How to Spend £13,636 on Your Shop ● Top UK Independent Retailers Share 2019 Investment Plans ● Lenders Reveal Why Indies Are Asking for Bigger Loans Page 4 & 18 »

RN in America How this Pennsylvania-based forecourt became a leader in made-to-order food STORE TOUR (PART 1 OF 5) Page 6 »

RETAIL NEWS THAT MATTERS ● betterRetailing.com ● 02.11.2018

RN EXCLUSIVE How to spend £13,636 on your shop ● Top UK independent retailers share 2019 investment plans ● Lenders reveal why indies are asking for bigger loans Page 4 & 18 »

BUSINESS RATES SYMBOLS NEWS & MAGS Tax relief Mixed Publisher for indies results for abandons by April Shopper newsagent 2019 First fascia plans Autumn budget Success of Vol 129 No 44 £2.50 Monocle admits FOR TRADE USE ONLY promises average Costcutter’s scheme 44 UK Kioskafe model £8,000 saving per limited to specific is “not suitable for property Page 3 » store types Page 5 » franchising” Page 10 » 2 betterRetailing.com // 2 November 2018 RN CONTENTS Shaping the future of independent retail WELCOME since 1889

Follow on Follow RN hen we asked shop owners this week what Facebook on twitter they would do with nearly £14,000, their an- f swers put mine to shame. While my response facebook.com/ThisisRN @ThisisRN for expert advice to W to have your say on the latest news help you grow your sales involved flip flops, sangria and a flight, theirs revealed Editor - news a glut of great ideas for other shop owners to follow, the best of which you can discover on page 18. Email & Visit the Jack Courtez @JackCourtez One retailer this week said store investment sits in phone RN website 020 7689 3371 a paradox, where upgrading your store has become in- email [email protected] www.betterretailing.com/RN creasingly necessary, but also more difficult to sign off tel 020 7689 0600 extensive galleries and news on. He said this is because strong, well-financed competition from multiples means the level and frequency of investment required to stay ahead is higher; this same level of competition also means Editor - news Editor - insight News editor the risk of poor ROI is higher. Jack Courtez Chris Dillon Megan Humphrey I’m sure the hundreds of readers who entered coffee machine con- @JackCourtez @ChrisDillonNT @MeganHumphrey_ tracts requiring a certain level of use, only for a nearby multiple to in- 020 7689 3371 020 7689 3379 020 7689 3357 stall one, can appreciate this. Features editor Features writer Reporter While it’s important to always weigh the risks, there’s a danger of Tom Gockelen-Kozlowski Priyanka Jethwa Alex Yau the industry becoming damagingly risk-averse, and I suspect the ACS’s @TomGK_writer @priyanka_NT @AlexYau_NT £13,636 average symbol store annual investment level could be skewed 020 7689 3361 020 7689 3355 020 7689 3358 by big spenders, meaning many are probably investing nothing at all. I asked another shop owner about the fear of investments failing and Reporter Head of design Production editor he answered: “Instead of asking ‘what if it doesn’t work?’, shopkeepers Marcello Perricone Anne-Claire Pickard Ryan Cooper should be asking themselves ‘what if it does work?’” It’s an outlook that @MarcelloP_NT 020 7689 3391 020 7689 3354 he said helps him see opportunities, rather than just risks. 020 7689 3350 The many valid reasons not to invest include selling up, having a difficult year’s trading, banks being unwilling to lend to SMEs and, crucial- Editor in chief Head of sales Head of marketing ly, needing to put a healthy amount of profit in your own pocket. Louise Banham Matthew Oliver Jessica Salisbury-Fielder 020 7689 3353 020 7689 3367 020 7689 3352 However, many stores would benefit from having more money in- Sub editor Account director Interim managing vested in them, even if there are barriers to doing so. This is why it’s our Jim Findlay George McCracken director focus this week, to break the paradox by giving strong ideas from suc- 020 7689 3373 020 7689 3364 Parin Gohil cessful retailers just like you. Sub editor Account director 020 7689 3375 Tom Allaway Charlotte Jesson Finance executive 020 7689 3395 020 7689 3389 Abi Sylvane Designer Account manager 0207 689 3383 Jody Cooke Jon Melson 020 7689 3380 020 7689 3372 Production Sales support HEADLINES INSIGHT coordinator executive Louise Watson Michela Marino 3 BREAKING NEWS 14 PRODUCT TRENDS 020 7689 3368 020 7689 3382 What the government’s autumn Is the 2020 menthol tobacco ban a budget means for you vaping opportunity? If you do not receive your copy of RN please contact Kate Daw on 020 7689 3394 or email [email protected] 5 SYMBOL NEWS 16 PRICEWATCH Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper Costcutter’s new store Discover the best ways you can Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT Audit Bureau of Circulations programme meets mixed results win with chocolate singles July 2017 to June 2018 average net circulation per issue 10,356 6 STORE TOUR IN AMERICA 18 SPECIAL REPORT Annual Subscription What can you learn from this US UK 1 year £150 Europe £302 Symbol group stores receive an 2 years £237 Rest of world £354 forecourt’s food-to-go journey average of £13,636 in investment 3 years £333 every year. Seven top retailers reveal 10 NEWS & MAGS To subscribe contact 020 7689 3384 what they would do with that sum. Upmarket newsagent/cafe Newtrade franchise scheme abandoned 22 SOFT DRINKS AT CHRISTMAS 11 Angel Gate, City Road, London EC1V 2SD Tel 020 7689 0600 What are the key categories to 12 NFRN REGIONAL NEWS promote at Christmas email [email protected] Smiths called to emergency RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is meeting over rising issues 27 THIS WEEK IN MAGAZINES wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. RN is editorially independent of the NFRN and opinions, comments and reviews included are not Is the smart home the latest necessarily those of the Federation and no warranty for goods or services described is implied. 13 YOUR VIEWS Reproduction or transmission in part or whole of any item from RN may only be undertaken with the must-have tech title? Plus: all prior written agreement of the Editor. ‘Payzone are forcing me to pay £1k the latest magazine launches, Contributions are welcomed and are included in part or whole at the sole discretion of the editor. for a contract I never signed’ special offers and re-jigs Newtrade accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. For trade use only RN 2 November // betterRetailing.com 3 BREAKING NEWS Shops need Autumn Budget boon for indies ‘If the high streets are to remain, they need to adapt’ help with plastic ban Business rates for smaller Retailers have urged the government to help small businesses with stores slashed by a third extra costs incurred after a clampdown on plastic by Alex Yau as Britain adapts to online a 100% rates relief for small included a consultation to straws and stirrers. [email protected] shopping,” he said. “If the businesses, however.” tax manufacturers who The news comes after high streets are to remain, A £675m ‘Future High produce single-use plastic environment secretary Independent retailers they need to adapt and we Streets Fund’ will also be packaging that contains Michael Gove revealed he with rateable values of are supporting them in introduced to help coun- less than 30% recycled ma- has already started a six- £51,000 or under will see doing so. cils improve high streets. terial from April 2022. week consultation to ban their business rates bill “We’re providing The fund is designed Duty on beer, cider, single-use plastics. cut by a third as part of the funding to help councils to help increase public spirits and fuel are frozen. Trudy Davies, owner Autumn Budget. transform their high access to high streets, However, duty on tobacco of independent store Chancellor Philip streets, while we’re going reduce congestion and will rise by 2% above infla- Woosnam & Davies in Hammond said the to help small businesses support the conversion of tion, which will add 33p Wales, said a partnership changes will take efect with the high fixed costs disused retail spaces into to some packs of ciga- between manufacturers, from April 2019 until of business rates.” residential areas. rettes and 48p to some 30g government and retailers the next business rates In response, NFRN National living wage for pouches of rolling tobacco. is vital. revaluation in 2021. president Mike Mitchelson full-time workers will also Mitchelson added: “The “We want to be on According to Hammond, told RN: “The chancel- rise from £7.83 to £8.21 per tobacco duty rise could board with this, but the the changes will repre- lor has been listening to hour in April, equalling a lead to an increase in illicit government must give us sent an average saving of retailers on business rates, £690 annual increase per trade, and the government an incentive,” she said. £8,000 per property. “High which are a huge problem. employee. must increase its level of “This will have an impact streets are under pressure We would have liked to see Other announcements enforcement alongside it.” on us, but if manufacturers are able to work with us and give us an alternative for the same price that would really help.” Gove said the ban could be introduced as early as next year. Alcosynths are coming Alcohol replacements known as ‘alcosynths’ could recreate the short- term efects of drinking, without hangovers and longer-term health issues. Fran Willhelm, a senior Nicola Sturgeon, leader of the business development Scottish National Party manager at research consultant Ayming, said: “The goal is for alcosynths to be thought of in the same way as sugar or Fund for Scottish retailers extended tobacco alternatives. The Scottish government to good quality, locally ers into their stores and includes £50,000 from Zero “It’s becoming more will extend its food-to-go sourced and healthy food”. generate a new income Waste Scotland. credible alcosynth could capital investment fund She added: “A diverse stream for grocers.” Sturgeon commended be a major distributor in by £300,000, first minis- and successful conve- When the fund the SGF, thanking it for the beverage market.” ter Nicola Sturgeon has nience store sector is vital first ran in 2017, it put its work searching for Professor David Nutt, announced. in serving communities £250,000 aside for retail- the most retail-friendly chief scientific ofcer at Speaking at the Scot- throughout Scotland. Last ers who wished to devel- deposit return scheme developer Alcarelle, pre- tish Grocers Federation’s year’s food-to-go fund was op a food-to-go station, system for Scotland. dicts alcosynth products centenary conference last very efective in support- and ofered to match 50% “The findings of the will become available to week, she said the money ing small retailers the of the upfront costs. study will inform the shop owners to stock in would “help grocers to length and breadth of the The new fund more shaping of the policy,” “three to five years”. provide people with access country, to entice custom- than doubles this, and she said. 4 betterRetailing.com // 2 November 2018 RN BREAKING NEWS PayPoint: Indies seek funds for food equipment Average finance request doubles in one year £50 for referrals Loan applications soar as Retailers who refer another retailer to adopt a PayPoint One terminal will receive shops invest in food to go up to £50 credit for them- EXCLUSIVE selves and for the store by Alex Yau “Independent retailers place fixtures in order to The increase follows owner they nominate. [email protected] are looking to buy equip- keep up appearances. the ACS’s recent Local The ‘refer a retailer’ ment such as fridges, or “They’re branching Shop Report, which says promotion runs through- Retailers are increasing to refurbish their stores to out into areas we had retailers spend just over out this month; retailers the amount of funds they cope with products that never previously seen in £13,630 every year on can receive the reward are borrowing to improve attract more footfall.” convenience stores.” store improvements. for each device a referred their food-to-go ranges. In comparison, 15% Seelan Thambirajah, of ACS chief executive store has installed. Alex Afek, managing di- of Century Business Premier Gostwick Road in James Lowman said: PayPoint’s commercial rector of finance provider Finance’s loan applications Bedford, invested £5,000 in “These figures show director, Lewis Alcraft, Got Capital, told RN the from retailers this year food to go when he refur- retailers are looking at said: “I’m pleased this ofer average amount retailers were to improve food to go, bished his store in April. substantial investment will reward our existing are now applying for has compared to 5% in 2017. He told RN: “Last year, I in this area. retail partners, while wel- doubled to £10,000. “The Managing director spent £1,500, but I wanted “However, only 7% of coming many more.” average value of finance Ben Larkins said: “The to add equipment such as funds come from banks, To participate, retailers applications last year was average funding for food cofee, slush and hot dog credit unions and other must complete an online £5,000, but retailers now to go remains at £20,000 to machines this year. asset financing.” form, confirming details require more staf or have £30,000. However, more “It was worth it, because such as store name, post- to expand to accommodate retailers are looking to my food-to-go margins l See how seven leading re- code and contact telephone trends such as hot food,” put hot food concessions increased by 5% and sales tailers would invest £13,636 number. Retailers are not he said. into their stores or re- rose by 15% in 12 weeks.” in their stores on page 18 limited to the number of friends they can refer. New software stamps out staff theft CCTV spec The Myda Cloud digital and Londis stores in the Asked for an example, led to the scheme being toolkit is helping inde- UK. Discussing one of Sampanthar responded: discovered when it had pendent shop owners the benefits for shopkeep- “A shop staf member gone unnoticed.” is key to stamp out staf theft. ers, company founder was selling cofee but not Myda Cloud also en- The free software Senthuran Sampanthar putting it through the ables stores to launch loy- safer shops works with smartphones told RN: “The software till. He was even using alty programmes, connect CCTV that meets police and EPoS systems to send can notify you of unusual his own cups so that the in-store ofers to online security standards will notifications on trends behaviour by staf. For number the stores used promotions and track cus- reduce the frequency across stock levels, sales example, when one in the day levelled with tomer buying habits. and damage caused by and till activity. employee’s till revenues the sales data. l To receive Myda retail crime. The company is already are out of line with what “Our software identi- Cloud for free, call Previous research by in place in selected Spar should be expected.” fied the discrepancy and RN on 020 7689 3371 RN showed that shoplift- ers who target independent grocery stores are four times less likely to Retailer takes the be arrested. plunge to raise money Experts said the quality of crime prevention for prostate cancer factors is partly behind Scottish retailer Asif Akhtar’s bun- this disparity. gee jump to raise awareness of pros- Axis Communications tate cancer led to a customer get- recently achieved the ting an early diagnosis and a better police’s Secured by Design chance of survival. Akhtar screened status, guaranteeing the the video of his jump in store along- quality of its products. side statistics showing the extent of The company’s retail the disease among men in the UK. segment lead, Graham The move prompted the customer to Swallow, told RN that get himself checked. “He’s been told properties are up to 75% he has an 85% chance of survival less likely to be burgled if due to catching it early. Even if it’s their security measures saved just one life, it’s been worth meet the police’s Secured it,” Akhtar said. by Design standards. RN 2 November 2018 // betterRetailing.com 5 SYMBOL NEWS KeyStore New Co-op chain to focus on food to go shops get Co-op is rolling out a concept chain focusing on the food- tech boost to-go trend across the country over the next year. KeyStore retailers are to The first ‘On the go’ store was receive more up-to-date opened outside Manchester information on EPoS data, Piccadilly Station this month. new products and PoS It includes vegetarian and when they receive visits vegan ranges, alongside self- from the Scottish symbol checkouts and a refillable group’s business develop- water station. Two London ment managers. openings are planned for All the managers will 2019. Co-op’s northern be equipped with devices divisional managing by the end of 2018, which director, Derek Furnival, will enable them to pro- said: “Located in areas with cess orders, spot gaps in high levels of footfall, these sales and show plano- stores will serve time-poor grams from suppliers shoppers that need to make while in a store. Retailers quick purchases with ease.” will also be able to access KeyStore-branded displays to customise their store’s social media pages from Mixed results for Shopper First ‘It didn’t work as well as expected,’ says rural shop owner one website. KeyStore retail sales director Craig Brown told RN: “Retailers are already leading busy lives Costcutter refurb success throughout their day and we’re investing in new hardware to help make their businesses drive depends on demographics profitable growth and run by Alex Yau more efciently.” “The majority of my In comparison, York makes customers aware of [email protected] customers are shoppers retailer Mike Nicholls has the latest promotions.” The standout success prom- aged between 65 and 80,” seen chilled sales at his The comments followed Proof to ised by Costcutter’s Shopper she told RN. Costcutter grow 20% since Costcutter marketing di- First programme is limited “As part of the refit, I joining Shopper First last rector Sean Russell unveil- double up to stores with certain de- added a cofee machine month. “The store is based ing upcoming changes to mographics, say retailers and contactless payment in a busy urban area, and Shopper First in Septem- in c-stores who have refurbished their technology to appeal to a our refit was tailored to ber. Factors such as store stores under the plan. much younger crowd. catering for families and location, shop size and Alcohol distributor Proof The scheme tailors a “It didn’t work as well as busy residents. the income of customers Drinks is aiming to double store’s appearance and expected, however. This “We’re ofering a ‘Meal will be considered in the its presence in conve- range based on the age is a rural area, where cus- for Tonight’ at the front of update next year. nience next year through and buying habits of five tomers don’t like change, the shop where customers Russell also pledged new partnerships with customer profiles. and young people living can get a meat, a carbohy- the programme will help retailers and wholesalers. Boston retailer Suenita here aren’t as receptive to drate and a sauce for £5. retailers reach double-digit The company currently Keshwara invested £150,000 the latest trends as those “Alcohol sales have also growth as Costcutter aims distributes its brands in in refitting her store under in the city. They don’t have grown by 20% and we have to have all 1,776 of its stores 1,500 Co-op and Premier Shopper First a year ago. the same income.” added a television, which join by 2021. stores. Shops under the new partnerships will gain access to new products from the Pistonhead Track and trace will delay wholesale deliveries craft lager range. The time taken for retail- and exit warehouses, and trace will be onerous,” Morrison, said the regula- Managing director ers to receive wholesale at the point they reach a he said. “The process of tion will add time to a Jeremy Hill said: “We are deliveries will increase retailer. However, Scottish scanning each tobacco wholesaler’s workload if looking at more indepen- when new track and trace Wholesale Association outer will add up to three a separate scanner is re- dent convenience stores regulations to combat il- chief executive Colin minutes to each delivery. quired to process orders. because they’re taking licit tobacco are introduced. Smith told RN the process Multiply this over a week Smith and Morrison interesting approaches to From 20 May, tobacco will delay deliveries. across multiple depots said suppliers and HMRC craft alcohol. From mer- packaging will require “Based on my experi- and you’re looking at more have provided little infor- chandising to ranging, unique codes that must be ence of how long it takes to hours and manpower.” mation on the required retailers are doing lots of scanned by wholesalers collate and process orders DeeBee Wholesale’s software and hardware to exciting things.” when the products enter in wholesale, track and trading director, Andy track and trace orders. 6 betterRetailing.com // 2 November 2018 RN STORE TOUR

£39k The initial food and beverage target per store

heetz gas stations are a familiar ience restaurant’. These stores came with a sight for truckers driving across the seating area, made-to-order food, special- rust belt of America. Its bold, red ist cofee and bigger bathrooms. The most Slogo beams from the side of roads striking change was the decision to site the from Pennsylvania to Ohio, attracting more fuel pumps around the back of the building. than 1.5 million customers every day. “The biggest hurdle we have to selling Making But despite its scale, Sheetz remains a food is our gas pumps. People assume that family business with Ryan Sheetz (pictured there’s no way a gas station could sell fresh, right) as assistant vice president of brand quality, prepared food. We’re always looking strategies and his cousin Joseph Sheetz to overcompensate for that,” Ryan says. as CEO. The company’s roots date back Sheetz’ mission statement is simple more than 100 years to Ryan’s great, great and brilliant. It is to ‘be the business that fuel fit for grandfather, JD Harshbarger, who set up will put Sheetz as we know it today out Harshbarger Dairy. The business opened a of business’. number of grocery stores in dense neigh- This mantra keeps the company ground- bourhoods, called dairyettes, until Ryan’s ed in innovation and always looking at uncle, Bob Sheetz, convinced the family what the future of fuel retailing looks like. the future to let him experiment at one. In 1952, he It is this thinking that got them into bought the store for $900 and turned it foodservice and, more recently, established It takes risk and vision to grow into the Sheetz Kwik Shopper. In the 1970s, an early partnership with Tesla, becoming the business began selling fuel and Sheetz the largest operator of Tesla chargers in the from one convenience store in became famous as a gas station. country to better understand the growth of 1952 to nearly 600 forecourts “Our proﬁts relied on gasoline and electric vehicles. tobacco, but we saw the writing was on the AVP of culinary development at Sheetz across six US states. Chris Dillon wall. Demand was only going to decrease, Dan Cofn (pictured left) says: “When I and regulation was only going to intensify. started at Sheetz, we did not really have a speaks to Dan Coffin and Ryan If we wanted to be around for another 50 food culture. Then we started by setting a Sheetz to find out how they are years, we had to invest in something else, target to get $50,000 (£39,000) a week in food and foodservice is that bright, shiny object,” and beverage sales per store and that made a making sure their fuel business Ryan explains. huge diference to the culture. has a secure future At the start of the 21st century, Sheetz “We began stafng diferently. Before rolled out a store model it called ‘the conven- that, we were hiring convenience store RN 2 November 2018 // betterRetailing.com 7 If we wanted to be around for another 50 years, we had to invest in foodservice RYAN SHEETZ

“ThereInside is my lots shop of potential Dan Coffin and Ryan forSheetz someone oversee the comingmarketing intoand food thisstrategy business for Sheetz Sheetz’ Made to Go withrange includesfresh healthier ideas”snacking products, such as wraps and salads, and is located at the front of the store Sheetz Brothers Coffee is one of the company’s best-selling products, available to order and from self-serve machines

INFORMATION Location Altoona, Pennsylvania United States Opening hours 24/7 No. of stores 585 stores Staff 19,000 employees Open since 1952 » 8 betterRetailing.com // 2 November 2018 RN STORE TOUR

Inside my shop Recent changes in alcohol laws means c-stores can now sell beer and cide – Sheetz has introduced a refrigerated beer cave The business avoids franchising with other companies, preferring to build its own brand on lines such as doughnuts The centre of Sheetz’ food offer is Made to Order, which is available to order on in-store tablets and via a mobile app managers, after we began hiring from quick service restaurants and casual dining.” Sheetz’ foodservice ofer comes under three sub-brands: Made to Order, Made to Go and Sheetz Brothers Cofee. Made to Go contains its pre-prepared chilled food, such as sandwiches, wraps and cheese snack bars with Made to Order ofering customers a wider choice. Made to Order was introduced in 1986 and can be bought by customers with touch- screens in stores. The screens ofer dozens of food options such as appetisers, burg- ers, salads, wraps, subs, burritos, tortillas, pizzas, nachos and hot dogs, which can be completely customised with a number of toppings and ﬁllings. Food is then assem- bled in an in-store kitchen and is ready to go within 15 minutes. Sheetz Brothers Cofee can either be ordered or can be purchased with self-serve machines. These three brands represent 30% of the company’s revenue with a higher proﬁt share. “We grew into these brands over time. The easiest solution is to partner up with a franchise, like a Dunkin’ Donuts. We tried that and it didn’t work for us. We are control freaks. We subscribe to the thought that no one can do it better than us,” says Ryan. l

Get the full insight behind RN IN AMERICA Sheetz’ mobile app, investment in continues food and employment practices at next week betterRetailing.com/Sheetz

10 betterRetailing.com // 2 November 2018 RN NEWS & MAGS Newsagent scheme deemed non-viable 'This is not a brand that sits within a shop' Guardian makeovers Monocle news cafe plan still going The Guardian is still of- fering store makeovers ‘not suitable’ for UK to newsagents willing to EXCLUSIVE promote the title. by Marcello Perricone Ford Consulting was business model and the As a result, the com- The initiative had an [email protected] responsible for Kios- needs of UK retailers. pany and Ford Consulting initial run in January, kafe’s operations. Its “Food sales are good, has decided to go it alone, and consists of a bespoke Publisher Monocle has director, Kevin Webley, but aren’t Starbucks with plans to open and vinyl window display abandoned its UK Kios- said the concept for the level, and the margin on directly manage Kioskafe designed and paid for by kafe franchise plans after cafe/newsagent came print is very low, so the locations in other Euro- the Guardian. admitting that it is “not from Monocle’s editor challenges for indepen- pean locations, including Both the newspaper suitable for franchising”. in chief, Jayson Tyler dent operators is that it Portugal's capital, Lisbon. and retailers have final When its flagship loca- Brûlé. Webley told RN: wouldn’t be commercial- The director explained: say on its implementa- tion opened in Padding- “The Paddington store ly viable,” he said. “This is not a brand that tion, and the displays ton in 2015, it looked to wouldn’t be there if it “Unlike a traditional sits within a shop, and must stay up for a mini- combine the profitability wasn’t an owner-operated newsagent, Kioskafe has we don’t want to set aside mum of six weeks. of European-style cofee experiment by the brand a more limited product a corner of a shop and put The Guardian’s head and pastry cafes with itself – we found that as a range that is controlled in a kiosk. of sales and revenue the draw of a 300-strong standalone independent by Monocle. “The current strategic publishing, Rob Rattley, range of niche magazine operation, it’s not suit- "They wouldn’t be al- route is to work with rail said: “The displays have titles. It had plans to turn able to franchising.” lowed to sell cigarettes network hub owners here been a successful way to into a franchise model According to Webley, or the Daily Mail, The and in Switzerland, as promote the Guardian in the UK and overseas, the reason is the fun- Sun or House & Garden – they have prime sites in and Observer in a number but no franchisees were damental diference be- wide- reaching, high- commuter locations that of newsagents across the subsequently found. tween Monocle’s desired volume print titles.” we think are a better fit.” country. We have worked with individual retailers Correction: Last week, we printed some inaccurate figures for newspaper core sales. These are the correct values to create a bright and bold visual that has a positive DAILIES SATURDAYS SUNDAYS impact on the shop and on Title CORE SALES Title CORE SALES Title CORE SALES our newspaper sales.” September 2018 September 2018 September 2018

Daily Express 312,285 Daily Express 395,908 Sunday Express 280,025 Daily Mail 1,073,570 Daily Mail 1,797,021 Mail on Sunday 1,000,522 Game over Daily Mirror 490,184 Daily Mirror 635,950 Sunday Mirror 431,211 Daily Record 120,366 Daily Record 142,492 Sunday Mail 126,664 for Future Daily Star 351,911 Daily Star 336,450 Daily Star Sunday 214,085 Daily Telegraph 325,621 Daily Telegraph 479,328 Sunday Telegraph 277,103 mag pair Financial Times 27,263 Financial Times 67,120 People 167,360 Future Publishing is Guardian 111,337 Guardian 252,887 Observer 163,417 to close GamesTM and GamesMaster magazines. i 183,622 i 213,013 Sunday Post 110,859 The video gaming titles' The Sun 1,196,877 The Sun 1,630,851 The Sun 1,060,670 final editions were pub- Times 294,112 Times 467,312 Sunday Times 610,428 lished on 1 November and will remain on sale until TOTAL 4,487,148 TOTAL 6,418,332 TOTAL 4,442,344 the end of the year. Tony Mott, brand director of games at Future, said: “Despite the Investor fights Johnston Press break-up company’s strong perfor- Johnston Press’ largest “The long and proud to do anything, it is to of its level of debt and the mance overall, GamesTM shareholder has an- 250-year history of John- remove the board.” hostile market conditions and GamesMaster are no nounced plans to stop ston Press has now been However, according to for local media provi- longer profitable parts of the break-up of the replaced by a more recent analyst Douglas McCabe sion,” he said. the business. publisher’s titles and and tragic history of from Enders Analysis, "Every board can be “The decision was a to dissolve its board. rampant fee-sucking by removing the board would improved, but struc- difcult one, but everyone Investor Christen Ager- its negligent board and not solve the issue of John- tural change cannot be here is enormously proud Hanssen has increased incompetent advisers,” ston Press’ £250m debt. reversed. What Johnston of what the magazines his shareholding from he said in a statement. “The key question is Press ideally needs is an have achieved in their 20% to 25%, placing him “They have ignored the whether the board is the opportunity to move into lifetimes, which in 5% away from launching biggest shareholders, and key issue for Johnston an investment and in- GamesMaster’s case is an a financial takeover. I decided that if I’m going Press, or the combination novation phase.” incredible 25 years.”

12 betterRetailing.com // 2 November 2018 RN

REGIONAL NEWS NFRN Northern RN columnist DHL plans wins Community Champion Award welcomed Mike Brown (left) has won Northern members said the a Community Champion assurances given by DHL Award, run by Reach PLC and over the future of Pass My the NFRN. The new trophy is Parcel represent good news designed to reward newsa- for the industry. gents who go the extra mile National president Mike for their communities. The Michelson attended the RN columnist and Browns district’s executive meet- Newsagents proprietor ing on 23 October where received the prize for his he shared promises he’d dedication to ensuring his received that parcel levels customers still received their through the service would deliveries, despite the snow’s return to at least previous best eﬀorts during the Beast volumes. from the East earlier this District president year. He said: “It’s great for Graeme Pentland told RN: our store. We put it up on “We’re receiving around Facebook as our last award two parcels a week com- win generated 24,000 in- pared to the 50 we received teractions, really helping to previously, so to hear that raise our proﬁle in the com- DHL has plans to deliver munity.” As a regional win- those levels again makes ner, Mike will go forward to the future a little brighter.” compete for the national title, to be announced at the NFRN Awards in February. London

MPs quiz Head Office Solution sought to delivery problems ‘Reliance on contract drivers is the issue’ ministers on crime Smiths asked for urgent Meetings between the NFRN and MPs have led to a series of written meeting over service questions to government ministers. by Jack Courtez motivation for the driv- plagued by instances of they became less reliant Labour MP Emma [email protected] ers to provide the same poor performance. This on subcontractors.” Reynolds asked separate service. It also means has led to management Williamson urged re- questions about crimes Smiths News has been that the depot becomes being brought in from tailers with news supply against shop workers asked to attend an emer- clogged with vans at- elsewhere in the business issues to call NFRN Con- and the proportion of gency meeting at NFRN’s tempting to enter, exit and reductions in staf nect on 0800 121 6376. robberies that involved London HQ, following ‘a and load up at the site probation periods. a weapon. As reported serious deterioration of because there’s little Williamson said: “We in RN last week, service levels’ in the area. coordination.” normally see a period of Upcoming Conservative MP Martin London district presi- Peter Williamson, improvement after our regional Vickers called for a debate dent Nilesh Patel told RN: NFRN head of news op- meetings with Smiths, trade events in parliament on retail “In the past week, we’ve erations, said a pencilled- followed by a week of National Council crime and policing. had no supplements, in meeting with the disaster, so we need to Date 20-21 November, Discussing the series missing papers, late wholesaler was brought find a way to challenge 9am-5pm of meetings, national deliveries and an overall forward to deal with the causes of the retail Location Manchester president Mike Mitchelson serious deterioration of the issues. issues. This might be told RN: “We mainly service levels. Smiths’ Hemel Hemp- contract drivers.” NFRN/Smiths News Stockport Trade Day focused on crime, but “The company’s reli- stead depot serves a large The meeting is to take Date 25 November, business rates were also ance on contract drivers geographic area, follow- place this week. Asked 9.30am-2pm important. We asked is the issue. Often the ing the closure of the what he hopes will come Location Linguard Lane, for the business rates contractors subcontract company’s Borehamwood from the meeting, Patel Bredbury Park Industrial exemption to be raised the work, so there’s little and Slough branches last said: “It would improve Estate, Bredbury from the current level and accountability and no year. It has since been things if, like Menzies, for the exemption to apply to those with more than Contact Megan Humphrey with your trade news on 020 7689 3357, [email protected] or @MeganH_RN one store.” RN 2 November 2018 // betterRetailing.com 13 YOUR VIEWS A WAY TO GET OUR RN READER POLL VOICES HEARD Pete Cheema, No SGF 56% This November marks to take issues directly to the second anniversary parliament. of the establishment of To date, the CPG has Yes the Scottish Parliament’s discussed subjects in- 44% cross-party group (CPG) cluding: illicit trade and on independent con- its impact; protection of venience stores. Time retail workers; deposit has flown by since the return; convenience original proposal for its stores and their role in Now more than ever, influential forum provided Have you ever creation by the Scottish supporting businesses; the Scottish convenience by the CPG and the leader- written to your MP Grocers’ Federation and and the future of retail. sector requires a high- ship provided by SGF are about an issue you MSP Gordon MacDonald. The CPG meets profile, creditable, cross- absolutely essential. have faced in store? The formation of the quarterly and provides industry platform from The industry must CPG represented a major a unique cross-sectoral which its voice can be continue to use the CPG NEXT WEEK’S QUESTION political breakthrough platform for retailers heard. Given the pressures to get government and How much have you in the SGF’s political to engage directly with facing convenience retail, politicians of all politi- invested in your store engagement work. MSPs on the issues and such as the ‘real’ cost of cal persuasions to listen over the past year? Since then, the CPG has challenges facing the employment, as well as to the real concerns, proved to be a great suc- independent conve- taxes, business rates and challenges and issues cess, providing a unique nience store industry the ever-growing tome of facing this key sector of Vote now at opportunity for retailers in Scotland. regulatory restrictions, the the Scottish economy. betterRetailing.com We have to pay Payzone to VIEW FROM close our shop THE COUNTER Earlier this month, we with Mike Brown made the decision to close down our newsagent. We act as an agent for Western At 4.30am on Sunday morning, I was making a Union and UPS, which cup of tea before opening the shop when I heard we’ve had no problems a commotion in the nearby square. From experi- ending our time with. ence, I decided to keep a low profile, but in hind- We take card payment sight, perhaps I should have gone to investigate. within the shop, and also Apparently, several youths were using the roof of provide top-up services my van as a trampoline while taking selfies. for pay-as-you-go users When I discovered what had happened, of gas, electricity and I called the police, who were very sympathetic phones, all of which are and gave me a reference number for insurance serviced by Payzone. meaning they would not of which we have been a purposes. So far, I have heard nothing, despite Earlier this year, we have known if we had Payzone agent for 10. providing the contact details of witnesses who were issued a machine by received it or not. We now have to pay a live in the square and CCTV footage from a Payzone and were told it He said, in order to fee of £1,477 in order for us nearby café. was a new upgrade to the terminate our contract, we to close properly, which The following day, I received a nice surprise system that would be giv- must pay a sum of £1,477 isn’t possible. when Adrian Craig from Reach, in conjunction en to all its current agents. or leave the newsagent for Yasmin Akhtar with the NFRN, came into the shop and pre- At the time of installation, somebody else to run. In A&S Mini Market, sented me with an award. I was awarded ‘Com- Bedfordshire Payzone did not mention the case of the latter, the munity Champion of the North of England’ for that a new contract would contract would be passed the month of July. I don’t know who nominated be put in place, nor did we onto the new owner until Responding to the letter, a me, but it’s really pleasing to be recognised in sign anything. January 2021, when it’s Payzone spokesperson claimed this way. I spoke to a represen- due to expire. that all of its partnered stores Our local paper, The Northern Echo, is publish- tative on the phone on However, we were not received a letter, and that A & S ing a special Remembrance Sunday edition on 24 October who claimed looking to sell the business Mini Market did not respond. 7 November. It produces a special edition every we should have received as a going concern. We The company said it entered year, but this one, commemorating the centena- a letter in the post that are a struggling micro- the retailer into a new three- ry of the end of the First World War, has created detailed this, which business and it certainly year contract because it did not particular interest and quite a few customers we never did. They also wasn’t an easy decision hear back from them. Payzone have pre-ordered a copy – 10p from every copy confirmed the letter was to close our shop after refused to negotiate on the sold is being donated to the Royal British Legion. not sent by recorded post, running it for 11 years, terms of the retailer’s exit. 14 betterRetailing.com // 2 November 2018 RN PRODUCT NEWS What’s new

A nice warm cup All OK for VK Piece of cake of wellbeing Global Brands has added a new Premier Foods is extending its Mr Packed with antioxidants and anti- Watermelon drink to its VK portfolio, Kipling and Cadbury Cakes ranges inﬂammatory ingredients, SugaVida’s following consumer demand for the to include seasonal products aimed at Turmeric Latte is designed for those popular ﬂavour. shoppers looking for a treat. looking for a healthier hot drink. RRP £9.99 Contact [email protected]

Cut yourself a slice of festive cheer Ginger up Lotus pocus Arden & Amici’s panettones, in Gluten Supermalt has added Ginger Beer to Lotus Bakeries has unveiled a new jar Free Mini Panettone and Tipsy Tiramisu its range. The non-alcoholic carbon- design for its Lotus Biscof spread, fea- Low Bake Panettone varieities, are gour- ated soft drink is available in original turing images of Lotus Biscof biscuits met sweet food for the festive period. and zero-sugar varieties. RRP Tipsy Tiramisu (£10.00) and Gluten Free (£2.50) alongside images of the product in use. Contact [email protected]

Get mixed up with a blend of botanicals Wildcat Gin has an ABV of 41.5% and is distilled for mixing, using 10 botani- Shoot for the stars Child’s play cals. It has a classic gin taste with a Britvic’s new TV advert for Fruit Dairy Crest has teamed up with predominantly juniper aroma. Shoot Juiced aims to drive aware- Nickelodeon to feature popular kids’ RRP £28 ness of the brand among parents of TV characters across its Cathedral City Contact [email protected] children aged four to eight years old. Kids’ snacking range. RN 2 November 2018 // betterRetailing.com 15

[email protected] 020 7689 3355 @priyanka_NT f facebook.com/thisisRN Menthol ban is a vaping opportunity by Priyanka Jethwa [email protected]

Retailers that become a vaping destination before the menthol tobacco ban in 2020 will have the best Ale of a time chance of converting and Carlsberg is launching its ﬁrst range of retaining shoppers. bottled ales in four years for its Joshua That was one key Tetley & Son brand, including Tetley’s takeaway from a panel on Golden Ale and Tetley’s No.3 Pale Ale. vaping at the Local Shop Summit event in London last month. through it in detail with Meanwhile, Vince Nick Geens, head of shoppers,” he said. Malone, of Premier Tenby reduced-risk products at Andrew Newton, who Stores & Post in Tenby, JTI, who chaired the pan- runs Nisa Local in Cradley, said since he started to el, said one way to ensure Dudley, said he approached sell tobacco products in success was by having this initially by giving February, including vape regular conversations with staf who smoked a vape kits, trading overall has shoppers to explain the device to help them better increased by 40% since diferent types of products understand the product. last year, with 15% of that available to them to help “Margins can be up to growth attributed to to- generate initial interest. 80%, and with vape shops bacco and newspapers. “This can be done in a generally closing earlier He added: “Retailers number of ways – through than convenience stores, should look at the category PoS, but also by opening it gives independents an as one that is likely to make up a product and going edge over them,” he added. them a lot of money.”

That’s a doozy Doozy Vape Co has announced the Birds Eye’s new range Tilda ad launch of its new Nicotine Salts range that provides a stronger hit of nicotine recreates takeaway is cultural compared with regular e-liquids. chicken at home event Birds Eye’s new sharing with frozen chicken Tilda’s new advertising takeaway-style chicken currently worth £440m, campaign, Tildalicious, bites, Chicken Shop, having gone up in value encourages shoppers to will be available this by 9.3% and in volume by explore new cultures. month to retailers across 4.7% year on year. The advert, which will the nation. Frozen bone-in be on air until the end The range will be avail- chicken – such as wings of November, features 14 able in four varieties: – is also growing by 25%, dishes and represents a Buttermilk Strips, Hot & alongside chicken strips wide range of languages Fiery Chunks, Maple & by 29% year on year. and nationalities. BBQ Wings and Southern Markos Papavlaso- Anna Beheshti, brand Fried Wings. poulos, senior brand lead at Tilda, said: “This The launch will be manager at Birds Eye, is our biggest brand supported by a £3.5m said: “We’re seeing an campaign yet, with a marketing investment, increasing trend towards £1.5m investment to reach with TV advertising and informal eating such as new consumers and drive social media activity, as big night in occasions. brand growth. Taste of home well as a programme of “To cater for this, the “We have developed a McCain is launching a new recipe for its in-store events. Birds Eye Chicken Shop campaign that illustrates Home Chips brand following three years The launch is aimed at range can be stored in Tilda’s positioning at the of development, with the brand having tapping into the growing the freezer and cooked in heart of multiple cultures a 27% penetration in the category. demand for chicken, 25 minutes.” and communities.” 16 betterRetailing.com // 2 November 2018 RN PRICEWATCH Profit checker Single chocolate bars Price checker

KitKat Chunky Salted Caramel Fudge 42g Price distribution % PRODUCT

40%

32.4% of independents 36% sell this product at the 67p RRP Ferrero Kinder Joy Christmas 20g 32% KitKat Chunky Salted Caramel Fudge 28% 42g Mars Snickers Duo 24% 83.4g

20% Cadbury Twirl 43g

16% Mars Bar Duo 85g

12% Mars Twix Xtra 75g 8% Cadbury Wispa 36g 4% KitKat 41.5g 0%

Nestlé Milkybar Medium

72p 75p 77p 59p 63p 65p 67p 70p 78p 79p 85p 50p 60p 64p 66p 68p 69p 80p 25g

Cadbury Wispa Gold Analysis and retailer insight 48g Maltesers Buttons Treat Bag Single chocolate bars are the heart of Extra margin is available on bigger If you must price keenly, consider 68g a convenience store’s ofer, but cheap lines, such as Mars Duo and Twix merchandising chocolate singles in multipacks in supermarkets are put- Xtra, which can be priced above RRP baskets next to your food to go, with Kinder Bueno White Bar ting on the pressure. as they ofer better value to shoppers. a lunch meal deal to increase spend. 39g This is evident in the table (right), There are also products such as It’s essential to ofer shoppers choice, which shows that independents are Kinder Joy that ofers children’s toys though, so stocking healthy snacks pricing standard singles, such as Cad- for extra value. Shops such as the c- such as fruit next to chocolate bars is bury Twirl, Wispa and Kinder Bueno store in central Sussex in the table are a great way to show you have the full Total below RRP to stay competitive. able to charge nearly twice the RRP. ofer available.

We stick to the RRP in the cat- We set the price of single choco- Sarj Patel egory, but also buy a lot of price- Peter Robinson late bars above the RRP in this STORE Pasture Lane Stores marked stock from wholesalers. STORE Robinson Retail category because the RRP set by LOCATION Loughborough, Around 80% of Cadbury lines at LOCATION Pembroke, Pembrokeshire manufacturers doesn’t produce Leicestershire wholesale come pricemarked ‒ SIZE 1,300sq ft enough gross profit to cover SIZE 1,000sq ft it’s better value for money and it TYPE village other costs. I find that people TYPE village sells far quicker than those that are happy to pay a little more; are not pricemarked. Single bars it doesn’t seem to bother them. TOP TIP of chocolate are incremental TOP TIP We also stock a few lines that are Stock price- to the category, with Cadbury Set your own pricemarked. Bestsellers in the marked bars to Dairy Milk single bars the prices because category include the Euro Shop- help communi- bestseller, but over the past year, RRP doesn’t offer per range because of its price, cate value to I have noticed a gradual shift enough profit which makes it the cheapest line your shoppers toward more shoppers picking we ofer. We also set promotions up larger sharing blocks because in the category comprising two most of them come in £1 price- or three bars for £1, depending marked packs. on the brand. RN 2 November 2018 // betterRetailing.com 17

Priyanka Jethwa [email protected] 020 7689 3355 @priyanka_NT

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get value, insights and business beneﬁts from EPoS data. To ﬁnd out how they could help you call 07976 295094 SUPERMARKETS AVERAGE BOOKER RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER TESCO SAINSBURY'S ASDA UK RRP RETAIL 1 2 3 4 5 6 PRICE* HIGH STREET POST OFFICE AND LOCAL C-STORE C-STORE AND LARGE C-STORE IN C-STORE IN 1 2 3 STORE IN ESSEX NEWSAGENT IN AND POST OFFICE NEWSAGENT CARDIFF SUBURB WIRRAL VILLAGE VILLAGE READING SUBURB IN NORTH EAST IN SUSSEX HIGH STREET COASTAL TOWN COASTAL RESORT

£1.07 £1.09 99p ‒ £2.08 £2.08 £1 99p £1 £1 80p

70p 67p 74p 65p 69p 69p 65p 67p 60p 50p 60p

90p 79p 95p 85p 95p 89p 90p 89p 80p 85p ‒

55p 70p 55p 55p 55p 55p 55p 55p 60p 65p 60p

90p 79p 95p 85p 95p 89p 90p 89p 80p ‒ ‒

90p 79p 95p 85p 89p 89p 80p 89p 80p 85p ‒

55p 70p 55p 55p 55p 55p 55p 55p 60p 65p ‒

64p 65p 74p 69p 59p 69p 69p 80p ‒ 50p ‒

61p 61p 59p 55p 60p 59p 55p 59p ‒ 45p 60p

55p 70p 55p 55p 55p 55p 55p 55p 60p 65p 60p

£1 £1 £1 £1 £1 £1 ‒ £1 60p ‒ ‒

60p 79p ‒ 60p 60p 60p 60p 60p 60p 65p 60p

* from a sample of 3,500 stores £8.97 £8.49 £7.60 £6.75 £3.80

In this category, we set the prices When it comes to the single Shailesh Patel for single chocolate bars slightly Nicola Ransome chocolate bar category, we STORE WHSmith Local above the RRP. This is to cover our STORE Welton’s normally stock pricemarked LOCATION Purley, London increasing overheads, from the LOCATION Market Harborough, packs. If we do price them SIZE 900sq ft rise in the national living wage Leicestershire ourselves, we go above RRP TYPE town to business rates and rent costs. SIZE 2,000sq ft and sell them all at the same TYPE village Usually, the RRP in this category price. To get the best prices, doesn’t cover these costs and, as we shop at Booker Wholesale TOP TIP a result, for the past four years I TOP TIP because they always have deals Keep your display have been setting prices slightly Know your local such as two-for-£1 pricemarked clean and tidy, higher – I don’t think shoppers market and packs, or bars at 55p to 60p and make sure mind paying a few pence extra in competition, pricemarked. I would say that you have good this category. To make the most of and focus on the category is not great for availability of the category, I recommend stock- bestsellers margins, but overcoming this products ing bestsellers such as Cadbury, is all about pricing according to Mars and Nestlé products, as these what you think your shoppers are what shoppers want. are willing to pay. 18 betterRetailing.com // 2 November 2018 RN SPECIAL REPORT How best to invest Last month, the ACS revealed that the average symbol group store invests £13,636 in its business each year. So, the RN team asked readers a simple question: how would you invest that money in your store today?

How I’d spend my £13,636

Sarj Patel Pasture Lane Stores, Loughborough, Leics

In rural Leicestershire, Sarj Patel runs a business that a mixture of locals and university students rely on – many for more than just a top-up shop every few days. How would he use this money to improve his offer?

The dream but if I had an additional £14,000 If everything was already fixed and or so to spend on extras, I would updated, I would bulk up on wines refurbish the store front by add- and spirits, especially gin – this is a ing a lick of paint and new signs trend I haven’t capitalised on yet – and windows. and ofer promotions on it. I would also hire in more storage space for Staffing this range. I think it is so important that staf get the correct training to do their Essential update job properly, so I would enrol all One area we need to concentrate on three of my staf into a programme is our food-to-go ofering. We have a that covers things such as EPoS sys- cofee machine already, but I would tems, and food safety and hygiene. like to bring in things such as fresh pastries, doughnuts and cakes. This Investing in the latest trends is what will help us stand out from I would like to bring in a gluten-free the competition. aisle, as the trend is becoming more relevant to my shoppers. At the mo- Appliances ment, we don’t have space for it, so We recently had a refit where we I would need to create that space by added in new low ceiling lights, moving things around. RN 2 November 2018 // betterRetailing.com 19

How I’d spend my £13,636

Bay Bashir Belle Vue Go Local, Middlesbrough

Bay Bashir runs three stores, including an award-winning convenience store that thrives even amid tough competition from supermarkets and discounters.

The Dream slush machines may cost £5,000, you’ll find it was worth paying that There are some items where, if you but they pay for themselves 10 times bit extra in the first place. overthink it, you’ll miss the oppor- over. Special items like this are all tunity, so if you’ve got the cash, it’s about putting cash in the till. Staffing important to use it. Tango Ice Blast I already give incentives out to my Essential update staf to make sure they are rewarded If you are thrifty, £13,636 will go a for good practice. I’d use the funds to long way in keeping overall store give further cash incentives to staf. standards high. It can be hard to Running several stores, you can’t be measure the return on keeping everywhere at once, and rewarding flooring, shelving, outside work and staf helps to ensure standards are other basics looking good, but it’s a kept high. must considering the level of competition stores now face. Investing in the latest trends I’d update my cofee machine. In one Appliances store I replaced my Nescafé machine You have to look at the bigger pic- with a Rijo machine and I’ve gone ture, look at when they will begin to from four cups per day to 35, even pay for themselves. There’s always though the price has also increased a cheaper option at the point of by 30p. With investing in trends purchase when it comes to refrigera- such as cofee, it’s all about brand, tion, but when you look at your bills, in-store placement and quality.

How I’d spend my £13,636

Ray Monelle Everyday (Orchard News), Western-super-Mare

In Ray Monelle’s seaside store, improving knowledge about the latest retailing methods – for him and his staff – seems to take centre stage alongside the ambition to make fresh food to go in-store.

The dream improved CCTV and had new fridges I would bring in handmade sand- installed. This was all part of the wiches. We’d also look for other essential appliance work. new products and innovation, and explore ways to increase turnover Staffing and footfall in-store. We’d look to We currently have two members learn about more efcient ways to of staf, so with an extra £13,636, handle stock. I would recruit a couple more members of part-time staf for extra Essential update cover. This would free up some of my We’ve already done it. We recently time to look into how else we can had a refit and upturned the store, develop the business. so we refitted the lighting, flooring and practically redesigned the en- Investing in the latest trends tire shop floor. We had it all done If I was given money to invest in a in one go. We’re still limited on trend, I would increase my food-to- space, however. go ofering and bring in things like a hot counter – this is an area in retail Appliances that is constantly growing. If I had We had a total new security system the room, I’d also like to bring in installed that included a new alarm, more gluten-free lines. » 20 betterRetailing.com // 2 November 2018 RN SPECIAL REPORT How I’d spend my £13,636

Chaz Chahal Simply Fresh the Forge, Bromsgrove, Worcestershire

Chaz’s village store in Worcestershire receives business from a mixture of elderly residents and mothers living in the nearby estate. How would he use the money to improve his offer to these customers?

The dream I would have a cabinet and bin I would install self-checkouts. We next to it. Sticking a standalone see more of them in the multiples cofee machine next to an aisle and they’re more widely accepted by just looks cheap. customers who shop in convenience stores. It’s not something that would Staﬃng work now, but it will become a trend Internal training is important. I’d in the next few years. use the funds to train one senior member of staf and increase their Essential update knowledge on areas such as operat- One area which would receive an ing an EPoS system or merchandis- update in my stores are the CCTV ing. They can then pass this knowl- systems. Security is important for edge onto their colleagues. preventing shop theft. Having a system that is visible to customers Investing in the latest trends increases the likelihood of deterring Vaping and food to go are big thieves from stealing. trends, but I wouldn’t have a complete overhaul of any one particular Appliances category. I’d look at how the areas I’d invest in equipment that would are performing within my stores ﬁt with the branding of the shop. For in general and invest in them example, if it was a cofee machine, when needed.

How I’d spend my £13,636

Josh Taylor Tywardreath Village Shop, Cornwall

The Cornish store already runs as a community-focused enterprise, but these extra funds could help employ a disabled member of staff or improve the store’s tech resources. The dream we would probably look at some of I think we would look at introduc- the gadgets that are available that do ing new facilities to test out in the stock take for you. shop. Our cofee machine was a good little investment, so we would use Staﬃng the money to test some new services This would enable us to employ like a hot food counter. someone else and, if the money wasn’t a one-of, we could employ Essential updates those in the community who might The shape of our store is quite awk- not be able to get employment due to ward, so we would look to leverage disabilities, for example. that money to build more stock space. We would probably use some Investing in the latest trends of the money to give the front of the We are already doing quite a lot store a new look. with technology and have an app and a website updated. It would be Appliances good to move the cash machine We could deﬁnitely update our outside because, at the moment, fridge and freezer to a more efcient, it is in store so customers can’t use environmentally-friendly model and it after 6pm. RN 2 November 2018 // betterRetailing.com 21

How I’d spend my £13,636

Paul Patel WHSmith Local Dibden Purlieu, Hampshire

Making sure Paul Patel’s local community is fully aware of the products he offers would be the big priority when it comes to making a big investment in his store.

The dream like to improve access to the shop and I think I would spend the money replace our manual doors with slid- largely on marketing as you can ing doors – so there is easier access for never do enough. I would like to be people with scooters or less mobility. active on social media, compose a website, print more leaflets and dis- Staffing tribute them more widely and even Small businesses tend to focus on advertise on the radio. day-to-day operations and forget this side. Very few invest enough Essential updates in training, so I would like to If we had extra money, we could help staf broaden their skills and purchase in bulk and get better perhaps organise a day trip for our deals on promotional stock. Then newspaper boys. we could display in-store marketing to promote it. We could also reduce Investing in the latest trends our overheads so there would be less As I say, we could do much more pressure on cash flow. with social media and spend the money on doing a course or get help Appliances to make a website. We’d engage a We could do with a new, more professional marketing company energy-efcient chiller. I would also that ofers these services.

How I’d spend my £13,636

Robert Kirkwood The Corner Shop Convenience Store (Premier Express), Crossgates, Fife

Robert Kirkwood owns two stores, but in his first store he would love to be able to give his staff a loyalty bonus and offer food to go.

The dream would be helpful – stores seem to be I would like to get nice new tiled using more and more data in their ﬂooring because, at the moment, we businesses now. have plastic tiles that can leak. And then I would also like to spend the Staﬃng money on some proper shelving for It would be great to give some kind the store room. of bonus for loyalty to our staf, if we had the opportunity. The budget Essential updates announced that the minimum Our computer system is running wage will increase again, so it would slowly at the moment, so it would be be good to know we could aford good to have an updated one. At the these rises. moment we have to make do with what we have got and it does afect Investing in the latest trends some of our processes. If I had the room, I would like to spend some money on food to go Appliances in this store and set up a bakery The store is only three years old, so area. Other than that, we have we are mostly all good with our ap- Zapper, and EPoS, so I think we pliances. Maybe a new EPoS system are okay. l 22 betterRetailing.com // 2 November 2018 RN XMAS SOFT DRINKS

Test your festive range Chiller space is a valuable asset and as retailers approach the final weeks before Christmas, there will be huge pressure to increase ranges across many different categories. Priyanka Jethwa challenges the big soft drink segments on why they should keep their spots

WHAT’S THE POINT OF… on their own or as an ingredient for a extremely important for retailers STOCKING ADULT SOFT cocktail or mocktail,” she says. to invest in at Christmas time, and DRINKS AT CHRISTMAS? Meanwhile, demand for premium within this, energy drinks are the For many years now, the ‘cocktail products has had a huge impact in biggest-selling soft drink segment trend’ has been slowly changing the the adult soft drinks category, with for independents. way many consumers think about more focus on quality over quantity. Currently representing more drinking at home. Jen Draper, head of marketing at than £400m-worth of sales in the This year, it has grown further Global Drinks, says flavour combi- channel, Lucozade Ribena Suntory still and the arrival of the festive nations, such as Franklin & Sons’ Adult soft says energy brands should be an season will give many partygoers Cloudy Apple & Yorkshire Rhubarb essential part of any independent the excuse to be even more ambi- with Cinnamon, appeal to those drinks is retailer’s chiller. tious with their mixes. It means, looking for something diferent. a growing Scott Meredith, the company’s therefore, that adult soft drinks are “Retailers must ensure they have sales director, says in order to now a must-stock, suppliers say. a full range of premium soft drinks sector that maximise sales in the run-up to Amy Burgess, trade communica- in a selection of interesting flavours,” Christmas, energy drinks should tions manager at Coca-Cola Euro- she says. “Placing them next to food is ideal be brand blocked with a minimum pean Partners, says retailers should pairings provides an opportunity for two facings per flavour. consider siting adult soft drinks, independents to upsell.” for home Stocking multipacks of cola and such as Schweppes, alongside their entertaining carbonates is also essential, Adrian alcohol range: “Adult soft drinks is a WHAT’S THE POINT OF… Troy, marketing director at Barr growing sector that is ideal for home STOCKING COLAS AND Soft Drinks, says – especially to entertaining, and drinks like Ap- CARBONATES AT CHRISTMAS? those preparing for get-togethers pletiser are popular whether served The colas and carbonates category is and parties. » RN 2 November 2018 // betterRetailing.com 23 XMAS SOFT DRINKS 'TIS'TIS THETHE SEASON,SEASON, TO BBOOSTOOST YOUR PROFITSPROFITS

Making cocktails at home is now driving an increasing number of premium soft drinks sales

STOCK UP NOW!

CCEP expects a boost in both Appletiser and Schweppes sales 24 betterRetailing.com // 2 November 2018 RN XMAS SOFT DRINKS “To promote multipacks, category is quality, as younger retailers should stock up shoppers look for upmarket on best-selling soft products and packag- drinks brands and ing, or to brands that make the most of are less available at seasonal PoS.” £400m the multiples – in Furthermore, as The value of the other words, craft. research shows, Amelia Parker, sales of new fla- energy drinks brand market- Consumers, vours are growing category to ing manager at at 16% year on year, Clearly Drinks, says particularly and Simon Gray, independents stocking craft-style the under- founder and managing drinks can be beneficial director at Boost Drinks, to independent retailers 30s, are says for retailers to capitalise thanks to their higher price on this, stocking products such as points and margins. now the brand’s Cosmic Glow – which “Consumers, particularly the considering is Grape & Cherry flavour – will under-30s, are now considering help increase basket spend. “Boost flavoured water as a soft drink, and flavoured is also introducing a 250ml can are experimenting with more ad- as a limited-edition option that’s venturous flavours and styles of soft water as a designed to appeal to consumers drinks,” she says. looking for new flavours in the Meanwhile, retailers should also soft drink winter months,” he adds. ofer a range of sparkling varieties this season, targeted at those look- WHAT’S THE POINT OF… ing to abstain from alcohol, but who STOCKING WATER-PLUS AT still want a fizzy option. CHRISTMAS? Burgess, at Coca-Cola Euro- The increasing popularity in the pean Partners, says: “The flavoured water-plus category, which is water sparkling range is available in a with added functional benefits, 600ml format. The pack design also can be attributed to growing public retains the brand’s bold, simplistic concern about being mindful about look, to appeal to younger consum- calorie and sugar intake, while still ers. CCEP’s Glacéau Smartwater is wanting some flavour. available in four sparkling flavours: One of the biggest trends this Berry & Kiwi, Lemon, Green Apple WHAT’S THE POINT OF… Christmas in the water-plus and Grapefruit & Watermelon.” STOCKING SOFT DRINKS FOR KIDS AT CHRISTMAS? Burgess says Capri-Sun Fruity Water is now worth £2m, demonstrating the increasing demand for water- based options for children. But while regular soft drinks remain popular, retailers can also capitalise by stocking a range of milk- based drinks. Milk-based drinks remain excluded from the sugar levy, and retailers can increase sales by siting them in the soft drinks chiller to ofer an alternative for parents and carers looking for something diferent to give to children. Richard Duplock, marketing manager at Yazoo, says: “Within the soft drinks category, flavoured milk is a category worth £290m, growing at 4.1% year on year, making this a category that retailers cannot overlook when considering their soft drinks sales.” From speaking to industry leaders, if you want to cater to the widest possible demographic, retailers must ensure they have a good selection of soft drinks available for children, as well as a selection that appeals to parents. This involves soft drinks that ofer a reduced sugar content, that are natural and have a high water content. l

RN 2 November 2018 // betterRetailing.com 27 THIS WEEK IN MAGAZINES My week in magazines

Marcello Perricone Magazines reporter [email protected] A DEDICATED AREA CAN BRING REAL CHRISTMAS CHEER

We’re less than two months away from Christ- mas, ofcially kicking of the season as far as the magazine industry is concerned. Last week, we ran a feature on the best titles to stock in the run-up to Christmas, giving you a heads-up on the biggest trends for the end of the year. However, there is one way to boost sales that does not rely on publishers: Christ- mas sections. Launch of the week Many established independents are aware of the value of a dedicated Christmas section, taking a whole part of the store and converting A SMART MAGAZINE FOR it into a one-stop shop for seasonal products. By stocking cards, toys and stationery alongside special Christmas titles, you can boost the sales of multiple categories. CUSTOMERS’ HOMES In addition, Christmas sections not only A new technology one-shot features reviews, guides and buying allow customers to find all related products in a single area and increase basket spend, advice covering the latest gadgets consumers can buy to turn the they also incentivise impulse purchases. homes of today into the homes of tomorrow As the festivities begin, you should ensure you have a Christmas section in your shop, AMAZON ALEXA AND Google Home are be- refresh its stock regularly, and continue to dis- coming more ubiquitous, so many people play all your products tidily and attractively. are wondering what the deal is with ‘smart By taking advantage of this annual opportu- homes’ – what they are, what they can do nity, you can increase all your sales, not just and how much it costs to turn your house SMART HOME those of magazines. into one are all constant questions. On sale 8 November GMC Media’s latest magazine is here to Frequency one shot Correction help. Smart Home is the newest technol- Price £7.99 ogy one-shot and focuses on the latest In the standfirst of 19 October’s Launch Distributor Seymour of the Week, we stated publisher advancements in home gadgets. It fea- Display with Ideal tures reviews, guides and buying advice Home, Country Living, Immediate Media was responsible covering everything from electronic ther- Your Home for Edition Dog magazine, rather than mostats and smart light bulbs to personal the actual publisher, Warners Group assistants, as well as hack-proofing your Publications. We apologise for any Wi-Fi devices. inconvenience.

COLLECTION PACK 3.99 rrp PACKET 70P rrp www.paninigroup.com 28 betterRetailing.com // 2 November 2018 RN SYMBOL KEY [email protected] 020 7689 3350 Price Launch Frequency Bumper One Special Free Competition Re- Recent Spotlight @MarcelloP_NT change change issue shot issue gift design launch f facebook.com/thisisRN SPECIALIST CHOICE EUGENE DIAMOND, DIAMOND GRAND DESIGNS NEWSAGENTS, BALLYMENA On sale 7 November l Focused on extension, renovations and self- Frequency monthly builds, Grand Designs features style guides and Price £4.40 product reviews for indoor and outdoor projects. Distributor Marketforce l December’s edition includes timber builds and Display with Homebuilding kitchen projects, alongside a preview of the Riba & Renovating, Self Build House of the Year awards. and Design, Build It

YOU & YOUR WEDDING On sale out now l This wedding magazine has advice, ideas and Frequency bimonthly articles about all aspects of wedding ceremonies, Price £5.50 including locations, dresses and food. Distributor Frontline l The last issue of 2018 doubles as the ﬁrst issue of Display with Brides, Perfect 2019, and comes with a free 60-page venue guide of Wedding, Wedding Ideas the most beautiful places to get married in the UK. On sale out now Frequency weekly Price £2.20 STEAM RAILWAY Distributor Marketforce l A magazine for train enthusiasts, Steam Rail- On sale 9 November way includes features and articles on and analysis Frequency monthly HELLO! of steam locomotives. Price £4.40 l This issue comes with a free DVD that takes an Distributor Frontline Who buys it? in-depth look at 15 heavyweight trains, including Display with Rail, Railway Women of all ages, from their features, routes and engines. Magazine, Heritage Railway 20 to 70 years old.

How do you promote it? I display it on the front of THIS IS SLIME SQUAD the shelf, as it l Aimed at seven- to 10-year-olds, this kids’ On sale out now is bound to magazine focuses on DIY projects using slime. Frequency monthly attract customers l This issue includes a ‘slime and sparkle’ Price £3.99 with every new sleepover guide, a slime design kit and a competi- Distributor Marketforce issue. tion to win a slime bundle worth more than £250. Display with Animals and You, Unicorn Universe Bestsellers Home interest

Title On sale In PUZZLE ANNUAL date stock On sale 5 November 1 Ideal Home 30/10 CHRISTMAS SPECIAL 2018 Frequency annual l This Christmas staple is back with a selection Price £3.99 2 Country Living 31/10 of puzzles for all ages. Distributor Seymour 3 Your Home 31/10 l The 2018 edition includes a covermounted free Display with Puzzler pen and a £2,500 prize competition. Collection, Take a Puzzle 4 25 Beautiful Homes 01/11 5 House Beautiful 06/11 6 Country Homes & Interiors 01/11 7 Homes & Gardens 01/11 JAGUAR WORLD 8 Living Etc 01/11 9 Style at Home 31/10 l This motoring magazine has features, test On sale out now drives and the latest news on cars from the Frequency monthly 10 House & Garden 05/11 UK car manufacturer. Price £4.99 l December’s edition includes 32 pages of Christ- Distributor Seymour Data from independent stores supplied by mas gift ideas and a restoration guide. Display with Mercedes Enthusiast, Classic Ford RN 2 November 2018 // betterRetailing.com 29

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

Partworks Collectables

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

DeAgostini Hachette Panini Topps Art Gallery 35 60 8.99 2000 AD Disney Favourite Friends I Believe In Unicorns British Steam Railways 35 50 1.99 The Ultimate Collection 31 80 9.99 Sticker Collection 2.99 0.60 Sticker collection 3.00 0.60 Build the Jaguar 85 100 8.99 Art of Quilting 48 150 3.99 England Adrenalyn XL Journey to Star Wars 4.99 1.00 Build Your Own R2-D2 95 100 8.99 Assassins Creed: Trading Cards 4.99 1.50 Match Attax 2017/18 4.99 1.00 Cake Decorating 34 90 3.99 The Official Collection 44 80 9.99 FIFA 365 Trading Cards 4.99 1.00 Num Noms sticker cll’n 2.99 0.50 Classic Dinky Toys Collection 22 60 11.99 Big & Little Crochet 18 72 4.99 Jurassic World Premier League Enhancing Your Mind, Classic Routemaster 41 130 8.99 Sticker Collection 2.99 0.70 Sticker collection 1.99 0.50 Body, Spirit 95 120 3.99 Draw The Marvel Way 74 100 4.99 L.O.L Surprise! Ring Pop Puppies 2.00 – Magiki Cuddle Buddies 26 30 3.99 Marvel’s Mightiest Heroes 127 130 9.99 Sticker Collection 2.99 0.60 Shimmer and Shine My Animal Farm 70 70 5.99 The All Killer No Filler Marvel Avengers: Infinity Sticker collection 3.00 0.60 Star Wars Helmet Coll’n 74 80 9.99 Deadpool Collection 5 60 1.99 War Sticker Collection 2.99 0.60 Shopkins World Vacation 3.00 0.60 Zippo Collection 82 100 19.99 Transformers GN Collection 49 80 9.99 Tangled TV Series Star Wars: The Last Jedi Warhammer 57 80 9.99 Sticker Collection 2.99 0.60 Sticker collection 3.00 0.60 Eaglemoss Warhammer 40,000: 2018 FIFA World Cup Russia Adrenalyn UEFA Champions League DC Comics Graphic Novel 83 100 9.99 Conquest 9 80 1.99 XL Trading Card Game 5.99 1.50 Sticker collection 4.00 0.60 Game of Thrones 59 60 9.99 2018 FIFA World Cup Russia Official WWE Slam Attax 10 My Little Pony Panini Sticker Collection 3.99 0.80 Trading Card Game 4.99 1.00 Colouring Adventures 87 80 F1 Collection 67 70 10.99 4.50 DeAgostini Star Trek Ships 136 130 10.99 Marvel Figures 21 84 11.99 Magic Box Supercars 5 60 2.99 Zomlings Series 6 0.50 Magiki Princesses 2.50 Star Monsters 1.00 Magiki Unicorns 2.99 SuperZings Series 2 5.00 Sharks & Co 3.50

Newspapers

Daily newspapers price/margin pence/margin % Saturday newspapers Sunday newspapers Sun 50p 11.15p 22.3% Sun 70p 14.98p 21.4% Sun £1.20 23.1p 21% Mirror 75p 16.05p 21.4% Mirror £1.20 24.72p 20.6% Sunday Mirror £1.60 33.6p 21% Mirror (Scotland) 75p 17.12p 21.4% Mirror (Scotland) £1.20 24.72p 20.6% People £1.60 33.6p 21% Daily Record 75p 16.05p 21.4% Daily Record £1.10 22.6p 20.6% Star Sunday £1 19.89p 21% Daily Star 40p 7.26p 22.5% Daily Star 60p 12.085p 21% Sunday Sport £1 24.3p 24.3% Daily Mail 70p 15.62p 22.31% Daily Mail £1 21p 21% Mail on Sunday £1.80 37.8p 21% Express 60p 13.31p 22.5% Express 90p 19.11p 21% Sunday Mail £1.90 38.76p 20.4% Express (Scotland) 60p 13.31p 22.5% Express (Scotland) 90p 19.11p 21% Sunday Telegraph £2.00 45.5p 22.75% Telegraph £1.80 38.7p 21.5% Telegraph £2.20 49.5p 22.5% Sunday Times £2.70 56.7p 21% Times £1.60 34.4p 21.5% Times £1.90 39.9p 21% Observer £3 73.5p 24.5% FT £2.70 54p 20% FT £4.00 88p 22.6% Scotland on Sunday £1.70 39.95p 23% Guardian £2 44p 22% Guardian £2.90 63.8p 22% Racing Post £2.60 61p 23.46% i 60p 13.2p 22% i Saturday £1 21.5p 21.5% Sunday Herald (Scotland) £1.70 35.7p 21% i (N. Ireland) 60p 13.2p 22% i (N. Ireland) £1 21.5p 21.5% Sunday Express £1.50 31.5p 21% Racing Post £2.30 54.0p 23.48% Racing Post £2.60 61p 23.46% Sunday Post £1.90 37.5p 19.75% Herald (Scotland) £1.30 29.90p 23% Herald (Scotland) £1.70 39.1p 23% Scotsman £1.60 36.0p 22.5% Scotsman £1.95 43.88p 22.5%

Weight Watchers 20-2117-18 DecemberOctober Scale of third-party advertising insert payments Total Supplements Ad inserts Number of Heaviest Insert Original Mail Mirror News Express Guardian Telegraph weight weight weight Inserts ad insert weight scheme UK Sunday Times 1,145g965g 490g530g 105g60g 37 50g25g Cumulative? no yes no no no no no TelegraphDaily Telegraph 1,115g760g 510g185g 100g0g 04 25g0g 0-69g n/a n/a n/a n/a n/a n/a n/a TimesObserver 885g575g 165g30g 60g10g 41 10g25g 70-100g 1.5p 2.5p 2.57p 2.7p 2.93p 2.75p 2.93p 101-200g 2p 3p 3.36p 3.3p 3.65p 3.35p 3.65p GuardianSun 830g565g 540g220g 100g40g 45 35g25g 201-300g 4p 5p 6.09p 5.5p 6.26p 5.75p 6.26p FTDaily Mail 820g515g 440g480g 40g75g 03 35g0g 301-400g 5p 7p 7.43p 6.7p 7.06p 7p 7.06p Mail on Sunday 405g715g 395g265g 70g10g 31 30g10g 401-500g * 7.5p * * * * * ObserverGuardian 370g655g 290g350g 40g20g 21 40g10g Over 500g * 8p * * * * * The Times – – – – – Daily Mail 620g 250g 40g 2 35g * By negotiation Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. Associated Newspapers =2p. Express Newspapers =2p. Telegraph Group =2p. Per copy supplied Independent News & Media =2p. Financial Times =2p. Mirror Group Newspapers =2p