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MARKETING 15% boost from ad screens Hi Street Digital live in 250 stores Page 10 » 12 ideas

LEGISLATION to inspire C-stores: we’re set for alcohol your future register One brilliant store, 22 great retailers and Retailers ready for 1 April. Page 4 what they learned on the IAA study tour at »

Nisa Local Fletton in Peterborough PRODUCT TRENDS Page 6 » 15% baby snacks growth missed FREE Update your range, IAA guide stores told. Page 12 with this » ‘Symbols have their own objectives but issue Vol 128 No 12 the IAA is about you. There is no agenda, FOR TRADE USE ONLY 12 it’s simply to improve your store’ Page 5 » 2 24 March 2017 RN CONTENTS Shaping the future of independent retail since 1889

Editor Associate editor News editor Chris Gamm Chris Rolfe Charlie Faulkner @ChrisGammRN @ChrisRolfeRN @CharlieFaulkRN 020 7689 3378 020 7689 3362 020 7689 3357 brewers’ craft alcohol 7 tip-offs Page 28 Features editor Reporter Reporter Tom Gockelen-Kozlowski Dave Songer Jennifer Hardwick @TomGK_RN @DaveSongerRN @JenniferH_RN 020 7689 3361 020 7689 3358 020 7689 3350

Head of production Senior designer Darren Rackham Anne-Claire Pickard @DarrenRackhamRN 020 7689 3391 020 7689 3373 “I’ve wanted an in-store bakery, but have always been a bit nervous. Designer Account managers Marketing executive Emma Langschied Marta Dziok-Kaczynska Keelan Farley Seeing Siva’s successful set-up has 020 7689 3380 020 7689 3354 020 7689 3356 Production Erin Swanson Financial controller made me re-evaluate the idea” coordinator 020 7689 3372 Parin Gohil Billy Allen Marketing manager 020 7689 3375 John Green, IAA Lookbook Page 6 020 7689 3368 Tom Mulready Managing director Director of sales 020 7689 3352 Nick Shanagher Mike Baillie Marketing executive 07966 530 001 020 7689 3367 Tom Thorn HEADLINES OPINION Account director 020 7689 3384 Will Hoad 020 7689 3370 4 BREAKING NEWS 20 YOUR NEWS Alcohol registration – we’re Smiths depot closure fallout ready If you do not receive your copy of RN please contact Tom Thorn 22 YOUR VIEWS on 020 7689 3384 or email [email protected] 6 STORE LOOKBOOK Your letters, tweets and views

Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper 12 ideas from Siva Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT Thievanayagan’s Nisa Local The importance of getting Audit Bureau of Circulations July 2015 to June 2016 average net circulation per issue 13,316 10 SYMBOL NEWS ice cream pricing right

Annual Subscription 15% uplift from digital screens UK 1 year £150 Europe £302 2 years £237 Rest of world £354 11 NEWS & MAGS 3 years £333 FT Magazine refresh To subscribe contact 020 7689 3384 12 PRODUCT TRENDS Newtrade Toddler snacks growth 11 Angel Gate, City Road, London EC1V 2SD Tel 020 7689 0600 14 BRAND SNAPSHOT email [email protected] News from nine big brands RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. 16 WHAT’S NEW? Retail Newsagent is editorially independent of the NFRN and opinions, comments and reviews included are not necessarily those of the Federation and no warranty for goods or services described is implied. Snacks in focus Reproduction or transmission in part or whole of any item from RN may only be undertaken with the prior written agreement of the Editor. 18 PRICEWATCH Contributions are welcomed and are included in part or whole at the sole discretion of the editor. Page 18 Newtrade accepts no responsibility for submitted material. Every possible Benchmark ice cream prices care is taken to ensure the accuracy of information. For trade use only RN 24 March 2017 3

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

OUR WELCOME TARGET IS £65,000 PER WEEK Page 6 It was inspiring to hear retailers buzzing on the bus back from the store visit

ast Wednesday, I spent an inspiring day on the Independent Achievers Academy study tour at Siva Thievanay- agan’sL stunning Nisa Local in Peterborough. It was great to meet exciting new retailers, like Huddersfield Premier owner Navinder Kaur. She saw the study tour advertised in Editor RN and came along to meet likeminded re- INSIGHT Chris Gamm tailers and take back new ideas to her store. @ChrisGammRN It was also inspiring to hear retailers buzz- 21 INDUSTRY PROFILE 020 7689 3378 ing on the bus back from the store visit. Organix Brands’ Chris Braitch Shrewsbury retailer Bal Ghuman told me 24 RN INTERVIEW he’d known for a while he needed a new EPoS Imperial anti-illicit trade system integrated with PayPoint to safeguard his cash. manager Peter Nelson After seeing Siva’s system, he committed to taking action. “It’s great to see how other people’s minds work and how they 26 ACADEMY IN ACTION do things – it’s what makes me tick,” he said. Staff development in You can see what Navinder, Bal and the rest of us learned in focus this week’s special four page IAA Lookbook, starting on page 6. 28 CRAFT ALCOHOL Speaking at the launch, 2016 Overall Best Shop recipient Seven trends to Amish Shingadia and 2017 IAA ambassador Bay Bashir spoke watch about the importance of benchmarking their stores against core retail priciples. 30 OWN LABEL Collaborating Benchmarking pushes them to be better retailers, find new Three retailers’ to fight the ways to keep improving and identify the basics that can strategies illicit trade is often be easy to overlook. Amish also shared how he and his 34 THIS WEEK IN staff have identified 25 areas to work on in 2017 using the MAGAZINES more important IAA’s advice. New than ever You can find your copy of the 2017 Retail Profit Guide free collectable Page 24 with this issue of RN. Use it to benchmark your store and cre- Sweet ate your own 2017 action plan. It’s a powerful tool. 4 24 March 2017 RN BREAKING NEWS Sticking to Registration for wholesalers comes into force on 1 April ‘This helps honest traders’ big brands helps fight Retailers ready for new ‘Lidl effect’ C-stores must focus on big brands despite the “Aldi alcohol fraud scheme and Lidl efect” hitting sales of branded goods in by Helen Lock or a prison sentence. don’t expect any issues with my sales margins afected. supermarkets. [email protected] However, retailers told it because we only use them Whereas a wholesaler might A senior FMCG executive RN there has been a lot of and they are a legitimate have sold wine for £20 down told RN sales of big brands Retailers told RN they are information around AWRS business.” from £30 on a promotion, are declining as people ready for the government’s and they are not concerned Samantha Coldbeck, of now it is only reduced to £25.” realise they can buy cheap, new scheme to tackle with the change. Premier Wharfedale in Hull, The reference numbers high quality goods from alcohol fraud, set to come “We’ve been aware of the said: “Legitimate retailers are listed in an online discounters. into force next month. scheme for a few months have always battled against directory and all wholesalers But retailers located near From 1 April, retailers and it’s been straightfor- shops who can sell three selling alcohol had to discounters told RN they will be responsible for ward because we mainly use bottles of vodka for a tenner. register by 31 March 2016. can’t compete on cheaper checking their wholesaler a cash and carry which has This will help give honest Martin Race, managing lines, so they ofer big is registered with HM done it,” said Jayesh Parekh, traders a better footing in director of Bestway Whole- brands instead. Revenue and Customs under who owns Jay’s Costcutter the market.” sale, said: “The AWRS will “You can’t compete on the Alcohol Wholesaler in Manchester. However, Shrewsbury clamp down on bootleg pricing, so it’s better to Registration Scheme Bob Gill, who runs a Nisa retailer Rav Garcha booze and provide cus- focus on what you do that (AWRS). Any retailer found Costcutter in Sunderland, said less competition be- tomers with the confidence they don’t do,” said Jayesh knowingly selling alcohol said: “There’s a sign up in tween registered whole- that they are operating Parekh of Jay’s Costcutter from an unregistered the cash and carry saying salers has led to increased within the legal frame- in Manchester. wholesaler could face a fine they are registered, so we alcohol prices. “I’ve seen work.” “For example Aldi don’t do Smirnof vodka so people come here for the brand JTI warning: name.” you could be Jimmy Patel of Jimmy’s Store in Northampton next in plain agreed and said people packs? always switch from own label to brands if there is a Confectionery and drinks promotion on them. brands could be next in line to face plain packaging, JTI warned at the Interna- tional Food & Drink event More PoS in London on Monday. for People’s The tobacco manufacturer hosted a stand called Projects The Future of Brands, National Lottery retailers designed to act as a will receive a second round wake-up call to food and of PoS material this week to drink companies that their flag up a nationwide retail brands are under increas- campaign to support The ing attack of excessive People’s Projects. regulation. The People’s Projects ofers a chance for the public to vote on how £3m will be spent across their favourite local projects Scots to cash in with bottle recycling plan and is being run by the Big Scottish retailers could ben- port the deposit system. ding to research by Coca- machine, the handling of Lottery Fund, ITV, STV and efit from increased revenue He said research demon- Cola, 63% of the public are stock and the cleanliness of the National Lottery. if they install a recycling strated every convenience positive about this,” said the machine. Retailers are being machine through the de- store in Norway, Sweden Mr Fox. Paul Baxter, NFRN chief encouraged to speak to posit recycling system, a and Estonia could justify The machines cost be- executive, recommended their customers about the Coca-Cola senior exec has having a machine within a tween £20,000 and £30,000 setting up a working party competition. said. few months of installation. to install. Retailers who from the Scottish district to All stores will receive Speaking at the NFRN’s Benefits included in- install one would receive engage with Coca-Cola and an additional Playstation annual Scottish conference creased footfall and sales. an income under the pro- the Scottish government wing and a window poster, this week, Jim Fox, asso- “Pressure is growing on posed retail handling to influence the decision- with some receiving ban- ciate director - public afairs the Scottish parliament scheme for a three-year making process early on. ners, window vinyls and at Coca-Cola European Part- to introduce a similar sch- period based on the am- l Full Scottish conference bunting. ners, urged retailers to sup- eme,” said Mr Fox. “Accor- ount of space lost to the report in next week’s RN. RN 24 March 2017 5

Menzies defends move away from news Menzies says its diversifi- cation into other logistics operations is “good news” for retailers. A Financial Times article published on Saturday described Menzies’ delivery business as an “overnight logistics network”. A Menzies spokesman said the company has won several long-term, Bay Bashir and Stefan Appleby at an national logistics contracts IAA study day in Peterborough last week with high street partners during the past 18 months, including WH Smith, Card IAA helped Bay Bashir identify social media as focus area ‘It provides a new level of scrutiny’ Factory and Nisbets. “We continue to diversify into adjacent markets where we can efciently leverage the cost of our national Benchmarking essential network,” he said. “This is good news for our customers, as the more volume we can bring into to drive growth, says IAA our network from the wider logistics sector, the more secure, sustainable and by Charlie Faulkner last week, he said: “It’s staf. “It’s key to not think Last year’s Overall Best shown me how to increase you know everything and Shop recipient Amish Shin- competitive our end-to-end [email protected] supply chain capability.” sales in areas that were accept sometimes you need gadia, of Londis Caterways Benchmarking your busi- under performing. It to delegate things,” he said. in Horsham, said he found ness – and not solely rely- highlights the weakest He believes it is vital for information from the IAA Tesco cuts ing on your symbol group part of my store but, first retailers to participate in and his symbol group – is crucial to drive growth, and foremost, it’s about benchmarking to improve complement one another. half of urged retailers who have improving. their businesses. However, he said: “The IAA successfully worked with “It’s about getting the “Symbols have their provides a brand new level Heineken the Independent Achievers best advice and trying to own objectives but the of scrutiny which you’re Academy (IAA). implement that in your IAA is about you. There is unable to access through beer lines store.” no agenda, it’s simply to your symbol group alone.” Bay Bashir, of Belle Vue Tesco has delisted half its Through using the IAA’s improve your store and This year he plans to Convenience in Middles- Heineken products as it 2016 benchmarking pro- make it the best you can,” “out-do” his 2016 achieve- brough, has been a part of continues its fight against cess, Mr Bashir identified said Mr Bashir. ments and is currently the IAA for five years and Brexit price hikes. social media as an area to “It’s important to make seeing his store through has seen his business grow In response to the Dutch focus on. He admitted he sure I’m benchmarking my a refit. as a result. brewer’s threat of a price finds it “hard work” but store and making sure it’s l IAA 2017 Retail Profit Speaking at an IAA increase of 6p a pint, Tesco has now passed it on to his moving forward.” Guide free with this issue. study day in Peterborough announced it will axe half its products including Amstel, Sol, Tiger Beer and Kingfisher, as reported by Retailers want ban on cut-off extensions the Daily Mail. Nine out of 10 retailers be- earlier this month, with 92% But publishers said exte- can all expect long-term The supermarket is also lieve extensions to newspa- saying extensions should nsions are important to damage.” now ofering fewer varia- pers’ cut-of times should not be allowed. protect the long-term sales But Neil Jagger, Trinity tions of Heineken’s own be banned, an NFRN poll Brian Murphy, NFRN of a title. Mirror’s general manager lager cans and bottles. shows. head of news, said: “We “It’s not all about getting and group newspaper sales A Heineken spokes- The survey of 300 retail- want circulation depart- decent sales on that morn- director, said extensions are man said he would not ers was carried out after ments to take this on board ing,” said Paul Bacon, sales too frequent. comment on “commercial publishers agreed a localised and warn their editorial col- and marketing manager “Extensions should be for arrangements” but added: extension of 45 minutes in leagues the evidence shows for the i. “As an industry, major events only, such as “Shoppers will continue to Swansea and Newport fol- a requirement for newspa- we must make every efort a General Election or sports find a broad range of our lowing the Wales v Ireland pers to be printed earlier, not to give the consumer what events happening later due to fantastic beer and cider Rugby Six Nations match later.” they want otherwise we time differences,” he said. brands in Tesco.” RN 24 March 2017 5

IAA helped Bay Bashir identify social media as focus area ‘It provides a new level of scrutiny’ Menzies defends move away Benchmarking essential from news Menzies says its diversifi- cation into other logistics to drive growth, says IAA operations is “good news” for retailers. A Financial Times article published on Saturday described Menzies’ delivery business as an “overnight logistics network”. A Menzies spokesman said the company has won several long-term, national logistics contracts with high street partners during the past 18 months, including WH Smith, Card Factory and Nisbets. “We continue to diversify into adjacent markets where we can efciently leverage the cost of our national network,” he said. “This is good news for our customers, as the more Bay Bashir and Stefan Appleby at an volume we can bring into IAA study day in Peterborough last week our network from the wider logistics sector, the more secure, sustainable and by Charlie Faulkner last week, he said: “It’s staf. “It’s key to not think Last year’s Overall Best shown me how to increase you know everything and Shop recipient Amish Shin- competitive our end-to-end [email protected] supply chain capability.” sales in areas that were accept sometimes you need gadia, of Londis Caterways Benchmarking your busi- under performing. It to delegate things,” he said. in Horsham, said he found ness – and not solely rely- highlights the weakest He believes it is vital for information from the IAA Tesco cuts ing on your symbol group part of my store but, first retailers to participate in and his symbol group – is crucial to drive growth, and foremost, it’s about benchmarking to improve complement one another. half of urged retailers who have improving. their businesses. However, he said: “The IAA successfully worked with “It’s about getting the “Symbols have their provides a brand new level Heineken the Independent Achievers best advice and trying to own objectives but the of scrutiny which you’re Academy (IAA). implement that in your IAA is about you. There is unable to access through beer lines store.” no agenda, it’s simply to your symbol group alone.” Bay Bashir, of Belle Vue Tesco has delisted half its Through using the IAA’s improve your store and This year he plans to Convenience in Middles- Heineken products as it 2016 benchmarking pro- make it the best you can,” “out-do” his 2016 achieve- brough, has been a part of continues its fight against cess, Mr Bashir identified said Mr Bashir. ments and is currently the IAA for five years and Brexit price hikes. social media as an area to “It’s important to make seeing his store through has seen his business grow In response to the Dutch focus on. He admitted he sure I’m benchmarking my a refit. as a result. brewer’s threat of a price finds it “hard work” but store and making sure it’s l IAA 2017 Retail Profit Speaking at an IAA increase of 6p a pint, Tesco has now passed it on to his moving forward.” Guide free with this issue. study day in Peterborough announced it will axe half its products including Amstel, Sol, Tiger Beer and Kingfisher, as reported by Retailers want ban on cut-off extensions the Daily Mail. Nine out of 10 retailers be- earlier this month, with 92% But publishers said exte- can all expect long-term The supermarket is also lieve extensions to newspa- saying extensions should nsions are important to damage.” now ofering fewer varia- pers’ cut-of times should not be allowed. protect the long-term sales But Neil Jagger, Trinity tions of Heineken’s own be banned, an NFRN poll Brian Murphy, NFRN of a title. Mirror’s general manager lager cans and bottles. shows. head of news, said: “We “It’s not all about getting and group newspaper sales A Heineken spokes- The survey of 300 retail- want circulation depart- decent sales on that morn- director, said extensions are man said he would not ers was carried out after ments to take this on board ing,” said Paul Bacon, sales too frequent. comment on “commercial publishers agreed a localised and warn their editorial col- and marketing manager “Extensions should be for arrangements” but added: extension of 45 minutes in leagues the evidence shows for the i. “As an industry, major events only, such as “Shoppers will continue to Swansea and Newport fol- a requirement for newspa- we must make every efort a General Election or sports find a broad range of our lowing the Wales v Ireland pers to be printed earlier, not to give the consumer what events happening later due to fantastic beer and cider Rugby Six Nations match later.” they want otherwise we time differences,” he said. brands in Tesco.” 6 24 March 2017 RN IAA LOOKBOOK 12 great lessons from the study day

A GREAT WAY TO DISPLAY MY FRESHEST PRODUCE Mukesh Patel Simply Local Moat Stores, Malvern The flower stand is something that stands out for me. Normal- ly you can only get the metal framed stands with plastic buckets which look cheap and tacky but are in reality expen- sive. His wooden stand looks more upmarket and versatile.

ocated on a residential street in “I make 50% margins on my sandwich- Peterborough sits the bright and es so why would I charge more?” welcoming Nisa Local Fletton – the As the IAA’s study day venue, attendees Lvenue for the launch of this year’s take part in a tour where they’re able to IAA retail study day. see the hard work that’s gone behind the Food to go and fresh are the main focus shop’s new look. Perfect across all five of owner Siva Thievanaya- Varied ceiling heights around the gan’s Nisa shops, but when this 3,000sq store, for example, help open up diferent ft store was due a major refit he decided areas, while some creative use of coloured to take things one step further, opening lighting emphasises specific products – a bakery. pink-tinted lighting, attendees discover, “Our bakery has a £6,000 turnover,” is more flattering for raw chicken than store says Siva. “We bake fresh Cuisine de harsh white. France pastries, we serve breakfasts, piz- Elsewhere, Siva has used bespoke zas, homemade sandwiches and have a display units to help his products sell: deli which ofers the option for customers “We try to make the shelves look more to create their own lunch,” he explains. interesting by using things like wicker Despite the premium feel of the store – baskets and wooden crates to display fruit products such as San Pellegrino Pome- and vegetables.” to tour granate & Orange sit next to core staples Finding space for specialist brands in – he is committed to keeping prices low. categories such as alcohol – US beer Blue This year’s Independent Achievers “I like to see something diferent avail- Moon has found popularity – is one way able in shops so I want to ofer my cus- Siva engages his customers, but catering Academy launched last week at tomers something unique too,” he says. for their specific needs also helps. a store that optimises the retail “But it’s not an afuent area so prices need “We have big Polish and Italian com- to meet the needs of my customers.” munities in Peterborough so it’s impor- principles that underpin the Siva has introduced many elements tant to cater for them,” says Siva, who programme. Charlie Faulkner and that would be more commonly found turns over £1,000 a week on both areas. in stores serving a more afuent demo- But as always, it’s the hard numbers Chris Gamm joined retailers on a graphic, but priced them at an afordable which tell the retailers on the tour the level for his customers. Freshly-made full story: “We’ve grown turnover 15% study tour around the business to sandwiches are priced at £2.60 each, with to £48,000 a week since the refit, but my find out what they learned freshly made smoothies for £2.20. ambition is to get to £65,000.” l RN 24 March 2017 7 It’s so important to learn from other retailers, so I really appreciated the feedback and ideas I’ve had from everyone IAA LOOKBOOK who visited with the IAA study tour today” SIVA THIEVANAYAGAN

HIS COFFEE OFFER GIVES US CONFIDENCE IN THE CHOICE WE’VE MADE Bay Bashir Lifestyle Express, Middlesbrough

My new cofee machine is going sit at the front of the store in the same way, so it was good to get reassurance on the location and to be able to see just how much space I need for the area.

A GREAT EXAMPLE OF THE BIG NIGHT IN IN ACTION Vince JUICE IS A GREAT Malone IDEA FOR OUR Premier Express UPCOMING REFIT Tenby Stores, David Pembrokeshire Lewis Crescent Stores I love the big night in section, Spar, Witney with snacks, pizza and ice cream merchandised within the The fresh orange juice machine alcohol section. The shop is well is very interesting. We’re look- segmented into diferent shop- ing to refit our store this year per needs and the lack of false and it’s something I’d like to ceiling in the big night in zone look at incorporating as fresh is creates theatre. what customers want.

INFORMATION Size 3,000sq ft Turnover £48,000 a week Target turnover £65,000 a week Average basket spend £8.50 Key categories alcohol, food to go, fresh » 8 24 March 2017 RN IAA LOOKBOOK

IT SHOWS HOW A GREAT STORE IS A GREAT WORKPLACE Amy Panchmatia Mace Hexagon Stores & Post Office, Andover I’m a sucker for working in a good shop. It must be bright, lively, clean and well stocked, like this one. The bakery and handmade pizzas are very attractive. The displays aren’t too high so it creates a feeling of space and the raised till area means you can see everywhere.

IT’S GETTING THE BASICS RIGHT WHICH REALLY STANDS OUT Kennedy Zvenyik Nisa Local, THE LABELS ON FRESH Paddington ARE A GREAT IDEA WELL EXECUTED The store standards were great David and it was good to see the basics Ramsey done so well. His precision Best-one Byram really stood out – the lighting, Park Stores, cleanliness, no rubbish any- Knottingley where – it was a pleasant shop to be in. The labelling for fresh and baked produce is brilliant. It’s all done from the back ofce, custom- ised with pictures and dates showing when something was made. This will give customers confidence a product’s only been out for a day.

WE COULD USE OUR ORDERING SYSTEMS TO SAVE MONEY TOO Jack Patel Londis Westholme Stores, Reading

Siva’s monitoring of wastage was impressive. He uses data to make sure they are wasting as little as possible and adjusts the orders accordingly. RN 24 March 2017 9 IAA LOOKBOOK

HIS FRESH DISPLAY WILL INSPIRE ME TO DO SIMILAR Narinder Kaur Singh’s Convenience Store, Huddersfield

It was great to see how Siva created theatre around his fruit and veg. I’m going to look at using interesting containers to display my fresh stock to make it stand out more. SIVA SHOWS HOW EVERY STORE CAN BE COMPETITIVE Amish Shingadia Shingadia’s Londis Caterways & Post Office, Horsham

The low pricing is impressive, particularly on the food to go. For customers to be able to buy a fresh sandwich and a drink for £3.50, that’s almost as good as Subway.

THE BAKERY IS A GREAT EXAMPLE FOR ME TO FOLLOW John Green Premier Express Green End Store, Huntington

I’ve wanted to set up an in-store bakery, but have always been a bit nervous about doing so. See- ing Siva’s successful set up has made me re-evaluate the idea.

I’M SO IMPRESSED WITH THIS MAINTENANCE-FREE FLOORING Bal Ghuman Premier AK Convenience, Shrewsbury

I like the floor. It is poured concrete which has been dia- mond polished. It looks much better than tiles and is virtually maintenance-free. If it ever needs smartening up, Siva can just get it re-polished. 10 24 March 2017 RN SYMBOL NEWS Costcutter acts on customer feedback

A Costcutter store has expanded its international cuisine ofering as a result of a proactive approach to customer feedback. The Costcutter Swansea University store, which is based on campus and run by the students’ union, participates in regular surveys which has led to it adding Korean noodle Hi Street Digital installed outward-facing screens in windows Screens are free for retailers brands, Nepalese dessert brands and Singapore sauces. “We have a large pro- portion of international Digital advertising screen students who, not surpris- ingly, miss foods from their native countries,” said Martin Caldwell, Stu- trial increases sales 15% dents’ Union commercial by Tim Murray field, had the screens Digital can respond to increase of almost 7%. manager. [email protected] installed when the com- weather changes. One in The screens are free “Feedback from these pany first launched the 10 of the current stores and retailers need to surveys has been invalu- A digital advertising trial. “It’s very impactful have motion capture and have suitable window able – as a direct result we initiative aimed at because of the quality retina-scanning cameras space, as well as a full have added a more exten- independent retailers has of the screen,” he said. enabling Hi Street Digi- convenience ofering. Mr sive range of international boosted sales of featured “The products they’re tal to see how shoppers Daniels added they are cuisine and whole foods.” products by an average of advertising are good and respond to the ads. looking for “premium” The store has also added 15%, while also driving it can only get bigger and Jonathan Daniels, Hi retailers. a niche food area which footfall and basket spend. better.” Street Digital managing Hi Street Digital’s includes Suma and Divine The increases are the Revenue is generated partner, said: “It’s a bit of screens are in 250 retail- products. results of an 18-month by the company selling a no-brainer for retailers ers’ windows, advertis- trial conducted by Hi space to brands while – we’re giving them ing six diferent products Street Digital, which retailers have to ensure a £5,000 screen that on a loop. Customers installed outward-facing they ofer maximum increases sales, basket It aims to double its screens mounted in shop availability to the spend and footfall.” presence by the end of enjoy a windows, used to display product in focus. The He told RN sales of 2017 and further increase promotions – driving company is also working the featured products the number of retailers Snapchat sales for both retailers with symbol groups. have increased by 15%, with screens to 1,000 Independent retailers who and manufacturers. Adverts can be ad- footfall has increased by the end of next year, don’t use apps such as Raj Aggarwal, of Spar justed according to the by more than 4% and with a long-term goal of Snapchat could be missing Hackenthorpe in Shef- time of day and Hi Street basket spend has seen an 5,000 retailers. out on an opportunity to engage with shoppers. High street brands including Lush and Sains- bury’s have both used the Deli counters offer margins of 50% technology to connect Retailers who take the 50% margin. “Deli is our concern for retailers but ter in his Peterborough with their customer base. plunge and implement most profitable depart- Mr Heritage said he has store 15 years ago. “We’ve “The ability to send a deli counter could ment by far,” he said. found ways to minimise expanded it several times customers exclusive sneak enjoy 50% margins and “For the first 16 days of it. “There are lots of and recently I decided to peeks, one-of filters and increased footfall. March, 7% of our takings creative opportunities to make it as big as possible, of-the-cuf content re- That is the advice from came solely from the deli reduce waste: we’ll turn doubling the size to six ally appealed to us,” said other retailers who have counter. In the summer, stale bread into bread- metres. Nicolas Copeland, Lush’s had success with a deli when campers stock up and-butter pudding, for “Fresh is what people marketing director. counter ofering installed for picnic lunches, sales example.” are looking for – I’d say According to parent in their stores. go through the roof. And Siva Thievanayagan, 50% of any store should be company Snap, 72% of its 10 David Heritage, of it’s great for Christmas, of of Nisa Local Fletton, fresh these days.” million daily users send a Barns Green Village Stores course.” was ahead of the trend, l Don’t miss RN’s expert Snapchat while shopping. in Horsham, often sees a Wastage can be a establishing a deli coun- guide next week RN 24 March 2017 11 NEWS & MAGS FT sales rise highest Saturday refresh unveiled February Monday to Friday newspaper sales

Core Monthly Yearly Estimated Total sales *1 change change retail margin (000s) *2 sales *3 Financial Daily Mirror 604,193 -1.1% -11.5% £90.5 638,193 Daily Record 148,555 -0.5% -9.6% £21.2 148,555 Daily Star 444,076 -0.8% -6.9% £32.2 444,076 The Sun 1,406,545 -3.6% -11.9% £156.8 1,504,380 Times sales Daily Express 367,218 -0.7% -4.9% £48.9 367,218 Daily Mail 1,202,922 -1.3% -7.4% £174.4 1,266,178 Daily Telegraph 377,383 -0.9% -11.8% £129.8 416,879 growth Financial Times 33,989 2.2% -6.5% £18.4 54,970 Guardian 127,482 -1.4% -4.7% £56.1 127,482 i 210,846 -0.6% 1.2% £25.3 267,454 Times 322,153 -0.4% -0.7% £97.0 402,645 continues TOTAL 5,245,362 -1.7% -8.6% £851 5,638,030 by Jennifer Hardwick “Our print circulation has February Saturday newspaper sales [email protected] been profitable on its own, before advertising, since Core Monthly Yearly Estimated Total The Financial Times 2013.” sales *1 change change retail margin (000s) *2 sales *3 achieved sales growth Speaking about the re- Daily Mirror 785,500 -2.9% -10.3% £177.5 819,500 for both its weekday and fresh, which is accompanied Saturday editions for the by a marketing campaign Daily Record 178,676 -0.9% -8.7% £35.4 178,676 second month running in across print, digital and Daily Star 409,031 -0.4% -7.2% £49.4 409,031 February, according to the social media, FT chief com- The Sun 1,857,286 -3.0% -9.4% £278.2 1,955,121 latest figures from the Audit munications and marketing Daily Express 464,402 -0.5% -9.2% £79.7 464,402 Bureau of Circulations. ofcer Darcy Keller said: Daily Mail 2,007,401 -1.6% -4.5% £421.6 2,070,657 The title’s weekday edi- “With few exceptions, Daily Telegraph 555,475 -1.9% -7.3% £266.6 594,971 tion was up 2.2% month on people are growing more Financial Times 71,011 0.5% -3.3% £56.2 91,992 month compared to Janu- and more busy during the Guardian 289,844 -1.5% -2.7% £184.9 289,844 ary, while the weekend edi- week. i 201,010 -0.8% 13.1% £28.9 257,618 tion was up 0.5%, after sales “We all look forward to Times 495,883 -1.4% 4.5% £174.8 576,375 grew the previous month that weekend feeling when by 1% and 1.5% respectively, our time is ours – not to tune TOTAL 7,315,519 -1.9% -6.2% £1,753 7,708,187 compared to December. out, but to tune in.” The news came as The Financial Times was February Sunday newspaper sales the publisher unveiled a the only newspaper to grow refresh of its Saturday edi- its month-on-month sales Core Monthly Yearly Estimated Total tion, named FT Weekend, for both the weekday and sales *1 change change retail margin (000s) *2 sales *3 including a redesigned front Saturday editions, but sales Sunday Mail 166,193 -1.2% -10.0% £59.3 166,193 page and redesigned FT of the Daily Star Sunday rose Sunday Mirror 557,815 -2.6% -16.4% £164.0 591,815 Magazine, as well as the an- by 0.8% month on month in nouncement of several new February after falling in the People 220,540 -0.2% -17.2% £64.8 227,540 regular columnists. past two months. Daily Star Sun. 256,881 0.8% -13.4% £51.1 256,881 The title’s global commu- The i continued its run The Sun 1,259,075 -0.5% -5.9% £264.4 1,356,858 nications director Kristina of sales growth, achieving Sunday Express 328,801 -0.5% -9.0% £97.5 328,801 Eriksson told RN the refresh year-on-year growth of Sunday Post 141,690 -1.0% -12.6% £47.6 142,228 demonstrates Financial 1.2% for its weekday edition Mail on Sunday 1,146,536 -1.3% -8.8% £409.3 1,201,228 Times’ commitment to and 13.1% for its Saturday Observer 183,617 -1.1% 0.0% £135.0 183,617 print and said the recent edition. Sun. Telegraph 315,950 -1.8% -8.2% £143.8 349,097 sales growth is just one part Overall, Sunday titles suf- Sunday Times 681,122 -0.6% -3.4% £357.6 765,004 of the overall health of the fered the biggest falls, down TOTAL 5,258,220 -1.0% -8.8% £1,794 5,569,262 business. 8.6% year on year, while

“We believe strongly in weekday sales fell by 8.6%. *1 Core sales are newstrade sales and pre-paid subscriptions in the UK and Ireland; *2 ERM is the total income to retailers for one day’s sales, calculated using print,” she said. margin statistics printed in RN; *3 Total sales includes bulk sales 12 24 March 2017 RN PRODUCT TRENDS Lucozade Energy’s two new flavours Lucozade Ribena Suntory is launching two further Lucozade Energy flavours this summer, in a bid to drive sales during the warm weather. The variants, Blackcur- rant Bliss and Pineapple Punch, will be available in 380ml £1 pricemarked packs, exclusively to the independent market from 27 15% March. growth in “We know how impor- infant snacks tant our brand is for the sales wholesale route to market, which is why we’re ofering these flavours exclusively,” said Mark Steratt, head of market, strategy and plan- ning at Lucozade Ribena Suntory. “They give a real Stay on trend to get best point of diference from the multiples.” Retailers will also have access to a range of PoS material including barkers, baby and toddler sales wobblers and counter-top by Chris Rolfe ing this the fastest-grow- Braich, customer market- growth opportunities in units. “The demand for [email protected] ing area within the baby ing controller at Organix. the category. impulsive chilled drink and toddler food market. “Space should be re- “We’ve seen demand purchases at its highest Independent stores are However, convenience duced for jars in favour of for snacks and on-the-go between April and August,” missing out on sales of retailers’ ranges are still faster-selling lines such as baby food increase. Parents added Mr Steratt. baby and toddler products heavily concentrated on pouches, snacks and fruit are looking for these kinds by failing to stock modern jarred baby food, sales of pots. Retailers also need to of products, from brands formats, snacks and which are declining by 10% back the right pack formats like Ella’s Kitchen and Lifestyle health-focused products, year on year. in baby food, focusing on Organix, and we now order manufacturer Organix has “Demand from parents pouches and meal tray them twice a week,” said trends add warned. is increasing for on-the-go formats.” Budgens of Mortimer man- The maker of infant and out-of-home snacks, Mr Braich said Organix ager Jason Bushnell. “We’re which work particularly had been working with planning to dual-site popularity products, including rice Lifestyle trends such as well within convenience as symbol groups such as them with other on-the-go cakes, carrot sticks, ginger- veganism are driving sales their formats make them Nisa, Palmer & Harvey, snacks for adults to encour- bread men and herb pufs, of previously less popular ideal impulse purchases, Costcutter, Spar and Budg- age parents to pick up more told RN the latest 12 weeks’ products, data from the with wide age-range appeal ens to improve ranges and of them.” data show a 15% increase in Ofce of National Statistics and versatility,” said Chris help retailers capitalise on l Industry Profile – p21 value sales of snacks, mak- has revealed. Non-dairy milk, such as soya, rice and oat milk, are Strong interest in no-alcohol Heineken being added to the ONS’s inflation basket for the Retailers have been ad- £4.50 each. people an option,” said Mr say they moderate their first time, reflecting the vised to ofer more choice Steve Walters, an area Walters. “There’s probably alcohol consumption increase in the popularity to tap into the alcohol- manager of five Nisa not much brand loyalty – a figure that is grow- of dairy-free diets, with the free market as Heineken stores in Peterborough, so Heineken’s success ing every year – only 47% rise of campaigns such as launches its first non- said non-alcoholic beer will depend on how they of shoppers are satisfied “Veganuary”. alcoholic beer. is a product requested by market it. We would be with the existing beer Terry Caton, of a Londis Backed by a £2.5m customers. interested in trialling ofering in the UK market. in Chesterfield, said: “We marketing campaign, “We sell Becks Blue Heineken 0.0.” Terry Caton, who runs make sure free-from items Heineken 0.0 is available beer and get through According to research a Londis in Chesterfield, are visible in the store and in packs of four 330ml about one case a week. conducted by market said he ofers alcohol-free let customers know they bottles at £3.25, or as six “It’s not flying of the researcher Davis McKerr, options to give his cus- can order in gluten-free 330ml cans selling at shelf, but it is giving while 50% of people now tomers more choice. bread.” RN page ad.indd 1 13/03/2017 12:39 14 24 March 2017 RN BRAND SNAPSHOT

Irn Bru national rollout Refresh for 9BAR Mel back with Boddies AG Barr has rolled out Irn Bru Xtra 9BAR is unveiling a new logo and Boddingtons will rekindle its part- nationwide – a new flavour variant packaging for its new bars. 9NINE is nership with Melanie Sykes, who will containing no sugar – following its available in variants including Carob, appear in a new summer campaign – initial launch in Scotland last August. and Apricot & Strawberry. 20 years since the original adverts.

Grace and flavour Ready-to-drink Jameson Rebel Kitchen expands Grace Foods UK is celebrating its 10th Jameson Irish whiskey has launched Rebel Kitchen has extended its anniversary with marketing activity a ready-to-drink can, designed for Organic Coconut Water range with and a drive to promote its latest prod- the premium market, in Classic Cola a 750ml pack, joining its 250ml and uct – Carolina Reaper Chilli Sauce. and Ginger & Lime variants. 473ml formats.

Trek gets chunky PET for Britvic Drench Smurfs join Haribo Natural Balance Foods has launched Britvic will launch a single-serve Haribo has unveiled packs to celebrate Trek Chunks, a protein-rich snack 500ml PET bottle for sparkling the release of the latest Smurfs film, range. The 60g packs contain 12g of variants of its juice drink brand, The Lost Village, with a sweet and protein, no added sugar or syrups. Drench, later this month. sour cherry flavour sharing bag. CATEGORY ADVICE TO MAXIMISE YOUR WINE SALES

WHY WINE? 7/10 shoppers are looking to buy wine - are they buying from you?

• Wine is a £1.1bn category in Convenience – worth more than Lager, Water, Coffee & Energy Drinks • New World and branded wines – from Australia, MAXIMISING SALESArgentina & Chile - are leading the growth Tips and Ideas for your store to give wine shoppers the confidence to spend more

• ‘Meal for Tonight’ is a huge occasion for Convenience and 82% of shoppers see wine as the perfect purchase alongside food • L e ha tnbr e a ca s i b ok u e ty recommend and upsell you shoppers – great grapes and varietals for BBQs, nights in, gifts & everyday drinking

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22221H2

RN page ad.indd 1 14/03/2017 17:02 16 24 March 2017 RN WHAT’S NEW

Coconut Company Algy’s Norfolk Popcorn Just Bake Happy The Coconut Company’s organic amino sauces Algy’s Norfolk Popcorn is available in Hot & Just Bake Happy’s Little Prints Biscuit Kit is are available in three flavours. With a blend of Salty, Hot Chilli and Lightly Salted flavours. designed for children and can make eight bis- coconut sugar, garlic and ginger they can be Each is made using home-grown rapeseed oil, cuits with edible decorations. This kit includes used as a glaze, for grilling or stir-fry sauces. available in snack and sharing-sized bags. dolly mixture and hundreds and thousands. RRP £4.99 RRP 70p-90p (20-25g), £1.65-£1.85 (70-90g) RRP £3.99 Contact 0203 5823222 Contact 01362 683893 / [email protected] Contact 01765 689274

Real Good Ketchup Salcombe Brew Yarty Cordials Shortlisted for the Free From Food Awards 2017, Ofering three products – decaf, Union Street Yarty Cordials doesn’t use concentrate in any Real Good’s no added sugar tomato ketchup is and Sunny Cover – Salcombe Brew’s cofees of its products. They are handmade and each vegan-friendly and made with Mediterranean are available as beans, ground cofee, infusible bottle of its cordials takes a week to infuse, tomatoes and all natural ingredients. cofee bags and Nespresso-compatible pods. while its fruit vinegars take up to six months. RRP £2.39 (315g) RRP £5 (10 bags), £5.75 (200g ground), £9.60 (32 pods) RRP £4 (250ml cordial), £7 (250ml fruit vinegar) Contact 07753 278872 / [email protected] Contact 07738 569779 Contact [email protected] RN 24 March 2017 17

Dave Songer [email protected] 020 7689 3358

Focus Snacks Snacks are this week’s focus, including a skin-on crisp and a spicy Indian-inspired lentil snack that pairs up nicely with beer

The Smokey Carter The Smokey Carter is a BBQ rub, sauce, chutney and chilli jam producer. Its Chipotle & Bourbon Yorkshire Crisps Savoursmiths BBQ Sauce has won a gold star at the Great Taste awards and is ideal for burgers and pulled pork. These hand-cooked crisps use pota- Made with potatoes harvested from its RRP £3.80 toes grown on the Yorkshire Wolds. own British farm, Savoursmiths skin- Contact 07736 033118 / [email protected] Available in 10 flavours, each is seas- on potato crisps are available in four oned with 100% natural ingredients flavours including Trufe & Rosemary and are gluten-free. and Parmesan & Port. RRP £2.35 (100g drum) RRP £1.50 (40g) Contact [email protected] Contact 07901 990228 / colette@savoursmiths. com

Johnny Padam Raynville Superstore, Leeds It’s a process of trial and error with this kind of product. I see them and I try them, speak to customers about them and see what happens. Sometimes Karkli they don’t work, but Ace Tea London Made with lentils, Karkli are gluten-free and vegan and are available in Classic, Karkli are Ace Tea London’s products can be drunk hot, Coriander and Fiery Ghost Naga varieties. iced or used in cocktails. Its blends include RRP £1.69 really good. Hot Ginger Green Tea, Royal Mint and Lady Contact 01909 511248 / hello@chompon Rose and all contain either black or green tea. karkli.com RRP £4.99. Contact www.acetealondon.com 18 24 March 2017 RN PRICEWATCH Profit checker Ice cream Price checker

TWISTER 80ml Price distribution % PRODUCT

70% 69% of independents sell this product at or below the £1 RRP 60% Magnum Classic 110ml Magnum 50% White 110ml Magnum Double Chocolate 40% 88ml Calippo Orange 105ml 30% Twister 80ml

20% Feast 90ml

Euro Shopper Classic 10% Choc Ice Cream 80g Cadbury Flake 99 0% 125ml Magnum

91p 92p 95p 97p 90p 94p 99p Mint

- 90p £1.15 £1.19 £1.05 £1.10 £1.20 £1.00 £1.04 £1.06 £1.08 £1.09 100ml +£1.20 Euro Shopper Classic White Ice Cream 80g Analysis Solero As our graph shows, almost 60% of larly round price point of £1.10. by Kent retailer Liz Entwistle. Exotic retailers stick to the RRP when pric- This suggests that even small “You’ve only got limited freezer space 90ml ing Twister, one of the best-selling price changes can have a noticeable so you stick to well-known brands Orange products in the ice cream category. impact on customer purchasing that you can be sure will sell. This Pop-Up Barely 15% go above RRP – and just decisions. makes it easy for customers to com- 110ml over 10% of them stick to the simi- The reasons for this are outlined pare prices between shops.” How we drive our profit We’ve just moved our ice cream We’ve started to see sales creep Darren Craig freezer to the front of the store Natalie Lightfoot up, and though in Scotland spring STORE Today’s Extra Spencer Road as the spring sun has started to STORE Solo Convenience Londis always starts a little later than in LOCATION Derry shine. A lot of the ice cream we LOCATION Glasgow the rest of the UK. We generally go SIZE 1,000sq ft sell is in multipacks,because our SIZE 900sq ft by RRP unless it’s something we TYPE parade of shops in residential customers like the value they TYPE main road know is in demand. All our Mag- area ofer. We also sell a lot of a local nums are priced at RRP, for ex- brand, Morelli’s, which comes in ample, but we charge 5p extra for TOP TIP tubs. Large formats are more likely TOP TIP ice pops – Mr Freezers and so on Keep prices to sell in the winter too, which Stick to RRP – – as kids aren’t as price-sensitive. reasonable on helps. As we make a good margin manufacturers We also charge £1.25 for Twister, single ice creams in those areas, we can aford to have chosen that a little over the RRP. There is a bit as it is easy to ofer good prices on our impulse price for a reason of competition on our street but compare prices ice cream, sticking to RRP or even – unless there’s a there aren’t that many places and between stores going below – we sell Twister for specific reason to people don’t tend to go shopping 80p, for example. price differently around for ice cream – if they want one, they’ll just pick it up. RN 24 March 2017 19

Charlie Faulkner [email protected] 020 7689 3357

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get value, insights and business benefits from EPoS data. To find out how they could help you call 07976 295094 MY LOCAL HERO BOOKER AVERAGE RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER RRP UK Retailers reveal the most profitable RETAIL 1 2 3 4 5 6 produce on their doorsteps PRICE* LEEDS SUBURBAN NEWSAGENT AND LOCAL C-STORE BUSY STORE HIGH STREET C-STORE IN POST OFFICE AND C-STORE IN LAKE IN MODERN CLOSE TO STATION C-STORE IN ESSEX RESIDENTIAL STORE DISTRICT VILLAGE GLASGOW IN LARGE NORTH COASTAL TOWN AREA OF SUBURB EAST TOWN CAMBRIDGE Matt Carson Williams Supermarket, Somerton £1.80 £1.83 £1.80 £1.80 £1.80 £1.70 £1.85 £1.85 Beerd Beers Islay Whisky- £1.80 £1.84 £1.80 £1.80 £1.80 £1.70 £1.89 £1.85 cask aged Imperial Stout £1.90 £1.88 £1.90 £1.90 £1.90 – £1.99 £2.00

£1.00 £1.05 £1.00 – – £1.00 £1.19 £1.10 Where did you discover it? Local ales and ciders are a big part of our store – we’ve got nearly 100 local ales in stock at the moment. We’ve worked with a brew- £1.00 £1.06 £1.00 £1.00 £1.10 £1.10 £1.20 £1.20 ery called Bath Ales for several years, and through them have established a relation- ship with their sister brewery Beerd, which £1.00 £1.06 £1.00 – – £1.00 £1.10 £1.00 is producing some interesting stuf. Recently we spotted these ales which are stored and brewed in Islay whisky casks for up to two 60p 60p – – – – – – years, giving them some of the whisky fla- vour, and decided to give them a go. Who buys it? £1.69 £1.70 – £1.60 £1.69 £1.60 £1.69 £1.95 For this kind of non-traditional beer, it tends to be younger drinkers with a passion for beer. Craft beer is a big thing in this area. £1.80 £1.86 – £1.80 – £1.70 - £1.80 A lot of modern craft beer drinkers are like mature wine drinkers – they have a passion for beer and like to learn about it, about hops 60p 60p – – – – – – and yeasts and so on. So it’s these customers who spot something like whisky-cask-aged ale and want to try it. £1.25 £1.32 – £1.25 – £1.30 – – Why is it so successful? It’s a premium, higher-end product and we’ve only sold a handful of bottles so far. But 60p 50p – – 50p – – – then it usually takes a few weeks for word to get around about something new.

* from a sample of 3,500 stores

About this time of year, we put Normally with ice cream we stick John Parkinson the freezer out and start keeping it Liz Entwhistle to RRP, with margins of 28% to STORE Broadway Premier News stocked. During the winter months STORE St Michael’s Post Office & 33%. We sell Twister at the RRP LOCATION Penrhyn Bay, we sell tubs, and it’s mainly Happy Stores of £1, for example, but sometimes Llandudno, Wales Shopper rather than the expensive LOCATION Kent we can go a little above – we sell SIZE 800sq ft ones. It’s a better price for custom- SIZE 1,500sq ft Magnum White at £1.89 which TYPE residential TYPE residential ers and they’re happy to have this gives us a slightly higher margin rather than luxury ice cream. It’s of 33.4%. We have another conve- TOP TIP the same with lollies, we tend to go TOP TIP nience store just a few yards away Keep it tidy and for Euro Shopper and Happy Shop- Locally-sourced from us on the same road so we keep it full – per rather than big brand names. ice cream is can’t be silly with pricing. We sell they’re the two Kids have no real price sense at all, always popular a lot of Magnums to teenagers basic tenets. Your apart from ice creams. A Magnum and makes an and a lot of Mini Milks, Calippos ice cream has to is about £1.80, but it’s 75p to 90p for excellent premium and Fabs to the kids. We’ve got a look good and it the Euro Shopper version, it’s the option local ice cream made in Ashford can’t look empty same sort of weight and it’s really and sell lots of tubs of that to the good quality. adults. l 20 24 March 2017 RN YOUR NEWS Mother’s Mirror goes for gold at Cheltenham races Day stand The Daily Mirror boosted sales last week with extra coverage for the is a hit Cheltenham Festival. Figures show the A retailer in Wiltshire title is on track to have sold more than has achieved strong sales 100,000 more than an average week, thanks to a special Moth- after promoting to London racegoers at er’s Day display, ahead of Paddington Station and offering incen- this Sunday’s celebrations. tives to retailers in Cheltenham for the Rose Jinks, manager best window displays. Debbie Sartoris, of Budgens Marlborough, who heads up the Mirror’s racing team, said she had seen a 10% said: “It’s good to go ‘old school’ at uplift in sales of Isla Negra Paddington and in the Cheltenham wines after including area itself – it’s all about the sales them in the display. numbers.” The coverage included a free “So far sales have gone £5 bet every day with StanJames.com, really well,” she said. “We as well as a 32-page pullout on Tuesday sold out of 24 copies of the containing top tips and 12-page Bridget Jones DVD really pullouts on Wednesday and Thursday. quickly and also ordered in Friday’s edition included a sweepstake more teddies at the start of kit for the Cheltenham Gold Cup. this week.”

544 retailers transferred to different depots ‘It has been very frustrating’ Closure of Smiths’ depot results in late deliveries by Jennifer Hardwick in Silverstone, Northamp- lems and no-one available to Brian Murphy, the [email protected] tonshire. speak to about it is poor.” NFRN’s head of news, said: “On Monday I also had Vijay Patel, of Higham “We will do what we can to Retailers sufered late news- a new driver on my route News in Higham Ferrers, protect members in the area paper deliveries last week who did not know the area, Northamptonshire, said and of course we have been following the closure of which is crazy to have at the his copies of The Times, The in frequent communication Partworks Smiths News’ Northampton same time as moving my Sun, Daily Mail and Daily with Smiths to ensure they distribution centre. distribution centre. He did Telegraph were “extremely minimise disruption.” sales up The closure, which was the entire route in reverse late” on Saturday. A Smiths’ spokeswoman implemented from last because he followed the “I hope wholesalers will said there were some 50% with Monday, meant 144 retailers instructions of his sat-nav – be good enough to refund “unexpected difculties” were transferred to the my papers were more than delivery charges and in the first week after new display wholesaler’s Peterborough an hour and a half late. compensate for lost sales. the Northampton centre A Dublin retailer has grown distribution centre and 400 “When I called the But I am not holding my closure. his partworks sales a further to its Milton Keynes centre. helpline they said they breath that any circulation “Our operational teams 25% year on year, after “It has been a very couldn’t get anyone to manager or Smiths senior are focused on improving reporting an initial 25% frustrating week,” said Mat- answer in Milton Keynes. manager would bother to this performance quickly,” increase in January. thew Croft, of Crofts Stores I think for there to be prob- reply,” he said. she added. Joe Sweeney, of News Centre, said his sales are now running 50% up year on year after he switched them Own-use bags see thefts increase by 5% to a more prominent display A retailer has seen a 5% older customers to bring bags and walk out. kets which will be avail- in his store. increase in theft since the in their own plastic bags “We’ve seen a 5% in- able all around the store. “The new display seems 5p plastic bag charge was but, since the charge was crease in theft since the “We always try and to be encouraging people to implemented six months implemented in October, charge was brought in. ofer something a bit dif- continue collecting,” he said. ago, with more people his younger customers We now have extra staf ferent, and it’s a talking “It’s when products go using their own plastic are bringing in their own on, there’s always some- point,” he said. “We want full price you see the real bags to sneak items out of bags for the first time. body on the shop floor and to encourage customers benefit and if customers are his store. “You’re in two minds I keep an eye on the CCTV to use the baskets and I’m sticking with the collection Kamlesh Patel, of about whether they will for anything suspicious.” considering bringing in this is what generates bigger Londis Manor Park, said it come to the counter,” said Mr Patel plans to bring children’s mini trolleys figures.” was always normal for his Mr Patel. “They fill up the in wheeled shopping bas- as well.” RN 24 March 2017 21 INDUSTRY PROFILE Organix Brands Formats such as pouches, trays, finger foods and snacks are key growth areas for the baby and toddler market, but does your range reflect this? Organix’s customer marketing controller Chris Braitch explains how independent stores can meet the needs of today’s parents

RN What are the main sales year within convenience and eight opportunities for independent out of the top 10 finger foods and retailers in the baby and toddler snacks are from us. C-stores can build snacks market? an efficient range of baby and toddler CB Snacking is the fastest-growing snacks easily from the UK top 20 baby area within baby food. The latest 12 food rankings. Organix Apple Rice weeks’ sales data shows value sales Cakes and Organix Carrot Sticks meet were up 15%, driven by increased most baby snacking needs. Goodies awareness of the benefits of healthier Raspberry and Apple Soft Oaty bars, snacking for kids and adults. Demand Goodies Mini Gingerbread Men and from parents is therefore increasing Goodies Cheese & Herb Puffs are all a food range that balances both sweet for on-the-go and out-of-home snacks. great additions to a toddler snack and savoury variants. Snacks work well within convenience range. because their formats make them RN How are you working in the ideal impulse purchases, with wide RN What are consumers looking for independent market to help retailers age-range appeal and versatility. from this category in convenience? get this ideal range in place? Outside of snacking, retailers also CB Health is a big focus. We’re seeing Organix is CB We’ve done a lot of work with need to stock the right formats in increasing awareness among parents symbol groups such as Nisa, Palmer baby food, focusing on pouches and of healthy eating and the ingredients growing & Harvey, Costcutter, Spar and meal trays rather than traditional jars in the food they buy. It’s never been Budgens to improve their ranges and and boxed cereals. more important for c-store owners to 27% year on help them capitalise on the growth stock an accessible and balanced range opportunity in baby food, where RN What does an ideal range in a on the baby fixture, but also to treat year within infant finger foods and toddler snacks convenience store look like? infant snacks as an impulse category convenience attract more shoppers and are the CB Jar baby food continues to decline and use secondary locations such as faster-selling lines. – by 10% year on year – but is still the queues and checkouts. Another key most over-represented area within factor is flavour. It’s important to have RN You launched an online trade convenience. Space for jars should portal in December. Tell us about be reduced in favour of faster-selling that. lines such as pouches and snacks. CB We’re excited about this launch. Fruit pots are also a great value It means independents can now buy option because they meet a range of Company CV directly from Organix, making us needs, from baby weaning to desserts **Company Organix Brands ** accessible to everyone. The portal and snacks for toddlers. It’s critical Customer marketing controller Chris Braitch stocks our full range, plus there is free to make the fixture easy to shop, Profile Organix is the UK’s leading brand of finger foods UK delivery for orders over £50. so group by major food group (wet and toddler snacks and provides a wide range of foods. As food, cereals, snacks). Within those, reassurance to parents, the range comes with the Organix RN What can retailers expect to see parents are then looking for the right No Junk Promise – which means they are made with the best from Organix this year? product age/stage for their child. The organic ingredients and contain nothing unnecessary. CB Our main focus is healthier most expandable and impulsive food Latest news Organix launched a trade portal in December to snacking for kids. All our product group is snacks, so it’s important to provide retailers and independents direct access to its wide innovation and communication will display these at eye-level. range of finger foods and toddler snacks. concentrate on getting this healthier message out and ensuring we have RN Which products in your range the right pack formats and flavours in should retailers consider stocking? ** ** place for changing shopper missions CB Organix is growing 27% year on and trends. 22 24 March 2017 RN YOUR VIEWS to my day. You might not think period “in terms of RSV for the 10th YOUR LETTERS it’s a problem but to me, a small year running” (RN, 17 March), as newsagent, it’s a massive problem. Radio Times’ Christmas issue once For example, tomorrow I have again dominated the Christmas TV one member of staf who starts at listings sector, generating a retail Wholesalers 4.30am and finishes at 9am. I work sales value of £6.4m, over £4m more need to take a the rest of the day by myself. He than the next biggest title and £2m will still have to start at 4.30am to more than Times Inc’s TV titles tougher approach I urge all sort out all the inserts which are combined. received on a pre-run, but now he Radio Times would like to thank to late deliveries wholesalers can’t finish until I get back to the retailers for their continued support At present my morning delivery of shop. in delivering this fantastic RSV to refuse performance. newspapers is way beyond a joke Who is going to pay for his Richard Campbell due to the lateness in supplying my to accept overtime? If I had more notice Publisher, Radio Times wholesaler, or bunched deliveries I could have given him time of still resulting in lateness. any paper earlier in the week, but no, I found A spokesperson for Timc Inc said: I start receiving customers out this morning. “What’s On TV sustained the top spot into my shop from 4.30am. These if it is past What I urge all the wholesalers in the weekly TV value sector which customers are all factory workers or their cut to do is to refuse to accept any paper comprises of What’s On TV and TV Choice opencast miners. When there are if it is past their cut-of time. No and not the market as a whole. Radio no newspapers for them to buy they off time. No more re-runs, no late deliveries and Times sits with the premium sector.” leave very disgruntled. They do not no more extensions. If you are true buy a paper throughout the day, so more reruns, to your words – that you care about I learned so much this is lost sales for everyone. These retail – then you will do something at IAA study tour are the types of people you should no late about it. Or is it true that you do not be looking after, not the people who deliveries care about retail and we are only I would like to take this opportunity might just buy a paper to read about here to support your advertisers? to say it was a pleasure meeting sport once in a while. and no more Gerald Thomas the RN team at the IAA Event in Arcade News Peterborough. I took so much away As for extensions to cut-of times, Ammanford this is a disgrace. I start my HND extensions with me and I would definitely as soon as the papers come in. This Christmas Radio attend future events. I am also takes me three hours to complete Gerald Thomas looking forward to working with – that is, if the papers are in at Times’ £6.4m RSV the team to make improvements a reasonable time. If not, I start I was surprised to read Time Inc’s on my store and using bench mark efectively. catching all the trafc and then by claim that What’s On TV was the Narinder Kaur 8am I’ll catch schoolchildren being biggest-selling weekly TV listing Premier Singh’s Convience Store, dropped of, again more time added magazine during the Christmas Huddersfield

RN READER POLL YOUR SAY Do you stock any own label products which sell better than the branded version?

Bob Sykes product. Some people are Denmore Premier Food Store, more cost-conscious but with No Rhyl, North Wales ketchup, for example, if they Yes Euro Shopper products sell want to buy Heinz they will 61% brilliantly. The shop isn’t in a make a cost sacrifice elsewhere. 39% very afuent area so people look Despite difcult times, it’s not for value. Having said that, a something I’ve noticed change lot of people who are better of too much because I think for still buy them because they some people they want the are mostly very good products. brand and that’s it. Would a second The Euro Shopper sports drinks sell better than Lucozade and Vic Grewal Scottish things like toilet roll sell better Simply Fresh, Thames Ditton, Surrey referendum be too. But there are certain We don’t stock any own things, like baked beans, where brand products because our bad for business? people just want to buy Heinz. customers don’t want them. NEXT WEEK’S QUESTION When we opened we realised Ben Dyer the locals are only interested Has the growth in popularity of Debbens News, Waterlooville, in the big brands so we’ve just the discounters benefited your Hampshire never stocked own brand. If own label sales? For us it just seems to totally our customers want to see the depend on what the customer big names in the shop then we wants – sometimes that’s have to go with that, so that’s Vote now at price and sometimes it’s the all we have available. betterRetailing.com RN 24 March 2017 23

YOUR SOCIAL MEDIA I’M DETERMINED TO SOLVE THE COMMENTS THIS WEEK contact us facebook.com/ThisisRN MYSTERY OF THE MISSING MAILS and @ThisisRN

I receive 14 copies of the Daily Mail every day, but one morning last week I noticed ev- ery copy was missing. It was far too early to have sold out, so I asked my staf and they said they’d only sold a few copies. Amish Shingadia: People are lining up to So I checked my CCTV work for my business after recognition and got a surprise. I as Overall Best Shop! People are core to see a man pick up a success #IAA17 copy, pay for it, then Tom Mulready return to the newspaper a wholesaler. look out for him. But I @TomMulready display and hover My wife had to go thought others should suspiciously. When no out and buy nine copies be aware, too, as people other customers were from another store as I will steal anything looking, he picked up didn’t want to let down nowadays. my regular customers. Bhadresh Patel the remaining nine Londis Plummers News copies and ran out. I have a good Barking I suspect it may have relationship with my been another retailer local police force, so who either hadn’t I will send the CCTV got enough copies footage to them and from his wholesaler hopefully they 100 or who wanted to sell recognise the man. newspapers without I’m good with YEARS AGO Bay Bashir: Your shop will be changing faces so I will having an account with 24 March 1917 everyday. Make sure you benchmark so it’s The She feld Telegraph poked fun at moving forward & not standing still Neville Chamberlain this week for #IAA17 suggesting an economy in labour @IAAcademy could be to print rival newspapers betterRetailing on one, rather than two, print @betterRetailing presses. VIEW FROM I went on to a website which said I could be THE COUNTER paying less in rates. Got the quote through –paying more. with Mike Brown James Wilkinson @pybjamar When I was in London for the district I went to Hancocks, the confectionery vice president’s seminar a couple of wholesaler, and bought a selection weeks ago I bumped into Wayne Harr- of Victorian jars which we have The pressure is on with 11 days till opening! and, sales director of NFRN Commer- filled with traditional sweets. Today, We are incredibly lucky to have such an cial. Saturday, I have sold one with millions amazing team working on the redevelopment I was interested in purchasing a in, but four others where customers Connolly Spar slush machine and Wayne processed have chosen their own sweets – an @connollyspars the deal the next day. That was option which is proving the most on a Thursday and by Monday the popular. Our cheese counter at Peasmarsh is all Snowshock machine was delivered. I am writing this piece on How’s that for speedy service? International Women’s Day, waiting topped up for the weekend and looks It has been brilliant – we’ve sold for my youngest daughter who, at 15- amazing. I’ll fetch the crackers and grapes.... nearly 200 slushes of various sizes in years old, is giving an interview about Jempson’s four days – and it was still ofcially women’s football on BBC Radio Tees. @jempsonsstores winter. The staf are complaining I have Her team, Teesside, are through to created another monster but the shop the semi-final of the FA Elite U16 Girls is noticeably busier with a real buzz. Youth Cup away against Millwall. On Another idea working well, gleaned the way they have beaten Shefeld, from the pages of RN, is making Durham Wildcats and Sunderland. bespoke gifts for special occasions If they win, the final will either be such as Mother’s Day. After a recent Arsenal or Liverpool at St George’s Park meeting at the NFRN ofce in Durham in May. Come on girls. 24 24 March 2017 RN RN INTERVIEW While retailers adjust to plain packaging and gear up for pack size restrictions to come into force on 20 May, the tobacco industry is bracing itself for a rise in illicit trading as a result. According to Imperial Tobacco’s anti-illicit trade manager Peter Nelson, there is now an even greater need for collaboration between retailers, manufacturers and law enforcement agencies to tackle it. Chris Rolfe reports Peter Nelson

llicit trading is big business one shop in Cheltenham, the retailer already rigged up and ready to go.” in the UK. Figures from the had a numbered chequerboard on his All this makes the work being done Tobacco Manufacturers counter (pictured right). The counter to educate retailers about the problem I Association show one in three was monitored by camera in a separate and supply law enforcement agencies smokers purchase illegal tobacco from flat above, and when the retailer with intelligence about illicit trading ‘non-shop sources’ such as pubs, car wanted illicit stock, he threw dice all the more vital. boot sales and market stalls, while on a certain number on the board to Mr Nelson says Imperial’s illicit tobacco purchases cost UK shops indicate how many of which brand three-year-old Suspect It? Report around £3.4bn in lost revenue in 2014- was being bought. The products were It! campaign is one such initiative 2015. delivered down a chute to the back of These are not designed to create a situation where Peter Nelson, anti-illicit trade the gantry.” just people retailers are confident to share manager at Imperial Tobacco, says The list goes on. Mr Nelson adds information so law enforcement illicit traders are becoming ever more that recently-discovered tactics taking a can take appropriate action. Posters prevalent and sophisticated. include counterfeited Fed Ex vans used and a website have been created to “The professionals are moving in. to disguise illegal deliveries, while chance and provide education on illicit trading and We’ve seen systems where hydraulics hiding places include illicit stock in Imperial recently joined forces with are built into floors or stairs. Then margarine boxes at the back of chillers, making £20 the NFRN to distribute packs to around there are metal doors that look like in sewers, children’s play houses and a day. Look 50,000 stores. fire doors which have illicit tobacco boxes of champagne flutes. “Intelligence is the key to success- stored in the middle,” he says. “In “These are not just people taking at the profits ful enforcement,” he says. “Retailers a chance and making £20 a day. The — have an intimate know-ledge of what’s quality of the villains is going up. Look involved going on in their communities and at the profits involved – a container high streets.” Peter a container load alone is worth £1.1m.” Good information that retailers can Nelson’s Evidence from Australia has load alone is supply, he says, begins with honesty. goal is to convinced him that more is yet to If you only know “the shop down the facilitate come under the new UK laws. worth £1.1m road is doing something”, say so, but if prosecutions “Illicit trading has gone through the you know when supplies are delivered of illicit roof in Australia since plain packaging because you’ve seen the deliveries traders was introduced – we’ve seen a being made, even better. 20% increase since 2012,” In the latest stage of the campaign, he says. “Australia has The Suspect It? Report It! Imperial has teamed up with the taught me to expect the campaign educated retail- Federation of Wholesale Distributors unexpected; Jin Ling ers about illicit trading to launch a poster highlighting the is an illicit white, for impact of illicit trade on sales. example, but now “We had feedback from Parfetts Australia has plain in Manchester that GV sales had packaging it is being been dropping of substantially, packaged to look but following some raids in the like any other plain locality they saw a spike in sales. pack. And while Retailers have said they’ve seen a we haven’t seen massive impact too – one told us any counterfeit their tobacco takings had gone up plain packs in the by £900 a week after a raid, another UK yet, I wouldn’t by £1,500.” be surprised if The other major part of Imperial’s the machines are anti-illicit work is supplying RN 24 March 2017 25

Interview by Chris Rolfe email [email protected] tel 020 7689 3362

From basic hiding places to professional hydraulic storage systems, authorities continue to raid and prosecute illegal traders

intelligence on illicit trading, voluntary “Codentify” code that tracks identifying counterfeit products individual products and outers through and providing training to trading every stage of the worldwide standards and HMRC. This has never supply chain. been so important, says Mr Nelson, “It gives the industry at a time when trading standards confidence in the supply chain, budgets have been cut by around and more assurance to retailers 45% in two years. Not every team that the products they source is happy to work with a tobacco from wholesale are genuine,” company, he admits, but results says Mr Nelson of a system that is can be achieved by those that do. being tested on EUTPD-compliant Here, he addresses one of packs, as well as products such the main complaints made by as watches, beer and champagne. retailers – that success stories are Counterfeit codes have already rarely shared. been identified on five tobacco “That’s the point we have to get brands, and counterfeit codes on across – there are tangible results, plain packaging are expected but people often make a report imminently. on Thursday and expect there’ll The other is the launch of a be a result by Monday. It can govern-ment review into sanctions take years.” on illicit tobacco – something Mr An investigation that began in Nelson hopes manufacturers, trade New posters highlight March 2015 has resulted in a recent bodies and retailers will submit to. prosecution of a tab house in Durham the consequences of “A couple in the Forest of Dean as an example, he says. Goods and illegal trading were running a tab house and the a substantial amount of cash were judge ordered them to surrender A gantry is removed from recovered and sentencing is £100,000, but £70,000 cash was found a store owner convicted of now imminent. in the house during the raid and they The Suspect It? Report It! had £30,000 in a bank account. If you trading illegally website carries a stream of take that into account that represents such stories covering successful over £1m lost tobacco revenue for prosecutions to prove the value of retailers in the area. That’s the scale providing information. we’re talking about. If all you do is Once a prosecution is made, slap someone on the wrist, where’s further consequences for illicit the penalty?” traders include the removal of Whether it is education, Imperial’s in-store support, such reporting illicit trading, supporting as its own gantries, sales reps and enforcement authorities or reward schemes. Information submitting to the government’s will also be shared with other consultation, the aim is the same, companies such as Camelot to concludes Mr Nelson. allow them to consider similar “This is a big shared problem action. for retailers, government, the Looking to the future, two further industry and society alike. Let’s measures will be integral to the try to understand it and if anyone fight against illegal tobacco. can contribute to resolving it, we have One is the development of the a duty to do that.” l 26 24 March 2017 RN ACADEMY IN ACTION

Follow @IAAcademy for ideas and inspiration Staff Development The IAA’s Chris Dillon joined P&G’s Shelagh Clark to visit Sue Nithyanandan’s Costcutter in Epsom to identify how to motivate her staff.

ue Nithyanandan and her husband Nithy opened the shop in 2010. The shop has a large S range that entices shoppers from the local neighbourhood and competes with the nearby multiples. Despite being seven years old the shop still looks brand new. It is clean and orderly and benefits from new LED lights that were installed a month ago. Sue keeps things fresh by moving areas around and recently found a new place for the cofee machine, which increased sales to more than 100 cups a day. Name: Sue Nithyanandan Due to the shop’s expansive selection, Sue has already empowered her staf Shop: Costcutter Epsom to look after the displays of specific Location: Epsom, Surrey areas of her shop. They are tasked with making sure the fixtures are SUE SAYS Size: 3,000sq ft fully stocked and are encouraged to I’ve found it really hard to Staff: Six full-time, eight part-time recommend new products. Her staf receive training on age- know what we can do with related sales and tills when they first our staff to help with team The Independent Achievers join and are encouraged to upsell and building given that we’re a small business. Academy is a learning and recommend other items. I’m really optimistic about working with development programme. the IAA and taking on P&G’s advice as Academy in Action shows Sue's Challenge we’re always looking for something new. how retailers like you are I’ve been struggling with how to motivate working with our partners to We work well as a team but we struggle my staff more so hopefully I’ll get a lot of use the Academy’s advice to to find time to get everyone together to great ideas to move forward. increase sales and profits bond as a team. RN 24 March 2017 27

IAA ADVICE Have correct paperwork so 1 staff know what’s expected Although Sue’s staf are motivated and know & save your progress at betterRetailing.com/IAA what they are supposed to do, they do not have job descriptions that are written down. “It’s a small Tick all that you see evidence of business, we go with the flow,” she says. Shelagh Having correct paperwork so staf know what’s expected agrees that forcing staf to adhere to a set description Do you have rotas to assign staf to would be the wrong move, but comes up with a general tasks around the shop? way around it. “Get your staf to write their own job Action: Ask Are basic processes like temperature checks, descriptions as then you’ll learn tasks they do that you staff to write cashing up etc. documented? might not be aware of. When someone writes their their own job Do all staf have up-to-date job descriptions own job description, they tend to write their favourite descriptions which your staf buy into? tasks at the top,” she says. Sue says she’s surprised to see things that this approach could work for a small business and from their Training and inductions to ensure staf can fulfl their roles agrees to give it a try. perspective Do you teach staf the importance of things like body language and upselling? Do you train staf on your range, bestselling Regularly review staff performance products, and customer profles? 2 and provide feedback Do you have an induction plan covering H&S, age-restricted sales, and food hygiene? Sue encourages staf to upsell and take charge of specific areas but doesn’t plan to make sure they Rewarding and recognising staf to get the best out of them meet expectations. Shelagh recommends Sue shares Do you watch staf so you can notice five priorities for her team each month so they’ll things they do well and praise them? understand the businesses direction. “We’ve read in Do you have a process to reward staf for the trade press that people don’t like to wait long to great performance or customer service? Do you encourage staf to come up with be served. We always have people on the shop floor Action: ideas and introduce the best ones? and a bell that checkout staf can ring if it gets busy Arrange monthly but it’s not seen as priority,” Sue explains. Shelagh one-to-one Reviewing and developing staf to fulfl their potential says arranging monthly one-to-ones will allow Sue to meetings with Do you review staf performance and regularly engage staf. “If you praise someone for doing staff so Sue provide feedback every six months? well, you’ll find they keep getting better. Giving new can share her Do you have development plans in place responsibilities energises staf to perform better.” priorities for staf so they learn new skills? Do you invest in professional training like NVQs so staf can progress their career? 3 Reward and recognise staff to get the best out of them Day to day processes to ensure smooth operations As the shop’s opening hours are 7am-10pm, there Are your rotas planned with four days’ notice for staf? is rarely a time when all the staf are free at once. The shop closes early for a Christmas meal but Sue Do you cross-train staf so you have cover in periods of absence? recognises the need to do more. “Getting your team Do you have daily check-ins and handovers together is important as this allows socialisation and between shifts? creates a team dynamic,” says Shelagh. She suggests Sue splits her workforce into two teams. “Make a Action: What's working and things to fx competition out of scouting other shops in the area, Run staff such as challenging them to find the strangest item competitions or giving a prize to the team that gets round the shop to help them fastest.” Sue agrees. “We find that our customers say our understand fresh bread is better than Waitrose’s, maybe we could your business' find more things we can be better at this way.” strengths

PARTNER ADVICE It sounds like Sue has a great team and they’ve already taken on a lot of responsibilities. Getting them to write their job descriptions will be enlightening and will help new hires understand expectations. The one- to-one meetings will be great for people looking to take on extra challenges. Staff development is important because convenience shops are at the Your action plan heart of their communities, so staff need to be Review this week’s benchmarks in your shop, then save happy in what they do. your answers at betterretailing.com/IAA Shelagh Clark Go to betterretailing.com/Academy-in-Action to see Convenience Channel Strategy Manager more of Sue's shop Procter & Gamble Call the events team on 020 7689 0600 (Option 3) to fnd out how you can take part in a future visit 28 24 March 2017 RN CRAFT ALCOHOL

The craft beer market has grown by almost a TREND 2 third in the past four years, and the trend has BEING UNIQUE CAN MEAN spread to other key alcohol sectors such as spirits LOOKING FURTHER AFIELD With craft alcohol, looking further afield and selling hard-to-find and cider. Dave Songer speaks to the industry products from across the world can help turn your store into a des- tination. Besos de Oro, a vegan alternative to Baileys, or Robenbah to find out where the market is headed and Palm, two Belgian beers have recently been added to Molson Coors’ distribution list. Yet international flavours can also be found on your doorstep. Devon distiller Cosmo Caddy began making Italian-spirit grappa four years ago. He was the first producer of the spirit in the UK. “No one else was doing it. There’s a good opportunity for retailers – Benefits of we’re producing three times as much as when we started,” he says. Supplier tip Craft alcohol can be a good way to link sales with other products. One of the best ways to enjoy Cosmo Caddy a great USP grappa, for instance, Owner, Devon is with coffee so we’re Distillery looking at pairing up with a coffee roaster.

TREND 3 THE THIRST FOR UNUSUAL FLAVOURS The rapidly changing tastes of consumers can make it difcult Retailers to keep up, but an imaginative selection of beers, ciders or spirits should start will draw in the diverse range of thinking customers this category can bring, brewers and distillers suggest. Younger customers about includ- Margins are often higher too. are drinking less ing basic beer Scottish flavoured beer producer Fallen Brewery makes cofee, but paying more descriptions chilli, salted caramel and biscuit- for premium items flavoured beers and promises TREND 1 to demystify “minimum returns of 35%”. the sector This brewer also highlights BIG BREWERS MOVE INTO CRAFT a common view held by niche The huge rise in craft ale sales is no secret to major manufacturers – Heineken suppliers that working with announced in February that it will enter the fray with the introduction of two independent retailers is preferable craft-style products. Both beers enter the market in May including, a Bavarian- to supermarkets. “Multiples can’t style Pilsner and an American-style IPA under the Maltsmiths brand. react as quickly. People want to try Sam Fielding, Heineken’s new beers brand unit director, recommends intro- lots of beers, lots of flavours and ducing craft products like this in a way that welcomes those new to the category. independent retailers are the only “Retailers should start thinking about including basic beer descriptions to demys- outlet for those kinds of brewer- tify the sector – whether there are two or 10 products on ofer, it will help shoppers ies,” says owner Paul Fallen. pick between them,” he says. Supplier tip Supplier tip Retailers new to the craft beer If you want to maximise the market should do their research. potential you should appeal Craft beer drinkers are to the beer-curious as well Sam Fielding pretty savvy now and as the savvy. Retailers’ New beers brand unit they want to drink beer ranges should include key director, Heineken Unusual flavours from the best brewer- beer styles: IPAs, pale can inspire ies in the country, ales and lagers with local purchases from Paul Fallen and that extends to and imported varieties. curious beer fans Owner, Fallen flavours as well. Brewery RN 24 March 2017 29

TREND 4 TREND 6 THE FASHION FOR CANS GLUTEN-FREE ALCOHOL HAS ARRIVED OVER BOTTLES Gluten-free is big business in the UK and it’s not just restricted to food. Today Flavour changes and brewing there are more than 250 gluten-free beers available, including varieties from techniques aren’t the only develop- major manufacturers such as Peroni and Carlsberg. This figure is up from around ments in craft ale: formats are six four years ago, according to the brewer Green’s. Green’s has produced gluten- changing too. Long a major part of free beer since 1988 and now has a range that includes an india pale ale, a pilsner the US beer market, 330ml cans are Craft ciders and a tripel ale among others – all of which are brewed in Belgium. David Ware, now a favoured format for a grow- are slightly the brewery’s director, says gluten-free is here to stay: “Gluten-free is not a fad. ing number of UK brewers too. Lifestyle coeliacs make up 15% of the market,” Brewery Tiny Rebel, from more expen- Newport in Wales, moved over its range after finding cans kept the sive but that Supplier tip beer fresher than bottles. doesn’t put Keep the range tight but have a mix Founder Gazz Williams says of beer and lager and site retailers benefits from the switch our customers them with free-from food. too. “A big advantage for retailers of off Beer aisles are often cans is they’re lighter to trans- avoided by those looking port and take up less space on the to reduce gluten, so put- David Ware shelf,” he says. ting them with free- Gluten- from food is likely to Director, Green’s boost sales. Supplier tip free beer is Brewery Retailers should stock now widely cans with distinctive available designs that can really catch shoppers’ eyes. The branding shows Gazz Williams them off well and Retailer viewpoint they look great on Owner, Tiny TREND 7 the shelves. Rebel brewery Richard Williams Williams Supermarket, ARTISANAL LEADS Somerset THE WAY FOR CIDER One of the main attractions of craft We have more than 100 bottles products for consumers is their prov- of craft-style ales and ciders. enance and few drinks have such a rich TREND 5 We’re in the middle of cider history in the UK as cider. One such UK country so there are loads of cider producer with provenance, and a THE CRAZE FOR GIN CONTINUES small producers that we use – story, that customers look for is Kentish Gin has become hugely popular in the UK – 40 million bottles our best-selling variety is from Pip in Littlebourne near Canterbury. of the spirit were sold in 2016 pushing sales above £1bn for the two miles away. The local aspect Its managing director, Sam Mount, a first time. Specialist brands such as Elephant Gin and Warner is absolutely key for us because fourth-generation apple grower who has Edwards Elderflower – with exciting bottle designs, interesting that’s what customers like. experience of organising music festivals flavours and interesting stories behind them make gin one of the Craft ciders are slightly more and events, says craft cider presents big beneficiaries of the trend for at-home cocktail drinking. expensive than some of the more a great opportunity for retailers. “You Curio, a craft distiller from Cornwall with UK-wide distribu- famous brands but that doesn’t can charge a premium because some tion, says loyalty is also key to the spirit’s success. “Customers are put our customers off. We’re on will pay it. We’ve seen an 80% increase loyal to gin and will keep coming back to it,” says the distillery’s first-name terms with producers in sales from last year and have had owner, Rubina Tyler-Street. “A strength of craft gin is its prov- so we can call them up if we have very good growth since we started five enance and innovation.” any questions – some of them years ago.” will come in and offer tasting sessions. As for spirits, we have Supplier tip some from just outside of nearby Supplier tip It’s important to have a good Bristol, such as 6 O’Clock Gin Set up a tasting session with the section of gins, and to display and Black Cow vodka, which is supplier you intend to use. Some of them in a way that shows them from Dorset. the best retailers we work with off. Use social media to get us to come and do that, talk about your range; which helps them learn it’s a great way to cre- Retailer tip from the product and see ate a following. We keep the fixture inter- why it is different. esting by providing brewer Sam Mount Rubina Tyler-Street information or tasting Managing director, Owner, Curio notes. It’s also important to mix things up. So we Kentish Pip change the display quite regularly. 30 24 March 2017 RN OWN LABEL

Increasing numbers of wholesalers and symbol groups are unveiling fresh- heavy own brand ranges

Bay Bashir Lifestyle Express Belle Vue Convenience, Middlesbrough

Enhance OWN LABEL: Lifestyle MY OWN LABEL STRATEGY: I stock as many Lifestyle products as pos- I stock sible – I wish they made more. We as many do soft drinks, cofee, tea, groceries, your offer household goods and display them Lifestyle all around the shop, in promotions bays, and with double-facings for Across the industry, the days of own label products as soft drinks in the chiller. The mar- gins are at least 30% and they sell being a poor relation to the rest of a store’s possible – I well, so they’re great products for range is well and truly over. Chris Rolfe and us, and I ask Lifestyle Express to wish they put their new products on my Tom Gockelen-Kozlowski talk to stores made more promotions leaflets to shout about utilising own label in very different ways them to customers. MY TOP THREE OWN LABEL PRODUCTS: ou only have to look at Spar’s gourmet treats” and boasts a website list of own label bestsellers that provides regularly-updated 1 Cofee to get a sense of how far this recipes and product information, £1 a jar Y part of the market has come. cementing the Heritage brand at the There was a time when no-frills heart of Nisa’s ofer. Landmark, mean- Toilet roll essentials such as sugar and baked while, has developed its value-focused 2 79p 4-pack beans would have been dominant. Lifestyle brand, embracing the wide- Now, fresh produce such as Spar’s spread trend for £1 pricemarks across Kitchen roll unsmoked back bacon (number one), everything from sharing bags to 3 £1.19 4-pack uncooked chicken breasts (number cleaning products. Its range includes two) and even fresh cream (number £1 peanut butter, hot chocolate and a 10) make it into the company’s best- range of £1 jams, alongside 25p juices, selling own label list alongside the £2.99 nappies and 69p cooking salt. more expected toilet roll and 250ml But if own brand ranges are now energy drink. playing a broader, more sophisticated MY TOP OWN LABEL TIP: Yet Spar is by no means the only set of roles in retailers’ stores, it is only We sell sports, energy and fizzy group where wider market trends are because the stores they are stocked Sweet potato chips are drinks in the LSV range. I double- helping to transform the own label in are becoming equally as advanced. one of a number of face them in the chiller to make market. This week we speak to three retail- healthier products the them more eye-catching and put Nisa’s Heritage range promises ers to learn how they are using own these own labels by brands like Red company has launched “everything from pantry essentials to brand to enhance their stores’ ofers. Bull to give customers choice. depotIn 15 Apr27 2017Mar-

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RN page ad.indd 1 09/03/2017 14:16 RN_LM_GroceryAd_A4_Mar17.indd 1 08/03/2017 10:01 32 24 March 2017 RN OWN LABEL OWN LABEL UPDATE What are four of the country’s biggest wholesalers and symbol groups doing to innovate their own brand ranges?

Landmark Spar Nisa Costcutter Own brand soft drinks are a With annual sales of more than Offering more than 800 products, The company’s Independent brand particular area of focus for £300m, Spar’s own label range in- Nisa’s Heritage range is growing covers everything from everyday Landmark, with the range of cludes frozen, chilled and ambient fast and the company offers dairy products such as cola and cheese sports, energy and carbonated products as well as a large range of and convenience products, includ- to specialist and trade ranges in- drinks falling under the LSV wines. The company has recently ing everything from chilled pizzas cluding hand-cooked Thai sweet brand. To add to its offering, been focusing on removing salt and to a widening range of cheeses. chilli crisps. The range is avail- the company has now launched sugar from its entire range includ- The company operates a “good, able in pricemarked and non- a range of vitamin-enriched fla- ing a 10% reduction in sugar from better, best” system with sub- pricemarked formats, with pri- voured waters too. The range pro- the Spar-branded soft drinks range. brands Heritage Pantry, Heritage cemarked available due to the vides retailers with an introduc- The company has also launched and Heritage Gourmet available increasing use of them by main- tory margin of 40%. healthy fruit and nuts ranges. through the company. stream brand suppliers.

Asmat Saleem Shane Woolston Costcutter, CT Baker, Kelty, Budgens of Aylsham, Fife north Norfolk

OWN LABEL: Independent OWN LABEL: Happy Shopper MY OWN LABEL STRATEGY: Custom- and Euro Shopper ers tend to go for branded products MY OWN LABEL STRATEGY: The aim over own label, but if you can get of our store is to be an upmarket them to try the products they’ll independent food hall and super- often see that there isn’t much dif- market, but also to ofer a balanced ference. That’s what has happened range of stock full of good, better with a number of customers with and best options. We used to stock the 950g bags of Independent frozen Budgens’ own label but since Booker chips – people can’t tell the difer- took Budgens on, we’ve got Happy ence between them and McCains. It While we Shopper and Euro Shopper instead. would be great to get more support don’t focus Not everyone wants high-end prod- with getting customers to try own ucts, so while we don’t focus heavily label products and it’s something heavily on on these brands, it’s important for which I have asked for. these brands, us to stock them. MY TOP THREE OWN it’s important MY TOP THREE OWN LABEL PRODUCTS: High-end products are LABEL PRODUCTS: transforming the role for us to 1 Independent soft own label plays stock them 1 Household produce drinks 2l three for £1.20 loo roll, kitchen towels

Independent frozen Tinned produce 2 chips 950g – £1 2 beans, tomatoes, carrots, peas 3 Independent ready meals (including chick- 3 Chocolate en korma and rice, 100g blocks of spaghetti bolognaise Euro Shopper milk and lasagne) Two for £4 chocolate, hazel- nut, fruit and nut

MY TOP OWN LABEL TIP: Try a range of own label products out and see MY TOP OWN LABEL TIP: We have which ones work for you. Some of three shelves of Happy Shopper them ofer great margins, some of Euro Shopper is now crisps, with 10 flavours on a two for them don’t. Some of them are as available for Londis £1 deal. This is one section we are good as the branded version and and Budgens retailers careful not to sell out of because the some of them aren’t. rate of sale is so high. l JOIN US NOW FOR A 2017

THE RELATIONSHIP WITH NISA IS ABSOLUTELY FANTASTIC. I’M REALLY PLEASED WITH THE ADVICE WE’VE BEEN GIVEN

“On both ends of the road outside We have a food to go section in given. It’s certainly increased trade us there’s a big housing estate. But store. We’re currently making for me over the last 18 months. They there are also around 2,000 houses close to 500 rolls, baguettes and also recommended a Costa Cofee around that as well, so it’s a big sandwiches a day, which tend to machine, which we’ve had installed area and that’s largely where our clear out by two or three in the in the last four months, and I’ve afternoon. There’s most defnitely a been delighted with how well that’s customer base comes from, as well demand for that. taken of.” as the lunchtime trade from the police headquarters which is behind The relationship with Nisa is us. They have a limited lunch absolutely fantastic. I’m really Paul Cornell ofering there, so we cater for them. pleased with the advice we’ve been NISA LOCAL

To find out why joining Nisa is as easy as 1-2-3 visit www.join-nisa.co.uk

RN page ad.indd 1 20/03/2017 17:15 34 24 March 2017 RN THIS WEEK IN MAGAZINES Round up

Jennifer Hardwick Magazines reporter [email protected] DIGITAL DETOXING WITH A GOOD READ The Easter holidays aren’t far away so your customers’ thoughts may be starting to turn to trips abroad. For a lot of people, this is the time of year when extra reading material is required for long journeys, days round the pool or that school end-of-term break. As the availability of wifi in hotels around the world increases, the sight of holidaygoers scroll- ing on their phones has been more common, but for many the idea of switching of from the real world is still an important part of going Trending now… away. With awareness of the stress caused by too much screen time rising all the time, the an- nual break from reality should be one of the SALES SUCCESS IS SWEET most important times for people to put their tech detox plans into practice. One distributor mentioned to me people are FOR NEW GIRLS’ MAG less likely to pick up as many magazines as before when they’re getting ready to fly, but still This launch, targeted at girls aged between six and 10, promises to it is often the time when a former reader who may have lapsed is more likely to return to their be a big hit with its recipe of collectables and all things ‘cute’ favourite titles. This week, I visited a store which relies on COLLECTABLES, shopping and “all things business travellers coming in ahead of trips cute” are the three leading topics for DC away, who still like to pick up big stacks of titles Thompson’s new magazine aimed at girls for their journeys. aged between six and 10. The 36-page L AUNCH Staf there make the most of people who monthly magazine will cover all of the wander in looking for inspiration and use their latest trends for girls and is set to be cover- SWEET knowledge of their titles to tell customers about mounted with diferent stationery and On sale 29 March others they might enjoy, and about newcomers accessories in each issue. Inside, puzzles Price £3.99 which have arrived on the shelves since their and crafts will sit alongside current play- Frequency four-weekly last visit. ground crazes such as the most popular Distributor People who come into a store with the aim of Marketforce collectables on the market. The launch finding as many ways as possible to pass a long issue comes with an unlock tool for online Display with Shopkins, My Little Pony, Animals period of time are always going to be some of game Animal Jam, free Shopkins trading and You your most profitable visitors, so if you have the cards, and a set of three fruit-flavoured chance to intercept imminent holiday-makers lip-glosses. as they browse your shelves, it’s a great time to make suggestions.

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S THE COUNTRYMAN PECI AL The Countryman magazine is celebrating its 90th On sale out now anniversary in April with a souvenir edition that Frequency monthly includes a free copy of the magazine’s first-ever Price £3.90 title, published in 1927. The special edition contains Distributor Direct articles from celebrities David Bellamy, Kate Hum- Display with Country ble and Chris Packham, as well as a congratulatory Life, BBC Countryfile, message from HM the Queen. Publisher Warners Landscape Group is expecting a sales uplift of 50%.

L TOPPS MATCH EXTRA AUNCH TRADING CARD GAME On sale out now Following the January transfer window, collectors Frequency annual can boost their squads ahead of the countdown to Price £4.99 the season’s grand finale and celebrate the stories Distributor direct of the season so far. Starter packs include a binder, Display with Premier game mat, collector guide and a packet of cards. League sticker collection, Packets of nine trading cards cost £1, multipacks Fifa 365 Trading Cards of five packets are £5 and tins are £5.99. Bestsellers

CAKE INTERNATIONAL S Cake International is the ofcial magazine of PECI AL Sport the cake show of the same name, dedicated On sale out now Title On sale In date stock entirely to the art of cake decorating. The April Frequency monthly issue focuses on Easter treats with special Price £4.99 1 Angling Times 28/03 designs by renowned cake artists and 13 tutorials Distributor Marketforce for readers to choose from to create their own Display with Cakes & 2 British Homing World 31/03 masterpieces. The issue also ofers readers two Sugarcraft Magazine, Cake 3 Angler’s Mail 28/03 for one on tickets to the Cake International show, Magazine which takes place in April. 4 The Countryman’s Weekly 29/03 5 Match of the Day 28/03

6 Shooting Times & Country 29/03 TES R E N The TES has undergone a rebrand for this DESIG 7 Boxing News 30/03 week’s issue, boasting a new front page de- On sale out now 8 Match 28/03 sign. Content remains the same, with a continued Frequency weekly 9 Kick 12/04 focus on equipping teachers with the tools they Price £3.20 10 Cycling 30/03 need to progress in their career. Features include Distributor Seymour an interview with the new leader of the head- Display with Education 11 Carp Talk 28/03 Today, The Educator teachers’ union, Geof Barton. The title generates 12 Four Four Two 05/04 annual revenue of more than £500,000, accord- ing to distributor Seymour. 13 Sea Angler 06/04 14 Rugby Leaguer & League Express 27/03 S PECI AL WOMAN’S WEEKLY 15 Sporting Gun 04/04 On sale out now 16 Improve Your Coarse Fishing 11/04 HEALTHY LIVING Frequency monthly 17 Carpworld 07/04 The April issue from the Woman’s Weekly Living Price £1.99 Series is dedicated to Healthy Living. Features Distributor Marketforce 18 Match Fishing 31/03 Display with Woman’s include solutions to beat bloating this season, the 19 Advanced Pole Fishing 07/04 superfoods to keep readers feeling younger, and Weekly, Woman’s Own, Woman 20 Racing Pigeon 30/03 Judi Dench on her battle with failing eyesight. Data from independent stores supplied by

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L NUM NOMS CUTENESS AUNCH Retailer On sale out now viewpoint STICKER COLLECTION Frequency one shot This new collection of stickers from Topps is Price £2.99 scented and features characters from the colourful Graham Walker Distributor direct Walkers News, Num Noms series. There are more than 200 stick- Display with Disney Norfolk ers to collect, including shiny ones, and the album Princess Trading Card which comes with the starter pack also contains Game, Shopkins Sparkle fun activities for fans to complete. Extra packets Sticker Collection of cards are priced at 50p. e are fairly consistent in what we sell. Recently, we haven’t

AUTOCAR S seen any trends up or down or a P AL This week’s Autocar has a preview of the upcom- ECI move towards a particular ing F1 season and publisher Haymarket expects On sale out now magazine. We sell all the stan- there to be 15% increase in sales as well as a 15% RSV Frequency weekly Wdard weeklies and beyond that we try to tailor rise. There is also a comparison between three top Price £3.80 it towards the demographics of our customer cars – the BMW 5 Series, Jaguar XF and Mercedes Distributor Frontline base. As we are in Norfolk farming is quite big, E-Class – a test-drive report of the new Audi RSV and Display with BBC Top so that means we make sure we’ve got all the an investigation into companies claiming to buy Gear, What Car? tractor magazines, plus hunting and fishing your car. Autocar is the number one RSV-generating are popular, so we cater to that. title in motoring and ranks 46 in independents. We also advertise the fact we can order in any magazine for customers if they are looking around and can’t find what they want – we do TAKE A BREAK’S quite a healthy business with this. We don’t S PECI AL charge customers for the service, we only ask COLLECTIONS On sale out now they collect it before the Take a Break’s Codebreakers, Criss Cross, Cross- Frequency monthly next issue comes out word, and Wordsearch collections ofer readers the Price £2.30 so we don’t lose out. chance to win £3,000. These four titles cover four Distributor Frontline Anything that we Top tip of the seven main puzzles sub-categories and are Display with Take a can get hold of we I’d recommend making designed to be displayed together. Publisher Bauer Crossword and Take a will order in. an effort to order in for Xcel Media recommends displaying them with Puzzle customers, they’ll This has been other Take a Break to maximise sales. great for building appreciate it and come loyalty because back, even if it’s just

P RETRO JAPANESE R E customers come in to a one-o F ff. IC G R T Aiming to cater to the growing popularity E CHA N EE GIF fetch their maga- of classic Japanese cars, Retro Japanese maga- On sale out now zines, so they might buy zine features cars from popular brands such as Toy- Frequency quarterly something else and we do ota, Honda and Nissan, that made their mark in the Price £5.99 notice the diference – we’re one of the few 1970s and 1980s. The title launched in June last year Distributor Seymour independents in the area ofering this service. and 33% of its sales are through independent retailers. Display with Classic Car We’ll usually have 50 to 60 magazines a week The spring edition will be bagged with a book about Weekly, Classic Cars saved for customers. the Mazda MX-5 worth £5.99, and the magazine will Magazine In terms of visibility we just make sure be on sale for an increased price of £5.99. anything we want to draw attention to is at eye-level or next to popular magazines, for example, if there’s a new partwork out. I’ve INCREDIBLE HULKS S noticed people don’t tend to look around for PE AL This month’s edition of Incredible Hulks con- CI what they want. tains three new stories. One sees The Hulk sent On sale out now We haven’t had many challenges; the only back in time by the Celestials to battle the legend- Frequency monthly thing is it’s important to efciently manage ary Devil Dinosaur, another follows She-Hulk as Price £3.99 magazines. You need to keep note of what is she takes a tour inside her own mind and ends up Distributor Marketforce being bought and if something hasn’t sold for battling herself, and the third story sees The Maestro Display with Avengers two months or so, delete it. Also, if you’re sell- recruits some new warriors – the Evil Avengers. Universe ing out, make sure you stock more next time – that’s the key. RN 24 March 2017 37

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

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

Amercom UK Hachette Panini Topps Ships of War 13 40 11.99 Art of Crochet 83 120 2.99 Disney Princess Disney Princess Art of Cross Stitch 13 90 2.99 Sticker Collection 2.99 0.50 Trading Card Game 4.99 1.00 DeAgostini Art of Knitting 114 90 2.99 Doctor Strange Shopkins Sparkle Sticker Build the Ford Mustang 64 100 8.99 Art of Quilting 65 90 3.99 Trading Card Collection 4.99 1.00 Collection 2.99 0.50 Build your own R2-D2 12 100 8.99 Art Therapy 106 120 2.99 Fantastic Beasts and Where to UEFA Champions League Official Enhancing your mind, body, spirit 12 120 3.99 Art Therapy 50 Mindful Patterns 13 80 4.99 Find Them Sticker Collection 2.99 0.50 Sticker Collection 2016/17 2.99 0.50 My Animal Farm 7 60 5.99 Assassins Creed: the FIFA 365 Sticker Collection 2.99 0.50 Premier League Jazz at 33 and third RPM 32 70 14.99 official collection 3 80 9.99 FIFA 365 Trading Cards 4.99 1.00 Sticker collection 1.99 0.50 Simply Stylish Knitting 65 90 3.99 Build the U96 135 150 5.99 Football 2017 collection 2.99 0.50 Star Wars Force Attax 4.99 1.00 Star Wars Helmet Coll’n 32 60 9.99 Dr Who Complete History 41 80 9.99 Frozen Northern Lights Sticker Star Wars Rogue One 4.99 1.00 The Beatles Vinyl Collection 3 23 9.99 Draw The Marvel Way 33 100 4.99 Collection 2.99 0.50 Star Wars Rogue One Zippo Collection 41 60 19.99 Judge Dredd Mega Collection 58 80 9.99 Moana sticker collection 3.99 0.50 Sticker Collection 2.99 0.50 Marvel’s Mightiest Heroes 85 100 9.99 Paw Patrol ‘A Year of Trolls Trading Card Game 4.99 1.00 Eaglemoss Transformers GN Collection 7 80 9.99 Adventures’ Stickers 2.99 0.50 Trolls Sticker Collection 2.99 0.50 Build A Solar System 84 104 7.99 Warhammer 15 80 9.99 My Little Pony 2.99 0.50 WWE Slam Attax Takeover 4.99 1.00 DC Comics Graphic Novel 42 60 9.99 Peppa Pig Around the World 2.99 0.50 Match Attax 2016/17 4.99 1.00 Doctor Who Figurines 94 120 8.99 RBA Collectables Beauty & the Beast Marvel Fact Files 210 200 3.99 Real Life Bugs & Insects 31 60 0.99 Sticker Collection 2.99 0.50 Military Watches 81 80 9.99 Title No Pts £ Star Trek Ships 94 95 10.99 Panini Magic Box F1 Collection 26 60 9.99 Zomlings Series 5 0.50 DeAgostini Star Monsters 1.00 Magiki Mermaids 2.50 Frogs & Co 1.99

Newspapers

Daily newspapers price/margin pence/margin % Saturday newspapers Sunday newspapers Sun 50p 11.15p 22.3% Sun 70p 14.98p 21.4% Sun £1 21p 21% Mirror 70p 14.98p 21.4% Mirror £1.10 22.6p 20.6% Sunday Mirror £1.40 29.40p 21% Mirror (Scotland) 75p 16.05p 21.4% Mirror (Scotland) £1.10 22.6p 20.6% 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 22.31% Daily Mail £1 21p 21% Mail on Sunday £1.70 35.70p 21% Express 55p 13.31p 24.2% Express 80p 17.152p 21.44% Sunday Mail £1.70 35.70p 21% Express (Scotland) 50p 12.10p 24.2% Express (Scotland) 80p 18p 22.5% Sunday Telegraph £2 45.50p 22.75% Telegraph £1.60 34.4p 21.5% Telegraph £2 48p 24% Sunday Times £2.50 52.50p 21% Times £1.40 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% CLASSIFIED39 22 December24 March 20162017 RN

PHOTOCOPIERS DRINKS SYSTEMS

Wor r ied about the future? Are you worried about life after retail? Are you leaving the business for emotional or financial reasons? We are the news trade’s own charity and may be able to help. Financial Support State Benefit Advice Debt Advice Counselling Family Welfare Issues To advertise in the RN Almoner Home Visits Support for the Disabled classified section and their Carers Housing Options please contact Khi Johnson: If you work or have worked in the sales or distribution of newspapers or magazines in the UK, NewstrAid may be able to help you. Call the NewstrAid 0207 689 3366 Benevolent Fund now on 0127901371 874198879569 [email protected] or visit www.newstraid.org.uk

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