Coca-Cola Company

16.09.2016 REASONS TO VISIT 15 services to get shoppers through your door INNOVATION Page 30 »

Top 100 in six months Great deals and a Subway offer doubled turnover Page 28 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.30 Cuts to staff hours risks your USP NEW TREND l Offsetting rising wage costs could undermine your point ALCOHOL of difference with multiples, says Conviviality boss Amanda Single Jones and Today’s retail director John Kinney. wine no l Local Shop report predicts convenience growth. Page 5 » flash in the can Single-serve formats bring much-needed innovation to category, say retailers. Page 8 »

NEWSPAPERS FOODSERVICE Express Dinner and Star to go will ‘fooling earn me shoppers’ 90% profit on price Baz Jethwa sets ambitious target for Retailers hit out, but new pizza service. watchdogs refuse to Page 13 » act. Page 4 »

Vol 127 No 37 Exclusive three page FOR TRADE USE ONLY report from NFRN’s Gimme five Stratford Post Ofce in East London was one of the ﬁrst stores to re- 37 national council ceive the new £5 notes on Tuesday. Despite a delay getting the machine to work meeting in Dublin. with the new notes, co-owner Sam Patel was pleased. “People wanted to know what Page 14 it’s all about,” he said. “They like the new notes because they’re hard wearing.” » TASTES MORE LIKE COKE, LOOKS MORE LIKE COKE

zero SUGAR NEW IMPROVED TASTE £10M MARKETING SPEND STOCK UP NOW

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What’s your purple cow? This challenge, made famous by marketing guru Seth Godin, was put to me last week by business coach Gordon Stoddart. Identifying the thing you do that stops people in their tracks and makes them take notice is key to growing a business, he says. It’s one way he helped grow turnover of his family’s wholesale business Brakes from £60m to £200m earlier in his career. RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT He identified four differentiators – product, service, experience and price – but points to experience as the “sweet spot” many businesses are now focusing on. It’s the difference between what customers do and what they Put yourself in your feel and the thing that makes Harley Davidson fans love the brand so customers’ shoes much they get tattoos. and think about And it’s no different for a local shop looking to stand out from the crowd. an experience you Product and price are largely difficult to differentiate on, especially with discounters becoming increasingly convenient with a greater fresh offer. could give them Service is the area traditionally held up as the opportunity for that they would independents to trump multiples. There are some fantastic examples – remember from recycling to key cutting – of local retailers offering brilliant services that make customers’ lives easier in this issue on page 30. But could you go even further? One retailer offering a brilliant experience is James Brundle from Spar Eat 17. Unique features in his Hackney store include a Burger bar, in-store florist and fill-your-own wine casks. Evidence of a great customer experience can be found on Twitter. One shopper at his new Whitstable store tweeted a picture of the fresh fish shelf, which features pebbles, nets and mini deckchairs. CHRIS GAMM Editor Put yourself in your customers’ shoes and think about an experience @ChrisGammRN you could give them that they would tweet about. It could be as simple as a few pebbles.

28 NEXT WEEK CONTENTS 40 26 PRICEWATCH NEWS COMMENT & RN’s reason for customers to essential guide visit? Find out what top 4 INDUSTRY NEWS ANALYSIS Daily to prices in a key retailers are doing Express and Daily Star 18 YOUR STOCK, YOUR sector. This 32 E-CIGARETTES accused of misleading SAY Have you introduced week we take a Keep up to date readers with cover flashes any new services this closer look at the with the latest 6 BUSINESS NEWS year? And are you still red wine sector developments in Opportunities for c-stores stocking lines which 28 RETAILER PROFILE the fast-moving THE FUTURE OF WHOLESALE as ex-Tesco execs face will disappear as part of In just six months e-cigarettes sector Coverage of the IGD’s fraud charges EUTPD II? weekly sales at 36 SOFT DRINKS summit 7 NEWSTRADE Magazine 20 LETTERS Radio Times is Jasdev Jatana’s 32 Why functional launches worth £50m not helping newstrade by Family Shopper soft drinks are in 2016 offering direct deliveries Subway have jumped by growing in popularity says newsagent 8 PRODUCT NEWS Retailers more than £10,000 and he 40 PREVIEW Gluten-free beer 22 YOUR ISSUE Impact of has made it into the IAA’s from Viiking Ventures; shake up wine category ram-raid on Top 100 with single-serve options Toffifee returns to TV Cambridgeshire 30 UK stores with £5m ad campaign 12 REGIONAL Changes spark store still being

worries as Menzies takes felt two months on FEATURES THIS WEEK over Portsmouth deliveries 23 COLUMNIST Bintesh 30 SERVICES IN MAGAZINES BAKERY 14 NFRN NATIONAL COUNCIL Amin is getting Is your store 41 ROUND-UP Three retailers on how Three pages of coverage his store ready for providing a 42 FOR YOUR SHELVES their ranges reflect their

from the NFRN National the new university compelling Wallpaper* special edition; customer base Council in Dublin term enough Look magazine redesign “SERVICES LIKE CONTACTLESS PAYMENTS SHOULD BE AN ABSOLUTE GIVEN” BLAKE GLADMAN, RETAIL DIRECTOR AT HIM! ON THE NEW STANDARDS RETAILERS SHOULD MEET Page 30 » 4 16 September 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news

Coca-Cola Simply Freshers ‘the local at Cardiff brand’ and Vale Coca-Cola should be College considered a “local” brand, Simply Fresh according to Coca-Cola Cardiff and Vale European Partners’ sales College store director for wholesale and welcomed fresh- convenience, Gary Black. ers with lots of “97% of Coca-Cola sold freebies and in GB is made here. That competitions. sustains 4,000 jobs within New students our business and links to were given the another eight within the chance to win an industry,” he added. iPad, £1 coffee, Mr Black’s comments tea and choco- came as the company late, and free- committed to “growing bies in line with responsibly”. the store’s ‘eat He said: “We are invest- well feel well’ ing £30m between 2012 and campaign. 2017 on reformulation and extending our range of low and no sugar products.” This includes the recent Northern & Shell titles accused of misleading over price ‘It causes awkward situations’ relaunch of Coke Zero and Coca-Cola Life’s reformulation to 45% less sugar than classic Coca-Cola. The company has also launched Star and Express tricking a no sugar version of Mon- ster – dubbed ‘Ultra’ – and a no added sugar version of Capri-Sun in recent readers with cover flash months. He said: “39% of all sales by Tim Murray that the Express is “10p fooled into buying a poor while the ASA said price are now of low or no sugar cheaper than the Mail”, product in my opinion.” claims didn’t fall under its products and 33% of the The Daily Express and Daily while the Star is “20p Jon Powell, of The News- remit. Coke range”. Star have come under fire cheaper than The Sun”. agent in Newport, tweeted: The Chartered Trading from retailers for tricking Retailers told RN it could “It causes many awkward Standards Institute, the customers into buying their be misleading for custom- and embarrassing situa- body covering trading stan- newspapers through their ers. “The bottom line is The tions for us and customers. dards authorities around Fox’s ‘fat price claims – but industry Express is not 10p. It’s the It creates bad feeling.” the UK, said: “We don’t see bodies are refusing to act. same with the Star. It has Organisations including any way trading standards The papers both have this great 20p flash then the Advertising Standards can enforce this under and lazy’ 20p and 10p flashes on their it says ‘cheaper than The Authority, press complaints the rules followed. It’s just front cover, which some Sun’,” Eugene Diamond, of body IPSO and the Audit stating a fact. But we do ap- backlash retailers believe indicates Diamond’s in Ballymena, Bureau of Circulations, preciate what retailers are Trade bodies have hit back their cover price. said. “Most People wouldn’t have all said the claims fall saying.” at secretary of state for In smaller print under- know it’s more as they nev- out of their jurisdiction. Northern & Shell de- international trade Liam neath the price, it clarifies er take a receipt. They are IPSO said it wasn’t editorial, clined to comment. Fox’s admission that Brit- ish businessmen were “fat and lazy” and would rather play golf. The MP, who backed Kids already cutting down on sugar Brexit, said British busi- Children have reduced 2014. From 2008 until 2014 that sugar intake from soft “The NDNS shows that nesses weren’t doing their consumption of sugar, boys aged between four to drinks has been reduced by consumption of sugar- themselves any favours, according to a new report, 18-years-old have seen a more than 16% in the last sweetened drinks has but his comments have raising further questions 4% decline, while children four years. It seems odd to fallen compared to six years drawn a response from about the need for a levy. aged 11 to 18-years-old punish progress with a tax ago, quite considerably in retailers. The Federation The National Diet and experienced a drop of 3.2% which risks job losses and children aged four to 10.” of Small Businesses said Nutrition Survey (NDNS), in the same period. higher prices for consumers NFRN chief executive small exporters were grow- published last week, high- Gavin Partington, British when our eforts are clearly Paul Baxter said the federa- ing, while the ACS pointed lights teenagers’ consump- Soft Drinks Association having an impact.” tion would continue to press out how hard retailers work tion has seen a drop of more director general, said: “Inde- A Food and Drink Fed- for a solution other than the and the hours they put in. than 8% between 2012 and pendent analysis confirms eration spokesman added: tax to tackle obesity. Retail Newsagent 16 September 2016 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Page on twitter 40 @RetailNewsagent for expert advice to help you grow your sales Cost-cutting measures ‘worry’ industry leaders RN poll reveals 50% of retailers cutting hours Pay Fair ‘action’ Retailers on the PayPoint Cutting staff and hours to Pay Fair Facebook group are considering a further day of action against the company. Members of the 2,000- cope with NLW ‘risks USP’ strong group are canvass- ing opinion over whether to by Gurpreet Samrai Wage?’, the majority say I of diference. It’s potentially detrimental take further strike action. am cutting back on hours. The Association of Con- to the customer.” It is understood more Retailers cutting staf and That’s a worry if they’re venience Stores’ 2016 Local Blake Gladman, him! re- than 130 retailers, represent- opening hours to ofset doing the wrong action Shop Report also revealed search director, added: “The ing around 300 stores, have extra wage costs are at risk to address that cost,” Mr three of the top six drivers gut reaction is to reduce staf already signed up. of losing their USP, industry Kinney said. “In many to stores were friendly and hours and staf numbers, yet Manpreet Singh, of Ste- bosses have warned. cases the point of diference helpful staf, local staf who we know they are very im- venston Convenience Store The caution from Today’s independents have over the know me and long opening portant in convenience. The in North Ayrshire, said: Group retail director John multiples is we know our hours. The report predicts danger is if you strip that “Not everyone is looking to Kinney and Convivial- customers, so there is a dan- the overall market will away you lose your rawness strike, but a lot are. We’re ity chief operating ofcer ger if we lose that USP.” continue to grow. and USP. It should be where also speaking to retailers Amanda Jones, comes as He said retailers should be Ms Jones said: “I hear retailers are investing.” not on Facebook, at cash and an RN poll revealed 50% of using their EPoS data to re- about a lot of independents Baz Jethwa, of Costcut- carries and so on.” retailers have cut staf hours view their range, exploring having to cull hours, not ter in Farnworth, agreed NFRN chief executive following the introduction if there is an opportunity to because they think it’s com- with the caution, stating if Paul Baxter said: “We are of the National Living Wage introduce more premium mercially right, but because the quality of his hot food, aware of the group’s con- in April. products and look at other they can’t aford it because which is his USP, starts to cerns, which we are discuss- “When you ask retailers costs their business incurs they have to cut costs some- slip because of a reduction in ing with PayPoint. We inte- ‘how are you manging the to ofset the increased wage where. staf hours he would quickly nd to ensure their views are cost of the National Living costs and protect their point “That for me is a real risk. lose sales. heard at the highest level.”

Linda shares Don’t give her theft ordeal away fivers NFRN national deputy vice Retailers have been warned president Linda Sood has fea- to double check their notes tured in BBC TV programme when handling the new Caught Red Handed, which fivers. aired on Monday. She shared Angela Simpson, opera- an emotional account of the tions support manager at ordeal of her staff member NFRN, tweeted a word of of 11 years giving away thou- warning on Tuesday as the sands of pounds of free gro- first of the new £5 notes ceries. In what was described found their way into shops. as an ‘illegal supermarket She said: “Remember, sweep’ by Portsmouth Crown the new £5 note comes in to Court, Stacey Lajoie was circulation today, as they’re caught helping herself to cash new, make sure you don’t from the ATM and giving out give out two stuck together.” free groceries to her friends. Illicit trade soars by 18% Partnership approach ‘is missing’ A total of £1m-worth of illicit There is a partnership ap- dent retailers should be approach missing from tailer taking the full hit, as cigarettes and hand-rolling proach missing between leading the way during a suppliers to get them in although some innovative tobacco were seized during suppliers and retailers panel discussion at the 2016 stores and reduce the risk products may have a high trading standards’ Opera- which is stopping stores Local Shop Report’s launch for retailers. If all the risk margin, they are also very tion Henry 2 – 18% higher from trialling new prod- event. is on the retailer, they will costly because of wastage than when the operation ucts, a retail director has “I don’t think we have say I’ll wait until it proves issues. was carried out in 2014. said. the partnership with itself and then sell it.” Dave Thomas, of Mc- The UK-wide operation John Kinney, of Today’s suppliers to access those He said suppliers need to Coll’s, added the group has discovered 42% of premises Group, made the statement products so we could lead provide practical solutions had its “fingers burnt in visited were selling illicit in response to a question the way,” he said. “I think such as an exit strategy the past” so is now more tobacco products - with 57% about whether indepen- there’s a partnership that doesn’t leave the re- cautious. of these repeat ofenders. 6 16 September 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent BUSINESS to have your say on the latest news Free hot Inside new Whitstable drinks on Eat 17 store Here is an inside trial for a look at the newly Eat 17 store in month Whitstable in Kent. A retailer has been inspired Stocking 1,800 to trial a tea and cofee local and regional giveaway to see if it will lines, the former drive footfall. My Local store also Following Waitrose’s offers homemade free hot drink scheme ready meals and for anyone holding a My fresh sandwiches Waitrose card, Mandeep made in-store, Singh, of Premier Singh’s artisan bread from in Shefeld, has decided to a local bakery, as give the idea a go during well as wine and the next month. prosecco taps from He believes the giveaway which customers would help create a relaxed can fill empty wine shopping experience with- bottles. out it being a great cost to the shop. “I think it will make a diference,” said Mr Singh. Indies perfectly placed to provide unrivalled level of service £263m accounting drama However, Dee Sedani, owner of One Stop stores in Derbyshire, said he’d trialed free hot drinks with every newspaper purchase, C-store opportunites as without success. “95% of our newspapers are delivered by paper boys so it’s pretty worthless,” he Tesco faces fraud scandal said. by Charlie Faulkner The charges are linked “But small retailers, we’re year are for convenience to the supermarket giant’s on the front line. People see stores. Tesco chairman Convenience retailers have £263m accounting scandal, us every day. John Allan has admitted One Stop an opportunity to win su- when it was discovered the “We’re scrutinised more to an unhealthy ‘race for permarket customers’ trust grocer had inflated profits than the bigger supermar- space’. singles and footfall as controversy by incorrectly booking pay- kets.” However, James Low- surrounds Tesco. ments from suppliers. Simon Routledge, of J & man, chief executive of the Despite multiples “deci- Sandy Sarwar, owner of S News in Hull, believes a Association of Convenience success mating” small businesses, two Premier Pricekracker large part of his business is Stores, said while the big One Stop has increased the the news of three former stores in Dundee, believes communication with his four multiples are turning number of single pick lines Tesco chief executives this is an opportunity for customers in order to bridge their attention to online, available to its franchisees charged with fraud could local retailers. the gap and gain trust. the discounters are buying to 280, saving stores an present local retailers with He said: “You can walk It comes as research from up space to increase their average of £100 per week on a chance to provide a level from one supermarket to Barbour ABI also reveals all market share, with 112 markdown and waste. of service the multiples are the other in Dundee. They bar one of the combined 20 planning applications this The group said the lines hard-pressed to compete have decimated small busi- planning applications from year approved for Aldi and account for 10% of sales with, retailers have told RN. nesses. Tesco and Sainsbury’s this Lidl stores. across the business, with chilled, grocery, and of license categories all benefiting. John Miller, head of Retailers must up game in fresh and chilled operations, said: “We Retailers need to raise their driving footfall. raise standards – they need where indies can do quite focus on driving sales, game in fresh and chilled, He has urged retailers to be ofering good opp- well if they recognise that. reducing costs and creat- ofer value-added services, to engage with their local osition. If they can ofer a It’s not just about price.” ing efciencies that help and back local suppliers to produce suppliers to create value-added service like a He said this is part of franchisee margins. Single improve sales, according to a point of diference. newsround or Post Ofce, the reason why P&H’s picked lines help with all a wholesale boss. He believes people are that is what drives people small drop delivery, which of the above and, more Speaking to RN, Jon prepared to pay the extra in. provides retailers with a de- importantly, delivers a Moxon, P&H’s group price if they feel there is “Support the local livery service which keeps better customer shopping finance director, said fresh value in what they’re pur- butcher, deal with the local chilled items at a regulated experience through greater and chilled is a big product chasing. farmer. People are willing temperature, has been suc- availability.” category, and one which is “Symbol groups need to to pay a premium and that’s cessful. Retail Newsagent 16 September 2016 » 7 MAKE MORE OF SOFT DRINKS Follow RN Pages on twitter 36-39 @RetailNewsagent for expert NEWSTRADE advice to help you grow your sales Specialist titles replacing major launches One shots and specials ‘perform well’ Johnston backlash Johnston Press is facing a Niche launches help rack shareholder revolt as one activist investor met the publisher’s chairman. Crystal Amber, one of up £50m in sales last year the leading investors in the company, has seen the by Tim Murray be a thing of the past, but He added that maga- 90th birthday celebrations value of its investment fall they are being replaced zines were also looking to have all performed very as Johnston’s share price Magazine launches were by scores of smaller, more extend their brands into well. went down. It has called a worth more than £50m niche magazines, with specials and live events. “We would all love to see meeting and will decide a last year, bolstered by an higher cover prices, being Dean Russell, inde- a new major launch, but course of action afterwards increase in one shots and launched by independent pendent retail manager aren’t holding our breath.” – in previous instances it specials. publishers. at Comag, added the one Mr McCabe added: has agitated for change, The figure has been He said: “We’re see- shot market this year was “When was the last really forcing both Thorntons and calculated by distributor ing lots of launches in tracking ahead of 2015 mass market launch of a Pinewood into sales. Seymour, which added more niche areas, such as by around 3%, buoyed by magazine? I’m not even The company bought the more than 10% came from the luxury and fashion sporting events and other sure I could name it. Pub- i earlier this year, but has one-of titles. markets. These have £5 or occasions. lishers see it as a very big seen its share price fall by Douglas McCabe, head £6 cover prices or higher. He said: “One shots and risk. In a declining market, more than 90% in the last of publishing at Enders They have a relatively specials in line with celeb- you inevitably sufer from 12 months. Analysis, said big maga- small audience, but they rity deaths (Muhammed a problem of over-supply, zine launches with hefty also attract advertisers. Ali, Prince, and David which makes it even marketing spends may This model seems to work.” Bowie) and the Queen’s higher risk.” Metros returned Wallpaper* all Trinity Mirror is giving set to celebrate back four of the eight regional franchises for Design and lifestyle magazine morning paper Metro. Wallpaper* is marking its The publisher handles 20th anniversary with its big- eight of the franchises gest ever issue. The Time Inc around the UK, but it is publication’s celebration issue giving back control of has more than 500 pages the Bristol, Cardif, East and comes complete with a Midlands and Scotland limited edition cover, which franchises to Metro owner can be lifted and stretched out DMGT, citing profitability to reveal a special birthday issues. message. The limited edition It is not known yet “friction cover” has gone out whether DMGT will con- to selected stores, while every tinue with the editions. other issue gives readers the There are 14 Metro fran- opportunity to create their chises outside of London. own version of the cover. It also includes a unique, numbered pull-out poster in each issue. Newsquest strikes Journalists at Newsquest papers in south London have voted to strike over Radio Times’ Olympic-sized uplift proposed redundancies of The special Olympic edition biggest uplift in four years, The supplement detailed the nation, readers turn to staf at the regional ofce. of the Radio Times achieved outside of its Christmas the more than 2,000 hours Radio Times as their trusted In the ballot, more than a sales uplift not seen by issues. of online, TV and radio cov- guide. The production of 70% voted to walk out of the magazine since the 2012 The issue included a erage with all the BBC’s big the special issue was a real the south London hub, London games. 72-page Olympic supple- presenting names involved. team efort and it is terrific based in Sutton. News- It sold around 44,000 ment, with an increased Radio Times manag- to see the hard work and quest has said that 27 of more copies on newsstands cover price of £3, complete ing director Kathy Day investment we put in to the the 29 staf at the ofce, than the previous week’s is- with national TV advertis- said: “The success of our issue rewarded – and with which produces eight local sue, an increase of 12% and ing support. In total, it was Olympic special illustrates both sales and RSV up it was newspapers, could face an additional retail sales worth £1.245m through the once again that for the big a great issue for advertisers, being laid of, with 11 jobs value of £364,100. This is the tills. TV moments that unite wholesalers and retailers.” certain to go. 8 16 September 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news Nisa’s £5 Made in Chelsea stars bond over Malibu deal for Pernod Ricard UK is launching a ‘Malibros’ campaign for its Malibu evening brand in a bid to target male drink- ers. Made in Chelsea’s Jamie Laing diners and Andy Jordan are part of a You- Nisa has launched a £5 meal Tube video encouraging men not deal in a bid to drive footfall to shy away from ordering Malibu and sales of evening meals. by forming a ‘Mali-bromance’. The The promotion ofers a duo reveal their love for Malibu, pro- diferent range of products claiming themselves as dedicated every three weeks for £5. ‘Malibros’. The first meal deal, which ran in conjunction with Nisa’s Back to School campaign, featured Birds New trend takes off in USA and is heading our way But some retailers remain sceptical Eye Chicken Dippers - or Quorn Meat-free Chicken Nuggets as a vegetarian alternative - Aunt Bessie’s Crispy Homestyle Chips, Single-serve wine is not Heritage Petits Pois and Heritage Neopolitan Ice Cream. The meal deal is suppor- just a flash in the can ted in-store with PoS, and is featured in the customer by Charlie Faulkner ticularly as his store is lo- purchase straight away leaflet and in adverts across cated in the centre of town, but don’t have wine glasses Nisa Radio. Wine is a one-dimensional near to the beach, and they available. It is simply of- category in need of rejuve- are ideal for picnics or a day ering customers a diferent nation. That is the message on the beach. format for their purchase.” from retailers trialing new “We already do good However, Bintesh Amin, Christmas single-serve options. business on premix spirits of Blean Village Londis in Wine in a can has report- in cans,” said Mr Hiscutt. Canterbury, said he thought edly taken of in America with Pladis Single-serve wine on “Bottles are limiting and I the idea was “cheap and due to its convenience, with think single-serve products tacky”. Pladis, formerly known as sale at Dave Hiscutt’s some retailers in the UK add another element to it “It will devalue the whole United Biscuits, has an- also looking to tap in to the Weymouth store for the convenience sector. category,” said Mr Amin. nounced its Christmas new trend. He said: “It goes against It’s never going to replace a “Most people drink wine to range which features new Dave Hiscutt, of Londis the grain of a general wine decent bottle of wine.” relax and enjoy themselves. packaging, new products Westham Road in Wey- drinker, but the wine cate- Mital Patel, of Bargain It should be respected in and re-launches. mouth, Dorset, started gory is quite one-dimen- Booze Select Convenience a nice bottle. Cans don’t New additions include stocking wine in plastic sional, there’s not really in Brentwood, who doesn’t make sense.” McVitie’s Victoria Collection single-serve glasses last much innovation in that currently stock single- He believes there are bet- – a 200g pack with an RRP month. He has sold around 45 category.” service options, added: “It ter ways to make the line of £6, the Snow globe 400g single-serve glasses each of He also believes there is a would be good for custom- more exciting, such as wine tin of Scottish all-butter rosé and white wine a week. niche market for cans, par- ers looking to drink their ice lollies. shortbread with an RRP of £10, and the Gold Bullion Tin with an RRP of £6. Returning products include McVitie’s Family Richmond Shake & Bake puts casseroles in a kit Circle biscuit selection Kerry Foods has extended serole – both with an RRP mond, said: “Convenience is we are confident there is a available in 360g (RRP £3.00) its Richmond range with of £3. The company says a top driver of consumption great opportunity to extend and 720g formats (RRP the launch of Shake & Bake meal kits aim to ofer an for evening meals and this the brand’s usage and con- £6.00), Jacob’s Savoury Fav- meal kits this month. easy solution for an evening is a key pillar for growth for sumption.” ourites 200g biscuit assort- The new sausage casse- meal with the sausages, us and the category going Kerry Foods added the ment (RRP £2.19) and Carr’s role meal kits come in two seasoning mix and baking into 2017. launch follows on from Assortment in a 500g Chris- flavours – Classic Sausage bag all included. “Richmond sausages the success of Richmond tmas box format (RRP Casserole and Italian To- Sarah Davies, senior are enjoyed by millions of Perfect Bake which comes £7.50). mato & Herb Sausage Cas- brand manager for Rich- families every week, and in a foil tray. Hot products for your shopping list

McVitie’s Victoria Collec- Nisa has launched Two new sausage cas- tion is a new addition to a selection of £5 serole kits are avail- Pladis’s festive range evening meal deals able from Richmond CHASE THE CAP &

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RN page ad.indd 1 30/08/2016 14:07 10 16 September 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news Princes’ Purr-fect night in with McVitie’s dietician McVitie’s has announced the return of Chocolate Diges- tie-in tives. British Blue kittens, as Princes has announced part of a new TV advert for a six-month partnership its Digestives Nibbles, which with award-winning dieti- went live last week. The cian Lucy Jones for its ﬁsh 30-second advert features and fruit lines. a girls’ night in, where four The partnership began friends are relaxing on the last week as part of Princes’ sofa, watching TV together. ‘Ambient Fruit at Breakfast’ One of them reaches for a campaign and its ‘Really pack of McVitie’s Digestive Simple, Royally Good’ Nibbles for a mid-movie campaign. treat and, as the packet is The advertising cam- opened for her to share with paign will run across print, her friends, a troupe of kit- radio and digital platforms. tens appear.

Brancott’s Specialist tipples going from strength-to-strength Brewery reports 110% annual growth new packs Pernod Ricard UK has unveiled a new pack design for Cheers! Craft beers are New Zealand wine brand Brancott Estate. The new-look packaging displays the Marlborough brewing up bigger sales landscape and Brancott Vineyard, which the by Charlie Faulkner shot up in his store, howev- company says comes after Some of the 200 beers stocked at Dave Hiscutt’s er he believes the category research identified an inter- The craft beer category is is becoming a ‘big thing’ store in Weymouth est in the brand’s heritage. continuing to go from and new entries maintain The company says the strength-to-strength with customers’ interest. new look comes as sales of the launch of new lines Meanwhile, Paul Mather, the Brancott Estate range bolstering its growth, of Sherston Post Ofce has grown by 15.3% in value. according to retailers and Stores in Wiltshire, only brewers. stocks craft beers from Andrew Cooper, co- within a 15-mile radius of Scoffies are founder of Wild Beer which his shop. launched four years ago, “We wanted to create a kids’ stuff told RN its products boast point of diference. Being Kerry Foods is launching a 110% year-on-year sales a village, people are hard- Cheestring Scofes with growth and he believes pressed to get what I’ve got the aim of boosting sales in there is still huge potential and it’s a talking point. We the snack category. for retailers to capitalise on. often get people coming The 3-in-1 resealable It is a statement backed in and they’ll say ‘Oh I’ve snacks provide both sa- by those already stocking never heard of this one voury and sweet options in the category. before’.” each pack, and are designed Dave Hiscutt, of Londis strength-to-strength with more experimentation with He updates his selection to appeal to children. Westham Road in Wey- more variants available flavours and the processes by requests from customers Scofes are available in mouth, Dorset, stocks just to the convenience sector in the making of the beers. and the latest additions in 60g packs with an RRP of under 200 diferent beers, than ever before. “I tried a salted caramel the local pub. Mr Mather £1.50. The launch will also including lagers and ales – a “There is so much excite- stout from Wild Beer brew- also values being able to be supported with a £1.5m range he has built over the ment over these beers, it’s ery the other day – that was ofer a product unique to TV campaign, sampling last six years. crazy,” he said. “More and beautiful.” the area for gifts and guests and in-store campaigns He said the “innovative” more breweries are getting He said he hasn’t seen a looking to purchase a sou- from January 2017 onwards. category is going from on the back of it. There is growth in sales since it first venir of their visit. Hot products for your shopping list

Brancott Estate wines The snack category gets a Princes has linked up have been given a new addition with Kerry’s with dietician Lucy Jones new pack design Cheestring Scoffies on its fish and fruit lines RN page ad.indd 1 25/08/2016 10:36 12 16 September 2016 Retail Newsagent Follow RN f on Facebook REGIONAL facebook.com/retailnewsagent to have your say on the latest news

NFRN has MP gets a first hand insight into top talks job opportunities Birmingham Ladywood MP in Ireland Shabana Mahmood visited JJ The NFRN met senior Food Service’s Aston branch executives from Irish as part of an investigation newspaper, magazines into what more can be done and wholesalers last week to support jobs and skills in to raise retailers’ concerns the city, in advance of the about carriage charges, ser- election of Birmingham’s vice issues and the impact first directly-elected mayor on retailers. next year. Ms Mahmood has Federation bosses told a background in the sector the supply chain excessive with her father owning a con- carriage charges are under- venience store. The National mining the importance of Pictured left to right: JJ Food Living Wage and the soft newspapers and magazines drinks levy were also high- Service general manager in-store and alternatives lighted as key issues, with a must now be considered. Terry Larkin, FWD chief potential increase in sales on Speaking after the meet- executive James Bielby, assistant the fraudulent market raised ing, NFRN chief executive branch manager Ruhel Ahmed as a particular concern. Paul Baxter said: “The and Shabana Mahmood MP NFRN left publishers and wholesalers in no doubt of the impact that some of their current practices Retailers fear changes will cause problems ‘If papers are late they won’t wait’ were having on independent retailers throughout Ireland. “We were pleased to get so many representatives Cost and delivery worries in one room to discuss our concerns frankly and that they have promised to take these away for further as Menzies takes on News reflection.” by Tim Murray fears the move will lead to ing a meeting to find out over late deliveries and increased carriage charge more.” other service problems. Retailers are calling for costs and potential prob- NFRN Southern district A Johnston Press spokes- RN READER POLL more information from lems with late deliveries. national councillor Nigel man said: “I can say that Menzies and Johnston “Menzies told us it was Swan added: “Obviously, I would expect deliveries I’ve improved Press after it was confirmed taking extra drivers on and carriage charges are a to be completed earlier via 4% efficiency the wholesaler is taking we thought it was to stop concern for our members. wholesale, which should I’ve 16% over handling of distri- the papers coming late,” The News does have days represent an additional increased bution of the publisher’s said NFRN national deputy when it is late, and if it is sales opportunity. prices I’ve taken a hit on margin Portsmouth News title. vice president Linda Sood, late, Menzies won’t wait for “I would also hope that I’ve cut 30% Menzies revealed it was of Falcon News in Ports- the papers.” a single supplier arrange- staff hours recruiting extra staf to mouth. “But then we found Retailers served by Men- ment for news and maga- 50% help it take on Portsmouth it was taking over delivery zies on the south coast have zines, in terms of goods News’ distribution at a from Johnston Press. We been in constant discussion in, returns and invoicing, meeting between the who- thought it was to sort our with the wholesaler over would be seen as a positive.” What impact lesaler and NFRN delegates problems out, because problems with distribution Menzies was unavailable has the National last week. papers are getting so late to in recent months and have to comment as RN went to Living Wage Retailers have expressed our members. We’re await- raised long-running issues press. had on your business? NEXT WEEK’S QUESTION JCB ram-raiders’ £25,000 ATM haul What would encourage Thieves escaped with Spar in St Neots and followed our hole in the wall once It follows a similar you to trial more new £25,000 in cash after steal- the same method as other was. We were pleasantly incident at John Green’s products in your store? ing a JCB and smashing attempted robberies. Thieves surprised how quick we got JR News store in nearby in to a store in another stole a JCB, drove it into the the store up and running Sawtry, where a stolen JCB Have your ram-raid. store and put the cash ma- and open again. The police was driven into the front, vote now Retailers believe it is part chine on a stolen lorry. said there’s been a spate in a failed attempt to steal of a spate targeting ATMs in Tony Scopes, who works of similar incidents. They the ATM. He is still waiting Go to betterretailing.com the Cambridgeshire area. The at the store, said: “There’s think there’s a gang doing for repairs. latest incident occurred at a a hole in the wall where the rounds.” l Your Issue – page 22. Retail Newsagent 16 September 2016 » 13 WHAT’S NEW IN E-CIGS? Follow RN Pages on twitter 32-34 @RetailNewsagent for expert REGIONAL advice to help you grow your sales Enterprising retailer expects returns of 90% ‘We thought “let’s try something different”’ Customs failure Customs staf have come Baz is aiming for a pizza under fire after reports they were failing to act in line with the zero tolerance policy on people going over the evening food market the limit when bringing alcohol and cigarettes into by Gurpreet Samrai the UK. A report by the Inde- A Bolton retailer whose pendent Chief Inspector of breakfast and lunch hot Borders and Immigration, food sales have soared by David Bolt, said that staf 30% is hoping for similar were using their discretion success as he launches a rather than following the new dinner option. policy of seizing all tobacco Baz Jethwa, of Costcut- and alcohol from people ter in Farnworth, is set to who didn’t declare goods. launch a call and collect The report stated that many pizza service next month. believed it would alien- With the majority of ate passengers and lead to the outlay and equipment confrontation. Baz Jethwa is launching a call and collect needed already in place, Hitesh Pandya, of Toni’s Mr Jethwa is expecting pizza service at his store next month News in Ramsgate, said: returns of around 90%. place, so all we need to do customers to take home where customers can sit “Customs staf are letting “We have a morning is get leaflets designed and and cook. “We are going and eat the products they retailers down by only pros- and afternoon solution, distributed, pizza boxes, to trial it up to Christmas, have purchased. ecuting the most serious of but we’ve never really ingredients and pay for and if it is successful we’ll “We have some room by smugglers.” had an evening solution staf hours.” carry it on,” Mr Jethwa the windows at the front that’s made in-store so we The service will be said. “Success would be if of the shop, and we want thought let’s try something launched with a promotion we can do more than 20 to create more theatre in- diferent and this is what ofering customers a large pizzas a day. If we exceed store,” he said. Use laws, we came up with,” he said. pizza and a bottle of wine that we will look at ofer- “Hot food has really tak- “The cost will be mini- or four-pack of beer for £10. ing delivery.” en of for us and our busiest says ACS mal because we already As well as cooked pizzas Mr Jethwa is also hop- time now is between 12pm The Association of Con- have ovens and most of to takeaway, they will also ing to create a seating area and 1pm so our mission is venience Stores (ACS) has the equipment needed in be wrapped and sold for at the front of the shop to build on that.” called on the House of Lords Licensing Act Com- mittee to focus on retailers not abiding by the law instead of imposing new Sign of the times for illicit tobacco buyers restriction on responsible A retailer has become so within two hours of open- tobacco and outlines what retailers. fed up with customers ing asked for under-the- might be contained in it Speaking in Parliament, asking for illicit tobacco and counter tobacco. before reminding custom- ACS chief executive James boasting about how easy it He made the sign and ers they only sell legal Lowman said: “The licens- is to get hold of counterfeit stuck it up on the gantry in cigarettes. ing act is not used enough cigarettes he’s put up a sign the store after becoming in- “It’s becoming such a to take away licences from highlighting the dangers of creasingly concerned about problem now, it’s increased those engaged in duty such products. the growth in the illicit a lot recently,” Mr Singh fraud.” He added a lot of Rojer Singh, of Nisa tobacco business and the said. “The worrying thing problems would be solved Local Saltaire in Shipley, impotence of authorities in is that everyone’s so if existing powers were Yorkshire, which is part of a tackling the problem. open about it. If you were used better. five-strong chain of fam- The sign, pictured, states burgling someone, you ily-owned stores, snapped that they’re not interested wouldn’t go around broad- when three customers in hearing about illicit casting it.” Amazon at the double Amazon has more than doubled the number of Shoppers love store’s custom mag bags Greater London postcodes A magazine specialist is customers plastic bags Ash Patel, from the “It’s gone down really AmazonFresh is available publicising its business emblazoned with a picture store, said: “It’s a bit difer- well with the customers.” to since the service first with custom-made carrier of the store, its name and ent from the normal size, The bags also high- launched in June. The bags. contact details. The bag we got it from a packaging light the store’s range of service is now available in Wardour News in Lon- is also perfectly-sized for company based on the fashion, art and design 190 postcodes across south don’s West End is giving magazines. magazines we sell. magazines. and southwest London. 14 16 September 2016 Retail Newsagent

NATIONAL NFRN NATIONAL COUNCIL DUBLIN COUNCIL 06-07.09.2016 Neville Rhodes reports from the NFRN Nationalnational councilCouncil meeting meeting in London

Communities price increase for EuroMil- lions, and he felt their com- value c-stores ments had not been taken Newsagents and conve- seriously. nience store owners pro- Sales of draw games vide a valuable and valued were “going down the pan”, service to their communi- and Camelot needed to ties, sustain a huge number wake up, he said. of jobs, and bear the brunt Concern was also of financial hardship dur- expressed about ing recessionary times, an Camelot’s Irish government minister dealings with told NFRN national council retailers when members meeting in Dub- stores changed Peter lin last week. hands. Peter Robinson Sean Canney TD, an Alli- Robinson, South ance party minister in the Wales, said both vendors Irish coalition government, and buyers faced uncer- said his country’s economy tainty. was based on small busi- Camelot should be asked nesses, and congratulated to set a target for each the NFRN’s Republic of Alliance party minister Sean Canney told the store, and if the target was Ireland district on achiev- NFRN national council that Ireland’s being met, the terminal ing its centenary. economy was based on small businesses would remain in place for Mr Canney said local the new owner, Mr Robin- retailers across the British recently formed News of members showed a very son said. Isles not only made a living Retailer Group (NRG). low level of satisfaction NFRN chief executive for themselves and their Members of the group, with wholesalers’ response Paul Baxter said he would families and provided which includes Asda, the to complaints, and it was raise the issue of players’ jobs for other people: their Co-op and McColl’s, along clear the service standards dissatisfactions and press shops also played a valuable with the NFRN and the multiple retailers receive Camelot to set minimum role in sustaining their Association of Conve- are similar. transaction targets for communities. nience Stores representing In her report to council, individual stores at a Referring to the com- independents and symbol Local news operations meeting with the company petition small businesses groups, want to know retailers not committee scheduled for this week. faced, Mr Canney urged what they are paying for chairman the NFRN to work with and how the charges are only made Linda Sood Landmark for other similar organisa- calculated. a living for said she was credit union tions to counter the power NFRN head of news Linda confident the exerted on governments by Brian Murphy themselves Sood NRG’s joined-up The NFRN Credit Union is conglomerates and multi- told council approach to trade on course to reach a key nationals. the federa- and their issues will help the NFRN landmark next year, its Also welcoming the tion intended to bring about reforms. executive president Tom NFRN to Ireland was Mr to step up the families and Searle told council. Canney’s Alliance party Brian challenge to provided Lottery changes Assets of £1m would al- colleague Kevin Boxer Mo- Murphy the wholesalers low the savings and loans ran TD. He said politicians over the charg- jobs for other prove unpopular mutual to make loans of needed to hear from small es, with more articles in Lottery players are unhap- up to £15,000. The current businesses on issues such the trade press, demands people: their py with changes to draw limit is £5,000. Mr Searle as the sugar tax, and urged for discounts for service games, and retailers are said the mutual, which has NFRN members to talk to failures, and a wider cam- shops also concerned about Camelot’s lent NFRN members more their parliamentarians. paign against charges that played a relationship with them, than £600,000 since it was are unfair. council was told. formed 10 years ago, cur- Carriage charges National president Ray valuable role Yorkshire member rently has assets of around Monelle assured mem- James Wilkinson said he £750,000. under scrutiny bers the NFRN in sustaining had reported Profits from loans are News wholesalers’ carriage would never communities players’ criti- distributed to credit union charges will come under drop the cisms of the members in the form of increased scrutiny from issue of car- Sean Canney TD latest prize dividends, and savings are a wide range of retailers riage charges. Alliance party minister structure for protected by the Financial now the topic has become Ray Mr Murphy James Lotto and the Services Compensation a key agenda item for the Monelle said a survey Wilkinson forthcoming Scheme. RN page ad.indd 1 05/09/2016 11:30 16 16 September 2016 Retail Newsagent

NATIONAL NFRN NATIONAL COUNCIL DUBLIN COUNCIL 06-07.09.2016 Neville Rhodes reports from the NFRN Nationalnational councilCouncil meeting meeting in London Police get to multiples quicker Police response times to retail crime incidents reported by large multiple retail groups are 45% quicker on average than responses to independent retailers, an NFRN survey shows. The survey, based on analysis of data supplied by police forces across the UK in response to Freedom of Information requests, also shows that 89% of incidents did not result in prosecution. NFRN public afairs manager Will Pryce told Jim Fox from Coca Cola European council the federation had Partners presents to national council set three main objectives to citing research by the Eco- changes to its field support skey, said the NFRN’s raise the profile nomics and Social Research structure. RDMs would be Will of retail crime: to Council, the tax would The changes will involve expected to work Pryce engage directly result in the average small a reduction in the number towards a recog- with police forces and retailer losing £8,100 a year of retail development nised business police and crime commis- in soft drink sales. managers (RDM) territories qualification. Margaret sioners (PCCs); to persuade The tax would also cause from 23 to 14 and the ap- Recruitment of McCloskey police forces to establish a serious upheaval in the pointment of five regional RSOs would be- Business Crime Partner- UK soft drinks market Obesity is a support ofcers (RSOs) who gin in October after being ships; and to promote links – as a similar tax had in will work from home, con- advertised internally. between retailers and their Denmark – by encouraging serious issue tacting members by phone local police. ‘grey market’ imports, Mr and Coca- and email. What kind of An NFRN report on retail Fox said. Chief executive Paul legal advice? crime, Victims in Retail, He also warned retailers Cola has Baxter said the is being sent to MPs and a sugar tax would not stop changes were nec- The NFRN is reviewing the PCCs. with soft drinks: it would stepped essary because only scope of the legal help it of- be extended to other sugar up to the half of members fers members, Paul Baxter Sugar tax ‘will products such as confec- Paul are available when told council. tionery. their RDM visits their It was a question of what challenge Baxter cost £8k a year’ Urging retailers to fight premises. “Members legal help most members Although the govern- the tax by supporting the of fighting it are asking: ‘Why can’t wanted. “Is it simply ad- ment’s proposed sugar industry’s ‘Face The Facts, my RDM help me when I vice, or a more detailed tax on soft drinks would Can the Tax’ campaign, Mr by reformu- need him?’, and we need to involvement dealing with be levied on manufactur- Fox admitted it would be lating our align members’ needs with their claims?” he asked. ers, its impact would be hard to win. our RDM support struc- The NFRN’s national greatest on retailers, a “Obesity is a serious products. ture,” he said. executive committee is senior industry executive issue and Coca-Cola has The changes should evaluating a number of warned. stepped up to the challenge But this achieve improved contact options, including the Jim Fox, Coca-Cola’s of fighting it by reformulat- tax is about availability by reducing existing service, and any public afairs director for ing our products. But this wasted visits, and the changes will Europe, said the tax as out- tax is about politics,” Mr politics introduction of outbound be announced in due lined in the government’s Fox said. telephone contact course. consultation document Jim Fox starting in 2017 Yorkshire member would be ‘a big leap’, adding NFRN improves Coca-Cola public affairs should help to Stuart Reddish de- 58p to the retail price of a 2l field support director, Europe achieve this, he scribed the NFRN’s bottle of Coke, and 10p to a added. Stuart legal helpline as “a standard can. The NFRN is aiming to Announcing the Reddish fantastic service” According to estimates boost quality contact with changes, head of op- and a huge benefit to by Oxford Economics, members by making major erations Margaret McClo- members. Retail Newsagent 16 September 2016 17

NATIONAL NFRN NATIONAL COUNCIL DUBLIN COUNCIL 06-07.09.2016 Neville Rhodes reports from the NFRN Nationalnational councilCouncil meeting meeting in London

News category bers were either working longer hours themselves or problems aired employing young people Members’ problems with rather than adults. the news category were Ray Crawford, Devon & emphasised by the wide Cornwall district, urged range of queries raised by the NFRN to make a strong national councillors follow- submission to the govern- ing a comprehensive report ment opposing HMRC’s on the news operations proposals to require committee’s activities by incorporated businesses NFRN head of news Brian to submit accounts on a Murphy. quarterly basis. A chart showing the number of missed cut-ofs Helpline renamed and re-runs was met with the suggestion by Yorkshire NFRN Connect member James Wilkin- The NFRN is renaming its son that inbound arrival helpline as the NFRN Con- statistics did not tell the nect to highlight the point whole story. that it is the first stop for The bunching of deliver- The NFRN has launched a survey into members’ queries and en- ies close to the cut-of time, the impact of the National Living Wage quiries, and to diferentiate sometimes coinciding with it from the helplines used the arrival of totes from the vital. Kent district member by the news wholesalers magazine packing centre, Mr Murphy said Store- Christine Southern to ask and other suppliers. meant warehouse staf 2Door would be tendering the publisher what support The number of calls were under intense pres- for various titles when they were talking about. received by the contact sure and rounds were going publishers planned to give “We support you by giving centre has risen by 45% out late. up direct deliveries, and he you a paper to sell,” Chris- over the past 12 months to “We are beating our would liaise with Store- tine was told. 85,000, and the service has heads against a 2Door-registered members saved more than £350,000 brick wall over as opportunities arose. National Living of members’ money. late deliveries Mr Woodrow also We are Wage survey and our mem- argued that in the digital beating Commercial’s bers are fed up,” age there was no longer a The NFRN has launched positive outlook Martin he said. valid reason for extending our heads a survey on the impact of Ward Martin Ward, wholesalers’ cut-of times increased National Living Trading conditions for Northern district, and the practice should against a Wage rates on members’ NFRN Commercial during said a shortage of packing cease. businesses, and have the first half of 2016 were staf and drivers was caus- Stuart Reddish, Yorkshire brick wall encouraged members to extremely challenging, but ing lateness all over the district, said members over late take part online at www. the outlook is reasonably country. were still not satisfied that surveymonkey.co.uk/ positive for a small surplus Scottish national execu- enough was being down to deliveries r/55C7XH5. at the year end, chairman tive committee member counteract sales of maga- Tom Searle, London Ian Shaw reported. David Woodrow asked zines on market stalls. and our district, said there Trading manager Caro- whether publishers who Mr Murphy said a great were cases where lyn Kirkland said Shoplink planned to pull out of deal of work had been done members rogue retailers had almost 4,000 unique direct delivery were co- to find the market traders’ are fed up were paying well visitors during the first half operating with the NFRN suppliers, but tracing how below the legal of the year, and an average to place customers’ and where they obtained James Wilkinson Tom minimum, out basket spend of £224. orders with mem- their supplies was a huge Yorkshire NFRN member Searle of the till, thereby Snowshock, Diamond bers. challenge, and so far no- showing reduced Mist and Expotutto’s over- Jason Birks, body was willing to meet sales and profits, and pay- head gantries were among national execu- the costs. ing less tax. the best- selling lines. Jason tive committee A publisher’s let- “This is unfair competi- The company is working Birks member from the ter about a cover tion and it is afecting us,” on the development of a Northern district, price increase he said. new symbol, Everyday, and said retailers’ own rounds mentioning the Stuart Reddish, its Model Shop programme often overlapped with support the news- Yorkshire district, said is being rebranded as Shop- publishers’ direct delivery paper provided to Christine one efect of the higher link Store Development. areas, so co-operation was retailers prompted Southern living wage was mem- 18 16 September 2016 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY Retailers diversifying to offer a wider variety of services has helped the convenience sector grow. Have you introduced any new services this year?

RETAIL NEWSAGENT Paul Mather ● ● Sherston Post Office, NEWS CONVENIENCE PROFIT 11 Angel Gate, City Road, London EC1V 2SD Malmesbury, Tel 020 7689 0600 Wiltshire email [email protected] We’ve not so much diversified Annual Subscription as deepened our ofering. So UK 1 year £150 Europe £302 2 years £237 Rest of world £354 rather than do something com- 3 years £333 pletely diferent, we’re ofering To subscribe contact 01737 457236 a wider selection of things we’ve already stocked. We’ve Editor Director of Sales got a deeper range of greetings Chris Gamm Mike Baillie cards now and we’re getting a 020 7689 3378 020 7689 3367 reputation for value and choice Associate Editor Account Director Chris Rolfe Will Hoad with them. We’re ofering a bet- 020 7689 3362 020 7689 3370 ter range of things like batteries came when we got rid of two but it’s just as much about dif- News Editor Account Managers and lightbulbs too. of the big Coke fridges and ferentiation, selling products Gurpreet Samrai Liz Dale bought one of our own. It looks you can’t get in the supermar- News020 7689 body 3386 020 7689 3363 David Lewis fab, it’s reduced the heat in the kets. We’ve just got some local Reporter LettersMarta Dziok-Kaczynska name, Spar Crescent Stores, store and it’s cut down on our honey that has honeycomb in Charlie Faulkner letters020 7689 address 3354 Minster Lovell, Witney, electricity bills. Turnover is still it, you can’t get that anywhere 020 7689 3357 Erin Swanson Oxon Features Editor 020 7689 3372 going the right way too. else. We sell t-shirts, selfie We haven’t done a great deal. sticks, memory cards for cam- Tom Gockelen-Kozlowski Sales executive 020 7689 3361 Khi Johnson We added a cofee machine Peter Lamb eras, we even started a book and Features Writer 020 7689 3366 a while ago and we’re now Lambs Larder, CD exchange – we sell them too. Rachel Barr Audience selling about 150 to 160 cups a Bells Yerw Green, We’ve got local business cards 020 7689 3358 Development week, which is good. The major Tunbridge Wells on the wall, that generates £200 Head of Production Executive Darren Rackham Chris Chandler change in the past 12 months We do a lot of diversification, a month for no outlay. 020 7689 3373 020 7689 3382 Senior Designer Marketing Manager Anne-Claire Pickard Tom Mulready Your020 7689 3391stock020 7689 3352 YOUR STOCK Are you still stocking tobacco lines Designer Marketing Assistant Emma Langschied Tom Thorn disappearing as part of EUTPD II? Do you think 020 7689 3380 020 7689 3384 Production Managing Director shoppers would pay a premium price for them? Coordinator Nick Shanagher Billy Allen 07966 530 001 Carl Pickering did before. I think people will be disappearing from the 020 7689 3368 Top Shop News, continue buying them until the shelves. When they can’t get Hesketh Bank, stock is no longer available. Email fi[email protected] them anymore, I’m expecting Preston complaints, but everything If you do not receive your copy of RN We’ve stopped stocking some Bhavesh Parekh is still available from every please contact Chris Chandler on 020 7689 3382 or of the premium brands in 10s, Kwiksave, supplier. You can tell people it’s email [email protected] such as Silk Cut, but we’re Little Lever, coming, but they won’t notice Printed by Southernprint, Poole, still stocking the more budget Bolton until they’ve gone. on 80gsm Galerie Fine Gloss paper brands. There’s still quite a I don’t think enough people Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT demand for those. They’re know about the legislation Louisa Keys or that 10s and menthol will Key News and Stores, Audit Bureau of Circulations selling just as well as they July 2015 to June 2016 average net Sheffield circulation per issue 13,316 It’s business as normal for us Winner of the 2009 ACE gold award for on cigarettes. We’re getting to circulation excellence by a smaller magazine the end of our Marlboro Reds in 10s, and we might not get Retail Newsagent is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the more in once they’ve gone, as Benefits Fund of the National Federation of Retail Newsagents. they are slow sellers, but every- Retail Newsagent is editorially independent of the NFRN and opinions, comments and reviews included are not necessarily those of the thing else is still in stock at Federation and no warranty for goods or services described is implied. the wholesalers. A lot of people Reproduction or transmission in part or whole of any item from Retail Newsagent may only be undertaken with the prior written still don’t know about the agreement of the Editor. changes. We’ve reorganised Contributions are welcomed and are included in part or whole at the sole discretion of the editor. and rationalised a bit, we’ve Newtrade Publishing accepts no responsibility put everything in alphabetical for submitted material. Every possible care is taken to ensure the accuracy of information. order ready for plain packaging, For trade use only which gets some people talking about it. r 2016 be headline partner learning partners to c O 2 1

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TRENDS show that consumers Twickenham Stadium, London on in product innovation and habits of your customers? And are increasingly adopting Wednesday 12 October. reformulation to meet this are you aware of the healthy healthier lifestyles and are Alongside expert panellists demand. alternatives available within each thinking carefully about what and retailer influencers, CCEP “The soft drinks category is category? products they put in their will be discussing how retailers leading the way and we look Whether you’re looking for basket. How can you take can take a responsible approach forward to sharing with retailers advice on how you can offer advantage of this opportunity to to stocking decisions by offering how to drive sales growth at the choice to your shoppers, how make sure you provide a choice choice through the availability Local Shop Summit.” says Gary keeping up with consumer trends of healthy alternatives to drive of lower and sugar free drinks in Black, director of wholesale & helps you to stay competitive, or profits? order to keep up with changing convenience at CCEP. guidance on getting your product Find out at the must-attend shopper attitudes. How do you currently cater mix right, attending CCEP’s Local live session hosted by Coca- “Consumers are increasingly for growing specialist trends like Shop Summit session will give Cola European Partners (CCEP) focused on health and wellbeing, dairy and gluten free? How much you the insight you need for during the Local Shop Summit at and brands are investing do you know about the changing future sales success.

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RN CCE v2.indd 1 13/09/2016 16:31 20 16 September 2016 Retail Newsagent

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

@RetailNewsagent RETAIL NEWSAGENT for reasons of clarity or of length Radio Times #TOP is not helping TWEETS newstrade by Who’s saying direct delivery I think it was disin- what in the genuous to say the least convenience of Radio Times to claim that they are helping the retail newstrade. I think Neville Rhodes Let’s see how long got it spot on as usual (RN, we have to wait to 26 August). Twenty-five take our first new years ago we had a healthy £5 note #newfiver ordered sale of about 60 @TindaSahota Radio Times delivered and eight shop saves. Retailer Eugene Watch an emo- While I know that an Diamond says the tional @Sood- odd one or two customers way the Express and Linda talk about her experience of have moved on or died, the Star is price flashing is biggest cause of our declin- employee theft on ‘taking people for fools’ ing Radio Times sale is the BBC pro- customers coming in and gramme Caught saying ‘I have had an ofer Red Handed to buy the magazine for EXPRESS AND STAR IN FIRING @NFRN_Online four weeks for £x, so we’re very sorry, but we are LINE OVER ‘PRICING’ FLASHES Don’t cancelling our sub’. And I started a flurry of tweets after com- want a bargain. I usually tell people, forget to grab so it goes on. We currently plaining about the flash on the Express “you know it’s not 20p or 10p, don’t you?” your coffee for Monday deliver 10 Radio Times and and the Star, telling people it just costs It’s unfair to older people who might buy morning! @GrumpyMule have two reserved copies. 10p or 20p. the paper for the health stories and so @Unionroasted The bottom line is it’s not 10p. It says on. When I point it out, people often say @stroudgreen John Parkinson in the small print, it’s just 10p cheaper they’ll just leave it then. @LondisFPR Broadway Premier, than the Mail. It’s the same with the People don’t like to be taken for a fool. Penrhyn Bay, Llandudno Star, it has this great 20p flash then it They might take it home and then look This months best says “cheaper than the Sun”. They do at the small print and see it and feel like is the courgette! A Radio Times spokesman fool the public. someone’s made them look stupid. It said: Here’s some help People are always looking for better just makes people feel silly and it doesn’t with making your “We’re always happy to hear value and this plays on that. help anybody. veg as delicous Eugene Diamond from independent retailers, I still sell them, because I stock every as possible! however John’s comparison newspaper, but it’s not fair. The majority Diamond’s Newsagents, Ballymena, Northern Ireland #Biddles... of sales figures from 25 years of my customers are in their 60s, they ago is misleading. The TV @BiddlesSmplyFre listings magazine market Stay cool at binnys was a completely diferent canterbury with cold world, the market was still sales on a typical issue. for the cards and floral ice tea and loads of regulated and there were only “Radio Times is the UK’s tributes sent by so many. other cold drinks. two brands on sale – Radio most valuable magazine at We were very touched #canterbury #ari- Times and TV Times. There the newsstand: in 2015 Radio that so many districts and zona #icetea were no free listing supple- Times was worth £14.5m branches remembered @binnyshop ments in newspapers, no RSV for independent retailers him. EPGs on televisions and no in- and retailers now pocket a I was unaware that We were very ternet. Consumer habits were mighty 58p per copy. Our RSV chief executive Paul Bax- touched that Displaying completely diferent. is 66% higher than any other ter and national president our @IAAcademy “As we’ve previously stated, title in market. Radio Times Ray Monelle were present so many Top 100 independent Radio Times – like many other continues to be a committed at the church service and districts and certificate! #IAA16 magazine and newspaper supporter of UK retailers.” the reception afterwards #proudretailer titles – looks to deliver our as I would have liked to branches product to our customers have spoken to them. remembered @shophooky through a variety of diferent Thanks for all Bob loved the NFRN and channels, whichever way is the kind words he was very happy that him Sugar tax most convenient to them. Barrie and Glyn followed Margaret Taylor @NFRN_Online day Subscriptions are just one and tributes in his footsteps. of action announced element of our sales strategy. to Bob Taylor Thank you for the obitu- for 16th September, The newsstand remains over- ary published in 2 Septem- inviting politicians to whelmingly the biggest driver On behalf of my sons Bar- ber’s Retail Newsagent. members’ stores of our sales, with indies an rie and Glyn, may I take Bob would have said: @abdul_qadar integral part of this, account- this opportunity to thank “Good job, well done.” ing for more than 30% of total all members of the NFRN Margaret Taylor Which missing products are costing you money?

Retail Newsagent’s What To Stock examines exclusive sales data to show you the top 25 selling products across 29 different categories.

Buy your copy today for £4.99 Print edition – contact Tom Thorn 020 7689 3384 [email protected] Digital edition – order at betterRetailing.com/what-to-stock

WTS forward sell ad for rn.indd 1 13/09/2016 11:31 22 16 September 2016 Retail Newsagent

YOUR Tim Murray [email protected] 020 7689 3386 ACADEMY IN ACTION @RetailNewsagent Follow up ISSUE f facebook.com/retailnewsagent

IMPACT OF RAM-RAID STILL COSTLY TWO MONTHS LATER Two months of upheaval began for Cambridge retailer John Green at the end of July – and it’s still yet to be re- solved. It started when a JCB, stolen from a nearby farm, was crashed into the front of Marketing his shop JR Green in Sawtry, Huntingdon, in a failed bid to to Customers rob his cash machine, caus- In April, Paypoint’s regional ing structural damage. development manager Joe It came as Mr Green was preparing to undergo a Pniok visited Jingesh Patel’s refurbishment and switch to store in Ickleford to advise on a Premier fascia, which has how to better market his store had to be put on hold until to customers, three months on, the insurers calculate the cost what changes has Jingesh made? of repairs following the ram- raid and pay out. “We’re still waiting for the repairs. We need to rebuild Jingesh’s action plan the front of the shop,” he says. “The damage is quite Create a chalkboard sign to commu- considerable; we need to take nicate fresh sandwich deals outside the window out and then the store rebuild from the ground up to to put the window back in can get cash and get their Remove and reduce slow-selling lines, the first floor. We then need and put the cash machine shopping there too. People lower middle aisle shelf height and back in.” can’t get cash to get their top magazine display While the exact bill for the ups, so we’ve lost on the card damage is still not entirely sales, and the Lottery is down Create a marketing plan to ensure Facebook is updated regularly and clear, Mr Green says it is as well for the same reason. track reports certain to be hefty for the in- “But we carried on trading, surers. A fact which might be that’s the important thing.” behind some of the delays. Mr Green says he has now Jingesh says The damage “It’s a long process if the been told repair works will insurance company is paying get underway shortly and is “I found the visit and action plan very is quite out, it’s all got to be approved. expected to be completed in helpful. I have discontinued slow-selling October when he will be able lines including coconut milk and sauce considerable; You get the assessors out and sachets and stopped re-ordering some we need to take see what needs to be done. to start work on the store’s other unpopular lines. I haven’t put up a We had someone in to take refurbishment and move to chalkboard or updated Facebook, but with the window down the plasterwork, to see Premier. the Christmas season coming up, I’ll be if there are any structural “I’ve moved stuf back sure to advertise my Christmas trees. I’ve out and then problems,” he says. to give the assessors and also taken down my posters from outside so people can see in to the store. This has rebuild from A long-standing NFRN workers space, when that’s increased visibility and made my store member and national coun- finished, we’ll be in Premier more attractive to customers.” the ground cillor Mr Green has remained mode from October,” he says. up to the first trading ever since, albeit with A spokesman for the As- reduced takings and footfall. sociation of British Insurers floor. We then While he praised his loyal said it didn’t comment on need to put the customers for still visiting individual cases, but added: Your action plan the store, the lack of a cash “In general, insurers under- Visit betterRetailing.com/AiA window back in machine has had an impact stand it can be stressful if a to find out more about Jingesh’s and put the cash on trade. business is damaged, so will and the other retailers’ visits from “It’s afected the business,” do everything they can to get the Academy and develop your machine back in he says. “It’s not only the cash a business back up and run- own action plan to see similar John Green machine footfall. If someone’s ning as quickly as possible results in your store JR Green, Sawtry, going shopping and they need and settle the claim within a Huntingdon cash, they’ll go where they reasonable time.” Retail Newsagent 16 September 2016 23 BINTESH COLUMNIST [email protected] 020 7689 0600 AMIN @RetailNewsagent Students and pupils? I’ve studied them September is a key time for both my stores and I’ve been working hard to make sure my range, promotions and layout are fit for purpose

My Londis is near a school and my brands such as Mars and Snickers, other shop, Binnys, is near a univer- which sell at three or four for £1. I’ve sity, so I’ve been working to make also got treat-sized bags of sweets like sure both stores are ready for the new Fruit Pastilles and family fun packs. Over at Binnys, the shop is much term. Customers want easy options at the more student-driven. I’ve had this In my Londis, I’ve looked at ranges, end of the day too, so I’ve made sure shop open for nine months now prices and ofers in every category to they can grab ingredients or whole and have a good range of food to go, attract extra sales throughout the day, dinners from me rather than having drinks, energy drinks, crisps and particularly with children’s lunch- to go to the supermarkets. I’ve ex- snacks established. My range and boxes in mind. panded my range of frozen meals by prices are fine, so as students start to I’ve added more than 100 products sourcing frozen curries from a local Much of the come back this week and I get a whole around the store, rejigging the stock firm that supplies farmers markets in set of new potential customers I need in my chiller, for example, and adding Kent. These are more premium lines, work I’ve to work on marketing. I’ve linked up fresh ingredients for packed lunches but at the other end of the scale, I’ve with some clubs and taxi firms to run such as ham and other meat. I have got more £1 pricemarked stock too. done has promotions and do leafleting to get more yoghurt, fruit and veg, and a bet- I’m also benefiting from the bigger my name out. ter range of Dairylea Dunkers and range of stock I can get from Booker been to have I checked the shops nearby and sausage rolls in there too. now they’ve taken over Londis. I Binnys ready noticed they don’t stock pricemarked A lot of my fresh produce comes get most of my chilled range from packs, so I’ll also make sure I market from local suppliers, and now I’ve got them and they have good prices and for the new things like my £1 energy drinks and a deli counter I’ve been able to cut up dates, which means I’ve been able to run ofers like ‘spend £5 and get some- my own stock of meat and cheeses for increase my microwave range from university thing free’. sandwiches too. I’ve also tried a new eight products to 24. That’s going well term I also want to stock more novelty bread range. because when people know you’ve got products, because I’ve noticed things With basic fresh and chilled prod- a decent-sized range to choose from, like Clipper lighters have been a hit ucts, I run back to school multibuy they will come in and browse. at Binnys. Most people charge £1.50 promotions every year – bread and for them so I charge £1 and students milk for £1, or a deal on bread and have gone mad for them – I had one cheese, for example. For me, it’s about person buy four at once the other day. making things easier for customers. Making a festive profit I’m wondering what other novelty In my snacks range, I’ve added *+ I need to get my plans in place for Christmas now. This products will sell. multipacks which, at £1 and £2, ofer will be my first Christmas with Binnys so I’ll use it as a test. I’m excited about the next few parents great value and help them The big challenge for me is how to make it profitable – it’s months because this year, much of save money. I’ve added new flavours not just about being busy. In previous years, I’ve bought the work I’ve done to set Binnys up like Walkers Ham & Mustard and stock from the supermarkets because it’s cheaper than the has been with the aim of having it Cheese Toastie & Worcester Sauce as a wholesalers. But this year, in both my stores, I want it to ready for the start of this new univer- way to help parents make lunchboxes be about offering convenience rather than creating a price sity term. a bit diferent too. perception. It’s about making it profitable. Bintesh Amin runs Binny’s in With chocolate, I’ve added to my Canterbury and a Londis store in Blean standard range with multipacks of Be Prepared for TPD2 The latest advice from JTI With TPD2 compliant stock beginning to appear on gantries, JTI is urging retailers to begin preparing now. To help retailers, as part of its Your Guide Through Change initiative JTI has created an informative video and detailed leaflet to ofer clear advice on the steps to take. These resources, free to watch, read and download, are hosted on the JTI Advance website and app, meaning that retailers can access them 24/7.

Here, JTI provides industry leading advice and practical steps to ensure retailers can be prepared and continue to proﬁt from the tobacco category. What will the pack changes look like?

Stock Rotation will be key as plain packs begin to ﬁlter through. Always sell branded stock ﬁrst.

From 20 May 2017 it will be illegal to sell branded stock.

The importance of Keep stocking competitive pricing a wide range Price RRP Tobacco shoppers can be worth £2,0002 a year but 26% Price is a key factor for existing JTI’s recommendation is to sell of existing adult smokers3 will adult smokers to choose where their products at or below the choose to buy they shop for tobacco1 recommended retail price to elsewhere if maximise sales their brand is unavailable RRP

RN page ad.indd 2 07/09/2016 13:25 Informing your customers

With more than a quarter of existing adult smokers3 choosing to buy elsewhere if their brand is unavailable, it is crucial for retailers that their customers understand the changes and do not look elsewhere for their preferred brand or pack size. To help retailers communicate these changes to customers, JTI is launching a consumer awareness campaign that includes a new website (packchanges.co.uk) as well as informative posters and leaﬂets. Available to all retailers nationwide, these should be displayed in store, with retailers making use of the leaﬂet dispenser that Direct your customers to JTI will be also supplying as part of its support. packchanges.co.uk for TPD2 information

Support from JTI

JTI sales teams JTI Advance Website & App JTI’s sales force will provide Available 24/7, the JTI Advance website updates and advice about allows you to check the latest news and TPD2 the changes to the tobacco information at your leisure. Featuring videos category. Retailers should and training modules, the website contains the speak to their rep about JTI’s information that you need, when you need it. consumer facing posters, Now available for mobile too with the new, free leaﬂets and leaﬂet dispersers to download, JTI Advance mobile app. to ensure that their customers are well informed of the changes.

JTI has created a new video containing everything retailers need to know to be prepared for TPD2. To watch the video, visit the legislation section of JTI Advance (https://www.jtiadvance.co.uk/article/tobacco- products-directive). Here retailers will also ﬁnd a training module which they can use to ensure staf are well trained on the law and regulatory and legislative changes.

If you haven’t signed up yet, speak to your sales rep or contact JTI’s Customer Care Line on 0800 163 503.

1. JTI Shopper Missions Research (n=818) S22. Which of the following is most important to you in a store where you shop for tobacco products? 2. JTI Estimates. 3.IPSOS Q2 2014 to Q1 2015. JTI’s UK trading company is Gallaher Limited.

RN page ad.indd 3 07/09/2016 13:25 26 16 September 2016 Retail Newsagent Benchmark your prices against PRICEWATCH your peers In focus Red wine Sample prices CAMPO VIEJO RIOJA CRANZA 75cl Price distribution % PRODUCT

30% 95% of independents sell this product at or below the £9.99 RRP Hardys Bin 161 25% Shiraz 75cl Hardys VR Merlot 20% 75cl Blossom Hill California Red 75cl Hardys 15% VR Shiraz 75cl Isla Negra Merlot 10% 75cl Echo Falls Red 75cl 5% Campo Viejo Rioja Cranza 75cl Yellow Tail Shiraz 0% 75cl Hardys VR Merlot

£9.15 £9.19 £9.95 £8.29 £9.20 £9.39 £9.49 £9.50 £9.59 £9.79 £9.89 £9.99 £8.30 £8.49 £8.50 £8.99 £9.00 -£8.29 75cl +£9.99 Casillero Del Diablo Cabernet Sauvignon 75cl Analysis Jacobs Creek As a category, red wine is largely 67.5% of retailers undercutting it. a year, on the assumption of selling Merlot unafected by pricemarking and The 16.3% pricing Campo Viejo an outer of six each week. Retailers 75cl retailers have a large selection of Rioja Cranza – the product in our we spoke to said despite this profit Casillero Del Diablo brands and prices to choose from. graph this week – at £1 lower than drop, acceptable profits margins Merlot Unusually, the RRP seems to be the the RRP at £8.99 will be missing were still achievable at the lower 75cl price cap for this category, with out on a potential £312 extra profit prices. How we drive our profit I sell around 50 to 60 bottles of As a Bargain Booze we have a Andrew Wright red wine a week across my whole Mital Patel large range of red wine, with ar- STORE Wright Way range, which is a selection of the STORE Bargain Booze Select ound 100 diferent brands, start- LOCATION Rackheath, Norfolk popular brands including Hardys, Convenience Store ing at £5 up to £30. I follow the pla- SIZE 550sq ft Blossom Hill and Yellow Tail. LOCATION Brentwood, Essex nograms given by Bargain Booze TYPE residential Price is really important to my SIZE 700sq ft on what to stock as they are based TYPE high street customers and my best sales come on consumer trends and taste from products with a £5 price tested by the company. Bar-gain TOP TIP TOP TIP point. I regularly undercut the We do taste test- Booze also has a range of ex- I stock up on pop- wholesale RRP if I can and still ing in store to get clusive brands not available any- ular products make a profit. I get most of my people trying the where else, such as Spanish wine when Booker do wine from Booker, but I also use range we have Marques de Rocas, so I make a a £19.99 per case Select Cash and Carry and it has available point of highlighting these with promotion fewer deals but those it does have PoS. I get steady sales across the tend to be cheaper. range including the £30 bottles and usually get a margin of around 20%. Retail Newsagent 16 September 2016 27

Rachel Barr [email protected] 020 7689 3358

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get Sample prices value, insights and business benefits from EPoS data. To find out how they could help you call 07976 295094 MY LOCAL HERO BOOKER AVERAGE RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER RRP Retailers reveal the most profitable 1 2 3 4 5 6 produce on their doorsteps MAIN STREET LOCAL STORE SMALL LOCAL NEIGHBOURHOOD LOCAL SHOP IN LOCAL SHOP C STORE IN IN NORFOLK STORE IN LONDON SHOP IN 1930S RURAL BERKSHIRE LARGE SCOTTISH DARTMOOR HOLIDAY COASTAL SUBURBAN HIGH LIVERPOOL VILLAGE HIGHLAND TOWN VILLAGE VILLAGE STREET SUBURB SUBURB Jon Powell The Newsagent, Newport Wales £5.00 £5.05 – £5.00 – – – £5.00 Lloyd Millar Newport £6.99 £6.13 £6.39 £6.99 £4.99 £5.99 £6.99 £6.99 postcards, £6.59 £5.14 £4.99 – £4.99 £4.99 – £6.29 40p each Where did you discover it? There used to be a Welsh gift shop close to £6.99 £6.21 £6.39 £6.99 £4.99 – – £5.99 here and when they closed last year I brought some of the merchandise, including postcards, and I realised there were no New- £5.00 £5.02 – £5.00 – – – £5.00 port postcards available anywhere in the city. As people often asked for them I looked into having a local photographer supply the £5.99 £4.91 £4.99 – – £3.99 £5.99 £6.49 shop with a range. We got our first delivery of eight diferent designs this summer. They have done really well as we only have a few £9.99 £8.99 – £9.99 – – £9.99 – left from our original order of 400. Who buys it? They sell better in the summer when people £7.49 £6.54 – £7.99 £6.99 £6.99 – – are visiting on holiday. We found that tour- ists buying them tended to buy more than one design, usually the whole set of eight. £6.99 £5.75 £6.39 – £4.99 £5.99 – – It has also been local people too because the photographer is well-known in the area so it allowed them to buy some of his work. £7.99 £6.92 – £7.99 – £6.99 £7.99 – Why is it so successful? There was a gap in the market for this product as nowhere else in the area has postcards £8.99 £7.95 – £8.99 – – £8.99 – with Newport scenes on. Now we have almost sold out I will be looking to place another order with him. I am also thinking about stocking postcards with pictures taken £7.99 £6.88 £7.29 - £6.99 – £7.99 – by another popular Newport photographer.

I stock around 25 diferent vari- I stock around 27 diferent red Bay Bashir ants of red wine across the difer- Bintesh Amin wines, from £5 for the cheaper STORE Belle Vue Convenience Store ent price ranges including Echo STORE Blean Village Londis variants and from £7 for more fine LOCATION Middlesbrough, Cleveland Falls, Blossom Hill and Silver Bear. LOCATION Blean, Canterbury wines. I opted away from the stan- SIZE 800sq ft My best sales are definitely at the SIZE 1,800sq ft dard commercial names such as TYPE neighbourhood value end of the scale, with Echo TYPE village Echo Falls, and instead have used Falls topping the chart as my top a local wine wholesaler which seller. Every day customers in the usually supplies wine to restau- TOP TIP shop don’t tend to spend more TOP TIP rants. This gives us a really strong Deals such as than £10 – most sales are between I trimmed back point of diference. It has taken a three bottles £4 and £8, so this is how I price my value range to while to build up but we now have for £13 and two most of the range. My margins for the seven variants steady sales in this area. I stock for £10 are very this are around 20% at the bottom that sell best a range of prices as I find people popular with my end and 30% on the more prem- spend diferent amounts depend- customers ium wines – although, of course, ing on what day of the week it is. the volume of sales are slower. This tends to be £8-9 in the week and £12-15 at the weekend. l 28 » 16 September 2016 Retail Newsagent THIS WEEK IN MAGAZINES Pages 41-45

asdev Jatana’s new 2,500sq ft business is Such is his commitment to low prices that the first convenience store to carry the Jasdev says it isn’t unusual for new custom- Family Shopper fascia in East Anglia – ers to confuse his shop with a pound store J and it was the promotions available and even premium items, such as Gullon through the group that first attracted the sugar-free biscuits, sit on the £1 pricepoint. 26-year-old businessman, who also owns a “We are the only place in the whole town A new Premier store in the area, to join it. which stocks it. We stock the whole range “The Family Shopper team at Booker were and it’s so popular we can’t keep up with the aware of the fact we were going to take over demand,” he says. the premises and they took us to look at While Jasdev was confident these low stores in Nottinghamshire to learn more. prices would ensure price-conscious custom- “The deals and the layout of the store were ers came back to his store time and again, he a lot more eye-catching than other things also wanted to ofer time-poor customers a kid in we’d seen and my instinct was that I needed reason to walk through the door. these kind of deals to compete with the Following advice from a family friend, he nearby Tesco Express,” he says. decided to incorporate a Subway franchise to “Multipacks of crisps are always on ofer the premises. with Family Shopper, milk is two for £1.50 “It works hand-in-hand because custom- and so are soft drinks.” ers spend money in the store when they In fact, the store has 20 such deals perma- come in for a Subway and vice versa,” says town nently running and Jasdev credits Family Jasdev. Shopper’s promo-heavy ethos (its motto is Subway’s online staf training portal, Just six months after opening, ‘bargains every day’) with helping weekly meanwhile, has proved to be an especially sales soar to as much as £20,000. useful tool as Jasdev looks to get all of his Jasdev Jatana’s Family Shopper And, to further emphasise his value prop- staf trained up. osition, he is constantly looking for new op- “If I think one of my staf needs training Subway in the market town of portunities to cut prices. He uses a separate in a certain area, I can assign them with one March has seen weekly sales jump discount wholesaler to get £1 pricemarked of the courses,” he says. bottles of Barr soft drinks, for example, while The success of his Subway franchise was by more than £10,000 and has Overseas Trading Limited (OTL) provides recently confirmed when Jasdev realised his made the IAA’s Top 100 list of UK discount non-food items such as household business had been recommended as a Sub- goods, baby items, candles and stationery, all way training store – something he sees as a stores. Charlie Faulkner reports of which ofer 50% profit margins. massive boost for himself and his team. Retail Newsagent 16 September 2016 29 RN keeps me up-to-date with new stock and changes across retail, provides great tips for product placement and inspires my staff to try out new ideas.” JASDEV JATANA

Jasdev Jatana’s new store is the first to carry the Family Shopper fascia in East Anglia

“I like my staff As with the rest of the store, Subway also runs strong promotions to fit in with the rest members to know of the business’s identity. customers’ names “We recently had a Subway ofer of £1.50 for a drink and a free Sub. That day we saw and to go out of 412 transactions compared to around 150 on their way to help a normal day.” find the products Alongside the Subway franchise (and in another nod to the current trend for food to they’re after” go and ready-to-eat-and-drink products), he also ofers Slush drinks on the counter which have proven very popular this summer. That customers can come to his store for great deals and fresh food has no doubt been a large part of Jasdev’s instant success, but there’s another reason why he thinks locals are choosing his business over the Tesco Express that lies just half a mile away from his door: customer service. “I like my staf members to know customers’ names and to go out of their way to help find the products they’re after,” he says. He also looks to them for ideas on where to VISIT MY SHOP improve the store, putting a feedback note- pad on the counter for comments to be jotted down – something which he says is “vital”. Family “We know around 60% of our customers. Shopper It’s good fun and nice to feel like we’re part of Subway the community.” l 9 High Street, March, Want to see more of Jasdev’s Cambridgeshire store? Go to betterretailing.com/ PE15 9JA family-shopper-march 30 16 September 2016 Retail Newsagent NEWS FEATURE Is your store providing a compelling enough reason for customers to visit? The arrival of the Association of 39%* Convenience Store’s (ACS) latest Local Free cash machine 10%* Shop Report last week highlights why this Charged cash machine The arrival of an – mostly now free to use is probably the most important question – ATM is increasingly a standard part of a retailer in 2016 can ask themselves. any store’s refit. And the benefits go beyond ofering convenience to customers – ac- Tom Gockelen-Kozlowski reports cording to cash machine providers such as YourCash by using a store’s takings to fill the machine, retailers can save up to £3,000 Keep them a year on bank charges. coming

o many things are becoming as, if not more, convenient than a convenience store,” said Blake Gladman, research directorS at retail analysts him! At the report’s launch, pointing to the im- minent arrival of one-hour delivery services from the likes of Tesco and Sainsbury’s. “Services like contact- Services like 28%* Parcel services less payment should be an absolute It was 2013 when RN given when people want to go in and contactless first reported on the Paul get out as quickly as possible.” way retailers were working Gardner Mr Gladman told attendees that payment with parcel delivery firms retailers should also be considering should be such as Collect+ and MyHermes. We even delivery services, free in-store wifi sent our own parcel to Budgens retailer and “anything that can ultimately an absolute Paul Gardners store to road test the ser- make your store more convenient”. vice ourselves. With one in five retail Inside the report, the ACS gave given sales now happening online, allowing details of just how many retailers are customers to pick up purchases in your ofering services from cash ma- store is even more relevant today. chines and parcel collection to HND and even key-cutting. How does this look in practice? RN has long reported on retailers adding these new services (and a Recycling host of others) to their stores in the Like many store 22%* quest to make their customers’ lives owners in the Jagjeet easier. And with declining tobacco UK, Jagjeet Hayre and newspaper sales, the arrival of a Hayre – who owns a Premier levy on sugary soft drinks and rising Express in Leicester stafng costs thank to the National – is bringing in new Living Wage providing further products such as fresh challenges to the success of cofee to meet customers’ many stores, these addition- changing demands. With al services are increasingly cofee sales come used vital to a business’ suc- cofee cups, however, and cess. Here, we take a look Jagjeet is currently in through the RN archives discussions with his local to show how readers have council to get a recycling developed their stores to bin installed in the reflect these trends. store’s car park. Retail Newsagent 16 September 2016 31

8%* Local grocery delivery Retailers such as Premier store owners Suresh Patel and Suresh other amazing services Dennis and Linda Williams RN readers have added have long ofered elderly and Patel 5 unwell customers delievery to their stores services to ensure customers aren’t left hun- gry and isolated. More and more retailers are Vip Panchmatia has installed an ice widening the surface out and Gary Pilsworth, cream counter in his Mace Store in of Ofey Stores in Hertfordshire recently Stroud, Gloucestershire, providing a invested in a delivery van – complete with a point of difference no other store has design by local celebrity Tom Sheppard. locally. Harris Aslam’s customers travel from miles away to pick up freshly- squeezed orange juice from his ‘do 12%* it yourself’ unit at his Green’s of Click and collect Markinch store. While ofering a delivery service al- Warners Budgen’s in the Cotswold’s lows retailers to bring their businesses Kate village of Morton-in-Marsh offers glass to their customers’ doorteps, there are Mills hire for parties and a fresh fish van that also many benefits of ofering click and delivers produce to the store weekly. collect ordering. As well as guaranteeing sales and Spar Hackney, run by James Brundle footfall, retailers such as Kate Mills of Heath Stores and the rest of the Eat 17 team, offers in Kent, have found that advance ordering in this gourmet burgers and a full dining way helps retailers plan their own orders earlier, experience within the former cinema. making their stores more efcient and cutting David Wyatt’s Gatwick store is down on profit-sapping wastage. an invaluable resource for flyers – his full English breakfast-in-box takeaway service is designed to be the perfect pre-journey meal. 2%* Photo booth Cumbrian retailer Mike Mitch- elson recently added a passport Mike amazing stats from photobooth as part of a £40,000 Mitchelson the Local Shop Report refit of his post ofce store. “We 8 2016 ofer a high-margin passport photos service. We sell the photos we take for £4.99, and we This year’s report was filled with do up to 50 of these a week,” he says. some amazing facts and figures about our industry – how many were you aware of? 84% of retailers engaged in some 17%* kind of community activity in the past Post office 9%* Home news 12 months. The Post Of- delivery Scotland has more shops per head than any other part of the UK. fice is an institution Chris News International’s Bobby Convenience retailers invested that’s been at the Herring “Deliver my Sun” campaign Sood heart of British culture is just the most prominent of £600m in their stores in the last year. for decades, but that a whole host of initiatives by 38% of store owners invested in doesn’t mean it’s stuck in the past. publishers, trade bodies and wholesalers to new refrigeration in 2015/16. The Herring family in Shiphay are encourage customers to get their newspaper The average c-store employee a great example: the father has delivered. The company recently advised travels 13 minutes to get to work run its postal services in the store Bobby Sood, of Falcon Convenience Store Nearly a quarter of store owners since 1981 but with hot food to go in Portsmouth, on the importance of using have been in their businesses more and regular low-priced promotions social media to grow sales. than 25 years. throughout the store, son Chris is The average c-store customer spends ensuring his store attracts every £6.13 per visit to their local store. kind of customer. More than one in five c-store shopp- 1%* ers use their store once a day. l Key cutting services Amit Patel of Belvedere News in south east London wanted to Amit 2%* give his customers extra reasons Patel Dry cleaning to use his store, having already As far back as 2013, RN was re- invested in a passport photos service, porting on retailers adding dry Vineet Western Union concession and interna- cleaning services to their stores. Patel tional foods for his diverse customer base. Vineet Patel, owner of Wady & Amit’s next idea was paying £1,500 for a key Brett Londis in leafy Kent, in- cutting machine. “It’s often overlooked as a cluded the cleaning service alongside a DVD good idea, but they do say that simple ideas retail scheme and the National Lottery – all are often the best,” he says. within his 1,000sq ft.

*percentage of ACS members offering each service 32 16 September 2016 Retail Newsagent E-CIGARETTES

Tobacco companies are ambitious “Our aim is to be number one worldwide,” JTI sales director Andy Stevens told RN in July. This bold ambition is shared by many other tobacco companies – Imperial Tobacco owns Blu, British American Tobacco has Vype, while Philip Morris is investing internationally in heat- not-burn tobacco system IQOS. If any store owner ever dismissed e-cigarettes as merely a fad, the investment arriving from these multi-billion-pound companies should highlight the commitment the industry is making to this category. “Retailers should grasp the opportunity to be part of it. As new categories go if you’re in there at the start it’s easier,” Mr Stevens says.

With legislation about to change and Having grown sales trends constantly shifting its by 48% in the vital retailers keep up to date with past two years, Brand loyalty the fast-moving e-cigarettes features. all retailers is growing As the investment of tobacco Tom Gockelen-Kozlowski reports should be companies in the sector begins to reaping the tell, branding is becoming more important. A sign of this is the benefits impending consolidation of all JTI e-cigarette products under the Logic name, which is already a well-established international Knowledge brand. “The proliferation of brands in the e-cigarette category has led to poor category presentation, lost sales and consumer confusion as retailers try and squeeze brands is profit into any available space they find,” says Samantha Brown, a member of JTI’s merchandising solutions The market has Flavours add ‘fun’ team. The team behind rival grown by nearly to the category brand Blu, meanwhile, warns that almost a third of customers would half in two years “Fun and flavour experimenta- choose to shop elsewhere if a re- The growth of e-cigarettes – tion are key elements driving tailer didn’t stock their first-choice from almost nothing five years tobacco innovation,” according to e-cigarette brand. ago to an estimated £450m today consumer insight firm Canadean. – has been remarkable and Jennifer Roberts at Blu says this suppliers don’t expect it to stop should be reflected in stores. “To any time soon. “Having grown ofer consumers a real choice by 48% in the past two years, all we recommend retailers stock a retailers should be reaping the range of flavours and strengths benefits,” says Jennifer Roberts, to suit diferent needs,” she says. category controller at Blu. Accord- The company’s ‘blueberry’ e- Major suppliers are ing to JTI, one of the big drivers liquid is one of the biggest-selling investing in product of current growth is the rise of e-liquids on the market, she adds. development and new brands tank e-cigarettes. This sector has JTI, meanwhile, states that the grown by 161% in the past year most popular flavours are and now accounts for 44.3% of menthol (37%), fruit (30%) the market. and tobacco (29%). » RN page ad.indd 1 05/09/2016 11:45 34 16 September 2016 Retail Newsagent E-CIGARETTES KEEPING UP WITH LEGISLATION CHANGES How to stay on the right side of the law KNOW YOUR DEADLINES: From 20 EUTPD II demands. Suppliers May 2017 all e-cigarette products suggest not buying non-compliant sold in the UK must be compliant stock past January of next year. with EUTPD II legislation. WORK WITH YOUR REPS: Major KNOW THE RULES: From this date e-cigarette suppliers are investing all products must be child-proof, in their sales teams to help tamper-proof, contain the right retailers through this process. health warnings and labelling and be registered with the MHRA BE POSITIVE: Manufacturers of (the medicines and healthcare major brands are confident the regulatory agency). new regulations can be positive for the category, ensuring CHECK YOUR SUPPLIERS: Make products meet high standards sure the products you’re stocking and only include high-quality meet the required standards the ingredients.

Merchandising E-cigs have fans advice is changing in the health lobby To further add clarity to this Whoever would have imagined sector, JTI has unveiled a new e- that a press release for brand cigarettes merchandising unit. owned by a major tobacco company The new-look gantries include would ever proudly quote the a dedicated space for e-ciga- It’s really health lobby? But as more and rettes, both for JTI’s own logic important more health and industry experts Good category knowledge brand and competitor prod- champion the efects e-cigarettes can help you attract lay ucts. “JTI is leading the way that we’re could have on the health of Britons, out e-cigarette customers as the first supplier to develop major figures in tobacco control a truly category-led merchan- well trained are swinging behind the sector. Dal dising solution and it is part and have A recent report from Action on Singh our long-term commitment to Smoking and Health (ASH) recently Spar Meriden, the category and retailers who done our found there to be 2.8 million vapers Coventry choose to partner with us in de- research in the UK – that’s more than the veloping the category further,” combined weekday sales of the Sun Ms Brown says. and the Daily Mirror. This is a useful category to be in because although the rate of sale isn’t as high as with tobacco, the margins are much better so it equals out. We stock Blu, E-lites and Nicolites and they are all positioned in a unit next to our gantry. We get the same customers coming in for their favourite product and they will often pick up some chewing gum or another product on impulse. We also get customers coming in for the first time and this is why it’s really important that we’re well trained and have done our research on the products we stock. We sell e-liquids at a variety of strengths, for example – 6mg to 16mg and knowing this helps when a customer says they smoke a lighter cigarette we can match the right e-liquid for them. In terms of the upcoming regulation we’re working closely with our reps and because they’re major companies I feel confident we’ll be ready for any changes that will occur. l headline partner learning partners

12 October 2016 Twickenham Stadium London

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sky fade LSS.indd 1 02/08/2016 13:20 36 16 September 2016 Retail Newsagent SOFT DRINKS Functional soft drinks are now a common purchase for a range of customer types. As Tom Gockelen-Kozlowski learns, offering Brits the right drink to keep them going could be of great national importance Get your range right t might sound harsh, but we with any number of drinks that of- British aren’t very good at being fer benefits to our health, fitness and busy and working hard. stamina? I According to data from the As the UK economy recovers from OECD, we work far longer hours than its post-crash decade of stagnated France or Germany (32 hours per growth, Red Bull expects energy week compared to 28 hours per week drink sales to jump 10% in the com- in France and 26 in Germany) and yet ing two and a half years. Core brands our low levels of productivity mean such as Red Bull represent a large French and German employers get 34.7% of sales in this category. considerably more value out of each Yet many new, younger, niche hour worked by their employees. brands are also taking a hold in Competing in this ever-more cut- this market. throat global economy, is it any won- Red Star Beverages distributes soft City der, then, that Britons are looking drinks brands including Arizona, to boost their energy and work rates vitamin-packed Vit Hit and even Starbucks iced cofee. Its managing workers director, Clark McIlroy, anticipates Trendy and health- Nicholson “an unprecedented level of innova- conscious shoppers Boyd tion over the next few years”, as con- in big cities are al- sumers move away from high-calorie ways on the lookout for the next big soft drinks and search out healthier One of the thing and for Spar retailer Nicholson alternatives. Boyd, who owns Pickles of London “Modern consumers, and par- biggest in Dalston, this provides a big op- ticularly the millennial generation, portunity to profit. are as informed about the back trends for “One of the biggest trends for us is of the pack as they are about the us is health health drinks. We’ve recently started branding on the front,” he says. stocking a brand called SavSe smooth- “They often have pre-programmed drinks ies which are really popular. We stock reference points to inform their the whole range including Protein choice, such as calorie count, sugar Punch, Super Green and Super Orange. content, and even the nature The range of customers who buy these of the artificial sweeteners products is pretty wide but those in and preservatives. Yet taste their early twenties to mid-thirties remains paramount and for probably buy them the most. They will a long time there has been pick up a healthy drink to go alongside an unmet need in the mar- a salad for lunch, for example. ket for great-tasting drinks “Although I think products like this that combine the hydration are most popular in London this is a benefits of water with fantastic trend that’s happening everywhere. flavour, without the ‘dis-benefits’ Even our water range now reflects of sugar and calories.” it and we stock a Romanian water Here, we peer inside this rapidly with a higher mineral content called evolving category, exploring how Aquatique. Another successful recent to cater to customers with diverse addition to our range has been Club needs, from suit-clad ofce workers Mate, a low-sugar high-cafeine soft to pumped-up gym goers. drink.” » RN7950RBOFF_Range page ad.indd 1 Trade Advert FINAL.indd 1 02/09/201629/06/2016 12:0114:49 38 16 September 2016 Retail Newsagent SOFT DRINKS Drivers

Whether commut- ing or travelling for John work, drivers are a Stevenson key customer type for many retailers. John Stevenson, who runs a Nisa Local forecourt in Oxbridge near Customers Stockton-on-Tees, has a regular will quite stream of thirsty drivers arriving in his store. happily pay “Taxi drivers are our main market for cafeine-based drinks such as Red more for Bull. They will come in and pick up these pro- a drink between jobs. Another big opportunity is the sales of isotonic ducts drinks later in the day from people on their way to the gym. “Customers have deﬁnitely become more health-conscious and this is reﬂected in our range. We used to only stock one Naked drink, for example, but have increased this to three. We also stock a range of Vivid vitamin drinks. Customers will quite happily pay more for these products. They usually start on promotion but people will keep buying them because they’re good for them.”

Workmen

People working long hours manually can Mital be a key customer Patel group in stores operating in residential areas. Mital Patel’s Bargain Booze Select Convenience in Brentwood, Essex, sees 40% of its soft drinks sales come from energy drinks – much of which are bought by these customers. “Energy drinks are the fastest-growing section of our soft drinks sales. People here work long hours and just need something to keep them going so they will often buy a few of these at a time. We’ve expanded our range of Monster and Relentless products to reﬂect the growth and our Coca-Cola rep comes in every two weeks to ofer advice on the range we stock. “Healthier products don’t sell as well for us but we have just started stocking coconut water, although ini- tial sales have been quite weak. Over- all, our sales are 40% energy drinks, 40% water and other soft drinks make up the other 20% of our sales.” Retail Newsagent 16 September 2016 39

Knowing who your customers are can help you tailor Health- your range conscious Darren With the impending Briggs arrival of the sugar tax and growing concerns among many customers about what they consume, many retailers are changing the way they manage soft drinks. Darren Briggs, owner of a Best-one in Milford Haven, explains his approach. “One of our biggest sellers is water and more of our customers seem to be health-conscious these days. One big seller we’ve introduced is Coconut Water and it’s the ﬁtness freaks who are buying it. “We also stock a range of three or four of the protein drinks like Nurish- ment which come in tins. People wearing sports gear who are of to the gym pick these drinks up. “More generally, we have a policy in the store that we will not sell energy drinks to children under 16. Instead it’s local workmen who buy these more traditional energy drinks.”

Value- seeking Narendra commuters Singh Jadeja Price-sensitive customers will be attracted by an eye-catching ofer, particularly when they’re on the daily rush to work. Narendra Singh Jadeja, who runs a Londis in north Lon- don’s Waltham Forest, tailors his range to ensure he stocks what they want. “We stock Boost which is really popular because of the 50p price- mark. People come in in the morning and will just leave a 50p coin on the till and take a bottle – they like Boost because of the price but also because people want something to help them wake up on the way to work. “As well as this we stock a range of Monster drinks and I make sure all these products are below £1.19, which can mean stocking up when they’re on promotion. I ﬁnd that if you price these drinks any higher than this, sales start to go down. “Another key customer group for these products is local builders.” 40 16 September 2016 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS Have a McVitie’s Xmas Gluten-free beer Mini Baby personalities McVitie’s Christmas cake range, which India-based Viiking Ventures is now Mini Babybels will have individual person- will be available from Monday, will making its 4.8% ABV gluten-free beer alities and wintry style this festive season, include Hobnobs Apple & Cinnamon Flap- in 500ml cans available to retailers. including ‘the ice-skater’ and ‘the chilly’. jacks and Mars Santa Cake Bars. RRP £1 RRP £1.39 RRP Net of 6 - £1.85, net of 9 - £2.45, net of 12 - £3.15 Outers 24 Outers 24 Outers 6, 8, 12 Contact 0800 138 0813 Contact 0203 752 6737 Contact 0800 030 4594 (UK) or 1800 904 00 (ROI)

Jack is back Ice Cave party a draw Freddo on board Jack Daniels is launching a commemora- Molson Coors is launching a Coors Light Cadbury’s Freddo brand has leapt into tive 150th anniversary bottle of Jack Dan- on-pack promotion to ‘Win the opportunity the Cadbury Drinking Chocolate range, iel’s Old No. 7, as well as an exclusive super to party in the Ice Cave’ in Les Arcs, France, aimed at bringing new consumers to premium 150th anniversary bottle. across more than ﬁve million packs. the hot beverage category. RRP Super premium - £150, Old No.7 - £30 RRP not given RRP £1.49 Outers 6 Outers 6 bottles, 15 cans Outers 12 Contact your rep Contact 0845 6000 888 Contact 0870 191 7343

Get to the Crunch Toffifee returns to TV Halloween with fizz Crunch Corn – half popped popcorn – has Toffee returned to TV screens last week Coca-Cola European Partners is mark- launched in four ﬂavours, including Rock as part of its £5m campaign, which will ing Halloween with special edition Salt and Sweet & Smoky Chilli. All variants run for eight weeks. packaging across its Fanta and Sprite are gluten-free and suitable for vegans. Zero ranges. RRP 30g bags – 89p and sharing 90g bags - £1.99. RRP 100g - £1.43 and 400g - £5.72 RRP not given Outers 15 Outers 30 and 8 Outers not given Contact 07743 811 617 Contact 01264 345500 Contact 0808 1 000 000 Retail Newsagent 16 September 2016 41

Tim Murray [email protected] 020 7689 3386 @RetailNewsagent f facebook.com/retailnewsagent

Round up

TIM MURRAY Magazines reporter MOVIE MAGIC STILL GOOD FOR SALES In my other duties and other bits of journal- ism, I write about films and home entertain- ment releases. Sometimes the work I do crosses over from one world to the other and stories I’m writing about overlap. She’s back! This week I went to a special presentation from the major film studios on this year’s cinema blockbusters, most of which will provide potential for magazines and collectables, from FANFARES SOUND AS Empire through to Panini and Topps cards and stickers. I had to sign a lengthy confidentiality agreement, meaning that I can’t really reveal too much, on pain of death, but sufce to say, THE PRINCESS RETURNS the slate looks strong. Much has been made of superhero fatigue The Disney favourite is back on newsstands with a new sticker and how this year’s crop of blockbusters collection which will be launched with an album covermount haven’t performed as well as hoped, but the good news for the trade is the sheer strength of THE DISNEY PRINCESS range returns to the the franchises coming our way over the next shelves once more in a new sticker col- 12 months and more. lection, which follows hot on the heels of The collectables market will be boosted by more from Star Wars, as well as more DC and last autumn’s big success. The continued SP L popularity of Frozen, a franchise which ECI A Marvel comic book films (a second Guardian Of is refusing to go away, has given renewed The Galaxy film will provide more opportunity On sale 22 September now its status as a brand has grown), while the impetus to all Disney’s assorted princesses Frequency one shot (technically it doesn’t fall into the Princess children’s and family sector looks strong. Price Starter packs A successful Star Wars release can give an universe, but Frozen has helped warm £2.99, stickers 50p across the board boost in all diferent sectors, up the whole range). The album will be Distributor Marketforce not just magazines and collectables (its impact covermounted on Disney Princess maga- Display with Frozen zine in October, with stickers in Sofia the Sticker collection, on the toy market is immeasurable). First, which should help get fans hooked. Disney Frozen Disney is currently on fire across all its dif- Friendship Activity ferent genres and franchises, from Star Wars Interest should be further piqued by the Cards, Finding Dory arrival of another strong female Disney through to Marvel and, with a new animated character, Moana, due in cinemas in the outing on the way giving fresh impetus to its autumn. Princess range, the spin-of opportunities are plentiful.

STARTER PACK: £4.99RRP BRAND TRADING CARD PACKET: £1.00RRP NEW!

© The FIFA name and OLP Logo are copyright or trademark protected by FIFA. All rights reserved. #GOTGOTNEED ON SALE NOW @OfficialPanini www.paninigroup.com 42 16 September 2016 Retail Newsagent THIS WEEK IN MAGAZINES THE PEOPLE’S FRIEND L PUZZLES AUNCH On sale 28 September Two major magazine brands have joined forces for Frequency one shot a brand new one shot aimed at appealing to both Price £2.99 sets of readers, with The People’s Friend uniting Distributor Marketforce with Puzzler for The People’s Friend Puzzler. It Display with Puzzler features the best of both worlds, with the kind of Collection, Take A Puzzle, stories People’s Friend readers are used to, as well The People’s Friend as more than 100 puzzles.

WALLPAPER* F S L R T It’s now 20 years since ground-breaking maga- PECI A EE GIF zine Wallpaper* launched and the publication is On sale out now marking the anniversary with its biggest ever Frequency monthly issue. The whopping 500-page plus issue features Price £6 a special limited edition cover, while every issue Distributor Marketforce will get an HP-sponsored free poster, each one of Display with GQ, Monocle, which will be completely diferent highlighting Esquire HP’s printing prowess. The issue features Giorgio Armani and Jonathan Ive. Bestsellers LOOK R E N News & current affairs Look has got a brand new look, with the redesign DESIG Title On sale In for the weekly edition coinciding with a whole On sale 20 September date stock new strategy for the brand. It has identiﬁed four Frequency weekly 1 Private Eye 28.09 key pillars for the brand, Look Fashion, Look Fit, Price £1.99 Look Life and Look Beauty, with all its ofshoots Distributor Marketforce 2 The Economist 16.09 covering those strands. The relaunch is being Display with Hello, Closer, 3 Weekly News 21.09 backed by sampling at shopping centres and col- Heat 4 New Scientist 22.09 lege and university promotions. 5 The Week 16.09 6 Spectator 16.09 TROLLS L AUNCH 7 Irish Post 21.09 More Troll-based tomfoolery from Topps as, just after launching the sticker collection tying in On sale 6 October 8 BBC Focus 13.10 with the forthcoming DreamWorks release, the Frequency one shot 9 Investors Chronicle 16.09 company is also releasing a trading card game. Price Starter packs £4.99, cards £1 10 Irish World 21.09 Collectors will also be able to get creative, as the starter packs feature cards to colour in as well as Distributor Seymour 11 The Gleaner 22.09 Display with Paw Patrol hair chalk. The cards themselves have the usual stickers, Disney Frozen 12 New Statesman 16.09 mixture of shiny and other variants. Friendship Activity Cards, 13 The Voice 22.09 Ice Age stickers 14 Barbados Nation 22.09 15 National Geographic 30.09 MATCH OF THE DAY F R T 16 BBC History 06.10 This issue is the second of two special editions of EE GIF the magazine featuring free Match Attax cards on 17 New Yorker 21.09 the front. It means the junior squad of loyal MoTD On sale 20 September Frequency weekly 18 Monocle 20.10 readers have the chance to get their hands on the Price £2.50 19 The Oldie 13.10 trading cards nice and early. Gary Lineker’s pant- wearing antics on the TV show have only further Distributor Frontline 20 Nature 16.09 heightened awareness of the brand. Display with Match, Kick Data from independent stores supplied by

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ANSWER:EGGHEADS On sale 22 September ANSWER:EGGHEADS Retail Newsagent 16 September 2016 43

STARBURST SP L Industry The world’s longest-running cult magazine, ECI A which, as it proudly claims, is written by fans On sale 16 September viewpoint for fans, returns with a new issue and its usual Frequency monthly Jaynie Bye mixture of news, reviews, interviews, exclusive Price £4.99 Consultant publisher, features and retrospectives across every popu- Distributor Marketforce Match of the Day lar medium. With the new Marvel film, Doctor Display with Total Film, Immediate Media Strange, set to open soon, it features the film’s star Sci-fi Now, Empire Benedict Cumberbatch is on the cover. KNITTING B Autumn’s on its way and to mark the change UMPER YOU CAN’T LOSE in season, Knitting magazine is publishing a On sale 22 September bumper issue. Previous bumper issues have Frequency monthly WITH FOOTBALL seen a circulation rise and, given the higher Price £6.50 he football category is on fire. The cover price, they deliver a higher RSV. This Distributor Seymour eagerly-anticipated start of the new special looks at high street trends for the coming Display with Let’s Knit, season – heralded by the appearance months and features 40 diferent designs. It also Simply Knitting, Knit of Gary Lineker in his underpants features an interview with on-trend knitwear Today on BBC’s Match of the Day – sees a designer Nicky Epstein. TPremier League brimming with world class managers and players. With well over a million seven to 12 year-old boys actively playing COUNTRY MUSIC football in the UK, Match of the Day magazine L With Ward Thomas topping the UK album charts AUNCH is perfectly placed to take advantage of this – the first homegrown country act to achieve the On sale 28 September surge in popularity. feat – country music is enjoying something of a Frequency monthly For UK magazine retailers, the category is resurgence in the UK. And as publisher Anthem Price £5.99 worth nearly £10m annually. Match of the Day, notes, it’s becoming increasingly prominent on Distributor Marketforce the number one football stations such as Radio 2 as well. Its new country- Display with Folk Roots, and sports magazine, themed monthly is perfectly timed then, with the Jazzwise, Echoes generates more than Top magazine covering both the best of the new wave £3m of that value and tip of C&W music as well as classic names. accounts for 68% of Make sure this best-selling, the weekly football weekly title is positioned TOTAL MX-5 youth market. Its at the front of fixture to L sales are more than maximise sales and add AUNCH The Mazda MX-5 is the world’s best-selling double that of nearest variety to your range sports car, with more than one million of the On sale 22 September competitor, Match. vehicles sold around the world and an army of Frequency quarterly This is a young, vi- enthusiasts stretching from the UK to around Price £4.75 brant sector of the market, the world. And now those fans can read all Distributor Seymour so look out for an exciting new look for Match about their favourite car in CH Publications’ Display with Top Gear, of the Day, including a coaching and freesty- new ofering, Total MX-5, written by enthusi- Classic Sportcar, Practical ler section, world exclusive interviews with asts for enthusiasts. Editorial includes a look at Classics football’s biggest stars and a massive football a new turbo edition of the car. match ticket giveaway to readers and their parents. Throughout the autumn, Match of the Day B JOCKS & NERDS UMPER magazine is joining forces with number one The latest issue of men’s lifestyle magazine Jocks On sale out now collectible Match Attax, to provide readers & Nerds has got plenty of Netflix-related gear, Frequency quarterly with weekly Match Attax card packs on the as Wagner Moura, star of the service’s latest hit Price £5.95 cover of each issue - all kicking of with an Narcos is the cover star, with further editorial cov- Distributor Comag exclusive set of preview cards before they’re ering another Netflix hit, The Get Down. There’s Display with i-D, GQ, even on sale in shops. This combination will plenty of further editorial in the hefty publication, Another Man guarantee that football will make a powerful taking in everything including the history of pool. impact on retailers’ shelves.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT GATESHEAD RETAILER MANJINDER SINGH ON DOUBLING SALES AFTER ALDI ARRIVED Plus, RN readers road test five supplier websites to discover how they help improve RETAIL NEWSAGENT their businesses, and newstrade expert Neville Rhodes’ latest exclusive column NEWS ● CONVENIENCE ● PROFIT 44 16 September 2016 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini

DeAgostini Disney Frozen Shopkins Captain Ice Age Build the Ford Mustang 37 100 8.99 Friendship Cards £4.99 America: Civil Starter £2.99 Activity Cards Build the Millennium Falcon 90 100 8.99 Stickers £1.00 War Stickers Cards £0.50 Starter £4.99 Starter £2.99 Jazz at 33 and third RPM 18 70 14.99 Cards £1.00 Cards £0.50 Simply Stylish Knitting 38 90 3.99

Star Wars Helmets Coll’n 19 60 9.99 Paw Patrol Zippo Collection 27 60 19.99 Star Wars Stickers Force Attax Starter £2.99 Eaglemoss Force Attax Starter £4.99 Stickers Official UEFA £0.50 Extra Cards £1.00 3D Create & Print 88 90 6.99 Euro 2016 Starter £3.99 Build A Solar System 58 104 6.99 Adrenalyn XL Cards £1.00 DC Comics Graphic Novel 29 60 9.99 Starter £4.99 Disney Cakes & Sweets 159 160 4.50 Star Wars Cards £1.00 Disney Tsum Doctor Who Figurines 81 120 7.99 Stickers Tsum Stickers Marvel Chess Collection 89 96 8.99 Starter £2.99 Starter £2.99 Stickers £0.50 Marvel Fact Files 184 200 3.50 Hero Attax Stickers £0.50 Military Watches 68 80 9.99 Starter £4.99 Official UEFA Star Trek Ships 81 78 10.99 Stickers £1.00 Euro 2016 Star Wars Sticker Hachette Collection Stickers Part 2 Secret Life Art of Crochet 56 120 2.99 Starter £2.99 Starter £2.99 Stickers £0.50 of Pets Art of Knitting 87 90 2.99 Match Attax Stickers £0.50 2015/16 Starter £2.99 Art of Quilting 38 90 3.99 Cards £0.50 Starter £3.99 Art Therapy 79 120 2.99 Cards £1.00 Build the Mallard 108 130 7.99 England UEFA Build the U96 108 150 5.99 Champions Trading Card Dr Who Complete History 28 80 9.99 League Collection World of Draw The Marvel Way 19 100 4.99 Official Sticker Starter £4.99 Batman Judge Dredd Mega Collection 44 80 9.99 Collection Cards £1.00 Starter £2.99 Marvel’s Mightiest Heroes 72 72 9.99 Match Attax Starter Cards £0.50 Extra 16 £2.00 My 3D Globe 89 100 5.99 Stickers £0.50 Starter £3.99

Cards £1.00 FIFA 365 RBA Collectables Sticker

My Zoo Animals 55 60 5.99 Collection Zootropolis WWE Slam Starter £2.99 Precious Rocks, Gems & Minerals 87 100 5.99 Starter £2.99 Attax Then, Cards £0.50 Real Life Bugs & Insects 4 60 0.99 Merlin Official Now, Forever Stickers £0.50

Premier Starter £4.99 League Sticker Cards £1.00 Collection Finding Dory Starter £2.50 Cards £0.50 Starter £2.99 Lion Guard Cards £0.50 WWE Sticker Collection Stickers £2.99 Collectables Shopkins Cards £0.50 Starter £2.99 Stickers £0.50 DeAgostini Starter £2.99 Stickers £0.50 Magiki Mermaids 2.50 Frozen Sticker Frogs & Co 1.99 Collection Starter £2.99 My Little Pony Magic Box Stickers £0.50 Starter £2.99 Zomlings Series 4 0.50 Stickers £0.50 Star Monsters 1.00 Retail Newsagent 16 September 2016 45

Newspaper terms

Daily newspapers Margins/pence Saturday newspapers Margins/pence Sunday newspapers Margins/pence Sun 50p 11.15p Sun 70p 14.98p Sun £1.00 21p Mirror 65p 14.5p Mirror £1.00 21.00p Sunday Mirror £1.40 29.40p Mirror (Scotland) 70p 15.61p Mirror (Scotland) £1.00 21.00p People £1.40 29.40p Daily Record 65p 14.30p Daily Record 90p 19.80p Star Sunday 70p 15.47p Daily Star 30p 7.26p Daily Star 50p 12.085p Sunday Sport £1.00 24.3p Daily Mail 65p 14.50p Daily Mail 90p 19.26p Mail On Sunday £1.60 33.60p Express 55p 13.31p Express 80p 17.152p Sunday Mail £1.70 35.70p Express (Scotland) 50p 12.10p Express (Scotland) 80p 18p Sunday Telegraph £2.00 45.50p Telegraph £1.40 32.62p Telegraph £2.00 48.00p Sunday Times £2.50 52.50p Times £1.40 30.10p Times £1.50 35.25p Observer £3.00 73.50p FT £2.70 54p FT £3.50 79.10p Scotland on Sunday £1.70 39.95p Guardian £2.00 44.0p Guardian £2.90 63.80p Racing Post £2.60 61.00p i 50p 12p i Saturday 60p 14.40p Sunday Herald (Scotland) £1.70 35.70p i (N. Ireland) 50p 12.5p i (N. Ireland) 60p 15p Sunday Express £1.40 29.65p Racing Post £2.30 54.0p Racing Post £2.60 61.00p Sunday Post £1.60 33.60p Herald (Scotland) £1.30 29.90p Herald (Scotland) £1.70 39.10p Scotsman £1.50 33.75p Scotsman £1.95 43.88p Sunday newspapers Margins/percentage Sun £1.00 21.00% Daily newspapers Margins/percentage Saturday newspapers Margins/percentage Sunday Mirror £1.40 21.00% Sun 50p 22.30% Sun 70p 21.40% People £1.40 21.00% Mirror 65p 22.30% Mirror £1.00 21.00% Star Sunday 70p 22.10% Mirror (Scotland) 70p 22.30% Mirror (Scotland) £1.00 21.00% Sunday Sport £1.00 24.30% Daily Record 65p 22.00% Daily Record 90p 22.00% Mail On Sunday £1.60 21.00% Daily Star 30p 24.20% Daily Star 50p 24.17% Sunday Mail £1.70 21.00% Daily Mail 65p 22.308% Daily Mail 90p 21.40% Sunday Telegraph £2.00 22.75% Express 55p 24.20% Express 80p 21.44% Sunday Times £2.50 21.00% Express (Scotland) 50p 24.20% Express (Scotland) 80p 22.50% Observer £3.00 22.00% Telegraph £1.40 23.30% Telegraph £2.00 24.00% Scotland on Sunday £2.15 23.00% Times £1.40 21.50% Times £1.50 23.50% Racing Post £2.60 23.46% FT £2.70 20.00% FT £3.50 22.60% Sunday Herald (Scotland) £1.70 21.00% Guardian £2.00 22.00% Guardian £2.90 22.00% Sunday Express £1.40 21.18% i 50p 24.00% i Saturday 60p 24.00% Sunday Post £1.60 21.00% i (N. Ireland) 50p 25.00% i (N. Ireland) 60p 25.00% Racing Post £2.30 23.48% Racing Post £2.60 23.46% Herald (Scotland) £1.30 23.00% Herald (Scotland) £1.70 23.00% Scotsman £1.50 22.50% Scotsman £1.95 22.50%

Newspapers

Scale of third-party advertising insert payments Weight Watchers 10-11 September Insert Original Mail Mirror News Express Guardian Telegraph Independent Total Supplements Ad inserts Number of Heaviest weight scheme UK weight weight weight Inserts ad insert Cumulative? no yes no no no no no no Telegraph 1,550g 1,225g 75g 3 40g 0-69g n/a n/a n/a n/a n/a n/a n/a n/a Sunday Times 1,335g 800g 195g 6 75g 70-100g 1.5p 2.5p 2.57p 2.7p 2.15p 2.75p 2.65p 2.49p Sunday Telegraph 925g 625g 40g 3 20g 101-200g 2p 3p 3.36p 3.3p 2.75p 3.35p 3.30p 2.77p FT 920g 520g 0g 0 0g 201-300g 4p 5p 6.09p 5.5p 5p 5.75p 5.66p 5.32p Guardian 920g 270g 50g 1 50g 301-400g 5p 7p 7.43p 6.7p 6p 7p 6.38p 6.65p 401-500g * 7.5p * * * * * * Mail on Sunday 775g 415g 30g 5 10g Over 500g * 8p * * * * * * Times 770g 460g 55g 4 25g * By negotiation Mail 700g 295g 90g 4 40g 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 To advertise in the Retail Newsagent classified section call 020 7689 3366 or email [email protected] CLASSIFIED (Please mention Retail Newsagent when replying to the advertisements)

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16TH SEPTEMBER.indd 40 13/09/2016 18:58 48 16 September 2016 Retail Newsagent

[email protected] IN ASSOCIATION WITH 020 7689 3357 @CharlieFaulkRN f facebook.com/retailnewsagent

Back in the day The couple in aisle one VIEW FROM THE are NOT clear for take off COUNTER 100 East Mid- most raw with Mike lands Airport form – un- YEARS AGO was left controllable, 16 September 1916 Brown in uproar intense and A new newsagents’ association after a couple unapologetic. was formed at Mexborough – a were caught Or per- On bank holiday Saturday (27 August) I made decision based on the need for getting up haps it was the annual pilgrimage to Wembley Stadium unity between Rotherham to hanky- a female to watch the rugby league Challenge Cup final and Doncaster at the time. The panky in a passenger between Hull FC and Warrington Wolves. move came following a meet- WH Smith’s pleasuring Despite being a Leeds Rhinos supporter, I ing of newsagents. The idea shop while in brazen view of her special pal – a WH Smith was there to join the family of rugby league behind it was to tackle many shocked travellers. employee – spotted by pas- fans from every club in the land to celebrate ‘the grievances felt by the retail Now, who knows, maybe sengers wandering past the people’s’ game. community. being surrounded by award- extremely small and open- The following Thursday, I joined the family winning literature, penned fronted – yes, open-fronted of the NFRN at St Cuthbert’s Church, Peter- by talented creatives, in- – store in the departure lee, to celebrate the life of Robert (Bob) Taylor, spired the couple to express lounge. former national president, national councillor, 50 their love uncontrollably. Not quite so romantic district councillor and Durham branch member YEARS AGO Perhaps they’re a pair of now, hey? who had sadly passed away on 24 August, at the age of 94. 17 September 1966 sapiosexualists – the term Security guards eventu- My earliest memory of Bob was as a new Following on from last week’s for those attracted to intel- ally put a stop to the action district trustee. I had to attend a lunch at an extract – RN reported retail- ligence – and they can only and ordered the man in his hotel in Neville’s Cross near Durham where ers were “hurt and ofended” get in the mood when one 20s to leave at around 6pm Bob was winding up the newsagent’s lottery – a at the call of the Minister of reads extracts of poetry to on Tuesday, while she was fundraising vehicle the district had operated Economics for housewives to the other. allowed to catch her flight. for many years. In a very austere backroom Bob spy on retail prices. Appar- Maybe it was love in its Tut tut – young’uns of today! addressed our business partners and thanked ently, housewives at the time them for their support. He was a very impres- knew nothing of the “burden sive speaker. of increased costs”. There’s a rat in the ceiling… On another occasion at annual conference Rats ruining food appears to According to the diners, each district had to sing a song to represent be turning into a theme; last both customers and staf their area. We chose Blaydon Races. Bob came week an appalled mother bit screamed as they fled the up to me and said: “ You can sing – lead the 25 into a teacake harbouring a scene. district”. Terrified, I burst into song with gusto. rodent’s tail and this week The restaurant has been YEARS AGO Sadly, I only knew the first couple of lines. Bob diners were mortified at the closed since the incident 14 September 1991 swept me aside and took charge. He knew every sight of a rat falling from and its owner, Aiqin Chen, word to every verse. Tempers flared at the an- the ceiling as they ate at a blamed building work in the nouncement from News Inter- Unfortunately, much to Bob’s annoyance, we Chinese restaurant. floors above as the cause for came a credible second, but I decided to main- national to drop newsagents’ Frequent patrons of The the rodent’s attempt to make terms on the “best-selling tain a very low profile for the rest of conference. Water Palace restaurant in a break for it, rather than it As I got to know him my fear subsided (a little), News of the World” by 50p to Sittingbourne, Kent, Louissa being on the hunt for some 25p, despite the paper cost ris- but I think underneath he was a very kind man Downham and partner Da- delicious Asian cuisine. Mr who because of his wisdom had that unique ing by 50p. Still a very relevant vid West, were left horrified Chen, adamant it was a one- battle, as demonstrated by the ability to always make you feel better after you when a “massive black rat” of, said he was very upset. had spent some time with him. i newspaper’s change in terms fell down just inches from Swale Council is investi- last week. The family of the federation will miss him their laps. gating the incident. very much.

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