Up 50% After Investing in Fresh ● Turnover Rocketed at John Green's Store After Adding Chilled, Fresh and Alcohol ● ‘I'm Now Regularly Getting £15 Baskets’ Page 6 »

The inside scoop How three very different stores make winter ice cream work ANALYSIS Page 24 »

RETAIL NEWS THAT MATTERS ● £2.40 ● 01.09.2017

Up 50% after investing in fresh ● Turnover rocketed at John Green's store after adding chilled, fresh and alcohol ● ‘I'm now regularly getting £15 baskets’ Page 6 »

WHOLESALING LAUNCH PRICING Market consolidation: Empire Wholesale all the breaking news Classics: delivery ● Analysts question Tesco- high value fees on the Booker argument to CMA over discounter threat potential horizon? Page 4 » Bauer plans quality Vol 128 No 35 Expert’s warning to ● Costcutter service must quarterly to drive FOR TRADE USE ONLY retailers as Palmer & 35 improve in any merger, say newsstand sales Harvey ‘teeters on the retailers Page 10 » Page 11 » edge’ Page 5 » 2 1 September 2017 RN CONTENTS Shaping the future NEXT WEEK » of independent retail since 1889 ways to choose SPECIAL the right in- store bakery equipment Shopper Page 28 Editor Associate editor News editor Missions Chris Gamm Chris Rolfe Charlie Faulkner 8 @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

Reporter Senior designer Alex Yau Anne-Claire Pickard @AlexYau_RN 020 7689 3391 020 7689 3358 “Over recent weeks, it seems news wholesalers and publishers have Designer Sales executive Financial controller Emma Langschied Khi Johnson Parin Gohil been doing their utmost to create 020 7689 3380 020 7689 3366 020 7689 3375 Production Sales support Finance executive coordinator executive Abi Sylvane consternation and mayhem.” Alex Garton Teagan Abrahams 0207 689 3383 Paul Baxter Page 21 020 7689 3368 020 7689 3382 Finance administrator Account director Marketing manager Anubhuti Shah Will Hoad Tom Mulready 0207 689 3397 020 7689 3370 020 7689 3352 Managing director HEADLINES OPINION Nick Shanagher 07966 530 001 4 BREAKING NEWS 20 YOUR NEWS Booker and Tesco defend merger Tobacco prices dropped to retain sales in London newsagent

If you do not receive your copy of RN please contact Tom Mulready 6 STORE LOOKBOOK on 020 7689 3352 or email [email protected] Convenience adds 50% turnover 21 COLUMNIST Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper for Premier retailer John Green Paul Baxter previews hot topics Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT at the NFRN national council Audit Bureau of Circulations 10 SYMBOL NEWS July 2015 to June 2016 average net circulation per issue 13,316 Costcutter deal on the cards? 22 YOUR VIEWS Your letters, tweets and views Annual Subscription 11 UK 1 year £150 Europe £302 NEWS & MAGS 2 years £237 Rest of world £354 Bauer launches quarterly 3 years £333 Empire Classics series To subscribe contact 020 7689 3384 12 PRODUCT TRENDS Newtrade Bread brands on the rise 11 Angel Gate, City Road, London EC1V 2SD Tel 020 7689 0600 14 BRAND SNAPSHOT email [email protected] News from nine big brands RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. 16 WHAT’S NEW 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. 11 unique products Part one of our three-part Reproduction or transmission in part or whole of any item from RN may only be undertaken with the prior written agreement of the Editor. series on how to increase 18 PRICEWATCH Contributions are welcomed and are included in part or whole at the sole discretion of the editor. water sales Newtrade accepts no responsibility for submitted material. Every possible Benchmark your rosé wine Page 15 care is taken to ensure the accuracy of information. For trade use only RN 1 September 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

Independent retailers are in a great place and have far less to worry about from consolidation

C-STORE “Over recent weeks, it seems news SWITCH HAS TRANSFORMED n November 2012, I asked Londis brand di- MY BUSINESS rector Martin Swadling, then of Premier, Page 6 what he thought the biggest change in sym- Ibol retailing in the next five years would be. “More change and consolidation against a background of continuing tough economic conditions,” he replied. Four years and nine Editor months later, he was pretty spot on. Market INSIGHT Chris Gamm consolidation has been in the news for months, @ChrisGammRN and four fresh stories broke last week. 15 WATER 020 7689 3378 First, Booker and Tesco bosses defended their Lucozade aims to refresh sales tie-up in a letter to the CMA. Then Costcutter’s

for three Kent stores owner Sir Michael Bibby hinted at its own take- 24 WINTER ICE CREAM over deal. Amazon bought US retailer Whole Foods and slashed Tips for year-round sales fresh prices, before a story broke on Sunday about Imperial and from three retailers JTI creating a new rescue plan for Palmer & Harvey. Market consolidation links all four deals, as Tesco and Booker 26 CATEGORY ADVICE have caused the industry to think about the future and solu- Danone on eye-catching tions for delivering growth. yoghurt displays But what does this mean for your store? With the pressure on 28 BAKERY EQUIPMENT multiples increasing, one industry insider told me this week Catch the boom in freshly independent retailers are in a great place and have far less to baked products ‘Rosé has definitely worry about from consolidation. 30 TEST THE TOOLS You’re running stores that are making you money and whole- increased in popularity salers – and now grocers – want your business, he said. Mondelez shares its web wisdom – I’ve got everyone However, the future of P&H could have an impact on your from young couples to store. In this issue, consultant David Gilroy asks what would 33 THIS WEEK IN workmen buying it.’ happen to P&H’s 90,000 customers if the wholesaler went under. MAGAZINES Martin Swadling showed five years ago that change is long 11 opportunities for the Pricewatch overdue. No one yet knows what will happen next. But RN will week ahead Page 18 keep asking the questions to keep you at the front of any change. 4 1 September 2017 RN BREAKING NEWS New Pass Display innovation My Parcel day ‘great success’ Display innovation was on show returns at McBride’s 24hr Lakeside store in Enniskillen last week when addition craft beer makers Hillstown Parcel delivery company Brewery were one of several Pass My Parcel has teamed suppliers who set up for a sam- up with returns provider pling day. Coca-Cola and liqueur ReBound in a bid to provide brand Coole Swan were just customers with more con- some of the companies present, venient returns and drive but the Antrim-based brewers sales for retailers as a drew in customers with beers result. perched upon a vintage tractor. Vijay Patel, of the Paper “We wanted to put ourselves Shop in Bloomsbury, Lon- on the map, and the day was a don, who ofers the Pass My great success,” said manager Parcel service, welcomed Daryl Moohan. the news. “Anything that makes it more convenient can only be a good thing,” he said. Industry analyst questions discounters claim ‘Areas where it will be anti-competitive’ Pass My Parcel head of marketing Freda Cronk said: “Retailers who don’t ofer free returns, or who Analysts: Tesco-Booker restrict customers to one return method, will soon find they lose out to their rivals in this multi-channel world.” merger defence ‘a tactic’ Graham Best, chief by Helena Drakakis retailers across the sector see the food retail industry to make a point, but if they executive of ReBound, said: [email protected] “have experienced signifi- is really challenged by the want new franchises on “It’s all about making the cant losses in customers to discounters and Tesco- board then it’s likely they process as convenient as A retail analyst has called the discounters”. Booker know the CMA is will be able to ofer a better possible – which can then Tesco and Booker’s defence “Aldi and Lidl are also more likely to look kindly deal,” she said. drive up sales for retailers.” of its proposed merger, adapting their ofers to on this deal if they bring in Also commenting on which cites discounters compete more directly the idea of existent retail- the ongoing inquiry, Aldi and Lidl as its largest with players in the con- ers being able to defend John Ibbotson, analyst at Help phase threat, “a tactic”. venience segment,” they themselves.” Retail Vision, said while he Grocery analyst Molly added. Ms Johnson-Jones believed the deal would go out the Johnson-Jones commented However, Ms Johnson- warned that while she be- through, it would do so in a following the publication Jones, senior food and lieved Tesco-Booker would diluted form. old round of a joint submission by the grocery analyst at Global initially resist dropping “The CMA has to under- companies to the Competi- Data, maintains the deal is prices, this would inevita- take a detailed postcode pound tion and Market’s Authori- anti-competitive in its cur- bly happen. analysis. There will be Treasury minister Andrew ty (CMA), as it continues its rent form and called the ar- “Good prices require areas where this is anti- Jones has urged shopkeep- phase 2 review of the deal. gument “a tactic designed scale and scale gives good competitive and I think the ers to do their bit to ensure Within the 111-page sub- to appeal to the CMA”. prices. This creates a likely outcome is that Tesco customers are not given old mission, Tesco chief execu- She said: “Everyone system whereby if they and Booker will be forced one pound coins. tive Dave Lewis and Booker empathises with the dis- wanted to drop prices they to sell stores of in those The old coins will no boss Charles Wilson argued counter argument. People could. They won’t at first, areas,” he said. longer be legal tender from 15 October, but retailers can exchange them at their banks. Mr Jones said the Smiths News ‘putting customers off’ print efort to phase out the old Smiths News’ poor service the category and retailers’ us sales,” he said. Albans, who is secretary of coins was being hampered has been a contributing sales. “A lot of retailers have the Hertfordshire branch due to businesses acciden- factor to the decline of the Jack Bhatt, of Universal such a negligible news bill of the NFRN, said: “There tally returning the new print industry, retailers Newsagent in Highbury, anyway so they are start- have been an unbelievable 12-sided coin. told RN. London, said the service ing to just get rid of their amount of problems. We “We want staf who are Store owners said late or has had a detrimental newspaper and magazine are losing both home deliv- on the front line of the missing deliveries, attrib- impact on his sales. space in favour of more ery customers and walk-in changeover to play their uted to the consolidation of “Smiths is not helping us profitable categories. I customers.” part to ensure only new the wholesaler’s ware- to sell magazines by not de- know of two who have Smiths News did not pound coins are given to houses in the south east, livering them on time, they done that recently.” respond to a request for shoppers in their change,” has had a major impact are just putting customers Alpesh Patel, of Wheath- comment before RN went he said. on customers’ interest in of buying them and losing ampstead Post Ofce in St to print. RN 1 September 2017 5

Retailers may be left without supplier, says David Gilroy ‘It would be seismic’ Ezeecopy small print Delivery charges on cards warning Retailers have warned other store owners to as P&H ‘teeters on edge’ check the small print before committing to con- Chris Gamm and Alex Yau ing to 90,000 units every the service. Whether it’s the lurch. Unless there’s tracts, after two stores told [email protected] week and there will be a delivery costs or a diferent a miracle, retailers will RN they were caught out vacuum if it stops. Who pricing structure. I think pay through the nose for with extra charges from Palmer & Harvey custom- will take this up? Where we are only months away deliveries. Independents supplier Ezeecopy. ers could face delivery fees will the supply come from? from this.” will sufer.” Ghurdeep Khaneja, of if the wholesaler collapses, If it does go down it will Vicky Singh, of Londis Jayesh Parekh, of Jay’s Today’s Extra CJ Stores in according to industry be seismic and will have a in Mitcham, said the im- Costcutter in Fallowfield, Stokenchurch, and Jagdish expert David Gilroy. profound efect.” pact on business would be Manchester, added: Singh, of JK & Sons in Imperial Tobacco and Mr Gilroy raised con- huge. “It is very worrying “Nobody has any confi- Dudley, both signed up for Japan Tobacco Interna- cerns over retailers being because we get more than dence at all anymore. photocopiers after learn- tional (JTI) have appointed left without a supplier 50% of our goods from “I don’t think there’s ing they could receive EY and Deloitte to help or being asked to pay for P&H,” he said. guarantee of what will 50% commission on every advise on options to clear deliveries. “We won’t be able to happen to P&H, but either order on the machine. P&H’s £50m debt, in was “There are lots of hidden aford goods from another situation is frightening and However, both retailers revealed last week. The costs in delivering to wholesaler if they’re more many retailers are moving told RN, following a three- delivered wholesaler has retailers,” he said. “Deliv- expensive, so we’ll prob- to diferent wholesalers.” month introductory period until the end of September ering to retailers for free ably purchase entirely A P&H spokeswoman they were charged fees to generate the funds. at cash and carry prices from Londis.” said: “Having received a if the photocopiers were Mr Gilroy told RN: is not tenable. It’s the Ushi Vithani, of number of expressions of used for less than 40 pages “P&H is teetering on the elephant in the room. the Front Page in interest from trade and a day. Neither had spotted edge and it rarely ends “At some point retail- Thamesmead, expressed financial parties, we are terms regarding this in well when suppliers are ers will have to accept similar worries. He said: confident of a successful their contracts. investing. It’s deliver- they will be charged for “Retailers are being left in outcome.” Mr Khaneja said he now faces a fee of £4,806 to have the machine removed before the end of his five-year Johnston says i newspaper’s 10p contract. An Ezeecopy spokesman said he could not com- cover price rise will be reinvested ment in detail on the cases Johnston Press has de- while the Saturday edi- sion has come at a time said the price rise was because “legal proceedings fended an increase in the tion will also rise by 20p when retailers ‘have had necessary for investment have begun”. cover price of the i news- to 80p from 30 September. enough’ of declining in the title, including a “Every efort is made to paper – with between 2% The publisher said the margins. new-look Saturday edi- resolve complaints prior to and 2.5% shaved from re- rises mean retailers will “It has also come at tion to coincide with the the account being passed tailers’ margins – stating earn an extra £900,000 a time when Johnston price rise at the end of to our solicitors,” he said. profits will be invested annually on the title. Press has not yet resolved the month. back into the newspaper. But the NFRN’s head of their ridiculous cut in “It’s not lining the From Monday the price news Brian Murphy said margin on some regional pockets of Johnston Press, Alternatives will rise by 10p to 60p despite the increase in newspapers,” he said. it’s all going back into the for the weekday edition, cash margin the deci- The i’s Paul Bacon product,” he said. to Comag Publishers have started to announce the distributor they will be using follow- Lostock Hall Spar sees ing Comag’s closure in two 400% rise in gin sales months’ time, providing reassurance to retailers Spar in Lostock Hall saw a 400% uplift in stocking their titles. gin sales following its in-store promotion of Hearst has now revealed the Tanqueray brand during the bank holi- it will start distributing day weekend. All 25 70cl bottles were sold through Frontline from over the three days, compared to the store’s 1 October. Eaglemoss average sales of six bottles a week. Lime, has started switching its lemons, apple juice and mojito recipes were titles to Seymour, while displayed alongside them to entice custom- fellow partworks publisher ers. Manager Vicki Joyce told RN: “Custom- DeAgostini is moving to ers were enjoying the hot weather, so the Marketforce. display definitely attracted customers ex- Condé Nast told RN cited about the long weekend.” conversations about its contract are still ongoing. 6 1 September 2017 RN STORE LOOKBOOK

50% turnover increase since December 2016

hen John Green’s brother an additional 2.5m of beers, wines and decided to retire from spirits. In addition, he sells 40 diferent running his post ofce craft beers and is now looking to add craft W last year, John seized the ales to the selection. opportunity to expand his ofer and In the past two months, he has noticed transform his traditional CTN into a fully- an increase in customers coming in for John’s fledged convenience store. a full shop, with basket spend regularly Since carrying out a complete refit reaching £15. And in May, he extended and joining Premier in the middle of last opening hours from 7am to 9pm, rather December, he has increased his turnover than 8pm Monday to Saturday, to by 50%. maximise the potential to catch local John’s aim was to maximise space after residents on their way home from work. fresh the closure of the post ofce meant his His choice to join Premier was motivated store could expand from 400sq ft to 540sq ft. by a long-standing relationship with “It doesn’t sound like a lot but it meant Booker. John had used its nearby cash and we could make the central gondola much carry since taking over the shop 43 years longer and our chilled unit bigger,” he says. ago, and worked on the launch of its Shop “I had been wanting to do a refit for a Local 2 Go promotional programme for appeal while, but it took the post ofce closing to independents in 2011. Last year, John Green seized give me enough space. Although it created “I felt Premier had a lot to ofer. I stick great footfall, only about 60% of people who to Booker’s RRPs and there is a good the opportunity to add a full used it actually bought something in the margin on that,” he says. convenience offer in the store he shop as well, so it made sense to close it.” “We always make the most of their John spent £35,000 on the refit after ofers and promotions as well. We put has run for 43 years. Nine months choosing to fully plan and carry it out the leaflets through peoples’ doors and himself, with a local carpenter employed put them out in the shop too. I also make on, chilled alcohol, fresh produce for the external fittings. sure staf know about them and talk to and some eye-catching novelty As a result of adding key convenience customers about our ofers.” categories and extending fridge space John has also been using social media to offers are all helping drive a 50% from 2m to 3.5m, John’s main sales growth attract more customers, with a particular increase in turnover. Jennifer this year has come from chilled and fresh focus on his expanded alcohol range. produce and alcohol. A recent Facebook post advertising a Hardwick reports He now ofers 2m of chilled alcohol and prosecco giveaway got 5,500 views. » RN 1 September 2017 7 I read RN every week to find out about new products and to be aware of what other retailers are doing that works. You have to keep moving forward.” JOHN GREEN

“There is lots of potentialWhat you for cansomeone learn comingJohn invested into £35,000 in a total refit to add a full thisconvenience business offer withRemoving fresh the post office ideas”created more sales space for core categories The main sales growth has come from fresh and chilled produce and alcohol John’s range includes 40 craft beers, 2m of chilled alcohol and 2.5m of beers, wines and spirits

INFORMATION Location Premier Green End Store, Green End Road, Sawtry, Huntingdon, Cambridgeshire, PE28 5UZ Average basket spend £7 Size 540sq ft Staff 5 part-time 8 1 September 2017 RN STORE LOOKBOOK

At the moment, he is promoting a competition to win a Pimm’s hamper he What you has put together containing two bottles of Pimm’s along with a jug and cans of can learn lemonade, with anyone either buying a John sells at least 200 bottle of Pimm’s or spending at least £25 in slush cups a week the store being entered into the draw. “It’s an inexpensive way of promoting Booker promotions and the category and I’ve deﬁnitely noticed leaflets are used to promote the diference, particularly on a Friday great value in his store night,” he says. Competitions such as “People will come in on their way home the chance to win a Pimm’s from work and pick up a bottle of wine hamper help promote John’s or some beers. It doesn’t seem like many alcohol range people keep a stock at home, but prefer to top up as they go.” Another great proﬁt driver is a Snow- Shock slush machine which arrived in May. John now sells a minimum of 200 cups at £2 in a cold, quiet week, and up to 400 cups in a busy week. Despite all of 2017’s success, John is making new plans for the store, including the installation of an in-store bakery oven in what is now a storage cupboard. His advice to other retailers is to focus on developing a really strong core range, but to always keep an eye on how other retailers are being successful. “You have to keep up,” he says. l

Want to see more of John’s store? Go to betterretailing.com/ premier-sawtry-huntingdon 10 1 September 2017 RN SYMBOL NEWS UK grocery shares fall on Amazon food grab British supermarket shares have declined in the wake of Amazon firm- ing up its takeover of US Whole Foods and subse- quently slashing prices. Following the news, Tesco and Sainsbury’s share prices dipped by more than 1.8%, while Marks & Spencer fell by nearly 1.4% before regain- ing some ground later in the day, according to Group chief outlines prospect of a deal ‘It’s possible a merger may make things better’ The Telegraph. Morrisons took the biggest hit with shares down 3.3% – a possible result of the uncer- tainty around the future Costcutter service must of Amazon’s wholesale agreement to sell fresh food in the UK with the supermarket. improve in any new deal Amazon has cut prices by up to 43% for some by Joe Cooper open to having discus- Dorset, said: “Anything equally they could just products and avocados by [email protected] sions that would not have that does happen has got go from one problem to more than 30%. seemed imaginable just to be better than what we another.” Last week, Asda parent Costcutter retailers have one year ago,” he said. have now. At the moment, Meanwhile, Jayesh firm Walmart announced demanded better service “Bibby Line Group and Palmer and Harvey (P&H) Parekh, of a Costcutter in a tie-up with Google to from their symbol group Costcutter Supermarkets is only fulfilling about 80% Fallowfield, Manchester, ofer voice-activated shop- if it is to go ahead with a Group have been working of our orders. is considering leaving the ping in its fight against consolidation deal, as it together to ensure we are at “Something has to group when his contract Amazon. There is no men- proposed last week. the forefront of these con- change or we will be on runs out. tion of the link-up extend- In a letter to members, versations, exploring all the move.” “P&H is not working ing outside the US yet. Sir Michael Bibby, manag- available opportunities.” Bolton-based retailer well for us at the moment. ing director of Costcutter He said any collabora- Baz Jethwa has switched It’s possible a merger owner Bibby Line, out- tion must resolve supply two of his stores from may make things better lined the prospect of a deal chain issues, continue Costcutter to Spar in if it improves the supply Sainsbury’s to be announced shortly. to build volume through recent weeks as availabil- chain.” “When Tesco announced great prices and promo- ity issues started to afect A Costcutter spokes- starts click its acquisition of Booker tions, and strengthen the turnover. woman said: “We are back in January, it took the brand ofering. However, “Since the supply deal active in the market to and collect entire market by surprise. it is a promise retailers are with Nisa ended a few explore all available oppor- Sainsbury’s is rolling out Since then, businesses sceptical about. years ago, things have tunities. We will update a click-and-collect service across the grocery and con- Keith Tomes, of Costcut- actually got worse. Any- our retailers when there is allowing customers to venience sectors have been ter & The Food Shop in thing would be better, but news to share.” grab online Argos orders from 100 of its Local stores. All points will be opera- tional by the end of 2017, with plans to further ex- Symbol’s Little Fresh adds new trio pand the service to 2,000 Symbol group Simply by co-founder and man- ping trips where custom- tests to see if the format is collection points. The new Fresh is to test three aging director Kash Khera ers are short on time. robust enough to meet the service follows Sainsbury’s additional smaller Little in April. Simply Fresh’s creative challenges independent £1.4bn acquisition of Fresh stores that cater for Now the symbol group director Davinder Jheeta retailers face.” Argos-parent Home Retail customers who eat health- has confirmed a further said: “The stores are meet- The stores were inspired Group last year. ily and on the go. three will open by the end ing expectations and by a trip Mr Khera made The move aims to meet Initially, three stores, of this year with a final everything we set out to to Hong Kong last year customer demand for flex- which are all below iteration of the concept target has been catered where convenience oper- ibility and speed, while 1,000sq ft, were launched rolled out in 2018. for. This is not a trial. We ates out of small-format making its shoppers’ expe- in undisclosed locations, The stores aim to tap have decided this is the outlets and are open 24 rience more convenient. after an announcement into ‘feed me now’ shop- way forward and these are hours a day. RN 1 September 2017 11 NEWS & MAGS Scotsman Quarterly publications priced at £6.99 Mojo and Q versions to be launched next year posts 4.5% sales rise Bauer’s Empire Classics The Scotsman was the only regional newspaper to grow its sales in the first half of this year, ac- offers sales opportunity cording to the latest data from the Audit Bureau of by Jennifer Hardwick “It’s the antidote to this With previous Empire specific genres. He added Circulations. [email protected] ‘here today, gone tomor- one shots generating an the premium £6.99 price The six-monthly report row’ world and the maga- RSV of around £80,000, Mr point is justified by the of regional titles shows Bauer Media plans to bol- zine format provides a Horton said he believes product’s long-term ap- the Johnston Press title, ster sales with the launch way to combine long-form each edition in the series peal. which is celebrating its of high-value magazine storytelling with opinion could generate even more “There’s a vast amount 200th anniversary this collections to accompany and insight, brought because of the combina- of content available year, achieved a 4.5% in- its existing brands. together into this really tion of collectors who are online for free but here crease compared with the The Empire Classics collectable item,” he said. keen to own every issue we are valuing depth and first half of last year, and series, which launched “We’ve got a long list for and buyers interested in valued opinion and a 9.1% rise compared with last week with a selling a lot of potential versions bringing it together six months ago. price of £6.99, is designed of this. We are in one place,” said No other titles achieved to be collected by film starting on a Mr Horton. “That’s year-on-year growth, fans to cover every ele- quarterly basis where a magazine although The Irish News ment of iconic cinema, but will be driven can really win.” reported a 1.1% rise com- with the first one named by customer de- Bauer is planning pared with the second The Greatest Action Mov- mand and if they to launch similar half of last year. ies Ever. want more of it products for music Johnston Press group Using a combination we can do it more titles Mojo and Q publishing director Rich- of previously published frequently.” next year. ard Thomson said: “These Empire features and new strong ABC figures are content, the series testament to the brilliant follows the launch talent and hard work of of two recent suc- the Scotsman team.” cessful Empire one shots – Empire Presents 101 Classic Sunday Life Scenes, released in June, and 101 margin cut Movie Masterpieces, released in September ‘frustrates’ last year. Bauer’s managing retailers director for sport Retailers have been left and entertainment, “frustrated” after the Patrick Horton, told publisher of the Belfast RN the new series Telegraph reduced the takes advantage of the retail margin on Sunday unique way magazines newspaper, Sunday Life. allow content to be Independent News & presented. Media increased the price of the title from £1.50 to £1.60 on 20 August but kept the pence per copy available to retailers the Challenges mount for papers’ profitability same at 36p. Every major national they would face an even a 46% fall in profits year An Archant spokesper- Gwen Patterson, of Spar newspapers will still be in greater struggle. on year – attributing the son said: “Industry con- Clandeboye in Bangor, production in five years’ “They will still be here slump to a decline in print cern regarding advertising said: “It’s frustrating for time but the quality of the in one form or another but advertising and rising revenues and pressures us. We won’t be giving it surviving publications they will be unprofitable,” costs. in print have continued, as much space now.” will sufer, according to he said. Archant, publisher of however Archant’s com- A spokesman for the The Sun’s former editor. “Circulation will be The New European, only bined print and digital publisher said the move Speaking to BBC Radio small, advertising will be made £2.3m in profit in reach is at its highest level. was due to the rise in 4 on the future of the in- diminished and the prod- the first half of 2017, de- “Archant is committed costs of print and raw dustry, Kelvin MacKenzie ucts will be inferior.” spite making cost savings to continue to innovate, materials, but it plans an predicted the short-term The comments came as of £3.4m, including cut- remain locally relevant “extensive promotional continuation of the big- regional newspaper pub- ting almost 100 staf since and find areas of opportu- campaign to drive sales”. gest newspapers but said lisher Archant revealed the start of the year. nity for revenue growth.” 12 1 September 2017 RN PRODUCT TRENDS Getting in position for health £2.5bn sales hike Value of UK Retailers who followed bakery market recent supplier advice on where to locate healthy snack bars within their stores have reported a 10% uplift in weekly sales. Following advice given by Ferrero and Mars to un- derstand increased shopper missions around snacking and healthier eating and to merchandise accordingly, as reported by RN last month, retailers have seen positive results. Christine Hope, of Hopes of Longtown in Hereford- shire, told RN: “Sales of healthy snack bars have increased by 10% a week since moving them next to the chocolate bars. “I now sell around 24 healthy snack bars on a weekly basis.” Brands drive bread sales Vijay Kumar, of M&J News in Wolverhampton, said: “Since merchandising the products at the through thick and thin till, healthy bars are now section,” he said. found we were still selling People prefer foods on the making up a quarter of our by Alex Yau “We experimented with two loaves for every 10 from go. Things like Kingsmill overall snack sales.” [email protected] adding extra space, but our packaged range. and Warburtons tend to do Big brand packaged bread customers kept flocking to- “It’s the association with better because they are pre- remains a major revenue wards traditional packaged the quality of the products. sliced and convenient. Seasonal driver for c-stores, compared ofers. They just associate They have a longer shelf- “We’ve tried adding more to freshly-baked alterna- them with quality.” life, customers are familiar variety to our healthier and spirits tives, retailers told RN. Mark Coldbeck, of Wharf- with them and they associ- fresh ranges but that hasn’t Julian Hull, of Nisa Local dale Premier in Hull, has ate them with good quality. had much of a significant Combining alcohol with in Essex, said packaged seen little demand for fresh- “We have driven our sales efect.” seasonal displays has been products from companies ly-baked loaves despite pre- by placing packaged loaves According to market linked to an uplift in sales by such as Kingsmill and viously increasing his range. in diferent areas of the researcher Nielsen, bakery independent retailers. Warburtons were most “We have a local supplier store.” is one of the largest retail Justin Whittaker, of MJ’s popular. who provides us with fresh Chaz Chahal, of Costcut- categories in the UK, worth Premier in Oldham, report- “They’re doing much bread, but people prefer ter in Worcestershire, added: £2.5bn, while packaged ed a 20% annual uplift in better than freshly-baked. packaged loaves,” he said. “Healthy and fresh breads breads are purchased four Smirnof sales after placing We sell 100 loaves a day com- “We tried to extend the like gourmet and sourdough times more often than those the product with summer pared to 30 from the fresh range of fresh bread, but we don’t really sell as well. baked in-store. merchandising. “It reminded people of summer and these asso- ciations can boost alcohol sales,” he said. “We’ve done Kids’ appeal vital for cereal success it with the World Cup and Retailers who fail to stock She advised other retail- displayed clearly so custom- can also enjoy them, too. we plan to do it with Hal- cereals aimed at children ers to make sure stock is ers can find them straight You are not going to sell loween.” could be missing out on clearly visible to maximise away.” muesli or porridge to a kid.” It follows last month’s sales opportunity, c-store sales. “We sell more Frosties Julie Duhra, of Jule’s A survey of 2,000 UK two-year anniversary of owners told RN. and Sugar Pufs than we do Premier Convenience Store households by Mintel in Molson Coors’ 60 Second Sunita Kanji, of Family anything else. Customers in Telford, said: “Sales of August last year found nine Shop campaign, with the Shopper in Bolton, said: “I know what these brands children’s cereals tend to in 10 families eat children’s company claiming 50% of find 70% of all cereal sales are,” she said. “They sell have an uplift during school cereals. More than 90% of customers prefer themed are from the children’s themselves pretty much, holidays. The packaging is those households had chil- in-store merchandising. category.” so it’s best to have them much brighter and adults dren aged 12 and under. 14 1 September 2017 RN BRAND SNAPSHOT

Mentos mementos Sixty Six on one... Mega Bites Backed by a £3.5m ad campaign, Men- Rum Sixty Six’s premium range has Mondelez International has launched tos’ limited edition sweets are available been extended with two 70cl options: new Cadbury Curly Wurly Squirlies for three months and come printed £30 ‘Extra Old’ and £55 ‘Cask Strength’ and Picnic Bites. Both are available in with jokes and games. – aged six and 12 years respectively. 110g bags and have a £1.99 RRP.

Vanilla’s in our midst Freshers’ fayre Breezy pickings Dr. Oetker’s flavour extract range is Boost Drinks is launching a Fresh- There are two new fragrances in now available in a vanilla flavour. The ers’ Week sampling campaign aim- Astonish’s range of floor cleaners. The 95ml bottle replaces the 75ml option ing to introduce 350,000 students to litre spray bottles cost £1 and come in with an RRP of £3.49. the 250ml Sugar Free Original range. cotton breeze and orchard blossom.

Gravy terrain Oat and about Pome to roost Unilever has added three new ﬂavours Quaker Oats’ Porridge To Go Breakfast Wonderful Brands has revamped to its Knorr liquid stock range: chicken, Squares are available in Golden Syrup its Pomegreat pomegranate juices rich beef and vegetarian, which have & Strawberry, and Raspberry & Cran- to appeal to a ‘family-friendly’ audi- an RRP of £2.20. berry ﬂavours. RRP for 55g packs is 75p. ence. RRP is £1.40 for 1lt packs. RN 1 September 2017 15 In association with WATER PART ONE Retailer viewpoint

Sandeep Bains Simply Fresh, Faversham

I’m pleased with the advice and changes from Lucozade. The new ﬂow makes sense and the ﬁxture looks good with FitWater, as well as the supporting PoS. It will stand out well on the shelf and, as long as it meets its purpose, I think shoppers will go for it.

Lucozade Ribena Suntory’s Ed Jones and Claire Industry viewpoint Higgins advise Simply Fresh retailer Sandeep Bains how to merchandise his fixture in sub-sectors to make it easy to shop Ed Jones Customer marketing controller, Lucozade

With our recommended merchandising ﬂow, we’ve seen sales uplifts of up to 24% in stores like Sandeep’s. Grow your By stocking launches like FitWater, Sandeep can tap into big trends in the category. Functional water is the fastest growing area in water, so it makes sense for retailers to water sales get behind it. In the first of a three-part series, FitWater and RN visit Kent DID YOU KNOW? of customers are retailer Sandeep Bains to help him improve the merchandising of looking to reduce his water fixture 92% their sugar intake

SANDEEP’S We have a SANDEEP’S CHALLENGE 1,800sq ft store, CHALLENGE but our water fixture is small, as we give more space to fresh and chilled products.

I have a wide range of customers, from school kids to gym-goers and builders, so my water range needs to appeal to everyone.

FITWATER’S ADVICE FITWATER’S ADVICE To make the most of Sandeep’s space, we suggest merchandising his Water makes up 14% of sales in the soft drinks category, but it isn’t get- fixture in this order: carbonates, colas, then stimulants, energy and ting that much space in Sandeep’s fixture, so he isn’t catering for what sports drinks, functional drinks, water and finally, flavoured waters. diferent shoppers need. Because of the trend for functional water, we This will make it clearer and easier for shoppers to make purchases. suggest double-facing new FitWater next to plain water brands. 16 1 September 2017 RN WHAT’S NEW

Lurvill’s Delight Big Drop Manfood Lurvill’s Delight has introduced a new ﬂavour Low-strength craft beer company Big Drop has Manfood recipes began as a range of pickles called Lavender Spice to its range of botanical produced two new ﬂavours, Lager and Spiced to go with snacks and have since expanded to spices, originally produced in Wales between Ale. The full range of four beers, all with less include cocktail jams, sauces and beer jellies. 1896 and 1910. than 0.5% alcohol, have also been redesigned. Wasabi Mayonnaise is the latest addition. RRP £1.89 (330ml) RRP £2.30-£2.90 RRP £4.95 Contact [email protected] Contact [email protected] Contact [email protected]

Happy Monkey The Veggie Plot Tiny Tigg’s Ideal for lunchboxes, Happy Monkey smoothies The Veggie Plot’s Savoury Yogurt is a premium Tigg’s produces naturally colourful, all- are made from a blend of crushed fruit and vegetarian product with a greek yogurt base. purpose dressings and sauces. They can be vegetables, fruit juice from concentrate and Sugar- and fat-free, it can be eaten as a healthy used on salads, but also as ketchup and pasta natural ﬂavouring. snack, dip, or base for homemade sauces. sauces. RRP £2.49 (4x180ml) RRP £1.85 (150g) RRP 99p (25g) Contact [email protected] Contact [email protected] Contact [email protected] RN 1 September 2017 17

RN Reporter [email protected] 020 7689 3358

Focus Welsh produce The traditional lamb and beef from the lush Welsh valleys are well known, but the country’s organic farmers markets, artisan producers and food festivals show there is much more to the country

Boka Bar Unlike many cereal bars, Boka have four green trafc lights on packs. The caramel, strawberry Blas ar Fwyd Cwrw Ogwen and apple and cinnamon bars contain just 1.6g of sugar and 99 calories. Blas ar Fwyd’s medley of pork, chorizo, Cwrw Ogwen microbrewery, a social RRP 89p chickpeas and tomato has just won a enterprise in Gwynedd, has launched Contact [email protected] Great Taste award. The firm began as its first beer, Caradog. A golden ale, it is a delicatessen in 1988 selling fine food named after poet and novelist, Caradog and wine from Wales. Pritchard. RRP £3.75 RRP £2.99 (500ml) Contact [email protected] Contact [email protected]

Mair Evans Londis Bethesda, Wales

We have just got Cwrw Ogwen’s Caradog in over the past few weeks. They’re a microbrewery also based in Bethesda. Black Mountains They are selling Smokery really well and Black Mountains Smokery is a family- it’s great to run gourmet food business based in support St Austell Brewery the Brecon Beacons. Its sustainable smoked salmon is produced using local Leading West Country distributor St Austell traditional curing methods and only producers. Brewery has revamped bottle and label designs welsh oak smoke. on three of its beers, the ﬂagship Tribute, Korev RRP £7 (100g) lager and Proper Job IPA. Contact [email protected] RRP £1.80 Contact [email protected] 18 1 September 2017 RN PRICEWATCH Profit checker Rosé wine Price checker

BLOSSOM HILL GRENACHE 75cl Price distribution % PRODUCT

50% 93% of independents sell this product at or below the £7.49 RRP

Echo 40% Falls 75cl Echo Falls Summer Berries 75cl 30% Hardys Bin 161 75cl Blossom 20% Hill 75cl Isla Negra Seashore 2003 10% 75cl Blossom Hill Grenache 75cl Jacob’s Creek 5% Shiraz 75cl Mateus Rosé 0% 75cl The Straw Hat

£7.15 £6.75 £7.05 £7.25 £7.29 £7.39 £7.49 £5.99 £6.29 £6.39 £6.49 £6.50 £6.69 £6.99 £7.00 £7.09 £6.00 -£5.99 +£7.49 75cl Isla Negra 75cl Analysis Black While many categories in Pricewatch Proﬁt Checker tables. On the former, tion to wholesaler ofers, local compe- Tower show a clear pattern of retailers pric- 31% of products are sold at RRP, 49% tition and cash-strapped customers 75cl ing above or below RRP, strategies for above and 20% below. On the latter, driving prices down, while spotting Kumala rosé wine are hugely diverse. 47.8% stick to RRP, 46.4% go below – by an opportunity to increase margins 2003 This is best demonstrated by the dif- up to £2.50 – and just 5.8% price above. pushes them up, with £5-£8 the most 75cl fering trends on our Price Checker and Retailers attribute this huge varia- typical price bracket. How we drive our profit We sell Blossom Hill rosé at £6.99 We charge below RRP – £6.99 – for Peter Mann in our store. It was on ofer with Paul Keys Blossom Hill rosé because wine STORE Nisa Local Nisa at an RRP of £5.99 a couple of STORE Keys News sales are sometimes a struggle LOCATION Luton months back and I bought some, LOCATION Sheffield around here. I’ve read about the SIZE 2,500sq ft but I decided to put on £1 to make SIZE 750sq ft rosé trend but we’ve not really seen TYPE main road a bit of extra money. Generally, TYPE neighbourhood it here. In general, we charge RRP £6-£7 is my ideal price bracket. for most of our wines unless there’s We aim for a 20%-25% margin a Go Local promotion. We have 12 TOP TIP with wines, although it can go TOP TIP types of rosé but we probably only I don’t think £8.19 down to 10% if they are on ofer. Stock some of the sell about two cases per week across is an attractive Echo Falls Summer Berries is Gallo Spritz range the range. Our Malbec, rioja and RRP, so I bring it doing very well, but generally I for customers prosecco tend to sell best, as well as down to £7.99 think rosé is experiencing a bit looking for a new world wines. We’ll tend to stick of a slowdown. People seem to fruitier drink in to a £5-£8 range, though we do have be choosing ﬂavoured ciders as the summer Silver Bay at two for £4 for custom- a summer drink to have in the ers on a budget, and £16.50 is our garden instead. most expensive bottle. RN 1 September 2017 19

Joe Cooper [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* SMALL C-STORE LARGE SUBURBAN OFF-LICENCE IN CAMBRIDGESHIRE POST OFFICE IN VILLAGE STORE IN IN ABERDEEN GLASGOW SHOP EAST LONDON VILLAGE HIGH RESIDENTIAL SOUTH DEVON SUBURB RESIDENTIAL STREET SHOP AREA OF SOUTH ESTATE YORKSHIRE TOWN Jerry Tweney Tweney’s Budgens, Cheltenham, Gloucestershire £5.12 £5.99 £6.49 £5.99 £5.99 – £6.99 £6.00 North’s Bakery £5.09 £5.19 £5.49 £5.99 £5.19 £5.19 £5.49 £5.00 Large white bloomer, £1.80

£5.06 £5.50 – – £5.00 £5.00 £5.99 £5.00 Where did you discover it? North’s used to have a bakery in the store, so when I was doing my research before open- £5.59 £6.59 £6.49 £4.99 £6.59 £6.59 £6.63 £6.59 ing their name came up a lot. They’re based ﬁve miles away in Winchcombe and when I contacted Gary North we spoke about the £5.23 £5.00 £5.99 £5.49 £5.00 £5.00 £5.69 – association between the bakery and the shop. They’ve been baking for more than 50 years and said they’d love to supply us again. We get £6.96 £7.49 £6.99 £5.99 £7.49 £7.99 – £7.49 fresh bread delivered six days a week and if customers order before 3pm we can have a loaf delivered for the next day. £7.80 £8.39 – – – – £8.49 £7.41 Who buys it? It’s really popular with everyone. We stock two sizes of loaf, speciality breads and old- fashioned confectionery like egg custard, £6.31 £6.59 £6.49 £6.99 – £7.49 – – Eccles cakes, Chelsea buns and lardy cake. North’s still make things in the traditional way. The cheese and Marmite and the cheese £4.24 £3.99 – £3.99 – – – – and onion bread ﬂy of the shelves. Why are they so popular? Firstly, they’re fantastic bakers with an exten- £5.08 £5.00 – – £5.00 £5.00 £5.00 – sive range and the bread is so tasty. The name is well known in the area and people know the family. We have the bread on an old wood- £6.25 £6.49 £6.99 £6.99 – £6.99 – – en cart in the middle of the store. It draws people in and it’s become quite a feature. It’s going so well that soon we’ll be stocking their £6.19 £5.65 – – £6.49 £6.99 – £5.90 savoury range, including sausage rolls and a steak bake. * from a sample of 3,500 stores

I sell a lot of value products in Our biggest sellers are Echo Falls Surinder Mehat my store so we have to stock Julie Durha and Isla Negra, which are both STORE Nisa Local the cheaper wine brands and STORE Jules Premier Convenience priced at £5.50. Blossom Hill Crisp LOCATION Hull be competitive with our prices. LOCATION Telford & Fruity also goes very well – I SIZE 2,000sq ft There’s a lot of competition in SIZE 1,500sq ft stocked up on it when it was on TYPE neighbourhood my area, including McColl’s, so I TYPE neighbourhood Premier’s Mega Deals ofer – and can’t price too high. Many of our Premier Estates is a slightly TOP TIP customers have tight budgets so TOP TIP cheaper option at £4.79. I have to Keep big brands are keen on price too, and will Presentation is price below RRP as there’s a Tesco at competitive tend to look for brands like Lam- key. I make sure Express and a 24-hour garage near- prices to help brini, which we sell for £2.99. For everything is by. Rosé has definitely increased in you to introduce our rosé we focus on brands like facing forward popularity – I’ve got everyone from customers to them Echo Falls, which we sell for £5. and none of my young couples to workmen buying Our lager and cider are still the shelf-edge labels it. I probably go through six to biggest sellers, but our wine is are missing eight cases per week but I’ll have to normally bought by more middle start focusing on my reds soon as class customers. we head into September. 20 1 September 2017 RN YOUR NEWS Self-serve Brexit effect being felt in affluent areas of London ‘I am going below RRP on many brands’ uni tills help sales Prices slashed in upmarket rise 45% Installing self-service Belgravia to retain cig sales checkouts can help retailers grow sales and cut stafng by Joe Cooper wealthy, entrepreneurial the area there are a lot of “Lunchtime is also big costs if the demographic [email protected] customers from all over workmen around.” for us. Having more price- of the store is appropriate, the world choosing to live Fewer customers are marked soft drinks is also A retailer has cut cigarette according to the University elsewhere. Mr Shah said now buying premium encouraging people who prices and introduced of Hull. his customer demographic cigarettes and magazines, are focused on value.” further pricemarking as The university chose to has changed significantly which has meant basket Mr Shah said he thought part of a “survival strategy” install the tills as part of a since the vote. spends above £50 are less his wealthy customers to deal with the fallout of refit in one of its campus “I’ve made a conscious frequent. would return when the Brexit in one of the coun- stores, which reopened as a attempt to target the more “I’m drawing them in realities of Brexit become try’s most afuent areas. Spar in February. working-class customers by cutting prices on ciga- clearer, but this could be Following the Brexit vote The university’s com- living and working in the rettes. I’m going below RRP several years away. in June last year, Nainesh mercial services director area in order to combat with many brands. For “We are not making as Shah, of Mayhew News Andy King credits the self- this,” he said. example, I have Marlboro much money as we were in Belgravia, London, has service tills for a 45% rise in “I am still targeting at £10.20, when I know the but this is our survival experienced a 22% drop in sales following the refit. the higher end of the other shops nearby are sell- strategy, to ensure we pay footfall in his store, which The tills now account for market but with so much ing it for between £12 and our rent and rates and keep he attributes to many of his up to 35% of transactions construction going on in £12.50. out staf in work,” he added. in term time and 60% out of term time, when fewer staf are employed. There are four stafed tills and four self-service tills in the store. “We are saving around £43,000 a year in stafng costs if you take into account pensions and training,” he said.

Toy reserve Jason Birks (left) opened his e-cig “store within scheme is a store” three weeks ago childs’ play A Yorkshire store is ofering customers the chance to reserve toys for Christmas with a deposit scheme as a way to drive sales. Pauline Gill, of Eastburn Stores, set up the scheme herself and said it helps the store to compete against the multiples and larger toy stores by allowing customers to pay just 20% of the price now. E-cig sales rocket after vape zone launch “We have already had A retailer has increased his liquids. “Traditionally my till near the entrance to brands like Legends, Zap! customers coming in and e-cigarette sales tenfold by sales have come from to- his store. He also runs and Aramax. asking if we can reserve creating a dedicated vape bacco, but with this market a loyalty programme to “This is just the start. them because they know a shop in his store. declining I see vape sales highlight promotions and I’m hoping sales will get lot of stores sell out nearer Jason Birks, who runs as the next step in securing to ofer regular customers better and better. It’s early the time,” she said. Moscis Convenience the future of my store,” he discounts. days and because of the So far, the latest Paw Store in Peterlee, County said. While he is stocking change in law I can’t adver- Patrol toys are included in Durham, opened the “store Mr Birks moved his mainstream brands, such tise on social media, so I’m the scheme but more will within a store” three weeks magazine display and now as Blu and Vype, he is con- relying on word of mouth be added in the next few ago and is selling a range of has a two-metre bay of centrating his eforts on of- to attract customers,” he weeks. premium e-cigarettes and products with a separate fering customers premium added. RN 1 September 2017 21 COLUMNIST

Paul Baxter Retailer support around the clock At next week’s NFRN national council in Liverpool the latest developments in the newstrade and the Smiths News recently announced it was federation’s intervention in contract disputes will hiking its carriage charges, with some be hotly debated, writes chief executive Paul Baxter retailers having to pay an additional 10%

or consumers to have ac- Neither are these carriage Meanwhile, along with an up- cess to a diverse and plural charges, as they were described date on the NFRN’s success in chal- press, independent retailers when first introduced, the lenging proposed new terms and Frequire their newspapers “small contribution from retail- conditions in Payzone contracts, and magazines to be delivered at ers towards the cost of serving there will be further debate around the right time, in the right quanti- retailers in remote and rural clauses and costs that still require ties and at the right price. areas that would otherwise be review and the steps we are taking In recent weeks, however, it uneconomic to supply”. Today, Retailers have for an acceptable resolution. seems news wholesalers and they are the main, if not only, Information will also be shared publishers have been doing their source of profit for wholesalers taken further on our actions in response to utmost to create consternation and a major drain on the viabil- recently announced proposed and mayhem. ity of smaller retailers. financial hits changes to conditions for retailers Late deliveries and missing For the NFRN, the Freight with significant who sell National Express tickets. copies and credits are the norm Transport Association (FTA) ele- Proposals for retailers to pay the for most retailers as the rational- ment of the charge is also conten- price increases cash they take into their own bank isation of depots and jobs cuts tious, as the majority of deliveries accounts and then transfer it to Na- continue, while customer service are made by contractors who are on 41 Johnston tional Express via direct debit will is almost non-existent. known to often voice their own Press titles, result in extra bank charges and In addition, Smiths News an- concerns about Smiths News. the possibility they could end up nounced it was hiking its carriage It’s no secret that many inde- accompanied by operating this service at a loss. charges, with some retailers hav- pendent retailers are failing to This threat is amplified as the ing to pay a huge additional 10%. break even when selling newspa- eye-watering commission they earn is being The NFRN has campaigned pers and magazines. margin cuts to cut from 34p to as little as 10p, against carriage charges for many Over the past few weeks some minimum sales targets are being years, because we believe they retailers have taken further finan- as little as 10% introduced, and the notice period are pernicious and deny retailers cial hits with significant price in- to terminate contracts is increas- a large slice of the margin they creases on 41 Johnston Press titles, ing to three months instead of the should receive from selling news- accompanied by eye-watering current 30 days. papers and magazines. I know of margin cuts to as little as 10%. As well as taking legal advice, no other industry where retailers The NFRN will also be keeping the NFRN is seeking a meeting have to pay a delivery charge on a watch over the magazine distri- with National Express to air our fixed-price product. bution market as the forthcom- concerns face to face. Smiths News’ excuses for this ing demise of Comag means With these issues up for debate, latest increase are rises in labour the majority of product will be the two-day national council looks costs and the retail price index. controlled by Marketforce and set to be a thought-provoking It conveniently forgets, however, Frontline, while Seymour will meeting. In essence, much of the that retailers are afected by these pick up the lion’s share of third- agenda will be about going back to too, but are expected simply to party titles. basics, but more importantly, we absorb them. While, in theory, this should can reassure members that while What makes this increase even have no real impact on retailers, it may be tough, they can rest as- more inexplicable is that given late-arriving magazines via the sured we are working around the falling newspaper and magazine wholesaler’s super hubs is worry- clock to support them. circulations, the volumes news ing and we will remind national wholesalers are delivering have councillors to keep us informed of Paul Baxter is the chief been considerably reduced. such incidents. executive of the NFRN 22 1 September 2017 RN YOUR VIEWS YOUR LETTERS Cutting supply of papers to newsagents is Something bound to have a needs to knock-on effect change on circulation before we get In reference to the article on page 11 of last week’s RN (25 August) regard- so frustrated ing the drop in newspaper sales, is it surprising there is a drop in sales we decide when Menzies continually cut back to give over the supplies to independent newsagents without explanation? the space we Just this morning we have had to go out to a local supermarket to pur- allocate to chase a Daily Telegraph to fulfil our home news delivery rounds, leaving newspapers no copies for casual drop-in sales. to something Midway through the morning and we have already lost three sales. we can make I have called Menzies to ask at tem that works? We are constantly A Menzies spokesman said: “We aim what point my orders on i-Menzies a decent changing the orders and then they to provide the most intuitive, helpful become firm so I can adjust them margin on get cut back. I know this is an old, old online service we can – so feedback and be confident the numbers shown story but something needs to change like Pauline’s is invaluable when we are what will be delivered, and I Pauline Gill before we get so frustrated we decide are working to make improvements. am advised some customers have to give over the space we allocate to i-Menzies will shortly launch an up- checked the evening before and still newspapers to something we can graded order management function in make a decent margin on. response to similar concerns which other had a diferent number delivered the Pauline Gill next day. Eastburn Stores & Post Office customers have shared. The upgrade When will someone set up a sys- West Yorkshire will make it much easier for a user to RN READER POLL YOUR SAY Do you think it’s fair for retailers to keep paying carriage charges?

Kate Clark of retailers back to the category 42% Sean’s News, who are put of by the cost. When No Upton-upon-Severn, Worcester Smiths and Menzies pushed out They should be paid by the whole- all the small wholesalers they saler and the publisher – it’s time ofered the newspaper publishers they thought about the people at a much cheaper deal, but then 58% the bottom. My newspapers are the charges just got put back on Yes delivered late, wet and damaged, retailers. while some of my magazines don’t turn up. We are paying for Waqar Chaudry a service which is not adequate. I Milton Stores, Glasgow wouldn’t do that to my customers. The publishers should just add Have you delisted any It’s going to end up as a very small 1p to all the papers if they want premium brands in group of retailers who continue to us to keep selling them, rather sell newspapers. than expecting retailers to keep favour of own-label paying. We are all waiting for brands this year? Ralph Patel Menzies to announce another The Look In, carriage charge rise and I don’t NEXT WEEK’S QUESTION Woodmansterne, Surrey think the publishers realise they Would you pay for deliveries from At the NFRN we have always are just killing shops. There will your grocery wholesaler? called for the publishers to take be a lot of retailers who will have on the carriage charges. If they to get out of the business if it goes added on just one or two pence up again and just stop selling Vote now at to cover it, it might bring a lot newspapers. betterRetailing.com RN 1 September 2017 23

indicate when they wish to YOUR SOCIAL MEDIA make a change permanent, and protect that change I THOUGHT CHRISTMAS COMMENTS THIS WEEK against adjustments. Once Contact us at facebook.com/ThisisRN the new function is live, we’ll and @ThisisRN be very keen to hear from our HAD ARRIVED EARLY customers about how it is working – and which upgrades Paul Little, circulation carpet from under my they’d like us to prioritise next director, advised us the feet. for i-Menzies.” Telegraph would be Why, if you can do it combining the Saturday once, can’t you do it all section and Saturday the time? Just think how Has Menzies Travel section into one many 2ps you would save. single product for one You would possibly be got any idea Saturday only. able to increase our terms, For a second I thought instead of the per copy the effect its Christmas had come early. sold insertion fee. actions has on It’s not good to get me all Graham Doubleday giddy and then pull the Doubleday Newsagents our cash flow? Ashton-under-Lyne Here I am on a Monday my wish that another management team has been in Talking about deterrents...... might be the morning, looking at my wholesaler will come to touch to discuss his concerns sort of thing we need to stamp out tobacco John Menzies account and the marketplace. Even the and determine how we can smuggling. yet again the company has Devil would probably serve best support his business in Eugene Diamond not processed the returns up a better company than future.” @EDiamond136 from the previous Wednes- Menzies. day. Jim Moorhead Cheery start to the week giving somebody It’s bad enough that 99 Top Cards Johnstone, Scotland a cheque for a £50k National Lottery win at times out of 100 Thursday’s 100 7.45am. returns don’t get processed A Menzies in the same week. spokesman said: YEARS AGO Halton Post Office Has Menzies got any “We were sorry 1 September 1917 @HaltonPO Action was brought by Annie Je idea what this does to our to hear that Mr frey cash ﬂow? I doubt it. Moorhead had not for damage to her musquash seal coat. We work our butts of received his credit as The plaintif burned the item on an day in, day out, and along expected and would electric heater while shopping for a comes Menzies and screws like to apologise for tortoiseshell bag frame. The judge everything up. any inconvenience he ruled customers must be Perhaps God will grant experienced. Our local kept safe.

AROUND WITH THE ROUNDSMAN Blanche Fairbrother One of the themes of my last few stores visits has been the next generation making an impact. Sunny and Rav a great team. I do wish football didn’t exist. It seems moment, it’s a Jacob Sheep. A flock Martin Swadling to have started earlier than ever this has been put into a field opposite Mr @MartinmyLondis season. And why they have to play on Chell’s house and every morning Friday nights now is beyond me; it when I deliver his copy of The Sun, Did you know - Depending on your location, means the papers are late arriving on there is one particular sheep who offering home delivery could lead to turnover Saturday morning. This leads to one comes up to the field gate. It stands hell of a rush because we have to insert and looks at me with its head tilted up to 40% above your regional average. all the wretched supplements. to one side as if it is thinking ‘why TRDP Retail Insights I am writing this on Saturday 19th. doesn’t this silly person come to our @TRDPInsights It is V Festival this weekend at Weston gate with something edible?’. If I had Park so Staford Station is a very one of those modern phones I would A brilliant last busy place. Hundreds of people are take a photo of it because it really is Boot Fair of the pouring of the trains, loaded up with so cute. season! Over £1,750 sleeping bags, tents and, of course, the It was rather sad this morning has been raised compulsory alcohol. We have had a reading about the death of Sir Bruce by these events lot of rain in the last few days so there Forsyth. What a brilliant entertainer throughout the year should be plenty of mud for them all he was. There are a few of today’s so- to play in. called stars who could learn a thing or for local charities & Sometimes, something new comes two from him. God Bless him and may good causes. along I find quite amusing. At the he rest in peace. Jempson’s @jempsonsstores 24 1 September 2017 RN WINTER ICE CREAM The inside scoop

Ice cream sales don’t stop when summer finishes. Here, three savvy retailers with very different stores tell Joe Cooper how they use tubs, multipacks and even in- store self-serve machines to make this Local ice cream is popular all year category a year-round bestseller round in Carole Birnie’s store The local village store Carole Birnie Stocking a good range of premium, cream and puddings section is filled local ice creams alongside cheaper with £1 one litre tubs of vanilla ranges for families ensures ice Lyons Maid and a selection of Cost- cream remains a profitable category cutter’s Independent range. “This is in Corfe Castle Village Stores in the stuf parents pick up to treat the Dorset during winter. whole family,” Carole says. This is “Purbeck Ice Cream is produced When lollies in the impulse five miles up the road. It is well- freezer have sold through, Carole the stuff known locally, so it’s popular all has the chance to push smaller tubs parents pick year round,” says owner Carole of Purbeck, which are also popular Birnie. “It competes with and with tourists wanting to sample up to treat outsells Ben & Jerry’s. We sell 500ml local produce. A mix of big brands and own tubs for £5.50. We’re not particularly “We’ll put the little 125ml tubs the whole labels allows Corfe Castle brand loyal – Ben & Jerry’s does well that come with family Village Stores to cater for on ofer but we’ll take Häagen Dazs a spoon in families and tourists if that’s on a deal there. They Carole’s too. As long taste great winter as we’ve got a and it’s bestsellers brand name it also good l Local ice cream tubs doesn’t matter to be which we support- l Premium tubs l stock.” ing a local £1 value and own The rest of product,” label tubs Carole’s ice she says. RN 1 September 2017 25

The student hub SIX ICE CREAMS TO STOCK Meten Lakhani THIS WINTER With a residential area, ofces, a yoghurt have been tried but the hotel and university halls housing numbers didn’t add up. “When you Simply Ice Cream 1,000 students, demand for Meten get ice cream right, the margins are New this winter is Simply Ice Cream’s Lakhani’s ice cream range is still fabulous,” Meten says. “In winter, Toffee Apple flavour. It is made with huge during winter. we still make margins of 30% or up real apple pieces, toffee sauce and Students like a wide range of the to 40% when the ofers are on.” crunchy honeycomb pieces, which latest flavours and competitive pric- Variety in the range of tubs and are combined with autumnal spices. es, and his St Mary’s Supermarket multipacks in stock is also key, All flavours are handmade in small store in Southampton caters for both. whether it is boxes of Fab lollies, tubs batches. The caramelised apple fla- “At the back of the shop we’ve got of Flake, Oreo or Daim ice cream, and vour, which also works for Hallow- two jumbo freezers for take-home ice the latest Magnum tubs. Meten lets een, has an RRP of £5.99 for a tub. cream,” says Meten. the bigger brands run out through Solid student favourite Ben & winter, leaving Ben & Jerry’s Jerry’s is kept at £3.99, he adds. space for bud- Featuring a layer of spoonable top- “We make sure to stock up on this get impulse Meten’s ping, Ben & Jerry’s Topped is designed whenever Booker has it on ofer so it buys from winter to add a new layer to the brand’s never runs out. Otherwise, we’ll go the Euro- bestsellers portfolio. It comes in Salted Caramel out and hunt for it.” Shopper Brownie, Chocolate Caramel Cookie l Newer ideas such as frozen range. Own label tubs Dough and Strawberry swirled vari- l Multipacks ants, with the packaging designed to l Premium tubs give customers a preview. The Topped on offer range has an RRP of £5.49. Magnum tubs Magnum’s tub format is billed as the ultimate Magnum chocolate and ice cream experience. Tubs contain ice cream with shards of Magnum chocolate, encased in a chocolate shell and topped with a chocolate disc. Available in the brand’s three most Meten Lakhani makes popular variants, classic, almond and 30%-40% margins white, the 440ml tubs have an RRP on his tubs and of £3.85. multipacks Cadbury tubs Cadbury Dairy Milk Big Taste Toffee Whole Nut 480ml tubs, a mix of toffee and chocolate ice cream, toffee sauce, whole roasted hazelnuts and chocolate pieces, are designed to cater for shoppers looking for desserts or treats for nights at home. The suburban store Oreo Sandwich Mo Razzaq According to Charlotte Hambling, Value options are vital for families one as an investment.” head of UK marketing at Froneri, on a budget shopping at Mo Raz- Sales have been split 50-50 betw- Oreo Sandwich ice creams can work zaq’s Family Shopper in Blantyre in een ice cream and frozen yoghurt. just as well in winter as in summer. Glasgow, but he is testing a new idea Each sells for £2 a serve, making Mo “They’re very much an eat-now treat he hopes will help to keep ice cream an 80p profit. requiring no cutlery or bowls and sales buoyant over winter – an ice Elsewhere, a combination of also work perfectly for winter nights cream and frozen yoghurt machine. Happy Shopper’s value range and where groups of friends get togeth- “We were attracted by the fact multipacks of Lyons Maid provide er,” she says. there’s no wastage,” says Mo. “We’re good value for families. They are in- testing it because we think there’s cluded in a three for £5 deal on pizza, Kelly’s of Cornwall a big market for it. Ice cream is a chips and ice cream, which boosts The latest addition to the Kelly’s year-round des- link sales. range is a creme brulee 950ml tub, sert. Custom- Customers still want branded containing clotted cream vanilla ice Mo’s ers seem to goods, however, and Mo sells Ben & cream swirled and topped with cara- winter love the Jerry’s at £3.49 all year round as part mel sauce and crunchy brown sugar. machine of his everyday low prices guarantee. “The high quality and unique Cornish bestsellers so there’s a “We also stock Häagen Dazs multi- ingredients mean the range is perfect l Self-serve ice cream possibility packs, which we thought might be for serving at family gatherings and and yogurt of getting too expensive but are selling well with hot desserts throughout the l Own label tubs a bigger, because people want to treat them- winter,” says Charlotte Hambling. l l Multipacks self-cleaning selves,” Mo adds. 28 1 September 2017 RN BAKERY EQUIPMENT Country Choice Hannah Morter, marketing executive at Country Choice, outlines options for stores of all sizes

What in-store bakery solutions do you oﬀer independent retailers? Everything from entry-level bakery concepts consisting of a compact four-tray oven and four wicker display baskets to a modular bakery system that can ‘grow’ with the store. We also ofer gondola and tower bakery units, with all the necessary labelling and PoS material.

How much does it cost? Equipment can be purchased outright for between £1,250-£2,300, or ofered dependent on minimum spend. For an entry-level compact oven it is £500 per month, and £700 per month for To earn larger units. What support do you give retailers? We work with them to identify the most appropriate range, a crust where best to merchandise it and also provide training and The combination of great quality products marketing support. and a freshly baked offering is irresistible to SALES TIP: GET YOUR shoppers in independent stores, says Aryzta DISPLAYS RIGHT Food Solutions. As retailers report booming Up to a third of bakery sales can be from impulse units in bakery sales, Joe Cooper quizzes two key areas, so the front bakery companies about the in-store equipment stand should, where possible, be supported by ﬂoor units for available for c-stores impulse confectionery, prefer- ably placed by a cofee machine to create a destination.

Jerry Tweney Tweney Budgens, Gloucestershire

As a relatively small store – heat up and the products take we’re 1,600sq ft – Country eight to 15 minutes to cook, so Choice was the ideal option. we’ve got the whole process We chose a four-drawer oven down to under an hour. and bake three times a day. In We get great support and the morning, we make croissants training from Country Choice. and French sticks, at midday Everything is ordered online and we have sausage rolls and steak comes with packaging. bakes, then we make pizzas from It’s become very proﬁtable for the French sticks for kids who us as we’re now established as come in after school. a place come for a coﬀee and a The oven takes 15 minutes to pastry or a breakfast bap.

HOW TO CHOOSE THE RIGHT EQUIPMENT 1. Start with a small model – it can be added to later 2. Depending on the model, you may need to adapt your power supply 3. Consider ﬁtting extra impulse units around your store 4. Add theatre and PoS to show oﬀ what your equipment can do RN 1 September 2017 29 BAKERY EQUIPMENT

NEW AND enhanced MARTELL VS SINGLE DISTILLERY

Aryzta Food Solutions Vincent Brook, UK retail commercial manager, explains how his company supplies and works with independent stores

What in-store bakery solutions do you oﬀer independent retailers? We ofer ovens to suit all store sizes. The 22kg entry model isn’t much bigger than a microwave and the ovens can be taken on loan, subject to retailers being able to meet agreed sales targets. They can also be purchased or leased, with terms linked to trading levels. Oven stands, baking trays, mats and accessories are also provided.

How much does it cost? Prices start from £800 for the smallest oven available. Various loan packages are available and retailers should contact Aryzta and speak to a retail concept specialist to ﬁnd out more.

What support do you give retailers? We work closely with retailers to identify which products are best suited to their shoppers. We also train staf operating the equipment, knowing that by ofering freshly baked lines at their very best, shops will attract new customers and increase proﬁts.

SALES TIP: BAKE LITTLE AND OFTEN This helps keep wastage to a minimum as retailers only bake what they need rather than a huge amount at the start of the day. It also meets consumers’ needs as one of their key demands is for there always to be ‘fresh’ products.

Vip Measuria One Stop, working with The Prior Way, Derby

We’ve had an in-store bakery We ﬁre up the oven one to four CASES from Cuisine de France for three times a day, depending on school years. We began with one display term times. predicted growTH CONSUMERS unit near the till selling fresh We’re thinking about expanding OF cognac PREFER THE ** breads and pastries, then added the range to get more proﬁt from category* NEW BOTTLE one for doughnuts. the bakery now – we’ve had good We chose a three-shelf oven, momentum and sales, but we which was supplied free of want to take it to the next step. charge, and had it installed in We’re working with Cuisine our stockroom, so the only cost de France to see if we can add MARTELL.COM

was a small freezer to store the more in-store theatre to drive *WSR Global Cognac Insights 2016 - Predicted growth by 2021 ENJOY MARTELL RESPONSIBLY products. sales too. l **Headroom Analytics Research 2016 30 1 September 2017 RN TEST THE T LS RETAILER Q&A Delicious Display Mondelez International has a portfolio of power brands, extensive market insight and strong category knowledge. Find dedicated category advice to help you drive your sales at www.deliciousdisplay.co.uk

Andy Malik Gawsworth Store Didsbury, Greater Manchester How easy was the website to use? The site was colourful and easy to navigate. It had a clear toolbar to direct you to the different categories and large buttons to shortcut through to different areas of the site like the profit calculator and planograms. The site was full of information and I spent about an hour reviewing the content.

What did you learn from it? As an established retailer, it conﬁrmed the approach I take in my store. The bestsellers section was particularly useful and the news banners were good for highlighting new products and advertising. I think this site would be a useful tool for newcomers or retailers who want to improve their in-store oﬀering and sales and refer back to top tips, category advice and planograms.

What will you do next to implement Susan what you learned? Five reasons deliciousdisplay.co.uk I’ll share this with my staﬀ, especially Nash new employees, as it will help educate Trade communications will help you grow your sales manager, Mondelez them on key advice for increasing sales, including what our customers are looking for, new products and ideas for displays. 1 2 3 4 5

Category Display advice, Brand and Market data Bespoke by category including product news, on category planograms advice on download and consumer bestsellers to for all sectors confectionery, printable PoS marketing help retailers in diferent biscuits, shopping lists activity, pro- stock the right sizes to suit snacks, cheese, to help drive motions and products in all store hot drinks. sales. TV campaigns. store. spaces.

RN 1 September 2017 33 THIS WEEK IN MAGAZINES Round up

Jennifer Hardwick Magazines reporter [email protected] @Jenniferh_RN TITLES WHICH SET THE TILLS RINGING Which magazines put the most money in your till? Depending on your location and its demographic, the bestsellers around the country will vary a great deal. But there is also great variance in the profits on ofer from a lot of the most popular titles, as our analysis of the latest ABC figures shows. Radio Times still has by far the highest annual RSV of any title in our top 100 – £44.2m – almost twice that of its nearest com- petitor What’s on TV, which generates £26.5m. Meanwhile, Condé Nast might have slowed the rate of decline in sales of Glamour with its Here we glow! price cut – the title was down 20.9% year on year in August 2016, compared to 6.8% this year – but its annual RSV has fallen by more than 40%, down from to £4.3m to £2.5m. A KIND OF MAGIKI FROM Speaking of money in the till, it’s back-to- school season and a lot of new hobby titles and magazines for children and teenagers NEW PONY COLLECTION are launching in the UK. However, over in Spain, the publisher of global afairs magazine DeAgostini’s brand has generated more than £3.5m RSV since 2015. Monocle has taken a punt on a new summer sales opportunity. It launched a newspaper to Now they’re saddling up with a series which will be a sales winner accompany the magazine, the Monocle Summer Weekly, with four issues throughout August SINCE THE Magiki brand was first launched being sold in airports and resorts as well as on in the UK in January 2015, more than 1.4 newsstands. million units have been sold and an RSV in No sales figures have been released as yet, excess of £3.5m has been generated, accord- L AUNCH but the investment made by the publisher on ing to manufacturer DeAgostini. Following a brand new printed product is encouraging. the successful launch of Magiki Mermaids in DISNEY PRINCESS Speaking about the launch, Monocle editor-in- HEART OF A PRINCESS April 2016, the next collection, Magiki Ponies, chief Tyler Brûlé told the BBC’s Today pro- On sale 31 August is about to be released. It is made up of 12 differ- gramme: “Our heritage at Monocle is a maga- Frequency one shot ent ponies, which change colour and glow in zine, but we decided there was space in August Price £2.99 the dark when exposed to sunlight or heat. to reach readers across the Mediterranean in Distributor Marketforce All the ponies in the series also come with their loungers, in a weekly format.” a collectable leaflet describing their specific Display with Disney Princess Trading Essentially, the strategy is to appeal to readers characters. Aimed at girls aged between four Card Game, Beauty who are trying to switch of for summer but and 11, each pack will be blind-sealed in a foil & the Beast Sticker don’t want to totally lose track of what’s going bag to encourage multi-purchase. Collection on in the world. Hopefully, magazine readers in your area feel the same way.

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L PANINI FIFA 365 AUNCH ADRENALYN XL 2018 On sale out now Panini has launched an all new Panini FIFA 365 Frequency annual Adrenalyn XL Trading Card Collection for 2018. The Price £5.99/£1 collection features a selection of the world’s best Distributor Marketforce Display with Road to teams and clubs including Europe, the Americas 2018 FIFA World Cup and Asia. More players than ever before are fea- Russia tured, including special cards to celebrate the top world stars. There are 459 cards in the collection, with lots of foil and transparent versions. Starter packs are £5.99, with smaller packs costing £1.

S F U T R T P N TES EE GIF PLEME Back to school is a key time for sales of Tes, the On sale 8 September magazine for teachers aimed at supporting the Frequency weekly profession. The title is designed to help educators Price £3.50 ﬁnd the tools and technology they need to excel, Distributor Seymour supporting them throughout their careers and Display with First News, professional development. The 8 September issue New Scientist will carry the popular New Teachers supplement. Bestsellers

F S L R T Cookery PECI A EE GIF Title On sale In date stock THE On sale 30 August Times Higher Education (THE) has been designed Frequency monthly 1 BBC Good Food 28/09 for professionals working in higher education and Price £3.99 research. Included with the 7 September issue Distributor Frontline 2 Delicious 30/09 will be the World University Rankings 2018, the Display with New 3 Healthy Diet 28/09 only global university performance tables to judge Scientist, New Statesman, Economist 4 TAB My Favourite Recipes 21/09 world class universities across teaching research, knowledge transfer and international outlook. 5 Eat In n/a

6 Easy Cook 07/09 LA H 7 Olive 05/09 JOURNEY TO STAR WARS: UNC 8 Food to Love 07/09 THE LAST JEDI On sale out now Frequency one shot 9 BBC Home Cooking Series n/a Topps has launched a new Star Wars trading card collection, with the next instalment scheduled for Price £4.99/£1 10 Food & Travel 06/10 cinematic release in December. Starter packs will Distributor direct 11 Vegan Living 28/09 cost £4.99, including a binder, poster and one packet Display with Star Wars Universe Stickers 12 Decanter 06/09 of cards. Individual packets will then be sold at £1. 13 Vegan Food & Living 21/09 14 Cakes and Sugarcraft n/a THE RUGBY PAPER S P AL 15 Food Heaven 07/09 The Rugby Paper covers Rugby Union from nation- ECI al teams and Aviva Premiership and Guinness Pro 16 Healthy Food Guide 30/09 On sale 3 September 14 down to grass roots. The Rugby Paper features Frequency weekly 17 Jamie Magazine 04/10 famous former players as columnists including Price £1.80 18 Make it Healthy n/a Jeremy Guscott and Jef Probyn. With more than Distributor Mail 60 match reports, round-ups from all 22 county 19 Free-From Heaven 28/09 Newspapers leagues and results for more than 500 matches, Display with national 20 Cake Decoration & Sugarcraft 28/09 each issue has every rugby union fan covered. newspapers Data from independent stores supplied by

WE WANT YOUR Which titles fly off your shelves? Have INSPIRATIONAL IDEAS! you grown your sales GET IN TOUCH with your news and mags with a great display

success stories for a chance to feature or promotion?

Call 020 7689 3350 or email [email protected] RN 1 September 2017 35 THIS WEEK IN MAGAZINES

L HERITAGE TRACTOR AUNCH Industry Heritage Tractor is the new quarterly from Sundial On sale 8 September Magazines, the publisher of Classic Tractor. The Frequency quarterly viewpoint publication is designed to complement Classic Price £4.60 Tractor, which covers all aspects of the more Distributor Seymour Anne Guillot Display with Classic Marketing & circulation executive, recent farm machinery scene – 1965 onwards. GMC Publications Heritage Tractor will contain a wide range of old- Tractor, Tractor & time farm machinery topics, model and company Machinery, Old Glory profiles, guidance on buying and using vintage tractors and coverage of vintage events, as well as models, memorabilia and other collectables. his year is undeniably the year of mindfulness, with new services and L KNIT & STITCH CREATIVE AUNCH products emerging, and new maga- Partworks and collections publisher Eaglemoss On sale out now zines covering this now-popular is launching a collection alongside an exclusive Frequency weekly subject. But it’s not a passing craze; Price 99p, part 2 £2.50, Tmindfulness is here to stay and there are range of CreaCrafts yarn. The Knit & Stitch Cre- then £4.99 many opportunities still to be exploited. If you ative collection gives readers step-by-step guidance to create a textured throw and matching Distributor Seymour think about it, this global movement started a cushions, plus many other projects for home Display with Love few years ago with the art therapy and colour- Patchwork & Quilting, ing trend. items. Every issue will come with two textured Love Crochet CreaCrafts yarns in a range of colours. GMC Publications was the first publisher to enter this lucrative market in the UK, launching the successful Zen Colouring in spring 2015. From here, it was a natural step to tap O AIRFORCES OF THE WORLD N T The first edition of AirForces of the World, a new E SHO into mindfulness and we launched Breathe in summer 2016 – now regarded as the original series of air power reviews from the makers of Air- On sale 7 September mindfulness magazine. So, what’s next? Forces Monthly and AirForces Intelligence, brings Frequency one shot coverage of Western Europe. From the largest to Price £5.99 Actually, the question is: the smallest, the region’s air forces are detailed in Distributor Seymour who’s next? Based on full in this 100-page publication, with extensive Display with AirForces readers’ feedback and Top tip orders of battle for every flying unit. Correspon- Monthly, AirForces extensive research, Display Teen Breathe with dents also profile a select group of air forces and Intelligence GMC has noticed a children’s magazines or missions, taking an in-depth look at individual younger generation women’s interest titles aircraft types and units. that is interested – it is not only aimed at in mindfulness but teenagers but also at their S is being ignored. PE AL older female relatives. DOCTOR WHO MAGAZINE CI Look at the range of titles on ofer to them Panini has launched a special issue of Doctor Who On sale out now and you’ll see mostly Magazine all about the new Doctor, Jodie Whittaker, Frequency 13 a year Price £5.99 fashion and celebrity gossip including an exclusive interview. Other features Distributor Marketforce magazines. But teenagers, who represent a large include unseen photos and designs from prosthetic Display with Radio Times, customer group, need to be considered, heard and animatronics workshop Millennium FX, as well SFX and inspired. They feel no one has been address- as a look back at 1984 classic episode The Aztecs. ing their issues – until Teen Breathe, that is. The team behind Breathe is excited to announce the launch of the first wellbeing maga- STUFF S PECI AL zine for teenagers ‘for a happier, healthier, Stuf’s latest issue contains a full feature on more fulfilled life’. It has been designed to Lego’s new robot, alongside information on all On sale 7 September soothe teenagers’ anxiety with positive psy- the best robots on the market at the moment. Frequency monthly chology and creativity for wellbeing, so it is Elsewhere, there is the grand reveal of Samsung’s Price £4.99 perfectly targeted at its audience. Galaxy Note 7 and Apple’s latest iMac goes head to Distributor Frontline As back-to-school time can be stressful for head with Microsoft’s Surface Studio. Distributor Display with Wired, PC Gamer many kids, GMC took the strategic decision Frontline is predicting a 25% sales increase com- to wait until now to disclose the magazine. pared to the most recent issue. Thinking ahead is key in this industry – as is timing. 36 1 September 2017 RN

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

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Amercom UK Hachette Panini Topps Ships of War 24 40 11.99 Art of Crochet 106 120 2.99 Cars 3 sticker collection 2.99 0.60 Disney Princess Art of Cross Stitch 36 90 2.99 Fantastic Beasts and Where to Trading Card Game 4.99 1.00 DeAgostini Art of Knitting 37 90 2.99 Find Them Sticker Collection 2.99 0.50 Despicable Me 3 Stickers 2.99 1.00 Build the Ford Mustang 87 100 8.99 Art of Quilting 88 90 3.99 FIFA 365 Trading Cards 4.99 1.00 Despicable Me 3 Build your own R2-D2 35 100 8.99 Art Therapy 129 120 2.99 Football 2017 collection 2.99 0.50 Trading Cards 4.99 1.00 Enhancing your mind, body, spirit 35 120 3.99 Art Therapy 50 Mindful Patterns 24 80 4.99 Guardians of Match Attax 2016/17 4.99 1.00 My Animal Farm 30 60 5.99 Assassins Creed: the the Galaxy volume 2 2.99 0.50 Match Attax Extra 16/17 4.99 1.00 Jazz at 33 and third RPM 43 70 14.99 official collection 15 80 9.99 Invizimals Trading Cards 3.99 1.00 Marvel Missions 4.99 1.00 Simply Stylish Knitting 88 90 3.99 Dr Who Complete History 53 80 9.99 Paw Patrol ‘A Year of Num Noms sticker cll’n 2.99 0.50 Star Wars Helmet Coll’n 44 60 9.99 Draw The Marvel Way 44 100 4.99 Adventures’ Stickers 2.99 0.50 Shopkins Trading Cards 4.99 1.00 The Beatles Vinyl Collection 14 23 9.99 Judge Dredd Mega Collection 69 80 9.99 Road to 2018 Fifa World Premier League Cup Russia 4.99 1.00 Zippo Collection 52 60 19.99 Marvel’s Mightiest Heroes 97 100 9.99 Sticker collection 1.99 0.50 Transformers GN Collection 19 80 9.99 Road to 2018 Fifa World Star Wars Universe Stickers 2.99 0.50 Eaglemoss Warhammer 27 80 9.99 Cup Russia stickers 2.99 0.60 Star Wars Force Attax 4.99 1.00 UEFA Women’s Euro DC Comics Graphic Novel 54 100 9.99 Trolls Trading Card Game 4.99 1.00 2017 Stickers 2.99 0.60 Disney Animal World 80 100 5.99 RBA Collectables Trolls Sticker Collection 2.99 0.50 Beauty & the Beast Game of Thrones 39 60 8.99 Real Life Bugs & Insects 54 60 0.99 WWE Ultimate Sticker 2.99 0.50 Sticker Collection 2.99 0.50 Marvel Fact Files 233 250 3.99 Panini DeAgostini Military Watches 93 100 9.99 Magic Box My Little Pony F1 Collection 37 60 9.99 Magiki Mermaids 2.50 Zomlings Series 6 0.50 Colouring Adventures 26 80 3.99 Magiki Ponies 2.50 Star Monsters 1.00 Star Trek Ships 106 130 10.99 Frogs & Co 1.99

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Daily newspapers price/margin pence/margin % Saturday newspapers Sunday newspapers Sun 50p 11.15p 22.3% Sun 70p 14.98p 21.4% Sun £1.10 23.1p 21% Mirror 70p 14.98p 21.4% Mirror £1.10 22.6p 20.6% Sunday Mirror £1.50 31.5p 21% Mirror (Scotland) 75p 16.05p 21.4% Mirror (Scotland) £1.10 22.6p 20.6% People £1.50 31.5p 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 35.7p 21% Express 55p 13.31p 24.2% Express 80p 17.152p 21.44% Sunday Mail £1.70 35.7p 21% Express (Scotland) 50p 12.10p 24.2% Express (Scotland) 80p 18p 22.5% Sunday Telegraph £2 45.5p 22.75% Telegraph £1.60 34.4p 21.5% Telegraph £2 48p 24% Sunday Times £2.50 52.5p 21% Times £1.60 34.4p 21.5% Times £1.70 39.95p 21.5% Observer £3 73.5p 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 60p 13.2p 22% i Saturday 80p 17.2p 21.5% Sunday Herald (Scotland) £1.70 35.7p 21% i (N. Ireland) 60p 13.2p 22% i (N. Ireland) 80p 17.2p 21.5% 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%

Weight Watchers 26-2717-18 DecemberAugust Scale of third-party advertising insert payments Total Supplements Ad inserts Number of Heaviest Insert Original Mail Mirror News Express Guardian Telegraph weight weight weight Inserts ad insert weight scheme UK Sunday Times 840g965g 490g345g 60g75g 3 50g45g Cumulative? no yes no no no no no DailyTelegraph Telegraph 780g760g 130g510g 0g5g 0 1 0g5g 0-69g n/a n/a n/a n/a n/a n/a n/a ObserverMail 680g575g 130g225g 115g10g 5 1 10g45g 70-100g 1.5p 2.5p 2.57p 2.7p 2.93p 2.75p 2.93p SunMail on Sunday 680g565g 250g220g 100g50g 5 1 50g35g 101-200g 2p 3p 3.36p 3.3p 3.65p 3.35p 3.65p 201-300g 4p 5p 6.09p 5.5p 6.26p 5.75p 6.26p DailyTimes Mail 665g515g 440g135g 75g5g 3 1 35g5g 301-400g 5p 7p 7.43p 6.7p 7.06p 7p 7.06p MailGuardian on Sunday 405g630g 395g255g 20g10g 21 10g 401-500g * 7.5p * * * * * GuardianSun 370g565g 350g210g 20g55g 4 2 10g45g Over 500g * 8p * * * * * TheSunday Times Telegraph 520g– 290g – 0 – – * – * * By negotiation Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. Associated Newspapers =2p. Express Newspapers =2p. Telegraph Group =2p. Per copy supplied Independent News & Media =2p. Financial Times =2p. Mirror Group Newspapers =2p