22.05.2015 BE A C-STORE SOMMELIER Expert tips to get shoppers to trade up WINE Page 32 »

Sparbucks ‘Great coffee adds 20% to our hot food sales’ Page 28 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.20

COMMISSION ROW PayPoint stand stifled by ‘fear and apathy’ l Retailers back down on terminal turn-off over concerns of reprisals and lost loyalty. l We’ll support anyone taking on PayPoint, says NFRN chief exec Paul Baxter. Page 5 »

Marcus Bergin from SuperNews Gloucester started the PayPoint Pay Fair Facebook group

TOBACCO PRODUCTS DIRECTIVE 42 top tobacco lines to vanish next year The suspended terminals of Retailers call for ranging advice as new Roger Westrope (above) and Vas EU legislation will ban 84% of best-selling Vekaria (below) cigarette and RYO products. Page 4 »

NEWSPAPERS ‘We built a kitchen to PayPoint called Edinburgh cash in on workmen retailer Khalid Mohammed trade and grew sales National after he switched off his terminal by £400 a week.’ Page 14 » Saturday PAYPOINT PAY FAIR edition Defiant retailers have led the charge against PayPoint’s Vol 126 No 21 SNP success fuels commission cuts as protests entered the fifth week. Gloucester FOR TRADE USE ONLY weekend launch for retailer Marcus Bergin’s PayPoint Pay Fair Facebook group hit 21 pro-independence more than 500 followers, while a number of stores stood firm title. Page 7 » despite PayPoint pressure. Page 5 » We have worked hard with suppliers to improve the POR on over 200 key lines to improve your profit. POR held until 3rd Nov. LOOK OUT FOR THE SPECIAL TICKETS IN BRANCH

64187 04 EvenBiggerPOR_RetNews.indd 1 11/05/2015 08:48 Retail Newsagent 22 May 2015 3

I thought long and hard about the subject for this leader. But then I read the 103 comments made within 24 hours on the PayPoint Pay Fair Face- book group and heard about the 2,100 views on a PayPoint post on a Pre- mier retailer forum. This convinced me there is one issue still dominat- ing retailers’ thoughts. Despite the enormous hype online, there is an eerie silence from those RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT who can change things. New business secretary Sajid Javid and small business minister Anna Soubry refused RN’s request to comment before Fear and apathy appears next Wednesday’s Queen’s Speech. to have stopped the RN asked the big six energy suppliers and BBC TV Licensing if they thought it was acceptable that retailers should make a loss while sub- social media storm sidising their profitability. Predictably, they weren’t going to bite the loosening PayPoint’s hand that feeds them. PayPoint, meanwhile, after a week of turmoil in grip on its network – which its managing and retail directors were ushered out the back door, and profits has been quietly picking off retailers charging handling fees or insisting on additional purchases. Retailer fear and apathy appears to have stopped the social media storm loosening PayPoint’s grip on its network – and profits. But a head of sales at one of our industry’s biggest suppliers told me last week he thinks the service provider’s strategy is fraught with failures and could be the end of the company. Retailer Marcus Bergin spearheaded the fight because he couldn’t support his partner, four children and member of staff while CHRIS GAMM Editor making a loss processing PayPoint transactions. The thought of the col- @ChrisGammRN lective loss made by the entire retail trade is keeping his fight going. For 126 years, RN has been the campaigning voice for local businesses to provide great service to their communities and make a profit. Their sup- ply chain must support them in this.

CONTENTS 28 40 NEXT WEEK NEWS you more likely to 26 PRICEWATCH Cheema’s impressive put copies on your Red wine new Coventry store 4 INDUSTRY NEWS Best-selling newsstand? prices; RN’s profile 32 WINE Become a tobacco products could 17 YOUR ISSUE of Narayana c-store sommelier with vanish from gantries Retailer’s surprise as he Murthy, our expert guide and 6 BUSINESS NEWS Bestway receives bill from rates co-founder of 34 advice sets sights on its rivals reduction company Infosys 36 BARBECUE 28 RETAILER PROFILE with new scheme 20 LETTERS Can we fix it? Yes Sizzling sensations TRADING STANDARDS 7 NEWSTRADE Ian Lewis The National we can! Reader’s ‘issue’ is for customers who On the road with an to be published six days installed a resolved after RN steps in wnat to eat and drink Islington officer a week in Scotland 22 COLUMNIST hot drinks al fresco as the weather Bintesh machine, 8 PRODUCT NEWS United Amin decides to ask improves Biscuits is taking on the and saw his 40 PREVIEW Mr Kipling his customers a few turnover and footfall Ritz with new snacks adds to its range up leading 23 increased 12 REGIONAL NEWS with three milkshake- Retailers quetions dramatically loses 20% of takings in 23 INDUSTRY inspired flavours first week of roadworks PROFILE THIS WEEK FEATURES Liberis chief COMMENT & 30 INNOVATION IN MAGAZINES executive, WEBSITES AND APPS ANALYSIS Paul RN takes a 41 ROUND-UP Expect the 16 YOUR STOCK, YOUR SAY Mildenstein, tour around unexpected How online tools are Does the Sunday Sport’s right, talks Paul and 42 FOR YOUR SHELVES Relax transforming your store cover clean-up make to RN Pinda With Art holiday special “WE WANT PEOPLE TO THINK ‘I’VE GOT MY BARGAINS, NOW I’LL GET SOME NICE BITS.” – PINDA CHEEMA EXPLAINS THE SALES PHILOSOPHY BEHIND HIS FAMILY’S REFURBISHED STORE Page 30 » 4 22 May 2015 Retail Newsagent

One Stop Bestway’s Xtra Local retail club should now fit all rolls out Bestway has launched a new format of its Xtra Local retail club, designed for smaller stores. remotely The wholesaler said XL Express – a “slimmed One Stop is rolling out down” version of Xtra Local – reflected the remote access facilities to fact that some stores are unable to run every its franchise retailers this promotion and was aimed at shops with less month, as reported by RN in than five one-metre bays of grocery. XL Ex- March. press members will be required to run at least The move will allow re- 12 deals, or 15 if they are licenced, and spend tailers to access their store’s a minimum of £1,000 on non-tobacco per back ofce PC and place month at Bestway or Batleys. Over 300 retail- stock orders while away ers have enrolled to date. Bestway symbol from their shops, according and club director James Hall said: “It became to the group. evident that smaller retailers were finding it The system features on- difficult to comply with all the promotions line business tools including due to the smaller size of their stores.” VAT and sales and margin reports and a downloadable product catalogue. In addition, retailers can MEPs backing for EUTPD could see bestsellers go Retailers call for manufacturer guidance use One Stop’s FranchiseNet system to remotely change prices and review stock. They will also have access to an online fact sheet 42 top-selling tobacco lines about their business, which includes information such as customer counts, average spend and sales perfor- to disappear in 12 months mance. by Steven Lambert But these formats made together generated £665.75 Chaz Chahal of Costcut- up the majority of the top- a week for stores stocking ter Bromsgrove added: “I Today’s app Retailers could see 42 of selling tobacco products in them. think smokers would adapt their best-selling cigarette RN’s What to Stock guide, Retailers are now calling eventually, but this could and rolling tobacco lines free with last week’s issue, on manufacturers for guid- be another way for counter- unveiled vanish from gantries collated using exclusive ance after raising concerns feiters to benefit by having Today’s Group is ofering next year under new laws EPoS data from 3,000 inde- about range and price their own smaller packs.” exclusive deals and ranging being introduced under pendent businesses. changes and the further Manufacturers are yet to advice on the move with its the revised European Of the 25 leading ciga- risk of counterfeiting from reveal their plans to address new Plan for Profit app. Tobacco Products Directive rette brands sold in local the upcoming legislation. the new EUTPD. However, The app will give users (EUTPD). stores, 21 would be banned Bintesh Amin, owner a spokesperson from Impe- the chance to download the MEPs have already under the new legisla- of Blean Village Londis in rial Tobacco said the firm firm’s latest Plan for Profit backed amendments to tion. The same number of Kent, said: “I would like was “actively consolidating core range guide direct to the current EUTPD, which RYO lines would also be more information from insights from a number smartphones and tablets, would lead to 10s and 19s outlawed. Together, the 21 manufacturers on how of sources and markets to and will also ofer guidance cigarette packs and rolling cigarette products earned this will afect our prices, ensure that we’re in the from industry experts and tobacco pouches of 30g or each stockist an average our gantry space and what best possible position to information on retailers’ less being banned from 20 £1,530.16 in sales a week last period we have to sell old support retailers, both pre nearest Today’s depot. May 2016. year, while the RYO packs stock through.” and post-EUTPD”. Bill Laird, managing director at Today’s, said, “We noticed that 20% of visitors to the Plan for Profit website access it via their mobile MPs pledge their local shop support and 10% via their tablets. Two leading MPs who grew local stores “play an impor- tape for small businesses whole economy is built on “Retailers increasingly up above their family shops tant role in their com- by at least £10bn over the hard work and deter- need to do business on the have this week reinforced munities” and the Tory’s the next five years. The mination of the people who go and we’re helping them their commitment to help- review of business rates, Bromsgrove MP also spoke run and work for them. As to respond by ofering all the ing small businesses. reforms to self-assessment, on the creation of a Small business secretary I will functionalities of the Plan Priti Patel, the new and lower taxes meant Business Conciliation Ser- always back them.” for Profit website in a handy, employment minister, told “newsagents can get on vice to help settle disputes In RN’s poll last week, easy-to-use app.” RN that small businesses and run their businesses”. between small and large 85% of respondents said The launch is being sup- can be confident the new Sajid Javid, in his first businesses. they believed the election ported with a prize draw Conservative government speech as business secre- He said: “Small busi- of the Tory government giving retailers the chance is “on their side”. tary on Tuesday, said the nesses are Britain’s engine was good news for small to win an iPad. The Witham MP said government will cut red room and the success of our businesses. Retail Newsagent 22 May 2015 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Pages on twitter 40-41 @RetailNewsagent for expert advice to help you grow your sales

Retailers worried protests will force customers to go elsewhere ’People are scared’ ‘Reduce pay rises’ Fear and apathy ‘take heat Marcus Bergin, owner of SuperNews in Gloucester, has sent an open letter to PayPoint demanding out of PayPoint boycott’ directors reduce their pay rises to provide better by Gurpreet Samrai payment services provider Point demanding he switch more” and will continue to commission rates. Doing last Friday, retailers told RN it back on. He told RN he write to PayPoint directors. so, he said, would also The man behind the social they believed many had believes more retailers He also believes more retail- allow PayPoint to provide media storm blasting backed down due to fears would speak up if the NFRN ers need to be made aware a genuinely free service. PayPoint’s commission cap their customers would go pledged to support retailers of what is happening with He also asked whether cuts says “fear and apathy” elsewhere for the service or who are fighting PayPoint. PayPoint. PayPoint’s “recent change are stopping retailers mak- that their terminals would NFRN chief executive The father-of-four is of heart” to his poster ing a stand. be removed. Paul Baxter said: “The calling on all retailers to campaign acknowledged In less than two weeks, “I think people are scared NFRN has already been display a poster he has put that commission rates more than 500 retailers of losing PayPoint,” Mr Ber- leading this fight from up in his store asking Pay- don’t cover retailers’ have joined the PayPoint gin said. “And some retail- the front and is going to Point customers to make costs or provide income. Pay Fair Facebook group ers have fallen for the spin continue to do so. We will an additional purchase PayPoint responded launched by Gloucester about what the terminal always support any retailer because he is making a that forcing customers newsagent Marcus Bergin, can do for their business.” who wants our help with loss every time he processes to make additional with many taking to the Edinburgh retailer Abdul PayPoint.” a transaction. He says 90% purchases or charging for page to rally support. Qadar turned his terminal Mr Bergin, whose fight of his PayPoint customers the service was forbidden However, despite dozens of on two occasions on against PayPoint made it are now making an ad- and that it would contact of retailers proclaiming Friday after his brother into his local paper, said he ditional payment, up from any retailers who did so. they would boycott the received a call from Pay- “refuses to make a loss any- 12%. Energy fee ‘No need to worry – it’s business as usual’ rethink Retailers who have had Jimmy Patel was one of our terms, so why should Collect+ and a few other payment terminals several retailers to vol- we behave diferently with things and that’s it. But partially suspended by untarily switch of their PayPoint?” he said. it’s not had much efect on called for PayPoint after protesting terminal on 15 May as Bolton retailer Vas Vek- trade,” he said. Retailers are calling on the group’s commission part of a social media aria was unable to process Sufolk retailer Roger PayPoint and energy cap cuts have reported campaign. utility bills and mobile Westrope said PayPoint companies to rethink sympathy from customers “Customers overall top-ups last Friday, after limited his services last contract clauses that and little efect on business have been sympathetic. asking customers to make Thursday after he “threat- cause many to make a loss as a result. We make a stand when additional purchases with ened” to switch of his handling payments on Northampton retailer newspaper publishers cut transactions. “We’re doing terminal. their behalf. Commission on energy payments has been capped at 7p, prompting the NFRN to urge government energy regulator Ofgem to launch an investigation. RN asked the ‘big six’ energy suppliers – British Gas, Scottish Power, E.ON, EDF Energy, npower and SSE – if they would accept retailers charging custom- ers between 5p and 20p to make transactions more financially viable. All six either refused to comment or did not respond at all. Kent retailer Steve Barker said: “If it’s in PayPoint’s NFRN speaks up for indies at BIRA High Street Conference contracts with utility com- Senior members of the NFRN attended the British Inde- future of the high street and celebrate successes. Pictured panies tht we’re not allowed pendent Retail Association (BIRA) High Street Conference with Mary Portas, one of the key speakers on the day, is to charge, PayPoint should last week. The event brought together independent retail- NFRN national executive committee member Mike Mitchel- be going back to those ers and key industry specialists to network, talk about the son and national president Martyn Brown. companies to renegotiate contracts.” 6 22 May 2015 Retail Newsagent

BUSINESS

Booker Today’s a great day reveals for cycling A team of keen its great cyclists from Today’s Group will margins be doing their bit Booker is promising mar- for charity with gins of up to 47% on brand a 100km bike ride name goods in its ‘Even around London Bigger POR’ campaign to raise money running for the next six for Village Water, months. a group provid- The group is lower- ing safe drinking ing wholesale prices on a water for people in number of lines in Booker Zambia. The five and Makro depots until 3 members of the November, which will be Today’s Trailblaz- highlighted with special ers will take part shelf-edge labels. in the London Product deals include Nightrider event 12x400g packs of Napo- taking place on 6 lina tinned tomatoes and and 7 June. 27x288ml packs of Ribena and Ribena Light, ofering margins of up to 44% and 47% for retailers. Initiative will enable supplier comparisons Wholesaler to target unaffiliated and symbol stores Steve Fox, retail direc- tor – sales at Booker, said: “I believe this is fantastic news for independent retailers as it is straight Bestway sets sights on forward price reductions to give customers more profits.” rivals with new scheme by Steven Lambert supplier against Bestway “The retail marketplace re- vice to receive their goods Direct. mains tough. It is expected from and one that ofers Spar own Bestway is targeting other The move is aimed to grow but independents the keenest prices, and symbol and multiple ac- at adding to more than can’t rely on driving profits that’s where the lifetime label on count retailers with a new £650m worth of deliveries through price alone, as cost benefit model comes scheme under its Bestway Bestway makes to Best-one consumers won’t accept in.” summer Direct delivered operation. stores every year, and is be- further premiumisation on Mr Courtney said the The firm has launched ing led by former Musgrave products. company is targeting its ‘lifetime cost benefit’ business development di- “Retailers are also find- the model at symbol and menu model, which will allow rector Paul Courtney, who ing it tough to capitalise unafliated retailers with Spar has unveiled its multi-site retailers to has taken on the role of on new sales opportunities four or more sites, who are Summertime range of compare the cost of goods, head of multiple accounts such as fresh and chilled. looking to develop their own label products to help rebates, fees and other at Bestway Direct. That is why they need to businesses under a single its stores take advantage factors from their current Mr Courtney told RN: have a cost-efcient ser- procurement contract. of the picnic and BBQ season. This year’s range in- cludes 67 products, with 51 of these being ready- Parfetts’ free shop equipment promo to-eat lines to target more Parfetts has unveiled a points, which can be JTI and Diageo have also ment may not always be shoppers looking to eat reward scheme in its cash exchanged for items from signed up as branded spon- within budget but focus- outdoors. and carry depots ofering equipment supplier Shop- sors under the scheme. ing on improving certain It will encompass salads, retailers the chance to Equip. Greg Suszczenia, joint areas of a store can pay side dishes, sandwiches, claim free shop equipment Products used to gain managing director at the dividends. baguettes, cooked meats including fridges and PoS investment points will company, said: “Parfetts “That’s why we have and a number of BBQ prod- units. change every three weeks has always recognised the partnered with Shop- ucts including pulled pork Customers making and will also include items benefits and advantages Equip, to give our custom- and rack of ribs. purchases from the group’s on promotion, according that a well merchandised ers access to the products The range will also depots between 11 May to Parfetts. store can ofer both retail- they need to develop their cover the firm’s recently and 22 August will earn Manufacturers includ- ers and shoppers. We also businesses without the as- launched Daily Deli range. themselves investment ing Heineken, Carlsberg, know that a full refurbish- sociated investment.” Retail Newsagent 22 May 2015 » 7 BARBECUE BONANZA Follow RN Pages on twitter 36-37 @RetailNewsagent for expert NEWSTRADE advice to help you grow your sales Successful trial leads to expansion of publication SNP election results gives sales boost Shortlist Thomson Scottish publisher DC Scots’ independence title Thomson has agreed to take on 100% ownership of Shortlist Media. Shortlist, producer of to publish six days a week free magazines ShortList and Stylist, has expanded by Nicola Stewart look really encouraging,” directly.” people would want to stay from a five-man indepen- he said. Waqar Chaudry, of Mil- informed of what the SNP dent start-up in 2007, to a Pro-Scottish independence “It looks as if it’s going to ton Stores in Glasgow, said MPs were doing in parlia- 150-strong multi-media en- newspaper The National is be our highest sales day as it the election of 56 Scottish ment. terprise. DC Thomson was to publish six days a week stands at the moment.” National Party MPs had Melony Medhurst, of a founding investor in the after successful trials of a The Saturday edition has immediately bolstered sales Papersdirect in Glasgow, company, alongside a group Saturday edition. the same 50p cover price of the title in his store. said most national news- of financial investors and A special post-election and 25% retailer terms as “There’s a momentum papers would have enjoyed members of the manage- edition of the paper, printed Monday to Friday and cop- happening in Scotland a sales boost around the ment team, and took on a on the Saturday after ies are being allocated based and more people are becom- election but that usually 50% partnership in 2013. polling day, sold 40% more on Friday sales. ing interested in breaking dropped of in the following DC Thomson director copies than an average “We are also sending out away from England,” he weeks. Richard Hall said: “DC weekday edition. additional copies in these said. “I imagine The National Thomson has immense Herald & Times Group first few weeks to establish “The National and the would have seen a real confidence in Shortlist head of circulation Malcolm where potential sales are,” Herald on Sunday are the spike in sales that Saturday Media and its brands.” McDonald said the pub- said Mr McDonald. newspapers those people of the back of how well the lisher would continue to “If there are any retail- are turning to, so a Saturday SNP did in the election, but print on a Saturday “as long ers who would like more edition is welcomed.” whether that’s something as there was demand for it”. copies, they should contact Mr Chaudry expected that’s going to continue, I’m Trinity’s “The early indications the circulation department the sales rise to continue, as not entirely sure.” awards Trinity Mirror has taken home two of the top awards Mirror price confusion from the Society of Editors Regional Press Awards for An article mistakenly 2014. printed in the Scottish The Macclesfield Express Mirror caused confusion was awarded the Weekly last week as it explained Newspaper below 20,000 to readers that the paper’s circulation award, while price was being increased the Newcastle Journal was to 60p. named best Daily/Sunday The price of the red top Newspaper below 25,000. in England and Wales has Northern Ireland’s increased to 60p, however Sunday Life won the Daily/ the price of the Mirror in Sunday Newspaper above Scotland is already 65p. 25,000 circulation title Dave Forbes, of Forbes and Local World’s Essex Newsagents in Dundee, article out, and brought it Chronicle was awarded the said he had a regular cus- in to show me. It isn’t very Weekly Newspaper above tomer come in expecting to efcient on the part of the 20,000 prize. pay 60p for the paper. “On Mirror is it?” Tuesday morning he came Mirror Group Newspa- in and handed me 60p. pers managing director Hello! It’s I told him it was 65p but Neil Jagger said: “We apolo- he said he had read in the gise to Scottish retailers if Kevin… paper that it had changed to we caused any issues with Hello! has announced the 60p. He went home, cut the customers.” appointment of Kevin Petley as its business director following the Streetfighters back for a special departure of publishing History mag’s weekender Two years after the final issue of Streetfighters magazine director Charlotte BBC History Magazine is of the past two years, the was published, comes this premium one-shot from Ocean Stockting. Mr Petley, who to host its annual His- festival will make its debut Media Group. Streetfighters 2.0, on sale 25 May, features has previously worked tory Weekend festival in in York for three days of 116 high gloss pages filled with high definition photog- for AutoTrader, H Bauer two locations across two events in September, before raphy and quality content. The special is priced at £6.99 and Seymour, will be weekends for the first time returning to the ancient and should be displayed prominently on the newsstand responsible for the day- in 2015. hilltop town of Malmes- alongside Back Street Heroes and 100% Biker. to-day operations of the Building on the success bury in October. business. 8 22 May 2015 Retail Newsagent

PRODUCTS

Imperial Goodbye time for Brad L&B value and Dan launch It’s the end of the road Imperial Tobacco said it will for Foster’s characters ofer smokers further value Brad and Dan, with the under its Lambert & Butler duo starring in their brand with the launch of final TV ad for the beer L&B Superkings 10s next brand from this month. month. The four-week cam- Launching on 1 June, the paign, the last under new line will come with Foster’s ‘Good Call’ an RRP of £3.78 to help it message, will see the compete in the crowded Aussie pair reflecting economy cigarette sector. on the help they have Madeleine Pearce, brand given to men across portfolio manager, said: the globe. “Packs of 10 currently account for 20% of the economy sector so this, our lowest-priced L&B ofering New range under Jacob’s cracker brand name Further growth in category predicted to date, is a must-stock for retailers.” At the same time, Impe- rial will add to its capsule cigarette range with the United Biscuits taking launch of Player’s Crushball. The product features a filter that gives a ‘fresh flavour’ when crushed, and on Ritz in snacks battle will be available in plain and by Steven Lambert pricemarked King Size 18s baked snacks range, Ritz brand, with £4.5m media packaging this month. packs (RRP £5.99). Crisp & Thin, an extension spend that includes TV ads The activity includes United Biscuits (UB) is of its Ritz cracker brand. on air from July. the launch of two lines, looking to take on Mondelez UB will initially launch Ted Linehan, director of McVitie’s Breakfast Oaty New KA with the launch of a new Jacob’s Cracker Crisps in savoury snacks at UB, said: Breaks and McVitie’s snack range under its 150g sharing packs in three “With an ever-increasing Breakfast Fruit & Oat Bakes. flavour Jacob’s cracker brand. flavours – Sea Salt & Bal- emphasis from consumers The former is available in Exotic drink range KA is The manufacturer has samic Vinegar, Thai Sweet on healthier eating, ‘snack- Golden Syrup and Raisin & being extended with the ad- unveiled Jacob’s Cracker Chilli and Sour Cream & able crackers’ are poised to Cinnamon flavours, while dition of a new blackcurrant Crisps, a selection of Onion – available to stores boost further growth in the the latter comes in Apple flavour this month. premium baked snacks tar- from this month. A 40g category at large.” and Blueberry flavours. The new line, KA Black- geted at shoppers looking single bag will be launched Meanwhile, UB has also UB is backing the move kurrant, will be available in for healthier products. later this year. revamped its McVitie’s with a £3m investment, 288ml cartons pricemarked It comes a month after The firm is investing breakfast biscuits range which includes TV ads and at 49p, 500ml bottles price- Mondelez launched its own £6m to support the new with new products and in-store promotions. marked at 69p, and one litre cartons pricemarked at £1.19 or two for £2. Adrian Troy, head of Bulmers offers personalised trainers prize marketing at AG Barr, said the drinks contain 35% less Shoppers will have the will combine on-pack and shared on Facebook, Twitter ers for the year. sugar compared to leading chance to bag themselves a social media elements, ac- or Instagram alongside the The brand is also aiming competitive brands. “Black- pair of personalised trainers cording to parent company hashtag #LiveColourful to for further sales growth this currant is a huge flavour in a summer competition Heineken. Consumers will claim one of 5,000 high-top summer on the back of the with broad appeal which is from Bulmers. be encouraged to take pho- trainers. March launch of Bulmers currently growing at 5%. It The cider brand’s latest tos of promotional bottles The scheme forms part of Zesty Blood Orange, the first is particularly popular with campaign will run from to find out if they have won. a multimillion marketing orange-flavoured cider on the KA audience.” June for three months and The picture must then be package supporting Bulm- the market. Hot products for your shopping list

Personalised trainers Jacob’s Cracker Exotic drink range are prizes in a new Crisps will get £6m KA is launching a Bulmers promo launch package blackcurrant variant Retail Newsagent 22 May 2015 Promotional feature 9 CIGARS Going Dutch means quality and value Royal Dutch Miniatures Blue have been a Retailer bestseller in multiples for nearly 10 years. Now, viewpoint the convenience channel is set to capitalise on the Raj Patel Sandown News, brand’s success as it enters the top 25 must stock Isle of Wight cigar products for the first time in 20151

ince relaunching in a price- At £3.95 for 10 cigars, the value is equal marked format in 2014, Royal to the cheapest cigarette on shelf, yet the I TOOK ROYAL DUTCH MINIATURES BLUE for the Dutch Miniatures have gone from product’s quality is second-to-none. The first time in January 2014 when it launched price- S strength-to-strength. Orders into price sells the product, and the quality marked packs. Tony, my sales rep, sold them to convenience doubled last year, making keeps consumers coming back: that’s me and the PoR was excellent at 18%, better than them a must-stock brand. why it continues to grow. any other cigar I sold. I always like to competi- tively price my tobacco, so £3.95 was a great price compared to £4.95 for many other cigars. Although GROWTH slow to start with, I pointed out the price to my regular miniature cigar smokers who tried the Royal Dutch Miniatures Blue has doubled its orders into products and loved them. I’m now selling double convenience in 2014. This has been achieved by increas- the volume I was of the other miniatures, and ing its salesforce, supporting, advising and making more profit at the same time. educating retailers and gaining more avail- ability of products in convenience. The brand has a loyal following in the QUALITY multiples, once consumers realise they can get the product in their local store they will Price will sell most buy it. Consumers demand value and quality, products once, but if the and Royal Dutch Miniatures and Miniatures quality is poor you will Blue deliver this. lose that consumer. Royal Do you have a value ofering in cigars? Dutch Miniatures Blue are great value, but the qual- ity is second-to-none. VALUE The price sells the product, the quality keeps £3.95 for 10 cigars is them coming back. With- almost the cheap- out the quality of Royal Dutch products, it would est smoke on your 18% not have made the Top 25. gantry. Consumers profit on Royal Other value brands have come and gone, yet demand value, but Dutch Blue Royal Dutch Miniatures Blue continue to grow as it won’t compromise hits the quality/value ratio perfectly. on quality. miniatures This is how the discounters have grown. Shoppers LOYALTY will no longer pay a premium for a brand The brand has always had a loyal following in the if a cheaper product can deliver the same quality. multiples. The pricemarked packs have now starting This is true in grocery, beers or spirits, and moving that loyalty into convenience. cigars are no diferent. Are you ofering a value Cigar consumers want to get their products and alternative in all categories? Consumers demand will be loyal to where they can. If you are out of stock this. We absorbed the duty increase in 2015 mean- they will go elsewhere and stay there. ing we will stay at £3.95 throughout the year. At It’s important to stay on sale at all times and keep the same time we will continue to ofer market- that customer. Products are available through all leading margins on tobacco, with a minimum 18% symbol groups and cash & carries, another reason PoR on our miniature cigars. why we continue to grow.

1: 2015 What To Stock supplement, Retail Newsagent 10 22 May 2015 Retail Newsagent Follow RN on twitter @RetailNewsagent for expert PRODUCTS advice to help you grow your sales Moo-ing Racers for Dairylea Dairylea is following up last year’s ‘moo-sical’ cow promotion with another novelty giveaway launch- ing on packs this month. The cheese brand will give shoppers the chance to claim their own Moo-ing Racer toy car by entering promotional codes on a website. Müller scores a win-win with kit for ‘pint-sized’ footballers A total of four diferent Müller has come to the aid of 26 young sports teams by providing them with branded kits and equipment worth £300. The racers will be available to move follows its ‘I Love My Pint Sized Local Team’ competition, which encouraged shoppers to nominate their local side us- collect, with more than ing an entry form that they could give to independent retailers to send on to the company. 16,000 being given away under the promotion. Dairylea owner Mondelez claimed it received more Distinctive green packaging for range addition ‘This will be another winning formula’ than 130,000 entries for a similar campaign last year and is expecting to top this for its latest scheme. Snickers new twist with The Moo-ing Racers pro- motion will run on Dairylea Dunkers singles and multi- packs, tubs, Stripcheese and launch of Hazelnut bar Lunchables packs. by Steven Lambert The launch will be sup- ers bars – More Nuts, More with an RRP of 55p and a ported with a £2m media Choc and More Caramel – multipack of four bars with Mars is introducing a new investment, taking in last September. an RRP of £1.79. Horlicks’ twist to its Snickers choco- TV, outdoor and online Bep Dhaliwal, trade com- Meanwhile, Mars is add- late range with the launch coverage, along with PoS munications manager at ing three lines to its range heritage of a hazelnut-flavoured bar material including pre- Mars, said: “The combina- of Thick Shake drinks this this month. filled display units, dump tion of a best-selling bar month. heroics Snickers Hazelnut will bins and counter-top units. brand and new products, The new additions in- Horlicks is focusing on its be added as a permanent It forms part of a total which is the biggest driver clude brands from the 140-year heritage for its line from next week, and £10.2m spend for Snickers of category growth, means firm’s chocolate range – latest on-pack promotion, comes in a green-coloured this year. that we believe Snickers M&M’s Peanut, M&M’s which will see the brand pack to help shoppers It also marks the first and Hazelnut will be anoth- Chocolate and Twix – ofer vintage-themed distinguish it from other major activity for the brand er winning formula.” and will be available to kitchenware to shoppers. Snickers products on retail- since Mars introduced Snickers Hazelnut will order from SHS in 8 x The campaign, which ers’ shelves. three-limited edition Snick- be available in a single bar 376ml packs. runs until 31 October, will give away Horlicks-brand- ed gifts to consumers col- lecting three codes found Kerry meaty Stripsticks target adults on promotional packs. It will run on 500g Kerry Foods wants to grow 100% chicken breast. snack sector with its Meat to drive the growth of the packs of Horlicks Light, the meat snacks market The range will join the Club chicken skewers and cooked meats category.” Traditional and Light with the launch of a new likes of Mattessons Double bites, launched in February. Stripsticks will be Chocolate Flavour vari- product range aimed at Dippers and LowLow snack Charlotte Kerr, brand available in a Classic Roast ants, and will be targeted adult shoppers. packs in helping Kerry manager at Mattessons, flavour in 50g single packs at the brand’s core market The firm has unveiled Foods target more adult said: “With a brand value (RRP £1.49) and multipacks of 55+ year-old females, Mattessons Stripsticks shoppers in the category. of nearly £80m and growth containing two 30g portions according to owner Glaxo- this month, a selection of It also follows on from of 13.5% over the last two (£1.69), with retailers able to SmithKline. chicken skewers made from Ginsters entering the meat years, Mattessons is set order them via Kerryfresh.

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Moo-ing racer toys are Horlicks’ 140-year her- Snickers’ latest being given away in itage is celebrated on addition to its range Dairylea’s promotion new-look packaging is a Hazelnut variant Freephone 0800 444 236 Freeforphone more 0800information 444 236 for more information

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REGIONAL

In at the Peter is a blunt end Panini World A north London retailer is Cup winner using birthday cards with a Nominating Panini for diference to attract younger an award for its World customers to his store. Cup football stickers Aman Sadana, owner of scooped Canary Wharf Wood Street Post Ofce in retailer Peter Wagg Walthamstow, is trialling a prize of his own. a selection of quirky cards Mr Wagg was entered from the Blunt Cards UK into a free draw for a range, with greetings that chance to win an iPad include “Have a wonderful Mini 2 when he put birthday! Or don’t. Please Panini forward for the Yourself.” and “Happy birth- Product of the Year – day you old fart”. Nominated by Indepen- Mr Sadana said he already dent Retailers category stocks a at the Ace Press wide range Awards. Panini won the of Hallmark award, and Mr Wagg cards on was presented with his- his 60ft prize at his store by Ace rack and chairman Tom Rodger. sells on average 70 to 80 a day, but sales are Village is split in half by main road closure Takings down by 20% in first week of roadworks predominantly to older customers. He said: “We are hoping to target the younger gener- Bridge too far as Dorset ation and at the same time, as an independent myself, help another independent business.” retailer faces her D-day RN READER POLL by Nicola Stewart is expected to extend into “We are now in the to support the store, and has October, as Dorset County second week and in the also featured in local paper No A Dorset retailer is facing Council said time was being first week our takings were the Dorset Echo and in a 15% a five month struggle to taken to reuse stone and down 20%. It has me really parish newsletter. stay in business after work “reflect the character” of the worried. Her husband has also started last week to replace a old bridge. “We will wait for the first ofered to make home de- bridge leading to her store. Owner Lindy Christopher month to see how it plays liveries to customers on the Charminster Stores & said the road closure meant out, but if it carries on like it other side of the bridge. Yes Post Ofce is located at the half the town now had to did last week, I can’t see us “We are doing every- 85% top of Charminster village, take a four mile detour to being here in five months’ thing we can to help our which has been split in half reach the store she runs time.” customers and to keep them by the closure of its main with her daughter. Mrs Christopher has been coming to us.” Do you think the road. “The detour takes people campaigning on Facebook The council was not of- election of the Work on the Grade I closer to Dorchester, so most and Twitter asking custom- fering any compensation, Tory government listed 16th century bridge of them will shop there. ers to continue she said. is good news for small businesses? Spar voted top of the shops in newspaper poll NEXT WEEK’S QUESTION Spar Pewsey has been award. Susan Connolly, The store has also previ- convenience store in 1979 Poll: What’s the average voted as ‘best convenience business development ously been voted Spar’s after being taken over by number of items per store’ by readers of local manager for Connolly Spar, best community retailer Pete Matharu and his wife transaction in your store? newspaper the Wiltshire told the paper: “It is nice in the group’s national Pashi. 0-3, 3-5, 6-8, 8-10 or 10+ Gazette & Herald. to know that people are awards. The couple’s son Paul The store, one of four aware of what we do. Meanwhile, another followed them into the Have your owned by Connolly Spar, “I think people voted for independent store was family business and told beat of competition from us because of all the things awarded the same title the Times: “We appreciate vote now a Tesco Express and MS2 we do in the community, as voted by readers of the that customers value the Go to betterretailing.com Stores Chippenham to win such as getting involved Wiltshire Times. store and that they come the paper’s Wiltshire’s Best with the Christmas lunch.” JBM Stores opened as a in.”

14 22 May 2015 Retail Newsagent Do you want to see your views in RN? email [email protected] REGIONAL tel 020 7689 0600 Newport Newsquest reveals Wilmslow plans retailers Regional publisher News- the Knutsford Guardian, copy on sale for 60p on 3 Wilmslow Guardian quest is to launch a paid- Northwich Guardian and June. editor Carla Flynn said: for newspaper in the the Crewe and Nantwich The move comes after “The Guardian brand is lose their market town of Wilmslow Guardian. Trinity Mirror launched already well-established in in Cheshire. Free sample editions the Manchester Weekly neighbouring towns. licences The Wilmslow Guard- of the paper were handed News last month as a “We want to build that Two Newport stores have ian is the latest addition to out on 20 May and will replacement for six exist- same great relationship had their licences revoked the publisher’s Guard- be available again on 27 ing titles including the with the residents of for selling illicit cigarettes ian series that includes May, with the first paid-for Wilmslow Express. Wilmslow.” and tobacco products. Nazar Mini Market and Taste Of The World were Store’s weekly takings up £400 thanks to hot food 20 to 30 extra people coming in each day banned from selling tobacco or alcohol by Newport City Council’s licencing sub- committee last week. Trading standards seized Gary’s new kitchen puts 76 packets of non-duty paid cigarettes from Naraz Mini Market in July 2013 and a further 58 packets in May a flame under his sales 2014. Previous licence holder by Gurpreet Samrai Osman Olmus and shop- keeper Mehmet Carcabuk A retailer has increased his were both fined £2,000 after weekly takings by £400 after pleading guilty to selling installing a kitchen in his illegal tobacco. shop to cash in on increased Taste Of The World footfall from builders work- was found to be hiding 40 ing across the road. packets of illicit cigarettes Great Ofey Stores in under a sink in June 2012, Hitchin is now serving hot and search dogs snifed out drinks and snacks including another 23 packets. pies, pastries, soups and Owner Alper Sahin toasted sandwiches. The Erten was sentenced to a sandwiches are supplied by 12-month community order a local sandwich company in January. and the rest by Kenhurst Fresh & Frozen Foods. Owner Gary Pilsworth said the kitchen’s earnings been down a little so this is big enough for eating facili- to start this up again so I Vigilance have been “a big addition” keeping us quite buoyant.” ties so we made rolls in the got builders in to put in a to the shop’s average weekly Mr Pilsworth set up a morning and sold them, kitchen.” takings of £7,000, which had small deli counter selling but when the building work The builders are expected over scam recently seen a 25% decrease. rolls when he took over the stopped that area was de- to stay on site for around a “It’s getting busier and shop 14 years ago, but re- funct so we got rid of the deli year. Mr Pilsworth said he urged busier all the time,” he moved it shortly afterwards. counter and filled the space is putting signs up around The NFRN has reissued said. “We have about 20 to He said: “When we first with fridges. the village to make residents its warning to retailers to 30 extra people coming in came here there was a build- “When planning permis- and visitors aware of the beware of a Microsoft phone every day. ing going up next door and sion was granted for houses new facility so he can keep scam designed to install “I looked at our sales the we did a lot of business. At across the road, I thought it going after the builders malicious software or steal other day and groceries have that point the store wasn’t it was a good opportunity leave. personal information. Stores should be on their guard against callers who claim to be from Microsoft, Windows or Dell’s techni- Top-up shopping continues to grow cal support teams and ofer The growth of top-up ing Report (CTP) showed of shopping missions. pared to 17% in 2014. to fix computers, mobile shopping means shoppers an increase in the aver- It added that top-up However, a further 31% phones or tablets, it said. are now buying a record age number of products shopping now accounts for of shoppers only pur- Meanwhile, Wiltshire average of three products purchased from c-store 40% of consumer visits to chased one item, up from Police reported incidents of during every convenience baskets, up from 2.8 last c-stores and 44p in every 29% last year. fake £50 notes and Scottish store trip, according to year. £1 spent. The CTP figures were £20 notes being used in the new research unveiled The shopper research Him! also revealed collected using data county and asked store own- this month. group put the growth that 20% of shoppers taken from 20,000 shop- ers to report incidents to the The latest figures from down to more local stores had bought five or more pers at a variety of symbol police or Crimestoppers. Him!’s Convenience Track- appealing to a wider range items from c-stores com- stores. UPTO 300% MARK UP

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Untitled-5 15 19/05/2015 18:26 16 22 May 2015 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY The Sunday Sport unveiled a new ‘child-friendly’ cover last weekend. Are you more likely to display it?

Desmond Barr Sunday Sport about three years Sinclair Barr Newsagents, ago. I can’t remember what was RETAIL NEWSAGENT Paisley on the cover of the issue that NEWS ● CONVENIENCE ● PROFIT I think the honest answer is caused me to stop selling it, but 11 Angel Gate, City Road, London EC1V 2SD that any responsible retailer it was so ofensive I said no and Tel 020 7689 0600 would welcome anything more sent it back. But yes, if it wasn’t email [email protected] customer or child-friendly. ofensive in any way I would Annual Subscription So, if the Sunday Sport or any be more likely to stock it. I am UK 1 year £144 Europe £289 2 years £227 Rest of world £339 other publication thinks it’s a parent and I just didn’t like it, 3 years £319 time to morally enhance its but if it is more child-friendly I To subscribe contact 01737 457236 cover we would be behind would be likely to sell it. it. However, because of the Editor Director of Sales Sunday Sport’s position on Chris Gamm Mike Baillie Susan Connolly 020 7689 3378 020 7689 3367 the counter in my shop, the Connolly Spar, Wiltshire Associate Editor Account Managers masthead is all that customers Chris Rolfe Liz Dale will ever see. No, I still wouldn’t display the 020 7689 3362 020 7689 3363 full cover because of the stigma News Editor Will Hoad John Vine the title carries. It is still going Gurpreet Samrai 020 7689 3370 News World, to be the same content inside 020 7689 3386 Are you more likely to News body Dwain Nicely Church Stretton, so we wouldn’t want a child to Reporter 020 7689 3372 display the new-look Letters name, Shropshire pick it up. We have it displayed Steven Lambert Sunday Sport, above, 020 7689 3357 lettersAccount address Executive I don’t sell the Sunday Sport on a three-tier stand so just the as opposed to the Reporter Marta Dziok at the moment, or adult title pops out and that’s how it Nicola Stewart 020 7689 3354 magazines. I stopped selling the will stay. old-look version, right? 020 7689 3358 Sales Support Features Editor Executive Tom Gockelen-Kozlowski Chris Chandler 020 7689 3361 020 7689 3382 YOUR STOCK E-liquids, £1 chocolate bars and Feature Writer Marketing Manager Nadia Alexandrou Lauren McKinnon multipacks were some of the biggest trends in 020 7689 3350 020 7689 3351 Production Editor Marketing Executive this year’s What to Stock guide. What have been Darren Rackham Tom Mulready Your020 7689 3373stock020 7689 3352 Marketing Assistant the biggest product trends for you this year? Emma Wilson 020 7689 3384 Gary Pilsworth cost 35p so the profit margin ban so for me it has been Managing Director Great Offley Stores, is negligible in comparison to e-liquids, because I have been Nick Shanagher Hitchin 07966 530 001 selling Red Bull. concentrating on them and I would agree with all of those. e-cigarettes. I also sell rolling Email fi[email protected] The other big seller for us is Paul Bridgewater papers and all the accessories. If you do not receive your copy of RN fresh meat. There is a large local The Cabin, The Cadbury Dairy Milk £1 please contact Chris Chandler on 020 7689 3382 or farm that produces rare red Freshwater, chocolate bars used to be big email [email protected] meats such as pork, beef, lamb, Isle of Wight sellers, but that completely died Printed by Southernprint, Poole, bacon and sausages. We started I stopped selling cigarettes and down when Cadbury put the on 80gsm Galerie Fine Gloss paper Distributor Seymour Distribution, selling these two years ago, tobacco because of the display price up to £1.29. 2 East Poultry Avenue, London, EC1A 9PT and sales are increasing all the Audit Bureau of Circulations time. It got to the point where I July 2013 to June 2014 average net had to buy a new chiller unit to circulation per issue 13,626 stock it nine months ago. Winner of the 2009 ACE gold award for circulation excellence by a smaller magazine Amit Patel Belvedere News Food & Wine Belvedere, Kent

Retail Newsagent is published by Newtrade Publishing Limited, which Not taking into account is wholly owned by NFRN Holdings Ltd, which is wholly owned by the essential items, the best-selling Benefits Fund of the National Federation of Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, products for me this year have comments and reviews included are not necessarily those of the been from the slush machine we Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from installed a month ago. We are Retail Newsagent may only be undertaken with the prior written agreement of the Editor. selling 40 to 50 cups a day and Contributions are welcomed and are included in it’s not even peak season yet. part or whole at the sole discretion of the Editor. Buying it was a big risk, but if Newtrade Publishing accepts no responsibility for submitted material. Every possible care is this rate of sale continues it will taken to ensure the accuracy of information. pay for itself in three months. For trade use only The other big seller is Euro Shopper energy drinks, but they MDLZ210415 CDM £1 Favourites [A4].indd 1 21/04/2015 10:17 18 22 May 2015 Retail Newsagent YOUR Steven Lambert [email protected] 020 7689 3357 ISSUE @StevenLambertRN

BILL ‘OUT OF THE BLUE’ SHOCKS JITENDRA With a new Conservative majority now in parliament, independent retailers will no doubt be keen to get their views across to the government about a whole range of diferent topics – including business rates. The issue has been a constant bugbear for local stores, with many owners claiming that extortionate rates are a constant drain on finances and prevent them from investing in their businesses. Pressure from retail- ers has led to promises from the government to undertake a wide- reaching review of the current rates system. This issue has concerned London retailer Jitendra Patel for many years. So when the owner of M&S City Store in Islington was Jitendra Patel signed up with CVS business rents and rates specialists approached by a company about to help him reduce the amount he was paying to Islington Council reducing his business rates in 2013, he decided to take them up the rating period ended. “I rang CVS to ask why we were says the period goes up to 2015, so on the ofer. “He then said that after that still being charged. I was then told I asked CVS what is to stop this Mr Patel says he signed up with period, any savings we made on that the government had since from going back to 2020 and be- CVS, a firm specialising in busi- our rates would be completely extended the rating period to 2017. yond? I’m very unhappy about the ness and rent rate reductions, after ours.” “The rep had not explained to situation.” being approached by a representa- The ofer sounded appealing to me that this could happen. I asked RN approached CVS for a re- tive from the company. Mr Patel, who decided to sign a the company whether it could find sponse to Mr Patel’s concerns. He says: “We asked him lots of contract with the firm. But after the person I had spoken to when I A spokesman for the firm questions and we were told by the two years of savings with CVS, he signed the contract but I was told maintained it had been fully rep that the company would take was surprised to receive a bill for that they couldn’t find any infor- transparent with the retailer and, 50% commission on any savings £729 from the company in March mation on him on their system.” therefore, would not be changing they made to us up to 2015, when this year. Mr Patel claimed he had been his contract. They added that the He said: “From what I had been misled by the rep on a number of extension to the rating period was told by the rep, we shouldn’t have areas, in particular how the rating a government decision and was had this bill from CVS because we period could be extended beyond out of their control. were past the rating period. his control. He said: “My contract The spokesman said: “Our team of accredited professional sur- veyors work hard to save clients Make sure you know what you’re signing money where they are over-paying In response to Mr Patel’s issue, the NFRN has reminded retailers business rates. We are entirely to be extra vigilant when signing contracts they are not 100% “We are entirely transparent transparent certain about, and has offered the following advice to prevent store about our terms of engagement owners from being caught out. and our model is success based, meaning our interests and those about our n Say no to any company who cold calls and offers a ratings appeal of our clients are always directly terms of n Get advice from the local valuation office before agreeing to aligned. engagement anything (www.voa.gov.uk) “In this particular case, CVS was n Report any incidents to your local police, trading standards and successful in securing a business and our model the NFRN rates reduction. This reduction ap- n Remember that if you do decide to appeal your rates they could plies until the end of the rating list is success go up as well as down and it was a government decision, not one taken by CVS, to extend based n Do not sign a contract until you have read and understood this to March 2017. Where we have CVS business rents how each clause could affect your business. Contracts are legally secured savings for clients, they binding. will continue to benefit from this and rates specialists until the end of the list.” READY FOR THE HOLIDAYS COMING UP Children’s magazines, THIS SUMMER sugar confectionery EXCLUSIVELY IN and soft drinks in focus

2020 VISION How symbol groups and their retailers are preparing for the future of convenience

Grow summer sales withIT’S MOVIE RN TIME! Essential products for their big night

CIDER’S GROWING Stalwart bestsellers and the challenger brands looking to take their place

l How innovative formats are transforming the beer market PLUS l Catch up with developments in e-cigs and vaping l Puzzle magazines: we’ve got the answers for better sales 20 22 May 2015 Retail Newsagent

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

@RetailNewsagent RETAIL NEWSAGENT for reasons of clarity or of length

Lack of effective retail display ban (RN, 15 support made me May), JTI is keen to point out that retailers should not leave PayPoint’s see the retail display ban as Simple Payment an opportunity to de-stock tobacco lines. I have stopped paying out When the larger stores under Simple Payment had their gantries covered partly due to low commis- back in 2012, they continued sion, but mainly due to a lot to take new lines and main- of abusive customers when tained a broad range in order the payment has either to maintain their existing failed as it was not due, or customer base. because the customer has It is more important than not had proper valid ID. ever for smaller retailers to On one occasion, a maintain a strong range and customer was shouting portfolio that existing adult and screaming as we would smokers are used to. not pay out as he did not We know that 26.2% of have proper ID. I phoned existing adult cigarette PayPoint and the lady I was smokers will leave the store speaking to could hear the without cigarettes if their customer shouting. In other preferred brand is unavail- cases, other companies able, so delisting could result allow their staf to speak in losing customers for good. to the customer directly to If existing adult smokers cool the situation, but she go elsewhere, retailers will said they were not allowed lose out on the invaluable to speak directly to claim- basket spend which adult ants, though she said she smokers provide and this was sorry for what she was could have a significant hearing and that we should efect on overall store profit- not have to put up with ability. such abuse. We remind retailers that The same customer did it has never been more the same again a few weeks Bharat Patel’s Collect+ essential to follow the key later, so I phoned the police troubles as reported in last principles of category man- and the policewoman spoke week’s Retail Newsagent agement to help maintain directly to the claimant to sales. calm him down, but in the To help, JTI has developed end, he banged my phone ARTIST, which stands for and walked out. ‘YOUR ISSUE’ IS ‘FIXED ISSUE’ Availability, Range, Train- The police came in 10-15 I am pleased to tell you that the issue days a week, early till late, so it will be ing, Innovation, Sales and minutes later but he had reported in last week’s ‘Your Issue’ has closely monitoring the trial to ensure Technology – a simple six already gone. been resolved and that Bharat Patel is that it works for all parties. step guide to maximising I immediately phoned very pleased with the outcome. Finally, on the point of the fine raised tobacco profits. PayPoint and told them that Without going into detail, while by Mr Patel, we’d like to be clear that Andy Stevens I am withdrawing from Collect+’s delivery partner (Yodel) can’t we don’t ‘fine’ stores who breach terms Head of sales, JTI UK Simple Payment with arrange its delivery schedules around relating to the Collect+ service. immediate efect and gave specific opening hours, it will endeav- There are contractual obligations them the police reference. our to deliver at a time when Mr Patel’s relating to our contract that have to Mukesh Patel store is open on a trial basis, provided he be met and this sum related to one of Jai Shree Krishna, keeps to an agreed set of opening hours these. London to facilitate the trial. We have discussed all of these points PayPoint head of Collect+ doesn’t generally accept or with Mr Patel and we are both happy corporate affairs Peter retain stores in its network that have re- with the outcome reached. Brooker responds: Other com- “One of stricted opening hours as the basis of its Peter Brooker my colleagues has spoken with business is that it ofers a parcel service Head of corporate affairs, panies allow Mr Patel and expressed our for customers which is accessible seven PayPoint apologies for the unpleasant and their staff to distressing experience with this speak to the customer. “We have also apologised for low commission on Simple ‘Maintain your “I can see from our records not responding earlier after the Payment, every £100 paid customer that this was the second time incident was reported on 5 May. out under Simple Payment gantry’s range’ directly to cool an abusive customer has been “My colleague was correct to reduces banking costs on other In response to your recent reported to us, so we completely say that we are not allowed to payments made to PayPoint article which reported on the situation understand the reasons for speak to claimants; the client by 50p-80p, which can be retailers removing slower Mukesh Patel wishing to cease ofering the – Department for Work and added to the Simple Payment selling stock from their On his PayPoint experience Simple Payment service and Pensions – is firm about this. commission as the value of these gantries and relying more which made him leave the have agreed with the request. “On the point about transactions.” heavily on bestsellers post- Simple Payment service CELEBRATE SUCCESS Entry means that you are in with a chance of making the annual list of top 100 local stores - a great way to boost shopper loyalty and sales.

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IAA A4 RN Advert_v3.indd 1 19/05/2015 11:37 22 22 May 2015 Retail Newsagent BINTESH COLUMNIST [email protected] 020 7689 0600 AMIN @RetailNewsagent Can I ask you a question?

If you want to get your stock, services and opening hours right, who better to ask for feedback than the customers who live on your doorstep?

This month, I’m finding out what got 12 people. They only spent £35 local people want from my store to between them, but if I extended see how I can increase sales. I want my hours and told everyone about it to know why people who live right that would be a lot more. I’d like to on my doorstep shop here – or why get a few more questionnaires back Bintesh’s customers have spoken – and extended they don’t – so I’ve sent question- to see what other people say, but I’m opening hours and larger packs are now on the cards naires out to around 350 houses and likely to extend my hours to 10pm. plan to do more. Aside from the questionnaire, brands. I get a lot of older people shop- I’ve focused on introducing two I’ve changed my sandwich range ping here. They might spend £1 or products this month. I thought the recently too and my sales have gone £3, and this is about working out e-cigarettes market was flat but I crazy. I used to just have Ginsters, how I can get them to add to their got talking to Steve Bassett about e- which I ofered on a multibuy deal basket spend, as well as breaking liquids and he said his sales figures with crisps and a soft drink, but down barriers for people who don’t have gone mental. I’ve got Vaporiz now I’m also selling sandwiches shop here. in stock already – in lots of flavours that we make fresh in the store I’ve had 60 back so far and while like chilli and menthol – and have I am thinking every day too. most have said the store is fine, been running a three-for-£10 mul- about I was selling around 25 a week some have asked us to stock larger tibuy ofer. Now I’ve got this year’s and buying one case a week, but packs of things such as nappies and What to Stock I’ll have a look at the becoming a that’s now up to 10 or 15 a day. The crisps. distribution figures and see which best-selling flavours are pork stuf- Quite a few people have also brands are the most popular. I’m Post Office ing, meatballs and Italian chicken, talked about opening times. They looking to stock three or four key Local I’m getting through three cases have said they would like to be able every two days and customers are to use my post ofce on Saturdays coming from all over the area to buy and Sundays and would like the them. shop to be open for longer. No sport? No problem I didn’t use to keep the range Because of this feedback I am topped up all day because I thought *+ Because there are no big sports events this summer thinking about becoming a Post Of- we’re focusing on what we can do in our local area and customers wouldn’t want to buy fice Local instead. It would benefit are preparing to support events like summer fetes in the them, but I’ve been filling stock up my bottom line as well as my cus- eight villages around here. We’ll also focus on barbecues, on Saturdays and Sundays and keep- tomers because I wouldn’t have to putting on offers in the store and creating theatre around ing sandwiches available all day have dedicated staf who only work them. We’ll make sure items such as burgers, beer and wine and they’ve gone really well. in the post ofce. are always available and run cross-category promotions, I got a few tips from other store At the moment I close at 8pm and also put prompts by other relevant products and ask owners about how to make fresh Monday to Saturday and 7pm on if customers are stocked up on them. I’d also like to do sandwiches work, but my next step Sunday but I’ve noticed we’re get- what they do at petrol stations and display barbecue stock is to go to visit a couple of other ting more customers shopping right outside the shop, and maybe newspapers too. There’s so stores to see this in practice so I can at the end of the day. So I tried open- much space outside the store that we don’t use – we could pick up some more ideas. ing until 10pm one Saturday to see be using it to make extra profits. how many customers came in and, Bintesh Amin runs without any kind of marketing, we a Londis store in Kent Retail Newsagent 22 May 2015 23

Tom Gockelen-Kozlowski [email protected] 020 7689 3361 @TomGK_RN Liberis

For retailers looking for access to finance, Liberis offers a unique model where repayments are made via a retailer’s card machine. Chief executive Paul Mildenstein explains why it might be the right option for many RN readers

RETAIL NEWSAGENT Tell us about requires cashflow funding. About Liberis. a third of retailers want money for PAUL MILDENSTEIN Liberis is an stock – to take advantage of a great alternative finance company which promotion, for example. Another provides unsecured funding to small third want finance to remerchandise more plentiful and underwriting businesses. It’s not a loan, however: or refurbish their business in some was easier. Banking regulations a customer is looking to borrow a way. The last third will be suffering and the amount of security they sum of money so we forward this short-term cashflow constraints, as are required to hold to lend to SMEs on to them and then attach a fee to can be the case for any business. mean that it is less attractive for it. That money is repaid using their them to do it. Retailers aren’t obliged credit and debit card income, not RN How do retailers apply for your to go with their bank for finance and their cash. If a customer takes £300 financing? are shopping around more for the through their machine in a day, and PM It’s an incredibly simple process. What we best financial product. we’ve agreed a 10% split, we take £30 If retailers want to borrow between are doing is and £270 goes to the retailer. What £2,500 and £20,000 then it works RN How competitive is Liberis’s we are doing is very, very unique in in the same way: we look at their very, very funding? the marketplace. historical credit and debit card PM Unsecured funding tends to be revenue and take references from a unique in the more expensive, but not involving RN What is the advantage of this supplier and the landlord. accountants or visiting your bank model? marketplace countless times for interviews PM Retailers only pay us as their RN What is the current market like means there are savings there. customers pay them. If you take for loans and financing? Our model also means there are a hit because Easter is wet or a PM The challenge for banks is that, no penalty fees for late payments supermarket’s promotion is pulling just a few years ago, money was because payments only come when customers away, then we’re not your card machine is used. asking for the same amount of money as when business is brisker – RN How much support do you it mimics their store’s performance. provide to businesses that you Company CV work with? RN What level of funding is ** ** PM We need businesses to stay available? Company Liberis open so we get our money back, PM We don’t usually lend less than Chief executive Paul Mildenstein so it’s not in our interest to give £2,500 because people can often Profile Set up by former Londis, them unaffordable terms. One get anything less through friends, One Stop and Whitbread employee example of this was a newsagent family or on their credit card. We’ve Paul Mildenstein in 2007, Liberis is a whose local Underground ticket done as much as £800,000 to a group revenue-based funding provider which works with around office shut for a month meaning of pubs which was planning to 200 independent retailers as well as many other types of everyone suddenly came to his shop buy two new sites and wanted to SMEs and start ups. for Oyster Card top-ups. The margins use its card machines to fund the Key statistics The company says that 90% of applications are only 2% and we were taking for funding are accepted and that 75% of those who use the purchases. 10%, so we were getting a lot of our company return for additional funding. money back, but he wasn’t making RN What do retailers usually use the profits for himself. We turned your funding for? our payback level right down to help PM We support any business that ** ** him. 24 22 May 2015 Retail Newsagent ACADEMY IN ACTION

JTI’s Melanie Mills talks to Hertford retailer Hitesh Patel about Share the updated No ID, No Sale pack ideas and

progress Responsible retailing @IAAcademy #IAA15 From underage sales to store layout, responsible retailing feeds into every part of a retailer’s business. The IAA’s Nadia Alexandrou visited Hitesh Patel’s Hertford-based store with JTI’s Melanie Mills to discuss how stores can get this right

The Independent Achievers Academy is a My challenge business development programme to help Having been in the industry for 31 years, retailers like you improve Hitesh believes he has done all he can to your store. This is the 4th be a responsible retailer but worries about in a series of 12 features continuing to innovate and improve to that help show how maintain standards over time. retailers are using the Academy’s advice to grow their sales.

ocated near two schools on a busy high street, Hitesh Patel caters to a stream of teachers and young L children, as well as passing trade. Name Gay’s Newsagents is a small but neatly Hitesh laid out CTN, and while it doesn’t sell Patel alcohol, the shop ofers a wide range of specialist tobacco. Having spent so long Store in the trade, Hitesh is very passionate Gay’s Newsagent about his business and its position in the community. “My store is essentially a Location Hertford, watering hole for kids, so I’ve learnt how to be 101% responsible,” he says. Hertfordshire That said, he is eager to get a fresh per- spective and hopes feedback from experts Size in the industry will help him to maintain 550sq ft his reputation and build on his already strong customer loyalty. Retail Newsagent 22 May 2015 25

IAA ADVICE WHAT WE LEARNT Melanie 1 2 3 says Keep up to date with all Make sure you are rec- Make your business relevant legal require- ognised as a responsible a safe place to work ments for the products retailer in your community and shop in and services you sell

As a busy shop that has Hitesh feels that maintain- Unlike some nearby shops, customers who are under 18, ing relationships with au- Hitesh tells Melanie that he Melanie can see that Hitesh thorities in the community doesn’t limit the number takes care to follow tobacco is key to keeping his store of children allowed in his “It’s clear to me that Hitesh has solid regulation closely, keeping safe and reputable, and is in store at one time – treating procedures and policies in place, so I his refusals register up to frequent contact with trad- all customers the same is encourage him to do what he’s doing, date, for example. She spots ing standards and PCSOs. important to him. Hitesh but more of it. There’s only a few minor just one potential difculty. In addition, teachers from has kept a simple shop layout things I can comment on, such as the A3 “I noticed that the A3 the local boys’ school stop by and uses signs to remove any sign and keeping staff regularly updated statutory notice is slightly every day, and sometimes temptation to steal. To make on legislation through refresher courses. hidden around the corner staf from the comprehen- his staf and customers feel Hitesh’s community relationships are behind the counter, and it’s sive, to check if any children safe, the shop also has several already very strong.” important to have this in are causing problems. CCTV cameras secured under plain view of customers to “It’s great that Hitesh has a brightly-lit ceiling. Melanie Mills Communications manager, JTI send a clear message,” she such open and honest com- Hitesh has high standards says. munication with teachers around health and safety, As a CTN Hitesh doesn’t from local schools” says risk management and fire Hitesh sell fresh food so has less Melanie. safety, but it is important to health and safety require- “To take it to the next pass his values on to his staf says ments and legal regulations level, he could ofer to speak to ensure consistent stan- to adhere to, although he at community groups or dards are kept when he is not regularly consults RN and local schools to strengthen in the shop. trading standards to stay up his relationships and show Melanie recommends to date. he’s taking the lead in the he keeps his staf regu- Melanie reminds Hitesh community when it comes to larly updated on legislation that major tobacco manufac- dealing with underage sales.” through refresher courses turers have resources and con- for retailers. JTI’s sider creat- “It’s been really interesting getting Advance website, for ing a list feedback from someone outside the example, provides of things business – it can be easy to overlook updates on tobacco to check simple procedures and I am reassured legislation. around now that I haven’t missed much. This “The ‘No ID, No Sale’ the shop visit has also shown me that I am, in pack has also just been to ensure a fact, doing a pretty good job, and feel updated, which is a use- consistently confident in my management abilities.” ful tool for retailers and secure en- their staf,” she says. vironment. Hitesh Patel Gay’s Newsagent, Hertford, Hertfordshire

Hitesh’s action plan Your action plan Make full use of trade manufacturers’ websites Go to betterretailing.com/IAA to download the to keep on top of legal requirements free tools to improve your store Work with local schools and the community to raise Complete the benchmarking form by 26 June to your profile as a responsible retailer enter the IAA and be in with a chance to receive a mystery shop visit Regularly talk to staff members about the impor- Email [email protected] to order your copy tance of being a safe place to work and shop in of the IAA’s Retail Profit Guide 26 22 May 2015 Retail Newsagent RED PRICEWATCH WINE BEST-SELLING RED WINE PRICES AROUND THE UK PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER Pricing strategies

1 2 3 4 5 Blossom Hill California Red £5.18 £5.99 £5.99 £6.49 – £4.99 £5.65 RETAILER 75cl (Two for £9) Hardy’s Bin 161 Shiraz 1 £5.04 £5.00 £5.00 – £5.00 £5.00 – NAME SURESH PATEL 75cl (Pricemark) STORE Premier Upholland Ltd Isla Negra LOCATION Skelmersdale, Merlot £5.00 £5.00 £5.00 £4.99 £5.00 £4.99 £9.99 Lancashire 75cl (Pricemark) (Offer) SIZE 1,000sq ft TYPE village Jacob’s Creek Merlot £7.88 £8.49 £6.49 £6.99 £6.49 £7.99 £7.99 I generally stick to Booker’s 75cl (Offer) RRPs, however, with certain wines such as Blossom Hill Distant Vines Merlot £4.02 £4.00 £4.00 – £4.00 £5.00 – we go a little lower because our competitors are selling it 75cl (Pricemark) slightly cheaper and we try to Echo Falls match their ofer as best we Merlot £6.05 £6.36 £6.39 £6.99 £6.29 £5.99 £6.49 can. Australian wines seem to 75cl be doing quite well. I normally Jacob’s Creek merchandise by country, then Cabernet Sauvignon £7.90 £8.49 £6.49 £8.39 £6.49 £7.49 £7.99 price, and this is mainly due 75cl (Offer) to the way my customers shop. Jacob’s Creek They seem to know exactly what Shiraz Cabernet £8.01 £8.49 £6.49 £8.39 £6.49 £7.49 £7.99 they want. They’ll look for an 75cl (Offer) Australian red, for example, and will then choose the cheapest Echo Falls Cabernet Sauvignon £5.93 £6.35 £6.39 £6.99 £6.29 £5.99 £6.49 ofer in my selection. 75cl Casillero del Diablo Cabernet Sauvignon £7.07 £7.49 £7.59 £8.49 – £7.00 – 75cl Echo Falls Red £4.90 £5.99 £5.59 £6.49 – £5.49 £5.79 75cl RETAILER Hardys VR Merlot £5.78 £6.99 £6.99 – – £5.49 – 75cl (Two for £9) 2 NAME HARJINDER DHASEE STORE Nisa Village Stores LOCATION Mickleton, Size HARDYS VR MERLOT 75cl Price distribution % Gloucestershire SIZE 1,800sq ft 91%% of independents TYPE high street 25% sell this product at or below the £6.99 RRP I normally go 10-20p above RRPs, and Nisa often runs a lot 20% of promotions in this category. Right now I have about 30 wines on promotion, which 15% always sell well. Towards the end of the week, however, sales of more premium wines such 10% as Rioja start to take of, and the weekend is a peak time for premium wines, too. Even 5% though value is my biggest segment, I do sell a few lines above £15 – I sell two or three 0% bottles a week. I merchandise by grape variety as that seems to be what customers search by. £5.25 £5.35 £5.79 £6.19 £5.29 £5.30 £5.49 £5.50 £5.99 £6.29 £6.49 £6.85 £6.99 £4.99 £5.00 £5.89 £6.00 -£4.99 +£6.99

Average selling prices and best-selling products rankings are sourced by EDFM Ltd from EPoS data from over 2,000 independent retailers throughout the UK. The prices given on this page are the prices at point of purchase. RRPs are sourced from Booker and are correct at time of going to print. Retail Newsagent 22 May 2015 27

Nadia Alexandrou [email protected] 020 7689 3350

RETAILER RETAILER 3 4 THE NAME DENNIS WILLIAMS NAME VIP MEASURIA STORE Premier Broadway STORE The Prior Way ENTREPRENEURS LOCATION Edinburgh LOCATION Borrowash, Derby SIZE 1,700sq ft SIZE 2,200sq ft The world’s best business brains and STORE neighbourhood TYPE village what you can learn from them We get all of our wines from I run a lot of promotions, which Booker, and stick roughly to I get mostly from Booker, but I three price points – £4, £5 and also look for extra bargains from £6. There’s quite a narrow Meadow Hall in Shefeld. For market for wines in this area me, having a successful wine – our customers are all about range means stocking up on value – and therefore only go for popular wines when they’re on these price brackets. We keep a good deal and running them a sharp eye for any promotions on constant promotions. Our and deals Booker has on wine Echo Falls wine, for example, too. I find that our customers which Premier has just taken are looking for value in every of promotion from £4.99, is now category now, and although we on ofer here at two for £9, and do ofer some wines at a slightly the majority of our customers higher price I wouldn’t classify are opting for this over a single them as a premium alternative. bottle at £5.49. We bulk-bought it when it was on ofer, so thankfully we are not losing out on any margins. NARAYANA MURTHY Route to the top that helped India’s informa- tion technology sector flour- Co-founder of Infosys, the ish. Murthy handed over to second largest India-based his successor a year later. IT company, Narayana Murthy has become one of the most recognisable Key achievements RETAILER figures in the country’s l With just $250 start-up fast-growing outsourcing capital, the company be- sector. This was highlighted came a symbol of hope. 5 when he stepped down as l Murthy and his co- NAME LIZ ENTWHISTLE chief executive in 2011, but founders came to represent STORE St Michael’s Sub Post Office was asked to return two LOCATION Tenterden, Kent something very unusual in SIZE 750sq ft years later when it became India – entrepreneurs with TYPE neighbourhood obvious that the company ordinary backgrounds who had lost its way without his created world-leading new Red wine on ofer tends to sell leadership. Described as an industries through a mix- far better than wine at normal occasionally taciturn leader ture of education, innova- prices, which is why our Côtes with an eye for detail, Mur- tion and determination. du Rhone is going so well. I thy helped Infosys during l Turning around his get all my wine from Palmer & his second stint in charge to company’s downturn in just Harvey, which has good deals rediscover some of the traits a year. in the category. I organise my wines firstly by colour, then I group the brands together, so Lessons for your store all the Jacob’s Creek bottles go together, and all the Echo 1 Make employees feel valued and respected Falls, and so on. Sales of whites – Murthy believed that intelligent people often and rosés tends to outstrip reds had bigger egos and were less patient with during summer, especially others, but knew that was bad for a functional if people are shopping for business. barbecues and picnics. I 2 Run a clean business – former RBS India boss merchandise all whites and praised Murthy for his honest and transparent rosés in the chiller, along with business practices. beer and cider. 3 Be an inspiration to others – Murthy’s example gave other middle-class entrepreneurs confidence to set up small businesses. 28 » 22 May 2015 Retail Newsagent THIS WEEK IN MAGAZINES Pages 41-45

n ideal balance of the traditional to trial Jack’s Beans through Smiths and the new is probably the best two years ago. Back then, we had an way to describe Spar Crescent unbranded machine and were doing 30 A Stores in Oxfordshire, according cups a week. But since then, after Smiths to Ian Lewis. provided us with branding, this has gone Beans The retailer puts this down to the up to 110 cups a week. dynamic between the family team behind “We charge £2 per cup, which is pretty the business, which includes himself, reasonable, and we had a promotion at his sister Karen, and their dad and store £1.50 a little while back that helped us pick owner David. up a few extra sales, which we have main- “We all contribute something diferent tained when the price went back up.” to the business. My sister is a director and The cofee machine is now seen as a means manager at the store, and I’m from an IT central hub in the store and has become so background so I’m always looking at ways popular that the majority of shoppers are we can modernise the business, whereas buying extra goods alongside their cap- my dad likes to focus more on what has puccinos and lattes. worked well in the past. We sometimes Ian says: “Our food to go sales are up disagree on things but I think that’s a 20% as a result of people buying some- profits good thing for the shop.” thing along with a cofee. Their working relationship is reflected “We work with Cuisine de France and in the type of business they run, an inde- we have moved their products close to Since installing their Jack’s Beans pendent store under the Spar brand, where the cofee machine to encourage people long-running services such as home news to pick some up. We have things like pies, coffee machine, Ian Lewis and his delivery and dry cleaning run alongside pastries and sausage rolls, which are re- family have seen a dramatic lift in more modern shopper incentives such as ally popular with builders on their way to Collect+ parcel collection and a self-serve work in the morning.” trade, particularly from passing cofee machine. Ian has also been able to link the cofee trade looking for hot drinks and In fact, the store’s Jack Bean’s cofee ma- machine in with the selection of goods he chine has become one of the main draws gets from local suppliers. snacks. Steven Lambert finds out for shoppers since its installation in 2013, “We get lardy slices from the local Bread and has led to a steady stream of repeat Bin bakery, which is easily our best-selling what else the team has been doing visits from passing and local trade. product, and customers are now buying to grow profits Ian says: “We were one of six stores these with a cup of cofee. Retail Newsagent 22 May 2015 29 I like to keep up to date with the latest magazine launches, so I enjoy looking at This Week in Magazines in RN to find out what’s coming out” IAN LEWIS

The family team of Ian Lewis, his sister Karen and their dad David all bring something different to the business

“Our food to “We also have a lady who comes in at 5am every day to make 400 filled rolls go sales are every day, which will we sell out of pretty up 20% as quickly. Elsewhere, Ian says he has been using a result of his technical know-how to help improve people buying logistics and stock allocation at the something along store. “We had the card machine go down with a coffee” for a week when we had trouble with our broadband, which must have cost us around £9,000 in lost trade. So now I’ve introduced a 3G failover system which means that we have a backup system if our broadband goes down. “I’ve also been working with Spar to introduce suggestive ordering, meaning we’ll get alerts on the system when some- thing’s running out of stock. “And I’m a big user of Smiths’ SNapp. We have 10 rounds on our HND service and more than 600 magazines, so it’s help- ful for me to keep on top of our orders at VISIT MY SHOP any time.” With Ian also set to be made a director Spar at the store very soon, shoppers can be Crescent assured that they will be receiving the same excellent levels of availability and Stores l 4 Brize Norton range of services for years to come. Road, Witney, Want to see more of Ian’s store? Oxfordshire Go to betterretailing.com OX29 0SE 30 22 May 2015 Retail Newsagent INNOVATION The Cheemas newly-refurbished Malcolm’s Nisa Local is the result of years of research and supplier collaborations. Tom Gockelen-Kozlowski takes a tour around the store “The best of Aldi & Lidl with of too” inda Cheema jokesbits that Waitrose he now understands what his brother Paul has been 21 ideas Pdoing travelling round the country, and the world, visiting for your business convenience stores over the past from the four years. The new Malcolm’s store, in Tile new Hill, Coventry, introduced to its cus- tomers and the industry last week, Malcolm’s contains a myriad of details, ideas Nisa and products that bare the hallmark of this painstaking research. The store, now part of the Nisa estate, has seen a lot of families Reflect1 move into the surrounding area your in recent times and has the added changing challenge of an Aldi store arriving nearby soon. It’s this shift which customer has ultimately inspired the new base direction it is taking. Products like 2 “What we want is for customers pancetta would Tailored signage to come in and feel like it’s an Aldi never have “Welcome to Malcolm’s your and Lidl, with loads of great deals, sold previously neighbourhood store” is one but as you walk round you see the but families of many tailored messages nice cheeses and bits you’d get in moving in around the store that makes it Waitrose or Marks & Spencer,” says have been feel unique. Suppliers have got Pinda. influenced by involved too, with Carlsberg “We want customers to think ‘I’ve cookery shows. providing a “probably the best got my bargains – now it’s time to convenience store in the world” Utilise3 wine pick up the nice things too’,” he adds. image for the new window cellar styling New products, new displays and a screen. lot of new technology and equip- To give the wine and beer aisle ment all work towards creating this its own distinct atmosphere, impression. wood-style flooring has been put Yet, this has not been a solo efort down. Sophisticated lighting is for the Cheema family, who own Belgian5 set at diferent levels to make the and run three other stores nearby. wines, beers and spirits all look From the assistance of Nisa with shelving their best. branding, management of chilled Delivered in one and the additional benefits of stock- Relevant4 lorry and con- ing its Heritage range, to help from ambient structed mostly brands such Carlsberg in creating by the family 6 products in Make great displays, signs of collaboration themselves, the your store exist throughout the store. the chiller easy-to-assem- “You can’t do everything but if Tortilla wraps, ble shelving disabled you’re prepared to help someone else jalapenos and gives unifor- friendly you can get help yourself,” Pinda burrito kits mity across the This extra says. don’t need to store. An added space, twinned With so much to see, RN presents be chilled but benefit is that with a new 21 of our favourite ideas from around merchandis- only one back is ramp outside the new store. Some may be new to ing a whole needed for two the store, you, you may even have inspired meal’s worth sides of shelv- means wheel- one or two, but there’s lots for of products en- ing, freeing up chair users can everyone to learn from this great courages extra a lot more floor now shop inde- new store. sales. space. pendently. Retail Newsagent 22 May 2015 31

Indulgent21 Free20 cereal Pret-style19 desserts bowls salads There’s lots Want break- The days where of inspira- fast on the go? c-store snacks tion from the Malcolm’s will were always discounters, give you a free bad for your but luxurious plastic bowl health are long desserts such and spoon to gone, as high- as the Gü range enjoy your lighted by these bring a feeling cereal with. salad boxes. of Waitrose to the store. l 18 Old17 Promotional bays fashioned Another benefit of the Belgian shelving is the promotion pet food bays at the end of each aisle. Roast beef The Cheemas say suppliers knuckles and love their products being po- tripe bites are sitioned here. The flexibility part of a range they ofer means they can be of nostalgic pet used for seasonal displays too. food snacks. £116 Gluten-free cakes A product at every retailer’s favourite price that meets one 14 of the big food trends of the Celebrate craft beers decade, gluten-free. Byatt’s brewery is just a few miles away from the store in Coventry. It gets pride of place in the new craft beer fixture.

In-store13 brand launches Such was the excitement around the new Malcolm’s store that Now it’s Local15 Halo Veg Co. decided to launch its time to pick produce Alterna’meats range of meat-free at bargain foods at the event. It highlights to up the nice other suppliers and the Cheemas’ prices customers how high the esteem is things too Another local in which it is held. supplier, Lester Eggs, provides 12 eggs for just £1 – a sign that 12 local doesn’t Hi-tech projectors have to mean Sunshine can render LCD premium screens in windows useless. priced. The brothers’ new projector is 7 designed to work in all lighting. Brand alternatives A beacon below the projector’s Heinz Worcester Sauce? Bali display then records how many Coconut and Caribbean Rum? Continental11 people look at the ofers, provid- Like Aldi and Lidl, brands that brands ing data to the store and to the ofer lower prices mean more Magnetic9 brands being promoted. choice. signs Another les- son learned Want to move from the lagers to a new discounters, 8 chiller? Clear 10 lesser-known Chalked deals space for more Aldi aisle continental Where the team find their own PoS? Magnetic Just like Aldi and Lidl, an area biscuit brands bargains, chalked labels add to signage can be given over to toys, homewear and ofer a new the personalised feel of the deals removed in an other unexpected items gets locals experience at a on ofer. instant. browsing for longer. keen price. 32 22 May 2015 Retail Newsagent WINE After 10 years of studying the finest wines in the world you could become a master sommelier. Alternatively, Nadia Alexandrou gives you top advice and information to be an expert in just a few minutes Be a c-store

sommelierCan you hat is a sommelier? buy a more expensive bottle. become a For the uninitiated, a While RN doesn’t necessarily wine expert? sommelier is a wine recommend that retailers sacrifice Wexpert who can have a decade to gain such in-depth trained for anything up to 10 years knowledge, we thought it time to to be recognised for their knowl- bring a little of the sommelier to edge about the taste, provenance convenience – giving you easy-to- and quality of wines. Their job is to read bite-sized facts and advice recommend the perfect wines for about the market, creating great every meal in restaurants and ho- displays and even food matches for tels worldwide, making profits for you to impress your the owners by convincing diners to customers with. Grape Variety One of the most influential factors afecting the flavour of wine, there Merchandising are hundreds of grape varieties available. The c-store sommelier tip really needs to know these seven Place red, white, rosé and most popular grapes: sparkling wines in separate White Sauvignon Blanc, Chardon- bays where possible nay, Pinot Grigio (TWE) Red Merlot, Pinot Noir, Cabernet Sauvignon, Syrah

Country of Origin A c-store sommelier looks at their customer base before determining the ratio of new and old world wines that they should stock. RN’s What to Stock’s entire top 25 bestsellers may comprise only New World wines, with the top five listed below, but Old World wines, such as Reisling (Germany) and Bordeaux (France) ofer higher margins, a more loyal customer base and the op- portunity to gain a reputation as a premium store. 1 Echo Falls Rosé and White. Country of origin: USA (New World) 2 Blossom Hill: USA (New World) 3 Hardys VR: Australia (New World) New World Old World 4 Isla Negra: Chile (New World) Australia, New Zealand, USA, Chile, France, Spain, Italy, Germany, 5 Casillero Del Diablo: Chile (New world) Argentina, South Africa England, Portugal, Greece Retail Newsagent 22 May 2015 33

Gourmet scotch egg Nac za hos piz sou w ni r c ith ro rea g pe m ua p & ca Pe s m Pricing al o sa le , As one of the most important skills for any et Fiano c-store sommelier, getting the right balance of rn Pi be on no e a n G t t C ig ri S value and premium brands is crucial. Treasury a v g l u io a o a u c S s Wine Estate’s business sector controller Shaun o a h g e C t R

r Heyes gives his advice. o i l e o r l s l e s l i M D n E g Top-priced wines need space W

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Food i shoppers to trade Pricemarking has reached Pairing up the wine sector Everyone knows wine sells well when Ben Smith While premium is important, value still plays a put next to cheese, but a recent study Head of communications, key role for wine in convenience, as evidenced by the increasing commissioned by Jacob’s Creek paired Concha y Toro popularity of pricemarked packs – something that has never up the UK’s favourite snacks with wines before been a big focus for the wine category. “This is why we that best complimented each other, There is a simple rule of thumb, launched a range of pricemarked packs on some of our most shown in the diagram above. Remem- which is to match the wine to popular brands for the first time last year. As a result, we have bering the results can get you well on the strongest flavour in the dish seen an increased rate of sales and frequency of purchase,” says Merchandising the way to achieving c-store sommelier – so a strong sauce demands a Mr Heyes. status. “Sausage rolls pair perfectly with more powerful wine, a delicate a Riesling due to the buttery pastry and sauce and you need a lighter rich pork balancing the lime and green wine. Red meat goes with bigger Earn an apple flavours of the wine,” says Rebekah reds, white meats favour white Richardson, Jacob’s Creek wine maker. wines or light reds. extra £1,000 Shopper facts Treasury Wine Estates recom- mends that stocking Bin 65 Quick facts on wine customers Chardonnay and Bin 50 Shiraz for the busy c-store sommelier pricemarked at £6.45, instead l White wine shoppers tend to drink the of the standard packs, can same, lighter bottles all year round, such as increase wine sales by up to sauvignon blanc or pinot grigio. £1,000 a year. Old world l Red wine drinkers, in contrast, shift wines tend their purchasing habits more frequently experimenting with different grapes and Congratulations: to be more wine varieties l Wine shoppers spend more than you’re a c-store somellier

understated, double than average convenience Learn these facts On average, white wine monthly shopper spends while new and apply the advice 1 volume sales were 5% higher dur- l Wine shoppers’ use of convenience here and you’ve ing July and August than the rest of the world wines stores for top-up shopping and to buy made the grade as a year. generally that night’s meal is supporting the convenience wine growth of wines priced at over £6. expert. Assess Volume share of rosé increased have more l Shoppers are choosing sparkling your first sum- 2 during the summer, up by 1.3% last wines more often as the rise of mer as a c-store summer to take a 16.6% share of all wine fruit and are prosecco and cava have made this sommelier by sales over the period. l more ‘fun’ sub-sector more affordable. checking them against Nielsen’s To discover why retailers are Ben Smith figures for 2014. falling in love with wine barrels Head of communication, Are you beating visit betterretailing.com/ Concho y Torro the average? winebarrels p1 cover.indd 2 18/05/2015 14:31 Growing category now worth £17 million1

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p1 cover.indd 3 18/05/2015 14:32 36 22 May 2015 Retail Newsagent BARBECUE TOOLKIT We Britons are not often blessed with good weather, so when the sun does come out, the temptation to barbecue is impossible to resist. Retailers who can provide the products we need here have a great opportunity to profit, Nadia Alexandrou finds All set for summer? etailers like Samantha Everything they need Coldbeck and Paul Mather work hard to ofer a one- should be in their local shop Rstop shop for their custom- ers, and during the summer barbe- cues provide a great opportunity Christine to underline the breadth of their range. Hope With customers spending as Snacks Hopes When it’s of Longtown, much as £35 on food and drink alone Starting the barbeque Herefordshire for a barbeque, the opportunity sunny I’ll can take a while, to up-sell on a sunny day is some- put out a so crisps, nuts and Any customers coming thing every retailer can take advan- cocktail sausages will through my store for tage of. Facebook or be valuable extra barbecue stuff are Here we’ve put together an essen- products to stock. already hungry. I’ll tial ‘tool kit’ for convenience stores, Twitter-based have a good range of speaking to both suppliers and promotion large sharing bags retailers to find out exactly which of crisps and snacks items you should be stocking. on display, and put a Andrew few more around the Wright store to drive impulse Wright Way, purchases. Disposable Norfolk Customers having barbecue barbecues on a whim New formats Those unwilling to invest in a barbe- are not that price are trans- cue with our unpredictable sum- sensitive, so it’s well forming mers will be grateful if their local worth having a few the alcohol store ofers a disposable option. disposable barbecues Sandeep market handy and clearly on Bains display. Simply Fresh, Kent

Pre-mix cans sell Paul incredibly well on Mather these days, particularly Sherston Sub Post Gordon’s Gin and Tonic Alcohol Office, Wiltshire BBQ accessories and Pimms - we always Anything cold and alcoholic My customers tend to People who own a barbeque, mean- have a pricemarked will be incredibly popular in buy the easiest options while, will probably need to top up two for £3 promotion the heat, with more custom- here, and instant- on firelighters and lighting on these. Frozen ers hankering for chilled lighting charcoal charcoal to get it going. Smirnoff Cocktail white wines, rosés, beers always sells well on an pouches are popular, and ciders as well as mixers. unexpected hot day. too. Retail Newsagent 22 May 2015 37

Andrew SUPPLIERS’ TOOLKIT Wright BBQ meats Wright Way, Suppliers are gearing up for Norfolk From chicken thighs to summer, too, and here’s a few burgers and sausages, It’s important to have customers will be looking a good range of meat items they say should be on for easy-to-cook meats to on offer when the sun your list for this summer throw on the barbie. comes out, and on top of my regular order Susan from Booker, I’ll buy some meat from a Darbyshire Paul Marinated Brand director, Spar premium wholesaler, UK Keys such as Coles. Keys News & meats We’ve updated our Stores, South Yorkshire Marinated, range of marinated When it’s sunny I’ll Pulled ready-to-cook meats ahead of the put out a Facebook pork is an meats can add summer, adding ‘on- or Twitter-based on-trend flavour and trend’ flavours such promotion on the local Local barbecue sophistica- as Chinese, Piri and farmer’s sausages I essential tion without Smokey BBQ. All of our stock, which always produce in 2015 any extra fillets, kebabs, drums gets people through my A good selection of fresh efort for and thighs are pre- door. and local meats will tempt customers. prepared and ready to foodies and confirm your cook. local credentials – it may even lead to trading up in other categories. Plastic Nyree Fruit Chambers Head of marketing, and veg Sandeep cutlery Grace Foods Condiments Customers look- Bains No one wants to do Ketchup and mayon- ing to make a Simply Fresh, washing up after a We’ve found that naise are not the only decent ham- Kent barbecue and stocking consumer interest sauces customers are burger will need plastic cutlery means in hotter flavours is looking to spread on lettuce, onions I’ll always put fresh customers can avoid a continuing to grow their buns, and ac- and tomatoes. rolls and bread supermarket trip. with Extra Hot Pepper cording to the indus- Carrots, cucum- alongside salad and Sauce our third try, tastes are getting ber and houmous meat so customers best-selling flavour. broader. make healthier can buy it all in one Christine The Encona Sauces snacks too. go. There’s been a Hope brand has recently slow shift toward Hopes of undergone a label packaged salad, such Longtown, Herefordshire refresh to attract as Florette. more shoppers to the Gareth Unlike a lot of other fixture. Maguire wholesalers, Booker Pringles Sandeep has a catering section – Spokesperson which is very useful for We’ve worked Bains Dessert this season – and I will to create excitement Simply Fresh, always buy small paper around the Pringles Kent An area where winning Crisps combinations can inspire cups from them, as As one of the brand and tortilla I’m right opposite extra sales: strawberries adults don’t want their most popular category ahead a park, and people and cream, jelly and ice children to drink too snacks to go of summer with having a picnic will cream and even cheese many fizzy drinks. with beers Pringles Tortilla, always pop in for and wine. and wines, launched in April. something sweet – ice suppliers Flavours include cream in particular. are quick to Nacho Cheese, Sour innovate Cream, Spicy Chilli Paul Mather their brands and Original (RRP of Sherston Sub Post £2.48). Office, Wiltshire ahead of the l summer. Cooking utensils I’ll put my entire barbecue Whether it’s something to flip the range outside on display, burgers with or a pair of tongs, cus- including extras such tomers will welcome the opportu- as skewers and oven nity to get fully kitted out. gloves, which many of my For more tips on how to customers grab at the end upsell in BBQs go to: of their shop on impulse. betterretailing.com/ sellmore4bbqs 38 22 May 2015 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS

Shaking things up Cherry Burst Boost Art of kids’ chocolate Mr Kipling is extending its slices Boost is adding Cherry Burst to its Ferrero is ofering the chance for snack pack range with three milk- range of energy drinks as an exclu- kids to get their artwork featured shake-inspired flavours – Strawberry, sive to independent retailers. on Kinder chocolate packs in its Vanilla & Chocolate and Banana. latest shopper competition. RRP £1.29 - £2.39 RRP 49p RRP various Outers not given Outers 24 Outers various Contact 01727 815850 Contact 0113 240 3666 Contact 01923 690 300

Cobra’s Smooth promo Giant movie support Haribo in a Frenzy Cobra is giving away 78 prizes every Green Giant is backing the upcoming Haribo has unveiled Starmix and week this month under its new ‘Win Minions film with an on-pack promo- Tangfastics Frenzy Editions, a new Smooth’ campaign. tion, backed with social media activ- range of tropical-flavoured sweets. ity and a Heart FM radio campaign. RRP various RRP various RRP not given Outers various Outers various Outers not given Contact 0845 6000 888 Contact 01895 201100 Contact 01977 600266 Retail Newsagent 22 May 2015 39

Cathedral adds three Cool for summer Bread & butter deal Cathedral City has added a new AG Barr has launched Barr Country Life is giving a one in range of 180g cheese blocks in three Tropicoola as a limited edition three chance of winning a £2 flavours – Smoked, Caramelised flavour available throughout the voucher for money of Kingsmill Onion and Sweet Chilli. summer. products RRP £2.50 RRP 39p - 69p RRP various Outers not given Outers 12 - 24 Outers various Contact 08457 811 118 Contact 01236 852400 Contact 08457 811 118

Heritage celebrated Invest in better gums Zesty new look Diageo is introducing updated Corsodyl has launched a £7m mar- Molson Coors is updating packs designs on Guinness Original keting campaign promoting its of its low-ABV Carling Zest to bottles and cans celebrating the mouthwash as an efective way to help the brand stand out more on brand’s heritage. prevent gum disease. retailers’ shelves. RRP various RRP various RRP £3.49 - £9 Outers various Outers various Outers not given Contact 0845 7515 101 Contact 0845 762 6637 Contact 0845 6000 888 Get business tips from the

Rav Garcha, UK’s leading convenience store owner, Broadway

30.01.2015 CALLING TIME? What’s the future for high ABV beer? RETAILER DEBATE retailers and Page 24 »

Homemade profits ‘We make £15k a year from our own soup’ Page 22 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.20 Plain packs: Tell suppliers. MPs the full story SYMBOLS l Retailers urged to give politicians alternative to health Budgens lobby arguments by inviting them into store. c-store lab l Gerry Sutcliffe MP says it’s not too late to help shape goes live debate ahead of vote due within weeks. PageNEWS 5 » l CONVENIENCE Free coffee and HE’S BACK! lrenewed PROFIT focus on WHOLESALING chilled and fresh to Booker’s test smaller format. £11m cash Page 6 » thank you SUPPLY CHAIN £190 saving for NFRN tells every customer. RN speaks to more than 2,000 Page 4 » publishers: Show us NEWSSTAND you mean Bookazine THEbusiness retailers and 200 suppliers challenge National president Martyn Brown calls on table on industry to send Prove you can C-STOREsenior figures to handle pricepoint, delivery summit. says Future. Page 7 every year to bring you advice » Page 4 » Vol 126 No 5 What tote box shortage? Menzies continues to baffle retailers with its tote box FOR TRADE USE ONLY Don’t get caught out allocations – using these 30 boxes to send out just 60 copies of French newspaper by ‘stealth charge’ 05 Charlie Hebdo to a single store, packed two per box. Jonathan Armstrong of Wind- phonebook listings. mill Drive Post Office in Bexhill, Sussex, was left scratching his head and shop Letters page 16 Page 17 » and inspiration that will make assistant Jenny Smith (pictured) was unimpressed. »

Do you know where a difference to your store. the supermarket c-stores’ strengths and weaknesses lie? RN’s sleuth reveals how every reader can Order RN from your news wholesaler today, beat them locally or order online at www.newtrade.co.uk Don’t miss our exclusive investigation inside

@retailnewsagent www.newtrade.co.uk

RN House ads 2013 - A4.indd 2 17/02/2015 18:38 Retail Newsagent 22 May 2015 41

[email protected] 020 7689 3358 @NicolaStewartRN

Round up

NICOLA STEWART Magazines reporter DO EXPECT THE UNEXPECTED Since I started reporting on the magazine indus- try in August 2014, I have seen a succession of trends topping up newsstand sales. The Battle of Waterloo claimed 48,000 lives Most are connected to major events, film releases, popular television shows or the latest toy brands to take over the playground. War story These trends – take Frozen or World Cup foot- ball, for instance – are relatively easy to predict and publishers plan well ahead to launch titles or collections that tie into them. NAPOLEON’S WATERLOO However, every now and then, something springs up from nowhere and the industry has the chance to prove its agility. DOWNFALL RECALLED Loom bands was a prime example in 2014, and now, colouring-in and art therapy for adults is It was the greatest battle of them all. Now the team behind putting publishers through their paces. Britain at War brings the drama of Europe’s great conflict to life The first launch into this new sub-category came in late March, with Hachette’s weekly Art FOR MORE THAN 20 years, Europe had Therapy partwork. been torn apart by war. Dynasties had This was followed in quick succession by the crumbled, new states had been created monthly Relax with Art, from Bromleigh House, O and a generation had lost its young N T the bi-monthly Zen Colouring, from GMC, the E HO men. When it seemed that peace may S Zentangle one-shot, also from GMC, and the at last settle, the terrible news was WATERLOO 200th monthly Creative Colour, from Puzzler. received – Napoleon had escaped and ANNIVERSARY Bromleigh House is also set to launch a bi- COMMEMORATIVE was marching upon Paris. Europe braced SPECIAL monthly, Relax with Art: Holiday Special, on 27 itself once again for war. In this 100- On sale 28 May May, and independent publisher Iceberg Press has page commemorative special from Key Frequency one shot a special colouring covermount on its title The Publishing, the team behind Britain at Price £6.99 Simple Things on sale the same day (see page 42). War magazine explores the many myths Distributor Seymour These launches have seen a new sub-category and controversies surrounding one of Display with Britain at emerge in less than two months, with both pub- the greatest battles the world has ever War, History of War lishers and independents reaping the benefits. seen – the Battle of Waterloo. We can expect more launches and one shots in coming weeks and retailers should continue to promote these to ensure their share of sales.

Enchanted Moments BRAND ON SALE NOW! NEW! Starter pack: £2.99 Sticker packet: 50p Enchanted moments Manufactured under licence by Sticker album

01/09/14 10:19

[email protected] 2 STICKER COLLECTION www.paninigroup.com © Disney 42 22 May 2015 Retail Newsagent THIS WEEK IN MAGAZINES

F S L R T THE SIMPLE THINGS PECI A EE GIF Reacting to the colouring-in trend, the next issue of On sale 27 May The Simple Things comes with two free colouring Frequency monthly card designs. The issue is housed in a special over- Price £4.99 sized wallet to make it stand out on the newsstand. Distributor Comag The card giveaway is being promoted on social media, Display with Country with the publisher inviting its 21,000 followers to Living, Living etc share their coloured-in cards online. Retailers are ad- vised to display this issue as prominently as possible.

L RELAX WITH ART: AUNCH HOLIDAY SPECIAL On sale 27 May Frequency bimonthly The adult colouring-in sub-category is exploding and Price £5.99 following the success of its Relax with Art launch, Distributor Marketforce Bromleigh House is introducing this spin-of, Relax Display with Relax with with Art: Holiday Special. The bimonthly title will Art, Zen Colouring, have a diferent theme for each issue, with the Creative Colour launch copy focusing on the natural world. Priced at £5.99, the title ofers a healthy margin for retailers and should be displayed in a strong position.

S Bestsellers CREATIVE COLOUR PECI AL On sale 27 May Women’s weeklies The first issue of Creative Colour has already been a Frequency monthly Title On sale In hit on the newsstand and the second issue, out just Price £2.99 date stock three weeks later, looks to follow suit. Among the Distributor Marketforce 1 Take a Break 21.05 more afordable titles to come out of the colouring-in Display with Zen craze, Creative Colour features more than 20 designs Colouring, Relax with Art, 2 Hello! 25.05 to colour, including original artwork. Puzzler Media Art Therapy 3 Closer 26.05 says interest in the title has gone global, with newsa- 4 OK! bumper pack 26.05 gents as far as New Zealand requesting copies. 5 Chat 21.05 S L 6 Woman’s Weekly 27.05 WAVELENGTH PECI A 7 Woman 26.05 Summer is just over a week away and with it will On sale 21 May come a peak for surfing and other watersports Frequency bimonthly 8 That’s Life! 21.05 titles. Wavelength is Europe’s longest-running Price £4.99 9 Bella 26.05 surfing magazine, covering all aspects of surfing Distributor Marketforce 10 People’s Friend 27.05 in the UK, across Europe and internationally. The Display with Curves, latest issue is an ‘explorers’ edition’ featuring a Surfing Life 11 Woman’s Own 26.05 look at surf spots in Iran and India, as well as 12 New! 26.05 Iceland and the hidden paradise Cape Verde. 13 Now 26.05

26.05 O 14 Grazia N T STREETFIGHTERS 2.0 E SHO 15 Look 26.05 Two years on from the last published issue of On sale 25 May 16 Heat 26.05 Streetfighters, and by public demand, comes this special standalone issue. The one shot is made up Frequency one shot 17 Best 26.05 of 116 pages of high gloss, high definition, high Price £6.99 Distributor Seymour 18 OK! 26.05 quality content. Features include a jet-powered bike that is so fast its rider has to be strapped on, a Display with Back Street 19 Reveal 26.05 Heroes, 100% Biker technological marvel, and a retro machine capable 20 My Weekly 26.05 of speeds to rival modern bikes. Data supplied by

Small Colouring Malayan substance dagger Abridge Soldier Christina Acquires THE UK’S ---,IF Dirrty THEYby will LIKE THESE singer TOP- SELLING Explosive Intelli- mixture gence Negative ARROWWORDS Type of vote Motor- cabbage cycle MAGAZINE Frock However, Essential besides ISSUE 6 point THEY’LL WANT TO BUY THIS ON SALE 29 MAY Food cupboard Idiot! RN-StripAd-22May.indd 1 15/05/2015 15:15 Biblical priest Plunge

Fizzy Delicate tool, sweet --- saw Retail Newsagent 22 May 2015 43

L TATTOO FLASH BOOK AUNCH Retailer A spin-of from the popular Tattoo Ideas, Tattoo On sale 22 May viewpoint Flash Book will not feature photographs, but instead Frequency bimonthly will be full of drawings and tattoo design ideas, with Price £4.50 Lynda Newland each issue dedicated to a single theme. The first will Distributor Comag Marketing director, be devoted to tribal tattoos and will include designs Display with Tattoo Puzzler Media based on ink from Maori, Polynesian and Pacific Ideas, Skin Deep, Inked Island tattoos. Future issues will focus on themes including flowers and animals.

C O N S M I O P L CHOICE PETI T ECI A Seymour is increasing supply of Choice Magazine ADDING COLOUR On sale 29 May into independent stores that sell Yours and The Frequency monthly Lady, citing proven links between the titles. The dis- Price £2.95 tributor is encouraging retailers to accept copies if TO NEWSSTANDS Distributor Seymour they are allocated to them. The next issue of Choice Display with Yours, The ummer is on its way and we’re look- has an exclusive competition to win a Fred Olsen Lady ing forward to the holiday period and mini cruise, which is highlighted on the cover. a chance to de-stress. An estimated 15 million working days are lost each year in the UK R E R A E throughS stress-related conditions and one of THE PEOPLE’S FRIEND F DER OF the things that many Brits are adopting to MULTIPACK combat stress is colouring. On sale 3 June The People’s Friend is running a one-of multipack Our title Creative Colour launched this Frequency one-off available exclusively through independent retail- Price £2.99 month in response to the demand we’ve had ers. The pack will contain both The People’s Friend Distributor Marketforce for an afordable adult colouring magazine. and The People’s Friend Special and will be great Display with The People’s Our high-quality value for readers at £2.99 (a saving of £1.05). Stand- Friend, My Weekly, magazine also includes alone issues of both titles will still be available, Woman’s Weekly original artwork – Top and retailers are advised to display the multipack not seen in many alongside them. titles – and is tip something Give adult colouring we’re incredibly magazines prominence L and position colouring HAPPINEZ AUNCH proud of. Originally launched in the Netherlands, Happinez Colouring is a pencils nearby. It’s a great is a ‘mindstyle’ title aimed at contemporary wom- On sale 21 May fun, creative and opportunity to maximise en aged between 29 and 55. Content-wise, the title Frequency quarterly relaxing pastime, profit by cross-selling. includes features on a variety of subjects based Price £6.95 which can help around wisdom, psychology and spirituality. The Distributor Comag incite mindfulness. UK launch issue will have an in-depth feature on Display with Psychologies, Mindfulness means pay- Red happiness, what it means and how to achieve it, ing attention to the present moment without along with insight into Buddha and why magne- worrying about the past or future. sium is considered the most ‘zen’ mineral. The action of colouring focuses the mind on the now, distracting from negative thoughts and creating an atmosphere of calm. S THE COUNTRYMAN PECI AL A recent study published in The Lancet has The June issue of The Countryman celebrates the On sale 21 May shown that the practice of mindfulness is a best of Britain, with illustrated features on North Frequency monthly valuable tool that helps lower stress levels and Wessex Downs including the Kennet & Avon Canal Price £3.70 promote wellbeing. and Highclere Castle (the setting for Downton Ab- Distributor Warners People are turning to colouring in their bey). The issue also explores ‘ecopods’ at Waveney Display with Country thousands. The leisure magazine category has on the Norfolk Broads, looks at Britain’s best gardens Life, BBC Countryfile, seen a significant increase in new customers to visit and uncovers the rural backdrop to Jane Evergreen and has also shown that people are switch- Austen’s life and novels. ing hobbies such as card-making, sewing and patchwork in favour of colouring-in.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT GARY PILSWORTH TALKS ABOUT HIS NEW KITCHEN AND FOOD TO GO SALES Plus, don’t let customers’ allergies and food intolerances stop them shopping with you RETAIL NEWSAGENT by getting your specialist range right and how the display ban is affecting your sales NEWS ● CONVENIENCE ● PROFIT 44 22 May 2015 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini Amercom Disney Frozen Merlin’s Avengers 2: Manchester Great British Locomotives 33 48 8.99 Activity Cards Official Age of Ultron United 2014- Starter £4.99 Premier Starter £2.99 2015 Amermedia Cards £1.00 League 2015 Stickers £0.50 Starter £2.99 Military Vehicles 37 48 5.99 Starter £2.00 Stickers £0.50 Cards £0.50

DeAgostini Disney Frozen Fashion Pack Big Hero 6 Build the Millennium Falcon 20 100 8.99 Packets £1.00 Starter £2.99 Cake Decorating 166 180 2.99 Minions Stickers £0.50 Disney Cake Decorating Relaunch 115 165 2.99 Starter £2.99 Princess Dinosaurs & Friends 13 60 5.99 Stickers £0.50 Palace Pets Official Star Wars Factfile 69 120 2.99 Hero Attax Starter £2.99 Disney Stickers £0.50 Something Sweet 71 90 2.99 Marvel Avengers Cinderella Starter £2.99 Eaglemoss Starter £4.99 Cards £1.00 Stickers £0.50 3D Create & Print 18 90 6.99 Moshi Road to Batman Automobilia 63 80 9.99 Monsters Mash UEFA Euro DC Chess Collection 87 96 8.99 Up Party 2016 Disney Frozen Disney Cakes & Sweets 89 120 4.50 Starter £4.99 Starter £4.99 Cards £1.00 Enchanted Stickers £1.00 Doctor Who 46 70 7.99 Lego Chima Moments Knit & Stitch 123 176 5.00 Starter £2.99 Stickers £0.50 Starter £2.99 Marvel Chess Collection 38 64 8.99 Stickers £0.50 Marvel Fact Files 114 150 2.99 Skylanders Sofia the Military Watches 33 80 9.99 Trap Team First Star Trek Off. Starships Coll. 46 70 9.99 Starter £4.99 Starter £2.99 Lego Friends Cards £1.00 Disney Frozen Stickers £0.50 Hachette Starter £2.99 Photocards Stickers £0.50 Starter £3.99 Art of Knitting 17 90 2.99 Cards £1.50 Art Therapy 9 100 2.99 UEFA Black Pearl 71 120 5.99 Star Wars Champions Build the Mallard 38 130 7.99 Match Attax Rebels League Build the U96 38 150 5.99 2014/2015 Starter £2.99 Adrenalyn XL Classic Pocketwatches 72 80 8.99 Starter £2.99 Stickers £0.50 Disney Frozen Starter £4.99 Winter Magic Judge Dredd Mega Collection 9 80 9.99 Cards £0.50 Cards £1.00 Starter £4.99 Marvel’s Mightiest Heroes 37 60 9.99 Cards £0.75 My 3D Globe 20 100 5.99 Your Model Railway Village 78 120 8.99 Match Attax Top Gear UEFA Extra Turbo Attax Champions RBA Collectables Starter £3.99 Starter £4.99 League Amazing Dinosaur Discovery 12 80 5.99 Cards £1.00 Stickers £1.00 Disney Planes Starter £2.99 Starter £2.99 Precious Rocks, Gems & Minerals 17 100 5.99 Stickers £0.50 Stickers £0.50 Real Life Bugs & Insects 35 85 5.99 Match Attax SPL 2014/15 WWE Slam 2015 FIFA Starter £4.99 Attax Rivals Liverpool FC Women’s Cards £1.00 Starter £4.99 2015 World Cup Cards £1.00 Starter £2.99 Album £1.50 Stickers £0.50 Stickers £0.50

FOCUSED ON INDEPENDENT RETAILING Retail Newsagent 22 May 2015 45

Newspaper terms

Daily newspapers Margins/pence Saturday newspapers Margins/pence Sunday newspapers Margins/pence Sun 40p 9.28p Sun 70p 14.98p Sun £1.00 21p Mirror 60p 13.92p Mirror 90p 19.26p Sunday Mirror £1.20 25.20p Mirror (Scotland) 65p 15.08p Mirror (Scotland) 90p 19.26p People £1.20 25.20p Daily Record 60p 13.20p Daily Record 85p 18.70p Star Sunday £1.00 22.10p Daily Star 40p 9.68p Daily Star 60p 14.52p Sunday Sport £1.00 24p Daily Mail 60p 13.92p Daily Mail 90p 19.26p Mail On Sunday £1.60 33.60p Express 55p 13.31p Express 85p 18.19p Sunday Mail £1.60 33.60p Express (Scotland) 50p 12.10p Express (Scotland) 80p 18p Sunday Mail (Scotland) £1.60 33.60p Telegraph £1.40 32.62p Telegraph £2.00 48.00p Sunday Telegraph £2.00 45.50p Times £1.20 28.20p Times £1.50 35.25p Sunday Times £2.50 52.50p FT £2.50 50p FT £3.00 67.80p Observer £2.90 72.50p Guardian £1.80 41.40p Guardian £2.70 62.10p Independent on Sunday £2.20 55p i 40p 10p i Saturday 50p 12.5p Scotland on Sunday £2.10 49.90p Independent £1.40 31.08p Independent £1.80 42.48p Racing Post £2.50 60.625p Racing Post £2.20 53.35p Racing Post £2.50 58.125p Sunday Herald £1.50 34.50p Herald £1.30 29.90p Herald £1.70 39.10p Sunday Express £1.40 29.68p Scotsman £1.30 29.25p Scotsman £1.70 38.25p Sunday Post £1.50 33.00p

Daily newspapers Margins/percentage Saturday newspapers Margins/percentage Sunday newspapers Margins/percentage Sun 40p 23.20% Sun 70p 21.40% Sun £1.00 21.00% Mirror 60p 23.20% Mirror 90p 21.40% Sunday Mirror £1.20 21.00% Mirror (Scotland) 65p 23.20% Mirror (Scotland) 90p 21.40% People £1.20 21.00% Daily Record 60p 22.00% Daily Record 85p 22.00% Star Sunday £1.00 22.10% Daily Star 40p 24.20% Daily Star 60p 24.20% Sunday Sport £1.00 24.00% Daily Mail 60p 23.20% Daily Mail 90p 21.40% Mail On Sunday £1.60 21.00% Express 55p 24.20% Express 85p 21.40% Sunday Mail £1.60 21.00% Express (Scotland) 50p 24.20% Express (Scotland) 80p 22.50% Sunday Mail (Scotland) £1.60 21.00% Telegraph £1.40 23.30% Telegraph £2.00 24.00% Sunday Telegraph £2.00 22.75% Times £1.20 23.50% Times £1.50 23.50% Sunday Times £2.50 21.00% FT £2.50 20.00% FT £3.00 22.60% Observer £2.90 25.00% Guardian £1.80 23.00% Guardian £2.70 23.00% Independent on Sunday £2.20 25.00% i 40p 25.00% i Saturday 50p 25.00% Scotland on Sunday £2.10 23.00% Independent £1.40 22.20% Independent £1.20 23.60% Racing Post £2.50 24.25% Racing Post £2.20 24.25% Racing Post £2.50 23.25% Sunday Herald £1.50 23.00% Herald £1.30 23.00% Herald £1.70 23% Sunday Express £1.40 21.20% Scotsman £1.30 22.50% Scotsman £1.70 22.50% Sunday Post £1.50 22.00%

Newspapers

Scale of third-party advertising insert payments Weight Watchers 16 - 17 May Insert Original Mail Mirror News Express Guardian Telegraph Independent Total Supplements Ad inserts Number of Heaviest weight scheme UK weight weight weight Inserts ad insert Cumulative? no yes no no no no no no Telegraph 1,365g 955g 175g 9 55g 0-69g n/a n/a n/a n/a n/a n/a n/a n/a Sunday Telegraph 1,255g 445g 560g 6 410g 70-100g 1.5p 2.5p 2.57p 2.7p 2.15p 2.75p 2.65p 2.49p Sunday Times 1,110g 725g 40g 3 20g 101-200g 2p 3p 3.36p 3.3p 2.75p 3.35p 3.30p 2.77p FT 895g 525g 0g 0 0g 201-300g 4p 5p 6.09p 5.5p 5p 5.75p 5.66p 5.32p Mail on Sunday 875g 510g 35g 4 20g 301-400g 5p 7p 7.43p 6.7p 6p 7p 6.38p 6.65p 401-500g * 7.5p * * * * * * Times 800g 500g 40g 3 20g Over 500g * 8p * * * * * * Guardian 755g 270g 45g 2 30g * By negotiation Observer 735g 240g 60g 1 60g 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

48 22 May 2015 Retail Newsagent

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

Back in the day Shoppers alarmed at sight of AROUND WITH THE armed cops in Scottish shops ROUNDSMAN 100 Here at RN, we’re all for retail- equipped with several guns with Blanche YEARS AGO ers beefing up their security in plain sight. 22 May 1915 to protect themselves from Police Scotland has come Fairbrother the threat of crime against under fire over the incident The series of reproductions of themselves, their staf and after chief constable Sir recruiting posters, which will their businesses. Stephen House recently I would like to be the leading feature of the But it seems a Waitrose promised to only send armed thank the person Windsor Magazine for June, store in Scotland is taking ofcers out on the street at The Times who is certain to lead to a very big things a little bit too far – when there was a threat to was responsible for sale. Collectors have experi- after shocked shoppers spot- life, says the Daily Record. making my day on enced the utmost difculty in ted a pair of armed policemen Now, we’re not suggesting Wednesday 13 May. I obtaining the posters. casually walking around the that independents go down a thought the picture supermarket. similar route when it comes of Prince Harry with Customers at Waitrose’s to updating their security. the little tot in New Stirling branch were quick to But we can imagine that Zealand (above, right) was just gorgeous. They 50 take to Facebook and Twit- there hasn’t been much steal- both looked so delighted with each other that YEARS AGO ter to express their alarm ing going on at the Waitrose you couldn’t help but get a warm glow from it. On another note, I don’t think there was any 22 May 1965 over the ofcers, who were since. need to for the papers to turn up late the morn- Following a mystery explosion ing after the general election. After all, it was which police and fire ofcials on TV and radio all night long so we were put on have been unable to explain, Insects bee-hiving badly the back foot for nothing really. the wholesale newsagents of Retailers in a Surrey town said his phone, which I can’t understand why the powers that be at Crawford Jones and Sons of business was ‘buzzing’ this has since been the Mirror Group have decided to put the Daily Oxford Street, Wellingbor- week but for all the wrong picked up by the Mirror up to 60p each day – let’s face it, it’s a ough, Northants, was gutted reasons, as Mirror. He said: tad on the meagre side. Of course, when it’s got by fire and a car parked nearby thousands of “It was mad. things in it like the Argos booklet then it feels was burnt out. bees de- They just came thicker. There is not a lot left when all the adver- scend- from nowhere. tising is taken out. ed on There were I would like to send my sympathy to Doug the thousands and and his wife for the loss of her beloved mother. It 25 high street. thousands of them is never easy to organise a funeral but it’s extra YEARS AGO The bizarre coming down the high hard when you are upset and still have to carry 26 May 1990 incident street. Outside the on running a business and deal with the public The first winners of Skilball took place in ofce everyone was as normal. I lost my much loved brother last were announced on Tuesday, Farnham on running around.” July so my heart goes out to them as I know how despite the fact that many Wednesday, and was Still, the news difcult it is. retailers were still without described as being “Honey, probably wasn’t all I don’t know about the weather. One day the a working terminal a week “like something from bad. sun is shining and it’s shirt sleeve time, and after the game was launched. the Bible.” I’m home” We’re sure the next it is blowing a gale, raining and cold Bharat Nakaraja, NFRN Terrified shoppers forward-thinking enough for coats, sweaters and having to light a Fulham & Chelsea branch and pedestrians ran for independents in fire when you come home. secretary, has a Skilball termi- cover as the swarm the town have already The canal festival I told you about at Norbury nal but it broke down on the turned the sky black, accord- captured some of the insects was a great success. Literally hundreds of people first day. “It has been lousy,” ing to locals witnessing the and are now in the process of attended it over the three days it was on and he said. spectacle. Local worker Rob producing their own brand it was helped by the fact that the weather was Swift captured the scene on ‘Farnham Honey’. nice, which encouraged people to go outside.