Premium wine Why this is one category shoppers are happy to trade up on FEATURE Page 30 »

RETAIL NEWS THAT MATTERS ● £2.50 ● 25.05.2018

Our target for 2020 Seven ways Sid and Sukhi Sidhu’s refit is kickstarting plans for a strong future Page 6 »

PACKAGING LEGISLATION SYMBOLS C-stores a Track & Select & linchpin Trace next Save ups in drive to in illicit regional cut plastic cigs fight foothold Education of Retailers warned Vol 129 No 21 Recent expansion FOR TRADE USE ONLY customers must to prepare for 21 strengthens group’s work alongside upcoming supply share throughout legislation Page 5 » chain law Page 4 » England Page 10 »

p1 Cover SOR.indd 1 22/05/2018 18:30 2 25 May 2018 RN CONTENTS Shaping the future of independent retail since 1889 8 ways to excel with food to go in the Editor Features editor News editor Chris Rolfe Tom Gockelen-Kozlowski Helena Drakakis summer @ChrisRolfeRN @TomGK_RN 020 7689 3357 Page 28 020 7689 3362 020 7689 3361

Reporter Reporter Reporter Alex Yau Priyanka Jethwa Marcello Perricone @AlexYau_RN @priyanka_RN @Marcello_RN 020 7689 3358 020 7689 3355 020 7689 3350

Head of design Sub editor Anne-Claire Pickard Ryan Cooper 020 7689 3391 020 7689 3354 “ We sell up to 600 pre-packed Editor in chief Account manager Marketing executive Louise Banham Jon Melson Michael Sharp sandwiches a week, 400 of which 020 7689 3353 020 7689 3372 020 7689 3356 Designer Sales executives Finance Director are in non-plastic packaging” Emma Langschied Khi Johnson Parin Gohil 020 7689 3380 020 7689 3366 020 7689 3375 Production Joe Waxman Finance executive coordinator 020 7689 3363 Abi Sylvane Peter Lamb p5 Patrick Atkins Sales support 0207 689 3383 020 7689 3368 executive Finance administrator Account directors Michela Marino Anubhuti Shah George McCracken 020 7689 3382 0207 689 3397 020 7689 3364 Head of marketing Managing director HEADLINES OPINION Chris Carnevale Tom Mulready Nick Shanagher 020 7689 3389 020 7689 3352 07966 530 001 4 BREAKING NEWS 18 YOUR NEWS Tobacco ‘Track & Trace’ due in 2019 Smaller Scottish retailers should be exempt from bottle deposits

If you do not receive your copy of RN please contact Michael Sharp 6 STORE LOOKBOOK on 020 7689 3356 or email [email protected] Sid and Sukhi Sidhu’s Budgens 20 YOUR VIEWS

Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper Kenilworth in the spotlight Your letters, views and tweets Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT Audit Bureau of Circulations 10 SYMBOL NEWS 24 COLUMNIST July 2016 to June 2017 average net circulation per issue 12,187 Select & Save expands Neville Rhodes on receiving supplies from wholesalers linked Annual Subscription 11 UK 1 year £150 Europe £302 NEWS & MAGS to major competitors 2 years £237 Rest of world £354 Saturday paper sales rise in April 3 years £333 To subscribe contact 020 7689 3384 12 PRODUCT TRENDS Tee up for Stock soft drink challenger brands Newtrade championship 11 Angel Gate, City Road, London EC1V 2SD 13 BRAND SNAPSHOT with bumper Tel 020 7689 0600 News from nine big brands email [email protected] golf mag

RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is 14 WHAT’S NEW wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. RN is editorially independent of the NFRN and opinions, comments and reviews included are not 11 opportunities for your store necessarily those of the Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from RN may only be undertaken with the 16 PRICEWATCH prior written agreement of the Editor. Contributions are welcomed and are included in part or whole at the sole discretion of the editor. Benchmark your over-the- Page 34 Newtrade accepts no responsibility for submitted material. Every possible counter medicines care is taken to ensure the accuracy of information. For trade use only RN 25 May 2018 3

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

HALF WELCOME OUR SALES TO COME FROM CHILLED AND BAKERY Page 6 Through stories like this, we aim to offer you a tour of innovative stores in RN each week

n RN’s Come Shop With Me study tour three years ago, retailers voted Sid Sidhu’s then-Simply Fresh store Otheir favourite business on the trip. Fresh sandwiches, specialist shelving, and premium alcohol and bakery ranges that en- courage customers to trade up were among Editor the ideas that caught their eyes, along with INSIGHT Chris Rolfe a layout based on an understanding of why @ChrisRolfeRN shoppers came to the store. 26 GET SUMMER SAVVY 020 7689 3362 Trends such as fresh, chilled and food to Eight retailers explain how they go were in their infancy in convenience in make the most of food to go 2015, so these retailers came away with new during the summer ideas to try in their businesses. 30 IT’S TIME TO TRADE UP Sid’s latest development is a refit with Budgens, which Consumers are spending we explore in this issue’s profile. In some ways, he has built more on wine in on what we saw three years ago, by honing his mission-fo- convenience. With a cused layout and growing his premium alcohol range, for little help from the example. But new ideas, such as premium ready meals and experts, RN provides seating, enable him to tap into trends in food to go. He’s also a perfect guide to followed industry advice that retailers should make shop- the category ping less of a functional exercise and more of an experience 34 THIS WEEK IN for shoppers. MAGAZINES Are you ready for Three things stand out from his story that pay tribute to How to take this year’s hayfever the industry’s sharing of ideas: his creation of a long-term advantage of the season? Get your plan; his choice to partner with a supplier who can help football World him achieve his goals; and his inclusion of specialist fea- Cup and golf’s US range and prices tures to help his core convenience offer stand out from his Open. Plus business competitors’. bestsellers and expert right with this week’s advice on pre-school Pricewatch Through stories like this, we aim to offer you a tour of in- magazines novative stores in RN each week. If you have a great story Page 16 that could help other readers, we’d love you to get in touch. 4 25 May 2018 RN BREAKING NEWS Bus tour Track & Trace due next May ‘It would be more productive if retailers were given official licences’ for Panini stickers Legislation confirmed to Retailers can benefit from additional World Cup stickers sales as publisher fight illicit tobacco trade Panini has announced a UK bus tour. by Priyanka Jethwa EUTPD II and UK plain Code’ from whomever is tion of Convenience Stores, Two buses customised [email protected] packaging legislation in supplying them. said while tackling the with World Cup-liveries May last year. This code will be used illicit trade is essential, will tour the country be- Retailers should prepare In a co-signed letter to when making future the association remained tween 26 May and 2 June, for a fresh clampdown on wholesalers this week, purchases from wholesal- concerned about the stopping near multiples. the illicit tobacco trade British American Tobacco, ers, so suppliers can record implementation of T&T. However, independent that will see the introduc- Imperial Tobacco, JTI and details on the tracking “Many details are yet to be stores will also be able tion of a ‘Track & Trace’ Philip Morris Internation- system. finalised,” he said. stock up on stickers and (T&T) scheme requiring al stated each member in HMRC said: “Retail- David Worsfold, of benefit from the added buyers to have a unique the tobacco supply chain ers who operate multiple Farrants in Cobham, said publicity. code when purchasing will need to prepare and stores will also need to while the move is com- A Panini spokesperson tobacco products. assess how T&T will afect apply for codes for each mendable, the system told RN: “There’ll be foot- From 20 May next year, their business. location where tobacco is itself could pose an “ad- ball freestylers perform- suppliers and wholesalers Meanwhile, HM Rev- sold. HMRC is currently ministrative nightmare”. ing tricks and entertain- of cigarettes and roll-your- enue and Customs (HMRC) speaking with representa- “It would be more ing the crowd as we hand own tobacco will be re- said that while details are tives from the retail sector productive if retailers were out free albums. There’ll quired to track and record still to be finalised, retail- to understand how regula- given ofcial licences as also be swap shops, so col- the movement of products ers who sell tobacco prod- tions will be applied.” tobacco traders, rather lectors can swap stickers, through the supply chain. ucts from a single location Chris Noice, head of than introducing a com- and there may well be a The scheme follows on will be required to obtain communications and plicated system like this,” free packet or two. from the introduction of an ‘Economic Operators ID research at the Associa- he said. “But we will mainly be driving footfall into stores where collectors can pur- chase packets.” Lifestyle Express expands training Lifestyle Express retailers ing provider Bolt Learning, tage. “Upselling makes proved very useful. “The can learn how to increase designed to help retailers many retailers nervous, certificate at the end PayPoint sales and improve custom- grow their businesses and but when done right, it makes you feel proud and er support thanks to the maximise sales. can drive basket size and therefore you do a much trials cash expansion of the fascia’s According to Bolt Learn- spend and improve cus- better job,” she said. learning academy. ing’s head of customer tomer service,” she said. Ms Tucker said up- service The initiative, which proposition Katie Jenkins, Janette Tucker, from selling is already in use at was launched last June, is the new ‘Staf Upselling’ Lifestyle Express Wins- her store: “It’s part of how PayPoint has partnered being expanded with three module will give retail- combe, North Somerset, we train the team and it with ATM operator Link to online modules from train- ers a competitive advan- said the modules had brings revenue to the till.” pilot a ‘cash over the coun- ter’ withdrawal service. Customers using the Local businesses service simply insert their bank cards into a PayPoint help to celebrate terminal. They can then Budgens store refit withdraw up to £100 from The installation of a seating area the retailer’s till. in Sid and Sukhi Sidhu’s newly The service will be refitted Budgens Kenilworth trialled at 15 stores this store has inspired a schedule of summer, with plans to events. To mark the store’s re- extend its coverage if the cent reopening and the upcom- pilot is a success. ing bank holiday, businesses PayPoint chief execu- including a nail art firm, a bou- tive Dominic Taylor said: tique clothes company and local “This is yet another healthy foods brand will all take example of how local over the front area of the store. retailers are playing a Sid said: “We’re planning to host critical role in deliver- pop-up shops within the busi- ing vital services to their ness regularly. These will bring local communities every new footfall into the store, too.” day across our network of l Store Lookbook, page 6 29,000 stores.” RN 25 May 2018 5

C-stores key to cutting littering and packaging ‘Customers have a degree of trust in them’ MP to hear retailer’s Retailers should educate concerns An MP has agreed to meet with a London retailer and customers about plastic NFRN member to discuss crime prevention follow- by Alex Yau on plastic bottles as part on in partnership with cal landfill sites to alter- ing an intervention by RN. [email protected] of the deposit return the government include natives such as compost Ruth Cadbury, MP for scheme (DRS) and the word-of-mouth, posters or heaps.” Brentford and Isleworth, The government’s fight campaign against waste shelf-edge displays. Meanwhile, Peter will visit Ravi Raveen- against plastic is likely is likely to extend to all “Convenience stores Lamb, of Lambs Larder in dran, of Colombo Food & to extend to all packag- forms of plastic packag- need to be part of the Tunbridge Wells, Kent, Wine in Hounslow, before ing across convenience ing in shops. conversation because said raising awareness attending a Safer Neigh- stores, but the focus “However, the debate customers have a degree among customers has bourhoods meeting next should be on retailers has to be much more of trust in them,” he said. helped encourage sales week. Mr Raveendran has educating customers, joined up because cam- Lucy Frankel, com- of non-plastic-packaged been a repeated victim of RN has been told. paigns such as DRS munications director of products. crime at his store. Trewin Restorick, chief alone won’t stop littering. biodegradable packaging “Mainstream media He said: “I plan to dis- executive of environ- Retailers don’t necessari- manufacturer Vegware, has helped raise knowl- cuss all the incidents that mental charity Hubbub ly need to house recycling added higher costs edge of sustainability have happened and give Foundation, said the role facilities themselves, associated with non- and I expect products in CCTV footage of the thefts independent retailers but the government plastic packaging can be biodegradable packaging to Ruth Cadbury MP.” play in raising awareness needs to work with stores bypassed with alternative to increase from 10% of Ms Cadbury organised of waste should be on the on how they can tell recycling sites. my overall sales to 30% in the meeting after RN con- agenda of the environ- customers about nearby She said: “Businesses the next year. tacted her following a call ment secretary, Michael recycling facilities.” can reduce any increased “We sell up to 600 by Mr Raveendran to set Gove. Mr Restorick added costs associated with pre-packed sandwiches a up a group including local “The focus from Mr areas of communication non-plastic packaging by week, 400 of which are in traders, police and his Gove has very much been that retailers could focus moving away from typi- non-plastic packaging.” local MP, to hear retailer’s concerns over crime. “At the moment, there is no dialogue, and because of that we are sufering,” Royal Wedding he added. generates extra £1.2m in sales Tesco to end Newspaper coverage Meanwhile, Reach some best of last Saturday’s Royal plc (formerly Trinity Wedding between Prince Mirror)’s newspaper sales before dates Harry and Meghan director John Howard The removal of ‘best be- Markle generated an ex- told RN: “We had a great fore’ labels from 70 prod- tra £1.2m in retail sales, day – the Sunday Mir- ucts throughout Tesco according to estimates ror was up by over 10% stores has been met with from the Daily Mail. week-on-week, while a mixed reaction from one The wedding, held at the Sunday People and independent retailer. Windsor Castle, sparked Sunday Mail also showed The supermarket giant an uplift in sales of more significant sales growth.” announced the move than 650,000 additional Speaking to RN, Ilesh last week to stop “per- Sunday newspaper cop- Patel, from Camden fectly edible items being ies, marking a 15%-20% News in London, said: thrown away”. uplift in week-on-week “We sold out of nearly Cornish produce sales increase However, Christine sales across the newspa- every national newspa- by 50% this summer Hope, from Hopes of per industry. per, with a lot of tourists Josh Taylor, who runs Tywardreath Village Store in Longtown in Hereford- The Daily Mail sold buying multiple copies.” Cornwall, has noticed a 50% increase in sales of local shire, told RN: “We like to nearly 200,000 extra Mr Patel called the produce this summer season, after focusing on ways to sell delicious, tasty food, copies for an additional weekend a “double barrel” attract tourists who are visiting Cornwall. “Anything so there should still be a value of £350,000, attrib- weekend, with both that has a Cornish stamp sells very well, including teas ‘this tastes great up until’ uted by a Mail spokesper- the Royal Wedding and jams, to tote bags made by local artists,” he said. advisory somewhere. We son to “unrivalled reports and the FA Cup final at Mr Taylor said he encourages local suppliers to use keep best before dates in and pictures” and a “47- Wembley Stadium their store to promote products, and posts images on a diary and take items of page souvenir of cover- making the headlines social media to showcase the selection on offer. when they’re due and eat age” from the ceremony. and driving sales. them ourselves.” 6 25 May 2018 RN STORE LOOKBOOK

othing happens by chance at Sid and Sukhi spent time researching Sid and Sukhi Sidhu’s Budgens a new symbol partner and were drawn Kenilworth store. to Budgens for the support it could ofer N With a background in to grow their chilled sales. With 25m of software, it is unsurprising Sid adopts a chilled space and the category now re- New scientific approach to management. This sponsible for 30% of turnover, it is an area might typically see the pair analysing they earmarked for investment. market research surveys in tandem with Premium ready meals from Gourmade EPoS figures or working with a supplier to were introduced earlier this year and the calculate spend per shelf. company contributed bespoke PoS as part But since beginning their conveni- of the refit. This has helped to boost sales ence retail journey in 2013, the couple on the range, which retails for as much as look, new have learned there really is no substitute £7.50 for a meal for two before adding ac- for time on the shop floor to help inform companiments or dessert. decisions – so that is where they are deter- The next step will be to revamp the mined to spend the majority of their time. store’s cold storage by the end of 2018 With the pre-collapse supply issues and grow the in-store bakery range to of Palmer & Harvey afecting business include more artisan bread. By 2020, Sid is ambition last year, the Sidhus began their hunt for targeting a combined 50% contribution to a new partner, settling on the Budgens turnover from chilled and bakery. fascia. A £40,000 refit later, the 2,000sq ft The new layout reflects this aim. “We Sid and Sukhi Sidhu have store is beginning a new chapter. found the old layout formulaic and every- Sid and Sukhi opened the doors of the thing we’ve learned since opening in 2014 revamped their store under refreshed store earlier this month and are told us we needed to tweak it,” says Sid. the Budgens fascia. With waiting to see the impact, but their pains- “Budgens were a great help in looking at taking attention to detail gives them confi- profit per shelf and with the redesign, we a coffee bar and gourmet dence they have struck the right notes. ended up with an extra 3.75m of shelving. ready meal range, the couple “I wanted a partner to help streamline “Research told us we needed to become the business to give us more time to focus more mission-based and we’ve second-sited target 50% of turnover on execution,” says Sid. an extra freezer for Häagen-Dazs next to “The breadth and depth of range is better the wine chiller for ‘Big Night In’ shoppers.” from chilled by 2020. than we had before, so I’m not spending An ongoing focus for the store has Ed Chadwick finds out more time using diferent suppliers to fill gaps.” been its alcohol range. With a wealthy

p6-p8 store lookbook.indd 6 22/05/2018 10:47 RN 25 May 2018 7 With some training, you can begin to educate customers. That way, you haven’t just made a sale, you’ve also won their trust for the future SID SIDHU

£8.72 average basket spend

“There is lots ofSTORE potential TOUR Fruit and veg is a huge forelement someone in the couple’s new comingfresh-focused into store The Sidhus chose to move thisto Budgens business after difficulties withwith availability fresh during Palmer & Harvey’s collapse ideas”A new coffee station is part of a strategy to allow customers to have a hot drink and charge their devices Sid has worked with wine suppliers to build a premium wine range with some bottles selling for as much as £30

INFORMATION Location 57 Roseland Road, Kenilworth, Warwickshire, CV8 1GA Size 2,000sq ft Average basket £8.72 Number of staff Six full-time and five part-time Weekly turnover £34,000 »

p6-p8 store lookbook.indd 7 22/05/2018 10:47 8 25 May 2018 RN STORE LOOKBOOK

customer base made up of commuters who travel to London and Birmingham, Sid and Sukhi have been able to introduce premium-priced wines and a range of more than 20 gins. The wine range runs to bottles priced as high as £30, and those over £10 contrib- ute up to £1,000 per week. Sid ensures the store is a destination by ofering not only an extensive range, but equipping him- self with knowledge by attending wine courses arranged by suppliers including Concha y Toro. “I’ve focused on learning about grape varieties and making sure I can ofer advice to customers on food pairings,” he says. “With some training, you can STORE TOUR begin to educate customers. That way, you By 2020, the store’s haven’t just made a sale, you’ve also won turnover is planned to their trust for the future.” comprise 50% bakery The final piece of the jigsaw was a cofee and chilled produce bar which allows customers to enjoy a hot The store’s Gourmade drink in-store while charging their devices. freezer provides premium “It’s on castors so we can remove it to frozen ready meals that create space or position it so we can do include fish pies, lamb tastings and add in-store theatre,” says moussaka and butternut Sid. “We previously had seating outside, squash lasagne but this gives us more control and will Sid and Sukhi have add value to the business.” l thought hard about shopper missions, building Want to see more displays which encourage of the Sidhus’ impulse sales such as store? Go to betterretailing.com/ condiments with meats budgens-kenilworth

p6-p8 store lookbook.indd 8 22/05/2018 10:48 Make sure you know What to Stock

2018

Get your Our essential guide copy with enables you to: RN on 8 JUNE Assess range, profit and price with easy-to-use tools

Measure your performance against thousands of similar independent businesses ‘Adding Coca-Cola Zero Sugar earned me £2,040 extra sales’ Manage your shop with product-by-product What’s missing from your range? analysis of 27 core convenience categories Use RN’s exclusive guide to 27 core convenience categories to find out

The ONLY stocking guide that uses exclusive independent EPoS data

I’ll use What to Stock before summer to get my soft drinks range right and get the highest possible sales Dee Goberdhan

Don’t miss out, order your copy from your wholesaler today! Or contact [email protected]; 020 7769 3394

wts house ad 2.indd 1 22/05/2018 10:18 10 25 May 2018 RN SYMBOL NEWS Costcutter Nisa Evolution refit sends fresh hires ex- sales soaring Tesco boss An independent retailer in Former Tesco director London has increased his Mike Hollis will replace weekly fresh sales from £70 Jenny Wilson as retail to £500 following the com- director of symbol group pletion of a refit in March. Costcutter from the end of Nisa Buggsi’s, which is this month. based in North Kensington Mr Hollis was manag- in London and managed by ing director of Tesco’s Rikesh Patel, was refitted Lotus Express operation under the symbol group’s in Thailand between 2013 Store of the Future Evolu- and 2014, and was stores tion scheme. The number director for London and of bays for chilled products the south-east between has increased from three 2008 and 2010. to 17 while the number of Ms Wilson, who joined customers visiting the store Costcutter in 2014, has left each week averages 5,700. the company to focus on other businesses. A Cost- cutter spokeswoman said: Consolidation and supply worries lead to 94 new stores ‘The company’s focus is not on volume’ “Ms Wilson worked in marketing and customer director roles for Costcut- ter, and was instrumen- tal in transforming our Select & Save expands marketing support and bringing the Shopper First programme to market.” throughout England by Alex Yau “In the north we’re conversation with any of the light of Tesco or Co-op Pladis plan [email protected] now trading in Doncaster, our retailers, even at the ownership, alongside the boosts Select & Save has revealed Nottingham, Liverpool weekend,” he said. collapse of Conviviality. it has a growing foothold and Manchester. We’ve Mr King added most “Other feedback we biscuits in the north and south of also got more sites in retailers who had joined are getting from retailers England, following the ad- London and we’re growing Select & Save in the past is they are worried about Symbol group retailers dition of 94 stores over the across Worcestershire and few months had come consolidation resulting have seen weekly biscuit past nine months. Gloucestershire.” from symbol groups in major investments sales increases by follow- The fascia, mainly based Mr King declined to say Premier, Costcutter and going to wholesale rather ing merchandising advice in the Midlands, now how many stores Select & Bargain Booze. than important areas such from Pladis’ Sweeter has stores as far north as Save has in total, but told “There are several as retail.” Together campaign, with Doncaster and as far south RN the company’s focus is reasons retailers have been The increase in store one store owner reporting as Gloucestershire. not on volume. joining us, one of them be- numbers comes as Select a 400% rise. “Although the Mid- “There’s no aspiration ing a smaller pond to fish & Save has launched an Jacqui Dales, of Spar lands has always been our to become a business with in with regards to supply,” additional high street London Road Bakery in heartland, we’ve been ex- more than 600 retailers. he said. fascia while refreshing its Boston, received gondola panding up and down the We want to remain a com- “Some retailers are also primary fascia, designed ends and PoS as part of country,” said managing pany that can pick up the nervous about what will predominantly for retail- the campaign, which ran director Andrew King. phone and have a personal happen to their supply in ers in suburban locations. from March to April. She told RN: “I sold 50 packs of Chocolate Digestives a week compared to the Best-one grows by 125 stores in one month usual 10.” Bestway has increased 1,000 retailers interested in another symbol group annual increase of more Today’s Group retailers store numbers in its joining the symbol group. in the past three years than 10% across my chilled also had exclusive promo- Best-one fascia by 125 over Bestway was unable to because I find the prices and frozen category.” tions as part of the cam- the past four months, fol- provide details on total ofer the best value at Tony Holmes, Bestway paign. Stuart McDowell, of lowing Palmer & Harvey’s store numbers as RN went both wholesale level and Wholesale sales director, Today’s Extra Coneen Road collapse and growing to print, but confirmed its for our customers. added: “Our investment in Clabby, said: “I built a interest in chilled and annual sales have grown “They’ve definitely been in chilled, fresh and display and used PoS to own-label products. year-on-year by 19.6%. investing a lot in chilled own label has helped. show customers there The wholesaler also Meeta Raja, of Best-one and own-label over the last Retailers appreciate the was a competition to win claims to have received Raja Stores in Leicester, year and this is reflected support we have placed thousands of prizes.” queries from more than said: “I haven’t gone to in my sales. I’ve seen an behind their stores.”

p10 Symbol News.indd 10 22/05/2018 15:38 RN 25 May 2018 11 NEWS & MAGS Only three titles saw decreases March snowfall causes fluctuations in figures, weekday sales less positive April Saturday sales increases for most national newspapers by Marcello Perricone est increase in Saturday [email protected] circulation of any national April Monday to Friday newspaper sales newspaper.” Most national newspapers The Mail, meanwhile, Core Monthly Yearly Estimated Total *1 *2 *3 achieved a month-on- achieved Saturday and sales change change retail margin (000s) sales month increase in sales on Sunday increases of 1.2% Daily Mirror 519,020 -1.2% -12.8% £83.3 519,020 Saturdays in April for the and 1.1%, which it attrib- Daily Record 125,669 -1.2% -12.7% £20.2 125,669 first time since January, uted to low sales in March Daily Star 383,494 -3.8% -12.5% £27.8 383,494 the latest circulation data caused by the weather. has revealed. With sales decimated in The Sun 1,274,885 -0.3% -9.6% £142.1 1,393,034 Figures from the Audit some areas by the snowfall, Daily Express 324,472 -3.0% -10.5% £43.2 324,472 Bureau of Circulations not all issues were included Daily Mail 1,112,401 -0.7% -7.1% £161.3 1,112,401 show eight out of 11 titles in the ABC data read for Daily Telegraph 340,074 -1.4% -10.8% £131.6 340,074 benefited from increased March, which caused some Financial Times 28,617 -1.9% -11.3% £15.5 57,802 sales, with The Sun fluctuation in the March Guardian 116,700 -2.9% -7.1% £51.3 116,700 achieving the highest and April figures. i 189,045 -0.8% -9.9% £25.0 248,501 change, of 7.5%. Sales of weekday edi- Times 304,875 -0.3% -5.2% £104.9 395,853 Only three publications tions painted a less posi- TOTAL 4,719,252 -1.2% -9.6% £806.2 5,017,020 sufered decreases, with tive picture, with all titles The Times, the Financial posting losses. The Daily Times and The Guardian Star and the Daily Express April Saturday newspaper sales down 1%, 1.9% and 2.7%. were the most afected, The Sun’s chief market- with declines of 3.8% and Core Monthly Yearly Estimated Total ing ofcer Kate Bird attrib- 3%, while the Times and sales *1 change change retail margin (000s) *2 sales *3 uted its increase to events The Sun were down 0.3%. and strong reporting. Year-on-year weekday Daily Mirror 689,820 4.9% -11.8% £170.5 689,820 “A combination of Grand sales continued to decline, Daily Record 153,358 3.5% -13.1% £34.7 153,358 National Coverage, our by 9.6%, but weekend Daily Star 376,255 2.9% -11.3% £45.5 376,255 free Panini World Cup falls slowed compared to The Sun 1,782,539 7.5% -7.1% £267.0 1,900,756 Sticker Album promo- March’s figures. Saturday Daily Express 420,286 0.0% -9.3% £72.1 420,286 tion and market-leading and Sunday editions fell Daily Mail 1,867,958 1.2% -6.1% £392.3 1,867,958 journalism means we saw by 7.4% and 7.5%, com- Daily Telegraph 503,050 0.1% -8.3% £249.0 503,050 growth across the board, pared to last month’s 8.7% Financial Times 66,167 -1.9% -3.6% £52.3 95,352 and recorded the high- and 8.3% losses. Guardian 264,003 -2.7% -6.3% £168.4 264,003 i 210,268 0.4% 5.2% £36.2 269,724 Mags need retailers’ help Times 465,629 -1.0% -5.5% £185.8 556,607 TOTAL 6,799,333 2.8% -7.4% £1,673.8 7,097,169 Retailers must promote play, Mr Hepworth said print magazines, encour- “buying a magazine is not age customers to make as easy or comfortable as April Sunday newspaper sales reading them a habit and it used to be”. make shopping for them Owen Meredith, man- Core Monthly Yearly Estimated Total a better experience, an aging director at the PPA, sales *1 change change retail margin (000s) *2 sales *3 industry expert has said. added retailers should en- Sunday Mail 135,327 -1.2% -15.4% £51.2 135,327 Speaking at an event in gage shoppers with strong Sunday Mirror 467,753 2.0% -13.1% £147.3 467,753 London last week, analyst displays and urged retail- David Hepworth detailed ers to support its Press People 181,813 1.1% -13.1% £57.3 181,813 the decline in magazine Pause sales campaign. Daily Star Sun. 224,555 -4.2% -10.4% £44.7 224,555 sales since the year 2000, In response, Nainesh The Sun 1,232,705 0.0% -0.6% £284.8 1,350,946 and called on retailers to Shah, from Mayhews Sunday Express 294,302 -2.7% -10.8% £87.3 294,302 help stem the trend. News in London, told RN Sunday Post 117,756 -1.1% -14.6% £39.6 118,294 “Magazines habits were he was considering adding Mail on Sunday 1,030,632 1.1% -8.3% £389.6 1,030,632 ingrained, but have been an outdoor seating area to Observer 169,889 -3.4% -6.4% £124.9 169,889 eaten by the mobile. The encourage customers to Sun. Telegraph 285,984 -0.5% -8.5% £130.1 285,984 challenge is to figure out stay longer at his shop. Sunday Times 625,692 -0.9% -6.2% £354.8 710,212 how it fits in people’s hab- “We’ve got to put our TOTAL 4,766,408 -0.3% -7.5% £1,711.35 4,969,707 its,” he said. thinking caps on and see

Speaking about the role how we can make it useful *1 Core sales are newstrade sales and pre-paid subscriptions in the UK and Ireland; *2 ERM is the total income to retailers for one day’s sales, calculated using independent retailers can for the business,” he said. margin statistics printed in RN; *3 Total sales includes bulk sales 12 25 May 2018 RN PRODUCT TRENDS Vegetarian items a must-stock 20% increase in margins Independents can capitalise on shoppers wanting to re- from brands with duce the level of meat they natural ingredients eat by ofering a wide range of meat-free frozen foods. According to Quorn Foods, 47% of UK shoppers are now choosing to reduce the amount of meat they eat. The frozen meat-free category is worth £193m, growing 15% year-on-year. Gary Routledge, national account manager at Quorn Foods, said: “Frozen meat- free products are attracting new consumers into the fro- zen category, so it’s impor- tant retailers stock popular products such as nuggets, burgers and sausages.” Kristian Bennett, of Spar Portland in Nottingham, said he sells thousands of vegetarian burritos by For- Stock challenger brands est Foods every week. “In the past year, our vegetarian range has grown 30% and has become a to reflect changing tastes must-stock for us,” he said. by Priyanka Jethwa reflects changing tastes, for cally has an RRP of £1.09, ing, said challenger brands [email protected] example low-sugar drinks compared to Coca-Cola can also increase basket containing sugar substitutes Classic at 79p, according to spend, as most variants New drink Retailers looking to build and natural fruit juices. Booker Wholesale prices. have a premium price point. soft drinks sales post-sugar “This can be achieved “In the past year, Nishi Patel, of Londis for world levy must ofer a range by brand blocking new, Cawston Press’ sparkling Bexley Park in Dartford, said of drinks by challenger challenger brands alongside range, including Apple & he sells non-mainstream food trend brands, as consumers look well-known brands. This Rhubarb and Elderflower brands, such as Bundaberg, for variety, healthy alterna- way, consumers can make Lemonade flavours, has which equate to around 20% Soft drinks supplier AG Barr tives and new flavours. an informed choice,” he said. grown in sales by 56%. Fur- of his soft drink sales. has launched new Rubicon Hugh Thomas, chief Steve Kearns, managing ther to having a low-sugar “People are willing to pay Street Drinks, tapping into executive ofcer and co- director at Cawston Press, content and being natural, more for natural ingredi- the growing trend of world founder of Ugly Drinks, said said brands that focus on sales can also be attributed ents, and once they buy it, it foods and flavours. as consumer demand for natural ingredients help to increased interest in becomes a repeat purchase. The drinks are available drinks that provide “new increase margins by around new flavours,” he said. Brands like these focus in four variants: Sharbat, experiences” is growing, 20%, as consumers are will- Additionally, Huib van on having unique natural Agua Fresca, Nimbu Pani retailers can capitalise ing to spend more. A 330ml Bockel, founder of natural flavours, and this is a major and Bissap, with 330ml can by having a range that can of Cawston Press typi- energy drink brand Tenz- selling point,” he said. formats exclusive to the independent channel. Adrian Troy, marketing director at AG Barr, said as shoppers become more Small wines with meal deals boost sales adventurous in their flavour Incorporating smaller cha y Toro, said the trend bought with food.” “Sales pick up on week- choices, they are motivated bottles of wine into ‘meal for smaller sizes has been Jai Singh, of MJ’s Go days when people tend not by provenance of drinks. for tonight’ deals can influenced by shoppers Local Extra in Shefeld, to drink as much, and the He said: “Street food fla- help increase sales in the opting to drink less during said he ofers a ‘meal for smaller formats of wine vours have become popular alcohol category, as more the week. tonight’ deal that includes sell better as part of a meal in recent years, and Rubicon shoppers turn to 50cl and Ms Haughton said: “39% a curry and rice dish, deal, compared to alone, Street Drinks taps into the smaller formats, suppliers of consumers in the of- with a 187ml wine in red, and on weekends. We try growing demand for inter- and retailers have told RN. trade are now looking for rosé and white varieties, to change the wine selec- esting and diferent flavours Alexandra Haughton, smaller formats, with 58% costing £5.50, alongside a tion once a month to keep from around the world.” insights controller at Con- of wine purchases being small-format prosecco. interest going,” he said. RN 25 May 2018 13 BRAND SNAPSHOT

As good as gold Sure to stay fresh Pop these on shelves Del Monte’s new Gold premium Unilever has extended its Sure port- Walkers Poppables by PepsiCo are range features two products: Gold folio with Sure Invisible Antibacterial new light and airy potato snacks Pineapple Chunks in Juice and Gold Anti-Perspirant, available in male available to the convenience channel Pineapple Slices in Juice. and female variants. at the end of this month.

Transatlantic treats The winning spirit If you like Piña Coladas… After its success in the US market, Loch Lomond Whiskies has an- Pernod Ricard’s Malibu Piña Colada Pladis is launching Flipz, a choco- nounced a five-year deal to become of- cans are targeted at 18- to 24-year-olds, late-covered pretzel snack, here ficial spirit of The Open and Women’s and are available across the conve- in the UK. British Open golf championships. nience and wholesale channel now.

In association with

Lucozade Energy Orange Lucozade Energy Original Lucozade Zero Lucozade Energy’s best-selling flavour is The Lucozade Energy range brings in Attract shoppers looking for zero- the hero of a new £10m above-the-line more than £2,0001 in sales to the average sugar drinks and boost your sales by campaign driving shoppers into stores store each year, so should form the basis £5002 with the Lucozade Zero range. this summer. of your drinks selection in the chiller. Stock up now!

1 EXT IRI Symbols & Independents, GB, latest 52 week data ending 25.02.18 2 IRI Worldpanel, 52 weeks to 25/02/2018, Convenience channel total £ value of Lucozade Zero divided by total number of stores selling

p13 Brand Snapshot.indd 13 22/05/2018 10:12 14 25 May 2018 RN WHAT’S NEW

Doctor Seaweed’s Seabrook Crisps organic oil Sprinkletti Unicorn Poop Seabrook Crisps’ ‘With a Twist’ range are yellow Doctor Seaweed’s organic range is sustainable and Sprinkletti Unicorn Poop comes in a hanging pea crisps that are popped, not fried, and contain harvested in the Scottish sea lochs. The range is bag and is available to retailers in boxes of 18. The 80% less fat than normal crisps. They are available rich in nutrients, and includes three seaweed- sprinkles are sugar-encased milk chocolate balls in Sundried Tomato & Basil and Barbecue flavours. infused rapeseed oils that have an umami flavour. and can be used for decoration on cakes. RRP £1.79 RRP £9.99 (oils) RRP £3.95 Contact [email protected] Contact [email protected] Contact [email protected]

Fori Moroccan Lamb snack Oloves olives Merrydown cider Fori’s Moroccan Lamb snack has a tangy ginger Oloves are pitted olives that come in a single-serve Merrydown apple cider comes in a 750ml glass taste and is made with grass-fed lamb. It can be pouch, containing 50 calories per bag. They are sharing bottle featuring a new design introduced merchandised near tills to provide an alternative available in four flavours: Basil & Garlic, Chili & across the whole range. It is available to retailers to sweet cereal bars. Garlic, Chili & Oregano and Lemon & Rosemary. in six- and 12-bottle shrink-wrapped trays. RRP £2.49 RRP 69p RRP £2.69 Contact [email protected] Contact [email protected] Contact [email protected]

p14-15 Whats New.indd 14 22/05/2018 10:11 RN 25 May 2018 15

Priyanka Jethwa [email protected] 020 7689 3355 @priyanka_RN

Focus Confectionery The key to creating an eye-catching confectionery and chocolate display lies in ofering shoppers items that stand out and have a bold design

Michuzi African sauce Michuzi is an African sauce range made with in- Diablo sugar-free Candy Kittens gredients such as Himalayan salt and demerara chocolate sweets sugar. Each sauce has a thick consistency and can be used for dipping, marinating or cooking. As the brand’s bestseller, Diablo’s sugar- Candy Kittens are premium, vegan sweets RRP £2.49 (250ml) free chocolate taps into the growing that are gluten-free and made from natural Contact [email protected] sugar-free segment, containing 49% cocoa flavours, colours and fruit juices. As a gour- and cocoa butter, for shoppers looking for met item with a bold design, they can be a healthier on-the-go snack option. ranged at the front of the store to stand out. RRP £1.59 RRP £2 Contact [email protected] Contact [email protected]

Siva Thievanayagan Nisa Local, Peterborough We stock a few premium chocolate brands, such as Blackmore, and they sell well, even though they have a slightly higher price Monty Bojangles than other truffles mainstream Monty Bojangles’ Scofets are bite-sized brands. The Curators Beef Jerky premium trufes dusted with bittersweet cocoa powder that come in a pouch for on- Inspired by bourbons, The Curators Beef Jerky is the-go purchases. They can also be given marinated in a barbecue sauce, with its prime cuts as gifts for birthdays or bought for picnics. of beef marinated and cooked for a softer texture. It RRP £3.75 also contains 11g of protein. Contact [email protected] RRP £2.49 Contact [email protected]

p14-15 Whats New.indd 15 22/05/2018 10:11 16 25 May 2018 RN PRICEWATCH Profit checker OTC Medicine Price checker

PIRITEZE ONE-A-DAY ALLERGY TABLETS 7-PACK Price distribution % PRODUCT

50% More than 85% of indepen- dents sell this product at or 45% below the £4.99 RRP Calpol Sugar Free Suspension Liquid 40% 100ml Happy Shopper 35% Ibuprofen Tablets 16-pack Happy Shopper 30% Paracetamol Tablets 16-pack

25% Covonia Chesty Cough Mixture 150ml

20% Nurofen Tablets 12-pack

15% Calpol Six Plus Suspension Liquid 80ml 10% Imodium Capsules 6-pack 5%

Nurofen Express Caplets 12-pack 0%

Galpharm Paracetamol Caplets 16-pack £3.19 £5.15 £2.50 £2.99 £3.49 £3.50 £3.79 £3.99 £4.35 £4.39 £4.45 £4.47 £4.59 £5.49 £5.99 £4.49 £4.99 £5.00 -£1.99 Happy Shopper Paracetamol Capsules Analysis 16-pack Piriteze One-A-Day Whether it’s flu in the winter or hay trend in this week’s Profit Checker favoured undercutting the RRP. Allergy Tablets fever in the summer, medicine is a graph, as more than 85% of retailers Meanwhile, the four retailers 7-pack category which is popular in conve- chose these options. The trend across interviewed were split, citing cus- nience stores all year round. the wider market was more balanced, tomer knowledge of pricing and the Rennie Peppermint Tablets Charging at RRP or under on a pack however, as seven out of 12 retailers need to make distress purchases as 24-pack of Piriteze was the overwhelming surveyed in the Price Checker table key factors in their pricing strategies. How we drive our profit I always get my medicines from My shop is based in a neighbour- Kashif Nadeem Booker and add 20p to the RRP. Ken Singh hood with families, which gives STORE Premier Greenlaw They’re seen as essential items STORE Mill Hill Stores us a good customer base. Booker is LOCATION Berwickshire when customers need to cure LOCATION Pontefract the wholesale supplier of medi- SIZE 1,100sq ft a common ailment, such as SIZE 800sq ft cines for us. We charge at RRP on TYPE community hay fever, and they won’t mind TYPE housing estate products such as Piriteze, giving spending a little extra as a result. us margins of 30%. We can’t add Medicines are a little bit more a premium because customers TOP TIP expensive to buy from whole- TOP TIP have an expectation of the price Never be short sale, so we do need to make the Stock medicines of medicine. One of the factors of medicines money back as well. Products like on the shop floor which helps make medicines because there Piriteze are one of my bestsell- as customers popular is they’re often endorsed will always ers. It’s worth rotating your stock like to read by medical professionals, and this be demand all during particular seasons as well labels and helps increase sales because cus- year round because some illnesses are more examine the tomers know they can trust them. frequent at certain months of ingredients This is particularly true of brands the year. such as Calpol and Piriteze.

p16-17 Pricewatch.indd 16 22/05/2018 10:08 RN 25 May 2018 17

Alex Yau [email protected] 020 7689 3358 @AlexYau_RN

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get value, insights and business benefits from EPoS data. To find out how they could help you call 07976 295094 MY LOCAL HERO AVERAGE BOOKER RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER UK RRP Retailers reveal the most profitable RETAIL 1 2 3 4 5 6 produce on their doorsteps PRICE* GENERAL STORE SHOP IN SHOP IN RESI- LARGE C-STORE SHOP IN RESI- LARGE HIGH IN SOUTH- COMMERCIAL DENTIAL AREA IN NOTTINGHAM DENTIAL ESTATE STREET SHOP WEST SEASIDE AREA OF OF HAMPSHIRE SUBURB IN SOUTH WALES IN BRADFORD HOLIDAY AREA SUFFOLK TOWN SEASIDE TOWN VILLAGE SUBURB Mike Nicholls Costcutter Dringhouses, York £4.00 £4.25 £4.29 £4.09 £3.99 £4.29 £3.79 £3.99 Ainsty Ales

87p 82p £1.09 – 99p £1.10 85p 99p (£2.49 a bottle) 79p £1.15 89p – 99p 90p – –

Where did you discover it? Covonia Chesty Cough Mixture £3.88 £3.79 – £3.79 £3.99 £3.99 £3.85 – When I had my old shop, in 2014, the owner lived nearby and the company was just start- ing out. He asked if we could stock his £2.68 £2.69 – £2.69 £2.99 £2.79 £2.59 £2.49 products. I’m always looking to support local businesses because they ofer a point of difer- ence. My sister runs a teepee-hire company £4.01 £4.25 £4.29 £4.09 £3.99 £4.33 – £3.99 and they work with Ainsty Ales at events, so they’re involved with the family quite a bit. Who buys it? £3.76 £3.79 £3.95 £3.99 £3.99 £3.69 £3.29 £4.89 Not just ale enthusiasts. Craft alcohol has increased in popularity over recent years and the customer base is growing to all difer- £3.61 £3.49 – £3.40 £3.85 – – £3.89 ent demographics as a result. The brand has established a name for itself over the past four years and locals know it well. The ale is just as Galpharm Paracetamol Caplets 76p 69p 89p 69p – – 69p 99p popular as products from more well-known suppliers because of this. Why is it so successful? £1.12 £1.15 £1.18 £1.15 99p £1.25 £1.15 99p We sell at least 36 bottles every week. Each product is brewed in York and customers can trust where the products are coming from. I make an efort to promote local businesses £4.50 £4.99 – – – – £5.29 – and awareness of Ainsty Ales has increased as a result. There’s also a variety of diferent fla- Rennie Peppermint Tablets vours in the range, and the variation means £2.40 £2.35 £2.99 – – – £2.25 £2.89 there’s a product for most types of customer.

* from a sample of 3,500 stores

We normally price our medicines We normally add 20p on top Paul Stone at RRP, and I get a lot of demand Harj Gill of the RRP – this helps give us STORE Spar Oxford Road for these products because the STORE Select & Save The Windmill margins of between 35% and 45%. LOCATION Manchester shop is on one of the busiest LOCATION Rubery, Birmingham Medicines is a category which SIZE 2,000sq ft streets in Manchester city centre. SIZE 2,700sq ft customers don’t buy that often, TYPE city centre I’ve charged RRP since I opened TYPE neighbourhood so knowledge about pricing my first store in the 1990s. The isn’t as great as with groceries majority of our customers are or chilled. Products like Calpol TOP TIP ofce workers and students. TOP TIP and Piriteze are some of our Ensure Medicines are particularly popu- Stock medicines bestsellers products. We stick medicines are lar among the latter, especially on the shop floor our medicine on the shop floor visible because at the start of the term. New as this gives because it gives customers more customers can students come in every year and customers time time to look at the products. often miss them are exposed to a lot of new people. to examine the They get reluctant if medicine when they’re This increases the likelihood of products is behind the till because they behind the till them getting ill and demand are worried about holding other rises as a result. customers up in the queue.

p16-17 Pricewatch.indd 17 22/05/2018 10:09 18 25 May 2018 RN YOUR NEWS Daily Mail Retailers went all- out to celebrate the litter picks Royal Wedding The marriage of Prince Harry and a success Meghan Markle gave retailers The Daily Mail’s Great Plas- up and down the country the tic Pick Up campaign, in perfect excuse to celebrate. Trudy which retailers encouraged Davies, from Woosnam & Davies shoppers to pick up plastic in Llanidloes, decked out her shop litter over a weekend earlier in the red, white and blue of the this month, saw around US and Union Jack flags, while 20,000 people attend 1,104 customers at Premier Eldred Drive community-led litter picks Stores in Orpington got a shock in the UK. when they were greeted by owner In three days, the cam- Anita Nye and colleagues in royal paign – which was organ- disguise. Beer, wine, barbecues ised with Keep Britain Tidy and, of course, bunting were all and promoted through the big sellers on the day. newspaper – saw two mil- lion plastic bottles collected for recycling. Enough litter was collected to fill 17,000 Federation to meet with MSPs to plan the initiative ‘The public wants a scheme in some form’ wheelie bins and 120,000 bags of plastic bottles, aluminium and waste was cleaned from the streets. The Daily Mail’s deputy Give small shops chance to editor, Ted Verity, said: “We were delighted to see people of all ages, from communi- ties all across the country, opt out of DRS, says NFRN come together behind this cause. It was a truly fantas- by Chris Parr scheme. tive, warned that while retailers in rural areas tic efort.” [email protected] Attending is Mo Raz- an initial exemption were often the only near- zaq, former NFRN Scot- from the deposit return by shop, it was impor tant Smaller retailers in Scot- tish district president scheme for smaller retail- they took part to ensure land should be exempt and owner of a Family ers would be welcome, all communities could GroceryAid from a bottle deposit Shopper in Blantyre. He shops that did not par- participate in the scheme. return scheme (DRS), the echoed the NFRN position ticipate would risk losing A spokeswoman for crises NFRN has said ahead of that retailers with “very customers. Zero Waste Scotland a meeting with ministers small shops or kiosks Mr Woodrow said: said it was still too early campaign and the body developing should be able to opt out if “The public wants a to know when the DRS the plans. taking part in the scheme DRS in some shape or would be introduced, but Crises that hit retailers out of The federation will is not practical”. form. Society wants it. that a public consultation the blue have become an ad- meet this week with MSPs “They should feel that If independent retailers would be taking place “in ditional focus of a campaign and representatives from they can get involved if were exempt, and decided the coming months”. by charity GroceryAid, as it Zero Waste Scotland, the they want, but it should not to bother, they may The UK government raises awareness of mental government-funded body be voluntary,” he said. drive more people to the has also announced health issues. tasked with implementing However, David Wood- supermarkets.” that it is to consult on a The charity’s #notbuying- DRS, as part of a series of row, a member of the He also said that deposit return scheme for it campaign, launched last discussions to shape the NFRN’s Scottish Execu- because independent England later this year. year, featured grocery items branded with situations that afect retailers, such as a milk carton marked ‘Seri- ous Illness’. Now, it has been ATM fault lost retailer £15,000 in turnover added to with a “refreshed An NFRN retailer who lost Counties district, said that responsible for the fault. A spokesperson for range”, including a Mental £15,000 in turnover after a while his ATM was out of Cashzone has since re- Cashzone said: “We apolo- Health Cofee Jar and Crisis fault left his shop without use between mid-March placed the machine. gise for any inconvenience Ice Cream Carton. a cash machine for eight and mid-May, footfall fell “We are now in the Mr Childs has experienced Steve Barnes, Grocery Aid’s weeks says he has not and customers were left process of trying to get as a result of our machine’s chief executive, said: “Col- heard from his ATM upset, resulting in the lost customers using the malfunction. I can con- leagues may feel they have provider regarding com- loss of around £15,000 in machine again,” Mr Childs firm that we are in regular nowhere to turn in these dif- pensation. turnover and £2,250 profit. told RN. “Cashzone told me contact with Mr Childs, ficult situations, and we aim Ralph Childs, from The time delay occurred they would be looking at but unfortunately we are to raise awareness of our Childs’ Newsagent in because ATM provider compensation, but I have not able to comment on helpline and crisis support Great Yarmouth and Cashzone and BT were not heard any details on the specific issues related services available to them.” the federation’s Eastern in dispute over who was that yet.” to this matter.” RN 25 May 2018 19 BRAND FOCUS Brancott Estate Independent retailers could make an extra £5.5m in sales every year by stocking Brancott Estate wine, yet 85% of stores are missing out. Here is the essential advice you need to take advantage of the opportunity this brand offers

WHY STOCK THREE WAYS TO DISPLAY TOP THREE BRANCOTT ESTATE? Double up Make sure popular brands are 1) Sauvignon Blanc classic range Wines from New Zealand are growing by noticeable by double-facing top lines. 2) Merlot classic range 12.2% and still command the category’s You should make sure your top lines are highest average price at £7.20, and Brancott merchandised at eye-level. 3) Pinot Grigio classic range Estate is the second-biggest in the market. A number of Brancott Estate lines are True colours Merchandise wine by colour outperforming the category, including its and then by sparkling. Use cards to draw Terroir Series, which is growing at 240% your shoppers’ attention to the New Zealand Sauvignon Blanc and, within its core range, Sauvignon Blanc is wine region. A sweet, fruity and crisp wine. growing at 10.4%. Best paired with prawns, salmon, New Zealand wines are the fastest-growing Unmissable displays Use off-shelf fixtures white fish and salads. origin of wine and are more profitable than to promote offers. It is even more effective to average for retailers, delivering an extra £2.19 promote this around events like barbecues or per transaction. nights in. Brancott Estate’s target consumers are men and women aged 35-50. Consumer research by + the brand uncovered that its customers have a higher than average income, are family- orientated and have a good knowledge of wine. Merlot Dark berry and cocoa flavours. Pairs well with rich pasta or red RETAILER VIEWPOINT meat dishes such as seared eye fillet and roast lamb. Paul Cheema Malcolm’s Stores (Nisa Local), Coventry + Brancott Estate fits in very well with our range. It is one of our premium brands, and it helps us trade our shoppers up. Pinot Grigio We have stocked Sauvignon Blanc and Peaches, apricots and sweet Merlot for years, and they have provided tropical fruit flavous. Pairs consistent sales. well with white meat, pasta We stock Merlot on shelf at eye-level, and seafood. and Sauvignon Blanc is merchandised in the chiller. We run promotions whenever Nisa has them and it drives sales. We sell Brancott Estate for £9 to £11. Our customers for this wine are affluent middle-class, + which most of our customers are.

p19 Brandcott Estate.indd 19 22/05/2018 14:44 20 25 May 2018 RN YOUR VIEWS me credit for the cost of the missing is mostly ‘petty theft’ of small items, YOUR LETTERS papers. Throughout all of this, News but a few of these ‘small items’ UK failed to contact me, despite every day adds up to a considerable repeated requests. amount over a week, month and This shows how I am completely exasperated year – something needs to be done. much contempt with this whole situation and feel The good thing is that compensation of £50 is the least Bournemouth East Police are open News UK has for us they can do. There has been no to dialogue from local businesses I’ve recently had an issue with News Where apology, no conversations with and members of the public, and UK, where they rejected an appeal to management, no copy of the Press they are engaging in conversation compensate me £50 after their lack does it say Distribution Charter guidelines with us through social media. of professionalism and poor service that in my as promised, and absolutely no I encourage all retailers to share left me 60 copies short of The Sun on compensation. I feel the need to their opinions and suggestions, 7 April, even though I reported this terms and highlight this with other RN readers and tell the police what needs to them before 6am. to show the contempt News UK has addressing. This is our opportunity First, I was told the person who conditions? for us newsagents. to help change the situation and try delivered copies was my regular Guy Pollington Guy Pollington to stop crime from taking place. driver, but it was not. Then, News Pollington’s Newsagents Adam Phillips Surrey UK told me they had delivered the Boscombe East Post Office & Phillips News, Bournemouth copies. However, without CCTV A News UK spokesperson said: “We footage to back up my claim, no have spoken with Mr Pollington and are credit would be issued. Where pleased to say this issue is resolved and we Inspector Cheyne Marley, Dorset does it say that in my terms and have provided him with all the requested Police, said: “Retailers in Dorset are conditions? information. The delivery was made in subject to organised crime that targets I was then told the driver had full and on time but appears to have gone them in hours of most vulnerability. arrived at my shop at 5.15am and missing after delivery. We would like Mr Phillips is one such retailer, and had finished all his deliveries to remind all retailers of the benefits of through his engagement with us, he by 5.30am, which is impossible having a secure delivery location.” has highlighted a problem that is all too considering the amount of deliveries common. Retailers are victims and Dorset he does after mine. Talk to the police Police are actively targeting locations in I ended up going to local retailers, a manner which will disrupt the criminal buying papers and delivering them as they can help community. In addition, we have in place on second deliveries – something Our store has once again been the a formal structure of engagement with that isn’t cost-efective. I then had target of theft this week, and it businesses across the county. We are the to send copies of the receipts to seems our area is being blighted first in the UK to do this and it will no News UK to prove what I had done, more and more by people who are doubt help us to help victims of crime from so they would begrudgingly give out to steal from local businesses. It all communities.”

RN READER POLL YOUR SAY What should the CMA investigate in its analysis of the Sainsbury’s-Asda deal? Yes, by bestsellers 43% Mo Razzaq that everything will be the same Family Shopper, Blantyre, Glasgow and there will be no competition The one thing the Competition left in the sector. We have a few and Markets Authority (CMA) Sainsbury’s and Asda stores near Yes, by price should make a priority, especially us, and if the CMA clears the 0% No after the Co-op Nisa takeover, is deal, there’ll be a monopoly. % pricing. Sainsbury’s-Asda will 57 have more purchasing power and Ralph Patel they’re already pledging to reduce The Look In, Woodmansterne, Surrey prices by up to 20%. This will give The CMA worries about consum- Have you them an unfair advantage and ers’ interest, but not so much smaller retailers will be hit badly about ours, and I think that is rationalised your because it will be difcult for a very frightening situation. range one year on them to compete. I think it will be very detrimen- tal to the independent retail from EUTPD II? Colin Reed trade. When all big companies Hodgson New, Carlisle become monopolies, it will grad- NEXT WEEK’S QUESTION The CMA needs to investigate ually stop all the independents Would a reduction in plastic what efect Sainsbury’s takeover and our high streets will sufer. packaging on food-to-go items of Asda is going to have on It may not happen immediately, increase customer loyalty in-store? prices across the market – from but I am confident that indepen- wholesale prices for indepen- dent business will disappear and dents to other large multiples that will be very detrimental to Vote now at such as Morrisons. It’s the worry consumers. betterretailing.com

p20-21 Your Views.indd 20 22/05/2018 15:40 RN 25 May 2018 21

YOUR SOCIAL MEDIA WHY WON’T TFL MOVE OUR COMMENTS THIS WEEK contact us facebook.com/ThisisRN OYSTER CARD MACHINE? and @ThisisRN Transport for Lon- due to refurbishment, don are refusing to the account is also Harry & Glorious, move our Oyster temporarily closed Kisstory… The Card machine to our during this period. Sunday Royal temporary premises TFL understands that across the road, while the premises will be Wedding Souvenir our store gets reno- closed for around a newspapers are vated and cleared of month, and the Pass here and are sure asbestos. Agent Agreement we to be top sellers! I typically get 200 have in place with the Chard Newsagent customers per week current location means customers. spending £5 to £10 on that should anything @Chard_News I would like the machine, and with happen while they move to know why TFL are it being the only ma- the terminal to another refusing to help, espe- Pleased to announce that this Sunday 20th chine in the area, it’s an location, TFL wouldn’t cially since these are May @jackiesnews of Tenterden will start important service to our be covered. Should the ultimately their paying to deliver newspapers and magazines to community. But when premises be closed for an customers. the residents of @Winchelseanews and I contacted TFL asking Nainesh Shah extended period of time, we if they could move it Mayhew News, Belgravia, London are always happy to work Winchelsea Beach. If you would like your temporarily across the with retailers, providing newspaper delivered telephone 01580 road, all they said was they can confirm ownership 763183 or email [email protected] ‘no’, refusing to provide A spokesperson for of the temporary location.” a clear explanation as to Transport For Jackie’s News why they can’t – instead, London (TFL) @jackiesnews they spoke to me as if I said: “As part of our were a child. measures to prevent Another fantastic franchise opens today potential fraud, For us, it’s not about 100 in the beautiful city of Wells Somerset! making money, the when a shop with machine is purely a an Oyster Ticket YEARS AGO Sri, James Heappey MP, John & Gail North useful service for TFL’s Stop is closed Mayor & Mayoress who btw retire today cut 25 May 1918 A controversy begins due to the the ribbon. Customers very happy with the introduction of newspaper delivery shop. Great turnout from the community to charges, with one member of the public claiming it would make support. retailers so rich, prime minister John Miller Bonar Law would go “after the AROUND WITH @JohnAtOneStop THE ROUNDSMAN vendors for supertax”. Over at Salford store this morning. Quality Blanche Fairbrother coffee. It was the annual Canal Festival at information from people like me to Ancoats GeneralStore Norbury Wharf between 5 and 7 May, see how well newspapers are selling. @AncoatsGS and it all went of very well. The He asked if I had any thoughts on how weather couldn’t have been better publishers could promote them and #HarryAndMeghan have arrived in Mount – it was wall-to-wall sunshine from generate more sales. Nod! Great to see the local community and dawn until dusk on all three days – My answer was simple: just take businesses come together and have some so needless to say, it was extremely all newspapers of the internet. Then, well attended by boating enthusiasts if people wanted to read what was in fun at our #RoyalWedding afternoon tea of all ages. them they would have to buy them event. @serene_lounge @1StopFranchise There were all sorts of boats: one from a newsagent. @live_coventry selling fudge, one selling cheese and There is one house that I deliver to One Stop Mount Nod there were various other trades on at Oulton that is three storeys high show. The Wharf tea room and shop and has a Wisteria plant that runs @OneStopMountNod were so busy that by the end of the from the bottom of the house right up second day, they had sold out of all to the top windows. It is in full bloom ice cream, bottled water and all other and is the most magnificent sight. Of non-alcoholic drinks, so an emergency course, there will be an awful mess order was hastily sent for overnight when it starts to shed its petals, when delivery, ready for the final day. the blooms go to seed. But, until then, I had a very nice phone conversation I will just enjoy the beautiful picture with a young man called Dave Harris as I go up the path each day and thank who works for the Sun and Times Mother Nature for providing us with newspapers. He said he was gathering such wonders. She’s a clever girl!

p20-21 Your Views.indd 21 22/05/2018 15:32 22 25 May 2018 RN ACADEMY IN ACTION

Follow @IAAcademy for ideas and inspiration In-store Display In part 10 of a 12-week development programme, the IAA – and category partner Mondelez International – help retailers Helen and Peter Rogers improve their displays

n the summer of 2016, Helen and Peter Rogers added a rural convenience store to their butchers Iand farm shop in an upmarket shopping village three minutes’ drive away. A better understanding of in-store display will help them increase impulse purchases and encourage existing shoppers to buy more. Before benchmarking your shop, find out how Susan Nash, of category partner Mondelez International, helped Helen and Peter look at their business like customers by answering the questions opposite. Name Helen and Peter Rogers Setting up the c-store from scratch, they relied on advice from their wholesaler Shop Lifestyle Express Midway and suppliers who visited. Sales are Location Ledbury, Herefordshire growing strongly, but both she and Peter are confident more is possible. They have WHY I TAKE PART Size 1,500sq ft complemented their core convenience We are keen to work with Staff 1 full-time, 4 part-time range with quality meats and other artisanal products, plus hot food and suppliers to promote the cofee. Can the IAA help them entice shop and to grow our The Independent Achievers shoppers to buy more of these items? sales. Academy in Action means we Academy is a learning and get to meet Susan and Mondelez, who development programme that we have not met before, and we are helps to increase sales and Want to see more? interested to hear what she says. We profits. Academy in Action For more on how to improve your have made some good changes to the shows how retailers like you store and to see more of Helen and shop already and we are willing to do are working with our partners Peter’s shop, go to betterRetailing. more to increase sales. to use the Academy’s advice. com/Academy-in-Action

AiA Mondelez.indd 22 22/05/2018 10:06 RN 25 May 2018 23

IAA ADVICE YOUR ACTION PLAN Helen and Peter’s challenge: Using theatre 1 Walk your shop in displays to grab customers’ attention This is designed to be used to help There is a lot of choice packed into Helen you think like a customer and Peter’s busy shop, and they are confident regular buyers know where Benchmark your shop the local products are. But how can 2 they inspire shoppers to increase their Use the checklist below, ticking all basket spend? you see evidence of

Susan says: “There are some great local products in Helen and Peter’s shop, including locally roasted Method cofee, teacakes by the till, chutneys and Arranging products in impactful point of purchase displays great meat from the area. Better signage and inspirational displays will Do you have impulse displays at the ends of aisles catch shoppers’ eyes and add to the upward sales trend. Some thought also or by your tills that change each month? needs to be given to ensure good sellers are placed in high-trafc areas.” Is the signage around your promotions simple to read and attention-grabbing? Create impact by promoting the brand names of locally-sourced Do you rotate promotions around the shop after Action products, like meat from a nearby butcher, on signs around the shop. two weeks and change them after four? Using theatre in displays to grab customers’ attention Helen and Peter’s challenge: Maximising Do you have inspirational displays in high- results from in-store opportunities trafc areas? A countertop hot snacks heater catches Do you use sensory triggers like aromas, special the eye when customers first enter the shop. lighting or sound? But a huge freezer, card spinner and vaping Do you highlight specialist products e.g. “Try unit undermine the ‘eat now’ theatre. Can me, I’m new!” or “Sourced locally”? they better organise this area to boost sales? Planning in-store opportunities to maximise results Do you create excitement by running trials, tastings Susan says: “Drive on-the-go sales by making it easy to buy a snack and or product giveaways? drink. The cofee machine is next to the hot snacks, but nothing suggests Do you have a record of the events (e.g. World Cup) which buying both. Helen and Peter plan to invest in a new cofee machine and are important to your shoppers that you plan to support? ice cream freezer, and can boost results by moving food to go nearer the Do you have a budget to support planning and entrance. But immediately they can download posters from the Mondelez creating in-store theatre? website to promote buying a cofee and a snack.” Working with suppliers to maximise impact Put up posters to promote buying a quick meal, and create Do you coordinate your displays with supplier Action excitement by trialling better adjacencies. promotions/activity? Do you fnd out what works and doesn’t work from suppliers? Helen and Peter’s challenge: Getting Do you ask suppliers about products so you can more out of working with suppliers to give shoppers extra information? maximise impact Since opening in the summer of 2016, Recording what works and using it to improve Helen and Peter have trusted their Do you set targets for your displays? wholesaler and reps for advice and support on how to make an impact. But how can Do you keep a record of results and they tell what will work and what might what has worked? not to make the best decisions? Do you use the results to decide what to do with future displays? Susan says: “There is great support available from suppliers to ensure independents understand shopper missions and have point-of-sale for occasions and new products. However, retailers must ensure they understand 3 Pick one thing to improve what the thinking behind supplier activity is to ensure it fits in with their Write it down, implement it this ofer. Discipline is good, but always check you are getting a return.” week and let us know how you get # Get more details from reps and suppliers to ensure you get the on using #IAA18 Action maximum benefit from any new displays. PARTNER ADVICE Great displays inspire shoppers to buy things on impulse and make it easy for them to find what they came to buy. There is a lot right about Helen and Peter’s shop. They plan ahead. Better displays promoting top CREATE YOUR OWN SHOP REPORT sellers will help keep sales motoring. Go to betterRetailing.com/IAA/benchmark to create your own shop report or call us on 020 7689 0500 to take part Susan Nash Trade Communications Manager in a future visit. Mondelez International Next week: Shop Layout

AiA Mondelez.indd 23 22/05/2018 10:07 24 25 May 2018 RN COLUMNIST

Neville Rhodes The grocery power game As c-stores begin receiving supplies from wholesalers linked to major competitors, who will suffer or benefit?

rom this month, more than reach into the independent sector – of smaller independent wholesalers, 10,000 independent c-store whose share of the grocery market is but for retailers supplied by Booker retailers will receive their less than 2% – will help them fight of and Co-op there is a new situation. Fmain supplies from a whole- either the discounters or Amazon is They have always had to compete saler owned by or closely linked to a debatable, to say the least. with Tesco and Co-op, but now major competitor. Even so, Tesco’s and Co-op’s they are being supplied by compa- Members of the Premier, Londis, moves into wholesaling have nies whose shops they are compet- Budgens and Family Shopper generally been seen as beneficial for ing against. symbol groups are set to be supplied independents, paving the way for They have Does it matter? It may not yet, by Tesco through Booker, Nisa’s better delivery services, improved but sooner or later it will. wholesale arm and its corporate product ranges and the possibility of always had When the Tesco-Booker merger identity are now owned by Co-op, lower cost prices. to compete was first announced, I wrote here while Costcutter retailers will also Some benefits have been prom- that I could not understand why have close ties to Co-op through the ised and when it suits the parent with Tesco Tesco would want to make it easier symbol group’s distribution deal companies, Tesco and Co-op, I’ve no for independent retailers to compete with Nisa. doubt that some will be delivered. and Co-op, with its own shops. This situation was unthinkable But the multiples’ moves into I still can’t, and those same doubts two or three years ago, and I believe wholesaling also have some serious but now they now arise over Co-op’s relationship it has been brought about by fear. downsides for independent retailers. with Nisa retailers. Even the biggest grocery retailers, The most significant of these are being A test will come shortly when with annual sales worth tens of is that the mutual interests of Co-op makes hundreds of its own- billions, are threatened not only thousands of independent retailers supplied by label lines available to Nisa retailers. by the growing market shares and and their independent wholesalers How competitive will they be? rapid expansion of the discounters, have been weakened. It still exists companies Who wants to sell products with but also by Amazon’s disruptive as before for customers of Bestway, a competitor’s name all over them entry into their market. Parfetts, Blakemore, Filshill, Dha- whose shops at a higher price – or lower margin – However, whether extending their mecha, Hyperama and other scores than their competitor’s? they are A similar situation will arise when, according to reports, a range competing of Tesco’s fresh and chilled foods will No excuse for late papers against become available to independents through Booker, probably rebadged * with the latter’s Discover the Choice + As he says himself, John Howard, Trinity Mirror’s circulation director for its national titles, has been around a long time and brand. Will they ofer sufcient probably got plenty of bruises to prove it. He knows as well as margin for Booker’s customers to sell any retailer does the importance of getting papers into shops them at the same price as a nearby on time, and not for the first time, he has agreed with the NFRN branch of Tesco Express? on measures that should help to achieve this. I hope he is also As the grocery sector power game keeping an eye on his wholesalers, because lateness is not plays out and pressure on margins always a publisher’s fault. RN often carries reports of very late intensifies, who’ll sufer the biggest deliveries (I have experienced it as a customer over the past cuts when the crunch comes? Will couple of weeks), and excuses about drivers failing to turn up it be Tesco’s own stores or Booker’s for work or not being familiar with the route are pathetic, given customers? Co-op or Nisa retailers? the amount of carriage charges retailers are paying. Don’t the Watch out. wholesalers have spare deliverers who know all the routes? Many HND operators do. Neville Rhodes is a freelance journalist and former retailer

p24 Nevilles Column.indd 24 22/05/2018 10:05 RN page ad.indd 1 08/05/2018 15:08 26 25 May 2018 RN FOOD TO GO MY SUMMER STRATEGY: SITE COFFEE AND PASTRIES AT THE ENTRANCE

Jeet Bansi Make your Londis Meon Vale Stratford-upon-Avon

There’s a park across the road alongside a nearby pub store summer and leisure centre. We’re also right in the middle of a housing estate. The cofee, beer and pastries are placed by the entrance to attract the attention of customers who savvy come in. They range from those after a post-gym snack From friends picnicking to children buying ice lollies, or someone who’s having a picnic in the park. It is summer provides food to go opportunities unavailable about encouraging impulse purchases, especially when elsewhere in the year. Eight retailers tell Alex Yau how customers are outside more. they make the most of the category during summer We also have the advantage of being one of two convenience stores in the area.

MY SUMMER STRATEGY: SELF-SERVE SLUSH MY SUMMER STRATEGY: MACHINE STREET MARKET STALLS Ramsey Mital Hasaballa Morar Premier Speke Town Ancoats General Store, Lane Convenience, Manchester Liverpool

I have a Snow Shock slush We diferentiate our food to go machine embedded into my ofering by having street food 12-metre confectionery bay. stalls on a Thursday where This is really popular during local suppliers sell products the hotter months because such as barbecue chicken and we’re in a residential area and ice cream. These products there are a couple of primary are very popular because schools nearby. Sales can often they normally sell out in treble at this time of year. Our one day. We’re in one of the strategy is to keep the slush trendier parts of Manchester machine at the eye-level of city centre and our regular the children. This makes it market of millennials want more noticeable and easier for products which stand out from them to get a slush. Sometimes the standard goods they can the children might come in get at a regular convenience just to get sweets, but they store or supermarket. Raising may add a slush to their spend awareness on social media also because the machine grabs helps a lot. their attention. Many retailers increase summertime profits with slush machines »

p26-29 Summer Food to Go.indd 26 22/05/2018 14:29 For downloadable posters and further details go to

UK, ROI. 18+, 00:01 01/05/18 - 23:59 31/08/18. Internet access & e-mail required. Buy 1x promotional pack, visit www.sweetsoundsofsummer.com & enter code found in pack for a chance to win. 1 entry per code. Prizes: 60 x Bose® SoundLink® Revolve Water-Resistant Portable Bluetooth Speakers, 100 x Bose® On-Ear Wireless Bluetooth Headphones, 200 x £150/€ equivalent Ticketmaster e-gift cards, 250 x Spotify Premium 12-month subscription e-gift cards, 500 x £20/€ equivalent App Store & iTunes e-gift cards available to be won. Winners selected by random pre-determined winning moments. Prizes must be claimed within 7 days of the winning moment. Final draw (for entries between 01/09/18 - 31/12/18) on 11/01/19 for 1 x £250/€ equivalent Ticketmaster e-gift card. Expiry date found on e-gift card. T&Cs of e-gift card providers apply. Promoter: Mondelez Europe Services GmbH – UK Branch, Sanderson Road, UB8 1DH. Proof of purchase may be required. See www.sweetsoundsofsummer.com for full T&Cs + no purchase route for NI.

RN page ad.indd 1 14/05/2018 15:22 28 25 May 2018 RN FOOD TO GO

MY SUMMER STRATEGY: MY SUMMER STRATEGY: MY SUMMER STRATEGY: BARISTA-STYLE COFFEE PRE-PACKED SNACKS ICE CREAM PARLOUR

Ferhan Ben Anish Ashiq Simons Panchmatia Levenhall Village Store, Londis Lechlade, Spar Wylde Green, Musselburgh Our strategy Gloucestershire Sutton Coldfield with food to The big day is the Edinburgh We get passing trade from I ofer prepacked ice creams Marathon at the end of May, go products tourists spending a weekend from well-known brands, such where we get lots of footfall is to place here or visiting the boat as Wall’s, but it’s my ice cream from spectators. I have a cofee festival, which takes place parlour which really drives bar, and I’m lucky there are no them near every May. I make customers sales during the summer. It competing cofee shops nearby aware of the barbecue snacks, ofers a point of diference. to draw away customers. The the till to such as sausages and chicken We rotate products from local customers associate the cofee wings, and cheese branded suppliers, such as Kelly’s and with quality because our espresso encourage under Booker’s Discover the Gelato Gold, every week to cofee machine is like those in Choice own-label in our chilled prevent the product range a Starbucks, and we hand-make impulse section by placing them near getting stale and to maintain drinks from frappucinos to lattes. purchases the entrance and having clear interest from customers. One of my staf members used signposting. I also have my own This niche often helps increase to be a barista, so she has the deli where I make pre-packed ice cream sales from £400 expert knowledge. Last year, sandwich meats. A lot of the per week to £600 per week in our cofee sales grew by 150% customers won’t want to spend the summer. to £350 worth of sales on the day ages preparing food on holiday of the marathon. and usually go for these options because of their convenience.

A great coffee machine can showcase the Regular rotation helps quality of your offer keep a range fresh

p26-29 Summer Food to Go.indd 28 22/05/2018 14:31 RN 25 May 2018 29

HOW SUPPLIERS ARE HELPING RETAILERS BUILD ON FOOD TO GO FOOTFALL Maynards Bassetts: on-pack promotions To tempt customers into adding sugar confectionery to their basket spend, Mondelez is offering the chance to win one of more than 1,000 prizes with every pack of Maynards Bassetts Wine Gums. Yazoo: flavoured milk Helping customers pick up items for alternatives any last-minute barbecues will stop Yazoo has launched a limited edition Choc them needing to go to a supermarket Mint flavour of its milk drink range into retail. The product MY SUMMER STRATEGY: is available in a £1 MY SUMMER STRATEGY: SELF-SERVE ORANGE pricemarked bottle JUICE MACHINE to tempt customers BUILD RELATIONSHIPS into making impulse WITH LOCAL B&BS purchases. Tony Vince Cristofaro Irn-Bru: Spar Landmark Place, soft drink reformulation Malone Cardiff Soft drinks are a staple part Premier Tenby Stores of any meal deal. AG Barr and Post Office, Pembrokeshire has reformulated its Irn-Bru The store is based right in the range in line with the sugar tax to prevent retailers Summer is big for me because middle of the city centre and we get a lot of footfall from losing customers with we’re in a seaside area and we increased prices. get a lot of tourism. Turnover busy ofce workers, students normally doubles during this and tourists. Our self-serve orange juice machine does Yorkie: period. We focus on pasties entertainment prizes and drinks sourced from really well and our strategy with products such as food to Nestlé is giving customers the local suppliers to set us apart chance to win a Now TV pass from nearby multiples and go is to place them near the till to encourage those impulse every time they purchase a convenience stores, but we KitKat, Yorkie, Toffee Crisp, also find word of mouth helps purchases. Customers see it Aero or Fruit Pastilles. l and we build a relationship straight away and are tempted with local hostels and bed and to buy something because of breakfasts as a result. They the convenience of the product tell their tenants about what being there in front of them. products we ofer and they’re Impulse is really important more likely to visit the store because our customers are on as a result. busy schedules.

p26-29 Summer Food to Go.indd 29 22/05/2018 14:30 30 25 May 2018 RN WINE

Good, better, best

It’s time to Premium wines are growing in popularity as shoppers are choosing to trade up, so it is important that retailers get their merchandising right, and ofercustomers wines from across the price a widespectrum. selection This of can trade up be achieved by following the good, better and best model. Toni Ingram, head of marketing at Pernod Customers are spending more on wine in Ricard, says: “Rather than stocking five similar wines at the lower end of the value spectrum, convenience, so it’s the perfect time to focus it is far more efective to have on your range. With a little help from the diferent propositions.” This way,three shoppers that ofer have the option to trade up should they wish. experts, Priyanka Jethwa provides you Additionally, merchandising by price first with a perfect category guide and then brand, is most efective, as it makes, the fixture easier to shop, especially for those who have a budget in mind. his year, wine industry to drive value into the category, retail- experts have noted more ers need to include premium wines in consumers trading up in the their range.” To fully capitalise, An- T wine category, as shoppers drew Nunney, category, shopper and opt to drink less, but better-quality insights director at Accolade Wines, brands. This has resulted in a 23.7% says retailers should ofer a range of year-on-year rise in sales within the premium wines from popular brands, £7 to £9.99 price band. These statistics adding: “Hardys VR and Hardys Crest, reflect a rising demand for premium for example, should be directly above Cross-category promotions varieties, especially those from popu- each other to encourage shoppers lar, well-known brands. who are looking to trade up but aren’t Toni Ingram, head of marketing at confident in what to choose.” Retailers can take advantage of cross-category Pernod Ricard, says this is a So, to make sure you have the promotions, including Big Night In deals and trend retailers need to cash best range in a category where ‘meal for tonight’, by including wine as part of in on. “In order to reach spending is on the rise, we put dedicated displays. Andrew Nunney, category, the broadest demo- together five strategies that will shopper and insights director at Accolade graphic of shoppers, and help you increase profit. Wines, says: “For instance, Hardys 500ml bottles are an ideal accompaniment for an evening meal, or siting Echo Falls Chardonnay or Merlot near chocolate can help drive higher cross-category spend.” Wine to give as gifts for birthdays and anniversaries remains popular, so Natasha Erlandson, brand manager at Casillero del Diablo, says shoppers are more likely to be looking for something special that is more expensive. “Casillero del Diablo’s Reserva Especial is targeted at existing wine shoppers who are looking for a more special ofering or to purchase as a gift,” she says.

As customers learn more about the category, they’re becoming more inclined to trade up

»

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Big brands Low-ABV and zero-alcohol Retailers can make the most of the fact that shoppers are much more clued up on brand Stocking a range of 0% wine can help increase hierarchy within the wine category compared sales, especially since approximately 20% of will therefore be actively to other sectors, and UK adults are now teetotal. This has led to a 3% searching for big and popular brands when growth in the zero-alcohol category, which is browsing alcohol sections, according to Toni now worth £37.7m in the UK. Andrew Turner, Ingram, at Pernod Ricard. “We encourage wine director at Eisberg brand-owner Halewood premium and popular branded wines being over- Wines & Spirits, says: “Eisberg Alcohol Free represented and highly visible in store all year Wine has a 60% market share of the alcohol-free round. Consider cross-category promotions to wine category, so stocking it can help tap into capitalise on these informal gifting moments,” he says. and demand.” Andrew Nunney, category, shopper amplify further at key seasonal spikes and insights director at Accolade Wines, says: Plus, as shoppers on average spend seven minutes “It’s important not to just have one 0% wine, in-store, Andrew Nunney, category, shopper and but a selection. Retailers should ofer wine insights director at Accolade Wines, brand says as it thishelps can on tap, smaller formats and lower-ABVs. Echo to ofer diferent tiers of the same Falls Sparkling Infusion is also a popular non- persuade shoppers to spend more. alcoholic option – this will encourage those who were not planning on drinking to purchase an alternative.”

Kay Patel Best-one Global Food & Wine, London

The trend for premium wine has been going strong for quite a while. Customers However, symbol groups do not always offer the best selection of are also premium varieties, instead concen- Major brands offering something trating on brands such as Blossom different helps cater to consumers’ looking at Hill, which can make it hard for us to appetite for experimentation cater for. I have quite a few custom- you to guide ers who come in asking for fine wines, and recently had someone Heritage brands them toward come and ask for a premium rosé. Typically, these are 20-to-30-year- something old commuters, and they’re looking Independent retailers can maintain a point of for premium wines that cost £10 and diference by ofering heritage wine brands that more over. One of our most popular lines are local to their area or ofer a backstory. Rebecca is Louis Jadot, which is £14.99, and Fisher, marketing and events manager at specialist expensive Penfolds Shiraz, costing £23.99. wine supplier Hattingley Valley Wines, says this This trend has trickled down from gives shoppers a reason to buy from their local posh pub culture, where shoppers shop, and helps retailers diferentiate themselves are used to paying slightly more for a from multiples. “It also allows retailers to become better wine. They are also looking at ‘experts’ in wines from their local area, which is you to guide them toward something seen by shoppers as an added bonus,” she says. more expensive, such as varieties Andy Morgan, director at The Sparkling Wine Co, you might find at Majestic Wine. If says stocking English sparkling wine is a good we had wines like those at Majestic way to attract shoppers who want premium wines available to us through Best-one, I that have English heritage. Ben Smith, head of know they would sell. l communications at Concha y Toro, says its new 1000 Stories bourbon barrel-aged Zinfandel is designed to attract those looking for heritage wines, but are new to the category, adding: “This wine appeals not only to regular wine drinkers looking for a ‘handmade’ wine, but also to people interested in spirits.”

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betterRetailing.com House ad LSS Delegate pack A4.indd 1 17/10/2017 09:53 34 25 May 2018 RN THIS WEEK IN MAGAZINES My week in magazines

Marcello Perricone Magazines reporter [email protected] MAKING THE MOST OF THE WORLD CUP

With the Premier League and the FA Cup gone and the Champions League coming to a close this weekend, all eyes turn towards the next major football event – the World Cup. The qua- drennial international tournament takes place in Russia from 14 June to 15 July, and it reunites the world’s best football teams. To commemorate and capitalise on the event, magazine publishers are churning out special Magazine of the week editions left and right, and walking through newsstands this week I could see the World Cup starting to fill up the shelves. FourFourTwo and World Soccer magazines TEE UP FOR CHAMPIONSHIP both already launched their specials, with the former featuring an interview with England striker Harry Kane in a bumper issue and the WITH BUMPER GOLF MAG latter publishing a proper The Complete Guide to World Cup 2018. FourFourTwo also has a This month’s issue of Bauer Media’s Golf World contains a 20-page second World Cup special issue planned to go on guide to the US Open – featuring exclusive interviews and in-depth sale on 6 June, to cash in on all the excitement as the tournament approaches. articles – and a 36-page instruction supplement giving readers tips With When Saturday Comes and its sister GOLF CAN be a slow sport, but it has its dedi- monthly, Kickaround, also doing their own spe- cated fans like any other. This month’s issue cial editions, the market is bound to get satu- of Bauer’s Golf World (not to be confused with rated with World Cup options – luckily, football Condé Nast’s magazine of the same name is one of the most popular sports on the planet, that went out of print in 2014) celebrates the GOLF WORLD so use your display space to capitalise on that. second major championship of the year – the On sale out now US Open, taking place in the Shinnecock Frequency monthly Hills Gold Club course in New York. Price £4.80 Opportunity: World Cup This issue features exclusive interviews Distributor Frontline Next week will see the release from former championship winners Display with Today’s alongside comprehensive articles about the Golfer, Golf Monthly of the final batch of World Cup course and this year’s contenders, and also magazines, so plan accordingly to comes with a 32-page instruction supple- take full advantage of them. The ment meant to give golfers some tips to get World Cup only happens once every their season of to a fast start. four years – make the most of it.

p34 TWIM 1.indd 34 22/05/2018 09:57 RN 25 May 2018 35

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

CLASSIC BIKE l This motorcycle-focused magazine has test On sale out now drives of the Honda RC30 and the Ducati 851, Frequency monthly alongside a spread feature on the latest Goodwood Price £4.30 sporting club meet. Distributor Frontline l The June issue also includes a Motorcycle Mu- Display with Practical Sportsbikes, Built, seum special supplement. Classic Racer

TV CHOICE PUZZLE PICK l This TV-themed puzzle magazine includes On sale 29 May quizzes, crosswords, word searches and more. Frequency monthly Bestsellers l This month’s issue has a cover-price increase Price £2.10 Business & Finance from £1.95 to £2.10, and includes a competition Distributor Frontline to win DVD bundles of TV classics such as Display with Take a Title On sale In Quantum Leap and Knight Rider. Break’s Take a Crossword, date stock Take a Puzzle 1 Investors Chronicle 25/05 2 MoneyWeek 25/05 3 Bloomberg Businessweek 24/05 DIGITAL CAMERA 4 Forbes 15/05 l Aiming to make its readers better On sale 1 June 5 Money Observer 31/05 photographers, the June issue of Digital Camera Frequency monthly 6 Harvard Business Review 10/05 includes tips about how to take photos of wildlife Price £5.49 7 and reviews of three diferent cameras. Distributor Marketforce Moneywise 31/05 l It includes a camera-shopper ebook and a full Display with Amateur 8 Fortune 28/05 Photographer, Practical licence for the editing program Sketch Drawer, 9 What Investment 30/05 worth £36. Photography, Outdoor Photography 10 Fast Company 10/05 11 Financial News 28/05 12 Harvard Onpoint 31/05 T3 13 Entrepreneur 04/05 14 l This gadget and technology magazine includes On sale out now Spear’s 15/05 news, reviews, buyer’s guides and features for all Frequency monthly 15 Bloomberg Markets 20/04 tech aficionados out there. Price £4.99 l June’s issue includes a competition to win a 4K Distributor Marketforce Data from independent stores supplied by HDR Projector worth £1,199. Display with Wired UK, Stuff, BBC Focus SYMBOL KEY

Price Launch Frequency Bumper TRUCK & DRIVER change change issue l This motoring magazine for those that like On sale out now trucking includes test drives and features about Frequency monthly trucks old and new. Price £3.85 l June’s issue includes a free 16-page Classic Distributor Marketforce Covers Supplement, a 20%-of coupon for classic Display with Trucking, Free Commercial Motor One Special Competition truck books and a Scania V8 competition. shot issue gift

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p35 TWIM 2.indd 35 22/05/2018 09:56 36 25 May 2018 RN THIS WEEK IN MAGAZINES Expert advice FUN TO LEARN Ashleigh FRIENDS ART On sale 31 May Dennis l This kids’ craft magazine is now on its third Frequency monthly Circulation and trade issue, which is aimed at children with pets. Price £3.99 marketing manager, DC Thomson Media l June’s issue comes with ideas to keep kids busy, Distributor Seymour alongside a competition ofering five Paint Stations Display with My Little from Golden Bear. Pony, BBC Toybox, Lego Ninjago he children’s market is the third largest magazine sector and one of the strongest performing, with retail revenues increasing 2.7% THIS IS year on year in the 12 months to l June’s issue of this pre-teen magazine is On sale 30 May January. The kids sector is fast-paced and themed around The Powerpuf Girls, and it Frequency monthly Tever-changing with new brands and trends, includes puzzles and articles about the famous Price £3.99 so last year we launched This Is magazine, cartoon created by Craig McCracken. Distributor Marketforce with each issue dedicated to a specific brand l It comes with free pink puf laces, nail stickers, Display with Go Girl, or theme that is doing well. a Buttercup keyring and a pocket mirror. Sweet, Sparkle World, Cute Issue 9, on sale on 30 May, will feature the hugely popular Powerpuf Girls, which have mass appeal to both young girls and millennial women. Bubbles, Blossom and Buttercup re- turn to screens as the Powerpuf Girls in June BREATHE for their 20th anniversary year, so we’re bring- l This mindfulness magazine is celebrating ing the brand up to date by working with ex- its second anniversary with a special edition On sale 31 May perts and broadcasting on YouTube and Face- full of illustrations, craft projects and features Frequency bi-monthly book channels. Boasting 95.7 million points about how to achieve a more relaxing lifestyle. Price £5.99 of contact across all platforms, the Powerpuf l The June-July issue includes free postcards. Distributor Seymour Girls are already a big hit worldwide. Display with Simple Things, Flow Our strategy Who buys your titles? Each issue of This Is has a diferent theme SPECIALIST CHOICE aimed at diferent sub-sectors of the chil- JOHN VINE, NEWSWORLD, dren’s market. Powerpuf Girls is aimed at SHROPSHIRE girl’s aged seven to nine years old. How should your titles be promoted COUNTRY LIFE in-store? Who buys it? This Is Powerpuf Girls should be displayed Everybody, but mainly the front of shelf within the primary girls middle-aged and the elderly. sector, next to Sparkle, LOL Surprise and We’ve got a lot of royalists Girl Talk. where we live – put the How are you investing in independents? Royal Family on the front of the magazine, and they Independents are extremely important sell for us. to DC Thomson Media, generating more than £6.3m in retail revenues over the past How do you display it? 12 months. We work very closely with our On sale out now We put displays in two distribution partners to ensure good copy different places: where availability to maximise the sales opportu- Frequency weekly nity. We also provide great opportunities for Price £3.75 we normally do, next to similar titles like Hello!; incremental sales with carefully targeted Distributor Marketforce and by the till, too. one-shots, specials and brand extensions.

COMING UP IN NEXT WEEK’S RN Londis retailer Jeet Bansi on boosting turnover by a factor of 10 in a site rejected by Tesco Plus, get your Big Night In range and display ready for the World Cup, Wimbledon and a summer of live music and great TV

p36 TWIM 3.indd 36 22/05/2018 18:34 RN 25 May 2018 37

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

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

DeAgostini Hachette Panini Topps Art Gallery 12 60 8.99 2000 AD Cars 3 sticker collection 2.99 0.60 I Believe In Unicorns British Steam Railways 12 50 1.99 The Ultimate Collection 20 80 9.99 Fantastic Beasts and Where to Sticker collection 3.00 0.60 Build the Jaguar 62 100 8.99 Art of Cross Stitch 73 90 2.99 Find Them Sticker Collection 2.99 0.50 Journey to Star Wars 4.99 1.00 Build Your Own R2-D2 72 100 8.99 Art of Quilting 125 150 3.99 FIFA 365 Trading Cards 4.99 1.00 Match Attax 2017/18 4.99 1.00 Cake Decorating 11 90 3.99 Art Therapy 166 180 2.99 Football 2017 collection 2.99 0.50 Num Noms sticker cll’n 2.99 0.50 Classic Dinky Toys Collection 12 60 11.99 Assassins Creed: Guardians of Premier League Enhancing Your Mind, The Official Collection 34 80 9.99 the Galaxy volume 2 2.99 0.50 Sticker collection 1.99 0.50 Body, Spirit 72 120 3.99 Big & Little Crochet 7 72 4.99 Invizimals Trading Cards 3.99 1.00 Ring Pop Puppies 2.00 – Magiki Cuddle Buddies 7 30 3.99 Classic Routemaster 18 130 8.99 Marvel Avengers: Infinity Shimmer and Shine My Animal Farm 66 80 5.99 Doctor Who War Sticker Collection 2.99 0.60 Sticker collection 3.00 0.60 Complete History 72 80 Jazz at 33 and Third RPM 62 70 14.99 9.99 2018 FIFA World Cup Russia Adrenalyn Shopkins World Vacation 3.00 0.60 Star Wars Helmet Coll’n 63 80 9.99 Draw The Marvel Way 63 100 4.99 XL Trading Card Game 5.99 1.50 Star Wars: The Last Jedi Judge Dredd Mega Collection 88 90 9.99 Zippo Collection 71 100 19.99 2018 FIFA World Cup Russia Official Sticker collection 3.00 0.60 Marvel’s Mightiest Heroes 116 130 9.99 Sticker Collection 3.99 0.80 UEFA Champions League Eaglemoss Transformers GN Collection 37 80 9.99 UEFA Women’s Euro Sticker collection 4.00 0.60 Warhammer 45 80 9.99 DC Comics Graphic Novel 73 100 9.99 2017 Stickers 2.99 0.60 WWE Slam Attax 10 Beauty & the Beast Trading Card Game 4.99 1.00 Game of Thrones 54 60 9.99 Panini My Little Pony Sticker Collection 2.99 0.50 F1 Collection 56 60 10.99 DeAgostini Colouring Adventures 64 80 4.50 Marvel Figures 9 84 11.99 Star Trek Ships 125 130 10.99 Magic Box Magiki Ladybirds 2.50 Zomlings Series 6 0.50 Magiki Princesses 2.50 Star Monsters 1.00 Piranhas & Co 2.50 Newspapers

Daily newspapers price/margin pence/margin % Saturday newspapers Sunday newspapers Sun 50p 11.15p 22.3% Sun 70p 14.98p 21.4% Sun £1.10 23.1p 21% Mirror 80p 16.05p 21.4% Mirror £1.20 24.72p 20.6% Sunday Mirror £1.50 31.5p 21% Mirror (Scotland) 80p 17.12p 21.4% Mirror (Scotland) £1.20 24.72p 20.6% People £1.50 31.5p 21% Daily Record 75p 16.05p 21.4% Daily Record £1.10 22.6p 20.6% Star Sunday £1 19.89p 21% Daily Star 40p 7.26p 22.5% Daily Star 60p 12.085p 21% Sunday Sport £1 24.3p 24.3% Daily Mail 65p 14.5p 22.31% Daily Mail £1 21p 21% Mail on Sunday £1.80 37.8p 21% Express 65p 13.31p 22.5% Express 90p 17.152p 21% Sunday Mail £1.80 37.8p 21% Express (Scotland) 60p 12.10p 22.5% Express (Scotland) 90p 18p 21% Sunday Telegraph £2.20 45.5p 22.75% Telegraph £1.80 38.7p 21.5% Telegraph £2.20 49.5p 22.5% Sunday Times £2.70 56.7p 21% Times £1.60 34.4p 21.5% Times £1.90 39.9p 21% Observer £3 73.5p 24.5% FT £2.70 54p 20% FT £3.50 79.1p 22.6% Scotland on Sunday £1.70 39.95p 23% Guardian £2 44p 22% Guardian £2.90 63.8p 22% Racing Post £2.60 61p 23.46% i 60p 13.2p 22% i Saturday 80p 17.2p 21.5% Sunday Herald (Scotland) £1.70 35.7p 21% i (N. Ireland) 60p 13.2p 22% i (N. Ireland) 80p 17.2p 21.5% Sunday Express £1.50 29.65p 21% Racing Post £2.30 54.0p 23.48% Racing Post £2.60 61p 23.46% Sunday Post £1.60 33.6p 21% Herald (Scotland) £1.30 29.90p 23% Herald (Scotland) £1.70 39.1p 23% Scotsman £1.60 36.0p 22.5% Scotsman £1.95 43.88p 22.5%

Weight Watchers 19-2017-18 December May Scale of third-party advertising insert payments Total Supplements Ad inserts Number of Heaviest Insert Original Mail Mirror News Express Guardian Telegraph weight weight weight Inserts ad insert weight scheme UK TimesSunday Times 1,035g965g 500g490g 60g0g 03 50g0g Cumulative? no yes no no no no no TelegraphDaily Telegraph 1,020g760g 510g145g 75g0g 06 30g0g 0-69g n/a n/a n/a n/a n/a n/a n/a SundayObserver Times 835g575g 340g30g 10g0g 01 10g0g 70-100g 1.5p 2.5p 2.57p 2.7p 2.93p 2.75p 2.93p 101-200g 2p 3p 3.36p 3.3p 3.65p 3.35p 3.65p MailSun on Sunday 830g565g 220g415g 100g0g 05 35g0g 201-300g 4p 5p 6.09p 5.5p 6.26p 5.75p 6.26p GuardianDaily Mail 690g515g 440g320g 100g75g 43 35g65g 301-400g 5p 7p 7.43p 6.7p 7.06p 7p 7.06p SundayMail on SundayTelegraph 405g615g 395g125g 10g0g 01 10g0g 401-500g * 7.5p * * * * * DailyGuardian Mail 610g370g 350g230g 20g45g 32 10g35g Over 500g * 8p * * * * * The Times – – – – – FT 605g 265g 0g 0 0g * By negotiation Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. Associated Newspapers =2p. Express Newspapers =2p. Telegraph Group =2p. Per copy supplied Independent News & Media =2p. Financial Times =2p. Mirror Group Newspapers =2p

p37 TWIM4.indd 37 22/05/2018 09:41 CLASSIFIED39 22 December25 May 20182016 RN

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