02.10.2015 RETAIL SECRETS 21 ways to grow your snacks sales CHRISTMAS GUIDE Page 30 »

On trend for decades ‘We’ve been doing food to go since 1984’ Page 26 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.20 Pass My Parcel up

35% every week INVESTIGATION l Smiths News grows click and collect network by 2,600 Mistakes stores in five months. mar new l Amazon’s withdrawal from Collect+ means only we PO Local offer same and next-day delivery, says Jon Bunting. Page 5 » branches

LIVING WAGE Citizens Advice report finds staff One in are making ‘basic 10 shops errors’. Page 4 » at risk of NEWSPAPERS closure ‘Automatic Survey highlights potential impact of payments new policy. Page 4 » won’t stop

NEWSSTAND late papers’ PRDP chairman says Men’s mag making complaints PoS push is vital as restitution alone would hide Frontline category real problems. boost for 2,500 independent stores. Pages 5 & 22 » Page 7 » SPECIAL REPORT: Vol 126 No 40 RN investigates News FOR TRADE USE ONLY UK Direct credit errors Lyon’s share of loyalty West Midlands retailer Baljit Bargotta (third from left) following reader 40 celebrated the ofcial launch of his new Lyoness loyalty card scheme at his Snit- complaints. terfield Village Store near Stratford-upon-Avon last Friday with support from local suppliers and local MP Nadhim Zahawi (fifth from left). Full story page 14 » Page 21 » RNSource: ad template.indd Nielsen 21scantrack data 2012 - 2014 28/09/2015 10:37 Retail Newsagent 2 October 2015 3

New My Local boss Mike Greene has been tweeting this week about the newly-acquired M Local stores he has been visiting, reporting on the staff he meets and the great things he sees. Multiple competition has long been a pressure point for local shops. And while the initial reaction to My Local has been largely positive, it got me thinking about whether it’s good news for independent

RETAIL NEWSAGENT retailers. NEWS ● CONVENIENCE ● PROFIT Mike Greene is not your typical multiple grocer chief executive. For a start he has intimate knowledge of what makes a c-store great and has Will the move of an done a lot to grow the convenience channel. As a two-time ACS chair- independent retail man and board member for 19 years, he spent a great deal of time meet- expert into multiple ing, visiting and learning from some of the industry’s best stores. He convenience be a certainly commands their respect, judging from the congratulations he received on social media. huge threat or will it From running shopper marketing firm Him! he will have one of the fuel further growth best supplier contacts books in the industry. This shows in the “crack and better standards team” he’s building at My Local, featuring former Nisa, Today’s and across the industry? Lifestyle Express symbol boss Raj Krishan. As a major Nisa customer he will also benefit from the group’s infrastructure, ranging, own label and fresh offer. His passion for independent retail comes across when he talks about combining the entrepreneurialism of independents with the discipline of multiples. Copying your best bits and capitalising on your weak- nesses will be a major factor in hitting his ambitious 18-month £300m

CHRIS GAMM target. Will the move of an independent retail expert into multiple Editor convenience be a huge threat or will it fuel further growth and better @ChrisGammRN standards across the industry? Only time will tell, but it will certainly add some more colour over the coming months.

26 CONTENTS 34 NEXT WEEK 23 COLUMNIST NEWS by malice or FEATURES incompetence, asks Temperatures 4 INDUSTRY NEWS Post Office angry retailer are falling and 28 NEWS ANALYSIS RN hits Locals in the firing line the road to Birmingham 20 YOUR STOCK, YOUR SAY customers are over ‘basic errors’ and asks if England’s Will the Conservative starting 6 BUSINESS NEWS Symbols to complain of second city is gear up for Christmas government’s Enterprise actually retail’s Bill help your business? colds and flu. 7 NEWSTRADE Indies help to worst kept secret And are you stocked up John Eastwood CHRISTMAS SOFT DRINKS push men’s mag sales looks at OTC 30 CHRISTMAS with OTC medicines in GUIDE Another 21 amazing 8 PRODUCT NEWS Heineken preparation for winter? favourites and This week’s big sellers instalment looks at tips to boost sales calls up James Bond for 21 YOUR ISSUE multimedia campaign 24 PRICEWATCH seasonal snacks RN puts the spotlight 32 WINTER REMEDIES 12 REGIONAL NEWS Living on News UK’s returns Rosé wine prices 28 Wage costs lead to 35% around the UK Coping with customers’ process after coughs and sneezes fall in c-store investment readers express 22 26 RETAILER 16 NFRN DISTRICT COUNCIL their concerns PROFILE THIS WEEK London, Northern Ireland 22 INDUSTRY PROFILE Based in a historic and Eastern Counties DCs Press building that IN MAGAZINES Distribution dates back to 1840, SELLING A STORE COMMENT & 35 ROUND-UP Promoting Review Panel Jacqui Bailey is added value to customers Property guru Barry ANALYSIS chairman Neil carving out a bit of 36 FOR YOUR SHELVES Stuff Frost visits a retailer in 19 LETTERS Are Menzies Robinson history of her own anniversary edition; Zen need of advice problems caused (right) in her Spar store colouring special WE ARE TOTALLY INDEPENDENT FROM THE PDF, IN FACT WE FALL OUT WITH IT QUITE OFTEN – PDRP CHAIRMAN NEIL ROBINSON SAYS HIS PANEL IS FREE FROM INDUSTRY INFLUENCE Page 22 » 4 2 October 2015 Retail Newsagent

Christmas Camelot to make annuals more millionaires Camelot will launch its new-look Lotto game on 10 update October with a guaranteed Customers of Smiths 25 millionaires and a marketing News remain uncertain campaign fronted by celebri- if or when orders for this ties including Katie Price and season’s Christmas annu- Laurence Llewelyn-Bowen. als will arrive, but RN can Retailers will be supplied a confirm the wholesaler full PoS kit containing posters, has agreed to take five DC leaflets and other materials Thomson titles. ahead of the draw, and will also The publisher said The have the chance to take part in Beano, The Broons, Oor six virtual Lotto draws, each Wullie, Friendship Book offering a jackpot of £5,000, and The People’s Friend an- along with other prizes. nuals are to be distributed to Smiths’ customers. However, at the time RN went to press, it had not Mystery shopping probe finds basic errors are rife Citizens Advice calls for improvements been decided whether the wholesaler would take The Dandy, My Weekly or Jac- queline Wilson annuals. Smiths News declined to Post Office Locals in the comment on the situation, but in a notice sent to the trade last week, it said: “We are still working with pub- firing line over mistakes lishers regarding this year’s Christmas annuals. Details by Gurpreet Samrai found the store was closed areas into which it is being masters Branch national on whether these will be when it should have been put have been looked into. secretary, said the Post available will be provided in “Basic errors” need to be open and 25% of mystery For example, if we went Ofce needs to “listen to due course. We apologise for addressed at new Post Of- shoppers felt counter staf Local there would be a huge the people who work in the any inconvenience caused.” fice Locals being rolled out had shown insufcient area that would lose some network and know what it DC Thomson said distri- across the UK, a watchdog knowledge. of the services and that needs to make it right”. bution from Menzies should has warned. Citizens Advice is call- was one of things we were The report also high- continue as normal. A mystery shopping ing on the Post Ofce to fighting.” lights positives, includ- investigation by Citizens commit to “necessary Jay Aytain, of Linton ing that in 97% of cases Advice found that although improvements” includ- Post Ofce and Spar store, accessibility to post ofces 75% of shoppers were satis- ing an improved training South Derbyshire, said: is good or has been recently Scheme fied after their visit, there programme. “They have approached improved, and in 60% of were problems with the Carol Sparks, of Bashley me, but I’ve not gone down visits counter staf served delayed consistency and reliability Post Ofce in New Milton, that route yet. I’m trying shoppers immediately. IT issues have led HMRC to of services. Hampshire, who last to weigh everything up be- Post Ofce spokesman delay the launch of the Alco- The report states that month won her three-year cause there’s another post Mark Davies said it will hol Wholesaler Registration in only 39% of cases staf battle against becoming ofce in the next village “consider as a business Scheme until January 2016. correctly recommended a Post Ofce Local, said: that converted and they lost what further steps we can The initiative, designed to an item should be sent by “I don’t believe the model a lot of business.” take to improve service for hinder criminals trading in second class, 4% of shoppers has been fully tested or the Mark Baker, CWU Post- customers”. non-duty paid alcohol, was due to launch this month. However, HMRC ofcials have called for more time Living Wage ‘will close stores’ govt told to fix problems with the online application process. Retail trade bodies have responses to the NLW con- NFRN national presi- in excess of £167m within James Bielby, chief raised further concerns sultation, with warnings dent Ralph Patel said: “The a year. executive of the Federation from their members over to Westminster that it will government needs to realise ACS chief executive of Wholesale Distribu- the National Living Wage lead to store closures. the burden the NLW will James Lowman said: “Our tors, described the news as (NLW) as new figures A recent survey of NFRN have on small independent latest research shows that “frustrating”, but added: revealed the measure will members revealed 12% felt businesses before it is too over the last three months, “The delay will give HMRC cost the convenience sector they would have to shut late.” optimism and investment time to ensure that ap- an estimated £167m by 2016. their business because of In addition, the ACS plans have taken a signifi- plications are recorded and The NFRN, Association the NLW, which would see has submitted evidence to cant downturn, suggesting processed correctly and help of Convenience Stores and workers aged over 25 paid the Low Pay Commission that retailers are already deliver an efective registra- Scottish Grocers’ Federation £7.20 per hour from April claiming the NLW would beginning to prepare for the tion scheme.” have all submitted their 2016. cost convenience retailers impact of the Living Wage.” Retail Newsagent 2 October 2015 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Page on twitter 34 @RetailNewsagent for expert advice to help you grow your sales Smiths’ service sees 35% week-on-week growth Amazon’s Collect+ withdrawal may be helping ‘Tsunami of crime’ The NFRN has warned Pass My Parcel service Labour MPs that indepen- dent retailers are facing a “tsunami of crime” and more powers must delivers record growth be given to authorities to tackle this. by Nicola Stewart director of Smiths News, in 79 stores, and its store particularly in the lead up to Speaking at a fringe told RN the decision by the base now covers 65% of the Christmas. meeting at this week’s La- Smiths News’ click and online retailer meant Pass UK population. It has not “We have a sign on the bour conference in Brigh- collect service Pass My My Parcel and the Post Of- been introduced in Scotland street and in the window ton, NFRN chief executive Parcel has surpassed plans fice were now the only par- so far. and flyers by the till and Paul Baxter said indepen- to be operational in 3,000 cel services working with Cardif retailer Mark have had lots of customers dent businesses sufer an stores by October, expand- Amazon, with only Pass My Dudden has ofered the asking about it,” he said. average of 24 attacks every ing its network from 700 to Parcel ofering same and service in his store since Manish Patel, of Best-one day in the UK. 3,300 during the past five next-day delivery. August and said momen- in Brighton, said the service He added that many months. He added that the service tum was slowly building had brought new customers local businesses close due The expansion has re- had no impact on stores’ each week. into his store, with about to various crimes against sulted in volume growth of newspaper delivery service “It is still early days in our half buying additional them and called for more 35% week-on-week, poten- charges, with any cost built area, but all the feedback I products when picking up powers to be given to po- tially helped by Amazon’s into the rate paid by parcel have had from people so far their parcels. lice to tackle social issues withdrawal from Collect+, customers. has been fantastic,” he said. “We do about 10 parcels surrounding this. which is ofered in about Pass My Parcel was He is handling five or six a week and are hopeful it 5,800 stores. launched in October last parcels a week and expects will continue to grow,” he Jon Bunting, managing year, with a pilot running this to continue to build, said. IT’s TPD guidance NFRN chief meets Imperial Tobacco is new Labour chiefs launching a new initiative designed to provide guid- NFRN chief executive Paul Baxter ance to retailers over the and national president Ralph Pa- revised Tobacco Products tel met new Labour leader Jeremy Directive and plain pack- Corbyn and shadow chancellor aging legislation. John McDonnell at the party’s The ‘Partnering for Suc- annual conference this week. In cess’ scheme will develop his first speech at the event since a range of communication becoming leader, Mr Corbyn tools to keep store owners said his proposals for a National updated with upcoming Investment Bank would “provide tobacco legislation. finance to small and medium- Melvin Ruigrok, general sized firms” who are currently manager at Imperial To- being “starved” of money. Among bacco, said: “Partnering the other policies put forward for Success is all about by the party were statutory ma- helping our trade partners ternity and paternity pay for the navigate any possible self-employed. changes in the tobacco category.” Restitution auto payment concerns No to soft Automatic payment of the NFRN has suggested in able to identify where the Complaints made drinks tax restitution for late newspa- the past, it would create a problems exist. under the Press Distribu- The government has re- per deliveries would likely “culture of compensation “I would like to think tion Charter are published jected proposals by celebrity damage supply chain ser- rather than correction”. that wherever it is possible, every quarter, allowing chef Jamie Oliver to intro- vice levels in the long run, “A complaint is obvi- we are trying to correct the PDRP to “name and duce a 7p tax on sugary soft according to the chairman ously very important to problems, rather than just shame” wholesale depots drinks. of the Press Distribution the retailer, but it is just as awarding restitution, and I causing problems and Mr Oliver campaigned Review Panel (PDRP). important to the industry,” do feel correction would be to pinpoint any trends to tax regular-sized cans of Neil Robinson told RN he said. totally ignored if we weren’t thrown up by the stats, he soft drinks containing added that if wholesalers and “We need to be captur- collecting and publishing said. sugar to tackle child obesity, publishers were to agree to ing these complaints. If information from com- l See page 22 for a full inter- with a petition gaining more automatic restitution, as we don’t, then we are not plaints.” view with Mr Robinson. than 140,000 signatures. 6 2 October 2015 Retail Newsagent

BUSINESS Aldi set Budgens celebrates the work of its retail experts for online Budgens celebrated the hard work of its retailers at its annual conference and awards ordering ceremony last week. Winners included David Aldi announced it will Knight (pictured centre), whose Knight’s launch an online ordering Budgens of Henfield store was crowned service early next year, as the Store of the Year and Best Large Store. the company recorded a Mr Knight was presented with his awards 31% rise in sales to £6.9bn alongside (from left to right) Booker chief last year. executive Charles Wilson, store manager However, operating Rikky Easter, Booker Retail Partners manag- profits at the discounter ing director Mark Aylwin and Budgens brand fell from £271.4m to director Mike Baker. In addition, Budgens of £260.3m in the 12 months Broadstairs picked up the Best Small Store to 31 December 2014, award, while Warner’s Budgens Broadway which it attributed to scooped the Best Medium Store and Com- price-cutting at its stores. munity Store of the Year accolades. Aldi chief executive Matthew Barnes said its online service will ini- tially sell wine by the case, Spar reveals deals as Londis launches pre-sell brochure ‘Promotions will drive more footfall’ with non-food items being added in spring. It will also give customers the option of home delivery or collection from third-party Festive deals unveiled as locations. Mr Barnes added: “At present, there are still 47% of households that don’t symbol groups gear up shop with us. We’re hugely excited about the enor- by Steven Lambert ning on branded lines from and social mous scope for growth.” PepsiCo, Britvic, AB InBev media pages. Symbol groups are gearing and more, along with ofers Meanwhile, up for Christmas early with on Christmas essentials Londis has the launch of festive deals and Spar’s own label range. launched its and updated pre-sell order- Spar marketing manager latest Christ- Former ing lists. Laura McNally said: “As mas pre-sell Spar is ofering shoppers retailers are fighting for brochure to prepare its overall commitment to Nisa man promotions and savings ev- extra footfall, promotions retailers for the festive improve the choice, price, ery week through to winter such as these will drive period. and service we provide to on board under its new ‘12 Deals of even more shoppers to The brochure will our retailers. Dee Bee Wholesaler has Christmas’ campaign. Spar stores every week include a wealth of staple “Having a good range of recruited former Nisa sym- The group said the from early October until goods for parties, including products, combined with bol director John Heagney scheme, which runs Christmas.” meats, snacks and desserts, longer opening hours and as a consultant on future through to Christmas Spar will promote 12 along with gift ideas such the right locations, will expansion plans. Eve, is expected to create a Deals of Christmas with as flowers. ensure that the Christmas Mr Heagney, who £12m sales opportunity for newspaper ads, in-store John Pattison, Londis season is a big opportu- counts more than 40 years’ participating retailers. PoS, leafleting and through brand director, said: “The nity for retailers to achieve experience in retail, will It will include deals run- its website, radio station pre-sells are part of our excellent sales.” be responsible for identify- ing and selecting new Dee Bee sites and convenience stores to franchise to retail- ers. One Stop follows Londis on bag levy Dee Bee managing direc- One Stop will introduce a 5p than 250 employees must Andrew King, One Stop the bag charge. tor Nick Ramsden said: “By carrier bag levy in all of its introduce a 5p bag charge as franchise director, said: “We He added that retailers bringing John into the Dee English stores ahead of new of next Monday under new want to do everything we would be supported with Bee team we will be able to legislation launching next laws being introduced by can to reduce our impact PoS kits containing com- tap into a huge wealth of week. Westminster. on the environment and to munity board notices and knowledge gathered during It becomes the second One Stop said while help our customers recycle window posters explaining his career in the UK retail convenience group to its stores were efectively and re-use their bags.” the changes. and especially food retail announce its intention to exempt from the legisla- Mr King said stores and It comes as Londis industry. charge for plastic bags in its tion, it added that it will their local communities announced it is sending “His contribution will be stores, following on from introduce the levy to avoid would decide which local similar PoS kits to its retail- key to our long-term expan- Londis last month. causing confusion among causes will benefit from ers who are launching their sion strategy.” Stores employing more customers. the money raised from own carrier bag charges. Retail Newsagent 2 October 2015 » 7 CHRISTMAS SNACKS Follow RN Pages on twitter 30-31 @RetailNewsagent for expert NEWSTRADE advice to help you grow your sales Distributor asks for support in ‘great sales opportunity’ Baywatch star returns to FHM cover Launch is delayed Frontline calls on indies by blaze Geckos & Co, a new toy collectable series from De Agostini, went on sale a to give men’s mags push week later than expected after a ship carrying them by Nicola Stewart to the UK caught fire at a dock in Rotterdam. Frontline is asking inde- The toys went on sale on pendent retailers to support Wednesday, supported by a a significant sales push on multi-channel TV advertis- nine of its top-selling men’s ing campaign that runs titles throughout October. for four weeks, along with The distributor is social media marketing. increasing supply of FHM, Orders from wholesale Stuf, Zoo, Four Four Two, will be supplied in counter Kerrang!, BBC Top Gear, display units containing Autocar, Classic Car Weekly 20 packs, and retailers are and F1 Racing into indepen- asked to display them on dent stores, as well as send- the counter where possible. ing out 2,500 PoS packs. Senior sales development manager Susan Heferon Cumbria said: “We have carefully selected independents magazine where we believe there is a sales opportunity and new look I would strongly recom- Country Publications mend that if they receive is celebrating Cumbria any of these nine titles, and motoring sectors are sectors, as well as the music issues, it is expected to sell magazine’s 68th year of they display the magazine worth £27.8m per year to category, and October to an additional 5% of copies publication by relaunching front of fixture to drive the independent channel December is a peak time compared to the previ- the title with a fresh look impulse sales. and retailers are encour- for special issues ofering ous issue. FHM, on sale 3 and feel. “The front covers are a aged to take advantage of added-value content. October, is also expected The monthly has great sales tool and are de- any promotional material The next issue of Stuf, to benefit from additional undergone a complete signed by the publishers to available, she said. for example, is the title’s sales this month, with Pa- redesign and the first new- attract customers’ eyes.” Frontline publishes more 200th, and with features mela Anderson returning look issue is on sale now The sport, men’s lifestyle than 50 titles across these looking back at the past 199 to the cover. with a cover price of £2.90. Retailers who are allocated the title are asked to display it Cycling mag takes relaunch seriously alongside similar titles such as Country Life, BBC Time Inc has relaunched wanting to advance their years ago, our audience has over the years, providing Countryfile, Cumbria Life monthly title Cycling Ac- skills and test their transitioned from being new training programmes and Lancashire Life. tive in a bid to position it stamina by participating in either new or returning for the tougher rides they as a brand for “serious road serious events, the title now cyclists wanting to get back are embarking on and more cycling enthusiasts”. has a stronger focus on the on their bike to being seri- advanced equipment to The new-look title, on best and most renowned ous road cyclists investing match their skill.” Sudoko’s sale now, has a redesigned sportives in the world. more time and money into Cycling Active has a logo, along with a fresh Acting editor Garry the sport. cover price of £4.75 and for free layout and increased use of Coward-Williams said: “Cycling Active has should be displayed promi- The November issue of The photography and content. “Since introducing Cycling relaunched to reflect how nently alongside other Dolls’ House Magazine Aimed at road cyclists Active to the market six our audience has advanced cycling titles. comes with a free fairytale- themed Sudoku magazine. The monthly title, priced at £4.99, is a premium qual- ity title for dolls’ house and Glasgow photographer launches monthly miniatures enthusiasts and A press photographer has the World, is publishing the features exclusive pictures first picture magazine for collectors. launched a new monthly title called Glasgow Eyes, of music icon Pete Doherty. the city and will feature This issue also features a photography magazine in which will be sold through Glasgow Eyes has already news, reportage, street miniature wizard’s castle Glasgow with an initial independent stores at an had a digital run of four suc- music and showbiz.” on the cover and looks at print run of 10,000. introductory price of £2. The cessful editions. He plans to expand to the history of fairy tales Brian Anderson, who pre- first 32-page edition of the Mr Anderson said: supermarket chains in the and projects including a viously worked for News of A5 sized title, on sale now, “Glasgow Eyes will be the future. woodland fairy dress. 8 2 October 2015 Retail Newsagent

PRODUCTS Doritos Heineken announces multimedia blitz Firm also unveils £2m Foster’s Rocks campaign added to Walkers Heineken pushes the boat flash mob out with Bond branding PepsiCo is following up a summer pricemarking by Steven Lambert campaign on its core Walk- ers crisp lines by adding 50p Heineken is raising the pro- price flashes to its Doritos file of its lager brands this chips from this month. month with the launch of The launch of the value- two multimedia marketing led packs will tie in with campaigns. the manufacturer’s latest The manufacturer has ‘Gameready’ promotion renewed its relationship giving away tickets to with the James Bond film Champions League football franchise with a TV cam- matches on its crisps, paign starring actor Daniel snacks and soft drinks. Craig in his 007 guise. PepsiCo is supporting the The ad sees the secret pricemarks by producing agent making a daring a new three-case Doritos escape during a high speed stacker for independent boat chase, and will be used stores. to grow awareness of up- marketing campaign called will be distributed among Ifeoma Dozie, brand Field sales director Matt coming Bond film, Spectre. ‘Rum Unleashed’. shoppers in various city director at Heineken, said: Goddard said: “By review- Heineken will promote The activity will see the centres and at universities. “The Rum Unleashed cam- ing and extending our the activity further with brand featured on radio Foster’s Rocks was paign will drive interest in ranges on an ongoing basis a digital and social media stations including Capital launched by Heineken the new product and the we continue to demonstrate campaign. FM and Kerrang and on in two flavours, Spiced overall beer category, as our support for independent Meanwhile, Heineken billboards and posters in Rum and Classic Rum, in well as the Foster’s brand, retailers and the crisps, is backing its recently major cities. August in a bid to address through a variety of snacks and nuts category.” launched Foster’s Rocks In addition, 300,000 an increase in young adults relevant media touch flavoured beer with a £2m samples of Foster’s Rocks looking for spirit beers. points.” Making a (lemon) Stock up on Kleenex – and win a new van Independent retailers are in One lucky winner will Pack or Kleenex Balsam Karel VanderMandele, with a chance of winning receive a new Citroen Nemo Hanks display tray from a marketing director at mint with a Citroen van in Kleenex’s Hdi 75 590 Enterprise van participating wholesaler, manufacturer Kimberly first ever cash and carry for their business, with and upload a photo of their Clark, said: “We want Trebor competition. eight Apple iWatches also receipt online. to reward our loyal cash Lemon Mint is the latest The tissue brand is ofer- up for grabs for runners up. The competition will run and carry customers who flavour being added to ing rewards to convenience To register, store own- until 31 January and will regularly buy Kleenex. But Mondelez’s Trebor range store owners who buy one ers need to purchase one be used to promote Kleenex to also encourage potential this month. or more Kleenex products Kleenex Mansize Quad products during the cold new customers to purchase The new line (RRP 51p) for their store. Pack, Kleenex Balsam Quad and flu season. our must-stock range.” will launch with updated pack designs introduced to existing Trebor products earlier this month, and New desserts are going to sell like Hot Cakes will be supported with PoS material. Premier Foods has ex- with either a chocolate existing Cadbury cake sales of Cadbury Mondelez claims Trebor panded its range of Cadbury or butterscotch filling, buyers, adding that it will cakes were currently is driving strong growth in cakes with the launch of and can be eaten both hot broaden the appeal of the up 7.5% year on year the mints sector, with sales Hot Cakes desserts. and cold. range among diferent age compared to a 2% rise in of the brand growing 5.7% The product (RRP £1.79) Premier said the new groups. sales for the total cake in the past 12 weeks. combines chocolate sponge lines will be targeted at The manufacturer said market. Hot products for your shopping list

Hot Cakes desserts Doritos will be getting Kleenex is offering a new from Cadbury come a 50p pricemark from Citroen van as a prize in a in two variants this month cash and carry competition RN ad template.indd 21 28/09/2015 10:37 10 2 October 2015 Retail Newsagent

PRODUCTS Weekend Black cabs turn Blue of rugby E-cigarette brand Blu is painting the on offer town blue with Drinkers of Bombardier a fleet of brand- beer will have the chance to ed taxis to raise win a weekend in Paris or awareness and pro- thousands of rugby-themed mote the company’s prizes in the brand’s latest sponsorship of the promotion. Reality TV Awards, The ofer will feature which will feature on 200,000 four-pack cans stars such as Jamie of Bombardier alongside Laing of Made in 600,000 500ml bottles of Chelsea fame (pic- Bombardier Burning Gold tured). A total of and Bombardier English 65 cabs will hit the until 31 December. road for 18 weeks Every pack has a unique wrapped in Blu code which will give buyers branding with the the chance of winning an tagline “flavours exclusive Bombardier rugby with oomph!”. shirt or money-of voucher. One lucky fan will also win an all-expenses paid trip to Promotional packs to offer gift vouchers ‘Aim to drive long-term growth of the category’ Paris for a long weekend of rugby next season. Emily Hudson, Charles Wells’ English ales market- ing manager, said: “We’re Carling Christmas code rewarding Bombardier drinkers with a great prize to share with their mates.” will unlock festive sales by Steven Lambert Consumers can redeem vouchers redeemable until category.” Six from codes running on more 30 April 2016. Meanwhile, Carling Molson Coors is getting into than 10 million promotion- In addition, smaller will be further supported Aryzta the Christmas spirit early al packs, which includes Carling packs will ofer £5 during the festive season Aryzta Food Solutions is with a Carling on-pack 10, 12, 15 and 20 x 440ml Giftcave vouchers, which with a redesign on its lager gearing up for Christmas promotion giving away gift can packs of Carling, 10, 12 can be redeemed through multipacks. with its festive range of vouchers to shoppers. and 15 x 440ml can packs Carling’s iPint app. The move will see 24 sweet and savoury treats The ofer will give of Carling British Cider and Jim Shearer, brand stereotypical Christmas that includes six new ofer- Carling buyers the chance 12 x 330ml bottle packs of director for Carling, said: characters featured on cases ings this year. to claim £10 of and free Carling Zest Citrus. “By creating promotions and cans, with examples The in-store bakery range delivery on purchases of The campaign launches that deliver added value, we including ‘The Mistletoe features four Christmas- more than £40 from website this month and runs hope to drive long-term sus- Lurker’ and ‘The Knitwear themed mufns, a selection Giftcave.com. through to December, with tainable growth of the lager Ambassador’. of mince pies, a gingerbread reindeer, a Christmas cornflake with holly deco- ration and a luxury mince Merchandising advice gets gums moving shortcake. Retailers have reported and reorganising ranges. so our chewing gum sales well even at full price.” Savoury products will a jump in their chewing Amit Patel of News, Food have been better.” Wrigley field sales rep- include a festive sausage gum sales after taking on & Wine in Sutton said his Ushma Amin of Londis resentative Raj Jadeja said: roll, and a light puf pastry merchandising advice from sales have increased by London Road, Sutton, said: “We encourage all retailers slice. Wrigley. 30% to 40% since working “We didn’t used to do the to work with their local The Christmas range is The manufacturer has with Wrigley. He added: chewing gum bottles but Wrigley representative available with PoS mate- been helping local stores in “More customers are taking since we’ve put them on the to find out how they can rial including shelf display London by providing them notice of the Wrigley stand new stand based on Wrig- improve their gum ofering units and posters. with LED-lit gum displays because it’s so bright, and ley’s advice, they are selling and maximise profits.” Hot products for your shopping list

Aryzta’s festive range Bombardier is offering a More than 10 million includes six new rugby-themed Paris trip Carling packs will offerings as a competition prize promote a giveaway offer Display ban and beyond Meeting the challenges that lie ahead

When you consider questions around compliance, changes in legislation and opportunities ofered by new products, sharing knowledge and advice about the tobacco category has never been so important for convenience retailers. That’s why global tobacco manufacturer JTI will be leading a live session during the Local Shop Summit, at Lord’s Cricket Ground on Wednesday 14 October. Alongside expert panellists and proactive retailers, JTI will be discussing the many ways businesses can adapt to the changing landscape of the tobacco category and how they can maximise sales. “Through our award winning sales force and brand portfolio we continue to support retailers in maximising profits from tobacco and the rapidly developing e-cigarettes category,” says Jeremy Blackburn, head of communications, JTI. “Retailers need the support of suppliers across the industry to tackle the many challenges and opportunities in the sector. This is why JTI has partnered with the Local Shop Summit to share ideas and views about the world of convenience retailing.” What does the future hold? The tobacco market is constantly changing and, as BROUGHT TO YOU BY such, offers many opportunities. One of the biggest trends to emerge within it recently is the growth of e-cigarettes – a category that is still relatively unknown for some retailers. JTI will be on hand to answer questions and help you understand how e-cigarettes can work in your business. So whether you’re looking for advice on supporting your staff, have experience to share on protecting your profits from the illegal trade in tobacco or are keen to discover emerging products, attending JTI’s Local Shop Summit session is valuable for your business.

Register your place: call 020 7689 0600 email [email protected] visit betterRetailing.com/LSS

SUPPORTED BY:

RN JTI advertorial.indd 1 29/09/2015 09:57 12 2 October 2015 Retail Newsagent Follow RN on twitter @RetailNewsagent for expert REGIONAL advice to help you grow your sales

Hunt on Shopkeeper fights for ATM historic booze ban Shopkeeper Kamal Sharma is fighting a historic ban stopping him from sell- ram-raid ing alcohol at his newsagent based in Birmingham village Bournville – thieves which was built by the Cadbury fami- Thieves made of with a ly for their chocolate factory workers. “five-figure sum” after Mr Sharma said Mary Vale News has using a stolen JCB to suffered a 20% drop in sales in the smash into an Essex past year and he needs to diversify newsagent and steal a cash to protect his business. He recently machine. already added fruit and vegetables, Up to eight people are but said that doing so has failed to believed to have carried boost sales. More than 400 custom- out the ram-raid at Mar- ers have signed a petition backing tins newsagent in Prentice his application to sell alcohol, but Place, Harlow. the request has also been met with The ATM was removed strong opposition. Mr Sharma told from an outside wall, caus- RN he is aware of a number of venues ing “substantial damage”, in the village already selling alcohol, then loaded on to a van, it adding: “There shouldn’t be one rule has been reported. for me and another for others.” It is believed the thieves made their escape in the van and a red Audi car. The digger, which was UK stores cut back by 35% in preparation for National Living Wage Fall ‘significant’, says ACS damaged in the raid, was abandoned at the scene. Police are investigating whether the incident is linked to a raid at a Roydon Convenience investment newsagent earlier this month. falls as Living Wage bites RN READER POLL by Gurpeet Samrai London saw the least. nesses, but this has fallen The ACS also found opti- Meanwhile, refrigeration significantly over the last mism in the convenience Investment in the conve- remained the most popular three months as retail- sector has fallen to its low- nience sector has fallen form of investment, fol- ers begin to make tough est level since August 2013. No by 35% as retailers prepare lowed by shelving, store sig- decisions about where to Mr Lowman said: “Gov- Yes 67% for the introduction of the nage and in-store lighting. cut costs to prepare for the ernment policy since the 33% National Living Wage, the The ACS also found the impact of the upcoming election has been bad for Association of Convenience majority of retailers (68%) National Living Wage. local shops.” Stores (ACS) has revealed. are using their own reserves “We know from our He cited the introduc- Stores across the UK in- to fund investment in research that retailers cut tion of the carrier bag levy vested £116m in their busi- their store, with just 5% of staf hours in their business which excludes small retail- Under Jeremy nesses during the last three independent stores going to when wages go up, and we ers, the National Living Corbyn, will the months compared to £177m banks for funding. expect this impact to be Wage and plans to devolve Labour Party offer in the previous quarter. James Lowman, ACS even greater when the sec- Sunday trading hours to lo- The south west remained chief executive, said: tor is faced with £167m cal authorities as examples policies which the area with the highest “Convenience stores are still of extra wage costs next of policies that could “hurt better serve the level of investment while investing in their busi- year.” small stores”. needs of small businesses? NEXT WEEK’S QUESTION JTI launches cigarettes recycling scheme Is preparing for the National Living Wage Tobacco manufacturer Waste Brigade – a partner- foil packaging and outer tions at JTI UK, said: “The stopping you from JTI is launching a new ship between JTI and Ter- plastic packaging will all Cigarette Waste Brigade investing in your store? recycling initiative raCycle, which develops be accepted, with retailers is also a great opportu- across the UK for ciga- solutions for hard-to-recy- asked to collect the items nity for retailers to play Have your rette butts and associated cle materials. and send them to Terra- a prominent role in their vote now waste. Cigarette and cigar Cycle free of charge. local communities by Go to betterretailing. Green-fingered retailers butts, ash, used and Charlie Cunningham recycling cigarette waste com/retail-newsagent can sign up to be a collec- unused cigarette filters, Reid, head of corporate that is being generated tion point for the Cigarette rolling papers, inner afairs and communica- near their premises.” cigarette brand

ONLY 200 No3 The UK’s Superkings 10s 200/190 No3 exclusively for independentSuperkings 19s retailers

200 No3 King Size 10s

200/190 No3 King Size 19s

Stock up now!

STOCK UP AT YOUR LOCAL LANDMARK WHOLESALE MEMBER DEPOT

Abra Wholesale Forteith Foodservice AG Parfett & Sons Ltd B.A. (Blakemore Wholesale) JW Gray Sutherland Bros Ltd Blakemore Wholesale Hi Line Time Cash & Carry Ltd East End Foods (Plc) Hyperama Cash & Carry United Wholesale Grocers First Choice Wholesale Ltd L & F Jones Holdings Ltd More Great Deals from

For more details contact your local Landmark Wholesale Depot or call Landmark Wholesale Central Offi ce on 01908 255 300 | www.landmarkwholesale.co.uk

Check your local Landmark Wholesale Members PLOF and in depot signage for details of local member pricing

RN ad template.indd 21 28/09/2015 10:57 RN_No3ad_297x210_Sept15.indd 1 23/09/2015 17:25 14 2 October 2015 Retail Newsagent Do you want to see your views in RN? email [email protected] REGIONAL tel 020 7689 0600

The Star Vip and Jo pitch performer in for charity The Shefeld Star was Vip and Jo Measuria joined crowned Daily Newspaper the One Stop Franchise of the Year at the 02 Media team on the pitch during Awards for Yorkshire and half-time at a Derby County the Humber last week. v Burnley game to present The Star’s sister title The a cheque totalling £500 to Yorkshire Post was also the Derby County Commu- highly commended in the nity Trust. The funds were daily category and was voted raised during a party at the Team of the Year for its cov- couple’s Prior Way store in erage of the Tour de France. Borrowash, Derby, which Meanwhile, the Scun- celebrated it becoming One thorpe Telegraph was Stop’s 100th franchisee. named best weekly news- Pictured are Paul Newman, paper. Derby County’s community Nicola Green, director manager (far left), receiv- of communications and ing the cheque from Vip reputation at O2 UK, said: and Jo Measuria (holding “With record numbers of cheque) and members of entries this year the panel the One Stop Franchise found it even harder to select team. the shortlists and eventual winners.” During the evening the Cashback scheme pays dividends in village store More than 200 shoppers signed up since July regional media was also praised for its “complete pro- fessionalism” by the sister of a schoolteacher murdered as she taught a lesson at Corpus Christi College in Lyoness loyalty scheme Leeds. is ‘boosting my footfall’ ‘Alchemist’ by Steven Lambert money on weekly grocery special ofers at Lyoness it, so it keeps them coming purchases. merchants. back to the store,” said Mr tributes A West Midlands conve- The scheme ofers users Mr Bargotta said more Bargotta. Colleagues of Joe Woods, nience store owner says he up to 5% cashback of the than 200 shoppers have “With Lyoness, we’re who established Beverage has increased the number purchase value of their signed up to the scheme also now able to ofer Brands, have paid tribute to of repeat shoppers at his shopping at participating since introducing it to his gift cards to people for the “true drinks alchemist” business after signing Lyoness stores. When shop- business in July. places like Argos and Costa, who died last month. up with an international pers have accumulated £9 He said a further 30 which have also been Mr Woods established loyalty scheme. in cashback, the money is shoppers have registered popular.” Beverage Brands in 1992, Baljit Bargotta, owner transferred directly into following an open day Mr Bargotta’s open which grew into a multi- of Snitterfield Village Store their bank accounts. to promote the scheme, day also included a cofee million pound business near Stratford-upon-Avon, In addition, Lyoness which took place last morning to raise money following the development has been working with members receive ‘shopping Friday. for Macmillan Cancer of products including Cale- Lyoness and its cashback points’ for every purchase, “It’s a good system for Support, while customers donian Clear, Woody’s and card system to ofer cus- which can be saved up us as customers can save had the chance to speak to WKD, and became part of tomers the chance to save and redeemed on various money whenever they use local MP Nadhim Zahawi. The SHS Group in 1994. A statement made on behalf of The SHS Group said: “We should acknowl- edge his talents for creating Newsagents making the news innovative, memorable and Newsagents are proving to NFRN Eastern Counties dis- newsdesk, which led to a he had taken. iconic brands …he was a be a valuable source of news trict council meeting that front page story. Great Yarmouth member true drinks alchemist.” and contacts as publisher the company’s 550 staf in But NFRN members are Ralph Childs added: “We Archant encourages every- Norwich were all helping also playing a role. Veteran discovered that an old wall one working for the group the business. member David Starling was being restored and to turn reporter. Mr Condron gave the revealed that unusual people asked to donate Correction David Galletly, retail example of a member of his black tomatoes he had a stone – and pay £10 to Mandeep Singh is the sales manager for Norfolk, staf who saw a lot of police grown were featured in the charity. owner of Singh’s Premier in and his colleague Ian activity, discovered it was Eastern Daily Press and “It was a great cause and Shefeld. We are happy to Condron, who has the a chase and tipped of the the North Norfolk News – when we heard about it we correct this. same role in Sufolk, told an East Anglia Daily Times together with photographs tipped of the local paper.” Fresh ‘n’ chilled vs hot food-to-go What’s the occasion?

No matter who, what or where your shop is, fresh ‘n’ chilled and hot food-to-go are ideas that could work for you and must be considered. They are two key growth areas in convenience retail and are crucial if you are looking to take your shop to the next level. Whether you’re considering introducing a small selection of fresh fruit and veg, a coffee machine, a larger produce section which includes fresh meat, a shop within a shop or a fully-fledged café, this session led by Booker Wholesale at the Local Shop Summit, held at Lord’s Cricket Ground on Wednesday 14 October will help you decide how to tailor your approach it. Alongside expert panellists and proactive retailers, Booker Wholesale will be discussing how to get these key growth areas right. Whatever stage you are at in developing your strategy it’s important to take time to do it well, analyse your customer base and customise your shop’s offer to suit your shoppers. “Fresh and chilled foods along with food-to-go are a massive profit opportunity. If retailers get this category right, it has a proven track record to drive footfall. Through this session, I am looking forward to BROUGHT TO YOU BY discussing best practice and sharing advice to maximise both sales and profits for retailers,” says Martin Swadling, director of Premier for Booker Wholesale. Investigate your opportunity in fresh ‘n’ chilled and hot food-to-go, understand how they can work together to drive basket spend, and work out your next steps by attending Booker Wholesale’s interactive Local Shop Summit session.

Register your place: call 020 7689 0600 email [email protected] visit betterRetailing.com/LSS

SUPPORTED BY:

RN Booker.indd 1 29/09/2015 12:59 16 2 October 2015 Retail Newsagent YOUR NFRN DISTRICT AGM REPORT REGION LONDON 15.09.2015 Tim Murray reports from the NFRN London district council meeting

London leads way culates the charge,” he approved Now Pensions said. “I’ve asked our chief outlining the ins and in amalgamation executive and anyone outs of the new require- The amalgamation of I can think of, no-one ments. branches and how best knows. It’s something Peter Wagg said: “I got to encourage members the district should be someone to organise it to take a more active role alarmed about.” for me. There’s in the federation was a an awful lot key topic at the London Members told to of read- district council meeting. ing and an Many members sug- make some noise awful lot of gested London was a Retailers were reminded form-filling. Peter shining example to other Retailers are beginning to look again to make their The vast Wagg districts throughout at the new pension legislation voices heard on other majority of the country. Hitchin issues beyond late deliv- retailers will not have a member Pravin Shah the helpline to report any eries. They were urged staging date until next said: “London district problems with deliveries to use the NFRN website year. But you need to branches are performing or credits. and speak to their local start familiarising your- fantastically well.” Issues with late deliv- MPs about issues such as self with it.” District president eries were touched upon, Sunday trading. Devendra Patel added: with Southend member London North member Alternatives to “We in London want Graham Cook noting: Mahendra Jadeja, said: to show other districts “We’ve had abysmal de- “Members should write PayPoint and branches how to livery times over the past We in to their MPs about Sun- Retailer-friendly improve.” few weeks.” day trading. schemes from compa- While some, such as Devendra Patel London “My MP is David Bur- nies such as Netpay and Fulham branch, had not pledged to raise the issue want to rowes and he’s support- Payzone were outlined been entirely successful, with wholesalers, while ing our cause. We should to members, with Peter the amalgamation of Tom Searle reminded re- show other make a bit of noise about Wagg running through branches such as Oxford tailers: “Use the helpline, this.” some of the alternatives and Reading had boosted it’s what it’s there for.” districts and to PayPoint. attendance. Mr Searle was also Get prepared for Mr Wagg said: “I’ve “Restructuring doesn’t promising to pursue branches just switched to Netpay, mean throwing away news wholesalers about how to pension changes saving me a considerable branches that are suc- carriage charges, espe- The looming pension amount of money every cessful,” said Richmond cially at a time when fuel improve legislation, where month.” and Kingston member prices were showing no employers will have to And while, as Pravin Omkar Patel. signs of increasing. Davendra Patel set up schemes for their Shah noted, “cheques While most agreed “Nobody seems to NFRN London district staf, was discussed at have more or less disap- that amalgamation know how Smiths cal- president length, with NFRN- peared”, debit card use was a last resort, the had exploded. Mr Wagg example of national Your say said: “I have people come president Ralph Patel’s in and buy a newspaper own branch, Croydon with a credit card.” & Bromley, which he London is expected to benefit from a £197m windfall during the Retailers were urged reinvigorated, was held Rugby World Cup. What are you doing to promote extra sales in to find out more through up. London your store? the NFRN website and South West Shoplink. member We’re in the The brief an- We’ll have all Tom Searle wrong place swer is – noth- the magazines Awards alert said: “Look – we don’t ing. There is in store, ready Members were urged to Tom at Ralph’s have a lot of some interest, for if England become more involved Searle branch – it rugby fans. You get the odd but it’s always football that do well. There are a few with the NFRN’s national only needed mega fan, but we get more wins. If England start doing rugby clubs in Luton and awards. While it was too one person to be the football types. It might well and there’s lots of I’m sure they’ll be packed late for this year, catalyst.” make a difference when it coverage, then there might once it starts, but it’s not Devendra Patel said: actually starts though. be some interest. huge for us. “London being a prime Another plea to Keith Dight Val Chung Pravin Shah district, we should be use helpline The Paper Shop, Broomes, 7am-10pm, encouraging our mem- Ashford Buckhurst Hill, Essex Luton, Bedfordshire bers to get involved more Members were once vigorously than before again encouraged to call for the awards.” Retail Newsagent 2 October 2015 17 YOUR NFRN DISTRICT AGM REPORT REGION N.IRELAND 15.09.2015 Kathryn Gaw reports from the NFRN Northern Ireland district council meeting

Stormont date said they didn’t have it gent Donal McKay was with them, but reassured invited to the September with politicians her they were over 18. meeting to discuss his Delegates agreed to host The staf member then ongoing concerns about an evening reception opened the doors to the Payzone. at Stormont as part of a cigarette counter, and He told the meeting he plan to engage with poli- sold the girls a packet of was making little profit ticians and raise public cigarettes, meaning that from his Payzone termi- awareness. two laws were techni- nal, and has now NFRN public afairs ex- cally broken. been asked to install a ecutive Charley Parsons broadband line before asked council Tentative talks he can receive a new members A reception is to be held at Stormont in a bid to model. to put for- raise awareness and engage with politicians over merger plan “I am concerned ward their In the absence of an the ongoing cost of a Charley concerns Ireland to ensure newsa- NFRN representative for broadband connection Parsons and ideas on gents are in compliance the South Down would not be matched by how to raise with new tobacco laws. area, Judith revenue from the new the federation’s profile in Delegates said they Mercer asked terminal.” Northern Ireland. would like to see a list of members Judith Mercer Key issues included all the areas where tests how they felt updated Mr McKay carriage charges, tobacco took place. They pointed about a merger Ken on the ongoing talks legislation, rising city out that £17,000 worth between South Chapman between the NFRN and centre rates and rents, of illegal cigarettes was I’m concerned Down and North Down. PayPoint, adding that and the new National recently discovered in She added that South while PayPoint is not Living Wage and auto- Strabane, and there the cost of a Down would still have likely to overturn its enrolment pension have been many more broadband a dedicated representa- charges, “there seems to scheme. unreported instances of tive. be more movement with Ms Parsons said all tobacco products being connection Ken Chapman said Payzone”. members should work on sold illegally. he would not want to go Belfast West member engaging with their MPs Judith Mercer said one would not be ahead with a merger if it Pauline Schiefer said she and MLAs, however she of her stores failed the meant Northern Ireland had also received a call acknowledged this could test, and she now has matched by would lose a delegate at from Payzone asking be difcult given the un- to go to court. She said revenue the next annual confer- that she set up a broad- certain state of Northern the test took place when ence. band connection for her Irish politics. a part-time member of Donald McKay new terminal. It was agreed that once staf served two girls, Retailer, Ballynahinch Broadband cost Stormont was back in op- who appeared to be over Parcel service eration again, members 18. The staf member hits revenue would start to contact asked for ID and the girls Ballynahinch newsa- ‘valuable’ MPs and MLAs and to Parcel collection plan the reception. Your say services, such as my- North & East Antrim Hermes, Collect+ and member John McDowell Pass My Parcel, had suggested there should As we enter one of the peak times for collectable sales, how become a valuable source be a regional spokesper- do you plan to promote them in your store? of income for indepen- son who was available to dent newsagents, Judith comment on any issue Mercer said. afecting Northern Irish They come We have We put all She told the meet- members. with an A4 them in the posters ing her stores had been District president Ju- poster so I around six up and dis- handling myHermes dith Mercer agreed, add- put that in diferent play two full packages on behalf of ing that a raised profile the window, and I have places and we use the faces of the starter pack customers, with the would help to inspire the them on the counter. posters that they send in the window. We usu- courier firm paying 35p district’s members, and Match Attax sold well us. It’s all down to ally give a couple out for every package. get them more involved. last year, but it’s a bit placement – we want free to a few of the kids Mrs Mercer said stores late this year. Young- our customers to practi- who go to the school simply needed to have Test purchases sters have been asking cally trip over them. across the road, just to a secure place to store about them. get interest up. packages overnight, information call Donal McKay, Judith Mercer, Ken Chapman, and that the transaction Test purchases have been McKays, Ballynahinch Hamilton News, Belfast Ken’s News, Belfast process is simple and carried out in Northern fast. 18 2 October 2015 Retail Newsagent YOUR NFRN DISTRICT COUNCIL REPORT REGION EASTERN COUNTIES 22.09.2015 Richard Goss reports from the NFRN Eastern Counties district council meeting

React to news, shoppers prompted much cheaper fuel in district president Owen 2015. Owen Church said publishers told Church to support a the arrangement was in- Newsagents in East minimum-spend equitable and that Men- Anglia want publishers condition. zies had a moral, if not to react faster when a Many stores insist on legal, duty to consider its big story breaks in their a minimum spend of charges. area. Often, retailers £5 before handing over The meeting heard found it difcult to cash, but retailers were that Smith News had get extra copies of encouraged to regard it introduced a two-year newspapers when there as an efcient and cost- freeze option on delivery was a major local story, When Ipswich Town play well, sales of efective way of banking, charges – and members members reported. the Ipswich Star follow, members were told because it costs no more were urged to consider Localised billboards than physically this option where it was helped to boost news- sharing latest figures. taking money available. paper sales, but Great Ian Condron said the to a bank. Yarmouth member Ralph East Anglian Daily Times Mr Church Strong objection Childs said the system is selling around 12,500 added that Current campaigns could be improved. “We copies a day of its east the calcula- Owen against street-drinking have big stories on our edition around Ipswich, tions did not Church in an increasing patch, but although 3,500 of the west edi- take into number of towns and there have been tion centred on Bury St We have big account the staf time cities revolved around times I could Edmunds and 2,000 in required to bank in the an agreement by have sold Essex. Mr Condron said stories but traditional way. shopkeepers not to stock another two sales of the Ipswich Star although or sell super-strength dozen copies, reflected the progress of Pressure piles on alcohol. I couldn’t get Ralph the local football club – there are But Owen Church said them in time.” Childs when it was doing well for Menzies cut many members would be sales increased – which times I could The tumbling price of reluctant to comply with ‘Challenging’ prompted Ralph Childs have sold fuel is putting Menzies the drive. pension changes to joke that perhaps the Distribution under He said: “It is totally sales team should give another two pressure to reduce its legal to sell stronger al- Changes to pension rules pep talks to the football carriage service charges. coholic drinks and there are proving challeng- team instead of its staf. dozen copies, The meeting heard is no reason why any ing for many retailers, I couldn’t get that the company was shopkeeper shouldn’t sell according to national Minimum spend quick to increase charges them.” president Ralph Patel. them in time when fuel prices started He said the scheme for cashback? to rise a couple of years Officers sought would cost employers The increasing use of Ralph Childs ago, but had not reduced The Eastern Counties between 35p and £1.50 cashback facilities by Retailer, Great Yarmouth them in the light of district council is to per employee per make one last efort to week. Mr Patel Your say find members willing said one prob- to take on roles in the lem being How will proposed changes to laws around Sunday Trading local branch in Ipswich – experienced afect your store? before ofcially declaring by members Ralph it un-ofcered. was the Patel The Sunday As a retired We have Ipswich member reluctance of Trading plan newsa- a meeting Alwyn Basford told the major scheme providers is a mess. It’s gent, I am lined up meeting that two sched- to get involved in small a mish-mash watching with our uled AGMs had failed to schemes. He endorsed of plans and you may get as to how the proposed local MP Brendan Lewis attract a single member Now Pensions, which is one situation where one Sunday Trading laws and Sunday trading and, without ofcers, the willing to ofer schemes local authority allows may afect shopkeepers. will be on the agenda. branch faced adminis- to smaller stores. extended hours and one The independents are al- I’m personally against trative problems with doesn’t. As usual it’s a ready struggling to make a change in the law, not things like funds. Paper’s fortunes proposal that’s been a profit and this would just for my shops but for It was decided to ask a follow football designed on the back of a make trading more split all shops and staf in the wholesaler to put up £50 cigarette packet. than ever and, in my area. – a sum to be matched Sales of one of East An- Owen Church, view, a free for all. Debbie Turner, by the branch – to ofer a glia’s leading daily papers Post Office Stores, Alwyn Basford, Your Ideal Shop, £100 draw to members of were revealed, with an Great Yarmouth Suffolk Great Yarmouth the Ipswich branch go- Archant sales executive ing to the next meeting. 19 2 October 2015 Retail Newsagent

[email protected] 020 7689 0600 @RetailNewsagent

Chris Blakey used the NFRN’s NewsPro scheme to review and update The Paper Shop’s range MENZIES MALICE OR INCOMPETENCE? There is an old adage that you Menzies still hasn’t applied another newsagent is wonder- should never ascribe to malice the changes. We also have ing why his Marvel partwork that which can be explained outstanding restitution claims order hasn’t arrived. Rather by incompetence. Sadly, in from July and August, which like we were yesterday when the case of Menzies I can no are yet to be paid. Someone trying to explain to customers longer believe this to be true. from the call centre said our why we haven’t got The Art of We recently changed our branch would ring us to ex- Crochet or My Zoo Animals magazine shelving around and plain what was happening and collections. so decided to take advantage of when we would be paid out. As I said – is it malice or is it the NFRN’s NewsPro scheme to We are still waiting. incompetence? I’m struggling review and modify our range. Then there is the issue of to decide which. partworks. Or rather the lack Chris Blakey We spent a few hours going The Paper Shop, through the data with our of partworks. This morning Halifax, West Yorkshire RDM, submitted all the data we should have got the car to Menzies and requested we title Classic American. Instead Menzies did not respond to be put on full constraint. That we got part 131 of Marvel Fact RN’s request for a reply to this was over three weeks ago and Files. I presume somewhere letter.

RN’s request for a reply to this Marvel’s Mightiest Heroes, New Menzies letter. Art of Crochet, Marvel Chess Collection and Mr Men Little needs to get Wakefield move Miss. These are bread and butter titles. it sorted at has resulted in When I contact Shefeld I am told “magazines are nothing to Wakefield ongoing shambles do with us”. Who are they to do We have two accounts with for my store with? Is anyone taking owner- Menzies, one out of Leeds and ship of this problem? Once again we are expected the other out of York. I understand that when the to pay more for an ever de- We have received notification tote boxes arrive it is a ‘free creasing level of service from from York that our carriage ser- for all’ among the drivers, Menzies. vice charge will increase this and track and trace is simply I keep a log of my fuel cost/ week from £36.27 including VAT ignored. mileage and can say definitively to £39.23 (the letter doesn’t state Which might explain why that my mileage has increased whether or not VAT is included I am being pursued for £12 for by 15% in the last 12 months, in the new charge). This is an a tote box that has never been while my costs have fallen by increase of £2.96 or 8.16%. near my shop. 5% in the same period. Meanwhile our Leeds amount Tote box 00892033 is not on So my falling sales must be will go up by even more – from my premises. Maybe it has all catastrophic to outweigh those £34,29 to £37.81 or an increase my missing women’s titles from figures. Well, maybe they are. of 10.26% last Thursday in it? Wherever Since Menzies moved maga- I’m not one to bemoan Men- it is. Steve Maxwell & Sue Shutt zine distribution to Wakefield zies, but please get Wakefield Smith’s News, the results are an ongoing Doncaster sorted. We are lucky enough to shambles. be five minutes from the depot Menzies did not respond to Here is a list of items I have and can get there when there RN’s request for a reply to this not received in the last 10 days: are re-runs etc., but many of letter. Grazia, Inside Soap, Total TV your customers can’t. Martyn and Kate Brown Guide, Chat, Fun to Learn Peppa The opinions on this page do not necessarily News-2-You, Pig, Pick me Up, Real People, represent those of the editor Leeds Take a Break, That’s Life, Tattoo Letters may be altered by the editor for reasons Menzies did not respond to Ideas, Beano, Build a Mallard, of clarity or of length 20 2 October 2015 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY Do you have confidence that the new Enterprise Bill will help your business? Adrian Rodda AR News, Harrogate When it comes to the Enter-

RETAIL NEWSAGENT prise Bill I’ll believe it when NEWS ● CONVENIENCE ● PROFIT I see it. And when it comes to 11 Angel Gate, City Road, London EC1V 2SD David Cameron I don’t trust Tel 020 7689 0600 anyone who allegedly puts their email [email protected] privates in a pig. The red tape Annual Subscription around small business is ridicu- UK 1 year £144 Europe £289 2 years £227 Rest of world £339 lous. If they can cut red tape 3 years £319 around insurance, I’d be very To subscribe contact 01737 457236 happy, but as I said, I’ll believe it when I see it. Editor Director of Sales Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 Raaj Chandarana Premier Tara’s News, Associate Editor Account Managers Chris Rolfe Liz Dale High Wycombe 020 7689 3362 020 7689 3363 The Enterprise Bill is one of News Editor Will Hoad those things that I’ll only have Gurpreet Samrai 020 7689 3370 faith in when I see it making Retailers are sceptical David Cameron can 020 7689 3386 Dwain Nicely a diference on the ground. deliver the Enterprise Bill’s promises NewsReporter body 020 7689 3372 Steven Lambert Letters name, Sometimes I think these plans 020 7689 3357 lettersAccount address Executive are designed to get votes and Chaz Chahal don’t think we see it on the shop Reporter Marta Dziok I question whether the cost Costcutter, floor. In fact, there are more ex- Nicola Stewart 020 7689 3354 and time incurred in getting a Bromsgrove amples of them increasing red 020 7689 3358 Sales Support bill through parliament filters I’m a bit sceptical about govern- tape than reducing it, with the Executive Features Editor down to the grassroots and ment. When they’re in a new Living Wage and tax on tobacco. Tom Gockelen-Kozlowski Chris Chandler 020 7689 3361 020 7689 3382 whether we really see practical term they always say they’re go- It feels like a never-ending Feature Writer Marketing Executive benefits. ing to help small business, but I struggle against the big boys. Nadia Alexandrou Tom Mulready 020 7689 3350 020 7689 3352 Production Editor Marketing Assistant Darren Rackham Emma Wilson YOUR STOCK OTC medicines are already launch- Your020 7689 3373stock020 7689 3384 Managing Director ing products and campaigns ahead of the cold Nick Shanagher 07966 530 001 and flu season. How are you stocking up for the winter? Sunita Kanji better quicker. I keep my stock gent, I have a small ofering and Email fi[email protected] Family Shopper, very visible behind the till, and tend to stock Booker own brand If you do not receive your copy of RN Bolton at this time of year I usually put medicines or branded names on please contact Chris Chandler on 020 7689 3382 or email [email protected] We definitely sell more branded a call out on Facebook to remind special ofer to keep a reasonable products like Lemsip, Vicks, customers we stock medicines. price point. I’m not sure these Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper Nurofen, Tixylix and Calpol, products only sell in the winter, Distributor Seymour Distribution, but we sell all of those in the Les Gilbert but I think consumers are be- 2 East Poultry Avenue, London, EC1A 9PT summer too. I think people do Better Buy Local, coming wiser to branded labels Audit Bureau of Circulations presume that when they pay Chard, Somerset not always being better – it’s July 2014 to June 2015 average net for a brand they are going to get something that the discounters circulation per issue 14,539 Because I’m primarily a newsa- have introduced and it’s filter- Winner of the 2009 ACE gold award for ing down. circulation excellence by a smaller magazine Terry Caton Londis, Chesterfield Retail Newsagent is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the As soon as the weather gets Benefits Fund of the National Federation of Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, colder, the medicine category comments and reviews included are not necessarily those of the is one we start thinking about. Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from I’ve got a selection of own brand Retail Newsagent may only be undertaken with the prior written and branded products and both agreement of the Editor. Contributions are welcomed and are included in do well. Customers are increas- part or whole at the sole discretion of the Editor. ingly price-conscious though. Newtrade Publishing accepts no responsibility for submitted material. Every possible care is I keep a small selection of medi- taken to ensure the accuracy of information. cines behind the till but I also For trade use only keep some cold and flu remedies The cold and flu season will soon be upon us on open sale. Retail Newsagent 2 October 2015 21 YOUR Nicola Stewart [email protected] 020 7689 3358 ISSUE @NicolaStewartRN

RN SPOTLIGHT ON NEWS UK’S RETURNS PROCESS In the past couple of months, at least six RN readers have contact- ed us after experiencing problems with missing newspaper credits from News UK Direct. It has been the same story in almost every case. Retailers tell us they are returning a certain num- ber of copies, and then are cred- ited for a lesser amount. Claims to recover the missing credits are then rejected because the number of copies returned allegedly does not match the number of copies the retailer is claiming for. In most instances, it comes down to the retailer’s word against the publisher’s records, NFRN London district president Devendra Patel, centre, and it seems to be the records that using the TWI scanner at News UK’s logistics support centre determine the outcome. London retailer Navin Bhupta- following morning. It seemed fail evaluated, with dedicated staf rect bundle. They are also asked ni, of Goswell News in Islington, proof. responsible for ‘continuous im- to ensure they are only returning became so frustrated at persis- So, our attention turned to the provement’. titles distributed by News UK and tently missing credits on The Sun, publisher. Richard Johnstone, The team responsible for to not roll multiple copies, as it can that he invited us to his store to head of wholesale and logistics returns cannot understand how cause problems. see his returns process. services at News UK, invited RN, mistakes can be happening and It is recommended vouchers be Mr Bhuptani told us he not only along with NFRN representatives, after seeing the scanners in ac- treated as cash, and if a retailer had regular inconsistencies on to the logistics support centre tion, it is hard to disagree. is sending back a significant his returns, but had also missed in Broxbourne to see its returns Each bundle that comes in has amount, it is advised they send it out on a £152 credit because an en- process first-hand. its returns note scanned, and then by recorded delivery. velope of vouchers had somehow Situated on a junction of the each paper is scanned one by one. Lastly, they request that if a failed to be processed. (Fortunate- M25, it is the base for 43,000 If a copy fails to scan, the con- retailer does have a problem, that ly, News UK eventually agreed to direct to retail deliveries made veyor belt freezes, a barrier comes they call the contact centre in pay for these vouchers as a gesture into London each week. Drivers up to stop the newspaper going the first instance and allow time of goodwill.) are equipped with Motorola ‘scan down the line, and the operator for the problem to be resolved. If RN spent three evenings at Mr guns’ that feedback real-time up- has to scan it correctly before he retailers also seek help from the Bhuptani’s shop to see for our- dates on delivery progress, proof can continue. It appears there is NFRN helpline, it can slow the selves if there was anything at his of delivery by barcode scanning at little to no room for error. process down as the case may be end that could be contributing to stores and alerts for failed deliver- So, how is it that retailers are entered more than once. the discrepancies. ies. Collection of returns is also consistently losing out on credits It is understandably frustrating Each night, his unsold Suns, fed directly back into the master for papers they are certain they for retailers having to deal with Times and Wall Street Journals system. are returning? It is still difcult to cases of missing credits, and if were carefully counted and tied The hub processes an estimated say, but Mr Johnstone does have it continues, please let us know, together securely by string, with 520,000 unsold newspapers per some recommendations to mini- but after spending a morning in his correctly filled-in returns note week, using state-of-the-art TWI mise any margin for error. the depot, it does seem like this sellotaped to the bundle ( pictured scanning equipment that was Retailers are asked to make sure publisher is genuinely doing all it inset). This was then locked in his introduced six months ago. Opera- returns notes are correctly filled can to make sure its process is ac- security box to be picked up the tions at the site are constantly in and clearly attached to the cor- curate and efcient as possible.

Network and learn from progressive retailers

October 14, 2015 Lord’s Cricket Ground, London

Register now: betterRetailing.com/LSS @betterRetailing 22 2 October 2015 Retail Newsagent

Nicola Stewart [email protected] 020 7689 3358 @NicolaStewartRN Press Distribution Review Panel When problems occur in the newstrade supply chain, retailers should make their complaints known to the PDRP, says its chairman Neil Robinson. Otherwise, he warns, issues may go unidentified and solutions will not be found

RETAIL NEWSAGENT Can you tell us what the first ones to identify problems the Press Distribution Review Panel with voucher processing which led (PDRP) does? to discussions about what was going NEIL ROBINSON The PDRP is there to wrong at PDF level. oversee the supply chain’s self- The number of complaints has regulatory system. since plummeted. It is not a particularly strong system, but it is based on the Press RN Is there a reason that restitution individually, the publishers are Distribution Charter and our job is payments for late deliveries could trying fairly hard. Everybody within to make sure the dispute resolution not be made automatically? the industry must recognise that part of it is properly run and NR From my point of view, it is about late deliveries are in nobody’s best administered. due process. interest – all parties want to sell as We also try to pinpoint issues If a situation arises, it is necessary much as possible. within the supply chain, suggest to establish the facts and exactly You have to remember though ways to improve compliance to the whose fault it was. If we don’t that you’re dealing with 50,000 Press Distribution Forum (PDF) and A complaint is very important to receive outlets and what must be with the can name and shame publishers or the retailer, but also to the industry. retailer by 7 o’clock leaves the press wholesalers who fail to comply. If we don’t receive complaints, complaints, at midnight. then we are not able to identify Lateness will occur and often the RN You are currently carrying out a where problems exist. then we problem isn’t with the supply chain, survey asking retailers to review are not able it’s with editorial. the complaints process. Why? RN Is the PDRP satisfied the If Arsenal are playing Tottenham NR It’s essential that the PRDP industry is doing all it can to to identify at 8 o’clock and there’s extra time monitors itself and the quality of the improve on the late delivery of because it’s a cup match and it then job it does. newspapers? where goes to penalties, it’s going to be a We need to know the complaints NR Yes, although you could argue stretch to get it out on time. process is working on a daily basis, the success rate is not particularly problems so anybody who has gone through brilliant. I do believe that, exist RN What do you wish retailers knew the process, or anybody who has about the PDRP? a constructive contribution, is NR We are totally independent from welcome to respond. the PDF, in fact we fall out with Hopefully we will identify any Company CV them quite often. areas of concern and be able to put ** The job we face is exceedingly them right. ** difficult because we are trying Company Press Distribution Review Panel (PDRP) Chairman Neil Robinson to regulate the way wholesalers, RN Is the complaints process Profile The PDRP is a self-regulatory body made up of publishers and distributors behave working? newspaper, magazine, wholesale and retail representatives, and they complain that any NR I think so. We’ve seen the number responsible for overseeing the handling of retailer regulations or standards we impose of complaints increase and we complaints made under the Press Distribution Charter, as are excessive burdens or costs. perceive that as a good thing. well as the collation and publishing of industry data. Retailers, meanwhile, think It means we are building up a Latest news The PDRP is carrying out a survey asking they are really hard done by and reputation for doing the job we were retailers to share their feedback on the complaints process. inadequately protected. entrusted with. We are running along a tightrope It also works in getting things and what we desperately need is done within the industry. We were ** ** more usage by retailers. Retail Newsagent 2 October 2015 23

email [email protected] tel 020 7689 0600 fax 020 7689 0700

Autumn has well and truly arrived and as temperatures stumble, cold and flu rates soar. John Eastwood looks at the sales data for over-the-counter medicines to discover where the biggest opportunities lie Warm up your 'colds' sales

ith an Indian summer looking increasingly OTC medicine sales in independent stores unlikely, there’s no better OTC medicines – annual market value Adult oral analgesics – share by value time for us to take a look W 80 100 at sales the OTC medicines sector. For the past six months the major 25.7% 80 32.3% 36.3% 39.5% opportunity for independent stores 60 has been allergy relief and hayfever 60 remedies, such as Piriteze, which 40 £66.4 £66.9 £70.0 have a sales peak in spring and 40 74.3% summer. In 2014, these sales totalled 20 67.8% 63.7% 60.5% £1.3m, a very high level compared 20 with the two previous years. 0 0 But if last year was a bumper year 2012 2013 2014 2012 2013 2014 2015 for itchy eyes and sneezing, the 2015 to mid hayfever season, usually at its height Allergy relief – weekly sales value 2014 Mainstream brands September during Wimbledon fortnight, was far Own label less severe than previous years. The 120,000 result was a 20% fall in sales value compared with 2014. 80,000 Now, however, with the weather cooling, sales shift as the number of 40,000 cold and flu cases start to climb. Cold and flu treatments have 0 grown by 3% so far this year. There were reports that the NHS flu jab was 4/1/14 6/9/14 19/7/14 22/2/14 12/4/14 31/5/14 largely inefective, working in only 13/12/14 25/10/14 about 3% of those treated rather than 50% normally. This could have driven where the major brands have come 8% this year means that baby and sales to some extent. Cough treat- up against considerable competition children’s remedies now represent ments are similarly showing growth from own label brands such as Happy over 7% of the OTC market in the this year at 2%. Shopper. These sell at much lower convenience sector. Which other products see the prices and now command a share of Once the festivities are done with benefit? I have included medicated 39.5% of the market value. it’s time for customers’ New Year’s confectionery from both mainstream To understand the true extent to resolutions. Giving up smoking is the confectionery suppliers and pharma- which the seasons can dictate the ail- most common and probably the least ceutical companies in my definition Major brands ments we sufer, you need only take successful of these. of OTC medicines and they remain have come a look at the sales data for Christmas. It will be interesting to see the a sizeable chunk of the total market. Weekly sales of indigestion remedies, impact of e-cigarettes on the smok- This year to mid-September they ac- up against for example, are almost 50% higher ing cessation sector – brands such as counted for 29% of OTC sales, but the than the rest of the year. Indigestion Nicorettes and Niquitin are in very sector is in slight long-term decline, considerable treatments sold £5.1m in 2014 and low distribution in the convenience down from 31% in 2012. The value of competition have shown a slight decline this year sector, although traditionally promi- medicated confectionery in 2014 was to mid-September. Rennies is the nent in pharmacies. It highlights one £19.4m. from own dominant brand with a 61% share, more opportunity in this market. Just behind medicated confec- with Gaviscon, its major competitor, But by the time that New Year’s tionery, the next largest category is label brands at 31%. The Christmas period predict- resolutions are either completed or adult oral analgesics, or painkillers, ably shows higher than normal broken it will likely be time to start which had a market value of £19.2m sales of painkillers but this is not as thinking about getting your range of in 2014. Sales values in this sector are marked as might be expected. allergy relief and hay fever remedies also down this year on 2014, by 6.8%. In addition, an area of major perfected for the start of spring. ● The volume decline is somewhat less growth has been in children’s at 4%. These painkillers are an area analgesics. A sales value increase of John Eastwood is a data analyst for EDFM 24 2 October 2015 Retail Newsagent PRICEWATCH ROSÉ WINE ROSÉ WINE PRICES AROUND THE UK PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER Pricing strategies

1 2 3 4 5 Jacob’s Creek Shiraz Rosé £7.74 £8.49 £7.69 £5.99 £6.99 – £8.49 RETAILER 75cl (Offer) Echo Falls Rosé Wine £4.94 £6.49 £5.50 £5.49 £5.99 £5.49* £7.45 * 1 75cl (2 for £10) (Offer) (Offer) NAME MO RAZZAQ STORE Premier Mo’s Convenience Isla Negra Seashore LOCATION Blantyre, Glasgow Merlot Rosé 2003 £6.79 £5.00 £5.00 – £4.99 £4.99 – SIZE 1,000sq ft 75cl (PM) (PM) (Offer) (Offer) TYPE neighbourhood Yellow Tail Rosé is our best-selling type Rosé £6.88 £4.99 £6.99 £6.99 £7.99 £4.99 – of wine and we mark up our 75cl (P&H offer) (Offer) prices by 20%, which seems to JP Chenet work well. The most popular Merlot Rosé £6.69 £6.99 £6.99 £6.79 £5.99 £4.99 – wine used to be white, but our 75cl (Offer) (2 for £10) (Offer) customers’ tastes seem to have Blossom Hill changed, and this segment is Rosé £5.09 £6.49 £6.50 – £5.99 – £7.89 75cl even more popular during the summer when the weather’s Hardys Bin 161 good. Our top three best-selling £5.05 £5.00 £5.00 £5.00 – – – Rosé wines are Distant Vines, Seven 75cl (PM) (PM) (PM) Tenths and Echo Falls. Own Seven Tenths brands seem to work quite Rosé £5.03 £5.00 £5.00 £4.50 £5.50 – – 75cl well in wine, as people like trying something that’s not Kumala immediately a recognisable and Rosé 2003 £6.74 £6.99 £6.50 – – – £5.99 75cl (Zenith) mainstream product. Casillero Del Diablo Shiraz Rosé £6.73 £6.29 £5.99 – – £5.99 £8.99 75cl (Bestway) (Offer) Three Mills Rosé £3.72 £2.99 – – £5.00 £3.99 – (3 for £10) (Offer) 75cl RETAILER I Heart Zinfandel £5.79 £4.99 – – – £4.99 £5.00 Rosé 75cl (P&H offer) 2 NAME IAN HANDLEY * = White Zinfandel STORE Handley’s Newsagents LOCATION Northwich, Cheshire 60JACOB’S CREEK SHIRAZ ROSÉ 75cl Price distribution % SIZE 900sq ft 73% of independents TYPE village 35% sell this product at or We sell a lot more pricemarked below the £8.49 RRP bottles of wine now and 30% those with £5 pricemarks sell particularly fast. This seems to 25% be our customers’ ideal price for an average bottle and is 20% why the Isla Negra and Hardys wine are our bestsellers at the 15% moment. I block rosés vertically in the chiller and put them 10% next to whites. I organise them on three tiers, with the lowest 5% price on the bottom shelf and 0% the highest on the top. This encourages people to trade up to a more premium wine. £7.79 £7.39 £7.49 £7.50 £7.69 £7.99 £8.15 £6.79 £6.99 £7.00 £7.60 £7.89 £8.29 £8.39 £8.49 £8.00 £8.09 -£6.79 +£8.49

Average selling prices and best-selling products rankings are sourced by EDFM Ltd from EPoS data from over 2,000 independent retailers throughout the UK. The prices given on this page are the prices at point of purchase. RRPs are sourced from Booker and are correct at time of going to print. Retail Newsagent 2 October 2015 25

Nadia Alexandrou [email protected] 020 7689 3350

RETAILER RETAILER 3 4 NAME PARESH VYAS NAME JOHN VINE STORE Vyas Food Store STORE Newsworld LOCATION Manchester LOCATION Church Stretton, SIZE 1,500sq ft Shropshire TYPE urban SIZE 1,000sq ft I’m sandwiched between a TYPE high Street Morrisons and a Tesco, both I only buy wine if it’s on of which I visit frequently to promotion, as my customers make sure I’m offering my are extremely price-sensitive customers better deals. Right in this area and will only buy now I’ve got a sign at the till wines at a discount. The only telling people about a 30% exception is a few white and discount on rosés, directing red premium brands, but rosés them to ‘see the manager’ are the least popular wines below. When customers ask me, in my store and will only sell I then give them extra freebies, on promotion. I source all my which change depending on wines from Palmer & Harvey, who they are. If it’s someone as I’m operating as a Super Shop with children, for example, I’ll under a Costcutter fascia. I give them sweets, and if it’s merchandise all my rosés in the someone preparing for a party chiller, next to white wine. This I’ll give multipacks of crisps. category picks up noticeably in When Wimbledon was on I summer, but has now slowed offered an extra free bottle of down. rosé when people bought one case of six.

RETAILER 5 NAME ADAM HOGWOOD STORE Budgens of Broadstairs LOCATION Broadstairs, Kent SIZE 2,300sq ft TYPE main road I stick to the RRP set by Budgens, which normally avoids pricemarked bottles but runs quite a few promotions instead. The ones on offer, including I Heart Zinfandel and Isla Negra, are selling very fast. In general, however, most of my customers are not that price-sensitive and go for more premium brands, so I make sure I have a good selection. All my wines are merchandised in a chiller near the till that stretches over a corner of my shop. This allows me to merchandise some promoted wines in the middle, which customers are more likely to see. 26 » 2 October 2015 Retail Newsagent THIS WEEK IN MAGAZINES Pages 35-37

aking over a business with a his- Jacqui says: “In the early days the shop tory dating back to 1840, Jacqui used to be shut for two half days. Now we’re Bailey has sought to combine the open from 4.30am to 10pm seven days a T heritage of her London Road Bakery week.” store in Lincolnshire with all the elements Convenience categories have grown History of a modern convenience store. dramatically at the store over the last year, The result is a shop where customers can with fruit and veg sales up 43% and alcohol pick up freshly-prepared baked goods made sales up 10%. with local ingredients alongside a wide Jacqui says: “The fact that we can now range of fresh and chilled produce, alcohol chill all our beer and wine has really and grocery essentials. helped. We also take advantage of Spar’s in the Jacqui says: “My parents bought the ‘Fresh for Less’ scheme, where we put fruit store in 1980 and, after going to university and veg priced at less than £1 on a promo- and working as a trainee manager at WH tional display near the front of the shop. Smith, I came back to the shop in 1993. We’ve also used wicker baskets to improve “I also took some time of to work as the look of the display.” a business manager at Boots. Working Jacqui adds that the store’s long-standing for larger companies, you get to see their bakery continues to be a big draw for making strengths and weaknesses, and I think customers, with sales from this section up that’s helped me make improvements at 15% over the past year. “We’ve been doing our store.” food to go since 1984.” she says. “We’re sur- One of these improvements was growing rounded by industrial estates so we have floor space from just over 600sq ft to 1,000sq quite a male-dominated customer base, ft and introducing more grocery categories which is part of the reason why we prepare to the business. 600 pre-filled rolls a day. Jacqui says: “We joined Spar about three “We also make jam donuts and egg Jacqui Bailey is currently in years ago and they agreed to help us out custard tarts from scratch, and our sausage with costs for a refit. rolls are made using meat from a local charge of a business that began “I owned a business next door to the supplier. in 1840. But, as Steven Lambert shop at the time, so we knocked into that “It’s still a strong part of the business and increased the shop size by a third.” because it’s well known by locals and more discovers, the next few chapters The move led to the introduction of fruit shoppers are looking for food provenance.” and veg, new promotional displays and an Jacqui says she now wants to to improve in its story promise to be the increase in chiller space from one metre to her bakery section further by adding a se- most exciting yet more than three metres. lection of hot ready meals. “It’s something Retail Newsagent 2 October 2015 27 We keep our magazine range tight, so we are constantly looking at the magazines section in RN for the bestsellers and the latest titles” JACQUI BAILEY

“I’ve found that I’m looking into. We get a bit of a lull after Facebook is a lunchtime so this could help us to pick up some extra sales in the evening.” really good way In addition, Jacqui says she places a big of recruiting new emphasis on staf training to ofer excellent customer service to shoppers. “We have 20 workers. We’ve full and part-time members of staf and all had a few people of them will take part in Spar’s training join us after I courses, which range from health and safety procedures to customer service. advertised on “We also have three members of staf there.” who are training to become supervisors, and I’ve found that Facebook is a really good way of recruiting new workers. We’ve had a few people join us after I advertised on there. It only cost me £3 to promote an ad as well, so it’s saved me money.” With average basket spend growing from £4 to just under £5 and weekly turnover up by a quarter since the changes, Jacqui says she is now looking at ways of creating more space for other sales-driving initiatives. “We always struggle with space but I’m looking to take down a few walls and intro- VISIT MY SHOP duce more promotional displays. “I’m also a member of the Spar Guild Spar and I’m hoping to get some new ideas from London other retailers. Road “At the end of the day, I love what I do Bakery, and I think that’s the most important part 49 – 51 about being an independent retailer.” l London Road, Boston, Lincolnshire Want to see more of Jacqui’s PE21 7RB store? Go to betterretailing.com/ @bakeryboston jacqui-bailey 28 2 October 2015 Retail Newsagent NEWS ANALYSIS With the UK economy still in need of good news – particularly outside London – the buzz in England’s second city is something to celebrate. As Tom Gockelen-Kozlowski argues: if they’d asked independent retailers, the secret might have been out long ago Retail’s worst kept secret t appears that the country’s media has discovered a new place, just a few hours north Iof London. It’s called Birming- ham, it’s situated in an area known as the midlands and it is “enjoying an economic revival” according to one national newspaper. The excitement has been triggered by the opening of the new £750m Birmingham New Street station, with a new shopping centre – Grand Central – built above it. Yet, beyond what is obviously an example of huge capital investment in England’s second city, there is growing evidence that the mid- lands as a whole is one of the most economically dynamic regions in the country. By 2018, HSBC’s headquarters will have been relocated to Birmingham while Jaguar Land Rover now em- Sajid Javid (and an extended rail line) to create a ploys 36,000 people thanks to £11bn MP is a key joint enterprise zone that could cre- of investment by the company since advocate ate 10,000 jobs. the closure of Lehman Brothers and In many ways this is an example the beginning of the recession in of the “sustainable private sector 2008. growth” which George Osborne had The good news keeps coming. A promised as early as his first Budget Chinese manufacturer – Changan in 2010. The 83,000 public sector jobs Automobile – last month announced Not enough lost in the west midlands over the the opening of a 24,000sq ft UK hub past five years appear to confirm the in Solihull which will bring with it people have rebalancing of the region’s economy hundreds of jobs. towards entrepreneurship and pri- Other areas to benefit include heard about vate enterprise. It also emphasises Telford – where a Digital Delivery the Midlands the difculties and pain that have Centre for HMRC will bring 200 come with the transformation. much-coveted high-skilled jobs to Engine A major champion for the mid- the town – and the east midlands, lands’ business community is Sajid where Nottingham and Derby are Javid, appointed business secretary pushing for government funding after the Conservatives’ surprise Retail Newsagent 2 October 2015 29

A lot of businesses will look to relocate, I believe

FOUR SIGNS THE MIDLANDS IS BOOMING

Investment The is the latest firm to ahead of London £750m rebuild bolster the growing (2.6%) and the south of Birmingham reputation of the east (2%). New Street and area in the eyes the opening of the of big businesses Achievement The biggest shopping worldwide. announcement gent readers, Mr Javid – whose fam- liam Henry’s store in the Shropshire centre to be built in September of ily owned a local shop when he was village of Cleobury Mortimer to the in Europe this year Value According to the IAA’s top 100 growing up – knows an economical- suburban Sukhi’s Simply Fresh in is one of a number the Office of National stores confirmed ly vibrant midlands is nothing new. Kenilworth, near Coventry. of major injections Statistics, the the strength of the When it comes to independent “Retailers love to meet each other of funds which are “gross value added” midlands as a place retail, the area is a colossus. As just and in this area it’s easy for our new creating wealth. – the economic to operate a fantastic one example, more than a fifth of store owners to go round and meet production of an convenience store. the Independent Achievers Acad- other business locally,” says Sukhjit International area divided by its Twenty-one of the emy’s top 100 stores this year lie in Khera, financial director at the attention Chinese population – shows stores named in the the region. Rav Garcha and Paul symbol group. car manufacturer the midlands (on list were located in Cheema, meanwhile, are two of The company has, he said, pur- Changan Automobile 3.8%) significantly the midlands. the most recognisable retailers in posefully built up its stores in the country and among the Academy’s midlands and with awards coming most decorated award winners – in thick and fast it’s a base from which election victory in May. both cases they’ve spent their retail he thinks they can grow further – MP for Bromsgrove, he made his careers in the midlands. particularly with the help that the passion for the area immediately Multi-site retailer Rav Garcha says larger investment from government clear, telling the Birmingham Post: that operating in the area – his stores and international companies. “A lot of people have heard about stretch across the region – isn’t al- “With HS2 coming to Birming- the Northern Powerhouse and what ways easy. “There’s so much compe- ham we will only be one hour from the government, particularly the tition and it can be hard to maintain London in Birmingham and a lot chancellor, means by that but not your position in the community,” of businesses will look to relocate, I enough people have heard about It’s easy for he says. But the success that he and believe,” Mr Khera says. the Midlands Engine. I am going to retailers elsewhere in the area have There will be a pleasing irony if change all that. our new had suggests this atmosphere is one this does occur. With the rest of the “Everyone knows I’m business that pushes them to improve their world taking so long to see the great secretary. They know I’m the mem- stores to go stores whenever possible. business achievement of a region in ber of Parliament for Bromsgrove. round and This theory is supported by one the heart of England, it would only But the one thing I want to work on of the most exciting brands to come be right that its attention, when it is being known as the biggest advo- meet other out of the midlands in recent years: does come, rewards the legions of cate of the Midlands Engine inside Simply Fresh. The upmarket symbol small businesses and entrepreneurs government.” business group has a glut of stores in and that have made the midlands a great Yet, just like many Retail Newsa- locally around the midlands, from Wil- place to open a shop for decades. l 30 2 October 2015 Retail Newsagent PART

CHRISTMAS GUIDE SNACKS3 With Christmas approaching, part three of our seven-part Christmas guide focuses on seasonal snacks. With a panel of great retailers to provide advice and all the essential product news, Nadia Alexandrou brings you everything you need to profit from the festivities today How to make sales go nuts consistent availability at all times Pratish Rural retailer during this period. Kataria Offer snacks that customers can North Leverton Village share Stocking a range of snacks Stores, North Leverton, for people to share with friends and Nottinghamshire family during social gatherings always goes down well, especially Use own brand snacks as a value festive favourites such as yule logs. My customers customers want snacks they can eat option Ofering own brand alterna- during a Christmas shopping spree. tives for my customers’ favourite want snacks I ensure my range stands out by put- traditional snacks such as mince Nimish Traditional ting single portion snacks such as pies gives a low-cost option for more newsagent they can Mr Kipling Angel slices by the till. price sensitive customers. Ashar eat during a Newsmarket, Look to high street retailers for Focus on fruit and nut snacks Fes- Rainham, Kent Christmas inspiration Wilkinson and John tive fruits and nuts – such as clem- Lewis – both nearby – give me a lot entines, walnuts or chestnuts – hit shopping of inspiration, especially with the their sales peak at Christmas, so it’s Highlight your ‘eat now’ range As a spree way they use premium-style PoS important to have a good range and newsagent in a shopping centre, my and layout to boost sales of impulse items such as snacks. THE SPECIALIST Know your customer demographic Recently Most of my customers are over 40 joined and afuent so they’re willing to Sophie Towers Spar Spar Hillingdon Convenience Store, Burnley, Lancashire spend a little extra and I therefore ensure I stock up on seasonal ver- sions of brands such as Sensations Award-winning retailer Sophie snacks they look for,” she says. are popular with parents and and Tyrell’s Poshcorn. Towers is currently in transition, That being said, Sophie sees children alike. converting her store to a new opportunities to improve both Owner symbol group and is increasingly her range and her sales and will Bring the festive season Paul of eight valuing the knowledge that she’s be upgrading her chillers as part into kids’ lunchboxes These stores built up on core categories such of a full refit that coincides with freshly baked treats come in Sohal as snacks. her change of fascia. single portions and have a Nisa Local, Crich, So, this Christmas, despite Her snacks range, she says, low price of 89p. Parents buy Derbyshire the changes going on around will soon include more premium them on impulse for their her business, she is eager to options for celebrating regu- children’s lunchbox as a nice continue with some of the lars to treat themselves with, surprise. Stock snacks from your local baker proven strategies and ranges exactly the kind of range she did We stock specially decorated snacks she’s used previously – not have space for previously. Show off Christmas deals at the from Luke Evans Bakery, a baker regardless of her symbol group till Christmas snacks on promo- based five miles away. Our custom- afliation. Offer guilt-free treats for tion go on a stand-alone display ers love the fact they are freshly “I get a lot of parents shopping parents to give their children by the till to drive impulse baked and sourced locally. for their children in my store, Many parents are wary of giving purchases. I’ve seen big sales and over time my relationship their children processed foods so increases on Chocolate Orange, Give them something extravagant with them has led to a good organic Christmas gingerbread MatchMakers, Mini Cheddars I sell elaborately decorated cakes, understanding of the type of and shortbread, made locally, and Twiglets doing this. which are used by many custom- ers at Christmas as centrepieces for Retail Newsagent 2 October 2015 31

PRODUCT NEWS

Tangerine Confectionery has launched a limited edition Burton’s gingerbread Biscuits flavour has Butterkist – the launched a first gingerbread gift-boxed popcorn in biscuit, the market. The Cadbury Delights Pom-Bear Snowmen 150g packs have (RRP £1.79), in (both RRP £2.19) are been available since time for Christmas also available. September with an alongside Cadbury RRP of £1.49. Milk Fingers Twin Pack United Biscuits is (RRP £3.78) and a bringing McVitie’s Cadbury Dairy Milk Digestive Slices Cracker (RRP £5). to market in two flavours this autumn: KP Nuts XL Coated Chocolate & Orange Sweet Chilli and with a twist Chocolate of Lemon & Mint. Do you have a range (RRP £4.29) Limited edition of snacks to tempt Kettle Chips is adding will bring a launches for every customer? three variants to its seasonal taste Christmas winter range including to KP Snack’s include their dinner table to impress friends a Soy, Ginger Chilli range this McVitie’s and families. & Honey flavour. year. Salt Orange & Two limited winter & Vinegar Cranberry Remind customers to buy for New editions – Beef, Reindeer Jaffa Cake Year’s Eve I also stock a range of Red Wine & Shallot Bites bars, Penguin party food perfect for New Year’s and White Stilton & (£3.29), Yule Logs Eve parties – for example cocktail Cranberry Relish – Hula and Galaxy sausages and Twiglets – which our will also be available Hoops Mistletoe customers will often buy together The smell in 150g sharing bags. Stars and Kisses. with their Christmas shopping. alone tempts Forecourt Father Adam Forecourt David Jazz many retailer retailer and son-run with deli convenience customers counter store Hogwood Charman Goraya Budgens of Broadstairs - Spar Parkfoot Nisa Local, into treating Broadstairs, Kent Garages Ltd, Kent North Fleet, Kent themselves Increase you premium assortment box range Many customers want Display your best-selling snack in Stock more indulgent snacks From to trade up at Christmas, and the several places We sell hundreds of chocolate yule logs and shortbread assortment of nice-looking cheese and Budgens mince pies at Christmas, to sausage rolls and pork pies, at salt and pepper-flavoured crackers we which I site in four really efective Christmas my customers tend to stock are particularly popular. positions: the till, the cake section treat themselves to snacks they and in two high footfall areas on wouldn’t normally allow themselves. ladder racks. Hang up clipstrips of coated snacks Boost sales of treats with multi- Snacks such as salt or honey-roasted Stock new and exotic flavours buy deals I take advantage of this peanuts are always popular at this Customers are more open to trying spirit of indulgence and encourage time, so hanging them up around new flavours so I make sure I stock customers to spend more with a high footfall areas on cliptstrips will Christmas launches such as Kettle “two-for” type deal. If it’s a premi- help them sell even faster. Chips new Beef, Red Wine and Shal- um product, this helps customers lot crisps. feel they’re getting value for money. Offer freshly-baked Christmas snacks As well as our Christmas Try out American brand’s Christ- Stock specialist cheeses Local range from Country Choice, we mas editions With the popularity cheeses are really popular in my have our own pastries filled with of American foods growing, I’ve store and customers buy them at sausage stufng and gammon ordered in some Christmas-themed Christmas for parties and enter- and mustard, and the smell alone products such as Reese’s ginger- taining. Stocking a good range tempts many customers into treat- bread biscuits. They help add a and sales of crackers and biscuits ing themselves. novelty factor to our snacks range. rise too. l 32 2 October 2015 Retail Newsagent WINTER REMEDIES With the end of summer comes a host of reasons for customers to succumb to illness. As Nadia Alexandrou discovers, they’ll be expecting to find relief from their symptoms fast in your store Their medicine, your profit Cold and flu IN THE MARKET With new strands of the influenza September and peaking in mid- l Cough medicine virus appearing annually, flu rates December, Mr Freestone suggests is growing by 13% in can vary dramatically. Data from retailers adjust their fixtures the convenience sec- SHS Marketing, distributor of John- early to make sure they’re seen as tor, driven by market son & Johnson brands, for example, a great place to pick up remedies. leader Benylin. shows a 16% uplift in year-on-year “One growing trend is consumers’ The brand, which flu cases in 2014. “This meant even preference for products that treat commands just more shoppers were heading to their specific symptoms, such as cough under half of sales local stores seeking relief for their medicine,” says Mr Freestone. in the market, will symptoms this winter,” says Andrew Supplementary treatments, such as be featured in a Freestone, commercial director at decongestants which can be taken TV campaign be- SHS Sales & Marketing. alongside other treatments, are also tween November With cases of colds, aches and in growth, with sales up by 17% last and January as fever increasing from the start of year to £2.7m. part of a £2.5m investment. Cold and flu rates l A popular supple- increase significantly ment to traditional from September cough medicine, lozenge brand Fish- erman’s Friend has brought its Honey & Lemon variant to the convenience sector Last following its success in Upset stomach year, flu rates pharmacies. Too much rich food, alcohol and l While symptom-specif- were at their highest stress can leave many with a range level for ic remedies are growing, of stomach problems at Christmas. Reckitt Benckiser (RB) At a time when people are trying recommends retailers three to juggle the many social and work years, according to stock a good range of Public Health commitments that come with the versatile, multi-symptom England festive season, finding a fast fix in medicines, including Lem- the local store will be much appreci- sip Max All in One and Nu- ated. rofen Cold & Flu Relief. According to the National Obesity l Meeting the increased Forum, we eat up to four times our demand for deconges- usual amount during Christmas, tants, RB has developed and wash it down with a lot more the Nurofen Sinus Range, alcohol than usual, so it’s no surprise comprising Nurofen Sinus that cases of heartburn, indiges- & Blocked Nose (RRP tion and food poisoning all spike at £5.49) and Nurofen Sinus Christmas. “With an increase in din- Pain Relief this Septem- ing out and parties during winter, ber. The range will also be retailers can benefit from stocking supported by a £4m cam- anti-diarrhoea and heart-burn relief paign running from this products for those shoppers who month until January. want to access quick relief,” Andrew Freestone says. Retail Newsagent 2 October 2015 33

Children can catch as many as Winter brings a range of 8 to 12 illnesses to make your Children’s illness colds a year customers under the weather Children catch colds far more often than adults, who usually have two to four colds a year according to NHS advice. This makes customers with children more likely to be frequent shoppers of this sector, and when it comes to parents choosing a medi- cine for their child’s cold, suitability is an extremely important factor, Children’s medicine according to RB. “Our consumer research shows is a dynamic market that 91% of mums rank the ability to identify the appropriate products as quickly and easily as possible as IN THE MARKET crucial in terms of sales,” says Craig l With a design that Shaw, category marketing director at clearly communicates RB. For this reason, Mr Shaw recom- its target symptoms and mends retailers display OTC products audience, RB says its Nu- as clearly as possible – particularly rofen for Children Cold, if they are behind the counter – and Pain and Fever, Straw- choose products that prominently berry Flavour (100mg) People display the symptoms they are de- meets the needs of signed to relieve. worried parents. are more l Calpol delivers over exposed to Parents will 88% of infant pain re- do anything lief sales value within allergens to help their the convenience chan- children nel, and Calpol Sugar such as dust feel better Free Suspension Liquid 100ml came first in and mites What to Stock’s best- selling OTC Medicines. IN THE MARKET Almost l Infant pain relief has IN THE MARKET two- experienced a 6% sales l Johnson & Johnson hike in the convenience thirds market, according to recommends stocking of people will suffer from market leading anti-di- Johnson & Johnson, stomach problems at driven by well-known arrhoea brand Imodium, Christmas. with its Instants 6’s as brands such as Calpol l Allergy a product the sup- and Nurofen for Children. relief brand plier says shoppers Benadryl will be sup- trust. Almost ported with poster and l As a product Allergies press advertising this that tackles the 1 in 5 of the population While colder weather brings winter to help raise symptoms of both suffer from awareness of how to heartburn and in- an end to hay fever, the The right household treat symptoms with a digestion, and is allergies number of people sufering range household cause. suitable for use dur- from indoor allergies increas- can offer l Piriteze launched ing pregnancy, RB es, according to Johnson & John- instant a targeted campaign recommends retail- son. “This is because people tend relief after this summer using Sky ers stock Gaviscon to stay indoors, and as a conse- festive Adsmart. Ads for the Double Action dur- quence are more exposed to aller- over-indul- allergy treatment were ing winter. gens such as dust, pets and mites” gence says Mr Freestone. What’s more, only activated for house- l Rennie Pep- the 9.5% total market growth is holds with hay fever suf- permints 12s and coming outside of the spring and ferers in areas with the Imodium Instants summer hay fever season. highest pollen counts. Capsules 6s featured in Allergies are particularly incon- l Johnson & Johnson RN’s top ten best-selling venient at Christmastime with uses industry forecasts OTC Medicines in this much-loved traditions such as that half the popula- year’s What to Stock. Christmas trees and lit fireplaces tion will suffer from an l Rennie Spearmint acting as prime triggers. Conse- allergy by 2020 and 24s appeared as a new quently, focusing on a core range expects shoppers to be entry as one of the 25 Does your range offer of medicines that treat indoor-re- increasingly looking for best-selling medicines in lated allergies can help customers products to ease allergy treatments to ease their What to Stock. get through the holidays without symptoms. l sufferers’ discomfort? too much sufering. 34 2 October 2015 Retail Newsagent

New look Chesterfield Great value Nestlé Sparkling Shloer Philip Morris Limited has unveiled Nestlé is rolling out ‘2 for £1’ price- SHS Drinks has updated the look of updated pack designs for its Ches- marks on Yorkie, Tofee Crisp, Rolo its Shloer Celebration Pink Fizz and terfield cigarettes featuring a new and Drifter countlines this month. White Bubbly drinks in time for crown logo. Christmas. RRP £6.10 RRP 2 for £1 RRP not given Outers various Outers various Outers not given Contact 020 7076 6000 Contact 01904 604 604 Contact 01452 378500

Grouse rebranded Comedy Pick Up All change for Camel Maxxium UK has rebranded its The Bahlsen’s Pick Up biscuits will JTI has introduced a new look to its Black Grouse whisky as The Famous sponsor Comedy on Sky1 shows for Camel King Size 10s and 20s packs. Grouse Smoky Black and introduced the next seven months. new pack designs. RRP £20.07 RRP £1.35 - £1.69 RRP not given Outers not given Outers not given Outers not given Contact 01786 430 500 Contact 01923 728500 Contact 0800 163503

Designs on Virginia Try to Win with CCE Irn Bru gets festive Imperial Tobacco has updated pack Coca-Cola Enterprises is ofering AG Barr is bringing back Snowman designs across its entire Golden rugby balls and TVs to symbol group pack designs to its Irn Bru drinks Virginia rolling tobacco range. shoppers through its ‘Try to Win’ for Christmas. campaign. RRP £4.77 - £18.91 RRP various RRP various Outers 5 - 10 Outers various Outers various Contact 01179 636636 Contact 08457 227222 Contact 01236 852400 Retail Newsagent 2 October 2015 35

[email protected] 020 7689 3358 @NicolaStewartRN

Round up

NICOLA STEWART Magazines reporter MAKING TOP CONTENT PAY In the past week or so, I have been handed a free magazine almost every time I have stepped foot outside a tube station. Time Out, Stylist, ShortList, and most recently NME, which is this week distributing its third free edition, are just some of the titles await- Soccer stars ing commuters almost every morning and evening. That isn’t to mention the hundreds of free online magazines and news websites, free BEST IN THE WORLD FOR newspapers and free magazines distributed elsewhere. There is an abundance of free con- tent out there, and plenty of it is rising in qual- FIFA 365 COLLECTION ity as competition for advertising increases. This week’s issue of Time Out, for instance, The top national and club teams and players are featured in this comes in at a bumper 102 pages and features new and exciting trading card collection, to be launched next week some strong editorial content, including inter- views with Meryl Streep and Carey Mulligan. PANINI’S newest trading card collection NME, meanwhile has so far featured exclu- features players and teams from all six sive interviews with Rhianna and Robert Pat- of the FIFA continental zones for the first tinson on its covers, with the launch issue of L time ever. FIFA 365 Adrenalyn XL features AUNCH NME bringing in the most advertising revenue cards from the best clubs and most im– FIFA 365 ADRENALYN it has had in 15 years. portant national teams worldwide. Game XL It has to be a concern for both retailers and formations can be created by selecting On sale 8 October publishers, particularly when you consider players from 24 teams, including Bayern Frequency ongoing that flagship titles such as Cosmopolitan are Munich, Real Madrid, Boca Juniors, Man- Price starter £4.99, now using similar routes to market, alongside chester United and Flamengo. There are cards £1 sales through traditional outlets. 328 cards in the collection, with 21 difer- Distributor It is more important than ever for inde- ent types of cards, and starter packs come Marketforce pendent retailers to work with publishers on with a collector’s album, game board, 18 Display with other supporting sales of paid-for and premium trader cards and a limited edition card. The collectables titles. Publishers and distributors continue to launch is supported by significant market- invest in marketing, competitions, free gifts ing activity and sampling. and relaunches, and retailers can back this by promoting added value content to customers.

STARTER PACK: £2.99 ON SALE STICKER PACKET: 50P ©Disney STICKER NOW! COLLECTION www.paninigroup.com 36 2 October 2015 Retail Newsagent THIS WEEK IN MAGAZINES

S THE CLASSIC MOTORCYCLE U T P N The November issue of The Classic MotorCycle PLEME comes bagged with a free 32-page supplement that On sale 2 October focuses on Coventry’s rich history of motorcy- Frequency monthly cling. Some 116 manufacturers have operated in Price £4.20 the city at one time or another and a selection of Distributor Comag the key players and pioneers are featured, along Display with Classic Bike, with a profile of the Coventry Transport Museum. Motorcycling Classics Retailers can highlight the added value by dis- playing the issue prominently.

S U T P N MOTORCYCLE SPORT & PLEME LEISURE On sale 2 October This issue of Motorcycle Sport & Leisure includes Frequency monthly two free bike newspapers, Old Bike Mart and Price £4.20 Motor Cycle Monthly. The title has had a run Distributor Comag of editions bagged with the papers, and has Display with MCN, seen a rise in sales as a result. This issue ofers MCN Sport even more value, as Motor Cycle Monthly also includes a 16-page Classic Motorcycle Mechanics show supplement.

Bestsellers P E R R E H IC G FARM MACHINERY LOCATOR LAUNC E CHA N Woman’s monthlies Launched in August 2013 to fill a gap in the market Title On sale In after the closure of Farmers’ Trader, Farm On sale 9 October date stock Machinery Locator specialises in classified adver- Frequency fortnightly 1 Take a Break Series 22.10 tising, focusing on agricultural equipment and Price £2.50 Distributor Comag 2 Good Housekeeping 20.10 vehicles. The title has now been given a fresh new look, with distinct sections, a clearer layout and Display with Tractor & 3 Woman & Home 29.10 higher quality paper. Its price has also increased Machinery, Classic Tractor 4 Glamour 5.10 by 20p to £2.50. 5 TAB Fate & Fortune 29.10 P R E 6 Prima 30.10 TRUCK & PLANT LOCATOR R G E H IC LAUNC E CHA N 7 Vogue 8.10 Aimed at buyers of commercial vehicles, plant and machinery, Truck & Plant Locator is a full On sale 1 October 8 People’s Friend Special Series 7.10 colour title packed with classified advertising. Frequency weekly 9 Chat Passion Series 8.10 From this issue, the magazine has been complete- Price £2.50 ly redesigned, with a cleaner look and feel and 10 Cosmopolitan 3.11 Distributor Comag higher quality paper stock. It is also raising Display with Commercial 11 Red 3.11 its price by 20p to £2.50. Motor, Truck & Driver 12 Marie Claire 5.11 13 Elle 29.10 WARGAMES ILLUSTRATED 14 Chat It’s Fate Series 6.10 The October issue of Wargames Illustrated, the SP L 15 Spirit & Destiny 29.10 best-selling title for wargame enthusiasts, has a ECI A 16 Pick Me Up Special Series 8.10 WWII in the Pacific theme, featuring a collection On sale 30 September of articles on the theatre of conflict during the Sec- Frequency monthly 17 InStyle 5.11 ond World War. The issue introduces a new range Price £4.50 18 Slimming World 22.10 of military miniatures produced by Wargames Distributor Comag 19 Psychologies 30.10 Illustrated, with each figure linked to the themed Display with Military content of the magazine. It also has a roundup of Illustrated Modeller, 20 Essentials 5.11 other military miniatures related to the Pacific. Miniature Wargames Data from independent stores supplied by

The collections: designed to display together... PLEASE STOCK & DISPLAY ...to sell more copies

RN-StripAd-2Oct2015.indd 1 28/09/2015 09:45 Retail Newsagent 2 October 2015 37

A N Y N R STUFF IVERSA Industry Stuf, the best-selling gadget magazine in indepen- On sale 2 October dent stores, celebrates its 200th issue this month. viewpoint Frequency monthly In the first of a run of strong issues in the lead up to Price £4.99 Matthew Pellett Christmas, it looks back at the best bits of the past Distributor Frontline Editor, 199 issues, as well what comes next. It also comes Display with T3, Wired Official PlayStation with the latest tech news and reviews, including the Magazine launch of Apple’s new iPhones and iPad Pro. Stuf delivers more than £100m in RSV per year.

O N T CHRISTMAS CRAFTING E SHO In addition to its best-selling title The Christmas SHOUT LOUD ABOUT Magazine, Kelsey Publishing is launching Christ- On sale 1 October mas Crafting, a magazine dedicated to craft ideas Frequency one shot AN ANNIVERSARY for the festive season. Projects range from a simple Price £1.99 here’s no excuse not to go big with snow globe to light designs, cards and decorations, Distributor Seymour anniversaries. The great thing about sewing, knitting, crocheting, cooking and baking. Display with Mollie Makes, birthday issues October is a peak month for craft titles and retailers Craft Beautiful – such as Of- are advised to display this title prominently along- ficial Play- Top side other craft magazines. StationT Magazine’s recent 20th an- tip niversary special The icing on an anniversary S ZEN COLOURING PECI AL – is that they’re issue cake has to be This issue of Zen Colouring ties into the upcoming never a surprise. competitions. Promote On sale 6 October festive season with a special Winter Wonderland In an industry exclusive, hard-to-obtain Frequency bimonthly where we have to prizes by highlighting theme. The quality colouring in title features plenty Price £6.99 anniversary issues of designs to colour in, from snowflakes to baubles Distributor Seymour react to breaking and Christmas trees. This issue also has an increased Display with Zentangle news on a daily basis, in-store. cover price of £6.99, up from the usual £5.99. Retailers Studio, Art Therapy regular events are the are advised to display it prominently alongside other keystone around which you colouring in titles. can plan content months in advance. This year we’ve really made an efort to create event issues, and for us nothing was bigger than O N T ZENTANGLE STUDIO E SHO Sony celebrating two decades of PlayStation The art therapy craze doesn’t only apply to colouring gaming. We began planning for our birthday as in and ‘zentangles’ are another new trend used as an On sale 6 October early as spring 2014 and, because of that, pulling alternative relaxation method. After the success of Frequency one shot together what became the largest magazine in the Zentangle Art Therapy one shot released in April, Price £5.99 our history was actually surprisingly painless. GMC Publications is launching Zentangle Studio, Distributor Seymour Non-time-sensitive features celebrating our another title edited by expert Anya Lothrop. The is- Display with Zen history can be written at any point, and so our 32- Colouring, Art Therapy sue includes a brief introduction to the art form and page year-by-year breakdown of PlayStation was 50 new patterns with tips to help people create their actually penned in 2014 and designed months own designs. ago. Another huge part of the magazine is a large collection of developer quotes and anecdotes, A N Y DECANTER R but with an 18-month lead time we were able to NI A Decanter, the leading fine wine magazine, celebrates VERS naturally collect all this information from trade its 40th anniversary with this commemorative On sale 7 October shows without last-minute panic. issue. Special features include a detailed look at the Frequency monthly Readers love huge event issues packed with history, characters and landmark dates from the Price £4.40 retrospective pieces, and as they often have title’s early days, a section dedicated to highlights Distributor Marketforce double the page count of a typical issue, they ofer from the past 40 years, and a one-of feature where Display with Wine excellent value for money to customers and typi- 40 of Decantor’s wine experts pick their favourite Spectator cally extra revenue for retailers. wine from the past 12 months. If only there were anniversaries every year. Oh, wait…

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT TRISH AND LORRAINE LETTLEY ON THEIR INDEPENDENT POST OFFICE BUSINESS Plus, in the fourth part of our Christmas guide our retail panel gives advice on the soft RETAIL NEWSAGENT drinks market, and five breakfast ingredients you must stock to succeed NEWS ● CONVENIENCE ● PROFIT TO ADVERTISE IN THE RETAIL NEWSAGENT CLASSIFIED SECTION CALL 0207 689 3354 OR EMAIL [email protected] CLASSIFIED40 PLEASE MENTION RETAIL NEWSAGENT WHEN REPLYING TO THE ADVERTISEMENTS 2 October 2015 Retail Newsagent

PROPERTY FINANCE

Selling or buying a business? as our business

fresh

cooling

Newsagents Teignmouth Newsagents Newcastle Under Lyme Leasehold £69,500 Ref: T32141N Leasehold £120,000 Ref: T32209V

Rent just over £150 pw for property Busiest and best known in Newcastle Spacious retail area, s/c 3 bed accom Potential to add off licence & groceries Flat can rent for £900 pw in summer ANP for a working owner of £49,666pa Sales £182,212 ex Vat, minimal overheads Sales £14,831pw inc shop, lotto & Payzone

Devon 01404 813762 Staffs 01782 711022

Newsagents Formby Merseyside Retail News,Con,Tob Watford Leasehold £79,950 Ref: T30227NW Leasehold £49,950 Ref: T31753B

Upmarket location, quality business Busy road in residential area High margins, huge scope to increase Lock up, rent £10,000 pa, new 15 yr lease Smart well fitted G/F, 1st floor office Accom also available by separate neg T/o £9500pw + £6000 Lotto, Paypoint T/o £4,500 pw, high levels commission

Northwest 01704 211900 Herts 01908 904555

egrouo ea e

STOCKTAKING

RN Oct 2.indd 40 29/09/2015 15:16 Retail Newsagent 2 October 2015 CLASSIFIED41

FINANCE

Get £1,000-£50,000 in 2-3 days!

Need immediate Looking to access to working capital? grow your Minimal paperwork required business? No asset based collateral No personal guarantee No brokers, no fne print

Apply for free and get a quote in just a few hours! Call 0800 368 9696 www.gotcapital.co.uk

STOCKTAKING

Pricewatch is the Shahid Razzaq, convenience first page I turn to store owner, “ Glasgow in RN, it makes me money every week!” Glyn Taylor, newsagent, Co Durham

Are you

20

27 February 2015 Retail Newsagent Retail Newsagent MINTS 27 February 2015 PRICEWATCH by Nadia Alexandrou email [email protected] tel BEST-SELLING MINTS PRICES AROUND THE UK 020 7689 3350 PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER 1 RETAILER charging the Polo 2 3 Mints pricing Mints 4 5 37g 55p 50p 62p 70p 58p 60p strategies RETAILER Trebor Extra 55p Strong Mints RETAILER 45g 59p 50p 59p (PM) 70p 50p RETAILER 3 Trebor Extra Strong 52p (PM) 50p NAME IAIN PATON 4 Peppermints 50p PM THE STORE Cullen Corner Shop NAME TOM CRUSE 41g 50p 50p LOCATION – – 1 Cullen, Buckie STORE Londis Matlock 49p SIZE Trebor Softmints (PM) – NAME PETER STEEMERS 1,000sq ft LOCATION Derbyshire 50p TYPE ENTREPRENEURS STORE village SIZE Spearmint (PM) Steemers – O Leary 1,000sq ft LOCATION TYPE 45g 59p 50p Enniscorthy, Co Wexford We try to get pricemarked prod residential The world’s best business brains and – 70p SIZE 1,500sq ft - (PM) 50p 57p ucts where we can, as we have We’re a One Stop, so we Polo (PM) 50p TYPE high Street what you can learn from them Spearmint to compete with a nearby Co-op. typically stick with what it (PM) We do business in Euros, and 37g 55p 50p Pricemarked products send the suggests, even though we do 62p 70p add around five cents to the right message to customers and – 60p have flexibility to adjust. All Trebor – RRP, or round it up to the near reassure them they are getting of our mints are on promotion Softmints 50p PM est 0 or 5c. I buy mints from - 50p good value for money. Extra at the moment at three for £1, 44g 50p – a local cash and carry. Polos Mints sell very well, mainly be – 50p so each product can cost as Trebor Softmints (PM) 57p 50p and Silver mints sell best, and cause they’re sugar free. I think- little as 33p, which o (PM) fers good Peppermint (PM) I generally merchandise them mints are so popular because a value to customers. We’ve had 45g 59p 50p – by the till. Unlike some other lot of our customers actually see this promotion for the past six (PM) 70p 50p categories, putting mints here them as a healthier alterna- Polo 57p 50p months and have experienced a (PM) doesn’t take away sales from Sugar Free (PM) tive to confectionery. The One real uplift in sales. It helps that 37g 55p 50p other areas, but instead helps Pounder brand is selling really this category is so impulsive in 62p 72p drive incremental sales. I don’t – 60p well too, thanks to the popular the first place. We merchandise Tic Tac 55p really do promotions since most £1 price. I find customers will Mint mints by the confectionery 18g 60p people who buy mints from tend to buy boxes of mints, espe aisle and the till. Polos are our 55p 62p my store buy the same brands - 77p – cially for Magic Mints and Mint best-selling line. right price? Trebor Extra Strong – 55p every time – they’re quite loyal Imperials. Spearmint in this way and are not really 59p 45g 51p – swayed by promotions. – – ● ● Mentos 52p NEWS CONVENIENCE PROFIT 50p MARCO PIERRE WHITE Chewy Mints (PM) 38g 54p 49p 55p Route to the top – – awarded a Michelin star Wrigleys Extra Ice – 50p Celebrity chef turned res- Mints Sugar Free almost immediately. Eight taurant entrepreneur Marco 28g 52p RETAILER years later, he made history 43p 55p Pierre White is regarded 50p – by becoming the first Briton 45p 50p as one of the finest master ever to achieve Michelin’s 2 chefs the United Kingdom top distinction of three TIC TAC MINT 18g NAME has ever produced. White Price distribution % STEVE CUTHBERT RETAILER stars. Marco Pierre White’s STORE Spar has developed his White fortune was estimated to be LOCATION Star Line of fine eateries, 35% Alsager, Cheshire almost £13m in 2006. SIZE 2,500sq ft 5 as well as the Frankie’s TYPE neighbourhood NAME JOHN HANNA Italian Bar & Grill chain, 30% 72% of independents Key achievements sell this product at or We try to keep to the pricing STORE Smokemart since retiring from the

below the 65p RRP policies set by Spar. Polos are LOCATION Brighton kitchen as a commercial l Dubbed “the Godfather of 25% the most popular mints in SIZE 550sq ft chef in 1999. He’s perhaps modern cooking,” his legacy TYPE high Street our store. We merchandise best known in America as was afrmed when he was 20% our bestsellers next to the I follow the RRP and always Gordon Ramsay’s 16.01.2015successor named the AA Chef of the tills along with chewing stick to pricemarks. Competi-- on Hell’s Kitchen, as well Decade in 2002. 15% gum to encourage im tion is fierce on the high street, as the head chef on NBC’s l His book White Heat was pulse purchases. The -rest and there we haveNATURAL plenty of The Chopping PROFITS Block. Not voted the most influential 10% go in the aisle next to the supermarkets nearby.Grow We your are freshlong after completing his cookbook in the 2003 Caterer confectionery. We sell quite also next to some of low income classical culinary training, survey. food sales with l 5% a lot of own label mints areas, and being in Brighton we White opened Harveys, his Voted the second greatest instead of branded ones, have a lot of studentsour sevenwho don’t tips first restaurant, and was living British chef in the HOME COOKING 0% which sell consistently. have much spare cash. Around same poll. We sell a lot of bagged 90% of our cigarettesPage 30 are mints pricemarked at pricemarked, and most »of our 55p Lessons for your store -55p 56p 57p 58p 59p 61p crisps, too. A lot of customers RN is filled with advice from 60p £1, which are very popular. TO ADVERTISE IN 62p 63p 64p 65p 66p 67p 68p believe smaller shops are more 69p We never do promotions 1 Don’t measure success by labels – when 70p 72p

+72p Average selling prices and best-selling products rankings are sourced by EDFM Ltd fromindividually, but I would follow expensive than supermarkets, he retired from cooking he renounced his EPoS data from over 2,000 independent retailers throughout the UK. The prices given any put forward by Spar. but our local Sainsbury’s tends Michelin stars, much to the bewilderment of to charge at least 10-15p more his peers. on this page are the prices at point of purchase. RRPs are sourced from Booker and are correct at time of going to print. than us on most lines. Digital benefits 2 Learn to enjoy life – one of the main ‘How a good wi-fireasons service why White went into retirement was can help youthat improvehe was working 100 hour weeks. 3 Don’t be afraid to stand up to customers NEWS l CONVENIENCE your marketing’– White had no problem ejecting ‘di more than 500 retailers on l PROFIT customers. fficult’ Page 21 www.betterretailing.com » RN CLASSIFIEDS: Indies’ key role l £2.20 product selection and pricing to in Tesco retreat High street closures and scrapped openings a victory for local shops, says symbol group boss. Tesco and Morrisons SYMBOL GROUPS shut stores after rapid expansion backfires in face of Best-one’s increasing independent competition. tough line help you make the biggest margins Page 5 » NEWSTRADE on new Fair deal recruits on HND Symbol grows by call Marta 149 stores but axes re-run its non-compliant payments members. and get the best wholesale deals. Industry agrees to Page 6 » up compensation rates after talks. CHARLIE HEBDO Page 4 » Survivors’ SOFT DRINKS issue in on 0207 689 3354 Lucozade demand Retailers take exclusive advance orders Grafruitti will only be Order RN from your news wholesaler today, for controversial sold in local shops. French title as Page 11 » copies head for UK. Page 5 Vol 126 No 3 » FOR TRADE USE ONLY Leading the way Lambs Larder owner Peter Lamb shows the ins and outs of his Sinclair Collis tobacco dispensing machine, which he says has helped him improve Scams to look out or order online at www.newtrade.co.uk 03 cash flow in his store. The East Sussex retailer is one of thousands of independents for in 2015 and introducing gantry solutions in advance of the tobacco display ban coming into ef how to beat the fect in April. fraudsters. OR email Page 4 » - Page 19 » [email protected]

@retailnewsagent www.newtrade.co.uk

RN Oct 2.indd 41 29/09/2015 15:16 40 2 October 2015 Retail Newsagent

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

Back in the day Posh and Becks in ‘shopping VIEW FROM in a normal shop’ shocker… THE 101 COUNTER YEARS AGO with Mike 3 October 1914 Brown Philip Harris, a street hawker of Blackfriars, was charged After 24 years in the trade my wife and I have with selling and exposing for finally decided we are no longer prepared to save sale pirated copies of ‘The Last partworks for our customers. Will and Testament of the Over the years we have tried all kinds of Kaiser’. The defendant pleaded We’ve reported a number Cornell was able to get a systems – deposits, paying for one copy in that he only bought 250 copies of sightings of celebrities in snap of Posh and Becks with advance, sending back the recalled copy so and had not purchased any convenience stores on this her daughter Erin and her only the current issue is left to pick up, and so more after his name had been page, but this next one may friends. on. taken by a police ofcer. just take the cake. She told the Gloucester- No matter what system we adopt, the public K‘n’G Convenience in shire Echo: “She (Victoria) seems to find a way around it and we are left out Nailsworth hit the headlines was asking the girl in the of pocket. Now the onus is on the customer and last week after David and newsagents what ice creams it seems to be working. 50 Victoria Beckham popped in they had. To make sure of their copy, the committed YEARS AGO for a few supplies while on “He (David) was in a Land collector picks up a copy from the shelf on the 2 October 1965 holiday. Rover Defender and he did issue day. Eagle-eyed fans spotted not look very happy to be The first issue of London Life Our margins continue to be squeezed in the the famous couple stopping honest but I asked for a pic- will include a unique service face of new pension responsibilities, the incom- of to pick up ice cream for ture and he said ‘of course’.” to newsagents. An illustration ing National Living Wage and carriage charge their children at the store, Extra Extra! is now seek- of a hand incorporating an rises. Mine has gone up to an eye-watering and convinced the pair to ing the owner of the business order form is bound into the £56.44 per week (£8 a day). have their picture taken to find out which ice creams magazine. It may be cut out At least newspaper sales appear to be stabilis- with them. the Beckhams bought. Our by the reader and placed in his ing after the dramatic freefall of the last few Local make-up artist Kate money’s on Feast. letter box for the newsboy to years. I feel support from both regional and na- collect. tional publishers in the area of HND is helping to slow the decline. What kind of hungry are you? A final word on news – I have noticed in my How would describe your without eating. shop an increase in sales of well-produced, high 25 mood at this very moment? These emotions range from priced magazines. YEARS AGO Cranky? Spacey? Sleepy? the tame (Confused) to the Rather than abandoning print to go online, 6 October 1990 If you’re feeling any of the slightly ofensive (Whiny) publishers are investing in high quality prod- above, then Snickers chocolate to the more bizarre (Drama ucts with a high cover price. For example, Side- Trade magazine Comics bars have got you covered Mama). track (an adventure magazine); Garage (fashion) International has launched with new wrappers listing a While the messages are and Bricks Culture (a Lego mag for adults) are all a survey into the display number of less-than-flattering negative, the response from priced between £6 and £10 – maybe this is our and availability of comics in emotional states. shoppers has been far more new niche market. newsagents. The survey is The updated packs, cur- positive with many flocking to Stokesley agricultural show on 19 September in the form of a multi-choice rently available in the US, social media to rave about the saw a record breaking 25,000 crowd turn up. I questionnaire, which asks replace the Snickers brand new packs. think most of them passed through our door – it readers to assess the child and name with a selection of 21 And after another particu- was a brilliant day. adult comics stocked at three ‘hunger symptoms’, highlight- larly busy press day, we at RN Farming talk centred on the fact that despite local newsagents, including at ing how people feel when are now looking to import a being the second wettest harvest for 50 years, least one independent agent. they’ve gone for too long few of the bars to the ofce… the yields were tremendous.