Stimulate your soft drinks sales How vertical displays that meet shopper needs can lead to a 17% uplift CATEGORY MANAGEMENT RETAIL NEWS THAT MATTERS ● £2.50 ● 10.08.2018 Page 22 » MARKET ANALYSIS

Consolidation: what’s next for these stores? ● Experts predict major fascia changes in proposed Landmark-Today’s merger ● £9bn buying power would pile pressure on suppliers Page 5 »

RANGING SHOPLIFTING ALCOHOL World food Police Retailers sales rise citizen’s and AMs to driven by arrest call join forces students criticised on MUP Retailers told to ‘Staff should not be Vol 129 No 32 NFRN group will FOR TRADE USE ONLY adjust ranges to cash told to take matters 32 liaise to streamline in on international into their own Welsh legislation tastes Page 12 » hands’ Page 4 » introduction Page 18 » 2 10 August 2018 RN CONTENTS Shaping the future of independent retail since 1889

Editor Features editor News editor Chris Rolfe Tom Gockelen-Kozlowski Megan Humphrey @ChrisRolfeRN @TomGK_RN @MeganH_RN 020 7689 3362 020 7689 3361 020 7689 3357 13 sharing formats and why store owners say you Reporter Reporter Reporter Alex Yau Priyanka Jethwa Marcello Perricone should stock them @AlexYau_RN @priyanka_RN @Marcello_RN Page 24 020 7689 3358 020 7689 3355 020 7689 3350

Head of design Production editor Anne-Claire Pickard Ryan Cooper 020 7689 3391 020 7689 3354

Editor in chief Account director Head of marketing “There will be some culling Louise Banham Charlotte Jesson Jessica Salisbury-Fielder 020 7689 3353 020 7689 3389 020 7689 3352 and it’s going to be the Sub editor Account manager Finance director Jim Findlay Jon Melson Parin Gohil 020 7689 3373 020 7689 3372 020 7689 3375 survival of the fittest” Production Sales executive Finance executive coordinator Joe Waxman Abi Sylvane Patrick Atkins 020 7689 3363 0207 689 3383 Craig O’Connor, p5 020 7689 3368 Sales support Managing director Head of sales executive Nick Shanagher Matthew Oliver Michela Marino 07966 530 001 020 7689 3367 020 7689 3382 HEADLINES OPINION Account director George McCracken 4 BREAKING NEWS 18 NFRN REGIONAL NEWS 020 7689 3364 Merger could spark store cull How Wales is preparing for next year’s MUP legislation for alcohol

If you do not receive your copy of RN please contact Kate Daw 6 STORE LOOKBOOK on 020 7689 3394 or email [email protected] Jagjeet Hayre talks us through 19 YOUR VIEWS

Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper his shop in Leicester Forest East Your letters and views Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT Audit Bureau of Circulations 10 SYMBOL NEWS July 2016 to June 2017 average net circulation per issue 12,187 Own-label brand has fresh idea Busy lives mean Annual Subscription 11 booming on-the-go UK 1 year £150 Europe £302 NEWS & MAGS 2 years £237 Rest of world £354 Flexible subscriptions trial snacks sales. Kerry 3 years £333 To subscribe contact 020 7689 3384 12 PRODUCT TRENDS Foods helps you cash World foods are on the up in on this growth trend Newtrade 11 Angel Gate, City Road, London EC1V 2SD 13 BRAND SNAPSHOT Page 20 Tel 020 7689 0600 News from nine big brands email [email protected]

RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is 14 WHAT’S NEW wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. RN is editorially independent of the NFRN and opinions, comments and reviews included are not Eight new retail opportunities necessarily those of the Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from RN may only be undertaken with the 16 PRICEWATCH prior written agreement of the Editor. Contributions are welcomed and are included in part or whole at the sole discretion of the editor. Benchmark your ice Newtrade accepts no responsibility for submitted material. Every possible cream prices care is taken to ensure the accuracy of information. For trade use only RN 10 August 2018 3

Follow RN Follow RN Email & Visit the TALK f on Facebook on twitter phone RN website facebook.com/ThisisRN @ThisisRN for expert advice to email [email protected] www.betterretailing.com/RN TO RN to have your say on the latest news help you grow your sales tel 020 7689 0600 extensive galleries and news WELCOME

Every wholesaler is looking hard at the long-term sustainability and profitability of its model

ow, more than ever there is the MY STORE “ need for strength in numbers, IS THRIVING N and a compelling argument for BECAUSE I the two largest buying groups, Today’s and LISTEN TO MY Landmark, to merge. This would create a CUSTOMERS substantial group with buying power in Page 6 excess of £8bn per annum. The potential Editor advantages could be huge.” Chris Rolfe So wrote wholesale expert David Gilroy @ChrisRolfeRN in December last year, and this week, the 020 7689 3362 long-expected Landmark-Today’s merger was announced. With the industry in consolidation mode, this final major INSIGHT merger is an obvious move. Every wholesaler is looking hard at the long-term sustainability and profitability of its model, and 20 INDUSTRY PROFILE this deal will streamline Landmark-Today’s business and distri- Kerry Foods’ marketing manager bution, cut operating costs, unlock buying power and shore it up for Fridge Raiders, Alistair to compete with behemoths like Tesco-Booker and Amazon. Gibbons, talks to RN But the announcement raises several questions for retailers – 24 SHARING FORMATS what’s next for the wholesale market, what does Landmark- The shopper trends behind Today’s mean for member stores, and how will wholesalers of multipacks and sharing any size work to retain customers in this contracting arena? formats, and how to make The predictions made by experts include a handful of further the most of them mergers between smaller retail and catering wholesalers, a cull- 26 THIS WEEK IN MAGAZINES ing of Landmark-Today’s member stores and a potential merger of the Lifestyle Express and Today’s fascias. While independ- Workshop manuals are a guaranteed hit with ent wholesalers such as Dhamecha, Filshill and Abra Wholesale railway modelling with strong regional followings and niche ranges are expected enthusiasts: Hornby’s to continue trading well, buying groups such as Confex and Su- new one-shot looks to Customers know gro could be the next to announce changes. capitalise on this reliable my store as the According to David Gilroy, the key for wholesalers, however demographic. Plus, large or small, will be the strength of their relationships with launches, specials and place to come independent retailers and suppliers. Those that communicate gift opportunities, as for a standout well and offer added-value services such as advice on business well as expert opinion ice cream range development, new products and services will win their loyalty. on how to make the And in a tough, competitive market, every savvy company most of magazines Page 16 knows loyalty should be valued. 4 10 August 2018 RN BREAKING NEWS Interest NFRN president: ‘Staff should not be encouraged to take matters into their own hands’ rates rise a “bad Retailers criticise police decision” The Bank of England’s for citizen’s arrest advice decision to raise interest rates on loans from 0.5% by Priyanka Jethwa and deal with the situa- if it is a non-emergency. dran, of Colombo Food to 0.75% could lead to [email protected] tion,” he said. We’d advise calling us & Wine in Hounslow, a fall in sales, retailers NFRN president Mike first as opposed to making said there are no clear have warned. Retailers and trade organ- Mitchelson added: “Shop- a citizen’s arrest.” instructions on how to Raj Aggarwal, of Spar isations have criticised keepers and their staf Meanwhile, retailers detain thieves. Hackenthorpe in Shef- police advice that shop- should not be encouraged also called for clarification “If people steal and it’s field, told RN: “It is a keepers can carry out a to take matters into their on what constitutes as within our premises, they bad decision because citizen’s arrest if they wit- own hands. Instead, we ‘reasonable force’ follow- can just insist they were customers will face ness shop theft in-store. need to convince the ing the police advice. planning to pay. Until they higher costs personally Julian Taylor-Green, police and crime com- Guidelines posted on leave, it’s not technically and they may not spend of Taylor-Green’s Spar missioners to take shop police websites, includ- a crime. Plus, there is no as much in stores.” in Hampshire, said: theft more seriously and ing those of Essex and definition on what ‘reason- Mike Nicholls, of “The police shouldn’t be promote better response Northamptonshire, said able force’ means,” he said. Costcutter Dringhouses encouraging citizen’s times to retailers who retailers can ‘use reason- In order to make a in York, added: “I feel the arrests. However, current need help.” able force to make the citizen’s arrest work, government is using this response rates are down A spokeswoman from suspect comply with [re- he added, police needed as a test bed, but custom- because of budget cuts. If Northamptonshire Police tailer’s] instructions’, pro- to educate retailers on ers might not want to we had arrested someone, told RN: “Our advice to viding personal and staf limitations to prevent spend more if the interest the police would have no victims of crime is to call safety is a first concern. themselves being charged rate increases further.” choice but to come to us us first on 999, or on 101 However, Ravi Raveen- for common assault. Price of Health plans for retailers introduced dairy rises Insurance provider The Re- Retailers can also receive manager at The Retail Mu- cover to independent tail Mutual has introduced cover for hospital stays. tual, said: “These private retailers in the past year, due to heat two health cover plans for The other plan, which health plans are a great and a partnership with independent retailers. is called Access Surgery, way to help retailers budget mortgage broker London Retailers fear dairy prices The Health Cash Plan ofers an alternative to for their everyday health & Country to arrange could increase as a result ofered by the company, private health insurance. costs and give them extra residential mortgages. of the hot weather afect- which is owned by the Retailers on the plan can protection in the event of At the NFRN’s annual ing livestock across the NFRN, allows members to access treatments for the unexpected.” conference in June, The country. claim money back from various conditions and The news follows the Retail Mutual reported a Farmers have had to dental treatments, eye surgical procedures. introduction of busi- 25% rise in membership rely on winter feed for tests and GP consultations. Rikul Patel, Mutual ness, home and landlord over the past two years. their cattle as a lack of rainfall has prevented the growth of grass. Chris Herring, of Lon- Manchester store’s dis Shiphay Post Ofce in community record Torquay, said: “My milk fair attended by supplier has increased its prices by 3p per litre. They more than 100 have used winter feed in Ancoats General Store in Man- the past few weeks as an chester hosted a community re- emergency measure and cord fair last month, in collabora- I am afraid they will use tion with MCR Live and Rotation this as an excuse to keep Records. More than 100 people prices up.” visited the store to listen to perfor- Joe Williams, of Spar mances and browse record selec- the Village Store in Hook tions. Head of coffee Niall Harley Norton, added: “In a cou- said: “Aside from wanting to have ple of months we could a successful day in the shop, the see price rises because main purpose was to give local, of the lack of rain. My talented people space to per- vegetable supplier has had form.” The store hopes to make to get stock from abroad the event a monthly occurrence. as well.” RN 10 August 2018 5

Customer spends Roadwork £50,000 Kane note in Merthyr Tydfil blow for A £5 note engraved with a portrait of England striker Harry retailer Kane worth £50,000 has been A retailer was forced to spent in a convenience store in send a member of staf South Wales. The note is one of home after being unable to six created by micro-engraver pay him, following a drop Graham Short, and was spent in in footfall caused by emer- a local store in Merthyr Tydfil. gency roadworks being But Manpreet Kaur, owner of Bal carried out by Electricity Off Licence where the note en- North West. tered circulation, did not notice Leah Brooks, of Staly- the micro-engraving. “Some- bridge Post Ofce in one will give you a note and Cheshire, said: “The works then another customer comes in have made it hard for cus- and needs change. That’s why I tomers to access the store, missed it,” he said. which has made it difcult to pay staf because we aren’t making money. We have demanded recom- Reviews possible for 1,460 stores ‘It’s going to be the survival of the fittest’ pense for this issue, which has been denied, as it was deemed not to be disrup- tive to the business.” Landmark-Today’s deal John Pietsch, transmis- sion south manager at Electricity North West, said: “The enquiry has ‘could lead to store cull’ been raised and we are meeting the customer by Alex Yau Today’s and Lifestyle Ex- Craig O’Connor, manag- the year, with new trading onsite on Thursday.” [email protected] press fascias. “If decisions ing director of Landmark terms to commence after. like these aren’t made, member Abra Wholesale, Clive Black, head of re- The proposed merger there’s no point in merg- said the merging of both search at Shore Capital, said between Today’s Group ing,” he said. fascias is a possibility. suppliers will face more Sluggish and Landmark Wholesale “You’ll have more sav- “There will be some culling pressure as a result of Uni- could lead to the “culling” ings running the two and it’s going to be the sur- tas’ combined £9.2bn buy- checkouts of retailers across the Life- fascias as one because vival of the fittest,” he said. ing power. “Suppliers will style Express and Today’s suppliers will only need to “They might keep one, or look at this like it’s another top of shop fascias, RN has been told. negotiate terms with one they could merge the two. hole in the head following The buying groups an- business. The savings will It will be a case of which Tesco-Booker, Nisa-Co-op gripes nounced the proposed deal be significant and the busi- ofers the best symbol and Sainsbury’s-Asda.” this week. The companies’ ness will want to pass this package and support. They Mr Gilroy added: “Suppli- Nearly half of consum- 182 wholesale members, onto its customers. will look at how to be fit for ers will be worried because ers have ranked slow which include Dhamecha, “The Today’s symbol purpose over the next 10 the new group will be able checkouts as their biggest Dee Bee Wholesale and group is more attractive years, and what retailers to insist on better terms irritation when it comes Parfetts, will vote on it by because it’s been more really want.” and will want savings to be to in-store shopping, 6 September. If approved, active with trends such Roger Dhillon, of Life- passed onto retailers. The according to a survey by negotiations for the newly as food to go. We could see style Express Southwick new group will have a lot of researcher Newton. named Unitas Wholesale more Today’s stores and Superstore in Sunderland, clout and fewer overheads.” The study of 4,000 con- are expected to be com- the business will most said: “I won’t mind switch- However, a senior source sumers also highlighted pleted by November. likely examine which ing fascias as long as I get from a major supplier, who products being out of stock Wholesale expert David retailers fit its model. Some the same promotions.” asked not to be named, told (46%) and difculty finding Gilroy told RN the merger may become unafliated, Meanwhile, existing RN they expect the major- products (38%) as major could result in reviews of while others may move to supplier agreements will ity of members to vote causes of annoyance. the 1,460 stores across the other wholesalers.” remain until the end of against the merger. However, more than one in five (21%) shoppers said they wouldn’t buy an alter- native product at the same store if their preferred Man convicted for illegal tobacco sale brand was not in stock. The Highbury Corner The case was brought ling illicit trade. is being taken. “If they Store presentation was Magistrates’ Court has to prosecution by JTI and Paul Mather, of Sherston keep making an example also vital. Nearly two- convicted a man for selling intellectual property crime Post Ofce Stores in Wilt- of people and sending a thirds (65%) of consumers illegal tobacco in a carpark agency TM EYE, marking shire, said it was reassuring message to others, this will felt frustrated when a store in London, last month. its second success in tack- for retailers to see action eventually stop happening.” changed its layout. 6 10 August 2018 RN STORE TOUR

£13.75 Average basket spend

decade ago, Jagjeet Hayre was The store is in a predominantly residen- working a typical ‘nine-to-five’ in tial area and is located near several schools. DHL’s customer service team. He Basic household and grocery products are A had always dreamed of running essential, while other perennially popular his own business, though, and in 2011, items such as alcohol are vital revenue he took the plunge and opened Hayre generators; Jagjeet sells around two cases Convenience Store in the Midlands village of vodka a day, bringing in an average of Chat’s of Leicester Forest East. £350 a week. “I became a retailer because I love it,” Talking with his customers has also Jagjeet says. “Not just because you can be helped Jagjeet tailor his store to the local your own boss, but because you can area. A couple of years after opening, he interact with your customers directly.” started a delivery service, which quickly Convenience retailing requires a wide became popular with the many elderly or range of skills, and in those challenging disabled residents living nearby. the early years he was able to draw on He also agreed to sponsor the local foot- knowledge developed during his DHL days. ball club, Epworth Forest Juniors, provid- “You learn a lot from that trade, such ing funds to buy jerseys and equipment as communicating clearly and meeting and netting an advertisement spot on their targets and deadlines,” he says. He quickly shirt. With initiatives such as these, Jagjeet realised that building personal relation- has positioned his store at the heart of the way to ships with customers was a key way to local community. set apart his 700sq ft family business from Now, all those years of hard work have nearby competitors. paid of. Sales are strong and his business “Customers can tell me exactly what was featured in 2017’s Independent they want, so when someone gives me a Achievers Academy list of the UK’s top list in the morning of 15 items or so they 100 independent stores, praised for its need for a party, I’ll have it ready for them customer service and clever layout. do it by 4pm,” he says. “Not many people make it into the top Customer service is a crucial “That personal relationship is not 100 stores, and I’ve done it a couple of skill for retailers, and few are as something you get from the big shops. times,” Jagjeet says. “Some people have We have a Sainsbury’s further down and stores for 20 or 30 years before they get dedicated to it as Jagjeet Hayre. a Co-op around the corner, and people there. Being in the top 100 gives you an Marcello Perricone reports still come to me.” incentive to carry on and keep improv- RN 10 August 2018 7 Chatting with customers and asking the right questions allows you to know what your audience wants, and they will keep coming back JAGJEET HAYRE

“There is lots ofInside potential my shop The store has a car park forand issomeone located near a busy comingroad, attracting into passersby thisand commuters business A stationery area withprovides fresh products such as greeting cards, games and ideas”house and office supplies Jagjeet and his wife run the shop with the help of a single part-time staff member Gin, whisky and beer are the best-selling products in the store’s alcohol category

INFORMATION Location 16 Hinckley Road, Leicester Forest East, Leicestershire, LE3 3GH Size 700sq ft Basket spend £12.50 – £15 Staff Two full-time, one part-time Best-selling category Alcohol » 8 10 August 2018 RN STORE TOUR

ing. Even if it is step-by-step, if you keep improving, you will see achievement Inside my shop over time.” Jagjeet continues to seek out opportuni- A comprehensive ties to enhance his business model and grocery section caters for drive sales. Most recently, he has sought the needs of the local to maximise the rapidly multiplying community as well as ‘grab opportunities ofered by digital technol- and go’ passersby ogy for marketing, as well as developing By talking to his services he thinks will benefit customers customers, Jagjeet finds out what to stock in the area. The varied magazine “We use Facebook and online advertis- section displays a good ing, and we want to keep improving our range of titles, from work there,” he says. “I would also love to gardening and puzzles to add an online click and collect service, so specialist publications I’m looking into that.” Regardless of the adaptations he makes to his store, Jagjeet’s passion for the business and his focus on customer ser- vice will remain constant. “Chatting with customers and asking the right questions allows you to know what your audience wants, and they will keep coming back. “That’s the main reason I opened my own business, and I’m totally satisfied with the results.” l • Next week: the Independent Achievers Academy 2018 top 100 is announced

Want to see more of Jagjeet’s store? Go to betterretailing.com/ premier-leicester-forest

RN 10 August 2018 11 NEWS & MAGS Newspaper to work with retailers to boost sales Flexible model rewards loyalty Gardening mag tops The Guardian to trial monthlies The May issue of BBC Gar- deners’ World magazine new subs strategy generated £1.04m in retail sales value, making it the by Marcello Perricone reward loyalty and in- “Customers usually “Our Guardian copies biggest monthly maga- [email protected] crease purchase frequen- save more than what I’m are guaranteed sales, yet zine earner in the past cy through retailers. charging for delivery, so we don’t get increased three years. The Guardian is to trial “We are looking at ways they basically get their margins or any sort According to publisher new strategies for selling to expand and improve delivery for free.” of allowance for being Immediate Media, around subscriptions with sel- it by introducing more Graham Doubleday of HND retailers.” 182,000 copies of the ected retailers, alongside flexible subscription types Newsmarket, Ashton- The news comes as issue were sold through the introduction of new and working with selected under-Lyne said subscrip- the publisher released newsagents, leading to a flexible subscription types. retailers to trial ways of tions had helped keep its 2018 half-year finan- 19% increase in revenue The move, complete selling subscriptions.” Guardian sales stable in cial report, listing oper- year on year. details of which are yet Newport roundsman his store. ating losses of £19m – a Immediate Media at- to be unveiled, will allow Jon Powell said his “We have about 15 50% improvement over tributed the performance the publisher to build customers recognise people who buy the 2017’s figure of £37m. to the annual Gardens to on its existing base of the potential to save Guardian, and all of The London-based Visit guide, which is in- 230,000 subscribers. money from signing up them are subscribers. company attributed its cluded in the issue, ofer- A spokesperson from for subscriptions. Paying £2 a day for a healthier recent perfor- ing discounted entry to 424 Guardian News & Media “We sell nine Guardian newspaper is ridiculous, mance to an increase in gardens across the UK and told RN: “Subscriptions copies a day, and eight of so they subscribe for £11 revenues from print and the Republic of Ireland. are a very important part them are subscriptions. a week and save up to digital subscriptions, as Des Barr, from Sinclair of our print strategy, I ofer subscriptions on 60p a copy,” he said. well as reader donations Barr Newsagents in Paisley, and are a way for us to my leaflets. However, he added: and membership fees. said the magazine sells well all year. “It may seem seasonal, but it’s not – it’s a Saturday edition magazine that customers like to have every month for The Leader throughout the year.” Newsquest has launched the first Saturday edition of 44-year-old weekly news- paper The Leader in North Growth Wales. The new Saturday edition is available in the Wrexham and Flintshire ahead for areas with a cover price of 60p. Susan Perry, group Dennis editor for North Wales, said: The acquisition of Dennis “Our Saturday edition will Publishing by private complement the Monday to equity firm Exponent will Friday Leaders. The 96-page facilitate the growth of the edition will be packed full of company’s print maga- local news, sport, lifestyle zines and digital plat- and feature content.” forms, RN has been told. The £166m buyout gives Exponent ownership all of Dennis’ 30-plus brands, which include The Week, Local newspaper sales still in freefall Men’s Fitness and Cyclist. Local and hyperlocal tigated the rise of small ability as bigger, nation- We sell the Lancashire Exponent’s director, newspapers are ofset- regional titles in the past wide newspapers. Post, the Southport Vis- David McGovern, said: ting the decline of larger decade and their eforts Carl Pickering, from itor and the Ormskirk “Dennis is a unique, in- national titles in small to stay profitable in the Top Shop Newsagents Advertiser, but their novative and dynamic communities, but their current market. in Lancashire, said sales current performance is publishing business, sales continue to fall, a The research found of the three local papers very poor. and we believe there is a new report has found. that while regional titles he sells have declined “They each sell betw- significant opportunity The Hyperlocal News: have been able to cover markedly and quickly een 20 and 35 copies a to grow both its print and After the Hype study, un- gaps that exist in nation- in recent years. day, but they used to sell digital platforms, which dertaken by the London al coverage, they still “There are more regio- more than 300 when they will allow it to reach and School of Economics and continue to face the same n als now, but they have launched. Local papers engage even more readers Political Science, inves- challenges in sustain- been declining rapidly. are doomed,” he said. and customers.” 12 10 August 2018 RN PRODUCT TRENDS Seasonal sales tool 50% for stores range increase Unilever Partners for grew sales at Growth has added a new seasonal calendar Nottingham Uni to its category advice programme. Featured on the Part- ners for Growth website, it highlights the major events in each season and how to maximise the op- portunities they present. Working with its Retailer Advisory Panel, Partners for Growth has also included wholesaler promotions and checklists on the calendar in the lead up to events such as Christmas and Easter. Matthew Trembath, channel category excel- lence manager at Unilever, Younger shoppers want said: “The calendar was created to support retailers to try new things in-store. Given the challenging more world food options times the sector is facing, I would urge all retailers by Priyanka Jethwa diferent cultural tastes more space to East Asian of commercial sales and to visit our website to see [email protected] and ofer home comforts and American foods. marketing at Cofresh, said how they could benefit.” to international students,” “It is important for more students were look- A growing interest in she said. retailers based near or ing for bolder-flavoured, exotic flavours among The increasing number on university campuses spicier foods, alongside younger shoppers and of overseas students to cater to their demo- snacks that were consid- JTI vaping university students is studying in the UK, she graphics,” he said. ered healthier compared driving sales in the world added, meant it was “For example, a quarter with more traditional range gets food category, symbol important that retailers of the University of Not- savoury snacks. groups, retailers and understood campus tingham’s students are “Young people are more new look suppliers have said. demographics and tailored international, and because health-conscious and Keely Bolger, category their ranges accordingly. we have campuses in are increasingly look- JTI has introduced a new assistant at Costcutter, said Kristian Bennett, who China, we have a lot of ing for ‘guilt-free’ snacks bottle design for its Logic world foods was a huge runs University of students studying in the which fit with their LQD e-liquid range, with a growth area for the symbol Nottingham’s SU Spar UK for the term. lifestyles and diets, but lower RRP of £3.99 (10ml). group’s university shops. campus store, said since “As a result of the refit, they are also looking The bottles have “The stores that have the the refit at its Jubilee our sales of world foods for something diferent screwcap lids and feature strongest sales are those campus in spring this have increased.” in terms of taste and a travel-sized design. that adjust their ranges to year, he has dedicated 50% Debbie King, director texture,” she said. The range is available in Tobacco, Cherry, Menthol, and Berry Mint, to reflect the most popular vaping flavours, which are fruit, Local and fresh are big selling points menthol and tobacco. Independent retailers stores, which stocked unique to their local Fife Creamery and Eden Nick Geens, head of can benefit from higher them more frequently, area, ensuring there is a in Scotland. reduced risk products footfall and increased compared with multiple direct-to-store relation- “Our retail customers at JTI, said: “With the sales by investing in fresh, retailers, who tended to ship being built. Many of can order directly from vaping category growing local produce, Henderson treat local produce as a our Spar retailers supply local suppliers,” he said. by 9.3% in the past two Wholesale has said. secondary category. goods from local bakers.” “We then administer the years, we are confident Neal Kelly, fresh foods Noel McGregor, fresh Craig Brown, retail invoicing. We have also this update to our Logic director at the wholesal- trading manager at Hen- sales director at JW created a brochure that LQD e-liquid bottles will er, said shoppers wanted derson Wholesale, added: Filshill, said the whole- lets retailers know of the provide consumers with more fresh products “We encourage retailers saler was investing in suppliers we are work- value, convenience and from local firms, and to engage with artisanal local produce by working ing with, the majority of on-trend flavours.” were using convenience suppliers that could be with suppliers, such as which are local.” RN 10 August 2018 13 BRAND SNAPSHOT

Seriously juicy A taste of luxury Refreshing raiding Danone has relaunched its Juiced range, Mondelez’ new single-format bars for Lucozade Energy Orange and Original renaming it Volvic Juicy. The new name Green & Black’s are available in two fla- will become ‘Larazade’, along with a comes with a new look, in two variants: vours, Trufe and Praline, tapping into limited-edition flavour Croft Apple, to Orange and Blackcurrant. the demand for premium chocolates. celebrate the release of Tomb Raider.

In hot water Heat wave Meet Clive Premier Foods is running a competition- Unilever has partnered with Tabasco Carabao is debuting its first-ever TV ad- with Batchelor’s Super Noodles, ofering brand Pepper Sauce to create Hell- vert throughout August across ITV, Sky one retailer the chance to win a hot mann’s Chilli Mayonnaise Fired by and Channel 4. The advert features Clive water station for their store. Tabasco Sauce. the Carabao, the face of Carabao.

Say cheese Pamper and perfect Bake freely Mondelez’ on-pack promotion for Unilever is introducing its first Stork’s new 100% Coconut Oil is Dairylea ofers families the chance to skincare brand in 20 years called Love designed to appeal to the growing win prizes this summer, including Beauty and Planet, featuring six hair number of consumers seeking vegan tablets, bikes and karaoke kits. and skincare products. and free-from baking products. 14 10 August 2018 RN WHAT’S NEW Focus Bananas for babies Ofering a range of baby snacks in banana flavours helps attract parents looking for organic foods in natural flavours

Grenade brownie Capsicana guacamole mix Piccolo baby food Grenade Chocolate Brownie is the brand’s latest Capsicana’s Mexican Guacamole Mix is a home- addition to its Carb Killa snacking range. The bar made cooking sauce that can be added to mashed Piccolo’s Banana Blueberry & Apple baby contains 2g of sugar and 15g of whey protein to avocado to make guacamole without any mess. It food is flavoured with sweet vanilla and keep shoppers fuller for longer. is perfect for people looking for a quick meal. is designed to broaden infants’ taste RRP £2.49 RRP 65p (25g) buds. It can be cross-merchandised Contact [email protected] Contact [email protected] alongside baby formulas and toys. RRP £1.29 Contact [email protected]

Kiddylicious banana wafers Kiddylicious Banana Wafers are easy for Mr Filbert’s small children to hold and are made with pumpkin seeds Capsicana seasoning natural fruit flavours, containing no sugar or salt. The fruity pufs are also wheat- and Mr Filbert’s gourmet blend of pumpkin seeds, Made to serve four people, Capsicana’s range of gluten-free, perfect for lunchboxes. sunflower seeds and pine kernels with seasoning mixes can be cross-merchandised near RRP 65p wildflower honey and coconut appeals to Mexican foods, such as wraps, tacos and pinto Contact [email protected] shoppers looking for healthier on-the-go snacks. beans, and can also be used to season steaks. RRP £1.25 RRP £1 (28g) Contact [email protected] Contact [email protected] RN 10 August 2018 15

Priyanka Jethwa ACADEMY IN ACTION [email protected] 020 7689 3355 @priyanka_RN

£12k weekly sales increase since the Three-month follow-up: AiA visit Service to the Community Three months after visiting Seelan Thambirajah’s Premier in Bedford with Martyn Parkinson, from category partner Booker Wholesale, we find out how community engagement has helped Candy Kittens sweets improve the performance of his shop Candy Kittens’ sharing bag of premium sour watermelon-flavoured sweets are gluten-free, vegan and halal, and are made from fruit juices, IAA ADVICE THE RESULTS natural colours and flavours. RRP £3 Leave a suggestion box by the Since adding the sugges- Contact [email protected] till for services customers want tion box, customers have 1 to see in the shop and encourage said our prices are the best staff to ask for their thoughts compared to nearby shops, but they fi nd services such as a free ATM vital. Speak regularly to headteachers I’ve started weekly fruit donations to in nearby schools to enquire about a local primary school and I am also 2 opportunities for partnerships posting weekly promotions on our and charitable events Facebook page. I am now working Post photos and videos of your with Booker Wholesale to donate involvement with community £1,500 a year to charities. The positive 3 events and charities on Facebook reputation from the advice given has to raise your profi le boosted weekly sales by £12,000.

PARTNER ADVICE It is so great to see the results Seelan has achieved with the changes he made in his shop. It is now about ensuring he maintains this great community work to keep his new customers coming back. Martyn Parkinson Brand Director – Premier Gnaw dark Booker Wholesale chocolate bars Gnaw Toasted Coconut and Raspberry Crisp bars FIND OUT MORE are a premium chocolate product. They are also dairy-free and suitable for vegetarians, tapping Visit betterRetailing.com/IAA to f nd out more about Seelan Thambirajah’s visit into the growing free-from market. from the IAA or call us on 020 7689 0500 to take part in a future visit. RRP £2.99 Contact [email protected] Next week: In-store Display 16 10 August 2018 RN PRICEWATCH Profit checker Ice cream Price checker

WALL’S FEAST ORIGINAL 90ML Price distribution % PRODUCT

60%

55.3 % of independents sell this product at the 54% £1.00 RRP Magnum Classic 110ml 48% Magnum White Chocolate 110ml 42% Calippo Orange 105ml 36% Solero Exotic 30% 90ml

Twister 24% 80ml

Magnum Mint 18% 100ml 3-pack

12% Wall’s Feast Original 90ml

6% Magnum Double Raspberry 88ml

0% Classic Ice Cream 120ml

£1.15 £1.19 £1.25 £1.35 £1.41 £1.05 £1.10 £1.20 £1.28 £1.29 £1.30 £1.49 £1.50 £0.99 £1.00 £1.09 £1.40 -£0.99 +£1.50 Bobbys Lolly

Analysis Cornetto Classico The dominant pricing trend for a next most popular options, each RRP, while the remainder opted for 90ml 90ml Feast ice cream lolly, according favoured respectively by 11% £1.20 and £1.30. to this week’s Profit Checker graph, of retailers. This variation was Of the 12 products featured in the Flake Ice Cream Cone was Booker’s £1 RRP. reflected by the six stores in the table, only Magnum Double Rasp- 125ml For those who chose alternative Price Checker table, where three berry was priced on average below prices, £1.10 and £1.20 were the shopkeepers stuck with Booker’s Booker’s RRP. How we drive our profit I normally add 10p on top of Our ice cream products are Ken Singh the RRP because ice cream is an Anish Panchmatia purchased from Booker and STORE Boghar Bros Store impulse product and customers STORE Spar Wylde Greene Blakemore, and we aim for LOCATION Pontefract won’t mind paying a bit extra, LOCATION Sutton Coldfield margins of 30%. Customers can SIZE 1,300sq ft especially during the summer SIZE 3,000sq ft get a range of products from TYPE main road when demand can shoot up. I TYPE main road well-known suppliers, but there’s make sure I stock a variety of plenty of demand for ice cream products, and those from Wall’s parlours and we introduced this TOP TIP are some of my most popular TOP TIP option a year ago. We noticed Always ensure items. The store is based near Local suppliers a lot of these popping up in the you have your ice a housing estate and schools, can help town centre, which was one of creams available which means there is high differentiate the reasons behind our decision. near the till and demand during summer. The you from any It’s a very profitable area; sales not at the back of best advice I can ofer is to make competing can reach £3,000 a week during the shop sure the ice cream is visible, shop nearby the peak summer trading period otherwise you risk reducing the and the average profit margin is likelihood of making a sale. about 70%.

RN 10 August 2018 17

Alex Yau [email protected] 020 7689 3358 @AlexYau_RN

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get value, insights and business benefits from EPoS data. To find out how they could help you, call 07976 295094 MY LOCAL HERO AVERAGE BOOKER RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER UK RRP Retailers reveal the most profitable RETAIL 1 2 3 4 5 6 produce on their doorsteps PRICE* VILLAGE HIGH OFF-LICENCE NEIGHBOURHOOD LOCAL POST HOLIDAY CAMP SMALL SHOP STREET SHOP IN AND LOCAL SHOP SHOP IN OFFICE AND SHOP SHOP IN EAST IN SUBURB OF SOUTH DEVON IN LEICESTER RESIDENTIAL IN KENT VILLAGE YORKSHIRE LANCASHIRE SUBURB AREA OF READING SEASIDE RESORT TOWN Seelan Thambirajah £1.90 £1.90 £1.90 £1.99 £1.90 £1.90 £2.20 £1.90 Premier Gostwick Road

£1.90 £1.90 £1.90 £1.99 £1.95 £1.90 £2.20 £1.90 The Early Birdy £1.10 £1.10 £1.10 £1.20 £1.10 £1.10 £1.30 £1.00 (£1.59 to £1.69 for £1.42 £1.40 £1.40 £1.40 £1.40 £1.40 £1.50 £1.40 sandwiches and pasties) £1.11 £1.10 £1.10 £1.20 £1.10 £1.00 £1.30 £1.10 Where did you discover it? I took over the company, which is based in £1.92 £1.90 £1.90 £1.99 £1.95 £1.90 £2.20 £1.90 Grantham, more than a year ago. It has a standalone sandwich bar, but I’ve also extended their products to be stocked in £1.09 £1.00 £1.00 £1.20 £1.30 £1.00 £1.30 £1.00 some of my 16 convenience stores. I’ve increased the focus on fresh and local products because these are growing areas. £1.97 £2.00 £2.00 £2.09 £2.00 £2.00 £2.20 £1.90 Who buys them? We have a range of customers that includes families, school children and 75p 75p 75p 75p 75p – 75p 75p ofce workers. There are 15 products in the range, which includes sausage rolls, steak slices, egg sandwiches and BLT baguettes. 30p 30p – 30p 30p 30p 30p - Why are they so successful? The products are popular because of the wide range available at an afordable price. £1.43 £1.40 £1.40 £1.20 £1.40 £1.40 £1.50 £1.29 Each sandwich and pastry is made from scratch every day, so customers know they can trust them for quality and freshness. £1.73 £1.50 – – £1.85 – – £1.80 In total, The Early Birdy generates more than £5,000 per week in sales for me.

* from a sample of 3,500 stores

With many of our ranges, we We get our ice cream from Nisa Mital Morar have niche suppliers and Ketul Desai and Booker across my three STORE Ancoats General Store sometimes we invite them in on STORE The General Store stores. We stick to the RRP and LOCATION Manchester certain days of the week where LOCATION Tufnell Park this results in average margins SIZE 3,000sq ft they’ll sell their products as a SIZE 650sq ft of 25%. As ice cream is a sea- TYPE city centre concession or food stand. Ice TYPE city suburbs sonal product, sales will shoot cream is one category where this up during summer and ice lollies works well. An example includes are some of our most popular TOP TIP Drizzle City Sundaes’ range, TOP TIP products. We have support from Differentiation is which includes Carrot Cake, Make sure suppliers and use branded PoS key when it comes Rocky Road, Lemon and Blue- you get your and displays where possible. If to ice cream, as berry. We’ve also had vendors displays right, customers see well-known brand- we’re in an area outside the shop. The products as this attracts ing, they’ll be more likely to buy with a trendy often sell out and customers customers’ ice cream. They’ll associate the customer base associate us with ice cream, attention brand with quality. My Tufnell which makes us diferent to other Park store is in a residential area convenience stores. and there’s plenty of demand. 18 10 August 2018 RN

REGIONAL NEWS NFRN South East Shops rue Racing Post loss Retailers have reported losses of more than £1,000 since distributor Citipost announced it would deliver Racing Post directly to bookmakers. Speaking at the South Eastern district council meeting last week, Raj Patel, from Leicester Store Road in East Sussex, said: “I have lost two customers since this deal was made, Wales New law creates fears over tax and lost trade ‘Bristol is only a 20-minute drive away’ and have lost £50 a week for six months. “I pay Menzies £65 a week in delivery charges Welsh committee to and they have now taken away some of my biggest orders. I can’t do anything about it.” assist MUP introduction District vice-president Bhavesh Patel said: “We by Megan Humphrey legislation, alcohol cannot assembly and Alcohol consumer point of view, know members aren’t [email protected] be sold to the public for Concern would join them and none are retailers,” getting copies of Racing less than 50p per unit. at a meeting in September. he said. “They are putting Post and are talking to the Welsh retailers have Welsh district president “This isn’t the result of a together a structure that wholesalers to try to get begun engaging with Mark Dudden said the request, but rather them can be easily moved and their supplies back.” Welsh AMs to ensure a creation of a sub-com- wanting to engage with turned into a taxable one.” streamlined introduction mittee to liaise with the us,” he said. He added that MUP Wales of minimum unit pricing Welsh Assembly directly Mr Dudden believed could lead to customers (MUP) on alcohol across was a valuable step ahead MUP would level the travelling to nearby the country. of the new law. playing field between towns to buy cheaper Menzies MUP is expected to be “We have been trying the multiples and inde- alcohol. “Bristol is only a introduced in Wales next to get our foot in the door pendent stores, but was 20-minute drive away,” plans in year, following its imple- with the Welsh Assembly concerned about tax- he said. “People will drive mentation in Scotland for years, but we are just related issues. there to get supplies.” spotlight in 2012, in an attempt to starting to see the fruits of “It’s hard when you deal Mr Dudden said the crack down on alcohol- our engagement,” he said. with some individuals NFRN had not ruled out Retailers have called on related crimes. Under the Mr Dudden hoped the because they have a working with the ACS. Menzies Distribution to explain how its sale to equity investor Endless LLP will afect long- South East term distribution. Menzies refuses restitution At their NFRN district Menzies Distribution receive my papers,” he circumstances are beyond meeting last week, is continuing to refuse said. “There were three the company’s means, it Welsh retailers raised restitution to retailers shops within 500 yards of takes no responsibility. Upcoming the possibility of a who lodged complaints in my shop that did.” “If we had the option regional trade reorganisation of the February this year over The wholesaler claimed of going to another events wholesaler’s depots. missing papers. this was because a driver wholesaler, they would NFRN/NewstrAid curry Wales district president Jeet Chopra, who for his area didn’t turn up. have smartened up their night & trade show Mark Dudden said: “I owns the Paper Shop in “I prepared my paper act. Smiths and Menzies Date 11 Sept, 6pm-10pm know they have relocated North West Kent, lost boys and girls for the are holding us to ransom,” Location 3D Centre, one of their hubs in hundreds of pounds when snow, why didn’t Men- said Mr Chopra. Bolton Swansea, which is now the wholesaler failed to zies?” said Mr Chopra. National president NFRN/Menzies open day like a ghost town.” deliver his papers during Menzies referred to its Mike Mitchelson said Date 20 Sept, 9.30am-2pm National president poor weather. terms and conditions for the NFRN is calling for Location Menzies Linwood Mike Mitchelson also “When we were hit the restitution refusal, automatic restitution for questioned whether with bad snow, I didn’t which states when serious service issues. Endless LLP would increase investment Contact Megan Humphrey with your trade news on 020 7689 3357, [email protected] or @MeganH_RN in distribution. RN 10 August 2018 19 YOUR VIEWS Western Union woes VIEW FROM I recently had a visit THE COUNTER from a Western Union representative who told with Mike Brown me the company was terminating my terminal because I wasn’t hitting After two months of an unprecedented heatwave, my transaction targets. the old adage ‘Sun’s out, money’s out’ is wearing a bit What I find annoying is thin. Although, it is good for business – my shop is that five years ago, they south-facing and keeping it cool is a major operation. came to me begging me My armoury of fans, portable air conditioning units, to switch from Money- an inner blind and an outside canopy have struggled, Gram to Western Union. and quite often the temperature inside the shop has Not only is there so much exceeded 30oC, which is unpleasant for everyone. The competition in the area main culprit is the slush machine, which belts out with every other retailer heat despite our regular maintenance and cleaning. operating a Western decisions regarding Western they have changed the The school holidays are underway, but in the last Union terminal, but the Union agents network. format where if a person week of term we suggested on our Facebook page that economy, alongside Brexit We are in contact with Mr has a six-day subscrip- teachers might like to treat their class to a famous woes, is not what it was Ahmed and will discuss the tion, they will carry on Browns mix-up (pick’n’mix). Totally Stokesley shared five years ago, so of course situation with him further.” their next subscription for our post so we could reach a larger audience, and soon sales are going to be the following week in the the orders were rolling in. The local primary school down. Furthermore, they same strip. This has made ordered 48 £1 mix-ups – what a result! won’t even collect their Why has the whole process more On the hottest day of the year so far, 26 July, I trav- PoS material themselves. the Times difcult and complicated elled down to Wakefield for the NFRN/Menzies Trade I would have appreciated when it comes to count- Day. I think all 8,000 Menzies customers had got there if they had given me some changed our ing the voucher. They before me – the place was packed. All credit to the sort of notice, at least, and vouchers? could have just left it as NFRN team, the Yorkshire District and Menzies man- took into consideration a weekly strip – instead, agement team who hosted the event at their depot. It that I switched to them It has been a little an- I am left in a position was a fantastic day of great deals, freebies and advice. after they asked me. I was noying since The Times where counting the strips A couple of months ago, I mentioned that our local a loyal client to them. changed the format of is really difcult. I would garden centre had been completely destroyed by fire. Arif Ahmed their weekly vouchers. like to know why they Well, I am pleased to say they have started trading Ahmed Newsagents, Coventry The Times have weekly have done this. again in a temporary building while the new centre subscription vouchers and Raj Wadher is being rebuilt. Their staf have been brilliant and A Western Union they used to be printed on Upton News, Berkshire loyal through a very difcult time. I delivered the spokesman said: a strip of seven, and even papers today and they were all frantically mopping “Western Union takes agent if people had a six- or five- News UK had not up in the new building after the canvas roof could complaints seriously, and day subscription, it was responded to RN’s not cope with the overnight thunderstorms, and due to privacy obligations, printed on a strip of seven request for comment at this was only the second day of opening. we don’t comment on specific with a blank space. Now the time of going to press

YOUR SAY Is your stock still suffering RN READER POLL because of the CO2 shortages? Yes Dennis Williams Philip Constantine 64% Premier Broadway, Edinburgh Nisa Local, Orpington No We’ve not been afected too I have been afected by 36% much by the CO2 shortages, the CO2 shortages, and but you have to remember I am still afected by high demand from events it. Our wholesaler told such as the Royal Wedding us they have five CO2 and World Cup have prob- suppliers around the Would you submit ably contributed to stock country, and four of payment issues Kamini Patel as Coca-Cola. At the time, shortages across parts of them have shut down as evidence to be Nikes Newsagents, Houghton we just told customers the UK. Booker has been for refurbishment. It lobbied in gov’t? Regis, Scotland there was a shortage, good at communicating is a terrible time for We aren’t facing prob- but they were happy to with us and providing daily this shortage, as we are NEXT WEEK’S QUESTION lems anymore, but a pick up a bottle of water updates on what’s been go- having a good summer Are you concerned about few weeks ago, when we instead, especially since ing on. Communication is and this very short supply the Today’s Group and went into the cash and the weather was really important because it helps means most of my drink Landmark merger? carry, Booker and Best- hot. As a result, we didn’t provide certainty and gives sections are now empty. way were sufering from lose too many sales and the confidence that Booker In general, it is costing Vote now at low stock of drinks such weren’t as badly afected. is helping its customers. me 5% of my total sales. betterRetailing.com 20 10 August 2018 RN INDUSTRY PROFILE Kerry Foods Busy lifestyles are making on-the-go snacks more popular than ever, but customers are prioritising healthy eating at the same time. Kerry Foods’ Alistair Gibbons explains how the company is meeting this demand with its Fridge Raiders brand, and is aiming to emphasise its nutritional value RN What are the biggest trends in promotional activity, such as the snacking category? meal deals, is an effective tool. AG More shoppers are looking Furthermore, meal deals that for foods that are nutritious and include nutritional snacks, such contribute to a balanced diet – as Fridge Raiders, give shoppers opportunity can be significantly something that will keep them the option to purchase something enhanced. We are looking at how going throughout the day. other than just crisps. we can support retailers with Convenience is also becoming When shoppers see they can various types of promotional kit increasingly key, so it is all about buy a heathier snack as part of and how we can push chillers to making things as accessible as a meal deal, they are more likely the front of stores. possible, and providing snacks to buy the whole meal, rather We are This project is still in its infancy shoppers can eat on the go without than just one component – which and is something we want to work being messy. helps increase basket spend. rebranding closely with our retail partners Also, it is essential to make Fridge on. It is a challenging task, but products exciting so consumers RN What is the biggest mistake something we have expertise in. are attracted to them, and we are retailers are making in the Raiders to innovating in this area through our snacking category? RN What is your most valuable kids’ snacks range. AG We understand the biggest place more merchandising advice? challenge independent retailers AG We have noticed that when our RN How do you see these face is chilled space. It comes focus on entire range is sat together, shop- trends developing? at a premium, especially in pers’ perception of our products AG We have identified protein as a smaller stores. However, if the the protein improves a lot. I think this is be- huge opportunity for independent orientation of the chiller, in aspect of cause it helps them grasp that our retailers, as more shoppers gravitate terms of where it is located in- brand encompasses more than just toward snacks that have some kind store, is improved, then the sales the snack ‘chicken bites’. of nutritional value. We are already well-known for Our products have been deliver- these, but is also about catering ing this for years, but we are re- for other shopper needs, such as branding Fridge Raiders to place Company protein for adults and cheese snacks more focus on the protein aspect CV for children. of the snack, which should help **Company Kerry Foods ** For us, it is about finding ways drive growth. The trend is already Marketing manager for Fridge Raiders at Kerry Foods to build on this and encourage established and clear. Now it is Alistair Gibbons consumers to try the entire snack- about pushing it out. Profile Kerry Foods owns some of the best-known brands ing package. in the chilled food sector, including Yollies, Cheestrings, RN What can retailers do to attract Fridge Raiders, Mattessons and Richmond. RN Which new products have more consumers to the chilled Latest news Having rebranded its Mattesons range as you bought to market this year? snacking category? Fridge Raiders, the supplier has just launched new AG All of the Mattessons snacking AG Around 85% of snackers are Fridge Raiders Combos products, excluding Smoked Pork adults, so it is about finding ways in BBQ Mix and Chilli Sausage and Turkey Rashers, are to attract that demographic to the Mix variants. now under the Fridge Raiders brand. chilled section. In regard to new products, we One way retailers can do this is have just launched new Fridge by placing chilled snacks at the ** ** Raiders Combos in BBQ Mix and front of the store. This, alongside Chilli Mix varieties.

24 10 August 2018 RN SHARING FORMATS CHOCOLATE Why is investing in sharing formats of chocolate important?

Adam Hogwood Budgens of Broadstairs, Kent

Sharing formats of chocolates, whether in pouches, tins or blocks, encourage shoppers to trade up. They also help us cater for several needs – chocolate for a night in, a trip to the cinema or for people heading out for a picnic. We have an ongoing promotion on sharing bags of Cadbury’s chocolates, displayed in a ladder rack, which is doing really well.

RN’s top picks

Cadbury Sweet Shop with Maynards Bassetts pouch Mixing favourites from Cadbury and Maynards Bassetts, including Dairy Milk, Eclairs and Sherbet Lemons, the Big packs, Sweet Shop pouch taps into the trend for retro confectionery.

Cadbury Heroes Premier League Tin Cadbury Heroes Premier League Tin comes in an 800g format with an RRP big profits of £9.99 and a 400g pouch format One of the main trends in RN’s latest What priced at £6.29. to Stock was the growth of multipacks and Cadbury Goo Heads Cadbury Goo Heads include sharing formats, but which shopper trends individually-wrapped skeleton, lie behind this, and what should you stock? pumpkin, Frankenstein, Dracula and werewolf heads, great for Priyanka Jethwa investigates sharing and scaring.

CRISPS, SNACKS RN’s top picks AND NUTS Walkers Poppables The Walkers Poppables range is Why is investing in sharing available in Sweet Chilli, Cheddar formats of crisps, snacks and Cheese and BBQ Rib flavours in nuts important? 110g sharing bags. Narendra Pringles Singh Jadeja Perfect for taking to picnics, Kellogg’s Londis, London Pringles appeal to both children and adults looking for a snack to share. It’s important to stock sharing formats because price diferences between sin- Cofresh Grills and Curls gle packs and sharing packs are shrink- Cofresh’s range of Indian sharing ing. Single packs of crisps cost around snacks make a great alternative to 60p, while sharing bags often come in traditional potato crisps. £1 pricemarked packs. More people are trading up because it represents better KP Nuts value for money. I predict that, in time, KP Nuts £1 pricemarked sharing packs single packs will be replaced by sharing are available in Original Salted, Dry formats altogether. Roasted, Salt & Vinegar and Spicy Chilli. RN 10 August 2018 25

RN’s top picks ALCOHOL RN’s top picks SOFT DRINKS VK Pepsi Max Why is investing in VK’s sharing formats, Why is investing in sharing Larger sharing formats, sharing formats of including VK Blue, VK formats of soft drinks such as Pepsi Max, alcohol important? Tropical Fruits, VK important? are often bought as Orange & Passion Fruit an alternative to and VK Black Cherry, Amandeep alcohol, and also Harry are growing 28% year make for good mixers. Patel on year. Singh Kwiksave, Warlingham Singh’s Convenience, Yorkshire 7UP Hooch Stocking sharing There is an ongoing trend towards Hooch Families tend to buy sharing formats of formats, such as larger, sharing formats of alcohol. In Alcoholic soft drinks, especially 1l and 2l bottles. 7UP 2l, is key for the past year, we have sold two bottles Lemon Brew Now that the weather is hotter, our summer gatherings of Grey Goose 4.5l for £599.99, three comes in a sales of these have such as barbecues bottles of Grey Goose 3l for £289.99. It is 10-pack of increased. In fact, and picnics. essential independents get on this trend 275ml bottles, perfect compared to this and stock accordingly. for distributing at time last year, sales Schweppes picnics and barbecues. are up by 20%. We Schweppes’ 1l bottle stock pricemarked can be ranged Open Gate packs across all near alcohol to Brewery the major brands, encourage shoppers Pilsner including Coca- to pick it up as a Consider cross- Cola and Barr Soft mixer, boosting merchandising Drinks. basket spend. larger beer formats with sharing NEXT WEEK: Don’t miss RN’s guide to the best-selling formats sugar confectionery formats of snacks.

Text SNACKS to 88222 followed by a space, your name and a photo of your invoice. T&C’s apply. UK only, excluding NI. 18+. Open to all independent and symbol group convenience retailers. Employer’s permission required to enter. Open from 01.07.18 to 30.11.18. To enter, purchase any 4 x cases of Pringles Snack Cans (40 g or 70g) or Kellogg’s Better For You Snacks (see full terms and conditions for full list of promotional items). Take a photo of your invoice/receipt and text it with the word SNACKS followed by your name to 88222. 1 entry per invoice/receipt. Entry by text only. Text charged at standard MMS rate. 1 x £10,000 cheque available to be won. First 1,000 entrants will receive 1 x case of Pringles 70g and 1 x case of Special K Protein. Winners will also be drawn weekly. Each weekly winner will receive 10 x cases of a selection of Pringles Snack Cans and Kellogg’s Better For You Snacks. Subject to availability. Full terms and condition can be found at https://www.kelloggsvantage.com/snacksofcash © Kellogg Company 2018 26 10 August 2018 RN THIS WEEK IN MAGAZINES My week in magazines

Marcello Perricone Magazines reporter [email protected] PRINT STILL HOLDS TRUST IN THE MODERN WORLD

Magazines are serious business. Not just for those of us who work in and around them, but also to the world as a whole. According to 2018’s Edelman Trust Barometer, 84% of the public still trust print media, versus 56% who trust in digital and only 20% who trust in social media. For all the internet’s ubiquity, physical magazines have Launch of the week a long history and influence that give them an enduring place in today’s society. It’s no surprise, then, that publications often attract important individuals as collaborators. ONE-SHOT CAPITALISES In the last month alone, comic book writer Mark Millar MBE was a guest editor for Beano’s 80-year celebrations, while athlete Sir Mo Farah ON LOYAL TRAIN-LOVERS assumed guest editorial duties in Runner’s World’s 25th anniversary. These high-profile Key Publishing’s rail modelling magazine focuses its lastest annual partnerships help push publications into the spotlight and convert readers who may not be on railway enthusiasts. Take advantage of loyal model collectors by aware of a title beforehand. stocking this comprehensive workshop manual Guest editors also tend to generate extra sales for retailers, as their special covers draw IT’S AN AWKWARD time for rail in Britain, attention from passersby. Print still has a with endless headaches caused by the new gravitas and authority that digital publications timetables and the heat of the capital’s Un- lack, and there’s no better way to flaunt that derground network. However, enthusiasts than with a premium, shiny attractive cover at still love trains like they have done since the front of your display. the 1800s, and Key Publishing’s latest THE HORNBY rail magazine is aimed at those fans in MAGAZINE particular who like to collect and assemble LOCOMOTIVE Opportunity: Special Covers model trains. MANUAL: From Empire’s multiple cover choices EXPRESS STEAM and Gurgle’s eye-catching designs to The Hornby Magazine Locomotive On sale out now Manual: Express Steam is a guide show- unique guest-edited and seasonal cov- Frequency annual ers, magazines have the unique selling ing modellers how to maintain and Price £6.99 upgrade their locomotives. point of being a collectable. Always Distributor Seymour identify the most attractive magazines This is the first in a series of workshop Display with Model manuals, so be sure to stock it to capitalise Rail, Model Rail, British and display them clearly to encourage on dedicated train collectors. Railway Modelling impulse purchases. RN 10 August 2018 27

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

TREBUCHET l This art magazine focuses on a specific creative On sale 15 August field in each issue, exploring the expertise, vision, Frequency quarterly and partnerships that create the contemporary Price £11 creative world. Distributor Intermedia l The autumn issue focuses on the body as an Display with Monocle, abstract concept, from the physical body in nude Asthetica, Creative photos to “rich bodies of data” that catalogue Review changes in the world of art.

CHELSEA FC l The ofcial publication of Chelsea FC brings On sale 15 August together the latest news, gossip and match Frequency monthly Bestsellers details from Stamford Bridge. Price £3.25 Motoring l This issue focuses on the start of the Premier Distributor Intermedia League, as well as details of current players and Display with Everton Title On sale In predictions for the season. Magazine, Liverpool FC date stock Magazine, Inside United 1 Autocar 08/08 2 What Car? 09/08 3 Classic Car Weekly 08/08 MOTHER & BABY 4 BBC Top Gear 09/08 l A parenthood magazine aimed at pregnant On sale out now 5 Auto Express 08/08 women and mothers, Mother & Baby includes Frequency monthly 6 Classic & Sports Car 02/08 tips, guides and features about everything baby- Price £3.99 7 related, from taking care of them to what to do Distributor Frontline Auto Express Specials 22/08 when they finally go to sleep. Display with Baby, 8 Practical Classics 08/08 l Smallish, Gurgle The September issue comes with two free 9 Autosport 09/08 nappies, alongside an article revealing the secrets 10 of newborn contentment. Classic Car Buyer 08/08 11 Land Rover Owner 08/08 12 Car 15/08 NEW HUMANIST 13 Classic Cars 22/08 l Often containing complicated and controver- On sale 16 August 14 Motorsport News 08/08 sial topics on religion and science, this magazine Frequency quarterly 15 Evo 08/08 is the only regular title devoted to humanism. Price £4.95 Distributor Intermedia l This issue analyses climate change from a Data from independent stores supplied by humanist perspective, and includes essays on Display with Prospect, posthumanism and the many meanings of truth. Index on Censorship, Philosophy Now, SYMBOL KEY Literary Review

Price Launch Frequency Bumper THE GREAT OUTDOORS change change issue l Focused on backpacking and hillwalking for On sale out now nearly 40 years, TGO includes gear reviews, articles Frequency monthly and features for anyone interested in trekking in Price £4.60 the wild. Distributor Seymour l This issue chronicles routes through Snowdon’s Display with Trail, Country Walking, One Special Free Competition mountains and islands, and includes a 36-page shot issue gift supplement about the Scandinavian outdoors. Bushcraft Survival Skills

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Sticker Collection STICKER PACKET: 60P RRP www.paninigroup.com 28 10 August 2018 RN THIS WEEK IN MAGAZINES MATCH OF THE DAY Expert advice l This football magazine is celebrating the On sale out now Jaynie start of the football season with a special Frequency weekly foil-bagged issue. Bye Price £3.50 Consultant publisher, l The latest edition features league previews, Distributor Frontline Match of the Day, transfer gossip, quizzes, posters, skills tips and in- Display with FourFourTwo, Immediate Media cludes free league ladder collectables. When Saturday Comes, Football Grounds: A Fans’ Guide ot on the heels of a brilliant World Cup, young football fans are now hugely excited about the start of the 2018-19 football season. The MINI WORLD football and sports magazine l A specialist magazine aimed at enthusiasts Hcategory is on fire, so don’t miss out on the On sale out now of the Mini brand, this monthly title focuses Frequency monthly opportunity to capitalise on this vibrant on old and classic car models instead of the Price £4.99 category, which is worth more than £9m contemporary versions. Distributor Marketforce annually in the UK. l September’s issue looks at four classic cars Display with Jaguar World, Immediate Media’s Match of the Day of the past five decades, and includes a list of Performance Mini, magazine has grown its weekly share to essential tech tips and advice to keep the car Mini Magazine a massive, market-leading 78%, and it is in good shape. a must-buy for fans who don’t want to miss out on the drama of the new Premier League season. TODAY’S GOLFER Football is hugely popular among children l This special issue of Today’s Golfer focuses in the UK, where 1.5 million seven-12-year- On sale out now olds support a football team and 672,000 are on technological gear reviews, from the most Frequency monthly popular mail-order golf balls to Ping’s brand-new actively out there playing football them- Price £4.80 selves. With its high rate of parental purchase i500 and i250 irons. Distributor Frontline by adults who value the heritage of this BBC l The magazine also includes a £30 voucher Display with Golf Monthly, for clothing brand Peter Millar and a 48-page Golf World favourite, Match of the Day magazine is per- Today’s Golfer Awards Supplement. fectly placed to take advantage of this giant potential audience for football magazines.

SPECIALIST CHOICE Our strategy MARK ANSELL, LISKEARD Who buys your titles? NEWS, CORNWALL Fans of football, both adults and children. TAPROOT How should your titles be promoted in-store? Take advantage of the buzz around football Who buys it? ‒ and the sales potential in this market – by Both men and women in ensuring that Match of the Day magazine their 50s, with an interest sits at the front of the fixture. in gardening or wellbeing. How are you investing in independents? How do you display it? Independent retailers have significant Although it’s classified as share of the national sales, so it is impor- a garden title, it doesn’t tant to prioritise this channel. We invest seem to fit in a single in supply to ensure excellent availability category. We display in our independent retailers, and in com- a couple of copies munications sent via independent groups, On sale out now in the garden, including the Superleague brochure, social Frequency quarterly wellbeing and media channels, NFRN website and RN to Price £6.95 crafting heighten product awareness for key issues Distributor Seymour sections. throughout the year.

COMING UP IN NEXT WEEK’S RN How to perfect your displays, harness impulse buyers and drive confectionery sales whatever the season Plus, strategies for bringing students into your store as the university year begins, and RYO tobacco goes under the microscope in Pricewatch