22.07.2016 LAUNDRY, COFFEE & BALLOONS Plus seven more amazing services to drive footfall INNOVATION Page 30 »

Modern village life ‘How we keep our 200- year-old store bang up to date’ Page 24 »

NEWS ● CONVENIENCE ● PROFIT www.betterretailing.com ● £2.30

visit us at www.newsretail.co.uk

WELCOME TO THE NEWS RETAIL PLUS WEBSITE!

@NewsUK_Retail

News Retail Plus

LET NEWS RETAIL PLUS DO SALES DATA - FOLLOW THE TEAM WITH THE HARD WORK WITH TAKE CONTROL OF TWITTER UPDATES AND OUR HND CALCULATOR! YOUR SALES! GREAT VIDEO CONTENT!

HELP CENTRE 10! What type of query ?? ?? do you have? Please choose 1 ? ??

SCORE YOUR STORE DISTRIBUTION & HELP GET THE HIGH SCORE AND AND SEE IF YOU’RE A CENTRE - SUPPORT WIN PRIZES WITH ‘MY PERFECT SHOP’! CENTRE FROM NEWS UK DELIVER THE PAPERS GAME!

RN dummy front cover.indd 1 11/07/2016 10:08 The News Retail Plus website is an online hub where you can explore the many features created to help increase your newspaper sales. This website showcases work from retailers who are category champions and leading the way for newspaper sales of the future.

You will find our brands, The Sun, The Times and The Sunday Times fully represented on this site, allowing a full brand experience of each title, through exclusive content and our other features such as our game and social experiences.

UPDATES UPDATES NEW CONTENT!

SOME INFO

SALES DATA REGULAR NEWSLETTRER LATEST NEWS & CONTENT UPDATES We will give you access to 6 weeks of your sales data for The Don’t worry about missing out on Hear all about the latest Sun, The Times and The Sunday our latest content, we will send promotions from The Sun , Times times. This allows you to take regular newsletters ensuring you & Sunday Times. This allows you control of your sales and see how are kept up to date with the latest to communicate all the latest much money you are making from information and category updates. offers to your customers. the papers.

REQUEST A VISIT FROM YOUR LOCAL REPRESENTATIVE You will now have the opportunity to request a visit from a local field representative, If you do not already receive a visit and are looking for more information you can now ask to see a rep. *please note visits are scheduled and it could take a number of weeks before your rep is able to visit your store.

LIVE TWITTER FEED & OUR YOUTUBE CHANNEL

The News Retail Plus website now has a fully functioning social capability. You can now catch up with Greg and the Team on twitter, as well as being able to fully immerse yourself in our video content provided through our YouTube channel.

HELP CENTRE DISTRIBUTION NETWORKS What type of query There are no do you have? reported disruptions Please choose in your area CASE STUDIES & GAME & LEADER BOARD DISTRIBUTION & HELP CENTRE MYPERFECTSHOP INFO INTERACTION WITH COMPETITIONS The help centre has been designed to assist you with your day to Up to date, real examples of day queries and concerns. This feature will put you in contact retailers adopting the Our exclusive game featured on with a specialist agent who if fully equipped to assist with your ‘MyPerfectShop’ approach. You the website will provide you with a issue. Having this direct contact will get your problems solved can use these examples in your fun way to fully enjoy the quickly. We will also give you access to your distribution updates, own store, or ask your rep personality of the brands. The if your wholesaler is News UK, you will be able to see live, real questions about other stores and game will feature a leader board time updates of your newspapers. If your wholesaler is Smiths or how your store can be as with regular competitions being Menzies you will be able to quickly and easily contact your local successful when they visit you. run and prizes to be won! branch through the News Retail Plus website.

@NewsUK_Retail www.delivermysun.co.uk Youtube Visit us at: www.newsretail.co.uk Search “News Retail Plus” www.delivermytimes.co.uk

RN page ad.indd 1 11/07/2016 10:09 RETAILER TESTIMONIALS

"We've embarked on the my perfect shop approach & have seen news sales increase yoy by 5%. This has also enabled us to make a further £2k from selling other products from the news space per annum. Further proof that news is still king as part of the modern c-store"

Jatinder Sahota. Max’s Londis, Kent

Category growth is never by pure chance, it is the result of forces working together. The new unit is a great category solution, ultimately increasing visit frequency. We have seen both sale & volume increase thanks to News UK Retail”

Avtar Sidhu. Sukhi's Simply Fresh & PO, Kenilworth

“My inspiration to start HND came from News UK. Since then we’ve gone from a few customers to 400 in the space of 12 months and now generating over £80k per annum. HND provides us with the foundation to invest in our business long term and offset increase costs to our business.”

Jonathan Powell, The Kiosk Newsagents, Newport

Find out more about News UK Retail and loads more at:

Visit us at: www.newsretail.co.uk

RN page ad.indd 1 11/07/2016 10:11 The News Retail Plus website is an online hub where you can explore the many features created to help increase your newspaper sales.

The website showcases work from retailers who are category champions and leading the way for newspaper sales of the future.

visit us at www.newsretail.co.uk

Search @NewsUK_Retail “News Retail Plus”

Vol 127 No 29 FOR TRADE USE ONLY 29

RN page ad.indd 1 11/07/2016 10:12 22.07.2016 LAUNDRY, COFFEE & BALLOONS Plus seven more amazing services to drive footfall INNOVATION Page 30 »

Modern village life ‘How we keep our 200- year-old store bang up to date’ Page 24 »

NEWS ● CONVENIENCE ● PROFIT www.betterretailing.com ● £2.30

WHOLESALING Food theatre and tastings: the future of cash & carry Musgrave unveils state-of-the-art Dublin depot where retailers can sample products and learn about new trends. Page 5 »

LEGISLATION Will Brexit end indie collective action ban? EU referendum law review could pave way for changes, says NFRN. Page 4 »

NEWSPAPERS TECHNOLOGY ‘New site Google: will make apps give POKEMON INVASION print more level field IN YOUR STORES relevant’ for indies Retailers have been hit by the Pokemon Go craze sweeping the News UK website Tech boss tells RN country, with players visiting stores and picking up supplies as will help retailers to stores missing out on they find characters from the reality game. Retailers say the game grow sales. Page 7 » free tools. Page 4 » is bringing in extra footfall and boosting their profile. Page 13 » FINEST PREMIUM TOBACCO

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A story made the media pages last week about a Newsquest editor who offered an experienced journalist £100 to spend a day writing five pages for the Newbury & Thatcham Chronicle. It would be mostly from press releases, they said, but the reporter would need to source a fresh lead story for each page. My first reaction was sadness for the shocking disregard for journal- RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT ism, expecting poor quality content for a sub-standard rate. My second thought was ‘how can they expect a reader to pay for this?’ Because retailers My third was encouragement at the contrasting high standards we demand at RN. buy RN, you are our Last week, the chief executive of an Irish retail group asked me why customer, and the one of his retailers would buy RN when they already get four free Irish- team is focused on focused magazines each month. RN will never have as many Irish sto- serving your needs ries as those titles, I told him, but that is almost beside the point. What we do have is the industry’s biggest team of journalists, pas- and helping solve sionate about uncovering the tips, ideas, expertise and stories that will your challenges make a real difference to the future of any store, no matter its size, type or location. Because retailers buy RN, you are our customer, and the team is fo- cused on serving your needs and helping solve your challenges. That’s why 900 stores in Ireland buy RN each week, I said. You, like most businesses, get benefit and value from investing in your stores and staff. If you strip out that value and cut corners, as Newsquest CHRIS GAMM is doing, your customers will desert you. Editor RN is no different. We invest in great journalism and demand high @ChrisGammRN standards from our reporters so each week we deliver a brilliant product that we are proud of and that gives you fantastic value.

CONTENTS 25 32 NEXT WEEK NEWS much, says retailer; about to see its FEATURES tobacco suppliers’ biggest upheaval 4 INDUSTRY NEWS Brexit 26 NEWS ANALYSIS It’s been tiny RRPs have lost all ever. Are you could open door for an action-packed time respect ready for the change in law on in the political arena 16 YOUR STOCK, YOUR SAY How changes, collective action lately. What can will you benefit from the asks Neville 6 BUSINESS NEWS retailers learn from Get into launch of News UK’s trade Rhodes the challenges party social media or you’ll lose website? And is consumer 22 PRICEWATCH leaders have faced? out on sales says analyst confidence falling? RN’s 7 NEWSTRADE 28 INTERNATIONAL FOODS BACK TO SCHOOL News UK 17 YOUR ISSUE Loughborough essential Take a trip with RN as trade website will change retailers fear for their guide to 28 Is your store ready for we sample the tastes image of category futures after discounting prices in a key sector. the rush? from around the world 8 PRODUCT NEWS Strongbow giant Lidl announces This week we take a your customers will love campaign backs GB’s Rio plans for a 26,500sq closer look at chocolate 30 IN-STORE SERVICES Great Olympic stars ft superstore within 19 countlines 12 REGIONAL Trinity mix up walking distance of 24 RETAILER PROFILE ideas to add that little bit over free paper distribution their stores extra to your store Their store 32 PREVIEW 14 NFRN DISTRICT COUNCIL 18 INDUSTRY PROFILE Greg is located at the Yorkshire DC report Deacon, right, head of centre of England, THIS WEEK COMMENT & retail trade marketing and the Singh GOOGLE IT! at News UK IN MAGAZINES Nijjar brothers Search engine’s head of ANALYSIS 19 COLUMNIST are at the 33 ROUND-UP 15 LETTERS Mail on Sunday The tobacco heart of their 34 FOR YOUR SHELVES retail speaks to RN price hike is 10p too category is community Breath magazine launch “WE’VE GOT TO OFFER RETAILERS SOMETHING BETTER THAN THE SERVICE THEY GET NOW” – NEWS UK’S GREG DEACON EXPLAINS WHY HIS COMPANY’S NEW WEBSITE WILL HELP IDENTIFY AND SOLVE SUPPLY CHAIN ISSUES Page 18 » 4 22 July 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news Potential for HND ‘extras’ Home news delivery retail- ers who deliver more than just newspapers and ofer tailored delivery times have huge potential to profit, according to publishers and wholesalers. Greg Deacon, head of retail trade marketing at News UK, said indepen- dent retailers could gain a competitive edge by Two raids in five days leave store owner to pick up £54,000 bill ofering real-time delivery Bhavesh Parekh was left with a £54,000 bill after thieves blasted their way into his Nisa in Bolton twice within five days. and products such as cofee, The gang used gas canisters to blow up the ATM outside the store on Wednesday last week, causing £20,000 of damage magazines and food to go. inside and destroying £15,000 of stock. The store was targeted again on Sunday, this time by a gang who caused £10,000 He said: “Retailers see HND of damage while stealing £9,000 of cigarettes. Mr Parekh said the past week had been “soul-destroying” but added: “We as just newspapers, but hope to bounce back. We can’t let them get the better of us.” Read Bhavesh’s full story in next week’s issue of RN. they have access to thou- sands of customers they can ofer all sorts to.” Laws governing collective action to change? And what will a new chancellor make of the sugar tax? A Smiths News spokes- man reiterated the poten- tial, saying: “We believe consumers will place great- er value on delivery if other Brexit could open door products are included.” Ben Dyer, of Debbens News in Hampshire, said: “It’s a good opportunity, for more retailer power but we would need more by Gurpreet Samrai the moment comes from campaigns, such as N3 was “But to have that in our resources to help us deliver.” the EU and it stops our able to do when its mem- armoury and to be able Brexit could open the door members undertaking col- bers delisted the Daily Star to recommend our 15,000 for changes to a law pre- lective action,” he said. “We following its price cut. members don’t stock a Imperial’s venting retailers from tak- do not believe this was the “At the moment Tesco product would be a nice ing collective action, giving intention of the law, but can just delist a product negotiating point in a cam- crackdown them greater negotiating our members got caught in and it disappears out of paign we are fighting.” Tobacco manufacturer powers in disputes with the net. all its store,” he said. “We Leave campaigner John Imperial is targeting un- publishers and suppliers. “We also have a new obviously don’t have that Redwood MP said although scrupulous online traders The NFRN’s head of pub- chancellor and we don’t power because indepen- reviewing competition law in the latest instalment lic afairs Adrian Roper told know what his position on dent retailers make their would not be an immedi- of its ongoing Suspect It? RN a review of laws and the sugar tax will be.” own decisions. But at the ate priority, it “will be Report It! campaign. policies by the post-Brexit He said changes to com- moment we can’t even something an independent A new poster shows a UK government could lead petition law allowing col- call on our members to parliament will be able to criminal selling illegal to a change of position on lective action would mean stop stocking product X decide on once we’ve left”. tobacco through Facebook areas such as the sugar tax the federation could call on because we are campaign- “There are all sorts of and other social media, and competition law. retailers to make a stand, ing against it because that possibilities once we’re out with the manufacturer “Competition law at giving it greater power in would be illegal. of the EU,” he said. warning it is tracking of- fenders. Imperial Tobacco’s anti- illicit trade manager Peter Hi-tech future good for indies, says Google boss Nelson said: “Online isn’t Using online apps and Hangouts to retailers nicating with customers, daily sales figures are still an area that’s traditionally other digital tools will including John Lewis, Mr Burgess said it was eas- done on Excel, for example. associated with the illicit help independent retailers Morrisons and Waitrose, ier for all team members to But as soon as they’ve tobacco trade. But Imperial operate on a “level playing as well as more than 90% share ideas. Training costs got a spreadsheet on the Tobacco has observed a no- field” with major grocers of US start-ups. could be cut by using the cloud, it’s available to all. table increase in the volume and high street chains, “It’s like egalitarianism. systems staf use in their If you work that through of illegal cigarettes and Google’s head of retail told The tools you get of the personal lives, he added. the whole supply chain hand-rolling tobacco being RN. web are the same tools that Mr Burgess also said it makes things easier ofered for sale through var- Andy Burgess’s team John Lewis gets,” he said. businesses should be more and makes sure all data is ious social media platforms. provides services such By integrating systems willing to share data along fresh,” he said. We are taking steps to crack as Gmail, Google Maps, for ordering, analysing their supply chains. l Read the full interview with down on ofenders.” Google Drive and Google sales figures and commu- “In a lot of businesses Mr Burgess in next week’s RN. 6 22 July 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent BUSINESS to have your say on the latest news Confident Spar staff’s sporting future for success Kind-hearted staff at franchise the King Stores Spar Conviviality says it is branch in Clarborough, confident of a strong future Notts, led by manager and plans further growth Lucy Rose, set up a of its franchise estate after stall selling water, soft new figures revealed turn- drinks and snacks at a over at the group behind sports day in the village Bargain Booze leapt 137% to to raise cash for the pri- £864.5m. mary school which held The company attributed the event. It was the lat- part of the rise to its pur- est fundraising initiative chase of drinks wholesaler from the store, which Matthew Clarke for £200m is also raising money last year. Conviviality for air ambulances and Retail, the part of the firm cancer charities. It now in charge of its franchised plans to raise cash for a of-licence and convenience new football kit for the chains, saw its turnover school. jump to £366.9m, a rise of 0.8%. A spokesman told RN the figures show the next Warning to retailers at Better Wholesaling Summit ‘Find out what people want to talk about’ few years look positive for Conviviality Retail. “We still have the ambi- tion to add a net 50 stores a year and to increase the ‘Get into social media or number of multi-site fran- chisees,” he said. Over the past year the company has opened 126 you’ll miss out on sales’ new stores, bringing the total number to 716. by Greg Wilcox account and 23% have an images and videos, but the ing millions of followers, Conviviality’s chief active Facebook account. best content is customer- just build a conversation executive ofcer Diana Store owners have been However, other industry generated stories,” he said. with them. The more Hunter said: “The perfor- told to harness the power of commentators put these “The secret is around lis- external your business, mance of the businesses is social media or risk missing figures significantly lower. tening. If you have the time the more we trust you. encouraging.” out on sales. Mr Doyle warned that you can build a competitive It’s great when customers Speaking at the Better businesses who shun social advantage.” take things they’ve bought Wholesaling Summit in media are missing a big op- He added that store home and take pictures of Birmingham last week, portunity, and with it owners should not focus them. McColl’s Pete Doyle, chief execu- important custom. Store on building high numbers “Ask customers what tive and founder of Social owners have to connect of followers or use these to they want to buy when Co-op buy Retail Group, said talking with customers on it, he judge their success on social planning a new range. McColl’s has announced it to customers is now the key said. media. “Ultimately it’s all If you get it right you’ll is to buy 298 stores from the to building a long-lasting “You can’t buy loyalty about engendering trust know because you’ll build Co-op for £117m. strategy to boost a business. any more. Find out what and talking to the followers relationships with your The convenience retailer Figures from the Associa- your customers want to you have rather than simply customers and you’ll build said it made the purchase tion of Convenience Stores talk about and how you can broadcasting what you do your margin,” he added. because it believes the new reveal only 20% of stores have a conversation with to them. l Read more from Pete Doyle stores fit in with its existing have an active Twitter them. Yes, you need to plan “Don’t obsess about hav- in the 5 August issue of RN. portfolio of 933 convenience stores based on turnover, size and location. In addi- tion, it said the purchase Don’t fear Sainsbury’s one-hour delivery service provided a chance to accel- erate the group’s long-term Independent store own- the new service in Wand- dent store owners with ing networks, Deliveroo or strategy of expanding its ers have nothing to fear sworth, London. For £4.99 an opportunity to ofer even their own network of operations. from Sainsbury’s trial of a customers living within a something similar. “The big delivery boys to ofer their The acquisition is con- one-hour delivery service, three kilometre radius of players have been trying to own micro deliveries. ditional on the majority according to Anx Patel, the Wandsworth branch make online delivery work “This is a trial for Sains- approval of shareholders the owner and founder of can order up to 20 items for for them. For indies, this bury’s, so indies can simply and the approval of the GoKart. delivery to their doors. isn’t a threat as much as it see how it goes and then Competition and Markets This week Sainsbury’s Mr Patel told RN the is an opportunity,” he said. decide to ofer their own Authority. announced it is trialling move presents indepen- “They could tap into exist- version.” Retail Newsagent 22 July 2016 » 7 FOCUS ON IN- STORE SERVICES Follow RN Pages on twitter 30-31 @RetailNewsagent for expert NEWSTRADE advice to help you grow your sales Retailers welcome publisher’s ‘modernising’ move News Retail Plus will increase revenue Pro-EU title gets News UK site to change expanded Archant has reported a strong start for its new title image of news category the New European, and expanded its circulation to by Nadia Alexandrou retail sales at News UK, said: Times, request a rep visit and I think this website Wales and parts of Scotland. “If newspaper sales fall, so and calculate the profit they will help me communicate The pro-EU title, which Retailers have welcomed the do sales across the whole make through home news better with the publisher in launched on 8 July, was launch of News UK’s new shop. We need to reposition delivery. terms of delivery problems available in more than website, which it says will news and reinvent ourselves A help portal will allow and getting support.” 18,000 retailers for its first help reposition the image to make print more relevant retailers to report issues in Greg Deacon, head of re- issue, 8,000 more than of news and make it more to retailers and our custom- the supply chain directly tail trade marketing at News originally intended. Issue relevant to customers and ers. This website is a great with the publisher and a UK, said: “This website will two was extended to Wales, retailers. tool to achieve this.” feed will provide the latest inform, educate, inspire and issue three will be avail- News Retail Plus, which Any retailer with a box news. and motivate retailers to able in parts of Scotland, launched yesterday, is avail- number is able to register, Naresh Purohit, of Marse- be diferent, act diferently predominantly Glasgow and able to all retailers who sell including unafliated ans in Kent, said: “I’m defi- and help them modernise Edinburgh. news and provides them stores, symbols and mul- nitely going to get a lot from news as part of their c-store According to Archant, with tools and resources tiples. They will then receive this – particularly on the ofering in achieving greater thousands of subscrip- to help them grow sales in a personal account where HND side of things. I’m di- sales and revenue.” tions have been processed their stores. they can track their shop’s rectly supplied by News UK l News UK, Industry through its website, and it Neil Spencer, director of sales of The Sun and The because I’m inside the M25, Profile – p18. has since added a postcode tracker to help people find their nearest stockist. Panini magazine Matt Kelly, chief market- ing ofcer at Archant, said: roars into stores “We are very happy with its Launching on 28 July, Pani- performance.” ni’s new monthly magazine The Lion Guard is predict- ed to generate just over half of its total retail sales Part of through independent and symbol group retailers. the team Aimed at both girls and The Rotherham Advertiser boys aged three to eight, is now the ofcial media the title is based on the se- partner of Rotherham ries The Lion Guard, which United FC. premiered in April and was The paper, which is part the highest-rated TV series of Regional Media Ltd, will launch on Disney Junior. run the club’s Player of the The magazine will have a Year awards with the aim print run of 80,500 and a of boosting sales by ofering series of retail promotions coupons that fans can use to are planned to raise aware- vote. The deal will continue ness of the launch. through the 2016/17 season. Compact A push for The National Enquirer future American Media Inc is retailers sell more copies of be available to all retailers in growth in this sec- A weekly newspaper has planning a marketing and the magazine. who request them. The tor, and has an exclusive switched from a broadsheet circulation push targeted Dean Russell, inde- packs should be ready by newsstand focus, with to a compact format after at independents for its pendent retail and sales September.” no content given away on 252 years. women’s celebrity weekly development manager at The title continues to website, and no subscrip- CN Group published its magazine The National Comag, said: “While we outperform the women’s tions.” first compact edition of Enquirer. will target the top 500 celebrity weekly market by According to Comag, the Hexham-Courant last The publisher is working best-selling retailers for 30%, up 11.7% in retail sales The National Enquirer has Friday. It said its aim was with its UK distributor Co- magazines, specifically year on year, compared climbed the ranks in the to package the newspaper’s mag to produce PoS packs, those who do well with to the segment’s 18.2% national magazine best- same traditional brand of leaflets and counter-top women’s celebrity weekly annual decline. Mr Russell sellers list rising from 80 news in a more convenient units to help independent titles, help and packs will said: “It is the only title in 2012 to 38 at present. and accessible product. 8 22 July 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news It’s just dessert for Mars Mars Chocolate Drinks and Treats (MCD&T) has launched a range of frozen desserts. The three desserts – Twix Cheesecake, Malteasers Pavlova and Mars Dessert Bar – have been developed alongside Coppenrath & Wiese – Europe’s largest pro- ducer of frozen desserts. All three are now avail- able with an RRP of £2.99. ‘Let’s Own It’ slogan aims to ‘excite the nation’ Special packaging and competitions Michelle Frost, general manager for Mars Chocolate Drinks and Treats, said: “Innovation is a key factor in maximising sales and Multi-million Strongbow driving growth within this category. Our frozen desserts range combines the great taste of these familiar backs GB Olympic stars brands, with an exciting twist.” by Greg Wilcox It is being supported London 2012 and rally the week campaign with a in-store with Team GB nation to get behind Team 30-second ofering. Both Heineken has launched a packaging across the range GB. the TV and outdoor adver- multi-million-pound cam- as well as a chance for “The pride and enthusi- tising show the excitement Levi’s on paign as part of Strongbow’s customers to win limited asm we experienced as a and tension of fans cheer- sponsorship of Team GB in edition Strongbow Cloudy nation in 2012 was incred- ing on Team GB. the road the Rio Olympic Games. Apple pint glasses. ibly special, and we antici- It is the first campaign A dedicated sales team The ‘Let’s Own It’ cam- Cindy Tervoort, market- pate that our campaign will to run across all Strongbow from Levi Roots is to visit paign will feature on TV, ing director at brand owner help the nation feel it once variants, which include independent retailers in outdoor advertising, video Heineken, said: “We want again.” Strongbow Original, the Midlands and North on demand, radio, digital to bring back the excite- The TV ad first aired on Strongbow Dark Fruit and West in a bid to help them and social media. ment we all felt during 14 July, kicking of a six- Strongbow Cloudy Apple. increase sales of its newest variant, Carnival Flava. As part of the campaign a variety of PoS materials, ‘Time to Shine’ for Wrigley’s Extra campaign including wobblers, shelf Wrigley is rolling out a new aired in the US and China. and ready for what life has Julio Guijarro, marketing strips, fridge stickers and TV campaign for its Extra Each advert features a Time to throw at them”. director for Wrigley UK, till talkers will be available sugar-free gum. to Shine moment, with the Wrigley says the camp- said: “We are really excited to increase awareness of The ‘Time to Shine’ character showing viewers aign is a chance for retailers to be showcasing our new the peach and papaya soft campaign launched across the potential of what can to capitalise on the brand’s campaign in this way, drink. They will also pro- both TV and online in the happen when they’re “feel- increased visibility and reaching more than four mote a competition where UK this week, having been ing confident, at their best boost sales. million consumers.” consumers can win a £20 iTunes gift card every day. The initiative is a repeat of the 2015 Levi Roots soft Warburtons racks up 140 years with emoji fun drinks van sales campaign, Warburtons has launched series of emoji-based clues alities, including current tice to our story, and what which recently won an a social media campaign to and trivia challenges in on- chairman Jonathan War- better way of celebrating Institute of Promotional mark its 140-year history. line films, GIFs and stills. burton. the past than by commu- Marketing gold award in It gives Twitter users the The clues tell the brand’s Sally Stanton, head of nicating it in the world’s the non-alcoholic beverages chance to win £140 every story, featuring emojis of marketing at Warburtons, newest, fastest-growing category. day through the release of a key Warburtons’ person- said: “We wanted to do jus- language.” Hot products for your shopping list

Mars Chocolate Drinks has laun- Levi Roots’ newest vari- Warburtons marks 140 ched a range of frozen desserts, ant Carnival Flava will years with an emoji- including Twix Cheesecake be promoted in stores based campaign Walls Advertorial

Walls Advertorial Retail Newsagents

IN ASSOCIATION WITH

With summer in full swing there is no bet er t me to grow your ice cream sales with a few small Get set for changes to your approach. Unilever has been working with a retailer in Faversham over the past six weeks to provide them with category Summer sales! advice and help grow their ice cream sales.

Our retailer Our expert Name: Sandeep Baines Name: David Lewis Store: Simply Fresh, Role: Unilever Customer Faversham, Kent development execut ve The challenge The advice “Ice cream has always been “This is a really well-presented one of our most popular and well-located store with product categories as the store is perfectly posit oned plenty of space for customers to browse. Sandeep stocks for impulse sales. I’m interested to hear what the many of the best sellers but could be doing more in expert thinks and get David’s take on what I could be terms of off ering the latest NPD, 2016’s best doing diff erently to maximise sales.” sellers, PMPs and increased signage.” 25% increase in ACTION PLAN THE RESULTS numbers of ice cream units sold per week 01 – NPD Sandeep says David says New products for 2016 such as the Magnum “The project went extremely “The improvement Sandeep Doubles range (Double Chocolate, Double well and our sales increased by has made in six weeks shows Caramel and Double Peanut But er), Twister over a third during the six week the potent al every store has Blackcurrant and Feast Snack Bar are being period. I incorporated David’s to grow its ice cream sales heavily advert sed this year and are must advice into how we approach by following simple steps. stock items for Sandeep. ice cream; the new signage It can be as simple as helped draw shoppers in and introducing more signage, 02 – SIGNAGE customers were impressed ensuring your freezer is Both inside and outside the store, Sandeep with the expanded range of well-stocked and price should be making clear to potent al best-sellers and NPD.” labelling is consistent.” customers that he sells ice cream. Branded t ll point signs, pavement signs and Wall’s fl ags are great ways to raise awareness and drive 34% spontaneous purchases. Increase in sales for the store by improving his stock of best sellers and introducing new signage Maximise your sales with Unilever’s six steps to sell

01 Let people 02 Make your 03 Draw 04 Keep your 05 Stock the 06 Stock ice know you sell cabinet easy to at ent on to your cabinet clean best sellers cream all year ice cream with fi n d , n e a r t h e ice cream cabinet and well stocked round branded point of t l l a n d i m p u l s e with st ckers, sale signs products boards and labels Unilever is the UK’s largest ice cream manufacturer with 8 of the top 10 ice cream products.*

ToTo arrange arrange a avisit visit from from call Unilever Unilever call call the the customer customer careline careline on on0800 0800 010109 010109. *Nielsen, Total Coverage, Value Sales 52WE 02.07.16

Unilever.indd 10 19/07/2016 14:41 10 22 July 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news Top cats’ launch is soup-er Mars Petcare has launched Sheba Classic Soups in a bid to capitalise on the trend for more premium oferings in the pet food sector. The launch, which is being promoted as a luxury treat, is available in 40g four-packs at an RRP of £1.99. For a promotional period, it will be pricemarked at £1.50. It will be supported by a £4m investment, including a new TV campaign, digital Digital-led Ribena campaign adds a splash of colour and in-store activity. Lucozade Ribena Suntory is launching its first digital-led campaign for Ribena. It will run for four weeks and will include a Arthur Renault, Sheba film which will be promoted on Facebook, Instagram, and YouTube. The campaign, which also includes an online colouring senior brand manager, said: app, is promoting the brand’s Ribena Light Drink Now 500ml range, which it says has seen a 22% increase in sales com- “The super-premium cat pared to the previous year. soup segment is emerging around the world. In the US, Japan and Australia the segment has achieved Latest development for ‘find your flow’ £3m media investment announced a total combined growth of 104%.” Lucozade Energy goes Hovis’s premium slimline for new range by Greg Wilcox tivity, which will include been supported with a £3m Meanwhile, Lucozade loaves PoS materials. marketing push. has announced that Luco- Hovis has launched a Lucozade Ribena Suntory The launch will also be Lucozade Energy senior zade Zero Orange is now premium Farmhouse range has launched a new 250ml supported by a £3m media brand manager Ashleigh available in 250ml cans. in response to customer slimline can range for Lu- campaign involving TV, Roberts is confident the Until now the drink, feedback. cozade Energy, which will radio and outdoor advertis- new cans will prove to be launched in May, had only The range includes Hovis be available in Orange, ing. a hit with drinkers. She been available in 380ml Soft White Farmhouse 800g Original and Pink Lemon- This will support said: “We are really excited bottles. and Hovis Wholemeal ade flavours. Lucozade Energy’s wider about the Lucozade Energy The new cans are now Farmhouse 800g, both avail- The new cans will be ‘Find Your Flow’ brand can relaunch and the styl- available with an RRP of able with an RRP of £1.40. supported by in-store ac- campaign. The launch has ish new design.” 69p or 59p pricemark. The launch comes after the company conducted research among customers. Sharon Barraclough, marketing director at Hovis Starbar and Wispa Gold join pricemark line-up Limited, said: “The research Mondelez International to help retailers drive company says it has seen packs help to give shoppers gave us insight into ways is adding Starbar and sales of chocolate singles, 6% growth, with the price- the reassurance of clear that we could design the Cadbury Wispa Gold coun- and follow on from the marked format contribut- pricing as well as boosting perfect Farmhouse range tlines to its promotional introduction of Cadbury’s ing significantly. impulse purchasing.” to deliver shoppers’ wishes pricemarked pack range best-selling pricemarked Barbora Hrdlickova, She added both Starbar for a fresh bread aroma and this summer. packs in 2015. brand manager for Cadbury and Wispa are in Cadbury’s soft, springy texture.” The new 50p packs aim Since the launch, the singles, said: “Pricemarked top 10 best-selling singles. Hot products for your shopping list

Wispa Gold and Sheba cat soup is a Hovis’s new Farmhouse Starbar now have new premium pet loaves follow extensive a 50p pricemark food offering customer research COMING UP IN RETAIL NEWSAGENT Local Produce special 12 August

Local produce is a major point of difference but how do you find the right suppliers to work with, build mutually beneficial relationships and get the right strategy for your store? On 12 August, Retail Newsagent’s Local Produce special will show you the best ways to form these profitable relationships.

*YouGov Omnibus Research 2015

79% rn.indd 1 19/07/2016 15:32 12 22 July 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent REGIONAL to have your say on the latest news Fears Lidl Sweet taste of success for Sid’s chocolate The success of a retailer’s ra- will make nge of exclusive luxury cho- colates has prompted him shops shut to begin stocking honey A number of Leicestershire while eyeing other bespoke retailers are fighting to save products for his store. their livelihoods after a dis- Sid Sidhu, owner of counter announced plans Sukhi’s Simply Fresh in for a new store yards from Kenilworth, found a choco- their shops. latier and, along with fam- Lidl has put forward ily and staf, hand-picked proposals for a 26,500sq ft seven diferent flavours and store in Loughborough on helped design his own pack- the site of a derelict factory. aging for the handmade been fantastic.” product and it gives me diferent and it ticks all the It is walking distance from products. The all-natural choco- a good margin,” said Mr right boxes. It fulfils every- a number of newsagents “It works for eat-me-now lates include dark and milk Sidhu. thing we want to be doing. and convenience stores as instant consumption and variants, as well as flavours He has now added honey It’s another step to making well as a Tesco, B&M, Aldi, the gifting market too,” he such as Raspberry Blast, to the mix after working us a destination store. and Co-op. said. “Customers visiting Mint Crunch and Fruit & with local beekeepers on a “We’re definitely looking Pallavee Desai, of Bargain friends and family can buy Nut Lux. range of locally-produced at other products to add, as Booze Alan Moss Stores, one with cards or Prosecco All are 100g and are priced products. long as they meet the right says she has lost more than and give as a gift. Sales have at £2.99. “It’s a premium He said: “It’s unique, it’s criteria.” £4,000 a week in trade in the last year and a half due to increased competition in Angry retailers shocked by publisher’s letter ‘We got it wrong’ says red-faced sales director the area. She said: “Lidl says it is go- ing to generate income and help employment. It might be creating employment Trinity mix up over ‘no with one hand, but retailers in smaller shops like us within a half-mile radius are going to have to shut.” payment for free papers’ l Your Issue – p17. by Tim Murray There was no mention of receive a 3p handling fee extremely disappointed to payment in the letter, but it per copy. not be consulted. RN READER POLL Trinity Mirror has re- stated: “We expect outlets Alan Tyldesley, newspa- “Our position is clear: sponded to criticism claim- that stock copies of the per sales director regional retailers are there to make a No, but I’m ing retailers were sent an Chronicle and Informer to publications, said: “The profit. It’s a dangerous road planning to incorrect letter announcing benefit from extra footfall trade letter that went out for them to go down, stock- NO 15% changes to the distribution as a result of the change in was absolutely incorrect. ing product that doesn’t 26% model for one of its free distribution method.” The Trinity Mirror model make money. titles with no payment for The move was met with is to apply the handling fee Retailers wouldn’t YES retailers. anger from retailers and the for newsagents who opt in, give milk, bread or lottery 59% Retailers in Staines, Sur- NFRN with the federation which is the model we use tickets away just to get rey, received a letter from seeking “urgent answers” in Manchester, Birming- footfall. Trinity Mirror earlier this from Trinity Mirror and ham, Cardif and west “It is a welcomed quick month stating the Staines Smiths News after the an- London. turnaround from Trinity Have you Informer will be renamed nouncement. “We are waiting for the Mirror. However it again increased your the Chronicle and Informer However, Trinity Mirror local managing director to shows that this supply fruit and veg from Friday 29 July, with this week told RN following come back from holiday and chain continues to make copies distributed by Smiths an investigation it found will send the correct trade sloppy mistakes and that range in the News on separate deliveries the wrong template had letter out.” the NFRN remains vital in past six months from daily newspapers to been used for the trade NFRN head of news, supporting our members’ or do you plan “selected retailers”. letter and retailers will Brian Murphy, said: “We’re trading needs.” to? NEXT WEEK’S QUESTION What impact will the Daily Tobacco in top three counterfeit complaints Star and Express’s price rise Tobacco is the third most received more complaints trading standards can’t Birmingham and Newham, have on sales? complained about counter- about bootleg clothing and efectively police the coun- east London. E-cigarette Have your feit product, according to footwear products, the terfeit market, meaning it liquids were also flagged figures from a major BBC organisation’s research could grow further. up as a growing problem vote now investigation into the black showed. Experts have Hotspots for bootleg ciga- with 3,746 counterfeit packs Go to betterretailing.com market. warned that government rettes and tobacco included found by ofcers in Chee- Citizens Advice only spending cuts mean that the Handsworth area of tam Hill, Manchester. Retail Newsagent 22 July 2016 » 13 WONDERFUL WORLD OF FOOD Follow RN Pages on twitter 28-29 @RetailNewsagent for expert REGIONAL advice to help you grow your sales Savvy retailers use smartphone app to drive trade ‘Parents coming in have been spending’ Minimum pricing All systems Go as shops still on ice The Scottish government has spent more than £370,000 in legal fees join in Pokémon craze defending its minimum pricing of alcohol policy by Tim Murray Village Londis in Kent, has version, and one aspect getting into it early.” against challenges from the been giving away chocolate I noticed is it could drive Another store that has Scotch Whisky Association Retailers are reaping the to players who post photos footfall through the store,” taken advantage of the new (SWA), according to figures benefits after swiftly get- of the creatures to his social he said. craze is Singh’s Premier released by authorities ting behind the Pokémon media channels. He said: “We were a pit stop for which gave players the north of the border. Go phenomenon sweeping “It’s brought a few people in the game and we’ve had chance to meet character Proposals to limit the across the country. to our store and it’s great for loads of people in. We also Pikachu. price of alcohol have been The smartphone reality awareness and branding. had a rare character near Meanwhile, Eugene stalled in legal challenges app game was ofcially “We’ve had them in our bins. We had to get Diamond, of Diamonds from the SWA since they launched in the UK last and around the shops and someone to supervise kids Newsagents in Ballymena, were passed four years ago. week and encourages play- there are so many hashtags there. It’s been crazy. And Northern Ireland, said: “We The European Court ers – children and adults you can use to encourage parents coming in have had someone in at 6.30am of Justice passed the alike – to take to the streets people.” been spending. trying to catch one. He was objections back to top to ‘catch’ virtual Pokémon Sid Sidhu, of Sukhi’s Sim- “It’s great because it’s ecstatic, it was my first Scottish judges, who are characters. Retailers have ply Fresh in Kenilworth, the type of consumer we encounter with it – he told expected to give a final found ‘creatures’ in their said he has picked up extra wouldn’t normally be getting me he was in his fifties. It ruling soon. stores and used social media sales from players visiting in – a supermarket con- was quite funny and these as a way of enticing custom- his shop. sumer rather than a conve- things are great for Twitter, ers inside to ‘catch’ them. “I got involved really nience store one. It’s all about it becomes a conversation Bintesh Amin, of Blean early, downloading a US getting the timing right and point with my customers.” NLW not paying off JTI removes 25th The Association of Conve- gantry in battle nience Stores has called on the government to review against illegal how sustainable its planned tobacco sellers increases for the National JTI has removed another of its Living Wage (NLW) are. gantries from a store caught sell- The government’s target ing illegal tobacco. The gantry, for the NLW to reach 60% the 25th to be removed by the of median earnings by 2020 manufacturer, was taken from Ket- is currently predicted to be an Patel’s Premier Food & Wine around £9.03 per hour, but store in Willesden, north London, could change. after he was fined and ordered to The ACS has presented pay £2,600 costs following action evidence to the Low Pay by Brent Trading Standards. NFRN Commission which shows chief executive Paul Baxter said: retailers are delaying “We encourage other suppliers to investment and reducing follow the lead of JTI and Camelot, staf hours following its which also has a policy to remove introduction. National Lottery terminals from il- legal tobacco sellers.” Before… …and after JTI removed its gantry Ex-retailer honoured Former retailer Raymond Scots told to stay calm over Brexit Newell and his councillor wife Elsie have been The Scottish Grocers’ a working relationship because no one had an exit we get with the EU. honoured in their Federation is urging its with the Scotland Ofce in plan,” said Mr Cheema. “In the short term it’s out Peterhead hometown in members to continue as Whitehall and has attended “Business needs stability of our hands. We’re telling Aberdeenshire with a street normal as it seeks direction a roundtable meeting to and it’s a case of wait and our members it is busi- named in their memory. from the new government discuss the potential prob- see. We have a new prime ness as usual and the latest Newell Lane is part of a in the wake of Brexit. lems Brexit might bring. minister and elections in figures indicate that it is. new development in the Chief executive Pete “This is a period of un– the Labour Party. No-one We’re doing everything town and marks their Cheema told RN the certainty, and the efect of knows what will happen. in our power to help our contribution to the local Federation has established Brexit is unknown so far It all depends on what deal members.” community. 14 22 July 2016 Retail Newsagent YOUR NFRN DISTRICT COUNCIL REPORT REGION YORKSHIRE 07.07.2016 John Dean reports from the NFRN Yorkshire district council meeting

Wholesalers ‘are about time we chal- one of our members. lenged this.” Our members are losing losing interest’ thousands of pounds in Leeds member and Market mags income due to this and roundsman Martyn someone really has to Brown was among still a problem grab hold of this investi- a group of delegates Chesterfield gation.” who talked about their member Barnsley member concern for the Stuart Reddish Ian Sanders said the future of the expressed frus- illicit supply of cut- industry tration at the Stuart price magazines was a during a lack of progress Reddish long-standing problem debate on in the NFRN’s that, to his knowledge, Martyn wholesalers’ investigation into the had been happening for Brown and publish- source of cheap maga- at least 17 years. ers’ service. zines sold on market Speaking after a series stalls, which began with Lottery changes of complaints were a complaint from his voiced by members about area. hitting sales poor service from Men- Cut-price magazines are Mr Reddish, who Grimsby member John zies, Mr Brown said he being sold from market stalls raised the issue on behalf Grice said changes to the was worried wholesalers of a local member more National Lottery, which were losing interest in He added wholesalers than two years ago, said had reduced winnings smaller local traders. relied on the fact that, there had been few devel- for many people, were He said: “There is no whatever happened, opments since then. driving customers away, commitment to people newsagents would still He said the latest causing reduced income like us anymore and it is keep delivering a good update from the NFRN for retailers. killing us. I am wor- service to their custom- that organised crime was Mr Grice said he also ried about the next few ers. involved in the supply of had great difculty years.” That meant the NFRN There is no cheap magazines should contacting a Camelot rep Mr Brown said he was could only have limited not mean action was not and that his business also concerned local success in negotiations commitment taken to stop it happen- had lost trade because of newspaper publishers with wholesalers because to people like ing. the problems. were approaching his the companies were de- Mr Reddish said: “This He said: “They are customers and trying termined to follow their us anymore – afects all of us because gently easing us out in to persuade them to own path. “You cannot each person who buys a favour of online. go direct with them task the federation with it’s killing us magazine on a market Punters are instead. impossibilities,” he said. Martyn Brown stall for £1 could be some- getting disap- He said: “I have been Bradford member one who would have pointed. It is a Roundsman, Leeds in the trade 30 years Bachu Ramji said: “It is bought a magazine from shame. It used to now and I have become be a great lottery James worried about where it Your say but no longer.” Wilkinson is going. I try to talk to His point on publishers but they do reduced contact between not come back to me.” What impact has the EU referendum Brexit decision had on your retailers and Camelot Barnsley member Ian store? was echoed by York Sanders said members member James Wilkin- were frustrated about We sold Newspaper Our area son, who said: “There is continued poor service more sales were voted no feedback or contact from wholesalers. “They newspapers significantly strongly to between us and them.” feel nothing is happen- at the time up, as well as leave, but ing,” he said. of the referendum. As sales of heavier titles like there was no big impact Stuart to stand Warning the trade was for the longer term, it The Economist and the on newspaper sales. I Chesterfield member fighting a losing battle will change the way we New Statesman. Foreign don’t think there will Stuart Reddish con- and that more shops trade but I think it will titles such as Das Spiegel be a long-term efect but firmed his intention to would close, Chesterfield take two to five years were also up. As for the there is a concern about stand as deputy national member Stuart Reddish to see what that efect longer term, I think it is new ways of handling vice president of the said: “The problem is will be. too early to say. things like credit cards. federation for 2017-18. the wholesalers are not Mark Coldbeck Brian Moses Stuart Reddish The meeting also heard interested in us, they Wharfedale Premier, The Bookstall, Railway Londis, that work was under way are more interested in Hull Station, Harrogate Chesterfield to merge the Rotherham supermarkets.” and Doncaster branches. Retail Newsagent 22 July 2016 15

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

Tobacco firms’ #TOP ‘tiny RRPs TWEETS have lost all Who’s saying respect’ what in the retailing I was interested to read in RN a few weeks ago that world? Ritmeester ofers retail- ers margins of up to 24% Lots of customers (RN, 1 July). I think it’s winning free slush something the rest of the for catching all tobacco industry could these Pokemon learn from, particularly we have in store !! with cigarettes. #PokemonGO More than 30 years ago @WhitstoneStores Imperial Tobacco had its own retail arm, Finlays, You know it’s in the days when margins 2016 when the were around 15% but sold store is filled with up because it wasn’t profit- children reading able. Now, however, they books and adults expect retailers to survive running around with margins of as little as searching for 4%. It’s exploitative. Pokemon. I have a lot of competi- tion near my store includ- @mcnallyjackson ing a Tesco Express and a Our Co-op and their prices are topseller this higher, so I have raised my morning. Water! We prices and I now get an 8% love Volvic Star Wars margin. bottles. Chewbacca is A lot of the stores MAIL PRICE HIKE ‘10p TOO FAR’ our favourite. around me have had to @woodfieldstores close over recent years Just as we think paper sales are into his greasy palm? however, and that’s be- stabilising or indeed improving, the My customers and your readers will cause they’ve trusted sup- Mail on Sunday slaps 10p on the cover look at this one as 10p too far. I suggest Put a lure on the @ pliers’ RRPs and cut their price. What planet are you lot on? The you ditch Jamie Oliver, drop the 10p in- Newport_Market_ margins back so far. extra £6m of retail sales value is pie in crease and hold on to your considerable #PokeStop and As far as I’m concerned the sky. Do you not take into account the market share. get 25% off slush tobacco suppliers’ tiny lost sales these increases cause? It’s never too late to be humble and here!!! #Poke- RRPs have lost all respect. You say the price rise coincided admit you made a huge mistake. monGo (Tag us in with the promotion of Jamie Oliver’s Graham Doubleday pic to claim :)) Bhupendra Unadkat free recipe magazine, I say you don’t get Newsmarket Diamond News, North London @Thenewsagent anything for free, and I’m pretty certain Mossley, Ashton under Lyne Jamie Oliver won’t be doing it for free. An Imperial Tobacco So how much of the 10p increase goes Mail Newspapers declined to comment. www.newsretail. spokesman said: “Imperial co.uk launches provides the trade with Thursday, designed RRPs which aim to help to help any retailer retailers position themselves Mult promotions’ convenience multiples selling news. On competitively within the ‘damaging impact’ and it’s a bigger threat to mobile, tablet & PC market. Retailers like us. It’s not just the Mail on @gregdeacon Bhupendra are naturally free The local Tesco Express Sunday, other titles do the to determine their own prices. was giving away a free CD same. Hot “However, with tobacco with copies of the Mail Even if publishers did week this continuing to be a key driver on Sunday, which was target independents with week so remember in the independent channel obviously targeted with an The extra exclusive promotions – as our slush is on from in terms of both in-store exclusive promotion. £6m of retail they should do – custom- 5am daily and still just footfall and basket spend, Every time this happens ers would still go to the 80p a cup… we recommend retailers it has a damaging impact sales value multiples because that is @EmeryNewsagents price at RRP or below to on our sales as customers what they expect. ensure they retain the go next door, and we lose is pie in Great deals on sum- loyalty of their adult smoker out on a lot of incremental Simon Bywater mer punnets of fruit customers – particularly sales, too. the sky Bywater Newsagents Dudley, Birmingham at Spar #rhosonsea given the imminent arrival of It would be ok if it was Graham Doubleday @SparLlanrwst standardised packs on store just a Tesco, but we share on the Mail on Sunday’s 10p Mail Newspapers declined @philspar4 shelves.” the same market with price increase to comment. 16 22 July 2016 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY How will you benefit from the launch of News UK’s trade website this week? Jon Powell The Newagent, Newport I’m particularly excited about the HND element to the web- RETAIL NEWSAGENT site, and that retailers will be NEWS ● CONVENIENCE ● PROFIT able to calculate how much 11 Angel Gate, City Road, London EC1V 2SD they make out of the business. Tel 020 7689 0600 email [email protected] I think all the work they’ve done to support HND is fantas- Annual Subscription UK 1 year £150 Europe £302 tic, particularly the 12 weeks’ 2 years £237 Rest of world £354 free delivery for the Times. My 3 years £333 challenge to other publishers To subscribe contact 01737 457236 now is to match that same level of support – why aren’t we get- Editor Director of Sales ting the same resources to help Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 us sell other titles? Associate Editor Account Director Chris Rolfe Will Hoad Naresh Purohit 020 7689 3362 020 7689 3370 Marseans, Dartford, Kent News Editor Account Managers Gurpreet Samrai I’m definitely going to get a Liz Dale lot from this – particularly on News020 7689 body 3386 020 7689 3363 as Imperial Tobacco’s Ignite egory advice is always useful. the HND side of things. I’m website and Camelot’s one, However, because I’m in a small Reporter LettersMarta Dziok-Kaczynska name, Nadia Alexandrou letters020 7689 address 3354 directly supplied by News UK too. rural store there’s only a certain 020 7689 3350 Erin Swanson because I’m on the inside of amount of footfall I can get. Features Editor 020 7689 3372 the M25, and I think this web- Generally, for News UK titles I Tom Gockelen-Kozlowski Stanley Middleton 020 7689 3361 Audience site will help me communicate Stanley Newsagents & Post Office don’t have a problem with sup- Development Stanley, Perthshire Features Writer better with the publisher in ply, adjusting or otherwise, but Executive terms of delivery problems Rachel Barr Chris Chandler I think any support for the new- it would be useful to be able to 020 7689 3358 020 7689 3382 and getting support. I already strade is hugely positive, and I track my sales of The Sun and Head of Production Marketing Manager get a lot out of websites such will definitely check it out. Cat- the Times. Darren Rackham Tom Mulready 020 7689 3373 020 7689 3352 Senior Designer Marketing Assistant Anne-Claire Pickard Tom Thorn YOUR STOCK A recent report has shown that Your020 7689 3391stock020 7689 3384 Designer Managing Director consumer confidence has fallen at the sharpest Emma Langschied Nick Shanagher 020 7689 3380 07966 530 001 rate since 1994. Have you seen evidence of this? Production Coordinator Billy Allen Andy Singh telling me she could get a better shut up shop our sales rose by 020 7689 3368 Premier Chapel Foodstore deal down the road. This sort around 30%, and I expect sales Sunniside, Tyne and Wear of behaviour is quite normal to to rise even more now with the Email fi[email protected] It’s more challenging than ever me. summer. However, it’s been If you do not receive your copy of RN now, and while the EU referen- bought by Blakemore and is please contact Chris Chandler on 020 7689 3382 or dum has not helped business Bob Sykes now opening as a Spar store on email [email protected] – more so for the bigger retailers Denmore Premier Foodstore Monday. If it had been a Co-op Printed by Southernprint, Poole, – I’ve noticed that spending Rhyl, Denbighshire or Sainsbury’s, I would have on 80gsm Galerie Fine Gloss paper has been down for a while. I I believe consumer spending been more worried. Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT just had one customer refuse to is down, although it has not buy a bottle of Schweppes just directly afected me because Audit Bureau of Circulations Anish Keshwara July 2014 to June 2015 average net because it was not on ofer, even of my specific situation. When Nisa Local circulation per issue 14,539 though it was flashed at £1.59, the My Local across the street Whittlesey, Cambridgeshire Winner of the 2009 ACE gold award for I haven’t seen a drop in con- circulation excellence by a smaller magazine sumer spending at all in this channel. In fact, sales in my Retail Newsagent is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the store continue to rise, by about Benefits Fund of the National Federation of Retail Newsagents. 25% each year. A big part of this Retail Newsagent is editorially independent of the NFRN and opinions, comments and reviews included are not necessarily those of the is the fact that my store under- Federation and no warranty for goods or services described is implied. went a refit with Nisa two years Reproduction or transmission in part or whole of any item from Retail Newsagent may only be undertaken with the prior written ago, with the layout changing agreement of the Editor. completely, and it has made a Contributions are welcomed and are included in part or whole at the sole discretion of the editor. really big diference to sales. Newtrade Publishing accepts no responsibility All that’s changed over the past for submitted material. Every possible care is taken to ensure the accuracy of information. year is the growing popularity and focus on value products and For trade use only promotion. Retail Newsagent 22 July 2016 17

YOUR Gurpreet Samrai [email protected] 020 7689 3386 @GurpreetSamraiRN ISSUE f facebook.com/retailnewsagent ‘DISCOUNTERS WILL DESTROY US’ ver the next five years, discounters are forecast to grow by 39.5% to the Ovalue of £24.9bn. While Aldi and Lidl continue to develop their formats, high street dis- counters such as Poundland and B&M are also targeting opportuni- ties in grocery – taking them into competition with convenience stores. This week RN has heard from independent and symbol group retailers in Leicestershire who fear they will be forced to shut up shop as they face competition from a new Lidl set to open yards from their stores. The German giant has put forward proposals for a 26,500sq ft store in Loughborough on the site of a derelict factory. It is walking distance from a number of newsa- gents and convenience stores as well as a Tesco, B&M, Aldi, and Co-op. Pallavee Desai, of Bargain Booze Alan Moss Stores, says she has lost mile away. They have definitely survive on the rest. These days my pick something up as quickly as more than £4,000 of weekly trade had an impact on our business. main livelihood is alcohol, soft possible. in the last year-and-a-half due to You can’t compete with them,” drinks and groceries, so there’s no “There’s a Sainsbury’s up the increased competition in the area. she says. “These people are the big way I could survive. road, a Tesco, and an Aldi. There’s She now fears the opening of a new boys, there’s nothing we can do “The day they come to the area lots of competition. They have store will make it impossible for about it. Now with Lidl opening it I will have to make myself unem- afected my trade, but I have sur- her to continue trading. could close us down. ployed. I don’t know what to do – I vived them. “We had a B&M open half a mile “Lidl says it is going to generate have two little kids. “I am concerned because it’s away and a Co-op a quarter of a income and help employment. It “We can try going to the coun- extra competition, but I know might be creating employment cil, but they are always in favour others are more worried about it. with one hand, but retailers in of big money, not shopkeepers like When a supermarket comes along smaller shops like us within a us.” someone has to make space for it.” half-mile radius are going to have Meanwhile, Yunus Daud, of A Charnwood Borough Council to shut. Y&S Newsagents, says although spokesman said: “We are aware “That’s five shop owners and he fears the new store will have a planning application may be sub- their families that will be jobless.” a negative impact on his and mitted, but that has not happened She says being a part of Bargain neighbouring businesses’ trade, at this time. These people Booze has meant she has been he believes he can survive the “When a planning application is able to seek help in the past, but competition. made, there is always a consulta- are the big fears the business will struggle to “It is a worrying situation. I tion period when people can make survive any further hits. have been running this shop for comments. boys, there’s Her concerns have been echoed 16 years and it’s my livelihood,” he “All comments we receive will nothing we by Amrish Patel, of H&D Of says. be considered alongside a number Licence. “My shop isn’t an of licence, I of planning policies, but only com- can do about it. “The day it opens it will force me have a lot of HND deliveries and ments which raise material plan- to close,” he says. “Representatives workers come in to pick up news- ning considerations can be taken Now with Lidl from Lidl are trying to convince papers. I mainly sell crisps, drinks, into account when an application opening it could people in the area the new store sandwiches, sweets and chocolate, is decided. won’t afect me and other retailers and magazines and newspapers, “Loss of trade or increased com- close us down because they won’t sell all the so I might just survive. I can’t see petition is not a material planning products we do, such as newspa- workers going to Lidl to buy a can consideration.” Pallavee Desai pers, lottery and cigarettes. But of coke or a bottle of juice if they Lidl did not respond to RN’s Retailer, Loughborough I only sell very little of these and are just passing by and want to request for comment. 18 22 July 2016 Retail Newsagent

Interview by Chris Rolfe email [email protected] tel 020 7689 3362 @ChrisRolfe_RN News UK

Personalised sales data, facilities to report service issues and request rep visits and info on the latest in-store solutions are just some of the benefits News UK’s new website offers retailers. Head of retail trade marketing Greg Deacon explains how the site will help secure higher sales and a stronger future for news sellers

RETAIL NEWSAGENT Your new trade solutions, it will help them see news shops face to face over the next 12 website News Retail Plus launched as a growth category with huge months. That’s actually 4,000 more this week. How will it help brands that drive basket spend, than last year, and when reps visit independent retailers grow sales? rather than something they can’t do they’ll do something different that GREG DEACON The site will help anything with. will benefit the total shop and add retailers understand the value of the real value, like in Jatinder’s store. So news category, but also help them RN How are you working to change we’re not removing rep visits, just do something materially different perceptions towards news? asking if retailers need one every to drive newspaper and total-store GD We can help make stores brilliant We’ve got to month. They can request visits via sales. Retailers can access their own through excellent display solutions, the website, so they could actually sales data for the Sun and Times on advice and individuality. Jatinder offer retailers see their rep more often. To connect it, for example, calculate their HND Sahota in Kent, for example, is with more retailers, our reps are all profits and get inspiration from case selling nine extra Suns a day something active on Twitter now too. They will studies on some great retailers we through a cross-category display better than establish relationships with retailers work with through our My Perfect stand we provided. We tell stories in-store and tweet about the work Store initiative. It also showcases the like his on the website. the service they are doing to inspire others to range of display solutions we offer. work with us. RN If you’re increasing online they get now RN Who is the site aimed at? support, will retailers receive fewer RN Lastly, are you working on GD All stores that sell news and rep visits? anything else to help retailers this want to work with us to drive sales. GD We will contact around 18,000 year? Everyone has a role to play in the GD One thing we’re focusing on is future of the category, whether selling newspapers effectively at the you’re a CTN, a c-store, a multi-site times that matter. We will invest retailer or a motivated Tesco store Company CV nearly £500,000 in new display manager. We think the website will ** ** solutions for retailers to promote house 20,000 retailers by 2018. Company News UK news, especially in the morning. Head of retail trade marketing Greg Deacon News is most relevant from 7am to RN Our readers report newstrade Profile Publisher of two of the UK’s leading newspapers, The 11am when 44% of papers are bought, supply issues every week. Will it Sun and The Times so a lot of our solutions will help help them to address these? Latest news News UK has launched a new trade website, retailers create breakfast missions. GD Yes. There is a help centre where News Retail Plus, where retailers can access their sales data We’re also about to embark on a retailers can contact us directly and calculate their HND profits, request support from reps, partnership with Big DL and use about supply issues and the right report supply issues and get ideas and advice from other a promotional app in 2,000 stores person will get back to them. We’ve retailers. Along with Twitter feeds, a YouTube channel and to offer location-based deals. It got to offer retailers something continued support from reps, News UK will use the site to could influence shoppers to go to better than the service they get help retailers grow newspaper and total store sales. a store and pick up a Coke or Sun, now. If we provide them with a way for example. The aim is to reward to communicate issues, but also retailers long-term and connect give them advice and good display ** ** them with consumers. Retail Newsagent 22 July 2016 19 NEVILLE [email protected] 020 7689 0600 RHODES @RetailNewsagent All change for tobacco market It may be said after every new regulation arrives, but the tobacco category really is about to see its biggest upheaval ever. Are you ready? Although the final deadline for most tobacco purchases. This, and Retailers like Rocky Sehmbi are compliance with the UK’s tobacco the absence of any pricemarked keeping on top of the latest changes plain packaging regulations and packs, will make tobacco buyers the EU’s Tobacco Products Di- much more price-conscious. ly, the higher the dependence on from rip-of prices by pricemark- rective is still more than nine Retailers will have to decide tobacco sales, the more vulnerable ing, generally won’t expect to pay months away, retailers will expe- how competitive their tobacco the business will be to competi- more than the ‘going rate’ locally rience some of these changes well prices need to be, taking into tive pricing pressures. for their favourite brands. The before next May. account what nearby stores are It is impossible to forecast prohibition of tobacco advertis- Traditional branded packs will charging, how much their own what will happen to cigarette and ing and promotion will make it gradually become unavailable regular cigarette customers spend rolling tobacco prices when plain difcult, but don’t be surprised if a from suppliers, and cigarettes on other products, and the finan- packaging is fully in place. Some retailer near you starts a price war in 10-packs and small packs of cial importance of the tobacco retailers will follow prices recom- – using increased cigarette footfall hand-rolling tobacco will start to category to their businesses. mended or suggested by their sup- to boost their business’s sales of disappear. Shop staf will need to My starting point would be to pliers; some will set them higher other goods and services. explain to customers what’s going work out how much of the shop’s in a bid to restore the margins The withdrawal of cigarettes on. operating costs, including the they have lost; others will focus in 10s and other under-20 packs, Until now, much of the discus- owner’s salary or drawings, are their pricing competitiveness on along with the new 30g minimum sion about these changes seems covered by the profits from sales one section of the market – the for rolling tobacco, is also likely to have focused on the difculty of non-tobacco products and other value sector, for example – or a to afect the way many smokers serving customers when the services. The higher this propor- particular manufacturer’s brands. would prefer to pay. When there is products they request are not only tion, the less dependent the busi- What is certain is that smokers, little or no change out of a tenner behind closed doors, but all look ness is on tobacco sales. Converse- who have been largely protected for many of the most popular much the same. cigarette brands, and the cheapest I may be underestimating this rolling tobacco costs more than problem, but to me it looks to be £12, retailers who don’t ofer card the easier part of the changes. Brexit for pop-up paper payment are likely to lose some of Once store owners and managers their tobacco trade. * They called it a pop-up newspaper aimed at people who voted have decided how to plan their + The good news is there’s still remain in the referendum. But my part of the country voted 55/45 gantry layout – whether it’s in nine months to prepare for the to leave the EU, so our village newsagent would not have expected brand order alphabetically, or in changes to tobacco retailing that to sell many copies of The New European, even if anybody had manufacturers’ or price sector are not only radical but also a bothered to tell him about it. Even so, 25 copies of the first issue blocks – staf should soon get used potential threat to your business. popped up (or rather landed with a thud) in his shop, priced at £2. to it. Make good use of the run-in pe- The wholesaler charged him £37.50 for his supply, and after five Far more serious are the trading riod, so they don’t come as a shock days he had sold one copy. Publishers really do need to stop news implications of the new mini- to your staf or your customers. wholesalers wasting their money and exploiting the retailers who mum 20-stick cigarette and 30g sell their products. rolling tobacco pack sizes, which Neville Rhodes is a freelance will sharply increase the value of journalist and former retailer 20 22 July 2016 Retail Newsagent ACADEMY IN ACTION

The Post Office’s Paul Simmonds and David Gold talk to Jack Patel about his retail innovation Search #IAA16 for ideas and Retail Innovation inspiration New ideas to improve customer satisfaction and gain a point of difference underpin retail innovation. The IAA’s Nick Shanagher joined Post Office’s David Gold and Paul Simmonds at Jack Patel’s Goring store to help him fight back against multiple competition

RETAIL PROFIT GUIDE The Independent Achievers BETTERRETAILING.COM/IAA MY SALES GREW BY %

Academy is a business VIP10 PANCHMATIA

STROUD My challenge development programme to help retailers like you Jack’s shoppers say they will stay loyal but improve your profits. This he knows he needs to do more to keep them

“Working with the IAA from defecting to a Tesco Express due to is the 9th in a series of helps us deliver a fantastic and unique customer open just down the road. 12 features to show you experience in our store” Julian & Jackie Taylor-Green how retailers are working Taylor-Green Spar, Lindford with our partners to follow the Academy’s advice and grow their sales.

fter 28 years successful trading in the afuent Oxfordshire village of Goring, Jack Patel has spent the Apast 36 months helping local peo- ple fight the invasion of a Tesco Express. David Gold and Paul Simmonds are making their visit just days after plan- ning approval has been granted and Jack Name Jack Patel needs encouragement. His 1,000sq ft shop covers CTN, of-licence and convenience Store missions. Westholme Jack’s customers use online deliveries Stores from the major grocers for their big shop and need him for top-up items. His plans Location include new EPoS from July, introducing Goring, Berkshire a loyalty card and a Cook frozen prepared meal franchise, the latter an idea he got Size 1,000 sq ft from attending the IAA study tour in March. David and Paul have plenty of ideas, and we explore the top three here. Retail Newsagent 22 July 2016 21

WHAT WE LEARNED IAA ADVICE Paul & David 1 2 3 say Decide what your point of Combine products to Use events to tell shoppers difference is and how best increase basket spend and what makes you a to promote it in-store make it easy for shoppers destination store to buy a great meal Paul and David keep finding Jack’s shop is well known great products within Jack’s Paul and David find a big for its great range of beers merchandise mix. While display of Swaadish curry and shoppers travel from far “Whenever I do a retailer visit I invariably Jack uses tools like What to sauces, Jack’s own brand. Jack away to pick up rare brews get a ‘wow’ moment when I find out about Stock to find out what sells explains they are award- that Tesco won’t be stocking. some amazing things that independents sell nationally, he also has a good winning and points to a sign However, he has lost focus on or services that they offer. Today, there were understanding of what local at the front which includes a this category. many, including the £65 bottle of beer and people want, because his picture of his team and Mas- Paul and David suggest he the homemade, award-winning curry sauces customers often tell him. terchef co-host John Torode. holds a tasting event in front range. I hope Paul and I have added value by But Paul notices Jack is But he doesn’t market his of the store to win back the providing Jack with inspiration to do things not signposting his local sauces as local or award-win- attention of the local com- differently so he gets more repeat purchases products. These should be ning, which is a missed op- munity. and customers.” promoted, he says. David portunity. “I would make the He can serve up his curry #IAA16 for suggests Jack uses the Big picture and the Taste award sauces and other local prod- Paul Simmonds and David Gold Barn web site to find more massive and really push the ucts, which will make him Retail relationship managers, The Post Office ideas and local products to add to his local provenance,” says David. stand out as doing something range and make it his point of All the local products around diferent and exciting. diference. the store should have some “Jack needs to think about The Post Ofce duo spot the signposting, he adds. how he can ensure his know- Jack massive range of craft beers “Why not put the whole how is in the buying process,” says on display. They can’t believe meal together for customers,” says Paul. the range and question how suggests Paul. “Put the sauce, Instead of always being shoppers know what to buy. meat and vegetables in a bag in the shop to tell customers They suggest he uses props and sell them as a meal deal.” what is good, he could oper- like Belgian beer glasses to Jack says this is an amazing ate beer of the month promo- create theatre to encourage idea. He can even add beer or tions with an ofer on three sales. wine to the package. great beers each time.

“Prior to the Academy in Action visit I was feeling quite depressed about the challenge of Tesco opening in my village. But the combination of the feedback from David and Paul and the encouragement of my customers means I have decided I will not let Tesco get to me. Talking with them today and thinking about their many useful and helpful ideas gives me a path to move forward.” Jack Patel Westholme Stores, Goring, Berkshire

Jack’s action plan Your action plan

Strengthen marketing on local produce so new Check how your retail innovation compares on customers see the great products on offer betterretailing.com/retail-innovation Email [email protected] to find out how you Create and promote a meal solution by bagging can take part in a future visit from one of our curry sauces with meat and vegetables partners Hold an outdoor tasting event to reinforce local Use the free tools on betterretailing.com/IAA reputation for great beers and wines to increase your sales 22 22 July 2016 Retail Newsagent Benchmark your prices against PRICEWATCH your peers In focus Chocolate countlines Sample prices NESTLÉ MILKYBAR 25g Price distribution % PRODUCT

35%

30% Cadbury Twirl 43g Mars 25% 51g

Snickers 48g 20% Snickers Duo 61% of independents 83.4g 15% sell this product at or below the 59p RRP Milky Way Magic Stars 33g 10% Twix Xtra 75g Kinder Bueno 5% Milk & Hazelnut Bar 43g Nestlé Milkybar 0% 25g Cadbury

51p 57p 52p 53p 54p 55p 56p 58p 59p 61p 62p 63p 65p 50p 60p 64p 66p Boost Glucose - 50p +66p 48.5g Cadbury Fry’s Turkish Delight 50g Analysis Smarties Despite the growth in sales and spoken to this week. impulse category. 38g market share of block chocolate The fact these retailers only There are mixed views on and sharing bags, chocolate use ofers when wholesalers are pricemarking but many retailers Cadbury countlines remain a key sub- running promotions highlights appear to use it to attract attention Star Bar sector that drives strong sales, the fact they are protective of to slower-selling lines while 53g according to the retailers RN has the profitability of a traditionally pricing more popular bars higher. How we set our prices “We mostly price countlines “I get all my chocolate countlines Alison Greenow at the RRP set by Booker or a penny Soban from Booker and have a standard STORE Pughs@Londis above that. We have a lot of price- Shanmuganathan margin of about 4p above RRP, LOCATION Hay-on-Wye, marked chocolate because we have making it 69p for a standard bar. Herefordshire found it sells really well. The marg- STORE Burgess Stores I stock pricemarked versions of SIZE 750sq ft ins are good but if Booker has them LOCATION Goudhurst, Kent faster-selling lines such as Wispa, TYPE town centre SIZE 1,200sq ft on ofer then we obviously make TYPE village Twirl and Dairy Milk. With oth- TOP TIP more. If we have any multibuy of- ers, such as Boost and Double “We get strong fers they tend to be on Cadbury bars, TOP TIP Decker, I stock pricemarked bars sales from our such as Dairy Milk and Twirl, and “I only do at 50p. I have found both the non- pricemarked lines when we run them they sell very multibuy deals pricemarked and pricemarked because it is loc- well too. We only do that when they when the bars sell very well at these prices. ated in the aisle. are on a deal from Booker though, products are on I don’t have any products on a We have price- otherwise there wouldn’t be any offer from Booker multibuy deal unless Booker has marked a lot of profit in it. We try not to change our to keep the put them on ofer as they are a our chocolate to chocolate prices but if the RRP went margins.” premium product and I want to attract attention.” up then we would have to too.” keep the margins higher.” Retail Newsagent 22 July 2016 23

Rachel Barr [email protected] 020 7689 3358

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get Sample prices value, insights and business benefits from EPoS data. To find out how they could help you call 07976 295094 My Local Hero BOOKER AVERAGE RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER Retailers reveal the most profitable RRP 1 2 3 4 5 6 produce on their doorsteps LARGE C-STORE IN LOCAL PRECINCT SMALL DEVON VERY BIG C-STORE TYPICAL C-STORE YORKSHIRE SUBURB OF LARGE SHOP CLOSE VILLAGE STORE & POST OFFICE IN SOUTH COAST CITY CENTRE LANCASHIRE TO MIDLANDS IN WEST LONDON SEASIDE RESORT SHOP Paul Gravelle TOWN MOTORWAY SUBURB SUBURB Gravelle’s Budgens 55p 65p 75p 50p 65p 50p 69p 75p Sawbridgeworth & Sawston, Hertfordshire 58p 63p 75p 65p 50p 63p 70p 65p Churchgate Sausages, 58p 59p 75p 65p 54p 69p 69p 65p £3 for six Where did you discover them? 84p 69p £1.05 75p 79p 90p 90p 80p There is a local bakery based at Mayfield farm in Harlow whose products we stock and next door to it is the Churchgate Sausage 63p 59p 79p 60p 64p 65p 70p – Shop which is owned by a local man. As we were passing by we popped in and asked if they did retail packs. That was about three 83p 69p £1.05 75p 82p 90p 87p 80p years ago and we now sell about £700-worth a week with a margin of about 35%. Who buys them? 74p 73p 84p 75p 75p 75p 84p 79p They are popular with all our customers, es- pecially at barbecue time, as there are lots of flavours and they do mixed packs. It is very 59p 55p 75p 60p 55p 69p 60p 55p flexible and we can request diferent combi- nations of flavours including Hot Chilli and Red Pepper & Chorizo Pork. The most popu- lar is their standard pork sausages. If there 50p 50p – 50p – 50p – 50p is suddenly going to be nice weather, I can (PM) (PM) (PM) just ring the shop and they will turn up with what I need, sometimes the same day. 74p 69p 76p 70p 70p 69p – 85p Why are they so successful? Churchgate sausages are a local, fresh and well-known brand in the area. Because there 60p 55p 61p – 55p 60p 70p 69p are so many flavours there is something for everyone. People really like to buy the local sausages in this area. In total I sell about 68p 65p 75p 65p – 70p 70p 65p £2,000 a week, from Churchgate and two other brands.

“Nisa sets the prices so we’re “I get my countline chocolate Anwar Haq led very much by what it has de- Jon Powell from an independent wholesaler STORE Nisa Local cided that things will sell for. STORE The Newsagent nearby. I price single bars at 40% LOCATION London I have found the pricemarked LOCATION Newport, Wales above wholesale price, with the SIZE 2,800sq ft products we stock all sell very SIZE 1,000sq ft Mars bars currently selling at TYPE neighbourhood well. I also have a three for a £1 TYPE high street 63p. I don’t have many price- TOP TIP ofer on bars including KitKat TOP TIP marked products, mainly things “I have a three Chunky, Mars, Snickers and Twix “I only have a like Cadbury Fudge bars at 25p for £1 deal on which I am always refilling. couple of which draw attention to the certain bars Because of the ofer, they are the pricemarked chocolate display. This lets us get a which sells ones that sell best. The margins products to draw better margin and works because very well.” are good from Nisa but it would be attention to the they sell really well anyway. I nice if I had a bit more, although display” don’t really do any multibuy ofers I do like to try and ofer the best either and save such ofers for deal for my customers.” slower-selling lines.” l 24 » 22 July 2016 Retail Newsagent THIS WEEK IN MAGAZINES Pages 33-37

t’s very apt that Spar Meriden near future. overlooks the green that’s consid- “We’ve always aimed to keep its ered to be the geographical centre of character, by keeping original features I England. visible such as the wooden beams on the For 20 years, brothers Kam and Dal ceiling,” Dal says. Singh Nijjar have run the store which “But you have to keep on top. Newer At the they claim not only sits at the heart of concept stores are doing well and cus- England but also at the heart of its com- tomers notice and appreciate the munity it serves. appearance of a shop. With the refurb “We have good customer relations, we we’ll aim to make products like fresh know a lot of our customers by their first food and wine that sell well more promi- names and we are the hub of the com- nent.” munity,” says Kam. The brothers are keen to keep up with heart of “We do a lot for charity, hosting barbe- current consumer trends and have made cues on the village green for Macmillan the store a hub for local produce. This Cancer Support and Marie Curie. range has proved popular with custom- “We like to get involved. It can’t all be ers, not just from Meriden, but also sur- about making money – you have to be a rounding villages. focal point and be there to help the com- “We’ve been selling cakes at £4.99 for munity.” the past few years. At first when the it all As far as points of diference go, being local bakery, Fatherson Bakery, came to positioned right at the centre of England us I thought they were going to be too and an ancient monument that marks expensive. But the cakes sell very well,” this fact is hard to beat. says Kam. “Tourists come here and take photos “We also sell sausages from the local of the monument, then they often pop in butcher. They do very well and we have to buy a couple of things. So the fact we people come from other villages just to Brothers Kam and Dal Singh are where we are certainly helps,” says buy them.” Kam. The success of the sausages has led to Nijjar are happy getting involved The 1,000sq ft store has its own his- a change of approach and the store is in- with their local community. torical merit too, being a 200-year-old creasingly stocked with more fresh and listed building. more premium wines. Greg Wilcox takes a journey to But despite benefiting from its his- “When customers come in to buy the tory and location, Kam and Dal are very sausages they are also looking to get pro- the centre of England to meet the aware of the need to keep innovating duce to make a meal so we’ve expanded inspiring Spar Meriden team and are planning a refurbishment in the and pushed our fresh and wine ofering. Retail Newsagent 22 July 2016 25 Customers notice and appreciate the appearance of a shop, so make sure you keep it up to date, and make products that sell well really prominent.” KAM SINGH NIJJAR

With a busy road through the village, a great food to go station helps the store attract passing trade “We like to “It’s really about giving customers what they want, so the high-end items are doing get involved. really well.” It can’t all be With the belief that this trend is set to continue, the brothers also plan to add to about making their food-to-go range, which currently money – you consists of Indian dishes. “We’ll continue to work hard and look to have to be a add more local produce and chilled items as focal point they are our two growth areas,” Dal says. With sales of fresh food growing for the and be there past two to three years, the brothers also to help the plan to increase this range and push it in-store. community” “We want more fresh than processed food and to have a healthier shop. In the future, I’d like a new layout with more products in the food-to-go section,” says Kam. For both brothers, being at the centre of their community is clearly more important than building a more impressive balance sheet. “I love the job and I love the banter we have with customers. You have to interact with them because it makes it all worth- while. I’ve been in some stores and they VISIT MY SHOP don’t say a thing, not even ‘thank you’,” Kam says. “We give the elderly free delivery if they Spar Meriden aren’t well enough to come in. We’re there 1 The Green for our customers seven days a week.” l Fillongly Road, Coventry CV7 7LN Want to see more of Kam’s store? Go to betterretailing.com/ kam-singh-nijjar 26 22 July 2016 Retail Newsagent NEWS ANALYSIS The dilemma: You have What a problem employee

Michael Gove was already taking the blame for ending the career should they of David Cameron by backing Brexit when he knifed Boris Johnson to stand as leader himself. What’s been the response? The Conservative Party dealt a humiliating comeuppance by have done? giving him a mere 46 votes in the final vote in the leadership election The political world has been in turmoil before Theresa May publicly sacked him on her first full day in charge. since the vote to leave the EU on 23 Is public shaming and dismissal June. But what can retailers learn from the right way to deal with a the crises and challenges our leaders problem employee, however? have faced? Tom Gockelen-Kozlowski THE EXPERT SAYS: If a member of your team is showing behaviour calls in the experts that you believe is damaging and disrupting to the work place, it’s wise to start taking action The dilemma: to either improve or remove this employee. Monitor then You live where give them targets, feedback and reviews – hire a corporate coach you work to work with them if you don’t have time. If their behaviour David Cameron and his family isn’t changing in a positive way lived in 10 Downing Street for then moving forward with your six years and – even though he company’s policies to release this resigned immediately after the unproductive employee is the referendum – the speed with best option. which Theresa May became prime minister surprised everyone. Diane Sheppard Within hours the Camerons had to Personal performance coach, be out of their home to make room Smart Leadership Training for the Mays. With so many store owners living above their shop, what happens when a retailer wants to hand over a business but stay in their family home? The dilemma: THE EXPERT SAYS: The dynamics of the new cabinet are very different You need to build from the typical boardroom, THE EXPERT SAYS: Generally, if particularly as they are pursuing a store is owned by leasehold a team a policy which many of them there will be an agreement for campaigned against, including the premises as one single unit ‘Brave’ and ‘risky’ are just two of the prime minister. People will so when the business is sold the the words that have been used to respond better if a task is framed seller has to move out of their describe Theresa May’s first Cabi- as an opportunity to succeed home too. There are exceptions net reshufe – where she disposed rather than a responsibility to to this, where the landlord with the so-called Cameroons prevent failure. At the Federation of Wholesale Distributors, we is willing to make different George Osborne, Oliver Letwin, arrangements or the buyer is only bring together wholesalers and Michael Gove and Nick Boles. By suppliers to make our sector a interested in the shop itself. If a putting prominent Brexiteers such store is owned as a freehold then place where talented people want a retailer could decide to only sell as Boris Johnson, David Davis to come and build a successful the goodwill of the business, but and Andrea Leadsome in jobs that career. That means giving them they’d have to make sure that the will put them at the centre of the a vision of an achievable goal store is securely separated from process of leaving the EU, she is and the skills and opportunities the living area. also making it known that the they need to reach it. pro-leave members of cabinet will Barry Frost have the responsibility of making James Bielby Property expert and managing director, good on their promises. Is this the Chief executive, Federation of Commercial Plus right way for a business to build a Wholesale Distributors team, however? Retail Newsagent 22 July 2016 27

THE EXPERT SAYS: I wouldn’t be The dilemma: surprised if over 60% of those who had worked in retail said Your staff have they didn’t trust or respect a boss at some point in their life. Yes, lost confidence you can always rebuild trust and respect – if you believe this is in you important for you to achieve the outcome and task you are being In the days following the paid to complete. The quickest referendum Labour MPs began first step is to admit your mistakes to openly talk of mutiny against and then advise your team how leader Jeremy Corbyn. Soon a vote you are going to move forward and of no confidence was called which turn this into a positive outcome. showed the embattled leader had You have to be trustworthy and lost the support of 75% of his MPs. respectful of others before people will trust and respect you. There have been many calls for him to resign but is there anyway to rebuild trust and respect as a Diane Sheppard boss once there’s this level of doubt Personal performance coach, and criticism of you coming from Smart Leadership Training your team? The dilemma: You need to communicate complex messages

What would Brexit mean for house prices, farming subsidies or even immigration levels? British voters never got to know the answers to these questions ahead of the vote – partly because everything was based on conjecture – but also be- cause politicians used slogans and soundbites (“Take back control” “£350m for the NHS”) and exagger- ated threats (“World War Three”) to communicate what we’re actually The dilemma: quite complicated messages. How You need to should they have done it? build new partnerships THE EXPERT SAYS: Retail marketing THE EXPERT SAYS: At the NFRN we legend Simon Sinek says people are making contact with the new buy because of the ‘why’. When During the 43 years that members of the government, you’re crafting your messages you Britain has been a member waiting to see which ministers should start here, and move onto of the EU it has never had get which briefs. As Brexit the ‘how’ you do it, then ‘what’ you to agree a trade deal with negotiations begin, we will be do. So, for example: ‘My business another state, as this has contacting them to engage them energises the local people of been done collectively in our members’ issues and to King’s Lynn (why) because we through the EU. Will Brit- make sure our members’ voices are convenient and our customer are heard. We always encourage ain be able to do this alone retailers engage with their MPs, service is exceptional (how) which again easily? It’s often said highlights our incredible range of police and crime commissioners fresh fruit and vegetables (what)’. that the best convenience and to make a noise too. After In a competitive and complex store owners are the ones all, retailers are voters too and market, starting with the ‘why’ who spend time outside politicians need to make sure their ensures your messages are more their store and put an needs are represented too. At the authentic than we might have seen emphasis on maintain- NFRN we work hard to facilitate in other walks of life recently. ing and encouraging close these meetings across the country. personal relationships Tom Mulready with suppliers and fellow Adrian Roper Marketing manager, Newtrade store owners. How do they Head of public affairs, NFRN manage to do it so well? 28 22 July 2016 Retail Newsagent INTERNATIONAL FOODS

‘Customers from overseas drive our sales’ Bimal Patel, who owns Londis Ferne Park Road in north London, has taken to stocking a full range of authentic Italian products which are popular with the Italian com- munity there. “There are a lot of Italian people living in this area. The range of foods A world of previous owners stocked to cater to them before we took over was small. We extended it to include Italian cere- British als along with tea and cofee brands these customers were asking for too customers and we have a one metre bay specifi- flavours cally for the range of Italian products who like The international food market is growing that we ofer so all the products are to try new together. We also cross merchandise but who’s buying them and how can you across the shop. ensure that your store becomes the place things and “The chilled range sells best, espe- experiment cially the fresh pasta and salamis. to go for new, exciting or even comforting “We get our products from a special- in the ist supplier, Salvo 1968, and although products? Rachel Barr finds out we have a full range, if a customer asks kitchen pick for something, as long as the supplier walk down any high street our most cosmopolitan cities. has it, we will order it in. will provide an indication of The challenge for any store owner them up too “More recently we have been the widening tastes of Brit- is working out what their opportu- extending our range of international A ish consumers – whether nity is – is it to be a convenient place foods to include traditional Spanish it’s the peri peri flavours of South for non-Britons to pick up home products from supplier Natco. It is not African chain Nandos or the more comforts or a local store just Italian [or Spanish] people buying than 1,600 Thai restaurants now that helps adventurous the products, British customers who operating in the UK. food fans brighten up Who’s Bimal’s like to try new things and experiment Add to this the fact that there are their meal times? RN supplier? in the kitchen pick them up too. almost eight million non-British- speaks to top retail- Based in Hertfordshire, Salvo “We also have fresh spices and born people living in the UK, and it ers to find out how 1968 works with producers and chapattis that are popular. People becomes clear that demand for new, they cater to brands from across Italy, supplying really enjoy going out for an In- interesting and authentic foods from their custom- everything from confectionery to dian dinner and want to have the around the globe exists far beyond ers’ needs. meats. And although the range is same experience at home.” aimed at Italian customers Bimal says non-Italians also buy from it and sales of Indian products are also increasing. Retail Newsagent 22 July 2016 29

Three key supplier tips ‘British food lovers are We are our best changing customers’ the shop around to Nyree Chambers, head of Rekha Joshi, who owns indepen- cardamom seed and turmeric. Along marketing for Grace Foods dent shop RM Local in Bishop's with these spices we stock every- accommodate UK, says it’s an “exciting Stortford, Hertfordshire, with thing you would need to make a time” for the international husband Mahesh Patel, opened meal – everything sells from snacks more foods market thanks to UK just 10 weeks ago but is already in to poppadum’. We have several dif- products customers’ increasingly- the process of remerchandising ferent suppliers but get a lot of our adventurous tastes. Over the shop because of the popularity products from Fudco. the past five years Grace of the international products. “Because this range has done Foods has organised “We sell the usual convenience foods so well we are changing the Caribbean Food Week to but 60 percent of our sales now come shop around to accommo- from sales of traditional Indian food. date more products. We Who’s Rekha’s celebrate and promote “Here in Hertfordshire, just 2% would also like to have supplier? food from this region. of the population is from an Indian a range of Chinese A supplier of Indian spices, background, so 90% of our custom- spices too, but without store cupboard essentials, fresh ers for the spices and other special- the same knowledge fruit and vegetables and even ist food we stock are British people of these foods it’s a health and beauty products, Fudco who love exploring new flavours and greater challenge. I’m is a Devon-based wholesaler and cooking curries. therefore speaking to distributor serving retailers “We have 63 diferent spices and customers to find out and restaurants in the UK the most popular are coriander exactly what they would and around Europe. powder, cumin, garam masala, black like to find in our store.” Stock the right brands With demand for authentic 1 world ingredients higher than What if your however. Premier Foods, for example, has ever, stock up on recognised, authen- launched new ‘world’ flavours, as part of it soup tic cooking ingredients and ready-to- customers aren’t brand Batchelors Cup a Soup range, including consumer products and your sales Thai-inspired Chicken and Sweet Potato and will soar. interested in Mediterranean-style Tomato and Red Pepper. Merchandise products clearly Jess Ali, marketing controller for Batchelors, Retailers can maximise sales international foods? says: “Although traditional British flavours con- 2 of new trends such as the pop- Serge Khunkhun says that customers to tinue to be popular in soup, ularity of coconut waters and Aloe his Premier in Woodcross, Wolvhamp- our insight tells us that Vera drinks by merchandising them ton, prefer to stick to mainstream consumers also want more together. Front of store placement is Italian and Indian products when eating exotic flavours.” also key to driving impulse sales dur- international food. Grace Foods, meanwhile, ing the warmer months. “We stick to the core range of bolognese sauc- launched two squeezy bot- Invest in ‘gateway’ products es along with Indian sauces and rice which sell tle condiments – Mexican Many people are using well. We have tried expanding the range before Smokey Jalapeno and 3 Jamaican jerk seasoning as the but we didn’t have the market for it,” he says. Thai Mild Sweet Chilli gateway to Caribbean food, spicing Mainstream brands are increasingly using – designed to bring new up everyday meals before going on much-loved formats and products to introduce flavours to meal times to discover the rich array of flavours a wider range of customers to new flavours, and barbecues. that Caribbean food has to offer. 30 22 July 2016 Retail Newsagent IN-STORE SERVICES Fancy a cuppa? Manny Patel wanted a new revenue stream and chose to install a coffee machine. Now selling more than 350 cups of coffee a week and making nearly £300 from associated sales, he says investing in a new service was the right choice for his business. Rachel Barr investigates

ike many independent retailers, lucrative services including an ATM, Londis retailer Manny Patel has the National Lottery and postal services, been searching for new revenue which reflects a national pattern in inde- L streams to ofset increasing busi- pendent stores. ness costs. Mintel research shows that, of consum- One of his most lucrative ideas this year, ers who use convenience stores, over half he says, was installing a Tchibo cofee (57%) have used an ATM over the past six machine that serves quality drinks in his months, while nearly 32% have used a Post 1,000sq ft Surbiton store. Ofce and 21% click-and-collect services. “I spotted a gap in the market because Manny says his free cash machine has nowhere else close by ofers this service, so helped increase footfall, with between I installed the machine to target the cofee- 100 and 150 people using it each day. It has to-go market,” he says. also helped him save around £150 in bank The investment paid of immediately, charges per month. attracting new custom from commuters, Again, the service attracts associated builders, parents and school children. purchases such as cigarettes. “We’re close to a mainline railway station “Customers use the cash they have just so we get people coming in on their way to withdrawn which lowers the charges I have use the machine. to pay from people paying by card.” “We’re also near to three schools and in Manny has also created his own services. Manny sells 350 cups of coffee the afternoons hot chocolate has become During busy periods, he noticed customers very popular with mums on the school run, visiting his store rather than going to the from his machine each month and with their kids who buy sweets with Post Ofce and stepped up his service. them. We sell around 350 cups every week.” “I bought a set of weighing scales for Manny says he also benefits from associ- parcels, and we get very busy at Christmas ated purchases. when people want to avoid the Post Ofce. “Many get something to eat too – for Last year we sold between 6,000 and 7,000 breakfast or a snack,” he says. stamps in December too.” He takes a percentage profit from cups With these services proving lucrative, sold, and if at least 50 cups are sold a day he Manny now plans to add hot food to go as takes a 60% share. part of an extension to his store. “With the extra items people buy it works “I am looking at selling hot dogs or out at about £40 more a day.” sausage rolls. Food-for-now services are very I spotted a And if sales remain consistent, he important, because everyone is so time- gap in the estimates he could earn £19,000 conscious nowadays.” in profit a year. It’s this need for quick convenient ser- market A free ATM helps cut Manny’s cofee machine vices that provides such a big opportunity the expensive card joins a number of other for independent retailers. l sales Manny makes Retail Newsagent 22 July 2016 31

INNOVATIVE SERVICES: 10 TRIED AND TESTED IDEAS

The importance of in-store services has been highlighted throughout the industry this year. At the IGD Convenience Retailing Summit, for example, Jerry Marwood, Blakemore Trade Partners managing director, said 52% of volume sales in his company’s most recently-opened store came from foodservice, while 30,000 cups of Costa coffee a week are sold in its stores. Here, we take a look at 10 innovative and popular services in readers’ stores.

Hot food to go Laundry £9. From target of £700 a week, he now Shingadia’s Londis Kuldeep Singh Lalli earns more than £3,000 from the range & Post Office, Premier Southglade, Bestwood and aims for the deli counter to earn £7- Southwater, West Sussex £8,000 by the end of the year. Kuldeep’s customers can wash and dry Ramesh’s hot food their clothes 24/7 with the Revolution has been a big draw Launderette in his carpark. It contains Postal service at the family’s flag- two washing machines and a dryer and Lorraine & Trish Lettley ship store over the users pay £4 for a standard 8kg wash or E J Teare Newsagents, Wellington, Somerset past two years. The £8 for an 18kg wash. Temperatures and bake-of and hot food spin cycles can be changed via a digital When Lorraine and Trish realised the area is strategically screen. For customers in a hurry, a spin cost of stamps was culling their greetings placed near the front in the 8kg dryer costs £1. cards sales they set up the Welly Post, a of the store, with local post service that delivers to roughly passing customers 12,000 homes around Wellington. More tempted in by the than 400 letters are now delivered at a sight and smell of cost of 30p every week, with thousands sausage rolls, chick- posted during the Christmas period. en wings, freshly baked pastries and other treats.

Parcel collection Party balloons Manish Patel Mark & Donna Dudden Best-one, Brighton Albany News, Cardiff

Manish Patel ofers the two-year-old Mark and Donna recently began ofering Pass My Parcel service, through which a balloon stufng service. For £5, custom- customers can have packages delivered ers can buy teddy bears or flowers, for Grind your own coffee to his shop, ready to be picked up at a example, inside balloons. Donna says she Guy Warner convenient time. He says the service has has seen a lot of repeat custom and the Warner’s Budgens, Winchcombe, Gloucestershire attracted new customers, with about service has created interest in their store, half of those who pop in to pick up par- as well as an additional revenue stream. The store ofers a self-service cofee bean cels buying additional products. grinding station where customers can choose from five diferent bean variet- Prescription pick-ups ies and grind as much as they require. Food delivery Joe Williams The service costs £2.39 per 100g and hot Sandip Kotecha The Village Shop, Hook Norton, Banbury water is also available to make fresh cups Londis, Cheltenham of the cofee customers have just ground. In-store services are integral to Joe Will- Recognising the popularity of delivery iams’ store and his prescriptions collec- apps, Sandip registered with takeaway tions is especially popular. Prescriptions Magazines ordering service Just Eat and ofers a are collected for customers from certain Paul Patel food-to-go delivery service. For a £2 surgeries nearby and brought to the store. WH Smith Local, Dibden Purlieu, Hampshire delivery charge and minimum £10 order, customers can access his full Paul uses Smiths News’ SNapp to get any food-to-go range along with desserts Foodservice of the thousands of magazines available such as luxury cheesecakes. “In our Bintesh Amin when customers request them – usually first week on Just Blean Village Londis, Kent the next day, if ordered before 3pm. This Eat, delivering just has made him the go-to place for any- food to go, we had After installing a deli counter in his shop one wanting a niche magazine. He also just over £400 worth earlier this year, RN columnist Bintesh reserves magazines for regulars. “Sales of of sales, with an av- Amin now ofers a selection of around 15 Leisure Painter have grown to more than erage spend of £14,” freshly-cooked curries from a local cater- 10 a month because people know they can he says. ing company, priced between £7 and come to me,” he says. 32 22 July 2016 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS

Vimto’s full of beans Riso adds Rice Cakes Tempt them with Tena treats Tangerine Confectionery has added Riso Gallo has introduced Rice Cakes to its SCA has launched ‘Tena treats’ – a Vimto Mini Jelly Beans to its range of brand portfolio. Varieties include Venere promotion that gives Tena Lady shoppers collaborations with the drinks brand. Rice Cakes and 3 Grain Rice Cakes, both of the chance to win one of more than a Flavours include strawberry and cherry. which have been popular across Europe. million prizes, including iPad mini 4s. RRP £1 for 160g RRP £1.15 for 100g pack RRP not given Outers not given Outers not given Outers not given Contact 01253 603 613 Contact 01904 728911 Contact 01582 677400

Add flavour to your range Benefit from Better Bars Limited edition JPS Coca-Cola European Partners is to launch The Better Inside Bar is the latest Imperial Tobacco has unveiled a series Capri-Sun Fruity Water next month. addition to Eat Natural’s Bars with of limited edition packs for JPS available Multipacks are available in Mango- Benefits range. It contains chicory root, in JPS Blue, Black, White, Silver and passionfruit and Blackcurrant varieties. dried apricot and coconut flakes. Menthol. RRP £2.99 (10-pack) RRP not given RRP £7.59 Outers not given Outers not given Outers not given Contact 08457 227222 Contact 01787 479123 Contact 01179 636636

First of the summer wines Flavour tops the agenda Soft drinks in demand Spar is introducing four new wines for Heinz is launching a Full of Flavour range AG Barr says its soft drinks will meet summer, a Provence Rosé, a Primitivo from which will come in wet pots, instant demand from students and young adults. Puglia, a Touraine Sauvignon Blanc, and a pots and instant sachets. Meals include The drinks company’s range includes Irn- Spanish Gran Reserva from Valdepeñas. Spanish Chorizo and Italian Pasta. Bru, Rubicon, Strathmore and Rockstar. RRP £8-£9 RRP 75p-£2.29 RRP not given Outers not given Outers not given Outers not given Contact 0208 426 3690 Contact 020 8573 7757 Contact 01236 852400 Retail Newsagent 22 July 2016 33

Nadia Alexandrou [email protected] 020 7689 3350 @NadiaAlexRN f facebook.com/retailnewsagent

Round up

NADIA ALEXANDROU Magazines reporter HOOK THEM WITH GREAT MAGAZINES If you’re looking to give your customers a reason to come through your door rather than the local Tesco Express, then magazines are a great tool. This is exactly what Perry Thaker, of Char- lotte Street News in London, has done for the Disney Junior favourite past 30 years, and for him, business is booming. “Those who buy quality magazines outside the mainstream tend to be passionate, loyal and high-spending customers. LION GUARD SPIN-OFF “Over the years, I’ve made it my priority to build up a range that best caters to them,” he said. Mr Thaker now specialises in four magazine IS A ROARING SUCCESS sectors: fashion, media, architect and design. However, he is always trying new things and Something is stirring, deep in the jungle... it’s Panini’s latest keeping on top of trends, and most recently he magazine, which follows the exploits of Kion, the son of Simba has started selling more food magazines. To help develop his range and client relation- A NEW MONTHLY magazine for girls and ships, Mr Thaker has set up a website and boys aged three to eight, the story follows regularly emails customers. Kion, the son of Simba. It is a spin-of “I always ask people for their email, which F allows me to notify them that their next maga- from the series The Lion Guard, which L R T A H E IF premiered in April and was the highest UNC E G zine has arrived, or suggest a new title to them.” rated TV series launch on Disney Junior. As I had a look at his very easy-to-use and THE LION GUARD professional-looking website, I was presented The magazine will have 36 pages filled On sale 28 July with stories, puzzles, crafts, posters and with a visual choice of categories: new arrivals, Frequency four-weekly exclusive this month and bestsellers – as well as competitions, as well as a sticker activity Price £3.99 sheet with every issue. Panini estimates the option of browsing by genre at the bottom. Distributor “I set it up last year and it was quite slow that unafliated and symbol group retail- Marketforce moving, but this year it’s really starting to pick ers will generate 51% of total retail sales, Display with Sofia the which equates to £91,570. The print run is First, Cbeebies Weekly, up,” he said. 80,500 and the magazine has a number Thomas Express Despite having roots in one of the most of retail promotions planned to help raise traditional trades for 30 years, Mr Thaker has awareness of the launch. embraced change and continues to adapt his magazine business to draw in customers – you can do the same.

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B R FROOTS UMPE The August/September issue of Froots is a bumper On sale 21 July special, and comes with a free compilation CD Frequency monthly containing 60 minutes of varied and hard-to-find Price £5.50 music. The majority of readers of the essentials folk, Distributor Seymour roots and rock music title are in the 35–55 age group, Display with Kerrang, educated and comparatively afuent. According to Mojo, Record Collector Seymour, this magazine generates £23,000 worth of retail sales value annually. This issue also features content on Dublin folk band, Lynched. C O N B M O UMPER PETI T I TAKE A CROSSWORD On sale 28 July This special summer bumper issue comes with an Frequency monthly eight page pull-out. Customers also have a chance Price £2.30 to win more than £10,000 worth of prizes in this Distributor Seymour issue. This includes a break to Venice on the Orient Display with Puzzler Express worth £5,000, £1,750 in cash and a holiday Collection, Take a Puzzle, for two in Madeira. According to Seymour, Take a Puzzle Selection Crossword has been the best-selling crossword title since its launch in 1993, and is also the second-big- gest puzzle title through independent retailers. F S R T Bestsellers PECI AL EE GIF ANIMAGIC On sale 21 July Shooting On sale in time for the start of the summer holi- Frequency monthly Title On sale In days, this special issue of Animagic comes with Price £4.99 date stock a collection of posters, puzzles and animal facts. Distributor Marketforce 1 Countryman’s Weekly 27.07 Several animal-themed gifts are also included, Display with Animals & comprising a stationery set, a phone sock and hair You, Pets 2 Collect, My Shooting Times & Country 27.07 2 extensions. This issue comes at a premium £4.99, Little Pony 3 Sporting Gun 02.08 compared to its usual £3.99, giving retailers the 4 Sporting Shooter 27.07 opportunity to earn more revenue.

27.07 O 5 Airgun World N T E SHO 6 Air Gunner 10.08 AIRLINER CLASSICS On sale 22 July The team behind the magazine series Airliner 7 Shooting Gazette 21.07 Frequency one shot Classics has produced a one shot that brings Price £5.99 8 Gunmart 15.07 readers highlights from the classic years of Distributor Seymour 9 Airgun Shooter 11.08 commercial aviation. The 100-page publication Display with Flypast, 10 Sporting Rifle 11.08 features illustrated articles paying tribute to Aeroplane Monthly, Flight historical aircrafts and airlines, with a particular International 11 Rifle Shooter 17.08 focus on British Midland, Fokker’s F28 and Brit- 12 Fieldsports 29.07 ain’s lost airports. 13 Shooting Sports 05.08 F L R T 14 Clay Shooting 25.08 BREATHE AUNCH EE GIF Guns & Ammo 30.09 15 Aimed at women who want to make time for them- On sale 28 July 16 Clay Shooter 20.07 selves, the title is a body-and-soul guide to a happier Frequency bi-monthly life. Covering wellbeing, living, mindfulness, cre- 17 Ishoot 26.08 Price £5.99 ativity and escaping, Breathe ofers solutions to ease Distributor Seymour 18 Combat Handguns 06.09 women’s minds, including guides to forgiveness, Display with Simple 19 Survivor’s Edge 26.04 gratitude and freedom from worries, healthy food Things, Flow, Women’s plans and craft activities. The first issue comes with Weekly Living Series 20 What Gun 05.08 a free ‘gratitude’ diary, writing paper and envelopes. Data from independent stores supplied by 25 YEARS 21st July 1991 Take a Puzzle LATER launches STILL THE NATION’S FAVOURITE

RN-StripAd-21July16.indd 1 14/07/2016 15:35 Retail Newsagent 22 July 2016 35

S F1 RACING PECI AL On sale 28 July Industry To celebrate F1’s 20th birthday, F1’s August issue com- Frequency monthly viewpoint prises a host of special features including an inter- Price £4.99 view with 1996 F1 world champion Damon Hill. Distributor Frontline Spike Figgett There will also be the first of a two-part feature look- Display with Speedway Publishing director, ing at the highlights of F1 since it began in 1996, Star, Autosport, Autocar H Bauer which concludes in the September issue. Frontline expects a 15% uplift in retail sales value for this issue.

F R T LOVE TO KNIT & CROCHET EE GIF The next issue of Love to Knit & Crochet comes On sale 22 July STILL FINDING THE covermounted with a six-piece knitting and crochet- Frequency monthly ing kit. The issue is summer-themed, featuring Price £5.99 RIGHT SOLUTIONS articles on seasonal must-haves including beach Distributor Marketforce essentials for diferent body shapes. There are also Display with Love to t is exactly 25 years since the launch three ideas for trimming flip flops, candy stripe bag Make, Knitting & Crochet, of our first puzzle magazine, Take a designs and baby knits. The projects are designed for Women’s Weekly Home Puzzle. It was considered ground-break- knitters at all levels, from beginners to experts, and ing at the time; A4 in size, printed in feature the latest trends in yarn. colour (ok, just one colour) and ofering I£10,000 in prizes. S It was a summer one-of designed to attract MODERN GARDENS PECI AL a diferent and younger readership than the The August issue of Modern Gardens includes 535 On sale 27 July traditional puzzle magazine format. And it ideas and tips, and reviews of summerhouses best- Frequency monthly succeeded – the first issue suited for laid-back living. This issue also contains a Price £3.99 sold more than 600,000 step-by-step guide to building a raised bed in just one Distributor Frontline copies. Top day, as well as how to hold a summer brunch party Display with BBC A quarter of a and ideas for garden ‘glamping’ (glamorous camp- Gardener’s World, century later, tip ing). Modern Gardens is aimed at people who want Garden’s Illustrated, Ideal Take a Puzzle is Try displaying the titles by to spend more time enjoying their outside space and Home and Good Homes still going strong brand and adjacent to Take less time working in it. and has also a Break itself. If space is been joined by a limited, cut your range succession of Take down to the proven O N T FOOTBALL 2017 E SHO a Break-branded sellers. From the team behind World Soccer, this one shot puzzle titles, which On sale 21 July issue provides football enthusiasts with a com- now command 35% of Frequency one shot plete guide to the new season in England with 132 the puzzles market and dominate the top 10 Price £4.99 pages of dedicated content featuring all 92 league bestseller list through independents. Distributor Marketforce clubs, from Arsenal to Yeovil Town. Elsewhere In preparation for an interview at Bauer, Display with World Soccer, in the issue, there’s the lowdown on all the new Four Four Two, When I bought my copy of issue one from a local signings, the fixtures including Premier League, Saturday Comes newsagent. Championship, Leagues One and Two, and the It had sold out but there was one copy that inside view on the new season from every club. the retailer and his wife had been solving. He sold it to me at full price! It was the best £1 I have ever spent. I got the job and joined B HISTORY REVEALED UMPER the editorial team that put Take a Puzzle The August issue comes with a copy of Horrible On sale 21 July together. Histories magazine. The addition is aimed at attract- Frequency monthly Following which, I have been lucky enough ing and engaging younger readers. Usually both of Price £4.50 to publish the title and its stablemates for the magazines would cost £7.75 together, but History Distributor Frontline nearly 20 years. During this time we have Revealed customers will be able to buy both titles at Display with BBC History, spent tens of thousands of pounds to support just £4.50. This issue of History Revealed covers the History Extra, History our sales through independents. killing of Caesar, Alfred the Great, 10 accidental dis- Today It has been money well invested and H coveries and the history of the Olympic games. Bauer will continue to value the relationship it has with newsagents into the future.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT MUSGRAVE MD NOEL KEELEY INTRODUCES HIS DEPOT OF THE FUTURE IN DUBLIN Plus, find out how the industry is helping retailers take advantage of the rise of fresh RETAIL NEWSAGENT and chilled, and get your store ready for the new school term in September NEWS ● CONVENIENCE ● PROFIT 36 22 July 2016 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini

DeAgostini Disney Frozen Shopkins Abatons Paw Patrol Build the Ford Mustang 29 100 8.99 Friendship Cards £4.99 Humans Stickers Activity Cards Build the Millennium Falcon 82 100 8.99 Stickers £1.00 Starter £5.99 Starter £2.99 Starter £4.99 Stickers £1.25 Stickers £0.50 Cake Decorating Relaunch 77 169 2.99 Cards £1.00 Dinosaurs & Friends 75 80 5.99 Jazz at 33 and third RPM 15 70 14.99 Simply Stylish Knitting 30 90 3.99 Star Wars Disney Tsum Star Wars Helmets Coll’n 15 60 9.99 Force Attax Captain Tsum Stickers Zippo Collection 24 60 19.99 Force Attax Starter £4.99 America: Civil Extra Cards £1.00 War Stickers Starter £2.99 Stickers £0.50 Eaglemoss Starter £3.99 Starter £2.99 Cards £1.00 Cards £0.50 3D Create & Print 80 90 6.99 Build A Solar System 49 104 6.99 Star Wars DC Comics Graphic Novel 26 60 9.99 Stickers Disney Cakes & Sweets 151 160 4.50 Starter £2.99 World of Doctor Who Figurines 77 120 7.99 Hero Attax Stickers £0.50 Official UEFA Batman Marvel Chess Collection 80 96 8.99 Starter £4.99 Euro 2016 Starter £2.99 Marvel Fact Files 175 200 3.50 Stickers £1.00 Adrenalyn XL Cards £0.50 Military Watches 64 80 9.99 Star Wars Starter £4.99 Star Trek Ships 77 78 10.99 Stickers Part 2 Cards £1.00 Starter £2.99 Hachette Match Attax Stickers £0.50 Zootropolis Starter £2.99 Art of Crochet 48 120 2.99 2015/16 Starter £3.99 Cards £0.50 Art of Knitting 79 90 2.99 Cards £1.00 Official UEFA Art of Quilting 30 90 3.99 Euro 2016 UEFA Art Therapy 71 120 2.99 Sticker Champions Collection Build the Mallard 100 130 7.99 League Starter £2.99 Build the U96 100 150 5.99 Official Sticker Lion Guard Dr Who Complete History 24 80 9.99 Collection Stickers £0.50 Match Attax Sticker Draw The Marvel Way 15 100 4.99 Starter £2.00 Extra 16 Collection Judge Dredd Mega Collection 40 80 9.99 Stickers £0.50 Starter £3.99 Starter £2.99 Marvel’s Mightiest Heroes 68 60 9.99 Cards £1.00 England Stickers £0.50 My 3D Globe 81 100 5.99 Trading Card

Collection RBA Collectables WWE Slam Attax Then, Starter £4.99 Amazing Dinosaur Discovery 74 80 5.99 Merlin Official Now, Forever Cards £1.00 My Little Pony My Zoo Animals 47 60 5.99 Premier Starter £4.99 Starter £2.99 Precious Rocks, Gems & Minerals 79 100 5.99 League Sticker Cards £1.00 Stickers £0.50 Collection Real Life Bugs & Insects 97 97 5.99 Starter £2.50 Cards £0.50 Frozen Sticker Collection WWE Starter £2.99 Collectables Stickers £2.99 Stickers £0.50 Shopkins Cards £0.50 Starter £2.99

DeAgostini Stickers £0.50

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Magic Box Zomlings Series 4 0.50 Star Monsters 1.00 Retail Newsagent 22 July 2016 37

Newspaper terms

Daily newspapers Margins/pence Saturday newspapers Margins/pence Sunday newspapers Margins/pence Sun 50p 11.15p Sun 70p 14.98p Sun £1.00 21p Mirror 65p 14.5p Mirror £1.00 21.00p Sunday Mirror £1.40 29.40p Mirror (Scotland) 70p 15.61p Mirror (Scotland) £1.00 21.00p People £1.40 29.40p Daily Record 65p 14.30p Daily Record 90p 19.80p Star Sunday 70p 15.47p Daily Star 30p 7.26p Daily Star 50p 12.085p Sunday Sport £1.00 24.3p Daily Mail 65p 14.50p Daily Mail 90p 19.26p Mail On Sunday £1.60 33.60p Express 55p 13.31p Express 80p 17.152p Sunday Mail £1.70 35.70p Express (Scotland) 50p 12.10p Express (Scotland) 80p 18p Sunday Telegraph £2.00 45.50p Telegraph £1.40 32.62p Telegraph £2.00 48.00p Sunday Times £2.50 52.50p Times £1.40 30.10p Times £1.50 35.25p Observer £3.00 73.50p FT £2.70 54p FT £3.50 79.10p Scotland on Sunday £1.70 39.95p Guardian £2.00 44.0p Guardian £2.90 63.80p Racing Post £2.60 61.00p i 40p 10p i Saturday 50p 12.5p Sunday Herald (Scotland) £1.70 35.70p i (N. Ireland) 50p 12.5p i (N. Ireland) 60p 15p Sunday Express £1.40 29.65p Racing Post £2.30 54.0p Racing Post £2.60 61.00p Sunday Post £1.60 33.60p Herald (Scotland) £1.30 29.90p Herald (Scotland) £1.70 39.10p Scotsman £1.50 33.75p Scotsman £1.95 43.88p Sunday newspapers Margins/percentage Sun £1.00 21.00% Daily newspapers Margins/percentage Saturday newspapers Margins/percentage Sunday Mirror £1.40 21.00% Sun 50p 22.30% Sun 70p 21.40% People £1.40 21.00% Mirror 65p 22.30% Mirror £1.00 21.00% Star Sunday 70p 22.10% Mirror (Scotland) 70p 22.30% Mirror (Scotland) £1.00 21.00% Sunday Sport £1.00 24.30% Daily Record 65p 22.00% Daily Record 90p 22.00% Mail On Sunday £1.60 21.00% Daily Star 30p 24.20% Daily Star 50p 24.17% Sunday Mail £1.70 21.00% Daily Mail 65p 22.308% Daily Mail 90p 21.40% Sunday Telegraph £2.00 22.75% Express 55p 24.20% Express 80p 21.44% Sunday Times £2.50 21.00% Express (Scotland) 50p 24.20% Express (Scotland) 80p 22.50% Observer £3.00 22.00% Telegraph £1.40 23.30% Telegraph £2.00 24.00% Scotland on Sunday £2.15 23.00% Times £1.40 21.50% Times £1.50 23.50% Racing Post £2.60 23.46% FT £2.70 20.00% FT £3.50 22.60% Sunday Herald (Scotland) £1.70 21.00% Guardian £2.00 22.00% Guardian £2.90 22.00% Sunday Express £1.40 21.18% i 40p 25.00% i Saturday 50p 25.00% Sunday Post £1.60 21.00% i (N. Ireland) 50p 25.00% i (N. Ireland) 60p 25.00% Racing Post £2.30 23.48% Racing Post £2.60 23.46% Herald (Scotland) £1.30 23.00% Herald (Scotland) £1.70 23.00% Scotsman £1.50 22.50% Scotsman £1.95 22.50%

Newspapers

Scale of third-party advertising insert payments Weight Watchers 16-17 July 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 1,105g 805g 55g 5 25g 0-69g n/a n/a n/a n/a n/a n/a n/a n/a Sunday Times 940g 610g 20g 2 10g 70-100g 1.5p 2.5p 2.57p 2.7p 2.15p 2.75p 2.65p 2.49p Mail on Sunday 850g 395g 115g 4 55g 101-200g 2p 3p 3.36p 3.3p 2.75p 3.35p 3.30p 2.77p Guardian 785g 250g 0g 0 0g 201-300g 4p 5p 6.09p 5.5p 5p 5.75p 5.66p 5.32p Times 720g 450g 10g 2 5g 301-400g 5p 7p 7.43p 6.7p 6p 7p 6.38p 6.65p 401-500g * 7.5p * * * * * * Mail 710g 260g 155g 5 60g Over 500g * 8p * * * * * * Sunday Telegraph 700g 390g 45g 2 35g * By negotiation Observer 625g 195g 15g 2 10g 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 To advertise in the Retail Newsagent classified section call 020 7689 3366 or email [email protected] CLASSIFIED (Please mention Retail Newsagent when replying to the advertisements)

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Back in the day No cover up of condom VIEW FROM THE crook’s pregnant pause COUNTER 100 I’m sure many poster in the YEARS AGO of you are con- shop window. with Mike 22 July 1916 stantly looking Shared Store owners in towns where for ways to get hundreds of Brown soldiers were training were your own back times on social advised to stock language on thieves who media the On Sunday 3 July, I took my paperboys on an manuals created especially for steal from your note, with the outing to Flamingo Land theme park on the out- those fighting on the battle- stores and make empty packet skirts of Pickering, North Yorkshire. Organised fields on mainland Europe. your lives that attached, read: by the northern district social committee we Books available were French much harder. “To the thief were part of a 150-strong party of news deliver- for the Front and The Active And Gary Hous- who stole the ers enjoying a day out. Service French Book. They both ton, manager of contents of A notorious 20 mile stretch of road known lo- contained “hints for learners” Pound Express this product, I cally as the Helmsley TT created a drama on the and “introductory phrases”. in Saltcoats in hope you man- way home when a collision between a motor- Ayrshire, may have come aged to give your partner a bike and a car blocked the road both ways at the up with one such solution: pleasant evening. However, top of Clay Bank. embarrass them. you have been caught on With the prospect of the road being closed 50 That’s what he did when CCTV. So if you come back in for several hours we decided to abandon the bus YEARS AGO someone stole the contents you will be reported to the and walk the children to a pre-arranged spot to 23 July 1966 of a box of condoms leaving police.” be picked up by their parents. In what was quite Having launched a nation- the empty package where Mr Houston told the Daily a tense situation the children behaved very well wide campaign to promote he found it. Fortunately, the Mirror: “I wanted to give the and everyone got home safely, albeit a bit late. their “bigger bars” J S Fry & whole incident was caught boy a red face about it. Most While we were enjoying ourselves at Fla- Sons were fined a total of £300 on CCTV and Mr Houston de- people can’t believe someone mingo Land another drama was unfolding at at Oxford Magistrates Court cided to humiliate the con- would steal from a pound Menzies’ new distribution centre at Wakefield, for selling bars that were too dom crook with an amusing shop.” which serves 8,000 customers and packs up to small. The company pleaded 18,000 totes per day. A major fire had broken out guilty to 12 summonses of sell- Choccy favourites revisited in the bakery next door and there was a serious ing Crunchie bars under a false risk to the Menzies operation. The assistant trade description. International Chocolate Day 5th: Treets (a 1960s golden manager, Paul Traynor, gave up his Sunday and (13 September) is nearly here, oldie), 4th: Fry’s Five Centre travelled in to set up a contingency plan of hir- and, if you’re from Liverpool, (no, we can’t remember it ing vehicles and distributing out of Shefeld. it’s time for nostalgia. either); 3rd: Flake Snow (a He even managed to contact NFRN news 25 We all have favourite flake but made with white operations manager Jerry Hayes so he in turn YEARS AGO bars you can’t get any more, chocolate); 2nd: The Texan could alert members to some possible disruption on Monday morning. Hats of to Paul and his 20 July 1991 and we’re sure some of us (the hellishly chewy 1970s team for their commitment and dedication. Newspaper sales were looking sometimes get misty-eyed ofering). And in first place The results of a parking survey were revealed healthy with RN reporting The remembering munching on came, Spira (Cadbury’s at a meeting I attended. What the businesses Daily Mail had increased its such a childhood treat. Well, classy milk chocolate bar wanted was completely the opposite of what Jan-June sale by 49,783 year on the readers of the Liverpool which the author of this the residents wanted. It was decided to try to year to 1,719,819. The Guardian Echo were given a chance ate four of during the 1991 purchase a small piece of land, turn it into a car rose to 431,423 during the same to vote for the sweet they European Cup final). park (75 places), charge a nominal £1 per day to period. However, Today contin- would like to see return to A Cadbury spokesman hopefully relieve pressure on the town centre. ued its fall and at 490,049 was UK shelves. told The Echo: “We never All sides agreed they wanted to ofer as much down 98,604 on the comparable Readers were given a say never to celebrating our free parking as possible to help maintain a 1989 figure. choice of 12 and – drum roll old favourites, so watch this please – the top five were: space.” vibrant high street.

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