20.02.2015 ABCs GUIDE INSIDE Are you stocking the star performers? MAGAZINES Page 38 »

Doing mags differently ‘I’m targeting a £25 average basket spend’ Page 28 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.20 Tide turning on

SYMBOLS plain packaging £10m new l 99% of consultation respondents say no to the measure. business l Rumours of cabinet split ahead of parliamentary vote. bonanza l ‘This is winnable’, says BAT’s Ron Ridderbeekx. Page 5 » for Nisa

NEWSSTAND Recruitment drive picks up 17 i margin Costcutter stores in beats Sun Northern Ireland. and Star Page 6 » Pro-rata terms on ADVERTISING 10p price increase welcomed by Suppliers retailers. Page 4 » planning

ICE CREAM covered ‘We’ve got gantry ads Display ban it licked’ offers marketing Unilever targeting opportunity, say 68% growth with retailers. Page 4 » summer launch blitz. Page 11 »

Vol 126 No 8 FOR TRADE USE ONLY Plain packs rebels? 08 Seven great ideas to Are these the rebels supporting your cause? RN has identified these five mem- make money in 2015 bers of the cabinet, seven other ministers and three senior Conservatives have all Page 30 shown concern at the government’s plans for plain packs. Page 5 » » Pepsi, Pepsi MAX and the Pepsi Globe are registered trademarks of PepsiCo Inc. Source: *Nielsen RMS Total Coverage Value Sales – MAT 27.12.14 vs YA **Nielsen RMS Total Impulse ROS ACV Weighted – MAT 27.12.14 vs YA BRV300376_15 Retail Newsagent 20 February 2015 3

Last Wednesday, wearing a white t-shirt and ‘plain’ plastic mask, I marched with 100 retailers through Westminster to tell the govern- ment why introducing plain packaging would be a disasterous deci- sion. It was the day at the heart of the week when the tide turned on plain packaging and the vote result was blown wide open. RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT Opening the rally, Nick de Bois MP spoke of the disquiet on all lev- els of government on the matter. Foreign secretary Philip Hammond Lobby your MP, tell wants evidence to support policy, he said, and there are two compel- ling pieces in this week’s RN. Both 99% of respondents to last sum- them what impact mer’s consultation and the general public firmly say no to plain packs. plain packaging will Meanwhile, RN this week identifies a number of cabinet members have on your business and key individuals whose support for plain packaging is in huge and give them doubt. something to fight This includes a government whip, an MP who now works for the Department of Health and another who advises government on law. with With the expected impact on tax revenue and the illicit trade, home secretary Theresa May and chancellor George Osborne also have every reason to vote against plain packaging in the next few weeks. At the rally, Gerry Sutcliffe MP told me he knows of 111 colleagues also planning to defy their parties when it comes to voting. Whether they are true to their word and vote for their principles or their careers remains to be seen. CHRIS GAMM Either way, be clear: the vote is winnable, but you need to work to- Editor @ChrisGammRN gether to achieve it. Lobby your MP, tell them what impact plain pack- aging will have on your business and give them something to fight with.

26 NEXT WEEK CONTENTS 48 21 LETTERS NEWS Londis praised FEATURES 43 INDUSTRY PROFILE for £2.3m investment 28 PLAIN PACKAGING Alan Foley, below, left, 4 INDUSTRY NEWS Unilever in improving store reveals gantry shutter standards As the fight Abra Wholesale retail promo plans 22 YOUR STOCK, YOUR SAY against development manager 6 BUSINESS NEWS Nisa gains How retailers are plain packaging 44 PRICEMARKING £10m of business since preparing customers for picks up pace Customers love them September the tobacco display ban RN reports from but how do the prices DISPATCH FROM THE 8 NEWSTRADE SUB-CONTINENT Kids’ titles 23 COLUMNIST Make sure Australia to find compare to those in are top performers for your employees are safe out what effect it the big supermarkets Five lessons UK retail- Immediate Media at work, writes legal had on retailers 48 PREVIEW Prizes on ers can learn from the 10 PRODUCTS Cuddly expert Michelle Di Gioia there 38 offer from Kettle Chips; Indian c-store market promotion for McVitie’s 24 PRICEWATCH 38 MAGAZINE ABCs There Walkers make sharing new campaign fun with MixUps 16 NFRN NATIONAL COUNCIL UK chocolate prices; 43 are still sales oppor- All the stories from the RN’s profile of tunities in a THIS WEEK London meeting Costco co-founder declining market, IN MAGAZINES

COMMENT & Jim Sinegal through growing 49 ROUND-UP Blind-bagging 26 RETAILER PROFILE established of collectables captures ANALYSIS The retailer whose favourites and kids’ imaginations WAKEY WAKEY!

20 YOUR ISSUE Friday 13th store is a haven for launches. We 50 FOR YOUR SHELVES Muscle Get your breakfast offer proves unlucky for independent look at the & Fitness Special, free right with our guide lottery retailers magazines latest ABCs gift with Scootering WHEN THE OPPOSITION IS SO MASSIVE WHAT POSSESSES THE GOVERNMENT TO SAY ‘YES, LET’S CRACK ON’ – RON RIDDERBEEKX, BRITISH AMERICAN TOBACCO HEAD OF CORPORATE AND REGULATORY AFFAIRS ON PLAIN PACKAGING. Page 5 » 4 20 February 2015 Retail Newsagent

Follow Retail Newsagent on Twitter @RetailNewsagent for expert advice to help you grow your sales Our Charlie i’s 10p pro-rata price hike welcomed Hebdo Independents have wel- February. The 25% margin buy the i would not be Judging by the people who comed a 10p price increase means retailers will fazed by the change in I sell it to, it will still sell.” ‘nightmare’ on the i, as pro-rata terms collect 10p per copy on price, as it was still one of Mark Dudden, of Albany A newsagent has described means it now ofers better weekdays. the more afordable papers News in Cardif, added: “I the aftermath of a visit from returns than both the Sun Bill Harrison, of Har- to ofer “more serious news have already mentioned police seeking information and Star. risons Newsagent in content”. it to a couple of customers about who they had sold The Monday to Friday Hyde, said he was “all for “The people who buy it, and they were like: ‘Cool, French satirical magazine paper will sell for 40p anything that puts a little like it,” he said. no problem’. Charlie Hebdo to as a “night- starting Monday and extra in the newsagents’ “It has its own reader- “In terms of margins, I’d mare”. the Saturday edition will pocket”. ship who buy it because rather support the i than Ofcers from Dyfed- be 50p from Saturday 28 He said customers who it’s a certain kind of paper. other publications.” Powys police in Wales visited Winnie’s Newsagent in Presteigne, Powys, to talk Unilever reveals its gantry shutter promo plans ‘Manufacturers should work together’ to the owners, husband and wife team Paul and Deborah Merrett, about who had bought the publication from Retailers urge co-operation their store in the wake of the terror attacks in France. The high street store hit the headlines in the UK – to gain gantry advertising and around the world – after the incident. by Steven Lambert troduction of the country’s space for advertising and if Chunky, which helped Mrs Merrett said: “When tobacco display ban in we can get PoS for counter drive sales.” the police first came in, I Retailers are urging tobacco 2009. items, like spirits or con- However, Jeremy Black- thought they were here to and non-tobacco manufac- Mr Clarke said the com- fectionery, then I think it burn, head of communica- check for illegal tobacco. turers to work together to pany had advertised its ice could increase sales.” tions at JTI, warned retail- “After the visit we had incorporate advertising so- cream products on gantry Aiden Roche, owner of ers they cannot advertise TV wanting to broadcast lutions on covered gantries doors, which had led to a Valley Newsagents in Dub- on its gantry doors without live from the shop, we had following the upcoming sales uplift of up to 17% on lin, said advertising on his “specific permission” from ABC in New York on and had display ban. its products in stores. tobacco gantry has helped the company. phone calls from places like The call comes as Uni- Harj Dhasee, owner of him pick up impulse sales. He said: “JTI supports Poland and Barbados.” lever revealed it is looking Nisa Mickleton Village “Our gantry space is used selected retailers by loan- into promoting its products Stores in Gloucestershire, for various brand advertis- ing them merchandising on gantry shutters once the said a similar move in the ing, which is put up by a equipment, including retail Crime in the legislation comes into force UK would be welcomed by third party contractor for display ban compliant on 6 April. retailers. JTI, who in turn have a doors. All that equipment spotlight Unilever brand director “I think manufacturers contract with me,” he said. remains JTI property and The NFRN has spelt out Noel Clarke told RN it had should be working together “Last weekend they came the loan is subject to the the real impact of crime on been working with retailers on something like this. and put up a Vodaphone ad. terms of JTI’s merchandis- independent retailers at an in Ireland following the in- The gantry spot is a prime They also advertised KitKat ing loan agreements.” informal evidence session held by the House of Com- mons Justice Committee. Providing the oppor- tunity for MPs to better understand how robberies afect retailers, the federa- tion highlighted both the physical and psychological consequences attacks can have. NFRN chief executive Paul Baxter said: “Busi- ness crime is often seen as victimless, however, as our For love, more money Brothers Rus- members well know, this is sell and Dean Holborn were feeling the not the case. love this week as their sales soared on “We are pleased to see Valentine’s Day. The owners of fam- that the Sentencing Council ily-run Holborns convenience store, is now taking into account in Redhill, Surrey decked out their the impact of psychological display window with a Valentine’s- harm as well as physical themed floral display and managed to harm, as it is important sell more blooms in 24 hours than they that victims get the support would in a week. They also reported they need.” increased sales on chocolates. Retail Newsagent 20 February 2015 » 5 NEW STOCK FOR YOUR SHELVES Page 48

Consultation results show 99% against measure Plan also low on public’s list of priorities In brief

Film on illicit trade Protests put pressure on Imperial Tobacco has announced the release of its fourth short film as part of its a plain packs backtrack Suspect It? Report It! anti-illicit trade cam- by Steven Lambert unions calling for MPs not “On the basis of the was far down the list of pri- paign. to press ahead with stan- level of response we’ve seen, orities of the general public. The new film, which Westminster is facing dardised packs. when the opposition is so The Populus poll, com- is also portrayed on increasing pressure to back- Additionally, 75% of the massive and the support is missioned by consumer posters and supported track on proposals to intro- 1,307 written, non-cam- so weak, what possesses the group Forest, asked more by a trade press cam- duce plain tobacco packag- paign responses from busi- government to say ‘yes, let’s than 2,000 people to rate a paign, draws attention ing after an overwhelming nesses and other organisa- crack on’? What can they number of issues on a scale to the fact that one in 99% of respondents to a tions were also against the see that we can’t?” of importance from one to three adult smokers public consultation were plans. Of the remaining 25% Daniel Torras, managing 10, including plain packs. purchase illegal tobacco opposed to the legislation. in favour, 30% of these came director at JTI, added: “This While immigration and from pubs, market stalls The results of the plain from local authorities. government said in July terrorism came out top with and car boot sales. pack consultation, released Responding to the news, 2013 it would ‘wait until an average score of eight out This follows on from last Wednesday, showed the Ron Ridderbeekx, British the emerging impact of the of 10, plain packs scored the the previous films government had received American Tobacco head of decision in Australia can lowest out of the variables which showed a tobacco 137,000 responses on the corporate and regulatory be measured’, so what has with an average of three smuggler trying to avoid issue. This included 136,000 afairs, said: “This is govern- changed?” out of 10. airport customs, a shop campaign responses from ment lobbying government. The result comes as a poll l See news analysis, pages owner witnessing a retailers, lobby groups and Do we take this seriously? revealed plain packaging 28-29 criminal peddling coun- terfeit tobacco and ille- gal tobacco being sold to Tory ‘rebels’ unsuspecting members of the public. identified Imperial Tobacco As reports emerge that 112 anti-illicit trade man- MPs are prepared to vote ager Peter Nelson said: against plain packaging, “Every sale of illegal RN has identified 15 senior tobacco products made Conservative MPs, includ- to the public in these ing five cabinet ministers, environments is at the who could rebel. expense of hard work- Chancellor George ing retailers.” Osborne and home secre- tary Theresa May are the New launch OMG! most high profile names ACH Publishing is to emerge after not being hoping retailers will be consulted prior to the latest ‘LOL-ing’ all the way announcement on the law. to the bank with the The Daily Telegraph sug- launch of what it boldly gested that this was a sign Rally call Around 100 independent retailers from across the UK and the Republic claims is the first major of their reticence. of Ireland descended on Westminster last week to rally against plans to introduce new women’s weekly Foreign secretary Philip plain packs. Following a meeting with MPs Nick de Bois and Gerry Sutclife, NFRN magazines to hit the Hammond, meanwhile, has members donned plain masks and t-shirts printed “no to plain packs” and marched market in 10 years. reportedly asked for further to the Department of Health in protest. National president Martyn Brown said: OMG!, the latest evidence, while Sajid Javid “The fact that so many retailers came to London should send a very clear message to entrant into the real and Michael Fallon are also the government about the strength of feeling against plain packs.” life sector, arrives on 26 thought to have doubts. February and will carry Outside the cabinet are a a retail price of 70p. further seven junior min- isters, members of the Free Fight can still be won says tobacco chief Next week’s RN Enterprise group of MPs The fight against plain “If you assume someone MP for Bradford South Due to a rearranged which backed a damning packs can still be won – but else will do it, it won’t hap- Gerry Sutclife told RN he print schedule, some report on plain packaging retailers must help MPs pen. It’s no good if an MP is expected the government retailers may receive in 2013. These include Priti to build a solid argument, against plain packaging but to vote on the policy in the the 27 February issue of Patel, Andrea Leadsom, according to a tobacco no one in their constitu- “next few weeks”. RN one day later than Harriett Baldwin, Robert industry leader. ency talks to them about “The battle is not lost,” usual, on Friday instead Buckland, George Freeman, Ron Ridderbeekx, British it. They will look like a lib- he said. “Lobby every of Thursday. George Eustice and Alun American Tobacco head of ertarian loony. However, if candidate and make sure We apologise for any Cairns. Gerald Howarth, corporate and regulatory they say: ‘I’ve spoken to my they know about the impact inconvenience this may Jake Berry and Nigel Mills afairs, said retailers need to constituents and they want it will have on your busi- cause. are also high profile critics. make their voices heard: me to act’ – it is diferent.” ness.” 6 20 February 2015 Retail Newsagent

Follow Retail Newsagent on Twitter @RetailNewsagent for expert advice BUSINESS to help you grow your sales Blakemore Full speed ahead for Budgens forecourt stores to recruit Convenience chain Bud- produce, food to go and brand director, said: “Our success.” gens is ramping up its store artisan lines. forecourt business is The move forms part of graduates development programme The set-up at the store, performing really well wider plans by Musgrave to A.F. Blakemore is looking with plans to open three owned by Mohammed and we’ve got the balance grow its retail estate, and for talented students to new forecourt sites over the Farooq, is due to be repli- between convenience and follows on from the launch strengthen its business next month. cated at two further sites interesting just right. of two Budgens concept with the launch of its first The Musgrave-owned in Kingsclere, Hampshire, “It’s fantastic to see these stores in Byfleet and Broad- graduate scheme. fascia opened its latest and Wellington, Somerset, new stores opening and to stone. It is looking for gradu- forecourt in Stadhampton, due to be opened at the end be welcoming new retail A third ‘lab’ store is due ates to take on roles in Oxfordshire, last week, of February and mid-March partners such as Moham- to be opened in Crouch one of four key areas – which is geared around respectively. med Farooq, I’m sure he’ll End, London at the end of people, Blakemore Retail, ofering customers fresh Mike Baker, Budgens make Stadhampton a great March. Blakemore Trade Partners and Blakemore Wholesale Cash moun- – as part of the two year tain Retailers scheme, which kicks of and members this month. of Spar Scotland Applicants will take have conquered part in a multi-stage Mount Kiliman- recruitment process, with jaro to raise a successful candidates whopping more spending time in frontline than £50,000 roles during a six week for charities induction, said Blakemore. including Ed- Group HR director inburgh Sick Ian Diment said: “The Kids Friends recruitment and develop- Foundation and ment of talent is vitally Maggie’s Cancer important to ensure the Centres. The long-term sustainability team, which of the business. Our aim is included Spar to establish A.F. Blakemore Scone owner as an employer of choice Susan Hutchi- for graduates and we hope son, took seven that this programme will days to reach help to attract, develop and the summit of retain the best people.” the mountain in Tanzania.

Fresh seven Mass of symbol switching in Northern Ireland EPoS system ‘saves two hours a day’ from Londis Londis has expanded its own label SmartBuy range with the launch of seven fresh Nisa claims £10m business produce lines this month. The full line-up includes bagged carrots, onions, in Northern Ireland push apples, mushrooms, toma- toes, potatoes and easy peel by Steven Lambert County Antrim. The broth- make our store stand out, tem, Epositive Evolution. citrus fruits, with RRPs ers have converted their while we can still capitalise The system, currently ranging from 75p to £1.49. Nisa is claiming further Costcutter business into a on our independence as operational in 10 stores, They join the 32 existing success for its aggressive 6,000sq ft Nisa Extra this we aren’t just a day-to-day includes features such as a SmartBuy lines and will of- retailer recruitment drive month. supermarket, we have an label layout designer and a fer retail margins of 30%. after taking on 17 former Finlay Robinson said: “It award winning in-store web-based user interface John Pattison, Lon- Costcutter retailers in was a very difcult decision butcher, hot and cold deli, allowing it to be accessed dis brand director said: Northern Ireland. to change symbol group, but of-licence and forecourt.” from mobile devices. “SmartBuy has been The group said it has now we felt it was time to move The news follows on from Nisa Chatteris owner incredibly well received, so accumulated £10m worth on and we are now looking a Christmas card campaign Ian Benney said the Evolu- much so that we exceeded of retail business in the forward to what we hope launched by Nisa in Decem- tion system has saved him our 1,000 store year-end country since September will be a new era for the ber, which encouraged re- two hours of work a day target in 2014 with 1,153 ac- last year. business. tailers from various symbol since being installed last tively participating stores. Retailers switching “We felt Nisa was best groups to join the firm. October. It will be a £3m brand by symbols in the recent push suited to compliment what In addition, the company He added: “The availabil- the end of 2015 and our aim include Finlay and Kenneth we do now and for the said it has received strong ity on the system is excel- is to have 100 lines by the Robinson of Robinsons future which we see with feedback from Nisa retailers lent and the new functions end of the year.” Supermarket in Ballymena, Nisa. Being with Nisa will trialling its new EPoS sys- enhance it hugely.” Share Bag Stand Advert A4_Hancocks A4 06/02/2015 12:46 Page 1 Grab a FREE Stand! Buy 20 assorted Share Bag cases from Hancocks, (10 x £1 RRP costing £6 per case) get a display stand FREE (worth £49.99)

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LESALE O R www.hancocks.co.uk H S W [email protected] SINCE 1962 01509 216644 20 Cash and Carry Depots Nationwide and Online too! 8 20 February 2015 Retail Newsagent Do you want to see your views in RN? email [email protected] NEWSTRADE tel 020 7689 0600 News UK Tomorrow’s news today? No, just the price A Guardian misprint Hawthorne Grove, York, with by staf rather than prices was rising and retail- unveils caused confusion last week said he dealt with the prob- customers.” ers should contact their as two of the three Friday lem swiftly but not without A Guardian spokesman wholesaler if it was likely to Twitter editions were printed with some hassle. said immediate action was cause an issue. the Saturday price. “Luckily we spotted it taken to ensure wholesalers “It’s something we are The mistake was put early enough and it was and retailers were aware mindful of. We are asking promo down to sub-editors using fortunate that the barcode of the mistake and a letter the industry to pay more News UK is running a the wrong template, with was scanning correctly,” was circulated reassuring attention and put more care series of competitions on copies still scanning for the he said. all retailers they would be towards it,” he said. Twitter ofering indepen- correct £1.60, despite being “We spotted it about charged at the correct rate. “If there’s an error, store dent retailers the chance to labelled at £2.50. 8am, so we didn’t over- NFRN head of news owners should indicate win Sun or Times vertical Ian Simpson, of Lon- charge anybody and most Brian Murphy said the to customers the correct news displays. don’s News and Toys in of the confusion was dealt incidence of incorrect cover price.” The contest kicked of last week under the hashtag “WINAVND”, with ABC figures make good reading for publisher Lego brands excelling in tough market retailers asked to let the publisher know why they would like a unit. Four winners have been chosen so far – the pub- Immediate Media’s kids lisher decided to hand out three extra on Valentine’s Day – and another three will be chosen over the titles are star performers next three weeks. by Nicola Stewart One of the publisher’s and 25,321 respectively. bestsellers – Glamour, News UK independents other Lego brands, Lego Elsewhere, sales of men’s Woman & Home and Good sales manager Greg Deacon Immediate Media’s chil- Friends, was the only title weekly Zoo rose 4.7% year Housekeeping – all increas- said the competition com- dren’s portfolio contains to make it into the top 100 on year, following the ing sales, along with In- plemented the publisher’s some of the star performers list in its first year on sale, closure of its rival Nuts in Style, which grew by 2.6%. HND promotions on the for the second half of 2014, posting newsstand sales early 2014. TV Choice remains the Sun and Times. according to new Audit of 39,976 and an estimated Forever Sports continued best-selling title on the Retailers can enter by Bureau of Circulations £1.8m in sales. to perform strongly, with a newsstand, with news- following the News UK results. Immediate has contin- circulation of 80,153, while stand sales of 1,266,242, al- Retail account or searching Lego Legends of Chima, ued to invest in the Lego GQ held steady, increasing though this was 7.9% down for #WINAVND. launched in 2013, increased brand, launching Lego sales by 1% year on year. on the previous year. its newsstand sales by 25.2% Ninjago: Master of Spinjitzu Slimming World Meanwhile, What’s On year on year, driving its an- magazine on 28 January. Magazine posted another TV increased sales by 0.7% Trinity set nual sales revenue to £2.1m. Other new titles from the strong result, increasing by to 1,054,588, and Radio The title averaged publisher, including Sky- 6.9% year on year, the only Times remained the biggest for ‘biggest’ newsstand sales of 53,759, landers Universe and Mister women’s health and fitness revenue earner, with an an- positioning it as the sixth Maker, also hit positive title to increase sales. nual sales value of £49.9m. free launch best-selling children’s numbers, reaching news- Women’s monthlies l For full ABC analysis Trinity Mirror has unveiled magazine. stand circulations of 29,780 fared well, with the three see pages 38-42 plans to replace six exist- ing newspapers with what will be Britain’s biggest In the driving seat Egmont Pub- weekly free newspaper. lishing continues to invest in add- The Manchester Weekly ing value to its stable of children’s News, to be launched in titles. The next issue of Disney Pix- early April, will be distrib- ar Cars, on sale 25 February, is a Cars uted to more than 265,000 Ice special with four extra pages, a homes across the Greater pull-out racetrack and cut-out cars. Manchester city region. It also comes with a free spy set, It will mean the loss of including a disc shooter, around nine jobs on exist- dart blaster and spy glass- ing free titles the Stock- es, along with a separate port Times, Wilmslow mini Disney Pixar Planes Express and the Advertiser magazine. Disney Fairies series in Tameside, Salford, Tinkerbell, also on sale Oldham and Traford, all of 25 February, comes with which will close. a special 8-page poster The paper will serve as a pullout, as well as free Tin- sister title to the Manches- kerbell slippers and headband. The ter Evening News and its titles are both priced at £3.99 and website manchestereve- should be displayed prominently in ningnews.co.uk. the children’s section. JTI has capsule c vered

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*Data Source: Nielsen MarketTrack Dec 14.

108186 JTI Capsule Activity Retail News Agent 210x297.indd 1 09/02/2015 15:47 10 20 February 2015 Retail Newsagent

PRODUCTS New addition to UB’s campaign Market share increased to 26.4% Anglesey addition McVitie’s gets Sweeet Walkers is extending its Market Deli range of pitta, tortilla and with cuddly promo potato chips with the addition of an Anglesey by Nadia Alexandrou Sea Salt flavour in a crisp format. Revamp for McVitie’s unveiled its new The new flavour is avail- TV ad campaign last week able in single bags with an Spar sweets giving consumers the RRP of 83p, and is being Spar is celebrating the chance to win a branded supported with a four- success of its confection- cuddly toy. week TV campaign and ery range launch with Part of a £3m campaign, sampling programme, a revamp of its impulse the ad will be shown for the with over 300,000 samples sweets and the addition of next two weeks. being distributed. two new variants. The competition will also Matt Goddard, field The range has doubled feature on the packaging sales director at PepsiCo, sales since its launch and of 35 million McVitie’s cake said the launch will look now boasts an annual and biscuit brands includ- to cement Market Deli’s turnover of more than ing Jafa Cakes, Chocolate in-store activity, social – manufacturer United position in the premium £3m, said Spar. Digestives and HobNobs. media, digital and media Biscuits’ biggest. snacks market. The new lines, Cola Until July, consumers partnerships and a tie-in UB marketing director He added: “Anglesey Bottles and Teeth & Lips, will have a one in 10 chance with media site Buzzfeed. Sarah Heynen said: “Since Sea Salt recently acquired come in redesigned pack- to win a McVitie’s ‘Sweeet The ad is the latest addi- its launch last year, the protected designation of aging, which now includes Friend’ in a free text-to-win tion to the McVitie’s ‘Sweeet’ campaign has helped the origin status, which un- trafc light labelling and competition. The promotion campaign which has seen brand increase its market derlines the quality of the pricemarking. will be supported through a total of £12m investment share to 26.4%.” Market Deli range.”

Promotional feature P&G’s ShelfHelp laundry Freshen up your merchandising principles ■ Site laundry near to homecare and clearly lay out your fixture by stages of the wash, i.e. laundry laundry fixture additive, detergents and fabric conditioner n the convenience influence in conveni- ■ Within detergents provide a choice of formats – channel, the laundry ence shopper purchas- gels, liquitabs, liquids and powders category is worth ing, followed closely by ■ Locate liquitabs in the centre of the fixture. These I£111m. The average leading brand positioning. are highly visible and will act as a beacon for the laundry category shopper Shoppers expect to see the category spends £4.15 per trip and brands they love and trust, ■ A good product range ensures that lost sales and visits their local conveni- which is why retailers out of stocks are minimised. However, an excessive ence store 2.6 times per should ensure their shelves range can also lead to lost sales; therefore clear week1. Availability is the are kept fully stocked with signposting is vital to success. single most important the best-selling products. John Drake, head of emerging channels at P&G, comments:

“Availability is a vital customers, and continues factor for laundry to see an increase in shoppers, particularly spend. Retailers should when on top-up ensure they are listing shopping missions. There the leading category is a huge opportunity brands and keeping the within the convenience fixture well signposted channel, and while the and clearly segmented category may not be as into detergents, exciting as confectionery conditioners and or soft drinks, it’s still additives so shoppers can an important section easily find what they are that maintains loyal looking for.” Use the P&G ShelfHelp category management planograms to help maximise sales. To access these planograms and for further advice on merchandising and 1Latest 52 w/e 07 Dec 14 what to stock in your total health & beauty fixture, visit www.shelfhelp.co.uk Retail Newsagent 20 February 2015 » 11 THE LATEST MAGAZINE ABCs Pages JTI has capsule 38-42 c vered New ice cream launches £5m advertising spend Sales at the double is Unilever sales target by Nadia Alexandrou Butter Crunch and Cook- pagne edition added £8m ies ‘n’ Dream to Cornetto in value sales, and with Unilever is preparing for Premium. a focus on TV and digital summer with a raft of The premium variants campaigns for the two new product launches in March feature a new-look format variants we’re expecting to across its Cornetto, Ben & with a thick chocolate disc drive sales even further.” Jerry’s, Magnum and Wall’s top and will be available Ben & Jerry’s is introduc- Kids brands. in multipacks and singles, ing three new flavours to its With Unilever holding with RRPs of £2.99 and £1.50 soft core range with Whatt- just under half of the total respectively. a-Lotta-Chocolate, Utter STOCK THE UK ice cream market in The launches will be Peanut Butter Clutter and terms of value share, the supported by a £5m media Speculoos? Specu Love. UK’S BEST-SELLING new products come as the spend with the brand on TV Finally, Wall’s Kids is company aims to grow sales for the first time since 2012, looking to entice more CAPSULE RANGE, by 68%, adding an extra as well as partnering with a customers this summer £300m to its UK ice cream British band later this year. with a candyfloss flavoured BURSTING WITH sales by 2020. After a successful 2014 Music Tornado. Each stick Cornetto is entering its that saw Magnum’s value features one of four diferent PROFIT FOR YOUR 51st year by launching its sales rise by 6.1%, Unilever ‘stick-whistles’, and will be biggest campaign since is launching two limited available in boxes of three BUSINESS the 1980s with the addition edition flavours, Magnum with an RRP of £1. of two new variants for Pink Raspberry and Mag- “We are confident our both its pricemarked and num Black Espresso, in both portfolio will continue The UK capsule fi lter market has premium ranges. multipack and impulse to deliver solid results for so far generated: Mint and chocolate formats. retailers in summer 2015,” flavours will be added to Magnum brand manager said Unilever’s brand Cornetto’s £1 pricemarked Nicky Rolfe said: “Last year’s director for ice cream Noel Over pack range, and Peanut limited Marc de Cham- Clarke. 4.1% 1BN * worth of sales* SOM

JTI is the most successful capsule cigarette manufacturer, with a 51%* share of the segment – offering a range of products for all existing adult smokers. Silk Cut SuperSlims Choice 20s B&H Dual 10s and 20s Dramatic start If Carlsberg did TV ads, they’d probably be as part of a £12m media campaign launched slap-bang in the middle of one of ITV’s most popular pro- Sterling Fresh Taste grammes. And that’s exactly what happened when Carlsberg UK kicked of its On-Demand 10s and 19s planned activity for the year with a high profile spot on Monday during much-talk- ed about drama Broadchurch. The brand’s latest slot, one of three planned for 2015, will appear for six weeks across ITV, Channel 4 and Sky1. Tango goes intense with Blood Orange Britvic is expanding its dated pack designs for the it says represents 7% of the Tango soft drinks range entire Tango range, includ- total soft drinks sector. with a new Blood Orange ing Orange, Apple and Kirsty Hunter, director *Data Source: Nielsen MarketTrack Dec 14. variant. Cherry. of carbonates at Britvic, The product hits retailers’ Britvic is aiming to in- said: “We aim to deliver the shelves this month, and crease its share in the fruit best-tasting intense orange will be supported with up- carbonates market, which flavour.”

108186 JTI Capsule Activity Qtr Pg Column 297x84.indd 1 17/02/2015 10:58 12 20 February 2015 Retail Newsagent

PRODUCTS Bassetts’ Bid to build on brand’s 4.8% growth First activity since relaunch Hancocks’ new babies free display Mondelez has unveiled It’s ‘go’ for Mango from Specialist confectionery a new range of berry-fla- wholesaler Hancocks is voured Bassetts Jelly Babies. marking the relaunch of Jelly Babies Berry Mix a new extended range of will be launched in straw- Relentless Origin Ultra Kingsway sharing bags by berry, raspberry and black- by Steven Lambert strong sales growth for the tional marketing director ofering a free display stand currant flavours made from Relentless brand, which it at CCE, said: “The energy worth £50 to any retailers real fruit juice. They are Coca-Cola Enterprises said is currently up 4.8%. drinks sector is continu- who takes 20 cases. available from this week in (CCE) claims it will help The product is available ing to grow, with light The ofer runs from the 190g packs at £1.52. retailers target growing in £1 pricemarked and variants proving to be end of February until 13 Mondelez said they will numbers of shoppers buy- non-pricemarked 500ml increasingly popular and March and takes in the be targeted at families and ing ‘lighter’ energy drinks cans, and marks the first growing twice as fast as new extended range with younger shoppers, to grow with the latest addition to activity for the range since regular variants. 34 diferent varieties. sales of the £24m Jelly its zero calorie Relentless its relaunch last year. It “Relentless has a proven Hancocks purchasing di- Babies brand. Origin Ultra range. also comes weeks after track record in delivering rector Jonathan Summer- Pippa Lewis of Mondelez, The firm has unveiled CCE added ‘Mega’ 533ml successful innovation and ley said: “It is the right time said: “This new line exten- Relentless Origin Ultra re-sealable cans to its Mon- Mango Ultra is set to help to extend the range and sion will appeal to a wide Mango this month as ster Energy drinks. them drive sales by ofer- refresh the look with our spectrum of consumers.” it looks to capitalise on Caroline Cater, opera- ing further choice.” new Kingsway branding.” Hot products for your shopping list

Retailers get a free display Relentless Origin Ultra Man- Bassetts has announced stand if they take 20 cases of go has been added to CCE’s the arrival of new berry- Kingsway sharing bags lighter energy drinks range flavoured Jelly Babies JTIUK-14-3157_B&H Silver_PMP_Retail Newsagent_140x210_HR.pdf 1 02/02/2015 17:12

SELL B&H SILVER – A BRAND YOUR CUSTOMERS RESPECT AT A PRICE THEY KNOW

www.jtiadvance.co.uk – developed with you, for you. Retail Newsagent 20 February 2015 13

PRODUCTS

£1.5m Tropicoliday campaign Impulse sales will grow Ribena creates ‘summer’ buzz by Emma Schiller range was experiencing more than 48% growth in the impulse market. Ribena is making the most of She added: “With all of our ready- customers’ search for the sun with to-drink 500ml variants in growth the launch of its £1.5m Tropicoliday and the average spend per buyer campaign, ofering chilly customers increasing year on year, we are the chance to win a tropical confident that our portfolio getaway. of bold, popular flavours As well as hundreds of provides a powerful sales themed prizes, one secret opportunity for retailers. convenience store in “We also anticipate London will also host an that this creative and in-store challenge where new campaign will help three shoppers who find to reinforce the message specially marked hidden that Ribena is the perfect bottles will battle it out option for on-the-go to win the first of the five drink occasions, while The Benefits of tropical holidays on ofer. highlighting its availability in The competition will be the convenience and impulse Price Marked Packs highlighted on the Ribena tropi- channels.” cal range, which comprises three The campaign is being backed Pav Sharma, owner, Falcon Sharma BP variants; Mango & Lime, Pineapple with activity on social media, where & Passion Fruit and the recently viewers can win one of the holidays Premier, Sutton Coldfield. launched Orange & Guava. on ofer, while Ribena will also ofer Hannah Norbury, marketing a wealth of branded PoS material to “Since stocking B&H Silver price-marked director for Ribena, said the Ribena retailers. packs I have seen a huge uplift in sales to a point that it is now my store’s best-selling tobacco brand. I currently sell at least five or six outers a week across both 10s and 20s pack variants - a significant increase compared to when I previously stocked the same product without price-marking”.

“My adult customers like to see PMPs on the gantry as this assures them that they are getting brands like B&H Silver at a fair price, and are therefore unlikely to pick them up cheaper in other stores”.

With the display ban nearly upon us it is more important than ever to demonstrate that your On course for a great year store offers competitive pricing before the They’re under starters orders… and mean the brand is now available doors go on. I for one will definitely continue to they’re of. Harrogate Spring Water’s on the flagship course across its 26 stock my gantry with PMPs beyond 6th April.” marketing activity for the year has high-profile race days scheduled got of to a flying start with the for the year. It is part of an ongoing unveiling of a three-year deal with campaign that includes further Ascot Racecourse. sponsorship, advertising, PR and To arrange a visit from your local It will see the brand becoming social media activity. JTI representative call our Customer Careline the ofcial spring water supplier of Harrogate Water Brands manag- on 0800 163 503 or visit jtiadvance.co.uk the venue and includes a Harrogate ing director James Cain said: “Spon- Spring Water sponsored race, on-site soring at the racecourse is the first branding, advertising on race cards major step in our 2015 consumer and in souvenir brochures and also campaign and will help reinforce in the Royal Ascot magazine. our position as the UK’s number one The prestigious contract will also premium bottled water brand.” www.jtiadvance.co.uk developed with you, for you. 14 20 February 2015 Retail Newsagent

Follow Retail Newsagent on Twitter @RetailNewsagent for expert advice REGIONAL to help you grow your sales Great Post Late-night shopping is a success Office, just Shop-owners in Rugby have Thursday of every month, entertainment.” safe, attractive and pleasant heralded a late-night shop- with a street market to be Mike Evans, who runs place to shop. need a post ping scheme as a “glorious the centrepiece of the first a Bargain Booze, plans to “In particular we want chance for retailers to come event on March 5. build on his already popu- to entice people from the together” in a bid to tempt Simon Ainley, chair of lar wine-tasting events. outlying areas into Rugby box now... consumers back to the high the retailers, said: “We will He said: “We’ll be in- as a destination point.” Residents of a North Wales street. be putting on quite a show troducing a range of new The campaign is sup- village who have been left Beginning in March, with street food, artisan wines to our customers. ported by Rugby Borough with a post ofce but no the initiative, called 1st produce, music and drama. This is a glorious chance for Council, Rugby First and postbox are awaiting a Thursdays, will see stores It all adds up to a fun night retailers to come together Warwickshire County decision from the Post open until 8pm on the first of shopping, eating and and show that Rugby is a Council. Ofce on whether it will be reinstated. The Post Ofce in Drury, Indie’s customers come out in support in their hundreds Businesses ‘will close’ warns owner was relocated to a nearby Londis last year, however the branch’s postbox was never replaced. Customers now have Retailer in battle to keep to queue inside to post letters from one working counter. Despite sending a letter pub car park Co-op at bay of complaint to the Post Ofce chief executive by Steven Lambert investment trust NewRiver been here 16 years but the at a meeting about the Paula Vennells, local coun- Retail, which acquired 202 business itself has been NFRN national councillor cillor Mike Peers has yet to A Worcester retailer is fight- Marston’s pubs in Decem- here for more than 60 years, Narinder Randhawa, who hear a response. ing plans to open a Co-op ber 2013. The firm signed a and is well known in the has been contacted by Mrs He said: “We were told store in a pub car park that deal with the Co-operative area. Sussoa about the issue, said: by customer services that she claims will “ruin” busi- Group last September to “We have worked hard “We have seen some of the there was never any inten- ness for local traders. open 63 stores on surplus to get people to shop with multiples have been quite tion to replace the postbox Dabinder Sunsoa fears land and car parks on the us, but opening up a Co-op aggressive with buying up but this is false. The post independent businesses pub sites. store will ruin this and sites recently, especially in ofce owner even saw could face closure if the However, Mrs Sunsoa I’m worried that some the wake of Tesco announc- someone measure up at local council agree to let the said she is opposing the local businesses will close ing store closures. the new location.” Co-op open up next to The move and has launched a because of this and it will “That is why retailers Goodrest Tavern close to her petition against it, which afect the community for need to show customers business. has already been signed by the worse.” the great work they do and RN reader poll The move is being more than 400 residents. Mrs Sunsoa is now plan- to fight proposals like this spearheaded by real estate She told RN: “We have ning to present the petition where they can.” Last week we asked: Could taking on a food franchise help future Symbol of success Wholesaler CJ Lang & Son was named Symbol Group proof your business? of the Year at the Scottish Wholesale Award’s Achievers awards night last week. It capped a successful evening for the Spar-afliated company which was also handed the coveted Champion of Champions gong. No 25%

Yes 75%

THIS WEEK’S QUESTION: Have you told your MP what impact plain packaging would have on your business?

Have your vote now at betterRetailing.com Retail Newsagent 20 February 2015 » 15 UK CHOCOLATE PRICES Pages 24-25

Company offers ‘faster’ option for serving smokers Presentation to NFRN members In brief Green get-together Independent retailers Vending machines firm’s from the NFRN Grimsby and Cleethorpes branch met Great Grimsby alternative to gantries Greens candidate Vicky Dunn this month. by Helena Drakakis Cherwell started out Retail Solutions trading to doors on gantries out The meeting, set up with machines in the hotel director, said: “We are there. I’ve got something as part of the NFRN Cigarette vending company and pub trade, but now con- achieving the government similar to Cherwell in my campaign to engage Cherwell is encouraging centrates on retail outlets strategy of blocking point- shop. Members need to with prospective MPs, retailers to consider install- with pre-ban deals already of-sale displays and our sys- understand their options covered issues including ing cigarette machines as done with Nisa, Costcut- tem has several advantages. and consider them all. the upcoming carrier an alternative to gantries, ter and a trial planned for It takes less time to serve a “If any members require bag levy, standardised with 44 days to go until the supermarket Morrisons. customer because operators help, I urge you to contact packaging, retail crime display ban. The system works when don’t have to open and close the NFRN Helpline, which and business rates. The Shropshire-based a till operator triggers the gantry doors. can help with various Branch president Neil company gave a presenta- machine, which then deliv- “It also prevents theft solutions to meet require- Hirst said: “Follow- tion to NFRN members in ers the requested item. and retailers can reap extra ments.” ing the Green Party’s the north west at a district The trigger is operated revenue through suppliers’ The district also received increasing presence in council meeting in Janu- through either a wireless advertising.” presentations from Pay- the run up to the elec- ary detailing the benefits keypad or an existing EPoS North West district Zone and The Independent tion it provided a chance of the automated tobacco system. president Robert Madden about how they were sup- for our members to hear machine. Mark O’Dolan, Cherwell said: “There are alternatives porting retailers. what the party can do for independents.” Tributes to Best shops nod Two convenience stores John Cotsell are among the 20 final- Tributes have been paid to ists shortlisted for the NFRN Devon & Cornwall Best Small Shops Com- president John Cotsell, who petition 2015, run by the died on 15 February. All Party Parliamentary As well as serving three Small Shops Group. terms as district president, Islington Village Shop Mr Cotsell was a national in Devon and Nisa Local councillor and was added to Toddington in Bedford- the Devon & Cornwall roll shire topped more than of honour in recognition of 300 applicants to make all he did for the district. it into the finals. They He ran several stores in were judged on entre- Exeter, including seasonal preneurial activities, oferings at local holiday the way they work with camps. their community and He was well respected innovation in business. within the NFRN commu- The winner will be an- nity and was remembered Holt the front page Retailer Harry Rai has been named Wiltshire’s Best Newsa- nounced on 25 February. warmly this week by Devon gent after a competition in the Wiltshire Times newspaper polling its readers. Mr Limp thief jailed retailer Duncan Finlayson. Rai, of Holt Superstore, said: “It is brilliant news and a complete surprise. It is a “John was a very, very good family-run business and we have been here for 29 years. We completely ripped out A convenience store friend and he will be sadly our shop in a big investment a year ago, and brought the village’s Post Ofce here worker who stole missed,” he said. when there was a danger of it being lost.” £19,000 from his em- ployer has been jailed for 16 months after his limp gave him away on CCTV. ACS presses treasury for business rates reform Tajinderpal Singh, The Association of Con- to secure the future of the “The Chancellor could Low Pay Commission to 48, of Southall, was venience Stores (ACS) convenience sector. cement his commitment to make recommendations arrested at Heathrow has called for long term ACS chief executive small businesses by raising on the minimum wage free Airport hours after business rates reform in a James Lowman said: “Gov- the small business rate from political pressure,” the robbery as he tried submission to the treasury ernment has taken action relief threshold to £50,000.” said Mr Lowman. to flee to Delhi. Police ahead of the final budget in recent years to reduce the ACS research shows that He also said more could be were called to the store before the election. burden of business rates on 94% of retailers have been done to minimise duty fraud he was employed at on It has also highlighted our members, but this must negatively afected by em- by a freeze in the current 28 January when staf issues around duty fraud be followed by wholesale ployment costs over the last duty rate and ensuring re- realised there was cash and employment costs and reform that makes the busi- year. “We are calling for the tailers who engage in fraud missing. asked for immediate action ness rates system fairer. retention of an independent lose their alcohol licence. 16 20 February 2015 Retail Newsagent

NATIONAL NFRN NATIONAL COUNCIL LONDON COUNCIL 10-11.02.2015 Neville Rhodes reports from the NFRN National Council meeting in London

suggestion endorsed by national trustee Jim Meeting brings fellow trustee Naresh Maitland that he is review of RDTs Purohit. to resign his position South Wales member following annual Reporting on a Peter Robinson said the conference as he has sold meeting with Menzies NFRN should draw up its his shop, council agreed Distribution’s managing own terms and conditions that a separate election for director Forsyth Black, for supplies, and present the vacancy should take Martyn Brown said the Plain them to the wholesalers. place. wholesaler had largely Martyn Brown It will be in addition ignored the NFRN’s packaging Packs vote gives to the usual election for a Three challenges suggestions for changes to is a measure MP lobby chance trustee to serve a three- facing council the wholesaler’s terms and year term, for which conditions. that Updating council on nominations have already Opening the February However, the wholesaler the latest government closed. meeting of the national had agreed to undertake a presents an moves to introduce plain The additional election council, NFRN national review of RDTs. avenue for packaging for tobacco to replace Mr Maitland president Martyn Brown Mr Black had also told products, Adrian Roper, will be for a one-year term said there were three the federation that he had the criminal NFRN head of public – up to June 2016 when Mr issues he expected to been asked by his board afairs, said the proposed Maitland’s current term feature prominently in to find additional savings fraternity to regulations would have would have expired – and council’s discussions. of £9m. to be approved by votes in nominations for this First, he said, was make even both the Commons and position should be lodged setting a challenge to more money the House of Lords before with head ofce by 30 the federation to raise parliament was prorogued March. awareness of the impact of Martyn Brown on 30 March. retail crime on members NFRN national president Although the proposal RDMs help boost – and as he was speaking, was supported by both chief executive Paul Labour and the Liberal membership Baxter was appearing Democrats, it was opposed Reporting on the work before the department of by a significant number of the federation’s RDMs, justice select committee’s of Conservative members, Margaret McCloskey, head Sam Whiteside review of sentencing including some cabinet of operations, said the guidelines (see page 18). In a discussion that ministers. latest stats showed that 81 Mr Brown said followed, Mersey Dee new members had been members’ long-standing member Sam Whiteside, recruited during January, worries about late a past NFRN president, and 2,691 non-members deliveries and flawed queried the legality of a had been contacted. allocations of newspapers new clause in Menzies’ A reorganisation of were also being addressed, terms and conditions territories would mean and these had been put allowing the wholesaler some changes of RDM under the spotlight at a to set a maximum retail personnel in Western special summit organised price for a newspaper. district and parts of by the NFRN the previous Tom Searle, a national London. week. He believed that trustee, urged all Plans are in hand to the reassurances received Menzies customers to Mike Mitchelson exchange the federation’s from publishers at the write individually to the Mike Mitchelson, mobile promotional meeting would ease wholesaler, stating that NEC member and public vehicle, introduced two members’ concerns. the terms and conditions afairs chairman, said years ago, for a smaller The NFRN was also were unacceptable – a the forthcoming general vehicle, with a permanent determined to confront election provided members driver to be appointed. the threat of plain with an ideal opportunity Theresa Neale, senior packaging of tobacco to lobby their local membership services products, and would parliamentary candidates manager, told council be mounting a strong about the difculties small that she would be based campaign against it. retailers are facing. in Durham ofce as soon Mr Brown described as building work was plain packaging as a Separate election finished, and that two measure that “presents an additional MSMs would avenue for the criminal for trustee place be appointed to cover the fraternity to make even Following an Northern and Republic of more money”. Naresh Purohit announcement by Ireland districts. COMING UP BETWEEN NOW AND SUMMER IN

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NATIONAL NFRN NATIONAL COUNCIL LONDON COUNCIL 10-11.02.2015 Neville Rhodes reports from the NFRN National Council meeting in London

now defined as active if audit and governance field representatives Pension changes it has held “a properly committee, made up of the to ease the burden ‘complex issue’ constituted AGM, attended three national trustees, on RDMs, and the Enrolment of employees of by at least two voting the national president, the appointment of new businesses with between members, in the first half chief executive and the vendor partners. one and 30 members of the year, followed by head of finance. “We’re aiming to ofer of staf into workplace another meeting in the It will no longer include everything you require to pensions schemes will second half of the year”. the two members elected be a successful retailer,” start in September and The issue of by national council. Mr Shaw said. will be phased in over the workplace Explaining the following 18 months, head rationale for the change, of operations Margaret pensions Sam Whiteside said McCloskey reminded the role of the finance council. will be very committee had changed Businesses will receive complex for over the years, with the letters from the pensions focus gradually shifting regulator at some point a lot of our from budgeting and during this period, financial management Peter Robinson members to audit, governance and advising them of their Kamal Thakar obligations under the law However, Peter Margaret procedural control. and what they need to do. Robinson, South Wales, Legal fee saving This will include either said it was clear that McCloskey The value of the free legal appointing an approved the branch structure NFRN head of operations advice and insurance pensions provider or was “dead in the water” cover that is available with opting for a DIY scheme in some areas of the NFRN membership was that must be registered country, and he called for a highlighted by London with the regulator. radical change to the way member Kamal Thakar. Employees over the members were represented He said he had been age of 22 may opt out of at branch level. paying, through his a scheme, but only after He was supported by Dee Goberdhan accountant, for separate they have been formally Cornwall member Mike legal expenses cover for enrolled in it. Eddowes, who described The proposal was matters relating to his The costs of workplace the need for branch re- criticised by South Wales accounts. pension schemes are structuring as “desparate”. member Dee Goberdhan. However when he regulated, and include “As an accountant, I realised that NFRN Legal an annual management query whether it is right ofered similar cover as charge by the pension to have the trustees on part of his federation provider of 0.3% of the the audit committee,” membership fee, his scheme’s assets; an she said, adding that she accountant suggested that admin fee of between 30p believed it would lead to the separate policy should and £1.50 a month per a diminishing of their be cancelled, saving Mr employee member; and independence. Thakar £160 a year. a minimum employer’s However, the proposal was carried by a large contribution of 1% of the Mike Eddowes Meeting venues employee’s wage or salary, majority, with a handful of rising to 3%. “I am the Cornwall abstentions. Events chairman Mike “The issue of workplace branch,” he declared. Mitchelson announced the pensions will be very Mr Robinson’s motion Commercial’s venues for the main NFRN complex for a lot of our proposing that “member best year ever meetings over the next 12 members,” Mrs McCloskey services look at options months. warned. for branch voting and re- NFRN Commercial has Spring national council structure as an alternative had its most successful will take place in Leeds, New definition of to attending meetings” year so far, chairman Ian and the annual conference was carried. Shaw reported. will be held in Torquay. ‘active branch’ High profile purchases Bristol will be the A new definition of an New governance from 2014 included loom venue for the September active branch within bands, Vivid e-cigarettes national council, and the the NFRN was agreed committee and e-liquid and Servetab November and February by national council in a Council approved a tobacco gantries. 2016 meetings have been clarification of last year’s proposal to replace Plans for the current provisionally scheduled changes to rule 23c(i). the national finance year included expansion at the Barbican Thistle in An NFRN branch is committee with a new of the telesales force, two London. Retail Newsagent 20 February 2015 19

NATIONAL NFRN NATIONAL COUNCIL LONDON COUNCIL 10-11.02.2015 Neville Rhodes reports from the NFRN National Council meeting in London

but no decisions have been development of sub- break-even point for taken about a merger, Paul retailing; and extending newsbills was around Baxter told council. the reach of Newspro, the £230 a week mark – a He said that although the magazine range figure that was out of both organisations management system. reach for an increasing supported independent Deputy vice president number of members. retailers, and there was a Ray Monelle, chairman of Updating council significant membership the business development on N3, chief executive overlap, it was clear MPs took committee, said the Paul Baxter, said a Paul Baxter that there were political federation was moving “soft communication” diferences between them. on board forward with news, to members had been Crime profile “For example, we asked that the key “getting it right and chosen, while publishers efforts succeed them about postmasters’ gaining the confidence of and wholesalers had contracts with the Post factor for our the industry”. been advised of N3’s The NFRN has worked Ofce, and particularly intentions. hard to raise the profile their attitude to the non- members So far five members had of retail crime against compete clauses in the is not expressed an interest in small shops, and its eforts contracts,” Mr Baxter joining, and they would appear to have succeeded, said. necessarily likely to become the board chief executive Paul “We will continue our of the new company at Baxter told council. discussions with them, the value of its inaugural meeting, He arrived at the which are very amicable, scheduled for 4 March. national council straight but many questions are items stolen Council was promised a from the House of still to be addressed before from their further update in April. Commons where he had we decide whether we been giving evidence to want to merge with them shops, but Brian Murphy MPs during a justice select or just work more closely Brian Murphy, head of committee hearing on with them,” he said. the impact of news, said the success of sentencing guidelines. Mr Baxter also reported the crime on the Store2Door delivery “They listened well to on a meeting with operation for the Bath our views, and it emerged Camelot where he had the victims Chronicle showed that its that they had not taken raised the issue of the direct to consumer ofer account of the fact that Post Ofce taking a Paul Baxter was “on the right road”, some small shop owners quarter of retailers’ NFRN chief executive while there were plans also live on their premises. commission on lottery to extend the Newspro “MPs also took on board sales in shops which are scheme to another our point that the key also post ofces. thousand members this factor for our members is year. not necessarily the value Sub-retailing would Content driving of items stolen from their become increasingly shops, but the impact of important, because “there RN sales growth the crime on the victims,” are a serious number of Like most other print Mr Baxter said. members who are not media, Newtrade – owned He said there had been making a profit on news”, by the NFRN Benefits a good debate, with the Mr Murphy said. Fund – was experiencing NFRN well supported by a difcult trading USDAW, the shopworkers’ environment, but its union. Ray Monelle titles are performing “Giving evidence to this satisfactorily, chairman committee was another Opportunities for Mike Mitchelson reported. step for us on our path Chris Gamm, RN’s to win greater influence news category editor, said copy sales were with MPs and government Opportunities for helping up 5% on last year and 14% ofcials,” said Mr Baxter. members to develop on the industry average, the news category are with only six titles with a No decision yet centred on the formation circulation of over 10,000 of the National News Narinder Randhawa copies showing a better on NFSP merger Network (N3), a trading West Midlands member performance. The NFRN has held company focused on news Narinder Randhawa urged “Our sales growth is further talks with the categories; Store2Door, the NFRN to “positively being driven by great National Federation of the federation’s promote” sub-retailing, content that is inspiring to SubPostmasters (NFSP), HND initiative; the pointing out that the retailers,” he added. 20 20 February 2015 Retail Newsagent YOUR

email [email protected] ISSUE tel 020 7689 3357 NO LOTTERY LUCK FOR FRIDAY THE 13TH Whether you believe in it or not, Lottery system, it wouldn’t let us. the curse of Friday 13th certainly “We have a regular Euromil- seemed to have struck some lions customer who comes in retailers with Lottery terminals early who we couldn’t serve, as last week. well as a few others who pick up a RN has received several reports ticket on their way to work. from independents struggling to “I tried to get through to boot up their Lottery systems on Camelot, but we hadn’t been the day, leading to lost sales in told that they had changed their the process. helpline opening time from 7am It was bad luck for Amit Patel to 8am. We had a message telling of Belvedere News Food and Wine us about the issue but couldn’t get in Kent, who said he had to turn through to anyone.” some of his regular Lottery cus- Responding to afected retail- tomers away. ers, a Camelot spokesman said: “Normally it’s just a case of “We can confirm that there was a booting up the system in the temporary issue with a relatively morning but for some reason it small number of terminals first wasn’t working,” he said. thing on Friday morning. Howev- “We tried restarting it a couple er, this was not related to a termi- of times and turned it of and on nal update at all but involved one at the plug switch, but it kept get- of our satellite gateways. ting stuck in a loop. “These route the terminals to “Eventually, we took the plug satellites – so some retailers using out and put it back in, which that particular gateway unfor- seemed to fix it. tunately experienced short-lived Indies report lost lottery sales “It was lucky that it wasn’t a issues. after ‘satellite gateway’ issues busier time, but we did lose a few “We used a pre-recorded mes- sales.” sage on our dedicated retailer on Friday morning. We are sorry about changes to its retailer Ian Simpson of London News hotline to inform retailers that for any inconvenience caused hotline opening hours, which and Toys in York also sufered we were aware of the issue and to the small group of retailers took place last December, and had similar issues in his business. were working to get it fixed as afected.” also issued a terminal message He said: “We open at 6.30am and quickly as possible. The spokesman added it had about the switch on both 6 and 7 when we tried to sign on to the “The issue was resolved by 9am written to all Lottery retailers December. Adeil acts to keep his elderly customers safe Many regular readers of RN’s Your and, if it is, if there is anything that Issue page will be well aware of our can be done to rectify this.” campaign to eradicate flooded tote RN is now pleased to report that boxes from the news supply chain. it looks like the problem will soon But Motherwell retailer Adeil be resolved, after Adeil received a Hussain has an altogether diferent response from the council. flooding issue – this one involving It read: “I can advise you that the an alleyway used by his customers local inspector has checked this to get to his store. location and identified a blocked The Family Shopper retailer Adeil Hussain, inset, contacted his local council to footpath drain that appears to told RN the alleyway in question, get this repeatedly flooded alley near his store fixed be causing the flooding. A work located on Airbles Street, is often instruction has been issued to our used as a shortcut by shoppers to get sidence, so when it rains the water shire council and copied in his local contractor to clean and jet this through to his business. just sits there. SNP councillor, Alan Valentine. drain, they have been given five However, locals have told Adeil “We have a lot of elderly shoppers “Recently many customers, the working days to programme and that the alley is constantly being who live at the rear of Airbles Street majority of whom are elderly, have complete this work.” flooded and is becoming a hazard and who use the alleyway to get to come to me with a concern of theirs Good news indeed, but Adeil says for elderly shoppers, and have asked our shop. But we’ve had some cus- regarding the flooding of the alley- he is keeping an eye on the situa- him to help them get their voices tomers coming in saying this could way between 224 Airbles Street and tion to make sure the council keeps heard. be dangerous for them, especially if 220 Airbles Street,” it said. its word. Speaking to RN, Adeil said: the water freezes over.” “I’m hoping the council can reply, “If we get past the fifth day and “There’s no drain in the alleyway Looking to get this issue resolved, firstly advising if this is the respon- nothing has been done, we will give and there’s a small amount of sub- Adeil sent emails to North Lanark- sibility of the roads department the council another call,” he adds. Retail Newsagent 20 February 2015 21

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

tel 020 7689 0600 RETAIL NEWSAGENT for reasons of clarity or of length LONDIS’S ‘TREMENDOUS INITIATIVE’ #TOP TWEETS

I think Londis’s £2.3m investment in improving Who’s saying what in the store standards is a retailing world this week? tremendous initiative that is going to reinforce our @CavePostOfce working relationship with Feeling lucky? #Health- Lottery 50p on a Tuesday our supplier. & Friday. Go on, give it In an economy where a go. borrowing from banks is getting more difcult, where there is talk of @jsweeneyirl possible deflation and Brisbane shop owner says not a day goes by cash margins are getting where he doesn’t see smaller, investment from people smoking illegal the symbol group is, I cigarettes near his shop think, the only way for a @MasterGrocers #black- lot of very good retailers to market get a jump start towards investment. @Chard_News It’s obviously not a free- WANTED. A winner of for-all with the invest- tomorrow night’s est. ment from Londis, but £29million #EuroMil- it’s absolutely a boost of lions jackpot! RT to confidence at our end. It volunteer! (Or pop in and also helps us to profession- see us and buy a ticket). alise our business – we can tap into some of that brand Arjan Mehr says Londis’s investment plans will @jackiesnews professionalism – logistics, reinforce retailers’ relationship with the company Desk all ready to mark marketing support and up today’s rounds. It’s so on. where that investment to purchase a number of been contacted by his local raining out there so have But the smaller ticket from above can help. papers myself. branch manager and the your paper delivered items also make a dif- All symbol groups Also, as it was so late matter has been resolved.” #enjoyhomenewsde- livery ference – investment in should be heading in this in the morning I had to chiller doors helps our direction, I think. And deliver several rounds Great work, electricity bills, contact- the two-prong approach myself. @EDiamond136 less payment equipment is what we need: both I was extremely disap- News UK Just had a customer request I keep some keeps our costs down, and short-term and long-term pointed to receive an im- I entered the Sun and things like investment in Times #WINAVND compe- reading glasses so he can investment targets. personal restitution form, see the lotto numbers. upgrading IT equipment, Arjan Mehr, I didn’t even get a written tition on Twitter and was He says the local book- improving tills – it’s a lot Londis Supermarket, Bracknell, apology. one of the winners. maker already does so... of little things, and that’s Berkshire How can you quantify It was my first tweet in the time lost and more about a year and I won a Open letter particularly the stress your prize so that was fantastic. @NisaLocalStores actions have caused? It’s really good to see Flipping great pancake to Menzies… How can it happen that News UK getting involved deals on now at your As you will be aware, a newsagent has his sup- because we don’t see that local Bells Nisa of Hab- you recently stopped our plies stopped and the first from publishers very of- berley & Ofmore. @Kid- newspaper supply, without he knows of it is when the ten. It’s great to have dyHour @WorcsHour rhyme nor reason. van doesn’t arrive? that support for indepen- dents. It’s really good Your representative If this were the first @GravellesBudgen to see News claimed it was because the time (however, it is not), We just redid our news Lovefood sampling their shop had changed hands. I would forgive and hope and magazines section delicious meals in our UK getting There was absolutely no that you would learn, and our food-to-go area so Sawston store on Satur- forewarning that this was but it seems Menzies are having a new display for day 28th February from involved about to happen. becoming more autocratic newspapers just as people 10.30am. Come along because we I arrived downstairs to and more distant from the walk in is just going to cap and try some... bring in my supply to be customers they are sup- everything of really. don’t see told the above. posed to be serving. I think it’s a fantastic @NEWSontheWHARF that from Nothing could be done It is becoming, indeed if promotion by News UK Don’t let fire ruin your apparently before 6am it is not already the case, a and anything it can do to livelihood, overloading publishers because the manager was monopoly. raise the profile of news- sockets and poor wiring Steve Patient, papers in a time when standards can be deadly not available until then. S & K Patient Newsagents, very often Although supply was Llandudno the market is declining is #firesafety reinstated, my papers were really positive. AJ Hashmi AJ Hashmi, received extremely late A Menzies spokesman Keinton Stores Follow Retail Newsagent Retailer, Somerton, Somerset and in short supply. I had responds: “Mr Patient has Somerton, Somerset on Twitter @RetailNewsagent 22 20 February 2015 Retail Newsagent OPINION Your say Your say

How are you preparing your customers for were and when they were com- ing. the upcoming tobacco display ban? They know what it will be like, though, because they’ve RETAIL NEWSAGENT We have a vending machine so though – I’m thinking of seen it in all the supermarkets. NEWS ● CONVENIENCE ● PROFIT this means we’ll have minimal installing television screens All our staf are trained and 11 Angel Gate, City Road, London EC1V 2SD changes and minimal outlays, which take a USB stick and know what to expect. Tel 020 7689 0600 Fax 020 7689 0700 as we don’t have to pay to keep running advertisements on There might be some teeth- email [email protected] topping it up. those, pushing things like the ing problems, but we are Annual Subscription Commercially, it works won- National Lottery. about to use a new planogram, UK 1 year £144 Europe £289 2 years £227 Rest of world £339 ders and customers are really Ravi Kaushal which should make the rollout 3 years £319 happy that they can still get the Premier Burlington News, easier. Chiswick To subscribe contact 01737 457236 cigarettes they want. It gives us more space for We’ve been telling our custom- Alkesh Pankhania Editor Director of Sales merchandising other lines too. ers for some time, since last Best-one, Sunbury-on-Thames Chris Gamm Mike Baillie Not having a gantry means year in fact, what the changes 020 7689 3378 020 7689 3367 we can use that space to push Associate Editor Account Managers Chris Rolfe Liz Dale products that we make more 020 7689 3362 020 7689 3363 than 5% margin on. Reporter Will Hoad Carol Bains Steven Lambert 020 7689 3370 Streethouse Post Office, West Yorkshire News020 7689 body 3357 Dwain Nicely Reporter Letters020 7689 name, 3372 Nicola Stewart lettersAccount address Executive 020 7689 3358 Marta Dziok Our customers aren’t really tak- Content Editor – 020 7689 3354 ing an interest in the changes. Features Sales Support We have a vending machine Tom Gockelen-Kozlowski Executive so it’s simply a matter of cover- 020 7689 3361 Chris Chandler 020 7689 3382 ing up one of the shelves that Feature Writer isn’t blank already. Nadia Alexandrou Marketing Manager 020 7689 3350 Lauren McKinnon The changes will give me Production Editor 020 7689 3351 more space for advertising Darren Rackham Marketing Executive 020 7689 3373 Tom Mulready Design & Production 020 7689 3352 YourExecutive stockMarketing Assistant Your stock Hannah Plowman Emma Wilson 020 7689 3380 020 7689 3384 Managing Director Will the launch of Walkers MixUps help you MixUps is probably something Nick Shanagher we will stock – we sell a lot of 07966 530 001 bag extra crisps and snacks sales? Walkers already. We’ve got a large community college down We do have MixUps in stock, packs, though we do have the road from us, and also we they’re something we’ve had parents come in and buy multi- have lot of workmen in first in for a little while now and packs for school lunches. Walk- thing in the morning, so crisps they are proving to be a good ers are the biggest seller, and it are certainly a strong line, in all Email: fi[email protected] seller. We have a lot of children tends to be the £1 sizes that are flavours. come to the store after school most popular. Walkers are the bestseller for If you do not receive your copy of RN please contact Chris Chandler: so crisps are a strong product Nina Kumar us, both in the small and large 020 7689 3382 or [email protected] for us. Birds Newsmarket, sizes. Porstmouth Duncan Finlayson Southernprint, Poole, on 80gsm Galerie Fine Gloss paper They tend to buy single Printed by The Papershop, Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT Devon Audit Bureau of Circulations July 2013 to June 2014 average net circulation We’ve got MixUps in stock per issue 13,626 and I sampled some of the Winner of the 2009 ACE gold award for cheese and bacon ones – I like circulation excellence by a smaller magazine them, they certainly seem addictive, and they are selling well. Retail Newsagent is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the Benefits Fund of the National Federation of The packaging is awesome Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, comments and reviews and the concept is really nice. included are not necessarily those of the Federation and no warranty for goods or services described is implied. We don’t do grab bags any- Reproduction or transmission in part or whole of any item more, for us it’s pricemarked from Retail Newsagent may only be undertaken with the prior written agreement of the Editor. pound bags that sell well, as Contributions are welcomed and are included in part or whole at the sole discretion of the Editor. does the Walkers standard Newtrade Publishing accepts no responsibility for submitted material. Every possible care is taken to ensure range. the accuracy of information. Bintesh Amin For trade use only Blean Village Londis, Canterbury Retail Newsagent 20 February 2015 23 GUEST MICHELLE COLUMNIST

email [email protected] tel 020 7689 0600 DI GIOIA fax 020 7689 0700 Ensuring the safety of employees Retailers have a legal obligation to ensure staff can carry out their work without risk to their health. Are you doing all you can to comply with requirements? The HSE’s website has helpful advice on The Health and Safety at Work shop environment, threat of rob- carrying out a risk assessment of your store Act 1974 states that a retailer has bery and violence as we have seen a duty to ensure (in so far as is in recent cases, shop equipment its store in Merseyside. should also feature in a store’s risk reasonably practicable) the safety, and fire. This ruling raises a question: assessments. The extent of super- health and welfare of all his/her If the shop is relatively low risk should retailers develop a policy vision will depend on the risk and staf during working hours. then retailers can undertake the which is specific to staf working also the ability of lone workers to “Reasonably practicable” is assessments themselves and the alone? identify and handle any health not defined in legislation, but it HSE website (www.hse.gov.uk) is This could consider factors such and safety issues. means striking a balance between an invaluable tool containing a as whether lone workers can ad- Supervisors or store owners the risk which might occur, the step-by-step risk assessment for equately control the risks of their should ensure that anyone work- time and efort it will take to retailers to use. job; whether they have a safe way ing on their own is able to contact rectify and how much it will cost One other aspect of health and in and out of the workplace and them in an emergency and has to ensure your employees are kept safety came to the forefront not if they sufer from any relevant appropriate alternative contact safe in the workplace. so long ago after convenience medical conditions. Finally, is numbers. In practice, this means retailers store operator McColl’s was fined there a risk of violence from cus- In some circumstances auto- should ensure suitable procedures £150,000 for failing to protect its tomers or others? matic warnings could be activated are in place to keep themselves, staf during a series of robberies at Supervision of lone workers if certain signals are not received their staf and their customers within a specified time. safe. Solutions to many of these One way retailers can do this Three things retailers need problems can be found in the wide is to carry out risk assessments of * range of technology being devel- any work-related activities which to do well to limit their liability oped, which retailers can give to lone workers to ensure they are may present a risk to the personal 1. Keep efficient and well recorded health and safety procedures supported as they go about their safety of employees. in place. Discuss and keep a record of all staff training and risk Risk assessments involve a assessments conducted, ensuring that they have been understood day-to-day duties. five stage process which includes by staff. Retain records of inspection and maintenance of Retailers should also remember looking for hazards, deciding equipment for a minimum of three years and have an audit trail that not only may they face fines who might be harmed and how, showing that policies are being followed and taken seriously. for breaching health and safety, evaluating the risks and deciding If you are but an employee may also be able whether existing precautions are 2. Have an internal response team which can act quickly. to make a claim for compensation adequate or not, recording your a small team appoint one member of staff (and an “understudy”) if they sustain personal injury. findings and reviewing your as- to be responsible for ensuring your response plan is followed This all adds up to a “double sessment and revising if neces- and the company’s health and safety policies and procedures are whammy” for retailers. Even more adhered to and recorded in the event of an accident or incident. sary. reason to ensure you have the cor- I would expect retailers to cover 3. Have lawyers on hand in order to provide advice and support. rect procedures in place. slips and trips, handling and Your response plan should contain contacts for a solicitor that moving stock, working at height specialises in health and safety regulatory matters so you can Michelle Di Gioia is a partner in the (on ladders stacking shelves, for seek advice promptly if needed. Dispute Resolution Team at Gardner example), health of workers in the Leader LLP solicitors 24 20 February 2015 Retail Newsagent CHOCOLATE by Nadia Alexandrou email [email protected] PRICEWATCH tel 020 7689 3350 BEST-SELLING CHOCOLATE PRICES AROUND THE UK PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER Chocolate pricing

1 2 3 4 5 Cadbury strategies Twirl 68p 65p 85p 65p 60p 60p 55p 43g (PM) (PM) Mars Snickers RETAILER Duo 83p 69p 89p 80p – – 79p 83.4g 1 Mars NAME MICHAEL MCDERMOTT Bar 62p 59p 85p 65p 65p 65p 55p STORE Londis 51g (2 for £1) LOCATION Clonmel, Co Tipperary Ferrero SIZE 4,000sq ft Kinder Bueno 71p 69p 89p 75p 70p – 85p TYPE just off high street 51g Apart from working in Euros, Mars our pricing strategy is similar Snickers 63p 59p 82p 65p 65p 65p 55p to England’s, and we price 5-10p 48g above RRP. Cadbury’s plain eight square bar is by far the Mars 64p 59p 89p 65p 65p 60p £1 bestseller, which we have on Maltesers 37g (PM) ofer at the moment at two for €3. We merchandise choco- Cadbury late next to the till, as well as Wispa 68p 65p 85p 65p 60p 65p 55p 40g (PM) chocolates that we have on ofer all-year round, which go Mars Milky Way 61p 55p 74p – 60p 60p – in dump bins around the store. Magic Stars This works well as it catches 33g customers’ eyes as they’re Cadbury Fry’s walking around the store, and Turkish Delight 73p 69p 96p 75p 70p – – the ofer encourages them to 50g make an impulse purchase. The same principal goes for why we Mars Bounty 64p 55p 89p 65p 65p 60p 59p Milk put them by the till. 57g Nestlé Kit Kat 64p 59p 85p 65p 65p 65p 59p 4-Finger (2 for £1) (2 for £1) 45g RETAILER Cadbury Creme Egg Minis £1.38 £1.49 93p £1 £1.20 £1.20 £1 89g 2 NAME SAMEER AYIAZ STORE Nisa Local LOCATION Finsbury Park, London SNICKERS DUO 83.4g Price distribution % SIZE 1,200sq ft 26% TYPE secondary road 20% s We generally stick to Nisa’s RRP, 7% of independents but adjust it depending on how 18% sell this product at or well something sells. At the below the 69p RRP 16% moment we don’t have any promotions on chocolate, 14% but they do well. Single 12% chocolate bars sell better than multipacks, purely 10% because they’re easier to 8% pick up on impulse. For this reason we merchandise 6% chocolate by the tills, 4% and sometimes second site them in high foot- 2% fall locations around the 0% store. Bestsellers tend to be the big mainstream brands

71p 72p 73p 74p 75p 76p 77p 78p 79p 81p 82p 85p 69p 70p 80p 83p 84p -69p like Snickers, Mars and M&Ms. +£85p Chocolate tends to sell better in Average selling prices and best-selling products rankings are sourced by EDFM Ltd from the winter. 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 20 February 2015 25

RETAILER RETAILER 3 4 THE NAME MIKE BROWN NAME NIGEL KENDAL STORE Browns Newsagents STORE Meadow Stores ENTREPRENEURS LOCATION Stokesley, LOCATION North Wootton, King’s Middlesbrough Lynn The world’s best business brains and SIZE 250sq ft SIZE 600sq ft TYPE just off high street TYPE village what you can learn from them Countline bars have just started I normally look at the prices set to pick up again since they by Tesco Express up the road, began to dip around six months and make sure I’m not more ago. I found some really good expensive. Where I can, I will deals from Booker – for ex- go slightly above RRP, however. ample, Crunchie pricemarked Pricemarked chocolate bars at 60p ofering 40% margins. I definitely do make a diference, remember last year Mini Eggs which is why Twirl is our cur- were pricemarked at £1 and sold rent bestseller, pricemarked at really well, though I haven’t 60p. Mars bars are very popular, seen anything similar avail- too. I put all chocolate with the able this year. Customers have rest of the confectionery on been asking for them, but I’m an aisle close to the tills. I’m planning to stock them closer in a village and not part of a to Easter. Another reason I symbol group, so planograms think countlines are picking up don’t really work for me. I don’t is because of more pricemarks have any promotions for this and the cold weather. category at the moment. JIM SINEGAL As of 2014, it was the second Route to the top largest retailer in the United After he started as a bagger States and the third largest at FedMart in 1954, Jim Sin- in the world and the largest egal discovered he loved the membership warehouse club retail business, and quickly chain in the US. worked his way up to execu- tive vice president. He then Key achievements RETAILER worked in similar roles for several companies includ- l A 2012 CNBC documenta- ing the Price Company and ry stated that from 1985 un- 5 Chamberlin and Associates. til Sinegal’s retirement, the NAME UGAR ADIS Together with Seattle retailer stock’s value had increased STORE Mace Essentialz Jef Brotman, he co-founded by 5,000%. LOCATION Cambridge Costco, and, from 1983 until l Sinegal, through Costco, SIZE 1,300sq ft his January 2012 retirement, provided his employees TYPE main road Sinegal was Costco’s presi- compensation and benefits I prefer to pricemark where dent and chief executive. He much higher than retail I can, but if not I go slightly remains on Costco’s board industry norms. above RRP to make up for lost of directors. Sinegal was l In 2009, Mr Sinegal was margins. It’s these small price a protégé of the legendary considered one of “The Top rises here and there that allow Sol Price, widely consid- Gun CEOs” by Brendan me to employ someone to help ered to be the ‘father’ of the Wood International, an me clean and rotate stock. “warehouse store” concept. advisory agency. Kinder Bueno sells best, closely followed by the four-pack Snickers pricemarked at £1, Lessons for your store which is good value to my 1 “You have to take the shit with the customers when compared sugar” – a favourite quote attributed to a single bar at 55p. I’m to Sinegal on his philosophy on dealing just behind some student with success. accommodation, and also have 2 Be accessible – Sinegal’s offices a sixth form college nearby, were in the hallway at Costco’s so my main customers are headquarters. students, who respond well to 3 Treat your employees well – the pricemarked multipacks. Costco is well-known for offering above-average pay for warehouse- store workers. 26 20 February 2015 Retail Newsagent

f you can find something on the shelf “Some people will come in and say: at WHSmith, you won’t find it any- ‘You’re stocking X, thank God I don’t have where near Martin Skelton’s store. to go to London anymore, brilliant.’ I His shop is a haven for independent “Others will come in and love it but magazines – the type of titles you rarely find they’ll come back four or five times before outside of London, let alone in a multiple. they actually choose something. The big Martin’s reasoning? “We don’t have a “Then there’s people who are just be- hope in hell of competing with WHSmith, mused by it all.” so why try? We want to be something com- Martin has about 200 titles in store at pletely diferent,” he says. any one time and has the capability to It has been a long-held aspiration of Mar- order up to 4,000 more through distribu- tin’s to open an independent magazine store tors Comag, MMS, Antenne, Turnaround cover in his adopted home city of Brighton, and and Central. after he recently sold his successful educa- He has also been approached directly by tion consultancy business, he decided it was five or six independent publishers and will time to take the leap. try to order in anything that is asked for by “I’ve had so much fun in other cities in a customer. the world, finishing work for the day and But, he admits, it isn’t always that going out wandering and finding stores simple. story that sell these types of magazines,” says “Because they’re independent titles, they Martin. “It just seemed crazy that Brighton, have an independent life,” he says. “So we with two universities and an art college, a get them when they come in and some- Having sold a successful education large gay population and a big cultural mix, times the distributors sell out and that’s consultancy business, Martin didn’t have one.” it, it’s done, so we have to wait for the next Simply called Magazine Brighton, Mar- issue to come out. We’re just learning. Skelton was after a different tin’s store is just shy of 400sq ft and is situ- “Surprisingly, of the 160 titles we had on ated in the trendy streets of North Laine, a display when we opened, there are only six challenge. Then he recalled the few minutes’ walk from the train station. that we haven’t sold at least one copy of. wonderful magazine shops he’d It opened two weeks before Christmas “We had five copies of Frankie come in and has already become a popular destina- for the first time recently and they arrived found in cities around the world tion for local students and creative types. at one o’clock and we had sold out by four. and decided to open his own in “The word is spreading really quickly,” So, we phoned the distributor up and said: says Martin. “Twitter and Instagram ‘Let’s have some more’. Brighton. Nicola Stewart reports are going bonkers. “So we are slowly learning which titles Retail Newsagent 20 February 2015 » 27 THIS WEEK IN MAGAZINES “Most independent magazines Pages have a really strong design ethic, 49-53 along with the words, so they lend themselves well to social media such as Instagram and Twitter, which are picture driven. This has really helped us to spread the word.” Martin Skelton, Magazine Brighton, East Sussex

Martin Skelton says he’s not trying to make a fortune with his new magazine shop – he just wants it to succeed

“We don’t have we need to have 20s and 40s of and which titles we just need fives or 10s of.” a hope in hell of With margins sitting at between 25% competing with and 50%, depending on the distributor, Martin says he needs to pull in about WHSmith, so why £10,000 a month to break even. His aim try? We want to is to drive the average customer spend be something up to £25. In the hour or so RN spent in his store, completely Martin sold 12 magazines to eight custom- different” ers for a total of £118.44. The titles were all diferent and ranged from UK lifestyle title Oh Comely, £4.50, to US cookery title Cherry Bombe, £14.50. The response from customers has been extremely encouraging so far, and Martin says he is looking forward to the busier Visit my shop summer months. “January to February is super quiet, and it suits us to open and learn about how to get the magazines in when we’re not under too much pressure,” he says. “I’m hoping that once the warmer weather comes and it’s festival time, that will bring a whole bunch of people in, and we’ll be fine. “I’m not trying to make a fortune of it, I just want it to succeed, and I want people Magazine Brighton to come in and have their own place 22 Trafalger Street Brighton where it’s not just what you see every- East Sussex where.” l BN1 4EQ Want to see more @magbrighton of Martin’s store? 28 20 February 2015 Retail Newsagent PLAIN PACKAGING

In the week the fight against plain packs in the UK stepped up, Retail Newsagent was in Australia seeing the effects of the law on business first hand. Chris Gamm, Tom Gockelen-Kozlowski and - from Melbourne, Australia - Nicola Stewart reports The fight is on t was a silly decision in the first from smoking and the illicit trade legislation was unduly hasty. place and it hasn’t done any- will just get easier,” Mr Brown said “We shouldn’t rush with a feel- thing to stop people smoking,” at the event. good policy just because we feel I says Melbourne retailer Mark In an impassioned speech which something should be done,” he said. Awad, of City Convenience Store. highlighted the commitment of the The MP for Enfield North also Over two years after plain packag- trade to uphold the best standards of highlighted the widespread unease ing was introduced in Australia, responsible retailing, NFRN member that exists about the current push on an RN investigation has discovered Solly Khonat said he was proud “to be plain packaging: “There is disquiet that retailers are still wondering a gatekeeper stopping young people on all levels about plain packaging. why, when it has achieved so little in smoking day in, day out”. The foreign secretary wants more terms of smoking rates, plain pack- The risk, repeatedly raised by evidence”. aging was ever brought into force in retailers, manufacturers and others He echoed Mr Khonat’s concerns the first place. in the trade is that plain packs will that criminals would be the ultimate “I don’t think plain packaging or lead to a race to the bottom in terms victors. our display ban have made any difer- of the price of tobacco. Not subject “With no branding, price is the ence to smoking rates at all,” agrees to the same duty and tax burdens only diferentiator. If a young person Kirk Jerome, owner of Kiosk 95 in as the legitimate trade, this is a race is given the choice of £3 for an illicit Melbourne City Centre. the illicit trade will always win pack or £9 for a legitimate one, there Meanwhile, on the other side of and, in this murky world, ID checks will be only one outcome,” he said. the globe, the fight to stop plain and Challenge 25 initiatives simply On the Labour side, Gerry Sutclife packaging coming to the UK rach- don’t happen. Legislation also addressed campaigners against eted up a notch last week with 100 Politicians from across the politi- should be the move. retailers, industry figures and MPs cal divide also showed their concerns “Legislation should be evidence joining forces at an NFRN-organised as it emerged that 100 Conservative evidence based based and there is no evidence that rally against the proposals. and 12 Labour MPs were planning and there is plain packs work,” he said. Arriving from around the UK, re- to rebel against the proposals when At the same time, tobacco tailers, including current and future they come to a parliamentary vote, no evidence manufacturers themselves are seeing national presidents Martyn Brown which one MP said could be as soon that plain increased evidence of the eforts anti- and Ralph Patel, were among those to as the next two weeks. smoking lobbyists have had to make show their concern at the govern- One of the most outspoken, packs work to push plain packaging back on to ment’s plans for plain packaging. Conservative Nick de Bois MP, told Gerry Sutcliffe MP the agenda. “Customers are opposed to plain those attending that the accelera- Member of Parliament As RN analysis shows this week, packs, [they] will not prevent people tion of the government towards new for Bradford South 99% of respondents to the govern- Retail Newsagent 20 February 2015 29

CLOCKWISE, FROM TOP LEFT 100 MPs march through West- minster; Ex-NFRN national president Peter Wagg and Ki- eran McDonnell with current president Martyn Brown; Nick de Bois MP addresses retailers before the march; Tobacco Retailers’ Alliance spokesman Suleman Khonat hands the petition to the DoH with Martyn Brown; retailers demand the right to choose ment’s consultation were against UK retailers should take some fought, and won, for an exemption plain packaging. Even once the cam- comfort from the fact that two years for wholesalers. paigns were taken out, three quarters on, queue times are much the same Confronted by the prospect of were against. as ever in convenience and the pub- darkrooms with rows and rows of One of the biggest cohorts of lic have grown used to the changes. cigarettes in the same packaging, it respondents who favoured plain “Most people come in and know was agreed that branding on outers packaging (numbering a huge 30%), exactly what they want. When it should remain. however, were local councils, a situ- was first introduced, some people With arguments about youth ation that Ron Ridderbeekx, BAT’s Customers are would have to pull out their old access, the illicit trade and a lack head of corporate & regulatory afairs, packet to check the brand, but once of proof of its efects at reducing described as “government lobbying opposed to they were used to it, it was no prob- smoking rates, the arguments to government”. plain packs, lem,” Tarsem says. scrap plain packaging all together Back in Australia, RN’s investiga- Kirk Jerome’s experience was sim- are equally strong, campaigners tion into the efects on retailers of [they] will not ilar: “I think the general public were believe. plain packaging highlighted how prevent people slightly confused at first because the “If we can get 100,000 signatures, precient some of the warnings about name of the brands was much larger there will have to be a debate in the the law are. from smoking on the old packaging but once they House of Commons. That will really In a country where a packet of and the illicit got used to it, it was fine.” throw them,” says Nick de Bois. cigarettes costs even more than in One reason sited by the retailers Ron Ridderbeekx, meanwhile, the UK, plain packaging has meant trade will just for the relatively smooth change was thinks victory could also be within that the question “what is your a major investment by the govern- sight: “I believe we can win the cheapest pack?” has become even get easier ment to educate consumers about vote,” he says, “but retailers will more common. Martyn Brown the changes ahead of time. need to work together to do it. If you “Price is always the main factor. NFRN national president “A lot of advertising went on before assume someone else will do it, it Companies are coming out with plain packaging was introduced so won’t happen. cheaper alternatives now so people there was a lot of awareness about “It’s no good if an MP is against will buy those,” says retailer Mark it,” says Kirk. plain packaging but no one in their Awad. One of the coalition government’s constituency talks to them about it,” Tarsem Singh, owner of a 7-11 first cuts on coming to power was he says. convenience franchise in Melbourne £130m from its own advertising bud- “They will look like a libertar- City Centre, has seen this trend have get so it cannot be guaranteed that ian loony. However if they say ‘I’ve a direct efect on his sales. “Roth- UK retailers would benefit from the spoken to my constituents and they mans is our bestseller. We used to sell same kind of support. want me to act’ it is a diferent story.” more Winfield but the cheaper lines Yet a glimmer of hope does exist With these reasons for optimism, are more popular now,” he says. that the government can be persuad- the next few weeks will be vital as But what of the other efects of ed by the evidence-led arguments those from inside and outside the plain packaging? How much of of the trade. Since plain packaging trade who do not want to se plain a challenge did the law change was first mooted, the Federation packaging come to the UK write, create for the trade? of Wholesale Distributors has lobby and campaign against it. l 30 Promotional feature 20 February 2015 Retail Newsagent THE BEST MONEY MAKING IDEAS FOR 2015

Great opportunities Seven top suppliers lay out their ideas for improving sales, service and profits in the independent channel this year. How could your store benefit from their advice?

here is a pleasing irony that, a week Over the next seven pages we’ve asked sup- a toolkit for growing sales in the channel’s after the supermarket ombudsman pliers, wholesalers and the newstrade to give most dynamic categories. Plus each idea Christine Tacon opened an investiga- an insight into some of the big ideas that will comes with a case study that highlights T tion into Tesco’s destructive relation- shape the convenience landscape in 2015. how Britain’s best independent retailers are ships with suppliers, RN provides further From News UK’s investment in HND to benefiting already. evidence of the growing bond between the in- Taylors of Harrogate’s online platform for With so many ways to improve your busi- dependent sector and FMCG’s biggest names. retailers, each company provides you with ness, this opportunity is too good to miss.

Our challenge: Read through the next seven pages, pick three ideas that you can apply in your store in the next month. Let us know how you get on.

Best ideas - Top retailers - Intro.indd 30 17/02/2015 18:14 Retail Newsagent 20 February 2015 Promotional feature 31 THE BEST MONEY In association with MAKING IDEAS FOR 2015 FOCUS ON CHILLED & FRESH

Q&AWhat investment from your company should RN readers be most excited about? Best-one is working with leading suppliers to develop and simplify planograms and has introduced a Best-in chilled range for retailers, including fresh meat, sandwiches, savouries and fruit and vegetables. How can retailers make the most of it? Allocate space and plan the fixture accordingly. Around 20% of store space should be dedicated to fresh and chilled with an emphasis on products that satisfy shoppers now and for the next 24 hours. How are you helping retailers take advantage of this? Sales of chilled in Best-one are up 44%, year on year, through members working in partnership with our business development executives and drop shipment supplier IDC. Our chilled warehouse in Coventry has increased in size by 50% to meet demand. What results can they expect? Get it right and chilled products could contribute up to 20% of turnover – bigger than beer, lager and cider. Retailers who join Best-one will also be eligible for up to 5% cashback on all sales through our innovative My Rewards rebate scheme.

Two in every three baskets in convenience now Retailer includes a chilled product – now is the time to get viewpoint behind the category Nayan Amin Best-one, Dunstable

In the beginning, I used to think out-of-dates would a major problem but, like other Best-one members, I can get 80% of chilled foods as singles so I had total control over stock. Now I am buy- ing cases rather than singles as sales are booming – I am seeing an uplift of over INNOVATION A new range of quality Best-in PARTNERSHIP Working with business develop- 50% on chilled and fresh. l chilled meat and poultry packs is now available ment executives and merchandisers, retailers to retailers can see chilled sales uplifts of over 50%

Want more advice? Contact James Hall on 0208 453 8353 or [email protected] to find out how you can grow your chilled sales through Best-one.

Best ideas - Top retailers - Intro.indd 31 17/02/2015 18:14 32 Promotional feature 20 February 2015 Retail Newsagent THE BEST MONEY In association with MAKING IDEAS FOR 2015 DISTRIBUTION & DISPLAY

Q&AWhat investment from your company should RN readers be most excited about? Mars prides itself on providing tailored, expert advice to retailers, as well as category-led solutions and display equipment. In addition, Galaxy will be supported by a £12m media campaign and major through-the-line campaign in 2015 with 44 weeks on TV. How can retailers make the most of it? Use our store-specific display options ofered by Mars and focus on the right products. The top three brands generate 78% of total chocolate sales so it’s crucial to get the main display right, multi-facing stock where possible. How are you helping retailers take advantage of this? Mars carries out research to find out how shoppers are influenced and what they want to see in store. We learned that half of confectionery shoppers are influenced at the fixture. What results can they expect? Mars has six of the top 10 single chocolate brands in independents. Retailers stocking these brands will bring consumers to the category and maximise sales. Mars Chocolate is continuously investing in research into the best distribution and display advice, as well Retailer as a variety of PoS materials to increase sales in the viewpoint confectionery category Kay Patel Global Food & Wine, East London

I have worked with Mars for a number of years now, both as a member of their retail panel and with my territory manager in-store. Working alongside Mars I have taken advice on how to display confectionery efectively and generate sales; we work collaboratively on ensuring that I have the right range to meet my STOCK UP Stock up now on the new Galaxy SNACK STOP A till point unit drives additional customers’ needs and the right display Salted Caramel bars and blocks impulse sales solutions in place to drive sales. l

Want more advice? Contact the Mars Chocolate sales team on 01844 262 517 to find out how you can grow your chocolate sales.

Best ideas - Top retailers - Intro.indd 32 17/02/2015 18:14 Retail Newsagent 20 February 2015 Promotional feature 33 THE BEST MONEY In association with MAKING IDEAS FOR 2015 MAKE THE MOST OF BRAND INVESTMENT

Q&AWhat investment from your company should RN readers be most excited about? We are investing heavily in exciting media and marketing campaigns for our key brands including Cadbury Dairy Milk, Trebor, Belvita and Oreo. In addition, Cadbury Creme Egg ‘Have a fling’ campaign is back on TV and on posters near your store. We also have innovative new products, with a media spend of more than £4.5m for Cadbury Dairy Milk Oat Crunch. How can retailers make the most of it? Make sure you’re stocking the brands that are being invested in. Ensuring you stock the most relevant range for your store (on- the go and top-up shop pack sizes). Make sure they have good visibility in- store, positioning them in a primary fixture and then in secondary sites, for example on the counter and in other high trafc areas. How are you helping retailers take advantage of this? High impact manufacturer PoS material will ensure you grab consumers’ attention. What results can they expect? In tests, retailers who followed our advice on category management have seen an increase of 17% in value sales2. Mondelez International has invested heavily in its biscuit Retailer and confectionery brands, with 26% share of the category’s viewpoint total marketing spend, which is almost four times its market share1 – so make the most of the activity by being ready Mayur Patel Saxon Field Stores, Andover, Hampshire

I used seasonal brand investment and PoS display in store with great results. The Cadbury seasonal display was a real l MERCHANDISING Make sure you know which MEDIA Stock up in time to take advantage of sell out with our customers. brands are being invested in by visiting heavyweight investment in key brands like www.deliciousdisplay.co.uk Oreo

Want more advice? Visit Dave our virtual representative at www.deliciousdisplay.co.uk to find out how you can grow your sales.

1The Nielsen Company, Total Value MAT 12.07.14 2Convenience Store Shop Project 2014

Best ideas - Top retailers - Intro.indd 33 17/02/2015 18:14 34 Promotional feature 20 February 2015 Retail Newsagent THE BEST MONEY In association with MAKING IDEAS FOR 2015 THE SUN HOME NEWS DELIVERY

Q&AWhat investment from your company should RN readers be most excited about? The Sun ofering HND allows your customers to receive their daily paper delivered free of charge. The Sun is reimbursing retailers for the cost of delivery. How can retailers make the most of it? This ofer will give you the opportunity to speak to new and existing customers to increase your HND delivery reach. Send your store details to the contact below to be mapped, receive PoS and be included in the ofer. How are you helping retailers take advantage of this? Our field team are out promoting this ofer and educating retailers. There is also lots of information on our engagement website www.newsretail.co.uk where retailers are able to contact a member of the team through [email protected] if you are interested in growing your HND. What results can they expect? Retailers can expect an increase in loyal customers who they can build a relationship with, with continued support from the retail team at The Sun. Retailer News UK - owners of The Sun – has now mapped over 84% viewpoint of the UK population to a local retailer who will deliver to their home. Customers now have four delivery options to Amar Patel The Paper Shop, choose from and customers can visit DeliverMySun.co.uk Mount Sorrel, Leicester YOUR QUESTIONS ANSWERED DON’T JUST TAKE OUR WORD FOR IT

SUPPORT LOCAL 1. HOW MUCH DOES IT COST? NEWSAGENTS We’re only paying for the delivery part, not the newspapers “The Sun is definitely my best themselves. So for the fi rst 12 weeks of this offer you will only 2. HOW DO I PAY? -selling popular need to pay for the cover price of The Sun newspaper. This newspaper. Apart from deliveries a lot of my You will pay your retailer for your newspapers costs 40p per day Monday to Friday, 60p on Saturday and directly – no money is paid to The Sun. After regulars pick up a copy themselves in the morning Since I was 80p on Sunday. provided with a Sun VND, you’ve given the retailer your delivery vouchers, when they come into the shop.” After the fi rst 12 weeks of getting your paper delivered and set up your delivery, they will contact you to for free, you will need to pay for delivery – these delivery arrange payment of your paper bill. Newsagent Peggy Gordon has been running Hillside charges vary depending on your newsagent, so please ask News in Worlingham, Beccles, for the last seven years headliner and retention tray on my counter them for details of how much this costs. my newspaper sales have increased. This was thanks to the help of News UK, who SUPPORT

3. HOW DO I GET THE SUN DELIVERED? LOCAL 4. DO I HAVE TO GET THE SUN NEWSAGENTS provided me with 12 weeks free delivery. I Your newspaper can be delivered by any one of the DELIVERED EVERY DAY? retailers that have agreed to deliver to your postcode – just search your postcode at DeliverMySun.co.uk to fi nd No. We have 4 different offers to suit how often you “It’s a great paper. It has everything, also focus on distributing my own leaflets one near you. like to read The Sun. You can choose to have the paper delivered… from news to sport to crosswords.” • Every day of the week Newsagent Kanu Patel, who runs Jones News in to my village. This has helped my sales • At the weekends only Enfi eld, north London, has been selling copies of • On Saturdays only The Sun for his two decades behind the till. • On Sundays only increase and I will continue to advertise Just choose the best option for you. SUN FREE DELIVERY PROMOTION Make your SUN FREE DELIVERY PROMOTION Don’t just the HND service to my customers. l customers aware of the promotion take our word for it

Want more advice? Contact News UK Retail on [email protected] or via twitter @News_Retail to find out how you can grow your Newspaper sales.

Best ideas - Top retailers - Intro.indd 34 17/02/2015 18:15 Retail Newsagent 20 February 2015 Promotional feature 35 THE BEST MONEY In association with MAKING IDEAS FOR 2015 IS YOUR CASH FLOW GOING UP IN SMOKE?

Q&AWhat investment from your company should RN readers be most excited about? We have recently launched our popular Royal Dutch Panatellas in a convenience friendly 20 piece outer for individual sale. Our sales team are actively selling these in presentation tins. How can retailers make the most of it? The single cigar market continues to be a popular purchase as consumers look for an instant smoke on the way home, or in the garden. Traditional outers of 50 can tie up cash flow for two to three weeks. How are you helping retailers take advantage of this? Royal Dutch Panatellas come in outers of 20 meaning lower cash outlay and faster turnaround of your profit. They also ofer more PoR per transaction, circa 22% if sold at RRP of £1. Available now through all major wholesalers. What results can they expect? Faster profit turnaround and improved cash flow. Less money tied up in stock making sure your money is working harder elsewhere. Retailer Managing your cash flow can be difficult, particularly viewpoint when products come in large pack sizes. What can you Raj Patel do? Sandown News, Isle of Wight

I started working with Ritmeester in 2014. Miniatures weren’t moving as I would have liked. Working with Tony, my Ritmeester rep, we reduced the price to £3.95 and sales moved forward sharply. Consumers love the quality of Royal Dutch products, and it’s good to see them support- ing retailers with high PoR and smaller PANATELLAS Royal Dutch Panatellas are now VALUE PRODUCTS Value miniatures like Royal pack sizes, making our money work harder available in a convenience friendly 20 stick Dutch continue to grow. Make sure you are and turning our profit around faster. l display outer. Great for your cash flow! stocking value lines for your customers

Want more advice? Contact Andy Swain on [email protected] or 0208 940 8570to find out how you can grow your cigar sales.

Best ideas - Top retailers - Intro.indd 35 17/02/2015 18:15 36 Promotional feature 20 February 2015 Retail Newsagent THE BEST MONEY In association with MAKING IDEAS FOR 2015 DISTRIBUTION & DISPLAY Q&A What investment from your company should RN readers be most excited about? With the dramatic growth in premium ‘on the go’ cofee, a Jack’s Beans cofee bar delivers a Fairtrade premium cofee for your shoppers while ofering your business competitive terms tailored to your needs. How can retailers make the most of it? Our space saving design, Jack’s Beans has the smallest full-size cofee machine on the market. Your shoppers have a choice of six cofee shop-style drinks. How are you helping retailers take advantage of this? At Jack’s Beans we take the hassle out of running the ofer with installation, training, PoS and all consumables included, delivered daily. What results can they expect? Jack’s Beans retailers are already selling up to 20 cups per day and by adding a good hot food ofer, can see sales increasing 20% week on week.

Retailer viewpoint Diversify your store with a Jack’s Beans coffee bar and see your profits increase Ian Lewis Spar, Minster Lovell

Since having a Jack’s Beans compact cofee bar in our store we’ve seen our customer footfall and food-to- go sales increase by 20%. We’ve been selling between 15 and 20 cups per day and our customers love the fact they are made with fresh Fairtrade beans and COFFEE BAR Jack’s beans delivers premium IN-STORE David and Ian Lewis outside their milk. Some have said it’s one of the best Fairtrade coffee for your shoppers with six Spar store in Minster Lovell cups of cofee they’ve tasted. l coffee shop-style drinks

Want more advice? Contact the Jack’s Beans team on coff[email protected] or 0845 122 2230 to find out how you can grow your sales.

Best ideas - Top retailers - Intro.indd 36 17/02/2015 18:15 Retail Newsagent 20 February 2015 Promotional feature 37 THE BEST MONEY In association with MAKING IDEAS FOR 2015 TAKE CONTROL OF YOUR HOT DRINKS WITH WWW.BREWVIEW.CO.UK

Q&AWhat investment from your company should RN readers be most excited about? We have invested a lot of time and money in understanding convenience shoppers. Retail continues to change and this is an exciting time to capitalise on shopper missions by getting ranges right. How can retailers make the most of it? Take a break, make a cup of tea and visit www.brewview.co.uk. In 15 minutes you will learn who your hot drinks shoppers are, what they want and how to use pricemarked packs and promotions. You will also learn about the latest market trends and how to increase basket spend? How are you helping retailers take advantage of this? On www.brewview.co.uk you can access tailored hot drinks planograms, stock up on the bestsellers and PoS for category link-ups. What results can they expect? By understanding your hot drinks shoppers, you will be able to tailor your range accordingly and start enjoying better sales and profits. Retailer viewpoint Make more money and get the most out of your hot drinks category by following our simple, unbiased Serge Notay category advice Notay Stores, Heckmondwike

During a period of hot weather I’d never expect my hot drinks sales to increase but that’s what’s happened as a result of working with Yorkshire Tea. Introducing refill packs was an interest- ing move because I’ve not sold them before, but they are selling really well. ONLINE The Brew View website will help you IN-STORE Tailored planograms can help you I find it helps to explain to customers gain category-wide insight to help you grow build a range and layout to meet your store’s the benefits of buying them. l your sales specific needs

Want more advice? Contact the Brew View Team on [email protected] or 01423 814000 to find out how you can grow your hot drinks sales.

Best ideas - Top retailers - Intro.indd 37 17/02/2015 18:15 38 20 February 2015 Retail Newsagent MAGAZINES

Newsstand leaders The latest set of magazine industry sales figures reveal a continued downturn in the market, but sales opportunities from growing stalwart titles and launches too. Neville Rhodes and Chris Rolfe report he Audit Bureau of Circula- It was a diferent story for the and fall as their characters come tions figures for the second weeklies. Newstrade sales of the top in and go out of fashion: this year’s half of 2014 show a continu- 30 fell by 8.5% overall, with eight of winners could be next year’s flops. Ting fall in overall newsstand the best-selling weeklies down more Currently, the biggest selling sales of magazines, but there are a than 10%. A few bucked the trend, titles are Fun to Learn Peppa Pig, few encouraging signs of growth. with Woman, Woman’s Weekly, CBeebies Weekly, Peppa Pig Bag-o- Three of Britain’s oldest and What’s on TV and Total TV Guide Fun and Disney’s Princess, while the best-known magazine brands, Good each recording an improved year- monthly Lego Legends of Chima is Housekeeping, Woman & Home on-year performance. Three of showing strong growth. and Vogue, each increased their Although overall newsstand sales Children’s titles also feature newsstand sales last year, and that of TV listing titles are down, the Britain’s prominently in the shorter-than- is certainly a good sign. sector remains remarkably strong, oldest and usual list of new magazines, or those And they weren’t the only ones. given the competition from free that are reporting their circulation With Glamour and Prima also show- listings and electronic programme best-known figures for the first time. ing newstrade gains, the women’s guides, with the six titles selling Top of the list is Immediate fashion and lifestyle sector was the an average of 3.3 million copies a magazine Media’s Lego Friends, a monthly for main contributor to the increase of week and generating annual RSV primary-age girls, which jumped around 1.5% in aggregate newsstand of £145.1m. The two low-price titles, brands straight into the top 100, followed sales of the top 20 monthlies. market leader TV Choice and What’s increased by the same publisher’s Skyland- There was some growth, too, on TV account for more than two- ers Universe, and the pre-school in other sectors of the women’s thirds of the sector’s copy sales. their news- monthly Mister Maker, also from interest category, with year-on-year Far more difcult for retailers is Immediate. newsstand sales gains for InStyle, the volatile children’s sector, where stand sales Other debut titles, all aimed Essentials and House Beautiful. the fortunes of individual titles rise last year at specialist readerships, include Retail Newsagent 20 February 2015 » 39 THIS WEEK IN MAGAZINES Pages 49-53

NEWSSTAND TOP PERFORMERS MAGAZINE dren’s sector launches with retail sales (not OF THE YEAR during the year from all at the newsstand) Immediate Media, the of over 80,000 copies a Good others being Skyland- month; now available Housekeeping ers Universe and at more independent Mister Maker. retailers. For its 5% sales increase PUBLISHER HOME at the OF THE YEAR INTEREST news- H Bauer MAGAZINE stand For the sales OF THE YEAR and its consistency remarkably consistent House of its portfo- Beautiful record over the past lio, based on value-for- seven years. money cover prices With the four and good availability leading titles BEST at retail. – Ideal Home, PERFORMANCE Your Home, BY A WOMEN’S CATEGORY Style at Home WEEKLY OF THE YEAR and Country Living – all Woman’s (WEEKLIES) showing either small Weekly The ‘classics’ increases or small losses, House Beauti- One of sub-sector ful’s 6,000 additional only two newstrade sales made women’s it the sector’s out- weeklies Historic brands, launches and standing performer. to add seasonal magazines continue sales With Woman, Wom- to be strong sellers for retailers during an’s Own, Woman’s MOTORING 2014 – the other was Weekly, Best and MAGAZINE OF Woman – and the sec- Bella all outperform- THE YEAR Cyclist, Your Family Tree, both tor’s most consistent ing the women’s published by Dennis, and Combat Motor performer over the weeklies market. Aircraft Monthly. past 10 years. Cycle The minus signs on our circula- CATEGORY News tion tables tell their own story, and BEST there should be no doubt that the OF THE YEAR In a sector magazine industry as understood PERFORMANCE (MONTHLIES) that is go- by retailers is in serious decline – BY A WOMEN’S Children’s ing through a slump whatever gloss the publishers put on Although MONTHLY in sales, Motor Cycle the figures. InStyle News remains the Commenting on the ABC release, overall biggest seller, with Barry McIlheney, chief executive of For in- the biggest propor- the Professional Publishers Associa- newsstand creasing tion of its sales at the tion said it served as “a reminder news- For providing four newsstand and at full of the magazine sector’s changing sales of TV stand out of the five big- price. dynamics”. listing titles sales gest launches of the “The linear measure of magazine year year, and a growing SPECIALIST readership is now superceded by a are down, on year number of titles in the CATEGORY more layered measure of magazine from 75,513 to 77,481 top 100. OF THE YEAR the sector and selling a much brand communities, and their reach Home Interest across multiple platforms,” he added. remains bigger proportion of SPORTS Mr McIlheney’s comments are a them at full price. MAGAZINE DIY Market reminder to retailers that maga- remarkably OF THE YEAR leader Home zine publishers are battling on two LAUNCH Forever Sports Building & fronts: they are, in most cases, strong OF THE YEAR Renovating, struggling to hang on to their print Lego Friends Launched less than aimed at prop- sales, while at the same time fight- a year ago, it quickly erty develop- ing to make headway with their Aimed at became ers, has newsstand digital editions. primary- Britain’s sales of over 12,000 The figures show some growth in age girls, top copies a month. Other digital editions, but in the majority the big- selling titles in the sector of cases the digital gains are more gest seller sports include Build It, Self than ofset by the loss of print sales. of three maga- Build & Design and That’s a challenge to retailers, and new chil- zine, The Self Builder. an even bigger one for publishers. l » 40 20 February 2015 Retail Newsagent MAGAZINES Despite many magazines continuing to suffer falling circulations, best-selling titles generate millions of pounds for independent retailers every week. Use these latest figures to get to grips with today’s market and choose the best range for your store The market in focus

Estimated Estimated Newsstand Changeyear annualRSV In stock? Newsstand Changeyear annualRSV In stock? single copy on year (£m) single copy on year (£m) CHILDREN & TEEN Mister Maker 25,321 – £1.1 n Fun to Learn - Peppa Pig 85,268 -8.1% £4.1 n Disney Fairies Tinkerbell 25,002 -5.4% £0.9 n CBeebies Weekly 60,199 41.0% £3.8 n Bob The Builder 24,980 -12.2% £0.9 n Peppa Pig Bag-o-Fun 58,375 -11.5% £2.8 n Toybox 24,906 -3.9% £1.4 n Disney’s Princess 56,126 8.8% £3.6 n Mr Men & Little Miss 24,642 -23.0% £0.7 n CBeebies Art 54,118 1.5% £2.3 n Disney and Me 23,834 -25.6% £1.5 n Lego Legends of Chima 53,759 25.2% £2.1 n WWE Kids 22,841 -15.0% £1.3 n CBeebies Special 52,590 -14.6% £2.8 n The Simpsons Comics 21,462 -30.0% £0.9 n Toxic 51,479 -2.1% £2.8 n Doctor Who Adventures Magazine 21,006 -26.1% £2.0 n Fun to Learn - Friends 46,913 -29.8% £2.6 n The Beano 18,421 -13.8% £2.0 n Disney Stars 44,964 -0.1% £2.2 n Doctor Who Magazine 17,880 -19.0% £1.1 n In The Night Garden 44,359 -10.7% £1.3 n Dennis & Gnasher Megazine 15,811 -17.7% £0.9 n Barbie 42,111 -1.4% £3.4 n Tree Fu Tom 15,451 -32.0% £0.4 n Thomas & Friends 41,775 -2.3% £2.0 n Dora The Explorer 15,350 -11.1% £0.6 n Something Special 40,333 -10.0% £1.7 n Disney Pixar 14,540 -38.1% £0.6 n Top of the Pops 40,175 -27.4% £2.2 n Sofia The First 40,127 -9.4% £1.4 n COMPUTING We Love Pop Magazine 40,015 -11.1% £2.2 n Computeractive 34,436 0.6% £1.8 n Lego Friends 39,976 – £1.8 n Official Xbox 360 Magazine 20,178 -29.5% £1.6 n Octonauts 39,334 -25.6% £1.4 n Web User 20,114 -2.8% £1.1 n Go Girl 38,210 -13.8% £1.8 n Playstation Official 17,895 -12.4% £1.4 n Jacqueline Wilson 36,717 -11.0% £2.2 n Sparkle World 36,669 -5.6% £2.0 n HEALTH, FITNESS & PARENTING Doc McStuffins 34,855 -16.7% £1.3 n Slimming World Magazine 449,024 6.9% £7.3 n* Girl Talk 34,544 -14.1% £2.9 n WeightWatchers Magazine 126,671 -7.5% £2.7 n* Ben 10 34,268 -27.9% £1.8 n Women’s Health 78,789 -9.8% £3.1 n Fun to Learn - Favourites 33,559 -0.9% £1.2 n Top Santé Health & Beauty 24,798 -13.6% £1.0 n Girl Talk Art 33,085 -6.0% £1.2 n Mother & Baby 13,445 -11.8% £0.5 n Horrible Histories 32,544 -9.6% £1.2 n Health & Fitness 12,261 -4.0% £0.6 n Shout 31,646 -11.4% £1.8 n

Hello Kitty 31,607 -14.6% £1.8 n HOME INTEREST Mega 31,399 – £1.1 n Ideal Home 129,868 -2.1% £5.0 n* Ultimate Spider-man 30,717 7.3% £1.5 n The Christmas Magazine 109,006 – £0.4 n Fireman Sam 30,253 4.8% £1.7 n Your Home 104,299 -3.0% £2.5 n Teenage Mutant Ninja Turtles 29,800 -18.4% £1.1 n BBC Good Food 95,545 -7.4% £4.6 n Skylanders Universe 29,780 – £0.5 n Style at Home 85,876 0.7% £2.1 n Thomas Express 29,554 2.6% £1.7 n Ideal Homes Complete Guide to Xmas 83,524 5.2% £0.3 n Peter Rabbit 29,318 – £1.0 n Country Living 81,192 -0.5% £3.9 n Monster High 29,052 -18.3% £1.2 n House Beautiful 74,572 9.2% £2.7 n Animals and You 28,908 2.8% £1.6 n 25 Beautiful Homes 62,682 -9.5% £3.0 n* World of Cars 27,278 -5.5% £1.0 n Homes & Gardens 52,205 -3.5% £2.2 n Mike The Knight 26,386 -20.7% £0.9 n Retail Newsagent 20 February 2015 41

If you have… KEY Top 100 titles …a core range …a more Launch in top 100 titles Newsstand circulations of 10,000 of bestsellers extensive range copies or over Benchmark your range Check you have the titles Launch against the titles in purple. in beige in addition to the These are the top 100 top 100. Titles in khaki * adjusted to reflect significant use of sellers on the newsstand. were major launches in the multipacking/price promotions past year, so make sure you have them in stock. Source ABC July 2014-December 2014 circulation figures.

Estimated Estimated Newsstand Changeyear annualRSV In stock? Newsstand Changeyear annualRSV In stock? single copy on year (£m) single copy on year (£m) Country Homes & Interiors 50,539 -10.7% £2.4 n* Country Walking 10,218 -5.6% £0.5 n Living etc 48,520 -1.1% £2.0 n Lonely Planet Traveller 10,128 -22.1% £0.5 n BBC Gardeners’ World 42,397 -16.6% £2.2 n Woman & Home Feel Good Food 38,594 -11.6% £0.8 n MEN’S LIFESTYLE House & Garden 33,912 5.8% £1.7 n Men’s Health 96,040 -13.0% £4.6 n Delicious 31,893 -11.4% £1.5 n Forever Sports 80,153 – £1.9 n Landscape 28,049 -3.7% £0.8 n GQ 53,456 1.0% £2.6 n BBC Easy Cook 27,602 -14.9% £0.5 n FHM 35,086 -21.3% £1.7 n Elle Decoration 25,173 -5.4% £1.3 n Viz Comic 34,019 -6.8% £1.1 n BBC Home Cooking Series 24,728 10.0% £0.6 n Zoo 29,750 4.7% £3.0 n Real Homes 23,799 -10.2% £1.0 n Men’s Fitness 26,622 -11.5% £1.3 n Healthy Food Guide 23,638 -8.0% £0.9 n Stuff 26,382 -16.1% £1.5 n Period Living 20,955 -6.8% £1.0 n BBC Focus 19,559 -24.3% £2.2 n Amateur Gardening 20,768 -9.0% £2.1 n Esquire 14,383 -12.9% £0.7 n Garden News 20,575 8.7% £2.2 n Wired 10,523 -16.0% £0.5 n Homes & Antiques 19,627 -5.5% £1.9 n

Jamie Magazine 16,199 -9.3% £0.6 n MISCELLANEOUS Olive 15,832 -29.9% £0.7 n Puzzler Collection 105,948 -4.0% £3.8 n Eat In 15,577 -16.4% £0.5 n Private Eye 86,982 -6.6% £4.1 n Homebuilding & Renovating 12,888 2.1% £0.7 n Word Search 52,754 -4.2% £1.8 n Grand Designs 11,721 -3.7% £0.6 n Puzzler 41,955 -11.6% £1.1 n Garden Answers 10,325 14.7% £0.4 n Weekly News 24,067 -15.3% £1.3 n National Geographic Magazine 19,935 -23.3% £1.3 n LEISURE BBC History Magazine 18,464 -13.4% £1.0 n Hornby Magazine 24,655 -7.5% £2.3 n The Economist 16,462 -5.0% £4.1 n Flypast 22,336 7.0% £1.2 n Jewish Chronicle 12,663 -16.7% £1.3 n Horse & Hound 18,208 -14.7% £2.6 n Monocle 11,057 0.0% £0.5 n The Sunday Times Travel Magazine 17,768 -14.8% £0.8 n Lancashire Life 10,449 – £0.4 n Railway Magazine 17,617 -7.2% £0.9 n

Steam Railway 15,018 -7.8% £0.8 n MOTORING Country Life 14,706 -3.4% £2.4 n Motor Cycle News 62,809 -13.7% £6.9 n Digital Camera Magazine 14,567 -12.2% £0.9 n BBC Top Gear Magazine 54,313 -11.5% £2.8 n Model Rail 13,678 -10.2% £0.7 n What Car? 42,234 -10.1% £2.7 n Card Making & Papercraft 13,467 0.9% £0.9 n Practical Classics & Car Restorer 28,476 -2.0% £3.2 n Motorcaravan Motorhome Monthly 13,431 – £0.7 n Classic & Sports Car 26,922 -3.2% £1.5 n The World of Cross Stitching 12,478 -15.8% £0.8 n Classic Car Weekly 20,247 -1.6% £2.6 n Airliner World 12,423 -7.3% £0.7 n Classic Bike 19,787 -7.1% £1.0 n Rail 12,397 -2.4% £1.2 n Auto Express 19,735 -12.3% £2.9 n Trail 11,799 -12.7% £0.6 n Bike 19,019 -1.6% £1.0 n Knit Today 11,493 -15.9% £0.7 n Ride 18,866 -10.7% £0.9 n Condé Nast Traveller 11,039 9.8% £0.5 n Autocar 18,823 -10.0% £3.4 n Digital Photo 10,582 -19.5% £0.7 n » 42 20 February 2015 Retail Newsagent MAGAZINES

Estimated Estimated Newsstand Changeyear annualRSV In stock? Newsstand Changeyear annualRSV In stock? single copy on year (£m) single copy on year (£m) Classic Cars 18,154 1.8% £2.0 n Soaplife 52,829 -20.4% £2.7 n Car 17,807 -8.2% £1.9 n All About Soap 51,097 -19.3% £2.4 n Land Rover Owner International 17,804 -4.1% £1.0 n Evo 15,091 -8.8% £0.8 n WOMEN’S MONTHLIES Practical Sportsbikes 12,759 -9.1% £0.6 n Glamour 312,980 5.2% £6.9 n* Land Rover Monthly 11,689 -7.5% £0.8 n Woman & Home 200,155 0.5% £9.8 n F1 Racing 11,115 -5.8% £0.7 n Good Housekeeping 199,431 5.0% £9.5 n Octane 10,762 -2.2% £0.6 n Yours 194,216 -0.2% £7.3 n Cosmopolitan 154,517 -15.6% £6.3 n* MUSIC & FILM Prima 141,071 1.4% £5.1 n Empire 66,796 -11.8% £3.2 n Marie Claire 119,975 -9.3% £4.6 n* Total Film 29,280 -11.8% £1.6 n Red 113,490 -5.9% £5.4 n Mojo 27,384 8.5% £1.6 n Elle 96,428 -7.1% £4.0* n Q 23,936 -1.5% £1.1 n Vogue 94,535 3.1% £4.1 n* Kerrang! 22,188 -15.4% £2.5 n InStyle 77,481 2.6% £2.9 n* Uncut 21,180 -6.8% £1.2 n Essentials 75,076 4.4% £2.7 n Classic Rock 21,003 -5.6% £1.6 n Psychologies Magazine 37,671 -7.4% £1.8 n What Hi-Fi Sound & Vision 15,702 -13.8% £1.0 n Spirit & Destiny 35,145 -9.9% £1.5 n Metal Hammer 11,197 -16.0% £0.7 n Condé Nast Brides 32,727 -13.1% £1.0 n SFX 10,337 -13.9% £0.7 n Harper’s Bazaar 30,848 -2.7% £1.4 n* Tatler 25,352 3.8% £1.3 n SPORT Vanity Fair 22,345 -5.3% £1.2 n Four Four Two 41,336 -16.1% £2.4 n You & Your Wedding 20,824 -7.5% £0.6 n Match of the Day 30,162 -7.0% £2.9 n Perfect Wedding 17,753 -11.4% £0.7 n Angling Times 24,131 -10.6% £2.3 n Wedding 11,629 -30.5% £0.3 n Runner’s World 23,872 6.9% £1.3 n Cycling Plus 22,529 -7.6% £1.5 n WOMEN’S WEEKLIES Angler’s Mail 20,256 -20.0% £2.0 n Take a Break 638,002 -7.3% £28.7 n Today’s Golfer 19,773 -17.2% £1.1 n New! 291,997 -20.8% £15.2 n* Match 19,211 -24.8% £1.9 n Chat 290,196 -8.8% £12.5 n Mountain Biking UK 17,470 -12.7% £1.1 n Closer 288,014 -11.7% £22.5 n Golf Monthly 16,629 -23.9% £1.0 n Woman’s Weekly 268,247 1.3% £12.6 n Improve Your Coarse Fishing 16,331 -6.0% £0.7 n OK! Magazine 262,032 -6.5% £18.9 n* Cycling Weekly 15,712 -11.9% £2.4 n That’s Life 258,712 -6.4% £9.6 n Sea Angler 15,314 -14.3% £0.7 n Woman 246,368 0.9% £11.1 n* Cycling Active 13,995 -15.1% £0.9 n Woman’s Own 212,639 -2.5% £9.4 n* World Soccer 12,511 0.7% £0.7 n Hello! 200,733 -0.2% £20.1 n Shooting Times & Country Magazine 12,374 -14.0% £1.6 n Bella 197,157 -7.7% £9.1 n Sporting Gun 12,328 -11.9% £0.6 n Best 188,409 -8.5% £8.2 n* Rugby World 11,659 -27.5% £0.7 n Star 186,554 -27.1% £8.4 n* Trout & Salmon 11,087 -10.4% £0.5 n Heat 178,657 -16.4% £12.9 n* Golf World 10,838 -10.0% £0.6 n People’s Friend 176,992 -8.5% £9.7 n Real People 170,047 -6.1% £5.3 n* TV LISTINGS Reveal 157,310 -9.7% £7.3 n* TV Choice 1,266,242 -7.9% £32.9 n Now 153,235 -17.8% £10.0* n What’s on TV 1,054,588 0.7% £30.7 n Pick Me Up 153,062 -13.0% £5.0 n Radio Times 533,586 -10.0% £49.9 n Look 134,815 -13.9% £9.8 n* TV Times 220,855 -7.2% £16.1 n Grazia 113,150 -4.7% £10.1 n* Inside Soap 128,115 -9.7% £10.6 n Love It! 99,424 -15.7% £3.1 n TV & Satellite Week 113,123 -8.1% £9.4 n My Weekly 96,749 -5.8% £4.6 n Total TV Guide 106,697 2.7% £6.1 n The Lady 12,644 -2.6% £3.0 n Retail Newsagent 20 February 2015 43

Interview by Tom Gockelen-Kozlowski email [email protected] tel 020 7689 3361 Abra Wholesale Having just notched up a third successive year of 30% growth, North London’s Abra Wholesale, set up by former retailer Dee Thaya, is all set for another great year. Retail development manager Alan Foley talks to RN about listening to independents and understanding their needs

RETAIL NEWSAGENT Tell us about Abra buy tobacco. Wholesale. With some of the issues with ALAN FOLEY We’re a very successful crime we have in London it’s depot in Edmonton, North London. better for security if retailers are We started in 2003 when our founder able to stock less tobacco in their Dee Thaya sold his five convenience stores. stores and decided to open a wholesale depot down the road. RN You’re in a very competitive part I came into the business with 12 of the Country. Is this why retailers years of experience with Bestway, choose you over your competitors? where I’d been a business develop- AF Partly, but there’s a few reasons ment manager and had spent 10 why retailers choose us over the We also do a lot of work on mer- years at Tesco. 18-20 wholesalers within a five-mile chandising our depot so that we radius of the depot. Our promotions, don’t run out of best-selling products RN Your motto is “the friend of the for example, are very popular. which minimises the need for re- independent retailer”. What does We run three-weekly promotions stocking throughout the day. this mean in practice? from Landmark Wholesale which AF Our experience of retailing are advertised in 2,000 32-page book- RN What category management or means that we have a really good lets that are delivered to our retailer We listen support do you offer? understanding of what independent customers. AF At the moment, with the display retailers want and the challenges On top of this, we run our own very carefully ban looming, retailers are getting they face. weekly and weekend promotions, for to what our support and advice every time they We listen very carefully to what example, linked deals on alcohol and enter out tobacco room. our retailers want and put in grocery grocery. retailers want In addition, we have a pound zone a few years ago because this is what initiative where, if retailers are able they were asking for. to make the space in store, we will create a pound zone which groups RN What other changes have you Company together products from a range of made based on retailers’ requests? CV categories such as household and AF Once we had grocery in the depot, ** ** toiletries. Company Abra Wholesale retailers were asking for alcohol too. Alan Foley We deliver the stock and mer- Dee was a bit hesitant because Retail development manager chandise it and retailers get a great Profile The 12-year-old wholesaler, of issues with bootlegging, for new area for their store. It’s been example, but we now stock tobacco based in North London, was set up very popular. by Dee Thaya after he sold his five too and are the only wholesaler in c-stores in the local area. Its motto – RN Speaking of the display ban, the south east to sell half outers of cigarettes to retailers. “the friend of the independent retailer” what is your opinion of the – reflects the firm’s commitment to readiness of retailers? supporting shop owners and its half-outer RN What benefits does this give to AF Landmark has been very helpful retailers? tobacco sales make it increasingly popular with and supportive to retailers. My AF There’s a few. Firstly, it means London’s retailers. impression is that 100% of retailers Last year saw the third straight year of 30% that retailers don’t require such a Latest news now know about the ban and about large initial outlay, but it also means growth for the company and it was placed 85th in the Sunday 70-75% are ready. that retailers will likely come Times Virgin Fast Track 100 league table. I think some retailers want to back two or three times during the wait until the last moment before week and, of course, they not only ** ** they change. 44 20 February 2015 Retail Newsagent PRICEMARKING

Pricemarking dominates many leading categories Does pricemarking really offer better value to customers? Nadia Alexandrou goes hunting to find out which pricemarked products offer better or equal value to that of supermarkets A mark of great value? rom much-criticised enemy pany announced it would be putting where competition is so tight. of retailers’ margins to indis- pricemarks on Pantene, Head & The prices available in the inde- pensable tool in communi- Shoulders and Herbal Essences prod- pendent store were then compared Fcating value, pricemarking’s ucts earlier this month. to the prices of the same products, status in the convenience sector has With pricemarking becoming so non-pricemarked, in three super- been transformed in the 30 years widespread, it was time for RN to markets’ convenience stores. since wholesalers first began to head to the streets of south London Would they be ofering great champion the practice. to find out first hand how this value on the products we looked at Each week RN reports on product pricing tool is enabling retailers to or would the pricemarks merely be launches and promotions and it communicate value and remain The impact restricting retailers’ ability to choose is striking how much activity is competitive with their biggest of pricing their own prices? now backed up with pricemarking rivals: the multiple c-stores. The results were clear. From new to entice customers to try, sample Visiting a Londis store on the does not products such as Coca-Cola Life (31p and buy. New brands entering the busy Clapham High Street, we cheaper than Morrisons’ M Local) to channel, such as Nando’s and Pizza looked for examples of pricemarked change when existing top sellers like Kettle Chips Express, are using it and even major products ofering great value across gantry doors Cheddar & Onion (£1.01 cheaper than suppliers which once eschewed the a range of categories. Clapham, Tesco Express), Clapham’s residents strategy on their core ranges, such with a host of convenience stores are put up were better of shopping with the as PepsiCo and Proctor & Gamble, are under a range of fascias, was the independent retailer. using pricemarking on their most perfect place to see how pricemarks Pricemarked Cutters Choice, too, established products. The latter com- work as there are fewer places highlighted how much cheaper » Freephone 0800 444 236 for more information

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BUK.CC.14.019.001_Asian_Trader_297x210.indd 1 19/12/2014 16:59 46 20 February 2015 Retail Newsagent PRICEMARKING

Londis Morrisons’ Sainsbury’s Tesco M Local Local Express Ka juice 49p 49p – – Price drink match Pricemarks are (228ml) increasingly Lucozade 95p 99p £1.30 £1.31 being used by Energy Pink Cheaper! or 2 for £2 or 2 for £2 manufacturers Lemonade to convey the (380ml) suggested retail Coca Cola £1 £1.31 £1 – price rather Life than as a tactical (500ml) Cheaper! promotional tool McVitie’s Lyle £1 £1.35 £1 – be shared across the industry. Entire Golden Syrup Cheaper! categories that were once pricemark- Cake (296g) free are now embracing it fully. In 2013, for example, Bacardi Brown- Hobnobs £1.75 – £1.60 £1.25 Forman launched its first ever (300g) (58p per (262g) pricemarked bottles of Jack Daniel’s, 100g) (61p per following on from similar activity 100g) for its Smirnof, Bell’s and Captain Cheaper! Morgan brands. Just a few years ago almost no spirits manufacturers had Belvita £1.49 – £1.50 – used pricemarking on their bottles Breakfast Cheaper! at all. (150g) Indeed, even in the tobacco cat- egory, weeks away from going dark, retailers are being urged to continue Coco Pops £2.19 – £2.35 – to stock pricemarked packs where (295g) Cheaper! possible. “We know that cost-conscious Twiglets £1 £1 – £1.87 smokers quickly became aware of (150g) Cheaper! (pm) price changes in multiples’ dark gantries. This shows that the impact Kettle Chips £1.29 – – £2.30 of pricing does not change when gantry doors are put up,” Richard Cheddar Cheaper! Wood, BAT’s acting head of busi- & Red Onion ness development explains. On-pack (100g) prices will, therefore, be an essential method of communicating the good value you ofer, he and others across Mr Sheen £1 £1.49 – £1.37 the industry believe. Polish Cheaper! With pricemarking’s position in (300ml) independent retailers’ stores seem- ingly so secure, it was a relief to see Cutter’s Choice £3.43 – £3.56 £4.12 that the Londis store ofered better (10g) value on key products than nearby Cheaper! multiple convenience stores, with plenty of price matches too. See the table to get an idea of just what great footfall drivers like tobacco can be ing used by manufacturers to convey Are you beating them? value pricemarked products are giv- in independents too. the suggested retail price rather Check your pricemarked ing your customers. Yet, despite clearly giving than as a tactical promotional tool,” products against The challenge that retailers have, retailers access to great prices, he says. the multiples therefore, is not with the value of- pricemarking has yet to lose its By using pricemarking so widely, fered by pricemarking, it is ensuring controversy in some quarters. One Mr Race believes that manufacturers that customers know that their local industry figure who has concerns are putting themselves in a position store is, in many instances, not only about the ubiquity of pricemarking where the only option for further pro- ofering them greater convenience is Bestway’s group trading director motions is margin-eroding ‘two for than the major grocers, but provid- Martin Race. something’ or ‘X cases for Y’ deals. ing them with ample opportunities “Pricemarks are increasingly be- Yet this concern does not seem to to save money too. l 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 48 20 February 2015 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS

Kettle in prize position Crystal Clear opportunity Vimto’s festival bound Kettle is launching the Ultimate Treat Flavoured-water brand Perfectly Clear Vimto will be on display in front of nearly competition across its 40g pack range has developed a six-bottle multipack, 40,000 fans as part of its headline sponsor with prizes including hot air balloon available now in zero-sugar flavours status at this year’s Fusion music festival rides and a top prize holiday getaway. Strawberry and Lemon Lime. in Birmingham. RRP 59p RRP £2.99-£2.49 RRP various Outers various Outers various Outers various Contact 0800 616 996 Contact 0191 516 3300 Contact 01925 220122

Bisto, but revamped Mixin’ it up with Walkers Carlton price drop Bisto is updating the look of its sauces Walkers has launched a new range of Imperial Tobacco is lowering the rec- range to bring it in line with the new multi-flavour shareable packs in its ommended retail price for cigarette design introduced to its gravy packs MixUps range supported by a television brand Carlton in an efort to attract last year. and social media campaign. price conscious consumers. RRP various RRP £1.99 RRP £3.25 – £6.25 Outers various Outers various Outers various Contact 01727 815850 Contact 01189 306666 Contact 0117 963 6636

For teens, to be F.H.R.A.N.K Cidre’s just peachy Batchelors’ hols offer Mattessons Fridge Raiders is launching Stella Artois Cidre has added peach and Batchelors Peas is celebrating its a £4million campaign ofering instant elderflower flavours to its expanding 40th birthday with an on-pack pro- gaming prizes and the chance to meet arti- range following the success of its Rasp- motion that ofers shoppers 50% of a ficially intelligent robot F.H.R.A.N.K. berry flavour, launched last May. Haven Holiday booking in 2015. RRP various RRP £1.99 - £5.99 RRP various Outers various Outers various Outers various Contact 01784 430 777 Contact 01582 391166 Contact 01727 815850 Retail Newsagent 20 February 2015 49

email [email protected] tel 020 7689 3358

Round up

TIM MURRAY Magazines reporter BLIND BAG’S A CLEAR WINNER Some time last year I wrote about Doctor Who Magazine, the Timelord’s 50th birthday cel- Peter Capaldi plays the latest ebrations and what it could mean for business. incarnation of Doctor Who The dust has now settled on the golden jubilee, but the success of the anniversary can perhaps be measured by Titan’s launch of another Who- New Titan title based publication (see left), this time charting his adventures in comic book form. You’d be forgiven for thinking that this year might be a fallow one for Peter Capaldi and DOCTOR WHO’S HOT co – far from it. Sales of all things Who-related are holding up and the launch of Doctor Who Lego, announced last week by BBC Worldwide SALES PRESCRIPTION and the toy giant, will give the brand further impetus this year. There’s tardis trivia and dramatic Dalek dilemmas aplenty in this Lego’s association can add even more to any new comic which will thrill and delight fans of the good Doctor given franchise. Its comics sit neatly alongside the toys, its collectable mini-figures have been HE IS TEMPORARILY of our TV screens a real boon to retailers across the board. after a rip-roaring autumn and Christmas The blind-bagging element of its mini- season in his latest incarnation, but figures is an excellent idea that really captures Doctor Who will be getting up to all L children’s imaginations – my two pre-teenage AU CH kinds of adventures in Doctor Who Comic, N lads love the excitement. a new magazine from Titan. The comic DOCTOR WHO COMIC It’d be nice to see more publishers embracing features three separate ongoing strips, On sale 26 February this element. As a parent of comic and maga- featuring the last three takes on the Frequency monthly zine loving kids, I’d love to see Lego (and other) Timelord – David Tennant, Matt Smith and Price £3.99 publications featuring blind-bagged minifig- the most recent, Peter Capaldi. In addition, Distributor Comag ures and toys. I’d even be prepared to up my there will be competitions, giveaways, Display with Doctor spend on a pricier – and ultimately better – gift news and stories. It dovetails neatly with Who Magazine, or toy. Heck, if it was a Lego mini-figure, I’d 2000 AD Weekly, Immediate’s Doctor Who Magazine. Astonishing Spider- probably have to buy two, one for each. In issue one, readers can win a set of the man That may be a pipe dream, but in the mean- tenth, eleventh, and twelth Doctor time, the launch of Doctor Who Comic now vinyl figures. means there’s another publication for my kids to pester me about.

BRAND NEW STICKER OUTOUT COLLECTION NOWNOW Starter Pack: £2.99 © Disney Sticker Packet: 50p www.paninigroup.com 50 20 February 2015 Retail Newsagent THIS WEEK IN MAGAZINES

S U T P N S L PLEME PECI A FREE-FROM HEAVEN On sale 26 February Free-From Heaven, the specialist magazine for peo- Frequency monthly ple avoiding certain foods, taking in free-from diets Price £4.99 such as sugar-free, gluten-free, and vegan, is ofering Distributor Marketforce up a new “enhanced” publication from the next is- Display with BBC Good sue. This means increased pagination (up to 124pp), Food, Jamie, Cook new editorial content and more than 100 recipes. In Vegetarian addition it also has a 24-page Paleo diet supplement (said to be the healthiest of all diets).

S L MUSCLE & FITNESS PECI A The beefed up, bulked out magazine features on On sale 12 February its cover former Marine and one-time Gladiator Frequency monthly David McIntosh. McIntosh and the magazine are Price £4.20 given wider, mainstream appeal thanks to his Distributor Comag Display with Flex UK, romantic links to Kelly Brook and his appearance Muscular Development, in Big Brother. As well as interviewing McIntosh, Men’s Health, Men’s the magazine features his workout tips and more. Fitness There’s also a further guide to getting that six-pack.

DAVID MOORE’S CRYPTIC L Bestsellers AUNCH CROSSWORDS On sale 12 February Teenage (incl. comics) Take A Crossword editor David Moore is well known Frequency bi-monthly Title On sale In to puzzling experts, which means lending his Price £4.95 date stock name to Cryptic Crosswords gives it an instant seal Dsitributor Frontline 1 Shout 25.02 of approval. The new bookazine series serves as an Display with Take A Break introduction to the weird and wonderful world of the Crossword, Take A Break We Love Pop 11.03 2 cryptic puzzle, with Mr Moore ofering hints on how Take A Puzzle 3 Doctor Who Magazine 05.03 to solve diferent types of cryptic clue. 4 2000 AD Weekly 25.02 F 5 Adventure Time 26.02 R S BFF MAGAZINE EE GIF T 6 Astonishing Spider-man 26.02 The new issue of BFF – the 12th – contains the usual On sale 10 February wealth of goodies, including erasers, a sticker sheet, 7 Robot 04.03 Frequency monthly temporary hair chalk and ofcial Poppet stickers Price £2.99 8 Wolverine and Deadpool 26.02 from Topps. It features stars Ariana Grande and Distributor Comag 9 Top Model 27.02 Jennifer Lawrence, and quizzes, competitions, Display with Go Girl, 10 Totally 05.03 posters stories and more. There’s also a look at cur- Jacqueline Wilson, Girl rent blockbuster film hit Big Hero 6, with recipes Talk 11 Avengers Universe 26.02 based on the animated hero and his adventures. 12 Fairy Princess 06.03 13 Marvel Legends 05.03 R HOMEBUILDING & E N 14 Batman Brave And The Bold n/a DESIG 15 Essential X-Men 12.03 RENOVATING On sale 26 February 16 Judge Dredd 18.03 If it’s spring, then it must be time for homeowners Frequency monthly to turn their thoughts to both renovating and home- Price £4.35 17 Batman Arkham 26.02 building, and the April edition of Homebuilding & Distributor Marketforce 18 Incredible Hulks 26.02 Renovating magazine is keenly timed to capitalise Display with Build It, 19 Batman magazine 12.03 on the seasonal boom – it is expecting a 20% sales Grand Designs, Self Build uplift from the issue. The magazine has been given a 20 Mighty World Of Marvel 12.03 refresh for its peak period. Data supplied by Menzies Distribution

Our seasonal puzzle collection celebrates 50 issues this month Thanks to you all for your support

RN-StripAd-13Feb.indd 1 13/02/2015 16:13 Retail Newsagent 20 February 2015 51

S W PECI AL Retailer This issue of W includes the ever-popular Scarlett On sale 17 February Johansson talking about her family life, as well as Frequency 10 issues per viewpoint previous and forthcoming roles. There’s also the year Kate Clark obligatory 50 Shades Of Grey feature tying in with Price £4.75 Distributor Comag Sean’s News, the release of the much talked about film. The Upton-upon-Severn, spring fashion edition is always one of the year’s Display with Vogue Worcester USA, Glamour USA, best-selling issues, making it more of an essential Cosmopolitan item for retailers.

MARVEL CHESS COLLECTION O N T he magazine side of the business is Guardians Of The Galaxy is now a fully-fledged E SHO going really well at the minute, to be Marvel franchise, with the film proving to be one of On sale 26 February honest. We’ve got good growth on the the blockbusters of 2014. To cash in on the newfound Frequency one shot magazine side. interest in the brand, a one-of Marvel Chess Collec- Price £18.99 We’ve had some new names and tion special is being brought to the market, featuring Distributor Comag Ttitles out which is helping and magazines such two alternative king pieces, representing Starlord Display with Marvel Chess as Frozen are helping generate more business. (the good guy) and Thanos, his arch-enemy. It’s be- Collection, Sci-Fi Now, Frozen was a particularly good title for us. We ing supported with special stickers and flyers in the Starburst, Mighty World put a display together with various Frozen- Of Marvel standard Marvel Chess Selection issues. related products and it all sold. Anything with Frozen on it is selling and once we got the magazines in – it was a bit slow getting copies P in – it worked. AMAZING DINOSAUR A K LA H RTWOR UNC Health magazines are doing well. Apart from DISCOVERY On sale 25 February that, this time of year is usually quieter than This Natural History Museum-endorsed partwork Frequency weekly normal but this year instead of cutting down will allow children to build a detailed model of a Tyra- Price 99p our magazines, we’re putting more out. nnosaurus Rex nearly as tall as them – 1.2 metres Distributor Comag We’ve been helped by a bit of local interest. high. Each week comes with a new part or two, the Display with How We’ve just sold 20 copies of Prima, which for launch edition has a cranium and the creature’s It Works, Science a smallish shop in a small town is amazing. fearsome upper teeth. The launch price of just under Uncovered, BBC Focus Admittedly, our local Women’s Institute (WI) a pound will revert to a regular price of £5.99 from the was in it, which makes a diference, but it’s second issue, which is due on 11 March, onwards. still good. We had a local piece in one of the caravan magazines too. F R T We’re part of Smiths Premium, which is EE IF SCOOTERING G great, it gives you lots of information about The magazine for the perennial youth culture ac- On sale 19 February which magazines to order in advance and cessory, the scooter (although some users are now Frequency monthly helps with ones we’ve missed for re-orders. no longer teenagers themselves) will come with a Price £4.10 There are lots of partworks out. We’ve just stylish free gift for its March issue – a set of exclusive Distributor Comag started The Art Of Knitting which is a winner stickers ideal for readers to put on their machines. Display with Bike, Twist & with everybody again. We’ve got eight shop- Publisher Mortons has focused on the gift’s cool Go, Motor Cycle News saves on that. The dinosaurs one is of to a good quotient, aiming to make it a must-have accessory start too, with four shop-saves. We’re hoping for every mod about town. that one will tick over nicely. The rock one is not doing as well, the doll’s house one hasn’t done as well as it did last time. But we’ll always S GRAZIA PECI AL take them, now they’re sale or return it’s eas- It’s spring and time to focus on new fashion for ier. We’ve got a partworks section, with a big On sale 24 February women’s magazine Grazia. The 24 February issue is display and they always look great. We have Frequency weekly further enhanced by the fact it’s the 10th birthday of an empty space in our window, it’s seasonal so Price £2 the popular weekly. This anniversary issue will be we had a Christmas display and now we have Distributor Frontline perfect-bound, with even more fashion and celebrity partworks. It helps generate interest. Display with Hello!, OK!, content than normal. It’s fully expected to be one of Now For us at the minute, magazines are the the year’s biggest circulation editions of Grazia. saving grace of newspapers, we actually make money out of them rather than newspapers.

DON’T MISS IN NEXT WEEK’S RETAIL NEWSAGENT BARGAIN BOOZE RETAILER ALEX KAPADIA ON BEATING THE MULTIPLES ON PRICE

Plus, RN focuses on the trends driving growth in hot drinks and Taylor’s of Harrogate’s RETAIL NEWSAGENT John Sutcliffe explains why his company is at the forefront of the category’s success NEWS ● CONVENIENCE ● PROFIT 52 20 February 2015 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini Amercom Disney Frozen Merlin’s Animals One Direction Great British Locomotives 27 48 8.99 Activity Cards Official Starter £2.99 Starter £2.99 Amermedia Starter £4.99 Premier Stickers £0.50 Stickers £0.50 Cards £1.00 League 2015 Giant Warplanes 29 48 7.99 Starter £2.00 Military Vehicles 31 48 5.99 Cards £0.50 Big Hero 6 DeAgostini Disney Frozen Starter £2.99 Peppa Pig’s Build the Millennium Falcon 7 100 8.99 Fashion Pack Stickers £0.50 World Cake Decorating 153 180 2.99 Packets £1.00 Moshi Starter £3.99 Cake Decorating Relaunch 102 165 2.99 Monsters Mash Stickers £0.50 Official Star Wars Factfile 59 120 2.99 Up Party Something Sweet 58 90 2.99 Disney Frozen Starter £4.99 Sovereign of the Seas 129 135 5.99 Disney Enchanted Princess Cards £1.00 Moments Disney Eaglemoss Starter £4.99 Starter £2.99 Princess 3D Create & Print 5 90 6.99 Cards £0.75 Stickers £0.50 Palace Pets Batman Automobilia 56 80 9.99 Moshi Starter £2.99 DC Chess Collection 81 96 8.99 Monsters Stickers £0.50 Doctor Who 39 70 6.99 Poppet Knit & Stitch 110 176 5.00 Doctor Who Disney Planes Starter £2.99 Marvel Fact Files 101 100 2.99 Regeneration Starter £2.99 Stickers £0.50 Military Watches 27 80 9.99 Starter £2.99 Stickers £0.50 Teenage Star Trek Off. Starships Coll. 40 70 9.99 Stickers £0.50 Mutant Ninja Turtles Hachette Skylanders Hello Kitty is... Starter £4.99 Agatha Christie Collection 82 85 5.99 Cards £0.75 Trap Team Starter £2.99 Art of Knitting 4 90 2.99 Starter £4.99 Black Pearl 58 120 5.99 LEGO Chima Stickers £0.50 Cards £1.00 Build the Mallard 25 130 7.99 Starter £2.99 Build the U96 25 150 5.99 Stickers £0.50 Classic Pocketwatches 65 80 8.99 Liverpool FC UEFA Judge Dredd Mega Collection 3 80 9.99 Star Wars 2015 Champions Marvel’s Mightiest Heroes 30 60 9.99 Match Attax Rebels Starter £2.99 League My 3D Globe 7 100 5.99 Starter £2.99 Stickers £0.50 Adrenalyn XL Your Model Railway Village 65 120 8.99 2014/2015 Stickers £0.50 Starter £4.99 Starter £3.99 Cards £1.00 RBA Collectables Cards £1.00 Precious Rocks, Gems & Minerals 4 100 5.99 Manchester Real Life Bugs & Insects 22 85 5.99 Transformers United 2014- Match Attax Starter £4.99 2015 UEFA Cards £1.00 Collectables SPL 2014/15 Starter £2.99 Champions Starter £4.99 Stickers £0.50 League Magic Box Cards £1.00 Starter £2.99 Zomlings WWE Slam Stickers £0.50 Starter £2.99 Attax Rivals Toys from £0.50 Marvel Hero Starter £4.99

DeAgostini Attax Cards £1.00

Starter £4.99 Magiki Puppies Cards £1.00 Toys £2.50

FOCUSED ON INDEPENDENT RETAILING Retail Newsagent 20 February 2015 53

Newspaper terms

Daily newspapers Margins/pence Saturday newspapers Margins/pence Sunday newspapers Margins/pence Sun 40p 9.28p Sun 60p 13.20p Sun 80p 17.60p Mirror 55p 12.76p Mirror 80p 17.12p Sunday Mirror £1.20 25.20p Mirror (Scotland) 60p 14.28p Mirror (Scotland) 80p 17.12p People £1.20 25.20p Daily Record 55p 12.10p Daily Record 80p 17.60p Star Sunday £1.00 22.10p Daily Record (Scot.) 55p 12.10p Daily Star 60p 14.52p Sunday Sport £1.00 24.00p Daily Star 40p 9.68p Daily Mail 90p 19.26p Mail On Sunday £1.50 31.50p Daily Mail 60p 13.92p Express 85p 18.19p Sunday Mail £1.60 33.60p Express 55p 13.31p Express (Scotland) 80p 18.00p Sunday Mail (Scotland) £1.50 31.50p Express (Scotland) 50p 12.10p Telegraph £2.00 48.00p Sunday Telegraph £2.00 45.50p Telegraph £1.40 32.62p Times £1.50 35.25p Sunday Times £2.50 52.50p Times £1.20 28.20p FT £3.00 67.80p Observer £2.90 72.50p FT £2.50 50.00p Guardian £2.30 54.28p Independent on Sunday £2.20 55.00p Guardian £1.60 38.40p i Saturday 40p 10p Scotland on Sunday £2.10 49.90p i 30p 7.50p Independent £1.80 42.48p Racing Post £2.40 58.8p Independent £1.40 31.08p Racing Post £2.40 56.4p Sunday Herald £1.30 30.55p Racing Post £2.10 52.50p Herald £1.70 39.10p Sunday Express £1.40 29.68p Herald £1.30 29.90p Scotsman £1.70 38.25p Sunday Post £1.40 30.80p Scotsman £1.30 29.25p Saturday newspapers Margins/percentage Sunday newspapers Margins/percentage Daily newspapers Margins/percentage Sun 60p 22.00% Sun 80p 22.00% Sun 40p 23.20% Mirror 80p 21.40% Sunday Mirror £1.20 21% Mirror 55p 23.20% Mirror (Scotland) 80p 21.40% People £1.20 21% Mirror (Scotland) 60p 23.80% Daily Record 80p 22.00% Star Sunday £1.00 22.10% Daily Record 55p 22.00% Daily Star 60p 24.20% Sunday Sport £1.00 24.00% Daily Record (Scot.) 55p 22.00% Daily Mail 90p 21.40% Mail On Sunday £1.50 21.00% Daily Star 40p 24.20% Express 85p 21.40% Sunday Mail £1.60 21.00% Daily Mail 60p 23.20% Express (Scotland) 80p 22.50% Sunday Mail (Scotland) £1.50 21.00% Express 55p 24.20% Telegraph £2.00 24.00% Sunday Telegraph £2.00 22.75% Express (Scotland) 50p 24.20% Times £1.50 23.50% Sunday Times £2.50 21.00% Telegraph £1.40 23.30% FT £3.00 22.60% Observer £2.90 25.00% Times £1.20 23.50% Guardian £2.30 23.60% Independent on Sunday £2.20 25.00% FT £2.50 20.00% i Saturday 40p 25.00% Scotland on Sunday £2.10 23.00% Guardian £1.60 24.00% Independent £1.20 23.60% Racing Post £2.40 24.50% i 30p 25.00% Racing Post £2.40 23.50% Sunday Herald £1.30 23.50% Independent £1.40 22.20% Herald £1.70 23% Sunday Express £1.40 21.20% Racing Post £2.10 25.00% Scotsman £1.70 22.50% Sunday Post £1.40 22.00% Herald £1.30 23.00% Scotsman £1.30 22.50%

Newspapers

Scale of third-party advertising insert payments Weight Watchers 14-15 February 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 900g 200g 9 50g 0-69g n/a n/a n/a n/a n/a n/a n/a n/a Sunday Times 1,010g 665g 20g 2 10g 70-100g 1.5p 2.5p 2.57p 2.7p 2.15p 2.75p 2.65p 2.49p mail on Sunday 820g 345g 95g 4 75g 101-200g 2p 3p 3.36p 3.3p 2.75p 3.35p 3.30p 2.77p Sunday Telegraph 795g 465g 50g 2 40g 201-300g 4p 5p 6.09p 5.5p 5p 5.75p 5.66p 5.32p Times 770g 435g 75g 1 75g 301-400g 5p 7p 7.43p 6.7p 6p 7p 6.38p 6.65p 401-500g * 7.5p * * * * * * Guardian 725g 265g 45g 3 40g Over 500g * 8p * * * * * * Observer 650g 205g 15g 3 10g * By negotiation Mail 450g 235g 0g 0 0g 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

56 20 February 2015 Retail Newsagent

IN ASSOCIATION WITH email [email protected] tel 020 7689 3357 Extra Back in the day A right Scooby Doo after Round up dopes’ Snax go to pot Many retailers will be aware commodation, however. Extra! 100 of the scenario: red-eyed For these were branded YEARS AGO OVER THE youth, smelling of a musty Scooby Snax – made without 20 February 1915 combination of patchouli oil an ofcial licence from VILLAGE The Glasgow Newsagents’ and herbs, buying sweets, Hanna Barbera or Warner Association accomplished a chocolate and more. Yup, it’s Bros, we’d wager – a special ‘good thing for the trade’ in time for some Scooby Snacks, potpourri containing syn- COUNTER being able to put a stop to the as stoners lovingly refer to thetic marijuana. vending of newspapers on city them after the original The substance had with Doug McLellan cars. The sale of newspapers late night snacker who’s already been banned by I wonder if people outside the retail industry on the streets was hurting got the munchies. the government in realise just how much work goes in to running newsagents on central But one Washin- the US, but despite even a small shop, such as mine? I have to be a thoroughfares. gon DC convenience this, the store salesman, buyer, IT expert, communication sys- store, operating out of a carried on. And tems specialist, bookkeeper, human resources forecourt, has been shut after more manager, health and safety ofcer, caterer, retail by the authori- than 75 packs worker and most of all, a good listener. Most ties for selling were seized, companies employ separate people for each of 50 Scooby Snacks. its business these roles. Nevertheless it is highly enjoyable YEARS AGO Not the kind licence was most of the time. 20 February 1965 normally as- withdrawn, forcing its I now have the tickets to sell for the next film sociated with closure. Proceedings had been show in the Village Hall – Philomena. My wife late night The Mobil gas instituted against the has already seen it but I haven’t so I may be go- smoking in station, however, publishers of Penthouse, ing on my own. student ac- remains open… the new monthly for men, Yet again I have had to double run newspa- following the publication of pers this week, this time due to the Telegraph. a promotional brochure. No Aisle will always love you… Add to that the delays due to the Six Nations action could be taken against Rugby and you have to ask why the system what RN readers called the Valentine’s Day may have launched a social media continually falls down. Perhaps some of those ‘obscene brochure’. passed but love is still in the campaign to try and con- newsagents who have been in the industry for air for two soon-to-be new- vince some famous faces to longer than my 20 years could provide an answer. lyweds who have decided to celebrate with them at the When the papers were delivered by train, were walk each other down the ceremony. there the same delays? I cannot imagine British aisle – the shopping aisle, Rebecca said: “We’re hop- Rail allowing their trains to be delayed for a that is. ing to get Ant and Dec to sporting fixture. Perhaps that is the answer – we 25 Rebecca Wooller and Blake come along as well because go back to having deliveries by rail so that the YEARS AGO Green have decided to tie the they’ve been the “faces” of publishers are tied to a definite delivery time. 17 February 1990 knot by holding their big day the Morrisons adverts and I was fortunate enough to see a barn owl in the café of their local Mor- we love them. I did Tweet perched on a rooftop this week while I was out News International was risons in Cambridgeshire. them – it was a long shot re- on my paper round. I often see them flying, but preparing for the introduction It’s not the most obvious ally – but you never know.” don’t get the chance to see them at rest. I also of colour into its newspapers choice of venue, but Rebecca While we would have saw a tawny owl on a bridge in Starbotton this after making substantial explained that the supermar- hoped that the happy couple week. To finish the ornithological theme, we changes to its production ket was the only place she would have chosen to get had a wren fly into the shop while the door was departments. The Observer and Blake could go to when hitched at an independent open on Sunday. It happily perched on top of the has pledged more support to she fell ill at the start of their store, Extra Extra! wishes greetings card stand for 20 minutes watching newsagent promotions. relationship. them all the best for the customers come in and out, then it flew away The pair have now future. through the open door.