From Campus to Community How Looking Beyond Our Student Customer Base Attracted a New Audience and Year-Round Sales Page 6 »

How to manage your craft range 5 ways to cash in on this mega trend FEATURE Page 26 »

RETAIL NEWS THAT MATTERS ● £2.50 ● 18.05.2018 From campus to community How looking beyond our student customer base attracted a new audience and year-round sales Page 6 »

NEWSTRADE PARLIAMENT SYMBOLS ‘Print still NFRN Costcutter a growth backs new stores’ platform MPs’ retail 6% rebate for us’ crime fight ‘unfair’ Publishers say Retailers’ experiences Vol 129 No 20 Outcry as Nisa FOR TRADE USE ONLY dominant print as important as stats, 20 retailers’ terms don’t revenue outpacing says government match up under Co- digital Page 11 » body Page 5 » op takeover Page 4 »

p1 Cover SOR.indd 1 15/05/2018 18:03 2 18 May 2018 RN CONTENTS Shaping the future of independent retail since 1889 ways to drive impulse sales 5 this summer Page 22

Editor Features editor News editor Chris Rolfe Tom Gockelen-Kozlowski Helena Drakakis @ChrisRolfeRN @TomGK_RN 020 7689 3357 020 7689 3362 020 7689 3361

Reporter Reporter Reporter Alex Yau Priyanka Jethwa Marcello Perricone @AlexYau_RN @priyanka_RN @Marcello_RN 020 7689 3358 020 7689 3355 020 7689 3350

Head of design Sub editor Anne-Claire Pickard Ryan Cooper 020 7689 3391 020 7689 3354

Editor in chief Account manager Marketing executive “We’ve had five armed Louise Banham Jon Melson Michael Sharp 020 7689 3353 020 7689 3372 020 7689 3356 robberies and I’ve been beaten Designer Sales executives Finance Director Emma Langschied Khi Johnson Parin Gohil 020 7689 3380 020 7689 3366 020 7689 3375 up twice, so it’s personal” Production Joe Waxman Finance executive coordinator 020 7689 3363 Abi Sylvane Ray Monelle p5 Alex Garton Sales support 0207 689 3383 020 7689 3368 executive Finance administrator Account directors Michela Marino Anubhuti Shah George McCracken 020 7689 3382 0207 689 3397 020 7689 3364 Managing director HEADLINES OPINION Chris Carnevale Nick Shanagher 020 7689 3389 07966 530 001 4 BREAKING NEWS 12 YOUR NEWS Costcutter deal deemed ‘unfair’ Somerset retailers fear effects of by Nisa retailers increased car-parking charges If you do not receive your copy of RN please contact Michael Sharp on 020 7689 3356 or email [email protected] 6 STORE LOOKBOOK 18 YOUR VIEWS

Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper Jackie North and Adam Viney’s Your letters, views and tweets Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT Nisa Campus East in the spotlight Audit Bureau of Circulations July 2016 to June 2017 average net circulation per issue 12,187 10 SYMBOL NEWS

Annual Subscription Electric vehicle partnership UK 1 year £150 Europe £302 2 years £237 Rest of world £354 11 NEWS & MAGS 3 years £333 Publishers say print is still To subscribe contact 020 7689 3384 more important than digital A Napoleon special for Newtrade 13 BRAND SNAPSHOT 11 Angel Gate, City Road, London EC1V 2SD News from nine big brands history Tel 020 7689 0600 fans email [email protected] 14 PRODUCT TRENDS RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. New tobacco laws led to RN is editorially independent of the NFRN and opinions, comments and reviews included are not slimmer retail offerings necessarily those of the Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from RN may only be undertaken with the 16 PRICEWATCH prior written agreement of the Editor. Contributions are welcomed and are included in part or whole at the sole discretion of the editor. Benchmark your ice cream Page 28 Newtrade accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. For trade use only and lolly prices

p2-3 Contents.indd 2 15/05/2018 18:13 RN 18 May 2018 3

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

If town centre managers are serious about protecting high street trade, they would do well to heed this advice

OUR UNI’S HEAD CHEF TEACHES CUSTOMERS n the month a cross-party parliamentary TO COOK inquiry launches to investigate how to Page 6 save the UK’s high streets, we have exam- Iined two contrasting approaches to town centre management in the latest issues of RN. Last week, we featured a success story – the town of Roeselare in Flanders, which chose Editor to adopt the recommendations of the origi- INSIGHT Chris Rolfe nal Grimsey review. Through subsidies, in- @ChrisRolfeRN vestment incentives and by introducing free 22 GROWING IMPULSE 020 7689 3362 30-minute parking, pram hire, wi-fi, a town Promoting unexpected, centre app and gift card, and fining landlords additional sales has been at the who leave premises empty, the town has at- heart of independent retailers’ strategies for as long as there have tracted 28 new stores in 18 months. been independent retailers. Olivia But in contrast, this week we’ve spoken to retailers in the Gagan finds out what driving south west who fear a reduction in trade as North Somerset impulse sales means in 2018 District Council extends and increases its parking charges and South Somerset District Council plans to introduce Sunday 26 MANAGING A MEGA TREND charges and increase existing rates in Yeovil. Offering shoppers a wide range Earlier this year, the NFRN highlighted parking charges as of craft produce is increasingly a threat to independent trade in its Independent Retail Report, essential. Priyanka Jethwa looks at the key areas to be and last week Somerset South Labour councillor Terry Ledlie swept in by this trend reacted to the Yeovil announcement by calling on the council to take a more rounded approach to high street protection, by con- 28 THIS WEEK IN sidering alternative solutions such as one-hour free parking. MAGAZINES Review author Bill Grimsey attributes Roeslare’s success to A Napoleon special for putting “a complete plan” in place – a move most towns in the history enthusiasts, “Our ice cream parlour UK have yet to make. “There are so many opportunities to make art bestsellers and helps our summer sales our town centres attractive places. The way we do that is by hav- expert advice on mindfulness and reach £600 a week” ing a holistic approach and not doing it piecemeal,” he told ITV. wellbeing Page 16 If town centre managers are serious about protecting high street trade, they would do well to heed this advice.

p2-3 Contents.indd 3 15/05/2018 18:13 4 18 May 2018 RN BREAKING NEWS Claim by Costcutter retailers will receive up to a 6% rebate compared to Nisa’s 3% ‘It’s not right’ Chancellor dismissed Costcutter terms deemed Reported wage growth and a reduction in inflation that could signal improved ‘unfair’ by Nisa retailers retail sales has been dis- by Alex Yau missed by a retail expert as Nisa retailers who are sub- over Nisa, whereas Costcut- ness and therefore they’ll “highly seasonal”. [email protected] ject to a charge depending ter only has a supply deal. set their own prices for The comment, by Terms which will give on volume. We all have access to the their retailers. Matthew Hopkinson, co- Costcutter retailers up to a Sandip Patel, of Nisa same range.” “That’s not something founder of data analysis 6% rebate on weekly orders Krystals Express in South- A Nisa spokesman said: we can influence, but we’ll company Didobi, followed have been described by fields, said: “It’s not right, “Nisa’s rebate model is ensure we do a great job for Chancellor Philip Ham- Nisa retailers as “unfair”. because Costcutter retailers volume, product and range- our Nisa partners. There mond’s claim this week The rebate comes into are getting the better deal, specific. Any basic rebate will be ofers and product that “people are starting efect at the same time despite Nisa being owned comparison is flawed. opportunities unavailable to feel the benefit of more as Costcutter’s supply by Co-op. Nisa’s total package ofers to Costcutter retailers.” money in their pockets”. deal with Co-op begins “A few of us may have great value, with leading Ms Whitfield declined Mr Hopkinson said he on 28 May. In compari- to get together to raise our prices, rebates and cus- to reveal more, but con- didn’t believe this equalled a son, several Nisa retailers concerns. However, we tomer insights.” firmed Nisa’s Heritage long-term trend and claims told RN their net rebates need to trust the Co-op will The terms were revealed range is being retained it should be “taken with a amount to 3% on aver- help Nisa retailers over the following ofcial clearance alongside price reductions pinch of salt”. “The year-on- age, dependent on weekly next few years.” of Co-op’s £143m takeover of up to 20% for certain year disposable income has spend, store standards Ranjeet Chandi, of of Nisa. Speaking about products. Six roadshows basically stagnated,” he said. and loyalty. The Costcut- Nisa Buckden in Cam- the takeover, Co-op chief will also take place in Last week, the govern- ter rebate also contains no bridgeshire, added: “It’s executive Jo Whitfield said: June to inform retailers ment announced it was delivery surcharge, unlike unfair. Co-op has taken “Costcutter is its own busi- of Co-op’s plans. assembling a cross-party committee to investigate the challenges faced by the retail sector. The High Streets and Town Centres World Cup specials to be highest sellers in 2030 inquiry is taking 2018’s FIFA World Cup individual issue for eight achieving our sales targets, on 6 June, to capitalise submissions until 22 June. editions are expected to be years, and we’re hoping to and Seymour works hard before the tournament the highest-selling issues repeat that. These bigger to place copies in the right starts eight days later. of the year in the football issues sell around double outlets. We increase the Global brand director Andy magazine category, accord- our standard newsstand cover price from £3.50 to Jackson told RN: “Our tour- Batchelors ing to publishers. sale, and we know some £3.95, so there’s a bit extra nament preview issues Richard Guy, from readers only buy WSC for for everyone,” he added. are always, along with our shows 11% football monthly When these special issues, so FourFourTwo magazine Season Preview double Saturday Comes, said: “The availability is crucial. launched their own World pack, the biggest-selling growth 2014’s pre-tournament is- “Support from indepen- Cup special last week and issues of the year, and this sue was our biggest-selling dent newsagents is vital in has another issue released will be no diferent.” Food manufacturer Premier Foods has reported an 11% increase in revenue of its Batchelors brand in its latest Retailers celebrate figures, with it now being 40th anniversary of the company’s top perform- ing grocery brand. store opening In total, Premier’s rev- NFRN retailers Ranjan and Sid enues were up by 4.6% year Patel (centre and right), of Marsh on year, and within this, Hill News in Hackney, are cel- branded goods demonstrat- ebrating the 40th anniversary of ed a 3.4% growth, with non- their store’s opening, attribut- branded goods up 12.1%. ing its success to investment in Ranjit Singh, of Parans new technologies. “We were the Minimarket in Leeds, said first shop in the area to have an he has experienced a 20% in- Oyster card machine back when crease in sales of Batchelors’ they used to stamp bus cards. On variants in the past year. Monday mornings, we used to He added: “Batchelors is make £1,000 alone from it,” Mrs showing strong growth, and Patel said. The anniversary will at the moment its new Pasta be celebrated with a buffet and ‘n’ Sauce Carbonara Flavour raffle attended by Meg Hillier MP. is a bestseller.”

p4 Breaking News.indd 4 15/05/2018 17:58 RN 18 May 2018 5

Group wants to hear about retailers’ experiences ‘Real impact behind statistics is key’ Strong growth NFRN backs MPs to push for Londis Londis has attributed 19% growth to strong retail crime up agenda recruitment, the development of its chilled range by Tom Gockelen-Kozlowski oned by the NFRN, whose and I’ve been beaten up vice is key,” he said, adding and an enhanced promo- [email protected] president Linda Sood twice, so it’s personal.” that the group’s next steps tions package. described the growing Incoming national were to get further cross- Between April 2017 and Retailers’ first-hand expe- levels of theft and violent president Mike Mitchel- party support. March 2018, the group riences of crime are as vi- assaults against inde- son, of Mitchelson News “We’re going to invite recruited 220 indepen- tal as statistics in moving pendent retailers as “soul in Cumbria, argued that a the police minister to our dent stores and 76 from the issue up the political destroying”. diferent bar needed to be next meeting, write to the national accounts, taking agenda, the chair of a new NFRN national council- applied to crimes against police and crime commis- Londis store numbers all-party parliamentary lor and the owner of Tod- independent retailers as sioners, and then look at up to 2,000. Like-for-like group (APPG) for retail morden News, Muntazir opposed to the multiples some of the other issues sales to Londis stores crime has told RN. Dipoti, said with banks and to reflect their smaller raised today,” he said. grew by 5%, non-tobacco Speaking following the post ofces shutting, stores profit margins. Attending the meeting sales by 26% and tobacco APPG’s inaugural AGM, are often the only places Mr Hammond went alongside Mr Hammond sales by 16%. Stephen Hammond MP where larger amounts of on to stress the need were co-chair Damien Martin Swadling, Lon- said: “Unless people hear cash are now held. “The for the group to inform Moore MP, David Hanson dis brand director, said: the first-hand experiences, criminals have realised it’s other members of parlia- MP, Mark Francois MP and “Our recruitment con- you just get numbers and less risk,” he said. ment. “They will all have Steve McCabe MP. tinued to be very strong statistics. The real impact Meanwhile, former independent businesses A group of 26 MPs who with 296 stores joining behind the statistics is NFRN president and Wes- in their constituencies so didn’t attend wrote to the Londis, and BRP also won sometimes as important.” ton-super-Mare retailer highlighting the problems APPG, apologising for their the joint supply contract The formation of the Ray Monelle said: “We’ve those face while perform- absence, but expressing for MRH and Shell. The group has been champi- had five armed robberies ing a vital community ser- sympathy with the cause. launch of our award-winning Discover the Choice range doubled sales in these categories and en- Royal Wedding hanced our chilled propo- pre-mix drinks a sition. We also continued tonic for sales our focus on delivering a fantastic promotion pack- A retailer has attracted more age and making the most customers to her spirit range by of events, with our Beer & displaying pre-mix ready-to- Cider and Wine Festivals drink cans as part of a larger delivering incremental Royal Wedding display. Steph sales for Londis retailers.” Latham, of Spar Lostock Hall l RN apologises for a in Preston, said 80 cans of mistake in our 11 May issue Gordon’s Pink Gin & Tonic had already sold in the two weeks ahead of Prince Harry and Meghan Markle’s big day. “This Amazon Go way, people can try the smaller cans first without spending £15 to expand on a bottle,” she said. Amazon is expanding the trial of its checkout-free, grab-and-go grocery con- cept to two new US cities. The retail giant’s Ama- C-stores missing out on food to go sales zon Go store in Seattle, Convenience stores are said the figures come at “Work is needed in areas “One way to increase which RN visited in Febru- missing out on sales a time when food to go is such as freshness, ingredi- sales may be to ofer food ary, will be joined by new of food to go, with the growing in multiples and ents’ quality and health,” to go in pricemarked shops in San Francisco number of shopping trips fast-food outlets. he said. packs,” he said. and Chicago. that include food to go Val Kirillovs, research Sarj Patel, of Pasture Umakant Patel, of Amazon Go uses cam- purchases dropping from and insights director Lane Stores in Loughbor- Crown Wood Londis in eras and sensors to allow 20% in 2014 to just 13% at HIM, said to prevent ough, said his food to go Berkshire, said: “Having customers to shop without in 2018. retailers losing shoppers sales had declined by 5% food to go as part of a meal passing a checkout. This is according to to the competition, the since the collapse of deliv- deal that includes a hot l Read more about Amazon new research by data channel needs to “step up ered supplier Kerryfresh drink is also an efective Go at betterretailing.com/ analysts at HIM, who its game”. in March. way to increase sales.” amazon-go-store

p5 Breaking News.indd 5 15/05/2018 18:03 6 18 May 2018 RN STORE LOOKBOOK

he University of York is growing International students also appreciate fast and Campus East is at the home comforts and Jackie, Adam and the epicentre. Receiving more than team have built up a range of products, T £500m in investment since 2000, such as noodles from China, which stu- this 117 hectare site is where the university dents won’t easily find elsewhere. has decided to locate its latest Nisa store. “We had a Chinese student working for Best “We have a store in Market Square in us and we got him to check whether we the main university site, but that’s a mile were getting the right brands in – because away,” says Jackie North, who manages we would never know,” Jackie says. the store with multi-site retail manager With most students living away from Adam Viney. “There’s a free bus there, but home for the first time, the store is trying the nearest shop is the garage here and to help these customers to budget and that’s where people were going,” she says. learn how to cook, too. in “It’s across a busy road and it’s a bit dan- “We do recipe planners, budget meal gerous. We needed something over here.” cards and even pull in the head chef from Unlike in other eras, catering for mod- the university’s catering department. ern students means more than filling up They might buy takeaways at first, but on baked beans and cheap alcohol, and then they realise they’re spending too the new store reflects the health concerns much so they start cooking,” Jackie says. class and lifestyle choices of the student body. With the end of the summer term near- “We’ve started stocking vegan cheese ing, many university-based convenience Campus East is at the heart of the and gluten-free produce does really well. stores must brace themselves for a sub- Students request things and we try to stock stantial decline in sales as students leave University of York’s expansion and them,” says Adam. While students today their studies for as long as three months. provides the perfect location for a do seem to care more about their health The team behind the store were de- than in previous generations, alcohol still termined that this would be limited and new Nisa store. Yet managers Jackie represents 14.5% of total sales. built relationships with the community to North and Adam Viney have a With students coming from abroad, at make this a local store for them, too. This the start of the year the store stocks cut- has involved leaflet drops and an opening strategy that will keep the tills busy lery, duvets and kettles to meet the needs lunch day for residents. Even the rotation of those travelling light. of the store, pointing out of the campus even outside of term time. They “Some students arrive and they’ve just towards the road and a residential area, is speak to Tom Gockelen-Kozlowski got their suitcases,” Jackie says. designed to encourage these customers in.

p6-p8 store lookbook.indd 6 15/05/2018 11:07 RN 18 May 2018 7 We do recipe planners, budget meal cards and even pull in the head chef from the university ADAM VINEY

“There is lots ofSTORE potential TOUR Adam says known, fortrusted someone brands are preferred comingby students, into particularly when it comes to stocking up thisfor parties business and socialising withTo help fresh students budget, the store offers recipes and ideas”teams up with the university chef to offer cooking lessons To compete with Greggs next door, the store invested heavily in its coffee machine to offer a premium service Adam oversees two other Nisa stores owned by the university

INFORMATION Location University of York, Kimberlow Rise Retail Park, Campus East Size 2,950sq ft Average basket £5.50 Number of staff 16 part-time, plus 6 full-time Weekly turnover £37,000 »

p6-p8 store lookbook.indd 7 15/05/2018 11:07 8 18 May 2018 RN STORE LOOKBOOK

£500m investment in surrounding campus since 2000

“In our Market Square store everyone is welcome, but people outside the university STORE TOUR don’t feel they can go here,” says Jackie. “That’s why we’ve gone with the Nisa Fresh fruit and name outside with this store, too – the vegetables are popular Market Square store has the University of with students and as term York signage,” Adam says. goes on, more students Nisa’s Making a Diference Locally cook from scratch as their funds dwindle charity initiative has also helped cement the store’s local credentials. Shoppers can A former student employee helped build a choose a charity to support while nearby range of Chinese home charities can put themselves forward, too. comforts for the “When we opened, we donated £500 university’s many to York Down Syndrome Group, provid- international students ing funding for someone to teach sign language to children,” Adam says. The store has also adapted its range and services to meet residents’ needs and is the only University-owned store where newspapers and the Lottery are available. With a doctor’s surgery, an Indian restaurant and a Greggs all part of the same new retail complex, it adds up to a formidable boost to the local economy and, the team hopes, to the quality of life for students and nearby residents alike. “Locals looked over ﬁelds before the campus was built,” Jackie says. “So, this store’s giving something back, in a way.”l

Want to see more of Jackie and Adam’s store? Go to betterretailing. com/nisa-york-university

p6-p8 store lookbook.indd 8 15/05/2018 11:08 Make sure you know What to Stock

Get your Our essential guide copy with RN on enables you to: 8 JUNE Assess range, proﬁt and price with easy-to-use tools

Measure your performance against thousands of similar independent businesses Manage your shop with product-by-product analysis of 25 core convenience categories

The ONLY stocking guide that uses exclusive independent EPoS data

I’ll use What to Stock before summer to get my soft drinks range right and get the highest possible sales Dee Goberdhan

Don’t miss out, order your copy from your wholesaler today! Or contact [email protected]; 020 7769 3394

wts house ad 1 v2.indd 1 15/05/2018 15:48 10 18 May 2018 RN SYMBOL NEWS Suppliers Booker wins big must fight at HIM Awards Booker Wholesale picked up for space four trophies at HIM’s annual awards at London’s Tobacco Third-party suppliers Dock on 9 May. Budgens won will have to “fight even Shoppers’ Favourite Impulse harder” to get shelf space Convenience Retailer of the as own-label products Year, while Premier collected grow across independent three awards. There were convenience, an ex-Nisa 16 awards in total, with and Costcutter marketing Best-one, Today’s Group director has warned. and Spar also among the Ian Bishop, who worked winners. More than 400 at Costcutter and Nisa retailers, wholesalers and between 2010 and 2016, suppliers attended the said: “Brand owners will ceremony. Each winner was have to fight even harder Pictured (l-r): Coca-Cola European Partners chosen from interviews with as mega goliath wholesal- wholesale and convenience sales director Gary 20,000 shoppers across ers want more own-brand Black, Budgens brand director Mike Baker and 1,400 stores in the UK over in convenience. the past year. “Not only will suppliers HIM client development manager Harpreet Kalsi be asked for better terms, but they will have to fight Device will reduce charging time from hours to minutes ‘We’re working to trial a solution’ for their space.” Raj Aggarwal, of Spar Hackenthorpe in Shefeld, said: “Own-label products are important because Electric vehicle trial to they ofer upwards of 25% profit margin and make up a fifth of our total sales. Total own-label sales grow bring in more customers 3% each year, too.” by Alex Yau charging, but the time it manufacturers, the number ment is too high and I doubt [email protected] takes for an electric car to of electric cars registered smaller retailers would be Spar own- charge is a massive barrier. last year grew annually able to benefit. We’ve been Forecourt operator MRH “An average small from 36,535 to 46,522. There approached by suppliers label snack has revealed a partnership electric car takes hours to are currently 16,361 EV who said we’d get a return with a supplier to trial an charge, but we’re working charging points in the UK. over a 20-year period, but rebrand electric vehicle (EV) charger with a supplier to trial a so- However, there are no of- that’s too long. The return designed to attract more lution which could reduce cial figures to indicate how has to be over a few years.” Spar has rebranded its customers by removing the this time to 15 minutes.” many points are currently Mr Cresswell, who was own-label crisps and “massive barrier” of long Mr Cresswell would not based on forecourts. speaking to attendees at the snacks products with the charging times. reveal who the partner David Charman, of Spar HIM Convenience Confer- addition of seven products According to the group’s supplier was. However, he Parkfoot Garage in Kent, ence in London, added and a redesign across the retail managing director, confirmed the trial will said EV chargers currently petrol and diesel fuels will entire range. Andy Cresswell, the device likely launch at one of do not ofer an attractive still remain a primary The additional lines, can reduce the time it takes MRH’s forecourts in Dart- enough business model. commodity for forecourt which are supported by to charge an electric car ford in September. “They have been on our retailers. “We are confident PoS material, include £1 from hours to 15 minutes. According to govern- radar, but the return isn’t in the coming years that pricemarked packs of Sour Mr Cresswell said: “We ment figures, alongside great enough yet. traditional fuel will remain Cream & Chive Party Mix, are absolutely looking at EV those of eight major car “The required invest- important,” he said. Salt & Black Pepper Party Mix and Salted Pretzels. Other additions include 39p pricemarked packs of Embrace coffee shop trends to offset declines Nacho Cheese Bites and Spar UK managing director and drinks industry. “More hours, but great product Peter Lamb, of Lambs Sticky BBQ Rib Bites. Debbie Robinson has urged cofee shops are starting to ideas might come through Larder in Tunbridge Wells, Spar UK head of brand independent retailers to flog their stuf in our shops if we embrace that.” told RN he sells 30,000 cof- Cath McIlwham said: “In embrace cofee shop-style and we’ve got to go and Ms Robinson added fees a year. “Cofee is defi- line with trends in the trends to help ofset de- get a little bit more of that categories such as news nitely a big sales driver and market, we have expan- clines in other categories. important share. and magazines alongside customers normally buy an ded our sharing and Ms Robinson told attend- “We should embrace the confectionery and soft accompanying snack. impulse crisps range, ees at the HIM Conve- business models of internet drinks face “enormous “The store also has free creating a great incre- nience Conference there are start-ups and ofer custom- challenges and can be wi-fi. Sometimes customers mental sales opportunity opportunities for retailers ers wi-fi access. The cus- replaced by much higher- spend hours here if their for our retailers.” to grab share from the food tomers might stay for three value products”. own internet goes down.”

p10 Symbol and Wholesale.indd 10 15/05/2018 10:44 RN 18 May 2018 11 NEWS & MAGS Growth of online publications still muted ‘Print is the biggest part of our business’ Stands ‘integral’ Print still a larger revenue to news Newsstands remain the most “integral part of busi- generator over digital ness”, according to a senior magazine industry figure. by Marcello Perricone delivered to the extent a growth platform for us. crisis and decline, there Speaking at the 2018 [email protected] publishers had expected. Ads are important, but are innovations going on Professional Publisher’s “I consider our company 85% of our revenue doesn’t all the time, so we want to Association Festival, Print is still the largest a content-first platform. come from them.” become more consumer- group managing direc- growing revenue sector in Print is the biggest part Speculating on the fu- centred instead of ad- tor Adrian Hughes said: the newstrade, according of our business,” said Rob ture, all panellists seemed centric.” “Subscribers are a good to four chief executives Munro-Hall, chief execu- less confident about the Mr Bureau agreed: indication of the health of of major publishing com- tive of Bauer Media. direction of print going “People are such a finite re- the publication, but news- panies. “There is no point forward, but remained source, so our plan is to en- stands are still the pri- Speaking at the Profes- launching a product adamant it was currently tertain, educate, and only mary source of revenue”, sional Publishers Associa- that’s not going to the an “essential” part of the then transact. A company with an estimated £1.1bn tion 2018 Festival in To- newsstands. Launching business and emphasised falls apart very quickly if it across the industry. bacco Dock, London, last titles is harder than it has the need to connect with can’t take risks.” According to HIM, spe- week, senior figures from been, but in five years, we consumers on a more Ella Dolphin, chief cialist magazines can help Bauer Media, Immediate launched eight magazines personal level. executive of Shortlist sales by being placed near Media, Hearst UK, and and all are still going.” “Our plan is turning Media, added: “One thing a relevant product range. Shortlist Media reflected Immediate Media’s Tom casual readers and users I’ve learned is to look three Focusing on the on the continuing health Bureau agreed. “With into loyal consumers,” years into the future. value independents bring, of print compared to the three or four million said James Wildman, Things have a lot of oxy- Mr Hughes said: “The muted growth of digital, customers who buy from chief executive of Hearst gen in year one, but they main diference between which they said had not newsagents, print is still UK. “With the media in don’t always work out.” independents and multiples is communication. It’s about how we can help NFRN members tour Menzies depot each other.” A group of independent retailers from the NFRN Look shuts South East, London, and Eastern Counties districts after 11 built their understanding of the news supply chain years during a tour of Menzies’s Distribution depot in Fashion and celebrity Maidstone last week. magazine Look has been The joint initiative closed by publisher Time between the NFRN and Inc due to struggling Menzies allowed the sales, after 11 years of 28 retailers to ask ques- publication. tions and learn more Launched in February about the distributor’s 2007, the magazine sold operations. more than 300,000 copies a Brian Murphy, NFRN week at its apex. However, head of news and sales had fallen to 57,110 magazines, said: “This copies a week according visit gave retail custom- to the latest ABC figures, ers served by Menzies a with Look having the big- chance to understand gest year-on-year decline the packing and returns of women’s magazines in process. It also gave them the last six months of 2017. a chance to see the scale Time Inc’s managing of the business and gain director Justine Southall a better understanding of NFRN staf and renew warehouse for a bet- with both Menzies and attributed the decline to a why bunching occurs.” acquaintances.” ter understanding of Smiths News. change in audience’s hab- He added: “These North West Kent mem- the logistics of packing An event will also take its, claiming: “They’re con- trade days are a fabulous ber Jeet Chopra said: “It magazines.” place on 11 October at suming media via screens networking opportunity was a very positive day Further trade days are Menzies Belfast and on and accessing numerous and those attending can as Menzies management planned between now 29 November at Menzies digital sources for fashion meet district ofcials and took retailers around the and the end of the year Dublin. and celebrity content.”

p11 News and Mags.indd 11 15/05/2018 14:04 12 18 May 2018 RN YOUR NEWS Front row (l-r): Tim Farmer, Jane Ralley, NewstrAid Lisa McGee Middle row (l-r): Rachel Sherlock, Spar team raises £750 Nicola Freeman, Reece Cutts Back row: Marie Sinclair for the NSPCC through extends sponsored walk Seven colleagues from Spar Holmewood helpline raised £750 through a 15-mile NewstrAid, the charity sponsored walk from the Chesterfield supporting the newstrade, store to Spar stores in Hasland, is to extend a helpline Wingerworth, Walton, Ashgate, Newbold and therapy service for and Inkersall. The money, raised through distressed retailers for a sponsorship and in-store donations, further 12 months. will go to the National Society for The Anxiety Support the Prevention of Cruelty to Children Service, run in partner- (NSPCC) – Blakemore Retail’s charity ship with Anxiety UK, partner. Holmewood store manager Tim has helped 15 households Farmer said: “The team enjoyed the day through provision of one- so much we are already planning another to-one therapy since it walk for September.” began in April 2017. “We’ve helped people cope with the loss of loved ones, family breakdown NFRN South West district president: ‘They need to encourage people into towns with free parking’ and victims of crime sufer- ing post-traumatic stress,” said Sinead Flood, News- trAid’s welfare manager. Increased parking charges Ms Flood said use of the helpline had been lower than expected, but this may in part be due to the stigma a risk to Somerset economy around mental health. “We’d like to see more people coming forward to by Helena Drakakis Derek Cook, NFRN South have been put on hold. there is every chance they use the service,” she added. [email protected] West district president, South Somerset District will go elsewhere. Yeovil’s Retailers can call the said increased charges Council had wanted to town centre is already in helpline on 0800 138 6552. NFRN retailers across would drive people away introduce a £1 Sunday decline due to rising rents. Somerset fear increased from already-struggling flat-rate and a 10% increase I can’t see this helping.” car-parking charges and a town centres. “Councils are from Monday to Saturday. Labour councillor for threat to free Sunday park- only interested in today, A council spokesperson Yeovil South Terry Ledlie Email scam ing will lead to further not the future. They need confirmed changes will urged the council to cre- migration of customers to encourage people into now be implemented in ate a better plan to raise warning from town centres. towns with things like July 2019, with plans to revenue that didn’t put the North Somerset District free parking for a couple increase the charge every local economy at risk. Retailers are being warned Council has brought its of hours. More customers four years. He said: “In nearby about email scams that Monday to Saturday on- would attract retailers NFRN member Teresa centres like Radstock and purport to ofer rebates street parking charges to open new stores, too,” Marshall, who runs Crof- Dorchester, car parking is on tax returns after a forward from 9am to he said. Mr Cook added ton Stores near the town free at weekends. South spate of fraudsters have 8am while charges have restrictions to free parking centre, said she believed it Somerset District Council scammed people out of increased by between 15% in his own town, Devizes, would further discourage must look after its local re- their savings. and 20% on parking up to were also expected. visitors. tailers. If the council must According to HMRC, to 24 hours. A Sunday charge, Meanwhile, in Yeovil a “There’s no Sunday bus increase charges, why not coincide with the process- which is currently free, is proposed parking charge service into Yeovil, so if consider having the first ing of tax refunds after under review. hike and Sunday charge people have to pay to park hour of parking free?” the end of the 2017/18 tax year, criminals are taking advantage by sending out scam emails and SMS messages asking for account Retiring retailer to give business away and personal details. A North Wales retailer pancreatitis four months years left on the lease, and fittings, and says Mel Stride MP, the who has been forced to ago and says she is too ill Ms Hitchen is ofering it any new owner would financial secretary to the retire due to ill health to continue. to any budding retailer be taking over a busi ness treasury, said: “HMRC has launched a bid to “I’ve been running willing to take it on with a good reputation and only informs you about attract a successor by the business for two providing the new owner many regular customers. tax refunds by post or your giving her business away years and it has been really covers the annual lease, Ms Hitchen was awarded pay via your employer. All free of charge. successful, I have enjoyed £650 monthly rent and Blakemore’s Regional Re- emails, text messages or Kath Hitchen, who myself and I have made a around £300 in business tailer of the Year in 2016. voicemail messages saying ran the K.A.T.H. Lifestyle lot of friends. I am really rates, plus utility bills. l Find out how to get in you have a tax refund are Express in Caenarfon, sad to give it up,” she said. Ms Hitchen ploughed touch with Ms Hitchen by a scam.” was struck down with With a further eight £120,000 into fixtures calling RN on 020 7689 3358

p12 Your News.indd 12 15/05/2018 16:23 RN 18 May 2018 13 BRAND SNAPSHOT

Wine to fall in love with Udderly good promotion A peachy new range This summer, Accolade Wines’ Echo Shaken Udder’s new on-pack promo- Dexters’ new three-for-£1 range includes Falls is partnering up with reality TV tion ofers shoppers the chance to sweets such as Gummy Lines, Jelly show Love Island by featuring the win £1,000 with each purchase of Beans, Mallows, Liquorice, Peach Rings show’s logo on every bottle. a milkshake. and Sour Worms.

Reinventing the wheel See the light A sandwich fit for royalty New Wagon Wheels Teacakes by Bur- Highland Park, by Edrington-Beam Adelie Foods’ Urban Eat Coronation ton’s Biscuit Co are an afternoon snack, Suntory, has added The Light to its Chicken sandwich has been brought available in outers of 14, containing portfolio – a 17-year-old single malt back this year, just in time for the eight teacakes per pack. Scotch whiskey with an RRP of £190. Royal Wedding.

Stella is holding court An ad to drone on about Celebrate with chocolate AB InBev’s new limited edition Budweiser is sponsoring the FIFA To celebrate the wedding of Prince packaging for Stella Artois coincides World Cup 2018 and has premiered Harry and Meghan Markle, Pladis with its partnership with the annual its TV advertising campaign called has added a Chocolate Fudge Brownie Wimbledon tennis championship. ‘Light Up the FIFA World Cup’. variant to its McVitie’s portfolio.

p13 Brand Snapshot.indd 13 14/05/2018 15:48 14 18 May 2018 RN PRODUCT TRENDS Ice cream sales get boost Sales of ice cream have increased by 5% in the past month, with take-home formats, such as individual multipacks, proving the most popular purchase, a retailer has told RN. Sudesh Patel, of Couls- don Londis in London, said Magnum and Cornetto are two of his best-selling brands. 10% “Sales tend to pick up decline in the after 3pm and I’ve noticed white chocolate flavours tobacco market doing really well. On aver- year on year age, people spend £2 per visit,” he said. Damien Kennedy, founder of protein ice cream brand Wheyhey, said the total ice cream category is growing at 3.9% year-on-year. Within this, take-home formats New tobacco laws lead to are driving sales growth at 4.9% year-on-year. “Individual multipacks are growing at 78% year- slimmer retail offerings on-year,” he said. by Priyanka Jethwa was also introduced for looking for smaller quanti- bacco, said: “Rising prices [email protected] roll-your-own tobacco ties to buy,” he said. have overall contributed to products. However, John Hanna, a decrease in tobacco sales, First Tic Retailers and wholesalers Nitin Mandalia, a of Smokemart in Brighton, as many adult smokers are increasingly rethink- buyer at London’s Chetan believes he has lost 40% continue to seek maxi- Tac ad in ing their tobacco ranges, Wholesalers, said the of his total tobacco trade mum value in terms of while price remains a key wholesaler now sells since the new regulations their tobacco purchases.” five years factor in staying com- packets in outers of five, were introduced. Andy Stevens, head of petitive, one year on from as opposed to the 10 in “Before the legislation, sales at JTI, added that Ferrero UK has premiered EUTPD II and the UK’s which they come. This we used to stock all the price is key for consumers. its first TV advert in five standardised packaging has increased sales of premium specialised “To remain competitive, years for its core Tic Tac law coming into efect. tobacco by 20%. tobacco products, but now retailers should sell at RRP portfolio, which will be The legislation saw “Selling smaller outers trade has gone down, we or below.” running until mid-June. the introduction of plain makes it more afordable have had to cut back and According to research by The advert, which has packaging on cigarettes for retailers. This has streamline,” he said. the Scandinavian Tobacco the tagline ‘Open Up’, and a ban on 10-packs; resulted in increased sales, Andrew Miller, head of Group, the market is de- features the brand’s Fresh a 30g minimum weight because retailers are now field sales at Imperial To- clining 10% year-on-year. Mint, Lime & Orange, Strawberry Fields, and Mint Rush variants. Levi Boorer, customer development director at Wine drinkers trade up to mid-range Ferrero UK and Ireland, The value share of wines Wines, said this reflects also fuelling the demand Maz Amin, of One Stop said: “Sugar confectionery priced between £7 and changing habits, as more for fine wines. Canterbury Stores in Can- is an important impulse £9.99 has increased by consumers are drinking Ian Sweetlove, of Bar- terbury, said stocking pre- sales opportunity, with 23.7% in the of-trade less, but trading up on the gain Booze in Essex, said mium wines allows him 2.9 million UK households year-on-year, as spending wine they do buy. this trend is most notable to demonstrate his store buying into the category in the category has in- Ben Smith, head of among businessmen. caters for all shoppers and in 2017. The new cam- creased, Accolade Wines communications at Con- “The Guv’nor, which has a wide range. paign helps us to relate has revealed. cha y Toro, said shoppers costs £9.99, is selling well “Now, one of our most to our target market and Andrew Nunney, tend to spend a little more at the moment. It’s one popular wines is a Span- is a reminder of the fun category, shopper and in- on wines when buying of our premium bottles,” ish Rioja that costs £7.99,” personality the brand has.” sights director at Accolade them as gifts, which is he said. he said.

p14 Product Trends.indd 14 15/05/2018 10:42 RN page ad.indd 1 14/05/2018 15:36 16 18 May 2018 RN PRICEWATCH Profit checker Ice cream/lollies Price checker

CALIPPO ORANGE Price distribution % PRODUCT

50% 74.4% of independents sell this product at or 45% below the £1.10p RRP Magnum Classic 110ml 40%

Magnum White Chocolate 35% 110ml

Magnum Double Chocolate 30% 88ml

25% Magnum Double Raspberry 88ml

20% Calippo Orange 105ml 15% Twister 80ml 10% Feast 90ml 5%

Magnum Mint 100ml three-pack 0%

Solero Exotic

95p 90p 99p

£1.10 £1.15 £1.19 £1.25 £1.35 90ml £1.02 £1.05 £1.20 £1.29 £1.30 £1.45 £1.50 £1.00 £1.08 £1.09 £1.40

Cornetto Strawberry Analysis 120ml After a long winter, all it takes is a large majority of the retailers we undercut RRP, with 24.7% opting to Bobby's Ice Snapper

few sunny days to drive adults and surveyed sticking to RRP. Across price the product at £1. Meanwhile, children alike into stores, on the the UK, 41.4% of our sample chose a few retailers – 9.6% – chose to price hunt for a frozen treat. to price Calippo Orange at Booker’s at £1.20. Classic White Ice Cream Ice cream and lollies are a com- RRP of £1.10. Retailers we spoke to warned that 120ml petitive impulse category, with a The next-biggest trend was to knowing your local market is key. How we drive our profit We get our ice cream from a We are in Swanage, a popular Anish Panchmatia variety of sources, including local Keith Tomes seaside resort in Dorset, but we STORE Spar Wylde Green suppliers and wholesalers such as STORE Costcutter & The Food Shop are about a mile away from the LOCATION Sutton Coldfield Booker and Blakemore. We tend to LOCATION Swanage, Dorset seafront. There, retailers can SIZE 3,000sq ft aim for margins of 30%. Although SIZE 1,000sq ft charge much higher prices for ice TYPE main road we have more well-known brands, TYPE high street creams because shoppers don’t such as Magnum, we always tend to consider price so much, focus on promoting our ice cream but here we have to be competi- TOP TIP parlour, which has more specialist TOP TIP tive. I stick to the RRP across my Focus on local brands, such as Kelly’s or Gelato Try sticking ice cream and ice lolly products. suppliers Gold. We’re the only shop in the to the RRP if Customers for this category are because they area with an ice cream parlour you are not split about 50/50 between children can help you and this gives us a point of dif- in a tourist and adults, and we are close to a oﬀer a point of ference. Summer is really good hotspot to stay school, so in the summer months diﬀerence because our sales can grow from competitive we often get children picking an £400 per week to £600 per week ice cream up on the way home because of the parlour. from school.

p16-17 Pricewatch.indd 16 14/05/2018 15:50 RN 18 May 2018 17

Alex Yau [email protected] 020 7689 3358 @AlexYau_RN

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get value, insights and business beneﬁts from EPoS data. To ﬁnd out how they could help you call 07976 295094 MY LOCAL HERO AVERAGE BOOKER RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER UK RRP Retailers reveal the most profitable RETAIL 1 2 3 4 5 6 produce on their doorsteps PRICE* C-STORE IN OFF-LICENCE SMALL C-STORE LOCAL STORE IN POST OFFICE AND LARGE SHOP IN NORFOLK SEA - IN SUBURB OF IN HIGH STREET DORSET VILLAGE NEWSAGENT IN RESIDENTIAL SIDE TOWN DERBY OF LARGE SOUTH NORTH YORK- STREET OF SOUTH WALES TOWN SHIRE VILLAGE WEST LONDON Jeet Bansi Londis Meon Vale, £1.90 £1.90 £2.00 £1.85 £1.90 £1.90 £2.00 £1.90 Stratford-Upon-Avon Stera UHT £1.91 £1.90 £2.00 £1.87 £1.90 £1.90 £2.00 £1.90 sterilised whole

milk (£1.29 £1.96 £2.00 £2.00 – £2.00 £2.00 £2.00 – for 500ml)

£1.94 £2.00 £2.00 £2.00 £2.00 £1.90 £2.00 £1.90 Where did you discover it? I struck a relationship with Stera following recommendations from customers. I like to have a good range from local suppliers £1.11 £1.10 £1.20 £1.10 £1.10 £1.10 £1.00 £1.10 because it helps create a point of diference. The farm which produces the milk isn’t far from my store and years of selling it means £1.12 £1.10 £1.35 £1.10 £1.10 £1.00 £1.20 £1.00 I know it like the back of my hand. Who buys it? Sterilised milk has been a favourite in the £1.08 £1.00 £1.20 £1.00 £1.00 £1.00 £1.10 £1.00 area for generations and many local residents will favour it over more conventional products from other suppliers. As a result, £1.92 £1.90 £2.00 £1.90 £1.90 £1.90 £2.00 – it’s popular with older customers. Younger customers also buy it because their parents and grandparents will have passed on the £1.41 £1.40 £1.60 £1.40 £1.40 £1.40 £1.35 £1.40 knowledge of it as they were growing up. Why is it so successful? Local residents have grown accustomed to it £1.40 £1.40 £1.90 – £1.40 £1.40 £1.50 £1.31 over the past few decades. However, I doubt they’d sell well outside of the area because sterilised milk is only really known in this 30p 30p – – – – – 30p region. Due to the process when making it, sterilised milk is trusted by customers as being a cleaner alternative. It has a decent 75p 75p – 75p – – – – shelf life and is afordable, too. We normally sell a case of 24 bottles a week.

* from a sample of 3,500 stores

We sell Calippos at the £1.10 RRP, I get my ice cream from Nisa and Kishore but we don’t go with the RRP Harj Dhasee normally add 10p on top of RRP Chandarana across all our ice cream prod- STORE Nisa Village Stores across the range, which gives me ucts. We mix and match pricing LOCATION Mickleton, Gloucester average margins of 20%. I don’t STORE Tara's Londis to keep as many customers as SIZE 1,600sq ft get much passing trade in the area LOCATION High Wycombe possible happy. For instance, we TYPE high street and I rely on the local residents to SIZE 600sq ft TYPE parade sell low-margin, value products purchase the products. There isn’t which generate a high rate of sale much competition nearby, which TOP TIP – such as value ice lollies which TOP TIP helps, because I’m a destination If a product we sell on a 'four for 50p' deal – and Impulse is for ice cream in the area. We’re isn’t selling as then also ofer more premium the key – place near the countryside and a lot of well as you’d ice cream products with a higher the ice creams residents go on walks. We normal- hoped, price it price and margin. If there are pri- near the front ly see a 30% uplift during summer below RRP to cemarked products available from of the store because they want something shift the stock our suppliers, we always opt to refreshing either during or after stock those as customers respond their walk, and they’ll come into well to pricemarked products. the shop once they see it.

p16-17 Pricewatch.indd 17 14/05/2018 15:51 18 18 May 2018 RN YOUR VIEWS How can cuts content as the advertising Currently, no con- market remains a challenge. versation is taking place, like these be Our titles have to be viable: and I would like to set VIEW FROM we are not like the BBC local up a meeting with the THE COUNTER justified? websites which are efectively council and other retailers How can Trinity Mirror given money by licence to share our concerns and with Mike Brown justify their margin cuts? payers. talk about ideas, such as When they increased “Following a review in setting up pop-up shops, to Cambridge News by 10p to Cambridge, a decision was help save our high street. When my youngest daughter Emma returned 75p, they cut our margins made to increase the cover Paul Gardner from her paper round the other day, I was serving so we profited less than price by 10p in January. Budgens of Islington, London behind the counter wearing my suit. After the we did when the paper Historically, there were many Councillor Asima Shaikh, usual friendly banter from customers about was 65p. Our profit made variable rates that needed executive member for attending a funeral or making a court appearance on each copy is now only some form of streamlining. economic development she asked where I was going. I had a meeting with between 17% and 18%, We guaranteed that all at Islington Council, said: my newspaper wholesaler Menzies. which is disgusting – this agents saw an increase “We value our independent “Why?” she asked. Well, we (the NFRN) have has been the case since in pence, but accept the businesses, which underpin regular meetings with Menzies to discuss service January. percentage position that our vibrant high streets issues and iron out any problems. The stark I am losing out on a Mr Williams takes. and town centres. We have reality is that my shop would find it difcult to lot of money and have “In the field, we are dedicated town centre and survive without HND, so a good service from stopped encouraging my actively targeting readers economic development teams my wholesaler is vital. I – and I’m sure the 7,000 shoppers on my rounds to with compelling subscription and carry out lots of work newsagents nationally who ofer this service – continue supporting the ofers and newsagents are to support traders. We are felt enormous empathy with Guy Wright, the paper. I can understand being encouraged to take providing rates relief where Brighton newsagent who decided to close his shop a slight drop in profit part. Mr Williams, I’d we can and adding to the recently after communication with his wholesaler margins, but Trinity suggest, would be a perfect fit voice of local businesses had broken down beyond repair. Mirror have been very for this activity. We shall be lobbying government. With This week, I lost one of my ‘marquee’ customers greedy. I would like to in touch.” our business community, we who has moved out of the area. Marquee know what John Howard secured a 14,000 signature customers visit the shop every day. Their spend has to say to this. petition requesting relief for is higher than the average customer’s, usually Ian Williams Help save our our traders. because they smoke and are extremely loyal. WH Smiths, Newmarket high street “We are dedicated to When I took over the shop, the previous owner John Howard, newspaper the long-term welfare of said I would be ‘all right’ (he meant financially) sales director for Mirror Islington council needs all our high streets and are and I would make a lot of friends. Both have Nationals, said: to do more to improve our disappointed Mr Gardner feels been true so I will miss this gentleman, both “We are committed to the local high street. Already, let down – we have worked as a customer and a friend. long-term health of all of one in eight units is closely with him for a number I received four Guardian-branded news bags the our regional newspapers empty or changing staf. of years. I am more than other day for helping to promote the Guardian and and echo the thoughts of our For starters, I’d like to happy to meet him with our Observer in my shop. Using the PoS kits provided, own prime minister on this see more parking facilities, ofcers to discuss ideas on our eforts seem to have paid of because sales subject. because parking is very how we can help support and have increased 7% since the papers relaunched in “However, to sustain the expensive and this is strengthen the businesses of tabloid format. ofer, we have to invest in pushing shoppers away. Upper Street in future.”

YOUR SAY How are people in your area working together to save RN READER POLL

your local high street? No, I don’t I’m understand getting there them Joe Williams Bill Palmer and Anita Nye 12% 38% Spar The Village Shop, Eloise Capocci Premier Eldred Drive Store, Hook Norton, Oxfordshire Magazine Heaven, Rushden Orpington, Kent Yes No We work with other Lakes Shopping Centre In the past six months, the 38% 12% independent businesses Some of the retailers in our number of charity shops to reduce the likelihood high street have already has gone down from eight of customers leaving closed, and the remaining to three, and a lot more the village to go to a ones try to find ways to businesses are being driven Are you ready for big supermarket on its engage with us. The local out. There used be quite a the new GDPR outskirts. For example, florist, for example, gives us few independent retailers regulations on we’ve partnered with fresh flowers every week to in the high street, but 25 May? Hook Norton Butchers to put on our coffee tables, and they also are moving out stock some of their cheeses we will give discount cards because rents are too high. NEXT WEEK’S QUESTION and meats, and sell their for her store. This shopping The council needs to lower Have you rationalised products when they’re centre development can the amount, because at the your tobacco stock one closed on a Monday. This affect the high street moment, I can’t imagine year on from EUTPD II? raises awareness and slightly, so we look into they are making any money encourages customers to ways we can work together with all the empty shops Vote now at spend more with them. to support each other. around. betterRetailing.com

p18 Your Views.indd 18 15/05/2018 12:50 Save More and Sell More Group with Today’s Drop Shipment DropDrop ShipmentShipment & and Services & Support Services Are you looking to make savings in your business and grow additional sales? Save more Sell more

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RN page ad.indd 1 02/05/2018 15:56 20 18 May 2018 RN ACADEMY IN ACTION

Follow @IAAcademy for ideas and inspiration Service to the Community In part 10 of a 12-week programme, the IAA – and its category partner Booker Wholesale – help retailer Seelan Thambirajah improve his service to the community

his part of our weekly guide to improving your business with the IAA focuses on making Tcontributions to your local area. Being active in the community you serve can raise awareness among local residents, drive loyalty and help you become the main grocery destination in the area. Our category guide on the page opposite will show you how Seelan Thambirajah improved his business with Martyn Parkinson, brand director for Premier at category partner Booker Wholesale, using an action plan based on IAA Name Seelan Thambirajah benchmarking criteria. Seelan opened his 1,800sq ft shop, Shop Premier Gostwick Road located in a suburb of Bedford, at the Location Bedford start of April and transformed it from a WHY I TAKE PART rundown newsagent to a modern store at Size 1,800sq ft the centre of a local community. The shop’s Having expert information Staff 4 full-time, 4 part-time appearance has improved considerably supplied to me and working and also benefits from a customer base with the IAA is really valuable which consists of working-class families because it’s helping me develop my The Independent Achievers alongside two nearby schools. business. It’s useful to have this personal Academy is a learning and communication. Before I took over the development programme that store, it had been in the local community helps to increase sales and Want to see more? for years, and I want to use the help profits. Academy in Action For more on how to improve your offered by Booker Wholesale to increase shows how retailers like you store and to see more of Seelan’s its reputation and make the store stand are working with our partners shop, go to betterRetailing.com/ out further to more customers. to use the Academy’s advice. Academy-in-Action

AiA Booker.indd 20 14/05/2018 15:52 RN 18 May 2018 21

IAA ADVICE YOUR ACTION PLAN Seelan’s challenge: Becoming a one-stop 1 Walk your shop shop by oﬀering services This is designed to be used to help Seelan has the advantage of being the only you think like a customer convenience store in the cul-de-sac and attracts residents with core services such Benchmark your shop as a free cash machine, PayPoint and the 2 National Lottery. Will additional services Use the checklist below, ticking all boost sales? you see evidence of

Martyn says: “Customers based in residential and suburban areas will be especially attracted to products such as a cash machine or PayPoint because Ofering services to make you a one-stop shop they allow them to top-up utilities and other vital services. Seelan has a big Do you ofer free services like mobile top-ups, bill opportunity here as the only convenience store in the area and he can build payments or home delivery? on this by asking customers if they want any additional services.” Do you ofer premium services like gift wrapping or a free-to-use ATM? Leave a suggestion box by the till for services customers want to Do you work with other businesses to ofer services Action see in the shop and encourage staff to ask for their thoughts. like parcel pick-up/drop-of or dry cleaning? Being generous through charity work and fundraising Seelan’s challenge: Supporting and Do you collect donations for local charities/ promoting local initiatives and campaigns good causes? The two primary schools nearby Seelan’s Do you or your staf take part in community shop, alongside families living close by, fundraising events like fun runs? give him plenty of opportunity to engage Do you work with suppliers to organise or with the local community. How should he donate product to local events? decide what is best to support and how to Supporting and promoting local initiatives or campaigns get started? Do you promote local initiatives through a community notice board? Martyn says: “Community spirit and special events are a really efective way Do you regularly support a local school, club, of increasing potential sales. Seelan can establish a relationship with nearby society or organisation? schools to find out if they have any causes the shop can help fundraise for. Not Do you or your staf volunteer their time to help only will the charitable spirit give the store a good reputation, but the schools local organisations or campaigns? will likely ask if it can supply any products for future events.” Planning and budgeting to ensure success Speak regularly to headmasters of nearby schools to enquire Do you have a plan for the events, initiatives and Action about opportunities for partnerships and charitable events. campaigns you will back? Do you have processes in place for how you will contribute to your community? Seelan’s challenge: Sharing his store’s Do you have a budget to support local events, hard work and success initiatives and campaigns? Seelan has a Facebook page for the store, but this is only providing basic Sharing successes so your hard work is noticed information such as opening hours. Can Do you share how much you raised in-store he attract additional footfall by being and thank people for their generosity? more proactive with what he posts Do you share photos and videos of the throughout the week? events you take part in on social media? Do you get free coverage in local papers or Martyn says: "Facebook is a powerful tool for attracting customers. websites by sharing what you’ve done? Seelan can get free advertising for his store by posting pictures of events he has been involved with, such as photos of the school football team wearing kits donated by the shop. Residents will gain good 3 Pick one thing to improve impressions of the shop and are more likely to tell their friends and Write it down, implement it this family about it.” week and let us know how you get # Post photos and videos of your involvement with community on using #IAA18 Action events and charities on Facebook to raise your profile. PARTNER ADVICE Seelan’s shop benefits from being at the centre of a big working-class community with many families. There are opportunities for him to raise his reputation through more proactive involvement in events, CREATE YOUR OWN SHOP REPORT such as school sports days or coffee mornings. Go to betterRetailing.com/IAA/benchmark to create your own shop report or call us on 020 7689 0500 to take part Martyn Parkinson Brand Director – Premier in a future visit. Booker Wholesale Next week: In-store Display

AiA Booker.indd 21 14/05/2018 15:52 22 18 May 2018 RN FORMAT FOCUS How to grow impulse sales in 2018 Promoting unexpected, additional sales has been at the heart of independent retailers’ strategies for as long as there have been independent retailers. Olivia Gagan finds out what driving impulse sales means in 2018

CCEP, like other manufacturers, brought out many new products ahead of the sugar tax

TIE IN IMPULSE WITH EVENTS

The Premier League may have “The competition ofers ended last weekend, but with participating retailers a way the World Cup kicking of in to win, too – for store owners a matter of weeks, Mondelez who stock the participating is running a football-themed products and display PoS Cadbury promotion to “drive material, Mondelez will match WORK WITH THE SEASONS sales of singles bars”. the value of each cash prize for The impulse item customers Running until 30 June, the retailers where winning packs might be interested in can change on-pack promotion ofers 13 are purchased.” depnding on the time of year: in the consumers the chance to play Magazines also benefit summer it might be a soft drink or five-a-side football with Thierry from connections with events. an ice cream. But in the winter it is Henry, Shay Given, Jamie Mark Ansell, of Liskeard News, a hot drink or even a pair of gloves. Redknapp and others. Cornwall, makes sure he gets Mark Ansell sees the arrival Prizes of £1,000 are also his store ready for any upcoming of spring and summer as an available, and Susan Nash, trade sporting events: “We theme an opportunity to capitalise on communications manager at impulse display around events It is a lot customers’ perennial green- Mondelez International, and plan ahead for these. When fingered ambitions. says retailers who get the Tour de France comes up, easier to sell “At the moment, we have a BBC involved can also for example, we do a cycling things when Gardeners’ World display, because take advantage. magazine display,” he says. we saw they would be ofering there is a two-for-one entry to UK garden attractions. Last year, a similar promotion promotion caused a big uplift in attached sales and we sold 65 issues – so this year we’ve ordered 85 and made Cadbury’s Roundie it the centre of an impulse display. is one of Mondelez’s It is a lot easier to sell things when newest impulse products there is a promotion attached. I’ve also added magazines called Grow Your Own and Kitchen Garden on the same stand to encourage people who are interested in gardening to pick those up at the same time.” »

p22-25 Impulse.indd 22 14/05/2018 15:58 RN5358700_Cadbury page ad.indd 1FC PL 5 A Side Trade Advert and Consumer Poster_AD_V4.indd 1 09/04/201808/05/2018 11:5615:34 24 18 May 2018 RN FORMAT FOCUS FOCUS ON THE SOFT DRINKS CHILLER SECONDARY SITE ITEMS The arrival of the soft drinks sugar Red Bull Tropical and Orange For Keith Tomes, of Costcutter & tax has meant suppliers have Editions – and its category The Food Shop in Swanage, Dorset, been busy introducing new and/ development manager, Richard growing impulse sales means ofering or reformulated products for this Fisher, suggests retailers’ category a compact selection of complementary category. Embracing these new management should reﬂect the impulse items alongside an already- products and showcasing them in changes in the industry. established display. Soft drinks, for retailers’ chillers is, retailers agree, “Retailers should regularly instance, can work particularly well a key way of growing impulse sales – on a monthly basis – review as impulse items when merchandised in the category. their EPoS data to determine alongside hot food. Coca-Cola European Partners best-selling lines. It is “We stock a few small bottles of has launched a raft of new brands important that slow-selling drinks and cans next to our food to and variants including Monster lines are removed to make go section,” he says. “They’re not Ultra Violet and Pipeline Punch, space for those that generate expensive and people will often pick up Diet Coke Exotic Mango and more revenue,” he says. a bottle of water to go with whatever Feisty Cherry, and Fuze Tea. Its hot item they originally came in for.” trade communications manager, Dan Newell, marketing director Amy Burgess, says the key to at Mars Wrigley Confectionery, says capitalising on the impulse sales when it comes to chewing gum, opportunities these new products multiple sitings are an efective way ofer is keeping ﬁxtures full. to boost sales. “Locating gum next to “It’s worth keeping stocks high a second till, confectionery aisle or to meet increasing demand for dental section will drive additional drinks on-the-go with as wide purchases and ultimately maximise a choice of products as possible, sales,” he says. considering a range of sectors, The company also has a dedicated variants and pack formats,” Display Transformation Team that she says. helps retailers hone their displays Red Bull is another company depending on the size of the store to invest in its range – launching and space for gum.

THEY DON’T MAKE ‘EM LIKE THEY USED TO. WE DO.

ORIGINAL TASTE SINCE 1886

p22-25 Impulse.indd 24 14/05/2018 15:58 RN 18 May 2018 25

One retailer found success stocking a toilet roll promotion in an “illogical” place

THROW IN A CURVEBALL Another way to approach impulse stock impulse items in is to try placing products in what may appear to be unexpected spots, suggests Anish illogical places, but they Panchmatia, of Spar Wylde Green make shoppers realise in Sutton Coldﬁeld. Placing items what we have available in counter-intuitive areas can help away from their usual route shake shoppers out of a rut, he says. around the store.” He has “The nature of convenience found success by stocking a stores means customers are toilet roll promotion on the end of usually coming in for one or two an aisle usually dedicated to dry items, and their focus is on those food products, for example. “You products,” he says. “They’re not might not think of that product as spending time wandering round an impulse item, but people will and learning about the full range grab it even if they came in for of items you ofer. So, we often something else.” l

The Coca-Cola family has continued to grow since 1886

• 70% of all cola sales in convenience come from Coca-Cola TM* • Coca-Cola Classic is the most loved and the most consumed cola in GB** • Diet Coke is the undisputed No.1 sugar free cola in GB and has the highest unit rate of sale in convenience*** • Coca-Cola Zero Sugar grew 3.4x faster than Pepsi MaxTM in value in 2017† To ﬁnd out more visit www.cokecustomerhub.co.uk or call our Customer Hub 0808 1 000 000

* Impulse Value Sales Nielsen MAT 17.03.18 ** GB BGS Survey Jan 18 - Feb 18. 12-59yrs ***Nielsen Total GB MAT Value Sales 31.03.18. Nielsen Independents & Symbols - MAT w/e 30.12.17 † Nielsen Independents & Symbols - MAT w/e 30.12.17. Nielsen Independents & Symbols - MAT w/e 30.12.17.

©2018 The Coca-Cola Company. All rights reserved. COCA-COLA and the CONTOUR BOTTLE design are registered trade marks of The Coca-Cola Company. Rights of Publicity and Persona Rights: Elvis Presley Enterprises, LLC © 2018 ABG EPE IP LLC. p22-25 Impulse.indd 25 14/05/2018 15:59 26 18 May 2018 RN CRAFT PRODUCE

Offering shoppers a wide range of craft produce is increasingly essential. Priyanka Jethwa looks at the key areas to be swept in by this trend and asks retailers which developments they have noticed DAIRY Two trends are transforming the dairy market. One, led by the Managing a rise of veganism, is milk alternatives. The other, matching a rise in handmade produce with provenance elsewhere in the market, is artisan cheese. Brands such as Rebel Kitchen, Rude Health and Oatly have become regular fixtures in many multiples over the past year and ofer shoppers milk alternatives packaged in bold designs. Artisan cheese brands, such as Snowdonia Cheese, mega trend meanwhile, put the focus on flavour, with blends such as Ginger Spice, Ruby Mist and Black Bomber, which are all available from the company, while a whole host of other smaller cheese producers are also looking for a spot in local independent retailers’ chillers. Andrew Nunney, category, shopper and insights director at Accolade Wines, says these high-ticket items encourage higher basket spend overall, as they are likely to be purchased alongside a wine, and retailers can capitalise by placing products like these together in a dedicated display. Where is this trend going? Over the past year, I have noticed more people coming in to buy milk alternatives from new brands. Oat milk, which we Narendra only started to stock recently, has been Singh Jadeja really popular with younger shoppers, Londis, London and I expect it will grow even more this year. I find that when you stock artisanal and varieties of dairy products, shoppers are always keen to try them. The area I operate in has a lot of businessmen and women who earn good salaries, so even though craft dairy brands sometimes command a higher price, people are willing to pay the extra amount. ALCOHOL With more than 1,700 breweries in the UK, beer has been central to the craft trend’s rise. And with so much choice, it can be difcult for retailers to choose the right craft beer range for their store. Popular varieties include lagers, pale ales and IPAs, but retailers looking to be specialists in the category have to ofer something diferent. Martyn Railton, managing director at craft beer company Euroboozer, said this summer, low-ABV beers and I find that pilsners are predicted to boost sales. Furthermore, Graham Archibald, sales director at wine and beer importer Morgenrot, when said retailers need to generate word-of-mouth to establish their stores as ‘craft destinations’. This can be done by ofering a you stock selection of seasonal and limited edition craft beers. artisanal Where is this trend going? and varieties I think rum is going to get its turn this year in breaking into the craft category, similar to what we saw happen with gin. With of dairy it, you’ll find more microbreweries tapping into the demand Sandeep Bains products, and producing local bottled rums. Currently, we have a wide Simply Fresh, selection of craft beers, which are displayed opposite regular Kent shoppers are beers, and craft ale is definitely outperforming regular ales Customers will in terms of sales, even though they are about 40p to 50p more expensive. always keen pay more for craft People are willing to pay that little extra to enjoy a craft alcoholic drink. to try them beer, retailers say

p26-27 Craft.indd 26 14/05/2018 15:55 RN 18 May 2018 27

SNACKS & Gunna Drinks contain less than 5% sugar, meeting the demands CHOCOLATE of healthier consumers From gourmet popcorn available in a whole cob, to sharing bags of peanuts designed to enhance the flavour of craft beer, ultra- premium snacks are growing Categories in popularity and are attracting shoppers looking for something such as new and exciting to eat. Moreover, craft beer is premium chocolate brands, such as Ombar and Rawr, are helping forecasted to retailers increase basket spend, and ofer a way for retailers to grow by 5% stand out against the multiples. this year Furthermore, as craft often comes with premium-quality assurance – and is in some cases SOFT synonymous with handmade – it highlights a growing trend in DRINKS shoppers looking for heritage brands with provenance. This is The craft drinks movement is according to Noel Allen, founder being driven by unique flavour of Noisy Nuts, who says: “Stocking profiles, and this has led to an new foods that play into the craft explosion of indie brands taking trend can help retailers capitalise, centre stage. Melvin Jay, founder especially since categories such as and chief executive of Gunna craft beer is forecasted to grow by Drinks, said consumers are 5% this year.” excited about edgy brand imagery projected by craft suppliers Where is this because they look diferent trend going? from the bigger brands. So, to We are slowly get the right balance between mainstream and craft, retailers introducing more Siva Thievanayagan craft and artisan should stock a range of craft brands to our Nisa Local, soft drinks spanning a range snacking range Peterborough of flavours, and to help draw as we have noticed attention to it, label the range as more shoppers looking ‘craft’, as the product names may for new things to try – this is be unfamiliar to some. This way, the way the market is evolving, more shoppers are likely to pick up so it’s important we tap into a high-margin bottle or can. it. Just today we got an order of crisps and other snacks by Where is this a brand called Fair Foods, and trend going? to help sell it, we are offering Since the sugar Faisal Naseem a tasting of it in-store next to tax came in, the Family Shopper, the fixture. Some of the lines price difference are slightly more expensive between craft soft Arbroath than regular snacks, but I find drinks and normal people are willing to pay more drinks, such as Coca-Cola, has for brands that are shrunk, so more people are better quality and turning to new brands to try. have heritage. As a result, we have seen more Although this shoppers picking up brands trend may take like Coldpress. We offer four time to fully pick flavours in its juice range, up across including Pink Lady Apple and independent Valencia Orange, which are retail, there unique flavours other bigger is no doubt brands don’t offer. The juice that it will be itself costs around £1.69 for successful 250ml, and at the moment this year. it’s most popular with people coming back from the gym. l

p26-27 Craft.indd 27 14/05/2018 15:56 28 18 May 2018 RN THIS WEEK IN MAGAZINES My week in magazines

Marcello Perricone Magazines reporter [email protected] THE GAP IN THE MARKET

Chatting with various newsagents over the past month, I’ve noticed an interesting trend among specialist retailers. While the overall magazine market continues to sufer sales losses – the latest ABC shows a 5% reduction in overall print circulation in the past six months of 2017 – premium specialist magazines continue to sell well. Con- noisseur newsagents, such as Nainesh Shah from Mayhew Newsagents in London and Mark Dudden from Albany News at the Post Launch of the week Ofce in Cardif, have dedicated customers who come all the way from other cities just to buy titles in their stores. Those enterprising readers do so due to A NAPOLEON SPECIAL FOR more than just a sense of loyalty – some of those premium magazines cannot be found in 99% of newsagents throughout the coun- HISTORY ENTHUSIASTS try. One of Nainesh’s art magazines, Canvas, is printed in Dubai, and according to him, Key Publishing’s latest bookazine is a deep exploration into the his is the only shop in the UK that stocks it. life and military career of French leader Napoleon Bonaparte, with Those niches can be highly profitable opportunities in a turbulent industry, so talk- comprehensive articles catering to both specialists and amateurs ing to your customers and identifying unique THE INTEREST in war never wanes, and gaps in your local market and plugging them neither does the appetite of history enthusi- can be a helpful source of revenue. asts. Key Publishing is aware of how well the niche genre sells, and the latest bookazine in its successful series focuses on the NAPOLEON Opportunity: premium titles French leader who took Europe by storm: BONAPARTE: Napoleon Bonaparte. MASTER OF WAR Premium titles can be hard to Distributed by Seymour, this special takes On sale out now stock, but being the only retailer a deeper look at Napoleon’s life, including his Frequency one-shot selling them in an area can pay greatest battles, army composition and cul- Price £5.99 significant dividends in revenue tural pursuits, such as the rediscovery of the Distributor Seymour and loyalty. Look into any subject Rosetta Stone that led to the translation of Display with History or specific publication missing Egyptian hieroglyphs. It’s a comprehensive, Today, History of War, in your range and consider the “far-reaching” investigation that promises to Military History possibility of stocking titles for tempt amateurs and specialists alike. a trial period.

p28 TWIM 1.indd 28 14/05/2018 15:47 RN 18 May 2018 29

[email protected] THIS WEEK 020 7689 3350 @Marcello_RN IN MAGAZINES f facebook.com/thisisRN

GEOGRAPHICAL l The ofcial magazine of the Royal Geographi- On sale 24 May cal Society, this publication includes a collection Frequency monthly of articles and award-winning images featuring Price £4.50 culture and wildlife from all around the world. Distributor Intermedia l This issue includes book reviews, advice on Display with National Geographic Traveller, outdoor gear, quizzes and Q&As. Condé Nast Traveller

WARGAMES ILLUSTRATED ‘HOW TO…’ On sale out now Bestsellers l This special edition is a collection of 10 of the Frequency one-shot best articles which have appeared in Wargames Price £5.95 Art Illustrated magazine. Distributor Intermedia In l Display with Wargames Title On sale It includes instructions for wargamers and Illustrated, Miniature date stock model-makers on how to easily construct Wargames, Wargames 1 buildings for table-top battleﬁelds. Soldiers & Strategy Leisure Painter 18/05 2 Artists & Illustrators 18/05 3 The Artist 18/05 FAMILY ARROWORDS 4 Art of Watercolour 16/03 SELECTION On sale 24 May 5 The Art Newspaper 08/05 Frequency monthly 6 l Paint & Draw 15/03 This 100-page magazine is aimed at fans Price £2.55 7 looking for something a little diferent from the Distributor Seymour Selvedge 15/04 usual arroword ofering. Display with Take a 8 ArtReview 17/05 l It includes many arroword variations printed Break’s Arrowords, 9 in big squares and clear text, to appeal to readers Puzzler Arrowords Crafts 13/04 who are visually impaired. 10 Aesthetica 06/04 11 Juxtapoz 27/03 12 Modern Painters 16/05 KATIE 13 Artforum 01/05 14 l Aimed at primary-school girls and full of On sale out now Pastel Journal 13/04 puzzles and stories, this publication features Frequency monthly 15 Disegno 13/04 licensed characters such as Barbie, Hello Kitty Price £3.99 and Disney Princesses. Distributor Marketforce Data from independent stores supplied by l This month’s bumper issue contains extra Display with Sparkle pages of activities. World, Shimmer & Shine SYMBOL KEY

Price Launch Frequency Bumper PUZZLEPAD LOGICS change change issue l This 288-page magazine is full of puzzles, from On sale 24 May sudoku and battleship to tectonic, hitori and slith- Frequency monthly erlink challenges. Price £2.65 l It is aimed at both veteran puzzle fans and Distributor Seymour people who are curious or interested in picking Display with PuzzlePad Free titles, Logic Problems One Special Competition up the hobby. shot issue gift

starter sticker brand pack packets £2.99RRP 60p new! RRP

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p29 TWIM 2.indd 29 14/05/2018 15:46 30 18 May 2018 RN THIS WEEK IN MAGAZINES FAMILY CROSSWORDS Expert advice l A new crossword title from the popular Catherine Family range of magazines, Family Crosswords On sale 24 May Potter includes several puzzles and a £2,500 cash comp- Frequency monthly Managing director lifestyle, etition every month. Price £2.55 Immediate Media l The launch issue has 120 crosswords of all sorts, Distributor Seymour such as standard crosswords, skeletons, backwards, Display with Take a spirals and more. Crossword, Lucky Seven Crossword Collection he mindfulness and wellbeing sector is growing healthily, with volumes increasing by more than 20% in the past year and ALL ABOUT MY CAT RSV growing by more than 30% Tto over £4m, driven by launches and cover- On sale 25 May AND ME price increases. Frequency one-shot l This special feline-focused one-shot is full of This growth reflects the zeitgeist for Price £5.99 facts, tips and information on how to best look mindfulness that has been building over Distributor Intermedia after cats. the past five years: it has become part of the Display with Your Cat, l Part of the ‘All About My Pet’ series, this Your Dog, Cat World, national conversation, from its use by big magazine is aimed primarily at young children World of Pets corporations and the NHS, to schools and the with cats. military, and to individuals downloading meditation apps in their millions. In The Moment launched in June 2017 and MY FAVOURITE is the best-selling monthly mindfulness title. It is a creative, modern magazine for FAIRYTALES On sale out now women who want to read about mindfulness, l This children’s magazine is full of illustrated Frequency bi-monthly wellbeing and real happiness. It also fairytales, puzzles and activities to keep pre- Price £4.75 contains paper gifts and pull-outs in each school girls busy. Distributor Marketforce issue to encourage creativity and interaction l May’s issue includes a free cover-mounted Display with Disney with the brand, and provide additional value mermaid doll. Princess, Fairies to readers. Our strategy SPECIALIST CHOICE Who buys your titles? MARK DUDDEN, ALBANY NEWS, Women aged 25-55, who are health and CARDIFF environmentally-conscious shoppers interested in wellbeing, mindfulness RODDER’S JOURNAL and creativity. They buy branded products and have extra income to spend. Who buys it? Hot rod enthusiasts, collectors How should your titles be promoted and lovers of old-school in-store? American cars. I have people At the front of the fixture in the women’s coming from West Wales and interest category to capitalise on the huge Swansea to get it, because growth in this market. you can’t get this magazine in most shops. How are you investing in independents? We supply more than 500 independents How do you display it? On sale out now with In The Moment, and on average I display all the generate £1,000 in RSV in these retailers Frequency quarterly American hot rod every issue. Each issue has either paper Price £8.99 magazines together, gifts – inside or cover-mounted – to encour- Distributor Frontline right next to the age sampling and impulse purchase. motoring section.

COMING UP IN NEXT WEEK’S RN Inside the Sidhus’ revamped store: “Customers can come in, drink coffee and work on their laptops.” Plus, get your food to go ready for the summer months, and do you know enough about the brands, varieties and styles of wine to convince your customers to trade up?

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