11.03.2016 YOUR 21 DAY ACTION PLAN RN’s guide to living with the new wage NATIONAL LIVING WAGE Page 28 »

In the fast lane ‘Freshening up our forecourt grew veg sales 270%’ Page 26 »

NEWS ● CONVENIENCE ● PROFIT www.betterretailing.com ● £2.30 ‘Taxed to death’ retailers face 20% REFERENDUM MP: Brexit business rate hike would cut Expert warns Budget tax hikes and rate relief loss will close shops. Page 5 » red tape WHOLESALE for indies ‘We’ll cut Leaving EU would save retailers millions, says costs to employment minister ease your Priti Patel. Page 4 » wage rise’ MARKETING Blakemore’s Russell Grant shares plans 23% boost to grow business for from Irish retailers. Page 6 » Star price NEWSPAPERS cut promo New Day Stores welcome new readers as 50p delay publisher retains 25p trial extended, full price margin. but Scottish copies Page 7 » added. Page 5 » Street smart Vol 127 No 10 Shoppers are being invited to take a virtual tour of Da- NFRN calls on FOR TRADE USE ONLY vid Worsfold’s revamped Farrants of Cobham store after the retailer publishers to help spent £300 to have his business featured on Google Street View. The 10 fight Menzies carriage Surrey retailer believes the move, which will allow customers to charge increase. browse the aisles on computers and smart devices, will help Page 4 grow exposure and footfall at the business. » RN ad template.indd 21 3/1/16 6:03 PM Retail Newsagent 11 March 2016 3

When I visited Mo Razzaq in his shop last Friday, he was clear about his theme for the NFRN Scottish conference he was preparing to chair - retailers must be proactive, change with the times and embrace busi- ness opportunities. It’s a mantra he has adopted in his own store, and speaker after speaker at the event aimed to inspire delegates facing a combination RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT of anti-alcohol campaigns, tobacco legislation and increasing costs to fight back to protect their stores. MÜller Wiseman’s commercial director Sandy Wilkie told how his You can’t change the family’s farm stayed strong by expanding from 20 cows to 350 as farm- law, but as Mo Razzaq ing methods changed. You must change with the times or get left be- hind, he warned. told me, you can find Lawyer Stephen McGowan urged alcohol retailers to respond to the positive ways tough legislative climate by highlighting the vital role a great local to adapt to it store plays in its community. You have to shout about this loudly at government level, he said. News UK’s Greg Deacon focused on in-store opportunities, urging news sellers to make papers more visible to drive sales and take advan- tage of the footfall they attract to encourage cross-category purchases. Mo himself, meanwhile, encouraged delegates to create events around everything from Easter to football’s European Championships. Every week in RN you’ll find advice like this, and this issue is no ex- CHRIS ROLFE Associate editor ception. With 21 days to go until the National Living Wage, our fea- @ChrisRolfeRN tures team has called on trade experts to suggest practical ideas you can try immediately to help offset this cost. You can’t change the law, but as Mo told me, you can find positive ways to adapt to it.

26 CONTENTS 38 NEXT WEEK NEWS me £2,500 Wage by Menzies his unconventional 4 INDUSTRY NEWS Publishers PayPoint release managing director Mark c-store exeperience must help ‘to stop the fee, says retailer Cassie in last week’s RN 18 YOUR STOCK, YOUR SAY 22 INDUSTRY PROFILE FEATURES industry collapsing’ Do you think tobacco Got Capital director Alex 28 NATIONAL LIVING WAGE 6 BUSINESS NEWS New With only weeks licensing would help Afek, below left POINT OF DIFFERENCE 1 Blakemore boss’s pledge to curb illicit trading? 24 PRICEWATCH to go until the improve efficiency And what do you do in UK bottled water introduction of the What’s it like to run an 7 NEWSTRADE Irish daily your store to encourage prices National Living in-store deli or bakery promo boost for indies children to eat healthily? 25 THE ENTREPRENEURS Wage we find out counter in a modern 8 PRODUCT NEWS Casillero 19 COLUMNIST What you can how retail experts c-store? del Diable sales up, with Prevention is better than learn from the 28 around the UK are more increases targeted cure when it comes world’s best getting prepared 12 REGIONAL NEWS Promote to employee fraud, business brains. 34 E-CIGS community values, writes guest 22 This week, Make money from this retailers urged by lawyer columnist Tim Roman increasingly-lucrative 14 NFRN DISTRICT COUNCILS Harvey Abramovic category West Midlands, Eastern 20 LETTERS 38 PREVIEW Readers 26 RETAILER POINT OF DIFFERENCE 2 Counties and East respond to PROFILE THIS WEEK Midlands DC reports comments How What do you need to made on IN MAGAZINES do to develop your stores’ COMMENT & customers carriage at Justin 39 ROUND-UP Why it can pay reputation for specialist ANALYSIS charges and the Taylor’s Spar to be different tobacco 17 YOUR ISSUE NFRN saved National Living store enjoy 40 FOR YOUR SHELVES “CUSTOMERS MAY WELL BUY SOMETHING ELSE IF YOU’RE OUT OF STOCK, BUT THEY MIGHT NOT COME BACK” – RAY MONELLE OF ORCHARD NEWS, WESTON-SUPER-MARE, EXPLAINS HOW ONE DAILY TASK CAN HELP PROTECT YOUR SALES Page 28 » 4 11 March 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news

Smith’s in Rajesh hopes for a ‘Happy Easter’ firing line thanks to the IAA Retailers in the West Mid- lands are calling for refunds West Sussex retailer Rajesh and further explanation af- Nayi said he has increased ter “issues” at Smiths News’ business at his Broadfield Birmingham depot resulted Newsagents and Post Office in missing papers and late by following advice from deliveries. Newtrade’s business develop- Charlie Ganatra, of ment programme, the Inde- Ganatras News in Coventry, pendent Achievers Academy received his papers late on (IAA). The store owner said he Tuesday, with 65 papers has used IAA category guides missing. He said: “I lost to help him grow sales around customers and had to deliver seasonal events, with his papers myself. The same Halloween sales up by 20% happened on 15 February.” last year. He is now looking Narinder Sungu, of Nick’s to replicate this success with News in Birmingham, said: the launch of an Easter egg “I want to know what’s go- promotion and quiz for ing on. Many retailers in the customers this month. area have been afected.” A Smiths News spokes- man said: “We experienced some issues in our Birming- MP and retail consultant say out vote would reduce red tape But exit worries wholesale expert ham distribution overnight resulting in late deliveries to some of our customers. We are working to minimise any further impact, and EU exit would be positive apologised to those afected.” The NFRN has backed retailers’ calls saying it fears it is the start of “wider prob- for indies, says Priti Patel lems in the supply chain”. by Steven Lambert Employment minister laws and do more to support power and cut down on red Priti Patel said Brexit could small businesses and inde- tape,” he said. A retail consultant and MP save UK businesses and pendent retailers.” However, wholesale con- Ready to supporting the Brexit move families as much as £350m Retail consultant John sultant David Gilroy warned claim independents will every week, which she Hoerner believes a move leaving the EU could give auto enrol? face less red tape and have claimed is being used to away from the EU will give supermarkets an advantage The Pensions Regulator has more influence to shape fund EU “pet projects”. independent retailers more over independent stores. warned retailers that failure UK legislation with a move “Small businesses are hit authority to convince MPs “Experts are saying that to plan for the arrival of pen- away from Brussels. hard by red tape from Brus- to address retail issues such if we come out, the pound sion auto-enrolment will The comments came as sels and by voting to leave as tobacco legislation. will struggle in the cur- risk a heavy fine that few prime minister David Cam- the EU they will take back “The real issue with the rency markets. This could stores can aford. eron last month announced control over these laws,” EU for independent retailers lead to import costs going It comes as retailers a referendum to determine she said. is that they don’t really have up and inflation, which will prepare to bridge the extra whether the UK stays or “After voting to leave the any influence over it, and pass through shops to con- costs from the introduction leaves the EU, with voting EU, we can start the process I think a move away from sumers and could depress of the National Living Wage due to take place on 23 June. of reforming these costly it would give them more demand,” he said. in three weeks. The regulator said it will write to all employees 12 months before their compli- ance staging date. Publishers must ‘help save industry’ “Those who leave things Publishers need to step April to ofset a propor- increased carriage charges “Independent retailers to the last minute risk non- in and help an “industry tion of its additional wage by 3.75% to cover costs this may be happy to pay the compliance which could in danger of collapsing,” costs. year, but where are they National Living Wage for lead to a £400 fine,” a spokes- the NFRN has warned NFRN chief execu- going to find the money their own people,” Mr Bax- man told RN. following Menzies’ second tive Paul Baxter told the to do that next year and ter said. “But they draw The comments were carriage charge hike in six NFRN’s annual Scottish beyond? Will they dip into the line at being forced by made as part of RN’s exclu- months. conference in East Kilbride the till called independent a government approved sive 21-day National Living The wholesaler an- this week: “It’s time to call retailers?” monopoly to pay the Na- Wage Action Plan (page 28) nounced last week that the publishers in. They are The federation said it tional Living Wage of the and more information is retailers will be hit with sitting behind contracts will challenge Menzies to employees of wholesalers available on the Pensions an average 3.75% carriage that take them to 2019. prove charges do not ex- who provide them with Regulator’s website. service charge increase in Menzies might have ceed the cost of delivery. newspapers.” Retail Newsagent 11 March 2016 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Page on twitter 38 @RetailNewsagent for expert advice to help you grow your sales Fears business rates could increase 20% ‘Tipping point’ for some indies warns expert Final plea on Sunday ‘Taxed to death’ retailers’ trading Campaigners including the NFRN issued a final call for the government to Budget plea to chancellor scrap proposals to devolve Sunday trading hours to by Gurpreet Samrai ing the burden on retailers. communities and all the “I want the chancellor to local authorities as MPs Business rates expert government is doing is tax- provide some stability for prepared to cast their votes The chancellor is being Paul Turner-Mitchell ing them to death.” shopkeepers by scrapping on the measure as RN went warned “taxed to death warned retailers could face NFRN chief executive the tobacco tax escalator. to press. retailers” have hit a tipping a 20% business rate increase Paul Baxter said: “Business This way, the government The Keep Sunday Special point with any further in April as they lose their rates are already high, plus will be able to get to grips group claimed Westminster increases putting shops at retail rate relief. retailers face the National with the illegal tobacco ofcials had refused a Free- risk of closure. “Retailers are already Living Wage and margins market as opposed to dom of Information request The stark warning comes struggling and the with- being squeezed by suppliers ofering more rewards for to release responses to the in advance of next week’s drawal of the relief, plus an who are passing this cost those willing to break the consultation on Sunday Budget, when George inflationary increase, is go- on. law.” trading, and criticised them Osborne is expected to ing to mean a 20% increase “By adding to this, all Bill Esterson MP, shadow for failing to publish appro- report on reforms of the in business rates, which they will do is put more minister for business, in- priate impact assessments. controversial business rates is ridiculous,” he said. people out of work and novation and skills, said It came as the Daily Tele- system after a long-awaited “The rate relief is enjoyed cause more shops to shut.” more action is needed from graph reported that Sunday overhaul was pushed back. by 278,000 small shops at Meanwhile, the Tobacco the government to help trading laws faced defeat However, some fear the the moment. That’s over Retailers’ Alliance is calling smaller shops. “The govern- due to around 30 SNP MPs government will present £400m. The extra burden for the tobacco tax escalator ment has been promising planning to vote against a “watered down” review is getting to a stage that is to be scrapped. a review of business rates the measure on Wednesday. with a focus on devolv- unsustainable; it’s reached Suleman Khonat, Black- for the last five years,” he ing responsibility to local a tipping point. Small burn retailer and spokes- said. “It has a role to support authorities instead of reduc- shops are the heartbeat of man for the alliance, said: small business.” Spending on food up Mum’s the word Strong Valentine’s Day for the big day trading led to household Independents went all out to expenditure on food and help their customers celebrate drink recording its biggest Mother’s Day last Sunday with jump for 13 months in Feb- a wealth of one-off gifts and ruary, according to a report offers. Mo Razzaq, right, of by Visa Europe. Premier Mo’s in Blantyre, sold Annual spend on food, 34 Mother’s Day baskets filled drink and tobacco was up with treats such as cuddly toys 4.8% last month according and chocolates and also helped to the findings. Overall raise £120 for the Scottish As- consumer spending grew sociation for Mental Health with 2.2%. a store raffle. Meanwhile, Avtar Sidhu of Sukhi’s Simply Fresh said sales were up 40% by pro- News UK moting gifts such as bespoke cakes (inset) on social media. Scot move News UK has rebranded its operations in Scotland as ‘News Scotland’. It comes as the publisher marks New Day’s full price Scottish launch 30 years since it began Trinity Mirror has an- However, for the rest of the before we move to 50p.” secured three regular printing newspapers nounced it will extend UK the paper will remain at From Monday, the per- customers for the new pa- in Scotland, with The circulation of The New 25p for a further two weeks centage margins for both per, but I don’t think they’d Scottish Sun and The Times Day across the whole of until 28 March. cover prices will be 23.2%, buy it at 50p. It should Scotland showing strong Scotland at its full cover Neil Jagger, general man- meaning retailers will stay at 25p for at least six market performance. price, while prolonging its ager at Trinity Mirror, said: receive 11.6 pence per copy months.” According to the publisher, promotional 25p price for “It is clear from research at 50p, and 5.8 pence per Scottish retailer Mo Raz- News Scotland will have the rest of the UK. that we haven’t yet created copy at 25p. zaq, of Premier Mo’s, wel- more autonomy to operate The New Day will launch a five day purchase habit Mandeep Singh, of Pre- comed the announcement, as its own entity while across Scotland on Monday among readers. We want mier Singh’s in Shefeld, but believes it will need a maintaining close ties with with a cover price of 50p. to encourage further trial said: “We have already similar promotion. its London headquarters. 6 11 March 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent BUSINESS to have your say on the latest news Spar’s 10% Order capture system a hit for Nisa sugar cut Nisa has reported a grow- are accessing it through also helped Nisa post £1m bile technology and digital ing number of retailers us- smartphones and tablets order capture sales in a media. They are enjoying in drinks ing its online order capture following changes to make day during its Black Friday an enhanced user experi- Spar is aiming to remove system, with new visitors the site fully optimised event in November. ence with the new site 51.6 tonnes of sugar from to the member-facing with these devices. Ian Bishop, market- and are able to access the its own label soft drinks in website increasing by more It added that this marked ing director at Nisa, said: website on the go, which is response to growing shop- than 30%. a shift to members using “These figures confirm that incredibly gratifying, but per concerns. The company said of the the site more actively, say- Nisa members are becom- also of significant business The move represents new visitors, nearly 40% ing that extra functionality ing more au fait with mo- benefit for them.” a 10% reduction in sugar levels for the entire range and equates to the removal of 206 million calories, according to the company. Products being reformu- lated include Spar Ameri- can Cola, which will be renamed Classic Cola and will see a 10% reduction in sugar. Spar Blue Bear energy drinks will also lower sugar levels by 10% and will fea- ture redesigned packag- ing and two new flavours Blakemore Wholesale MD Russell Grant: “If we can deliver – Apple Sourz and Cherry what our customers want, we will grow their sales and ours” Sourz. In addition, the firm’s ‘Big review’ of business promised to improve efficiency ‘We’ll work harder for our customers’ sparkling water range will also be updated with a lemon & lime one litre bottle. We’ll help you pay NLW Co-op price drop for says new Blakemore boss by Steven Lambert ings “from depot through prices to our customers.” delivery service with 50 200 lines to head ofce”. He also revealed that four retailers since January, The Co-op has announced New Blakemore Wholesale He said: “We are con- retailers have been chosen while Blakemore is also due price cuts to its own label managing director Russell ducting surveys in depots to take on its new B…More to launch its first online British meat as part of a mul- Grant has unveiled plans and the feedback we are symbol fascia, with trials stock ordering app and an timillion pound deal to grow to improve efciency and getting is that life is tough due to start within the next updated EPoS system for sales and support farmers. grow business for its retail- for our customers with 12 weeks before the concept retailers in the coming The activity will lead ers to help them combat challenges such as TPD and is rolled out nationally. months. to cuts on more than 200 pressures such as the the National Living Wage. “We’ll be targeting B…More Mr Grant said: “The lines with prices on meat National Living Wage. “We want to support at retailers who are looking pressures of a competitive and poultry dropping by Speaking to RN, Mr them and we’re now look- for a wider ofer with a market mean we have to as much as 50%, which Grant said the company is ing at ways we can become focus on chilled, fresh and work even harder to deliver the group claimed will save currently undertaking a more efcient without food to go,” said Mr Grant. for our customers. If we can customers more than “big review” of its business afecting customer service, He added that the com- deliver what they want, we £125 a year on their shop- to find ways of improving as well as working with our pany has been trialling will grow their sales and ping. It will also introduce retail services and cost sav- suppliers to deliver better a new fresh and chilled ours.” new deals including two for £6 ofers on mince and chicken fillets. Steve Murrells, retail chief executive at the Co- Bestway adds to its ‘power executive’ op, said: “We are building Bestway has announced ‘unrivalled knowledge and Miller, and Alek Adamski, human resources director momentum and attract- a wealth of new recruit- power executive’ to add to who has been appointed as in the coming weeks. ing more shoppers into ments as part of plans the expertise of its existing supply chain director. Bestway managing our stores and our price to grow its wholesale senior management team. In addition, Bestway is director Younus Sheikh investment programme is business over the next five Among those joining set to appoint Carolyn Mc- said: “We now have an ensuring our convenience years. are Tony Holmes, who has Menemie, formerly of Lidl unparalleled management ofering remains highly The company said the been recruited as sales and Holland & Barrett, as team with unmatched competitive.” move would create an director – retail from SAB trading director – retail and knowledge.” Retail Newsagent 11 March 2016 » 7 GET YOUR E-CIGS RANGE RIGHT Follow RN Pages on twitter 34-37 NEWSTRADE @RetailNewsagent for expert advice to help you grow your sales Publisher reports 23% sales uplift for title Retailers delighted as margins remain the same News UK’s HND boost A Surrey retailer has signed Irish daily price promo a up 12 new HND customers since 24 December, follow- ing advice from News UK and RN. welcome boost for indies In November, Umakant Desai, of H&R News in Cam- by Nadia Alexandrou The campaign is being ers get the full benefit from McFaddens in Strabane, berley, was visited by News supported with a radio ad- this promotion, which is said that while the promo- UK field partner manager The Independent Star vert and PoS material, in- sure to drive footfall and tion had little efect on Tony Parker and 2014 IAA Limited has reported an cluding posters, which are sales in stores.” sales due to the title already Overall Best Shop winner average sales uplift of 23% available from Newspread Egidija Gurkirat, sales selling between 40-50 Ramesh Shingadia, of Lon- for the Irish Daily Star Ltd. The shop with the best assistant at Kerrs Newsa- copies a day in his store at dis Southwater & Post Ofce since the launch of its price in-store display will be gents in Dungannon, said: full cover price, he found it in Horsham. He is aiming promotion last week. awarded a £500 “One4All” “Before the promotion we boosted incremental sales. for 30 new customers by the The publisher reduced gift voucher. Displays will didn’t sell a single copy. But “At the lower price peo- end of May. the cover price of the be judged by a mystery now we sell three or four ple would pick up another He said: “I have become paper from 55p to 20p on shopper. a day. I’ve heard it all over title as well, and I think more positive towards HND 29 February in Northern Gavin O’Leary, circula- the radio and I think that’s any investment is good and more active in gaining Ireland for a promotional tion manager at the The really helped drive sales. at the moment, particu- new HND customers. I have period, while retaining the Star Newspaper, said: “We Hopefully we will keep larly on a title which gives opened my eyes to this as a full pence per copy retailer have absorbed the cost of these customers buying retailers a better margin revenue stream.” margin based on the full the lower price to make the title long-term.” than the average newspa- l For more information price. sure retailers and custom- Seamus McFadden, of per,” he said. visit www.betterretailing. com/growhndsales Free title to launch One Media is launching a free weekly newspaper this month. The news comes as the media group celebrates the one-year anniversary of its free sister weekly The Times of Tunbridge Wells. The first edition will be printed on 23 March with an initial print run of 7,000. The paper will be available through newsagents and major supermarkets, as well Topps set to hit the back of the net with latest Match Attax trading cards as at local railway stations. Topps has added to its Premier League trading card game, Match Attax, with the launch of Match Attax Extra this week. On sale from 10 March, starter packs are available with a £3.99 cover price, and there will be more than 200 cards to collect. The starter packs contain a collector binder, an A1 supersize play pitch, a collector guide and a packet of six cards, Monitor in including a gold limited edition card. spotlight The NFRN has renewed its calls for ANMW to make the National Distribution Monitor (NDM) more user- Say Hello! to more sales for Queen’s 90th friendly and provide more Hello! magazine is expect- coverage of the Queen’s Tracy Armstrong, circu- available in independents, detailed information. ing a sales uplift of at least birthday, on 21 April. lation marketing manager will only generate more Problems with the NDM 75% from its coverage of Following its success at Hello! magazine, said: sales.” were again highlighted by the Queen’s 90th birthday around the Diamond “The retail sales value PoS material will be the NFRN following Smiths in April, May and June. Jubilee in 2012, which from just issue 1435 is fore- sent to the highest-selling News’ recording of an al- The publisher is prepar- generated a 75% sales cast to be around £125,000. independent retailers, most 100% RDT success rate ing to launch a number uplift over two issues, The fact that Hello! is also although the publisher on Tuesday 1 March, despite of special issues and Hello! Magazine expects to creating a bumper pack has said it is will also work a large number of depots collectors editions in a bid achieve the same level for and a souvenir special, with any retailers that in the south receiving late to be the “go-to” title for the 13 June issue alone. both of which will be want to get involved. copies of the Guardian. 8 11 March 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news

Volvic campaign explodes on to UK TV screens Danone Waters is encourag- ing shoppers to ‘Awaken Your Volcano’ with its latest TV mar- keting campaign for Volvic. The ad, which will focus on a young boy overcoming his fears on the football pitch, will run alongside McVitie’s a separate campaign, which will see Volvic sponsor Channel 4 Teacakes shows including How I Met Your Mother and The Island from this launch month through to December. United Biscuits is aiming to grow its cake sales with the launch of McVitie’s Building retailer and consumer confidence key for further growth ‘Pivotal time’ for category Teacakes this month. The new product com- bines marshmallow and chocolate topped with either McVitie’s Digestives Casillero del Diablo grows caramel pieces or Hobnobs oat crumbs. They will be available in packs of eight with an RRP by 9.8% with more to come of £1.65. Karyn Bryant, senior by Chris Gamm convenience market. A ‘creating legendary “Sales are falling year- brand manager at McVitie’s “It’s the fastest grow- occasions’ marketing cam- on-year, by 2% in the last Cake Company, said: “We Sales of Casillero del Dia- ing top 10 wine brand and paign will also aim to build 12 months and 4% in the are confident McVitie’s blo grew by 9.8% in conve- there is a great opportunity the profile of the brand at last 12 weeks,” he said. “But Teacakes will prove a strong nience stores in the past 12 to drive this further and key times through the year, brands are growing, in par- contender against existing months, with brand owner become a top five brand including Valentine’s Day, ticular premium brands, ranges.” Concha y Toro target- with the growth of the din- Hallowe’en, summer and and three out of the top 10 ing a further 10% growth ner for tonight trend,” said Christmas. have the highest RSV.” through building retailer commercial director Clare Casillero del Diablo’s He identified an ageing and consumer confidence Grifths. partnership with Sky Mov- customer base as a major Mikado to in the brand. The company has de- ies, meanwhile, has been challenge, and pointed to Head of communications signed wine pairing stick- renewed, which will see the the Frontera brand, which get 55p Ben Smith said the Chilean ers for meat and fish and a brand promoted alongside carries Brit Award sponsor- wine brand had grown crib sheet with ‘good-better- 55,000 films. ship messaging on-pack, by between 18% and 20% best’ recommendations to General manager Simon as an opportunity to bring pricemark across all stores and the aim make retailers feel more Doyle said it was a “pivotal new consumers to the Mondelez is relaunching was to match this in the confident about the brand. time” for the wine category. category. its Mikado biscuit sticks with a new price point and updated packs to encourage further sales of the brand in New additions for Ben & Jerry’s and Solero independent stores. Mikado 39g impulse Unilever has announced able to retailers from this ant will also be available pany is extending its selec- pack will now come with further additions to its ice month. in multipacks of three tion of Solero ice lollies with a promotional 55p flash to cream range this month The range includes (£4.19). a Red Berries flavour. encourage more impulse with new lines being added individually wrapped In addition, Unilever will It will be available in sales from shoppers. under its Ben & Jerry’s and ‘Wiches (RRP £2.49), which launch a ‘Son of a ‘Wich’ single packs (£1.25) and In addition, the packs Solero brands. comprises Cookie Dough or pack (£4.99) containing multipacks of three (£3.49), will feature a new flip top The firm is following up Chocolate Fudge Brownie eight mini ‘Wiches in a while Unilever will mark opening and updated de- last year’s launch of Ben & ice cream sandwiched sharing pack, along with a the launch with updated signs allowing retailers to Jerry’s Cookie Cores with between two chocolate chip Cookie Dough ‘S’Wich up’ packaging and a £3.5m stack them both horizon- its new Ben & Jerry’s ‘Wich cookies. tub (£4.99). investment for the Solero tally and vertically. products, which is avail- The Cookie Dough vari- Meanwhile, the com- range. Hot products for your shopping list

Mikado biscuit sticks Ben & Jerry’s ‘Wich Unilever has add- are to be pricemarked range is available ed a Red Berries at 55p for indie stores from this month Solero flavour Expert advice to boost gum sales and help prevent tooth decay

TOOTH DECAY IN ENGLAND CAPITALISE ON ORAL Approximately CARE ADVICE 1 1 in 3 adults and 34% of 12 year olds2 Simply by considering the below points, retailers can have tooth decay. cash in on oral care advice and increase their sales success.

Dental diseases such as tooth decay are ofen preventable, but Maximise sales retailers should position still cost NHS England... a huge gum in a prominent £3.4 billion each year!3 position at the till point Champion new products to maximise early demand, THE ECONOMIC BENEFITS OF SUGARFREE GUM and ultimately sales A new study - using 12-year-olds as an example population - shows that: Dual-siting this will boost If all 12-year-olds across the UK chewed product visibility and an association with sugarfree gum three times a day chewing afer food and drink the NHS could save up to Educate Consumers to encourage purchase £8.2 million4 every year – the equivalent to of gum with food and 5 drink products to benefit 364,000 dental check-ups. from oral care advice

THE DENTAL HEALTH BENEFITS OF SUGARFREE GUM Chewing sugar-free gum stimulates saliva production which can be efective in helping to… 95% of Wrigley’s gum Break down lingering food brands are sugarfree and Extra is accredited Neutralise harmful plaque acids by the British Dental Health Foundation Reduce the risk of decay

Work with your Wrigley representative to help maximise your gum sales, or visit www.wrigley.com/uk

Ref 1: NHS Choices – Tooth Decay. Available at: http://www.nhs.uk/conditions/Dental-decay/Pages/Introduction.aspx. Last accessed October 2015. Ref 2: Health and Social Care Information Centre. Children’s Dental Health Survey 2013. Available at: http://www.hscic.gov.uk/catalogue/PUB17137/CDHS2013-Executive-Summary.pdf. Last accessed October 2015 Ref 3: NHS England. Improving Dental Care – A Call to Action. Available at: http://www.england.nhs.uk/wp-content/uploads/2014/02/imp-dent-care.pdf. Last accessed October 2015. Ref 4: Oral Health Promotion: The Economic Benefits of Sugarfree Gum in the UK. York Health Economic Consortium. 2015 Ref 5: 1 Unit of dental activity = £22.50. 8200,000 / 22.50 = 364,000

RN ad template.indd 21 3/1/16 6:04 PM 10 11 March 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news Capri-Sun keeps the children active Theme park trips and snow- boarding lessons are some of the prizes up for grabs in Coca-Cola Enterprises’ (CCE) latest on-pack promotion for Capri-Sun. Launching on 1 April, the ofer will run on all Capri-Sun 200ml 10 packs for eight weeks and will be Easter sales hop-portunity used to help parents keep Mondelez is getting shoppers in the mood for Easter with a new TV campaign featuring its Cadbury Easter bunny character. their children entertained The ads, which run to 27 March, will see the furry mascot delivering Cadbury goodies to lucky families in preparation for over the summer. Codes Easter egg hunts. It will be supported with outdoor and digital activity under a total £6m marketing spend. on promotional packs can be used to enter daily prize draws, with one winner selected to receive a gift Yoghurts and chilled desserts tie-in with Rio Olympics Limited edition lines announced each day. CCE will support the scheme with a social media campaign, which will Carnival time as Müller encourage families to take part in outdoor activities. offers a flavour of Brazil Less sugar by Steven Lambert with its role as ofcial spon- Müller Crunch range with tance’ pack designs running sor of Team GB and Team new Gold six packs, which on Müller Rice singles and Juiceburst Müller is getting shoppers Ireland during the Games. will contain vanilla and six packs from April, which Purity Soft Drinks has re- in the carnival spirit with a First to hit shelves is Rio tofee yoghurts with edible will feature the brand’s bear launched its Juiceburst soft range of Brazilian-themed Limited Edition Müller golden balls and hoops. At mascot Tasty B. drinks with a new lower yoghurts and chilled Fruit six-pack, with three the same time, it will add All the limited edition sugar recipe and updated desserts to tie-in with its packs featuring coconut a range of Copacabana- lines will come with an RRP packs to attract a wider support for the Rio 2016 yoghurt with pineapple inspired flavours to its Mül- of 69p for single packs and number of shoppers to the Olympics. compote and the remaining lerlight six packs, including £3.89 for six packs. brand. The manufacturer is three packs featuring lemon Passionfruit and Orange & Müller will announce The company has re- rolling out a number of lim- yoghurt with mango and Lime. further on-pack activity and formulated the range this ited edition lines from this passion fruit compote. Completing the line-up TV ads closer to the Games, month to cut added sugar month, which will tie-in Müller is also updating its will be new ‘Go the Dis- which start on 5 August. levels by 20%. The move fol- lows on from a 20% reduc- tion in sugar for Juiceburst in 2013. Meanwhile, Purity has 7UP zero sugar mojito flavour aimed at adults updated Juiceburst packs Britvic is targeting adults cocktail. McNair said: “Sugar free available in 99p price- with a modernised look with the launch of a mojito- The UK launch has been products now account for marked packs. and more prominent logo. flavoured variant for its prompted by positive sales 43% of all carbonates sales. The company will It said it will also maintain zero sugar 7UP Free brand of 7UP Free Mojito in France The 7UP brand has been support the brand with ‘digitally interactive’ labels this month. since its release in 2014, a key driver of sugar free a summer marketing found on bottles, which The new drink will com- with sales of the product growth in carbonates.” campaign taking in TV and enables shoppers to scan bine 7UP’s citrus flavours growing at 15% according Britvic will launch sampling activity, along labels using smart devices with a hint of mint to rep- to Britvic. 7UP Free Mojito in 600ml with PoS material available to play online games. licate the taste of a mojito Marketing director Kevin bottles, which will also be to retailers.

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RN69512_DES_TRADE_AD_PORTRAIT_ADVERT_3.indd ad template.indd 21 1 02/03/20163/3/16 12:20 16:31 PM 12 11 March 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent REGIONAL to have your say on the latest news

Prison for Relaunch is cig thieves dream come Three men who stole true for family around £80,000 worth of Two brothers and their cigarettes after targeting mother have relaunched Palmer & Harvey (P&H) their store fulfilling a drivers have been jailed. family dream. During the Jefery Galvin, 29, An- transformation of One drew Nolan, 35, and Gerard Stop working with Mount Galvin, 38, were sentenced Nod in Coventry, brothers to nine, four and seven Joga and Aman Uppal lost years behind bars respec- their father Bal. However, tively after pleading guilty they refused to give up at Isleworth Crown Court and launched the new- of conspiracy to rob. The look store last month with trio targeted P&H drivers an event marking the oc- as they delivered cigarettes casion attended by family, across the south east of friends and the communi- England between 12 March ty with entertainment in- 2015 and 29 April 2015. cluding Frozen characters, Following the arrests, hot Indian food, Storm police searches recovered a Troopers, a raffle and treasure trove of evidence champagne. including stolen cars. The cigarettes were not recovered. Derek Bruder, head of loss prevention at Palmer & Lawyer’s advice as alcohol retailers face raft of new laws “You have to shout loudly” Harvey, said: “By work- ing in partnership with a number of police forces and specialist units, we have Community values ‘will ensured that a group of dangerous individuals has been brought to justice.” help to fight legislation’ RN READER POLL by Chris Rolfe statements faced by Scottish mind the government of the original alcohol licence ap- retailers, as well as importance of local retailers plication, but had managed No Alcohol retailers facing lobbying from health activ- and the vital to win the support of police 36% an onslaught of legisla- ists and temperance cam- role they play in their and residents. tion and lobbying should paigners at a level not seen communities,” said Mr “He invested in CCTV defend their businesses by since the introduction of the McGowan. and built a well-run store shouting about the value of Temperance Act of 1913. “You have to shout loudly that has transformed his Yes independent stores to local He also outlined propos- at government level about community,” he added. communities. als to introduce separate tills your charity work, the Mr McGowan added that 64% That was the advice from for alcohol, ban the sale of sports teams you sponsor plans to reintroduce the fit Would you go to lawyer Stephen McGowan products such as Buckfast and the fact your shops are a and proper test were under as he spoke at the NFRN’s and remove licences from point of contact for many of discussion, but said the a cash and carry annual Scottish conference retailers who employ im- your customers.” change would be welcome to pick up your in East Kilbride this week. migrants without UK work A store in East Kilbride he for responsible retailers newspapers Mr McGowan highlighted permits. had worked with, he said, who had earned the right to five acts of parliament, 40 “In the current legislative had received 28 objections hold their licences. every day regulations and 35 policy climate, retailers need to re- from local residents to its l Full report next week. if it meant not paying a carriage charge? Retailers in Scotland welcome new e-cig laws NEXT WEEK’S QUESTION Scottish retailers have wel- policy for the products. It this is just one other thing e-cigarettes sales are steady, Do you think staying in the comed new laws restricting is likely to come into force to add. We do have a market with three to four sold a EU or leaving would be more the sale of e-cigarettes. towards the end of the year. for e-cigarettes here, but I week, but his main sales beneficial to your business? The Scottish Parliament Gail Winfield, of Lybster think it’s a fad.” come from vaping products. passed the Health (tobacco, Post Ofce in Caithness, James Brown, of J Brown The Scottish Grocers Have your nicotine and care) Bill last said: “It’s a good thing Newsagents Ltd in Prest- Federation said it is work- vote now week, which bans the sale and it doesn’t bother me wick, said: “I agree with ing with the government to Go to betterretailing. of e-cigarettes to under-18s because we already have this. I don’t sell to under-18s firm up the exact time- com/retail-newsagent and requires retailers to to ask for proof of age for anyway so it won’t make any frame for implementation have an age verification tobacco and the lottery so diference to me.” He said his of the measures. Retail Newsagent 11 March 2016 » 13 NATIONAL LIVING WAGE IN FOCUS Follow RN Pages on twitter 28-33 @RetailNewsagent for expert REGIONAL advice to help you grow your sales Trading standards crackdown But funding cuts raise fear of crimes ‘slipping through the cracks’ Scots can expect a Raids on illicit trade up by sales hike Scottish newspaper sellers can expect to see a double- 10% over last three years digit increase in sales of some regional titles around by Gurpreet Samrai cluding illicit cigarettes and “Budget cuts present of raids remains low with the election in May, a pub- tobacco and mis-labelling significant challenges to concerns that staf and bud- lisher has predicted. The crackdown on illicit of goods. our services. Birmingham get cuts have adversely af- Gordon Santana, head of crime has been stepped The highest number of City Council has had to fected local councils’ ability circulation at the Herald up by local councils with raids was in Birmingham. make savings of more than to investigate food crimes. & Times, said he expected raids up by 10% over the last A Birmingham City £500m since 2010 and needs It also states over the last to see sales of The National three years. Council spokesman, said: to save a further £250m by five years the number of jump by up to 20% in the Trading standards “Both trading standards 2020. However, we have so food hygiene interventions weeks preceding the 5 May teams across 243 coun- and environmental health far prioritised food crime has decreased by 6.8% de- vote, and coverage of the cils carried out 127 food share responsibility for in- to ensure people who spite complaints rising by events could increase sales and drink crime raids in vestigating food and drink purchase food and drink 9.3% in the same period. of The Sunday Herald by up 2014/15 compared to 115 in crimes. Trading standards in Birmingham remain Sebastian Calnan, to 25% in the week after. 2012/13, according to figures focuses on counterfeit protected.” consultant at EMW, said: Mr Santana said the EU released by commercial law and deliberately misde- EMW said, of the 363 “Trading standards teams referendum in June would firm EMW. scribed products, and most raids carried out over the do a great job, but with- deliver more sales, with ex- It adds a majority of the cases are concerned with three-year period, only 45 out adequate funding or pectation that another Scot- raids were concerned with counterfeit or non-duty resulted in an enforcement resources instances of food tish referendum would be the illegal selling of coun- paid alcohol, which is often action or prosecution. and drink fraud or miss- triggered if Britain votes to terfeit alcohol, with others discovered alongside illegal The firm adds, that selling may slip through leave the EU. involving of-licences in- tobacco products. despite the rise, the number the cracks.” Beware Adam’s hot on his heels for charity Bitcoin con City of London Police has is- Kent retailer Adam Hogwood, sued a warning after several of Budgens of Broadstairs, businesses were sent online kept his cool during a charity extortion demands from firewalk raising more than scammers. £200 for Pilgrims Hospices. A group called RepKiller The coals were just less Team has been sending than 800 degrees when emails demanding between he took his first step. He £300 and £500 in Bitcoins by said: “It was over in four a certain date and time. seconds and, disap- It threatens to launch pointingly, not painful. a cyber attack against the You genuinely don’t feel business’ reputation if its anything, which is weird. demands are not met. It was a good experience and for a good cause.” Buses back on Newport newsagent Jon Help stamp on illicit trade, indies told Powell is celebrating victo- Retailers are being urged Mail found illegal products after undercover test pur- has created counterfeit ry as buses are set to return to ensure they only pur- being sold at nine of the 17 chase exercises revealed a stamps or knowingly to the city’s high street. chase stamps from the of-licences and conve- number of premises across sold used stamps for re-use. Mr Powell, of @The Royal Mail after a haul of nience stores inspected. St Helens were selling fake “We advise all retail- Newsagent, rallied fel- illicit stamps worth more The haul of counterfeit postage stamps. ers only to purchase their low traders and received than £500 was seized as goods included 76 packets A Royal Mail spokesman stamps from Royal Mail support from councillors part of an undercover of cigarettes, hundreds said: “It is a crime to create and members of the public and MPs as part of the operation. of potentially dangerous or use counterfeit stamps. only to purchase from campaign launched after Trading standards of- cigarette lighters, and 810 It is also a crime to re-use reputable outlets which Newport Transport buses cers from St Helens Coun- copied postage stamps, previously-used stamps. publicise that they are stopped using the high cil, Merseyside Police and with a value of £510.30. “We will prosecute licensed Royal Mail stamp street and he saw a 40% ofcials from the Royal The shops were targeted where we find someone retailers.” decline in trade. 14 11 March 2016 Retail Newsagent YOUR NFRN DISTRICT COUNCIL REPORT REGION WEST MIDLANDS 29.02.2016 Anthony Collins reports from the NFRN West Midlands district council meeting

New opportunity with Smiths and na- said she would continue tional council have had to support the member, with The New Day meetings with Smiths, and the matter has also Members welcomed and nothing comes out been referred to the the introduction of new of it.” NFRN helpline. national newspaper, The New Day, on the day Sales firm ‘put on Questions over its first edition hit the newsstands. the pressure’ MP receptions District president Concern was expressed A district councillor has Ramesh Sahota of the over a dispute that a suggested putting an end Wolver- member was having to parliamentary recep- hampton The New Day was welcomed as ‘a great over an initial enquiry tions where members are & Dudley new opportunity’ by members with a company con- able to meet their local branch told cerning the possible MPs. the meet- branch, said his papers sale of her newsagents’ Erdington branch Ramesh ing, held at had been delivered a business. member Pravin Chauhan Sahota the Banks’s couple of hours late about Central said: “We are paying Stadium in a fortnight ago. branch mem- hundreds of thousands Walsall: “We should He told the meeting: ber Anne of pounds for these par- congratulate this new “I received my deliver- Newman said liamentary receptions newspaper and give it ies from 8.30am to 9am. the unnamed and we’re not getting any a very warm welcome. Can we make sure that We should member had Narinder benefits from Hopefully it will make Smiths payout for every- come to her in Randhawa them. us plenty of money, so one even if they don’t congratulate “desperation” “It’s been going on we will give it our full make a claim? It should last week after being for three years now and support.” be a blanket refund and this new concerned about the what have we got to Wolverhampton & not just when people put issue. show for it?” Dudley member Julia in a claim.” paper and She told the district Narinder Bywater said: However, Birming- give it a council: “The member Randhawa “I ordered ham member Narinder was thinking of selling disagreed, 300 copies Randhawa said that this very warm her business and this and argued for the first request had already been welcome company pressured that the Pravin day and raised with Smiths, and her into signing a con- meetings Chauhan Julie they sent me it refused. Ramesh Sahota tract.” give smaller Bywater 14, which is Erdington member The member has now retailers recognition and no good to Pravin Chauhan added: West Midlands district taken the matter to a better platform to voice me. But after I contacted “We have had meetings president, on The New Day court, and Mrs Newman their concerns to local the federation through MPs. the helpline I got my 300 Your say copies.” Ramesh and West Birmingham member Sukhdeep If Sunday trading was deregulated, what efect would it have on you? Manjit elected Balaghan received 75 Wolverhampton & copies and only had 20 It would It would It’s hard to Dudley member Ramesh left when he left his shop have quite have a nega- tell exactly Sahota and West Bir- to attend the district a serious ef- tive efect. what efect mingham member Man- council meeting. fect because Indepen- it would jit Samra were elected in the last couple of dents already open on have on an individual for the posts of district ‘Blanket refund’ years I have also started Sundays if they wish to. business but, as an in- president and district selling alcohol and If you allow multiples to dustry, it would be quite vice president call to Smiths we notice that it does open longer on Sundays detrimental. I think respectively at the District councillor get busier when the it will threaten the it would hit indepen- annual general meeting. Narinder Singh called supermarkets close at livelihood of indepen- dent retail quite hard. Narinder Randhawa, for Smiths News to issue 4pm on a Sunday. If the dents because they will Many smaller retailers Sukhdeep Balaghan a “blanket refund” to supermarkets stay open be able to dominate the get good business on and Julia Bywater were members in cases of very longer it would afect market. Deregulation Sundays with the hours elected as the district’s late deliveries following a my trade quite severely. isn’t needed. they work now. three national council- recent incident with the Mahesh Pancholi Manjit Samra Surjit Khunkhun lors, while Narinder wholesaler. Birchills News, Samra Supermarket, Premier Woodcross Convenience Randhawa was elected Mr Singh, of the Walsall Smethwick Store, Wolverhampton as the voluntary fund South East Birmingham trustee. Retail Newsagent 11 March 2016 15 YOUR NFRN DISTRICT COUNCIL REPORT REGION EASTERN COUNTIES 01.03.2016 Richard Goss reports from the NFRN Eastern Counties district council meeting

to ensure the federa- Day after drop Menzies said it has raised carriage charges for The New Day tion as a whole contin- to help pay the National Living Wage ues to adapt and thrive Retailers in East Anglia in a changing retail reported a successful environment. first day for The New Ipswich member Day, but struggled the Alwyn Basford said: next day when it went “We are relying on sale for 25p. on a system Great Yarmouth that has been member Ralph Childs in place for said the initial give- a very long away was a success, but time and we Alwyn on Tuesday just four now have to sold copies in his shop, weigh up our Basford Childs Newsagent. history with He said: “People were the need to develop initially curious, but by and find the way for- day two were not very ward.” impressed. Ralph Childs agreed, “Some complained and said members that there wasn’t much should view the proper news in it and and cost-reduction proj- directly onto them by changes like amalga- others that topics were ects. Unfortunately the the wholesaler. mations, giving the scattered throughout sum of these mitigating It was also felt that example of their own the paper – there was no factors is still out- any increase in the district’s consideration defined sports section weighed by the impact price of petrol and of a merge with the for example.” of the National Living diesel would inevitably Norwich, Lowestoft Great Yarmouth Wage. and very quickly be and Great Yarmouth member Owen “As a result it has Too much passed on by wholesal- branches. Church said been necessary to re- ers. Members agreed to he gave view the CSC to recover like a look to imple- away 90 a proportion of the women’s District needs ment the copies on increased costs.” ‘a way forward’ merger of the Owen Monday, Members expressed magazine three branch- Church but sold outrage that the efect Members agreed to es in time for only two on of the National Living Ralph Childs review the way its consideration Ralph Tuesday, with one regu- Wage was being passed Great Yarmouth retailer branches are organised at their next Childs lar order being placed. regular branch He said: “One regular Your say meeting, where they newspaper buyer sug- would also discuss gested it was too much How did the launch of The New Day on Monday 29 February go in problems with low at- like a women’s maga- tendance rates linked zine and lacking any your store? What did you do to promote it and how did customers to member’s work pat- real hard news.” react to a new newspaper? terns and their health. NLW blamed for The launch Our cus- While we ‘Lobby MPs on day went tomers gave away carriage hike really well, displayed lots of free retail crime’ Members criticised and we gave quite a lot copies on the Members were urged Menzies’ decision to away lots of free copies. of enthusiasm on the launch day, there were to keep in contact with raise its carriage service We put up posters and launch day. However, we few buyers on the sec- their MPs in regard charges (CSC) to cover laid out the paper on over ordered copies on ond day. Our customers to crime in light of part of the impact of the the front of our counter. Tuesday for the amount felt there was not much reports of a vicious National Living Wage. Although, I don’t think we actually sold, it still in it, even at 25p. There attack on a newsagent In a letter to retailers, there will be many peo- did quite well. At our was plenty of curiosity, in Luton. Menzies’ managing ple who would be happy Sheringham shop we but very little of that The incident was director Mark Cassie to fork out 50p when it sold five of 89, and in interest led to sales the also used as an exam- goes to full price. Holt, 11 out of 63 copies. next day. stated: “We have made Ralph Childs Barry Starling Josie Dixon ple to remind retailers plans to mitigate part Childs Newsagents, Starlings, Dixons Newsagents, that retail crime was of the increase through Burgh Castle Holt and Sheringham Lowestoft, Suffolk not limited to shoplift- process-improvement ing and theft. 16 11 March 2016 Retail Newsagent YOUR NFRN DISTRICT COUNCIL REPORT REGION EAST MIDLANDS 02.03.2016 Anthony Collins reports from the NFRN East Midlands district council meeting

Delivery debate apprehended a regular for conference shoplifter for stealing sweets at the value of East Midlands district 45p. council has tabled a mo- “My wife rang the tion for annual confer- police but, when they ence in a bid to end came down, they asked ongoing challenges with why she had called them late newspaper deliveries when only 45p of goods by improving publisher was stolen. But, when delivery times into they investigated, they wholesalers. found £5,000 to £6,000 The motion was ap- worth of goods had proved after members Phone tricksters cleared £100,000 been stolen by the same complained about papers out of a customer’s bank account person from all over the being delayed the morn- place. They phoned back ing after Leicester City’s of the dangers of falling of her bank the machine and thanked my wife.” evening football match victim to phone scams said she had ‘insufcient against West Bromwich after reporting a case of funds’. District structure Albion. an acquaintance who “She went inside the under scrutiny Hinckley member had £100,000 taken from bank to say that wasn’t Mike Hopkins, her bank accounts. right because she knew Members discussed who tabled Erewash Valley branch she had a lot of money in ways of improving the the motion, member Derek Fere said her account, but when existing branch and said: “There the person concerned A larger they looked into it they district structure follow- is a history of had received a phone delivery discovered this person ing the federation’s call late deliveries call, allegedly from the had wiped out four for ideas. to wholesal- Mike police, to say they had a window accounts and she lost District president John ers that in Hopkins person in custody who £100,000.” Green said the East Mid- only a few was in possession of her would Mr Fere, who stressed lands had nine branches instances are matched to bank details. improve that the victim was not a that were either un- late news stories, this be- Mr Fere told the dis- member of the federa- ofcered or inactive, ing one. A larger delivery trict council: “The caller delivery tion, said the matter had where only two or three window, meaning an asked her to confirm her been referred by local people turn up. earlier cut-of, would im- bank details and, quite times police in Ilkeston to the He said one of the sug- prove delivery times.” unwisely, she gave the Mike Hopkins National Fraud Squad. gestions being discussed Derby and Burton details to him. In a separate incident, was to create zones with- member Alan Smith “When she next went Retailer, Hinkley Leicester member Sunil in a geographical area said: “The only way you to get some money out Patel said his staf had with between 100 and are going to 300 members. get papers Your say Existing on time branches from the Which new pricemarked packs have proved most efective in within the Alan wholesaler your store this year? zone would Smith is by fining merge, while John the pub- the district The Euro All of them. The one Green lishers if they are late council would Shopper Most of the that has delivering the papers have overall responsibil- range is sweets are been the to them. Retailers can ity. popular as all price- most efec- claim of the wholesaler Hinckley member is whisky. Bell’s Whisky marked and sell well, tive is £6.99 Sterling if deliveries are late, but Mike Hopkins suggested in particular has done as long as they give us Menthol cigarettes, the wholesaler should creating an “experi- phenomenally well, but the margins and it’s which have sold claim of the publisher if mental” zone based on Grants and Teachers maintained. Price- particularly well. We the papers are late com- un-ofcered branches, have also sold well. marked packs reassure try to get pricemarked ing in to them. That’s the while Derby and Burton But it isn’t just about people we’re pricing our packs wherever we can only way you are going to member Alan Smith said pricemarking, it’s the products fairly, and of- because we compete achieve anything.” they could re-structure margin earned from the ten they provide better against our local Sains- branches into five areas sale as well. value for customers. bury’s. Phone scammer Jimmy Patel Jack Patel Terry Hartshorne based on the five news steals £100k Jimmy’s Store, JRS News, Markeaton News, distribution houses Northampton Nottingham Derby within the East Mid- A member has warned lands district. Retail Newsagent 11 March 2016 17

YOUR Gurpreet Samrai [email protected] 020 7689 3386 @GurpreetSamraiRN ISSUE f facebook.com/retailnewsagent

Retailer Jatin Patel says he felt “bullied” by PayPoint when he shut up shop after 25 years NFRN SAVED ME £2,500 RELEASE FEE egular readers of RN Many retailers have gone bust A spokesman for PayPoint said: as proof was provided, the early ter- will be familiar with because of the competition “We’re sorry that Mr Patel feels this mination charges were waived and the ongoing issues from the big guys.” way, but no proof of the landlord’s this has been confirmed directly R raised by PayPoint Mr Patel says, unsure what to termination notice was provided with Mr Patel. We wish him well retailers, from the company’s do to next, he contacted NFRN when he originally got in touch for the future and thank him for his commission cap cuts to its Portsmouth branch president with us to end his contract. As soon business.” exclusivity contracts. But this Pradip Amin for advice. “Pradip week, Portsmouth retailer Jatin and Linda Sood told me to get Patel, of Guildhall News, has PayPoint to put it in writing got in touch about the problems and break down the charge,” he has faced terminating his he says. “Pradip fought my case Want to increase retail sales by an average of 16%? contract ahead of closing his quite hard. He told PayPoint we shop at the end of this month. are sufering because of the big Unable to compete with the multiples opening around us Run a Post Office multiples that have opened and the landlord is terminating around him and a three-fold our lease because we weren’t rent increase, Mr Patel decided, happy with what he was nego- after 25 years, it was time to tiating in the new lease. shut up shop. “Pradip then contacted me He says he wrote to Ca- saying they want to see proof melot and PayPoint in January my lease is being terminated informing them he will cease and once they saw that they trading on 24 March, but was said I wouldn’t be penalised shocked to receive a call from and they will come and take PayPoint informing him he will the machine.” have to pay a £2,500 early termi- Mr Patel says before the BRODICK POST OFFICE, ISLE HIGH LANE POST OFFICE, BLYTHE BRIDGE POST OFFICE, nation charge, which would be NFRN got involved he felt “bul- OF ARRAN STOCKPORT STOKE ON TRENT taken with his next bill. lied” and unable to fight the fee Weekly customer transactions: Weekly customer transactions: Weekly customer transactions: 700 880 1,200 “They said we were in on his own. “We didn’t even get Estimated income from Post Estimated income from Post Estimated income from Post breach of our five-year contract a letter from them at first; we Office fees: £14,200 - £16,000 Office fees: £16,600 - £18,700 Office fees: £20,800 - £23,400 because we signed an exten- just got a phone call from them. Property enquiries: Mr Alan Property enquiries: Mr Nicholas sion in 2014,” he says. “But If it wasn’t for the intervention Campbell 01770 303578 We are looking for a James Kelly 01782 392201 we didn’t know then that our of the Portsmouth branch of We are looking for a new successful retailer to run Take on Blythe Bridge postmaster to take on a a Post Office Local from Post Office at the current landlord was going to increase the NFRN I would have strug- Main Post Office on the their existing or planned premises or add a Post the rent so we signed it in good gled because they wouldn’t beautiful Isle of Arran. The business in this village Office Local to your faith and, through no fault of have listened to me,” he says. existing premises are five miles from Stockport. existing retail outlet our own, we had to break the “The NFRN was able to speak available, as well as up to Benefit from up to £10,000 nearby. The current branch contract with them. to senior members of staf £50,000 match funding in Post Office investment has an ATM and offers “We have had a Sainsbury’s directly because it is constantly for refurbishment. to develop the branch. National Lottery. open up across from us, we talking to them about the ongo- have a Tesco now open 100 ing issues with traders. When yards away and that’s all af- we need them they do support Post Office invests There is no franchise fee to A Post Office Local fecting our business as well. us quite a lot.” up to £10,000 in a add Post Office services to only needs a square Local and £45,000 your customer offer metre of counter space in a Main branch by your retail till

Register your interest at RunaPostOffice.co.uk 18 11 March 2016 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY Do you think tobacco licensing would help curb illicit trading? Linda Sood Falcon Convenience Store Portsmouth, Hampshire

RETAIL NEWSAGENT I was against licensing laws NEWS ● CONVENIENCE ● PROFIT before, but illicit tobacco in 11 Angel Gate, City Road, London EC1V 2SD our area has escalated in Tel 020 7689 0600 the past few years, and the email [email protected] tipping point for me was the Annual Subscription introduction of plain packag- UK 1 year £144 Europe £289 2 years £227 Rest of world £339 ing laws. As long as we don’t 3 years £319 have to pay, I think it’s a great To subscribe contact 01737 457236 idea. I’m losing a lot of busi- ness from shops around me Editor Director of Sales selling illicit cigarettes and I Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 believe that having a tobacco Associate Editor Account Managers licence would help put an end know who is selling tobacco If you’re an illicit trader you’re Chris Rolfe Liz Dale to this. legally, rather than illegally. I’m going to run under the radar 020 7689 3362 020 7689 3363 in a fairly afuent area, so illicit anyway. I’m struggling to see News Editor Will Hoad Colin Smith tobacco is minimal. Retailers what retailers would gain other Gurpreet Samrai 020 7689 3370 Pinkie Farm Convenience in Scotland have to sign up to than a lot of paperwork and 020 7689 3386 News body Dwain Nicely Musselburgh, East Lothian a tobacco register declaring bureaucratic red tape. And is this Reporters 020 7689 3372 Steven Lambert Letters name, Absolutely not, it would just be they’re selling tobacco, which is actually coming from the gov- lettersSales addressExecutive 020 7689 3357 (classified) another piece of red tape for re- a similar concept. ernment, or those in Whitehall Nadia Alexandrou Aiden Gilbert tailers. Illicit trade is just going trying to justify their salary? 020 7689 3350 020 7689 3366 to get worse regardless – plain Bal Ghuman The government should target Features Editor Audience AK News Development packaging and rising prices the places where the majority of Tom Gockelen-Kozlowski will make sure of that. All it’s Shrewsbury, Shropshire illicit tobacco is actually sold – 020 7689 3361 Executive Chris Chandler going to do is let the government What would it actually achieve? pubs and clubs. Head of Production 020 7689 3382 Darren Rackham 020 7689 3373 Marketing Manager Tom Mulready Designer 020 7689 3352 Emma Langschied YOUR STOCK What do you do in your store to 020 7689 3380 Marketing Assistant Tom Thorn YourProduction stock 020 7689 3384 encourage children to eat healthily? coordinator Rebecca Woolcott Managing Director 020 7689 3368 Nick Shanagher Simon Lunn 07966 530 001 Simply Fresh Axbridge, Somerset

We have free fruit Friday, but Email fi[email protected] it’s not just for children. This If you do not receive your copy of RN means customers that buy a please contact Chris Chandler on 020 7689 3382 or lunch main, such as a sand- email [email protected] wich, roll or pasty, get a free Printed by Southernprint, Poole, piece of fruit. We copied this on 80gsm Galerie Fine Gloss paper Distributor Seymour Distribution, idea from another store, and 2 East Poultry Avenue, London, EC1A 9PT it really helps us engage with Audit Bureau of Circulations our customers and raise our July 2014 to June 2015 average net profile. When we first opened circulation per issue 14,539 we sent leaflets out to three Winner of the 2009 ACE gold award for primary schools asking for circulation excellence by a smaller magazine parents’ names and emails in return for free fruit, which didn’t really work.

Retail Newsagent is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is wholly owned by the was so successful that after the several local schools, which Benefits Fund of the National Federation of Retail Newsagents. Harj Dhasee Retail Newsagent is editorially independent of the NFRN and opinions, Nisa Village Stores two weeks the school carried on come to me for fruit donations comments and reviews included are not necessarily those of the Mickleton, Gloucestershire doing it full-time, and we supply for various events, such as the Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from We sponsored a breakfast them with certain breakfast school fate. They often have Retail Newsagent may only be undertaken with the prior written agreement of the Editor. club for two weeks at our local items. It also drew business into vouchers worth up to £5 as rafe Contributions are welcomed and are included in school. We supplied toast, cereal our shop. prizes, which can be used to buy part or whole at the sole discretion of the Editor. and fruit free of charge and fruit. This allows me to engage Newtrade Publishing accepts no responsibility for submitted material. Every possible care is helped supervise the club. This Mehmet Guzel with parents and kids in my taken to ensure the accuracy of information. went down amazingly well and Simply Fresh local area, and also support the connected me with a lot of local Bethnal Green, London schools’ initiatives to encourage For trade use only parents and their kids. The club I have a close relationship with children to eat more healthily. Retail Newsagent 11 March 2015 19 GUEST TIM COLUMNIST [email protected] 020 7689 0600 HARVEY @RetailNewsagent It's a subject often ignored but staff theft and other fraudulent behaviour is a serious issue for small businesses. Understanding how and why it happens can help you avoid it Prevention is better than cure

here are hundreds of Secondly, they must increase ways that employees can the risk of detection. An employer defraud you, from the has little opportunity to influ- T blatantly-grabbed op- ence personal perceptions, but if portunity to the carefully planned an employee knows no-one will and executed theft. ever check his work or identifies Employee fraud is always an a flaw in the inventory or stock unpleasant issue, but this is es- control system, they could decide pecially true for small businesses they have an opportunity to solve that employ family, friends or their financial needs without long-standing staf and gener- being discovered. If an employee ally share several roles between a is aware that random checks on small number of employees. their work will take place it will Twice a year, the Association of deter them from attempting to Certified Fraud Examiners produc- steal or defraud. es a global study on occupational Thirdly, managers should en- fraud and abuse with analysis of sure training and education start sector, size, victim and ofender as soon as an employee joins the profiles and losses. Since 2008, company. A fraud policy detailing this survey has shown that small the store’s approach to fraud and companies with less than 100 fraudulent activity (which should employees are statistically more Is an employee stealing hard- include proactive measures for likely to sufer from asset misap- earned cash from your pocket? reporting, in confidence, fraud, propriation fraud than others. suspicious or unethical behav- If independent retailers are to feel a sense of shame and thus feel them can help to identify these iour), should be included with em- protect themselves from this, the the need to keep their loss a secret. issues. Staf who show signs of ployee contracts and be displayed two questions they need to ask This latter person is more likely to stress or worry may have suddenly prominently in a staf area. themselves are what causes staf resort to illegal means to rectify found themselves under extra Ultimately, store owners must to steal from their employers and his or her loss. financial pressure, for example. A set the tone, fully understand the what can they do to stop this. Then there is opportunity. It partner could have lost their job, threat posed by fraud and the im- The criminologist Donald R only takes a few factors to cre- a bank might have threatened portance of introducing active and Cressy carried out a study of more ate an opportunity for them to repossession, credit debts could constructive measures to prevent than 200 inmates in which he defraud you, such as inadequate be mounting, or the problem could it without undue disruption to examined what leads ofenders monitoring of stock control or be an alcohol or drug habit or even their business. to ofend. His results included a money handling. funding a wedding. Problems hypothesis – known as the Fraud Finally, rationalisation is the of- come in all sizes, but good manag- Tim Harvey is director of UK Triangle – which shows that pres- fenders’ ability to justify or excuse ers will identify issues before they operations at the Association sure, opportunity and rationalisa- their actions. Some excuses given lead to fraud. of Certified Fraud Examiners tion are the main factors business by fraudsters include: “I was only owners need to be aware of to spot borrowing, I was going to pay it fraud. all back”; “I only did it because of Further reading There are three factors that, the unusual circumstance I’m in. when combined, lead people to Normally I'd never have taken the * I've outlined the main reasons for staff theft and ways store commit occupational fraud. These money” and “My employer had owners can protect their businesses, but more help is available are perceived non-sharable finan- been cheating me/treating me online. cial need; perceived opportunity unfairly. I only did it to get even”. and the ofenders’ ability to ration- With this in mind, what can l The above material can be found in the ACFE Small Business alise their actions. retailers do to protect their busi- Fraud Prevention Manual, http://www.acfe.com. Other information In the first instance, ofend- nesses? Again, there are three is also available on the site in the fraud resources section. ers believe they face a financial main things store owners can do. l The Association of Certified Fraud Examiners global study is problem which they cannot share. Firstly, non-shareable financial available free at http://www.acfe.com/rttn/docs/2014-report-to- While one person might lose £500 problems can take many forms nations.pdf betting on horses and openly and managers who take time to share the problem, another might get to know their staf and talk to 20 11 March 2016 Retail Newsagent

[email protected] 020 7689 0600 @RetailNewsagent MENZIES ‘HAS THE BIGGEST HAND IN KILLLING TRADE’ I have just read your in- terview with Mark Cassie and I found most of his comments to be out of this world. He must think all hard-working newsagents up and down the country are just here to fund his company’s profits and probably his bonus. The National Living Wage will afect everyone, not just Menzies. Over the past 18-24 months changes have been made to our deliveries and standard of service without any consultation. Local depots have closed, which has led to more and more late deliveries and a drop in the service level. I read almost every week in RN about poor ser- vice and poor standards of deliveries to newsagents, it sewn up and I hope the it wants to increase my to the newstrade. However, next month. Menzies but never an answer from cash and carries can and carriage charge, it better it would help if I actually Distribution is blaming Menzies. I wonder why? will follow through on improve its service. had a supply to sell. the National Living Wage He stated the pending their plan to deliver news- I was even more in- As for Mr Cassie’s for the latest increase. closure of the Independent papers. censed by Mark Cassie’s in- ‘advice’, regarding cost We newsagents are being was a huge concern to his Brian David terview in RN. Using RN’s reduction, etc. Does he treated with contempt by Ruscoes Newsagents company. Guess what, Llandudno figures, I calculated that not think we have already the news wholesalers. his company, if allowed Menzies is recouping close looked at these things? I fear the wholesalers to carry on the way it is, to £2m from independents. For the majority of indies, will drive us out of busi- will have the biggest hand Less talk The launch of The New it’s a question of cutting ness unless their monopo- of all in killing this trade Day is a welcome addition staf hours and doing more ly powers are not investi- stone dead. and more work ourselves. We don’t gated by the CMA. With Newsagents work have a lot of room to ma- fuel prices at a 12-year low, long and hard to ofer a action, noeuvre when it comes to our carriage service charge standard of service which cost cutting. Does Menzies should be decreasing. Menzies can only dream Mr Cassie pay carriage charges to the All of our protests are about giving. He stated the What sort of brass neck publishers? falling on deaf ears. Our current RDTs to retailers is does John Menzies have? It Furthermore, we could overheads are also increas- 98%. I hate to think where has the cheek to increase improve stock manage- ing and we cannot change those figures come from. I my carriage charge by 7% Mark Cassie ment if his allocations our news wholesaler know the RDTs which are and then say we have not were better. I have been a because it is a monopoly being used are so far out of passed on the full National can’t give a newsagent for almost 20 supplier, and this is unac- date. I know my shop has Living Wage increase, years and the one thing ceptable. been changed to another breakdown Menzies has not improved Waqar Chaudry which, incidentally, in- Chaudry News, round, yet the RDT is the creases by 7.46%. because he has been its allocations. Glasgow same. How does that work? Diesel has fallen by Address that, Mr Cassie. Dave Shedden, head of Mr Cassie refused to more than 40% since 2014 knows it’s And, please – less talk, communications at give a breakdown of the when the average price more action. Menzies, said: “The imple- carriage charges. Maybe an unfair Jim Moorhead was 137p per litre. I filled Top Cards mentation of the National there is something to hide. my car the other day hree charge on Johnstone Living Wage (NLW) legisla- I can’t find another trader miles from Linwood depot tion creates the most substan- in my local area who has at 96.7p per litre. Also, retailers who Protests are tial shake-up of our supply to pay a carriage charge since a lot of your drivers can’t get chain’s cost base for many for the delivery of their are self-employed, I would falling on years, and Menzies Distribu- basic product. Mark Cassie like to know whether they the product tion will be heavily impacted can’t give a breakdown will receive a 7% increase by this change in the law. because he knows it’s an in their contracts. anywhere deaf ears “We have taken steps to unfair charge on retailers I have been very patient else mitigate the impact this who can’t get the product with Menzies with regard once again will have on our customers, anywhere else. to mis-packs, missing Brian David It’s outrageous that our through concerted pro- The cartel that is credits, and various other Ruscoes Newsagents, carriage service charges grammes of cost reduction and Menzies and Smiths has issues. Well, no more. If Llandudno are to increase yet again process improvement within Retail Newsagent 11 March 2016 21

The opinions on this page do not necessarily represent those of the editor Letters may be altered by the editor

RETAIL NEWSAGENT for reasons of clarity or of length our business. Unfortunately, the sum of all mitigating factors, including the recent decline in fuel prices at the pump, is still outweighed by the impact of the NLW. “In order to recover a pro- portion of the increased costs, it has therefore been necessary for us to conduct a review of our carriage service charge (CSC). “We recognise that our cus- tomers are also facing tough economic conditions, so we make three specific commit- ments to them: “1 – Menzies Distribution will make no further sched- uled review of the CSC model in 2016; “2 – No current Menzies Distribution retail customer will face any further increase in CSC until 2017 at the earli- est, following this April 2016 review; “3 – Menzies Distribu- tion will continue its work to reduce delivery costs, in order to mitigate NLW and cost impacts wherever possible. “We remain committed to working with all retailers and publishers to support the long-term health of our shared supply chain.” I don’t know how much longer I can survive Menzies is doing its best to put me out of business. AN EPIC FAIL FROM DENNIS & GNASHER My store is at a train station so I need papers Issue 115 of Dennis & Gnasher Epic correctly, and ofer an open confusion this may have caused. We early. My RDT is 5.30am. magazine was polywrapped with recall? have issued a clarification to all retailers This time is never met and the misleading description ‘Epic’, Pradip Amin via the wholesales. From issue #116 we Birds Newsmarket, Portsmouth it is usually nearer 6am. which was confusing for retailers to will make sure the full title of the maga- Last week it was as late as identify and cost us money. A DC Thomson spokesman said: zine is used and visible to retailers and 6.50am. My complaints fall Can the publisher and wholesaler “Issue #115 of Dennis the Menace and customers alike. To ensure no retailers on deaf ears, and no one at please deal with the identity of Gnasher’s Epic! was wrapped and titled miss out on credit, we have extended the Menzies will contact me this magazine so we can return it Epic! We would like to apologise for any credit recall date by four weeks.” regarding this. I have submitted so- Graham Cooke him directly once further When this change took I have a £2,500 news Station Kiosk called fast-track restitu- Hockley information is available.” place my papers were late bill with Smiths News, tion forms which seem to every day and I lost about and I expect better service have been ignored. Also Dave Shedden, head Why wasn’t 20-30 customers each and to be informed when credits, which should be of communications at morning. things like this happen. passed, have been rejected, Menzies, said: “Menzies I informed? I logged eight calls and Paul Dhanda vouchers are running two Distribution strives to Smiths News decided to submitted a customer Paul’s News, weeks late, and for this support our customers, so change our delivery opera- complaint. Smiths rang Stafford service the delivery charge it’s disappointing to hear tions, from having three me just before its 24-hour- A Smiths News is going up. about Mr Cooke’s difculties. drivers delivering three callback policy was up, spokesman said: “We will It is hard to see how We’ve arranged for our local rounds to three drivers and told me it had changed contact Mr Dhanda directly much longer my business branch team to investigate his delivering four, without back to the old system to discuss and resolve the can survive. concerns; they will contact informing us. again. issue.” 22 11 March 2016 Retail Newsagent

Tom Gockelen-Kozlowski [email protected] 020 7689 3361 @tomgk_RN Got Capital

Businesses need access to finance – whether it’s to invest and grow or to survive difficult trading conditions. With banks’ lending to small business seeming still dented in the aftermath of the financial crisis, alternative funding methods – such as that provided by Got Capital – became increasingly popular. Its director, Alex Afek, explains why

RETAIL NEWSAGENT How popular has amount bespoke to their individual RN Do you expect to see a growth in the Got Capital model proved over business, in other words, the retailers requesting funding as the the past twelve months? minimum amount which will help National Living Wage puts pressure ALEX AFEK Our system is custom made it achieve their goal. on their profitability? financing for small business and AA Not necessarily, but as more small retail clients. RN And what is that money being businesses are becoming aware They really like our personal used for? Are retailers refitting of funding alternatives, there is a approach, which makes us unique in their stores to offer more fresh and The biggest growing demand for services such the industry. chilled produce, for example? thing for as ours. As a result, the model has been AA Small business owners need quick Retailers see that there is less very popular and clients are happy access to working capital for many our clients funding available from the banks with the service we offer. reasons, be that a quick solution and they have more alternative to improve their daily cash flow is having financing options available. RN We hear a lot about the or a way to take advantage of great someone who More opportunities for expansion improving economy in the media opportunities. and alternative financing available – have the banks started to be Businesses we have worked with believes in means the banks are no longer more open with retailers in recent have used the money for refitting big players in this market, as so months? their stores and buying new their business many businesses are looking for AA Unfortunately this remains a big equipment, for example. just a phone alternatives. issue, since banks aren’t very good The biggest thing for our clients at advertising themselves when is having someone who believes in call away RN One of your points of difference it comes to signing on the dotted their business just a phone call away. is that you work closely with line. retailers throughout the time their It’s still not as easy to secure paying back their capital. What funding through your bank – as support have you provided retailers lots of small business owners have Company CV in recent months to improve their discovered. businesses? ** AA ** The day-to-day operation of Company Got Capital RN You offer financing from £1,000 small businesses requires lots of Director Alex Afek to £100,000 – what’s the typical flexibility. Profile Alternative finance provider figure that independent retailers Working with us means there Got Capital invests in businesses borrow? is always someone who will listen which need funding. By working AA There isn’t one typical figure, and understand cash-flow issues, directly with the businesses themselves and offering £1,000 since we work such a wide range of alongside the sales opportunities to £100,000 of unsecured finance to stores which have business types and sizes, from small or chance to improve sales that found traditional funding routes difficult to navigate, Got corner shops and newsagents, to come along and require initial Capital says it is stealing a march on the major banks. larger franchise supermarkets. investment. Each business has different needs, We also advise our clients on how and as a result, we usually suggest to best use our products to maximise that our clients start out with an ** ** profitability. Looking to grow your business? Get £1,000-£50,000 in just one day! Need immediate access to working capital?

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RN adfull template.inddpage March 2016.indd 21 1 07/03/20163/8/16 10:27 17:27 AM 24 11 March 2016 Retail Newsagent BOTTLED PRICEWATCH WATER GLACEAU SMARTWATER 600ml Price distribution %

20% Pricing strategies

RETAILER 15% 1 NAME GRAHAM DOUBLEDAY 10% STORE Newsmarket LOCATION Mossley SIZE 700sq ft TYPE main street 5% Water is a really great seller for me. It’s right up there with energy drinks. People seem to 0% buy them on their way to work rather than going to the gym.

57p 67p 72p 75p It sells all year round. I don’t 61p 63p 77p 58p 59p 60p 62p 65p 66p 68p 69p 70p 79p -57p +79p really calculate the margins on water but I know they are good, BOTTLED WATER PRICES AROUND THE UK and it’s good to have something that sells because the chiller PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER costs money to run. Brands like

1 2 3 4 5 Evian and Highland Spring don’t sell round here, and even Volvic Mineral Water some of the Volvic flavours Sports Cap £1.09 £1.88 £1.10 £1.00 £0.85 £0.95 £1.00 1l like lemon and lime don’t shift either but, on the whole, Volvic Volvic Touch of Fruit is our bestseller. Strawberry £0.91 £0.95 £1.10 £0.65 £0.75 £0.89 £1.00 500ml Volvic Mineral Water £1.10 £0.95 £1.00 £1.00 £1.00 – £0.85 1.5l Volvic Mineral Water £0.66 £0.65 £1.10 £0.70 £0.55 £0.55 – 500ml Volvic Touch of Fruit RETAILER Strawberry £1.40 £1.35 £0.70 – £1.29 £1.25 £1.35 1.5l 2 Highland Spring NAME PAUL PATEL Mineral Water £0.96 £0.93 £1.15 £1.00 £0.75 – – STORE WH Smith Local Dibden Sports Cap 750ml Purlieu LOCATION Southampton Evian Action Still SIZE 1,500sq ft Water Sports Cap £1.03 £0.99 – £1.00 £0.85 £0.89 – TYPE main road 750ml Water is water and I don’t really Evian Mineral find that customers are too Water £0.71 £0.69 – £0.70 £0.55 £0.65 £0.70 500ml fussy about the brand they buy. If they are serious Volvic Touch of Fruit water drinkers they’ll Lemon & Lime £0.91 £0.95 – £0.65 £0.75 £0.89 £1.00 bypass us independents 500ml and get multipacks from Volvic Touch of Fruit a supermarket. Mainly, Summer £0.91 £0.89 – £0.65 £0.75 £0.89 £1.09 we have people making 500ml a secondary sale with something like chewing Volvic Touch of Fruit Summer Fruits £1.38 £1.35 £1.10 – £1.25 £1.19 – gum. Having said that, 1.5l my bestseller is probably Buxton. Since I’ve moved Volvic Touch of Fruit over to WH Smith I get a Orange & Peach £0.91 £0.89 £1.10 £0.65 £0.75 £0.89 – 500ml better deal on Buxton. There’s only so much I can fit in my chiller so I tend to only have San Average selling prices and best-selling products rankings are sourced by EDFM Ltd from Pellegrino as a luxury water, EPoS data from over 3,500 independent retailers throughout the UK. The prices given which also sells well. on this page are the prices at point of purchase. RRPs are sourced from Booker and are correct at time of going to print. Retail Newsagent 11 March 2016 25

Nadia Alexandrou [email protected] 020 7689 3350

RETAILER RETAILER 3 4 THE NAME BAY BASHIR NAME VIP MEASURIA STORE Bellvue Convenience STORE One Stop, Draycott ENTREPRENEURS LOCATION Middlesbrough LOCATION Derby SIZE 2,800sq ft SIZE 1,500sq ft The world’s best business brains and TYPE main road/estate TYPE estate what you can learn from them We sell a lot of water and so we Water is an everyday seller for generally keep below the RRP me. I keep it in my chiller and to stay keenly priced. We do keep the large waters next to the well on £1 pricemarked bottles, soft drinks. I include water in but I tend to keep to the £1 price my meal deals, but in my store point anyway. There’s good people don’t necessarily choose margins to be had - as much as water over carbonates. I have 50%. I place water in three sites a mixture. Because I’m based across the store and I’ve noticed in Derby, we actually sell a lot that people buying sandwiches of the Buxton brand, but the are now picking up water in- flavoured water does well for us stead of Coke or Pepsi. Because too. It was a slow seller at first, of this, I include water in my but citrus or summer fruits and meal deals. The flavoured water strawberry flavours seems to sells well too, and I run two for have taken of and that range £1 promotions on all my Volvic has really increased in value flavours. for me. ROMAN ABRAMOVICH Route to the top at the request of president Boris Yeltsin. In June 2003 In Russia, Roman Abramov- he became the owner of ich is a businessman, inves- Chelsea Football Club and tor and politician. In the UK started an ambitious com- he is better known as the mercialisation process. owner of Chelsea Football A controversial figure in Club. Abramovich started football, he is almost always his entrepreneurial life as present at Chelsea games. RETAILER a street trader and then as a mechanic in a local fac- tory. In 1988, as Perestroika Key achievements 5 l NAME GAZ BAINS opened up opportunities for Abramovich is a self- STORE Select & Save Belgrave privatisation in Russia, he made man who has gone Stores and his wife Olga set up a from street trader to one of LOCATION Coventry doll-making company fol- Russia’s richest men. SIZE 1,400sq ft lowed by oil conglomerates l In 2004 he took Chelsea to TYPE estate and pig farms as well as in- becoming league champi- Water sells throughout the vesting in other businesses. ons - for the first time in 50 year day-in, day-out. The only Despite being sent to prison years. time sales stop is late evening in 1992 for a case of theft of l Abramovich report- when everyone is home. I think government property, by edly donates more money people want to feel hydrated 1999 he had moved into an to charity that any other during the day. We have Evian apartment in the Kremlin Russian. on a constant meal deal, so it’s £2.99 for a water, a packet of Lessons for your store crisps and a sandwich. Aside from the deals Volvic is my 1 Be a hard negotiator – Abramovich may bestseller. It sells as well as be controversial but his hard-headed carbonates like Lucozade and attitude to business has created his my energy drinks. People are success. more health conscious now. 2 Be present and show your staff I make around 50% margin leadership – the Russian is famously on larger bottles and 30% on present at most Chelsea games. smaller and I dual site water at 3 Give back to your community – the front and back of the store. Abramovich is said never to forget his roots and has invested heavily in a region where he was governor. 26 » 11 March 2016 Retail Newsagent THIS WEEK IN MAGAZINES Pages 39-43

par Winford Ford – part car dealer- right to the front.” ship part convenience store – has The changes have paid of. “We’re really gone from 0 to 2,400sq ft in 50 years, pleased with how it’s gone so far,” Mr Taylor S although the real acceleration in the adds. “The sales and turnover has grown retail side has come only in the past decade. hugely. Fruit and veg sales went up 270% Justin’s An extension and complete refurbishment, year on year, chilled has gone up by 170%.” last year, efectively doubled its size from an It’s brought in new trade, too. “We have a initial 1,200sq ft. mixture of both existing and new custom- Justin Taylor, at the helm of the family- ers,” he says. “We don’t get a lot of walk-in run business in the village of Winford, near trade, everyone has to drive. We have a high Bristol, which dates back to the 1960s, has percentage of local trade and see a lot of old in the overseen the project and – with the develop- faces in here, but we’ve got a tranche of new ment settling down, is ready to proclaim it a people too.” huge success. The location, despite being isolated (the An independent store for years, in 2004, only houses nearby are two cottages), is one the family chose to move away from its of its key selling points to customers, as Mr traditional forecourt roots, dipping its toes Taylor explains: “The biggest rival store is a fast lane into convenience, with Mr Taylor signing up Co-op a mile away, but parking is really chal- with Spar. That relationship has continued lenging there. We’ve got a big forecourt with to this day, helping him through both a refit a lot of parking, which is a big attraction. in 2013 and last year’s doubling in size. And now our range compares well to what is “Before last year, we had a reasonable on ofer there too.” Once a traditional forecourt store but limited selection of fresh produce and Other than its improved chilled ofering, chilled and it was right at the back of the Spar Winford Ford has added a Cook frozen next to his family’s car dealership, shop,” he says. “We concentrated more on food concession, which has proved to be the traditional things, a few boxes of crisps, another good earner for the store. “Given the Justin Taylor’s Spar Winford has a bit of chocolate, cigarettes, papers and not a demographic around us, we knew it would doubled in size and now offers great deal else. It was a very, very old-fash- work well, but it’s really taken of. People ioned operation,” he says. come back too, it’s really good for repeat busi- customers a not-so-traditional “The whole point of the expansion was to ness. And the margins are healthy.” modern convenience experience. spin the emphasis around, introducing The addition of Cook, alongside a new a proper fruit and veg section, and upping Daily Deli food service counter, means Tim Murray reports the ante on our chilled range by pulling it that the store is now something altogether Retail Newsagent 11 March 2016 27 As part of our refit we moved our spirits and medicine from behind the till to the shop floor. There’s an increased risk of theft, but we’ve seen a substantial increase in sales” JUSTIN TAYLOR

Justin Taylor offers great fresh and chilled and food to go alongside a more traditional forecourt range

“We’ve moved diferent from a traditional garage shop. “We’ve moved away from what you’d think a away from what forecourt shop is in terms of its look and feel, you’d think a but you can still come in and get a breakfast bap and a Costa in the morning, cigarettes forecourt shop is and a paper.” in terms of its look The expansion came as Mr Taylor looked and feel, but you for growth for the business outside of its car dealership and garage roots. The first move can still come in was to get on board with a symbol group. and get a break- “We needed a trading partner, Spar was the one we went with and we’ve never regretted fast bap and a it. They were very helpful and worked closely Costa in the morn- with us.” ing, cigarettes Its Retailer Roadshows – a forthcoming one looking at the impact of the national liv- and a paper” ing wage and other employment issues was mentioned – are also helpful, he says: “That kind of support is really important. They’re worth their weight in gold.” So what kind of advice would he give to other retailers thinking of taking the plunge and expanding their operations into modern VISIT MY SHOP convenience? “We could have stuck with where we Spar were, treading water, but we had the space Winford to do it and we had the parking. But you have Littleton Mills, to have the stomach for doing it, you have to Winford, be brave.” l Somerset, BS40 8HJ Want to see more of Justin’s store? Go to betterretailing.com/ justin-taylor 28 11 March 2016 Retail Newsagent NATIONAL LIVING WAGE

Your task Implement one thing from this issue “Your first task is simple and you’re already on the way to doing it. Take an hour to read RN cover to cover then implement one of the ideas you find – whether it’s from our e-cigarettes feature or our interview with financial firm Got Capital. Do this each week and you’ll have an Chris - excellent chance of main Gamm taining your profitability Editor, after next month’s Retail Newsagent wage rises.” Time One hour Benefit New revenue, a more efcient business and more

Mehmet Guzel Simply Fresh, Your 21 day Bethnal Green

Time Two hours Benefit Get a true picture of how the National Living Wage will action plan afect you.

Spokesperson The Pensions Regulator

Time A few minutes Benefit Avoid a £400 fine

Your task

Avoid a £400 fine

“All employers, including retailers, have a date when their Your task automatic enrolment duties start and those who leave things to the last minute risk non-compliance, which could lead Seek professional advice to a £400 fine. As the Pensions Regulator, we write to all employers 12 months before their staging date to tell “I am going to have a full meeting with my them about automatic enrolment. Employers should accountant so I know exactly where I stand visit the duties checker on our website (http://www. and can plan accordingly. I need a true thepensionsregulator.gov.uk/en/employers/ picture of how much I need to duties-checker.aspx) where they can find out save and how.” what they need to do to comply with their workplace duties.” Retail Newsagent 11 March 2016 29

Fiona Drummond General manager of GAP Convenience Distribution Ltd

(the non-food buying arm of

James Hall & Co)

Time One hour Benefit Extra sales from pester power

Your task Tap into film excitement “The new Star Wars movie “Episode VII – The Force Awakens”, which opened on 18 December, was a great example of an opportunity retailers took advantage of. Those we work with stocked face masks, soft toys and eggs in order to gain incremental sales. On the 25 March, “Batman v Superman Dawn of Justice” is released and keyrings, pens and playballs are all available at prices that suit our target shopper – young mums.”

It's just weeks until the introduction of the National Living Wage – the biggest hike in staff costs most businesses will have seen in decades. How can you ensure your Training profitability isn't dented? RN went to some staff is an of the UK's top retail experts for answers important and created this day by day planner part of any for your store Susan business Nash Trade communications John Cassin manager, Mondelez International Senior compliance officer at Time Five hours Underage Sales. Your task Benefit Extra footfall, Time Two hours Hold an sales, lots of customer Benefit Avoid a satisfaction potentially-unlimited Easter fine for your store Your task treasure hunt Protect your store “Paul and Gail Mather, who run Sherston Post Ofce & Stores, have launched an in-store Easter from underage sales treasure hunt this year – something any retailer Training staf is an important part of any business and when can do ahead of Easter Sunday. Paul, Gail and their team you’re paying the National Living Wage it’s even more vital, will be hiding 10 Easter-themed images throughout each area as any fine you're given will only damage your profits of the store, with pictures drawn by their colleague Liz Snow. further. We’ve developed a course that gives retailers and Shoppers are given a sheet of 10 clues, leading them to each your team everything they need to know about selling image. Shoppers must then complete a simple form to be age-restricted products and the BTEC qualification entered into a prize draw to win a giant Easter egg. Each we’ve developed protects licences against any entrant also receives a Cadbury Creme Egg for taking potential fine of £1,000 to £2,500 for tobacco part. Events like this drive excitement around sales or an unlimited fine for the sale Easter and encourage consumers to explore the entire store, thereby helping to of alcohol. increase impulse purchasing.” » 30 11 March 2016 Retail Newsagent NATIONAL LIVING WAGE Sandeep Bains Simply Fresh Faversham, Kent

Time Half a day Benefit New profit- driving ideas

Chris Duncan Chief customer officer, News UK

Time A few minutes Benefit Extra footfall and sales

Your task Visit another store Your task “Go and visit a retailer and spend some time in their store. It will cost you a little in the short-term, Improve your but it might well give you an idea to implement that will really newspaper display drive sales.” “News UK is committed to working with retailers to grow sales of newspapers and footfall. A huge 3.3m extra copies of The Sun are sold each year from News UK-funded secondary display units. Please get in touch with your dedicated retail team to discuss how we can work together on efective and impactful campaigns to support your sales and Go and visit needs.” a retailer and Kevin spend some Threlfall Entrepreneur time in and founder of One Stop Dee their store Time 30 minutes Sedani Benefit Tripled sales of One Stop Main Street, high-margin sea-

sonal stock Derby

Time One day Benefit Save money on bills in the long

term.

Your task Your task Look at your Ramp up your Easter display “One of the things many retailers are very poor at is taking overheads advantage of occasions such as Valentine’s Day, Mother’s Day and Easter – which is a week today. Smart retailers should put a “A few years ago, before the idea of display tray of greeting cards (which will have 50% margins) the National Living Wage, I spent a right by their counters for the next week so customers day looking at my overheads and are almost falling over it and can’t help but remember I would advise other retailers to do the same. Simple ideas to buy a card. At One Stop, we could achieve triple like putting doors on chillers sales by moving a display rack of cards right to have an initial outlay but the front of the shop rather than trusting pay for themselves in customers to remember to buy a the long-run.” card themselves.” Retail Newsagent 11 March 2016 31

Paul Jordon Managing director, Your The Jordon Group task Time 20 minutes Benefit Additional Keep your efciency and lifespan for chillers working your chillers

“A poorly-maintained chiller can use up to 20-25% more energy annually than a well-maintained one. Your task Today ensure there are no leaves, plastic bags or general debris that have blown into or surrounding the external Negotiate with unit which could block the fans – then make daily or weekly inspections on internal and external your waste company units. Internally, check the chiller drains are not blocked at the bottom towards the “A company called Veolia was picking up my waste underneath of the chiller. Other things for £134 a month. I shopped around, got a cheaper retailers should do include making sure quote, and went back to them with a price. chillers are cleaned regularly to keep them They reduced my bill by £10 a week in good condition as well as checking straight away.” that they have a preventative maintenance contract which provides at least two routine John service visits per year.” Vine Newsworld, Church Stretton

Time Two hours Benefit Immediate savings on waste contract costs.

Ray Every morning Monelle I make sure Orchard News, Donna Weston-super-Mare Dudden that I’m Time 20 min Albany News, totally in Benefit A reputation for Cardiff stock across availability of products your Time customers want that will Three hours Potential benefit keep them coming Volume the major back. sales and repeat custom categories Your task Research an eye- catching new service fering stufed “We’re a newsagents but we’ve recently been o balloons, for example a rose in a heart-shaped balloon. I’m selling them at £5, which is cheap, but through that I’ve been getting excellent repeat custom. It’s creating a point of Your task interest in store as well as an additional revenue stream.” Check for out of stocks “Every morning I make sure that I’m totally in stock across the major categories such as tobacco and confectionery. Customers may well buy something else if you’re out of stock but they might not come back.” » 32 11 March 2016 Retail Newsagent NATIONAL LIVING WAGE

Mandeep Singh Your task Singh's Premier, Sheffield Check your Time An hour Benefit Become a cleaning product prices destination for a key Your task demographic “It’s an arduous job, but going through the amount you pay for blue towels, cleaning products Create a kidzone and even printer toners to ensure “We’ve started to attract more of the local school Adam you’re getting the cheapest price can save you kids to our store by creating a Kidzone. Hogwood Remerchandising products like Drumsticks Budgens of Broadstairs, thousands in the and bubblegum took an hour but we also Kent long run.” ordered a slush machine which the Time Half a day kids can serve themselves Benefit More than £1,000 with. I’m going to have to get more Paul Cheema out of my Malcolm's Nisa, Coventry staff and am planning Time 20 minutes Benefit Ensuring the a series of whole business is working together meetings Ralph to talk Patel National president, about it NFRN

Time 10 minutes Benefit Benefits include easy access to expert Your task advice on a range of subjects Join the NFRN “The phonecall to sign up with the NFRN takes minutes and the £5.75 per week membership costs will go a long way to helping your business flourish, despite the National Your task Living Wage’s additional costs. Signing upfering means you benefit from NFRN Legal, a hotline for retailers o fng Hold a team meeting legal advice on everything from new regulations to sta “I’m going to have to get more out of my sta issues. There’s also NFRN Assist, which can help pay to am planning a series of meetings to talk aboutf and have your store spruced up if you hit hard times plus it. It will be a chance to explain the new our insurance arm NFRN Mutual and members can wage, what it means and why I will get help with setting up an HND service with need to get the most out of Store to Door. Finally, buyingers stock great through the NFRN’s Shoplink of them.” discounts retailers cannot get elsewhere.” Retail Newsagent 11 March 2016 33

Philippe Rondepierre Head of marketing Manjit Your Spar Samra task Samra Supermarket, Time Two hours Birmingham Get ready for Benefit Starting a display now can cement your reputation Time Five minutes the football as the go-to store for big Benefit Saving money summer events on non-essentials “Major football tournaments always represent a significant opportunity for local stores and, this year, with three out of four home nations in contention, the interest from shoppers is likely to be even higher. Fans will also want quick and easy meal ideas such as pizzas, racks of ribs and burgers. Sport-branded displays at front of store, with relevant products merchandised together, are therefore Become a essential. Thankfully, those products which destination for a key are popular during major football tournaments are also summer essentials so the risk is minimal.”

Your task Cut back on luxuries “I had mats at the front of my shop that people could wipe their feet on. It was a great extra but a luxury, unlike, for example, my pest control. I had them supplied on contract, but I cancelled it, saving me £174 per year.” One way that I will Kate Clark mitigate the Sean’s News, cost is by Upton-upon-Severn employing The Time 45 minutes a young Benefit Motivated but National cheaper staf apprentice Living Wage arrives Friday 1

April

Your task Research apprenticeships “As the National Living Wage only applies to over 25-year-olds, one way that I will mitigate the cost is by employing a young apprentice. Not only are the costs not as great but you get to train them up to do the things you need and at the end of it they get a qualification – everyone wins.” l 34 11 March 2016 Retail Newsagent E-CIGARETTES

With high margins and the potential to help you stand out from the crowd, e-cigarettes have become a stalwart category for many retailers. Helena Drakakis finds out from those who know e-cigarettes best how you can grow your sales further

The e-cigarette market faces imminent regulatory Ready to profit? change nce a burgeoning category, e-cigarettes are now firmly bedded in the market. How- Know the rules ever, this year, changes are Tom Pruen O Chief scientific officer, afoot. Upcoming EUTPD II legisla- tion means e-cigarettes will be fully Electronic Cigarette Industry regulated for the first time. Last Trade Association (ECITA) October, the category became age- restricted to over-18s. Now manufac- My advice The important thing to remember onus will be on manufacturers and turing specifications are to become is that non-compliant products can wholesalers in terms of compliance, more stringent, and a rationalisation to retailers be on the shelf until May 2017. After stock will carry with it a notifi- of the market is predicted. Naturally, is to not that, retailers will be breaking the cation number verifiable by the major brands argue this will improve law. It’s uncertain at this stage what Medicines and Healthcare Products product quality, adding to increased buy too the penalty will be for doing so. Regulatory Agency (MHRA). Retail- consumer confidence in the cat- My advice to retailers is to not buy ers must also be aware when leaflet- egory. But how do retailers navigate many non- too many non-compliant products ing promotions that they do existing and upcoming changes and as there will be a limited not make any claims that reap the profit margins on ofer from compliant sell-through period, and e-cigarettes are medicinal. e-cigarettes? Retail Newsagent asks products you won’t want to industry figures and independent be stuck with stock Being aware of legis- retailers for six top tips on grow- you can’t shift. lative changes can ing sales of e-cigarettes and vaping While much of the protect your store products in store. » £4m DECEMBER NATIONWIDE MARKETING CAMPAIGN: • 21.7 million adults viewed the TV ad at least 4 times • On average TV ad viewed 7.5 times per person • 71.3% of the e-cigarette share

of voice on TV Source: BARB (Dec 15) NEW VAPING TECHNOLOGY #NEVERLOOKBACK STOCK UP NOW! 0121 382 2285 (option 3)

This product contains nicotine which is a highly addictive substance.

RN ad template.indd 21 3/3/16 11:10 AM 36 11 March 2016 Retail Newsagent E-CIGARETTES Staff training Getting your range right Samantha Coldbeck Jennifer Premier Wharfedale Roberts UK category controller, From day one I voluntarily age- We want our Blu restricted e-cigarettes and refused to sell bubble-gum flavoured products staff to feel Given that the top five that deliberately appealed to kids. brands account for 70% of We want to be known as responsible confident in sales, retailers can boost retailers. We train our staf to treat restricting e-cigarette sales by making e-cigarettes exactly the same as any sure they stock the leading other age-restricted product. They sales politely, e-cigarettes and e-liquids must ask for ID and if they refuse a safely and and that their ranges are sale they must log that information visible and available at all in a dedicated logbook. Filling it out without times. They also need to shows due diligence to the authori- stock a variety of products to ties if a problem did ever arise. threat cover all vaping needs: both We also invested in an EPoS disposable and rechargeable system that gives staf a e-cigarettes should be stocked Big brands and niche visual cue that an item for new or less frequent users, products help to build is an age-restricted with a choice of cartridge refill a successful range product and what date flavours. Vaporisers should be they should be looking Visual stocked for more experienced vapers. It also pays to have a good under- for on a person’s ID. We cues can standing and knowledge of the e-cigarette category. This means retailers want our staf to feel remind will be able to talk to their customers and guide them through their confident in restricting staff to product ofering to find the best vaping solution for them. Better advice sales politely, safely and check ID means shoppers will come back to buy. without threat. cards » THE COMPLETE SERVICE

E-CIGARETTE MANUFACTURING END-TO-END MANUFACTURING AND INNOVATION Essentra offers e-cigarette manufacturing, design and testing, as well as finished, customised packaging to suit individual customer requirements.

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©2016 Essentra

64110_Retail_Newsagent_E-CIg_HP_260216_AH_Flightchecked.indd 1 26/02/2016 09:53 Retail Newsagent 11 March 2016 37

Good Understand merchandising the category Kamal Thaker It’s so Top Shop News, to become a important to Middlesex specialist interact with Unlike tobacco, e-cigarettes don’t need to be behind closed doors and Richard customers I’ve found they just get lost behind Russell about the the counter. However, because they Diamond Mist are age-restricted in my store, I keep range and my displays on the counter. My main Despite upcoming legislation brands are Vapestick and Nicolites retailers should still embrace this let them try and I received great initial support growing sector. Consumers now different from the companies, and good after- expect to see a large variety of e- sales service. Their confidence in the cigarette flavours to choose from. tastes product has given me the confidence There is also increasing demand to sell it. My customers want to be for more complex and unique Do you able to interact with the kits and to flavours and more advanced hard- allow see what flavours and brands I sell, ware. Retailers need to move with custom- so I ofer sampling. I ask customers the market trends to increase ers to what flavours they like, let them in- customer retention and loyalty. try new hale and handle the products. It’s so The most successful retailers are flavours important to interact with custom- the ones who devote time, space in store? ers about the range and let them try and efort to the category. Ask diferent tastes. The display units staf to make a note of any items » really attract people, as the colours or flavours that they are asked for are bright, and I make use of the that you do not currently stock. PoS by having a large vinyl sticker This information can be used to in my window. Although advertis- Educational and gauge what sales you are missing ing will be restricted from 20 May out on and what additional lines knowledge are key to 2016, there is no restriction on to stock. display units or PoS in store. becoming a specialist Communicating the Upcoming category to customers Legislation Jeremy 1 The second phase of the Tobacco Blackburn Products Directive will come into JTI With 100% force on 20 May 2016 and will happen in three phases. For the first Visibility is key to availability, time e-cigarettes will be classed as making the most of 24/7, retailers tobacco-related products. this profit opportunity; retailers should ensure can help 2 Among the changes, refill their e-cigarette range is containers of nicotine will be limited located prominently in guarantee to 10ml; tanks or cartridges will store, preferably on the now be limited to 2ml; e-liquids countertop in a bespoke repeat visits must now have a maximum nicotine countertop unit and from local strength of 20mg as opposed to kept clear and tidy at all 24mg and e-cigarettes must provide times. With 100% avail- customers a consistent dose of nicotine. ability, 24/7, retailers can help guarantee repeat 3 From 20 May 2016 there will be visits from local a restriction on the advertising and customers - but promotion of e-cigarettes. they must remember to 4 From 20 November 2016 the re-stock each production of non-compliant stock morning and must cease. prior to peak Use the counter to sales period. 5 From 20 May 2017 the sale of non- highlight your range compliant stock will be prohibited l

26/02/2016 09:53 38 11 March 2016 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS

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Why’s Jim Beam-ing? Spring Comfort Stork are happy bunnies Maxxium UK is updating its entire Jim Unilever has added Tuberose & Vanilla Unilever is investing £1.6m in an Beam range with a more premium look Flower fragrance to its range of Comfort Easter TV campaign for its Stork with this month. fabric softeners. Butter brand.

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[email protected] 020 7689 3358 @RetailNewsagent f facebook.com/retailnewsagent

Round up

NADIA ALEXANDROU Magazines reporter IT CAN PAY TO BE DIFFERENT Independent retailers have the unique abil- ity to profit from trends that go against the national grain. That was a key message I heard when I met with magazine distributors Front- line and Marketforce this week. Paul Sadler, head of retail sales development Game winner at Frontline, said he often visited shops whose bestsellers are titles that never come close to national ranking tables. EXPECT A BIG RUSH FOR However, he said many retailers fall into the trap of thinking they should go big on the top 100 titles for strong sales, when in fact this could have the opposite efect. MAG FROM CANDY CRUSH He gave the example of a project he worked on a few years ago, where a group had the top Millions are hooked on the Candy Crush app. Now they can feed 100 titles stocked in 55% of stores. They worked their addiction with an exciting new monthly puzzle magazine hard to get this up to 100% and sales actually went down in these stores. PUZZLER MEDIA has been granted the licence In light of Asda cutting back its range by 186 by creator of the Candy Crush franchise, titles to focus on core bestsellers, Rob Hum- King, to launch the first Candy Crush Puzzles phrey, group circulation manager at Market- F magazine. The new monthly magazine L R T force, said independents surrounding the 61 AUNCH EE GIF replicates the game’s iconic images and Asda stores could benefit from the cull. colours with puzzles created exclusively CANDY CRUSH “Independents have the freedom and flex- for the magazine. Issue one comes with an PUZZLES ibility to sell titles not on the mainstream exclusive Candy Crush pen and the chance On sale 16 March radar, which also gives people a reason to come to win £5,000. The publisher will target Frequency monthly to their store over others,” he said. independent retailers with around 11,000 Price £2.99 The question is, which ones are right for copies, along with wobblers and posters, Distributor your store? Are there any societies in your area Marketforce which are expected to bring significant that could help you decide which niche titles Display with Puzzler sales to the independent channel. With the Collection, TAB Take A to stock? ongoing success of magazines with licensed Crossword, TAB Take A Talk to your customers and ask about their brands, the publisher recommends retailers Puzzle hobbies and interests. They’re bound to have give this magazine prominence in-store. associated magazines that you’re unlikely to find on the shelf of any supermarket.

STARTER PACK: £2.99RRP

OFFICIAL LICENSED PACKETS: 50pRRP STICKER COLLECTION ON SALE SOON Includes: @OfficialPanini The UEFA and EURO 2016 words, the UEFA EURO 2016 Logo and Mascot and the UEFA EURO Trophy are protected by ALBUM trademarks and/or copyright of UEFA. All rights reserved. +31 stickers! #GotGotNeed 40 11 March 2016 Retail Newsagent THIS WEEK IN MAGAZINES

F LA H RE F T COLOUR GIRL UNC E GI On sale 10 March Colour Girl is the first colouring magazine to be aimed Frequency six-weekly at primary school girls, according to its publisher. Price £3.99 Each issue contains doodle space and colouring Distributor Comag activities, as well as a large sticker sheet, a free gift, Display with Pink, and competitions. The magazine will also include Princess World, My Little a ‘Colour Girl Club’, which features readers’ pictures Pony with a chance to win a prize. Colour Girl is aimed at girls aged six and over and contains 52 pages.

P R E R I G E N C N PONY DESIG E CHA The April issue of Pony magazine is a re-launch On sale 17 March and is expected to generate more sales. It will Frequency monthly feature improved and more in-depth editorial, Price £3.99 as well as improved designs and photography. Distributor Marketforce There is also a higher cover price, from £3.49 to Display with Horse & £3.99, and this bumper issue includes a 180-page Hound, Horse & Rider, novel and pufy stickers. In previous years, these Animals and you extras have generated a sales uplift of 31%, ac- cording to Marketforce.

A S N Y U T N R P N Bestsellers WHEN SATURDAY COMES IVERSA PLEME This issue celebrates the magazine’s 350th issue and On sale 10 March Motoring 30-year anniversary. The on sale date is being timed Frequency monthly Title On sale In to coincide with the launch of its entire archive on- Price £3.50 date stock line, where readers can gain free access to every issue Distributor Seymour 1 Motorcycle News (MCN) 16.03 of the magazine. The magazine will also include a Display with Four Four reprint of the first printed edition, and a feature look- Two, World Soccer, Autocar 16.03 2 ing at the highlights of the magazines’ past 30 years. Backpass 3 Classic Car Weekly 16.03

4 Speedway Star 12.03 P MCN R E I G 5 Autosport 17.03 B C N This bumper issue comes with a glossy poster, a UMPER E CHA 6 Auto Express 16.03 MotoGP preview pull-out special, and another 12 Frequency Weekly posters featuring ‘legends’ through the decade. 7 Motorsport News 16.03 On sale 16 March The issue is expected to drive an extra 50% retail Price £2.99 8 What Car 10.03 sales value. MCN is the best-selling motoring Distributor Frontline 9 Trias Motorcross News 17.03 and motorcycling title, and ranks 15th in Smiths Display with Autocar, 10 BBC Top Gear 25.02 News’ December 2015 retail sale value list for Classic Car Weekly, independents across all categories. With a normal Speedway Star 11 Classic Sportscar 03.03 cover price of £2.20, this bumper issue ofers 12 Commercial Motor 17.03 retailers an extra profit opportunity. 13 Classic Bike 24.02 14 Practical Classics 24.02 S LANDLUST PECI AL 15 Classic Cars 24.02 This issue will have a spring theme and include fea- Frequency quarterly 16 Land Rover Owner 24.02 tures split between five topics - in the garden, in the kitchen, at home, country life and nature. German On sale 17 March 17 Classic Car Buyer 16.03 publisher Landwirtschaftsverlag brought LandLust Price £4 Distributor Marketforce 18 Trucks and Driver 01.03 to the UK last November, and now has a readership Display with Kitchen 19 Classic & Vintage Commercials 18.03 of more than one million. Aimed at nature enthu- Garden, Grow Your Own, siasts and people who like the countryside, rural Garden News 20 Classic motorcycle 04.03 retailers could profit from this spring special. Data from independent stores supplied by

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S U T P N S WOODWORKING CRAFTS PLEME PECI AL Industry The April issue includes a woodworker’s directory - a On sale 17 March 40-page reference book listing products and services. Frequency monthly viewpoint This edition is a garden special ofering projects with Price £4.25 Distributor Seymour Mark Whiteway a variety of techniques and materials, including py- Publishing manager, rographed plant labels and a garden obelisk. Aimed Display with Wood- turning, Build It, Puzzler Media at craft enthusiasts, Woodworking Crafts covers The Plan everything from green woodworking to cabinet- making, DIY to upcycling and restoration, and other craft disciplines.

L he UK puzzle market is worth £50m AUNCH CLOSER TO... REAL LIFE and has bucked the trend of declin- Bauer Media Group is producing a series of 84-page On sale 10 March ing sales in the magazine industry. specials, with each issue dedicated to one of four Frequency 10 per annum Three quarters of the population are topics - real life stories, diets, puzzles, or ‘a new you’. Price £1.99 estimated to do some sort of puzzle This issue is dedicated to real life stories and has a Distributor Frontline Tevery week. cover price of £1.99. Frontline recommends retail- Display with Closer, Bella, Puzzle magazines enjoy huge readerships ers display the title with other women’s weeklies, Chat that significantly increase during the key particularly Closer magazine, to benefit from dual holiday seasons when people have more time purchasing impulse sales. to relax. High-profile, licensed magazines ofer retail- B ers the chance to create a buzz and bring new UMPER HEY DUGGEE customers to the category. This is the second bumper issue since its launch last On sale 9 March The independent retailers who recognise the November. The magazine comes with an Easter gift Frequency monthly importance of supporting market-leading ti- set, more than 50 stickers and colouring activities. Price £3.75 tles, seasonal uplifts and significant launches Normally priced £2.75, the bumper issue comes with Distributor Frontline will benefit the most. a high cover price of £3.75, giving retailers an oppor- Display with Octonauts, Puzzler Media Barney, Cuddles tunity to earn more revenue. The magazine is based has tapped into Top on the popular CBeebies show, Hey Duggee, which is these trends aimed at children aged two to five. and launched a tip monthly maga- Take advantage of the posters zine targeted at and wobblers that are being S L sent to stores for the launch WORLD OF INTERIORS PECI A adults, Candy This magazine is bucking the trend and showing Crush Puzzles, to help you make the most growth, according to the latest Audit Bureau of On sale 10 March in time for the of displays and maximise Circulations (ABC) figures. The April issue takes an Frequency monthly spring season. your sales. exclusive look at a decorator’s town house in Hol- Price £4.99 Our new maga- lywood, as well as a family’s Greek Island. World of Distributor Comag zine contains a huge Display with Country Interiors has just posted ABC figures showing a 2.5% living, Ideal Home, Your variety of easily under- single copy sales rise. According to publisher, Condé Home standable puzzle types including visual favou- Nast, the total number of actively purchased copies rites such as spot the diference and mazes, has increased by 0.3% and total subscriptions are up all set in the Candy Kingdom, where readers 2.3% year on year. can score points for the puzzles they solve. No knowledge of Candy Crush is required so new- F R T comers can also engage with the characters EE IF TAB PUZZLE SELECTION G and complete the puzzles. This issue gives readers the chance to win £5,000, On sale 17 March As the market leader in puzzles we knew we along with two pairs of wireless headphones. The Frequency monthly had to do justice to one of the most successful magazine will be on sale just in time for Easter, Price £2.40 gaming brands on the planet. and the publisher expects to see a sales uplift of Distributor Frontline We are continually innovating and develop- 10%. Publisher H Bauer recommends retailers Display with TAB Take ing new puzzle ideas to engage readers and it’s position the magazine at the front of the fixture to a Puzzle, TAB Take a always thrilling to bring something new to encourage purchases. Crossword, Puzzler the category, especially when it complements Collection such an icon of popular culture.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT FIND OUT HOW BUTCHER KEVIN HUGHES HELPS GROW SPAR PARKFOOT’S MEAT SALES Plus, discover how Bintesh Amin’s new deli counter is bringing new customers to his RETAIL NEWSAGENT Londis Blean store, and what do you need to stock to create a specialist tobacco range? NEWS ● CONVENIENCE ● PROFIT 42 11 March 2016 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini

DeAgostini Disney Frozen Minions Abatons Ireland Sticker Build the Ford Mustang 9 100 8.99 Friendship Starter £4.99 Humans Collection Activity Cards Build the Millennium Falcon 62 100 8.99 Cards £1.00 Starter £5.99 Album £2.99 Starter £4.99 Stickers £1.25 Stickers £0.50 Cake Decorating 208 210 2.99 Cards £1.00 Cake Decorating Relaunch 157 165 2.99 Dinosaurs & Friends 55 60 5.99 Jazz at 33 and third RPM 4 70 9.99 Official Star Wars Factfile 111 120 2.99 Rugby Attax Descendants Paw Patrol Simply Stylish Knitting 10 90 3.99 Journey to Starter £4.99 Starter £2.99 Stickers Star Wars Helmets Coll’n 5 60 9.99 Star Wars: The Cards £1.00 Stickers £0.50 Starter £2.99

Zippo Collection 13 60 19.99 Force Awakens Stickers £0.50 Starter £4.99 Eaglemoss Stickers £1.00

3D Create & Print 60 90 6.99 Shopkins Disney Build A Solar System 29 104 6.99 Starter £2.99 Princess Peppa Pig Starter £2.99 DC Comics Graphic Novel 15 60 9.99 Stickers £0.50 Fabulous Stickers £0.50 Disney Cakes & Sweets 131 120 4.50 Lego Friends Talents Doctor Who Figurines 67 70 7.99 Starter £2.99 Starter £2.99 Stickers £0.50 Stickers £0.50 Marvel Chess Collection 60 64 8.99 Marvel Fact Files 156 150 3.50 Star Wars Military Watches 54 80 9.99 Force Attax Republic Star Trek Ships 67 70 10.99 Starter £4.99 Dragons of Ireland Cards £1.00 Starter £2.99 stickers

Hachette Lego Ninjago Cards £0.50 Starter £3.99

Art of Crochet 28 120 2.99 Starter £2.99 Cards £0.70 Stickers £0.50 Art of Knitting 59 90 2.99 Star Wars Art Therapy 51 100 2.99 Stickers England Black Pearl 113 120 5.99 Starter £2.99 Official Sticker Build the Mallard 80 130 7.99 Stickers £0.50 Collection

Build the U96 80 150 5.99 Starter £2.99 Star Wars Match Attax Stickers £0.50 Classic Pocketwatches 93 80 8.99 2015/16 Abatons Dr Who Complete History 14 80 9.99 Starter £3.99 Starter £7.99 Judge Dredd Mega Collection 31 80 9.99 UEFA Cards £1.00 Cards £1.00 Champions Marvel’s Mightiest Heroes 58 60 9.99 League Official UEFA My 3D Globe 62 100 5.99 Euro 2016 Official Sticker Your Model Railway Village 120 120 8.99 Adrenalyn XL Collection Starter £2.00 Starter £4.99 RBA Collectables Cards £1.00 The Good Stickers £0.50 Dinosaur Amazing Dinosaur Discovery 55 80 5.99 Merlin Official Premier Starter £2.99 My Zoo Animals 27 60 5.99 Stickers £0.50 Precious Rocks, Gems & Minerals 59 100 5.99 League Sticker Collection Real Life Bugs & Insects 77 85 5.99 Fifa 365 Starter £2.50 WWE Slam Starter £2.99 Cards £0.50 Attax Then, Collectables Stickers £0.50 Now, Forever Starter DeAgostini £4.99 Wales Sticker Cards £1.00 Collection Magiki Bunnies 2.50 Minions Album £2.99 Frogs & Co 1.99 Starter £2.99 Fifa 365 Stickers £0.50 Stickers £0.50 Adrenalyn XL Starter £4.99 Magic Box Cards £1.00

Zomlings Series 4 0.50 Northern Retail Newsagent 11 March 2016 43

Newspaper terms

Daily newspapers Margins/pence Saturday newspapers Margins/pence Sunday newspapers Margins/pence Sun 40p 9.28p Sun 70p 14.98p Sun £1.00 21p Mirror 60p 13.92p Mirror 90p 19.26p Sunday Mirror £1.30 27.30p Mirror (Scotland) 65p 15.08p Mirror (Scotland) 90p 19.26p People £1.30 27.30p Daily Record 60p 13.20p Daily Record 85p 18.70p Star Sunday 50p 11.05p Daily Star 20p 4.84p Daily Star 30p 7.26p Sunday Sport £1.00 24.3p Daily Mail 65p 14.50p Daily Mail 90p 19.30p Mail On Sunday £1.60 33.60p Express 55p 13.31p Express 45p 9.63p Sunday Mail £1.60 33.60p Express (Scotland) 30p 7.26p Express (Scotland) 45p 10.13p Sunday Mail (Scotland) £1.60 33.60p The New Day 25p/50p 11.60p Telegraph £2.00 48.00p Sunday Telegraph £2.00 45.50p Telegraph £1.40 32.62p Times £1.50 35.25p Sunday Times £2.50 52.50p Times £1.20 28.20p FT £3.50 79.10p Observer £2.90 72.50p FT £2.70 54p Guardian £2.70 62.10p Independent on Sunday £2.20 55p Guardian £1.80 41.40p i Saturday 50p 12.5p Scotland on Sunday £2.15 49.45p i 40p 10p Independent £2.00 47.20p Racing Post £2.50 60.625p Independent £1.60 35.52p Racing Post £2.50 58.125p Sunday Herald (Scotland) £1.50 34.50p Racing Post £2.20 53.35p Herald (Scotland) £1.70 39.10p Sunday Express £1.40 29.68p Herald (Scotland) £1.30 29.90p Scotsman £1.80 40.50p Sunday Post £1.50 33.00p Scotsman £1.40 31.50p Saturday newspapers Margins/percentage Sunday newspapers Margins/percentage Daily newspapers Margins/percentage Sun 70p 21.40% Sun £1.00 21.00% Sun 40p 23.20% Mirror 90p 21.40% Sunday Mirror £1.30 21.00% Mirror 60p 23.20% Mirror (Scotland) 90p 21.40% People £1.30 21.00% Mirror (Scotland) 65p 23.20% Daily Record 85p 22.00% Star Sunday £1.00 22.10% Daily Record 60p 22.00% Daily Star 60p 24.20% Sunday Sport £1.00 24.30% Daily Star 40p 24.20% Daily Mail 90p 21.40% Mail On Sunday £1.60 21.00% Daily Mail 60p 22.40% Express 45p 21.40% Sunday Mail £1.60 21.00% Express 55p 24.20% Express (Scotland) 45p 22.50% Sunday Mail (Scotland) £1.60 21.00% Express (Scotland) 30p 24.20% Telegraph £2.00 24.00% Sunday Telegraph £2.00 22.75% The New Day 25p/50p 46.4%/23.2% Times £1.50 23.50% Sunday Times £2.50 21.00% Telegraph £1.40 23.30% FT £3.50 22.60% Observer £2.90 25.00% Times £1.20 23.50% Guardian £2.70 23.00% Independent on Sunday £2.20 25.00% FT £2.70 20.00% i Saturday 50p 25.00% Scotland on Sunday £2.15 23.00% Guardian £1.80 23.00% Independent £2.00 23.60% Racing Post £2.50 24.25% i 40p 25.00% Racing Post £2.50 23.25% Sunday Herald (Scotland) £1.50 23.00% Independent £1.60 22.20% Herald (Scotland) £1.70 23.00% Sunday Express £1.40 21.20% Racing Post £2.20 24.25% Scotsman £1.80 22.50% Sunday Post £1.50 22.00% Herald (Scotland) £1.30 23.00% Scotsman £1.40 22.50%

Newspapers

Scale of third-party advertising insert payments Weight Watchers 5-6 March Insert Original Mail Mirror News Express Guardian Telegraph Independent Total Supplements Ad inserts Number of Heaviest weight scheme UK weight weight weight Inserts ad insert Cumulative? no yes no no no no no no Telegraph 1,810g 940g 625g 9 180g 0-69g n/a n/a n/a n/a n/a n/a n/a n/a Sunday Times 1,345g 815g 195g 4 125g 70-100g 1.5p 2.5p 2.57p 2.7p 2.15p 2.75p 2.65p 2.49p Guardian 1,210g 590g 195g 4 130g 101-200g 2p 3p 3.36p 3.3p 2.75p 3.35p 3.30p 2.77p Times 785g 500g 35g 2 25g 201-300g 4p 5p 6.09p 5.5p 5p 5.75p 5.66p 5.32p FT 710g 340g 0g 0 0g 301-400g 5p 7p 7.43p 6.7p 6p 7p 6.38p 6.65p 401-500g * 7.5p * * * * * * Mail on Sunday 700g 385g 0g 0 0g Over 500g * 8p * * * * * * Mail 685g 305g 50g 1 50g * By negotiation Sunday Telegraph 680g 415g 15g 2 10g Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. Associated Newspapers =2p. Express Newspapers =2p. Telegraph Group =2p. Per copy supplied Independent News & Media =2p. Financial Times =2p. Mirror Group Newspapers =2p To advertise in the Retail Newsagent classified section call 020 7689 3366 or email [email protected] CLASSIFIED (Please mention Retail Newsagent when replying to the advertisements)

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         0 0 # # : $ !   59..-?3  ' 4 >  >@>:$#0?    . $ 1 ? $ -   05-?9 ' 4 > 

         !" #$  %  &''&(( <2 = & ) * ( 7!09 #) %+  0!0-.05.1-9  ,-. (/    0" '&1( 23,45%* 1 (1 (& ," . (46 57 8&'( ( &%  ! &  ( ( :)!/%6; " %2%41

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RN March 11.indd 41 3/7/16 11:13 AM 48 11 March 2016 Retail Newsagent

IN ASSOCIATION WITH Steven Lambert [email protected] 020 7689 3357 @StevenLambertRN

Back in the day Dream of a store that AROUND WITH THE runs itself? Here it is… ROUNDSMAN 100 Convenience IT specialist with Blanche YEARS AGO stores that who claims 11 March 1916 run them- the idea was Fairbrother selves? That inspired by At the meeting of the Illustrated appears to a last minute News and Sketch Limited held be the vision dash to buy I’ve come to the conclusion that the manage- last week, it was stated that for of one man baby food. ment at Smiths News Wednesbury don’t care at the eighth consecutive year the in Sweden He said all about their customers or us newsagents. directors were able to announce who has customers All of a sudden my papers have started arriv- an increased profit. This being this month using the ing well over an hour later than the usual time. £41,000, an advance of £400 over launched the world’s first shop must first register and When I asked my driver why he’s become so that of the preceding year. unmanned convenience download an app, with users late, he said it is because they are having to do a store. being charged for purchases lot of extra packing, which is making them late The 480sq ft store, located through monthly invoices. getting away from the depot. in the village of Viken, con- Mr Ilijason said he receives I rang and asked to speak to a manager and I tains everything you would deliveries at the shop and was told they were all busy with other calls and normally expect to find in a stacks the shelves, with I would receive a call back. I didn’t get one, so I 50 rang again and was told that I should contact food store, including bread, customers doing the rest YEARS AGO milk and general goods. themselves. the distribution section. I tried that and no-one 12 March 1966 However, instead of being He added: “My ambition is was answering that phone at all. A new attack on restrictive greeted by smiling staf, to spread this idea to other I know I am not the only one who has been trade practices has been prom- shoppers gain access to the villages and small towns. It treated like this because Paul from Friars Ter- ised by both the Labour and the empty store by unlocking the is incredible that no one has race in Staford has had the same response. All Conservative parties should front door with their mobile thought of this before.” I can say is if I treated my customers with such they be returned to ofce. The phones, which are also used An interesting concept for disregard, I would expect to not have any left. promises of action come in their to pay for purchases. sure, but one we feel may be But, of course, Smiths News know we are a cap- election manifestos issued this The concept is the brain- somewhat lacking in cus- tive audience and can’t go anywhere else. It has week. child of Robert Ilijason, an tomer service… certainly gone down in my estimation. I am writing this on Wednesday 2 March. It is now 5.15am and there is no sign of any papers Men get the push for speed and it’s the day our local paper, the Stafordshire Newsletter, comes out. That means a lot extra to 25 The key to a quick food shop? time on tasks such as trolley deal with when they do finally get here. It also YEARS AGO Let men push the trolley and gathering and queueing up goes up to 90p today, which means I get earache 16 March 1991 let women choose the goods, compared to women – up to from a few folks, not to mention a few cancella- according to a new report by four minutes less in some in- tions – it happens every time the price goes up. BBC Television trailers for its bofns in Australia. stances. Or as the scientists I am losing one of my customers on Friday. magazines can be regarded as A team of researchers put it: “Essentially getting in Mr and Mrs Thayne are advertising, and has distorted from the University of South and out of store.” emigrating to Australia competition to the disadvantage Australia quizzed more The team also found wom- – I will miss them, they of other publishers, it was stated than 1,200 people at three en took on average 13 seconds are a lovely couple. Mr in the findings of a special supermarkets as part of a less to find the product they Thayne was, until he report this week. It recom- new study on shopper buying were searching for in the retired, head of the Staf- mended referring the matter habits. aisles compared to men. fordshire Ambulance to the Monopoly and Mergers And in news that will Our advice for a speedy Service, where he did a Commission. surprise very few, the results shop? Go to an independent brilliant job. The NHS could do with a few revealed that men spent less store. more like him, that’s for certain.