30.10.2015 HOW TO MAKE £9 AN HOUR PAY C-store experts on living with a higher wage bill NATIONAL LIVING WAGE Page 28 »

Best of both worlds ‘I grew grocery sales by £5k but kept my news roots’ Page 32 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.20

TOBACCO DISPLAY Lomas News, ‘We want Unsworth out of profit- restricting contracts’ l Retailers say Imperial Tobacco rules are ‘undermining profitability of category’. l Gantry space demands mean delisting Stone Spar, fast-selling lines, say stores. Page 5 » Manchester

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My Local One Stop Leamington 130-store Spa (above and below) launch ‘a success’ l New trading director Neil Turton already sourcing great deals, says Mike Greene. l Further 10 stores to start trading from January. Page 4 »

CAMELOT HOTLINE Colouring magazines Gravelle’s Budgens, on course to draw more profit than craft Retailers Cambridgeshire titles for indies. Page 7 ‘unaware’ LITTLE SHOPS OF HORROR of new 7p Ghoulish gondolas and deathly displays were the order of the Vol 126 No 44 day as independent stores looked to scare up extra sales over FOR TRADE USE ONLY lotto line Halloween. This year’s festivities also saw many retailers carving 44 Confusion over true out a niche for themselves by going big on spooky pumpkin cost of calls. Page 5 » decorations. Xmas 2 Day Advert 2015 B/g_Layout 1 15/10/2015 16:59 Page 1

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During one of the Local Shop Summit breakout sessions, a member of the audience said his wage bill would increase by 33% when the Nation- al Living Wage increases to £9 in 2020. He asked how the retailers on the panel were planning ahead for such a big change. Eddie Poole from Moira said he was creating a market theme in one of his SuperValu stores, focusing on higher margin fruit, veg and RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT dairy and less on groceries. His advice was start planning now and test what works, not when your wage bill has already spiked and the pres- Focusing on high sure is on. margin categories Focusing on high margin categories is a theme that runs through this week’s special report on mitigating the impact of the National Liv- is a theme that runs ing Wage. through this week’s What’s clear is that the same formula will not work for every store. special report on Chris Shelley’s new Horsham c-store will focus on fresh and chilled, mitigating the while for Sussex-based Peter Lamb it’s food and hot drinks to go. impact of the This wouldn’t work for Kamal Sisodia in Leicestershire, though, who is near a popular Greggs. He is focusing on e-cigarettes and stationery in- National Living Wage stead. Craft beer is another growing trend that might not be right for every store. London-based Ash Patel grew alcohol sales by stocking his son’s favourite hoppy beers. Derby-based Vip Measuria, meanwhile, didn’t think there would be demand in his area, but was proved wrong when he added One Stop’s craft beer range. If you think craft beer could be the answer to making the National CHRIS GAMM Living Wage work for your store, follow our 10-step guide on pages 26-27. Editor But don’t be afraid to say no to things that don’t work for you because @ChrisGammRN one size doesn’t fit all.

24 CONTENTS 38 NEXT WEEK NEWS says retailer; PDRP 22 PRICEWATCH 28 NATIONAL LIVING WAGE survey ‘must target UK white wine RN’s five page special 4 INDUSTRY NEWS My Local newstrade retailers’ prices around looks at what has been chief Mike Greene hails 18 YOUR STOCK, YOUR SAY 24 RETAILER PROFILE termed ‘the biggest launch day success Do customers want challenge small 6 BUSINESS NEWS We’ll hit Keeping an contactless payment? eye on pricing businesses have 80-store target by end of And has the tobacco and what the ever faced’ year says Simply Fresh 34 FAMILY NIGHT IN display ban made range competition is HOW CAN THEY HELP YOU? 7 NEWSTRADE Colouring management harder? doing has helped There’s nothing like titles bring in £3.4m sales RN looks at the supplier 19 YOUR ISSUE Retailer’s Kamal Sisodia getting the family 8 PRODUCT NEWS Chupa together for some support available to the anger over PayPoint create a point modern c-store owner Chups tie-in with new package deal of difference food and drinks. Star Wars blockbuster Make sure you’ve got 20 INDUSTRY PROFILE in his 12 REGIONAL NEWS Free Leicestershire store 26 the right ingredients parking for shopping Neil Saunders, for some family fun come closer in Chard right, managing 20 FEATURES 38 PREVIEW 14 NFRN DISTRICT COUNCIL director of 26 CRAFT BEER retail analyst THIS WEEK Kent DC report & CIDER Conlumino Our step-by- IN MAGAZINES COMMENT & 21 COLUMNIST Cider step guide will 41 ROUND-UP Building CHRISTMAS MAGAZINES ANALYSIS is flourishing in show you how blocks of success 16 LETTERS Camelot’s £25 a the independent your store can 42 FOR YOUR SHELVES Free The final part of RN’s month charge buys me trade, writes get involved in gift for Country Homes & festive guide no customer service, John Eastwood the sector Interiors readers WHAT’S THE POINT OF THE EXTRA STRESS ABOUT CASHFLOW, THEFT STAFFING – YOU MIGHT AS WELL GET A JOB – RETAILER KAMAL SISODIA SAYS HIS ATTITUDE WILL CHANGE IF THE NATIONAL LIVING WAGE AFFECTS HIS INCOME Page 28 » 4 30 October 2015 Retail Newsagent

NLW will ‘Regulation could harm c-stores’ warning Leading industry figures were two of eight recom- said: “UK convenience said: “All these measures lead to have warned that excessive mendations made by Public stores are coming under can bring challenges. The regulation could harm the Health England in a report increasing pressure as the government is against ‘parallel convenience sector should released last week. call from health groups for the sugar tax so we must proposals such as a sugar However, the tobacco ever more control on core wait for their response. My sourcing’ tax come into force. industry, which has had to product categories such as biggest concern is an in- A 20% tax on sugary adapt to a raft of regula- tobacco, confectionery and creasing emphasis on local The incoming National Liv- drinks and foods and a tions, has warned against soft drinks escalates.” authority regulation, which ing Wage will cause an in- reduction in the number of excessive legislation. James Lowman, chief could dictate where items crease in “parallel sourcing” promotions in supermar- Jeremy Blackburn, JTI executive of the Associa- are sited or limit promo- as retailers look to improve kets and convenience stores head of communications, tion of Convenience Stores, tional activity.” their margins, a wholesaler has predicted. The industry expert, who did not want to be named, New chain converts 130 stores over three days ‘Great sense of camaraderie and positivity’ said he expects retailers to increasingly look to suppliers of branded stock manufactured elsewhere Launch day ‘a big success’ in the EU in an attempt to get stock at lower prices and protect their profitability. “If you buy Coca-Cola says My Local boss Greene direct from Coca-Cola in the UK you will pay £2 a by Steven Lambert case more than if you buy it from a third party. It might My Local chief Mike Greene have come from Europe or hailed the launch of his Ireland – but it’s still Coca- new convenience chain a Cola and customers will “success” as work to rebrand still buy it,” he said. the former M Local stores The National Living was completed this week. Wage will be introduced in At the time of going to April and stand at £7.20 per press, Mr Greene told RN hour for employees aged that 32 stores had been over 25. The rate will rise to converted to My Local on more than £9 by 2020. Monday, with a further 98 l What will the National stores due to be switched Living Wage mean to your over by Wednesday. business? – page 28. He added the group is now focusing on reopen- ing 10 of the closed M Local stores it also bought from New look Morrisons, with the first of these expected to be trad- Lee and Adam from My Local, Harrogate ing by January. Singh’s “We’ve had members of shortages and bare shelves Mr Greene admitted the chief executive Neil Turton, our board and staf working following a disagreement launch had been a “huge who joined the group last Premier all day and night last week with former owner Mor- logistical challenge” but month. to get us up and running,” risons. said Nisa was now helping “M Local was almost seen concept said Mr Greene. The supermarket was to plug stock gaps in stores. as the poor cousin under Singh’s Premier in Shefeld However, the launch was understood to have agreed He added that stores were Morrisons but, under My has revealed it will launch not without its issues. RN’s to only remove its own label also taking advantage of Local, there’s now a great a new Premier concept as sister title Retail Express products from stores, but “great product deals” being sense of camaraderie and part of a store revamp at its reported that My Local instead stripped out aisles sourced by new My Local positivity among staf,” said Manor Road site. stores were hit by product full of branded products. trading director and ex-Nisa Mr Greene. The group, run by broth- ers Mandeep, Vrinder and Baljeet Singh, announced the news on social media RN poll shows 36% unaffected by display ban this week, with work More than a third of retail- There had been no sales had decreased by as “My tobacco sales have already taking place to refit ers who responded to an change, 36% of voters said, much as 10% and 6% said made up 12-13% of my total the business. RN poll last week said while 24% said their sales sales had fallen by between sales consistently for a RN understands that the their tobacco sales have had increased by between 11% and 20%. year. I’ve found that people concept store will focus remained the same six 1% and 10% and another 3% Mandeep Singh, of know what they want to heavily on bulk buys and months after the tobacco reported increases of more Singh’s Premier in Shef- smoke and they don’t need non-food lines sourced from display ban came into than 10%. field, said he had not seen a to see the display to ask Makro. force. However, 24% said that significant change. for it.” Retail Newsagent 30 October 2015 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Pages on twitter 38-39 @RetailNewsagent for expert advice to help you grow your sales Cashflow concerns over 70% gantry occupancy Delisting over a lack of space ‘would be costly’ Camelot’s pricey new Retailers say they’d pay to helpline Retailers are unaware of the true cost of a call to exit Imperial contracts Camelot’s new helpline and not enough shopkeepers are by Steven Lambert of Robinson Retail Ltd in gantry filled with Imperial advice against Imperial and aware of the new number, Pembroke, said: “I would products afects his cash- is looking into ways to help the NFRN has claimed. Retailers have told RN love to come out of my flow. “I’m looking at my retailers exit their agree- In a survey of 500 of they are willing to buy Imperial contract and have contract very carefully and ments with the company. its members, retailers re- themselves out of Impe- considered making them may have to consider other NFRN chief executive ported they were still using rial Tobacco contracts after an ofer to give back points options,” he said. Paul Baxter said: “We are Camelot’s old 0800 number claiming the company’s I’ve earned through their A senior industry figure seeking to ensure retailers’ to contact the organisation gantry space demands Ignite scheme in order to told RN that retailers fears are being addressed before being transferred to a undermine the profitability rip it up. needed to stock best-selling and that their gantries new 0844 number. of the category. “Imperial lines account tobacco products to avoid reflect their sales.” Retailers were also large- Stores owners who for 50% of sales, but they’re cashflow issues. An Imperial tobacco ly unaware of the true cost signed up to the manu- asking for 70% of the space. “Tobacco isn’t about mak- spokesperson said: “Retail- of the call. Calls to Camelot facturer following the If I have to delist items that ing a percentage margin. ers have and will continue now cost 7p per minute, but introduction of the display sell at a reasonable rate It’s about fast turnover, to have the ability to stock added to that is a BT access ban said they now have se- because they don’t fit in the regular cash profit and both Imperial and competi- charge of 10.24p per minute, rious concerns over tobacco 30% of space for non-Impe- stocking key lines that will tor products on their display making the total cost of a cashflow, after Imperial told rial lines, I’ll lose money.” drive footfall and associated units and we continue call 17.24p per minute. them to fill 70% of their dis- Richard Drake of Drake’s sales,” he said. to work with the trade to “This highlights that re- play space with its products. Newsagents in Thackley It comes as the NFRN ensure the ongoing success tailers are not opening their Peter Robinson, owner said having 70% of his told RN it had sought legal of the category.” post as they don’t know about the new number or the 7p charge,” said NFRN head of operations, Marga- Win an RN ret McCloskey. A spokesperson from journalist Camelot said retailers were informed of the number via letter in late September for a day and via a retailer forum in RN is ofering readers the October. chance to win a journalist It added that the 7p per to work in their store for minute charge wording is the day. Ofcom-stipulated and that Anyone who is eager for Camelot has no control over the chance to show a re- the level of access charge. porter what life is really like working in a newsagent or convenience store should MP discusses Sunday trading risk to ‘community heart’ head straight to facebook. Montgomeryshire retailers Matthew and Huw Jones (left and centre) raised concerns about Morrisons’ com/retailnewsagent and the impact that longer opening hours for larger stores on Sundays would have on their Spar like the page and competi- store with Glyn Davies MP. Mr Davies said: “It is vital that local store owners are supported stores deal tion post to be in with a and their concerns are engaged with, to ensure they remain at the heart of our communities.” Morrisons is to pilot con- chance of winning. venience food stores in five petrol stations owned by Locke’s Motor Fuel Group (MFG). The announcement fol- Wholesaler: govt ‘illicit’ figures too low lows the sale of 140 M Local Government figures re- ers themselves, alongside “Unfortunately it’s not accounted for at least 25% of high street convenience leased last week estimating rogue traders, were fuelling just people selling ciga- the market, with indepen- stores to the retail entrepre- that the illicit tobacco trade the problem. rettes out of pub car parks dents bearing the brunt. neur Mike Greene. makes up 10% of the market “In the early days of Brit- anymore but also retailers, He added: “Should HMRC The company said the could be a significant un- ain entering the EU there perhaps because they see really get a grip of the move was part of a plan to derestimate according to a was a loss to the trade of too many others getting problem we could expect consider new opportunities leading wholesaler. around 25%, so the 10% the away with it.” to achieve sales half as big where the “capital commit- Chairman of AG Parfett, government are now citing Mr Parfett said surveys, again as we are currently ment” is low. Steve Parfett, said he should only be seen as the including one based on doing. We must not under- MFG is the second largest believed the problem was latest additional reduction,” discarded packs, had long state the seriousness of the forecourt operator in the nearer 33% and that retail- he said. suggested the illicit trade matter.” UK, with 373 stations. 6 30 October 2015 Retail Newsagent

BUSINESS Bestway expands fresh and chilled More fresh and chilled deliveries to depots and growing its business de- velopment team will form part of Bestway’s plans to grow business for its retail- ers in 2016. Asda set Bestway chief execu- tive Zameer Choudrey said to ‘slow its retailers had remained “resilient” against the down’ in growing tide of discounters and multiples on the high London street. Asda and will slow down He added that the group’s expansion of smaller store Best-one and Xtra Local re- formats in London and tail club had grown to more will refocus its eforts on than 4,100 stores this year liveries will increase from around £2m a month. London last week. developing its larger stores. and is now turning over in one a week to three times “No other wholesaler is Retailers taking home The supermarket said excess of £650m. a week. doing more for their retail prizes on the night it will also scrap plans to He also revealed the In addition, Mr Choudrey customers than us,” said included Tharmalingam develop more standalone company will increase the said Bestway’s mobile app, Mr Choudrey. Gnanachchandran of The petrol sites and will scale number of business devel- launched last year, had The news came as Local Zone in Liverpool proposals to have 1,000 click opment executives calling been downloaded more Bestway announced the (pictured second from and collect locations around on stores from 50 to 75 while than 12,000 times and was winners of its annual Retail right), who scooped the the UK. It said the move fresh and chilled depot de- now generating net sales of Development Awards in Overall Winner award. would allow it to reinvest in 95 of its larger stores. The announcement Growing interest in fascia says boss New website promotes healthy eating message follows on from Asda announcing a 4.7% dip in like-for-like sales in its second quarter financial results, marking the worst Simply Fresh on target performance recorded by the group in 16 years. Asda chief executive Andy Clarke said: “We need for 80 stores by year end to simplify what we do by prioritising the first line of by Steven Lambert its Simply Local fascia had we’ve had growing interest website designed to pro- our strategy – improving boosted the business. for Simply Fresh in the mote the group’s healthy our core business – and Simply Fresh said it He added: “We were south, especially around eating message to shoppers. pausing activity in other remained on track to have targeting around 80 stores central London.” The new site, launched areas so that we are not 80 stores open by the end of by the end of the year and While Mr Khera would earlier this month, includes spread too tightly.” the year and expects it looks like we’ll be nearer not reveal details on the a range of recipes, links to break through the 100 to 90 stores when we get progress of its smaller to local food suppliers, store milestone in early to Christmas. In the first Simply Fresh stores being special ofers and a store Discount 2016. quarter of next year, we’ll developed in London, he gallery. Mr Khera said Speaking to RN, Simply be on 100 stores, which is a said the group would reveal future updates will include Fresh managing director big milestone for us. a “diferent store format” live blogging features and luxury Kash Khera said growing “We have a lot of stores early next year. the ability for retailers to Discounters are adding trends towards healthy in the north looking at the At the same time, Simply customise the page around a number of luxury food eating and more interest in Simply Local brand, while Fresh has launched a new their own business. lines to their ranges in a bid to win over more afuent shoppers this Christmas. Lidl announced it will First own brand Budgens Christmas range launch whole-caught lobsters in its stores this Budgens has unveiled its mince pies and Christmas Christmas themes. range. We’ve worked hard month priced at £4.99, first range of own brand puddings, along with other Budgens will also ofer to develop a delicious along with six-packs of Christmas products de- desserts such as Cranberry, retailers PoS material range of cakes, puddings fresh oysters priced at £2.79 signed to grow incremen- Orange & White Chocolate to promote the range to and mince pies and we’re launching on 20 December. tal sales for its retailers Madeira Cake. shoppers. confident they’ll be really In addition, rival Aldi over winter. Packaging for the range Mike Baker, Budgens popular. will launch its own range The selection includes will feature a purple co- director, said: “We’re “We’ve already had a of lobster tails and whole a number of festive favou- lour scheme and images of delighted to launch our fantastic response from lobsters on 21 December. rites including six-packs of robins, baubles and other own brand Christmas our retail partners.” Retail Newsagent 30 October 2015 » 7 UK WHITE WINE PRICES Follow RN Pages on twitter 22-23 @RetailNewsagent for expert NEWSTRADE advice to help you grow your sales Indies earn £946,900 from colouring mags since April Zen Colouring, Relax With Art triumph News UK £1k win Wisebuy Variety Store in Colouring trumps craft Halstead has won £1,000 from News UK for generat- ing the highest number of Sun HND orders in the first titles with £3.4m sales three weeks of October. by Chris Rolfe The store sells an aver- While copy sales of Sean’s News in Upton- had bucked the decline, age 120 copies of the Sun colouring titles such as Zen Upon-Severn, said she had with papercraft, quilting, per day and promoted the Adult colouring titles have Colouring and Relax With noticed the trend in her crocheting and sewing publishers’ 12 weeks’ free generated £3.4m in retail Art had grown in indepen- store, with several of her titles driving more positive delivery ofer by inserting sales since April and could dent stores, craft sectors customers switching from performances, and sales of leaflets in every newspaper become more profitable such as needlecraft, knit- buying craft magazines to sewing and knitting titles it sold, and prompting cus- for independents than ting and machine knitting colouring titles. up by 7.8%. tomers to take up the deal. craft magazines if the sufered sales declines of “I used to shop save 12 John Vine, owner of Store manager Louise trend continues, according 15%, 9.5% and 18.5% respec- craft titles a week. Now I do Newsworld in Shropshire, Sutton said: “I’m an inde- to magazine distributor tively, it added. five a month. But I’ve got said: “Craft titles have held pendent and I have to do Seymour. The figures showed that customers coming in weeks their own in my shop and all I can. If customers sign Indexed year-on-year independent retailers had before a colouring title have grown in some cases, up for 12 weeks, that’s a sales data to July showed generated an estimated launches to request it, and especially more expensive potential 12 weeks’ sales of craft sectors had grown rev- £946,900 in sales of colour- I’m selling Relax With Art magazines such as Crochet additional products too.” enue by 8.1% and copy sales ing titles since April, which like it’s going out of fashion World and Bead World. by 9.4%, the company said, would equate to £1.6m for a – I get through 40 copies per The phenomenon this year but with colouring titles full year, overtaking the an- month,” she said. has been bead making and removed, these figures fell nual £1.4m revenue earned But the Seymour jewellery making, and to -2.9% in revenue and 0.7% by craft magazines. figures also showed that anything to do with crochet Regionals in volume sales. Kate Clark, owner of certain craft sub-sectors and knitting.” relaunch Two regional newspapers published by Trinity Mirror have been relaunched, with Apple’s fewer editions per week and wider patches covered by news app reporters. The Bucks Advertiser and Bucks Examiner will now signings publish just one “com- Trinity Mirror and Condé prehensive” edition. The Nast were among several Advertiser will cover Bea- publishers to announce consfield, Gerrards Cross, partnerships with Apple the Chalfonts and Marlow, News as the free newsread- while the Examiner will er app launched last week. cover Chesham, Amer- Trinity Mirror said the sham, Great Messenden, Daily Record, Manches- Little Chalfont and other ter Evening News and surrounding areas. Liverpool Echo were among Thunderbirds 2 ready for launch the titles signed up to the DC Thomson is releasing the second issue of its latest launch, Thunderbirds Are Go, on 11 service, which gathers November. The title, priced at £3.99, will include a Thunderbirds 2 mini-model. But the news stories together on a publisher warned independent retailers against early-returning the magazine after 13% Johnston single app and is available of stores sent the first issue back. Sales of its children’s magazines through independent on Apple devices that are stores grew by 2.4% in the 12 months to July, the publisher said. closes two iOS9 compatible. Johnston Press has earmarked a further two weekly newspapers in Scotland for closure. Proposals to close the Retailers give a high five to thriving i East Lothian News and Independent retailers doubled since the title rose news at the NFRN, said good sales volumes.” Musselburgh News are praised the i for helping to in price to 40p in February. the paper had “found its The paper achieved under discussion as part of maintain newspaper read- “One or two customers place in the market” after month-on-month sales an ongoing review, while ership and grow sales as the have downgraded but I’d an early price war over its growth of 0.8% for its Mon- the publisher also plans paper celebrated its fifth rather they do that than initial low 20p cover price. day to Friday editions and to rebrand the Midlothian year in print this month. buy no paper at all, and I’m “It found a gap in the 0.6% for its Saturday issues Advertiser as a community Matt Clark, owner of happy to promote it now it market and it’s working. last month, according to newspaper. Johnston Press Penylan News in Cardif, has a higher price,” he said. It shows you can enter a the latest Audit Bureau of has closed more than 25 said sales of the paper had Brian Murphy, head of tough market and deliver Circulations figures. papers since 2012. 8 30 October 2015 Retail Newsagent

PRODUCTS ProActiv’s Foster’s tour van hits new healthy heights Is it a bird? Is it a plane? revamp No, it’s actually a camp- Unilever is revamping its er van suspended from entire Flora ProActiv range a hot air balloon – the to promote the brand’s latest PR stunt to sup- health credentials to shop- port Foster’s upcoming pers. ‘Helluva Tour’ TV series. The move will see The vehicle, which was Flora ProActiv spreads, spotted 2,000 ft above yogurts and skimmed Shropshire, was used milk redesigned with new to grow awareness of on-pack messages, which the beer brand and the will promote the range’s the show, which will use of plant sterols to help see a group of strangers consumers lower their making a 17,000 driv- cholesterol levels. ing trip from the UK to Unilever is supporting Australia. the changes with a £1.5m marketing campaign launched this month, which includes TV ads. New pack formats to tie in with film launch ‘Very large spend’ by shoppers anticipated Albane Jeanbin, brand manager for Flora ProActiv, said: “We’ve redesigned our packaging to make the The Force is with Chupa brand stand out more on shelf among its competi- tors, making it easier for shoppers to find Flora Pro- Chups’ Star Wars promo Activ products in store.” by Steven Lambert The Force Awakens, which The company claimed Mr Roberts said: “We’ve hits cinemas in December. sales of Chupa Chups are chosen two distinctly dif- Perfetti Van Melle plans to The cups cost £4 and each growing at 20% year on ferent products to license, Frijj adds capitalise on the excite- contain 10 Chupa Chups year, while sales of Chupa and are confident that both ment surrounding Star lollies, with three diferent Chups sharing bags were ofer our retail partners a Wars with the launch of designs to collect featur- also up by nearly 17%. chance to tap into what is premium new pack formats themed ing imagery from the new Mark Roberts, trade expected to be a very large around the film franchise. film. marketing manager at Per- spend. milkshake The confectioner is At the same time, Perfet- fetti, added that branded “The film marks the Dairy Crest will expand targeting fans with Star ti is launching a Star Wars Star Wars merchandise start of a new trilogy, so we its Frijj Supreme premium Wars-branded drinking edition of its ‘Best of’ Chupa launched to mark the last expect to see an ongoing milkshake range with the cups to tie-in with the Chups sharing bag, which film in the series generated interest and increased launch of a Strawberry highly anticipated launch will be targeted as a stock- more than $3bn (£1.9bn) in awareness of Star Wars Cheesecake flavour later of the latest instalment, ing filler for Christmas. sales. merchandise.” this month. The new line, which comes in 375ml bottles with an RRP of £1.30, will Craft-inspired beer launch from Guinness Brewers initially be available in Diageo has unveiled its lat- The product is described Diageo’s Brewers Project at They were joined by a Guin- Asda before being rolled out est launch under its Guin- as a double hopped, golden its St James’s Gate brewery ness Golden Ale in April. nationally to independent ness Brewers Project as it lager brewed using Guin- in Dublin. Dafyd Pugh-Williams, stores. bids to grow further sales ness yeast, Irish barley and The initiative kicked of senior innovation manager The launch follows on from craft beer drinkers. hops from Australia and last September alongside at Diageo, said: “Craft is cre- from Dairy Crest’s relaunch The firm released Hop the USA. It will be available the launch of two Guinness ating real vibrancy in the of its entire Frijj Supreme House 13 lager in the UK through wholesalers in lines, West Indies Porter category, and it’s important range with an improved this month following its 330ml bottles (RRP £1.79) and Dublin Porter, which to keep customers engaged recipe and revamped pack initial launch in Ireland in It marks the fourth prod- were inspired by recipes with new products.” design in March. February. uct to be launched under dating back to the 1700s. l Craft beer and cider, p26-27

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PRODUCTS Unilever’s Max to the Future Not even the threat of a time paradox could deter hun- toiletries dreds of Marty McFlys and Doc Browns coming together to at- Christmas tend a special anniversary film screening of Back to the Future refresh II in London’s Leicester Square Unilever is setting up for last week. The event, organised Christmas by releasing new by Pepsi Max, also gave com- and revamped toiletries gift petition winners the chance to packs across a variety of get their picture taken with the brands. famous DeLorean time-travel- New additions being ling car and visit an 80s-style added this year include a retro café, where fans could get Lynx Black washbag gift their own bottle of Pepsi Per- set (RRP £12.50), a Dove fect featured in the movie. Men+Care shower gift pack (£8), a Radox Fresh & Fruity gift set (£6) and a Tresemmé 7 Day Smooth Increased availability and variety boosts category Drinkers ‘trading up’ to premium products gift set (£20). James Grifn, Unilever category director, said: “It’s important that we con- tinue to provide innovative Indies buck trend with Christmas oferings that tap into the key consumer trends within beauty, hair and personal care.” beer and cider sales hike by Steven Lambert 3,000 newsagents and conve- among young adults. were backed by Alpesh Mis- nience stores, also highlight- EDFM data analyst try, customer marketing Independent retailers are ed an 8.8% year-on-year rise John Eastwood said fruit director at Molson Coors, Müller is bucking the national trend in beer value sales for the flavoured ciders continued who urged retailers to of falling cider and beer sales, first 40 weeks of the year. to grow in popularity in the expand their ranges of craft milking with these products growing In addition, cider volume convenience sector, with beer and premium cider for by 11.5% in value terms in sales grew by 16% over the brands such as Kopparberg Christmas. charity local stores this year accord- period, although beer volume growing their share of the He said: “A trend we ing to new research. sales saw a small dip of 1%. market. expect to see in the market campaign An investigation by mar- The results fly in the face He added: “Cider sales have this winter is consum- In a joint venture with the ket analyst EDFM on behalf of claims made by manu- been boosted by the increas- ers “premiumising” their Movember Foundation, of RN shows independent facturers such as Heineken, ing availability and variety of choices and treating them- Müller will be launching retailers growing cider which has recently renewed flavoured ciders. These perries selves to premium beers its MOOvember campaign value sales by 19.2% year its focus on emerging cat- and other fruit ciders now and ciders – most of which across 500ml cartons and on year. egories such as spirit beers account for almost 20% of total command higher price The data, composed using to address falling sales of cider purchases by value.” brackets.” one pint bottles of Black l & White whole and semi EPoS data from more than traditional lager and cider Mr Eastwood’s views Analysis – page 21. skimmed milk, running until the end of November. The campaign involves customers taking a drink Monster Energy answers the Call of Duty of Black & White milk then Monster Energy is streng- the game’s new ‘Shadows of ence points per day, while Monster brand owner Coca- taking a selfie of their milk thening its ties with video Evil’ content. multipack cans will ofer Cola Enterprises (CCE), moustache, uploading the game franchise Call of Duty The ofer will be available up to 30 minutes. said: “We recommend that pictures to social media with an on-pack promotion to shoppers buying pro- It follows a similar pro- retailers get stocked up to with the hashtag #milkmo. targeted at gamers. motional packs of Monster motion launched by Mon- take full advantage.” Customers will also be The brand has teamed up Energy between 30 October ster to support the launch CCE will back the encouraged to donate £2 to with publishers Activision and 31 March. of Call of Duty: Advanced scheme with updated Mon- the Movember Foundation to give Call of Duty: Black Codes on single cans will Warfare last November. ster Energy pack designs as part of a mobile phone Ops III players double in- give buyers a guaranteed 15 Caroline Cater, opera- and PoS material featuring campaign. game experience points for minutes of double experi- tional marketing director at Black Ops III artwork. Hot products for your shopping list

A Lynx Black washbag An on-pack promotion gives Müller is running gift set is part of Unilever’s Monster Energy buyers bonus a MOOvember Christmas toiletries Call of Duty ‘experience’ points on-pack promotion Those wholesalers only let you shop in-depot that

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RNBES000_Bestway_Wholesale_Depot_AW1.indd ad template.indd 21 1 26/10/201523/10/2015 17:46 15:23 12 30 October 2015 Retail Newsagent

REGIONAL Multiple armed raid man jailed A man who committed a series of armed robberies on small supermarkets in London has been jailed for seven and a half years. Ahmid Dorda was caught on CCTV as he held up one convenience store with a gun and demanded cash from the till. During an- other attempted robbery the store owner trapped Dorda’s hands in the till and threw a 99p bottle of Ribena at him. Dorda had previously pleaded guilty at Snares- Westminster launch for Tobacco Retailers’ Alliance campaign brook Crown Court to nine The Tobacco Retailers’ Alliance launched its ‘Fair Deal for Small Shops’ campaign at Westminster. National spokesman for other counts of armed the TRA, Suleman Khonat (fourth from right), was joined by independent retailers from around the country to raise aware- robbery and three attempted ness of the initiative among MPs and peers. The campaign addresses four key areas: the illicit trade in tobacco, retailer reg- robberies before his sentenc- istration, crime prevention and the impact of regulation. ing last week. Investigating ofcer detective sergeant Andy McGuire of the Metropolitan ‘We’ve won the battle but we haven’t won the war’ Council backs no charge for two hours plan Police’s flying squad said: “Local shops are the life- blood of our communities and we will use every avail- able resource at our disposal Town’s free parking bid to bring to justice those who intimidate and subject shop workers to violence.” moves one step closer RN READER POLL by Helena Drakakis The campaign, known as the battle but we haven’t campaign. This is about Free Parking for Chard, was yet won the war,” said Mr what is good for the town,” A campaign to revive trade started by resident David Laughton, who added that he added. Down by Up by in a Somerset town by of- Laughton, and followed he hoped the resolution Les Gilbert, owner of 1% - 10% 1% - 10% fering free car parking to similar calls from retailers would help sway South Chard c-store Better Buy Lo- 24% 24% shoppers has moved a step for a revision to parking to Somerset District Council, cal said: “As a retailer, I don’t forward with the local town make Chard a “destination which is carrying out a believe that we can continue The same council putting its weight town”. review of parking in Chard to look at market towns in 36% Down by more than 20% 6% Down by 11% - 20% 6% behind the proposal. Currently, there are and is due to report this the same way. We have to Up by more than 10% 3% Chard Town Council around 500 council-owned autumn. adapt. I am open-minded passed a resolution last week and managed car parking “In the 21st century we as to the solution, but this to “wholeheartedly support” spaces, but campaigners need to look at small towns vote is encouraging. Now we Are your tobacco the campaign to introduce a claim only 10%-20% of them struggling to regenerate need to persuade the town period of two hours free car are ever used. themselves. Parking is one council that looking at the sales up, down or parking per day in the town “This is a step in the of the issues to redress in parking issue is a positive the same same six of Chard. right direction. We’ve won Chard. It’s not a political step forward.” months into the display ban?

NEXT WEEK’S QUESTION Trade drops 70% says sinkhole shop owner Have you begun to make preparations in-store A newsagent who has to vacate his premises in difcult. I’m happy to cabin. However, custom- to offset the cost of the reopened his shop after February after the hole have reopened but by my ers thought he was part of National Living Wage? the discovery of nearby caused subsidence and a estimation I’ve lost around the construction work and sinkhole forced it to fractured sewer along the 70% of my trade in seven stopped using his shop. Have your shut says he “wouldn’t parade of shops where his and a half months,” Mr “The insurance com- wish this struggle on business is located. Chopra said. pany have called the sink- vote now anyone”. The store reopened last He was forced to operate hole an ‘act of God’ and I Go to betterretailing. Jeet Chopra, owner of week, but still lacks proper his business from his car can’t take the financial com/retail-newsagent the Paper Shop in North- drainage and running before the council pro- risk of fighting the case,” fleet, Kent, had one hour water. “It’s been extremely vided him with a portable he added. Retail Newsagent 30 October 2015 » 13 GIVE THEM A GREAT NIGHT IN Follow RN Pages on twitter 34-37 @RetailNewsagent for expert REGIONAL advice to help you grow your sales Raj’s gourmet food sparks fresh interest E-cig shop A Leicestershire retailer Market Harborough last end products alongside As well as the new gour- growth who moved from Londis to Saturday. As well as cut- the everyday. The reaction met Spar, Mr Aggarwal A report on store openings Spar earlier in the year has ting budget lines, he has from customers has been has also opened a 60-seat and closures in the first half opened a new store with increased his ofering very positive. People are cofee shop and wine bar, of the year has revealed that an emphasis on gourmet of fine foods and artisan coming in intrigued as to which he says is the first while convenience stores food products. products as well as locally- what we are ofering and in the UK to serve cofee have seen a decline on the Raj Aggarwal opened sourced items. they have said thank you,” by the Irish-based Insom- high street, the number of the 2,000sq ft outlet in “There’s a range of high- he said. nia Cofee Company. tobacconists and e-cigarette shops have grown. The research, carried out Federation delegates raise crime concerns at SNP conference Banking charges also discussed by the Local Data Company and British Independent Retailers Association (BIRA), revealed that tobacconists and e-cigarette retailers NFRN calls for Scots to do have increased 28% in the first half of 2015. This bucks the trend of most other independent more to fight retail crime businesses, which have gone into decline for the first by Helena Drakakis time since 2012. The number of newsa- The NFRN has warned gents has decreased by the Scottish government 3.65%. that retail crime north of the border is spiraling out of control and has called for action to protect more ‘No delay,’ newsagents. Chief executive Paul govt told Baxter raised the concerns The Association of Conve- at a fringe event during the nience Stores has called on SNP party conference in Jim Maitland, Ralph Patel and the government to intro- Aberdeen where the NFRN Paul Baxter with Scottish duce the Alcohol Wholesaler sent a delegation. first minister Nicola Sturgeon Registration Scheme with- Five members, including out further delay to reduce chief executive Paul Baxter report crimes in the knowl- Shona Robinson and justice market, simplifying access the amount of tax lost to and national president edge that action will be secretary Alex Neill. to finance and greater illicit alcohol sales. Ralph Patel, attended the taken both by police and the They gave out copies of recognition of the impact ACS chief executive conference this month. courts. And anyone attacked the NFRN Scottish Agenda, of minimum wage rates on James Lowman said that Mr Baxter highlighted should know they will which was launched earlier small businesses. while he was encouraged by how policy was needed to receive high quality support this year. National president Ralph the £0.1bn reduction in duty protect small shop owners when they need it and in The report tackles the Patel said: “It was extremely lost through illicit alcohol, from “intimidation, theft the way they need it.” challenging trading envi- worthwhile. In all our more needed to be done. and economic disparity”. During the conference, ronment Scottish retailers conversations we raised the He said: “The time has the delegation also met first are operating in, including concerns of independent re- come for politicians to minister Nicola Sturgeon, the issue of crime, rising tailers, from retail crime to take their heads out of the former leader Alex Salmond, business rates and increased banking charges, and asked Shutters sand and work with the deputy first minister and regulation. the SNP to consider micro NFRN. Victims should feel secretary for finance John Members also focused businesses when formulat- objection able to come forward and Swinney, health minister on ways to tackle the illicit ing policy.” Almost 200 people have signed a petition objecting to new shutters at a conve- nience store in Spalding, Lincolnshire. Bridge closure ‘nearly shut us down’ The petition, collected A mother and daughter as work on a nearby Grade like a lot, but it’s a lot to a the morning’s takings. at Balls Newsagents, was team who run a store and 1 listed 16th century bridge small business. We were “It’s been quite an eye handed to South Holland post ofce in Dorset have cut of a major access road ofered no compensation opener since the bridge District Council last week in welcomed the reopening to their shop. by the council and the past has reopened. We’ve seen opposition to new, bright or- of a bridge whose closure Owner Lindy Christo- few months have been a customers we haven’t seen ange shutters at the Fantasia threatened to put them out pher, who runs the store struggle,” she said. since the closure. However, store in Bourne Road. of business. with her daughter, said she Mrs Christopher said others have supported us Residents say the shutters Charminster Stores & was “relieved” that work that last Saturday, two days throughout and made the had no planning permission Post Ofce lost an estimat- was now complete. after the bridge reopened, long drive round to use the and are not in keeping with ed £4,000 over five months “£4,000 doesn’t sound she was already £200 up on shop.” the local area. 14 30 October 2015 Retail Newsagent YOUR NFRN DISTRICT COUNCIL REPORT REGION KENT 19.10.2015 Tim Murray reports from the NFRN Kent district council meeting

‘Report illegal ly do would solve many late delivery issues, Ralph Radical ideas market sellers’ Patel told the meeting. to drive debate Members were reminded He said more com- Members again discussed that illegal magazine munication was needed potential changes to the sales from market stalls throughout the supply way the NFRN operates, were still posing a threat chain, with some in- with many, including to retailers – and they stances where publishers Ralph Patel, putting should report any they weren’t even aware of forward “radical options”, see. reruns on their titles. including abolishing Membership services “Wholesalers blame the branches, to encourage manager Nigel Smith publishers and publishers debate. said: “It’s still very much NFRN national president and his wife blame the wholesalers,” Naresh Purohit a big thing. If anyone, Urvashi receive a gift from Nick Southern he said. said: “If we don’t change anywhere knows of now, circumstances will got to be high profile in ‘Look closely at market stalls selling make us change. We need this, hopefully embar- magazines, let us know. tobacco ranges’ to change now, not tomor- rass them into meeting We’ll make sure it’s Members were advised row and not next year.” us within a couple of reported.” to look closely at their District president Nick days rather than weeks. Colin Fletcher, visiting tobacco ranges, particu- Southern encouraged Mr Patel added: “We’ve from the Southern dis- larly in light of tobacco members to run through taken it up with Camelot trict, said: “I saw a pallet manufacturers trying to further options ahead of and they realise they load of magazines which influence what percent- the next meeting. may have made a mis- had Tesco packaging on I saw a pallet age of their products they “It’s opened up a bit take. Whether they go it, it disgusted me.” should stock. more, we’ve started back on it, I don’t know. of magazines Ralph Patel said: “A the process. We’ve got Camelot call We’ve asked for a meet- lot of members to give it a bit more ing and we hope to meet which charge anger don’t appreci- thought.” Camelot’s recent move to them soon.” had Tesco ate how much change its helpline from Nigel Smith reminded valuable Political profile a Freephone number to delegates to complete packaging space they ‘never stronger’ Camelot’s retailer survey Ray a paid-for service was a have there.” After the party confer- major talking point. to help make their voices on it. It Ray Monelle Monelle heard. ence season, the profile of National disgusted me added: “We the NFRN has never been president Communication knew the manufacturers higher, but members Ralph Patel Colin Fletcher ‘must improve’ would hit us hard a year need to speak to their took questions or so after gantries went local politicians, the met- Publishers arriving into NFRN Southern district from mem- dark, and now it’s started. ting was told. wholesale even minutes Ralph bers about I’d advise retailers to be “There are so many big earlier than they current- Patel issues they wary.” issues facing us,” said Ray were facing – Monelle. and Camelot was at the Your say “Our profile is stronger top of the bill. than it’s been for years, Members told Mr Patel and all the MPs we met they had seen a change Six months after the tobacco display ban came into force, how are have said they want con- in attitude from the sales of tobacco in your store? tact with our members. company since it had We want members to talk changed ownership. Sales are My cigarette My cigarette to their MPs.” “Camelot was quite slightly sales have trade has not surprised by the furore,” down, but dwindled to really been Authority scheme said North West Kent nothing too a quarter of afected is working well member Naresh Purohit, drastic. People are go- what they were. We’ve by the display ban. I’ve Retailers were told who is a member of the ing for whatever is the had other problems, but slowly weeded out pri- the primary authority Camelot forum. cheapest on the gantry. the display ban has had cemarked products and scheme with London “No one complained Imperial wants Em- a contributory efect. put in non-pricemarked Borough of Islington was from the general retail bassy Number 1 with Customers are still ones. I’ve done it slowly progressing well and trade. We all need to two facing, but I last going for pricemarked and gently, but it’s that they should look pick up the phone and sold a pack in June. packs. helped. into signing up to ensure let them know how un- Nick Southern, Jeet Chopra, Naresh Purohit, that they were dealt with happy we are.” Southern Newsagents, The Paper Shop, Marseans, fairly and consistently on National vice president Maidstone Northfleet Dartford trading standards-related Ray Monelle said: “We’ve issues. COMING SOON: RN’s RETAILER CHOICE AWARDS COMING UP IN Your chance to vote for the industry’s best movers and shakers in 2015

27 NOVEMBER: E-CIGARETTES & VAPING Why your sales will soar in 2016

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Get your store winter-ready13 NOVEMBER: NEWSPAPERS Take advantage of publishers’ support and protect your sales

20 NOVEMBER: CIGARS Is your range ready for the winter sales peak?

l This year’s IAA winners on how you can win next year PLUS l Take advantage of Britain’s love affair with home baking l Forget Christmas, it’s time to start planning Easter 2016 16 30 October 2015 Retail Newsagent

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Camelot has apologised to Manish Mehta for the time it has taken to set up his direct debit WHAT AM I PAYING CAMELOT £25 A MONTH FOR? IT’S CERTAINLY NOT FOR CUSTOMER SERVICE... I am having an issue with hear back, so in early October mandate form after waiting a A Camelot spokesperson Camelot and would like to know emailed and called the credit month and half for a response. responds: “We apologise for the if anyone else is having the same control department. But every But what would have happened difculty Mr Mehta has had in problem. time I tried, I never got to speak if I had given up and not chased getting his direct debit set up. In August, I opened a new to anyone in credit control and them? Would they have switched “This is certainly not the customer bank account with RBS and was told the department was of my terminal or would I have service experience we strive for and transferred all my direct debits busy because there were too few got a bad rating? one of my colleagues will get in touch and standing orders across from staf. I am paying a £25 monthly fee with Mr Mehta directly, to follow up my old Barclays account. All How will they do such a major to Camelot and this is going up to and determine what might have gone except for Camelot’s, for which rollout of new terminals in £50, but what am I paying for? It wrong. I needed to complete a mandate November and December if there certainly isn’t customer service. “However, I can reassure him that form. I requested one, filled it out are too few staf to answer the Manish Mehta his direct debit mandate was received and sent it back to Camelot. phone? Williams News, last week and the direct debit has Streatham I waited for a month, but didn’t In the end, I sent in a new now been set up.”

that the PDRP is carrying the complaints process, PDRP chairman PDRP survey out a survey asking I would rate it with a big Neil Robinson retailers to share feed- fat zero. responds: “The Press must target back on the complaints So come on Mr Robin- Distribution Review Panel process. son, start sending out survey goes out to all newstrade It is okay to say you are surveys to retailers who retailers that have used the retailers carrying out a survey, Come on Mr really care about the new- Press Distribution Charter but three weeks later and strade. complaints process and are I would like to endorse I have not received any Robinson, Then you will have a therefore qualified to comment everything that Brian survey from the PDRP start sending true feeling about the on it. Murphy said in his letter and I wonder if any other complaints process. “However, if any retailer to Neil Robinson, chair- retailer has. out surveys I have no doubt that if has constructive points to man of the Press Distribu- Sometimes in surveys to retailers asked, both Menzies and make about the Charter or tion Review Panel (RN 23 you get asked to rate some- Smiths would deliver any its complaints process they October). thing between zero and 10, who really survey to their custom- should be addressed to the I would also like to where zero is terrible and care about the ers, or perhaps RN would PDRP Administrator and mention that the chair- 10 is excellent. print it. they will be considered by the man stated on the indus- I can safely say that if newstrade Gerald Thomas PDRP. try profile page in the 2 I was asked that ques- Gerald Thomas Arcade News, “I look forward to Mr. October edition of RN tion about any aspect of Arcade News, Ammanford Ammanford Thomas’s contribution.” Retail Newsagent 30 October 2015 17 HND HEROES The opinions on this page do not necessarily represent those of In association with the editor Letters may be altered by the editor

RETAIL NEWSAGENT for reasons of clarity or of length

appreciate the continued to all retailers registered on Imperial ‘has cooperation of the independent the Third Party Advertisement to compromise’ trade during this process.” Inserts (TPAI) scheme. Top Tips “Any retailer not on this Tony Parker over gantries scheme should register with their wholesaler, telling them how Field partner manager, News UK Years ago, Wall’s used to sup- many copies of each title they ply fridges. At the time, it was home deliver.” just Wall’s and Lyons Maid and you made your choice Reps leave a lot which one you went with. INVEST 1 to be desired T Then the market opened up OP TIP and Cadbury and Mars and It would be interesting to Wall’s started to get difcult know what benefits other Invest in a good HND computer system. This will make managing holiday stops, and tried to get stores to stock retailers get from sales reps’ changes to orders and price changes much only their products. visits given my recent experi- easier, as well as keeping all your customer In the end, they stopped ences. details stored in one place. supplying fridges, which was After numerous problems good because now we can Weighty Mail with availability of scratch- stock whichever brands we cards and the recent loss of RUN A BONUS SCHEME 2 has my delivery T choose. the freephone number from OP TIP It seems that Imperial is staff in mutiny Camelot I had an appoint- now starting to go down the ment with my rep and her Run a bonus scheme for delivery staf same path. I had mutiny in my shop this boss. based on reliability, accuracy and customer If it is asking for 70% of morning. All 10 boys and They asked for feedback service. space, but its products only girls had to split their rounds on a number of things and I This will improve their performance and represent, say, 40% of the into two or three bits as the suggested all retailers ring loyalty to your store. Advertise for delivery market, then displays will Mail on Sunday had extra their rep instead of paying 7p staf and keep a list of employees who could be completely dispropor- supplements. Each supple- per minute. I also suggested deliver if you need a back-up agent. tionate to what retailers are ment weighed 1.048kgs. Each a date button so customers selling. one has an average of seven could play on certain dates What about Philip Morris, copies. I’ve had to pay them in advance, for playslips to be ADVERTISE 3 TO P BAT and JTI? No one supplier extra today because of how more noticeable and for more P TI has 70% of the market. big and heavy each round retailer incentives. Advertise and promote your HND service It could seriously impact was. One of the extra supple- Now, Coca-Cola. Having wherever possible, (shop windows, in store, what shops are doing. invested a thousand pounds- ments weighed 398 grams. I website, social media, and delivery vehicles). Our gantry is too small do hope the Mail on Sunday plus in my store two years Also, use your delivery staf to drop HND as it is and we already find will reimburse me. ago, the rep that dealt with leaflets to empty letterboxes on rounds. it difcult to manage, so if Richard Kendrick the equipment instalment Imperial insist we give it 70% Mace News, moved on. We had two visits Rhyl of space, it will be impossible. from a new one, then nothing We may have to supply our A Mail Newspapers until Monday. But I was at the own gantries in the end. spokesman responds: “As is cash and carry when the new It has already asked us to the agreed industry standard, rep came and he didn’t leave a do five facings of Lambert & Mail Newspapers will make a business card. Butler but we couldn’t justify payment towards the cost of JTI is one company and rep it when we only sell one outer delivering this additional weight I can praise. I signed up with a week. them for a gantry when going Imperial has to compro- dark and for their reward mise – but will it? scheme. They always make Howard Toms regular calls, ofer good deals Spar Eastney, and a reward programme, Hampshire and our rep James is always a An Imperial Tobacco pleasure to see. The same goes spokesperson responds: “As Our gantry is for my Mars rep. part of Imperial updating over Cadbury has been without 10,000 units as part of its display too small as it is a rep in my area for three ban-compliant solution, we asked and we already years and, although I initially RETAILER BENEFIT retailers to sign new agreements. had to fight to get my reward However, their share of space find it difficult vouchers, I now get these Retention rate for HND post obligations remained unchanged to manage, so if regularly. offer is 90%. from previous years. I am still awaiting a visit “While we’re unable to Imperial insist from my PayPoint rep to as- comment on individual cases, we give it 70% of sess my store as promised at a we are working through our forum earlier in the year. space, it will be GET YOUR CUSTOMER TO SIGN UP AT: CALL FOR MORE INFO: salesforce to ensure this is I hope others have a better DELIVERMYSUN.CO.UK 0207 689 3358 communicated accurately and impossible service overall than we do. managed appropriately. “We expect the transition Howard Toms Steve Barker S & J News, phase to finish shortly, and Spar Eastney, Hampshire Rochester CONTACT NEWS UK FOR MORE INFORMATION 18 30 October 2015 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY Do customers want contactless payments? Do you offer them and are you considering adding Apple Pay?

Ranjit Singh Are you offering contactless payment Parans Minimarket, in your store? What about Apple Pay? RETAIL NEWSAGENT Leeds ● ● NEWS CONVENIENCE PROFIT I’ve ofered contactless for 11 Angel Gate, City Road, London EC1V 2SD around six months because Tel 020 7689 0600 customers were asking for it. email [email protected] It’s useful because it does Annual Subscription UK 1 year £144 Europe £289 speed up transaction time at 2 years £227 Rest of world £339 the till. 3 years £319 However, I’m a traditional To subscribe contact 01737 457236 store and although I know we need to move forward, Editor Director of Sales Chris Gamm Mike Baillie I think mobile phone pay- 020 7689 3378 020 7689 3367 ments like Apple Pay are Associate Editor Account Managers probably a step too far for us. Chris Rolfe Liz Dale 020 7689 3362 020 7689 3363 Carl Pickering News Editor Will Hoad Top Shop News, 020 7689 3370 Gurpreet Samrai Preston 020 7689 3386 Dwain Nicely NewsReporter body 020 7689 3372 I’ve had contactless for Steven Lambert LettersAccount name, Executive around 18 months, because 020 7689 3357 lettersMarta Dziok-Kaczynskaaddress I had the option with my Reporter 020 7689 3354 terminal. As long as the payment is I don’t ofer contactless and I Nicola Stewart Sales Support It speeds up time at the till by authorised I don’t have a problem don’t even think I’ve got that 020 7689 3358 Executive around 20 seconds per transac- with it. possibility on my terminal. Features Editor Chris Chandler Tom Gockelen-Kozlowski 020 7689 3382 tion which is great at busy times. No customers ask for it. I 020 7689 3361 Marketing Manager I’ve even processed a few Apple Sam Cupid would ofer it if there was a Features Writer Tom Mulready transactions. I embrace the Ormsgill Convenience Store, demand, but it hasn’t happened Nadia Alexandrou 020 7689 3352 technology. Cumbria yet. 020 7689 3350 Managing Director Production Editor Nick Shanagher Darren Rackham 07966 530 001 Your020 7689 3373stock YOUR STOCK Have you found it harder to manage your tobacco range since the display ban was introduced?

fi[email protected] Email Rushik Parmar How are you coping with If you do not receive your copy of RN Kenwins, the tobacco display ban? please contact Chris Chandler on 020 7689 3382 or Herne Bay email [email protected] I’m with JTI and have not had Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper any problems. Their reps are Distributor Seymour Distribution, always on hand, they under- 2 East Poultry Avenue, London, EC1A 9PT stand my store, my stock and Audit Bureau of Circulations my customer base. I have nine July 2014 to June 2015 average net lines and they ask that five circulation per issue 14,539 lines are JTI stock, which is Winner of the 2009 ACE gold award for fine with me because JTI stock circulation excellence by a smaller magazine has always gone well here. Stephen Hunter Retail Newsagent is published by Newtrade Publishing Limited, which Old Road News, is wholly owned by NFRN Holdings Ltd, which is wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. Bradford Retail Newsagent is editorially independent of the NFRN and opinions, I’m with Imperial and it’s comments and reviews included are not necessarily those of the Federation and no warranty for goods or services described is implied. a real problem. They want 70% Reproduction or transmission in part or whole of any item from of the gantry filled with their Retail Newsagent may only be undertaken with the prior written agreement of the Editor. stock, so in one case I have four Richard Drake heard of reps leaving unsecured Contributions are welcomed and are included in spaces across filled with a brand Drake Newsagents, stock in cardboard boxes on shop part or whole at the sole discretion of the Editor. Thackley Newtrade Publishing accepts no responsibility that I only sell one pack a day floors because the stock won’t fit for submitted material. Every possible care is of. I told my rep that what he I’m with Imperial and they want on the gantry. It’s not acceptable. taken to ensure the accuracy of information. wanted was not possible in my seven out of 10 shelves stocked It’s an insurance issue and I’m For trade use only store and I’ve written to the with their products. I’ve not let sure it’s only a matter of time be- NFRN. it happen in my shop, but I’ve fore a newsagent is prosecuted. Retail Newsagent 30 October 2015 19 YOUR Helena Drakakis [email protected] 020 7689 0600 ISSUE @RetailNewsagent

PAV’S PEEVED OVER PAYPOINT PACKAGE PayPoint has repeatedly come under fire for commission cap cuts and protests over exclusivity contracts this year, but one RN reader has been in touch claiming he was mis-sold his terminal package – and still hasn’t got to the bottom of the problem. Back in July, Pav Sandhu, of Li- chfield Local in Stafordshire, had a site survey of his convenience store completed by a PayPoint rep- resentative. Afterwards, he was informed that he had to take a package of three services in order to take on a PayPoint terminal – a payment service, a cash machine and a credit card service – even though he only wanted the pay- ment and credit card service. Mr Sandhu says he took the package believing he had no other option. “There are several bank ATMs near my shop and I knew I wouldn’t meet PayPoint’s targets Pav Sandhu claims PayPoint of 800 transactions a month, so I signed him up to a package didn’t want to take an ATM. But deal that was unachievable my rep told me it was all or noth- ing,” he said. required to take all three services. to use the ATM which, he says, he poses” the company can’t provide After speaking to other retail- “I’m a new business owner. This did not want to do. He again asked me with transcripts of everything ers, Mr Sandhu began to ques- is my first shop and I’m finding for a copy of the original site sur- that has been discussed over the tion whether he was, after all, my way. I now believe I have been vey, but still did not receive it. phone,” he says. mis-sold the package. Independ- Eventually, after threatening Mr Sandhu has since renego- ent assessors have told me that to take legal action against the tiated his contract in order to PayPoint has signed me up for a service provider, he was contacted reduce his monthly losses on service that is unachievable. I am by PayPoint, which told him that the ATM terminal, but he now fuming. What’s even worse is that each site is assessed case by case. plans to take his case to Trading PayPoint will not provide me with He was also told that there was Standards. the original site survey or any “no written documentation out- PayPoint confirmed to RN that I now believe documentation regarding my case lining PayPoint’s sign-up criteria”. it told Mr Sandhu that he would so I can understand how they In the same email, PayPoint need to take all three products “to I have been reached their decision.” said this was its “final stance”. make the service commercially mis-sold the Mr Sandhu continued inves- It also stated that if Mr Sandhu viable for him and us due to ex- tigating the contract over the was not happy and wanted to tensive network coverage already package. summer. On 9 August he wrote to have the ATM removed from the in his area”. It reiterated that he PayPoint asking for clarification store he would need to provide did, of course, have the option not Independent as to why he was required to take this request in writing and face to sign up, but that he decided to all three services, but received no the possibility of incurring early proceed. assessors have reply. He again wrote to PayPoint termination charges. A spokesperson said: “We’ve told me that on 27 September asking for a copy “I was told by PayPoint that spoken to Mr Sandhu a number of of the site survey. Three days later, after an assessment is made the times since then, both in person PayPoint has he received a phone call with an information goes to head ofce and over the phone, and have ofer to renegotiate his contract to be reassessed. If this is the recently agreed an adjustment to signed me up for onto more preferential terms, but case then there must be docu- his ATM commercials reflecting a service that is no ofer to show him the site sur- mentation that was sent to head the feedback he has given us and vey or a discussion over whether ofce. I don’t understand why to ensure that our service is viable unachievable he could have his ATM removed. the company can’t show me the in his store. Mr Sandhu confirmed Instead, PayPoint suggested he original assessment. I also do not to us that he is happy with this Pav Sandhu move onto a plan whereby he understand why, if all my calls resolution and he has received Lichfield Local, Staffordshire would start charging customers are recorded for “training pur- documentation confirming this.” 20 30 October 2015 Retail Newsagent

Tom Gockelen-Kozlowski [email protected] 020 7689 3361 @tomgk_RN Conlumino With less than six months to go until the National Living Wage is introduced, Neil Saunders, retail analyst and managing director of Conlumino, discusses the challenges the new rate will have on retailers of all shapes and sizes

RETAIL NEWSAGENT Are wage rises might be that the big stores focus such as those demanded by the much more on productivity. This National Living Wage realistic for could lead to some having shorter independent retailers? opening hours (especially those open NEIL SAUNDERS With the current state 24 hours) as it is deemed to be less of the grocery market it is hard to see profitable to operate them. how an upward shift in wages can Obviously this may well be an be easily absorbed by any part of the advantage for smaller stores. who will pay all their staff the full market. National Living Wage? Sustainable wage increases really RN Many businesses already rely NS Obviously the minimum need to come from productivity on family members working well wage does not apply to family gains and this is the very thing below the current minimum wage. members who live in the same that most grocery players – big Will this present an additional home as the business owner and and small – are really struggling to challenge to retailers who don’t? who contribute to the business, deliver at the moment. NS Yes, certainly it could and I would assume this exemption As a result, the outcome of disadvantage stores that do not use The outcome will remain for the National Living higher wages will ultimately be informal family labour – they will Wage. lower profits. be the ones most impacted by the of higher The government could remove wage increase and it will ultimately this to level the playing field, RN What will be the impact of show in their bottom lines, which wages will however to do so would represent a the NLW on the balance of power will negatively affect the valuation ultimately very worrying intrusion of the state between independent and larger of the business. into the private arrangements of stores? Stores using more informal labour be lower families, so it is highly unlikely. NS I think it creates challenges for can mitigate and hide some of the It would also be impossible to both, albeit in different ways. Larger cost increase. profits prosecute as the law prohibits stores are almost certainly going spouses or civil partners from being to see a big impact on profitability RN What could or should the compelled to testify against their and their costs will rise. government do to mitigate the other halves. However, they often have deeper effect of this on other businesses pockets and also have more ways in RN So what support should the which they can mitigate the costs. government give to independent This includes eking out productivity retailers who feel threatened by the gains elsewhere, reviewing staff impact of the National Living Wage? scheduling and also putting more Company CV NS The best support the government pressure on suppliers. ** ** could give is not to implement it. By contrast, smaller stores have Company Conlumino However, this is unlikely fewer ways to mitigate the costs but Managing director Neil Saunders to happen. will have fewer staff impacted by the Company profile Retail analysts What government should do decision. and consultants, the company is look to reduce the burdens Overall though, it is hard to works with some of the world’s on business elsewhere – which it manage for all retailers – big or biggest retailers across the UK has done, to some extent, through small. and USA. Its boss, Neil Saunders reductions in corporation tax. regularly contributes to business However, it needs to go further, RN Will the challenges which larger coverage in the print and broadcast media. perhaps looking at areas such as stores face present independent business rates, national insurance retailers with any opportunities? ** and so forth – especially for smaller NS One interesting development ** businesses. Retail Newsagent 30 October 2015 21

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

With volume and value sales in growth, the cider category is flourishing in independent stores. John Eastwood explores the trends driving the category and the products you can't afford to ignore Cider: a drink for all seasons t’s been a strong year for cider. In the first 10 months of 2015, Cider sales in independent stores value sales have Cider of sales by type % of cider sales value pricemarked grown by a I Value 12 massive 19.2% sales have Fruit Perry and volume grown by 13.3% 3.8% sales by 16%. This growth 10 comes after a % relatively static 19.2this year three years for Traditional White 8 ciders and beers in 63.4% 19.3% the convenience sector, with little variation in demand that was mainly First 40 weeks 2014 attributable to changes in the sum- 6 First 40 mer weather. Fruit Perry weeks of 2015 These two categories together 15.4% 4.4% 10.4% achieved total sales of £892m 4 First 40 in 2014, but 2015 has been weeks of 2014 Volume very diferent, with total sales have value sales up by 11.5% 6.6% grown by in the first 40 weeks 2 of the year despite a Traditional White 62.3% 16.9% somewhat indiferent 16% summer. Traditionally, this year First 40 weeks 2015 0 cider has benefited from warm fine weather, but has bucked this trend this year as sales Rekorderlig is enjoying % slightly lower than a year rocketed during a poor summer. similar popularity, par- of 20cider sales are ago. These stores are missing One of the main reasons for this ticularly with its Straw- perries and fruit out on a growth sector. growth is the increasing availability berry & Lime, Wild Berry ciders Another boost to the cider and variety of flavoured ciders. These and Mango & Raspberry market in the convenience perries and fruit ciders now account flavours. sector has been the increased use for almost 20% of total cider purchas- Magners, on the other hand, has of pricemarking. In the first 40 weeks es by value. Other fruit lost share to other manufacturers’ of 2014, 6.6% of value sales came from Three years ago that proportion fruit flavours. It has had great success pricemarked packs. This figure has was 17% and this was mainly made flavours with both traditional apple ciders and grown to 10.4% this year. The Strong- up of sales of the more established perries and invested heavily in adver- bow brand has been at the forefront of pear ciders, or perries. This year, other have become tising, but its success with other fruit this trend with nearly three quarters fruit flavours have become more more prom- flavours has been limited. of its sales coming from pricemarked prominent and now outsell perries by As sales of fruit-flavoured ciders packs. over three to one. inent and have grown, white ciders have been Cider is a growth market that is The Kopparberg brand is a fine ex- now outsell the main losers – more so than tradi- appealing to a growing number of ample of the success of fruit flavours. tional apple ciders. White cider now shoppers, but some retailers are yet to With its popularity among younger perries by accounts for only 17% of total sales take full advantage of it. drinkers, this brand has grown its value. With IRI predicting that sales of market share from 2.8% in 2011 over The data suggests, however, that cider in the convenience sector could to 4.8% in 2015. This year, its three many shops have still to adapt to be worth more than in the super- three best-selling lines through these trends. In the four weeks end- markets by 2020, it’s essential that convenience stores have been of10.4 sales come% from to ing 3 October there were still 13% of retailers have the best possible range 500ml bottles of Strawberry, pricemarked one licensed shops on our 3,000-store in stock. ● Mixed Fruit and Raspberry vari- packs sample which did not have these fruit John Eastwood is a ants respectively. flavours in stock, a figure that is only data analyst for EDFM 22 30 October 2015 Retail Newsagent WHITE PRICEWATCH WINE WHITE WINE PRICES AROUND THE UK PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER Pricing strategies

1 2 3 4 5 Echo Falls White £4.89 £5.99 £5.96 £5.00 £5.29 £4.99 £5.49 RETAILER 75cl (Offer) Blossom Hill White £5.17 £6.49 £5.50 £5.59 £5.29 £4.99 £5.99 1 75cl NAME ED & JAMES WHITE STORE White’s Calver (Spar) Hardys Bin 161 LOCATION Hope Valley, Derbyshire Chardonnay £5.03 £5.00 £5.00 £5.00 £6.99 – – SIZE 2,900sq ft 75cl (PM) (Offer) (PM) TYPE village supermarket Blossom Hill We’ve always used Blakemore’s White Zinfandel £6.18 £7.39 £7.99 £6.99 £6.99 £6.99 £6.49 75cl RRPs. They suit our store and are what our regular customers Isla Negra Sauvignon from the village are used to. Blanc Reserve £5.03 £5.00 £5.00 £4.99 £6.00 – – 75cl (PM) (Offer) (Offer) We dedicate 2.4m shelf space to wine and about 1.5m of Echo Falls this is taken up by Spar’s own White Zinfandel £6.00 £6.49 £6.80 £6.49 £6.99 £5.99 – 75cl brand, which sells very fast. The rest of the space is for Hardys VR premium wine that we source Chardonnay £5.68 £6.99 £5.00 £6.99 £5.00 £5.99 £6.49 75cl (Offer) (Offer) from an independent supplier John Hattersley, which is just Casillero del Diablo as popular and gives good Sauvignon Blanc £7.14 £7.99 £6.00 £6.00 £6.00 – £7.99 75cl (Offer) (Offer) (Offer) margins. Our best-selling wine depends what’s on offer, Echo Falls £5.91 £6.49 £6.77 £6.49 £6.00 £5.99 – Unoaked Chardonnay and Oxford Landing and Isla 75cl (Offer) Negra sell particularly well on promotion. Spar Pinot Grigio at Echo Falls White £4.98 £5.00 £5.69 £5.99 £4.99 – – Peach & Mango £5.50 is also quite popular. 75cl Yellow Tail Chardonnay £6.96 £8.49 £5.50 £6.00 £6.99 £6.99 £6.49 75cl (Offer) RETAILER Blossom Hill Pinot Grigio £6.37 £7.39 – £6.99 £6.99 £6.99 £6.49 75cl 2 NAME DAVID HISCUTT STORE Londis LOCATION Westham Road, BLOSSOM HILL WHITE ZINFANDEL 75cl Price distribution % Weymouth SIZE 2,000sq ft 25% TYPE town centre We try to stock as many promoted and pricemarked 20% bottles as we can, and 91% of independents otherwise stick to the RRPs sell this product at or set by Londis. If an RRP is 15% below the £7.39 RRP significantly higher than the price our local competition 10% is charging, however, we’ll lower our price to match it. Londis’ RRP for Jacob’s Creek, 5% for example, is £8.45, which we lowered to £7.99 to remain competitive. Our best-selling 0% wine tends to be whatever is on promotion, so right now it’s

£7.19 £7.39 £6.25 £6.79 £7.02 £7.29 £7.45 £7.49 £5.99 £6.39 £6.49 £6.50 £6.59 £6.69 £6.99 £6.00 £6.89 -£5.99 +£7.49 Secretary Bird, which is selling

Average selling prices and best-selling products rankings are sourced by EDFM Ltd from half price for £4.99. EPoS data from over 2,000 independent retailers throughout the UK. The prices given on this page are the prices at point of purchase. RRPs are sourced from Booker and are correct at time of going to print. Retail Newsagent 30 October 2015 23

Nadia Alexandrou [email protected] 020 7689 3350 ACADEMY IN ACTION Follow up RETAILER RETAILER 3 4 NAME VIP MEASURIA NAME BAY BASHIR STORE The Prior Way (One Stop) STORE Belle Vue Convenience LOCATION Borrowash, Derby (Lifestyle Express) SIZE 2,200sq ft LOCATION Middlesbrough, TYPE village Cleveland SIZE 800sq ft We set prices according TYPE neighbourhood to what nearby stores are charging, and also aim to get We adjust RRPs to get margins a margin of around 17% for of between 23% and 25% and wine. Sometimes we have to stock mostly mid-priced drop the price, and therefore wines because they are what the margin, if local prices are our customers seem to prefer. particularly competitive. We Promotions such as two for £10 usually group by brand to make work quite well in this category, it easier for our customers to so I make sure there is always Marketing to shop because grouping by grape at least one offer running at can be confusing if you don’t one time. I group all wine by Customers brands, because most of our Heineken category know a lot about wine. We development manager merchandise white wine on customers shop by names they know and like rather than by Richard Campbell visited a 2.5m chiller and second-site Alkesh Pankania’s Best-one in promoted bottles on a separate country or grape. All of our bay. This helps draw customers’ white wine is kept in the chiller Sunbury, Middlesex, in June attention and makes it more so customers can drink it as to help energise his marketing likely that they will buy on soon as they get home. to customers. We return to see impulse. the progress made.

Alkesh’s action plan Use printed staff t-shirts or in-store RETAILER signage to promote the shop’s Facebook page Get rid of clutter and focus point of sale 5 on food-to-go at the front of the store NAME RISHI MADHANI Incentivise customers to join the STORE C J Stores (Today’s) loyalty scheme by offering a free LOCATION Stokenchurch, coffee on sign-up Buckinghamshire SIZE 2,500sq ft TYPE neighbourhood Alkesh says Most of our wines are priced “Richard’s visit was an eye-opener. We between £5 and £7, because made changes in all three areas. Shoppers this is what most of our can now see through our front door. We have professional logos promoting customers seem to be willing our Facebook page and loyalty card. to pay. Californian wine is very Membership of both has grown. Our popular, as well as Chilean staff upsell more, telling people about our price match on alcohol. Outside we now wine when it’s on promotion. specifically promote our bakery, that we A growing number of do food to go and that we have a free to use customers, however, seem to be cash machine. The window posters now switching to old world wines, market our current offers. Combined with better deals from Bestway, our sales are up.” especially French ones such as Chateauneuf-du-Pape. Other premium wines including Casillero Del Diablo, Oyster Your action plan Bay and Riocha are becoming popular, too. I put most white Visit betterRetailing.com/IAA to find out more about Alkesh’s visit wines in the chiller, alongside from the IAA, to develop your own rosés. action plan and see similar results in your store 24 » 30 October 2015 Retail Newsagent THIS WEEK IN MAGAZINES Pages 44-45

ith his shop located in the busy quickly. That’s why we concentrate on ofer- Belvoir shopping centre in ing emergency purchases at good prices.” Coalville, Leicestershire-based Kamal says joining Nisa’s Loco fascia has W retailer Kamal Sisodia faces helped him to ofer more multiple-beating a daily battle to secure a steady stream of promotions and show he is ofering good Kam’s footfall and sales against the wealth of su- value for money. permarkets and discount stores around him. “We can’t beat the supermarkets on price But the owner of Belvoir News Loco says every time, but when we do have a good ofer paying close attention to the pricing and on, such as when we had bags of sugar for strategies of his competition has enabled 50p, we’ll create promotional stacks and add him to grow turnover and keep a constant secondary sites around the store. stream of customers coming in. “Shoppers here are really savvy, especially plan to Kamal says: “We’ve got a Morrisons close when it comes to price. But that plays into to us, as well as an Asda, Home Bargains and our hands in some ways because if we can other discounters, so it is a challenge. ofer them the bargains they’re looking for, “With that in mind, it’s important for us more often than not they’ll pick up a product to find out what the competition is doing so on impulse.” we can counter this in our store.” Big seasonal events such as Easter and succeed Since taking over the 950sq ft business Christmas also present further impulse four years ago, Kamal has turned what was sales opportunities, especially around two of Kamal Sisodia has had to work formally a traditional CTN into a conve- the store’s best-selling categories – premium nience store focused on top-up shopping. He chocolate and alcohol. hard to create a point of difference says the changes have led to weekly turn- Kamal says: “We’re quite well known for against a tide of discounters and over growing from £15,000 to £20,000. our premium chocolate, something that the “When I started we had a complete refit,” supermarkets aren’t as big on. supermarkets. Now his distress says Kamal. “I took out greetings cards and “We have a good Ferrero and Lindt range, added things like sandwiches, more grocery which sell well around Easter and Christ- purchase-led store and extensive lines and alcohol. mas. We’ll promote these at competitive magazine range has helped “I learnt quickly that we weren’t going to prices and get a 25% margin from them. be big on things like food to go, because we “We also have a large range of spirits in him win over more customers. have Greggs and other places on our door- fractional sizes and, when we’re getting Steven Lambert reports step. Also, because we’re in the shopping close to Christmas, we always make sure we centre, many people want to get in and out build up our range of malt whiskies to ofer a Retail Newsagent 30 October 2015 25 I enjoy reading the retailer profiles in RN and use Pricewatch to compare my prices with other retailers. I also find the product pages useful for finding out about any new lines.” KAMAL SISODIA

Coalville retailer Kamal Sisodia focuses on what he can do better than the supermarkets

“I learnt quickly point of diference to customers.” While Kamal has endeavoured to mod- that we weren’t ernise his store, he has also maintained a going to be big on number of profitable services introduced by the previous owners. This includes an im- things like food to pressive magazine section, which includes go, because we more than 900 titles. have Greggs and Kamal says: “Our bestsellers are TV maga- zines, women’s weeklies and craft titles such other places on as knitting and cross-stitching. our doorstep” “We also do well with farming and tractor titles and plane and train magazines. We have around 30 shop saves at the moment and quite a few partwork collectors.” He adds that he has worked with News UK and the Leicester Mercury to promote national and local newspapers using PoS and merchandising materials, which has helped him to maintain more than 500 cus- tomers signed up to his HND service. With his business going from strength to strength, Kamal says he is now eyeing up new ways to attract even more shoppers. VISIT MY SHOP “We recently had a nearby dry cleaners close so I’ve been thinking about introduc- ing a service in the shop. I also want to Belvoir expand our grocery range. News Loco “There are still plenty of sales opportuni- 33 New ties out there.” l Broadway, Coalville, Want to see more of Kamal’s Leicestershire store? Go to betterretailing.com/ LE67 3XF kamal-sisodia 26 30 October 2015 Retail Newsagent CRAFT BEER & CIDER Think craft beer and cider is just for bearded young men in Britain’s trendy urban areas? Think again. Nadia Alexandrou brings you a step by step guide on taking advantage of this profitable opportunity in your store The art

ocatedof within 50 miles craft of for products that ofer something each other in England’s south unique from the area, it’s under- west corner, both Chalbury standable that the stores’ respective LFood & Wine and the Ab- owners Luke Mansell and Dave botsbury Road Londis in Weymouth Hiscutt are willing to invest the have etched out very similar niches: time and space to build ranges of ofering craft beers and ciders to bottled beers and ciders that number thirsty customers in an area rich in their hundreds. with microbreweries and food and It’s just one sign of how the craft wine festivals. movement is moving out of the cit- With tourists and locals happy to ies and back into the rural locations go out of their way (and pay extra) where many of the beer styles and

GET INVOLVED YOURSELF

With so many Talk to someone Check Talk to staff on the retailers already with a passion for your shop floor Rather 1craft beer Ash Patel’s 2wholesaler 4than booking an appoint- reaping the first step when building a for well-known ment to see his wholesal- rewards of craft range was to seek his brands While the er’s manager or waiting for stocking a range sons’ advice. Like much of availability of many niche a drinks rep to visit, Ash his customer base, they brands is limited to the asks staff on the shop floor of local, special are recent graduates and region they are brewed These at HT Cash & Carry – a and other craft love craft beer. “I was in, major wholesalers are companies specialist London whole- surprised to learn how increasingly likely to stock saler – where he sources alcohols, here’s popular craft beers and brands such as Brewdog are eager to his beers, what’s new and a step-by-step ales had become among and Innis & Gunn which work with which craft brands are guide for any younger people. They told can act as good signposts selling well. “It’s the staff me a lot of the appeal lay for a range. Even a range of independent who give the best advice, retailer who’s yet in the novelty of the quirky traditional beers such as because they have no sales to take the leap brands available, and gave Hobgoblin, Doom Bar and retailers incentive and are familiar me tips like focusing on Old Speckled Hen can have know it comes from small with what retailers have pale ales,” he says. a benefit. Vip Measuria be- local suppliers, and the been buying,” he says. lieves his customers were advantage here is that more engaged with his One these companies are eager Stop range of craft beers to work with independent Trial a few lines because they had already retailers,” says Luke before growing seen an existing range of Mansell. By researching When5 first building his bottled beers in place. online and attending range, Ash gave his local beer festivals, he sons 2.5m of shelf space now stocks products (enough for about 20 lines) Discover who your from several local to see how they sold. It local suppliers are microbreweries including was only when customers “A3 big reason why my Lulworth Skipper, West began commenting on the Working with his two customers like craft beer Milton Cider and Dorset layout that he knew the sons helped Ash so much is because they Nectar. demand was there and felt Patel build his range Retail Newsagent 30 October 2015 27

Left and below: Luke Mansell has carved out a niche with local beers and ciders

flavours were first developed centu- within their store. This is particu- ries ago. larly where customers have the extra So what’s bringing so many retail- pennies in their pockets to trade up if ers into a category that, despite all they find the right product. the excitement around it, only repre- Yet the real evidence that this sents 2% of the overall market? market has well and truly arrives Back in the heartland of the cur- comes from retailer Vip Measuria, rent craft trend, London, retailer Ash whose recently-converted One Stop Patel is a recent convert. His store, store lies in the suburban outskirts Gerhold Fine Foods & Newsagent of Derby. This might not be tradi- in Putney, has sold craft beers and tional craft territory but when the ciders for the past six months after Putney is filled with young working franchise group’s team started look- his sons came back from university professionals and graduates, my sons ing at his range they were clear on with a taste for the hoppy beers with knew what was popular and helped what was missing: craft beer and ci- ornate labels that mark out craft me to understand what they were der. “Despite my initial misgivings, beer. looking for,” he says. I was surprised to see how popular Since stocking them, Ash has seen It might not be surprising that the new range was,” Vip says. Like a 25% spike in alcohol sales. “It’s peo- high sales like these are convincing many retailers, he says he’s having ple in their 20s and 30s who are driv- more and more retailers to make craft fun building his range and is already ing this market, and since beer and cider a point of diference looking to expand.

brand rather than Londis, Ash is in the often intricately- the Campaign for Real Ale styles prevents able to design designed six-pack holders (CAMRA), showcasing his the intimidating and print his own they come in. “After all, products at the local beer and ‘pot luck’ promotions, and who wants to bring one festivals it runs. experience often often runs three beer to a party?” says Mr seen with wine,” for £5 multibuys Worrall. says Adam across his craft Keep some Worrall, business beers, ales and lines regularly development ciders. Market your rotated10 “Craft is doing a director at craft product “Half fantastic job of creating beer importer and 9the popularity of this real vibrancy in the cat- distributor James category is that most of egory, and it’s important to Clay. Positioning the beers and ciders have keep customers engaged Brooklyn Lager’s an interesting backstory, with new products,” says Ash’s range of chilled East IPA, Pilsner and and it’s important to com- Daffyd Pugh-Williams, se- Brown Ale all together, municate and market this nior innovation manager at beers and ciders for example, encourages to your customers,” says Diageo. Mr Worrall agrees, confident to expand. customers to explore Dave Hiscutt. A key way and encourages retailers Outside of the city things through brand ranges, he he does this in his Londis to regularly rotate are different and, for adds. store is by working with seasonal and Vip, a range of five beers limited edition represented a safer beers from local amount to trial in his store. Promote your range Use the six-pack breweries so with a multibuy holders the beers that there’s deal7 “This is one category 8arrives in As America always Group by brand, where new and regular continues to lead the craft something not beer styles customers are always industry and exports more new to 6Arriving at a fixture filled on the lookout for new of its beers into the UK, try when with unfamiliar brands brands,” says Ash. Multi- distributors such as James custom- names and beer types can buy promotions work re- Clay are encouraging Dave Hiscutt, ers come be can be off-putting for ally well when introducing retailers to copy US retail right, stocks more through customers. “Grouping by a new product. Through best practice and sell them than 200 bottles the door. l 28 30 October 2015 Retail Newsagent NATIONAL LIVING WAGE It is likely to present the greatest challenge many small businesses have ever faced, but how exactly will the National Living Wage affect independent retailers and what are stores already doing to mitigate its impact. Tom Gockelen-Kozlowski reports Can you pay the price? hen chancellor of the clear why independent retailers exchequer George did not share the delight at George Osborne stood up on 8 Osborne’s plan. WJuly and announced a RN spoke to one such retailer who new National Living Wage there showed us figures from his busi- was a palpable sense of shock in the ness. His is a store that runs with industry. a husband and wife team who cur- For Kamal Sisodia, who owns rently both work over 90 hours per Belvoir Loco convenience store in week and earn £6.43 per hour, well What’s the Coalville, Leicestershire, the initial below the National Minimum Wage rise to £7.20 – to be felt next April of £6.70, never mind the National point of when his wage bill rises by over Living Wage. £3,000 – can be absorbed by the busi- Their health is afected and they the extra ness. It is the point when, in 2020, “barely get any time to spend with stress about the rate hits £9 per hour, and his their kids”. The new legislation has wage bill soars by over £15,000, that just made taking on another mem- cashflow, he is most concerned about. ber of staf that bit more difcult. Across the UK successful business If Kamal reached a similar point theft, owners like Kamal are currently in his own business he says he looking at their business models doubts that he would continue trad- staffing – and asking if such a huge change is ing. “What’s the point of the extra you might as workable. stress about cashflow, theft, stafng Many store owners, however, can – you might as well get a job,” he well get a job barely pay themselves the current says. minimum wage. The Association of It’s not surprising that the chief Convenience Stores (ACS) estimates executive of the Association of that nearly half of shop owners work Convenience Stores, James Low- workers – the closest having been more than 50 hours per week, with man, predicts the new wage will be the hike from £3.70 to £4.10 in Janu- one in five taking no holiday at all. “devastating” for the sector, with ary 2001. Add to this the fact that 55% of these 80,000 jobs and 24,000 business at The new rate also changes the entrepreneurs say that they them- risk. The 50p rise next spring will idea of what a minimum wage is selves earn less than the National represent the largest ever rise in the for. In April 1999 the new National Minimum Wage and it becomes legal minimum hourly rate for adult Minimum Wage was set at £3.60 per Retail Newsagent 30 October 2015 29 NATIONAL LIVING WAGE PA Photos PA GLOSSARY

I’m looking £6.70 at social media to advertise

Bestway’s National Minimum Wage promotions Introduced in April 1999 the more and National Minimum Wage has been agreed by the independent Low to promote Pay Commission in consultation with business groups including the store the ACS. It is currently £6.70 per hour for workers aged 21 and over.

£7.20 George Osborne’s National Living Wage plan surprised all sides National NLW & ME ing Wage) for workers aged over 25 set at over 60% of median earnings. Living Wage David It’s a huge cultural change and repre- Announced in the post-election sents a challenge to employers of all budget by George Osborne, the new Ramsey kinds. minimum legal wage for those over Best-one 25. To be introduced in April, it will Byram Park, Yet, for many, the independent Knottingley, retail trade is on the wrong side of stand at £7.20 with that figure rising Yorkshire this debate. The example of the Ger- to above £9 per hour by 2020. man discount chain Lidl (which last month announced it will be paying The effect the higher Living Wage rate to all its I have four part-time staf) is commonly used to highlight workers and my grand- how businesses can easily pay a daughters do hours in higher wage. the store too. In total, “It’s a very smart move from Lidl,” we have 70 hours of agrees David Gilroy, former opera- £7.85 help per week meaning tions director at Bestway and now the first rise is going to retail convenience lead at W2 Com- cost us £35 per week. mercial. “It just cranks the pressure up massively. It’s a really fabulous My plan piece of strategy.” We’re going to look at Indeed, it does beg the question: if the store again and delist a German discounter known for its High-margin categories such slow-selling lines, but, tight margins and low prices can up as bakery look set to grow on top of that I’m looking The Living Wage its wages so dramatically why can’t Calculated by the Living Wage at social media to adver- independent retailers too? Foundation, this is a figure based tise Bestway’s promo- hour for those over the age of 21. It The answer is simple: its business on what is needed for a reasonable tions more and to pro- represented a figure of under 47% model is dramatically diferent to standard of living. It currently mote the store, letting of the median hourly rate for a UK the average convenience retailer and stands at £7.85 for those outside customers know about worker, then £7.70. Yet by the time even the major multiples. of London and discounter Lidl has things like us making the of the next general election in 2020, In the USA, a similar debate has recently announced it will soon IAA Top 100 stores. the government’s plan is to have a raged over why the discount chain pay the figure. minimum wage (the National Liv- Costco is able to pay a cashier over » 30 30 October 2015 Retail Newsagent NATIONAL LIVING WAGE

A smaller range of products and more productive staff can make higher wages viable

447 $40,000 per year (and in some cases Number of US stores NLW & ME nearly $50,000) while the average Average square footage 145,000 wage paid to cashiers at Walmart – 66m Kamal by far the world’s biggest retailer – is Approximate total closer to half that amount. square footage Sisodia 107,000 Belvoir Loco, Back in 2013, Bloomberg View Number of US employees Coalville, writer Megan McArdle explained Annual profit $1.7bn Leicestershire why comparing the two employers $10,625 was unhelpful: With the Profit per employee “Costco has a tiny number of SKUs ------The effect in a huge store and consequently current Source I pay staff for around has half as many employees per state of the Bloomberg View 2013 130 hours per week, square foot of store. Their model is which means from April less labour intensive, which is to say grocery I’ll see my wage bill it has higher labour productivity. It rise by £3,380. We can makes it unsurprising that they pay market it absorb this cost, but I’m their employees more.” is hard to more concerned about Swap Costco for Lidl, and Wal- Number of US stores 4,400 what happens when the figure rises to £9 per mart for employers such as super- see how an Average square footage 107,000 markets and convenience stores, hour. That would repre- Approximate total and the challenge becomes clear. upward shift square footage 470m sent an extra £15,548 in wages compared to For an industry that has relied on Number of US employees ofering large ranges and taking low in wages 1.4m today. margins is there really any extra Annual profit can easily be $15.6bn My plan give? Is paying any more than the Profit per employee $7,428 current rate feasible? absorbed by It’s been interesting to ------talk to retailers about “With the current state of the gro- Source cery market it is hard to see how an any part of Bloomberg View 2013 their moves into high upward shift in wages can easily be the market margin categories. We absorbed by any part of the market,” don’t have an in-store says retail analyst and managing di- remembering that we’ve been opportunities to boost profitability bakery or food to go but rector of Conlumino Neil Saunders. here before: many – including the and make a higher wage bill possible. I see e-cigarettes and “Sustainable wage increases really Conservative Party and the Econo- A great example of this shift stationery which offer need to come from productivity mist – initially believed the National in practice comes in the form of margins of 50 to 60% gains and this is the very thing that Minimum Wage would have a nega- Chris and Phil Shelley, retailers as a better alternative most grocery players – big and small tive efect on British business and who are currently in the process of to promoted alcohol – are really struggling to deliver.” jobs and they have both been forced transforming their business from a and snacks. High vol- Higher wages, he believes will to change their minds. traditional CTN – Shelley’s News – ume, low margin cate- therefore inevitably lead to lower Look also at current trends in in- into a new Budgens store, focusing gories take a lot of work profits for independent retailers. dependent retail and moves towards on higher margin areas such as fresh hours to run. So is all lost? Firstly, it’s worth higher margin categories might ofer and chilled. Retail Newsagent 30 October 2015 31 NATIONAL LIVING WAGE NLW & ME Ramesh Shingadia Londis, Southwater, West Sussex

The effect We’ve just had the 20p rise in the minimum wage and that cost the business £1,000. We’ve not worked out the numbers yet but paying the National Living Wage is going to take out an even larger chunk of our profitability. My plan If we can boost our turnover by 1% or 2% then we should be able to absorb the costs. We’re also going to look at efficiencies in other overheads such as energy, but ultimately it will be investing in the categories such as food to go and fresh which than offer the best Peter Lamb makes margins which will help us most. £26,000 profit from coffee sales each year

Although they aren’t supportive ACS ASKS MEMBERS WHAT THEY PAY THEMSELVES of the National Minimum Wage they believe “without a doubt” that the store will be in a better shape to Thinking about your own earnings from the survive its impact once the transfor- business as compared to the amount of hours you mation is complete. work, do you estimate that…? For other retailers the National Living Wage would never have Earnings per hour are Earnings per hour caused a problem. Peter Lamb, who Paying £10 less than the are less than own and runs Lamb’s Larder in rural per hour is Living Wage the National Sussex, has paid his two part-time Minimum and one full-time members of staf something 14% Wage £10 per hour ever since he opened up six years ago. “It’s something we we 55% factored into our business plan,” he says. calculated As with the Shelleys, certain cat- into our egories help him to achieve enough profitability to make this wage pay. business The store sells 26,000 cups of cofee per year at £1.40 per cup, on which plan a full £1 is gross profit. Most of his cofee-buying customers pick up a cake or flapjack too, all of which give Earnings margins above 50%. per hour Yet, even retailers who are unable are over the Refused to to make the investment needed to Living Wage answer change their business models have 16% reason for cautious optimism too. 15% One industry expert, who did not Source: ACS submission Low Pay Commission review 2014 want to be named, believes that 32 30 October 2015 Retail Newsagent NATIONAL LIVING WAGE market during his career. Much has also been made of the fact that the National Living Wage applies to workers aged 25 and over and Mr Gilroy is one of many experts who predicts employers will be look- ing to employ greater numbers of younger workers. It could So there are ways in which retail- ers can adapt their business models, disadvantage find greater efciencies in their stores that operations and squeeze suppliers for even more competitive prices. Yet the do not use risk is that other retailers find ways around the new legislation. informal A spokesman for the Depart- ment of Business, Innovation and family Skills told RN that the government labour is “committed to cracking down on employers who break the National Minimum Wage law” and points to the 2,204 investigations it carried out last year. But family businesses represent a model which will allow owners to pay relatives below the National Liv- ing Wage without censure. “It could disadvantage stores that do not use informal family labour – obviously they will be the ones most impacted by the wage increase and it NLW & ME will ultimately show in their bottom lines, says Mr Saunders. Alkesh But, he says, the prospect of any help to businesses to overcome Pankhania this imbalance is close to nil. “The Best-one, Sunbury-on- government could remove this Thames, exemption to level the playing field, Greater London but to do so would represent a very worrying intrusion of the state into the private arrangements of families, The effect so it is highly unlikely. It would also We’ve got five staff be impossible to prosecute, at least on members, three of a criminal level,” Mr Saunders adds. whom work full time. Ultimately, what will stop this It’s going to have an model taking over is the sentiments impact but if we can expressed by Kamal and others – that make the changes to the a work life that relies on so much business I want to do I sacrifice, punishing hours and little think we should be able profit will not be worth it to the store to deal with it. owner. It is enlightening that the retailer My plan who already works over 90 hours Could you be stocking We’re looking to do a per week for less than the current European Coca-Cola to full £80,000 refit in National Minimum Wage, says they keep your prices low? the store just before are giving the business another 12 the £7.20 wage comes months and will convert the store to any efects will cause a rise in “paral- With technology enabling retail- in. We’ll be adding flats if there’s no upturn in trade. lel sourcing” in the market as inde- ers to go to greater numbers of four new chillers and Yet, as we have seen, for other pendent retailers look for cheaper sources for their stock, could it be adding to our alcohol retailers there are a number of ways to buy stock, thus protecting wholesalers, not retailers, who bear range and I expect it to reasons for optimism. The govern- their profitability. the brunt of the National Living immediately boost sales ment may have taken a great risk “If you buy Coca-Cola direct from Wage’s impact? by £10,000 growing by bring in the new National Living Coca-Cola in the UK you will pay £2 Even among the traditional supply hopefully to closer Wage but, once again, the tenac- a case more than if you buy it from chain, experts are optimistic that to £15,000. This will ity, passion and quick thinking of a third party. The third party stock times will be tough but not life- easily pay back the loan independent retailers promises to might have come from Europe, threatening. “There’s always a better and the rise in wages ensure that many retailers con- Ireland – but it’s still Coca-Cola and deal to be had,” says David Gilroy, the National Living tinue to succeed and remain crucial customers still buy it. I think we’ll who nonetheless accepts that this is Wage will bring. employers in many thousands of see a lot more of this.” the most competitive he’s seen the communities. l RN ad template.indd 21 26/10/2015 17:46 34 30 October 2015 Retail Newsagent FAMILY NIGHT IN

In every customers’ living room there’s a wealth of opportunities for retailers to profit – particularly on a family night in. Nadia Alexandrou takes a closer look at a typical domestic scene to prove the point Make it special e’re working harder than prepared to ofer the right range. ever and we have less According to Coca-Cola’s trade FAMILY NIGHTS free time than ever, but communications manager Amy FOR THE DIARY Wask the average person Burgess, this time of year, with the if they feel better of and you’ll be clocks turned back and television 31 October given short shrift. schedules filled to bursting, is the Rugby World In this context, is it any wonder perfect time to ensure your range is Cup Final that family nights in, with loved right. “There’s a huge opportunity to Halloween ones gathered on the sofa, have cater to families socialising at home There’s a huge become an ever-more valuable time in autumn when big TV events such 5 November in millions of people’s weeks? as Saturday night talent shows and opportunity Bonfire Night Representing a cheaper and easier televised football shows are popular,” 13 December alternative to a trip out, shoppers she says. to cater to X Factor Final will be happy to indulge themselves So this week, we take a look at a families 20 December on a night in and suppliers are typical family scene and the prod- Strictly Come waking up to the opportunity that ucts that you can ofer to make their socialising Dancing Final this presents to retailers who are night complete. » at home !e hugely successful Cadbury Dairy Milk Marvellous Creations is now available in ice cream.

Perfect for a

Big Night© MondelIn!ēz International 2015

RN ad template.indd 21 26/10/2015 17:47 36 30 October 2015 Retail Newsagent FAMILY NIGHT IN

For the basket Phileas Fogg American-Style Snacks Bubble Chips 90g (KP Snacks) For a whole family to go to the cin- Matt Collins, trading controller of pricemarked £1 ema it can be an expensive treat, but convenience, wholesale and foodser- suppliers are increasingly looking vice at KP Snacks. He recommends Tabasco Sweet Chilli BBQ to help recreate the experience for retailers stay fully stocked up on popcorn 90g (Empire Bespoke consumers at home. “People tend larger formats, with pricemarked Foods) RRP £1.59 to opt for large bags of popcorn and versions driving sales among those Walkers MixUps Cheese & Onion crisps during cinema trips,” says looking for value. 120g (PepsiCo) RRP £1.99 Jacob’s Cracker Crisps Sea Salt & Malt Vinegar 150g (United Biscuits) RRP £2.09

For the basket Chicago Town Deep Dish Pizzas two-pack 320g (Dr. Oetker) pricemarked £2 Meal options Rustlers Pepperoni Panini A night on the sofa to watch a film or 124g (Kepak) Pricemarked £1.99 catch up with a favourite show would Soft drinks & wine Cup a Soup Southern Style not be complete for many families As with other categories, sharing Pulled Pork without a TV dinner and, in keeping formats fit perfectly within the 98g (Premier Foods) RRP £1.49 with consumers’ wider demand for needs of a family. “If it’s a family less expensive choices, suppliers such night in, retailers should be thinking Heritage Meat Feast Pizza 350g (Nisa) RRP £3.29 as Dr. Oetker are presenting their about stocking brands which appeal portfolios as ofering the same experi- to children and young adults such ence for less. “Our Chicago Town as Vimto, Panda and Levi Roots,” Takeaway and Ristorante ranges ofer says Emma Hunt, marketing control- consumers real value in comparison ler at Vimto. For parents looking to to the high street,” says the company’s unwind, a glass of red wine is a popu- head of marketing Jan McKee. Once lar choice and Casillero del Diablo is customers are picking up their dinner sponsoring Halloween films on Sky in-store there are opportunities to in- Movies this weekend. Meanwhile, crease their basket spend even further, Amy Burgess, trade communications she says: “Putting related products manager at CCE, says the fact that such as dough balls, soft drinks and one in five adults don’t drink alcohol desserts next to your pizzas encour- means “lighter options and premium ages impulse purchases.” drinks are appealing” too. Retail Newsagent 30 October 2015 37

For the basket TIDY UP YOUR SALES Confectionery Skittles Wild Berry 125g WITH THESE THREE While crisps and snacks might be (Wrigley) pricemarked £1 SUPPLIERS’ TIPS a popular choice for all the fam- Maynards Red ‘n Black Wine ily, those with a sweet tooth will Gums 165g (Mondelez) RRP £1.52 Position also need something to munch on and according to suppliers the Cadbury Dairy Milk Marvellous pizzas ‘face’ on £3.5bn chocolate market remains Smashables Rocky Mallow Road We have seen and typically expect the top choice for many families. 180g (Mondelez) RRP £2.49 sales uplifts of 10% when pizzas The growth of larger formats such Kinder Snack Bars 8 100g are front-faced rather than ‘penny as slabs and bags is proof of how (Ferrero) pricemarked £1 stacked’ on the shelf. important sharing has become to Jan McKee this category and, accompanied by Head of marketing, a pricemark, lets people feel they’re Dr. Oetker getting a good deal on their money saving night in. Be creative with the space you have Even if you don’t have space for a dedicated big night in display area, consider featuring a temporary display such as free- standing dump bins or a counter display unit. Emma Hunt Marketing controller, Vimto.

Display products in the right place Bestsellers should be placed between 1m and 1.4m high. Susan Nash Trade communications manager, Mondelez International

For the basket Vimto Fizzy 2l (Vimto) pricemarked £1.59 For the basket Desserts Levi Roots Tropical Punch 2l Daim ice cream 480ml (R&R) They’ve snacked, dined and drunk the (Vimto) pricemarked £1.59 pricemarked £3 night away but many families will Coca-Cola Life 2l (CCE) RRP 85p Kelly’s Clotted Cream Ice Cream still be looking for something sweet 1l (R&R) £3.99 to finish of their evening and ice Shloer Celebration Pink Fizz 75cl Ben & Jerry’s Limited Edition cream manufacturers in particular (SHS Drinks) £2.99 are looking to take advantage of this Pumpkin Cheesecake (Unilever) RRP: £4.99 trend. R&R ice cream has brought popular biscuit brand Oreo to the ice Oreo Sandwich 135ml (R&R) RRP cream market and its sandwich for- £1.60 mat has seen 77% growth in the past 12 months, the company says. Added to this are tubs, pricemarked at £3, of Daim, Flake and Oreo-branded ice creams. For more traditional tastes, R&R recommends Kelly’s ice cream for customers “looking to indulge on a cold winter’s night” and head of marketing Charlotte Hambling says placing tubs next to a dessert such as an apple pie can encourage impulse sales. l 38 30 October 2015 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS

Have a saucy Movember Still Stolichnaya, but... Christmas Comfort Heinz is supporting Movember with a Stolichnaya vodka is getting Unilever is adding a Christmas competition to give away 50 person- a pack redesign for the first time fragrance to its Comfort Creations alised HP Sauce bottles. in 77 years. range – Mistletoe and Crocus.

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Welcome, comrades Seasonal Surf Giant crumpets Russian Standard Vodka will now Surf is getting a new fragrance – Warburtons is launching Giant be distributed in the UK by William Winter Violets & Mistletoe – just in Crumpets targeted at families and Grant & Sons under a new consolida- time for Christmas. workers looking for quick, conve- tion deal. nient meals. RRP £4.99 - £16.49 RRP £5 RRP 69p Outers various Outers not given Outers not given Contact 02380 312000 Contact 01293 648 000 Contact 0800 243684 Retail Newsagent 30 October 2015 39

Nederburg’s new look Chivas modernised Pampers’ Unicef birthday Nederburg wines have been given a Chivas Regal has unveiled a mod- Pampers has launched a campaign fresh look with new slanted labels ernised pack design for its 12 Year Old celebrating 10 years of supporting Unicef and a more prominent logo. whisky. featuring brand ambassador Emma Bunton. RRP not given RRP £33.79 RRP not given Outers not given Outers 6 Outers not given Contact 0208 6142720 Contact 0208 5384484 Contact 0800 597 3388

Festive teacakes Shampoo updated Hoorah for pies Lees of Scotland has introduced Procter & Gamble has unveiled Holland’s Pies is celebrating its festive packaging to its Snowballs an updated look for its Head & Lancashire roots in its latest TV and Teacakes 10-packs. Shoulders Female range. marketing campaign.

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Recognising the best of UK independent retailers

IAA Gala Dinner Grand Connaught Rooms, London

To book your place visit betterRetailing.com/IAA @iaacademy

30th nov final.indd 1 26/10/2015 12:08 Retail Newsagent 30 October 2015 41

[email protected] 020 7689 3358 @NicolaStewartRN

Round up

NICOLA STEWART Magazines reporter BUILD ON LEGO IN YOUR STORE Considering the success of its first feature film and a multitude of other brand tie-ins, it comes as no surprise that Lego is now the world’s largest toy company by sales. So much so that the Danish firm announced last week that it may not be able to produce Comic hero enough bricks to meet demand this Christmas. It manufactured 60 billion bricks in 2014, and in the first six months of this year, sales grew by 18% to £1.36bn. GREEN ARROW SET TO BE The good news for independent retailers is that, on the back of this sales boom, children’s publishers are taking advantage of the brand’s RIGHT ON SALES TARGET rising popularity. Immediate Media has launched a trio of Lego- The official magazine about the DC Comics’ superhero looks likely themed titles in the past two years, with Lego to be a must-have for enthusiasts of the legendary title Legends of Chima and Lego Ninjago both in the top six primary boys’ titles sold in independent LAUNCHED IN 2012, Arrow is a hit televi- stores, based on sales revenue. Its third title, Lego sion show based on DC Comics’ superhero Friends, is also consistently among the top 20 for Green Arrow. Shown on Sky 1 in the UK, the primary girls. fourth series has just premiered, and Titan L In July, Egmont Publishing combined Lego AU CH Publishing is capitalising on its popularity N and another of the biggest brands of all time with the launch of an ofcial Green Arrow GREEN ARROW to launch Lego Star Wars magazine. Like the magazine. A billionaire industrialist by day, On sale 29 October Immediate titles, the magazine is regularly Oliver Queen becomes the Green Arrow by Frequency six per year covermounted with ofcial Lego toys. night, fighting crime and cleaning up the Price £3.99 Collectables have also taken on the Lego brand, streets of Star City. Featuring content and Distributor Comag with Topps launching an ofcial Lego Ninjago storylines from across the character’s 74- Display with sticker collection in September. year history, the title should appeal to both Astonishing Spider- So, with demand for Lego-related products Man, Batman: Brave & comic book enthusiasts and fans of the TV the Bold, 2000 AD high and looking set to increase in the lead up to show. Retailers should display Green Arrow Christmas, and with a range of Lego magazines prominently with other comic books and available on the newsstand, it could be worth any additional display space. creating a Lego section at the front of fixture, or adding Lego titles to any Christmas gift areas. 42 30 October 2015 Retail Newsagent THIS WEEK IN MAGAZINES

F R T S PERIOD LIVING EE GIF PECI AL The December issue of Period Living is a Christ- On sale 29 October mas special filled with Christmas homes, vintage- Frequency monthly inspired shopping ideas and a free 2016 calendar. Price £3.99 Marketforce has forecast a sales increase of 30% for Distributor Marketforce the issue, compared to previous issues. Retailers Display with Country can highlight the added value by displaying the Homes & Interiors, Country Living issue full facing alongside other home interest titles and Christmas specials.

F R T S COUNTRY HOMES EE GIF PECI AL & INTERIORS On sale 29 October The December issue of Country Homes & Interiors Frequency monthly comes with a free 2016 calendar dedicated to ‘A Year Price £4.10 of Country Flowers’. It also ofers readers 20% of Distributor Marketforce Display with 25 Beautiful fabric from textile designer Margo Selby. Content- Homes, Homes & Gardens, wise, the issue is filled with inspiration to create Ideal Home, Country a festive country home for Christmas, with ideas Living ranging from personalised gifts and seasonal cakes and cookies, to modern traditions. Bestsellers S BURDA STYLE SPECIAL PECI AL Motoring Compiled from the Burda Style archives, the latest On sale 30 October Title On sale In issue of Burda Style Special is dedicated to vintage Frequency five per year date stock fashion from the 1960s, but with a modern twist. The Price £5.80 1 MCN 04.11 corresponding issue from last year, which was based Distributor Comag on designs from the 1950s, was the best-selling issue 2 Autocar 04.11 Display with Burda, Sew, the magazine has had in the UK. This issue features Sewing World 3 Classic Car Weekly 04.11 12 original patterns, and retailers are advised to dis- 4 Speedway Star 05.11 play it prominently alongside other sewing titles.

5 Autosport 05.11 A N Y R NI A 6 Auto Express 04.11 OTTOBRE DESIGN VERS 7 Motorsport News 04.11 Ottobre Design magazine, the Finnish title based on On sale 28 October the designer children’s clothing brand Ottobre, cel- 8 What Car? 12.11 Frequency six per year ebrates its 15th anniversary in this issue. Aimed at Price £10 BBC Top Gear 04.11 9 sewers of all experience levels, the title comes with Distributor Comag 10 TMX News 05.11 patterns, templates, and easy-to-follow instructions Display with Burda, Sew, and guidance. This anniversary issue features two Sewing World 11 Classic & Sports Car 05.11 covers and a selection of designs for the Christmas 12 Classic Bike 25.11 season. Priced at £10, the premium title ofers high 13 Practical Classics 25.11 revenue potential to retailers.

14 Commercial Motor 05.11 F R T EE GIF 15 Classic Cars 25.11 TOP MODEL 16 Land Rover Owner 25.11 This issue of Top Model comes with 125 free vivid On sale 30 October stickers, along with design ideas and date stickers for Frequency monthly 17 Truck & Driver 10.11 creating Christmas advent calendars. Based on the Price £2.99 18 Practical Sportsbikes 18.11 online Top Model community, the title features news Distributor Comag Display with Girl Talk Art, 19 Classic MotorCycle 06.11 about fashion and the fictional Top Model world, along with drawing and crafting ideas. Retailers are Pink, Go Girl 20 Car 18.11 asked to display it alongside similar titles. Data from independent stores supplied by

OUR COLLECTION GOES OF PUZZLE ON SALE CRACKERS 5 NOVEMBER Retail Newsagent 30 October 2015 43

L NEW PHILOSOPHER AUNCH Industry Following successful launches in Australia and the On sale 29 October US, philosophy title New Philosopher is coming to the Frequency quarterly viewpoint UK. Aimed at the general public, the title is devoted Price £5.99 Distributor Comag Simon Carrington to exploring philosophical ideas from past and pres- Publishing director, ent thinkers on ways to live a more fulfilling life. It Display with BBC Good Food magazine Philosophy Now, features a great line-up of British writers, including New Internationalist, author and TV personality Will Self, Booker Prize win- Spectator, Time ner DBC Pierre and The Guardian’s Oliver Burkeman.

P TES E R L IC G CASH IN ON THEIR From its 6 November issue, TES is relaunching as AUNCH E CHA N a glossy, perfect-bound magazine incorporating both classifieds and editorial for the educational On sale 6 November FESTIVE FEASTING sector. Content will cover all the latest educational Frequency weekly he first things most people think of news, features and professional development, as Price £2.90 when conjuring up images of Christ- well as leadership and teaching jobs. Its price is also Distributor Seymour mas are food-related. increasing to £2.90 and additional copies are being Display with newspapers We know that BBC Good Food sent out for this issue, which comes with a supple- influences around half of the nation’s ment on ‘aspiring leaders’ in education. TChristmas Day meals, with trafc to the website, combined with the readership of the magazine, higher than for any other magazine brand. S WOMAN & HOME PECI AL It may seem odd to be thinking about it this far The December issue of Woman & Home is a premi- ahead, but food magazines traditionally publish um Christmas special filled with inspiration for the On sale 29 September at least a month ahead of schedule for this issue. Christmas season, including 365 ideas for wreaths, Frequency monthly Research from Good Food found the country is Price £4.10 trees, tables and baubles. It features Dawn French equally divided between planners and last-min- Distributor Marketforce on the cover, with an exclusive interview inside on ute panickers when it comes to the big day. Display with Good her show, new book and recent life changes. Other Housekeeping, Prima, Red This year, Good Food’s bumper Christmas issue interviews include Twiggy, Gareth Malone and the will be on sale for six weeks to maximise the stars of Strictly Come Dancing. Retailers are advised opportunity for retailers. On to display it alongside other Christmas specials. sale on 30 October, the issue comes with a free calen- Top S PECI AL dar and provides a huge FHM revenue opportunity tip The December issue of FHM features its first and On sale 5 November for retailers as we are Food magazines only male cover star of 2015 – Real Madrid star Frequency monthly forecast to double our traditionally publish early for Cristiano Ronaldo. Inside, it has an exclusive Price £3.99 normal sales. Christmas. Make sure you interview with the footballer, along with a look at Distributor Frontline The Great British display them prominently Display with GQ, Stuff, T3 how gamers can be paid up to £1m a year to play Bake Of has been a tele- to maximise Call of Duty. Retailers are advised to display FHM vision phenomenon and sales alongside other men’s lifestyle titles and to give it reflecting the increasing full facings to capitalise on strong cover content. interest, we have a gingerbread cake on the cover. We always see a good uplift when we feature baking and are confident of a F S L R T BBC GOOD FOOD PECI A EE GIF high return this time. BBC Good Food, the best-selling cookery and kitch- We have sent point of sale material to thou- en title sold in independent stores, has a Christmas On sale 30 October sands of retailers throughout the country and we special on sale for a full six weeks. Packed with Frequency monthly would urge them to display the enclosed poster in 101 festive recipes and an exclusive recipe and Price £4.25 their shop windows as this will help drive sales interview with Nigella Lawson, it is expected to Distributor Frontline from impulse purchasers. sell twice as many as a normal issue. It also comes Display with Good It presents a golden opportunity. BBC Good polybagged with a free 2016 calendar and should be Housekeeping, Delicious, Food generates over £4.15m per year at retail. It displayed front of fixture for the full on-sale period. Olive also sells three times as many copies as the near- est competitor in the cookery and kitchen market.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT NEVILLE RHODES ON WHY MARGINS ARE KEY TO SURVIVING THE NATIONAL LIVING WAGE Plus, the final part of RN’s guide to Christmas with how to take advantage of the RETAIL NEWSAGENT coming festive magazines bonanza, and in-store supplier initiatives in the spotlight NEWS ● CONVENIENCE ● PROFIT 44 30 October 2015 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini

Amermedia Disney Frozen Minions Avengers 2: England Military Vehicles 48 48 5.99 Activity Cards Starter £2.99 Age of Ultron Official Sticker Starter £4.99 Stickers £0.50 Starter £2.99 Collection DeAgostini Cards £1.00 Stickers £0.50 Starter £2.99 Stickers £0.50 Build the Millennium Falcon 43 100 8.99 Cake Decorating 189 210 2.99 Cake Decorating Relaunch 138 165 2.99 Disney Frozen Minions Dinosaurs & Friends 36 60 5.99 Fashion Pack Starter £4.99 Descandants Fifa 365 Official Star Wars Factfile 92 120 2.99 Packets £1.00 Cards £1.00 Starter £2.99 Adrenalyn XL Stickers 50p Starter £4.99 Zippo Collection 4 60 19.99 Cards £1.00 Eaglemoss

3D Create & Print 41 90 6.99 Hero Attax Disney Batman Automobilia 74 80 10.99 Marvel Rugby Attax Cinderella Jurassic World Build A Solar System 10 104 6.99 Avengers Starter £4.99 Starter £2.99 Starter £2.99 DC Comics Graphic Novel 6 60 Starter £4.99 Cards £1.00 Stickers £0.50 9.99 Stickers £0.50 Disney Cakes & Sweets 112 120 4.50 Cards £1.00

Doctor Who Figurines 57 70 7.99 Marvel Chess Collection 49 64 8.99 Disney Frozen Marvel Fact Files 137 150 3.50 Journey to My Sister, Military Watches 45 80 9.99 Shopkins My Hero Star Wars: The Inside Out Star Trek Off. Starships Coll. 58 70 10.99 Starter £2.99 Starter £2.99 Force Awakens Starter £2.99 Cards £0.50 Cards £0.50 Starter £4.99 Stickers £0.50 Hachette Stickers £1.00 Art of Crochet 9 120 2.99

Art of Knitting 40 90 2.99 Disney Frozen Art Therapy 32 100 2.99 Photocards Peppa Pig Black Pearl 94 120 5.99 Lego Friends World of Starter £2.99 Starter £2.99 Warriors Starter £3.99 Build the Mallard 61 130 7.99 Cards £1.50 Stickers £0.50 Stickers £0.50 Starter £4.99 Build the U96 61 150 5.99 Cards £1.00 Classic Pocketwatches 83 80 8.99 Dr Who Complete History 4 80 9.99 Judge Dredd Mega Collection 21 80 9.99 Marvel’s Mightiest Heroes 48 60 9.99 Lego Ninjago Disney Frozen Road to Starter £2.99 My 3D Globe 43 100 5.99 WWE Slam Winter Magic UEFA Euro Stickers £0.50 Starter £4.99 2016 Your Model Railway Village 101 120 8.99 Attax Then, Cards £0.75 Starter £4.99 Now, Forever Stickers £1.00 RBA Collectables Starter £4.99

Cards £1.00 Amazing Dinosaur Discovery 35 80 5.99 Match Attax My Zoo Animals 8 60 5.99 2015/16 Precious Rocks, Gems & Minerals 40 100 5.99 Starter £3.99 Disney Sofia the Real Life Bugs & Insects 58 85 5.99 Cards £1.00 Princess First Fabulous Starter £2.99

Collectables Talents Stickers £0.50 Starter £2.99

DeAgostini Cards £0.50

Magiki Kittens 2.50 Merlin’s Ultimate Geckos & Co 1.99 Official Spider-Man Premier Dragons Album £2.99 Magic Box League 2015 Starter £2.99 Stickers £0.50 Cards £0.50 Zomlings Series 4 0.50 Starter £2.00 Cards £0.50

FOCUSED ON INDEPENDENT RETAILING Retail Newsagent 30 October 2015 CLASSIFIED41

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09.01.2015 3 MONTHS TO GO money from Eight display HOW LIKELY? ban myths examined “There TOBACCO won’t be Page 24 any product » launches” “Sales will ??% plummet”

No post-Christmas blues ‘My fresh focus sees sales rise in January’ Page 22 » magazines. NEWS ● CONVENIENCE ● PROFIT www.betterretailing.com ● £2.20 Gloves come off in c-store tug-of-war Nisa steps up campaign to grab rivals’ members with CONVENIENCE direct mail campaign and resignation letter templates. 20.02.2015 Londis to Bespoke website aimed at Costcutter retailers months beat blues after pair part ways. Page 5 » ABCs GUIDE INSIDE with Price Are youSMITHS NEWS stocking Crash plan the starOn-time Symbol tackles new performers? year slump with MAGAZINdeliveryES everyday discounts. The most in-depth and Page 38trials » are Page 6 » ‘a success’ NEWSTRADE Wholesaler’s pilot helps supply chainDoing mags differently Telegraph ‘I’m targeting a £25 beat the clock. Page 10 » average basket spend’ shapes up extensive newstrade coverage Page 28 » with ‘get CONFECTIONERY ● £2.20 www.betterretailing.com fit’ pullout ● PROFIT NEWS ● CONVENIENCE Xtra sales TV advertising and for Mars PoS packs to help promote weekend £9m backing for supplements. limited edition bar. in the channel. Page 7 » Tide turningPage 8on » Vol 126 No 2 FA Cup hero Jarrett FOR TRADE USE ONLY SYMBOLS back behind counter Act now Hollywood film star Tom Conti is backing the fight to protect his local after team’s winning 02 £10mBudgens from new the march of Tesco. The supermarket giant is exploiting a planning run comes to an end. ‘loophole’ to move into a north London bank just a few doors away from the Shirley Page 5 » plain packaging Valentine star’s favourite independent c-store. Pages 4 & 14 » ● 99% of consultation respondents say no to the measure. business ● Rumours of cabinet split ahead of parliamentary vote. bonanza Page 5 » ● ‘This is winnable’, says BAT’s Ron Ridderbeekx. for Nisa Recruitment drive picks up 17 More than six pages dedicated NEWSSTAND Costcutter stores in i margin Northern Ireland. beats Sun Page 6 » and Star ADVERTISING Pro-rata terms on Suppliers to growing your news and 10p price increase welcomed by planning retailers. Page 4 » covered ICE CREAM gantry ads Display ban magazine sales in every issue. ‘We’ve got offers marketing it licked’ opportunity, say Unilever targeting retailers. Page 4 » 68% growth with summer launch blitz. Page 11 »

Vol 126 No 8 Plain packs rebels? Seven great ideas to Order RN from your news wholesaler today, FOR TRADE USE ONLY make money in 2015 08 Are these the rebels supporting your cause? RN has identified these five mem- Page 30 » bers of the cabinet, seven other ministers and three seniorPage Conservatives 5 » have all or order online at www.newtrade.co.uk shown concern at the government’s plans for plain packs.

@retailnewsagent www.newtrade.co.uk

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

Are you

20

27 February 2015 Retail Newsagent Retail Newsagent MINTS 27 February 2015 PRICEWATCH by Nadia Alexandrou email [email protected] tel BEST-SELLING MINTS PRICES AROUND THE UK 020 7689 3350 21 PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER 1 RETAILER charging the Polo 2 3 Mints pricing Mints 4 5 37g 55p 50p 62p 70p 58p 60p strategies RETAILER Trebor Extra 55p Strong Mints RETAILER 45g 59p 50p 59p (PM) 70p 50p RETAILER 3 Trebor Extra Strong 52p 50p (PM) NAME IAIN PATON 4 Peppermints 50p PM THE STORE Cullen Corner Shop NAME TOM CRUSE 41g 50p 50p LOCATION – – 1 Cullen, Buckie STORE Londis Matlock 49p SIZE Trebor Softmints (PM) – NAME PETER STEEMERS 1,000sq ft LOCATION Derbyshire 50p TYPE ENTREPRENEURS STORE village SIZE Spearmint (PM) Steemers – O Leary 1,000sq ft LOCATION TYPE 45g 59p 50p Enniscorthy, Co Wexford We try to get pricemarked prod residential The world’s best business brains and – 70p SIZE 1,500sq ft - (PM) 50p 57p ucts where we can, as we have We’re a One Stop, so we Polo (PM) 50p TYPE high Street what you can learn from them Spearmint to compete with a nearby Co-op. typically stick with what it (PM) We do business in Euros, and 37g 55p 50p Pricemarked products send the suggests, even though we do 62p 70p add around five cents to the right message to customers and – 60p have flexibility to adjust. All Trebor – RRP, or round it up to the near reassure them they are getting of our mints are on promotion Softmints 50p PM est 0 or 5c. I buy mints from - 50p good value for money. Extra at the moment at three for £1, 44g 50p – a local cash and carry. Polos Mints sell very well, mainly be – 50p so each product can cost as Trebor Softmints (PM) 57p 50p and Silver mints sell best, and cause they’re sugar free. I think- little as 33p, which o (PM) fers good Peppermint (PM) I generally merchandise them mints are so popular because a value to customers. We’ve had 45g 59p 50p – by the till. Unlike some other lot of our customers actually see this promotion for the past six (PM) 70p 50p categories, putting mints here them as a healthier alterna Polo 57p 50p months and have experienced a (PM) doesn’t take away sales from - Sugar Free (PM) tive to confectionery. The One real uplift in sales. It helps that 37g 55p 50p other areas, but instead helps Pounder brand is selling really this category is so impulsive in 62p 72p drive incremental sales. I don’t – 60p well too, thanks to the popular the first place. We merchandise Tic Tac 55p really do promotions since most £1 price. I find customers will Mint mints by the confectionery 18g 60p people who buy mints from tend to buy boxes of mints, espe aisle and the till. Polos are our 55p 62p my store buy the same brands - 77p – cially for Magic Mints and Mint best-selling line. right price? Trebor Extra Strong – 55p every time – they’re quite loyal Imperials.

Spearmint in this way and are not really 45g 59p 51p – – swayed by promotions. – 52p Mentos 50p MARCO PIERRE WHITE Chewy Mints (PM) 38g 54p 49p Route to the top 55p – awarded a Michelin star Wrigleys Extra Ice – – 50p Celebrity chef turned res- almost immediately. Eight Mints Sugar Free taurant entrepreneur Marco 28g 52p RETAILER years later, he made history 43p 55p Pierre White is regarded 50p – by becoming the first Briton 45p 50p as one of the finest master ever to achieve Michelin’s 2 chefs the United Kingdom top distinction of three TIC TAC MINT 18g NAME has ever produced. White Price distribution % STEVE CUTHBERT RETAILER stars. Marco Pierre White’s STORE Spar has developed his White fortune was estimated to be LOCATION Star Line of fine eateries, 35% Alsager, Cheshire almost £13m in 2006. SIZE 2,500sq ft 5 as well as the Frankie’s TYPE neighbourhood NAME JOHN HANNA Italian Bar & Grill chain, 30% 72% of independents Key achievements sell this product at or We try to keep to the pricing STORE Smokemart since retiring from the

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

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

@retailnewsagent www.newtrade.co.uk

RN Oct 30.indd 42 23/10/2015 16:29 48 30 October 2015 Retail Newsagent

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

Back in the day Shocked shoppers flee as VIEW FROM THE 101 XXX couple hits the Target COUNTER YEARS AGO with Mike 31 October 1914 Brown With Christmas around the corner the Ladies’ Journal is ofering readers “tip top value” For the past two Fridays I have sold out of the with 16 pages in colour, six free Racing Post by 7.30am. On both days there patterns, children’s fashion were local race meetings at York and Redcar. and a free transfer design. It From Hexham and Newcastle in the north to also includes a “beautiful pho- Wetherby and Doncaster in the south, there are Four in 10 women say that ing heavily and talking dirty. togravure” of The Peacemaker – a dozen racecourses that are local to me. Why, shopping is better than sex, As the noises escalated, a plate of English artist Marcus when it is a local meeting, don’t they send me but customers in a super- employees desperately tried Stone’s famous picture. enough copies? Every year I sort out my own al- market in California were to switch of the intercom location for the Cheltenham festival and Aintree left horrified when the two but not before shoppers were (Grand National) but short of a racing calendar, leisure activities conjoined in forced to endure 15 minutes of I can’t be expected to know when every local a most unlikely union. X-rated action. meeting takes place. 50 Shoppers at a Target store “Parents were covering One accusation is that we are starved of copy YEARS AGO in Silicon Valley threw their their kids’ ears and ofering so that agents on the racecourse can sell copies 30 October 1965 purchases down and stomped to help me cover my twins’ there. Whether this is true or not I don’t know, Three Shefeld newsagents out, while others yelled at ears,” customer Gina Young but customers tell me returns are very high – I were fined for employing employees, as the sounds of a said. “I can never look at Tar- could have done with those copies. children under the age of 14 man reaching climax broad- get the same way again.” On 14 October my wife and I were invited to to deliver newspapers. One cast over the store’s intercom The surprising stunt may a private party at Stokesley Town Hall. It was was fined £2 for employing system. have missed the mark for to say “thank you” to the many residents who two 13-year-olds and two It was around 10.30am many but, for the protago- contributed to the successful refurbishment and others were both fined £1 for when, at first, shoppers heard nists, it clearly hit the reawakening of the hall. My wife has made good employing boys aged 13 and 10 a woman moaning, breath- spot. use of the improved facilities and runs a bingo respectively. session for pensioners on a voluntary basis on a Tuesday evening. My forays to the town hall Pumpkin news – feast or famine? follow a more hedonistic pattern of comedy Trick or treaters are in to a lack o’ lanterns – half the evenings, film nights and beer festivals. Our 25 danger of having their hopes usual supply. host for the evening was a local resident and YEARS AGO squashed, as this year’s But just in case you customer George Carter. George was the main 3 November 1990 pumpkin harvest has yielded thought all the fun had driving force behind the refurbishment and in Spar chief John Irish predicted disappointing results. been scooped out of Hal- the New Year’s honours list he was awarded the that by the end of the century Due to unusually heavy loween, Budgens and Londis British Empire Medal for services to the town. the convenience store sector rain and wet soil the rot has announced last week that My middle daughter Mary has just turned would be worth £20bn with set in on hundreds of thou- they were receiving more 17 and I am teaching her how to drive. Having 20,000 convenience stores sands of pumpkins with fears than 40,000 homegrown been through it with my eldest daughter I had nationwide. The announce- that stores will see shortages pumpkins to meet customer forgotten how terrifying and nerve-wracking ment came as Spar prepared in the run up to 31 October. demand. An estimated 10 an experience it is. My whiplash injuries from to celebrate its tenth birthday The warning was issued million pumpkins are grown multiple kangaroo starts and multiple braking in 1991. Mr Irish also urged by one of the UK’s largest in the UK every year with are improving. She passed her theory test last independents to make more pumpkin suppliers, Barfoots, the bulk of sales happening week and I feel she will be ready to take her test space for fresh and chilled. who announced that Au- in the week leading up to at the end of November. This means my days as gust’s heavy rain would lead Halloween. a chaufeur are numbered.