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RETAIL NEWS THAT MATTERS ● £2.40 ● 09.06.2017

Introducing

INVESTING IN YOU

Sheetal Patel Premier Northampton

MORE SUPPORT IS 23 HEADING YOUR WAY Please turn to inside front cover for more info Vol 128Vol No 23 FOR TRADE USE ONLY Introducing

INVESTING IN YOU MORE SUPPORT IS HEADING YOUR WAY

Sheetal Patel Premier Northampton Supporting you to grow your sales… Over £4million investment in new permanent point of sale materials and signage Great tips to help you drive sales from dedicated National Lottery sales executives and telesales teams Quarterly contact from the team – offering regular support and advice A new FREE retailer hotline 0800 8 40 50 60* Multi million pound advertising support for all National Lottery games We’ll be visiting you over the coming months to tell you all about it. See you soon!

* (Calls to 0800 numbers are FREE when calling from a UK landline or mobile. Charges may apply when calling from a business line or abroad.)

RN page ad.indd 1 01/06/2017 13:51 The polls are open Parties pitch for your votes ELECTION DAY Page 4 »

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The power EXCLUSIVE PROFIT REPORT INCLUDED And how it can transform your business of data Page 28 »

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NEWSPAPERS STORE LOOKBOOK “My focus will be Cash in on Plants, engaging with members and WH Smith parcels making them and News and dry more money” UK fallout cleaning Meet the NFRN’s next Display dispute What makes Surekha NFRN national president is an opportunity Patel an award- 2017 to grow sales, say winning community CONFERENCE Linda Sood Page 22 » SPECIAL indies Page 5 » retailer Page 6 » 2 9 June 2017 RN CONTENTS Shaping the future of independent retail since 1889 12 ways to win in

Editor Associate editor News editor fresh & chilled Chris Gamm Chris Rolfe Charlie Faulkner Page 25 @ChrisGammRN @ChrisRolfeRN @CharlieFaulkRN 020 7689 3378 020 7689 3362 020 7689 3357

Features editor Reporter Tom Gockelen-Kozlowski Jennifer Hardwick @TomGK_RN @JenniferH_RN 020 7689 3361 020 7689 3350

Head of production Senior designer Darren Rackham Anne-Claire Pickard @DarrenRackhamRN 020 7689 3391 020 7689 3373 “One of the NFRN’s key roles is helping members raise their games Designer Account managers Financial controller Emma Langschied Marta Dziok-Kaczynska Parin Gohil by improving in-store standards” 020 7689 3380 020 7689 3354 020 7689 3375 Production Erin Swanson Finance executive Paul Baxter on the key themes at this coordinator 020 7689 3372 Abi Sylvane Billy Allen Sales executive 0207 689 3383 year’s annual conference Page 24 020 7689 3368 Khi Johnson Managing director Director of sales 020 7689 3366 Nick Shanagher Mike Baillie Marketing manager 07966 530 001 020 7689 3367 Tom Mulready HEADLINES OPINION Account director 020 7689 3352 Will Hoad 020 7689 3370 4 BREAKING NEWS 18 YOUR VIEWS Parties pitch for your votes Your letters, tweets and views

If you do not receive your copy of RN please contact Tom Mulready 6 STORE LOOKBOOK 20 YOUR NEWS on 020 7689 3352 or email [email protected] Best-one retailer Surekha Patel First look at new east London Nisa Raw Store concept Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper 9 SYMBOL NEWS Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT Audit Bureau of Circulations Symbol social media drive July 2015 to June 2016 average net circulation per issue 13,316 How to create a 10 NEWS & MAGS Annual Subscription safety action plan UK 1 year £150 Europe £302 Mirror pro-rata increase praise 2 years £237 Rest of world £354 3 years £333 11 PRODUCT TRENDS To subscribe contact 020 7689 3384 Chocolate profits in focus

Newtrade 12 BRAND SNAPSHOT 11 Angel Gate, City Road, London EC1V 2SD News from nine big brands Tel 020 7689 0600 email [email protected] 14 WHAT’S NEW? RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is Create a point of difference wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. RN is editorially independent of the NFRN and opinions, comments and reviews included are not necessarily those of the Federation and no warranty for goods or services described is implied. 16 PRICEWATCH Reproduction or transmission in part or whole of any item from RN may only be undertaken with the prior written agreement of the Editor. Benchmark your wine prices Contributions are welcomed and are included in part or whole at the sole discretion of the editor. Newtrade accepts no responsibility for submitted material. Every possible Page 13 care is taken to ensure the accuracy of information. For trade use only RN 9 June 2017 3

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

Like the federation, RN is also always looking for practical ideas that make you more money

WHY MY COMMUNITY ver the past month, RN has inter- MATTERS viewed five NFRN deputy vice presi- Page 6 dent candidates to find out what makes themO great retailers and why they’re the right person to lead the federation in 2019. We’ve spoken to outgoing national president Ray Monelle about his greatest challenges and Editor achievements from his year in office and in- INSIGHT Chris Gamm coming president Linda Sood about what she @ChrisGammRN aims to achieve in the next 12 months. 13 ADVICE CENTRE 020 7689 3378 Together these interviews have formed our How to create a health & safety plan coverage in the build up to the NFRN’s 2017 an- 22 RN INTERVIEW nual conference, which takes place in Torquay Incoming NFRN national on Monday and Tuesday next week. president Linda Sood In this week’s issue, chief executive Paul Baxter outlines some of the key issues that will be addressed over the two days. 24 COLUMNIST What has united them all is their desire to drive the federa- NFRN chief executive Paul tion forward, increase member engagement and give retailers Baxter on the key themes at value and ideas they can’t find anywhere else. annual conference If you’re at conference next week come and say hello to the 25 FRESH & CHILLED RN team – Jen Hardwick, Neville Rhodes, Nick Shanagher and Advice from leading retailers Tom Mulready. If you’re not, over the next two weeks we’ll keep you up to date with the key debates and what we learn, with 28 DATA ANALYSIS breaking news next week and full analysis the week after. How to use it to grow Like the federation, RN is also always looking for practical your business ideas that make you more money. There is a great example this 30 THIS WEEK IN week – your free copy of What To Stock, RN’s exclusive ranging MAGAZINES The importance and pricing report sourced from EPoS data from 3,000 inde- 11 opportunities of data to my pendent stores. Use it to spot products and trends that are mak- for your store store and how ing money for other stores like yours – it’s a powerful tool capa- I use it effectively ble of making a real difference to your business. Page 28 4 9 June 2017 RN BREAKING NEWS Election 2017 MPs on how they will help you The manifestos: Polling day: a retailer’s guide parties pitch What are the key business policies proposed by the major parties? l More regular revaluations to avoid drastic business rates changes plus support for these businesses afected. l A pledge to simplify taxation for small businesses and for your vote the self-employed. l National Living Wage raised to 60% of the median UK by Tom Gockelen-Kozlowski struggle small businesses wage by 2020. [email protected] faced in terms of financial l A continuation of the “one in two out” approach to support. new regulations. Leading politicians from “We will end quarterly the UK’s major parties reporting for small busi- l spent the final week of nesses, we will clamp Reinstate a lower rate of corporation tax for small campaigning ahead of the down on late payments businesses. general election pushing and we will set up a l A review of business rates alongside a “proper appeals for the votes of indepen- national investment to process”. dent retailers. make low cost, long-term l Scrap quarterly reporting for businesses with a At a husting organised finance available,” he said. turnover under £85,000. by the Federation of Small The major parties’ l Raise the National Living Wage to at least £10 by Businesses and Associa- manifestos also highlight 2020. tion of Convenience Stores, the already challenging l Promise of “proposals on food labelling”, a tobacco representatives from the staf wages are likely control strategy and implementation of the sugar tax Conservative, Labour and increase. Only UKIP has on soft drinks. Liberal Democrat parties not pledged a significant agreed greater business rise in the National Living rates support was needed Wage, though the party l Reform the Regulatory Policy Committee to remove for small businesses. does promise more fund- “unnecessary regulation”. David Gauke, chief ing for enforcing it. l Review business rates and their impact on small secretary for the treasury, Arjan Mehr, of Londis firms and make tax cuts on small business a priority. Bracknell, attended the confirmed the Conserva- l tives would ensure future event. He said he felt the An independent review on how to extend the Living revaluations would hap- representatives were sym- Wage to all sectors of the economy. pen more regularly and pathetic towards help- l A ban on advertising of “junk food” before 9pm and said the government was ing small businesses, but commitment to closing the “loopholes” on the sugar tax looking to speed up deliv- said no one addressed key on soft drinks. ery of its £430m package of issues such as revising the reliefs. However, he argued rates system. “They don’t business rates’ growing realise how urgent it is for l Double the Employment Allowance businesses are importance to council many retailers,” he said. eligible for to promote job creation. funding could lead to local Ralph Patel, of The Look l Introduce digital quarterly tax reporting over five authorities being more Inn in Woodmansterne, years. “business orientated”. Surrey, urged retailers to But John McDonnell see what response local was critical of the wait candidates have given. faced by businesses. He “I’m fortunate, I’ve got l Reduction in taxes and regulation but greater said: “The guidance has an MP who I speak to enforcement of the National Living Wage. only just come out and the and irrespective of which local councils have said party he belongs to, he will ‘we’re operating complete- get my vote. Rather than ly in the dark’.” being partisan, maybe re- l Universal basic income and introduction of a The Labour shadow tailers should look at their four-day working week. chancellor highlighted the local candidates.” The politicians’ pitches: key quotes

It is so important that we as Labour’s offer to small Businesses and small businesses politicians engage with small business is fairness. The are the cornerstone of our economy. businesses. You’ve got to be in next Labour government It is outrageous that we have had favour of creating wealth, not just will build an economy that a revaluation of business rates taxing it. It’s so important works for the many small without reforming a Victorian David Gauke John McDonnell Baroness Susan Kramer that we have a dynamic, businesses not the giant system that benefits global chief secretary entrepreneurial economy. shadow chancellor, few multi-nationals. spokeswoman for internet retailers. to the treasury, The Labour Party economics, Liberal The Conservative Party Democrats RN 9 June 2017 5

Crossgates C-stores to Premier raffle raises £365 for grow 17.7% cancer patient by 2022, A Fife resident with incurable says IGD cancer will this week be pre- Convenience stores will sented with £365 to help meet lead the growth in food and costs of converting her home, grocery sales, according to thanks to an in-store raffle run a report by IGD. by Robert Kirkwood, owner of Its latest data shows the Premier Express in Crossgates. convenience store channel “Deanna (pictured) is well-known has a “more optimistic locally and we heard about her outlook than in previous plight from customers,” said years” and is predicted Mr Kirkwood. “We had to do to grow 17.7% by 2022. something.” The store donated a This compares to 5.9% for five times-distilled £120 bottle of supermarkets and 1% for Royal Dragon vodka to raffle. hypermarkets. But Joanne Denney- Finch, IGD chief executive, News UK titles moved to magazine display Retailers plan to increase Sun and Times orders warned retailers not to get too comfortable. She said: “A quarter of British shoppers will likely use an online subscription Capitalise on WH Smith service to have their staples delivered.” IGD’s data finds online is expected to grow by 53.8% and News UK dispute during the same period, while discounters can by Jennifer Hardwick pendents who will happily UK titles.” anticipate getting one in [email protected] supply WH Smith custom- Mark Dudden, of Albany every £7 spent, up from the A dispute between News ers,” he said. “This is a great News at the Post Ofce current one in every £9. UK and WH Smith has cre- opportunity to capitalise on in Cardif, said the move ated an opportunity and gain new customers.” would be sure to make for independents to boost Linda Sood, of Premier customers look elsewhere sales of both The Times Falcon News in Ports- for the titles. Philip and The Sun. mouth, agreed, calling “News is an impulse buy RN understands WH the display changes “great and you have got to put it Morris Smith high street stores news” for independents. at the front of the store. around the country have Brian Murphy told RN the Her store is located just 320 Knowing the layout of the stock-swap removed the News UK move represents a clear op- metres from a WH Smith WH Smith in Cardif, I titles from their usual posi- portunity for independents high street store. know if they moved them roadshow tion in newspaper racks at to boost sales of the titles. “It’s an excellent op- to the magazine section Philip Morris is helping the front of stores amid a “Customers expect to portunity for us. Let them they would be well away retailers get rid of their dispute with the publish- find newspapers at the carry on falling out,” she from the impulse area near non-compliant tobacco ers. Instead, they now sit front of the store. If they said. “We can increase our the front and they will lose stock through a cash and alongside current afairs don’t, it will certainly have sales and if it’s afecting sales,” he said. carry roadshow. magazines. an impact on sales and that the one on my street I’ll in- News UK and WH Smith The tobacco giant is of- The NFRN’s head of news is to the benefit of inde- crease my supply of News declined to comment. fering retailers the chance to exchange pre-EUTPD II stock for the equivalent compliant products. Camelot scraps premium rate helpline Ravi Kaushal, of Premier Camelot has scrapped its access advice and help. “Exploiting us for report- feedback. Retailers were Burlington News in West controversial premium- Retailers have reacted ing their own machines telling us the digital option London, said: “I’ve got a rate helpline, re-instating positively to the U-turn, were faulty was plainly wasn’t always feasible for few thousand pounds- its Freephone number which was severely criti- wrong. I made a point of them.” worth of old stock, so this – a move that has been cised for burdening them not calling the paid-for The news is part is a great idea, it’s really welcomed by retailers. with unwarranted costs. number on principle.” of Camelot’s Allstars useful for me.” On Monday, the com- “It’s been a long time Eugene Diamond, of Dia- programme, which also Head of sales Matthew pany’s Freephone number coming,” said Julia Bywa- monds Newsagents in Bal- includes a £4m investment Tisdall said: “The ability to went live again, ending 18 ter, of Bywater News in lymena, Ireland, described into PoS and promotional exchange non-compliant months of frustration for Dudley – who was vocal it as a “positive move”. material to help retailers product will mean fewer retailers who have com- about her concerns at last A Camelot spokeswom- maximise their lottery and out of stock issues and plained of being charged to year’s NFRN conference. an said: “We’ve listened to scratchcard sales. missed sales.” 6 9 June 2017 RN STORE LOOKBOOK

n the 20 years that Surekha Patel nearby Tesco Express, however there is has been running her convenience only a hairdressers and kitchen appliance store in Bexhill-on-Sea, customers shop in the immediate vicinity. I have come and gone, trends have When another local business - a appeared and disappeared, but her place greengrocer - closed recently, Surekha was as a community stalwart has remained determined not to let her customers miss All part constant. out and decided to trial a range of fruit and Surekha, who has just won the NFRN vegetables in-store. Community Retailer of the Year award, Another successful addition to Surekha’s remains modest about her achievements, ofer has been a range of bedding plants, but her store continues to serve the which the shop sells all year round. And, changing population of this East Sussex having previously ofered a parcel delivery of the seaside town. service, she is looking to restart this ofer “Our customers were always older, with another company. retired people, but younger people are “I ofered myHermes, but the contract moving in,” she says. ended with Payzone. I got good secondary Back in 1996 Surekha bought a bankrupt sales from the increased footfall, and I’m business and has built her shop up from next to a large car park so people found that service scratch. Where counter newspapers and easy for parcels,” she says. confectionery were once on ofer, she’s Having started life as a Spar when introduced HND and now delivers to she first opened, Surekha moved over around 125 houses every morning. She has to Best-one five years ago. At the same Surekha Patel took her business expanded her convenience range and now time, she refurbished with new LED “sells everything”, and has also become a lighting, shelving and a fresh lick of paint. back from the brink two decades one-stop shop for auxiliary services. Prominent in store are the monthly cycle “The dry cleaners in the village closed of promotions she accesses through her ago and has evolved her offer down around a year ago, so I take in dry symbol group. successfully ever since. As cleaning and contract it out,” she explains. “I do well on wine and beer promotions Over the past few months she has also in particular. I need to be competitive on she tells Helena Drakakis, it’s introduced a selection of local products, for price because of the increased competition, all about catering for and valuing example handmade cakes from Ruby’s – a especially from Tesco Express which has well-known Sussex bakery. had an efect, but I do need to survive too,” your customers’ needs Competition exists in the form of a she says. RN 9 June 2017 7 Any queries I have with Menzies, I raise with the NFRN and it helps me resolve it” SUREKHA PATEL

125 homes receive newspapers from Surekha’s store each morning

“I know my customers and I fundraise for the local community”

INFORMATION Location 27 St Leonards Road, Bexhill-on-Sea, East Sussex, TN40 1HP Basket spend £5-£6 Size 800sq ft Weekly turnover £8-10,000 Staff 2 full-time, 1 part-time » 8 9 June 2017 RN STORE LOOKBOOK

In a previous life, Surekha managed a Best-one promotions Woolwich Bank branch, before it began on beer and wine work trading under Barclays. Her business well for Surekha acumen has stood her in good stead, she says, always seeing the store from a business perspective. “My background has helped me run the shop with an eye on the finance, rather than only as a shopkeeper. “I now have a diferent clientele but having that business background and interacting with people has helped,” she says, adding that her husband, an engineer, also lends a hand when he can. However, Surekha’s real strength is her connection to the residents around her, her emphasis on customer service, and how she involves her business in the heart of the community. “I know my customers and I fundraise for the local community,” she explains. After losing a friend to cancer recently she held a cofee morning in the shop, raising around £800 for Macmillan Cancer Support charity. “Everything from delivery to elderly customers to helping them hang their curtains is all part of the service. “It’s all about making their lives easier and serving my community better.” l

Want to see more of Surekha’s store? Go to betterretailing.com/ surekha-stleonards-bexhill RN 9 June 2017 9 SYMBOL NEWS Hiring days to share Nisa message Nisa has launched retailer recruitment days to high- light its values and ensure current and prospective members understand what makes it unique to other symbol groups. The first of up to six planned this year, the day was hosted at Paul Cheema’s Malcolm’s Store in Coventry store last week, with around 30 retailers attending. It gave retailers the chance to Premier, Spar and Nisa announce new initiatives ‘We need to find ways to talk to people’ share best practice. Nisa retail board member Harry Goraya, of Nisa in Northfleet, Kent, said: “Nisa is evolving and adapt- Symbols help retailers to ing and it’s important its members understand what it stands for and why the group is unique to others to get social media savvy recruit others.” Nisa recruitment manag- by Charlie Faulkner “Social media is becom- launched social media we- of the retailers behind the er Lee Ballinger said: “This [email protected] ing increasingly important binar trials. The sessions move towards an online was the first recruitment for driving footfall into are aimed at keeping retail- focus. “I am actively sup- day we’ve held in a mem- Symbol groups have an- Premier stores,” said Mar- ers up-to-date on what the porting the initiatives,” he ber’s store, but it marks the nounced plans to deliver tyn Parkinson, Premier group is doing digitally said. “It’s been a suggestion start of regular activity of social media training brand director. “It drives with information on new made by a lot of members. this nature.” aimed at helping retail- sales and profits for our promotions and themes it “It’s getting harder to ers build their businesses stores that use it efec- will be focusing on. pull customers through online. tively. A second trial set to the door so we need to be Premier has revealed it “Social media has take place is social media finding other ways to talk Nisa seeks will be holding a series of proven results and I would auto-posting. The service to people.” social media workshops recommend Premier retail- allows Nisa retailers who He added: “We have £120m across the country in ers take advantage of these struggle with social media regional meetings so we’re the coming months. The free sessions.” to sign up to an automated planning to explain the fund deal sessions will provide infor- Spar is also developing posting system for tweets benefits of social media to Nisa is the latest company mation on how to set up a workshops which guide re- and Facebook posts – mak- our members at those and to spark rumours of further Facebook page and keep it tailers through the basics ing the process easier to then finding out how they expansion after reports active, as well as support of opening and managing manage. want Nisa to support them emerged that the symbol on how to get the most out social media pages. Harry Goraya, of Nisa to deliver training in the group is in talks about a of their devices. Meanwhile, Nisa has in Northfleet, Kent, is one best way.” major refinancing deal. The rumoured £120m deal with HSBC and Wells Fargo would replace its ex- Community focus for new M&S stores isting £100m arrangement One of independent retail- tially piloted in 10 stores. aim to have 50% of our M&S store could have the with Barclays, according to ers’ biggest competitive It will host events at stores ofering a commu- same impact as indepen- Sky News. advantages could be under M&S stores such as tea par- nity area and we’ll invite dent retailers. It will, insiders said, threat following a new ties and walking clubs, as groups of people into use it. While the success of enable it to further expand community focus from well as ofering a network We already do that in three Hollins Green Village and is another sign of the Marks & Spencers. of volunteer phone buddies stores and the take-up rate Store, near Warrington, ongoing shake-up of the Last week, M&S un- and investment in outdoor has been phenomenal.” is through working with sector following Tesco’s veiled plans to work with spaces, for example. However, Mo Razzaq, the community, according planned takeover of Booker, local councils and charity Speaking on BBC Radio of Family Shopper in to retailer Julie Atkinson. currently the subject of a partners to support com- 4’s You and Yours pro- Blantyre, Glasgow, who is “I don’t think M&S could CMA probe. munities to help make a gramme Steve Rowe, M&S an active fundraiser for his do what we do – providing Nisa declined to com- positive diference – ini- chief executive, said: “We community, is sceptical an a hub for the local village.” ment. 10 9 June 2017 RN NEWS & MAGS New terms Sunday Mirror and Sunday People rose by 10p to £1.50 Percentage margin remains at 21% in Menzies DX merger Trinity Mirror praised for Menzies’ proposed merger with parcel delivery com- pany DX Group looks set to go ahead this summer after pro-rata price increases new terms were agreed for the decision made in March, time,” he said. “They should newspaper sales director the deal. by Jennifer Hardwick when the price of the Daily always keep the terms the Neil Jagger said: “We listen The key investor batt- [email protected] Mirror and the Saturday same, it’s only fair.” to retail multiple groups and ling the merger, Gatemore Mirror both increased, but NFRN chief executive Paul the NFRN and endeavour Capital Management, previ- Trinity Mirror’s decision the percentage margin Baxter said he was pleased to create the best working ously said it would block the to maintain retailer terms dropped from 22.3% to 21.4% to see the publisher’s stance environment we can. deal if the terms were not following its second price on the weekday edition and following discussions held “With the price rises changed. increase this year has been from 21% to 20.6% on the at the federation’s recent on the Sunday Mirror and However, in the latest praised by both retailers and Saturday edition. newstrade summit. Sunday People we felt, on update, DX will now pay a the NFRN. Carl Pickering, of Top “We are pleased the this occasion, we were lower cash sum under the Last week, the price of Shop Newsagents in Lanca- representatives from Trinity in a position to maintain new terms and in light of both the Sunday Mirror and shire, described the decision Mirror present at our sum- pro-rata terms and therefore the changes, Gatemore has Sunday People rose by 10p as “very good news”. mit have listened to NFRN’s took that action.” entered into an irrevocable to £1.50 with the percentage “We’re happy they have concerns and taken positive Meanwhile, the Irish Post undertaking to vote in margin remaining at 21% – taken notice of our reaction action,” he said. has increased its price from favour of the transaction. amounting to an extra 2.1p previously and have not Mirror Group Newspa- £1.30 to £1.50 and main- Menzies chairman Der- on every copy sold. changed the terms this pers general manager and tained its retailer terms. mot Smurfit said: “We are The move is contrary to pleased to have reached this agreement and believe the revised terms of the pro- Ireland gets a posed transaction represent an attractive opportunity print edition for all stakeholders of both of The Times companies.” Menzies has previously News UK launched an Ireland said the deal would not edition of The Times in print afect its delivery service to on Saturday. The edition has retailers. existed in digital format since September 2015, and offers a mix of Irish and international Partworks news. Editor Richard Oakley said: “We have built a loyal extended as digital audience for the Ire- land edition of The Times sales soar and we are now delighted Eaglemoss has extended five to expand what we offer to of its partworks collections include more Irish news, following high sales. business, sport, opinion and The DC Comics Graphic analysis.” Mr Oakley, right, is Novel collection has been pictured with Sunday Times extended from 60 to 100, Irish edition editor Frank Marvel Fact Files from 200 to Fitzgibbon. 250, Military Watches from 80 to 100, Star Trek Ships 95 to 130 and Doctor Who Figu- rines from 120 to at least 130, with a further extension Spread the news to boost topical titles possible. Retailers have been urged sector can experience sales sales potential by experi- “Private Eye has seen “The number of charac- to capitalise on the contin- increases in the weeks fol- menting with new titles, an uplift in sales since the ters in the Doctor Who and ued opportunity presented lowing a General Election, encouraging customers General Election was an- Star Wars franchises, for by news and current afairs not just beforehand. to place a regular order nounced,” she said. example, is significant and titles, following the Gen- “Encourage your cus- through HND or shop-save “There have been sometimes the only way eral Election. tomers to look at the range and give more space to the encouraging signs since collectors can get a model Speaking to RN, Dean of news and current afairs sector throughout June. Brexit and the election of rare character is through Russell, group sales titles you stock, especially Private Eye’s managing of Trump that the sector our collections which keeps development manager those buying their daily director Sheila Molnar said is benefiting from all the demand high,” said UK for Comag, pointed out newspaper,” he said. the title is experiencing political drama and sales marketing manager Tom retailers who are proactive Mr Russell advised some of the highest sales in appear to be doing well Edmondson. across the current afairs retailers to maximise their its history. across the range.” RN 9 June 2017 11

PRODUCT TRENDS SPECIAL JTI's Logic commands e-cigs chart JTI’s new Logic brand is dominating the e-cigarettes and e-liquids category one year after launching, according to RN’s What to Stock report. The data revealed five 2016 launches achieved rankings in the top 25, with the highest – Logic Pro Men- thol Capsules – entering the 36g chart at number three. Size of Wispa single Logic Pro Vaporiser and bars - a decrease Logic Pro Brazilian Bold Capsules entered the top 10, from 40g since while cherry and tobacco 2013 capsules charted in 12th and 16th places. Jeremy Blackburn, JTI head of communications, Pricemark profit pressure said: “We're confident the brand will continue to grow. Logic Pro is already the fast- est-growing capsule vape on rising chocolate sales system in traditional retail, and Logic LQD shipped by Chris Rolfe Snickers Duo and Twirl, 2016, taking the top five The What to Stock data over 250,000 refill bottles in [email protected] dropping by up to 12g in from between 57p and 79p shows retailers also earned the first two months since size and blocks, including to between 64p and 86p. a lower weekly profit on launch.” Independent retailers are Cadbury Dairy Milk and A series of 50p and 55p Kinder Bueno and Wispa. selling more chocolate Galaxy Caramel, by up to pricemarks across Cadbury Meten Lakhani, of Pre- despite shrinking pack 25g. and Kinder Bueno variants mier St Mary's Supermar- sizes, but pricemarks have Single Wispa bars then brought these down ket, Southampton, said: Mocha and driven profits from single decreased from 40g to 36g, in 2017. However, while “Our pricemarked Mars, bars down in the past 12 but retailers went from pricemarking helped fuel Twix and Snickers all fly cappucinos months, new data has selling an average five bars rate of sale, the data also of the shelves. revealed. per week in 2013, worth highlighted retailers’ “There's less margin, but pick up Sales figures in RN’s £3.18 in sales, to nine profits from single bars fell it’s more about maintain- Demand for cofee shop- exclusive What to Stock bars in 2017, worth £4.93. as a result. ing average margin and style mocha and cappuc- report revealed the rate of Galaxy Caramel blocks Stockists sold an aver- increasing footfall. More cino cofees is growing in sale and average weekly shrunk from 140g to 135g, age eight Twirls at 69p in people buy cheaper bars, independent stores, the lat- sales value for eight out but weekly sales rose from 2016, earning an estimated and with the money est sales data has revealed. of the 10 top-selling £3.23 on three bars in 2013 margin of 35.4% (source: saved, they'll buy a drink Café Classic’s 10-sachet chocolate bars and blocks to £5.87 on six bars in 2017. Booker) and £1.98 profit, or something else, so that packs of cappuccino and all grew between 2013 The average selling price but the average 11 sold at makes it worthwhile.” mocha entered the top 25 and 2017. This was despite of single bars rose consist- 50p in 2017 earned a 25.1% l See What To Stock, free list of hot drinks in RN’s single bars, including ently between 2013 and margin and £1.38 in profit. with this issue. What to Stock report for the first time – at numbers 23 and 25 respectively. Nescafe’s Cappuccino Low- and no-sugar drinks fizz up to 30% Original also rose up the chart, moving from 23rd to Diet or sugar-free varieties sales chart, revealing how chart in 24th place. 16.2% to £70.1m during 2016. 21st place. It joined other now make up one third of sales of sugar-free drinks Trystan Farnworth, com- There is a huge gap to be new entries, including independents’ best-selling are rising in the face of the mercial director, conveni- filled through healthier soft Nescafé’s Azera Americano fizzy drinks after Pepsi Max impending sugar tax. ence and impulse at Pepsi drinks in convenience.” instant cofee, which has and Coca-Cola Zero Sugar Pepsi Max’s Cherry 2lt Max manufacturer Britvic, Hitesh Modi, of Cost- entered at 18th place. made huge gains on the and 600ml and original said: “Low- and no-sugar cutter Newsagents in Premium brands contin- sales charts in 2016. 600ml and 300ml formats soft drinks sales now ac- Chesham, said: “We used to ue to post strong perfor- Nine Pepsi Max and all climbed the tables, ris- count for 11% and 18%, and stock the full range of sug- mances, with Lavazza Coca-Cola Zero Sugar cans ing into sixth, 10th, 19th figures show many retailers ary fizzy brands but have Qualita Rossa and Taylors of and bottles occupied top and 23rd places respectively, tapped into this opportu- recently started stocking Harrogate ground cofees 25 slots in RN’s exclusive while Coca-Cola Zero Sugar nity with brands such as calorie-free varieties. These both ranked as Ones to What to Stock carbonates 500ml also entered the Pepsi Max, growing by are showing solid growth.” Watch in the report. 12 9 June 2017 RN BRAND SNAPSHOT

Because Malibu shines On the sandwich hunt Rainbow alternative Pernod Ricard is launching a Malibu Ginsters is launching two limited Pernod Ricard has launched a vibrant TV advert, as part of the brand’s edition sandwiches – Hunters limited-edition bottle of Absolut Because Summer campaign. The Chicken and Ham Hock & Piccalilli at vodka in support of the LGBTQ com- advert will air between now and July. the end of July. The RRP is £3.00. munity and to drive summer sales.

Go to Boom and Best Fruity cider is Kop New packs for in-packs Desperados has launched a festival- Kopparberg has expanded its fruit Aryzta Food Solutions is introducing focused on-pack promotion, giving cider range with the arrival of Heinz Cook-in-Pack range with four shoppers the chance to win tickets to Blueberry & Lime, available in new products, while the new Bake-in- Parklife, Boomtown and Bestival. 500ml bottles with an ABV of 4%. Pack Panini range has three products.

View more Bru on TV Whole lotta lovely prizes Nature springs eternal AG Barr has launched an Irn Bru TV ad Hovis has launched a nationwide sam- Highland Spring has unveiled its which will run in June, featuring along- pling campaign while ofering custom- six-month Brave By Nature campaign side programmes including Googlebox, ers the chance to win prizes to create which includes a TV advert which Britian’s Got Talent and Love Island. awareness of Hovis Wholemeal loaves. launched last week. RN 9 June 2017 13 ADVICE CENTRE

Use all the resources at your fingertips When we refitted we worked closely with Costcut- ter’s development team, so health and safety was in mind throughout the whole process. There were areas we wanted to tweak so we discussed this with them. Tapping into this expertise is invaluable, as is having a good relationship with local emergency services. If we have questions or queries they will pop down, have a look and provide advice.

Plan carefully Nothing major has ever happened here, but we have a plan in place should a fire or an emergency occur. In an emergency, we would evacuate customers into the carpark. We practice this drill with staff so plans are in place to react quickly. If a more minor incident occurs we have a hazard book where it is logged. We then go over it and discuss how we can do things better.

Have the right equipment in place We have an emergency lighting system should the lights go off, and clear exit signage and lights to cover the customer exit at the front and a staff exit at the back. There are also well-positioned fire extinguishers and first aid boxes. We introduced a hot food counter and oven during our refit and all the staff have been trained to use it and briefed on health and safety.

How to keep Train and communicate with staff It’s important to communicate with staff and update them. When we take people on we inform them of procedures and escape routes, for example. Our shop is reasonably simple but processes remain important. If your shoppers we need to flag something up urgently we have a staff meeting straight away. When we have our fire safety checks every year, we also use that as an opportunity to and staff safe refresh procedures with staff. Suenita Keshwara of Costcutter in Boston, Always be prepared Lincolnshire, shares some useful advice on We prepare for everything, including fire safety and first aid, and have staff trained to administer that. We how to keep your staff and customers safe in have a fire station nearby and know everyone, so if we the event of an emergency need anything we just have to ask. We know it’s in our best interests to deal quickly with an emergency. We t’s all very well having a actually happen, taking advice from go over scenarios with staff continuously and carry out great range and layout and an symbol groups and building good practice drills. If something happens, everyone needs attractive-looking convenience relationships with the emergency to know exactly what they are doing. I store, but what goes on behind services are all key to making sure the scenes is just as important when that, if anything unexpected arises, it comes to the customer experi- it is dealt with quickly and efcient- ence. Well-planned procedures to ly. Suenita Keshwara, of Costcutter If you’ve had a great idea for your business or would ensure both staf and customers are in Boston, has just refitted her store, like advice from other retailers to get started contact kept safe is paramount. Although and here shares her secrets for keep- Chris Rolfe at [email protected] most planned-for emergencies never ing staf and customers safe. l 14 9 June 2017 RN WHAT’S NEW

Cornish Sea Salt Nom Cherry Tree Preserves Designed to add a deep and zesty flavour to Nom has added a Tomato Pesto flavour to its A new addition to Cherry Tree’s range of savoury dishes like egg and seafood, this range of organic popcorn, which is made using chutneys, this Green Chilli, Coriander & Mint seasoning blends wakame seaweed with sea coconut oil. They are suitable for coeliacs and Chutney flavour can be used with fajitas or as a salt. vegans. marinade and goes with lamb or duck. RRP £3.25 RRP £1.49 RRP £3.85 Contact 0132 655 4720 / [email protected] Contact 0186 536 8811 / [email protected] Contact 01308 458604

Dark Star Brewing Co Wendy Brandon Emily Veg Crisps The independent craft beer operator has made Preserve and chutney specialist Wendy Emily Crisps has launched two new varieties of its Six Hops flavour – so called because it uses Brandon makes its marmalade in small sharing bags – Spring Greens: Crunchy French six diferent hops, added at six diferent points batches to ensure flavour, colour and texture. Bean, Sugar Snap Peas & Black Edamame and Root during the brewing process – available in cans. The marmalade contains no additives. Veg: Crunchy Carrot, Beetroot & Sweet Potato. RRP £3.50 RRP £4.30 RRP £2.89 Contact [email protected]/01403 712555 Contact 01239-841-568 [email protected] Contact http://www.emilyfruitcrisps.co.uk/ RN 9 June 2017 15

RN Reporter [email protected] 020 7689 3358

Focus Children’s snacks Parents are under increasing pressure to choose healthy options for their ofspring, but that won’t stop kids demanding snacks. So this week, RN has picked three snacks that will keep both sides happy

Howdah Snacks Howdah Snacks ofers a taste of the east with a six-strong range of Indian-inspired snacks, Pulsin Organix produced in India using locally-sourced ingredients. Pulsin oat bars are on-the-go children’s Organix are oaty bars packed full RRP £1.99 (100g) snacks which count as one of a child’s of raisins, wholegrain oats and the Contact 0161 9804932/[email protected] five-a-day. They are gluten-free, dairy- flavour from real fruit. They are ideal free and soya-free with no artificial snacks for children. ingredients. RRP £2.99 Multipack (6 x 25g bars) RRP £2.49 for 6 x 30g Contact 01452 729 000 Contact 01202 586100

Jason Bushnell Budgens of Mortimer, Reading Healthier snacks are a hit with parents – some even open a pack in the queue to give their children as instant fuel. Children think they’re getting a treat but parents know Snact they are healthier than sweets Snact buys ugly and unwanted fruit or crisps Woodleighs Provision from British farmers. The fruit is blended into a smoothie then dried into Cheshire-based Woodleighs Provisions is taking fruit jerky on a family farm in Kent, its pickles and other product to a wider audience cutting food waste. around the UK, with a range of 190ml jars, RRP £4.50 (5 packs) including piccalilli. Contact [email protected] RRP £2.60 Contact 0151 357 3734 16 9 June 2017 RN PRICEWATCH Profit checker White wine Price checker

BLOSSOM HILL WHITE 75cl Price distribution % PRODUCT

35% 93% of independents sell this product at or below the £6.59 RRP

30% Hardys Bin 161 Chardonnay 75cl Echo Falls 25% California White 75cl Blossom Hill White 20% 75cl Isla Negra Sauvignon Blanc Reserve 75cl 15% Hardy’s Bin 161 Pinot Grigio 75cl 10% Hardys VR Pinot Grigio 75cl Hardys VR 5% Chardonnay 75cl Echo Falls Zinfandel 0% 75cl The Secretary Bird Sauvignon Blanc

£5.19 £5.75 £5.79 £5.95 £5.29 £5.49 £5.50 £5.59 £5.69 £5.89 £5.99 £6.49 £6.50 £6.59 £4.99 £5.00 £6.00 -£4.99 75cl +£6.59 Casillero del Diablo Sauvignon Blanc 75cl Analysis Distant Vines Buying wine can be intimidating strategies. One – employed by 15% of and overall nearly 60% of stores don’t Pinot Grigio for consumers and, it turns out, retailers – is to price at £4.99, a penny price as high as RRP. Yet another 32% 75cl the same is true for those selling below an important psychological of retailers do, ensuring they protect Echo Falls it. When it comes to pricing of a barrier but an astonishing £1.60 their margins on what is, after all, Unoaked Chardonnay bestseller such as Blossom Hill below Booker’s current RRP. Price a product associated with leisure, if 75cl White stores seem split between two for these customers remains king, not luxury. How we drive our profit We only stock Blossom Hill when We run the usual promotions Joe Williams it’s on promotion. It doesn’t sell Mehmet Guzel through our symbol group but STORE The Village Shop well at RRP as our customers STORE Simply Fresh we’re now moving away from LOCATION Hook Norton, Oxfordshire would rather opt for something LOCATION Bethnal Green, London stocking cheaper brands such SIZE 1,250sq ft higher quality for the same price. SIZE 1,600sq ft as Blossom Hill. We stick to TYPE rural We often get customers buying TYPE high street RRP but our competitors in the on the way to a dinner party area are big culprits for undersell- and they’ll spend more than £10. ing. Instead, we are changing our TOP TIP Sauvignon Blanc and Pinot Grigio TOP TIP focus to quality wines starting at Range isn’t just are always popular and the New Don’t forget the £8 or £9 a bottle. Our ideal margin about price. Zealand wine Mud House is a big basics. Fridge on a bottle is 30%. We don’t always Everyones’ tastes seller for us too. In general, we go presentation is get that and it can dip to 25% on are different, so above the RRP as the nearest of- important and some varieties. Demand for white it’s important to licence is five miles away, but you keeping bottles wine is seasonal, but our top stock sweet and still have to be careful not to price chilled makes all sellers are consistent from year dry varieties yourself out of the market. We the difference to to year. aim for a margin of 20% to 25%. customers RN 9 June 2017 17

Toby Hill [email protected] 020 7689 3357

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get value, insights and business benefits from EPoS data. To find out how they could help you call 07976 295094 MY LOCAL HERO AVERAGE BOOKER RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER UK RRP Retailers reveal the most profitable RETAIL 1 2 3 4 5 6 produce on their doorsteps PRICE* C- STORE IN WEST LONDON LARGE C-STORE IN CORNISH VILLAGE LICENSED GROCER C-STORE AND NORTH WALES HIGH STREET DURHAM SUBURB STORE IN SCOTTISH POST OFFICE IN VILLAGE C-STORE AND OFF- VILLAGE SOUTH WALES LICENCE TOWN CENTRE Jamie Smith Co-manager, Spalding Farm Shop £5.04 £5.00 £5.00 – £5.00 £5.00 £5.00 – Dennett’s Ice Cream £1.10 (small tub); £5.06 £5.99 – £4.99 £5.00 – – £5.89 £6.50 (one litre tub)

Where did you discover it £5.61 £6.59 £6.59 – – £5.99 £6.49 £5.85 We discovered Dennett’s about 10 years ago, when we were looking for a local supplier who could supply on scale. I met Robin Dennett £5.43 £5.89** £5.00 – £5.00 £5.00 – £5.99 at a county show and immediately developed a friendship. He was so keen to help he went halves on our first freezer, and would come £5.00 £5.00 £5.00 – – £5.00 £5.00 – down and show us how to present, sell and scoop it. Today, he often does talks at the local Women’s Institute, and whenever he does this £6.05 £6.79 – £6.49 £4.80 £6.99 – £5.85 he tells me so we can anticipate any spikes in demand.

£5.88 £6.79 – £6.49 £4.80 £5.50 – £5.85 Who buys it? It’s a complete mix of people – from families to couples and across the whole age range. We £6.16 £6.69 £6.99 £6.49 – – £5.49 £6.69 have one elderly customer who cycles here five days out of seven just to buy some. We sell all year round, typically 50-60 litres’ worth per week. We stock all the popular varieties, as £5.58 £5.50 £5.50 – £5.50 £5.50 – – well as flavours like strawberries & cream and raspberry Pavlova.

£7.28 £7.99 £7.99 £6.99 – – – £7.49 Why is it so popular? It’s full-cream and tasty. But it’s also due to its uniqueness. Dennett’s will guarantee making £4.02 £4.00 £4.00 – £4.00 – £4.00 £4.00 us any flavour we want, as long as we order at least 10 litres. Customers can suggest flavours too, and more unusual flavours we’ve sold £6.11 £6.69 – £5.79 – £5.49 £6.49 – have included Christmas pudding, peanut butter and fig. * from a sample of 3,500 stores ** Bestway RRP

As a small deli there’s no way I We sell Blossom Hill at the RRP. Nicola Ransom can compete with the supermar- Paul Edwards I don’t sell anything here for less STORE Welton’s kets on wholesale, so I buy from STORE Edwards at Townfield than a 30% margin as the costs of LOCATION Market Harborough, a wine supplier. To increase our LOCATION Noctorum, Wirral running the business are increas- Leicestershire margins, I try to squeeze a couple SIZE 2,500sq ft ing. If we can’t get that margin SIZE 900sq ft of pounds from each bottle rather TYPE shopping parade from the RRP, we’ll either raise TYPE rural than take a certain percentage, our price or we won’t stock it. for instance selling a £6.25 bottle Booker’s seven-day specials are TOP TIP for £8.45. I also look to get a better TOP TIP worthwhile for us. Last week we Get to know what margin with the more expensive Use different had a 30% increase in sales when your customers items. I don’t do promotions but suppliers to keep we ran its £5 bottle promotion. want next. They ofer a range of prices to suit dif- the wine range We only got our alcohol licence might recommend ferent needs, from £7.99 all the feeling fresh. 12 months ago, but wine is now a grape variety way up to £20. The category isn’t Customers like to a really important part of our you have not exactly a mainstay for the busi- see new varieties business. It accounts for roughly heard of ness – we sell around 30 bottles a £5,000 in sales each week, around week. 16% of our total. 18 9 June 2017 RN YOUR VIEWS devolved parliaments. Just recently, we YOUR LETTERS held a successful news summit in London. “We monitor arrival times and run regular polls, taking every available MOBILES FOR Federation finds opportunity to provide our news supply MANCHESTER chain partners with up-to-date data DONATE YOUR PHONES WITH a magic formula regarding their performance and the for late deliveries impact it has on the retail sector. This is Whenever and wherever necessary we I read Adrian Cooke’s letter (“Stop will take them to task on this. In Adrian Do you have any unwanted what the phones lying around? tearing you hair out over late deliv- Cooke’s case, the NFRN encouraged him to Last week, the Daily Mail launched Mobiles for Manchester, a campaign in eries and get some answers” RN 2 launch a petition, getting his customers to partnership with Carphone Warehouse designed to raise funds for June 2017) and my thought was if federation register their disquiet. It’s because of this to come, particularly those left with he’s found the magic formula then should relentless activity that service levels do life-changing injuries. surely that’s what the NFRN should improve and why members like Mr Cooke We’re asking you to help the cause be doing for us. be doing can report successes.” by displaying the poster (pictured We are all pretty much in the day after above), in your store. We have sent same boat and we have got this body Mail’s mobile posters to six wholesale regions that we all pay money into and if day, week in the north of England, covering this man has had success, which phone appeal after about 7,000 retailers, but any store he seems to have done, then surely after week can get involved. You can download this is what the federation should be Manchester terror posters from the NFRN website. doing day after day, week after week with the Customers can donate phones by with the publishers and wholesalers. publishers In response to the terror attack in taking them to a Carphone Ware- Stuart Jackson Manchester, the Daily Mail has house – where they’ll be valued and Jackson’s News, Stockport, Greater Manchester and launched the Mobiles for Man- money donated for each device. chester appeal in partnership with Customers also have the option to wholesalers Carphone Warehouse. It aims to donate via cheque or bank transfer, NFRN head of news Brian Murphy help those afected by asking readers details are on the poster. said: “The NFRN works tirelessly to Stuart Jackson to donate their unwanted mobile The bulk of funds raised will go to improve delivery times into retailers every phones to be re-used or recycled. the We Love Manchester Emergency day of the week, 364 days of the year. This Carphone Warehouse kickstarted Fund to support the injured and is done through various methods – via the campaign by donating more bereaved. We will also send some to NFRN Connect, by our news department, than 1,000 phones so far – generat- interfaith charities to help commu- through regular meetings with whole- ing £25,000, with an additional 4,000 nities unite against terror. salers and publishers, and through our donated by readers, but the injured Thank you for your support. lobbying activity in Westminster and the victims will need support for years Daily Mail and General Trust

RN READER POLL YOUR SAY Would you actively promote cigarettes, as shop staff in Australia are being asked to? NO 36% Adrian Rodda about it, is good, but you’d need AR News, Harrogate, Yorks a certain kind of person and a I’m not against the idea in certain kind of incentive. The principle, but it would need to first question is how will they be worked out properly and all remunerate people, is there any YES be above board. I’ve never quite money in it for me and what understood the regulations and training is being provided? 64% whether or not we’re allowed to talk to people about tobacco and Amit Patel cigarettes. You’re not supposed Belvedere News Food & Wine, Would your business to, but surely that impinges south east London benefit from social on my freedom of speech? In If the idea did come over here, terms of what I’d be looking I would d be very reluctant to media training for, a couple of holidays a year participate in that sort of thing. through your symbol wouldn’t go amiss. I’m quite anti-smoking – I don’t think it’s the right thing to try group or wholesaler? Naresh Purohit and push and promote it. I know NEXT WEEK’S QUESTION Marseans, Dartford, Kent I sell tobacco and cigarettes, but When did you last use EPoS data to I understand where they’re I wouldn’t go out of my review your range? coming from on this – we know way to encourage people to try the customers, we know what other brands. Also, if I’m doing they need and we know the a sales job I’d need a better Vote now at product. The idea for us to help margin, but how would you sell the product, to wax lyrical measure success? betterRetailing.com RN 9 June 2017 19

YOUR SOCIAL MEDIA COMMENTS THIS WEEK contact us facebook.com/ThisisRN and @ThisisRN

Good to see this message on the Lotto terminal this morning And news of investment in the retail estate is great Eugene Diamond @EDiamond136

Baroness Kramer: ‘It is outrageous that we have a Victorian business rates system that puts a burden on small businesses’ #hustings #ge2017 ACS @ACS_LocalShops

Easy way out to go after sugar, pack sizes are already shrinking and prices going up CHEERS SMITHS FOR EFFORTS DURING #sugartax @NFRN_Online @morazzaq @PaulBaxterNFRN CHAMPIONS LEAGUE FINAL IN CARDIFF Abdul Qadar @abdul_qadar A big thank you to cedented period of Smiths News for going heightened security, the Replying to @abdul_qadar @NFRN_Online @ the extra mile to ensure need for newspapers, PaulBaxterNFRN Manufacturers are already retailers were able to quality journalism 100 working on cutting sugar content, eating in service their customers and a focus on moderation should be advice not penalize following road closures retail delivery YEARS AGO in and around Cardif times is ever so 9 June 1917 people who follow advice during the Champions important. A West London newsagent wrote to Mo Razzaq League Final. Brian Murphy RN to praise the magazine’s decision @morazzaq During this unpre- NFRN head of news to print forthcoming one shilling book launches, claiming not to have More #indie retailers need to join #IndieHour the time to go through a technical Tues 8-9pm with @retailmentoring It’s open bookseller’s paper. to all + a good first step AROUND WITH Steve Leach THE ROUNDSMAN @first4retail Great time filming Blanche Fairbrother instore today for #awgtradeshow2017 Quite a long time ago Take a Break Wednesday and the horse is pottering with @Pyramid_AV published an article on Woodseaves, about in the field because no one has @SPARSW and they called it The Village of the come looking for it and all eforts to Susan Connolly Damned. They came up with the title try and find its owners have drawn a @RetailSusan because of several strange happenings blank. There are a number of people in that had taken place during a short the area with horses so maybe it could space of time. be adopted if it’s lucky. We have a great range of Well, last Saturday evening a very The hotter weather has arrived strange thing occurred – just before but I wish it hadn’t. Even with the freshly prepared meats dusk a grey horse appeared wandering windows open my little van is like an and locally sourced along totally unaccompanied. oven. It has caused Mr Wilcox to start sausages to meet bbq It got on to the main A519 road irrigating his potato fields earlier than needs #local #spar #bbq before anyone could get hold of it and normal because everywhere has dried Spar-Pwllheli was very nearly the cause of a nasty up very quickly. Incredible, really, as @SparPwllheli accident. Fortunately, shortly after only a few weeks ago the fields were that incident a farmer managed to get too wet to get on. Special constables in action to arrest it into one of his fields and a vet was I thought the best photo coverage of suspected shoplifter in #Bideford | #Devon called to check it over. Pippa Middleton’s wedding was by far Live http://po.st/QZlW18 via Unfortunately, the horse wasn’t what the Mail on Sunday and the Mail microchipped so the owners cannot on Monday published. At least it gave @DevonLiveNews #news be traced. I am writing this on us something to smile about. CATCH A THIEF UK @catchathiefuk 20 9 June 2017 RN YOUR NEWS Menzies acquires EM News Menzies has taken over Irish distributor EM News in a £3.1m deal, as part of plans to expand its logistics ofering across the country. The wholesaler already owned half of the business but has now bought the remaining share – previ- ously owned by Irish retailer Eason. Finance director Paul Mc- Court said the takeover gives Menzies “a similar platform to explore new logistics services in Northern Ireland and the Republic of Ireland to the approach we have been taking across Scotland, England and Wales.” The company said the takeover would not afect Irish retailers’ carriage Trained barrista David Nemec charges. A spokesman told RN: “EM News has been Organic rebrand profitable move in East End acquired based on its cur- An East London-based Nisa store that has re-branded as an organic in- rent operating model. Cur- dependent shop has seen a 30% uplift in turnover since reopening four rent customer service level weeks ago. Pav Sahota, owner of Raw Store, said: “We are just trying to agree-ments will therefore service the area which is why we’ve built a coffee bar and have invested in be maintained.” our food to go offering.” The store offers bread from a local bakery and an entire fridge section dedicated to vegan-friendly products. NFRN: talk to retailers Wholesaler overcomes roadblock to get papers out Support welcomed by retailers The NFRN has called for better communication to retailers after members were told a supply of international Smiths’ champion efforts newspapers would stop just three days in advance. Distributor Quickmarsh terminated its supply to deliver smiles in Cardiff Menzies’ depot in Stockton on 29 May, but retailers only by Jennifer Hardwick were at risk of losing sales. security operation. News, said he welcomed received letters from the [email protected] However, Smiths organ- “Smiths News oper- the efort made by Smiths, wholesaler on 26 May. ised two teams to go on foot ated a customer hotline in allowing him to maintain NFRN news operations Smiths News’ Newport de- and one to take a van to the Newport which allowed his normal sales levels and manager Jerry Hayes said: pot successfully battled a edge of the ‘no drive’ zone the team to liaise directly carry out all of his usual 25 “While understanding the road block in Cardif, even to go directly to stores or with the customers as well deliveries to cafes, betting pressure of economics, the delivering newspapers meet retailers with their as the customers being in shops and ofces nearby. disappointment of the spe- by hand in some cases, to newspaper supply on Satur- constant contact so they “I had been in touch cialist titles no longer being ensure retailers received day and Sunday. could be updated during with them for a couple of available was further com- their deliveries on time. The Newport depot’s the morning until supplies weeks leading up to it and pounded by the short notice Police cordons imple- general manager Paul were received. it was good they came up given to retailers. Namely, mented at the weekend Latham said: “The bound- “As a result, there was with a plan,” he said. Friday for cessation of titles for the Champions League aries of the ‘no drive’ zone minimal disruption, il- “The papers were actu- the following Monday.” final between Real Madrid constantly shifted right lustrating the extra mile ally delivered earlier than Quickmarsh and Menzies and Juventus, meant 16 up until Friday afternoon the team went to in order usual and we managed did not respond to a request town centre retailers could and the plans continued to to ensure that distribution to meet them and take for comment before RN not be reached by their change based on infor- went without incident.” them back to the store on went to press. usual delivery vans and mation provided by the Nigel Crocker, of Hayes a trolley.” RN 9 June 2017 21

Don’t miss out on sales Take advantage of warm weather Barbecue season ‘an opportunity’ by Peter Crush likes of Cobra, Peroni and Kingfish- [email protected] er, which have a higher margin of up to 25% – on a hot day, sales will Retailers who fail to focus on bar- be up 25%. becue items could be missing out He added: “Barbecues present on summer sales opportunities. other opportunities; Pimm’s and Nisa retailer Harj Dhasee, of Prosecco are doing a roaring trade The Village Store in Chipping just by being grouped with our Campden, near Evesham, has barbecue products.” swapped his meat product mix Caroline Green, of Spar y Maes, from Sunday-roast style joints, in in Pwllheli, West Wales, said favour of barbecue-friendly steaks, having their own in-store butcher meatballs, burgers and skewers to enabled them to adapt their ofer- target customers making the most ing at shorter notice. of the warmer weather. “Where we are, it’s the basics “To stimulate purchases we that are proven to work best – burg- focus on easy, ready-to-cook foods – ers, baps and bangers,” she said including meat that’s already been “Snacks like crisps and nuts are marinated,” he said. also what customers expect to find “We’ll replace Carlsberg with the when filling their baskets.”

Time for tea for free at Nil’s Convenience Nilesh Patel treated customers at his Nil’s Convenience Store in Essex to free tea, coffee and biscuits during National Biscuit Day last week. Mr Patel, who is a member of McVitie’s Ambassadors Club, used the event to drive awareness of recent launches including McVitie’s Nibbles and Diges- tives Thins. “I wanted to attract customers and make them more aware of my snacks range,” he said. Customers were challenged to guess the num- ber of Nibbles in a jar with the chance to win a hamper of biscuits. 22 9 June 2017 RN RN INTERVIEW has gathered ideas to modernise the 600sq ft convenience store they run with help from their two sons. “By talking to other members you pick up tips. I found a new milk sup- plier, improved my waste manage- ment and recently started selling loose tobacco after talking to Ray,” she says. “Under the new EUTPD regulations we can still sell 12.5g of black shag and I’m doing pre-packed bags of it. It has good margins, and when people haven’t got £10 to spend I can sell it for £3.80 and get a mar- gin of around 20%. I’m telling fellow members to start stocking it.” She lists pensions auto-enrol- ment, the living wage, tobacco leg- islation and business rates as some of the issues putting pressure on retailers’ bottom lines, all of which make networking to pick up money- making and saving ideas so vital. In her own area, intense competi- tion from multiples including Marks & Spencer, WH Smiths, Morrisons, Linda’s busy c-store is the only Tesco and Sainsbury’s means she is independent business left on her high street the only independent retailer left on her high street. But through devel- oping a unique ofer – including a growing specialism in tobacco – she is securing her store’s future. “We’re not a traditional cigar or pipe tobacconist, but a lot of people come to us now. I have a guy who comes in for 20 half coronas a week, which is £107 every week, so it’s about grasping opportunities and Linda Sood talking to your customers,” she says. The NRFN’s incoming president has benefited from Mrs Sood also believes better en- gagement with NFRN members will diversifying her range, networking at business events and come from meaningful discussions fighting for a better service from wholesalers. She tells Chris and efective representation on the issues they care about most. Rolfe it is time to help federation members do likewise At a recent meeting in Ports- mouth, PayPoint was a major topic. e need to move into over the past few years mean retail- Members debated whether to leave the 21st century and ers can now get support through the the company, pay additional charges hold more networking federation’s helplines, retail support or upgrade to the new PayPoint One W events – retailers will ofcers and retail development system, against an ongoing back- attend things if they know they’ll managers. drop of low commission. make money or learn something “Instead, they want to attend NFRN research conducted this from them,” says the NFRN’s incom- more social and networking events, year found PayPoint was not profit- ing national president Linda Sood. seminars and trade shows with able for 89% of a group surveyed, and Mrs Sood is outlining her priori- deals on the day. Improving retail Mrs Sood is keen that retailers are ties for her year at the federation’s standards is something we’ve Improving supported to make the best decisions helm to RN. After a year working focused this year and that’s what for their stores. with outgoing president Ray members want to engage with – get- retail “At every meeting I go to on this I Monelle – in which the restruc- ting ideas and help with the day-to- standards is say the commission isn’t fit for the ture of the federation’s traditional day running of their businesses and work we do. Some people make £5 branches and districts has been a seeing what others are doing.” something or £10 a week so are barely break- big focus – her priority is to improve Mrs Sood’s belief in the value of ing even. With this new £10 charge engagement with members through events and networking is driven in that it might not be viable at all. I’d say business events and efective repre- part by her own experiences in the members if you’re not making money, just sentation. federation. get out.” “We’ve got a younger membership A Portsmouth store owner for want to In her own store, it’s a more posi- now and they aren’t interested in 34 years with her husband Kamal, tive picture. PayPoint does attract minutes but are more interested in she has played an active role in her engage with footfall, and Mrs Sood earns £120 making money,” she says, explain- district and at national level for commission each week and £110 a ing that improvements to the NFRN many years. Through doing so, she month on top-ups. But even so, she RN 9 June 2017 23

NFRN Interview by Chris Rolfe email [email protected] CONFERENCE2017 tel 020 7689 3362 SPECIAL suspects this won’t be maintained as new equipment and services change customers’ habits. She has therefore made her decision about the contract based on these expectations. “I predict smart meters and cus- tomers topping up from their phones will reduce footfall, so I’ll sign the five-year contract but give two years’ notice straightaway,” she says. She is confident the NFRN can make a diference for members in areas like this because it has already successfully fought for change. “PayPoint were charging £90 for failed direct debits but we chal- lenged that and got it down to £30 because £90 was extortionate,” she says. Another focus in the year ahead will be continuing the NFRN’s fight for better service and profits in the newstrade. It’s an interesting challenge, she says. Many retailers are disengaging with newspapers and magazines, as Linda is fighting for compensation for retailers a Portsmouth branch meeting last month showed. when wholesalers deliver newspapers late “Papers didn’t even come up, even though we have big issues here, and that’s because it’s become a second- ary category for many people.” But print titles remain the bed- rock of many independent business- es and a heartland for the NFRN, so Mrs Sood is committed to prioritis- ing them in her presidential year. Her aim is to tackle service issues Our and unearth new revenue streams that will ensure print remains viable contracts for independents. During her past year on the news are with the operations committee, she has been wholesalers, fighting to secure a better deal for members when wholesalers’ failings not the result in late deliveries. publishers, “Our contracts are with the Linda and her family make their store wholesalers, not the publishers, so so we should stand out with unique offers like pipe we should be getting our carriage service charge back if they have be getting tobacco and a strong convenience range staf or vehicle shortages,” she says. “They get money back for re-runs, our carriage weekly news bill, the category is no with politicians and highlight that but we get nothing and have to pay service longer profitable, she says, and stores community stores are very, very extra staf to deliver later in the day.” need to recognise this. But sub-re- important. Business crime is still The NFRN is succeeding with this charge back tailing is an efective alternative. classed as nil-crime to too many in a test case in Portsmouth. “We want to encourage retailers in people, but politicians are starting “They have started giving some if they have this position to sub-retail from other to take it more seriously and we sit of our carriage charge back. If members and we’ll set up a template on sentencing committees now, so someone is paying a £40 a week, we staff or to make this easier. I know people we’re getting there. are asking for that day’s charge back vehicle who have small news bills who “As a shopkeeper, I know the fail- plus loss of sales.” are doing this and I tell members ings of the industry and am repre- The federation also wants to help shortages around me that I’m happy to sub- senting members who have the same members claim restitution and im- retail to them.” problems as me. You can achieve prove a system where store owners There are many other challenges things from that position.” l have to sufer “serious or persistant” to address in the year ahead, but Mrs failings before they can claim. Sood believes her experience as a But Mrs Sood is also keen to help retailer places her in a good position Next week members pursue new avenues to to meet them. RN reports all the big news keep newspapers viable, chiefly sub- “There are so many shop clo- from annual conference retailing. For a retailer with a £500 sures. We have to engage better 24 9 June 2017 RN NFRN CONFERENCE2017 COLUMNIST SPECIAL

Paul Baxter The agenda is set – let’s talk With the theme of ‘adapt, change, trans- form’, the NFRN’s 98th annual conference in

Torquay next week will see debates on profit This year’s conference will opportunities, the newstrade and store include a panel discussion on the newstrade. This follows last year’s standards, says chief executive Paul Baxter popular debate on tobacco, pictured ndependent retailers from ers, nationally-negotiated terms, containers cause to the environment across the UK and Ireland centralised billing and longer credit and the duty independent retail- will gather in Torquay next terms. ers have to play a proactive role to I week for the biggest event in The newstrade remains a key help to reduce littering and increase the NFRN’s calendar – our annual theme throughout the agenda. We recycling rates. Earlier this year, conference. will provide members with the the NFRN committed to supporting The event has two main objec- chance to learn about our news deposit return schemes, so Jim Fox tives: to set the tone and policy network N3, and how committed One of the of Coca-Cola and I will discuss the for the year ahead and to allow news retailers can develop their opportunities and challenges sur- delegates to learn about the latest sales and run strong, thriving news NFRN’s rounding this. products, services and opportunities businesses by being a part of it. One of the NFRN’s key roles is help- so they can innovate their busi- A panel of experts, which in- key roles ing members raise their games by nesses. cludes Frontline managing director improving their in-store standards. With independent news and Frank Straetmans, Paul Dufy from is helping We will therefore update delegates convenience retailers operating in Mail Newspapers, Neil Spencer on the wealth of training materi- such a fiercely competitive environ- from News UK, Mike Williams from members raise als available that ofer guidance ment, it is important for the NFRN Smiths News and Grant Jordan from and support. These cover business to provide its members with the best Menzies, will discuss the future their games development and health and safety support possible so they can respond of the supply chain. They will give legislation and how our legal policy to this challenge. their views on what to expect over by improving provides all the protection they So alongside debates on business the next five years and why the in- require. We will also remind them rates, partworks, news wholesaler dependent retail sector is so impor- their in-store how our partners Licensing Mat- service levels and the election of our tant to the news market’s success. ters, SubPostmaster.com, Business senior ofcials for the year ahead, Retail crime is another major standards Property Advantage and the Retail there will be a series of panel discus- agenda item. The NFRN has cam- Mutual support our retailers on a sions and presentations that will in- paigned to raise awareness of and daily basis. vestigate new ways for independent find new ways to tackle the issue all As usual, a trade exhibition will retailers to develop their businesses. year, and at conference there will run alongside the conference ses- This year’s conference theme is be a session devoted to violence and sions with more than 30 suppliers ‘adapt, change and transform’, so abuse in the work place. Devon & who believe the independent sector is alongside RN publisher Newtrade Cornwall’s police and crime com- key to their success. They will show- and our subsidiary company missioner Alison Hernandez, Under case their products and services and NFRN Commercial, a variety of Age Sales managing director Tony look to develop stronger relationships key partners will attend, including Allen and Usdaw deputy divisional with independents. Coca-Cola, Camelot, Booker, Plusnet, ofcer Mike Walker will take part, I am looking forward to a produc- Philip Morris, Zapper and Epay, who while WOR Consultancy managing tive and stimulating two days and will explore new profit opportuni- director Will O’Reilly will provide am confident members will leave ties for members. insight on criminal activity. We will inspired to implement new ideas to More information will be avail- also unveil detailed crime statistics boost their bottom lines and ensure able on our buying group NFRN and police response times to shop the long-term success of their busi- Direct. We will demonstrate how theft. Next week nesses. the strength in numbers it benefits Elsewhere on the agenda, we RN reports all the big news from means members get access to expect there to be lively debate from annual conference Paul Baxter is the chief hundreds of products and suppli- about the damage discarded drinks executive of the NFRN RN 9 June 2017 25 FRESH & CHILLED NEW PRODUCTS Rustlers New packaging alongside the Compete launch of a “Gourmet” range – including the arrival of a microwavable brioche bun is part of brand owner Kepak’s strategy to bring more customers and win to the brand. How can retailers compete with Cheestrings the fresh and chilled excellence of the Kerry Foods has launched a multiple c-stores such as Little Waitrose new Mini variety as an on-the- go between-meals snack. The and Sainsbury’s Local? Toby Hill speaks company has also launched Cheestrings Scoffies, a three-in- to top retailers to find out one snack pack. Fire & Smoke On the Go These high-protein meat Managing the Getting your snacks fall under Kerry Foods’ category range right Mattessons brand. The pots come in Hellishly Hot Sweet Heat, Good Have a programme Trial new products Ol’ Smoking BBQ and Mighty Fine for training staff Siva Kam Niijar Fire Grilled Chicken flavours. Thievanayagan runs recommends Glabani Mozzarella five Nisa stores in Peterborough, regularly trialling new items so oversees a significant to keep your range fresh. “Be and Dolcelatte number of staf. “Training willing to take risks with Rustlers has undergone The Italian cheese brand is in 7.7% growth in the UK and will be is especially important for new stock, including local a multi-million-pound supported by a £2.5m marketing fresh and chilled so I’ve put products, as people go the big redesign together a programme for my supermarkets for the range campaign including TV and web staf to follow: how to check and choice. See if customers advertising. temperatures, maintain the like it, then cut your losses if Président machines, rotate stock, check it isn’t selling.” Galbani’s stablemate is the dates, know if a product is still best-selling French cheese Ask customers what good to sell, manage waste and, brand in the UK. Brand they want reduce items,” he explains. Robert owner Lactalis McLelland is Kirkwood started also supporting Président Make responsibility his store, The Corner Shop with online and social clear The fresh and in Crossgates, from scratch. media activity. chilled section has Seeking his customers’ to be checked frequently, so if opinions has been vital to GoGo you’ve got a medium-to-large building a successful fresh Kerry Foods’ three-in-one pots store you need to make sure and chilled range. bring together protein rich and it’s clear who’s responsible for “I asked and people natural snacks into a convenience doing so throughout the day. told me all sorts of on-the-go format. “We draw up a rota with clear specific things I’d sections for who’s responsible never have thought New snack Urban Eats for each section at diferent of: Dairylea Dunkers, formats are Adelie Food’s on-the-go snack hours of the day: maintaining on-the-go snacks for encouraging brand is targeted at young equipment, managing waste, the microwave like more shoppers shoppers, particularly those following a vegetarian or vegan overseeing delivery,” says Siva. Delicatessen Meatballs to visit diet. Next month it will launch and Frankfurters,” he says. their local Keep the space the brand’s Daily Bread range – convenience presentable Kam Work with the including bagels, flatbreads and store Niijar, owner of seasons With Smit breads. Spar Meriden in Coventry, shelf-lives short, Quorn recommends checking the your fresh and chilled range The vegetarian foods appearance of the chiller has to match customer tastes brand underwent a frequently: “Appearance is and trends closely. Working with £10m relaunch this really important in fresh and the seasons will help you do so, February and the chilled so you’ve got to check says Siva. “We stock more chilled company promises everything: make sure it looks ready meals or microwaveable new products, clean, there’s no mess, there are snacks in the winter, and packaging and no gaps, everything’s faced-up, more salads, smoothies and advertising to even that the lighting is good,” sandwiches in the summer,” underpin the activity. he says. he says. 26 9 June 2017 RN CHILLED Promoting effectively Run as many promotions as possible Robert Kirkwood says deals are vital for getting customers to pay attention to your chilled ofering. “Right now I’ve got nine promotions in my chilled section: half-price cheese, two for £1 Pepperoni, butter reduced Quorn views the to £1,” he says. “I’m also thinking independent sector as about introducing a meal deal, increasingly profitable weighing up whether it’s worth it at the start of the summer.”

Use social media Siva recommends using social media to reach out to people who are not yet customers of your store. Target your messaging carefully, he says, responding to the weather and highlighting exciting products, such as “nice new ribs from the local butchers”.

Price it right by working with your Limiting wholesaler You’ve got waste to have competitive prices, says Baz Jethwa of Spar Rocket, and Reduce items to reduce a good way to do so is to pick waste Kam Niijar things up from the wholesaler recommends using when they’re on ofer. “We reductions to counteract the had an email come through short shelf-lives of many fresh this morning saying they had and chilled products. “If it’s the raspberries on at £1, so we last day of its use-by date then ordered 50 to 60 punnets for the we’ll reduce by half or a bit less bank holiday weekend,” he says. than half price. It means we rarely have to throw things away.” Does your fresh and chilled range match up to Invest in waste the multiples? Presentation is vital, so you can’t expect there not to be any waste, says Baz. “People are scared of throwing away a couple of hundreds pounds a week, but you’ve got to remember you’re making 30% or 35% margins on these products,” he says. “If you want your sales to increase you’ve got to see waste as an essential investment.”

Shop little and often Robert Kirkwood goes to the cash and carry every morning and picks up whatever fresh and chilled products have been delivered the night before. “It’s got to be as fresh as possible,” he says. WATCH YOUR Sales Sizzle wit ourBRAND RE-LAUNCH #1 #2 #3

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DATA ANALYSIS SPECIAL The free What to Stock report with this week’s issue gives you unrivalled access to sales data exclusively from UK independent stores, but how can you apply it to grow sales? Chris Rolfe spoke to three retailers who rely on data analysis to find out Powerful numbers

Amish Shingadia Londis Caterways, Horsham, West Sussex

What role does data play in your by 20% to focus on core pricemarked business? products and used this space to ex- Data is fundamental to my busi- pand the range of large soft drinks. ness. We couldn’t manage the store Sales change by the season too, without analysing our numbers and so I cut health and beauty and loo I can’t imagine not using my systems rolls to create a winter section with to monitor sales. Londis lists the 20 de-icer and scrapers. We use data to bestsellers in each category but I need track wastage too, recording dam- more detail. I look at weekly and aver- aged stock daily to make sure we hit age sales, number of transactions, our waste targets. And I aim for 95% basket spend and sales per metre. availability across the store, so data We compare all departmental sales helps me track that. and track year-on-year rises and falls. This means we know which products What results have you seen? are selling and which sections need l Cereal Cutting our cereal range expanding or reducing. back by 20% meant we increased sales by 10% because bestsellers and How do you apply your data in-store? pricemarked packs have more space. We use it to plan promotions, theatre and space allocation. We look at l Soft drinks We noticed sales of the percentage sales each depart- large soft drinks bottles growing ment brings in and review them so increased shelf space by 20% and every month so we can plan shelf grew sales by 50%. space. We’re growing sales of fresh produce, for example, so we recently l Sandwiches I cut our range by removed 15 products and added kale, 30%, stripping out slow sellers. Amish regularly green cabbages and iceberg and gem Again, because bestsellers are more analyses his sales data lettuces. I also cut my cereal range prominent, sales are up 25%. Amish uses data Using data to relocate large Cereal sales to maintain soft drinks achieved a grew10% stock sales after a range review to focus on core bestsellers MY DATA IN ACTION IN DATA MY 95% availability 50% increase RN 9 June 2017 29

Vip Measuria MY DATA IN ACTION One Stop Draycott, Derby Checking What role does data play in your ing, because if I can see a member found dozens that needed changing business? of staf hasn’t logged any ID checks or new labels printing. Data analysis is key to what we do, for a few days, for example, I can and before I joined One Stop a year train them on that. It also helps with What results have you seen? 544 ago I didn’t do enough of it. I have display planning. This week, my l Lost stock This week’s data shows prices in a day two stores and a young family, sales data showed Oreo Thins were five Wham Chew bars and 12 Wrig- which means I can’t be in the busi- selling well at the rear of the store ley’s Extra Spearmints have gone revealed 71 nesses all the time, so I’ve trained so I’ve added a counter display to missing, suggesting we might have products needing my staf to look at sales by category build on this, and when we spotted a a theft issue. new price labels every day, at the summary first then melon and grape mix wasn’t selling at individual categories. We look at we swapped it for raspberries, which l Pricing Compliance is essential customer counts, gap checks, stock have sold much better. It helps with for One Stop stores, so a check of 544 Data showed counts and high sellers too. I can security too – I can see discrepancies products one day found 71 missing Golden also see how many age refusals, ID on Wrigley’s Extra Spearmint at the labels or incorrect prices to sort out. Wonder checks and staf discounts staf have moment, so if necessary I’ll stock done, so that helps me monitor staf check by the hour so I know which l Staf performance A staf mem- packs performance. CCTV footage I need to watch to spot ber made two ID checks in the previ- missing, potential theft. And it helps us get ous 24 hours. If I can see someone 6 How do you apply your data in-store? our prices right – when a member of isn’t doing this, I know where staf Data analysis helps with staf train- staf checked prices the other day we need training.

MY DATA IN ACTION Steve Haines Mace, Coltishall, Steve aims for Norwich a total-store margin of What role does data play in your What results have you seen? Vip’s business? l Greetings cards Increased display 18 I have an IT background and have space from 3.5 metres to eight metres been using EPoS data to help run my and sales grew 50%. But I need to che- staff are trained 25% store for 15 years. Put simply, I need ck the range still justifies this space. to monitor data to know what sells, what doesn’t and and monitors each where my profits are coming from. I l Bread I noticed sliced bread kept to check stock product closely do week-on-week and year-on-year selling out so increased this range levels and prices comparisons and have weekly sales and gave it more prominent display records going back 10 years, which is space. Looking really helpful for managing seasonal sales. I also need to see if my range is l Prices I use data to check my at the ofering value for money for its shelf prices are up to date. Pricemarked 50 and chiller space. packs have lower margins and we can only support that for so long if slowest sellers How do you apply your data in-store? they sell slowly. l prompts regular Data analysis is useful when you range reviews refit or change your shop. We refitted in 2010 and added 10 linear metres of shelving. Initially, our When Steve added extended alcohol and chilled ranges were based largely on gut feeling, but we spent the next two years 10m monitoring sales and making adjust- ments to get them right, calculat- of shelving in a ing profits by metre and customer refit, data helped feedback. Our bread range used to monitor space be mainly from a local baker but allocation we realised we were selling out of branded sliced loaves so we made them more prominent. I find looking up the 50 slowest sellers is a very useful prompt to do a range review too. With launches, I’ll sell them on promotion first and track my sales – if they don’t sell on a deal they won’t sell full price. I also use data to track Steve has seasonal sales margins. I aim for 25% as an average data going back 10 years for the whole shop. 30 9 June 2017 RN THIS WEEK IN MAGAZINES Round up

Jennifer Hardwick Magazines reporter [email protected] @Jenniferh_RN MAXIMISING YOUR COMPETITIVE EDGE If publishers had a crystal ball to predict exactly what the next craze to capture the interest of children would be, their lives would be much easier. In the past few days I have spoken with both Anthem and Egmont about generating maga- zine sales from the obsessions dominating the worlds of young people. I asked Egmont’s publishing director Laura Adnitt about the overwhelming success story that is Disney Frozen magazine. While there were indications of Frozen’s likely popularity On trend from the film’s box ofce success, she admit- ted the fact the magazine is regularly selling 90,000 copies on editions more than three years after the film’s release could never have been THE KIDS ARE SPINNING predicted. “It’s hard to bottle it and say what the secret is, but as soon as girls want to dress up and have birthday parties on that theme you AND YOU’LL BE WINNING know it’s an evergreen brand,” she said. Meanwhile, Anthem’s chief executive Jon Fidget spinners are the very latest childrens’ craze and this one Bickley spoke to me about the process behind the company’s decision to publish Spinner shot will help you get your share of the anticipated £600,000 RSV Power, capitalising on the latest playground craze for fidget spinners. He pointed to maga- EVEN IF YOU HAVEN’T been selling fidget zines launched on the back of the most recent spinners you will definitely have seen equivalent trend for loom bands in 2014, which them. Now the latest playground craze is he said continued to be sold for around seven getting its very own magazine to match, L AUNCH or eight months after the craze began. Anthem as Anthem launches Spinner Power. says loom band magazines generated £618,000 Targeted at a core age range of six- to nine- SPINNER POWER RSV in 2014 through the newstrade, making a year-olds, with a more skilled group of 10 to On sale out now fidget spinner title an attractive proposition. 12-year-olds also expected, Spinner Power Frequency one shot As you may have seen in RN last week, initially brings tips, tricks and pull-out game cards. Jon also puts great value on the flexibility of Price £3.99 The title is the UK edition of a Portuguese independent retailers to get new titles on the Distributor magazine that has already sold out of its shelves as quickly as possible and capitalise on initial print run of 30,000 copies. Anthem Marketforce Display with Pokémon trends ahead of the multiples. Be sure to never is predicting Spinner Power to generate Magazine, Match of forget the competitive edge you have and if RSV of up to £600,000. the Day you know you have a magazine ahead of your nearest competitor, don’t be shy to point it out to your customers. RN 9 June 2017 31

P R E F R T IC G SPARKLE WORLD EE GIF E CHA N This issue of Sparkle World has a one-of price in- On sale 15 June crease to £3.99 because it has an extra-large Shop- Frequency monthly kins gift of a glitter bag set to tempt readers. This Price £3.99 issue also features a 12-page paper pad dedicated to Distributor Comag new collectables brand Num Noms, stories and ac- Display with My Little tivities from My Little Pony, Barbie and Shimmer Pony, Disney Princess, and Shine. It also ofers the chance to win prizes Barbie from Disney Princess, Shoppies and Glimmies.

S WOMAN’S WEEKLY HOME PECI AL SERIES – KNITTING & CROCHET On sale out now The July issue of Knitting & Crochet is packed Frequency monthly with 28 patterns for knitting enthusiasts of all Price £4.99 levels. This issue has a special focus on the season, Distributor Marketforce with summer dresses from the Woman’s Weekly Display with Love to Make, archive, bright summery knits and pretty dresses Love to Knit & Crochet for children. Elsewhere in the issue, there is a colourful dog bed and an exclusive In The Night Garden pattern. Bestsellers

SOFIA THE FIRST F S L R T The latest issue of Sofia the First is a summer PECI A EE GIF News & current affairs special and comes with a free mystery gift. In- On sale out now Title On sale In date stock side there is also a chance for young fans to win a Frequency monthly Cinderella glass slipper game, as well as a sticker Price £3.99 1 Private Eye 14/06 sheet with more than 65 designs to choose from Distributor Marketforce to use on the pages or one of the crafts. Elsewhere Display with Lion Guard, 2 The Economist 10/06 in the issue are plenty of stories about Sofia and Doc McStuffins 3 The Week 16/06 her friends. 4 The Weekly News 10/06 5 The Spectator 10/06

BLAZE AND THE 6 16/06 FR T New Statesman EE GIF MONSTER MACHINES 7 The Voice 15/06 On sale out now More high-speed adventures await for young Frequency monthly 8 National Geographic 30/06 fans of Blaze and the Monster Machines. Readers Price £3.99 9 New Yorker 26/06 can learn how to make their own Blaze slipper Distributor Marketforce 10 Newsweek 23/06 sliders, find out more about Gabby the mechanic Display with Scooby-Doo, and complete a heroic reward chart. There is also Ultimate Spiderman 11 The Oldie 22/06 colouring, learning and simple craft projects. This 12 Time 19/06 issue includes a free racing car play set. 13 Monocle 22/06 14 Guardian Weekly 16/06 SP L TAKE A BREAK’S ECI A 15 The Week Junior 16/06 16 Prospect 22/06 TAKE A CROSSWORD On sale out now Take a Crossword is the biggest-selling crossword Frequency monthly 17 National Geographic Special 30/06 title in the UK, according to publisher H Bauer. Price £2.30 18 Newsweek Special n/a This sixth issue comes with the chance for readers Distributor Frontline 19 Foreign Affairs 13/07 to win prizes worth more than £5,000, including Display with Take a Puzzle a £1,500 break for two in York, a Michelin-starred and Puzzler Collection 20 Standpoint 29/06 dinner, as well as £1,500 in cash and vouchers. Data from independent stores supplied by

STARTER PACK BRAND NEW INCLUDES OFFICIAL LICENSED ALBUM + 26 ON SALE STICKER STICKERS! NOW! #GOTGOTNEED COLLECTION @OfficialPanini The UEFA word, the Official UEFA Woman’s Euro™ Logo, the Official UEFA Woman’s Euro™ RRP Trophy are protected by trademarks and/or STARTER PACKS: £2.99 copyright. All rights reserved. www.paninigroup.com STICKER PACKETS: 60PRRP 32 9 June 2017 RN THIS WEEK IN MAGAZINES

O N T EMPIRE PRESENTS 101 E SHO Retailer CLASSIC SCENES On sale out now viewpoint In July 1989, the very first edition of Empire Frequency one shot Debbie Dyer magazine arrived on magazine shelves. The final Price £6.99 Distributor Frontline Debbens News, page of the fledgling movie mag featured a by-now Waterlooville, Hampshire Display with Empire, Total familiar feature: the Classic Scene. With nearly 30 Film years of Classic Scenes logged, the team has now collected a selection of the best for a special one- of edition. ales have been very steady for us. The summer holidays don’t make O LIFE: BOB DYLAN T much diference to our newspaper NE O In 2016, Bob Dylan became the first songwriter SH sales because most of the people who to be awarded the Nobel Prize for literature, On sale out now buy newspapers from us are elderly so publisher Time Inc has decided now is the Frequency one shot andS don’t tend to go away. time to celebrate his life with this one shot. Price £7.99 We still have about 260 on HND which is not With rarely seen photographs and an in-depth Distributor Marketforce bad at all considering how much the market narrative of his life, this title takes readers from Display with Time, NME has changed. the icon’s early days to his rise to becoming the It is lower than it was when we moved in world’s most influential singer and poet. 11 years ago because as the older people pass away, we find it is mostly young families that move in because we are in a good area for TIME - MINDFULLNESS: THE NEW schools. O That customer group just isn’t as interested N T SCIENCE OF HEALTH AND HAPPINESS E SHO in newspapers because of how good mobile Awareness and popularity of the practise of On sale out now phones and the internet are now. mindfulness to boost health and happiness is on Frequency one shot We would sell a lot the rise in the UK. To coincide with this growing Price £4.99 more children’s trend, Time has produced a one shot full of content Distributor Marketforce magazines if the such as mindfulness-based stress reduction, with Display with Time, prices were low- Top tip the aim of helping even those with busy, stressful Breathe er. I really think If you’re opening a new lifestyles stay calm and enjoy life. they should store, any access to park be making ing you can get is fantastic.- them cheaper It just makes it so much LANDROVER OWNER S F because it’s easier for customers to P L R F T B R ECI A EE GI UMPE great for children pop in for a paper. INTERNATIONAL On sale 14 June to be reading This month’s issue is a special 30th anniversary Frequency monthly magazines but issue and is a bumper 220 pages. Inside is the story Price £4.60 they are at the point now of the magazine’s success. Distributor Frontline Distributor Frontline where they are the same cost as a toy and that is forecasting RSV of £76,000 for this issue, and Display with Land Rover is too much. We mainly get grandparents buy- says the title is outperforming the motoring 4x4 Monthly ing them. category by 5.2%. Free gifts include a spork and a Six convenience shops have closed around parts catalogue (including Scotland). us since we opened so that has been very lucky for us, but you have got to ofer everything now if you want to grow your sales. RED F R T We sell lots of breakfast items now because This month’s issue of Red is covermounted with a EE GIF we open earlier than any of our competition. free Rodial smokey eye pen and lip liner set worth On sale out now We have a fridge all along one wall and it £36. Inside are plenty of summer fashion tips for Frequency monthly looks so up-to-date that people come in and are readers about to head of on holiday, including Price £4.30 really impressed. swimwear and sandal picks, as well as ideas to Distributor Comag We recently opened an of-licence section keep skin hydrated in the sun. The main inter- Display with Elle, Glamour too which has done really well, but we are now view inside is with actress Naomi Watts. at the point where we can’t fit anything else into the space we have. RN 9 June 2017 33

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

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Amercom UK Hachette Panini Topps Ships of War 18 40 11.99 Art of Crochet 94 120 2.99 Doctor Strange Disney Princess Art of Cross Stitch 24 90 2.99 Trading Card Collection 4.99 1.00 Trading Card Game 4.99 1.00 DeAgostini Art of Knitting 25 90 2.99 Fantastic Beasts and Where to Match Attax 2016/17 4.99 1.00 Build the Ford Mustang 75 100 8.99 Art of Quilting 76 90 3.99 Find Them Sticker Collection 2.99 0.50 Match Attax Extra 16/17 4.99 1.00 Build your own R2-D2 23 100 8.99 Art Therapy 117 120 2.99 FIFA 365 Sticker Collection 2.99 0.50 Marvel Missions 4.99 1.00 Enhancing your mind, body, spirit 23 120 3.99 Art Therapy 50 Mindful Patterns 19 80 4.99 FIFA 365 Trading Cards 4.99 1.00 Num Noms sticker cll’n 2.99 0.50 My Animal Farm 18 60 5.99 Assassins Creed: the Football 2017 collection 2.99 0.50 Shopkins Sparkle Sticker Jazz at 33 and third RPM 37 70 14.99 official collection 9 80 9.99 Frozen Northern Lights Sticker Collection 2.99 0.50 Simply Stylish Knitting 76 90 3.99 Build the U96 146 150 5.99 Collection 2.99 0.50 UEFA Champions League Official Star Wars Helmet Coll’n 38 60 9.99 Dr Who Complete History 47 80 9.99 Guardians of Sticker Collection 2016/17 2.99 0.50 The Beatles Vinyl Collection 8 23 9.99 Draw The Marvel Way 38 100 4.99 the Galaxy volume 2 2.99 0.50 Premier League Zippo Collection 46 60 19.99 Judge Dredd Mega Collection 63 80 9.99 Moana sticker collection 3.99 0.50 Sticker collection 1.99 0.50 Marvel’s Mightiest Heroes 91 100 9.99 Paw Patrol ‘A Year of Star Wars Force Attax 4.99 1.00 Eaglemoss Transformers GN Collection 13 80 9.99 Adventures’ Stickers 2.99 0.50 Star Wars Rogue One 4.99 1.00 Road to 2018 Fifa World Build A Solar System 95 104 7.99 Warhammer 21 80 9.99 Star Wars Rogue One Cup Russia 4.99 1.00 DC Comics Graphic Novel 48 100 9.99 Sticker Collection 2.99 0.50 My Little Pony 2.99 0.50 Doctor Who Figurines 99 130 8.99 RBA Collectables Trolls Trading Card Game 4.99 1.00 Beauty & the Beast Marvel Fact Files 221 250 3.99 Real Life Bugs & Insects 42 60 0.99 Trolls Sticker Collection 2.99 0.50 Sticker Collection 2.99 0.50 Military Watches 87 100 9.99 WWE Ultimate Sticker 2.99 0.50

Star Trek Ships 100 130 Panini 10.99 Magic Box DeAgostini F1 Collection 31 60 9.99 Zomlings Series 5 0.50 Magiki Mermaids 2.50 Star Monsters 1.00 Frogs & Co 1.99

Newspapers

Daily newspapers price/margin pence/margin % Saturday newspapers Sunday newspapers Sun 50p 11.15p 22.3% Sun 70p 14.98p 21.4% Sun £1 21p 21% Mirror 70p 14.98p 21.4% Mirror £1.10 22.6p 20.6% Sunday Mirror £1.50 31.50p 21% Mirror (Scotland) 75p 16.05p 21.4% Mirror (Scotland) £1.10 22.6p 20.6% People £1.50 31.50p 21% Daily Record 70p 14.98p 21.4% Daily Record £1 21.4p 21.4% Star Sunday 90p 19.89p 22.10% Daily Star 30p 7.26p 24.2% Daily Star 50p 12.085p 24.17% Sunday Sport £1 24.3p 24.3% Daily Mail 65p 14.5p 22.31% Daily Mail £1 21p 21% Mail on Sunday £1.70 35.70p 21% Express 55p 13.31p 24.2% Express 80p 17.152p 21.44% Sunday Mail £1.70 35.70p 21% Express (Scotland) 50p 12.10p 24.2% Express (Scotland) 80p 18p 22.5% Sunday Telegraph £2 45.50p 22.75% Telegraph £1.60 34.4p 21.5% Telegraph £2 48p 24% Sunday Times £2.50 52.50p 21% Times £1.60 34.4p 21.5% Times £1.70 39.95p 21.5% Observer £3 73.50p 22% FT £2.70 54p 20% FT £3.50 79.1p 22.6% Scotland on Sunday £1.70 39.95p 23% Guardian £2 44p 22% Guardian £2.90 63.8p 22% Racing Post £2.60 61p 23.46% i 50p 12p 24% i Saturday 60p 14.4p 24% Sunday Herald (Scotland) £1.70 35.7p 21% i (N. Ireland) 50p 12.5p 25% i (N. Ireland) 60p 15p 25% Sunday Express £1.40 29.65p 21.18% Racing Post £2.30 54.0p 23.48% Racing Post £2.60 61p 23.46% Sunday Post £1.60 33.6p 21% Herald (Scotland) £1.30 29.90p 23% Herald (Scotland) £1.70 39.1p 23% Scotsman £1.60 36.0p 22.5% Scotsman £1.95 43.88p 22.5% CLASSIFIED39 22 December9 June 20162017 RN

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