Making magazines special Creating a destination store for news and mags STORE LOOKBOOK Page 6 »

RETAIL NEWS THAT MATTERS ● £2.40 ● 20.01.2017 Are you ready for

The c-store lounge bar change? Dan Cock on adding a café and bar ● 11 questions to ask before adapting, to his Devon Premier store innovating or expanding your business ● Four inspirational case studies Page 24 »

The food to go specialist Keith Fernie from David’s Kitchen on creating a hot food-focused business

INNOVATION BREXIT COMPENSATION Meal deals 20% price Roadworks spark £3k rises on cost me food to cards for £5k a week go boost shoppers NFRN to launch Vol 128 No 03 campaign as Spar Budgens retailer We can’t keep FOR TRADE USE ONLY David Knight shares absorbing higher 03 retailer Kevin Hunt his success story wholesale costs, say reports huge sales Page 12 » retailers Page 5 » drop Page 4 » 2 20 January 2017 RN CONTENTS Shaping the future of independent retail since 1889 12 Reasons to invest in Editor Associate editor News editor protein Chris Gamm Chris Rolfe Gurpreet Samrai @ChrisGammRN @ChrisRolfeRN @GurpreetS_RN products 020 7689 3378 020 7689 3362 020 7689 3386

Page 30 Features editor Reporter Reporter Tom Gockelen-Kozlowski Charlie Faulkner Dave Songer @TomGK_RN @CharlieFaulkRN @DaveSongerRN 020 7689 3361 020 7689 3357 020 7689 3358

Reporter Head of production Senior designer Jennifer Hardwick Darren Rackham Anne-Claire Pickard @JenniferH_RN @DarrenRackhamRN 020 7689 3391 020 7689 3350 020 7689 3373 “Recruitment is costly, but having the right staff really takes Designer Account managers Marketing executive Emma Langschied Marta Dziok-Kaczynska Keelan Farley 020 7689 3380 020 7689 3354 020 7689 3356 the pressure off you.” Production Erin Swanson Financial controller Ramesh Shingadia on how to coordinator 020 7689 3372 Parin Gohil Billy Allen Nathan Gray 020 7689 3375 run effective job interviews Page 21 020 7689 3368 020 7689 3363 Managing director Director of sales Marketing manager Nick Shanagher Mike Baillie Tom Mulready 07966 530 001 020 7689 3367 020 7689 3352 HEADLINES OPINION Account director Marketing executive Will Hoad Tom Thorn 020 7689 3370 020 7689 3384 4 BREAKING NEWS 18 YOUR NEWS Tackling roadworks nightmare Meal deals add £3,000 to David Knight’s weekly food to go sales

If you do not receive your copy of RN please contact Tom Thorn 6 STORE LOOKBOOK on 020 7689 3384 or email [email protected] Nainesh Shah’s Belgravia 20 YOUR REGION Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper magazine emporium Report from the east midlands Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT Audit Bureau of Circulations 10 SYMBOL NEWS 22 YOUR VIEWS July 2015 to June 2016 average net circulation per issue 13,316 Landmark to boost core sales No help from Camelot after burglary Annual Subscription 11 UK 1 year £150 Europe £302 NEWS & MAGS 2 years £237 Rest of world £354 Foreign newspaper opportunity 3 years £333 To subscribe contact 01737 457236 12 PRODUCT TRENDS What’s New Skittles and Starburst news Newtrade vegan 11 Angel Gate, City Road, London EC1V 2SD 13 BRAND SNAPSHOT special Tel 020 7689 0600 Updates on nine big brands email [email protected]

RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is 14 WHAT’S NEW? wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, comments and reviews included are Vegan products in focus not necessarily those of the Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from Retail Newsagent may only be 16 PRICEWATCH undertaken with the prior written agreement of the Editor. Contributions are welcomed and are included in part or whole at the sole discretion of the editor. Benchmark your Newtrade Publishing accepts no responsibility for submitted material. Every chocolate prices Page 14 possible care is taken to ensure the accuracy of information. For trade use only RN 20 January 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 12 TO RN to have your say on the latest news help you grow your sales tel 020 7689 0600 extensive galleries and news WELCOME

Checking an idea is right for your business is vital before investing your time and money

WE SELL 60 FOREIGN very week RN is full of ideas to inspire NEWSPAPERS you and new opportunities to copy to A DAY develop your own business. EThere are lots of great examples in this is- Page 6 sue. You tell us you love learning from other retailers, so we’ve gone to some very different stores for inspiration. Editor Budgens retailer David Knight shares how INSIGHT Chris Gamm he grew his weekly turnover by £3,000 by @ChrisGammRN adding new gourmet lines and a meal deal 21 ADVICE CENTRE 020 7689 3378 to his food to go offer. Meanwhile, news spe- How to run effective job inter- cialist Nainesh Shah shows how to make views, with Ramesh Shingadia your store a destination for news and maga- from Londis Southwater zines and build a business around these categories. 24 PREPARING FOR CHANGE The number of UK vegans has tripled in the past decade 11 questions to ask to make and veganism is being heavily touted to be the next big sure you are making the right trend. So, this week’s What’s New comes from the Vegan Life investment for your business show, featuring 11 new products for your store. However, it is vital to check an idea or area of innovation is 29 PROTEIN PRODUCTS 12 reasons to invest in right for your business before investing your time and money this growing category in a new project. For this week’s special report, RN investi- gates the 11 questions you should consider before adapting, 32 COLUMNIST innovating or expanding your business. Doug Love from It includes ideas for experts to partner with and tips for Trading Standards on ‘For my money, plain getting staff, customer and local stakeholder buy-in to make complying with new your project a success. It also features four case studies for legislation packs will help in the fight against how completely different businesses – from a local newsagent 42 THIS WEEK IN to a c-store-cum-takeaway – are innovating for the future. MAGAZINES the illicit trade’ What are you developing in your own store? Try this model New Madonna one Doug Love from to help shape your own plans. And let us know how you get shot and 10 other Trading Standards on so we can share the results with our readers. opportunities Page 32 4 20 January 2017 RN BREAKING NEWS BAT takes over rival to top list British American Tobacco (BAT) has become the big- gest listed tobacco firm following its $49.4bn (£40bn) deal to take over US rival Reynolds. BAT will acquire the re- maining 57.8% of Reynolds Businesses ‘taken to the brink’ by roadworks Retailer’s £55,000 loss since November it does not already own, which will see the uniting of big name brands includ- ing Lucky Strike, Roth- NFRN campaigns to win mans, Dunhill and Camel cigarettes. Nicandro Durante, BAT’s chief executive, said: “It roadworks compensation will create a stronger, global tobacco and new generation by Gurpreet Samrai levels of compensation are products business with di- [email protected] provided to those afected, rect access for our products utility companies and across the most attractive The NFRN has pledged to highways authorities will markets in the world.” fight for compensation for focus on getting any work retailers losing thousands completed more quickly. All of pounds in sales due to too often roads and pave- Trinity in disruption caused by “never ments are dug up weeks ending” roadworks. before any work actually N&S talks It will launch a campaign begins,” he said. Trinity Mirror has con- calling for a change in “We will be calling for a firmed it is in talks with policy at its parliamentary change in policy to ensure Northern & Shell about a reception on 21 February, local businesses directly potential tie-up deal. after gaining the support of impacted by road or utility The two companies held 12 MPs. maintenance get a propor- talks about a possible deal The federation told RN tionate business rate refund two years ago, which came the process for claiming or are adequately compen- to nothing. compensation from util- sated by utilities or county In a statement, Daily ity companies can be very councils, depending on the Kevin Hunt (inset) has lost £55,000 in takings since Mirror publisher Trinity complicated with retailers nature of the works.” roadworks near his store started in November Mirror said it is “at an “whose businesses can be The news comes as Spar early stage of discussions taken to the brink” often retailer Kevin Hunt told due to finish on 23 Decem- down,” he said. towards taking a minority asked to fill in hundreds RN ongoing roadworks ber but have overrun, with “If the contractors were interest in a new company of pages. NFRN chief blocking of a main route to the road now expected to made to compensate, comprising certain North- executive Paul Baxter said one of his stores in Euxton, remain closed until the end they probably would have ern & Shell’s assets”. the federation had recently Lancashire, has cost the of the month. done the entire works in “No ofer has been made helped two retailers whose business more than £55,000 “We’ve lost £5,000 a three weeks, but because and there is no certainty businesses sufered losses in sales since the roadworks week in sales. If it ends up there’s no penalties, there’s that any agreement will be get compensation. began in November. going on for another three no incentive to open any reached,” it added. “By ensuring that proper He says the works were weeks we will be £70,000 quicker.” Agreement PM’s Brexit plans don’t calm retailer nerves on plastic Retailers are set for further unlikely the prime minis- secretary, said: “With tious Free Trade Agree- Leading brands including uncertainty and likely ter will secure a deal with 28% of goods on high ment” which will undergo Coca-Cola and Unilever price hikes after Theresa terms as strong or as good street shelves coming a parliamentary vote on have reportedly agreed to May’s announcement that as the UK currently enjoys. from the EU it is vital, for terms. ensure the plastic they use Britain will leave the “Our retailers are both small retailers and “I want Britain to be is easily recyclable, reusable single market on Tuesday. already in panic mode. It’s consumers, the UK avoids able to negotiate its own or compostable. Ibrahim Yucesoy, from likely they’re going to see tarifs or trade barriers trade agreements,” said The brands aim to raise Dimark Garden Foods, their sales drop because which would lead to price Mrs May. the amount of plastic which imports products none of us can absorb the increases.” “But I also want tarif- packaging that is recycled from Europe, told RN this extra costs,” he said. The prime minister free trade with Europe and from the current 14% to 70% is a worrying time for the Meanwhile, Chuka said the government will cross-border trade to be as by 2025. industry. He believes it is Umma, shadow business “pursue a bold and ambi- frictionless as possible.” RN 20 January 2017 5

Continuing to absorb Brexit costs would be ‘financial suicide’ Retailers express concerns Imperial joins NFRN for illicit Indies say 20% price hikes trade fight Imperial Tobacco has joined forces with the NFRN as it needed to meet Brexit cost intensifies its crackdown on the illicit tobacco market. by Dave Songer nounced this week infla- in Ballymena, Northern was for fruit. “After Brexit, Fifty thousand ‘Suspect it? [email protected] tion rose by 0.4% to 1.6% in Ireland, said he had been prices of soft fruit leapt up Report it!’ campaign packs the six months leading to absorbing higher prices, almost overnight by 15% to are set to be distributed to Independent retailers have December, its highest in especially in the case of 20%,” he said. retailers across the UK this warned that stores absorb- two years. soft drinks, to compete He added he is trying month. ing price rises is no longer Abdul Arain, of Al-Amin with larger stores. “to cushion the price”, but Since its launch in 2015, an option, with hikes of up Stores in Cambridge, told “I’m selling drinks with some increases will now Imperial’s anti-illicit trade to 20% set to be passed on RN he would be forced RRPs of £1.19 for £1,” he have to be passed on. team has assisted in ap- to shoppers. to raise prices by 18% to said. Meanwhile, James proximately 1,500 seizures After months of taking maintain margins. He added chocolate bar Wilkinson, of Pybus across 239 towns and cities the hit on dozens of price “It’s real-time inflation prices will rise to an 80p- Newsagents in Borough- in the UK, and has logged increases in the wake of on food prices,” he said. high soon, due to whole- bridge, said he was worried close to 1,000 intelligence the Brexit vote, retailers “Shoppers understand sale prices going up by 9p. about what will happen leads to share with police. told RN it would be “finan- why we have to do it, but Manjit Samra, of Samra over the next few months. Peter Nelson, anti-illicit cial suicide” to continue to I think the extent of the Supermarket in Smeth- “Wholesalers are still us- manager at Imperial Tobac- absorb the extra cost. price rises is shocking.” wick, which specialises ing stock from Christmas, co, said: “With the transition It comes as the Ofce Eugene Diamond, of in fresh groceries, said the so prices are likely to rise to standardised packaging of National Statistics an- Diamond Newsagents most pronounced increase before Easter,” he said. in May fast approaching, it is likely that tobacco manu- facturers, enforcement bodies and retailers alike will have to contend with an increased threat so the information packs come at a crucial time.” Petrol station sales up Sales of petrol stations hit a post-recession record in 2016 which was mainly driven by independent retailers, according to commercial agent Christie & Co. The company’s retail managing director Steve Rodell said: “The oil com- panies are now turning to the independent dealer Food to go retailers’ sales are soaring sector for growth in their A quality in-store experience “almost straight away”. left), who runs a Family number of convenience stores supply arrangements.” can increase food to go sales “We’re in a rural location Shopper with a Subway in are “missing out on a very The report states first- by up to 50%, retailers have so we have benches outside March, Peterborough, said strong consumer trend” by time business property told RN. and we profit from walkers his Subway sales account for not investing more in the buyers want to enter the Jag Aytain, of The Rural in the warmer months, but 15% of his turnover. “It works in-store experience. It comes market and existing opera- Hub (main image and bot- seating would help sales for hand-in-hand because cus- as Him! research found 49% of tors are eager to acquire tom left) – a Post Ofce & stores in town centres as tomers spend money in the shoppers would be more likely more sites. Banks are also Costcutter store – in South well – while they’re sitting store when they come in for to purchase from a conve- keen to lend to buyers in Derbyshire, who introduced in your store they’re likely a Subway and vice versa,” nience store with an area to sit the sector, and the high indoor and outdoor seating to see something else they he said. down and eat and drink in. demand and a lack of qual- last year said he saw food to want to buy,” he said. Market research group l 11 questions to ask when ity sites mean prices are go and cofee sales double Jasdev Jatana (above, top NPD told RN it has found a developing your store, p24 being pushed up. 6 20 January 2017 RN STORE LOOKBOOK

of68% Nainesh’s business comes from magazine sales

Nainesh offers a range of 3,500 magazines, and works with a printer to supply international newspapers daily

very good retailer tailors their store ist airline companies and look after Saudi to their location, but what does and Dubai ofces. We sell 50-60 titles daily that mean when you serve some of and when staf collect them, they buy a ELondon’s most exclusive businesses huge selection of magazines too.” and afuent people, such as Meryl Streep, But print titles aren’t the only items Dustin Hofman and Sylvester Stallone. guests at Belgravia’s exclusive hotels buy, Retailer For Nainesh Shah, whose 600sq ft and Nainesh has strong sales of stationery, Mayhew Newsagent store caters to A-list based around their expensive tastes. celebrities, five-star hotels, embassies, “We sell commercial stationery such as private airlines and afuent locals, it boxes and bubble wrap. If a guest has been means ofering a range of 3,500 magazines, shopping at Harrods and the hotel needs to international newspapers, stationery and ship it they buy packaging from us,” says brilliant customer service. Nainesh. “That’s around 28% of my busi- to the “There aren’t many shops like mine ness and the margins are great.” these days, so when customers see my Nainesh also serves local residents and papers and magazines they’re excited,” builders, and has likewise won their cus- says Nainesh, whose magazines, including tom with his range, services and by keep- bestsellers and £94 niche titles make up ing his tobacco, drinks and confectionery 68% of his business. “Meryl Streep came prices low. As a result, his loyal customers in the other day and stood staring at my lobbied his landlord when his lease came stars magazines – I don’t think she’d seen so up for renewal recently. many before. She spent a long time brows- “They got behind us because they want ing and bought a handful.” to make sure we stay. Amazingly, Grosve- Nainesh works with a company which nor Estates renewed the lease with no rent Nainesh Shah has earned prints more than 3,000 international increase.” the loyalty of locals and visitors newspapers the day they come out, that Still, Nainesh faces two challenges this sell for up to £13 a copy. He has built a year, but is confident this loyalty and local to London’s exclusive Belgravia, reputation for supplying whichever titles developments will help him. his customers need. An increasing number of properties by providing unique specialist “We’ve got a lot of exclusive hotels have been bought by people who only ranges and excellent customer nearby and know the concierges, so when live in them for a few months a year, and people want unusual things they ring us,” Nainesh is experiencing a 20% loss in service. Chris Rolfe reports Nainesh explains. “We also supply special- trade. And he is facing a 90% business rates RN 20 January 2017 7 I got the idea to get supplies of calling cards from 3R Telecom and to apply for a retailer discount STORE LOOKBOOK card for stamps after reading RN.” NAINESH SHAH

Nainesh’s customers are so loyal that when his lease was near expiry they lobbied his landlord to renew it

“Meryl Streep came in the other day and stood staring at my magazines – I don’t think she’d seen so many before”

INFORMATION Location Mayhew News, 15 Motcomb Street, Belgravia, London SW1X 8LB Size 600sq ft Points of difference Specialist magazines, international newspapers, business stationery Weekly turnover £22,000 » 8 20 January 2017 RN STORE LOOKBOOK

Nainesh shows off one of his specialist titles that make his store stand out − a motoring magazine that costs £94 hike which will take his bill from £22,000 to £40,000. But plans to develop the streets around the shop should bring in extra sales. “They want to pedestrianise the street outside and create a seating area behind the store. If people come here for teas, cof- fees, breakfasts and lunches, we’ll get the extra trafc,” he says. Nainesh plans to add a door at the back of the shop and plans a refit and new layout to showcase his newspapers, magazines, stationery and greetings cards. He is also considering extending his opening hours. “I expect us to get very busy if these plans go ahead, so we’ll need to recruit ex- tra staf and possibly our first manager. I’ll approach the Post Ofce too because there is definitely demand for it here.” His other big goal is to get to grips with online ordering. “I learned at the Local Shop Summit that online shopping is on the rise and I need to be a part of it. I need a website where I can link up with publishers to advertise new titles. I’m good at getting back copies of titles too so I need to advertise that. Our service makes us diferent – I need to let more people know about it.” l

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COC0826_SmartwaterRN page ad.indd 1 Sparkling Ad_A4_AW4.indd 1 04/01/201710/01/2017 16:4513:03 10 20 January 2017 RN SYMBOL NEWS Landmark has reported Blakemore strong interest in its new premium Lifestyle boosts RPS Express fascia benefits Retailers have got to be “in it to win it”, a Blakemore boss told RN, as he ann- ounced a further £500,000 investment in its Retail Partners Scheme (RPS). Neil Mercer, sales direc- tor at Blakemore Trade Partners, has revealed new plans to boost the benefits available to retail- ers through the £1.5m incentivised scheme which encourages in-store compliance. “We’re looking to re- launch a fruit and veget- able and flowers ofer in June,” said Mr Mercer. “We’re also looking at Wholesaler to roll out scheme to 400 stores in next 12 months Retailers report sales uplift wholesale prices and plan to invest between £250,000 and £500,000 in that over the next six to 12 months.” Core categories key for Currently, 360 of the 600 retailers eligible to join the scheme have signed up and those on the previous new Landmark initiative scheme have until May to by Charlie Faulkner – rather than taking on work well but at the same “We’re benefiting from switch. [email protected] whole stores. Retailers are time we’re educating our better sales and being given advice on layout, pla- retailers.” rewarded for it as well.” Landmark Wholesale will nograms and they’re also Waseem Shad, of Shop Since October, Landmark Sales on the roll out a core range cat- given specific facts about Smart in Cumbernauld, has worked with 40 retail- egory compliance scheme to the category.” has seen an uplift in sales ers and hopes to reach up to up-and-up up to 400 stores within the Stores involved with the as a result of the scheme. 400 more over the next 12 next 12 months, ofering scheme are then eligible “We were only selling months. for Booker retailers category advice for vouchers to spend at the up to four diferent lines Mr Johnson also told Booker Group has reported and incentives. depot – the more missing of boxed chocolates but RN the company has seen a 2.9% uplift in total sales in Following the launch of products they make avail- we’ve been stocking up a good response to the the 16 weeks to 30 Decem- the project in October, core able the more they earn. to nine as a result of the Lifestyle Express premium ber, while like-for-like sales range advisors have worked “For example, there are scheme and we sold the fascia which was launched were up 3.2%. with retailers to increase 40 wines in the core range whole lot over Christmas,” in autumn last year. Non-tobacco sales rose sales and boost profits. and the retailer can earn he said. “We’ve had so much in- by 4.8%, however tobacco Stuart Johnson, retail between £3 and £7 a case “We weren’t selling any terest as retailers are seeing sales declined by 1.3% with controller at Landmark, for any of the missing prod- of the own label bottles of it,” he said. “It looks fresh tobacco like-for-like sales said: “We’ve focused on ucts,” said Mr Johnson. wine, but now we’re get- and contemporary and re- also down 1%. three areas – wines, pet “It’s a two-pronged ting through around four tailers are really switching Premier has continued food and boxed chocolates approach: the incentives cases a week. on to that.” to grow, while Budgens and Londis are performing well, according to the whole- saler. Excluding Budgens Record Christmas sparks Parfetts expansion and Londis, internet sales Parfetts has announced membership to 2,000 this centralising buying func- the professionalism of increased by 10% to £333m. plans to add 150 new year, after it saw an 8.8% tions for all six branches, a symbol group but still Charles Wilson, chief fascia stores to its portfolio sales growth over the a customer development giving them the independ- executive, said: “Booker and boost its retail club Christmas period – 12.5% programme and a delivered ence of buying at the cash Group continues to make membership by 250, follow- excluding cigarettes. This Go Local Direct (GOLD) and carry,” he said. “Not good progress with like- ing record sales over the included two record weeks service launched out of the only are we attracting for-like non-tobacco sales Christmas period. for the company and four Shefeld depot which pro- retailers from other groups up 5.1%. The Stockport-based of its six branches enjoying vides a 24-hour service, all but our current retailers “Our plans to focus, wholesaler plans to grow record weeks individually. contributed to its success. are realising the only way drive and broaden Booker its fascia stores to 400 and Greg Suszczenia, joint “The hunger is there. to survive is to improve as Group are on track.” increase its retail club managing director, said We’re now giving retailers well.” RN 20 January 2017 11 NEWS & MAGS Italian, French and Spanish titles popular with workers Distributor views sales potential We’ll grow Immediate Retailers miss out by not magazines The new owner of Radio Times’ publisher Immedi- stocking foreign papers ate Media has pledged to invest in and grow the by Jennifer Hardwick Mayhew Newsagents in company’s brands. [email protected] Belgravia, who stocks 40 Munich-based Hubert foreign titles, said sales Burda Media, which Retailers who do not stock vary throughout the year, bought the company foreign newspapers could but added that stores in last week, told RN no be missing out on extra more afuent areas were disposals of Immediate’s sales opportunities. most likely to sell high brands, which also include Areas with a high num- numbers of foreign titles BBC Top Gear, CBeebies ber of foreign residents, due to higher prices. Magazine and Top of the city centres with busi- Street News in Fitzrovia, generated a large uplift in “If you want to sell Pops, are planned. “We nesses attracting regular London. sales of American titles, them you need customers plan to invest to grow the overseas visitors and QuickMarsh, a distribu- with similar rises expect- who can aford it,” he said. business,” said spokesman transport hubs have been tor specialising in foreign ed for this year’s French “They would sell well Berthold Heidbüchel. identified as locations news, ofers more than and German elections. in London and in afuent “We strongly believe where stores could benefit 100 titles, many of which “Retailers must keep in suburbs but the titles are that the management in from stocking interna- are printed in the UK, touch with what’s going not cheap. We have busi- place at Immediate is ex- tional titles. with overseas publishers on in their local area,” ness visitors who stay in ceptional and we therefore “We sell a lot of Italian, sending across content. he said, giving European this area who like to keep do not have any intentions French and Spanish news- This system allows for football matches and large up with news from back of interfering with their papers here because we same-day distribution of events such as the Chelsea home and we also have a work. We will, however, are surrounded by restau- daily newspapers. Flower Show as examples lot of ambassadors here.” make any resources and rants where people from Business development of occasions which could The most expensive ti- experience in our group these places work,” said manager David Peach said generate sales. tle he sells is the New York available to support the Perry Thaker, of Charlotte the recent US election Nainesh Shah, of Sunday Times at £12.60. growth path of our invest- ment.” Huge TV launch for Zomlings 5 Mindful Magic Box is promising one of the biggest toy TV advertising success campaigns in the first quarter The first issue of new of 2017 to support the launch of partwork Enhancing Your Series 5 of collectable Zomlings. Mind Body Spirit has The manufacturer says sales “smashed” its sales targets have grown with each new and outsold its nearest series, with the latest collection competition by more than set to introduce more than 100 17,000 copies, according to new characters. Zomlings is publisher De Agostini. distributed by Seymour and will “It has been a very good go on sale on 1 February. start to the year for all partworks with a wide range of products Colouring titles sell well but launches slump for newsa- Adult colouring-in maga- with the highest sales Meanwhile, Bromleigh sales since Easter last gents to zines are still selling well figures of 169,122 copies House’s Relax with Art year,” said Richard Cowie, choose despite a slump in launch- achieved in January and sold an average of 26,600 a circulation consultant from,” es, according to publishers 162,180 in March. copies per month in 2016 for Bromleigh House. said De and distributors. The figures show sales with sales stable through- Anne Guillot, subscrip- Agosti- Estimated figures from of Hachette titles Art out the year, except for tions marketing executive ni’s UK circula- Marketforce show the Therapy Collection and Christmas and summer for GMC, which publishes tion manager John Read. number of titles available Disney Art Therapy Col- highs, compared to a Zen Colouring magazine, The issue went on sale fell from 20 in January lection hit 34,343 copies monthly average of 34,720 added: “Although the on 30 December and will 2016 to 14 in September in January before falling copies in 2015. number of colouring titles remain on shelves until 2016, but sales remained slightly, but remained “The market reached a has diminished, there is 27 January. The second relatively stable within stable between April and peak by the end of 2015, still a big demand for the issue went on sale on 18 the nine-month period September. but we have seen stable market leaders.” January. 12 20 January 2017 RN PRODUCT TRENDS Two new Wrigley variants Wrigley has launched two new variants into its sugar confectionery range. Skittles Fruits & Sours and Starburst Very Berry are available now after trials in Booker during December, 5% in single, hanging bag and Percentage of UK pricemarked formats. population who say Skittles Fruits & Sours they are vegetarian is a limited edition that combines the most popular flavours from its Fruits and Sours bags, while Starburst Very Berry is a permanent line comprising cranberry, blueberry, raspberry and strawberry flavours. “We know consumers Rise of the flexitarian as like to try new products,” said Polly Garland, com- munications manager at Wrigley. more give meat a miss Skittles will be supported by a 26-week TV ad cam- Bethany Aston, who man- Kate Mills, of Heath more to promote healthier paign and digital advertis- by Dave Songer [email protected] ages Charlbury Food & Stores in Paddock Wood options. “To capitalise on ing. PoS material will be Wine in Dorset, said sales in Kent, said vegetarian these new dietary trends, available for retailers. More shoppers are cutting of vegetarian products alternatives are big sellers retailers must make meat from their diets, have risen dramatically. for her food to go ofer. everyday products work according to new figures, “Since I started work- “Vegetarian is really harder, positioning them which show the number ing here three and a half important with food to overtly as health ingredi- of vegetarians soared by years ago there has been go. It’s important to have ents,” it said. 183,000 in 2016. a definite upswing. That options because a good Kantar has called the Sales of turkey fell by extends to people who range of products means new variety of consumers 13% and pork by 10.4% in want to eat less meat as I have something that’s flexitarians, in reference the 12 weeks to 4 Decem- well because they’re doing suitable for all my cus- to anyone who eats meat ber 2016, figures from so to benefit their health,” tomers,” she said. three times or less a week. Kantar Worldpanel have she said. Supermarkets were Women aged 35-44 are the revealed. “We noticed a really big accused of reacting slowly biggest defectors, with Gin sales Independent retailers change since the horse to the change in shoppers’ 9% of them qualifying as told RN they have also meat scandal, when peo- tastes in Kantar’s report, flexitarians. are a tonic noticed the change in ple stopped trusting the which recommended l What’s New – vegan The popularity of gin shows shoppers’ buying habits. big manufacturers.” the multiples should do special, p14-15. no sign of decline, as sales of the spirit hit £136m in the 12 weeks leading up to Christmas, according to data Coca-Cola’s £4.5m Zero Sugar campaign analytics company IRI. Coca-Cola has invested television until the end of supporting further growth Sales were 18.3% up on the in a multi-million-pound February. of the brand by encourag- previous year and led to gin advertising campaign to Simon Harrison, opera- ing consumers to switch becoming the strongest con- promote its Zero Sugar tional marketing director to no sugar and bring- tributor in the beers, wines brand. at CCEP, said: “This cam- ing new people into the and spirits category. The £4.5m campaign, paign is designed to help category. Sales of tonic water also which includes TV, bus and retailers grow their sales by “This will help retailers experienced a large rise, digital advertising, follows highlighting to consumers to build on the impressive with brand Fever Tree see- last year’s £10m activity that Coca-Cola Zero Sugar sales of Coca-Cola Zero ing a 77% increase in sales which marked the launch is not only calorie-free, but Sugar since its launch last in 2016. “Gin is the spirit of of the variant. delivers the iconic taste summer.” choice right now and we The campaign launched and refreshment of Coca- According to figures don’t see this changing any on Monday and features Cola Classic. from Nielsen Total Market, time soon,” said Martin the slogan ‘Tastes More “This multi-million- the variant has become Wood, head of strategic Like Coke’. A 20-second pound investment under- the fastest-growing top five insight, retail, at IRI. advert will feature on lines our commitment to cola brand in Great Britain. RN 20 January 2017 13 BRAND SNAPSHOT

Put sales in the pink Coca-Cola adds sparkle Burts is Better For You Barefoot has added a pink Pinot Gri- Coca-Cola has introduced a lightly spar- Burts Chips has added to its ‘Better gio to its range in a bid to boost sales kling variant to its Glacéau Smartwater For You’ range with the launch of in the rosé category. The 11.5% ABV range. The range is the fastest-growing Quinoa Crinkles in two flavours – wine joins recent launches Chardon- water brand in the UK – with 80% year- Sweet Pepper & Chorizo and West nay and Californian Malbec. on-year growth, according to Nielsen. Country Cream Cheese.

Healthier ketchup Müller, but no sugar Quorn’s Olympic push Heinz has made its tomato ketchup Müller has reformulated its Müller- Quorn has recruited two Olympic healthier by cutting the amount of light Greek Style range, maintaining gold-medalists for two TV ads that will sugar and salt by 50%. According to its fat-free recipe but now including run until February – hockey’s Kate Nielsen, 53% of people have admitted 0% added sugar. Available by Febru- Richardson-Walsh, and swimmer and to reducing their sugar intake. ary, it is backed by a new TV ad. world record holder Adam Peaty.

Thatchers refreshed Maximum flavour New eggs unveiled Thatchers is introducing two canned PepsiCo is adding Max Salt & Malt Kinder has launched a promotional ciders as part of a refresh of its craft Vinegar and a limited edition Max range of eggs for Mattel’s Barbie and range. Leaf Twister and Barrel Roller BBQ Pulled Pork to its Walkers Max Warner Bros’ Justice League toys. Avail- are both branded Stan’s, in honour of range. The 50g bags join Paprika, able from February, the eggs will be cider maker, Stan Thatcher. Flamin’ Hot and Cheese & Onion. backed by a £1.3m TV ad campaign. 14 20 January 2017 RN Vegan Life WHAT’S NEW Show special

Aduna Super-Cacao Soffle’s Powder Dorset Chilli Shop Sofe’s pitta chips are oven roasted with olive Compared to regular cocao, Aduna Super- Dorset Sun is made with papaya, pineapple, oil until they’re crunchy. Flavours include Cacao contains eight-times as many flava- carrot and scotch bonnet chillies making it Chilli & Garlic and Spring Onion & Italian nols, a plant-based antioxidant that helps ideal for the base of a pizza or as a pouring Cheese and are now available in sharing bags. contribute to normal blood flow. sauce. RRP £2.09 (165g) RRP £14.99 (275g), £13.99 (200g), £7.99 (100g) RRP £4 Contact 07930 108669 / sophie@soffles.com Contact 020 7100 4329 / [email protected] Contact 07843 063023 / www.dorsetchillishop.co.uk

FRUU Fruitilicious lip balm Seed and Bean PERK!ER FRUUUR’s range of 10 lip balms are made Seed and Bean uses contemporary, natural PERK!ER Sprouted Oaty bars are made with with organic real-fruit extract. Its pom- flavours and blends them with pure cocoa superfoods that provide nutritious, slow re- egranate stick contains pomegranate seed oil, beans. All 23 85g bars are 100% organic, lease energy. They also contain 5g of protein coconut oil and is infused with aloe vera. ethically-sourced and handmade in England. and are rich in omega 3. RRP £2.99 (4.3g) RRP £2.69, £4.29 (100% cocoa solids) RRP 99p Contact 07770 881181 / [email protected] Contact 020 8343 5420 / www.seedandbean.co.uk Contact 07834 267571 / [email protected] RN 20 January 2017 15

Dave Songer [email protected] 020 7689 3357

Retro Corn ChicP Clive’s Pies With five flavours including Cola Cubes and To help reduce food waste, ChicP uses fruit Buckfast Organic Bakery’s Hungarian Strawberries & Cream, Retro Corn’s sweet and veg deemed unfit for supermarket sale. Goulash is made with fresh vegetables, soya popcorn comes in two bag sizes and in a shelf- Its hummus is primarily made from raw chunks and lots of paprika. Other varieties friendly carton or counter-top display. ingredients. in the range include Greek Lentil & Olive. RRP 89p-£1 35g (35g), £1.79-£2.00 (120g) RRP £2.50 RRP from £2.79 (235g) Contact 01376 617158 / [email protected] Contact 07788 474803 / [email protected] Contact 01364 642279 / [email protected]

Joe Williams The Village Shop Hook Norton, Oxfordshire “We sell frozen vegan- friendly sausages and spicy bean burgers, which complement our range of fresh tofu. I’m lucky because one of my members of staff is vegan, so I can ask them what they think of each Good Full Stop Adonis product.” A six-flavour range, each Good Full Stop bar Available in three flavours, Brownies, contains a blend of dates, nuts, fruit and Blondies and Greenies, Adonis Smart Foods’ chocolate. Flavours include Cherry & Maple, low-sugar snacks contain 1g of sugar, 2g of Fruit & Nut and Raspberry Fruit & Nut. impact carbohydrates and are gluten-free. RRP 79p-89p (35g) RRP £1.99 (50g) Contact 01884 822133 / [email protected] Contact 07880 095946 / [email protected] 16 20 January 2017 RN PRICEWATCH Profit checker Chocolate confectionery Price checker

SNICKERS DUO 83.4g Price distribution % PRODUCT

20%

Cadbury Twirl 43g 15% Snickers Duo 95% of independents 83.4g sell this product at or above the 69p RRP Twix Xtra 75g Mars 10% Duo 85g Boost Glucose 49g Kinder 5% Bueno 43g Frys Turkish Delight 50g Milky Way Magic Stars 0% 33g Kinder Bueno

65p 72p 74p 75p 77p 79p 81p 82p 83p 85p 87p 69p 70p 80p 84p 86p 88p 89p Milk & Hazlenut +89p 43g Mars Bar 51g Analysis Double The fact that only 5% of retailers is chosen by 19.5% of retailers, Darren Craig in Londonderry pric- Decker price Snickers Duo at Booker’s 69p although Julie Duhra in Telford es at the second most popular price 55g RRP shows how much opportunity is typical of the 40.9% who price – 89p – preferring to earn a higher Snickers to increase margin retailers find in between 65p and 84p to earn higher profit on smaller sales of individual 48g chocolate confectionery. profits while maintaining their rate bars while focusing on faster sellers The most popular price, 85p, of sale. such as multipacks and £1 blocks. How we drive our profit We aim for a 22% margin on We don’t have any competition Julie Duhra chocolate and price above RRP Ben Dyer anymore, but we don’t get much STORE Jule’s Premier Convenience because we are the only store on STORE Debbens News passing trade either and the locals Store the parade and are cheaper than LOCATION Waterlooville, Hampshire know what they like, so we keep LOCATION Telford, Shropshire the college nearby and Tesco. We SIZE 1,000sq ft our prices pretty near RRP. If SIZE 1,500sq ft sell Snickers Duo for 75p, which TYPE residential we put them any higher people TYPE shop on a parade many people will view as value wouldn’t buy our chocolate. We for money because it’s cheaper buy from Booker and Hancocks TOP TIP than buying two single bars for TOP TIP and try to get the best prices Talking to reps 50p. Retailers need to talk to their Try different between them. Our bestseller is crucial to stay Booker and confectionery reps – products out, is £1 pricemarked Galaxy bars. ahead of the game it’s a crucial way to stay on top of but also listen We have all the variants and get with new lines new products and to get rewards. to what your through about five cases of 24 a and rewards We got through four cases of Mini customers want week. When duo bars first came Eggs before Christmas because our out they all had diferent prices rep had recommended us to start so we decided it was easier to sell selling them early. them all at 75p. RN 20 January 2017 17

Charlie Faulkner [email protected] 020 7689 3358

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get value, insights and business benefits from EPoS data. To find out how they could help you call 07976 295094 MY LOCAL HERO AVERAGE BOOKER RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER UK RRP Retailers reveal the most profitable RETAIL 1 2 3 4 5 6 produce on their doorsteps PRICE* C-STORE IN POST OFFICE SMALL HIGH C-STORE IN OFF-LICENCE IN NEWSAGENT IN RESIDENTIAL IN CUMBRIAN STREET C-STORE INDUSTRIAL AREA RESIDENTIAL WEST LONDON YORK SUBURB VILLAGE IN KENT COASTAL OF NOTTINGHAM GLASGOW TOWN SUBURB Craig Horner Wentworth Village Shop, 50p 50p 50p 50p 50p 50p 50p – Rotherham Meat pies (£2.40) 84p 69p 75p 80p 90p 90p 89p £1.10 from local butcher

83p 69p 75p 79p 90p 90p – £1.10

83p 69p 70p 85p 90p 90p 89p £1.10

50p 65p 50p 50p 50p 50p 50p 50p

55p 55p 55p – – 55p 55p –

Where did you discover them? 74p 69p – 70p 69p 80p 85p 80p We’ve had them in stock for the entire 11 years we’ve had the shop. They’re from the local butcher. 64p 59p 59p 60p 60p 60p – 65p Who buys them? Everyone – 22-year-olds right up to our oldest customers come into the shop for them. 75p 55p – 73p 75p – – 80p Why are so successful? They look nice and they are well priced if you compare what other places sell them for 66p 63p 63p 63p – 69p 69p 80p in the area. They’re lovely and they’ve won national awards. We just do them as a spe- cial on Thursdays rather than ofering them 50p 50p 50p 50p 50p 50p 50p 50p all week. That way, we get people coming in on a Thursday especially for them. We sell around eight dozen of the small pies, which 66p 63p – – 75p – 69p 80p are priced at 90p, and between 15 and 30 of the large ones, which are priced at £2.40.

* from a sample of 3,500 stores

We sell our individual bars at 89p Our confectionery prices are Darren Craig because we don’t have high sales Asmat Saleem based around our profit margin – STORE Today’s Extra of them. People tend to go for mul- STORE Costcutter we aim for 35%. If you’re hitting LOCATION Londonderry tipacks and £1 lines instead. We LOCATION Cocklaw Street and that it’s a decent enough margin. SIZE residential don’t drop the price to try to sell Blackhall Square, Fife Costcutter’s RRP for the bar is 85p TYPE 1,000sq ft more because we know we’ll get SIZE 3,000sq ft and as we’ve got competition in TYPE residential the sales we need at that price and the area from Co-op and inde- on other items in the category. pendents we try to keep prices TOP TIP We get through about one case a reasonable. We get through a case Place chocolate week of Snickers Duo and around TOP TIP a month of Snickers Duo because near tills or on four cases a week of multipacks. Know your the single bars are pricemarked the way to the We are very busy anyway and customer base, at 50p so they’re pretty popular. checkout to keep chocolate tends to sell itself so we what they want When Duos are on ofer for two it in site just make sure it’s in our custom- to buy and which for £1.20 we can get through two ers’ line of sight so they pick it offers will appeal cases a week. It’s really important up while they’re doing the rest of to them to ofer a big range which is pre- their shopping. sented well. l 18 20 January 2017 RN YOUR NEWS Winter Meryl’s generous customers give delivery charities a boost ‘is vital’ Porthmadog retailer Meryl Williams Retailers say ofering el- (right) was presented a Poppy Appeal derly customers a delivery certificate by Angie Jones, who organ- service at this time of year ised the area’s appeal, after collecting is vital. £448.47. “Our customers are very gen- It comes as the NHS erous and during the past few months warned frail residents they have also helped us to collect could be at risk of running £1,085 for Macmillan Cancer Support, out of essential items such £63.30 for Wales Air Ambulance, £50 as food and medicine, for our local playgroup and £75 for the ahead of the cold weather Presbyterian Church of Wales Mission set to sweep across the UK Board,” said Mrs Williams. over the next week. Martin Ward, of Cow- pen Lane News in Cleve- Gourmet products and meal deal help takings rocket ‘We’ve put everything in one area’ land, ofers his elderly customers a free delivery service. “That’s part of being in a community; they support Food to go, Go, GO! 800% us the rest of the year,” he said. John Parkinson, of Broadway Premier in Llan- sales increase for store dudno, told RN his store makes 15-20 deliveries a by Charlie Faulkner Choice range at the back of week, a service that makes [email protected] his store. around £800 a week. “We’d always thought Meanwhile, Owen A retailer who transformed food to go was probably not Church ofers a free- his food to go ofer by add- for us as we’re a traditional- delivery service at his ing gourmet products and looking store,” he said. Post Ofce in Hemsby, a meal deal, has added “When we bought the telling customers to “give nearly £3,000 a week to his store we spent a lot of time us a ring if they need turnover. looking at how people shop anything.” David Knight rolled out and we found when you a new and improved food don’t have items in a con- to go ofer in his Knight’s densed area, customers’ Budgens of Hassocks in shopping is very sporadic Singhbury’s September, following suc- “We found a gourmet drink for £3.50. “Sainsbury’s and they’re less likely to cess in his Henfield store. supplier which has meant removed its Taste the Dif- purchase as many items. sign has to Since then he has seen an we now ofer things like su- ference label from its meal “We’ve made it easy by 800% increase in like-for- shi, premium sandwiches deal at exactly the same putting everything in one come down like sales. such as salt beef, gourmet time we launched our ofer, area.” A shopkeeper has been “We’ve created a dedi- sausages rolls and hot pies.” which includes premium Mr Knight now intends forced to temporarily take cated area which includes His food to go has been items, so we don’t really to apply what he has down his ‘Singhbury’s Lo- sushi, bakery and Costa repositioned at the front have any competition,” he learned in his Henfield cal’ shop name after Sains- Cofee. We ofer the full of the store and he ofers a said. store. Despite the store only bury’s complained it looked range for lunch, breakfast meal deal where customers Prior to the transforma- recently being refitted, he too similar to its branding. and hot food as well,” said can purchase a sandwich, tion, Mr Knight had only plans to extend the space Sainsbury’s reportedly said Mr Knight. a pastry or snack and a ofered a small Country for food to go. it contacted the shop, which put up the orange sign last year, after its customers raised concerns. Co-owner Inderjit Singh Narrower ranges give 76% sales boost Nagpal said ‘Singh’ was Retailers have reported an he has seen a 50% uplift “We’re trading better, “I have fewer lines, his middle name, ‘bury’ uplift in sales of up to 76% in sales. it’s easier to manage and but their contribution is referred to Aylesbury, where after reducing the number “We used to have one it’s easier for customers to greater,” said Mr Sandher. the shop is based, and the of lines they sell. facing per item but we navigate.” “I am always stocking colour orange is important Jimmy Patel, of Premier took out items to keep Sunder Sandher, of S&S the best performing lines to Sikhs. Jimmy’s in Northampton, the range small on a trial One Stop in Leamington across every single cat- Mr Nagpal expects his took around 400 products basis,” said Mr Patel. “I Spa, has seen his sales egory, allowing me to get legal representatives and out of his store on the was strongly against it increase by 76% since re- the maximum return on Sainsbury’s to reach a deci- advice of Booker. initially, but we saw a dif- ducing products following the space available to that sion this month. He says since the move ference within weeks. advice from One Stop. product.” RN 20 January 2017 19

Leading retailer heralds benefits of taking on an existing team Chilled and fresh ‘way ahead’ Indies in Bristol Good team ‘fundamental’ lead way on health to success of a new store Independent retailers in Bristol are helping improve by Jennifer Hardwick the city’s health, as part of a over the lease in October The store is Mr Rob- campaign launched by the [email protected] to gain the staf to ensure inson’s fourth in Pem- council. a smooth opening and brokeshire, and he said its The Sugar Smart initia- A good team is crucial to instant success for the new main draw for him was his tive has been set up in a the success of a new store, store. desire to get a larger store bid to halt obesity and bad a Welsh retailer who took “I knew there was a in his portfolio to better dental health. over a 300sq ft newsagent team there who’d looked showcase his chilled and Tooth decay in Bristol with the intention of after the shop while [the fresh range. is among the worst in the transferring the staf to retailer] had been in hospi- “Chilled and fresh is country and obesity, while his new convenience store tal,” he said. the way the market’s gone in line with the rest of the has said. “It’s fundamental to get a and if you’re not doing it Peter Robinson country, is also a problem. Peter Robinson is open- good team together. When properly you’re doomed,” Sally Hogg, a consultant ing a Londis in the centre you’re opening a new large to the success of a new he said. in public health for Bristol of Pembroke Dock this store, or indeed any store, store.” “People’s expectations Council said independent week with help from six you need to have staf who Mr Robinson has now have changed a lot and it’s retailers are key to the staf from the newsagent, have either worked with given up the lease of the a case of working out what success of the two-year which is just four minutes’ you at other stores or are newsagent, but is hoping your customers want.” l scheme. walk away. very experienced some- to take its customers across See Peter Robinson’s Store “There’s a big opportunity He told RN he only took how. I think that is crucial to his new store. Lookbook in RN on 10 February for independent retailers, and our website is up and running with lots of ideas Star products and support,” she said. get year off to a Mohsin Sajid sells a wide range of sugar-free drinks sparkling start in his Star Value in Knowle, A Somerset retailer has Bristol. “We’ve sold a lot boosted sales after launch- more Coca-Cola Zero Sugar ing two new products for recently,” he said. 2017. Lorraine Lettley, of E J Teare Newsagents in Wel- lington, said a new line of HND focus LED Firefly Star jars intro- duced on Friday last week as Newport and greetings cards for mile- stone ages brought in on 1 newsagent January have both sold well, with some of the cards need- downsizes A Newport retailer is hop- ing to be restocked already. ing to halve the size of his “A lot of people have bought store after growing his the jars for the garden ready HND takings by 212.5% and for spring,” she added. sufering an 80% drop in in-store sales. Jon Powell, of The Newsa- gent in Newport, has made the decision after footfall Rural stores ‘need additional support’ outside his store dramati- Rural retailers need more rural shops. thousands of customers in so that rural petrol stations cally reduced, due to buses support to continue to The report states more rural areas would have no can benefit from rural busi- being rerouted to a new provide essential services to than half of rural shops access to post ofce services, ness rate relief, and deliver- shopping centre nearby. customers, the Association operate on their own, with essential groceries and other ing high-speed broadband Mr Powell still has two of Convenience Stores has no other businesses close services like bill payments.” for rural stores. years on his lease but has warned. by, 22% of shop owners The association’s recom- Andy Blagojevitch, of asked his landlord, Newport To coincide with the work more than 70 hours mendations to government Crossroad Stores in Lincoln- City Council, if he can either launch of the association’s per week and 21% don’t take include a plan to ensure the shire, told RN he’s not been surrender it or halve his Rural Shop Report 2017 holidays. government keeps its mani- able to get away for a break store size from 40ft to 20ft. today, it is calling on the ACS chief executive festo pledge to sustain 3,000 with his wife for five years “It’s mainly a place for government to help secure James Lowman said: rural post ofces, changes due to not having enough people to come in and pay the future of the UK’s 19,128 “Without their local store, to the business rates system support. their bills now,” he said. 20 20 January 2017 RN YOUR REGION EAST MIDLANDS NFRN DISTRICT COUNCIL 10.01.2017 Tony Collins reports from the NFRN East Midlands district council meeting

Merger would be to approach the ap- propriate authorities at ‘a natural fit’ the National Memorial A merger between the Arboretum with a view East Midlands and East- to erecting a memorial to ern Counties districts all members of the NFRN would be a “natural who have died in service fit” that will to the public and the na- increase tion.” Members were told meeting the estimated cost was attendance, £25,000 to £30,000. NFRN chief Nottingham member Paul executive Paul Jack Patel said: “This Baxter Baxter told would raise our profile members. A Skype link enabled members and highlight what our He was invited to members did in the war. to discuss communication issues address the meeting It’s also leaving some- after members agreed to thing behind for 100 or look at the possibility of Peterborough member members, should merge, 200 years.” merging. John Green, in his last while Bedford, which is He said: “Eastern meeting as district un-ofcered, could amal- Racing Post falls Counties members said president, said gamate with Northamp- at first hurdle they were willing to talk there were 12 ton. to the East Midlands ab- branches in It was agreed branches Northampton out creating a new East- East Mid- I want would discuss the possi- member Terry ern District. The meet- lands of bility of merging at their Jones raised ings may involve a bit John which districts to next annual meetings. the issue of more travelling but you Green three had no be strong, to the Racing will end up with more attendees and Memorial plea Post not being Terry people attending. You six only had two or three own their for conference delivered on Jones have a boundary with people turn up to meet- Boxing Day. Eastern Counties and I ings. “Any realist must patches The district is to submit a He said a fellow branch think it’s a natural fit. see the branch structure motion to annual confer- member had phoned up “I want districts to has been failing for the Paul Baxter ence for a memorial to four times the previous be strong, to own their past few years,” he said. NFRN chief executive be constructed at the day to ensure it would be patches.” One suggestion was National Memorial Arbo- delivered. Derby and Burton Skegness, Lincoln and retum in Stafordshire. “He was assured he member Alan Smith said Newark & Grantham The motion reads: would get them so he an alternative sugges- branches, which have “This annual confer- broke into his Christmas tion would be for East a combined total of 71 ence instructs the NEC holidays, but still didn’t Midlands to merge with get them,” he said. West Midlands to create Your say “He phoned them a a new Midlands District, couple of days later and or a more controversial said he was going to decision would be to How were your Christmas sales? Did you do anything special in-store knock £50 of his account split the existing East and how did it compare to other years? and, so far, hasn’t had Midlands along the path any repercussion to that of the M1 motorway. Christmas My sales It wasn’t as action.” Leicester member week was were very good as pre- Sunil Patel said they had busy but low this vious years. Skype link with previously held discus- sales were year. Christmas Durham office sions with Eastern Coun- static. The trend is peo- Christmas Eve was the just didn’t seem to ties, with the suggestion ple are going to the big same as last year, but take of. We went into Members enjoyed a Sky- of having alternate meet- stores. Gone are those we lost out on the other Derby over Christmas pe session with the fed- ings in each area, but days when I used to sell days, either because and it was dead. People eration’s Durham ofce. nothing had come of it. 60 to 70 turkeys over of the way Christmas weren’t out shopping. A link was established Members agreed to Christmas. My bestsell- fell or because other The only thing we did between the district and talk to ofcials from ers were beers, wines retailers were open till well on was Chocolate head of member services Eastern Counties with and spirits because we late. Even alcohol was Orange which was on Theresa Neale in her a view to merge the two put special ofers on. poor because of the big promotion. We sold ofce, during which districts. supermarkets. most of them. members raised issues Members also voted Deepak Tanna Jimmy Patel Alan Smith around email notifica- to explore the idea of Francis Street News, Jimmy’s Store, Smith’s News, tion of branch meetings amalgamating various Leicester Northampton Mickleover, Derby using the new Call-Pro branches. system. RN 20 January 2017 21 ADVICE CENTRE

Ask for CVs – you’ll need them “We use Job Centres as well as the web to advertise for jobs and always ask for CVs,” says Ramesh. This pro- vides a quick and easy way to identify those candidates which he may want to bring in and provides the basis, later on, of any formal interviews. Because interviews take time, an initial read through means Ramesh only meets candidates of the right standard.

Organise telephone interviews As the CVs start coming through, Ramesh organises short informal telephone conversations which further helps screen candidates. The subject of these conversa- tion are kept general, outlining details about the role and why the person is interested in it – yet this tells Ramesh a lot. “It helps tell us a lot about their attitude, their behaviour and how articulate they are,” he says.

Arrange a first interview Once Ramesh has spoken to a promising candidate, he will invite them in for a more formal interview. This is where the CV also comes in useful: “Here we will go through their CV talking about where they live, their relevant experiences, what they think their strengths How to run are and what they find difficult,” he says. Get a second opinion During the second interview Ramesh will introduce a candidate to his store manager – who helps conduct the a successful interview – and further discusses the role available. It also means he can get a second opinion. “We will give them a number of scenarios – dealing with difficult customers,” for example. “It provides an opportunity to job interview understand more about the way they think,” he says. Getting the right people into your business is essential for its success, so getting the Arrange a “road test” right interview processes in place is vital. Ramesh then organises two test shifts before any con- Ramesh Shingadia explains how he does it tract is signed. “We will get them in for a one hour shift to show them through the departments and then half a shift where they will shadow a member of staff, working he cost of employing staf and responsible is absolute gold on the tills or running a counter. The member of staff will rise further in 2017 dust,” says Ramesh Shingadia, whose thanks to increases in business has achieved Investors in has a training manual but will also feedback about their the National Living Wage People status. attitude,” Ramesh says. andT the introduction of pensions “Recruitment is very costly but auto-enrolment. It is therefore more having the right staf really takes the important than ever to make sure pressure of you as a retailer,” he says. that every new member of your team Last week Ramesh was interviewing If you’ve had a great idea for your business or would is the right person for the job. for his latest new team member and like advice from other retailers to get started contact “Getting the right candidate who here, he explains how retailers can Chris Rolfe at [email protected] ticks all the boxes, is accountable get the interview process right. l 22 20 January 2017 RN YOUR VIEWS I have heard nothing from NO HELP FROM CAMELOT AFTER BURGLARY Smiths News Our Premier store in Biddulph, Staf- mission. Is this service acceptable? Thank you for printing fordshire, was burgled on 20 Septem- Camelot, please take note. Our my letter (RN, 13 January), ber last year. Booker depot manager and RDM but I feel I have to make Among items stolen was an eight from Stoke turned up at the store on a few additional com- scratchcard unit dispenser contain- the morning of the burglary to see ments. ing £845 of scratchcards. On the if they could help, or if we needed a Nobody from Smiths morning of the burglary I spent 18 delivery to replace stolen goods. That’s News has contacted me. If minutes on Camelot’s premium rate service. someone rang while I was phone line reporting the cards and Thanks, Gary and Sarah and Staf- out they must not have unit’s theft. fordshire Police who allowed me to not said who they were, In late October, a Camelot engineer collect our stolen unit from Stoke because if they had they turned up unannounced with a huge Police Station. would have been given my replacement unit. He left almost im- The photo (left) shows the modified mobile phone number. mediately after seeing the base of the unit back on the shop counter with With regard to Smiths’ stolen unit, which was still attached the only scratchcards I could activate response to my letter, to the counter. after four months without them. I I was not complaining Despite numerous emails there has wonder when Camelot will notice. about the papers getting been no contact from Camelot. No rep Steve Archer into the depot late because has visited us. No scratchcards have Archer’s Premier Store, of the need to get football been sent. Our Camelot sales have re- Congleton coverage in the papers – if duced drastically. Our customers have that was the case I would been left without scratchcards. We Camelot is investigating the complaint expect the delivery be late estimate we have lost £1,200 in com- and will respond in next week’s RN and not a lot can be done about that. My complaint was that the driver had to make It’s a long way from and Monday. A spokesman for Smiths Thing again two journeys when surely Hereford to Gloucester. I look forward to hear- News this week said: some arrangement could I cannot comment on ing from Smiths News. “Lynda Jones will be contact- about Queen’s have been made to at least the van at Asda. Lynda Jones ed directly to discuss and party, Blanche meet halfway to save All I know is I was short CR News, resolve the concerns she time. of papers on Saturday Hereford has raised.” I always enjoy reading

RN READER POLL YOUR SAY What processes do you have in place to reduce food waste?

Vic Grewal convert it into energy. Julie Atkinson banks, but what we have YES Simply Fresh, We can just put it all in Hollins Green Community Shop, doesn’t warrant it. It’s about 81% NO Thames Ditton, the one bin and they take Warrington, making sure you keep an Surrey it all, so that makes it easy Cheshire eye on anything coming 19% I used to have a larger store and means I don’t need to We are fortunate that we to the end of its life. We with a deli and when food worry about it. We have don’t get a lot of waste, it’s always reduce things got within two days of its used the service for about normally just a few fruits heavily which are within sell-by date we would cook five or six years and it’s and vegetables which two days of their sell-by date Would having it up. That meant not only just nice and straight- we throw away. We have and we normally manage one point were we not losing money forward. toyed with the idea of food to sell it. on the waste, but we were of contact actually making money. Vic Grewal says his customers like encourage you Now I have a smaller store to take his waste bread at the end and we don’t have a mass- to stock more of the day to feed the local ducks ive amount of waste, but local produce? some customers come and take the bread at the end NEXT WEEK’S QUESTION of the day to feed to the When roadworks have ducks. taken place near your store, how much have David Lewis

weekly sales fallen by? Spar Crescent Stores,

Witney, Vote now Oxfordshire I pay for a collection which Go to betterretailing.com comes every week and they take the waste away to RN 20 January 2017 23

Your social comments this week contact us facebook.com/ThisisRN and @ThisisRN

AmitP @AmitP327 Thanks to @MenziesDistLtd two customers have Blanche Fairbrother’s was having a day of for cancelled counter save papers due to late deliveries “Around with the Rounds- something so appropriate. man” column in every Steve Parfett other issue of RN, and find Chairman, AG Parfett & Son Are you missing out on the niche product boom? her hard work and dedica- Artisan Food Club @ArtisanFoodClub tion an inspiration. What a shame she Thank you @ThisIsRN :-) and @ButchandProv @EAT_17 has decided not to go @DugardDaughters @GiuseppeDeriuIT working with 100 the food club is only 12 invoice a year PRT to the Queen’s garden party – she is exactly the YEARS AGO right sort of person who 20 January 1917 Pikes in Porthmadog collected £448.47 for deserves recognition. the Poppy Appeal I wish Blanche a Stranraer residents are not in good spirits happy new year, and after discovering they will face a weekly 1p Mark Biscoe @biscoe_m urge her to think again charge for delivery of their daily papers. One angry customer expressed the about the invitation. @meryl_pike What an absolutely stunning effort. opinion: “I am of the opinion that #welldone Her customers would be this tax is purely a policy delighted if they knew she of ‘grab’”. Jatinder Sahota @TindaSahota Incident in store yesterday, just proves how close kit AROUND WITH our community is & spirt! Inside few hrs post reach THE ROUNDSMAN 8000+, full name of thief inboxed. Blanche Fairbrother Andrew Howell @LOMASNEWS

I read Jim Mitchell’s letter (RN, 20 December 2016) Mini-MeGift packs are now a with interest about the state of some of Menzies’ permanent line. Choose from tote boxes. I can tell him Smiths News is not a lot our popular choices or make up diferent. I’ve had them with holes in, broken lids your own 3 jar gift packs of and missing window displays, but the box I had on Lollipop loveliness :) Tuesday 27 December was just mind boggling. I took the magazines out and underneath them I found other people’s delivery notes, some advertising rubbish and a pile of what I call “flat peas” or mange tout to everyone else. I thought Smiths News was moving into the greengrocery trade. Anyway, I left Nisa Midlands @NisaMidlands it as I found it and sent it back the next day asking my driver to put in a complaint about it. @betterRetailing 4 attacks on Nisa stores in Midlands It hasn’t taken long for the papers to fall back to in last 2 weeks shows a growing problem. Support running late. On Thursday 5 January, there was needed from @WMPolice 4 all retailers no sign of them at 4.30am, and come Saturday the Telegraph was back to its awful weight again. Don’t you wish it could be Christmas every week? BAT Press Office @BATPress It has turned very cold and frosty. There has been We believe combination with #ReynoldsAmerican black ice and even though the gritters had been out on the main roads the lanes were decidedly rough. will create a stronger, global tobacco and next-gen Something came to a sudden halt on Eccleshall products business Road when it collided with a telegraph pole breaking the pole in two pieces and pulling the phone wires down, leaving a few people without a landline for Adnan Kajibu @Adnan_NewsUK a day or so. I would think that whatever hit it must have a few large dents too. Monday blues are no more I can’t remember a time recently where so many with these fantastic solutions. people on my round have been struck down with Get in touch for your very either a very nasty chest infection which takes ages own #ownthemorning to clear up or a particularly nasty vomiting bug. In fact, a few of them have had both so maybe it’s a good job the frost is here, it may just kill a few germs we hope. 24 20 January 2017 RN HOW TO CHANGE

A blueprint for adapting Dan Cock’s store Every week RN is full of ideas for new exciting will become a venue ways to boost sales and attract customers, but for local events how can you ensure you make the right changes and introduce them properly? Tom Gockelen- Kozlowski spoke to four retailers who have done just that to explore 11 essential questions to ask before innovating your store

one are the days of the family biggest challenge for many retailers is cat sitting on the counter of the the process of adapting their business local newsagent.” model itself. That comment to RN, made How do you ensure you’re making the lastG month by Kevin Threlfall, One-Stop right decision for your business? How founder and multi-millionaire business- do you engage staf along the journey man, points to the challenge retailers up and ensure you and they have the skills and down the country face when trying and knowledge to make the changes you to meet the needs of modern shoppers. introduce a success? From the introduction of pizza ovens, We’ve spoken to businesses that have licensed bars and tobacco rooms or undergone substantial changes and ex- services such as Just Eat, HND and parcel perts who help stores like theirs to do it. collection, businesses are on the hunt for The answers provide a blueprint for innovative ways to boost turnover and adapting your business. gain custom from today’s customers. Yet, while there is much discussion about the eye-catching end results these changes can bring, the

Franck and Joanna’s store has become a popular lunchtime spot for school children RN 20 January 2017 25

HOW I’M CHANGING…

Dan Cock Franck and Premier Whitstone Joanna Casonato Village Stores, The loungebar Giacopazzi’s, The local Whitstone, Devon Kinross takeaway

Over the past 10 years, Dan radically alter his business The Casonato family have took themselves over to Cock has adapted his busi- model, expanding his operated stores in Scotland Italy to learn the art of ness to provide a lifeline to store to include a bar and for more than 100 years. pizza making, ensuring the his remote Devon comm- restaurant area. Last year, they opened a product is of the highest unity, and 2017 will see “We have already had new site with a difference: a standard. Alongside freshly- the biggest step towards people asking if they could full-size, Italian-made pizza made sandwiches, coffee fulfilling its needs yet. hold meetings here, with oven that has turned a great and snacks such as meat “Our retail business has the facilities we will have. convenience store into an pies and sausage rolls the grown every single year for That’s before we even start authentic local takeaway. development has enabled the 10 years but we are getting to think about laying on our With schools nearby, there business to make up to £500 to the point where things own events, whether it’s is a ready market for this per day from food to go. are a bit tired – there’s a New Year’s Eve Party or service. “We have 200 or only so many times you can Valentine’s night,” Dan says. 300 school children in, so we remerchandise,” he says. The rebuild and extension bake a lot of pizza just before Growth was slowing, is underway and the expand- they arrive,” says Franck. he explains, so last year ed store is due to open on Both he and Joanna, who he made the decision to Easter weekend. own and run the business,

Hitesh Pandya Keith Fernie Toni’s News, David’s Kitchen, The food to Ramsgate, Kent The HND operator Glenrothes go specialist

Kent newsagent Hitesh the trade that’s available,” In 2012, David Sands sold quality,” he says. Pandya is another retailer he says. his chain of independent Additionally the store is who realised he needed Hitesh’s move was one stores to the Co-op. Within part of Nisa and offers a full new revenue streams in newsagents are increasingly two years he was back, convenience range. his business to counteract being encouraged to take: however, operating David’s David’s Kitchen may decline and challenges within HND. Hitesh began offering Kitchen, a store concept that have been ahead of the core categories such as news the service two years ago, focused on fresh and food curve, but Keith’s attitude and tobacco. Yet, unlike many when a local newsagent to go. mirrors other retailers who stores, convenience wasn’t lost their bill. He has since Managed by Keith Fernie, are looking to boost their an option. doubled his turnover on the Glenrothes branch profitability. “We constantly “I have tried convenience news to £2,000 per week. provides fresh breakfast, try to create new revenues,” before but it doesn’t work “By 6.30am I’ve sold 200 lunch and dinner options he says. “We are always for me – I have an Iceland newspapers,” he says. to customers. “People like coming up with different store across the road and “I have to say it’s the best it when they see products meal ideas for food to go it wou-ldn’t make sense to thing we ever did and I wish made in the area – it all and looking at what else we open from 5am to 10pm for we’d done it years ago.” comes back to that idea of can offer.

» 26 20 January 2017 RN HOW TO CHANGE

WHAT LOCAL NEED ARE HAVE YOU YOU LOOKING TO MEET? GOT SUPPORT FROM LOCAL Whitstone, in Devon, has neither a pub rare, but Hitesh Pandya’s emergence as an or a restaurant and a local church and HND retailer similarly came because of STAKEHOLDERS? schools provide the only meeting place events outside his own business. for residents. Dan Cock is therefore “It was by luck that I got the rounds, confident a refurbished business with a because a local newsagent got his supply “The first port of call was having a chat restaurant and bar are will ofer a lot to stopped and he was a big HND retailer,” he with our local parish council and county his community. says. “We had two good shops in the area, council,” says Dan Cock. “We had positive “If any house goes on the market in the one on each side of town. Then one of the feedback, so after that we employed a village the first paragraph will be ‘village owners sold up and the new owner lost designer and an architect.” benefits from great school and shop’. We his papers and it fell into my lap.” Getting the backing of local stakehold- think we’re going to add value to people’s Franck and Joanna Casonato, mean- ers is vital, according to James Lowman, properties. It will make Whitstone a more while, knew that hundreds of hungry chief executive of the Association of desirable place to live, a more desirable school children passed by Convenience Stores. “Local politicians place to stop,” he says. their store every day. The are gaining increasingly more power,” The opportunity to question they had to he says. provide a com- ask themselves was: The organisation provides guidance munity with a what will make these on how best to engage with them, but whole raft of potential cus- says forging links is now essential “both new services tomers want to from a regulatory point of view and also to and ameni- spend money in send a clear message that their store is an ties may be their store? important part of the local community”. The backing of local stakeholders is par- ticularly important when alcohol licences are involved – whether that’s for on-trade consumption like in Dan’s development or a more traditional of-trade licence. According to Mike Nickson, director of ARE THE RIGHT training and licensing consultancy Inn Confidence, local politicians not only give SYSTEMS IN PLACE? permission for licences but also deter- mine the terms. “Typical conditions will include things Paul Adams, head of business develop- physically and mentally quite hard. The like Challenge 25 policies, till prompts for ment for Bestway’s Best-one symbol days of trying to have pieces of paper age-restricted products, refusals records group, has a warning for retailers who here and there are gone. You’ve got to be and, always, staf training,” he says. don’t have the right systems in place computer-literate and put the whole thing Yet, understanding that local ties when they introduce major changes to into a spreadsheet,” he says. were vital to getting his project of the their businesses: “The store ends up run- Hitesh also has a warning: “If you ground, Dan went further, requesting ning you, not you running your store.” make an error, you’ll spend half the day pre-application planning advice – some- Mr Adams has helped retailers adapt running around sorting it out.” thing he believes made the process their businesses in a whole range of dif- more efcient. ferent ways, from simply introducing a Keith Fernie, store chilled range for the first time to a full manager of David’s foodservice-style range of meal options. Kitchen, Glenrothes “Just putting the kit in and giving some- continues to build links one a manual is not the answer,” he says. with local environmental “We put retailers into a period of health ofcers, request- ‘hypercare’ for the first six weeks after ing advice to ensure his changes are made. With a retailer who hygiene standards remain has introduced a bakery ofer, for exam- high, staf are aware of their ple, we make sure they’re happy with responsibilities and his the ordering, how they manage wastage customers’ trust in his how they manage their bake-of times business remains strong. so they’re maximising the opportunity, taking them through the whole journey,” he says. The importance of planning and get- ting systems in place early is echoed by Hitesh Pandya. “Initially, running an HND service is Planning ahead: David’s Kitchen – Glenrothes,the east counter Scotland An open kitchen helps ensure high hygiene standards are maintained

RN 20 January 2017 27

DO YOU HAVE ENOUGH MONEY?

Hitesh faced challenges adding an HND “regular” after this, maintaining the service into his business, so he knew financial flexibility to see out any initial he needed to have enough of a financial problems is essential whichever new bufer to survive any early hiccups. service a store embraces. “You have to get your cashflow sorted – Dan Cock’s investment looks likely to for your first month or so it will be all over have cost more than £200,000 by the time the place. At least a third of your accounts the doors open on his expanded site. will take a little longer in the first month. “I’m project-managing everything If you’re struggling as a newsagent, you myself and it’s taking up a lot of time. It’s might struggle to pay of every invoice enabling me to keep the cost down and from Smiths or Menzies.” it means I can stay close to the project,” Funding the change: expansion Although Hitesh says things became he says. Premier Whitstone Village Stores – Whitstone, Devon With funding from his bank, Dan was able to buy the next door unit

DO YOU HAVE THE RIGHT SUPPORT?

A host of financing options are available ops bespoke business plans with retailers. for retailers who aren’t equipped to make Dan Cock has used a mix of his own major investments in their businesses up experience and Booker’s expertise to plan front. his development. Symbol groups are one major source. He has reached out to 10 years’ worth of “Best-one retailers have My Rewards contacts. “I had a good look at my contacts points, which is a rebate based on their book and looked back through my time in spend with us,” says Paul Adams. “We the trade. My plans draw on a culmination will allow them to invest that in a chiller, of all the information I’ve absorbed from for example,” he says. trade shows, magazines, events,” he says. Yet the support available goes well “We’ve also worked very closely with Providing support: symbol groups beyond the financial. Booker and they’ve been able to draft in Companies such as Bestway are prioritising helping “Retailers naturally try to do every- specialist advice where it links up with businesses improve thing themselves but it’s really good to the finished product,” he adds. have someone else’s perspective,” says Paul Adams, whose symbol group devel-

ARE YOU FULLY COMMITTED?

“So many times you see half an efort stakes are even higher, according to Mr where there’s one sausage roll that just Adams. “Consumers’ expectations about sits there. It’s not compelling and it’s not the standard of food to go is really high got credibility,” says Paul Adams. because of competition on the high street. Credibility is an issue for all businesses. You need to be of that standard all day, Hitesh Pandya’s reputation as a well-run every day.” newsagent has been a huge benefit and Fortunately, these chains and multiples trigger for attracting HND customers and set an example that others can follow. early morning trade. “A lot of retailers are “The multiples are machines, they will pulling away from early mornings so you have very specific training around tim- can turn this around by having cofee ings for bake-of and all that stuf. We can machines on early in the morning and be a bit more fleet of foot but we do need to Hands on approach: do it yourself delivering papers,” he says. adopt some of those disciplines they have Premier Whitstone Village Stores – Whitstone, Devon By becoming project manager, Dan Cock ensures his But when fresh food is involved the adopted,” Mr Adams says. standards are met » 28 20 January 2017 RN HOW TO CHANGE

DO YOU HAVE ENOUGH EXPERIENCE?

For Hitesh Pandya, the best way to ensure idea of where he wants to focus his mar- he was up to speed with HND was to ex- keting to gain new customers – making perience delivering news first hand. his rounds more profitable and efcient. “I did a paper round myself on New Training can also be more formal. Year’s Day. I’ve gone around with the de- When Franck and Joanna Casonato liverers before, but doing it myself taught travelled to Mantova in northern Italy for me a few lessons that help me manage three days’ intensive training in a pizza paper rounds,” he says. factory and pizzeria, they gained experi- These lessons include the location of ence that stood them in good stead from lifts in larger – often warden-assisted – the first day of operating their own pizza blocks and the best route between difer- service. With food to go sales reaching as ent properties, all information which can much as £500 per day, this investment now be given to new deliverers. “It sounds has more than paid of. basic, but until you’re out there you don’t “It started really well,” Franck says. Learn on the job: the Italian way know,” says Hitesh. “There was the initial novelty and people Giacopazzi’s – Kinross, east Scotland More strategically, seeing how far some wanted to try the pizza – now we’re trying Franck and Joanna travelled to Italy to learn the art of houses are apart has given him a good to build the loyalty.” pizza making

DO YOU KNOW ARE YOUR STAFF INVOLVED? THE

LAW? Whatever your plan, retailers and indus- a similar journey. “I try to get my staf try experts agree changes to businesses together for a team meeting every week that are made without the support of staf so they know where they are,” he says. Changing your business model can mean are unlikely to succeed. He has also provided them with tours making your business comply with new “It’s a never-ending job,” says Franck of the building site to see the progress areas of the law – and this can afect the Casonato, who might have gained great first-hand. decisions you make. experience in working in a pizzeria before At Bestway, Paul Adams tries to ensure Hitesh Pandya for example cannot em- opening his own takeaway, but faced the a store’s staf are at the heart of any ploy younger paper deliverers while main- challenge of passing on what he and his business plans he works on. “We jointly taining the standards his HND customers wife learned to his staf. engage staf and the retailer and they expect. “People want their papers in early “It’s about spending time showing become a stakeholder in the changes. We and the law says that no one under the age them what you want them to do and the can take them of-site, provide training, of 16 can come and work in your shop before standard you want them to be at,” he says. or put them in businesses where there’s 7am in the morning. Instantly that’s a no- Moving into food preparation means his already a successful food to go operation,” no,” he says. staf are now required to meet legal food he says. This has meant building a team of adult hygiene standards but the business has Back at Premier Whitstone Vil- deliverers which provides the added benefit maximised the benefit of training by also lage Stores, Dan Cock raises another that deliverers can drive. “Most of the time introducing a range of freshly-made sand- important about stafng – employees these papers are not small at the weekends wiches that can be made to order. can become the best champions of any and most of the time these deliverers need a “When we built the store we made sure changes you make. “A lot of the staf live car or at least a trolley.” there was a large area for food prepara- in the community too, so For stores embracing the trend for food tion,” he says. “I still think there’s much what we’re doing is service and food to go, strict food hygiene more we could do with food to go.” good for them and laws also apply. Keith Fernie provides on- Dan Cock is at the very beginning of their families.” the-job and online training for staf making fresh food and also uses an environmental health consultant to provide guidance. “People think environmental health of- ficers are your enemies but it’s not like that. They want to keep you on the right side of the law,” he says. His store has also been designed so that the kitchens and food prep areas are visible to customers – ensuring that those buying food can see the high standards he maintains. RN 20 January 2017 29

IS YOUR NEW BUSINESS MODEL SUSTAINABLE?

The sheer amount of efort that making a ing over the rounds, Hitesh is confident change to a business model can mean for the size of his rounds is sustainable but those who work within make it essential also has growth potential. the benefits are both visible early on and “I’ve lost some customers as a few have This is an that they are securing the long-term passed away, but we replaced them very future of the business too. quickly. I think this is an area of my busi- area of my For Hitesh Pandya, adding an HND arm ness that can grow further.” business that to his business has secured and increased Dan Cock is also confident about the the sales of newspapers for the business future. can grow as a whole. “We didn’t realise how much “We’ve been saying for a long time that of a positive it was for a business. By the our sector is changing and that is very further time 6.30am has come I’ve sold 200 papers apparent now. While it isn’t necessary – that makes a lot of diference to my for everyone to go to the scale I have, I’m turnover.” hoping that by doing this in one hit it will Most interestingly, two years after tak- see me good for the next 10 years,” he says.

HOW ARE YOU GOING TO MARKET YOUR IMPROVED BUSINESS?

“I find that if you put new food to go products out prominently in Keeping their interest: your display they tend to sell be- David’s Kitchen – Glenrothes, eastnew Scotland products cause people want to try them,” Introducing seasonal and new lines helps Keith drive extra says Keith Fernie. sales His store’s reputation for Securing the future: the newstrade high-quality food to go means Hitesh Pandya – Toni’s News, Ramsgate, Kent he gets a steady stream of customers at Offering an HND service helps Hitesh stabilise his news lunchtime looking for a quick and tasty and magazine sales meal. To keep these customers engaged with his ofer, Keith ensures new and While he also promotes the service seasonal products are regularly added. with posters and sending out leaflets, he “This week we start building up to also employs an element of old fashioned Burn’s Night and we’ll be ofering a hag- salesmanship. “Particularly on a cold day gis broth and also probably bring back a you can convince them to take a delivery haggis ready meal that was popular last – in the past three days I’ve got three new year,” he says. accounts,” he says. Getting your community talking about Symbol bosses have almost uniformly what your ofering, and vouching for your told RN that building social media skills service, is invaluable. among retailers is a major priority for “You’ve really got to get the word of 2017 and this something which businesses mouth out,” says Hitesh Pandya who indicate is particularly useful when intro- covets the good reputation his HND ducing new services or products to cus- service has developed. “If you’re a tomers. “We had some success with social good newsagent and ofer a good media over the Christmas period,” says service people will come to Keith Fernie. “It’s something we’re going you,” he says. to try to get better at this year.” l 30 20 January 2017 RN PROTEIN PRODUCTS

The protein sector has arrived and is A FEW ITEMS here to stay. With the market now fully CAN BE established, Dave Songer takes us through ENOUGH what retailers have learned about these Chris Shelley stocks only two products and how to sell them protein-enriched products in his store, Shelley’s Budgens: Weetabix On The Go and Bounce. The success of Bounce caught him by surprise and he says he would encourage oth- ers to give it a go. “At £1.50, we thought it was a bit expensive Growth is at first, but our customers have taken to it. It’s also gluten-free, which is another reason it has assured worked well for us.” MORNING IS THE KEY TIME FOR SALES Weetabix developed its on-the-go At £1.50, we range specifically for the breakfast market, possibly the most important thought it meal for the protein category. It’s certainly not escaped the attention was a bit of Yoga Uppal, who makes space for expensive at …BUT A it at his One Stop Mount Nod store in Coventry. “We’ve sold it for most first, but our BIGGER FOCUS of 2016 and it’s been good for us. It’s on for £1.40 and it gives us a customers CAN PAY OFF margin of around 30%,” he says. have taken Increasing numbers of people are choosing to bolster their to it diets with more protein, a change in habit that has led Yoga PoS HELPS GROW SALES Uppal to look further afield for A display that grabs shoppers’ attention will play a big part in the success a range that will give his shop a of a product, says James Blogg from the wholesaler Simply Heavenly, which point of diference. “There aren’t specialises in selling niche products. “Bounce is our best-selling protein many wholesalers selling what product. It comes in really colourful and eye-catching packs and the com- we want in terms of protein pany has produced some fantastic point of sale, something we think is key products, and we’ve had to have to its success.” a look around. We’ve been in contact with smaller wholesal- Budgens retailer Chris ers, some of which have got a lot Shelley was surprised of products you don’t often see in how well Bounce other stores.” products have sold IT’S NOT JUST A FAD As Mars and Snickers High Protein and Weetabix’s On The Go drinks prove, major producers are taking the protein-enriched category seriously – protein can no longer be dismissed as a trend with a short life. Mars extended its protein range in 2016, with the Mars and Snickers drinks containing 19g and 18g respectively, while Warburtons Wholemeal Protein Bread is baked with wholemeal flour and pulses, giving two slices 7g of protein. RN 20 January 2017 31 PROTEIN PRODUCTS

GYM GOERS NICHE AND SPECIALIST PRODUCTS ARE STILL ARE THE CATEGORY’S LIFE BLOOD It’s not just well-established brands that are boosting the levels of protein in THE BEST their products, there’s a wealth of niche, craft products from much smaller manufacturers that use lesser-known ingredients. Products that can give CUSTOMERS retailers a real point of diference include 9BARS’s Chia & Berry bar, which has Until recently, many of the 16g of protein and combines chia berries, seeds and raspberry, and CocoPro, people who consumed protein- a sports recovery drink made with coconut – likely to remain trendy in 2017 – enriched products did so as that has 20g of protein per bottle and no added sugar. part of an exercise regime for muscle repair and growth. Convenient and on trend, The category has evolved and protein drinks are popular now includes products designed with younger health to be consumed at any time conscious customers of the day, yet Yoga Uppal says it’s important to not forget fitness enthusiasts. He stocks a product that is normally only Seeds are available at the gym or online. “We began selling USN body a growing supplements, ready to drink shake, and they’re big sellers consumer with the people who visit our store before or after the gym,” trend he says.

BRING PROTEIN INTO OTHER MEAL DEALS CHILLED EMERGING CATEGORIES HELP BOOST PRODUCTS To draw attention to his range of protein products, Yoga Uppal is planning to integrate them in a large space at SALES ARE ESSENTIAL the front of his new store. Siting them in among hot food Protein products integrate well into The popularity of protein-enriched products, he hopes it will encourage his customers to shopping trips, and they’re well-suit- drinks means a good chiller has long pick up something they didn’t originally come in ed to being matched with others. It’s been central to success with this for. “We’re looking at increasing what we something that’s being exploited by category. Avtar Sidhu, owner of Sukhi’s ofer in terms of snacking options Yoga Uppal, he sells them on a linked Simply Fresh in Kenilworth, chills and will be putting deal with other lunch-friendly prod- his range and says they “won’t protein-enriched ucts. “Weetabix On The Go is sold sell” if he doesn’t. bars, such as Mars as part of a meal deal in our store; That’s also the advice from and Trek, next to our bought alone it is £1.40, but custom- head of brand at CocoPro, microwave,” he says. ers can add a sandwich, bag of crisps Nicola Matthews. “For and a chocolate bar for £3.” convenience stores the product is likely to be an on- PROTEIN OFFERS HEALTH the-go purchase, especially in AND VALUE FOR MONEY smaller 330ml Shoppers are paying increasing attention to the amount they formats, so eat, now using protein products as a handy way to stay fuller keeping it in the for longer – not just as part of an exercise regime. Protein bars, fridge is essential,” for example, can contain high amounts of not just protein, she says. but fibre and, in a more recent development, seeds. “Seeds are a growing consumer trend, with Kantar showing it as a £46m category and growing 11% year on year,” says Gary Coggin, channel controller at 9BAR. THE POSITIVE EFFECTS CAN BE STORE-WIDE The fortunes of other protein-rich products can also experience a welcome boost thanks to this increase in sales of the latest protein-packed drinks, bars and breads, retailers report. Yoga Uppal says tinned and natural products have done better for him since expanding his range of protein products. “For younger gym-goers, we’ve also got boiled eggs and ready-to-eat options such as nuts and chocolate. We sell more cans of tuna, too,” he says. l 32 20 January 2017 RN COLUMNIST

Guest columnist Doug Love Ensure you stay within the law

New tobacco and alcohol legislation is on the From April retailers horizon, but is your business ready to comply must check anyone they buy with it, and how will it combat illicit trading? wholesale alcohol from is registered

wo important legislation genuine packs and expert analysis to will be itching to enforce, but we changes will come into force identify counterfeits. will if businesses consistently fail to this year for independent re- The second big change will only comply. So, if you have a shutter that Ttailers which stores owners apply to licensed businesses. From is difcult to shut, or a curtain that need to get prepared for now. April, only businesses that are doesn’t quite cover the whole display, The first you will already be aware registered with HMRC will be able to or staf who habitually ‘forget’ to close of – standardised packaging and wholesale alcohol. The intention is the display, please make it a New minimum-size restrictions will be to eradicate the less honest cash and Year’s resolution to address the issue. fully introduced by 20 May. Sales of carry businesses – including those There has Finally, the perennial: avoiding cigarettes and hand-rolling tobacco who sell illegal alcohol to innocent been some underage sales. Across the country in branded packaging or in pack retailers and leave them to deal with sales to trading standards volunteers sizes smaller than a minimum of 20 the consequences. discussion – who will not intimidate, or put staf cigarettes and 30g of hand-rolling Retailers will be required to check under pressure to sell – are still much tobacco will be illegal. Retailers need that anyone they buy wholesale about the higher than they reasonably should to ensure they don’t leave it too long alcohol from is registered and will be. The main reasons, in my experi- to switch and find themselves left commit an ofence if they buy from effect ence, are not intentional sales or staf with unsellable stock, so it is worth anyone that is not. If you want to not knowing the law. addressing this as early as possible. find out more, search for ‘AWRS’ and standardised Instead, they are that sellers don’t There has been some discus- follow the link to the ‘Gov.uk’ page. allow enough margin for error when sion about the efect standardised A consequence of the new scheme packaging will assessing age – I know ‘Challenge packaging will have on the illicit may be that more illegal booze 25’ sounds too high, but please insist trade. For my money, the only efect will be distributed from vans. All have on the staf use it: they are likely to be worse will be positive in terms of making staf should be aware never to take at assessing age than they believe enforcement easier, as any branded alcohol from sources like this, even if illicit trade. they are; and will almost certainly packaging on non-duty paid prod- the seller comes up with a plausible cut corners and shave a few years ucts will stick out like a sore thumb. story or paperwork. Indeed, such ap- For my money, of, in any case – and they may lack This may have the efect of improv- proaches should be reported to trad- confidence in challenging efectively. ing information about dishonest ing standards or the HMRC hotline. the only The latter can be overcome by en- traders: the public may be more This not only fulfils the requirement effect will be couraging them to think about how likely to report it if they see branded licensees have to promote the licens- they will challenge for proof of age products being sold. Most councils ing objective to prevent crime, but positive before they are faced with the need will brief their outdoor staf to look also protects their business by giving to and practising with them through for anyone leaving shops opening enforcement authorities the chance role-play. I have often come across branded packs, or to report it if there to identify the distributors and stop businesses where managers have is a preponderance of branded packs them from selling to competitors. told the staf what to do and assume on a particular estate etc. Aside from these new develop- – instead of checking – that they are Counterfeiters are already so ments, retailers must remember able to do it. expert at copying branded packag- the basics to make sure they comply Have a successful, enjoyable and ing – which the average member of with existing legislation. Please legally compliant 2017. the public or, indeed, the average cover tobacco products from the trading standards ofcer will often sight of the public, for example. After Doug Love has worked in Trading find impossible to distinguish from high initial compliance, I’ve noticed Standards for over 25 years and is the real thing – that the position will (in Islington) more and more open responsible for enforcing legislation on remain the same. We will still need displays: it’s not something that I age-restricted goods and illicit alcohol to rely on the chemical indicator on or my trading standards colleagues and tobacco in Islington RN 20 January 2017 33 THIS WEEK IN MAGAZINES Round up

Jennifer Hardwick Magazines reporter [email protected] ONE SHOTS STILL HIT THE SPOT The sad trail of celebrity deaths in 2016 led to strong one shot sales, as tribute editions to our lost musical legends were snapped up by mourning fans. Last week’s This Week in Magazines featured our first of this genre for 2017, with Classic Pop paying its respects to George Michael. But next month Anthem is celebrating a superstar who is very much still with us (assuming they don’t know something I don’t), as a special edition of Classic Pop catalogues the career of Madonna. Industry figures have told me last year’s Icon insight sales success has certainly given confidence to publishers that launching a one shot in reaction to a momentous occasion is worthwhile, so perhaps now is also the time for them to experi- GET INTO THE GROOVE ment with launching them with no obvious link to recent events. Madonna has featured in headlines recently for her strong opinion WITH MADONNA MAG on another of 2016’s shockwaves – the election of Donald Trump – but other than that there She’s been responsible for some of pop music’s greatest – and often aren’t any impending career milestones on the horizon, apart from a film directing project. most controversial – moments. This special will be a hit with fans The advantage of one shots to both retailers and publishers is clearly the higher price point, IN THIS SPECIAL 132-page one shot, Classic which could be as much as £11 or £12, as well as Pop turns its attention to the undisputed the potential to attract new readers to maga- Queen of Pop and looks at her extraordi- zines. Of course, Anthem will be hoping there O nary career. The issue takes a detailed look N T E SHO are Madonna fans out there who could become at her main collaborations – with Stephen regular Classic Pop fans, but that could extend Bray, Prince, William Orbit, Stuart Price CLASSIC POP to other music magazines as well, so it’s well and more – and features the Classic Pop PRESENTS MADONNA On sale 2 February worth taking the time to chat to one shot buyers team’s top 10 choice cuts from the lesser- about the rest of the range you have on ofer. known corners of her discography. Away Price £6.99 Frequency one shot The other good news is independents are from the music, the one shot also explores known to be particularly well-placed to take her sometimes controversial music videos, Distributor Marketforce advantage of one shot success because of their history of live tours and her film career as Display with Record flexibility with shelf space and aforementioned both actor and director. It also throws open Collector, Mojo, Uncut ability to up-sell to regular customers. So if the the doors of her wardrobe for a detailed publishers don’t need an excuse to make them, review of her ever-changing look. make sure there’s no excuse for your customers not to buy them.

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MATCH ATTAX UEFA L AUNCH CHAMPIONS LEAGUE On sale out now The latest UEFA Champions League Match Attax Frequency one shot collection is out now. The new card selection aims Price £4.99 to build on the success of the Premier League edi- Distributor Topps tion. It contains a range of special cards which the Display with Match Attax manufacturer says will bring fans extra gameplay. Premier League The starter pack includes a collector’s binder, game mat, guide and a packet of cards including a spe- cial gold limited edition player card.

B S FIRST NEWS UMPER PECI AL With Harry Potter and the Cursed Child and On sale 27 January spin-of film Fantastic Beasts and Where to Find Frequency weekly Them, the popularity of the boy wizard continues. Cover price £2 For the last two years First News has run a Harry Distributor Seymour Potter special in January, both times providing the Display with The Week Junior, national best-selling issue of the year, with the publisher newspapers reporting more than 2,000 additional copies on the average base sale. An eight-page pull-out colour Bestsellers guide to J.K. Rowling’s magical world is included. F R T Puzzles EE GIF Title On sale In DISNEY PRESENTS On sale 26 January date stock TSUM TSUM Frequency monthly Price £3.99 Puzzler Collection 08.02 This Panini title brings more than 75 Disney Distributor Marketforce Take a Break’s Take a Crossword 09.02 characters to life for young fans with puzzles, crafts Display with Frozen, Take a Break’s Take a Puzzle 09.02 and activities. Tsum Tsum means “stack stack” in Disney Princess, Barbie Japanese, so Tsum Tsum are stackable plush toys for Take a Break’s Puzzle Selection 16.02 children to collect. This issue also comes with a free Take a Break’s Arrowwords 02.02 stationery set. TaB’s Seasonal Puzzle Collection 27.01 TaB’s Hide’n’Seek Wordsearch 16.02 R PRACTICAL E H B LAUNC UMPER TaB’s Wordsearches Collection 26.01 PHOTOGRAPHY On sale out now Take a Break’s Wordsearch 16.02 From this issue Practical Photography incorpo- Frequency monthly TaB’s Criss Cross Collection 26.01 rates Digital Photo. The new-look issue also in- Price £5.49 cludes a 52-page camera handbook. Digital Photo’s Distributor Frontline The Puzzler 08.02 Photoshop Genius section remains, but has been Display with Amateur TaB’s Crossword Collection 26.01 expanded into its own magazine. Every issue Photographer, Outdoor Photography Take a Break’s Codebreakers 09.02 includes the Learn Photography Now disc. Puzzler Q Wordsearch 08.02 Take a Break’s Sudoku 02.02 SPARKLE WORLD F RE F T TaB’s Picture Arrowwords 02.02 Sparkle World features stories and activities based on E GI On sale out now Puzzler Wordsearch 08.02 a selection of popular characters including My Little Pony, Barbie and Shopkins. Selected copies carry an Frequency every third Puzzler Q Puzzle Compendium 15.02 additional covermount gift of a Genie Girls collectable week Chat Crosswords 08.02 figurine. A total of 60,000 Genie Girls blind bags will Price £2.99 Distributor Comag Puzzler Q Kriss Kross 08.02 be randomly distributed throughout the print run, in addition to a Rainbow Magic Pamper set that will be Display with My Little Pony, Disney Princess Data from independent stores supplied by given away with all copies.

NEW improved magazine on sale 19 January ✰ EXTRA PAGES DAILY AD ✰ SUPPORT IN EXTRA PUZZLES THE DAILY ✰ COVER PRICE INCREASED MIRROR RN 20 January 2017 35

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

S KITAZINE PECI AL Industry The character of choice for the first issue of Kita- On sale out now zine in 2017 is Bo Bunny, along with her colourful Frequency monthly viewpoint selection of bunny outfits. The magazine comes Price £9.99 Distributor Marketforce Ben Hawkins with all the instructions needed to create Bo as Group editor, well as a skirt, jacket, top, dress and trousers. Display with Simply Practical Photography Readers will also be equipped with all the fabric Sewing, The Art of they need and a step-by-step photographic guide Knitting, Craft & Design on how to make each piece.

B AUTOCAR UMPER ore than a trillion photographs This week’s issue of Autocar comes with a free On sale out now were taken in 2016. That’s a one 68-page supplement charting the development Frequency weekly and 12 zeros – and more than in of the new Nissan Micra from start to finish. Price £3.80 any year in photographic his- Enthusiasts will be able to learn about the car’s Distributor Frontline tory. Thank social media, thank creation from the design process through to vali- smartphones;M whatever the reason, the fact is Display with Auto Trader, dation drives, and read exclusive interviews with Top Gear, Car magazine that this once specialist hobby has never been the project team behind it. The rest of the issue more popular. contains the usual selection of news, reviews and To capitalise on this amazing stat, Bauer opinions from the world of cars. Media and Practical Photography are invest- ing heavily to create the UK’s biggest and most

F complete package for photo enthusiasts. How? R T SOFIA THE FIRST EE GIF From the March 2017 issue (on sale now), Practi- Based on the Disney animated series of the same cal Photography will incorporate Digital Photo name, this magazine follows diferent adventures On sale out now magazine, and will ofer more pages and more with Sofia each week as she learns the values she Frequency monthly content than any other magazine in the market. needs to be a princess. Disney says the stories will Price £3.99 This is now the magazine help children learn the importance of kindness, Distributor Marketforce for every photographer. respect and honesty. There are lots of puzzles to Display with Disney Whether the focus is complete as well as a memory card game to make, Princess, Frozen, Barbie on inspiration, advice, Top tip and more than 60 free stickers. This issue also editing photos or To support and highlight comes with a free musical flute. equipment reviews, Practical Photography, there’s something please ensure you display the for everyone, and magazine at front of fixture S U T P N it’s accessible for all and double face where HOUSE BEAUTIFUL PLEME levels of ability. possible to drive sales Helping readers keep up with the latest trends On sale out now There will be a new in fabrics, wallpapers, furniture and accessories, Frequency monthly 32-page section dedicated House Beautiful provides expert advice to home Price £3.90 to the art of image editing. decorators. Real life reader homes and before-and- Distributor Comag Photoshop Genius will efectively be a magazine after room makeovers provide inspiration, aimed Display with Elle within a magazine (and the largest section of at covering every style and size of property. In the Decoration, Ideal Home, its kind in the market), and will feature step- spirt of spring cleaning this issue comes with a HomeStyle by-step tutorials for a wide variety of popular free 24-page guide named Declutter, with expert techniques, from basic tweaks to advanced tips on giving messy rooms a new look. compositing. Practical Photography is already at the cutting F R T edge of hands-on how-to content – every issue EE GIF ULTIMATE SPIDER-MAN includes a video disc that features a 30-min- Aimed at readers aged between six and 12, each On sale 26 January ute TV-style show presented by our very own edition of this title includes new comic strip sto- Frequency monthly experts, as well as Photoshop tutorial videos, ries. In his latest adventure Spidey’s reptilian foe Price £3.99 exclusive editing presets and a camera buying the Lizard is back in town and the hero must try to Distributor Marketforce ebook. Display with Doctor Who Practical Photography’s cover price increases stop his latest rampage. Puzzle pages and Spider- Magazine, Marvel Super man fact files complete the fun inside. Heroes from £4.99 to £5.49 from the March 2017 issue; this will assist in driving RSV for your store.

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Partworks Collectables

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

Amercom UK Hachette Panini Topps Ships of War 9 40 11.99 Art of Crochet 74 120 2.99 Disney Princess Shopkins Sparkle Sticker Art of Knitting 105 90 2.99 Sticker Collection 2.99 0.50 Collection 2.99 0.50 DeAgostini Art of Quilting 56 90 3.99 Doctor Strange UEFA Champions League Official Build the Ford Mustang 55 100 8.99 Art Therapy 97 120 2.99 Trading Card Collection 4.99 1.00 Sticker Collection 2016/17 2.99 0.50 Build your own R2-D2 3 100 8.99 Art Therapy 50 Mindful Patterns 8 80 4.99 Fantastic Beasts and Where to Premier League Enhancing your mind, body, spirit 3 120 1.90 Build the Mallard 126 130 7.99 Find Them Sticker Collection 2.99 0.50 Sticker collection 1.99 0.50 Jazz at 33 and third RPM 27 70 14.99 Build the U96 126 150 5.99 FIFA 365 Sticker Collection 4.99 1.00 Star Wars Rogue One 4.99 1.00 Simply Stylish Knitting 55 90 3.99 Dr Who Complete History 37 80 9.99 FIFA 365 Trading Cards 4.99 1.00 Star Wars Rogue One Star Wars Helmet Coll’n 28 60 9.99 Draw The Marvel Way 28 100 4.99 Finding Dory 2.99 0.50 Sticker Collection 2.99 0.50 Zippo Collection 36 60 19.99 Judge Dredd Mega Collection 53 80 9.99 Frozen Northern Lights Sticker Trolls Trading Card Game 4.99 1.00 Marvel’s Mightiest Heroes 81 100 9.99 Collection 2.99 0.50 Trolls Sticker Collection 2.99 0.50 Eaglemoss Warhammer 10 80 9.99 Frozen Sticker Collection 2.99 0.50 WWE Slam Attax Takeover 4.99 1.00 3D Create & Print 106 110 6.99 Ice Age 2.99 0.50 Match Attax 2016/17 4.99 1.00 Build A Solar System 75 104 7.99 RBA Collectables Moana sticker collection 3.99 0.50 Title No Pts £ DC Comics Graphic Novel 38 60 9.99 Real Life Bugs & Insects 22 60 0.99 Paw Patrol Stickers 2.99 0.50

Doctor Who Figurines 89 120 8.99 Disney Tsum Tsum Stickers 2.99 0.50 DeAgostini Marvel Fact Files 201 200 3.99 Panini Secret Life of Pets 2.99 0.50 Magiki Mermaids 2.50 Military Watches 77 80 9.99 F1 Collection 21 60 9.99 My Little Pony 2.99 0.50 Frogs & Co 1.99 Star Trek Ships 90 95 10.99 Peppa Pig Around the World 2.99 0.50

Magic Box Kelsey Partworks Zomlings Series 4 0.50 Rulers of Britain 26 50 5.99 Star Monsters 1.00

Newspapers

Daily newspapers price/margin pence/margin % Saturday newspapers Sunday newspapers Sun 50p 11.15p 22.3% Sun 70p 14.98p 21.4% Sun £1 21p 21% Mirror 65p 14.5p 22.3% Mirror £1 21p 21% Sunday Mirror £1.40 29.40p 21% Mirror (Scotland) 70p 15.61p 22.3% Mirror (Scotland) £1 21p 21% People £1.40 29.40p 21% Daily Record 65p 14.3p 22% Daily Record 90p 19.8p 22% 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 22.308% Daily Mail £1 21p 21% Mail on Sunday £1.70 35.70p 21% Express 55p 13.31p 24.2% Express 80p 17.152p 21.44% Sunday Mail £1.70 35.70p 21% Express (Scotland) 50p 12.10p 24.2% Express (Scotland) 80p 18p 22.5% Sunday Telegraph £2 45.50p 22.75% Telegraph £1.60 34.4p 21.5% Telegraph £2 48p 24% Sunday Times £2.50 52.50p 21% Times £1.40 30.1p 21.5% Times £1.50 35.25p 23.5% Observer £3 73.50p 22% FT £2.70 54p 20% FT £3.50 79.1p 22.6% Scotland on Sunday £1.70 39.95p 23% Guardian £2 44p 22% Guardian £2.90 63.8p 22% Racing Post £2.60 61p 23.46% i 50p 12p 24% i Saturday 60p 14.4p 24% Sunday Herald (Scotland) £1.70 35.7p 21% i (N. Ireland) 50p 12.5p 25% i (N. Ireland) 60p 15p 25% Sunday Express £1.40 29.65p 21.18% Racing Post £2.30 54.0p 23.48% Racing Post £2.60 61p 23.46% Sunday Post £1.60 33.6p 21% Herald (Scotland) £1.30 29.90p 23% Herald (Scotland) £1.70 39.1p 23% Scotsman £1.50 33.75p 22.5% Scotsman £1.95 43.88p 22.5%

Weight Watchers 14-1517-18 DecemberJanuary 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 TelegraphSunday Times 1,480g965g 490g795g 415g60g 11 3 130g50g Cumulative? no yes no no no no no DailySunday Telegraph Times 1,010g760g 510g615g 125g0g 06 65g0g 0-69g n/a n/a n/a n/a n/a n/a n/a ObserverTimes 920g575g 130g475g 195g10g 5 1 10g65g 70-100g 1.5p 2.5p 2.57p 2.7p 2.93p 2.75p 2.93p 101-200g 2p 3p 3.36p 3.3p 3.65p 3.35p 3.65p SunMail on Sunday 805g565g 220g370g 100g75g 53 35g 201-300g 4p 5p 6.09p 5.5p 6.26p 5.75p 6.26p DailyGuardian Mail 700g515g 440g240g 40g75g 32 35g25g 301-400g 5p 7p 7.43p 6.7p 7.06p 7p 7.06p Mail on Sunday 405g625g 395g225g 65g10g 4 1 10g45g 401-500g * 7.5p * * * * * GuardianSunday Telegraph 370g610g 350g220g 20g15g 2 10g Over 500g * 8p * * * * * TheObserver Times 595g– 185g – 10g – – 2 5g – * 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 RN 2220 December January 2017 2016 CLASSIFIED 39

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