03.04.2015 24HR SNACK SALES Six key daily opportunities CATEGORY GUIDE Page 32 »

Big brands, great prices ‘We’re getting ready for ’s arrival’ Page 28 »

NEWS ● CONVENIENCE ● PROFIT www.betterretailing.com ● £2.20 Publishers deny broken delivery GOING DARK Trading times promises Standards: NFRN urges trade to meet after missed cut-off times jump 31%. Page 5 » We’ll police PARCELS ban with Click & tip-offs Collect Councils favour red tape collaboration over enforcement. Page 4 » removed Removing lockers DISPLAY BAN legislation opens market. Page 6 » Savvy suppliers LOTTERY seize ad Irish lotto openings nightmare Lyca Mobile offers Customers turned free shutters, away after terminal but retailers still waiting as deadline chaos. Page 14 » nears. Page 4 »

Vol 126 No 14 Eat 17 your heart out FOR TRADE USE ONLY Some of the UK’s top independent retailers and their suppli- ers came together to celebrate the 2015 launch of the Independent Achievers Acad- Six experts’ advice 14 emy last week. Held at the trendy Spar Hackney store and Eat 17 restaurant, guests for keeping your store took up the chance to check out the store with owner James Brundle, pictured left. secure. Page 30 » Page 36 » “Our shoppers know they’re getting great value and it’s driving footfall in my store.”

Steve Morris - ex retailer

FOOTFALL UP! SALES UP! PROFITS UP!

Call us today on www.premier-stores.co.uk 01933 371757

63227 Retail Newsagents - Retailer Profile - 3rd April.indd 1 24/03/2015 14:43 Retail Newsagent 3 April 2015 3

In the book Winnie the Pooh, the characters are preparing for a trip to the North Pole when Pooh encounters Rabbit and asks: “Hello Rabbit, is that you?” Rabbit replies: “Let’s pretend it isn’t and see what happens.” More than A. A. Milne’s wit, I love the textbook example of Rabbit’s right brain thinking which makes him look at things a little different- ly. Whereas the left brain is used for process, science and tactics, the RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT right brain is creative, chaotic and challenges the status quo. As retailers and business people, you need the correct balance of left and right brain thinking. Data, for example, is an essential tool for Imagine you are growing. But when you look at numbers you’re looking at the past, working with Apple’s which can make it difficult to predict a future that’s any different to creative team to what you currently have. design your new Whereas the left side of the brain looks at what you do, the right side asks why you do it. Apple goes back to this ‘why’ for every product. Just store, with a blank think of Steve Jobs’ “1,000 songs in your pocket” back in 2001. So im- piece of paper and agine you are working with Apple’s creative team to design your new no baggage store, with a blank piece of paper and no baggage. What do you think it would look like? It could well be something like James Brundle’s foodie emporium, the venue for last Thursday’s launch of the 2015 Independent Achiev- ers Academy. The burger bar, mix of branded and local goods, leather jacket uniforms, hundreds of beers and massive wine casks wouldn’t show in any data reports, but he is pushing the boundaries and it’s ex- citing. CHRIS GAMM Editor While it is far fetched to rip up your business model and start over, a @ChrisGammRN great start would be to take a fresh look at everything you do – or plan to begin – and ask yourself “does this actually add value for my customers?”

28 CONTENTS 38 NEXT WEEK NEWS How to protect Davis, below, launch of this your business Guinness’s year’s Independent 4 INDUSTRY NEWS Trading from scams; which head of Achievers Academy Standards gears up for pricemarks have innovation 32 CRISPS & SNACKS Knowing display ban enforcement been the most effective? 26 PRICEWATCH their customers’ 6 BUSINESS NEWS Planning 21 LETTERS Smiths need to UK sugar shopping habits is law change will give get newspaper delivery confectionery paying off for savvy click and collect boost sorted before they offer prices; RN’s stores OPEN NO MORE 8 NEWSTRADE Avengers additional products, says profile of 36 STORE SECURITY Are RN reports as join Panini’s line-up of Jane Samson glamour you doing all you can gantries go dark model turned superhero supersellers 22 YOUR ISSUE 30 to protect your store entrepreneur Katie Price 11 PRODUCT NEWS Suppliers How you can make Easter 28 RETAILER PROFILE against retail crime and scamming? prepare to drive summer egg-stra special for Caring for their snack sales your customers 25 community 38 PREVIEW B&H Blue in 14 REGIONAL NEWS Lottery this year is at the heart 18s, Colman’s back on TV terminal worries in RoI 24 COLUMNIST How of Dennis and after eight years 18 NFRN DISTRICT COUNCIL in-store theatre Linda Williams’s THIS WEEK Northern Ireland DC has worked business wonders for one IN MAGAZINES DELIVERING THE BEST AGM report retailer FEATURES 41 ROUND-UP Great potential How to make HND COMMENT & 25 INDUSTRY 30 IAA 2015 in new gold weekly work for you ANALYSIS PROFILE RN reports 42 FOR YOUR SHELVES What 20 YOUR STOCK, YOUR SAY Nick Curtis- from the Cycle and Jamie specials STAFF TATTOOED FAKE BARCODES ON THEIR WRISTS AND DID NOT PUT ALL CIGARETTE PURCHASES THROUGH – LEE SINGERS DESCRIBES ONE UNIQUE TRICK CRIMINALS USE. Page 36 » 4 3 April 2015 Retail Newsagent

‘Support Lights, camera, is needed’ Simply Fresh with new Simply Fresh Bethnal Green turned into a film set for a day after e-cigs law a camera crew turned Retailers need training and up at the east London support to cope with legis- store to look at the lation which will make it secrets of its success illegal to sell e-cigarettes for the ACS Local Shop to under-18s, according to Summit. Mehmet business support organisa- Guzel revealed some tion Under Age Sales. of the tricks of the The new law comes into trade to the camera force on 1 October, and crew for the forthcom- retailers have expressed ing event, due to take concerns over a part of the place in Birmingham legislation which allows on 21 April. e-cigarettes granted a medical licence to be sold to anyone, regardless of age, as a quit-smoking aid. Enforcement action ‘last resort’ says Trading Standards Build relationship with officers advised Tony Allen, managing director of Under Age Sales, said: “In an average conve- nience store most e-ciga- rettes will be age-restricted Display ban enforcement to over-18s but there will be a small number that are registered medicines.” This could cause “a lot of confu- will be ‘intelligence-led’ sion”, he warned. by Helena Drakakis required,” it said. stringent and that’s what happen. If I open a gantry However, it is down I’m working to. My advice door to an underage person Enforcement of the tobacco to individual councils to is to make friends with then that’s a potential Protection display ban will be intel- enforce the ban as they see your local ofcer. It shows £5,000 fine. I want the ligence-led rather than fit, with councils open to you’re proactive and have council to work alongside for Sunday through routine inspec- taking diferent approach- weight behind you should me rather than hit me tions, Trading Standards es. Kent County Council, you miss anything.” with a fine.” has told RN, but it says it for example, has written to Martin Ward of Cowpen Director of public health hours urge aims to work alongside businesses inviting them Lane News, Stockton- for Stockton Council Peter The Union of Shop, Dis- retailers to ensure compli- to seek guidance and help. on-Tees, received a letter Kelly said: “We have is- tributive and Allied Work- ance. Kent retailer Bintesh from his local council and sued a guidance letter to ers (Usdaw) has called on As retailers prepare to go Amin invited his local was visited by an enforce- 180 traders in Stockton parliamentary candidates dark on Monday 6 April, a ofcer into his Londis ment ofcer who told outlining the new rules to sign a pledge to protect Trading Standards spokes- store, near Canterbury: him he should expect test and ofering further advice Sunday opening hours. person said enforcement is “I wanted extra reassur- purchasing because he was and guidance. We have no Usdaw general secre- a last resort. “The aim is to ance. We worked through in a high youth smoking intention of enforcement tary John Hannett has build business compliance the checklist and I was on area. work at this time. Our ef- written to all candidates in by providing guidance and track. My attitude is that He said: “It put me on forts will focus on raising England and Wales asking advice to businesses where Trading Standards will be edge because mistakes awareness.” them to pledge to oppose any proposal to weaken or abolish Sunday trading regulations. He said: “It’s very im- Anxieties high in run up to ban day portant to our members, Many retailers faced an the run-up to the deadline, came in last week and said “They said it would be in by and to all the three million uncertain wait this week wily suppliers have seized they were doing sliding Monday, but I’m extremely retail workers, that the ahead of the tobacco dis- on the opportunity to doors free of charge. He worried,” he added. Arif six hour limit on Sunday play ban on Monday. secure prime advertising said he is coming back to Ahmed, of Ahmed Newsa- opening for large stores is While thousands of space. install in three shops on gents, Coventry, said: “I preserved. shopkeepers had made Vijay Vin, of City Mini my road by Monday.” haven’t done anything to “We felt it was important preparations months ago, Market in Islington, north Glen Hansraj, of comply with the ban. I that electors should know many were still seeking London, said telecommu- Newsflash Newsagents in have been told that I can how each individual candi- last-minute solutions. With nications firm Lyca Mobile Rayleigh, Essex, said he pull the shutter down on date would vote on keeping gantry fitters overwhelmed had ofered free cabinet was still waiting for the my cabinet. I’m not going Sunday special.” by thousands of orders in doors. “A rep from Lyca cabinet cover he ordered. to spend money on it.” Retail Newsagent 3 April 2015 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Pages on twitter 38-39 @RetailNewsagent for expert advice to help you grow your sales Crisis as assurances over supply chain fail to materialise ‘Decision makers need to wake up’ Kraft and Heinz deal Urgent talks call as missed Kraft Foods has agreed a $100bn merger with fellow US food giant Heinz to create the fifth largest food cut-off times leap by 31% and drink company in the world. The Kraft Heinz by Nicola Stewart the Press Distribution results for the Mirror. The or even third loads we put Company will boast brands Forum should look to hold paper had the second high- in to try avoid lateness to including Philadelphia, Ca- The number of missed an emergency meeting to est number of missed cut- retailers, which can show pri Sun and Lea & Perrins. cut-of times by publishers identify underlying issues. ofs that month, 74, behind as a negative performance Heinz shareholders will into wholesale has spiked “The newspaper deci- the Daily Mail with 91. when you look at the head- own 51% of the merged in 2015, despite assurances sion makers need to wake Mr Howard said: “Our line figures.” company with Kraft inves- by the supply chain that up and realise the mate- work is relentless in terms A Guardian News & tors taking a 49% stake. it would make re-runs a rial damage late delivered of explaining to the organ- Media spokesman added Regulators still need to priority. newspapers continues to isation the importance of that late deliveries on the approve the deal, but the Late inbound deliveries have on sales,” he said. timely arrivals. We publish Guardian were decreasing, boards of both companies were up 31.06% in the first But publishers told RN newspapers on all but one while head of circulation at have rubber-stamped it. three months, compared to that late deliveries were day of the year and we aim The Independent John Sim- 2014, according to data from already a priority and that to arrive ahead of schedule monds said editorial teams the National Distribution data was easily skewed by on each one of them.” were made aware of the Monitor. This comes after a one-of events. Chris Cadman, head of impact lateness could have. P&H set for 22.7% overall drop in missed John Howard, newspaper logistics at Mail Newspa- cut-ofs of in 2014. sales director for Trinity pers, said: “Although our All the stats and plain packs NFRN news operations Mirror, said a major press figures do show an increase, publisher reaction at: Wholesalers have begun manager Jerry Hayes said fault had “distorted” March some of these are second betterretailing.com preparing for the upcoming plain packaging legislation on cigarettes to minimise disruption to the distrib- CCTV captures driver ution channel and binning retailer’s papers customers. A contract driver for Menzies has been cap- Wholesaler Palmer & tured on CCTV hurling newspaper bundles into Harvey told RN’s sister title a retailer’s storage wheelie bin. Malcolm Better Wholesaling that Dobson, of Skinnergate News in County Dur- order errors could increase ham, uploaded a video, which shows the driver under plain packaging. tossing papers so hard into the bin that the lid However, to avoid this, it slams shut, to Facebook last week. Mr Dobson, said it will use voice picking who is the NFRN northern district president, systems and, in one depot, said he decided to review his footage after an automated picking consistently finding his papers damaged. “I system. had papers in that condition every day for a month,” he said. “Some of them were unsel- lable. I know they don’t come out of Menzies in Corrections that condition so I thought I would have a look The proposed reorganisa- to see what was happening.” Mr Dobson had tion of Menzies’ depots in planned to raise the issue with Menzies at a the north of England and scheduled meeting with the NFRN, but said the Wales would make Shef- wholesaler had postponed. However, he had field, Preston, York, Chester, shown the footage to a depot manager who he Stockton, Hull, Rhyl and said was “horrified”. Menzies did not respond Kendal spokes. to RN’s request for comment. A new 100,000sq ft hub would be built at Wakefield, while the current Leeds depot would close. Carlisle would be moved New guidelines for high-strength sales into Linwood – which is The launch of ofcial guid- drinking. Some schemes The Competition and CMA’s eforts to explain not to become a spoke of ance to help retailers under- have been conducted in Markets Authority (CMA) these complex issues to Wakefield. stand local high-strength such a way as to potentially has now published advice retailers who have, up The proposed changes are alcohol bans was this week lead to retailers breaching to stop retailers putting until now, been caught in still under consideration by welcomed by the NFRN. competition laws. themselves at risk of the difcult position of not the wholesaler. Since 2012, local councils Retailers have also breaching competition understanding their rights Meanwhile, John Drum- have been implement- reported the use of heavy- laws. while being pressurised mond retired as chief ing schemes, known as handed tactics to force Martyn Brown, national to join schemes by their executive from the Scottish “reducing the strength them to agree to remove president of the NFRN, said: local authority and police Grocers’ Federation this initiatives”, to tackle street products. “The NFRN welcomes the forces.” week. 6 3 April 2015 Retail Newsagent Do you want to see your views in RN? email [email protected] BUSINESS tel 020 7689 0600 Sainsbury’s to double c-stores Sainsbury’s chief executive Mike Coupe has hinted that the giant may end up doubling the num- ber of its convenience stores to 1,500 in the UK. As reported in last week’s RN, Sainsbury’s is pressing ahead with ambitious plans to grow its c-store portfolio, having seen its revenues from these outlets increase by 14% against an overall downturn in business. Sainsbury’s is one of the few retailers planning to expand in the c-store mar- ket, with both and scaling back their plans.

Promotion Focus on fresh and local produce as ’ flagship store reopens at Parfetts Budgens’ flagship London store has reopened after an grind-your-own coffee beans. Store manager Tony Stone Parfetts has promoted trad- £800,000 refurbishment with a focus on fresh produce and said: “This is where Budgens wants to go. The feedback ing director Greg Suszc- local, artisan foods. The 8,600sq ft store in Crouch End, has been amazing. People have asked if we have extended zenia to the role of joint north London, now features a butcher offering specialty the store, but it’s exactly the same footprint. It’s just better managing director to work meats such as venison and partridge, as well as bread from designed so it feels bigger.” This is the third concept store alongside David Grimes. local bakeries and London ales. Budgens director Mike to open under the repositioned Budgens brand. A similar Mr Suszczenia previ- Baker said the London store had a new emphasis on food to refit in Broadstone, Dorset, in October, saw a 25% increase ously worked as a buyer go, with bars for hot porridge, hot soups and salads and in revenue. and as trading director for the wholesaler and already works with Mr Grimes. Legislation change to boost high street trade More retailers to offer service Commenting on the appointment, Mr Grimes said: “Greg and I have worked very closely together over the last four Planning restrictions on years, engineering the business transition from family-owned to employee ownership as well as coping click and collect lifted with all the usual business challenges.” by Helena Drakakis click and collect services Paul Baxter said: “This Hillingdon Convenience by 2017, double the current move will provide signifi- Store, welcomed the Retailers will no longer amount. cant benefits for members move. Brothers sign need to apply for planning Announcing the new as well as providing the “I’d love this service and permission to provide click move, planning minister local community with a not having to apply for plan- up for Future 2 and collect lockers under Brandon Lewis said: “How valuable service. With our ning permission makes it Peter Mann and his new legislation aimed at we shop is changing and members’ shops open from easier,” she said. brother Jay have become boosting trade on the high I want to help our high early morning to late at But she highlighted the the latest retailers to adopt street. streets thrive from online night, customers will have difculties some retailers ’s Store of the Future 2 Under the move, from competition. the convenience of picking have faced when trying to concept. 15 April retailers will not “Today’s measures will up their parcels from their introduce a parcel service in The Luton store owners have to pay £195 in applica- mean even more retailers local shops. their stores. say chilled, frozen and tion fees to apply to install can ofer click and collect “Members can also ex- “I’ve been trying to grocery sales have been the lockers which allow online services.” pect to enjoy some tangible secure a parcel delivery main beneficiaries of the shoppers to pick their par- A growing number of re- returns, with increased service but so far have been refit, which also included cels up at stores. tailers have benefitted from footfall and more store refused. the addition of a post ofce. According to insight ofering a click and collect sales,” he added. “I’ve made several com- There are now 50 converted group Planet Retail, 76% of service. Lancashire retailer plaints and I’m still pursu- Store of the Future 2 stores. online shoppers will use NFRN chief executive Sophie Towers, who runs ing the reason why.” UP TO % 50 POR ON TWO GREAT RANGES. STOCK UP NOW, ON THE DOUBLE. *Offer valid 30.03.15-19.04.15

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TOD0026_Select/Essentials_Ad_retail_A4_AW4.indd 1 24/03/2015 12:45 8 3 April 2015 Retail Newsagent

NEWSTRADE

Johnston Airshow info month Press wins by month Express Key Publishing is launch- ing an 84-page guide to the 2015 airshow season. print runs With a month-by-month Johnston Press has won a rundown of all the impor- multi-million pound con- tant airshows and fly-ins tract to print four national from around the world, titles for Express Newspa- Airshow 2015 features the pers. stories behind the events, The regional publisher focusing on the world’s has signed a five-year deal best loved aircrafts and to print the Daily Express, admired pilots and crews. Daily Star, Sunday Express This premium one shot and Daily Star Sunday at goes on sale on 9 April its Dinnington print plant for £4.99. near Shefeld. The titles are currently printed at Broughton, Pres- ton. It is anticipated that Sticker collection tie-in to blockbuster movie Support launch to cash in on a sales cert issues will first roll of the Dinnington presses in July. Johnston Press’ existing print clients include Local World, Guardian Media Avengers are latest to Group and Tindle Newspa- per Group. Chief executive Ashley Highfield said: “This new join Panini superheroes contract is testament to the by Nicola Stewart and television advertising ers is the hottest boys’ near the till or behind the quality of service provided linked to the film. property of the moment, counter. by the highly trained teams Panini is set to launch its The launch comes eight with the first film making The collection itself at our printing sites.” first sticker collection based weeks after Topps launched history as the third highest features all the Avengers The announcement on the forthcoming block- its Hero Attax Marvel grossing film of all time.” heroes: Iron Man, Captain came after the publisher’s buster film Avengers 2: Age Avengers trading card col- Retailers can make sure America, Thor, the Hulk, annual results showed its of Ultron. lection. they take a share of the Black Widow and Hawkeye. operating profits were up The movie, based on the Panini is investing market by putting in orders There are 192 stickers to 2.8% to £55m, although famous superhero franchise strongly in the Avengers with their wholesalers and collect, including 48 special revenues were down 4.4% from Marvel, is being brand – recently changing dedicating space in store edition stickers for collec- at £265.9m. released in cinemas across the name of its monthly to displaying starter packs, tors to watch out for. the UK on 23 April. magazine Marvel Super especially in the first weeks Starter packs include an The Avengers 2: Age of Ul- Heroes to Marvel Avengers after launch. album and 31 stickers and News UK’s tron sticker collection lands Assemble. Counter display units are priced at £2.99, while on 16 April – well timed to Panini head of circulation should be used if available packets of stickers are an new man benefit from strong print Rebecca Smith said: “Aveng- and stickers should be kept afordable 50p. in Scotland News UK has appointed a new general manager for Scotland who will be Flagging circulation sees the responsible for delivering commercial targets and de- original lads’ mag un-Loaded veloping new opportunities for its Scottish business. Loaded – one of the original and editorial team.” ment and sport coverage. Richard Bogie, formerly lads’ mags – is to close after Loaded was a leading It follows the demise of group advertising sales its single copy sales in the title in the once booming Nuts magazine in April last director at Johnston UK flopped to less than 7,000. lads’ magazines sector, year, Bizarre magazine in Press, will be based in the The last issue of the reaching sales of 350,000 in January this year and Front Glasgow ofce, home to the monthly magazine, which 2000. It’s single copy circu- magazine, which closed Scottish Sun and the Scot- launched in 1994, is on sale lation for the second half of in February 2014 and then tish editions of The Times now. 2014 fell to just 6,903. relaunched last month. and Sunday Times. Owner Simian Publish- The closure comes de- The last issue of Loaded Mr Bogie said: “I look ing said in a statement: “We spite the title promoting an features an interview with forward to working with would like to pay tribute “all new look and content” Oasis frontman Noel Swapping models for the team to further develop to our customers, staf and and a shift towards wider Gallagher and Trainspot- brands and grow business.” especially our contributors fashion, music, entertain- ting author Irvine Welsh. musicians couldn’t save Loaded Pricing Communication Guidelines: Changes to pricing display

There are three types of permitted price display under the Retail Display Ban, effective 6th April 2015. The following rules apply to Price Lists, Price Boards & Price Labels: 1. Plain black Helvetica font on a white background. 2. No underlining, bold, logos or artwork. 3. Info about the brand name & price of product only, together with number of cigarettes in a packet or weight of a RYO pouch.

Poster Price List Price Labels Picture Price List One poster price list on On-shelf labels must be no The wording must be no permanent display (max. larger than 9cm2 with the higher than 4mm & can have size A3) where tobacco wording no higher than 4mm. colour pictures of some or products are located & all of the tobacco products One label permitted per can be purchased. on sale, with images of tobacco product either on 7cm2 maximum. Heading must read “Tobacco the shelf behind the gantry Products Price List”, with cover or on the front of the The picture price list MUST wording no higher than 7mm. gantry cover. NOT BE VISIBLE unless requested by an adult customer & only for as long • PMP are still permitted under Retail as necessary for the person Display Ban to obtain the information • Price Marked Packs reassure adult they need. consumers of the price point of their tobacco product of choice • Products are available in both If you require support on any of Price Marked & Non Price Marked the above-mentioned items, please packs. contact your BAT rep in the first i instance, who will be happy to help.

For tobacco trade use only – not to be left within sight of consumers.

Smoking kills 10 3 April 2015 Retail Newsagent

PRODUCTS A stripy addition Top-selling sweet Maoam Stripes is being added to fruity chews mix Mao- Mix. The sweets will now be sold together with indi- vidually wrapped Pinballs, Joystixx and Blocs in a newly redesigned and repackaged MaoMix bag. Maoam Stripes, which are also available in their own bag, are experiencing year-on-year growth of 7%, which maker Haribo said is ahead of the soft and chewy sector. Nadia Abou-Ragheb, Maoam brand manager, Irn Bru plays to its strength with £6m marketing investment said: “We wanted to en- AG Barr has invested £6m in marketing to bolster sales of Irn-Bru gets you through,” said AG Barr’s head of marketing sure that when our fans soft drinks brand Irn-Bru and grow its presence in the south Adrian Troy. The adverts will be supported by extensive pick up this pack they are of England. The campaign includes two new TV adverts digital activity and video on demand. The new marketing able to enjoy the best of which will air on 17 April and run for three months as part will run at the same time as Irn-Bru’s partnership with the what Maoam has to ofer. of the ongoing ‘Gets You Through’ campaign. “The adverts Football League. The three-year deal involves clubs across “Now that Stripes have reflect the maverick attitude for which Irn-Bru is well loved the Sky Bet Championship, League One and League Two, been added, they can do and reinforces the message that whatever life throws at you, and will kick-off during this year’s play-offs. just that.”

NEW FRUIT FLAVOURED Retail Newsagent 3 April 2015 » 11 ADD CRUNCH TO SNACKS SALES Follow RN Pages on twitter 32-35 @RetailNewsagent for expert advice to help you grow your sales Kellogg’s and Kettle Chips innovation Booker unveils five new products On-pack promos Nestlé Confectionery has Value and spice to drive launched an on-pack price promotion exclusively for the wholesale and conve- nience channel featuring sales of summer snacks a number of its best-selling impulse lines. by Joseph Lee ers think everything looks five new products into The two for £1 deal is and tastes the same. the range, including three available now and is price- Crisps manufacturers are “But that’s about to grab bags pricemarked at marked on KitKat 4 Finger banking on tortilla chips, change with Pringles 59p or “2 for £1” and two Milk, KitKat Chunky Milk, Thai flavours and bargain Tortilla, which we expect variety seven-packs priced Rowntree’s Fruit Pastilles, brands to drive snack sales to drive explosive growth at £1. Flavours include Aero Milk, Aero Peppermint this summer. in both the Pringles brand Burger Bites, Salt & Vinegar and Tofee Crisp countlines. Kellogg’s is swapping and the tortilla category as Twirls and Sour Cream & Non-pricemarked packs potato for maize in its latest a whole.” Onion Wheels. remain available. launch, Pringles Tortillas, A £3.5m marketing ander variant, available un- “The Happy Shopper Nestlé said it had chosen available in Nacho Cheese, campaign including TV til September, as its annual range has of snacks has the two for £1 deal after Sour Cream, Spicy Chilli advertising will support the seasonal flavour, priced at been massively success- research revealed a prefer- and Original flavours. They launch. Mr Maguire said £2.19 for a 150g bag. ful,” said Steve Fox, sales ence for multibuy ofers will be on sale from mid- the large sharing tortilla At the value end of the director, retail. “Adding new over rounded price points or April, priced at £2.48. category was worth £150m a market, Premier retailers variety packs and grab bags extra-free percentage deals. Gareth Maguire, com- year and Pringles intended have reported deliveries will attract new shoppers A Nestlé spokesperson mercial director at Kellogg’s, to increase it. of the latest additions to to the snacks fixture and said: “We recommend dis- said: “Recent innovation in Meanwhile, Kettle Chips the popular 2-for-£1 Happy help retailers make more playing the featured packs the tortilla category has had has launched a Thai Sweet Shopper snack range. profits from this important together in an of-shelf little impact, and consum- Chilli, Lemongrass & Cori- Booker has launched category.” display.”

FLAVOURED SPIRITS ARE IN +15% GROWTH1

PARROT BAY TAPS INTO DEMAND AMONGST LPA-25 FEMALES FOR SWEETER FLAVOURED DRINKS AT AN ACCESSIBLE PRICE POINT 2 OFFER SHOPPERS NEW FLAVOURED SPIRIT DRINKS AND WATCH SALES SOAR

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The PARROT BAY word and associated logos are trade marks ©Captain Morgan Rum Co 2015. 1. Nielsen Scantrack to 11.10.14 2. £2m is on total Parrot Bay Trademark 12 3 April 2015 Retail Newsagent

PRODUCTS Hancocks’ energetic offerings Cash and Carry whole- saler Hancocks is looking to boost its energy drinks of- fering with two new drinks ranges, E-on and Tornado Energy. E-on will be available in three variants – Citrus Punch, a mix of grapefruit, orange and lemon; Ginger Crush, a mix of pomegran- ate, cranberry and ginger and Almond Rush, a combi- nation of bitter almond and lemon. The range will have an RRP of £1 for a 250ml can that ofers a retailer Carlsberg takes on Stella with a taste test for lager lovers margin of 65% and Han- Carlsberg is taking on rival brand Stella Artois with a new advert that celebrates Carlsberg’s taste credentials over its cocks said stores could also competitor. The ‘Trust Your Tastebuds’ ads mark the first standalone campaign for bottled Carlsberg Export in 10 years and sell the brand on a two for are part of a £14m media spend for the brand this year. £1 deal. The second range, Tornado Energy, comes in a 500ml can. It also has a Robinsons celebrates 80 years of Wimbledon link C-store sales outperform multiples £1 RRP and comes in three flavours: Activ, Original and Ice. Overhaul Britvic drives sales with for Fingers Cadbury is aiming to a focus on ‘family time’ increase impulse sales of its biscuits brands with by Nadia Alexandrou of Robinson’s Squash’d last ity shortly. “Over a third of tea and cofee. The biggest an overhaul of its Cadbury year, which targeted the soft drinks sales happen growth segments, however, Fingers range. Britvic is aiming to boost fast-growing ‘on-the-go’ over these two months of were water and “water Changes will include a squash sales and grow its market, was an example of summer, and our Wimble- plus”, which saw value sales reduction in case sizes from share of the soft drinks category innovation that don partnership will be one climb by 12.6% and 9.5% 24 to 12 for Cadbury Fingers market with a new Rob- is beginning to shape the of our major platforms to respectively. and Cadbury Fabulous Fin- inson’s TV advert and the future of the segment. drive growth,” she said. “Shaped by consumer gers and a new pack design. celebration of the 80th year “We believe the super- The announcements trends such as the in- The move also coincides of its partnership with concentrate squash seg- came as the company creasing focus on health, with the introduction of Wimbledon. ment is a huge growth published its Soft Drinks marketing and legislation, a sweet and savoury-mix Airing on 11 April, the ad- opportunity that could be Review for 2014, which the rise of on-the-go con- range of Cadbury Fingers vert will encourage families worth £200m over the next reported stronger value sumption and demand for which consists of two to drink Robinsons during five years,” said Britvic’s growth in the convenience added value, the soft drinks flavours – Salted Caramel ‘family time’. It comes as director of category Claire sector than in grocery mul- manufacturers who have Crunch and Salted Peanut new sales data from the Handford-Jones. tiples, with sales up 2.8%, been the most successful Crunch. company reveals squash This year Britvic is compared to -0.4%. are those that have adapted The new Salted Caramel sales are falling by almost celebrating the 80th an- The highest-value seg- their immediate consump- Crunch flavour will be 5% in the grocery and con- niversary of its Wimbledon ments highlighted in the tion formats,” said Britvic’s available in £1.29 price- venience channel. sponsorship partnership report were cola, glucose GB managing director Paul marked packs. Britvic said the launch and will unveil brand activ- and energy drinks and iced Graham.

Hot products for your shopping list

Hancocks has two new Britvic’s new TV ad Cadbury’s Fingers energy drinks, E-on campaign focuses range is to receive and Tornado Energy on ‘family time’ a major overhaul Retail Newsagent 3 April 2015 Promotional feature 13 Miracles can happen Through the use of ginseng, acai and the best quality organic ingredients, Little Miracles provides sustained energy to help busy, on-the-go women—an audience previously neglected when it comes to energy—a natural alternative for when they need a little pick- me-up. Give your health conscious female customers what they want.

EXPERT CATEGORY MANAGEMENT ADVICE FROM LITTLE MIRACLES

Little Miracles is best sited that provide a lift have been in a in the chiller next to other can, which is not an ideal hand- 1 health drinks such as Co- bag format, or they have been conut Water and Aloe Vera drinks marketed towards men. or next to water and flavoured Little Miracles attracts new waters. This is the part of the fix- and lapsed shoppers of cold ture where your health conscious drinks to the category as the customers will be shopping. ofering is unlike other drinks available. The brand appeals to a valuable shopper – young, Two-thirds of conve- predominantly female and afu- nience shoppers believe ent. These are top-up consumers 2 there are not enough who shop in convenience stores healthy options on ofer in con- frequently to suit their busy venience stores. Health consider- lifestyles. ations play a large part in where they shop and what they buy, and retailers must stock some of the This spring and summer, healthier options they are seek- Little Miracles will triple ing. Look not just at drinks but 4 its marketing invest- at other on-the-go options and ment in media, raising aware- promotions you run. ness in locations close to stores. It will engage heavily with influ- ential social media bloggers and When it comes to en- feature in key magazines read by ergy, women have been young, busy, commuting women. 3 neglected in the drinks Little Miracles will be the 2015 category. Traditionally, drinks handbag ‘must have’.

Raj Aggarwal Londis, Leicestershire Little Miracles purchasing has to some the products, degree been keep coming a miracle back. Although with its being aimed at unique blends, women I think we find that it is a great Want more information about how to stock Little Miracles? customers, product for Contact Little Miracles at [email protected] once all genders. or Retail Newsagent on 0207 689 0600

RN Little Miracles Advertorial.indd 13 31/03/2015 16:11 14 3 April 2015 Retail Newsagent

REGIONAL

Give more MP all ears for Norfolk support, retailers Norfolk retailers Peter less rules and Simone Calnon put The government should independent retail- focus on supporting lo- ers’ issues to Great cal businesses instead of Yarmouth MP Brandon increasing regulations, high Lewis when he visited street planning red tape and their Foodmarket store, restrictions on promotions last week. “We dis- and store layouts. cussed employment law, That was the message business rates and local from the Association of issues,” said Simone. Convenience Stores (ACS) Mr Lewis said: “It was this week as it responded to extremely valuable to a new report from the Royal hear about the issues Society for Public Health. first hand.” The report, “Health on the High Street”, called for mea- sures such as tighter control on the number of stores Consumer confidence being damaged say retailers Operator says Spanish storm is to blame licensed to sell alcohol, a ban on snack food and e-ciga- rette displays by tills and council powers to impose higher business rates. Technical troubles throw But ACS chief execu- tive James Lowman said regulation would have a “significant impact” on jobs, Irish lottery into chaos investment and innovation. “Government should focus by Helena Drakakis retailers have reported keep coming out again and telecommunications pro- on supporting businesses constant communication again. This ongoing issue vision which is handled who want to change and in- Retailers across the Repub- failure between the new really knocks customer by a third party, based in novate, instead of increasing lic of Ireland fear ongo- terminals and the host confidence and obviously the UK, called Westbase. regulations,” he said. ing technical problems platform. has an impact on retail- Problems may also lie with with lottery terminals Joe Sweeney, who runs ers.” terminal supplier Intralot. RN READER POLL will damage consumer Newscentre in Dublin, Due to the problems, the However, in a recent confidence and afect trade said his system had been draw on 4 February was interview with the Irish following the sale of the cutting in and out for four put on hold for a day. This Times, Intralot chief country’s national Lotto to months, sometimes with marked the first time in operating ofcer Nikos NO a private consortium. the connection down for 28 years that it had to be Nikolakopoulos denied the 33% The national draw was between two and three postponed. company’s machines were YES sold by the Irish govern- hours. While PLI blamed a faulty over and above ‘nor- ment last year to Premier “This is annoying and Spanish storm for disrupt- mal teething problems’. 67% Lotteries Ireland (PLI) disappointing for people ing its telecoms provider Both Intralot and PLI which has run it since who have made a trip to Telefonica’s network on were contacted by RN but November 2014. However, the shops to play the lot- 4 February, questions are have so far not commented Has your following the takeover, tery,” he said. “People can’t being asked over PLI’s on the issue. wholesaler’s own label range improved C-store group’s e-cig distribution deal this year? Convenience and news forged the partnership to for advice on stocking category together and ap- multiple group Ripple- help its members better leading brands, selling tai- point Real Trading.” NEXT WEEK’S QUESTION glen has teamed up with understand the emerging lor-made ranges, display Danny Sohota, manag- Are you confident you’d e-cigarette distributor e-cigarette market. solutions and maximising ing director at Real Trad- pass Trading Standards’ Real Trading to develop its According to Real Trad- sales in each demographic ing, said: “Having worked gantry test if they visited stores’ e-cigarette ofering. ing, many retailers say area. closely with Rippleglen you on Monday? The company, which they are confused about Rippleglen buying di- since 2012 when we Have your operates 90 stores across the information they are rector Laraine Jones said: introduced E-Lites into the Midlands, North West, given by manufacturers “With rapidly growing its stores we are really vote now Yorkshire and Wales that and want to move the cat- products and new trends excited to be taking full Go to betterretailing. trade under the names Su- egory forward by working emerging in this lucrative control and responsibility com/rnreaderpoll percigs, Supernews, Arden with one specialist. market, we felt it neces- for the whole e-cigarette News and News Shops, Store owners have called sary to bring the whole category.” BURSTING WITH BARGAINS, BIG BRANDS AND BRIGHT IDEAS PRO-RETAIL 2015 Join over 6,000 visitors and businesses of • Meet over 200 of the UK’s biggest brands all sizes at the UK’s biggest trade show for and suppliers independent retailers. 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109859_P&H_ProRetail_AD_A4_v2.indd 1 19/03/2015 15:49 16 3 April 2015 Retail Newsagent

REGIONAL

Euro lobby Clothing bid to halt shop to post office plain packs A former clothing Retailers from France, shop in Gosport Britain and Ireland joined has transformed forces this week to call on into a post office the European Commission following months of to halt plans by member uncertainty over its states to adopt plain pack- future. Dal Athwal aging for cigarettes. (second from left) is The NFRN attended a the new postmaster. retailers’ demonstration in Gosport MP Caroline Paris, amid fears the policy Dinenage (centre), threatens jobs and small who opened the businesses. store, said: “It looks The UK is set to intro- modern, bright duce plain packaging but and welcoming – a data from the Australian branch the town can Association of Convenience be proud of.” Retailers shows that in Aus- tralia, where the policy is in place, 77% of retailers have reported a negative impact New strategy welcomed but ‘more needs to be done’ Report suspects, retailers urged on their businesses. Gang search Illicit tobacco trade fight stepped up Police have stepped up their search for a gang which needs ambitious targets attacked a Nottingham re- by Joseph Lee group and new academic said more ambitious targets Meanwhile, Mark Yexley, tailer by releasing pictures research. are needed to achieve more media relations manager of the brutal assault. Trade associations have It will aim to build on than the government’s at JTI, said that 10 million The hooded trio escaped welcomed a new tobacco progress made in fighting medium-term ambition of people had been reached by with £5,000 worth of smuggling strategy released illicit traders. Government holding the illicit market at the company’s 2014 regional cigarettes from the raid on by HMRC and the UK Bor- figures show that since 2000 or below 10%. campaign against illicit MV Supermarket, leaving der Force, but have called the illicit cigarette market “The illicit market funds tobacco, which educated re- owner Naresh Nagarajah for more ambitious targets has halved in size and the criminality, damages tailers and the public on the with a broken eye socket to cut illicit trading. illicit rolling tobacco market legitimate businesses and risk illicit tobacco posed. and other injuries. Police The ‘Tackling illicit has been reduced by a third. results in a direct loss to the He said: “Illegal tobacco released CCTV footage of tobacco: From leaf to light’ More than 26 billion tonnes public purse. Government products that are ‘peddled’ the attack in a bid to track report proposes a joint of cigarettes and 4,300 has made great strides over within communities pose a down the gang. strategy which includes the tonnes of rolling tobacco the last year in renewing its risk to the future existence introduction of a registra- have been seized and there focus to tackle alcohol duty of hard-working retailers. tion scheme with sanctions have been more than 4,000 fraud – we need to see the “Retailers who discover Charge over for raw tobacco dealers, a prosecutions. same attention given to the criminals in their area sup- consultation on sanctions, But while it welcomed illicit tobacco market,” said plying illegal cigarettes owe armed raid the creation of a cross- the strategy, the Association ACS chief executive James it to their local community Police have charged one governmental ministerial of Convenience Stores (ACS) Lowman. to report the perpetrators.” man after an armed raid on a village Post Ofce. Martin James Pick, aged 38, of Willow Avenue, Cliford, is charged with robbing the Scots’ titles play fair with pro-rata rises post ofce in High Street, Two major Scottish dailies Local titles with mid- while the Lennox Herald with customers. Most of Boston Spa, West Yorkshire and several local titles have April price increases, also increases to 90p. mine are loyal to a paper on 23 March. increased their prices with with no terms cuts, are the Sharon Sisman of C&M and hopefully they will He is also charged with pro-rata terms for retailers. Wishaw Press, Rutherglen Sisman in Falkirk said: remain so.” possessing a firearm with The Daily Record has Reformer, Dumfries & “We’re delighted that Media Media Scotland was cre- intent to commit robbery. gone from 55p to 60p on its Galloway Wednesday issue Scotland understand how ated in 2011 when The Re- A 32-year-old woman, who Monday to Friday edition and Galloway News, which challenging trading condi- cord and the Sunday Mail was arrested in connec- and from 80p to 85p on all rise to £1. The Airdrie & tions are at the moment joined forces with Scottish tion with the incident, has Saturdays, with the Sunday Coatbridge Advertiser and and have maintained terms and Universal Newspapers been released on police bail Mail rising from £1.50 to Dumfries & Galloway Fri- on these publications. I to create Scotland’s biggest pending further enquiries. £1.60. day issue both rise to £1.10, don’t anticipate a problem publishing business. 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IAA A4 RN Advert_v3.indd 1 31/03/2015 15:59 18 3 April 2015 Retail Newsagent YOUR NFRN DISTRICT AGM REPORT REGION NORTHERN IRELAND 24.03.2015 Kathryn Gaw reports from the NFRN Northern Ireland district council AGM

The font of all and it is now owned by a Every employee is eli- consortium that includes gible as long as they are legal confusion Camelot. earning £10,000 per year Members reported confu- While there or more, and are aged at sion around how local are no plans least 22. Employees aged councils are interpreting to imple- under 22 or earning less tobacco display ban leg- ment similar than £10,000 per year islation, particularly the changes in Joe can still opt into the sys- font of the price list. the UK, some tem, and the employer Sweeney According to the law, Northern Ireland must comply. the typeface used must border towns ofer access Mrs McCloskey be Helvetica or Arial, but to the Irish National advised all members to while some councils will Retailers only have to pay the supplier after cards Lottery as well as the UK appoint a private pen- accept either font, others have been sold in a new ‘profit on return’ scheme National Lottery. sion provider to handle are saying it should be their auto-enrolment one or the other. the border. Pension pointers requirements, as the DIY “If you’re getting grief Ken Chapman spoke of NFRN head of operations scheme was “too compli- from certain councils, his fear that the system Margaret McCloskey cated”. let us know,” said chief could wreak havoc in warned members that executive Paul Baxter. Northern Ireland and auto-enrolment into pen- ‘Van shops’ fears Belfast North member asked visiting NFRN sion schemes will be a Several members re- Ken Chapman Ireland member Joe big issue in 2015. ported ongoing problems suggested Sweeney whether Irish She reminded mem- with ‘van shops’ operat- that district members had noticed If you’re bers that the staging ing illegally near their president much change. dates will take place businesses. Judith Mercer Paul Mr Sweeney said there getting grief between September 2015 The vans are thought should send Baxter had been numerous com- from certain and April 2017, and every to be ofering a door-to- a letter to each plaints about the new retailer will have to be door service in parts of council asking for a system, and described councils, let prepared. Belfast, selling single meeting to discuss their “horrific problems” with Auto-enrolment cigarettes to customers interpretation of the law. new terminals. us know requires of all ages. Paul Baxter It was agreed that “There was one week Paul Baxter employers to encouraged members to letters would be sent out where they had to post- contribute report any illegal activity to every council after the pone the draw because NFRN chief executive an extra 1% to their local councils. election, asking for clari- the terminals were (rising to 3%) Margaret fication on the rules. down,” he said. “That’s of employees’ McCloskey ‘Profit on return’ never happened before.” salaries towards Members were presented Another term in The Irish govern- a private pension fund, with a new ‘profit on ment sold its National while employees will return’ method of selling office for Judith Lottery license last year contribute the same. greeting cards. District president Judith Geof Bleakley, from Mercer was re-elected Your say Original Poster to the post for another Company, term. She will continue spoke about to act as a national coun- What are you doing to drive sales of newspapers and magazines the benefits of cillor alongside North in your store to help ofset carriage charges? the scheme, Judith and East Antrim member which allows Mercer John McDowell. newsagents to North Down member We’re trying to All I can do is We have a big- pay for cards only after Gwen Patterson was offset the new advertise the ger store and they have been sold. re-elected as vice presi- charges by shop locally. we are looking The Belfast-based dent, while Belfast West promoting the It is in the at diversifying company, which is part member Pauline Schiefer publications that give us hands of the public at the away from magazines and of a UK-wide franchise, was elected deputy vice the best discount. But it’s end of the day. newspapers and towards supplies display stands president. a losing battle. I’ve been in John McDowell, our food offerings. I am and cards free of charge, business for 45 years and McIntyre’s, very much going down the invoicing only for cards Lottery changes it was one shilling and five County Londonderry food to go route. sold. pence when I started. Gwen Patterson, The company ofers 12 are not the ticket Ken Chapman, Clandeboye Stores, card ranges, with three Members raised con- Ken’s News, County Down pricing structures ofer- cerns over changes to the Belfast ing margins of between lottery system south of 46% and 50%. COMING UP BETWEEN NOW AND SUMMER IN

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l How to attract more customers with in-store services PLUS l Improve security to protect your business and staff l Provide a profitable HND service to your community 20 3 April 2015 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY Have you been affected by any scams in your area? How have you protected your business? Des Barr Sinclair Barr Newsagents, Paisley We have younger staf, they’re on social media and they’re RETAIL NEWSAGENT more alert to what’s going on. NEWS ● CONVENIENCE ● PROFIT A lot of these things now are 11 Angel Gate, City Road, London EC1V 2SD well reported on, and we can Tel 020 7689 0600 pass details on to staf straight email [email protected] away. They’re alert to the Annual Subscription fact people might try it on. UK 1 year £144 Europe £289 2 years £227 Rest of world £339 When scams are reported, it 3 years £319 puts you on your guard. We To subscribe contact 01737 457236 don’t take cards apart from for newspaper accounts, so we Editor Director of Sales know who the customers are. Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 It’s just cash and we look out Have you been the victim of Associate Editor Account Managers for people trying to pass dodgy Chris Rolfe Liz Dale notes or ‘check your change’ a scam recently? Let us know 020 7689 3362 020 7689 3363 scams. Reporter Will Hoad and we give them short shrift. forms, took all the details and Steven Lambert 020 7689 3370 Bal Ghuman It’s a case of always being alert I’m ashamed to say we fell for 020 7689 3357 News body Dwain Nicely AK News, Shrewsbury, and keeping vigilant. it and gave them a cheque for Reporter 020 7689 3372 Shropshire Nicola Stewart Letters name, £200. But it’s made us much 020 7689 3358 lettersAccount address Executive We haven’t had any lately, but Anjali Karpal more vigilant. It’s becoming Content Marta Dziok it doesn’t surprise me they are Essential , more and more common, Editor – Features 020 7689 3354 going around. These people are Horsham, West Sussex but we won’t fall for it again. Tom Gockelen-Kozlowski Sales Support 020 7689 3361 Executive finding new tactics all the time. We had a couple of professional We won’t entertain any cold We don’t get them in store any looking people come into the callers and we’re very careful. Feature Writer Chris Chandler Nadia Alexandrou 020 7689 3382 more, it’s all over the phone store two years ago, saying Business rates is such an issue 020 7689 3350 Marketing Manager using vouchers. We get cold they could help us reduce our for retailers that criminals can Production Editor Lauren McKinnon calls asking personal questions, business rates. They had proper catch people out. Darren Rackham 020 7689 3351 020 7689 3373 Marketing Executive Design & Production Tom Mulready YourExecutive stock020 7689 3352 YOUR STOCK Which pricemarks have been Hannah Plowman Marketing Assistant 020 7689 3380 Emma Wilson most effective in driving your sales recently? 020 7689 3384 Managing Director Pradip Amin for £1 with a healthy margin Customers are smart, they Nick Shanagher Birds Newsmarket, Portsmouth 07966 530 001 on both. Walkers has just gone understand about increasing I think the £1 price point is from £1.29 to £1. Consumers prices, but with pricemarked Email fi[email protected] coming to an end. We haven’t still want pricemarked packs, packs they know it’s value. If you do not receive your copy of RN seen a drop in sales of Cadbury but manufacturers and dis- In my shop, the majority of please contact Chris Chandler on 020 7689 3382 or Dairy Milk, it’s sustained its tributors will need to look at our things I sell are pricemarked. email [email protected] sales at the £1.29 price. The margins. Biscuits do really well as Printed by Southernprint, Poole, problem for us is the margins, pricemarked packs. They’re great on 80gsm Galerie Fine Gloss paper Distributor Seymour Distribution, they’re narrower and narrower Bhavesh Patel for customers, but not so much 2 East Poultry Avenue, London, EC1A 9PT on £1 pricemarks, and at £1.29 Watties News, Horley, Surrey for retailers, but that’s how it Audit Bureau of Circulations it’s better. The Dairy Milk £1.29 Pricemarked packs give works at the minute. July 2013 to June 2014 average net bars are selling well for us, as customers confidence, they circulation per issue 13,626 are the standard bars at three know they’re not being cheated. Paresh Vyas Winner of the 2009 ACE gold award for Paresh’s, Droylsden, Manchester circulation excellence by a smaller magazine Pricemarked The Galaxy bars for £1 are products selling really Well. They never appeal to used to sell before Dairy Milk went up, but now we’re selling Retail Newsagent is published by Newtrade Publishing Limited, which customers is wholly owned by NFRN Holdings Ltd, which is wholly owned by the five or six cases a week. I’ve Benefits Fund of the National Federation of Retail Newsagents. and drive Retail Newsagent is editorially independent of the NFRN and opinions, knocked the Dairy Milk on the comments and reviews included are not necessarily those of the more sales head. Anything pricemarked will Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from sell. Sanitary towels and Tampax Retail Newsagent may only be undertaken with the prior written agreement of the Editor. are now pricemarked and we’re Contributions are welcomed and are included in selling a lot more than we used to. part or whole at the sole discretion of the Editor. Bags of sweets, Cadbury Eclairs, Newtrade Publishing accepts no responsibility for submitted material. Every possible care is Rolos and Munchies are flying taken to ensure the accuracy of information. out at £1. It used to be one box of For trade use only Eclairs in a while, now they’re doing really well. Retail Newsagent 3 April 2015 21

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

@RetailNewsagent RETAIL NEWSAGENT for reasons of clarity or of length #TOP TWEETS Who’s saying what in the retailing world?

@NFRN_Online Got a news supply problem? Why not tweet @News_ Complaints

@Hovinghamstores Nearly time for the new coffee machine #rijo42 Smiths News needs to ensure retailers get papers on time before offering additional products, says Jane Samson from Nottingham

@Chard_News Received ten WAKE UP BEFORE SELLING THE COFFEE copies of For the last few weeks I have been Smiths is quite happy to have a mo- responds: “We have contacted @ScotonSunday. experiencing major problems with nopoly on newspapers, but it also Ms Samson to apologise for the We’re a newsagent in very late supplies from Smiths wants to get involved with other inconvenience caused. For the past Somerset with just one News’ Nottingham depot. products. two weeks there have been high levels sale per week. #News- Two things puzzle me. I would suggest that it concen- of roadworks across the UK motorway Wholesalers #Waste First, customers supplied by trates on getting newspapers to its network overnight, specifically on @News_Com- Smiths’ Leicester depot are not hav- loyal customers on time, before it the M1, which has had closures plaints ing the same level of problems I am dabbles with other products. and significant diversions in place. encountering. Smiths says it wants to help grow Unfortunately, these roadworks have @raaj_c Second, to add insult to injury, I our sales but at the moment all it is led to later than normal newspaper Congratulations to have today received a text message doing is decreasing them. inbound times and in extreme cases, @IAAcademy for from Smiths saying: “We want to Jane Samson, re-runs. We are continuously working a brilliant launch help you grow your sales by ofer- Gotham Spar, with our publishing partners to identify last night and for Nottingham ing great cofee to your customers any potential issues and, where possible, reminding us how via Jack’s Beans Cofee Company.” A Smiths News spokesman mitigate any impact.” much it has helped retailers and their businesses the nanny state which is Then I read the leader Gantry doors being imposed on us. column in the 27 February Every time we have to issue of RN about Andy @connollyspars Calling all my fol- are driving restock the gantry I break Burnham, shadow health lowers please go to out in a cold sweat with secretary, refusing to me to drink www.retailauction. the thought of navigating answer a simple, straight Every now and then, org and take a look the devil’s doors. forward question (five something really irritates at what is happening Please, Lottery gods, let times), namely: “What me but I know I’ll get over with @RetailAuction. me win before it’s too late. I should changed your mind since it and laugh about it later Not long to go now! Graham Doubleday, 2009 when you said you over a pint. Newsmarket, consider The same can’t be said Mossley, would need to see strong and convincing evidence for these damn cigarette Lancashire suing the @tearesnews display gantry doors. to support the ban?” All our Easter eggs Why can’t I get a Andy Burnham’s behav- We have had them for government are only £1.50! Choose iour is the same as that of a couple of weeks now straight answer? from Maltesers, Creme for my Ms Kendall. and they are really, really Like thousands of other Egg, Buttons, Smart- I do not hold out any getting on my nerves. The retailers up and down the impending ies and many hope of her supporting thought of having to open country, I too had lob- more me or my fellow retailers. and close these things bied my local MP – in my mental Dilly-dallying is the name forever – or until the damn case Liz Kendall – on the problems of the game. @hayes_news things fall of – is driving display and packaging of Now I am totally con- Nice to see papers me to more drink. tobacco. Graham Doubleday fused about which box to arrived on time this Perhaps I should consid- I wrote to Ms Kendall on Retailer, Mossley, tick on 7 May. morning, despite a er suing the government 2 February. So far, I have Lancashire Subhash Varambhia, 45 minute extension. for my impending mental heard nothing. The letter Snutch Newsagents, Well done Smiths problems, brought on by was hand delivered. Leicester 22 3 April 2015 Retail Newsagent YOUR Steven Lambert [email protected] 020 7689 3357 ISSUE @StevenLambertRN

CRACKING IDEAS FOR EASTER EGG-STACY When it comes to selling Easter important for local retailers to up eggs, competing with supermar- their game and make the most of kets and multiple stores on price every available sales opportunity, can feel a bit like a losing battle. especially when it comes to special But speaking to retailers up and occasions and annual celebrations. down the country this week, RN And it can be a real chance to make unearthed some great ways for your mark in the community. independents to go the extra mile before Easter and entice customers Create your own gift baskets to shop with them. Located on a busy junction on the Retailers are reaping real re- main street in Kilbirnie, Lifestyle wards with innovative ideas that Express attracts trade both from are catching the eyes of both new the local community and passing and regular customers. trade. So to boost sales, owners At a time of increased competi- Bobby and Raj Singh have started tion in the c-store market and from creating their own bespoke gift online retailers, it’s even more baskets. It’s an idea that Bobby Organised by the Green Lanes shelves of eggs to freestanding egg had in the run-up to Christmas Business Association (GLBA), the displays placed around the till area and orders are already flooding in hunt encourages residents to get or near the front entrance. He says: for Easter. The baskets range in out into the community and see “This year we’re concentrating on price from £6 to £30 and include what their local high street has to a premium range of eggs because Easter treats such as traditional ofer. Thirty eggs are placed in the they have higher margins. We eggs, chocolate balls and flufy windows of diferent independent work the space as hard as we can.” toy chickens. Customers can also shops each year, including several He adds that he tries to stay com- request brand baskets, packed with newsagents. The first person to petitively priced and in previous Lindor or Thorntons chocolates, for spot them wins a Samsung tablet years he’s sold out of stock by Easter We’ve got a example. while runners up receive chocolate Sunday. “We’ve got a Facebook page and bunnies. Costas Georgiou, chair- Facebook page we have ready-to-buy baskets on man of the GLBA says: “Easter is Know your customers and we have the counter. Customers can’t miss traditionally a tough time for retail- In Scotland, some retailers say that our Easter display either,” says ers. It’s the first celebration after Easter is not such a prominent ready-to-buy Bobby. Christmas and many people book holiday as it is further south. “Nobody around here is ofering holidays. We also have a constantly However, judging stock levels baskets on anything like this,” he adds. “We’re changing population so every year so you don’t run out of eggs before delighted that they’re so popular we want to encourage children, Easter Sunday is as important as the counter. and that our customers love them parents and grandparents to get out avoiding leftovers. too. It means that local people can and see what’s changed on their In Edinburgh, Broadway Customers can’t always get a gift right on their high street. We heavily promote Convenience owner Dennis doorstep and don’t need to travel the hunt through leafleting. It’s a Williams and his wife Linda have miss our Easter elsewhere.” big event for us and retailers reap been dressing their store for Easter display either the rewards.” for years. Run a community egg hunt “It’s about knowing your cus- Bobby Singh For the past 17 years retailers in Make (all) your space pay tomers,” says Linda. “Our shoppers a north London suburb have run For the past two years, Bintesh are very traditional and so premi- Lifestyle Express, Kilbirnie an Easter egg hunt for children. Amin has hatched a plan to attract um brands don’t fly of our shelves. more sales over the Easter holiday. Instead we stick with the Cadbury The owner of Blean Village and Rowntree’s favourites. Londis near Canterbury says “We do well with promotions too he’s thought about ways to ‘work with simple, £1, £2, £3 and £4 pric- the space’ in his shop with eye- ing depending on the size of the catching displays in prominent eggs.” The couple also dress their positions. store with banners and balloons, Bintesh builds up to Easter by toy animals and always have a free displaying smaller eggs such as lucky dip as an extra for children. Cadbury Creme Eggs and Mini This year, Booker’s Mega Deals Eggs around the store. This is on Easter eggs have helped too – then complemented by larger encouraging sales of traditionally promotional displays as the Easter more expensive brands like Thorn- weekend nears. tons with eggs available for just £2, A community egg hunt would wow the locals This can involve anything from for example. 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

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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 21 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 50p NAME (PM) 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 - 77p – my store buy the same brands 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 45g 59p 51p – – swayed by promotions. – 52p Mentos 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 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. 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 from individually, 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 » 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 Symbol grows by on HND 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 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. Page 4 » fraudsters. - Page 19 »

@retailnewsagent www.newtrade.co.uk

RN House ads 2015 - A4.indd 1 25/03/2015 10:40 24 3 April 2015 Retail Newsagent

GUEST SUSAN COLUMNIST [email protected] 020 7689 0600 CONNOLLY @RetailNewsagent If you want to compete in today’s convenience market, you need to think creatively, make your store a destination and give your customers an experience they’ll never forget, says Spar retailer Susan Connolly Let the show begin…

e started creating in-store theatre in our stores more than a year W ago, with the aim of engaging with our customers and encouraging loyalty and repeat visits. I believe customer engagement is a key weapon in independent retailers’ armoury that can help us beat the multiples hands down. The ferocity of competition in the con- venience market may be the highest it has ever been, but independents Tasting tables work well for Susan, her Spar store team and customers should tackle it head on. We need to think creatively and make our It’s very rare to get something for store’s main focus is on price. shops our customers’ stores of free these days so when we ofer our On Mother’s Day, for example, choice. customers a free taste of food and a we presented 10 of our customers in For us, in-store theatre is a bril- drink they are amazed. While they each store with a bunch of flow- liant way of achieving this. We stand around the table, we take the ers, and on Valentine’s Day we gave get involved with all the highly opportunity to make contact with every female customer a chocolate commercial days such as Mother’s them, putting them at ease by chat- heart. Activity like this does incur Day and Valentine’s Day, but also ting to them. After tastings we take a small cost but it will be repaid of-beat occasions such as Australia comments and add them to PoS for When we through your customers’ increased Day and Burns Night. Our ideas can the product. offer our spend and loyalty. be as simple as displaying relevant The multiples cannot ofer such One final point worth making PoS material or decorating the store a personalised customer experi- customers is that, when organising activities to highlight the day concerned. ence no matter how hard they try. like this, you need to involve your We create our own ‘days’ too. Making customers feel that they a free taste team because staf engagement is We have had a ‘Peter's Pie Day’ and are cared for while they shop is of food and key to making them succeed. a ‘Heineken Day’ and we worked paramount. When your staf buy into the idea with both suppliers to pull of two Another thing we try to do is a drink they of tasting days, for example, they brilliant events. They provided free surprise and delight our customers will naturally run with it. Ours samples and some cracking PoS, through in-store theatre, which is are amazed were slightly sceptical at first but such as balloons and umbrellas. something that often gets lost if a after doing a couple they found Sales rocketed and the staf had fun, themselves embracing them. but most importantly the customers I then found the store managers thoroughly enjoyed themselves and Five tips for great in-store theatre were creating their own tasting we found a way of creating a great days without any encouragement, experience for them. *+ Make activity fun for customers – they are your priority even dressing up for every occasion Another thing that works really + Be prepared to invest – tastings or free gifts might cost to highlight the events in-store. well for any occasion is tasting you a little money but the loyalty you build will make them They found themselves achieving tables. They are quick, easy and in- pay off our aim; creating stores of choice expensive and you can make them that are really fun, interactive Make tastings about connecting – don’t just try to sell, as plain or as lavish as you wish. + places to be, and the hubs of their get to know your customers too ● We decorate ours with things like ff to communities. bunting and balloons and always + Don’t give up – the first event you run may not get o ofer a snack, an alcoholic drink and a great start but when you keep doing them, customers will a soft drink. We always include own keep coming back to see what you are doing next Susan Connolly is business development brand products, which raises aware- + Involve everyone – get staff and suppliers engaged in manager for the four-strong Connolly Group ness of them and people’s expecta- the activity you organise of Spar stores. She auctioned herself to RN for tions can be exceeded. this column as part of the Retailer Auction Retail Newsagent 3 April 2015 25

Tom Gockelen-Kozlowski [email protected] 020 7689 3361 @tomgk_RN Diageo

It may have one of the most iconic brands in the world in its portfolio, but there is no sign of Diageo resting on its laurels, according to Guinness’s head of innovation Nick Curtis-Davis

RETAIL NEWSAGENT Which trends are NCD Our West Indies Porter and inspiring Guinness’s activity this Dublin Porter have exceeded year? expectations. It was the first consistency in the display which NICK CURTIS-DAVIS More broadly than time that we’d launched two ensures that the new Golden Ale just beer, consumers are looking for beers simultaneously and they’ve is seen by shoppers. We know that a return to more authentic values been absolutely flying. They were consumers have a repertoire already and getting interested in products respectively the number one so placing it near our two porters with stories behind them which are and number three performing should give them a shortcut for created with care and attention. It’s innovations in the bottled beer discovering it. true across a lot of categories – just market over the past 12 months. think of the variety of olive oils or We’re thrilled by this and expect In my inbox RN Is this the last new beer we’ll see cofees available now. Golden Ale to do similarly well. from Guinness for a while? right now NCD Not at all – we’ve unleashed the RN How is this affecting beer? RN And in terms of category I have a list beast now. Our brewers are a creative NCD The beer market is incredibly management, how should the new bunch and we’re giving them a vibrant and dynamic at the moment. ale fit into retailers’ chillers? of 25 new licence to explore these ideas. In my We’ve set up our Brewers Project, NCD It should slot right in next to the inbox right now I have a list of 20 which is about Guinness celebrating two porters as all our PoS material beer ideas new beer ideas. Guinness is famously this vibrancy and reflecting on our is integrated for our Brewer’s just 256 years into a 9,000-year lease, own history of innovation over 256 Project beers. This should create a so there’s a lot of beer we still need years at our brewery at St James’ to brew. It’s a new journey for us and Gate in Dublin. We employ some of we’ve just taken the first steps. It’s the finest brewers in the world here going to be interesting to see where so we’re using their passion to join Company CV it takes us but you will absolutely see in this beer revolution, by creating ** new beers from Guinness in the near new recipes and rediscovering old ** future. Company Diageo ones. Head of innovation, Guinness RN With Guinness such a traditional, Nick Curtis-Davis RN How does the new Golden Ale fit trusted brand, how do you ensure Profile One of the oldest drinks brands in into this? that these new products live up to the world, Guinness is among Diageo’s NCD the existing portfolio? It’s about giving consumers most valuable assets. Its status as an Irish NCD the chance to try something new icon, advertising campaigns and Guin- It’s a great challenge to have. from a much-loved brand, which ness’s widespread popularity has made it When I spoke to the brewer who has the character and quality internationally famous. created our Golden Ale, at the heart they’d expect from Guinness. Latest news The Guinness Brewers Project produced two new of his thinking was how to turn a We’re bringing new people into the porters last year. Diageo’s latest innovation is to launch a black beer into a light refreshing category with this. Golden Ale, part of a plan to ensure that there’s a beer avail- accessible beer while retaining able for every customer from within the Guinness portfolio. that ‘Guinnessness’. It’s about RN How have your previous Brewer’s maintaining the character, quality Project beers sold and how do you and story that customers know the expect Golden Ale to perform? ** ** brand for. 26 3 April 2015 Retail Newsagent SUGAR PRICEWATCH CONFECTIONERY BEST-SELLING SUGAR CONFECTIONERY PRICES AROUND THE UK PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER Pricing strategies

1 2 3 4 5 Rowntree’s Fruit Pastilles 57p 50p 60p 55p 65p 57p 50p RETAILER 52g Skittles 55g 1 57p 49p 60p 65p 65p 60p 55p NAME JON POWELL STORE The Newsagent Trebor Soft Spearmint LOCATION Newport Roll 50p PM 50p 50p 60p – 50p 55p 55p SIZE 320sq ft 45g (PM) TYPE high street Rowntree’s I normally add a few pence on Jellytots Bag 56p 50p 60p 62p 60p 55p 55p RRPs. I do look at my rivals’ 42g prices regularly and judge it Starburst from there, but I try and stick Original 56p 49p 60p 65p 65p 58p 60p to a 40% margin. Werther’s, 45g Soft Mints and Skittles all do really well. My worst selling Rowntree’s sweet is Mr Tom Peanut in Fruit Gums 57p 50p 60p 70p 65p 57p 51p Tofee, which is a shame as they 48g sponsor my local football team. Maynards The £1.50-£2 bags of sweets sit Wine Gums 59p 51p 60p 75p 65p 55p 55p on the shelf whereas I could sell 48g pricemarked bags all day. The £1 Skittles packs fly out. Sours 58p 49p 60p 65p 65p – 55p 55g

Rowntree’s Randoms 57p 50p 65p 65p 65p 58p 55p 50g

Bassett’s Cherry Drop Roll 59p 51p 60p – 80p 57p 50p 49g Polo Fruits 55p 50p 55p 60p 65p 52p 50p 37g RETAILER Vimto Fizzy Roll 45p – – 45p – 45p 45p (PM) 2 NAME YOGI TATLA STORE Crown Wood Londis LOCATION Bracknell, Berkshire ROWNTREE’S FRUIT PASTILLES 52g Price distribution % SIZE 1,500sq ft TYPE secondary road 25% I try to keep to suppliers’ RRPs 52% of independents but in the last two years I’ve also sell this product at or looked at what sells. If a line below the 57p RRP 20% sells well I put the price up by around 5p. Londis’s RRPs can be high anyway 15% so I choose carefully. In the sweet category, rolls of Rowntree’s and Maynards 10% brands sell well. We have a dedicated aisle for sweets which is just opposite 5% the tills. We sell them no matter what season, but that area of the shop 0% is always busy around 3.15pm when children come

51p 53p 52p 55p 56p 57p 58p 59p 61p 62p 63p 50p 54p 60p 64p 65p 66p -50p +66p from school.

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 3 April 2015 27

Nadia Alexandrou [email protected] CONFECTIONERY 020 7689 3350

RETAILER RETAILER 3 4 THE NAME ADRIAN RODDA NAME NIGEL KENDAL STORE AR News STORE Meadow Stores ENTREPRENEURS LOCATION Harrogate, Yorkshire LOCATION North Wootton, King’s SIZE 400sq ft Lynn The world’s best business brains and TYPE town centre SIZE 600sq ft TYPE village what you can learn from them I usually go above the RRP and mix premium-priced sweets We look at RRPs and the prices in with ofers. I always display at which our biggest competi- ofers prominently in-store, tion – Tesco Express – is selling usually in a dump bin which I things at, and adjust accord- rotate stock around in. I also put ingly. As well as my usual any promotional posters up too. wholesaler, I always keep a I’ve found sugar confectionery lookout for sales reps selling sells best in the summer. People confectionery at a good price don’t want to buy chocolate so I can pass this on to my when it’s warm and the best customers. I always highlight time of day for sales is usually these promotions with stars early morning as kids come and PoS material. Pricemarking in on their way to school. works really well, and multibuy Fruit Pastilles and Skittles deals are very efective in en- sell at double the rate of other couraging customers to spend sweets, but Polo is probably my more. Vimto Fizzy rolls are our consistent bestseller. bestsellers, and Skittles and Soft Mints do quite well too. KATIE PRICE confessed workaholic who Route to the top wants to be remembered as Love her or loathe her, there being ‘a grafter’. is one indisputable fact: Ka-

tie Price has built a success- Key achievements ful global brand around one l No publisher would buy key factor: personality. At Price’s first autobiography 17 she burst onto our news RETAILER in 2004, so she sold it for pages as a Sun page three £10,000 to a small indepen- model. But far from going dent. It sold almost one mil- 5 bust, she used her notoriety lion copies in its first year. NAME PERRY PIRAPAKARAN as a platform from which to l Price’s equestrian range STORE S&M Supermarket launch a publishing empire LOCATION London has gone from strength to consisting of her own SIZE 1,200sq ft strength after achieving autobiographies, novels and TYPE residential record-breaking sales in its children’s books and baby first two months. We normally stick to the RRPs wear, perfume, shoe, jewel- l Price juggles her business set by Palmer & Harvey. Star- lery and equestrian clothing empire with looking after burst is our best-selling brand ranges, to name a few. She is five children, the eldest of – it has been for a while now. also the global ambassador whom, Harvey, was born We always do a lot of promo- of hair-colour product Co- with severe disabilities and tions around sweets, finding lour B4. Katie Price is a self- that multibuy deals – especially is autistic. ones at £1 – work really well. Starburst is selling even faster right now precisely for this reason. We merchandise sweets all around the store, Lessons for your store as we tend to second site them 1 Communicate your passion for what around high footfall areas. you do well and you will attract more customers. 2 Never be afraid of to think outside the box and try out new ideas. If they fail, dust yourself off, learn from your mistakes and move on. 3. Hard work really does pay off. 28 » 3 April 2015 Retail Newsagent THIS WEEK IN MAGAZINES Pages 41-45

box of pebbles, a miniature trolley ley parked by the till is kept stocked up with and a bright red promotional bay. short dated stock. These three things that first strike “Some people shop from it every day,” Ayou as you walk into Broadway Dennis says. Premier convenience store sum up what Booker’s Mega Deal promotions have owners Dennis and Linda Williams have been a particular hit with locals, so much so It’s all been focusing on for the past six months. that Dennis and Linda now have them on The couple have prioritised supporting three island ends, highlighted with bright their community through initiatives and of- red PoS. fering great value in their 1,700sq ft store in Current deals include Easter eggs, and Edinburgh. It is a focus that was recognised Dennis says that these strong promotions when they were named Independent Com- make investing time and money in seasonal about munity Retailer of the Year at last month’s stock worthwhile. NFRN Scottish Regional Awards. “Easter eggs were so popular last year that “We are very community based,” says we ran out of them,” he says. Dennis. “You’ve got to get to know custom- “With Mega Deals like £2 for a Thorntons ers, because they’re the biggest part of your egg this year we pre-ordered from Booker business.” and made a good display a few weeks ago. After setting up a breakfast club with lo- In-store theatre is a big thing here.” people cal schools and encouraging healthy eating Another popular addition has been the among customers, their latest community newly added range of £1 household, statio- initiative is designed to be educational as nery and pet products. Edinburgh retailers Dennis and well as to build links with future customers. Strong prices have also helped the store “We have a great relationship with the face the challenge of new alcohol legislation. Linda Williams understand the head of the local primary school,” says “There are a lot of retailers struggling to Dennis. “We have a ‘pebble challenge’ on sell alcohol with the new drink driving laws importance of community. In fact, at the moment where kids have to answer in Scotland, but our sales are up three per they’ve just received a top award questions about prices and money at the till cent and I think everyday low prices help,” to get a pebble. The class that gets the most says Dennis. “Spirit sales are steady too be- in recognition of the work which pebbles wins a prize.” cause bottle prices are good, and we do well has grown their business. Serving the area has also meant an with half bottles on promotion.” increasing focus on value to help cash- Dennis says he and Linda refresh their Chris Rolfe reports strapped customers. So the miniature trol- store annually, and one beneficiary of last Retail Newsagent 3 April 2015 29 Get to know your customers – they are the biggest part of your business DENNIS WILLIAMS

Dennis Williams was named Independent Community Retailer of the Year in last month’s NFRN Scottish Regional Awards

“We have a year’s changes was Dennis’s favourite sec- tion – fruit and vegetables. ‘pebble challenge’ “We looked at the whole shop with the on at the moment merchandisers, who analysed our sales then cut down tins and packet grocery because where kids have to sales were shrinking. We used the space to answer questions increase our fresh section.” about prices and The wide range on ofer is a far cry from the bananas, apples and potatoes the couple money at the till sold at the start. “Whoever thought then to get a pebble. that we’d be able to sell root ginger and loose chillies?” says Dennis. To minimise waste The class that gets they eat any unsold fresh produce at home the most pebbles themselves or give things away to regulars. wins a prize” This focus on community and value is important as a new Aldi is opening after a campaign against it failed, but Dennis says that good prices will help his store fight back. “We’ll combat it with big brands,” he says. And the new chillers and doors arriv- ing next month are projected to shave up to 30% from the store’s electricity bills. The Williams’ confidence in the future is VISIT MY SHOP bolstered by their annual spend with Booker being up 9% and sales up 5.8% year on year. Broadway “Ask me why that is and I think it’s Premier simple,” he says. “We’re clean, tidy, well 10 Oxgangs stocked, we ofer great value and great cus- Broadway, tomer service.” l Edinburgh EH13 9LQ Want to see more of Dennis and Linda William’s store? Go to @MyLocalPremier betterretailing.com 30 3 April 2015 Retail Newsagent IAA LAUNCH The Independent Achievers Academy opened its doors last week for another year of networking, business development and retail success stories. Tom Gockelen-Kozlowski reports from the launch How to be your best onvenience retailing in 2006, the owners to benefit from the programme, inaugural year of the Independent which was launched for 2015 in Spar Hack- Achievers Academy, was a very dif- ney last week. Cferent place to that of today. The IAA will now be open for the coming At that point discounters were yet to be eight months, with case studies on suppliers fully recognised as a key part of the market, and retailers working together appearing in supermarkets were still in their pomp and Retail Newsagent to give you ideas on how the idea of a Subway or Greggs concession to improve your businesses and better serve in a local independent store would have your customers. seemed a fantasy. Launching this year’s programme, Since then retailers have undoubtedly Newtrade managing director Nick Shana- become more professional, more entre- gher said: “Our purpose is to share best prac- preneurial and more ambitious. It’s these tice and inspiration with local shopkeepers attributes that can be clearly seen in the way around the UK so they can build their busi- that the IAA operates: “The IAA provides a nesses in ways that will attract and retain second set of eyes and a great benchmark for local shoppers. The new Retail Profit Guide is improving your business. It brings a fresh designed to give store owners the bench- perspective,” says Mark Dudden, of Albany marks needed to achieve this.” News in Cardif. The only question remains, how are He is one of the more than 1,000 store you going to improve your business? RETAILERS’ IAA PLANS

RN spoke to 11 of the Sunder Mark to see the Women’s Institute great retailers who Sandher Coldbeck next week to talk about the One Stop, Wharfedale Premier, changes to the post office which Leamington Spa Hull attended the launch are happening. On the other to find out how they For me, my customer experience Because the area around our store side I’m focusing on offering should be second to none – that’s is changing, we’re looking at how more local artisanal ranges that will be focusing on what we’re working on. We’re also we can reflect this in our store. multiples won’t have. their businesses and putting in double-glazed doors on On the one hand this might mean to the chillers as well. Along with expanding our range of Polish Ramesh improving them in our new LED lights, it’s going to food but also Siemens are doing Shingadia the coming weeks save money and they look good. some major work nearby and so Londis there will be a lot more workmen Southwater and months, using Alkesh in the area. We’ve got to adapt IAA insights and Pankhania to what they’re going to want – The challenge is to win the IAA Best-one, Sunbury- this could even mean starting a a second time. The leap would then – they hope on-Thames, Surrey delivery service. have to be really great to win – doing enough to again so we are looking to take Just last week I got a new Tchibo Julian store execution to the next level. impress the judges coffee machine and we’re already Taylor-Green On top of this I’m looking to and gain a coveted selling a lot of cups. We’re going to Spar, work on our financial controls, be really pushing this concept of Hampshire our management systems IAA award. fresh coffee in a local shop. We’re and staff training to raise the actually looking to purchase the One part of it is about benchmark for that. After seeing building from our landlord and community work and I’m Spar Hackney and some Budgens want to knock the store through to looking to become a governor of stores in the past few weeks expand our range. the local school. I’m also going I also want to introduce more Retail Newsagent 3 April 2015 31

Leading suppliers and retailers met last week to network and exchange ideas at the IAA launch event in east London; speakers included Ramesh Shingadia, left

local produce so that we develop publicise this and am talking to a after reopening our store so now entry form and make sure each a point of difference. publisher to get a few free copies we’ll have a year of experience of the points mentioned are tip of magazines that sell for £15 behind us. top in my store. I also really Dee each. There are some wine bars loved the barrels of wine in the Sedani near to my store so I want to give Vip Spar store. I’ve got a space in One Stop, Matlock, them to these businesses with Panchmatia my store where I think it might Derbyshire my store details on the back. If Hexagon Stores, work and I’m really going to try the customer loves it they won’t Andover and and put something like that in We need to do what we’re doing be able to get it anywhere but in Ebley, Gloucestershire there. already, but do it better. We’ve my store. got great standards already but We’re getting the basics right Ravi it’s about keeping it maintained Dean to start with, but in the new Kaulshal seven days a week. That goes for Holborn store that we’ve opened, I’m Nisa Burlington News, my staff, too, because it’s not me Holborn’s, Redhill also looking to introduce an ice Chiswick, London that’s going to keep us up at that and South Nutfield, cream parlour. I’ve also loved really high level. Surrey seeing the wine barrels in Spar I’m not sure whether I’ll be able to Hackney where customers can reach the standard to get an award Mark In one of my stores we’re doing fill their own bottles. That’s but I’m going to enter the IAA to Dudden a mini makeover with new superb. really motivate me to improve my Albany News, shelving and refrigeration. In business. That means laying my Cardiff the other store were looking to Serge store out better, making it cleaner bring in more of the imagery and Khunkhun and brighter. If I could do that it I deal with a specialist range branding to go along with the Premier Woodcross, would be winning an award for of magazines that are available 40th anniversary material that Wolverhampton myself. That would then give me nowhere else in Wales. I call it we put in last year. We entered a platform to build a food-to-go the ‘London Look’. I’m looking to the IAA last year just two weeks I’m going to go back, look at the range for the year after. l 32 3 April 2015 Retail Newsagent CRISPS & SNACKS With supplier support, retailers are getting an increasingly sophisticated understanding of their shoppers’ snacking habits. As Nadia Alexandrou discovers, this knowledge is paying dividends It’s crunch time he UK has one of the larg- for convenience stores, where est savoury snack mar- placement in store and visibility Tip The quick lunch kets in Europe according is key,” says Tyrrell’s marketing Second site larger sharing Whether it’s another excuse to to the European Snacks director Jocelyn McNulty. To bags and multi-buy get out of the ofce. or needing to T crisp deals near your Association, but how can this find out which shopper missions re-fuel on a weekend shopping trip, translate into more sales for con- work best for crisps and savoury lunchtime offering lunchtime is when many stores find venience retailers? “Understand- snacks, we talk to retailers and to encourage themselves selling the most snacks. ing shopper missions is critical use suppliers’ market insight. customers to One of these stores is Kay Patel’s up spend. Global Food & Wine in Stratford. He finds that it’s not just his lunch- Tip time meal deal that works to drive snack sales. “More of my customers Put snacks in a wire basket underneath the are buying the big £1 sharing bags scratch cards on your Lottery stand. In on top of the meal deal, as some- any high footfall area, Adrian finds that thing to snack on in the afternoon,” second siting popular snacks works he says. particularly well. In the market In the market Family- KP Snacks is Mid- Industry data shows friendly attracting more that customer demand launches consumers to its morning break for savoury biscuits is are proving Pom-Bear brand with For store owners like Adrian Rod- growing every year, popular a cheese flavour, dha, who runs AR News in York- and suppliers continue specifically aimed at shire, a major proportion of his to develop products to families. “Time and snack sales come from nearby ofce allow their consumers time again, cheese workers on their mid-morning to eat them on the has come out as the breaks. Noticing that his custom- go. Last summer, for most popular flavour ers like to buy tea and cofee during example, Mondelez among families, these late mornings, Adrian puts launched smaller, more and accounts for a savoury snacks such as Mini Ched- portable packs of Ritz quarter of all multi- dars, along with flapjacks and cereal biscuits – Ritz Breaks pack sales in the bars, by his hot drinks machine. – and has pledged to UK,” says KP Snacks’ “This works particularly well for my help drive category trading controller customers who are not so sweet- growth this year with for convenience toothed, but still want something to more innovations. Matt Collins. go with their cofee,” he says. » ON TV APRIL

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* The Grocer Top Products Survey 2014 Top Launch Cadbury Dairy Milk Ritz & Lu ** Nielsen Total Chocolate, UK Total Coverage MAT 01.11.14 34 3 April 2015 Retail Newsagent CRISPS & SNACKS Builders on a In the market Meat snacks have been mid-afternoon low of growing interest to If you’re near to a construction site, suppliers, and in the hungry bricklayers and plasterers are past year beef jerky probably your biggest snacking custom- brand Jack Link’s has ers. This is the case for Andrew Wright, more than doubled of Wright Way, in Norfolk, who concen- its sales in the UK. trates his range on more hefty and filling “Meat snacking is snacks such as Wall’s slices, Ginster’s, continuing to grow pork pies and meaty sandwiches. “Any- in popularity, and thing meaty goes down really well with our beef Jerky is the these customers,” says Andrew. perfect solution for consumers looking for a snack that’s high in protein and Tip low in fat,” says Euro Jack Link’s sales Second sight meaty snacks Foods Brands’ brand have doubled in next to energy drinks. This is what manager Victoria the past year Jon Powell does to up sell his crisps Hughes. by second siting them next to the Lucozade fridge. Dinner time Andy Singh’s Premier store in Tyne and Smaller packs are Wear experiences a second ‘lunchtime’ ideal for impulse rush hour, which peaks just after custom- snack sales ers finish work. “People who’ve not taken their lunch hour often come into my shop too hungry to wait until they get home, and end up buying a sandwich and a packet of crisps,” he says. By simply having his lunch time deal and In the market range available at this time helps lift the Major snacks store’s overall sales. manufacturers continue to use pricemarking and In the market promotions to boost Meat-flavoured their value ranges, snacks are at the with many of these After school rush Pricemark children’sTip snacks to help them make forefront of many falling within children’s Any community-based store can enjoy quick and simple impulse purchases, especially if brand innovations brands. PepsiCo’s the after school bustle of parents and it’s their own pocket money they’re spending. in this increasingly Walkers brand, for hungry children, who often end up buy- competitive and example, has just ing a few snacks on impulse as well as mature market. Last extended its 39p the essentials – like milk and bread – for month, for example, pricemarked snacks the next day. “Kids go for what I like to Burts Chips’ added range by adding call ‘novelty’ bags, like Nik Naks, Squares, Devon Roast Beef to its two Monster Munch Monsters and Onion Rings,” says David premium crisps range, packs, in roast beef Brown, who runs a Nisa Local . To make and Unilever launched and pickled onion it easier for parents and their children to a sausage flavours, adding to the single out favourite brands, David sepa- casserole- existing promotion on rates these ‘novelty’ snacks on separate Tip flavoured Pot Cheeseballs, Snaps, shelves to adult lines. Noodle. Frazzles, Twisted and People who’ve Reduce the Chipsticks. Walkers price of any is also supporting the not taken sandwich nearing 39p value snacks with its’ sell-by date with a a ‘3 for £1’ promotion. their lunch brightly coloured sticker to If you want to encourage customers to buy on find out what other hour end impulse. recent activity up buying PepsiCo has got involved with, don’t a sandwich forget to go online to betterretailing.com/ and a packet snackbrandactivity of crisps Retail Newsagent 3 April 2015 INCREASE YOUR SHARING SALES WITH WALKERS Evenings in Regardless of location, size or customer demographic, any local store will get people coming in every day looking to The sharing sector is buy something for that evening. For Eugene Diamond in currently growing at +6.7%1, Ballymena, having a good range of multipacks and shar- ing bags is absolutely crucial to driving ‘evening in’ sales. “I providing a huge sales find pricemarked sharing bags of best-selling brands works particularly well, for example Sensations and Doritos,” says opportunity for retailers. Eugene. In addition to these brands, he stocks well-known Irish favourites such as Tayto Cheese & Walkers, the number one brand in the crisps, Onion and Golden Wonder. snacks and nuts category2 is helping retailers drive sales by developing products and formats Tip which cater for different consumers and sharing occasions. Offer a brand that your local supermarket isn’t selling. Years after Jon Powell delisted The Walkers portfolio offers a wide variety Marmite crisps, the brand is now back on of popular snacking options and multiple his shelf and the best-selling crisp line in his store, andweek sells two boxes a sharing bags for shoppers to choose from…

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Walkers has 6 of the top 10 best-selling sharing brands In the market in impulse, with 3 in the top 5 - Doritos, I find The polarisation Sensations & Walkers Core3 pricemarked between value and premium snacks is sharing becoming ever more bags of marked, with products PMPs allow you to such as popcorn demonstrate ‘value for best-selling and hand baked crisps headlining the money’ to consumers brands premium end. Recent activity includes the works launch of Tyrrell’s Poshcorn range – particularly with two gourmet well sweet flavours; Lemon Cupcake and Coconut 61% & Caramel. United of shoppers say knowing a shop sells Biscuits has also just PMPs makes them more likely to visit4 improved the recipe of Find out what its baked snack brand other recent activity Jacob’s Crinkly’s, and PepsiCo has got is supporting the move For more information Alternatively get in touch involved with. Go to with a £3m media and about how to make with your PepsiCo sales betterretailing.com/ store support plan. the most of your representative or l Walkers sharing call: 0118 930 6666 snackbrandactivity offering, visit - e: fl[email protected] www.countsformore.co.uk twitter: @PepsiCo_UKTrade

1 Nielsen, Total Impulse, Value YTD 07.03.15 2 Kantar Brand Footprint 2014 3 Nielsen, Total Impulse, MAT 07.03.15 4 Kantar Worldpanel, Total Market, 52WE 01.03.15 36 3 April 2015 Retail Newsagent STORE SECURITY Despite the Association of Convenience Stores’ report last month that crimes against retailers were falling, three quarters of those surveyed still fell victim to shop theft in 2014. Nadia Alexandrou speaks with two businesses looking to improve stores’ security Do not let the criminals win RN How did you catch these Sinso Retail members of staff out? As part of the service LS After doing an audit that showed package it offers, Sinso uses discrepancies between electronic stock data and actual stock, we merchandising, education helped the retailer link up his CCTV and technology to cut theft to his EPoS system. By looking at and wastage, and sales what the EPoS data was processing and what the footage showed at the Having a director Lee Singers says time, we were able to prove that the his company builds an staf were not putting through all good CCTV ‘intelligent retailing’ strategy cigarettes on the system. camera that protects store owners RN How do you ensure these in plain profits. benefits work long term? LS Usually, progress has been made sight will RETAIL NEWSAGENT How does Sinso in terms of reduced theft and less create its wide-ranging theft wastage, but we ofer periodic revis- remove any reduction plans for businesses? its at customers’ request to ascertain temptation LEE SINGERS Firstly, video evidence is that progress has been made on of paramount importance. This is es- controlling losses where we have put to steal pecially true if – as is often the case – in place new policies and procedures it is employees who are stealing from to govern this area, and ofer extra you. Having a good CCTV camera in support if it’s needed. plain sight will remove any tempta- tion to steal. Under Age RN What else can retailers do to secure their businesses? Sales Ltd LS Educating staf and retailers to While most retailers can be safety-conscious is similarly manage to reduce theft with crucial. Much of what they need to know is common sense, but it’s simple strategies and staff something you don’t think to do training, others can find until you’re made aware of it. For themselves in more serious extra technological support we also work with partners such as Brook LEE SINGERS’ TIPS ON STORE SECURITY Security, Custom Technology Solu- tions, and AVN solutions. Keep promo- Have your Integrate RN Can you give an example of tions in sight data to hand your tech- where you have worked to improve 1Put promotional Have2 regular stock 3nology Connect a store’s security? displays and reviews to check CCTV to the EPoS LS We worked with one store and gondolas in clear for discrepancies system if you discovered that staf members had view of the till, between EPoS struggle with tattooed fake barcodes on their especially dump stock data, and theft. wrists and were not putting all bins, where the actual stock. cigarette purchases through the till. temptation to grab Consequently, the store was losing and run is high. hundreds of pounds every week. Retail Newsagent 3 April 2015 37

GADGET INVESTMENT Elsewhere in the ACS crime report, figures showed the average store invested over £1,700 in crime prevention measures (including CCTV, product tagging and anti-theft devices) during 2014. We asked four members what their money had gone on. “I spent “I’d rather “I spent “I put spent £600 up- be safe £4,000 in- £1,100 plus grading my than sorry, tegrating the VAT putting CCTV to a so I invest- cameras in in brand new Honeywell system. I ed a lot right from the both my newsagent shutters on the front of now have a camera start in security. I’ve business and my hard- my store. My old per- outside my store, as invested in a spot ware store into one forated one collapsed, well as three inside. monitor, so custom- system. I can now auto- and a company called All The video quality is ers can see them- matically search for any Secure came in at short far clearer, and the selves when they time and date of footage notice to put in a new DVD recorder can walk into the shop, I choose, significantly one. I’ve now got a com- store footage for a as well as shutters on reducing the number of pletely solid steel shut- month rather than every door and sev- scams and arguments ter, which makes me feel just a week.” eral cameras.” over change given.” a lot safer.” Marco Sinforiani Raj Aggarwal John Vine Alan Waterson Sinforiani Bros, Wigston Londis, Newsworld, Church J Walsh, High Wycombe, Kilmarnock, Aryshire Leicester Stretton, Shropshire Buckinghamshire

trouble and in need of an to expect to get served. Retailers intense program of support. need to have a balanced stock, with a Enter Tony Allen, founder wider range that discourages under age sales. and managing director of Under Age Sales. RN How does your intensive program work to turn these businesses RETAIL NEWSAGENT What problems do around? retailers have who come to you for Retailers RN After two weeks of training staf the most intense support? and consultation, when shops are still TONY ALLEN These stores typically need to have likely to encounter resistance from have a long-standing reputation for customers who’ve previously been selling age-restricted items to young a balanced served there illegally, we organise an people. It’s this reputation that tends stock, with ‘immediate emergency response pro- to encourage them to hang in and cedure’. This is about working closely around the store, consequently at- a wider with Trading Standards and commu- tracting anti-social behaviour and nity police ofers to make them aware increased crime. range that of our turnaround programme and to discourages make certain they provide the maxi- RN What are retailers who get into mum security and support required. these kinds of situations doing under age wrong? RN What else can retailers do in TA I see shops which stock just a sales store to discourage this type of anti- few loaves of bread on a shelf, but social behaviour? a huge row of White Lightening. If TA We ofer conflict management young people see that, they’re going training to ensure staf can protect themselves in confrontations. Yet TONY ALLEN’S TIPS ON STORE SECURITY more fundamental is a store’s layout, as it can prevent crime in the first place. Our aim is to influence cus- Visibility Merchandise Use signage tomer expectation through the tone is key smartly properly of the shop, which ideally should en- 1Ensure you can 2Keep shelves 3Use appropriate courage customers to think “there’s see who’s coming stocked, neat and age-restrictive no way I can get away with buying in and out of the tidy and keep high point of sale mate- this without ID”. shop and that age- value, age restrict- rial near the till, restricted items ed products away but increase your RN What other benefits are there? are in view from from the entrance visibility by not TA Retailers normally experience a the till. to the shop. having too many sales uplift across the whole shop, as stickers on your the balanced range and clearer layout windows. encourages customers to spend more. Staf feel a lot safer, too. l 38 3 April 2015 Retail Newsagent

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NICOLA STEWART Magazines reporter A HOLE LOT OF POTENTIAL I can’t profess to know a huge amount about golf, but I do know its a sport with an estab- lished and dedicated following. Rory McIlroy is set for another amazing season Millions of people tune in to watch every major tournament and with a 25-year-old from Northern Ireland leading the game at the Get in the swing world number one ranking, there is even more reason for UK fans to pay attention. Rory McIlroy, who was voted runner up as the BBC Sports Personality of the Year in WEEKLY GOLF PAPER TO December, has sparked fresh interest in the game, along with a raft of other young up-and- coming players. This spells a positive oppor- DRIVE TEE-RIFFIC SALES tunity for retailers, with steady sellers such as Golf Monthly, Today’s Golfer and Golf World It’s going to be an exciting summer for sports enthusiasts, and tapping into the market. this title will keep golf fans on par with news from the majors Greenways Publishing is looking to chip in from a new angle, launching the UK’s first TEEING OFF just in time for the majors, weekly newspaper dedicated to the sport. Re- Greenways Publishing is set to launch the sponsible for other sporting tabloids including first weekly golf newspaper. The Golf Paper the Rugby Leaguer and League Express, The will feature top-line writers and guest L Football League Paper, and the newly launched AU CH columnists and will cover tournament play N The Cricket Paper, Greenways specialises in throughout the world including majors, THE GOLF PAPER combining sports with newsprint. the women’s tour and junior competitions. On sale 8 April The Golf Paper will be on sale every Wednes- There will also be a section at the back Frequency weekly day and the publisher is encouraging retailers dedicated to the amateur game. Managing Price £1.50 to display it prominently alongside national director and editor in chief David Emery Distributor Mail newspapers, other sporting papers and re- said: “This is a thrilling time for golf fans in Newspapers gional titles that cover local sport. the UK with Rory McIlroy heading a host Display with PoS material is available from the publisher newspapers of young stars in the game. We believe The and with the first major of 2015 teeing of next Golf Paper can tap into that new wave of week, it is the perfect time to promote the title. interest and reflect the ever-growing status Retailers are also encouraged to recommend of the game.” the paper to customers buying monthly golf titles. It could be a win-win.

BRAND STARTER NEW! PACK STICKER £2.99 PACKET RRP 50p STICKER COLLECTION RRP ON SALE NOW! © 2015 Disney www.paninigroup.com 42 3 April 2015 Retail Newsagent THIS WEEK IN MAGAZINES

O F N T R T DISCOVER YOUR ANCESTORS E SHO EE GIF Launched in 2011 to capitalise on the surge of people interested in genealogy, Discover Your On sale 7 April Ancestors is a perfect bound, quality magazine Frequency annual full of stories, case studies, features, advice and Price £7.99 technical tips. The 2015 issue has 196 pages of Distributor Comag Display with BBC Who Do features about social history, places and military You Think You Are? Family history, along with a free DVD loaded with £130 Tree worth of resources including maps, charts, soft- ware and subscriptions.

S WHAT CYCLE? PECI AL Published twice a year, What Cycle? is a complete On sale 3 April guide for new bike buyers, with 188 pages of dedicated Frequency two per year content covering everything cyclists need to make an Price £5.99 informed purchase. The spring issue is packed with 45 Distributor Marketforce bike reviews for budgets of all sizes, including expert Display with Cycling opinions on great value road and mountain bikes. Weekly, Cycle Sport, Cycle Elsewhere, there is essential bike buying and fitting Active advice, cycling clothing gets tested and the Cycle to Work tax saving scheme is explained.

Bestsellers R H MINI WORLD EFRE S Women’s monthlies Mini World will introduce a new look from its June On sale 17 April Frequency monthly Title On sale In issue, with a new, brighter logo and perfect binding. date stock Editorial changes will include a bolder approach Price £4.40 Distributor Seymour 1 Good Housekeeping 02.04 and fresh design. The Mini Scene News section will be enhanced to advise readers of all events coming Display with Practical 2 Glamour 02.04 Classics, Classic & Sports up around the UK. There will also be a new archive Car 3 Cosmopolitan 01.04 feature with experts talking about the iconic car. 4 Prima 02.04 5 Take a Break Series 23.04 JAMIE S 6 Elle 02.04 This special Italian issue of Jamie has a strong PECI AL cover that will benefit from a full facing position 7 Vogue 09.04 On sale 2 April on the newsstand. The issue includes some of the Frequency monthly 8 Marie Claire 02.04 top Italian names in cooking including Antonio Price £3.99 9 Red 02.04 Carluccio, Theo Randall and Gennaro Contaldo, Distributor Comag along with a selection of Italian-inspired recipes 10 Essentials 02.04 Display with Delicious, from Jamie himself. It also features an insider’s Olive, BBC Good Food 11 Women’s Health 09.04 gastro guide to Milan and a profile of Italian wine- 12 Chat Passion Series 23.04 makers working in Australia’s King Valley. 13 People’s Friend Special Series 23.04 14 WeightWatchers 01.04 DELICIOUS C O N 15 Chat It’s Fate Series 21.04 The April issue of Delicious has a new ‘Cook School’ S L M O PECI A PETI T I 16 Take a Break Fate & Fortune 09.04 section that should appeal to both starter cooks and readers who are more experienced in the kitchen. On sale 1 April 17 Tatler 02.04 It also has a feature on the latest 20-minute supper Frequency monthly 18 Spirit & Destiny 09.04 trends and a recipe for Portuguese custard tarts. The Price £4.10 19 Psychologies 24.04 issue ofers readers a chance to win a £1,000 Scottish Distributor Comag break including the chance to taste fine wine and Display with BBC Good 20 Good Housekeeping Travel 02.04 the best Scottish whisky. Food Data supplied by

NowNow thethe UK’sUK’s best-sellingbest-selling puzzlepuzzle magazinemagazine throughthrough NewsagentsNewsagents ISSUE 4 ON SALE 9 APRIL

RN-StripAd-2April2015.indd 1 27/03/2015 16:41 Retail Newsagent 3 April 2015 43

C RE H A N GURGLE FRE S MPAIG Industry Following a move to monthly frequency, Gurgle On sale 1 April viewpoint magazine has taken on a fresh new look and is gear- Frequency monthly ing up for a major promotional push. Publisher Media Price £2.99 Richard Schofield 10 says it is looking to become the bestseller in the Distributor Comag Publishing director – sports, parenting sector and is therefore increasing its print Display with Mother & Immediate Media run and availability for independents. Gurgle appeals Baby, Prima Baby to modern mums by combining quality lifestyle editorial with sound parenting advice.

O N T OFFICIAL GIRO E SHO ycling is the zeitgeist sport of the moment and is a sport that has D’ITALIA GUIDE On sale 8 April moved at a rapid pace from niche to The Giro d’Italia joins the Tour de France and Vuelta a Frequency annual mainstream. Espana to make up cycling’s prestigious Grand Tours. Price £5.99 With the cycling season now upon The annual Ofcial Guide to the Giro d’Italia is the Distributor Frontline Cus, retailers can benefit from the renewed inter- Display with Cycling only ofcial programme for the race and is tradition- Weekly, Cycling Plus est in the sport by giving prominence to cycling ally a strong seller in the lead up to the event. This titles. year’s issue comes with a free 66-page booklet of Giro Immediate Media’s portfolio holds the market tales, along with the usual coverage of the route, leading titles in both road and of-road cycling rider profiles and complete stage analysis. and the interest in the sport has been steadily increasing since the Olympics, with the number S of road cyclists up 12% year on year. PECI AL MANAGEMENT TODAY Participation is booming with RideLondon The April issue of Management Today includes an On sale 7 April rapidly becoming the new London Marathon exclusive interview with its cover star, the renowned Frequency monthly and numerous events and new bike shops English designer Thomas Heatherwick. The founder Price £4.90 springing up across the country. of London-based design practice Heatherwick Studio Distributor Frontline You have an idea of how mainstream it has is the creative mind behind the Boris bus, the 2012 Display with Bloomberg become when you find out that last year there Summer Olympics cauldron and, most recently, the Business Week were three times as many participants in cycling extravagant £175m Garden Bridge to be built over the as there were playing tennis in the UK. Thames in Westminster. Additionally, 20% of lapsed golfers have taken up cycling in the past 24 months as it has truly become the new hobby of the moment for many THAT’S LIFE! SUMMER 1 S L PECI A men in their 30s and above. That’s Life! releases two summer specials every year Cycling titles have benefited from this and and each one generates around £350,000 in sales On sale 2 April have had a gravity-defying circulation perfor- nationally. The first issue of 2015 comes just in time Frequency two per year mance in the past few years. for Easter and is filled with true life stories, puzzles, Price £1.50 Cycling Plus is the best-selling cycling title recipes, fashion and blockbuster fiction for readers to Distributor Frontline and outsells it nearest rival by nearly two to one. enjoy over the long weekend. Retailers are advised to Display with That’s Life!, The monthly has taken on a clean and con- display the issue at the front of the newsstand, full or Take a Break temporary new look for its 300th issue, which is double facing where possible, to attract new custom- on sale now. This refresh ofers a newer, sophis- ers, as well as regular That’s Life! readers. ticated style, brilliant photography and new test- ing awards to appeal to existing and new readers. The April issue also features Cycling Plus’s L ZEN COLOURING AUNCH Bike of the Year announcement, one of the most Colouring in for adults is a trending topic at the On sale 2 April anticipated events in the cycling calendar. This moment and this quality bimonthly is well placed Frequency bimonthly has been promoted via a significant marketing to tap into the market. Zen Colouring Advanced Art Price £5.99 and PR campaign with the brand at the forefront Therapy aims to help adults relieve stress and anxi- Distributor Seymour of the road cyclist’s mind. ety with its intricate line drawings. Each issue has Display with Art Therapy, With the season upon us retailers could a dedicated theme – the first is flowers – and aims to The Simple Things benefit from tapping into rising interest in the help readers relax, while also stimulating creativity. hobby by displaying this copy prominently in store.

DON’T MISS IN NEXT WEEK’S RETAIL NEWSAGENT MUMBAI RETAILER LAXMICHAND GADA ON CREATING A CUTTING-EDGE C-STORE Plus, News UK talks to RN about its field force, promotions and the General Election, RETAIL NEWSAGENT and former manager Debra Lee on getting the best from your staff NEWS ● CONVENIENCE ● PROFIT 44 3 April 2015 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini Amercom Disney Frozen Merlin’s Animals One Direction Great British Locomotives 30 48 8.99 Activity Cards Official Starter £2.99 Starter £2.99 Starter £4.99 Premier Stickers £0.50 Stickers £0.50 Amermedia Cards £1.00 League 2015 Giant Warplanes 32 48 7.99 Starter £2.00 Cards £0.50 Military Vehicles 34 48 5.99 Disney Frozen Big Hero 6 Starter £2.99 Peppa Pig’s DeAgostini Fashion Pack Packets £1.00 Stickers £0.50 World Build the Millennium Falcon 13 100 8.99 Moshi Starter £3.99 Cake Decorating 159 180 2.99 Monsters Mash Stickers £0.50 Cake Decorating Relaunch 108 165 2.99 Up Party Disney Dinosaurs & Friends 6 60 5.99 Disney Starter £4.99 Cards £1.00 Cinderella Official Star Wars Factfile 62 120 2.99 Princess Starter £2.99 Disney Something Sweet 64 90 2.99 Starter £4.99 Cards £0.75 Stickers £0.50 Princess Palace Pets Eaglemoss Moshi Starter £2.99 3D Create & Print 11 90 6.99 Monsters Stickers £0.50 Batman Automobilia 59 80 9.99 Doctor Who Poppet Disney Frozen Enchanted DC Chess Collection 84 96 8.99 Regeneration Starter £2.99 Stickers £0.50 Moments Doctor Who 42 70 6.99 Starter £2.99 Stickers £0.50 Starter £2.99 Sofia the Knit & Stitch 116 176 5.00 Stickers £0.50 First Marvel Fact Files 107 150 2.99 Starter £2.99 Military Watches 30 80 9.99 Skylanders Stickers £0.50 Star Trek Off. Starships Coll. 43 70 9.99 Trap Team Disney Frozen LEGO Chima Starter £4.99 Photocards Hachette Starter £2.99 Cards £1.00 Starter £3.99 Stickers £0.50 Stickers £1.50 Teenage Art of Knitting 10 90 2.99 Mutant Ninja Art Therapy 2 100 2.99 Turtles Black Pearl 64 120 5.99 Star Wars Starter £4.99 Build the Mallard 31 130 7.99 Match Attax Rebels Disney Planes Cards £0.75 Build the U96 31 150 5.99 2014/2015 Starter £2.99 Starter £2.99 Classic Pocketwatches 68 80 8.99 Starter £3.99 Stickers £0.50 Stickers £0.50 Cards £1.00 Judge Dredd Mega Collection 6 80 9.99 Marvel’s Mightiest Heroes 33 60 9.99 UEFA My 3D Globe 13 100 5.99 Top Gear Hello Kitty is... Champions Your Model Railway Village 71 120 8.99 Match Attax Turbo Attax Starter £2.99 League Extra Starter £4.99 Stickers £0.50 Adrenalyn XL RBA Collectables Starter £3.99 Stickers £1.00 Starter £4.99 Amazing Dinosaur Discovery 5 80 5.99 Cards £1.00 Cards £1.00 Precious Rocks, Gems & Minerals 10 100 5.99 Liverpool FC Real Life Bugs & Insects 28 85 5.99 Transformers 2015 Collectables Match Attax Starter £4.99 Starter £2.99 UEFA SPL 2014/15 Cards £1.00 Stickers £0.50 Champions Magic Box Starter £4.99 League Cards £1.00 Starter £2.99 Zomlings Series 3 Stickers £0.50 Starter £2.99 WWE Slam Manchester Toys from £0.50 Hero Attax Attax Rivals United 2014- Starter £4.99 2015 DeAgostini Marvel Avengers Cards £1.00 Starter £2.99 Stickers £0.50 Magiki Puppies Starter £4.99 Toys £2.50 Cards £1.00

FOCUSED ON INDEPENDENT RETAILING Retail Newsagent 3 April 2015 45

Newspaper terms

Daily newspapers Margins/pence Saturday newspapers Margins/pence Sunday newspapers Margins/pence Sun 40p 9.28p Sun 70p 14.98p Sun £1.00 21p Mirror 55p 12.76p Mirror 90p 19.26p Sunday Mirror £1.20 25.20p Mirror (Scotland) 65p 15.08p Mirror (Scotland) 90p 19.26p People £1.20 25.20p Daily Record 60p 13.20p Daily Record 85p 18.70p Star Sunday £1.00 22.10p Daily Star 40p 9.68p Daily Star 60p 14.52p Sunday Sport £1.00 24p Daily Mail 60p 13.92p Daily Mail 90p 19.26p Mail On Sunday £1.50 31.50p Express 55p 13.31p Express 85p 18.19p Sunday Mail £1.60 33.60p Express (Scotland) 50p 12.10p Express (Scotland) 80p 18p Sunday Mail (Scotland) £1.60 33.60p Telegraph £1.40 32.62p Telegraph £2.00 48.00p Sunday Telegraph £2.00 45.50p Times £1.20 28.20p Times £1.50 35.25p Sunday Times £2.50 52.50p FT £2.50 50p FT £3.00 67.80p Observer £2.90 72.50p Guardian £1.60 38.40p Guardian £2.30 54.28p Independent on Sunday £2.20 55p i 40p 10p i Saturday 50p 12.5p Scotland on Sunday £2.10 49.90p Independent £1.40 31.08p Independent £1.80 42.48p Racing Post £2.50 60.625p Racing Post £2.20 53.35p Racing Post £2.50 58.125p Sunday Herald £1.30 30.55p Herald £1.30 29.90p Herald £1.70 39.10p Sunday Express £1.40 29.68p Scotsman £1.30 29.25p Scotsman £1.70 38.25p Sunday Post £1.40 30.80p

Daily newspapers Margins/percentage Saturday newspapers Margins/percentage Sunday newspapers Margins/percentage Sun 40p 23.20% Sun 70p 21.40% Sun £1.00 21.00% Mirror 55p 23.20% Mirror 90p 21.40% Sunday Mirror £1.20 21.00% Mirror (Scotland) 65p 23.20% Mirror (Scotland) 90p 21.40% People £1.20 21.00% Daily Record 60p 22.00% Daily Record 85p 22.00% Star Sunday £1.00 22.10% Daily Star 40p 24.20% Daily Star 60p 24.20% Sunday Sport £1.00 24.00% Daily Mail 60p 23.20% Daily Mail 90p 21.40% Mail On Sunday £1.50 21.00% Express 55p 24.20% Express 85p 21.40% Sunday Mail £1.60 21.00% Express (Scotland) 50p 24.20% Express (Scotland) 80p 22.50% Sunday Mail (Scotland) £1.60 21.00% Telegraph £1.40 23.30% Telegraph £2.00 24.00% Sunday Telegraph £2.00 22.75% Times £1.20 23.50% Times £1.50 23.50% Sunday Times £2.50 21.00% FT £2.50 20.00% FT £3.00 22.60% Observer £2.90 25.00% Guardian £1.60 24.00% Guardian £2.30 23.60% Independent on Sunday £2.20 25.00% i 40p 25.00% i Saturday 50p 25.00% Scotland on Sunday £2.10 23.00% Independent £1.40 22.20% Independent £1.20 23.60% Racing Post £2.50 24.25% Racing Post £2.20 24.25% Racing Post £2.50 23.25% Sunday Herald £1.30 23.50% Herald £1.30 23.00% Herald £1.70 23% Sunday Express £1.40 21.20% Scotsman £1.30 22.50% Scotsman £1.70 22.50% Sunday Post £1.40 22.00%

Newspapers

Scale of third-party advertising insert payments Weight Watchers 28 - 29 March Insert Original Mail Mirror News Express Guardian Telegraph Independent Total Supplements Ad inserts Number of Heaviest weight scheme UK weight weight weight Inserts ad insert Cumulative? no yes no no no no no no Telegraph 1,460g 915g 285g 10 125g 0-69g n/a n/a n/a n/a n/a n/a n/a n/a Sunday Times 1,340g 755g 240g 6 55g 70-100g 1.5p 2.5p 2.57p 2.7p 2.15p 2.75p 2.65p 2.49p Sunday Telegraph 905g 575g 50g 2 45g 101-200g 2p 3p 3.36p 3.3p 2.75p 3.35p 3.30p 2.77p Mail on Sunday 845g 320g 170g 6 50g 201-300g 4p 5p 6.09p 5.5p 5p 5.75p 5.66p 5.32p Guardian 825g 365g 35g 2 20g 301-400g 5p 7p 7.43p 6.7p 6p 7p 6.38p 6.65p 401-500g * 7.5p * * * * * * Times 735g 455g 0g 0 0g Over 500g * 8p * * * * * * Observer 635g 120g 55g 2 30g * By negotiation Mail 615g 240g 45g 3 30g Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. Associated Newspapers =2p. Express Newspapers =2p. Telegraph Group =2p. Per copy supplied Independent News & Media =2p. Financial Times =2p. Mirror Group Newspapers =2p

48 3 April 2015 Retail Newsagent

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

Back in the day Woman goes bananas after OVER THE VILLAGE close shave with Brazilian COUNTER 100 We recently ran a piece on What truly elevates the items found in packaged goods, story is Tesco’s response. “Our with Doug YEARS AGO after bemoaning the lack of policy is for the customer to 27 March 1915 them, as our dream headline – take the product to the store McLellan More Sunday launches led to “man finds potato in packet of where it can be investigated,” a resolution by the general crisps” – became a reality. said a spokesman. “We don’t I have been working hard to try and encourage committee of the National And now we welcome have a service whereby some- my customers to place magazine orders with us. Free Church Council that it the return of another old one can go out to the home.” When one young mother ordered Octonauts for had “grave concerns” that favourite – finding a strange Oh, and also the hitherto her son, I checked the price for her on i-Menzies this would lead to seven- creature in some fruit from unknown fact (to us), that and confirmed it was £2.99. day journalism, meaning the other side of the world. not only can the spider kill So imagine my shock when I received the more Sunday labour and The scenario was all-too within two hours, it can give first ordered copy this week and discovered it making “further inroads on familiar – spider found in a man an erection that lasts was £4.99, 66% more than expected. It does not the reverent observance of some bananas. It wouldn’t for four hours. do my reputation as a shopkeeper much good Sunday”. normally warrant a mention This fact made it headline when I appear to be incapable of quoting the here, nor was the spider that news and will also make it correct price. I cannot see any reason for such special – the Brazilian Wan- much easier to spot any bloke an increase and do not know whether this is dering Spider is also known who’s bringing the spider back permanent or a ‘one-of’. If it is permanent I will 50 as the banana spider. to Tesco for investigation… have lost the order. YEARS AGO Newspapers are starting to be delivered late again as publishers seem unable to get their 27 March 1965 KitKat sandwich anyone? deliveries to Menzies in good time. On Tuesday Publisher Lord Thomson had I had a text telling me the Yorkshire Post, my a full mailbag after assorted most ordered newspaper, had missed the cut-of Newsagents’ Federation time. members penned him letters Unfortunately my Mail delivery was also complaining about the weight missing. I eventually received both these papers of the Sunday Times and its at 10.15am, almost four hours late. Unsurpris- colour supplement – 1 1/4 lbs. ingly, I sold none over the counter as they had missed the morning paper-buying rush. This is not the first time recently that the Yorkshire Post has been on a double run. Perhaps its 25 management would like to comment and give YEARS AGO newsagents an assurance that it will not hap- pen again? 24 March 1990 While I’m on this subject, I have just received Still a comment made by KitKat is famous for inno- covered in orange peel and notification that the papers will be up to 45 comedians short of new vating with limited edition whipped cream inbetween minutes late on Saturday as there is an England material and presented as variants on these shores, but two slices of white bread. football match on Friday night. This means recent news, it was 25 years Japan takes things to ex- First Kitchen, the outlet that yet again any plans I have for my Satur- ago this week that Mars began tremes – soy sauce and green that came up with the idea, day of are disrupted as I shall be delivering the process of changing the tea flavours are included in its is only charging £1.23 for it. newspapers up the Dale for some time. In my name of its Marathon brand huge range. We’ve put money on a KitKat village, anyone interested in football will watch to Snickers. It said Marathon And now a café is selling Café opening somewhere in the match on television. I am sure this is the was “internationally known KitKat sandwiches, featuring east London any time now. case everywhere, so why the delay? If they are as Snickers”. the crispier, dunk-friendly And a KitKat sandwich will interested they will know the result long before version (KitKat For Café, cost a lot more than that too… the papers arrive.