11% Cig Margin to Shake up Market NATIONAL LIVING WAGE L New Distributor BK Tobacco to Launch Four ‘Premium- Quality, Low-Cost’ Brands in the UK in September

01.04.2016 DELIVERING THE FUTURE Where can you take HND? INNOVATION Page 30 »

Up £2k flying Solo ‘Social media, EPoS and a 10m chiller has helped me stand alone’ Page 24 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.30 11% cig margin to shake up market NATIONAL LIVING WAGE l New distributor BK Tobacco to launch four ‘premium- quality, low-cost’ brands in the UK in September. Hire plans l ‘We’ll take advantage of plain pack market,’ says frozen as managing director Matthew Betts. Page 5 » new wage takes hold CONVENIENCE Retailers abandon £0.5bn recruitment to fund £7.20 rate, but fear invested impact of next rise. in c-store Page 4 » upgrades RETAIL CRIME Refrigeration and shelving top of Manpower retailers’ priorities in needed for 2015. Page 14 » new crime BUDGET strategy Nisa: we’ll Hire more officers to implement Home absorb tax Office scheme, Group to hold prices industry warns. on more than 800 Page 4 » alcohol lines. Page 6 » Tributes to Asad A vigil in memory of Glasgow retailer Asad Shah was attended by hundreds of RN ROUNDTABLE Vol 127 No 13 Retailers and Blu FOR TRADE USE ONLY family members, friends and customers as well as Scottish ﬁrst minister Nicola Sturgeon. discuss preparing 13 Tributes have been ﬂooding in for the “popular for market-changing and well-respected” retailer who was stabbed e-cigarette regulation. outside his store last week. Page 5 » Page 24 » Retail Newsagent 1 April 2016 3

I have heard two separate anecdotes about wine and its role in turning around struggling businesses this month, and there are lessons for any store managing challenges from both. Super troubleshooter and new Co-op chief executive Richard Penncock said in an interview over the weekend most wine drinkers can’t tell the difference between one supermarket Argentinian Malbec and another. RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT But when they are told that Co-op Fairtrade Malbec is helping build a school in La Riojana, they pick up that bottle over any other. After turning around the fortunes of Laura Ashley, Welcome Break Interaction is far and Morrisons, this is one of his main strategies for bringing the con- more important to venience group back to health. “Just imagine if we had all of our 70,000 your customers staff telling that story what that would do to the business,” he said. It reminded me of a recent talk I attended from wine guru Ryan Opaz, than the products whose blog ‘On wine, a tragedy’ won him plaudits from both the White they are buying House and Twitter founder Evan Williams. The mistake the industry has made, he says, is overcomplicating wine, making it elitist and thinking consumers are desperately looking to find new wines. The opposite, in fact, is true: the industry is frantically looking for new consumers. Consumers want relationships, life experiences and emotion and wine should be a part of this. Wine isn’t, itself, the occasion. Ryan told us how he turned around the fortunes of a struggling wine shop he managed CHRIS GAMM early in his career. He grew sales every month for four years, not by lec- Editor turing customers, but by simply saying hello to everyone, interacting @ChrisGammRN with them, treating them as individuals, then saying goodbye. In both cases, it’s not actually about the wine. Interaction is far more important to your customers than the products they are buying.

24 CONTENTS 34 NEXT WEEK NEWS the e-cigarette 19 INDUSTRY PROFILE FEATURES 4 INDUSTRY NEWS Resources regulations Today’s Group deputy 26 THE RN ROUNDTABLE needed to support new coming into force chairman Simon The e-cigarette market as part of EUTPD II? Are Hannah, below crime strategy says trade is set for major you losing soft drinks 20 PRICEWATCH 6 BUSINESS NEWS Nisa absorbs changes with the sales to supermarkets? UK crisps prices Chancellor Osborne’s introduction of 17 LETTERS Tributes to tragic 21 THE ENTREPRENEURS alcohol duty increases EUTPD II. We spoke Glasgow newsagent What you can 8 NEWSTRADE Publishers to leading retailers CAKES AND BISCUITS shows how indies learn from to find out how move quickly to entice play an important role We reveal the recipe for the world’s they are facing the former Indy readers at the heart of local best business your success 9 PRODUCT NEWS McCoy’s 30 challenges communities brains. This 30 HOME DELIVERY £3m marketing push 18 COLUMNIST A couple of week, Queen of 12 REGIONAL NEWS Expand your doorstep Plain simple ideas Shops, Mary packs will make life service made a huge 19 Portas 32 FRESH & CHILLED easier for counterfeiters 24 RETAILER difference Healthy margins for all 15 NFRN DISTRICT COUNCIL at Bintesh PROFILE Northern Ireland DC Amin’s Glasgow retailer THIS WEEK report stores. Find Natalie Lightfoot out how is flying solo IN MAGAZINES SUMMER SPIRITS COMMENT & 35 ROUND-UP ANALYSIS ringing the in Glasgow after How you can Shake off the winter changes running a Londis still win at games blues and up your sales 16 YOUR STOCK, YOUR SAY How paid off c-store with her 36 FOR YOUR SHELVES are you preparing for handsomely brother Marie Claire special “I DON’T THINK YOU CAN HAVE A DELIVERY MODEL BASED AROUND ONE PRODUCT” – NEWS UK’S INDEPENDENTS SALES MANAGER GREG DEACON SAYS THE FUTURE OF HND IS DIVERSIFICATION Page 30 » 4 15 January 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news

Ban hits Shoppers drink to Nisa wine festival premium Nisa retailers are aiming to pick up extra impulse sales on tobacco alcohol this month with the One year since the intro- launch of the group’s latest duction of the tobacco Wine Festival promotion. The display ban, retailers have convenience group is offer- reported that premium ing special deals on own label brands are bearing the and branded goods, including brunt of a fall in sales. bottles of Blossom Hill at £3.99, Dennis Williams, owner along with PoS material seen of Broadway Convenience here displayed prominently at Store in Edinburgh, said its Nisa Mauldeth Road store premium brands have in Manchester. Harry Goraya, “dived” as customers look owner of Nisa Local in North- for value for money. fleet, Kent, said: “We’ve had a Trevor Millican, of S&A good response to the festival so Superstore Premier in Ut- far, with a lot of people enquir- toxter, said: “Our tobacco ing about the deals.” sales have gone down from £6,200 a week to £5,300.” Meanwhile, retailers said they fear a further decline Government strategy gets a guarded welcome ‘Resources are needed to make this work’ with EUTPD II legislation being phased in from next month. “When they bring in the new minimum More resource needed for weights for cigarettes and tobacco, people will end up making fewer visits to the store and we’re bound Home Office crime plan to lose out as basket spend will go down,” said Steven Parrott, of Aerolite Garage by Steven Lambert Measures in the strat- this for it to be efective. If Steering Group. “We need in Norfolk. egy include creating local they haven’t got enough better working relation- Retailers and trade bod- partnerships with councils ofcers they will struggle to ships between retailers and ies have welcomed the to prevent alcohol and drug- make this work.” the police, based on good launch of the government’s related retail crime from an Mr Patel’s call follows reporting and a swift police Sugar tax Modern Crime Prevention earlier stage, and looking at this month’s Association of response to reports on Strategy (MCPS), but claim ways to curb growing levels Convenience Stores’ (ACS) crime,” said Mr Lowman. battle lines more police resources are of fuel theft from forecourt Retail Crime Report, where Paul Baxter, chief ex- Chancellor George Osborne needed for the measures to sites. shadow police minister ecutive of the NFRN added: has challenged soft drink prove efective in curbing Ralph Patel, national Jack Dromey revealed forces “We welcome any measure companies to “bring it on” retail crime. president of the NFRN, said had shed 18,000 ofcers that helps to protect our following reports that man- Launching the scheme he “applauded” the govern- over the past year. members from crime, but ufacturers are planning to last week, home secre- ment for its focus on retail James Lowman, chief ex- there is much more that take legal action against the tary Theresa May said the crime. However, he added: ecutive of the ACS, said the needs to be done on this. new sugar levy. MCPS will be used to help “The police are facing more association was working We will continue to put Mr Osborne announced authorities tackle new and administrative pressures closely with the govern- pressure on MPs and PCCs a tax on soft drinks during developing crimes against and cuts, and more re- ment on the MCPS as part to make sure retail crime is his spring Budget, which businesses. sources need to be put into of the National Retail Crime pushed up the agenda.” will add as much as 24p per litre to high-sugar products. Companies including Coca-Cola Enterprises and Costs and recruitement cut to conform to NLW Britvic are understood to be preparing to fight the mea- Retailers have cut costs £7.20 hourly rate for over-25s. had been trying to cut costs many other stores,” he said. sure through the European and abandoned plans to The wage increases will by working to reduce the Meanwhile, Blakemore courts. Referring to the hire new staf in advance add up to an extra £250 to shop’s overheads. He fears Trade Partners has been reports during a Treasury of the introduction of the his costs each week, he esti- the impact of the rise to £9 running a series of work- Select Committee meeting, National Living Wage today mates. “We can’t just pass it in 2020. shops for more than 200 Mr Osborne said: “If they (1 April). on in prices,” he said. “The “Unless our income Spar retailers to prepare want to have an argument Harry Goraya, of Nisa Lo- further increases will put goes up very dramati- for the wage increase, of- about sugar tax, bring it on. cal in Gravesend, Kent, said some of the smaller stores cally, we’re going to have fering advice on reducing “We are going to intro- he had intended to increase out of business.” serious problems. Over the overheads, and using Spar duce a sugar tax. It’s not a stafng by up to three full- Ralph Childs, of JW last two years, we’ve just marketing campaigns to threat or a promise, it’s the time positions, but has had Childs & Sons in Great been breaking even. I can’t increase sales and improve way it’s going to be.” to drop those plans to pay the Yarmouth, Norfolk, said he believe it’s that diferent for staf management. 6 1 April 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent BUSINESS to have your say on the latest news Bestway One Stop’s app offers a Bundle of support One Stop is planning to Rebate bring its Bundle app to franchise retailers this autumn, returns following a positive launch Bestway is bringing back in its company-owned its Great Rebate scheme for stores. a second year running after The firm introduced raising £1.34m for its retail- the technology at the end ers in 2015. of February to give its The initiative will see employees a platform to Bestway and Batleys allow users to quickly and customers receiving two easily share information monthly Great Rebate and feedback. brochures. The first will The app includes features provide category advice and such as a Live Chat func- product planograms, while tion – allowing One Stop the second will contain a workers another means list of promotional lines of accessing the group’s ofering a 3% rebate. support team – and a ‘mood An additional Great board’ where users can ing Nisa and Costcutter colleagues’ feedback to help that matter to them most Rebate shopping list will click on a happy or sad face developing support apps for bring them more of what including payslips, reward ofer store owners an extra to highlight how they are retailers this year. they need in one simple schemes, recognition, 1% rebate based on volume feeling. Paula Byrne, director at place. training and access to our sales of key lines, according The company joins a One Stop, said: “We will be “It’s the one place our col- internal communication to the firm. Salih Sheikh, growing number of con- constantly updating and leagues can access all their tool to discuss news and head of marketing at venience groups includ- improving Bundle with our information, the things ideas.” Bestway, said: “Multiple retailers have extensive data from which to develop No increase in prices ‘to protect retailers’ profit margins’ Indies welcome post-Budget boost their plans. The Great Re- bate provides customers with the information to level the playing field.” Nisa to absorb Osborne’s Hancocks acquires alcohol duty increases UK Sweets by Steven Lambert increase base prices on However, Luton Nisa retailers while also giving Hancocks has purchased alcohol lines hit by the retailer Peter Mann said: them a strong commercial e-commerce business UK Nisa has pledged to absorb latest tax increases, which “It is a good move, but it advantage in a very com- Sweets which it said will additional costs for its it claimed would protect its would have only been a petitive market place.” strengthen its product retailers on more than 800 members’ profit margins on small increase in cost price Other wholesalers range and provide its alcohol products afected by these goods. and we’re not sure how long including Booker and customers with greater duty increases in the spring Harj Dhasee, owner of Nisa will be able to main- Landmark said pricing on buying power. Budget. Nisa Mickleton Village tain these for.” their alcohol products had UK Sweets is a £3m Bour- Chancellor George Stores in Gloucestershire, Stewart Smith, Nisa been afected by the latest nemouth-based company Osborne revealed last welcomed the news. He trading director, said: “If we Budget. supplying and wholesaling month that duty on prod- said: “Following the price had decided to pass on the A Booker spokesman handmade fudge, boiled ucts including wine and realignment strategy and duty increases there would said: “Some of our alcohol sweets and other confec- high-strength sparkling some of the rises Nisa has have been an extraordi- prices changed as a result tionery items. cider will rise at the same introduced this year, this is nary burden placed on our of the new duty rates. Hancocks claimed its lat- rate of inflation. He added a good move. The market is members. However, the market- est acquisition would help that duty on beer, whisky getting more competitive “Nisa is committed to beating growth at Booker strengthen its own e-com- and other ciders would be so for them to hold prices delivering benefits to its shows how our retailers are merce business, which has frozen. on wine should give us an members and we felt that getting a better deal than grown by 60% since 2014, Nisa said it will not advantage.” this decision helps protect elsewhere.” and would double turnover for the website element of Hancocks Holdings. Hancocks executive James Convenience seals First Stop News deal chairman Mark Watson James Convenience Retail the holding company for on 77 stores running under move for JCR since the said: “With the acquisition Limited (JCR), owned by Birmingham-based conve- the Supernews, Maynews group agreed to franchise of UK Sweets we can take retailer Jonathan James, nience group Rippleglen, and Arden News fascias, 36 former GT News stores as our e-commerce business to has acquired CTN operator for an undisclosed fee. adding to its existing 33 part of a deal with Convivi- the next level.” First Stop News Limited, The deal will see JCR take stores. It marks the latest ality Retail last February. 8 1 April 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent NEWSTRADE to have your say on the latest news

Johnston Queen’s birthday at the art of sales drive ‘support’ The Radio Times is hoping an art competition will help for i buy boost sales around the Queen’s Johnston Press sharehold- official 90th birthday. Young ers have given their support artists have been challenged to the acquisition of the i to design a cover, with schools newspaper, with 99.85% contacted to drum up support. voting in favour. Immediate Media hopes the The deal, set for comple- special edition in June will exceed tion on 10 April, will make the 4.5% uplift in sales experi- Johnston the UK’s fourth- enced in the week of the 2011 largest news publisher, royal wedding. A spokesman giving the company greater said: “Special editions always scale in what chief execu- result in higher sales. Retailers tive Ashley Highfield ad- should give it good facing and mits is a “difcult” market. mention the competition to The company’s annual families with children.” results for 2015, published last week, show turnover dropped 6.8% to £242.3m and operating profits fell Times offers free delivery for HND ‘switchers’ i, Guardian and Telegraph working with retailers 7.5% to £50.6m. Print ad- vertising fell by -11.9% and overall print revenues were down -9.7%. Mr Highfield also hopes Publishers move fast to that Johnston will add to the i’s current daily sales of around 275,000 a day. Johnston purchased sweep up Indy readers the i from Russian tycoon Evgeny Lebedev for £24m by Lee Graham worried about the difer- to the paper through its we’ve had quite a few last month. ence in cover price, we’ve Deliver My Times scheme. sign-ups for HND retailers. Publishers and retailers been keen to point out that News UK’s independents There’s been a good recep- have launched a range of there is an opportunity for sales manager Greg Deacon tion for it and now we’re deals and initiatives in customers to view the i as said: “We’ll be furnishing looking at sending out Archant’s a bid to capture former an additional paper; one a few thousand retail- more to retailers.” Independent newspaper they buy on top of their ers with posters and will Retailer Mark Dud- ‘best’ year readers. copy of The Times or The hopefully help them sign den, of Albany News in Regional publisher Archant Sister paper the i ofered Guardian, for instance. up some of those potential Cardif, said: “I’ve got a lot enjoyed its best financial newsagents with the high- “Many readers are loyal lost sales.” of accounts that take the performance for almost est sales of the Indepen- to the Independent brand. The Telegraph and Independent – cafes, bars 10 years despite what it dent like-for-like copies of We’ve explained that the Guardian have also been and pubs and so on. deemed as “difcult indus- the title free of charge last majority of Independent working with independent “They’re all wondering try conditions”. week, as the Independent columnists will continue retailers to encourage both what to take rather than The magazine side of the printed its last daily edi- to write for the i.” HND and casual customers cancelling, which is a good business saw circulation tion on Saturday. Meanwhile, The Times to switch to their papers. sign. I would like to push grow on more than half its Rob Stacey, sales and is ofering 12 weeks’ free Rob Rattley, Guardian them to The Guardian, titles, while its newspaper marketing manager for the home delivery for Indepen- circulation manager, said: but I think they will go to business saw revenues i, said: “To those retailers dent readers who switch “We’ve had a good start; the i.” show a slight growth, with price rises on many of its titles helping it ofset declines in circulation. Its flagship Eastern Daily Good start for Mail subs in Scotland Press title also earned plau- Mail Newspapers and Scot- In addition to a “premi- increased frequency of its, I now get paid in the dits, beating of competi- tish retailers have reported um” paper and app package, purchase through HND and same week,” he said. tion from The Times and a positive start to the pub- launched in February, a was benefiting from receiv- David Woodrow, also The Guardian to win the lisher’s subscriptions trial print-only ofer was added ing voucher payments more from Paisley, said focusing Grand Prix gong at the 2015 in Scotland. last month in response to quickly through i-movo. on improved availability NewsAwards. The company is working customer requests. “Where customers were and promoting the Mail Its profits rose around with 200 shops across Scot- The trial is also testing taking the Mail six days a ofer meant his sales of the 20% to £9.6m and share- land on a joint subscription digital processing of cus- week, they are now taking title had increased by 50 holders are set to receive and HND ofer to test the tomer payments. it seven days instead, and copies per week. their first dividends since viability of selling both Paisley newsagent Des where it took three to four The trial will run until 2012. through stores. Barr said he had seen weeks to get voucher cred- May. Retail Newsagent 1 April 2016 9

PRODUCTS

Bel on the Carlsberg choc pop- up is best – bar none ball with Carlsberg has unwrapped the foil on a fully functioning pop-up footy fun bar made of chocolate. Named Bel UK has launched a new ‘If Carlsberg Did Chocolate Bars’, campaign for Mini Babybel the Easter-themed fixture ap- inspired by the forthcoming peared last week attached to the summer of football. wall of the Truman Brewery in From 9 May, the ‘Celebrate London’s Shoreditch. Renowned Every Goal’ campaign will food sculptor Prudence Staite centre on an online game used almost half a tonne of challenging players to net chocolate to build the bar, which as many Mini Babybels is entirely edible. as possible in 10 seconds. Participants will be entered into a draw to win prizes including a European city Flavour at the forefront of ‘heavyweight’ campaign TV ads blitz to run throughout 2016 break and instant prizes. The £1m campaign will include limited-edition packaging with a European McCoy’s comes on strong football theme. Yollies good for £3m marketing push by Steven Lambert sponsorship ated and unafliated inde- Yollies, the yoghurt on a pendent retailers sharing stick from Kerry Foods, KP Snacks is promoting its advice on how to grow sales has secured new sponsor- recently relaunched Mc- of crisps, nuts and snacks. ship with kids’ TV channel Coy’s crisps range with a The forum will see store Cartoon Network. heavyweight £3m market- owners meet quarterly to From 6 April, characters ing campaign to high- discuss market develop- from shows including light the brand’s stronger ments and challenges to Adventure Time and The flavours. help develop KP Snacks’ Amazing World of Gumball The initiative includes new Paprika, Cheddar & Onion “We are continuing to ramp SnacKPartners category will appear on 16 collectable TV ads (pictured) launched and Salt & Malt Vinegar up investment in the brand management scheme, pack designs. As part of the this month under the crisps in January. KP as we look to appeal to a which is aimed at local promotion, children visiting tagline ‘When Flavour Snacks will back the cam- wider population of snack- businesses. a dedicated microsite will Calls’, which will run across paign further with outdoor ers with our improved and Matt Collins, trading get the chance to see their terrestrial and digital chan- ads launching on 10 April, even stronger flavour.” controller for convenience own cartoons on TV. nels throughout the rest of and will also launch PoS At the same time, KP and wholesale at KP Snacks, the year. material for independent Snacks announced the said: “The creation of our KP It will be used to promote retailers. launch of its SnacKPart- SnacKPartners Ambassa- Cricket deal improved recipes intro- Jef Swan, marketing ners Ambassadors Forum, dors Forum is really excit- Foster’s has been an- duced to McCoy’s Original, director at KP Snacks, said: which will comprise afli- ing for our business.” nounced as the ofcial lager of England Cricket under a new two year deal signed with the England and Wales M&M’s Mixes it up with three favourite varieties Cricket Board (ECB). Mars is bringing all of its Peanut and Crispy in a Mars claimed the product its Ms Brown character last The move will see the M&M’s varieties together in single bag. has proven popular in other May. brand sponsor the national a new limited edition shar- The product is being made markets including Austra- The firm added that it is side during test matches, ing bag as it targets further available exclusively to inde- lia, where it now accounts planning to support M&M’s one day internationals and sales for its range of bitesize pendent retailers and Asda for nearly 8% of M&M’s total with an £8.5m marketing T20 games. Foster’s packag- chocolates. stores from this week. It will value. investment for the year, ing will also carry the ECB The firm has unveiled launch with an introductory The launch follows on which will see the brand logo from 11 July until the M&M’s Mix, which will price of £1 before moving to from Mars’ introduction of appear on TV screens for end of August. combine M&M’s Chocolate, an RRP of £1.19. new M&M’s packs featuring 26 weeks. Hot products for your shopping list

Babybel is offering M&M’s Mix is a shar- Foster’s has become prizes in its football- ing bag which includes the official lager of related promotion three popular varieties England Cricket 10 1 April 2016 Retail Newsagent

PRODUCTS Peperami Perfectly adds new Clear flavour message Jack’s Links has extended Flavoured water brand its Peperami range with the Perfectly Clear is promot- launch of a Tex-Mex ing its zero sugar message variant this month, with a new marketing the brand’s first new campaign launching this flavour in eight years. month. The spicy meat The scheme, entitled snack is flavoured ‘No S**** Science’, includes with onion and spices TV ads featuring an ‘anti- including paprika, sugar scientist’, who will cayenne pepper, garlic promote Perfectly Clear as and coriander. It will a healthier alternative to be available from this fizzy drinks. month in single 25g Maurice Newton, sales sticks, in packs of five, and marketing manager and in sharing and at CBL Drinks, said: “With snack pack formats. the brand growing from Jack’s Links said strength to strength and at the launch had been Kimberley’s making all the right moves with P&G a time when sugar content influenced by its latest TV presenter Kimberley Wyatt will be showing off her dance moves as part of a new in drinks is a national shopper research, which marketing campaign for Procter & Gamble’s household cleaning products. The celebrity concern, it is the perfect found 30% of UK families takes centre stage in P&G’s ‘Dance Your Place Clean’ TV ads, which will highlight brands time to elevate the brand had bought or tried Mexican including Fairy, Flash, Febreze and Viakal. and highlight its sugar-free food in the past year. benefits.” Retail Newsagent 1 April 2016 » 11 MAKE MORE OF FRESH & CHILLED Follow RN Pages on twitter 32-33 @RetailNewsagent for expert advice to help you grow your sales Packaging overhaul will help brand stand out more New flavour and pricemarked packs added Molson Coors in Relentless sets sights the game Molson Coors has teamed up with the Football Manager on further growth video game franchise for a new competition running by Steven Lambert also introduce a 4x500ml drinks sector grew by £27m on its free Carling iPint Relentless multipack to last year, which she said digital app. Coca-Cola Enterprises (CCE) encourage further sales of was driven by product in- The partnership will see is aiming to grow its £58m the brand. novation and new flavours. the launch of a dedicated Relentless energy drinks The news follows on She added: “This new Football Manager quiz on brand with a packaging from CCE’s update of its look and supporting mar- iPint, which will ofer cash- overhaul and the launch of other energy drinks range, keting campaigns will help back prizes. a new flavour this month. Monster, with the launch our customers promote Players will be tasked The range will feature of its Ultra White variant in the Relentless brand, with with answering five foot- new-look designs to help January. eye-catching displays and ball-related questions in a 10 it stand out more promi- Sales of energy drinks money-can’t-buy promo- second time limit, with the nently on retailers’ shelves, grew 3.2% in value and 3.3% tions, that will continue to top 10 highest scorers each while £1 pricemarked packs in volume in convenience tap into the rising popular- week winning £10 each. will also be made available. stores last year, accord- ity of energy drinks.” Molson Coors will also At the same time, CCE ing to the latest figures in Ms Cater added CCE will ofer further iPint rewards has unveiled its latest Britvic’s 2016 Soft Drinks grow awareness of the for shoppers buying Carling Relentless flavour, Pas- Report. changes with a number four-packs, including 30% sion Punch, which will Caroline Cater, opera- of music-themed promo- of Sky Sports day passes and launch in a 500ml can. The tional marketing manager tions taking place in stores the chance to win a £1,000 manufacturer said it will at CCE, claimed the energy throughout the year. holiday. 12 1 April 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent REGIONAL to have your say on the latest news Appeal to Food Crimes Unit’s £1.17bn of bogus products Thousands of counterfeit crime groups linked to with inferior varieties. reasons unique to this replace food products worth up to the food and drinks indus- Based on a 2007 estimate form of crime, intelligence £1.17bn have been identi- try. that 2% of global trade was about food criminals is in stolen bike fied by the National Food Ofcials found thou- counterfeit, the unit said short supply. While we are The owners of a Somerset Crimes Unit (NFCU). sands of litres of potentially the potential scale of food working hard to gather newsagent have launched In its first report on the toxic counterfeit vodka, fraud could be £1.17bn, information, we are calling an appeal to replace the sto- level of food crime in the fake olive oil made from although a lack of reporting on those working in the len bike of one of its longest UK following the horse- flavoured vegetable oil, eggs made estimates difcult. food industry to report serving paperboys. meat scandal, the unit said wrongly labelled as free Andy Morling, head of suspicions to the NFCU to E J Teare Newsagents in there were 20 organised range and basmati rice cut the NFCU, said: “For many help fill these gaps.” Wellington has launched a JustGiving page and called on local and national Former Scotland Yard chief inspector’s stark warning Education campaign launched by PML newspapers to make a donation. The i was the first newspaper to answer the call with a £100 donation. It adds to the £130 raised on Plain packs ‘will make JustGiving. The bike belonging to 16-year-old Ben Higby, who started working for the counterfeiters’ job easier’ newsagents when he was by Gurpreet Samrai 13, was stolen on Sunday last week. Tobacco plain packaging Owner Trisha Lettley will make a counterfeiter’s said: “It’s such a shame job a lot easier, a former that something he has chief inspector warned as worked so hard for can just he raised concerns the new disappear. We wanted to law could fuel the illicit put a smile on his face and market. restore his faith in human- Former Scotland Yard ity by helping him buy a detective chief inspector new bike.” Will O’Reilly has carried out a number of test purchase operations across RN READER POLL the country during which a “significant” amount of illicit tobacco products have Philip Morris’s campaign aims to educate NO been purchased. independents about illicit tobacco 29% “Worryingly we’re beginning to see a rise their job a lot easier.” target 6,500 retailers with where there is more profit.” in counterfeits and with The caution came as the EX-IT Programme over Mr O’Reilly is also urging plain packaging around the Philip Morris Limited the next four months with retailers to help authorities YES corner that’s a real worry,” (PML) launched a nation- retailers being given a “close down” those break- 71% he said. wide educational pro- range of materials including the law. “My concern is that it gramme for independent ing posters, leaflets and He said: “Retailers are a will lead to a rise in illicit retailers in a bid to stamp stickers to show they are great source of intelligence Would a sugar trade and that’s a concern out illicit tobacco and responsible sellers. on this as they often get shared by a number of encourage retailers and Jerry Margolis, sales told by their customers or tax have a police ofcers. If you’re a the general public to report director for PML, said: “The they know of shops selling negative im- counterfeiter all you have to illegal sales or suspicions problem is growing because illicit products in their area. pact on your counterfeit is one example to HMRC or crime-fighting organised criminals are So please report them and and you have the whole charity Crimestoppers. moving away from more let’s close down some of sales? market. Investigations into The company’s new PML dangerous activities like these people breaking the NEXT WEEK’S QUESTION this say it’s going to make National Field Force will drug smuggling, to tobacco law.” Do you think the launch of four new cheap, high margin tobacco brands will be Police issue warning after cash exchange scam successful? Police are urging retailers in broken English, asked to electronically. women had kept around to be on their guard after a withdraw a large amount of They were given their half of the Euros – around Have your scam, known as “ringing Euros using Sterling to pay Sterling back and they £440 worth. vote now the changes”, was reported for them. handed back the Euros to Police believe the Go to betterretailing. at Castleton Post Ofce near They then changed the post ofce staf before suspects have carried out com/retail-newsagent Whitby. their minds and said they leaving quickly. similar crimes at post of- Two women, who spoke wanted to send the money Staf later realised the fices across the country. 14 1 April 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent REGIONAL to have your say on the latest news Retailers Spar staff held at knifepoint in robbery turn to Two members of staf at a Spar store were held at knifepoint by masked intruders Facebook during a robbery. At around 9.40pm on Sunday 20 March, after theft two men wearing dark hoodies with their Devon store owner Dan faces covered stormed into the Accrington Cock is encouraging fellow shop. retailers to join the Retail- One leaped over the counter and grabbed ers Security Exchange a female member of staf, bruising her, and group on Facebook, which demanding that she opened the tills. He he set up to assist the fight then dragged her into an ofce and ordered against crime following a her to open a safe, producing a kitchen theft at his store. knife, before taking the money and fleeing. The owner of Premier The second man was emptying the tills Whitstone Village Stores when a male member of staf returned said: “Sharing information from the stockroom. He tried to call the in the group enables us to police, but the robber smashed his phone collectively identify and with a weapon, injuring the staf mem- respond to patterns and ber’s hand. trends, in terms of areas The two robbers then escaped. Detective targeted and types of crime. Sergeant Andy Horne, of Blackburn CID, “The more people that said: “These are two people simply doing get involved, the safer we’ll their jobs who have been put through an all be, so I’d encourage incredibly traumatic experience.” everyone to join and spread the word.” ACS survey finds retailers spent £596m on improvements ‘Local shops really are everyday entrepreneurs’ New fines introduced Retailers in Northern It’s spend, spend, spend for Ireland face new penalties if they fail to register as tobacco sellers before 1 July. The new regulations c-stores, research reveals mean fines of £500 for by Joseph Lee tenance, 16% on new light- for equipment manufac- In a separate survey, the failing to register, £250 ing and 15% on signage. turers, shopfitters and ACS found that optimism for selling to under-18s or Convenience stores invest- Vim Odedra has just tradesman as well as their is rising among retailers selling single cigarettes, ed more than half a billion completed a £140,000 400,000 employees. despite slow sales perfor- and £100 for failing to pounds in improvements refit of his Nisa Local West But he warned this mance, with one in five display a notice warning last year, new research has Chiltington store in West could be jeopardised by planning investment in against underage sales. revealed. Sussex. the National Living Wage, their stores. The NFRN welcomed A survey by the Associa- “It needed to be updated, which is expected to cost Of 1,210 retailers sur- measures to penalise tion of Convenience Stores to have more space, to the convenience sector veyed in February, 24% adults buying tobacco for (ACS) found that shop be more hygienic, to be £166m. expected sales to rise next under-18s, saying retailers owners spent £596m on brighter and better laid-out “Local shops really are year, despite 26% experi- face a constant challenge refits and improvements and to use technology the everyday entrepre- encing poor recent sales – to avoid inadvertent to equipment, energy ef- more efectively,” he said. neurs that drive sustain- a two-year low. underage sales. ficiency and appearance. “I’m expecting an increase able growth in local Mr Lowman said the ex- The most common in- of at least 20% in turnover.” communities up and down tension of small business vestment was in refrigera- ACS chief executive the country,” he said. rate relief and defeat of tion, which accounted for James Lowman said the “Government needs to get proposals to extend Sunday Local title 36% of spending, while 26% figures demonstrated how the conditions right for trading for large shops had went on new shelving, 21% stores benefited their local local shops to continue this provided retailers with relaunch on internal building main- economies, providing work investment.” grounds for hope. Regional daily the Worcester News has relaunched with more news pages and a “brighter, NFRN defends retailers against tobacco Bill cleaner look” after readers shared what they wanted Trade bodies have welcomed for retailers. While the gov- evidence to support this. that tougher sanctions for from the newspaper. the Welsh Assembly’s ernment said the plans to NFRN chief executive Paul selling illicit tobacco will be The new design is based decision to vote down the introduce a retailer-funded Baxter said it removes “a introduced and the alloca- on its sister title the Public Health (Wales) Bill, register aimed to tackle the potential further burden tion of £31m of additional Bournemouth Echo. Its which included proposals to illicit tobacco market, the on retailers”. The chancel- funding to tackle illicit cover price remains 65p. introduce a tobacco register NFRN felt there was little lor’s Budget announcement trade, have been welcomed. Retail Newsagent 1 April 2016 15 YOUR NFRN DISTRICT AGM REPORT REGION N.IRELAND 24.03.2016 Kathryn Gaw reports from the NFRN Northern Ireland district council meeting

‘Shared goals’ on the issue by 10 March, adding: “That’s business rates the Chelten- NFRN members were ham issue, urged to join the fight which is a big to reform business rates seller for me. during a presentation People were by the Northern Ireland asking for it.” Seamus Independent Retail Trade When he called McFadden Association (NIIRTA). the distributor, NIIRTA chief execu- he was told 2,000 issues tive Glyn Roberts asked had been mislabelled NFRN members to with the price in Euros, partner with the organ- rather than Sterling, and isation, pointing out were left in the ware- they shared a number house until new labels of similar goals. NIIRTA could be found. The is- has recently delivered an Gwen Patterson is elected new NI president sues were distributed on economic programme to Gwen Patterson has been elected as president of the Northern Ireland district, following a 11 March, but by then Mr the Northern Ireland As- unanimous vote. She takes over the position from Judith Mercer, who stepped down after McFadden had already sembly, which outlines a two years in the role due to work commitments. Mrs Patterson was officially inducted into bought his copies from number of policy recom- the role by visiting NFRN national president Ralph Patel. Mrs Mercer’s father Ray Hamilton another shop. mendations, including a was presented with an engraved badge in recognition of her service. reduction in rates. Restructuring Mr Roberts said shop members on the progress firmed the objective of vacancy rates in North- of the Northern the club is to give control ideas discussed ern Ireland were twice Ireland News back to retailers. Northern Ireland mem- the national average, Sales Club, bers have been asked to which was partly due to which was Racing title last suggest how to restruc- the high cost of rates. launched last ture the federation’s A recent rates reform Brian year. past the Post branch model. was the first to take place Murphy Over the We need a Members reported late Gwen Patterson said in 13 years, he added, past 10 weeks, delivery of the March branch meetings were and came after a 10-year the club has gained 57 new approach issue of the Racing Post poorly attended, as mem- NIIRTA campaign. The members, as well as en- due to an administrative bers are unable to take organisation is now gaging suppliers, produc- Glyn Roberts error. time away from their pushing for a rate revalu- ing a welcome pack and NIIRTA chief executive Foyle & District mem- businesses. “We need to ation every three years, setting up a freephone ber Seamus McFadden get away from this idea as well as a rural rate number. Mr Murphy con- said he had not received of 12 meetings a year, relief scheme. plus two branch meet- “In Osborne’s Budget, Your say ings,” she said. he said a typical corner Ralph Patel, agreed, shop in Barnstaple doesn’t How have police responded to reports of business crime at your adding: “In every district have to pay any rates – so I see identical problems, why not Ballymena?” said shop? Do you agree policing needs a complete overhaul to help and at branch meetings Mr Roberts. “In England, fight retail crime? no more than six people they are expanding the turn up. We need a rate relief scheme, but we I’ve gener- I agree we Once a crime rethink.” had to fight just to have ally found need an over- is commit- Mrs Patterson sug- it addressed. Retail does the police haul because ted, you hear gested the 12 April dis- matter,” he said. “We’re to be very I’ve found nothing trict executive meeting the largest employer in responsive. Any time them inadequate for the about it. People never get should be replaced by a Northern Ireland, the we’ve had a problem purposes required. Even caught or it’s a slap on the district council meeting, mainstay of towns and they’ve been excellent, if the police have all the wrist and they’re let go. where the sole topic of cities. We need a new and if we decided we information and catch Judges don’t know what’s discussion will be branch approach.” wanted to, they would someone the process is going on – the police do restructuring. help us to pursue a too long, it goes to court what they can but the She invited all mem- News Sales Club prosecution. and gets thrown out. judges don’t understand. bers to consider the needs of the Northern proving popular John Mullan Charles Taggart, Jim Sharkey, Cookstown, The News Shop, The Book Shop, Ireland district, and at- NFRN head of news County Tyrone Omagh, County Tyrone Omagh, County Tyrone tend the meeting with at Brian Murphy updated least three ideas. 16 1 April 2016 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY How are you preparing for the e-cigarette regulations coming into force as part of EUTPD II?

John Hannah

RETAIL NEWSAGENT Smokemart, Brighton NEWS ● CONVENIENCE ● PROFIT 11 Angel Gate, City Road, London EC1V 2SD We haven’t heard anything Tel 020 7689 0600 about the e-cigarette side email [email protected] of this. All the information Annual Subscription we’ve been getting is on the to- UK 1 year £144 Europe £289 2 years £227 Rest of world £339 bacco side, outlining what the 3 years £319 changes will be with cigarettes To subscribe contact 01737 457236 and tobacco. We haven’t been informed about e-cigarettes Editor Director of Sales and we stock quite a few. We Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 deal directly with the suppliers, Associate Editor Account Managers not cash and carry, so hopefully regulations coming in and I the proper stuf, is it? Most of Chris Rolfe Liz Dale they’ll help us somehow. will be speaking to our suppliers the e-cigs I sell are to regular 020 7689 3362 020 7689 3363 about it. There are changes all customers and I’ve been passing News Editor Will Hoad Raaj Chandarana over the business; we need the on my knowledge of how the Gurpreet Samrai 020 7689 3370 Premier Tara’s News, suppliers to help us. laws are changing. But in my 020 7689 3386 News body Dwain Nicely High Wycombe opinion the tobacco industry Reporters 020 7689 3372 Steven Lambert Letters name, Our suppliers haven’t been that John Vine generally is not doing enough lettersSales addressExecutive 020 7689 3357 (classiﬁed) helpful about this, we’re hav- Newsworld, to inform the average person on Nadia Alexandrou Aiden Gilbert ing to source the information Church Stretton, the street. There will come a day 020 7689 3350 020 7689 3366 ourselves. To be honest, I’m not Shropshire when someone goes to buy their Features Editor Audience Development really ready for the e-cigarette I’ll be making sure I only buy favourite tobacco or e-cigarette Tom Gockelen-Kozlowski side. Tobacco yes, but not the from reputable ﬁrms. If it’s and it won’t be there and they’ll 020 7689 3361 Executive Chris Chandler other side. I know there are too cheap, it’s not going to be be totally unprepared for it. Head of Production 020 7689 3382 Darren Rackham 020 7689 3373 Marketing Manager Tom Mulready Designer 020 7689 3352 Emma Langschied YOUR STOCK Britvic has claimed independents 020 7689 3380 Marketing Assistant Tom Thorn YourProduction stock 020 7689 3384 are losing soft drink sales to supermarkets. Have coordinator Rebecca Woolcott Managing Director you seen evidence of this and what are you doing 020 7689 3368 Nick Shanagher 07966 530 001 to combat it?

Paul Mather of stores in cities and Email ﬁ[email protected] Sherston Post Office Stores, urban areas like ours If you do not receive your copy of RN Malmesbury, have dedicated a big please contact Chris Chandler on 020 7689 3382 or Wiltshire section to take-home email [email protected] soft drink brands Printed by Southernprint, Poole, It’s very much impulse related from places such as on 80gsm Galerie Fine Gloss paper Distributor Seymour Distribution, and down to the weather, so Poland. They’re now 2 East Poultry Avenue, London, EC1A 9PT it’s difcult to predict. It’s getting crossover Audit Bureau of Circulations only when you look at like- with English and July 2014 to June 2015 average net for-like sales you will see if Asian customers circulation per issue 14,539 sales are down. We do a lot of too. We get through Winner of the 2009 ACE gold award for pricemarked bottles for smaller half a pallet of some circulation excellence by a smaller magazine bottles and we hope by doing of those a week. that we retain loyalty. On bigger Whatever we may take-home bottles it might have be losing in other

Retail Newsagent is published by Newtrade Publishing Limited, which some mileage, but with impulse sales, we’re getting is wholly owned by NFRN Holdings Ltd, which is wholly owned by the people won’t pop into a super- back in those. Benefits Fund of the National Federation of Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, market to buy a bottle. comments and reviews included are not necessarily those of the Federation and no warranty for goods or services described is implied. Julian Hull Reproduction or transmission in part or whole of any item from Kay Patel Nisa, go. For the bigger bottles, if we’re Retail Newsagent may only be undertaken with the prior written Southminster, agreement of the Editor. Global Food & Wine, doing them on ofer, they sell Essex Contributions are welcomed and are included in Stratford, very well. If a customer is going part or whole at the sole discretion of the Editor. East London One advantage we have over a to shop in a supermarket, they’ll Newtrade Publishing accepts no responsibility for submitted material. Every possible care is We’re doing very well on im- supermarket is that people won’t shop in a supermarket. They’re taken to ensure the accuracy of information. pulse sales at the minute; we pop into them just to buy a can not going to buy a 2l bottle from had a mild winter which helps. of Coke or even a bigger drink. an indie if they’re going to Tesco, For trade use only With the take-home sizes, a lot They just want to grab one and for vice versa. Retail Newsagent 1 April 2016 17

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

@RetailNewsagent RETAIL NEWSAGENT for reasons of clarity or of length ASAD’S LOSS SHOWS HOW IMPORTANT WE ALL ARE “This is Not Who We Are” the ban- ner declared at the night-time vigil of Asad Shah, outside his shop on Good Friday. I am utterly shocked that Asad’s life has been taken in this brutal way and that this could happen to a such a delightful and charis- matic member of our newsagent family. And in such a pleasant and interesting part of Glasgow. With deep sadness for the loss of Asad, I felt compelled to attend the vigil and pay my respects. This was a man who I had met, I knew him a little and it just seemed the right thing to do. Just 24 hours earlier, he had been working in his shop. This feeling tangibly resonated through the many hundreds of people who turned out to do the same thing. Everyone was quiet, no speeches, many had ﬂowers, from splendid Hundreds of people attended a vigil for Asad Shah, bouquets to single dafodils. who was fatally stabbed outside his Glasgow store There were old people, young children, couples, people with Tears were rolling down the I was moved to my core. It was serve, or how many communities their dogs and people with their cheeks of a couple of girls, and deeply emotional to see so many realise how much their local shop entire families. There were groups I noticed a group of guys were people taking time to gather and is at the heart of their community. of teenagers, clearly from the two giving a hug and pat on the back pay their respects to a man very “This Is Who We Are”. schools nearby, Shah’s Newsagent to another teenager in a manner much at the centre of local life. May all of our gods bless Asad being the regular destination suggesting he was perhaps chief I am not sure that many of us Shah and his family. Rory O’Brien throughout school years for sup- paperboy, a staf member maybe, newsagents realise how central Newsagent and president of plies of sweets or lunch. but clearly had worked at Shah’s. we are in the community that we NFRN Glasgow branch

Publishers’ like to join me at my shop Sunday Sport. ago saying that my delivery “While their work is at 4.30am any morning to These titles arrived a notes have been missing, ongoing, parcel checks have cost-cutting see for themselves what further two-and-a-half but since then the situation been implemented on Mr problems we face due to late hours later and after all our is worse than ever. Mehta’s supplies so we can is cause of deliveries. rounds had been completed. It’s now happening al- spot any missing paperwork I do not believe for a I had to explain to custom- most every day and I’ve got before deliveries are late delivery second anyone will take ers on the phone that since no idea what’s going on. despatched.” me up on this invitation as our terms have continu- I haven’t had a delivery I am writing about the on- they wouldn’t know what ally been cut by greedy note for three days in a row going late deliveries since 4.30am looked like, and publishers and Menzies now. the closure of Menzies’ would have to explain face- has continued to increase I called the NFRN which Bangor depot. to-face to a retailer instead carriage charges we can no is looking into it, but it is Menzies tells me that the of hiding behind the lame longer aford to double-run limited in what it is able cut-of times are only just reasoning of cutting costs. late papers. to do. being met and the publish- Brian David There needs to be a cam- I was hoping to ﬁnd out Ruscoe’s Newsagents, ers are hiding behind this Llandudno paign started to push for if anyone else who receives Publishers as they justify it as part of the abolition of cut-of time their deliveries from Men- their ongoing cost-cutting. extension. zies is having the same are trying Almost every day the Extension to They do not make any dif- problem as me and whether to cut their delivery is up to 45 minutes ference to sales, in fact they they can shed some light on late and always the reason cut-off times lose sales in most cases. my situation. costs by using given is the late or bunch- Stephen Hunter Manish Mehta Old Road News, Williams Newsagents, less transport ing of deliveries from the cost sales Bradford Streatham print house. The publishers Newspaper distribution on and retailers are trying to cut their costs Sunday 20 March was an Dave Shedden, head by using less transport and absolute disaster. Despite Delivery notes of communications at are paying we the retailers, as usual, a 45 minute extension our Menzies, said: “Our local the price are paying the price. delivery arrived 55 minutes problems are team have been in contact I would therefore wish to later than normal, and getting worse with Mr Mehta and are Brian David give an open invitation to without The Sun, Sunday working to tackle the root Ruscoe’s Newsagents, any publisher who would Times, Sunday Telegraph or I wrote to RN two weeks cause of his problem. Llandudno 18 1 April 2016 Retail Newsagent BINTESH COLUMNIST [email protected] 020 7689 0600 AMIN @RetailNewsagent Last month’s great ideas are bearing fruit

Last month, Bintesh Amin invested in new, high-margin ranges in his Londis and Binnys stores. As he explains here, he is already reaping the benefits Positioning fruit and vegetables outside his store has helped Binny increase sales by more than £450 a week

I’ve made two changes in my Londis margin on them. But it’s diferent introducing store since my last column that are My next plan is to launch a range ranges in a new shop. At my Londis, earning me hundreds of extra pounds of curries. We’ll do full freshly-made I know the customers and what they in sales a week. ones with rice, priced between £7 and will buy. At Binnys, I’m still getting to My first move was relatively sim- £9. We’ll also sell pre-packaged ones know them. ple. I moved my fruit and vegetables with rice for £5 from the chiller which The funny thing about Binnys is outside and added a lot of Booker’s people can heat up in-store. that products I didn’t expect to sell Farm Fresh products to my range. I I’ve been adding to the ranges Fruit and veg are selling, while things I expected had the idea because I noticed a lot of at my new shop, Binnys, too. I’ve to be popular haven’t been. We’re do- shops in London sell their fruit and introduced specialist wines and a cof- sales are up ing well on craft beer and expensive veg outside, and I also talked to Roli fee machine. I’ve also got a fantastic wines, but I actually started of focus- Ranger, who does the same and says selection of American confectionery more than ing on cheaper products. With food his sales are massive. and a 2.5m bay of craft beer, which it’s the opposite – I thought people I made the change as part of a refit I’m already hoping to extend. £300 a week would want better quality food, but earlier this month and only wish I’d they want cheaper brands. done it sooner. My fruit and veg sales It’s partly because we get diferent are up by more than £450 a week. Thanks for your support customers at the weekend to those Customers now buy more in one go, we serve during the week. Earlier in last week in which more than and I’m selling to regulars who never *+ We suffered a break-in the week, students come in wanting £10,000 worth of tobacco and alcoholwas taken, tills really bought fruit and veg from me was cheap snacks, beer and vodka. At the before. and cabinets were damaged and the glass front door weekend, other customers want bet- Pre-packed oranges are the most smashed. The police responded pretty quickly – they arrived ter quality products. popular fruit, but the biggest uplift at 5am, one hour after the robbery – but I was annoyed that To source these, I’m working with a one officer who was asked to stay with us an extra hour after has been on vegetables, especially e fact in front of couple of other businesses in Canter- things like swedes and parsnips for the end of his shift made a big fuss about th bury – a bottle shop and a pub – to run Sunday dinners. us. We made sure we did the opposite with our customers, a profit share. They supply us with explaining what had happened to each person who asked, The second change – installing a repeatedly. good quality alcohol to sell and the deli counter – was a bigger invest- even though it was tiring saying the same thing margins are fantastic. ment, but it’s started to pay of im- My staff were fantastic. We were determined to keep trading There’s opportunities to do more mediately. Cheeses have been really while we cleared up, so we opened the back half of the shop too. The Chinese restaurant next door popular – they are from a local firm and sold newspapers outside too, then shut for a couple of shuts at 10pm and customers often and we cut them up to go like you see hours at 3pm to take a delivery in. I really appreciated all the come out wanting a decent bottle of at farmers markets. Customers love support I got from the trade too – Londis was very helpful wine to keep drinking at home, so my this because they don’t have to go and we got lots of phone calls from retailers and suppliers. next move could be to open till 11pm into Canterbury or Faversham to find While there wasn’t anything they could do to help, it did give to cash in on this trade. these cheeses anymore. We’re selling me fresh energy to deal with everything. Bintesh Amin runs a Londis store in around £250 a week and making a 45% Kent and Binnys in Canterbury Retail Newsagent 1 April 2016 19

Interview by Rebekah Commane email [email protected] tel 020 7689 3361 @RetailNewsagent_RN Today’s Group

Simon Hannah, managing director of independent wholesaler JW Filshill, was unveiled as the new deputy chairman of the Today’s Group last month. He explains why his mix of experience and youth is right RN What are your thoughts on the National Living Wage, which comes for this important role into force today? SH By looking at ways to grow RETAIL NEWSAGENT You’ve just been out as both a wholesaler and revenue there could be less concern made deputy chairman of Today’s retailer? about rising wages and pension Group. What does the role mean to SH With Today’s, wholesalers like laws. Supermarkets have been you? mine get phenomenal support to sharing data forever and this SIMON HANNAH To get this accolade negotiate deals with suppliers that The way needs to be brought more into the at 38 is great as I feel I can learn can be passed on to retailers. Also technology business-to-business world. so much from all of the years of for symbol groups, we have the experience already on the board benefit of the business model ideas is moving all RN What are some ways that while bringing my youthful from Today’s but, rather than retailers can achieve high profit ambition to the table. I’m spending having the same model repeated elements of margins? time with phenomenal individuals across stores, it can be tweaked to SH Food to go offers great who have a combined buying power adapt to customer requirements. In the industry, opportunities for high margins. of more than £5.7bn and the majority my own Key Store shops we have a Subway, for example, offers huge are family-owned businesses – it’s voucher mechanism where we text we all need to support and gets involved with a fantastic opportunity for me. customers about special offers in- innovate retailers every step of the way. Next March I’ll be moving up to the store. Retailers can really use the skills position of chairman and taking on and expertise of the food service new challenges so it’s a progressive division to look at ways to grow role. their business to fit their location Company CV and requirements. Stocking locally- RN What are the main issues facing sourced foods is another great way the industry today in your eyes? ** ** to create high margins and build on SH It’s a difficult time in the market Company Today’s Group the points of difference in a store. and a time to be dynamic in the Deputy chairman convenience sector. A few years ago Simon Hannah RN Are you pleased that Sunday Today’s it was all about what supermarkets Company profile trading laws remain unchanged? were doing, but now the focus is Group was founded in SH The rules are different in shifting. Shoppers are getting their 1985 with the intention of Scotland with regards to Sunday groceries in different ways. The way creating a major independent buying group for trading so it doesn’t apply to my technology is changing all elements wholesalers and retailers. The group is now the largest of its shops, but I would be behind of the industry, we all need to kind in the UK with buying power of more than £5.7bn. anything that supports local Today’s Group is offering e-coupon devices to innovate to maintain and grow our Latest news retailers. The main thing for share of the market. its symbol group members. The devices will be installed independent retailers to learn from this summer and will act as electronic leaflets for consumers this is to ensure they’re supplying RN What are the best ways to keep within a certain distance from a member store. customers with what they need on up with the competition and how Sundays, otherwise the issue will do you ensure your business stands ** ** raise its head again. 20 1 April 2016 Retail Newsagent PRICEWATCH CRISPS WALKERS VARIETY 30 BOX Price distribution % 80% 76% of independents Pricing strategies sell this product at or below the £4.99 RRP 70% RETAILER 60% 30 50% 1 NAME DARREN CRAIG 40% STORE Today’s Extra LOCATION Derry 30% TYPE community SIZE 1,000sq ft 20% We keep our crisps near the till and we find that sharing 10% bags are the bestsellers as 0% people see them as good value, especially when they’re pricemarked. Our biggest seller fla-

£3.50 £4.18 £4.91 £2.50 £2.99 £3.49 £3.99 £4.29 £4.39 £4.49 £4.50 £4.59 £4.65 £4.98 £5.49 £3.00 £4.99 £5.00 vour-wise would be cheese and +£5.49 onion and the most popular CRISPS PRICES AROUND THE UK brand would be Tayto, which is an Irish brand. Customers PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER often buy crisps as a multi-

1 2 3 4 5 purchase with a sandwich and a drink, although they’ve Walkers started buying the larger bags Variety 30 Box £3.45 £4.99 – – £3.00 – – rather than the standard. Where products aren’t price- KP Hula Hoops marked, we generally base our Beef £1.00 £1.00 £1.00 £1.00 £1.00 £1.00 90p prices on the RRP. 96g (PM) (PM) (PM) (PM) Doritos Chilli Heatwave £1.00 £1.00 £1.00 £1.00 £1.00 £1.00 £1.00 102g (PM) (PM) (PM) (PM) (PM) Walkers Cheese & Onion 50p 50p 65p 50p 50p 50p 50p 32.5g (PM) (PM) (PM) Doritos Tangy RETAILER Cheese £1.00 £1.00 £1.00 £1.00 £1.00 £1.00 £1.00 102g (PM) (PM) (PM) (PM) (PM) 2 Quavers NAME JAYESH PAREKH Cheese £1.00 £1.00 £1.00 £1.00 £1.00 £1.00 90p STORE Jay’s Costcutter 58g (PM) (PM) (PM) (PM) LOCATION Hart Road, Manchester TYPE community Nik Naks SIZE 1,700sq ft Nice ‘n’ Spicy £1.00 £1.00 £1.00 £1.00 £1.00 £1.00 – 195g (PM) (PM) (PM) (PM) Overall our best-selling crisps are Walkers Sensations Thai Walkers Sweet Chilli, then Hula Hoops Ready Salted 50p 50p 65p 50p 50p 50p – 32.5g (PM) (PM) (PM) and then cheese and onion ﬂavoured crisps in vari- Doritos Cool ous brands. We ﬁnd that Original £1.00 £1.00 £1.00 £1.00 £1.00 £1.00 £1.00 because the larger bags are 102g (PM) (PM) (PM) (PM) (PM) now usually pricemarked Pringles at £1, the standard sizes don’t Sour Cream £1.98 £1.25 £1.99 £1.99 £1.25 £1.99 £1.99 sell as well – customers don’t 190g (PM) (PM) (PM) (PM) (PM) see the value in them. We Happy Shopper have to ofer them on Onion Rings 59p 59p – 59p 59p 59p – special, like two for £1 to 75g (PM) (PM) (PM) sell them. I can see them being slowly phased out. Space Raiders Beef £1.00 95p £1.00 £1.00 £1.00 £1.00 – We stock our crisps opposite 95g (PM) (PM) (PM) (PM) the counter with other confectionery and they often sell as a multi-purchase with chocolate Average selling prices and best-selling products rankings are sourced by EDFM Ltd from and a drink. EPoS data from over 3,500 independent retailers throughout the UK. The prices given on this page are the prices at point of purchase. RRPs are sourced from Booker and are correct at time of going to print. Retail Newsagent 1 April 2016 21

Rebekah Commane [email protected] 020 7689 3350

RETAILER RETAILER 3 4 THE NAME SAMANTHA COLDBECK NAME KAY PATEL STORE Wharfedale Premier STORE Global Food & Wine ENTREPRENEURS LOCATION Hull LOCATION Stratford, London TYPE residential TYPE high Street The world’s best business brains and SIZE 1,600sq ft SIZE 2,000sq ft what you can learn from them Our best-selling crisps are We used to keep our larger tomato flavour Snaps which we sized sharing bags on an aisle have on promotion at 39p. We but because they are almost have crisps in three locations in always pricemarked and sell the store – in the confectionery well we didn’t want customers aisle, next to the beer and wine to have to look for them so they and at the front where we keep are up at the front now. We find our pricemarked packs and people are buying the larger multipacks, which sell really bags with their lunches so we well. Our main customers are could do a meal deal but I don’t workmen and school children want to promote that as I feel it and they often buy crisps at would be encouraging custom- lunch with a sandwich and ers to eat more unhealthily. a drink, and maybe a cofee I can’t source the larger bags from our bean-to-cup machine. that aren’t pricemarked at We always stock pricemarked the moment. As well as the packs as this is what custom- promotional crisps at the front ers tend to be looking for when we also have some next to the they come in. beers and wines. MARY PORTAS marketing company Route to the top Yellowdoor. In 2013, she re- These days, Mary Portas launched the agency under is a name synonymous the name Portas. Along the with fashion and retail- way, Portas has become a ing success, but it was a household name, starring in Saturday job at John Lewis several TV series. that prompted the famous In the December 2011 redhead to pursue a career issue of fashion industry RETAILER in the industry. journal Drapers, Portas was Born into a Watford-based named as the 6th most in- Irish family in 1960, Portas 5 fluential person in fashion. NAME PAUL PATEL lost both her parents at a STORE WH Smith Local Dibden young age and had to turn Purlieu down a place at the Royal Key achievements LOCATION Southampton Academy of Dramatic Art to l In 2009, Portas was TYPE community care for her younger brother. awarded a Doctorate of SIZE 1,500sq ft She later worked at Letters. We tend to stock more grab Harrods where she was l Portas has had three bags than smaller packs as responsible for window dis- books published. that’s where the demand lies. plays, before going on to join l She was appointed as Our biggest sellers are small Harvey Nichols as creative Global Retail Ambassador bags of Cheetos and Wheat director. for the Save the Children Crunchies that are price- In 1997, Portas launched charity. marked 39p – school children like to buy those. We also sell a lot of the pricemarked share Lessons for your store packets of McCoy’s and find that workers go for them, they 1 Hard work pays off – Portas started with seem to have a loyal customer a Saturday job and grafted her way up to base. I display crisps in the create the empire she is known for today. bay with other snack foods 2 Think big – Portas followed the ‘dress like biscuits. for the job you want’ mentality of putting everything into all of her positions. 3 Don’t settle – If you want your store to continue to thrive, don’t settle on one success. Follow Portas’ lead and always look to the next project. 24 » 1 April 2016 Retail Newsagent THIS WEEK IN MAGAZINES Pages 35-38

hen Natalie Lightfoot’s brother was taking place. decided to move away from “We only had the tills down for one hour the convenience store he had during the refit, and I think overall it helped W run with her for the past eight us build loyalty with customers.” years, she took the opportunity to take sole The store ofcially reopened just over a Natalie responsibility of the business and put her month ago, with Natalie using her social me- own stamp on it. dia skills to grow awareness of her new store. She says: “We were running the shop to- “We posted pictures of the development on gether until last year but he wanted to move our Facebook page and we also posted a video more into finer foods and the catering side of of the store opening on Facebook and Twitter. things. “Soon after we had people who I’ve never takes the “I’ve always been more interested in the seen before coming into shop and calling fast pace and having loyal customers. So he me by my first name, because they’d seen us decided to run his own shop further down online. the street and I chose to do something difer- “Using social media has changed the ent by myself.” whole dynamic of how we run our business. Looking to move her 800sq ft Solo Conve- I think it’s something that every retailer nience store in Baillieston, Glasgow forward, should use.” reins Natalie decided to join Londis and started Natalie says the Londis development has working with the group last September. She created extra room without increasing floor says the move had an almost immediate ef- space, adding narrower shelves and remer- After eight years of running fect on the business. chandising others so customers can see over “We started getting three deliveries a week them. She says this has made the business a convenience shop with her and our availability greatly improved. easier to shop. brother, Glasgow retailer Natalie “I used to predict what we would sell in a It has also allowed Natalie to extend into week and rarely used our EPoS data. Now we growing categories such as fresh food, thanks Lightfoot had the opportunity stock-check regularly and I’m able to order to chiller space being extended from just over to fly solo. She took the reins, products from the Londis web shop whenever six metres to just over 10 metres. I need.” “Before, we were focused on soft drinks in joined Londis and has produced Natalie went one step further by undertak- the fridges but now we’re now doing more ing a major store refit. She says: “We were dairy and breakfast products and sandwiches some impressive results. Steven determined to stay open so we set up our own from Londis.” Lambert reports pop-up shop selling goods while the work These have been complemented with the Retail Newsagent 1 April 2016 25 I went to betterRetailing Live and picked up a lot of good ideas and contacts. I’m also about to rejoin a retailer WhatsApp group, which has been useful for sharing information” NATALIE LIGHTFOOT

Natalie Lightfoot has increased the turnover of her store by £2,000 a week

“Using social addition of a new Tchibo cofee machine, which Natalie has taken full advantage of by media has ofering customers a meal deal including a changed the cofee and a sandwich for £3. In addition, a loyalty card scheme allows shoppers buying whole dynamic nine cups of cofee at the store to claim their of how we run tenth one free. Despite a wealth of competition around our business. her, including a Tesco Express, Lidl and I think it’s Greggs, Natalie says the changes she has made are already bearing fruit, with weekly something that turnover growing from around £11,000 to every retailer £13,000. She also stands out from her retail rivals should use” by ofering excellent customer service and by getting involved in local good causes. “We make customer service a priority,” says Natalie. “I like to banter and make sure I’m on ﬁrst name terms with all our customers. “I’ve also started working with the North East Glasgow Food Bank, and we have set up a food collection point in the shop. We VISIT MY SHOP recently donated 71 kilos of food and Londis were kind enough to donate a pallet of goods to the food bank when we reopened. Londis Solo “The people who come to shop feel like Convenience, part of a big family, so we want to support 126 Main them as much as we can.” l Street, Baillieston, Want to see more of Natalie’s Glasgow store? Go to betterretailing.com/ G69 6AE natalie-lightfoot 26 1 April 2016 Retail Newsagent THE RN ROUNDTABLE

CHRIS GAMM How is the e-cigarette estimated to be worth £455m with category performing in your store? around a third going through tradi- DAVID CHARMAN We stock two diferent tional retail, a third sold online and varieties. We make big margins, a third in vape shops. That’s going to which probably won’t last, but we’re change quite dramatically over the Are you just playing at it, really. I don’t think next 12 to 18 months. There’s a huge I have any real clue as to who the opportunity for you, with your loyal market leader is. There’s a lack of customers, to become a specialist. information in this sector. AS I’ve got a couple of customers who JULIAN TAYLOR-GREEN It’s far more will buy two liquids every other day, complex than the tobacco category. and then I’ve got others who buy one ready for We work with Real Trading, which every three weeks. They are buying supplies a composite range across all cigarettes too because they’re not the brands. We’re currently selling getting the kick they want. I try to between £150 and £200 a week. explain to them they’re obviously ALPESH SHINGADIA The e-cigarette cat- not getting enough nicotine. egory is one of the fastest growing in ZOE WRAGG 60% of vapers dual with change? convenience. It’s a great opportunity cigarettes. It might not be that to earn high margins. But I think they’re not getting enough nicotine. With EUTPD about to introduce knowledge needs to be shared with They might be using e-cigarettes for retailers as well as consumers. occasions when they can’t smoke a range of new regulations to the ATUL SODHA There are so many traditional cigarettes. There’s a lot ﬂavours and diferent strengths. I of diferent terminology and it’s e-cigarettes market, the category is don’t feel conﬁdent, because I’ve got difcult to get to the root of what set to alter dramatically. However, all these diferent liquids that are consumers want. Some manufac- not on a gantry and are not easy to turers measure their products in as four leading retailers discover, merchandise. If you’ve got space to milligrams and others as nicotine the opportunities for the stores become a specialist, this would be an percentages, so there’s no common ideal opportunity. language. that get it right is almost limitless JENNI ROBERTS The total category is DC It is unbelievably complicated. You Retail Newsagent 1 April 2016 27

In association with

New regulations could Attendees be advantageous to independents’ sales, Julian retailers hear Taylor-Green The Taylor-Green Spar Lindford, Hampshire Alpesh Shingadia Shingadia’s Londis Southwater & Post Oﬃce, West Sussex David Charman Spar Parkfoot Garages, Kent

Atul Sodha Peverills Londis, Harefield, Greater London Jenni Roberts Customer marketing, Blu UK just want to provide what customers DC E-cigarettes make up 15% of my Zoe want, but no-one is telling us what total tobacco sales. Could it get to Wragg we need to know. No-one is ranking 50% in a few years’ time? Market planning the bestsellers. There are 50 or more ZW The market is growing at about manager, diferent companies, all claiming to 25% year on year. In retail, it’s worth Blu UK be the best. How do we choose? £156m a year. Next year, it will be AS If you’re giving a good service, another £30m. The following year it’s Chris you’re going to get the sales. JTI going to be a £200m category. So the Gamm proved it with E-lites Curv. Its reps There’s next year is important for retailers Editor, pushed it and we’ve seen a sales to get it right. There’s a lot of change Retail uplift. a huge coming, which is going to profes- Newsagent DC How many diferent brands do opportunity sionalise the industry. Margins most retailers sell? can be very attractive, but you only when you’ve got liquids in tiny little JR It varies, because some of the for you, with get them when products are sold boxes. ranges are quite big with many through. If you don’t choose well and JTG Which brands are the top-sellers? diferent flavours. In the impulse your loyal stock a product that’s not compliant JR The top four in the impulse chan- channel, four brands account for 62% customers, or from a credible source, then your nel are Multi-Vape, Blu, E-lites, and of all e-cigarette sales. But there’s margin is going to be potentially Vivid, in that order. That’s at a total probably over 500 brands in total due to become a eroded. It could be a disaster if you’re level. If you split it into open and to online and vaping specialists. not working with credible manufac- closed systems, Blu is number one in AS I based my range on my own specialist turers. tanks and liquids. information and went for one electric DC In 12 months’ time, my gantry JTG The first thing I’m going to do is cigarette and an oil-based system. I could be half the size without small- make sure I’m stocking those top need to have a good relationship with er cigarette and tobacco packs. Could four brands. whoever supplies that. I’m buying e- this space be used for e-cigarettes? liquids from a wholesaler, but he’s not JR There’s still a lot of confusion. CG What will be the key changes to that interested in giving me support. People coming into the category the legislation? If I mess up with some of the flavours, want to be able to pick things up and JR Retailers can sell liquid bottles he’s not going to take any back. They interact with products. You can’t of a maximum size of 10ml and don’t have much information either. see behind the counter, particularly maximum nicotine of 20mg per ml. » 28 1 April 2016 Retail Newsagent THE RN ROUNDTABLE

Cartridges and clearomisers will the resources to make their ranges have a 2ml volume cap. The delivery compliant. has to be consistent, so big battery AS Can we be confident that Blu is packs that allow boosting won’t be already doing this and there won’t be allowed, and vape shops won’t be price increases? able to mix flavours. ZW There are a lot of changes required ZW We’re coming up with our com- and additional hurdles. Blu will be munication plan about the new leg- launching its compliant range later islation and we want to check what this year. The market you know. From 20 May, newspaper JTG We’ve all known there was a and TV ads will no longer be allowed short period of time where we could is growing for e-cigs. Billboards, trade press and make a good margin, but that legis- in-store PoS are still allowed as they lation would soon come, the market at about 25% can’t be seen in any other countries. settles down, and while we’ll lose it year on year. From 20 November, manufacturers percentage-wise, we’ll have bigger can only make products that will volume sales. It shows what a mine- In retail, it’s be compliant to the regulations, field we have got to negotiate to get with 19 May 2017 as the last date for our staf ready and know what good worth £156m UK retailers to sell non-compliant looks like in the future. products. There are restrictions on JR We don’t know what will happen a year. Next making sure only the finest grade in the future because half of this year, it will ingredients are used. Health warn- category is technology, which is de- ings will say ‘this contains nicotine, veloping and improving every year. be another which is an addictive substance’. Not The next generation of products will pictorial, just text, and it’s 35% of look completely diferent. £30m the front. It’s going to raise the bar AS I’ve not seen many sales of dispos- and it should raise the credibility of ables recently. the industry. Currently, consumers JR The market has contracted a bit can buy anything in a shop that is with disposables. As more people manufactured anywhere and you have got into vaping, they’ve just don’t know what’s included in it. gone straight into the kits. About AS I thought that was one of the big- AS Will it make the market less 10% of the market is now dispos- gest selling points for vaping shops. saturated? ables, down from 17% a year ago. The ZW It puts you guys in a really strong ZW The number of brands will mas- market has moved to closed systems position. sively reduce because to make each and tanks where people can pick and liquid and device compliant is a choose. Around 40% of the market is CG How can retailers make sure significant investment financially now liquids. they’re prepared? and in R&D. Companies will have to AS Are we going to be able to mix ZW Work with credible brands that undertake product testing and sub- liquids? E-cigarettes make up look like they are going to be around mit those results to the government. JR No. The liquid will need to be sold 15% of Kent retailer for the long-term. Margin is always I think minor and middling players in child-resistant and tamper-evi- David Charman’s total important, but it’s only realised will struggle to find the money and dent packaging. tobacco sales when a product is sold so you need to make sure you’re not stuck with product you can’t sell. Ask suppliers: Can you tell me what your plans are for EUTPD? When are your products going to be compliant? When are you going to be selling me compliant stock? JR From September, you’ll start to see compliant products hitting the market. That’s when you’ll stop being able to buy from certain sellers. AS Are there going to be any key changes to flavours? ZW There can still be lots of flavours but there are some new rules products will need to adhere to. Products can’t claim or suggest any enhance- ments or benefits. For example you can’t put a picture of strawberries on the pack as it would suggest there are actually strawberries and that could suggest a health benefit. Retail Newsagent 1 April 2016 29

In association with

DC For me, it’s knowing there’s a big THE KEY DATES company behind a brand. It gives me confidence to sell Blu because I know 20 May 2016: you’re going to make sure you’re Manufacturers or 100% compliant and do everything retailers can no longer right. advertise on TV and JTG I need to know how the compli- radio or in press to ance is going to impact me and what I need to start doing. You need to consumers educate me and my staf. AS We need stats printed by the trade 20 November 2016: press to say these are the bestsell- Manufacturers must ers. We all have the right cigarettes stop producing non- because we have the stats to prove it. compliant products JTG The main thing is availability. If I want to be serious in the market, 20 May 2017: Retailers we’ve got to have the right product. must stop selling non- At the moment, we’ve got no knowl- compliant products edge at all. That’s quite frightening. AS If you are a consumer, wouldn’t you want lots of variety? It’s such a new thing that people don’t know what they like yet, so you have to have a new range. But merchandise- wise, it’s going to look better if you have five facings of your top-selling lines. ZW People need to be able to see what’s there, but if you’ve got a single facing of 20 diferent products, AS Is there a diference in the way people can’t actually see. It’s like an your products vape compared to infe- ice cream parlour – if they have 57 rior brands? flavours of ice cream, you’ll buy one JR The technology changes the way scoop. If they only have five or six, they vape, the liquid changes the you’ll still buy one. The important flavour. A lot of Chinese liquids have thing is to make sure you have a standard base and the flavour’s just a range that covers disposables, added. Our liquids are made bottom- closed and open systems. You also up, so there’s a flavour profile too. need to have the basics in terms AS We need to be able to say to our of flavours – tobacco and menthol customers that the liquid is compli- and for us, blueberry is one of our ant, the technology used is superior most popular liquids. You need to and this is why it costs more. have enough flavours to give a good ZW We have a campaign that starts choice, but not too many that you’ve 4 April across TV, outdoor and press end up with so much stock. We rec- got sticky tofee pudding that’s running up to EUTPD deadline. ommend two to three. never going to sell. Because you can Awareness is key. It’s important for DC Some manufacturers look at a guarantee that those won’t be there us to share our brand identity. category rather than their products. next year. AS Do you have a planogram or guide They know if they do a better job of JR The key message is EUTPD is com- that would show where you should displaying my cider, for example, ing and it’s actually an opportunity position these products, if you have sales of all my ciders will increase for you to increase your share of the less than a metre space available? and theirs will move up in propor- pie and make the category more ZW We have planograms for our prod- tion. I think there’s a great oppor- It’s going to credible. But there are important ucts in our own PoS units, but we tunity for you guys to make sure we choices to be made between now and don’t have a multi-brand one. have the best two or three lines. raise the bar then. As the second biggest brand in DC That’s where relationships come JTG By giving us guidance outside of the UK we’re developing our com- in. Retailers are going to have to nail our aligned symbol group or whole- and it should munications to try to help guide you themselves to the mast of some- salers, you’ve given us an opportu- through it. l body’s ship and I’m intrigued to nity to actually go back with some raise the know what ship I should be with. challenges. credibility of Would you like to attend a future ZW You’re not going to win in this CG What does a good relationship RN Roundtable? category if you stock just one brand. the industry Email [email protected] But you’re not going to win if you with an e-cigarette company look or telephone 020 7689 3377 stock 10 brands either, because you’ll like? 30 1 April 2016 Retail Newsagent HOME DELIVERY

rom News UK’s Deliver my head start on this front. Independents Sun campaign to the NFRN’s also have the opening times to meet Store2Door initiative it’s been customers’ needs. Fclear for some time that a large Of course, creating a delivery net- swathe of the newstrade wants to see work outside the traditional morning Expand retailers boost their sales by ofer- newspaper delivery slot will take a ing HND. large investment. Yet, far from just being happy Paper boys and girls, riding their to see the number of these bicycles with a satchel on their back, sales rise week by week, their will not be best suited to the task message now is that retail- of delivering 10 customers’ large your ers should be using the format detergent pack, for structure of their HND example. service to widen their “Your delivery service ofer. Delivery, it must be fit for doing the seems, is the future. job,” says Brian Murphy, doorstep “I don’t think you head of news and maga- can have a delivery zines at the NFRN, who is model based around nonetheless in agreement one product and by that this kind of diversify- 2025 it’s predicted that ing will be the way forward service there will be a huge for much of the trade. growth in food delivery,” says Greg Deacon, Investment in staff independents sales and equipment will manager at News UK. be required to take full The trick, he believes, advantage of this trend Delivery is changing and a will be ofering full meals, grocery essentials and growing number of newstrade even freshly-made cofee experts want to see HND on delivery. “Anyone who can make deliveries more at the heart of this revolution flexibly and efciently in commerce. Tom Gockelen- will profit and the 6,500 retailers currently ofer- Kozlowski reports ing an HND service have a Retail Newsagent 1 April 2016 31

DELIVERY FOR THE FUTURE News UK’s Greg Deacon highlighted a number of firms pushing the boundaries of what delivery companies and online retailers can do. Each one could inspire the development of your service. Here RN’s Rebekah Commane profiles them shop for groceries and have better value for money than them delivered within an hour. competitors. Initially, shoppers purchased the items with a 10% to 20% mark- up on top of delivery charges, but with the success of the business, Instacart developed relationships with grocery Postmates companies to share their existing American company Postmates mark-up, meaning customers can has taken delivery services benefit from in-store prices. to another level by delivering Deliveroo a range of items to people’s Founded in London in homes and workplaces. The Checkout 51 2013, Deliveroo is different Silicon Valley start-up began by Checkout 51 partners with from other online delivery collecting food and beverages brands to provide cash-back companies as it partners with from a variety of restaurants offers to customers. Brands pay premium restaurants that don’t and cafes and dropping them Checkout 51 cash for redeemed traditionally offer delivery. The off to customers for a fee. It offers and it is paid company had already raised over then expanded the range it on to members £132m investment by the end of delivers, adding products from when they request a 2015. Deliveroo is available the likes of Apple retail and US cash-out payment. in 30 UK cities and 20 Could massive supermarkets. It’s now looking The start-up earns other hubs, mostly in expansion of your to expand even further. money from the Europe. deliveries secure brands by getting its newspaper sales? customers to try their products, potentially “News is still the backbone of the creating regular service but the last mile will become customers. increasingly important for shoppers when it comes to shopping as a whole,” he argues. There are risks to investing time and money into your delivery service Big DL in this way and Mr Murphy advises Curbside Big DL is an app that sends alerts retailers to ensure that any such US start-up Curbside allows on offers and deals available service isn’t subsidised by a busi- shoppers to choose their at independent retailers to ness’s retail operation. “It’s got to groceries via a mobile phone consumers. Backed by a £17m stand on its own two feet,” he says. app and then collect them investment from entrepreneur One important factor here is chang- from outside the store free of Brian Duffy, the app is ing the way your customers pay for charge or mark-up. It began as owned by start-up Internet delivery – the old HND model won’t a service solely for shoppers Access Technologies. It be fit for purpose when basket spend at retail giant Target but is works by alerting users to deals is so much higher. currently expanding to offer available within 20 miles of their “You’ll need to ask for payment the service at other stores. The location. upfront,” Mr Murphy says. app uses map technology to Hello Fresh This should not be a problem in identify when customers are on Hello Fresh is essentially a an era when we’re used to paying for the approach, to ensure their service that delivers fresh Bevy deliveries from online retailers so groceries are waiting for them. ingredients to customers so they Bevy is a recently- regularly. “We’re an on-demand so- can make healthy meals at home launched app for ciety,” says Mr Deacon, who believes without preparation or planning. the London area convenience, not cost, will define the The ingredients come with a step- which links up with winners and losers of a world where by-step picture guide on how to convenience stores delivered shopping is ubiquitous. cook the food. The company grew to provide alcohol Importantly, both men agree rapidly in the three years since it on delivery within that the benefits of an expanded was founded and now sends out 20 minutes of an order delivery service can trickle back onto 100,000 meals a year, employing being made. Over 300 products, newstrade sales. “News is a product a staff of 25. Although there including snacks and soft drinks and not solely a delivery mechanic or Instacart are other businesses offering alongside alcohol, are available reason for delivery,” he says. “Making Instacart is a smartphone a similar product, the USP for from the company’s fleet of retailers more accessible to custom- app and website that allows Hello Fresh is the fact it offers couriers. The app charges £5 for ers will benefit all products and people all over the world to ‘free’ delivery and perceived each delivery. l support total shop sales. 32 1 April 2016 Retail Newsagent FRESH & CHILLED Your customers want you to do it, with high margins on offer so does your bank manager, but increasingly it is wholesalers who are driving the growth of fresh and chilled in the independent sector. Helena Drakakis finds out how two wholesalers are adapting to the opportunity A little fresh thinking Paul Hargreaves Chief executive, Cotswold Fayre Ltd Cotswold Fayre is a delivered wholesaler of premium and specialist products across central and southern England

Trends We’ve only just moved into fresh for the chiller too. We trialled this delis are our natural home, and chilled because our customers last year and much of our range has our largest and repeat orders kept asking us if we ofered a range. come from interaction with cus- have come from convenience, We looked around and saw that tomers. We’re delivering fresh and especially for products such there was provision in meat and chilled produce to 70 farm shops and as pies, puddings and fresh cheese, but nothing in other special- convenience stores in Surrey, Buck- pastas. They want premium ity foods. The products aren’t neces- inghamshire, Berkshire and parts products that aren’t available sarily just for a deli counter, they’re of London. While farm shops and in the supermarkets.

Ranging When we talk special- and vegetables anyway. ity outside of cheese and Curry sauces and pastes also meats, it’s products includ- do well too because I think ing butters, yoghurts, pies, customers are looking for scotch eggs and puddings. healthy meals that they can One range we are selling cook from scratch quickly. is Mash Direct which are Easy-to-cook meal options pre-packed vegetables are an area retailers should and potatoes. They sell re- be concentrating on, but ally well, even though most variability depends on location and farm shops sell loose potatoes time-of-day trade.

Delivery & It’s early days for our fresh and delivery a week. Our sales team is chilled range, so there’s room made up of ex-retailers and they’re merchandising for expansion. Currently, all brilliant at advising on what to From meal our customers are ordering on a stock and where to position it. deals to Monday and getting a delivery on a We’ve found that many conve- fresh and Thursday or Friday. A lot of our deli nience stores want to place their chilled, and farm shop customers tend to premium and specialist foods like consumers be very busy over the weekend so gluten-free in one area. Speciality is expect it works for them, but as our opera- also about newness and we advise more tion expands there will be products our retailer customers to regularly from with a longer shelf life and I’m sure change their range and merchan- their lo- we’ll start ofering more than one dising. cal stores

My advice Whether it’s convenience or times true, but it’s often not. One a packet of speciality retail, customers often of the ﬁrst things people should fresh pasta. have a preconceived notion that see when they come through the It gets rid of independents will be more ex- door is a special ofer. It could that prejudice in pensive than Tesco. That’s some- be a half price pasta sauce with people’s minds. Retail Newsagent 1 April 2016 33

rom cheese to yoghurt, No wonder wholesalers across drinks to sausages, fresh the board have been increasing and chilled is becoming their investment in fresh and Feasier for retailers to access, chilled foods. with wholesalers ofering a far With more choice and greater range of often high-margin better promotions on ofer, RN produce. asked two influential figures in You only have to read RN’s the wholesale industry about the retailer profile pages each week to trends driving the sector and see how many retailers are enthu- what a new fresh and chilled siastically embracing this area of retailer should be stocking and the market. how best to sell products.

Cheryl Norman trading controller, Blakemore Wholesale Blakemore Wholesale is the delivered and cash and carry wholesale arm of AF Blakemore & Sons (operating out of 14 depots)

With the exception of milk, cream, largest sub-category is in An appetising butters and fats, all sub-categories decline due to market price display can build trust are in strong growth within deﬂation. fresh and chilled. Notable top This year will see more performers include pre-made shoppers planning their conve- their supermarket or online shops. sandwiches, cooked meats, ready nience trips. These are typically The growth is mostly being driven meals and pizza, cheese, and fresh higher spending shoppers purchas- by top up, food to go, fruit and veg- ﬁsh products. Chilled milk as the ing fresh and chilled items between etables and “meal for tonight”.

We ofer an extensive range of fresh categories, irrelevant of the chiller and multiple convenience. We’re also and chilled products across all sub- space they have. working closely with companies to categories, so we’re well equipped to We work very closely with our create unique food to go solutions service retailers with between one and major suppliers to be able to ofer our that will work in even the smallest 10m of chiller space. We also have pla- customers a good core range covering of stores as we know this is a key nograms that cover all sizes of chiller key brands together with alternatives growth area and footfall driver. We space, so we can ofer retailers advice and we pride ourselves on consistent like to give customers the personal on the key products to sell based on the availability. We have a very competi- touch and can ofer business develop- most up-to-date market data. tive promotional plan to ensure that ment support for any retailers who As a rule, we suggest that retailers customers are in the best position to would beneﬁt from range, merchan- ofer a diverse range across all sub- compete against all major symbols dising and planogram advice.

We deliver fresh and chilled seven need on a daily basis. is also where point of sale, promo- days a week and, as long as custom- Retailers should use the core range tional ofers and clip strip impulse ers meet our minimum delivery planograms that we provide as this purchases come into play. drop requirement, they are welcome will not only ensure they are stock- Our business development manag- Are you meet- to have a delivery every day. ing the right products for their chill- ers have extensive knowledge of ing shoppers’ Retailers need to plan their orders ers, it will also encourage impulse products and their success rates so are fresh and around their busiest periods to purchases. It is important to note well equipped to present new product chilled needs? ensure they have adequate stock to that chilled shoppers often spend development and recommendations. meet demand. The most important more than £4 more than a regular We can also provide samples and of- part is to ensure that they have c-store customer and will add two or fer sale or return terms on new prod- consistent supply, so that custom- more products to their basket that ucts so retailers can trial our range at ers can always purchase what they they did not intend to purchase. This no risk of expense to themselves.

Success in selling fresh and will have the products they need chilled comes from having a when they shop with you, that comprehensive range of products your range is up to date with lead- on sale at all times. Customers ing market trends and freshness need to have conﬁdence that you is key. l 34 1 April 2016 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS

Dip into this new Creation Make your stock pop Arriba! Hot new addition Burton’s Biscuit Company has launched Ferrero has launched special edition Jack’s Links has launched Peperami Maryland Creations Choc Dipped as part Tic Tac Popcorn in 18g and 49g packs. Tex-Mex, the ﬁrst new ﬂavour for the of its newly-created Maryland Creations brand in eight years. range. RRP £1.79 RRP 58p - £1.31 RRP 79p Outers 8 Outers 24 Outers 24 Contact 01727 899700 Contact 01923 690300 Contact 01604 821200

Griffiths in tasty TV teaser £6m Irn-vestment Bru’ing Little earners Premium biscuit brand Borders is being Irn Bru will sponsor The Football League Nestlé has launched two confectionery supported with its ﬁrst national TV ad and Scottish Professional Football mini bars – Smarties Little Bar and campaign, voiced by actor Derek Grifths. League as part of a £6m investment. Milkybar Milk & Crunchy.

RRP various RRP various RRP 35p - £1 Outers various Outers various Outers not given Contact 01555 662886 Contact 01236 852400 Contact 01904 604604

Say bonjour! Mikado unleashed again Are you feeling bold? Aryzta Food Solutions has introduced Mikado returns to TV for the ﬁrst time in Doritos is back on TV this month with Spelt, Mediterranean and Oregano four years under a £1.8m investment for a campaign promoting its ‘For the Bold’ speciality rolls to its Cuisine de France the snack brand. marketing message. range. RRP not given RRP 39p RRP various Outers not given Outers not given Outers various Contact 0844 4993344 Contact 0870 1917343 Contact 0118 9306666 Retail Newsagent 1 April 2016 35

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

Round up

TIM MURRAY Magazines reporter YOU CAN STILL WIN AT GAMES As someone who’s dabbled in the world of games journalism – I even got to add the phrase “games reviewer” to my CV back in the old Sega MegaDrive days – it’s interesting to see the way games magazines have changed over the years. They are in a constant state of flux, but it is still a Film tie-in lively sector and there are still plenty out there. In a world where publishing of the games themselves is increasingly moving into a world MARVEL SUPERHEROES of downloads, games magazines are still alive. It’s still the same diet of editorial content – best- ever games features abound, as evinced by the latest relaunch for Ofcial Xbox Magazine – and there’s GET SET TO SLUG IT OUT the same mix of snark and lively editorial chat, as well as thorough coverage of their respective sectors. Captain America takes on fellow Avenger Iron Man in one of the While there may not be the sheer volume there summer’s first movie blockbusters. This Panini title tells the story was a few years ago, it is still remarkably resilient – PlayStation Ofcial saw growth in the last round THE SUMMER’s blockbuster film season of ABCs, while the official Xbox-branded mag saw is starting earlier as witnessed by the only a minor fall in circulation compared with launch at the end of April of the latest other titles. New entrant 110% Gaming had almost F huge bif-fest from Disney-owned comic L R T 22,000 newsstand sales from a standing start. AUNCH EE GIF book giant Marvel. Captain America As a dad of two aspiring gamers, what’s – Civil War pits the eponymous hero CIVIL WAR perhaps most intriguing about their continued against fellow Avenger Iron Man and is On sale 7 April success is that it has come in the face of rivalry based on a best-selling graphic novel. Frequency 4 weekly from a whole wealth of competing media. Panini is launching the inspiration for Price £3.50 My sons are obsessed with assorted YouTube the film, a four-weekly publication taking Distributor channels showing them how to play games, and in this epic tale. It’s already proved its Marketforce yet they still want their respective magazines worth as a retail proposition, but the film Display with Ultimate (110% Gaming for the younger son, PlayStation Spider-Man, Star Wars opens up a whole new audience for what Rebels, Doctor Who Ofcial for the eldest one). Whatever the is Marvel’s best-selling graphic novel magazine gaming magazines are doing in the face of fierce ever. It lands on shelves in advance of the competition (some of these YouTubes have movie’s launch. millions of followers), they’re obviously getting it right – and deserve plaudits.

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F SP L R T MARIE CLAIRE ECI A EE GIF On sale 31 March The latest issue of Marie Claire comes with a Frequency monthly covermount of Neal’s Yard Remedies hand cream Price £3.99 in one of three scents, worth £10. Readers will also Distributor Marketforce receive a 20% discount on Neal’s Yard Remedies Display with InStyle, products. The issue is Marie Claire’s hair special, Glamour, Red with features on how to get big hair in 2016, cat- walk looks for all hair types and the products that will help readers get the latest styles.

S HOW TO RETIRE IN STYLE PECI AL With pensions still on or near the top of the gov- On sale 7 April ernment’s agenda, advice for those approaching Frequency bi-annual retirement age is essential. So what better time Price £4.99 for the next issue of How To Retire In Style, the bi- Distributor Seymour Display with Moneywise, annual publication from the publisher of Money- Money Observer, wise. It ofers plenty of tips on pensions for those Investors Chronicle just about to retire or those ready to retire. It also gives people tips on how to generate income from their pension pot.

S Bestsellers PRACTICAL MOTORHOME PECI AL The caravanning sector is still proving to be strong, On sale 6 April Computers & gaming delivering a retail sales value of almost £2m in the Frequency monthly Price £3.99 Title On sale In year to January 2016. And within that arena, Practi- date stock cal Motorhome is the third biggest publication. Its Distributor Frontline Display with Caravan 1 Computeractive 13.04 June issue looks at the recent NEC caravan show and Magazine, Practical highlights some of the best things from the event, Caravan PlayStation Magazine Official 12.04 2 as well as touring Stratford-upon-Avon to mark the 3 Official Xbox Magazine 08.04 400th anniversary of Shakespeare’s birth. 4 Webuser 06.04 F R Micro Mart 07.04 R F T E N 5 OFFICIAL XBOX MAGAZINE EE GI DESIG 6 Gamesmaster 21.04 Future has given a new lease of life to its Ofcial On sale 8 April 7 PC Gamer DVD 07.04 Xbox Magazine, with a redesign and relaunch for Frequency monthly the publication. The relaunch is accompanied by a Price £5.99 8 Edge 04.04 special 68-page free magazine which contains the Distributor Seymour 9 Games TM 21.04 results of a reader poll on the best Xbox 360 games Display with Official 10 PC Pro DVD 14.04 ever. There’s also a competition ofering a top prize PlayStation, 110% of a free Xbox One console and games, with a total Gaming 11 PC Advisor DVD 13.04 value of more than £1,000. 12 Retro Gamer 21.04 13 Mac Format 12.04 MAKING S PECI AL 14 Neo 14.04 Quilting is, according to the people behind Mak- 15 Computer Shopper DVD 14.04 ing Magazine, the next big thing, and Making is On Sale 7 April Frequency monthly 16 Linux Format DVD 12.04 bang on-trend with a special edition ofering a whole range of diferent quilt-based patterns and Price £5.99 17 Play Unofficial PlayStation 28.04 projects. There are 28 diferent patterns for enthu- Distributor Seymour 18 Custom PC 14.04 siasts to get stuck in to, with everything for both Display with Quilt Now, Knitting Magazine 19 Computer Shopper CD 14.04 the beginner and more advanced practitioners. The quilting special follows on from its colouring 20 PC Pro CD 14.04 and crochet specials. Data from independent stores supplied by The best-selling crossword magazine EVER! ON SALE 7 APRIL

Untitled-1RN-StripAd-31Mar16 1 TAC.indd 1 24/03/20163/24/16 11:59 11:50 AM Retail Newsagent 1 April 2016 37

F R T B EE GIF UMPER ANDY’S AMAZING On sale 6 April Industry ADVENTURES Frequency monthly viewpoint Price £3.75 As any parent knows, kids love dinosaurs and Andy’s Distributor Frontline Ed Hammond Amazing Adventures is devoted entirely to the Display with CBeebies, Editor, prehistoric creatures. The third issue of the newly- Swashbuckle, Youth & Panini Magazines launched magazine is its biggest yet, a bumper-sized Children spectacular featuring a ﬁgurine of the publication’s titular hero, as well as a pair of binoculars. Publisher Immediate believes this issue will deliver a retail

sales value of more than £200,000. F RE F T E GI t might be nearly 10 years old, but Civil On sale 31 March War has proved to be one of the most FUN TO LEARN FRIENDS Frequency fortnightly successful series Marvel has ever created. With the Easter holidays looming, kids will be Price £2.99 Relatively unknown outside the world crying out for things to do and there’s plenty in the Distributor Comag of comics until recently, Marvel fans latest issue of Fun To Learn Friends. Free gifts in- Display with Disney Iconsider it a modern classic. Now, with the new clude stickers and a toy phone set and among all the Frozen, CBeebies, Paw Captain America movie taking direct inspira- pre-school favourite characters there’s a Peppa Pig Patrol, Fun To Learn tion (not to mention its subtitle) from the series, activity workbook. Other familiar figures featured – Peppa Pig it seems the comic is set to find a whole new include Little Kingdom, The Grufalo and Paw Patrol. audience. Originally released in 2006, it was Marvel’s big summer crossover event for that year. A F R T TWIRLYWOOS EE GIF long-running tradition, these event books bring The third issue of the comic property taken from the On sale 6 April together heroes from Marvel’s entire range of hit CBeebies show features characters such Great Big- Frequency monthly titles into a single flagship comic. The simple Hoo, Toodloo, Chickedy and Chick. As ever, Twirly- Price £2.99 premise of the superhero community being at woos follows the gang on their adventures aimed at Distributor Marketforce war with itself due to a government-imposed making its readers laugh out loud. It includes free Display with In The registration act electrified readers, with each gifts – a clay set and a jigsaw cookie cutter – and Night Garden, CBeebies, issue proving to be a sales hit. asticker sheet which will appeal to its core market of Octonauts, Something The first five issues were the top-selling com- pre-school children aged between two and four. Special ics of 2006, with issue two taking over a quarter of a million orders in June alone. In fact, issue two would go on to become the second best-

YOUR DOG S selling comic of the decade (only pipped at the U T P N With the biggest event on the dog lover’s calendar, PLEME post by Amazing Spider-Man issue 583, which Crufts, under its belt – and post-show coverage featured the webbed wonder meeting Barack included – canine owners’ thoughts are now turn- On sale 7 April Obama – an obvious must-buy for speculators ing to the summer holidays, which are just around Frequency monthly everywhere). the corner. The May issue of Your Dog features a Price £3.70 The collected graphic novel of the series free supplement on dog-friendly holidays that tell Distributor Seymour would become one of Marvel’s most popular owners the best places where they can go away Display with Dog World, books, topping the sales charts on its initial with their four-legged friends. The magazine itself Dogs Monthly, Dogs Today release, and staying in the top 100 for many features the usual mix of training tips, features on months and years to come. Certainly for the UK particular breeds, advice and competitions. market it has proved to be a truly evergreen title and the best-selling Marvel graphic novel. In F fact, with Captain America: Civil War’s release RE F T SHOPKINS E GI just a few weeks away, the trade paperback has Shopkins has teamed up with Topps trading cards to On sale 7 April now shot back to the top of the UK GN charts, ofer up to six free Shopkins trading cards with the Frequency monthly vastly outselling any other superhero title. latest issue of the publication, giving readers a great Price £3.99 With such a strong pedigree and a renewed freebie as well as cross-promoting the range of cards Distributor Marketforce interest due to the movie, the new Civil War from Topps. It also features a free Shopkins character Display with Disney Collector’s Edition should prove a perfect jump- as well as more than 100 stickers. There are also free Frozen, AniMagic, ing on point for new readers eager to discover posters and the chance to win a Shoppies makeover. Jacqueline Wilson the comic book roots of Marvel Studio’s latest multi-million pound movie blockbuster.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT WANT TO KNOW THE RECIPE FOR FANTASTIC CAKE AND BISCUIT SALES? RN REVEALS ALL Plus, with Easter over, it’s time to start planning for a profitable summer with our guide RETAIL NEWSAGENT to selling spirits, and retailers’ reactions to the arrival of the National Living Wage NEWS ● CONVENIENCE ● PROFIT 38 1 April 2016 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini

DeAgostini Disney Frozen Minions Abatons Republic Build the Ford Mustang 12 100 8.99 Friendship Starter £4.99 Humans of Ireland Activity Cards Build the Millennium Falcon 64 100 8.99 Cards £1.00 Starter £5.99 stickers Starter £4.99 Stickers £1.25 Starter £3.99 Cake Decorating Relaunch 160 165 2.99 Cards £1.00 Cards £0.70 Dinosaurs & Friends 58 80 5.99 Jazz at 33 and third RPM 6 70 9.99 Official Star Wars Factfile 114 120 2.99 Simply Stylish Knitting 13 90 3.99 Rugby Attax Official UEFA Star Wars Helmets Coll’n 6 60 9.99 Journey to Starter £4.99 Euro 2016 Cards £1.00 Zippo Collection 15 60 19.99 Star Wars: The Adrenalyn XL Star Wars Force Awakens Starter £4.99 Abatons Eaglemoss Starter £4.99 Cards £1.00 Starter £7.99 Stickers £1.00 Cards £1.00 3D Create & Print 63 90 6.99

Build A Solar System 32 104 6.99 Shopkins DC Comics Graphic Novel 17 60 9.99 Starter £2.99 Disney Cakes & Sweets 134 120 4.50 Stickers £0.50 Official UEFA Doctor Who Figurines 68 70 7.99 Lego Friends Euro 2016 The Good Sticker Marvel Chess Collection 64 64 8.99 Starter £2.99 Dinosaur Collection Marvel Fact Files 159 150 3.50 Stickers £0.50 Starter £2.99 Starter £2.99 Military Watches 56 80 9.99 Star Wars Stickers £0.50 Stickers £0.50 Star Trek Ships 69 70 10.99 Force Attax

Starter £4.99

Cards £1.00 Hachette

Art of Crochet 31 120 2.99 Lego Ninjago Fifa 365

Art of Knitting 62 90 2.99 Starter £2.99 Starter £2.99 Wales Sticker Stickers £0.50 Stickers £0.50 Collection Art Therapy 54 100 2.99 Star Wars Black Pearl 116 120 5.99 Stickers Album £2.99 Stickers £0.50 Build the Mallard 83 130 7.99 Starter £2.99 Build the U96 82 150 5.99 Stickers £0.50 Classic Pocketwatches 94 100 8.99 Match Attax Fifa 365 Dr Who Complete History 15 80 9.99 2015/16 Judge Dredd Mega Collection 32 80 9.99 Adrenalyn XL World of Starter £3.99 Starter £4.99 Batman Marvel’s Mightiest Heroes 59 60 9.99 UEFA Cards £1.00 Champions Cards £1.00 Starter £2.99 My 3D Globe 65 100 5.99 League Cards £0.50

RBA Collectables Official Sticker Collection Amazing Dinosaur Discovery 57 80 5.99 Starter £2.00 My Zoo Animals 30 60 5.99 Stickers £0.50 Northern Zootropolis Merlin Official Precious Rocks, Gems & Minerals 62 100 5.99 Ireland Sticker Starter £2.99 Premier Real Life Bugs & Insects 80 85 5.99 Collection Cards £0.50 League Sticker Collection Album £2.99 Stickers £0.50 Starter £2.50 WWE Slam

Cards £0.50 Attax Then, Collectables Now, Forever Starter DeAgostini £4.99 Cards £1.00 Paw Patrol Magiki Bunnies 2.50 Minions Stickers Frogs & Co 1.99 Starter £2.99 Starter £2.99 Stickers £0.50 Stickers £0.50 Magic Box Zomlings Series 4 0.50 40 1 April 2016 Retail Newsagent

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

Back in the day Adult colouring makes the VIEW FROM pencil supply a bit sketchy THE COUNTER 100 It’s been a while since we’ve enjoyed double-digit growth YEARS AGO run a decent adult colouring in sales terms and it has had with Mike 1 April 1916 book story, so it’s with open to run more shifts at the fac- “Poultry for Beginners” is the arms that we welcome this tory to keep on top of the situ- Brown title of a handy, practical book little gem… For it seems as if ation. Reports also suggest for all who would make poul- the phenomenon that seem- that other European pencil On Sunday 13 March I took a team of news deliv- try pay. It will sell at 2d., and ingly knows no giants Staedtler ers to Sunderland to take part in the Northern the price to the trade is 1s. 3d. bounds is leading to and Stabilo are also district’s top shop 10-pin bowling competition. per dozen. This is a line that is a worldwide short- under pressure with Although we returned home empty-handed assured a big sale in these days age of pencils. supplies. – rather embarrassing considering the highest of economy. No, seriously, Sandra Suppa scoring girl, Hibba Awan, was only four – we and this isn’t a PR from the company had a great afternoon out. This annual competi- scam either. The said: “The trend is tion is proving very popular, with more than 20 world’s biggest continuing to this teams from every corner of the district entering. pencil manufac- day and can be felt On the way home I mentioned that the 50 turer, Faber-Castell, globally – from district social committee was organising a trip YEARS AGO has announced that it is South America to Asia.” to Flamingo Land (a local theme park like Alton 2 April 1966 struggling to keep up with Brazil is the latest country Towers) on 3 July, which created a bit of a buzz. I A big promotional campaign ever-growing demand. to fall victim to the global have to admit that in the 25 years’ involvement launched by the Financial Artists’ pencils have, the craze, according to the New in HND the team of 15 paper boys and girls I Times includes a crossword German-based company said, York Times. have at the moment is one of the best I have ever puzzle and racing tips. The had – so it is easy to reward them in this way. aim of the campaign is to The Flying Scotsman, one of the most famous modify the view that the Burned offering splits bread fans trains in Britain, has spent the last couple of Financial Times is the “bosses’ The social media boom has sisted. “It’s just well-fired.” weeks in our area travelling between the Na- paper”. Says publicity man- made it a lot easier for con- Its defence of its oven- tional Railway Museum in York and the North ager Mr. N. Courtman-Davies: sumers to vent their rage at baked loaves (“they’re Yorkshire Moors Heritage “We have not yet succeeded huge corporations, with the supposed to look like that”) Railway at Gromont, near in attracting the general busi- big supermarkets one of the reminds us of the drunk Pickering (famous for its ness reader.” key victims. who claims use in the Harry Potter Usually that their films). they crum- being sick It’s been great for busi- ble, ask for was down ness, as the nearest station 25 more details, to food to me, Nunthorpe, is only YEARS AGO ofer sincere poisoning, three miles away. Families 6 April 1991 apologies not copious have been piling in to buy Sales of TV Quick appear to and a few amounts of sweets before clapping have gone well in its first vouchers. alcohol. and cheering as this iconic train passes by. week with many newsagents But not Even Last week I sent back more than 800 news- reporting a sell-out. But there Sainsbury’s, though paper vouchers which came to a staggering is little evidence that the new because it has come under Sainsbury’s has defended £1,372.44 (about a third of my newsbill). It was title has expanded the TV fire for its ‘well-fired’ loaves. the bread, we reckon that the end of the month and I have been rammed listings market. NFRN Hull “Look how burnt this the bakers or marketing with Daily Mail vouchers since the launch of branch secretary Tony Smith bread is,” scores of punters whizzes who came up with The New Day, but still it was a record for me. It said: “Most people are sticking have written on Twitter and the idea could find them- took most of Monday morning to process them, with Radio Times and TV Facebook. selves well fired sooner than but I still enjoyed the 1p handling allowance. £8 Times.” Not so, the grocer has in- they think… – not bad for a morning’s work.