event stand just a few metres from Alkesh each other in some way and we will which JTI has and Shandip, it was just the kind of speak openly and share ideas.” hosted, having first-hand example of the system Shandip Patel of Krystals in started in working in practice that JTI and Wimbledon agrees that there’s a Hudders- others hope retailers get to see. l 30 13 November 2015 Retail Newsagent NEWSPAPERS

Millions of newspapers are bought every day in the UK Though undoubtedly a challenging category, newspapers still represent a valuable part of thousands of retailers’ stores. Nicola Stewart sets out the statistics and publisher activity that is successfully driving millions of sales per day Newsstand value magine a new category The late delivery of newspapers independent stores. emerged overnight that could is a cause of great consternation for News UK, publisher of the Sun deliver 5.9 million sales every retailers, particularly those ofering and Times, has poured millions Iday (7.9 million on a Saturday), HND, and this is compounded by the of pounds into promoting HND with generating £900,000 in margin (£2m loss of local wholesale depots to ‘su- its Deliver My Sun campaign, as on a Sunday) – and all on a sale or per hubs’, the rising cost of carriage well as supporting casual sale return basis. service charges, and the dwindling through its in-store scheme My In the past few decades, sales in of percentage margins. Perfect Shop. the newspaper industry have fallen But, for all of that, publishers talk The Daily Mail has recently ap- steadily, and many independent re- Publishers are of an overriding aim to protect and pointed a sales manager dedicated to tailers have shifted focus onto other increasingly maintain copy sales. the independent channel, while the categories that are showing growth. Significant investment is still i sales team has spent time in hun- However, it is important to re- offering being made in the category, and dreds of stores helping to promote member that newspapers are coming tailored publishers are increasingly ofering the title. from a great height, so although they tailored promotional solutions to This is by no means an all-inclu- are in decline, the industry is still on promotional sive list of publisher activity, but track to sell more than 2.26 billion goes some way to showing the com- newspapers this year, and that’s not solutions mitment publishers have to sales even taking into account the hun- through independent stores. dreds of local titles on sale. In light of this, RN asked publish- It is, of course, a category that ers to share five facts or figures that presents its own set of challenges, demonstrate the value of their title and the time-sensitive nature of live or titles to the independent news- news means the supply chain comes News UK has stand. under incredible pressure on a daily invested heavily in Turn over for our exclusive info- basis. the channel in 2015 graphic.» RETAILER BENEFIT Retention rate for HND post offer is 90%.

GET YOUR CUSTOMER TO SIGN UP AT: CALL FOR MORE INFO: DELIVERMYSUN.CO.UK 0207 689 3358

RN ad template.indd 21 09/11/2015 11:07 Free delivery for 12 weeks. The price of the newspapers will apply and must be paid in full to the newsagent. Terms and conditions apply, see delivermysun.co.uk for details. 32 13 November 2015 Retail Newsagent NEWSPAPERS Daily Mirror The Telegraph Publisher Trinity Mirror Publisher Telegraph Media Group Cover price (Monday to Friday) 60p Cover price (Monday to Friday) £1.40 Margin (%) 23.2 Margin (%) 23.3 Margin (cash) 13.92p Margin (cash) 32.62p

Generates 40% and People in the leader in Scotland The Daily and Telegraph is the UK’s has the most sub- more revenue and past 12 months. on Sundays. Sell 10 Sunday Telegraph will best-selling quality scribers of all the na- 40% more profit per The Mirror has and earn £3.36. generate more than daily newspaper. tional newspapers. copy than The Sun. reduced reruns by Mirror inser- £62m in retail margin Independent re- Between 40% Four price in- 32% this year. tion payments are for independent tailers account for 55% and 50% of regular creases on the Mir- The Sunday based on supplies, retailers this year. of Telegraph sales. Telegraph sale is ror, Sunday Mirror Mail is the market not sales. The Daily The Telegraph home delivered.

The Independent & i Publisher Independent Print Ltd The Guardian & Observer Cover price (Monday to Friday) £1.60 and 40p Publisher Guardian News & Media Margin (%) 22.2 & 25 Cover price (Monday to Friday) £1.80 Margin (cash) 35.52p & 10p Margin (%) 23 Margin (cash) 41.4p Responsible pared to its first full the category and for the past two year in 2011. hasn’t changed de- A seven-day and £1,780 in profit pence-per-copy mar- major national i has driven spite a 100% price Guardian & Observer per year. gin of any Sunday launches, The In- sales and foot- increase. subscriber generates 90% of Guardian title at 72.5p. dependent in 1986 fall through four In-store activity £14.60 RSV per week voucher subscribers The Guardian and i in 2010. separate television such as free copies and £3.41 margin. are six or seven day has the second high- i is forecast to campaigns. alongside local 10 seven-day a week. est pence per copy increase its sales for i’s 25% margin papers has helped to subscribers are margin of any daily 2015 by 150% com- is the highest in promote sales of i. worth £7,590 in sales ofers the highest title at 41.4p. Retail Newsagent 13 November 2015 33

Daily Mail Publisher Mail Newspapers Cover price (Monday to Friday) 60p Margin (%) 23.2 Margin (cash) 13.92p

The Daily Mail Daily Mail and Mail has grown its mar- and Mail on Sunday on Sunday. ket share 0.8% year together generate The Daily Mail on year to 23.5%. £403m revenue per outperformed the The Daily Mail year for retailers. market by 4.4% year sold more copies Of each £1 spent on year in Septem- on Saturdays than on national news- ber. any other paper in papers, 23p is on the The Daily Mail September.

The Sun Publisher News UK Cover price (Monday to Friday) 40p Margin (%) 23.2 Margin (cash) 9.28p

Deliver My for seven days. sales team calls on Sun has generated 6,000 indepen- more than 11,000 30,000 HND orders dent retailers have stores. through indepen- benefited from an 90% of the dent stores. order through De- country’s popula- Of those liver My Sun. tion is mapped to 30,000 customers, The Sun’s one of 6,500 inde- 94% are signed on dedicated field pendent stores.

The Times Publisher News UK Publisher Sport Newspapers Cover price (Monday to Friday) £1.20 Cover price (Sunday) £1 Margin (%) 23.5 Margin (%) 24.3 Margin (cash) 28.2p Margin (cash) 24.3p The Times £10 in sales rev- delivermytimes. Sport titles have Sport titles the highest priced ofers 12 weeks’ enue per week and co.uk site has more sold 20.6 million have generated red-top weekday free home delivery, £2.28 in profit. than 6,500 regis- copies since the £18.5m in revenue titles at 80p. supported by free 10 seven-day tered retailers on it. brand’s relaunch in through indepen- Sport titles promotional mate- subscribers are The Times May 2011. dent stores since ofer the highest rial worth £5,200 in outperformed the Independent May 2011. percentage margin A seven-day RSV and £1,118 in market by 7.2% retailers account for Midweek Sport of all red-tops at subscriber to The margin per year. year on year in 70% of Sport sales. and Friday Sport are 24.3% Times generates The dedicated September. l 34 13 November 2015 Retail Newsagent LAUNDRY Families can do loads of washing every day while smaller formats suit students and the elderly. As Nadia Alexandrou discovers its this kind of knowledge which is at the heart of succeeding with laundry Be smart, clean up

The INSIGHT laundry market remains strong, with approximately

million240 units of laundry products sold in the last Make your year. McBride laundry range as Have you created a laundry TIP range that meets your Make simple as customers’ needs? your laundry possible for range as simple as Value TIP possible for shoppers by shoppers is more Encourage important than ever siting it near to your homecare customers before, with section. Also clearly lay out your INSIGHT to buy on impulse fixture by stages of the wash (i.e. through pricemarking and laundry additives, detergents of consumers59% buying what promotions. Try focusing these and fabric conditioner). is on o on growth categories such as Daniel Jalalpour, P&G brand ffer, regardless of laundry capsules and liquids. manager for Fabric Care its brand. People are already accustomed SNG Commercial Northern Europe to lower prices for powder. Nicola Barass, brand manager, NEW PRODUCTS FOR YOUR CUSTOMERS’ LAUNDRY BASKETS McBride

McBride’s perfume (1lr bottle, 40 and fragrance-free washes) RRP Surcare Sensitive £5.49 Fabric Conditioner, which they say are Easy’s Oxy one of the fastest Stain Remover growing products (600g) RRP FACT Liquids P&G’s extended its washes) RRP in the fabric £1 offer the range of pricemarked £2.49 conditioner biggest sales packs, including market opportunity in Ariel 3 in 1 pods (12 McBride’s Clean convenience as shoppers washes) RRP £3.99, N Fresh range SNG Commercial’s continue to look for Bold 2 in 1 liquitabs (powder sachets triple concentrated easy-to-use laundry (12 washes) RRP £3.49 10 packets) RRP premium laundry products. and Daz Go Pods (12 £1.99 liquid Muvo 3X Ultra P&G Retail Newsagent 13 November 2015 35

STUDENTS VS THE ELDERLY TIP Give customers a We speak to two retailers who serve very different customer bases to reason to spend more find out how this is reflected in the laundry products they offer. when they’re shopping for liquids or laundry capsules. Paul Gary Run a multi-buy promotion for Stone Bilbrough a laundry detergent and a fabric conditioner, for example, or Owns four Spar stores in the heart Who owns a Nisa Local in

lower the price on a larger of Manchester, where university Bedfordshire, caters mostly pack of fabric conditioner. students make up a large to elderly customers and Simon Gunter, managing proportion of his customers. families. director, SNG Students will avoid doing their laun- How Having a lot of families and regular dry at every opportunity, but it’s big is elderly customers makes laundry a important to have a decent selection laundry for fast-moving category, so I dedicate for distress purchases. I dedicate two you? four shelves to these products. metres to washing detergents.

Every student has different prefer- Are FACT ences depending on their disposable brands Yes, I stock mainly well-known Fragrance- income and what they’re used to at brands including Daz, Persil and free products important home. I therefore have a balanced Ariel. People know what they want are playing an to your increasingly important range of Spar’s own-label and main- customers? here and they tend to stick to it. role for consumers with stream brands. sensitive or irritable There’s been an increase in tablet skin. Students like choice, so I stock five sales, which seems to be replacing McBride lines each of liquitabs, tablets and Does the slight decline in powders, and is powders. I only stock larger packs size and mainly down to families getting new TIP Talk when they’re on promotion, for exam- shape really washing machines with modern tech- to your ple a 2kg Daz pack for £3.50, which matter? nology. It’s important for me to stock customers. While I will also stack near the entrance to both large formats for families and fragrance is still a key encourage impulse buys. smaller packs for elderly customers factor when buying laundry living alone. products, more people are Is demanding specialist items such Laundry bags sell very well, which there Woolite, a wool hand washing de- as skin-sensitive products. I put on clipstrips by the laundry tergent is very popular among our Asking regular customers what shelves. A lot of students will buy anything you elderly customers, who still hand- they want is invaluable. them to carry their laundry to the sell which you wash some of their wool jumpers and Nicola Barass, brand launderette or their parents’ house – think reflects your manager, McBride specific customer dresses. whichever is easier. base? TIP Retailers INSIGHT An should make sure TIP Remind excessive they are well stocked customers to top range can lead with supplies of best- up with a combination to lost sales. selling convenience formats, of end of aisle displays, eye- P&G including powder, liquid sachets catching PoS (by the window and fabric conditioners in as well as laundry shelves), TIP Simplify various fragrances, along with display baskets and, if there’s ‘2 in 1’ products. Smaller pack your range and space, stacks at the front of sizes are also key. Simplify store and by the checkout. cut out slow-sellers. , managing John Drake, head of Simon Gunter This will make it easier convenience, P&G your range director, SNG for customers to compare and contrast different and cut brands within each TIP As format. On out slow- well as John Drake, head of INSIGHT average sellers merchandising by convenience, P&G stage of wash, make sure consumers use their you keep your core range – washing machine between including stain remover – at Availability two and three times a week, INSIGHT is a vital eye level. Specialist products and for larger families this Removing should sit on top of the shelf factor for can increase to once a day or stains is still laundry shoppers, as they tend to be more of an more due to the size of the INSIGHT the top concern particularly for infrequent purchase. household and number of for customers, top-up shopping children. Melanie Billows, marketing followed by the need controller, Easy missions. Easy for products which l P&G ‘make life easier’. McBride 36 13 November 2015 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS Pricemarked grab bags It must be Christmas Chip Strips launch Walkers is launching pricemarked Diageo is launching a £4.3m Christ- Chip Strips snacks have launched grab bags for its Walkers, Walk- mas marketing campaign for Baileys in the UK and are available in 10 ers Max and Monster Munch crisp and bringing back Baileys Chocolat flavours. ranges. Luxe for a limited period. RRP 75p RRP various RRP £1 Outers various Outers various Outers not given Contact 01189 306666 Contact 0845 7515 101 Contact 0161 747 0397

Monkey magic returns Keep on trucking Hugglers on the box Rustlers is bringing back its Hunger Coca-Cola Enterprises is ofering Arla Foods is supporting its Anchor Monkey TV ads in a new £1m market- a £5,000 hamper and a visit from Spreadable range with TV ads ing campaign. its Coca-Cola truck in its latest featuring animated characters the Christmas promotion. Hugglers. RRP various RRP various RRP various Outers various Outers various Outers various Contact 01772 688300 Contact 08457 227222 Contact 0845 762 6434 Retail Newsagent 13 November 2015 37

Win a store makeover Aryzta eyes c-stores Stock Pots investment Molson Coors is giving away 60 store Aryzta Food Solutions has un- Premier Foods is investing £3m in a makeovers to convenience retailers veiled new products, packaging marketing campaign promoting its under the launch of its 60 Second and bakery equipment targeted Oxo Stock Pots from this month. Shop category management scheme. specifically at convenience stores. RRP not given RRP various RRP £1.45 - £2.40 Outers not given Outers various Outers not given Contact 0845 6000 888 Contact 0845 437 9593 Contact 01727 815850

Honey money Signature flavours Sovereign into 17s Rowse has launched a £4m multi- Kettle Foods is expanding its Ket- JTI has moved its Sovereign Blue, media campaign highlighting the tle Chips range with the launch of Sky Blue, Green and Dual ciga- processes used to create its honey. three Chef’s Signature flavours. rettes into 17s packs this month.

RRP £1.99 - £2.59 RRP £2.29 RRP £6.50 Outers not given Outers not given Outers 10 Contact 0800 954 8089 Contact 0800 616 996 Contact 0800 163503 I tripled my “sales of Grazia by using the advice in RN” Alan Waterson, J Walsh Newsagents High Wycombe

Make more

09.01.2015 3 MONTHS TO GO money from Eight display HOW LIKELY? ban myths examined “There TOBACCO won’t be Page 24 any product » launches” “Sales will ??% plummet”

No post-Christmas blues ‘My fresh focus sees sales rise in January’ Page 22 » magazines. NEWS ● CONVENIENCE ● PROFIT www.betterretailing.com ● £2.20 Gloves come off in c-store tug-of-war Nisa steps up campaign to grab rivals’ members with CONVENIENCE direct mail campaign and resignation letter templates. 20.02.2015 Londis to Bespoke website aimed at Costcutter retailers months beat blues after pair part ways. Page 5 » ABCs GUIDE INSIDE with Price Are youSMITHS NEWS stocking Crash plan the starOn-time Symbol tackles new performers? year slump with MAGAZINESdelivery everyday discounts. The most in-depth and Page 38trials » are Page 6 » ‘a success’ NEWSTRADE Wholesaler’s pilot helps supply chainDoing mags differently Telegraph beat the clock. ‘I’m targeting a £25 Page 10 » average basket spend’ shapes up extensive newstrade coverage Page 28 » with ‘get CONFECTIONERY ● £2.20 www.betterretailing.com fit’ pullout ● PROFIT NEWS ● CONVENIENCE Xtra sales TV advertising and for Mars PoS packs to help promote weekend £9m backing for supplements. limited edition bar. in the channel. Page 7 » Tide turningPage 8on » Vol 126 No 2 FA Cup hero Jarrett FOR TRADE USE ONLY SYMBOLS back behind counter Act now Hollywood film star Tom Conti is backing the fight to protect his local after team’s winning 02 £10mBudgens from new the march of Tesco. The supermarket giant is exploiting a planning run comes to an end. ‘loophole’ to move into a north London bank just a few doors away from the Shirley Page 5 » plain packaging Valentine star’s favourite independent c-store. Pages 4 & 14 » ● 99% of consultation respondents say no to the measure. business ● Rumours of cabinet split ahead of parliamentary vote. bonanza Page 5 » ● ‘This is winnable’, says BAT’s Ron Ridderbeekx. for Nisa Recruitment drive picks up 17 More than six pages dedicated NEWSSTAND Costcutter stores in i margin Northern Ireland. beats Sun Page 6 » and Star ADVERTISING Pro-rata terms on Suppliers to growing your news and 10p price increase welcomed by planning retailers. Page 4 » covered ICE CREAM gantry ads Display ban magazine sales in every issue. ‘We’ve got offers marketing it licked’ opportunity, say Unilever targeting retailers. Page 4 » 68% growth with summer launch blitz. Page 11 »

Vol 126 No 8 Plain packs rebels? Seven great ideas to Order RN from your news wholesaler today, FOR TRADE USE ONLY make money in 2015 08 Are these the rebels supporting your cause? RN has identified these five mem- Page 30 » bers of the cabinet, seven other ministers and three seniorPage Conservatives 5 » have all or order online at www.newtrade.co.uk shown concern at the government’s plans for plain packs.

@retailnewsagent www.newtrade.co.uk

RN ad template.indd 21 09/11/2015 11:20 Retail Newsagent 13 November 2015 39

[email protected] 020 7689 3358 @NicolaStewartRN f facebook.com/retailnewsagent Round up

NICOLA STEWART Magazines reporter COLLECTABLES AT CHRISTMAS Christmas is just six weeks away and the op- portunity for independents to significantly increase takings on collectables is huge. Stickers and trading cards are an afordable stocking filler at just 50p to £1, and promoting them to parents can be as easy as putting up a Festive fun sign pointing that fact out. Stores that have a bit more space could look at creating a dedicated ‘Christmas stocking display’ consisting of col- BIGGINS STARS AS CHARITY lectables, children’s mags and confectionery, making it simple for parents to mix and match. Publishers, for their part, are launching some highly-anticipated collections in the next few PUZZLER’S GUEST EDITOR weeks, including The Good Dinosaur stickers The larger-than-life showbiz giant has been recruited to help from Panini (see page 40). Topps has the 2015/16 Champions League raise money for a leading children’s charity with each copy sold football stickers coming out shortly, followed by a duo of collections based on the latest instalment THE PRE-CHRISTMAS issue of The Puzzler from the Star Wars franchise (due in cinemas on is its first to feature a celebrity on the cov- 18 December and forecast to be the most success- er, with Christopher Biggins coming on ful film of 2015). Starter packs feature collector board as guest editor to help raise money S albums and sheets or packets of stickers/cards PE AL for a special cause. Of each copy of this CI so make great presents that also encourage ad- issue sold, 10p will be donated to Puzzler’s THE PUZZLER ditional spending long after Christmas. chosen charity, The Dame Vera Lynn Chil- On sale 18 November This is also a prime time for sales of special dren’s Charity, for its work with pre-school Frequency monthly interest magazines, another area that indepen- children with cerebral palsy. The issue Price £1.99 dent stores can dominate in. contains its usual mix of puzzles, along Distributor If a customer mentions they have bought a with £6,000 in cash prizes and a dedicated Marketforce camera as a gift, for instance, consider pointing section on some of Biggins’ favourite top- Display with them in the direction of photography titles. If Puzzler Collection, ics. Puzzle magazines are often bought as Take a Puzzle, Q Puzzle their kids have an Xbox under the tree, try sug- stocking fillers and retailers are asked to Compendium gesting Ofcial Xbox Magazine, GamesTM, or display this special issue as prominently 110% Gaming for the younger ones. as possible to attract impulse purchases. It is sometimes as simple as reminding cus- tomers that they are there. 40 13 November 2015 Retail Newsagent THIS WEEK IN MAGAZINES

L THE GOOD DINOSAUR AUNCH The Good Dinosaur is the latest film from Disney’s On sale 19 November Pixar Animation Studios, coming to UK screens Frequency ongoing next week. Panini’s sticker collection is based Price starter £2.99, on characters and moments from the film, with stickers 50p 192 stickers to collect. Starter packs come with Distributor Marketforce a sticker album and 31 stickers, and there are 24 Display with other limited edition stickers to collect. Retailers are collectables advised to display on the counter where possible, particularly before and after school.

O N T BOXING NEWS ANNUAL E SHO The 2016 Boxing News Annual will relive box- On sale 17 November ing’s greatest nights through the eyes of the Frequency one shot triumphant fighters. Joe Calzaghe, Carl Froch, Price £9.99 Ricky Hatton and many more will share every Distributor Seymour element of their finest hours. It will also cover Display with Boxing News, all the major events of 2015, including the May- Boxing Monthly weather vs Pacquiao fight of the century, the rise of Premier Champions and a raft of Brits win- ning titles overseas.

Bestsellers O S N T MARVEL FACT FILES PECI AL E SHO Home interest This standalone issue of Marvel Fact Files is a On sale 19 November Title On sale In Hawkeye special, featuring a metallic resin 122mm Frequency one shot date stock figurine of the superhero as he appeared in the Price £16.99 1 Country Living 03.12 recent Avenger films. It also comes with a 20-page Distributor Comag magazines covering the characters 51-year history. Display with regular 2 Ideal Home 01.12 The special has been promoted in preceding issues Marvel Fact Files 3 Your Home 03.12 of the regular collection and should appeal to both collection 4 House & Garden 07.12 regular collectors and fans of the Avengers films. 5 Elle Decoration 03.12 6 Homes & Antiques 10.12 CREATIVE COLOUR SPECIAL L AUNCH 7 Homes & Gardens 03.12 Following a successful first issue, Puzzler Media is releasing a second edition of Creative Colour Special. On sale 18 November 8 Living etc 03.12 Originally planned as a one of, the premium qual- Frequency bimonthly 9 House Beautiful 30.12 ity publication is now to be published six times per Price £4.99 Distributor Marketforce 10 Country Homes & Interiors 03.12 year. This festive-themed issue is likely to sell well in the run up to Christmas, so retailers are advised Display with Relax with 11 Style at Home 02.12 Art, Art Therapy, Zen to display it prominently alongside other Christmas Colouring 12 Period Living 26.11 specials to capitalise on the seasonal uplift. 13 The English Home 02.12 14 World of Interiors 03.12 TAKE A BREAK SERIES S L 15 Landscape 16.12 The Take a Break Series Christmas issue combines PECI A 16 Real Homes 26.11 the usual mix of real life stories, health and On sale 19 November relationship articles and household tips, with a 17 25 Beautiful Homes 03.12 Frequency monthly raft of festive articles, puzzles and competitions. Price £1.80 18 HomeStyle 07.01 There are £21,000 worth of prizes on ofer and Distributor Frontline 19 Good Homes 30.11 retailers are advised to display the issue full Display with Take a Break facing at the front of the fixture, alongside the 20 Period Homes & Interiors 20.11 regular Take a Break. Data from independent stores supplied by The top-selling puzzle magazine through Independents ON SALE 19 NOVEMBER

RN-StripAd-12Nov15.indd 1 09/11/2015 10:47 Retail Newsagent 13 November 2015 41

COUNTRY WALKING S PECI AL Industry This special Christmas issue of Country Walking in- cludes a GPS Genuis Guide – a complete guide to buy- On sale 12 November viewpoint ing and using digital maps and apps as well as the Frequency monthly Price £4.20 Debbie Green ultimate Christmas present, a GPS. Country Walk- Group editor, ing is the best-selling walking title sold through Distributor Frontline Puzzler Media independent stores and retailers can support this is- Display with Walk, Trail sue by displaying it full facing at the front of fixture, alongside other walking and outdoor titles.

F MOUNTAIN BIKING UK RE F T E GI SO BIGGINS A GREAT The December issue of Mountain Biking UK comes polybagged with a free pair of mountain On sale 13 November XMAS FOR PUZZLES biking gloves. The best-selling title dedicated to Frequency monthly mountain biking in the UK, the monthly cov- Price £4.99 his Christmas, The Puzzler is being ers all the latest news and reviews on the sport, Distributor Frontline given an extra helping hand, thanks Display with MBR, What including events, bikes and equipment. Retailers Mountain Bike? to the wonderful Christopher Biggins. can support this added-value issue by displaying it The exuberant star of I’m a Celebrity... front of fixture to encourage impulse sales. Get Me Out of Here! and many Tpantomimes, TV shows and films has turned his hand to editing puzzles for a great cause. F R T IN THE NIGHT GARDEN EE GIF For every copy of the special edition sold, This bumper issue of pre-school title In the Night 10p will go to the Dame Vera Lynn Children’s Garden comes covermounted with a free set of On sale 11 November Charity. This incredible charity provides a Tombliboo Russian dolls. Previous issues of the Frequency monthly specialist service for Price £3.75 title that have come with Russian doll cover- families of young chil- Distributor Frontline mounts have had sales uplifts of up to 50%. Retail- dren with cerebral Top Display with CBeebies ers can highlight the added value by displaying Weekly, Play & Learn palsy and other the issue at the front of the fixture where children motor learning dif- tip Charity products have huge can easily see it. ficulties. appeal, especially in the run A selection of puzzles has been up to Christmas. They’re S a great impulse buy so LEGO FRIENDS PECI AL sprinkled with Lego Friends is the only Lego title specifically the ‘Biggins magic strategic positioning aimed at primary girls and since its launch in 2014 On sale 11 November stardust’ and themed is essential. it has consistently sold well through independent Frequency monthly around his favourite stores. This issue comes with an exclusive Lego Price £3.25 topics. hedgehog that is not available to buy anywhere Distributor Frontline Christopher leapt into his new role with else. Sales of children’s magazines pick up in the Display with Frozen, Pink, great gusto and his enthusiasm created some run-up to Christmas and retailers are advised to Girl Talk real excitement in the ofce. display added-value issues prominently. The Puzzler is one of the strongest-selling titles in the mixed puzzle sector and Christ- mas issues generate a good sales uplift. We know our readers enjoy puzzling with S THE GOLF PAPER PECI AL family members, but equally enjoy a bit of ‘me- Issues of The Golf Paper on sale 18 and 25 Novem- time’ to chill out with a glass of their favourite ber will be the last editions out before the title On sale 18 November tipple and a brain-teaser. takes a break over winter. Launched in April by Frequency weekly As a popular, relatable character, Christo- specialist publisher Greenways Publishing, The Price £1.50 pher Biggins’ face on the cover of the best- Golf Paper is the only weekly paper dedicated to Distributor Daily Mail known puzzle magazine in the UK will create the sport. It comes with full coverage of the golf- Display with newspapers an appealing on-shelf display, helping to keep ing world, including news, in-depth interviews tills ringing, and generating extra funds for a and analysis. Retailers are advised to display it great cause. alongside local and national newspapers. The special issue is on sale 18 November, priced £1.99.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT AFTER FLOODING DESTROYED HIS NEW STORE, SANDY SARWAR REVEALS HOW HE RECOVERED Plus, as winter approaches, take advantage of the cigars sales peak with our RETAIL NEWSAGENT category guide, and John Eastwood’s exclusive analysis of independent sales data NEWS ● CONVENIENCE ● PROFIT 42 13 November 2015 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini

DeAgostini Disney Frozen Minions Descandants Jurassic World Build the Millennium Falcon 45 100 8.99 Activity Cards Starter £2.99 Starter £2.99 Starter £2.99 Cake Decorating 191 210 2.99 Starter £4.99 Stickers £0.50 Stickers £0.50 Stickers £0.50 Cards £1.00 Cake Decorating Relaunch 140 165 2.99

Dinosaurs & Friends 38 60 5.99

Official Star Wars Factfile 94 120 2.99 Disney Zippo Collection 5 60 19.99 Disney Frozen Minions Cinderella Fashion Pack Starter £4.99 Starter £2.99 Inside Out Eaglemoss Packets £1.00 Cards £1.00 Stickers £0.50 Starter £2.99 3D Create & Print 43 90 6.99 Stickers £0.50 Batman Automobilia 75 80 10.99

Build A Solar System 12 104 6.99 Disney Frozen DC Comics Graphic Novel 7 60 9.99 Hero Attax My Sister, Peppa Pig Disney Cakes & Sweets 114 120 4.50 Marvel Rugby Attax My Hero Starter £2.99 Doctor Who Figurines 58 70 7.99 Avengers Starter £4.99 Starter £2.99 Stickers £0.50 Marvel Chess Collection 50 64 8.99 Starter £4.99 Cards £1.00 Stickers £0.50 Cards £1.00 Marvel Fact Files 139 150 3.50 Military Watches 46 80 9.99

Star Trek Off. Starships Coll. 59 70 10.99

Road to Hachette Journey to Disney UEFA Euro Star Wars: The Shopkins Princess Starter £2.99 2016 Art of Crochet 11 120 2.99 Force Awakens Fabulous Stickers £0.50 Starter £4.99 Art of Knitting 42 90 2.99 Starter £4.99 Talents Cards £1.00 Art Therapy 34 100 2.99 Stickers £1.00 Starter £2.99

Black Pearl 96 120 5.99 Stickers £0.50

Build the Mallard 63 130 7.99

Build the U96 63 150 5.99 Sofia the Lego Friends Classic Pocketwatches 84 80 8.99 World of Dragons First Starter £2.99 Warriors Dr Who Complete History 5 80 9.99 Starter £2.99 Starter £2.99 Stickers £0.50 Starter £4.99 Judge Dredd Mega Collection 22 80 9.99 Cards £0.50 Stickers £0.50 Marvel’s Mightiest Heroes 49 60 9.99 Cards £1.00 My 3D Globe 45 100 5.99

Your Model Railway Village 103 120 8.99 Ultimate Lego Ninjago England Starter £2.99 Official Sticker Spider-Man RBA Collectables WWE Slam Stickers £0.50 Collection Album £2.99 Amazing Dinosaur Discovery 37 80 5.99 Attax Then, Stickers £0.50 Now, Forever Starter £2.99 My Zoo Animals 10 60 5.99 Stickers £0.50 Precious Rocks, Gems & Minerals 42 100 5.99 Starter £4.99 Real Life Bugs & Insects 60 85 5.99 Cards £1.00 Match Attax 2015/16 Fifa 365 Collectables Starter £3.99 Starter £2.99 Cards £1.00 DeAgostini Stickers £0.50

Magiki Kittens 2.50

Geckos & Co 1.99

Fifa 365 Magic Box Merlin’s Adrenalyn XL Zomlings Series 4 0.50 Official Starter £4.99 Premier Cards £1.00 League 2015 Starter £2.00 Stickers £0.50

FOCUSED ON INDEPENDENT RETAILING Retail Newsagent 13 November 2015 43

Newspaper terms

Daily newspapers Margins/pence Saturday newspapers Margins/pence Sunday newspapers Margins/pence Sun 40p 9.28p Sun 70p 14.98p Sun £1.00 21p Mirror 60p 13.92p Mirror 90p 19.26p Sunday Mirror £1.30 27.30p Mirror (Scotland) 65p 15.08p Mirror (Scotland) 90p 19.26p People £1.30 27.30p Daily Record 60p 13.20p Daily Record 85p 18.70p Star Sunday 50p 11.05p Daily Star 20p 4.84p Daily Star 30p 7.26p Sunday Sport £1.00 24.3p Daily Mail 60p 13.92p Daily Mail 90p 19.26p Mail On Sunday £1.60 33.60p Express 55p 13.31p Express 85p 18.19p Sunday Mail £1.60 33.60p Express (Scotland) 50p 12.10p Express (Scotland) 80p 18p Sunday Mail (Scotland) £1.60 33.60p Telegraph £1.40 32.62p Telegraph £2.00 48.00p Sunday Telegraph £2.00 45.50p Times £1.20 28.20p Times £1.50 35.25p Sunday Times £2.50 52.50p FT £2.70 54p FT £3.50 79.10p Observer £2.90 72.50p Guardian £1.80 41.40p Guardian £2.70 62.10p Independent on Sunday £2.20 55p i 40p 10p i Saturday 50p 12.5p Scotland on Sunday £2.15 49.45p Independent £1.60 35.52p Independent £2.00 47.20p Racing Post £2.50 60.625p Racing Post £2.20 53.35p Racing Post £2.50 58.125p Sunday Herald £1.50 34.50p Herald £1.30 29.90p Herald £1.70 39.10p Sunday Express £1.40 29.68p Scotsman £1.40 31.50p Scotsman £1.80 40.50p Sunday Post £1.50 33.00p

Daily newspapers Margins/percentage Saturday newspapers Margins/percentage Sunday newspapers Margins/percentage Sun 40p 23.20% Sun 70p 21.40% Sun £1.00 21.00% Mirror 60p 23.20% Mirror 90p 21.40% Sunday Mirror £1.30 21.00% Mirror (Scotland) 65p 23.20% Mirror (Scotland) 90p 21.40% People £1.30 21.00% Daily Record 60p 22.00% Daily Record 85p 22.00% Star Sunday £1.00 22.10% Daily Star 40p 24.20% Daily Star 60p 24.20% Sunday Sport £1.00 24.30% Daily Mail 60p 23.20% Daily Mail 90p 21.40% Mail On Sunday £1.60 21.00% Express 55p 24.20% Express 85p 21.40% Sunday Mail £1.60 21.00% Express (Scotland) 50p 24.20% Express (Scotland) 80p 22.50% Sunday Mail (Scotland) £1.60 21.00% Telegraph £1.40 23.30% Telegraph £2.00 24.00% Sunday Telegraph £2.00 22.75% Times £1.20 23.50% Times £1.50 23.50% Sunday Times £2.50 21.00% FT £2.70 20.00% FT £3.50 22.60% Observer £2.90 25.00% Guardian £1.80 23.00% Guardian £2.70 23.00% Independent on Sunday £2.20 25.00% i 40p 25.00% i Saturday 50p 25.00% Scotland on Sunday £2.15 23.00% Independent £1.60 22.20% Independent £2.00 23.60% Racing Post £2.50 24.25% Racing Post £2.20 24.25% Racing Post £2.50 23.25% Sunday Herald £1.50 23.00% Herald £1.30 23.00% Herald £1.70 23% Sunday Express £1.40 21.20% Scotsman £1.40 22.50% Scotsman £1.80 22.50% Sunday Post £1.50 22.00%

Newspapers

Scale of third-party advertising insert payments Weight Watchers 7-8 November Insert Original Mail Mirror News Express Guardian Telegraph Independent Total Supplements Ad inserts Number of Heaviest weight scheme UK weight weight weight Inserts ad insert Cumulative? no yes no no no no no no Sunday Times 1,405g 825g 165g 6 75g 0-69g n/a n/a n/a n/a n/a n/a n/a n/a Telegraph 1,325g 760g 300g 9 75g 70-100g 1.5p 2.5p 2.57p 2.7p 2.15p 2.75p 2.65p 2.49p Guardian 1,155g 755g 165g 3 110g 101-200g 2p 3p 3.36p 3.3p 2.75p 3.35p 3.30p 2.77p Sunday Telegraph 995g 525g 215g 5 60g 201-300g 4p 5p 6.09p 5.5p 5p 5.75p 5.66p 5.32p Times 935g 505g 155g 5 50g 301-400g 5p 7p 7.43p 6.7p 6p 7p 6.38p 6.65p 401-500g * 7.5p * * * * * * Mail on Sunday 830g 405g 50g 3 35g Over 500g * 8p * * * * * * FT 825g 445g 15g 1 15g * By negotiation Mail 660g 230g 115g 3 50g Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. Associated Newspapers =2p. Express Newspapers =2p. Telegraph Group =2p. Per copy supplied Independent News & Media =2p. Financial Times =2p. Mirror Group Newspapers =2p SOUTH COAST Across the country you’re SOUTH never far away from a WEST GroceryAid event.

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Back in the day Iceland drives would-be VIEW FROM THE trolley crooks up the pole COUNTER 101 The new 5p bag customers because YEARS AGO charge in England now they can’t take with Mike 14 November 1914 and Wales has been shopping directly to Brown Messrs George Newnes Ltd is causing headaches their cars. issuing another 10 numbers for supermarkets Dena Carter, who of its popular Music Lovers’ with reports of uses the store, told At the top of my Christmas list this year must library, thus bringing the full people walking the Mirror: “The lady be a magnifying glass. I can use it to find the total up to 101. There is no home with full on the main desk miniscule cover prices on magazines. Seriously, doubt this is one of the most shopping trolleys in said it was because I have given up looking and scan the barcode. remarkable musical produc- protest. people had been However the customer doesn’t have that luxury tions ever been issued. Now Iceland stealing the trolleys and loses confidence when browsing the fix- appears to have come up so they didn’t have to pay for ture. Publishers need to address this because we with a novel way of stopping carrier bags. But these poles are all losing sales. customers making of with are ridiculous. Everyone I must support the NFRN head of news Brian 50 their carts – by attaching a was saying they looked like Murphy’s letter in RN when he replied to the YEARS AGO giant pole to them that won’t dodgem cars.” chairman of the Press Distribution Review fit through the front door. An Iceland spokesperson Panel (PDFR) Neil Robinson on the subject of au- 13 November 1965 The unusual anti-theft de- said it had introduced the tomatic payment for late newspaper deliveries. National Sunday papers will vice was spotted at the frozen poles ‘because people were Mr Robinson feels this would be detrimental to not publish this year on Box- food multiple’s Woodley store stealing trolleys’, but would progress by creating a culture of compensation ing Day, and there will be no in Stockport. not comment further on the rather than one of improving service. dailies on 25 December or 27 However, shoppers at the matter. I also disagree. Nothing concentrates the December. A statement issued business have criticised the At least now we know why mind more than a financial penalty. Automatic by the Newspaper Proprietor’s move for ‘penalising’ honest mums are stuck at Iceland. payments are a feature of other industries such Association said Boxing Day as the rail industry so why not ours. Surely a publication was being sus- culture of accountability not compensation pended because of “the impos- Has PayPal killed off Christmas? would prevail. sibility of ensuring adequate At the time of reading this, parents have been getting My wife got a nice surprise in the post, a letter distribution.” the first wave of Christmas their gifts from – yep, you from our new MP for Richmond Rishi Sunak. TV ads will have already hit guessed it – PayPal. He thanked Rachel for saving the pensioners’ your screens all promoting However, the campaign bingo from closure and volunteering in the local the joys of the season. has received more than 200 community. I thought William Hague, our MP 25 But it appears one com- complaints to the Advertis- for more than 20 years, would be a hard act to YEARS AGO pany has decided to be more ing Standards Agency, with follow but Mr Sunak seems equally approach- 17 November 1990 Scrooge than Santa this year, viewers angry that the able. I’m sure I will get a sympathetic hearing Circulation figures for the after seemingly telling chil- money transfer company has over such issues as Sunday trading laws. Daily Mirror during October dren that Father Christmas efectively ‘killed of’ Santa. When the rugby league season ends in indicate that action taken by doesn’t exist. PayPal has since apolo- October we fans sufer terrible withdrawal newsagents in protest at the PayPal has been accused gised and said it will now symptoms before the start of the new season in terms reduction is having of ‘ruining’ Christmas with only air the ad past the 9pm February next year. only minimal efect. The Audit its festive TV ad, which sees watershed. “We want every Thankfully, New Zealand are on tour so on Bureau Circulation average a pair of young boys getting child to experience the magic Sunday 1 November I travelled to Hull for the daily net sale for the Mirror is increasingly anxious over a of Christmas,” said a PayPal first of a three match series against England. given as 3,084,311 for October, lack of presents under their spokesperson. Presumably so England won 26-12. We celebrated by follow- down 48,667 on the September tree before the big day. long as they experience that ing the real ale trail around the old city before figure of 3,132,978. The ad reveals that instead magic by setting up their crashing out in a Premier Inn near the river. of going to the shops, their own PayPal account. First blood to England.