Why Your Council Could Owe You £12,000 ● Business Rates on Atms Banned in Landmark Ruling ● Experts Predict Greater Cash Machine Access for Independents Page 4 »

Fresh food in ﬁve minutes How GetGo provides Pennsylvania consumers with quality food to go (PART 3 OF 5) Page 6 » RETAIL NEWS THAT MATTERS ● betterRetailing.com ● 16.11.2018

Why your council could owe you £12,000 ● Business rates on ATMs banned in landmark ruling ● Experts predict greater cash machine access for independents Page 4 »

CRIME NEWS & MAGS SYMBOLS & WHOLESALE Security Readers Costcutter blunders urged to retailers fuel ATM cut out face new ram raids your store terms Construction and TI Media encourages Vol 129 No 46 £2.50 Current and future FOR TRADE USE ONLY agricultural industry readers to order 46 partners must use failings behind crime mags directly with symbol branding to ‘epidemic’ Page 3 » subs offer Page 10 » get full deal Page 5 »

p1 Cover.indd 1 13/11/2018 17:38 2 betterRetailing.com // 16 November 2018 RN CONTENTS Shaping the future of independent retail WELCOME since 1889

Follow on Follow RN hopkeepers and newsagents aren’t always given Facebook on twitter the most positive descriptions by famous au- f thors. For example, Zola, Dostoevsky and Shake- facebook.com/ThisisRN @ThisisRN for expert advice to S to have your say on the latest news help you grow your sales speare’s most famous works all include a miserly Editor - news retailer that either meets, or is threatened with, a griz- zly end. Luckily, Dickens – a founding member of the Email & Visit the Jack Courtez @JackCourtez NewstrAid benevolent fund for those who work in the phone RN website 020 7689 3371 news trade – and Orwell were more positive. email [email protected] www.betterretailing.com/RN In 1940, the latter told readers the nation’s pulse tel 020 7689 0600 extensive galleries and news could be found by examining the shelves of their local newsagents. “The contents of these shops is the best available indication of what the mass of the English people really feels and thinks,” he wrote. Editor - news Editor - insight News editor Can we say the same today, though? As people’s interests become more Jack Courtez Chris Dillon Megan Humphrey divergent and specialised, stores have come to rely on many legacy cat- @JackCourtez @ChrisDillonNT @MeganHumphrey_ egories that play to established, yet declining audiences. 020 7689 3371 020 7689 3379 020 7689 3357 It’s why it has been fantastic to hear of the effects of a recent run of Features editor Features writer Reporter innovation in magazines. Last week, readers learned how Spar News- Tom Gockelen-Kozlowski Priyanka Jethwa Alex Yau group is breaking the mould and achieving magazine revenue growth @TomGK_writer @priyanka_NT @AlexYau_NT for independent stores involved in its trial of suggesting smaller titles 020 7689 3361 020 7689 3355 020 7689 3358 based on demographic data. This news coincided with a spate of magazine launches that reflected wider changes in the public. This includes Reporter Head of design Production editor Film Stories and Wireframe, which go behind the scenes of the film and Marcello Perricone Anne-Claire Pickard Ryan Cooper gaming industries, using print to tell and show stories in a way the on- @MarcelloP_NT 020 7689 3391 020 7689 3354 line medium is yet to master. Or Smart Home, which gives readers an 020 7689 3350 insight into a technology that has the power to change how people live. Newsagents and writers must keep the public’s love affair with print Editor in chief Head of sales Head of marketing alive by adapting with new titles and styles in retailing, and of publish- Louise Banham Matthew Oliver Jessica Salisbury-Fielder 020 7689 3353 020 7689 3367 020 7689 3352 ing. How have stores changed so far? Here’s Orwell’s 1940s description of Sub editor Account director Interim managing newsagents: “A few posters for the Daily Mail and the News of the World Jim Findlay George McCracken director outside, a poky little window with sweet-bottles and packets of Players, 020 7689 3373 020 7689 3364 Parin Gohil and a dark interior smelling of liquorice allsorts.” Sub editor Account director 020 7689 3375 Tom Allaway Charlotte Jesson Finance executive 020 7689 3395 020 7689 3389 Abi Sylvane Designer Account manager 0207 689 3383 Jody Cooke Jon Melson 020 7689 3380 020 7689 3372 Production Sales support HEADLINES INSIGHT coordinator executive Louise Watson Michela Marino 3 BREAKING NEWS 14 PRODUCT NEWS 020 7689 3368 020 7689 3382 Poor industrial vehicle security to Who’s investing in fresh food to go? blame for ATM raids If you do not receive your copy of RN please contact Kate Daw 16 PRICEWATCH on 020 7689 3394 or email [email protected] 5 SYMBOL NEWS How to compete on festive bubbly Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper Costcutter term changes for new Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT 18 FOCUS ON BRANCOTT ESTATE Audit Bureau of Circulations and existing partnered stores July 2017 to June 2018 average net circulation per issue 10,356 Why this wine is a must-stock 6 STORE TOUR IN AMERICA Annual Subscription How GetGo provides fresh, 20 BRAND IN FIVE UK 1 year £150 Europe £302 2 years £237 Rest of world £354 healthy food to go, made in-store How can The Retail Mutual help 3 years £333 in less than five minutes you and your business To subscribe contact 020 7689 3384 10 NEWS & MAGS 21 FRESH AND LOCAL Newtrade Publisher pushes readers to cut Five retailers reveal their strategies for 11 Angel Gate, City Road, London EC1V 2SD out newsagents driving sales of fresh and local lines Tel 020 7689 0600 email [email protected] 12 NFRN REGIONAL NEWS 25 MANAGING CORE GROCERY RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. Meeting with Welsh government Ten must-stock categories for last- RN is editorially independent of the NFRN and opinions, comments and reviews included are not explains upcoming alcohol law minute Christmas buys 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 27 THIS WEEK IN MAGAZINES prior written agreement of the Editor. 13 YOUR VIEWS Contributions are welcomed and are included in part or whole at the sole discretion of the editor. Coral Rose explains the struggle The Economist’s The World in Newtrade accepts no responsibility for submitted material. Every possible 2019 is your sales oyster care is taken to ensure the accuracy of information. For trade use only for better allergen labelling

p2 Contents.indd 2 13/11/2018 16:59 RN 16 November 2018 // betterRetailing.com 3 BREAKING NEWS Closures Unsecured ignitions enabling ATM crime wave Thefts now on ‘epidemic’ scale soar on high street Vehicle security failings More than 2,500 shops reportedly closed in 2018, according to research by fuelling ram-raid spree auditing company Price- EXCLUSIVE waterhouseCoopers (PwC). by Jack Courtez and started the engine. I Strategic alliance However, he said the A net 1,123 stores disap- [email protected] couldn’t believe it.” manager at vehicle secu- speed of ram raids and the peared from the country’s NFU Mutual Insurance rity firm Datatag ID Dave lack of automated alert high streets in the first Poor security on construc- Society’s agricultural vehi- Luscombe told RN: “A gang systems makes trackers half of the year as only tion and agricultural cle specialist, Clive Harris, will visit two days before inefective in preventing 1,569 shops opened, com- vehicles is fuelling ATM said: “There’s still a mind- the attack and scope out ATM thefts. pared with 2,692 closures. ram-raid attacks, accord- set that universal keys their targets. They then Detective Inspector Lisa Hooker, consumer ing to industry experts. are acceptable.” He added take the vehicle, use it and Caroline Clooney leads markets leader at PwC, An agricultural vehicle nearly all agricultural and dump it within two hours. PANIU – a taskforce said: “Openings aren’t caused more than £65,000 plant vehicles were made “Reduced police stations against industrial vehicle replacing closures fast in damage to Julian before approximately 2008, and ofcers mean there’s theft. Clooney told RN it is enough. Openings across Taylor-Green’s Spar in and many new models still very little chance of them “working in partnership ‘experimental’ chains, Lindford, Hampshire, use unsecured ignitions. being intercepted.” with the industry to tackle such as ice cream parlours during a ram raid on an He said this was driving Thatcham Research’s the increase in ATM at- and vape shops, haven’t ATM in January. “an epidemic” of thefts. lead automotive security tacks involving the use of ofset closures in more He told RN: “Afterwards, An investigation by RN research engineer, Steve heavy plant equipment”. traditional categories. a breakdown company in September uncovered a Launchbury, said firms are RN understands PANIU, “The high street is in removed the telelifter. 22% increase in ATM thefts failing to fit immobilisers the National Business urgent need of new ways I asked if they were dif- from convenience stores; to their vehicles, instead Crime Centre and an ATM of thinking and new forms ficult to steal; he took a one in 100 with an ATM they are focusing on in- crime task force met last of retail. Encouraging this house key from his pocket were hit in 2017. stalling tracking devices. week to discuss the issue. should be a priority.”

Retailer Police criticised for fuel prepay claim Forecourt retailers have by installing pre-pay card lose a lot of money if they retrofitting a single pump criticised the National Po- machine pumps. had to prepay at the pump. for prepayment would cost deemed lice Chiefs’ Council (NPCC) However, store owners They wouldn’t have a rea- around £20,000. lead for local policing after said the ofcer didn’t un- son to come into the shop.” A retailer added: “Re- too popular he said fuel theft can be re- derstand the industry. Adam Hogwood, of Bud- tailers will need pumps Ferhan Ashiq’s store reduced by making custom- Martin Mulligan, who gens Broadstairs, added: compatible with specific launch in East Lothian in ers pay before filling up. runs a Londis forecourt in “It would be unprofit- software to make prepay- Scotland has been delayed Chief Constable Simon the Republic of Ireland, able because altering the ment possible. The average because he is too well- Cole told the Daily Tele- told RN: “The majority of pumps is expensive and cost per pump from some liked by his local council. graph that forecourts my customers spend at we would lose customers.” manufacturers is £39,000; A hearing to grant the “could design out bilking least €10 (£8.72) on top of According to the Petrol the installation would shop owner an alcohol [fuel theft] in 30 seconds” their fuel and we would Retailers Association, require another £11,000.” licence modification was brought to an “abrupt halt”, according to his local paper, because they could NFRN marks centenary of not find enough council- supporting indie stores lors who were not friends The NFRN celebrated 100 years of sup- with Ashiq to impartially porting the UK’s independent retailers decide the matter. at News UK’s headquarters in London His hearing has been last week. NFRN national president Mike delayed until the next Mitchelson said: “We wanted to invite licensing meeting and suppliers we had either dealt with, or Ashiq was advised to hire want to deal with, to acknowledge them an agent to represent him. and thank them for their support. I’d like The committee’s legal to thank the suppliers and senior man- adviser described the situ- agement who were there to help out.” ation as “unusual”. News UK’s retail director, Neil Spencer, The licence aims to presented the organisation with a copy double the alcohol section of the front page of The Times from 100 to 9.75m² and change the years ago, which featured a news story store name to Day Today announcing the launch of the trade body. (Prestonpans Village Shop).

p3 Breaking News.indd 3 13/11/2018 17:01 4 betterRetailing.com // 16 November 2018 RN BREAKING NEWS Vaporized Stores owed up to £12,000 ‘Refunds could be made in a few days’ seeks indie partners Retailers wrongly billed E-cigarette specialist Vaporized is planning to strike partnerships with £300m for ATM rates independent convenience stores and wholesalers by Megan Humphrey every year in business against the latest ruling and that leave was refused, over the next two years. [email protected] rates, for the past three in the Court of Appeal, the even if the VOA were to The company will ofer years,” said One Stop re- VOA could still petition the petition, I’m not confident e-liquids and devices to Councils have been tailer Sunder Sandher. Supreme Court. A spokes- at this stage that it would wholesalers, while also ordered to pay back all Dave Hiscutt, owner of person from business rates be granted.” providing retailers with business rates on ATMs Londis Westham Road in advisors Altus Group said: Business rates agency gantries. It will be the charged to retailers since Weymouth, said he was “It is probably going to be a Montagu Evans’ partner first time Vaporized has 2010, entitling the average relieved by the ruling. nervous wait for the next Josh Myerson suggests the provided products outside store that has paid eight “We got hit with consider- 29 days to see whether this ruling will make ATMs of its own retail estate. years of separate rates on ably high business rates,” is the end or not.” more viable for retailers. Doug Mutter, Vaporized an ATM to a £12,000 rebate. he said. “It was so bad we Local councils are “The upshot is the extra head of manufacturing The Court of Appeal had to start charging £1.75 unable to begin process- cost of having an ATM and compliance, told RN: ruled the Valuation Ofce per transaction because ing refunds until local installed falls away and “We want to make sure we Agency (VOA) was wrong we were losing money. rating lists are amended one would hope it becomes get our ofering correct, to asses ATMs seperately “We are no longer the by the VOA. “If they don’t more attractive to provide but it won’t be exclusive. from the retail space they destination for free-to- appeal then this should these services,” he said. We want to work with the sit in, leading to business use cash machines and be a quick process and l Call RN on 020 7689 right partners.” owners being wrongfully we feel we have lost sales refunds could potentially 3357 to receive a tem- l To register your inter- charged £300m in total. because of it.” be made in a few days,” plate to send to your est in receiving a Vapor- “I have been paying Despite being refused said the advisors. council checking your ized gantry, call RN on approximately £1,400 permission to appeal “Given the judgement eligibility for a rebate 020 7689 3358 CollectPlus eBay boost for stores A third of CollectPlus- partnered stores are handling parcel volumes from eBay orders. PayPoint fulfilled its promise made earlier this year to bring on board an extra parcel carrier in time for the peak seasonal click-and- collect period. The pledge was made as the company faced fall- ing parcel revenues and volumes from its other carrier, Yodel. Dee Sedani, from One Stop in Etwall, told London Budgens embarks on plastic-free PayPoint that CollectPlus A North London Budgens plete the aisles in the idea was influenced by the have products from chal- would “make a real difer- has beaten UK supermar- 7,500sq ft shop in Belsize BBC nature documentary lenger brands and local ence to our store and kets in the race to intro- Park. Plastic packaging Blue Planet 2, and seeing suppliers such as Teapigs our customers”. duce plastic-free aisles. has been removed from beaches ruined by plastic and Hampstead Tea. PayPoint’s commercial Owner Andrew Thornton 80% of fresh produce, pollution. “We want to “We’re going to be director, Lewis Alcraft, said the move is part of while glass, wax or card- double the amount of dependent on the bigger said the “savviest” retail- his plan to eliminate plas- board now covers products products we stock without manufacturers like Coca- ers would see the service tic packaging by 2021. such as bread, fish, tea, plastic packaging in the Cola or Nestle to make our as “a great way of entic- It took 10 weeks and milk and cheese. next six months,” he said. ambitions of going 100% ing people into stores”. 1,800 products to com- Thornton told RN the “The plastic-free zones plastic-free possible.”

p4 Breaking News.indd 4 13/11/2018 16:48 RN 16 November 2018 // betterRetailing.com 5 SYMBOL NEWS Dublin Spar FWD and MP meet to reward workers makes food The Federation of Wholesale Distributors (FWD) met with MP the focus Joan Ryan to highlight the support wholesalers provide retailers. The Spar retailer Thomas meeting at the House of Commons Ennis’ new convenience last month was part of the FWD’s store in Dublin will focus Skills and Development Awards, on food-to-go and fresh which rewarded six employees deli products. from Booker and Pricecheck The 1,800sq ft premises for their contribution to the on Wexford Street opened industry. FWD CEO James Bielby earlier this month and said: “Helping MPs understand is the first of Ennis’ 12 the vital role of wholesale in the stores to not include this sector is crucial to ensuring newspapers in its ranges. smaller retailers are fairly Products on ofer represented in policy making.” include a mix of pastries, sandwiches and meats prepared by staf in the store as well as third- Supply deal rules out retailer branding ‘It will affect the smaller stores’ party suppliers. Commenting on the opening, Ennis told RN: “I developed the new store using some of the Costcutter sources: new lessons I learned from my other shops. “The product range caters to the surrounding stores must join fascia demographic; the shop by Alex Yau unafliated retailers ply deals with Bestway, to switch was pushed is based on a street near [email protected] would not be able to sign Booker, Nisa and Parfetts. back a few times.” ofces and one of the any supply deal at all Another industry The source was unable busiest colleges in the Costcutter is to change unless they refurbish source said Costcutter to confirm the current area. The reception has the way it handles con- their store under the is now attempting to status of the other emer- been fantastic.” tracts with new and ex- fascia’s branding. increase its sales volumes gency supply contracts. isting retailers next year, According to the by terminating the A Costcutter spokes- according to multiple source, the changes will remaining emergency person denied both Morrisons industry sources. take place from Decem- supply deals and ofering claims and said: “There A source within the ber and are aimed at Costcutter direct supply are no policies stopping announces symbol group told RN increasing the number of agreements instead. independent retailers unafliated store owners Costcutter stores follow- “It will afect the from joining Costcutter c-store deal would still be able to sign ing the loss of more than smaller stores who Supermarket Group while supply agreements in 400 stores in the last year, found Bestway was continuing to trade under Morrisons’ own-label the new year, but will and improving Costcut- more favourable to them their own branding. range will be available in no longer be allowed to ter’s sales volumes. in terms of minimum “All of our emergency 1,700 convenience stores stock Co-op own-label Following the collapse delivery requirements,” supply contracts were following a wholesale deal products unless they of Palmer & Harvey in he said. closed down in the sum- with MPK Garages. joined the fascia. November last year, Cost- “Costcutter attempted mer, following the intro- The arrangement with However, another cutter signed its retailers to move supply back to it- duction of our new supply the forecourt operator, industry source claimed onto emergency sup- self and Nisa, but the date deal with Co-op.” which has 30 sites across the Midlands, adds to an existing partnership with McColl’s. Sainsbury’s struggles to find the ‘right sites’ Morrisons CEO David Sainsbury’s has lowered cial year, the company economist at construc- convenience stores will Potts said: “After a period its targeted convenience aimed to open 25 sites but tion analyst Barbour still face tough competi- of strong growth, and store openings for the fell one site short. ABI, added: “For small tion from other major with more customers next year after failing It also closed 15 sites, independent retailers, it retail chains.” shopping at Morrisons, to find the ‘right sites’ reducing the net gain is good news as it means The reduced target we’ve had three years of last year. to 10. they’ll face less competi- comes as retail profit for positive sales. Our team The supermarket chain A Sainsbury’s spokes- tion from Sainsbury’s. the first half of Sains- provides quality food at has already opened three person told RN: “We don’t “However, our data bury’s financial year great prices.” stores and it claims to open as many stores as suggests that the dis- grew by 23% from £272m It comes as the super- be on track to achieve its we used to, but our strat- counters and Marks & to £335m. market’s retail sales for the target of 15 new shops by egy is all about finding Spencer are the most Group sales in the 13 weeks to 4 November the end of March 2019. the right sites.” active with planning period also grew by 3.5%, grew annually by 5.6%. In its previous finan- Michael Dall, lead applications, and small from £16.3m to £16.8m.

p5 Symbol News.indd 5 13/11/2018 14:18 6 betterRetailing.com // 16 November 2018 RN STORE TOUR

200 The number of GetGo stores

etGo gas stations ofer custom- the entire store. Low-calorie options ers a simple service – tasty, are a rarity in most American conve- quality, made-to-order food nience stores, but GetGo ofers an im- Gready in ﬁve minutes or less. pressive choice of healthy and premium On the surface, this sounds like options throughout. a similar business model to Sheetz “We do Angus beef patties that cost a A healthy (featured 2 November), but the busi- little more but we think they are worth ness that would become GetGo was it,” Rug explains. The food is promoted purchased by Giant Eagle (owner of the with big, bright TV screens above the foodie Market District stores featured kitchen and tills. Burgers and hotdogs 9 November) in 2003 and therefore has are promoted alongside salads and way to access to its healthier products. wraps, with videos promoting smooth- GetGo has around 200 stores in com- ies and seasonal options. parison with Sheetz’s 600, but where “Over the past year, we’ve become Sheetz focuses its ofer on big cofees a lot more thoughtful about capturing and burgers, GetGo uses Giant Eagle’s video content. It’s priceless to play in commissary to bring premium lunch store and on social media. fill up lines such as chicken salad croissants “You have to really make the most of and Caesar salads into a gas station anything you do and think about how range. It’s a formula that is working you can make events and campaigns For part three of our ‘RN in for its rival, Sheetz. But the company last longer,” says Rug. America’ series, Chris Dillon has grown at twice the national The company is in the process of average of convenience stores for the promoting a campaign on social media finds out how GetGo gas stations past four years. that shows of the sustainability of the “We start with the level of quality we company’s cofee. bring quick and healthy quality want to achieve and then look at cost, not “We’re going to convert one of our food to forecourts and challenge the other way around,” says Rug Phatak, iced tea dispensers to iced cofee brewed GetGo’s marketing director. “We really fresh every day. We’ll get rid of the their customers’ perceptions promote the idea of unexpected fresh food extra sugars and have a low-calorie op- quality in a convenience store.” tion,” he explains. This thinking is reﬂected throughout GetGo is clear about the battles it

p6-8 Store Tour.indd 6 13/11/2018 12:15 RN 16 November 2018 // betterRetailing.com 7 We start with the level of quality we want to achieve and then look at cost, not the other way around RUG PHATAK

“There is lots ofInside potential my shop forGetGo’s someone ranging ethos is all about providing choice; comingsalads and wrapsinto are promoted alongside burgers thisand hotdogs business withFresh fresh food is delivered from its central commissary ideas”four days a week, with sandwiches having shelf lives of up to four days Healthier food is high on the business’s agenda, offering customers ‘surprising quality’ from a convenience store The majority of GetGo’s stock is on auto-replenish- ment, meaning that the store does not need to store much stock on site

wants to fight – using its own-brand on healthier lines such as granola and salads but employing mainstream brands such as Krispy Kreme for its doughnuts, which are delivered fresh every day. “When we converted our slush to a brand that people knew, parents trusted and kids loved, sales tripled,” Rug says. But the really impressive part of GetGo stores is the side that customers never see. Heading behind the counter and into the kitchen, it becomes apparent that aside from a couple of cages of beer, the 5,500sq ft store holds no stock, turning the space it would use for a stock room into a kitchen. “Our stock is on automatic replenish- ment. Everything we need gets delivered four times a week and all the stock goes straight out onto the shop floor,” says senior director Adam Ruskin. INFORMATION “It’s cheaper to store stock in ware- houses than in back rooms in our Location stores.” Even the frozen ingredients for Pittsburgh, PA ordered food in store are used up every day, with a 50% reduce-to-clear used to Size make any cost of wastage back. 5,500sq ft Despite the breadth of the food menu, Number of stores the kitchen is simplified to function 200 with just two people operating it the »

p6-8 Store Tour.indd 7 13/11/2018 12:19 8 betterRetailing.com // 16 November 2018 RN STORE TOUR

majority of the time. It is set up for food to go with stations positioned in a semicircle, starting with bread or bases on one side of the room, then ﬁllings on another station, then sauces and then out to the customer. Orders are com- municated by a screen that counts how long each customer has been waiting for, indicating which are the priorities. “During lunch, the screen is full. We could have up to 30 orders a time and, because we do Inside my shop breakfast all day, maintaining RN IN AMERICA that ﬁve-minute target can be continues Tablet ordering kicks off challenging,” Rug says. next week the process for customers receiving fresh food in less What would the team prefer than five minutes if they had to choose between GetGo’s kitchen is often speed and quality? “I’m okay run by two members of with six minutes if it’s been made staff working across a right,” admits Rug. “We choose quality variety of stations that are every time.”l set up in a semicircle Due to Philadelphia’s alcohol laws, the store Want to see more of GetGo? must have at least 30 seats Go to betterRetailing.com/getgo in its restaurant area to sell beer and cider

p6-8 Store Tour.indd 8 13/11/2018 12:22 Refer a retailer and get up to £50

Refer a retailer to PayPoint One and get up to £50

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RN A4 page refer a retailer.indd 1 02/11/2018 14:42:07 10 betterRetailing.com // 16 November 2018 RN NEWS & MAGS TI Media pushes direct delivery ‘Subscriptions invariably hurt retailers’ Guardian donations Publisher urges women a success More than one million Guardian readers have to cut out newsagents made donations to the title since March 2016. by Marcello Perricone gents who have supported newsagents and move innovative subscription The support is an in- [email protected] the titles for 80 years. sales to subscription’.” ofer for those customers tegral part of the Guard- “We are attracting cus- NFRN’s head of news, who prefer that method ian’s plan to break even TI Media is encouraging tomer sales and building Brian Murphy, said: “We of purchase, or to buy as a by April next year, and readers of its Woman’s loyalty, and then these are disappointed with the gift for someone else. donations now provide Own and Women Maga- companies essentially operator’s response, as “At the same time, TI more revenue to the title zine titles to cut out their try to steal their custom- subscriptions invariably Media’s support for our than advertisements. Ap- newsagents by purchas- ers with an unbelievable hurt retailers. We under- colleagues in the news- proximately 400,000 made ing copies directly from discount,” she told RN. stand this change is not trade continues to be both repeated donations. the company. “What’s really hard to their standing policy, and consistent and signifi- According to editor Full-page adverts on swallow this time is that we continue to nurture cant, as it has been over Kate Viner, the donation the latest issues of both a friend of mine called our close relationship many years. scheme is beneficial, but women’s interest maga- the subscription number with TI Media.” “We are driving sub- it is not a total solution. zines ofered customers and asked if she could A TI Media spokesper- scribers who decide not to “The Guardian’s fund- a special subscription have vouchers and get son said: “There’s nothing renew back to the news- ing model is a step in the deal if they ordered their copies from her newsa- new about us ofering stand, ofering them ex- right direction, as our rev- magazines direct. gent instead of having a subscriptions for our clusive discount vouchers enues have gone up three According to Sam Cold- direct delivery. magazines; in common which can be redeemed years in a row,” she said. beck, from Wharfedale “The woman on the with all other publishers, through independent “But it’s a long game and Premier in Hull, the move phone told her the com- it’s incumbent on us to newsagents. A trial is we need to find out what’s is a betrayal of newsa- pany was trying to ‘quit provide a competitive and planned for early 2019.” best for journalism, and I’m not convinced this is the right way to go.” Local papers mark end of the First World War with special editions supporting No papers the Royal British Legion for media Regional newspapers have produced special editions to commemorate the centenary of the end of the First World War, with minister part of the profits going to the Royal British The Government minis- Legion. Several newspapers, including the ter in charge of protect- Northern Echo, Skegness Standard, Horn- ing and legislating media castle News, Yorkshire Post and the South has admitted to not buy- Wales Argus, took part in the gesture hon- ing newspapers. ouring the signing of the Armistice of 1918. Speaking at a conference Northern Echo’s editor Hannah Chapman in Manchester, culture said: “We hope the paper gives a sense of secretary Jeremy Wright that momentous period in history, as the said he relied on TV, radio whole country comes together to reflect on and a summary on his mo- the tragedy of the Great War.” bile for his daily news. Jack Bhatt, from Univer- sal Newsagent in London, said this attitude represented a bigger trend. Film mag aims for print exclusives “Those over 40 years old The founder of entertain- cover price, and will reading a long article left-field and not be used to be readers, but now ment website Den of Geek be dedicated to smaller in a magazine,” he said. driven by the demands even they won’t buy news- is launching a monthly films, as well as Holly- “The people reading the of SEO,” he added. papers,” he said. “There’s magazine focused on the wood blockbusters. magazine will know Film Stories will be been a massive drop in British film industry, after Den of Geek and Film instantly if they get that built on exclusive print circulation, and some days raising more than £113,500 Stories’ founder, Simon same feeling. content, with nothing I can’t even sell the cop- through crowdfunding Brew, said: “I’m a huge “There’s stuf in outside of select reviews ies I have and must send and private investing. fan of long-form film magazines you’d never published online. Brew them back,” he added. “If Film Stories is expect- writing and the craft get on websites. You can also plans to release a se- this continues for five or ed to launch at the end of magazines. There is take more chances with ries of niche magazines if 10 more years, papers will of November with a £5.99 something special about magazines, go completely Film Stories is successful. cease to exist in print.”

p10 News and Mags.indd 10 12/11/2018 17:42 RN page ad.indd 1 05/11/2018 10:26 12 betterRetailing.com // 16 November 2018 RN

REGIONAL NEWS NFRN Wales Smiths invests in online tech NFRN national president Mike Mitchelson revealed how Smiths News aims to address late deliveries, at a Welsh district council meeting last week. “The technology Smiths News is working on will enable retailers to go online and check their delivery times,” he said. The response came after Peter Robinson, owner of Londis Pembroke Dock in Wales Price confirmed for September 2019 ‘It’s not about tripping retailers up’ Pembrokeshire, expressed concerns over record keeping. At the meeting, he said: “Most deliveries Welsh government: MUP are made by contractors, not Smiths employees. I have little faith in their record keeping.” will be 50p per unit Mitchelson said he has raised the concerns with by Megan Humphrey afect the drinks you are can’t go below the MUP”. stressed: “That won’t stop Smiths since the district [email protected] selling, and your custom- Meanwhile, district people buying alcohol council meeting. ers? Will they blame you president Mark Dudden from wholesalers, selling A Welsh government for the price increase?” later told RN most mem- it through Facebook, and sub-committee confirmed The price was wel- bers feared how the legis- delivering it for less than Northern Ireland minimum unit pricing comed. Peter Robinson, of lation will afect the illicit MUP,” he said. (MUP) will be introduced Londis Pembroke Dock in trade, with Mitchelson Gittins responded: “If by September 2019 at a Pembrokeshire, said: “It’s asking who will police it. the legislation doesn’t Trade day price of 50p per unit, at a a sensible figure we can “I’ve dealt with illicit work in five years’ time, district council meeting calculate fairly and easily. tobacco lately, and in an or doesn’t have the desired in Belfast last week. It’s not about wanting to ofcial statement the efect, then it will fail.” The meeting, attended trip retailers up.” police said they had no re- Dudden said he felt the Northern Ireland district by NFRN national presi- However, the impact sources to deal with these meeting was productive president Gwen Patter- dent Mike Mitchelson, of the legislation raised situations,” Dudden said. overall. “It was a good son is preparing to host a the Welsh government, larger questions. “The only From December, the debate and we have given trade day in Belfast on 28 NFRN public afairs and way to compete is to lower Severn Bridge that con- them food for thought,” he November that will ofer charity and campaign the price [of alcohol],” said nects Wales to England said. “They didn’t deny our members exclusive deals group Alcohol Concern, John Parkinson, owner will have no longer have a concerns and are coming from Walkers Snacks. was set up to discuss a of Broadway Premier in toll charge. back to visit us after it In addition, represen- strategy for the introduc- Conwy. “But if I can’t, how “The Government said has been implemented.” tatives from Camelot tion of the legislation. will I clear my stock?” people won’t be bothered, and PayPoint will be in Alcohol Concern’s An- Robinson also stressed but I told them white-van attendance to answer any drew Missell said the price the need for multiples men will,” said Dudden. Upcoming member queries. of 50p per unit is consis- to be dealt with accord- “They shouldn’t underes- regional “Menzies are hosting tent with Scotland. ingly. “It’s necessary to timate illicit trade.” trade events us,” she said. “They are “This is an experiment, ensure multipacks and At the meeting, Misell National Council going to carry out sessions but we are interested in deals are also afected,” said: “Alcohol is harder to Date 20-21 November, on the news market and making law based on he said. “Otherwise, smuggle [than tobacco]. A 9am-5pm how to understand your evidence and on the real multiples will use meal study by Cardif University Location Manchester news bill. world,” he said. “We are deals with alcohol to get found people won’t drive NFRN/Smiths News “We haven’t done one of not idiots, we are aware around MUP.” more than five minutes to Stockport Trade Day these for a few years, so it there will be consequences Chair of the advisory get alcohol; laziness means Date 25 November, will be interesting to see that will be complex.” panel on substance mis- this won’t have as much of 9.30am-2pm how it works out.” At the meeting, Welsh use Chris Gittins assured an impact.” Location Linguard Lane, Bredbury Park Industrial The first 50 retailers government ofcials members the guidance However, district Estate, Bredbury to arrive and register on asked: “How will this will “make clear the price delegate Matthew Clark the NFRN stand will be awarded a free case of Contact Megan Humphrey with your trade news on 020 7689 3357, [email protected] or @MeganH_RN Cadbury Twirl.

p12 Regional News.indd 12 13/11/2018 09:36 RN 16 November 2018 // betterRetailing.com 13 YOUR VIEWS ACTION ON ALLERGENS RN READER POLL Coral Rose, managing director, Country No Range Group 53%

High street food-to-go these regulations. This chain Pret a Manger development is timely, Yes has agreed to publish and of major importance, full ingredient labelling because one of the big- considerable resources to create such a database, but 47% on all its freshly-made gest issues right now is collect this data. without the full support products following the allergens and how the The responsibility for al- of the wholesale commu- tragic case of a 15-year-old information is communi- lergen data has to rest with nity, there is not enough who died after having an cated. Recent high-profile the food manufacturers pressure on suppliers to allergic reaction to one of cases, including the one and suppliers, though. And get involved or to maintain Have you changed its baguettes. mentioned, just go to they should be required to up-to-date information. It your approach to The baguette did not show how fundamentally sign up to a code of practice is something that could be tobacco since plain have any allergen advice critical such data is. to populate and maintain driven by the Federation packaging? on its wrapper, although At present, wholesalers allergen data on an indus- of Wholesale Distribu- there was no require- – including those who are try- recognised database, tors in association with, NEXT WEEK’S QUESTION ment for Pret to do this members of the Country ensuring all changes to say, the Food Standards Have you cut down the because of reduced label- Range Group – are on the product recipes are im- Agency, with all wholesal- amount of plastic packaged ling requirements for frontline and are being mediately reflected on said ers involved supporting the goods in your store? food produced on-site. At asked to take responsibil- database. agreed industry solution. the inquest into the death ity for providing accurate Erudus – a collaborative This needs to happen very in September, the coroner allergen information. data service for the food quickly, before more tragic Vote now at expressed concerns about They have to spend industry – is trying to incidents are reported. betterRetailing.com There’s no punishment for VIEW FROM shop thefts THE COUNTER I’ve heard the research with Mike Brown from the ACS that suggests a large amount of crime both inside and outside of The locals refer to this time of year, as we approach stores is related to crack winter and the run-up to Christmas, as the ‘back and heroin addictions. end’. Customers coming in the shop like to chat I think it is important about what kind of winter they think it is going to to examine whether this be, but not many could have predicted our first snow matches the experiences of would fall in Middlesbrough on Saturday 27 October, diferent shop owners. For a week before I had planned to fit my winter tyres. instance, is the drug prob- Fortunately, it was short lived, but heavy rain dur- lem isolated in city areas stole because that would customers a household ing Sunday night suddenly turned to black ice on or does it also afect rural be illegal. brand product not available Monday morning and the roads were treacherous. areas as well? Is that also Amit Puntambekar in the supermarkets. One of the paperboys fell of his bike and his dad nationwide or in specific Ash Stores, Fenstanton, Huntingdon All too often it’s us came and completed the round with him in the car. regions of the country? shopkeepers that are left At this rate, it is going to be a long, hard winter. In my opinion the main in the cold on new product Alex Yau reported in RN that rep visits to inde- issue is diferent – it’s that We’re back to launches. However, it pendent retailers are down to half the level they there is no punishment a world where seems that status quo has were in 2015, mainly due to their infrequency. I to the criminal, so they returned and we’re back to would agree, but I still get a regular visit from my know they can get away multiples come a world where multiples Walkers rep, who has just been in this morn- with theft. first… come first. ing with a deal on Doritos, and last week, for the For example, after a Nimesh Patel first time this year, my Wrigley rep came in and recent theft incident, I I wasn’t sure what to make Best-one Eldon Street, Preston changed my display unit. But it would be great to filled out the more-than- of an advert I saw on Twit- see more, particularly with new product launches. 30-page survey the police ter from Yazoo claiming A Yazoo spokesperson It was half-term last week and our district council asked me to complete and I that they have “pulled responded on Twitter: put 20 soldier cardboard cut-outs in shops and busi- gave them the card details some strings” in order to “Aww gosh, it was definitely nesses across the town to create a trail. Each soldier of the individual (he de- get limited-edition Choc not our intention to ofend. incorporated a letter and all 20 letters had to be cided to get cash back). The Mint flavour listed in Tes- It’s because of you guys in your collected and unscrambled to find a phrase relating police still refused to do co. We’ve been selling the indies that Tesco are stocking. to the First World War. It was good for business, as anything. I couldn’t even line for a while now in our The indies had Choc Mint families found the clues and then treated the chil- send a charge payment to Eldon Street store and it’s first and the sales soared. We dren to some sweets to keep them going. the card for the goods he been good to be able to ofer wholeheartedly thank you!”

p13 Your Views.indd 13 13/11/2018 14:00 14 betterRetailing.com // 16 November 2018 RN PRODUCT NEWS What’s new

Give chickpeas Simple solution Curry favour a chance Simple, the facial skincare brand Golden Wonder’s new Curry variety Rubies Aquafaba Vegan Mayo is made from Unilever, has added sensitive- for its Transform-A-Snack brand will using water drained from canned skin-friendly Biodegradable Cleans- be available in pricemarked singles chickpeas, instead of egg whites, for ing Wipes to its range. and sharing bags. shoppers following free-from diets. RRP £2.99 Contact [email protected]

Sauce a gluten- free alternative A right pickle Green teas Lee Kum Kee is adding a gluten-free Dino’s Famous is launching Dino’s Clipper Teas by Wessanen has Panda Oyster Sauce and Light Soy Famous Stackers Sliced Pickles, developed the world’s ﬁrst plastic- Sauce to its range in response to the which join Dino’s Famous Brooklyn free, non-GM and unbleached heat- demand for gluten-free condiments Big Dog hotdogs in its range. RRP Light Soy Sauce (£1.50), Panda Oyster Sauce (£2.50) sealed tea bag. Contact [email protected]

Marshmallows in miniature Boka’s Mini Marshmallows contain 35 calories per bag and retailers can Healthy culture A pleasure shared cross-mechanise them alongside hot Müller Corner is set to reduce PepsiCo has launched a new 300g big- chocolate powder and novelty mugs. sugar by up to 9% and gain a bag format of Doritos, in addition to RRP £2.40 creamier texture, thanks to its limited-edition festive designs across Contact [email protected] new yogurt culture. its sharing formats.

p14 Products.indd 14 13/11/2018 10:12 RN 16 November 2018 // betterRetailing.com 15

[email protected] 020 7689 3355 @priyanka_NT f facebook.com/thisisRN Kepak range offers a bite of £22.8bn by Priyanka Jethwa retailers who are [email protected] currently working without a Kepak is launching its new grab-and-go ofer- Goode & Tucker range in ing could be miss- response to the growing ing a signiﬁcant demand from shoppers for revenue stream. Here comes truffle hot grab-and-go options. “It is a highly Mars Wrigley Confectionery has The range includes hot competitive launched a new advertising campaign food-to-go products for market and the for Maltesers Trufes to promote the breakfast and lunch, such Kepak food-to-go product as a gift ahead of Christmas. as a Bacon & Egg Breakfast team looks forward Mufn, Cheeseburger, to working with Chicken & Pesto Panini independent retail- and Sweet Potato & Moz- ers to help them zarella Wrap. compete with The counter also in- high-street cludes bespoke equipment foodservice op- and PoS, and will be avail- erators, generate able to order for retailers additional footfall from 2019. and increase Bláthnaid Ní Fhátharta, food spend in marketing director for their store.” foodservice and corporate l To ﬁnd out communications at Kepak, how to get the said: “With the hot food-to new range and -go sector expected to be equipment, call worth £22.8bn by 2022, RN on 020 7689 3355

Festive flavours Corkers new seasonal crisps range Diageo’s Beckham ads Florette’s includes Mediterranean Cheese & Roasted Onion, Black Trufe and Rose- aim to give whisky new leafy mary & Garlic varieties. myths the boot lunches

Diageo’s latest print the myth that whisky Florette has launched a campaign for Haig doesn’t go well with a new range of lunch bowls Club, ‘Make your own mixer, with the ﬁnal based on the company’s rules’, featuring David advert presenting a dif- leaf mixes. Beckham, aims to chal- ferent approach to how The bowls ofer shop- lenge the traditional and where whisky would pers a healthy alternative myths surrounding typically be enjoyed. to sandwiches, and the Scotch, encouraging The new campaign range is available in three more people to buy into images also feature a varieties: BBQ Chicken the category. redesigned brand logo, & Bacon Crispy Salad, The campaign features which includes the crea- Chicken & Sweetcorn a series of three print tion date – 1627 – of the Crunchy Salad and Feta adverts, each with a whisky house. & Tomato Crispy Salad. tagline that challenges Ronan Beirne, global Rebecca Walker, brand a common myth about brand director for Haig manager at Florette, Scotch, such as ‘Who Club at Diageo, said: “Our said: “Our new range of says whisky is for quiet philosophy on Haig Club lunch bowls provide an Happy holidays nights in?’ has always been that our alternative for consumers Halewood Wines & Spirits’ new limit- The second advert versatile whisky is per- who have busy lifestyles ed-edition bottle wraps for Lambrini shows David Beckham fect for making your own and want something are combined with a competition to creating a Haig Club rules on how, where and diferent to the usual win a Mini Cooper. cocktail to challenge when to enjoy it.” lunchtime choices.”

p14 Products.indd 15 13/11/2018 10:17 16 betterRetailing.com // 16 November 2018 RN PRICEWATCH Profit checker Sparkling wines Price checker

MOËT & CHANDON BRUT IMPERIAL NON VINTAGE 750ML Price distribution % PRODUCT

20%

18% Canti Prosecco Spumanti 750ml 16% Prosecco Spumante DOC Extra Dry 14% 750ml

I Heart Prosecco 12% 750ml

10% Martini DOC Prosecco 750ml

8% 9.4% of independents Treviso Prosecco Brut sell this product at the 750ml £36.99 RRP

6% Freixenet Cordon Negro Brut Cava 750ml 4% Moët & Chandon Brut Imperial Non Vintage 750ml 2% Martini Asti Spumante 750ml 0% Santa Loretta Prosecco 750ml

£33.78 £37.59 £37.89 £37.99 £38.75 £32.99 £33.50 £33.99 £34.95 £34.99 £35.49 £35.99 £36.49 £36.99 £38.99 £39.99 £34.00 £35.00 MHV Marques De La Sardana Cava 750ml Analysis and retailer insight Lanson Black Label When it comes to sparkling wines stocking well-known varieties, you This data shows that if you are Champagne and champagnes, independent re- can ofer customers the products only stocking options that are 750ml tailers are pricing competitively – they recognise. under £8, you are missing out on MHV Paul Langier Non Vintage almost always under Booker’s RRP. In the run-up to Christmas, you extra profits. Brut Champagne But do they need to? Looking at can get away with pricing at a pre- Stock quality products, inspire 750ml the data from the multiples, it is mium on these lines. As we enter your shoppers with displays and apparent that big brands are miss- December, shoppers are firmly in learn about what they go well with ing – often sacrificed for own-label the party mood, and willing to pay and you’ll keep your till jingling Total equivalents – which means that by extra for a special occasion. through to Christmas and beyond.

We stick to Spar’s RRP on cham- I always stock above the RRP Tristan King pagne and prosecco and try to buy Harry Patel when it comes to champagne, STORE Spar Ollerton Road it on promotion. Our area is very STORE Kwiksave prosecco and sparkling wines. I LOCATION Retford, Nottinghamshire price-sensitive, and even when LOCATION Warlingham, Surrey have a wide range that follows SIZE 1,600sq ft it comes to premium alcohol, SIZE 1,000sq ft a ‘good, better and best’ model. TYPE residential we can’t necessarily sell it for a TYPE village Moët and Bollinger have become premium price. We’re waiting everyday lines for us, but I also tap for the Christmas promotions to into more premium lines, such TOP TIP come through. We stock a range TOP TIP as Ace of Spades, which retails at Get the price of Spar’s prosecco lines, and they Invest in £400 a bottle. This gets picked up right – things range from around £7 to £8. This premium lines by people when celebrating birth- like champagne range is really good, having won – you’ll be days. I recently had someone buy might gather multiple awards in the past; we surprised at how it for his son and daughter as a gift dust if you don’t sell them all year around. We also well they sell for their 21st birthday. I ofer the price accordingly stock a champagne at £28.99, and full range in Ace of Spades, includ- Spar’s own-brand at £17.50, which ing the gold, silver, green, rosé and sells steadily all year. platinum varieties.

p16 Pricewatch.indd 16 13/11/2018 10:54 RN 16 November 2018 // betterRetailing.com 17

Priyanka Jethwa [email protected] 020 7689 3355 @Priyanka_NT

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 SUPERMARKETS AVERAGE BOOKER RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER TESCO ASDA SAINSBURY’S UK RRP RETAIL 1 2 3 4 5 6 PRICE* SUBURBAN C- OFF-LICENCE IN LARGE C-STORE VILLAGE STORE HIGH STREET MAIN ROAD SHOP 1 2 3 STORE AND HERTFORDSHIRE IN RESIDENTIAL IN CORNWALL OFF- LICENCE AND ON APPROACH OFF- LICENCE IN TOWN CENTRE STREET IN SHOP IN CENTRAL TO LARGE SOUTH PORTSMOUTH LEICESTERSHIRE SCOTLAND TOWN YORKSHIRE TOWN

£9.45 £9.99 £10.45 £10.99 £7.50 – £9.99 £9.99 £10 £7.50 £7

£8.92 – £8.95 £9.99 £8.75 £8.75 £8.75 – £9 – –

£9.18 £9.50 – – – – £8.99 £9.99 £6.50 – £8.50

£9.23 £10.49 £9.95 £12.49 £7.50 £10.49 – – – £7 –

£8.53 – – – – £7.99 – – – – £9

£9.93 £10.99 £9.95 £11.99 – £10.99 £8.99 £9.99 £11 – £10

£36.29 £36.99** – £36.99 – £42 – £33.99 £34 £29 £28

£9.74 £9.79 £9.50 – £7.99 – – £10.99 – £7 £7.50

£8.66 – – – – – – £7.99 – – –

£7.97 £7.79 – – £7.79 – – – – – –

£32.52 £30** – – £34.99 £29.99 – £34.99 £32 £27 £22

MHV Paul Langier Non Vintage £20.18 – £19.95 – £19.99 – – – – – –

* from a sample of 3,500 stores **Bestway RRP £170.60 £58.55 £102.50 £77.50 £92

Whenever we can get prosecco on We price champagne, sparkling Joanna Casonato promotion, we sell a few cases at Meten Lakhani wine and prosecco above RRP be- STORE Giacopazzi’s the promotional price and then a STORE St Mary’s Supermarket cause they tend to be bought at LOCATION Kinross, Perth few slightly above it – this way, we (Premier) the weekend, rather than every SIZE 3,000sq ft can generate an increased margin LOCATION Southampton day. We dedicate about a metre TYPE village overall without losing out too SIZE 2,800sq ft of shelf space to it, and site it TYPE town much. Promotions in the category near other alcohol lines, such as do not allow us great margins, wines. We aim for a 25% to 30% TOP TIP so it’s about striking a balance. TOP TIP margin, and buy from Booker. Find a balance I ﬁnd that, apart from prosecco, Focus on the This month, we had a promo- between selling at sparkling lines don’t sell that well, best-selling lines tion on Moët and Canti prosecco. RRP and pricing but even within prosecco, it’s and be prepared Sales in this category always slightly above driven by price rather than brand. for increased rise during festive periods, such We try to sell a mixture of brands demand during as Christmas and New Year. Of from both ends of the scale, but holiday seasons all the brands, Martini prosecco we gravitate towards stocking sells the best in our store, fol- premium lines. lowed by Moët.

p16 Pricewatch.indd 17 13/11/2018 10:55 18 betterRetailing.com // 16 November 2018 RN BRAND FOCUS

Brancott Estate With New Zealand wines growing at 7.4%, RN looks at how retailers can grow sales of the second-biggest brand in the segment, Brancott Estate

Brancott Estate accounts for 13% of New Zealand wine sales in the UK and is the second-biggest New Zealand brand in the market. Its range contains the three most popular grape varieties in the UK: Sauvignon Blanc, Pinot Grigio and Chardonnay. WHY STOCK WHAT SHOULD I STOCK? HOW SHOULD I BRANCOTT ESTATE? DISPLAY WINE? There are two main ranges under the Brancott Wines from New Zealand command the Estate brand. The most important one for Retailers should make sure wines are category’s highest average price at £7.20 and convenience retailers is its core range, merchandised by colour and then by sparkling, are growing at 7.4%. A number of Brancott which contains Sauvignon Blanc, Pinot Noir, using cards and PoS to draw shoppers’ Estate lines are outperforming the category, Sauvignon Gris, Pinot Grigio, Merlot and attention to the growing regions, such as New including its Terroir Series, which is growing at Chardonnay, RRP £11.59, but retailers should Zealand. Popular brands such as Brancott 62.5%, and, within its core range, Sauvignon also consider stocking its Terroir range that Estate should be double-faced to ensure it is Blanc is growing at 9.8%. contains Sauvignon Blanc and Pinot Noir, RRP noticeable on the fixture. Brancott Estate’s target consumer is men and £13.29 and £15.39 respectively. In winter, using off-shelf fixtures to promote women aged 35 to 50. Consumer research by offers is a great strategy to drive sales ahead of the brand uncovered that its customers have Christmas parties and nights in. a higher than average income, are family- orientated and have a good knowledge of wine.

p18-19 Pernod.indd 18 13/11/2018 15:52 RN 16 November 2018 // betterRetailing.com 19

RETAILER VIEWPOINT HOW CAN I ENCOURAGE FOOD PAIRINGS?

Harry Brancott Estate’s three most popular lines are Classic Sauvignon Blanc, Classic Merlot and Patel Classic Pinot Grigio. Here are three tasting notes you can add to your shelves. Kwiksave, Warlingham, Surrey “Brancott Estate’s range of wines are an excellent addition to my store. The bestselling Classic Sauvignon Blanc variety is its Sauvignon Blanc from New A sweet, fruity and crisp Zealand. The selection as a whole falls within wine, best paired with white the premium end, and I tend to sell it for meats and fish, perfect for a around £11.99 – people are happy to pay this Christmas roast. much for it. I also have the Brancott Estate Marlborough Unoaked Chardonnay variety. “I always offer shoppers a chilled wine for + those looking to drink it that day or night, which also allows me to charge more. “In terms of demographic, Brancott Estate resonates with shoppers aged 30 to 50 years old, and like the wider wine category, more women seem to buy it. I find those who try it tend to come back and buy it again, so it Classic Merlot is a repeat purchase. It’s worth giving Dark berry and cocoa flavours. premium a chance.” Pairs well with red meats, such as a warming stew or Charcuterie WHAT’S THE HISTORY platter, ideal for a dinner party. OF THE BRAND? + Brancott Estate was the first brand to plant Sauvignon Blanc wine grapes in the Marlborough region of New Zealand in 1973, an area that was previously thought too cold to grow wine. By 1979, Marlborough’s first-ever Sauvignon Blanc was created. Classic Pinot Grigio Within a few years, the area changed from Peaches, apricots and sweet sheep farms to vineyards, and in 1982, it tropical fruit flavours. Pairs well began exporting its wine around the world. with a fish or pasta dish, the Marlborough Sauvignon Blanc won Gold at the perfect choice for a night in. 1980 New Zealand Easter Show and by the end of the decade it beat 1,100 other competitors to win an award at the 21st International Wine & + Spirit Competition. l

p18-19 Pernod.indd 19 13/11/2018 15:57 20 betterRetailing.com // 16 November 2018 RN BRAND IN FIVE 1 What does The Retail Mutual offer? The Retail Mutual oﬀers an alternative to traditional insurance for the retail sector. It provides a variety of cover options including employer’s liability, public and products liability, buildings, stock and contents insurance, goods in transit, ﬁxed glass, business interruption and more. Retailers can tailor their cover to suit their needs to ensure they are protected if an incident occurs.

2 Why use The Retail Mutual? Life as a shop owner is busy enough, so The Retail Mutual aims to make life easier. You can now arrange cover for your business, your home and any properties you rent out all in a single call. You can also find a new mortgage, take out life insurance or sign up for cost- effective health cover. The Retail Mutual is tailored with the needs of independent retailers in mind and even the Board of Directors are members of the Mutual, with first-hand experience of working in retail.

3 How does the Mutual support claims? If you have an incident in your store, The Retail Mutual is available to advise on what you should do next. On its website you can access advice for a variety of incidents, such as break-ins and theft, burst pipes, ﬂood and storm damage. Claims can be made on its website, by email or The Retail phone – even outside normal working hours. 4 What does the Mutual’s business Mutual cover provide? Retailers can choose from diﬀerent plans that include With convenience retailers facing nearly employer’s liability cover, protection for your premises, public liability and business interruption cover up to one million incidents of retail crime last £500,000. Interest-free payment plans are available, year, The Retail Mutual explains how it including monthly instalments or a weekly collection option via your Smiths or Menzies news bill. can help you protect your business

s a newsagent or conve- employees and your family, it is es- nience retailer, there are sential that you are prepared. certain risks that can The Retail Mutual has been pro- 5 How can I get in touch? afect your business. These viding cover to independent retail- A Retailers can receive an immediate quote by calling include theft, violent crime, fire ers for nearly 20 years, launching and flooding, accidental damage as The NFRN Mutual in 1999. Today, The Retail Mutual on 0333 2121 007 or filling out an and injury. it serves post ofces, sweet shops, online form at theretailmutual.com. Phone lines are No one wants to think about the farm shops and delis, as well as open for quotes Mon-Thurs 8.30am-5.30pm and Friday worst things that could happen, independent convenience retailers. 8.30am-5pm. l but for the security of yourself, your Here’s how.

p20 brand in five.indd 20 13/11/2018 15:14 RN 16 November 2018 // betterRetailing.com 21 FRESH & LOCAL Dennis Williams Broadway Convenience Store (Premier), Edinburgh

Despite having competition from a nearby Aldi, Dennis and Linda Williams have invested in a wide range of fresh produce and ofer a number of promotions through their symbol group, Premier.

My three tips to doing well in fresh and local

If you are going to sell fresh produce, you have to do it properly Just having potatoes, onions and bananas is no longer sufcient – our range includes kiwis, turnips, cab- bages, blueberries and broccoli.

Look for a mix of suppliers We get Time to some of our local suppliers through I only make Booker, and we also attend local fruit markets. There are fruit about a 30% markets in most major towns margin and villages in the UK. freshen up on packed If you have local produce in your store, shout about it The big super- With fresh & chilled and local products among vegetables, markets are getting better at it, but convenience stores are best the biggest profit opportunities for retailers, but 50% on placed to highlight their part- Joanna Tilley spoke to top retailers to find out loose veg nerships with local suppliers. » how store owners can grow their sales

Kay Patel Global Food & Wine (Best-one), London In order to keep up with growing shopper demand and the increase in Best-one’s product range, Kay Patel doubled the area he dedicates to fresh & chilled in one of his London stores. My three tips to doing well in fresh and local

Speak to other store owners Grow margins with loose fruit In regards to fresh and local, it is a and veg I only make about a 30% good idea to look at other retailers margin on packed vegetables, but and see what they are stocking, and 50% on loose veg. It also gives a what moves and what doesn’t. fresher appearance to your store and is eco-friendly. Cater to local festive demand We have a lot of Russian and Polish customers, so we ofer fresh meat for these groups and also sell plenty of parsley, as this is popular in Eastern European cooking.

p21-22 Fresh and local xmas.indd 21 13/11/2018 14:36 22 betterRetailing.com // 16 November 2018 RN FRESH & LOCAL Avtar and Raj Mehmet Sukhi Sidhu Aggarwal Guzel Kenilworth Budgens, Spar Hackenthorpe, Simply Fresh, Bethnal Warwickwhire Leicestershire Green, London Following their switch Raj Aggarwal says Despite being located in from Simply Fresh to tackling fresh as a retailer a busy area of London Budgens, Avtar and Sukhi can be challenging, We attend with plenty of convenience Sidhu are enjoying access especially when it comes outlets in competition, to a large range of fresh to managing waste, but local food Mehmet Guzel says fresh and local produce, and are that understanding your festivals produce is still in demand making it front and centre demographic is a great and is very important to of their updated image. place to start. to sample his business. produce Our three tips to doing well My three tips to doing well and make My three tips to doing well in fresh and local in fresh and local contacts in fresh and local

Make sure your displays really Get your displays right Your fresh Keep this category tidy and rotate stand out If you are starting out in and local produce has to look good stock I check my fresh produce this category, begin with a good, and fresh all the time, with great around 20 times a day to make sure tight range that’s fully stocked and availability. It is important to ofer it is well stocked and there isn’t any- then this will grow organically. promotions on new fresh produce to thing rotten. get customers interested. Aim for exclusivity with local Make sure the prices are correct and suppliers You’ve got to put the leg Don’t be afraid of waste We have you have a striking display I put work in at the beginning and hunt been selling fresh for a while, so seasonal items at the front in big for local suppliers – but often small waste is not a problem for us, but I abundant displays to attract shop- companies are crying out to work know that to build your sales you pers and signpost the freshness of with someone like you. have to take waste into account. the produce around the store.

Attend local food festivals We Take a look at local businesses in Keep tabs on what sells well Ready sample food and make contacts with your area If you are near a farm that meals and food to go are doing very people in the industry. There is real supplies good-quality fruit and veg, well for us, especially meat and ﬁsh. appetite for fresh and local produce, you can make the most of this oppor- Since transitioning to getting our so it is a good time to expand your tunity. First, check your demographic supply from Nisa, our fresh veg has network in this area. and ﬁnd out where there’s demand. improved drastically.

WHOLESALER COLUMN Paul Hargreaves Chief executive of Cotswold Fayre “Fresh is where the ing this category well and growth is and this catego- visit their stores. There ry is growing more than are some great Budgens 100% a year at Cotswold stores in London and Eat Fayre. Convenience retail- 17 is doing well in this ers know fresh and local area. The crucial thing for is the future, but often independent retailers is the main issue is space that they oﬀer local and because they have rigid fresh produce that isn’t planograms. It is worth available in the major the investment, though, supermarkets. Retailers as the rate of sale is gen- need to also be aware of erally much better out of the opportunity gifts are the fridge than on a shelf providing because conve- because the perception is nience stores as a whole that it is better quality. A aren’t doing particularly good way to get inspired well when it comes to is to ﬁnd out who is do- seasonal sales.” l

p21-22 Fresh and local xmas.indd 22 13/11/2018 14:39 Join us at the 13th annual IAA Gala Dinner 22 November 2018 | East Wintergarden, London

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IAA RN Speaker announcment.indd 1 13/11/2018 11:10 RN page ad.indd 1 02/11/2018 11:33 RN 16 November 2018 // betterRetailing.com 25 CORE GROCERY

There when no one else is Over the past two months, RN has taken a look, category by category, at the best retailer and supplier advice to follow this Christmas. Priyanka Jethwa rounds up the best advice across 10 categories

o matter how much you when hungry mouths turn Christmastime, Matt Collins, sales plan and prepare, there to lunchtime. Zoe Tap- director at KP Snacks, adds that will always be something house, category director retailers must ensure seasonal Nthat shoppers end up leav- at Allied Bakeries, 99% promotions and PoS for popular ing of their shopping list. In most says 55% of shoppers The amount of snacks, such as Hula Hoops, are in cases, realisation will come long still buy bread to take highly visible locations. “With the after the multiples have closed for home, so retailers can households that buy sharing segment growing at 10.7%, the day. This is where independ- capitalise by ofering table sauces, dressings demand for sharing snacks has ents can swoop in and save the a range of wrapped never been stronger.” day by stocking those core grocery bread. “Convenience is and condiments essentials – from sweet treats and a key factor, with 56% of 3. ALCOHOL tea bags, to soft drinks and condi- lunches at home prepared Fifty-two per cent of beer and cider ments – that shoppers will need last in under 10 minutes. This value sales are made over key sea- minute at Christmastime. This fea- makes wrapped bread a go-to option sonal periods, therefore to cater for ture lists the 10 emergency grocery for shoppers.” last-minute sales for those needing items retailers’ customers will need an extra bottle for dinner, retailers this season. 2. SNACKS should use seasonal displays to Consumers are buying snacks to attract attention to ﬁxtures. This 1. BREAD eat on the go from a wide range of is according to Toby Lancaster, Having a selection of bakery foods, outlets, such as forecourts (22%) and category and shopper marketing from pastries and cakes to bread, convenience stores (39%), bakery director at Heineken, who adds: can drive sales at Christmas time, brand St Pierre says. So, with 64% of “The number of people consum- especially the day after festivities shoppers replenishing items around ing alcohol with a meal has »

p25-26 Core grocery.indd 25 13/11/2018 14:56 26 betterRetailing.com // 16 November 2018 RN CORE GROCERY

increased by more than 5% in the capsules and cofee bags, as they Christmas dinner, just in case past four years. So, implementing grow in popularity. they run out. What better way to cross category merchandising quickly whip something up than for beers and ciders can lead to 6. FREE-FROM with dry packet sauces – something an uplift in sales.” Premiumisation is something all retailers should stock, accord- that has been seen across all catego- ing to Nick Widdowson, Unilever’s 4. TEA ries, and retailers shouldn’t forget Partners for Growth’s merchandis- Although a typically indulgent pe- that this also applies for free-from ing and creative controller. “Con- riod, health is an important card to foods – especially around the holi- Convenience venience retailers can maximise play over the season, and functional day period. Caroline Mitchell, Mrs their sales in this period with cross teas with added vitamins, Crimble’s brand controller retailers can promotions on related products and such as Tetley Super at Wessanen, says stock- in-store displays.” Green Lemon & Honey ing products such maximise Immune with added as Mrs Crimble’s 8. CONDIMENTS vitamin C, is what sharing packs of their sales in Ninety-nine per cent of households shoppers will be 6% gluten-free savoury this period buy table sauces, dressings and con- looking for. Peter The growth of and sweet snacks diments, so this is a key category for Dries, director are appealing with cross top-up purchases during the festive for customer and coffee in the for shoppers look- promotions period. Partners for Growth’s Wid- shopper market- past year ing for something dowson says with the total category ing at Tetley, says: special for gluten- on related outperforming the total market in “By grouping brands free guests, but the convenience channel, it is es- together and organis- perhaps don’t know products sential retailers stock ketchup and ing teas in a logical order, where to start. mayonnaise, with squeezy bottles shoppers will be able to see what’s and in-store and ﬂavoured mayonnaise an area on ofer more easily.” displays of growth. 5. COFFEE 9. EGGS AND DAIRY The UK cofee market stands at It’s that one thing that you swear more than £1bn with roast and you stocked up on and the one thing ground cofee sales up 6% compared that shoppers will look to their to last year, according to Nicole nearest store for – eggs. But to Hartnell, marketing manager at make that extra margin dur- Lyons Cofee. This means more ing Christmas, organic eggs is consumers are looking for quality where the trend is at, with sales cofee at home and on the go, and 7. STORE-CUPBOARD ESSENTIALS having grown in value by 13.1% Hartnell says retailers can capitalise Shoppers will want to make sure in the past year. David Tromans, of in this segment during Christmas they have plenty of stocks and gra- Purely Organic, says: “This growth by ofering fresh options, beans, vies in the cupboard to serve with is driven by consumers striving for healthier lifestyles and paying greater attention to the provenance of their food.” 10. SOFT DRINKS Soft drinks are a must-stock for convenience stores over the festive period, with more buying energy drinks at Christmas. As the fastest seasonal growing category, functional energy drinks performed at 6.7% over the festive period in 2017, says Mark Bell, strategy and planning manager at Red Bull. Plus, with big nights in on the rise during Christmas, Ed Jones, senior customer marketing manager at Vimto Soft Drinks, adds: “Soft drinks that can be enjoyed alone or used as a mixer present opportunities for retailers at Christmas, while saving chiller space.” l

p25-26 Core grocery.indd 26 13/11/2018 15:00 RN 16 November 2018 // betterRetailing.com 27 THIS WEEK IN MAGAZINES My week in magazines

Marcello Perricone Magazines reporter [email protected] DON’T MISS THE END-OF-YEAR OPPORTUNITIES

We are two weeks away from December, and magazine publishers are kicking the presses into overdrive. Here at RN, we’ve been absolutely ﬂooded with new magazine submissions, as special seasonal editions of everything from Yours to The Economist are being launched. These issues have the potential to attract casual customers in addition to the loyal Launch of the week ones, as their special page counts and attractive covers do a great deal to encourage im- pulse purchases. THE MAG THE WORLD’S They also serve as collectible issues for long-term readers, who tend to like to hang on to noteworthy editions. As the hordes of special Christmas maga- BEEN WAITING FOR zines ﬂood the market, retailers should As we near the end of a momentous year, consumers are wonder- identify those titles that are the most relevant to their audiences, and display ing what’s in store for 2019. This one-of edition from The Econo- them as clearly as possible on the shelves mist looks ahead with a global view of current and cultural afairs and counters. Most titles also ofer special incentives THE ECONOMIST IS publishing its special such as retrospectives or 2019 calendars, so annual analysis title for the 33rd consecu- make sure to promote these. tive year, looking forward to 2019 through The end of the year often means a general the lens of the year that’s about to end. nationwide increase in spending, and retail- The World in 2019 will look at the THE WORLD IN 2019 ers can capitalise on the festivities by selling prospects of the Trump administration On sale 22 November special magazines and the gifts therein. with a new Congress, the reality of Brexit, Frequency one shot and elections in India, Indonesia, Nigeria Price £9.99 Opportunity: end of year and across Europe, alongside technology Distributor disruptions from AI and China. Marketforce Retailers should make the most of The magazine also looks at space travel Display with The special editions that are now reach- 50 years after the moon landings and the Economist, Time ing the market as the year draws to status of culture 500 years since Leonardo a close, promoting unique issues da Vinci, creating a general-interest round- clearly and advertising gifts such as up that is expected to sell well. calendars and 2018 retrospectives.

p27 TWIM 1.indd 27 12/11/2018 14:48 28 betterRetailing.com // 16 November 2018 RN SYMBOL KEY

Price Launch Frequency One Competition Special Free Bumper Redesign Recent Spotlight change change shot issue gift issue launch SPECIALIST CHOICE MARK DUDDEN, ALBANY CHRISTMAS BAG NEWS, CARDIFF OF GOODIES On sale out now Frequency irregular l This special seasonal pack from the creators of Price £3.99 CBeebies includes gifts, puzzles and activities to Distributor Marketforce keep children busy in December. Display with CBeebies, l This bumper pack comes with two Christmas CBeebies Art, Fun to Learn magazines, with surprise gifts themed around Bag of Fun Paw Patrol, The Grinch and Elf Pets.

THE OLDIE On sale out now l The TV-themed edition of this culture magazine Frequency monthly is dedicated to old series and shows, and includes Price £4.50 behind-the-scenes looks and interviews related to Distributor Seymour some of the most influential programmes in the UK. Display with Radio Times, l The December issue has a 25p increase in cover Empire, TV Times price, and comes with 32 extra pages of book reviews and a free 2019 cartoon calendar. On sale out now Frequency monthly Price £3 MATCH OF THE DAY Distributor Direct l This football magazine celebrated its 10th anni- On sale 20 November versary in 2018, and continues to target young fans of Frequency weekly WELSH FOOTBALL the sport by including analysis, news and interviews. Price £4.99 Who buys it? l This week’s issue is the first of two Christmas Distributor Frontline Mostly men in specials, and comes with an inflatable football, Display with FourFourTwo, their 30s with Lionel Messi mask, Match Attax cards, FIFA Ulti- When Saturday Comes, an interest in the mate Team cards, and red and yellow referee cards. World Soccer local leagues.

How do you promote it? ROYAL LIFE On top of the l This women’s interest magazine is focused On sale out now counter, on its on the royal family, and includes news and Frequency bimonthly own display. photographs of the latest happenings at Price £4.50 Buckingham Palace. Distributor Intermedia l The last issue of the year looks at Princess Display with Majesty, Eugenie’s wedding, the Duke of Sussex’s trip to Hello Australia and a retrospective of 2018. Bestsellers Football

Title On sale In YOURS date stock l This women’s interest magazine contains advice On sale 20 November and articles about lifestyle, food and celebrities. Frequency fortnightly 1 Match of the Day 20/11 Price £1.99 l The Christmas edition is a bumper issue, featur- 2 Kick 01/11 ing tips about saving for Christmas shopping and Distributor Frontline 3 FourFourTwo 07/11 32 pages of puzzles, alongside a free membership to Display with Look, Heat Slimming World, worth up to £35. 4 Match 20/11 5 World Soccer 02/11 6 When Saturday Comes 08/11 7 Match Attax Collector GD 03/10 MUNCH CATS 8 Inside United 13/11 9 Celtic View 21/11 l A monthly activity comic for girls aged six to On sale out now 10, Munch Cats capitalises on the Japanese ‘cute’ Frequency monthly 10 Liverpool FC 13/11 Kawaii drawing style with stories and puzzles. Price £3.99 l The Christmas special includes six greeting cards Distributor Seymour Data from independent stores supplied by alongside stickers, gift tags and wrapping paper. Display with Frozen, Girl Talk, This Is

p28 TWIM2.indd 28 09/11/2018 14:45 RN 16 November 2018 // betterRetailing.com 29

[email protected] 020 7689 3350 @MarcelloP_NT f facebook.com/thisisRN

Partworks Collectables

Title No Pts £ Title No Pts £ Title Starter Cards Title Starter Cards

DeAgostini Hachette Panini Topps Art Gallery 37 60 8.99 2000 AD Disney Favourite Friends I Believe In Unicorns British Steam Railways 37 50 1.99 The Ultimate Collection 32 80 9.99 Sticker Collection 2.99 0.60 Sticker collection 3.00 0.60 Build the Jaguar 87 100 8.99 Art of Quilting 50 150 3.99 England Adrenalyn XL Journey to Star Wars 4.99 1.00 Build Your Own R2-D2 97 100 8.99 Assassins Creed: Trading Cards 4.99 1.50 Match Attax 2017/18 4.99 1.00 Cake Decorating 36 90 3.99 The Official Collection 45 80 9.99 FIFA 365 Trading Cards 4.99 1.00 Num Noms sticker cll’n 2.99 0.50 Classic Dinky Toys Collection 23 60 11.99 Classic Routemaster 43 130 8.99 Jurassic World Premier League Enhancing Your Mind, Draw The Marvel Way 76 100 4.99 Sticker Collection 2.99 0.70 Sticker collection 1.99 0.50 Body, Spirit 97 120 3.99 Marvel’s Mightiest Heroes 128 130 9.99 L.O.L Surprise! Ring Pop Puppies 2.00 – Magiki Cuddle Buddies 26 30 3.99 The All Killer No Filler Sticker Collection 2.99 0.60 Shimmer and Shine My Animal Farm 71 70 5.99 Deadpool Collection 6 60 1.99 Marvel Avengers: Infinity Sticker collection 3.00 0.60 Star Wars Helmet Coll’n 75 80 9.99 Transformers GN Collection 50 80 9.99 War Sticker Collection 2.99 0.60 Shopkins World Vacation 3.00 0.60 Zippo Collection 84 100 19.99 Warhammer 58 80 9.99 Tangled TV Series Star Wars: The Last Jedi Warhammer 40,000: Sticker Collection 2.99 0.60 Sticker collection 3.00 0.60 Eaglemoss Conquest 11 80 1.99 2018 FIFA World Cup Russia Adrenalyn UEFA Champions League DC Comics Graphic Novel 85 100 9.99 XL Trading Card Game 5.99 1.50 Sticker collection 4.00 0.60 Game of Thrones 60 60 9.99 Panini 2018 FIFA World Cup Russia Official WWE Slam Attax 10 My Little Pony F1 Collection 68 70 10.99 Sticker Collection 3.99 0.80 Trading Card Game 4.99 1.00 Colouring Adventures 89 80 Marvel Figures 22 84 11.99 4.50 DeAgostini Star Trek Ships 137 130 10.99 Supercars 7 60 2.99 Magic Box Zomlings Series 6 0.50 Magiki Princesses 2.50 Star Monsters 1.00 Magiki Unicorns 2.99 SuperZings Series 2 5.00 Sharks & Co 3.50

Newspapers

Daily newspapers price/margin pence/margin % Saturday newspapers Sunday newspapers Sun 50p 11.15p 22.3% Sun 70p 14.98p 21.4% Sun £1.20 23.1p 21% Mirror 75p 16.05p 21.4% Mirror £1.20 24.72p 20.6% Sunday Mirror £1.60 33.6p 21% Mirror (Scotland) 75p 17.12p 21.4% Mirror (Scotland) £1.20 24.72p 20.6% People £1.60 33.6p 21% Daily Record 75p 16.05p 21.4% Daily Record £1.10 22.6p 20.6% Star Sunday £1 19.89p 21% Daily Star 40p 7.26p 22.5% Daily Star 60p 12.085p 21% Sunday Sport £1 24.3p 24.3% Daily Mail 70p 15.62p 22.31% Daily Mail £1 21p 21% Mail on Sunday £1.80 37.8p 21% Express 60p 13.31p 22.5% Express 90p 19.11p 21% Sunday Mail £1.90 38.76p 20.4% Express (Scotland) 60p 13.31p 22.5% Express (Scotland) 90p 19.11p 21% Sunday Telegraph £2.00 45.5p 22.75% Telegraph £1.80 38.7p 21.5% Telegraph £2.20 49.5p 22.5% Sunday Times £2.70 56.7p 21% Times £1.60 34.4p 21.5% Times £1.90 39.9p 21% Observer £3 73.5p 24.5% FT £2.70 54p 20% FT £4.00 88p 22.6% Scotland on Sunday £1.70 39.95p 23% Guardian £2 44p 22% Guardian £2.90 63.8p 22% Racing Post £2.60 61p 23.46% i 60p 13.2p 22% i Saturday £1 21.5p 21.5% Sunday Herald (Scotland) £1.70 35.7p 21% i (N. Ireland) 60p 13.2p 22% i (N. Ireland) £1 21.5p 21.5% Sunday Express £1.50 31.5p 21% Racing Post £2.30 54.0p 23.48% Racing Post £2.60 61p 23.46% Sunday Post £1.90 37.5p 19.75% Herald (Scotland) £1.30 29.90p 23% Herald (Scotland) £1.70 39.1p 23% Scotsman £1.60 36.0p 22.5% Scotsman £1.95 43.88p 22.5%

Weight Watchers 3-417-18 November December Scale of third-party advertising insert payments Total Supplements Ad inserts Number of Heaviest Insert Original Mail Mirror News Express Guardian Telegraph weight weight weight Inserts ad insert weight scheme UK TelegraphSunday Times 1,200g965g 490g180g 210g60g 83 50g55g Cumulative? no yes no no no no no TimesDaily Telegraph 1,200g760g 510g475g 125g0g 07 40g0g 0-69g n/a n/a n/a n/a n/a n/a n/a GuardianObserver 815g575g 315g30g 135g10g 71 10g55g 70-100g 1.5p 2.5p 2.57p 2.7p 2.93p 2.75p 2.93p 101-200g 2p 3p 3.36p 3.3p 3.65p 3.35p 3.65p FTSun 750g565g 390g220g 100g0g 05 35g0g 201-300g 4p 5p 6.09p 5.5p 6.26p 5.75p 6.26p Daily Mail 685g515g 440g245g 135g75g 53 35g55g 301-400g 5p 7p 7.43p 6.7p 7.06p 7p 7.06p Mail on Sunday 405g685g 280g395g 10g75g 21 10g35g 401-500g * 7.5p * * * * * SundayGuardian Telegraph 650g370g 350g120g 110g20g 52 10g55g Over 500g * 8p * * * * * The Times – – – – – Observer 490g 125g 15g 2 10g * By negotiation Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. Associated Newspapers =2p. Express Newspapers =2p. Telegraph Group =2p. Per copy supplied Independent News & Media =2p. Financial Times =2p. Mirror Group Newspapers =2p

p29 TWIM3.indd 29 08/11/2018 16:04 CLASSIFIED30 betterRetailing.com // 1622 NovemberDecember 20182016 RN

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