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RN ad template.indd 21 1/22/16 4:10 PM 108892 Scottish Grocer 297x210.indd 5 20/01/2016 14:30 12.02.2016 BAKERS’ CHOICE Two stores, two different strategies IN-STORE BAKERY Page 32 »

No typical newsagent ‘Demand for £10 mags made opening a store a no-brainer’ Page 26 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.30 MP slams sneaky

Sunday trade plan LEGISLATION l Government accused of using ‘underhand’ tactics and ‘outdated’ figures to push through opening hours changes. Increase l Cross-party alliance vows to keep fighting ‘anti-family, tobacco anti-small business’ proposals. Page 5 » prices ‘at own risk’ NEWSPAPERS Manufacturers warn price hikes Mail in could drive smokers digital to supermarkets. subs trial Page 4 » Scottish stores FRANCHISING first to process customer payments Bargain through terminals. Booze sets Page 4 » sights on SECURITY expansion Spring recruitment ‘Keep a drive follows record close eye number of store openings. on staff’ Retail crime tops Agenda Guto Bebb MP, pictured above, hosted an NFRN reception at Page 7 » Stark warning the House of Commons, attended by 48 MPs. after staff thefts “It’s often thought that retail crime is noth- ing more than shoplifting, and there’s noth- Hello! magazine cost retailers tens ing further from the truth,” said Mr Bebb. ofers independents of thousands of Inset: Nirupa Patel, centre, who was brutally exclusive promotion pounds. attacked in her Luton store over Christmas, to boost sales. is pictured with Meg Hillier, MP for Hackney Page 12 » Page 13 » South, and Ranjan Patel. Page 5 » RN ad template.indd 21 1/22/16 11:07 AM Retail Newsagent 12 February 2016 3

There was a lively Twitter discussion last week, following RN’s story that the Daily Mail had pinched £1.8m of potential profit from retailers after raising its cover price by 5p. The opinion of the publishers, wholesalers and roundsmen involved is that pounds, not percentage points, pay the bills and retailers are earning more after the margin cut than they were before. RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT However, retailers are not convinced and I can think of a few reasons why. First, the extra £1.8m the Mail added to the £12.2m I estimate it’s It may be pounds that making from the price rise will go straight to its bottom line. It will help pay the bills, but you fund the National Living Wage and offset the extra sales decline caused by the rise. This will inhibit retailers’ ability to do either. only have to look at The second reason could be the Mail’s comment last week, that the RN’s Pricewatch page price rise will generate an additional £16.1m RSV each year. But this will each week to see how come at a cost – and you’ll be paying for it. Retailers will have to stump retailers have never up an extra £12.5m to fund the increase, after your margin has been re- claimed. This is extra cash that will be tied up in your businesses and looked more closely will be unavailable to be invested in other more profitable areas. at their margins It may be pounds that pay the bills, but you only have to look at RN’s Pricewatch page each week to see how retailers have never looked more closely at their margins. One retailer told me every part of his store is under the microscope to ensure he has the right products in the right quantity to earn the optimum margin. The two categories he admits he has barely looked at are news and magazines. For his 27 years in the trade, it has been CHRIS GAMM assumed – by all parties – that they are untouchable. Editor But how many more cuts can the category, these long-held assump- @ChrisGammRN tions and retailers’ loyalty withstand?

26 CONTENTS 34 NEXT WEEK NEWS you thinking of 24 PRICEWATCH making and saving guide

4 INDUSTRY NEWS switiching fascias Cigar prices 32 IN-STORE BAKERY Indies around the UK warned over increasing or joining one for Customers expect their the first time? 25 THE ENTREPRENEURS local c-store to sell tobacco prices 19 YOUR ISSUE 6 BUSINESS NEWS Conviviality In the second What you can learn freshly-baked goods. of our special reports from the world’s sets its sights on more RN talks to two from Menzies’ Wakefield best business franchise growth retailers to find super hub we look at the brains. This week, out how they meet 8 PRODUCT NEWS Red Bull processes involved on a Donald Trump demand 50 IDEAS pricemarks its ‘big cans’ typical day at the busy 26 RETAILER PROFILE 34 PREVIEW Part two of our profit- 12 NEWSTRADE Hello! promo distribution facility Jeremy Leslie Two new additions boosting guide deal could increase mag 20 INDUSTRY PROFILE spotted a 32 to Unilever’s sales by up to 500% Booker Premier gap in the ice cream range; 13 REGIONAL NEWS Trust no Director of Premier market for niche, Kopparberg expands one, warns retailer Martin Swadling, 20 specialist magazines into the fruit lager sector 16 NFRN DISTRICT COUNCIL below right and decided to fill it, Scotland DC report 21 COLUMNIST with his MagCulture THIS WEEK Thinking of shop in London’s trendy COMMENT & adding a new IN MAGAZINES Clerkenwell TOBACCO ANALYSIS store to your 36 ROUND-UP Is print being 17 LETTERS I’m counting my portfolio? Barry FEATURES sactrificed? Get to know your brands blessings says happy Frost has some 28 50 IDEAS 36 FOR YOUR SHELVES with our exclusive cut- newsagent tips on getting Part one of GQ Beckham special; out-and-keep cards 18 YOUR STOCK, YOUR SAY Are the best deal RN’s money- N-Photo supplement “WITH THE NATIONAL LIVING WAGE AND PENSION AUTO-ENROLMENT IT’S MORE IMPORTANT THAN EVER” – THIS YEAR’S 50 IDEAS GUIDE IS FULL OF MUCH-NEEDED PROFIT-BOOSTING IDEAS FOR YOUR STORE Page 28 » 4 12 February 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news

Crisp fans Surrey store’s fresh new look turn to Convenience store group Kavanagh Retailing UK of- popcorn ficially reopened its Kava- nagh’s of Hinch- Independent retailers have ley Wood store in Surrey reported strong growth in this week, following a refit popcorn sales, while crisps in which new fresh and sales have remained steady. artisan food ranges were The news comes as added, along with fresh industry reports showed coffee and breakfast op- UK popcorn sales are grow- tions for shoppers. The ing by around 30%, while Hinchley Wood shop is the volume sales of crisps are second Kavanagh’s store up 1% with value sales in to adopt Budgens’ latest decline. premium concept follow- Haleem Sadiq, category ing a refit at its business controller at Bestway, said: in Eton. “The growth in popcorn – as well as nuts and fruit-based snacks – is being driven by shoppers opting for Retailers’ worries over higher running costs Increases ‘could play into hands of supermarkets’ food that fits with their healthier lifestyles.” Richard Cox, of Lo- cal in Essex, said: “I make £50 a week from popcorn, Tobacco pricing warning which has grown by around 15% in the last two years.” Nisa retailer Harj Dhasee reported a 35% increase in as indies consider rises popcorn sales in the past by Steven Lambert year, with £1 pricemarked of Farrants Newsagents in and I look for margins of have to navigate the tobacco Heritage packs being his Cobham, Surrey, said he around 9% to 10%. I’ll be category on little more than best-selling line. Tobacco manufacturers is looking to raise prices keeping this if pricemarked price alone,” he said. have raised concerns about on his tobacco products to packs go. “They will become more independents’ plans to raise improve his margins. “But we still want to price-savvy and if they tobacco prices in the face “I’m adopting a cost price remain competitive so I’ll can get tobacco cheaper in Discount of growing financial and system and I’m looking be comparing my prices to Sainsbury’s than in , legislative pressures, which to achieve 8% margin on other convenience stores in you can’t blame them for they claim could play into cigarette sales,” he said. future.” going there.” defence the hands of supermarkets. “We’re halving our profit Ron Ridderbeekx, head A spokesman for Imperi- Booker and Bestway have Retailers told RN that fac- margin by stocking price- of corporate and regulatory al Tobacco added: “Tobacco defended their decision tors including the National marked packs and I think afairs at British American pricing plays a critical role to supply Easy Foodstore, Living Wage and the poten- if they go, retailers will Tobacco, said while manu- in the independent trade claiming the mega-dis- tial removal of pricemarked have more flexibility to be facturers could not dictate and stores will need to counter is paying the same packs under proposed plain choosier with their prices.” what prices retailers charge conceive their own pricing wholesale prices for goods packaging laws are leading Alkesh Pankhania, for tobacco, store owners strategies, which allow as independents. them to reconsider their owner of Best-one Sunbury, should be cautious before them to retain a loyal cus- Easy Foodstore has been tobacco pricing strategies. added: “I go above RRP on considering any changes. tomer base while benefiting promoting Euro Shopper, David Worsfold, owner non-pricemarked packs “In future, smokers will from the basket spend.” and Best-in products at 25p. Booker Group managing director Steve Fox said the London store was buying Helping hand for stores on new legislation goods at standard cash and JTI and Imperial Tobacco tive (EUTPD II). in May. packaging on a retailer in carry prices, adding: “They have unveiled new schemes A mailshot has been sent JTI will support the Australia. have spotted that Euro to prepare retailers for to around 30,000 retailers move with updates to its They will be available to Shopper and Happy Shop- forthcoming tobacco legis- with information on the website, including a video download on the Imperial per are about the best price lation. legislation. outlining EUTPD II chang- trade website and through and quality in the market.” JTI has launched the It contains a timeline, es, while the information its Ignite retailer reward A Bestway spokesman first phase of its ‘Your Guide including the deadline will also be distributed programme. said: “We cannot dictate Through Change’ initiative, when manufacturers must through its sales team. Meanwhile, at this the selling price of goods to which will provide advice stop producing cigarette Imperial Tobacco has week’s national council shoppers and if Easy Group on how retailers must adapt packs containing less than updated its START informa- meeting in London, the want to make a loss on Best- tobacco ranges to become 20 sticks and rolling to- tion packs for indepen- NFRN revealed it will soon in products, that is their compliant with the revised bacco pouches of less than dents, which include a case launch a guide to EUTPD II choice.” EU Tobacco Products Direc- 30g, which comes into force study of the impact of plain for members. Retail Newsagent 12 February 2016 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Page on twitter 34 @RetailNewsagent for expert advice to help you grow your sales Statistics from 1972 used as part of ‘underhand’ moves Anger at Bill being ‘pushed through’ ‘Key year for retail Government’s Sunday crime’ 2016 is the year to truly raise awareness of retail crime and all political trading tactics slammed parties must work together by Gurpreet Samrai tion of Sunday trading has during the second reading anyone except the govern- to make sure the issue is increased turnover by 5%. of the Bill last week. ment. tackled once and for all. The government has been “Sweden liberalised The consultation received “It has done this to try to That was the mes- accused of using “under- in 1972 and we’re in 2016 more than 7,000 responses make it almost impossible sage from NFRN national hand” tactics and an “em- now, so it’s a poor stat,” for and against the change. for us to build a campaign president Ralph Patel this barrassing” and outdated said Nisa store owner Paul However, it concludes the so we have got to do it week at the launch of the defence to push through Cheema. “strong and diverse re- quickly. We have to stop federation’s 2016 agenda at a Sunday trading proposals. The Association of sponse” confirms “our view them using these under- House of Commons recep- Local authorities are Convenience Stores’ chief that decisions on extending hand methods to get their tion. Mr Patel outlined three expected to be given power executive James Lowman Sunday trading hours are way.” aims for the year: improving to extend Sunday open- said: “For the government best made at a local level”. Tory MP David Bur- police response rates, ensur- ing hours in the autumn, to use figures from the MPs opposed to the law rowes said: “The govern- ing police take shop crime following an amendment 1970s to justify its decision change have vowed to keep ment should still listen to more seriously and making to the Enterprise Bill which is frankly embarrassing. fighting the government’s the significant opposition physical abuse of shopkeep- was tabled on Tuesday. Parliament must reject this decision. to the unnecessary and ers a specific ofence. It came as the govern- amendment being snuck Angela Eagle, shadow unwanted plan. Otherwise, Nirupa Patel, who was ment published its response into the late stages of the first secretary of state I look forward to leading an brutally attacked in her to a consultation on the Enterprise Bill.” and shadow secretary of unholy cross-party alliance Luton store over Christmas, proposal, with ministers Business minister Sajid state for business, innova- in defeating a measure backed the call. citing evidence from Javid first announced the tion and skills, told RN: which is anti-family, Sweden, where, according government’s intention to “It’s not a done deal. There anti-small business, and to Visit Britain, deregula- push ahead with the plans is no demand for this from anti-workers.” Camelot questions NFRN chief in TV hot seat Independent retailers at NFRN chief executive Paul Baxter ap- this week’s NFRN national peared on BBC One show The Big Ques- council called for trade tions on Sunday to present the argument organisations to engage against changes to Sunday trading hours. with Camelot to address He stated there is no mass call from the problems encountered fol- public to have shops open later and 91% lowing the lottery owner’s of workers are against the proposals. It takeover by Canadian pen- comes as the government said workers’ sion fund Ontario Teachers’ right to opt out of working on Sundays Pension Plan. would be strengthened. Mr Baxter was Delegates said changes challenged by Dia Chakravarty, of the to draws and prizes meant TaxPayers’ Alliance, during the show who increasing numbers of argued the current law is discriminatory regular customers were against larger outlets. ditching the National Lot- tery, while old terminals needed updating. The NFRN pledged to invite Camelot to its spring national council meeting to Mail trials digital subs vouchers address members’ concerns Mail Newspapers has cover price of the copies Woodrow’s in Renfrews- Mo Razzaq, of Premier directly. launched a subscription submitted. Retailers can hire, welcomed the move. Mo’s Convenience in trial across its Scottish also opt for a free online He said: “Using digital Glasgow, said: “Although titles which will process news management system, vouchers would free up the margin cuts across customer payment meth- Paperround. my cashflow by £100-£150 both PayPoint and the Mail JTI has ods digitally rather than A Mail spokesman said: a week, and save my staf are disappointing, I’d get through traditional paper “We are also trialling a new around five hours a week behind this scheme for 42% share vouchers. customer payment method processing paper vouchers.” its faster reimbursement JTI announced this week Retailers will be able through i-movo that will Mr Woodrow told RN methods and to save that it is now the lead to process customers’ speed up retailer redemp- that the majority of his pa- time.” tobacco manufacturer in subscriptions through tions, improve cashflow per vouchers – which earn Home news delivery the UK. Nielsen figures PayPoint, Payzone or and reduce the amount of him around £500 a week will also be tested with a show the company controls epay terminals, and will administration required.” – are processed through small group of independent a 42.4% share of the £15bn be reimbursed the full David Woodrow, of HND. retailers. tobacco market. 6 12 February 2016 Retail Newsagent

BUSINESS

Blakemore Great fruit and veg will win Club boost £1,000 for one Londis star Blakemore Wholesale Londis retailers are being given the claims more than 300 chance to scoop a cool £1,000 in a competi- retailers have joined its new tion promoting Booker’s Farm Fresh fruit Blakemore Club since the and veg range. Store owners have been launch of the scheme at the encouraged to submit pictures of their Farm start of the year. Fresh ‘winter vegetable’ display, with the The Blakemore Club gives winner due to be announced next Monday. members access to around Entrants so far include Ben Simons of Londis 20 exclusive products deals Lechlade, who has taken this picture of his every three weeks, access to impressive fruit and veg range. select bulk deals, a one page order form for easy order- ing and free shelf talkers, among other perks. Blakemore Wholesale said it has now set itself a Bestway hails ‘central pick’ success target of getting 1,000 retail- Bestway has hailed a suc- chilled distribution centre. fresh meat and fruit and veg legislation. ers signed up to the initia- cessful start for its central Orders are delivered to sales are up 17% and 46% He said: “Given the intro- tive by the end of the year. pick ordering system, claim- the local depot and on to respectively, while dairy duction of the Living Wage, Nick Rose, stores group ing that sales of chilled retailers within 24 hours and chilled snacks are also the Insurance Premium Tax director for the company, goods among its Best-one to ensure products remain in double-digit growth. and the reduction of tax-fee said: “Our customers will retailers have increased by a fresher for longer in stores. James Hall, symbol dividend income, retail- benefit from the tools, third because of it. Bestway said since the director at Bestway, believes ers will find life that little incentives and opportuni- Launched last October, launch, chilled sales have the central pick system will bit more expensive. So it is ties to grow without the the central pick scheme al- increased by 34% with avail- provide long-term benefits critical that they focus now constraints of sign-up fees lows retailers to place orders ability of these products to independents facing on high margin areas such and contracts.” directly through Bestway’s now at 97%. It added that financial pressure from new as fresh and chilled.”

RN ad template.indd 22-23 Retail Newsagent 12 February 2016 » 7 GREAT IDEAS TO MAKE MONEY Follow RN Pages on twitter 28-31 @RetailNewsagent for expert advice to help you grow your sales Retail recruitment plans to be strengthened Last year’s success prompts expansion drive Co-op buys 15 Conviviality sets sights Budgens The Co-operative Food an- nounced it has bought 15 on more franchise stores company-owned Budgens stores from Booker for an by Steven Lambert cluding a 24-hour store refit, sector franchise businesses undisclosed fee. led to Conviviality opening contributed £3.2bn to the The sites are located Conviviality Retail has 36 new franchise sites UK economy in 2015. mainly in the south east revealed it is planning during the period, 60% of Mr Courtney said and London, including to strengthen its retailer which were the growth will lead to businesses in Fulham, recruitment plans in prepa- stores and the remainder “new competitors” in the Crouch End, East Barnet ration for growing com- Bargain Booze Select Conve- franchise market, but said and Grange Park. petition in the franchise nience stores. Conviviality will be “well Steve Murrells, chief market this year. “We opened more stores placed to meet this chal- executive – retail at Co- The group’s sales director, from October to December lenge”. operative Food, said the Paul Courtney, said two than we did in the two He added: “Our aspira- acquisition, which is still recruitment campaigns previous years, and we’re group will launch a similar tions for recruitment are subject to approval by the launched last year were now expecting another 30 recruitment drive in “late higher than last year. Competition and Markets successful in encouraging sites between now and the spring”, adding that it will “We’ll continue to engage Authority, forms part of more retailers to join its end of our financial year in look to ofer new starters in the marketplace to make larger plans to add 100 new Bargain Booze franchise. April,” said Mr Courtney. benefits including free fran- people more aware of our stores this year. Mr Courtney said the last “We’ve had significant chise fees for a year. brands and we’ll have more “The acquisition of these campaign, which took place levels of enquiries, but now The news follows on from face-to-face engagements Budgens stores absolutely in the run-up to Christmas we want to go faster.” British Franchise Associa- with independent retailers supports our focus on con- and featured benefits in- Mr Courtney said the tion figures showing retail at various events this year.” venience retailing,” he said. Nestlé Shreddies sponsors

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2/5/16 10:35 AM 8 12 February 2016 Retail Newsagent

PRODUCTS Red Bull ‘big cans’ pricemark Red Bull is expanding its range of pricemarked packs with the addition of £1.49 flashes to its 355ml cans this month. At the same time, the manufacturer will reduce the RRP of Red Bull 355ml from £1.59 to £1.49 in a bid to drive up sales of its ‘big cans’. Gavin Lissimore, head of category marketing at Red Bull, said sales of large ‘functional energy’ cans are growing at 10% and are now worth £320m in value sales. He added: “By reducing the RRP of Red Bull 355ml from £1.59 to £1.49, we are aiming to further drive the growing big cans segment of functional energy by Crouching Monkey, hidden profit ofering a great price for PG Tips marked the start of the Chinese New Year and the Year of the Monkey with an Oriental-inspired ad featuring its knit- consumers to drive rate of ted Monkey character, which was projected on the side of Big Ben in London this week. sale, while maintaining the brand’s premium position.” Hot products for your shopping list

United Biscuits’ ‘Sweeet’ Haribo is giving away Dr Oetker is spending campaign continues with more than 2,000 family £3m on free pizzas and a range of new products cinema tickets marketing this spring our £4m MEDIA SPEND NEW biggest APRIL launch 2016 of the year

Available in 120g packs with 80g Price Marked Packs to follow Stock up in time for the TV campaign! Available in 120g packs from February 2016 Available ® Registered Trade Mark of United Biscuits (UK) Limited. Subject to VAT at standard rate. at standard rate. VAT Subject to Biscuits (UK) Limited. of United Mark Trade ® Registered Retail Newsagent 12 February 2016 » 9 CIGAR PRICES AROUND THE UK Follow RN Pages on twitter 24-25 @RetailNewsagent for expert advice to help you grow your sales Massive sales drive for masterbrand ranges New products and marketing initiatives Dr Oetker £3m pizza UB’s three-pronged attack giveaway campaign on snacks and biscuits Dr Oetker Ristorante by Steven Lambert McVitie’s range, Digestive Meanwhile, UB is re- products would appeal to will give away 2,000 Nibbles, which will be rolled vamping its Go Ahead range growing numbers of shop- free pizzas to shoppers Health, nostalgia and out to stores at the end of with the launch of Cookie pers looking for permissible through Facebook under impulse will form the three the month. Bites and Pud Bakes. snacks. “We want to go a new £3m marketing key themes behind United Digestives Nibbles consist The former is available in from one in five shoppers campaign launched this Biscuits’ (UB) plans to grow of bitesize biscuit pieces cov- White Chocolate & Raspber- buying Go Ahead products month. snack and biscuit sales for ered in chocolate, and will ry and Chocolate & Orange to one in four,” she said. The manufacturer said retailers in the first half of be available in 120g pouch flavours (£1.99), while the In addition, UB is reviv- it will use the media the year. bags in four varieties – Milk latter will be available in ing its nostalgic McVitie’s investment to promote the The manufacturer has Chocolate, Dark Chocolate, a Cherry Bakewell flavour Trio biscuit bar, which will freshness of its frozen piz- this week unveiled a wealth Double Chocolate and Cara- (£1.99), with more flavours be relaunched on 1 March za range, which it claims of new products and mar- mel (RRP £1.89). The range is being launched later in the along with a digital support is in value sales growth of keting campaigns under its being supported with a £4m year. They will be backed package, while the Jacob’s 4.7% year on year. three ‘masterbrand’ ranges, media campaign including with a £2.5m marketing brand will relaunched The campaign, which McVitie’s, Jacob’s and Go TV, digital and social media, campaign. under a £15m ‘Crackin’ will run through to Ahead. which will centre on the Sarah Heynen, mar- campaign, with TV ads due March, will also include The activity includes manufacturer’s ongoing keting director of sweet to air from the end of this TV ads and a sampling the latest addition to UB’s ‘Sweeet’ tagline. biscuits at UB, said the new month. campaign running at six mainline train stations across the UK. The activity will see Dr Oetker give away a further Haribo film promotion is just the ticket 70,000 free pizzas to com- More than 2,000 family the next three months. brand manager at Haribo, pricemarked packs of muters on the lookout cinema tickets are on ofer The packs will fea- said: “Super Mix is Haribo Super Mix until for an evening in Haribo’s latest on-pack ture updated designs to experiencing double- the middle of May. meal. promotion running on its increase their visibility digit growth and with It will be supported Super Mix sweets. on retailers’ shelves, and the added incentive of with social media acti- Kicking of next week, will encourage consumers winning tickets to movies vity and PoS mat- promotional packs of to join the competition by this spring, this is a must- erial including Haribo Super Mix will entering special codes on stock for retailers.” posters and ofer free cinema tickets the Haribo website. The ofer will be avail- shelf to shoppers every hour for Alison Satterthwaite, able on 160g and 220g £1 barkers. 10 12 February 2016 Retail Newsagent

PRODUCTS Fresh to Store buys van firm to add to deliveries Fresh to Store is strengthening delivery service to an even greater its Kerryfresh service with the number of independent retailers acquisition of chilled van sales nationwide.” distribution business Stocked Ltd The move comes as Fresh to Store this month. celebrates a year since acquiring Stocked Ltd, which formerly the Kerryfresh business from Kerry traded under the Indigo Food Foods. Group, serves more than 2,000 Mr Haynes added: “It has been an retailers in Wales and southern extremely busy first year, and we England. have made a number of improve- Fresh to Store managing director ments to the Kerryfresh business Darren Haynes said: “We look for- which we know are already helping ward to ofering a first class chilled retailers.”

Hollywood star is all that jazz for Guinness Guinness has enlisted the help of Hollywood A-lister Danny Glover to provide a voiceover for its latest ‘Made of More’ TV marketing campaign. The latest series of ads, called ‘Intolerant Champion’, will look at the role music produc- er John Hammond played in developing the jazz scene in the 1930s.

New recipe, packs and pricing in cheese range Costcutter has relaunched its Inde- addition, new pack designs pendent cheddar cheese range this have been introduced featuring month with improved recipes and a parchment wrap, updated colours pack designs. and improved photography. The changes will apply to all Jodene Rogers, head of products in the eight-strong range, marketing for Independent, said: including the firm’s Specialist Ma- “We’ve redesigned the range to ture Cheddar, while Costcutter said ensure our retailers are able to the selection will now come with ofer their customers an out– an improved price point ranging standing range at a strong price from £1 to £2.50 for a 350g block. In point.” Retail Newsagent 12 February 2016 11

Cadbury Dairy Milk launch £3m marketing campaign Medley to hit the right note by Steven Lambert

Mondelez claims it will plug a gap in the confectionery market for adults looking for more indulgent evening snacks with the launch of its Cadbury Dairy Milk Medley brand this month. The new range will consist of two 93g Dairy Milk chocolate tab- lets each containing a soft choco- late centre and sweet topping. One bar will contain a topping market and will attract new of dark chocolate chips, biscuit shoppers.” and fudge pieces, while the other Mondelez is backing Medley will be topped with dark chocolate with a £3m marketing campaign, chips, caramelised hazelnuts and which will include TV ads airing raspberry pieces. from April along with sampling Both products will come with and digital support. an RRP of £1.49 in case outers of 15, Branded PoS material, including with Mondelez also introducing £1 counter-top units and gutter trays, pricemarks on the bars as a launch will also be available to retailers. ofer. Meanwhile, Mondelez has un- The firm said Dairy Milk Medley veiled the identity of its new Milk will be aimed at 25- to 44-year-old Tray Man this month. women looking for more specialist Patrick McBride, a firefighter treats in the evening. from Liverpool, will don the char- Cadbury brand manager Albane acter’s now famous black roll neck de la Neuville said: “We believe top for future marketing cam- Medley will help open up new paigns and promotions around the occasions in the small tablet Dairy Milk Tray brand. Funny football fans can score £10k with Ginsters Ginsters is targeting football fans ultimate Match Day Hero will walk with the ofer of a £10,000 top prize away with £10,000. in its latest on-pack snack promo- The promotion will run on tion. more than 20 million packs across The ‘Match Day Hero’ promotion Ginsters’ savoury lines, including will encourage shoppers and their pasties, sausage rolls and slices. In friends to upload funny pictures addition, more than 30,000 Ginsters or videos online showing their sausage roll packs will ofer further support for their chosen football instant-win prizes to shoppers. team. Linda Evans, sales and market- Weekly prizes, including Gin- ing director at Ginsters, said Match sters mini fridges and TVs, will be Day Hero would also link in with up for grabs from 15 February to 8 the company’s ongoing sponsor- May, while one entrant deemed the ship of the Football League Show. Hot products for your shopping list

Ginsters’ Match Independent Day Hero promo cheddar cheese re- has a £10k prize launches this month 12 12 February 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent NEWSTRADE to have your say on the latest news No nudes News UK to convert rugby fans into readers News UK is hoping to boost comes in advance of the partnership will enable matches, News UK Scot- is good the readership of its Scot- 2016 Six Nations Champion- rugby to be taken to new land will be able to reach tish titles – The Scottish ship tournament, and will markets through reader out to Scottish Rugby’s news for Sun, The Times Scotland give News UK exclusive ac- ofers in The Sun and will 140,000-strong database of and The Sunday Times cess to players and coaches cement our relationship fans with special ofers. Playboy Scotland – through a three- on the national team. with existing fans through Scottish Rugby will Playboy will launch its year partnership with the Dominic McKay, chief The Times titles.” promote forthcoming first ever non-nude issue Scottish Rugby Union. operating ofcer, Scottish As well as brand adver- matches, competitions and in March after 62 years of The announcement Rugby Union, said: “The tising and promotions at prizes across the titles. print, in a bid to appeal to younger readers. The issue is themed Exclusive PoS and display promotion Indies are celeb title’s biggest sellers around Snapchat – an app which has an estimated 45% of users aged between 18 and 24. Deals help retailers say Hello! to 14%+ sales hike by Nadia Alexandrou

Independent retailers are being ofered an exclusive promotion that could help increase their Hello! magazine sales by at least 14%. Retailers, however, are PoS packs will be sent to not convinced. Waqar 750 independent retailers Choudry, of Milton Conve- with the highest sales of nience Stores in Glasgow, the title, excluding symbol said: “Even now I would groups, by the publisher Newsagent Peter Wagg has worked with Hello! on several never consider stocking it later this month. exclusive promotions at his News on the Wharf stores because I have a much older The y will also be ofered demographic that is not exclusive deals and ad- biggest customers which Fashion Monthly magazine PoS, which gave them an interested.” ditional material including is why these deals are so – in an ofer only available average sales uplift of 14% Nainesh Shah, of standalone displays. important.” at his six stores. He said: for the magazine. Mayhew Newsagents in However, Hello! told RN Peter Wagg, owner of the “We promote every deal Hello! said independent London, said: “Youngsters it would also work with News on the Wharf estate, heavily on the Canary retailers are its biggest can get exactly what they other retailers looking to has worked with Hello! on Wharf website, across our customer. It supplies more want online, and the lads’ increase their sales. several exclusive promo- digital store screens and the than 14,000 independents mag market continues to Tracy Armstrong, circu- tions, and said he typically magazine’s Twitter feed, as who make up 19% of Hello! dwindle.” lation marketing manager experiences a sales uplift well as my own.” sales. at Hello! magazine, said: of between 100% and 500% The PoS campaign was This outstrips the sales “Independents are slightly across his six stores with first launched last year and percentage share of other harder to engage with each deal. targeted 500 of the maga- retail groups including Tes- Time for because there are simply so Last week, Mr Wagg zine’s top-performers. More co, Sainsbury’s, WH Smith many and they’re all run included a free Rimmel than half of the retailers Travel group, and a festive individually, but they’re our lipstick with each Hello! took up the ofer for more One Stop. £4.3m Time Inc.’s Christmas TV titles made £4.3m in retail Variety is the spice of life for magazines sales value, making it the Independent retailers are year on year – compared to Local in Kent, said: “We’ve I’m cutting larger titles lead publisher in terms of prioritising variety and multiples, which stock an just cut our magazine range that multiples stock, and volumes sold. specialist titles at a time average of 275. by a third to around 160 keeping the specialist titles What’s on TV was the when the average number Retailers told RN they titles. These were mainly requested by customers.” publisher’s best-performing of magazine titles stocked have made the major- across women’s weeklies, Douglas McCabe, chief title. Its double Christmas per shop is falling. ity of cuts within larger puzzles and children’s.” executive and head of pub- issue achieved a retail sales According to data from categories such as TV Meanwhile, Stuart lishing and tech at Enders volume of 5.5% – selling 2.07 Smiths News, the number and women’s weeklies, Jackson, of Jackson’s News, Analysis, said: “This is good million copies – making it of magazine titles handled prioritising a variety of sub- Stockport, said: “While news for the top titles, but the UK’s best-selling maga- by the average independent segments instead. I’ve reduced my range, my for those that miss the cut zine issue of 2015. retailer is 213 – falling 6% Harry Goraya, of Nisa sales are up around 6%. their days are numbered.” Retail Newsagent 12 February 2016 » 13 BAKE YOURSELF A TASTY PROFIT Follow RN Pages on twitter 32-33 @RetailNewsagent for expert REGIONAL advice to help you grow your sales Tens of thousands stolen from retailers Cash, cigarettes, alcohol and groceries taken Price of food up ‘Trust no one’ call after by 0.1% Food prices increased for the first time since August long-serving staff thefts 2015 last month, while overall shop prices fell by by Gurpreet Samrai week of stealing and giving Sood looked back at CCTV bankruptcy. He told RN in 1.8% compared to January stock to ex-employees with- footage and discovered the the last three mornings last year. Retailers are being urged out payment. deception. she worked she stole £455 The figures revealed by to keep a close eye on their “We knew there was “She built up such trust,” in cash as well as scratch- the BRC-Nielsen Shop Price staf by two store owners something wrong. We she said. “My advice is don’t cards, alcohol, cigarettes Index show food prices in who sufered losses of tens thought it was shoplifting, have blind trust in any and groceries. January increased by 0.1% of thousands of pounds but shoplifting will never member of staf regardless He said: “Trust no one. up from the 0.3% decline in at the hands of dishonest be on that scale so I started of how long they’ve been Always watch your CCTV December. employees. working morning and there. One of us is here all and keep an eye on your BRC chief executive, Linda Sood and her night to try to see what it the time now.” stock and your staf as well Helen Dickinson, said: family were forced to was,” Mrs Sood told RN. Her warning has been as people stealing in the “We will have to wait for remortgage and put all “It was getting to a stage echoed by Martin Slater, of shop.” next month’s figures to see their money into keeping where we could not pay Jenkins News Food & Wine Mr Slater is now getting whether this is a blip or Falcon News in Portsmouth our bills. If we hadn’t had in Swanage, Dorset, after a his revenge by running whether after a sustained afloat after takings dropped anything to fall back on we woman he and his partner CCTV footage of the thefts period of price falls food significantly. would have gone under by Betty had known for 25 on loop on a TV in the store. prices are beginning to A staf member who had now.” years stole money The store will also feature stabilise.” worked at the shop for 11 It was only when the and goods, putting his in BBC One show Caught years was found guilty last ATM fell short that Mrs business on the brink of Red Handed. Relief at Chat’s life for Bill fail Jai’s store The Scottish Grocers Fed- Sheffield retailer Jai Singh eration (SGF) has welcomed has added to his social me- news the Alcohol Licensing dia profile with the launch and Public Health Bill has of an MJ’s Go Local Extra failed to achieve enough Snapchat account. He is support to proceed to the using pictures and videos next stage. to raise awareness of the The federation had brand, share clips from argued key provisions of inside the store and offer the bill, including further customers special deals. restrictions on promotions, He has also launched a were either unworkable or Snaps of the Week compe- duplicated existing legisla- tition giving customers the tion. chance to win a £5 vouch- SGF head of public afairs er. He said: “We are always John Lee said: “We need a looking at social media and simplified licensing sys- have had a great response tem, not more regulation.” so far.” Careers advice Wholesalers warned over 6% carriage hike The Association of Conve- The NFRN is sending NFRN chief executive included – is deafening. said: “EM News Distribu- nience Stores has teamed wholesalers a stark warn- Paul Baxter said: “At the If these companies think tion levies a carriage service up with the IGD to encour- ing after it was revealed start of the year we chal- we will simply roll over, charge (CSC) in order to age retailers to speak to newsagents in Ireland lenged all wholesalers to then they are seriously help support the full cost students about a career in will be hit by a 6% carriage come clean on the elements misguided. Our next step, of delivering products and the food retail sector. charge hike. that make up their carriage if the information is not collecting unsolds. During the past year, It claims EM News failed charges and what factors forthcoming, will be to seek “When sales fall, but the 1,000 store owners and con- to make a formal announce- are taken into account a breakdown of costs via number of routes, vehicles venience and symbol group ment on the increase, with when these costs are Freedom of Information and drivers doesn’t at a executives have visited 200 retailers informed through reviewed. requests. So wholesalers, similar rate, our CSC must schools as part of the IGD’s an unsigned letter “slipped” “So far the silence from you have been warned.” cover a greater proportion of Feeding Britain’s Future into their supplies. all wholesalers – EM News An EM News spokesman those costs.” Initiative. 14 12 February 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent REGIONAL to have your say on the latest news

Web closes Revamp puts a smile in on illicit on Mandeep’s fascia Mandeep Singh proudly displays his updated Premier fascia at his Manor tobacco store in Sheffield, which features a Imperial Tobacco is launch- new grey shopfront and window ad- ing an anti-illicit tobacco vertising for his Costa coffee service. website this month, as part The store model, which also includes of its Suspect it? Report It! a revamped food to go section and a campaign. ‘kids zone’, has been created follow- The manufacturer is ing retailer feedback from Booker’s aiming for the website to Premier development group. become the digital focal l Martin Swadling industry point for the fight against profile – page 20 illicit tobacco. It will feature a news section dedicated to reporting the latest news around illegal tobacco in the Retailers report three-fold sales increase Displays tempt customers UK and abroad. Resources from the Sus- pect it? Report it! campaign – including posters, videos and infographics – will also Pancake Day is no be available to download. Last year, Imperial Tobacco received more than 500 intelligence leads which flash in the pan it shared with bodies includ- ing HMRC and trading by Gurpreet Samrai one of his stores which he shake-it bottles and they’ll standards, leading to several expected to sell through add diferent syrups and seizures including £85,000 Independent retailers saw by the end of Tuesday, in fruits.” worth of illicit Golden Vir- their sales increase two addition to a three-fold Meanwhile, Avtar ginia from an illegal tobacco and three-fold as they increase in lemon sales Sidhu, of Sukhi’s Simply factory in Croydon. pulled out all the stops for and up to a five-fold rise in Fresh in Kenilworth, saw Pancake Day. strawberries. his chocolate sauce sales Leamington Spa retailer “There’s a massive in- double and a 20% increase RN READER POLL Sunder Sandher told RN crease on the products, but in egg sales. his egg and flour sales it’s short-lived so you have Mr Sidhu told RN he was doubled in the run up to to get it in people’s faces,” expecting a further uplift YES - it has increased Shrove Tuesday after set- he said. this week as he brought my profit ting up a stand with all He had a display with a in a range of flowers, 9% the vital ingredients next range of ingredients posi- chocolates and Proseccos to the counter at his One tioned in the first bay in for Valentine’s Day this Stop store. all three of his stores. “We weekend. NO - my margin He said: “The most make it easier for shop- He said: “The Pancake has been slashed important thing is plac- pers,” he said. Day display has been 91% ing the stand in a good “It’s about getting all switched for Valentine’s position and we have a the products together. Day and we have a range Is the Daily Mail’s spotlight on it to make it You have customers who of flowers inside and out- 5p price increase stand out.” want to create their own side the store with the on its Monday to Nisa store owner Paul pancakes and then you aim of using each product Friday editions Cheema brought in 25 have the busy mums who to upsell other lines and good news for cases of pancake mix for want the ready-made maximise basket spend.” independent retailers?

NEXT WEEK’S QUESTION Fears over cost of food hygiene displays If pricemarking is removed The Association of Con- have on small businesses with food hygiene legisla- place that does not discour- with plain packaging venience Stores (ACS) has has not been considered, tion and deliver the best age retailers from having legislation, will you increase raised concerns about the in its response to the Food standards for their custom- their ratings reassessed.” your tobacco prices? additional financial burden Standard Agency’s initial ers, but for many small re- It comes just weeks after mandatory food hygiene assessment of the manda- tailers looking to improve the NFRN warned the Have your displays will place on tory ratings displays in their food hygiene ratings, new food safety hygiene vote now retailers. England. the cost of reassessment inspections pose the big- Go to betterretailing. It argues the impact ACS chief executive will be prohibitive. We gest threat to retailers’ com/retail-newsagent the cost of requesting a James Lowman said: “Re- urge the Food Standards businesses over the coming re-rating inspection will tailers are keen to comply Agency to put a scheme in months. stock up on the UK's #1 biscuit* £4m MEDIA SPEND INCLUDING TV FEBRUARY 2016 †POS Giveaway valid from February - April 2016 valid from February05/12/15 †POS Giveaway -

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RN ad template.indd 21 2/3/16 1:13 PM 16 12 February 2016 Retail Newsagent YOUR NFRN DISTRICT COUNCIL REPORT REGION SCOTLAND 27.01.2016 Roy Beers reports from the NFRN Scotland district council meeting

Deliveries hit by of circulation, Gordon Santana, and Scotsman extreme weather regional head of circula- Extreme weather condi- tion, Tina Callcutt, in tions have disrupted which the possibility of newspaper supplies to promotional deals to newsagents across the give customers rewards north and north east of such as free cups of Scotland, council was cofee or bottles of told. water were Delegates at the Scot- discussed. tish district council “We’re meeting in Stirling last hoping to month heard that heavy do more rain and storms and promotional Sharon wet tote boxes activity that Sisman had damaged will boost newspapers retailers’ sales,” said Ms in transit, Sisman. making “We could also run Gail several tailor-made deals with Winfield copies unsel- individual stores, where lable. one shop has a cofee Inverness member machine or another sells Gail Winfield gave the croissants, for example. example of daily broad- Heavy rain and storms has led to Both publishers were sheet The Herald, which newspapers being damaged in transit keen.” had failed to arrive in Ms Sisman added that time for distribution in ever, warned that newsa- talks with Scottish the Herald was confident Inverness and had there- gents often don’t have We cannot newspaper publishers retailers’ sales of the title fore missed its delivery time to phone helplines with the aim of sourc- would be boosted by cov- slot. while also serving early- accept this ing cross-category erage surrounding the Dire conditions that morning customers. ridiculous promotions for district forthcoming elections in had put news deliveries members. Scotland. under strain were also Cross-category attitude to Falkirk member The paper would reported in Aberdeen- Sharon Sisman reported also be running ads to shire, which had caused promotion plan crime on a meeting held with promote subscriptions the Aberdeen branch to The district has held Abdul Qadar the Herald’s new head shortly, she said, in postpone its AGM. which cashback ofers to Mrs Winfield said Your say cover readers’ holidays an additional frustra- would be highlighted. tion came when NFRN The Scottish Grocers Federation is running events to encourage Its ‘gold scheme’ retail- members assumed that politicians to engage with the industry. What issues will you er rewards initiative was when problems occurred, under review, she added, district ofcials should raise with MSPs in the run-up to the election? but was set to continue step in to address them. We want to NFRN mem- We’ll be despite some expected “When I ask ‘have stop a Police bers will highlight- changes. you phoned the helpline?’ Scotland be making ing the I can sometimes be told plan to have it clear to appalling Historic Sunday ‘that’s your job’,” she a “three strikes” policy would-be MSPs that and unrecognised level papers change said. on theft – meaning you further unjustified of intimidation and vio- Edinburgh can steal from a shop controls – from new lence sufered through Newsagents in Lewis and member twice and expect noth- controls on tobacco to retail crime. This has to Harris are set to benefit Abdul Qadar ing more than a warn- plans to bring in a sugar be a priority, when you from a historic first for suggested ing. We cannot accept tax, and who knows consider the number Scottish newspapers. Abdul that retailers this ridiculous attitude what else – are very of newsagents which New ferry times to the Qadar should use the to crime. unwelcome and will be operate with just one Western Isles in the @News_Com- resisted. person in the shop. summer mean that plaints Twitter handle Mo Razzaq Ray Parry Aleem Farooqi Sunday papers could be to report delivery prob- Mo’s Convenience Store, Former newsagent, Goldenacre Mini Market, available on the islands lems. Blantyre Scotstoun Edinburgh on the day they are Some members, how- printed. Retail Newsagent 12 February 2016 17

The opinions on this page do not necessarily represent those of [email protected] the editor 020 7689 0600 Letters may be altered by the editor

@RetailNewsagent RETAIL NEWSAGENT for reasons of clarity or of length I’m counting PLEASE TAKE MY TERMINAL, CAMELOT my blessings as a happy newsagent I have been in this lovely trade of ours since leaving the coal mine decades ago. I am not part of a mul- tiple group, just a humble newsa- gent in a suburb of a city. Reading the letters page week in, week out, I am always being told things are getting worse and worse, diversify, and there is no money in selling papers. Well, I can tell you I must be the lucky one. I make a decent liv- ing from a traditional newsagents in Nottingham. I haven’t diversified or gone with a symbol group, I just stick to my strengths which hap- pen to be a retail newsagent, not a grocer, post ofce, of licence or any other trade which now comes under the banner. Smiths News – well the branch I deal with anyway – has steadily and surely improved its service to me. I don’t get wet magazines, I have no problem with credits or voucher redemption, and can always talk to a real person on the phone. What I have seen from Smiths is a desire to help and a willingness to Camelot has still not removed my I managed to sell all my cards I cancelled my direct debit but increase sales. terminal after I sent my letter of the week before, except for a few I still got invoiced for a month’s For example, on Tuesday notice on 10 November. which I bought myself and won operating fee of £25. 2 February I was full bundles short Camelot tried to remove it early, £40 on, so that worked out quite Paul Bridgewater on the Times and Express, which I but I told the company I needed well. I then turned the terminal of The Cabin, Freshwater, Isle of Wight was told had been ‘left on the bench’ my agreed 60 days to be able to sell on 16 January, expecting Camelot back at the depot. my supply of scratchcards. to note that the terminal had not Smiths Nottingham is a good 10 Although I received no written been active since that date. I told A Camelot spokesman said: “We miles on the opposite side of the city confirmation date, it was verbally Camelot I had terminated my con- will get in contact with Mr Bridgewater to me. But by 5.30am, an hour later, agreed the terminal was going to tract with them and the terminal to ensure we can resolve the issue as we were completing the last of our be taken out on 16 January. needed taking out. soon as possible to his satisfaction.” rounds with no real loss in delivery time to the end customer. to November 2016 have to be paid I asked for a payment schedule to If I have a problem with any in full in advance – in my case that pay by monthly direct debit and was other supplier, they can’t even react is £1,200. told it doesn’t do direct debits and ac- on the same day. Think about it, I I’m sure many small businesses cording to the terms and conditions can’t be the only one? have received the same demands, all fees are payable in advance. Colin Rowland which are crippling in these dif- This is the last thing I, and I’m Post News Shop, Nottingham ficult times. The question is, is there sure many such like businesses, I am always anything we can do about it? need at the moment. But Oracle has It’s gone from I received an email out of the us over a barrel and we can’t aford being told things blue four days before Christmas to be without cover. are getting bad to worse stating that I had to sign documents What can we do? and get them back to Oracle by Stuart Swift worse. Well, Christmas Eve to avoid ‘a massive SJS News, Felixstowe, Suffolk with Oracle workload’. I can tell you Following your article about the Because I can’t aford to be with- An Oracle spokesman said: shambles that is Oracle in RN out cover – and I assumed it was “Oracle is committed to providing the I must be the recently (Your Issue, 29 January), just a formality – I duly signed the best possible service to customers. If lucky one things have got even worse. papers and faxed them back. After a customer brings to our attention We have now been told that all all, I had been paying Oracle for an issue they have encountered we will Colin Rowland invoices raised for software and several months anyway. work with them to fully understand their Post News Shop, Nottingham hardware cover from December 2015 When I received the year’s invoice issue and where possible resolve it.” 18 12 February 2016 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY Is the growing number of fascias causing you to consider switching to another symbol group or joining one for the first time? Ugar Adis Essentialz,

RETAIL NEWSAGENT Cambridge NEWS ● CONVENIENCE ● PROFIT I’ve been with Mace under 11 Angel Gate, City Road, London EC1V 2SD Palmer & Harvey for such Tel 020 7689 0600 a long time – 20 years – so email [email protected] I know everyone in the Annual Subscription group really well and this UK 1 year £144 Europe £289 2 years £227 Rest of world £339 helps hugely with the 3 years £319 running of my store. I To subscribe contact 01737 457236 think anywhere you go it’s the same – the same Editor Director of Sales promotions, deals, cycles – Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 symbol groups are good at Associate Editor Account Managers promising the world when Chris Rolfe Liz Dale you first join, then after a 020 7689 3362 020 7689 3363 couple of months they end News Editor Will Hoad up working the same as Gurpreet Samrai 020 7689 3370 any other fascia. 020 7689 3386 News body Dwain Nicely Reporters 020 7689 3372 Steven Lambert Letters name, John Parkinson Ugar Adis and John Parkinson say they are happy lettersSales addressExecutive 020 7689 3357 (classified) Broadway Premier News, with their respective Mace and Premier fascias Nadia Alexandrou Aiden Gilbert Penrhyn Bay, 020 7689 3350 020 7689 3366 Llandudno material, deals and signage. around and we don’t want to Features Editor Audience Development On one hand, I’m really satisfied Even though I don’t have to, I be tied down. We use a whole Tom Gockelen-Kozlowski with my fascia, but on the source 90% of my stock through variety of wholesalers, including 020 7689 3361 Executive Chris Chandler other, a little competition can’t Booker. Batleys, Booker, Bestway, Costco, Head of Production 020 7689 3382 Darren Rackham hurt. It could also give indepen- Hancocks and BCG. We also do 020 7689 3373 Marketing Manager dents the nudge they need to Donna Palmer very well in terms of sales and Tom Mulready Designer 020 7689 3352 join a group, which I think is Yorkley Village Post Office, growth, so we don’t really need Emma Langschied essential if they want to move Lydney, the type of investment and train- 020 7689 3380 Marketing Assistant Tom Thorn forward in their business. I’m Gloucestershire ing ofered by the symbol groups. YourProduction stock 020 7689 3384 happy with Premier because they I don’t think so. My husband and We also like the concept of coordinator Rebecca Woolcott Managing Director provide me with great education I are firm believers in shopping remaining totally independent. 020 7689 3368 Nick Shanagher 07966 530 001

YOUR STOCK Do you think the reform- Email fi[email protected] ulation of Coca-Cola Life to include If you do not receive your copy of RN please contact Chris Chandler on 020 7689 3382 or fewer calories will benefit your sales? email [email protected] Printed by Southernprint, Poole, Kieran McDonnell tity of Coca-Cola Life because it’s on 80gsm Galerie Fine Gloss paper Newsforce, Distributor Seymour Distribution, not that popular. I think the re- 2 East Poultry Avenue, London, EC1A 9PT Whitley Bay, formulation and calorie reduction Cumbria Audit Bureau of Circulations would just take sales away from July 2014 to June 2015 average net We had Coca-Cola Life a while Coke Zero, because they would be circulation per issue 14,539 back, but it didn’t sell very well very similar oferings. I can imag- Winner of the 2009 ACE gold award for so we delisted it. We normally ine people would still prefer Coke circulation excellence by a smaller magazine try anything new, though, so I Zero over Coca-Cola Life after the would definitely give the new reformulation, mainly because version a chance. We stock three people who drink Coke aren’t that

Retail Newsagent is published by Newtrade Publishing Limited, which variants of Coca-Cola – Diet Coke, interested in natural sweeteners. is wholly owned by NFRN Holdings Ltd, which is wholly owned by the Coca-Cola and Diet Coke Cherry, If they were they would choose Benefits Fund of the National Federation of Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, which sell steadily all year round. flavoured water. comments and reviews included are not necessarily those of the Coke Zero was just as unpopular Federation and no warranty for goods or services described is implied. Are there more sales to Reproduction or transmission in part or whole of any item from as Coca-Cola Life, so I delisted Paul Bridgewater Retail Newsagent may only be undertaken with the prior written be found in Coca-Cola Life? agreement of the Editor. that too. The Cabin, Contributions are welcomed and are included in Isle of Wight apprehensive to try the new part or whole at the sole discretion of the Editor. Shahnaz Patel We’ve never been asked for Coca- formula because reduced-sugar Newtrade Publishing accepts no responsibility for submitted material. Every possible care is Spar, Cola Life. I think this reformula- drinks don’t sell as well as full- taken to ensure the accuracy of information. Bolton, tion is more about the politics sugar ones in my store, but if it Greater Manchester around sugar rather than actual was available in a very small outer For trade use only We only stock a very small quan- customer demand. I would be I would try it. Retail Newsagent 12 February 2016 19

YOUR Gurpreet Samrai [email protected] 020 7689 3386 @GurpreetSamraiRN ISSUE f facebook.com/retailnewsagent IT’S ALL IN A MORNING’S WORK ast week, RN featured an interview with Menzies’ Wakefield depot manager L Allen Harrigan, who ad- dressed six issues raised by retailers during the past seven months. During RNs’ visit to the super hub, editor Chris Gamm and news editor Gurpreet Samrai also watched the packaging and distribution process and sat in on two rounds. This week they share some of the processes they saw in action during their night at Wakefield. KPIs/quality control Five times as many quality con- trol checks are run on magazines versus news because of the vol- umes packed. As part of this, if the weight of a tote box doesn’t tally with what’s supposed to be in it, the machine stops. Ran- dom checks are also carried out against the delivery note. There are internal KPIs for Packers preparing newspapers and delivery times and packing ac- magazines in Wakefield, and Menzies’ curacy “because any packaging driver Alan Fulton (left) out on delivery inaccuracies afect profitability”. Mr Harrigan says: “You are only livelihoods. If they lose four or Saturday when you have lots of the branch, but before they are as good as your last distribution. five customers because I’m late, bundles it could add one hour to reintroduced in the wider tote If we make a mistake on one it means a lot. I prioritise them your journey and 20 minutes on chain. This preserves the digital thing it afects a lot of people in where I can, even though most a weekday. record of boxes despatched while one go so we have got to make have never seen me.” That day “But it’s better in retrospect saving precious time on our live sure each of our processes is ac- he set of at 4.15am on the A58 because they know I have deliv- deliveries.” curate. Previously, one branch round around Wakefield, but ered them,” he says. could have had a problem, but it had already been on a “weight New mezzanine floor only afected, say, 800 custom- run” that morning to ensure Collection of returns The mezzanine floor being ers. If we have a problem here his van didn’t exceed capacity. Another example of the drivers’ added to the warehouse is part it could afect a lot of people. So “This means I’ve already done commitment was evident when of a project to create “our high- the checks we’re putting in place all the magazines and collected Paul spoke about returns. He est-performing stockroom,” Mr with managers and supervisors returns,” he told RN. “There are says he often labels returns for Harrigan told RN. The layout are to make sure each stage of just seven newspaper parcels retailers so they do not miss out. and furnishings to be installed what we do is as accurate as we on our first drop, for example, “A lot of the time people don’t get on the floor are purpose-de- can possibly make it.” instead of 16, including maga- returns because they don’t label signed to optimise stockroom zines, which speeds things up.” them,” he says. activity – and once complete, Staff commitment Meanwhile, as driver Paul set of RN also saw that returns are all stock will be consolidated in Mr Harrigan told RN recruit- on a 22-drop run stretching from scanned back at the warehouse that area, whereas at present it ing staf for the super hub was Horsforth to Menston and back, rather than on collection. Ex- is operated out of three separate “probably the biggest challenge”. he told RN: “I try to get there as plaining the reason for this, locations. However, six months down the soon as I can, I know it’s their Mr Harrigan says: “In an ideal The extra space will also be line the operation is “sound livelihood. But sometimes all I world, totes would be scanned used to move the brochure pack- and performing well”. RN saw can say is sorry.” onto the van at the customer ing operation, delivering to high first-hand how Menzies’ drivers He says the biggest cause of location; however, we’ve dis- street travel agents, from Ash- go the extra mile, busting the delay for him is trafc and diver- covered that this can have an ford to Wakefield. Mr Harrigan myth multiples are prioritised. sions; however administration impact on customers further says the relocation was “always Alan, who joined Menzies eight tasks can also cause delays as he down the delivery order. Instead, part of the plan” as geographi- months ago, says: “I sympathise has to scan each drop-of and fill we now scan the totes once they cally Wakefield has “great net- with independents as it’s their in a paper record for the run. “On are unloaded from our vans at works”. 20 12 February 2016 Retail Newsagent

Tom Gockelen-Kozlowski [email protected] 020 7689 3361 @tomGK_RN Booker Premier Last week, director of Booker’s Premier symbol group Martin Swadling took RN around Mandeep Singh’s newly-developed Sheffield store. As he explains here, the ideas the group are developing will help his retailers to profit in the “tough” conditions to come

RETAIL NEWSAGENT What’s behind the Mandeep Singh’s store which brings RN How important will Booker’s latest developments for Premier? the slush machine out for them to promotions and prices be to MARTIN SWADLING With the National serve themselves. retailers as they look to grow Living Wage and pensions auto- Here they can do it exactly as they profitability? enrolment coming in, there are want it – a bit of red, a bit of green, a MS Very. Mega deals are our four lead things which are going to make 2016 bit of blue. This stuf is really popular promotions, the ones that go on the tough for independent retailers. So and you’re making 60p per cup profit. front of our leaflets, the ones which we set ourselves a challenge to grow go on our television adverts. their sales and make them more RN Are these things which retailers Unless you Generally they’re bigger packs profit. Sell more and make more. must put into their store in your with a higher retail ticket – trying to opinion? can sell more get that till ring up a bit. RN What changes have you made? MS Food to go isn’t for everyone and, Rather than having a gondola MS We brought our together Premier we’re not saying that everyone needs a and make end with 101 promotions on it, we’re Development Group – our committee kid zone. But retailers are going to have more, it’s developing displays which put just of some of our best retailers. to be better with what’s coming up. the mega deals on an end, because We sit down twice a year and they That’s the challenge for my team going to be that sets a value tone for the whole will tell us where we are good and to work with Premier retailers to store. It’s not a new development for where we need to be better. say, “what is the opportunity in tough us but it’s about executing what we One example they gave us was this store? What’s the thing we’re already do well. food to go. They told us the standard missing?” food to go ofer was good but a bit Unless you can sell more and RN Finally, Mandeep has brought “dull”. We’ve tried to add a bit of make more, it’s going to be tough. non-food items such as kettles and character with the branding. toasters into his range to cater for students in the area. Are these kind RN How have you done this? of items going to be common in MS We’ve created a station which Company CV of the future? really brings the Costa cofee ** MS Mandeep had a unique machine to the fore in Mandeep’s ** opportunity because of the student Company Booker Premier store. population of Shefeld and has got a Director of Premier Martin Swadling Plus, for the white van men in big order from a landlord locally too. Company profile Premier is the the area, we’ve created a meal deal What it says to me, however, is largest symbol group in the UK, called “The Beast” which is a double that we need to find the non-food run by the UK’s biggest wholesale sausage, double bacon big bap and opportunities for all our retailers. If group, Booker. cofee for £4. they’re next to a secondary school, Latest news Mr Swadling was high- should they have a stationery range? lighting a host of new profit-driving services and initiatives RN What else have you developed If they’re next to some allotments, for Premier retailers at last week’s store tour. for Premier stores? should they have some gardening MS Another challenge we identified is equipment? It’s about the other how to get more kids in. purchases that are available. I think We’ve developed a kid zone in ** ** we have to think a bit broader. Retail Newsagent 12 February 2016 21 GUEST BARRY COLUMNIST [email protected] 020 7689 0600 FROST @RetailNewsagent How to get the best deal Current trading conditions in the property

market have made opening a new business Ramesh Shingadia (left) and an attractive option, and favourable lease his son Amish Shingadia terms are available if you negotiate (right) took on a new store in West Sussex wo weeks ago, a report in the tenant happy. If landlords do In addition, landlords want RN highlighted the fact that, tenants have no reason to strong covenants and that simply that many retailers have leave unless something outside of means the quality and awareness Ttaken advantage of current their control changes. I recom- of the name over the door. Land- trading conditions and expanded mend always taking the stance lords want quality tenants that at- their businesses by opening new with landlords that if they have tract footfall and that will in turn stores. an empty unit and someone attract other tenants to any nearby Many of the store owners I have wants it, there is a deal to be done units that become vacant. acted for and spoken to have done somewhere, regardless of what the Landlords I have been involved with it either by opening up in a vacant property details say. negotiations for several WH Smith premises or buying the goodwill Commercial rents are driven by want quality Local franchises recently and land- of a business on the market that open-market forces and general tenants that lords I have spoken to have loved was already trading. demand in particular, but land- what the brand brings, especially if I often get asked which of these lords want to avoid empty units, attract footfall has a Post Ofce sign alongside it. ofers the best option in terms of especially in shopping centres or This has been my experience with getting a reasonably quick return busy parades where footfall has and that will all of the symbol group brands on investment. This can depend a heavy impact upon demand because commercial property land- on many things, but in my view, for shops. When these types of in turn attract lords like known names, which opening a new store in a vacant premises are full it pushes rents bring quality to their properties shop or one that has closed can up in an area, but one or two other tenants and developments. make a lot of sense. vacant units can change things So how can this be of use in ne- It opens up the possibility of overnight and it is a question of to any nearby gotiations with landlords? If they negotiating very favourable terms sometimes being in the right want what your store has to ofer, on a new lease, or on the purchase place at the right time to get the units chances are they will be prepared price if a freehold property is best deal. to negotiate on the terms to get you involved. As always, negotiating in there. It is not unusual for land- is key and holding out for the best lords to ofer protracted rent-free possible deal will pay dividends. periods, stepped rents and other Once the location and potential incentives to ensure you can make premises for a new store have How to negotiate for a positive decision. been identified, it is a case of * Never be frightened or worried making contact with landlords a new property about asking for a better deal based

or agents and getting hold of the + Identify several suitable premises in your chosen geographic upon the quality of business that basic terms on ofer. area you bring to a landlord, and if the Retailers shouldn’t be too put + Don’t be intimidated by the agent or landlord deal isn’t right, walk away and see of by the prospect of taking on + Prepare information such as cash flow and projections to if there is anything else suitable in a vacant shop simply because support negotiations your chosen area. Remember the the rent and rates quoted by the + Highlight what your new store can bring to a development or key phrase in commercial property landlord seem very high. Com- parade negotiations: if you don’t ask you mercial property is a very simple + Take your time, make the landlord think you are not in any don’t get. ● business and I therefore always rush, let him come to you if necessary take the view that the key thing + If you don’t ask, you won’t get. The worst the landlord can Barry Frost is managing director of for landlords is putting a bum on say is no. finance and property consultancy a seat (so to speak) and keeping service Commercial Plus 22 12 February 2016 Retail Newsagent CATEGORY ADVICE

Time to deliver On cold, dark winter mornings, many customers find having a daily newspaper delivered to the front door all the more appealing. Retail Newsagent teamed up with News UK to help a Surrey retailer to boost his home news delivery (HND) sales this winter

espite running a good FOCUS ON Before quality HND service, UMAKANT D Umakant Desai has experienced a loss of sales in DESAI recent years. He is hoping that the expertise of News UK – H&R News, publisher of The Sun, The Times Camberley, Surrey and The Sunday Times – will “Newspaper sales make up more than 50% of our prove invaluable and help him overall sales, so it is a very important category to increase his HND customer for us. We operate 26 deliveries, serving about numbers. Also on hand to 420 customers. While we pride ourselves on a provide expert advice is Ramesh good service we have actually lost 25% of HND Shingadia, winner of the 2014 sales since the economic downturn took hold. I Best Overall Shop award from the hope this visit helps turn things around.” Independent Achievers Academy. News UK says ACTION PLAN “This newsagent is on a busy road with huge EXPERT ADVICE footfall, and there’s no reason why every single In-store: Ask staff to remind in-store customer can’t be made aware of the 1 customers about your HND Tony Parker HND ofer. There is a poster in the window service and reward those who Field partner that says ‘delivery boys wanted’ but nothing are successful in bringing in manager, News UK else to tell customers that the service is extra business. available. Umakant needs to start being proactive in this regard.” Bonuses: Encourage delivery 2 staff to canvass their own patches for new deliveries, MENTOR ADVICE Ramesh Shingadia says giving them guidance on how to “The clear issue for Umakant is how to arrest approach potential customers Ramesh the decline in HND sales. One suggestion would and a bonus for new customers. Shingadia be to introduce an initial trial period for all new Owner, Londis customers. Once people are hooked in, then it’s 3 Lost sales: Contact or visit ‘lost’ Southwater & Post much easier to keep them. The focus should be on houses to try to sign up new Office, Horsham long-term profit, rather than short-term gain.” occupants. Retail Newsagent 12 February 2016 23 in association with

NEWS UK’S TIPS FOR YOUR STORE Display signage in the shop window to tell customers you offer HND Entice new HND customers with free and money-off vouchers Canvass new customers by making targeted THE OPPORTUNITY house-to-house calls Two-thirds of the UK population, News UK works with (42 million people) read a network of RAMESH’S a newspaper in print or digitally 6,500 retailers TIPS FOR every week across the country YOUR STORE Offer a free-delivery trial period to new HND customers THE OPPORTUNITY Conduct regular safety The newspaper industry continues to change, checks of bags and customers are seeking convenience and are using cycling equipment for local retailers instead of supermarkets more delivery staff – it helps and more. Newspaper sales generate a massive puts parents at ease £2billion a year, with a £450million retailer Have good quality data margin, and over half of these sales are through at your disposal to make independent retailers. This is a massive market, sure your incoming and outgoing costs are viable and with customers looking for convenience, HND gives retailers the opportunity to tap into an ever increasing market.

News UK says What “We liken HND to a leaking bucket. Every store happens will lose customers, so they’ve got to actively YOUR ACTION PLAN seek out new ones. I don’t think enough people in the UK know that their local independent next? The six week trial period retailer ofers a valuable HND service. The Canvass: Deliver promotional leaflets to a is now in full swing. challenge is to promote that service through 1 targeted catchment area and follow up with Umakant is following leafleting and word of mouth.” door-to-door visits on weekends to share the action plan given to the benefits of HND. him. We will monitor his Ramesh Shingadia says sales data at his store. Analyse: Investigate the reasons behind “We all run good stores, but we need to show 2 each order that you lose and learn from it to The results will be that we are serious about selling newspapers. avoid losing more orders. To do that, we need to engage with customers shared in RN on and remind them that their local newsagent Promote: Encourage new customers to sign provides HND in their area. Giving promotional 3 up for News UK’s 12-week free home leaflets to every customer who buys a newspaper delivery service. Find out more from the 26 FEB in-store is a good place to start.” News UK Retail+ website.

Check to see how your store compares to Umakant’s store. GET INVOLVED Call 0207 689 3377 or tweet @betterretailing 24 12 February 2016 Retail Newsagent PRICEWATCH CIGARS CIGAR PRICES AROUND THE UK PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER Pricing strategies

1 2 3 4 5 Cáfe Crème Blue £5.13 £5.10 – – £5.10 £5.20 £5.10 RETAILER 10s Hamlet Small £5.21 £5.20 – £5.20 £5.30 £5.35 – 1 5s NAME RAY MONELLE STORE Orchard News Classic LOCATION Weston-super-Mare Cigars £5.60 £5.58 £5.68 – £5.50 £5.49 £5.65 SIZE 900 sq ft 5s TYPE secondary high street Cáfe Crème Our cigar customers are mainly Original £5.13 £5.10 £5.19 – – £5.20 £5.10 regulars. We do have some 10s passing trade but generally Hamlet I know what my customers Miniatures £4.96 £4.86 – £4.90 £5.50 £5.06 £4.85 smoke. I stock a fair selection 10s of standard brands but I also have £8-£15 Cuban cigars and Hamlet Small £1.10 £1.10 £1.10 – £1.05 £1.09 £1.09 we’ve got a local reputation for Single stocking them and they bring people into the store who have Panama never come in before. For the Slim Panatellas £5.52 £5.46 £5.55 – £5.30 £5.37 £5.55 6s high-end cigars I’m looking for around 18-20% margin, but I Henry Wintermans also go for that margin on other Half Coronas £9.54 £9.43 £9.55 – £9.90 £9.62 £9.45 brands. I have to now my ciga- 5s rette trade has dropped. Cigars King have always remained a steady Six Small Cigars £4.91 £4.82 – – – – £4.99 trade for me. 6s Hamlet Miniatures £2.61 £2.50 – – – £2.63 £2.65 5s Cáfe Crème Filter Arome £5.20 £5.10 – – – £5.15 £5.10 10s RETAILER Henri Wintermans Corona Deluxe £4.71 £4.78 £4.77 £4.85 – – – 2 Single NAME PAUL KEYS STORE Keys News & Stores LOCATION Sheffield SIZE 500 sq ft CÁFE CRÈME BLUE Price distribution % TYPE residential street I’ve never sold that many cigars 40% in my shop but since the smok- 51% of independents ing ban, I’ve sold a lot less. I sell sell this product at or below the £5.10 RRP a lot of hand-rolling tobacco 30% and have a steady trade in cigarettes but I tend not to go overboard on cigars. My area has changed. It’s ter- 20% raced housing that used to be rented but it’s mainly pri- vately owned now. There’s a garage down the road that 10% sells at premium prices so in order to stay com- petitive I tend to stock pricemarked or, on cigars, 0% stay within the RRP. Since go- ing dark, I’ve moved my spirits

£5.11 £5.12 £5.13 £5.14 £5.15 £5.16 £5.02 £5.03 £5.07 £5.10 £5.18 £5.19 £5.20 £4.99 £5.00 £5.05 £5.09 into a prominent position as -£4.99 +£5.20 there’s higher margins. Average selling prices and best-selling products rankings are sourced by EDFM Ltd from EPoS data from over 3,500 independent retailers throughout the UK. The prices given 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 12 February 2016 25 Helena Drakakis [email protected] 020 7689 3358 @RetailNewsagent f facebook.com/retailnewsagent

RETAILER RETAILER 3 4 THE NAME RALPH PATEL NAME DAVID WORSFOLD STORE The Look In STORE Farrants ENTREPRENEURS LOCATION Woodmansterne, Surrey LOCATION Cobham SIZE 450 sq ft SIZE 3,000 sq ft The world’s best business brains and TYPE village TYPE main road what you can learn from them We sell a lot of pricemarked We’ve always kept reasonably tobacco and that goes well for within the RRP so as not to rip us, but in cigars I tend to keep customers of, but since tobacco my selection small and keep companies have started asking within the RRP. Of course, if for 400 or 500 oz minimum prices are odd, I round up or buys, I started going to the down to make it easier. I’m in wholesalers who add 2% to the a village so I know what my RRP. I am now going to abandon regulars smoke. I have a little RRP and work on a cost-plus passing trade but they are more basis: taking the cost price and likely to pick up cigarettes. I’ve adding the margin I want to also seen a slowing down in make which will be around 25%. my cigar trade so I judge my On premium cigars I’m looking stock carefully and go on what I at a margin of around 40%. know will sell well in store. For everything else, of course, we overlay that strategy with experience. It’s about remaining DONALD TRUMP competitive while clawing back Route to the top hit TV show The Apprentice control over margins. cemented his fearsome Love him or loathe him, reputation and his three you can’t fail to notice him. marriages were pored over Donald Trump – currently by gossip columnists. touted as the potential Last year, he announced Republican incumbent in he was running for the the US – made his mark on White House – the second the American psyche as time Trump has run for the a whirlwind personality US presidency, the first be- who began as a real estate ing in 2000. developer. RETAILER Following a mentorship by his father, Fred, who Key achievements was one of New York’s big- l Bought and turned the 5 gest real estate developers, bankrupt Commodore NAME JOHN HANNA STORE Smokemart Trump graduated college Hotel into the successful LOCATION Brighton already a millionaire, and Grand Hyatt and created the SIZE 550 sq ft went on to inherit the Trump Organisation. l TYPE high street family firm in 1971. Called In 2001 he completed Elizabeth Trump & Son, the Trump World Tower, a We try to stick within the RRP he renamed it The Trump 72-storey residential complex. even if we take a slight margin Organisation and went on l He is the author of many cut. Cigars make good margins to build hotels, golf courses books on being an entrepre- anyway, better than cigarettes and other properties around neur including Trump: The with 10% minimum and some Manhattan. His appear- Art of the Deal and Trump: up to 18%. Our aim is to sell ance on the US version of How to Get Rich. more so we make up any losses with turnover. It’s good to get stock shifting as the last thing Lessons for your store you want is for it to be hanging around on your shelf wasting 1 Say it loud and say it proud – space. We also do a deal with whatever your USP don’t be afraid to manufacturers to keep prices shout it from the rooftops. competitive. But, I won’t lie 2 Bounce back from your mistakes – since going dark, our cigar – Trump went bankrupt in 1989, but sales are down by around 25%. it didn’t stop him from opening the However, we do still have a Trump Taj Mahal casino in 1990. steady market. 3 Inspire your team with confidence – Trump is confidence personified, communicating his unwavering belief in his business and getting results. 26 » 12 February 2016 Retail Newsagent THIS WEEK IN MAGAZINES Pages 35-38

ooking at the wealth of magazines “We then started selling magazines on the shelves of Jeremy Leslie’s new through the website due to growing demand, MagCulture store in Clerkenwell, and also started setting up a few pop-up L London, it’s instantly obvious that shops in Shoreditch. This eventually led us to this is not your typical newsagent. where we are now.” The art Whether a customer is interested in issue With the store located in what used to 16 of Spanish interiors magazine Apartamen- be in the heart of the capital’s old printing to or the latest edition of luxury men’s title industry, and with City University just a Fantastic Man, the store is a haven for what stone’s throw away, Jeremy says students Jeremy says is a growing market of shoppers and magazine enthusiasts make up a large seeking specialist and one-of publications. part of his current customer base. “Small independent titles have a lot of “We’ve also had people visiting from of mag interest right now,” says Jeremy. “I was abroad seeking us out, and we have a lot of conscious London didn’t have a shop that local people who work in the design industry provided for these types of products. I sensed who have popped in.” a gap in the market and realised if I didn’t fill Visitors can expect to find a range of more it, someone else would.” than 250 magazines all on full-cover display, While his store has only been open which are sourced from publishers and dis- retailing since December, the history of MagCul- tributors including Comag, Turnaround and ture stretches back to 2001, when Jeremy MMS, as well as host of other specialist and launched a book of the same name. independent suppliers. London retailer Jeremy The MagCulture book centres around With the average price of magazines sold magazine design and was created using at the store ranging between £8 and £10, Leslie launched his insight from Jeremy’s 25 years of experience rising up to as much as £20, Jeremy says a lot working as a graphic designer on print titles his sales come from planned purchases or MagCulture shop in ranging from Time Out and the Guardian to from customers picking up titles after brows- December following the customer magazines for Waitrose and BskyB. ing, which they are actively encouraged to This was followed by the launch of a do thanks to a number of leather seats dotted success of his website for MagCulture website in 2004, which allowed around the shop floor. niche, specialist magazines, Jeremy to spread his thoughts on the maga- He says: “We have a few impulse pur- zine market to a wider audience. chases but very often we’ll have people in order to be the first to He says: “I moved the site onto WordPress buying three to four magazines at the same in 2006 and started adding more posts, and time after picking up a magazine and having fill a gap in the market. we gradually built up an audience in the UK a look through.” Steven Lambert reports and America. The store also features a ‘most popular Retail Newsagent 12 February 2016 27 Social media is a very important tool for us. Instagram in particular has been very useful, because we can use it to share pictures of the shop and the magazines we stock” JEREMY LESLIE

Jeremy Leslie has a projection of his MagCulture website homepage in-store which displays all the latest magazine related news and reviews

magazines’ and ‘new magazines’ section “I sensed a to promote launches and best-selling titles, gap in the which are advertised on an A-board outside the shop to encourage footfall. market and Meanwhile, a flat screen projector in- realised if I store is used to highlight the MagCulture website’s main page, which features re- didn’t fill it, views of magazines and news of upcoming someone else events being held by Jeremy, such as talks with various magazine editors being held would” at the business. And while you’re unlikely to see the likes of Heat or Now magazine gracing his shelves anytime soon, Jeremy says he is looking into setting up a separate section dedicated to more mainstream current afairs titles such as the Economist. “We already stock Private Eye and the New Yorker and I think it’s something we can build on,” he says. With the 10th anniversary of the re- launched MagCulture website this month, Jeremy says he hopes the opening of the store has helped other people share his pas- sion for magazines. He says: “For most people, magazines are VISIT MY SHOP ephemeral things that come and go. From a design and cultural point of view, they’re a fantastic record of their era. MagCulture “We want to celebrate this new form of 270 St John St, l London high quality magazine.” EC1V 4PE Want to see more of Jeremy’s store? Go to betterretailing. @magculture com/jeremy-leslie 28 12 February 2016 Retail Newsagent INNOVATION PART 1 PRODUCTS WE Bhupinder SPEND Singh Newhouse Mini-Market, FREE Kilbirnie, £0 WE IDEA! Ayrshire MAKE it easier for a key We cut cooked ham and customer group to turkey joints fresh for shop with us customers. As we’re a post ofce we get a lot of elderly customers com- ing in and this means they can pick up just as much meat MORE as they need. exclusive BUSINESS

IDEAS Paul WE Patel to SPENT WH Smith Local, Dibden Purlieu, Hampshire

MAKE WE£0 MADE We stock a lot of bookazines, but people don’t always get 2 sales worth to see them. We have a lot of FREE elderly customers so brought & SAVE IDEA! in some computer guides such £30 as Senior’s Guide to Windows 10 which cost £15 each. To money make them stand out I put a couple of them on the counter and within a few hours I had my first sale. It’s back – part one of RN’s annual round-up of the best Jag I Aytain SPENT ideas to make and save you The Rural Hub money is in your hands Convenience Store, Linton, Derbyshire £0 nd this year, with the National Living Wage Around Christmas time I I INCREASED and pension auto-enrolment threatening retailers’ began buying in flavoured footfall by profitability, it’s a more important issue of our cofees. I’d already had a A magazine than it’s ever been before. Rijo42 cofee machine in- Over the next four pages, there are ideas for using your stalled but I ordered cofee 15% range, your staf and your business as a whole in diferent syrups with seasonal fla- ways to improve your overheads and get your tills ringing. vours such as Gingerbread Each of the 50 entries we’ll be printing over the next Lattes and Cinnamon two weeks has been put forward by an RN reader – so you Cappuccinos. I went from FREE know these are tried and tested ways of working. One or selling eight cofees a day IDEA! two (or many more) might just help make your business to around 20 and the smell a greater success despite everything else that’s thrown at filled the whole store. you in 2016. Retail Newsagent 12 February 2016 29

Shahid Razzaq Premier Mo’s and POINT OF Family Shopper, I SPENT Blantyre DIFFERENCE Last year I invested in a chiller for my Family Shopper store. I wanted to make the shop a des- £4I ,MADE000 tination for family meals and so I approached a WE SPEND local Indian takeaway, who started supplying me with sauces and pakoras and a local butcher who supplied traditional Scottish pies and Paul £1, £180on stock turnover000 snacks. By doing this, I made an extra £1,000 Patel per week turnover per week almost instantly. WH Smith Local, WE MAKE Dibden Purlieu, WE SPENT Hampshire £120profit Since we’ve been Jag with WH Smith Aytain on£200 stock (minus a people have been The Rural Hub not only asking Convenience Store, Linton, Kate few for tasting) for copier paper Derbyshire Mills WE MADE but for printer car- Heath Stores, tridges too. So I’ve I’m having a refit and adding Horsmonden, begun to stock a in a café. We already do cofee Kent range in the shop and sell around 20 cups a day 30%margin but also ofering a WE ARE SPENDING but this will mean people can It was recently Australia Day, next-day delivery sit down and have a cake with so I brought in frozen kangaroo service on any , their cofee and take more in. burgers and sausages and crocodile burgers, that we don’t have. £20000 I’m also adding more screens promoted them on social media and sold It’s attracting a WE HOPE TO MAKE which will promote the latest three quarters of the stock in one day. The number of busi- an uplift of around deals and we could start sell- stock is quite unusual, but we found a sup- ness customers to ing advertising space for local plier online and it makes us a go-to shop for the shop. 40% business. those who want to celebrate the day. I SPENT WE SPENT THE WAY on£2 the book I MADE £0extra FREE as yet WE WORK WE SAVE IDEA! unknown FREE I SPENT IDEA! to£80 £100 a week Purvesh (and our wastage Eddie £0I MADE Patel is now under 5%) Poole East Peckham Poole’s Supervalu, Dromore Newsagents, Tunbridge Adam I love reading about the Hogwood 10%margin I have massively cut down on science of shopping and Budgens of increase our food waste by making bet- recently read Why We Buy Broadstairs, Kent ter use of the date function on by Paco Underhill. He talks our EPoS system. Whenever we about paying attention to Don’t let emotion get in the way of the get a delivery of anything like the psychology of your cus- reality; one supplier who we’d used and ham, cheese or sandwiches, we tomers: how colours and built up a good friendship with over input the best-before date as well smells taps into people’s many years could no longer provide the as quantity, which takes a few perceptions. Something as quality or margin we require, so we had seconds. The system then flags up simple as grouping fruit by to switch and now have a 10% increase two days before something is due colour can have an impact, in margin and much better quality and to expire and we either reduce it he says, and I plan to test service. It’s too easy to become compla- or substitute it when the supplier some of this out in my cent and let the heart rule the head. comes in. refit this year. » 30 12 February 2016 Retail Newsagent INNOVATION

WE WE SPENT FREE SPENT SERVICEa few minutes Julie IDEA! a tiny amount on talking to Kaur delivery customers Premier Convenience WE GAINED Kate WE MADE Store, Telford Mills queuing two contracts to supply Heath Stores, time much When the newsagent next door school breakfast clubs Horsmonden, Kent closed we decided to increase and one nursery shorter our news and mags range and to with snacks I encouraged customers to place open two hours earlier at 6am. their Christmas orders with From the beginning we dis- us, as it can be hard to get the Purvesh played all our titles at the shop vegetable orders right over the Patel front so that morning commut- Dennis period. We work with lots of East Peckham ers saw them from the road. specialist and local suppliers and Newsagents, Tunbridge It’s increased our footfall by Williams by putting all the orders together 25%, and we’ve benefited from Premier Broadway, for customers we saw enormous We recently took on a Post Ofce knock-on sales such as lighters Edinburgh uplift – around 20% to 25% – in local to support our community, and drinks. We regularly hold healthy break- December. We also massively but found people were dropping of I fast clubs in a local school where reduced our waste. lots of parcels and holding up other we feed 500 pupils with five-a-day customers. SPENT portions of fruit and veg. Our WE When I realised they were avid costs are minimal because suppli- FREE SPENT eBayers and were looking to send ers are keen to sponsor us. It in- five to 10 parcels a day I told them £0 troduces a next generation to the IDEA! a few hours about the Post Ofce Drop and Go I SAW shop and it shows people organising the service service. They write the service footfall increase by we’re not just WE MADE they want on the parcel and we about taking process them when the shop’s their mon- quiet. It means they’re not held up, 25% ey – we ,000 we’re not held up and we can keep genuine- £20extra in December ofering a convenient service to ly care. everyone else.

I Dee TECHNOLOGY SPENT Sedani One Stop, Sundher Derby Sandher £2, S&S One Stop, I SAVED000 I invested £1,000 in a Leamington Spa fully-automated system approx that logs and pays my I installed a footfall camera in my paperboys, logs staf store and it’s been brilliant in giving hours with fingerprint me the data I need. As a result, I saw £250per month ID and IDs customers for that there was footfall outside of my ID through fingerprint shop after I close at 11pm. It gave me recognition for alcohol the idea of installing two vending and tobacco sales. It’s a machines – one serving snacks and great piece of software the other hot drinks that can be paid Samantha that will save me around for with contactless cards. Coldbeck four hours a week in Premier administration. I Wharfedale, Hull SPENT I This year we completely replaced our SPENT floor and invested in LED lighting. It’s a 1,600sq ft store and it’s made such a dif- £300I MAD ference. It’s given the whole store a new £1, feel. The stock looks crisp and we chose I SAVED000 LED lights even though they were more four hours expensive because in the long term our £1,a 000week running costs will be lower. a week Retail Newsagent 12 February 2016 31

Steve Archer Archer’s Premier Store, Liz Congleton Entwistle CATEGORY St Michael’s We made some changes to Post Office & Stores, WE our confectionery range, Tenterden, Kent MANAGEMENT halved the space for coun- I SPENT tlines and double-sited £1 I extended the hours of SPENT FREE hanging bags. Within a my post ofce because it FREE IDEA! week we were selling 50% makes sense that when IDEA! WE£0 MADE more hanging bags earning people come in at 7pm £0 An extra a higher profit and have not they can post a parcel. My I SAW noticed a drop in countline shop is open anyway, so sales. it’s no extra cost. Custom- I ers who come in later £300turnover per uplift20% in sales SPENT often take a bottle of wine week FREE or something else too. IDEA! I Sandeep Dave £0I MADE SPENT Bains Hiscutt FREE Simply Fresh, Londis, IDEA! Faversham Weymouth £600a week WE£0 SAW I looked at my alcohol range I gave my magazine section a an increase and decided to remerchan- thorough category review. It’s a in footfall of dise. I wanted to continue job everyone puts of but it’s worth keeping my prices com- doing. I used my EPoS data and my petitive so I looked at my local knowledge to rationalise my promotions and bestsellers stock. I looked carefully at volume 40% and increased my range ac- sales, regular orders and magazines cordingly, bringing in more that I was constantly returning. I seasonal stock and top-sell- maintained my main categories but ing lines. I immediately saw gave a lot more space to my high a 20% uplift in sales. sellers such as women’s weeklies.

I Vip Raaj SPENT Bay Bashir Panchmatia Chandarana Bellevue Convenience Store, Costcutter, Stroud Tara’s News, Middlesbrough Every four weeks Costcutter High Wycombe FREE £0I SAW runs a number of ‘better than I installed a number of IDEA! I think all retailers should work half price’ deals such as Finish magnifying glasses around with suppliers as much as possible. tablets down from £12 to £4.50. the shop to help custom- I worked with Ferrero last year to To let our customers know about ers read the small print, in uplift4% in sales bring in some new ranges and with this we’ve created huge signs particular the ingredients simple alterations, such as position- outside our store that let people list, on food packaging. I ing, and achieved a 4% uplift on know just how great our promo- got the idea from an ACS Ralph confectionery. tions are. l event and agreed to trial it Childs WE SPENT in store. I’m a community JW Childs & Sons, retailer and it’s an extra Great Yarmouth service, with minimum I SPENT per sign per outlay, that helps the Watch the market and £25 elderly and anyone who’s ensure you’re stocking month forgotten their reading the latest kids’ craze – -80 WE MADE glasses. but only for as long as £60on the Tasty our customers it’s popular! I started Tubs stock fully aware of our I stocking £1 tubs of a I MADE MADE kids’ penny sweets great prices a minimal brand called Tasty investment Tubs. They did really well for a short time. My £60profit in a NEXT WEEK: Don’t miss I GAINED advice is to always look at month part two of our 50 Ideas maximum what’s new, what’s selling, customer but don’t overstock. Crazes guide with 25 more brilliant satisfaction come and go fast these days. innovations for your store 32 12 February 2016 Retail Newsagent IN-STORE BAKERY Customers now expect their local shop to have freshly-baked products ready to go. Helena Drakakis speaks to two retailers who highlight how very different stores can use very different means to meet this now-universal demand Watch your sales rise rowing numbers of retailers wanting a range of freshly-cooked are bolstering sales with an speciality breads. From ciabattas to attractive food to go range crusty cobs, the demand for artisan Gand whether it’s a break- breads is reportedly growing at 20% fast bap, a mid-morning pastry or a each year. lunchtime sausage roll, in-store bak- But how do you decide whether a eries lie at the heart of these ofers. bakery is right for your store? What According to Cuisine de France kind of bakery do you opt for, and owner Aryzta, bakery is the second is maintaining a bakery worth the most frequently bought category in efort? convenience, with bakery shoppers RN spoke to two retailers to find spending 70% more than average out the pros and cons of breaking convenience shoppers. into bakery. The first, Vip Measuria, “By ofering freshly-baked lines has installed a small in-store ofer- retailers are going to attract new ing and the second, Leanne Mc- customers and increase profits,” Gowan has opted for a larger says Aoife Kenny, head of retail at operation that involves Aryzta. adding a standalone While traditional favourites premises to her existing like scones, croissants and Danish stores, thereby supplying Leanne McGowan took pastries are steady sellers, there’s her convenience arm with over a local bakery business to been a marked increase in shoppers food to go. build a unique food to go range Dipping your toe in the water A year ago, Vip Measuria was still near the till selling fresh breads new to the realities of operating an and pastries and followed on with in-store bakery. Unsure of whether it another, opposite, for sweet treats would take of in his Prior Way One like doughnuts. Stop store in Derby, he decided to For the past year he’s seen an start small and grow the category. average 5% uplift in sales, but it’s “I’d been thinking about an the knock-on efect of baking on in-store bakery for around two the premises that has been the real years, and finally I got Cuisine My sales winner, he says. “The aroma in store de France on board. I’d heard at has been amazing. We put our first various trade shows about the are up and bake on at 7am and by 7.15am the margins to be had,” he said. store is filled with the smell. I can’t Having set his mind on a the store help feeling hungry,” says Vip. slice of the action, he called in Vip’s oven, supplied free of charge a rep to advise him. Cuisine de smells by Cuisine de France, is situated in France looked at his existing great his stock room, and his only cost stock and footfall and recom- has been a £300 freezer to store the mended a range of products products. Vip Measuria has been including croissants, Le Parisien The company fully trained Vip baguettes, and doughnuts as well alongside two staf members and his offering bakery goods as ofering advice on positioning. rep checks in with him regularly to for the past 12 months Vip began with one display unit advise on the quality of his bake and Retail Newsagent 12 February 2016 33

Freshly made sandwiches at Leanne’s store Going the whole hog When oil prices began to freefall, able to tap into the expertise of its speciality breads, she discovered her Leanne McGowan and her husband four staf. Early on, she made the customers wanted staples, such as John feared the worst. They’d just decision not to employ a full-time pies and a local speciality called a extended their three-strong stable of baker and instead to buy in breads, Loafie: a smaller, pufer version of Icon convenience stores to include a pastries, pies and sausage rolls from the buttery, savoury roll tradition- standalone bakery. It wasn’t the best local company Murdoch Allan. Only ally eaten by fishermen sailing from time to be taking on a new business sandwiches would be made on site, Aberdeen’s harbour. in Aberdeen. “There were so many with around 100 delivered daily to Seasonal products also go down redundancies. We thought we’d be the couple’s other stores. well, for example, summer straw- lucky to break even,” says Leanne. We open At first, it was a learning curve, berry tarts. However, more than a year later the 6am to 2pm Leanne admits. In order to satisfy Plans are now afoot to employ a venture has increased turnover by labelling requirements she needed dedicated driver to deliver sand- 5%. to capitalise to detail nutritional information on wiches to stores, a job Leanne is The bakery was a calculated risk. her outsourced sandwiches. “I found currently doing herself. And, she The 500sq ft premises already operat- on that myself in the kitchen weighing continues to advertise through leaf- ed as a bakers, but the opening arose crucial bread, then reweighing it with but- let drops and online. She recently when the previous owner retired. ter and then its filling. ofered a Facebook competition to “We were buying in sandwiches breakfast “We probably underestimated win a free lunch, delivered to the for our convenience stores and we how much work it would be in the winner’s workplace. saw an opportunity to run a separate and beginning, but now it’s taking less “We open 6am to 2pm to capitalise food to go premises and make sand- lunchtime management.” on that crucial breakfast and lunch- wiches on site to supply our stores,” Leanne’s team make sandwiches time trade. It’s been a process of trial Leanne explains. trade in small batches to avoid food waste and error but I’m glad we took on the Having taken on an already- and centre their range around lo- bakery. It’s made a great addition to operational business, Leanne was cal favourites. Having tried more our existing stable,” she says. l

to see how well each line is doing. “We haven’t quite got it right in terms of how many bakes we do a day. At first we had more waste than we wanted, but it’s all part ofthe learning process,” he says. However, he’s been pleasantly sur- prised at his electricity costs which he describes as “marginal” and feels that Cuisine de France’s product range is adequate for his store. “So far so good. I’ve had no burns, no fires, no disasters, my sales are up and the store smells great,” he says. For other first timers, he recom- mends teaming up with a partner like Cuisine de France to see how well a bakery works in store. “Perhaps if I scale up the opera- tion in the future, I’d consider buy- The Cuisine de France ing my own oven, but for the time The smell of fresh range includes many being this partnership is a perfect bakery stalwarts solution,” he adds. bread fills Vip’s store 34 12 February 2016 Retail Newsagent

Twister addition Kopparberg lager We loved it so... Unilever has revealed new additions to Kopparberg is expanding into the fruit Haribo has unveiled a new series of TV its ice cream range this year, including lager sector with the launch of a lemon ads under its long-running ‘Kids’ Voices’ Twister Blackcurrant. & lime-flavoured variant, which will be marketing scheme. available in a four-pack. RRP various RRP £5.99 RRP various Outers various Outers not given Outers various Contact 01293 648 000 Contact 0560 118 5623 Contact 01977 600266

Scoop up new flavours Win footie final tickets £60,000 promotion R&R Ice Cream is revamping its PepsiCo is giving away Champions Pot Noodle is giving shoppers the Kelly’s of Cornwall range with the League final tickets as part of an on- chance to win £1,000 every day for 60 launch of four flavours inspired by pack promotion running on Walkers days in its latest on-pack promotion. ice cream parlours. and Doritos. RRP £3.99 RRP various RRP £1.36 Outers not given Outers various Outers 12 Contact 01677 423 397 Contact 0118 930 6666 Contact 01293 648 000

Guinness Made More ads Amen for less-sugar puffs Haribo ‘Mix it up’ Guinness has launched its latest series Halo Foods is reducing the sugar content Haribo is giving away family cinema of TV ads under its ongoing Made of in its Honey Monster Pufs cereal by 25% tickets in an on-pack promotion More marketing campaign. under a new recipe. running on its Haribo Super Mix bags.

RRP various RRP £2.39 RRP not given Outers various Outers 6 Outers not given Contact 0845 7515 101 Contact 0208 574 2388 Contact 01977 600266 Retail Newsagent 12 February 2016 35

Nadia Alexandrou [email protected] 020 7689 3350 @RetailNewsagent f facebook.com/retailnewsagent

Round up

NADIA ALEXANDROU Magazines reporter IS PRINT BEING SACRIFICED? Publishers’ aggressive pursuit of commercial opportunities often seems to come at the cost of print resources. Time Inc’s announce- ment that it will launch a new beauty mobile Definitive collection service, Powder – which essentially provides well-paying companies like L’Oreal Luxe with a platform for highly-targeted product adver- tisement – is certainly tactical, but also seems MARVEL SUPERHEROES like a waste of editorial resources. The publisher of The Guardian, meanwhile, announced its investment in tech start-up LINE UP FOR ACTION funding company Founders Factory not long after it revealed plans for major cutbacks that Fans of the world’s best-known action characters will love the are predicted to result in the loss of hundreds new 120-issue series of graphic novels which relaunches next week of editorial jobs. While these can be understood as a very WOLVERINE, Hulk, Captain America, and all roundabout way of protecting print opera- of Marvel’s greatest superheroes star in this tions, publishers’ investment in the indepen- definitive collector’s series of graphic novels. dent channel can bring both immediate and R Each book includes special content such as ex- E H long-term benefits. Hello! revealed it would be LAUNC clusive interviews with the authors and illus- repeating its PoS promotion for independents – trators, character timelines, artists’ sketches MARVEL the magazine’s biggest customer – this year on and more. With the first issue, readers will On sale 17 February a much larger scale. receive the graphic novel The Amazing Spider- Frequency fortnightly So although alternative operations are be- man: Coming Home. Aimed at males aged Price Part 1: £1.99, ing pursued, there’s mounting pressure from over 16, there will be 120 issues in the series, Part 2: £6.99, part 3: retailers for publishers to engage more directly and the launch will also be promoted with a £9.99 with them for mutual benefit. This week, Guy TV campaign. To maximise sales, Marvel’s Distributor Day, of Jackie’s News, praised the Financial Marketforce publisher, Hachette, recommends retailers Times for putting its voucher scheme directly Display with Marvel display it with other partworks for the same Mightiest Heroes, into the hands of retailers through i-movo, and age group. Judge Dredd challenged the Telegraph and News UK to do the same. Given the positive results from publish- ers’ independent-focused HND promotions, it CORRECTION: Twirlywoos magazine is based around schemes developed by educational seems that the motive for them not to work with consultant Professor Cathy Nutbrown. We apologise for a mistake in RN’s 5 February issue. retailers is looking increasingly weak.

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BING F S R T Children’s specialist publisher Egmont has re- PECI AL EE GIF leased the latest issue of its new ‘Showcase’ series, On sale 10 February starring Bing – an award-winning pre-school tele- Frequency monthly vision series. First aired in 2014, the series is one of Price £3.99 CBeebies’ highest rated shows, which focuses on Distributor Seymour pre-school life. The new Bing issue contains sto- Display with Cuddles, ries and activities, as well as colourful stickers. It Bob the Builder, Thomas comes with a doctor’s play set including a stetho- Express scope, plaster stickers, cream and a clipboard. GQ S L The March issue of GQ celebrates David Beck- PECI A ham, with five exclusive covers photographed On sale 4 February by Nadav Kander, Inez and Vinoodh, Vincent Frequency monthly Peters and Marc Hom. It includes an exhibition Price £3.99 of work by artists including Damien Hirst and Distributor Comag Annie Leibovitz, who showcases how the image Display with T3, of David Beckham evolved, and where it’s about Gentleman’s Journal, Robb to take him. The issue also contains a review on Report Zoolander 2, and the latest winter fashion trends. Bestsellers S N-PHOTO U T P N Trade & Professional N-Photo includes a 48-page guide for The Photogra- PLEME Title On sale In phy Show – hosted by N-Photo publisher Future – On sale 11 February date stock at the NEC in Birmingham which runs from 19-22 Frequency monthly Price £5.49 1 Farmers Weekly 12.02 March. This issue has a special feature on Nikon’s D-SLR cameras. The magazine is for Nikon users Distributor Seymour Farmers Guardian 12.02 2 and contains images, reviews and advice on all Display with Professional 3 Estates Gazette 13.02 things Nikon. Every issue comes with a cover disc Photo, Digital Camera, Amateur Photography 4 Times Higher Ed Sup 11.02 with video tutorials. 5 The Stage 11.02 6 World’s Fair 12.02 EVENTS GUIDE O N T E SHO 7 The Caterer 10.02 Events Guide is a guide to the major outdoor events for cycling, swimming, running, triathlon On sale 12 February 8 Broadcast 12.02 and adventure sports. These types of extreme and Frequency one shot 9 Construction News 12.02 adventure sport continue to grow in popularity Price £3.99 10 Nursing Times 09.02 and this guide will enable participants to plan Distributor Seymour their season for training and taking part. Publish- Display with Endurance 11 Retail Week 12.02 er Kelsey Media also produces a variety of fitness Show, Outdoor Fitness, 12 Fishing News 10.02 and specialist magazines and advises retailers to Running Fitness 13 Farm Machinery Locator 26.02 merchandise this one shot near such titles. 14 Variety 16.02 15 Music Week 16.02 THE CANARY L AUNCH 16 Campaign 12.02 Today Magazines is launching The Canary on behalf of Norwich City Football Club. It will be on On sale 15 February 17 Scottish Farmer 12.02 sale from 15 February, although the publisher is Frequency bi-monthly 18 Drapers 12.02 launching it at the home game with West Ham on Price £4.50 19 Health Service Journal 23.02 Saturday 13 February. The magazine will include Distributor Smiths/Menzies interviews, articles, new signings, Delia recipes, a Display with Liverpool FC, 20 Agricultural Trader 25.02 junior section and competitions. Chelsea Magazine Data from independent stores supplied by

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O N T BAG ‘O’ FUN E SHO Industry This month’s Bag-O-Fun is a one-of special for On sale 11 February CBeebies’ Boj show, which has reached more than a Frequency one shot Viewpoint million views. The special edition contains a 36-page Price £4.99 Distributor Comag Damian Butt magazine with activities and stories based around Group managing director Boj and his family and friends. It comes with a Display with CBeebies Special, CBeebies Imagine Publishing workbook, stickers, colouring book and a unique Boj Magazine figurine. The target market for this one shot is boys and girls aged between three and six years.

S U T S P N VOGUE PECI AL PLEME et’s talk about bookazines, a segment This issue is the International Collections Spe- that is currently celebrating news- On sale 4 February cial and features Edie Campbell on the cover. It is stand growth, instead of decline, Frequency monthly accompanied by a ‘Shop the Season; What to buy and represents the biggest untapped Price £2 and how to wear it’ supplement in association source of potential profits for indepen- Distributor Comag with Westfield. It contains 275 advertising pages, Ldent retailers. Display with Glamour, the largest number in a March issue in the his- Marie Claire, Elle Bookazines are high-quality, premium tory of the magazine. It will be supported by an priced book/magazine hybrids that are advertising campaign with ads in The Times and displayed alongside magazines. They there- the London Evening Standard. fore benefit from the increased footfall of the magazine area, and yet ofer superb value S SLIMMING WORLD PECI AL for money as companion or impulse-buy gift On sale 11 February purchases. The March/April 2016 edition of Slimming World Frequency monthly They began as compilations of specialist is a health special featuring 10 real-life slim- Price £2.75 magazine brands. But now mers who have changed the way they look on Distributor Seymour they dominate news- the outside and taken control of serious health Display with Fit and Well, stands in almost every Top conditions including diabetes, asthma and high Women’s Running, Your sector, and have been blood pressure. In addition, the issue contains 42 Fitness embraced by all major tip pages of feel-good food and motivational features retail groups and su- Don’t early return – let that contains tips, ingredients and advice to help permarkets because them sell. Display in prominent high footfall readers feel happier and healthier. C of the enormous O N M O retail sales value position in relevant PE I T I T they can generate per category alongside TAB TAKE A CROSSWORD On sale 11 February square foot thanks to an magazines This issue of TAB Take a Crossword contains several Frequency monthly average coverprice of £9.99. competitions, with a combined prizes worth more Price £2.20 Just one copy can generate than £5,000, including £1,000 cash, £750 in vouch- Distributed by Frontline more revenue than 10 weeklies, for example. ers, a Panasonic Digital TV Recorder and a Budapest Display with TAB Imagine Publishing is the world leader in break for two worth £1,300. According to publisher, H Codebreakers, Eclipse bookazines, and we publish 300 a year across a 2-in-1 Wordsearch, TAB Bauer, TAB Take a Crossword is the UK’s best-selling Mini Puzzles variety of sub-segments including technology, puzzle magazine through the independent channel. knowledge, craft, colouring, music, automo- tive, sports, and the women’s sector. Bookazines can enrich your magazine TAB MINI PUZZLES C shelves and are perfect purchases tailored O N M O This collection of eight Mini Puzzle titles ofers a va- PETI T I to accompany important anniversaries and riety of competitions this month, including a chance events, such as last year’s Battle of Britain and to win a £750 cash prize within each magazine. The On Sale 11 February VE Day celebrations, and this year’s Rio Olym- collection includes TAB Mini Arrowwords Collec- Frequency monthly pics and the Queen’s 90th birthday. tion, TAB Codebreakers Collection, TAB Crossword Price £1.50 - £2.10 We have identified independent retailers Collection, TAB Mini Hide’n’Seek Wordsearch, TAB Distributed by Frontline as a key priority in 2016, and we hope to build Display with TAB Take a Mini Puzzle Mix Collection, TAB Mini Sudoku Collec- Crossword, Eclipse Best this strong category with you, as we have done tion, TAB Mini Wordsearch Collection and TAB Mini Value Wordsearch, Eclipse with retail multiples in the last four to five Wordsearch Lite. 2-in-2 Wordsearch years. We want you to seize this exciting op- portunity and work with us.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT AMARDEEP SINGH ON CATERING FOR HIS DIVERSE READING CUSTOMER BASE Plus, don’t miss part two of our profit-boosting 50 ideas guide, and, ahead of a year of RETAIL NEWSAGENT new regulations, do you know enough about the tobacco brands on your gantry? NEWS ● CONVENIENCE ● PROFIT 38 12 February 2016 Retail Newsagent THIS WEEK IN MAGAZINES

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Title No Pts £ Topps Panini

DeAgostini Disney Frozen Minions Descendants Inside Out Build the Ford Mustang 5 100 8.99 Friendship Starter £4.99 Starter £2.99 Starter £2.99 Activity Cards Build the Millennium Falcon 58 100 8.99 Cards £1.00 Stickers £0.50 Stickers £0.50 Starter £4.99 Cake Decorating 204 210 2.99 Cards £1.00 Cake Decorating Relaunch 153 165 2.99 Dinosaurs & Friends 51 60 5.99 Jazz at 33 and third RPM 2 70 9.99 Northern Disney Frozen Ireland Sticker Official Star Wars Factfile 107 120 2.99 Rugby Attax My Sister, Collection Simply Stylish Knitting 6 90 3.99 Journey to Starter £4.99 My Hero Album £2.99 Star Wars: The Cards £1.00 Starter £2.99 Star Wars Helmets Coll’n 3 60 9.99 Stickers £0.50 Force Awakens Stickers Zippo Collection 11 60 19.99 £0.50 Starter £4.99 Eaglemoss Stickers £1.00

3D Create & Print 56 90 6.99 Shopkins Disney Peppa Pig Build A Solar System 25 104 6.99 Starter £2.99 Princess Starter £2.99 DC Comics Graphic Novel 16 60 9.99 Stickers £0.50 Fabulous Stickers £0.50 Disney Cakes & Sweets 127 120 4.50 Lego Friends Talents Doctor Who Figurines 65 70 7.99 Starter £2.99 Starter £2.99 Stickers £0.50 Stickers £0.50 Marvel Chess Collection 57 64 8.99 Marvel Fact Files 152 150 3.50 Star Wars Military Watches 52 80 9.99 Force Attax Road to Star Trek Off. Starships Coll. 65 70 10.99 Starter £4.99 Dragons UEFA Euro Cards £1.00 Starter £2.99 2016 Hachette Lego Ninjago Cards £0.50 Starter £4.99 Cards £1.00 Art of Crochet 24 120 2.99 Starter £2.99 Stickers £0.50 Art of Knitting 55 90 2.99 Star Wars Art Therapy 47 100 2.99 Stickers England Black Pearl 109 120 5.99 Starter £2.99 Official Sticker Star Wars Build the Mallard 76 130 7.99 Stickers £0.50 Collection Abatons

Build the U96 76 150 5.99 Starter £2.99 Starter £7.99 Match Attax Stickers Cards £1.00 Classic Pocketwatches 91 80 8.99 2015/16 £0.50 Dr Who Complete History 5 80 9.99 Starter £3.99 Judge Dredd Mega Collection 28 80 9.99 UEFA Cards £1.00 Champions Marvel’s Mightiest Heroes 56 60 9.99 League Fifa 365 My 3D Globe 58 100 5.99 Official Sticker Starter £2.99 The Good Your Model Railway Village 116 120 8.99 Collection Stickers £0.50 Dinosaur Starter £2.00 Starter £2.99 RBA Collectables Stickers £0.50 Stickers £0.50 Amazing Dinosaur Discovery 50 80 5.99 Merlin Official Premier My Zoo Animals 23 60 5.99 Fifa 365 League Sticker Precious Rocks, Gems & Minerals 55 100 5.99 Adrenalyn XL Collection Ultimate Real Life Bugs & Insects 73 85 5.99 Starter £4.99 Starter £2.50 WWE Slam Spider-Man Cards £1.00 Cards £0.50 Attax Then, Album £2.99 Collectables Now, Forever Stickers £0.50 Starter DeAgostini £4.99 Cards £1.00 Magiki Bunnies 2.50 Minions Jurassic World Wales Sticker Frogs & Co 1.99 Starter £2.99 Starter £2.99 Collection Stickers £0.50 Stickers £0.50 Album £2.99 Magic Box Stickers £0.50

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RN FEB 12.indd 40 2/8/16 12:17 PM 42 12 February 2016 Retail Newsagent Vol 127 No 6 FOR TRADE USE ONLY 06

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

Back in the day Wafer thin claim for a AROUND WITH THE lifetime KitKat supply ROUNDSMAN 100 We’re no She has since YEARS AGO strangers to sent a letter to with Blanche 12 February 1916 bizarre stories the manufac- Fairbrother We hear that American printed here at Extra turer demand- postcards are being ofered in Extra, but this ing an apology this country and if such is the one quite liter- from the chief I am writing this on 2 February, which just case we fail to understand how ally takes the executive and happens to be Candle Mass day. I was taught a the government, in view of their biscuit. an unlimited little rhyme about it – it goes: “If Candle Mass restriction on other goods, can A law student is demand- supply of KitKats, claiming: Day be fair and bright, winter will take another allow space to be taken up in ing a lifetime supply of “The loss I have sufered is flight. But if Candle Mass Day be cloud and rain, vessels by goods which can very chocolate from Nestlé after of monetary and emotional winter will not return again.” well be supplied by our own buying an eight-pack of significance.” Well I am sorry to say that today has been manufacturers. KitKats from a supermarket Ms Ahmad told the Daily sunny and bright, although there has been a and finding none of them Mail: “I wouldn’t rule out wind with a bite that any dog would be proud of. had any of the brand’s iconic taking this further if Nestlé We will have to see if this rhyme has any truth wafer inside. do not apologise or compen- in it. 50 Saima Ahmad, who sate me adequately.” Yesterday was a difcult morning with YEARS AGO attends Kings College in Lon- Much like the chocolate every front page having the delightful Sir Terry 12 February 1966 don, believes the error in the bars she purchased, we Wogan on them. Britain’s 23,000 subpostmasters £2 multipack means Nestlé can’t help but think that Ms I have to admit to were to get a 3% pay rise in an has failed to keep up “quality Ahmad’s argument is a little having a little blub agreement reached between control” standards. wafer-thin. over him. He was, the Post Ofce and the National as they all said, like Federation of SubPostmasters. a member of your A revised basis of calculating Card Factory can’t handle own family and payment for mail work and for you feel that his attendance after 6pm and on the new plastic bag tax death is a personal weekly half-holidays has also loss. been arranged. The plastic bag tential loophole So many people tax has cer- in the regula- came out on the round to speak to me and say tainly brought tions, which how shocked and saddened they are. In all the out the creative only apply years I’ve done the this job I have never known 25 side of high to thin- so many people to be touched in this manner, YEARS AGO street retailers gauge plastic so I guess that is the measure of the man. God 16 February 1991 and shoppers bags with bless him and may he rest in peace. I suppose the Daily Mail will now have Quick-thinking Chesterfield trying to get handles. started another round of price increases seeing news deliverer Marek Neu- around the The news as it is now 65p per day. As I have said before, mann saved the lives of a man new law. has divided with all the other ways for people to read what and his son after spotting And now discount greetings opinion online, with some they want, they will end up pricing themselves smoke pouring from a house card chain the Card Factory praising the card company’s out of the market because people won’t keep while on his early morning has gone to the next level to clever thinking. paying for these price rises. round. Mark shouted to alert the get around the 5p levy – by However, a spokesperson for The first of the lambs have arrived at Mr men and ran round the back of cutting the handles of its environmental group Friends Galbraiths farm at Shebdon. They have now got the house where he had to coax shopping bags. of the Earth told the Hufng- a few very busy weeks ahead as they have got the older man into jumping The company confirmed it ton Post: “It’s two fingers up at 400 sheep to lamb, which means some sleepless from a bedroom window. had adopted the policy at its trying to protect animals and shops after discovering a po- the environment.” nights for them as well.