If you’re not doing chilled properly, you’re doomed A tour around Peter Robinson’s latest shop STORE LOOKBOOK Page 8 RETAIL NEWS THAT MATTERS l £2.40 l 17.02.2017 » We’ll help you tap into Tesco expertise l Systems, support and range advice will help strengthen independent retailers l Exclusive interview with Booker chief exec Charles Wilson and retail MD Steve Fox Page 6 »

things driving your magazine profits in 2017Vol 128 No 07 Page 36 » FOR TRADE USE ONLY +9 07 2 17 February 2017 RN CONTENTS Shaping the future What’s the future of independent retail for premium since 1889 tobacco? Page 32

Editor Associate editor News editor Chris Gamm Chris Rolfe Gurpreet Samrai @ChrisGammRN @ChrisRolfeRN @GurpreetS_RN 020 7689 3378 020 7689 3362 020 7689 3386

Features editor Reporter Reporter Tom Gockelen-Kozlowski Charlie Faulkner Dave Songer @TomGK_RN @CharlieFaulkRN @DaveSongerRN 020 7689 3361 020 7689 3357 020 7689 3358

Reporter Head of production Senior designer Jennifer Hardwick Darren Rackham Anne-Claire Pickard @JenniferH_RN @DarrenRackhamRN 020 7689 3391 020 7689 3350 020 7689 3373 “We know you don’t force a

Designer Account managers Marketing executive retailer to do something they Emma Langschied Marta Dziok-Kaczynska Keelan Farley 020 7689 3380 020 7689 3354 020 7689 3356 don’t want to do ” Production Erin Swanson Financial controller coordinator 020 7689 3372 Parin Gohil Booker chief exec Charles Wilson Page 6 Billy Allen Marketing manager 020 7689 3375 020 7689 3368 Tom Mulready Managing director Director of sales 020 7689 3352 Nick Shanagher Mike Baillie Marketing executive 07966 530 001 020 7689 3367 Tom Thorn HEADLINES Account director 020 7689 3384 Will Hoad 020 7689 3370 4 BREAKING NEWS 20 WHAT’S NEW? How do symbols’ FSA food Kent produce in focus hygiene ratings stack up? If you do not receive your copy of RN please contact Tom Thorn 22 PRICEWATCH on 020 7689 3384 or email [email protected] 6 RN INTERVIEW Benchmark your red wine prices

Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper Booker’s Charles Wilson and Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT Steve Fox on the merger roadshow Audit Bureau of Circulations July 2015 to June 2016 average net circulation per issue 13,316 8 STORE LOOKBOOK OPINION

Annual Subscription Peter Robinson’s new Londis UK 1 year £150 Europe £302 18 YOUR NEWS 12 SYMBOL NEWS 2 years £237 Rest of world £354 Retailers beef up store security 3 years £333 New forum for influential c-stores To subscribe contact 020 7689 3384 24 YOUR VIEWS 13 PROPERTY PERSPECTIVE Your letters, comments Newtrade Christie & Co’s Steve Rodell 11 Angel Gate, City Road, London EC1V 2SD and tweets of the week Tel 020 7689 0600 14 PRODUCT TRENDS email [email protected] Organic goods driving growth RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is How to wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. 15 BRAND SNAPSHOT Retail Newsagent is editorially independent of the NFRN and opinions, comments and reviews included are manage not necessarily those of the Federation and no warranty for goods or services described is implied. News from 12 big brands Reproduction or transmission in part or whole of any item from RN may only be undertaken with the prior written agreement of the Editor. shop-saves

Contributions are welcomed and are included in part or whole at the sole discretion of the editor. 17 NEWS & MAGS Newtrade accepts no responsibility for submitted material. Every possible The magazines in growth Advice Centre Page 35 care is taken to ensure the accuracy of information. For trade use only RN 17 February 2017 3

Follow RN Follow RN Email & Visit the TALK f on Facebook on twitter phone RN website facebook.com/ThisisRN @ThisisRN for expert advice to email [email protected] www.betterretailing.com/RN TO RN to have your say on the latest news help you grow your sales tel 020 7689 0600 extensive galleries and news WELCOME

What links all three reader groups is your engagement, hunger to learn and constant search for new opportunities

MY BIGGEST CHALLENGE hen planning the changes we made YET to RN in December, one key factor Page 8 was understanding who our read- Wers are and what information they want from us now and in the future. We identified three groups: ambitious convenience stores, news specialists and influential NFRN retailers. Editor We aim to give all three groups value every INSIGHT Chris Gamm week you can’t get anywhere else, and this is- @ChrisGammRN sue is a great example. 26 DIGITAL 020 7689 3378 It features an exclusive interview with Part two of RN’s three-part Booker’s chief executive Charles Wilson and guide to setting the right retail managing director Steve Fox about the digital strategy message it has been sharing with retailers on its merger road- 29 COLUMNIST shows, and how they will help independent retailers grow by Paul Baxter on retail crime tapping into Tesco’s retail expertise and click & collect net- work. 32 PREMIUM TOBACCO For news specialists, RN is the only place to find newsstand- Why it’s still important only data. We remove bulk copies to provide insight on what is 35 ADVICE CENTRE truly happening in the news and magazines categories. How to manage shop-saves This week our data experts have analysed the six-monthly magazine ABC circulation results and identified nine trends 36 MAGAZINE ABCS that are driving profits in your store. Exclusive analysis of the For our third reader group, ahead of next week’s NFRN na- latest results plus nine tional council meeting, this week’s Lookbook features national trends to focus on Many MPs don’t appreciate the true councillor Peter Robinson’s new store. Chief executive Paul 41 THIS WEEK IN Baxter also writes about the key issue on next week’s agenda – MAGAZINES scale of retail crime raising the profile of retail crime. £1m launch of but we intend to What links all three reader groups is your engagement, hun- Assassin’s Creed rectify that ger to learn and constant search for new opportunities. I’m NFRN chief executive, confident you’ll find plenty of ideas over the next 48 pages. Paul Baxter Page 29 4 17 February 2017 RN BREAKING NEWS Government RN research discovers indies lagging behind multiples ‘The key is to keep it simple’ ‘should cut all rates’ Show you take food hygiene The government should help all retailers by reduc- ing the total amount of revenue it collects from seriously, c-stores warned business rates rather than increasing the number of Shane Woolston, of businesses exempt from by Toby Hill and Gurpreet Samrai Budgens Aylsham, said: Symbol and franchise groups the charge, a rates expert “We pride ourselves on has said. [email protected] our food hygiene, and in Group Stores % scoring Average John Webber, property a previous survey came rated 4 or 5 rating agency Colliers Interna- Independent retailers must demonstrate they fourth out of 180 Budgens tional’s head of rating, said stores in the UK. The coun- One Stop 845 93% 4.64 most convenience stores are taking food hygiene cil give us a pack and a Budgens 129 91% 4.53 no longer qualify for small seriously to improve their ratings, a retail specialist guide we can follow. business relief because “It helps us organise all Mace 587 85% 4.41 their rateable value is above has warned. It comes as RN the diferent sections and 21 81% 4.28 £15,000. research shows an average Family Shopper 74% of symbol and franchise make sure we have put “There aren’t many Bargain Booze 261 81% 4.16 stores are achieving high processes and procedures convenience stores that in place.” are below that threshold so ratings, compared to 98% of Go Local Extra 19 79% 3.95 multiples. It comes as new legis- most of them are going to Spar 1,841 78% 4.22 The research, based lation for the mandatory get hammered,” he said. display of food hygiene Meanwhile, a symbol re- on the Food Standards Premier 1,051 77% 4.20 Agency’s food hygiene ratings is set to come into tail development manager force in Nisa 631 75% 4.08 has launched a petition ratings, found England Londis 627 74% 4.02 calling for the government in 2019. to “dramatically reduce” One Stop and Frank Costcutter 670 69% 3.88 business rates for small Woods, stores. Budgens Lifestyle Express 148 67% 3.86 stores retail “Independent stores are and Best-one 312 67% 3.77 fighting hard to survive had the highest whole- Today’s 58 62% 3.88 and this would help level sale spe-cialist at NFU the playing field,” said peti- number of stores scoring four and five, Mutual, told RN retailers Simply Fresh 14 36% 3.07 tion organiser Richard need to act now after its Shorney. at 93% and 91% respectively. Andrew King, One Food Hygiene Rating Stop franchise director, Report shows 44% of How the big four compare said: “The key is to keep shoppers would turn away Imperial’s it simple. Our operating from their favourite places £10k prize model enables our to buy food if a rating of less Sainsbury’s 1,147 99% 4.96 franchisees and their than four was on display. Tesco 1,949 99% 4.89 Retailers could win up teams to run store routines “There’s a standardised to £10,000 from Imperial more efciently. This process for big companies Asda 460 98% 4.85 Tobacco by purchasing to- so their ratings seem to be allows them to concentrate Morrisons 424 97% 4.83 bacco products in February on what’s important – higher more consistently,” and March. developing their people, said Mr Woods. “I don’t The company’s prize spending more time with think that’s surprising to invest more to get the got time to take action and draw, which includes customers and staying safe because they are resourced best score they can. For do the things that need to runner-up prizes of £3,000 and legal.” and a large retailer is going smaller retailers, they have be done.” and £2,000, automatically enters retailers who buy 30g or 50g pouches of Gold Leaf or GV Bright Yellow from participating wholesalers. ID abuse should be a crime: NFRN The first draw will give The NFRN is calling for “If you assault a police ofences including common the newstrade and the the winning trader £250 the creation of a criminal ofcer there is a specific assault, racial abuse, ABH growing importance of sub- credit on all Imperial To- ofence for the assault and ofence for doing so. and GBH on a shop worker retailing. bacco products. abuse of shop workers when “We believe that it is when asking for proof of The federation says it George Tucker, Imperial asking for proof of ID. time shop workers were age.” receives “many” requests Tobacco communications Members will ask equally protected,” said He added anyone found for more information on manager UK and Ireland, government minsters chief executive Paul Bax- guilty of the ofence should making the move into said the initiative, which to support the ofence’s ter. The NFRN calls for face “hefty punishments”. sub-retailing and will be also gives a £1 discount per creation during the a specific ofence to be As well as the impact of discussing what support is outer, was “a win-win for federation’s national established to protect shop retail crime, the council available. UK retailers”. council meeting next week. workers for a range of meeting will focus on l Paul Baxter column - p29. RN 17 February 2017 5

Chief executive says merger would bring benefits ‘There will be interesting opportunities’ Illicit trade is being We’ll tap in to the best of fuelled by Facebook Social media is fuelling the Tesco says Booker boss illicit tobacco trade, an intel- ligence coordinator has said. Graham Mogg, chair of by Gurpreet Samrai the Anti-Counterfeiting and Chris Gamm WHAT IT MEANS FOR YOUR GROUP Group (ACG) and the Nation- [email protected] al Markets Group, told RN although tobacco was slower Booker will tap into Tesco’s to be openly advertised systems, support and through social media in range advice to help in- Martyn Parkinson – comparison to other goods, dependent retailers, chief Premier brand director illicit trading became a more “Being able to use the executive Charles Wilson scale of the fresh and significant issue last year. has told RN. chilled offer in Tesco to The ACG has been work- In an exclusive inter- improve the offer and ing to target counterfeit view after completing distribution in Premier.” goods sales through Face- three stops on the whole- book and Instagram via its saler’s national roadshow, Operation Jasper initiative, Mr Wilson said a key which launched in 2015. message has been that Rob Butler – head of “We’ve had four Operation Family Shopper it is committed to using “It will make their Jaspers and it wasn’t until the deal to strengthen business stronger, and Jasper three and four that Premier, Family Shopper, fundamentally ensures we began to notice a real Budgens and Londis. we will prosper and problem with tobacco Danny Wilson: made ‘a very good continue to develop in all “Booker has got real aspects.” across those platforms,” he wholesaler expertise, case’ for merger benefits said. which we want to preserve “The counterfeiters are and grow. Tesco has retail Some of the benefits with Tesco. infiltrating community expertise and bringing cited by Danny Wilson Charles Wilson said Martin Swadling – groups to sell counterfeit some of the benefits across included orders being Booker is also working on Londis brand director goods, which causes a lot to all independents is automatically generated, its food to go ofer, which “By delivering improved of problems for those com- something that will help management accounts could be further strength- choice, price and service munities.” for our customers we them,” he said. being prepared including ened by the merger. will ensure they are able Referring to last week’s VAT, sales and purchasing, “We are doing a lot of to thrive now and in the RN Store Lookbook, Mr and mission-based promo- work on how we help all future.” Food costs Wilson said One Stop re- tions. retailers with food to go tailer Danny Wilson made He added some of One and RN readers will see big impact a “very good case” for the Stop’s systems have helped the fruits of that in the benefits Tesco can bring. improve efciencies and next three to six months,” Mike Baker – Budgens on finances “On the front page of last reduce staf costs. he said. “There will be brand director UK shoppers believe the “Through lower whole- week’s RN, Danny shared Linda Sood, of Premier interesting opportunities, sale prices and access price of food will have how some of the systems, Falcon News in Ports- working with Tesco, for ex- to better banking rates the most impact on their support and range advice mouth, told RN she would ample, on cofee machine the proposed merger will financial circumstances in have been helpful. We can be interested in finding contracts. If you’ve got allow Budgens retailers the next year, a new report to offset the increased take some of that from out what systems could be scale you can get a much costs of running their has shown. Tesco to help our retailers,” introduced, but is worried better deal.” businesses.” A survey by the IGD he said. about data being shared l Full interview – p6. reveals two thirds of shop- pers believe it will have an impact. Cooking from scratch or with leftovers, ‘Retailers won’t be forced’ says Wilson which 83% surveyed claim “It’s their call. If they don’t afliated stores this week. help you have a better con- a result of the deal, Mr to do, tops the list of things want to do it, we know you It comes after retailers sumer experience and Wilson said Booker is also shoppers do to save money. don’t force a retailer to do told RN they don’t want actually make you more committed to getting bet- “While the reduced shelf something they don’t want to be turned into holding profit’. ter prices for retailers. may not have been first to do.” sheds for Tesco stock. “We’ve got systems to “Retailers are right to say point of call previously, That was the message “It’s their shop, it’s their make sure everything is with Tesco’s buying scale today’s shoppers are not from Charles Wilson as stock, it’s their staf,” Mr streamlined and seam- we should be able to do a only actively using it, but he addressed retailers’ Wilson told RN. less.” better job for their custom- timing their shopping concerns about plans to ex- “We’ve got to make the Following speculation ers and for retailers as around it,” said Vanessa pand Tesco’s click & collect case and say ‘we think this about the cost savings well,” he said. “Yes, we are Henry, shopper insight network to 8,000 Booker- will give you more footfall, retailers could make as committed to that.” manager at IGD. 6 17 February 2017 RN RN EXCLUSIVE

RN Three roadshows in, how have your meetings with retailers gone and what has your message been? CHARLES WILSON They’ve gone well. We’ve had a lot of retailers show up. We’ve been saying, by merg- ing with Tesco, we’ll form what will become the UK’s leading food business. That will help con- Behind sumers, our retailers, suppliers and our colleagues.

STEVE FOX Retailers have gone away positive. We’ve had some fantastic feedback and think they’ve really appreciated the opportunity to ask the scenes questions and have them answered on the day.

RN What questions have retailers asked? CW We’ve been asked absolutely everything, from how do we do at Booker better with Londis, Premier, Family Just weeks after its merger with Tesco was announced, Shopper and Budgens to how would Booker’s senior management is busy meeting retailers click & collect work? Can we get around the UK to explain why the deal is good into banking? How will we get a stronger private label ofer? What news for them. Chief executive Charles Wilson and does it mean for consumer pricing managing director – retail, Steve Fox, took a break to and trade margins? We’re trying to understand any issues and concerns give Chris Gamm and Gurpreet Samrai an exclusive our retailers have got, so we can come back later and say ‘this was the update on the decade’s biggest retailing story question – here’s the answer’.

SF We keep talking about helping them improve choice, price and service and it’s just putting that into something tangible. That’s what they’re looking for. When we talk about service, they’ve asked us about things like banking and the services this merger could bring.

RN Will it be hard to convince independent retailers to hold onto Tesco stock for click & collect? CW We understand it’s their shop, it’s their stock, it’s their staf. We’ve got to make the case and say ‘we think this will give you more footfall, help you have a better consumer experience and actually make you more profit’. We’ve got a whole load of systems to make sure everything is streamlined and seamless. But overall, so long as it makes their business better, most of them would be very much up for increased foot- fall and income.

RN What would you say to retailers who are worried about becoming a holding shed for Tesco stock? CW It’s their call. We’ve got to dem- Steve Fox onstrate it’s good for their business. Charles Wilson If they don’t want to do it, we know you don’t force a retailer to do some- thing they don’t want to do. RN 17 February 2017 7 RN EXCLUSIVE

RN Have you received any negative feedback? CW There’s bits, as you’d expect. We’ve had relationships with some of these retailers for 30 or 40 years and when you get a major change like this, it’s only natural for them to say ‘what about this’ or ‘have you thought of that’. On the whole, I’ve been very impressed and pleased with the spirit with which most of the retailers are asking us about this.

SF Once they understand we’re a wholesaler and Tesco is a retailer, and they’re going to be served by their wholesaler, they see that as positive. Once they get that under- standing of the deal, they go away very positive. Charles Wilson answers CW Dave Lewis has made it very clear questions from retailers – Booker has got real wholesaler ex- on the Booker/Tesco pertise, which we want to preserve merger at a roadshow in and grow. Tesco has retail expertise Leicester last week and bringing some of the benefits across to all independents is again something that will help them. I some of the systems they’ve got and RN Tesco is buying into your really think when they understand mobile in Tesco? So across all the foodservice expertise. How are that it takes a lot of the worry away. Premier, Family Shopper, Budgens you helping retailers improve their and Londis stores, we can see oppor- foodservice offer? RN Has anyone indicated they don’t tunities on choice, price and service CW We are doing a lot of work on want to work with Tesco? that will help their business prosper how we help all retailers with food CW We have seen hundreds or thou- in a challenging environment. to go and your readers will see the sands of retailers and, interestingly, fruits of that in the next three to yes, probably two people have raised RN This is the second big change for six months. It really is a great this. But after the roadshows, I think Retailers are Budgens and Londis retailers in just opportunity for independent both of them were giving us the right to say, over a year. Do you worry it may be businesses. There will be interest- benefit of the doubt. one too many? ing opportunities, working with with Tesco’s CW No, Londis and Budgens business- Tesco, for example, on cofee ma- RN What retail expertise do es are the strongest they have been chine contracts. If you’ve got scale you hope to pass from Tesco to buying scale, in probably a decade. Since coming you can get a much better deal. Also, independents? should we into the group, we’ve seen recruit- some of the delivery solutions we’ll CW It will take us time to learn that. ment go up, and retailers are saying be able to ofer as a larger group will On the front page of last week’s RN, be able to sales and margins are stronger under help. One Stop retailer Danny Wilson Booker. We’ve made progress in the shared how some of the systems, sup- do a better last two years and are expecting this RN You said earlier it is business port and range advice have been help- job for their to continue in the next two. Booker as usual, so how is the Premier ful. We can take some of that from is not going to be standing in the app development coming along? Tesco to help our retailers. Credit to customers corridors talking about Tesco as SF The trials with Sam Coldbeck Danny Wilson, he’s made a very good this goes through the competitions and Mandeep Singh are going very case for the benefits it can bring. process. well. It’s certainly helping drive more footfall into those two stores RN What’s the biggest challenge RN Will retailers get better prices and increase basket spend so we facing each of Booker’s symbol from the merger? will be moving it forward. We will groups that the deal will help CW We’re expecting that choice, price look to expand that in the very address? and service will improve. Retailers near future. CW Rates, the National Living Wage are right to say, with Tesco’s buying and pension auto-enrolment have scale, should we be able to do a better CW I’m also about to sign of £250,000 all gone up. At the same time, core job for their customers and for retail- assistance development on it. categories like news, magazines ers as well. Yes, we are committed and tobacco have declined. That’s to that. RN Will it be rolled out across the helped us say ‘have you got the best other groups? choice?’. Will it strengthen our fresh RN Do you think the deal will lead CW Ultimately, the technology ofer? We think it will. Will it ensure to further consolidation within the we are developing is with Premier. you have even stronger Mega Deals? industry? But I think, over time, you will That’s what we’re really looking CW Yes, it wouldn’t surprise me. I see very powerful technology to get. Can we do more in terms think you’ll see this is the shape of become available to all independent of banking, electronic payments, things to come. retailers. ● 8 17 February 2017 RN STORE LOOKBOOK Peter’s stores have served the community for decades

t’s a bold move to rent a former expectations have changed a lot and it’s a competitor’s store – but to take over case of working out what your customers a business just for its staf – who are want. It’s a gradual process.” I then moved to an entirely new site – The importance Peter places on chilled takes an extra level of guts. But this is just and fresh is what motivated his transfer what retailer Peter Robinson has done to of all four of his stores to Londis last Set for give his new 3,000sq ft store in Pembroke August. Dock the best chance of success. “My reasons for switching were purely Peter’s retailing career began in his to get a wider fresh range, and you get parents’ Pembroke newsagent after he longer dates on food, too,” he says. left school, before taking on the business Londis sent a merchandiser to help in 1994. He opened a second store in him with the displays, and Peter says the 1997 (which later closed), then bought group has been very helpful in advising a big another in 2006 and a third in 2014, all in him on a product range tailored to each of Pembroke and Pembroke Dock. his businesses. Over the decades, his business has “It’s been a very smooth process and, so shifted from being primarily a newsagent far, trading has been very encouraging. to focusing on chilled and fresh food – We are still getting to know the range and reflecting a change in retailing that is the operations, but we certainly hope to mirrored around the UK. Tobacco and see a turnover increase.” news and magazines are still key cate- Londis is also helping Peter set up future gories for him, alongside alcohol, but and operate his new 3,000sq ft conve- Pembroke retailer Peter Robinson such is the strength of this change that nience store. It’s a size of site he was keen Peter has been inspired to fundamentally to add to his portfolio – the new store is has spent decades adapting to the evolve the business model he first more than 1,200sq ft bigger than his other inherited from his parents. stores. rise of convenience. Now, with a “Convenience has changed dramat- “You always wish you had a bit more new team behind him, he’s ically in the past 10 years. Chilled and space for wider aisles and room to build a fresh is the way the market has gone perfect display of alcohol or whatever else ready to meet his biggest challenge and, if you’re not doing it properly, you’re you want to highlight. yet – a new 3,000sq ft store. doomed. “Our food ofer is going to be extensive,” “You’ve got to have a really good, he adds. “It’s designed to be a destination Jennifer Hardwick reports credible range of fresh food. People’s convenience store.” RN 17 February 2017 9 It’s crucial to keep your store fresh. You need to be up-to-date to keep your trading advantage.” PETER ROBINSON

£350k Peter Robinson’s investment in his new Londis Peter’s team is using insight store from Londis to ensure shelf space is fully utilised in the new store

“Chilled and fresh is the way the market has gone and, if you’re not doing it properly, you’re doomed”

INFORMATION Location 5-7 Dimond Street, Pembroke Dock, SA72 6JA Size 3,000sq ft Weekly turnover £65,000 - £70,000 Average basket spend £4 810 17 February 2017 RN STORE LOOKBOOK Peter’s goal is to build a thriving business in a building that has lain dormant for a decade. He paid £250,000 for the building at auction and has had to make significant investment to “bring it back to life”, including a new roof, new electrics and new plumbing, as well as a £100,000 refit. But it is his approach to stafng – bringing in a team he trusts will make his store a success – which gives him the ultimate confidence in this store’s future. “It’s fundamental to get a good team together,” he says. “When you open a new store you need to have staf who have either worked with you at other shops or are very experienced somehow. If the store is new and the staf are new too, it’s a huge challenge,” says Peter. The additions take his overall staf count up to 50 and, with a new store and new symbol group in tow, it highlights the exciting future that Peter sees for his business – 31 years on from his first day’s work. And with the industry more dynamic than ever and shoppers’ expectations constantly A sales assistant stocks up rising, he knows this latest step in the journey can’t be his last. “Change is inevitable,” says the chilled food to go display – Peter. “Embrace it.” l a key category in Peter’s new store

READY TO GROW BUT NERVOUS ABOUT TAKING THE NEXT STEP? Our team will offer all the help you need, every step of the way. Get in touch and make it happen.

01543 363 003 openaonestop.co.uk

Alcohol is a core seller in Peter’s store

Want to see more of Peter’s store? Go to betterretailing.com/peter-pembroke-dock

RN 1/4 page vertical.indd 1 10/02/2017 11:45 RRP: For the avoidance of doubt, retailers are free at all times to determine the selling price of their products.

www.imperial-trade.co.uk

For Tobacco Traders Only

RN page ad.indd 1 08/02/2017 14:23 12 17 February 2017 RN SYMBOL NEWS Threat to Leading retailers first to sign up for expert support Expect ‘broad spectrum of whole market’ 30 Budgens More than 30 Budgens stores face an uncertain Stay competitive is new future after the company behind them announced it has gone into administra- tion last week. forum’s top line mission Food Retailer Operations Limited (FROL), which by Charlie Faulkner “It’s important to be ahead acquired the 34 stores from [email protected] of the game. By constantly Co-op in July last year, looking at what else is out employs 872 people and A new forum has been there you stay on top,” said Mr holds the leasehold interests launched for store owners to James. in a further 36 non-trading help them remain competitive “It allows access to other stores, two non-trading and at the forefront of influ- groups. In the past, when I’ve properties and the head of- encing the grocery agenda. belonged to symbol groups, fice of the former Somerfield The Independent Retail you work in a silo. This allows business. Owners Forum (IROF), us to have a broad spectrum of Mike Denny, joint founded by retail expert Scott the whole market. It’s a more administrator at PwC, Annan, has been created holistic approach.” said: “FROL has faced sig- to enable 25 top retailers Retailers who join the nificant headwinds in the to share best practice forum can take part in a study form of pricing pressures, and optimise their sales tour to Japan and Hong Kong intense competition and potential. this year to meet and learn structural change across “It gives members from top-performing c-stores. the food retail sector.” the opportunity to meet “These are two of the most other leading retail- exciting markets – they are ers a number of times a year advanced in technology, in and benefit from working their ofering, their logistics, together,” said Mr Annan. their use of data and customer “It’s about ensuring finan- rewards and loyalty schemes,” cial betterment of independent said Mr Annan. “They are de- retailers. Members will be livering what customers want exposed to best and diferent and in significantly smaller NEED TO practice from some of the top spaces than UK retailers.” markets around the world.” The initiative is backed by Sixteen retailers have al- RN publisher Newtrade, as its CHANGE BUT ready signed up to the forum, insight partner. including Jonathan James, l Retailers interested in the owner of 110 franchised con- forum should email Mr Annan at WANT TO venience stores. [email protected] KEEP YOUR Selley takes FWD reins STORE’S GOOD Newly appointed Federation of his predecessor Martin Wil- Wholesale Distributors (FWD) liams to integrate foodservice, chairman Andrew Selley has Mr Selley – the first chairman REPUTATION? vowed to build on relationships in the FWD’s 98-year his- with suppliers while helping tory to come from foodservice With expert advice you could take it to the to navigate members through distribution – said he intends next level. Get in touch and make it happen. Brexit and other industry to focus on further building pressures. and maintaining relationships Mr Selley, chief executive across all areas of the sector. of Bidvest Foodservice, said “I am not going to lose sight Brexit will be a “predominant of the fact that we represent 01543 363 003 theme” and he is focused on retail wholesalers and conveni- raising the FWD’s profile and ence store customers among openaonestop.co.uk promoting its work to the others, but, as a foodservice government. representative, I probably have “We encourage our mem- less-developed relations bers to know their MPs and hips with tobacco to make sure they know their or beer suppliers, issues,” said Mr Selley. “It is not for example, so it always about the big story – it is about raising is about the local story too.” their profile in our Following the work done by business as well.” RN 17 February 2017 13

The property perspective Steve Rodell A lesson from the pub trade When Tesco announced its proposed merger with Booker, it also revealed what could be the biggest shake up of the convenience store sector this decade. Here Steve Rodell, managing director, retail, at Christie & Co, looks at the implications for the sector

lthough it took the sec- Budgens, Premier, Londis and Fam- owned Booker-supplied stores. tor by surprise, it is an ily Shopper, and can (in most cases) They could use this knowledge extremely tactical move change suppliers at any time. How- to identify stores which may be Aby the supermarket giant. ever, some of these stores may have profitable as a directly-managed One By diversifying its portfolio into taken received fit-out contributions Stop or Tesco Express. Alterna- deeper rungs of the supply chain (like free trade loans in the pub tively, would Tesco try to incentivise while simultaneously acquiring industry) with Booker in return for independent retailers to move over links with thousands of indepen- a wholesale supply agreement for to the One Stop franchise model dently-owned convenience stores, a certain period of time while also Independent where they can then benefit from its power in the grocery retail gradually paying of the loan. For franchise fees and supply deals? sector has suddenly surged. The the convenience stores that may be retailers have Any such switch could poten- ripple efect from this will be felt tied to Booker in this way, which is tially be sold quite easily to retailers. throughout – and beyond – the not estimated to be many, they are been fiercely Not least because it could lower industry. indeed in a similar position to the competing their supply costs and so ofer more Such a move isn’t completely independently-owned pubs which competitively priced goods. unheard of. We’ve seen this type of were subjected to beer ties – but with Tesco Recent accounting scandals and activity before in the pub industry. only until their contract agree- questionable supply chain activities Breweries used to supply their ments end, after which they are over the last has led to a general anti-Tesco senti- own directly-managed pubs, as free to move to another supplier. ment in the independent conve- well as nearby independent pubs The pub market has since couple of nience world. Independent retail- which they also supplied through a evolved and independent owners ers have been fiercely competing wholesale agreement (beer tie). The have been given more rights as well decades with Tesco over the last couple of brewery could supply beer to their as the ability to dispute their ties decades so the idea of now having own pub at minimal cost, whereas with their landlords/suppliers. The them as a supplier may not be well the independent pub had to pay Competition and Markets Author- received. wholesale prices set by the tie. As a ity (CMA) may conclude that the The evolution of the relationship result, the same beer was cheaper Tesco/Booker merger will be able between Tesco and independent in the brewery pub than at the to unfairly influence pricing in the convenience store owners will be independent pub which could be on convenience marketplace. very interesting to watch. We don’t the same street. There are also potentially huge expect to see any big change for at Would the same happen if Tesco implications for the convenience least the time it takes for any likely now knows how much a Booker- property market. Tesco now has CMA investigation to establish what supplied store is buying and selling instant access to almost 5,500 inde- efects the deal will have on a fair, goods for, and would they seek to pendently-owned UK sites supplied competitive marketplace. Indepen- price independent retailers out? by Booker’s Londis, Budgens, Pre- dent retailers should seek profes- Unlike brewery-tied independent mier and Family Shopper brands. sional advice on how they may be pub owners, independent retailers Tesco would have to carefully nego- afected. supplied by Booker have chosen tiate any potential internal conflict this agreement, as well as opting of interest now it has an intricate Steve Rodell is managing director – to have their shops branded as knowledge of all independently- retail Christie & Co 14 17 February 2017 RN PRODUCT TRENDS PoS drives sales 25% Efective use of PoS can drive double-digit sales growth in independent Increase79% in volume stores a drinks supplier has said. sales of organic Citing the Grocery Dis- bananas from play Efectiveness Study 2016-2017 from research firm POPAI, Lucozade Ribena Suntory said PoS, such as shelf bark- ers and shelf strips, could increase sales by 25%. Although the research was carried out in super- markets, the Orangina Expanding her organic range led to increased manufacturer told RN the approach was equally footfall at Emma Berglund’s Simply Fresh store important for independ- ent retailers. “The most efective point of purchase have a conversion rate of approximately 25%,” said Stocking organic leads to Jamie Nascimento, head of marketing at Lucozade Ribena Suntory. healthy profits in store by Dave Songer panel figures for organic milk, [email protected] cereal and bananas show a grow in demand for the prod- Store owners could be miss- ucts among shoppers, with ing out on an opportunity to volume sales up 10.4%, 22.8% increase basket spend and and 79%, respectively, since drive footfall by not stocking January last year. organic products, according to The Wake Up To Organic NEED retailers. campaign, where retailers Emma Berglund, manager ofer passers-by free organic at Simply Fresh in Abergaven- breakfasts and cofees, was FINANCIAL ny, told RN she saw footfall started by the OTB in 2015 to increase after expanding the encourage consumers to try store’s organic range as part products free from pesticides SECURITY of an initiative by the Organic and chemicals. Trade Board (OTB). Ms Bergland “Our said the move organic helped highlight FOR YOUR breakfast to customers morning, the store has a when we diferent range FUTURE? ofered from other Don’t just wish for higher income. porridge, retailers. Since fruit and the event, she Get in touch and make it happen. juices, was has extended its really well organic range, with nuts received and we plan to do a and seeds, cookies and crisps couple a year,” she said, adding particularly popular. the OTB’s Wake Up To Organic Catherine Fookes, OTB campaign has made a big dif- 01543 363 003 campaign manager, said the ference in her store since she openaonestop.co.uk campaign enables conveni- took part in it last year. ence stores like Simply Fresh Peter Lamb, of Lambs Abergavenny to “use their cre- Larder in Kent, has noticed dentials to help build loyalty an increase in the number of with organic consumers”. organic rye breads he sells in The OTB has signed up recent months. “I used to sell around 40 independent two or three a week, now I’ll retailers, a number it hopes to sell around 10,” he said. increase to 200 by June when It comes as Kantar World- this year’s event will launch. RN 17 February 2017 15 BRAND SNAPSHOT

Magnum tubs launch £9m for Mars Ice Cream Extra bite from McVitie’s Unilever will launch a new tub format Mars Ice Cream is launching its Mars McVitie’s cake bites tubs come in for Magnum in April in Classic, Alm- and Snickers ice creams in a tub for- Digestives Mini Milk Choc Tifn and ond and White flavours, each with va- mat. They will be backed by a media Caramel Crispies, and Hobnobs Mini nilla ice cream and shards of chocolate. investment of more than £9m. Milk Choc Teacakes – with a £2.50 RRP.

Fab’s 50th Froots Up&Go rebrand Batchelors backs Betfred To celebrate Fab’s 50th year, Froneri Oat-based breakfast drink Up&Go Batchelors Peas has teamed up with has increased its range of Nestlé ice has launched a multi-channel mar- rugby league’s Betfred Super League lollies, with the launch of Rowntree’s keting campaign to promote its to become ofcial partner of the 2017 Fruit Pastille Froots. rebrand. season.

New-look Market Deli Nakd ambition Colour-coded Butterkist Market Deli has released a new pack Nākd has introduced a limited edi- Butterkist has invested in a £3m design, with flavours including tion Lemon Drizzle bar made with marketing campaign to promote new Mediterranean Balsamic Vinegar dates, raisins, cashews, almonds, packs which are colour-coded to help and Anglesey Sea Salt. coconut and real lemons. recognition of diferent flavours. 16 17 February 2017 RN BRAND SNAPSHOT

McCoy’s reinvented Bear’s cereal success Wine Gums get Tangy KP Snacks has reinvented its McCoy’s Bear has been recognised by charity Maynards Bassetts has launched a crinkle crisps with a chip shop in- Action On Sugar for its eforts in the new addition to its adult sugar con- spired variety, McCoy’s Chips. The 70g kids’ cereal category. The manufac- fectionery range – Wine Gums Tangy. bags are available in Salt & Vinegar turer has released a new-look box It will be backed by a £6m marketing and Curry flavours. featuring pop-up bear ears and claws. campaign.

WOULD YOU LIKE TO JOIN THE AWARD WINNING ONE STOP FAMILY AND SEE YOUR BUSINESS GROW?

Call us on 01543 363 003 or go to www.openaonestop.co.uk and make it happen. RN 17 February 2017 17 NEWS & MAGS Indies praised for helping to spread the word ‘Good journalism is worth spending money on’ Bi-monthly expansion Political headlines boost for Tabletop Gaming Tabletop Gaming current affairs mag sales magazine has increased its frequency from by Jennifer Hardwick increases were reported in quarterly to bi-monthly [email protected] the children’s sector. Lego following strong sales remained popular with since its launch in A year of political shocks readers with Immediate’s summer 2015. and drama led to soaring Lego Ninjago and Egmont’s The Warners Group sales of politics and cur- Star Wars Lego gaining Publications title features rent afairs magazines in leaps in circulation of news, reviews and opin- 2016. 16.7% and 25.7% respec- ions from the world of The latest figures tively, while Redan’s Peppa board games, card games, miniatures titles and from the Audit Bureau of Major news events – such as Brexit – Pig ‘Bag-o-fun’ and Fun To Circulations reveal sales Learn Favourites grew by roleplaying games. have boosted current affairs magazines of Private Eye grew by 19.1% and 23.9% respec- Editor Matt Jarvis 16.6%, while the Specta- realising that good jour- top of the UK’s news and tively. said: “At the moment, tor increased by 12.5%, nalism is worth spending current afairs sector and In the women’s month- every issue sells out and The Economist by 7.7% money on. And although we really appreciate the lies sector, Cosmopolitan circulation has been go- and the New Statesman we now consider ourselves support independents knocked long-standing ing up. by 7.6% between July and a print-digital hybrid, we retailers have given it,” front runner Glamour of “Board games are December last year. The are committed to having she said. the top spot after posting definitely growing in Week also boosted sales a print title. Our target is “Although we already sales growth of 11.9%. The popularity. by 2.3%. a magazine circulation of engage with many inde- Hearst title slashed its “Independent stores New Statesman editor 50,000.” pendent retailers through price from £3.80 to £1 in are incredibly important Jason Cowley called the Private Eye managing PoS placement we are 2015 and has been report- because a lot of gaming sales growth “a major director Sheila Molnar always looking for new op- ing volume sales growth shops are also independ- transformation in the praised independent re- portunities to work with ever since, but Condé Nast ent so we are in hobby title’s fortunes.” tailers for their role in the indies to help grow sales.” has now followed suit, by shops as well as newsa- He added: “In an era magazine’s growth. Elsewhere in the new halving Glamour’s price to gents.” of fake news, people are “Private Eye remains data, the greatest sales £1 last month. The title is available di- rectly from Warners and costs £5.25. Five-year high for News UK’s magazine launches One Stop Magazine launches rose leisure and puzzles sec- by a quarter in 2016, with tors, but when you look paper drive 195 more titles than the at them as a whole, they News UK has launched an previous year, new data have all been fairly niche initiative with One Stop has shown. and small launches. to drive newspaper sales New figures from “There are only 29 in the franchise’s stores Frontline collected by titles with a supply of throughout the UK. the Professional Pub- 20,000 copies or above, The Sun and Times lishers Association so while there may be publisher is targeting (PPA) show there were a higher level of confi- a total of 400 One Stop 990 launches last year, dence in publishers to stores with display units representing a five-year launch products, they are that hold The Sun and a high for the sector, and a launching on a smaller regional title of the store year-on-year increase of scale.” owner’s choice. 24.5%. The PPA said there is It launched the initia- The launches include a “strong correlation” tive at the start of the year 361 regular-frequency between the number of Joe’s hat-trick of soccer sell-outs and is hoping to reach its titles, 50 partworks and launches and publisher A Dublin retailer has had to reorder Topps’ Match Attax target within the next 579 one shots or annuals. confidence, but distribu- UEFA Champions League 2016/17 ball tin three times four months. Susan Stone, Seymour tors told RN launches in within a month. The tin, costing £10, went on sale on News UK’s head of retail group account controller, 2016 were dominated by 12 January and Joe Sweeney of Newscentre has had trade marketing Greg Dea- said: “The most launches specialist titles as well to quadruple his orders, from initially ordering six tins con said: “This is a great have come from the wom- as one shots, and do not to 24 for his latest restock. “There is incredible demand way to make sure print is en’s interest sector rather necessarily indicate a rise for them, we are delighted with the sales,” he said. fit for the future with One than the children’s, in overall confidence. Stop stores.” 18 17 February 2017 RN YOUR NEWS Exeter date for show More than 70 suppliers are set to attend a trade show for retailers organised by the NFRN and Youings Whole- sale in Exeter next week. The event, which will take place on 22 February at Sandy Park between 10am and 5pm, will be attended by suppliers including Camelot, Mondelez, Nestlé, Walkers, Kellogg’s, Wrigley and Imperial Tobacco, who will showcase new products and ofer deals to NFRN members. Seminars and forums will also be held on news and magazines sales devel- opment, tobacco legislation, EPoS and Camelot. NFRN national events manager Nigel Smith said: Romantic retailers lend Cupid a hand “We hope to see as many Retailers targeted extra Valentine’s Day sales with new ideas. Susan Preston, members as possible as of Spar Oswaldtwistle in Accrington, promoted products with a video on most of the deals available Twitter and Facebook. Meanwhile, Dionne Foster, of Spar Kitt Green Land- will be exclusive to this side in Wigan, pre-wrapped Valentine’s products. “We don’t charge extra event and not available and people like it because it looks like they’ve made more effort,” she said. afterwards. There will also Mo Razzaq, of Premier Mo’s Convenience Store and Family Shopper, put to- be lots to learn from the gether luxury hampers including a handbag, prosecco and chocolates. seminar sessions.”

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UEFA CHAMPIONS LEAGUE PRIZES UP FOR GRABS EVERY DAY 18+, Open 30.1.17 through 23.59 GMT on 23.4.17, T&Cs apply: www.walkers.co.uk/snap-share-terms RN 17 February 2017 19

Retailers fight back against increasingly daring thieves CCTV, alarms and panic buttons Bread war hits dough Stores beef up security Independent stores stand to make a loss on bread sales if they match the latest deals available at multiple stores, to take the lead on crime retailers have said. Tesco has been selling by Charlie Faulkner Harry Goraya, of Nisa two Kingsmill loaves for [email protected] Local in Northfleet, Kent, £1.20, while Julie Tate, said he has spent £10,000 who runs Addison News Retailers are investing in on the most recent update in Stockton-on-Tees, told new security measures of his 80 external and RN a Farmfoods near her to deter would-be thieves internal CCTV cameras. store is selling two loaves of in the face of mounting “I treat my staf as if bread for less than she pays incidents of retail crime. they were my family and for one. Steve Bassett, owner make my business as safe “The Farmfoods around of six convenience stores as I can,” he said. the corner used to sell two which are predominantly now the alarm makes a retailers’ CCTV footage “We also have panic loaves of Kingsmill for £1.50 Londis, said that in addi- ‘beep bop’ noise,” he said. of crime on its website to buttons at the till which, and now it is selling two tion to extensive CCTV, he “They cost £13 for two increase the chances of when pressed, remain loaves of Sunblest for £1. has experimented with and they’ve already paid perpetrators being identi- silent so the ofender There’s no way we can com- lower-cost investments themselves of.” fied by the public. doesn’t realise, but the pete so we don’t – the lowest to protect his stores from Mr Bassett said he had “Over a three week police are automatically we can get a loaf for is £1.05,” theft. also created round, yellow period we must have lost alerted. So far, we’ve she said. “Fresh meat is our stickers which look like £1,000 worth of goods,” never had to use Chris Shelley, of Shelley’s biggest problem and we security stickers to act as said Mr Aggarwal. them, thank- Budgens, said it wouldn’t had a real issue in one of a deterrent. “Two weeks ago, some fully.” be feasible to match Tesco’s our stores, to the point I Leicestershire retailer guys came in and l Read a spe- deal. purchased little alarms Raj Aggarwal told RN he stole a full bag of meat. cial report on “It would mean selling it from Amazon – has signed up to the Catch Prior to that £150 worth of digital secu- at a loss to compete, some- every time the a Thief service, toiletries were lifted – this rity in next thing we wouldn’t be able to doors open which displays level is unprecedented.” week’s RN do,” he said.

SEE HOW YOU COULD SCORE EXTRA SALES. VISIT: WWW.COUNTSFORMORE.CO.UK

FOLLOW US ON TWITTER @PEPSICO_UKTRADE 20 17 February 2017 RN WHAT’S NEW

Youth Energy Conscious Chocolate Little Pasta Organics An energy drink that doesn’t contain taurine A raw vegan bar that’s organic and Kosher- Little Pasta Organics manufactures organic or other synthetically produced ingredients, certified, Conscious Chocolate is made with pasta products for toddlers and kids. Its sauces youthenergy is natural and approved by the 60% cocoa solids. Flavours include Coconut have no added salt or sugar and are suitable Vegetarian Society. Crunch and Cranberry Kiss. for nine months and older. RRP £1.19 (250ml) RRP £2.99 RRP £1.99 (sauces) Contact 01449 773042 /[email protected] Contact 01342 313876 Contact 0333 0144002 /[email protected]

Proper Pops Blossoms Pulsin Proper (protein) Pops are a three-flavour range British producer of 100% natural syrups, A healthy snack for kids, Pulsin’ Fruity Oat – Cheddar, Salt & Pepper and Barbecue. They Blossoms, has won the Great Taste Awards Bars have reduced sugar and are available are high in protein, fibre and calcium, but low from 2012 to 2016. The 12-flavour range can be in Strawberry, Blackcurrant & Apple, and in fat, and each bag contains 89 calories. used like cordials or drizzled on desserts. Orange Choc Chip flavours. RRP £1 (25g) RRP £5.99 (100ml) RRP £2.99 (6x25g bars) Contact www.proper-pops.com Contact 01494 484344 /[email protected] Contact 01452 729 000 /[email protected] RN 17 February 2017 21

Dave Songer [email protected] 020 7689 3358

Focus Produce of Kent The Garden of England, Kent has an enviable selection of fresh ingredients at its disposal with huge numbers of producers using the many fresh ingredients at their disposal. This week’s focus features bake-your-own cakes, chutneys and gin from the area.

The Great British Crisp Company The Great British Crisp Company’s hand- cooked crisps are available in flavours in- Paul Babra Anno Distillery cluding Fish & Chips and English Breakfast – part of a range that celebrates British flavours. Paul Babra chutneys are prepared in Kent Dry Gin combines hops, lavender, RRP 75p (40g), £2.19 (150g) small, open-pan batches. The sweet– rosehips and samphire with traditional Contact 01736 788538 spice combinations complement botanicals. Every bottle is distilled in common curry favourites. Anno’s own still in Marden, Kent. RRP £5.25 (300g) RRP £35 Contact 07568 064073 Contact 01622 833278

Sandeep Bains Simply Fresh, Faversham

“We go big on ale in our store, stocking the whole range of Shepherd Neame beers – Britain’s oldest brewer. We also have a wide selection of bottles from Kent’s micro-breweries, including Old Dairy Brewery Wildflower Kitchen and Goody Wild Thing The easy to bake, eggless cake kits con- Ales. Customers tain all the dry ingredients required Wild Thing’s vegan, gluten and grain-free and are available in Chocolate, Sultana generally pick up granola range is made with organic ingre- and Caraway Seed varieties. snacks as well.” dients and combined with baked nut and seed RRP £5.99 clusters. Varieties include Mountain Berry. Contact 07568 064073 / [email protected] RRP £6.99 Contact 01189 238768 22 17 February 2017 RN PRICEWATCH Profit checker Red wine Price checker

ECHO FALLS RED 75cl Price distribution % PRODUCT

30% 98% of independents sell this product at or below the £5.99 RRP Hardys Bin 161 25% Shiraz 75cl Hardys VS Shiraz 75cl 20% Isla Negra Merlot £5 PM 75cl Echo Falls 15% Red 75cl Campo Viejo Rioja Cranza 10% 75cl Yellow Tail Shiraz 75cl Hardys VR 5% Merlot 75cl Casillero Del Diablo Cabernet Sauvignon 0% 75cl Casillero Del Diablo Merlot

£4.49 £3.99 £4.19 £4.29 £4.59 £4.79 £5.29 £5.39 £5.49 £5.50 £5.69 £5.79 £5.89 £5.99 £4.99 £5.00 £6.49 75cl - £3.99 Kumala Cabernet Shiraz 75cl Analysis Yellow Tail For a best-selling product such as third most popular price is just £3.99. low prices months later. Merlot Echo Falls Red to be sold above RRP Our retailer panel manages such Why go to this much efort? Baz 75cl by only 2% of independent retailers is dramatic price reductions by buy- Jethwa sees sales of Echo Falls soar Jacob’s Creek remarkable. ing up well-known wine brands on five-fold when they’re on a three- Merlot Indeed, nearly 60% of retailers in promotion and stockpiling them (in for-£12 promotion – more than miti- 75cl our graph price a full £1 lower and the their garage, in one case) to maintain gating the 5% margin cut. How we drive our profit We do a three-for-£12 ofer on We offer at least one red wine at Baz Jethwa standard white, red and rosé Echo Amandeep Singh £5 a bottle all year round and we’re STORE Costcutter Falls. When they’re not on ofer STORE Singh’s Convenience able to do that because we stock LOCATION Bolton we price the red at £5.49 giving LOCATION Barnsley up when they are on promotion at SIZE 2,600sq ft us a percentage margin of around SIZE 1,000sq ft Booker. We try to get a margin of TYPE residential 20%. We only get a 15% margin TYPE residential around 20% and we get through when they’re on ofer but we get around four cases a week. We through 15 cases a week as op- do have competition near us but TOP TIP posed to three cases when they’re TOP TIP people come to us to do their Stock mid-range at their usual price. I look at our Shop around whole shop so they’re more likely bottles such as local competition and try to sell at different cash to pick up a bottle while they’re Yellow Tail and the wines 25p to 50p cheaper per and carrys so here. They also know we ofer Oxford Landing. bottle. We stock up when Costcut- you’re able to get a good price all year round. The Customers will ter has promotions. We try to ofer the best prices Hardys Bin 161 range is our most spend an extra low prices while also stocking pre- and pass them popular at the moment because £1 for something mium wines as well, so we’re seen on to your they’re pricemarked at £5 – we sell special as a destination for the category. customers about six cases of those a week. RN 17 February 2017 23

Charlie Faulkner [email protected] 020 7689 3357

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get value, insights and business benefits from EPoS data. To find out how they could help you call 07976 295094 MY LOCAL HERO AVERAGE BOOKER RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER UK RRP Retailers reveal the most profitable RETAIL 1 2 3 4 5 6 produce on their doorsteps PRICE* LARGE C-STORE RURAL KENT C-STORE IN SMALL C-STORE SUBURBAN CORNER C-STORE AND OFF LICENCE VILLAGE STORE RESIDENTIAL IN RESIDENTIAL GLASGOW HIGH IN RESIDENTIAL IN SOUTH WALES AREA OF CORNISH SUBURB OF STREET SHOP NORTH LONDON VILLAGE TOWN BRISTOL SUBURB Paul Keys Key News & Stores, Sheffield £5.05 £5.00 – £5.00 £5.00 £5.00 – – Moss Valley

£6.20 £6.99 £6.99 £6.39 £6.99 – £5.49 £5.99 Fine Meals sausages £5.04 £5.00 – £5.00 £5.00 £5.00 £5.00 £6.59 and bacon

£4.88 £5.99 – – – £4.49 £4.50 – Where did you discover them? There used to be a little van that came £8.49 £9.99 £10.49 £10.99 – £8.99 – £9.99 round with local meats but it stopped coming so I started £6.73 £7.49 £7.99 £7.49 – – – £8.99 looking around. Someone recommended Moss Valley Fine Meals meats and they’ve been very successful. £5.70 £6.99 £6.99 £6.39 – £5.99 – – Who buys them? Everyone buys them, in fact they’re a big £6.84 £7.99 £6.99 £7.99 £7.99 – £5.50 – footfall driver. We get people coming from all over the place to buy them. We’re their biggest retailer – each week we get two deliv- £6.86 £7.99 – – – £6.50 – – eries and spend £140 to £150 with them.

Why are they so successful? £6.46 £6.49 – – £6.49 – – – A lot of it is down to them and their mar- keting, they have a big presence on social media and they are very into self-promotion £6.67 £7.99 – £6.25 £7.69 £6.00 – – which is great for us. As well as that, they’re local and raise their own pigs. They’ve won awards for their products. It really is good £7.08 £7.50 £8.99 £7.99 – £7.74 £5.99 £8.99 quality meat. Everybody who buys it comes back.

* from a sample of 3,500 stores

We tend to sell red wine from We generally follow RRP – you David Ramsey £5.89 but I’ve got two suppliers Peter Robinson have to be competitive, that’s the STORE Best-one so it depends what price I can SHOP Robinson Retail (Londis) guidance we tend to work to. We LOCATION Knottingley, West Yorkshire get it at. When my alternative LOCATION Pembroke have more than 50 bottles of wine SIZE 600sq ft supplier ofers a large amount of SIZE 3,000sq ft and follow promotions from Lon- TYPE small rural village it for a cheaper price I can ofer TYPE town centre dis. There has to be a balance be- the bottles at two for £10.50. Space tween putting stuf on promotion becomes a bit of an issue and my and making a reasonable return. TOP TIP garage is used as a second store TOP TIP We aim for 20% to 25% margin on Younger buyers room, but it’s worth it to be able You’ve got to our wine. When see brands such want to get as to ofer better prices. We also ofer be competitive as Jacob’s Creek, Blossom Hill and much as they can a range of premium red wines on range and Yellow Tail on promotion we can for their money including rioja, châteauneuf- price and offer a go from selling a case every couple so we offer a du-pape, malbec, pinot noir. Our comprehensive of weeks to selling several cases good choice at a alcohol sales account for 20% of range so people a week. However, that doesn’t low price point our turnover. see you as a happen when we have unknown destination bottles on sale. l 24 17 February 2017 RN YOUR VIEWS out of our way to keep our side of the YOUR LETTERS bargain to our customers? Customer service 0/10. Scott Saunders Newsklip Thanks for Fakenham letting us down Norfolk A Daily Mail and General Trust again – 0/10 for Who is spokesman said: “We work hard to customer service ensure prompt deliveries and have spoken fighting directly to Mr Saunders about an isolated How has it got to this stage again? On our battle? regional issue on the date in question. Friday 10 February, I got a message “For general enquiries we’d advise to say the Daily Mail was on a re-run Do the retailers to call our Retail Matters hotline and would be a couple of hours late. on 0808 272 9990.” With over 200 HND customers and publishers staf ready to go on their rounds, I care about us A Smiths spokeswoman said: “We are had to try to sort the Daily Mail’s contacting Mr Saunders to discuss and unprofessional problem out. newsagents resolve the issues he has raised.” Since November, I have made numerous calls to Smiths with or are manager, Derek, three times and newspapers getting later and later, This pathetic to Martin there five times. They especially on Saturday, being 45 they more promised I will get my paperwork minutes later every single week. I concerned service, my time, regularly, but it never happened. I still know Smiths have told people we are calls and stress didn’t get the Daily Mail in time on not happy with the service but why is about saving Saturday and was missing the Sunday nothing done? need compensating Sport too. This re-run has been on the cards money for Who will compensate me for this for months as publications, especially themselves? It is very frustrating to write about pathetic service, my time, calls and the Daily Mail, have been pushing deteriorating service standards time the stress this causes? arrival times later and later. Scott Saunders and again. Kamal Sharma Questions have to be asked: who is I didn’t get my paperwork seven Maryvale News, Birmingham fighting our battle? Do the publishers times this week and four times last care about us newsagents or are they week four times. As of today, Thursday more concerned about saving money 9 February, we haven’t received an A spokesman for Smiths News said: for themselves? And who is covering invoice. “We have contacted Mr Sharma directly the bill for me and my staf going I spoke to the Birmingham depot and resolved the issue.”

RN READER POLL YOUR SAY What could publishers do to help you sell more newspapers and magazines? No 27% Steve Archer massive posters and you wonder Owns three Premier stores in which shops could ever use them. Staffordshire and Cheshire They seem to think we have these Publishers could definitely do huge windows and walls so they No, but Yes more to engage with stores could be a bit more thoughtful plan to 40% and learn about the in-store about what they produce. I get experience. All the tobacco sent some full-length wall posters 33% companies are trying to get and they have to go in the bin. us to be ambassadors for their brands at the moment so people Mike Brown are going to shops and helping Browns Newsagents, Stokesley with merchandising and how to I would say we could do with Have you put your lay stock out. They could do that a bit more support from store details on with magazines. If you put cer- newspaper publishers on PoS. tain titles together people will On the magazines side, Menzies Google Maps? buy more. A lot of people would do supply us with things like benefit from that help. till wobblers. But, with The NEXT WEEK’S QUESTION Observer, For example, the paper What food hygiene rating would Kate Clark they use for the posters is flimsy you give your store? Sean’s News, Worcester and thin and all you might get I think publishers could do is a note saying “Observer poster more – we get a few promotional included” but if they put it in an things through but not a lot. envelope saying “point of sale” Vote now at Then sometimes they send you you probably wouldn’t miss it. betterRetailing.com RN 17 February 2017 25

YOUR SOCIAL MEDIA SMITHS’ CHARGES ‘UNACCEPTABLE’ COMMENTS THIS WEEK contact us facebook.com/ThisisRN Recently, as a change and @ThisisRN in policy, Smiths News refused to accept BACS @DaveSongerRN We sell wipes & dummies payments. When I at Pikes and have now found a deal on enquired, they refused to nappies – thank you for sharing this! acknowledge BACS was Meryl Pike William ever a payment option, @meryl_pike despite the fact I and other retailers have used it for 29 years. Did you stay “dry” in January? Over 250 After this, I arranged ways to get “wet” in February to pay by cheque. This Taylors of Tickhill should incur no charges, @tickhilltaylor according to HMRC. But Smiths is charging for Smiths is trying to bank transfer as we have no cheque payments and increase its profit mar- facility to administer this the VAT on them. gin at the expense of its method. Due to associated These are unaccept- customers. costs in processing cheque able charges to small Jack Bhatt payments we charge an retailers. Universal Newsagent, admin charge for these, London Smiths insist this is while direct debits are free. the only way payments HRMC states ‘admin fees’ can be made, and have A spokesman for Smiths are fully vatable.” made no steps towards News said: “We are in solving the problem. dialogue with Mr Bhatt Furthermore, we regarding his query. We pay service charges do ofer our customers of £50 per week to a choice on how to 100 handle papers – surely make payments – this should include by direct debit or YEARS AGO charges for processing cheque. We don’t Double facing your best-selling title 17 February 1917 payments. ofer payment by The Times announced price increases will give you a 4% increase in sales, to meet further restrictions in paper just try it and see also get online with imports. It was hoped “lending out” – our great new website where two families share a copy – would be revived by a halfpenny, Jeanett Harris

but circulation was barely @Jeanett_NewsUK

AROUND WITH dented. THE ROUNDSMAN Local produce at prices fair to both customer and supplier. We don’t do time limited offers Blanche Fairbrother or discounts. #shoplocal Every little helps!! I am beginning to think our local paper, correct because these last few days have Itteringham Shop The Stafordshire Newsletter, is sufering seen it break daylight by about 7.30am @ItteringhamShop from anorexia. It seems to be getting which is good as it makes the job a lot decidedly thinner, in fact a number of my easier when I can see what there is left I don’t doubt this customers have commented about it and on paths and pavements as obstacles. for a minute. It they have considered stopping it because But my goodness it’s got a lot colder and happens on a daily they think 90p is a tad too much for it as as I put on an extra layer to keep warm, basis with us. Big it is. Hilda, bless her, and her quaint little I can safely say to all those who are saying comes back to mind as a delightful problem there’s having their deliveries altered by Smiths memory. no teaching right News that they will encounter problems. They sell coal at the post ofce in from wrong We did when they changed things at Woodseaves. It comes in sealed plastic Eugene Diamond Wednesbury, but I will again say speak sacks weighing 20kg. One old lady @EDiamond136 to Mike Williams and Jonathan Bunting decided she needed one of these sacks but because they will try their best to put as she had gone on foot she was in a bit things right for you. However, I must say of a quandary as to how she could get it the more I read about them as a company home. the more I think their customers count It was soon sorted out, I just threw it in for nothing. my van and took it home for her. She was I was once told by an elderly lady who so pleased and couldn’t thank me enough, Buy one, get none free? Tesco checks all I did bits and pieces for that as the days but as I pointed out to her my vehicle is prices amid overcharging claims. lengthen the cold will strengthen. It multi-purpose and just another part of would appear that this saying is quite the service. Neil Saunders @NeilRetail 26 17 February 2017 RN DIGITAL PART TWO MY DIGITAL STRATEGY Support is

Paul Patel WHSmith Local, Dibden Purlieu, Hampshire available In the next part of our three-week digital guide, Ordering: WHSmith is about to roll out a web- two leading suppliers and one top symbol group based ordering system that outline the ways stores that reach out can find will improve our ordering by having more pictures help, Toby Hill, Tom Gockelen-Kozlowski and of products alongside descriptions so we get the Jennifer Hardwick report right stock. It will be easier to use but it will also lock down orders to specific ranges – if you only have one meter of soft drinks, for example, the A digital strategy to… system will only show you a range for that. Luckily, I have become a category expert good relationships with the company so can negotiate a Last week, Costcutter retailer Peter Mann recommended store bit more flexibility. owners use some of the wealth of supplier apps available and Creating excitement: I’m singled out Winewise as a particularly useful tool for growing still trying to get my head category knowledge. Ben Smith, head of communications at around Facebook, but one Concha y Toro, the company that created Winewise, explains great step has been using our local community page. Each why these apps can benefit store owners. person or business can only post once a week so you have to be quite strategic. When Keeping it simple being used by store owners. the latest Harry Potter book Our objective when creating the came out, WHSmith had an Winewise app was to make it very Keeping up with trends exclusive deal on it and I told simple so it wouldn’t require a lot We also monitor the sales trends in our community we would have of time or knowledge about wine. If convenience, which are reflected in it in stock. People ordered it retailers can get a grip on the basic the wines we list on the site. Seven from us through Facebook and sales lessons and take it from there, out of 10 convenience shoppers within two weeks we’d sold all they can make a real diference to want to buy wine and new world our 50 copies. the role wine plays in their store. wines are more frequently bought in A little category knowledge

convenience stores. Two or three of can make a big difference Top tip: be strategic with Help with ranging Concha y Toro’s wines do appear in in some categories any social media posts. The app will outline the key styles of there quite often, but it’s not just a Advertising the right deals wine – sauvignon blanc, pinot noir promotional gimmick – what’s good can have a direct positive and so on – that every store should for the entire wine industry is good impact on your footfall. have. There are planograms tailored for us. to diferent store sizes, whether you have chillers and so on, and retailers can produce a planogram based on the key products.

Finding extra sales opportunities Our app explains pairings with food and other simple insights retailers can make the most of wine. We were also keen to make sure it was a category aid rather than just a promotional tool, so there are case studies that we update regularly which show some of this insight RN 17 February 2017 27

An increasingly wide MY DIGITAL range of industry tools are available for stores STRATEGY

Justin Taylor Spar Winford, Bristol

What I use: Facebook, Twitter

What I use them for: Championing local produce. We use Facebook mainly to promote the products we have in store or for any events we hold. We have quite a good range of local products so we can put them A digital strategy to… up on Facebook and then link them to their pages, with the profit from events local baker or local butcher to spread the word. It is in For many categories, events and celebrations provide a its infancy because we’ve only had it for about four or unique opportunity to boost sales and attract new customers five months but our page is to your store. Ferrero’s customer development director Levi starting to build momentum. Boorer, explains why 2017 is the perfect time to embrace Use social the opportunity Attracting younger media to customers: I think it can be harder to get to the younger Divide your efforts by occasion Make sure staff members are up to showcase the generation that way so By falling at a later date this year, speed with your posts Facebook is great for that. We there is a greater opportunity for re- Don’t forget, whatever you’re post- great work are going to get on Twitter tailers to capitalise on the three key ing online should be consistent your staff soon because it will be good spring occasions – Valentine’s Day with what your team is saying, so for more instant news about last week, Mother’s Day and Easter – make sure they understand what and loyal the store. Facebook is good and cater for them individually. This the live ofers are and that they can for talking about products allows online and in-store communi- talk confidently about them. You customers but with Twitter you can talk cation to be much more tailored. can also use social media to show- about something as soon as a case the great work your staf and do in your product or promotion comes Ask your customers what they loyal customers in. Also, I think the average want do in your community age for Facebook users is Social media provides opportunities community rising but Twitter is still to post engaging content to drive and express mainly for young people. excitement and footfall. You could your thanks If you missed even seek feedback from shoppers on social Valentine’s My tip for success: Digital is on what they are looking for to in- media or with Day, then pretty easy to do once you get fluence your stocking decisions for prizes from Mother’s Day going. You can put it off but any upcoming events. your and Father’s as a marketing tool it doesn’t store. Day are still cost much and it pays off. Don’t be afraid to remind your to come shoppers about events Use social media to cement the dates of these events in shoppers’ minds, with daily or weekly in- store ofers to drive footfall. Retailers could even consider running online competitions for shoppers to win a box of chocolates and a bottle of wine » for a special night in. 28 17 February 2017 RN DIGITAL MY DIGITAL The Digital Garage is a STRATEGY platform with advice for small businesses

Natalie Lightfoot Londis Solo Convenience, Glasgow A digital strategy to... What I use: Facebook, Twitter make social media easy

Running competitions: Bringing your business into the social media age can be We tend to use Facebook for competitions and for posting a frightening prospect. Last week, RN looked at the main links to other community platforms you can use, but how can you stitch this into a pages in the area or sharing wider strategy. Spar’s digital development manager Nelly things with them, particularly other businesses on our Khumalo outlines a few rules to make life easier for you street. I put all my offers and and keep every post and communication efective promotions on there, which brings people in. It’s really Keep your communications mobile deals available across the country. about letting people know friendly It’s your job as a retailer to find out you’re here and telling them These days most people carry some where your customers are, and how your story – letting them kind of screen with them. Over they’re engaging with you. know that we’re a family and two thirds of people now carry a it’s not just a business. smartphone in the UK, using it for Use tools to schedule your activity an average of two hours daily. This Google Trends can help retailers Talking to the industry: Ideas for presents a great opportunity for find out when the best times are to I don’t find Twitter as companies and local retailers alike. start putting out seasonally-themed useful for interacting with Facebook stock. Facebook local ads are a great customers in a personal and and Twitter Bring in your team’s expertise way that businesses can promote informal way. So, instead, I One of the ways retailers can engage themselves in their local area, but use it to communicate with could come other members of the team with the best strategy that most retailers wholesalers or other retailers their digital strategy is through are missing out on is making sure when I have an issue that from team the use of social media accounts. that the business information about I need some advice on or Ideas for the Facebook and Twitter them online is consistent. to share information about members accounts could come from the team products or a particular members who are on the ground, Be prepared to keep changing service. who are on interacting with customers on a The exciting part about the digital daily basis. landscape is it won’t be the same in My tip for success: Run the ground a year (or even three months from competitions through your Learn from your missteps Live now). There is always a new innova- social media – it brings digital marketing campaigns can tion that can improve the shopping customers into the store and also be tested live, and the set- experience for customers. The trick creates a bit of excitement in up costs are comparatively is to always keep learning. There the community. low, allowing for companies are a number of online resources to spend smart and experi- for free, like Google’s Digital Garage, ment before deciding on a large which explain online strategy with campaign or development rollout. small business owners in mind. l

Communicate with your custom- ers on their terms Having a multichannel digital strat- egy is essential because diferent people prefer diferent methods of PART THREE communication. Some of our cus- tomers prefer social messages that In the final part of our guide we see how businesses are using are tailored to their local ofers, oth- technology to protect themselves ers prefer newsletters talking about

There are many more guides and tools available on betterretailing.com RN 17 February 2017 29 COLUMNIST

Paul Baxter The true scale of retail crime The evidence increasingly shows what RN readers already know: the level of re- tail crime – and the police response to it – is a national scandal. At the NFRN we’re trying to finally get your voice heard

ith two recent surveys formed all party parliamentary concerns about carriage charges revealing increases in group (APPG) that is being chaired in Northern Ireland following shop theft and a whop- by former newsagent Martin Johnston Press’ decision to move the Wping rise in violent Vickers, the NFRN will be raising distribution of its newspaper titles and abusive incidents against awareness of the levels of violence from Newspread to EM News. shop workers, the NFRN’s national and assaults independent retailers With the news industry cur- council meeting next week will face on a daily basis. rently in such a perilous state, is focus on the importance of raising To this day, many MPs and peers it surprising that more retailers awareness of the impact this has on do not appreciate the true scale of To this day, than ever are seriously considering independent retailers. retail crime but we intend to rectify many MPs a future without newspapers and According to the latest Ofce this. Through a series of events, magazines? As part of our discus- of National Statistics report there workshops, shop visits and further and peers do sions on the newstrade we will be were 349,670 shoplifting ofences detailed research we intend to impressing on national councillors in England and Wales last year – raise awareness of the devastating not appreciate the growing importance of sub- an increase of 5%. Sadly, with our impact crime can, and does, have retailing and sharing with them the own research highlighting the fact on local communities and we will the true scale many requests the NFRN receives for many independent retailers are demonstrate why more has to be more information from those who unwilling to report these crimes, done by police forces, police and of retail crime are considering taking this major the NFRN fears this is just the thin crime commissioners and the gov- step, together with the information end of the wedge. ernment before even more retailers but we intend and support available through our In 2015, when we asked our mem- are driven out of business. Store2Door initiative. bers why they did not report shop The ravages of retail crime will to rectify that Remaining with the newstrade, theft to the police, 25% said ‘police also be highlighted at our Westmin- we will also explore the need for an did not respond’; 34% said it took ster reception, taking place during APPG on newspapers and industries ‘too much of their time’ and a third the national council meeting, and the possible support for this. (33%) said they believed the police when we will be asking MPs and And to end on a positive note, were unable to adequately prosecute ministers to support our calls for national councillors will hear for shoplifters. better response times from police, themselves the benefits of being a Police responses – or rather the stifer penalties for anyone who member of the NFRN’s subsidiary lack of them – also came up in the commits a crime against a retailer company, National News Network BRC’s 2016 Retail Crime Survey, and the creation of a specific ofence – or N3 as it is better known – and which also revealed that in the for assaulting and abusing shop why growing numbers are lining up past year there has been a massive workers for simply asking for proof to join. Among the information we 40% increase in violence and other of identification. will be sharing are the results from forms of abuse against those who Alongside crime, issues relating a series of innovative promotions serve behind the counter. More to newspaper distribution have within the N3 estate. Such activity than half (56%) of respondents to the been in the spotlight of late. These is entirely new to the independent BRC survey said police responses to have mainly arisen from the recent sector and has generated some retail crime incidents were ‘poor’ or and disastrous debacle at Men- astonishing sales uplifts of between ‘very poor’. zies’ Linwood depot which clearly 36% and a staggering 1,614%. Our national councillors will demonstrated why NFRN feedback hear how, over coming months and was so vital ahead of any such Paul Baxter is the chief through the auspices of the newly- large-scale changes and heightened executive of the NFRN PART 5 PARTNERING FOR SUCCESS…

THE CONTINUING IMPORTANCE OF TOBACCO

Tobacco remains one of the UK’s largest FMCG categories and a significant contributor to store turnover.1

On 20 May 2017 the EUTPD II and standardised packaging regulations come into force and current branded tobacco packs legally can no longer be sold.

TRANSITION PERIOD Examples of standardised pack designs. For illustrative purposes only, and subject to change.

MAY 2016 MAY 2017 20 20

LESS THAN FOUR MONTHS TO GO UNTIL ALL RETAILERS NEED TO BE COMPLIANT!

From 20 May 2016 standardised packs may From 20 May 2017 retailers are only begin to appear in the market. Between now and allowed to sell standardised packs 20 May 2017, retailers are allowed to sell both • Cigarette packs must be 20 sticks or more current packs and standardised packs. • Roll-your-own tobacco pouches must be 30g or more • Price Marked Packs no longer allowed

For Tobacco Traders Only

RN page ad.indd 2 09/02/2017 11:12 “Imperial’s START packs have been an invaluable tool during the transition to EUTPD II and standardised packaging, providing me with expert support around competitive pricing, merchandising, availability, range and more. By selling at RRP or below2, I’m maintaining customer loyalty and protecting footfall during this important time for the category.”

Harvey Sanghera, King’s Norton Supermarket.

HARVEY’S TIPS FOR MANAGING THE TRANSITION

START•SUPPORT•TRAINING•AVAILABILITY•RANGE•TRUST•

SUPPORT: “With support from my Imperial rep I am rotating my stock to ensure sell through of S branded packs ahead of the EUTPD II deadline”

TRAINING: “I make sure my staff and adult smoker customers know all about the new legislation T by using Imperial Tobacco resources like price lists, START packs and Consumer Information Cards.”

AVAILABILITY: “I’m checking for out-of-stocks of popular brands, replenishing my gantry A daily to ensure my customers remain loyal and selling through current branded packs first.”

RANGE: “As 10 packs and smaller weight RYO leave the market, I’m filling gaps in my gantry with R larger pack formats from the same brand family.”

TRUST: “I have a great relationship with my Imperial rep. Together, we’re Partnering for Success to T ensure the future success of the tobacco category in the independent sector.”

1 IGD Research 2016

2 For the avoidance of doubt, retailers are free at all times to determine the selling price of their products …THROUGH EUTPD II AND STANDARDISED PACKAGING

www.imperial-trade.co.uk

RN page ad.indd 3 09/02/2017 11:12 32 17 February 2017 RN LEGISLATION Iconic brands and innovative formats have long helped premium tobacco retain its place in a competitive sector. But in the era of plain packaging and regulated pack sizes, is there any role for branding and innovation to play? Dave Songer finds out What’s the future for premium tobacco?

Smokers will still be holds a 18.1% share of the premium loyal to their brands tobacco market. JTI head of communications, Ask a member of the public for a Jeremy Blackburn, says he can’t list of the most well-known tobacco predict what the likely changes will brands and it’s likely that premium be to tobacco post-EUTPD II but is varieties, such as Marlboro, Benson hopeful such loyalty would prevail. The legis- & Hedges and Silk Cut, will be on it. “It’s too early to tell,” he says. “But Smokers of premium brands have given the brand loyalty to premium lation also been found to be more loyal and less tobacco products such as B&H Gold likely to switch to brands that have a and Silk Cut, we would expect to see allows lower pack price. continued success.” Silk Cut, for example, remains one branded of the top 20 selling FMCG brands in TOP PERFORMING CIGAR trade the UK, according to Nielsen, and it BRANDS** It will still be the outers TOP 10 PREMIUM 1 Café Crème 22.8% home of category * Blue innovation BRANDS 2 Hamlet 11.9% Recent innovation in the tobacco Innovation and 1 Marlboro 28.1% Miniatures category has included ultra-thin loyalty are two 2 Silk Cut 18.1% 3 Hamlet 11.9% cigarette sticks, slide-open packs and reasons brands capsule technology, which is now a like Marlboro staple part of every sub-sector. Each 3 B&H Gold 15.3% 4 Moments Blue 9.9% of these has debuted in the premium should continue sector. to prosper 4 Golden 14.9% 5 Café Crème 9.4% Despite the fact each of these op- Virginia The tions will disappear under EUTPD II Original 6 Classic 6.7% regulation, it seems that this willing- ness to reinvent the category is likely 5 Regal 5.9% 7 Royal Dutch 5.8% to continue – and it will be the pre- Miniatures mium sector where this occurs. “Im- 6 Embassy 5.6% perial will have some news around 8 Café Crème 4.7% a new premium pack format in the 7 Superkings 5.2% Arome Filter coming months. The fact that the legislation also allows branded trade 8 Old Holborn 1.4% 9 Royal Dutch 3.4% outers means, crucially, manufactur- Miniature Blue ers are able to retain a certain level of 9 Camel 1.2% brand equity with trade customers,” 10 HW Half 2.1% says Andrew Miller, head of field sales 10 Dunhill 1.2% Corona at Imperial Tobacco UK. *source: JTI **source: STG » WE ARE PHILIP MORRIS WE ARE ONLINE WE ARE

Are you ready for plain packaging? Visit MyDrive Online to learn everything you need to know from your fellow retailers on plain packaging whilst earning points, prizes & rewards.

Dee and Ralph have been on an adventure to Australia. Discover all you need to know about plain packaging through their experience.

ONLINE For UK Tobacco Retailers Over 18’s Only. Only. 18’s Over Retailers UK Tobacco For

Earn points and boost Keep up to date with Do you own a Drive your profits by the Philip Morris Card? You can check completing tasks. brand portfolio and your Drive Card current recommended balance exclusively at retail prices. MyDrive Online.

VISIT SCAN DOWNLOAD Here for quick Search ‘PMIMyDrive’ WWW.PMIMYDRIVE.CO.UK access to MyDrive to download the app Smoking kills

RN page ad.indd 1 07/02/2017 14:06 34 17 February 2017 RN LEGISLATION It will be easy to It can help your store become a destination find on the gantry It’s widely accepted in the industry that the arrival of plain packaging and EUTPD II will lead to some retailers leaving the tobacco category The relative familiarity of premium and far more to delist all but the bestsellers. Retailers who maintain brands will also aide store staf as their range therefore have the opportunity to become the destination for they navigate a brandless gantry – fiercely loyal customers who will travel to get their favourite product. whether the strategy is to group sub- sectors like premium together; use a By 20 May one-brand, one-shelf approach; or to 2017 it should merchandise alphabetically. SUPPLIER’S VIEW RETAILER’S VIEW Imperial advises retailers adopt be second a one-shelf solution ahead of May, Jeremy Nainesh allowing stores to get to grips with nature to Blackburn Shah the system before gantries are full head of Mayhew News, solely of plain packs. “By 20 May 2017 seek out communications, Belgravia it should be second nature to seek out the required JTI the required tobacco products We are already seeing swiftly and ensure tobacco Retailers should maintain customers travelling from valued smokers a good selection of brands as far as Kent and Surrey remain both products across all price segments, for some of our premium happy and loyal,” including premium. cigarette brands such as says Mr Miller. swiftly Tobacco shoppers can Vogue Slims, San Morris be worth £2,000 a year and Omé. Stores locally and our research shows are already starting to shoppers buy elsewhere if delist products – our cigar their brand is unavailable. sales went back up after Maintaining availability at Waitrose cut their range. all times is therefore vital We now have one customer to ensure that retailers who comes in for 100 £5 become a destination store cigars every week. I expect of choice for smokers. to see more of this when the plain packaging comes in fully.

Each sector will be REGULATION REMINDER affected by upcoming Ahead of the end of Some premium products law changes the 12-month sell- will be among the cheapest through period in May, here’s a reminder of the changes coming to the This premium tobacco market brand will be Cigarettes: 10-packs will no longer be available, alongside 26% 17, 18 and 19-packs. No cheaper than this value product branding will be permitted on the remaining 20-pack formats. Carlton Henry Winterman Rolling tobacco: As with Superkings Five Panatellas: cigarettes, no branding will be RRP £7.49 RRP £5.52 allowed. The minimum pouch size will be 30g, meaning an The quality and branding of premium tobacco has long given end to 8g packs and the best- retailers and manufacturers the opportunity to raise prices on selling 12.5g format. premium tobacco, but the fact that the EUTPD II legislation outlaws 10-packs of cigarettes, but leaves cigars relatively un- Cigars/cigarillos: Though changed, means premium brands such as Henry Wintermans not subject to minimum size cigars will find themselves among the very cheapest (and few restrictions as with cigarettes, branded) products on retailers’ gantries after May. Small pack 65% of the front must also carry sizes also mean a higher rate of sale, potentially making cigars a warning. The remaining 35% one of tobacco’s bigger footfall-driving sub-sectors. can be used for branding. l RN 17 February 2017 35 ADVICE CENTRE

Discuss the system with customers “We don’t openly advertise the service,” says Martin. “Instead, when we see someone looking at the maga- zine rack for a while we ask what they’re interested in. If they’re looking at regular magazines like TV titles or for something we don’t have I’ll offer to shop-save it for them. People who shop-save are the most likely to buy.”

Set up a filing system for shop-saved magazines “When we shop-save magazines, we take customer details, place their order with the wholesaler, then save them on a shelf beneath the counter,” Martin says. He divides his stock by the day of the week to make it easy to find, but says this could also be done by genre, or alphabetical customer name.

Set up a separate system for partworks Partworks are more of a challenge, despite the fact the 15 collections Martin saves each fortnight generate a good income. “People say they want them, get a few parts, then get sick of them,” he says. “But instead of cancelling, they just stop coming in.” To avoid this, Martin takes a three-issue deposit on partworks, then cancels the subscription if the customer hasn’t been in for three consecutive issues.

How to run Link shop-save system with HND on EPoS “We keep everything interlinked on the same EPoS sys- tem,” Martin says. “When we’re adding our HND rounds on there, we put our shop-save orders onto the same magazine system. That way, it just becomes part of the morning shop-saves routine and is easy to manage.” Make sure all staff members are Martin Ward of Cowpen Lane News, Cleveland aware of shop-save procedures Once a system has been established, it’s important to on how he manages his shop-save system communicate it to all staff. That way, they can all offer hop-saves have long been a and a half,” says Martin Ward, owner shop-saves to interested customers, and deal efficiently great way to secure the loyal- of Cowpen Lane News near Cleve- with deliveries. “I explain it to everyone face-to-face, ty of magazine buyers, but as land. “People who want magazines then all the staff can ask customers if they want to save Ssales and the space allocated every week tend to save them now, magazines when they see them browsing,” Martin says. to magazines has fallen in recent and I’d say 80-90% of them would years, the service has increased in buy them at the supermarket if we importance for many retailers. didn’t shop-save them.” “Magazine sales are down around In this week’s Advice Centre, If you’ve had a great idea for your business or would 40% on where we were a few years Martin explains how he manages his like advice from other retailers to get started contact ago and we’re down from eight profitable shop-save system for his Chris Rolfe at [email protected] metres of shelf space for them to two magazines and partworks. l 36 17 February 2017 RN MAGAZINES What do Theresa May, a teenage girl’s hairbrush, a trowel and a spiraliser have in common? Each one represents an area of sales or profit growth for magazines on the newsstand, according to the latest 2016 sales data from the Audit Bureau of Circulations. Chris Rolfe, Tom Gockelen- Kozlowski and Jennifer Hardwick report 9 unlikely

magazine profit A HAIRBRUSH Top of the Pops magazine contin- ues its impressive performance on the newsstand, appealing to young music fans and bedroom- drivers dancefloor stars. It increased copy sales for the second year running, this time by 15.8% year THERESA MAY on year, after relaunching with a Brexit means Brexit – and circulation growth new design in 2015. The reversal for a selection of magazines. On one hand, in fortunes is all the more note- establishment-baiting fortnightly Private Eye worthy considering the sales of saw sales soar 16.6% in the second half of 2016 the title fell by 27.4% in 2014. This as readers look for leaks and scandals from result makes it the ninth best- political parties, civil servants and UK’s panic- selling children’s title in 2016. stricken diplomats. Yet could the Brexit vote in Little England and Wales also have heightened feelings of Scottish exceptionalism? wonder That might explain a 6% rise in the that Britons circulation of Scots Magazine. The referendum also highlighted a clear have been divide in the generations when it came to the EU, so could a 1.9% rise flocking in sales of the Oldie be a sign of a to current little grey-haired triumphalism? affairs magazines DONALD TRUMP Who knows what “The Donald” will have got up to in the time between this being written and you reading it, but for well over a year, the new President of the United States has been filling newspapers, the internet and TV stations with outrageous stories of varying veracity. Little wonder that Britons have been flocking to A TV REMOTE CONTROL current afairs magazines such as the Econo- While copy sales of TV listings magazines fell across the board mist (up 7.7%), New Statesman (up 7.6%) and the between July and December, these titles continue to defy com- Spectator (up a mighty 12.5%) for expert analysis petition from free alternatives and hold their retail sales value and opinion on the unfolding dramas. (RSV). Retailers therefore earned £0.5m more year on year from Magazine sellers may, therefore, be national bestseller TV Choice, £0.9m more from TV Times and one of the few groups to benefit £0.8m more from TV & Satellite Week. Total TV Guide held its RSV from having a sociopath in the at £5.8m. Proving the massive sales potential stalwart newsstand White House for the next titles continue to ofer retailers, TV Choice, What’s on TV and four years. Radio Times also retain their slots in the top five on the overall magazines chart, alongside Slimming World and Take a Break. RN 17 February 2017 37

A SPIRALISER Mary Berry and Paul Hollywood have trained us well. For while the cooking duo hung up their oven gloves after the final Great British Bake Of, Brits have retained their hunger for home cooking. Several cookery titles grew or maintain their retail sales value A LEGO BLOCK last year. It was especially good Today’s children are often news for BBC titles – BBC Good characterised as tech-ob- Food, Home Cooking and Easy Cook sessed automatons, constant- all grew or maintained RSV, as did ly glued to computer screens Delicious. And with new titles such but, yet again, kids’ titles provide some of the best news as Vegan Life now on the market, for retailers in the ABC data. Girl Talk (up 14.6%) and Girl there is plenty of fresh opportunity Talk Art (up 21.6%) plus Fun to Learn – Friends (up 8.8%) for independent retailers in this sub- and Fun to Learn – Favourites (up 23.9%) point to the depth sector of the market. of success of many established titles. Yet, Lego and Peppa Pig still represent the industry’s pinnacles: Lego Ninjago and Star Wars Lego saw leaps in circulation of 16.7% and 25.7% respectively, while nearly 13 years on from its first broadcast, Peppa Pig is still responsible for a 19.1% jump in its ‘Bag-o-fun’ magazine. Meanwhile, some of the top launches in 2016 – Lego Nexus Knights, Paw Patrol, Andy’s Amazing Adventures and Finding Dory – were also thanks A £1 COIN to the enthusiasm of children. Hearst’s Cosmopolitan has knocked long-standing front runner Glamour of the women’s monthly top slot after posting year-on-year sales growth of 11.9%, although its RSV fell by £1.7m. The Hearst title slashed its price from £3.80 to £1 in 2015 and has been reporting vol- ume sales growth ever since. Glamour sufered a hefty sales drop of 28% year on year, but the gloves are of at the top of this sector after publisher Condé Nast A TROWEL halved Glamour’s price to £1 to match Cosmopolitan at the start of the year. It Outside of the children’s cate- will be interesting to see how sales are gory, the home interest sector is afected when the next set of results are where two more successful 2016 released in the summer. launches can be found. The sector was bolstered by Bauer Media’s launch of Modern PLANES, TRAINS Gardens Magazine in March, which sold 26,164 copies per AND AUTOMOBILES issue between July and De- cember. In the same month, Planes, trains, buses, cameras, caravans, travel – with The Economist launched its Britons’ raft of specialist hobbies come numerous related spin-of 1843 Magazine, which magazines, many of which come with the benefit of being ofers culture and lifestyle con- too small to be considered for listings in the supermar- tent. The title posted copy sales kets. Independent retailers, therefore, were among the of 5,123 copies. Continued interest main beneficiaries of sales rises from titles such as Steam in the home interest category Railway (up 0.4%), Condé Nast Traveller (up 5.4%), BBC led to three titles reporting Countryfile (up 17.4%) and Practical Motorhome (up 0.6%). sales growth too, including Where their copy sales fell, cover price rises on titles such Elle Decoration, which increased as Flypast, Railway Magazine, Buses Magazine and Practi- sales by 5.3%. Anna Jones, chief cal Caravan helped retailers maintain profits. With a tiny executive of publisher Hearst Maga- number of these niche titles choosing to ABC, these results zines UK, said: “Seeing year-on- represent just a fraction of the opportunity available for year growth from many of independents from specialist titles. our key brands is hugely encouraging.”

» 38 17 February 2017 RN MAGAZINES Despite many magazines continuing to suffer falling circulations, best-selling titles generate millions of pounds for independent retailers every week. Use these latest figures to get to grips with today’s market and choose the best range for your store Newsstand must-haves

Estimated Estimated Newsstand Changeyear annualRSV In stock? Newsstand Changeyear annualRSV In stock? single copy on year (£m) single copy on year (£m) CHILDREN & TEEN Doctor Who Adventures Magazine 9,874 -41.9% £0.3 n Disney Frozen 82,009 -17.2% £5.2 n First News 5,969 -9.3% £0.6 n Peppa Pig Bag-o-Fun 78,637 19.1% £4.7 n Lego Ninjago 74,887 16.7% £3.1 n COMPUTING Star Wars Lego 73,009 25.7% £3.5 n Computeractive 33,634 -6.4% £1.7 n Fun to Learn - Peppa Pig 60,670 -24.3% £4.4 n Web User 19,530 -5.0% £1.1 n CBeebies Art 59,199 -4.8% £2.1 n Playstation Official 18,431 -9.8% £1.4 n CBeebies Magazine 56,115 -13.0% £3.3 n Official Xbox 360 Magazine 15,644 -17.7% £1.2 n 2016 Lego Nexo Knights launch 53,137 – £2.2 n PC Gamer 6,944 -12.8% £0.5 n Top of the Pops 50,003 15.8% £2.4 n CBeebies Special 49,050 -1.9% £2.2 n HEALTH, FITNESS & PARENTING 2016 Paw Patrol launch 49,024 – £2.1 n Slimming World Magazine 573,903 3.2% £7.1 * n Toxic 48,435 -8.7% £2.6 n WeightWatchers Magazine 87,747 -21.4% £2.4 * n Fun to Learn - Friends 42,423 8.8% £3.3 n Women’s Health 76,500 -7.6% £3.1 n Girl Talk 40,088 14.6% £2.9 n Top Santé Health & Beauty 21,996 -9.3% £0.9 n Thomas & Friends 40,029 -4.2% £1.9 n Mother & Baby 8,565 -14.1% £0.4 n Lego Friends 38,442 -7.4% £1.5 n Health & Fitness 7,386 -16.9% £0.4 n Sparkle World 37,590 -1.8% £2.0 n Women’s Fitness 6,066 -22.5% £0.3 n Disney’s Princess 36,253 -17.6% £2.8 n Women’s Running 5,868 -25.1% £0.3 n Go Girl 34,234 -9.1% £1.6 n Gurgle 5,123 -41.0% £0.2 n 2016 Andy’s Amazing Adventures launch 34,184 – £1.2 n n Fun to Learn - Favourites 34,054 23.9% £1.6 HOME INTEREST Shout 33,983 -1.5% £1.9 n Ideal Home 100,745 -10.8% £4.1 * n Swashbuckle 33,551 -8.2% £1.1 n Your Home 86,741 -11.9% £2.1 n Octonauts 33,378 -15.3% £1.1 n 2016 BBC Good Food 75,620 -14.6% £3.9 n Finding Dory launch 33,002 – £1.6 n Country Living 66,921 -8.0% £3.4 n Mega 32,513 -3.5% £1.4 n Style at Home 61,157 -18.8% £1.5 n Girl Talk Art 32,469 21.6% £1.3 n House Beautiful 55,970 -10.9% £2.1 n We Love Pop Magazine 32,055 -4.4% £1.5 n Ideal Homes Complete Guide to Xmas 53,139 -18.6% £0.3 n Star Wars Adventures 32,002 -15.8% £1.5 n 25 Beautiful Homes 48,352 -5.5% £2.4 n Disney Stars 30,085 -24.8% £1.4 n Homes & Gardens 47,321 -3.8% £2.0 * n Jacqueline Wilson 29,556 -10.2% £2.0 n HomeStyle 44,909 – £0.8 n Go Jetters 2016 29,173 – £1.0 n launch Country Homes & Interiors 41,945 -3.8% £2.1 n Toybox 28,895 -2.7% £1.4 n Living etc 40,206 -3.9% £1.8 * n Mr Tumble Something Special 27,505 -17.3% £1.4 n BBC Gardeners’ World 39,999 -2.7% £2.2 n Ultimate Spider-man 27,470 -10.5% £1.8 n Good Homes Ultimate Christmas 34,000 -16.3% £0.1 n Animals and You 27,118 -6.2% £1.6 n Delicious 29,512 0.8% £1.5 n In The Night Garden 24,465 -27.1% £0.6 n House & Garden 27,289 -6.2% £1.4 n Hey Duggee 24,261 -5.4% £0.7 n Modern Gardens 2016 26,164 – £1.0 n 110% Gaming 23,398 6.6% £1.2 n launch Elle Decoration 25,600 5.3% £1.4 n Horrible Histories 22,111 -1.5% £0.7 n Healthy Food Guide 24,087 -3.5% £0.9 n WWE Kids 21,813 -14.5% £1.5 n Landscape 23,392 -1.0% £0.8 n Barbie 19,944 -36.4% £1.0 n BBC Home Cooking Series 21,849 2.6% £0.7 n The Beano 16,607 -10.6% £2.1 n BBC Easy Cook 20,420 -11.3% £0.6 n Disney and Me 16,509 -36.8% £0.8 n Garden News 20,147 -5.7% £2.1 n World of Cars 13,047 -46.8% £0.5 n Amateur Gardening 18,904 -7.1% £1.9 n Epic! 12,602 -19.4% £0.5 n Good Homes 18,687 -17.0% £0.8 n Doctor Who Magazine 10,432 -25.2% £0.7 n RN 17 February 2017 39

If you have… KEY Top 100 titles Newsstand circulations of 5,000 …a core range …a more copies or over of bestsellers extensive range * adjusted to reflect significant use of Benchmark your range Check you have the titles multipacking/price promotions against the titles in lilac. in grey in addition to the These are the top 100 top 100. sellers on the newsstand. Source ABC July 2016-December 2016 circulation figures.

Estimated Estimated Newsstand Changeyear annualRSV In stock? Newsstand Changeyear annualRSV In stock? single copy on year (£m) single copy on year (£m) Homes & Antiques 15,247 -7.5% £0.8 n Esquire 12,685 -11.7% £0.7 n Jamie Magazine 14,604 -3.9% £0.5 n Wired 9,606 -3.4% £0.4 n The English Home 12,378 -2.3% £0.6 n T3 7,702 -4.1% £0.5 n Olive 11,655 -15.9% £0.6 n Garden Answers 11,001 9.1% £0.5 n MISCELLANEOUS The English Garden 9,008 -12.2% £0.5 n Private Eye 105,077 16.6% £4.9 n World Of Interiors 8,778 5.6% £0.5 n Puzzler Collection 94,559 -5.4% £4.0 n Grand Designs 6,948 -12.4% £0.4 n National Geographic Magazine 18,090 -10.3% £1.3 n Gardens Illustrated 6,285 -2.8% £0.4 n BBC History Magazine 17,910 -2.0% £1.2 n The Economist 17,456 7.7% £4.5 n LEISURE Weekly News 16,498 -14.9% £1.0 n Flypast 19,544 -6.6% £1.1 n Jewish Chronicle 9,923 -12.8% £1.2 n Hornby Magazine 18,961 -11.5% £1.0 n The Spectator 9,781 12.5% £2.0 n Railway Magazine 17,057 -2.5% £0.9 n Monocle 9,771 -6.3% £0.5 n The Sunday Times Travel Magazine 16,146 -9.7% £0.8 n Scots Magazine 8,476 6.0% £0.4 n Country Life 14,304 -3.6% £2.6 n The Week 7,972 2.3% £1.4 n Steam Railway 13,990 0.4% £0.7 n Dalesman 7,640 – £0.3 n Horse & Hound 13,341 -11.2% £1.9 n The Oldie 6,823 1.9% £0.3 n Model Rail 12,115 -4.2% £0.6 n Scottish Field 6,480 -8.2% £0.3 n Digital Camera Magazine 11,894 -16.0% £0.8 n National Geographic Traveller 6,319 – £0.2 n Condé Nast Traveller 11,709 5.4% £0.5 n New Statesman 6,001 7.6% £1.1 n Rail 11,542 -5.8% £1.1 n Reader’s Digest 5,544 -3.4% £0.3 n Airliner World 10,889 -9.9% £0.6 n BBC Sky at Night 5,499 -14.4% £0.3 n Trail 9,258 -11.5% £0.6 n Britain at War 5,364 -10.7% £0.3 n 2016 Aeroplane Monthly 9,220 -5.5% £0.5 n 1843 launch 5,123 – £0.2 n Practical Caravan 8,560 -8.8% £0.5 n Country Walking 8,377 -0.7% £0.5 n MOTORING Lonely Planet Traveller 8,146 -15.3% £0.4 n Motor Cycle News 49,316 -14.3% £5.8 n Amateur Photographer 7,644 -7.6% £1.2 n BBC Top Gear Magazine 39,290 -20.4% £2.1 n BBC Countryfile Magazine 7,216 17.4% £0.4 n What Car? 38,844 -12.0% £2.5 n Buses Magazine 7,115 -6.7% £0.4 n Classic & Sports Car 24,451 -8.9% £1.4 n N Photo 6,644 -12.6% £0.5 n Practical Classics & Car Restorer 23,949 -9.8% £1.4 n BBC Wildlife 6,522 -10.5% £0.3 n Classic Car Weekly 19,286 -4.6% £2.5 n Airfix Model World 6,399 -1.6% £0.3 n Ride 18,466 -1.8% £0.9 n Photo Plus 6,323 -4.1% £0.5 n Auto Express 17,599 -10.7% £2.7 n Practical Photography 6,282 -17.1% £0.4 n Classic Bike 17,085 -10.1% £0.9 n Practical Motorhome 6,153 0.6% £0.3 n Bike 17,030 -0.9% £0.9 n Practical Boat Owner 5,860 -17.6% £0.3 n Car 15,033 -9.3% £0.8 n Yachting Monthly 5,298 -12.6% £0.3 n Classic Cars 14,881 -13.0% £0.8 n Airforces Monthly 5,247 -7.6% £0.3 n Land Rover Owner International 14,723 -16.4% £0.9 n Autocar 13,881 -16.5% £2.7 n MEN’S LIFESTYLE Evo 11,757 -4.8% £0.7 n Men’s Health 68,923 -18.9% £3.3 n Practical Sportsbikes 10,905 -12.7% £0.5 n GQ 38,617 -16.4% £1.8 n Land Rover Monthly 10,046 -17.7% £0.8 n Viz Comic 30,431 -6.9% £1.0 n Octane 9,592 -9.9% £0.6 n Stuff 16,220 -22.2% £1.0 n F1 Racing 7,457 -19.4% £0.4 n BBC Focus 13,631 -21.5% £0.8 n Performance Bikes 7,398 -14.9% £0.4 n Men’s Fitness 13,478 -22.9% £0.7 n » 40 17 February 2017 RN MAGAZINES

Estimated Estimated Newsstand Changeyear annualRSV In stock? Newsstand Changeyear annualRSV In stock? single copy on year (£m) single copy on year (£m) Motor Sport 6,581 -12.1% £0.4 n Take a Break Series 165,480 – £3.6 n Autosport 5,839 -21.9% £1.1 n Prima 116,854 -10.2% £4.5 n Marie Claire 89,550 -12.6% £3.8 * n MUSIC & FILM Red 85,623 -10.9% £4.3 n Empire 54,325 -23.6% £2.9 n Vogue 82,386 -4.2% £3.1 * n Total Film 22,667 -21.0% £1.3 n Hello! Fashion Monthly 69,640 -22.5% £0.8 n Mojo 22,572 -12.5% £1.4 n Elle 66,422 -25.7% £3.3 n Classic Rock 18,514 -9.3% £1.6 n Condé Nast Brides 28,042 -9.2% £0.8 n Q 16,528 -15.3% £1.0 n Spirit & Destiny 27,786 -13.1% £1.3 n Uncut 15,372 -18.2% £1.0 n Harper’s Bazaar 22,958 -22.5% £1.2 n Kerrang! 12,550 -28.0% £1.6 n Tatler 21,870 -8.7% £1.2 n What Hi-Fi Sound & Vision 12,118 -9.4% £0.8 n Vanity Fair 18,277 -3.0% £1.1 n Metal Hammer 9,562 -5.7% £0.6 n You & Your Wedding 16,552 -5.0% £0.6 n SFX 8,424 -12.7% £0.5 n Perfect Wedding 12,963 -18.6% £0.5 n Rock Sound 6,382 -21.5% £0.3 n No1 Magazine 12,035 -7.7% £0.3 n BBC Music Magazine 5,113 – £0.4 n WOMEN’S WEEKLIES SPORT Take a Break 535,635 -7.9% £25.2 n Four Four Two 30,260 -3.0% £1.8 n Woman’s Weekly 238,982 -5.9% £11.2 n Match of the Day 25,003 -13.4% £2.8 n Chat 238,387 -8.5% £10.8 n Runner’s World 21,766 -11.6% £1.2 n That’s Life 215,313 -5.8% £8.2 n Angling Times 20,933 -0.9% £2.1 n Closer 211,420 -17.0% £16.0 * n Cycling Plus 18,868 -6.1% £1.2 n Woman 203,063 -9.9% £9.7 * n Today’s Golfer 17,715 -8.5% £1.0 n New! 200,245 -16.2% £11.3 * n Mountain Biking UK 14,332 -7.7% £0.9 n Woman’s Own 178,791 -7.6% £8.0 * n Sea Angler 13,773 -6.5% £0.6 n Bella 164,521 -9.6% £7.7 n * Improve Your Coarse Fishing 13,765 -10.9% £0.6 n OK! Magazine 162,650 -33.9% £12.8 n Angler’s Mail 13,304 -21.9% £1.4 n Hello! 151,239 -15.4% £15.1 n Cycling Weekly 12,682 -10.7% £1.9 n The People’s Friend 146,510 -9.4% £8.8 n Golf Monthly 11,063 -24.9% £0.7 n Best 136,019 -9.4% £6.3 n Match 10,952 -30.1% £1.2 n Real People 135,451 -10.9% £4.4 n Cyclist 9,721 -13.1% £0.7 n Pick Me Up 130,981 -6.8% £4.3 n Sporting Gun 9,584 -18.8% £0.4 n Star 119,682 -17.5% £5.4 * n * Trout & Salmon 9,393 -10.2% £0.4 n Heat 115,129 -16.4% £8.0 n Golf World 8,895 -11.3% £0.5 n Reveal 107,989 -10.3% £4.8 * n World Soccer 8,861 -10.2% £0.6 n Now 99,783 -17.4% £6.7 * n Shooting Times & Country Magazine 8,087 -11.2% £1.1 n My Weekly 86,831 -7.2% £4.4 n Rugby World 7,637 -47.0% £0.4 n Grazia 83,427 -17.4% £7.7 * n Mountain Bike Rider 7,326 -11.6% £0.5 n Love It! 81,533 – £2.7 n Trout Fisherman 7,268 -5.4% £0.3 n Look 73,380 -25.1% £6.0 * n The Field 6,518 -10.8% £0.4 n The Lady 10,165 -10.1% £1.2 n

TV LISTINGS TV Choice 1,219,097 -3.9% £33.5 n What’s on TV 942,023 -5.2% £29.4 n Radio Times 411,413 -13.0% £51.4 n TV Times 183,778 -9.8% £16.2 n Inside Soap 98,223 -13.0% £8.3 n Total TV Guide 92,523 -7.9% £5.8 n TV & Satellite Week 92,025 -11.3% £9.1 n Soaplife 37,594 -20.9% £1.9 n

WOMEN’S MONTHLIES Cosmopolitan 275,565 11.9% £3.3 n Glamour 193,721 -28.0% £4.3 * n Woman & Home 186,769 -2.9% £9.6 n Yours 181,441 -2.3% £7.3 n Good Housekeeping 179,409 -4.0% £8.2 * n RN 17 February 2017 41 THIS WEEK IN MAGAZINES Round up

Jennifer Hardwick Magazines reporter [email protected] STAY OPEN-MINDED FOR NEW TRENDS Newspapers and magazines are such long- established staples of convenience stores that it can be easy to assume you know exactly what works in your shop for your customers. But with sales of collectables in the UK growing by an impressive 44% last year, there’s proof that products which have been on the shelves for decades can enjoy a resurgence with a new generation – and there could be op- portunities to be had with a sector you thought you knew inside out. Partworks launched this year have achieved £1m launch strong starts, with both Hachette’s The Art of Cross Stitch and De Agostini’s Enhancing Your Mind Body Spirit surpassing initial sales predictions. THE COMPLETE GUIDE One retailer I spoke to about the collectables trend admitted he’d stopped selling trading cards a long time ago after struggling to sell TO ASSASSIN’S CREED full boxes of them and then being unable to send the excess stock back, ending up with It started as a video game, but the world of Assassin’s Creed has high levels of waste. The frustration is understandable, but if the expanded with comics, novels, films – and now a new magazine public’s buying habits are shifting, it’s quite possible your customers’ could too given the WITH COMICS, a series of novels and a opportunity, so ruling out whole categories spin-of film starring Michael Fassbender could be a risky strategy. and Marion Cotillard released earlier this Interestingly, the same report from market year, the Assassin’s Creed phenomenon L AUNCH research company the NPD group showed the has already evolved far beyond the video other largest-growing sector in the UK’s toy game. Publisher Hachette Partworks is ASSASSINS CREED THE market in 2016 was games and puzzles, which launching a £1m campaign this week OFFICIAL COLLECTION On sale 22 February grew by 21% year on year, a positive sign for for its new title, which is conceived as a puzzle magazine titles. complete and authoritative guide to the Price £2.99 Frequency Fortnightly Meanwhile, last week’s ABC magazine sales Assassin’s Creed universe aimed at men figures confirmed a change in fortunes for aged between 15 and 35. Each issue will Distributor Marketforce current afairs titles, with a 16.6% sales rise include a cover-mounted figurine based on Display with Star Wars for Private Eye, 12.5% rise the The Spectator, a character from the franchise, with a total Helmet Collection, a 7.7% rise for The Economist and a 6% rise for of 80 to collect. Part 1 costs £2.99, with Part Marvel’s Mightiest The Week. The public’s appetite for Brexit and 2 having a cover price of £6.99 and Part 3 Heroes Trump news in print is clearly high, proving and onwards costing £9.99. how big news fuels new sales opportunities.

Starter BRAND www.paninigroup.com Pack: NEW! £2.99RRP

Sticker Packet:

RRP © Spin Master. © Viacom. ON SALE NOW! 50P 42 17 February 2017 RN THIS WEEK IN MAGAZINES

F R T EE IF FUN TO LEARN FAVOURITES G This month’s issue comes with a Peppa Pig’s On sale out now laundry set covermount gift, a Paw Patrol workbook Frequency monthly and reward stickers and a Ben and Holly’s race Price £3.99 game. There’s the opportunity to win prizes from Distributor Comag PJ Masks and Doc McStufn’s and loads more early Display with Peppa Pig, learning fun from family favourites Blaze, Fireman Fun To Learn Friends and Sam, Boj and Sooty. The magazine, containing stories CBeebies and activities from popular children’s characters, is aimed at boys and girls aged three to seven.

S HORRORVILLE PECI AL This Future title is billed as a modern horror maga- On sale out now zine that also celebrates the legacy of the genre’s Price £7.99 history. It features reviews of the latest films, books, Frequency quarterly games and TV shows. In this issue, there will be Distributor Marketforce features on upcoming retro horror Beyond The Gates, Display with Scream, SFX an in-depth interview with Lord Of The Rings’ actor magazine Dominic Monaghan on his new psychological hor- ror, Pet, Ghostwatch and Afterlife creator Steven Bestsellers Volk, and horror icon Rob Zombie. L Teenage THE REPROBATE AUNCH Title On sale In Billing itself as the publication for the modern contr- On sale out now date stock arian, The Reprobate aims to bring a collision of pop- Price £10 1 2000 AD 22/02 ular and unpopular culture, focusing on outsider Frequency quarterly artists, cinematic rebels, eccentric musicians, and Distributor direct 2 We Love Pop 08/03 decadent fashionistas. The first issue features musical Display with Creative 3 Shout 01/03 eccentrics Tiny Tim and Lord Buckley, footwear mae- Review, Gramophone, Private Eye 4 I Love 24/02 stros Jefery-West, Black Metal Couture, extreme Japanese cinema, vacations in Bohemia and Area 51. 5 Judge Dredd Mgazine 15/03 6 Astonishing Spiderman 02/03 7 23/02 Wolverine and Deadpool GQ S This issue features a world exclusive interview PECI AL 8 Essential X-Men 09/03 with Ed Sheeran, who has just returned after a year On sale out now 9 Fairytale Princess n/a of with new music and a UK tour that sold out in Price £3.99 10 Avengers Universe 23/02 minutes. Other features include Alistair Campbell Frequency monthly taking on Piers Morgan, the inside track on Tinie Distributor Comag 11 Star Wars Junior 01/03 Tempah’s new clothing line, and the shortlist for Display with Q, Mojo, NME 12 Marvel Legends 02/03 the 2017 GQ Food & Drink Awards. 13 Batman 02/03 14 Top Model 24/02 DOCTOR WHO MAGAZINE SP L 15 Mighty World of Marvel 09/03 This month’s issue includes an interview with ECI A actor and Doctor Who fan Rufus Hound. Elsewhere, 16 Incredible Hulks 23/02 On sale out now showrunner Steven Mofat answers readers’ burning 17 Teen Vogue 15/03 Frequency monthly questions, and Toby Hadoke pays tribute to Rodney Price £5.99 18 Robot n/a Bennett, the director who oversaw three very Distributor Marketforce 19 DC Superheroes 23/03 diferent productions during the early years of Tom Display with Doctor Who Baker’s tenure as the Doctor. Meanwhile, the original Adventures, Doctor Who 20 Commando Action Adventure 23/02 Master returns for new comic strip adventure Complete History

Data from independent stores supplied by Doorway to Hell Part Two.

SALES UP

COLLECTION ON SALE 23 FEBRUARY 6.6% STOCK & DISPLAY IN 2016! RN 17 February 2017 43

[email protected] 020 7689 3350 @JenniferH_RN f facebook.com/thisisRN

R E H - C PERFECT WEDDING LAUN Industry This is the relaunch issue of Perfect Wedding, which On sale 24 February has a new look and size. The magazine is increasing Price £3.35 viewpoint in size from A5 to just smaller than A4 to give it great- Frequency monthly er visibility. Publisher Immediate Media is expecting Distributor Frontline Sophie Laporte Senior product a volume uplift of 8% on this issue. The magazine Display with Brides, You & Your Wedding and marketing manager, features real-life weddings, expert advice, health and Wedding Ideas Hachette Partworks diet tips and practical budgeting tips. There is also a free honeymoon guide with this issue.

P R E R n 22 February, Hachette Partworks IC G E H COLOURING HEAVEN E CHA N -LAUNC will be launching a new partwork Publisher Anthem says its market research collection, Assassin’s Creed The Of- shows that as the adult colouring market matures, On sale 22 February ficial Collection. readers have become more discerning and value Price £4.99 As you are aware, the partwork more sophisticated styles and favourite genres of Frequency monthly Osector is exceptionally buoyant at the moment, images. As such Colouring Heaven will now be Distributor Marketforce with some high quality collections on sale published as special editions only, covering single Display with Relax with capturing consumers’ imaginations. With your topics from cats to horses and landscapes to fan- Art, Zen Colouring, Ultimate Dot to Dot support, Assassin’s Creed will tasy. The Colouring Heaven Specials retail at £4.99 continue this trend. After while the standard issue was priced £3.99, and recent successful Anthem says they typically sell 9% more copies – launches from the Top translating to a 37% higher level of RSV. Hachette Part- works portfolio, tip F R T this will be the Don’t return your copies early, EE GIF SCOOBY-DOO next to generate try giving them a double facing This issue of Scooby-Doo features two comic sto- On sale out now extra revenue in your store, especially while ries about the detective gang, instead of the usual Price £3.99 for retailers. the TV advertising is on. Every single adventure. First fans can help the gang re- Frequency monthly Since its customer buying the whole trieve a stolen jewel, then they can join Velma as Distributor Marketforce launch in 2007, the collection delivers £789 in she uncovers the case of the Rock Club phantom. Display with Lego Star Assassin’s Creed vid- revenue – don’t miss Elsewhere a mad mummy is on the loose and the Wars, Astonishing Spider- eo game has sold more out. team need help to bring him back. Free stickers Man than 93 million copies, and are included inside. was the subject of an exceptionally successful blockbuster film starring Michael Fassbender ear- lier this year. This brand has a massive following, S CUMBRIA PECI AL and with retailers’ help we will be able to ensure Cumbria is celebrating its 70th year of publica- their passion for all things Assassins Creed also tion with this issue and included inside is a pull-out On sale 23 February extends to our new partwork. of a reproduction of the first issue, which was only Frequency monthly As with all of our collections, the launch is obtained after a reader who now lives in Australia Price £3.10 supported by an extensive TV advertising and was persuaded to send it across to the UK. Publisher Distributor direct social media campaign beginning on 21 February, Country Publications is expecting this edition to Display with Country Life, as well as promotional activity from Ubisoft. This become a collectors’ item and to be sought after by BBC Countryfile is all certain to drive footfall into independent regular and lapsed readers. stores, the traditional destination retailers for partwork collections. The first issue has a strik- ing design and is mounted onto a backing board ASTONISHING SPIDER-MAN S PECI AL which will really stand out and attract a great Billed by publisher Panini as 76 pages of astound- deal of customer interest. ing action-packed arachnid adventure, this issue sees On sale out now The independent sector is hugely important Spider-Man team up with Iron Man to stop Regent Frequency fortnightly for us and this will again be the case for Assas- taking on the Avengers one by one and adding their Price £3.99 sins Creed. We are anticipating this collection to powers to his own. Elsewhere Spider-Man and Dead- Distributor Marketforce deliver more than £1.4m in revenue, with 55% of pool confront Patient Zero and the hero also takes on Display with Scooby-Doo, this going to independent retailers across the UK. his deadliest foe ever – his grandmother. Lego Nexo Knights With prominent displays and promotion, you will earn your share of the profits. 44 17 February 2017 RN THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Title No Pts £ Title Starter Cards Title Starter Cards

Amercom UK Hachette Panini Topps Ships of War 11 40 11.99 Art of Crochet 78 120 2.99 Disney Princess Shopkins Sparkle Sticker Art of Knitting 109 90 2.99 Sticker Collection 2.99 0.50 Collection 2.99 0.50 DeAgostini Art of Quilting 60 90 3.99 Doctor Strange UEFA Champions League Official Build the Ford Mustang 59 100 8.99 Art Therapy 101 120 2.99 Trading Card Collection 4.99 1.00 Sticker Collection 2016/17 2.99 0.50 Build your own R2-D2 7 100 8.99 Art Therapy 50 Mindful Patterns 10 80 4.99 Fantastic Beasts and Where to Premier League Enhancing your mind, body, spirit 7 120 3.99 Assassins Creed: the Find Them Sticker Collection 2.99 0.50 Sticker collection 1.99 0.50 Jazz at 33 and third RPM 29 70 14.99 official collection 1 80 2.99 FIFA 365 Sticker Collection 4.99 1.00 Star Wars Rogue One 4.99 1.00 Simply Stylish Knitting 60 90 3.99 Build the Mallard 130 130 7.99 FIFA 365 Trading Cards 4.99 1.00 Star Wars Rogue One Star Wars Helmet Coll’n 30 60 9.99 Build the U96 130 150 5.99 Football 2017 collection 2.99 0.50 Sticker Collection 2.99 0.50 Zippo Collection 38 60 19.99 Dr Who Complete History 39 80 9.99 Frozen Northern Lights Sticker Trolls Trading Card Game 4.99 1.00 Draw The Marvel Way 30 100 4.99 Collection 2.99 0.50 Trolls Sticker Collection 2.99 0.50 Eaglemoss Judge Dredd Mega Collection 55 80 9.99 Frozen Sticker Collection 2.99 0.50 WWE Slam Attax Takeover 4.99 1.00 3D Create & Print 110 110 6.99 Marvel’s Mightiest Heroes 83 100 9.99 Moana sticker collection 3.99 0.50 Match Attax 2016/17 4.99 1.00 Build A Solar System 79 104 7.99 Warhammer 13 80 9.99 Paw Patrol ‘A Year of Adventures’ Stickers 2.99 0.50 Title No Pts £ DC Comics Graphic Novel 40 60 9.99 Disney Tsum Tsum Stickers 2.99 0.50 Doctor Who Figurines 91 120 8.99 RBA Collectables My Little Pony 2.99 0.50 DeAgostini Marvel Fact Files 205 200 3.99 Real Life Bugs & Insects 26 60 0.99 Peppa Pig Around the World 2.99 0.50 Magiki Mermaids 2.50 Military Watches 79 80 9.99 Frogs & Co 1.99 Star Trek Ships 92 95 10.99 Panini

F1 Collection 23 60 9.99 Magic Box Zomlings Series 5 0.50

Star Monsters 1.00

Newspapers

Daily newspapers price/margin pence/margin % Saturday newspapers Sunday newspapers Sun 50p 11.15p 22.3% Sun 70p 14.98p 21.4% Sun £1 21p 21% Mirror 65p 14.5p 22.3% Mirror £1 21p 21% Sunday Mirror £1.40 29.40p 21% Mirror (Scotland) 70p 15.61p 22.3% Mirror (Scotland) £1 21p 21% People £1.40 29.40p 21% Daily Record 65p 14.3p 22% Daily Record 90p 19.8p 22% Star Sunday 90p 19.89p 22.10% Daily Star 30p 7.26p 24.2% Daily Star 50p 12.085p 24.17% Sunday Sport £1 24.3p 24.3% Daily Mail 65p 14.5p 22.308% Daily Mail £1 21p 21% Mail on Sunday £1.70 35.70p 21% Express 55p 13.31p 24.2% Express 80p 17.152p 21.44% Sunday Mail £1.70 35.70p 21% Express (Scotland) 50p 12.10p 24.2% Express (Scotland) 80p 18p 22.5% Sunday Telegraph £2 45.50p 22.75% Telegraph £1.60 34.4p 21.5% Telegraph £2 48p 24% Sunday Times £2.50 52.50p 21% Times £1.40 30.1p 21.5% Times £1.50 35.25p 23.5% Observer £3 73.50p 22% FT £2.70 54p 20% FT £3.50 79.1p 22.6% Scotland on Sunday £1.70 39.95p 23% Guardian £2 44p 22% Guardian £2.90 63.8p 22% Racing Post £2.60 61p 23.46% i 50p 12p 24% i Saturday 60p 14.4p 24% Sunday Herald (Scotland) £1.70 35.7p 21% i (N. Ireland) 50p 12.5p 25% i (N. Ireland) 60p 15p 25% Sunday Express £1.40 29.65p 21.18% Racing Post £2.30 54.0p 23.48% Racing Post £2.60 61p 23.46% Sunday Post £1.60 33.6p 21% Herald (Scotland) £1.30 29.90p 23% Herald (Scotland) £1.70 39.1p 23% Scotsman £1.50 33.75p 22.5% Scotsman £1.95 43.88p 22.5% RN 2217 DecemberFebruary 2017 2016 CLASSIFIED 39

FINANCE

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17th February.indd 40 13/02/2017 13:28 To advertise in the Retail Newsagent classified section call 020 7689 3366 or email [email protected] RNRetail 2217 Newsagent FebruaryDecember 2017 2016 25th March 2016 (Please mention Retail Newsagent when replying to the advertisements) 41

DRINK SYSTEMS

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RN723ITT page Gold ad.indd Leaf poster1 A4 AW.indd 1 13/02/201724/01/2017 12:5914:14