CHRIS GAMM Editor Ers I’Ve Spoken to Are Positive and up for the Challenge

Retail-front-cover.indd 1 NEWS

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the CONVENIENCE Launch of the UK’s brand new MARKETING PACK INSIDE

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national newspaper national PROFIT Page 28 EXCLUSIVE INTERVIEW Alison Phillips RN meets editor NEW DAY INSIDE THE

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Two Fridays ago, I visited Trinity Mirror to get a first look at its new title The New Day and meet editor Alison Phillips. As I stepped out of the lift on Canary Wharf’s 21st floor, I was greeted by the Sky News headline “death of print?” on the breaking story that the Independent will cease publishing next month. It was ironic that I then spent the next two hours hearing the RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT complete opposite. Alison told me how she is taking a risk and breaking newspaper conventions held for hundreds of years in an attempt to win back lapsed readers in the category. Only time will tell One quote I’ve heard several times in the past few days is “you if the launch is a can’t keep doing the same thing but expect different results”. Alison’s opinion, which she shares with many retailers I’ve spo- success but most ken to, is some people have stopped buying newspapers because retailers I’ve spoken they’re not happy with what’s currently on offer. to are positive and She’s doing something about it, and you can read about her up for the challenge plans in an exclusive interview in this issue. The Mirror Group is backing her and putting independent retailers at the heart of its strategy for doing so, including paying you to distribute two million free copies on Monday’s launch day. Your challenge is if every store can get five lapsed newspaper readers to buy a copy once the price rises to 50p in two weeks’ time, it will be worth an extra £6m in retail profit margin. Only time will tell if the launch is a success but most retail- CHRIS GAMM Editor ers I’ve spoken to are positive and up for the challenge. Belvedere @ChrisGammRN retailer Amit Patel told me he’s more sceptical about the future of news. The challenge for Alison and her team is to convince retailers like Amit that it could be a new day for the category.

26 CONTENTS 40 NEXT WEEK 24 PRICEWATCH NEWS advertise your FEATURES UK cider prices 4 INDUSTRY NEWS Police store? And what 28 THE NEW DAY 25 THE ENTREPRENEURS prioritise supermarkets have you done The first new daily recently to grow sales of over indies on crime What you can learn from newspaper to launch world foods? 6 BUSINESS NEWS Spar’s Daily the world’s best for 30 years reaches the 17 LETTERS Paypoint keeps business brains. Deli adds 20% to food to go newsstands on Monday. quiet about Barclays This week, sales RN talks to editor Alison WHAT’S YOUR PRICING banking rate loss chef, author 7 NEWSTRADE Phillips STRATEGY? Sunday trading 18 YOUR ISSUE Where local and presenter plan ‘will kill small stores’ 36 DAIRY Retailers, suppliers and authorities stand on Yotam 8 PRODUCT NEWS TV ads changes to Sunday The top-selling c-store experts spill the beans Ottolenghi product for 50 years mark start of £15m Jacob’s trading law proposals 26 RETAILER 36 has come a long way, campaign 19 COLUMNIST PROFILE and there are plenty of 11 REGIONAL NEWS NFRN The National Living RN pays a visit to Kelty members rally to help Wage forces 20 product innovations in in Fife and the pipeline Kent retailer Bintesh Amin brothers Asmat 16 NFRN DISTRICT COUNCILS to rethink his and Usman 40 PREVIEW Southern and Kent DC recruitment Saleem, whose THIS WEEK reports 20 INDUSTRY third business PROFILE is a purpose- IN MAGAZINES COMMENT & MARK CASSIE Pot Noodle built premium 41 ROUND-UP Why people ANALYSIS marketing Costcutter store still want print RN meets Menzies’ new 16 YOUR STOCK, YOUR SAY manager with big basket 42 FOR YOUR SHELVES managing director How do you promote and Monique Rossi shops in mind F1 Racing special issue “WHY TRY AND COMPETE WHEN YOU’RE ONLY GOING TO FAIL?” – THE NEW DAY EDITOR ALISON PHILLIPS ON WHY HER NEW TITLE WILL COMPLEMENT RATHER THAN CHALLENGE DIGITAL NEWS Page 28 » 4 26 February 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news

No snap NFRN launches Agenda for wholesale Northern Ireland Members of the Legislative multibuys Assembly heard of independent retailers’ struggles with decision crime, the illicit trade and the Wholesalers have said National Living Wage among they will not make “knee- other issues at the launch of the jerk reactions” regarding NFRN’s Agenda for Northern changes to their product Ireland in Stormont this month. promotions following news Those in attendance included that supermarkets will dis- Mike Nesbitt MLA, leader of the continue multibuy deals. Ulster Unionists Group, seen Retailers have called for here picking up his Agenda suppliers to provide them from NFRN chief executive Paul with more single-price Baxter (left) and NFRN national deals to take advantage of president Ralph Patel (right). the move, which will see multiples curb BOGOF offers in stores. James Hall, symbol RN survey unveils fears shops could close ‘People are happy with compromise’ says MP director at Bestway, said independents should still utilise multibuy and multi- link deals on “eat and drink now” products to demon- Just 1 in 10 councils back strate value to shoppers. However, he said Best- way Wholesale’s promotional strategy would re- plan for longer hours main unchanged, adding: “We have plans in place by Gurpreet Samrai the week they used to have to extend hours would be Meanwhile, the Sunday and, while we are flexible, a small advantage,” John made following consulta- Telegraph printed a letter will not make knee-jerk Only one out of 10 councils Hart, of Devon County tion at a local level and a from 200 MPs and council reactions.” spoke in support of the Council told RN. full council vote. leaders backing plans to de- government’s proposal to Nicholas Rushton, of Bill Esterson MP, shadow volve Sunday trading laws extend Sunday trading Leicestershire County minister for business, to local councils. hours in a survey conduct- Council, said: “I would innovation and skills, Mr Esterson added: Indy fans ed by RN. probably leave it as it is said: “Elected councillors “They seem to be trying to Instead, council leaders because it appears to be up and down the country smuggle this through the to stick and a cabinet member working well and smaller know what people in their back door and you have to from across the country retailers need extra help communities think and ask the question why? And voiced fears the plans will and protection from the they know many people are the registered members’ with print “kill small shops” and give giants of this world.” happy with the compro- interest tells you a number Readers of The Independent the multiples a further Out of the 10 councils mised position we have at of senior Conservative MPs are far more likely to be advantage. that responded, five were the moment.” have financial links to large absorbed by other print titles “If you open supermar- against the plans, four The news comes in the supermarkets and you have than go online, according to kets for longer on Sunday were undecided and one same week it was revealed to question if that’s the analysts and a publisher. I think you are going to lose was in favour. However, if small business minister reason they are trying to Rob Rattley, circulation a lot more smaller shops powers are devolved to local Anna Soubry’s partner is on do this.” manager at the Guardian, because it’s the one day of authorities the decision the board of Morrisons. l Your Issue, page 18 said: “Although our research has shown that moving newspaper brands is chal- lenging, the focus – and no doubt for retailers and Barclays’ rate loss ‘kick in the teeth’ wholesalers – will be to keep The end of a deal between clays rate since December. this could be the tipping with Barclays writing to these readers buying print.” PayPoint and Barclays ofer- Mo Razzaq, of Premier point for more stores to leave afected retailers with more Giancarlo Calvo, the ing preferred banking terms Mo’s in Blantyre, said retail- PayPoint.” details next month. analyst behind the News- to independent stores could ers under the deal were Steve Barker, owner of He said: “Regrettably, the paper Publishing report at be the “tipping point” for charged 15p per £100 banked S&J News in Rochester, de- banks, including Barclays, IbisWorld, agreed, saying more retailers to hand back through PayPoint, but this scribed the news as “another are increasingly reluctant he believes readers are likely their terminals. will now rise to 55p per £100. kick in the teeth for anyone to maintain these ofers to to switch to another print That was the opinion of He added: “Retailers are doing PayPoint”. the detriment of small busi- brand, rather than being store owners who revealed not making enough from A spokesman for PayPoint nesses, as larger retailers get loyal and reading The Inde- to RN that PayPoint has transactions and, with extra confirmed the deal is being low tarifs for cash banking.” pendent online. been withdrawing the Bar- banking charges on top, “progressively withdrawn”, l Letters, page 17 Retail Newsagent 26 February 2016 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Page on twitter 40 @RetailNewsagent for expert advice to help you grow your sales Trinity Mirror to give away two million copies of new weekday title Retailers welcome launch INM’s 3% margin The New Day’s £6m profit cuts Independent News and Media (INM) is changing opportunity for retailers the pricing structure across several of its titles, which by Chris Gamm ing a settle-down sale of younger readers, there’s a “Tell your customers will see retailers’ margins 200,000 copies a day. If ev- good chance it will bring about it, create eye- cut by around 3%. Trinity Mirror’s new ery retailer sells five copies people back to the category. catching displays and give A document sent to weekday paper The New a day to lapsed newspaper “It’s not like the i, it your 100% support,” he Dublin retailer Joe Sweeney Day presents a £6m profit readers, the new paper because I know where the said. from INM showed a break- opportunity for retailers will generate an additional price is going up to. I am Kamlesh Patel, from down of these changes, bringing back lapsed read- £6,032,000 in profit margin. totally behind it.” Londis Manor Park, added: which are due to be imple- ers to the news category. Editor Alison Phillips NFRN national presi- “Young people don’t want mented on 29 February. The title launches on told RN in an exclusive dent Ralph Patel said: “I pages and pages of news. An increase in the retail Monday and retailers will interview that the new think it will bring lapsed They want something selling price (RSP) for the give away two million free title will be optimistic, bal- readers back. People are fresher. It can’t be too Saturday edition of the Irish copies, earning 10p per anced, politically unbiased fed up with doom and serious. Independent, the Sun- copy. and won’t sensationalise gloom. Newspapers are too “Retailers giving out free day Independent and the It will then cost 25p for the previous day’s news. depressing. It’s why they copies on launch day is the Sunday World were listed, the next nine days, before Ray Monelle, from Or- don’t sell.” right way to do it, as long with margins cut from an increasing to 50p on Mon- chard News in Weston-su- Mr Patel encouraged re- as there are enough copies. average of 25% to 22.4%. day 14 March. Retailers will per-Mare, said: “It’s refresh- tailers to promote the title We need to turn them into The Monday to Friday be paid 11.6p margin from ing to have something using the free PoS material money.” edition of the Irish Inde- Tuesday onwards. totally new in the trade. available with this issue of l Alison Phillips pendent and the Herald, Trinity Mirror is target- If the editorial targets Retail Newsagent. interview, page 28 meanwhile, will keep their selling price, but retailers will receive nearly six cents less for every copy of Londis Byfords the Irish Independent sold is a fresh winner (RSP €2), four cents less for the Herald (RSP €1.20), Londis Byfords Food Hall and three cents less for the in Essex is celebrating after Herald (RSP €0.90). scooping the £1,000 top Mr Sweeney, of the prize in a Farm Fresh fruit Newscentre, said: “INM and veg display competition hasn’t even notified retailers organised for Londis retail- yet and their reasons for the ers. Store manager Stephen change are very vague.” Butfield, pictured (right) with owner Simon Byford and their winning three metre display, said: “It’s very pleasing to be Display recognised for your hard work and we’re planning to use the ban fallout money to extend the range The display ban has left 37% even further.” Other prize win- of retailers feeling more ners included Londis Hoffnant vulnerable to theft and, or and Londis Middleton, which other crime, a survey by the finished in second and third Tobacco Retailers’ Alliance place respectively. (TRA) revealed this week. It also found 49% of smokers are unaware of changes to pack sizes being introduced as part of the Tobacco No i price rise or margin cut, says Johnston Products Directive, and 24% Johnston Press has refuted to retain its position in the plans to increase the cover Richard Thomson, of RYO smokers say they will claims that it will raise the market. price of i once the deal is marketing operations and source their tobacco from i’s cover price and squeeze The publisher is in the complete,” said Johnston content sales director, said: non-UK duty paid sources retailer margins. process of acquiring the i Press head of PR Jane “We are acutely aware of when the new legislation The statement comes from ESI Media – the com- Muirhead. “The fact we’re what factors have made comes into force. in response to a warning mercial arm of the Inde- not increasing the cover this brand the success it’s The TRA this week laun- from analysts and retailers pendent, i and the Evening price means we won’t be in been to date and therefore ched a campaign calling on last week that the i must Standard – for £24m. a position to change retail understand the impor- the government to scrap the keep its price and quality “We have no immediate terms.” tance of price point.” 2% tobacco duty escalator. 6 26 February 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent BUSINESS to have your say on the latest news

Asda sees Blakemore Trade takes 5% sales time out for slump wildlife centre Asda sufered a 5.8% Staff from Blakemore slump in sales in its Trade Partners showed fourth quarter results, their support for local including Christmas, good causes with a day which was the super- of volunteering at an market’s worst quarterly outdoor education centre performance on record. in Oxfordshire. A team It marks the sixth of 64 colleagues spent consecutive quarter of de- more than 400 hours of clining sales for the group, work time at the Hill End with spending at Asda Centre, a wildlife site stores also falling 3.5% in providing outdoor learn- the 13 weeks to 1 January. ing to local schools and The news contrasts with young people. results from Tesco and Morrisons, which recorded better-than-expected sales figures over Christmas. Asda chief executive National rollout for foodservice concept Serving counters help stores stand out Andy Clarke said the company would be investing £500m in further price cuts, adding that Spar’s Daily Deli adds it was due to launch its ‘Pocket More’ ad campaign to highlight its value- for-money proposition 20% to food to go sales against its competitors. by Steven Lambert The company said the He said: “We introduced “We’re trying to move would give more of Daily Deli as part of a big drive our food to go and GoKart’s Spar retailers have re- its retailers the chance to refit of the store, and we sandwich operation, and ported increases of more introduce a branded food took on a self-service I think Daily Deli will than 20% in their food service ofering in their counter and sandwiches provide us with a clear, wholesaler to go sales after taking stores. to complement our exist- concise ofer to take to our on their symbol group’s Store owners said Spar ing food to go range. customers,” he said. brand app Daily Deli food service has since been conduct- “Since then, I would say Ian Taylor, head of retail Stock replenishment app concept. ing trial runs with other our food to go sales have at Spar, said: “Daily Deli is GoKart is widening its Daily Deli was origi- businesses across the UK grown by 23% and we’re a great way of showing our reach with the launch of nally unveiled at the Spar and is now rolling out the now looking to expand customers that they are its first wholesaler-brand- Glenwell store in Belfast scheme to its entire retail the range.” getting a fantastic quality ed app this month. last February, which estate. Julian Taylor-Green, proposition from Spar. The company has saw the installation of a Justin Taylor, who runs owner of Taylor-Greens “Ofering Daily Deli teamed up with Stoke- serving counter and new Spar Winford Ford in Spar in Hampshire, said in stores is another way based food service provid- branded sandwiches, Bristol, has been trialling he is due to start running of helping our retailers er Freshways Wholesale baguettes and fresh salads Daily Deli since Decem- Daily Deli in his store stand out from their com- Foods to design a bespoke at the business. ber. from the end of March. petitors.” app for its base of 1,200 retailers and restaurant owners. The technology will allow users to place stock Sugro offers cash for members’ reward scheme orders on the go using digital devices, while also Wholesale buying group suppliers have traditionally a major issue”. Chocolate confectionery allowing Freshways to Sugro has launched a sold direct to stores to fill A Bonus Ball promotion value sales grew 4% year on gain data to send more reward scheme that pays gaps in ranges. will run alongside Cash year, with sugar confec- targeted promotions to its retailers for buying deals “It puts cash in retailers’ Bonanza in June and July tionery up 5%, soft drinks customers. through its 94 members, pockets, which is a big in- to coincide with Euro 2016, up 13% and crisps and “We’re looking to rather than direct from centive, and drives volume giving retailers the chance snacks up 10%. provide Freshways and its suppliers. for us,” said Sugro manag- to win footballs and a Euro- Mr Jenkins said the fig- customers with a quick Available to Sugro retail ing director Philip Jenkins. pean weekend break. ures had been boosted by its and easy capture ordering club members, Cash Bo- Sugro aims to sign up The news came as Sugro new personalised market- system to benefit both nanza can earn retailers up 2,000 stores and intro- announced that sales, ex- ing for members, which he parties,” said GoKart to £160 every three weeks duce tobacco and alcohol cluding tobacco, grew 9% said is having a “stagger- founder Anx Patel. through buying products products, where “gap fill is in 2015. ing” commercial efect. Retail Newsagent 26 February 2016 » 7 THE BEST MONEY MAKING IDEAS Follow RN Pages 30-35 f on Facebook facebook.com/retailnewsagent NEWSTRADE to have your say on the latest news Saturday editions grow 1.5% month on month Daily Express Saturday price cut delivers 7% sales growth and margin loss Strong January helps offset national news sales decline by Chris Rolfe would have generated. The cut-price Star, January Monday to Friday newspaper sales The majority of national likewise, continued to grow newspapers continued year-on-year copy sales, Core Monthly Yearly Estimated Total sales *1 change change retail margin (000s) *2 sales *3 a tradition of January with its daily edition up circulation increases, 10.8%, its Saturday issue up Daily Mirror 693,323 -0.2% -11.4% £96.5 738,323 stemming annual sales 12.7% and its Sunday edition Daily Record 165,927 -1.6% -15.2% £21.9 170,886 declines for the category, up 13.4%. Daily Star 473,055 5.0% 10.8% £22.9 473,055 the latest figures from the But the title posted its The Sun 1,634,675 -1.2% -12.2% £151.7 1,688,398 Audit Bureau of Circulations first loss for the Saturday Daily Express 380,748 0.4% -10.9% £50.7 380,748 show. edition since September, Daily Mail 1,321,621 0.7% -4.3% £184.0 1,398,655 Saturday editions grew by with copy sales down 0.8% Daily Telegraph 431,856 -1.0% -1.4% £140.9 431,856 1.5% month on month, with in January compared to Financial Times 35,522 -3.9% -9.2% £19.2 56,881 sales for 10 out of 12 titles up. December. Guardian 136,501 -1.6% -7.8% £56.5 136,501 Seven Sunday editions And with just two grew sales, with overall months left before the i 210,422 2.8% -6.4% £21.0 277,136 Sunday circulation up 0.9%, Independent becomes the Independent 34,995 -2.0% -7.8% £10.9 50,351 while increases for the Star, first national newspaper Times 327,958 -0.5% -0.6% £92.5 369,837 the Daily Express, the Daily to become a digital-only TOTAL 5,846,603 0.1% -7.1% £869 6,172,627 Mail and the i contributed title, the paper posted 7.8%, to a 0.1% month-on-month 7% and 11.3% falls for its January Saturday newspaper sales increase in sales of daily daily, Sunday and Saturday titles. editions respectively. Core Monthly Yearly Estimated Total The efect of a price cut to The Times continued to sales *1 change change retail margin (000s) *2 sales *3 45p from 85p on the Daily perform strongly, posting Daily Mirror 904,278 0.9% -15.5% £174.2 949,278 Express’s Saturday edition minimal year-on-year falls from 2 January was visible, of 0.6% and 1% for its daily Daily Record 200,444 3.4% -12.0% £37.5 205,403 with copy sales up 7% and Saturday editions, Daily Star 443,421 -0.8% 12.7% £32.2 443,421 month on month. An extra while the Telegraph and the The Sun 2,131,406 3.2% -9.0% £319.3 2,185,129 33,716 copies were sold, but Daily Mail also achieved Daily Express 512,450 7.0% -3.0% £93.2 512,450 retailers’ margin stood at some of the smallest Daily Mail 2,126,448 -1.2% -4.7% £409.6 2,203,482 £49,000 compared to the declines for daily editions in Daily Telegraph 608,448 1.3% -7.3% £292.1 608,448 £93,200 an 85p cover price January. Financial Times 73,267 3.0% -7.4% £58.0 94,626 Guardian 302,469 2.2% -7.0% £187.8 302,469 *4 i 178,752 0.6% -6.2% £22.3 245,466 Independent 62,492 6.8% -11.3% £26.5 77,848 Frontline targets 1,000 Times 477,337 1.2% -1.0% £168.3 519,216 retailers for Newspro+ TOTAL 8,021,212 1.5% -6.7% £1,821 8,347,236 Distributor Frontline is new retailers with PoS this targeting 1,000 retailers year, we’re working with January Sunday newspaper sales this year with PoS last year’s 160 retailers to material and bespoke help them develop bespoke Core Monthly Yearly Estimated Total sales *1 change change retail margin (000s) *2 sales *3 ranges for magazines as ranges best-suited to their part of its partnership area.” Sunday Mail 191,355 -1.2% -12.6% £64.3 195,165 with the NFRN’s Newspro+ Mr Sadler explained a Sunday Mirror 683,980 1.1% -16.1% £186.7 728,980 initiative. system is being used that People 265,466 -1.2% -17.9% £72.5 267,216 The move follows its analyses retailers’ sales Daily Star Sun. 297,074 0.7% 13.4% £32.8 297,074 success with an initial 160 data and sales data from The Sun 1,415,572 1.2% -9.5% £297.3 1,470,845 Newspro+ retailers last their surrounding area to Sunday Express 363,727 3.8% -6.4% £108.0 363,727 year – selected for their determine which titles Sunday Post 162,841 -1.3% -12.9% £53.7 162,841 strong sales performance provide the best sales Mail on Sunday 1,267,450 0.6% -5.2% £425.9 1,334,110 – who experienced an opportunities. Ind. on Sunday 41,946 -2.2% -7.0% £23.1 91,484 average sales uplift of 3% “The system can also Observer 183,210 -0.2% -7.6% £132.8 183,210 in magazines as a result. pick up customers’ buying Sun. Telegraph 347,276 1.0% -7.1% £158.0 347,276 In an interview with habits – for example Heat Sunday Times 714,029 1.2% -6.1% £374.9 746,876 RN, Paul Sadler, head of customers often buy retail sales development CBeebies as well – that TOTAL 5,933,926 0.9% -8.4% £1,930 6,188,804 at Frontline, said: “As well will help us create bespoke *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 as targeting hundreds of ranges for these retailers.” margin statistics printed in RN; *3 Total sales includes bulk sales; *4 Reflects inclusion of i compared to 2013 figure; Source: ABC 8 26 February 2016 Retail Newsagent Do you want to see your views in RN? email [email protected] NEWS PRODUCTS tel 020 7689 0600 Fingers in Plenty to sing and dance about in fun commercials ‘It’s a very exciting year ahead’ double- digit sales drive TV ads herald start of £15m Burton’s Biscuits said it will target small and large households with new pack Crackin’ Jacob’s campaign sizes for its Cadbury Fingers bySteven Lambert next month. The firm is introducing United Biscuits (UB) has a 52g ‘treat’ pack containing unveiled more details of 10 Cadbury Fingers (RRP the £15m investment being 89p) along with a 228g used to relaunch its Jacob’s sharing pack (£2.49). savoury snacks. Both formats will The manufacturer said feature new designs and the spend will fund its messages to promote them new ‘Crackin’ marketing to their respective target campaign, which kicked of audiences. this week with the launch David Costello, head of TV ads. of category and shopper The 30-second ads feature management at Burton’s, groups of performers danc- said: “With the addition of ing and singing with Jacob’s these new packs to the Cad- brands, with the first being Jacob’s and United Biscuits. activity running on digital has also added Go Ahead bury Fingers range, we are used to promote Jacob’s We can’t wait to build on our sites featuring the hashtag Pud Bakes and Cookie Bites, recognising the changing Cream Crackers until 20 previous years of growth #Crackin. which are also being backed needs of consumers and, in March. A second ad backing and deliver more to consum- It falls in the same month with multimedia cam- turn, helping retailers drive Jacob’s Mini Cheddars will ers with our new Crackin’ as UB announced major paigns (RN 12 February). incremental profits.” air from next Thursday, campaign.” plans for its other two mas- UB also launched its latest The new packs will be while a third ad supporting At the same time, UB terbrands, McVitie’s and Go McVitie’s Chocolate Diges- supported under a £2m Jacob’s Cracker Crisps will will launch its ‘biggest ever’ Ahead. tives campaign this week, marketing investment launch in April. multimedia campaign for The company has ex- which includes TV ads and for Cadbury Fingers this Ted Linehan, marketing Jacob’s which will see the tended its McVitie’s range a new ‘iKitten’ digital app year. director at UB, said: “It’s a brand get its first dedicated with the launch of Digestive based on its ‘Sweeet’ brand very exciting year ahead for Facebook page, along with Nibbles sharing bags, and message. Wine lovers can neck Ritz Crisp & Thin seeks to widen its appeal New pack sizes and price- launch of a 30g impulse bag mance for Crisp & Thin fol- million units of our sharing £849 prize marked packs are being for its Sweet Chilli flavour lowing its launch last May, bag format, so we believe Brancott Estate is giving introduced to Ritz Crisp & this month. claiming the brand is now launching an on-the-go for- shoppers the chance to win Thin potato snacks as part It will also launch a worth £12m in retail sales. mat along with promotional a premium wine cabinet of plans by brand owner number of promotional 59p Sandra Ferreira, senior pricemarked packs and worth £849 in its latest on- Mondelez to grow sales of pricemarked bags, which brand manager at Mon- media investment will help pack competition. the range. will run across all variants delez, said: “Sweet chilli as a retailers drive further sales.” The brand has launched The manufacturer said in its 30g range. flavour segment is growing Mondelez will support a neck collar promotion it will widen the appeal Mondelez said the update 11% in the category year- the new packs with a TV this month, which will of Crisp & Thin with the will build on a strong perfor- on-year and we’ve sold two campaign from 14 March. give away 40 Liebherr wine cabinets worth £849 each along with cases of Brancott Estate wine. Marvellous Creations announces new ice cream The initiative, which R&R Ice Cream said it will Rocky Mallow Road flavour, has delivered £6m in retail R&R will support Marvel- forms part of Brancott build on positive sales of its which will join exist- sales since its launch last lous Creations ice cream Estate’s 40th anniversary Cadbury Marvellous Cre- ing Marvellous Creations year, adding that it has with a £1m marketing plans, launches at the end of ations ice cream with a new flavours in a 500ml tub (RRP contributed 83% incremen- campaign and a Marvellous the month and will run for addition to the range. £3.99). tal growth to the ‘super Roadshow ofering samples four months. The firm has unveiled R&R claimed the brand premium’ ice cream sector. to shoppers around the UK. Hot products for your shopping list

Cadbury Fingers are Ritz Crisp & Thin potato Brancott Estate is giving to receive a £2m snacks will come in new away 40 wine cabinets marketing investment pack sizes and pricemarks worth £849 each Retail-front-cover.indd 1 NEWS

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the CONVENIENCE Launch of the UK’s brand new MARKETING PACK INSIDE

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national newspaper national PROFIT Page 28 EXCLUSIVE INTERVIEW Alison Phillips RN meets editor NEW DAY INSIDE THE

www.betterretailing.com Shoppers fill baskets from

Profit from satisfaction from Profit my 15 metres of fresh

26.02.2016 ● Page 26

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10 26 February 2016 Retail Newsagent Do you want to see your views in RN? email [email protected] NEWS PRODUCTS tel 020 7689 0600 Malibu adds Alf signs Fresh deal strawberry Fresh to Store has signed a deal with and kiwi family-run butchers Pernod Ricard is gearing Alf Turner to sup- up for summer by expand- ply two new pastry ing its Malibu pre-mixed products through its can range with a new Kerryfresh chilled strawberry and kiwi delivery service. flavour. Both products – The new variant, which Dragon’s Premium replaces Malibu Mango, Chilli Sausage Roll launches this month and and Dragon’s Pre- will sit alongside existing mium Chilli Pork Pie Malibu pre-mixed flavours – have been made including Cola, Diet Cola using hot chilli sauce and Pineapple. to target shoppers It will be available in a looking for spicier 250ml can with an RRP of flavours. £1.98. Joanna Alexander, marketing manager at Pernod Ricard, said: “We’re New snacks opportunities for retailers says PepsiCo Market Deli range gets TV push confident that our latest addition will drive incremental purchases among both loyalists and those new to Indies join Walkers Crispy the brand and range.” The news comes weeks after Pernod Ricard announced the launch of and Melty sales success Malibu Pineapple in 70cl bottles after seeing double- by Steven Lambert Crispy Cracker flavours, will help drive growth in dishes when they buy digit growth for its pre- Cheddar Cheese and Salt savoury snacks.” Market Deli potato and pita mixed cans. PepsiCo claims it will “open & Vinegar, and two Melty PepsiCo will back the chip sharing bags from this up new sales opportuni- Cracker flavours, Sour range with TV ads launch- month through to 31 May. ties” for retailers with two Cream & Onion and Sweet ing later this year. Promotional packs will products being launched Chilli. All four products In addition, the firm is feature tokens that can be Krombacher under its Walkers range this come in 130g bags with an teaming up with lifestyle used to redeem the gifts 2.5% Radler month. RRP of £1.49. brand Emma Bridgewater online. German beer brand The firm is bringing its Thomas Barkholt, mar- to launch a new on-pack Mr Barkholt said: “We are Krombacher is targeting Walkers Crispy and Melty keting director at Walkers, promotion on its premium confident that this partner- moderate drinkers with the Crackers to the convenience said: “Walkers Crackers Walkers Market Deli range. ship will be a huge success launch of its low-alcohol sector following the launch open up a new sales op- Shoppers will have the and will build upon the pre- Krombacher Radler in the of the product in supermar- portunity for retailers to chance to claim limited mium credentials of Market UK this month. kets in November. introduce snack crackers edition Emma Bridgewater Deli and drive incremental The 2.5% ABV product The range consists of two to a wider audience, which serving bowls and dipping sales for retailers.” contains one half Krom- bacher Pils and one half lemonade and comes in 33cl bottles. Levi adds carnival of flavours to drinks range Sales and marketing Dragons’ Den star Levi in a 500ml ready-to-drink She added: “With this Levi Roots Carnival Flava director Stephan Kofler Roots is expanding his bottle, which will be avail- summer’s Olympics in will be supported with trade said: “Krombacher has seen range of soft drinks with able pricemarked at £1. Brazil consumers will promotions and sampling double-digit growth over the launch of Carnival Flava Tracy Bradley, brand be looking for tastes that activity in wholesale depots, the last three years so it is this month. manager for Levi Roots Soft remind them of sunshine while retailers will also important that we keep the The new variant, which Drinks, claimed sales of and tropical holidays, so this be able to pick up PoS kits. momentum going and we replaces Tropical Punch, tropical flavoured carbon- is the perfect time for retail- A multimedia marketing believe our Radler brand features a combination of ated drinks are currently ers to stock up on exotic campaign will also promote can help us do that.” peach and papaya flavours up 3%. flavoured drinks.” the brand. Hot products for your shopping list

Walkers Market Deli Levi Roots Carnival Flava Malibu is adding a packs feature an Emma will include peach and strawberry and kiwi Bridgewater bowl offer papaya flavours flavour variant Retail Newsagent 26 February 2016 11 Follow RN f on Facebook facebook.com/retailnewsagent REGIONAL to have your say on the latest news

Sunday trading Horrific objection voiced attack Retailer Mark Dudden (cen- Retailer Mohammad Jawad tre) met key Welsh Assembly was left with fractured members to outline his cheekbones and nose objections to Sunday trading after a horrific attack at his reforms in his Cardiff store. Glasgow shop. He described the response He recalled the incident from minister Leighton An- at his Lifestyle Express drews and his local AM Jenny store as the Scottish Grocers Rathbone as positive and Federation unveiled its added it showed the need for new Minimum Standards NFRN members to keep in Charter. close contact with their local The document, put representatives. “I was able together with the help of to raise my concerns about Scottish Business Resilience Sunday trading and talk Centre and the endorsement about rate relief too,” said of police north of the border, Mr Dudden. lays out what staf, management and others should do to help prevent crime in stores and ways to deal with NFRN members rally to support Kent shopkeeper ‘We were just about getting back on our feet’ incidents. Mr Jawad said “It was a random guy who attacked me for no reason. It was a really bad experience.” Thieves pile on misery as Mr Jawad hopes his story will show that retail crime is far more serious than mere shoplifting. “I’d never ‘sinkhole’ retailer is hit called the police before, but I don’t feel secure or safe at all by Tim Murray with other shops in the bus- Police believe that the attack, but is in such a any more,” said Mr Jawad, tling local shopping centre, fact no other people were state of shock he has still to who lost two teeth in the A retailer has sufered a fur- as well as nearby residents around would have aided decide his next move. His incident. ther blow to add to his year when the sinkhole ap- the thieves, who helped situation was made all the from hell after thieves broke peared early in 2015. themselves to tobacco, con- worse after insurers refused into his store weeks after he All water, power, gas fectionery and other stock to continue his policy fol- RN READER POLL returned to the unit. and drainage was turned during the raid overnight lowing the break-in to the Jeet Chopra has endured of as authorities worked on Saturday 13 February. Portakabin. a nightmare scenario ever to resolve the problem. Mr “It was more than a His ordeal was raised Buy one, get since a sinkhole appeared Chopra initially traded from shock,” said Mr Chopra. “I at a Kent district council one free 18% near his store, The Paper his car, then a Portakabin, can’t think straight, I can’t meeting, with fellow North Other Shop, in Northfleet, Kent. which was broken into later sleep. It’s been one thing West Kent delegate Ron multibuys Burglars raided his in 2015. after another. It used to be Rushbrook highlighting 27% store earlier this month, He finally moved back a vibrant area here, but not the nightmare scenario and Single-price efectively cleaning out the into The Paper Shop towards any more. We were just the district pledging to ofer offers premises and stealing all the end of the year, al- about getting back on our him their support. 55% his stock. though further subsidence feet.” Mr Chopra praised the Mr Chopra was originally means other residents and Mr Chopra has contin- NFRN and members for Which promo- forced to evacuate along retailers have yet to return. ued his rounds since the their support. tions are most effective in your store? Vigilance urged following crime spate NEXT WEEK’S QUESTION Retailers are being urged to cially worrying, as many week’s takings. shaken after two masked Do you think you can bring be on the lookout for raiders, insurers will not pay out on Six raiders attempted a men armed with a knife five lapsed readers back particularly distraction claims. similar ruse at Dransfield and baseball bat threatened to the news category with robbers, after a spate of The first occurred at News in Featherstone, them before making of the Trinity Mirror’s The New Day? incidents. Ralah’s in Castleford, where although they were unsuc- store’s EPoS till just days There have been a series six people entered the store, cessful in their attempts. after a similar incident at Have your of attacks on indepen- four distracted owner Police are now seeking the Park Stores in Featherstone, dent retailers around the Mr Ralah and two sneaked gang, believed to be from where thieves fled with vote now Wakefield and wider West into the upstairs of the Eastern Europe. £150 in cash and 300 ciga- Go to betterretailing. Yorkshire areas, with the premises and made of with In Wakefield, at Cherry rettes. Two men were later com/retail-newsagent distraction robberies espe- a safe which contained his Tree Stores, staf were left arrested. 12 26 February 2016 Retail Newsagent

REGIONAL Nine out of 10 councils to raise fees Anger at proposals Parking hikes to

Official snack partner impact on indies of the UEFA by Gurpreet Samrai exorbitant cost of parking is driving Champions customers away from small shops Nine out of 10 councils have threat- and the high street. League ened to hike up parking charges “Our 2016 Agenda warned that to fill a black hole in their finances to park centrally in town centres, “depriving independent retailers of members of the public can expect to much-needed business”. pay the best part of £10 if they want A survey by the Local Govern- to stay for a few hours. This cost ment Information Unit found that is substantial and drives custom- as councils finalise their 2016/17 ers to out-of-town shopping parks budgets, 90% said they will have to or supermarkets where parking is increase charging for services such free. Worst still, it forces customers as parking, planning applications online, destroying our retail hubs and waste collection due to govern- altogether.” ment cuts. The think tank also found that The NFRN has hit out at local au- councils do not believe the £700m thorities, and called for the govern- they rake in from parking fees is ment and local authorities to work enough. together to provide more competi- The survey received 156 responses tively-priced parking and to involve from 132 councils in England. local businesses in the development Jonathan Carr-West, chief execu- of new schemes that will promote tive of LGiU, said: “Local government the high street. finance is a mess. Our research Paul Baxter, NFRN chief execu- shows that right now councils are tive, said: “Only a week ago we were cobbling together their finances by telling MPs at our parliamentary using reserves and increasing charg- reception in Westminster that the ing wherever they can.” Awards for delivery stars

Scottish newspaper The Press and ceremony in April. Journal has launched its ﬁrst home David Robertson , of JP Pozzi in delivery awards to recognise the Buckie, welcomed the awards and hard work and dedication of news said he will be nominating at least Visit www.countsformore.co.uk deliverers in the north and north two of his 42 deliverers. east of the country. “They deliver papers in all weather for information on how to maximise your Its readers are being asked to every day except Christmas so all snacking sales and earn rewards for nominate deliverers who always go deserve recognition,” he said. “I also the extra mile or provide a reliable have boys who have gone above your store service across four categories – most and beyond and have noticed things voted male, most voted female, above and acted on them, including one and beyond and most dedicated. boy who saw a lady in distress and Finalists from each category stayed with her until I could get help will be invited to a glitzy award there.” Retail Newsagent 26 February 2016 13 HND HEROES Follow RN In association with f on Facebook facebook.com/retailnewsagent to have your say on the latest news

Q&A Jon Powell @thenewsagent, Newport, South Wales

WHY DID YOU START OFFERING HND? 1

We started HND after going to the NFRN conference in June 2015, and watching presentations on the NFRN’s Store2Door and from Greg Deacon from News UK. I had already noticed a trend of customers telling me their local shop had stopped delivering. My brother was available to help after finishing his last job and it seemed like an ideal time to try moving into home delivery in a big way. Dinner guests hear call for action on retail crime HOW SUCCESSFUL HAS Raising retail crime up the political agenda is a major aim for the NFRN in 2016, London president De- OFFERING HND BEEN? 2 vendra Patel (seventh from left) told guests at the district’s annual dinner and dance on Sunday. More than 360 retailers and suppliers attended the event, held at the Guoman Tower Bridge hotel. We got our first customer in July and “London always puts on a tremendous show and we’re delighted to get this level of support,” said Lon- have been growing steadily since. We signed up our 90th customer today, who will start don member and NFRN national president Ralph Patel. receiving deliveries from Monday. WHAT DID YOU DO TO START YOUR HND BUSINESS? Transport for London planning network upgrades Fed acting as go-between 3 We started of by delivering a couple of hundred leaflets to local homes and businesses and putting big signs in our city centre shop window, as well as using social media to NFRN in top-level talks advertise. We are investigating negotiating with other retailers in the area who are looking to give up HND for whatever reason, and we are taking over 300 houses in April. We’ve also just to avoid station chaos started talking to another retailer nearby about taking over his two rounds. by Tim Murray ing at half a dozen of them, as Road, Euston and beyond. more complex modernisation Mrs McCloskey added: “TFL WHAT ADVICE DO YOU The NFRN is working closely and refurbishment operations has been very good to work HAVE FOR OTHER with London transport chiefs are carried out at many of the with in terms of working with RETAILERS THINKING 4 to help retailers in and around others. the retailers reviewing their ABOUT STARTING HND? underground stations across “We’re working with TfL contracts. It has also been From my experience of being new to HND, I the capital as Transport for and we’re working with the communicating efectively would urge people to take advantage of all the London (TfL) embarks on a retailers,” said NFRN head of with retailers afected by the information and advice on ofer from colleagues major series of upgrades across operations Margaret Mc- changes and is addressing in the NFRN, Greg Deacon and the News UK its network. Closkey. “It’s a long process, their concerns. team, who ofer advice on digital platforms. We The federation is acting as with retailers investing in the “Hopefully some of the re- have received advice and practical support from a go-between in talks with properties. Refurbishments tailers that were decanted due Guy at Jackie’s News in Kent too. retailers and TfL and is further are being done in line with TfL to the new layout plans within WHAT ARE THE MAIN THINGS involved as work is carried out refurbishing the underground the underground will be able to YOU’VE LEARNED ABOUT at the stations. and stations, which in itself is obtain a new unit which works RUNNING AN HND SERVICE? 5 It takes in some 14 stores a six year project.” for their business development at the moment, with the The stations are located needs. We’ve been discussing It became obvious quickly that people expect NFRN being involved in more across the network, from planograms with TfL and re- their paper to be delivered early, dry, with all straightforward merchandis- Liverpool Street to Edgware tailers and it’s working well.” their supplements included, so be prepared to get up and start early. Keeping on top of ordering has also been essential and will become even more important as we expand. We have also found keeping accurate records ATM raid store set to re-open is essential as people prefer to pay at diferent A post ofce which was left structurally damaged after a branch, run by Musa times and by many diferent methods and it with a hole in the wall after homemade explosive device Patel and Fayaz Patel, will be would be easy to lose track of things. That said, thieves targeted its ATM dur- was used to target the ATM, open almost 60 hours a week, it looks like this new direction for my business will become very profitable relatively quickly. ing a raid is set to reopen on which was ripped from the with two open-plan coun- GET YOUR CUSTOMER TO SIGN UP AT: CALL FOR MORE INFO: 25 April. building in the blast. ters ofering the Post Ofce DELIVERMYSUN.CO.UK 0207 689 3358 Bradshaw Post Ofce was The newly-refurbished service. 14 26 February 2016 Retail Newsagent YOUR NFRN DISTRICT COUNCIL REPORT REGION SOUTHERN 08.02.2016 Tim Murray reports from the NFRN Southern district council meeting

Moves to bring proved – but there’s still Paying for Camelot’s some way to go.” helpline, he added, was branches closer costing money because The NFRN’s Southern Suppliers ‘need he often had to call to district has agreed to set sort out the poor signal up a working committee more awareness’ in his store. with neighbouring dis- Ralph Patel trict Kent to investigate a assured Local awards closer union between the delegates two districts. that the on the agenda The move comes as NFRN was Plans for local awards NFRN districts have been working to Pradip for the south of England asked to discuss propos- increase supp- Amin are progressing, council als for a new structure liers’ awareness of prob- was told. for the federation. lems faced by retailers. The awards are due to The Kent district will The pledge came as take place at Reading’s now be asked to review members reported issues Crown Plaza Hotel on 6 and consider the pro- The Southern district has criticised with suppliers such as May, and nomination posal, and Portsmouth Camelot’s footfall claims Camelot, the Mail and forms are now going out member Nigel Swan wholesalers. to retailers. proposed that delegates district council meeting. Portsmouth member Meanwhile, the should visit a He said: “Engaging Pradip Amin expressed president’s next dinner south eastern with MPs is one of the his concerns over cuts to and visit to the region region to ways we can deal with retailers’ terms by pub- is moving forward to 24 examine all the most serious prob- lishers and Camelot. and 25 July. options. lems facing members, “We need profits to Referring to Ralph such as crime.” Engaging survive too,” he said. Recruitment the recent Patel Mr Patel told delegates Southern district merger of the Devon he was encouraging the with MPs is president Bhavesh drive in action & Cornwall and Western NFRN’s national council one of the Patel criticised Camelot’s The Southern district districts, visiting nation- to improve communica- claims that its is progressing plans al president Ralph Patel tion with districts and ways we can terminals to hold a recruitment said this type of move branches to ensure key deal with the help attract drive among retailers would be the next step messages such as this footfall and on Hayling Island, near in looking at the NFRN’s were getting through. most serious increased Portsmouth. structure. Nigel Swan backed Mr spend for Bhavesh As part of this, there Outlining his vision Patel. He said: “Our com- problems retailers. Patel will be a social event for the organisation, Mr munications have never Ralph Patel He said: “They don’t in March outlining the Patel said he wanted to been better. NFRN national president spend any extra, they benefits of the organisa- improve the benefits “They’re vastly im- just buy lottery tickets.” tion to retailers available to members and restaura- from elements such as Your say teurs in the the NFRN’s commercial area. The arm and Shoplink. district has He said: “The more With new tobacco legislation on the horizon, what advice would contacted Nigel we purchase, the better you like from manufacturers to help you prepare? a number of Swan discounts we get.” suppliers which The manufac- We should Up until now it hopes will support the turers should have more manufacturers event. Nigel Swan, who Members urged help everyone contact with have been look- is organising the event, know what the to talk with MPs manufacturers. ing after them- said: “We’re trying to rules are, that there is a year NFRN members need to They should be meeting selves. But a law change is think outside the box to sell the existing stock and engage with their local retailers face-to-face to coming, they’re starting to now we have a non-news what their plans are for the MPs to highlight the help them explain what is come out and see us again. membership category. sell through. As a smoker, problems facing indepen- going to happen and what The onus should be on them “Benefits such as the I can’t see it working – the dent retailers. they’re doing. It’s better to help us through to ensure NFRN’s banking and more cigarettes you give me, That was one of the than just getting an email or retail doesn’t lose out. credit card deals can the more I’m going to smoke. main messages from something in the post. make savings for other Ralph Patel, who took Colin Fletcher Nigel Swan Pradip Amin retailers too. part in a question and Andersons, Chandlers Ford, Clapps News Birds Newsmarket “It will be a trial, but answer session with Hampshire Hayling Island, Hampshire Portsmouth, Hampshire if it works, we can roll delegates at the Southern it out.” Retail Newsagent 26 February 2016 15 YOUR NFRN DISTRICT COUNCIL REPORT REGION KENT 15.02.2016 Tim Murray reports from the NFRN Kent district council meeting

on wholesalers to match Harry’s tobacco the decline by bringing sign language down carriage charges. “This is disgraceful,” North West Kent mem- said North West Kent ber Harry Goraya has member Ron Rushbrook. found a novel way of “Every time carriage getting his customers charges have gone up, ready for the forthcom- they have always quoted ing changes in tobacco the cost of fuel going legislation. up. We should be He told retailers at making a lot of the Kent district council noise about meeting last this.” week how he Kent DC members were told that MPs need to Tunbridge had put up a be kept informed on retail crime’s impact Wells mem- simple sign ber Teskey Naresh asking them agenda launch in parlia- eforts to push consum- O’Neil agreed, Purohit Harry if they were ment, Harry Goraya said: ers through online saying: “This Goraya ready for the “It’s important that in- channels. has been going on for forthcoming dividual members have Harry Goraya said: years. This is our best Tobacco Products Direc- some kind of contact “We’re told to ‘put this opportunity to get these tive. with their MP just to up, put that up’. But we carriage charges sorted “‘TPD2. Are you ready?’ raise awareness – some should look at some of out.” That’s all it says,” he said. MPs didn’t think it was a the things we’re sent be- “Customers are asking ‘is big issue, we need to keep There seems fore we implement them. ‘No penalty’ for that a film, a sequel?’. I highlighting it.” to be a great If I feel it’s detrimental to consolidation reply ‘if you’re a smoker, New district president our trade, I don’t bother did you know what’s hap- Christine Southern drive for putting it up.” Kent was one of the first pening?’ For customer added: “Some MPs think Hitesh Pandya con- districts to move towards retention it’s important retail crime is just shop- everything curred: “There seems to changing its structure, to tell them what’s going lifting. We need to make be a great drive for every- having amalgamated on.” them realise it’s far more online thing online, it’s driving its branches and mov- Ramsgate retailer serious than that.” Hitesh Pandya customers and footfall ing from 13 to five. But Hitesh Pandya called online.” the district has now for more to be Online pressures Retailer, Ramsgate asked the NFRN if it can done to give hitting footfall Best chance to maintain its representa- retailers in- cut carriage fees tion at national council formation to Camelot came under fire as the newer streamlined help explain for what some district With petrol prices still branches settle in. Hitesh the changes councillors believe are its falling, retailers called Charles Peagram said: Pandya to customers. “It’s a very important “We should Your say year in reorganising the have generic marketing. structure, our delegates It helps customers know to national council about this and it’s one of What efect has Cosmopolitan’s price cut to £1 had on your sales? should not be reduced the areas we could all do due to our district’s prog- with a bit of help with,” It’s not sold Sales of Cos- Sales of Cos- ress in consolidating.” he said. any better, mopolitan mopolitan Discussing potential but it was have gone haven’t gone changes to the NFRN Lobby your MP never a up, but just up and we’ve structure, Harry Goraya on retail crime really huge seller for us by one copy a month. lost some margin. We added: “We all under- anyway because we get The whole magazine sell more kids’ maga- stand we need to change. District council mem- a lot of older customers. side of the business is zines anyway. It helps But we need to ask bers were reminded to In general, the maga- quite slow and sales are we’ve got three schools ourselves are we ready keep in contact with zine side is going up. It’s going down across the around us, so we keep for change? It’s not just local MPs in a bid to not one particular area, board. But they always up with those. TV changing the structure, highlight the problem of but magazines seem to do in January and magazines do well for it’s changing the way we retail crime. be doing well. February. the older audience too. work, changing the way In his report on this Charles Carmichael Bob Patel Rajan Patel we communicate and month’s national council Rocheforts, Folkestone Dunwells, Ramsgate Nisa Local, Dartford changing the way we do meeting and NFRN things.” 16 26 February 2016 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY How do you promote and advertise your store? Vic Grewal Simply Fresh Thames Ditton

RETAIL NEWSAGENT Surrey NEWS ● CONVENIENCE ● PROFIT To promote my products, I use 11 Angel Gate, City Road, London EC1V 2SD a radio system from a company Tel 020 7689 0600 named AudioPilot. email [email protected] This delivers personalised Annual Subscription advertising that can announce UK 1 year £144 Europe £289 2 years £227 Rest of world £339 product and store news in 3 years £319 between songs, but can also in- Vic Grewal uses a radio system To subscribe contact 01737 457236 terrupt songs for time-sensitive to tell his shoppers about deals announcements. Editor Director of Sales The advertisements are while they are in his Surrey store Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 timed to suit specific time-of- Associate Editor Account Managers day needs, for example lunch- have direct access to the public Premier League and airs on na- Chris Rolfe Liz Dale time trafc. This system helps so people are employed to hand tional television on ITV. 020 7689 3362 020 7689 3363 deliver messages efciently to out flyers around our shop, which Alongside this, we advertise News Editor Will Hoad customers while they shop and helps grow people’s awareness of various product promotions, Gurpreet Samrai 020 7689 3370 make them aware of products our availability and range. discounts and launches on social 020 7689 3386 News body Dwain Nicely and deals that are available for When appropriate exhibitions media, particularly Facebook, and Reporters 020 7689 3372 Steven Lambert Letters name, them to buy. come up, such as the Harrogate post up lots of photos of our store lettersSales addressExecutive 020 7689 3357 (classified) car show, we will do the same and products to grab customers’ Nadia Alexandrou Aiden Gilbert Adrian Rodda as we can reach a wide range of attention. We also deliver leaflets 020 7689 3350 020 7689 3366 AR News customers. door-to-door. Features Editor Audience Harrogate Development Inside our shop, we give Tom Gockelen-Kozlowski Yorkshire customers personal recommen- 020 7689 3361 Executive Ranjit Singh Chris Chandler I send out leaflets in a variety Parans Minimarket dations and suggestions while Head of Production 020 7689 3382 Rothwell Darren Rackham of ways, for example on paper- they shop as well as handing out 020 7689 3373 Marketing Manager rounds. As our shop is situated Leeds leaflets notifying them of promo- Tom Mulready Designer 020 7689 3352 in a pedestrian precinct, we Our shop is advertised with the tions and deals. Emma Langschied 020 7689 3380 Marketing Assistant Tom Thorn YourProduction stock 020 7689 3384 coordinator Rebecca Woolcott Managing Director YOUR STOCK What have you done recently to 020 7689 3368 Nick Shanagher 07966 530 001 grow sales of world foods in your store?

Mehmet Guzel However, I do stock a small Email fi[email protected] Simply Fresh range of Polish foods that I get If you do not receive your copy of RN Bethnal Green from Parfetts cash and carry, please contact Chris Chandler on 020 7689 3382 or London including Polish sausages and email [email protected] Customers often ask for special sauces. Printed by Southernprint, Poole, items which I find from small I also sell around-the-world on 80gsm Galerie Fine Gloss paper Distributor Seymour Distribution, suppliers weekly. If the item is ready meals from Nisa’s Heritage 2 East Poultry Avenue, London, EC1A 9PT unavailable I will search for local brand such as lasagnas and cur- Audit Bureau of Circulations suppliers. ries. That said, traditional British July 2014 to June 2015 average net I stock both fresh and long- food such as lamb hot pots sell circulation per issue 14,539 shelf international sauces, as well really well in my store. Winner of the 2009 ACE gold award for as Asian spices and ingredients. circulation excellence by a smaller magazine We also have a large deli section Kamran Hafeez that stocks European cheeses, Best-one salamis and hams. Cowley Oxfordshire Retail Newsagent is published by Newtrade Publishing Limited, which This appeals to our customers is wholly owned by NFRN Holdings Ltd, which is wholly owned by the and we stock small amounts to I have a lot of customers from dif- Benefits Fund of the National Federation of Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, save money, as we do not have a ferent backgrounds so world foods comments and reviews included are not necessarily those of the huge market for world foods. sell fast in my store. Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from I get most of these foods from Retail Newsagent may only be undertaken with the prior written agreement of the Editor. Amardeep Sandhu TRS cash and carry in London, Contributions are welcomed and are included in Go Local Extra which is a member of Landmark part or whole at the sole discretion of the Editor. North Wingfield Wholesale, and specialises in Newtrade Publishing accepts no responsibility Chesterfield for submitted material. Every possible care is ethnic food. to eat meals containing chili fava taken to ensure the accuracy of information. There is a limited demand in my My more popular brands in- beans, and Grace Foods, particu- area for international cuisine, so I clude California Gardens, specifi- larly Cock Flavoured Soup, which For trade use only mainly stock British food. cally its canned beans and ready is a traditional Jamaican soup. Retail Newsagent 26 February 2016 17

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

@RetailNewsagent RETAIL NEWSAGENT for reasons of clarity or of length PayPoint keeps quiet on rate loss I have just been told that at the end of December, Barclays withdrew its special banking rate for PayPoint customers. It used to be a really good rate if you were a PayPoint user doing under £1m a year. It was sensational and PayPoint used to go on about what a great rate it was. However, now it has no deal for a preferential rate, but no one has said anything about it. I only found out about it when I was speaking to my bank manager at Barclays. This is another kick in the teeth for anyone doing PayPoint. Steve Barker S & J News, Rochester A PayPoint statement said: “Regrettably, the banks, including Barclays, are increasingly reluctant to maintain these ofers to the detriment of small businesses, as larger retailers get very low tarifs for cash banking. PayPoint has made representations and asked for retail terms to be protected, but these have fallen on deaf ears. “Barclays will be writing to NO MILITARY PRECISION AT SMITHS retailers who are currently on the I read the letter about Mrs Patel can’t it make the process quicker? time that it hasn’t come in or we deal next month with further details. not receiving enough partworks If I can order them online and get didn’t receive enough copies. At Barclays advise us that some retailers for her customers. We have also them a couple of days later, it can some point they will probably just will benefit from new terms but had the same problem and had surely do the same? cancel the order and we will lose regrettably for others the scheme will to order them online from the We are now missing one copy their custom. publisher. We have four customers of no. 48, three copies of no. 49, Richard Langmaid, be progressively withdrawn. Retailers Langmaids News, Exeter who wish to discuss these changes who collect Military Watches, but three copies of no. 51, two copies of A Smiths News spokesman said: should call Barclays directly on 0345 Smiths keep sending us just one or no. 52 and three copies of no. 53 of 605 2345.” two every time. We phone up and Military Watches. It’s just embar- “We will contact Mr Langmaid directly it just says they are on order. Why rassing to tell the customer every to discuss and resolve the issue.” Help needed magazines were not even poly- these testing times to deliver the lowing week, I phoned and was told bagged this time. product satisfactorily and could do I’m not on the list. to find lost I know other retailers who had with all the help that we can get. I have registered again, but we the same problem and the angry Kamal Thaker weren’t told that our registration Stop Shop News, Edgware phone calls continued on Sunday. had finished. Monet prints It is all fine and dandy to shout Mail Newspapers did not respond I’m also waiting on a call back The Mail on Saturday on 20 Febru- about free giveaways, but we bear to RN’s request for a response to regarding partworks. I’m miss- ary, under its masthead had a big the brunt of their ire if the promises this letter. ing some from six months ago. splash stating: “Free Monet Print are not met and it makes us look I phoned and asked to speak to inside your Mail Magazine today” unprofessional and foolish. a manager at the beginning of and similar on the front page of the I tweeted my wrath on News- Menzies January and am still waiting. One day’s Weekend Magazine. Complaints and also complained customer has gone to another shop. But inside the magazine nothing! to the NFRN helpline. Due to the dismisses She’s missing 21 diferent parts of I had a lot of grief from my irate helpline’s intervention, I got a call Art of Crochet, which I’ve now had customers shouting down the from Smith News on Monday and it TPI problems to cancel. Another customer is ask- phone about the missing Monet has promised to send me some cop- On reading the letters page in this ing for his money back for all parts print. Some even accused my pa- ies of the print tomorrow. week’s RN I’ve had the same trouble he’s had because of missing ones. perboys of losing them or chucking I feel that the Mail Group needs to with Menzies over TPI. I registered Menzies isn’t bothered. them away, which in hindsight put a sales and service team on the last February and did not receive Richard Kendrick Mace News, Rhyl seems amusing as I was delivering road, or at least, provide a retailer any payments over Christmas. to some houses myself. helpline to sort out these sort of On phoning Menzies I was told Menzies did not respond to RN’s My question to the Mail Group issues. I’m down for TPI and payments request for a response to this is – what the heck happened? The We provide a valuable service in would be made that week. The fol- letter. 18 26 February 2016 Retail Newsagent

YOUR Gurpreet Samrai [email protected] 020 7689 3386 @GurpreetSamraiRN ISSUE f facebook.com/retailnewsagent LOCAL AUTHORITIES’ SUNDAY STANCES has carried benefit at all. Shopping habits out a survey have changed, but the question to find out if is by just extending the hours RNlocal au- is it likely to increase trade on thorities are for or against the Sunday? And the answer is prob- government’s Sunday trading ably not.” proposals. We spoke to council John Hart leaders and cabinet members at Council leader, Devon County Council 10 councils with five speaking “Personally, I think out against the plans, four unde- 7 cided and one in favour. Here are it will kill small some of their reactions. 5 shops. Since the- supermarkets have opened on a Sunday we have seen a reduction Simon Blackburn 6 Council leader, Blackpool Council 1 in the choice of smaller shops “I think it works in the most sparsely-populated 1 areas because people get in their well as it is. We 3 haven’t had a cars and drive. If you open them meaningful debate or discussion 9 for longer on Sunday I think 2 you are going to lose a lot more about it at the council at the mo- 10 ment. But my instincts are it’s smaller shops because it’s the not something we would want one day of the week they used 7 4 to have a small advantage. I to be at the forefront of promot- 8 ing. SMEs are a crucial part of don’t think it will benefit any of most seaside resorts and that’s the county. I can see more local shops becoming unviable.” certainly true in Blackpool. The have a great deal of sympathy for it’s not a view I would enforce on ability of small shops to match smaller stores because I know my colleagues. It’s something I Mark Lowry these marathon opening hours how tough the retail market is. would leave to a free vote.” Cabinet member for finance and city in my experience is very limited. On balance, as county council Colin Glover centre champion, Plymouth City Council I’m supportive of USDAW’s view leader I would probably leave it Council leader, Carlisle City Council “We will not be on this and I have written to as it is because it appears to be “We are having 8 taking up the ofer the Bishop of Blackburn and the working well and smaller retail- 5 conversations with to extend Sunday Archbishop of York to express ers need some extra help and local retailers to trading hours for lots of reasons. my concerns and support their protection from the giants of establish their views on it so we We have a number of indepen- campaign against this as well.” this world.” haven’t come to a firm decision dents and most do not work ex- Martin Tett at this time. I think it’s some- tended shopping hours. All you Council leader Tony Dignum Council leader thing we would consider, but I will be doing is giving the mul- Buckinghamshire County Council Chichester District Council wouldn’t want to commit one tinationals more of an opportu- “As a county coun- “It’s not something way or the other without having nity to work long hours and take 2 cil, we do not set 4 we’ve discussed yet those discussions.” more of the retail trade.” Sunday trading because it came into Richard Leese hours – our district council col- John Holdich the summer budget and then Council leader, Manchester City Council leagues do. However, personally Council leader disappeared after parliamentary Peterborough City Council I have concerns about extending “I’m in favour of opposition. However, if we were 6 Sunday trading hours and the it becoming a “I suppose you given the power to change Sun- 9 impact this could have on small local rather than would call me day opening we would only do shops. I am also concerned national decision, but it depends a fence-sitter. I so after full consultation with about shopping areas where re- really on the flexibility local want Sunday trading to be a lo- local communities, religious tail areas overlap or are in close areas will have. If it is simply to cal decision. I would then hold a bodies and staf representatives proximity, but with potentially allow major retailers, supermar- referendum about what the peo- including the unions. It’s not diferent policies.” kets and out-of-town centres to ple in Peterborough think about something we would just charge stay open longer I don’t think it because there are very mixed Nicholas Rushton into. I think there will be a wide that’s going to do any good at feelings.” Council leader range of views. Personally, I’m all. But if it allows us to oper- Leicestershire County Council a free enterprise person. There’s ate in a strategic way, so say if Harrow Council “Personally, I’m no restriction on us shopping we have town centres where The council said it 3 perfectly happy when we like on the internet we might want to give them a 10 welcomes powers with how it oper- and there’s no restriction on bit of support, than that makes being devolved lo- ates at the moment, but it’s shopping in small shops so I sense. If it’s one rule then there’s cally, but the question of extend- down to individual districts and don’t really see why the larger no point in having the powers. ed hours needs further research they will have diferent views. I shops should be excluded. But I don’t think it would be any consultation and discussion. Retail Newsagent 26 February 2016 19 BINTESH COLUMNIST [email protected] 020 7689 0600 AMIN @RetailNewsagent New wage means new ways to work The National Living Wage is the biggest change retailers will face in many years. The knock-on effects of the new legislation are numerous. For Bintesh Amin it has prompted Bintesh says he is giving more responsibility to long- a rethink on training and recruitment standing members of staff he National Living Wage will I’m rotating staf from Blean to cover more flexible about this to develop have a big efect on my busi- Binnys while I set it up. and get more from them. ness and this has influenced It’s been a bit trickier at Blean. I’ve I’ve been giving more responsi- Thow I’ve recruited staf for got an older member of staf who bility to staf who have been with my new Binnys store and trained will, when the National Living Wage me longer. I can train them and people in my Londis recently. comes in, have to be paid more than give them diferent roles in the two I’ve been more conscious about my store manager. Of course, this I’ve been more shops. the age of the people I’ve employed to means I’ll have to raise his wages Also, if I decide to open any other work at Binnys. I want to keep costs too, so my costs are already up. conscious stores I will already have trained down but I also want to employ the I’ll extend my opening hours in employees who will be capable of right people. the evening because the extra £40 about the age managing them. I’ve recruited two people aged un- or £50 I hope I’ll make will cover the of the people In terms of training, I’m hands- der-25 who go to the local college, one cost of the National Living Wage. on with everything. I don’t like who works from 6pm-10pm and the The good thing about this, though, I’ve employed asking anyone to do anything that I other who splits her time between is that it has made me think about to work at wouldn’t be prepared to do myself. I’d Binnys and Blean and generally the diferent tasks I give to each rather be involved from the start. It’s works from 7am-2pm. member of staf and how I can be Binnys easier to build things and get new One girl used to work at the Kent systems in place, but I can also get University shop and I poached her ideas for changes and improvements because I decided it would be worth All change at my new store from my staf as I work with them. paying more for someone with ex- I’ve designed a lot of the refit perience who would easily be able to *+ In my new Binnys store I’m working to get sales and around shopper missions and the get on with the job. customer numbers up. The previous owner had a real problem way I want people to walk around I want to take on other less expe- with underage sales and I had to convince the chief constable the store. rienced staf who can work with her to let me have an alcohol licence. But I’m getting a better One of the main changes is the and learn on the job. I prefer to work set of customers in now and am selling more higher-margin new food counter I’ve just put in. like this because I run my business products such as energy drinks, alcohol and Rustlers burgers. My food to go range started of with in quite a unique way, so I can train I’ve extended my opening hours to 7am-10pm rather than 8am a range of pies and Country Choice them to work my way. to 4-6pm, so we have peak times in the morning and in the products. Eventually, I want to have two evening. My average basket spend has gone up from around Now I’m training people up to run people working in the mornings, 25p to between £3 and £5 and we’ve gone from making £50 or a deli counter where we’ll sell hams, two people working in the evenings £60 a day to making £600 or £700. We installed a new food cheeses, olives, pastas, curries and and one covering the hours in the unit last week and have started selling food to go. My plan is to other quality goods that will cater for middle. serve a range of pies and pasties from Country Choice. We’re breakfasts, lunches and dinners. For now, I’ve merged my payroll experienced at making sandwiches and baguettes inBlean so for the two shops. It’s easier to man- I’d like to bring that to the new shop too. Bintesh Amin runs Binny’s in age that way at the moment because Canterbury and a Londis store in Blean 20 26 February 2016 Retail Newsagent

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

As food to go grows, convenience products that have flourished for decades must stay relevant. With a brand repositioning, different formats for old favourites and new flavours, Pot Noodle’s Monique Rossi says her brand is doing just that

RETAIL NEWSAGENT What’s the latest and motivated young people in the news from Pot Noodle? UK are today. Our brand message MONIQUE ROSSI We strongly believe helps to show how Pot Noodle that Pot Noodle is a brand for both is a convenient snack that can men and women. So last year support the lives of our increasingly we launched a £4.5m marketing aspirational younger generation, campaign and repositioning of the helping them spend more time brand. Titled ‘You Can Make It’, pursuing their goals and less time the campaign aimed to show preparing meals. that Pot Noodle is no longer just a and on-pack promotions that help ‘lads’ brand’, but the perfect brand RN How have you maintained the incentivise purchases and encourage to fit the lifestyles of a young brand’s relevance where food-to-go a higher frequency of purchase. and ambitious male and female options are increasingly growing in audience. independent retailers’ stores? RN Pot Noodle has often MR Convenience and taste are at experimented with new flavours as RN How did you communicate this? the heart of the Pot Noodle brand Sales of Britons’ tastes change. What makes MR Our ‘Ring Boy’ TV advert, which identity. Pot Noodle understands you choose to develop a certain had 13 million views across YouTube how increasingly time-poor Pot Noodle flavour and what emerging flavours and Facebook, captured its essence consumers are. They’re looking rise during have you seen in the market by showing how Pot Noodle, as an for flexibility in their food-to-go recently? easy and convenient hot snack, gives choices and seek out great value Freshers’ Week MR We launched Pot Noodle Sausage you more time. products from brands they trust. with students Casserole in 2015 and a major part We do our utmost to ensure we of the rationale behind this was the RN Have you adapted the Pot Noodle continue to stay relevant and stand seeking quick trend towards traditional flavours portfolio of products in line with out on independent retailers’ shelves and convenient and comfort foods. In 2016 we’ve this repositioning? by ofering new and exciting Pot built on the success of Sausage MR We were determined to enter 2016 Noodle flavours, a range of formats, meals Casserole with our Mac & Cheese with a bang and build on the success flavour, which taps into a trend and the momentum of the ‘You Can we’ve identified. Make It’ campaign. In January we launched one of our most popular Company CV RN What advice or insight can you flavours, Chinese Chow Mein, in our provide a retailer who wants to ** grow sales in this category? larger, King Pot format, reflecting an ** Company Unilever increase in consumer demand for a MR It’s worth remembering that Pot Noodle marketing manager Monique Rossi more filling snack. We followed this sales of products like Pot Noodle Profile Pot Noodle has been recognisable to generations up with our first King Pot on-pack typically rise during Freshers’ Week as a staple part of many student diets and for its brash, promotion to give away £1,000 a day with students seeking quick and sometimes controversial, ad campaigns for 60 days and the launch of a new convenient meals and retailers in Latest news Hoping to appeal to more female consumers and Mac & Cheese-flavoured Pot Noodle, areas with high numbers of students remain relevant to today’s ambitious crop of young people, ofering consumers something should ensure they capitalise on Unilever is investing £4.5m in a new campaign as well as a completely new. this opportunity. It’s important raft of updates to the Pot Noodle range. that retailers cater for these RN What trends drove this? uplifts in their ordering patterns MR One of the main contributing and showcase displays that help factors was just how ambitious ** ** maximise sales opportunities. From the No.1 player in the Instant Hot Snacks category1 Ta p p i n g i n t o t h e cheese flavour trend2 Supported by a gross £5 m MMS

1. Total volume sales Nielsen MAT December 2015. 2.Kantar Worldpanel Instant Hot Snacks Continuous Panel 52 w/e 21 Jun 2015

RN ad template.indd 21 2/9/16 12:02 PM 22 26 February 2016 Retail Newsagent CATEGORY ADVICE Home in on HND Last November, News UK and Ramesh Shingadia, 2014 IAA Overall Best Shop winner, visited Surrey retailer EXPERT ADVICE Umakant Desai to give advice and to help him increase TONY PARKER Field Partner Manager, his home news delivery (HND) sales. RN catches up with News UK him to see if sales have increased “It is great to see Mr Desai has made an excellent start to reaching his n 2015 RN joined forces with News UK delivery (HND). Six weeks later, we checked in target of 30 new HND customers. It and 2014 IAA overall best shop winner with Umakant Desai to find out if the expertise is also encouraging to see his delivery staf Ramesh Shingadia to provide industry and advice from Ramesh Shingadia and Tony are working with him to canvass. It really I advice to a Surrey retailer, who was Parker, has helped increase HND sales, and if he highlights the beneﬁts of a good strong struggling with his sales of home news will continue to follow their advice. working relationship with your staf.”

Before FOCUS ON UMAKANT DESAI H&R News, Camberley, Surrey

Challenges

In-store: Umakant has lost a quarter of his HND customers since the economic downturn took hold. Bonuses: Despite being on a busy road and having huge footfall, there is no signage to tell customers that a HND service is available, and staf have not been informing customers and pushing the service. Lost sales: With so much of his time spent in-store, Umakant has been unable to canvass the houses of potential HND customers and build awareness of the service that they provide. Changes to drive sales

In-store: An introductory promotional period for all new HND customers has been established to encourage customers to try the service. Bonuses: A poster has been added to the front of the newsagent, and staf have been trained to highlight the availability of the HND service to customers. Lost sales: Delivery staf have been encouraged to canvass their own patches through leaﬂeting and word-of-mouth, with a bonus awarded for each new customer. Retail Newsagent 26 February 2016 23 in association with

After

THE RESULT 5 new HND customers in 6 weeks, due to the changes made in Umakant Desai’s store

Umakant says Key lessons for your store

“The leafleting and advertising in-store Show staff that HND sales are an has helped us secure five new customers, 1 important part of a store’s overall which I’m very pleased about. If we offer, and incentivise them to continue with this approach, I’m sure seek out new customers. we’ll hit our target of 30 new customers in no time at all. Using delivery staf to Make sure that in-store highlight the service has proved to be 2 customers are aware that you very efective, and the promotional trial offer a HND service period is a great way to hook customers in. I hadn’t been paying enough Never take your eye off your HND attention to HND for quite a while, so I’m 3 business – sales will decline if grateful for the support from News UK.” you do.

MENTOR ADVICE NEWS UK TIPS RAMESH SHINGADIA Owner, Londis Southwater Canvass: Deliver promotional leaflets to a targeted catchment and Post Office, Horsham 1 area and follow up with door-to-door visits on weekends to share the benefits of HND. “Umakant has been a real inspiration in terms of taking real action on the advice. More importantly, he followed through, Analyse: Investigate the reasons behind each order that you and the results for his store are excellent. He will claw back the 2 lose and learn from it to avoid losing more orders. declining sales very quickly and make HND more profitable. Great results from a Promote: Encourage new customers to sign up for News UK’s proactive retailer. Umakant can continue DRIVE 3 12-week free home delivery service. Find out more from the to increase HND sales by working on News UK Retail+ website. diferent marketing tactics every HND SALES IN quarter and ensuring his customers YOUR STORE know of his HND service.” For more advice and tips on how to grow If you would like to take part in a your HND sales, go to GET INVOLVED similar project call 020 7689 3377 or betterRetailing.com tweet @betterretailing to let us know! 24 26 February 2016 Retail Newsagent PRICEWATCH CIDER CIDER PRICES AROUND THE UK PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER Pricing strategies

1 2 3 4 5 Strongbow Dark Fruit 4-pack £5.65 £5.65 £5.65 £5.65 £5.65 £5.65 – RETAILER 500ml K Cider 500ml 1 £1.41 £1.55 £1.69 – – £1.25 £1.59 NAME SURESH PATEL STORE Upholland Convenience Lambrini Store 1.5l £3.47 £3.49 £3.49 £3.85 £3.49 £3.89 – LOCATION Skelmersdale SIZE 1,000 sq ft TYPE estate Strongbow 500ml £3.99 £4.19 £4.19 £4.29 £4.19 – £4.19 My fruit ciders have been selling more over the years within the 25-45 age group, but given Strongbow where I am situated, I’d say 2l £3.31 £3.35 £3.49 £3.49 £3.49 £3.49 £3.35 Frosty Jack’s is my top-selling cider. I probably sell up to 10 Strongbow cases a week. I tend not to 15-pack £11.62 £13.49 £10.00 £10.00 £10.00 £10.00 – stock too much of the white 440ml ciders because it can attract Magners Original undesirable clientele, but I keep Cider 4-pack £5.49 £5.49 £5.49 £4.99 £5.49 £4.00 £4.99 a basic selection. Strongbow 500ml sells well for me too. I’m looking Lambrini Original at around 22% margin and I 75cl £1.89 £1.89 £1.89 £2.15 £1.89 – – do well with pricemarked and promotions, but on other ciders, I try to stay around the RRP. Kopparberg Strawberry Cider £2.48 £2.59 £2.59 £2.49 £2.49 £2.49 £2.69 500ml Bulmers No.17 568ml £2.31 £2.39 £2.49 £2.59 £1.69 – –

Kopparberg Mixed Fruit Cider £2.49 £2.59 £2.59 £2.49 £2.49 £2.49 £2.69 RETAILER 500ml Westons Vintage £2.16 £2.15 – £2.39 £1.69 £2.29 £2.49 2 Cider NAME POLLY PATEL 500ml STORE Newtown Newsmart LOCATION Bishops Waltham, Southampton K CIDER 500ml Price distribution % SIZE 1,500 sq ft TYPE main road 80% of independents 16% sell this product at or We are part residential and part below the £1.55 RRP passing trade, but in terms of alcohol our customers mainly want budget brands. I’ve 12% done well with Musgrave’s own brand because 2l bottles sell at £2.49 and 3l bottles at £4.49 so they 8% ofer better value than brands. Having said that, brands such as Strongbow 4% and Magners go well on promotion. I have ciders on constant promotion which I alter every three 0% weeks. I’ve done okay on ﬂavoured ciders but they’ve not been my most popular sellers.

£1.25 £1.32 £1.51 £1.55 £1.29 £1.30 £1.35 £1.38 £1.39 £1.45 £1.49 £1.50 £1.56 £1.59 £1.65 £1.40 £1.60 -£1.24 +£1.65 My customers lean towards a traditional ciders and sales are Average selling prices and best-selling products rankings are sourced by EDFM Ltd from EPoS data from over 3,500 independent retailers throughout the UK. The prices given up year on year, especially in the on this page are the prices at point of purchase. summer. RRPs are sourced from Booker and are correct at time of going to print. Retail Newsagent 26 February 2016 25 Helena Drakakis [email protected] 020 7689 3358 @RetailNewsagent f facebook.com/retailnewsagent

RETAILER RETAILER 3 4 THE NAME DENNIS WILLIAMS NAME JAY PATEL STORE Broadway Premier STORE Jay’s Budgens ENTREPRENEURS LOCATION Edinburgh LOCATION Brockley, London SIZE 1,700 sq ft SIZE 3,000 sq ft The world’s best business brains and TYPE estate TYPE main road what you can learn from them There’s so many varieties of I wouldn’t say my market ciders that you’ve got to use your for cider is huge but over the common sense. You can’t stock past few years the market for them all, so slow selling lines flavoured ciders has gone up. come of. When Magners first Many of my customers for came out there was a sensation flavoured ciders are women. but flavoured ciders are not new I have regular customers and anymore. Strongbow is still if they tell me I’m selling a by far my bestseller although cider at too high a price I look I have seen a steady increase at it and adjust. I roughly stay in cider sales over the last few within the RRP but sometimes years. Pricemarked ciders do the wholesaler’s RRP is too well for me, but I don’t want to high and I want to remain take too much of a cut in margin competitive. My ciders do well – I’m looking for around 20-25% on promotion too, for example – which you don’t always get on I’ve got Kopparberg on at two for pricemarked. On others I try to £4 and Magners doing well at stay roughly within the RRP. three for £5. YOTAM OTTOLENGHI Route to the top Middle East and Asia. As well as a weekly food Born in Jerusalem in 1968, column in the Guardian, chef, author and presenter Ottolenghi has written four Yotam Ottolenghi had best-selling cookery books an unlikely entry into and been the subject of one becoming a culinary entre- BBC4 documentary and two preneur. More 4 series. Educated at Tel Aviv University, he completed a Key achievements RETAILER masters degree in compara- l Bringing new flavours tive literature before coming and tastes to the UK that to the UK to complete a PhD. focused on vegetables as 5 It was there he first enrolled well as meat. His ‘new veg- NAME ASH PATEL on a course at the Le Cordon etarianism’ has been widely STORE Gerhold Londis Bleu cookery school for six embraced. LOCATION Putney, London months. l His cookery books have SIZE 1,000 sq ft Following a stint as a sold more than two million TYPE main road pastry chef, he set up his copies worldwide and his I take a lot of my ciders of in first deli in Notting Hill in weekly Guardian column the winter because they don’t 2002 with two partners, has been read by millions. sell. My shop is in an afuent followed by three others and l His successful chain of area and I sell a lot of craft a restaurant, NOPI. His food four delis and one restau- beers and specialist flavoured combines the food of his na- rant cater for all tastes. His ciders. I don’t do multipack tive Israel with bold flavours delis primarily focus on a promotions. They sit on the of the wider Mediterranean, varied food to go range. shelf or on display and don’t sell. I don’t sell cans like Strongbow, Lessons for your store only bottles so Kopparberg and Rekorderlig sell well with men 1 Be creative – Ottolenghi went from and women. I set my own price. studying literature to becoming a RRPs are diferent wherever you renowned chef. His philosophy is not to be go, but I’m looking for 35-40% confined by ideology. margin on ciders on promotion 2 Cater for adventurous tastes. Food to go and up to 50% on ciders that is on the rise and offering bold and unusual aren’t. tastes to your customers may prove popular. 3 Set standards. ‘New Vegetarianism’ was unheard of before Ottolenghi. Now it’s a household concept. 26 » 26 February 2016 Retail Newsagent THIS WEEK IN MAGAZINES Pages 41-44

ith two successful Costcutter make the store more appealing and encour- stores to their name, brothers age new people to walk through the door,” Asmat and Usman Saleem and he says. W their dad, Mohammed, were The next step was to introduce product looking to grow their retail estate even fur- ranges that would appeal to customers Premier ther with the launch of a third business. looking to do a big basket or trolley shop. Working with their symbol group, the Asmat says this was especially important family have completed work on their first due to competition from four other grocery premium-branded Costcutter store, which stores on the high street and the presence has opened in the village of Kelty in Fife. of Aldi and Asda just a short bus ride away The 2,500sq ft site has been “purpose- from his shop. built” to serve the needs of the local “The supermarkets are easy to get to in league community, which features an even mix the next village, so we have focused on of working class and afuent customers, products that these kind of shoppers will according to Asmat. be looking for, such as fresh fruit and veg, He says: “We always intended to open an- chilled food and beers, wines and spirits. other store. My Dad had held the property Asmat says the business features an here for ages, which is located in the same impressive 15-metre run of chilled foods, in- store village where we opened our first store 25 cluding dairy, juices and cooked meats, and years ago. just under three metres of fresh produce, “We knew the new site had potential but both of which are strategically placed near Brothers Asmat and Usman we wanted a fresh start, so we completely the front of the shop to entice passing trade. Saleem’s third business is a demolished the building and rebuilt it. “We’re getting people who will follow “Where we’re located, we have work- the chilled section all the way to back of purpose-built premium Costcutter ing class families at the top of the hill and the store and will come back picking up store, which is focusing on big people who can aford to spend a bit more at impulse items on their way back to the till. the bottom, so we’ve tried to appeal to both “We’re capitalising on this by stocking basket shops. Steven Lambert sets with the new store.” ingredients for shoppers to create their own Asmat says adopting Costcutter’s premi- evening meals, whether it be Indian, Chi- reports on how it is appealing um black fascia and in-store merchandis- nese or Mexican, and running meal deals to affluent shoppers and those ing strategy was the first step in encourag- from Costcutter on these, which have been ing residents to shop regularly at the store. successful so far.” seeking a bargain “We wanted to get a premium look to Asmat says these customers are also Retail Newsagent 26 February 2016 27 We wanted to get a premium look to make the store more appealing and encourage new people to walk through the door” ASMAT SALEEM

Asmat Saleem has been attracting shoppers to his new store with an extensive range of food to go, chilled lines and fresh fruit and veg

“We work with picking up alcohol to go with their meal, thanks to the store’s impressive range of a local baker, more than 200 wines. Stuart’s, which “We aim for an average price of £5.99 for a good bottle of wine such as Turner Road, has been around and we seeing growing sales of prosecco.” since the 1800s. Food to go has also been a big draw for the They’re not the store, with pies, pasties and other snacks displayed prominently in a glass-fronted cheapest but the cabinet near the main tills. quality is there Asmat says: “We work with a local baker, Stuart’s, which has been around since the and they’re a name 1800s. They’re not the cheapest but the people recognise quality is there and they’re a name people and are prepared recognise and are prepared to pay for. “We will soon develop our food to go by to pay for” adding filled rolls, baguettes and hot soups.” Asmat says the hard work is already paying dividends, with weekly sales at the business hitting £20,000 excluding services such as the Lottery and PayPoint. “That was the target we set ourselves at an early stage, so to hit that at this time VISIT MY SHOP of year is encouraging. I think we’ll be looking at an extra £2,000 to £3,000 in the Costcutter summer. 32 Cocklaw “It’s been a steep learning curve taking Street, on our first premium store but we’re enjoy- Kelty, ing the challenge.” l Fife KY4 0DD Want to see more of Asmat’s store? Go to betterretailing.com/ asmat-saleem 28 26 February 2016 Retail Newsagent THE NEW DAY The New Day, the first new daily title to launch into the popular news market in 30 years, hits shelves on Monday. Chris Gamm met editor Alison Phillips to find out how a new breed of newspaper aims to bring lapsed readers back to the category Inside story of a new title RETAIL NEWSAGENT What’s different AP We’ve created two archetypes – about The New Day? Kate and Rob – who are normal, ordi- ALISON PHILLIPS For a long time, nary people, and there is no greater newspapers have competed purely thing than normal and ordinary. A on functionality. More pages, stories lot of the popular press in this coun- and supplements, without question- try has lost sight of how society has ing whether people actually want changed. There are people who are it. There’s two things print can’t very poor or super-duper rich. But in compete on: quantity, because the the middle are a vast area of people, internet is awash with news, and who might be earning £20,000 or speed, because we’re never quicker £200,000, but they’ve got a lot of than an instant news alert. Why try shared experiences, whether it’s go- and compete when we’re only going ing to Nando’s for their tea or saving to fail? Why not create a new set of up for a Michael Kors handbag for rules and try and be brilliant at those? Christmas. Among ordinary people, than thinking ‘what do people really life’s pretty good and they enjoy it. want from this product?’ Mean- RN What are those rules? while, this nuclear bomb has gone AP We’ve thought about how TV RN What are they currently reading? of with digital, and we’ve still gone deals with news. It serves up the AP Some are reading the mid-market, on doing things the same way. This news and ensures viewers have an but they don’t want all the heavy paper is responding to the digital enjoyable experience while watch- content, because they only have 30 world, rather than pretending it ing it. It means we’re not deter- minutes a day and feel time-poor. hasn’t happened, which isn’t quite mined by the news agenda of the They want to feel informed, to feel Newspapers good enough anymore. day – where if it’s a slow news day, like a functioning, good member of Everyone knows pretty much you have a rubbish paper. That isn’t society, but they don’t want to know have been put everything that ever happens. They good enough. You should be able to stuf that’s not important. read the top line on their phone. guarantee people the experience you Newspapers have been put to- together the We’re focusing on giving people ad- want them to have. gether the same way for 200 years. same way for ditional comment, analysis, opinion Journalistically, there’s been a habit and new ways into a story. It’s the RN Who is the target reader? of pouring stuf into a paper, rather 200 years informed debate around a story that makes it interesting.

RN What was your starting point? AP Having been a journalist all my life, it’s been a really extraordi- nary experience. We looked at all the journalistic conventions and questioned why we do them and what they mean to readers. Most of the popular press reports yester- day’s news, is politically partisan, thinks shock and amaze should be its primary function and gives out this general sense that we’re all going to hell in a handcart. They are structured in an almost identical order and look the same to the pass- Retail Newsagent 26 February 2016 29

Journalists busy preparing for next

the week’s first issue

MARKETING PACK INSIDE ing glance. This is fine, but why can’t understand Kate and Rob, but es- Retail-front-cover.indd 1 RN How are you marketing the launch? there be an alternative? sentially are them. We’ve put flexible THE NEW DAY: AP We’re going to be giving the first We want to highlight all the really working at the forefront because it’s KEY FACTS issue away free, with two million good things in the world and tell imperative we get the right people copies in shops. It’s not going to be stories that wouldn’t terrify people for it to be a success. Newspapers are ON SALE free like Metro. You have to go into or sensationalise the news. I cannot written by men for men, because the l Monday to Friday shops to get it. After that we’ll start tell you how many people over the working environment excludes a lot charging. There will be a big TV past few years have told me they’ve of very talented women. The whole DISTRIBUTION campaign that weekend which will stopped reading newspapers because culture and production is totally l Two million copies free carry on for a few weeks. they’re just too depressing. We will diferent. on launch day (Monday contextualise news, not sensation- 29 February), with retail- RN What’s your target sale? alise it. RN Is the title aimed at women? ers paid 10p per copy AP Between 180,000 and 200,000. AP People have made that assump- The time feels right for something RN How have you tested this? tion because there are a lot of women LAUNCH new in the popular market. There’s AP The thing that’s played best in working on it. There’s no doubt we’ll l 25p cover price for been developments in the broad- all the focus groups is having lots of look at things through a female lens, the next nine days, until sheets, but in the popular market it’s balanced opinion. We’ve signed up but men have been looking at news Friday 11 March, with remained very much the same for a some big names and interesting writ- through a male lens for a long time retailers paid 11.6p per very long time. ers, so we’ll have plenty of opinions, and no one’s ever questioned it. copy (46.4% margin) but they’ll be across the spectrum, RN Is it a risk to launch now? because that will inform readers and RN Why is the launch good news for PRICE AP Yes, of course. But nothing ven- challenge them. People don’t like be- retailers? l 50p from Monday 14 tured, nothing gained. Everyone ing treated as idiots and lectured. AP It shows we have a real commit- March, with retailers I’ve spoken to says ‘I wish you’d ment to print. There are people who paid 11.6p per copy done this a while ago, I’ve been RN Is there a new team creating it? still find print hugely enjoyable. It’s (23.2% margin) looking for a paper like this’. They AP We’re a new team, in a new part of the only medium where you can’t do might just be being nice to me, but I the building, with new comfy sofas something at the same time apart ADVERTISING don’t think they are because a lot of you wouldn’t get upstairs at from drink a cup of tea. You have to l TV campaign launches modern families want a paper who the Mirror. By starting afresh, you immerse yourself in it and become Saturday 27 February understands them and speaks in create a new culture and way of informed in a greater depth than you their language and is interested in thinking. We have quite a few wom- ever can online. Learning and feel- TARGET SALE things that they’re interested in. At en on the team because I wanted ing that you’re growing has a huge l 200,000 copies a day the moment no one is quite giving experienced writers who don’t just impact on people. them that. l 30 Promotional feature 26 February 2016 Retail Newsagent THE BEST MONEY In association with MAKING IDEAS STOCK THE RIGHT RANGE WITH THE RIGHT LAYOUT Q&A What investment from your company should RN readers be most excited about right now? Through Better Biscuits we identified only half of independents stocked McVitie’s Milk Chocolate Digestives, despite it being the best- selling. Last year, we improved availability and it now appears in two thirds of stores. How can retailers make the most of it? • Keep UB products together to create branded blocks – shoppers recognise big brands • Keep similar biscuits types together to make it easier to shop and improve engagement • Use brightly coloured PoS to draw new people to the biscuits fixture. How are you helping retailers take advantage of this? UB’s 28-strong convenience field sales team has made more than 75,000 calls since its launch in July 2014, visiting 9,000 independent and symbol stores every four to eight weeks. Working with convenience retailers across the UK we guide them on our five-step Better Biscuit plan, with significant success. What results can they expect? In 2015 alone, the independent stores visited by UB’s field sales team are seeing biscuits sales increase by more than 40% compared You may have the bestsellers, but have you got the right to stores not visited. layout to entice your shoppers to buy from you? Retailer AFTER viewpoint Adam Hogwood Budgens, Broadstairs, Kent

I worked with United Biscuits to make a number of changes to my biscuit display. I had most of the bestsellers, BEFORE however it needed a better layout. I am really pleased with the 14% sales uplift ADAM’S FIXTURE We offered advice THE RESULT The existing fixture had savoury biscuits I have seen post the six weeks and the on relaying with good, better, best next to hot beverages. We swapped them for sweet bright point of sale really made the principles for both brand and own label biscuits to drive cross-category purchasing. biscuit ﬁxture stand out. l products, and reordered the fixture.

Want more advice? Contact United Biscuits on [email protected] or 0208 234 5010 to find out how you can grow your biscuit sales Retail Newsagent 26 February 2016 Promotional feature 31 THE BEST MONEY In association with MAKING IDEAS SHELFHELP ON YOUR MOBILE Q&A What investment from your company should RN readers be most excited about right now? P&G recently relaunched its ShelfHelp website with mobile-optimised technology, new content and an improved look and feel. The advice is simple to implement and requires no financial investment. How can retailers make the most of it? Retailers can benefit from ShelfHelp’s merchandising principles and practical advice including planograms, top tips and shopping lists that have been proven to help grow sales. How are you helping retailers take advantage of this? P&G’s research team works hard to ensure content is fresh and aligned with ever- changing shopper habits. Advice is free and available 24 hours a day, so retailers can ensure their range is right and products are laid out correctly. What results can they expect? ShelfHelp has helped many stores boost category sales, and retailers who follow our P&G’s ShelfHelp is an invaluable business tool for hundreds advice can expect to grow their sales too. of convenience stores across the UK. Now with mobile- optimised technology and new content, retailers can now Retailer tap into merchandising advice on the go viewpoint Logi Jeyalohithen Budget Windsor

Since partnering with P&G, I’ve seen an uplift of 43% on laundry sales. I expected sales to rise by a few percentage points perhaps, but never at these levels. The simple changes we’ve made to the way we present our products have brought about a great improvement to our business. I would encourage other retailers to follow the ShelfHelp advice RANGE Concentrate on a core range of best- LAYOUT Keep an eye on our planograms to because it can make a huge diference to selling products as shoppers will expect to see ensure you’re making the most of the fixture your bottom line.” l these on shelves. space available.

Want more advice? Please visit P&G’s category management tool www.shelfhelp.co.uk for best-in-class merchandising principles and advice 32 Promotional feature 26 February 2016 Retail Newsagent THE BEST MONEY In association with MAKING IDEAS MAKING CONFECTIONERY EASY TO SHOP Q&A What investment from your company should RN readers be most excited about right now? Mondelēz International continually invests and innovates in the confectionery category. 2016 will be no exception and the year has already kicked of with two major product launches, Cadbury Dairy Milk Medley and Cadbury Time Out Wafer, and a major Cadbury Dairy Milk TV campaign. How can retailers make the most of it? We understand the need to share category expertise and help retailers to drive sales. We recommend main and secondary ﬁxture planograms and we provide PoS to help retailers. How are you helping retailers take advantage of this? As well as having one of the largest sales forces in the country, we also make our advice easily accessible on deliciousdisplay. co.uk and betterretailing.com. What results can they expect? Retailers that follow our principles show strong growth and results in store because they’ve made their ﬁxture easy to shop.

1 Confectionery is the most valuable and impulsive category in Retailer your store so it’s a great opportunity to drive incremental sales viewpoint Avtar Sidhu Owner of Sukhi’s Simply Fresh Kenilworth

I have worked closely with Mondelēz to get the best out of my confectionery range. I have followed their merchandising principles and used their PoS. Since remerchandising my range in line with Mondelēz recommendations, my confectionery sales have grown by 21%. I am really pleased and will GROW SALES In trials, Simply Fresh Kenilworth MAKE IT EASY Find out how to make your continue to follow these merchandising retailer Avtar Sidhu saw his sales shoot up by confectionery fixture easier to shop at principles in my store. l 21% by following category advice. deliciousdisplay.co.uk.

Want more advice? Contact Mondelēz International on [email protected] or 0870 600 0699 to ﬁnd out how you can grow your confectionery sales

1 Nielsen All categories GB MAT November 2014 Retail Newsagent 26 February 2016 Promotional feature 33 THE BEST MONEY In association with MAKING IDEAS THE PERFECT SHOP PROGRAMME Q&A What investment from your company should RN readers be most excited about right now? The Perfect Shop programme offers solutions which will help improve the news category as a whole, while catching the attention of customers with impulse purchases of confectionery products. How can retailers make the most of it? Retailers can make the most of this by speaking to their local rep, who will suggest which solution is best for their store and will offer advise based on sales to which products they should stock. How are you helping retailers take advantage of this? If your local rep decides your store is a good fit for the Perfect Shop programme, the unit will be free of charge. You will also be a part of a network of top performing retailers. What results can they expect? Results from the stores who are already part of the Perfect Shop programme have seen an increase copy sales in their news category.

Retailer The Perfect Shop programme aims to increase sales and viewpoint visibility of news by offering retailers display solutions Jon Powell for any shopping mission Newport, South Wales @thenewsagent

With the Sun-branded unit in the high street entrance to my shop and now an additional newspaper/confectionary unit outside the rear cafe entrance, I have managed to maintain sales, despite a local issue causing severe problems for all retailers in my area. I’m also using a unit outside the front door to display the front and back covers of The Sun. I have received invaluable advice and guidance THE UNIT Secondary display unit offering THE SOLUTION Jon @thenewsagent with his on up-selling news from News UK. l a Sun newspaper and mints. solution as a part of the Perfect Shop programme.

Want more advice? Contact News UK on 0118 9271038 to ﬁnd out how you can grow your news sales 34 Promotional feature 26 February 2016 Retail Newsagent THE BEST MONEY In association with MAKING IDEAS SWITCH AND SAVE Q&A What should RN readers be most excited about right now? Sometimes it is easier to make money by saving money. Spending less on key overheads does not mean you need to cut quality or service. The ability to switch products and providers has never been easier. Companies want your business and could potentially ofer very competitive rates if you take the time to shop around.

How can retailers make the most of this? Take an afternoon and dedicate it to calling providers. Don’t just stick to the comparison sites, you could save more by going direct.

How are you helping retailers take advantage of this? We have a UK based call centre with a team who understand retailers. Each member of our team gets to spend a day with a retailer to understand the issues they face.

What results can they expect? Comprehensive, tailored cover that Spend a day reviewing all your overheads and you suits their needs. could save a small fortune. Include gas, electricity, Retailer bank charges and your business cover viewpoint Ralph Patel NFRN national president

Having been a member of NFRN Mutual for a number of years I know the beneﬁts it ofers. I was speaking to a family member, who is also a retailer, about their business costs and how high they were. I recommended they get a quote from the Mutual and they saved SHOP AROUND Researching the options REVIEW Review all your overheads including over £800. l available could save you money business cover, utilities and bank charges

Contact NFRN Mutual on [email protected] or 0800 0664 988 Want more information? to ﬁnd out more about our business cover. NFRN Mutual Limited is authorised and regulated by the Financial Conduct Authority Retail Newsagent 26 February 2016 Promotional feature 35 THE BEST MONEY In association with MAKING IDEAS ROYAL DUTCH INVESTS IN RETAILER EDUCATION Q&A What investment from your company should RN readers be most excited about right now? We want to work with 500 retailers, focusing on the cigar category and what it can do for store turnover. We will look at products, occasions, reasons to stock and types of consumers. How can retailers make the most of this? We will help them understand the category and the opportunity it offers: what sort of consumers buy cigars? What range should they stock? How are you helping retailers take advantage of this? In a dark market, consumers look to retailers for more advice on range and new products. By raising retailers’ awareness of a category, we can help them stock the right range and ensure customers get the products they want. What results can they expect? Increased turnover, and not just on cigars. Cigar smokers have a larger basket spend on average than cigarette or RYO smokers. They can also expect increased profitability as cigars carry a higher margin than cigarettes.

Ritmeester is looking to work with more than 500 Retailer retailers in 2016 focusing on education in viewpoint the undervalued cigar category Raj Patel Sandown News, Isle of Wight

Last summer Tony, my Ritmeester sales rep, suggested I try Half Coronas as he advised that with the warmer days and nights, consumers would be likely to spend more time outside where a larger cigar could be enjoyed. It worked and I have even seen my sales of Half Corona hold up well through the colder winter PERFORMANCE Miniature cigars continue PRODUCTS Quality products and value months. Margins are much higher than to outperform the total category. Royal prices is what Ritmeester is known for. cigarettes, even at the lower price, and Dutch Miniatures grew for the third year in Recently-launched Bentley fits perfectly sales moved forward sharply. convenience into this portfolio

Contact Tony Lyles on [email protected] or 02089 408570 Want more advice? to ﬁnd out how you can grow your cigar sales 36 26 February 2016 Retail Newsagent DAIRY Milk may have held the position of top- selling convenience product for more than 50 years but, as Helena Drakakis discovers, that’s about the only fact that’s remained unchanged. She speaks to two very different retailers about how they are keeping up with customers’ changing demands Cash in on top-up shopping ith little-and-often shopping on the increase, convenience retailers Whave an opportunity to up their game in core areas such as dairy. Traditionally, the multiples have taken the lead, but independents with a well-stocked and Topping up well-merchandised dairy range are seeking to claw back market share on staple from the likes of Tesco Express. In terms of footfall drivers, a products recent Co-operative Group report remains the analysing 50 years of retailing named main mission milk as the number one convenience Are your customers item, a fact unchanged since 1965. of convenience able to find what they And, as IGD shopper insight manager and convenience shopper expert Mi- store shoppers want in your store? chel Freedman says, “topping up on staple products such as bread, milk Mehmet and eggs remains the main mis- Guzel sion of convenience store shoppers.” Simply Fresh, However, he adds, that shoppers still Bethnal Green view convenience stores as expen- sive. Perceived limited range is also a barrier to sales. You’ve got a well-established store. Memhet Guzel, of Simply Fresh What’s the secret to a good dairy in Bethnal Green, has a well-estab- section? lished dairy section and, here, he of- It’s about getting the range spot on. fers his advice on the secret to being We stock all the basics but we also proﬁtable in dairy. want to compete with the multiples Meanwhile, Sophie Towers, of on range and give our custom- Spar Hillingdon, has just switched ers choice. Now, we’ve got 6.5m of from Premier to Spar and has com- dedicated dairy space and an overall pletely revamped her dairy ofering. Mehmet Guzel has added average basket spend of £9. It pays to It’s a category she’d like to build a “wow” factor to his get it right. on, but its new look has currently store with its cheese helped increase overall basket spend What’s your layout and by around £8. and deli counter merchandising strategy? » NEW

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100% of oils in Flora are from plants

RN ad template.indd 21 2/8/16 5:04 PM 38 26 February 2016 Retail Newsagent DAIRY Since moving from an independent PRODUCT NEWS to Simply Fresh I’ve made use of more space and have better access to suppliers, resulting in an increased range. My milk is now at the far end of my dairy range so customers have to walk the full length of the chillers to pick it up. I make sure my standard milk has the red tractor symbol on it so customers know it comes from a trusted, Unilever’s spread brand Flora quality source. I also stock a range of underwent a £12.5m portfolio-wide lactose-free milks, soya, and niche relaunch last month with the aim of products like coconut milks. Then further emphasising the products’ there’s a full range of yogurts and health benefits. The company also cheeses that includes five types of launched Flora Freedom, a dairy-free halloumi and feta. They sell well in spread. my area, particularly in the summer. I mix major brands with niche and Farmer-owned dairy healthy brands. giant Arla launched a yellow-topped “best Do you think customers expect of both” milk earlier less from dairy in convenience. this year which uses How did you seek to reverse that milk protein added perception? For me, it’s about word of to skimmed milk to I can’t compete on price with the mouth – people know the give it a taste closer multiples, but I can compete on range I stock and that I also to semi-skimmed. range. Years ago I did try to ofer have some unusual items. I milk at 99p but it was unsustainable. also do tastings in store. For Symbol group Costcutter has Now, I don’t compare price, but I do example, I did one recently relaunched its own label Independent- stick roughly within the RRP and, of with the Coconut Collaborative branded cheese range. Reflecting the course, I run promotions. I’ve built which produces dairy-free yo- growing demand for new flavours the my reputation on range and avail- gurts from coconut milk. Tast- range includes a ability. ings are great for introducing double gloucester, brands outside the mainstream cheddar, smoked How do you communicate that in store. After a while, they build Dairy-free alterna- cheese and grated you’re just as well stocked as the traction. Facebook and Twitter are tives are growing mozzarella. multiples? also great ways to communicate. in popularity

Sophie top. We found that customers were How are you making the best of Towers going there so I wanted to claw merchandising? Spar Hillingdon back that trade. Shifting to Spar has I had someone in from Spar to re- given me that opportunity because merchandise the store. Since that’s I have access to a better range. happened our overall takings have You recently moved from Premier to For example, I’m not just ofering gone up 30%. I do a lot of dairy on Spar in order to expand your fresh Cheddar or one Lancashire cheese. promotion and those ofers are now and chilled range. What’s changed I’ve now got a range of fetas and very visible. Some products, like Overall in your dairy section? mozzarellas and grated cheeses. I’m small cartons of Moo Milk only sell Previously we sold a really basic stocking products that people want on promotion and the Müller Rice basket spend range. We had a 2.5m fridge to buy and customers don’t have range doesn’t sell at all, so it’s about has gone up stocked with milk, butter and the to walk down the hill to do their constantly analysing the store’s basics in cheese as well as our ready shopping. sales patterns, knowing what to from around meals. We sold eggs too and a small order and when. range of soya milks and milkshakes. How did you decide what was best £4 to £12 Now we have chillers down one to stock for your area? What do you feel you need to whole side of the shop. We’ve been I had a look at Tesco Express but improve on? able to expand our range consider- also other Spar shops. I looked at We changed our till and back ofce ably and ofer customers better what was selling, for example fresh system when we moved to Spar consistency so we get repeat custom. creams. Before I only ofered Elmlea, and we had to get to grips with it. Customers are using us as a mini- but now I have a full range of single, With dairy, we had more wast- supermarket now and overall basket double and whipping cream. I’ve age than I would have wanted but spend has gone up from around £4 kept my egg range sourced from a we’ve become a lot more efcient to £12. local farm because that was popular, at monitoring stock. I want to but now I sell milk on promotion maintain a full range. When people Is there a multiple you based from Spar. I’ve noticed I sell difer- see that and that you have good your range on, such as a Tesco ent dairy items at diferent times. promotions and up-to-date brands A strong promotion Express? Squirty cream sells more at the they have conﬁdence in your store. can help products There is a Tesco Express at the weekend so I’ve adapted my order to You are perceived to be as good as the like Moo Milk sell bottom of the hill and we are at the capitalise on that. multiples. l Feb Register FINAL.indd 1 16/02/2016 19:02 40 26 February 2016 Retail Newsagent

Ambrosia chills out Rocking with the NME Bulmers goes wild Premier Foods is entering the frozen Red Stripe has been announced as Bulmers is launching Wild Blue- market for the ﬁrst time with the the ofcial beer partner of the 2016 berry and Lime ﬂavour, which will launch of Ambrosia Frozen Custard NME Awards being held in Austin, be supported by a £2m marketing ice cream. Texas. campaign. RRP £3.75 RRP various RRP not given Outers not given Outers various Outers not given Contact 01727 815850 Contact 0845 301 0330 Contact 0845 301 0330

Getaways to win Dream team returns Razor sharp additions Carling has announced the launch of Budweiser is bringing back its Gillette has released new Fusion its latest on-pack promotion ofering Dream Goal competition, which will ProShield available in two varieties, customers the chance to win one of be promoted on Sky Sports. Standard and Chill. 10 £5,000 holiday prizes. RRP various RRP various RRP not given Outers various Outers various Outers not given Contact 0845 6000 888 Contact 01582 391166 Contact 0800 597 3388

Exotic Boost for sales Dark Kinder returns Rockstar with more punch Boost Drinks has launched its Kinder Bueno Dark will be returning AG Barr is building on the Rockstar brand Exotic Fruits line in a one litre to shelves from February backed by with the launch of Rockstar Pure Zero bottle. marketing investment and giveaways. Punched Guava, available from 16 March.

RRP £1 - £1.29 RRP not given RRP 99p Outers 12 Outers not given Outers 12 Contact 0113 240 3666 Contact 01923 690 300 Contact 01236 852400 Retail Newsagent 26 February 2016 41

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

Round up

NADIA ALEXANDROU Magazines reporter PEOPLE STILL WANT PRINT The Independent’s move to a digital-only format has fuelled debates around the ‘death of print’, and predictions of if and how digital could eventually dominate the newstrade. Immediate launch Drawing on recent events and retailers’ experience, however, there’s clearly something about print that people are not letting go of. Trinity Mirror’s investment in the launch A KNIGHT’S TALE OF of a new newspaper is certainly encouraging, as is Johnston Press’ acquisition of the i – if not somewhat surprising (considering the publisher spent £24m of its £41m cash revenue, LEGENDARY SALES according to a Peel Hunt analyst). This year has also seen some publishers Lego Nexo Knights is the next big trend for primary school-aged bring back their print titles following pressure kids with a TV series, app and game the talk of the playground from consumers. Lloyds List is one example – B2B publisher Informa closed its daily news- IMMEDIATE MEDIA has brought out paper to go digital-only in 2013, as research Lego Nexo Knights magazine this week to showed that more than 97% of its readers coincide with the launch of a Lego Nexo preferred to access the information online. F However, the publisher bought Lloyds List back Knights toy range and TV show in the UK. L R T A H E IF Issue one comes with a Lance Miniﬁgure UNC E G into print this year after subscribers refused to and a chance to win a Lego Nexo Knights migrate to a digital-only package. LEGO NEXO KNIGHTS Newsweek is another example. Publisher game set. Every issue will include a gift On sale 24 February and a scannable Nexo Knights Shield, IBT Media resurrected its print title from Frequency Every four a digital-only model after a year’s gap, with which readers can use with the Merlok 2.0 weeks the simple reason that readers wanted the app, a game based on Lego Nexo Knights. Price £3.25 print edition. Aimed at primary school-aged boys, the Distributor Frontline And it’s not just newspapers. Paul Newman, magazine features news, comics, hero facts, Display with Lego puzzles, posters, competitions and colour- Legends of Chima, who heads up Future Publishing’s recently ing activities. The TV series aired earlier Lego Friends, Lego created magazine department, says he is con- Ninjago this month. stantly surprised at the ﬁndings from his discussion groups with university students, with the overwhelming majority saying they prefer traditional print copies to online content.

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THIS WEEK

IN MAGAZINES N

A G

R I K A C E T P O N I M M O TAB ARROWWORDS NG C A PETI T I This issue will be promoted with national news- On sale 3 March paper adverts in the Daily Mirror for two weeks Frequency monthly from 3 – 17 March. The activity is expected to de- Price £1.95 liver a sales uplift of 15%. TAB Arrowwords is one Distributor Frontline of the top ﬁve puzzle titles sold through indepen- Display with TAB Take a dent newsagents, and publisher Bauer Media will Crossword, TAB Take a Puzzle, Eclipse Best Value increase distribution for the issue to time with Wordsearch this national promotional activity. This edition will also give customers a chance to win £5,000.

MARIE CLAIRE F RE F T SP L The April issue of Marie Claire is covermounted E GI ECI A with a free Nails Inc polish in a choice of four On sale 25 February limited-edition classic shades. The polishes Frequency monthly have a retail value of £11 each and readers can Price £3.99 collect all four, worth a total of £44. The issue Distributor Marketforce itself is a Spring Beauty Special, which includes Display with InStyle, this season’s make-up looks and the latest Glamour, Red skincare products. The winners of Marie Claire’s annual Prix D’Excellence de la Beauté Awards are also revealed. F Bestsellers R T EE GIF Primary children BELLA On sale 1 March Title On sale In This issue of Bella gives readers 20% of Lavitta – a Frequency weekly date stock women’s fashion retailer. This discount is expected Price £0.97 1 Frozen 24.02 to drive a 25% sales uplift. Bella publisher H Bauer Distributor Frontline recommends retailers display the title at the front Display with Heat, Look, 2 Pink 09.03 of the ﬁxture to maximise visibility and sales. Bella’s Closer 3 Disney Princess 24.02 content focuses mainly on celebrity features, real 4 Beano 02.03 life and articles covering fashion, beauty, health and food and travel. 5 Star Wars Adventures 16.03 S PE AL 6 Barbie 24.02 F1 RACING CI 7 Girl Talk 02.03 On sale 3 March The March issue of F1 Racing is the biggest selling Frequency monthly Lego Star Wars 09.03 8 issue of the year, with a sales uplift of 82% expected, Price £4.99 9 Hello Kitty 24.02 and a potential £48,000 extra retail sales value to re- Distributor Frontline Display with Car 10 Girl Talk Art 24.02 tail. This issue includes David Coulthard’s thoughts on the new season. F1 Racing is the third-highest Mechanics, Auto Express, 11 Cars 24.02 selling title in the motoring – sporting sub category, What Car 12 Star Wars Rebels 24.02 a segment that generated £3.35m in 2015. 13 Shopkins 17.03 14 Ultimate Spiderman 25.02 S THE COUNTRYMAN PECI AL 15 My Little Pony 26.02 The results of a major new poll by The Country- On sale 24 February 16 Lego Legends of Chima 09.03 man, which has found that Britain’s best view Frequency monthly is Mourne Mountains, Northern Ireland, are ex- Price £3.80 17 Cute 02.03 pected to drive sales of the March issue. This issue Distributor Warners Group 18 Lego Ninjago 02.03 is expected to sell particularly well in Northern Publications 19 Love From 10.03 Ireland, Wales and the West of Scotland. PoS mate- Display with Country rial including A3, A4 posters and shelf barkers are Life, BBC Countryfile, 20 Lego Friends 02.03 available free by request. Evergreen Data from independent stores supplied by

IF YOU ONLY STOCK FIVE PUZZLE TITLES ARROWWORDS SHOULD BE ONE OF THEM 5th highest seller through independents Market leader: outsells all competitors combined ON SALE 3 MARCH

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S WOMAN’S WEEKLY CLASSIC PECI AL Industry SERIES – THE QUEEN AT 90 On sale 25 February viewpoint Frequency monthly This classic series collection has brought out a com- Price £4.99 Laura Rowe memorative souvenir issue, The Queen at 90, to cel- Distributor Marketforce Editor, ebrate the 90th birthday of the Queen. The 100-page Display with Woman’s Olive special hits newsstands on 25 February, making it Weekly, Woman’s Own, one of the ﬁrst to market, and will be on sale for 10 Woman weeks. Priced £4.99, the issue will also be distributed in Spain, Australia, Canada and other countries with an interest in the British monarchy.

S L TOP GEAR PECI A BOLDER, EDGIER, The April issue of BBC Top Gear Magazine features On sale 25 February exclusive first interviews with the full presenter Frequency monthly AND MORE TO COME line-up of the new-look show. The show now stars Price £4.45 ast year was a period of exciting Matt Le Blanc, Chris Evans, Formula 1 commentator Distributor Frontline change for food magazine Olive. Eddie Jordan, German racing driver Sabine Schmitz, Display with Auto Car, We launched our website to great motoring journalist Chris Harris and car reviewer What Car, Car Mechanics success in February, and for the Rory Reid. first time in our 11-year history, we Lchanged editors. I joined in September 2015 and one of the key R OLIVE E N things I was keen to do with the brand, after DESIG Olive magazine unveils its new look in its March a few months of bedding issue. The content and cover has been refreshed On sale 26 February in, was to update our to help it stand out on the newsstand, and is Frequency monthly design and make sure expected to drive sales for retailers across the UK. Price £4.25 we were setting Top The March issue is Easter-themed and features Distributor Frontline the trends on the Display with BBC Home tip nine Easter baking recipes, spiced Easter dough- newsstand. Give the redesigned Olive nuts and double lemon gin and tonic recipes. This Cooking, BBC Good Food, The main part BBC Easy Cook magazine prominence on the issue also looks at the best family restaurants and of the redesign display. The new-look Olive cookery holidays for readers to try. process was should really stand-out on just questioning the newsstand and this will everything – ‘why help grab customers’ GLAMOUR F do we do this, why RE F T The March issue of Glamour is covermounted with E GI is that there?’ – and attention. one of four Balance Me products (a British Skincare On sale 3 March if I didn’t hear a good brand), which together are worth £41. The products Frequency monthly reason why, we rethought it. include Tinted Wonder Eye Cream (worth £11), Price £2 Working closely on the redesign with our Revitalising Hand & Body Wash (worth £6), Radiance Distributor Comag art director Gillian McNeill, we introduced de- Face Mask (worth £12), and Limited Edition Lip Balm Display with Glamour, sign devices that added real value for readers. created exclusively for Glamour (worth £12). Fashion Marie Claire, Elle We also restructured the order of the fea- model, TV presenter and contributing British Vogue tures to improve the flow and make features editor Alexa Chung is on the cover. easier to find. While the main redesign issue launches P R E on 26 February, I promised my publisher that B R IC G MEGA UMPE E CHA N we would be bolder and edgier with our covers This bumper issue comes with three gifts – a On sale 24 February and we’re delivering on that now. double ball blaster, a stretchy bug and a mini rocket Frequency every four The consumer food market is a crowded one launcher. Normally priced £2.99, this issue’s higher weeks and Olive now stands out. price of £3.99 comes with added-value content as Price £3.99 We’re being more playful, creative and well as the three toys. Every edition features news, Distributor Frontline pushing the boundaries of traditional cover comics, puzzles, posters, competitions and colouring Display with Beano, Star laws. activities, all of which are themed around Lego. Wars Rebels, Strike it We’ve got much more to come this year, too. This is the start of a new era for Olive.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT A YEAR AFTER HIS LONDIS REFIT RN SPEAKS WITH KENT RETAILER JATINDER SAHOTA Plus, winemaker Concho y Toro discusses current trends and advice in the wine RETAIL NEWSAGENT market, and what do different customers consider to be store cupboard essentials? NEWS ● CONVENIENCE ● PROFIT 44 26 February 2016 Retail Newsagent THIS WEEK IN MAGAZINES

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Build the U96 78 150 5.99 Starter £2.99 Star Wars Match Attax Stickers £0.50 Classic Pocketwatches 92 80 8.99 2015/16 Abatons Dr Who Complete History 5 80 9.99 Starter £3.99 Starter £7.99 Judge Dredd Mega Collection 30 80 9.99 UEFA Cards £1.00 Cards £1.00 Champions Marvel’s Mightiest Heroes 57 60 9.99 League Official UEFA My 3D Globe 60 100 5.99 Euro 2016 Official Sticker Your Model Railway Village 118 120 8.99 Adrenalyn XL Collection Starter £2.00 Starter £4.99 RBA Collectables Cards £1.00 The Good Stickers £0.50 Dinosaur Amazing Dinosaur Discovery 52 80 5.99 Merlin Official Premier Starter £2.99 My Zoo Animals 25 60 5.99 Stickers £0.50 Precious Rocks, Gems & Minerals 57 100 5.99 League Sticker Collection Real Life Bugs & Insects 75 85 5.99 Fifa 365 Starter £2.50 WWE Slam Starter £2.99 Cards £0.50 Attax Then, Collectables Stickers £0.50 Now, Forever Starter DeAgostini £4.99 Wales Sticker Cards £1.00 Collection Magiki Bunnies 2.50 Minions Album £2.99 Frogs & Co 1.99 Starter £2.99 Fifa 365 Stickers £0.50 Stickers £0.50 Adrenalyn XL Starter £4.99 Magic Box Cards £1.00

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EPOS PHOTOCOPIERS

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RN Feb 26.indd 41 2/18/16 10:29 AM 48 26 February 2016 Retail Newsagent

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

Back in the day Tesco’s bug bargain beer AROUND WITH THE offer nipped in the Bud ROUNDSMAN 100 News that su- for £5’ deal on top YEARS AGO permarkets were – meaning lucky with Blanche 26 February 1916 looking to scrap buyers were only Fairbrother We do not welcome the scheme controversial paying 14p per of the British Red Cross Society multibuy deals bottle. So now the first sheep has gone through the to sell penny packets of sta- was met with cau- However, Tesco hole in the hedge, will all the rest of them fol- tionery. The stationery trade tious optimism by swiftly shut down low in a nice neat line? is being severely hit by the independents last the deal, claiming I refer, of course, to the demise of the Inde- government’s embargo upon week. it had listed the pendent. They say they’re stopping the print paper imports. The gratuitous However, it “incorrect details”, edition because of falling sales. competition of charitable societ- appears Tesco was up to its according to the Daily Mail. I suppose they haven’t stopped to think that ies will not commend itself to tricks again after eagle- However, thirsty punters they have put a nail in their own cofn by stationers. eyed shoppers noticed the were quick to vent their an- putting it up to £1.60 a day. Let’s face it, that is multiple was ofering large ger at the supermarket over a lot of money for what is sometimes very little bottles of Budweiser on its the error. newspaper. website at just 14p a pop. Andrew Glass from Belfast, The weather took a 50 The promotion in question who had placed an order for YEARS AGO drop in temperature ofered online customers a the ofer, tweeted at Tesco: for a few days. There 26 February 1966 crate of 12 660ml bottles of “Quite annoyed. U make have been some very Further details of the new 1s. Budweiser for just £1.99. a mistake then tell your sharp frosts but it had monthly ‘Sunday’, the first issue Even more generously, customer to cancel it. Great dried everything up. of which will appear on 1 May, Tesco had also added a ‘three customer service.” That was until mid- reveal that it has the backing week when the heav- of all the churches and that it is ens opened and flash intended to appeal both to the RN competition floods reappeared. non-church-goer as well as the At least it is getting committed Christian. Aiming at daylight by 7am so I a mass family readership, it will Your chance to win £50 can get on a bit quicker feature all the things people do – paths never seem the and talk about on Sundays. worth of Flora Freedom same in the dark. It’s nice to have some good news on the Flora, the To win round instead of doom and gloom. Peter and spreads one of five Lorraine, who run Woodseaves Post Ofce, 25 brand from prizes of £50’s have had a new baby grandson. YEARS AGO Unilever, worth of Flora His name is Joseph Peter Ivesta Lloyd. By the 2 March 1991 is support- Freedom, time he has written his name when he gets to Newsagents are to be ofered ing its latest simply send school, all the others will have finished their terms of 25% on the Sunday repositioning your name, essays. Scot, the new colour tabloid campaign, Powered by Plants, address and telephone number Adbaston is a sad little village again, as Mr from Murray Media. These with a new dairy-free variant on a postcard to: Retail Newsa- Buchanan passed away last week. Actually he terms, when taken together Flora Freedom, which taps into gent/Flora Freedom Giveaway, had a connection with this trade, as he worked with the special promotion- the growth in demand for free- Clarion Communications, at Smiths News when they had a depot at St package on ofer over the first 12 from products. The Grifn Building, 83 Patrick’s St in Staford. weeks of the launch, should see The product ofers consum- Clerkenwell Road, London, He was a delivery driver for a number of retailers benefiting by as much ers a dairy-free spread at the EC1R 5AR. years, so it’s love to all his family and may he as £100,000. same price point as Flora’s core Closing date for entries is 4 rest in peace. variants (£1.70 RRP, 500g). March 2016. the

WHAT WE STAND FOR...

BALANCED VIEWS Unlike other newspapers, we won’t tell you what to think. We’ll share with you the different sides of an argument then let you make up your own mind.

GLASS HALF FULL We believe life is pretty good. And most people are essentially good. We’ll reﬂect this and not persist in only reporting on the doom and gloom.

RUTHLESSLY EDIT We won’t bore on about things you’re not interested in or people you don't care about. We’ll ruthlessly edit to ensure we print what you need to know – and want to know.

GOING BEYOND THE FACTS With breaking news around us all the time we’ll do more than just bombard you with facts – we’ll explain why stories matter to you.

WE TALK YOUR LANGUAGE We want to share the day’s news with you. We don’t want to bore you or patronise you. We are a bunch of ordinary people and we promise to always talk your language.

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